Relatively untenured AE here, I've had my share of fuck-ups and lost deals. I want to share my lessons uncensored with my fellow savages, please share your own. If you disagree you're RIGHT - possible I look at this a few years later and cringe.
- Stop supplicating to decision makers. F500 C-suite, Forbes 30 Under 30, Elon Musk idgaf. These people are amazing in their domain but they're on a call with YOU because they think YOU can help them solve their problem. They eat shit and sleep just like you. Demonstrate competence and close these fools.
2. Guard your time ruthlessly, many of you are in sales because you've realized that TIME, ENERGY, and FOCUS are the main currencies of life NOT money. There are exponentially more distractions now that we're always online. Plan your days/weeks/months out in advance, always be mindful that the task you're currently performing actually moves you towards these goals.
3.Fuck Maybes, many of you prefer maybes because it doesn't have the sting of a no, you get to keep your pipeline slightly fatter for you to bs your manager etc. etc. That irrational fear of No comes from when we were cavemen and a mistake would literally mean death, this "survival mechanism" works against you in many modern settings. Go for the No, humans have an aversion to saying no as well. No is quite literally the second-best answer after a yes, get these bullshitters and tirekickers out of your pipeline - your forecasts will improve as will your quota attainment.
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