2014 most powerful salespeople: this year's winners open up about developing leads, sealing deals and rebounding from rejection.

• Author: Siebrase, Jamie
• Position: Interview

Sure, these charismatic folks know how to network their tails off and could probably sell the Brooklyn Bridge to a New York native. But being the best in a biz brimming with charmers takes something more: a sense of humor, organization, tenacity--to name a few of the traits that earned our finalists their top spots.

And, according to the Harvard Business Review, while different training and backgrounds are required to sell various products and services, basic sales dynamics transcend all industries. "Many sales executives feel that the type of selling in their industry ... is somehow completely special and unique," write David Mayer and Herbert Greenberg in "What Makes a Good Salesman." But, the authors found, "The dynamics of success remain approximately the same in all cases."

Gino Malara of Northern Electric couldn't agree more. One of our Top 10, he started as an account manager for The Walt Disney Co. before transitioning to oil and gas. "Salespeople are not restricted to just one industry," Malara said. "My skills have made me successful in the oil and gas industry."

A top salesperson knows how to listen--and how to ask questions that matter. Add to that enthusiasm, empathy, passion and willingness to roll up your sleeves and put in the time. Superstars aren't content waiting for customers to come to them--they're persistent. From weathering budget cuts to stiff competition and the daunting task of getting to C-level decision makers, the challenges faced are vast and complex. That's why, above all else, these guys and gals know how to stay motivated. At ColoradoBiz, we've recognized outstanding sales talent and the tactics behind successful local businesses for years. This time, we've asked the standouts themselves to explain what it takes to make it to the top.

2014 MOST POWERFUL SALESPEOPLE

Curtis Schlacter

CFM Co.

Grand Junction

cfmcompany.com

SELLING POINT: Expanded CFM's HVAC presence into the Western Slope, growing the business from the metro area to Utah's border.

What's your most unforgettable sale?

"A remodel at Grand Junction High School in 2009. It involved working side-by-side with Blaine Buck at Bighorn Engineering and Dennis Wynn at Four Wynns Mechanical to ensure we provided the necessary airflow requirements, unobstructed views from the grandstands, and clearances to avoid interfering with basketball and volleyball games in the gymnasium. This job not only broke the ice as the first DuctSox fabric air dispersion system on the Western Slope, it also fostered long-lasting relationships that continue to this day."

How do you stay motivated when doors close?

"Two things: music and family. I blast the music, preferably early '80s, when I'm trying to get motivated. I've...