Tech Sales Accelerator

Tech Sales Accelerator's mission is to help 100,000 people strategically build 6 figure tech sales careers (without wasting valuable time & earning potential).

The program combines self paced course content, weekly 1-1 coaching, & network access to provide a complete system to dominate every stage of the tech sales game over the next 3-10+ years.

Stage 1: Break In Accelerator
→Land an $80-$120k+ SDR role at a top tech company in just 90 days. 

Stage 2: SDR To AE Accelerator
→Master outbound strategies and get promoted from SDR to AE in just 1 year. 

End Game: Deep 6-Figure Years as an AE
→Compound 3-5+ years of deep 6-figure earnings as an AE to build the financial capital, connections, and skills to exit tech sales and live life on YOUR terms.

Are you a high performer called to greatness? 

Book a call to apply!

Founder 

YouTube

My channel mission is to help 10,000 people land new jobs in tech sales over the coming years and use the career path to increase their earning potential, personal freedom, and ability to make an impact in the areas of life that matter most.

Aside from my own weekly videos I interview the biggest names in b2b sales and biz dev like Kyle Coleman, Josh Braun, Chris Orlob, Dale Dupree, Marcus Chan, Matt Dixon, Anthony Iannarino, Mike Weinberg, and others to extract inspiration and insight that will help you start & grow your tech sales career & create the life of your dreams.

Tech Sales Youtube Channel "Chris Bussing"

Bussing Ventures

Bussing Venture's mission is to help 10,000 people land new jobs in tech sales over the coming years and use the career path to increase their earning potential, sense of personal freedom, and ability to make an impact in the areas of life that matter most.

💥Sell More. Live More. Newsletter💥
Join my list to get tips on increasing your earnings & impact in tech sales & in life!
https://bussingnewsletter.com/

Check out "Chris Bussing" on YouTube for weekly tech sales & personal growth encouragement and insights and interviews with inspiring guests that range from real-world tech sellers and leaders to bestselling authors and keynote speakers!

Happy Selling and Happy Living, 
Chris Bussing

Founder

MindPower Foundation

Growing and developing relationships with donors and corporate partners to amplify our mission to raise mental health awareness and inspire and develop the next generation of great leaders.

Director of Donor & Corporate Relations

Bespin Global US

Bespin Global is a top 10 Global Managed Service Provider (MSP) and Gartner leader that helps companies adopt Cloud and unlock its possibilities for their business.

As a founding member of Bespin's Sales team I am focused on helping companies build better and spend better on the cloud to meaningfully improve margins and differentiate their business at global scale.

Please don't hesitate to reach out at: Chris.bussing@bespinglobal.com

Sr Account Executive 

Google

Google Cloud's mission is to accelerate every organizations ability to transform through data powered innovation with the best infrastructure, platform, industry solutions and expertise for digital transformation. 

As Western States Territory Lead I'm focused on helping organizations in CA across Biotech, Financial Services, Manufacturing, Retail, and Technology effectively respond to the pandemic by shifting to a digital first approach while keeping costs down. 

Through Google Cloud's Industry specific solutions and multi-cloud approach we are able to meet customers where they are at and equip them with new capabilities that ensure the strategic agility required to sustain long-term growth.

Socal Territory Lead | Google Cloud

Currently working with Executives in the Seattle Market to define a path to digital transformation leveraging modern hybrid and multi-cloud architectures.

I pride myself in building strong relationships and quarterbacking the right technology and skill-set to help organizations realize their vision and increase revenue while decreasing cost. 

Despite being in our top competitors backyard, our team has exceeded our sales quota through a combination of growing our current customer base and a heavy dose of new business development ...these results are a testament to the hyper growth that Google Cloud is experiencing and the value that a partnership with Google offers customers. 

Outside of my typical sales function I’ve enjoyed shaping business development best practices, mentoring new hires, and gathering requirements from customers that inform future solutions as we continue to more closely meet their needs.

