Sun Aug 03 2025

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 req...