Tom spoke with Thorsten Deutrich, VP Sales and Regional Manager DACH at GlobalDots. He shares some amazing insights from his wealth of selling experience.
Thorsten has been a salesman his whole life and believes you need to find your own way to engage with people. To be successful, you need to be hungry and you need to want to win. If you’re losing, you want to win double next time. You need to be persistent and if you’re selling complicated solutions, you need even more persistence. He explains that this drive can be awakened within reps, as they become more successful.
He thinks teams should share success, as it is not only an individual achievement. Thorsten stresses the problem with closing culture is that there is not enough training. There can be huge variability in the sales cycle and personal relationships are critical. You shouldn't burn bridges, as he believes the customer is never lost, only postponed.