Cloud Account Executive

Oracle

-Responsible to sell Oracle’s constantly evolving PaaS and IaaS portfolio spanning areas ranging 
  from Devops, Data Management and Analytics, Security, AI Mobile and Integration 
-Won the “Dedication Award” for the Northeast Division for consistent hard work and being a 
  leader within Oracle’s Start up like Cloud Business 
-Ran deal cycles ranging from transformational multi-pillar engagements with Platinum Partners to 
  smaller PAYG POCs and free trials that laid the ground work for future business 
-Hybrid role with onsite experience, establishing relationships with CIOs and CTOs down to DBAs 
  and Developers as well as VPs and Management in Lines of Business such as HR, Finance, 
  Marketing, Product Management, R&D, and Sales  
-Conducted training sessions for Business Development Reps around Cloud go to Market and 
  prospecting best practices

Cloud Platform Account Manager

-$2,152,486 in Revenue brought to Oracle selling On premise Database portfolio with 
  approximately 800k closed being above forecast swim lane thus (133% Attainment: Closed 
  $1,352,486.48 vs $1,026,000.00 Quota) 
-Won Rookie of the Year for Northeast Division
-Found, grew, and closed a million dollar transaction that also included Cloud use case (not 
  compensated for at time) going beyond the call of duty for the inside on premise role and helping 
  Director and Cloud Counterpart in process 
-Predominantly expansion, upselling, and growing relationships in strategic accounts based out of 
  NYC and Philly

Core Technology Account Manager

-Responsible for finding new business opportunities for on premise Database Portfolio, primarily 
  focused on supporting Healthcare Payers and Providers in the Southern US
-Pipeline Generation Attainment: Q4-227% Q3-138% Q2-131%                                                      
-Found, ran, and closed 2 deals for a total of 235k in Q4 going beyond expectations in a non- 
  closing role

Healthcare Core Technology Business Development Consultant

Georgetown University

Reach out to alumni, parents, and friends of the University to inform them about current events at    Georgetown, update contact information, and raise funds for the school. 
Went through 2 years of 1 on 1 sales specific training as a Student Caller.
Named caller of the month for outstanding performance.
Raised thousands of dollars for the annual fund over the course of 3 semesters

Student Caller

Arthrex

•	Compiled research on Triangular Fibrocartilage Complex Tears drawn from Online Medical Journal Databases to be used in a research publication in the Sports Medicine Field.
•	Researched and composed biographies for aproximately100 faculty to be used by the MedEd Department as a resource for future medical education events hosted by the company.
•	Oversaw the production of 500+ marketing materials for Arthrex products and educational events.

Medical Education Research Intern

•	Conducted and presented a cost-benefit analysis that resulted in the hiring of two new Clinical Specialists to the Medical Education Department Staff. 
•	Designed and presented a framework for an organizational computer application with the purpose of helping the Medical Education department more efficiently elect global faculty to lead medical workshops hosted by Arthrex. 
•	Composed a 30-page paper on controversial issues in hip arthroscopy, synthesizing all current Sports Medicine literature available from online databases and eventually citing 70 specific medical journal articles in my work.

Connector | Cloud Seller | Tech Sales Career Evangelist | Ex-Google | Ex-Oracle

With 10 years at Oracle, Google Cloud, and as a founding seller at a startup, I've developed 5 proven prospecting principles that help sellers stand out in a sea of sales sameness to break into game-changing, high value accounts. 

My experience led me to build...
→A tech sales YouTube channel/podcast with 5.91k subscribers and 1M+ views
→A coaching business Tech Sales Accelerator helping professionals build six-figure sales careers

My mission: help 100,000 sellers book more meetings and drive revenue while finding purpose in their work through:

→Creative, authentic approaches
→Strong mindset and consistent habits
→Win-win relationship building
→Understanding their impact potential
→Unwavering perseverance

I've trained SDRs and AEs across big tech (Oracle, Google, VMware, Salesforce) and startups, adapting principles to each company's market and process.

