Habits That Drive Sales Success

 I've managed 300+ salespeople and worked with the best in the world. The difference between average and exceptional? It's not talent. It's not luck. It's these 5 habits that EVERY top performer shares 👇 1 - They shut up and LISTEN The old "gift of gab" salesperson is dead. Today's best salespeople? They're like therapists. ↳ They ask one question and let you talk for 5 minutes ↳ They lean in when you speak ↳ They take notes on what matters to YOU Your mouth should be closed 70% of the time. Your ears? Wide open. 2 - They're problem-solving MACHINES Average salespeople sell products. Top salespeople sell solutions. Big difference. They don't pitch features. They diagnose problems like doctors. Then prescribe the cure. Every call is: "What's broken? How can I fix it?" 3 - They eat rejection for BREAKFAST I've seen salespeople cry after one "no." I've seen others get 50 "no's" before lunch and still smile. Guess who hits quota? The best salespeople know: Every "no" gets you closer to "yes" Rejection isn't personal Your attitude is your superpower Bounce back faster = Bank account grows faster. 4 - They work SMART (then hard) Working 80-hour weeks? That's not impressive. Working 40 hours and crushing quota? That's impressive. Top performers: ↳ Use AI to write follow-ups in seconds ↳ Qualify HARD so they don't waste time ↳ Focus on activities that actually close deals Work smarter first. Then harder. 5 - They're learning ADDICTS The sales playbook from 2020? It's dead. The one from 2023? Dying. The best salespeople I know: Read 1 sales book per month Test new approaches weekly Study their wins AND losses If you're not learning, you're losing. Here's the truth: These aren't talents you're born with. These are choices you make every day. I've watched average salespeople become superstars. All because they committed to these 5 habits. Which one will you start with today? P.S. What habit has made the biggest difference in YOUR sales career? Drop it below - I read every comment 👇

I've been in sales for 17 years The reps I've seen go from average to exceptional didn't suddenly get better at closing. They just did ten small things that most people skip. Nobody talks about these. No one teaches them in onboarding or SKO. But cumulatively? They make a massive difference. Ten underrated habits that will make you a better salesperson: 1. Ruthlessly cleanse your pipeline every week. Hopeful deals are just a distraction in disguise. 2. When an unexpected free hour appears in your calendar - prospect. Don't fill it with admin. 3. Send a pre-meeting email telling your prospect exactly what they'll get from the call. Sets the tone instantly. 4. Send a post-meeting email summarising what you learned. Not what you pitched. What you heard. 5. Connect with ten ideal prospects on LinkedIn every single day. 6. Listen to one of a colleague's calls each week. You'll learn more than any generic training course. 7. Listen back to one of your own calls every day. Most reps never do this. It shows. 8. Send a video to stakeholders in a deal you haven't spoken to yet. Don't wait to be introduced. 9. Follow up your closed lost list every quarter. Circumstances change. Timing changes. People change jobs. 10. Before a key meeting each week - talk through your game plan with your manager or coach. Hardly anyone does this. Which is exactly why you should. Small things. Done consistently. Compounding quietly. Any to add from your experience?

Most sales advice is loud. Crush your quota. Dominate your market. Close or die. There's no need to be so dramatic, slow down, and work on the small things that actually close deals. There are habits that separate elite sellers from the rest — and no, it’s not the secret “closing script” someone tried to sell you for $49.99. Elite sellers do the unsexy things consistently: ✔️ Prep like it actually matters (because it does) ✔️ Follow up without being haunted by the fear of “looking desperate” ✔️ Ask sharper questions that make buyers say, “Oof… good one” ✔️ Take notes like they’re studying for the sales finals ✔️ Practice — yes, out loud, even if their dog judges them ✔️ Track tone, timing, and momentum like a sales Fitbit ✔️ Stay calm in the storm (even when the storm is the CRM freezing again) ✔️ Listen way more than they talk ✔️ Show up — on time, prepared, everyday ✔️ Obsess over the buyer’s success, not just the commission Meanwhile, some reps are still out here saying, “I don’t need prep… I’m better when I wing it.” Spoiler: You are not, in fact, better when you wing it. Elite sellers don’t rely on luck — they rely on being consistent using these habits. #TakeADeepBreathe #StayCalmInTheStorm #Sales #ColdCallingTips #SDR #BDR #LeadGen #Practice #FollowUp #Listen #Prep #TakeNotes #DoTheHardStuff #EvenWhenNoOneIsWatching #Tone #ShowUp #BuildingPipeline #BuildingRelationships

Success in sales isn’t about luck or timing—it’s about ownership, discipline, and consistency. I see it all the time: salespeople wait for the “perfect moment” to reach out, or they think too much instead of taking action. Here’s the truth—the only bad call is the one you never make. Prospecting isn’t something you do “when you have time.” It’s a daily habit, like a muscle that gets stronger the more you work it. The more consistent you are, the more momentum you build, and the more confidence you gain. Planning ahead matters too. End your day by mapping out tomorrow—who you’ll reach, what your message will be, and what the next step looks like. Preparation removes hesitation and keeps you moving forward. Every interaction should bring value. Don’t just sell features—help your prospects think differently about their business. Follow up, bring insights, and show them you understand their challenges. And above all, check your attitude. Focus on helping others succeed, and your results will follow. Success in sales isn’t given—it’s earned by showing up, taking action, and creating momentum every single day.

