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Lead Generation Isn't Everything: You Need a Sales Rock Star!

by Stephen Guidetti  |  
January 25, 2013

Various forms of marketing can generate leads for you. But, leads are not the only ingredient of the secret sauce you need: You need someone to convert those leads into sales. You need a sales rock star!

So, what traits and qualities should your rock star have?

You could probably list the qualities you want in your sales rock star—that rainmaker who keeps the lights on and the revenue flowing—in any order you choose, since they are, in general, equally important. But I choose to start with a trait I call "drive."


You want your salesperson to be driven to succeed. Without drive there is no will to conquer, no desire to overcome, and no wish to make that next sale. Drive is the passion, the fire inside to make that sale. It's as essential as any of the other traits, but perhaps it's also the one quality that kick-starts all the others.


No one can deny that confidence is a trait of every rock star salesperson. Without confidence, your salespersons are going to have a hard time facing rejection day in and day out. (They also need to have confidence in the company, its products, and its leadership, but that's more about you than it is about them.)

A salesperson with confidence will sell more, make more contacts, and project that confidence to your clients in every meeting. Potential clients can smell the lack of confidence a mile a way, and they will steer clear. Conversely, they will be drawn to it if it exists.

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Stephen Guidetti is president of RealQuickLeads.Com LLC. Stephen owned two successful information technology companies before starting his latest venture.

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  • by Suzanne Levison Fri Jan 25, 2013 via web

    It's refreshing to read about sales folks. But, "rock star" is sooo over used. Write more about sales, please

    ~I'll talk with an accomplished sales professional, any day of the week or hour of the day with experience and proven track record for my clients

  • by Susan Fri Jan 25, 2013 via web

    Spot on! Have shared this with others as well!

  • by Michael O'Daniel Sun Jan 27, 2013 via web

    I don't disagree with any of the attributes listed here, but you missed the most important: Great listening skills.

    Not to worry, most other "experts" miss it as well.

  • by Erich Sun Jan 27, 2013 via web

    Quotes by Mary Kay Ash:

    “Listening is an art.”

    “All through school we’re taught to read, write and speak – we’ve never taught to listen.”

    “Some of the most successful people managers are also the best listeners.”

    “While listening may be the most undervalued of all the communication skills, good people managers are likely to listen more than they speak. Perhaps that’s why God gave us two ears and only one mouth.”

    There is an entire chapter called, “The Art of Listening,” by Mary Kay Ash, in the book, “The Book of Business Wisdom,” by Peter Krass

  • by Amber King Mon Feb 4, 2013 via web

    Agree. It is not enough that you have a lead generation campaign in place. You need someone who can close those leads for you. Someone with drive, passion and attitude that can turn those prospects into clients.

  • by Toby Marshall Tue Feb 5, 2013 via web

    What a funny yet good article, Stephen. Great points about what makes a sales "rock star".

    Lead generation is definitely helped by great sales staff - even in B2B marketing sales!!!

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