10 Traits of Top Tech Sellers Sales Players is Brought to You By: Cognism: Up-to-date, quality data for the companies and decision-makers who matter most! Request a Demo About a week ago, I was scrolling on Reddit and came across a post on r/techsales by u/salesguy0321 titled: What makes a great AE at Upper Mid-Market/Enterprise Level? The post went on to ask the question: What separates a good AE from a great one? By default, I'm a lurker on Reddit and don't typically take time to comment,...
12 days ago • 2 min read
Should You Sell for a Startup? Sales Players is Brought to You By: Commission Impossible! Get your copy of my complete framework to evaluating startup sales opportunities. Get paid, not played! *Available on 5/1/25. Pre-order now and save 50% Pre-Order Now! From the HBO (Max?) series "Silicon Valley," which does a fantastic job of portraying life in a tech startup. Joining a startup can offer life-changing career growth opportunities and earning potential for ambitious Sales Players. I would...
19 days ago • 3 min read
20 High Leverage Sales Activities Sales Players is Brought to You By: Commission Impossible! Get your copy of my no-nonsense guide to evaluating startup sales opportunities. Get paid, not played! *Available on 5/1/25. Pre-order now and save 50%. 100% Money-back guarantee Pre-Order Now! In today's edition of Sales Players, I'll be sharing some of my favorite high-leverage activities to execute as an Enterprise seller in an early-stage startup. I think of high-leverage activities as similar to...
26 days ago • 4 min read
How to Nail the Trial Close Sales Players is Brought to You By: Surfe: LinkedIn Prospecting, Streamlined! Add prospects to your CRM and access their info directly from LinkedIn. No more tab switching! *Try it out for free. Start for Free! Alright, this one's an oldie but a goodie. The Trial Close I still remember learning about this from my very first Sales Manager, and it blew my mind! Over the years I've found different ways to execute it since it tends to look different for Enterprise...
about 1 month ago • 2 min read
Here's How I Stay Competitive in My Enterprise Deals Sales Players is Brought to You By: Accord: Execution Excellence isn’t Optional Ensure flawless execution of Value Selling, MEDDPIC, Account Planning, Business Cases, Mutual Action Plans & more with Accord’s Deal Execution Platform. Book a Demo There are three constants in life... 1. Death2. Taxes3. Your Competitors Getting Into Your Deals Selling against the competition is a major part of B2B Tech Sales, especially when selling to larger...
about 1 month ago • 5 min read
How to Get Access to "Power" Sales Players is Brought to You By: Accord: Execution Excellence isn’t Optional Ensure flawless execution of Value Selling, MEDDPIC, Account Planning, Business Cases, Mutual Action Plans & more with Accord’s Deal Execution Platform. Book a Demo Sales is both an art and a science. The science stuff is in the process, metrics, and calculus involved with building pipeline and achieving revenue targets. You know, the stuff you can design systems for. Then there's the...
about 2 months ago • 4 min read
The Secret to Being Wildly Successful in Tech Sales: Not Giving Up Sales Players is Brought to You By: Fathom: Increase productivity with the #1 rated AI Notetaker Fathom records, transcribes, highlights, and summarizes your meetings so you can focus on the conversation. Free Forever! Get Started - Free Forever About 10 years ago I was sitting at a bar in an unremarkable U.S. metro area, I honestly don't remember where... I was having a beer with a colleague who had flown in from the Boston...
about 2 months ago • 4 min read
5 Phrases That Are Lowering Your Status as a Seller (& What to Say Instead) Seriously, The Easiest $100 You'll Ever Make... Help me get the word out about this newsletter by writing a review. Reply to this email with a 2-3 sentence genuine, non AI-written review of Sales Players. I'll select the top 3 submissions and send each $100 cash. The top 3 will also be published on the SP home page! *Deadline to submit - March 15th, Midnight Pacific. Here's the deal, words and word choice matters in...
2 months ago • 4 min read
15 Operating Principles for Top Sales Players Sales Players is Brought to You By: Surfe: LinkedIn Prospecting, Streamlined! Add prospects to your CRM and access their info directly from LinkedIn. No more tab switching! *Try it out for free. Start for Free! A few years back, I was the first-in, Enterprise AE hire at a Series A startup in Austin called Pinpoint (it's now defunct, but that's a story for another time...) During the early days of launching our sales process, the CRO and I...
2 months ago • 5 min read