Netradyne

Enterprise Sales Manager

Commsor 🦕

Head of Mid-Market & Enterprise Sales

Salesroom 

Sales Director

Falkon

Head of Enterprise Sales

Jamf

Strategic Enterprise Account Executive

A lot of places

Career in Physical Fitness and Rehabilitation

Bob the Builder of Pipeline | Cold Calling Mercenary | Sales and Humor | Voted “#2 Best Parent” - by my 2 year old 🤷🏻

Welcome to my page - where you’ll find my best attempt at bringing some humor along with some fun facts and GTM tips and tricks!

We can all agree that life is typically too serious and stressful, especially on a professionally based platform, so I enjoy breaking that norm with some laughter in both my content and sales process.

Professionally: I specialize in building and refining sales motions and top of funnel processes, bringing a unique twist that “breaks through the noise” of the modern day dreaded norm of what people believe is good revenue generation.

Before moving to Sales, I had the pleasure of coaching and treating thousands of clients through rehabilitation and personal training for almost 10 years, where I now channel the same energy and passion in leading GTM teams.

You’ve scrolled this far, we might as well get to know one another.

I’m a redneck working a white collar job living in a blue collar state 🥔

“When you turn a passion to a profession and truly love what you do, then you don’t work a day in your life.”

💥I’ve been lucky enough to do that twice💥


↙️“About me”↘️

Mission 1: To push past the “limitations” that your mind sets whether it be physical or mental.


Mission 2: To build my career in Sales and build a bridge between my old world of fitness and apply those principals to the business world.


- Constantly looking to learn. Go spark up a conversation and learn something about them and that little conversation could change your life. 

- “You don’t know till you try” I find to many people (myself included) stay comfortable and are afraid of breaking complacency.

- There is no greater feeling being coached or better yet, coaching someone else, and watching them succeed.

Eric Iannello

Hey, welcome to LinkedIn, let me show you around a little bit…

The SDR role is dead

Outbound is dead

Hiring a VP to early will kill your business

Hiring a VP to late will kill your business

Hiring a VP will kill your business 

Sales has changed

This market sucks

Selfie

If you don’t have an agency you’re stupid

Saas is dead

Buy my course 

Look at my selfie, LOOK AT IT!

Do you even PTO bro

People care what I do before my 9-5

I speak to CEO and Founders everyfreakinday

This is the best template ever, drop a comment

You don’t have a podcast? Loser

I’m so effin humble 

9,9 mother effin 6 baby, woohoo!

Drop a comment. Right now

Super excited to go to some random event

Fortune cookie epiphanies

Game Changer Product!!

“Sorry, we’ll just proceed to the nearest exit over here. Thanks for visiting”

Bob the Builder of Pipeline | Sales & Humor | Voted “#2 Best Parent” - by my 4 year old 🤷🏻

Everyone: Parenting is the hardest job 

LinkedIn: Well you clearly have never tried cold calling during the holidays…

This may ruffle some feathers

But you know who’s not going to get hired?

The folks who treat their job search the same as they did 2-3 years ago

It’s so sad to log on here and see people post that they’re about to lose their house after submitting 600+ applications

*Also why everyone should work in hospitality and sales at least once in their life
Boy, do they prepare you for the real world between understanding a grind and how to sell a product…or yourself*

In order to land a position today, at a minimum, you need to:
- Connect like a sales person at a convention
- Constantly build and engage with a network 
- Attend events and be apart of communities
- Be the first one in line but also stay after closing 
- Be creative and make yourself stand out
- Be a step ahead and lead the process
- Ask the dumb questions and let curiosity leave no stone unturned
- Be resilient beyond belief and dont let the “no’s” knock you down
- Prepare for anything

And above all, lead with confidence

*whispers nicely so to not hurt people’s feelings* kind of like sales today…

If you’re just submitting a resume, what does that show the hiring team?


