Every top reps is doing this

Brian LaManna shared a powerful tip a while ago that every seller should use: "No-ask, value touches."

These are small interactions between meetings that build value without giving your prospect more work.

Here's how to do it:

• Review your last call: What did you talk about? What questions did they ask?

• Check their LinkedIn or recent company news.

• Share something valuable: a case study, article, or video related to your conversation.

• Stick to a weekly schedule: Discovery call on Monday, share valuable content on Wednesday, connect on LinkedIn on Thursday, and deliver a killer demo on Friday.

Remember, closing the deal is your top priority, but for your prospect, it's not as important. Always focus on adding value to stay top of mind.

Top Sellers DO's and DON'Ts

Neil Weitzman broke down a few points top performers do and what they avoid.

DO:

• They don't just watch tutorials, they apply that knowledge day in and day out. Constantly leveling up.

• Laser focus on executing their gameplan for success. Consistent grind.

• Always checking the metrics and iterating if something's not optimized right.

• Not afraid to ship new features and experiment with fresh approaches.

• Networking masters, constantly expanding their professional circle.

• Helping others out just comes naturally to them. Builds good karma.

DON’T:

• Give up after a half-hearted attempt when they don't see instant results.

• Spamming out a few cold emails then rage quitting when no replies.

• Using the same boring templates instead of personalizing their outreach.

• Weak subject game, nobody even opening their messages.

• Still learning from out-of-date docs and blog posts. Get with the times.

• Hard stuck in legacy mode, refusing to adapt their skillset.

• Coming across too thirsty and desperate instead of providing value.

Common theme amongst top performers

Anthony Natoli shares insights on what makes top performers stand out:

• Control focus: They know what they can control and what they can't.

• Concentration: They focus on what they can control.

• Letting go: They release what's beyond their control.

• Self-awareness: They understand themselves well.

• Emotional use: They use emotions as fuel.

• Mental health: They prioritize their well-being.

• Personal growth: They actively develop new skills.