What Top Performers Do with Eric Erston

Revenue Builders - A podcast by Force Management

Categories:

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 Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/