Episode 85: Selling $11M in 2 Years and Earning 7 Figures - Brandon Fluharty of LivePerson

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 a methodical approach, Brandon has been able to sustain incredible success and professional growth.

In this episode, Brandon takes the audience through his sales origin, from time spent abroad training and developing with a professional soccer club to landing a dream role at LivePerson. Brandon has a wide array of sales experience which he details in his favorite sales success story, one that centers on a letter-writing campaign to Delta Airlines. Brandon goes on to identify three keys that he attributes to his success, which include being super strategic, hyper-organized and treating internal sales just as importantly as external ones. Finally, Brandon speaks to the value he places on focus, having self-confidence, and interacting well with others.

Brandon is a huge believer in the constant evolution of one’s skills. Specifically, Brandon details how he has taken this approach with his writing. He places a tremendous amount of importance on his ability to articulate messages, especially with regards to his Executive Memos. Brandon explains the process of how he curates Executive Memos and shares other tools and apps that help him throughout his daily routines and rituals. Brandon describes a typical day in the life, from tracking his sleep from the previous night and meditating to tackling his biggest goals and employing the Pomodoro Technique for time management, Brandon is very calculated with his daily routine. Finally, Brandon provides actionable advice for salespeople who are looking to continually learn and improve in their careers. He encourages them to use writing as a new tool to succeed in 2020. Furthermore, he suggests they reflect and write a story embodying the anatomy of a big sales win and to use that as a template for future stories and memos that can lead to further sales success stories.

What We Covered:

00:24 – Scott takes a moment to thank today’s sponsor, the 2020 Sales Success Summit
00:34 – Scott Ingram welcomes today’s guest, Brandon Fluharty
01:12 – The top three things Brandon attributes to his sales success
01:21 – Number 1: Being super strategic
02:44 – Numbers 2: Being hyper-organized
04:00 – Numbers 3: Treating the internal sale just as importantly as the external sale
06:00 – Brandon’s role at LivePerson
09:43 – Brandon speaks to his unique title at LivePerson
11:14 – Scott takes a moment to promote the 2020 Sales Success Summit
12:27 – Brandon quantifies his sales results
13:24 – Brandon’s sales origin story
15:54 – What Brandon would do differently if given the opportunity
19:41 – Brandon discusses his career trajectory in sales and the importance of the people he’s worked with
25:29 – Brandon’s favorite sales story
29:43 – What Brandon is most proud of in his career
31:15 – The value Brandon places on focus
34:30 – Challenges Brandon has faced throughout his career
36:29 – Brandon describes a typical day in the life
43:30 – Scott and Brandon expound on the importance of focused work
45:57 – Scott provides listeners with two resources they can utilize
48:57 – Other habits and routines that are critical to Brandon’s success
52:18 – The books, news, podcasts and trade information that Brandon consumes
55:43 – How Brandon manages his travel schedule
58:06 – Taking a break
59:19 – The Executive Memo
1:02:03 – How Brandon developed his writing routine
1:07:01 – Why Brandon does not subscribe to a particular sales philosophy
1:12:13 – What drives and motivates Brandon
1:16:09 – How Brandon manages his energy
1:19:47 – The value Brandon places on prioritization
1:23:52 – Three major milestones for writing a sound executive memo
1:26:34 – The joint storytelling process
1:30:06 – One of Brandon’s beliefs that the average salesperson would think is crazy
1:33:23 – Advice Brandon would give to an upstart salesperson
1:37:00 – Advice Brandon would give to an established, yet struggling, salesperson
1:39:00 – Scott takes one final moment to promote the 2020 Sales Success Summit
1:39:55 – Brandon’s actionable challenge to the audience
1:41:54 – Scott encourages listeners to share their story with him

Tweetables:

“I think if you can bring together time, energy, motivation, prioritization, and focus – I think if you can bring those five elements together consistently as best you can, then good results are going to happen.” (03:04)

“Throughout my career, not just at LivePerson, but especially at LivePerson, I was really drawn to the executive team and the people.” (22:35)

“I think, most importantly, I’m proud of the fact that I have full confidence in my own ability. And, no matter where I would land, I feel like I could succeed based of off this track record.” (30:43)

“I’m not a morning person, but I love being a morning person.” (36:53)

“We can’t be workaholics and be expected to sustain good work over the long haul.” (1:16:17)

“At some point, you’re gonna need to stop saying ‘yes’ to every single lead and opportunity that comes your way. I think, certainly starting out, go ahead and say ‘yes’ to everything. Just learn a bit by doing. Throw yourself in the fire. Don’t be afraid to fail. Fail quickly. I think that is a good mantra.” (1:31:56)

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