Untap Your Sales Potential

In her first year of coaching, Katie Pierce nearly doubled her income from $250K/year to $500K/year. But what’s most interesting is that we didn’t focus on her sales skills at all. Instead, we focused on her self-care and work habits.  Prior to coaching, Katie was consistently hitting around 100% of quota, but doing it the hard way and burning herself out. She would put things off for most of the...

In this Fireside Chat episode, 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...

Salman Mohiuddin was once put on a PIP. His manager asked him, “Is sales even right for you?” He started looking at marketing and finance jobs as a backup plan.  Instead of leaving, he looked deeply in the mirror, asked what he could do better, and committed to improving every day.  He went on to spend 17 years as a top performing AE at IBM, Salesforce, and Asana. He closed the biggest deals of hi...

A few years ago, Eric Cullen wasn't sure he should even stay in sales. This year, at 50 years young, he's on track to earn $1M. For most of his career, Eric made around $300K a year and hovered right around his number. Some years a little above plan, some years a little below, but he never broke through to the next level. . I first met Eric at Salesforce eight years ago. At 47, he joined Untap You...

The night after Ian Mai closed the biggest deal in his company's history, he couldn't sleep. The deal was about 20 times the average deal size at the time. By every outside measure, it was a massive win. But instead of celebrating, he felt more beat up and more broken than before. One question kept running through his head: how am I going to keep doing this? He had built his entire career on press...

Last week I had my mind blown by one of our clients Ahiman Alexander, who doubled his income during his time in our program from $220K to $420K/year.  The thing that impressed me most about Ahiman is that he found a way to apply strategic selling skills to his mid-market role at Asana, and scale this approach across 4,000 accounts! His average deal size is just 15K, yet he will sell over 2M this y...

Christi Civalier was crushing it in sales and making half a million a year, but something was missing. Deep inside she knew there was another level of selling she had yet to reach.  She felt stuck in her career, and had hit a ceiling..  Five years ago, while I was still working at Salesforce, she started messaging me whenever I posted on LinkedIn, asking to work together. At the time I had no capa...

I get asked all the time how to break into Enterprise tech sales. Since I don't offer career coaching, I decided to interview my good friend Daniel Borodyansky, who broke into Microsoft with no sales experience. Not only did he share his step-by-step playbook for landing his dream job, he also broke down how he hit 97% his first year at Microsoft, then used that as motivation to crush his quota th...

Nine years ago, a guy I just met at a mastermind was in the middle of a strange challenge. He was handwriting five thank you cards a day every day for a full year. This challenge eventually led to a book “The Mr. Thank You Project,” Ted Talk, and professional speaking business.  Not long afterwards, I started my own 365-day challenge, where I posted a motivational video every day for a year on Ins...

There are only a few individual sellers on the planet who have sold 28M in a single year.  Mike Webster is one of them, and I just interviewed him last week as my Fireside Chat guest.  Mike is a top seller at a leading Microsoft services partner and reseller.  His numbers are absolutely insane – last year he sold over 28M against a 15M quota and had his best year ever.  He has broken 7 figures W-2...

On paper, Ed Wakefield was successful by every measure. Successful career in B2B sales. President's Club winner at Salesforce. Happily married with two young boys. But behind the scenes, Ed was secretly struggling with alcohol. 18 months ago, he decided to get sober completely on his own.  No rehab, AA, or sponsor. Instead of following conventional paths to sobriety, Ed built his own path based on...

Imagine working an 8.5M deal for an entire year, and still having the paperwork unsigned going into the last day of the fiscal year!  That would rattle anybody, but Rob O’Keefe fully trusted that the deal would close on Friday January 30th, and that’s exactly what happened.  He knew this because he had personally brokered 18 meetings between Senior Executives at his company (Docusign) and his cust...

$200,000,000. That's how much Crystal Ives has sold in her career against all odds.  Her mother was diagnosed with schizophrenia and spent 7 years in and out of mental hospitals starting when she was 5 years old.  Her father murdered two people and served time in prison.  At 7, her grandfather went bankrupt and gave her up for adoption for a month because he couldn't afford to keep her. Read that...

In this episode, I sat down with Bob Koviak, who sold 1.2B in his career while maintaining a 90% win rate! In his own words, “I don’t lose deals.”  Bob has crossed 7 figures multiple times in his career, and In his last year at Microsoft, he finished at 345% of quota selling Agentic AI solutions. His previous nickname was “Big Deal Bob,” but during our conversation we all agreed that “Billionaire...

Miriam John (MJ) had $27,000 left in her savings account, and took the bold move of spending half of it on coaching.  She had recently moved from India to the UK with her husband and was working in a difficult environment where she was being criticized constantly with no real feedback on how to improve. She was crying herself to sleep most nights. Making the decision meant a hard conversation with...

In this episode, 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 topics in detail: Why humility is his secret weapon Team selling: how to lead and quar...

It’s not the wins in our life that showcase our true strength - it’s how we respond when we get knocked down…badly!  Greg Cummings had just been laid off from a startup after underperforming. He came back to Salesforce, put everything he had into proving he belonged there, and still fell short of where he thought he should be.  When he looked at his territory for the following year, stripped down...

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...