Brandon Fluharty

Sales Psychology 101: Asking questions builds rapport and steers the conversation. In sales, it positions you as the trusted advisor, not just a seller Join us! At Y-Factor Academy we take sellers from good to G.O.A.T 🐐=🏆+💰 andyb.to/subscribe

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7 steps to closing 10 Enterprise accounts in under 6 months... In a brand new company and no pipeline: #1 Take 100% ownership of your results. #2 Be crystal clear in your gaps #3 Outsource and get help #4 Follow a proven and repeatable system #5 Take massive action #6 Iterate until successful #7 Rinse and repeat It's no wonder why Samantha is breaking records at her company. P.S. Tired of struggling and want a proven repeatable system for success?  Apply for the exact program Samantha is in: https://lnkd.in/eMDhhi2U 

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Stalled deals plague the sales profession, clogging pipelines, ruining forecasts, and causing untold frustration. In this virtual instructor-led workshop you'll learn how to leverage micro-commitments - a series of low-risk commitments - to keep deal momentum rolling and help you close more sales, faster: https://lnkd.in/e8rxFYxT   #salestraining #closing #closer #prospecting #commitment

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Enterprise software sales is hard core The elite thrive, many mostly survive 3 things I learned after 16 years of thriving. The video gives a brief explanation. For you non-video folks: ✅ Your most valuable asset is time, not $$ ✅ You set the boundaries, not the company ✅ Your family won’t remember the bonus checks Remember & focus on these 3 simple things... Your future, successful self will thank you! p.s. - Are these 3 easy to remember?

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Want to hit your number in 2025? Start by building your brand. Investing in your brand isn’t optional, it’s the growth engine that accelerates awareness, pipeline, and revenue. 🚀 ✅ Define who you are, and who you’re not ✅ Tell that story boldly ✅ Show up where your buyers already are In 2025, impact will belong to the brands that innovate, get creative, take risks and have fun doing it. These are my BOSS words to live by. How will YOU show up and stand out next year? Drop your thoughts below. ⬇️ ❤️ Follow me, Ali Levitan for more BOSS conversations on building brands, marketing and sales insights, and driving revenue like a BOSS 🚀

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In this series on Building a Scalable Sales Engine, we're breaking down essential strategies for SMB CEOs to strengthen revenue and grow predictably. Today, let’s talk about The Top 5 Reasons SMBs Experience Revenue Fluctuations and How To Address Them: Revenue fluctuations can feel like a rollercoaster for SMBs, making it hard to plan, invest, and grow confidently. Let’s look at five common causes of these dips and surges—and, more importantly, how to create steadier growth. 1. Lack of a Defined Sales Process Without a clear sales process, it’s easy for leads to fall through the cracks. When each sales rep approaches deals differently, results become unpredictable. Solution? Map out a step-by-step sales process from lead generation to close, with specific actions for each stage. This creates consistency, improves follow-up, and boosts conversions. 2. Targeting the Wrong Clients When your business serves clients that aren’t a good fit, you’re more likely to face cancellations or low-value sales, which disrupts revenue. Solution? Define an Ideal Client Profile (ICP) based on characteristics of your most successful clients. Train your team to recognize and focus on these types of leads, improving retention and revenue quality. 3. Limited Lead Generation Channels Relying too heavily on one or two sources of leads makes your revenue vulnerable to changes in those channels. Solution? Diversify by exploring additional sources like referral networks, partnerships, or social media. This creates a buffer, ensuring that fluctuations in one channel don’t derail your revenue entirely. 4. Inefficient Sales Follow-Up Many potential deals are lost due to lack of timely follow-up. When follow-ups are inconsistent, revenue is, too. Solution? Use a CRM to track each lead’s status and automate reminders for follow-up. Ensure your team has a standard process for how and when they reach out, creating a steady pipeline flow. 5. Seasonal or Market-Driven Demand Changes Certain businesses naturally face seasonal shifts or market trends. Solution? Plan for these cycles by analyzing data from previous years and identifying patterns. Use busy periods to build a reserve and schedule promotional campaigns during slower times. Preparing for known slow seasons helps maintain a baseline revenue even when demand is lower. Consistency is Key: Revenue fluctuations are common, but they don’t have to be your norm. By creating structured processes, focusing on ideal clients, diversifying lead channels, improving follow-up, and preparing for demand shifts, you can transform revenue from unpredictable to stable, supporting sustainable growth year-round.

