Tech Sales or High-Ticket Sales: Settling The Debate

All right guys, here we are, Sales Pro Pod with Mr. Tech Sales Hacks, or Sean. Thanks for coming on, man.

Yeah dude, thanks for having me. I'm pumped to, pumped to dig into it. Hopefully give some, some guys some good wisdom around tech sales and sales in general.

Yeah, let's get it. Yeah, so I think I had, um, I had one guy on who's a, who's a homie, who's a tech sales recruiter He's also on the online kind of thing.

Yeah.

You are like the first like full-blown like tech sales, like this is what I do, this is what I help people with, guy. So I think it's gonna be a cool perspective to show. For the record, while I'm in the high-ticket space, I think tech sales is a great option. One may not be for you, doesn't mean the other isn't. So wanted to get you on that. Um, really quick, man, can you give us like the, the quick pitch on, on who you are and what you're up to?

For sure. Um, yeah, my name's Sean. Um, I'm in, uh, Austin, Texas, and I've been in tech sales for a little over 2 and a half years now. Um, and yeah, I've loved every, every bit of it. So I graduated from Texas A&M in 2020 and never thought I'd do sales. Got into financial advising as like my first role outta college. Little did I know it was like a full sales cycle role. So like prospecting, cold calling, closing, discovery, like everything. Long story short, like all the, all the clients that I was working with that were making the most money were people in tech sales, like VPs, SDRs, AEs, guys that are 23, like all the way up to like 35 was like kind of like what I was seeing. And I'm meeting with these like young dudes, love their lifestyle and they're making like hundreds of thousands of dollars. So I was like, okay, I want to get into that. So 2022, made the switch from financial advising into tech sales. Um, made really good money right away. It was like really easy for me because when you get into tech sales at first, like you're only doing cold calling, you're only setting meetings. It's like really, really easy compared to a full sales cycle. Um, fast forward 2 and a half years, got promoted to SMB AE, was the number one rep on my team. Uh, now I'm on our commercial, commercial team. So I'm like in between like SMB and enterprise, essentially it's like a mid-market account executive role. Um, and then a year ago, which is essentially how we met, uh, started posting content on like TikTok, Instagram, Twitter about tech sales. Um, and then I've been helping people break into tech sales as well. It's kind of like my coaching offer. My internet money, you know, whatever you want to call it. I've been doing that for about a year, which has been a ton of fun too. Really good results with the guys that we work with one-on-one. I don't have a course or anything like that yet. We were just talking, I'm probably going to launch one soon. But yeah, that's like a quick high-level rundown. Hopefully just kind of spit some free game, but Yeah, that's where we're at.

Yeah, yeah, man. So for those that are familiar with like this podcast and all that, um, and kind of the way I do things, I feel like Sean does things in a similar way just for the tech sales side of things. So like you said, you don't have a course, but you do help people like one-on-one. A lot of what I do is one-on-one. Uh, you also do a little bit of yapping. I do a little bit of yapping. And I feel like—

For sure.

For the most part, there's people on both sides of the high ticket and the tech stuff that they, they love to like fluff things up and sell the dream and all this stuff. And I feel like we keep it pretty real, um, and that, that just helps everyone, right? Like even the people you work with.

Yeah.

So yeah, dude, I wanted to get you on, um, to kind of just like bring a new perspective to the audience because, um, again, tech sales is like, if I wasn't doing what I was doing now, like being in the high-ticket space, running the agency, I told you, but I'd probably be like grinding out tech sales. Like, yeah, if, if you're optimizing for money, uh, lifestyle, longevity, all that stuff, like it's, it's sales. But then if you really look, if you're really looking into it and you don't want to like go get an 8-year degree and pick up all this debt, like, I don't know, tech sales, high ticket, some, some of these other ones are really good. I'd throw I throw like medical device in there too. Like I know some people that do really well there.

For sure.

Yeah.

I mean, dude, any type of sales I've kind of come to find and realize you can make really good money if you, if you just get good at it and you stay consistent. Like whether it's high ticket sales, tech sales, med sales, I've got a buddy in dental sales that crushes it. Uh, I mean, you started in what, roofing sales?

Yeah.

And like you were where you're at today. Like, I think a lot of people have like a short-term mindset on like how they're gonna make money. But like, if you just think about it like long-term, like take someone like you, you started in roofing sales, like now look at what you're doing.

Mm-hmm.

But it's all still like kind of because of sales. Same with me. Like I was essentially like selling insurance and investments. Like now look where, where I'm at. And we're only like 26 or however— you're 26, right?

Yeah, I'm 26.

Yeah.

So you look at like any industry, even the ones that are like notoriously kind of shitty, like car sales or like, yeah, I don't know, like financial advising. I'm not gonna say that's totally shitty, but like there's a lot of people that churn out of those, right? It's like there's people in those industries that do half a million, million dollars a year, sales reps, like in all the industries.

Absolutely.

It ultimately is about just like rising to the top and like longevity. Um, I think there's just certain industries where you get there quicker and it might be a little bit easier, like the ones we're talking about today. So.

Yeah, there's, there's a lot of pros to the, to the 2 types of sales that you and I are involved in, um, especially today's day and age where people are like, People are trying to maximize for income, but they're also trying to maximize for like work-life balance. Can I work from home? Can I travel a little bit like while I'm working? That seems to be especially like the type of guys that are like, seem to like, um, watch our content. That's like what people care about. It's like, can this be chill? Like, can I do this like on vacation? And am I gonna make bank?

Yeah. Yeah, dude. I think I actually, you were in like Mexico recently, right? Or something like that.

Yeah.

Okay. So yeah, you were obviously like working out there. I know you're, you're kind of in like a hybrid role. Yeah.

Dude. So for me, so I'll, I'll give like a little bit of a rundown in terms of like office to like remote kind of work balance and what that looks like in tech sales. So when I first started as an SDR, Monday, Wednesday, Friday in office, Tuesday, Thursday, my choice. SMB AE, which was my next promotion, Tuesday, Wednesday in office, Monday, Thursday, Friday, my choice. Now I can be fully remote as a commercial AE. I can work from wherever I want. I go to the office all the time cuz I'm like 8 minutes from the office. And like, another great thing about tech sales, like I try to enjoy and like appreciate the little things, like just getting fed free snacks, free coffee, like really nice office. Like right now I'm just like in an office setting, um, like a little private office in our big, um, downtown office building, like great views, which is a cool thing too. But I can be completely remote. Like when I was in Mexico, um, there's nothing better, dude, than being on vacation, but like wanting to keep the ball rolling a little bit. So you're like, let's like work some half days or take like a few key calls. You're like on vacation, you have like an A+ call, you're moving big deals forward, or you're closing clients to come on for your, your coaching offer, whatever it might be, like while you're on the beach. Um, it's really cool. Like you really do just kind of need a lap— a laptop. Um, depending on, on your, depending on your role in tech sales and like you can keep moving the ball forward, making things happen.

Yeah. Yeah, that's what I was gonna say, man. I saw you were— I think you were with, uh, uh, Matt, who we were talking about before, your friend. Um, and I think that may have been what prompted me to just like— it was either that or someone else, but like I saw someone like on vacation that was in the sales space and I was like, I'm gonna go somewhere. And then I just did, and I could do that, which is super cool.

Dude, everyone, you just keep working like Yeah. Keep posting your content, keep taking calls. Like, I mean, don't get me wrong, like enjoy your vacation and stuff, but like if you're in that mode, like dude, you can just keep it going on a, on a vacation. It's, it's, it's, it's awesome.

Yeah. How did you, um, when you, you went to school, you went to school for, for what exactly?

I went to school, dude, I majored in sport management in school and then I minored in business and financial planning, which is like kind of how I like just ended up in financial advising when I graduated.

How did you like, was it just like people that you knew were getting into that or how'd you end up there?

In financial advising? Like my first kind of sales job? Uh, dude, it's a great story. I, so I mean, I grew up like watching my dad work a ton. Uh, in the semiconductor industry. So like, if you know about Nvidia, like AMD, like semiconductor, like, uh, chips and shit. So like, that's what my dad did. Uh, worked his ass off. He actually just retired and he's in, uh, uh, Colorado for a month celebrating. I'm about to go visit him. We're doing like a fishing trip in Boulder.

Nice.

Um, but anyways, I was like, okay, I saw how hard my dad grinded. Like, I'm gonna have to do that. This is me thinking like in high school. Like, I'm gonna have to do that. So like, I should probably do something I like. So I'm like, well, let's just do sport management. I like found it on like the A&M major list. And then I remember when I was a sophomore, I was like getting my teeth cleaned and my dentist was like, yeah, dude. Like we're talking about career and like what I'm majoring in. And he's like, yeah, bro. Like sport management is sick. Like that's what my son's doing. Like, as long as you don't care about how much money you make, like it, it's like a sweet industry to be in. You'll have a lot of fun. And I was like, wait, dude, I do care about, I do care about how much money I'm, I'm gonna make. And I hadn't even like looked into it enough. You know, at the time I'm like 19, 20. All I really care about is like getting decent grades and like partying in college and having fun. And so then I, that was like a reality check cuz I was like, okay, I'm gonna be halfway done with college at the end of this year. And like, all I have is like a business minor and this sport management degree.

Yeah.

And so, during that same time, I was just naturally getting interested in retirement investing, the idea of putting money into a 401, Roth IRA, and then having a few million by retirement and being able to just live off that. I was like, oh, that's cool. There's a plan to stop working.

Yeah.

And so, I started investing in stocks, downloaded Robinhood, all that stuff. And then, I just went and talked to an academic counselor. And I, I went and talked to like someone at the finance department, told her like what I wanted to do and like what I'm interested in. She was like, we have this brand new minor. You can go get your financial planning minor. Like the guy running it is awesome. And so I just threw that on, threw that onto my, changed up like my, uh, whatever it's called, like course curriculum plan. Uh, started doing that, which by the way, was like the best thing I could have done. 'Cause then I learned like real life shit in college. Which was good, like not just learning about sport management. Um, and then her husband worked at Northwestern Mutual and told me about the internship that Northwestern Mutual has, which is actually a really, really good internship. So after my junior year, I interned there for a year and then went full-time when I graduated.

Yeah.

That's kind of like how it all came. Just one thing leads to another, leads to another. Met guys in tech sales, and now somehow I'm here.

Dude, honestly, you probably learned like more applicable stuff to your life by working there for like a little bit after school. And like how like you—I mean, for one, you probably maybe wouldn't have ended up in tech sales, which you seem to be happy with. But also like on just like seeing how you know these people ten steps ahead or just like. Planning for the future and setting themselves and their loved ones up right. It's like, it's probably really valuable. So dude, it's, that was awesome.

Um, met so many people also, dude. I just know how much money every, everybody makes. 'Cause I was, I was 22 when I started, or no, I was like 21 when I started. I stopped when I was like 23. And so I was meeting with everyone you could think of, like most people our age or, or a little younger and then some older. But like, I, I found out how much engineers make, how much accountants make, like Big 4 CPAs, uh, sales guys, like pre-med, post-med, just everything. So I got like a really good idea of like, where can I go make money and who enjoys their job? And tech sales really stuck out. And yeah, it's funny how shit works out, dude. Like I'm the biggest sales, like, uh, promoter ever. I literally shill tech sales on. Social media. I love my job. I genuinely do. And like in college, my senior year, no way would I have wanted to get into sales. Like I never thought of myself as like a, like a sales guy.

Yeah, same, the same exact way. But like I found, like I had just ended up stumbling into the vehicle and I was like, well, shoot, man. Like if this is what it takes for me to get the money and the lifestyle that I want, without going to school more, going into a bunch of debt, like, then I'm gonna do this, you know? And—

Yeah.

I don't know, like, honestly, like, in hindsight, it is kind of silly 'cause like now being in it, you probably think the same as me. It's like, dude, you don't really need to be any, like, what you need to be able to do if you wanna do well in sales is just like help people solve problems that cost money. You don't need to be like any certain personality type or this or that. Like everyone can do it, but everyone's gonna do it differently. But ultimately you just gotta help people solve problems and like communicate value pretty much.

So. Yeah, just on, on that note of like, it's, we're almost on the conversation of like, do you need to go to college to like do sales? Certainly not in like high ticket sales, like in the space that you're in and you're in. You don't have to at all. Uh, even in, in tech sales, you don't have to. I will say like, if you're just starting out, you don't have any sales experience and you wanna go work for like Microsoft, Google, or Amazon or Nvidia, or these top software type, uh, technology companies, you're gonna need a degree, but not for just a middle of the road software company. I've helped plenty of guys and one guy especially comes out. Uh, comes to mind. Um, no degree, like 20 years old, but had some sales experience. Get them into tech sales and they're like the top guy on their team. Um, so no degree needed in sales. I mean, it's just different. It's just different what it takes to succeed.

Yeah, I would say like my reasoning for going to school was like, I come from like military, uh, parents' background. And so like it was government funded. I was like, well, I'm not gonna not go to school. Like I know it's gonna set me up a little bit better than if I didn't go, but I know like everything that I've done, I could have done it without going to school. And yeah, unless you're shooting for like the top companies, maybe in like, I don't, I don't know, like you mentioned dental sales, like medical device, some of these more like tougher ones to get into, like old school.

Yeah.

It probably does help a little bit just To have like a nice name on their resume. But like, dude, I don't know, like maybe communications class, but like, I don't know what else like would prep you for a tech sales job. Actually, there, I think there's like degree plans out there now, maybe that like—

Yeah. Rare. Like there might be some like marketing with a sales focus. Honestly, dude, if you're, if I had to go back, I would probably, if it was like, hey, you're going to get into tech sales. You have to go to college first, maybe psychology to understand how people work, how the brain works, how people make decisions. Like, I think that would help, maybe even marketing.

Yeah, something like that. But how did you like, so how did you end up getting into your first SDR role? Like, was it difficult? And then also when you're helping Other people get into their first SDR role? Like, how difficult is it for the average person?

Yeah, dude, good question. So how I got into tech sales, um, through a direct referral. So I had a one of my buddies that I was working with. He got to my company first, and then he knew I was on the the way out the door at Northwestern Mutual, and he's pretty much like, dude, like at least take an interview here. Like I know you're. I know you're looking around. And I'd kind of told him like, yeah, I'm probably gonna go get into tech sales. And he had just gotten into it. He had like a couple quarters under his belt and he was pretty much telling me like, dude, this is way easier of a sales job. I'm gonna make like $120 grand this year. And it, it was his first, he was an SDR. And I was like, damn. Okay.

Okay.

And so he referred me, I applied, went through the interview process. Um, got the job and it was, it was honestly like really seamless. Uh, but he had a good reputation. I had good sales experience for that SDR role. So it was just kind of like a match made in heaven there. Um, and then that model of like what worked for me is how I help people get into tech sales. A lot of like professional networking, finding referral links, um, and kind of going like an unconventional route as opposed to just like the basic applying method that most people do and then never hear back.

Yeah.

'Cause there's hundreds of applicants. Um, as far as how hard it is to get into tech sales, it's a hard question to answer 'cause it's kind of like, are you willing to like get told no a few times and go through some rejection and do some, do a good amount of work on your end? At the end of the day, most people, if you have a decent amount of sales experience or professional working experience at all, or maybe a degree, Combination of of the of those things, you're going to be able to get into tech sales if you have the right strategy. It's not impossible, but it's not super easy. Like the way that the job market is right now, it was extremely easy to get into tech sales a couple years ago. Not anymore, but it's certainly not impossible. You just have to be willing to like. Put the reps in, go through a few different interview processes and really prepare for those interviews cuz they're trying to find the best candidate. They're not just taking anybody.

Yeah. Yeah. So it's like, it's possible cuz people are doing it, but if you're confident and you wanna make sure that you don't end up wasting your time, maybe some guidance from someone who's already done it would be nice.

100%. And here's the reality is like, when you're going through a tech sales interview process, like you're gonna have a recruiter screening, you're going to interview with an SDR manager, and then you're gonna do like some sort of mock email assignment where you have to draft up a cold email to a prospect. And then you're gonna have like another interview process with maybe 2 SDR managers. And one of those being Like a mock cold call and then probably like a final round with a director or a VP where it's just kind of like, let's make sure that like there's a reason you got pushed to this last stage. Just like put that final check on.

Yeah.

And so like to pass each of those rounds, like you, you have to be on point. You have to be doing the, the, the small things the right way. You have to nail the mock email assignment. You have to nail the mock cold call. If you've never been in this world, like how do you, how do you do that? Right. And so that's why you see peo— that's why I do what I do. 'Cause I know the val— I know how amazing it is to get into tech sales. I know the value that I provide when I'm helping people get into the industry. And I know how hard it is to do that on your own. Um, yeah, I think that's like a good breakdown of like what it looks like and why there's a challenge and why people seek like some outside resources while they are kind of going through that process.

Yeah. I didn't realize it was that, uh, Like lengthy on the application side of things. That's pretty crazy.

It can be. And that's, you know, maybe give or take, sometimes it's around shorter, sometimes it might, maybe it's around longer, but that's kind of what you're looking at, kind of 4 stages with some sort of a mock email, mock cold call, or sometimes both gonna be thrown in there at some point. So they're really trying to find a good candidate. Um, even though it is an entry-level sales role, they're looking for like that natural talent. They're looking for someone that can speak smoothly, be professional, do some of those small things the right way.

So in, in what world, like I've seen this and I, but I know it's rare, but like for example, I came from roofing sales and I went into like the high-ticket space and I was like, I'm just gonna be a closer. Like I'm not gonna do appointment setting. And that's what I ended up doing. And I know a lot of people who have, but how does that work in tech sales? 'Cause I'm sure you guys would see a lot, like some people come in with a lot of experience.

Yeah.

Whether it's from like door-to-door or like maybe a higher-up role in a different industry, 'cause door-to-door is like very transferable to SDR. That's the easy connection. But like someone who's done like, Remote closing, like a significant amount, or they've done like more of that closing role in a different industry. Like what would it look like if they wanted to get into tech sales?

Yeah, man, that's such an interesting one. I think there's there's some you know ten to twenty percent of guys that I work with that have closing experience. We can go right for those account executive roles. I'll be honest, the majority of guys, like even if you come, even if I. Even if you have 3 years of experience in like high-ticket closing or just closing deals in other industries, especially if it's B2C, you, you have to, when you get into tech sales, you're gonna have to cut your teeth as an SDR. Um, the reason is like, let's say I'm, I'm a hiring manager of, of an, of an AE team, right? And so we're, we're closing business-to-business deals in software sales. That, that's the key difference. That's what you have to remember. Is closing B2C, like, it's a little bit transferable to B2B.

Yeah.

But like what, what's transferable are like those skills of running a discovery call, um, presenting price, um, following up, like maybe a little bit of a pitch, like in software sales, you're really what's, what's important Is, or in business-to-business sales in general, what's important is like your understanding of their organization and looping in all the right stakeholders. And that might be at a multi-thousand person company, multi-hundred person company where you have a VP who's ready to buy, but then, oh, this IT manager just blocked your entire deal from happening. And so the motion of B2C versus B2B is so different that an AE manager, when they're thinking of who they want on their team, they're not really going to go for that B2C closer. What they're going to go for is an SDR from their own company that's ready to take that promotion, who's been learning their product, been learning their industry and what their prospects' pain points and stuff like that. Or they're just going to go for an AE at another company that has that B2B sales experience.

