Tech Sales Guy @TechSalesGuy3 Twitter profile

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Tech Sales Guy

1 year

Finished my first Upwork consulting project Cold outreach sequence for a B2B SaaS company Here are the exact templates I used to create 5 emails:

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@abdel_elah99

Tech Sales Guy

@TechSalesGuy3

7 months

AE on our team just hit $1M in sales this year. I asked what's working and he said "socratic questioning." Rarely hear sales questioning framed this way in trainings and liked it:

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Tech Sales Guy

@TechSalesGuy3

6 months

A mistake I made early in my career was avoiding the "politics" of work life. - Inviting people to coffee or lunch - Asking bosses tough questions - Going to work happy hours My plan was to show up, work hard and hope others would notice. Then I started to see co-workers

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Tech Sales Guy

@TechSalesGuy3

1 year

6 months ago we brought on a new CEO He dramatically improved our organizations meeting culture in 1 month EVERY calendar invite contains this template: - Desired outcome of the meeting - Prep work required beforehand - Share feedback & prep ahead of meeting - Time blocking

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Tech Sales Guy

@TechSalesGuy3

4 months

The #1 thing I look for when hiring people is FIO. "Figure It Out" You can get pretty damn far just by being: - Resourceful - Reliable - Results oriented

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Tech Sales Guy

@TechSalesGuy3

4 months

1. Go to LinkedIn. 2. Find 10 companies that fit your ICP. 3. Identify your decision maker. 4. Use @ZoomInfo for contact data. 5. Send an email asking to talk. 6. If the prospect doesn’t reply, call. 7. Repeat. Founders try outbound but most won’t do this. Instead

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Tech Sales Guy

@TechSalesGuy3

3 months

Outbound is the secret to growing B2B sales. But 90% of founders get it wrong at the beginning. Here's 10 pieces of advice for entrepreneurs trying outbound.

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Tech Sales Guy

@TechSalesGuy3

6 months

Why do managers love hiring athletes? - performing under pressure - team mentality - coachable - resilient The most underrated thing about sports is it teaches you how to fail in public. Sports train you to face your fear.

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Tech Sales Guy

@TechSalesGuy3

9 months

A thread on B2B outbound tech selling 101:

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Tech Sales Guy

@TechSalesGuy3

6 months

@KyleAsay_ It's a part of the game that took me too long to realize. Something I've heard you say before that I often think about, "if you don't promote yourself, no one will"

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Tech Sales Guy

@TechSalesGuy3

4 months

If you want to get better at prospecting, get really good at CRM reporting. - accounts ownership gaps - marketing engaged leads - old opportunities - previous convos - email replies Knowing how to find the 'low hanging fruit' is a massive competitive advantage as an BDR/AE.

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Tech Sales Guy

@TechSalesGuy3

3 months

A thread on B2B outbound tech selling 101:

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Tech Sales Guy

@TechSalesGuy3

8 months

My team will generate $70M in pipeline this year using cold outreach. Here are the metrics we optimize for:

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Tech Sales Guy

@TechSalesGuy3

2 months

A mistake I made early in my career was avoiding the "politics" of work life. - Inviting people to coffee or lunch - Asking bosses tough questions - Going to work happy hours My plan was to show up, work hard and hope others would notice. Then I started to see co-workers

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Tech Sales Guy

@TechSalesGuy3

9 months

Cold email is causing companies to get locked out of their primary domains. Imagine your entire workforce not being able to access Google accounts because your sales reps were too lazy to spend a few minutes personalizing. Insane.

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Tech Sales Guy

@TechSalesGuy3

7 months

We're in one of the toughest tech recessions ever. Almost 1 Million people laid-off since 2022. If you're looking for your next job, hang in there. If you have a job, be thankful. 2024 is coming. New opportunities on the horizon.

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Tech Sales Guy

@TechSalesGuy3

1 year

The best sales reps use Socratic questioning during discovery calls Some don't even realize what they're doing as it's rarely mentioned in formal sales training A top B2B SaaS rep explained Socratic questioning & how it's helped him close $1M in revenue

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Tech Sales Guy

@TechSalesGuy3

14 days

Thursday motivation. Next time someone tells me outbound is hard. I'm going to send them this.

