Lessons from Legends

The skill that makes or breaks careers—being easy to work with. You can have all the talent in the world, but if working with you feels like pushing a boulder uphill, people will avoid it. The best salespeople, leaders, and teammates know that success isn’t just about what you do—it’s about how you do it. Here are 8 ways to make collaboration effortless: 1/ Respond fast, don’t ghost ? Quick replies keep deals moving and show respect for others’ time. 2/ Follow through on what you promise ? Reliability builds trust, and trust wins deals. 3/ Simplify, don’t complicate ? No one has time for unnecessary back-and-forth. Make things clear and actionable. 4/ Know when to push, and when to back off ? Being persistent is great. Being pushy is not. 5/ Give solutions, not just problems ? Highlighting issues is easy. Bringing answers makes you invaluable. 6/ Adapt to different working styles ? Not everyone communicates like you—adjust and make it seamless. 7/ Own your mistakes, no excuses ? People respect those who take responsibility and fix things fast. 8/ Stay professional under pressure ? Stressful situations reveal true character. Be the one who stays cool. 9/ Respect people’s time ? Get to the point. Keep meetings focused. Follow up efficiently. 10/ Make people look good ? Success is a team sport. Support, encourage, and share the credit. Being easy to work with isn’t about being agreeable—it’s about making things run smoother for everyone. What’s one trait that makes someone great to work with? ---------- Get my best sales infographics in high resolution PDF here: ? 72 top books on prospecting: https://buff.ly/3ZUJAOZ ? 100 Communication Tips: https://buff.ly/42n47NC ? Time Management for Top Performers: https://buff.ly/3EuNTbm ? How to Give Feedback: https://buff.ly/3WJaWFk

CRO vs. VP vs. Director – What's the Difference? If you're in sales, understanding leadership roles can give you an edge. Whether you're aiming for a leadership position or just want to navigate your org chart better, knowing the differences between CRO, VP of Sales, and Sales Director is key. And, if you're prospecting to these personas. ? ? ?????? ?????? ???????????????? ???????? ???????? ?? ??????????: https://buff.ly/aKZLLRG Here’s a breakdown: 1. Who Owns What? ? CRO (Chief Revenue Officer) → Oversees all revenue streams (sales, marketing, CS). ? VP of Sales → Defines high-level sales strategy, sets priorities. ? Sales Director → Manages day-to-day execution of sales teams. 2. Strategy vs. Execution ? CRO → Focuses on growth, partnerships, and expansion. ? VP of Sales → Drives enterprise deals and optimizes team structure. ? Sales Director → Implements strategy and ensures smooth sales operations. 3. Metrics & Accountability ? CRO → Tracks CAC, LTV, and profitability. ? VP of Sales → Works with finance to structure profitable deals. ? Sales Director → Monitors rep performance and removes bottlenecks. 4. Team & Leadership Scope ? CRO → Reports to CEO & board, works cross-functionally with CMO & CFO. ? VP of Sales → Reports to CRO or CEO, ensures sales teams adopt tools & tech. ? Sales Director → Reports to VP of Sales, focuses on training & performance. Knowing these distinctions can help you align your efforts, communicate effectively with leadership, and even plan your career moves. ?? Want the full breakdown? Get the full Sales Roles Explained file with all leadership roles here: https://buff.ly/aKZLLRG - - - - - - Get my best infographics in high resolution PDF for free here: 72 top sales books on prospecting: https://buff.ly/3ZUJAOZ 100 Communication Tips: https://buff.ly/42n47NC Time Management for Top Performers: https://buff.ly/3EuNTbm How to Give Feedback: https://buff.ly/3WJaWFk

True Leadership – It’s NOT About Control Too many sales leaders think leadership means holding the reins tightly—but the best leaders do the opposite. They trust, empower, and remove obstacles so their team can thrive. Here’s what true leadership looks like: 1./ Trust over micromanagement ? If you hired them, trust them. 2./ Inspiration beats intimidation ? Fear-based leadership kills motivation. 3./ Your job is to remove roadblocks ? Not create more of them. 4./ Leaders build leaders ? If your team can’t operate without you, you failed. 5./ Accountability goes both ways ? Own your mistakes before expecting others to. 6./ Control is a weakness, not a strength ? The best leaders make themselves less necessary. 7./ Decisions shouldn’t run through you ? Empower people to own their work. 8./ Set the vision, then step back ? Guide, don’t control. 9./ Respect is earned, not demanded ? Position means nothing without trust. 10./ Leadership is about service ? Your team’s success is your success. 11./ Coach, don’t command ? High performers don’t need babysitting. Sales leaders: Are you leading or just managing? What’s the best leadership advice you’ve ever received? ?? P.S. Join 26k+ sellers who read my SalesDaily Newsletter and use the free sales resources: https://buff.ly/V7x0RUH

