Salesforce

Great leaders fuel growth. They're talent multipliers, trusted partners, and shrewd operators. As an executive coach, I support our leaders on their journey to greatness. Working 1:1 and in group sessions, we identify strengths & growth areas to support onboarding, growth, and personal development.

- FY24: Supporting our Financial Services & Canadian business (130+ leaders)
- Actively coach 35+ leaders on a rolling 6-month basis
- FY23: Owned our Healthcare & Life Sciences business (100+ leaders)
- Actively coach 20+ leaders on a rolling 6-month basis

Director, Leader Development & Executive Coaching

On the Global Enablement Strategy & Innovation team, we set out to find, build, and deliver cutting edge technology & enablement programs to serve our sellers & leaders around the world. We built & curated enablement products, engaged on go-to-market strategy and empowered our distribution teams to perform at the highest level.

- Key stakeholder on technology acquisition/M&A team (LevelJump)
- Subject matter expert on roll-out of new global sales methodology

Director, Global Enablement Strategy & Innovation

Built, facilitated, and delivered our Canadian sales enablement & operations strategy to empower Canada's sales organization. Supported sellers & sales leaders from Commercial (SMB) through Enterprise.

- Business partner to 130+ person sales organization across Canada
- Built & delivered 'Executive 360' program supporting 26% pipeline growth YoY

Sr. Manager, Sales Enablement

As a sales leader, I was responsible for the hiring, onboarding & coaching of 9 quota carrying Account Executives focusing on new customer acquisition & retention.

- 117% team attainment YTD 
- Led in-person (Toronto) & remote (Atlanta) team

Manager, Commercial Sales

Rounding out my skill-set, I stepped into a direct selling role working with clients to implement our more technical, platform-oriented products: Heroku (AWS), IoT, Analytics, AI, Machine Learning, Force.com, & Encryption.

- 155% FY19 quota attainment
- 153% FY18 quota attainment

Sr. Account Executive, Platform - Mid-Market

Returning to the pre-sales world as a Solution Engineer I partnered with sales executives to develop, build, & present technical solutions to new & existing clients.

- FY15: Q3, Q4 SE of the Quarter
- FY16: Team lead for Toronto & NYC SE's

Sr. Solution Engineer

In this customer success oriented role, I managed a portfolio of enterprise clients helping improve their use of Salesforce solutions by analyzing account health, onboarding, and training.

- 115% YTD client renewal rate & #1 AMER success manager.

Customer Success Manager

Began my Salesforce journey by helping source, create & drive pipeline to fuel explosive growth. 

- Sourced over $317k; generated over $3.4 million in pipeline

Sales Development Representative

Prophix Software

Hunter role - Sourced & sold corporate performance management solutions. Covered 9 states in South Central, US. Engaged C-suite in mid-market companies to position performance management solutions & BI tools.

- 115% overall quota attainment
- Team lead & mentor

Business Development Manager

OneCore Media

Hunter role - focused on small businesses to position marketing solutions (SEO, lead-gen & call-tracking tools). Implemented marketing campaigns to increase client web traffic & conversion ratios.

- #1 Overall Account Executive: Q4 11' & Q1 12'
- 120% overall attainment (Peak Performer Club)

Account Executive

Apple

Specialist

I made my first ‘sale’ at 14 working as a magician's assistant at a summer fair.

Since then, I’ve worked in technology in roles spanning: sales development, customer success, solution engineering, leadership, enablement, innovation & strategy, and executive coaching.

It wasn’t all roses and daisies. I had a fair bunch of obstacles along the way:

- As an SDR, I almost didn’t make it
- As a customer success manager, I got chewed out by irate clients
- As a sales leader, I was on a plane every other week between cities
- As a field enabler, I realized there is no ‘one size fits all’ learning modality
- As a strategy lead, build vs. buy was a constant debate stalling progress

Along the way, I gained an insatiable curiosity and a well-rounded perspective for the SaaS industry.

I learned from and worked with, some of the best sales professionals and leaders in the game. Studying their craft and adapting my style.

This led me to:

- 8 promotions in 10 years
- A recognized top-performing Solutions Engineer in 2015 & 2016
- 155+% quota attainment as an AE for 2017 & 2018
- A four-time Dreamforce attendee & keynote speaker
- My role as an executive coach to some best & brightest

Currently, I spend my time as an Executive Coach working with new, experienced, and in-need leaders at Salesforce. I help uncover what drives, motivates, and inspires them to show up each day fulfilled and drive personal and team success.

