Explore every episode of the podcast The Sales Academy

In this episode, I share a proven goal ritual used by top performers in tech sales to increase income with clarity and consistency. I cover how to define a single income target tied to a date and role, why writing it morning and night programs focus, and why handwriting creates stronger follow-through than typing. This practice doesn’t replace prospecting or skill building, it removes noise so every action supports your income goal and progress becomes measurable over time.

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If you’re a BDR or SDR heading into 2026 feeling discouraged by cold calls, unanswered emails, or slow pipeline, this video is for you. In this episode, I break down the 3% rule in tech sales, the idea that at any given time, only a small portion of the market is actually ready to buy. Most rejection in outbound isn’t personal, it’s statistical. I talk about why outbound is not about convincing people, how sales is really a math problem, and why sticking to proven ICPs, messaging, volume, and consistency is often the difference between missing quota and hitting it. This is meant to reset your mindset, give you clarity, and remind you that if you stay consistent and keep looking for the 3%, the math will eventually work in your favour in 2026 (and beyond).

👉🏾 If you want my help to move into an AE role, apply for a 1-to-1 career strategy call: https://calendly.com/ianagard/chat-on-zoom-with-ian-clone 

Visit my website: https://thesalesacademy.ca/

Sales is a game of patience. If you rush outcomes you haven’t earned yet, you lose. Most people quit sales too early. Not because they lack skill. Not because they lack effort. But because they lack patience. Sales rewards the people who show up when nothing is happening. Who keep going when deals stall. Who respect timing instead of forcing outcomes. If you’re a BDR, SDR, or AE, this message will ground you when things feel slow and remind you why consistency always wins in the long run. Listen this when you feel discouraged. Save it for the days you need it most. ---------------------------- 👉🏾 If you want my help to move into an AE role, apply for a 1-to-1 career strategy call: https://calendly.com/ianagard/chat-on-zoom-with-ian-clone  ------------------------------------------- Visit my website: https://thesalesacademy.ca/ Connect with me: https://www.linkedin.com/in/ian-agard/

If You’ve Been a BDR/SDR for a Year, This Is Why You’re Still Not an AE

🚀 Attend my free webclass sales training and learn the exact framework top sales reps use to make $100K to $200K/year in tech sales https://thesalesacademy.ca/masterclass 

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If you’re a BDR, SDR, or AE in tech sales and feeling stuck, frustrated, or ready to quit, this episode is for you. I break down why the real money, promotions, and freedom in tech sales usually come after the two-year mark, and why most reps never reach it. I share my own journey, real examples from reps I’ve worked with, and a simple framework to help you stay patient, set clear goals, and let time compound. Don’t rush your career. Let tech sales change your life. 🚀 Attend my free webclass sales training and learn the exact framework top sales reps use to make $100K to $200K/year in tech sales: https://thesalesacademy.ca/masterclass  Visit my website: https://thesalesacademy.ca

In this episode, I share a podcast guest interview I had with Donald C. Kelly on his show, The Sales Evangelist. We dig into personal branding for tech sales reps and why it’s becoming a real career advantage. You’ll hear practical steps BDRs, SDRs, and AEs can use to grow their reputation, increase income, and accelerate promotions through mindset, habits, and simple daily content. Perfect for anyone in tech sales.

🚀 Attend my free webclass sales training and learn the exact framework top sales reps use to make $100K to $200K/year in tech sales https://thesalesacademy.ca/masterclass 

Visit my website: https://thesalesacademy.ca/

How I Used The White Belt Mentality To Break Out of My Tech Sales Slump 🚀 Attend my free webclass sales training and learn the exact framework top sales reps use to make $100K to $200K/year in tech sales https://thesalesacademy.ca/masterclass  Visit my website: https://thesalesacademy.ca/