Whether you're an enterprise scaling new business, catching competitors, transforming farmers into hunters, or a startup revving your outbound engine, let's talk:

→Book time: 
https://calendly.com/chrisbussingchannel/bussing-sales-speaking-training-consult

For SDRs/new AEs seeking career opportunities & coaching:

→Book time: 
https://calendly.com/chrisbussingchannel/tech-sales-accelerator-discovery-call

Happy Selling & Happy Living,
Chris

"Would I totally ruin your Friday if I told you this is a sales call?"

That's how Giulio Segantini opens cold calls.

We did a role-play (teaser clip below) where I hit him with 5 brutal objections that you’ll face as an SDR…

→ "I'm busy" 
→ "Not interested" 
→ "Send me an email" 
→ "We tried training before, didn't work" 
→ "You're probably too expensive"

And he turned every single one around & booked the meeting in 7 minutes. 

His approach works. 

His opener is disarming. 

Prospects usually laugh and engage instead of hanging up.

When hit with "send me an email," he used the prospect's OWN training against them.  

"What do you train YOUR team to say when they get that objection?"

Brilliant.

When the prospect mentioned budget concerns at the end, he didn't defend his price. 

He asked…

"Does that mean pricing is the main deciding factor?"

The prospect (me) backtracked immediately & started talking about value.   

Here's what most reps get wrong. 

→ They fold at the first objection
→ They pitch features instead of asking questions 
→ They accept "send me an email" as a real answer

Giulio did the opposite. 

The psychology behind why Giulio’s script crushes.

✅ No-oriented questions give prospects control (they feel safe saying no) 
✅ Pattern interrupts stop autopilot rejections
✅ Direct questions create authentic conversations 

We recorded the entire live role-play + the underlying philosophy & psychology behind every word, every technique, every moment where he could've lost the prospect but didn't.

Want to see the full script and watch the live role-play?

Comment "WEIRD SCRIPT" below and I'll send you the link to the full episode.

This is one of the most actionable cold calling breakdowns we've done in 180+ episodes.

If you're an SDR or AE trying to book more meetings, you'll want to watch this one.

Happy Selling & Happy Living,
Chris

#coldcalling #techsales #salestraining

Chris Bussing

Outbound Sales Coach, Trainer, & Speaker For B2B Tech & Services Companies | Ex-Google | Ex-Oracle

SDR to AE in under 12 months? SentinelOne Sales Director Skylar Newton just broke down his exact playbook to make it happen.

These 7 promo strategies will separate you from everyone else:

1. Treat your promotion like a sales cycle & build internal champions 

Expand your sphere of influence especially with Account Execs. 

If you have an AE you’re crushing quality leads for you want to also be connecting outside the day to day to build a personal relationship. 

When promotion conversations happen, you need people fighting for you in rooms you're not in.

2. Outwork the process

Skylar admits he's not the smartest in the room.

But as an early seller he showed up at 6 AM and left last.

One night his manager told him to go home. His response?

"I can't. It's not in my DNA. I'm piping this last opp so I'm #1 on tomorrow's dashboard."

3. Weekend hours = promotion leverage

A few hours on Saturday/Sunday proves you're not just hitting quota.

You're learning to run a business which is what leadership actually wants to see.

4. Document every win

Keep a running "internal resume" in real-time.

When opportunity knocks, you have proof ready - not a scramble through Salesforce.

5. Optimize your operating system

Better sleep. Better fitness. Better nutrition.

High performers generate more energy and get more done in less time.

6. Practice off the court

List building, talk tracks, objection handling—do it outside office hours.

Don't burn live reps figuring out what works.

7. Get face-to-face

Message local senior sellers, leaders, and partners:

"I'm at [company] and gearing up for my next role. Would love to learn how your business operates and how I can add value."

