GoodSellas: 5 Timeless Rules Top Sellers Live By
Hey everyone!
We’d recently hosted a conversation between 2 stellar sales pros: Brian LaManna (Enterprise AE at Gong) and Mike Groeneveld (VP of Global Sales at Everstage).
This dynamic duo of GoodSellas dropped 5 timeless rules they live by — and trust us, they’re gold.
So we’ve broken them down for you in this edition of Closing Thoughts.
Read all about it in today’s In Depth section 💫
Happy reading!
In Depth 🔍
GoodSellas: 5 Timeless Rules Top Sellers Live By
Despite having taken similar paths into the world of sales, Mike and Brian had a key differentiating factor.
Mike had always known that he wanted to be a sales leader.
Brian wanted to learn more about sales before rising up the ranks.
They share a common trait, though.
Consistent growth fueled by structure, passion, and curiosity.
Here are the 5 timeless rules these two stellar sellers live by. Let’s dive in!
Rule 1: Play the long game
Most new reps aren’t used to waiting.
They assume that they’re going to earn the big bucks within 3 to 6 months of starting the role. Get a foot in the President’s Club door. Bring home the bacon.
But success doesn’t happen overnight.
Even in the off chance that you witness success the second you step into a place, there’s probably a lot of other factors that come into play.
So the right thing to do is: play the long game.
It’s easy to be beguiled by the shiny OTE number. But remember, if you’re offered a higher OTE during your ramp period, and you decide to make the switch – you’re restarting the game.
Spend time to learn the product and sales processes. Tell yourself that it’s okay to not be great right off the bat. As you keep at it, you’ll grow. And you’ll start closing deals left and right.
Rule 2: Go deep on your goals (and comp plans)
It’s a simple chain reaction.
You understand your goals well > You hit those goals > You earn more 💰
Brian breaks down his task flow as an Enterprise AE:
Assuming he has 45 accounts, he creates a ranking system for them based on whether they’d be a perfect fit for the solution they offer.
He then does an in-depth analysis, with questions like:
Have we spoken to this account before?
Who have we spoken to?
If there was a previous opportunity, why didn’t they move forward?
Are they using a competitor?
When is the renewal date?
Out of the products that we have, which ones have we discussed with them?
He then searches for mutual connections at those companies on LinkedIn. Once connected, he sends a request for a quick catch-up.
He then gets his research validated, and maps the company’s 3-4 top strategic objectives to benefits offered by the product.
Upon prospecting the account and reaching the final decision maker, he can approach with a really strong point of view.
You need to understand your comp plans with equal clarity.
Jacob Karp, Enterprise AE at Rubrik, has a novel approach.
Each fiscal year, he spends 3 to 4 hours going through the comp plan and learning the ins and outs of it. The reason? To reverse engineer the objectives.
So, once you classify your accounts, start with the metrics:
Your annual quota
Average deal size
Your average win rate
Then, reverse engineer to determine how many new net opportunities you need to source. This will influence how you tier your accounts and approach them.
Rule 3: Spend the base, invest the incentive
While reps can predict their earnings now, they still can’t be 100% certain.
And since incentives are variable, relying on them can be quite risky.
There’s also the risk of falling into the lifestyle trap – where expenses rise to match the income. Reps need to be wary of this.
Both Mike & Brian share a similar approach: live off the base pay, save (or invest) the variable.
Here’s how you can improve your financial stability:
Save as much as of the variable (bonuses, commissions, etc.) as possible
Splurge intentionally – enough to stay motivated while not running out dry
Start investing with smaller amounts, and diversify your investments
Rule 4: Step out of your comfort zone
Growth doesn’t happen on autopilot mode.
It happens when you make the conscious choice to skip comfort.
And he walks the talk.
Last month, he pushed through a long day to attend a dinner event.
Was he tired? Yes.
Did he want to go? Not really.
Did he end up liking it and learning something new? Absolutely.
Whether it’s attending a dinner, diving into a book, or saying yes to an unimaginable experience, say yes. Get a little uncomfortable.
Because growth lies beyond the comfort zone.
Rule 5: Have a routine in place
Top performers don’t rely on motivation.
They rely on systems.
Having routings (or systems, as Brian phrases it) is essential because it:
Sharpens your skills over time
Frees up your mind for deep work
Ensures you don’t miss out on anything
Mike’s daily routine is simple yet powerful:
✅ Pipeline first: Review every deal and ask, "What needs to be done today to move this forward?"
✅ Calendar blocks for meetings and execution
✅ End-of-day reflection: For deep thought and prep for tomorrow
The system becomes natural and things start to fall into place.
Routine isn’t about rigidity. It’s about strategy.
Build it once. Use it daily to win over and over again.
Those were the 5 timeless rules shared by our sales experts, Mike and Brian.
Here’s a question for you: How would you motivate your reps to hit their goals? Drop your thoughts in the comments below!
That’s it for today’s Closing Thoughts. See you next time!
Everstage’s Corner ✨
Networking: GTM Social: Spring ‘25
Our Events team is heading out to the West Coast next month! ✨
Don’t miss out on the opportunity to get a private tour of Chase Field, home of the Arizona D-Backs! ⚾
Check out the full lineup below:
📍Phoenix, AZ: Tuesday, Apr 1
📍Denver, CO: Wednesday, Apr 2
📍Salt Lake City, UT: Thursday, Apr 3
📍Los Angeles, CA: Tuesday, Apr 8
📍Mountain View & SF City, CA: Wednesday, Apr 9 & Thursday, Apr 10
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