I have over a decade of experience in top-of-funnel sales development. This experience spans various technology and service providers, everything from large portfolio software companies to hyper-growth startups. While prospecting tactics have evolved, selling is a human experience that requires human interaction. Though there is a science behind the sales process, the art of sales exists in active listening and effective communication.
Cold calling: Love it or dread it, it’s powerful. Getting it right isn’t easy. With almost a decade of experience calling strangers and converting them into opportunities, it’s not just what you say that matters—it’s how you say it. This guide covers the essentials, common pitfalls, and actionable tips to help you coach yourself to success.
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Does the idea of breaking into tech sales feel intimidating? If so, you’re not alone – many aspiring sales professionals feel intimidated by the industry, assuming they need to master every aspect and technical detail to be taken seriously. The truth is, sales isn’t about showcasing deep product knowledge or expertise in technology—it’s about building trust, understanding problems, and offering the right solutions. In fact, the less you focus on technical complexities, the more you can focus on what really matters: the person you’re speaking with and their specific challenges.
Hustle, Grit, and Humility
In 2015, at 29 years old, I started my journey in tech and sales development. At the time, I had no idea what I was doing. My biggest accomplishment up to that point was finishing my GED at 24, seven years after dropping out of high school. I could crack some jokes about how I was “pacing myself” in life, but the reality is I’d been living the cliché “work hard, play hard”—with an unhealthy emphasis on the “play hard”.
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