Want to engage more? Here’s how:

- Follow me on LinkedIn for posts on leadership, communication, productivity, and personal growth
- Send a connection request with a note on how you found me or what caught your eye

I enjoy connecting with like-minded folks.

Grant Glaser

You know how most SaaS sales professionals struggle to land high-paying roles at top tech companies? Well, that’s what I help with. In 2014, I was stuck in a low-paying job at an unknown company, unsure how to achieve financial freedom. I hired a coach, built a career plan, and despite no sales experience, landed a role at Oracle.

That launched a decade-long journey through Salesforce, Shopify, and ClickUp, where I gained world-class sales training and exponentially increased my earning potential.

Now, I help SaaS sales professionals land $125K+ roles and break out of career stagnation without relying on recruiters or luck.

Here’s how I help you:

✅ Create a customized career strategy based on your goals, timeline, and unique strengths.
✅ Get noticed by decision-makers at the top SaaS companies (without getting lost in the applicant black hole).
✅ Master the entire interview process so you confidently communicate your value and close the offer.

My unique approach:

I know firsthand how frustrating and discouraging the job search process can be. It’s not enough to just apply online and hope for the best. You need to stand out, build the right relationships, and position yourself as the top choice for high-paying sales roles.

Through my experience working at top SaaS companies, I’ve learned exactly what hiring managers look for, how to fast-track your way into six-figure offers, and how to create an unstoppable career path in sales.

Clients I’ve helped now work at:

⭐ Salesforce ⭐ Oracle ⭐ HubSpot ⭐ Procore ⭐ Airtable ⭐ Box

You deserve a sales job that pays you what you’re worth and gives you the lifestyle you want.

💬 Message me today for a FREE career consultation, and let’s get you into the high-paying SaaS sales job you deserve.

🚀 P.S. Check out my featured section for free training on how to break into SaaS sales, 2-3x your income, and land your dream job without spinning your wheels.

Scott Blostein

Life’s been going really well lately.

Not in a “I’m healed and journaling at sunrise” way but more like “things are clicking and I’m not overthinking it.”

More in the simple stuff:

- I moved down to Mexico.
- I’m warm.
- I’m sleeping better.
- I'm walking 20,000 steps a day
- I’m surrounded by a really good crew.
- I’m joining new communities and meeting people
- I'm playing tennis, training for my hyrox race, learning to not hate running
- I'm eating every taco in sight (not one is safe)
- Business is booming
- Clients are coming in and executing quickly and getting quick wins

What’s surprised me most is how much of this came down to one thing:

Environment.

Not motivation.
Not some insane productivity hack.
Not a “new version of me.”

Just being in a place that brings out the best parts of who I already am.

It’s funny how quickly you can start feeling like yourself again when:

your days have more sunlight
your relationships feel aligned
your body isn’t fighting the weather
your mind isn’t constantly in survival mode

This isn’t a “move to Mexico” post.

It’s a reminder that sometimes the fastest way to change your life is to change what you’re surrounded by.

Anyways, if you see me in Mexico, say hi.

I’ll be the guy training for Hyrox while actively trying to eat every taco in sight.

Balance.

- Coach Scott

I coach SaaS AEs to land $140K-400K roles and break out of career stagnation without relying on endlessly applying. DM me the word SaaS for a FREE career consultation | Ex-Oracle I Ex-Salesforce I Ex-Shopify | Ex-ClickUp

Most candidates blow this interview question:

“What’s your sales process?”

They either:
• Ramble for 10 minutes
• Or give a high-level answer with zero substance

Both are mistakes.

The real skill here is being concise and detailed at the same time.

That only happens when you do one thing well:

👉 Discovery

Just like in a real sales call, when a prospect asks a broad question, you don’t sprint into a pitch.

You slow down.
You clarify.
You guide.

Same rule applies here.

Every sales process has:
• Qualification
• Discovery
• Demo
• Objection handling
• Close
• Post-sale handoff

Trying to cover all of it is how you lose the room.

Instead, say this:

“Happy to walk through my full sales process. Before I do, is there a specific part you’d like me to emphasize?”

That question does three things:

1. Shows confidence
2. Demonstrates real sales instincts
3. Lets the hiring manager tell you how to win

Now you’re not guessing.
You’re tailoring.

