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15 outbound plays I'm using today
if you want them you can download here:
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Tech Sales Guy
14.5K posts
Tech Sales Guy
@TechSalesGuy
building sales channels for start-ups | tips on cold outreach, outbound & partnerships | growing @sticktothemodel
15 pipeline plays → Katılım Şubat 2023
541 Takip Edilen18.9K Takipçiler
@TechSalesGuy for the first... fire your boss? put them on a pip?
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here's what I've realized about changing jobs:
every company has problems.
don't like your boss? easy fix
don't like your comp plan? negotiable
company not growing? harder to fix
you're not escaping problems.
you're choosing which ones you want to deal with
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@JerimiahLee 100% - hard to be successful if no one wants to use your solution
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@TechSalesGuy Company/market fit is the most important.
If the business is under capitalize or isn’t growing, it’s gonna be very difficult to be successful.
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@HaydenWinks as their AFC East counterpart this is absolutely not right and shouldn’t be tolerated
GIF
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making the Patriots be there for the Seahawks celebration is nasty work
Underdog NFL@UnderdogNFL
Week 1 NFL slate leaked, via @OzzyNFL: Wednesday Night: Patriots at Seahawks Thursday Night Football: 49ers vs. Rams (Australia) Sunday (1:00 PM ET) Browns at Jaguars Bears at Panthers Bucs at Bengals Ravens at Colts Bills at Texans Saints at Lions Jets at Titans Falcons at Steelers Sunday (4:25 PM ET) Commanders at Eagles Cardinals at Chargers Dolphins at Raiders Packers at Vikings Sunday Night Football: Cowboys at Giants Monday Night Football: Broncos at Chiefs
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Cold outreach methods ranked:
Tier 1 (>30% success):
- intent signals - website visits, downloads etc.
- old opportunities you re-target
- warm intros or referrals
Tier 2 (high effort, high reward):
- cold calling with research
- handwritten notes + small gift
- personalized videos
Tier 3 (volume plays):
- LinkedIn connection requests
- commenting on peoples posts
- mass email
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our company's been pushing for more cross-departmental collaboration this year
one of the early wins: our VP of sales started taking CS reps out to lunch. just one-on-ones. building bridges
it's working. we've had more CS people raise their hand to move into sales in the last quarter than ever before
the head of HR sat down with him last week. wanted to bottle it. roll it out to other departments.
he told her "honestly it's nothing. I'm just getting to know them on a personal level."
what he didn't mention is what he takes them to lunch in his car
Ferrari (leased)
every CS rep walked back to their desk thinking the same thing
so this is what it looks like to be paid for what you're worth
five more applied to open AE roles this week
the head of HR is now writing a deck about "the power of one-on-ones"
just lease the car - go into debt if you have to
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Sales team characters:
- The culture carrier: jokes in Slack, keeps morale up during shit months. Averages 80% quota attainment but nobody cares because everyone loves them
- The golden boy: takes the long lunch. minimum dials every day. loves shooting the shit with management somehow hits quota by every month
- The CRM/AI wizard: has 8 tabs tracking pipeline, win rates, and commission down to the dollar. Always knows exactly where they stand and incredible at prospecting
- The grinder: first on calls, last to log off. Process driven, coachable and never complains. Takes longer to ramp but eventually crushes. You want them on your team
- The process guy: has opinions on every tool, workflow, and sequence. "We should be using X instead of Y." Belongs in RevOps but somehow carries a quota
- The sandbagger: sits at 80% by November then drops 5 deals in December. Somehow always makes President's Club
- Recently single: only joins all-hands to check out the new hire slide deck. "Who's that new SDR?" NEVER misses a work happy hour.
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once interviewed a guy about his weaknesses and he looked me dead in the eye and said “Mondays”
still regret not hiring him
DocumentingLibs@HistorianUSA1
😂🍪 This dude just walked out of a job interview and immediately recorded this in his car. He knew the “biggest weakness” question was coming… brain completely short-circuited… and instead of the safe “I care too much” answer, he hit them with: “Oreos. I’ll eat ‘em until the milk’s gone. Could be two, could be twelve.” The way he says it with that deadpan delivery and then just accepts his fate is SENDING me. Man, I genuinely feel bad for the guy… but I’m also dying laughing. We’ve ALL had that one moment in an interview where your brain just yeets itself out the window. Kid’s still out here job hunting. Somebody hire this absolute legend before he stress-eats the entire Oreo aisle. Who else has completely bombed a “what’s your weakness” question?
