Hey Niepodam,

“Why does [rep name] always find a way to win? Her leads aren’t better. She doesn’t work longer hours. But she just... wins.”

I’ve heard that question a hundred times.

And every time I dig in, call reviews, Slack threads, pipeline notes, I find the same pattern.

Top reps do 3 things differently. Consistently.

1. They don’t chase pipeline. They chase probability.

Average reps get excited when they “build pipe.”

Top reps? They qualify harder than anyone else.

They don’t fall in love with names or inflated opportunities.

They don’t fall in love with logo names or inflated opportunities.

They ask: “Is this real? Can I win this? Is there urgency?”

If the answer’s no, they walk.

Because they know a bloated pipeline is the #1 killer of quota.

Try this: 

On every call, ask yourself: “What would make this deal fall apart?”

Then test it out loud. “If procurement gets involved, how do you plan to handle that?”

Top reps disqualify to protect their time

2. They sell the problem better than the product.

You’ll never hear them start with “Let me show you how it works.”

They sell the pain first. Then the payoff.

They get the buyer saying: “Yeah, this is a real issue. We need to fix this.”

Then they show how.

Try this:

• Flip your next demo. Start with a deep dive:
• “What’s frustrating about your current process?”
• “Why now? What’s changed recently?”
• “What happens if this drags out another 3 months?”

Only show products tied to those pain points.
Not everything. Just what matters.

3. They control the process without feeling pushy.

Top reps don’t beg for next steps.

They set the agenda, clarify the process, and lead the buyer through the maze.

It sounds like this:

“Here’s what other teams usually need to evaluate this properly: 1) Technical alignment, 2) Exec sponsor, 3) Legal prep. Should we map that out together?”

Average reps hope the deal moves. Top reps drive it forward.

Try this:

End each call by asking: “What does a smart decision process look like on your side?”

Then co-create it with them. Use mutual action plans. Get commitment to every step.

If this resonated, it’s exactly what I teach in the Modern Seller Program.

The top 1% aren’t winging it.

They’ve just mastered the fundamentals, deep discovery, deal control, and decision clarity (And much more from prospecting to closing).

I help your team build those muscles.

Weekly coaching, real call reviews, zero fluff.

If you want to turn your team (or yourself) into top performers, reply “Modern” and I’ll send you the details.

Alan "Modern Seller" Ruchtein.

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