For B2B Account Executives at SaaS and AI startups
Beat Quota Every Quarter
Without relying on luck, big brand recognition, or the lowest price.
Build the skills, mindset, and habits of elite closers to become a consistent top-performer. So that you know how to hit your number predictably and 100%, 150%, 200%+ stops being something that happened to you. It becomes something you know how to create again and again.
One system built to make beating quota run like clockwork.
80% of quota to 238% in one quarter
“After a quarter of lackluster performance, I knew I needed a coach. I had been chasing deals that didn’t have a real chance at closing instead of the ones that would actually help me hit my number. Since working with Dustin, my quota attainment went from 80% last quarter to 238% this quarter, and I still have the pipeline to do it again. Huge transformation.”
Jesse Taylor · Enterprise Account Executive
You deserve better
Is this you?
You thought sales would be pouring in.
But you are working harder than ever…
Not enough leads, an empty calendar,
and a pipeline full of deals that may never close…
You know how to sell.
You aren’t afraid of working hard or learning new skills.
You just don’t have a proven process
to consistently beat your number.
Your stress is compounding, you’re taking it home.
And you’re feeling less confident as months drag on.
Why this keeps happening
Your company hired you to carry a number, gave you some product training, and a CRM. How you would succeed was assumed.
Many believe that good salespeople will figure it out on their own, and the ones who don’t will either sink or swim.
What this actually does is force you to take all the risk, produce a result while building a system from scratch, using your own quarters as the experiment.
The Startup Deal Flywheel
To beat quota every quarter
We need to solve three core problems
You don’t have enough qualified deals in your pipeline
First we create demand:
We develop a sharp point of view on why ideal customers absolutely need your offer, target contacts and accounts with effective multi-channel messaging to fill your calendar, and position you as an authority to technical and executive buyers.
Your deals stall after the demo
Then we drive deals to a decision:
We enable purchase decisions by getting consensus on the problem and desired outcome, uncover the approvals process by getting the path to signature in writing, and gain access to key decision-makers early so we can negotiate the deal to close.
Yes, buyers will help you do this. Most of them are relieved someone finally organized the work to make the purchase evaluation easy. I’ll show you how.
You start the next quarter from zero
So we make results repeatable
We compound every win into several more through referrals and references, make new ideal customers come to us, and move the metrics that make the money. This is the hack that the top-producers exploit to max their comp plan and it’s why most AEs repeat the same quarter forever.
What they say
AEs I have coached
“Because of his coaching and training, I went from not knowing what an objection even was to exceeding my quota every quarter.”
Justin Driffill · Senior Account Executive“His one-on-one mentoring and coaching have significantly enhanced my effectiveness as an enterprise sales professional, allowing me to consistently exceed my annual targets.”
Mark Andrew · Enterprise Account Executive“I might as well have paid a private consultant to turn me from a BDR to an AE veteran with all the tricks of the trade.”
Chase Masciorini · AI GTM Account Executive“He was the first person in my career that held me to a higher standard and taught me what it meant to be a world-class sales professional.”
Shawn Hughes · Account Executive & Head of SalesWhy Coaching
You are running a business, inside a business.
Knowing what to do and doing it under pressure with constant distractions are two different things.
You can know you need to prospect and still spend Tuesday afternoon avoiding the phone. You can know you need a path to power and to speak directly to the economic buyer and still not be able to reach them. You can still have your deals stall when your prospect says, "We’ll discuss it internally."
So we work on the deals you have right now.
Every problem we solve becomes a skill you can use on the next deal. Every pattern we catch becomes part of your arsenal.
How it works
Beat your quota. Then do it again.
Book a call
Tell me where you’re at and what you’ve already tried. We start by assessing the gaps.
Run the Flywheel
Three months. One call a week. You bring your live deals and challenges. We solve them together.
Beat quota every quarter
You master persuasive influence, develop elite confidence, and consistently drive deals to decision.
Each week you’ll leave with
- The deals that deserve your attention
- Specific actions to help move them forward
- Decision paths and purchase evaluation plans
- The metrics you need to reliably beat your number
- Your demand-generation system to fill your calendar
- Your sales process with evidence-based stage gates
- Scripts, tools, and assets to close more opportunities
- The mindset, confidence, and habits of a top-performer
- Pattern recognition so you don’t make the same mistakes again
Hi, I’m Dustin Gransberry
I wasn’t a natural
I struggled, missed my number, and thought about quitting. I was too stubborn to do it.
So I did it the hard way. I read hundreds of books on sales, psychology, and how people buy. I spent thousands of hours testing what I read on live deals, keeping what worked and dropping what didn't. For years, my own quarters were the experiment.
Out of that came a system. It made me the top producer at my company, then a Director, then 3x VP of Sales at early-stage startups, where I used it to get other reps winning in a fraction of the time it took me.
I specialize in one thing
Coaching startup AEs to
Beat Quota Every Quarter
Nobody is born with Closer's Radar. It gets built, one deal at a time.
Who this is for
The Startup Deal Flywheel is for experienced AEs selling B2B software or AI into mid-market or enterprise accounts.
You’ve had enough success to know you’re capable. But you are working harder than ever…
And results still are’t where you need them to be.
You’re frustrated at being asked to produce a number
without being given the system required to reliably produce it.
That is what The Startup Deal Flywheel is designed to fix.
- You are carrying a serious number at an early-stage SaaS or AI company
- Marketing is’t generating enough quality leads to fill your pipeline
- You don’t have a mature sales development machine behind you
- Your pipeline looks healthy until you inspect what’s actually going to close
- Deals regularly stall after the demo or you get stuck after sending proposals
- You are single-threaded into important opportunities
- You spend too much time chasing deals that aren’t real
- Prospecting gets pushed aside until the pipeline is empty
- You know what you should be doing but you aren’t consistently doing it
- You are tired of starting each quarter wondering where the number will come from
It's not for you if you’re looking for a magic
bullet that makes every buyer say yes.
You still have to make the calls, run the meetings, create the opportunities, and ask for the business. And if you’re not willing to invest the time to build the skills and systems, this isn’t for you, because ultimately results depend on the work you put in.
But if you are a professional salesperson, committed to becoming high-earning top-performer, this is for you.
Before you ask
Questions I get on every call
How is this different from the sales training my company already pays for?
Training is an event. You sit in a room, you get a framework, then you go back to a pipeline nobody helps you work. This is weekly coaching on your actual deals and what is holding you back.
I don’t have time for another commitment.
The first thing we do is take time back by killing the deals that were never going to close, then organize your work so you get more done in significantly less time. But if you really can't invest an hour a week, this isn't for you.
My manager already coaches me. Why would I pay for a professional?
You wouldn't be reading this if that was working. Most managers mean well but don't have the time. You also report to them. Most clients say having a coach outside their management chain was the key unlock. Nothing we discuss shows up in a performance review.
Do you work with sales teams?
I work with select teams on an application only basis. If this is something you're considering, book a call on the calendar below.
Book a Double Quota Strategy Session
When you click the link on the calendar below, you will reserve a 30 minute working session for us to speak 1-1 about your goals and the fastest way to accomplish them.
I will share additional details about the coaching program and what it would be like working together. Regardless of if we work together or not, you’ll leave with actionable strategies you can apply immediately.
P.S. Not ready to talk yet? Grab the Demo-to-Decision MAP to start. It's completely free. In 5 minutes the AI will help you build a professionally formatted Purchase Evaluation Mutual Action Plan that you can use immediately on your deals to win more business.