100 Cold Call Openers in One Page Start better conversations and book more meetings with these proven openers. Want the high-resolution PDF version of this cheat sheet? ? Follow, Like, and Comment to get it. ?? ???????? ???????????????? ???? ????????: https://buff.ly/4gLDINL What’s inside? A list of attention-grabbing cold call openers that actually work. ?????????????? ?????? ?????????? ?????????????????? ? "Hey [Name], I know you weren’t expecting my call, but can I take 30 seconds to explain why I’m reaching out?" ? "Hi [Name], I’ve been speaking to a few [roles] like you, and I keep hearing about [specific challenge]. Does that sound familiar?" ?????????????????? ???????? ???????????? ???????????????????? ? "Hi [Name], I’m [Your Name]. Before you hang up, can I ask one quick question?" ? "Hi [Name], I’ll be honest—this is a cold call. Can I explain why I thought it’d be worth reaching out?" (Get 96 more openers in the cheat sheet!) - Openers for decision-makers - Openers that use humor - Openers for referrals (Get the rest in the cheat sheet!) ?? Download the full cheat sheet here: https://buff.ly/4gLDINL Did this inspire new ideas? P.S. Like and comment to help spread this cheat sheet.

The Sales Zoo: 10 Sales Personalities That Kill Deals 1. THE PEACOCK ?? (All Flash, No Follow-Through) Struts into sales calls with flashy presentations and big talk but never follows up or delivers real value. ? Fix: Teach the importance of follow-ups and substance over style. 2. THE SLOTH ?? (Slow to Respond, Loses Momentum) Takes forever to answer emails, lets leads go cold, and moves at a painfully slow pace. ? Fix: Implement strict response time expectations and CRM reminders. 3. THE CHAMELEON ?? (Says Anything to Close) Changes their pitch based on what they think the prospect wants to hear—even if it’s untrue. ? Fix: Train on ethical sales and setting realistic expectations. 4. THE HEDGEHOG ?? (Defensive and Resistant to Feedback) Gets prickly when customers challenge them and refuses to adapt their approach. ? Fix: Foster a growth mindset and encourage open conversations. 5. THE GOLDFISH ?? (Forgets Everything, Loses Deals) Never takes notes, forgets key details, and constantly asks the same questions. ? Fix: Use a CRM religiously and practice active listening. 6. THE HYENA ?? (Always Undercutting on Price) Laughs off value and immediately drops prices, hurting margins and credibility. ? Fix: Teach negotiation tactics focused on value instead of discounts. 7. THE MEERKAT ?? (Jumps from Lead to Lead, Never Closes) Always scanning for new prospects but never sticking with one long enough to close. ? Fix: Implement structured follow-ups and pipeline discipline. 8. THE TURKEY ?? (Talks Too Much, Listens Too Little) Gobble, gobble—just keeps talking and pitching without understanding the prospect’s real needs. ? Fix: Use a 70/30 listening-to-talking ratio in sales calls. 9. THE OWL ?? (Too Analytical, Never Takes Action) Overthinks every deal, drowns in research, and hesitates to pull the trigger. ? Fix: Set deadlines for decision-making and encourage action-oriented sales. 10. THE MOSQUITO ?? (Annoys Instead of Adds Value) Relentlessly pesters prospects with non-stop follow-ups but offers nothing of substance. ? Fix: Focus on quality engagement rather than quantity of outreach. How to Build a High-Performing Sales Team ? Train for adaptability, patience, and strategic action ? Focus on value-driven sales rather than pushy tactics ? Hold reps accountable for both activity and effectiveness ? "Great sales reps don’t just sell—they solve problems and build trust." P.S. Find out why more than 25,000 sales pros read my newsletter and get my best sales resources for free: https://buff.ly/V7x0RUH

