Actionable weekly learnings for B2B tech sales reps who want to get better at the craft.
Most salespeople think they have a champion. Most don't. Here is how to tell the difference between a coach, a fan, and a real champion — and three tests that reveal which one you actually have.
Read the full post →A $150k deal in New York. Strong champion, full MEDDIC, POC done, price agreed. Lost because the prospect's investors backed our competitor. What it taught me about detachment.
Read the full post →You can have the best solution, the best relationship, and the best business case — and still lose the deal because the CEO doesn't see themselves in the problem.
Read the full post →I spent 12 months on a deal that was never going to close. Sixteen meetings. At least 20 hours of prep. Here's what I learned.
Read the full post →I'm a Senior AE at Gartner based in Barcelona. I've been in B2B tech sales since 2019, across London, Singapore, New York, and Barcelona. I write this blog to share what I'm learning week by week — the wins, the losses, and the frameworks that actually work in the field.
I want this to be the resource I wish I'd had when I was starting out.
