Jeff Madsen Sells Solutions

Jeff Madsen, Senior Account Executive for Imperial Dade/Dalco, has learned many lessons throughout his 27-year career. Over time, he found that the key to sales was not to sell a product but to provide a solution.

“I knocked on my first door back in the fall of 1991, and at first, it was brutal,” Madsen reflects. “I thought everyone wanted to know the detailed chemistry of what I was selling. Soon, I found out that most people just want a product that solves their problems.”

As a result, he opens with clarity. When it comes to customer communication loops, Madsen maintains his integrity throughout the entire conversation. To Christina Flakne, sales manager at Imperial Dade and Madsen’s manager, this character trait transforms sales challenges into successes.

“Jeff excels at closing the loop from start to finish, ensuring every stakeholder feels supported throughout the process,” Flakne says. “He is an exceptional listener who consistently asks thoughtful, targeted questions to fully understand the needs of end users and organizational leaders.”

Madsen believes that the commercial cleaning industry thrives because of its investment in people. He has shared with colleagues how “every order is a privilege,” a sentiment he also stresses with emerging sales representatives.

“I have learned that you will never have an advantage over products or price—it always comes down to the individuals involved,” Madsen notes.

With nearly three decades of experience in the field, Madsen follows in the footsteps of mentors who came before him. Over the years, he has accumulated advice that has strengthened his sales strategy. One key ideal, imparted by Account Manager at Dalco Enterprises, Inc., Don Stelli, is to “always do what is right for your customer.”

“Jeff simply leads by example,” Christina Flakne adds. “For customers and colleagues alike, he gains trust and provides solutions that are a win-win for all.”

Madsen earns this trust through his genuine responses to customer concerns. His dedication is demonstrated by the lengths he goes to provide quality services that promote the people he serves.

“Our industry has so many variables that it can be very difficult to put a perfect plan together, but you can always be there to take an extra call or step,” Madsen notes.

An example of a time Madsen took an “extra call” occurred early in his career. On a Friday, he received a call that a chemical manufacturer’s excessive use of color dye in its bowl cleaner had resulted in over 100 toilets dyed light blue. To assist his customer, he drove over, and his weekend was spent with a box of pumice scouring sticks until the situation was righted.

“Jeff’s ability to quickly assess situations and offer effective solutions sets him apart as a highly dependable and knowledgeable leader,” Flakne says.

Although Madsen has a breadth of experience, he is always open to attaining new skills to adapt to industry changes. With the advent of AI, Madsen predicts that effective adoption of automative technologies will be a synergistic partnership between technology and humans.

“I see these new technologies as a force multiplier that gives us better tools for our work belts. This frees up time to solve problems and deliver additional value,” Madsen asserts. “However, we need to balance what the perfect AI technologies tell us while still remaining human.”

And Madsen’s humanity is why customers continue to seek his sales expertise. He is a proactive person who takes on new challenges in stride, as it allows him to continue helping others.

“Jeff Madsen is a true expert within the commercial cleaning space,” Flakne commends. “Jeff’s mix of industry expertise, responsiveness, integrity, and problem-solving makes him a standout leader.”

These traits are part of what earned Madsen the 2026 Sanitary Maintenance Sales Leader Award.

Taylor Vraney is an Assistant Editor for CleanLink.com, Facility Cleaning Decisions, Contracting Profits, and Sanitary Maintenance. 

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