Jorge. SMB AE

Regardless of what happens tonight, it’s been one hell of a season 🔥 Lakers Nation 4 life 💜💛

You can predict who’s getting fired this year by watching how reps react to one bad quarter Bottom performers, the second adversity hits, immediately start building a case: >My territory is cooked >Marketing isn’t sending leads >My manager doesn’t get it >The product sucks Every sentence is a brick in the wall they’re building between themselves and accountability By the time the quarter ends, the wall is so tall they can’t see over it, they quit or get fired and tell everyone the company was the problem Top performers hit the same adversity and something different happens The excuses don’t even start Instead their urgency picks up, their calendars get packed, they start asking for more feedback not less, their inputs surge They don’t talk about the bad month, they just out work it, they claw the quarter back in the last few weeks because that’s when they actually started trying Elite performers don’t wait for adversity at all They go find it on purpose They cold call on Friday afternoon when nobody else is, they take the accounts everyone else passed on, they get time with top performers They train under load so when the load shows up uninvited, they don’t even feel it Think Kobe Bryant He didn’t flip a switch in the playoffs, he flipped it in July, in an empty gym, when nobody was watching and there was no reason to Most reps think the elite ones got lucky with talent or timing They didn’t, they just started running toward the thing everyone else runs from, and they did it for years before anyone noticed You’d be extremely surprised at how “lucky” you’d get if you worked your ass off Just understand this: your perception of your current situation is your reality You have two options: use this to your advantage or your detriment, the choice is yours

Few understand that this is what every sales job actually is Sales isn’t about duping people to buy your shitty product. If they don’t have the problem nothing you say will convince them otherwise It’s about finding barrels of fish to shoot

A lot of sales is just a process of elimination. 

Eliminating bad accounts, prospects, and a lot of BS.

You’re going to talk to a lot of people who aren’t your ICP. That’s part of it. 
And you just continue to eliminate all the unnecessary things until you eventually get the right info, from the right person, at the right account.

@saleskhalifa See it all the time in HCM. Reps spent all their time “networking” instead of prospecting. Just wasting time.

Networking events are the participation trophy of business The crowd that loves them: -Gets dressed up -Books the flight -Posts the LinkedIn selfie at the booth -Collects all the business cards -Follows up with nobody This is all feel good busy work, same energy as the "let me start an LLC" crowd Meanwhile the person who simply picked up the phone and made 100 cold calls: -Booked 3 meetings -Generated $200k in pipeline -Didn't spend $2k on a conference badge The dirty secret nobody at these events wants to admit: If you can't pick up the phone and sell to a stranger, no amount of "networking" is going to save you or your business You're just paying to be in a room with other people who are also avoiding the actual work that generates results The phone is free, networking events are expensive, but being honest with yourself is priceless

@thecamjwright Paycom is ruthless lol. They hire and fire quickly..

Anyone else notice Paycom MID-MARKET in the #2 spot at $1.7M? Tf..

@FidelCacheFlow What are Top HCM companies to sell for?

HCM is the “boring biz” of Software Industry It’s not sexy AI Cyber Infra but the best representation of “need to have” in the software marketplace. -Highly commoditized, tons of rip & replace opps -Loads of compliance related triggers & signals -Heavy competition, contract renewals -Grow as you scale biz model for upsells HCM is easy $

@ryan_c_walsh Surprised! not seeing Paylocity for mid-market. For enterprises not surprised.

As tech companies stay private longer, we're starting to see the very top earning roles filter into the non-public organizations - a few years back these $1.5M and up w2 sales individual contributor earning years were much more skewed towards public companies...

When the phones are hot, press harder. A newer SDR I work with is hitting his first real run on the phones. He joked that he hopes it never ends. I told him: enjoy it, but dig in deeper right now. Because momentum changes fast. And slumps always come. Sales moves in waves. You gain momentum. You lose momentum. When things are flowing, make the extra calls. Your future self will thank you when the wave turns.

