I'm not a sales trainer. I'm not a sales coach. I'm a salesperson just like you SELLING Monday through Friday.
6 years ago, I was the worst performing sales rep at a Fortune 50 company, missing my quota EVERY month for a year.
I started to think “maybe sales isn’t for me.” Thank God I decided to give sales another shot and with that shot, I’m went (& still going) ALL IN on figuring out how to sell.
I’m now a top performing Account Executive at one of the largest tech companies in the world.
These videos are for anyone that carries a quota…SDRs, AEs, those in sales leadership.
Follow along and get real, no fluff, actionable advice from someone who sells every single day.
DISCLAIMER: *The views on this channel are my own and don't necessarily represent IBM's positions, strategies or opinions.*
Hey Matt , very good video ! I was wondering if I can help you with more Quality Editing in your videos and make Highly Engaging Thumbnails which will help your videos to get more views and engagement . Please let me know what do you think ?
Sell lumber. I’m not talking about Home Depot or Lowe’s. I’m talking about truck loads supporting our major projects in Urban areas. There is a massive need in the industry and great potential to earn an exceptional living.
Video about mirroring? It sounds like you're using your sales experience to apply psychology concepts, does that sound right? Would it be a terrible idea for me to absorb this information and use it to break into tech sales?
Hey Matt, I'm 20. I look at every adversity of life regardless of what it is as a test of your mental toughness. Adversity is adversity no matter what it is. I consider Waking up right after the alarm clock rings off even though you want to sleep for 10 more minutes as a sign of mental toughness and consider it equal to running 50 miles. Why? Because in both scenarios your mind tells you to quit but you still keep pushing. How you deal with one adversity determines your attitude to every other adversity on the planet. That said I'm new in sales, I think this as the career that will do wonders for my life, mentally and financially. I have no experience but still got hired as an inbound account executive for a B2B billion dollar tech firm. Company is amazing, really caring and benefits are even greater. This is the perfect job in my opinion. But I'm weak, even with qualified inbound leads Im a quitter, i hesitate on discovery calls, I choke up, I'm an introvert with bad social anxiety and joined sales as a way to beat it. I thought mentally I was tough as nails and could conquer anything but I'm just a weak little boy who's not enough. I don't know what to do, I wanna quit. My family depends on me but I just can't do shit, I'm a loser. Should I quit? I know the correct thing is to keep pushing but I can't. I feel weak and pathetic.
used to drive me nuts saying the same lines over and over, better off with a part recorded script while engaged in a live call with a prospect if possible if it's allowed where you work. hats off to all practitioners quite an endurance.. 👍
Hey matt I’ve been in my SDR role for a year now trying to promote to AE but all jobs are filled. Should I continue another quarter and evaluate the job market for AE roles?
@@MattMacnamara there is one role open I talked with a. Recruiter worried if I should take an offer at Servicenow for an SDR gig or apply to Ae roles with my logo
Im not really a sales master but from the little I've learnt, the dallas cowboy pattern interrupt was ingenious. This is really valuable content mr matt and mr roohan. Thank you 🙏
"Tie my mood and identity to my sales performance..." Thank you for having the b*lls to say it. This is a vicious cycle so many of us fall into. We've all seen other sales reps fall into this pit, too. So many people need to hear this and need to know it's okay. Thank you, Matt.
awesome video as always! Isolate, ask questions and get the prospect to build and say the value of your product back to you and you're going to be in a winning position.
"I’ve been using tools like Lusha to get the contact information of business owners, including their direct numbers. I used a permission-based opener, as you’ve demonstrated in other videos, but I often get the objection, 'This is my personal line, don’t call me here. If you want to reach me, call through the company,' and they were very upset. How do you handle the objection, 'This is my personal phone, don’t call me here'?
Really needed this message, it’s amazing what this profession can do to ambitious people with only good intentions. They’re only nice to you if you hit quota and what managers can do to you if you don’t can honestly feel like mental abuse. But you don’t want to leave because you want the money. But then you realize you can’t leave because sales people aren’t known for our hard skills. So then you start looking for other sales jobs because it’s your training and instinct. What you said about luck is something a colleague were talking about just recently. Our manager refused to believe luck was a variable in a deal. Luck is luck and it’s who picks up the phone at the right place at the right time. Thanks for sharing! This job is quite the carnival ride. I feel better reminding myself there’s more to life than this
ive been smiling the whole video, its just too relatable XD. Cold Calling really sucks. But after the lessons you'll learn... Im pretty sure you'll be an amazing sales person.
Matt, your content is raw! I cannot stress this enough; I've always been curious about the role of luck in sales. This aspect of sales isn't often discussed, such as what happens when you don't meet your quota despite doing everything within your power and skill set but still come up short. Thanks for sharing your story, man; you're incredible.
Facts! Being new to tech sales, I so appreciate his realness! Newbies need the FULL PICTURE of influencers in their sales roles. Not just the highs, but the lows as well.
I feel like if your job is to generate business, 0 sales to 1 sale should mean you are productive. But they'll set the quota to 10, and fire you if you reach 8. Is it really profitable to be constantly getting rid of people who are generating business? Is it common for someone to come behind them and do better while starting fresh? I would think staying longer and learning more would bring bigger numbers than churn and burn.
Well done, Matt, for sticking with it and achieving success! You're right-many on social media don’t always show the real results. Have you thought about creating your own sales training community?
I have 35 years experience face to face or zoom selling. I haven’t found any Seniors willing to do a zoom presentation. THIS IS WHAT GIVES ME THE ROYAL RED ASS! We PAY for leads where people “supposedly requested this FE information “ 30 FB leads are $300. Out of the (30) leads an average of 70% don’t answer the phone. You triple dial then wait a bit then call 2 more times. If you’re lucky And someone picks up you’re hit with “I’m not interested or I didn’t request that”. Now, you can overcome that if you have the experience but this 60+ age group is getting bombarded with calls. If they don’t recognize the number or it’s from out of state, they aren’t picking up. The biggest killer is they HANG UP. We all know it’s a numbers game but damn, how much $ will it take to get enough leads to run through? The MARKETING COMPANIES are the ones making the $$$$$. I paid $55 EACH for 5 live transfer FB/TV leads. 4 out of the 5 asked me about the $50,000 free Government program for Seniors burial plan. My response: Mrs. ________, I’m not sure where you saw that ad because we offer plans from $1,000-$30,000. They screenshot the ad and our number was on it. All of them asked me why would our phone number be attached to the ad. I’ve asked management to show me the ads that our potential clients are seeing so I’ll have some knowledge of what they’re seeing. Gotten nothing back and I can’t find the ads on their Facebook page. A company (if you’re captive) should produce you enough leads for 60 to 90 days FOR FREE. If you produce, you stay, if you don’t, you’re let go. It’s human nature to become or have “fear of failure” if you’re paying $300 a pop for 30 leads and your manager has control over whether you get another batch or not. It makes sense to put agents on a 60 day probation period and load them up with leads. If you don’t produce the managers can always call the leads back or distribute them back to producing agents. Telesales is definitely harder than I expected. In 1989 we were trained to use the phone for SETTING APPOINTMENTS ONLY. Since Covid everything has changed. Licensed in multiple states and you have ONE SHOT to present and close. ANY ADVICE? I’m open at this point.
