“Once you align yourself with the thing that you love doing, the opportunity is just absolutely endless.” – Bryan Elsesser in today’s Tip 915
Are you holding yourself back from President’s Club?
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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 from Bryan Elsesser. Bryan is VP of Sales at SaaStr, and an accomplished sales leader and strategist, having led numerous successful high-velocity sales and sales development teams across SaaS, AdTech, and MarTech. He’s a thought-leader, champion of the sales community, and has twice been named a LinkedIn Sales Star by Sales Success Media (hey that’s us!) Here he is:
Bryan Elsesser: You, you’re the thing that’s holding yourself back from President’s Club. What do I mean by this? I mean that you will find anything to get in your own way. “Oh well, I had to file paperwork.” “Oh, the leads aren’t that great.” “Oh, man. I mean, they just never followed up with me. It was a no.” You have to do the work. Presidents Club is for those that put in the grind. That’s it. That’s the trick. That’s the secret sauce. But what does it really mean, means being organized. You need a system. You need to have a way that you can organize yourself so that you can know what you need to do to get there. You need to have routine. You got to be that person, I don’t care if you’re up at 5:00 a.m. or not, I hear those talks. That’s not for everybody. That’s for some people. But what is for everybody is getting into a routine. And that routine has to be the one that allows you to lean in. Three you got to align your passion.
Let me put something out there for you. If you’re not passionate about what you’re going to sell, you’re not going to sell it. That’s no secret sauce. That’s just truth. Right? Could you imagine being super passionate? What’s the number one thing that you have in your brain that you’re super passionate about? And you think about it and you digest it and you’ll love it. And you wake up in the morning and you think about it, you just want to do more of it and you want to sell more of it. You want to be a part of it more. That is how you sell more. That’s how you sell more. You have to be aligned.
If you wake up kind of dreading following up with prospects, kind of dreading the product that you’re selling. It’s quite possible that this is just not the right one. That’s OK. Believe it or not, there are thousands of people out there right now looking to hire you and they’re all different products and they’re all different companies. So do yourself a favor. Go get aligned with your passions. Go sell that. There’s always that advice out there that’s like once you are aligned with what you love to do and you do what you love to do, then the money will come. Then all the great things will happen. That’s the same thing in sales. There are so many things to sell. Once you align yourself with the thing that you love doing, man, the opportunity is just absolutely endless, endless, and then you got to outwork everybody.
Listen, I’ve never met a President’s Club winner that just did it, that woke up, didn’t put in the work, was blessed with God’s sales. Like it doesn’t work that way. You got to put in the work. You got to be able to wake up before everyone. Work before everyone, work later than everyone or be smart enough to come up with a process that outperforms everyone. But the work is has to be there. There’s no such thing as Presidents Club without the work. And I put one of the things out there for you.
You might think that you’re selling the top line product that you have, that you’re pitching large. Right? Chances are right now you’re pitching safe. There’s nothing wrong with that. If you know you’re going to have quick wins that you by pitching safes, you can have some quick wins and great, do it. But you need to be able to pitch large enough as well and with confidence that those big deals come along with the smaller ones. Because when you start getting like a roll of large deals, that is how you hit goals quicker. That is how you accelerate your earnings. That is how you take yourself to that next level. And then all the other deals that come and follow it are what catapult you above everybody else. You have to know how to sell large.
I put one other thing out there for you, Mister or Miss Presidents Club Seeker. You need to be able to develop relationships. You have to develop relationships. Look, people buy from people. That’s an old phrase that I think actually goes somewhat like, “Yeah, OK, I know,” but it’s actually true, right? When you develop a relationship with somebody, truly like a friendship with your prospects. Now, now some magic is going to happen because believe it or not, as long as you stay in a similar field in this industry, those people will be the people you sell to for the entire career, for your entire career you will always go back and farm that list if you do it right.
People that are building relationships that get this accelerate their network and have a laundry list, a huge, huge Rolodex of people to go and prospect into. These are a top sellers do. They own these things and by owning it, they know that when they wake up in the morning, they’re going to maximize their day and they’re going to outperform and outshine anybody else that comes up against them. And these are your President’s Club winners.
I put this out there for you. What I just described represents 1% of the sellers that are out there, 1%. Is not because we want it to be that way, not because that’s a rule, not because that’s a law, because only 1% of our profession is willing to do what it takes to get there. There’s room, right? There’s 99% of other people that probably strive or want or desire to be in the 1%. And so if that’s the case, do what it is to make that 1%, 2%, 5%, 10%. There is nothing holding you back but yourself. So get in the motion. Get in the mindset of going and crushing it.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!