Yeah.

So oftentimes I'll have guys come from high-ticket sales that are trying to make a transition into tech sales and they're like, oh, like I, you know, I make $10K a month. I wanna get into an AE role right away. And I'm like, dude, probably it's probably not gonna happen. Yeah. Especially if you're like bouncing around to different offers where like it's not a very legit company either. Yeah. You know what I mean? Because now it's like, Okay, you can go talk about how you sold like for this like fitness coach. That's not very transferable at all, but you can sell that very well for the SDR role. So it is like a reality check. It's just a different skillset when you're doing B2C versus B2B. It's just, it's just different. Yeah. You know what I mean?

So what about someone that like, let's say they've been selling B2B for like a huge marketing agency. Like it's not a software, but it's B2B. It like the, the sticking point, it doesn't seem like it's much in the like actual sales ability, but rather like being able to like sell into a company and then maybe managing the stuff around that. Like, would that be any different? Yeah. Still like you're, you're kind of far off. Yeah, no.

So exact, exa— that would be a little different. Like that would give you more of that skillset that a, a tech sales that a software company is looking for to hire in their sales organization. B2B sales is like what it, what it comes down to, right? It's like being able to, and like they do care about your track record. Have you been hitting quota? Have you been getting promoted? Stuff like that. But yeah, it's that, it's more so like the sales methodology and like that sales motion.

Yeah.

Of like, are you used to doing discovery and understanding business business priorities and objectives, looping in the right stakeholders, um, and selling to a business as opposed to selling to a consumer. It's just completely, completely different. You know, it's, it's a completely different motion.

Yeah, that makes sense. Um, I feel like it's, it's— that idea is kind of the same when people come from Let's say like door-to-door solar into like remote closing. It's like, in theory, like you could go into like a closing position from the start, but one, it's, it's gonna be difficult. Like if you can make it happen, it's not gonna be easy. And then two, like if you just think about it, it's like what company hires someone from a different industry that's never even done this before, like, what does that say about the role you're trying to fill? Like, it's probably not the best quality. You're usually better off getting a role in a bigger company and then working up that way. That's how I see it.

I think so too. Um, and another thing too is like, I think if you're looking to get into tech sales and you're worried about like, oh, you feel like you're taking a step back by stepping into an SDR role, I would disagree. I would disagree. And I actually think even let's say you get an AE role, I actually think you're setting yourself up for so much more success if you start as an SDR first. And the reason being is when you, when you become an AE, there is so much to learn. First off, the industry that you're selling to, the types of prospects and their titles, what they care about. What their challenges are, your specific software and the, and the challenges that it's solving in that industry. Sales, like how to run a call, that type of stuff. Who to loop in from your own team. And then just the internal techno tech stack that you're using, like your CRM, your outreach platform, your, your sales data platform for like, like ZoomInfo, Outreach, Salesforce. LinkedIn Sales Navigator. You're learning all that at the sales same time, and you have to close deals versus as an SDR, you can come in, all you have to do is set meetings and you still have to learn all that stuff that I mentioned up front. And so as an SDR, crush your quota. All you have to do is set meetings, learn all that, do that for 12 months.

Right.

And then by the time you're an AE, Because you put in all that work for a year, you're setting yourself up to be much more successful as an AE and long-term make way more money and put yourself on a better track, have a better reputation for yourself, network with more people internally at your company. Taking that, starting as an SDR, there's a lot of pros to it, even though you might not feel like it. You might feel like you're taking a step back when you first get in.

Yeah. Makes sense. What, uh, for you, like, you've kind of rose through the ranks. I feel like in, in a lot of sales positions, like, it is pretty rare for you to stay at the same company and like rise up like that. Like, a lot of people will go like across to like make it happen faster. But I'm curious now with your, your like latest promotion, um, just kind of like what a day-to-day looks like for you. Like, it sounds like you have a lot more autonomy than you had.

