In the fast-paced world of B2B sales, achieving consistent excellence requires a unique blend of strategic thinking, unwavering resilience, and the ability to adapt with lightning speed. As the CEO of Quota Crushers Agency, I interviewed thousands of sales executives, and I’m constantly on the lookout for insights from the top performers—the quota crushers, President’s Club champions, and true sales leaders who set the bar high.
Very few stand out as much as Logan Day, who was recently crowned Rookie Account Executive of the Year at Clio, the world’s leading provider of cloud-based legal technology. I interviewed Logan, and in this article, I will share Logan’s key insights and strategies that have propelled him to success and how they can be applied to our own sales career.
The Path to Sales Excellence
Our conversation kicked off with a fundamental concept that often gets overlooked: mindset. Logan, though young but a skilled sales executive, emphasized the importance of cultivating a growth mindset. He explained that rejection is inevitable, but with the right mindset, it’s a learning opportunity. This resonated with me, considering a CSO Insights report revealed only 29% of salespeople effectively use rejection for improvement. Logan’s perspective highlights a crucial gap in sales strategies.
His success, however, goes beyond a growth mindset. He prioritizes effective teams, strong leadership, and a superior product. But the cornerstone of his philosophy is building relationships. Putting clients first and earning their trust transforms sales from transactions into lasting partnerships that drive mutual success. This approach is a powerful reminder that B2B sales success goes beyond individual tactics – it is about a holistic strategy that prioritizes results and relationships.
Building Resilience in a Changing Landscape
B2B sales is a marathon, not a sprint. Recent research indicates sales cycles now often exceed four months, with some deals stretching out to a year or more. This extended timeframe means navigating numerous hurdles and overcoming unexpected roadblocks. A growth mindset, as Logan emphasizes, allows salespeople to approach these challenges with a solution-oriented outlook.
It is also a reminder that focusing solely on price can be a trap. We have all seen it – sales executives facing pressure, discounting heavily to close a deal, only to find the customer prioritizes value and long-term benefits in the end. Logan himself acknowledged this early in his career. He lost a significant deal to a competitor offering a marginally lower price. But instead of getting discouraged, he analyzed the competitor’s approach and identified a gap in his value proposition. He adjusted his sales pitch to focus on his product’s long-term benefits, and this growth mindset fueled his success. This is a crucial lesson for all B2B salespeople: resilience is about bouncing back not just from rejection but also from the temptation to prioritize short-term wins over building value and lasting client relationships.
Adaptability & Business Curiosity: The Key to Staying Ahead
The B2B sales landscape is in perpetual flux, demanding not just resilience but a relentless curiosity. Top performers like Logan understand the skills that secured yesterday’s wins might not translate tomorrow. This resonates with my own observations – curiosity fuels adaptability, customer expectations soar, competition intensifies, and new technologies disrupt the scene. Yet, the truly curious salesperson thrives. They are knowledge devourers, staying ahead of trends and mastering new advancements, constantly refining their approach. This insatiable curiosity is not just about adaptability; it fosters deeper client connections. When a salesperson demonstrates a genuine interest in a client’s business, challenges, and goals, trust flourishes and stronger relationships develop. Clients can sense the difference – a partner, not just a closer. This unlocks long-term partnerships, not one-off transactions.
Take Logan, for example. His curiosity isn’t a mere trait, it’s a superpower. “The minute I stop asking questions and learning,” Logan emphasizes, “is the minute I become obsolete in this field. My clients appreciate my genuine interest in their industry, and it allows me to tailor solutions that truly address their unique needs.” This unwavering curiosity, coupled with his exceptional ability to build trust, is a key reason why Logan has consistently achieved outstanding results.
Beyond Mentorship: A Culture that Breeds Success
Sales success is not just about individual talent; it is heavily influenced by the company culture. Logan, a top performer, highlights the difference between companies that prioritize short-term gains and those that cultivate a supportive environment. Great salespeople are naturally curious and crave growth. However, even the most talented individuals can struggle without proper guidance. This is where a company culture that goes beyond mentorship takes center stage. Imagine a leader like Jenny Dingus, Senior Vice President of Sales at Logan’s company. Her approach prioritizes personal connection with each salesperson, demonstrating a genuine interest in their well-being. This mutual respect fosters a sense of belonging, a crucial ingredient for success. It motivates individuals to excel and empowers them to embrace the valuable advice offered by leaders. This supportive culture — as opposed to individual mentorship programs — is what truly breeds successful salespeople.
Having been a part of thousands of interviews in my experience leading a sales recruitment agency, I noticed that top performers see beyond the product. They buy into the leadership’s vision. Leaders who cultivate supportive environments, like the way Logan described at Clio, empower teams towards a shared goal. This fuels long-term success. Clio’s growth is a testament to this – they’ve built a culture that attracts and empowers curious, growth-minded individuals like Logan, setting the stage for exceptional results.
What I learned from Logan.
In essence, a winning mindset isn’t just about achieving a specific goal or conquering a single obstacle. It’s a way of life exemplified by Logan, Clio’s Rookie Account Executive of the Year. Like other top sellers, Logan embodies the unwavering optimism, resilience, and growth mindset this award celebrates. Winning mindsets don’t shy away from challenges; instead, they view them as opportunities to learn and refine their skills. Every setback becomes a stepping stone, and every triumph fuels their motivation to keep climbing. This relentless pursuit of improvement, coupled with a belief in Logan’s potential, is the true hallmark of a winning mentality. This very approach undoubtedly propelled him to the top of his rookie class. I wouldn’t be surprised to see him leading teams within the next decade, continuing to elevate those around him.
If you share Logan’s drive and crave a dynamic environment that fosters growth and innovation, exciting opportunities await at the very company that helped him hone these winning skills. In fact, Logan himself extends an invitation to top sellers to join him in pushing the boundaries of success at Clio (YES, they’re hiring Account Executives!).