In-person relationships accelerate everything.

The full conversation with Skylar goes deep on: 
→ The mindset needed to succeed in tech sales
→ Prospecting & closing tips 
→ Strategic career advice 

Want the full podcast? Comment "SKYLAR" and I'll send it to you.

Or search "Chris Bussing" on YouTube - it's the latest episode.

You'll also find my free cold calling system linked in the video description to help you crush the phones on your way to your next promo. 

Happy Selling & Happy Living,
Chris

#techsales #careeradvice

Accelerating Outbound Sales | Lifting SDRs & AEs To Become Overachievers | Ex-Google | Ex-Oracle

People who get ahead fail & get rejected more. 

Dan Kennedy’s quote sums it up best…

“Your ability to deal with failure will determine how much you get to deal with success.” 

Use rejection as a tool to help you screen for the right opportunities.

Use failure to fuel your growth. 

Bounce back quickly.

Be unstoppable. 

Happy Selling & Hapy Living,
Chris

No alternative text description for this image

Want to get promoted faster and close more deals?

Ask this one question that SentinelOne Sales Director Skylar Newton used to go from car salesman to tech sales leader:

"Can I get your guidance?"

It's simple but powerful. Here's how to use it:

For career growth: 
"I'm working on [specific challenge] - can I get your guidance?"
"Here's my promotion plan - can I get your guidance on it?"

For closing deals:
"Based on our conversation, here are my proposed next steps. Can I get your guidance on how this aligns with your buying process?"

Why it works:

This question does three things at once:

1) Shows humility and willingness to learn
2) Makes the other person feel valued
3) Opens the door to mentorship and collaboration

People want to help but most sellers never ask the right way.

Try it today. Ask for guidance from a senior seller, your manager, or a prospect.

Then watch what happens.

The full conversation with Skylar breaks down the exact mindset and strategies he used to climb the tech sales ladder. 

Want it? Comment "GUIDANCE" below & I'll send you the link.

Or search "Chris Bussing" on YouTube & it's the latest episode.

#techsales #careeradvice

These are my top 3 cold email subject lines that helped me book 100's of meetings at Oracle, Google, & even a startup without US brand recognition.

1) The Name drop 

[Name] Referred Me To You
Spoke to [Name]

To pull this one off you need to mine your own network for referrals &/or put in legwork to talk to lower level roles or people in roles tangential to your ideal personas. 

I've pulled off the name-drop after talking to people ranging from board members to customer support agents. 

Get creative to manufacture those warm inroads. 

2) The Personal Subject Line 

Subject lines that have a 1 to 1 feel, that wouldn't make sense to send to anyone else, cut through the noise. 

The underlying effort you put into creating them via your research shows the prospect you care & earns trust. 

Here are a few personalized subject lines that got me meetings...

Hoya Saxa from Google! 
Naples, Jesuits, & tech sales  
Our Skysolver Application (referenced an internal app I read about in an article) 
Your LI post on X

3) Subject Lines That Feel Like Internally Forwarded Emails 

I learned this one from an Oracle mentor when I first started out in tech sales 10 years ago and it has stuck with me ever since. 

Here are a few examples...

Please Advise: [Initiative or pain point] 
Our [initiative/investment]

While the point of a subject line is to get an open it's on the body of the email to demonstrate enough credibility & pique enough curiosity to get a response & meeting.

If you want inspiration for what goes into the rest of a winning email then DM me "cold email training" & I'll share a free A-Z cold email training I put together.

Happy Selling & Happy Living,
Chris

#techsales #coldemail #outbound #salestrainer

Pure Storage sales leader Ryan McMichael told me a mindset hack you might think sounds woo-woo but you 100% should do (hey that rhymes).

Confession:
Some days I’ll be winning, winning, winning & then lose it in the final minutes. 

