High-Value sales approach

Brandon attributes his success not to stellar sales skills but to his unique approach:

• Built his calendar around high-value activities

• Used design thinking to solve problems

• Recruited others to help win big

• Made saying “no” his default

He emphasizes the importance of working purposefully and creating a personal playbook rather than following someone else's.

Brian LaManna’s DOs & DON'Ts

Brian shares his approach to sales. He's not an aggressive seller.

Here's what he doesn't do:

• Tie discounts to timelines.

• Badmouth competitors.

• Push prospects to sign at quarter-end if they can't.

• Raise his voice on calls.

• Use double-tap calls to bypass "do not disturb."

• Send email blasts.

Instead, Brian succeeds through:

• Effective initial outreach.

• Thorough preparation.

• Thoughtful questioning.

• Building long-term relationships.

• Consistently high standards.

Brian's advice: Top performers don't need to act like the Wolf of Wall Street.

Key traits of elite women sellers

Heather has coached nearly 100 top-performing women sellers over the past year.

She identified key traits common among these top performers:

1. Goal focused: They eliminate distractions and constantly assess if their actions align with their goals.

2. Efficient: They use an efficient sales system to save time and make more money sustainably.

3. Action-oriented: They prioritize action over perfection, consistently working on prospecting and deal activities.

4. Confidence building: They seek support and practice to build confidence where needed.

5. Supportive community: They lean into a community to handle the highs and lows of sales and combat isolation.