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I chuckle to myself and think about this often

Just grab a day pass and work in your prospects offices! B2b sales is so easy!

If you are an AE, start planning your exit early Here’s the tech sales AE paths options as you reach the age 35+ part of the career that I’ve observed people are taking Worth planning out what fits your path so you can start taking steps towards it earlier. 1. Sales…

Recently won a deal I was told I lost. I had a deal where they said they were going with a competitor. I was gracious and asked for feedback. At the last part of the call I told them that I know the competitor well and offered to send over some questions that I would ask if I were them. They should sure and that they would appreciate anything like that. I typed up an essay and hit send that afternoon. I called the CTO the next week and asked him if the decision was still headed the other way and asked if they were open to looking at an offer my CEO put together “Your competitor didn’t like those questions. In fact they laughed at them and didn’t reply to any of them. Let’s meet and discuss that offer.” Deal signed 2 weeks later and covered 50% of my quarter. This has never worked out for me like this before. I guess I was due. No playbook just a one off. You never know what will happen

Low status cold call phrases to drop: 🤓 “The reason for my call” “I would love to” “I just wanted to” “I’m not trying to sell you anything” “I hope I’m catching you at a good time”

Best advice I’ve heard over the years on starting a new AE role if you want to get commission checks asap. (I’ve also done it 3 times myself and always smashed ramp quota) - Push very hard to get your book of business/ territory assigned first week. - Organize it and scan for low hanging fruit. Previous closed lost, churn, MQLs, people who’ve replied to emails in the past, etc… - Hit the phones immediately (early week two at the latest) and get your own pipeline. Once you have one deal you got yourself, they’ll start getting you some inbound and BDR love - Play it cool and don’t burn a bridge in the way you do it, but get ahead of their onboarding timeline. This isn’t 5th grade. The timeline is designed for slow people who can’t self onboard. - Bring your manager on every single call, pre call plan, post call sync. They will like that you are being coachable and you can lean on their product knowledge and internal social capital. You get more access to this kind of help early. - Sync with existing top AEs and find out what they do. Be humble. Be on time to the call with them. Ask them about the industry and what articles you should read or podcasts to listen to in order to speak the prospect’s language. - Get into the product and learn it. Watch gong recordings of all the top rep’s calls. Watch the discovery calls for big deals that actually closed. Follow their sales cycle and build your own version of what working for them. - If needed, make friends with someone on the product/technical team who can answer your questions or join calls with prospects. You will need this early on. What else?

Low status cold call phrases to drop: 🤓 “The reason for my call” “I would love to” “I just wanted to” “I’m not trying to sell you anything” “I hope I’m catching you at a good time”

Does anyone sell a course on how to become this type of Enterprise rep? Asking for a friend.

Becoming better at sales is such a strange and humbling experience where you slowly just become a more confident and capable version of yourself. It's an activity of becoming a student of human emotion and perception. Then processing and re-iterating. I don't always like going through sales courses or trainings because I know the effort and time it will take to implement new skills in my own voice. But it's always worth it even when I have to do it brick by brick. I'm able to run meetings in a way that I used to envy and now it's easier to add in new methods. Many things which made me better at sales really have nothing to do with sales and more to do with improving myself as a person. People who are willing to go through this humbling always get better. People who stop growing get stuck in their career.

Selling to: - Hospitality - Real estate - Marketing - Sales - finance All of these are way more fun/easier to sell to than IT

Steal my conference playbook: I go to at least 6 of these per year. All the same industry. Closed $750k+ ARR over the last 3 years from conference influenced pipeline. At this point almost everyone in the industry knows my name and will have a conversation with me. I’m known for having a good time and not pitching. It doesn’t get any traction with larger companies to use conferences to sell. My goal is to nudge relationships in the right direction with the face to face opportunity Before: - Send personalized outreach to whoever I know already that will be there - Announce I’ll be there on LinkedIn - make my top 5 list of prospects that will be there. - have my CEO reach out and personally invite them to dinner or chat while they are there. While there: - stop by all the booths and meet the other reps at companies that sell to same customers as me. Get their contact info and make friends. Next conference they will all remember you and you get referrals potentially. - execute on finding top prospects. Lunch table, bars at night, parties, walking around. They literally have name tags on. - convos are all I’m going for with the goal of a follow up. I don’t want to do a single demo at the show. Finding out what pain points they might have currently so I can get a next step After: - set follow up meetings via email and call with info you’ve gathered. - get your CEO involved if you are a start up and schedule time with those “you missed” - anyone you met at parties and bars, you’ve now got a personal story on how you met. It’s not a science but it’s how to play it. I imagine experiences vary with industry.