What are the top 2 things that seperate the top 1% of sellers from everyone else? It’s not their talk track. It’s not their product. It’s not even their selling skills. It’s honesty and authenticity. Last week I hosted a Fireside Chat with Scott Ingram, founder of the Sales Success Stories Podcast. Scott has interviewed more #1 reps than anyone in the world, and every single one of them wins the same way: they tell the truth and they show up as themselves. 1. Honesty builds trust In a world filled with automation and fake personalization, honesty cuts through the noise. Top sellers tell the truth even when it’s uncomfortable. They admit when their product isn’t the best fit and refuse to oversell. That transparency earns trust, and once a buyer trusts you, you’re already halfway to the win. 2. Authenticity creates connection The best sellers don’t pretend to be someone else. They lean into their strengths and show up as their true selves. When you stop performing and start connecting, you build relationships that last. As Scott said, “Nobody can do you better than you.” These two traits tie directly into one of the biggest lessons of my career: Inward to Outward Selling. When I stopped chasing my quota and started focusing on helping my customers’ hit their goals instead, everything changed. Top sellers don’t focus on their numbers first; they focus on helping their customers hit their numbers. And they trust that hitting their own sales numbers will follow suit. Other key takeaways from the Fireside Chat include: ✅ Trust matters more than being liked ✅ Top reps qualify through getting customers to take action ✅ Executive sponsors win deals. We spoke about creative strategies to get direct access to decision makers early on. ✅ Internal relationships matter as much as external ones ✅ Serve before you sell Technology evolves. Tools change. But honesty, authenticity, and an outward focus never go out of style. If you want to stand out with your customers, don’t try to become a great salesperson. Focus on becoming a great person instead. And watch your results skyrocket. 🎥 Watch the full Fireside Chat here: https://lnkd.in/gJDPihN4

Sales teams often build from the top down. That’s why they break. I’ve spent decades studying what separates consistent performers from one-hit wonders. It comes down to this pyramid. Start at the foundation. Habits. Three clear priorities every morning. Follow up with purpose, not just to check in. Maintain clean systems. Build momentum through small daily wins. Consistent structure beats motivation every time. Next level up. Skills. Discovery that uncovers real impact. Objections handled early, not late. Negotiation anchored on outcomes. Demos that show value created, not features listed. The best sellers talk less, listen more, and guide with intent. Then comes Mindset. Treat rejection as feedback, not failure. Build confidence through preparation, not personality. Stay curious. Optimize for learning first, outcomes follow. Growth-oriented sellers outperform those chasing quick closes. Now you’re ready for Process. A predictable pipeline rhythm. Templates that move fast but personalize where it matters. Measure what converts. Forecast with evidence, not optimism. Disciplined process closes more deals than instinct alone. Finally, Edge. Build a reputation that precedes the meeting. Share wins and playbooks internally. Run experiments, not guesses. Coach others. Visibility and credibility create warmer referrals and more inbound.

Everyone talks about big B2B sales “strategies” in APAC...... There is no magic bullet. But the most effective sellers I’ve seen and trained win on tiny habits, done consistently. One truth above all....listen. That's it. A few others that actually matter in this region: • They check local market context before every call, not just the global account notes. • They’re intentional with time zones and send follow-ups during the buyer’s working hours. • They spend the first few minutes building rapport before jumping into business. • They ask one extra clarifying question and listen closely, especially across cultures. • They recap calls in simple, clear language to avoid misalignment. • They document stakeholders carefully. Buying committees in APAC are rarely linear. • They stay patient and nurture relationships over time, not just the quarter. • They block daily focus time for outreach instead of reacting to messages all day. Nothing fancy. Just disciplined, respectful execution. In APAC B2B sales, trust compounds faster than tactics. What small habit has made the biggest difference for you? . . . . #B2BSales #APACSales #EnterpriseSales #RelationshipSelling #SalesHabits #GoToMarket #linkedin #sales #leaders #customers #habits

I spent my first year in sales, pushing too much and it nearly tanked my career. Decades later, after leading sales teams through every market cycle, I’ve learned that success isn't about slick talking. It’s about systems, psychology, and grit. Here are the 10 non-negotiable rules for anyone starting out today, paired with the exact resources that shaped my career: Listen 60% of the time. Read: "Just Listen" by Mark Goulston to master active discovery. Sell outcomes, not features. Read: "Value-Based Selling" frameworks via Harvard Business Review articles. Treat rejection as data. Listen: "The Sales Evangelist" podcast for building rejection resilience. Follow up relentlessly. Read: InsideSales data studies on optimal cadence timing. Prioritize high-intent leads. Read: "Fanatical Prospecting" by Jeb Blount for pipeline efficiency. Prospect every single day. Read: HubSpot’s Sales Blog guides on daily pipeline protection. Lead with genuine empathy. Read: "Never Split the Difference" by Chris Voss for emotional intelligence. Qualify hard and early. Study: The BANT and MEDDPICC frameworks via Gartner Sales insights. Detach worth from quota. Read: "The Daily Stoic" by Ryan Holiday for mental resilience. Become an industry expert. Read: Your target market's specific McKinsey & Company industry reports. Sales is a compounding game. What you build today pays off next quarter. Which of these rules or resources have transformed your sales career the most? #SalesTips #SalesLeadership #Prospecting #SalesTraining #CareerAdvice

