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My 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 to extract inspiration and insight that will help you start & grow your tech sales career & create a life of impact.
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I usually hang up as soon as I say, "not interested." The best salesperson is one who sells to those who have a need rather than pushing an unsolicited sale.
I would say the best sales people only call the targets who, based on their research fit the profile of who they know they can help based on their current happy customers. So when you get “not interested” you know it’s just a knee jerk reaction and you hang in there and challenge their perspective. That is exactly what I did to source a $10M deal with OfferUp during my Google days that changed my career.
That is really messed up to hear about scams. That said, for b2b software companies selling good products that help companies make progress cold calling from a place of service is a must.
Piss off! I've never once said, "I'm not interested" when I meant anything other than that. If the next words out of your mouth aren't to end the call you're a POS. If you try the hard sell with me, I always make sure to waste as much of the cold caller's time as I can hoping to cost them money.
Thanks! I’ll have some shorts on objections coming out soon and doing a longer form video on top objections that I cover in my course Tech Sales Accelerator!
Great video Chris, as always. I love your channel and how dedicated you are to helping people in tech sales. Here's an idea - perhaps recording your own cold calls (fails/success cases/funny humorous conversations etc) could help you gain more traffic - of course if that's what you're after.
Hey Chris thanks so much, your videos have helped me understand the sales industry and my preparation for interviews!! Would you be able to put timestamps into the videos?
Chris, thanks again for the opportunity to be on your podcast. I had a blast talking about sales, career, and life with you. To anyone reading this comment, please take advantage of Chris's channel. The amount free value he shares here will shave YEARS off of your learning curve.
Alex it was so good to have you and I look forward to the next time! Appreciate the kind words and I want the audience to take advantage of the resources you provided linked in the description!!
1000000 percent wrong lol. I spend 4 hours a day of calling and set 1 MAAAAYBE 2 a day. Whens the last time this guy actually spent 4hours making calls..
I believe he was saying you can get those results if you have good data and are calling the right contacts at the right companies with accurate phone info. Particularly doing warm intent based campaigns like those who have engaged with marketing material and past closed lost customers
Yes Josh Braun is one of the best people you can follow. He is a modern day sales philosopher and his approach is rooted in mindfulness and avoiding “commission breath”
Amazing video, man. I just wanted to know if, to enter into tech sales, you need to be from a tech background or if anyone can enter because I feel there are some complex tech products. What do you think?
Thanks! My mentor who made $1M+ a year at Oracle always said “take the tech out of tech.” You don’t need previous experience or to overwhelm yourself with trying to be technical but to simply focus on understanding the business problems that the solutions solve for and how to articulate that to the decision makers who the solution helps. Then you need to be able to quarterback the right technical resources at your company at the right times to help show technical value in addition to the business value you frame as a seller.
What a exceptional interview. I love his blunt, yet realistic approach. When you don’t overthink it, and simply talk with relevance and value sales is significantly easier.
the thing is as many have pointed out the list of Hobies that you can put at the bottom on the resume is slim and also heavily dictated by role and work. if you work at a outdoor shop and you have camping as a hobby put it in. else dont. the only Hobby you can put almost all the time is, workout and gym and Running. Your a gamer (dont exept in maybe 3 roles). you play DnD or any tabeletop game ohh absolutely not if they dont accused you of been in cohort whit the devil itself. PC repair... you can put that in some jobs. I need to find that list because it was so sad how short it was. Horse person was a no go you can put it as a hobby you had but not an active hobby.
