Mike Jacoutot

Mike Jacoutot

With 194 percent year over year growth and a 90 Net Promoter Score, Butler Street has established itself as one of the leading consulting, training and research firms to the middle market. Before founding Butler Street, Mike Jacoutot spent the previous nine years as CEO of a national health care staffing company and most recently, a revenue cycle company. Jacoutot brings a strong combination of Lean Six Sigma process skills together with 34 years of sales and marketing experience. 

Jacoutot is also the author of “Become the Only Choice.” Now in its third printing, the book emphasizes a combination of consultative selling and process management techniques to enable salespeople to sell the way clients buy.

A four-time All-American collegiate wrestler, Jacoutot led The College of New Jersey wrestling team to two national championships. He culminated his senior year by winning the NCAA Division III Championship after three consecutive second place finishes. In March 2015, Jacoutot was inducted into the National Wrestling Coaches Hall of Fame. In October 2013, he was also inducted into The College of New Jersey Athletic Hall of Fame along with his 1981 NCAA Division III Championship Team. He holds a B.A. in Management.

How to Train and Retain Your Millennial Workforce in 2017

As of 2015, the millennials are the largest segment of the workforce. They learn differently, work differently and think differently than previous generations. And as Generation Z begins to enter the workforce, many sales organizations will have four generations working side by side. Is your company well positioned to handle...

How to NOT Blow the Final Presentation

So, your company made the final presentation. It is a multi-million dollar deal and one that you feel good about. All of the hard work, discovery and perseverance put forth by the team is officially on the line. You’ll never have another opportunity at this and want to put together the best presentation possible...

Are You an 'A' Player?

When I ask people to define what constitutes an "A" player, as you can probably imagine, the responses are all over the place. So as we researched the subject, we found a great little quiz by David DeWolf on what makes an "A" player...

Why Responding to RFPs Hurts Your Sales Organization

It happens all over the country in organizations every day. A top prospect suddenly emails a salesperson a Request for Proposal (RFP) and they immediately forward it to their manager with a note, "We need to throw everything we have at this. This is a real opportunity for us!" Is it, really...

Why Most Value Props Fail

Can every salesperson in your company articulate your value proposition consistently and concisely in 30 seconds or less? Here is a quick litmus test: If an executive sat down next to your salesperson in seat 4D on a plane and asked, “So what does your company do?” What would they say? We often hear...

Why a Budget Is NOT a Strategy

For most companies, September through November marks “budget season,” when they establish budget plans for the upcoming year. Unfortunately, research ranges from a bleak 3 percent of companies whose executives say they are successful at executing their strategies, to—at best—30 percent of organizations that integrate its plans into its daily operations with high effectiveness. Why? Because a budget is not a strategy...

We Came in NOTHING Again!

“Unfortunately, we come in nothing more often than anything else.” This is a direct quote from one of our clients during a win/loss analysis of their pipeline. At first, I laughed at the uniqueness of the phrase. Naturally, I asked for clarification. I was fascinated with the phrase “come in nothing” and quickly realized...

The Science of Selling: Lose Fast

Here is a newsflash: if you are going to lose a deal — LOSE FAST!!!! Every minute you spend on a losing deal is a minute you don’t spend on cultivating a winning deal! It really is that simple. So what separates the great salespeople from the rest? It comes down to three basic things...

The Death of 'Always Be Closing'

Who could forget that famous sales scene from Glengarry Glen Ross where Alec Baldwin storms into a branch office of a real estate firm and runs roughshod over a group of excuse-laden, non-performing salespeople. After berating the group and telling them that they are all fired, Baldwin then says they have one week to get their jobs back...

Sales Superstars: How to Make Mere Mortals Great

Whether you are an HR manager selling your boss on why he should promote you, or you’re a salesperson selling a multi-million dollar opportunity, you should understand the habits of successful sales. The best companies make the right habits an integral part of their training to ensure their salespeople have mastered the following tips...

Growing Your Company's EBITDA

Profitable growth … it’s the oxygen of a company. Any organization looking for a silver bullet to…