sales redemption (free)

Here’s a harsh reality of the current state of sales: It’s hard to show up in the way your prospects need when all you can think about is the number you have to hit to pay bills or keep your job. Unrelenting pressure to close more deals and 'build pipeline' makes us pushy and confusing. Whether we realize it or not, we’re focused on what WE want, not what our buyers need. We want to sell stuff and hit targets. Buyers need to solve painful problems holding them back from realizing important outcomes. That disconnect is a wonderful recipe for deteriorating trust and causing a lot of confusion. I’ve been in sales since 2010 and building communities since 2017—helping over 1,000 sales professionals get hired and level up their careers. Tomorrow I'm releasing a free community to bring salespeople together and give them tools to empower themselves. It’s the product of a lot of iterations and the distillation of tough lessons. I’m genuinely grateful for this profession and the people working every day to become better versions of themselves. We’ve got a lot of work to do. 🙏

I've worked with hundreds if not thousands of founders, leaders, and front line workers in the last few years who all ask me this question: Can anybody be good at content creation - is it a skill or a gift? Cant wait to get killed here by everybody who thinks you should post content from day one of your career... queue hate in 4...3...2...1... But hold on...the game has changed a bit, and so has my take. For me it all comes down to results and experience, talking about what you've done or what you're going through. When I see content from somebody that catches my attention, I immediately check out the profile if I don't know them to see who they are and what they've done. True - honest - interesting content will always stand out.

Here's how I beat a conventional SDR's cold email performance on a $0/mo budget for my clients and partners... I'm so tired of seeing all these posts about ways to trick people into opening up emails, and all the new age tools to do so. Instead, do what people like Kyle Coleman Dr. Desiree-Jessica Pely Peter Mollins and Gabe Lullo 😎 are doing: - Get well connected people to sign as referral partners - Send them a list of prospects you want to get meetings with - Wait for the intros to roll in and execute your regular sales process Someone sent me 64 prospects the other day they wanted intros to. I knew 8 of them well enough to text them immediately and gauge their interest in taking a meeting. All 8 said yes to the intro request and took the meeting. ACV on those was $50k, so I opened up $400k in pipeline for them in one day. Now imagine you did this with 100 versions of me... But hey - keep buying domains up and triple tap cold calling. *eye roll* It's just not that hard. You don't have to be a wizard to start this today.

Why do you go to work everyday? Why do you want to succeed? Why do your direct reports come to work everyday? What drives them to perform better? How often do you remind yourself why you're here? How often do you reassess your 'Why?' Why does any of this matter? Nothing great can be accomplished if you don't have a reason to do it. You can't teach a thing to someone who thinks they know everything. No amount of evidence to the contrary will help either. No matter your role, be teachable.

When your side hustle income finally mirrors your regular paycheck, it’s not just a financial milestone—it’s your cue to make a grand exit from your 9-to-5 and dive into entrepreneurship with both feet. Imagine focusing all your energy on something you love, without the daily grind of office politics and endless meetings. It’s like swapping your cramped cubicle for a sunlit beach—metaphorically speaking, of course.

The right referral partners can fast track a startup to their first million in ARR. I'm witnessing it happen right now, and every day my inbox is full of founders and sales leaders wanting to learn how they can do the same. Networks take time and rely on trust, things that cannot be hacked. You have got to treat network growth like the critical KPI it is.

I am convinced that having the right referral partners can fast track your ability to add ARR, and is criminally neglected by early stage leadership. Have you heard the one about how top VPs of Sales should dramatically move the needle in the first 30 days or you deserve to be fired? You can't cold prospect your way to millions in pipeline in the first 30 days, but you can fast track your initial deal flow with the right introductions. I'm pretty tired of seeing new VPs fail and get fired, without any support or coaching, while having no backup plan when the results don't come quickly. So I put together my own "Go-to-Network Playbook" and I want to share it with you, for free. It's the most stripped down, simplistic, easy to use guide I could possibly dream up, and it's been working for my clients and I with incredible results. A few weeks ago, a partner sent me a list of 65 prospects they're hoping to get meetings with. I knew 8 of them well enough to make intros they opted into. With an ACV of $50k, that's $400k in pipeline we opened in a single day. Your situation is of course going to have nuance that I'm unaware of, but based on years of running this exact same motion I believe I can arm you with enough basic info to help you transform your sales team in just one month. Nothing to lose by checking it out right? Comment "Surf and Sales" and I will send it your way to review.

Ever wanted to quickly figure out who is the Economic Buyer in your Account? Or the Gatekeepers, Influencers, or End Users? And research each of them intimately to understand their individual situation, problems and needs? Andrew Berman (Zapier's Head of AI) recently showed off a new product feature for Zapier Central that can crawl/scrape the web for you and leverage that data for your sales messaging. On Wednesday they'll be presenting a live step-by-step demo on how they built out this free bot, and how it can be used for sales and marketing workflows: OpenAI + Zapier = Supercharged Sales and Marketing https://lnkd.in/e4GXjcKG

There is a zero percent chance I would hire you for any role in sales or marketing if you have less than 1,000 followers on this platform. Well, that is of course if all other things are equal. Here's why:

When nobody opens emails unless it's from a trusted resource because its all spam or AI generated, who cares about a well crafted email? The farther the industry takes us away from fundamental human touch, the faster I am running in that direction. Anything you do to create experiences for your prospects can be a leading indicator of growth. Alysio and Aaron McReynolds know this and we had a killer discussion the other day on all things "leading indicators."