zoë hartsfield 🌊

good @ building pipeline | bad at most other things | currently building pipeline + evangelism at Apollo

I've generated over 100MM impressions for brands on social media in the past 24 months. Most coming from LinkedIn. Building world class employee, executive and influencer advocacy programs for B2B software companies. 

I'm a marketer by trade, but sales has my heart. Also passionate about helping younger professional level up in their careers (mostly by charing lessons I learned the hard way).

-------------------------------------------------------------

If you're a brand and want to collab on content, shoot me an email at zoe@zoehart.co

If you're a young professional looking for tips, hacks, and learnings to help you level up, hit the bell & follow me on IG (@zoepatience) and TikTok (@zoeeharttt).

If there are other ways you hope to work together, shoot me a DM- let's chat.

Head of Marketing & Evangelism

Standing up the content, community & demand gen functions at Swantide. 
Q1 & Q2 OKRs + Wins:
- 4x inbound traffic
- organized and generated Sales Collateral Library
- guested on 15 podcast + webinars to evangelize the brand
- onboarded tools: HockeyStack, Warmly, Demandwell
- Stood up content calendar
- Stood up product release marketing with CS
- Trained the GTM team on social selling
- Created Community Driven Pipeline Playbook
- Launched Events marketing program hosting in-person and virtual events
- Stood up partnerships program
- Stood up first-ever referral motion (generating 15% of pipeline after 2 months)
- leveraging my personal brand to generate new business opportunities
- Set up GA4 + marketing attribution model
- Generated 50% of pipeline from inbound, content + community
- Generated 39% closed-won revenue from inbound, content + community
- did all of this without ads^ 😏


We are making implementing and configuring salesforce 10x faster, 10x simpler at 1/5 the cost. It's so easy, I can set up your Salesforce instance. DM me if you're about to or just bought SFDC and need help with configuration & system management. We've got you covered 😎

zoë hartsfield

"i don't want to work with you. you write in all lowercase. that's unprofessional."

my guy… i'm not going to write like me for you. i'm going to write like you for you. that's literally the point of ghostwriting.


lowercase everything works for MY brand cuz i’m a zillennial girlie in sales/marketing who doesn't take herself too seriously at all. 

But the CRO of a Series B RevTech company? You're not posting like that. 

You shouldn't post like that. Your board would have some big questions for you at the next quarterly meeting. 

(see what I did there?^)

when i write for YOU, i write like you. 

- Proper capitalization. 
- Structured frameworks. 
- The occasional dry humor that lands in a CFO's inbox without raising too many eyebrows.


i've been doing this long enough that nobody has ever figured out who i write for. and that, my friend... is the point. 

i like to consider myself the best ghostwriter you've never heard of ;)

so if you're worried i'm going to make you sound like a chaotic gen-z kid who types like she's sending a text... i promise i won't.

unless that's your vibe i guess

zoë hartsfield 👻

EGC is the new brand marketing | i build executive and employee brands on linkedin that drive awareness and revenue | executive brand & ghostwriting | documenting my life as a first time founder

I quit my job 2 weeks ago to go all in on [redacted]. I haven't even officially announced the new company (soooon) but closed my first deal with a DREAM client. Today. From a coffee shop. In Dubai...

I was always a W2 girlie, and I will still champion anyone who wants that life. 

Climbing the corporate ladder was an epic challenge and I am so grateful for that experience. 

But I remember so vividly a few months ago... the night I finalized my divorce, lying in bed thinking "what's stopping me?"


Am I scared? Yep.
Am I prepared? Nope.
BUT do I know anything about building a business on my own? 

Also no

F*ck it... I'm doing it anyway! And I'll bring you along with me.


So if you are into:
- Personal Brand/LinkedIn content tips
- Watching me (attempt) to build a 7 figure business in public
- Remote work/productivty hacks


It's nice to meet you. I'm zoë hartsfield 👻 and I'll be your host for this series. 

