Rather than learning from books, Sinha says that the real sales education comes from from people, environment, situations, hardships and blunders.
Fialkovich and his wife, Jessica Fialkovich, launched Transworld’s Denver office after more than a decade buying, building and selling successful businesses in the wine, spirits and retail industries in Colorado and Florida.
Social media and the internet are changing the landscape for sales professionals, she says. "But I feel that it has impacted me the most in holding our team and myself accountable to deliver the best customer experience we can.”
For Pera, maintaining success in sales is not easy — instead it requires more hard work, drive and preparation to continually grow and excel.
“People who continually connect with their clients on a relational versus project-by-project basis are the ones who experience long-term success. It doesn’t matter if you’re gregarious or reserved," Ermisch says.
Even major brands can undermine their own goals when they get out of perceptual alignment — by saying, showing or doing things that create consumer confusion or mistrust.
She now leads the Federal Civilian Scientific team at Cisco Systems, which is responsible for $250 million in business. The team is made up of 10 sales professionals, nine systems engineers and 20 integrated team members across Cisco.
“Salespeople are a mixture of nature and nurture. I find that some folks naturally have some skill sets and tendencies that get them up and running more quickly than others," he says.
Moore was the sole income driver for LIVE Consulting in his early years with the firm, and he remains a key force managing the sales team.
There’s much more substance behind the creation, implementation and stewardship of a brand in order to make it great.
You’ve probably sat through a few presentations that made you long for the welcome sound of a fire alarm. Why are sales presentations in particular so boring?
I believe that you can sell without being aggressive. You can sell without being pushy or salesy. You can sell without using slimy or sleazy tactics. And you can sell without selling your soul. But it is impossible to sell without selling.