The Buzz (TL;DR)

The tech companies I work with in the digital customer experience space usually belong to one of two groups:

On one end, typically startups in the Generative AI space, they are overwhelmed with inbound leads and have no trouble landing new, transactional business. While it’s easy to say “yes” to this new business, it’s putting these companies under pressure to develop features for far too many of their customers, which ultimately leads to an accumulation of sales and tech debt. This path does not provide for a sustainable future.

On the other end, companies that are typically at a more mature stage of their lifecycle, have a difficult time standing out as a category leader. They are frustrated because their sales teams aren't meeting the targets set by the leaders, causing dissatisfaction, burnout, and poor individual performance. This path also does not provide for a sustainable future.

Both of these situations highlight the need for making purposeful performance management a key area of strategic focus in 2025 and beyond.

As the top producer at LivePerson (NASDAQ: LPSN) from 2018 - 2022, I closed $50M in total contract value (TCV) which produced $27.3M in annual recurring revenue (ARR) in less than 38 months as a strategic account individual contributor—winning transformation deals with marquee brands such as Delta Air Lines, UnitedHealth Group, Chipotle, and others in the Fortune 500.

After earning $3.8M in personal income from the deal wins over this period, I “cashed out” to retire early from the corporate world to begin building a practice that enables other strategic sellers and innovative teams to deliver similar results using systems thinking and design thinking.

After working with over 500 individual contributors since March 2022, I am parlaying this experience into a packaged program for the right strategic account teams.

I invite you to be one of the select few this year!

The Why

Strategic tech sellers get shortchanged.

While there is vast market opportunity, let's face it: most organizations don’t have the bandwidth to coach and guide their sales teams as they would like or need.

The current model at most companies is not working, and it’s more than misaligned comp plans, macro conditions, and the rise of AGI.

Left to figure it out alone, smart, strategic sellers are stuck wondering where best to invest their time, energy, and attention. After all, they’re the “CEO” for their families. There’s a lot riding on their performance this year (for your company and “theirs”).

Other performance domains—like professional athletics, creative arts, and the military—have mastered the approach of using the right support systems to unlock peak performance across all aspects of life.

Yet, the sales world lags behind.

Sales leaders still focus on the same metrics they did when I started in sales in 2006, preaching the need for blindly carrying 3x - 5x pipeline for the next quarter.

In contrast, speak with any professional athlete and you'll see how dramatically performance management has evolved over the past two decades.

High-performing individuals and teams in these fields rely on "working units": an integrated ecosystem that combines a coaching staff, proven principles, tailored frameworks, personalized structure, appropriate tools, performance tracking, individual drive, accountability, and neutral support to elevate capabilities.

Here's my rally cry for every organization with a strategic account team pursuing ambitious targets: Let's collectively commit to making this the year we finally break free from the "Zone of Comfortable Mediocrity."

This is no easy task, but it is my personal mission to use my experience going through this grind myself to enable a better vision for others. It’s not an overnight process or a “one and done” endeavor. And it can’t be achieved alone.

I have linked up with a team of trusted experts and specialists to serve as your company’s working unit to systematically and programmatically guide your strategic sellers to their highest levels of performance in all arenas they care about — improving their craft, enhancing creativity in their roles, elevating their mindset, minding their well-being, planning for their future, and gaining financial freedom.

Taking the step to work together will lead to helping your sellers achieve the best year of their careers. From there, each individual will build upon this successful year's foundation to achieve accelerated, asymmetric results that naturally lead to long-term individual satisfaction and collective team success.

While this journey won't be easy, transformative change is inherently challenging—it's meant to break down the unintentional behaviors that keep individuals in their comfort zone.

Remember: this “comfort” is merely a psychological defense mechanism, not a platform for breakthrough results. Settling for comfort (distinct from the optimal zone of performance) leads to a harder life in the long run (and another year of the team not hitting their number).

The What

This year, through The Purposeful Performer learning platform, strategic partnerships, group strategy sessions, and individual coaching, we're illuminating a better path forward so your strategic sellers can achieve the best year of their careers.

Very few companies in tech, if any, are offering such a holistic and integrated approach to coaching, up-skilling, deal design, and enablement. Most fall to the level of status quo, making no company any different than their competitors:

• Basic product enablement

• Hyper-focus on a company-centric sales methodology

• A slate of expensive SKO speakers far removed from strategic selling

This program breaks the status quo, and is unique in that it brings together an integrated approach and philosophy using systems thinking and design thinking that incorporates:

• Health and behavior modification: We have partnered with WHOOP to offer an optional add-on that helps individuals understand how sleep, physical recovery, stress, exercise, and other behaviors are affecting their individual performance.

• Personal operating system: Most sellers (and leaders) are blind to how their time, energy, and attention are being expended and what impact that is making on their ability to generate revenue. Through proven, universal frameworks and mental models, we help individuals turn these resources into the ability to create value and drive results without sacrificing what’s meaningful to them personally.

• Designing buying experiences vs selling: Teams pursuing transformation deals within strategic accounts fail to hit their targets because they are focused on a company-centric sales methodology. We transform this approach into enabling each seller to become a “CEO of their account list” and design a world-class buying experience proven to improve win rates, increase deal sizes, and shorten sales cycles using frameworks, personalized dashboards, the right tools, and a digital transformation maturity model.

• Building influential personal brands online: Your future executive buyers are forming opinions about your company and your sellers—and it’s not what you want. That’s because there is nothing compelling for them to see when they visit your company or their assigned AE’s LinkedIn profile. The most innovative leaders in the space are telling a more provocative story online that is generating the right type of opportunities to come to them versus the salesforce constantly grinding to find new ones.

The How

• Step 1: Deep discovery—Let’s spend 45 minutes finding your “levers” by analyzing last year’s performance and this year’s collective objectives.

• Step 2: In-person kickoff workshop—We’ll launch with a 90 minute strategy session engaging and inspiring your team to reframe their roles to achieve breakout performance.

• Step 3: Ongoing guided instruction, support, and resources—Each week, a new lesson will be delivered via email to each individual with a specific mission tied to a distinct learning path. These are delightful, digital lessons using gamification in the most effective way (spurring individual growth vs team competition). The learning paths for 2025 are:

• Step 4: Individual coaching—Each seller who takes part will receive four virtual coaching sessions (with the option to add more at a partner rate). These sessions offer unbiased advice and focus on supporting each learning path or dive deep on specific deal win strategies.

• Step 5: Group coaching with distinct strategy sessions and experts—Every participating seller will also receive one 60-90-minute virtual group session each quarter, gaining input from a top specialist connected to each learning path.

Exact pricing will be determined by the number of participating sellers, but most teams can expect an annual investment in the six-figure range for the program (or alternatively, we can explore a performance-based gainshare model). If you are interested in learning more and want to set up an initial conversation to explore further and design a program that works for your team, please email [email protected] or schedule a call with me using the button below.

The Who

Hi, I’m Brandon Fluharty, and I’m confident you will find few individuals with the right experience and strategic partnerships in place to deliver the level of insight and credibility your strategic sellers crave. You can learn more about me here and connect on LinkedIn.

• Less than three years removed from actively selling

• A strategic seller at a mid-cap public company that was able to achieve an average 78% win rate, $1.92M booking size, and 278% quota attainment in 38 months

• Proven performance winning CX transformation deals with iconic, Fortune 500 brands

• A roster of hundreds of individual top-performers at coveted tech companies who have improved their performance working through the program