Andy Drummond, Founder and Principal of ShireGrowth Partners, joins Sales Lead Dog to break down the sales tactics that actually work inside private equity-backed companies.
Drawing from decades of experience helping mid-market and lower mid-market industrial firms grow under private equity ownership, Andy shares how his journey—from solopreneur to senior leadership roles—shaped his approach to sales acceleration and operational execution. Influenced by a family legacy in sales and years inside complex organizations, Andy explains why leadership clarity, disciplined execution, and continuous learning are essential for companies navigating aggressive growth expectations.
The conversation explores the unique pressures faced by private equity-backed firms, including rapid change, performance targets, and cultural disruption. Andy explains why transparency and engagement are critical during periods of transformation. Leaders who clearly communicate why changes are happening—and invite teams into the solution—build trust, reduce resistance, and move faster. This episode highlights how internal alignment becomes a competitive advantage when external expectations are high.
Andy also dives into the realities of CRM implementation and data-driven sales execution. He outlines why many CRM initiatives fail, often due to misalignment between systems, strategy, and human behavior. Rather than treating CRM as a reporting tool, Andy emphasizes building a strong data foundation tied directly to business goals. Identifying the right performance indicators, improving data quality, and driving adoption at the frontline level are key to unlocking real value.
Throughout the discussion, Andy reinforces that sales growth in PE-backed environments is not about shortcuts. It’s about disciplined pricing strategy, clear go-to-market focus, and execution rigor that compounds over time.
Andy Drummond is the Founder and Principal of ShireGrowth Partners, where he helps small and mid-sized industrial companies unlock sustainable top-line and bottom-line growth. His career includes leadership roles at SC Johnson, Grainger, James Hardie, and other global organizations, giving him deep expertise in sales acceleration, pricing optimization, and commercial strategy.
Known for his analytical and high-energy approach, Andy works with clients through interim leadership, fractional roles, and consulting engagements. His work consistently focuses on measurable outcomes, scalable growth systems, and long-term value creation—especially in private equity-backed environments.