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Quick Boston on-site this week. One of the biggest deals I’ve worked & a successful exec presentation. Followed by a suite at the Red Sox game. Momentum is high!!! ⚾️

Almost every seller I see makes this subtle mistake. They position their company as the hero of the story. Your company is never the hero. The customer is always the hero. The hero is the main character. They take action to overcome obstacles in order to find success. You

A few of my favorite technologies I use as a seller: -Slack -Gong -Notion -Anthropic Claude -LinkedIn Sales Nav -trumpet 🎺 -Demandbase -LeadIQ -The Funding Letter 💰 Favorite technologies I use as a creator: -Kit -Anthropic Claude -Unbounce -Slack -Notion I keep my stack

Might be one of the few employees who doesn’t want an IPO to happen soon. Yes, the equity cash out would be great. But a company changes when it goes public. And slowly becomes bigger & bigger. Joined at 500 employees and don’t want all the politics, shareholders &

Shopping with the wife. Walked into a nice store making tequila drinks for free. Hunkered down in a comfy chair & happy now. Very smart move.

Empty gym this morning. Hitting sled pulls, KB swings, KB dead lift, leg press, & dead hangs. Big day ahead!!

I nearly didn't accept my job at Gong 4 years ago since it was a 50% pay cut. I was selling Enterprise at BrightEdge and Gong only offered me SMB. A year later, it turns out I earned more at Gong hitting 200% of goal. Almost didn't accept the role because they wanted me to

Two steps to handle any objection. And the key is not handling it. 1. Ask a follow up question 2. Empathy, reframe, and ask for the meeting again 𝗦𝘁𝗲𝗽 #𝟭: 𝗔𝘀𝗸 𝗔 𝗙𝗼𝗹𝗹𝗼𝘄 𝗨𝗽 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻 Before you handle the objection, dig deeper to fully understand it.

Investing is much simpler than it’s made out to be. Put your earnings in a brokerage account like Schwab. Invest in an ETF like VOO (S&P 500). Will average about 8% a year over a decade. Don’t need to stay up to date, pick individual stocks, or do much else to put your money

5 of my favorite questions I asked this past month, pulled directly from transcripts. #1 - “You’ve been with (competitor) for 6 years. It sounds like it’s not perfect but I know it works. The company is doing great. Why would you consider changing when it works okay? #2 - “My