Sales POP - Purveyors of Propserity
Cutting Through the Water: Becoming a Champion Salesperson
E-books / Sales Management / Nov 25, 2016 / Posted by Nikolaus Kimla / 6550

Cutting Through the Water: Becoming a Champion Salesperson

7 comments Download Ebook

In any field, being good is one thing—but becoming a champion is quite another. Taking swimming as an example, some people swim very well. But to become a champion—such as 1972 7-time Olympic Gold Medal winner Mark Spitz, for example—it requires serious dedication, training and practice.

Fortunately, becoming a champion salesperson—what we call a salespreneur—doesn’t require the length of time and physical endurance necessary to become a champion swimmer. But it does require a level of skill and knowledge well beyond that what has traditionally been required of a salesperson.

This book covers what it really takes to become a champion salesperson—a salespreneur.

Chapter 1: Resolving a Bad Image

Although the two professions of champion swimmer and salesperson often have much in common in their dedication, courage, and success, the two differ tremendously when it comes to image. The image of a salesperson is somewhat tarnished, a bit seedy.

You as a salesperson have your work cut out for you. Much of the time your prospects have an innate distrust of all salespeople and automatically include you in that category. How do you overcome that barrier?

Chapter 2: The Born Champion?

The conventional wisdom is that you’re either born a salesperson, or you’re not. If you are, you can sell. If you’re not, you probably shouldn’t even try.

This is completely false. Just as it’s completely false that a champion swimmer “is born that way.” If that were true you could toss untrained children into the deep end of a pool, and a percentage of them would just start swimming. This has never been known to happen.

A champion salesperson, just like a champion swimmer, has trained.

Chapter 3: Perceiving Through the Water

A well-trained champion swimmer is keenly aware of their surroundings: their path in their lane, their closeness to the wall, their distance to the end. Similarly, a salesperson must have a keen awareness of the sales environment and all the factors in play.

Chapter 4: The Salesperson is A Servant/A Leader

Well, which is it? Let’s examine each role in detail—and discover that it’s both.

Chapter 5: The Servant and The Leader

Part of your alertness as a salesperson must be to know when to switch back and forth to either of these roles. This is also true of switching from a listener to a speaker and back.

Chapter 6: The Salespreneur

There is a considerable difference between a salesperson and a real salespreneur—just as there is quite a difference between someone who can swim and a champion swimmer. In addition to training, there is considerable difference in dedication, focus, in willingness to risk, and in responsibility.

So what are these differences, and how does a salesperson fully evolve into a salespreneur?

Download Cutting Through the Water: Becoming a Champion Salesperson now.

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Comments (7)


Patrick Kabia commented...

This is an awesome e-book by Nikolaus Kimla, always mentoring the salespeople


Maria Ewoton commented...

i love the e-book it has lots of things for me to learn from.awesome


Rowlandson Kariuki commented...

Far from having a catchy title, the book provides a simplified and practical solutions to shifting one’s mindset from that of a salesman to a salesprenuer. I wish I had landed on the book at my start of my career but have learnt a lot and will apply the same. In summary discovering pain points, switching from servant to leadership roles and becoming a salesprenuer has been graphicall and well illustrated even for a novice.

Great piece!


Thomas Midunga commented...

With this book you can clearly understand how to navigate in the sales profession and the analogy makes it quite straightforward. The analogy takes the message home
A wonderful addition to anyone trying to become a champion sales professional.


Nancy Kubania commented...

This books points you directly to the specific things that most sales people neglect and fail.Some of this important insight include aligning your sales process to buyers purchasing habits. Are you born a sales expert or is it learned? then ask yourself is a swimmer born with the skill or is it developed. There you have it sales is a skill and this book highlights more about it. How well are you conversant with your product/service you are selling,industry and the competitor? I simply love the E Book

This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.