Pipeline Guy
@pipelineclub100
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Ent SaaS AE | Building a digital community for SaaS AEs | Gamifying successful pipeline growth with fitness training principles. DM for 1-1 Coaching
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Joined September 2024
Why Pipeline? . Without a full pipeline you cannot: . - be a consultative seller .- be detached from outcome .- hit your quota/income goals . Having a full pipeline is the hack. We should be doing whatever we can to always have that in sales.
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I spent 5 years working in restaurants. A tech sales org and a Resturant are basically the same company structure . Servers: AEs .Bartenders: Enterprise AE .Bus Boys: BDRs .Chef: CTO .Sous Chefs: product VPs .Line cooks: engineering and product team .GM/owner: CEO.Assistant.
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The covers get judged regardless. Might as well give yourself the advantage.
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Told my 8 year old that once he can beat me in chess he doesn’t have a bed time anymore. We’ve been playing a game around bedtime and if he loses he has to go to bed. His opening tonight was to move each pawn out in a line. Mate in 14 moves. I’m not worried he’ll be up past.
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If you aren’t treadmill desking, how are you getting your steps in?
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Just grab a day pass and work in your prospects offices! . B2b sales is so easy!
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Sales is improvisation . You need to train your instincts and principles, not as much your knowledge and your strategy. Once you have your guiding conviction on outcomes, you just converse till you arrive at the destination.
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I feel strongly that if you do it right, tech sales will teach you everything you need to start a company where you own 100% or 50% of the equity. Getting lucky on a start up is not repeatable. It’s not a cash flow skill. Lots of guys who bought bitcoin in 2012 are still.
Each round itself dilutes equity. and they strategically design payouts & vesting periods with corporate KILLER lawyers to specifically pay you as little as possible. what you thought they built the company and sacrificed everything so the PLEB salesman could buy a YACHT? . HA.
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Killer sales person interview question to ask: . 1. “At the end of the day do you tend to feel like you’ve never done enough?”. Hire the reps who feel like there’s always more to be done.
At the end of the work day I always have this feeling that I didn’t do enough as an SDR. I’m sure this is a similar sentiment across the industry. Probably a good thing but it’s every damn day haha.
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Here’s the type of questions I give to my prospects to ask about my competition: . 1. What is their roadmap for improvement of x and y? . 2. Where are they in their funding cycle? Are they well positioned to provide continuous support and improvement? Are they looking to be.
Recently won a deal I was told I lost. I had a deal where they said they were going with a competitor. I was gracious and asked for feedback. At the last part of the call I told them that I know the competitor well and offered to send over some questions that I would ask if I.
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Recently won a deal I was told I lost. I had a deal where they said they were going with a competitor. I was gracious and asked for feedback. At the last part of the call I told them that I know the competitor well and offered to send over some questions that I would ask if I.
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Feels like we are about to head into a 2021-2022 bull market. Money printers are warming up. Inflation sucks, but Tech sales the right place to be to keep up and benefit.
Today is the unofficial start of Q3 . Halftime is over, execs fresh off vacation . >Hiring begins for Q4 roles. >2026 Budgets & Seasonality begins. > Big Beautiful Bill, affecting market capital allocations & new industry regs follow the $$$ into new triggers. >Scrape closed lost
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RT @pipelineclub100: Your primary job as a seller in discovery is to find out if a prospect is truly in the market to buy. You increase y….
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Your primary job as a seller in discovery is to find out if a prospect is truly in the market to buy. You increase your chances to close over the other options if you consult them through this rather than pitch the whole time . The buyer experience is not the same as you.
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Me on the way to hit closed won in Salesforce after the prospects e-signs.
The SDR on the way to re-engage the meeting no show for the 4th time
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Competing in a local market with a higher ticket SMB product is a cheat code if you’ve been in tech sales . A medium competency SaaS AE will be 3-5x better at sales and business acumen than some of the largest potential competitors you’ll run up against. The avg business owner.
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Whenever I find myself getting frustrated about losing a particular deal it’s a signal that I don’t have enough pipeline. Symptoms of a larger problem that can be addressed.
is it just me or are reps who get emotional / salty over lost deals are weird. thought i'd be weird about it too but don't have any emotional reaction. nurture and on to the next one dawg.
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This is why I think it’s important to think about life as equal spheres . - Health/Fitness.- Social/family .- Financial . Ideally you’ve maxed all three. There will be times when one is lowered for the sake of the others. Often it’s fitness that suffers the most when it’s.
HS baseball & football. OLB, won a state championship . Two knee surgeries. Sat my Senior yr. Was a wrap for sports . Been lifting for two decades . Just took the last 2yr off to focus on biz.
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Notes .- was positioned to do 140%+ this quarter but had some slippage. Happy to still go above .- my goal is full pipeline across all spheres. Mission accomplished.
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Q2 accountability for sales X:. - 106% acheivement 318k/300k ARR . - Grew SMB from $0 -> $65k in revenue (28% margins) . - Cut from 211 to 198lbs (4-6 weeks of cutting to go) . - traveled to some cool spots for work and with family for fun . Linkedin sales gurus won’t be.
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The average BMI of people wearing Buc-ee’s apparel in public is easily 45+
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