Life can be improved by adding, or by subtracting. The world pushes you to add, because that benefits them. But the secret is to focus on subtracting.

The Sales Bro: - “You know, I’m out here living the dream.” - “What do we have to do to get this deal done?” - “This feature will be a game changer - it’s a no-brainer.” - “Just wanted to circle back on that email I sent last week.” The Sales Pro: - “I’m doing well, thank

Here are the 3 secrets every 7-figure-earning strategic AE in tech knows (that 6-figure-earning AEs don’t): #1: Identify where the true ROI is on your account list before going too deep - 7-figure-earners: Spend most time on Diamond Accounts - 6-figure earners: Views landing a

Within 4 years, I won 1x 8-figure & 9x 7-figure deals. Here's the 2-step mental shift I had to make first: 1. Keep raising standards higher while 2. Pushing expectations lower As a visual, it looks something like this: YOUR STANDARDS (Improves your craft)

Greatness is just good repeated over and over. "Good" is a risk worth taking right now. 🐝 Illustration credit: Ash Lamb

The biggest earning year in my sales career was in 2019. I earned $1.22M in commissions. I worked hard, but… I also: - Averaged 7 hours of sleep/night - Rode my bikes over 2,000 total miles - Took more fun trips than any other year - Saw family and friends all over the

To close big transformation deals, you must rally others inside the organization to help. Remember this as you climb higher in sales: "Nothing great is achieved alone." 🐝

I went from earning $45K to $1M+ a year in sales while being a socially anxious introvert. Here are 7 key moves that helped: BACKGROUND: In 2006, I started out making around $45K (after commissions) as an Account Manager. That was my first dedicated job in sales. It didn’t

Here’s what I loved about being in sales… It’s an on-ramp to entrepreneurship. Here's why: There is a direct correlation between results and effort. You thrive or dive based on your strategy, hard work, and effective execution. I’d argue that launching a career in sales is

Multitasking in sales is like cutting your commission checks in half ✂️ Here’s why it creates misery, not momentum: RESEARCH: First, a little background. 3 important studies have shown how ineffective multitasking is for knowledge performers. 1. The Stanford Study In 2009,

This 2,400-year-old framework helped me win $27.3M ARR in 4 years. I teach it to everyone I coach: ARISTOTLE'S PERSUASION TRIANGLE: 1. Character (Ethos) Executives see right through salespeople. Especially when your view is centered on you and your product. If you want an

Here’s the $0 to $30M ARR blueprint for SaaS Sales $0 - $500K ARR: - Transactions - Land & expand - 3 - 6 month cycles $500K - $1M ARR: - Multiple products - Enterprise solutions - Close in <12 months $1M - $30M ARR: - Transformations - Strategic opportunities - Long-term

Here’s the harsh truth about enterprise sales: Sellers don't close deals… Buyers do. How often have you heard a champion say “yes”... Yet, the deal falls apart at the last minute? The power dynamics have shifted to a buyer-led era: → 43% of buyers prefer not to speak with

How to build a top 1% strategic sales team Old Way: - Company = employer / Seller = employee - Manager dictates account planning - Measurement is based on activity - Chase multiple opportunities - Hustle & grind all the time New Way: - Seller is a “startup” / Company acts

In 2006, I fell into sales after running out of options. My learnings: - Year 1 (2006): Cold calling - Year 5 (2011): Email sequences - Year 10 (2016): Executive presence - Year 15 (2021): Maturity models & narratives My earnings: - Year 1 (2006): $45K - Year 5 (2011): $112K

I used to hit my snooze button multiple times every morning. That all changed once I implemented this simple daily routine: - 10 hours before bed: no more caffeine - 3 hours before bed: no more food - 2 hours before bed: no work - 1 hour: no more screens ...leads to 0

Taking no risks is the riskiest thing you can do. The ultimate measure of a successful life? Living with no regrets. Agree? 🐝

Break this vicious cycle that 99% of enterprise sellers face: - Hustle hard - Win a large deal - Think back to what paid the huge commission - Hustle harder - Repeat - Strain relationships - Burn out Instead, choose a more sustainable path. Create a personal operating system:

Want to get REALLY rich in tech sales? You can learn a lot from my electrician Brian: First, some important background... I am not a handy person. I never learned or had the desire to develop those skills. I pay good money to free up my time to do the things I want to do.

As a $200K earning seller, I cared about: - My status - The leaderboard - Winning at all costs - Material possessions - Making President’s Club As a $1.5M earning seller, I cared about: - Health - Creativity - Collaborating - Helping others - Traveling with my wife - Doing