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When most people hear the word salesperson, they still picture the slick-haired, smooth-talking stereotype. part Wolf of Wall Street, part second-hand car dealer. But let’s be honest: those days are done.
At trumpet, we know that sales excellence looks a little different in 2025 — and so does our team.
So when our very own AE, Michael Whittaker, was asked what really makes a great salesperson, his answer wasn’t “charisma” or “being a natural closer.” It was something far less flashy — and far more effective.
“I wouldn't rank being some charming sales rep as even in the top 10 traits that make a great salesperson today. For me, the number one trait is somebody who obsesses about the sales data.”
Why data beats charm
Sales is a game of numbers. Your ability to hit target isn’t about your negotiation style, it’s about having the coverage to withstand the ups and downs of the pipeline.
Deals fall through. Prospects ghost. Budgets shift. And when those moments hit, the reps who keep momentum are the ones who already prepared for the setback weeks ago.
As Michael puts it:
“The moment something goes wrong is already too late to be able to prepare for it. If your sales cycles are six to eight weeks long, then you needed to have prepared for that eventuality two months ago.”
What great salespeople actually do
Here’s how the best reps we know operate (Michael included):
- They know their sales metrics and KPIs cold – win rates, average sales cycle, conversion rates
- They calculate exactly how much pipeline coverage they need to hit target
- They book the right number of meetings, knowing what’s needed to stay on track
- They build pipeline consistently — not when they need it, but before
That’s not just smart selling. That’s sales insurance.
How trumpet helps you sell smarter
Michael’s approach is backed up by how we use trumpet internally. With real-time sales intelligence and deal tracking, AEs can:
✅ See how buyers are engaging — and which ones are slipping
âś… Prioritise outreach based on activity signals, not gut feeling
âś… Use Digital Sales Rooms to build trust, create clarity, and close faster
And yes, we’ve got templates to help you build stronger client relationships online, too.
Want to learn how to build reliable pipeline like Michael?
- Explore our Sales Intelligence features
- Browse our resources for AEs
- Or just book a quick demo - we’d love to show you how trumpet can help
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