Keith Weightman

I’ve been in sales for 16 years... Here are 5 things I didn’t understand when I started:

@BrianLaManna_ Uhhhh that’s no good.

My plane just overshot the landing & reaccelerated into a re-takeoff. Could feel they weren’t going to make it the last minute. Did NOT like experiencing that 🙅🏽‍♂️

@KyleAsay_ Here’s a good one

Working on my next video - started with the concept of “top takeaways from the best 5 sales books I’ve read.” Couldn’t think of 5. Ok, maybe “top takeaways from the 3 sales books worth reading.” Can’t think of 3. Let’s do “3 takeaways from the top 2 sales books I’ve read.” Nope. Going with “5 takeaways from the only sales book you need to read.” (Btw it’s “Sell With” by Nate Nasralla)

@natolisnuggets Correction. It’s unhealthy but STILL slaps. Haha

Wild how unhealthy this stuff is but it slapped when I was a kid. Which reminds you of your childhood the most?

@KyleAsay_ Going to get one in every color

Ngl, pretty excited to launch this soon

@BrianLaManna_ Keep your head up my dude - you have a lot of proud of. Still blew out your number which not many people can say they did in 2024.

Did the math and believe I fell $6,000 short of where I needed for Club (150% YTD). Closed $281K this month across 7 deals. Soul crushing.

@KyleAsay_ What separates elite reps isn't talent - it's their relationship with temporary incompetence

One challenge for ramping reps is you suck at having convos with your prospects but you can’t get better without having a ton of convos Average reps put off the convos as long as possible Great reps embrace the suck and have the bad convos as fast as possible Guess which approach gets you quality convos faster?

@techsalesguy Success leaves clues, and they’re all sitting in your CRM waiting to be discovered.

If you want to get better at prospecting. Get really good at CRM reporting. - accounts ownership gaps - marketing engaged leads - old opportunities - previous convos - email replies Knowing how to find the 'low hanging fruit' is a massive competitive advantage.

@cdankowski So your advice is to create a mantra of complaining? I’m no expert but I’ve been leading teams for almost 10 years and if I had a rep who used this advice - they wouldn’t be around long.

@BrianLaManna_ Who was the best?

Met some pretty cool people running concerts for Greek Life & Indiana University. -Waka Flocka -Post Malone -Baauer -Big Wild -Travis Porter -Jauz 📸 No better sales skills than negotiation, security, working with ~15 vendors, pricing, and having fun.

@BrianLaManna_ It’s actually my idea. After they banned me, I made it my mission to get even. Who’s laughing now TT?

Brian: *Decides to finally launch on TikTok after 2 years* Government:

@natolisnuggets Be thankful you’re not in your 40’s.

I turn 32 next Friday. What’s your best advice to make the most out of your 30s?

@KyleAsay_ You’re getting very snarky and we’re all here for it.

My toxic trait is I’m starting to get more snarky on LinkedIn

The most dangerous lies in sales: “I'll make it up to them” “Next time will be different” 5 early warning signs (and proven fixes) so you never have to choose between deals and memories. Get them here: …e-systematic-sales-leader.beehiiv.com/p/welcome-to-t…

@BrianLaManna_ Holy crap. Glad everyone was ok!

Super scary moment earlier. Driving a rental car and it started getting rickety. Then a loud bang followed by losing control of steering. Drifted (somehow) into the tight shoulder with a death grip on the steering wheel. Was going 70 on the highway & avoided crashing. Learned after all 5 bolts on the rear left wheel came off and the tire was coming off the axel. Grateful no one in my family was injured 🙏🏻

@KyleAsay_ 🤣

I knew AI was overrated. Back to the drawing board for my 2025 plans.

@KyleAsay_ You must've been so proud!

I’m shook. My two year old just said, “Dad why do AEs keep fake deals in their pipeline to exaggerate the health of their business when it only delays the inevitable and actually makes leadership even more upset when everything falls out all at once? Especially because most leaders prefer bad news earlier so they can mitigate the downside risk against their forecast?” Got a future VP of Sales over here.

@KyleAsay_ I’m laughing because I know exactly who you’re referring to without you naming them.

Another day, another LinkedIn “Top Voice” blocked. One kept DMing me to read his book and leave a review. We’re talking 15+ messages, culminating with him telling me how bad of a person I am for not “validating his life’s work.” Another commented on every one of my posts with “this is good but my book goes way deeper, buy it here.” Bizarre behavior.

@natolisnuggets @BrianLaManna_ 👀👀 this is awesome! Congrats on the growth my man!

@BrianLaManna_ @keithweightman Have I been in the newsletter yet?

Still surreal hitting "schedule" and knowing 16,895 different humans receive my newsletter. About 53% of those humans read it each week. Demo checklist coming in hot Monday. Feat the GREAT @keithweightman Sub: closedwon.xyz

@KyleAsay_ What’s even worse is the example they set for younger sellers on their teams who don’t know any better.

It’s interesting watching legacy sales leaders thrashing. All they’ve known is the “command and control” approach, and it’s not working. So they blame: - Social media - Remote work - Younger sellers Their sales orgs fall apart and all they can do is blame others. All good, more talent for me to recruit.

@BrianLaManna_ Nah - once you have a full home gym setup - you’ll never want to step foot in another gym.

Having a home gym seems sick. Used to be my dream house amenity. But it’s such an expensive investment And you’ll still only be able to have a ~5% of a real gym. Think the move is having a few basics (Peloton, free weights, medicine balls, mat, etc.) so that you CAN do an at home workout. For when it’s rainy, snowy, or you aren’t feeling it. But not rely on it for your go-to.