Sincerely,

Someone who has been through 2 org closures, 1 RIF and 1 product rebuild, all within the last 3 years, which has left him with a resume that looks like Nicholas Cages acting career

I love it when I see people put their achievements in their heading

14x presidents club

Top 2500 Sales Leader to follow

$1M-$2B ARR in 42 days


I’m going to start walking around with medals around my neck with all my achievements 

“Voted #2 Best Parent”

“Saved more than 15% on my car insurance”

“Put clothes in dirty hamper x5”


Next im going to have a name tag with all my {ex’s-name} on it

I may need some more name tags…




Course link in bio

When they know their written content sucks

No alternative text description for this image

Just when you think you’re on top of your game

Rippling goes and shows you how to really troll

 
Well played team

Absolutely well played



Your move Deel…

Lately it’s been feeling like I’m lost for answers

My oldest recently turned 4 and is becoming amazingly more aware…and curious

Most questions having simple responses like

“Why is the sky blue?”
- well, the earth is made up of mostly water and it’s a reflection of all the oceans

“How fast can a person run”
- Somewhere between 15-20 mph but your dad can run 30 mph!


But then there are those that just make me sit there, lost, trying to find the answer myself

“Hey dad, where does pipeline come from?”

….

You know what no one has ever said when they looked back on their life

“I wish I worked more”

I think working all day and showing up on Saturdays, hoping to ring the gong while others are resting is…cool

Whatever tickles your toes Tinkerbell

Just remember

This “996” narrative that VCs are getting their portcos to subscribe to

Typically leaves only one winner 

…and it’s not you

Working from 9am-9pm, 6 days a week may sound great when your writing a post bragging about it

But I have yet to see one person “reach the top” and claim that the sacrifice of a life outside of the grind was worth it

Even Brian Chesky (CEO of Uber) stated that the day after they IPO’d at a hundred billion dollar valuation, he woke up lonelier than ever…

“No one ever warned me how lonely you would get, and I wasn’t prepared for that”

Vinay Hiremath, co-founder and CTO of Loom, wrote a viral blog post about his feelings of having an identity crisis after selling the company due to dedicating and sacrificing everything for the org


I’m all for the grind and burning the midnight oil 

Just remember who, or what, you’re doing it for 

…and at what cost

Remember kids

It’s not the algo

Your content just sucks

Happy Thanksgiving!

Hey Chat GPT, give me a post that’ll generate a ton of engagement

“Hold my beer”

Steps to writing a post that’ll feed your dopamine craving

1.) victimized story
2.) half baked correlation to profession
3.) selfie 
4.) offer a course

What selfie should I choose?

“Pull open your camera feed. Close your eyes and scroll. Count to 3 and then stop and place your finger on one. That’s the one”

That’s it? That’s all I have to do?!

“Yup”

What about creativity?

“Ha”

Ok, anything else?

“You should tag someone popular on here too, just in case”

What if I don’t know them?

“So…you’ll get so many ‘this is gold’ comments it’ll make your hair grow back”

Wow, thanks chat! I guess I’ll be back tomorrow for another

“I got you fam”

I built an AI agent that scans all of LinkedIn and downloads every course offered

It then scans the course

Summarizes the content 

And then builds a GTM motion according to its instructions

I haven’t booked a single meeting or closed any deals with it…

But it took me just shy of 32 hours to build but you can have it for free!

Just comment “we are doomed” and I’ll drop you the link

You must first be connected with me and my neighbor Stuart in order to get it

But before that, make sure you’ve tickled a pandas big toe on Sunday and then counted to 735 while in a head stand

Didn’t know I had a newsletter?

Idiot 

Of course I do and it’ll change your life

Follow Eric Iannello for more useless tips

This time last year, right before Thanksgiving and my second kid was born

I was laid off 

No warning or severance

Healthcare was shut off the next day

“We’ve run out of runway”

I thought you told me I had 4 more months?!

“Today is sadly your last day…”


And then again, the November a year before

“We’re not going to be able to cover this month’s pay period, we’re still waiting for investor funds to clear”

It’s been 3 months since we’ve been paid! This is insane, I’m a single income family, come on {CEO}

“You think you’re hurting?! I have $1M of my own money invested in this company! You knew what you were signing up for when you accepted a position at a start up!” 


And then the year before that…

Yup, you guessed it

“Eric, we’re going to move back to founder sales”

Wait what, why?! I just hired another team after you let the last one go?

