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 Project and trained it on my writing style. Input custom instructions in it. 3. Uploaded it to ChatGPT too - asked it to generate 40 ideas for newsletter topics. 4. Went through list of 40 topics and choose 15 to write about. 5. Turned on ChatGPT dictate and discussed each topic and 1 minute about what I want included in it. 6. Copy/pasted each topic + minute brain dump into Claude Project and it turned it into a newsletter 7. Copy/pasted all 15 into Kit 8. Reviewed all 15 in Kit and made strategic edits, added memes, real examples. Best part: It sounds exactly like my voice because it's trained on how I write. So it's written by AI... that's actually my voice... and edited strategically by me. Next 4 months ready to rock.
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...