Yeah.

Like, you can be in Mexico if you wanted to. Yeah. What does that look like?

Yeah, man, it's interesting cuz every day's gonna be a little bit different. So like, for example, I'll, I'll give you kind of a base, a basic rundown and I'll compare like today to what tomorrow's gonna be. So today I had like, woke up pretty early, got to the office. First thing I did, check email and then rip some cold calls. So just trying to like understand where a few of my accounts are at, uh, what they're doing, and trying to set up new evaluations. Essentially, that's the goal of cold calling is to set meetings for new evaluations. So did that, had a super, had an important, um, meeting with a company that wanted to kind of get a demo of our software. And then one of the bigger opportunities that I'm working After that demo, had a meeting with them. So did some cold calls, then had like 3 hours of, of back-to-back meetings, just moving evaluations forward. Then had a forecast. Then I went to lunch, had a forecasting call with my team. We're wrapping up, the end of the quarter's coming up, right? So we just, we have to report our numbers. We're a public company, so they're getting all that, all that data from us. We, the business has to forecast like what we're going to close.

Right.

Um, at that point it's like 2:00 PM. So cold calls, some meetings, lunch, and a forecast. And then the rest of my day is being spent like 3 to 4 will be this podcast. Um, and then for the past hour, uh, before this, it was just kind of like setting up my day for tomorrow. I've got a trip that I'm gonna get that I'm going on on Monday to go visit some clients and do in-person presentations. So kind of like setting that, setting that up a little bit. Um, and then tomorrow I've got no meetings on my calendar. So like my day will be filled with trying to push other evaluations forward, follow up with past conversations, send some recap emails, do some cold calls, um, and whatever else comes up in the middle of the day. So every, every day is different, but a typical day, do some cold calls, um, have some meetings. It's nothing too crazy. It's nothing too crazy.

Yeah. What is, uh, so I know like in tech sales, like the objective is to sell to other businesses, sell your software, um, or your tech. And, um, you know, everyone's always like, everyone's going after like the big fish and you want it, you want to get like the small fish, the medium fish, the big fish, but like, what is it like to work one of those like bigger prospect accounts and What does it feel like when you like finally get it, get one pushed over?

Yeah, dude, it's, it's awesome. Um, and I mean, I can only hope to keep working like bigger deals and get bigger commission checks in the future. But like the, the way that you have to think about it in your mind, then this is what I do. 'Cause like you can be working in a, an opportunity in tech sales where it's a, it's a really big, account. Like, let's say, just to make up numbers, let's say my quota on the quarter is like $100K and this deal would close, and I'm working a deal that if it closes, it's going to be like a $300K deal. Like, that's going to really pay me out. That's going to really do a lot for my internal brand. My manager is going to love me. The director of sales is going to see it. I'm going to get a huge commission check. Like, those are all things that like are awesome, but like you can't think about while you're working a deal. And so what, what you really need to focus on, no matter how big the deal is, is like, what can you, like, what value are you providing your, this company that you're working with? Like, how are you gonna genuinely impact their day-to-day? Like, if you can keep your mind there, that you're focusing on the right thing over the long run, like the rest is gonna take care of itself. And that's also how you keep yourself in the zone on like what's important. You want like that at the end of the day is sales, right? Like what value am I bringing these guys? How can we solve the problems that they're facing?

Yeah.

Let's stay zoned in on that. The rest will take care of itself. That's the mindset you have to have when you're working a deal like that. But yeah, it feels really fucking good when they close because, I mean, once you like move up, I mean, even like where I'm at now, you close big deals. Like those can be like $30K, $50K, $80K checks, you know, like commission checks. Um, at the end of a quarter. And like, that's pretty freaking awesome, you know, like that's, that's good money.

Yeah.

