# ![@BrianLaManna_ Avatar](https://lunarcrush.com/gi/w:26/cr:twitter::1794875492077613056.png) @BrianLaManna_ Brian LaManna

Brian LaManna posts on X about linkedin, closed, the most, ai the most. They currently have [-----] followers and [---] posts still getting attention that total [------] engagements in the last [--] hours.

### Engagements: [------] [#](/creator/twitter::1794875492077613056/interactions)
![Engagements Line Chart](https://lunarcrush.com/gi/w:600/cr:twitter::1794875492077613056/c:line/m:interactions.svg)

- [--] Week [------] -63%
- [--] Month [-------] +101%
- [--] Months [----------] -72%
- [--] Year [-----------] +522%

### Mentions: [--] [#](/creator/twitter::1794875492077613056/posts_active)
![Mentions Line Chart](https://lunarcrush.com/gi/w:600/cr:twitter::1794875492077613056/c:line/m:posts_active.svg)

- [--] Months [---] +96%
- [--] Year [---] -24%

### Followers: [-----] [#](/creator/twitter::1794875492077613056/followers)
![Followers Line Chart](https://lunarcrush.com/gi/w:600/cr:twitter::1794875492077613056/c:line/m:followers.svg)

- [--] Week [-----] +0.33%
- [--] Month [-----] +4.90%
- [--] Months [-----] +17%
- [--] Year [-----] +45%

### CreatorRank: [-------] [#](/creator/twitter::1794875492077613056/influencer_rank)
![CreatorRank Line Chart](https://lunarcrush.com/gi/w:600/cr:twitter::1794875492077613056/c:line/m:influencer_rank.svg)

### Social Influence

**Social category influence**
[technology brands](/list/technology-brands)  11.86% [social networks](/list/social-networks)  8.47% [finance](/list/finance)  7.63% [stocks](/list/stocks)  3.39% [countries](/list/countries)  2.54% [celebrities](/list/celebrities)  0.85%

**Social topic influence**
[linkedin](/topic/linkedin) 5.93%, [closed](/topic/closed) 5.93%, [the most](/topic/the-most) 5.08%, [ai](/topic/ai) 5.08%, [to the](/topic/to-the) 5.08%, [all the](/topic/all-the) 5.08%, [if you](/topic/if-you) 4.24%, [hold](/topic/hold) 4.24%, [slack](/topic/slack) 3.39%, [the new](/topic/the-new) 3.39%

**Top accounts mentioned or mentioned by**
[@thejaredrobin](/creator/undefined) [@gsprdl](/creator/undefined) [@howardrayshaw](/creator/undefined) [@housebicycle](/creator/undefined) [@aekeyse](/creator/undefined) [@whittingtoncj](/creator/undefined) [@byteddybailey](/creator/undefined) [@giannisan34](/creator/undefined) [@kalshi](/creator/undefined) [@mattbarb3](/creator/undefined) [@mrmingusrex](/creator/undefined) [@preffalsifier](/creator/undefined) [@fnts39](/creator/undefined) [@tessiermaurice](/creator/undefined) [@trevorabroad](/creator/undefined) [@nfldovkleiman](/creator/undefined) [@gongio](/creator/undefined) [@jrdnmcfarland](/creator/undefined) [@brandonlecoq](/creator/undefined) [@steelsales20](/creator/undefined)

**Top assets mentioned**
[Alphabet Inc Class A (GOOGL)](/topic/$googl) [CarGurus, Inc. Class A Common Stock (CARG)](/topic/$carg) [Uber Technologies, Inc. (UBER)](/topic/$uber) [Microsoft Corp. (MSFT)](/topic/microsoft) [ServiceNow Inc (NOW)](/topic/servicenow) [Crowdstrike Holdings Inc (CRWD)](/topic/crowdstrike)
### Top Social Posts
Top posts by engagements in the last [--] hours

"Rumor confirmed. Seismic bought HighSpot"  
[X Link](https://x.com/BrianLaManna_/status/2021990004705448223)  2026-02-12T16:49Z [----] followers, 10.8K engagements


"The most special of weeks at Gong SKO in Cancun Mexico. Record breaking year. Job not done"  
[X Link](https://x.com/BrianLaManna_/status/2022361819181203645)  2026-02-13T17:26Z [----] followers, [----] engagements


"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"  
[X Link](https://x.com/BrianLaManna_/status/2017240392597479709)  2026-01-30T14:16Z [----] followers, [----] engagements


"Our fiscal year ended. Today is now Saturday. A few things I'm doing immediately to get ready: -Tiering all my new accounts -Reset my account planning sheet -Wiped all my previous saved leads in Sales Nav -Set up new alerts in Sales Nav -Leaving old slack channels -Slotting out [--] account to deep on per day for the next [--] weeks (2-3 hours of research) Man I'm hungrier than ever. Let's do it again. https://twitter.com/i/web/status/2017618989652877734 https://twitter.com/i/web/status/2017618989652877734"  
[X Link](https://x.com/BrianLaManna_/status/2017618989652877734)  2026-01-31T15:20Z [----] followers, [----] engagements


"Anyone do follow up emails radically different Looking for something unique in [----]. A true pattern interrupt so people read them following a sales call. LMK any thoughts"  
[X Link](https://x.com/BrianLaManna_/status/2017701887915565508)  2026-01-31T20:49Z [----] followers, 16.8K engagements


"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. [--] '   [--] : 1) Track everything with [--] credit cards. I split to have [--] for subscriptions and [--] for all other expenses.       unless you absolutely have to. This will help you start building up credit. Set a monthly expense goal and review monthly. 2)   each year - it takes advantage of tax-deferred growth employer matching contributions"  
[X Link](https://x.com/BrianLaManna_/status/2017977667744600441)  2026-02-01T15:05Z [----] followers, 13.2K engagements


"Sales Kickoff #3 is in the books. Miami ✈ NC ✈ Boston last week. To see the newest customer of Gong. Theres no better culture than what the CarGurus team fosters. Huge things for them ahead in 2026"  
[X Link](https://x.com/BrianLaManna_/status/2019097277370101996)  2026-02-04T17:14Z [----] followers, [----] engagements


"The Pipe Dream has arrived: Sales reps no longer needing to update CRM fields. Gong just unleashed the biggest update yet with AI Data Extractor. It turns every customer conversation into clean structured trustworthy data.  : -Gong captures all conversations (emails calls web meetings 3rd party intent) -Write a prompt that Gong queries across that deal exp. who are the competitors involved -You tie that AI prompt to any CRM field -Run data test to test quality -Publish the Gong agent -Daily Auto-Updates Open text fields pick list checkboxes numbers you name it. My favorite use case: Using"  
[X Link](https://x.com/BrianLaManna_/status/2019409332874436898)  2026-02-05T13:54Z [----] followers, 14.1K engagements


"@thejaredrobin sure anyone can vibe code this in hours. for actual enterprises we got to do it in [--] languages multiple CRMs & adhere to all security governance"  
[X Link](https://x.com/BrianLaManna_/status/2019736535923577060)  2026-02-06T11:34Z [----] followers, [--] engagements


"@Howard_Ray_Shaw a real source of truth as it was promised"  
[X Link](https://x.com/BrianLaManna_/status/2019769342624174356)  2026-02-06T13:45Z [----] followers, [--] engagements


"@HouseBicycle @AEKeyse @WhittingtonCJ now do [--] other agents that rely on [---] integrations & security clearance (gmail salesforce) go"  
[X Link](https://x.com/BrianLaManna_/status/2019813396435333278)  2026-02-06T16:40Z [----] followers, [--] engagements


