Most Powerful Salespeople 2019: Live Consulting's Kyle Moore
For Moore, sales is much simpler than 'always be closing,' it's all about listening.
ColoradoBiz introduced the “Most Powerful Salespeople” feature 10 years ago in the midst of the Great Recession. It was an acknowledgment in those bleak times that the path out of the doldrums, while dependent on factors seemingly beyond the reach of any individual, ultimately would be led by the people who drive nearly all businesses: salespeople.
Times are good now, but the role of the sales professional — often well-paid, but just as often overlooked outside their industry or company — is no less vital. So we’re back with our “Most Powerful Salespeople” for a third time. The 2019 sales standouts were selected by our editorial board from nominations submitted over several months on Coloradobiz.com, based on sales performance, persistence demonstrated in achieving or surpassing sales goals, and factors such as challenges surmounted or indications of exceptional effort to get deals done.
Along with their accomplishments, the insights these salespeople share about their work reflect the noble and often difficult calling they’ve undertaken to bring people, businesses, products and services together.
Kyle Moore, 30
Sales Manager, LIVE Consulting
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, as the Denver-based IT services provider has grown from 10 employees to 40 since its founding in 2004. His sales efforts have helped LIVE Consulting grow 20 percent year-over-year for six straight years. That includes 2018, when Moore generated $720,000 in annualized revenue, which Managing Partner Nick Nyberg says, “is far and away beyond best in class. Most companies set their entire staff’s goals at this number and rarely achieve it.”
The lengths to which Moore has gone to cultivate client relationships include sending out free drones to prospective customers – but keeping the remotes until they agree to meet with him; and learning and teaching cyber security to customers to gain additional referrals.
“I love connecting with business leaders from all across Colorado, in every imaginable service and product line,” Moore says. “It is really cool to drive around the Front Range, or up into the mountains, and have insight into businesses and the people behind them. It makes me feel really connected to our Colorado community.”
The internet and general access to information that prospective clients now have has required salespeople to become more than simply information gate-keepers, and standouts like Moore have responded by upping their game.
“There is a tremendous wealth of information available to customers,” Moore says. “That has created a shift from informative sales toward consultative sales. While customers are absolutely more informed, there is still a gap that most websites, blogs or posts can’t get to easily, and that is the personalization of how and why that information matters to them. What that really means if you are in sales, is that you need to listen more than you talk.”
Favorite sales book:
“Every Good Endeavor,” by Tim Keller. “Sales is such a performance-based role, and that takes its toll. Tim’s book really challenged me to find a core purpose in whatever work or role I am in. That purpose has helped me find value in my work beyond what my latest sales numbers reflect (good or bad).”
Biggest misconception about sales:
“ALWAYS BE CLOSING!” I think that couldn’t be further from the truth. The right approach is much simpler: Always be listening. Sales is hard work, and you have to provide a lot of input for a little bit of output. But I honestly believe that working on your closing is worthless. Work on asking great questions that draw out honest answers. Work on listening to those answers and understanding the needs behind them. If you can master those two things, closing will happen, not because you are selling your service, but because your customers are buying it.”