Posted: January 16, 2013
Colorado’s Most Powerful Salespeople: Bob Belkowski
Senior account manager, J-W Power CoBy the staff of ColoradoBiz
Bob Belkowski, 33
Senior account manager, J-W Power Co., Denver
WHAT HE DOES: Sells J-W Power Co.’s natural-gas compression equipment and services direct to Denver-based clients with operations throughout the entire Rocky Mountain region. He also is responsible for managing logistics of equipment as well as designing compression equipment. In addition, he provides regulatory guidance for customers.
SALES PRODUCTION: Quarterly revenues for Belkowski’s area of responsibility have increased 59 percent in the past 18 months. His "active unit count" (denoting units of leased packages in operation) for his area of responsibility has increased 257 percent over the past three years.
LEADERSHIP: Belkowski is the youngest-ever president of the Rocky Mountain Gas Processors Association, earning the position for 2013. He earned an MBA from the University of Colorado Denver in 2010 while working full-time.
Sales advice: "Have an ‘objective’ with every client interaction, conversation or meeting. Some objectives are as simple as getting to know someone, while others are more challenging like identifying a decision maker or overcoming rejection. Each objective is a step forward in the selling process toward ultimately closing the deal. I highly recommend using a sales reference book to overcome obstacles in the selling process; my personal favorite is ‘The Little Red Book of Selling: 12.5 Principles of Sales Greatness,’ by Jeffery Gitomer."
Sales philosophy: "Focus on creating long-term customer relationships as well as providing technical substance for clients. The oil and gas industry is very technical with highly educated people. Therefore I work extremely hard to provide my clients with information they do not already possess."