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Tech Sales Guy

@TechSalesGuy3

3 months

All of our B2B outbound sequences start the same way. Day 1 of outreach: 1. LinkedIn 2. Email 3. Call Have seen some cringe LinkedIn from reps trying to sell. My approach is stupid simple:

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Tech Sales Guy

@TechSalesGuy3

8 months

I think we've come full circle with cold outreach. Inbox noise is at an all time high which makes it incredibly difficult to stand out. Two things that are working for me: 1. Intent based outreach 2. Cold calling

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Tech Sales Guy

@TechSalesGuy3

2 months

Here's my favorite cold call intro: "Was on your website and had a quick question, do you have 2 minutes?" Having the website up will make you better prepared. Doesn't scream "this is a cold call"

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Tech Sales Guy

@TechSalesGuy3

5 months

Here's my favorite LinkedIn outreach play: "Sent you a couple emails and wanted to put a face with the name." Have seen some cringeworthy approaches to social selling. This one is simple and personable.

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Tech Sales Guy

@TechSalesGuy3

11 months

We paid an agency $200k+ to help with our company positioning The advice they gave us for sales messaging? "Lead with the problem" Here's how we incorporated into cold outreach:

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Tech Sales Guy

@TechSalesGuy3

4 months

As an AE, I reported directly to our CEO. It was a $5M start-up and he had a hand in everything. He would always use analogies to teach sales. My favorite is "run discos like a doctor"... 1. start with broad questions 2. identify pain points 3. prescribe a solution 4.

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Tech Sales Guy

@TechSalesGuy3

2 months

1. Go to LinkedIn. 2. Find 10 companies that fit your ICP. 3. Identify your decision maker. 4. Use a tool like @ZoomInfo to get contact data. 5. Send an email asking to talk. 6. If the prospect doesn't reply, call. 7. Repeat. Founders will try outbound but most won't do this.

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Tech Sales Guy

@TechSalesGuy3

6 months

How to start a B2B outbound GTM motion. (without spending thousands of $/month)

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Tech Sales Guy

@TechSalesGuy3

8 months

In August we paid prospects $150 to sit on a meeting. Was very skeptical about the play. Last week we closed our first deal from the campaign. Total spend = $6,750 Deal value = $31,500 Offering prospects $10 coffee cards does nothing. Turns out most people show up for $150.

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Tech Sales Guy

@TechSalesGuy3

6 months

When I was an SDR, I thought product knowledge was the secret to becoming a successful AE. I spent hours studying every feature/function of the product but struggled to generate convert meetings. Then I realized it wasn't product knowledge I should be highlighting, it was

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Tech Sales Guy

@TechSalesGuy3

9 months

In the last 30 days I've spoke to dozens of Tech VPs on what outbound sales will look like by 2025 Here were the common trends:

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Tech Sales Guy

@TechSalesGuy3

7 months

Outbound is exhausting. You're constantly dealing with rejection. Conversion rates are often putrid. People are pissed off when they do answer. Tough to stand out amidst all the noise. It's exhausting. But when you start to see pipeline and revenue climb, it's all worth it.

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Tech Sales Guy

@TechSalesGuy3

11 months

Our top rep hit $1M in sales this week I asked what type of questions he's asking prospects "socratic questions" Rarely talked about in sales training but makes sense: 1. Clarify 2. Probe 3. Gather Evidence 4. Implications & consequences Here's what it sounds like...

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Tech Sales Guy

@TechSalesGuy3

3 months

Do voicemails work? My consensus was “not really” Spoke to a friend that gave me new perspective... “Voicemails are how you practice your pitch” - Best case: you get a call or email back - Worst case: you practice aloud

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Tech Sales Guy

@TechSalesGuy3

4 months

Athletes: practice daily Musicians: practice daily Writers: practice daily Chefs: practice daily Salesperson: practice 3-4 times a month. Sales isn't a regular job. You have to perform. Don't wait for someone else to develop you.

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Tech Sales Guy

@TechSalesGuy3

1 month

I used to think outbound sequences should be 20+ steps. That's no longer the case. Cognism analyzed 55k cold calls: - 75% of connections were on the 1st call - 95% within the first 3 calls to a prospect If you can't generate a convo after 3 emails + calls. Move on.

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Tech Sales Guy

@TechSalesGuy3

2 months

If you’re struggling with cold outreach, remember: ~ 50% of prospects won’t open emails ~ 85% of your convos won’t lead to meetings ~ 90% of your calls won't get answered ~ 98% of your prospects won’t reply Fear or giving up too soon is why most people fail.

