Edward Gorbis

I teach B2B sellers how to use AI to close bigger deals | $500M+ closed | I write Morning Sales ☕

I write Morning Sales ☕ — a free daily newsletter helping B2B sellers use AI to close bigger deals faster.Join 2,800+ subscribers → edwardgorbis.com-----Most sales reps are using AI wrong.They’re copying and pasting ChatGPT templates into cold emails and wondering why nobody responds. They’re automating volume instead of improving quality. They’re replacing the human element when they should be amplifying it.The sellers winning right now aren’t the ones sending 500 AI generated cold emails a week. They’re the ones using AI to research accounts in minutes instead of hours. To find warm paths into deals. To write follow ups that actually sound like a person wrote them. To prepare for discovery calls so well that the prospect thinks they’ve met before.I know because I’ve spent 15 years doing enterprise sales at AWS, WeWork, and high growth startups. I’ve closed over $500M in deals. And the biggest lesson from every single one: technology opens the door, but trust closes the deal.Today I lead a Generative AI sales territory at AWS. I see what the best sellers in the world are doing with these tools. And I see where everyone else is falling behind.That’s why I built Morning Sales.Every issue gives you one AI powered sales tactic you can use that day. Not theory. Not hype. One thing you can implement before your next call.Here’s what I cover:→ AI prompts that actually work for prospecting, follow ups, and deal strategy→ Frameworks for using AI without sounding like a robot→ Enterprise sales fundamentals that no tool can replace→ Lessons from closing 8 figure deals at companies like AWSIf you sell B2B and want to stay ahead of the AI curve without losing what makes you great at your job, follow along.📩 Get the newsletter free → edwardgorbis.com

SMB Growth

Peter Marriott just told me something that should make every sales leader uncomfortable.

"Never thought to reach out to a prospect merely asking for a referral from their company until reading the comment section on one of your posts."

Read that again.

A professional seller — someone who prospects for a living — never considered asking for a warm intro until they stumbled across a LinkedIn comment.

That's not a knowledge gap. That's an industry failure.

We trained an entire generation of sellers to send 200 cold emails a day. We gave them AI tools to send 2,000. We optimized subject lines, sequences, and send times down to the millisecond.

But nobody taught them to say: "Hey, I noticed you're connected to [name]. Would you be open to making an intro?"

Here's what AI can't replicate:

The trust your former colleague has in you. The favor your old manager owes you. The relationship you built over three years of working side by side.

AI made cold outreach faster. It also made it easier to ignore. Every inbox is drowning in AI-generated messages that sound polished and say nothing.

Meanwhile, one text from someone who knows you — "hey, take this call, this person is legit" — still closes more deals than a thousand perfectly crafted sequences.

Your network isn't a nice-to-have anymore. It's the last channel AI can't commoditize.

The reps who figure that out first won't just hit quota. They'll be unhirable — because every company will want the person who brings relationships through the door.

Shoutout to Peter Marriott for the honest feedback. What's the one intro that changed your career? I'd bet it wasn't from a cold email.

Edward Gorbis 🇺🇸

I write Morning Sales ☕ for B2B sellers | Warm intros convert 10x better than cold — I show you how | Top 1% Seller @ AWS | 15 years enterprise sales | ₿itcoin

"Never thought to reach out to a prospect merely asking for a referral from their company until reading the comment section on one of your posts."



"Your price is too high."

Four words that separate closers from discounters.

I heard it on a $180K deal last year at AWS. My gut said cave. My training said don't.

So I asked one question instead:

"Help me understand — too high compared to what?"

Then I shut up.

What she said next changed the entire deal.

"Compared to what we budgeted." Not the product. Not a competitor. The budget.

Which meant I wasn't talking to the person who could actually approve the spend. I was negotiating with someone who'd already been told no.

That one question saved me from giving a 20% discount to someone who couldn't sign the contract anyway.

I've watched this play out hundreds of times. The answer falls into one of three buckets.

And it's almost never about the price.

When someone says "compared to [competitor]" — you have a positioning problem, not a pricing problem.

When someone says "compared to our budget" — you're probably talking to the wrong person.

When someone says "compared to what we expected" — you didn't set expectations early enough in the deal.

Three different problems. Three different fixes. None of them require a discount.

The reps who cave on price at the first pushback train every future buyer to push back on price.

The reps who get curious and ask better questions close at full margin.

Price objections aren't about price. They're about perceived value.

Fix the perception. Keep the price.

What's the best response to a price objection you've ever used or heard?

The 6 months that protect your ego are the same 6 months that make you irrelevant.

Justin Welsh as nailed it — most people would rather be average forever than look stupid for 6 months.

