The Arena Community

The Arena is a community where veterans can learn how to get jobs in tech sales and pursue mastery in their new roles. A place where you can connect with people who have been in your shoes and succeeded and also a place to connect with people that are currently walking the same path as you.

Founder

Top One Percenter

The Top One Percenter is a powerful and private sales network exclusively for T.O.P. members.

Rising sales stars and Top 1% sales professionals come together to prepare, learn, and master the art of sales. It all starts with mastering the mindset to perform at the highest level possible.

Upon acceptance, sales professionals are required to successfully complete the private 90 day Top One Percenter Academy in order to become a Top One Percenter member.

A select few sales professionals are accepted each quarter to attend the Top One Percenter Academy.

Partner

Salesforce

I'm responsible for supporting the Army as they fight to modernize, use data to make better decisions and leverage technology to advance their mission.

Enterprise Account Executive

🔬 The Practice Lab

Member

AFCEA Aberdeen Chapter

AFCEA - Emerging Leaders VP of Marketing and Publicity

NTT Ltd. is a leading global technology services company. We partner with organizations around the world to shape and achieve outcomes through intelligent technology solutions. 

As a global ICT provider, we employ more than 40,000 people in a diverse and dynamic workplace that spans 57 countries, trading in 73 countries and delivering services in over 200 countries. 

My focus is on information technology consulting and managed services. I help my clients realize their goals by becoming an extension of their team and helping them get business-critical projects over the finish line.

Client Manager

Client Manager with Dimension Data (a subsidiary of NTT Ltd.) focused on generating business outcomes by leveraging the power of technology, people, and processes.

Our approach is consultative and data-driven in nature. We believe that to get you where you want to go we first have to know where you are.  We focus on helping our clients achieve their goals by leveraging our broad and knowledgeable team of experts in areas around digital infrastructure, customer experience, cyber security, hybrid cloud and digital workplace.

Client Manager (Dimension Data)

Softchoice

Outside Sales Representative, responsible for managing and developing a local territory for corporate mid-market. I am responsible for helping businesses in my territory obtain, manage, and deploy technology solutions that help customers meet their business goals while saving them time, money, and resources along the way. 

Teamed with hundreds of internal technical and professional services resources, I have capabilities to help customers with all the major IT vendors, including Microsoft, IBM, Dell, HPE, Cisco, VMware, Citrix, Lenovo, and thousands of others.

Account Executive

US Navy

Manage a 6-person team to train and consult 315 Training Officers and their Commanding Officers Navy-wide.
•	Increased fleet-wide readiness for critical schools and requirements from 72% to 97%
•	Experienced public speaker: created and delivered over 75 presentations to Commanding Officers and crew
•	Spearheaded changes to essential high-profile presentations resulting in a concise product that helped customers improve their overall training programs
•	Supervise prompt corrective action to address training deficiencies, correcting over 100 deficiencies per week

Fleet Training Liaison Officer

Led a unit of 26 sailors as the Officer-in-Charge of the Navy’s only Coastal Command Boat (CCB) – a one of a kind, technologically advanced reconnaissance vessel.
•	Executed highly sensitive surveillance and reconnaissance operations resulting in over 1,500 hours of valuable on-target data of the objective
•	Successfully conducted 3 major overhauls of the CCB and coordinated the logistics of all repair operations 
•	Influenced multiple stakeholders to approve a series of challenging missions 
•	Coordinated with other U.S. ships to accomplish crucial missions 
•	Designed preventative and corrective maintenance systems resulting in a savings to the Navy of over $500,000 
•	Coordinated joint military training exercise between Germany, France, Italy, Bahrain, Australia, and U.S. forces

Platoon Commander, Coastal Riverine Squadron Two

Managed 80 sailors in training, administration, and readiness to maintain and operate critical communication and engineering equipment vital to the ship’s mission
•	Ranked #1 of 13 Junior Officers 
•	Hand selected by Commanding Officer (CO) to lead a challenging division of 26 combat information specialists
•	Led a 45-person team to locate, track, and apprehend Colombian narcotics traffickers; seized over $30M of cocaine en route to U.S.
•	Designated by the CO to train peers on qualifications of a Surface Warfare Officer

Division Officer, USS OAK HILL (LSD-51)

Tech Qualled

I graduated from an intensive training curriculum designed to give transitioning veterans a comprehensive understanding of the high-tech industry and develop key sales skills. The following is a list of core competencies emphasized: 

Product and Industry: 
	• Networking 
	• Collaboration 
	• Data Center Fundamentals 
	• Security 
	• Internet of Things 
	• Cloud Computing 

Sales Techniques: 
	• Sales and Business Acumen 
	• Prospecting, Qualifying, and Investigating 
	• Communication Skills 
	• Extensive Role Playing 
	• Negotiation Skills 
	• Executive Conversations (CxO) 
	• Closing and Objection Handling

Account Executive Candidate

As a founder of The Arena Community and a long time Account Executive, I have over seven years of experience in helping veterans transition into and master tech sales. I am passionate about empowering veterans to leverage their military skills and mindset to grow their careers and businesses in the technology industry.

