Mike Slattery - How to Make Incredible Money in Technology Sales

How to Make Incredible Money in Technology $ales

How to Make Incredible Money in Technology $ales

Mike Slattery

2018 by Professional-Brand LLC

All rights reserved. This book or any portion thereof may not be reproduced or used in any manner whatsoever without the express written permission of the publisher except for the use of brief quotations in a book review.

ISBN-13: 9781721677818

ISBN-10: 172167781X

Table of Contents

I f you simplify it, there are only two core components to making incredible money in technology sales. Those two core components are generating more pipeline and closing more pipeline. Thats it. Im not going to tell you that you need more pipeline and you need to close more deals. You already know that. Im going to show you the most efficient process for generating more pipeline and closing more deals, which will ultimately help you make incredible money in technology sales.

My commitment to you: I promise that if you read this book and implement these processes, you will save yourself time and increase your sales. If youre 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 net new logos, and I have never once missed a presidents club in my career. If you apply this system to your sales territory, youll make more money and elevate your technology sales career.

Ive conducted roughly one thousand discovery meetings. Ive sold to CEOs of emerging technology companies, chief information officers (CIOs) of Fortune 500 companies, CMOs of global brands, and chief supply chain officers (CSCOs) from blue-chip companies. This book and the integrated how-to videos will show you the detailed actions you need to take to be successful in technology sales year over year.

Regarding the first component of generating more pipeline, Ill show you how to stay motivated by fueling your resiliency fire. Well lay a solid foundation by showing you the most efficient white-spacing process. Once we lay the foundation, well build you a core system of automation for driving new pipeline. Well discuss a personalized messaging strategy that will drive new meetings with a click of a button. Ill show you how to break into any account with prospect journey mapping, and Ill 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 pipeline. Ill show you how to master the discovery meeting. Well discuss how to prepare and how to get the information you need to move the sale forward; even when you dont have access to the chief financial officer (CFO). Ill show you how to create internal champions via personal value to get the deal done. Well discuss closing the sale with justification statements and how to stay top of mind between interactions.

Also, Ill provide value between those two core components, such as how to ensure your long-term sales success and stay ahead of your peers. Ill discuss the importance of becoming an agile sales professional and adapting to your new environment.

Most sales professional have ADD, so Ive tried to keep this book as short as possible. Your time is valuable, and you dont want to waste your time. If you invest the time to apply the concepts in this book, youll make more money.

E arly in my career, I started to follow the money and soon found that top technology salespeople are paid more than doctors, lawyers, and some C-level executives. Many of these salespeople were making $200,000 plus year over year with less than three years of professional selling experience. The great technology sales professionals are constantly pulling in $400,000 plus year over year. There are some in the perfect storm environment that can even make $1 million plus per year.

I want to set something straight about money: making money is not a bad thing. In fact, if you have money, one could argue you can do more for your community, such as donating to charity or local schools. You can absolutely become a multimillionaire in technology sales. You dont have to be the founder of your own company or become the CEO. Im talking about becoming a millionaire as an individual contributor. All you need is a proven, consistent, disciplined sales process. If you do this right, you can constantly make $250,000 per year. Then play your cards right by investing a portion of that income. Finally, you need time to let your money grow. Its that simple. I am not a financial expert, nor is this book about financial guidance. This book is going to focus on the most important part of the equation, which is how to make incredible money in technology sales.

There are thousands of sales books on the market. Many of these books discuss high-level theories about the right sales process and methodologies. Many of these books lack the details you need to know to make a ton of money. This book isnt going to discuss another high-level theory about B2B selling. This book was written by someone who is in the trenches right next to you.

Im not going to tell you that you need more pipeline to generate more sales. Instead, were going to discuss the detailed ACTIONS you need to take to generate more pipeline and ultimately be successful in the B2B technology world. This book is about taking action and ultimately helping you make incredible money in technology sales.

In this book, Im going to share what Ive learned throughout my technology sales career. This book is not about sales leadership strategies. This book is for the individual contributor who wants to earn as much money as he or she possibly can. But if youre a sales leader, helping your reps sell more will ultimately benefit you, so there is value here for you as well. Well discuss the set of actions you need to take in your territory to be successful, and, most importantly, well discuss how to make incredible money in technology sales.

I f youre going to succeed in professional technology selling, you will need to be confident, driven, and, most importantly, resilient. Before we discuss any sales tactic or sales process, we need to get your mind right. You must become mentally tough and confident and find the fuel that is going to make you the most resilient SOB anyone has ever met.

There is a saying in Americas pastime (baseball) that great hitters fail seven out of every ten at-bats, thus giving them a .300 batting average. Think about thatthe best players in the world fail much more than they succeed. Alternatively, think about the runner. Anyone who has ever run more than five miles knows that running long distances is much more about mental toughness than is it physical. The same is true for all great sales professionals; you will face more rejection than any other profession. The key is keeping the drive going and staying resilient throughout the course of your sales career.

When you wake up in the morning, you need to know youre the best or that you will become the best. Start telling yourself there is zero chance of any of your peers beating you ever! If you truly want to achieve greatness and reap all the financial rewards, you need to start by getting your mind right. I want you to keep telling yourself youre the best every single day for the next ninety days. If you tell yourself this long enough, youll start believing it. Moreover, when you believe it, you can fully commit to making it happen no matter what obstacles you may face.

The more you start believing in yourself, the greater your confidence and conviction will become. People buy from sales professionals who show unwavering confidence and conviction in the value they provide. You must truly believe in yourself to produce the confidence that will make you great.