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Colorado's Most Powerful Salespeople: Shelby Cooper



Shelby Cooper, 36

Director of wholesale sales and account management, InterCall, Denver

WHAT HE DOES: Runs the largest and most established wholesale team in the conferencing industry. He ensures that product, billing, marketing, operations and other internal organizations are all aligned to provide channel partners with the resources and sales support necessary to grow their businesses.

SALES PRODUCTION: Revenue growth of 34 percent last year over 2011 managing a team of 20 with no employee turnover last year and only one in the last 24 months.

PRAISE: "Shelby is well-known in the telecom community and can walk onto the floor of any telecom tradeshow around the world and know the majority of companies and people at the show," says InterCall colleague Keith Johnson. "Prior to coming to InterCall, Shelby was responsible for growing the wholesale channel for one of our competitors from scratch, so his success at InterCall should come as no surprise."

SALES ADVICE: "Recognize and qualify your prospects’ potential and key requirements as early in the sales process as possible," Cooper says. "This will help you focus on the most important needs of the prospect, rally key resources quickly, and identify your strengths to drive home with the customer."

SALES PHILOSOPHY: "I have long believed in being honest and putting your customers’ needs and goals ahead of what you can ‘sell them.’ This will build trust and what I like to call ‘sales equity.’ As this equity builds over the term of a relationship, the customer will be confident you have its interests as a priority—which leads to new business, solid references and defines your reputation. Once you reach that place with your customers, you are on your way to a successful career in sales."

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