Madison Ditton Interiors

Co-Owner, Operations

JBR Clinical Research

Clinical Study Coordinator

Utah State University Institute for Antiviral Research

Undergraduate Researcher

Cook Foot and Ankle Specialists

Medical Assistant

Finnesse Flooring

Installer

Making Schools Safer at Praeventus Safety | Father

Luxury interiors and turnkey furniture design services for luxury homes and vacation properties.



Thomas Ditton

Atelio by FIS

Senior Sales Executive

Incode Technologies

Senior Director of Sales

Inscribe

Leading all things Go-to-Market at Inscribe.

Inscribe helps companies detect fraudulent customer information. We work with leading fintech, payment companies, marketplaces, and Fortune 500s to establish trust in a digital environment

VP of Sales

Jumio Corporation

Jumio provides consumer-facing enterprise B2B Identity verification software. 

We help online companies to reduce online fraud, meet regulatory requirements while also helping to enhance their online/mobile customer experience. 

•Airbnb uses Jumio to confirm identities of their global users looking to host and rent on their travel marketplace
•United Airlines leverages Jumio’s ID/passport scanning technology to streamline their check-in process prior to flight departure. 
•Jumio works with global financial companies to help automate their remote customer verification process, while helping to comply with KYC, AML, BSA and the Patriot Act

Headquartered in Palo Alto, California, Jumio operates globally, with offices in Austria, London, Montreal, India and all across Latin America

Global Director of Business Development & Strategy 

Head of Sales,  Americas 

Head of Financial Services Americas & APAC

Enterprise Account Executive

Account Executive

Polycom

Sales Representative

QuinStreet

Client Strategy and Development

Sybase an SAP Company

Financial Analyst

Alpha Kappa Psi (Professional Business Organization)

President

Sales Leader | Dad | Growth from $0->$100MM ARR | Real Estate Investor |

I help early-stage companies build a repeatable sales process by developing teams focused on execution. 

→What are you looking for in a sales leader?
___________________________________________________________________________________

Coaching and developing teams to execute sales strategy is essential to building a high-performing team. 

I’ve had the fortunate privilege to lead teams that….. 

•Exceeded 175% team quota in 2017 (+$3MM in new business)
•Exceeded 130% team quota in 2018 (+$8MM in new business) 
•Closed multiple 7-figure opportunities 
•Led a team book of business of +$20M with new business and upsells 
•Onboarded  +150 net new customers across 3 years amongst the team 
•2X sales booking in less than 1 year 


→Where I've helped drive top-line revenue with my teams?
___________________________________________________________________________________

✓Implemented and executed a sustainable sales playbook that simplifies the selling process for reps 

✓Coach and train teams on the MEDDIC framework and put in place clear mutual engagement plans for complex sales process

✓Partner with cross-functional teams to build a healthy pipeline and revenue engine that's informed by clear unit economics 

✓Optimize team performance by establishing clear KPIs, and sales dashboards while also getting into the weeds in sales calls anywhere/anytime

Johnson Ha

I'm a sales guy. I don't know Python, JavaScript, or React.

In 60 days, I built 5 systems with AI. Spent less than $30 on development

January 6 to March 2. 54 sessions. About 10,000 messages. Using Claude Code, Replit & OpenClaw. 

What I built:

1. Prospecting automation that researches and drafts outreach
2. Full-stack app with React, Next.js, Supabase, and coaching analysis
3. Personal operating system for briefs, priorities, and pattern review
4. Sales playbooks (30 files, 4 layers), a new rep can run on Monday
5. Multi-agent setup with rules and memory

Clear inputs beat better prompts. That was the lesson.

I documented the architecture in a 3-page PDF. 

DM me "SYSTEM" and I'll send it.

Repost if someone you know needs to see this.

Next Tuesday, I'll share the 15 principles that made this work. Day 2 of 3.

60 Days with AI 

Bay Area folks. 

Meetup today at 3:15pm PT in Newark/Fremont.

Claude Code, Replit, OpenClaw.
Real workflows.

I’m non-technical. I’ll share what worked and what broke.
A surprising number of engineers and PMs signed up too.

If you can make it, grab a spot. 

Event details in the comments 👇🏼

Nobody teaches you the real sales lessons on your first day. 

You think it’s about talking more.

Pushing harder.

Or perfecting a pitch.

It’s not.

It’s this.

Listening for real.

Not waiting to talk and nodding along. 

Find the real problem. Ask the uncomfortable question. Then be quiet.

Slow down.

Nervous reps speed up.

Confident reps pause.