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Most Business Operating Systems (BOS)—like EOS, Scaling Up, or eMyth—work great at the senior team level. But here’s the kicker: for over 95% of companies, that’s where it stops. What happens when your BOS doesn’t roll out beyond your leadership team? • Trust issues linger. • Accountability stays weak. • Leaders remain stuck wearing too many hats. I’ve been there—watching clients make big strides but still feeling the weight of unresolved problems. Why? Because rolling out a BOS across an entire team isn’t easy. But here’s the deal: hard doesn’t mean impossible. When you take your BOS deeper, the results are transformative: • Full buy-in from every team member. • Trust and accountability become the norm. • Your company scales in ways you never thought possible. Most companies stop short. But the ones that commit? They’re the ones that become industry legends. 👉 Read the full post to see why your BOS might be stuck—and how to fix it: Is Your BOS Stuck at the Top? https://lnkd.in/gTS2UTRx If you’re ready to roll out your BOS across your entire team, text me at 626-641-9198, and we’ll find a time to chat. Let’s move your team from Stuck to Scaling. ⚡️

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How can Enterprise SaaS Sales teams improve EXPANSION RATES 📈 Do the following analysis on your strategic account: 1. How does X view itself? (X = Strategic Account) 2. How does X view Y? (Y = You) 3. How does Y view itself? (no BS) 4. What views conflict or are inconsistent? 5. Target and close those gaps ➡️ This is how you unlock account expansion. CREDIT: Jessica Ryu 👩🏻‍🏫

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Sales involves convincing a customer your software will positively impact their business. But, don't forget this. How will your software or experience around it impact your Champion? Their skillset. Their career. Their creativity. Their impact. Their future. Clay and GTM Engineering is new. I started having these conversations with more of my customers. I explain, regardless of whether you end up purchasing Clay or not, this will be a valuable skillset to develop. Then we talk about why. Many times, this helps develop the relationship and provides you with more of an opportunity to help your Champion. I genuinely think Clay will have a positive impact on the individual's trajectory. And those conversations have become a powerful way to develop relationships and keep in touch.

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When will AI/robots start to buy? Everyone is talking about how AI is going to replace sales reps with the assumption that it's from the sellers side. What happens when the AI starts to be implemented on the buyers side? There's already the capability of software auditing tools to scan your network and run a report on usage and adoption of all your different licenses. AI can also help companies map out their 12-24 month growth goals and executions plans. What's stopping AI from running an audit to see all under utilized or unnecessary software and sending cancellation notices to vendors? What's stopping AI from aligning the 12-24 month business plan with your company's software needs? It could find all the unnecessary or underutilized software and send a cancellation notice to all the vendors. Then, it could write an RFP for other necessary solutions, send it to the top 3 vendors on G2, review the responses and summarize it all for one final buying committee of humans to review. That's where things get interesting from a Sales perspective. I talked about this with Vinnie Romano from MySocial.ai™️ on this week's episode of the Make it Happen Monday podcast plus a lot more.

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Working with Leads in Salesforce can be tricky, especially for Acct. Based Sales & Mktg orgs. ▪️ Leads created by form submissions often have gmail, icloud and other personal email domains ▪️ There's no OOTB solution to automatically convert Leads that meet pre-defined criteria ▪️ It's difficult to accurately match (and merge) Leads, Contacts, and Accounts ▪️ Any custom solution needs durability to handle Contact and Account Hierarchies and realignments But you don't need to build this yourself or spend $10,000s/year because we've already bult this using a dash of Apex and several servings of Flow. Instantly installed, unlocked and completely editable -- all for a one-time fee. DM me for more info. P.S. I'm a RevOps Consultant specializing in SaaS startups that use Salesforce. For more tips and suggestions, join our newsletter at https://lnkd.in/gHbCZQcs

