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Salespeople can succeed with little to no skills if they are in a good market, have good quota and a product that sells itself. All they need is a bit of hustle. That makes them cocky. But if one thing changes, they quickly find out that they are not actually good at sales!

We always under estimate the amount of work it takes to excel. I think to yourself "1 post a day is more than enough", while the truly successful (and some who aren't) are posting 12 times before I wake up!

1 Action != 1 Result. For some reason we think that if I do this action, I will get this result. To get results, the amount of action required to move the needle is tremendous. 6 pack abs don't come from 1 gym session. Closing a deal does not come from 1 follow up.

When we achieve a level of mastery of our role, unless there are new challenges, it comes with a level of boredom

I was about to post about the importance of cleaning up your environment for focus and productivity, but then I looked at my desk and decided to keep my mouth shut ... sort of.

The Solution Engineer team is too busy, how should salespeople get them involved in opportunities? 1- Qualify Aggressively 2- Bring in bigger opportunities 3- Listen to SE's Advice. Be good at what you do, and SEs would like up to help. Nobody has time to pick up your slack

When I started my career as a Support Engineer, I hated people who wanted to be the center of attention. But soon I noticed that those people got the projects they wanted, the raises and trips they wanted, and new jobs they wanted. So, looks like we need to seek attention!

I don't want to be a BDR. I cannot handle rejection! BDR is such a simple role, yet hard to do. It requires thick skin and the mentality that customers are not rejecting you; they just don't need your solution right now.

Here's why Sales Leaders should not be Solution Engineer Leaders youtu.be/nrLvk7Vj6Do

I buy clothes from Costco and expect to be unique.

I studied Engineering so I won't have to talk to anybody, and yet it's the sales skills that I've picked up are what made me successful today. All Engineers, from new graduates to CEOs, need to learn about Sales.

Why do vendors love to give out free trials. Yes, sometimes it's necessary, but in many cases, it's where deals go to die.

Engineers make the best Salespeople since they already have the hardest skill to learn, problem solving. Engineers also make the worst salespeople since they think they know what the customers and they just want to tell them what to do. Have not seen an in-between...yet!

If I were to overgeneralize the kinds of job seekers, I’d classify them into 2 groups: The unprepared and the prepared.

How do you build a relationship with someone who doesn't give two shits about it? With someone who views you as a means to an end? You don't. Not every relationship has to be built. Some are good right where they are and trying too hard to force it may only make it worse.

Sometimes salespeople are in so much of a hurry, they end up making mistakes and slowing themselves down. Take a breath, and as Jocko Willink would say, Detach, and then make a decision.

If you want to learn to do the splits, run on grass with only your socks on. Have faith, splits will happen. (Not a doctor)

Nobody owes you anything. If a prospect, a hiring manager, a client is not providing you an update, try to figure out why and then see if you can help. I'm busy putting out fires, providing an update on something I had updated you about a few weeks ago is not on my to do list!

More leads don't mean anything if you don't have the mechanism to convert them to opportunities and then win the deals.

Introverts make some of the best salespeople. They are not without their struggles, but when they overcome those, they are simply the best. Better than all the rest!