Fran Garton walked into Salesforce as a director with 20 years of experience. Reps 10 years his junior put him in his place within months. What he did next is why he's now a leader at ServiceNow.

Scott and Billy sit down with Fran, who runs early-in-career sales at ServiceNow, for a masterclass on the skills that actually move a sales career: coachability, feedback, and knowing the difference between being busy and being effective.

Inside this episode:

- The 3 signs you're not coachable: defensiveness, excuse-making, and resistance to feedback

- Activity vs. results: why calls with a purpose beat volume every time

- How AI shortens deal cycles (and where "Claude fatigue" is setting in)

- The press release prospecting move that got a CEO to the table

- Why forced mentorship fails, and how curiosity finds you the right mentor

- Fran's advice for new SDRs and BDRs: align with where the company is going, make your mark, then listen

30 years in tech sales, zero ego. This one is required listening if you're in your first 5 years.

Subscribe for more sales career strategy from The Goat's Gravy.

CHAPTERS

00:00 Intro and welcome

01:07 Fran's 30-year path: AT&T to Salesforce to ServiceNow

04:44 The moment he knew he made the right move

08:13 Getting humbled: when your playbook stops working

11:27 The 3 traits of coachable people

14:33 Leading through constant change

16:58 Activity vs. results: busy is not effective

19:54 Creative prospecting: the fake press release that worked

22:30 AI in sales: tool, not solution

26:12 Conferences, networking, and showing up

28:19 Why forced mentorship fails

34:24 The advice Fran still uses today

41:11 Advice for your first 5 years in sales

#techsales #salescareer #careeradvice #salespodcast #sdr

Nearly half of all salespeople never follow up after the first conversation — and it's quietly killing their deals.

In this episode of The Goat's Gravy, Scott and Billy break down the most underrated skill in sales: follow-up. They get into why speed wins, the process that keeps opportunities from slipping through the cracks, and a real story about a follow-up mistake that almost cost a major client — plus how they fixed it for good.

Whether you're closing deals, mentoring someone, or building your network, follow-up is a muscle. This one will change how you work.

What you'll learn in this episode:

• Why 48% of reps never follow up — and how to not be one of them
• How speed wins deals (50% of buyers go with whoever responds first)
• The "3 pillars of sales": preparation, execution, and follow-up
• Why 80% of sales take 5+ follow-ups (but 92% of reps quit after 4)
• Building a repeatable follow-up process using AI and simple systems
• Omni-channel follow-up: email cadence, texting, and the power of a handwritten note
• Why follow-up matters beyond sales — in mentorship, networking, and life

Chapters:
00:00 – Intro: Why follow-up matters
01:00 – The 3 pillars of sales
02:20 – A follow-up mistake (and the lesson learned)
04:30 – Speed wins: how buyers really choose
06:00 – Building a follow-up process that sticks
09:30 – Using AI to stay consistent
11:50 – Old-school tactics: the handwritten note
13:30 – Omni-channel: email, text, and timing
14:15 – Final takeaways

Enjoyed the episode? Like, subscribe, and hit the bell so you never miss a drop. Share it with someone who needs to hear it. 🐐

🎧 Listen on Spotify, Apple Podcasts, and everywhere you get your podcasts.

#GoatsGravy #Sales #FollowUp #SalesTips #B2BSales #SalesPodcast #Prospecting #ClosingDeals

The conversation delves into Demetri Morris's journey to entrepreneurship, his early exposure to entrepreneurship, the start of Go Forth Productions, his passion for impactful work, the tipping point in his career, mentorship and influence, challenges and learnings in sales, and partnerships and project coordination. The conversation covers the journey of leveraging lower cost talent, transitioning to app creation, the development of Incipia and performance management software, the impact of AI on software development, the introduction of the Quota app, the role of AI in sales and communication, the overview of the Quota app, differentiation and vision for Quota, the concept of a safe space for skill development, and parting words and advice for early career professionals.

Takeaways

• Early exposure to entrepreneurship shapes one's career path.
• Mentorship and influence play a crucial role in personal and professional development. Leveraging lower cost talent for business operations
• The importance of embracing new belief systems and reinventing oneself for success

Chapters

• 00:00 The Journey to Entrepreneurship
• 13:45 Mentorship and Influence
• 20:37 Challenges and Learnings in Sales
• 26:23 Incipia and Performance Management Software
• 34:04 Quota App Overview
• 41:18 Safe Space for Skill Development

Most sales slip through the cracks because of one thing: poor follow-up. In this eye-opening episode, Scotty shares how a simple, consistent follow-up process can transform your sales game — and why 48% of reps never follow up at all. Discover how the data proves speed and persistence win deals—whether it's responding within 24 hours or making five+ follow-ups that close 80% of sales. Scotty reveals the powerful process behind top performers, including using AI tools and old-school tactics like handwritten notes, to stay relevant and build trust. You'll learn concrete strategies: setting aside dedicated follow-up time, leveraging technology like Claude for reminders, and mastering omni-channel outreach with email, texts, and even snail mail. We break down the importance of follow-up not just in sales, but in mentorship, personal growth, and maintaining relationships that matter. Ignore the follow-up process at your peril—those who persist are the ones who ultimately win. Whether you're a sales professional, leader, or someone looking to strengthen personal relationships, this episode offers the proven tactics and mindset to stay in the game longer, close more deals, and build meaningful connections. Perfect for anyone tired of leaving money on the table or struggling to turn initial conversations into long-term relationships. Tune in and learn how to turn follow-up from a chore into your secret weapon.

Join us as we dive into the inspiring journey of Paul Knox, a college student who transformed his sales career into a thriving AI startup. Discover how Paul leveraged cutting-edge AI technology to revolutionize sales processes and launch Prospect Engine. In this episode, we explore the challenges and triumphs of building a business from the ground up, the power of personalization in sales, and the critical role of understanding your "why." Whether you're an aspiring entrepreneur or a sales professional, this episode offers valuable insights into the future of AI in business.

Most salespeople are using AI as a glorified Google—asking questions and hoping for insights. But what if you could turn AI into your most powerful sales partner? Aidan Lee, a rising star in AI-driven sales innovation, shares a game-changing approach he developed at just 23, transforming how sales teams connect with customers and crush quotas.

Discover how curiosity fuels breakthrough sales strategies—Aidan breaks down how asking better questions, prompt engineering, and leveraging AI tools like ChatGPT and Gemini can cut your time on mundane tasks by up to 80%. You'll learn how to turn AI into an intentional partner, not just a quick-answer machine, and why mastering prompt engineering is as vital as asking good questions in sales.

This episode dives into specific tactics: from summarizing client notes effortlessly to using quotes for sharper insights, plus how to build momentum through relentless curiosity and continuous feedback. Aidan emphasizes that AI isn't just a tool for activity—it's the key to getting closer to your customers, creating real relationships, and staying ahead in a rapidly evolving sales landscape.

Why does neglecting AI adoption threaten your career? Because those who don’t embrace it will be left behind, while curious, proactive reps can scale faster, sell smarter, and unlock new levels of success. This episode is perfect for sales leaders, sales reps, or entrepreneurs eager to harness AI’s full potential and future-proof their careers.

Aidan is an AI thought leader at ServiceNow, known for his innovative models that turn sales reps into AI-powered closers. His story isn’t just about technology—it's about mindset, hustle, and the relentless pursuit of progress. Tune in to learn how curiosity, feedback, and bold experimentation can turn you into the next sales superstar.

Whether you’re hesitant about AI or already using it, this episode offers actionable insights that will elevate your game. Embrace the agentic era—your next victory depends on it.

Billy and Scott sit down with a rising star who’s redefining success in the sales industry. Through her journey from journalism to sales leadership, she has mastered the art of networking and strategic career shifts. Beyond just career transitions, she shares how young professionals can leverage their competitive spirit, adaptability, and networking skills to excel in their careers.

Follow us on social media!
Instagram: @thegoatsgravy
TikTok: @thegoatsgravyFor more resources and episodes, visit: http://thegoatsgravy.com

Billy and Scott sit down with another G.O.A.T. who’s on the cutting edge of technology. Through his decorated career he's learned out how to utilize technology to skyrocket his career. Beyond just technology, Brady shares how young entrepreneurs can utilize mentors, networking and other methods to get a head start in their careers.

Follow us on social media!
Instagram: @thegoatsgravy
TikTok: @thegoatsgravy

For more resources and episodes, visit: http://thegoatsgravy.com

Billy, Scott, and Demetri sit down with another G.O.A.T. who’s proving that hustle pays off. As an intern, he’s putting in the work, building connections, and following a clear plan for his future in sales. With discipline, drive, and vision, he’s setting the stage to become a true leader.Follow us on social media!Instagram: @thegoatsgravyTikTok: @thegoatsgravyFor more resources and episodes, visit: thegoatsgravy.com

Billy, Scott, and Demetri talk with another G.O.A.T. who has started his selling career as a freshman in college by leveraging mentors and connections. He has already mastered the art of following up on each lead and not being afraid to reach out to others for insights and actionable tips on how to improve in the world of sales.Follow us on social media!Instagram: @thegoatsgravyTikTok: @thegoatsgravyFor further details and more resources, visit our website!Website: thegoatsgravy.com