Ali Mohyuddin's Linkedin Analytics

The Sales Process You’re Probably Missing Most salespeople have a solid pitch and know how to close—but here’s the part of the process that often gets overlooked: Discovery. When you focus too much on closing, it’s easy to skip over the most important part of the sales process—truly understanding your prospect’s needs. Here’s why discovery is crucial: It Builds Trust: When you ask the right questions and actively listen, you show your prospects that you care about their unique challenges—not just making a sale. It Helps You Qualify Leads Properly: Not every prospect is a fit. The discovery phase helps you identify which leads are worth pursuing and which ones aren’t. It Allows You to Tailor Your Approach: Instead of a generic pitch, you can provide personalized solutions that speak directly to the prospect’s pain points. I’ve seen countless reps jump straight into their pitch, only to lose the deal because they didn’t take the time to learn what the client truly needed. By slowing down and mastering the art of discovery, you’re setting yourself up for long-term success. If you’re missing this step, you’re leaving money on the table. What part of the sales process has helped you the most? Let’s talk about what works.

Unpopular opinion: A massive pipeline isn’t always a flex. It might be holding you back. I used to think having 50+ deals in my pipeline meant I was crushing it. Busy inbox. Endless follow-ups. Plenty of “potential.” But here’s what I’ve learned: A bloated pipeline is often a distraction. It looks good on paper… But when you dig deeper, most of those deals are just noise: 🚫 Prospects that ghosted you two months ago 🚫 Leads that were never a fit to begin with 🚫 Conversations that feel more like wishful thinking than real momentum The best reps? They don’t chase everything. They qualify hard. They get honest about who’s worth their time. And they don’t keep “maybe” deals hanging around to feel busy. I've never had more than 30 opps at a time in my pipeline, and I crush quote every month and every quarter by margins. Because here’s the truth: 🕒 Your time is your leverage. And spending it on deals that will never close is a surefire way to miss the ones that could. So don’t be afraid to clean the house. If it’s not moving, it’s not real. Focus on fewer, stronger opportunities—and watch what happens.

🤷Are SDRs going extinct? 🦖 Not quite. But the role is evolving—fast. Here’s what the data tells us: 📉 Over 60% of SDRs' tasks can now be assisted by AI. According to McKinsey 📈 But 80% of buyers still prefer human interaction during complex sales: Salesforce 🤖 AI is automating repetitive outreach, not relationship-building The takeaway? SDRs who rely solely on volume are at risk. But those who master research, personalization, and strategic conversations? They’ll thrive in the AI era. It’s not the end of SDRs. It’s the end of lazy prospecting.

Should AEs earn more on deals they self-source? 💸💸 Yessssss..... Here’s the reality… Self-sourcing a deal isn’t just outreach. It’s strategy, grit, patience, and timing. You’ve built the list, sent the DMs, ate the no-replies, followed up again, got the meeting, ran discovery, did your own follow-up, closed the deal… That’s not just sales — that’s craftsmanship. Compare that to a demo request falling into your lap or a warm lead handed off from a BDR. Not the same energy. Not the same lift. So if it’s not the same, why are we paying them the same? Here’s what I’ve seen work well in high-performing teams: 🔹 Inbound / BDR deals → 100% standard commission → Clear ROE to avoid credit wars 🔹 Self-sourced / AE outbound → 120-130% commission → Bonus for hitting outbound pipeline goals → SPIFFs for outbound revenue → Accelerators kick in faster if you self-source your quota The logic is simple: If you want hunters, reward the hunt. Outbound is hard — and it should be rewarded as such. Curious: → Reps, how are you comped on outbound vs inbound? → Leaders, how are you structuring this today? Let’s hear what’s working 👇

👶 Young Sales Rep: “Just made my first cold call… I think I blanked after saying my name. The guy cut me off before I even got to explain what I do. Heart’s still racing, palms are sweating… Do they all go like this?” 🧓 Experienced Sales Rep: “Ah, the good ol’ ‘Who are you, and why are you calling me?’ Yeah, your first 100 calls are going to be rough. Mouth dry, palms clammy, and you’ll second-guess everything you say. And the rejections? They come quick—and they’re creative. But here’s what you need to know: That first call isn’t about closing. It’s about getting tougher. Here’s what helped me when I was starting out: Perfect your intro. Nail the first 10 seconds—think of it like a hook. Smile while speaking. Sounds cheesy, but it’ll come through in your tone. Don’t take rejection personally. They’re rejecting the interruption, not you. Track what works. Test different phrases, tones, and timing. You’re experimenting. Celebrate the effort. Don’t just focus on the wins. Making the call is a win in itself. Before you know it, your voice won’t shake. When you hear “Not interested,” you’ll calmly respond with, “I understand. Just one quick thing before I let you go...” And one day, a new rep will ask if it always feels this intense. You’ll chuckle and say, ‘Only in the beginning.’”

“You’re in sales? So… you convince people to buy stuff they don’t need?” I’ve lost count of how many times I’ve heard that. Here’s the truth: Sales isn’t about being pushy. It’s about solving real problems. The best salespeople I know aren’t aggressive talkers—they’re great listeners. They ask thoughtful questions. They uncover pain points. They bring value, not pressure. If you’re doing it right, a sale isn’t something you talk someone into. It’s the natural result of understanding someone’s need—and helping them fix it. Being “pushy” is what happens when you chase your quota. Being helpful is what happens when you focus on the customer. One gets you short-term wins. The other builds long-term trust, referrals, and repeat business. So no—sales isn’t about persuasion at all costs. It’s about service. Clarity. Guidance. And if someone still calls that “pushy,” they’ve probably never worked with a great rep.

Most deals don’t close on the first call. They close in the follow-up. Quietly. Patiently. Persistently. But here’s the thing— Most reps give up too soon. They send one email. Maybe a quick LinkedIn message. Then… radio silence. And just like that, the lead’s gone cold. What they don’t realize is: People are busy. They forget. They get distracted. And sometimes, they’re just not ready yet. But they will be—if you stay top of mind. That’s where the magic of follow-up comes in. ✅ It shows you’re consistent. ✅ It proves you care. ✅ It builds trust over time. I’ve had deals close after 7+ touchpoints. Not because I was pushy— But because I was present. The follow-up isn’t nagging. It’s nurturing. It’s reminding someone, “I’m still here when you’re ready.” So if you’re ghosted after one message, Don’t walk away— Follow up. That’s where the real sales game is played.