"Began adopting the Uber Driver approach in 1st calls. I long have not seen the value in rapport for a short first call. Earning a 2nd call doesnt depend on you hitting it off and every minute countsBUT There are definitely some prospects that like to open up. They do want to talk about their day and vent. So heres what I now lead with - Hows your week going Scenario #1 Them: Great. How about yours Me: Great as well. Look I know your time is valuable and we reached out to you (cut to it) Scenario #2: Them: Ah its been better. My son is sick from school and we have huge weekend plans doing Me:"  
[X Link](https://x.com/BrianLaManna_/status/2020152650033967391)  2026-02-07T15:08Z [----] followers, [----] engagements


"@ByTeddyBailey @Giannis_An34 @Kalshi nor me"  
[X Link](https://x.com/BrianLaManna_/status/2020153398344003915)  2026-02-07T15:11Z [----] followers, [--] engagements


"Asking for a friend imagine this is your [----] comp plan versus [----]. 25% quotas 60% jump in new logos required 42% lower commission per dollar And everyone is unhappy about it. Do you really have an option other than signing it"  
[X Link](https://x.com/BrianLaManna_/status/2020283602341069105)  2026-02-07T23:48Z [----] followers, 13.3K engagements


"Every seller has an amazing side hustle opportunity hidden in plain sight. And this one GREATLY benefits the company too. Recruiting top talent. People define how great a company becomes. If you are all in on your company you should want to bring in other top talent too. People you went to school with old coworkers customers someone you meet at a conference etc. Worth spending an hour each month to see who might make sense to poach. Most companies offer a $1-5K bonus for each employee hired. And it makes your company stronger too. Win win 💸 P.S. Ive referred 75+ to Gong and been fortunate to"  
[X Link](https://x.com/BrianLaManna_/status/2020502733837443086)  2026-02-08T14:19Z [----] followers, [----] engagements


"@matt_barb3 they have strong loyalty. but this will be the best test"  
[X Link](https://x.com/BrianLaManna_/status/2020505098032746945)  2026-02-08T14:28Z [----] followers, [--] engagements


"Had a blast visiting North Carolina a few weeks ago to see one of Gong's newest customers. And talk to them on all things revenue daily operating rhythm focus and of course. using Gong. SKO #5 down in 2026"  
[X Link](https://x.com/BrianLaManna_/status/2021233079826763982)  2026-02-10T14:41Z [----] followers, [----] engagements


"Software stocks just got crushed. $400B wiped out in a week. All my thoughts on AI replacing SaaS which companies are most at risk and how we will know the winners/losers in 1-2 quarters"  
[X Link](https://x.com/BrianLaManna_/status/2021597185326858459)  2026-02-11T14:48Z [----] followers, [----] engagements


"@gsprdl yeah we have some risk being seat based. where we thrive is being the data layer with 300+ integrations. very difficult to replicate that revenue graph of data ingestion. years and years for approvals from google workspace office salesforce etc"  
[X Link](https://x.com/BrianLaManna_/status/2022365007409713476)  2026-02-13T17:39Z [----] followers, [--] engagements


"My biggest why the f**k did I not do this earlier by years: [----] - TSA pre check [----] - LASIK surgery [----] - Buy a great water bottle [----] - Standing desk [----] - Amazing pillow [----] - Tailored all my pants What should be on my radar for 2025"  
[X Link](https://x.com/BrianLaManna_/status/1805021137597816925)  2024-06-23T23:32Z [----] followers, 33.9M engagements


"Tech companies (you love) and their age. Parents: [--] - Apple [--] - Microsoft Young Adults: [--] - Nvidia [--] - Google [--] - Salesforce [--] - LinkedIn [--] - Palantir [--] - DocuSign [--] - ServiceNow Teens: [--] - HubSpot [--] - MongoDB [--] - Slack [--] - Stripe [--] - DataDog [--] - Crowdstrike [--] - Figma Kids: [--] - Snowflake [--] - Airtable [--] - Notion [--] - Databricks [--] - Canva [--] - Rubrik [--] - Gong [--] - Navan [--] - Rippling [--] - OpenAI Toddlers: [--] - Deel [--] - Watershed [--] - Ramp [--] - Wiz [--] - Anthropic With Generative AI and advances in development I see more companies reaching $1B in revenue faster than before. Who's"  
[X Link](https://x.com/BrianLaManna_/status/2022676452492091587)  2026-02-14T14:17Z [----] followers, 43.1K engagements


"@mrmingusrex love - did grab one too"  
[X Link](https://x.com/BrianLaManna_/status/1805406708031742218)  2024-06-25T01:04Z [----] followers, 1.2M engagements


"@PrefFalsifier Bedgear balance I needed a firmer one that was thin"  
[X Link](https://x.com/BrianLaManna_/status/1805407078971846839)  2024-06-25T01:06Z [----] followers, 336K engagements


"@fnts39 Bedgear balance I needed a firmer one that was thin"  
[X Link](https://x.com/BrianLaManna_/status/1805407269812572223)  2024-06-25T01:06Z [----] followers, 209.8K engagements


"@tessiermaurice hydro flask guy"  
[X Link](https://x.com/BrianLaManna_/status/1805407369418936680)  2024-06-25T01:07Z [----] followers, 223.9K engagements


"@trevor_abroad amazing list"  
[X Link](https://x.com/BrianLaManna_/status/1805407419939340686)  2024-06-25T01:07Z [----] followers, 932.7K engagements


"Pure dopamine. [--] month cycle to Rip & Replace a big competitor. [---] seat deal. Closed Won 🦙"  
[X Link](https://x.com/BrianLaManna_/status/1811788696250618159)  2024-07-12T15:44Z [----] followers, [----] engagements


"Mid-Market is the best segment (for most) to be an AE. And I've sold in SMB MM and ENT. Here's my case: -Most levers to hit your target - mid-market will always have some more Enterprise deals and some SMB deals that still hit your segment. Territory lines aren't perfect. Having a combination of whale deals to blow out your number and quick wins keep you sane. -SMB is fun but has the smallest deal size. Means you have to close the highest numbers of deals. Thus highest # activities prospecting and active deals. Fun for a few years but too grindy. -If you sell ENT you are chasing large complex"  
[X Link](https://x.com/BrianLaManna_/status/1876991017636749700)  2025-01-08T13:55Z [----] followers, 11.1K engagements


"One of the best cold emails I've ever received. Here's why Alex nailed it. [--]. Got in front of the objection - called out that I'm probably not looking to move and referenced one of my lines. [--]. Great formating - really easy to scan and realize Alex wrote this himself not AI. Therefore I read the whole thing. [--]. Compelling messaging - calling out multiple observations like my playbooks and framing all of the reasons for me. [--]. Soft CTA - really simple. Conversational. Would you have wrote it any differently"  
[X Link](https://x.com/BrianLaManna_/status/1878537570025668717)  2025-01-12T20:20Z [----] followers, 23K engagements


"The more confident ive gotten in sales the less salesy I sound. What used to be: Hi prospect our end of year fiscal is on January 31st. Under what circumstance could you sign off by that date Wed be able to be more creative on commercials. To now: Our EOY is Jan 31st. Think we can target sign off by then Just talk to them as a human. Assuming youve earned the right - just say what you need to say. Sense it say it"  
[X Link](https://x.com/BrianLaManna_/status/1879988689075597487)  2025-01-16T20:26Z [----] followers, [----] engagements


