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 ones it doesn’t, it still hurts momentum. 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝗜’𝘃𝗲 𝗱𝗼𝗻𝗲 𝗶𝗻 𝘁𝗵𝗲 𝗽𝗮𝘀𝘁 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝘀 𝗺𝗲: -Plan ahead… anchor to that date you are out of office. Make it a goal to get some deals wrapped up prior to that. Let your prospects/customers know. And work extra hard to get ahead. Easier to take the time off when you’re ahead on your numbers. -Create an out of office plan. This is when you cash out your favors. Assign each high value deal to a top rep and ask them extremely nicely if they’d be open to covering you during that time. Create them a one-pager on any action needed, if there’s a meeting you need them to run the exact plan, and offer to spend 15 min debriefing with them. You need a point person. It’s hard for your manager to take all your deals. Offer to pay them back when they’re out. -Delete email and Slack off your phone. Out of sight out of mind for the trip. -Optional: If the anxiety of not knowing about one of your deals kills you and makes you think more about it, give yourself permission to do 20 min a day. Log on to email on desktop. Set a timer. Only respond to fire drill level emails. Forward others. Save the rest for later. Any other tips for taking PTO so you ACTUALLY enjoy PTO? P.S. Christmas morning with Closed Won Club reopening for 50 members. All smiles today 😊
When High-Stakes Negotiations Turn Into Disasters
The High Stakes Negotiation That Went Pear Shaped by @Timothy_Hughes https://t.co/dOWFQNFRXU @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Salesforce #SalesEnablement #RevOps #Leadership #Marketing #SalesNegotiation https://t.co/04yV12vMSR
AI Teammates Are Now Essential for B2B Sales
Why an AI Teammate is Now Table Stakes for B2B Sales by @Timothy_Hughes https://t.co/tVg4MW4MLB @DLAIgnite #SocialSelling #DigitalSelling #Sales #SalesTips #SalesLeader #Marketing #Leadership #ArtificialIntelligence #MarketingStrategy #MarketingSuccess https://t.co/3zR6aTuubU
B2B Buyers Favor Rep‑Free Experience, Rethink GTM
Learning systems developers - how are you shifting your #B2B #GTM strategy to meet potential buyers where they are? #LMS #software #productstrategy #marketing #sales #selling
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...
Deposit Value First, Then Ask for Sales
Your email list is a relationship bank account. You need to: • Make deposits (give value) • Before making withdrawals (ask for the sale) All roads lead back to giving
Crack AI Gatekeepers: Get Your Outreach Noticed
Last chance to join us live for this FREE webinar. If your outreach feels like it’s disappearing into a black hole, there’s a reason. AI filters are screening messages, executive assistants are trained to block you, and decision makers are drowning...
Revenue Orchestration Redefined: Conga‑PROS Insights Unveiled
Revenue Orchestration Redefined: Insights from the Conga + PROS Era at Connect 2026 #congaconnect https://t.co/4bEbn8fnog
Three Proven Tactics to Boost Cold Email Success
New Episode Alert. Episode 453 Cold Emails: 3 Ways To Get Better Results https://t.co/oyq5lRJdKn https://t.co/i2kZevLBas
DTC and Influencers Can Outpace Wholesale Dramatically
MVMT went from $1M to $60M in revenue in just 2 years using DTC and influencer marketing. No retail stores. Got acquired by Movado for $300M. Meanwhile you're still chasing wholesale deals. That's the gap.
Prepare a Validation Matrix for Every Prospect Objection
Founders: Build your narrative validation matrix: Prospect says: You need: 'Interesting' → Market data 'Proven?' → Case studies 'ROI?' → Calculator 'Why you?' → Comparisons 'Why now?' ...
Color‑Code Your Calendar: Fill It With Money‑Making Activities
I told an SDR two weeks ago to triple their cold calling blocks. They looked at me like I was crazy. I said... " Listen.. that's like telling Steph Curry to only shoot 3s in the first quarter.. He's the best...
Targeting Everyone Kills Founders; Narrow Focus Drives Demand
Most founders fail because they target everyone. When you narrow your market, you attract buyers who see your value and stop wasting time on bad leads. Focus on one niche, speak to one problem, and align your offer to one clear outcome. Test,...
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...
