CJ Cartwright

"I know nothing. But every day I ask questions and take a seat at the table where Truth likes to have snacks."

@saas_seller Dallas is by no means a tech hub. If there’s an area of opportunity for the city, that’s it.

Not trying to city bash but I do not get all the hype around Dallas at all. Dallas is supposed to be a new tech city and top place people are moving?? Spent this past weekend there and I don’t get the hype one bit. Was pretty dead. Other than lower cost of living and great BBQ food not sure what else is going on there. Much better cities out there.

@techsalesguy Two sets of Srixon irons I see? 👀 IYKYK

“Nothing from my end, thanks everyone”

@natolisnuggets Golf plans ruined

June isn’t even a summer month anymore

@BrianLaManna_ “Lmk when you’re ready for the the big leagues” LOL

Update: HATE. “I have a feeling we’ll be talking soon” 🤣

@Pipeline_papi It is a fairly gnarly interview process lol You keep doing your thing though man and it’ll land. It’s all learning & growth in this game called life.

Confession🫣 Made it to the third interview with Gartner Reached out to a school alumni of mine a few years older who worked there, he spent a ton of his time helping me prep I bombed the interview SO BAD I almost shut my laptop mid sentence 😅 Still cringe thinking about it

Understand what you’re saying but have an additional thought to this: Take the mindset you’re implying & then sell how your client wants to be sold to. Vital to remove our emotion tied to the outcome, but clients will tell you what they need from you to feel comfortable moving forward as well. Learning DISC profiles and how to spot them had tremendous impact on me. A D personality needs different things from you than an I or a C & they all communicate, evaluate and validate differently.

Sell how you want to be sold to. It helps to put yourself into a situation where you are being sold to as often as possible. This will help you maintain the right mindset and not be too pushy. When you aren’t in need for the sale, you will be perceived as close to objective as possible and as a result you will close more deals.

@Budgetdog_ Faxed 😵‍💫

POPULAR OPINION: Nothing should have to be printed, faxed or require a physical notary in 2025.

@natolisnuggets lol yes. Trust.

Sales rule 101: Never count your commission before it hits your account. No fantasy planning of what you’re gonna do with the $ until you have it in hand. Trust.

@BrianLaManna_ 👀 big time!

XXL NEWS TODAY: Gong & Microsoft Partnership 🚀 Microsoft customers, rejoice: you can now access Gong’s beloved Revenue AI directly from Microsoft 365 Copilot, Teams, Outlook, and Dynamics 365. That means: → Sellers get AI-powered insights in the flow of work → RevOps teams get cleaner CRM data — automatically → Developers can build custom Gong-powered agents using Microsoft Copilot Studio Think autonomous agents that summarize pipeline changes, flag at-risk deals, and guide your team — without ever switching tabs! Grateful to the Microsoft team for making this happen and even more excited about what comes next. Full release + use cases here: lnkd.in/eiSYn7cn

Current Large Ent AE at Gartner, have sold SaaS and managed teams at software orgs. 2 things: 1. If you can have success selling at Gartner you can sell anywhere IMO. Very difficult. There’s a ton of great talent that stay around for a long time & would crush it in software, but many don’t last. 2. Per your original post - Clients don’t work with Gartner for the research. It’s the 2,500 analyst that can hop on a call to help them solve problems - the pre made toolkits that would take them days to make on their own - benchmark assessments - new to role CXO’s that get aligned an executive partner to serve directly as an advisor to them, etc. Many of us IC’s pay $10k+ for coaches out of our own pockets - similar business case for an exec and their teams. It’s still super challenging - just some additional context FWIW.

April RepVue Data is out and... $IT has printed the lowest average Sales Rep sentiment around Product-Market Fit ('The market acceptance and demand for the product or solution is strong.) since we've been collecting data. Thats a 52 *month* low. N = 3,048

People have to WANT to work with you. Period. If there are other seemingly comparable options on the table that were perceived as being easier to work with, less arrogant, etc. people are going to hire them. Unless you are a generational talent or no other compatible options are available you cannot afford to go into an interview and be perceived as anything other than a pleasure to work with. Huge life lesson that anyone can take away. He’ll have a great career & this will likely be the fuel he needs to propel that, I have no doubt. But he did not have the leverage he thought he had going into this process.

This is insane. All these race takes are insane. I love Deion. And I’ve been saying for 2 years Shedeur would be my 1st Qb off the board. BUT NFL gms, coaches, owners will do ANYTHING to win games, save jobs. The NFL is cut throat. Owners would stomp on each other’s throats to win. There is no collusion. The 1st pick was a black Qb. If teams thought Shedeur and everything he brings could help them win games more than guys available on the board they’d draft him.. Thats it. End of story. Every other narrative is fantasy.

Again, I believe in Shedeur and hope to see him succeed - what a story that would be. But there are lessons to be learned here that anyone could benefit from. This is just my opinion! How do you perceive this situation?

Bottom line: you have to play the people game carefully. I’m sure there’s a ton that went on behind the scenes that none of us are aware of but one thing that does seem pretty evident is that many teams spotted what they perceived as arrogant, entitled, someone who passes the buck and didn’t value their opinion of him. Not good if you want to get hired. At the end of the day, teams clearly felt like they had comparable options that would be less of a headache to deal with.

From a former football coach turned sales professional: There are real life lessons to be learned from this Shedeur Sanders situation that can benefit anyone looking to navigate their way up through the working world. Hoping some of my former athletes that are now working adults can take something from this. 🧵⬇️

Love it. Sometimes leveraging intel/info from the previous AE has diminishing returns for that reason. I’ve always found when you focus on company’s overall objective they’re trying to achieve + the main initiatives your prospect is being tasked with to achieve that goal, as long as you truly have a solution to the problem budget seems to become available real quick. AND those priorities often shift so what was relevant yesterday may not be today. Congrats on the win!

One of my reps told me their account was “tapped out.” So we reassigned it. Three months later, the new AE closed a six-figure upgrade. The first rep wasn’t doing a bad job. They knew the users, ensured adoption, and confirmed there was no fit for additional products after several demos with the existing team. To them, that meant the account had maxed out - so they asked for it to be replaced. Being the obedient VP I am, I reassigned it. The new AE took a different approach. First, they learned how the current team was using the platform. Then they asked: - What problems is this company facing? - Which ones can we help solve? - Who owns those problems? They found a business priority we could support, identified the team responsible, and got an intro from the existing users (who were happy to help). Three months later, that team was fully onboarded, and we had a six-figure upsell. I’ve seen this play out time and time again - AEs looking too narrowly at accounts, asking: “How can I get the current users to spend more?” That mindset leaves money on the table. Start by helping your users solve the problems they bought you to solve. Then zoom out: What other problems exist in the business that you can help with? Use your existing success as a case study, ask for intros, and expand your impact. Expanded revenue will follow.

@CoachKeller_ @GreenwoodAth They struck gold with this one! Congrats brother!

Next steps, moving back west! Excited to get to work!! #RangerDNA @GreenwoodAth