Netradyne

Enterprise Sales Manager

Commsor 🦕

Head of Mid-Market & Enterprise Sales

Salesroom 

Sales Director

Falkon

Head of Enterprise Sales

Jamf

Strategic Enterprise Account Executive

A lot of places

Career in Physical Fitness and Rehabilitation

Bob the Builder of Pipeline | Cold Calling Mercenary | Sales and Humor | Voted “#2 Best Parent” - by my 2 year old 🤷🏻

Welcome to my page - where you’ll find my best attempt at bringing some humor along with some fun facts and GTM tips and tricks!

We can all agree that life is typically too serious and stressful, especially on a professionally based platform, so I enjoy breaking that norm with some laughter in both my content and sales process.

Professionally: I specialize in building and refining sales motions and top of funnel processes, bringing a unique twist that “breaks through the noise” of the modern day dreaded norm of what people believe is good revenue generation.

Before moving to Sales, I had the pleasure of coaching and treating thousands of clients through rehabilitation and personal training for almost 10 years, where I now channel the same energy and passion in leading GTM teams.

You’ve scrolled this far, we might as well get to know one another.

I’m a redneck working a white collar job living in a blue collar state 🥔

“When you turn a passion to a profession and truly love what you do, then you don’t work a day in your life.”

💥I’ve been lucky enough to do that twice💥


↙️“About me”↘️

Mission 1: To push past the “limitations” that your mind sets whether it be physical or mental.


Mission 2: To build my career in Sales and build a bridge between my old world of fitness and apply those principals to the business world.


- Constantly looking to learn. Go spark up a conversation and learn something about them and that little conversation could change your life. 

- “You don’t know till you try” I find to many people (myself included) stay comfortable and are afraid of breaking complacency.

- There is no greater feeling being coached or better yet, coaching someone else, and watching them succeed.

Eric Iannello

Hey, welcome to LinkedIn, let me show you around a little bit…

The SDR role is dead

Outbound is dead

Hiring a VP to early will kill your business

Hiring a VP to late will kill your business

Hiring a VP will kill your business 

Sales has changed

This market sucks

Selfie

If you don’t have an agency you’re stupid

Saas is dead

Buy my course 

Look at my selfie, LOOK AT IT!

Do you even PTO bro

People care what I do before my 9-5

I speak to CEO and Founders everyfreakinday

This is the best template ever, drop a comment

You don’t have a podcast? Loser

I’m so effin humble 

9,9 mother effin 6 baby, woohoo!

Drop a comment. Right now

Super excited to go to some random event

Fortune cookie epiphanies

Game Changer Product!!

“Sorry, we’ll just proceed to the nearest exit over here. Thanks for visiting”

Bob the Builder of Pipeline | Sales & Humor | Voted “#2 Best Parent” - by my 4 year old 🤷🏻

Everyone: Parenting is the hardest job 

LinkedIn: Well you clearly have never tried cold calling during the holidays…

This may ruffle some feathers

But you know who’s not going to get hired?

The folks who treat their job search the same as they did 2-3 years ago

It’s so sad to log on here and see people post that they’re about to lose their house after submitting 600+ applications

*Also why everyone should work in hospitality and sales at least once in their life
Boy, do they prepare you for the real world between understanding a grind and how to sell a product…or yourself*

In order to land a position today, at a minimum, you need to:
- Connect like a sales person at a convention
- Constantly build and engage with a network 
- Attend events and be apart of communities
- Be the first one in line but also stay after closing 
- Be creative and make yourself stand out
- Be a step ahead and lead the process
- Ask the dumb questions and let curiosity leave no stone unturned
- Be resilient beyond belief and dont let the “no’s” knock you down
- Prepare for anything

And above all, lead with confidence

*whispers nicely so to not hurt people’s feelings* kind of like sales today…

If you’re just submitting a resume, what does that show the hiring team?


Sincerely,

Someone who has been through 2 org closures, 1 RIF and 1 product rebuild, all within the last 3 years, which has left him with a resume that looks like Nicholas Cages acting career

I love it when I see people put their achievements in their heading

14x presidents club

Top 2500 Sales Leader to follow

$1M-$2B ARR in 42 days


I’m going to start walking around with medals around my neck with all my achievements 

“Voted #2 Best Parent”

“Saved more than 15% on my car insurance”

“Put clothes in dirty hamper x5”


Next im going to have a name tag with all my {ex’s-name} on it

I may need some more name tags…




Course link in bio

When they know their written content sucks

No alternative text description for this image

Just when you think you’re on top of your game

Rippling goes and shows you how to really troll

 
Well played team

Absolutely well played



Your move Deel…

Lately it’s been feeling like I’m lost for answers

My oldest recently turned 4 and is becoming amazingly more aware…and curious

Most questions having simple responses like

“Why is the sky blue?”
- well, the earth is made up of mostly water and it’s a reflection of all the oceans

“How fast can a person run”
- Somewhere between 15-20 mph but your dad can run 30 mph!


But then there are those that just make me sit there, lost, trying to find the answer myself

“Hey dad, where does pipeline come from?”