I provide veterans with the training, mentoring, and networking opportunities they need to succeed in tech sales, from breaking in to becoming top performers. I also facilitate the exchange of best practices, insights, and opportunities among a powerful and private sales network of rising stars and top one percenters. My mission is to create a community where veterans can learn, grow, and thrive in tech sales.

Today is day 1.

So pumped to be building this with Eric.

8 months ago Eric reached out to me while I was at Salesforce with his famous line…

“Hey man, you willing to make a move for the right opportunity?”

We talked and I was impressed

But…. 

I flipped him!

Today, is Eric’s first day as Head of Growth for The Arena.

Eric is bringing years of tech sales recruiting experience.

But, that’s not why I asked him to join me.

I shared my mindset, vision and goals with him. We talked for months.

We discussed the market, our approach to it and how we might achieve our crazy goals.

Ultimately, he went all in on the vision of the arena. And the rest is history.

The Arena is officially a team of ✌🏼

Andrew Garcia

Founder, The Arena | Free Training at arena.vet | Pursue Mastery in Tech Sales With Me

How important is sharing mindset with potential hires?

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Dude I did NOT wanna run this morning.

But, we have created an accountability group in the arena.

We meet every thursday morning and review our previous weeks activity in front of the group.

We check YES or NO every day.

Very simple.

Today was a YES.



#InTheArena
#ClosedWon

How important is accountability in achieving goals?

What are the benefits of joining an accountability group?

What happens at the Thursday morning meeting?

The Arena has 3 offerings.

1 - join our jobs list and we will notify you of jobs that fit what you are looking for.

Price: Free

2-  Join our Jobs list AND get access to our online course. The online course shows you how anyone with a non-traditional background can get a job in tech sales. It was created so teachers, plumbers, nurses, veterans, law enforcement and anyone else with a non-traditional background could get a job in tech sales. 

Price: Free

3 - Join our jobs list AND get access to our online course AND join The Arena Community. The Arena Community is awesome. We have 3 weekly calls every week where we dive into topics that help you either get a job or get really good at tech sales. We do a bunch of interview prep. We do live cold calling together. We bring in guest speakers like VP's of sales and other hiring managers. We introduce you to employers looking to hire members of The Arena.

Price - Free to join. Then, one time fee -- 5% of your base salary after you get a job. 

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

Compliment of the week came from a leader at Cisco who has interviewed several members of The Arena in the past few weeks. 

"The Arena members I have interviewed are better prepared than most. The way they show up, professional and are able to translate their military experience into corporate tech sales roles, is second to none. The Arena is doing amazing things for those transitioning out of the military and looking for a role in tech sales." 

-Zachary Elliott Leader, MISL Program at Cisco

DM's are open. 

arena.vet - arena program

#InTheArena
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How important is military experience in tech sales?

This will increase chances of getting to next interview by 4x. 
 
Ask questions during the interview. 
 
Not just at the end.  
 
The best interviews are engaging conversations. 
 
Not a game of ping pong question and answer. 
 
In short, be curious. 
 
Here's a few questions you can ask your hiring manager in the interview... 
 
1. What's been the greatest challenge the team has faced this year?  
 
2.  What has been the thing you have enjoyed the most about leading this team? 
 
3. What is your biggest priority this year and why? 
 
What else??? 
 
#InTheArena 
#ClosedWon

What are some tips for engaging conversations with a hiring manager?

How do priorities impact the success of a team?

How can leadership impact the success of a team?

Every kid should tackle 3 types of jobs to build an unbeatable career foundation: 🚀 
 
As I'm raising kids of my own... something I'm thinking about as they are starting to get curious about how to make money.  
 
 
1. The tough & gritty ones: think farming, landscaping, or cleaning. It teaches perseverance. 
2. Frontline roles: like being wait staff, cashier, or retail associate. It's all about mastering people skills. 
3. Sales/ Rev Gen: dive into sales - commission-based, door-to-door, or fundraising. Selling to people is a superpower! 
 
These experiences aren't just jobs; they're the stepping stones to success in any field. 
 
What am I missing? 
 
 
 
#InTheArena 
#ClosedWon

What are the duties of a retail associate?