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“Hi! yes, this is a cold call”
“trust me, I don’t like my job either”
“mhhhhmm, OK”
“Yep, I’ll go f**k myself. Have a good one”
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got a follow-up email this morning.
subject: "circling back."
delete
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Sales tools actually worth paying for
Tier 1 (non-negotiable):
- Salesforce/HubSpot
- LinkedIn Sales Navigator
- ZoomInfo
Tier 2 (high ROI if you use them):
- Gong/Chorus for call recording
- Outreach/Salesloft for sequences
- Nooks/auto dialer
Tier 3 (nice to have):
- Crossbeam for partner overlap
- Clearbit for enrichment
Tier 4 (overpriced for what you get):
- Most "AI SDR" tools
- Generic email verification tools
- LinkedIn DM chrome extensions
What'd I miss?
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Man, there is some actual truth to this. Not necessarily to the Rolex, but certainly perception in general. This is why it's so important to show up tidy to calls, good background, on time, etc.
And yes, there's all kinds of sophisticated (and buyer-calibrated) signaling elite reps do to help establish credibility...
Tech Sales Guy@TechSalesGuy
sat through a demo this week. rep joins the call right on time. dialed in. clean background, nice headset. good sign. opens with "look the last thing I want to do is waste your time - so let's dive in" classic. immediately likable. we're 15 minutes into discovery. asking about our process, our team, our timeline. solid questions. nothing crazy. then he reaches up to scratch his nose. Rolex. as soon as I saw that I knew this guy had closed real deals. probably crushed his number three years running. instant credibility. his questions started hitting different after that mentioned offhand he used to sell at salesforce. of course he did. told my team i liked him. never looked at the product. this is why discovery training is dead. just buy the watch
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@TechSalesGuy 100%.
Always amazed how much of the structure of a gtm motion is dictated by folks not directly involved in it.
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Sales should create their own cold email copy.
Not marketing.
It's wild how companies assign outbound messaging to a marketing person who never speaks with prospects or customers.
That's why so many cold emails focus on features, solutions, and buzzwords.
Meanwhile, the best-performing emails:
- use language from actual customer calls
- reference specific pain points
- are short and easy to read
The emails that drive meetings aren't the pretty ones.
They're the relevant ones.
Let sales do the writing.
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my company recently hired a VP Sales
Exec team was concerned with:
- can they move deals forward?
- can they accurately forecast?
- can they develop the team?
we missed one KEY question:
"who are 2-3 people you'll bring with you here?"
if a candidate can't answer that question-
you're about to pay ~$100K in recruiter fees to build their team
if they rattle off names immediately-
you get access to their entire network
if leaders can't recruit, they can't build
and if they can't build....what are you hiring them for?
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sat through a demo this week.
rep joins the call right on time. dialed in. clean background, nice headset. good sign.
opens with "look the last thing I want to do is waste your time - so let's dive in" classic. immediately likable.
we're 15 minutes into discovery. asking about our process, our team, our timeline. solid questions. nothing crazy.
then he reaches up to scratch his nose.
Rolex.
as soon as I saw that I knew this guy had closed real deals. probably crushed his number three years running. instant credibility.
his questions started hitting different after that
mentioned offhand he used to sell at salesforce. of course he did.
told my team i liked him.
never looked at the product.
this is why discovery training is dead. just buy the watch
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bought a $400k system once from a sales guy who camped out at local 4 Seasons for a week to close the (complicated) deal.
At one point the whole team (with academics) met to discuss the finalized choices... they ordered out to McDonalds for bag lunch.
"What's Mac Donald?"
He ate a big mac with the group.
The guy was sick in the bathroom the next few days... astonished that people ate that.
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