👩🏻‍🏫 Krysten Conner

🚫pipeline anxiety l Terrible dancer l Always a Teacher 🦄🦄🦄 ex Outreach, Salesforce, Tableau 👉🏼👉🏿👉🏽 Click bell/top right to be notified when I post 🔔

You’re not trying to “hit quota.”

You’re trying to become the kind of seller who can repeat top performance across territory changes, market shifts, and new quarters.  

Not with luck. Not with late-quarter heroics. With a *system*.


Most AEs can have a great quarter.  

Consistent top performers have a way of operating that creates sustainable, repeatable results.

That’s what I teach.


I spent 12 years selling Enterprise deals at Salesforce, Tableau, and Outreach. I eventually broke records, 14X’d territory expectations, and ran a 47.6% win rate. But I didn't start that way.

The biggest shift I made wasn’t a new script or a new tech stack.

It was learning how to sell like a top performer actually sells:

✅Reduce confusion (connect the dots, make WIIFM obvious, reduce friction)
✅Run discovery that’s **direct and tactful**
✅Multi-thread early and build real champions 
✅Win the 95% of the sales cycle that happens between meetings
✅Act like a **Sherpa**: guide the buying journey so your buyer never has to guess what’s next


If you’re a rep who’s already performing and you’re thinking:

“I don’t want to be a one-hit wonder.”  

“I want to be on the leaderboard… consistently.”  

“I want make my process sustainable, so my results are sustainable.”

I'm your person.


Here’s what clients say after working together:
 👉 “I closed a $2.66M ARR enterprise deal after 26 months of work, and Krysten's coaching was critical in helping get it across the line."
 👉 "I set an ambitious goal when I started: hit at least 200% of quota in my first full quarter. Working with Krysten helped me turn that goal into reality. I hit 225% and closed the largest deal ever won by a new rep."
👉 "Wanted to thank you and let you know I closed my biggest deal ever in December, $2.2mil TCV, 3 year agreement. We were stuck at one stage with a start date that would have caused the deal to slip from Q4 to Q1, I used your COI principles and in-particular a visual graph that showed what the actual cost was of starting now -vs- later. Ended up getting it done 🤩 Thank you!!"


You don’t need another sales theory.
You need someone who’s been in your shoes - and knows how to win big deals now.

Let’s work together: krystenconner.com


🟢 I offer 1:1 coaching for individual reps, and workshops for sales teams who want to win bigger, faster, and more often.


Browse client wins here: https://www.linkedin.com/in/krystenconner/details/recommendations/



💫"We pay for every lesson with either time or money. And we use the currency we value least."
         -Alex Hormozi

Member

I walked away from the biggest deal of my career. $13.7M. Would've blown my quota out of the water.

But here's what that "loss" taught me...

The CEO had everything: 
✓ A problem we could solve 
✓ Agreement he HAD the problem
✓ Desperate need to fix it 
✓ Budget approved

But one thing kept nagging at me.

Every meeting, he'd ask about customization. 
About "partnering" to build features.
About source code access. 

Classic Build vs. Buy syndrome.

After our 5th in-person meeting (yes, FIVE), I finally saw it clearly.

This wasn't a buyer. This was a builder trapped in a buyer's process.

His personality screamed "I'll do it myself." 
His energy peaked when discussing his team's capabilities.
His questions focused on HOW we built it, not WHAT it could do. 

So I made the call that physically hurt:

I removed it from my pipeline.

My manager: "Are you SURE?" 
My financial plan: "But the commission..." 
My ego: "You're giving up."

Here's what happened next:

→ Freed up 30+ hours that month 
→ Focused on a $1.8M deal that actually wanted to buy 
→ Closed 3 other deals while he was still "evaluating" 
→ Finished with my best year ever

And that CEO? 
18 months later, still building. 
Still solving the same problem.

The real lesson?

Not every deal is YOUR deal.

Some buyers aren't buyers—they're builders in disguise. And the time you waste convincing them is time you could spend closing real deals.

Three questions I now ask myself:

1./ Are they asking about outcomes or architecture?
2./ Do they light up more about building or buying?
3./ Is their real goal independence or results?