Hiring Expert DM Sales Closer for High‑Ticket Agency Coaching
I’m hiring. Right now I spend a lot of time selling for my Make More Money program. I’m pretty good at it, but it’s not where I do my best work. My best work is teaching, coaching, and sharing what I know...
Revamp Sales Hiring: Success Starts Before Interviews
If your sales team is underperforming, look at your hiring process. Alice Heiman and I break down why the old sales hiring playbook is broken — and what it really takes to build a high-performing team today. It starts before the first...
Raise Prices Until Win Rate Falls Below 20%
Founders: Price testing framework: Phase 1: 10 deals at price X Phase 2: 10 deals at 1.3X Phase 3: 10 deals at 1.6X Measure: - Close rates - Sales cycle length - Customer satisfaction Stop raising prices when win rate drops below 20%.
Limited Free Shipping Threshold Boosts Sales Over Unlimited
I've tested 50+ 'free shipping' thresholds. Here's the pattern: 'Free shipping over $50' got more sales than 'free shipping on everything'. Your assumption that customers want everything free is wrong. They want a clear goal. Trust nothing.
Revenue Architecture Beats Tactics for Predictable SaaS Growth
Most SaaS companies try to fix growth problems with tactics. More leads. More tools. More sales hires. But predictable revenue depends on something deeper: Revenue Architecture. The system connecting ICP, positioning, pricing, pipeline, and sales. I explain the framework here → https://t.co/y9I8gazKsu
Sales Leaders Must Coach in Real Time, Not Just Track
One thing Jason Williams and I talked about on the podcast is something a lot of sales leaders avoid. Getting in the field with your reps. Listening to their calls. Watching how they handle conversations. Coaching them in real time. It’s uncomfortable. It takes time....
Start at the Funnel Bottom for Rapid Pipeline Results
If paid media is set up correctly, you should start seeing a qualified pipeline within 30–45 days. Here's how we achieve that for our clients: Many B2B teams end up running paid media backwards. They start with awareness, build an...
Context Is the iPhone Moment for GTM Success
A couple weeks ago @ParthGujare_ Senior Product Manager at Ramp posted about their internal revenue stack and what they had built for it. “A customer data platform “processes millions of records, internal, external, crm data daily”, A unified action layer with...
Pentagon Accessed OpenAI via Microsoft, Bypassing AI Ban
Everyone is selling their software through third-party carveouts. Sometimes those third parties are the fifth-most valuable companies on Earth
OpenClaw Agents Boost Sales via Slack Integration
Pls don't give me this BS that agents can't drive real business ROI. Here's an example of my OpenClaw agents invading our Slack and helping our sales team. The possibilities are endless. https://t.co/RGBDK21qyO
Leadership Secrets for Consistently High‑Performing Sales Teams
I recently spent some time with Jason Williams at Ramsey Solutions. Really good conversation about leadership, coaching reps, and what it takes to build a sales team that performs consistently. Sharing a quick behind-the-scenes shot from the studio. Full podcast episode drops tonight.
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…
Adopt the Resisted Shift to Boost Close Rates
If you feel like you’re working harder than ever but your close rate isn’t reflecting it, this one’s for you. There’s a simple shift that can completely change your sales results — and most salespeople resist it. https://t.co/5Fwvx5SvKs
Capture Intent Signals in CRM Forms for Better Follow‑up
Brilliant: "A CRM-integrated form should capture intent signals, such as inquiry type, company size, role, or product interest. These fields do not add friction when designed properly, but they dramatically increase the quality of follow-up."
Build Your Own AI Sales Team Today
The future is about hybrid teams of humans and AI agents. But even today, you can start building your own personal team of simple, easy-to-use agents. If you work in sales or need to sell (because you're a founder/entrepreneur), you...
Write for Real Customers, Not Giant Corporate Fantasies
Your next sale won't be a 1000-seat order from Google. But is your homepage written as if this is the target? Formal, obtuse, corporate-speak, pretending to be a mature, stable company. You’re alienating your actual best customers. https://t.co/2jsBd6Z3Ap
Follow‑up Persistence Drives 80% of Sales Success
Most deals aren’t lost to “no.” They’re lost to silence. 80% of sales happen after the fifth follow-up. But 44% of salespeople give up after the first one. Read that again. Almost half of all salespeople quit after a single attempt. Meanwhile, the...
Micro's X Integration Turns Email Into AI-Powered CRM
Been using Micro since last week and it’s awesome. Especially the new integration with X that allows you to find important people that follow you. I was going to call it a CRM killer but it does so much more...