“Please start to conduct their exit interviews and yours will be held shortly after. You’ll be covered for 2 weeks following your departure…”


I’m sure there’s a lesson in here, somewhere 

Wouldn’t be a LinkedIn post without one

Something like:
- do the deepest due diligence you can into the company you’re joining
- always be prepared for the door to get unexpectedly closed on you
- build a network strong enough to shorten the gaps between employments


Q4 is the “weirdest” time of year for sales people

You get happy holidays vs missed annual benchmarks vs possible layoffs

If you have a twitch in your eye or some weird heart palpitations because 69% of sales people are due to miss quota on an annual scale this year

You’re not alone

If you choose to conduct staff reductions during the holiday season

You should also choose to kick the corner of the couch with a barefoot

…repeatedly

I think we should do a few conferences and really build the brand

“Wait, what?”

My head shot up concerned and reminded the CEO of a $15M seed round org

“We have 8 months of runway left!”

Yeah, but we need more pipeline

“Totally agree but events aren’t where we should be investing for new pipeline, especially ‘imeddiate’. How much are they going to cost?”

About $75k total…

“Wow, that’s almost an entire month’s burn! How much pipeline have you converted from past events?”

None but that was before our pivot

*VP of Demand Gen chimes in

There’s a few great logos registered to attend like Figma and Wells Fargo…

“Ok, wait a second, let me play this out. You’re wanting to sell to major accounts by meeting them at an event, then close them - pending that they want to talk - all within a 4-5 month window? How?”

Well that’s why we hired you, you’re the enterprise sales guy

“Why are we even targeting large orgs like that right now?”

That’s what investors want to see, good ARR and stable logos

“And how many do you currently have?”

None…

The harsh truth: hiring a founding sales leader as your emergency button doesn’t restart a dead GTM; it just makes the crash more expensive

If pipeline, positioning, product-market fit, and a pulse on reality is broken, no one person can sell your way out of the inevitable 

That’s why over 93% of startups fail: they wait until they’re almost out of time, then ask sales to perform CPR on a body that’s already gone

Afraid you might miss quota this year?

Here’s advice I’ve seen given on here to help


Create a brand and generate a side hustle of partnerships and sponsored posts

Buy a small business with massive margins and let your debt compound to wealth

Hire a coach from an industry leading org who pushes a product that sells itself

Subscribe to a newsletter created by the same rep who’s offering coaching at astronomical prices 

Watch a day in the life video so you can understand what successful people do before their 9-5

Comment something specific below the post so you can get access to their lead magnet that’ll unlock the secrets to increasing performance 


Man I tell ya, it’s a real head scratcher why people aren’t crushing OTEs anymore…

You know you’re a work from home parent when


You show up to a customer call with banana in your beard…and you never ate a banana 

Don’t break concentration during a conversation when you hear your kids getting in trouble and you’re next

Play customer call recordings on loud so your wife thinks you’re in a meeting

Get the left over chicken nugs slid under the door when you are heads down

Kid runs into your office butt naked while on a customer call


Keep it going

Psssst, course creators

your Grant Cardone is showing

Isn’t it interesting that those who usually sign off their posts with

🔔 Ring the bell for more 

Or

♻️ Repost this if you found it useful 

Are the same ones lecturing reps for having quota breath


Kettle meet pot

Here’s a term that should be commonly used on here

Thrift Shop Engagement

*Noun

1. Tagging one or more people in a single post with the goal of increased vanity metrics based on the tagged individuals popularity

2. Second hand or hand-me-down engagement

“The desperate dopamine feign tagged an 18 year old SDR in their post so that they could get the thrift shop engagement they were so thirsty to receive”

Early stage CEO told me I NEED to hire a SDR on my first day

“Love the idea, but let’s get me onboarded first and after we’ve finished building, testing and then deploying, we can tackle that head on.”

No, we need them now. Investors have come back stating they want more revenue in order to feel good about contributing money to our A round

“Ok, totally hear you, but that’s why you’ve hired me and brought in your own AE was to begin building the motion from scratch. Will this be your first BDR?”

Yup

“Awesome, but safe to assume you don’t have a system they can follow already built out?”

What do you mean? We just need someone to go out and dial.

“Dial who?”

Engineers

“Why?”

Because that’s who our solution serves to, what are you getting at here Eric?

“Sorry, not trying to press your buttons but hiring a SDR isn’t a plug and play like it once may have been. 
Who they are reaching out to vs who you serve vs who buys is all different. Have you began tiering out different ICPs and trying to optimize various channels?”

