Posted 01.12.2010

The top 25 most powerful salespeople

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DAN BURNS, 43
Co-Founder and vice president of sales, Accuvant
Denver
What he does: “My role is to recruit and bring on the most talented salespeople in the industry. I’m brought in to the sales process when there’s a need to introduce a C-level executive to one of our clients - situations when the client wants to understand more about Accuvant, where we’re headed and our vision.”
Background: In Accuvant’s first year, Burns forced himself to make 75 calls a day and schedule eight meetings per week with end users. A year later, he had landed high-profile clients including JD Edwards, Qwest and Level 3, and was the top sales representative in the company.
Stats: “It’s not about my success,” says the longtime salesman-turned-executive. “It’s about the success of the company.” Since Accuvant’s founding in 2002, Burns has expanded the sales organization from fewer than five people wearing multiple hats to more than 150 full-time, sales-focused employees. Accuvant’s annual revenues have gone from $112 million in 2007 to $142 million in 2008 to a projected $170 million in 2009.
Recession-survival tip: “Now is not the time for cookie-cutter proposals. Proposals must be tailored, polished and without mistakes. Clients are looking to hire folks who can truly add value in helping them execute on their business objectives. Another mindset that works: Always ask yourself, “How do I make my client look like a ‘rock-star’ in the eyes of his peers and bosses?’ If you can do that, you’ll have a client for life.”

ERIC SCHMIDT, 31
National sales rep, Four Winds Interactive, Denver

What he does: Sells interactive kiosks and digital signage solutions nationwide.
Sales stats: In the flailing economy Schmidt managed to increase his sales almost 50 percent in 2009 over the previous year and triple his largest deal size from $60,000 to more than $180,000. His sales last year accounted for 11 percent of the company total.
Background: Schmidt moved from an engineer position to a sales role in April 2009 and emerged as one of the top three sales reps in the company. As an engineer, he played a major role in the sales process and easily made the transition to sales due to his history of taking the lead in the sales cycle.
Sales approach: “Wherever possible I try to show prospects what is important to them through custom demonstrations, and allow them to be very hands-on during the entire presentation and sales process by highlighting topics that I know are relevant and encouraging follow-up questions from prospects.”

GREG BOUSHELLE, 45
Senior vice president, commercial banker, Citywide Banks, Aurora

What he does: Finances small- to medium-sized businesses in the Colorado region.
Sales stats: In a little more than a year with Citywide Banks, Boushelle, a 20-year veteran of the banking industry, has generated about $13 million in new portfolio business, which equates to about $750,000 in revenues.
Perspective: “If you look at all the banking headlines, it sounds like gloom and doom, but I think for banks that are out in the market talking to those middle-market clients that have been around a while ... it’s been one of the best years of my life. The advisory capacity a bank can bring to the table is so important in today’s environment.”
Recession-survival tip: “Even more than usual, it’s really about getting in front of people, not just picking up the phone. Showing up at their business, taking them to lunch, getting out on the golf course ... face-to-face interaction is more important than ever.”
Sales advice: “Bring solutions to the table even if they’re not your own company’s. If a client walks in looking for something, and you can’t give it to them, you’ve got to find a solution so they come back, rather than just say no. I’ve been in banking 20 years, and it’s those guys I was working with four, five six, seven years ago that I found an outside solution for, that are now coming back and driving my business.”

JAMES R. WALLEN, 38
Vice president of sales - Americas, Galleria-RTS

What he does: Sells enterprise software to the world’s largest retailers to help them manage labor costs, increase compliance, reduce inventory, increase sales and merchandise their stores to support customer centricity.
Sales stats: In 12 years of selling software solutions to the retail segment, Wallen has averaged annual sales of $5 million to $10 million. Clients have included Best Buy, JC Penney, Lowes Home Improvement, Ross Stores, Borders Inc. and West Marine.
Advice: “Don’t sell ice cubes to Eskimos. Sell them hot chocolate.”
Aside: A Colorado native who has been married for 14 years and has two young children, Wallen travels extensively to cover a global territory. He is the author of “A Salesperson’s Guide to a Successful Life ... and Career,” a book about career-life balance available at amazon.com.

JONATHAN SMITH, 43
Branch manager, Sprint Nextel

What he does: Manages Sprint Nextel’s business sales for Colorado, New Mexico and El Paso, Texas.
Sales stat: As of mid-December, Smith was on target to exceed his 2009 sales quota by 111 percent.
Unique sale: Smith developed a solution for a llama rancher that allowed the rancher to use Sprint Nextel data technology to identify when female llamas were at their peak body temperature for breeding and send an electronic notice to the rancher so he could introduce the male llama for mating.
What a colleague said: “Jonathan does not merely sell wireless and IP data and voice products to his customers, rather, he sells complete solutions. When he approaches a customer or prospect, he does not quickly present a sales proposal, rather, he first gets to know the business and understand its needs.”
Sales tip: “Companies don’t sell to companies; people sell to people. I believe that. We live that. That’s what makes you successful is the people aspect.”
Sales philosophy: “I always say, ‘You’re either a strategic business partner, a vendor or a commodity.’ If you’re a commodity, you’re selling on price. If you’re a vendor, you’re providing a service. The objective is to be a strategic business partner so that customers are not only talking to you about their product, but products that may not involve you but they want your opinion on it.”

LAURIE ESSERMAN NOWAK, 52
Salesperson for Media Networks Inc., a division of Time Warner Inc.
Denver
What she does: Sells local ad placements in 42 national magazines. She also handles digital sales representing more than 8,000 Internet sites.
Sales stats: In 14 years with Media Networks Inc. Esserman Nowak has consistently billed more than $1.3 million annually with a high of $2.2 million.
Sales approach: “I make things very memorable for people. Relationship sales are so important for me. People get a gazillion phone calls every single day, let’s face it. I try to differentiate myself a little bit. People remember me, I remember them. When I’m selling, I never start with what I have. I think that suggests you’re not really paying attention. I learn about what their needs are and who they are and about their family. I think it just comes really naturally. I don’t really think about it; it just works.”
How she handles a ‘no’: “If I get a ‘no,’ it just means for that time. I go back again. Either I have a new product to show them, an idea, or an article I’ve seen. I’ll say, ‘I thought about you today - check this out.’ I don’t feel bad about calling back.”

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