Stop Agency Overhead: Demand Revenue‑Focused, Actionable Marketing
You hired an agency to make your job lighter... But instead, you’re in more meetings. Weekly status calls. Slide decks full of impressions. Endless “next steps.” The reporting looks polished. But pipeline doesn’t feel any stronger. You’re not looking for...
Stop Mass Emails: Offer Relentlessly, Share Your Solution
You haven’t run out of people to reach out to. You’ve run out of offers. You sent one message to each person once. That’s not outreach. That’s a mass email, sent the long, hard, stupid way. Here’s what I’ve noticed about the...
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...
Target Emotionally Ready Prospects, Not Senior Titles
I was in a coaching workshop with an SDR team selling into enterprise accounts last week and a rep asked which prospect to message first. It's a massive account.. probably 20 people we can reach out to at min. The obvious choice...
Leadership Swaps Hide Costly 18‑24‑month GTM Inefficiency
The hidden 18–24 month cost most companies never calculate There’s a familiar moment in many companies when growth stalls. Pipeline slows. Forecasts wobble. Pressure rises. And eventually, the conversation turns to people. “Maybe we need a different marketing leader.” “Sales...
High Prices Protect Quality, Not Just Exclude
High-ticket pricing can create a major barrier—but in some cases, it’s the most effective way to preserve quality, not accessibility.
Build Target Lists in 5 Minutes with Claude & ZoomInfo
Most “AI for sales” demos stop at generic copy. This one doesn’t. You can use Claude inside Slack + ZoomInfo data to build a target list and prep an account in under 5 minutes. EVERY @ZoomInfo customer already has access. I’ll show the exact...
GTM Engineers: The $500K Solution Replacing SDR Teams
Patrick Spychalski has generated over $100m in pipeline using Clay . Then he sold his Clay agency for a life-changing amount. Tomorrow he's giving away the exact GTM systems being used by the hottest names in tech: Most B2B sales...
Charge More for Quality: Best Profit and Pride
Three strategies: 1. More for more (i.e. pay more for the best) 2. More for less (i.e. cheaper, but we still have features, mostly) 3. Less for less (i.e. doesn’t do much, but affordable) All valid, but the first is best for both profit...
AI Must Safeguard Today’s Clients and Build Tomorrow’s Loyalty
When using AI to improve revenue performance, you need to measure two things simultaneously: 1) whether AI is protecting the relationships that fund the business today, and 2) whether it’s earning the loyalty of the customers who will fund it...
Compress Sales Leadership Phases to Accelerate Scaleup Growth
I see 3 phases of sales leadership hires in scaleups: 1st - Get first customers and get first sales reps. 2nd - Figure out the process to get customers and sales reps. 3rd - Scale the process to get customers and sales reps. You...
AI Uncovers True Reasons for Lost Deals, Bypassing Bias
Every quarter, management teams walk into the board meeting with a “Closed Lost Analysis” slide. It typically shows the top 5 reasons deals didn’t close. Pricing. Missing feature. No budget. Chose competitor. The problem? Much of that data is incomplete,...
Cold Outreach Success Is Pure Math, Not Talent
You don’t have a closing problem. You have a math problem. The average response rate on cold outreach is about 5%. That means for every 20 messages you send, one person replies. Not that one person buys. One person replies. Most agency owners...
Stop Quick Wins: Educate and Segment Leads for Pipeline Growth
Pipeline not growing? You might be making these 3 classic mistakes.. It’s painfully common: B2B Marketers and Founders get stuck on the sales treadmill, chasing only those who seem ready to buy now, ignoring the bigger picture. 1. Chasing Quick...
Info‑overloaded Founders Need Revenue Infrastructure for Sustainable Growth
The founders/CEOs, I work with are only information overloaded NOT confused. They’ve built momentum, visibility and demand. But they haven’t built the right revenue infrastructure. And growth without infrastructure is heavy and stagnant.
Separate User and Buyer Personas: Tailor Message, Timing, Channel
If the user and the buyer are different people, what are you trying to convince each of? When? (Trials vs discovery) Where? (In-product vs sales material) Etc. Treat as specific, separate personas.
Boost Leads 10x in 4 Weeks with AI
How I'd 10x leads in 4 weeks using AI, if I were starting my business from scratch.
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...