If the answers point to "building," I'm out. No matter the size.

Because the best deals aren't always the biggest ones. 
They're the ones that actually close.

What deal have you walked away from that taught you the most?

Krysten Conner

I help AEs win 6-7 figure deals to overachieve quota & maximize their income l ex Salesforce, Outreach, Tableau l Training B2B Sales teams & Individual sellers l 3x Top 100 Most Powerful Women in Sales by Demandbase

Here are the 8 questions CFOs ask before every software purchase. (And they're brutal.)

Every champion I've ever worked with eventually hits a moment of panic:
"What do I say when Finance starts asking the hard questions?"

👉 Most CFOs won't tell you what they're really thinking. They just kill your deal silently.

But I've spent 13 years watching Enterprise deals die in Finance. And I've learned what CFOs actually need to hear.

Here are the 8 questions every CFO is asking behind closed doors, courtesy of the "Only CFOs" newsletter, as highlighted by  Nate Nasralla :

1. Why do we need [X product] now? We were fine before. 
2. What bucket does this fall into, and can you quantify it?
-----Improves efficiencies
-----Increases revenue
-----Mission critical (e.g. cybersecurity)
-----"Candy": nice-to-have tool that doesn't really fit into the above groups 
3. Is the spend in the budget? If not, how will you make up the difference? 
4. How does this tool tie into our company objectives for this year? 
5. What tools do we already have that do something similar? And if similar tools exist, why can't we use those? 
6. Implementation: What are the people / time requirements? 
7. Support costs: Will we need to upgrade soon to enterprise /other tier? 
8. Pricing:
-----If usage-based pricing: I want a detailed analysis on how pricing works and modeling for what our planned usage will look like.
-----If seat-based pricing: I don't want to buy a bunch of extra seats for planned growth. That got a lot of people in trouble when headcount growth halted and layoffs happened.

The deal-killers? Numbers 1, 3, and 5.

At Salesforce, I watched 6-7 figure deals die instantly when the champion couldn't answer those 3 questions clearly.

What are the best way's you've found to prepare your champions for these conversations?

Which of these questions makes your Champions the most nervous? 

PS - Find this helpful? You might like my newsletter. Over 7,000 sellers getting valuable nuggets every week. More details in my bio. Hope to see your name on the list!

Leslie Venetz

Outbound sales strategies, processes & skill sets for 15-50M SaaS & service orgs that need revenue-generating pipeline | Keynote Speaker | Top Sales Voice ✨#EarnTheRight to your buyer's time & attention ✨

🔥 Discover the Power of Effective Sales Training & GTM Strategy with Me 🔥

As a corporate sales trainer and sales-led GTM consultant, I am dedicated to transforming the way your team engages with prospects. Say goodbye to one-sided conversations and hello to meaningful interactions that drive results. 

Want your team to talk WITH prospects instead of AT them? Reach out to learn more today.

✉ Let's Connect! ✉

📰 Newsletter:
https://lnkd.in/eBYGfiNZ

📚 Business Book Club: 
https://patreon.com/BusinessBookClub

📺 YouTube:
youtube.com/@leslievenetz

📲 TikTok:
https://lnkd.in/ePQv7sTH

🤳 IG:
https://lnkd.in/ep5xSgX9

💡 Why Choose The Sales-Led GTM Agency? 💡

🚀 Extensive C-Suite Enterprise Selling Experience: With 15 years spent in C-suite enterprise selling, I have opened doors and penetrated the biggest logos, including AT&T, KraftHeinz, Walmart, ExxonMobil, JPMorgan, Verizon, and Target. I understand the intricacies of navigating high-level negotiations and building fruitful partnerships.

🚀 Accomplished VP & Head of Sales: Thriving in leadership roles, I have achieved remarkable success as a three-time Head of Sales. My strategic vision and ability to inspire teams have consistently led to over-achievement and revenue growth.

