Episode 123: How Great Sellers Win - 7 Attributes of Top Performers

In this episode, Doug and Jess break down the seven essential attributes that separate top sales performers from the rest. While automation and AI dominate today’s conversations, Doug argues that sales is losing its art and that true success comes from mastering the fundamentals that technology can’t replace.

Audio:

Video:

Additional Resources

• [Course] The DEALS Selling Course
• [Course] Business Acumen for Salespeople
• [Blog] 7 Sales Coaching Tips From An SDR's Point-of-View

Show Notes:

Pre-Show Banter: 

• Jess celebrates her 9-year anniversary at Lift. Doug insists on making her uncomfortable with compliments, and they go down memory lane–Chili’s shifts, Disney adventures, Inbound conference stories, and even a debate about Sugar Smacks vs. Honey Smacks.

Main Discussion Points:

Doug and Jess dig into what truly separates top salespeople from the rest, and why the human side of sales matters now more than ever. 

In a world obsessed with AI, automation, and efficiency, they argue that the real differentiator is mastery of seven timeless attributes.

• Diagnostic Skills: Great sellers trace symptoms to causes and ask the questions that make prospects stop and think. 
• Conversational Ability: Sales isn’t about pitching. It’s about having genuine, relevant conversations that create connection. 
• Business Acumen: Understanding your customer’s world matters more than mastering your product. 
• Coachability: The ability to take feedback, adapt, and start every day at zero. 
• Command: True confidence and clarity that move deals forward without arrogance. 
• Curiosity: The engine behind discovery, storytelling, and empathy. 
• Empathy & Vulnerability: The foundation of trust, authenticity, and long-term relationships.

Jess's Takeaways: 

• Learn how to tell your customer story. This gets talked with marketers and content creators, but not enough with salespeople. You need to develop storytelling skills to unlock being conversational. 
• Seek to understand and listen first. 
• Learn your customer’s business. That will unlock the ability to develop a lot of the attributes talked about in today’s episode.

Next Steps:

• Follow Jess, Doug & Lift on socials for updates on the show or other insights: 

  • Doug Davidoff LinkedIn

  • Jess Cardenas LinkedIn

  • Lift Enablement LinkedIn

• Follow the show on Spotify & Apple Podcasts

• Subscribe to The RevOps Show YouTube channel

• Coming Soon Episode 124!