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EMAIL DIGESTS
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Every morning
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EMAIL DIGESTS
Daily
Every morning
Weekly
Tuesday recap
Let's say you have 500 accounts. 100 have high spend potential. If you spend time equally across all 500? That's like a CMO spending ad budget on low-ROI campaigns. Move your "spend" to higher ROI areas. Find your top 20%: • Biggest revenue potential • Likeliest to buy Ignore the rest. Losing deals isn't the enemy. Wasted time is.
Value selling comes down to 3 things: 1. Uncover a painful current state (one that's costing them money) 2. Co-create a desirable future state (build contrast between pain and possibility) 3. Showcase that YOUR product closes the delta between the two Most reps only do #1. The...
Success = (Intensity of Focus) × (Time in Same Direction) Most people break this by: • changing direction too often • splitting intensity across too many goals
The most successful sales calls are more like a mirror and less like a brochure.
Most sellers think: "The point of discovery is to gather info for my demo." Wrong. That's selfish discovery. The best discovery calls create value FOR THE BUYER. They should walk out better than they walked in. At https://t.co/bVJ7MO77PZ we don't call them discovery calls. We call them...
I had a VP start a call ice cold. Arms folded. Short responses. Cold as ice. I didn't pitch my product. I didn't pitch my company. I walked her through a "problem deck." 5 slides. All pain. Zero product. By minute 20 she was telling me...
Most AEs stick with quota. That's a $20K mistake. Your comp plan has hidden levers: • Extra commission past quota • Closing lighthouse accounts • Competitor displacements • Billing terms (paid upfront) • Selling the new product • Multi-year deal terms • Quarterly spiffs If you're not tracking these deal...
Want $250K this year? Reverse engineer it: • $200K OTE • $800K quota • 12.5% commission rate • Need $1.2M in closed ARR • $40K avg deal = 30 deals needed • 20% close rate = 150 opps needed • That's 3 new opps per week Don't start your...
7 things that made Gong's sales org elite: 1. Sell outcomes, not features 2. Outbound in their DNA 3. Control the sales process 4. Articulate pain better than buyers can 5. Don't compete head-to-head 6. Activate executives on big deals 7. Multi-thread relentlessly Most companies do 1 or...
Cold buyer won't open up? Try the Discovery Prompter. Tell a 3-minute story about a CUSTOMER'S pain. Not your product. Not your results. Their pain. If it resonates, your buyer will think: "This person gets me." Then pass the torch: "Anyway, enough about us. Tell me YOUR challenges." Floodgates...
In 2021-2022, the name of the game in tech sales was: Easy money. Join a hot company. Milk it for everything. Skills were optional. But today? Sales cycles are complex. The economy demands excellence. CROs are asked to do more with less. Skill capacity is now existentially required.
The best mindset you can have in sales: Care deeply about people. But don't give a damn what they think about you. If you care about people AND what they think? You're a people pleaser. If you don't care about people OR what they think? You're...
Hey CEOs: Going "upmarket" is not just a sales motion. It’s a company-wide initiative. If you don’t treat it that way? You'll burn time, money, and people. 7-point checklist to go upmarket:
Stop treating discovery like a stage in your CRM. "Discovery → Demo → Proposal → Close" That checklist mentality leads to interrogation-style calls. Discovery is a PROCESS. Not an event. Give yourself permission to come back on call 2 or 3 with key questions. The...
We're past the growth-at-all-costs era. The new modern revenue leader's flex? Maximize revenue per seller. Not bloated headcount. Not massive but inefficient orgs. The highest-leverage lever to grow revenue per seller? Skill capacity. Your tech stack is full. Your skill stack is empty. Fix that.
