Is it still possible to reach seven figures in SaaS sales? You got into sales to build a comfortable life and enjoy a little extra. But after how last year turned out, that goal may feel far-fetched.

To help you reset and refocus, I’m revisiting episode 1528 with Brandon Fluharty, sales coach and founder of Be Focused. Brandon breaks down his seven steps to start making seven figures in SaaS sales, starting with one critical shift in mindset.

1. Get In The Right Environment

· Find your Goldilocks situation concerning your ideal workplace, whatever that may be.

· What kind of internal infrastructure do you need to start making seven figures in SaaS?

2. Build A Transformation Mindset

· Seven-figure earners sell a transformation that doesn’t just solve an issue; it prevents the problem from happening again.

· In SaaS, you want to be the player touching multiple parts of the business. That requires a transformational mindset and is a key principle of Brandon’s framework.

3. Be Strategic About Your Target Account List

· Sell to clients that give you purpose. Identify the reasons you prefer your ideal client and search for more that fit those criteria.

· Doing so keeps you motivated during the dishearteningly long sales cycles common with enterprise companies.

4. Create A Standard No One Else Delivers

· The Diamond Standard: picture a coal field in your competitive landscape and be the diamond for your clients.

· It’s easier to perform to this standard when working with clients you’re genuinely interested in and passionate about.

5. Break Through Personal Limitations

· The higher you climb, the more imposter syndrome you’ll feel. For example, Brandon initially thought his introversion limited his success.

· As he advanced, he realized he could listen more than he talked and that perceived weakness became a strength.

· Write down the traits you feel hold you back. Then ask yourself how you can repurpose them into strengths.

6. Rally Others Inside Your Organization

· Nothing great is achieved alone. When you’re working toward seven- and eight-figure deals, you’ll need help.

· Be a generalist with your skill set, but a specialist to start making seven figures in SaaS.

7. Develop A Personal Operating System

· Move away from hustle culture and work smarter.

· Balance Brandon’s Discipline, Flexibility, and Curiosity (DRC) and Plan, Rest, Effort, Performance (PREP) live life instead of hustling around the clock. (It’s a more humanistic approach.)

“Be like a scientist and look back at your workday with curiosity.” — Brandon Fluharty.

Resources

Follow Brandon Fluharty on LinkedIn and subscribe to his bi-weekly newsletter for more content, information, and insights on tech sales. Join my Sales Mastermind to get real-world feedback, accountability, and proven sales strategies.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at