Think like a brand

Brandon Fluharty provides advice for salespeople aiming to become world-class performers. Here's a breakdown of his framework:

• Address personal and professional issues: Identify whether your challenges are personal or professional. Fix personal issues like poor sleep or stress first to improve overall performance.

• Baseline performance: Stay organized and manage your time efficiently. Avoid being a people pleaser and set boundaries to prevent mediocrity.

• Pro performance: Focus on activities that boost your energy. Be mindful of your time, energy, and attention, and eliminate distractions.

• Elite performance: Think of yourself as a brand. Aim to make a transformative impact and use systems to scale your influence.

• World-class performance: Focus on your unique skills and think in terms of creating new categories. Leverage your abilities to achieve large-scale impact.

  
  

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How to be an elite sales pro

In the Surf and Sales podcast episode featuring Paul Caffrey talks about becoming an elite sales professional. Here are some specific tips for salespeople:

1. Preparation is key: Understand your prospects' needs and prepare thoroughly for sales conversations. This is crucial for success, especially in a competitive market influenced by AI.

2. Work smarter, not longer: Outperforming competitors doesn't mean working more hours. Focus on strategic efforts and being well-prepared.

3. Purposeful meetings: Avoid being busy for the sake of it. Focus on the purpose of each meeting and what can be achieved for all participants.

4. Ask the right questions: Before a demo, understand its importance, desired outcomes, the client's current situation, and the competitive landscape. Know the client's decision-making process.

5. Plan for events: For sales kickoff events, identify target companies and connect with organizers early. Have multiple presentation ideas ready.

6. Entrepreneurial journey: A solid track record provides a safety net. Returning to a job isn't a failure if new ventures don't succeed.

7. Networking and market adaptation: Continuously network and adapt to market demands to maintain a strong pipeline of business opportunities.

8. Side hustles: Only transition a side hustle to a full-time job when your lifestyle remains stable and there's market validation. Don't quit a stable job without a safety net.

9. Human element in sales: Despite AI advancements, maintain a human touch in sales processes. Focus on quality interactions and relationships.

10. Proven sales processes: Stick to proven sales processes. Sales leaders should provide evidence of their effectiveness to build trust.
    

Inside a top AE's strategy

Mike Gallardo shares how an AE on his team achieved 402% in Q2:

• Relentless learner: Constantly seeks to improve skills in discovery, demos, and negotiations.

• Self-aware and humble: Welcomes feedback and continuously works on self-improvement.

• Professionalism: Positions herself as a consultant with strong executive presence when dealing with HR leaders and the C-Suite.

• Bold in making asks: Quickly involves the right parties for big deals and ensures access to necessary resources and support.

• Adaptable: Embraces change, learns quickly, and advances business goals.

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