Calm wins.

Walk away sooner.

Not every maybe is a deal.

If there’s no pain, no urgency, no decision maker, move on.

The best lessons never came from a playbook.

They came from blown-up deals and hard reps.

What would you add?

I built a full B2B sales playbook in a single AI session.

Not an email template.

Not a cold call script.

A complete system you can run on Monday.

- 30 files.
- 10 researched prospects.
- 6 deal workflows.
- $1.63M pipeline mapped.

Here’s what most people get wrong with AI in sales:

They use it to write copy.

That’s only the first step.

The real work is everything around the email:

- Who are we targeting and why
- What do we say that’s real personalization, not “congrats on the round”
- How do we run a deal from discovery to close
- How do we walk into a $300K meeting prepared

That’s what I built. Four layers:

1. Foundation
  Value prop, glossary, pricing guide

2. Prospecting
  Dream 10 scored, research hooks, ready to send messages, tracking sheet

3. Deal execution
 6 workflows with templates and worked examples

4. Meeting prep
Company intel, battlecards, call agendas, follow up templates

Top sellers already do this manually. 
AI doesn’t replace them.

It replaces the excuse for not having a system.

Swipe the carousel for the framework.

If you want me to walk you through how I built it, comment SYSTEM.

B2B Sales Playbook 

I hosted my first OpenClaw / Claude Code meetup this Wednesday in the Bay Area.

Small group.
Engineers. Developers. sellers, and a home healthcare business owner.

Everyone was trying to see how they could use AI work in their week
What stood out were the questions.

Not about the models or tools, but about outcomes.

- How do I use AI for marketing, GTM, and B2B distribution
- How do I drive more traffic to my business?
- How can I fix one workflow, specific to lead follow-up in my business?
- Can it help me build a better product experience (someone was building a puzzle game, another a dating app)

Then someone showed a working astronomy puzzle game they built in Replit.
Two days. From scratch.

That landed.
Two days ago, it didn't exist.

The process is simple:
Spec → constraints → output → then Build

P.S. I’m sharing a screenshot of my OpenClaw workspace. Looks like a lot, but you can start with ChatGPT using the same idea: a few markdown “operating specs” you load into your sessions.

DM me SPEC, and I'll send over the guide.

Still doing everything manually? You're under-leveraged.

AI isn't hype. It's a multiplier.

Top reps aren't working 12-hour days. They're cutting out the nonsense.

If I had to rebuild my sales stack from scratch, this is what I'd use:

1- Claude, Your call co-pilot

Before any big meeting:
• Paste notes
• Ask for 5 blind spots
• Ask for 3 hardest objections
• Ask how to reframe to outcomes

Stop "feeling prepared." Pressure test every call.

2- Grok, Your research shortcut

Before outreach:
• Pull latest news
• Scan exec comments
• Spot hiring trends
• Find trigger events

Context beats clever copy every time.

3- Wispr Flow, Your follow-up engine

Right after a call:
• Voice dump your raw thoughts
• Let AI clean and structure
• Send a recap in 10 minutes

Speed builds trust.

4 -Replit, Your unfair advantage

Need:
• A quick ROI calculator
• A custom demo
• A lightweight deal support tool

Build it. Show, don't just tell.

5 - @notebookLM, Your account brain

Upload:
• 10-Ks
• Website copy
• Case studies
• Call transcripts

Then ask:
• What are their top priorities?
• Where are they exposed?
• How does my solution fit?

Stop guessing. Map the account.

The shift is simple:

Less admin.
More thinking.
More closing.

AI won't close the deal for you.

But it will give you more at-bats.

What would you add?

Last week I shared the 5 systems I built with AI.

This week: how I got them to work.

A few weeks ago, I asked AI to build a sales playbook.

The first version looked polished. But it was useless.

Generic messaging. Generic positioning. Generic advice.

So I restarted the session.

Instead of a prompt, I gave it context:

the company website
pricing model
competitor positioning
past sales decks
Examples of my work

Five minutes of inputs.

Thirty files came out.

That’s when the pattern clicked.

AI isn’t just about better prompts. It’s about better inputs.

15 principles. All from mistakes. 

Here are 6 you can use:

1. Write an operating manual
- One page: constraints, strategy, decision filters. Load it every session.
- If I drift, it stops me and asks: “Name the risk in one sentence.”

2. Context beats prompts
- Before I ask for output, I feed inputs: website, pricing, docs, examples.
- 5 minutes in. 30 files out.

3. Constraints create clarity
- Write your hard limits down. Hours, priorities, projects.
- Then make AI check every decision against them.

