From Missing Quota to #1 at Salesforce Let’s get real. Early in my career at Salesforce, I hit a rough patch—missing my quota three years straight. On the last day of the fiscal year, after missing quota by just $50,000, I screamed at myself in the mirror and said “NEVER AGAIN!” I never wanted to…

Sellers are producers.  As a seller, be proud of that.  But also, beware: Producers in our society have this one big problem.   This challenge is almost universal in our culture. Very rarely does anyone get this right on their own.  Almost all producers   One of the biggest challenges ambitious sellers face is that they are…

Your work expands to fill the time you allow for it. That’s called “Parkinson’s Law.” In simple terms, that means if you give a task an hour to complete, it will take an hour.  If you give it only 30 minutes, it will take 30 minutes.  That’s because if you only have 30 minutes to…

Money motivation gets a bad wrap. Some believe that money-motivated people are selfish, greedy, or even evil. Others think getting wealthy requires sacrificing your personal life or working long, intense hours. They are all wrong.  Here’s why money motivation is great for achieving success in sales and in life.  1. It’s not about the money:…

I recently did something that I’m not proud of.  I yelled at my wife and son after a long, exhausting day at work.  My patience was low, and I found myself easily agitated when my son wasn’t listening to me. Sandy has strong boundaries and high standards for what’s acceptable in our home, and I…

It’s not often that I get the chance to sit down with an NFL Super Bowl Champion and hear all his secrets to success.  I recently interviewed Stephen Hauschka, the former NFL kicker who played a pivotal role in the Seattle Seahawks’ success, including their victory in Super Bowl XLVIII where they defeated the Denver…

If you’re an Enterprise seller who sells to publicly traded companies, this ones for you. Imagine a document which outlines a company’s Corporate Strategy, performance goals, executive compensation, and bonus metrics in detail. If this sounds too good to be true, it’s not. But most sellers don’t know about it. I recently learned about this…

I’m currently reading  “The Jolt Effect,” which highlights that a significant portion of sales deals are lost due to customer indecision. What’s the main cause of customer indecision, and how can you help customers be more decisive?  Customers are indecisive because they are more afraid of “messing up” than they are of “missing out.”  Here…