What it takes to be a $1M earner

Sean Burke shares specific strategies for becoming a top performer and top earner on the Elite Selling Podcast:

1. Set continuous goals: Keep pushing for new targets without resting after successes.

2. Choose high-growth companies: Work for industry leaders experiencing rapid growth.

3. Focus on large deals: Target seven-figure deals and understand your earnings-to-quota ratio.

4. Prioritize new clients: Focus on acquiring new logos rather than managing existing accounts.

5. Opt for uncapped commissions: Seek compensation plans that offer no caps and accelerators.

6. Collaborate with finance and product teams: Work closely with these departments to close significant deals.

7. Use CRM dashboards: Track your sales velocity and keep data accurate for better decision-making.

8. Target ideal customers: Focus on a well-defined Ideal Customer Profile (ICP) and avoid fringe cases.

9. Leverage industry expertise: Use case studies to build credibility with clients.

10. Ask critical questions early: Determine the urgency, timing, and fit for your company in the sales process.

    
    

Proven sales strategies from a veteran

Keith Weightman offers valuable sales tips from his 17 years of experience:

1. Ask questions: Observe top performers. They ask many questions and listen more than they talk. Mimic their style, tone, and body language.

2. Focus deeply: Instead of spreading yourself thin, concentrate on a few key accounts. Know them thoroughly rather than knowing a little about many.

3. Improve writing skills: Good writing enhances thinking. Practice writing emails, business cases, and internal communications to outthink the competition.

4. Study influence: Learn Dr. Robert Cialdini's seven principles of influence: reciprocity, commitment, social proof, authority, liking, scarcity, and unity. These principles are timeless.

5. Embrace failure: Accept mistakes as learning opportunities. Fail often to learn and grow.

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Jamal Reimer’s key strategies

Jamal Reimer guides enterprise sellers by sharing key strategies from his experience:

1. Prioritize health daily:

   • Start your day early with prayer, meditation, and exercise.

   • Remember, a healthy body supports a healthy mind.

2. Focus on quality over quantity:

   • Deeply research your accounts to understand their pains, trends, and aspirations.

   • This makes your customer interactions more effective.

3. Give before you ask:

   • Offer value multiple times before making a request.

   • Introduce contacts, offer speaking opportunities, or help with hiring.

4. Leverage warm introductions:

   • Warm introductions are far more effective than cold calls.

   • Source these from your network, including board members and former colleagues.

5. Take small, strategic steps:

   • Break down complex sales tasks into manageable daily actions.

   • Focus on completing one key task each day.

6. Engage in deep work:

   • Dedicate focused time blocks for important tasks.

   • Work without distractions and take time to decompress afterwards.

7. Commit to continuous improvement:

   • Always strive to grow by pushing slightly beyond your comfort zone.

   • Aim for small, consistent improvements every day.

8. Build a strong network:

   • Develop a personal advisory board to guide you in different areas.

   • Your network can significantly impact your success.

9. Act quickly and reflect:

   • Action leads to results, so prioritize doing over thinking.

   • Reflect on your actions, adjust, and repeat the process.

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