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What elite sales reps do differently
Daily Sales Newsletter June 09, 2025 |
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In todayās issue:
Ian Koniak: Exchange sales hustle with recovery
Mark Hunter: Why mindset beats talent in sales
Gal Aga: Break your process to win more deals
Dayana Viana Gill: Stable habits that build careers
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Exchange sales hustle with recovery
Ian Koniak reveals how top sellers outperform not by working more hours, but by protecting their energy and resting well:
⤠Pre-block four vacations a year
These are non-negotiable. Doesnāt matter where you go.
Key is full disconnection. No Slack. No inbox. No ājust one call.ā
ā Time off is real only when youāre unreachable.
⤠Track your sleep like a key metric
If youāre sleeping less than 7 hours, youāre underperforming.
Use any tracker. Sleep isnāt just healthāitās fueling your calls and meetings.
ā Sleep is your best performance multiplier.
⤠Block daily breaks in your calendar
He protects 12ā1 PM every day. Lunch, walk, quiet timeāitās recovery, not reward.
Three hours of deep, focused work ā One hour of reset ā Final push.
ā Burnout doesnāt come from work. It comes from nonstop work.
⤠Stop working at 5 PMāevery day
No nights. No weekends.
Parkinsonās Law applies: the less time you give yourself, the more efficient you get.
Donāt say yes to everything. Protect your time like itās revenue.
ā Productivity comes from limits, not endless hustle.
⤠Eliminate busy work
Every movement ties directly to a quarterly goal using a system.
Slack and email? Batched. Internal meetings? Minimized.
If it doesnāt move pipeline, cut immediately.
ā If itās not tied to impact, itās not on the calendar.
Why mindset beats talent in sales
Mark Hunter outlines key habits differentiating top sales performers from the rest, backing them with real-world examples from his own business:
1. Know your products
Deep product knowledge isnāt about rattling off features.
Itās knowing the product well enough to translate features into business impactāwithout needing a SME on every call.
ā Aim to know your product like the internal experts do.
ā Helps you sell value, not features.
2. Prospecting is a habit
Top sellers prospect all the time.
They constantly improve their questions, targeting, and channelsāeven if theyāre already good at it.
ā Stay consistent with the basics, but always improve your approach.
ā Revisit your ICP regularly to adjust your tactics.
3. Let the customer talk
High performers make buyers lead the early conversation.
They listen deeply to uncover real needs to prevent assuming too much.
ā Let the prospect control the flow so you can learn more.
ā Every good discovery call is built on silence and curiosity.
4. Refine your sales process
Use one-sheets and custom talking points based on profiles and outcomes.
This speeds up closing deals and keeps messaging consistent.
ā Build reusable sales assets tied to common buyer outcomes.
ā Share value-adding content with prospects before they become customers.
5. Objections are patterns
He writes down every objection in his CRM.
Not just for that customer, but to spot patterns.
If an objection blocks a deal, it may help close the next.
ā Keep an objection journalāwrite consistently on progress.
ā Learn whatās surfacing across deals and how to respond.
6. Closing is always planned
Top performers donāt get jittery at the close.
Low performers scramble. Top performers glide.
ā If youāve earned the close, asking for the deal is natural.
ā Confidence at close comes from preparation, not pressure.
7. Identify your network
Heās always identifying smart, connected people and looking for ways to build genuine relationships.
ā Relationship-building is a daily effort, not an endgame strategy.
ā The right network creates opportunities before you ask.
8. Invest towards growth
Top sellers donāt wait on their company for training.
Buy your own books, listens to podcasts, and seeks out knowledge.
ā Take ownership of your professional development.
ā The most successful reps are also the most coachable.
9. Protect your mindset
Mark admits heās been in a āvalleyā recently.
But, his mindset stays focused on gratitude and action.
ā Track whatās workingāreview your pipeline and celebrate small wins.
ā Your emotional state impacts performance more than your product does.
10. Use data as your strategy
From CRM insights to call ratios, top sellers rely on data when sharpening decisions and identify bottleneck options.
ā Donāt just log activityāanalyze it carefully.
ā Know your own numbers: how many calls = a close?
11. Faithfully protect your time
The best reps make time as their most valuable asset.
Every habit above makes them a lot more efficient.
ā Eliminate time wasters and other distractions.
ā Block off time for prospecting, learning, and thinking.
12. Reflect weeklyāwin or lose
At the end of every week, review what worked and what didnāt.
Every day ends with a small, personal celebration.
ā Debrief weekly to track progress and course-correct.
ā Daily wins keep your momentum highāeven on tough weeks.
Break your process to win more deals
Gal Aga distills 17 years of sales lessons into 9 clear hard truths that many reps learn too lateābut you can use now for greater performance, and better client relationships:
Stop selling, start enabling
Most deals arenāt closed on your callsātheyāre closed in meetings you donāt attend.
ā Reps waste time on pitches instead of helping buyers build consensus
ā Shift your focus instead:
What internal steps does the buyer need to take?
Help them getting towards those steps
Buyers move faster when you guide them through their own internal processānot yours.
Break your process for progress
Your sales process is only a sliver of what your buyer needs.
ā Think like a project manager, not just a salesperson
ā Help buyers plan, gather input, make internal docsāwhatever moves their process forward
Default to your process only when you have nothing better.
Donāt confuse busy with progress
Champions love weekly syncsāuntil they realize nothingās changing.
ā Sending them another deck isnāt progress
ā Prepping them to win internal meetings is
If they arenāt equipped to sell without you, your deal isnāt moving.
Setting budget is not a disqualifier
āNo budgetā rarely means āno money.ā It often means:
⢠You havenāt shown enough value
⢠They canāt justify product cost yet
Donāt ask:
āDo you have a budget in mind?ā
Ask instead:
āIf this delivered [X value], could you get support to fund it?ā
Multi-threading isnāt adding CCs
Multithreading processes fails when it's shallow.
ā Build 1:1 relationship and trust with multiple people
ā Support their roles directlyādonāt group everyone into one conversation
ā Ask how each stakeholder sees success, not just your champion
Adapt your discovery for execs
Executives have no patience for long Q&A sessions.
ā Open up with a story
ā Always deliver insight first
ā Let the conversation flow
Execs respond to relevance, not structure.
Outbound ā Inbound
Outbound intro calls fail when treated like inbound.
ā Start with productive insight, not questions
ā Use a short demo or visual if it helps the conversation
ā You donāt need every pain pointājust one for discovery
TO-GO
Dayana Viana Gill: Stable habits that build careers
Marcus Chan: How top performing elite reps win
Krysten Conner: Mobilizers who drive sales deals
Lauren Szuchan: Being likable in sales is overrated
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QUOTE OF THE DAY
"Top performers embrace failure as a step toward mastery."
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P.P.S. Stay tuned for this weekās newsletter issues on effective LinkedIn prospecting, cold email secrets, and advice for better discovery.