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. …

I believe that ChatGPT will be an absolute game-changer for AE’s and BDR’s to help them write high quality, personalized prospecting emails that convert.    Before I publicly endorsed the tool, I wanted to test it for my own prospecting emails.  I was blown away by how easy and intuitive it was to use.  With just…

One of the biggest struggles my coaching clients face is perfectionism.  Perfectionism is a major killer of sales productivity and must be overcome to reach the highest levels of success in sales and in life.  Here’s why:  Perfectionists often delay (or avoid) taking action because they think their work isn’t good enough, or they don’t…

I’m excited to share my system for staying productive all day, every day.  This system allowed me to sell over 100M in my B2B sales career, then build a 7 figure coaching business working an average of 40 hours/week.  Most importantly, my nights and weekends are free to spend with my family.  Here’s are the…

Do you ever beat yourself up because you feel like you wasted the day?  Or perhaps you feel like you’re working hard, but neglecting what’s most important! If you feel this way, it’s because you have an Integrity Gap © The word integrity derives from the Latin word integer, meaning whole or complete.  When used…

Today I bombed a discovery call with a Sales Leader.  When we wrapped up the call, he said my Sales Coaching program was not a good fit.  So what exactly did I do wrong?  He shared a major problem (only 3 of 12 reps hit quota last year), and I jumped RIGHT into the solution. …

I don’t believe in cold calling.  It doesn’t work and is a massive waste of time and energy.  Instead, I believe in warm prospecting calls.  This approach has led to a prospecting to meeting conversion of 10-20% over the course of my sales career, as opposed to 1-3% when cold calling.  Here’s how it works. …

High achievers often face ongoing shame and guilt from feeling like they are never doing enough.  No matter how much they do or achieve, it never feels like enough.   This is called The Achiever’s Dilemma, and it’s something I’ve struggled with for many years.  While I strongly believe that intrinsic drive to succeed is a…