1 deal down. Many to go:)

i build linkedin personal brands that convert | personal brand tips, social selling training + executive ghostwriting | ask me about optimizing your linkedin strategy

DIY v hiring a professional: 

i’m in nyc for 48 hrs. my friend was taking some pics of me in time square and one of those street photographers came up and asked if he could take one for us 

i declined 

we took a few more and he came back to offer to just take one and show us. 

the difference was massive

so he took 40 more in 5 minutes and suddenly i spent $150 


but the end result was better than the 30 minutes my friend and i had spent 



sure it was pricey but i have a better product & results to show for it 




this post is about hiring a ghostwriter 👀

No alternative text description for this image

4 lessons from from 4 massive creators i met here in dubai this morning: 

MrBeast (yes this is real) - until you’ve put in the work to make 100 videos/try 100 times, you really can’t complain about it “not working” - you don’t even have enough data to make that call yet and you definitely don’t have the skills 

Vinh Giang - there is a much power in “pause” just give it that extra half second, especially on stage- it’s a way to let people absorb what you said and hook an audience in 

Amar Kandil - ask yourself if it will make an interesting story. everything can be an interesting story, you just have to find the narrative 

Justin Mecham - instead of teaching people 1 thing about everything, package everything about one thing. that’s the thing. that’s how to approach posts, products and courses. people don’t want 30 hours on a massive concept- they want 90 minutes on a core concept they can stack together with other core concepts. 


there’s something really special about being in rooms with people much smarter than you.

I’m 30. Single. Have a dog. Live in Colorado (for now).

And I run a ghostwriting + social selling training company (announcement coming SO soon).   I’m also a content creator who does brand partnership content every single week.  My day to day looks like this:

Wake up
Walk/Run
Coffee
Emails + slack replies
Write for exec clients
Make 1-2 demos for brands I am working with (using Consensus)
Update client dashboards in Notion
Record content before I lose the light
Write content for me
Emails again
Walk le pup
Forget I was supposed to eat at some point
Make dinner
Scroll/take notes for content ideas
Spend an hour working on the business (trying to build better systems, use Zapier, Notion + Slack to make my life easier)
Gym Watch something mindless
Eat a junk food snack because I am a trash raccoon at night
Go to bed

Repeat.



Some of my goals for 2026 revolve around leveraging tools to connect all the disparate systems and part of my business. Everything has historically been manual or a bit clunky.   I think in 2026 the business the tech that is blowing up are the tools that are connecting the dots for creators, founders and operators.   Clay did it for data. Zapier did it for tools. Consensus is doing it for the buyer journey.   As a new founder (and seller) I always want to be thinking about how to make my life (and my client’s lives) easier and more efficient. 

If you’re a seller, marketer or early founder in SaaS, I highly recommend checking out Consensus. Their AI powered a-sync demos allow your buyer to experience the full capabilities of your product when they’re the most motivated to solve their problem.   In 2026 you should be connecting the dots for your buyer.    And in 2026 I should really add “get a better calendar tool/time manager” to my to-do list because this is nuts. 



#consensuspartner  Ps. I have been traveling home from Tel Aviv for 22 hrs now. only 14 to go 👌🏼

i’m just here to say… 

post the content. 

stop over thinking it
don’t wait until tomorrow
stop doubting whether or not you have something valuable to say 

document your work, your life, your learnings… 




never know where it could take you:) 




… to dubai. 


it could take you to dubai…

i quit my job a few weeks ago to go all in on my business.
probably a year later than i should’ve.
why?

i was scared.
i wanted more cash in the bank.
more clients lined up.
and yeah… a $160k salary + health insurance was very comfy.

but i remember thinking:
“if i just had some runway… i could actually do this.”
one morning i checked my bank account and thought:
fck it. send it.

sometimes that’s all you need.
a little runway. a real dream. and some audacity.

that’s why this hit for me 👇
Stanley (Your Content Coach) is giving real $$$ to one person to cover their salary + cost of living for a full year so they can go all in on their dream.
not someday. not when you’re “ready.” now.

join dare to dream & enter to win $100k.


here’s how to enter:

sign up for stan (free)
post a 2-minute or less video on IG or TikTok sharing your dream + how you’ll bring it to life
use #standaretodream26 and tag Stanley 
complete the typeform after your video is live (link in comments)

winner is selected in feb.


also drop in the comments if/when you enter, I want to go watch it!

what’s your dream?



*no purchase necessary. void where prohibited. for official rules, visit daretodream.stan.store





ps. this is me this week closing my first new client since going solo. 

6 calls lined up for next week. 

if you’ve been thinking about going all in on you, let this be your sign.

whoever at apple decided the default file format for a photo should be .HEIC is a sociopath. and you know what…



actually that’s all. 

end of rant.

my senior year of high school i bat .488 but my junior year i bat .211. this one conversation with my coach changed my whole perspective:

“zoe, i know you want to be swinging for the fences- but waiting for perfect pitches keeps you from swinging at all. a single gets you in the game just as much as a home run does. Don’t you ever go down looking.” 


annnnnd then he told me that for every at bat i went down looking i owed him 10 laps at the next practice. 😬

fast forward to the next season: 

senior year i was league MVP, and bat just shy of .500 (developed a mean lefty slap bunt… iykyk)

All because i stopped waiting for the perfect pitches. 




This post is not about softball. 










(… its about starting your own thing/business/project/taking risks… in case i wasn’t clear)

headed to dubai to speak on stage at the largest social media and creator conference in the middle east. wtf is life! 
here’s all it took to get here: 

6+ years of tech sales, social selling and content creation experience
4 years of posting consistently on linkedin
3 years of ghostwriting experience 
2.5 years of social selling and personal branding training experience 
thousands of posts 
winding up in the back of a cab with the organizers of 1 Billion Followers Summit on our way to a happy hour in Cannes. 


i feel so lucky and i also know that so much work went into this. 

flight leaves in 8 hours- who am i seeing there? 


wish me luck 🖤

There was a time, not that long ago, where I found it extremely difficult to get out of bed in the morning… 

The world felt so big, and there was this weight in my chest that seemed to keep me pinned to the mattress. 

The anxiety ratting around in my head was constant. 

And there were moments that felt so dark and scary and lonely, it felt hard to imagine a life that was really worth living. 


I won’t pretend it magically got better over night. 

I won’t pretend to know the how or why of depression and how we get out of it 

But I will say with confidence… 

Dark nights give way to brighter mornings. It really does get better. 

Slowly, and then suddenly you’re up at 6a walking in the 20 degree chill and thinking… life is kinda beautiful. 


Idk who needs to hear this on a random sunday but, keep going. 

We need you here tomorrow 🖤

about to board my 7th flight of 2026. yep. 7 planes in two weeks. i often talk about all the pros of work travel, but here are some cons: 

- i’m sh*t at time zone math. 

and sometimes that means i pigeon hole myself into a 1a call on accident. constantly moving and shifting requires planning but also a ton of flexibility and grace for yourself when you don’t get it right. 

- airplane wifi is unreliable. 

of course my precious United Airlines  is almost always on it with the wifi but i’ve been on 2 flights with trip with 0 wifi and 3 with super spotty wifi on other airlines. this means i spent a solid 10 hrs of flight time with no connectivity and not a lot of ways to get real work done. annoying but is what it is. 

- jet lag. 

now i’m not totally convinced jet lag is real (she says as she types this into her notes app at 4a) but SOME people struggle to adjust to the new (or back to the old) time zone making productivity on the bookends of travel kind of rough. 

- lack of routine. 

it’s hard to maintain my “routine” abroad. sometimes because of conference schedules. sometimes because of logistics/lack of a car or maybe not being able to run in the area i’m staying in… you have to find ways to maintain normalcy within the confines of your situation. 




i mean… im reaching here. remote work and working while traveling is generally pretty awesome. travel delays, poor wifi and jet lag can be a bit of a pain but id have to say they’re well worth it for me to see the world. 

i hit dubai, tel aviv and nyc in the last 10 days, all while running the biz. 

it’s a pretty sweet gig if you ask me. :) 

please ignore the bags forming under my eyes. if i look tired it’s because i am. 

#remotework #worktravel #productivity

prospect: “but my last exec ghostwriter was 1/3 the cost.” 

me: “so why aren’t you working with them still?” 

prospect: “well they weren’t that good.” 

me: … 







the next time someone says “well the last guy was cheaper” remember… there is a reason they’re not the “current” guy.

A young woman came up to me after my talk at the 1 Billion Followers Summit in Dubai 2 weeks ago and asked “how do i get my first ghostwriting client?”: 

I told her she wouldn’t like my answer, but here’s how i did it. 


“do it for free” 

“free?” she asked? 

“yea, not forever, but if you have no experience, no portfolio and no social proof- then use this opportunity to build that up.” 


i wrote for 3 people for free in the very beginning. just for a month or two. then i asked them to pay me. 

2 said yes. 

all 3 became case studies. 

all 3 taught me something. 

i suddenly had a portfolio, customer quotes and confidence i didn’t have 2 months before. 

did i make any money in that time? no. but i credit that experience to all the money i’ve made ghostwriting since. 




sometimes you have to be willing to take a small short term loss in order to have future gain. 

take it from Costco Wholesale - they make $0 on their rotis chicken. in fact they lose money on them. 

but they place them in the back of the store KNOWING people have to walk the whole floor to get to them. people always end up seeing other interesting items and buying more. 

for me? i literally have a costco membership because i get a rotis every week. 

and i buy other stuff throughout the year as a result. 




the best businesses know when to take Ls as a strategic advantage. 



don’t mind me while i spend my afternoon doing client work and eating this thing straight out the bag with a fork.