"$1.1M of my [----] closed won pipeline had a previous opportunity first. Its the easiest new pipeline but most reps butcher the approach. They'll say something like "Hey my name is Brian and to introduce myself I'm the new Account Executive assigned to." No one cares.   - : Hi James I see that you were in conversations with Leah and our team at the end of last year but seem to have hit a bump in the road with timing. I listened to your calls and heard there was potential value: * Trying to increase conversion rates with quota attainment at nearly 50% * Ensuring your reps are adopting your new"  
[X Link](https://x.com/BrianLaManna_/status/1880619790374429109)  2025-01-18T14:14Z [----] followers, 12.6K engagements


"Prospect: Joins sales call & tells you theyre moving forward. You: *Trying to play it cool***"  
[X Link](https://x.com/BrianLaManna_/status/1881503348513542276)  2025-01-21T00:45Z [----] followers, 14.3K engagements


"I got cold called this morning by an SDR. Here's how it unfolded: (to the best of my memory) : "Hey is this Brian" : "Yes." : "Hey Brian. It's ***** from *****. You don't know me but I follow you on LinkedIn and use your OPPS framework. I'm sure you're busy this morning but I am debating taking a new job and would be so grateful for some advice. Do you have [--] minutes" : "Wow yeah sure. What's up" : "Thank you So I'm at this current company now and have [--] options. I can try to get to AE and work my way up or I have another offer to become a SDR somewhere else. I can't decide what to do." :"  
[X Link](https://x.com/BrianLaManna_/status/1882791292318486865)  2025-01-24T14:03Z [----] followers, 20.4K engagements


"Accepted a promotion to Enterprise AE at Gong. Will be my biggest challenge yet. Going from [---] accounts last year to [--] will require a brand new strategy. Excited for all the learnings ahead. Starting Monday 😊"  
[X Link](https://x.com/BrianLaManna_/status/1888393383510474850)  2025-02-09T01:04Z [----] followers, 29.4K engagements


"Spent [--] hours strategizing over break for what I want Closed Won to become. This is my #1 strategic priority. Building out the absolute best hub of sales resources - that I actually use. In [----] here's what I built up: .  - Organized way to keep track of all your prospecting efforts and people you're going after. .  - Unlock the truth about your potential earnings attainment company culture with these [--] proven questions. .  - 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. .   - Top 12"  
[X Link](https://x.com/BrianLaManna_/status/1888606819062366317)  2025-02-09T15:12Z [----] followers, 10.8K engagements


"Officially earned President's Club last night Truly did not think I made it but so grateful our Salesforce dashboard was a little off. Biggest surprise of my life and feeling nothing but gratitude today. LFG"  
[X Link](https://x.com/BrianLaManna_/status/1890090431050035672)  2025-02-13T17:27Z [----] followers, 13.8K engagements


"Going to start being more myself on LinkedIn lmao"  
[X Link](https://x.com/anyuser/status/1891124413954658504)  2025-02-16T13:56Z [----] followers, [----] engagements


"Our CFO spoke to our sales team during an All Hands. He talked us through our process for buying technology. His level of involvement pressure testing and what ends up getting approved and not approved. [--]. Does this investment align with our existing [--] company level objectives for the year [--]. Does this investment help us reduce costs grow revenue or reduce some form of critical risk (compliance/security) [--]. Instead of this investment are we able to do this internally [--]. If not have we done our due diligence and looked at other alternatives [--]. Do we really need to make this investment now or"  
[X Link](https://x.com/BrianLaManna_/status/1896926443336085942)  2025-03-04T14:11Z [----] followers, 11.2K engagements


"Today was great but lets hold off on next steps. Well sync up as a group and get back to you. [--] days later: Follow up and nothing. [--] days later: We still havent had the chance to debrief. Deals stalls all momentum gone. Use my Bookend technique to always prevent this: Before any group demo ask your champion for 10-15 min to review your game plan. Theyll want to ensure it goes well and makes them look good. Run some discovery: -Heres the game plan -Who will be most supportive of this in the room -Will anyone likely be against the idea of us Then book a 2nd meeting. [--] min the following day"  
[X Link](https://x.com/BrianLaManna_/status/1897807377375658218)  2025-03-07T00:31Z [----] followers, [----] engagements


"Had a POC who I knew was against changing platforms to us. [--] people were on the call. I led sharing Hey Kevin - itd be way easier to not move to us. Your solution today works. Its good enough. Why even consider a change Stopped. The room was nervous My champions on it all smiled. Long pause. He started sharing all the reasons why they would consider. Why they dont settle for just good enough. Its powerful to call out the risk"  
[X Link](https://x.com/BrianLaManna_/status/1905015667432255504)  2025-03-26T21:55Z [----] followers, [----] engagements


"My SDR is on absolute fire. Shes booked more meetings for me the last [--] months than Ive received the last [--] years combined. And they have all been qualified. Absolutely drowning in meetings. Such a great problem to have"  
[X Link](https://x.com/BrianLaManna_/status/1905218363602649236)  2025-03-27T11:20Z [----] followers, 16.4K engagements


"If you're not using AI as a seller you are officially at a disadvantage. My best estimate: I save [---] hours a day versus two years ago. 🔝 Deal Capacity 🔝 Prospecting Time I created [--] videos on how you can use ChatGPT Claude or Gong to your strategic advantage. .   ( ) .   ( ) .   .   .  -   ' ' Please Retweet if this was helpful to you Sellers: How else have you used AI https://youtu.be/DYphqjWKZPM https://youtu.be/fd9th46n9IE https://youtu.be/07idVkogCkE https://youtu.be/KEHiDFv0QEw https://youtu.be/OmbnPW-s-l4 https://youtu.be/DYphqjWKZPM https://youtu.be/fd9th46n9IE"  
[X Link](https://x.com/BrianLaManna_/status/1906355305702940872)  2025-03-30T14:38Z [----] followers, 19.4K engagements


"Just closed my 2nd largest deal ever. [--] days ago - their President sent an organization wide email announcing theyd be rolling out ABC competitor. We completely flipped it. Was an insane [--] month sprint of a sales cycle for a true Enterprise. Excited to share more about how we pulled it off"  
[X Link](https://x.com/BrianLaManna_/status/1908311630988955982)  2025-04-05T00:12Z [----] followers, 11.1K engagements


"At 420% of my first quarter on ramp as an Enterprise AE. With [--] open deals still set to close this quarter. Having a pretty dream start to the new role. All gas"  
[X Link](https://x.com/BrianLaManna_/status/1909325308504703298)  2025-04-07T19:20Z [----] followers, 13.1K engagements


"I've spent [---] years selling to CRO's and VPs of Sales If you can't hold your own negotiating you'll get eaten alive. Here's my always / never rules for negotiating: : -Confirm you are vendor of choice -Be consultative + work together -Require a live phone / Zoom conversation -Still schedule a next meeting after finalizing -Share levers for better pricing (users products longer term etc.) : -Negotiate before the 1-yard line -Try to negotiate over email / text -Negotiate with a non Decision Maker -Assume that pricing is the most important -Use discounting as a crutch for a bad business case"  
[X Link](https://x.com/BrianLaManna_/status/1909963149882646727)  2025-04-09T13:34Z [----] followers, [----] engagements


"Having a dream start to Enterprise life. My Q1 ramp is $54K. Generous. but most reps came into Enterprise only getting to hold 1-3 active opportunities (that met Ent criteria). Closing two 100K+ deals in month [--] is an awesome feeling.   : -Significantly more team selling. 3x more of my time goes to prepping others communications between steps etc. Sales Engineer and execs in particular. -Like mid-market.or SMB. pipeline solves all problems. My #1 focus the last [--] days has been hunting. I have way less accounts so I'm being more precise with connection intros gifting listening to past"  
[X Link](https://x.com/BrianLaManna_/status/1911053346053456275)  2025-04-12T13:46Z [----] followers, [----] engagements


