Strategic/Enterprise tech sales
Joined January 2023
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said this for a while
budgets are getting tighter you cant just fall into sales like its 2021 anymore
ents are even wondering why they should bother buying vs building in house
95%+ of sales reps I have worked with do not have a good understanding of what they are selling
They understand it on a "this is the product" or "this is what we do" level
But they do not understand the prospects they are selling to, and consequently never have a tailored approach to presenting the value prop
Most people simply sell the offer
They do not actually understand how to sell the end state / desired result / or consequences of inaction with said offer
Huge majority of sales reps are not going to know how to sell to results or appeal to emotion because they simply do not care enough
Additionally, many reps are just trying to farm their base salary while doing the least amount of work required to keep their job
people give up its that simple
dont give up
Fast Sales retweeted
Next time you want to complain about your banking / PE job, remember tech sales is the alternative
- Make less than 6 figures
- Cold-calling the entire day
- Little career progression
- Colleagues are not smart or ambitious
- Work and live in a third-tier city
Mediocrity
as ai agents and vibe code become the next thing produced by in house tech teams
what saas are you going to sell exactly?
Fast Sales retweeted
One big issue with most sales advice is it’s offered after someone sees something work once.
Gets a job in tech -> “here’s how to get a tech sales job”
Hits a quota -> “here’s how to hit your quota every quarter”
Gets promoted -> “follow me to learn how to promote”
Something working once doesn’t mean it will work again - and definitely doesn’t mean it will work for others.
But lots of people are more excited about posting about their success than are motivated to repeat it for quarters/years.
Fast Sales retweeted
The best ‘sales tactic’ is knowing your product and industry inside out but nobody wants to hear that because it sounds like hard work
The more “sales tactics” you try to implement live on a call, the less authentic you will sound.
And as a result, the more your energy will feel off with your prospect.
That doesn’t make sales tactics bad.. it just means you need to take a step back and re write the narrative to match your style.
Use frameworks & systems as a North Star.
Stop trying to be like others and be yourself.
generative ai has pretty much already become a commodity
money is made on knowing the vertical and being able to sell where other reps cant as they dont understand the underlying use case
seeing tweets here "sell ai, go into cloud infra for ai"
anyone serious knows the amount it costs to implement is peanuts and so is the associated cloud consumption
all the money is made on the data which youre too late to unless a real laggard customer
enterprises caring less about gen ai
new sales on pause due to bad macro and logos acting defensively
nasdaq looking like shit. excess data center capacity and ai compute becoming cheaper
whats next?
some seriously great accounts here have degraded into slop shite just to get more followers and sell substacks
game is the game i guess
works both ways as you have some idiots who are in top logos just due to timing
if you see a lot of this after a good wave time to jump ship
make big commission
lose it all on stonks
be broke
no money for family
up prospecting activity 10x and generate big commission again
necessity is the mother of all pipeline generation
brutal but complete truth
if youre ahead of everyone else including friends/family and know you are
people will convince you that you are crazy or wrong
One of the big mistakes I made as a younger man was thinking that just because I called people “friends,” that their advice and or input was valid.
In reality it was just jealousy and hate in disguise.
“That business isn’t going to work because you’re trying to do something you don’t care about or you’re not passionate about.”
My brother in Christ, I cared about making money. You’re broke and your “advice” “two cents” and “input” is absolutely invalid as you have no clue what you’re talking about.
You can have your friends and your mfs who also do business.
ABSOLUTELY do not listen to your dumb ass “friends” about your business especially when you’re light years smarter than them.
theyll hire foreign workers who are cheaper and they can pay less commission to. sales isnt as safe as people think
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the top finance guys will exit into pe/hf or start a biz
super crashouts into tech sales
sales = 2nd tier job compared to law/ib/consulting
the smartest shit on X gets no engagement
madness
said this for ages but get angry seethers on twitter
tech sales is cooked for the future unless you really know your shit in a vertical
good luck lads
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