Colorado's 25 Most Powerful Salespeople: top sellers surmount tough times with passion for work, belief in products.

• Author: Taylor, Mike

Back in January 2009 with the economy sputtering and consumers cutting back on spending, we thought it was an apt time to recognize people still able to close deals and keep their companies profitable, or at least afloat. [paragraph] Now into the third rendition of our annual 25 Most Powerful Salespeople issue, the economy hasn't improved much, and in fact the employment picture has worsened, but you don't get that sense from the salespeople profiled here.

[paragraph] This year's 25 were selected based on nominations sought through our weekday online newsletter at www.cobizmag.com and other write-in nominees. While sales production played a big part in the selection, our editorial staff also considered unique challenges surmounted, creativity in deal-closing and in some cases simply the unique stories behind the salespeople. [paragraph] Industry variety also played a part: Hence, on the following pages you'll find sellers of auto parts, cameras, retirement plans, IT and accounting services, an entertainment-booking agent, and more. What they have in common is a passion for their work and a belief in their product.

TOM BRIGGS, 36

REGIONAL VICE PRESIDENT, TRANSAMERICA RETIREMENT SERVICES, DENVER

What he does: Works with small and medium-sized businesses in the sale and design of employee retirement plans, primarily 401(k) plans.

Sales production: More than $185 million in sales over the last five years of 401(k) plans to more than 250 Colorado businesses. Territory covers Colorado, Wyoming and New Mexico.

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Sales tip: Use local business publications. "Print media has actually helped me become more successful. If you ask my wife, she would think my coffee table's a disgusting mess. These resources give me great insight into what's going on in the business community and put me in touch with business owners."

Capitalizing on technology: "Whether it be Linkedln or Facebook ... when you go in to meet with a business for the first time, it helps to know who you may be connected to there (on Linkedln) to help you get that business or help someone else open a door using a contact you have." Briggs also uses Google news alerts to keep abreast of news on prospective companies. "It makes me more prepared when I go in to meet with a board of directors. It shows you've done more homework than your competitors."

Why he schedules more than 35 meetings per week: "The more people you touch, the more people who know what you do, the more likely you are to increase sales. A big part of my success is a very, very busy calendar."

JACOB ESTARES, 37

SENIOR ACCOUNT MANAGER, NEUDESIC, DENVER OFFICE

What he does: Technical consulting and sales for Neudesic, a managed system integrator for Microsoft. His clients are top-tier companies such as Ball Corp. and Newmont Mining.

Sales production: Estares has driven sales from less than $700,000 in 2007 to approximately $4.5 million by the close of 2010.

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Sales philosophy: "Just because I have a couple of marquee accounts that are going to ensure I at least hit my number, I never let off the gas. I always continue hunting and finding new accounts. So I guess I'm a bit of a pessimist as far as believing I'll be able to keep an account forever or that it'll put food on the table forever or keep consulting with me forever."

Attention to detail: "When we do a project for a customer, it's usually a pretty high-dollar amount and a lot of risk for the individual buying our service because they're on the hook for the success of that project. So I never lose sight of what the goal is on the project, understanding what the business objectives are and why they exist ... understanding what will make the individual who hired us be successful, look good within his organization."

Bottom line: "Earning and building a genuine trust relationship with clients is paramount for any type of professional sale."

TERRI FISHER, 54

FOUNDER AND PRESIDENT, 5 STAR TALENT & ENTERTAINMENT INC., WESTMINSTER

What she does: Fisher books the entertainment for about 300 private, corporate and public events per year. She inked more than 370 contracts through the first three quarters of last year, including a contract to provide entertainment over four days in October for a national gathering of 10,000 members of the American Academy of Family Physicians in Denver.

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Background: Before launching 5 Star Talent & Entertainment 10 years ago, Fisher along with her father and brother operated Denver-based World Entertainment Services, developing original bands and other musical artists.

Deal-closing advice: "It isn't always about doing it one time, asking for the job and maybe not getting it. It's going back every year until you do get it. For example, Denver Country Club shut me down for four years before I got their business."

Surviving the recession: "I provide a service. I don't have a tangible product. I think sometimes selling a service is a little more challenging in a recession. My thoughts and beliefs are that if you are not passionate and enthusiastic about what you do, whether you're the real estate person selling a house or you're the hairdresser styling hair or the dentist cleaning teeth, no one's going to call you."

SHANE FUGAZY, 36

BUSINESS ACCOUNT EXECUTIVE, COMCAST BUSINESS SERVICES, DENVER

What he does: Sells voice, Internet and telecommunications services to customers ranging from micro-businesses to medium-sized businesses with 50 to 60 employees.

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Sales production: In less than a year, Fugazy increased his predecessor's monthly recurring revenue production by 275 percent, bringing in about $10,000 in new revenue-generating contracts per month on average for the small-medium arm of Comcast Business Services. The average, or benchmark, is about $2,500 per month.

Sales philosophy: "Successful salespeople don't measure themselves on the small level, like, 'What is your quota?' You measure yourself against the best in the business. Don't allow yourself to set low standards for yourself. One hundred percent (of your quota) is nothing--that's where you're supposed to be - or you're fired. That's not achieving, that's what you're hired to do."

Sales tip: "One thing I think is critical in selling is telling the story. Make it relate to them. Put them in a real-life situation. 'Anti-lock breaks' is a great example. What does that mean? That means if you're coming down Floyd Hill, you won't skid. That's what we've had to do in the recession, a time no one wants to make a change. Take the products we're offering and relate it to them in realistic, homegrown, chicken-and-dump-lings terms: How on a day-to-day basis this (purchase) was a smart risk they are going to take."

WILL GREER, 39

VICE PRESIDENT OF SALES, SAP AMERICAS INC., GREENWOOD VILLAGE

Greer is a top-performing sales manager for SAP, the largest provider of business software in the country. Products range from payroll and manufacturing software to analytics and decision-support software for large companies and governments.

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Sales production: Greer's sales of software licenses (plus 22 percent for annual renewals) totaled $3.8 million in 2008, $11.5 million in 2009 and a projected $10.2 million last year.

Sales philosophy: "Don't be a sales guy, be an ideas guy. If you have good ideas, sales will follow. Understand who your customers are. I want a customer to feel like I'm an expert in that business. Rather than a sales guy walking in the door, I want them to look at us as a group of people who have good ideas for them."

Adjusting to the recession: "To be successful in this environment, everything we do has to have a business case behind it. I feel more like a consultant in a sales role than I do like a sales guy now. We've got to create a clear understanding of how the customer...