A year ago, it was just an idea. 12 months later, we’ve closed over $800,000 in sales. Here are 10 key moves that got us there (and might help you on your journey too). 1. 100M Offers by Alex Hormozi - This book was a game changer. We used it as a blueprint to refine our offer, define our niche, optimize pricing, and craft a compelling guarantee. 2. 90 Days of Action - our goal-setting cohort was critical to our success. It helped us: • Set a clear target: $1M ARR in 12 months, with a goal of 5 clients in Q1 • Develop a detailed plan—because a goal without a plan is just a dream • Focus on inputs (emails, calls, posts) over outcomes (closed sales) • Stay accountable through a supportive community 3. Sold to Our Network First - our earliest clients came from relationships we’d already built. Don’t underestimate the power of your existing connections. 4. Learned LinkedIn & Social Selling - this platform unlocked massive opportunities for FreedUp. • I worked through Justin Welsh's LinkedIn OS (great course) • Darren McKee's LinkedIn & Social Selling cohort was the best business decision I made last year. The impact? Hundreds of thousands in revenue. • Consistency: Five posts weekly with 10 thoughtful comments and five meaningful DMs daily. 5. Invested in Sales Coaching - I worked with THE Chris Ray. He helped me develop a sustainable sales framework, tech stack, and operating cadence. 6. Prioritized Reps Over Perfection - growth in sales comes down to two things: coaching (see above) and reps. Just like athletes hone their craft through relentless practice, we put in the reps to keep improving. 7. Focused on Action Before Optimization - you can’t optimize a sales habit that doesn’t exist. I prioritized taking action over seeking perfection. Most of the time, I didn’t need more information but more courage and consistency. 8. Built a Top-Tier Service - we believe our services are second to none. Our team, the incredible EAs we've hired, and the EA Operating System we’ve built will become the industry standard. 9. Made Smart Hires - Bringing on someone as talented as Pammela Hernandez, CHRP® was a massive win for us. She’s fostered a culture of excellence while keeping things fun. 10. Care Deeply About Our Customers - as Alex Friedman recently wrote, "The biggest moat in startups? Actually caring about your customers." We obsess over client success, not chasing vanity metrics. I spend a significant part of my week talking with clients, understanding their needs, and finding ways to add more value. Bonus: We didn’t quit. Startup life tests you. The work is hard, but managing the stress is even harder. There were countless moments when Aaron and I wondered if we should keep going. I’m glad we did.

Sales has a brutal feature most careers don’t have: You can do everything right and still lose. The call can be good. The problem can be real. The prospect can like you. And the deal still disappears. Maybe the budget froze. Maybe the CEO stepped in. Maybe a competitor came with a discount. Sales outcomes are rarely controlled by effort alone. But here’s the part most people misunderstand: Bad days in sales are not signals to slow down. They are signals to increase exposure. One quiet day can erase weeks of effort if you stop. That is why top reps build a system that survives emotional swings. Here are a few practical rules experienced reps follow: 1. Separate effort metrics from outcome metrics Deals closing is an outcome. Calls made, conversations started, meetings booked — those are effort metrics. You control effort. The market controls outcomes. Strong reps track things like: • Calls per day • Conversations per day • Meetings booked per week • Pipeline created per month If those numbers are healthy, results follow. 2. Never evaluate a single day Sales is a probability game. A bad day feels personal, but the math doesn’t work that way. Evaluate performance over: • 2 weeks of activity • 30 days of pipeline • quarterly deal cycles Daily results are noise. Consistency is the signal. 3. Losses are part of pipeline math If you are not losing deals, you are not playing a big enough game. Professional sales pipelines often look like this: • 100 prospects contacted • 20 conversations • 8 meetings • 3 real opportunities • 1 closed deal Which means 99 interactions produce no revenue. That’s normal. 4. Emotional discipline is a real sales skill A bad day tests mindset more than skill. Average reps take rejection personally. Strong reps treat rejection as data. They ask: • Was the ICP correct? • Was timing wrong? • Did the deal stall earlier? • Did the champion disappear? Then they adjust the process and keep moving. 5. Momentum beats motivation Motivation disappears when results are slow. Momentum comes from routine. The best reps protect a few habits every day: • Call block in the morning • Follow-ups before lunch • Pipeline review in the evening • Learning one improvement daily Routine keeps the engine running even when confidence drops.