May is Mental Health Awareness month, and unfortunately the overall mental health of sales professionals is in a bad spot.  According to the 2024 State of Mental Health in Sales Report, 70% of sellers rate their mental health as fair or poor, up from 43% in 2020 during COVID.  For most of my sales career,…

For the past two years, I’ve been coaching Daniel Borodyansky, a Microsoft AE.  When we started working together, he was only in sales for two months and had just switched from his prior role as Product Marketing Manager.  He had a burning fire in his belly, but no experience.  One of the first things we…

A few weeks ago I was feeling a lot of anxiety.  I was preparing to host a large Mastermind at my home in Lake Arrowhead, and I felt extremely anxious about what could go wrong.  Although I had spent months preparing for the event, my mind was racing.  So I recorded a video about how…

I recently hosted a Fireside Chat with Jake Dunlap, who just launched his new book the Innovative Seller.  Jake is the industry-leading CEO of Skaled, a Revenue Operations Consultancy known for its leadership in AI for sales, modern sales strategies, and focus on performance.  He has worked with 1000s of top revenue leaders and teams…

There are ten strategies to build wealth in tech sales in 2024.  They are simple, but not easy.  Before we begin, please note that I am not a Financial Advisor and the strategies which I’m sharing are based on my own experience.  If you want investment advice, always consult with a financial professional.  Now let’s…

If you want others to believe in you, you must first believe in yourself.  There are two critical things you MUST believe to be successful:  Let’s start with the first belief.  If you don’t believe that you can succeed in your role, then you won’t.  Because you won’t be ALL IN every single day, since…

Here’s why you need Executive Sponsorship in all your deals:  Always aim to get the cell phone number of your Executive Sponsor, and text them a thank you note after you first meet so they have your contact info.  I also ask permission to reach out to give them important updates, or in the event…

This month I had the honor of interviewing my friend and mentor John Barrows, who many consider to be the Godfather of software sales training.  Most of you already know John, or perhaps he trained you at a past company you worked for.  If you haven’t met John, you are in for an absolute treat…

If you want to become a top 1% seller, you must show up consistently and work your hardest every day.  However, hard work often comes at a high price.  Here’s what that looks like for me:  So if it comes at such a high cost, why bother at all?  It’s really simple: because the alternative…