Relentless Sales: The 10 Laws of High-Performance Selling
What’s up, Relentless Fam? Welcome to the first week of June!
Last week, we discussed Law #2: Intent and announced our new course launching July 1st: THE HUNT.
This program outlines the exact system I recommend for building structure, consistency, and winning territory execution. It’s the same approach I’ve used throughout my sales career to create focus, drive accountability, and win in competitive markets.
Visit www.JonAlwinsonCourse.com to save $100 on the pre-order and receive additional bonuses. Check it out and text me to let me know what you think (404-272-5236).
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We’re in the middle of maybe my favorite series to date entitled:
The 10 Laws of High-Performance Selling
These are powerful principles I’ve been thinking about, refining, and applying every day for years.
So far we’ve covered:
Today, we’re diving into Law #3: Keep a FULL Pipeline.
You’ve heard the phrase:
“The Pipe is Life.”
And it’s so true, isn’t it?
Your pipeline is the future and lifeblood of your business. It’s the source of your opportunities, your revenue, and your long-term success as a sales professional.
A healthy pipeline keeps the lights on, fuels growth, creates confidence, and provides the momentum needed to achieve your goals. It keeps the lights on at every successful sales organization.
So, how do you keep a FULL pipeline?
The answer when you thin about it is simple:
Stay relentlessly focused on creating new opportunities—Every. Single. Day.
One of my sales heroes, Mike Weinberg, teaches that great salespeople continually Create, Advance, and Close new business. That’s exactly what a healthy pipeline requires.
When I first started in sales, I had one simple rule:
At 8:00 AM every morning, I started prospecting.
It didn’t matter what podcast I was listening to. It didn’t matter how I felt. It didn’t matter what else I wanted to do.
When the clock struck 8:00, the calls started.
I knew I had to do it to survive.
No negotiations. No excuses.
Early in my career, I realized there were countless things outside my control. Customers could say no (it happened a lot). Competitors could undercut my pricing. Markets could shift.
But I could always control my effort.
I could control my activity.
So, I intentionally built habits that set me up for success. The 8am start time was first step.
In order to keep this strong, every evening, I reviewed my calendar and stack-ranked my priorities for the following morning.
That preparation allowed me to start each day focused on the activities that would move my business forward instead of reacting to distractions.
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Underlying all of this was a deep hunger to win.
A hunger to grow and be better.
A hunger to earn more.
A hunger to prove to myself that I could become a successful sales professional.
Looking back, I’m incredibly grateful for the hardship and adversity I experienced earlier in life and in my career. Those experiences created a fire that pushed me to develop the discipline to build these habits.
A Challenge for You
No matter where you are in your sales or business career, I encourage you to honestly evaluate how much emphasis you’re placing on pipeline creation.
Are you spending enough time prospecting?
Are you consistently creating new opportunities?
Are you advancing qualified deals through the sales process?
Or are you allowing administrative work and busy work to consume your day?
And don’t fool yourself by filling your CRM with garbage opportunities. That’s only wasting your time and isn’t tricking anyone (you or your boss 😉).
So, keep your pipeline honest.
Focus on real opportunities that have a legitimate path to closing and moving your business—and your bank account—forward.
In a world full of distractions—CRM updates, compliance training, expense reports, internal meetings, e-learnings, and countless non-revenue-generating activities—remember this:
At the end of the day, people won’t remember whether your expense report was submitted on time.
They’ll remember whether you delivered results.
Stay focused on the activities that create revenue.
Stay focused on creating opportunities.
Stay focused on advancing deals.
Stay focused on winning.
Your future revenue is on the other side of the next call. Get after it!
Stay focused on Law #3.
Keep a FULL Pipeline.
You’ve got this!!
Stay Relentless,
Jon
Don’t Forget
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Jon Alwinson
Author | Speaker | Coach | Sales Leader
📘 Relentless Sales