Gila Shapiro 🖍️ is 25 followers shy of her first 3k and she told me when she hits it she will start posting weekly. she will also owe me $11. 

can you please go follow her and help her hit it? (and help me… i quit my job so i could use the $$$)

5 more hours on the plane… almost to dubai! but for now, this is my MUST have list of things to bring in my carry on: 

- laptop & chargers 
- extra headphones 
- hypoclorous acid 
- eye mask/face mask 
- extra change of clothes 
- hairbrush
- dry hair shampoo 
- current book
- mini pharmacy 
- tripod
- hand sanitizer 
- notebook & pen (cuz sometimes ya just gotta write stuff down 



what am i missing from my bag? 




ps. i filmed the whole experience of flying emirates to this event. (shout out 1 Billion Followers Summit ) 

this week is about to be insane. 

if you’re waiting on an email from me i’m on it- i just don’t know what time it is or where i am or when i am.  :)

I’m 30. Just quit my W2 job. Am renovating my house to rent it out. All while running my own business, completely remote. 

I’ve always been a fan of remote work. Maybe because I graduated college less than a year before "le Vid" hit and have spent 90% of my career completely working from "anywhere". 

But I think there are a few really critical systems every person or team needs in place to be effective when totally remote. 

These are 3 I’m focusing on as I build my business: 

- You need really strong a-sync communication systems. 
I don’t really care what you use, but pick a channel and stick to it. Trying to track down messages in 15 different places is a nightmare. 


- Strong SOP documentation + walk thrus.
This is critical for ANY remote team to get down EARLY. I use Tango to create quick walk thru’s of any process that needs to be done more than once. This allows me to do 2 things:

1. keep myself organized and honest when I am moving quickly… 

2. eventually delegate processes to other people (shoutout to my first part time hire!… you know who you are). 

Example, last week I showed her my exact process to take an interview transcript, parse it into posts, drop drafts into a client notion hub + how to ping the client in their hub to let them know content is ready. Now when she has questions, instead of asking me for 15 minutes, she has a step by step walk thru to help her if she gets stuck.

IF you need help with internal ops, staying organized, streamlining newhire training or just documenting SOPs as a founder or manager, give Tango a try.


-Finally you NEED a super portable work set up. 
I’ve got an iPhone, tripod, laptop, chargers, solid webcam, little laptop case that doubles as a stand, AirPods and I just got a sick portable monitor. Now I can work with my best set up anywhere in the world (I am literally typing this at 40,000 feet using 90% of that list). 

Once you have the right systems and tools in place, remote work becomes incredibly freeing. 

Never catch me working from an office again ✌🏼


Also can you guess how many hours I have been traveling for in this photo by the looks of my haggard face???

#tangopartner

i build executive and employee brands on linkedin | personal brand tips, social selling training + executive ghostwriting | ask me about optimizing your linkedin strategy across your team

one executive posting is a person with a Linkedin presence.

three executives and 5 employees posting is a brand you see eVeRYwHeRE.

think about it. 

if your CEO is posting, that's one connection point into a target account. one person someone might follow. one voice representing the company.

but if your CEO, your CRO, and your VP of Sales are all posting? Alongside 3 of your AEs an SDR and your head of marketing???

now you've got multiple different entry points. multiple different voices. multiple different ways for a buyer to stumble into your world.



most B2B deals have 8-12 people involved in the buying decision. different titles. different priorities. different content they care about.

your CEO might resonate with their CEO. but your CRO might be the one who actually connects with their CRO. your VP might be the one who gets the director's attention. and your SDR may be the one to convince your ultimate end user that the tool is worth giving a shot.

one executive posting creates maybe 5-10 connection points into a target company.

multiple executives and employees posting? that's 50+.

i've run this play at multiple companies now. it's never been "let's get one person going."

it's always been "let's get three-five people going and make your brand feel unavoidable."

one voice is a presence. three voices is a movement.

Best part about being a ghostwriter: You have no idea I am behind some of LinkedIn's top exec voices + brands.
Worst part?:

You have no idea I'm behind some of LinkedIn's top exec voices + brands 🥹

AE @ Gong | Closed Won 🦙 | 5x President's Club

Creating raving fans @ Gong. Founder of Closed Won. Dad to Monty 🐾 

Brian LaManna

"If you keep your nose to the grindstone and work hard and you've got the right people, anything's possible."

