Something top performers – i.e. reps who hit 150% of quota – do twice as often as their peers? Research. Meaningful, deep research into their prospects to find out about their business, their interests, and what’s driving them, both intrinsically and extrinsically.

What is at the heart of being a successful salesperson? The answer is simple: meeting the needs and wants of the other person at their level. The "how" is the important part. In many cases, salespeople get a bad rap. And the number one reason most people state for not liking salespeople is that they push their agenda without listening to, acknowledging or meeting the needs and wants of the consumer.