Many people confuse grit with grinding. The two are vastly different.  Grit leads to ongoing success and mastery whereas grinding leads to stress and eventual burnout.  According to Daniel Pink’s book Drive, grit is defined as “perseverance and passion for long term goals”.  Grinding, on the other hand, requires working your butt off in pursuit…

Why is it that so many salespeople are stressed out, anxious, and constantly beating themselves up?  After coaching hundreds of salespeople (and struggling with this most of my own life), I believe that the #1 reason is that most people are not Living with Integrity.  So what exactly does this mean?  The word integrity evolved…

Thinking of quitting your sales job?  Before you do so,  watch this video first.  I’ve seen more sales professionals leaving their jobs, or considering leaving, than ever before.  The average tenure for a SaaS AE is now just 18 months at their company. Even top performers are leaving to pursue greener pastures. Why is this…

Last week I ran my first marathon.  My goal was to finish in under 5 hours. I finished at 4:34:32, or an average pace of 10:27 per mile. Here are my top 5 lessons from the Marathon:  1. Take incremental steps by setting achievable goals and hitting them first. Then move on to bigger goals…

During a recession, it’s harder to sell than ever before.   Budgets are tighter, decision makers are gun shy, and spending freezes are common.  This has a direct impact on sales rep performance, as Repvue has recently reported a significant decline in the % of reps hitting quota in 2022 across all segments.  In order to…

How do you create the life of your dreams working in sales?  It’s not easy, but it’s fairly simple.  You must live by this philosophy every day:  HARD NOW = EASY LATER At 42 years old, I was able to retire from Corporate sales to run my coaching business full time.  I live 5 minutes…

The term “quiet quitters” is used to describe employees choosing not to go above and beyond at work.  As a Gallup poll reveals, “quiet quitters make up at least 50 percent of the U.S. workforce, probably more.” I find this unsettling for several reasons:  1. There is immense joy in having meaningful goals and working…

If you want to become an Elite Seller, you must make one major change in how you sell.  You must shift from an inward focused to an outward focused seller.  Here’s what inward focused selling looks like:  * My job is to sell you * I talk, pitch, and present to you  * We discuss…

If you work hard at your job you can make a great living.  If you work hard at home you can make a great life!  Here are some of the keys to success:  1. Just as you would prioritize scheduling meetings with clients, make sure you prioritize schedule time for your family.  Here’s what this…