….

You know what no one has ever said when they looked back on their life

“I wish I worked more”

I think working all day and showing up on Saturdays, hoping to ring the gong while others are resting is…cool

Whatever tickles your toes Tinkerbell

Just remember

This “996” narrative that VCs are getting their portcos to subscribe to

Typically leaves only one winner 

…and it’s not you

Working from 9am-9pm, 6 days a week may sound great when your writing a post bragging about it

But I have yet to see one person “reach the top” and claim that the sacrifice of a life outside of the grind was worth it

Even Brian Chesky (CEO of Uber) stated that the day after they IPO’d at a hundred billion dollar valuation, he woke up lonelier than ever…

“No one ever warned me how lonely you would get, and I wasn’t prepared for that”

Vinay Hiremath, co-founder and CTO of Loom, wrote a viral blog post about his feelings of having an identity crisis after selling the company due to dedicating and sacrificing everything for the org


I’m all for the grind and burning the midnight oil 

Just remember who, or what, you’re doing it for 

…and at what cost

Remember kids

It’s not the algo

Your content just sucks

Happy Thanksgiving!

Hey Chat GPT, give me a post that’ll generate a ton of engagement

“Hold my beer”

Steps to writing a post that’ll feed your dopamine craving

1.) victimized story
2.) half baked correlation to profession
3.) selfie 
4.) offer a course

What selfie should I choose?

“Pull open your camera feed. Close your eyes and scroll. Count to 3 and then stop and place your finger on one. That’s the one”

That’s it? That’s all I have to do?!

“Yup”

What about creativity?

“Ha”

Ok, anything else?

“You should tag someone popular on here too, just in case”

What if I don’t know them?

“So…you’ll get so many ‘this is gold’ comments it’ll make your hair grow back”

Wow, thanks chat! I guess I’ll be back tomorrow for another

“I got you fam”

I built an AI agent that scans all of LinkedIn and downloads every course offered

It then scans the course

Summarizes the content 

And then builds a GTM motion according to its instructions

I haven’t booked a single meeting or closed any deals with it…

But it took me just shy of 32 hours to build but you can have it for free!

Just comment “we are doomed” and I’ll drop you the link

You must first be connected with me and my neighbor Stuart in order to get it

But before that, make sure you’ve tickled a pandas big toe on Sunday and then counted to 735 while in a head stand

Didn’t know I had a newsletter?

Idiot 

Of course I do and it’ll change your life

Follow Eric Iannello for more useless tips

This time last year, right before Thanksgiving and my second kid was born

I was laid off 

No warning or severance

Healthcare was shut off the next day

“We’ve run out of runway”

I thought you told me I had 4 more months?!

“Today is sadly your last day…”


And then again, the November a year before

“We’re not going to be able to cover this month’s pay period, we’re still waiting for investor funds to clear”

It’s been 3 months since we’ve been paid! This is insane, I’m a single income family, come on {CEO}

“You think you’re hurting?! I have $1M of my own money invested in this company! You knew what you were signing up for when you accepted a position at a start up!” 


And then the year before that…

Yup, you guessed it

“Eric, we’re going to move back to founder sales”

Wait what, why?! I just hired another team after you let the last one go?

“Please start to conduct their exit interviews and yours will be held shortly after. You’ll be covered for 2 weeks following your departure…”


I’m sure there’s a lesson in here, somewhere 

Wouldn’t be a LinkedIn post without one

Something like:
- do the deepest due diligence you can into the company you’re joining
- always be prepared for the door to get unexpectedly closed on you
- build a network strong enough to shorten the gaps between employments


Q4 is the “weirdest” time of year for sales people

You get happy holidays vs missed annual benchmarks vs possible layoffs

If you have a twitch in your eye or some weird heart palpitations because 69% of sales people are due to miss quota on an annual scale this year

You’re not alone

If you choose to conduct staff reductions during the holiday season

You should also choose to kick the corner of the couch with a barefoot

…repeatedly

I think we should do a few conferences and really build the brand

“Wait, what?”

My head shot up concerned and reminded the CEO of a $15M seed round org

“We have 8 months of runway left!”

Yeah, but we need more pipeline

“Totally agree but events aren’t where we should be investing for new pipeline, especially ‘imeddiate’. How much are they going to cost?”

About $75k total…

“Wow, that’s almost an entire month’s burn! How much pipeline have you converted from past events?”

None but that was before our pivot

*VP of Demand Gen chimes in

There’s a few great logos registered to attend like Figma and Wells Fargo…

“Ok, wait a second, let me play this out. You’re wanting to sell to major accounts by meeting them at an event, then close them - pending that they want to talk - all within a 4-5 month window? How?”

Well that’s why we hired you, you’re the enterprise sales guy

“Why are we even targeting large orgs like that right now?”

That’s what investors want to see, good ARR and stable logos

“And how many do you currently have?”

None…

The harsh truth: hiring a founding sales leader as your emergency button doesn’t restart a dead GTM; it just makes the crash more expensive

If pipeline, positioning, product-market fit, and a pulse on reality is broken, no one person can sell your way out of the inevitable 

That’s why over 93% of startups fail: they wait until they’re almost out of time, then ask sales to perform CPR on a body that’s already gone

Afraid you might miss quota this year?