That’s what top reps do.
That’s what top candidates do.

The interview is the sales process.

Treat it that way.

🔔 Follow me for more sales interview strategies that actually work.

The best marketing strategy on the planet is a customer who can honestly say:



“This was worth every dollar” because they lived the result.

One of my clients put it better than any campaign ever could:

- My process worked even when she wasn’t the ICP I thought I served

- The feedback was specific, fast, and actually useful

- The support system (office hours, 1:1s, Slack network) delivered when it mattered

That’s advocacy.

That’s proof of model.

That’s what happens when you optimize the product, not just the pitch.

Sharing her words today because they validate a simple truth:

If you build something that gets people real outcomes, they become the megaphone.

Proud of the result. More proud of the advocate who earned it.

Thanks so much Charlene Briganty for being an amazing client. You have a bright future ahead of you!

- Coach Scott

LinkedIn Premium is really paying off.

It just informed me that someone on LinkedIn looked at my LinkedIn profile.

Groundbreaking stuff 🤣

Happy Friday 🙃

Your LinkedIn headline is costing you interviews.

And you can fix it in 10 minutes.

Most AE headlines look like this:

"Account Executive at [Company]"
"Sales Professional | Driven | Results-Oriented"
"AE | SaaS | B2B | Passionate About Helping Customers"

Congratulations. You sound like everyone else in the applicant pool.

Hiring managers scroll through hundreds of profiles. Your headline is the first thing they see. And often the last if it doesn't grab them.

Here's what actually works:

❌ "Account Executive at Acme Corp"
✅ "AE helping mid-market companies cut onboarding time in half | $1.2M closed in 2024"

❌ "Sales Professional | Results-Driven | Team Player"
✅ "Enterprise AE | Selling into Fortune 500 IT leaders | Ex-Salesforce"

❌ "Looking for my next opportunity in SaaS sales"
✅ "AE who took a startup from $0 to $800K ARR in 12 months | Open to new roles"

See the difference?

One tells me your job title. The other tells me why I should care.

Your headline follows you everywhere on LinkedIn. Every comment. Every connection request. Every search result.

Make those first 40 characters count.

This isn't a "nice to have." It's the difference between a recruiter clicking your profile or scrolling past it forever.

10 minutes. One edit. More interviews.

Go fix it. I'll wait.

– Coach Scott

🔔 Follow me for AE job search tips that actually land roles.

Have you had a bad string of layoffs as an AE?

Short tenures can feel impossible to justify when the truth is simple:

You gambled on a company and lost.

My client - we’ll call him Pipeline Pete (I can't share his name) 😂 , lived this.
Two rough layoffs.
Less than 6 months in each role.
Great talent. Terrible timing.

So he did what any smart job searcher would do:

He searched Scott Blostein on LinkedIn and sent me a DM to talk about joining my program and breaking into a better role in tech sales.

Two months later?

He landed a $190K OTE AE role with only 12 months of closing experience.

Here’s exactly how he did it:

1) He showed up

We bring real Hiring Managers into our weekly group coaching calls. Pete never missed one and asked standout questions. Hiring Managers started requesting interviews with him after each call.

2) He reviewed interviews like an athlete watches game tape

My clients record their interviews so we can review them together and deliver live feedback. Pete implemented every adjustment we coached and started stacking wins.

3) He posted consistently on LinkedIn

No tricks. No guessing. He got noticed by the CEO of his new company, who reached out to him personally.

4) He executed the plan perfectly

Coaching is simple: we give you the recipe, you bake the cookies. Pete followed the custom game plan we built for him to a tee. The outcome was predictable because the execution was perfect.

I know I’ve been sharing a lot of case studies recently.
That won’t stop. We’re on a crazy winning streak.

January is almost at capacity. 

New Year resolution season always brings a wave of serious reps. This time, it’s bigger than ever.

If you want a better AE role in 2026, don’t wait until you “feel ready.”

Serious sellers book early.
Winners implement fast.

DM me “AE” if you want to run the same play Pipeline Pete did.

Here are my top 5 free tools every serious AE job seeker should be using

If you pay close attention, my entire playbook is hiding in this post.

1. Apollo
- Find hiring managers and decision-makers so you can stop shouting into the void and start real conversations.

