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Colorado's Most Powerful Salespeople: David Waugh

David Waugh, 40

National account manager, Confio Software, Boulder

WHAT HE DOES: Waugh is the top performing sales executive for Confio Software, a developer of database and virtualization performance software. In the past 7 ½ years, Waugh has led the company in revenue generation, hitting 25 out of 30 quarters on target and has been responsible for more than 38 percent of all revenue. His revenue production totaled $2.4 million in 2010, $3.1 million in 2011 and a projected $4.7 million in 2012 (330 percent of the target.)

FREQUENT FLIER: In the course of business last year, Waugh logged 75,000 miles on United Airlines and spent nearly 100 hotel nights on the road.

SALES PHILOSOPHY: "Patience, persistence and passion. All great salespeople I know have patience. Patience with their company, management, co-workers and of course, their customers. However, those same salespeople also are persistent. The customer will recognize persistence and appreciate your efforts as long as you are not pushy and your persistence has meaning and brings value to them. Don’t just be persistent by calling and continually asking the customer for the order, but provide value and industry knowledge to your client that will help them with their job. And above all else, passion. Passion for what you do! Passion for what you sell! Passion for the customers’ success! Customers will recognize passion and be drawn to your enthusiasm about the products and services and want to do business with you."

SALES ADVICE: "Don’t be afraid to walk away from a sale. Your time is too valuable as a sales professional. Don’t waste your time or the customer’s time if you know the answer is going to be ‘no’ or not lead to revenue. There are plenty of other opportunities out there!"

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