CSIA members featured in ColoradoBiz - The top 25 most powerful salespeople
Wednesday, January 06, 2010
Posted by: Nikki Mill
CSIA members featured in ColoradoBiz - "The top 25 most powerful salespeople" - By Mike Taylor and Mike Cote
Congratulations to Katrina Roth, Sprint Nextel, and Debora Langer, Magpie Telecom Insiders.
KATRINA ROTH, 28
Account executive, general business team, Sprint Nextel, Denver
What she does: Roth works primarily with small- and medium-sized businesses in the Denver area, selling wireless services and applications.
On track: As of early December, Roth was at 146 percent of her quota for 2009.
Sales tips: "My sales philosophy is just to never give up. When people say ‘no’ you have to keep in touch. The sale is always going to come back around at some point."
Recession challenges: "I think people are definitely focused on price more than even before. But I don’t do things a whole lot differently than I did before – being persistent and making sure you don’t take ‘no’ for an answer."
Making a tough sale: "When I started about a year and a half ago I was trying to get in with a customer of mine for a larger piece of their business. They had a small portion of business with us. It went out for bid last February, and we lost to another provider. But I was able to just keep in touch. When there was a new IT director that came in, I got to meet with the CFO in September, and we won their business."
DEBORA LANGER, 41
Director of sales and marketing, Magpie Telecom Insiders, Westminster
What she does: Langer describes her job as "80 percent sales, 20 percent marketing." Her launch of the company’s new website increased leads 600 percent over the past year.
About the company: Magpie is an outsourced software development firm.
Sales stats: In the fourth quarter of 2009, Langer closed three deals in two weeks for revenues of $1.7 million. That included one deal exceeding $1 million; the company’s second largest ever. Langer projected that her sales for all of 2009 would be $2.3 million to $2.5 million.
Background: Langer has a bachelor’s degree in mass communications, and after earning a master’s in interdisciplinary telecommunications from the University of Colorado, she leaped into a telecom sales role. Before that, she held sales roles in a variety of fields.
Sales tip: "Ask the tough questions early, and fail fast, because you don’t want to spend any cycle (effort) on people who are not serious or who really don’t need your services. We call it ‘getting to second base’ here. So I have written on my white board, ‘Get to second base!‘ because it’s all about qualifying really early to make sure you’re working with people who really do need you."
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