"Been in sales [--] years. Ive never gotten [--] opp from LinkedIn InMails. Have sent thousands all different types and tactics. Sometimes a channel just doesnt work"  
[X Link](https://x.com/BrianLaManna_/status/1911439471167369323)  2025-04-13T15:20Z [----] followers, 36K engagements


"Your C-Suite/Exec demo needs to be different. My framework that works. It's [--] steps and highly repeatable. .    - "This is what we had planned for today. What's the #1 thing you want to get out of today's call" .  " ' "   - . Make it metric/business oriented with direct quotes from your POCs. .    . Mike - It's been great working with you the past six months. Mind sharing where you've seen the most value when comes to ____" (Prep your champion beforehand that you'll ask this) .    - Through your lens as CRO what's the single biggest risk to ensuring this new product is successful this year""  
[X Link](https://x.com/BrianLaManna_/status/1913219471491072410)  2025-04-18T13:14Z [----] followers, [----] engagements


"Working [--] minutes a day on vacation makes me feel way better than doing nothing for a week. Not taking any calls just staying up to date on anything critical. Replying to a few emails. Keeping active deals moving. Ignoring all the annoying things. All when im chilling & have some down time. That doesnt ruin my vacation or stop my ability to unplug. One margarita and Im back in vacation mode. Maybe just me 💁🏼♂"  
[X Link](https://x.com/BrianLaManna_/status/1915169092069449972)  2025-04-23T22:21Z [----] followers, 11.8K engagements


"After being an AE for [--] years I've seen my fair share of ghosts 👻 Here's my favorite template to get deals unstuck. "Hey ____ Just tried giving your [---] number a quick ring. When I don't hear back for a few weeks typically it's a few reasons: [--]. No-Go - you went in another direction + want us to give up [--]. Not Now - Deprioritized this short-term let us know when to RBO [--]. I didn't respond - Life hit the fan but you're now ready to connect Mind sharing which bucket you fall into so we can best support the team I'll trying giving you a few calls tomorrow if easiest. Ghostbuster Brian"  : 1."  
[X Link](https://x.com/BrianLaManna_/status/1915759101746806854)  2025-04-25T13:25Z [----] followers, 11.5K engagements


"Just brought in my 3rd 100K+ deal of my 1st quarter in Enterprise. Having an absolute dream start to the new role. Know it will NOT always be this good 😂"  
[X Link](https://x.com/BrianLaManna_/status/1916993167280476368)  2025-04-28T23:09Z [----] followers, 19.7K engagements


""Just [--] more year and I'll finally be a _______" SDR AE AE Sr. AE Sr. AE Manager Manager Director Director VP VP C-Suite You get the point. There will always be something more you're chasing. Dont forget to enjoy the ride 🚗"  
[X Link](https://x.com/BrianLaManna_/status/1918654304623243642)  2025-05-03T13:10Z [----] followers, [----] engagements


"Create a Slack Deal Room (Channel) for every opportunity 50K+. Add everyone that will be involved. Manager VP Sales Sales Engineer SDR Add more people as the deal gets bigger on both sides. Ask everyone to communicate only in that channel. No 1:1 messages. Share updates plays youre running where you get stuck. Usually have 7-12 people internally by the end. Even other AEs that have connections there. Fun to see everyone rally around it"  
[X Link](https://x.com/BrianLaManna_/status/1919714455266455641)  2025-05-06T11:22Z [----] followers, 10.7K engagements


"My [--] favorite email CTAs. [--]. Use anything like this today [--]. Ever come across us before [--]. Want to see how this could work for you [--]. Think this could give you an edge [--]. Open to a short intro [--]. Think it's worth exploring [--]. Ever seen a demo of something like this [--]. Open to seeing why (competitor) uses us [--]. Want to see a relevant case study [--]. Worth a chat No expectations beyond sharing a few ideas and seeing where it goes. All plug and play to use"  
[X Link](https://x.com/BrianLaManna_/status/1920468229656314331)  2025-05-08T13:18Z [----] followers, [----] engagements


"Wild how people who could never keep a sales job for more than [--] months are trying to sell their sales knowledge. Why would I copy off the person that couldnt even pass the class 100% understand why people hate LinkedIn"  
[X Link](https://x.com/BrianLaManna_/status/1926656020874490042)  2025-05-25T15:06Z [----] followers, 10.7K engagements


"Nice guys finish last in sales too. Being a pushover or a happy ears seller is a good way to get walked all over. Selling is a 2-way street that is flow of gives/gets. You have to respect yourself for: -Your expertise -Time you prepare for each meeting -Knowledge in how best to help buyers actually buy -Time that could be going towards another prospect or customer. I recently had a prospect go dark for [--] days after committing to an April timeline. When we got a meeting for early May most sellers would just be happy they are back online and roll over. I decided instead to call out the"  
[X Link](https://x.com/BrianLaManna_/status/1929889894635098168)  2025-06-03T13:16Z [----] followers, [----] engagements


"Without hearing [--] word I could look at [--] metrics and know exactly how you are at discovery. Here's what I track in Gong: : * Aim for 25-40% on average * Customer should be speaking 60-75% : * Aim for under one minute * Definitely no longer than [--] seconds  : * Longer the better * My goal is to get them to open up for 3+ minutes * Do not interrupt unless completely off topic : * Discovery calls should be 2-way conversations * Aim to keep this above [---] : * Aim for 1-1.5 seconds between exchanges * Never cut off the other party * Always give a pause after they stop speaking The purple is me"  
[X Link](https://x.com/BrianLaManna_/status/1931707442053701699)  2025-06-08T13:38Z [----] followers, [----] engagements


"Salesforce has been HYPING up Agentforce for [--] years. They spent millions trying to convince people they are an AI company & set super high expectations. Fast forward to today: Revenue growth is the slowest its been in their history. [----] - 28% [----] - 24% [----] - 24% [----] - 18% [----] - 11% [----] - 8% Down to 8% YoY Most of which comes from price increases & cross sell. Wall Street angry 😡"  
[X Link](https://x.com/anyuser/status/1934401951229153542)  2025-06-16T00:05Z [----] followers, 18.9K engagements


"Being cell phone level close with prospects gets deals done. But no one ever tells you how to get on that basis. [--] opportunities I look for in a cycle. -    . Call their cell phone in their signature (or check contact data). If they don't answer text them. Exp. "Hey it's Brian from Gong On the Zoom now. Now still work" -  . If you want to get some coaching before an upcoming call. Or have a different idea/path in mind. Exp. "Hey it's Brian from Gong Wanted to get your thoughts on a few things before our call next week. Do you have [--] min today Figured cell is easiest" -  . After a big call"  
[X Link](https://x.com/BrianLaManna_/status/1935323847227531355)  2025-06-18T13:08Z [----] followers, [----] engagements


"@NFL_DovKleiman damn this got me bad"  
[X Link](https://x.com/BrianLaManna_/status/1935692281194987605)  2025-06-19T13:32Z [----] followers, 62.9K engagements


"Huge $20K / month opportunity. Create a LinkedIn brand niche on how you tactically use other tools/tech. -ChatGPT / Claude -Gong / Salesloft -6Sense / DemandBase -Sendoso / Postal -UserGems / Champify -Storylane / Navvatic -ZoomInfo / LeadIQ / FullEnrich -Lavender -Clay Write & create videos for [--] months to build up following + loyalty. Then lock down brand sponsorships. Share results already from impressions you drove. Could do [--] sponsored posts weekly without rubbing followers wrong since its tactical helpful content. [--] a month @ $1667 each. Might seem like a lot but $1500-2000 per is"  
[X Link](https://x.com/BrianLaManna_/status/1936411133004406880)  2025-06-21T13:09Z [----] followers, 16.9K engagements