You don't have to Google him anymore.

🌹 Rose Bowl
🍑 Peach Bowl
🏆 National Champions.

I debated whether or not to go to the last game. Grateful for the people that pushed me to 'take the trip.'

Will forever be one of the most special times in my life. 

We work to live, not live to work. 

Hoo Hoo Hoosiers!!! 🥹

AE @ Gong | Closed Won 🦙 | 7x President’s Club

Today is Gong's EOY (fiscal). Sadly... we got shared that the super team, is being broken up. 

This was my 1st year in Enterprise Sales and truly a special experience. 

Ryan Burgos is the best manager a rep could ask for... A1 on deal strategy, there for you as a friend, and knows Gong Enterprise like no other (because he did it). 

AJ Trapani is the heart and soul of the team with positive energy. Doesn't hurt he's a perennial club winner and known for his blowout Q4s.

Caroline Lally is one of the best sellers I've ever worked with and the type you trust with your most important account. 

Julie Zwissler is a straight up dawg. Never afraid to ask the tough questions and say what everyone's thinking. 

Daryl (Weinhoff) Girvetz is the type of all-star that figures out how to get to blow out her quota, while being out most of the year on Mat Leave. 

Auryan Sajjadi is the hungry new teammate, who's learning from us... but doesn't realize we are learning from him too. 


Sad that this squad will be all shuffled up for next year.

But grateful we had such a fun and successful 2025.


P.S. Will miss the quarterly NYC trips and foodie tours too!!

Until further notice, this is an IU Football + Mendoza fan account.

We are here in Miami and ready for the National Championship.

I have never anticipated a game more in my life.

Full butterflies. Pit in my stomach.

But confident as ever.

Predictions?


P.S. No matter how it ends… I’m sad this season will be over. A magical run and some of the most fun I’ve had traveling + reuniting with college friends. But we don’t go to war with warm milk & cookies. Time to win.

Flew into Boston to see one of my favorite -new- customers.

And man let me tell you - they are cooking up something SPECIAL for 2026 and beyond. 

Fun to sit in attendance and witness the complete transformation they are bringing for dealerships this year. 

Very special in-person culture and energy that every company should want to replicate. 

They are NOT a company you want to bet against. 

Thanks for having me!! Joe Kenneally Mike O'Hanlon Eric Richmond Matt McGarry Kurt Bolgen Peter Cullen Maria Walkley Tenley Kyle Mackenzie Josh Constantino Liddy Joseph Josh Annie Matt D. 🚘 


P.S. If somehow unfamiliar... CarGurus brings unmatched transparency to car shopping, using data-driven insights to show real market value and help buyers spot great deals instantly. With the largest selection, trusted reviews, and pricing you can actually trust, it saves people time, money, and stress. And dealerships love working with them.

For a final presentation in a multi million dollar deal, the President and COO wanted to weigh in. 

My champion shared that he’d be joining the conference room and for us to be on our game.  

He joined the meeting with a notepad and pencil, took copious notes, and listened intently to every single word we said. 

Never pulled out a laptop of his cell phone. Never even caught him looking away from the screen. 

Asked thorough questions at the end and referenced every detail of our presentation. 

Will never forget that feeling of him being 100% present and giving us all of his attention. 

If a President and COO of a Multi Billion $ public company, one of the busiest people ever, can be 100% present, why can’t we do the same?

It stuck with me and respected the heck out of it 🚘 


P.S. Announcement post from Friday launching Club: https://lnkd.in/gzCQKSk4

Tech sales $$$ can be life changing.

But only life changing if you're smart with how you use it

Mike Tyson earned $300M and Allen Iverson earned $150M and both went bankrupt. Sellers, unfortunately, you closing 'big deals' won't ever get you even close to that.


5 𝐰𝐚𝐲𝐬 𝐈'𝐯𝐞 𝐬𝐚𝐯𝐞𝐝 𝐢𝐧 𝐦𝐲 𝐟𝐢𝐫𝐬𝐭 5 𝐲𝐞𝐚𝐫𝐬:


1) Track everything with 2 credit cards. I split to have 1 for subscriptions and 1 for all other expenses. 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝗽𝗮𝘆𝗺𝗲𝗻𝘁𝘀 𝘀𝗼 𝘆𝗼𝘂 𝗻𝗲𝘃𝗲𝗿 𝗽𝗮𝘆 𝗮 𝗱𝗼𝗹𝗹𝗮𝗿 𝗼𝗳 𝗰𝗿𝗲𝗱𝗶𝘁 𝗰𝗮𝗿𝗱 𝗶𝗻𝘁𝗲𝗿𝗲𝘀𝘁, unless you absolutely have to. This will help you start building up credit. Set a monthly expense goal and review monthly.


