Is your sales manager giving you the support, coaching, and development you need? Are they helping you thrive in your role? Do they care about your well-being and mental health?  If you said no to any of these questions, you are not alone.  According to the latest data, 71% of frontline sales leaders don’t coach…

Setting professional and personal goals is essential to ongoing success and growth.  If you want to make 2025 wildly successful in ALL areas of your life, here’s a great framework you can use.  It’s called RAD goal setting:  For those who are unfamiliar with the term, here’s what “RAD” goal stands for:  R = Reason.…

In the beginning of 2024, I set a RAD goal of doing 20 pull ups, 20 exploding push-ups, and a 4 minute plank by the end of the year. 20-20-4.  For those who are unfamiliar with the term, here’s what “RAD” goal stands for:  R = Reason. The goal must be near and dear to…

I recently had the chance to interview my life long friend Theo Gottschalk, who is a top Enterprise Seller at AWS.  Theo has overachieved his quota for five consecutive years, and this year will be his biggest ever. In 2024 he will sell over 35M, which represents a 42% growth in his territory.  I’ve watched…

It’s crunch time for sellers, and I wanted to share with you my #1 negotiation tip to help bring your deals over the finish line in Q4. Never offer incentives or discounts until you’ve done this: 👇👇👇 #1 Tip: Always confirm that they want to move forward with your solution before offering incentives or discounts!!!…

I’m a dopamine junkie. If it brings immediate gratification, I’ve probably done it or been addicted at some point. I’ve been sober for nearly 5 years, but still have one addiction that remains:  MY CELL PHONE!  No matter how hard I try, I always find myself habitually reaching for my phone in between meetings, or…

When I think about what makes people great in sales year after year, three things come to mind which few people talk about:   1. Longevity (time in role): Mastery of any trade doesn’t come quickly, including sales. It often takes years to figure things out, and once we do, then we start to realize we…

What’s holding you back from achieving your full potential in sales is not what you think.  It’s not your selling skills, territory, product, or manager.  It’s not your work ethic, habits, or lack of focus.  While all of these things can hinder your success, there’s something much bigger that’s holding most people back.  It’s your…

What’s the difference between how a consultant sells, and how a typical software AE sells?  In one word: EVERYTHING!  My first four years at Salesforce, I spoke to customers like many AE’s do.  I was friendly, charismatic, and asked a lot of questions about their current situation.  If I thought we could help the client,…