Top 5 reasons to work out 1. Look good for your wife 2. Have muscles for your wife to grab onto 3. For your wife to admire and hype you up 4. Be able to carry groceries and kids in one trip 5. Eat more of your wife’s food

Depends on exp lvl, my opinion: If no experience, your entry point to the tech sales industry should be SDR Stacking for allotted 12-18mo experience requirement then Internally or Externally promote to SMB AE and climb the ladder If Corporate BDR, would consider the current org, its path to promotion and opportunity cost making 30-40% less compared to your peer SDR Stackers - pretty much if u don’t have a S tier logo would pivot If SMB AE, fully focus on the task at hand outperform and get to Upmarket AE as fast as possible. Don’t step over the dollars to pick up the Pennies with Stacking and limit your progress In recap, if committed to the CAREER of tech sales your ultimate goal should be Upmarket AE aka $350k+ income, if you’re not fully committed to the pathway and timeline of 5-7 years to get there then Stacking is probably the first and last stop for your “career” in tech sales

@FidelCacheFlow If the goal is to move MM & upmarket then contract stacking would not be ideal? Go all in promoting to MM?

As industry quota attainment continues to float at 40-60% across the board the Fractional SDR (Contract Stacking) path becomes more & more attractive to the general populace. No barrier to entry and faster access to Upmarket AE (>$200k) *guranteed* income levels since your stacking salaries as a portion of the income. As much as Tech Sales folks may believe my biase towards this thesis I’m really not since Fidel covers Corporate and Contract community and Client support from BDR to SMB AE. In short, Is 5-7 year career path to *potential* of $400k OTE as Mid Market AE worth the pathway? For some yes, maybe others not but what you can pretty much guarantee is securing two entry level BDR roles for a $100-130k collective base salary plus variable performance earnings of up to an additional $100-130k on top NOW with the long term goal of exit from the tech sales industry. I’ve spoken to plenty of tech sales veterans and they do not see a 15-25 year career in the industry.. this is the alternative pathway, pit stop and prescription

@hipica_ @FidelCacheFlow No one SDR at ADP. Those are full AE SMB sales role. The role itself is alike a SDR/ AE you get the experience to close business and refer deals up market for a split.

I’m done playing nice and politicking with the tech sales industry. SDR Contract Stacking smokes the Corporate BDR and SMB AE role. Incomparable 2-3x the comp. 10x the leverage and flexibility. 10x the skill development. It’s OK to put yourself, and put the money first Fancy corpo titles don’t pay the billz Our Stackers make more than most AEs..

@saleskhalifa Is it better to go through accounts in the CRM that meet these requirements than pull a list from an Apollo, zoominfo?

If your sales strategy for 2026 looks like: Loading up 1000 contacts into a call or email cadence and hoping for the best You are cooked Yet this is what most sales teams are doing , especially in the series A / startup world You must prospect through a tiered account list and systemically sift and bucket your TAM appropriately If you want to get consistent results and avoid duplicate work

Yes, this is real. Sources tell ESPN: Full trade: - Lakers: Luka Doncic, Maxi Kleber, Markieff Morris - Mavericks: Anthony Davis, Max Christie, 2029 LAL 1st - Jazz: Jalen Hood-Schifino, 2025 Clippers 2nd, 2025 Mavericks 2nd

If you were 20 during COVID you're 27 now

@JordanLoman_ Did you sell HRIS tech ?

I’ve sold in many different industries but i must say i enjoyed working at a rental car agency than HR tech

@FidelCacheFlow MM or enterprise ?

You’ve seen words typed about tech sellers making $500k+ in Enterprise AE roles Have you ever seen a paystub? Their inside DSG. $66,000 commission payout, on his way to the 7 figure W2 and winners circle Incredible work brother

KOBE BRYANT’S 10 RULES: Get better every single day Prove them wrong Work on your weaknesses Execute what you practiced Learn from greatness Learn from both wins and losses Practice mindfulness Be ambitious Believe in your team/yourself Learn storytelling

@saleskhalifa Most of those roles offer very low base and OTE is a joke. Most deals are just who can offer cheaper price.

Saw a sales guy on Reddit complaining about making 75k for a 3rd year in a row selling b2b janitorial supplies His story is not an uncommon one Not all sales roles are created equally In general you want to avoid most sales roles that require: -Selling in person -Significant travel time -Low Margin products -All or nothing comp plans This person worked for a company that did all 4 of these things, and so many sales people fall into the same trap At the end of the day whether you are slinging toilet paper or saas the skill set required to successfully do both is relatively the same So what does that tell you? As a competent sales person your entire job is to find the highest leverage vehicle to sell for You want to maximize earnings vs time investment required to reach OTE To do this, you need to work for a company that: -sells a high margin product -to a hungry market -that has to have your product to conduct business -comp plans with real skin in the game for the company. Ex: good base, benefits and tools to do your job effectively Anything else is simply spinning your wheels, and delaying long term success Don’t get caught doing a sales job that requires significant time doing non revenue generating activities (travel) and selling low margin products