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…

Tech sales right now is a blood bath.  In January alone, US based tech companies announced 66,000 layoffs, many of which impacted salespeople.  The scariest part was that many of the sales professionals impacted were high performers who overachieved last year.  It feels like there’s no rhyme or reason for the selection, leaving sales reps…

When I started at Salesforce in 2013 as an Enterprise AE, I had no SaaS experience.  Yet I was able to beat quota and finish “Rookie of the Year.”  How was this possible?  By following this one simple strategy: Bring in my Sales Manager to all my deals!  Although I was very good at setting…

Sales is the BEST PROFESSION to build wealth and create financial freedom.  Here’s my definition of Financial freedom: The ability to do what you want, when you want, with who you want, without having to worry about money.  Last week I had the pleasure of taking a spontaneous trip to Lake Arrowhead with my family. …

Are you a sales professional worried about losing your job due to the tech layoffs? If so, today’s training video is for you.  During my coaching platform launch, I had many people reach out expressing fears about losing their jobs and not being able to afford coaching.  Given these concerns, I decided to make a…

One thing that Elite sellers have in common is they work with and sell directly to Senior Executives.  Every 7 or 8 figure deal I’ve done in my career had high engagement and sponsorship from the C-suite.  When you get Senior Executives involved early, deals are larger and the sales cycles are compressed.  The challenge…

Every year I set new RAD goals in 9 key areas for my life:  1. Business,  2. Family 3. Health 4. Faith/Spirituality 5. Learning/Growth 6. Contribution/Service 7. Finances 8. Home Improvement 9. Fun Each area typically has around 3-5 goals so that they’re digestible and not overwhelming.  RAD stands for:  Reason (strong WHY for the…

Elite Sales Performers are constantly looking to grow and improve.  A growth mindset is not just a way of thinking, but a way of living.  In today’s video, I teach how to apply a growth mindset to your life so you can create the life of your dreams.  The critical steps to a growth mindset…

The importance of faith in sales cannot be overstated.  Before I ever made 7 figures in sales, I had to first BELIEVE it was possible.  Whether you think you can or can’t achieve something, you’ll always be right. Your beliefs create a self-fulfilling prophecy which determines your actual results.  So it’s important that before you…