Brian LaManna
@BrianLaManna_
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AE @ Gong and 5x President’s Club. Building playbooks for AEs & SDRs to source + close more deals.
Chicago, IL
Joined May 2024
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Pinned Tweet
My biggest, why the f**k did I not do this earlier, by years:
2024 - TSA pre check
2023 - LASIK surgery
2022 - Buy a great water bottle
2021 - Standing desk
2020 - Amazing pillow
2019 - Tailored all my pants
What should be on my radar for 2025?
3K
2K
55K
@KyleAdamsStocks
bump it up. takes 10 min. good for 5 years.
let’s you cut down time needed to spare at airport. way more predictable.
28
1
671
Pure dopamine.
14 month cycle to Rip & Replace a big competitor. 140 seat deal.
Closed Won 🦙
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Holy moly my tweet went viral over night.
2M views
12K bookmarks
500+ reposts
Just a LinkedIn creator (65k+ followers) starting to build on X.
Posting on all things sales, SaaS, tech.
5x President’s Club winner (age 27) sharing my day to day journey.
Give me a follow 😊
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Just one of those sales days that really sucked.
No matter how long you’ve been in SaaS.
Bad news comes in bunches.
New day tomorrow.
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1
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14 month sales cycle & I just FINALLY sent out the DocuSign.
Competitive versus Salesforce, Clari, Salesloft.
One of those I thought I ‘won’ many times only to get hit with snags.
RIP that April, May, June forecast call on it. (sorry, boss)
Going to be hard to get anything
14
1
54
I majored in sales.
At a top 10 business school & the
#1
sales major in the US.
My takeaway is this:
I learned nothing that helped me succeed in SaaS.
You absolutely do not need to major in sales to be successful.
Or even be a business major.
It’s one of the few roles you
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A few things I go into every sales call knowing:
-POV on what problems they are facing
-1 slide built for an agenda + time check
-First 3-4 discovery questions scripted out
-Exact click path (or options) if I plan to demo
-Ideal outcome of the call, with 2 backup options
-Prep
3
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Met a prospect for breakfast / coffee in Boston last week.
Talked very little about Gong.
Sports growing up
Career aspirations
Future of the Celtics
Family life
Best sandwich shops
TV shows
I’d consider it a huge success. I also just had so much fun, we both ran late & had no
10
1
51
Booked a meeting with a top 5 account today.
100 users on our biggest competitor.
Renewal in 5 months.
Keep working hard & things turnaround.
😤😤😤
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Surpassed my last 2 years of posting on LinkedIn, in my first month on X.
Amazing platform & excited to keep building on here.
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Alright, I love this. Only got one life. Just go for it.
6
3
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I’m at the 2 yard line from winning the coolest logo, I’ve ever worked.
[And likely coolest one I’ll ever work]
Deal got shut down by the CRO a few days ago.
But we had an army of champions keep fighting for it.
Pushing the success they’ve seen the past months in piloting &
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1
43
Liquid IV has to be one of the best selling, worst products ever.
It’s literally a sugar packet with some salt.
60 calories in each packet of sugar.
No real science that it prevents hangovers.
Just great marketing.
Respect to em.
13
1
40
Spent my 1st year as an SDR going into the office most Saturday’s & Sunday’s.
Anti-hustle culture will hate this Tweet.
When you want something so bad (promo to AE), it’s okay to go all in.
Still had time to workout at night & go out on weekends. Plenty of people work 50-60
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1
42
Taxes are wild.
Your earnings are taxed at 30-40%.
Invest that money & your profit then gets taxed 20-30%.
Then you spend it at ABC company and get taxed another 10%.
ABC Company then gets taxed as a corporation….
How the f**k is the government 100 Gajillion dollars in
6
1
39
Today, I turn 28 years old!
It's also my 3 year anniversary at Gong.
Hard to forget when those two dates are tied together.
I left my previous job and joined Gong as an SMB AE.
Felt like a huge risk at that time.
Best career decision I made.
9
0
37
Answered a LinkedIn DM in under a minute to jump on a 20 minute call.
This rep helped me get my largest deal closed last year.
He was laid off last month & wanted some advice through the interview process.
Always willing to help people that have helped me.
Reciprocity is
1
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36
Coming back from a recent onsite in Philly.
A few things I did to stand out:
-Printed one pager business case for each person
-Handwritten note for each person
-Catered lunch from an office favorite
-Showed up 45 early to set up, build rapport
-Brought a gift, related to a
3
0
36
One of my favorite books I’ve ever read is ‘The subtle art of not giving a fuck.’
Changed my perspective on life.
Stopped taking everything so seriously.
Made me realize we are all out here just doing our best.
Nobody fully knows what they are doing.
And that’s the beauty of
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When you heard Trump got shot yesterday, where did you go to get news?
Did you log onto Fox?
Pull out your laptop & go on CNN?
Feels like everyone goes to X first.
It’s the era of people trusting reputable people, more than big media.
For good reason 🤷🏻
12
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I got promoted from SDR to AE in under 10 months.
9 months faster than the average at my company.
And the fastest in my year of 50+ SDRs.
The flip switched for me once I learned the key to objection handling.
It's not to immediately 'handle' it.
Immediate objections are
3
2
39
Take back my excitement here lmao
38 million impressions in a month doesn’t even get me a Sweetgreen salad?
I’ll take it 😂
7
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Not a golf guy.
I’m bad at it.
It’s expensive.
It eats up half a day.
I just don’t enjoy it.
Would rather play beach volleyball, pickleball, pickup football.
Feel like I constantly have to defend it.
LEAVE. ME. ALONE.
😂😂😂
12
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32M impressions on a post in my 1st week on X.
65,000+ linkedin followers, 700 days posting in a row previously.
And I had about 32M impressions.
COMBINED.
Reach on here is wild 🤫🤫🤫
5
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The hate Caitlin Clark gets just proves there will always be haters.
She’s the ultimate professional.
Competes hard on the court and a great person off the court.
The bigger you get, the more people will root for you to fail.
She’s the biggest proof of that.
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34
First 2 weeks building on X.
1,500 followers.
Excited to see how fast I can hit 3,000.
Learning so much.
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Constantly torn between wanting to be the next great sales leader (CRO).
And realizing being a top performer individual contributor is the dream life.
Get my own schedule, zero managing, no interviewing, great pay.
It’s just so comfortable.
Biggest thing holding me back is
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The most important question to ask in a sales interview:
“In terms of 1st year performance - what % of reps hit 100% of goal, in their very first year?”
So much emphasis on the '𝗳𝗶𝗿𝘀𝘁 𝘆𝗲𝗮𝗿'
That I say it 2x in that question.
I DO NOT care if the rep who has been
5
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Just took a call with a college grad looking at SDR roles.
Knew nothing about what an SDR entailed, what promotion path there was after, or companies to look at.
Never be too good to help someone else out a few steps behind you.
Gotta pay it forward for all that helped me.
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Things I didn’t know before starting my business:
-Importance of a domain
-Being approved as an LLC
-Getting an EIN
-Need of business credit card / checking
-Learning QuickBooks
-Email list being 11/10 critical
-Email deliverability
-Power of lead magnets
-Knowing when you
5
2
31
Just booked 2 more on-sites for July.
Will end up being my 7th & 8th of 2024.
While other sellers are blasting & doing things ‘at scale.’
I’ll continue doing the ‘unscalable’ things for my top accounts.
That’s how I’ll win in 2024.
5
0
29
End of Quarter, Wednesday.
My birthday, Thursday.
Gong holiday, Friday.
Might fall short of my quarter but just feeling grateful for everything I have.
Going to be a great week 😊
5
0
30
Wild that we did a launch yesterday & Gong turned to me instead of the company page.
Individual profiles get 5-10x the reach.
I was happy to help out & partner with them.
All the leads we generated, won’t go to me. It’ll go to who owns the account.
Didn’t ask for anything
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Last day of Q2, is today for Gong.
Going to (very likely) fall 7% short of my Q2 number.
For 1H, I'll have closed around $455K on a $480K goal.
Comes out to about 95%.
Definitely not happy with the result of falling short.
But I also couldn't be more excited for 2H.
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My sleep started deteriorating a few years ago, with constant work stress dreams.
When you are on your laptop / work email up to 30 min before bed time, it makes sense.
How I fixed it:
30 min of reading a non-fiction book before bed time.
Makes me tired, I forget about
9
1
28
Grew my newsletter from 500 to 12,500 with trading editions with similar newsletters.
It’s hard to think of 52 great ideas.
I cut my 10-15 worst ones & feature someone else.
With one of their absolute best write-ups.
In return, I give them one of mine.
We both shout each
4
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27
Social media I use:
-LinkedIn
-X
-Instagram
Social media I don’t have:
-FaceBook
-TikTok
-Reddit
-Snapchat
Can’t imagine having all seven.
3 is already plenty for me.
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1
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Pretty surreal to have such amazing support from Linkedin that one post, gets me to my first 100 on X.
Will share in my newsletter Monday now too that gets seen by 12K+.
Power of having a few facets on the content wheel.
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Words that lose you credibility on a sales call:
-Streamline
-Just to be honest with you
-All in one platform
-Synergies
-*Anything bad mouthing competitors*
What am I missing?
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So excited for my first payout on X!
Know it’s minimal $$$ but very cool to know I’m being directly paid for creating content.
Definitely adds to my excitement around being on here.
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Will give everyone here the first peak.
Just launched my full website!
6 months in the making.
It features freebies, articles, podcasts, templates & more.
Would love any feedback!!!
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Spent this morning re-listening to a session
@demandjenallen
ran on Cost of Inaction for Sales Assembly.
Came away with 2 pages of notes on ways I should be thinking about deals & buyers differently.
The CFO rolls their eyes at your 15x ROI story.
Buyers put their reputation
6
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I source 5-8 opportunities per month from my LinkedIn presence.
People messaging me directly wanting a demo.
I give all the opps away, each time.
All our accounts are assigned in CRM, so I broker warm intros to the owner of it.
Would be nice to be able to keep those I
3
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26
My secret to waking up at 5am every day to workout?
Go to bed earlier.
It’s not hard to get up at 5am, if you’re asleep before 9pm.
I now usually wake up before my alarm.
Used to a later schedule?
Inch it up 5-15 min at a time.
Sometimes tough challenges, have really
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Content flywheel is just humming right now.
One great idea.
Turned into:
-Tweet
-LinkedIn post
-Newsletter
-Video
Hard to think of 365 great ideas.
Easy to think of 75.
1
0
24
Recruiter pitch: Come here, we make business more human.
Recruiter thinking: *hmmm I should use AI to mass inMail people*
Sends InMail to Brian:
“Hello Stacy”
Guess that’s my new name now 😙😙
9
0
24
Very awesome, unintended benefit, of all my customer on-sites this year.
Just unlocked United Premier Silver with my 14th flight.
No more boarding group 6 & having to check my carry on, with no room left.
Mama we made it!!!
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24
8 business days left in Q2 for me.
I’ve got 3 deals out there and I need to go 2/3 to hit 100%+
If I manage to close all 3, I’ll have a blowout quarter.
I’ll be giving each my absolute all.
Chips will fall how they fall.
🫡🫡🫡
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Getting good at email prospecting is 90% just getting good at writing.
It’s just a skill gap almost every seller has when they start.
Me included for my first 3 years in SaaS.
Relying only on the phones to source.
Takes having a strong framework, repetitions, and some direct
6
2
23
This is the 2nd time I’ve turned 1 on-site, into multiple on-sites.
I booked a trip to SF on 72 hours notice to see a potential customer.
Then I went into Sales Nav:
1. Filter by Leads
2. Location: San Francisco
3. Title: VP Sales, CRO, VP Revenue Operations
Also, I looked
7
1
24
I buy 2-3 sales courses each year.
Pick up a few things from each, I implement right away.
Costs me about $500.
Closing 1 extra deal averages $5K in more commission.
Direct ROI & easy decision.
3
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Just announced on LinkedIn I'm launching on X.
Appreciate your trust to follow me here too, if you're coming from LinkedIn.
Going to speak more freely on X...
Brian Unfiltered.
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Sales is one of the few jobs that’s so easy to measure your impact.
Marketing? Tough.
An engineer? Impossible.
Support? Thought of as a cost.
Security? Needed but no idea ROI.
Makes it really easy to identify top vs. bottom performers versus any other job.
Can point
8
0
22
If I ever didn’t work in sales tech, I’d love to be in big data / cybersecurity.
DataDog
CrowdStrike
Snowflake
DataBricks
Need to have technologies.
Command attention of the C-Suite.
Large deal sizes.
Early innings of what’s possible.
4
2
20
Just walked past a lemonade stand - $3 !!!
When I was a kid we were doing 25 or 50 cents.
Did the inflation hit lemons!?? 🍋
5
0
21
4 years of playing beach volleyball. 3 sessions each year.
And my FIRST EVER 1st place championship.
Never taking the t-shirt off.
Too proud 🤓🤓🤓
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1
21
Excited to someday live on a lake, have a boat, & belong to a country club.
Never had that type of experience growing up and it seems fun.
Always on the hunt for different in a world of same.
6
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21
Working with marketing to write one article a week for Gong, for the next few months.
Published my very first one below.
Thoughts!?
6
1
20
Been on a flight 8 of the past 9 weekends.
Have fully refined my go-to travel plan:
- TSA pre-check
- Portable charger
- Touchland hand sanitizer
- Nice shirts, in a plastic cover
- Joggers and comfy long-sleeve shirt
- WiFi on planes is always bad, just skip trying
- Download
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20
Here's every customer that is NOT a fit for us.
-Any individual seller (only needing 1 seat)
-If you use phone systems that can't connect to our platform
-Smaller / non-scaling teams where leadership is on every call already
-If you use certain CRMs that are unable to integrate
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19
I was 21 years old when I started in SaaS as an SDR.
Six years later, bouncers still might believe I’m not 21, but I’ve learned the world of tech sales.
Things I didn’t know when I started in SaaS:
- What SaaS stood for
- “SDR” or “BDR” really meant make 100+ calls/emails a
0
0
19
Going live with Videos for the first time (consistently) on LinkedIn this week.
Plan to do a steady drip of 1 video a week.
Then reassess whether to ramp up or down.
Any advice?
8
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19
If I had 5 lives, I’d definitely go all out at being a football coach with one of them.
Was always my dream job to lead a college football program.
Just a very difficult profession to get into if you aren’t a D1 player / get offered.
Maybe something i’ll regret some day?
For
10
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19
One year ago: Went hiking in Banff, Canada 🇨🇦 ⛰️
I spend too much time indoors in general
So I climbed up on the highest rock I could find and gave it the 'ole 360° view
Happiest when # of daily steps 👣 > # of daily notifications 📱
Realizing the 🌎 is filled with too
3
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19
I do my best to anonymize all my deal stories.
But all my prospects are connected with me.
When the story lines up, it lines up.
I’d have to lie or include fake details to think otherwise.
Luckily, I’ve built such great connections & friendships.
These comments make my
3
0
18
Still surreal what happened in the US yesterday.
Regardless of political preference, violence is never the answer.
Should be a moment the US comes together as one.
But very unlikely it will.
0
0
19
The Uber / AirBnB / DoorDash business model in 5 steps (sheer predatory).
1. Secure insane funding
2. Use insane funding to price rates below market, lose crazy money
3. Wait until competitors die due to pricing disruption (hotels, taxis, etc.)
4. Once competitors are out &
4
1
18
Best financial advice I’d give a recent college grad:
Put your savings to work.
You don’t need to be an expert in stocks to make money from the market.
Invest in the S&P500 through SPY/VOO, which is an average of the 500 biggest companies.
It will go up over time & average
1
0
18
If I’m coming off a shitty day.
I hit the gym extra early the next day.
Clear mind and ready to attack.
0
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17
My secret to having so much time to work my butt off at Gong + be a creator?
No kids.
I’ve got all the time in the world.
No idea how parents do it.
Me on zero sleep?
🤯😡🫠
6
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17
Working 2 full time jobs at Gong + Closed Won, i’m insanely protective of time.
I say no to 98% of things that involve time.
Speaking opportunities
1:1 Coaching
Group Cohorts
Starting a podcast
Internal (unnecessary) meetings
I write my LinkedIn posts in bulk, transform them
2
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16
Most top 10% sellers who are over exceeding quota / OTE, have no interest in leaving right now.
Majority of new reps at companies aren’t hitting quota. That’s not a secret.
Why would they want to take that gamble?
Pigs get fat, but hogs get slaughtered.
5
0
17
Launched a 3-day sale & set a base goal of 50 sales.
Stretch goal of 100.
We just hit 190.
With 4.5 hours left to go.
The internet is a wild place with such great demand.
All gratitude for those that supported it!
1
0
15
Questions you should know the answer to as a sales rep:
-What are your manager’s goals at your org?
-Exactly what do they need to get promoted?
-Outside of revenue, how is your sales leader measured?
-Where does your manager think your team’s greatest area of opportunity is?
2
0
16
Tech stocks are going to pump.
MoM CPI came in lower than expected & actually deflationary.
Prices dropped 0.1% from June.
Rate cut coming 🔜
🚀
6
0
16
The largest data breaches list:
Snowflake
Okta
SolarWinds
Yahoo
AT&T
Feels like it’s just a question of who’s next?
Cybersecurity is more critical than ever.
6
0
16
Spent this past week in Costa Rica celebrating winning President’s Club in 2023.
Super grateful for Gong for an amazing event and always recognizing their people.
My favorite part is getting to bring your +1 and getting to know your colleague’s partners / family / friends on
1
0
16
This lull in sports is the worst time of year.
Luckily, the olympics these past few weeks have saved us.
But what we really need is football back.
Would have been a perfect Sunday to binge Red Zone
2
0
16
The best month of my life was when I quit my job.
Quit one & lined up the next for 5 weeks out.
The only time you are truly ‘off’, if you’re in sales.
Made a fun to-do list with everything I’d been wanting to do.
Movies, shows, books, restaurants, etc.
Will do this every
0
1
15
Investing in a trainer was the best decision I made in 2019.
It was $110 a session, 4x a month, and it was hard to afford.
I used it to hold myself accountable, learn new exercises, and build super strong habits.
I was able to stop it a year after and keep all the momentum
0
1
15
Haven’t stopped thinking about a scene from Oppenheimer.
When they discussed the impact of an atomic bomb, the lead scientist gave his prediction.
Shared there was a non-zero chance, the atoms would continue splitting.
And blow up the entire world.
Pegged it at around 1%.
2
1
15
“Hey, I’ll be in San Francisco next Tuesday. Want to grab coffee/lunch, on me?
Would love to meet in person if you are around!”
In a world turning into mass email and b2b2b Zooms.
Nothing like meeting people face-to-face.
2
0
15
USA Basketball is so fun to watch.
LeBron, Steph, KD all teaming up to represent the country.
The alley-oops, extra passes, deep 3’s.
Inject it all 😎
4
1
15
Everyone loves the 4th of July.
Americans go on lakes, boats, & grill out over a long weekend.
Europeans get peace & quiet for a work week 😂
3
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14
It’s wild to now have 12,886 people subscribe to my newsletter.
Feels like yesterday (Jan 2023) when I was ~outbounding my dad, family and friends to subscribe.
Each week:
-Content of the week (top 3 posts from others)
-Go deep on a certain topic with how-to, templates, and
1
0
14
Nothing like coming back to work Monday after being out 8 days.
Luckily, blocked my schedule until Noon.
Better to get sorted with all emails, tasks, call listening, than diving right in.
Never a fun feeling playing catch up.
PTO in sales, not the same.
4
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Best unintended consequence of becoming an “influencer?”
Getting insanely good at writing.
Learning how to write fast in a concise and memorable manner.
It’s helped me with:
-Email prospecting
-Proposals
-Business Cases
-Internally
-Follow Ups
Use to be a phones only SDR /
2
0
14
Just passed 3 years with Gong. Wonder how long it is that I end up staying.
Zero intention to leave in the next 12 months.
Hard to ever say beyond that.
Will likely be a ‘too good of a situation to pass up’ when I do make the move.
Not due to me disliking it.
I joined when
5
2
36
When I was in 3rd grade I told my dad I wanted to earn more money.
He gave me a list of chores I could do with a $ next to them.
-Dishes
-Laundry
-Water plants
-Pick weeds
-Vacuum
All between $2-7 per week.
Helped me “opt in” to wanting to do them. Versus being forced.
3
0
14
Guaranteed way to know they aren’t the decision maker?
They say they’re the decision maker.
Such a junior comment 😂
3
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13
Forgot how fun it is to build.
Hitting my first 100 followers here >> 10x more exciting than when I hit 60,000 on LinkedIn last month.
Giddy!!! 🦙
1
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