4. Systems beat documents
- Don’t build a folder. Build a workflow.
- Templates that reference each other + a README + a weekly cadence.

5. Ask for small changes only
- If you ask for “improve this,” you’ll get a rewrite.
- Ask for a diff: “only touch X, keep everything else the same.”

6. Run a daily cadence
- 15 minutes every morning for 6 weeks.
- Patterns show up fast: my energy drops Wednesdays, I overcommit Mondays, fewer than 3 priorities = best work.

DM me "PRINCIPLES". I’ll send the full list with the stories behind each one.

Example of the Principles guide

Most people use AI when they’re stuck. I use it before I drift, like a daily coach.

Here’s the loop:

Morning (5 min)
• Pick 3 leverage moves
• Decide what I will not do

Midday (3 min)
• Check drift
• Cut busy work

End of day (5 min)
• Log what worked
• Log what broke
• Set tomorrow’s first move

The only prompts I use:

Morning
• “Give me 3 leverage moves based on my goals.”
• “What should I say no to today?”

Midday
• “Where am I drifting and what do I cut?”

End of day
• “Summarize wins, misses, bottlenecks, and tomorrow’s first move.”

Speed helps.
Clarity pays.
Consistency compounds.

If you want the workflow, DM me "LOOP".

AI is moving fast.

Don’t let your skills go stale.

I block 1 hour every day for growth.

Same time. Protected.

Run it for 8 weeks. You’ll stack 8 real artifacts.

Here’s how I use that hour:

1.	Think in systems
Turn one problem into steps AI can run. Save the prompts that hit.

2.	Ship something weekly
One micro deliverable a week. Template, checklist, script, teardown. 

3.	Train the human edge
Explain one idea in plain English 3 times a week.

4.	Get data literate
Learn a few metrics so you can sanity check outputs.

5.	Run a cadence
Mon to Thu learn.
Fri write 3 takeaways and 1 use case for your own library.

Resource list in the comments.

Stop asking AI to write your follow-ups.
Ask it what you missed.

Sales problems aren't bad luck
They're signals.

If you ignore them, you pay for it later. In lost deals, longer cycles, and sloppy follow-ups.

One tactic I use: reverse prompt AI after calls.

Not “write me a follow-up.”
More like “tell me what I missed.”

A few prompts to steal:

- What pain did I not get to the root of yet
- What is the real reason this deal could stall
- What are the top 3 objections I should expect next
- What question would a great rep ask right now
- How do I reframe this as outcomes, not features
- What are early signs they are serious instead of being polite

Run these right after every meeting.

You’ll spot gaps faster.
You’ll tighten messaging.
You’ll stop guessing if this is a deal worth pursuing.

What's your go-to prompt?

Don't just use AI to write emails.

Use it to run your deals.

Most teams have plenty of tools.

What they don’t have is a repeatable cadence.

I’d start with these 6:

1 - 30-Day Deal Risk Digest - (top risk + owner)
2 - Call to Next Step Autopilot - (summary + clear ask)
3 - Mutual Action Plan Generator - (dates, owners, milestones)
4 - Objection Response Library - (approved answers by persona)
5 - Weekly Forecast Copilot - (commit logic + gaps)
6 - 15 Minute Account Brief - (what matters, fast)

Simple Rule:

If it doesn’t save time and improve win rate or forecast quality, drop it. 

Start small. Two workflows for two weeks: 

- Call to Next Step Autopilot - (run after every call)
- Weekly Forecast Copilot (run every Friday) 

Measure: 
- Time saved per rep 
- Next step completion rate 
- Forecast accuracy 

That’s when AI stops being an email assistant and starts protecting revenue. 

Want the template pack? DM me and I'll send it over.

If you sell for a living, start here.

10 free AI resources.

One PDF.

Mapped to the work you do every week.

• Prospecting
• Research
• Discovery prep
• Follow-up
• Pipeline review

Send it to a friend who wants to level up their workflow.

10 Free AI Sales Resources 

I saved 15–20 hours/week with AI.

It had nothing to do with better prompts.

Most people use ChatGPT like this:

Ask → Answer → Move on

No memory
No system

So they repeat work every week.

I used to do the same.

The fix was simple:

15-minute weekly review

That’s what actually created leverage.

I broke it down here👇 

DM me "REVIEW" for the full guide.

taplio

The Battle

Thomas Ditton

Johnson Ha

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taplio

The Battle

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Johnson Ha

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Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Johnson Ha's LinkedIn Performance

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