This month I sat down with Matty Pauls, an OG member of Untap Your Sales Potential and a 1:1 client who just renewed his membership for a fourth year. Matty is a top performer who has grown his average deal size to 500K+, closed record breaking deals, and recently took a bold leap to a Series A startup while training for a marathon and showing up for his family and community in a big way. 

Normally, our Member Spotlights stay inside the program. The Member Spotlight calls are designed so that highly successful clients can share their story, inspire others, and allow other UYSP members to get coaching from their top-performing peers in the program. The stories are very inspirational, and the reason why I love coaching. 

After this particular conversation, I knew in my heart that others needed to hear it. In a world which often feels dark and overwhelming, this particular conversation brought light, joy, and peace to myself and many others in our community. 

This conversation was so powerful that, with Matty’s permission, I am releasing it to the public for the first time.

Why this conversation matters

We talked about the things that actually make success feel like success: family, gratitude, spirituality, and aligning your pursuit with what is truly important. If you chase the wrong things, you will keep chasing. Hearing that truth from a top performer who is still in the arena makes it land.

Top lessons from Matty’s journey

• Family first is a choice, not a slogan. Matty reshaped his career to be more present at home. He volunteers at school, serves in his community, and builds rhythms that reflect his values.
  
• Gratitude is a skill. On hard days, Matty returns to a simple gratitude practice to reset perspective and energy.
  
• Spirituality fuels resilience. You need a reason bigger than yourself. Faith, prayer, church, or quiet reflection can give you the courage to keep moving forward.
  
• Imposter syndrome can be a green light. Feeling stretched often means you are in the right room. Use it as proof you are growing.
  
• Executive selling starts with service. Get to power early. Be honest about fit. Focus on the reason behind the reason. When it is not a priority, say so.
  
• Confidence comes from integrity. When you are good with who you are, you can let go of neediness and put the full focus on the customer.
  
• Community changes outcomes. Coaching, brotherhood, and mentors help you remember who you are on the days you forget.
  
• Progress beats perfection. After a setback in marathon training, Matty recommitted. He finished the run by changing the target from speed to finishing strong.

Coaching you will hear Matty give on the call

• Winning access to executives: Ask your executives to engage their peers. Ghostwrite short, direct emails. Senior leaders love to help when you make it simple.
  
• Deal qualification: If there is no executive sponsor, it is not a real deal. Cut cycles early and redirect your energy.
  
• Mindset hygiene: Use meditation, gratitude, and honest conversations to process negative thoughts rather than suppress them.
  
• Career moves: Evaluate roles by impact, values alignment, and the chance to build, not just by brand name or comfort.
  
• Serving beyond sales: Say yes to meaningful work in your community. Service expands capacity and perspective.
  

A few moments that hit hard

• “I am a leader of my family, my company, and myself.”
  
• “Pace is forward.”
  
• “Remember who you are.”

This one will encourage anyone who is grinding yet feeling empty. It will also sharpen how you sell to power without making it about you.

https://youtu.be/rKezfb_6nto
[Read the full transcript]

If this helped you, forward it to a friend who needs it today.