From Salesforce’s Top SE to 7-Figure AE to Full-Time Sailor 🌎 ⛵ Mark O’Leary was my former Solutions Engineer and one of the most brilliant partners I ever had when I was the #1 Enterprise AE at Salesforce. He wasn’t just along for the ride — he helped quarterback many of our biggest wins. He…

Everyone wants to earn big in tech sales—$500K, even $1M. But most sales professionals have no idea how to actually get there. They don’t know: Here’s the truth: Wanting to make big money won’t get you there. You need a concrete, detailed plan. And for the first time ever, I’m giving you free access to…

Crush Your Goals in 12 Weeks (Not 12 Months) What if you could accomplish more in 12 weeks than most do in 12 months? That’s exactly what happened when I started living by the 12 Week Year — and I’ve never looked back. Over the last 4 years, this simple yet powerful system has been…

Most sellers I coach struggle with focus.  They get distracted easily, waste time on “busy work” and often feel like they got nothing done at the end of the day.  Many believe they have ADHD, and when I asked a roomful of 90 sellers how many have trouble focusing, nearly every hand went up. If…

Sellers, get ready!  It’s about to get ugly….REALLY ugly.  Here’s why: we are very likely headed for a recession.  With Trump announcing global tariffs last week, China quickly retaliated with a 34% tariff on all US goods.  Tech stocks took a massive hit, as they are dependent on China to manufacture their products. Apple manufactures…

I’ve coached thousands of sellers on how to create the perfect sales pitch using a framework called the 5 P’s. Until today, I have never shared this with anybody except my coaching clients. Here’s why it’s so effective: when most companies create a first call deck or sales pitch, they make it all about their…

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:…