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How To Be a Top Gun at Channel Sales

Steve Farmiloe
Senior Channel Sales Manager at AppSmart

If you listen to every customer, they’re telling you exactly how to sell them. You’ve got to be quiet, and serve them, not sell them.

Episode Summary

Steve Farmiloe — Senior Channel Sales Manager at AppSmart — joins Connor to discuss his popular LinkedIn video podcast, the Top Gun Show, and what it takes to become a Top Gun. Learn how even “unsuccessful” sales attempts enrich you as a salesperson, and find out what traits you should focus on developing to proceed on your own Top Gun path.

Key Takeaways

  • People buy from people, not from companies. Apart from huge commodities, such as Microsoft Office, 99% of the time, you’re going to buy from the people you like and those you think will make you more successful.
  • Good salespeople are inquisitive. Show you care about your customers by expressing genuine interest in their goals, pains, initiatives, and strategies.
  • Even if you can’t offer a customer a solution, a good salesperson is enriched from learning about another business and adding new knowledge to their own business acumen.

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Watch the full interview below:

About Steve:

Steve Farmiloe is the Senior Channel Sales Manager at AppSmart and a seasoned sales leader with experience driving expansion in wholesale distribution, professional services, manufacturing, and insurance. He is known for his LinkedIn video podcast, the Top Gun Show, where he has interviewed over 400 “Top Guns” in the telecommunications industry. Over 30,000 C-level buyers and sellers follow the show.

Follow Steve LinkedIn here:

About Connor Dube:

Connor Dube is Sales & Marketing Director at Active Blogs, an industry leader in B2B social selling and content strategy, Co-Founder of the Mile High Mentors Podcast, and Founder of B2B Mentors. Building his first business at seven, he’s gone on to create multiple companies and supporting his clients approaches to adding multiple 8-figures to their sales pipeline with his innovative approach to Social Selling. As a current leader in sales and marketing strategy for complex industries, Connor’s been featured in top podcasts, resources, and stages, including MSU Denver’s current sales and marketing curriculum.

Connect with Connor on LinkedIn: or email him at

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