2. Aligned
- Build a digital room that showcases your experience, wins, and thinking in one clean place.

3. Loom
- Record short videos walking a hiring manager through your Aligned room.
Instant differentiation.

4. HubSpot
- Track your outreach like a pipeline. If you don’t track it, you’re guessing.

5. Canva
- Create clean assets like a 30/60/90 plan or role-specific leave-behind you can share after conversations.

It's simple:

• Identify hiring managers
• Reach out directly
• Show value creatively
• Make it easy to say yes

That’s how interviews actually happen.

🔔 Follow Scott for more no-BS job search strategies that work.

- Coach Scott

PS none of these companies sponsored this post.

"You need 5 years before you're ready for Enterprise."

That's what they told me.

That's what they'll tell you.

It's also complete BS.

Most mid-market AEs sit around waiting.

Paying dues.
Hoping someone taps them on the shoulder.
Acting like Enterprise is a promotion you earn by existing long enough.

Meanwhile, the reps who actually make the jump?

Most do it in 2 years or less.

Here's roughly how they do it:

𝗬𝗘𝗔𝗥 𝟭: 𝗕𝘂𝗶𝗹𝗱 𝘁𝗵𝗲 𝗙𝗼𝘂𝗻𝗱𝗮𝘁𝗶𝗼𝗻

First 6 months: Master your current motion
↳ Hit quota consistently (or stack rank top 20%)
↳ Document every deal with enterprise-level detail
↳ Start multi-threading even on smaller deals

Back half of year 1: Start selling like an enterprise rep
↳ Run longer discovery calls
↳ Map org charts on every account
↳ Build business cases, not just proposals
↳ Practice moving between ATL and BTL conversations

𝗬𝗘𝗔𝗥 𝟮: 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗝𝘂𝗺𝗽

First half: Build your enterprise story
↳ Land 2-3 deals with longer sales cycles
↳ Close at least one deal with 5+ stakeholders
↳ Get testimonials from complex buyers
↳ Start posting about enterprise selling on LinkedIn

Back half: Execute the move
↳ Target 20 companies with enterprise teams
↳ Network with enterprise AEs and leaders
↳ Reframe your mid-market wins as enterprise proof
↳ Interview like someone who already belongs

The difference between mid-market and enterprise isn't deal size.

It's process.
It's patience.
It's multi-threading.
It's navigating complexity without losing control.

You don't get promoted to Enterprise.
You position yourself as the obvious choice.

The timeline isn't 5 years. 

It's however long you decide to wait.

DM me "enterprise" if you want help making the jump before your peers figure out the game.

I made one tiny change on Zoom that instantly made me better in meetings. 

If you easily get distracted in meetings this tip is for you.

It's simple really.

I turned off the little box where I can see my own face.

That’s it.

Most people spend half their call doing this:

• Checking their hair
• Watching their expressions
• Wondering how they look
• Getting distracted by…...themselves

You think you’re focused on the other person.

You’re not.

You’re focused on YOU.

Real conversations require:

• Eye contact
• Presence
• Listening
• Paying attention

None of that happens when you’re staring at your own face like it’s a mirror.

Once I turned off self-view, three things happened immediately:

I stopped overthinking
I listened better
My conversations got smoother

In interviews especially, attention is everything.

Hiring managers can feel when you’re locked in.

They can also feel when you’re distracted.

This one setting change fixes that.

How to turn it off (takes 5 seconds):

On a Zoom call:

Hover over your video box
Click the three dots in the top right corner
Select “Hide Self View”

That’s it.

You’ll still be on camera.
Everyone can still see you.

But YOU won’t see YOU.

And your focus goes back where it belongs:

On the person you’re talking to.

Try it for one week.

You’ll never go back.

🔔 Follow Scott for more simple tweaks that give you unfair advantages in interviews

Here are 25 high-value perks you can negotiate in your offer if your future employer won’t budge on base salary or OTE:

1. Signing bonus
2. Equity or stock options
3. Accelerated equity vesting schedule
4. Performance bonus structure
5. Increased commission percentage
6. Lower quota or extended ramp period
7. Guarantee on commissions during ramp
8. Deal size accelerator multipliers
9. Annual education or professional development budget

10. Conference and travel budget
11. Remote or hybrid work flexibility
12. Home office stipend or equipment budget
13. Internet or phone reimbursement
14. Relocation support or travel allowance
15. Extra vacation days
16. Flexible working hours or 4-day work week trial
17. Health, dental, or therapy coverage expansion
18. Wellness or fitness stipend
19. Career coaching or mentorship sponsorship
20. Internal mobility guarantee or role transition path

21. Title upgrade (AE → Senior AE, Enterprise AE, Strategic Accounts, etc.)
22. Public-facing role visibility (leading demos, webinars, or customer panels as the company rep)
23. Ability to work from anywhere for part of the year
24. Later start date option if needed (protects transition timing)
25. Extra personal days separate from vacation

👌 Save this post for when you get into a negotiation
👍 Share with a friend who is about to go into a negotiation
👊 Follow me to land your dream SaaS/AI role.