In sales, that’s fatal right now.

Every rep I know is “waiting for AI to get better.”

Meanwhile the ones actually using it — badly, awkwardly, in front of their whole team — are rewriting how they sell.

Not because the tools are perfect.

Because the reps are training themselves to think differently.

The gap isn’t AI skills.

It’s willingness to be the worst person in the room at something new — while everyone else polishes skills that are quietly expiring.

6 months of looking stupid with AI will teach you more about your buyers than 6 years of “trusting your gut.”

Your gut doesn’t read 10-Ks at 2am.

The 6 months that protect your ego are the same 6 months that make you irrelevant. 

Walker Advertising

I split my time between Domo administration and Data Analytics.

- Onboard users to Domo
- Manage permissions, roles, groups, access
- Build ETL’s and visualizations to bring insight into how Domo is used
- Assist in gathering and analyzing data to square up with clients and ensure proper billing

Business Intelligence System Admin

I provide educational information via podcast, blog and YouTube, with the goal of helping people invest in Bitcoin safely, avoid scams (altcoins), avoid self sabotage due to volatility, and allocate properly based on historical trends and data.

Podcaster

File Vine

My day to day is migrating customer data into cloud software. This is how I spend my time:
- Advanced SQL (SSMS) data manipulation
- Analyze legacy data to pipe into Filevine
- Project oversight and timeline management
- Communicate with various team members about the status and planning of projects
- Document processes and best practices to serve as reference guides. I wrote the 13 page process guide used for all new hire training and keep it updated as processes change. I have written and organized several useful documents for the benefit of the team
- Work with a close knit team to train and improve processes and product
- Participate in thoroughly training new hires. Have trained 18 new hires on our processes.
- Tasked with organizing our teams knowledge base. Making it more intuitive to use, easier to search and more comprehensive.

I've been grateful to have some launches of enterprise and small clients and helping them increase productivity.

Data Migration Engineer

Kemper

- Create and maintain ETL jobs in Pentaho 
- Migrate Data from Oracle to Vertica
- Maintain Informatica PowerCenter jobs
- Monitor failed jobs and resolve associated issues
- Participate in month end processes and data validation
- Participate in weekend on call schedule

Data Engineer

STERIS Instrument Management Services

- Create views for easier ad hoc queries
- Develop new ETL for a key line of business to improve reporting internally and for external customers
- Designed a OLTP database for a new application
- Update and create PL/SQL packages and procedures
- Use Oracle, SQL Server, SSIS, Github to accomplish daily work

Business Intelligence Developer

The Church of Jesus Christ of Latter-day Saints

•	Design and build data integrations between various source systems and the various MS CRM apps
•	Administer deployment and configuration of SSIS projects and SQL Agent jobs on the CRM SQL Server instances
•	Monitor and troubleshoot issues with scheduled SQL Agent jobs
•	Administer SQL Server Database refreshes, backups and restores
•	Gather and document requirements for Database Services Team and its partners/customers
•	Interact with partners/customers as a technical resource to troubleshoot problems with delivered solutions

SQL Server Database Engineer

- ETL using SAP Data Services
- Created and maintained reports using Business Objects and Tableau
- Worked with customers (internal users) on usability and visualization
- Participated in data model design, changes and reviews
- Data profiling/validation in SQL

Oracle

I resolved Service Requests (SR's) regarding Oracle's E-Business Suite, pertaining to Purchasing/procurement, specifically accounting. Understanding of accounting, diagnostic methodologies, customer service, business strategy, etc.

Most of my work revolves around:
- Encumbrance
- Tax
- Accruals
- Procure-to-pay cycle

I was the first on our team to meet the objective to obtain my Oracle Certified Implementer in Oracle e-Business Suite certification.

I have written 50+ documents explaining solutions to the same amount of problems that had not been documented. These documents are viewed more than 1,000 times per quarter as customers seek resolution before, or during the course of working a SR. The documents I have written have been linked to the resolution of nearly 100 more SR's, outside of my own queue

Associate Technical Support Engineer

BYU-Idaho

Attend class and labs taught by Oracle Ace Michael McLaughlin relating to databases. Assist students progress in a challenging and fast paced class. General course material is listed below and located in full at: http://michaelmclaughlin.info/db1

- Oracle and MySQL 
- Error Checking   
- Industry Standards and Best Practices

Teachers Assistant Database 1

Midwest Pest Control

Prospected new accounts for the fastest growing pest control company in the Tulsa metro area and Northwest Arkansas. 