Yeah we take care of anyone who handles code deployment and Ive heard cold calling works with them

“Let me stop you right there, that isn’t an ICP definition. That’s a vision. What about demand? What is your marketing focused on and how is your inbound flow?”

We need pipeline, hence why I need a SDR

“Hang on for a second. A SDRs job is not to generate demand, it’s to isolate and capture it. How do you foresee them pin pointing the 3% in market to buy and then expanding to the 7% of the market primed to learn?”

Well we can figure that out with them

“Oh, so you’ll be ok with structuring the comp plan to exclude success criteria while we test and build?”

Ok, ok, where should we begin then


More bodies doesn’t equal more pipeline 

Generating revenue isn’t a “dial and they will come” motion

I love seeing SDRs in demand again but the founding role is quickly dwindling to a >10 month average tenure

Where most fail is they think they can hire their way into pipeline

-Let me get a SDR to generate pipeline and then have them feed it to an AE to close it and then leadership to monitor performance-

Rinse then repeat because thats considered scaling…

Build, test, deploy, validate - then hire

Salman Mohiuddin

Enterprise Account Executive, Marketing Cloud (Financial Services)

Helping sales pros + teams build healthy pipeline to close more deals faster | Sales Coach + Trainer @ SSA | 17 years as a quota carrier | ex-Salesforce, Asana and IBM | Interview Ace

Problem before Product. 

17 years of tech sales experience as an SDR + AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Currently Founder at Salman Sales Academy.

#1 Sales Influencer in Canada 2025 (source: Favikon)

Coaching and training AEs, SDRs, BDRs + sales teams to find and close more deals.

Started as an SDR in 2006, moved to AE in 2007.

6 years at IBM
- SDR 
- SMB + MM AE
- small Enterprise AE

7 years at Salesforce
- MM AE (new logo)
- Enterprise AE

2.5 years at Asana
- Enterprise AE 

2 years at startups 
- SMB AE (new logo)
- Enterprise AE

I currently coach + train AEs, AMs, BDRs, SDRs and Sales teams on prospecting, problem enablement, discovery, demos, deal strategy and interviews.

DM me for:

- 1:1 Sales coaching 
- Sales team coaching + training for your company
- 1:1 Sales interview consults to help you land an offer
- Speaking engagements or sessions for your company
- Podcast guest 


✅ Widely recognized as a master prospector & hunter

✅ Experienced in consultative selling to C-level, Information Technology (IT), Marketing, Ops, HR and more.

✅ Sales Interview Ace - the interview playbook I've built has resulted in an 80% success rate in interviews

✅ Possess an Honors B.A., Economics

[Sales COACHING]

➡️ Problem Enablement [build confidence in truly understanding your persona and the problems your solution solves for]

➡️ Prospecting [cold email, cold calling, warm calling, objection handling]

➡️ Discovery [full 5-step discovery framework to help lead your calls with confidence and in the flow of the conversation]

➡️ Demos [full demo framework, engaging demos, justifying spend, taking control of deals, PoC/Pilot strategy, etc…]

➡️ Deal Strategy [multithreading, uncovering power, executive alignment + engagement, quantifying pain, business case, negotiation, dealing with objections throughout cycle, taking control of your deals, champion building, mutual plans, forecasting, etc...]

➡️ Interviews - I've refined my interview playbook that has help 80+ folks land offers [interviews, mock cold calls, mock discovery, mock presos, territory plans (that will wow a hiring manager)]

I've built an entire Sales playbook from prospecting to close in everything in between based on my 17 years of experience as an individual contributor in tech sales.

No fluff. All actionable sales insights and content, with real examples, that you can start using right away in your role and see immediate results.

Check out the coaching programs and testimonials here:  www.salmansales.com

or DM me. Happy to help.

Founder

Helping AEs, SDRs + Sales teams find and close more deals. 🚀 Boosting income and revenue. 

17 years of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, IBM and Asana. In the trenches. Exceeding targets. Even in economic downturns.

Documenting all of my learnings, I've built out a Sales playbook. Now I want to give back to YOU.

I teach individual contributors + Sales teams on how to sell better, exceed targets, boost income / revenue, and accelerate growth. All with actionable Sales content and insights that you and your team can start using right away. Seeing immediate results.

My AVP at Salesforce to me on last day of the fiscal year: “Thank you for not listening to me.” 😐

Let’s roll the clocks back 9 months prior.