Here’s advice I’ve seen given on here to help


Create a brand and generate a side hustle of partnerships and sponsored posts

Buy a small business with massive margins and let your debt compound to wealth

Hire a coach from an industry leading org who pushes a product that sells itself

Subscribe to a newsletter created by the same rep who’s offering coaching at astronomical prices 

Watch a day in the life video so you can understand what successful people do before their 9-5

Comment something specific below the post so you can get access to their lead magnet that’ll unlock the secrets to increasing performance 


Man I tell ya, it’s a real head scratcher why people aren’t crushing OTEs anymore…

You know you’re a work from home parent when


You show up to a customer call with banana in your beard…and you never ate a banana 

Don’t break concentration during a conversation when you hear your kids getting in trouble and you’re next

Play customer call recordings on loud so your wife thinks you’re in a meeting

Get the left over chicken nugs slid under the door when you are heads down

Kid runs into your office butt naked while on a customer call


Keep it going

Psssst, course creators

your Grant Cardone is showing

Isn’t it interesting that those who usually sign off their posts with

🔔 Ring the bell for more 

Or

♻️ Repost this if you found it useful 

Are the same ones lecturing reps for having quota breath


Kettle meet pot

Here’s a term that should be commonly used on here

Thrift Shop Engagement

*Noun

1. Tagging one or more people in a single post with the goal of increased vanity metrics based on the tagged individuals popularity

2. Second hand or hand-me-down engagement

“The desperate dopamine feign tagged an 18 year old SDR in their post so that they could get the thrift shop engagement they were so thirsty to receive”

Early stage CEO told me I NEED to hire a SDR on my first day

“Love the idea, but let’s get me onboarded first and after we’ve finished building, testing and then deploying, we can tackle that head on.”

No, we need them now. Investors have come back stating they want more revenue in order to feel good about contributing money to our A round

“Ok, totally hear you, but that’s why you’ve hired me and brought in your own AE was to begin building the motion from scratch. Will this be your first BDR?”

Yup

“Awesome, but safe to assume you don’t have a system they can follow already built out?”

What do you mean? We just need someone to go out and dial.

“Dial who?”

Engineers

“Why?”

Because that’s who our solution serves to, what are you getting at here Eric?

“Sorry, not trying to press your buttons but hiring a SDR isn’t a plug and play like it once may have been. 
Who they are reaching out to vs who you serve vs who buys is all different. Have you began tiering out different ICPs and trying to optimize various channels?”

Yeah we take care of anyone who handles code deployment and Ive heard cold calling works with them

“Let me stop you right there, that isn’t an ICP definition. That’s a vision. What about demand? What is your marketing focused on and how is your inbound flow?”

We need pipeline, hence why I need a SDR

“Hang on for a second. A SDRs job is not to generate demand, it’s to isolate and capture it. How do you foresee them pin pointing the 3% in market to buy and then expanding to the 7% of the market primed to learn?”

Well we can figure that out with them

“Oh, so you’ll be ok with structuring the comp plan to exclude success criteria while we test and build?”

Ok, ok, where should we begin then


More bodies doesn’t equal more pipeline 

Generating revenue isn’t a “dial and they will come” motion

I love seeing SDRs in demand again but the founding role is quickly dwindling to a >10 month average tenure

Where most fail is they think they can hire their way into pipeline

-Let me get a SDR to generate pipeline and then have them feed it to an AE to close it and then leadership to monitor performance-

Rinse then repeat because thats considered scaling…

Build, test, deploy, validate - then hire

Trellus (YC W22)

Co-Founder

Aurora Flight Sciences Corporation

Data & Analytics Group Lead

Lead Computational Mathematician

Goldman Sachs

Vice President in Investment Management Strategies

Founder @ Trellus (YC W22) | MIT PhD | Get your AI-coach for cold calls at trellus.ai

As a co-founder of Trellus, a Y Combinator-backed startup, I am on a mission to empower sales development representatives (SDRs) with AI-based coaching and feedback. Trellus is a platform that analyzes SDRs' cold calls and provides them with personalized and actionable insights on how to improve their performance and conversion rates. Check us out at https://trellus.ai.

I have over 1.5 years of experience leading the data and analytics group at Aurora Flight Sciences Corporation, a Boeing company, where I applied my skills in data science, machine learning, and Python to optimize the design and operation of autonomous aircraft systems. Before that, I was a vice president in investment management strategies at Goldman Sachs, where I developed and implemented quantitative models and algorithms for portfolio optimization and risk management. I hold a PhD in physics from MIT and a BS in physics from Carnegie Mellon University. I am passionate about solving complex and challenging problems with data and technology, and creating value for customers and stakeholders. When I'm not working on Trellus, I enjoy rock climbing and bouldering.

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Eric Iannello

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The Battle

Eric Iannello

Craig Bonnoit

Followers

Posts

Engagements

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);}Eric Iannello's LinkedIn Performance

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