Mark McGraw sits down with Tim Geisert to break down how to be a great salesperson in today’s ultra-competitive market.
To find our handout for this episode, click here.
Tim shares practical strategies for building trust, navigating complex deals, and identifying top performers—not just by talent, but by the competencies they bring to the table. Learn how to avoid the “happy ears” trap, why checklists are a salesperson’s best friend, and what really separates modern sales winners from the rest.
- Tim shares how a near-accident during a crosswind, caused by an old knee injury, forced him to retire from flying.
- Mark believes that if sales carried the same penalties as flying an airplane without a checklist, we'd all be more disciplined about following our processes.
- Tim highlights that just like pilots rely on checklists to survive, salespeople need structure to avoid fatal missteps, because forgetting one small detail can cost you everything.
- Tim warns that “happy ears” have killed more deals than any objection—assuming rapport or shared background equals a win can be a fatal assumption in sales.
- Tim explains that the profile of top B2B salespeople has evolved—from valuing courage and competitiveness to prioritizing learning agility, networking ability, and individualized connection.
- Success in sales used to be 70% talent, but today, it’s competencies and the learned skills that predict performance more reliably.
- Mark and Tim explain that every minute with a customer matters; wasting just six minutes in a 60-minute demo means losing 10% of your chance to influence the sale.
- Tim notes that you don’t need a big personality to win in sales—you need the ability to connect what the buyer wants to what the solution actually delivers.
- Mark reminds us that gatekeepers matter. You can’t ignore or underestimate anyone in the sales process because influence is no longer limited to just one decision maker.
- Why managers should look beyond the résumé. When hiring, ask questions to understand what life has taught a person and how that shapes the value they bring to the team.
- Mark recommends asking, “What did you do to make money when you were young?” That question reveals early drive, which often translates into sales hunger and sales success.
- Tim emphasizes that understanding a new hire’s competencies and natural talents from day 1 can fast-track their productivity and impact.
- Mark believes storytelling is a powerful indicator of exceptional sales talent. Top candidates don’t just tell stories, they use stories to drive home relevant points.
- Mark and Tim stress the importance of uncovering motivation early, because knowing what drives a salesperson is essential to leading, coaching, and retaining them effectively.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
Sandler.com
BuildingYourSalesEngine.com/sandler
Tim Geisert on LinkedIn
BuildingYourSalesEngine.com/23
Building Your Sales Engine on Linktree
