Sometimes you need to jump ship to get your next leg up Manager doesn't see your potential Pipeline has flatlined Product is wavering Market is in a lull That bridge needs to be burned sometimes What are you waiting for?

For some industries, there's just so much rivalry between firms that you can use this to your advantage. Law firms come to mind. They will literally climb over themselves to make sure another firm doesn't have an advantage. Hate being left out. Spread some FUD.

The FUD factor is real. You'll never hear a sales manager/VP chat about this. Won't see it documented in your Sandler sales training. Feels dirty. But its a tactic.

We all laugh about order taking. ie. a deal that literally falls from the sky and takes no effort to close But we all need those every now and then to hit our numbers Amiright?

Literally just lost a deal to IBM The most user unfriendly software on the planet I see the mantra "You can never get fired for buying IBM" is alive and well

Lose a deal = great quid pro quo for a LinkedIn connection request to your primary contact Win them back when your competitor fumbles implementation

Had a prospect schedule a call with me to tell me they weren't choosing us. Totally surprised. No one EVER does that. Made me smile. Scheduled a check-in 6 months hence. Sounds like a win-back to me.

What's the best way to demo? Honestly, there a so many styles out there. Just don't be. boring.

You should be tracking all of your closed lost deals. So much overpromising and underdelivering happening, your lost deals can be a gold mine you can harvest later. Mr. Prospect, I won't hold it against you if you change your mind and come back to us. No hard feelings.

I'm at my first conference since late 2019 Definite energy coursing through the exhibitors Sooo much more competition

Shelfware is alive and well in SaaS I see

I've trained 3 bosses in 18 months months. Feels like a slog. Total time suck. They sign the commission checks though.

I can't just let shit drop around customers and serving them. Grey area where it's not clear what team should manage that stuff? I'll do it. You gotta care.

The principle of "good enough" in software should be req'd study for anyone in this industry. AKA "keep it simple", "80/20", etc. Explains so much behavior. Also explains why Excel runs most of the world.

Sometimes you need to leave a little money on the table in a deal. Give a little on terms. Maybe not be quite as aggressive as you could. You'll make that up later.

Supporting Mrs. SaasAccountExec and her Top Gun obsession last night

Overpromising and underdelivering seems to be recurring mantra these days. So much churn happening right now...

Hubspot is sooo much better for individual sales reps Salesforce (+ Salesloft) is a creaky mess Salesforce gets bought because the Sales VP isn't in the trenches

If you're not picking up the phone, can you really call yourself a hunter?

My sales brothers and sisters, I see little speak of non-recoverable draws. Or draws in general. Is this just not done anymore? If I'm negotiating my comp in a new sales role, sure as shit better have some type of draw built-in. Pipeline is at $0 day one.