Invest $1K to Win Tier‑1 Account and Impress Leadership
A second Tier 1 account booked. Became an actual customer of theirs through Closed Won so I could 1) champion them 2) see how their process was ran. Cost me $1,000 but VP of Sales was blown away. Let’s make this happen.
Stack Needed Tasks Between Two Rewards for Productivity
I've read Atomic Habits 3 times. Chapter 8 unleashes a real productivity hack It uses habit stacking + temptation bundling to crush your day: 𝗙𝗼𝗿𝗺𝘂𝗹𝗮: 1. After {current habit}, I will {habit needed} 2. After {habit needed}, I will {something I want} 𝗘𝘅𝗮𝗺𝗽𝗹𝗲: 1. After drinking morning...
Hyper‑personalized Gifts and Cold Calls Land Tier‑1 Deals
Just booked one of my top Tier 1s with a hyper personalized gift and a cold call to follow up. Adrenaline rush is hitting good.
Turn Real‑Time Signals Into Daily Prospecting Wins
Lot of talk about signal-based prospecting without any strategy into how to work them into your daily workflow. Start by identifying the types of signals that matter most for your business. These will depend on your industry, ideal...
More Pipeline, Higher Win Rates and Disciplined Selling
You're not you when you're hungry. You're also not you, when you're desperate for a deal. My observations in both situations. 𝗪𝗵𝗲𝗻 𝗜 𝗵𝗮𝘃𝗲 𝗮 𝘀𝘂𝗿𝗽𝗹𝘂𝘀 𝗼𝗳 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲: -Disqualifying properly -Keeping stronger price integrity -Holding the line on our buyer process -Spending my time on the most...
72‑Hour Fast Completed: Low
The 72 hour fast is complete. Cut it from 96 to 72 after hearing from others to not do 4 days for a first one. Wednesday - easy, locked in. Thursday - Similar. Breeze. Friday - felt a lack of energy...
Keep Discovery Alive During Demos with Open‑Ended Questions
Most obvious learning, that I didn't realize my first year as an AE. DISCOVERY DOES NOT STOP during your demo. Demos aren’t your opportunity to put together the best show and tell and then get feedback at the end. It's about continuing the...
Day 1 of 96‑Hour Fast: No Hunger, Full Energy
24 hours of the 96 hour water fast are now complete. Been super easy so far. Shocked at how I’m not hungry. Good workout this morning still + a long walk after. LMNT, sparkling water, & black coffee have helped for...
Warm Introductions Outrank All Other Prospecting Methods
On my Mount Rushmore of top prospecting techniques, nothing beats #1. Warm introduction from someone in your network. Imagine if your old colleague or close friend introduced you to someone. You'd feel pretty damn compelled to at least respond. And I'd be more...
96-Hour Water Fast: Gut Reset, Mental Challenge
Began my 96 hour water fast today with my last meal at lunch. Why am I doing it? Sounds like a fun challenge. Feel like I often eat when i’m not hungry but it’s something to do. It’s a physical reset for...
Transparent Negotiations Won’t Survive Last‑Minute Discount Demands
Procurement entered at the the 5 yard line of my largest Enterprise deal ever last year. We ran discovery on their procurement process. Learned what mattered most: -Short-term contract vs. longer-term agreement? -Total price vs. price per seat? -Cash flow for billing? We were transparent about...
Add a P.S. to Boost C‑Level Email Replies
The average C-Level exec gets 121 emails a day You get ~6 seconds …worth reading or automated? Step #3 in my "Opps framework" makes it scream human: O - Observation P - Problem P - P.S. S...
Research Before Calls: Stand Out From Bad Sales Reps
Bet - The prospect joining your call, has experienced some awful sales reps before. Reps who don't understand their business, know how they make money, or even pronounce their name right. Unfortunately, the bar is very low in sales. You need to set...
Executive Alignment and Clear Success Criteria Drive Pilot Wins
I’ve ran over 100 pilots (trials) in my 4.5 years at Gong. With a win rate of over 90%. 4 biggest lessons. 1. 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐀𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 Never begin a pilot without executive alignment. Ideally, the economic buyer has already been engaged through demos / the...
Ask Key Questions First to Personalize Your Demo
"Hey Brian, can you just show us the demo?" Old me: Rollover, say yes, and hop in so I would be 'buyer-centric.' But I'd also know I lost all control of the call and the demo would fall flat, without knowing what...
Proactively Leverage Raving Fans as Mid‑Cycle Champions
Pivot for 2026 - will be setting up my prospects and customers with more references. I’m lucky - I’ve worked to bring on 110 net new logos and work with 30 existing customers. We have raving fans here...
