The Problem with Traditional Sales Titles
Many professionals go by titles like BDR, SDR, Account Manager, or Sales Rep. While common, these roles often reduce sales professionals to activity trackers, calendar fillers, or worse—demo jockeys. None of these convey real value creation.
When a BDR merely interrupts rather than provokes insight, they miss the opportunity to become trusted advisors. The title itself limits perception and impact.
Why Buyers Distrust Sales Roles
In the age of commodity-level selling, buyers are skeptical. Ask a client if they want to speak with a salesperson and most will decline. But if you offer them time with an industry expert who can help improve results, you'll increase your chances of having a meaningful conversation.
From Presentation to Conversation: A True Story
One salesperson I know delivered 96 slides in 90 minutes. I advised him to just have a conversation. After boring the client, he asked if there were any questions. The client replied, “We had a lot of questions, but you’re out of time.”
Sales isn’t about showing slides—it’s about showing up with insight.
Becoming One-Up: The Mindset of a Modern Sales Expert
Being One-Up isn’t arrogance. It’s experience. It’s pattern recognition and curiosity. It means you’ve solved the same problem your client is facing—many times before.
You can see what they can’t. You recognize blind spots. You are the guide who has walked the terrain.
Don’t Think Like a Salesperson. Think Like an Authority.
Forget titles. Forget being a peddler. Think bigger:
- You're an industry translator
- A result architect
- A strategic advisor
- A true sales expert
Clients today don’t want a “salesperson.” They want someone who brings insight, strategy, and outcomes. That’s what Being One-Up is all about.
What Makes a True Sales Expert?
A One-Up sales expert possesses the following core characteristics:
- Expertise in the client’s industry
- Deep understanding of common client challenges
- Skill in diagnosing business problems
- Clear knowledge of effective solutions
- Experience in handling objections and solving problems
- Proven ability to improve client outcomes
- Ability to act as a strategic advisor
- Fluency in translating industry language into client value
- Vision to architect results
AI is Not the Expert—You Are
AI can be a useful map. But it has no firsthand experience. You are the guide who’s lived it. You’ve walked the terrain, navigated pitfalls, and seen what works—and what doesn’t.
What You Should Be Willing to Do
To be seen as a true sales authority:
- Research the companies you approach
- Understand your prospects’ strategic outcomes
- Prepare to lead meaningful conversations—not generic pitches
- Commit to continuous improvement and learning
- Develop true authority—not borrowed scripts