I “empty the gas tank” (shoutout to Justin Jay Johnson).  
I execute on my priorities.
I connect with others.

But then, as I lay in bed, I open up social media & look at garbage. 

It’s like feeding my mind late night fast food munchies. 

The next day I just feel a bit off…

Ryan’s hack is to end the night with a healthier mental meal.

Repeating affirmations of the best version of who you are & the impact you make. 

Your affirmations might look like this…

I am strong & confident
I am a loving son, brother, & friend
I inspire people with my words & actions

I tried it last night & I’m feeling dialed in today. 

Every day, every night, every moment we’re faced with small decisions that might seem negligible (like what we think about in our final waking moments) but cause ripple effects that compound over time.

Knowing that our micro decisions compound, let's choose them consciously & carefully. 

Put the phone away & speak to yourself kindly tonight. 

Let your subconscious internalize those words as you sleep. 

Your future self tomorrow will thank you. 

Anyone else out there practicing personal habits that some might call “woo-woo” that you’re personally convinced shape the best you?

Would love to hear from you in the comments!  

If you’re a seller looking for more inspiration to tune your mindset in sales & in life comment “mindset” below & I’ll share some of the best motivation from top leaders like Ryan who I’ve had on my podcast! 

Happy Selling & Happy Living,
Chris

#techsales #wordsofencouragement

I have a confession I'm embarrassed to admit…

For most of my career at Oracle, Google, & a startup, I managed my pipeline in Excel & Google Sheets.

Not my CRM. Not the fancy sales tools we invested in.

Spreadsheets.

Turns out, I'm not alone. 

85% of sales reps run their entire book from spreadsheets. 
10% use their inbox. 
5% use their CRM.

Let that sink in.

We've spent billions on CRM systems, enablement platforms, and sales tech stacks.

And sellers still choose spreadsheets.

Not because we're lazy.

Because spreadsheets are the only place where everything actually comes together.

Deal data lives in Salesforce. 
Call recordings sit in Gong. 
Content hides in Seismic. 
Intelligence is scattered across 6 different tabs.

Meanwhile, buyers show up 80% through their journey already educated.

And reps? Still toggling between tools just to prepare for one call.

Here's the uncomfortable truth.

The problem facing sales orgs was never strategy or tools.

It was EXECUTION. 

The gap between knowing what to do and actually doing it fast enough.

That's where deals slip.

That's why ZoomInfo Copilot Workspace caught my (& my dog Bella's) attention.

It's the first platform built for where sellers actually work: 

→ One workspace
→ Complete context
→ Zero tab-hopping 
→ AI that executes, not just suggests

No more spreadsheet duct tape or tool circus. 

Just execution at the speed buyers expect.

Because here's what I've learned. 

Strategy doesn't win deals. Process doesn't win deals. Tools don't win deals.

Execution wins deals.

Everything else is just preparation.

If you're managing 50+ accounts and still living in spreadsheets like I was…

ZoomInfo CEO Henry Schuck's blogpost on “The Execution Crisis” is worth checking out (linked in comments below).

Proud ZoomInfo user & brand partner. 

#outbound #techsales

"Just send me an email."

Every SDR hears this constantly. 

Most immediately cave and send the email (that never gets read).

Here's how Giulio Segantini turned it around in a live cold call role-play AFTER he had already dealt with "I'm busy" & "Not interested" brush off objections. 

Sales Exec: "You make some good points but send me an email."

Giulio: "Of course I'm happy to send you an email. Do you mind if I ask you a direct question before I do?"

Sales Exec: "Go ahead"

Giulio: "What do you train YOUR sales team to say when they get told to send an email in a sales conversation?"

Sales Exec: "You got me. I tell them to ask a few questions to understand what's actually going on & not give in that easily."

Giulio: "Right. So can I ask you a couple questions & then you tell me if it's relevant to send you an email or not?"

Sales Exec: "Sure"

Game over. He's in.