Most people listen to respond. Few listen to understand. If you’ve ever felt unheard in a conversation, you’re not alone. Most people focus on what they’ll say next instead of truly absorbing what’s being said. But the best communicators—whether in sales, leadership, or life—know that active listening is a superpower. Here’s how to do it right: 1. Defer Judgment → Stop thinking about your reply while the other person is talking. → Don’t interrupt or rush to offer solutions. → Listen first—clarify later. 2. Pay Attention → Give your full attention. Half-listening is the fastest way to lose trust. → Maintain natural eye contact, but don’t overdo it. → Think: “I want to understand” instead of “I want to reply.” 3. Listen to Non-Verbal Cues → People communicate as much with their face and tone as with words. → Notice changes in posture, pauses, or shifts in energy. → On calls? Pay attention to tone, hesitation, and pacing. 4. Ask Open-Ended Questions → Questions shape the conversation. → Instead of “Did that help?” try: - “How did that impact you?” - “What’s your biggest concern right now?” → Open-ended questions unlock deeper insights. 5. Respond Appropriately → Stop formulating your response while they’re still talking. → Build on what they’ve said instead of forcing your agenda. → Example: instead of "Our product does XYZ." say "Based on what you shared, here’s how we can help." 6. Request Clarification → Clarifying doesn’t make you look uninformed—it makes you a better communicator. → Ask: - “Can you give an example?” - “What do you mean by that?” - “Could you share more details?” 7. Summarize → Show them you were truly listening. → Example: “So if I understand correctly, your main concern is X. Did I get that right?” → People feel valued when they know they’ve been heard. The Impact of Active Listening ?? In sales? You’ll close more deals by actually addressing what matters. ?? In leadership? Your team will trust you more when they feel heard. ?? In life? Your relationships will get stronger because real listening builds connection. Listen better. Communicate smarter. It changes everything. Want more insights like this? Follow Haris Halkic for sales and communication strategies. P.S. Sign up to get the PDF file with the links to free resources: https://buff.ly/V7x0RUH

MQL vs. SQL Explained to Kids (and Adults!) Imagine you're running a lemonade stand ?? Your job isn’t just waiting for kids to say, "I want lemonade." It’s about spotting clues and guiding them to buy. This is where MQLs and SQLs come in! ?? MQL – Marketing Qualified Lead (The Curious Ones) A kid walks by, looks thirsty, but keeps going. ? Mild curiosity, not ready to buy. ? You engage them: “Ice-cold lemonade! First sip’s free!” What You Do: ? Offer a free sample. ? Hand out a flyer or shout, "Lemonade here!" ? Give them a reason to stop. ?? Goal: Turn curiosity into engagement. ?? SQL – Sales Qualified Lead (The Ready-to-Decide Ones) A kid walks up and asks, “How much?” or “Can I get two for $1?” ? Actively considering a purchase. ? They just need a final nudge. What You Do: ? Sweeten the deal: “Buy two, get a free cookie!” ?? ? Make it easy to say "yes." ?? Goal: Finalize the sale. MQL → SQL is a journey, not a switch. ?? MQLs = Curious kids who need a reason to buy. ?? SQLs = Kids ready to buy but still deciding on details. ?? Your job? Guide them from “Hmm…” → “I’ll take one!” ?? The Secret? Ask the right questions! Want more sales insights and resources? Sign up for my FREE SalesDaily Newsletter at salesdaily.co ?? Follow Haris Halkic for more!

Things NOT to Say in a Sales Interview (And What to Say Instead) Your choice of words can make or break a sales interview. The way you present yourself influences how hiring managers perceive your skills, mindset, and potential fit for the role. Instead of using vague, self-centered, or red-flag phrases, shift your language to show strategy, value, and growth potential. Use these 10 simple phrase swaps to improve your sales interviews and leave a strong impression: ?? ???????????????? ?????? ?????? ?????????????? ????????: https://buff.ly/Yh6Nhvm Talking About Your Skills ? “I’m a people person, so I’m great at sales.” ? “I focus on understanding customer pain points and aligning solutions that drive results.” Demonstrating Work Ethic ? “I’ll do whatever it takes to hit quota.” ? “I focus on high-impact activities and data-driven strategies to exceed targets.” Addressing Weaknesses ? “I’m not great with CRMs, but I’m a fast learner.” ? “I’ve primarily used [CRM], but I adapt quickly to new systems.” Handling Management Style ? “I don’t handle micromanagement well.” ? “I thrive in environments where I’m trusted to own my results, but I value feedback and collaboration.” Asking About Benefits (Too Soon!) ? “What kind of perks and benefits do you offer?” ? “What qualities make someone successful in this role?” Talking About Past Performance ? “I’ve never missed quota—ever.” ? “I’ve consistently hit quota and, when I’ve fallen short, I quickly adjusted strategies to improve results.” Showing Preparedness ? “I’ll figure it out as I go.” ? “I take time to deeply understand the product and customer pain points before I dive in.” Money Motivation ? “I’m mainly motivated by money.” ? “I’m driven by both hitting goals and building lasting customer relationships.” Work-Life Balance (Too Soon!) ? “I want more flexibility.” ? “I’m focused on driving results and long-term growth.” Scheduling and Expectations ? “Do you offer flexible work hours?” ? “What does success look like in this role over the first 6 months?” The words you choose matter. By reframing your responses with clarity, confidence, and strategy, you can set yourself apart and land that sales role. Want a high-res, printable version of this? ?? ???????????????? ???? ????????: https://buff.ly/Yh6Nhvm #salesjobs #interviewtips

