Some great news for high growth tech.
3 huge companies reported earnings last week.
​MongoDB surged 37%​
​Snowflake surged 19%​
​Crowdstrike up 4%.
Bullish!?

NEWS TO KNOW

📚 – 10 Brand New Cold Calling Openers​
📝 – You’re the new AE… how to approach a new account​
💸 – Did an Elephant Join Your Call?
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BEST FROM LAST WEEK

📚 – Drive Velocity Between Sales Meetings (Me, 9/15)
📝 – Social Event Chicago – Me, Jen Allen, Jason Bay (9/25)

UPCOMING (EVENTS, WEBINARS)

Radically Easy – Creating a Point of View in 3 Min

90% of sellers still walk into a first call asking…

“What are your top 2-3 priorities?”

In 2025, there’s no excuse to not have done your research and come in with a sharper point of view.

It doesn’t have to be hard or take an hour.

Although you can’t predict/control how exactly the conversation will flow, I ALWAYS come to the table with 1-2 questions prepared to kick things off.

Just like a sports team generally knows the first play they’ll call before the take the field, right?

Here is my approach:

First, I do research to find two relevant observations.

1. people observation; and
2. company observation.

People observations can be found on Sales Navigator or Website.

• New Hires
• Recent Promotions
• Job changes altogether
• LinkedIn or Blog posts that include quotes or their initiatives

Company Observations:

• Website
• Blog
• Company LinkedIn
• Google News
• Speaking with a rep at the company first
• Recent previous opportunity

Then, I build a question using this Framework:

“I did my homework and it seems like an extremely exciting time to be at [Company].

[people observation] and you also [company observation].

Is [company observation], you and your [CEO names] #1 priority over the coming months?”

“I did my homework and it seems like an extremely exciting time to be at ACME.

Example from a call of mine:

You just joined the team 4 months ago as VP of Sales and you also just announced a new pricing model for Enterprise.

Is generating net new Enterprise customers you and your CEO Karen’s #1 priority over the coming months?”

Compare that to average openers like:

1. “So what are your top 2-3 priorities?”
2. “What keeps you up at night?”
3. “If you had a magic wand, what are 2-3…”

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