I took over an account. Not just any, but the largest bank in the country.

My AVP - who was the AE on the account years ago - pulled me aside my first few weeks in role and said, 

“Salman, just take down the small deal in this account. We’ve sold them almost everything.” 

Not exactly what I wanted to hear from my AVP when I took over the account.

They’d already invested quite a bit with us, I get it. But I had a quota to hit. A big one.

Nobody thought we could sell them more. 

There was a small opp… and they recommended I just take it down

and move on.

……………………………………………..

Well, here’s what I did to prove them wrong 👇


BACKGROUND CHECK

- spoke to the CSM, SE, Core teams
- specialists, external partners, SI’s, etc…
- to get the lay of the land across the account


- identified a segment that had whitespace
- it was their Wealth management division


BUILT A POINT OF VIEW

- did some initial digging and discovery
- built PoV on how they may be losing rev to competiton
- because of insights not captured in real-time on digital channels


STARTED WITH THE PROBLEM

- focused on this business challenge
- uncovered a exec priority at risk because of problem
(increased market share)


MULTITHREAD

- the PoV + disco helped gain meetings with Dir/VPs
- leveraged our internal x-functional teams
- SE, CSM, Business Value, Product mgmt, etc…


VALIDATION + ALIGNMENT

- business problem, impact to the business
- uncovered metrics important to each stakeholder 
- how said metrics were being affected by problem
- impact to business if nothing actioned on


CUSTOMER’S BEST INTEREST BEFORE OURS

- shared pros and cons to each option
- options included ones that wouldn’t work in our favor
- we didn’t take one side or other, which built trust


CO-CREATED BUSINESS CASE

- with our champion
- got buy-in from each stakeholder


MUTUAL PLAN

- which was truly MUTUAL 


NO BUDGET WAS ALLOCATED

- we uncovered a problem that put a priority at risk
- they dug up budget from other areas of business

………………………………………..

The result?

Our champion achieved the 1% club, because of the impact the platform had on their segment.

I closed one of the largest deals of my career 

because our internal teams worked together to solve a big problem.

Hit almost 200% of my number (when I was told to take down the small deal)


The deal came on the last day of the fiscal year and the AVP sent me a message,

“Thank you for not listening to me”

………………………………………………………

I took my AVP’s statement at the start of the year as a challenge.

Don’t let a few words stop you from accomplishing something you believe you can do.

Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy | #1 Sales Influencer in Canada 2025

graphical user interface, text, application, chat or text message

If I started a new AE role tomorrow, I wouldn’t open the CRM.

I wouldn’t review the product slides (for now). 
I wouldn’t watch demos of features & function. 

Here’s what I would do instead in my first two weeks (and why it works) 👇


1. Find the top 3 AEs in the org
 Buy them a coffee (virtual or not) and ask:
 → “What are you doing that others aren’t?” → “What would you do differently if you had to start over?”
 I used to let ego get in the way of these convos.
 I realized: replicating what already works saves you months of trial and error.


2. Skip product enablement (for now)
 You’ll get flooded with features anyway.
 Start with problem enablement.
 Build a simple doc:
 → choose 3-5 buyer personas → list out real problems they face
→ (not capabilities, jargon or buzzwords)
→ understand how they typically tackle them today → map out the negative impact on them and business  → identify what metrics they care about/how affected 
Document how those problems show up in their world.
 This helps you speak the prospects language, when everyone else is just pitching features.

Prospects will think “this person gets me”.


3. Study your competition (and status quo) 
Not just from a deck, go deeper:
 → where they win → where they fall short → what your product does better → what problems your differentiators actually solve

👆 that last one is the most important
 You can’t stand out if you don’t know what you’re up against.


4. Master 3 customer stories
 Not surface-level. Break it down:
 → what problem were they facing → what negative impact it had (think metrics)
→ bonus points if there was a priority it put at risk → what changed after they used your product → what were the positive business outcomes

(make the champion the hero)


5. Meet your internal teams
 SDRs, SEs, CSMs, Legal, Deal Desk, Partner team, etc
 Ask them: “What can I do to make your life easier?”
 It builds trust fast, and that pays off when deals get complex.

…………………………………

Do these 5 things and you won’t just ramp up super fast 
you’ll build your internal brand.


