🏗️ top seller habits

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Access these SalesDaily issues on effective high-performing sellers:

• High-performer tips

• High-performer keys

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

Don’t chase for perfect track record illusions

Gal Aga breaks down why selling myths get reps feeling broken when they’re not. Sellers have undergone missing targets, doubted their abilities, and questioned themselves:

Myth 1: Top reps have spotless track records

↳ Reality: Great reps have definitely crashed out sometime.

↳ Wrong company, poor sales timing, or lack of coaching.

Examples:

💬 A thriving, startup-based rep misses quotas after switching to mature enterprise firms.

💬 Another overperforms in healthcare but struggles when moved into financial services.

↳ Position challenges mean you’re learning different strengths.

↳ Trying never disqualified anyone from being a top performer.

Myth 2: If you’re good, sales feel effortless

❖ On LinkedIn, you see “closed 3 deals this week” posts everywhere.

❖ What’s missing: the potential 12 deals lost, or missed quarters.

Hidden advantages distort perceptions:

• Some reps get 50% of their pipeline from their LinkedIn brand.

• Others inherit warm territories or product-led inbound volume.

Example: The “effortless closer” who’s landing big enterprise deals often had strong champions pushing everything internally for months.

❖ You only see the finished product, never behind the scenes.

❖ Sales never feels effortless. LinkedIn makes it look that way.

Myth 3: Sales is a numbers game

The “doing more” cycle produces diminishing returns.

When reps fixate on activity without depth:

👉 Calls sound rehearsed and emotionless.

👉 Follow-ups lack context and get ignored.

👉 Prospects feel pushed, not understood.

Winning reps are the ones going deeper:

➤ Mapping the buying process with customers

➤ Building multithread connections inside accounts

➤ Providing insights that show business impacts

A seller’s value is in depth, not brute force activity.

Myth 4: You’re either born for sales or you’re not

✔ Top sellers are closing with different personalities:

• Introverts win by being calm, thoughtful, and listening more.

• Extroverts win by bringing high-energy and creating urgency.

Example: An introvert may quietly ask three sharp discovery questions that unlock a million-dollar problem. An extrovert might rally an entire buying group with storytelling.

✔ Both work depending on whether you’re playing to your styles well.

Myth 5: True closers are killers who never let go

➔ Deal closing happens months before the signature:

🎤 Making business cases for interested prospects

🎤 Equipping champions with internal proof points

🎤 Multithreading into departments for securing deals

Example: Reps nailing the final negotiation didn’t win because of a killer line. They won because champions had slide decks ready for the CFO, built together weeks earlier.

➔ Pushing helps, only when your foundation is strong.

➔ Otherwise, being a “deal killer” just gets you ghosted.

Myth 6: You have to memorize the 20 best discovery questions

✱ Reading perfect checklists doesn’t work in conversations.

✱ What matters is understanding the discovery objectives:

⇒ Problem

⇒ Root causes

⇒ Impacts

Example: Instead of asking memorized lines:“What keeps you up at night?”

Question naturally:

📌 “How are you currently solving this problem now?”

📌 “What happens if nothing changes in 6 months?”

📌 “Who else feels the challenges of this problem now?”

✱ Buyers care when you listen and uncover what matters.

Control the voices driving sales progress

Mark Hunter outlines five habits that separate 1% performers from everyone else. Top performers control their mindset, follow routines, and build repeatable systems

1. Decline them outright

📌 Top performers protect their schedules and priorities.

📌 They don’t chase shiny objects or react to everything.

• Example: Instead of dropping everything to handle a customer service issue, high-performing sellers instantly direct problems to the right department.

📌 Always focus on what’s urgent and necessary instead.

2. Control inside voices

➔ Sales is a mental game, and the voices you listen to matter.

➔ Negative voices drag you down. Positive voices move you forward.

• Example: Join pipeline review meetings with colleagues who consistently overperform, building competitive energy instead of doubt and complacency.

➔ Surround yourself with high-performers who challenge you.

3. Remain goal-focused

💡Elite sellers know their ICP and goals.

💡Top 1% don’t easily get distracted.

• Example: A rep blocks time every evening to set their priorities for tomorrow’s prospecting, ensuring they hit the ground running in the morning.

💡They review their objectives daily, before the day ends.

💡Every meeting has a clear outcome defined in advance.

4. Always stay disciplined

✱ Top performers live by structure.

✱ Their work routines rarely change.

• Example: A rep calls from 10–11:30 AM daily without exception

✱ Prospecting happens at the same time every day.

5. Build daily repetitions

✅ They build effective, repeatable systems.

✅ Nothing changes in their daily schedule.

• Example: Instead of writing new messages from scratch every time you’re pitching, top performers refine existing ones, and reuse them for different purposes.

✅ Proven templates are always in play.

Prep that makes you sound like an insider

Todd Busler explains why the best AEs prepare like they’re joining their prospect’s board firsthand, rather than just pitching their features and sounding like an outsider instead:

Preparing like consultants

↳ Research prospects like you’re writing case studies.

↳ Connect insights with potential touchpoints.

Before any meeting, he knew:

🔑 How the company’s main operations make money

🔑 Which customer segments drive revenue growth

🔑 Where executives are currently investing resources

🔑 What executives talked about during investor calls

🔑 What ICs posted about using business strategies

🔑 What hiring patterns are gradually being revealed

🔑 What leaders were saying in podcasts, earnings calls

Example: Instead of rehearsing product demos, he would study earnings transcripts.

If a CFO mentioned gross margin pressure, he framed the next meeting around “how to reduce customer acquisition costs without slowing growth” going forward.

Shifting discovery approaches

The majority of reps default with:

❌ “Tell me about your biggest challenges.”

❌ “Our customers usually run into X problem. Do you?”

His openers showed he understood the business context already:

✔ “I saw you’re expanding into APAC while doubling engineering headcount. Global expansion usually creates onboarding and compliance risks. How are you managing that?”

✔ “You just launched a freemium tier to broaden your funnel. But freemium often means higher churn results in 2–3 months. How are you thinking about customer education?”

✔ “Your CEO mentioned in the Q2 earnings call that net retention is the #1 priority. Most companies lean on expansion plays. What’s your strategy for enterprise accounts?”

Test your executives for strategic alignment.

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