Edit ModuleShow Tags

Colorado's Most Powerful Salespeople: Mark Steller


Published:

Mark Steller, 46

Business development, Catamount Constructors Inc., Denver

WHAT HE DOES: Develops new business by opening doors and creating a comfort level and affinity for Catamount Constructors. Project types include apartments, retail development, senior living and restaurants.

SALES PRODUCTION: Steller’s efforts translated to roughly $70 million of Catamount’s volume in 2012, and roughly $80 million in contracted or committed future work.

BACKGROUND: In addition to his bachelor’s degree in construction management, Steller has a master’s degree in counseling. He spent most of his career on the operations side – preconstruction and project management – allowing him to engage in in-depth conversations with prospective clients.

SALES ADVICE: "Seek the prospective client’s candid unpacking of their vision, their perceived challenges, their concerns," Steller advises. "This leads to a larger sense of what is needed and facilitates a sense of how what they’re looking for intersects with your capacity to assist."

ON CLOSING: "After discovering as much as possible, including listening extensively to the prospective client if given an opportunity, focus your proposal (preparation, development of materials, selection of a team) on what is uniquely needed. Prepare to a point that the interview could transition in terms of content to the next step."

SALES PHILOSOPHY: "The best precursor to a potential business opportunity is a relationship facilitated naturally, without the 'pinch' of an agenda," Steller says. "This isn’t always possible, but it enables a conversational dynamic – which, when an opportunity does present, enables a more authentic discussion."

HANDLING A ‘NO’: "If interest is not reciprocated, keep the tone noble at your end. Don’t allow a single conversation to define the potential future course of the relationship."

Edit Module
the staff of ColoradoBiz

Get more content like this: Subscribe to the magazine | Sign up for our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

Passion Project, Taco Passport, Supports Local Businesses and Raises Funds

The brainchild of Kevin Johns and Ben Raznick, $15 from each of the $20 booklets will go directly to the Food Bank of the Rockies, Lázaro Project and the Rocky Mountain Immigrant Advocacy Network.

How to Plan an Event Like an Expert

The Event Services team at the Denver Center for the Performing Arts gathered the best advice they've learned from hosting hundreds of events throughout the last 20 years, down to the finest details.

The Best Businesses That Get You From A to B

Best of Colorado transportation services include best auto repair, dealership, private transportation, airline and private jet service.
Edit ModuleShow Tags
Edit ModuleEdit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags
Edit ModuleShow Tags Edit ModuleShow Tags