Adulting: Treating Texts Like Email with Bulk Replies
Adulting is treating text more like email where you respond 2-3 times a day to all messages, in bulk. And use iPhone’s send later 💜
Address Deal Risks Directly to Accelerate Wins
Here’s one area I worked on with my Enterprise Sales leader on to start 2025. We strategize in deal reviews the biggest risk and our action plan. And oftentimes the best strategy is simple. Call out the elephant in the room. We often know...
Turn March Madness Alumni Data Into 50+ Sales Meetings
I've booked over 50 meetings from my March Madness template since starting it. And you can scale it with Sales Navigator. 68 different universities make the tournament. Odds are, at least one of your prospects went to 1 of those schools. Zero sports knowledge...
AI Writes My Newsletters in Minutes, Keeps My Voice
Wrote my next 4 months of newsletters this morning. Took me 90 minutes in total with ChatGPT/Claude. In the past, this would have taken me 10+ hours. Here was the process: 1. Export all previous newsletters 2. Upload file into a Claude...
Deep Customer Success Unlocks Upsell Even After Layoffs
I still think about one of the smallest deals we won, that I was FIRED UP about. I got credit for $5.8K. One of my most proud wins of 2024. 90 days prior, we learned the sad news an active customer...
Name Their Biggest Concern, Then Solve It
One of my absolute favorite sales 'techniques.' Drop a line about “the biggest concern” you have and watch it magically get solved. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁 𝗜 𝘀𝗵𝗮𝗿𝗲𝗱 𝗶𝗻 𝗮 𝗿𝗲𝗰𝗲𝗻𝘁 𝗰𝗮𝗹𝗹: "My biggest concern is that the team is...
Plan Ahead and Delegate to Preserve Deal Momentum
I’ll be taking a 2 week vacation this year with Gong Club + extending. And that stresses me the heck out. As a seller, you never want to halt your deals for 2 weeks. Time kills all deals… and the...
Aggressive 2026 Territory Plan: Deep Research, Quick Wins
Received my territory for 2026 (in mid Jan) and boy am I pumped up. Here’s a glimpse into my book. -6 Tier 1’s -8 Tier 2’s -16 Tier 3’s And 5 strategic customers with whitespace potential. Glimpse into my Tier 1 strategy for 2026: -Google...
Copy Top Reps, Then Question the Rules to Win
"If you only do what the best person does, you remove any outcome where you can be the best." We brought John Bristow on - former Palantir Head of Commercial Sales (KSA), multi-time president's club winner, and stud seller. He dropped...
Random Integration Questions Reveal Product Misunderstanding
You know your prospect doesn’t understand your product when they ask if it integrates with a random tool. “Do you all integrate with MailChimp?” Um… what did you have in mind…
Set Boundaries, Demand Communication, Stop Being a Pushover
Nice guys finish last in sales too. Being a pushover or a happy ears seller is a good way to get walked all over. Selling is a 2-way street that is flow of gives/ges. You have to respect yourself for: -Your expertise -Time you prepare...
Six Essential Questions to Avoid “No Decision”
6 non-negotiables for me to uncover in every sales cycle. Without it, you're likely to lose often to 'no decision.' And no - this is not MEDDIC. It's the concept of 'why change' and why an investment is required. 1. 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐚 𝐜𝐨𝐦𝐩𝐚𝐧𝐲-𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐯𝐞 How...
Use a 2‑step “Next Step to Win” Compass
At my last company, we were required to fill out a field “NSTW” prior to every call. Hated having to do the admin work. But it trained my brain. NSTW: Next Step to Win This is your ideal outcome / next...
Learning From Palantir’s $200M Sales Leader
Unreal first Closed Won Club masterclass with Palantir’s former head of commercial sales (KSA). $200M+ in career revenue closed. Hands down… I learned an insane amount getting to grill John with questions for 45 minutes. Excited to line up the...
Negotiation Success Starts With
I've spent 4.5** years selling to CRO's and VPs of Sales If you can't hold your own negotiating, you'll get eaten alive. Here's my always / never rules for negotiating: 𝐀𝐥𝐰𝐚𝐲𝐬: -Confirm you are vendor of choice -Be consultative + work together -Require a live phone...
CRM Alone Is Outdated; Let Sellers Focus on Selling
For years, I've been the guy in the room saying CRM alone is a horrible way to run a revenue org — and people looked at me like I had two heads. Pretending that CRM is to "better understand our...
Hybrid Work Boosts Productivity and Work‑life Balance
I’m not sure I would have been successful in 2018 as an SDR if it wasn’t in office. Fresh out of college, I had no idea what I was doing. How to open Salesforce, make a dial, what to say, how...