I’m over here making sure my BDR hits quota by letting him make the opp when I generate the meeting. You gotta do right by the BDR or sales karma will come for you.

Best advice I’ve heard over the years on starting a new AE role if you want to get commission checks asap. (I’ve also done it 3 times myself and always smashed ramp quota) - Push very hard to get your book of business/ territory assigned first week. - Organize it and scan for low hanging fruit. Previous closed lost, churn, MQLs, people who’ve replied to emails in the past, etc… - Hit the phones immediately (early week two at the latest) and get your own pipeline. Once you have one deal you got yourself, they’ll start getting you some inbound and BDR love - Play it cool and don’t burn a bridge in the way you do it, but get ahead of their onboarding timeline. This isn’t 5th grade. The timeline is designed for slow people who can’t self onboard. - Bring your manager on every single call, pre call plan, post call sync. They will like that you are being coachable and you can lean on their product knowledge and internal social capital. You get more access to this kind of help early. - Sync with existing top AEs and find out what they do. Be humble. Be on time to the call with them. Ask them about the industry and what articles you should read or podcasts to listen to in order to speak the prospect’s language. - Get into the product and learn it. Watch gong recordings of all the top rep’s calls. Watch the discovery calls for big deals that actually closed. Follow their sales cycle and build your own version of what working for them. - If needed, make friends with someone on the product/technical team who can answer your questions or join calls with prospects. You will need this early on. What else?

Hardest days in sales. 0 substantial wins Packed calendar. Internal and external calls. Reschedules, delays, internal politics. Ending the day further away than you started it. Need a dopamine source outside work to sustain me today.

One of the best things about sales is that to become truly great at it, you will have to become the best version of yourself along the way At the same the time, this is also the worst part of it as well. The process can really hurt You will be humbled every day until something sticks and you start to embody it. I didn’t choose to get better at detaching from outcome, I was humbled by the pain of attaching too much.

How August is going for selling tech

I might get some heat for this but sales guys taking paternity leave of more than a week or two is a bit ridiculous. Ask any CEO their opinion of it while out for drinks and you’ll hear the truth about it how they think about reps who take a full 3 months.

Just grab a day pass and work in your prospects offices! B2b sales is so easy!

If you are an AE, start planning your exit early Here’s the tech sales AE paths options as you reach the age 35+ part of the career that I’ve observed people are taking Worth planning out what fits your path so you can start taking steps towards it earlier. 1. Sales…

Recently won a deal I was told I lost. I had a deal where they said they were going with a competitor. I was gracious and asked for feedback. At the last part of the call I told them that I know the competitor well and offered to send over some questions that I would ask if I were them. They should sure and that they would appreciate anything like that. I typed up an essay and hit send that afternoon. I called the CTO the next week and asked him if the decision was still headed the other way and asked if they were open to looking at an offer my CEO put together “Your competitor didn’t like those questions. In fact they laughed at them and didn’t reply to any of them. Let’s meet and discuss that offer.” Deal signed 2 weeks later and covered 50% of my quarter. This has never worked out for me like this before. I guess I was due. No playbook just a one off. You never know what will happen

Low status cold call phrases to drop: 🤓 “The reason for my call” “I would love to” “I just wanted to” “I’m not trying to sell you anything” “I hope I’m catching you at a good time”

Does anyone sell a course on how to become this type of Enterprise rep? Asking for a friend.

Leaning more into cold email this year. It’s always been a strength of mine compared to calling. Focused on short, high status, single subject notes with good subject lines. In January, I’m hitting all my tier 1 and 2 accounts with one email per week. 300 accounts. Minor personalization like near by competitor name drops, relevant case studies, etc… Will post my results, open rates, responses, meetings set, and templates at the end of the month.

