All The Small Things (That Will Help Your Sales Career) Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try It for Free From Blink-182's "All The Small Things" Music Video (1999) If you've spent more than a few minutes with me, then you already know I'm a huge fan of rock music, more specifically punk and pop punk. In fact, long...
11 days ago • 4 min read
Copy My Mutual Action Plan Template for Your Deals Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try It for Free A few years back, in my first Enterprise selling role, I had a major mindset shift that I believe seriously altered the course of my selling career. At the time, I was working with an incredibly talented VP of Sales,...
18 days ago • 2 min read
5 Things I’d Do Differently If I Started My Sales Career Today Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try It for Free If I Could Go Back, Here’s What I’d Do DifferentlyThis week, I want to talk about some key lessons I've learned over the past decade. Things I would've done differently in my career if I could go back and do...
25 days ago • 5 min read
7 Tips for Better Cold Calls In 2025 Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try for Free Cold calling gets a bad rap. But if you want to consistently hit targets, or build real pipeline quickly, you can’t skip making 'em. In 2025, cold calling still works. In fact, it tends to outperform cold emails for me by a wide margin....
about 1 month ago • 4 min read
Why Your Manager Can Make or Break You (And What To Do About It) Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try for Free One of the biggest factors in your success as a tech seller isn’t your product, your territory, or even your skills. It’s your manager. And BTW, hardly anyone talks about this. On LinkedIn and in sales...
about 1 month ago • 4 min read
Lessons Learned From Building a Personal Brand Sales Players is brought to you by: Chat AE: AI without organization is just noise ChatAE provides 24/7 account intel, stakeholder mapping, and value messaging—all organized in an AI account planning workspace. Try for Free Five Years of Hosting Sales Players: Lessons on Building a Personal Brand Next week marks five years since I launched the Sales Players podcast. Two hundred episodes later, hundreds of thousands of downloads, and lots of...
about 2 months ago • 6 min read
The Productivity Hack No Sales Trainer Will Teach You Sales Players is brought to you by: Lusha: Find prospects who are ready to buy! Lusha is the leader in Sales Streaming – a new sales paradigm that streams top leads straight to salespeople and handles all the outreach, so they can escape the lead grind and just sell. Start for Free How to Use Forcing Functions to Level Up Your Sales Productivity One of the most underrated concepts that’s shaped how I operate and sell is the forcing...
about 2 months ago • 3 min read
Crazy Stories From My Tech Sales Career Sales Players is brought to you by: ZoomInfo:The go-to-market platform to find, acquire, and grow customers. Free Trial Alright, we're going to have some fun with this week's edition of SP. After over a decade working in startups/scale-ups, I have my fair share of crazy stories and this week I'll be sharing two of those with you... Oh, and if you like this sort of thing, be sure to reply and let me know. I want to make story time an ongoing part of SP's...
2 months ago • 5 min read
20 Questions I Use to Stress-Test My Deals Sales Players is Brought to You By: Surfe: High-quality data that powers high-converting pipeline Get started for free *LAST CALL! Coaching Promo Expires Tonight at 11:59 PT. $99 one-hour coaching sessions (normally $250). Potential focus areas: Land a top role, close the largest deal of your career, build 5x pipeline coverage, launch a side business. 👉 Click here to book your session 20 Questions For Introducing (Good) Friction Into Your...
2 months ago • 3 min read