Tech Sales Guy

building sales channels for start-ups | tips on cold outreach, outbound & partnerships | growing @sticktothemodel

[Tech Sales Guy @TechSalesGuy]

15 outbound plays I'm using today

if you want them you can download here:

[Tech Sales Guy @TechSalesGuy]

I have 5+ Google accounts I use daily:

- personal
- work (w2)
- consulting
- creator stuff
- @StickToTheModel

the biggest pain in my ass is managing separate calendars & emails for everything

been trying this and like it so far 👇

[Nathan Ruff @TheNathanRuff]

For all the consultants out there.... You're welcome

[Tech Sales Guy @TechSalesGuy]

@henryhund yeah just one example to show how enterprises are leaning into the FDE model

[Tech Sales Guy @TechSalesGuy]

my brother works at a tech unicorn

over the last year they built their own internal harness and started replacing:

> gong for calls
> aligned for deal rooms
> consensus for demos

his company isn't the only one...

I recently heard Ramp's SVP of Sales tell Harry Stebbings outbound is "becoming an engineering problem" -- they have 6+ engineers building only for GTM

benefits of this model:

1. one system instead of 5 different tools
2. customized to your process & needs
3. costs don't grow with headcount
4. you own all the data

startups will build this way by default. unicorns can afford to do the same. mid-market gets squeezed

[Chris Pisarski @chrispisarski]

this is why you need to build your own company harness

we're 10x'ing everyone on the team

it's connected to every data point the company has

> slack
> posthog
> ai notetakers
> metabase
> .....

yardmaster, our harness, sits at the center of every action we take

sales, hiring, customer success, contract redlining, engineering, devops....

it captures the context, spots the trends and the nuances, turns them into skills and memories and shares them across the team

[Tech Sales Guy @TechSalesGuy]

@Thelordknows1 little different but yeah

[Tech Sales Guy @TechSalesGuy]

Jensen is out

[Tech Sales Guy @TechSalesGuy]

my brother works at a tech unicorn

over the last year they built their own internal harness and started replacing:

> gong for calls
> aligned for deal rooms
> consensus for demos

his company isn't the only one...

I recently heard Ramp's SVP of Sales tell Harry Stebbings outbound is "becoming an engineering problem" -- they have 6+ engineers building only for GTM

benefits of this model:

1. one system instead of 5 different tools
2. customized to your process & needs
3. costs don't grow with headcount
4. you own all the data

startups will build this way by default. unicorns can afford to do the same. mid-market gets squeezed

[Tech Sales Guy @TechSalesGuy]

@numeroustimes would be interesting to see a comp on token cost vs software spend for something like this

[Tech Sales Guy @TechSalesGuy]

@prestonboling this is how it’s done

[Tech Sales Guy @TechSalesGuy]

@StuCon23 SICK

[Tech Sales Guy @TechSalesGuy]

@manclamchowder yeah... not great

[Tech Sales Guy @TechSalesGuy]

@StuCon23 you should share pieces of it (if able) - would be cool to see

[Tech Sales Guy @TechSalesGuy]

if i started as an AE or SDR tomorrow, here’s the AI setup i’d start building tonight

1. a morning brief - reads your calendar, inbox and CRM. tells you what moved and who to follow up with today

2. a meeting prepper - 3 bullets before every call: where you left off, what changed, the goal

3. a researcher - drop in a company, get who decides, what they’re hiring for and what changed this month

4. a signal watcher - flags new execs, funding and champions who change jobs at your accounts

5. a note-taker - call recording in, follow-up email and CRM notes out. you read it and hit send

6. a prospector - finds who in your territory is shopping right now and who to call first

7. a watchdog - one agent’s whole job is watching the others. every time i fix something more than 3x (an email, notes etc.) the fix gets written into the rules automatically

[Tech Sales Guy @TechSalesGuy]

@BoardroomWire I'd imagine it's easier than you think if you have the engineering manpower

took them ~3 months

[Tech Sales Guy @TechSalesGuy]

@BrianLaManna_ proximity is powerful

[Tech Sales Guy @TechSalesGuy]

@TimoInSales 🫡

[Tech Sales Guy @TechSalesGuy]

@mattjklk exactly, that’s the opportunity in the future of AI tech

Service as software

[Tech Sales Guy @TechSalesGuy]

@KasperZacho_ 7 is my favorite

[Tech Sales Guy @TechSalesGuy]

if i started as an AE or SDR tomorrow, here’s the AI setup i’d start building tonight

1. a morning brief - reads your calendar, inbox and CRM. tells you what moved and who to follow up with today

2. a meeting prepper - 3 bullets before every call: where you left off, what changed, the goal

3. a researcher - drop in a company, get who decides, what they’re hiring for and what changed this month

4. a signal watcher - flags new execs, funding and champions who change jobs at your accounts

5. a note-taker - call recording in, follow-up email and CRM notes out. you read it and hit send

6. a prospector - finds who in your territory is shopping right now and who to call first

7. a watchdog - one agent’s whole job is watching the others. every time i fix something more than 3x (an email, notes etc.) the fix gets written into the rules automatically

[Tech Sales Guy @TechSalesGuy]

@therealDakBrown it can be as complicated or simple as you want it to be

[Tech Sales Guy @TechSalesGuy]

@thecigarmafia who you talking to?

[Tech Sales Guy @TechSalesGuy]

@theryanoprea trying out Claude and the UX is better