Strategy January 09, 2019
2019 Distributor Salesperson of the Year Finalist - Johanna Gottlieb, Axis Promotions
Get to know Johanna Gottlieb, a 2019 Distributor Salesperson of the Year Finalist!
Salespeople of the Year: Get the complete list here
Distributor Finalist
Johanna Gottlieb
Axis Promotions (asi/128263)
Here’s one story to capture the essence of Johanna Gottlieb. About two years ago, she sent a thank-you note to someone who really helped her, and it made their day. Struck by the impact of her gesture, she sent an email to her compatriots at Axis Promotions asking “Who Really Helped You This Week?” (Actually, the subject line said “Who Saved Your F***ing Ass This Week?”) This spawned a company-wide “Kindness Campaign” where, if someone alerts Gottlieb about a person who went the extra mile to help them out, “I’m going to stop what I’m doing and get a card in the mail within five minutes,” she says.
This innovative example puts Gottlieb’s best qualities on display: Her creativity. Her force of personality. (“Sassy” is how she describes her selling style.) Her ability to connect with people. Her deep passion to help others and find ways to give back.
“From the very start, Johanna always wanted to know how to do things better and was always seeking feedback,” says Axis CEO Larry Cohen. “She’s one of those people who does all the small things that often go unnoticed by others.”
A native of Long Island, Gottlieb moved for her husband (whom she met at Axis) to Chicago a few years ago. It turned her life upside down, but the resulting Chicago office and its three-person team have found success bringing a New York-style agency approach to the Midwest. Even if she doesn’t stay in Chicago forever, “I want whatever I build here to last,” says Gottlieb.
As she utters those words, she is 39 weeks pregnant with her second child, working right up until her due date. The source of her work ethic is no secret – she gets it from her Argentinian father and Cuban mother who built the American dream for Gottlieb and her two sisters (one of them her twin). “They taught me about the power of the hustle,” she says. “And I don’t mind working hard because I do right every single day for my mother and father, who built something from nothing. I don’t think I’d be half the person I was if I didn’t come from that background.”
Getting to Know You
What’s one fun fact about yourself?
I’m a twin; I’m one minute younger. For a very long time, I felt being a twin defined me, and my sister and I lived together way too long.
Sum up your selling style in one word.
Sassy
What industry trend are you most excited about?
I think there’s a big trend in athleisurewear. When I started in this industry, we’d constantly be asked for padfolios or calculators. Don’t get me wrong, those things are still popular, but now you’re in a meeting where the CEO is wearing a hoodie. I’m constantly pushing clients toward hoodies, soft tees, super-comfortable apparel you can wear in the office and look professional, but also wear to the gym during lunch.
If I wasn’t working in promotional products, I’d be …
A clown. It’s always been a joke between me and my sisters. I love children, and whenever we were at parties I’d say I wanted to be the clown for the party.
What’s your favorite promo product?
I think there’s just so much you can do with a journal – decorations, tip-ins and customization. A journal can tell a story of your brand with more than just the logo on the cover.
What’s your best advice for other sales reps?
Always stay hungry. Your best client could be gone tomorrow. Never feel like your book of business is enough. Keep your pipeline full and keep your eyes open for business opportunities. I’m overwhelmed by how much business is out there. You have to make sure you focus on growth all year round. It’s easy to sit back and wait for the phone to ring – make the calls and send the emails/mailers while others are waiting. Your prospects will remember you for being persistent.