In this episode of Sales Leaders Talk, we speak with Juraj Sasko, a leader who has been combining business with a human touch for over 20 years. As the CEO of Visibility, his path into sales was a natural one. He had to build not only the agency itself, but also its business relationships. Today, he continues to support the sales team with his network and experience. How has sales evolved over the years? Why does he believe mental resilience is the most important skill? Read his story and get inspired.
How did you get into sales?
It happened quite naturally. As the founder and CEO of the digital agency Visibility, I had to handle sales whether I liked it or not. After some time, I even led the sales department myself. Now, with Visibility turning 16, I’m still actively helping the sales team with my contacts and experience, and I truly enjoy it.
What do you enjoy most about salsa?
Definitely the fact that sales is the driving force of every company. It brings in opportunities and fuels growth. The best part is that it’s something you can truly control.
Do you remember your funniest moment in your sales career?
Oh yes, after 16 years, there have been plenty of both funny and difficult moments. One that stands out is when I confused people during a meeting or forgot which company I was at. But I’ll never forget one time before Christmas when I went to deliver a holiday gift to a client. At a tram stop, a girl suddenly got sick, and I quickly handed her the gift bag to use. She threw up into it. So I ended up giving the client just the gift, without the bag, but with a pretty unforgettable story.
What tools or technologies do you use most in your work?
Right now, we’re switching to Pipedrive as our CRM. Besides that, I use Google Calendar, email, and the app Yesware.com for email tracking. In this AI era, I also use Fathom, a personal assistant for call management.
How long have you been working in salesa?
As I mentioned earlier, it’s been about 20 years. I was already doing sales before founding Visibility, when I worked as a freelancer. Things have definitely sped up, and the process is much more tech-driven now. A solid CRM is essential. AI tools help a lot. And of course, thanks to Covid, sales activities have moved more online. These days, it’s completely normal to have most client meetings online.
What do you love about salsa and what can’t you stand?
I love that you’re in control, and when a deal works out, it’s incredibly motivating. But you have to get used to the ups and downs. Not everything works out. There are times when nothing goes your way, deals fall apart, or clients complain. That’s why the hardest part is building mental resilience.
What qualities do you think make a person an exceptional salesperson?
If I had to sum it up, I’d say the ideal salesperson is persistent, friendly, empathetic, and last but not least, organized.
What is your favourite type of customer?
For me, it’s a medium-sized company. Not a corporate, but a business that already has some structure and processes in place. And, ideally, it’s full of people who are great to work with, both professionally and personally.
How do you handle rejection or challenging situations?
It’s not easy, but the only way is to accept that sales is a rollercoaster. Sometimes you’re up, sometimes you’re down. When things are bad, they will get better. But the same goes the other way too. Being at the top doesn’t last forever. You need to stay humble and always keep working on yourself.
What is your motto or advice for newcomers to salsa?
I don’t have a universal advice. Just keep working hard, keep learning, and most of all, never forget to stay human.
