I recently had the chance to interview my life long friend Theo Gottschalk, who is a top Enterprise Seller at AWS. 

Theo has overachieved his quota for five consecutive years, and this year will be his biggest ever. In 2024 he will sell over 35M, which represents a 42% growth in his territory. 

I’ve watched Theo transform his approach over the past 20 years in sales and evolve from a transactional to a strategic seller. 

Our interview was a Masterclass on how to reach the top of the software sales game, how to sell mega big deals, and how to multi-thread across large Enterprises. 

Here are some of the topics we covered: 

1. Making the shift from transactional to strategic seller

2. How to multi-thread with the business and get out of IT when you sell a technical product 

3. How to execute large deals without putting too much pressure on the client

4. How to prepare for and nail meetings with senior executives

5. Effectively quarterbacking a large team

And SO MUCH MORE! 

Theo was gracious and generous with his time, and provides his full playbook for selling at the highest possible level. 

If you are looking to evolve your sales approach in 2025, definitely check out this interview. 

You can find it here: https://youtu.be/jAUmL0XO_4Y