building sales channels for start-ups | tips on cold outreach, outbound & partnerships | growing @sticktothemodel
Weekly sales tips →
Joined February 2023
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Tech Sales Guy retweeted
“happy to intro you”
→ “amazing. I’ll send a quick blurb you can forward"
“let me think about who’d be a fit”
→ “I pulled 3 people from your network who look like a good fit. any of them worth a note?”
“I’ll mention you next time we talk”
→ “would you be against a quick email intro instead? I’ll draft it”
“loop me in”
→ “perfect. I’ll cc you and keep it to 3 lines so it doesn’t rot in your inbox”
“they’re slammed right now”
→ “thanks for the response. mind if I check back after their quarter closes?”
“just use my name”
→ send it today. subject line: “[their name] said I should reach out”
“happy to intro you”
→ “amazing. I’ll send a quick blurb you can forward"
“let me think about who’d be a fit”
→ “I pulled 3 people from your network who look like a good fit. any of them worth a note?”
“I’ll mention you next time we talk”
→ “would you be against a quick email intro instead? I’ll draft it”
“loop me in”
→ “perfect. I’ll cc you and keep it to 3 lines so it doesn’t rot in your inbox”
“they’re slammed right now”
→ “thanks for the response. mind if I check back after their quarter closes?”
“just use my name”
→ send it today. subject line: “[their name] said I should reach out”
Tech Sales Guy retweeted
the questions founders ask me most about pipeline - in order of how often i get them
1. “should i hire a VP of sales?”
only if you can hand them a motion that’s already working. VPs scale things. they rarely invent them
2. “why isn’t outbound working?”
usually the list. you’re emailing people who don’t have the problem this quarter, and no subject line fixes that
3. “how do I get partners to send deals?”
send them one first. then ask what it’d take to get two a quarter back
4. “my AEs say there are no leads”
they’re probably right. give each one 50 named accounts and see who builds pipeline. keep those people
5. “do AI SDRs work?”
depends who’s running them. @jasonlk runs 20+ agents at saastr and they crush because he knew what good outbound looked like before he automated it. Joe Schmo who’s already struggling to book meetings? good luck
6. “how long until partners pay off?”
longer than outbound. outbound runs on your volume. partners run on their trust.... you gotta kiss some frogs to find your prince
Tech Sales Guy retweeted
Looking to spin up a TikTok and Insta account
Want to build it with someone who already makes short-form content and knows ball
Reply if you’re interested
the questions founders ask me most about pipeline - in order of how often i get them
1. “should i hire a VP of sales?”
only if you can hand them a motion that’s already working. VPs scale things. they rarely invent them
2. “why isn’t outbound working?”
usually the list. you’re emailing people who don’t have the problem this quarter, and no subject line fixes that
3. “how do I get partners to send deals?”
send them one first. then ask what it’d take to get two a quarter back
4. “my AEs say there are no leads”
they’re probably right. give each one 50 named accounts and see who builds pipeline. keep those people
5. “do AI SDRs work?”
depends who’s running them. @jasonlk runs 20+ agents at saastr and they crush because he knew what good outbound looked like before he automated it. Joe Schmo who’s already struggling to book meetings? good luck
6. “how long until partners pay off?”
longer than outbound. outbound runs on your volume. partners run on their trust.... you gotta kiss some frogs to find your prince
forget Anthropic, OpenAI, Palantir and Servicenow... I'm applying to be a car salesman @Tesla
generational wealth opportunity
Tech Sales Guy retweeted
buddy of mine found out this morning he didn't get the promotion
senior AE. highly competitive
he's hit his number 5 quarters straight. top of the board twice
but instead... Joe got the job
Joe finished last quarter at 86%
so he goes to book 30 min with the CRO. wants to know what he could've done better (smart)
he pulls up the CRO's calendar:
saturday. 8:10am. "tee time w/ Joe"
once he saw that it made sense
Joe's a 4 handicap. has a polo from every top course in the state
you can't teach that kind of relationship building
just learn to play golf
buddy of mine found out this morning he didn't get the promotion
senior AE. highly competitive
he's hit his number 5 quarters straight. top of the board twice
but instead... Joe got the job
Joe finished last quarter at 86%
so he goes to book 30 min with the CRO. wants to know what he could've done better (smart)
he pulls up the CRO's calendar:
saturday. 8:10am. "tee time w/ Joe"
once he saw that it made sense
Joe's a 4 handicap. has a polo from every top course in the state
you can't teach that kind of relationship building
just learn to play golf
Tech Sales Guy retweeted
the #1 thing i look for in new hires: FIO
figure. it. out.
it’s a mix of things:
- self-starter
- asks good questions
- finds a way against the odds
- scrappy and resourceful
early stage, you want to build a company of doers
every company has problems
you can point them out for someone else to fix or you can be part of the solution
that's FIO...
the best reps are dual threats. they can run the play as drawn, and go off script when it breaks
a few years ago i hired two reps the same week. same accounts, same messy data
one complained about the data
the other built an outbound strategy selling through companies that shared investors, before it was in every playbook
the best hires are dual threats.
they can run the play as drawn, and go off script when shit starts to break down
figure. it. out.
the #1 thing i look for in new hires: FIO
figure. it. out.
it’s a mix of things:
- self-starter
- asks good questions
- finds a way against the odds
- scrappy and resourceful
early stage, you want to build a company of doers
every company has problems
you can point them out for someone else to fix or you can be part of the solution
that's FIO...
the best reps are dual threats. they can run the play as drawn, and go off script when it breaks
a few years ago i hired two reps the same week. same accounts, same messy data
one complained about the data
the other built an outbound strategy selling through companies that shared investors, before it was in every playbook
the best hires are dual threats.
they can run the play as drawn, and go off script when shit starts to break down
figure. it. out.
Tech Sales Guy retweeted
Reminder:
Interview once a quarter - even if you love your job.
Here's are a few observations of what regular interviewing does for your career:
in 2021 every startup had a snack wall, a ping pong table and unlimited PTO. money was cheap and the perks were plentiful
then rates went up and many companies start to cut back on free lunches and the snack wall
AI is in its snack wall era right now
the companies selling it are fighting for market share, so it's priced to get you hooked. analysts expect OpenAI alone to burn $14B this year
that won't last forever
when the bill comes due, the winners won't be the companies that used the most AI. they'll be the ones that used the right AI for each job
use the expensive model for the hard stuff. and use something like this for everything else 👇
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