Tech Sales | AE | God’s Country
Joined July 2024
- Tweets5K
- Following183
- Followers2.7K
- Likes12.8K
As a new AE in B2B tech sales
Seems like there is a lot less ‘selling’ than I thought there was gonna be
And way more problem solving, project management, and waiting
Feel like every night I have a stack of homework to do before my meetings the next day
Yesterday we were at stage 2 today we are at stage 3 tomorrow hopefully we’re at stage 1
Tech sales is not for the faint of heart
Fun, terrible, brutal, and addicting all at the same time
Glad I chose to play this game
You spend all day strategizing discovery questions and watching old demos
When in reality you could just bossmaxxx like buddy here
How to handle gatekeeper
‘Hey it’s papi John told me to call’
Never take gatekeeper seriously
Always larp
If you’re cold calling and the gatekeeper keeps blocking you from the decision maker
Most reps give their full name and company right away
Now the gatekeeper has everything they need to screen you out
Hold your name
Trickle the name slowly so you have the highest probability of getting through
“Yeah, I was calling for John, if he was in”
“And who’s calling?”
“Yeah, it’s Anthony”
They just put you through
If they keep digging
Go transparent and confident
“Yeah, I was calling from ____. We actually work specifically with companies like yours, and essentially it’s in regards to whoever handles XYZ. Is John the one that handles that, or is there someone better I should be speaking with regarding this?”
If it’s John
“Perfect, are they in today?”
“Gotcha, could you transfer me through?”
If it’s someone else
“Okay, cool, do they happen to be in today?”
“Gotcha, could you transfer me on over?”
Get the name
Thank them
If they’re not in
Get a callback time
“No worries, do you know when he’ll be in by chance? Is he coming in later today or maybe tomorrow? I’m not sure if you know what his schedule looks like”
Be human, be kind, ask for their help
Most of the time they will point you in the right direction..
Question for the AEs out there
How long are your demos?
Do you show all features or just specifically what they need at that specific time?
Pipeline Papi retweeted
[name]?
sending that ^ as a last-resort bump email is the most effective sales technique i've ever learned
it evokes an emotional response in the recipient because people are not used to seeing their name in such an exposed manner. it's almost alarming
the format also breaks their pattern recognition of what cold outreach looks like, and therefore breaks their autopilot response to said outreach
this has either revived or generated at least one deal per month for me, no exaggeration
Forgot how much life sucks when you have no pipeline / building pipeline from scratch
Constant stress but the tequila soda happy hours are that much better
Can’t wait to look back on this current time period and appreciate the initial slog it took to get up and going
Nothing worse than manual repetitive tasks in the AI age
Going through about 5,000 accounts and manually enriching contacts
Feels like a job that should be reserved for Guantanamo inmates
BRUTAL
Most of the battle so far of being a new AE is gracefully deflecting all the questions I don’t know the answers to so I can look them up later and answer via email
As an SDR I was so good at making every question a prospect asked seem like a reason for a 30 min meeting with the AE
Now I gotta know all this stuff
Pipeline Papi retweeted
Crazy that after all this time, me & @Pipeline_papi get to do this on the exact same day.
Racing him to 3k followers and racing him to the closed-won revenue 😬
Let’s go!
Easy
Join tech sales twitter
Cue house music
Shot of cuban espresso
Russian nootropics if that’s you’re style
And pick up the phone
The annual World’s Best Employers rankings just dropped
Did you company make it?
Forbes has partnered with market research firm Statista for the seventh straight year to evaluate companies around the world and identify those that support their employees by offering meaningful work, top-tier compensation, training in new technologies and more. The result is our ranking of the World’s Best Employers 2026.
See the list: forbes.com/lists/worlds-best…
