The Reason I Believe the Best Salespeople are Entrepreneurs

It’s All About Building Relationships

If you don’t already know this about me, I love sales and I always have. Perhaps it’s the entrepreneur in me, wanting to forge my own path. I’ve been in sales since my early days at IBM. I learned then and still believe that salespeople are really entrepreneurs of their own accounts. They have the ability to create something of their own, with the smartest ones knowing to build a team around them.By owning my own accounts and working with a team to service them, I found what captivated me then about sales. And it turns out it’s still what makes sales fun for me now:  building relationships. That, and that I get to work with people to find solutions to problems that matter to their businesses. Excitement about a new business challenge ignites the salesman and entrepreneur in me. It’s all about the people and working together to do something great.

That’s one of the reasons I attend sales conferences – because I get the chance to learn more about something I truly enjoy. To hear new approaches for solving standard problems or to identify new ways that our sales teams can work together (since sales is, ultimately, a team sport). To succeed in sales, you have to stay educated. That’s true. But to foster those relationships you’ve invested in and truly bring value to the table – you have to combine that education with true interest and curiosity.

“The best salespeople have the ability to create something of their own, with the smartest ones knowing to build a team around them.” – @HookerJimh

This event is all about taking the old ways of doing things and infusing them with new ideas so you can better serve your clients. I’m actually participating in a Fireside Chat with the host of the Sales 3.0 Conference, Gerhard Gschwandtner, that’s called “Relationship Status: It’s Complicated…” and we’re going to have a great time discussing a number of topics including:

♦ Embracing unique business models and ensuring honesty and transparency, even in the most ironic of circumstances;
♦ Why building and maintaining relationships, rather than just pursuing the sale, is the winning strategy;
♦ The art and science of building relationships and tangible steps for learning and applying both;
♦ What there is to learn from failure and some real-world examples of where I’ve not succeeded, but used the experience to gain insight and win the next time;
♦ A frank discussion about how to balance technology with the human connection that will forever be needed for relationship building;
♦ My philosophy on applying a “no jerks allowed” mindset to the sales floor;
Jim Hooker

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