What are the skills required for wait staff?

I really just wanted to see if I could make an impact.

So, I started a business around something I believe in.

It’s not how to help people get into tech sales.

It’s helping people develop a bulletproof mindset.

I just happen to use tech sales training as the veicle to deliver the message.

“Always in the arena.”

“Dogged pursuit of excellence.”

“As iron sharpens iron, so does one man sharpen another.”

These are the principles the arena rests on.

Thanks to Collin Sponable for the hardware brother.

#InTheArena
#ClosedWon

Why is a bulletproof mindset important in business?

How can tech sales training help develop a bulletproof mindset?

Fully remote Senior SDR opportunity
$110K OTE (uncapped)
Looking for someone with experience

Very fair quota.
Opportunity to grow a team under them if they crush it. 


DM me for more details. 

What are the responsibilities of a Senior SDR?

Can you do what you said you were gonna do?

There is so much more to sales than learning how to cold call, handle objections, and crush a disco sesh.

Let’s get really good at building habits that matter.

Keystone habits are habits that have a positive ripple effect on the rest of your life.

I wonder if committing to running a certain amount each week will make you better at sales?

Cole is running 22 miles a week. 

#InTheArena
#ClosedWon

What are some examples of keystone habits in sales?

How can running help improve sales skills?

it's important to learn how to control a meeting. 

One thing I see a lot of people get derailed with early in a meeting is when you have a customer open with

"So, tell me what you guys do."

Then the salesperson, drooling at the opportunity to show off their knowledge, dumps everything they know in the next 9 minutes. 

Now you have 17 minutes left and have not heard the customer complete 2 sentences. 

Try this instead...

Answer the question with a question. 

It's kind of like the "REVERSE" card in UNO. 

Customer: "So, tell me about what you do." 

Pro Sales Person: "There is a lot to unpack there, instead of me going on and on about all the things we do, do you mind telling me a little about your role and the things you are focused on? That way I can tell you about the things we do that will be most relevant to you?"

What am I missing?

What are other people doing here to avoid losing control of a meeting in the first 2 minutes. 

#InTheArena
#ClosedWon

What are the best practices for controlling a meeting?

How can the 'reverse card' technique be applied in a meeting?

What are the key skills for a successful salesperson?

I found a gift on my front porch this morning.

I always wanted to make a bigger impact on more people’s lives.

I just wasn’t sure what it would look like or how I could do it.

I’ve had to jump so far out of my comfort zone to start this business it’s crazy.

Bootstrapping this thing is no joke and doing it solo can be even scarier (announcement coming soon 🤫).

It can be hard to know if you are on the right track.

But it’s days like today that let me know I’m on to something here.

Create a community that has a real impact on the members.

One that literally changes their lives.

Starting The Arena Community  has been an incredible journey!

So thankful for the amazing members we have.

Eugene dropped off some amazing cuts of short rib with rice.

Thanks, brother!!! Pumped to be on this journey with you.


As iron sharpens iron, so does one man sharpen another!

#InTheArena
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How can a community have a real impact on its members?

What are some tips for starting a business?

Mindset, vision and habits are the foundation of success in any endeavor.

But, especially in sales. 

There is just too much rejection to walk into a sales career with a poor mindset. 

There are too many obstacles to think that you can just wing it and find the success you are seeking. 

It really is a different world than most people have ever experienced. 

Imagine spending the majority of your day, every day, for months, reaching out to complete strangers asking them to meet with you. 

98% end up not working out.

But, the crazy part is... those odds are good enough to have a really successful career. 

Especially if you have a growth mindset. Because you would know you can improve those odds. 

How many sales leaders are teaching mindset, vision and habits skills as a part of their regular training and mentorship activity?

#InTheArena
#ClosedWon

Want to be instantly better at cold calling?

Win the First Victory

————

You can do everything right in terms of your own preparation AND execution

But the outcome can still not go your way.

In spite of the outcome…

Being more consistently constructive in your thinking (self-talk) is not a guaruntee that you will win every time…..

But, it does give you the BEST chance of winning.

—————

You can’t control the outcome of every cold call.

But, you can 100% control your thoughts.

Thoughts lead to
Beliefs which lead to
Feelings which lead to
Actions which lead to
Outcomes.

Controlling your thoughts is the First Victory.

——-

Wanna get better at cold calling?

Let this thought marinate before you pick up the phone.

“This is the path to success, no matter the outcome.”

You got this. Keep pounding.

#InTheArena
#ClosedWon

How can I improve my cold calling skills?

What are some tips for constructive self-talk?

For those of you looking to get rich in sales.

