How Do the Best B2B Sales Professionals Stay Motivated?

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By James Rothaar

Even the best of the sales professionals need to focus on staying motivated. There are a lot of ups and downs in the selling; it is a daily grind, and the road to success is riddled with bumps, potholes, and off-road adventures. That is probably why it takes an extraordinary individual to do it well. So, how do they do it?

While we had hoped to find some magic in a bottle by revealing some of the responses from these superstar-selling machines from our Interviews with Top Sales Professionals series, as it turned out, there were a lot of down-to-earth responses from these driven and determined B2B sales pros.

How do you stay motivated to keep selling?

Kurt Gairing, Account Executive, Fontis Solutions

“Debt does it for me. My ego is large and I love being “the man, ” the one that provides for my family. It gives me immense satisfaction knowing that my boys see me as their role model and their dictator all in one. Have you ever had your son call you a successful person? Maybe my boys are already masterful salesmen. Sales guys really are the easiest marks out there. Push all the right buttons; boom, there it is!”

David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation  

“I have a wife, a grandchild, and a mortgage; I like to eat; it was pretty motivating, wouldn’t you agree? Oh, yes … there is the challenge of the sale, which is very motivating. It was my skydiving, mountain climbing, white-water rafting, and race car driving all rolled into one big adrenaline rush. I don’t do any of those things, but I know when I make a sale, the excitement level is the same.

“Any true salesperson knows that two things happen after a sale; we wait until we get outside and retreat to an area where our recently sold prospect can’t see us. We jump in the air … click our heels together and land with a resounding YES! Then, we get compensated for the sale… the money! Any TRUE salesperson knows that this is what happens. Perhaps some of us can’t jump and click our heels, but we all celebrate the sale in our own way. And that is the order in which the “after sale” takes place. The sale is ALWAYS more important than the money that we make at that particular moment. ALWAYS!”

Tom Elmer, VP of Sales and Marketing, Pixcara Studios

“I am self-motivated and sets goals. I don’t feel that anyone else can motivate others, because that comes from within.”

Scot Smith, Co-Founder of

“I stay motivated by reminding myself why I do what I do. There are too may entrepreneurs out there that need our help. If I gave up, I would be letting the, down too. Behind every great man is a greater woman; I owe a lot to my beautiful and amazingly supportive wife, Mallory. I probably would have given up a long time ago if it weren’t for her support and encouragement.”

Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

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