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Today I’m thrilled to share that we have officially launched the Untap Your Sales Potential Podcast. For the past 7 years, I’ve been coaching many of the world’s top tech sellers at companies like Salesforce, SAP, 6sense, and AWS. But they weren’t always top performers; before we started coaching together many were missing their quotas…
Everybody is talking about the need to build a powerful POV that grabs the attention of the C-suite. But very few people actually know how to do it. Last week, I sat down for an hour with an Enterprise Seller who shared the best POV framework I’ve ever seen. His name is Ron Masi and…
Over the past 6 months, I’ve found myself defaulting to using AI to write the first draft of my weekly newsletters and LinkedIn posts. When I come up with a new idea for a new post, I will open ChatGPT and use the microphone to give a long, detailed prompt outlining exactly what I want…
Over the past few weeks I haven’t felt like myself. For the first time in 5 years as a business owner, I’ve found myself feeling anxious and slightly worried. Worried about our sales numbers. Worried whether my content is still relevant. Worried about the impact of AI on humanity Worried about people’s ability to focus…
Over the past few months I started noticing something interesting in my coaching calls with tech sellers. Deals are stalling not because of competitors, pricing, or procurement. Customers are now saying: “We are evaluating building this ourselves using AI.” Last week I ran a LinkedIn poll asking sellers whether deals are stalling because customers believe…
This month I sat down with Bob Koviak, who sold 1.2B in his career while maintaining a 90% win rate! In his own words, “I don’t lose deals.” Bob has crossed 7 figures multiple times in his career, and In his last year at Microsoft, he finished at 345% of quota selling Agentic AI solutions.…
From Scarcity to Abundance: The 4-Step Process to Thrive in Uncertain Times Right now, I’m witnessing something I haven’t seen in years. More fear.More hesitation.More skepticism. And it’s not just in tech sales. It’s everywhere. AI disruption headlines.Economic uncertainty.Geopolitical tension.SaaSmageddon narratives. All of it creates one thing: a scarcity mindset. And scarcity is the single…
I’m writing this from Lake Arrowhead, one of the most peaceful places I know. And yet… my brain is still moving a mile a minute. You’d think being somewhere this peaceful would automatically create calm. But if you have ADHD, you know that’s NOT how it works. Even in a beautiful place, my mind is…
🧠 Why Selling the Discovery Is 10x More Effective Than Selling the Solution The mindset shift that will change the way you close complex enterprise deals. Most enterprise sellers are still trying to sell their solution on the first or second call.But here’s the hard truth: Enterprise buyers don’t buy like that. You’re not going…
When I first started selling software, I would hear about massive deals closing. I always wondered who sold these mega deals, how they actually got done. Last week I sat down with Brad Harmon, who recently closed a $75M deal and finished AE of the Year at Oracle. Brad rose the ranks of software from…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…