Building a President’s Club Blueprint While Working Full‑Time
I built Closed Won Club in the margins of my life. Early mornings before a loaded day of calls. Late nights after onsites. Weekends when everyone else was off the clock. I'm an Enterprise AE at Gong by day. Founder of a B2B sales coaching community by every other hour. I didn't start CWC because I had extra time. I started it because I kept seeing the same thing: Great sellers - people with real talent and real reps - stuck because nobody ever showed them the full picture. Not just tactics. Not just scripts. The actual operating system behind consistent, President's Club-level performance. 7x President's Club. Feel super fortunate I've lived it. And I wanted to give others a faster path to what took me years to figure out. CWC started scrappy. Downloadable playbooks. Raw content. A community held together with duct tape and good intent. But it's growing. And so is the infrastructure behind it. Over the next few weeks, I'm pulling back the curtain on how I'm scaling CWC - the platform, the community, the content - while still carrying a full enterprise bag. Custom branded mobile app, premium experience, real community feel built for member-to-member engagement. It’s now officially open to the public. Launch sale through 6/5 only. Join below: https://t.co/Lh4KLvyK8E See ya on the inside? P.S. Welcome200 is the code :)
Create Urgency by Asking What Happens if Nothing Changes
Most AEs uncover pain on a first call. That’s not the mistake. It's skipping to ask what happens if nothing changes. Think about how many first calls end with a good conversation, a "this sounds helpful,” and then... nothing. The deal...
IC vs Leadership: Control, Earnings, and Impact Trade‑offs
If you followed me in 2022, you know I finished #2 to Jc Pollard. It's his birthday today, so figured I'd be nice and remind him. We had a healthy rivalry and it both pushed us to sell more. Since...
Control Your Demo: Prep Click Paths, Prevent Failures
“I’m sorry - our demo environment is a little wonky.” Great way to zap momentum in a call. Every org has buggy / outdated demo spaces. Blaming it on the environment is lazy. 𝗛𝗼𝘄 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝟵𝟱% 𝗼𝗳 𝗶𝘀𝘀𝘂𝗲𝘀: -Write out the exact click path...
Prioritize Wins: Add “Unfortunately Nope” To Your Pipeline
The best thing I ever did for my pipeline was add an "Unfortunately Nope" category. Not every account deserves your energy. The hardest skill in enterprise sales isn't opening deals. It's having the discipline to deprioritize the ones that aren't going anywhere so...
Ask Who’d Feel Left Out to Surface Key Stakeholders
The most underrated question in a sales cycle: "Who would feel left out if they weren’t apart of this evaluation?" Not "is there anyone else I should talk to?" That makes it sounds like it’s all about you. Best way to do...
First Calls Should Prioritize Value, Not Full Checklist
I've been trained on MEDDICC, Sandler, BANT, Spin, and others. 5+ years of 'mastery' later - my top takeaway is you should NOT get all of the "criteria" on the 1st call. Unless you want a poor prospect experience, with them...
Planning a Two-Month Sabbatical After Leaving Gong
Random thought - if and when I leave Gong, I'd love to do a substantial (2 month min.) break between the next play. Not feeling burnt out or anything. Just think it's a unique time to be 100% off of...
Gong Hits $500M ARR with 10 Quarters Accelerating Growth
It's no longer a secret. Gong crossed the $500M ARR mark and have had 10 straight quarters of ACCELERATING YoY Growth. Exiting Q1 at over 55% YoY in ARR. So, so grateful to be here. Rare air. https://t.co/dQn8g1ufOd
Turn One Insight Into an Army of Champions
One easy question to improve multithreading. I plant this seed mid-demo. 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻: “When you see these data/insights, who else on the team would get value?” Now you have permission at the end of the call Close it out + make the ask to include them Army...
Credibility Comes From Follow‑Through, Not Knowing Everything
New sellers misunderstand credibility & confidence in sales. They think it means having all the answers. It doesn't. It’s knowing you'll get all the CORRECT answers. And doing what you said you’ll do. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁 𝘁𝗵𝗮𝘁 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗹𝗼𝗼𝗸𝘀 𝗹𝗶𝗸𝗲: → You get an integration question you've...
Master Managing Up: Align with Your Manager’s Priorities
Questions you should know the answer to: -What are your manager’s goals at your org? -Exactly what do they need to get promoted? -Outside of revenue, how is your sales leader measured? -Where does your manager think your team’s greatest area of opportunity is? -What’s...
Disqualification, Not Prospecting, Is New Rep’s Biggest Challenge
The hardest skill to teach a newer rep isn't prospecting or discovery. It's disqualification. Not because the red flags are invisible. It's because they don’t have enough reps under their belt to have that ‘gut feel.’ No single flag feels like enough. So...
AI-Generated Handoffs Replace 30‑Minute Calls with Contextual Insights
If your handoffs rely on a 30-minute "let me get you up to speed" call or typing up a word Doc - you're wasting time. And more importantly - still missing the full story. Gong's AI Briefs flip this completely. Choose an...
Palantir Ditches Legacy CRM, Builds Fast Platform
Damning quote for legacy SaaS from Palantir’s earnings call today. "We’ve gotten rid of legacy software like CRM, built it very quickly on top of our platform to a user experience that our users love." $crm $HUBS Adapt or die has never...