Edit ModuleShow Tags

Colorado's Most Powerful Salespeople: John Genell


Published:

 John Genell, 52

Business development executive, Grant Thornton, Denver

WHAT HE DOES: Finds new deals and grows accounts for his firm while helping everyone else become better salespeople.

SALES PRODUCTION: Genell’s sales have increased every year since he joined Grant Thornton more than four years ago, including a 138 percent increase in 2012 from 2011. In 2010, 2011 and 2012, he was a top-five performer among Grant Thornton business development executives, contributing to 33 percent of total office revenue. In 2011 he was the third-highest performer for Grant Thornton nationally out of the firm’s 57 U.S. offices.

SALES ADVICE: "Most people are afraid of the word ‘sales,’" Genell says. "They think it means cold calling potential customers, and they’re afraid of getting rejected or not knowing what to say. The truth is, everyone in an organization plays a role in the sales process whether they realize it or not. Everyone from the administrative staff to the client service team must execute their jobs to the best of their ability. When everyone does that, sales happen much more easily and each person understands their contribution to the process."

ON CLOSING: "If you want a deal bad enough, never stop going after it until the client tells you that the deal is lost," Genell says. "Even then, keep trying until the winner actually has a contract signed with the client. We were just awarded a substantial global contract with a client in the Denver office that took more than five months to close. At two different times during the sales process we were told that we were eliminated from the field of potential accounting firms. Our team never gave up wanting the deal because we believed we were the best firm for this client."

Edit Module
the staff of ColoradoBiz

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

Why let procrastination rain on your parade?

The next time you find yourself in avoidance behavior like picking lint off your carpet instead of jumping into your next challenging project, pause and ask yourself this question.

Colorado Companies to Watch 2016 innovate the outdoors and machines

“Avid4 Adventure is on a mission to serve as many children as possible,” founder David Secunda says. “We firmly believe that kids need to spend as much time as possible at an early age away from the lure of video games and other screens.”

Do you have what the Colorado tech industry is looking for?

Colorado is a tech industry hotspot with a huge demand for skilled workers, says Shari Plantz-Masters, dean of Regis University's College of Computer & Information Sciences.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: