For those of you that are new here, every week I send what I call a 1x1x1.
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One interesting thought from my week.
One interesting find/tool from my week.
One image from my life.

Let's dive in 👇

Thought from the week

A dedication to the sales master + take aways

I was thinking recently about the people who’ve had the biggest impact on my life.

The ones who shaped where I am today.

One of those people is Skip Miller.

Skip was an absolute legend in Silicon Valley sales.

He helped companies like Zoom, Tableau, and Optimizely crush their growth goals with his no-BS sales framework.

I had no clue how to sell before meeting him.

Then, after a few of his multi-day boot camps, I had the foundation to build multiple businesses and close deals with Fortune 1000 companies.

This dude changed the game for me.

Skip passed away earlier this year, but his lessons live on.

So, in his honor, I’m sharing the top 3 sales tactics I learned from him:

1. Don't talk about the dog - This was the analogy Skip used to essentially say stop talking about your product and service. My first time pitching to Skip, he called out how I spoke far too much about myself and the product I was selling. Buyers want to be validated, heard, and want to talk about themselves. Lean into that. Ask good discovery questions, and only at the end of the conversation, share about how you can help the buyer with your solution.
2. Closing the gap - My example below should sum this up. This tactic can really help buyers visualize what results can look like.
   1. Skip - "Ben, how confident are you in hitting your sales target this year?"
   2. Ben - "I'm 80% confident."
   3. Skip - "If I could get that 80% confidence to 90% confidence in 2 weeks, how much would that be worth to you?"
   4. Ben - "A LOT"
3. Selling above and below the line - Skip taught us that Above the Line (ATL) decision-makers are executives who focus on strategic outcomes like growth and ROI, so you should emphasize business impact and results when selling to them. In contrast, Below the Line (BTL) decision-makers are more concerned with tactical details, like how the solution works and integrates into their operations. For BTL buyers, focus on features, functionality, and provide detailed proof. The key is to bridge the gap by starting with ATL’s business goals, then involving BTL to address practical concerns. Using ATL’s urgency helps drive BTL’s action. Engaging both ensures you address strategic and operational needs for a stronger sale.

Skip, I wish you could read this. Thank you for everything. I would not be where I am without you. Hoping I can pass just a few of your many teachings along to others.

Interesting find/tool of the week

I've been obsessed with my weighted vest. I try to pack the 20 lbs on every chance I get.

Walk? - Weight vest

Workout? - Weight vest

Standing desk? - Weight vest

What's crazy is when you stop wearing it, you feel super human.

This is the vest I wear if you're interested.

Image from my life

We found our dog's twin 🐕

See you all next week!