Untap Your Sales Potential

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 capacity for 1:1 coaching, and told her to stay patient until I launched my coaching business. When the first cohort of Untap Your Sales Potential opened, she was the second person to sign up. She still calls herself an OG.We coached together for three years, which turned out to be the best years of her career. She mastered executive selling, and consistently closed large, transformational software deals. She had so much success in the program, that I asked her to coach on my team as a side hustle.Then her clients started seeing similar results. One of her clients just closed a $34 million deal. He got there because Christi talked him into walking away from a smaller deal he had been chasing for months, which freed up his time and attention to go find a much bigger deal! She found coaching so fulfilling that she decided to quit Corporate Sales entirely this year to coach full time. Christi’s story is inspiring and powerful. She's 59 years young, and a single mom to two teenage daughters. She’s the breadwinner in her house, and walked away from a lucrative sales career to follow her passion and make an even bigger impact in the world. She just finished writing a book, which will be released in a few months. In this week's podcast, Christi shares how she reinvented herself and how she now coaches sellers to do the same.We discuss:Why successful and stagnant is such a dangerous place to be What she learned at Untap your Sales Potential, and how it helped her reach the next level of sellingWhat the million dollar earners actually do differently with their timeWhy she left a successful sales career at 59 and started overThe book she's writing, Identity Under Pressure, and who it's forIf you look successful on the outside and feel stagnant on the inside, I strongly encourage you to watch this entire episode.If you have ever told yourself it's too late to become the person you know you could be, this might be the exact story you need to hear today.Learn more at: https://www.untapyoursalespotential.com/podcast

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 the following year. This year, Daniel will make well over $500,000 and have his biggest year yet. He is also a father of 3, avid boxer, and launched his own company building AI sales systems for other sellers.The craziest part? He's only 30 years old.Here's what we covered on the latest episode of the Untap Your Sales Potential podcast:The exact goal-setting and journaling practice Daniel has used since he was 19Why the side door beats the front door when you're trying to land your dream jobHow to tell your story so your current experience counts as sales experienceWhy he spent $12,000 on coaching two weeks into his first sales roleMissing quota his first year, and what he changed to have his biggest year afterwardsThe frameworks that reshaped how he sells: the 12 Week Year, territory planning, and thinking like a businessman instead of a sellerThe buyer-not-seller mindset he runs every call withHow he uses AI as a thinking partner at every step of the sales cycleIf you want to land your dream sales job, this episode is for you.And if you want to know how to crack $500,000 with just a few years of sales experience, this one's for you.Learn more at: http://untapyoursalespotential.com/podcast

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 Instagram. Those videos became the foundation of my sales coaching business, which ultimately became Untap Your Sales Potential, the world’s fastest growing sales coaching company. So it's fair to say this company exists in part because of John Israel.This week I finally got to sit down with John on our monthly Fireside Chat and hear his entire story. Including why he owns 205 chickens on his homestead outside Dallas, Texas. Here's the part about John most people don't know.John was the #6 seller out of 10,000 reps at Cutco, where he sold gifting services for client appreciation. And in his own words, he had become the most ungrateful gratitude salesman on planet Earth.One evening he got home ready to complain to his wife about his day, and he stopped. She was nursing their newborn with one arm and handwriting a thank you card with the other. He couldn't appreciate this beautiful moment because he was too stressed and overwhelmed. He has a name for that which he calls “perpetual discontentment.” That never-ending feeling that you aren’t where you’re supposed to be in life. If you carry a quota, you probably know the feeling. Only allowing yourself to be happy when you’re performing, and typically that happiness is short-lived when you have to start all over again next year. That was the catalyst. John committed to five handwritten thank you cards a day for 365 days, and that one year turned into a book, a TED talk, and a career built on a single idea: gratitude is one of the biggest, underutilized advantages in sales.We covered a lot in this one:What he actually does with his 205 chickens The four black-and-white rules that made him finish 365 days straight, when most of us quit a challenge by day nineThe $1,000-a-day bet that guaranteed he never missed a single dayThe "Story, Significance, Struggle" formula for building real connections fast (it lines up almost exactly with what we teach for executive conversations)How to make everybody in your life feel safe, seen, significant, and supportedHow he uses strategic gifting to turn expensive, hard-to-reach executives into lifelong customers The quickest way to get yourself to prospect every single dayIf you've been grinding hard and still can't enjoy the results, this episode is for you. Learn more at: http://untapyoursalespotential.com/podcast

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 for the past several years, and his consistency is off the charts. During this Fireside Chat, Mike and I dive into the following: Mike’s origin story and how he transitioned from Field Service to salesWhat character traits, qualities, and actions separate him from other sellersKnowing the value of your time, and your team’s timeHow to become a trusted advisor in his biggest accountsHow to win 75% of your deals, even in competitive situationsWhy walking away early from deals is key to success, and when to walk awayAnd MUCH, MUCH, MORE. Best of all, Mike is not a sales influencer or guru who gives out sales advice online. He’s quietly crushing it at his company and practicing what he preaches, Mike is the real deal, and this is the first public interview he has done where he shares his wisdom with the world. Enjoy! Learn more at: http://untapyoursalespotential.com/podcast

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 discipline, replacement habits, changing his environment, and being radically honest with his wife.His wake-up call came while sitting at an airport bar drinking a beer and watching his son's baseball game on his phone.He looked around and saw two other dads doing the exact same thing.Three fathers sitting at a bar, thousands of miles from home, watching their kids as dots on a screen while chasing business success.That moment changed everything and he quit drinking on the spot. In this week's podcast, Ed shares exactly how he got sober and changed his life.We discuss:The moment he knew he needed to changeThe habits and routines he used to replace alcoholWhy changing your environment is criticalHow sobriety has made him a better husband and fatherThe importance of honesty, discipline, and communityThis episode isn't just about alcohol.It's about identifying ANYTHING in your life that is holding you back and having the courage to CHANGE IT.Bad habits, addictions, or unhealthy behaviors and vices. We all have something we can work on.If you know there's something in your life that needs to change but aren’t quite sure how to do it, I strongly encourage you to watch this entire episode.If you tried getting sober on your own and failed in the past, this might be the exact story you need to hear today.Learn more at: https://www.untapyoursalespotential.com/podcast