True Sales Results

Anyone in my network hiring an AE? Please PM me if you'd like an intro to an AE who is both a prospecting and closing machine. He is exploring new sales opportunities. #aehiring #saleshiring

Looking for a brilliant startup GTM CMO? A long time multiple times colleague of mine is open to exploring new opportunities. Please PM me for an intro. #CMO #CMOhiring

CyberSecurity Client feedback on a TSR Sales Bootcamp Training: "Of all the many SKOs I have attended, this was the most valuable. Based on the conversations I had with sales team members they feel the same way." "Have you ever been to an SKO that actually helped you be better at sales? How cool is it to be at something that is probably a once-a-career opportunity? Apparently, everyone agreed." #saas #saassales #salesenablement #salestraining #salesplaybooks

Sales Leader and 3X TSR client talks about why TSR... #salesenablement #salestraining #salesperformanceoptimization #salesplaybook Bill Veiga

Sobering thought... only .4% of SaaS companies achieve $10M in ARR. That means 99.6% of SaaS companies fail to generate a positive exit for investors/employees. Scaling your sales and being stuck below $10M in ARR is often referred to as "The Valley of Death". Proud to say that True Sales Results (TSR) has worked with many SaaS startups that have gone on to achieve $10M in ARR and even $100M in ARR. Not surprisingly, they have all led to a positive exits for investors/employees. #saassales #saas #salesenablement #salesperformanceoptimization #truesalesresults #ipo #M&A

Wow, a new LinkedIn record! I sent a message to a former colleague 8.5 years ago about a CRO opportunity that he might be interested in. Today, 8.5 years after the message was sent, I received a reply. You can't make this stuff up. He was clearly using an AI bot that was sending out a generic reply to every LinkedIn message that he ever received. Not a good look by any measure. You might want to learn how to build "recency" into your AI prompt building... #ai #chatgpt #aibot #linkedin

As it is said, let it be written. As it is written, let it be done. As it is done, let it be said and written that you actually did it! #Strategy #strategic planning

35 years ago, I started my professional sales career by "canvassing" Mom & Pop Business owners in San Diego selling the Lanier Key Telephone system. Today, my wife and I walked around downtown Madison, GA socializing with fellow local small business owners as we're soft launching our new MedSpa business: Spa Peau Parfaite (The Perfect Skin Spa). The vast majority of the small business owners were incredibly gracious and allowed us to post flyers announcing our Brut A Peel Event next week. These pictures are from our local drug store (Madison Drug Store) that features an old fashioned soda fountain. This experience sure beat all the times that I was escorted by security out of several San Diego high rise office buildings for soliciting. I insisted that I was not soliciting, rather that I was gathering information that could significantly benefit their high rise office business occupants. Linnea Crepeau #lakeoconee #medspa #madisongeorgia #spapeauparfaite

Do you want to know what CISOs really think of CyberSecurity sales people? Over the past 15 years, I've interviewed well over a hundred CISOs as a foundational component of every consulting project that I've been involved in. These CISOs span across virtually every industry imaginable, predominately with larger Fortune 1000 companies. I ask them lots of different questions... sometimes the questions are quite challenging. I seek the truth. Why? Because most of the time they give sugar coated, canned responses that are not insightful. I have found that the vast majority of the time they actually enjoy answering the tough questions. CISOs often really appreciate that you care about getting to the truth. At the end of every interview, I always ask them who is the best Cybersecurity sales team that they've worked with and why. And who is the worst Cybersecurity sales team that they've worked with and why. What do you think are the common traits across the best Cybersecurity sales teams and the worst Cybersecurity sales teams according to CISOs? #cybersecurity #salesenablement

My first job in High School was working at a small, family owned Italian restaurant business. I started off as a bus boy/dishwasher and worked my way up the ranks to hot grinder sandwich maker, then pizza maker and ultimately became one of the two Managers. Starting my sophomore year, I was regularly working at least 40 hours per week while attending High School. During the summer months, I would sign up for every double shift available and often worked 60-80 hours per week. The work hours were crazy because back then on Fridays and Saturdays, we were open from 11am to 2am. If you worked the weekend closing shift, it was not uncommon for you to get home at 3:30-4:00 am after all of the cleaning and shutting down responsibilities were done. I'll never forget the day the owners asked me to come in on an off day. They congratulated me and thanked me for my loyal service to their business. They informed me that they were promoting me to a Manager role. This was a huge deal. Why? Because historically the only Managers were the two brothers that owned the restaurant and a Manager that was in his late twenties and had worked at the restaurant since he was 16. They gave me the keys to the restaurant for opening and closing shifts as the Manager. That meant that on a Friday or Saturday night, I would close up the restaurant and bring all of the cash from that day's business to the owner's house. For a High School kid who was all of 17 years old, there was an awesome sense of responsibility. Throughout my life, I have always gravitated towards leadership roles with responsibilities. And the more responsibility, the more addicted I was to the role. But what I've learned is that what I really was craving and addicted to was earning that highest level of trust. Being entrusted at just 17 years of age to bring thousands of dollars of cash (trust me, that used to be a lot of money in the early 1980's) to the owner's house at 3am on a Friday and Saturday night was quite simply an awesome experience. Trust is earned, not just freely given. Depending on the individual, earning their trust can be extremely challenging. But as I reflect back on my 30+ year business career, it struck me that the Hallmark of my career and reputation has always been trust. If I commit to doing something, you can trust that I'll do it and live up to my word. In fact, I'd rather pass on a lucrative consulting engagement if I don't strongly believe that I can do an excellent job and meet all deadlines. My admonition to anyone starting off in their business career is to obsessively focus on earning trust. Trust is the foundation to building successful relationships. How much is your reputation and credibility worth? #trust