Brian LaManna breaks down how to rapidly improve at tech sales by finding top performers in specific skills like discovery or negotiation, studying their calls, and adapting their techniques to your own style through testing.
Hey, when you come in, you're the worst, and that's totally fine, but you're going to be that work in progress that's going to get better each and every day. My approach has always been, I'll use the analogy of like a super score if anyone had to act. But I want to learn who's the best at math, who's the best at science, who's the best at reading, and learn directly from them. So what that looked like in my role was discovery and prospecting and negotiation. And that's what I tried to use as my starting point of identifying the best of the best at these subtopics. Learning directly from them, from listening to their calls, scheduling one on ones, you know, asking them really thoughtful, great questions. And then over time, you start to make that your own and put your own flavor, your own spin on it. Once you have tried it out in the market and you've made little tweaks and little iterations, I've learned it from other people that were really, really great at their craft. And once I started to kind of put my own spin, my own narrative on it and found out what worked for me.
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