In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack what truly sets top-performing sales teams apart. From the importance of laser focus and understanding your ideal customer persona to evolving qualification strategies and leveraging modern tools to decode human motivation — Eric shares hard-won wisdom from decades in enterprise sales and leadership. Whether you're a rep or a revenue leader, this conversation reveals why success depends on where you spend your time — and who you spend it with.

KEY TAKEAWAYS

[00:00:25] Top performers exhibit relentless focus — not just on numbers but on aligning activity with outcomes.
[00:01:10] Teams with process clarity and metric discipline stand in stark contrast to disorganized teams
[00:01:52] The “measure twice, cut once” principle applies in sales — especially in qualification and time prioritization.
[00:02:16] Beyond BANT: Success requires knowing the ideal company profile and persona profile — both matter deeply.
[00:03:14] Not all CISOs are equal — role scope and influence vary by industry and product category.
[00:03:54] Many teams ignore the depth of the human behind the persona — a costly oversight.
[00:04:16] Use modern tools (social, blogs, panels, LinkedIn) to research what excites and motivates decision-makers.
[00:05:36] There’s a work persona and a human persona — both drive behavior. Understand them both.
[00:06:00] Success in scale comes not from personal talent, but repeatable frameworks others can execute.

QUOTES

[00:00:25] "Top performers are always focused… focused on what they sell, their metrics, and what success actually looks like.
[00:01:52] "Measure twice, cut once — you can’t qualify without knowing what success looks like.
[00:02:38] "I didn’t spend enough time thinking about the role of the human… I thought if you get to the exec, you’re good. Well, maybe."
[00:03:54] "We know how they’re measured — but we rarely go deeper into what drives them as a person."
[00:06:49] "As a seller, I could get deals done. But when you're leading a team, you realize you have to teach those nuances."

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/mastering-sales-leadership-with-eric-erston

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