Why this works
→ Doesn't fight the objection (agrees to send email) 
→ Uses their OWN training against them (brilliant) 
→ Gets permission to ask questions (stays in control) 
→ Turns a brush-off into a real conversation

Most reps do this...
"Sure, what's your email?" → Send generic pitch → Get ghosted

Giulio did this instead...
Acknowledged request → Asked direct question → Exposed the brush-off → Got the conversation

The prospect literally said "You got me."

That's when you know you've earned the right to keep talking.

Here's what happened next...

After handling "send me an email," Giulio went on to crush 2 more objections...

→ "We had a bad experience with a competitor" 
→ "I'm worried you're too expensive"

And he booked the meeting in 7 minutes total.

Then we spent the remaining 40 minutes breaking down the psychology & philosophy behind his fun script that'll separate you from 99% of cold callers. 

Want to watch the full live role-play + breakdown?

Comment "FUN CALL SCRIPT" and I'll send you the link.

This is one of the most tactical cold calling episodes we've done. 

If you're tired of getting brushed off with "send me an email" & want to book more meetings on the phone you'll want to watch this.

Happy Selling & Happy Living,
Chris

#coldcalling #techsales #salestraining

Believe it or not, this "terrible" cold call opener consistently worked for me at Oracle.

"Hey [name], this is Chris from Oracle. Did I catch you at a bad time?"

Sounds weak, right?

But here's why it works. 

No-oriented questions give prospects control.

They can say "no" without feeling trapped. It disarms them immediately. 

What would happen next? 

→ Sometimes they'd say "yes" - I'd ask to schedule a better time 
→ Most times: "How can I help you?" or "No, go ahead"

Then I'd transition into why I was calling THEM specifically:

→I'm dedicated to supporting their account
→I talk to people like them at companies like theirs
→Here's a relevant problem [customer story] - how are you approaching it?

But no-oriented questions shouldn’t stop with the opener. 

The real power move is making your ask for the meeting a no-oriented question. 

"Given that solving for X is a priority, and we help companies like [namedrop] solve that exact issue... would you be opposed to putting 20 minutes on the calendar to walk through some relevant customer stories?"

Alternative phrasing:"...would it be a horrible idea to put 20 minutes on the calendar..."

One of my favorite no-oriented openers these days comes from Giulio Segantini...

"Good morning Chris, would I totally ruin your Friday if I told you this is a sales call?"

It's disarming, funny, and brutally honest.

Want to hear Giulio deliver this line live and handle 5 objections to set a meeting?

We recorded a LIVE cold call roleplay for next Tuesday's podcast drop.
Of the 180+ episodes we've done, this is one of the most actionable on cold calling.

If you're an SDR or AE looking to master the phones, comment "COLD CALL" below and I'll send you my free cold call system with scripts, 15 objection responses, my full cold call mastery playlist, & make sure you’re one of the first to see the pod with Giulio.  

Question for you: What no-oriented questions do you use on calls? Drop your best cold call opener in the comments 👇

Happy Selling & Happy Living,
Chris

#techsales #coldcalling #salestrainer

"We're tight on budget. I'm worried you're too expensive."

Don't be the rep who hears this objection & makes the mistake of...

→ Defending your pricing 
→ Offering a discount 
→ Giving up entirely

Here's exactly how Giulio Segantini handled it in a live cold call role-play to book the meeting. 

Giulio: "Would it be a terrible idea to set some time aside when I'm not catching you out of the blue?"

Prospect: "Not a terrible idea however we're tight on budget & I'm worried you're going to be expensive."

Giulio: "Mm ok. So just to clarify, does that mean that pricing is the main deciding factor to figure out how to fix this problem?"

Prospect: "Well as I think about it the value is most important, the return, but we want to have it be as cost effective as possible."

Giulio: "Of course. So look let's do this - let's jump on a call & I'll show you what it is & if by the end of it you think 'you know what this can't help us or is too expensive & not worth it' then we'll never speak again. Is that fair?"

