🐐 high-performer tips

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Access these SalesDaily issues on effective high-performer customs:

• High-performer keys

• High-performer tactics

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

Leverage finance to get board-level attention

Jamal Reimer breaks down how top-performing sellers win executive attention by using financial proficiency and customizing their selling approach to various business priorities:

Prove the cost of inaction

Executives move if waiting looks more expensive than changing.

✔ Quantify losses in dollars and connect with existing reports

✔ Frame costs in terms of wasted budgets or margin erosion

✔ Position your solution as cheaper than what’s in the market

Example: “Every month you’re delaying the solution, your business churn adds up to $180K in lost revenue. Our rollout costs less than one month of those losses.”

Leverage financial drivers

Executives care about board-level financial pressures.

➤ Utilize earnings calls and CFO commentary as indicators

➤ Associate solutions with working capital improvements

➤ Connect your perfect cycle timing with board meetings

Example: “Ahead of your next quarterly review, I can walk you through how we helped a peer cut days sales outstanding by 21%.”

Prepare with your champion

Great sellers are co-building their messages.

❖ Build decks connecting with decision-maker’s ROI concerns

❖ Rehearse presentations with champions using reporting flow

❖ Eliminate objections before they surface in meeting rooms

Example: Run your trial-and-error dry run where your champion role-plays objections from the CFO, then gradually refine your slide presentation.

Anticipate stakeholder needs

Executives hate committee delays.

Sellers who anticipate them win faster.

➔ Map out each function’s possible requirements (Ops, Finance, IT)

➔ Display rollout plan aligning timelines with stakeholder’s priorities

➔ Showcase visuals (e.g., GANTT charts) to make approval frictionless

Example: “Operations gets faster workflows in week two, Finance sees cash flow reporting by week four, and IT gets seamless integration at launch.”

Dopamine techniques of notable sales performers

Will Barron explains how most salespeople remain frozen. High performers turn activities into an organized, step-by-step workflow that produces motivation, accuracy, and results:

Avoid “ivory tower” sales process

Most top-down processes fail because of process ambiguity.

Sales leaders design without knowing realistic activities.

✱ Write down each buyer stage involved during the process.

✱ Give 2–3 specific actions moving prospects to the next step.

✱ Example: “Trigger event ➔ Build prospect checklist ➔ Cold outreach ➔ Run diagnosis call.”

Create your own feedback loops

A strong process improves over time. Review the last 90 days:

• Which customers closed fastest with only the least effort?

• What trigger events drove urgency (e.g., funding round)?

• What pains did they mention in discovery that resonated?

• What pricing structure are making deals move quickly?

Feed answers back into process so repetition compounds outcomes.

Make pipeline forecasts accurate

A defined process makes outreach reviews transparent:

➔ If deals are stalling at proposal, focus on moving them forward.

➔ If leads are insufficient, spend time on top-of-funnel outreach.

➔ Use your CRM tools for monitoring various deal sizes by phases.

Turn pipelines into a measurable game with compliance rules.

Trace members involved before contract signing

Mike Pinkel describes how a “yes” from prospects aren’t legitimate until deals are closed. Top sellers are driving every business step until sales revenues are really booked:

Business approval reality check

Don’t stop at your champion’s enthusiasm. Ask directly:

✔ Who gave you legitimate, official approval for the go signal?

✔ What exactly did they approve? Specific terms or just the idea?

✔ Has the CFO allocated budget, or are they currently “pending”?

Example: A rep heard “yes” from their director contact but later learned the VP only approved a smaller pilot. That mismatch delayed the deal by 90 days.

Take control, don’t get surprised

High-performing reps map out the full process early on.

➤ Begin from legal, security, and procurement workstreams in sync.

➤ Anticipate full-blown checklists instead of reacting spontaneously.

➤ Compress timelines by making approvals happen when possible.

Example: A rep sent the contract while also pre-launching the security review. By the time the legal department finished, infosec was ready too - closing three weeks faster.

Manage your quota with passion

Closing will be as much orchestration as selling to prospects.

❖ Build tentative deadlines connected to the buyer’s goals:

“We’ll need this signed by June 1 to hit your launch date.”

❖ Move from email threads to direct calls when issues stall.

❖ Involve exec sponsors to push group during slow periods.

Example: Procurement dragged their feet until the CFO sponsor called them directly. A once stuck, frozen deal closed in just a matter of days instead of the weeks projected.

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