Improving Your Discovery Game Sales Players is Brought to You By: folk: Like the sales assistant your team never had. folk CRM does the busy work for you, so you can focus on growing your service business. Try for Free If you want a shot at a multiple six-figure year in tech sales, it’s not about working harder. It’s about working smarter — and more intentionally — especially when it comes to the fine art of discovery. Too many reps treat discovery like a checklist: ask a bunch of questions,...
14 days ago • 2 min read
Why Urgency Should Be Your Default Setting Sales Players is Brought to You By: folk: Like the sales assistant your team never had. folk CRM does the busy work for you, so you can focus on growing your service business. Try for Free Something that doesn't get talked about nearly enough is the importance of urgency—moving quickly, velocity, bias toward action, striking while the iron is hot (you get the idea...) In the highly competitive world of Tech Sales, urgency must be your default...
21 days ago • 2 min read
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,...
28 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...
about 1 month 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...
about 1 month 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 2 months 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 2 months 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...
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...
2 months ago • 4 min read