This episode of Open Source Selling is my conversation with Kathleen Hartmann is its entirety, with minimal commentary and without interruption. Kathleen is a true sales professional and when it comes to business development she is in a league of her own. What makes her so good? She is genuine, sincere, and authentic. She is disciplined, persistent, and patient! She prepares so she is confident. In our conversation she shares how each of these attributes has contributed to her success over 30 years and made her a consistent top performer. But it hasn’t come easy! She provides real life examples from her career that demonstrate the art of selling in action: how she deals with rejection and failure; disciplining herself to prospect each day and what that looks like for her; consistently filling up her calendar each week; honoring the clients time by making sure she is prepared; how she approaches preparation; and making sure her outreach is relevant and timely! Kathleen will be the first to tell you that none of this has come easy. All of it has required sacrifice, discipline, and consistency (with a little laughter on the side!). She will also be the first to tell you when you approach your work with authenticity it makes everything more enjoyable and will make you much more successful! Join me as we ask, listen, and learn together!