The Sales Academy
The Sales Academy is the weekly podcast for tech sales reps—BDRs, SDRs, and AEs—who want to accelerate their careers. Hosted by Ian Agard, each episode delivers practical advice and actionable strategies you can use to generate more pipeline, advance deals, and close more business. From mastering your voice and communication skills to sharpening your mindset and daily habits, Ian breaks down the real-world techniques top performers use to get 1% better every day. If you’re in tech or SaaS sales and ready to level up your results, this is your go-to resource.
Episodes
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 go...
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 r...
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 sl...
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
Visit my website: https://thesalesacademy.ca/
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 caree...
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.
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/
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