Prospect: "That's fair I can give you a one time shot."

Giulio: "Perfect, how about Thursday at 3 pm?"

Meeting booked.

Here's what just happened 

1. Instead of defending the price, he asked what mattered most to the prospect 

"Does that mean that pricing is the main deciding factor to figure out how to fix this problem?"

The prospect admitted value was more important than price. 

2. He removed all pressure & de-risked the meeting 

"If you think it can't help us or is too expensive, we'll never speak again."

A fair offer with zero risk or pushy sales tactics. 

3. He went straight to proposing a specific day & time 

"How about Thursday at 3pm?"

In the full role-play, Giulio handles 4 other objections

→ "I'm busy, running to a meeting" 
→ "Not interested" 
→ "Send me an email" 
→ "We tried training before, didn't work" 

Then he breaks down the psychology behind 

→ Why no-oriented questions work 
→ How to reframe objections instead of fighting them 
→ The philosophy that makes cold calling suck less

Want to watch the full live role-play + breakdown?

Comment "BOOK MEETINGS" below and I'll send you the link.

If you're looking for inspiration to book more meetings TODAY this role-play training will give you the tactical playbook to do exactly that. 

Happy Selling & Happy Living,
Chris

#coldcalling #techsales #salestrainer

Most discovery calls fail in the first 2 minutes.

Reps make the mistake of jumping straight into questions without setting a “GPS” for the conversation. 

Things bounce all over the place & the call dies before it even has the chance to succeed. 

But “agenda setting” isn’t enough to set a call up to be a 10/10.

In the clip below, Justin Jay Johnson, former top Salesforce AE & CRO, delivers his proven script for framing & winning the first 90 seconds of EVERY discovery call to set yourself up to win the call (& eventually the deal). 

Let’s break down his 4 step formula with the corresponding script for each step + why it works. 

Purpose + Plan + Outcome + Mutual Sign-off. 

PURPOSE 

Script 📄

"The reason we're here is to see if it makes sense for you to do a true evaluation of Salesforce"

Why it works ✅

In b2b sales it’s not a one call close. It’s about mutual qualification. 

PLAN 

Script 📄

"We have 30 minutes together and what I'd love to do is spend the first 5-7 minutes really getting a clear grasp of the current state, what's working well today, & the gaps in your current setup preventing you from achieving your big goals. 

“Then I'd like to spend the next 7-10 minutes giving you insight into how we help other companies, problems we solve, & how we do that at a high level to see if it resonates with you."

Why it works ✅

The more specific you can be with the plan the more effective you’ll be. Aim small & miss small. 

OUTCOME

Script 📄

"And then by the end of the call we'll spend the last 5 minutes discussing together whether or not it makes sense to take next steps - which in our case is typically setting up a more technical discovery call with our Solution Architect.”

Why this works ✅

By setting an up-front contract you plant the seed for next steps to be frictionless at the end of the call (rather than awkward). 

SIGN-OFF

Script 📄

"Is that in line with your expectations or is there anything else you want to cover to make sure this call is a 10/10 in your eyes?"

Why this works ✅

By inviting your prospect to shape the call with you you’re setting a tone for mutual collaboration & guaranteeing you hit the bullseye. 

Curious to hear Justin’s entire “Perfect Discovery Call” framework & how he delivers it? 

We recorded a complete walkthrough covering: 

→ Preparing for calls
→ Opening (this framework) 
→ Discovery questions that go deeper 
→ Framing tailored value 
→ Setting concrete next steps 
→ The mindset that separates top 1% performers

Comment "PERFECT DISCOVERY" below and I'll send you the full episode.

If you're an AE tired of prospects going dark after discovery calls & you’re looking to win more deals this will 100% strengthen your approach. 

Happy Selling & Happy Living,
Chris

#techsales #accountexecutive #salestraining

To hit quota, remind yourself of this before every cold call.

