Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

How to rise to the top in tech sales

23 Jun 2026 · 1 min

Watch on YouTube

0:35

In this concise monologue, the speaker argues that aspiring to be the best in tech sales requires more than simply copying the top performer. Starting by emulating the best provides a solid playbook, but true differentiation comes from tinkering—making small, scenario‑specific adjustments and recognizing corner cases where the standard approach fails. By consistently adding these marginal improvements—often just a few tenths of a percent—one can move from being merely tied with the best to surpassing them and achieving top‑tier performance.

Chapters

If all you ever do is what the best person does, you are explicitly removing any outcome where you can be the best. You can be at best tied with them. And so you start by emulating what others are doing and then you start tinkering with the stuff that you feel like in one scenario or another might be wrong. And then you end up sort of with a really deep understanding of a playbook or a process, but also understanding in what corner cases not to do a thing. And I think when you start adding those like half a percent, they're on the margin, That's where I think the greatest people, like, that's where I think they make their hay.