Brandon Fluharty is the number one top seller at LivePerson out of Sarasota, Florida, an organization that aims to make life easier by transforming how people communicate with brands. In his role as Vice President of Strategic Account Solutions, Brandon focuses on acquiring top-tier, strategic enterprise accounts. Through a combination of sales expertise and his PREP approach, Brandon has been able to close over $40M in sales in less than three years.
In this episode, Scott and Brandon catch up on all the incredible things Brandon is doing currently. Brandon shares some of the top tools and practices that have been critical to his success, including monitoring and regimenting his sleep, his ninety-minute daily routine, and his Thrive Scorecard. He speaks to the importance of bringing emotion into the deal process and provides examples of how he’s used his creativity to help close large deals. Brandon expounds on how he has designed and developed a unique way to operate consistently at a high level.
Brandon and Scott discuss Brandon’s mission to use his role as an active strategic seller to be a beacon to others. Brandon talks about how he wants to elevate the role of sales to that of other high-level professions, like professional sports. It is his belief that the best sales pros should operate in a similar way to world-class professional athletes so that one-day young people will say “when I grow up, I want to be a professional salesperson.”
What We Covered:
00:01 – Scott thanks the sponsors of today’s episode, Proposify, Outreach, and Gong
00:38 – Scott welcomes back to the podcast, Brandon Fluharty who catches us up to speed on what he’s been up to at LivePerson
03:09 – Brandon expounds on his sales results
09:39 – Brandon talks about the concept of ‘sleep debt’ and the various tools he uses to track his sleep and health
16:05 – Scott shares a revelation he recently had and Brandon adds his views on the evolution of sales
25:20 – Brandon takes the audience through his 90-minute daily start routine
30:56 – Brandon talks about his Thrive Score
37:55 – The mindset surrounding Brandon’s mission to become a world-class sales athlete
45:34 – Brandon expounds on the term he coined, ‘flexipline’
48:23 – Brandon talks about how he manages deals
54:06 – Brandon speaks to the evolution of the PRFAQ
1:01:21 – Other habits Brandon is incorporating into his sales process
1:06:06 – How Brandon decides to manage his internal resources
1:09:11 – Brandon speaks to the importance of communication and bringing emotion into the deal
1:11:33 – Final words of wisdom from Brandon
1:14:28 – Scott thanks Brandon for joining the show and promotes the upcoming 2021 Sales Success Summit
Tweetables:
“I wanted to understand what are the trends that make me feel satisfied at the end of each workday and then building the routines to repeat whatever makes me feel happy and satisfied in my work and also produce some good results and do it in a way that’s not constantly hustling and working, well hey, that sounds like utopia.” (08:08)
“Personally, over the past year since I really started honing in on this kind of data, I have looked more at those as my driving KPIs for performance.” (18:47)
“For me, I don’t need a whole lot of deals in a year to make my quota and make a lot of money. So, for me, I want to go deep on these really large transformations with Fortune 10 brands.” (32:23)
“To me, we need more sellers feeling like this truly is a craft and not just something we happen into.” (41:13)
“I think the other thing that is super helpful is that you have to be selling a good product. I wouldn’t be able to get the deal velocity done if I wasn’t selling something impactful and cool and enterprise-grade and secure.” (1:02:19)
Links Mentioned:
[email protected]
Sales Success Stories Podcast
2021 Sales Success Summit
Brandon Fluharty on LinkedIn
Brandon Fluharty on Sales Success Stories Interview
Sponsors Mentioned:
Tools Mentioned:
WHOOP
Oura
The Pomodoro Technique
Knowable
Evo Planner
Rise App
Sunsama
Vidyard
Todoist
Books Mentioned:
Deep Work
When
Atomic Habits
The Daily Stoic
Reality Is Broken