25 Colorado's Most Powerful Salespeople: top producers turn prospects into customers by identifying needs--and fulfilling them.

• Author: Taylor, Mike
• Position: TOP 25 MOST POWERFUL SALESPEOPLE

Their importance can't be overstated, yet outside their profession they can be overlooked. Simply put, the people profiled on the following pages are responsible for delivering their companies' products and services from warehouse shelves and computer files into the bands customers. They are the driving force in their companies' quest for growth and sustainability. and its no stretch to say that collectively the play a critical role in the health of the economy.

This is our fifth year ol' recognizing Colorado's Most Powerful Salespeople. We initiated it back in 2009. in the midst of the Great Recession. as we discussed what a recovery would email and who would be at the forefront of leading us out of the doldrums. Clearly, we concluded, salespeople would be among. those leaders. And they have been.

These 25 honorees were selected by ColoradoBiz magazine's editorial board from more than 100 nominations submitted in dine at www.cobizmag.com. Sales productivity was one factor, obviously. But we also took into account qualities such as tenacity. obstacles surmounted, empathy Inc the consumer, product knowledge, and demonstrated passion for the product or service.

We hope you will find some inspiration and ii you're in sales--some useful advice, in the profiles that follow.

ANDREA POST, 50

SENIOR SPORTS ACCOUNT EXECUTIVE, 850 KOA, DENVER

WHAT SHE DOES: Rost designs creative marketing campaigns that air during KOA's Colorado Rockies and Denver Broncos radio broadcasts, including promotional and cause marketing tie-ins related to sports and other integrated marketing campaigns.

SALES PRODUCTION: Rost has consistently been among KOA's top revenue-generating account executives the past six years despite challenges with clients' decreased budgets.

MAKING IT HAPPEN: "While staff, budgets, creativity and resources can be in short supply when it comes to a creative marketing campaign, this has never stopped Andrea," says Clear Channel's Kate Landeis, who nominated Rost for the Most Powerhil Salespeople distinction. "She is the first person to figure out how to make something work when logistically it seems impossible."

SALES TIP: "Never forget that it is easier to keep ail old client than find a new one." Rost says. "Always treat your client the way you would want to be treated, and treat their business as if it is your own. Put a deal together that you would want to by, one that meets their needs, and then don't be afraid to ask for the buy."

HANDING A NO: "I think there are always clients who want to buy my product," Rost says. "KOA is a very effective medium for advertisers and is very easy to sell, truthfully. If I get a 'no,' I ask why and try to uncover the real reason they said no. Maybe I haven't relayed something well enough or ans vi Ted their concerns effectively. However, if I get a firm no, I don't spend a lot of time trying to change their mind. I find that it makes more sense to spend my time with interested buyers. There are a lot of people out there who need what I am selling."

BASHIR BATAILLE, 42

INTERNATIONAL SALES MANAGER, GEOTECH ENVIRONMENTAL EQUIPMENT INC., DENVER

WHAT HE ODES: Develops international business for Gentech, a manufacturer of environmental equipment with two international offices and distribution in 72 countries. Bataille has specific business-development expertise in groundwater and soil applications with oil, mining, landfills and environmental consulting firms.

SALES PRODUCTION: In 2011, Bataille's team increased international sales by 40 percent and was on track for a 39 percent increase in 2012. Fluent in Spanish as well as English, Bataille singlehancledly covers all of South America for Geotech, including Brazil, the laslest-growing economy in the world.

GOING THE EXTRA MILE: Even while traveling internationally. Botanic manages all his own orders including export requirements. A major oil and gas customer in Colombia once called believing it had received incorrect equipment, so despite dangers of guerillas and the remote location two mountains. Bataille flew to the location to troubleshoot and properly deploy the equipment.

SALES TIP: "Just having the desire to sell is not enough," Bataille says. "We must know (Mr products. understand the markets, laws and regulations, know our customer needs. have discipline and a touch of spontaneity mixed with creativity."

SALES PHILOSOPHY: "Respect ourselves, our family. our country, our job and our customers. Keep our moral values always present and be disciplined."

HANDLING A NO: "Many Limes a 'no'is inevitable, but keep in mind that a 'no' now should later become a 'yes,'" Bataille says. "Many times a 'no' represents the necessity of understanding our customer's real needs."