2) 𝗠𝗮𝘅 𝗼𝘂𝘁 𝗺𝘆 𝟰𝟬𝟭𝗞 each year - it takes advantage of tax-deferred growth, employer matching contributions, and compound interest, helping save more for retirement + reduce current taxable income.


3) Have a 𝘀𝗲𝗽𝗮𝗿𝗮𝘁𝗲 𝗰𝗵𝗲𝗰𝗸𝗶𝗻𝗴 𝗮𝗰𝗰𝗼𝘂𝗻𝘁 𝗮𝗻𝗱 𝗶𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁. Chase and Schwab make it super easy for me. My checkings is where my earnings and go and expenses flow out via credit card.


4) Each month, I transfer money from Chase to my investment account. My goal is to not transfer back to Chase, so I keep it conservative but 𝗮𝗹𝘄𝗮𝘆𝘀 𝘁𝗿𝗮𝗻𝘀𝗳𝗲𝗿 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗲𝘃𝗲𝗿𝘆 𝗺𝗼𝗻𝘁𝗵. 𝗡𝗼 𝗮𝗺𝗼𝘂𝗻𝘁 𝘁𝗼𝗼 𝘀𝗺𝗮𝗹𝗹. If you can automate a certain amount monthly, even better.


5) With an investment account, no need to be a stock guru to start. 𝗗𝗼𝗹𝗹𝗮𝗿-𝗰𝗼𝘀𝘁 𝗮𝘃𝗲𝗿𝗮𝗴𝗲 𝗶𝗻𝘁𝗼 𝗮 𝘀𝗮𝗳𝗲 𝗘𝗧𝗙. I use "VOO" which is a basket average of the top 500 largest companies. Over a 10-year window, it goes up an average of 8% per year. Meaning if you have $13,000, you'll earn an extra $1,000 per year. Not bad right?


Disclaimer: I'm not a financial advisor and this is not financial advice. Just sharing what's worked for me.

Make money, use money to make more money, repeat 🔁

Advice you'd give to someone just starting?

I now have 12 free resources built for 2026, all of them below.


𝟭. 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗣𝗹𝗮𝗻𝗻𝗶𝗻𝗴 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲 - Organized way to keep track of all your prospecting efforts and people you're going after.

https://lnkd.in/gwjX9Nya


𝟮. 𝗦𝗮𝗮𝗦 𝗔𝗰𝗿𝗼𝗻𝘆𝗺 𝗚𝘂𝗶𝗱𝗲 - Terms I never knew existed until I got into tech sales. 

https://lnkd.in/g9R9WH53


𝟯. 𝗠𝘂𝘁𝘂𝗮𝗹 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗣𝗹𝗮𝗻 - Template to keep you and your champion fully aligned through a deal cycle. Also, helpful to navigate security, legal, and who the signer ends up being.


https://closedwon.xyz/msp/


𝟰. 𝗙𝗶𝗿𝘀𝘁 𝗖𝗮𝗹𝗹 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗙𝗹𝗼𝘄 - Top 12 discovery questions to follow a typical first call flow.

https://lnkd.in/g75tkxRM


𝟱. 𝗗𝗲𝗺𝗼 𝗔𝗴𝗲𝗻𝗱𝗮 𝗦𝗹𝗶𝗱𝗲 - Agenda slide to cut the 2 minutes and show a visual instead. Buyers love visuals. This is it.

https://lnkd.in/gD5vaXf7


𝟲. 𝗦𝗮𝗹𝗲𝘀 𝗥𝗲𝘀𝘂𝗺𝗲 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲 - Grab a Google Doc template of my exact resume. 2 pages on other best practices, tips, and dos/don'ts.

https://lnkd.in/gESuWPBW


7. 𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹 𝗢𝗽𝗲𝗻𝗲𝗿𝘀 - 8 proven openers to get the call started hot.

https://lnkd.in/gdPP_D8J


8. 𝗡𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 - Actionable sales tips (and some B+ memes) delivered to your inbox every Monday. Trusted by 11,200+ sellers and counting. Read in 2-3 min.

https://lnkd.in/gjeVd_U8


𝟵.  𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝗛𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗚𝘂𝗶𝗱𝗲 - Quick reverses for the most common objections and methodology on how to 'handle' them.

https://lnkd.in/g36efdAw


10. 𝗔𝗹𝗹 𝗼𝘁𝗵𝗲𝗿 𝗿𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀 on Closed Won.

https://lnkd.in/gVY8Xpxc


♻️ Please consider resharing if it'd help others in your network.

