iiinova — where your digital self keeps evolving

Chris Dankowski @cdankowski.bsky.social · 18/12/2024

Why don't all of these efficiency gains ever equate to more time?

Chris Dankowski @cdankowski.bsky.social · 12/12/2024

BDRs and AEs should never ever have to touch Clay or any other solution like it. It's not their job, and is a gross misallocation of resources.

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Chris Dankowski @cdankowski.bsky.social · 12/12/2024

Enablement and leadership are always preaching at reps to sell in a certain way that's usually in direct opposition to what reps need to do to hit the number that leadership gave them.

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Chris Dankowski @cdankowski.bsky.social · 11/12/2024

If you drive a truck but never use it for truck stuff, then you're just doing big boy cosplay.

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Chris Dankowski @cdankowski.bsky.social · 11/12/2024

Listening to an audiobook isn't reading a book. Don't tell me you're reading a book if you're just listening to someone read it to you.

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Chris Dankowski @cdankowski.bsky.social · 11/12/2024

Most sales reps will never go to Presidents Club, and that's OK.

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Chris Dankowski @cdankowski.bsky.social · 10/12/2024

Don't model yourself after the top rep at your company. They're usually a freak and you won't be able to get the same outcomes as them when you copy their methods. Copy the process of the top 2-3 most consistent reps instead.

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Chris Dankowski @cdankowski.bsky.social · 10/12/2024

99% of the time equity is worthless. Negotiate higher base, commission, severance or signing bonus instead.

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Chris Dankowski @cdankowski.bsky.social · 10/12/2024

If you want more interviews, approach your job search like you would prospecting into a key account. Identify your decision makers. Warm them up on linkedin. Then reach out to them via phone and email with your resume and 2-3 compelling reasons for them to talk to you.

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Chris Dankowski @cdankowski.bsky.social · 09/12/2024

POV: Being over 100% attainment heading into the last week of the month. #techsales

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Chris Dankowski @cdankowski.bsky.social · 09/12/2024

OK, but how much shareholder value did they create? Losers! Enjoy your socialized healthcare, chemical free foods, robust paternal leave, and lack of gun violence. Y'all still haven't won a single Super Bowl. USA! USA! USA!

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Chris Dankowski @cdankowski.bsky.social · 08/12/2024

❌ “Will you be able to move forward by the end of the month?” ✅ “Level with me, am I safe to put that deposit down with the pool contractor?”

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Chris Dankowski @cdankowski.bsky.social · 08/12/2024

Derive outcomes by winning the inner game. #mindset

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Chris Dankowski @cdankowski.bsky.social · 08/12/2024

Chances are that whatever it is that's stressing you out probably won't be important next week/month/year. Pause to ask yourself if you should care. #mindset

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Chris Dankowski @cdankowski.bsky.social · 07/12/2024

POV: You remember that you're an eternal spirit that has existed before time who's driving a skeleton covered in meat on a tiny particle of dust flying through a barely microscopic universe, and that quotas don't matter. #techsales

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Chris Dankowski @cdankowski.bsky.social · 07/12/2024

❌ “Will you be able to move forward by the end of the month?” ✅ “We only have capacity for one new client this month. Should I hold the slot for you or are you not really that serious about your business?”

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Chris Dankowski @cdankowski.bsky.social · 07/12/2024

❌ "I hope this email finds you well" ✅ "I hope this email reminds you that we're all spiritual entities having a human experience, and that we have no beginning and no end and are all made from the same invisible energy and molecules and that time is a flat circle”

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Chris Dankowski @cdankowski.bsky.social · 06/12/2024

One of my first sales mentors was really big into mindset. He'd tell me things like... - Even when you're doing great at this job, you're still failing 99% of the time - It's all mental. You can't let yourself get too high with the highs, or too low with the lows. You've got to stay in the middle

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Chris Dankowski @cdankowski.bsky.social · 06/12/2024

Quitting and restarting or changing direction are not the same thing. Sometimes taking a step back allows for two steps forward. #mindset

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Chris Dankowski @cdankowski.bsky.social · 05/12/2024

Do you know exactly what you need to do to hit your quota? I bet you don't 😁 This episode talks about a simple framework you can use to create a clear and predictable path to quota for yourself

buff.ly

Know your numbers

PIPs & Pivots · Episode

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Chris Dankowski @cdankowski.bsky.social · 05/12/2024

Right now, a sales rep just hit 'send' on an email that took them 30 minutes to write, that their prospect will never see.

