How to build a sustainable sales career by prioritizing quality prospecting, strategic partnerships, and giving value—without burning out on empty activity.
đź”— Download exclusive sales resources at: buildingyoursalesengine.com/giveaway
Most salespeople start their careers chasing numbers—60, 70, 80 dials a day—hoping volume will lead to wins. Rich Simons did exactly that. But 17 years later, he's built a thriving sales career by flipping the script: quality over quantity, relationships over transactions, and giving over taking.
In this conversation with Mark McGraw, Rich shares his journey from cold-calling burnout to sales leadership. He walks through his morning routine (prayer, physical, then professional), why he plans each day the night before, and how speaking at industry events became his #1 prospecting channel. Rich also explains why LinkedIn has become "noisy," how to network with authenticity, and why he's intentional about slowing down the sales process to truly understand his clients' businesses.
If you're tired of grinding through empty activity or want to build a sales career rooted in relationships and real value, this episode delivers a proven blueprint.
About Rich Simons
Rich Simons leads sales at Edge Business Systems in Georgia. With 17+ years in B2B sales, he's known for building deep client relationships, strategic partnerships, and mentoring emerging sales talent.
đź”— Connect with Rich on LinkedIn: https://www.linkedin.com/in/richsimons/
Host: Mark McGraw — Building Your Sales Engine
In This Episode:
Why "quality per day" beats "volume per day" for sustainable success
Rich's morning routine: prayer, physical, professional
Planning your day the night before (and why it matters)
How to define a "win" and track small victories
The hunter vs. farmer mistake and staying in your role long enough to succeed
Speaking in front of groups: the underutilized prospecting channel
Why LinkedIn is "noisy" and how to network with authenticity
Listening for symptoms (not explicit requests) to connect people
The philosophy of giving to your network without keeping score
Mentoring the next generation and why most people want to help
Links
Sandler: https://www.Sandler.com
Podcast Webpage page: https://www.BuildingYourSalesEngine.com/
Show links: https://linktr.ee/buildingyoursalesengine
Rich on LinkedIn: https://www.linkedin.com/in/richsimons/
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