Untap Your Sales Potential

Bob Burg is one of the most influential authors in the world of sales and business. His bestselling book, The Go-Giver , has sold more than one million copies and teaches a simple but powerful philosophy: the greatest success comes from creating value, building trust, and serving others first. His message perfectly aligns with what we teach at Untap Your Sales Potential: shifting from inward-focus...

When I first started selling software, I would hear about massive deals closing. I always wondered who sold these mega deals, how they actually got done.  Not long ago, I sat down with Brad Harmon, who recently closed a $75M deal and finished AE of the Year at Oracle.  Brad rose the ranks of software from BDR to Strategic Seller, and has earned 7 figures multiple years. He’s also extremely consist...

What’s the difference between how a consultant sells, and how a typical software AE sells?  In one word: EVERYTHING!  My first four years at Salesforce, I spoke to customers like many AE’s do.  I was friendly, charismatic, and asked a lot of questions about their current situation.  If I thought we could help the client, I shared our value proposition, overview of the software, and asked for next...

I want to share how this story ends before I tell you how it begins.  Christina Godwin had just closed $1.7 million in 36 hours. It was the last stretch of her fiscal year at Workday. She left the Empire State Building, walked out onto the street in New York City, and started crying uncontrollably.  She was on her way to buy herself a Prada bag because she felt so proud of her accomplishments, yet...

One of the biggest myths in sales is that top performers all look the same. They're charismatic, extroverted, and natural-born salespeople. They're great at presenting, excellent communicators, and master negotiators.  But after coaching hundreds of top performers, I've found the opposite is true. The best sellers win because they lean into their strengths…not because they try to become someone el...

When I interviewed Jonathan Samuelson, I knew his numbers were incredible. 248% of quota his first year with Untap Your Sales Potential, 318% the next, and two consecutive years earning over $1,000,000 W2 in tech sales.  What I didn’t know was his personal story and how much adversity he’d overcome to get here.  Before joining UYSP, Jonathan had been at Genesys for five years and had nearly lost h...

When I was at Salesforce, I fiercely competed for the #1 Enterprise AE position against another seller named Mike Brandt. I haven’t spoken to him in 8 years since then, and we recently caught up for this month’s Fireside Chat.  You may not have heard of Mike Brandt before, but after today’s conversation you won’t forget him. Mike has one of the most impressive track records I’ve ever seen in tech...

What does it take to go from 38% quota attainment to closing $14 million in a single year, landing one of only 20 elite sales roles in all of SAP, and doing it all as the youngest person on her team (and the only Latina woman in the room)? For Carolina Chavez, it started with facing herself. Carolina is now an Account Executive in SAP's Strategic Customer Program, where she manages one of SAP's gl...

Most people never come close to achieving their full potential. Not because they lack talent. Because they never fully commit. This week on the Untap Your Sales Potential Podcast, I sat down live with one of the most intense, disciplined, and inspiring sellers I’ve ever coached: Mikhail Avant. It was one of the most inspiring conversations I’ve ever had.  Mikhail was born in a homeless shelter. He...

What if the intense drive that makes you successful in the sales comes at the cost of your family, your peace, and your life? What if you run so hard that you end up in the hospital?  In our latest podcast episode, our new sales strategist Athina Lampru shares how running from her past fueled elite performance in sales, but nearly cost her everything.  Athina sat down with me to share her story fo...

What does it take to close a nine‑figure enterprise deal, earn a $4 million commission check, and become one of the most respected sellers in tech sales history? That is exactly what Alpesh Patel did. At Salesforce, Alpesh closed one of the largest deals the company had ever seen — a transformative, multi‑year agreement with a Fortune 100 insurance company. A deal so complex and hard‑fought that m...

What happens when you reach the top of the mountain you spent your whole life climbing, and you still feel empty? That is the question at the heart of this conversation with Robby Jones. Robby is VP of Sales at SAP, running a $200 million ARR enterprise business with a $60 million ACV quota at just 32 years old. He is a member of our seven-figure club, and last year he closed one of the largest de...

What does it actually look like to crush your sales career without sacrificing your family, your health, or your sanity? That is exactly what Kelsie Neibel has done. In 2025, Kelsie was the number one AE in all of America at SnapLogic, made President's Club, and hit 175% of her quota. The year before that, she was AE of the Year and hit 141% of quota. She has done all of this as a full-time workin...

In this trailer, Ian Koniak shares who this podcast is for, why he built it, and what you can expect every week. Ian is the founder and CEO of Untap Your Sales Potential, the world's fastest growing community of tech sellers. Over the past four years, more than 625 sellers have gone through his program and transformed their results. But Ian did not start at the top. For three years in a row at Sal...