Episode 243
- Marisa Palmieri Shugrue
- 3 days ago
- 2 min read
9/18/25
Topic: How to Build a Successful Sales Machine
Guest: Courtney Carace, COO, Pest-End
In this episode we discuss:
Our sponsors Coalmarch by Workwave, PestSure & Voice for Pest
PMP Industry Insiders Peer Groups
Courtney's background and role in Pest-End, which she co-owns with her husband, Adam, and sister-in-law, Amanda
Pest-End's growth from $5 million in 2020 to $12.5 million in 2024 and an anticipated $15 million in 2025
The company's goal to reach $30 million in 2030
How focuses on talent and a "right people, right seat" mindset has spurred sales growth
Creating a cohesive sales team thanks to the director of business development
The success they've had bringing folks from operations over to the sales side
The company's sales structure and its commercial/residential split
Why commercial sales requires a long-term mentality
Pest-End's focus on community Facebook groups and tech leads
Their approach to training and why it starts with hiring based on values
The software and tools Pest-End uses to manage sales
Courtney's take on whether commercial or residential is a better business
Her advice for other PMPs who want to build a sales machine
Resources mentioned:
PCO Bookkeepers & M&A Specialists / PMP Industry Insiders PestWorld event: dan@pcobookkeepers.com
Business model Courtney references: EOS (Entrepreneurial Operating System)
Sales platform Pest-End uses: Smarter Launch
Notable: "Build your sales machine with intention. You can't just hope for growth. You really need to structure your sales team, define your processes, hold people accountable and invest in marketing." —Courtney Carace, Pest-End
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