📌 Sellers - what (free) resource should I build up next?

If you’re in Enterprise sales, you should not reach out to a top account right away. 

When you have a finite # of accounts, and each one has $500K+ potential, precision > speed. 

If you put that C Member in a generic sequence and they unsubscribe or you get a negative response, your opportunity may be gone. 

My #1 account in 2025: I didn’t push to land a real opportunity until 87 days in. 


All the things I did first:

-Dug into all previous opportunities and account history (Gong makes this radically easy + comprehensive )

-Set up Google Alerts for the account

-Attended their virtual earnings call and listened back to previous ones

-Watched 3 podcasts different leaders went on

-Added 20 people at the company on LinkedIn

-Connected with 2 AEs to run them past my early POV and get more intel

-Noticed the CRO hosted a charity… and made a donation for his name and sent over a quick note sharing a personal story. 


Slowing down to speed up is a real thing. 

Running it all back in 2026 ⚡ 


P.S. So pumped for the first ever coaching sprint in Closed Won Club tomorrow. Opening up more spots in April. Will pull from waitlist here: https://lnkd.in/gRwyxSti

I used to lose control of some demos.

They ask, “Can we just jump into the demo?” or “Can you click on that tab there real quick?”

Before you know it, you’re bouncing around features, harbor touring, without tying anything back to their goals.

Turns into a product walkthrough, instead of a solution-focused conversation.


A few ways I keep control…


𝗦𝗲𝘁 𝘁𝗵𝗲 𝗦𝘁𝗮𝗴𝗲 𝗘𝗮𝗿𝗹𝘆

At the start, I explain why we’ll focus only on the areas that solve their top priority.

“The best part about our solution is how much it can do, but that’s also the worst part. I’m going to focus most today on how you’d use it to solve ___.”


𝗥𝗲𝘃𝗲𝗿𝘀𝗶𝗻𝗴

When they ask to see a random feature, I don’t say no— I just want to know more:

“Happy to dive into that. Quick question: what are you hoping to see there? Knowing that will help me tailor this for you.”


𝗤𝘂𝗶𝗱 𝗣𝗿𝗼 𝗤𝘂𝗼

Match any small give with a get.

“No problem. We can jump into that. Knowing we have 15 minutes left, is it cool if we carve out time to discuss next steps following?”


Any way you keep control?


P.S. Closed Won Club waitlist here: https://lnkd.in/gcXtJ-RX

I launched Closed Won Club yesterday and limited it to 50 spots. 

In under 24 hours... 🥳 

Every
Single
Spot
Taken

You never know how it'll go when you launch something.

And I'm speechless. No words.

I genuinely believe selling is harder than it's ever been, with the pace of change.

While top performers are widening the gap and earning more than ever, most sellers aren't getting the coaching they need because managers are stretched thin.

Having to prioritize firefighting deals instead of developing real skills. 


Closed Won Club was built to solve this with 2 complementary approaches. 

1st - instant access to evergreen playbooks, frameworks, and tools (including Brian AI and a prompt library) that deliver proven strategies you can apply same-day of signing up.

2nd - monthly 30-minute coaching sprints, quarterly interviews with top 1% performers, and real deal tear downs that address what's happening right now in the market. 

This combination: Timeless fundamentals + rapidly evolving tactics.


I'll be opening a 2nd cohort of spots in ~April once we learn and iterate. 

Pulling from the waitlist queue first: https://lnkd.in/gcXtJ-RX

Pumped to share more about what we are doing!

I made a list of which sales skills I need to improve in 2026. 

Funny enough - one of my biggest areas of opportunity is returning to fundamentals. 

Things I already know, but things you can get sloppy on or slip into bad habits, especially during times where deal volume is extremely high. 

I want to re-nail 3 Brilliant Basics and get 11/10 at them all:


-Quantification of pain / ROI - in Enterprise, we have a world-class VE team we often plug in on deals to help build time to value and ROI models. I sometimes rely too much knowing I have that in my pocket… when we should still do some of that math together earlier in the stage. Tough conversations you have to be willing to have. Is this problem actually worth investing in?


-Compelling Events - I do a strong job at identifying them, but don’t think I anchor to them enough over and over. Once identified, you need to anchor to them and work backwards in nearly every conversation. It’s not just a checkbox to identify. 


