“You’re going to need the patience to endure long sales cycles. There’s just no way around it when you’re selling transformations, not transactions. ” – Brandon Fluharty in today’s Tip 1089
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Join the conversation below and check out the full audio from Brandon Fluharty’s presentation!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from a bonus episode I shared on the Sales Success Stories podcast yesterday. That episode is the full audio from Brandon Fluharty’s presentation on 7 Steps to Earning 7-Figures in SaaS Sales. Here’s just a taste:
Brandon Fluharty: So without even selling anything for the rest of the year, guaranteed to lock in 1.1 million. So over 3-year average about 1.14 million. So it’s not just about getting into the 7-Figures Club. It’s about how do you stay there. How do you operate in a unique way at an elite level without burning out, without hustling. That’s really what I’m excited to share with you today.
A couple of other things here that I think is important to point out. We’ve got to be realistic about earning over a million bucks a year in SaaS sales. So I’ve brought it down to 3 things that I think are critical that you have to do to really put yourself in a position to earn over a million bucks a year.
The first thing is you’re selling into large enterprises and nothing against SMB sellers or mid-markets. I’ve seen people make a lot of money. I’ve been there myself in those categories but really, to bring home 7 figures, you’ve got to be selling to large enterprises. And this is not an end-all-be-all here, but we define an enterprise at LivePerson as a company that has 5000 employees for more.
The second thing that’s really important is you actually have experience selling to large enterprises. So if you’re coming into enterprise selling for the first time, I hope you proved me wrong, that you can go right into earning over a million bucks. But again, this is not set in stone. But I think you need a few years’ experiences because you’re going to need that experience. You’re going to need that confidence when you’re sitting across the table from a CEO of a Fortune Seven Company talking about how you can make healthcare as personalized as music playlists. True story there.
And then the third thing to consider is you’re going to need the patience to endure long sales cycles. There’s just no way around it when you’re selling transformations, not transactions. You’ll be getting into that a bit later. It’s going to take a while. You’ve got to go through the proper motions with security audits, reviews, legal negotiations, especially for net new business.
Scott Ingram: For a link to the full audio, Brandon’s LinkedIn profile, and his page where you can sign up for the announcement of the release of his 7 Steps to 7 Figures ebook, just click over to DailySales.Tips/1089 and we’ll have everything for you there.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!