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hedge fund manager Cleveland and hedge fund manager Akron

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Matthew Scott on how to be great at sales

Updated: Jan 21

I recently had the pleasure of working on a project with Matthew Scott of Elmhurst, IL. Let me first state that this guy is a ball of energy and he is always thinking ahead. At times, it can be difficult to keep up with him as he never seems to get burned out. After watching him in action for a few days I asked him a very straight forward question. What are the top 10 habits of incredibly successful salespeople.

Matthew Scott of Elmhurst, IL Top 10

He had many more than 10, but some were somewhat redundant. I distilled down the list to include just the top 10 habits of incredibly successful salespeople. While some of these may seem simple, it is often much more difficult to implement them on the fly. Matthew Scott of Elmhurst, IL actually admitted to practicing some of these tactics in a wide array of situations. Practice makes perfect he stated.


1. Identify your buyers persona and sell to that persona. Do not try and sell to someone you think they should be. You need the ability to quickly read people and tailor your pitch to that individual.

2. Use a consistent and measurable sales process. If you are constantly switching up your sales process you will have no idea what is working and what is not. Stick to your plan and alter that plan as you have successes and failures.

3. Know your product. This seems simple but we have all been in those situations where you ask the salesperson a question and they have no idea what you are talking about. Do NOT be that person. Do your homework and know everything about your product as well as the strengths and weaknesses.

4. Constantly review your pipeline with objectivity. Salespeople are optimistic and we all think we can sell to anyone. Be realistic. We know who we have struck out with and maybe some of the leads on your list are similar. Do not waste time on those leads, move on to greener pastures.

5. Find shortcuts and hacks. As you refine your process you will discover these time same saving nuggets.

6. Be an active listener. It is not always about talking. Listen to the customer/client and tailor your sales pitch and product to the their needs.

7. Hustle. Period.

8. Follow up, follow up, and follow up some more. You never know what can happen.

9. Personalize your message. If you sound like a robot you will not sell.

10. Shadow your peers. Someone killing it? Ask to shadow them and hone your craft with what you learn from them.


Matthew Scott of Elmhurst, IL may be one of, if not the best, salesperson I have ever worked beside. Hopefully these tips will help you step up your sales game too.

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