- Coach Scott

You have two offers. Maybe three.

Now what?

Most candidates either:
↳ Hide it and lose all leverage
↳ Weaponize it and burn the bridge

Both are wrong.

Here's how to use competing offers without looking like you're playing games:

❌ 𝗗𝗢𝗡'𝗧: "I have another offer so you need to beat it or I'm gone."

This is an ultimatum. It kills trust.
Even if they match it, you started the relationship wrong.

✅ 𝗗𝗢: "I want to be transparent. I'm in the final stages with another company. You're my first choice, but I want to make sure I'm making the right decision. Is there flexibility on [comp / timeline / title]?"

Same leverage.
Completely different energy.

❌ 𝗗𝗢𝗡'𝗧: Lie about offers you don't have.

Recruiters talk. Hiring managers talk.
This will catch up to you.

✅ 𝗗𝗢: Use real momentum, even if it's not an offer yet.

"I'm moving quickly in another process and expect a decision soon. I'd love to align timelines if possible."

Honest. Professional.
Still creates urgency.

❌ 𝗗𝗢𝗡'𝗧: Play companies against each other like an auction.

"Company B just offered $10K more, can you match?"

This makes you look transactional.
Not strategic.

✅ 𝗗𝗢: Make one clear ask.

"I'm weighing a few factors. If you could get the base to [X], I'd be ready to sign today."

Clean. Direct.
Closes the loop.

You're about to work with these people.

Start like a professional.
Finish like a closer.

Get the bag without burning the bridge.

- Coach Scott

One of the more underrated perks of coaching lately?


Getting an excuse to reconnect with my old network.

Former teammates.
Old leaders.
People I learned a lot from back in the day.

I’ve been looping a bunch of them into my group coaching calls and it’s been a win for everyone.

My clients get real-world insight from hiring managers who interview candidates every single day.

1. How they screen.
2. What actually stands out.
3. What quietly disqualifies people.

It’s practical, unfiltered, and incredibly useful.

The unexpected bonus?

A few of them have loved the energy and the quality of questions so much that they’ve actually invited candidates to interview after the call.

Which means at this point I may be slowly turning into a corporate matchmaker.
No swiping required. 😘 

The funny part?

So many of them have said some version of:

“I’ve always thought about coaching or mentoring at some point.”

Turns out a lot of top reps and leaders eventually hit that phase where the game shifts.

Less ego.
Less proving.
More passing the torch.

Helping the next generation of AEs shortcut a few mistakes we all made along the way.

It’s been cool to watch that happen in real time and even cooler to see how generous people are once you actually ask.

Tagging a few of the folks who’ve jumped in recently 👇
Charlie Bahamonde
Omar Abboud
Jason Scoville
Brittany Greenwood
Brianna Chapman
Joey Wood 🚵🏻‍♂️
Phil Schnee
Samuel Weintraub

I'm stoked to have this individuals come in soon and give some awesome advice:

Shahbaaz Kara-Virani 
Megan Juliano 
Tanveer Mostafa
Josh Bob

Appreciate you all.

If you are interested in coming in on one of of upcoming group coaching calls hit me up! 

Perks include catching up with me + you get to shed your wisdom and meet some awesome new candidates who are intelligent, coachable, and driven to make an impact.

I was sitting on a plane yesterday, mapping out content for the month.

It made me reflect on one thing I’m genuinely proud of:

I haven’t sent a single prospecting message since starting this business.

I hated outbound as a rep.
I still hate it as a business owner.

Plenty of “gurus” would tell me that’s a mistake.
I disagree.

If you create content that actually helps people, they find you.
That’s a hill I’m comfortable dying on.

Early on, I got discouraged over impressions and likes.
Now I get messages from people I’ve never met telling me a post helped them land a job.

That’s the real metric.

