Every sales kickoff or strategy session has the same dynamic: 10–20% of reps are absolutely crushing it, while the rest struggle to hit quota. Why? As Meridith says, “success leaves clues.” The best reps leave a roadmap if you’re willing to look closely.
So what are the top sales performers doing differently?
Discipline and Ownership
Mark calls it like it is: top salespeople are disciplined and own their process.
They don’t get distracted by shiny objects or excuses. They manage their time like a precious resource and take full responsibility for their results.
Meridith adds that discipline isn’t something you’re born with—it’s something you build. “If you’re hitting the snooze button seven times, don’t stress. You can become disciplined.”
And with that discipline comes focus. Top performers don’t chase every deal. They qualify ruthlessly.
Interest vs. Intent
Here’s one of Mark’s biggest differentiators: top performers know the difference between buyer interest and buyer intent.
Many salespeople mistake curiosity for commitment. Top performers don’t. They ask the tough questions that separate real opportunities from polite conversations. If a prospect isn’t serious, they move on—fast.
As Mark says, “They love disqualifying. It lets them focus on fewer prospects but go deeper with them.”
They Do the Homework
Top salespeople never “wing it.” They treat preparation as non-negotiable.
Mark compares it to an airplane checklist. “You wouldn’t want a pilot who skips the checklist just because they’ve flown hundreds of times. Top salespeople are the same way.”
They research the company, understand the buying committee, and respect the prospect’s time. As Bryn Tillman pointed out during the show, they use AI tools to research, map the buying committee, and get warm introductions.
Respecting the Prospect’s Time
Meridith notes that high performers treat every meeting as a privilege. “If you wing it, you’re basically saying, ‘I don’t care about your time.’”
They come in prepared, armed with insights and relevant questions—not generic ones that could’ve been answered with a quick Google search.
The Modern Playbook
One listener asked how to “rewrite the sales playbook” when old scripts and follow-ups no longer work.
Mark’s advice: focus your playbook around buyer engagement and intent.
Do your homework. Understand that not every lead will close now—and that’s okay. Top performers know that some deals fall back before they move forward.
And when it comes to questions, ask the ones neither you nor your buyer can immediately answer. That’s where real conversation begins.
Using the CRM the Right Way
Top performers live inside their CRM. They use it not just to track prospects, but to add value before the call.
Meridith explains, “They give away their best ideas upfront—research, insights, strategies. That’s how they warm up the prospect.”
And, as Mark reminds us, “If your CRM isn’t open, you’re not really selling.”
The Human Touch Still Wins
Even in the age of AI, the best salespeople still believe in the personal touch. One listener shared how flying out to meet clients face-to-face led to two major deals.
Top performers don’t hide behind screens. They believe in their solutions enough to show up in person.
Product-Agnostic, Solution-Focused
Top reps don’t obsess over the product—they obsess over the outcome. They’re not selling a widget; they’re crafting a solution.
By focusing on solving the customer’s problem, not pushing their product, they build trust and deepen relationships.
Productive vs. Busy
One of the biggest lessons from this episode: top performers know the difference between being busy and being productive.
Meridith reflected on her days leading a sales team. “Some reps would brag about making 10 calls a week—but nine of those calls were worthless.”
Top performers don’t need a manager to keep them accountable. They evaluate their time ruthlessly and ask, Did this move me closer to my goal?
Humble and Hungry to Learn
Another hallmark of top performers? Humility.
They’re always learning—from peers, from customers, from competitors. As Meridith shared, “In every sales training, the least successful people talk the most. The most successful ones ask the most questions.”
Mark adds, “They use every conversation as a chance to learn something new.”
Sustaining Peak Performance
In the lightning round, Mark and Meridith discussed Andy Paul’s book Sell Without Selling Out—a guide to staying successful long-term.
As Meridith put it, “It’s about being a sustainable top performer—not just one great quarter, but consistent excellence.”
Lightning Round: 10 Things That Kill a Deal Before the Proposal
- Ignoring your online presence.
- Leading with price instead of value.
- Asking questions you could’ve researched.
- Confusing buyer interest with intent.
- Avoiding difficult or challenging conversations.
- Forcing your time frame instead of the buyer’s.
- Talking too much, listening too little.
- Using a generic proposal template.
- Selling what you think they want instead of their urgent need.
- Proposing before you truly understand the problem.
The Takeaway
Top performers win because they prepare, qualify, and connect with integrity. They respect time—their own and the buyer’s—and they never stop learning.
Lightning Round: Top 10 Things that Kill a Deal Before the Proposal
Question: Darren from Austin, TX asks, “I’ve been in sales for 15 years and lately everything feels harder. The scripts, the follow-ups, even the buyer conversations that used to work just fall flat. How do I rewrite my sales playbook to connect with today’s buyer without feeling fake or pushy?”
Book: Sell Without Selling Out by Andy Paul