BOB BELKOWSKI, 33

SENIOR ACCOUNT MANAGER, J-W POWER CO., DENVER

WHAT HE ODES: Sells J-W Power Co.'s natural-gas compression equipment arid services direct tt.) Deriver-based clients with Operations throughout the entire Rocky Mot 'main region. lie also is responsible for managing logistics of equipment as well as designing compression equipment. In addition, he provides regulatory guidance for customers.

SALES PRODUCTION: Quarterly revenues for Belkowski's area of responsibility have increased 59 percent in the past IR months. His "active unit count" (denoting units of leased packages in operation) for his area of responsibility has increased 257 percent over the past three years.

LEADERSHIP: Belkowski is the youngest-ever president of the Rocky Mountain Gas Processors Association, earning the position for 2013. He earned an MBA from the University of Colorado Denver in 2010 while working full-time.

SALES ADVICE: "Have an 'objective with every client interaction, conversation or meeting. Some objectives are as simple as getting to know someone, while others are more challenging like identifying a decision maker or overcoming rejection. Each objective is a step forward in the selling process toward ultimately closing the deal. I highly recommend using a sales reference book to overcome obstacles in the selling process: my personal favorite is 'The Little Red Book of Selling: 12.5 Principles of Sales Greatness,' by Jeffery Gitomer."

SALES PHILOSOPHY: "Focus on creating long-term customer relationships as well as providing technical substance for clients. The oil and gas industry is very technical with highly educated people. Therefore I work extremely hard to provide my clients with information they do not already possess."

CHRISTIAN BIENVENU, 39

SENIOR VICE PRESIDENT, UMB COMMERCIAL BANKING, DENVER

WHAT HE DOES: Bienvenu is responsible for cultivating prospective commercial client relationships and managing existing client relationships. He also actively participates in the innovation of products and enhancement of service strategies.

SALES PRODUCTION: During 2011 and 2012. Bienvenu generated a hall billion dollars in loan commitments and added a record number of new client relationships. "We've posted 10 consecutive quarters of loan growth, and Christian is the lop producing commercial sales person for our $14 billion financial-services company," says UMB's Jon Robinson, who nominated Bienvenu for this award.

Sales philosophy: "I spend a lot of time with my clients and prospects in order to understand them on a deeper level than just business," Bienvenu says. "I build strong relationships that go beyond the average banker/client rapport; we become collaborative business partners. As these relationships strengthen, my clients often refer me to prospective customers, and my network exponentially grows."

HANDLING A NO: "I look at every 'no' as a 'no, for now.'" Bienvenu says. "I don't get discouraged by hearing a 'no' from a prospect because I understand that I will have another chance to work with them."

GOING THE EXTRA MILE: "Being available to his customers and prospects all day, every day, is what sets Christian apart from the competition," Robinson says. "At the height of the financial crisis, he worked seven days a week for months, often logging 18 hours day. I believe that during this time when everything in the financial industry was in an extremely tumultuous state and businesses were facing massive uncertainty, he NNW there for his customers and prospects."

DAVID BANGS, 47

SENIOR VICE PRESIDENT OF WORLDWIDE SALES, NEXGEN STORAGE, LOUISVILLE

WHAT HE DOES: Oversees all sales functions. for NexGen Storage. That includes. recruiting, retaining and motivating top salespeople for his organization.

BACKGROUND: Bangs previously built and led the sales team for LeftHand Nt't yorks, a Boulder-based storage software company that grew from $111 million in annual sales to more than S100 million in less than four years before it was acquired by HP in 2008. He earned a bachelor darts degree in business (with honors) from South Bank University in London.

PRAISE FROM THE FIELD: "As a venture capitalist over the last 15 years, I have worked vit Ii hundreds of Nips of sales, and David is one of the best and brightest I've ever worked with," says Kirk Holland, who nominated Bangs ft tr this award. "He's excellent at evangelizing and getting new and disruptive products launched to create new markets.

He's also a very clear communicator who tells the team, the board and the investors what reality is. He does not SELL his board members; he's a straight shooter who gives the good with the bad."

Sales advice: "Stay close to prospects and customers alike," Bangs says. "Never be afraid to deliver had news when you have to, tir ask for the order when von need to. Many of our strongest and longest customer relationships and largest revenue wins have come from accounts where we were totally honest, transparent and...