Hardest days in sales. 0 substantial wins Packed calendar. Internal and external calls. Reschedules, delays, internal politics. Ending the day further away than you started it. Need a dopamine source outside work to sustain me today.

Selling to: - Hospitality - Real estate - Marketing - Sales - finance All of these are way more fun/easier to sell to than IT

I made an activity calculator for all my tech sales friends on X. Usually it’s just a google sheet or excel. I decided to build out a way to calculate out the following that looks 🔥 1. 💵 How much I earn per activity - I absolutely must know this or I will not hit the phones. 2. 💻 How many activities I need to do sustainably based on what has historically been working. Play around with it and give me your feedback. Check my bio for the link 👆

Here’s a hot take In theory, I think he’s completely right. If an AE has a core skill set it shouldn’t be prospecting. It’s advancing and qualifying pipeline and closing business. In a practical world, you won’t be the AE who crushes quota without doing a bunch of prospecting unless you get very lucky

Low status cold call phrases to drop: 🤓 “The reason for my call” “I would love to” “I just wanted to” “I’m not trying to sell you anything” “I hope I’m catching you at a good time”

I’m doing in office meetings this week with my prospects in one of my key markets. I had a meeting yesterday where they brought me into their board room and introduced me to the executive team. It was like a movie set of how you imagine selling B2b would be in the 80’s This is a 60-year-old family run business. Oil, painting, portraits of all the former owners on the walls. Really gotta know your stuff and these types of situations and hold your confidence without being offensive by being too pushy. A younger version of myself would’ve completely crumbled in that setting.

Best advice I’ve heard over the years on starting a new AE role if you want to get commission checks asap. (I’ve also done it 3 times myself and always smashed ramp quota) - Push very hard to get your book of business/ territory assigned first week. - Organize it and scan for low hanging fruit. Previous closed lost, churn, MQLs, people who’ve replied to emails in the past, etc… - Hit the phones immediately (early week two at the latest) and get your own pipeline. Once you have one deal you got yourself, they’ll start getting you some inbound and BDR love - Play it cool and don’t burn a bridge in the way you do it, but get ahead of their onboarding timeline. This isn’t 5th grade. The timeline is designed for slow people who can’t self onboard. - Bring your manager on every single call, pre call plan, post call sync. They will like that you are being coachable and you can lean on their product knowledge and internal social capital. You get more access to this kind of help early. - Sync with existing top AEs and find out what they do. Be humble. Be on time to the call with them. Ask them about the industry and what articles you should read or podcasts to listen to in order to speak the prospect’s language. - Get into the product and learn it. Watch gong recordings of all the top rep’s calls. Watch the discovery calls for big deals that actually closed. Follow their sales cycle and build your own version of what working for them. - If needed, make friends with someone on the product/technical team who can answer your questions or join calls with prospects. You will need this early on. What else?

I’m cooking up a business idea with my 10 year old to help him save up for a gaming computer. Here’s what we are thinking so far: We live near a higher end neighborhood he can walk to in 3 minutes. It’s maybe 100 houses. We’ve noticed that everyone has the same trash/recycling day (Monday) 60% of the homeowners are older. Thinking of creating a flyer with a QR code and knocking doors advertising a weekly can to curb service. He can use bolt. New to whip up a landing page and canva for a flyer. We can use whop or stripe for recurring payments. We will frame that he’s 10 and will be doing it to earn some spending money and will do it the evening before. He was thinking $5/week or $15/month We are hoping 25% take him up on it over time. Happy to start small 25 customers x $20 = $500/month MRR Eventually I can create a user portal they can log into and opt in or out or use him while they are on vacation only. Thoughts?

Becoming better at sales is such a strange and humbling experience where you slowly just become a more confident and capable version of yourself. It's an activity of becoming a student of human emotion and perception. Then processing and re-iterating. I don't always like going through sales courses or trainings because I know the effort and time it will take to implement new skills in my own voice. But it's always worth it even when I have to do it brick by brick. I'm able to run meetings in a way that I used to envy and now it's easier to add in new methods. Many things which made me better at sales really have nothing to do with sales and more to do with improving myself as a person. People who are willing to go through this humbling always get better. People who stop growing get stuck in their career.