33 Sales Performance KPIs in one file Two weeks ago, I shared a file with 32 essential Sales KPIs—but that was just the start. This time, I’ve put together 33 more KPIs, with a stronger focus on managing a sales team—tracking performance, pipeline movement, and forecasting accuracy. ?? ?????? ?????? ???????? ???????? — ?????????????? ???? ?????? ???? ??????: https://buff.ly/3EXplYq If Part I covered revenue metrics, customer success, and overall sales performance., this one is about leading a team to consistently hit targets. ?? Here’s what’s inside: ? Pipeline Coverage Ratio ? Shows if your pipeline is big enough to hit quota. ? Helps forecast risk and adjust strategy. ? Sales Rep Ramp Time ? Measures how long it takes new hires to start closing deals. ? Helps refine onboarding and coaching. ? Win Rate by Lead Source ? Identifies which channels generate the most closed deals. ? Helps prioritize high-converting lead sources. ? Sales Team Quota Attainment ? Tracks what percentage of reps are hitting targets. ? A key indicator of hiring and training effectiveness. ? Pipeline Movement Rate ? Tracks whether deals are advancing or stalling. ? A critical metric for understanding deal flow. ? Proposal-to-Close Rate ? Measures how many proposals turn into signed deals. ? Helps refine pricing and negotiation strategies. ? Speed to First Meaningful Conversation ? Tracks how quickly reps engage prospects in a real sales discussion. ? Helps measure outreach efficiency and prospecting quality. ? Sales Tech Adoption Rate ? The percentage of reps actively using CRM, automation, or analytics tools. ? Ensures teams are leveraging tech to improve productivity. This resource is exclusively available to SalesDaily Premium subscribers. ?? ?????????????? ???? ?????? ???? ??????: https://buff.ly/3EXplYq

10 Things NOT to Say in Sales Calls (And what TO say instead): Sales calls are like first impressions— You only get one shot. In just 30 minutes, you need to: ? Build trust ? Understand your prospect’s needs ? Position your solution But too often, reps say the wrong thing and instantly kill the deal. Here are 10 things NOT to say on a sales call: (And what to say instead) 1/ “What’s your budget?” ? Why: It makes it all about the price, not the value ? Instead: “What outcomes are you hoping to achieve?” 2/ “Are you the decision-maker?” ? Why: Comes off as dismissive to other stakeholders ? Instead: “Who else should be involved in this conversation?” 3/ “We’re the best in the market.” ? Why: Empty sales fluff that prospects tune out ? Instead: “Here’s how we’ve helped companies like yours succeed.” 4/ “When can you sign?” ? Why: Feels pushy and ignores readiness ? Instead: “What’s your ideal timeline for moving forward?” 5/ “Let me know if you’re interested.” ? Why: Puts the follow-up responsibility on the prospect ? Instead: “I’ll follow up next week—does that work for you?” 6/ “You’re wrong about that.” ? Why: Creates friction and shuts down conversation ? Instead: “I see where you’re coming from—can I offer a different perspective?” 7/ “That’s not possible.” ? Why: Kills the conversation and trust instantly ? Instead: “Here’s what we can do, and how it aligns with your needs.” 8/ “What’s stopping you from buying today?” ? Why: Feels aggressive and puts the prospect on the defensive ? Instead: “Is there anything holding you back that we haven’t covered?” 9/ “Our product has tons of features.” ? Why: Overwhelms prospects with irrelevant info ? Instead: “Here’s the feature that solves your specific challenge.” 10/ “I’ll wait for your response.” ? Why: Makes the sales process passive ? Instead: “I’ll check in [day/time]—will that work for you?” ?? Remember: Sales is about connection, not just closing. It’s about understanding, not hard selling. P.S. Join 25,000 other sales pros who read my newsletter: salesdaily.co — ? Repost this to help your network close more deals. ? Follow me for more sales tips, frameworks, and tools.