"I rarely ever take [--] external calls immediately back to back. As soon as one is scheduled I toss a [--] min block before & after. Calls can run long & youre never your best showing up [--] seconds before. Small thing to make sure you always show up your best"  
[X Link](https://x.com/BrianLaManna_/status/1937639546965098909)  2025-06-24T22:30Z [----] followers, [----] engagements


"Smashed through Q2 quota today [--] month early. Yes fully ramped quota. Closed two deals over $100K. Real chance to surpass my annual next month if I execute well. Lets. Fucking. Go"  
[X Link](https://x.com/BrianLaManna_/status/1938719501446513127)  2025-06-27T22:02Z [----] followers, 19.9K engagements


"Very underrated for group calls. Join it [--] minutes early. Be ready & let the first person in right when they join. Dont just say we can sit tight until others join. Build a real 1:1 connection with this person & use it as an opportunity to run some discovery. When the call starts watch as they stay on camera and are most vocal. Youve earned the right to call on them too. Can completely change a calls engagement"  
[X Link](https://x.com/BrianLaManna_/status/1939642822576963865)  2025-06-30T11:11Z [----] followers, [----] engagements


"Thursday July 3rd. The day no one took off of work. Also the day absolutely no one worked"  
[X Link](https://x.com/anyuser/status/1940729154015842333)  2025-07-03T11:07Z [----] followers, 11.4K engagements


"The most important question to ask in a sales interview: In terms of 1st year performance - what % of reps hit 100% of goal in their very first year So much emphasis on the ' ' That I say it 2x in that question. I DO NOT care if the rep who has been there for [--] years is exceeding their quota I DO care about whether 1st year reps can actually over exceed in Year [--] The question needs to match your situation (as a newcomer)"  
[X Link](https://x.com/BrianLaManna_/status/1941483419571024176)  2025-07-05T13:04Z [----] followers, [----] engagements


"You are very very unlikely to get a call back from a voicemail. But I still leave them on almost every single call. My CTA on every voicemail is not asking for them to call me back. Instead I tease the email I wrote and call out the subject line for them to search. I add a ton of energy into it and work really hard to spark curiosity. - : * Super easy to do on the fly * Takes minimal time (30 seconds) * Very few other sales reps are leaving them * Voicemails are transcribed on most phones - prospects likely to skim/read it In a world of measuring ROI - the time/effort it takes (30 seconds)"  
[X Link](https://x.com/BrianLaManna_/status/1942936656153035126)  2025-07-09T13:19Z [----] followers, 13.4K engagements


"5 of my favorite questions I asked this past month pulled directly from transcripts. #1 - Youve been with (competitor) for [--] years. It sounds like its not perfect but I know it works. The company is doing great. Why would you consider changing when it works okay #2 - My biggest concern is you put a ton of work into this we put a ton of work into this all over the next two months and it gets shut down at the [--] yard line like it did last go around. Before we hit go again how we can partner on getting [--] minutes with ___ to ensure we have exec alignment #3 You share that adoption with ___ is bad"  
[X Link](https://x.com/BrianLaManna_/status/1945124198378066142)  2025-07-15T14:12Z [----] followers, [----] engagements


"Landed [--] of my top [--] accounts last quarter sourcing $500K+ in pipeline. Heres the exact plays I ran with each. #1 - Joined part of the earnings call. Ran the transcript through GPT afterwards. Found a specific company-level priority for 2H we align with. Reached out to the CRO directly connecting the dots and quoting the CEO directly. Response on the first email. Meeting booked. #2 - Connected with an AE and learned a few of their North Star priorities. Their internal goal to hit $1 BN in revenue by EOY. [--] major problems they had. Sent an exec a gift with a soccer jersey that said 1BN as the"  
[X Link](https://x.com/BrianLaManna_/status/1948005174183608445)  2025-07-23T13:00Z [----] followers, 24.3K engagements


"My [--] Commit deals are all crumbling at the [--] yard line. Cant remember an end of quarter quite like this. When it rains it often pours"  
[X Link](https://x.com/anyuser/status/1950512784023650332)  2025-07-30T11:04Z [----] followers, 10.5K engagements


"We did the thing. 7:26pm CT"  
[X Link](https://x.com/anyuser/status/1951077080558407958)  2025-08-01T00:26Z [----] followers, 30.4K engagements


"Very excited to have hit my [--] year mark with Gong. Four years ago I interviewed for a mid-market position at Gong and got denied. They told me theyd consider me for SMB but I didnt have the experience for MM. Having sold MM + ENT at BrightEdge I almost shut it down. Worried it was taking a step back. Both in earnings and my title and it definitely was on paper. Taking that small step back took pressure off as I learned a new product a new persona and an entirely new market. Since then Ive worked my way up from Level [--] SMB to Level [--] in Enterprise. It was the best decision Ive made in my"  
[X Link](https://x.com/BrianLaManna_/status/1952366005117751505)  2025-08-04T13:48Z [----] followers, [----] engagements


"I completely black out my quota. The number I care about: How much $$$ do I need to close to earn Presidents Club For me this year: Its $1.6M. So I work backwards. The average deal is $200K. To stay on pace I need to close [--] deals per quarter totaling $400K. To close $400K each quarter I need to keep my total pipeline coverage at $1.2M (3x coverage). I need to source [--] net new opps a quarter to keep pipeline coverage at $1.2M+. Thats $1.6M - 400K (closed) = $1.2M. Since I need [--] new opps per quarter a target of [--] high quality opps per month gets me there. To earn [--] high quality opps per month"  
[X Link](https://x.com/BrianLaManna_/status/1952722176013996041)  2025-08-05T13:23Z [----] followers, 12.6K engagements


"Somebody come get her"  
[X Link](https://x.com/anyuser/status/1952849171544981932)  2025-08-05T21:48Z [----] followers, 18.1K engagements


"Almost every seller I see makes this subtle mistake. They position their company as the hero of the story. Your company is never the hero. The customer is always the hero. The hero is the main character. They take action to overcome obstacles in order to find success. You have probably been trained on a story where you your company or your product is the star in the show: * "Since [----] our company has been the undisputed market leader." * "Our product is an all in one platform that reduces costs and streamlines processes." * "We provide a best-in-class customer experience across our 3000"  
[X Link](https://x.com/BrianLaManna_/status/1953447612234813717)  2025-08-07T13:26Z [----] followers, [----] engagements


"What if the last [--] years has been just one big revenge tour 😈😈😈"  
[X Link](https://x.com/anyuser/status/1955802659107066350)  2025-08-14T01:24Z [----] followers, 16.1K engagements


"After being an AE for [--] years I've seen my fair share of ghosts 👻 Here's my favorite template to get deals unstuck. " Hey ____ Just tried giving your [---] number a quick ring. When I don't hear back for a few weeks typically it's a few reasons: [--]. No-Go - you went in another direction + want us to give up [--]. Not Now - Deprioritized this short-term let us know when to RBO [--]. I didn't respond - Life hit the fan but you're now ready to connect Mind sharing which bucket you fall into so we can best support the team I'll trying giving you a few calls tomorrow if easiest. Ghostbuster Brian "  : 1."  
[X Link](https://x.com/BrianLaManna_/status/1956343196318880087)  2025-08-15T13:12Z [----] followers, 11K engagements


