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Better yourself. Better your sales.

Working without the anxiety of failure

Work smarter, not harder

April 6, 2021

Are you a “busy worker” or a “focused worker”? Many AE’s confuse “hard work” for “busy work,” which feels like a grind and prevents the most important things from getting done. Here’s what “busy work” looks like: working excessively long hours, including nights and some weekends moving from one menial task to another without prioritizing…

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How do you do it all? 5 ways to Maximize each day

February 16, 2021

How do you do it all? I have been getting this question more and more, as many people are aware that in addition to a highly demanding career at Salesforce, I also: 1. Run my own sales coaching business 2. Make videos, speak, and go on podcasts 3. Exercise daily 4. Prioritize family and have…

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Facing your fears

February 1, 2021

I have a confession to make…. I was scared to come back to Salesforce after taking my paternity leave. Why? Because I was afraid that if I didn’t hit my plan I would lose credibility within the sales community and at Salesforce. For context, It was mid-October and I had been on leave for almost…

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You are NOT your number

January 25, 2021

How do you define success? Many salespeople believe success is simply a reflection of their W2 or quota attainment. The problem is that this belief can lead to a life of constant stress, anxiety, and disappointment and devalues all the things which make us great. When we are only focused on outcomes, it’s difficult to…

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Hard now = Easy later

January 4, 2021

Hard now = easy later.Easy now = hard later. That’s my mantra for 2021. Doing the hard things now makes life easier in the future. Period. Last night I started sleep training my son. While it was tough to hear him cry, he put himself to sleep after just a few cycles. A hard WEEK…

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HOW TO STAY FOCUSED EVERY DAY

December 13, 2020

As somebody who struggles with ADHD, I’ve always had trouble staying focused throughout the day. This struggle compounded this year when I decided to quit taking Adderall, which had served as a “crutch” to increase productivity and get through tasks I didn’t enjoy doing. To continue performing at a high level, I had to find…

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What does it really mean to be a “hard worker” in life

December 7, 2020

“Hard worker” is an identity, not something you do from 9-5 Monday to Friday. “Hard worker” means you work just as hard in your personal life as you do in your career. This means working hard on your: 1. Relationships 2. Family 3. Health 4. Finances 5. Home 6. Hobbies 7. Side hustles 8. Faith…

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Going “ALL IN” on your Sales Career

October 27, 2020

Why is it that some sales professionals CRUSH IT year after year, while others struggle to find their way? 🤷‍♂️ The answer is simpler than you think. They are ALL IN! 🙌 So what exactly going “all in” mean? 🤔 1️⃣ It means doing the things you don’t feel like doing, especially when you don’t…

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WHY SALES REPS STRUGGLE TO FIND FULFILLMENT, AND WHAT TO DO ABOUT IT.

October 20, 2020

Sales is a performance sport. When we are selling, our confidence soars and we build upon this momentum to sell even more! When we are in a slump, we question ourselves and often stop doing the things which made us successful in the first place. The roller coaster of sales can be downright exhausting when…

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Selling with Purpose with Ian Koniak and Dale Dupree

September 28, 2020
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How to create a compelling Business Case

March 23, 2021

Most large Enterprises will not purchase software or services without a strong Business Case. Last week I had…