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Tech Sales Guy

@TechSalesGuy3

3 months

Cold calling intros... Give your reason for calling, then say something like this: - "you can tell me whether or it makes sense to speak" - "one question and then you can hang up on me" - "you can tell me to leave you alone" Seems counterintuitive but I've found giving people

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Tech Sales Guy

@TechSalesGuy3

15 days

Closed lost opportunities are the low hanging fruit of outbound. As a start-up, 40% of our deals were won on the 2nd bite at the apple. 12% of deals were won on the 3rd or 4th try. Sales Nav can help you know when it's time to follow up with an account. Here's how: 1.

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Tech Sales Guy

@TechSalesGuy3

6 months

I think we're coming full circle with cold outreach. Inbox noise is at an all time high making it incredibly difficult to stand out. Two things that are working for me: 1. Signal led outreach 2. The phone

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Tech Sales Guy

@TechSalesGuy3

1 year

B2B cold email play that's working Forwarding email from CFO/CEO We get approval from our CFO/CEO on a list of accounts and then send this directly from the rep - Avg day 1 email reply for our SDRs = 2.9% - Avg day 1 email reply with forwarded = 5.5%

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Tech Sales Guy

@TechSalesGuy3

24 days

The days of 20+ step B2B sequences are over. 1. InMail acceptance is down 50% 2. Reply rates are at all-time lows 3. Connect rates are dropping Buyers are flooded with impersonal emails, lazy sales messaging and SPAM calls. Here's 3 ways to stand out:

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Tech Sales Guy

@TechSalesGuy3

1 month

1.5 years ago we brought on a new CEO. He dramatically improved our organizations meeting culture in 1 month. EVERY calendar invite contains this template: - Desired outcome of the meeting - Prep work required beforehand - Time blocking Plan the work. Work the plan.

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Tech Sales Guy

@TechSalesGuy3

6 months

The best cold outreach isn't cold. - Research me - Educate me - Challenge me That's how you make cold outreach...warm.

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Tech Sales Guy

@TechSalesGuy3

3 months

One of the most powerful words in selling: "Typically" - sets expectations without overpromising - demonstrates expertise and credibility - helps frame next steps Here's a few examples 👇

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Tech Sales Guy

@TechSalesGuy3

11 months

Nothing against B2B sales influencers who have exited the rat race but... I prefer taking my advice from someone working on the front lines every day Especially in tech where trends change VERY fast As soon as you step out of the game, it changes

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Tech Sales Guy

@TechSalesGuy3

5 months

Do the job before you get the job. Looking back at every career jump I've made, one thing stands out... Hired as an SDR: Prospected companies I was connected to. InMailed hiring manager. Saw we both played D1 sports, starting as walk-ons. She was looking for scrappy and

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Tech Sales Guy

@TechSalesGuy3

7 months

Took me 7 years to go from SDR to Director. Here's the story most people will see:

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Tech Sales Guy

@TechSalesGuy3

1 year

All of our B2B outbound sequences start the same way Day 1 of outreach: 1. Email 2. LinkedIn connection 3. Call Have seen some cringe LinkedIn connection emails from reps trying to sell. My favorite approach is stupid simple:

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Tech Sales Guy

@TechSalesGuy3

3 months

In 2021 I attended my first board meeting with a Silicon Valley PE firm. I absolutely bombed it. Our company was recently acquired for $125m+ and I was leading both outbound Biz Dev teams. Started off the meeting highlighting progress: - enabled reps to qualify + sell both

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Tech Sales Guy

@TechSalesGuy3

4 months

Closed lost opportunities are the low hanging fruit of B2B outbound. As a start-up, 38% of our deals were won on the 2nd bite at the apple. 13% of deals were won on the 3rd or 4th try. Sales Nav helps you know when it's time to follow up with an account. How to track

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Tech Sales Guy

@TechSalesGuy3

6 months

Most BDRs think they need more 'product knowledge' to be successful. I disagree. You need to become an expert on your prospects First learn the prospect, THEN learn the product.

