What traits set top sales performers apart?

Blake Erickson

Founder · Scaling.com

Urgency

Blake Erickson says world-class performers work with insane urgency, are self-managing, and are results-driven rather than activity-driven—traits he says distinguish the good from the great.

The answer starts at 23:21.

Max Freeman

SVP of Sales · Ramp

Obsession

Max Freeman points to obsession as the differentiator, saying that if you're not obsessed you'll be average, and advises being a problem solver rather than a problem finder.

Kevin Wilson

CRO · Skimmer

Persistency, heart and desire

Kevin Wilson says persistency, heart and desire are the core attributes he weights highest when hiring AES, because they're hard to coach, and tests them by asking about the most difficult thing a candidate has done.

The answer starts at 25:57.

Liam H. Mulcahy

GTM Leadership · Parallel Web Systems

Deep business understanding

Liam H. Mulcahy says it's deep business understanding: being able to dissect businesses and quickly form opinions about how they work as machines, which lets you attach to CEOs and CIOs.

The answer starts at 46:35.

Marcus Holm

Chief Revenue Officer · Exa

Smart, driven, curious, resilient

Marcus Holm points to being smart, driven, curious and resilient, saying these traits let top performers pick things up relatively quickly.

The answer starts at 43:56.

Larry Peters

Chief Revenue Officer · World Of Dance

Customer‑centric focus

Larry Peters says top sales performers differentiate themselves through customer-centric focus, arguing that good salespeople always remain focused on the customer, not themselves.

Nick Bogaty

Chief Revenue Officer · Vercel

Intellectual and technical curiosity

Nick Bogaty says intellectual and technical curiosity is the biggest thing, and argues salespeople should spend time building websites and agents because those who don't are at a disadvantage in the market.

Amy Reczek

Founder · Sales And Presence, Inc.

Curiosity

Amy Reczek says having a curiosity state is number one, with awareness as the second thing.

Lindsey Scrase

Chief Operating Officer · Checkr, Inc.

Strategic thinking

Lindsey Scrase says diligent strategic thinking and planning set top sellers apart: they think through all the moves, structure them, and rally resources because selling is a team sport.