Going into 2026, I want to get more tactical and put out even more free resources that genuinely move the needle for the people following along.

No billboards.
No recycled quotes.
No fake tweets from people who never said them.

Just useful ideas, shared honestly.

Same philosophy with coaching.
I don’t chase anyone and I don’t sell pressure.
If you’re not bought into the process, it won’t work anyway.

Before I post anything, I ask one question:
Would this help someone else?

If you or someone you know is looking for their next SaaS or AI sales role, share my profile them and tell them to follow along. 

There will be some top notch content coming out this month including a few  bangers that aren't even on the list....maybe even a video or two. It's gonna be elite. 

- Coach Scott

Hiring managers ignore 99% of cold outreach.

Here's how to be in the 1%.

Most AEs send messages that belong in a spam folder.

Same "I'd love to pick your brain" energy.
Same "just circling back" follow-ups.
Same results: absolutely nothing.

You're not networking. You're annoying strangers professionally.

Here's what actually gets responses:

𝗧𝗵𝗲 "𝗣𝗢𝗩 𝗢𝗽𝗲𝗻𝗲𝗿"

"Hi [Name], I noticed [Company] just [specific trigger]. I helped [similar company] solve [relevant problem] and drove [specific result]. Worth a 10-minute call?"

𝗧𝗵𝗲 "𝗠𝘂𝘁𝘂𝗮𝗹 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻 𝗕𝗿𝗶𝗱𝗴𝗲"

"Hi [Name], [Mutual connection] mentioned you're scaling your [team/territory]. I just closed [$X ARR] in a similar market. Happy to share what worked if helpful."

𝗧𝗵𝗲 "𝗩𝗮𝗹𝘂𝗲-𝗙𝗶𝗿𝘀𝘁 𝗗𝗿𝗼𝗽"

"Hi [Name], I put together a breakdown on how [3 companies in their space] are approaching [relevant challenge]. Want me to send it over?"

Why these work:

↳ Specific triggers show you actually did homework
↳ Results upfront prove you're worth the calendar invite
↳ Short asks respect their time (and sanity)

Stop mass blasting and hoping the LinkedIn gods bless you.

That's not outreach. That's a lottery ticket with worse odds.

Cold outreach isn't dead. Lazy outreach is.

🔔 Follow me for AE strategies that actually land roles in 2026.

I hate to admit this, but my website is outdated. It looks nice, the original designer did a great job. The real issue? 


It hasn’t been updated in 16 months. A lot has changed since then: more client wins, a stronger program, and an incredible roster of coaches supporting my clients.

I use LinkedIn as my primary landing page, and every time a prospect says they checked my website, I internally cringe and whisper, “Nooo, it’s ancient.” The struggle is real.

It’s time to fix it. I’m keeping the rebuild on Kajabi, and the budget is under $500. The goal is simple: refresh the messaging, tell a story, and showcase real testimonials that reflect the impact and energy of the program today. It’s not a complex project.

I’d rather spend my time coaching reps to land life-changing roles than pretending to be a web designer.

If you can help update a Kajabi site into a cleaner, testimonial-driven landing page, send me a DM. Kajabi is staying. Anything else is a mismatch.

DM me "website". I get about 40 connection requests a day and it will get lost in the noise. Not a brag, just the reality.

Also if you know anyone whose good fit intros are always welcome!

Talk soon,
Coach Scott

This VP of Sales had serious “if he’s here…...who’s watching hell?” energy. 😈 

I was listening to the recording of a client interview and I couldn't believe what I was listening to. 

Modern-day job hunting is basically Minesweeper.

Every square looks harmless.
Some even look promising.

Until you click the wrong one…..and the whole thing blows up.

I was listening to a recording from one of my client’s interviews the other day.

You could feel it.

No clarity.
No ownership.
No leadership.
Just grilling the rep on the call acting like they were better then them.

That’s a landmine.

And I genuinely feel for people who accept roles like that without knowing it.

They didn’t fail.
They stepped on something invisible.

No mentorship.
No enablement.
No real path to quota.

Just vibes and pressure.

This is why I coach my clients to flip the script in interviews.

Yes, they’re evaluating you.

But you should be interviewing them just as hard.

Asking questions like:

How does this team actually ramp reps?
Who owns enablement after onboarding?
What does success look like at 90 and 180 days?
Who was the last rep promoted and why?
How do you coach and mentor reps on a daily and weekly basis?

