Today, I’m stepping out of my comfort zone and writing my first Workings post. I’ve always felt there’s a distinction to be made between effective business writers and creative writers, and I firmly place myself in the former category. Many of the best salespeople—whom Kate and I affectionately refer to as “business animals”—don’t consider themselves writers, yet they are incredibly effective communicators.
I like the term “business animal” because it encompasses more than just sales roles. Our entire deal team at Steyer is made up of folks directly involved in driving revenue, but not everyone is specifically tasked with sales or business development. To me, a “business animal” is someone who thrives on competition in the market (they have to love the hunt!) and excels at communication, adaptability, and persistence in the face of obstacles.
The best “business animals” I’ve worked with are exceptional communicators. Not in the way movies typically portray salespeople—making deals in a high-pressure boiler room—but through honest and effective communication that prioritizes listening as much as speaking.
I’ve encountered salespeople who can command a room, keeping everyone hanging on their next word. But the ones I respect most are those who listen intently, focusing on solving business problems rather than just closing a sale. Conversations are fluid, and being able to navigate them with a clear goal in mind while adapting as needed is a tough-to-master but crucial skill.
Another essential skill is adaptability. Strong salespeople can pivot mid-conversation, adjusting their approach based on what they’re hearing. This kind of ad-hoc communication is crucial because every conversation is different, and being able to “bob and weave” while still working toward your goal is what sets the best apart.
Of course, being a strong and adaptable communicator isn’t enough. It also takes a lot of grit. In sales, it can sometimes feel like you’re failing 99 times out of 100. That might be an exaggeration, but there are definitely days when deals keep falling through, no one picks up the phone, and your emails vanish into a black hole.
The key is having the resilience to keep going. I believe in the theory that “energy out brings energy in,” meaning that if you consistently take the right actions and focus on what you can control, deals will come your way. It might not be the specific deal you were chasing, but it’s no coincidence that the best salespeople seem to get “lucky.” They make their own luck by putting themselves in the right position to succeed.
Speaking of ad-hoc conversations, I’m planning to spend one day per month working from Voyager Coffee in San Pedro Square, San Jose. I’ll be posting on Slack and LinkedIn a week or two in advance so folks can join me for a cup of coffee and a chat. I’d love to hear your thoughts on this post—or anything else that’s on your mind.
Do you think this list captures a good framework for what makes a strong “business animal”? Did I miss any critical traits? And how do you feel about the term “business animal”? (It won’t hurt Kate’s or my feelings if you’re not a fan.) I’m at tbatista@steyer.net.
Thanks,
Tony
Photo by Frida Lannerström on Unsplash