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Focus on high-quality deals only

Salman Mohiuddin explains why keeping low-quality deals wastes time. He sets expectations—if something doesn’t meet criteria, he cuts it.

The result? A stronger, foundational business pipeline.

1. What’s the business problem they’re solving?

A vague problem means no urgency.

⇢ Generic issues like "manual processes" or "lack of visibility" don’t count.

⇢ A real problem sounds like:

• Disconnected cloud apps (AWS, SFDC, ERP).
• Dev teams manually coding to meet business needs.

↳ If all problems sound the same, you don’t understand them well enough.

2. How are they getting the job done today?

Your prospect is already solving the problem—just not efficiently.

⇢ If they’re just “spending too much time on manual work,” that’s not enough.

⇢ Instead, look for specifics:

• They rely on Excel, ETL tools, or manual coding.
• Simple integrations take weeks or months.

↳ Know exactly how they operate before you pitch.

3. Does someone with real influence care?

No power = no deal.

⇢ If you’re only talking to an IT manager, you’re wasting time.

⇢ Instead, focus on:

• VP of IT or Head of Product.
• Champions who are actively driving change.

↳ Multithreading with decision-makers ensures real progress.

4. What’s the impact of the problem?

If the business impact is weak, the deal won’t move.

⇢ “Reducing productivity” is too broad—it won’t drive urgency.

⇢ Look for hard consequences:

• A delayed product launch.
• Revenue loss due to slow data integration.

↳ If they wouldn’t regret inaction in 3 months, the urgency isn’t real.

5. Is there a meaningful next step scheduled?

A follow-up call doesn’t mean real progress.

⇢ There’s a difference between a “next step” and a meaningful next step.

⇢ A real next step looks like:

• A demo scheduled with senior tech leads + business decision-makers.
• A pre-demo call with your champion.

↳ If there’s no clear path forward, the deal is just fluff.

How I turn productivity into revenue

Jeremy Miner shares how focusing on income-producing activities helped him achieve greater sales with fewer work hours.

You can outsmart other salespeople who waste time on distractions by applying these productivity strategies.

1. Focus on income-producing activities

Avoid distractions and prioritize activities that directly lead to sales.

⇢ Spend your time talking to prospects and preparing for meetings.
⇢ Avoid wasting time on social media or excessive email checking.

↳ Prioritize actions that result in direct income.

2. Prospect time blocking

Schedule specific times for prospecting without interruptions.

• Set dedicated hours for cold calling and lead follow-ups.
• Block off time for focused, uninterrupted work.

↳ A structured schedule helps maintain focus on high-priority tasks.

3. Email management

Limit email checks to a few times per day to avoid distractions.

⇢ Check emails only during set times, not constantly throughout the day.
⇢ Consider using an assistant for urgent emails.

↳ Minimize distractions and keep your focus on productive activities.

4. Structured workday

Create a daily schedule that allocates time for specific tasks.

• Block time for cold calls, meetings, and other key activities.
• Stick to the schedule for consistency and efficiency.

↳ A planned day increases productivity and reduces decision fatigue.

5. Referrals

Make time to ask satisfied clients for referrals.

⇢ Reach out to clients after solving their problems.
⇢ Leverage referrals to increase sales opportunities.

↳ Referrals can contribute significantly to your sales success.

6. Avoid common phrases

Be mindful of overused phrases when following up with prospects.

• Avoid saying "just following up" or "checking in."
• These phrases can come across as unoriginal and off-putting.

↳ Use more personalized and value-driven communication to engage prospects.

7. Consistency and Focus

Stay dedicated to your plan and avoid distractions.

⇢ Stick to activities that lead to sales.
⇢ Keep your working hours productive and focused.

↳ Consistency is key to building long-term success and productivity.

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Say no to distractions, yes to revenue

Ian Koniak points out how hard work doesn’t matter if you’re focused on the wrong things.

He breaks down what truly drives results for Enterprise AEs in 2025—where to spend time, what to cut, and how to execute at the highest level.

1. Deep research before outreach

⇢ Understand how your clients make money and what they sell
⇢ Find their top goals and key initiatives
⇢ Use available resources to gather this quickly

↳ A well-researched approach makes conversations relevant and effective

2. Develop a strong point of view

⇢ Identify how your solution helps achieve their top priorities
⇢ Learn from past clients with similar goals
⇢ Be ready to tell compelling success stories

↳ Executives respond to insights, not generic sales pitches

3. Prospect directly to decision-makers

⇢ Target executives who care most about meeting company goals
⇢ Personalize outreach based on research
⇢ Focus on fewer accounts with more touch points

↳ It takes 8-10 attempts to book a meeting, but most reps stop at 1-3

4. Flawless deal execution

⇢ Prioritize pipeline over anything else
⇢ Allocate time based on deal size
⇢ Drive a mutual action plan and manage every step

↳ Big deals require precision, coordination, and daily focus

5. Busy work that doesn’t drive revenue

• Too much admin work kills productivity
• Delegate or say no when possible

↳ Being busy isn’t the same as being productive

6. Meetings that don’t add value

• Skip meetings where you don’t contribute
• Focus only on discussions that help customers

↳ Internal calls should serve your sales efforts, not waste time

7. Saying yes too often

• Every yes to a distraction is a no to your goals
• Protect your time and learn to decline requests

↳ Focus on your customers, not just being agreeable

8. Letting distractions steal focus

• Stay off social media and avoid unnecessary conversations
• Cut out habits that waste time during work hours

↳ Distractions don’t close deals—discipline does

Partnering with these newsletters:

• Seven Deadly Stupidities: Avoid costly business mistakes

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• The Follow Up: We talk about Sales like your friend

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