"Easiest thing you can do to instantly improve discovery Be intentional with exactly how you frame questions. One question can completely change a conversation. Reframe these [--] questions that you likely ask all the time: Rapport: ❌ Did you have a good weekend ✅ What was the #1 highlight of your weekend Pulse Check: ❌ Any questions ✅ What has stood out the most so far Impact: ❌ Does that resonate with you ✅ What would this allow your team to do differently Closing: ❌ Whats your feedback from today ✅ On a scale of 1-10 how compelling was today and why My mantra: Boring questions get boring"  
[X Link](https://x.com/BrianLaManna_/status/1956717092679352400)  2025-08-16T13:58Z [----] followers, [----] engagements


"Reach back out in [--] months. Happy to take a meeting then. Bad sellers = Completely forget. Average sellers = Mark their calendars in [--] months reach out then. (And usually get hit with a similar objection).   . Step 1: Uncover why the [--] months. Happy to reach out then. Whats happening in [--] months Step 2: Try to overcome the objection and frame why it still makes sense to meet now. Step 3: If unable to overcome it leave off on a warm note. Step 4: Mark your calendar every [--] days until that reach back out time. Step 5: Every [--] days send a short value touch with no ask. : Hey Steve Great"  
[X Link](https://x.com/BrianLaManna_/status/1957085814393094273)  2025-08-17T14:23Z [----] followers, [----] engagements


"Very excited to announce Ive auto-qualified for Presidents Club in Thailand. Ive never clinched it [--] months into the fiscal year and am insanely grateful. In Enterprise Im a small part of every deal and its not possible without others. Special shoutout to those constantly supporting me: Ryan Burgos Whit Richards Dave Zimmerman Jackie Steiner EJ Martinez Halle Kearney Kay Vohra Now I can completely coast the rest of the year and just chill Laptop shut. Cya next year. ;)"  
[X Link](https://x.com/BrianLaManna_/status/1958885236239958393)  2025-08-22T13:33Z [----] followers, [----] engagements


"3 years of writing content posting daily & engaging with others. 100K hits different 😁"  
[X Link](https://x.com/BrianLaManna_/status/1959955056108654675)  2025-08-25T12:24Z [----] followers, [----] engagements


"My current go-to and favorite cold call opener. "I'll be honest. This is a cold call but it's extremely well researched and I'm confident it's worth your time. Cool if I share why I called you specifically Got clearance to proceed 90%+ of the time. All I can ask is for them to hear me out. : [--]. Sharing it slowly + speaking clearly [--]. Speaking it with confidence and good voice inflection [--]. Actually having a strong observation/research to follow - deliver on it.  : [--]. Pattern interrupt - No one is using this exact one. Different is good. [--]. Conviction - doubling down that it's well researched"  
[X Link](https://x.com/BrianLaManna_/status/1964328739455791157)  2025-09-06T14:04Z [----] followers, 12.4K engagements


"I just completed by 27th flight this year and 12th onsite. My rules for onsite presentations. [--]. Plan to show up [--] minutes early. [--]. Never show up empty handed. Bring in coffee donuts or some swag. [--]. Brief everyone internally with a document ahead of time. [--]. Create"  
[X Link](https://x.com/BrianLaManna_/status/1965774033070248434)  2025-09-10T13:47Z [----] followers, 12.3K engagements


"Hard to work after the Charlie Kirk shooting. US feels like its failing apart this week. We are all humans. So divisive 🥺"  
[X Link](https://x.com/BrianLaManna_/status/1965883499682160669)  2025-09-10T21:02Z [----] followers, 13.6K engagements


"A real transcript from how I used to begin a calls. Skim it So here is my agenda for today. We are going to start off by asking a few questions to better understand your business then we will dive into the product and showcase [--] different workflows on how you will find coachable moments spot deal risk and also enable new sellers. Ill save [--] minutes at the end to review pricing and then get all of your feedback. At that point I see [--] potential outcomes. The first being you love it and we talk discuss setting up a pilot. The second would be you sort of like it and want to learn more in the"  
[X Link](https://x.com/BrianLaManna_/status/1966121874791837881)  2025-09-11T12:49Z [----] followers, 13K engagements


"You have [--] options when email prospecting: [--]. Include someone in automated generic messaging Pro: Fast Con: Extremely unlikely to get a response [--]. Write a manual email note that is highly personalized Pro: Much higher chance of a response Con: Time-intensive to write emails from scratch Either way you are pretty much set up for failure. Unless you learn how to write personalized emails fast. Frameworks eliminate 'writer's block' so you know exactly what you are looking to find and how to structure it. The components of my : O - Observation P - Problem P - P.S. S - Simple CTA It takes 6"  
[X Link](https://x.com/BrianLaManna_/status/1967287974036443359)  2025-09-14T18:02Z [----] followers, [----] engagements


"Im one of the least aggressive sellers that buyers encounter. Most people on here probably have no idea how I actually sell. When I got into sales I thought you had to be extroverted persuasive and aggressive to be a real closer. That was never really my personality. All the things I dont do: - Tie a discount to a timeline like it expires (it probably doesn't) - Sling mud against competitors - Push a prospect to sign end of quarter when it isn't possible - Raise my voice or yell on calls - Double tap on cold calls to break iPhone do not disturb - Email blast prospects Ive found success and"  
[X Link](https://x.com/BrianLaManna_/status/1967944202022502652)  2025-09-16T13:30Z [----] followers, 11.6K engagements


"6 years ago: My 1st deal I ever closed ($42000). It was [----] and I had been promoted to AE just [--] month earlier. Kevin Fahrner was awesome enough to whip out his phone & capture the moment. Will never forget the account name or my super nice champion. No better feeling than hitting a Gong in person 💥 P.S. Yes I'm wearing a mickey mouse t-shirt"  
[X Link](https://x.com/BrianLaManna_/status/1969032789933592591)  2025-09-19T13:36Z [----] followers, [----] engagements


"#1 problem I see new SDRs do is trying to handle objections. But I really blame the company enablement more than the SDR I got promoted from SDR to AE in sub [--] months learning the concept of 'discovery reverses' to fully understand objections. Zoom out When you catch a prospect on a cold call they aren't expecting your call They feel immediate disappointment knowing they picked up a sales call And not trying to be rude - they tell you something to just get off the phone Like "sorry this is just horrible timing right now" But that's not the real objection. So don't 'handle it.' Learn these"  
[X Link](https://x.com/BrianLaManna_/status/1969444326095671609)  2025-09-20T16:51Z [----] followers, 10.3K engagements


"This past week I lost my 275th deal as an AE at Gong. Tell that to the average stranger and they'd think I'd get fired. Being an AE requires facing a high amount of rejection. Every company will not be a fit for your solution. Reminds me of Giannis' quote after losing in the playoffs: There's no failure in sports. There's good days bad days some days you are able to be successful some days you are not some days it is your turn some days it's not. That's what sports is about. You don't always win." I've also won [---] new logos for my company. Reminder that Hall of Fame hitters get 'out' [--] out"  
[X Link](https://x.com/BrianLaManna_/status/1969775484667052041)  2025-09-21T14:47Z [----] followers, [----] engagements


"Gong is hiring like crazy and is accelerating. There is more demand than capacity and we have 50+ roles open. "Were in a period of what feels like the most sustainable hypergrowth of my career.fueled by a market-leading platform and a roadmap Ive never been more energized by." -Bryan Tucker Sales Leader (joined in 2017) Interested in joining : [--]. Based in a hub city - SF NYC Chicago Salt Lake Austin Dublin [--]. Clear evidence of being a top 5% performer - President's Club (min. 1) or something comparable. [--]. Identifies as someone that absolutely gets after it : [--]. Email Brian.LaManna@gong.io 2."  
[X Link](https://x.com/BrianLaManna_/status/1970121317190955399)  2025-09-22T13:41Z [----] followers, 23.1K engagements


"A 3x sales leader taught me this one question to ensure urgency in every deal. It's about getting their commitment to solving NOW 🔔 If you don't ask it you roll the dice.   : This might be a silly last question but ____ seems like a really huge priority. Fast forward [--] days are we okay if that problem is still there Or are we committed to solving this as soon as possible ✔ Now Proceed to demo ❌ Not committed Re-run discovery Ok.so what trumps ____ as an even bigger priority today Sales reps: Stop making assumptions off pain. Double click to validate it's a priority now Else your demo is"  
[X Link](https://x.com/BrianLaManna_/status/1970557476153053560)  2025-09-23T18:34Z [----] followers, 12.6K engagements


"Friday sales reminder President's Club sellers don't circle back follow up and check in. Here's an easy gut check. "Does this email add value to the prospect If yes: Send it If no: Make some edits first Add value prior to any ask you have. Make it clear theres a 0% chance it was automated. The email was meant only for them.  : Review your last conversation. Reference a specific question or something of interest and share more material on it. Go to their website and blog - what is on their homepage What are recent blog articles about LinkedIn for their company + ind. profile - what is recent"  
[X Link](https://x.com/BrianLaManna_/status/1971561969447551118)  2025-09-26T13:06Z [----] followers, [----] engagements


"I got promoted from SDR to AE in under [--] months. [--] months faster than the average at my company. And the fastest in my year of 50+ SDRs. The flip switched for me once I learned the key to objection handling. It's not to immediately 'handle' it. Immediate objections are often surface-level and not always true. Before you 'handle' it you must fully understand it. So I learned quick discovery reverses for each: 1/ "We're on a budget freeze" Oh wow. So sorry to hear. Is the company not buying any new tech until June 2/ "We are super busy this time of year. Can you try us in [--] months" Totally"  
[X Link](https://x.com/BrianLaManna_/status/1971937003387097513)  2025-09-27T13:56Z [----] followers, [----] engagements


"Got a massive deal out there with a 9/30 close date. After we got asked for our best & final twice they are now trying to negotiate a 3rd time with a new person. Hardest thing to do in sales but you have to know your drop dead number & what thresholds cannot be crossed. And have to be comfortable walking away if thats the direction things go. Only possible if you have so much pipeline built that nothing feels like a must win. Will see how this unfolds 👀"  
[X Link](https://x.com/BrianLaManna_/status/1972968791828000962)  2025-09-30T10:16Z [----] followers, 31.1K engagements


"Spent [--] hours prospecting last week. Booked zero meetings. Spent [--] minutes on targeted unscalable outreach yesterday. Booked [--] meetings including one with a VP. Lesson: Stop trying to scale everything. Oftentimes the best ROI comes from doing things that don't scale. -Create that personalized gift on Etsy -Send that handwritten note. -Record that 1:1 video. -Listen to their earnings call. -Show up to their house with Starbucks and wake them up in the morning. Ok too far Your spray-and-pray sequence isn't working. Time to go back to selling like a human. Favorite "non-scalable" tactic"  
[X Link](https://x.com/BrianLaManna_/status/1973737717604159597)  2025-10-02T13:11Z [----] followers, [----] engagements


"Prospect: "We're happy with our current vendor." Me: "That's awesome to hear What are you most happy about" Them: "Well. reason #1 reason #2 and reason #3 but there are a few things we wish they did better." *8 minutes later* Them: "You know what let's set up a demo." Stop fighting objections. Start agreeing with them. When someone says they're happy congratulate them. Then get curious about what "happy" really means. Most "objections" are just surface-level responses. Dig deeper with real curiosity 🧠"  
[X Link](https://x.com/BrianLaManna_/status/1975195948654444772)  2025-10-06T13:46Z [----] followers, 15.2K engagements


"If you're not using AI as a seller you are now at a massive disadvantage. On average I save [--] hours a day versus [----]. 🔝 Deal Capacity 🔝 Prospecting Time One of my favorite applications is writing targeted follow up emails. Build a prompt once save it and it takes [--] seconds. Instead of [--] minutes. This is my prompt mid to late stage for action-oriented. I'm going to provide transcripts of sales calls. Break it out into a recap of up to [--] points around the most important areas of the conversation. Then bucket out the action items the prospect or customer owes to us. Last bucket out the"  
[X Link](https://x.com/BrianLaManna_/status/1975913206682915234)  2025-10-08T13:16Z [----] followers, [----] engagements


"4+ years at Gong and [---] logos won later I've never met a top seller who sucks at this. It's a non-negotiable skill. But here's the good news - you can absolutely get better at it. 4-step framework for opening every first discovery call: :     Don't start with generic questions like "What are your top priorities" Come in with a POV based on your research. Share 2-3 observations and make an educated guess about what they care about: * Recent news or company changes * Industry trends affecting their space * Common challenges for their role/company size Why this works: You're showing you did"  
[X Link](https://x.com/BrianLaManna_/status/1976279986723082672)  2025-10-09T13:34Z [----] followers, [----] engagements


"Everyone says add value between calls but nobody tells you how. Here are my go-to plays for value touches: [--]. Review your last call summary and ask yourself: What rapport did we build (Sports teams vacation plans kids hobbies) What business challenges did they mention What questions did they ask that I didn't fully answer What seemed to resonate most with them What concerns or objections came up [--]. Check Their Digital Footprint LinkedIn Activity: What are they posting about What are they engaging with Company LinkedIn: Recent announcements funding leadership changes Google News: Search"  
[X Link](https://x.com/BrianLaManna_/status/1977069531018207694)  2025-10-11T17:51Z [----] followers, [----] engagements


"People often ask when my side hustle will become the main thing - what my exit strategy is to leave corporate and go all in on my own. I always laugh a bit. I really enjoy most parts of corporate. Sorry Its fun to be apart of a company building something exciting. You also have the stability of a base salary health insurance (costs a fortune) other benefits 401K etc. And in the meantime you stay razor sharp. Youre learning every day in the trenches and building an awesome network (internal and external) along the way. Doesnt mean its perfect but nor is running a [--] person business. All respect"  
[X Link](https://x.com/BrianLaManna_/status/1977369923904028674)  2025-10-12T13:45Z [----] followers, 24.5K engagements


"Dug into some data this weekend. Heres how I stack up against my org for the following leading indicators. # of Prospecting Activities Bottom 20%. This one makes sense. Im always towards the bottom. Put very few prospects into automated sequences. Big on gifting and Teamlink connections. [--] touch [--] step sequence. Total Pipeline Generation Top 20%. Not as high as I thought but proud of the quality of this pipeline I create. Will want to look at % of self sourced closed. Will take a year to get a good reading. Talk Time: 44% We are all really strong at this one. Sales is more about listening"  
[X Link](https://x.com/BrianLaManna_/status/1977733173791330313)  2025-10-13T13:48Z [----] followers, [----] engagements


"DocuSign has been sent. Largest opportunity I've ever worked. Now we hold our breathe"  
[X Link](https://x.com/BrianLaManna_/status/1978247607429300431)  2025-10-14T23:52Z [----] followers, 48.7K engagements


"Woke up at 4am & couldnt go back to sleep. Very early workout. Will use the time to get ahead for the day & pretend im not waiting on one specific email. 😁😁😁 DocuSign has been sent. Largest opportunity I've ever worked. Now we hold our breathe. DocuSign has been sent. Largest opportunity I've ever worked. Now we hold our breathe"  
[X Link](https://x.com/BrianLaManna_/status/1978410243122938102)  2025-10-15T10:38Z [----] followers, 24.5K engagements


"She has arrived. And she is absolutely beautiful. [--] different external stakeholders. [--] different internal stakeholders. And one awesome partnership. So pumped"  
[X Link](https://x.com/BrianLaManna_/status/1978549182358024549)  2025-10-15T19:50Z [----] followers, 16.9K engagements


