If you simplify it, there are only two core components to making incredible money in technology sales. Those two core components are: generating more pipelines and closing more pipelines. That’s it. I’m not going to tell you that you need more pipelines and that you need to close more deals. You already know that. I’m going to show you the most efficient processes for generating more pipelines and closing more deals, which will ultimately help you make incredible money in technology sales.

My commitment to you: I promise that if you listen to this audiobook and implement these processes, you will save yourself time and increase your sales. If you’re trying to break into technology sales, discuss these processes during the interview and you will land a job at the right technology company. As they say, once is chance, twice is coincidence, and the third time is a pattern. The sales processes in this book are what I have used to sell over one hundred new logos, and I have never once missed a presidents club in my career.

If you apply this system to your sales territory, you’ll make more money and elevate your technology sales career. I’ve conducted roughly one thousand discovery meetings. Regarding the first component of generating more pipeline, I’ll show you how to stay motivated by fueling your resiliency fire. We’ll lay a solid foundation by showing you the most efficient white-spacing process.

Once we lay the foundation, we’ll build you a core system of automation for driving new pipelines. We’ll discuss a personalized messaging strategy that will drive new meetings with a click of a button. I’ll show you how to break into any account with prospect journey mapping, and I’ll show you how to leverage digital tools in the digital era to get a meeting with anybody. Once we build your core system of automation to generate new pipeline, we will shift gears and focus on the second component of closing more pipelines.