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I had the pleasure of interviewing my friend Andy Gotelli where we dug into what it takes to close 9 figure deals in b2b tech sales.

Andy has closed a $105M deal, $125M deal, and a handful of 8 figure deals in his time at Google Cloud &, after a great career at the Googs, he's now riding the data & AI wave at Databricks where he's chasing bigger paydays than ever before.

In this conversation Andy shares his insight into what he loved about working at Google & what drew him to Databricks, his thoughts on the cloud computing & data space, & principles for success selling at the highest level such as 5 step thinking, saying no to deals today to build the trust for bigger deals tomorrow, & connecting on a personal, human level with customers.

We also talk about building resilience and the things in life that matter more than closing monster deals like being there for family.

Enjoy the conversation, make sure to take notes, and share with others who could benefit from the message!

Happy Selling & Happy Living,
Chris

Make Cold Calls For Tech Companies & Earn Up To $2k per month with Glencoco
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⏲Timestamps:
00:00 Intro
2:14 Reflection on the concept of family history and lineage
5:11 Reflection on Italians and Irish becoming "normal Americans"
6:18 Arrival of greatgrandfather in America
7:04 Acknowledgment of family resilience and heritage
7:39 Emphasis on passing down resilience to children
8:11 Discussion of personal challenges, including addiction
15:36 Discussion on the ephemeral nature of joy and challenges
17:40 Reflection on economic cycles and avoiding extreme optimism
18:28 Analogy of salespeople and seasons in life
19:02 Attraction to Google Cloud and tech optimism
25:34 Recollection of driving through Silicon Valley landmarks
26:38 Reflection on the culture at Google Cloud
28:23 Personal challenges during the pandemic and commuting
30:03 Discussion on the challenges and reality of selling cloud computing at Google
35:06 Importance of building rapport and customer champions
36:01 Transition from SMB sales to enterprise sales
37:14 Longterm thinking and strategy in complex sales cycles
38:21 Analogizing sales strategy to chess thinking
39:16 Importance of multistep thinking in enterprise sales
49:01 Thoughts on Enterprise Deals
49:07 The State of the SDR Role
50:36 Evolution of SDR Compensation
51:29 Monitoring SDR Activities
53:00 Challenges Faced by Young SDRs
59:27 Overcoming Educational Background Bias
1:00:05 Earning Potential in Sales Roles
1:00:39 Building Rapport in Sales
1:01:02 Understanding the Perspective of Prospects
1:02:34 Strategy for Closing Complex Deals
1:10:49 Broadening Life Beyond Career
1:11:24 Importance of Personal Identity
1:12:48 Embracing Diverse Interests
1:13:33 Avoiding Overcommitment
1:14:39 Being a Relatable Salesperson
1:20:01 Excitement About Cutting Edge Technology
1:21:30 Rediscovery of Hope in Technology
1:22:57 Importance of Open Source Community
1:23:37 Personal and Professional Success at Databricks
1:24:55 Appreciation for Financial Stability
1:28:10 Emphasizing Sales in Everyday Life
1:28:53 Magic of Parenthood
1:31:50 Final Calls to Action
1:34:05 Outro

‍CHRIS BUSSING'S BACKGROUND & EXPERIENCE:

For 9 years, I've worked in tech sales at companies like Oracle, Google, and a global startup. I've also interviewed some of the biggest names in B2B tech sales on my podcast. I'm passionate about helping as many people as I can ride the tech sales wave to a life of freedom and impact as well as helping startups and enterprises kickstart and grow their sales development engine.

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