Um, and to take that to like another level too, like enterprise strategic account executives that are working like the biggest accounts that are closing 7-figure deals. I mean, dude, people, it's not super common, but like, I just went out to lunch with this girl and, um, She's a commercial AE at an AI company and she's like, yeah, this guy on my team just closed a $4 million deal. Like his commission is 7 figures on that. So like that's few and far between, but like that stuff happens, you know, like you're gonna get big deals that you get to work. And yeah, just like if you're listening to this, like think about like some years of dedication, becoming a good seller, working for a good company. Like what would, closing a big deal and making like a multi-six-figure check feel like? Like, how would that change your life, you know?

Yeah, that's crazy, dude. In roofing sales, I closed a deal, um, that paid me out like, I think it was $14K, uh, which was the biggest one that I closed. It was more like high volume. And so like, I did— I remember when I had that check hit Like I literally saw my life like change overnight.

Dude, that's a fat, that's a fat check. Yeah, dude. Absolutely.

Dude, like $30K, $50K, $80K, obviously more even. Like, yeah, that's, I mean, it's life-changing. Um, can you, so, okay. So the cool thing about tech sales is like you have the opportunity like to potentially have more leverage over your time because you, you end up selling into Like bigger solutions to bigger companies, right?

Yeah, big time.

Being said, like, there's— you always run the risk, like, this is any sales job, but in tech sales in particular, like, I'm sure you've had an account that you chased after for like a long time and nothing ever came of it, and you were like really down. Yeah, it's like, give us, give us one of the, the rough stories that you have when it comes to that.

Yeah, dude. I mean, gosh, that, that's like, you get more of that than like the wins, I would say. And that's the hardest part about it.

Yeah.

That's the game, right? It's like a mental game. I mean, dude, I've worked ops, I've worked opportunities for like 6 months and like told my manager like, hey, they're closing this month. They're closing this month. Like we got 'em. This is the discount that we're offering. These are pricing terms. Like, we got them only to get an email back saying, hey, we're not going to move forward with you guys. Like, we're just going to stay with what we're currently doing. Or literally just to get ghosted. Like, we work with someone for 4 or 5 months and then you're about to close a $50K deal and like you just get ghosted or they go buy a competitor, which hurts like even more.

Yeah.

Like, you're the right solution. You're, you do everything that you can, like you do, you do everything right. And then you call 'em and they're like, yeah, we moved forward with someone else here. And you're just like, all right, like, have a good day. See you later. Um, that, that's part of the game.

We had that happen recently, man, for an outsourced sales team client. It was gonna be a big one for us. They just got a, I'm not gonna say what place, but they were like top 3 in the Hormozi school games. Um, we were gonna ask him. Oh, no way. And, uh, last minute, like last minute, we had him talk to references, like multiple calls, got all the team group chat, all this stuff. Last minute, like, oh yeah, we went with the cheaper option. Cool. So that, I mean, that's gonna happen anywhere in sales, but I know tech sales in particular, like—

Cheaper option, by the way, like that's the number one thing I hear.

Yeah.

That's the number one thing. They'll come back around.

Yeah, no, they will. They always do. Uh, same with like my like community. They always do. So yeah, in, uh, true sales guy fashion, you and I both have a call in 1 minute here. So, um, where can the people find you?

Yeah, you can find me if you can see right here, Tech Sales Hacks, uh, TikTok. Twitter, YouTube, and then Instagram is also Tech Sales Hacks with the underscore.

Cool. Yeah. And I, I know a good amount of tech sales guys, um, on social media and most of 'em seem to be doing good business. But if, if you're like, if you're following me for what I do and you're interested in tech sales, like I would, I would give Sean the stamp of approval. So you should go look into his stuff and, um, appreciate it.

Yeah.

Yeah, these, at the end of the day, man, both good options. Just depends where you're at in life.

For sure.

But yeah, anyways, dude, I appreciate you coming on and then we can wrap it there.

Yeah, bro. Thanks for having me. Let's do this. Let's do this again. It was good.