Happy New Year! I hope that you had a wonderful holiday break with family and friends.  The holiday season is also a great time to reflect upon what you want most for 2024.  Have you set your 2024 goals yet?  If not, try using my “RAD” goal framework.  For anybody unfamiliar with RAD goals, here’s…

Until today, I have never shared the exact details of how I was able to find and close the largest deal of my career with Berkshire Hathaway HomeServices.  I’m thrilled to provide you with a closer look “under the hood” of this deal from start to finish.  I recently met with Andrew Kappel and appeared…

The largest deal I sold in my sales career was to Berkshire Hathaway HomeServices.  The main reason Salesforce won this deal is that we were aligned to the company’s strategic goals, became a trusted partner throughout the sales process, and had an amazing Executive Sponsor in Chris Stuart, who was their former CEO.  I’m thrilled…

Want to deliver a perfect software demo that converts into closed won deals way more often?  I’m excited to share my new 4 step framework “How to Deliver a Perfect Demo.”  Many AE’s think they deliver a great demo, then the customer goes dark and they wonder what happened.  Here’s why the customer goes dark……

Revenge is one of the main motivators I used to get to #1 at Salesforce.  I’m not talking about doing harm or malice to anybody who has wronged you.  I’m talking about proving somebody wrong through your results.  Here’s the context of what happened.  In my early years at Salesforce,  I missed quota three years…

I had the pleasure of giving the opening keynote at the 2023 Sales Success Summit in Austin, TX last month.  The talk is titled Mindset of Sales Champions.  In this keynote, I share 5 principles to transform your mindset and achieve a higher level of success than you ever dreamed.  Principle #1: Seek Clarity Principle…

I am not David Goggins, Michael Jordan, or Tony Robbins.  Nor do I want to be.  I’m not willing to make the sacrifices to reach that level of success. I don’t aspire to be a billionaire.  I missed quota three of my first four years at Salesforce.  I struggle with ADHD and have an addictive…

Ask any successful person how they got there, and they’ll tell you they didn’t do it alone.  Many top executives, athletes, and sales professionals had excellent mentors to show them the way. I attribute my own success to investing in myself and hiring a coach, but there’s one other thing I did which accelerated my…

Want to build your mental toughness?  In this month’s Fireside Chat, I spent 90 minutes with Chris Dorris,  the world’s leading Mental Toughness Coach.  He’s coached many world famous actors, NFL and NHL Coaches, business executives, Super Bowl Champions, and billionaires.  He’s the author of 3 books, including The Book of Mental Toughness Mantras which…

Consuming too much dopamine can greatly damage your sales results.  Here’s why…  Because deep work feels extremely hard when you’re a dopamine junkie.  And when something feels really hard, we are less likely to do it.  In Enterprise sales, blocking off time for deep work every day is essential for long term success.  Deep work…