What Great Sellers Do Before the Pitch
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What Great Sellers Do Before the Pitch
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Great sales conversations don’t start when the meeting begins. They’re built through the preparation that happens before it.
In this episode of The Selling Edge, Trish Craig sits down with Victor Giacomelli, Market President of Emmis Corporation, to unpack what more than three decades of sales leadership have taught him about building successful sellers.
Victor shares the five qualities he looks for when hiring salespeople, why focusing on a few key verticals can make sellers more credible with prospects, and how preparation can turn a hard-earned first appointment into a real opportunity.
They also discuss the questions sellers need answered before they’re ready to build a solution, why strong relationships can sometimes work against a salesperson, and how managers can turn mistakes into meaningful coaching moments.
From prospecting and discovery to mentorship and embracing new technology, Victor offers a practical reminder that winning in sales rarely comes down to one big moment. It’s built through preparation, adaptability and a willingness to keep learning.