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…

For most of my teenage and adult life, I was a “high functioning addict.” Alcohol, drugs, adderall, gambling, porn, video games, and work.  You name it, I did it.  As long as it gave me a dopamine hit… Because I was a top performer at work, I denied I had a problem.  Until I hit…

This month’s Fireside Chat is with Docusign legend Mike Fiascone!  Mike has cracked the code on selling exceptionally large enterprise deals.  He was the former #1 AE at Oracle, #1 AE at Docusign, and VP of Strategic Engagements at Docusign, where he led their Big Deal team globally.  Here’s what we covered during the Fireside…

If you want to make 500K+ per year in tech sales, there’s only one way to do it… CLOSE BIG DEALS! And to close big deals, you need 3 key ingredients:  I call these the 3 P’s: Here’s a breakdown of each ingredient:  Power: You need to be speaking directly to key decision makers, rather…

Here’s the single biggest mistake you can make when prospecting in 2024:  Prospect a little bit to a lot of people.  Here’s what I mean:  Let’s say your territory consists of 50 prospects.   Most people will identify a few key contacts in each account to target (let’s use 3 for this example).  This gives them…

“Whoever said money can’t buy happiness simply didn’t know where to go shopping.” -Gertrude Stein While it’s  true that money itself can’t buy happiness, it can afford you the time, freedom, and opportunity to pursue and do things that can lead to happiness.  It can also help you provide for your family and loved ones…

There are two kinds of pain you will experience on a regular basis if you work in sales: Let’s talk about the two in detail:  1. The pain of regret and shame:  This is the pain that you feel at the end of the day, which is a direct result of NOT keeping your word…