🗝️ high-performer keys

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Access these SalesDaily issues on effective top-performer habits:

• High-performer tactics

• Top-performer habits

Here’s a glimpse of what you’ll access:

Get enterprise prep with bigger secure deals

Jamal Reimer breaks down that going into enterprise sales without knowledge is really difficult. Prove readiness by doing enterprise-level deals inside mid-market accounts:

Warm prospect introductions

Cold outreach rarely works for executives.

➤ Trace recent prospects networks

➤ Use connections for introduction

Example:

“You mentioned you know the CRO at Acme Corp. Would you be comfortable introducing me? I have insights that may help them with their positioning.”

Build your personalized note to stand out.

Financial modeling assessments

Enterprises look for quantified business outcomes.

❖ Research inefficiencies and quantify results

❖ Example:

“I noticed your acquisition cost rose 23% last quarter. That’s about $2.3M in annual inefficiency. How are you addressing this?”

This redirects conversation into CFO’s language.

Boardroom-ready presentations

Executives want impact on company strategy.

• Start presentations with:

“Here’s the $4.2M upside of solving this problem” rather than “Here’s our product.”

• Use language from their earnings calls

Build around outcomes, not product features.

Stakeholder consensus building

Internal politics kill enterprise deals, not competitors.

✔ Map every stakeholder involved from day one

✔ Build your tailored value prop for all executives

✔ Arrannge consensus for deals in the finish line

Boring habits driving great sales performance

Mark Hunter provides high-performing techniques differentiating elite sellers from average ones: repeatable actions keeping them disciplined, focused, and consistent:

Learn when to say no

✔ Elite performers guard time availability fiercely

✔ Decline requests not serving their current goals

✔ Saying “no” breaks “instant replies” expectations

Filter voices you hear

❖ Sales is a mentality game. Negativity stall performance

❖ Immerse with high-performing reps who challenge you

❖ Look for positive input by cutting off distracting noises

Always getting focused

➤ Know your ICP enough by following consistency

➤ Review your goals for the week, month, year, etc.

➤ Go into meetings by calling with direct outcomes

Example:

✔ End workdays by setting tomorrow’s schedule.

✔ Begin your mornings always ready to execute.

Follow routine schedules

✱ Stick with everyday “boring” routines, however compounds over time

✱ Don’t let noise break your rhythm: whether sending follow-ups at 2:00

Example:

↳ Blocking the same hours daily for pipeline work.

Build towards repetition

➔ Elite performers don’t reinvent the wheel for all prospects

➔ Templates, calling scripts, message structures are repeated

➔ “Plug-and-play” make scaling without downplaying quality

Consistent habits remain the backbone of high performance.

How personal touches win lifetime customers

Tom Alaimo discusses putting sales “on autopilot” remains a fantasy. Elite performers win by doing with thought, and personal effort. Here’s what that looks like everyday:

1. Send handwritten letters

❖ Mailing them a personal, handwritten letter stands out.

❖ Probably takes longer, however impact gets unmatched.

Example:

Writing a personal note congratulating them on a big product launch, and subsequently mentioning details from your last conversation.

2. Sell products with effort

➤ Start with the highest effort before doing first meetings.

➤ Give direct mail with a custom note, following-up with personalized videos, and presenting a detailed point of view on their challenges.

➤ Multithread aggressively by connecting with stakeholders.

Example:

Before starting a discovery call, provide a one-page market analysis.

3. Get involved personally

↳ Go beyond formalities and tailor your actions with prospects.

Examples:

– Hydration packs and “goo” energy gels for a sales leader running marathons.

– A donation given towards a charity org. your prospect has been supporting.

– A care package with fuzzy socks, scented candles, written note for a sick client.

↳ These moments build stories people remember and commemorate by.

4. Do extra miles whenever

✱ Virtual selling remains efficient, but it can’t replace in-person connections.

✱ Share meals for building rapport, run live meetings just like a performance.

Example:

Flying out to join quarterly business reviews to meet your full executive team.

5. Play the long game always

⇒ Treat every customer as customers for life, even if there’s no active contract

⇒ Staying in touch with people as they move positions, endeavors, companies

⇒ Help without expectation: i.e. recommending your prospects great vendors

Example:

Reconnecting with a 2017 customer who’s shifting between jobs and leveraging your network, helping them gradually land their next potential role.

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