Contributed by Higgle: The B2B Sales Club
What if the real secret to sales success is in how you handle difficult people?
In this episode, our Co-Founder, Alex Sobol, sits down with Mike Lander, former procurement director and entrepreneur, and host of Higgle: The B2B Sales Club, to take a closer look at the real traits that drive success in sales.
Alex shares how he went from selling sponsorships straight out of college to building a global C-suite community now on track to reach $100 million in revenue. He explains that sales success has less to do with flashy tactics and more to do with work ethic, resilience, and the ability to handle difficult people without losing momentum.
He also explores why culture, accountability, and character start in the interview process—and why he personally speaks to every potential hire.
Topics covered during this episode include:
- Why C-suite access is harder to earn than most sellers realize.
- How the high-impact model of The Millennium Alliance creates valuable conversations.
- Why private meetings change the way sponsors measure event success.
- Why sponsorship sales taught lessons to Alex that later shaped his business.
- How Alex and his other Co-Founder recognized an opportunity others seem to miss.
- How culture becomes more than a slogan during rapid growth.
- Why founder-led selling does not always prove a business can scale.
- How interview questions reveal traits a resume can easily hide.
- How difficult people can become a lesson instead of an obstacle.
- Why self-awareness may be the missing ingredient in many sales careers.
- How other, ordinary jobs can reveal whether someone is built for sales.
- How trained leaders become the real turning point in company growth.
- Why the first million is so dependent on blocking out noise and staying focused.
Listen to the full episode to learn how to navigate pressure, handle rejection, and deal with difficult people. Available on Higgle’s Spotify, Apple Podcasts, and YouTube Music.
About Higgle: The B2B Sales Club
This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, sales negotiations, and difficult procurement discussions. It’s all about helping you win more deals and hit your sales quota.
We talk to sales leaders, brand leaders, and procurement leaders about lessons learned on their journey to win more sales deals and achieve better negotiated outcomes.
The podcast is hosted by Mike Lander, an ex-procurement director and entrepreneur, talking to guests about their experiences – the good, the bad, and the ugly.
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