TechsalesCRO
@techsalesCRO
Beach bum, Vinyl enthusiast, CRO, CEO, Investor
We hired 8 sales reps in one quarter to "scale." 6 months later: 2 were hitting quota. The problem wasn't the reps. It was me. My entire sales process lived in my head. I was the bottleneck to my own growth. Document before you scale. Always.
Startup CEO translation guide: "We're being strategic" = We're out of money "Focusing on core metrics" = Everything is broken "Optimizing for efficiency" = We're firing people "Exciting pivot opportunity" = Our idea failed
The higher you get up the corporate ladder. The more valuable outbound sales becomes. - reaching out to potential investors - recruiting people to your team - starting partner conversations They say your network is your net worth. Outbound builds both.
Startup phases: This will change the world This might work This could work Please work Why isn't this working? How is this working?
POV: You're explaining your SaaS to your parents "So you rent software?" "It's not rent, it's subscription-based—" "So rent" "...yes"
Every tech CEO thinks they’re the best salesperson at their company. They’re usually right. They’re also the reason their sales team can’t scale.
The best Rev Ops people I’ve ever worked with were great at “did you know”? In every weekly 1:1 they provided business insights I wasn’t aware of as well as recommended actions.
Just finished a quarter end forecast call with my team. Asked this question on every commit deal. “How is the one person at the prospect who will kill your team”? Only 2 people could answer that question. If you can’t answer this it is not a “commit” deal.
Mutual close plans. Get the prospect to provide steps to close with dates and names. Critical to closing enterprise deals.
People don't understand this. The sale is done 20% of the way through the sale. Then it's all just cat herding.
The single best hire I ever made was a restaurant server whose resume I quickly dismissed. During the interview she told me how she won every single sales competition and needed the tips to feed her family. She is a CRO now. Grit matters.
My team used both @ZoomInfo and @usergems and to track when buyers changed roles or companies and probably generated 5-10 news leads per month.
Timing is everything when it comes to outbound. You have to be lucky or targeted to get timing right the first time. This is where signals can help: - recent hires - website visits - job changes - job openings @Zoominfo
The most successful people I’ve worked with throughout my career are those that are able to work smarter vs harder!
Timing is everything when it comes to outbound. You have to be lucky or targeted to get timing right the first time. This is where signals can help: - recent hires - website visits - job changes - job openings @Zoominfo
Beach & wife
Fail fast!
Public speaking
The best skills to learn in 2024: • Sales • Design • Writing • Marketing • Copywriting Is there a skill I'm missing?
The most difficult part of having tough discussions is often times the anguish BEFORE having them. Amazing how often you feel so much better AFTER you do!
The best relationship advice: Never avoid hard conversations. If something has a minor issue, repair it. Minor issues become major issues over time.
The best relationship advice: Never avoid hard conversations. If something has a minor issue, repair it. Minor issues become major issues over time.
Great leaders help their people to succeed… great managers force them to succeed.
Early in my career I confused leadership vs management. Leadership: - Motivating - Inspiring - Coaching - Training Management: - Create systems - Playbooks - Templates - KPIs You lead people. You manage systems and processes.
I agree that they should be true … but I’ve never shied away from a little embellishment to help support the story.
In 2024, you need to tell a great story. And great stories are stories that: • Are true • Are trusted • Make a promise • Appeal to the senses • Have a strong worldview • Aimed at a tribe of raving fans The one who tells the best story wins.
One of the keys to being a great Customer Success Manager … understand all of the recent product enhancements you company has made. Helps to drive value, gives you a reason to engage, and supports price increases.
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