🚀 Early-Stage Startup Smarts: As employee #1 in a business intelligence startup, I fueled rapid growth by ramping up revenue from zero to 412K & 21 logos within 9 months post-MVP launch. I possess the expertise to guide startups through critical stages and drive substantial sales momentum.

🚀 Stellar Track Record: By nurturing SDR, BDR, ISR, AE, and CS teams, I have consistently surpassed targets and elevated overall performance. My proven ability to build high-performing, buyer-centric sales teams has resulted in tangible results and increased customer satisfaction.

🎯 Specialties 🎯

 B2B Sales & Sales Management | C-level Fortune 1000 Sales | Blue Chip Sales | SME Sales | Sales Collateral & Materials | Sales Training & Coaching | Sales Presentations | Cold Calling | Lead Sourcing | GTM Strategies | Email Sequence Creation | Outbound Campaigns | Sales Coaching | Pipelines | Business Development | Sales Strategy & Leadership | Sponsorship Sales | Marketing Campaigns | Social Selling | Content Creation | Recruitment | Onboarding | Customer Success | Account Management | Account-Based Marketing | HubSpot | SalesLoft | ZoomInfo | Prospecting | SDR & BDR Management | Customer Relationship Management (CRM) in a B2B Sales Culture

GTM  Partner

Follow Leslie Venetz, Founder of Sales Team Builder at @SalesTipsTok for daily sales tips and inspiration. 

Leslie is here to help you reach more people, build more value and close more sales.

I have some ambitious goals for social growth in 2026. 
Here are the channels I’m betting on:


# 1 - YouTube

I currently have 1.63k subs at https://lnkd.in/eH_vX5rC

By the end of the year I want to have 10,000 + hit 4000 hours of watch time on my long form content. 

It's a BHAG but I'm here for it. 



# 2 - LinkedIn 

LinkedIn is still THE platform for business content. 

Beyond that, I've worked hard to build a community here. 

I will continue to invest in LinkedIn with a goal of growing to 65,000 subs (25% increase). 

I've also made some investments in my LinkedIn newsletter and would like to see that grow to 12,500 subs (also 25% uptick). 

Subscribe to my weekly newsletter here: Subscribe on LinkedIn https://lnkd.in/gDXepd4P


# 3 - Instagram

# 4 - Beehiv Sales Success Newsletter (my owned email newsletters)

# 5 - TikTok 

I'm going to be rolling out a few new series and tap back into having fun on TikTok. 

I share enough series content everywhere else, I can be silly on TikTok + it's what the people want. 


# 6 - Threads

# 7 - Twitter 

# 8 - Substack 

# 9 - Quora 

In 2016, I was a Top Question Writer for Quora (see the picture for proof). 

I got my very own Patagonia laptop satchel and an invitation to their Top Writer Meetup in Mountain View, CA. 

The platform made some monetization and content structure changes that made it almost unbearable so I left for many years, but 

I'M BACK BABY. 

They've worked through their growth pains and I'm dialed in on AEO strategy so Quora will be a key part of that plan. 


# 10 - Colin Stewart-Perreault 🧙insists that I have a Facebook account so I will begrudgingly add another Meta product in the 10th spot. 



👉  so you might have just reviewed this list and be thinking to yourself - 

Yea, so that's insane. 

And you would be correct. 



HOWEVER, I do not do this by myself. 

I focus on learning, thinking, operating and writing great content. 

Then I have a full team of partners an freelancers that help me bring it life. 

I have folks that edit my youtube videos for me, that create clips for my content, that format my newsletters and make the Canva banners. 

I have a team that helps me collaborate with brand partners. 

I have robust Claude prompts built into projects to help me ideate and plan. 

I schedule all of my content on every platform except threads where I just share shower thoughts. 



So, yea, it is insane, but it is also my passion, my calling to share all of his wisdom + I have a great team that helps make it possible. 



📌  Besides LinkedIn, what is your favorite platform for business content right now?

Leslie Venetz 

Sales Strategy & Training for Outbound Orgs | SKO & Keynote Speaker | 2024 Sales Innovator of the Year | Top 50 USA Today Bestselling Author - Profit Generating Pipeline ✨#EarnTheRight✨

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