Author | Lightnews

Chris Dankowski @cdankowski.bsky.social · Dec 18

Why don't all of these efficiency gains ever equate to more time?

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Chris Dankowski @cdankowski.bsky.social · Dec 16

It is a popular meme format

Chris Dankowski @cdankowski.bsky.social · Dec 12

BDRs and AEs should never ever have to touch Clay or any other solution like it. It's not their job, and is a gross misallocation of resources.

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Chris Dankowski @cdankowski.bsky.social · Dec 12

Enablement and leadership are always preaching at reps to sell in a certain way that's usually in direct opposition to what reps need to do to hit the number that leadership gave them.

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Chris Dankowski @cdankowski.bsky.social · Dec 11

If you drive a truck but never use it for truck stuff, then you're just doing big boy cosplay.

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Chris Dankowski @cdankowski.bsky.social · Dec 11

LFG!

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Chris Dankowski @cdankowski.bsky.social · Dec 11

Listening to an audiobook isn't reading a book. Don't tell me you're reading a book if you're just listening to someone read it to you.

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Chris Dankowski @cdankowski.bsky.social · Dec 11

Most sales reps will never go to Presidents Club, and that's OK.

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Chris Dankowski @cdankowski.bsky.social · Dec 10

Don't model yourself after the top rep at your company. They're usually a freak and you won't be able to get the same outcomes as them when you copy their methods. Copy the process of the top 2-3 most consistent reps instead.

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Chris Dankowski @cdankowski.bsky.social · Dec 10

99% of the time equity is worthless. Negotiate higher base, commission, severance or signing bonus instead.

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Chris Dankowski @cdankowski.bsky.social · Dec 10

If you want more interviews, approach your job search like you would prospecting into a key account.

Identify your decision makers.

Warm them up on linkedin.

Then reach out to them via phone and email with your resume and 2-3 compelling reasons for them to talk to you.

Chris Dankowski @cdankowski.bsky.social · Dec 9

Slow down to speed up.

#mindset

Chris Dankowski @cdankowski.bsky.social · Dec 9

POV: Being over 100% attainment heading into the last week of the month.

#techsales

Chris Dankowski @cdankowski.bsky.social · Dec 9

OK, but how much shareholder value did they create?

Losers!

Enjoy your socialized healthcare, chemical free foods, robust paternal leave, and lack of gun violence.

Y'all still haven't won a single Super Bowl.

USA! USA! USA!

Chris Dankowski @cdankowski.bsky.social · Dec 8

❌ “Will you be able to move forward by the end of the month?”

✅ “Level with me, am I safe to put that deposit down with the pool contractor?”

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Chris Dankowski @cdankowski.bsky.social · Dec 8

Derive outcomes by winning the inner game.

#mindset

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Chris Dankowski @cdankowski.bsky.social · Dec 8

Chances are that whatever it is that's stressing you out probably won't be important next week/month/year.

Pause to ask yourself if you should care.

#mindset

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Chris Dankowski @cdankowski.bsky.social · Dec 7

POV: You remember that you're an eternal spirit that has existed before time who's driving a skeleton covered in meat on a tiny particle of dust flying through a barely microscopic universe, and that quotas don't matter.

#techsales

Chris Dankowski @cdankowski.bsky.social · Dec 7

❌ “Will you be able to move forward by the end of the month?”

✅ “We only have capacity for one new client this month. Should I hold the slot for you or are you not really that serious about your business?”

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Chris Dankowski @cdankowski.bsky.social · Dec 7

❌ "I hope this email finds you well"

✅ "I hope this email reminds you that we're all spiritual entities having a human experience, and that we have no beginning and no end and are all made from the same invisible energy and molecules and that time is a flat circle”

Chris Dankowski @cdankowski.bsky.social · Dec 6

One of my first sales mentors was really big into mindset.
He'd tell me things like...
- Even when you're doing great at this job, you're still failing 99% of the time
- It's all mental. You can't let yourself get too high with the highs, or too low with the lows. You've got to stay in the middle

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Chris Dankowski @cdankowski.bsky.social · Dec 6

Do what you can with what you have.

#mindset

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Chris Dankowski @cdankowski.bsky.social · Dec 6

Quitting and restarting or changing direction are not the same thing.

Sometimes taking a step back allows for two steps forward.

#mindset

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Chris Dankowski @cdankowski.bsky.social · Dec 5

Do you know exactly what you need to do to hit your quota?

I bet you don't 😁

This episode talks about a simple framework you can use to create a clear and predictable path to quota for yourself

Know your numbers

PIPs & Pivots · Episode

buff.ly

Chris Dankowski @cdankowski.bsky.social · Dec 5

Right now, a sales rep just hit 'send' on an email that took them 30 minutes to write, that their prospect will never see.