Tech Sales Guy
@TechSalesGuy3
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Building sales programs for tech companies | Follow for tips on cold outreach, outbound and partnerships
15 pipeline plays →
Joined February 2023
Leaving the office for the holiday break
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Managing your first sales team: - Hire slowly, fire quickly. Your first instinct will be to fill seats fast because you need pipeline. Resist this. One bad hire poisons the culture and takes 6 months to fix. I've made this mistake twice. Better to be understaffed with A-players
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I just got on a call and the guy looked me dead in the eyes and said: “Tech, this deal is not closing in 2025” Not what I wanted to hear but I respect this man.
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Managing your first sales team: - Hire slowly, fire quickly. Your first instinct will be to fill seats fast because you need pipeline. Resist this. One bad hire poisons the culture and takes 6 months to fix. I've made this mistake twice. Better to be understaffed with A-players
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ICYMI: We’re sharing the blueprints we used at Box for enterprise AI transformation in our new Executing As An AI-First series. 6 takeaways from this week’s installment: Start permissive. Consolidate ruthlessly. Transform workflows. Make it continuous.
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The logo on your resume doesn’t mean shit. If you don’t connect you with people while you’re there.
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The logo on your resume doesn’t mean shit. If you don’t connect you with people while you’re there.
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2025 was brutal for outbound sales. - AI threatened and replaced jobs - Buyers got numb to cold email - Volume plays flamed out Here's what actually works:
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If you liked this thread... Check out these cold outreach plays to help you build pipeline in 2026: https://t.co/Q3YO33x1NS
techsalesguy.beehiiv.com
Stories and takes on outbound, channel partners & start-ups.
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10. A lesson to leave you with https://t.co/QdtEnV31uT
Here's a lesson for the young bucks. Early in my career, I avoided office politics. - rarely built relationships outside my team - skipped the optional after-hour events - stayed quiet in meetings I'm introverted -- my plan was to show up, do good work and hope others would
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9. To be successful, do things that don't scale https://t.co/fB5Cm0z1wz
Do things that don’t scale. Too many people try to automate, outsource and optimize before actually figuring out what works. Myself included. Right now, I’m building a partner channel from basically $0 in revenue. Started off doing things the easy way: - AI to research our
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8. Remember, outbound runs in cycles circa 2022: - “Cold calling is dead.” - “Personalization at scale is the future.” - “Business travel isn't worth the investment" present day: - Cold calls cut through inbox noise - Relevance > personalization - In-person meetings are back
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7. Move the ball forward in every interaction "we're not a fit" → who do you know that might be? "bad timing" → when should we reconnect? "too expensive" → compared to what? Elite sellers never walk away empty-handed. They find ways to move the ball forward.
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Your great-grandmother's 8th-grade education was more rigorous than today's college degree. She could diagram sentences, calculate compound interest by hand, and recite the Constitution from memory. Modern students graduate unable to make change or identify their own country on a
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6. Rules to live by: Rule 1: Confusion kills response rates Rule 2: Timing > talent Rule 3: Calls create trust Rule 4: Signals are the new gold Rule 5: Relevance is undefeated
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5. How I'm using AI my philosophy: "be the last mile" - AI drafts email template, YOU add personalization - AI helps with buyer research, YOU make it relevant - AI builds prospect list, YOU refine & prioritize @ZoomInfo is my go-to tool
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4. Sales tech stack set-up https://t.co/Xh02PT85lA
Sales tools actually worth paying for Tier 1 (non-negotiable): - Salesforce/HubSpot - LinkedIn Sales Navigator - Calendly/Chili Piper Tier 2 (high ROI if you use them): - LeadiQ/ZoomInfo for contact data - Gong/Chorus for call recording - Outreach/Salesloft for sequences Tier
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3. Channels to prioritize 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
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2. Track conversations, not activities I ditched call targets for our SDR team. Gave 1 goal: "have 20 conversations this week." That's it - No minimum dials. No activity quotas. Some reps needed 400+ calls to hit this. Others did it in under 200. The goal is to be
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1. Go deep before you go wide If I could teach outbound all over again, I'd give reps 10 accounts and not let them touch a single additional one until they generate a conversation. People are too quick to turn up the volume: - more automation - more accounts - more emails
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