When you know you can help a prospect you do them a favor by reaching out. 

Invest time in building belief in your ability to serve your prospects by…

→Reading case studies
→Stealing the best customer stories of your sales & technical leadership & fellow sellers
→Talking directly to your own happy customers

Carry this conviction into your calls & forget about the perfect script. 

As you open the call, in your own words, execute 3 key things… 

1) Acknowledge the interruptive & ask for permission to share why you’re specifically calling  

2) Quickly get to the point & frame relevant problems & business outcomes that their peers are thinking about & ideas of how they can grow 

3) Ask an open-ended question about how they’re thinking about/approaching those challenges 

Now you’re in a collaborative conversation where you can explore the mutual fit for next steps. 

It’s not your perfectly planned script that moves the prospect to meet. 

It’s the intention & emotions behind your script that does. 

Allow your prospects to feel your…

→Detachment from the outcome  
→Respect for the opportunity 
→Curiosity & conviction to serve

Your calls will transform from annoying interruptions into partnership investments. 

Now that your mindset is locked in, want a proven cold calling script with 15 objection examples & responses? 

Comment “cold call scripts” below & I’ll share my free system.

Who’s ready to smile & dial this week?

Happy Selling & Happy Living,
Chris

#coldcalling #techsales #salestrainer

90% of sellers lose deals in discovery because they stop too early.

They hear a technical problem and immediately jump to pitching their solution.

They think surface-level pain is enough to close a deal.

It's not.

Top performers go 3-6+ levels deeper with questions that uncover...

→ Organizational impact 
"How is this issue affecting the broader team/company?"

→ Quantified cost 
"Have you calculated what this is costing you? In time? Revenue? Resources?"

→ Personal impact 
"How is X issue affecting YOU specifically?"

→ Timeline urgency 
"How long has this been a problem?" 
"What happens if it persists another quarter?"

→ Commitment level 
"What have you tried to solve this?"

→ Future state value 
"If you solved this tomorrow, what would that unlock for the business?" 
"What would it unlock for you personally?"

When you go deeper, one of two things happen 

1) You firmly set the hook

Clear pain + urgency + commitment = deal moves forward

2) You disqualify fast 

No real pain or commitment = 3 months of wasted effort AVOIDED

Both outcomes are wins.

Your job in discovery isn't to pitch. 

It's to help them feel the full weight of not solving the problem. 

And if they're comfortable bearing that weight, to move on quickly. 

There are many fish in the prospect sea. 

What are your go-to discovery questions that uncover real pain? 

Drop them in the comments 👇

If you're an SDR or AE looking to master discovery comment DISCOVERY below and I'll send you some free discovery training resources.

Happy Selling & Happy Living,
Chris

#techsales #discoverycall #salestrainer

On the days where you feel ZERO motivation THIS is how to motivate yourself. 

It's not reminding yourself of your vision & your goals.

Although that can be helpful. 

It's reminding yourself of where you DON'T want to go.

Projecting where the cost of your consistent inaction will lead you. 

Write down your own cost of inaction statement. 

Here's mine...

"If I stay where I’m at & don’t take action I’ll be an anxious, depressed, small, ashamed shell of a man who let down himself & all the people he could have impacted. I’ll sacrifice millions of dollars, love, a family, my self worth, & my purpose." 

That's the place I'm motivated to avoid at all costs. 

It's what compels me to put in work even when I don't want to.

Ask yourself, what is the future cost of my inaction today? 

Let that drive you towards your goals. 

Shoutout to Justin Jay Johnson for his mentorship & inspiring me to write down my cost of inaction after going through his mastermind. 

Stay tuned for a fire podcast we did dropping next Tuesday where we break down the discovery call frameworks & mindset that'll make you a 1% seller. 

Happy Selling & Happy Living,
Chris

#techsales #mindsetmotivation

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