SummaryIn this episode of the Elite Selling Podcast, hosts Frankie and Griffin welcome Mark Wayland, Chief Revenue Officer at Box, to discuss the essential traits of elite sellers. Mark emphasizes the importance of grit and business acumen, explaining how these traits can be developed and are crucial for success in sales. He shares insights on building trust with customers, the evolution of the sales profession, and the impact of AI on the industry. Mark also provides valuable advice for early career sellers, encouraging them to think long-term and seek mentorship.TakeawaysAn elite seller can thrive in any economic environment.Grit is a combination of passion and perseverance.Business acumen is essential for understanding customer needs.Emotional intelligence plays a key role in sales success.Building trust with customers is crucial for closing deals.Sales today requires a sophisticated understanding of the market.Creating demand is as important as generating leads.The sales profession is more respected than ever before.AI is transforming the sales landscape rapidly.Long-term career planning is essential for success.Sound bites"Grit can be developed over time.""Trust is the key to successful sales.""Sales is a respected career now."Chapters00:00 Defining Elite Sellers04:27 The Importance of Grit in Sales07:31 Developing Grit and Emotional Intelligence10:29 Real-Life Examples of Grit in Action13:21 The Value of Taking on Hard Challenges16:24 Business Acumen: Understanding Customer Needs19:37 Building Trust Through Genuine Curiosity24:22 Building Trust as a Foundation25:23 The Role of Market Makers27:19 The Importance of Discovery in Sales33:19 The Evolution of Sales Over the Decades38:30 The AI Revolution in Sales41:11 Mentorship and Long-Term Career Growth

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