If you’re running a large deal and only working with a champion, you’re playing a dangerous game. The deal might feel like it’s moving forward, but without executive sponsorship, your deal is severely at risk and will likely stall.  Here’s what top sellers know and do differently: they get to power EARLY. Why? Because they…

Everyone loves to blame territory, timing, or talent for why they’re not hitting quota. But here’s the truth: Those things aren’t the reason tech sellers fail. I know because I lived it. I went from missing quota three years in a row to becoming the #1 enterprise AE globally at Salesforce, then making President’s Club…

This week I want to share how a painful experience turned into one of the greatest blessings of my life. One of my mentors, Chris Dorris, has a quote I live by: “The problem is the gift.”  Whatever challenge you’re facing, there’s something powerful waiting on the other side if you’re willing to look for…

This month I sat down with Matty Pauls, an OG member of Untap Your Sales Potential and a 1:1 client who just renewed his membership for a fourth year. Matty is a top performer who has grown his average deal size to 500K+, closed record breaking deals, and recently took a bold leap to a…

This week I sat down with Nate Nasralla, founder of Fluint and author of Selling With. Nate gave us nothing short of a Masterclass in Executive Messaging. He showed exactly how top sellers craft soundbites that travel, enable champions to sell when we are not in the room, and ultimately win the largest and most…

I coach dozens of sellers making over 500K-1M/year, and there’s one thing they have in common which nobody talks about that’s foundational to their success:  They have great comp plans! Each of these sellers has a high OTE (On-target Earnings), fair quota, and generous accelerators which allow them to get financially rewarded when they crush…

Introduction: Why Sales Coaching Matters More Than Ever Tech, SaaS, and enterprise software sales are more competitive than ever. With shrinking budgets, longer buying cycles, and more decision-makers involved, sellers need more than product knowledge to win. They need world-class skills, proven habits, and the right mindset to consistently hit  and exceed their number. That’s…

There’s a timeless truth in sales: “The person who needs it the least is the one most likely to get it.” It sounds counterintuitive. After all, sales is how we make a living, provide for our families, and keep our jobs. But here’s the paradox: the more you show up needy, the less likely you…

Over the past 8 years, I’ve helped SaaS sellers break 7 figures and become top performers at companies like Salesforce, Oracle, Databricks, ServiceNow, and more. But with demand at an all-time high, I’ve hit a good problem… My calendar is completely full. Yet hundreds of sellers still want access to my coaching. So I asked…

Top enterprise sellers don’t just hit quota –  they crush it year after year!  In this month’s Fireside Chat, I sat down with Christina Godwin, one of the most consistent enterprise sellers I know at Workday. Her track record speaks for itself:  Christina is also an alumni of Untap Your Sales Potential, and she generously…