Dave Hanley

Entrepreneur, sales practitioner, 3x sales-focused co-founder. Author of The Delusional Founder. Sales coach to B2B tech founders.

[Dave Hanley @dwa_hanley]

Too many #entrepreneurs attribute 100% of their success to skill. The reality is, #luck ALWAYS plays a role.

[Dave Hanley @dwa_hanley]

@TronCarterNLU

[Dave Hanley @dwa_hanley]

@sweatystartup This was a strong episode 💪

[Dave Hanley @dwa_hanley]

This reaction from Scottie Scheffler hits home for a lot of #founders.

We spend years chasing milestones like they’ll finally make us feel “done"...but the goalposts always move.

(didn't realize until I saw the edit that I was basically wearing the same thing as Scottie 😂)

[Dave Hanley @dwa_hanley]

@girdley Every time I see this, it’s followed by a pitch for a tool that helps salespeople who are scared of picking up the phone avoid doing it for longer!

[Dave Hanley @dwa_hanley]

Love getting positive feedback on my book… Whether it’s from individual founders I work with or even from a stranger on Amazon!

#entrepreneurship #b2bsales #founderlife

[Dave Hanley @dwa_hanley]

Is this whole #AISDR space a bunch of hype or is it something #founders should be paying attention to?

I decided to dig in and find out:

https://t.co/ULNWqpFfzC

[Dave Hanley @dwa_hanley]

If you have happy clients, you probably have referrals out there waiting for you. But you need a process to ask for them strategically.

[Dave Hanley @dwa_hanley]

@samm_duc In my experience, these questions (first) let you learn whether a deal is worth your time pursuing. They also light the path towards getting a deal done as quickly as possible. As a founder, time is your most valuable asset.

[Dave Hanley @dwa_hanley]

Founders: if you’re not asking these 3 sales questions to your prospects, you’re killing your deals.

#saas #saassales #founderledsales

[Dave Hanley @dwa_hanley]

@AndyTFE @johnson_wagner Playing there Monday! 🤠

[Dave Hanley @dwa_hanley]

@BillAckman Until you play a competitive sport in front of a crowd you don’t know if you have the ‘clutch gene’. This is a real thing.

[Dave Hanley @dwa_hanley]

@acaseofthegolf1 As long as it’s still 1/1000 soap…you’re clean.

[Dave Hanley @dwa_hanley]

This episode is pure gold from @ChrisWillx and @neuranne. Chronos vs. kairos time hit home for me.

https://t.co/1hudC273kx

[Dave Hanley @dwa_hanley]

If your deals keep dying in ‘maybe,’ you don’t have a closing problem...you have a discovery problem.

I see too many founders and salespeople pitch features, pricing, and roadmaps before the prospect even fully understands:

- Why care?
- Why now?
- What happens if they do nothing?

...it's about urgency.

You can't drive urgency by offering a 'limited time' discount. That's some rookie crap.

You drive urgency by helping the prospect see the problem they didn’t know they had...and what it’s costing them to leave it unsolved.

Bonus points for showing that you've already done this for others like them and the risk of acting is low!

If your pipeline is full of “thinking about it,” “circle back next quarter,” or “not a priority right now” opportunities...

You don’t need to get better at pitching.

You need to get better at making people care!

~~~
I've got some courses and (pretty sweet) free resources for founders and SaaS sellers:

💪 https://t.co/DQ5o5jeLWv

[Dave Hanley @dwa_hanley]

@sweatystartup 1,000% Nick. If you build it, they won’t come. Need to go out and get the revenue.

[Dave Hanley @dwa_hanley]

The 2 worst #sales questions you can ask...and better alternatives.

#b2bsales #saassales #founderledsales

[Dave Hanley @dwa_hanley]

@TronCarterNLU

[Dave Hanley @dwa_hanley]

#founder #mentalhealth isn’t talked about enough. Building something is hard work and hard on the psyche.

[Dave Hanley @dwa_hanley]

Founders: If you're making your first sales hire and hear these questions...run 🏃‍♂️‍➡️

https://t.co/Y2mCCSX5hV

#saas #founderlife #saassales