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Tech Sales Guy

@TechSalesGuy3

3 months

@anothercohen Started bringing reps back in last year: - 1 day week in office = social event - 2 days week = start to find routine - 3 days week = start looking for new jobs

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Tech Sales Guy

@TechSalesGuy3

7 months

- Don't ask "how are you?" - Don't say "is now a good time?" - Don't say your company name. - Never ask close-ended questions. - Eliminate filler words. Every outbound expert has a take on 'the best way to start a cold call' Yet, I've seen reps be successful using all of these.

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Tech Sales Guy

@TechSalesGuy3

3 months

Heard from a CEO: "Head of Sales is the hardest leadership role to qualify and fill. Most candidates are fantastic at selling themselves. You have to run sources. I like speaking to former direct reports." The tech is world is smaller than you think. Don't be an asshole.

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Tech Sales Guy

@TechSalesGuy3

9 days

Heard from a CEO: "Head of Sales is the hardest leadership role to qualify and fill. Most candidates are fantastic at selling themselves. You have to run sources. I like speaking to former direct reports." The tech is world is smaller than you think. Don't be an asshole.

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Tech Sales Guy

@TechSalesGuy3

1 month

Lot of talk about how hard tech sales has gotten. Finally, some proof to support those feelings. Here are 10 takeaways that will show you how much tech selling has changed in two years.

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Tech Sales Guy

@TechSalesGuy3

1 month

I'm selling out. Starting a newsletter. First emails ships Thursday. My goal is to help you sell, not sell you anything. I'll share stories and strategies on: - cold outreach - GTM strategy - partnerships - management - outbound If you're interested, sign up below...

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Tech Sales Guy

@TechSalesGuy3

1 month

B2B outbound sales 101: - Go low for information, high for influence - Understand problems before pitching - Learn your prospect, then product - Disqualify early, save time later - Write like you talk - Phone first what'd I miss?

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Tech Sales Guy

@TechSalesGuy3

5 months

The #1 thing to remember in cold outreach. What's In It For Them WIFFT.

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Tech Sales Guy

@TechSalesGuy3

5 months

B2B outbound sales 101: - Go low for information, high for influence - Understand problems before pitching - Learn your prospect, then product - Intent is about being INTENTional - Write like you talk - Phone first What would you add?

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Tech Sales Guy

@TechSalesGuy3

8 months

Hearing a lot about how hard cold outreach has gotten. Finally some proof to back this feeling… - In 2018 it took 200-400 activities to create an opportunity - In 2023 it takes 1000 - 1400 activities to create an opportunity *source = Jeremy Donovan

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Tech Sales Guy

@TechSalesGuy3

3 months

I spent 5 years building onboarding plans for B2B SaaS. This is the first activity EVERY new hire completes. 1. Insert ICP criteria in first row 2. Find accounts in to put in columns 3. Identify 25 accounts total Reps can't go to the next phase until they can accurately

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Tech Sales Guy

@TechSalesGuy3

3 months

Early in my career I confused leadership vs management. Leadership: - Motivating - Inspiring - Coaching - Training Management: - Create systems - Playbooks - Templates - KPIs You lead people. You manage systems and processes.

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Tech Sales Guy

@TechSalesGuy3

6 months

Hearing a lot of talk about how "hard" cold outreach is. Finally some proof to back this feeling… - In 2018 it took 200 - 400 activities to book a meeting - In 2023 it took 1K - 1.4K activities to book a meeting It's hard facing rejection every day. It's hard relying 100% on

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Tech Sales Guy

@TechSalesGuy3

2 months

As an AE, I reported directly to our CEO. We were a $5M start-up working through changes. The CEO was an old school Jersey guy that loved using analogies to teach sales. My favorite was "run discos like a doctor"... 1. Start with broad questions 2. Identify pain points 3.

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Tech Sales Guy

@TechSalesGuy3

3 months

W2 life isn't miserable if you: - Find a company with a hybrid work environment - Find a company that supports personal brand - Find a company that's growing - Find a boss you like

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Tech Sales Guy

@TechSalesGuy3

6 months

As a B2B start-up selling to SMBs: - 38% of our deals are won at the 2nd bite of the apple. - 14% are won on the 3rd or 4th. Just because a deal is lost doesn't mean it's dead forever. Track your follow-ups.

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Tech Sales Guy

@TechSalesGuy3

4 months

B2B outbound sales 101: - Go low for information, high for influence - Understand problems before pitching - Learn your prospect, then product - Disqualify early, save time later - Write like you talk - Phone first what'd I miss?