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Chris Dankowski @cdankowski.bsky.social · 04/12/2024

It's OK to slow down. Art by Dylan Murphy

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Chris Dankowski @cdankowski.bsky.social · 04/12/2024

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Chris Dankowski @cdankowski.bsky.social · 04/12/2024

You've got to work through the bad dials to get to the good one's. After a rough day, or week, of "no"s, I'd always tell myself "I'm due" and enthusiastically pound the phone. That's how I tricked myself into being resilient. It's also how gamblers hit rock bottom so.... 🤷‍♂️

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Chris Dankowski @cdankowski.bsky.social · 03/12/2024

More deals are lost to optimism than anything else. When you look at your pipeline, do so with a skeptical eye and analyze each Opp in terms of what could go wrong. List every risk scenario and what you can do to mitigate each risk. Fold risk mitigation into your next steps.

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Chris Dankowski @cdankowski.bsky.social · 03/12/2024

I would love for us to embrace new and different email sign-offs collectively. Here are a few I'm kicking around... - Later - Bye - xoxoxoxo - I wish you well - Toodaloo - Until next time What else?

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Chris Dankowski @cdankowski.bsky.social · 03/12/2024

1) Prioritize your health 2) Prioritize relationships 3) Be a billionaire 4) Spend time in nature

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Chris Dankowski @cdankowski.bsky.social · 02/12/2024

Keep going! Don't give up before the magic happens. #mindset

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Chris Dankowski @cdankowski.bsky.social · 02/12/2024

Charlie Cruz is an awesome dude with an awesome career story. He started out selling cell phones in a mall kiosk and worked his way up to becoming an Enterprise AE. How the heck did he do that!?!?! You've got to listen to find out :-)

buff.ly

Middle of the mall to enterprise SaaS sales

PIPs & Pivots · Episode

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Chris Dankowski @cdankowski.bsky.social · 02/12/2024

When the email to your champion to follow up on the DocuSign bounces back #saleshumor

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Chris Dankowski @cdankowski.bsky.social · 01/12/2024

Do you want to make a real impression on your prospect, and distinguish yourself from the competition? End your next Zoom meeting by blowing a kiss and then immediately exit the meeting. They WILL remember you. 😘

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Chris Dankowski @cdankowski.bsky.social · 01/12/2024

You’d be surprised how many reps I talk to who do this. Or maybe you wouldn’t! IDK. It’s crazy to me. They’re amateur email marketers pretty much.

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Chris Dankowski @cdankowski.bsky.social · 01/12/2024

"Pain is life. Life is pain" - Katherine Applegate (obviously a full-cycle AE)

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Chris Dankowski @cdankowski.bsky.social · 30/11/2024

❌ "I hope this email finds you well" ✅ "I hope this email finds you one step closer to your dreams and aspirations of becoming a full-time ventriloquist in Branson, Missouri"

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Chris Dankowski @cdankowski.bsky.social · 30/11/2024

The best deals are referrals, hands down. It's not even a contest. Cost of acquisition = $0 Close rate = 50-70% Lifetime Value = 16% higher than a non-referred customer Plus, they tend to close quicker and easier than cold prospects.

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Chris Dankowski @cdankowski.bsky.social · 30/11/2024

There's no mystery to financial success. It really is as simple as: - Make coffee at home - Get a side hustle - Have a father who owns a diamond mine - Stop buying avocado toast

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Chris Dankowski @cdankowski.bsky.social · 29/11/2024

If you’ve been in sales for more than a minute, then you’ve absolutely been lied to in a job interview before. If you’re early in your career and things just sound too good to be true during the interview process, be sure to do your research.

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Chris Dankowski @cdankowski.bsky.social · 29/11/2024

Companies put so many resources into building BDR orgs, and do absolutely nothing to train AEs on how to collaborate with BDRs. You absolutely need to create enablement around AE and BDR collaboration that includes targeting, prioritization, swimlanes, and meeting cadence and agenda.

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Chris Dankowski @cdankowski.bsky.social · 29/11/2024

They doubled his quota the next year.

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Chris Dankowski @cdankowski.bsky.social · 28/11/2024

What’s the first thing to look at when evaluating a cadence's effectiveness? If you said opens, replies, or clicks you’d be wrong. The correct answer is steps completed on time, and skipped steps. You can’t truly gauge how well a cadence is doing if it’s not being used correctly.

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Chris Dankowski @cdankowski.bsky.social · 27/11/2024

When I first started in sales, there were two things at the front of my mind that set me up for success: 1) I don't have to know everything. I just have to sound like I know more than the prospect. 2) It doesn't matter how bad I sound. If I call 100 people every day, someone will buy something.

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Chris Dankowski @cdankowski.bsky.social · 27/11/2024

❌ “Will you be able to move forward by the end of the month?” ✅ “Honestly, if I don’t close this by EOM I’ll probably be let go. I don’t want to pressure you, but would you say it’d be a good idea for me to update my resume? NO PRESSURE!”

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