Understanding Account Tiers and Sales Success Strategies

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own.

🎙 ACTIONABLE TAKEAWAYS:

• Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first.
• Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards.
• Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three.
• One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it.

KYLE’S PATH TO PRESIDENT’S CLUB:

• VP of Sales @ LaunchDarkly
• Sales Leader @ LaunchDarkly
• Global VP @ LaunchDarkly

RESOURCES DISCUSSED

• Kyle’s LinkedIn
• Kyle Asay’s Sales Coaching Competencies
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides