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…

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…

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…

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,…

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…

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…

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…

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…

After running my second marathon in 5 months, I’ve decided to take a break from endurance racing for a while.  However, I will continue to run, bike, and work out consistently.  My 2023 plan to get in the best shape of my life even though I’m not running another marathon this year.  Why?  Because staying…

I recently had the pleasure of hosting a Fireside Chat with Brandon Fluharty, who is an absolute legend in the world of Enterprise Sales.  Brandon is one of only a handful of individual contributors on the planet who has earned a 7 figure W2 for 3 consecutive years, selling over 50M during that time period. …