It’s the skills you develop as a sales person that build your wealth.

Not the role of sales.

#InTheArena
#ClosedWon

How important are sales skills to building wealth?

What are some best practices for sales skills development?

If Tom Brady were in sales…


This is what it takes to pursue mastery.

Many won’t.

Few will.

You wanna crush the interview?
The cold call?
The disco session?
The negotiation?
The high stakes meeting with economic buyer?


Practice like it.

If Tom Brady were in sales this is what he would do.

#InTheArena

How important is pursuing mastery in sales?

What are some key strategies for successful negotiation?

How important is practice in achieving mastery?

Execution is the difference. 

Those who do the thing, get the results. 

One of the best parts about running your own business...

You can do whatever you want. 

So, we started an accountability group inside The Arena Community that will help us build our keystone habits.

Right now it is very simple. 

Write down a goal you have. 

Then, based on that goal what is 1 habit that would help you get closer to that goal. 

Take that habit and make it easier.

For example, instead of running a mile every day let's start with walking for 10 minutes a day.

We'll build up to the running part soon. 

Take a picture or video of you doing the thing every single day. 

You have to prove to the people in the group that you are doing the thing, saying you did it is not enough. 

Then we keep track of our EXECUTION of the thing in a spreadsheet until the thing becomes a no-brainer, muscle memory, brush your teeth-like habit. 

I'm curious what I'm missing or how we could make this better? 

How are others building habits? 

#InTheArena
#ClosedWon

What are some other ways to build habits?

What are some strategies for building habits?

How to fix the hardest part of the job hunt.

Translating your experience to a hiring manager so you get hired.

Translating what you do now in to terms that make sense to a hiring manager in tech sales is a huge challenge for most people trying to break in.

The real problem is you don’t know exactly what experience is most valuable to a hiring manager in tech sales. 

What everyone says is you don’t have sales experience. But, how is it then, that people every year with no experience break in and go on to perform extremely well in year 1 and beyond?

Sales experience (or the profession of strategic sales) is nothing more than a conglomerate of other skills, when put together, make up someone who is really good at strategic sales. 

So if the profession of strategic sales is a conglomerate of other skills - what are those other skills?

I’ll give you an example.

Communication skills.
Decision making skills.
Leadership skills.
Forecasting skills.
Teaching skills.
Negotitation skills.
Getting customers to agree to have you solve their problems and paying you for it.

When you put all these together you have the ingredients of what most successful sales people are made of (I’m sure I’m missing some things).

————-

In summary:

Break it down to basic skills.

Come up with a plan to develop the skills you lack

Or!!!

Compensate for them by leveraging the high value of your other skills.


#InTheArena
#ClosedWon

How can I improve my communication skills for tech sales?

How can I improve my negotiation skills for tech sales?

What are some best practices for strategic sales?

Skills > Income 
 
Top skills that will make you proud of yourself for mastering in 2024. 
 
1. Building great products that fit great markets. 
2. Turning strangers into customers in those markets. 
 
What is a product you are thinking about building? 
 
#InTheArena 
#ClosedWon

What are some examples of great products that fit great markets?

What are some effective strategies for turning strangers into customers?

What are some key steps to building a successful product?

SDR’s looking to make AE.

You must master discovery.

The largest gap to you becoming a full cycle power house is your ability to conduct solid discovery sessions consistently.

Here’s how to get started. 

1. Learn a simple discovery framework. Current state, desired future state and the path to get from current to future. Learn the right questions to ask so you can discover the most in customer conversations in the shortest amount of time.

2. Practice discovery sessions. Find a group you can role play and get the reps in with. Practice going through the framework. Most reps get messed up when they hear something they weren’t expecting and they don’t know how to deal with it. 

3. Keep listening in on disco sessions you set up for you AE’s AND ask your AE’s if you can chime in with questions. Being a fly on the wall is nice. But, there is nothing like getting some real world experience. The good AE’s will get you more involved in the right situations.

4. Be okay with walking away. If the deal is not a good fit it is better to search for the right one than to try and shove a square peg in a round hole.

5. Don’t give up. Sounds obvious but many people quiet quit when it gets really hard. They stop trying to get better, the go through the motions, they become satisfied with mediocrity, they do just enough to get by. 

You have an opportunity many people would love to have, act accordingly. 

Mindset matters. 

Pursue excellence.

It becomes fun when you start getting results.

You start getting results when you work your ass off consistently.

The battle is in your mind.

Win there.

#InTheArena
#ClosedWon

How important is mindset in conducting solid discovery sessions?

What are the right questions to ask in a discovery session?

Why is pursuing excellence important in mastering discovery?

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