Micael Sasson

I manage my entire book of business with 3 AI systems. Hundreds of accounts. New business only. Here's what runs every day: 1. The Morning Brief Every day at 8am, Claude scans my Calendar, Gmail, Slack, Gong, and Salesforce. It hits my Slack with three things: - What I need to follow up on - What's gone quiet - What's urgent today I open Slack and my entire day is prioritized. 2. The Pipeline Prioritizer I can't give equal attention to every account. So I trained Claude on what a high-priority deal looks like in my pipeline. It connects to Salesforce and ranks my top 50 accounts in real time. Updated every morning. I never guess where to focus. 3. Call Prep in 5 Minutes Before every call, Claude pulls the prospect's company news, recent job postings, and our last conversation from Gong. I walk into every meeting knowing more than the prospect expects. It took some time to make it work. But now I wake up every morning knowing exactly who to call, what to say, and what needs my attention. AI doesn't close deals. But it tells me which ones need me right now. What's your AI stack for sales?

I was one contact away from closing my biggest deal. The company was a perfect fit. Right size. Expanding fast. But I had no way in. No mutual connections. No inbound lead. No warm intro. I found names on LinkedIn. Guessed their email format. Sent five emails. Three bounced. One went to someone who left the company six months ago. One never got a reply. A week of outreach. Nothing to show for it. I was about to move on. Then I ran the same names through FullEnrich. It searches across 20+ data sources one by one until it finds a verified match. Every email came back verified. Ready to send. One of them replied within 48 hours. First call that week. Full buying committee the week after. Signed within the month. Same company. Same people. Same message. The only thing that changed was the data. You only pay when it finds the contact. No result, no charge. What's your biggest outreach frustration? #fullenrichpartner

Desperation is the most expensive cologne in sales. Prospects can smell it before you even speak. It sounds like "just checking in" for the third time. It looks like dropping your price before they even ask. It feels like saying yes to everything hoping something sticks. I've been there. Chasing a deal for weeks. Sending follow-ups that said nothing new. Offering discounts nobody asked for. Scheduling calls just to "stay on their radar." The harder I pushed, the further they pulled away. Then I started doing the opposite. Prospect goes quiet? I let them. They ask for a discount? I tell them we might not be the right fit. They want to think about it? I say take your time. Not because I don't care. Because I do. The best deals I've ever closed came after I stopped chasing them. The moment you stop needing the deal is the moment the prospect starts wanting it. Have you ever closed a deal by walking away from it?

I stopped sending quotes over email. A prospect asked me to send one over. Happens all the time. Instead I said: "Let me walk you through it live. 15 minutes." He pushed back. Said he'd rather review it on his own time. I didn't back down. He agreed to the call. Five minutes in, he stopped me. He had assumptions about the pricing that were completely wrong. If I'd sent that proposal over email, he would've seen a number he couldn't make sense of. And I never would've known why he disappeared. We sorted everything out on the spot. He signed the next day. A proposal isn't a document. It's a conversation. Do you send proposals over email or walk through them live?

I ran into a lost prospect at an airport. I was walking to my gate and saw him sitting alone. Having lunch. A prospect from over a year ago. Good conversations. Strong fit. But he went with a competitor. I never heard from him again. I could have kept walking. Pretended I didn't see him. Instead I walked up to his table. He looked up. Took him a second. Then he recognized me. We talked. Not about the deal. About travel. About work. About how things were going. Then right before I left for my gate he said something. The competitor wasn't working out. Six months in and his team was already frustrated. Implementation was a mess. Support was slow. He didn't ask me to pitch. He just told me the truth. I gave him my number. Told him to call me whenever he was ready. No pressure. Three weeks later he called. No RFP. No evaluation. No other vendors. He said that conversation at the airport reminded him why he almost chose us the first time. Sometimes the best sales meeting isn't a meeting at all. Have you ever run into a prospect in the most unexpected place?

A prospect called me three years after we last spoke. Unknown number. Almost didn't pick up. Then I recognized the voice. A prospect from three years ago. Great conversations. Real chemistry. But the timing wasn't right. No budget. No urgency. Deal never happened. I never chased him after that. No monthly check-ins. No "just circling back" emails. But I never disappeared either. I'd react to his posts. Comment when he shared something. Send a message when he got promoted. Nothing salesy. Just staying visible. Three years of that. Then this call. New company. VP role. Building his entire stack from scratch. He said he had a list of vendors to evaluate. But he wanted to call me first. I asked him why. In three years I never once tried to sell him. But I also never went away. Signed within a month. Biggest deal of my Q1. Some deals take three calls. Some take three years. Have you ever had a prospect come back when you least expected it?

Burnout doesn't come from working too hard. Not at all. Yet, everyone says it does. Work less. Log off earlier. Take more breaks. I don't buy it. The most exhausted people I know aren't the ones working long hours. They're the ones stuck. Doing the same thing every day and seeing nothing move. That's what drains you. Not the work. The lack of momentum. When things are working you can go all day. When nothing is moving, even a short day feels heavy. I've had months where I worked more than ever and felt great. And months where I worked less and felt completely empty. The difference was never the hours. It was the results. Momentum is fuel. When you have it, energy is infinite. When you don't, no amount of rest will fix it. The fix isn't always slowing down. Sometimes it's changing direction. Agree or disagree?

The prospect I least expected to close became my biggest advocate. He wasn't sold on us. Not even close. First call he told me straight - he'd been burned by a vendor before. Bad implementation. Empty promises. The whole thing. He wasn't shopping. He was on the call because his boss made him take it. Every answer was short. Every question was sharp. He was looking for reasons to say no. I didn't push. Didn't oversell. Didn't promise anything I couldn't prove. I just kept showing up. Same energy. Same honesty. Every call. It took four months. Twice as long as any deal I'd worked that year. Then one week he stopped replying. No emails. No calls. Nothing. I thought I lost him for good. Five days later he called. Said he spent the week talking to other vendors. Just to be sure. He chose us. But when he signed, he was all in. Not because I convinced him. Because I earned it. Then something I didn't expect started happening. He began introducing me to people in his network. Unprompted. Without me asking. In the past year he's sent me four referrals. Three of them closed. The prospect who trusted me the least became the one who vouches for me the most. Trust takes longer to build with people who've been burned. But once you earn it, they never let go. Have you ever won over someone who didn't trust you at first?

I made a mistake on a call. What I did next saved the deal. Midway through a presentation. Four stakeholders on the screen. High-stakes deal. And I quoted the wrong number. Not a small one. I referenced a case study from a completely different industry. Wrong metrics. Wrong company size. Wrong everything. The CFO caught it immediately. "That doesn't apply to us at all." The room shifted. I could feel the trust leaving. I had two options. Keep going and hope nobody dwells on it. Or stop everything. I stopped. Told them I messed up. No excuse. No spin. Said I owed them better than that and I'd come back with the right data specific to their business. The call went quiet. Then the CFO said something I didn't expect. "I've sat through dozens of these calls. You're the first person who stopped and owned it instead of talking through it." The meeting was supposed to end there. They kept me on for another 30 minutes. I came back the following week with the right numbers. Tailored to them. No shortcuts. Signed that month. Perfection doesn't build trust. Honesty does. What's a mistake on a call that actually worked in your favor?

I took a prospect's call at my friend's wedding. Music playing. Speeches about to start. Everyone in suits and dresses. My phone rang. A prospect I'd been chasing for months. I looked at the screen. Looked at the room. Looked at the screen again. I stepped outside. Took the call in the parking lot. Jacket off. Tie loose. Two minutes in he asked what that noise was in the background. I told him the truth. I'm at a wedding. Then he said "you picked up my call at a wedding?" I told him it was important. He was important. He laughed and said we'll keep it short. Fifteen minutes later I walked back inside. That call didn't close the deal. But it closed the gap. He told me weeks later that moment was when he knew. Every other rep was available 9 to 5. I was available when it mattered. Signed the following month. I'm not saying pick up every call at any moment. But some calls you just know. Have you ever taken a work call at the worst possible time?