Brandon Fluharty | 7 Steps to Making 7 Figures in Enterprise SaaS Sales

Many salespeople dream of reaching the illustrious seven-figure earners club. But how can you achieve this goal? In today’s episode of The Sales Evangelist, Donald is joined by Brandon Fluharty to discuss his seven-step framework for making seven figures in enterprise SaaS sales.  There are core truths to seven-figure selling:  You’re likely selling to large enterprise companies. While you can do it with small and medium-sized companies, it is challenging. You have experience (and confidence) selling to large clients.  You need the patience to endure incredibly long sales cycles. Get in the right environment. Find your “Goldilocks” situation concerning your ideal workplace, whatever that may be. What kind of internal infrastructure do you need to feel comfortable and successful? Build a transformation mindset Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.  In SaaS, you want to be the player touching multiple parts of the business. And that takes a transformational mindset. Be strategic about your target account list. Sell to clients that give you purpose. Identify the reasons you like you prefer your ideal client, and search for more that fit those criteria.  Doing so keeps you motivated during dishearteningly long sales cycles that enterprise companies have. Create a standard no one else delivers. The Diamond Standard - Picture a coal field in your competitive scenario, and be the diamond for your clients.  It is easier to perform to this standard when working with the clients you are interested in and passionate about. Break through personal limitations The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.  But, as he climbed the ranks, Brandon realized he could listen more than talk. And that weakness turned into a strength. Write down traits you feel hold you back. Then, how can you repurpose those and turn them into strengths? Rally others inside your organization Nothing great is achieved alone. And when you’re talking about seven and eight-figure deals, you’ll need help.  Be a generalist with your skillset, but be a specialist with your outcome. Be confident that you’re engaged and can make an impact. Don’t dictate; collaborate. Develop a personal operating system Move out of hustle culture and work more intelligently. DFC: Discipline, flexibility, and curiosity. Anything with a start, middle, and end should utilize these components. PREP: Plan, Rest, Effort, Performance.  Balance these two frameworks to operate and live life instead of hustling around the clock. (It’s a much more humanistic approach.) Follow Brandon on LinkedIn for more content, information, and insights. Subscribe to his bi-weekly email newsletter Be Focused, LIve Great for a discounted copy of his e-book upon its release!  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having