Those questions don’t make you difficult.

They make you intentional.

The goal isn’t to “get the offer.”

The goal is to avoid clicking the square that ends your momentum.

Play the game smarter.
Clear the board.
Avoid the landmines.

That’s how you win the job search in 2026.

PS Did anyone actually ever beat this game? 🤣 

- Coach Scott

Last week I brought in my friend Shahbaaz Kara-Virani to speak to my community.

Topic: what VPs actually care about in the hiring process.

The no-BS version. 

And the group LOVED it.

So much so that I sent him a screenshot after the call of the feedback I got blowing up…people were fired up!

Here’s the truth:

The job market is super fucking competitive right now.

Everyone has experience.
Everyone has logos.
Everyone has “crushed quota” on their resume.

So if you think you’re going to stand out based on your resume alone

You won’t.

What Shahbaaz kept digging for wasn’t bullet points.

It was your WHY.

Because VPs aren’t hiring a resume.

They’re hiring a human.

Someone with:

hunger
drive
coachability
a real reason to win

That’s why I’m so big on storytelling.

Humans buy from humans.

And humans hire humans too.

If you can clearly communicate your WHY, you instantly separate yourself from the crowd.

Shoutout to Shahbaaz for bringing the heat 🔥

Follow me if you wanna get your awesome next role in SaaS or AI sales

- Coach Scott

A client came to me a few months back curious about my program.

He was already a killer rep.
Very sharp. Very intentional. 

Top reps like this work with me because they are great at sales but need help getting into their dream companies and just know I can help them get their goal faster. I work with a lot of A-type people 😂 

He had a clear vision for his next move:

• Based in Toronto
• Wanted to work for a US company
• Fully remote
• Target OTE of $200K USD at Series A Unicorn
• Current comp was $150K USD

I’ll be honest.
At first, I was hesitant.

Not because it was impossible.

The hesitation came from this simple truth:

My most successful clients win when expectations meet reality.

What he wanted was achievable, but extremely niche.

Roles like that do not grow on trees and are very competitive, especially hiring people out of the country.

That meant one thing:
We needed a tight, disciplined game plan.

So we built one.

• Mapped out target companies
• Found the right hiring managers
• Created a personalized outreach playbook
• Refined his story and positioning
• Practiced interviews and negotiations

Then the best part happened.

We negotiated his offer together and secured an extra $15K USD annually.

That single negotiation alone returned more than the full cost of my program.

More importantly, it reset the bar for every negotiation he will ever have again.

That is the real long-term ROI.

January has been wild with new people reaching out, so thank you for your patience if responses take a little longer than usual.

I only have a few coaching spots left before I need to consider opening a waitlist.

If you want to chat about working together, the fastest way to connect is the link in my profile to book a call.

Let’s build your plan next.

- Coach Scott

You’re not just being judged on your answers in interviews.

You’re being judged on your........

ENERGY

I’ve seen candidates with “perfect” answers still get passed on because they came off cold, hesitant, or checked out.

I’ve seen others land offers with imperfect answers because they brought energy.

They were clear, confident, and present.

Hiring managers don’t just want someone who knows how to do the job.

They want someone who shows up like they already belong on the team.
✅ Eye contact
✅ Clear articulation
✅ Enthusiasm in your voice
✅ A sense that you give a damn

It’s the difference between “we’ll let you know” and “when can you start?”

Nail your story.
Train your mindset.
Then own the room.

- Coach Scott

Here’s why you should NEVER use a sales script in a role-play interview

I’ve seen too many reps get burned by this.

They show up with a perfectly memorized script thinking it’ll make them sound “polished.”

Instead?

They sound robotic.

And the second the interviewer goes off-script…...they freeze.

Like Mike Tyson said:

“Everyone has a plan until they get punched in the face.”

A role-play interview isn’t about sounding perfect.

It’s about proving you can:
✅ think on your feet
✅ adapt in real time
✅ run a natural conversation

So what should you do instead?

Follow a framework - not a script.

Here’s my simple role-play checklist:

✅ Time check
✅ Introductions / rapport
✅ Upfront contract
✅ Pain (surface → deeper → impact)
✅ Align solution to what they said
✅ Lock in next steps

No scripts. No crutches.

Because in sales (and interviews) your ability to adapt will always beat memorization.

🔔 Follow me for more sales + interview strategies that actually work

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Scott Blostein

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The Battle

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