-Next Steps… I know. Caught myself in Q4 sometimes not booking next meetings because I’m on a texting basis or have a great relationship with them. There’s absolutely exceptions… but the default should be always booking a next meeting. Need to not be so casual late-stage. Can cause deals to slip. Ensuring there's a true value-add for them in the next meeting is what separates versus a "check in."


Want to revisit this in 3-6 months and know I'm nailing all of them. 

What are you working on this year?

8 of my favorite in-demo questions to keep the discovery 🚂 rolling.

I have these in front of me on every presentation.



1. “What else comes to your mind when you see this in how you would leverage it?”

2. “What would this allow your team to do differently?”

3. “How important are these insights for you to have?”

4. “Tell me about your current process for this today?”

5. “How would you do this without *this feature*”

6. “What are the ripple effects of this challenge on the business?”

7. "How important is this problem to the organization?"

8. “How does this compare to what you are doing today?”



Be intentional with asking strong, open-ended questions

And ditch the "umm so... any questions so far?"

Keep discovery going, keep the deal going.


P.S. Favorite 1st call discovery cheat sheet here: https://lnkd.in/g75tkxRM

Joined Gong in 2021 to sell a -hot- product that (it felt like) everyone already knew. Then June 2023 happened...

We launched Gong Engage with 0 customers.

Suddenly, I wasn't selling just the #1 conversation intelligence platform anymore. 

I was selling an unproven sales engagement tool in a crowded market.

Here's the problem we hit immediately:

Every prospect asked: "Who else is using this?"

We had no case studies. Very few Beta references.

And burning through our early adopters on every single deal? 

Not sustainable when you're trying to get to 1,000+ customers fast.

That's when we started using UserEvidence.

Instead of manually tracking down customers for references, UserEvidence automatically captures product reviews, pulls verified stats, and creates battle cards we can actually use.

Now when a prospect asks "who else uses Engage?" - I can instantly share:
* Real customer quotes
* Specific use cases
* ROI metrics from similar companies

No begging customers for time. No stale case studies from 6 months ago.

As we've grown into a true multi-product platform, UserEvidence has become essential. 

Different products, different personas, different proof points - all organized and accessible.

If you're scaling a new product or expanding your platform, you need proof at scale.

Give UserEvidence a look: https://userevidence.com/


P.S. Will be partnering with them closely in 2025 to share other ways I am leveraging them. Thanks all for the support!

Brand partnership • AE @ Gong | Closed Won 🦙 | 7x President’s Club

Tell tale sign of junior sellers is trying to avoid risk in their deals. 

And getting defensive about risk in forecast / pipeline reviews.

Risk is uncomfortable and junior sellers often try to ignore it and 'hope' that it doesn’t come to fruition. 

When in reality the opposite is best.

Get comfortable knowing risk exists in every deal and it doesn't mean it's your 'fault.'


I write out the biggest reasons why I will lose the deal. 

Then 'the action' of how I will get in front of it.

Here’s a (real) scenario of a deal I had earlier this year:
-12 month evaluation and we were named vendor of choice. Fit perfectly to their initiatives. Great critical event with a competitor renewal in 2 months but we aren’t speaking directly with the decision maker on it (CRO). Have 5+ champions advocating for us.

What most sellers would think:
- Wow, we are in a really strong spot! We have so many champions and fit perfectly with their goals. Bummer the CRO isn’t more directly involved but my champ will get it done.


Here’s how I’d approach it instead.

Risk:
- Work/effort to migrate over to a new platform
- CRO not having direct involvement
- Their current vendor will try to save this renewal with aggressive pricing.
 
Action:
- Call out the risk of both next call
- Recommend a 30 min call with implementation to discuss migration
- Recommend a 2nd, 30 min call with CRO and main POC to review one-pager exec business case we will build for them.


For any fans of the book 'The Obstacle is the Way.'

'The risk is the way' in your deals cycles.

Don't avoid it, go through it.


P.S. Closed Won Club goes live 1/26. Be the first to hear about it here: https://closedwon.xyz/

There are 3 levels to motivation.

Learned this one from Atomic Habits.


Goals - Concerned with changing your results 

Processes - Concerned with changing your habits and systems

Identity - Concerned with changing your beliefs and self-image. The deepest layer.


Goal (examples) - Hit 100% of goal

Processes (examples) - Prospect 3 new accounts daily + review each call for coaching opportunities.

Identity (examples) - Be a President's Club winning AE that prides themself on their ability to self-source their own pipeline.



Setting goals, won't help you hit your goals.

Focus most on systems and identity.

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