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Better yourself. Better your sales.

Working without the anxiety of failure

Fireside Chat with David Wolf

June 20, 2023

How is it possible to quickly become a top performer in every new role you take on, even when you have no experience in that role?  It’s simple but not easy. Here’s the playbook:  1. Have a growth mindset  2. Find a mentor who has excelled in that role to learn exactly what to do …

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Dreams do come true in sales

June 13, 2023

Sales is a career which can make your greatest dreams come true.  But only if you are fully committed to playing the long game.  Here are my top 6 tips for a long, successful career in sales. #1: Live by this philosophy every day: HARD NOW = EASY LATER This means doing the things you…

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How Masterminds changed my life forever

June 6, 2023

Masterminds have been an important part of my life for the past 7 years.  I’m such a strong believer in Masterminds that I left a lucrative sales career to start my own Mastermind called Untap Your Sales Potential.  What exactly is a Mastermind?  It’s a group of like-minded people who come together to grow and…

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Fireside Chat with Grady Ligon, CIO of RE/MAX

May 30, 2023

What do CIO’s care most about in 2023?  How can sales professionals get the attention of a busy CIO to book a meeting, and how can they make that meeting wildly successful from the start? How do CIO’s sell internally to other key stakeholders such as their CFO and CEO?  Tune in to my recent…

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Using AI for Personality Based Selling

May 23, 2023

Imagine being able to know the exact personality profile of a prospect before you ever meet with them?  What if you could adapt your selling style to be much more impactful and effective based on how buyers prefer to engage with sellers?  Imagine knowing exactly how a client likes to negotiate and knowing what to…

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Stoicism 101

May 16, 2023

I’ve been a practitioner of Stoicism long before I knew what it was called.  Stoicism has helped me learn and grow from the most painful of life events, and keep my ego in check during the greatest of victories.  Life is a constant roller coaster, just like sales.  As somebody with a highly addictive personality,…

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PREDICT Selling ©: How to Qualify and Close Strategic Deals

May 9, 2023

Today I’m excited to share my PREDICT Selling© framework which I used to qualify and close the largest deals of my career at Salesforce. PREDICT is a proven sales methodology to pressure test your biggest deals and forecast with 90% accuracy which deals will close and which are simply “pipe dreams.” In this video, I…

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Fireside Chat with Joe Caravana

May 2, 2023

I recently had a chance to host a Fireside chat with Joe Caravana, a close friend and colleague from Ricoh and Salesforce.  In Joe’s tech sales career, he’s made President’s Club 18 out of 20 years. Equally impressive, he’s achieved the highest level of success without sacrificing his health or time with family, which is…

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The Valley of Despair in Sales

April 25, 2023

There’s an interesting phenomena in sales which I call the “Valley of Despair.”  It’s the period of time when a salesperson starts to question themselves and have major doubts about whether they can succeed.  Typically this occurs when they have been doing everything they can to be successful, but not seeing the results.  Despite working…

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Know the Value of your time so you don’t waste it!

April 18, 2023

As a sales professional, how much is your time worth per hour?  If you can’t answer this, you are likely wasting A LOT of your time.  Because how can you value your time if you don’t even know what it’s worth?  Wasting time is the #1 reason why most sales professionals aren’t performing to their…

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The #1 key to negotiating

January 19, 2022

What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…