DS

DS

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@dsing42

Jun 14

Everyone has the tools now. Ship something with them before the feeling of productivity becomes the whole job.

DS

@dsing42

Jun 14

Volume was never the constraint. Knowing which accounts are actually in-market this quarter is the hard part, and no amount of send-speed fixes a bad target list.

Alexa Web3 (e/acc)

@alexabelonix

Jun 14

If your AI SDR is proud of sending 5,000 emails, I’m already nervous. The market does not need more automated enthusiasm. TechCrunch covered Actively AI saying classic AI SDRs failed because they played the “pure volume” game. That’s exactly the trap. The better sales AI does this: reads CRM finds patterns in won deals checks account signals ranks high-value prospects explains why they matter suggests the next best action The dumb version writes more emails. The smart version tells the founder which 12 people are worth human energy today.

DS

@dsing42

Jun 14

One customer once ate 40% of our support hours and still churned inside a year. Closing them cost us two good accounts we were too busy to serve. Winning the wrong-fit deal is the most expensive thing a sales team can do.

DS

@dsing42

Jun 14

I got my biggest raise the year I stopped trying to look busy and started saying no to the work that didn't matter.

DS

@dsing42

Jun 14

Most sales forecasts are graveyards. Deals nobody wants to call dead, still sitting there taking up space and hope.

DS

@dsing42

Jun 14

Why do we promote the best rep to manager, then act surprised when we lose a great seller and gain a mediocre coach?

DS

@dsing42

Jun 13

Most 13-hour days are 4 hours of real work wrapped in 9 hours of self-inflicted interruption. Cutting the noise beats adding hours. Protecting attention is the hardest discipline a founder ever builds.

Arlan

@arlanr

Jun 12

one thing i learned from @naval: 4-5 hours of ACTUAL deep work beats 13 hours of doing unnecessary shit. what I implemented to operate the company so far: 1) no slack policy, ONLY imessage. 2) no wake up times. my team usually wakes up at 1pm and works till 3-4am. 3) time spent researching the user > time spent building the product

DS

@dsing42

Jun 13

Buyers spot an AI-written email in two seconds now. The advantage flipped. The rep who actually picks up the phone is the differentiator again.

DS

@dsing42

Jun 13

One bad senior hire cost me more than a year. Not just their salary. They lowered the bar, and three good people quit within six months because the standard slipped. Culture is set by who you tolerate.

DS

@dsing42

Jun 13

Quota didn't make my best reps great. Curiosity did. They wanted to know why a buyer was stuck more than they wanted the commission.

DS

@dsing42

Jun 13

The exit question is the whole call disguised as an afterthought. 'Does that make sense' begs for a yes. 'What would have to be true for this to be worth doing' makes the buyer sell themselves. Most reps coast through the 90 seconds that actually decide the deal.

Chris Orlob

@Chris_Orlob

Apr 26

Hot take: the best AEs I know spend more time on their exit question than on their entire demo. The exit question is what you ask in the last 90 seconds of every call. Most reps end with "does that make sense?" or "any questions?" Top reps end with: "Based on what you've seen today, what would need to be true for you to move forward this quarter?" That question forces the buyer to articulate every obstacle standing between them and a decision, while you still have time on the call to address it. "Does that make sense?" gathers confirmation. The other one tells you exactly how to close.

DS

@dsing42

Jun 13

3 signs a deal is already dead even though the rep still has it on the forecast: it slipped two quarters straight, the champion stopped replying to anyone but you, and every next step is a meeting to book the next meeting. Kill it and free the rep.

DS

@dsing42

Jun 13

Half the things I was sure would define my career didn't. The boring habit of returning every call within a day outlasted all of them.

DS

@dsing42

Jun 13

You learn more from a clean loss than a messy win. The win hides a dozen mistakes the loss would've shown you.

DS

@dsing42

Jun 12

The same gap shows up inside companies. Profitable is a number. Healthy is not having to check the number before you make the right call for a customer.

Dan Martell

@danmartell

Jun 12

Rich is a number. Wealthy is not having to check the number before you decide.

DS

@dsing42

Jun 12

The mentor who helped me most never gave advice. He just asked the question I was avoiding, then waited for me to say it out loud.

DS

@dsing42

Jun 12

Three numbers told me my first startup was actually working, and revenue wasn't one of them: how many users came back in week two, how many told a friend, and how many got angry the day we had downtime. Revenue was just the echo.

DS

@dsing42

Jun 12

Stop rewarding the rep who saves the deal at the buzzer. Reward the one whose deals never needed saving.

DS

@dsing42

Jun 12

Every model launch gets crowned the thing that finally ends sales jobs. Then quota still gets carried by humans. New tools move the grind around. They don't replace the judgment a buyer is actually paying for.

Kyle Asay

@KyleAsay_

Jun 11

Every time a new model is released: “Mythos just replaced my sales team” Posted by the same person that said “Opus just replaced my sales team” And “GPT 5 just replaced my sales team” Interestingly enough these people have never in their lives run a sales team but anything goes for clickbait content

DS

@dsing42

Jun 12

Marketing teams were taking 8 weeks to launch an ABM campaign that should take an afternoon. We started AvairAI because that gap made no sense to me. The grind was never strategy. It was just work nobody had bothered to automate yet.