- 2012 Ranked 4th company-wide after selling 75 contracts in 41 days of work
- April 2013 Promoted to sales manager and oversaw company expansion in an area of 2,000 square miles that included several large cities
- 2013 Top sales representative at the end of the selling season with 200+ sales
- 2013 Individual sales alone expanded the company over 5%
- 2013 Staffed and participated in a team that expanded the company 11% 
- Responsible for daily training, motivation, scheduling of accounts, incentives and developing routes
- Trained to service homes

Resigned as Sales Manager, though I actively recruited for the next summer and continued to help with trainings. Continued to successfully sell over the phone and maintain relationships with several customers. Brought in over $100,000 in revenue.

Regional Sales Manager/Recruiter

- Built and decommissioned 15+ Oracle databases
- Applied Oracle and Red Hat Linux security patches and updates 12 times on Dev, UAT and production environments without incident
- Set up and administered high availability clustering
- Performed backups and recoveries several times
- Managed database and server storage on a weekly basis
- Resolved Oracle support tickets and error packaging
- Learned about hardening databases for security
- Managed dozens of Oracle database accounts
- Maintained and edited tutorial Wiki pages
- Participated in daily Scrum meetings
- Cleaned up servers, dropped obsolete tablespaces and users, investigated security and other functionality issues

Database Engineer Intern

Business Intelligence System Admin | Data/BI Engineer | Real Estate Investor | Podcast Host | Bitcoiner | Father of 3 | Freedom Maximalist

HOW I WORK:
I'm working to adopt the principles laid out in Cal Newport's "Deep Work." Here's what that looks like:
- Rise early, meditate, scripture study and exercise
- Work in deep focus in the quiet of the morning
- Have breakfast and spend time with my family from 7-9am
- Deep work from 9-1 and then lunch
- Another session of deep work, or depending on the day, meetings/administrative tasks (low focus required)
- Meticulous in my work and frequently document my code and best practices for the team knowledge base
- Implementing the principles in the 4 Disciplines of Execution by pursuing "Wildly Important Goals," paying attention to lead measures, keeping a scorecard and accountability

HOW I PLAY:
- Riding my motocross bike, pit bike, mountain bike, road bike, scooter, etc.
- Camping, hiking and getting out in nature
- Ping pong
-----------------------------------------------------
I have far more interests than I have time to pursue, which forces me to prioritize a few things. 

As far as my career goes, it's all about database:
- Data Migration, advanced data manipulation.
- Database development and design (Oracle, SQL Server, MySQL)
- Extract, Transform and Load (ETL processes)
- Data profiling and validation
- Documenting processes and tech tips

To accomplish what is expected I’ve had to understand the business and try to translate business needs into technical requirements.

I have also worked in sales, have led, managed and staffed sales teams, and worked hard to expand my skills widely.

Other interests:
- Personal finance/Investing/Economics
- Bitcoin
- Real Estate
- Podcasting

If you want a consulting session reach out to me here: https://peervuu.com/coaching/coach-profile/bKUFeovhj1e0cPJSsWfQbadrOIS2

BTW - That's not me in my LI banner pic, it's a pro motocross racer I idolize and share a name with. His view of the clouds aligns well with my day job moving law firms into the cloud, along with my high aspirations.

Cole Stuart

Over the decades, there has been a shift.

Employers pushing retirement savings responsibility onto employees.

First it happened with pensions, replaced with 401k’s.

Now it’s happening with health insurance, PPO’s being replaced with HSA (health savings accounts).

This has good and bad implications.

The bad news is that this is happening due to rising insurance costs due to lack of transparency and perverse incentives in the insurance industry.

This is pushing employers and employees into plans with higher deductibles and less overall coverage.

The good news is if you can be strategic, understand HSA’s and their benefits, you can come out ahead.

Here’s the key, HSA’s have a triple tax advantage, which means:
- no tax on money that goes in
- no tax on investment growth
- no tax on qualified medical spend

But some things to watch out for:
- don’t let your HSA dollars sit in cash!
- some HSA’s have a threshold of 1-2k you must keep in cash, and you can invest anything above that.
- watch out for fees, plug your fund choices into AI and get a summary of fees vs historical performance.
- keep your medical receipts! If you get audited the burden of proof is on you, they want to make sure you spend it properly for medical purposes

Now the fun part.

How to supercharge your HSA⚡️
- max your HSA (and get employer match if possible)
- use the IRS once per year transfer allowance and put it in the best performing asset with SOUND HSA

This isn’t ETF wrapped ₿itcoin in a HSA, this is real BTC, a step closer to the real deal.

This is sovereign money set aside for your health.

And they’re just getting started.

Data/BI Engineer | Podcast Host | Bitcoiner | Freedom Maximalist

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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);}Edward Gorbis's LinkedIn Performance

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