P.S. Problem Enablement (2) is an absolute game changer… my clients ramp up SO much faster

17 years as an AE I was never taught one crucial skill.

→ how to quantify pain in deals

I was told that I should do it.  Got some high level theory on how to approach it.

Told that I needed a business case to drive deals forward.

Provided some building blocks to get there, but nothing tangible that I could use on a repeatable basis.

I tried, but couldn't crack the code.

One of the key reasons early in my career I couldn't get prospects to justify the spend and lost more deals than I won.

Until I realized something.

We're usually all measurable on something. We're accountable for certain metrics.

For salespeople it could be ACV, ARR, quota attainment, pipeline, call metrics, etc...

So that means our prospects, the personas I speak to, are likely accountable for something as well.

.....................................................................

I began applying this principle in discovery:

Once I uncover a problem and its impact.

I ask these questions in the flow of the conversation 👇 

1. what’s the KPI or metric they care about

"Linda, usually when I speak to leaders like yourself they are usually accountable for certain metrics like conversion rates or campaign ROI. If you don’t mind me asking, what KPI or metrics are most important to you?"

- they’re typically measured on something, find out what that is


2. how’s the metric being affected

"How’s that KPI or metric being affected by this problem you're facing today?"

- e.g. for a marketing leader, conversion rates could be suffering


3. do they have a target

"What's your ideal target for this KPI or metric?”

- they may have a goal to it; built trust and uncover it

(don’t create a business case on one call)


4. have they done any internal analysis 

"Not sure if you've done any sort of internal analysis, but you been able to quantify the impact to your business?"

- most cases they won’t be able to quantify the impact... still ask

……………………………………………………………

My recommendation, ask these questions to each key stakeholder in your cycle.

Each will usually have their own KPI + metrics they’re measurable on.


It will give you the foundation you need to help quantify pain

and build a compelling business case in their language... not your's.

Got a verbal from a prospect, “We’ve decided to move forward with your platform.” My response:

“Sounds great! I’ll send over an order form later today.”

I forecasted the deal for the month and told my manager the good news.

Got the internal approvals and sent it out.

One day passed. Nothing. Two days. Crickets.

Finally got a hold of them:

“When can we expect a signed order form?”

Prospect: “It’s not that simple. We’ll need to go through vendor approval. You’ll also be hearing from InfoSec to fill out some forms. Plus, we need to get in touch with legal to discuss the MSA.”

Me: “How long do you think that’ll take?”

Prospect: “I’ve seen it take as little as 6 weeks and as long as 6 months.”

Head down. I had to break the news to leadership on a deal I’d committed

👆 This situation happened more than once for me earlier in my career. Lesson learned.

................................................

Don’t assume a deal is done because a prospect gives you the thumbs up.

It’s on us to uncover their buying process, early.

You could try something that sounds like this:

You: “Linda, you’ve been with the company for 5+ years. Fair to assume you’ve been part of evaluations like this in the past?”

Prospect: “Yup.”

You: “Could you walk me through how you typically evaluate, decide, and purchase tech? What are the steps and who’s involved?”

..................................................

Or something like this, for more complex deals:

“Linda - working with customers like you, I’ve noticed that once a platform gets the green light, there’s often a vendor onboarding process

which could include InfoSec, privacy assessments, and potentially getting legal involved.

Is that something you anticipate and if so could you walk me through the process and who’s involved?”

...................................................

Get ahead of the process in your deal cycles.

It’ll save you a headache and heartache.


P.S. who’s heading over to Sales Enablement Summit in downtown Toronto today?

See you there!

Have you ever experienced something so incredible that it didn’t really hit you until after it was over?

Like way after...

That’s how I felt looking back at what happened last month in Toronto.

Our 2nd annual Sales Sprint conference. This time bigger and better.

All I can say is… next level (just check out the video below).

What I loved about it wasn’t just the top notch speakers

wasn’t just the AEs, SDRs, and Sales Leaders who attended (more than a third flew in for the event)

wasn’t just the actionable Sales content shared by some the top voices in the game

But it was the RESULTS that came out of it.

one AE messaged me , “We’ve already started implementing some of the learnings — we booked 10 meetings from our recent sales sequence!” 

another AE, “I’ve got calls I can apply the learnings to this week.”

