Been A while.....Here's what's New

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Hey fans. It’s been a while since my last post. Admittedly, I’ve been busy as hell.

Getting in the nitty gritty of sales. My new job with the amazing beehiiv team (+1 for this product, +1 billion for everything else with them), and having a ton of golf to cover. I’m glad to be back :)

I’ll start with the golf first. There was a really, really sad event that happened last month. Grayson Murray, pro golfer, took his own life. I’m usually one of the most upbeat guys in the world, but this hit home.

Golf, like sales, can be one of the wildest rollercoasters in the world. The highs are higher than anything or any job in the world. The feeling of absolute bliss. Of being a “winner”, and having your purpose in life fulfilled.

But, the lows can be some of the lowest in the world as well. “Worthless”. “Failure”. “Loser”. So many deep dark holes to go down. A lot of negative, negative energy can come into play. Especially if you’re dealing with it by yourself.

I can’t pretend to comprehend what Pro Golf is like, and how hard it is. But in my brief experience playing as a junior in Southern California, the pressure was immense. Like, insane. And its somewhat the same pressure I’ve felt working in sales. When you tie up your whole persona, who you are as a person, in your work life success, it can all be so hard to handle when things don’t go according to plan.

I’d like to take a moment for Grayson. May he rest in peace.

I’d also like to recognize the month of June as Men’s mental health awareness month. Anyone can be going through something, and just a bit of help. A kind word. A phone call. Can be all that it takes. We all need someone. And we can all help someone.

Here is a link with more helpful info:
Link for helpful Resources.


Switching gears folks, I’ve been going down a rabbit hole of golf equipment and DTC brands that might be a good bang for your buck. More info to come in my next edition. Stay tuned. Can someone say, time to buy new clubs???

Sales Wise: Here’s what I’ve been cooking lately.
There’s a ton of sales gold in the CRM. Its true for any company. Old leads. Leads that slipped through the cracks. Referrals. Upsells. So much opportunity.

I’ve gone through our CRM with a fine tooth comb and have been reviving as many old “closed lost” deals as possible. There are numerous reasons why someone/a company doesn’t buy right away. A lot of it is timing. So, always stay in touch.

I’ve created a few automated drip campaigns. One for long term nurture (think an email once a month). Another for more frequent nurturing (a few emails a month, a few phone calls, LI connects, etc). And of course a simple closed lost sequence for better fit opportunities.

So far, so good. And that brings me to the big point I want to make here for this edition on sales. Like I said above, a lot of times the “timing” just is right for a sale. Maybe its budget. Maybe someone doesn’t want to change. Maybe its a legal clause and or a current vendor. Bottom line, sales is like a tree.

Trees grow. They have roots. They need water. Sunshine. It takes a long time for them to grow. And that’s what a good, functioning sales system should do as well. S/O to the one and only Dale Dupree for this way of thinking. A “Living Pipeline”.

So someone is locked in with a current vendor for another 9 months? Perfect. That gives you 9 months to build a relationship with someone, when there is no “sales opportunity” in sight. Sending over helpful info. Congrats on a promotion maybe. Something that you can do, genuinely, to stay top of mind and connected. Its weird to say/type this, but its really just about being a cool human being and legitimately giving a shit about your prospect/customer.

Other sales people see prospects as “targets”, which I will have no comment on that. But again, that just gives you that much more opportunity to build a solid connection with someone. So…..circling back to my position…..

I’ve got quite a lot of interest from the old leads/closed lost folks. People who are not always “ready to buy” right away, but at least open to a conversation. And I appreciate that. Whether its now or 2 years from now, I know through my product, my company, my team, and myself, beehiiv will be in their hands. And, they will be happy and satisfied. I care a lot about clients. I mean, a lot. Their success is personal.

So again, just a few tips. Mine that CRM. Find old leads. Closed lost leads. Even leads that slipped through the cracks. There are tons of filters you can use to find people. Its slow, but well worth the time.

And for my next post, I’ll share a bit about how I’m going about reaching out as well. Especially being more personalized in nature.

I hope this was helpful y’all. Very, very fun to get back in the saddle. And expect a new edition of Masters of Sales (bringing you golf and sales tips) every week.

Lastly, here is a small list of great people you can follow in the sales world to level up your game:

Martin MacArthur. Outbound Sales genius. He has great, free content on all things outbound.

Benyamin Holley. This guy is a genius. He knows so much about list building, list validation, using Clay and AI for list building. I’ve learned so much from him.

Jed Mahrle. This cat has been doing his own thing for a while, and he’s been mastering cold outreach/cold OB emails for a while. He pumps out tons of great content. Plus, he’s just a really cool dude.

Daniel Berk. Not a shameless plug since he’s my boss. But he’s also one of the most genuine, helpful, and positive people I’ve ever met. He has so many great sales and life tips. And, he’s hilarious. Like, Jerry Seinfeld funny. Love him.