45 What'syourfavoritepartaboutyourjobandwhy? • Earning a client’s confidence and closing deals. • I love a challenge and overcoming it. • My favorite questions are the ones I get from clients that are really tough. Because I learn and become a better resource for them. I get better each time this happens. • Taking a successful campaign recap to a client. You have to partner with the client along the way and focus on driving campaign results. • My awesome team. They help me get the job done. Talents I hear: Problem Solver, Learner, Competi- tion, Positivity, Relationship, and Accelerator Talk to me about 2-3 best practices that drive your success: • Work proactively, providing the client with everything throughout the campaign before they ask for it. • Listen and really hear what they are saying. • It is about them and what they need, not about me. • Remain passionate about what you can pro- vide and believe in it. Talents I hear: Responsibility, Discipline, Rela- tionship, Individualizer, and Activator What drives you or motivates you? • Providing the very best solution to a client to meet their goals. That drives me. It isn’t just about hitting a revenue bucket. Being authen- tic and heartfelt. • Money and achieving my goals. • Ultimately, I want clients to come to me as their go to resource. I don’t want them to go to anyone else. I am their strategy person. If I earn that, then money will follow. Talents I hear: Responsibility, Achiever, Learner, Competition, Individualizer What do you do differently than other salespeo- ple that makes you more successful than them? • I am always present through my customer’s journey. • I listen. • I focus on them (clients) and their results. Talents I hear: Individualizer, Responsibility Brag on yourself a bit. What percentage of overall goals have you beaten annually the last 2-3 years? • Over 100% of all performance goals the last 3 years. • 200% Q1 and Q2 of 2019 of new business de- velopment and 110% of digital with the same time parameters. Talents I hear: Achiever and Competition Share anything else about yourself that would help others understand why it is important to hire the right people for the job: • My work ethic • Being able to adapt and embrace change • Being a team player • Never settle and always go for more Talents I hear: Work Ethic, Achiever, and Positivity Stephanie Downs Partner, VP/Senior Consultant The Center for Sales Strategy