Here’s the single biggest mistake you can make when prospecting in 2024:  Prospect a little bit to a lot of people.  Here’s what I mean:  Let’s say your territory consists of 50 prospects.   Most people will identify a few key contacts in each account to target (let’s use 3 for this example).  This gives them…

“Whoever said money can’t buy happiness simply didn’t know where to go shopping.” -Gertrude Stein While it’s  true that money itself can’t buy happiness, it can afford you the time, freedom, and opportunity to pursue and do things that can lead to happiness.  It can also help you provide for your family and loved ones…

There are two kinds of pain you will experience on a regular basis if you work in sales: Let’s talk about the two in detail:  1. The pain of regret and shame:  This is the pain that you feel at the end of the day, which is a direct result of NOT keeping your word…

Four years ago, Anthony Natoli hit rock bottom, was $100,000 in debt, and was struggling from a severe gambling addiction.  Today, he’s completely sober from gambling, debt free, and a top Account Executive in tech.  He’s running a half marathon this year and has appeared on dozens of podcasts to share his inspiring story with…

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…