Daily habits of top salespeople

Ian Koniak highlights the importance of focusing on meaningful tasks for long-term sales success.

He emphasizes doing hard, high-value work daily instead of wasting time on busy work that feels productive but isn’t.

Here’s the breakdown:

• Avoid busy work: Tasks like clearing emails, Slack messages, updating the CRM, and attending non-critical meetings. These are easy but offer no lasting value.

• Focus on hard work: Spend time on tasks that drive real results:

  • Research top accounts and craft a strong point of view.

  • Write tailored emails to senior executives.

  • Call executives who don’t respond.

  • Create personalized prospecting videos.

  • Build account plans and coordinate team strategies.

  • Use storytelling in proposals to evoke emotion.

  • Strategize to connect with key decision-makers.

  • Engage with executives to align on transformational deals.

Hard work is challenging, requires deep thinking, and delivers lasting results.

The key to success is consistency:

• Work on high-value tasks Monday through Friday.

• Stay disciplined and focused during work hours.

Ian suggests committing to deep work daily if you want to be a top performer. He offers coaching to help with discipline, focus, and tackling procrastination.

Why top salespeople stick to routines

Mark Hunter explains five habits that every top sales performer must master. He provides actionable strategies to improve focus, discipline, and results.

Say no: Stop responding to low-value tasks and requests.

↳ Avoid distractions like customer service work or irrelevant ideas. Focus only on what directly impacts your goals.

Filter voices: Surround yourself with positive influences.

↳ Avoid negativity, whether it’s internal doubts or external criticism. Align with high-performing peers who challenge and inspire you.

Stay focused: Define clear objectives daily, weekly, and monthly.

↳ Review your tasks the day before and ensure every action has a specific purpose. Consistency is key.

Be disciplined: Stick to routines even when they seem boring.

↳ Top performers follow structured schedules and avoid getting sidetracked by "shiny objects."

Use repetition: Develop repeatable processes for prospecting, emails, and calls.

↳ Avoid reinventing the wheel every time. Use scalable systems to save time and ensure consistency.

How a salesperson doubled their win rate

Meghann Misiak shared how a tech salesperson selling six-figure deals to Fortune 500 companies doubled their win rate in a year.

These are the exact strategies that worked:

⇢ Understand buyer priorities deeply

Don’t just sell on value like outcomes or big-name clients. Shift the conversation to what matters most to buyers—risks, the total cost of change, and their priorities.

Ask open-ended questions and explore what they care about in detail.

⇢ Work closely with internal champions

Stop presenting to your buyers. Instead, involve your champions in creating the pitch.

Build content together, prep for meetings as a team, and establish trust by treating them as co-creators of the solution.

⇢ Turn proposals into business cases

Replace static proposals with interactive pricing workshops. Co-develop plans with champions to address pain points, gains, implementation steps, and investment needs.

This doesn’t just sell your project—it arms your champion with what they need to convince their leadership.

⇢ Address risks and objections openly

Anticipate and prepare for objections. Create a slide or document listing the main risks or reasons buyers might hesitate.

Use it to spark open discussions about their concerns instead of leaving them unspoken.

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