For personal reasons I have decided to completely mog the SaaS game and build by far the most useful tool you will ever introduce into your business This is the only platform solving for ACCURATE sales data across teams who are actually on the phone with a large amount of leads every day Automates tracking ALL your data, integrates with your backend, updates your CRM on autopilot -- the whole nine Waitlist is open now, check it out here: revphlo.com/

If a prospect went quiet, go read the last message you sent them If it didn't ask them anything, they had nothing to reply to Send a question they can answer in a few words, like "Are you still looking to get this fixed this quarter?"

Another infinity stone

Track reschedule rate by closer If one closer's calls get pushed back way more often than everyone else's, go look at how those calls are being confirmed and who is moving them The pattern usually shows up pretty fast

The sales skill I’d be practicing right now: Knowing how to ask follow-up questions. How to dive deeper on every answer a prospect gives you Anyone can get AI to write a list of discovery questions... ability to go beyond the basics and conversate sets you apart

Your prospect can afford your offer and still be unable to use it Who’s going to do the work? What has to come off their plate? Does anyone else have to agree? Worth finding out before you sell a guy with no free time something that requires 10 hours a week

Blow it up

You offered 10% off They said no You offered 20% off They said no Now you’re offering 30% I’d keep saying no too

IYKYK

Sales managers: if a rep says “I don’t know when they’ll buy” and you keep pushing until they give you a date, don’t put too much faith in that date The only thing the rep has learned is which answer gets them out of the meeting

A prospect asks what happens if your offer doesn’t work You respond by questioning how committed they are They’re asking about the risk of giving you $10k Answer the question before you diagnose their mindset

Your happiest customer can still refer someone you shouldn’t sell to Different problem Different budget Different expectations Tell them if you can’t help The customer who referred them gets to find out you’ll turn down money before making them look bad That’s a pretty good reason to keep sending people your way

Most people use the phrase “happy wife happy life” like a beta. I need to sacrifice everything to appease my wife’s happiness. But what I’ve found is your wife doesn’t actually wanna be the boss or in charge. My wife is happy because of the life I live. My choices and decisions have created a life where she can be happy. Does your wife want you to go apple picking or does she want you to scale a business so she never has a boss?

Sales reps will spend 90 minutes explaining why a prospect needs to take responsibility for his future, and then won't take the 30 seconds after the call to update the CRM

“Uncapped commission” is a hilarious selling point when nobody on the team is making money Unlimited access to what

A rep shouldn’t have to wait until Friday to find out they’re having a bad week They need their numbers while there’s still time to do something about them That’s why every rep gets their own portal in RevPhlo Their KPIs Their call recordings Their daily tasks Give people a way to catch their own problems before you turn those problems into a performance review

Your sales team can close more deals and still collect less money More payment plans Smaller deposits Deals marked closed before anyone pays “We closed 20 this week” doesn’t tell you how much money came in or how much you’re still waiting on And there’s a difference between a payment due next month and one that should’ve arrived last week That’s why RevPhlo brings payments, call outcomes and rep performance together Before you decide how good the week was, know what was sold, what was collected and what’s overdue

If you have to jump on every difficult sales call, your team will start calling you at the first sign of resistance Next time you help close the deal, walk the rep through what happened Where did they get stuck? What did you ask that they hadn’t? What should they try next time? Use RevPhlo to track their call outcomes and performance afterward, then review whether they’re handling those situations themselves The team hitting its number doesn’t tell you how much required you to step in If the same rep needs you for the same objection next week, the coaching isn’t finished

Expecting my first kid in February. Crazy how much this little fetus has put things into perspective. I really could care less about anything else besides my wife’s well being and the version of life this dude is going to encounter. Keep your lambo and penthouse I just want 10 fingers and 10 toes. What is some advice from my dads out there before birth?