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Tech Sales Guy

@TechSalesGuy3

7 months

Socrates developed the technique, hence the name. The practice involves 4 types of questions: 1. Clarifying 2. Probing 3. Evidence based 4. Implications & consequences Here's what it sounds like...

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Tech Sales Guy

@TechSalesGuy3

5 months

Tech stack I'd use to start B2B cold outreach as Solopreneur: Prospecting: LinkedIn Navigator Data + Intent: @ZoomInfo CRM: @HubSpot Bonus: Sales Effectiveness: Gong Email writing: Lavender

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Tech Sales Guy

@TechSalesGuy3

13 days

Sales is a numbers game. You can win with effort or efficiency. Effort = activity Efficiency = conversion rates I often see reps gain efficiency but then activity drops. If you maintain both, you're unstoppable.

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Tech Sales Guy

@TechSalesGuy3

1 year

Made the jump from TurboTax to a CPA this year Saved me thousands of $ Also, found opportunities to refile last years tax return Started an LLC for consulting work & real estate I was slowly getting into Had no idea of certain tax benefits until a CPA walked me through it

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Tech Sales Guy

@TechSalesGuy3

12 days

Athletes: practice daily Musicians: practice daily Writers: practice daily Chefs: practice daily Salesperson: practice 3-4 times a month. Sales isn't a regular job. You have to perform. Don't wait for someone else to develop you.

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Tech Sales Guy

@TechSalesGuy3

9 months

I went from SDR to Director in 7 years 2015: joined start-up as SDR 2016: promoted to Sr. SDR 2017: quit on 2 year work anniv 2018: joined start-up as AE 2019: moved to SDR leadership 2020: scaled team 0-10 reps 2021: grew to 20 reps 2022: Director But there's another version..

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Tech Sales Guy

@TechSalesGuy3

5 months

Sales is a numbers game. You can win with effort or efficiency. Effort = activity Efficiency = conversion rates Often, people will improve efficiency through coaching and practice, but then activity drops. If you maintain both, you're unstoppable.

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Tech Sales Guy

@TechSalesGuy3

1 year

@Copywriting_Dad @The_MMW Love it - if you don't have 4 hours, try 20/20/20 routine "5AM Club" 20 minutes of exercise 20 minutes of learning (reading) 20 minutes of thinking (writing) Like you said, you can train yourself to become a morning person

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Tech Sales Guy

@TechSalesGuy3

8 months

- Don't ask "how are you?" - Don't say "is now a good time?" - Never ask close-ended questions. - Eliminate filler words. Every outbound expert has a take on how to cold call. Yet, I've seen reps have success doing all these. How you talk is more impactful than what you say.

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Tech Sales Guy

@TechSalesGuy3

2 months

Nothing better than the CEO that expects reps to make cold calls. Then roasts outside reps for cold calling them.

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Tech Sales Guy

@TechSalesGuy3

2 months

My favorite story of a rep quitting... Had a guy send me a picture of the beach🏖️. “Wont be coming in today. Actually, won’t be coming in ever again.” Sent his computer back to the office the next day and that was it.

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Tech Sales Guy

@TechSalesGuy3

7 months

Just because your company doesn’t spend $ on tech, doesn’t mean you can’t. You can build a badass outbound tech stack for about $250/month. Equivalent to 1+ qualified lead for many biz’s. Invest in your future success.

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Tech Sales Guy

@TechSalesGuy3

4 months

Tech reps sitting on 6-figure stock options. Easy to say "man, they got lucky" Getting rich off a 🦄 tech start-up does take luck. Right place, right time. Also requires: - networking to find the company - adaptability to navigate changes - stress mgmt - lots of patience

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Tech Sales Guy

@TechSalesGuy3

3 months

Sales is a numbers game. You can win with effort or efficiency. Effort = activity Efficiency = conversion rates Often, people will improve efficiency through coaching and practice, but then activity drops. If you maintain both, you're unstoppable.

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Tech Sales Guy

@TechSalesGuy3

3 months

If you want to get better at prospecting, learn CRM reporting. - accounts ownership gaps - marketing engaged leads - old opportunities - previous convos - email replies Knowing how to find the 'low hanging fruit' is a massive competitive advantage in outbound.

