In Sales Leaders Talk we bring you an interview with Adam Brousek, CEO and co-founder of Hustle. He got into sales naturally – through referrals and organic collaborations, which eventually led him to more intentional work with clients and tenders. Today, what excites him most is building win-win partnerships that make a real impact. He’s fascinated by the psychology of sales and believes that a great salesperson must not only know how to speak but, more importantly, how to listen. What gets on his nerves in sales, how does he handle rejection, and why does he believe the real “showtime” begins only when presenting the offer? Read his perspective on sales and get inspired!
How did you get into sales?
I got into sales quite naturally. In the beginning, new collaborations came organically, mostly through referrals. Over time, I started focusing on sales more deliberately – from preparing proposals and presentations to participating in tenders and reaching out to clients beyond our usual circle. It was a gradual journey driven by the need to grow the business.
What do you enjoy most about sales?
What brings me the most joy is when we manage to create a win-win collaboration where both sides are excited. I love seeing that our work has a real impact on the client’s business. I’m also fascinated by the psychology of sales – how arguments, emotions, and relationships all play a role.
Do you remember your funniest sales moment?
I don’t have one particular story, but there are always those moments – like when your internet connection drops at the worst possible time during a call, or when a teammate accidentally joins the wrong meeting. In the agency world, that kind of light chaos is sometimes just part of the job.
Which tools or technologies do you use most in your work?
We use CAFLOU as our CRM, Outlook and Teams for internal communication, and Calendly for scheduling meetings. CloseRocket, of course, makes my job a lot easier. I don’t have to spend time finding leads, reaching out, or booking meetings – that part of the process is taken care of. I only step in once it’s time to present a tailored offer to a specific client. That’s when the showtime starts for me.
How long have you been working in sales?
I’ve been more actively involved in sales for about a year and a half. The biggest shift I’ve noticed is the move from an intuitive approach to a more structured process – automation, standardization, scripts, and pipelines. In the beginning, we relied heavily on relationships, but today having a solid system is essential.
What do you love about sales – and what drives you crazy?
I love that moment when you really click with a client and you both know that you can deliver exactly what they need. I also enjoy exploring new segments and figuring out how to talk about our services in different ways. What I can’t stand is when a business relationship turns into a one-sided battle – like when I have to keep proving that we know what we’re doing, even though we’ve already shown it multiple times. It’s frustrating when a client seems more interested in testing our competence out of ego than collaborating.
What qualities do you think make someone an exceptional salesperson?
I think it’s a combination of healthy confidence, discipline, and empathy. A good salesperson knows how to ask the right questions, listen, and recognize when to speak – and when it’s better not to. Fairness and perspective are just as important as technique.
What’s your favorite type of client?
I really enjoy working with clients who have a clear vision and a mature structure. The collaboration moves faster, it’s more efficient, and we can focus on outcomes instead of setting up the basics. I especially appreciate when we’re working with someone who understands the value of creativity and experience.
How do you handle rejection or challenging situations?
I see rejection as a normal part of the journey. I don’t take it personally. On the contrary – I try to learn something from every lost opportunity and move forward. What keeps me motivated is a clear vision of where I want to take the company and myself as a person.
What’s your motto or advice for newcomers in sales?
Look at the situation through the client’s eyes. Don’t try to sell at all costs – understand what the client really needs and help them solve it. A good deal isn’t about pressure, it’s about trust.
