Kyle Asay

As an AE, I spent months trying to get into an account at “senior” levels. No one responded.

I started reaching out to entry-level professionals. One agreed to meet.

I could have quickly disqualified them as they were clearly not the right contact. Fortunately, I still decided to run a full discovery.

They gave me insight into a C-Level goal (NPS at 60 by 2021) and a breakdown of internal systems.

Using this information, I created a business case for how we could help them achieve that goal within their current internal systems.

Sent a message to the CEO with the subject line, “NPS to 60 by 2021?” and attached my business case for how we could help. He responded immediately, and we kicked off the evaluation.

Here’s the lesson: stop thinking that initial conversations are only valuable if they convert into an opportunity.

Your first conversation with an account is probably not with your eventual buyer. If you worry only about “converting” the opportunity, you’ll leave the call without being any closer.

Shift your mindset from “how can I qualify an opportunity” to “how can I better learn the value I can add to this company,” and you’ll end up with the strongest opportunities of your career.

As an AE, I spent months trying to get into an account at “senior” levels. No one responded.

I started reaching out to entry-level professionals. One was kind enough to meet.

While this individual was not a “buyer,” they gave me insight into a C-Level goal (NPS at 60 by 2021) as well as a breakdown of internal systems.

Armed with this insight, I put together a business case for how Qualtrics could help them achieve that goal within their current internal systems.

Sent a message to the CEO with the subject line, “NPS to 60 by 2021?” and attached my business case for how we could help. He responded immediately and we kicked off the evaluation.




AEs: stop thinking that initial conversations are only valuable if they convert into an opportunity.

Your first conversation with an account is probably not with your eventual buyer. If you worry only about “converting” the opportunity, you’ll leave the call without being any closer.

Shift your mindset from “how can I qualify an opportunity” to “how can I better learn the value I can add to this company” and you’ll end up with the strongest opportunities of your career.

As an AE, I spent months trying to get into an account at “senior” levels. No one responded.

I started reaching out to entry-level professionals. One agreed to meet.

I could have quickly disqualified them as they were clearly not the right contact. Fortunately, I still decided to run a full discovery.

They gave me insight into a C-Level goal (NPS at 60 by 2021) and a breakdown of internal systems.

Using this information, I created a business case for how we could help them achieve that goal within their current internal systems.

Sent a message to the CEO with the subject line, “NPS to 60 by 2021?” and attached my business case for how we could help. He responded immediately, and we kicked off the evaluation.

Here’s the lesson: stop thinking that initial conversations are only valuable if they convert into an opportunity.

Your first conversation with an account is probably not with your eventual buyer. If you worry only about “converting” the opportunity, you’ll leave the call without being any closer.

Shift your mindset from “how can I qualify an opportunity” to “how can I better learn the value I can add to this company,” and you’ll end up with the strongest opportunities of your career.

After years of posting my best sales advice, the top requested “secret” I’ve hinted at is my recipe for Korean BBQ Bowls.

So fine, I’ll share it.

For the marinade, throw all this into a blender:

1 cup brown sugar
1 cup soy sauce
1/2 cup water
1/4 cup mirin (rice wine)
1 small onion
1 small gala apple (or Asian pear if you feel fancy)
A bunch of garlic cloves (I do like 6 but you can do less if you are boring)
2 tablespoons dark sesame oil
1/4 teaspoon black pepper
One or two thumbs of fresh ginger
1-2 teaspoons red pepper flakes


Throw in a bag/bowl/container with 3-5 pounds of meat. I like to use prime skirt steak. Also good with chicken thighs and beef short ribs.

Marinade for 4-6 hours.

Grill it.

For rice:

Sauté finely chopped garlic in butter over medium high heat until fragrant, about 1-2 minutes. Then add fresh grated ginger for 30 seconds.

Then add two cups jasmine rice, stir occasionally for about 1 minute.

Add 3 cups hot water, cover, bring to boil.

Reduce heat to low, keep covered 10 min.

Turn off heat, let stand covered for 15 minutes, stir and serve.

Cucumber + Carrot Salad:

1 teaspoon sesame seeds
1/4 to ½ teaspoon red pepper flakes depending how spicy you like it
1/4 cup rice vinegar
3 tablespoon honey
1 cup sliced cucumbers
1 cup shredded carrots

Sriracha mayo:

Combine 1/2 cup mayonnaise, 2-3 tablespoons sriracha sauce, 1 teaspoon sugar, and 1 teaspoon soy sauce in a bowl and stir.

Put rice and meat and cucumber salad into a bowl and make it look pretty.

Top with sriracha mayo, sesame seeds, sliced jalapeños, and sliced green onions.

Guess I’m a recipe blog account now. So I guess follow along for recipes and sales stuff sprinkled in?