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Tech Sales Guy

@TechSalesGuy3

4 months

Timing is everything when it comes to outbound. You have to be lucky or targeted to get timing right the first time. This is where signals can help: - recent hires - website visits - job changes - job openings @Zoominfo

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Tech Sales Guy

@TechSalesGuy3

4 months

How I prepare our new hires to start cold outreach: Week 1 = Introductions & ICP Week 2 = Teach prospecting Week 3 = Cold email & call practice Week 4 = Go live The only metric I care about after 30 days is convos Convos = phone connects + email replies

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Tech Sales Guy

@TechSalesGuy3

1 year

In high school I played A LOT of golf Late to the game for college recruiting but earned a walk-on spot at a D1 school Play casually today + 2-3 competitive tournaments Decided to take off today try & qualify for the biggest amateur tourney in Georgia Still got it. Stoked

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Tech Sales Guy

@TechSalesGuy3

8 days

Outbound is key to growing B2B sales. But 90% of companies get it wrong at the beginning. Here's 5 pieces of advice for Founders and reps trying outbound:

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Tech Sales Guy

@TechSalesGuy3

3 months

My team generated $50M in outbound pipeline last year. Here is how I measure success.

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Tech Sales Guy

@TechSalesGuy3

5 months

W2 life isn't miserable if you: - Find a company with a hybrid work environment - Find a company that supports personal brand - Find a company that's growing - Find a boss you like

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Tech Sales Guy

@TechSalesGuy3

29 days

@randomrecruiter grateful I worked in an office early in my career. and disagree with the sentiment: "everyone is more productive working from home" you can't replicate the energy and learning environment of being on the sales floor with other people.

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Tech Sales Guy

@TechSalesGuy3

18 days

Why do Managers love hiring athletes? 1. performing under pressure 2. time management 3. being coachable 4. discipline 5. resilient The most underrated thing about sports is they teach you how to fail in public. Sports train you to face your fear.

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Tech Sales Guy

@TechSalesGuy3

3 months

- Don't ask "how are you?" - Don't say "is now a good time?" - Never ask close-ended questions. - Eliminate filler words. Every outbound expert has a take on how to cold call. Yet, I've seen reps have success doing all these. How you talk is more impactful than what you say.

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Tech Sales Guy

@TechSalesGuy3

4 months

When you start work tomorrow, check your inbox. 1. Find someone that rejected you via email If you can't find anyone, change your email templates and start sending some cold emails. 2. Pick up the phone and call that person People put their phone number in email signatures.

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Tech Sales Guy

@TechSalesGuy3

5 months

If you’re struggling with cold outreach, remember: ~ 50% of prospects won’t open emails ~ 85% of your convos won’t lead to meetings ~ 90% of your calls won't get answered ~ 95% of your prospects won’t reply Fear or giving up too soon is why most people fail.

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Tech Sales Guy

@TechSalesGuy3

2 months

I spent 5 years building onboarding plans for B2B SaaS. This is the first activity EVERY new hire completes. 1. Insert ICP criteria in first row 2. Find accounts in to put in columns 3. Identify 25 accounts total Reps can't go to the next phase until they can accurately

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Tech Sales Guy

@TechSalesGuy3

5 months

If you get laid off tomorrow... You'll land in a pool of 10,000+ interested in similar roles. ~ 70% will be looking for remote work ~ 60% will have similar experience ~ 40% will have more senior titles ~ 2% will have a social presence Choose how you want to differentiate.

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Tech Sales Guy

@TechSalesGuy3

5 months

Make money. To spend on experiences. With people you love.

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Tech Sales Guy

@TechSalesGuy3

21 days

The #1 thing to remember in cold outreach: WIIFT What's In It For Them Here's 3 ideas you can try:

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Tech Sales Guy

@TechSalesGuy3

2 months

Marketing asked our VP Sales to write more on LinkedIn. What he posts gets more reach than our company ~ $50m biz. Building a personal brand can literally be an asset for you and your employer.

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Tech Sales Guy

@TechSalesGuy3

3 months

B2B cold outreach has changed. Reply rates are at all-time lows. InMail acceptance is down 50%* Inboxes are flooded with AI generated outreach and lazy sales messaging. There's a reason people are using signals: - Website visits - G2 comparisons - Social engagement - Old

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Tech Sales Guy

@TechSalesGuy3

2 months

It's so hard to overcome objections via email. Pick up the phone and call the person.

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