Annie spoke to Scott Kutos, Head of Business Development at Business Wire.
Scott started his career in manufacturing and “converted” himself into a salesperson a few years later. Besides working for massive international companies, Scott also had his own company, giving him plenty of experience in developing salespeople and the entire revenue function.
He loves the fulfilment that business development brings to any organisation and counts himself very lucky to be in the position where he can coach sales folks.
Scott discusses important metrics and what makes a great salesperson, how to turn a B rep into an A rep and the importance of effective mentoring for internal growth. He placed major importance on reps having vision, creating customers for life and how that highlights true talent in sales.
Scott focuses both on data and the human, emotional side to business development, and it was great to hear his top advice for those starting out in sales, as well as those who are in business development and how to make that role enjoyable, successful, and positive. A very thoughtful and human piece!