“I put the guidance on a call today and it made a noticeable impact.”

They even intro’d myself and another speaker to their Sales Enablement lead recommending that we run training for the sales team.

Other leaders asked speakers to run sessions for their team after the sales insights shared at the conference.

THIS is why we put this on. So we can spread the knowledge, help the Sales profession level up, and allows folks to learn from each other.

(Folks came up to me saying they got a few leads from folks attending too!)

If you know me, I've always been a believer about sharing ACTIONABLE sales content based on experience in the trenches, not theory. 

So people can apply the learnings and make an impact in their day-to-day as an AE, AM, BDR or Sales leader.

..............................................................

An absolute unreal 2-days.

Highlight of the event was the Discovery and Cold Call role-play competition powered by Hyperbound's platform.

Huge shoutout to them for being a great sponsor (btw, if you haven’t checked out Hyperbound for sales enablement AI coaching, you’re missing out). Folks were raving about them at the event.

So grateful.

Let’s run it back next year!

(If you’re interested in locking in a spot for Sales Sprint ‘26, hit me up)

P.S. HUGE shoutout to MVMNT Media for capturing Sales Sprint with incredible photo and video coverage. If you’re hosting an event in the Toronto area, these folks are the real deal.

website: www.themvmntmedia.ca
Insta: @themvmntmedia

Wish someone had told me this about discovery when I stepped into my first AE role at IBM (a long time ago 🙃 )

→ “Vague, generic questions will give you vague, generic responses.”

Would've made a world of a difference if I knew this back then.

Why?

Because here’s how my discovery sounded like back then:

➤ When I uncovered some pain, asked a few questions around it, and got to impact, I’d ask:
 
“What impact is this having on your business?”

The response? Pretty generic and high level.

➤ Or when I wanted clarification on next steps after a demo, I’d ask:

 “What do next steps look like?”

The response? Pretty vague. Nothing of substance.

Then I realized… wait. My questions aren't cutting it.

Sounded like a rookie (which I was).
I needed to be more specific and more purpose behind my questions.

............................................................

Flip the script 👇 

To uncover impact, for example:

“Was talking to a few leaders in your space recently who came across this challenge, and they said it’s leading to product launch delays and missed revenue opps. Not sure if you’re seeing this, but what would you say is the ripple effect across the business?”

To uncover next steps after the a good demo, for example:

“Linda, let’s say we agreed to an investment you and your team were comfortable with, what would happen next? Could you walk me through your internal process step-by-step on how you’d get this approved and who usually gets involved?”

.........................................

When you go from asking vague, generic questions

 → to thoughtful, intentional, and specific ones

You’ll get answers with much more substance...

and it’ll help you navigate your sales cycle with much more confidence.

It starts with HOW you ask, in discovery.

Was at a conference yesterday and had 60- seconds to pitch a Sales Enablement leader I’d never spoken to before.

I had to run to a meeting and the next session was about to start.

Wanted to try to catch the leader whom I heard from someone else said she was looking for training for her team.

No time to qualify or run any discovery.

Just a shot to earn her trust (and a next step).

Here’s what 23-year-old Salman would’ve said:

“Hey Linda, heard you’re looking for sales training. I can help streamline your manual processes, help with your sales execution and increase win rates.”

😐


Here’s what 27 year-old Salman would’ve said:

“Hi Linda, how are you? What inspired you come to the conference?… that’s great. Hey I heard you’re looking for training. What are you hoping to accomplish?”

😐


Here’s what 42-year-old Salman actually said:

“Hi Linda, how are you enjoying the conference so far?”

Linda: “Going really well.”

Me: “Hey, know we got a minute before the next session. Just wanted to say I was on your website and I love how you focus on the problem you actually solve for.”

[I talked through the specific problem they solve for with no buzzwords, no product jargon]

“It’s refreshing to see that because I don’t very often.” I said


Linda: “Really appreciate that. I’ll definitely share what you just said with my internal team.”

Me: “Thanks. Ya the thing I see today with a lot of sellers is that they tend to focus more on the product vs truly understanding and articulating the problem, in the prospects language not their language.”

Linda: “You’re right…. we should connect.”

Me: “Know we have to run but let me send you a note and we can find some time, sound good?”

Linda: “Let’s do it.”

She smiled the entire convo.



Problem before product.

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