"A few things I do after closing a large deal. [--]. Shoutout everyone else that was apart of it in the Slack Channel. People know you closed it. They don't know the other 5-15 others that played a huge role. [--]. Send them a note 1:1 each in Slack. Invest in your internal relationships. [--]. FaceTime your POC / champion. Congratulate them for all the hard work they put into making it happen. Give them your commitment to making it a massive success. Can take an hour. Worth every minute"  
[X Link](https://x.com/BrianLaManna_/status/1978824139172356539)  2025-10-16T14:03Z [----] followers, 10.5K engagements


"Ive sent 100s of gifts at Gong and used it to land some of my biggest deals. Heres my favorite [--] gifts Ive ever sent: -Found out a CRO had an upcoming golf charity event he hosted. Sent him a rangefinder he could put in the auction he was hosting to help it raise more money for a great cause. Sent a handwritten note along with it comparing Gong to a rangefinder. -Learned a COO was a youth sports coach and had a big goal of reaching $1BN in revenue. Got a custom soccer jersey made with 1BN as the number. Along with their slogan as the name. -Learned a CRO met his CEO playing ping pong. Went to"  
[X Link](https://x.com/BrianLaManna_/status/1979172574635405804)  2025-10-17T13:08Z [----] followers, 14K engagements


"Do not let your champion's 1st software purchase be from you. You do not want to be the guinea pig and the one subject to 'learning lessons.' Less than 5% of AEs will ever ask this in deal cycles. It'll ensure your commit deals close on time. Question: "Have you purchased technology at this company before" If yes: Great. Can you walk me through that process in as much detail start to finish" If no: "Oh got it. Has your leader Karen purchased before "Great. Are you open to a recommendation" "Given she has let's find time between the three of us to understand that process and align on how we"  
[X Link](https://x.com/BrianLaManna_/status/1979538873442029807)  2025-10-18T13:23Z [----] followers, [----] engagements


"8 months in the making and finalized on an early Saturday morning. Having the most fun I've ever had in sales. Q4 came early"  
[X Link](https://x.com/BrianLaManna_/status/1979555105696305285)  2025-10-18T14:28Z [----] followers, [----] engagements


"What makes me happy as an AE and why I've stayed at Gong for [---] years. [--]. Achievable quota When you feel like you have an unrealistic target or a bad territory the job is miserable. It doesn't incentivize hard work if you feel it won't pay off. [--]. Earnings Goes hand-in-hand with achievable quotas. Most people aren't in sales just for fun. They are in it to provide for their families and live the life they want to live outside of work. If you are earning your OTE life is good. If you are blowing past it's more risky to leave. [--]. Learning Top sellers want to constantly challenged and that they"  
[X Link](https://x.com/BrianLaManna_/status/1979906757771075882)  2025-10-19T13:45Z [----] followers, [----] engagements


"I'm not sure who needs to hear this but if they tell you "I'm the decision maker on this." It most certainly means they are NOT the decision maker. Very junior thing to say"  
[X Link](https://x.com/BrianLaManna_/status/1980262516249788658)  2025-10-20T13:19Z [----] followers, 22.6K engagements


"Little hack we use at Gong to help other internal people prep for a big call. Learned this from my manager Sadie McGraw last year. Send a 2nd calendar invite at the meeting time labelled PREP inside. Put all your call notes inside that invite: -Stakeholders -Their LinkedIn -Info on Company -Strategic Priorities -Goal of Call -Internal roles for call -Ideal outcomes [--] Invites side-by-side. When a manager / engineer / leader is B2B all day it makes it super easy for them to pull up [--] min before the call. And makes it easy for me to track which preps Ive completed / still need to do. Pro Tip:"  
[X Link](https://x.com/BrianLaManna_/status/1981409195833356740)  2025-10-23T17:15Z [----] followers, 10.5K engagements


"A favorite question I learned from Brian Halligan (HubSpot co-founder): It's the simplest question that uncovers the most. "What else" Sales is ultimately a search operation - you're looking for pain solutions power and process. After they've shared a challenge they're facing: "What else makes that difficult" After they've explained their decision process: "What else needs to happen for us to move forward" After you feel you've uncovered their top business priority: "What else is a major focus for the team this year" Even when they share what they're looking for in a solution: "What else"  
[X Link](https://x.com/BrianLaManna_/status/1982071711114592532)  2025-10-25T13:08Z [----] followers, [----] engagements


"In [----] a 5x President's Club seller at Gong told me I was 'bad' at next steps. But I had a next meeting on the calendar for every deal It all comes down to one concept. Framing. Average sellers Always grab a next meeting Elite sellers Make next steps all about the prospect. Framing is all about how you position things. Making it about them not about you. :   ❌ The next step in our sales process is setting up a product demo. What time can work for you next Tuesday for you ✔ Given you shared youd need to see X Y and Z Id recommend we set up a demo and review pricing. When works Tuesday for"  
[X Link](https://x.com/BrianLaManna_/status/1983524877916070284)  2025-10-29T13:22Z [----] followers, [----] engagements


"A few things I go into every call knowing: -POV on what problems they are facing [---] slide built for an agenda + time check -First 3-4 discovery questions scripted out -Exact click path (or options) if I plan to demo -Ideal outcome of the call with [--] backup options -Prep Doc ready for any internal stakeholders joining the call -Who is on the call where they are based how long they have been at the org All table stakes items that some sellers don't do. Separation is (often) in the preparation. What am I missing P.S. Pre-call prep template on my blog: https://closedwon.xyz/blog/save-time-on-prep"  
[X Link](https://x.com/BrianLaManna_/status/1985348775368425925)  2025-11-03T14:10Z [----] followers, [----] engagements


"Want to lose an execs attention from the get-go Ramble through a [---] minute agenda. The shorter the better. Mine for a 2nd call: Cool if I share a plan for today We put together a slide to align on value well dive into the demo and wrap with pricing. Depending on your feedback we can discuss a pilot do a demo part #2 or part ways. Whats the #1 thing you want to accomplish today Every minute counts in a call. Cut to the chase 🦙"  
[X Link](https://x.com/BrianLaManna_/status/1985723486883446855)  2025-11-04T14:59Z [----] followers, [----] engagements


"1st call discovery. 2nd call demo. Most sellers dive straight into demos on their second call. Big mistake. I start every follow-up call with a "What We Learned" slide that summarizes our previous conversation.  : Shows you were actually listening Instead of generic "let me recap what we discussed" you present their exact words priorities and challenges in an organized format. Fills discovery gaps naturally You can add "" or ____ for areas you need to explore further. They'll help you fill in the missing pieces without feeling interrogated. Builds credibility instantly Earns the right to go"  
[X Link](https://x.com/BrianLaManna_/status/1986799681729397083)  2025-11-07T14:15Z [----] followers, [----] engagements


"100% of the meetings I book via email following the same framework. I call it my OPPS framework: O - Observation P - Problem P - P.S. S - Simple CTA Step 1: Lead with an observation. ❌ I hope you had a great weekend ✅ Saw you recently announced the new ____ ❌ Hi my name is Brian and I'm the AE aligned with. ✅ Listened to your podcast in June with _____ Noticed realized saw came across listened etc. [--] Keys: 🔑 First [--] words scream personalized. No open = no opp. 🔑 Spend [--] min to find observation: LinkedIn company website blog and Google News. 🔑 Ensuring observation relevant to tie back to"  
[X Link](https://x.com/BrianLaManna_/status/1988253737874342324)  2025-11-11T14:33Z [----] followers, [----] engagements

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