Edit ModuleShow Tags

Colorado's Most Powerful Salespeople: Karl Heidgen


Published:

Karl Heidgen, 46

Vice president, custom sales, Pactimo LLC, Denver

WHAT HE DOES: Oversees and manages the entire sales teams in the U.S., United Kingdom and Europe and manages day-to-day operations of the custom division of Pactimo.

SALES PRODUCTION: Beginning with a sales base of $1.9 million in 2007, Heidgen’s annual percentage sales growth year-over-year since then has been 38 percent in 2008; 17 percent in 2009; 14 percent in 2010; and 22 percent in 2011. His sales for 2011 were $4.2 million, up 123 percent in the four-year period from 2007 to 2011.

KEY POINTS: Heidgen has led the sales team for the past seven years, during which Pactimo has experienced double-digit growth year-over-year and named to the INC 5000 fastest-growing companies list for three of those years.

THE PACTIMO STORY: Pactimo started in a basement about 10 years ago and today is known for some of the most innovative custom technical cycling, triathlon and running apparel in the industry.

SALES TIP: "Listen before you talk … which can be difficult for many salespeople," Heidgen says. "Find out your potential customers’ needs and make sure you and your products can offer them a solution BEFORE you try to sell them. Sales is relationships, so the conversation must go both ways."

HANDLING A ‘NO’: "No is only acceptable when dealing with your CFO, and even then you should look for a solution," Heidgen says. "Always be humble and maintain a good rapport no matter what the customer’s response may be. Things may change quickly, and your professional reply to a ‘no’ may earn you the same business you have been chasing."

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: