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.

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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

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