In this month’s Fireside Chat, I interviewed Jamal Reimer, author of Mega Deal Secrets and Founder of Enterprise Sellers.  Jamal sold 160M as an individual contributor at Oracle and now writes, coaches, and consults on how to find and close mega deals. In this episode, Jamal openly shares his playbook as we cover the following…

Is it possible to train your brain to do really hard things? Absolutely – with neuroplasticity! In sales, the hardest activities are often the “deep work” which doesn’t provide immediate gratification or come naturally. These include things like account research, developing a compelling Point of View (POV), writing executive e-mails, territory planning, and using storytelling…

My average income from 2013-2016 = $241,017/yr  My average income from 2017-2023 = $1,048,938/yr  That’s a 335% increase.  Here’s what changed: I started investing in myself in a BIG way.  When I was making 240K/year, I would invest any savings into the stock market or real estate.  In 2017, I invested 20K into my own…

How do you become a trusted advisor to your clients, and why is this so important?  When you become a trusted advisor, clients willingly accept your recommendations, competition rarely exists, and it feels like a true partnership.  Unfortunately, most AE’s are seen as vendors, not trusted advisors.  Let’s first define a trusted advisor:  A trusted…

In this month’s Fireside Chat, I interviewed one of my favorite people on this planet: Marcus Chan.  I first met Marcus over 3 years ago before I had started my coaching business.  I was looking for a mentor, and he graciously offered to help me even though I was entering the same space.  He openly…

Ever feel like you were busy all day, but didn’t get anything done?  This is one of the biggest challenges facing sales reps today.  The primary culprit: spending more time on consumption than creation.  Consumption activities fall into two buckets:  1. Work related consumption  2. Personal Consumption  Work related consumption consists of “busy work” that…

I heard a powerful quote today which is worth diving into:  “Success is not something you pursue. It’s something you attract by becoming an attractive person” -Jim Rohn  I couldn’t agree more!  Ever since I started my journey of personal development over 6 years ago, I have attracted more success than I ever dreamed possible. …

From 2017-2019, I averaged $821,181/year W2 at Salesforce and was one of their top Enterprise AE’s.  I had reached the pinnacle of sales success, yet my life was secretly falling apart.  My marriage was in a bad place, and I was more disconnected from my wife than ever before.  I was constantly on the road…

On December 28th, 2018 I got stuck upside down on a roller coaster, hanging 180 feet high for 30 minutes.  I thought I was going to die, and was full of regret.  That morning I had listened to a podcast featuring Bronnie Ware, author of “The 5 regrets of the Dying.”  These are the top…

Is it possible to be a high sales performer without being constantly stressed out?  How can reps maintain consistent sales performance for the long haul without burning out?  What are the best tools reps can use to reduce stress on a daily basis?  These are some of the questions that I dove into on my…