Focus on the customer first and the sale second. In doing so, you will close more sales as you build stronger relationships through likability and trust.
Remember sellers, your focus should be on your client, not just yourself!
In North America, 10% of people will be top sales producers.
We’re defining “top salespeople” as those who are able to hit at least 110% of their quota every year.
You should also know that there are top sellers who hitting as much as 200% and even 300% of their quota each year.
That being said, about 20% of sales people are either too new to sales to measure, or they are so bad that they’re on the way out.
That leaves 70% of salespeople as mediocre sellers. They’re good, but not outstanding.
They’re fine, but not memorable. They close 1 in 3 deals available to them, leaving 2 deals to go to their competition.
They are not failing, but they are mediocre performers.
How can you be a top performer? Here are two important steps:
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Get Over Yourself
Selling and sales is not about you.
It’s not about what you want and what you want to tell the customer.
It’s not about what you want to sell and it is certainly not about how you feel.
If you’re making sales and your only focus in your own benefit, you’re approaching the entire profession from the wrong angle.
As a result, you will likely find it very difficult to satisfy your customers because your focus is only on yourself.
-
Focus On Your Clients/Prospects
Sales is about accomplishing your clients’ and prospects’ goals.
It’s about what they want to know and how your product can get them from point A to point B.
Focus on the customer first and the sale second.
In doing so, you will close more sales as you build stronger relationships through likability and trust.
Remember sellers, your focus should be on your client, not just yourself!
There is, of course, more that goes into becoming a top salesperson.
However, you must be approaching sales from the right angle to get yourself into the top 10% of salespeople.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
