Looking back, there’s a lot I wish I’d known earlier in my sales journey. Here’s a list of the top 14 pieces of advice I’d give to my younger self. Whether you’re new to sales or seasoned but looking for fresh perspectives, these lessons are sure to resonate.
1. You’re in Sales Now—Own It!
The sooner you embrace this, the better. Everyone is in sales in some way or another, whether you’re selling a product, an idea, or even just yourself. Embrace it early, and everything else will get easier.
2. Learn to Say “No”
Not every opportunity is the right one. Saying “no” doesn’t close doors; it opens the right ones. It’s liberating once you get the hang of it.
3. Focus on the Customer’s Challenges, Not the Product’s Features
It’s never about your product’s bells and whistles. The magic happens when you address the customer’s actual challenges. Make it about solving their problems, not pitching your product.
4. There’s No “Golden Demo”
One-size-fits-all? Doesn’t exist. A demo that worked for one client might not work for the next. Tailor each experience.
5. Know the Jargon—It’s Your Seat at the Sales Table
ARR, ACV, NDR, TCV… they’re more than just acronyms; they’re your gateway to having a meaningful voice in sales strategy. Understanding these financial terms is crucial if you want to contribute at a higher level, strategize effectively, and make decisions that align with the business goals. Master the language to earn your place at the table, not just to impress.
6. Discovery Never Ends
Discovery is a constant. Keep digging, keep asking questions, and never assume you know it all. Customers’ needs evolve, and so should your understanding of them.
7. Challenge Your Customers
Yes, you’re there to help them, but sometimes that means challenging their assumptions or plans. If they’re about to make a misstep, speak up! You’re the expert here.
8. How You Sell is Just as Important as What You Sell
People buy from people they trust and like. Build relationships, show empathy, and listen more than you talk.
9. Your Skills Matter More Than Your Product’s Superiority
You don’t always need the “best” product on the market. Your unique skills and approach can outperform a superior product if you know how to leverage them.
10. Product Knowledge is Key, But It’s Not Everything
Knowing your product inside-out is crucial, but it’s just one piece of the puzzle. Combine that knowledge with empathy, communication, and problem-solving to win the game.
11. Connect Features to Solutions
No one cares about a feature if it doesn’t solve a problem. Keep tying back to how your product’s features address specific pain points.
12. Ask Better Questions
Surface-level questions lead to surface-level answers. Ask better, deeper questions to uncover the real challenges and motivations behind a customer’s needs.
13. Anticipate Problems Before They Arise
Being proactive isn’t just a nice-to-have—it’s a necessity. Addressing potential issues before they crop up shows you’re thinking ahead and have your customer’s best interests at heart.
14. You’re More Than the “Demo Monkey”
You’re there to guide, consult, and bring value. Never let yourself be reduced to someone who just shows features; be the advisor who helps clients reach their goals.