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Here is a sales tip you can use right now and take to the bank. A lot of selling is talking about what the person you’re talking to cares about. Figure that out and you’re in the 1%. Trust me. Ps. It’s a great day to buy Salesforce

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"𝗙𝗼𝗿𝗲𝗰𝗮𝘀𝘁𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼𝘁 𝗮𝗻 𝗮𝗱𝗺𝗶𝗻 𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻, 𝗶𝘁'𝘀 𝗮 𝗰𝗿𝗶𝘁𝗶𝗰𝗮𝗹 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴 𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻." This wise comment from a customer got me thinking this week about the role critical thinking plays in enterprise selling.  Most definitions of critical thinking describe it as a discipline.  But is it a discipline woven into the cadence of most enterprise sales operations?  Not in my experience. This customer is using Prevu to implement a weekly 𝘤𝘳𝘪𝘵𝘪𝘤𝘢𝘭 𝘵𝘩𝘪𝘯𝘬𝘪𝘯𝘨 𝘤𝘢𝘥𝘦𝘯𝘤𝘦: when every seller is expected to step back assess deal progress, risk, strategy and tactics against objective criteria.  Few companies are doing this, and that makes it a competitive advantage!  

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Day 2 of 5 tips for Sales People. Tip 2: Engage Leads with Value-Driven Content Nurture your leads by providing valuable content that addresses their pain points and positions you as a trusted advisor. Use a mix of emails, articles, and personalized messages to keep your prospects engaged and moving through the sales funnel. Recommended Reading: "The Ultimate Sales Machine" by Chet Holmes – A comprehensive guide to mastering every aspect of sales, including lead nurturing. Call to Action: What type of content has been most effective for you in nurturing leads? Comment below with your best practices and insights! #LeadNurturing #ContentMarketing #ValueSelling #SalesLeadership

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How we drove $2.5+ mil in pipe for a 50+ BDR org: Look at a list of key contacts who left their previous company Enrich in Clay with current company, company size Cross reference with Salesforce to see account owners, ROE Check previous, current accounts with Gong AMA to build out an account brief Push into Evabot AI for Sales Outbound 2.0 to build a 100% custom AI sequence BDRs execute Super admins start a new deal cycle $2.8 mil and counting in pipe generated (Granted... 1 mil came from Coca Cola... but if we helped start an opp at Coca Cola, I'll take it)

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Imagine having access to a program that will teach your sales reps what to say and do for every stage of the sales call process and would make them high producing sales closers. No travel. Self paced. All online. Now imagine 2025 without giving them access to the program.

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B2B Enterprise SaaS sellers, Here are 7 things you can do to make more money than you could do alone. 1. Leverage a reseller channel 2. Engage reseller partners early in the sales process 3. Bring partners into deals 4. Protect partner margins 5. Never go direct 6. Help partners make money 7. Rinse and repeat Here's what you're probably doing instead. 1. Not using partners 2. Using partners to transact 3. Only bringing partners into deals when you have to 4. Sacrificing partner margins for the greater good 5. Going direct when you have to 6. Not caring if partners make money 7. Hustling harder The choice is yours. Keep grinding or start leveraging. One option will lead to a never-ending cycle of hard work. The other will lead to a path of least resistance. Choose wisely. 👉👉 Check out how I help Enterprise B2B sellers create time freedom and financial freedom. Leverage your commissions to retire faster and save on taxes. Grab your success blueprint here: https://lnkd.in/env-fv78 #TechSalesInvestors #SalesCoaching #saassales

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If Elon Musk was a sales rep… which he actually is as well... he’d automate everything possible. Automation isn’t just about saving time; it’s about focusing on what truly matters: - building relationships, - solving problems, - and driving results. here's how you can do that. #sales #b2bsales #salesefficiency #b2b https://hubs.li/Q02ZXgNP0

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