Untap Your Sales Potential

I entered Q4 sitting at 50% of plan my last year at Salesforce. 12 weeks later, I’d sold 1.1M and made Club for the 4th consecutive year, allowing me to retire from sales and coach full time. How did I do it? I purchased a book called “The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 months” by Brian Moran and Michael Lennington, and executed the system to the best of my ability. Needless to say, it worked and I’ve been running 12 week years ever since as my system for time management, planning, and execution. The system allowed me to grow our coaching business to 5.4M ARR in just 4 years, and make the Inc 5000 as the world’s fastest growing sales coaching company in 2025 and 2026. It’s been so powerful that it’s required reading in our coaching program and we even facilitate weekly accountability meetings (WAM’s) for our members to help them execute 12 week years. Last week, I sat down with Brian Moran, co-author of the book, who gave a Masterclass on how to properly use the 12 week year. It was a full circle moment for me, and Brian stayed afterwards for a live Q&A with the Untap community. Here’s what we covered during the conversation: -Why a 12 week execution cycle is much more effective than annual goal setting-The importance of aligning your 12 week year to your life vision-How to execute personal and professional goals simultaneously -Using the 12 Week Year to improve your marriage -Why tactics are so much more impactful than to-do lists-The core components of a 12 week year -Why scoring and accountability are key ingredients to successWe also discussed how to design your life so that work and your personal life exist in harmony, and how to design the life of your dreams using short term and long term visions. Best of all, Brian agreed to share this Masterclass with the public on my Youtube channel, podcast, LinkedIn, and newsletter. You can access the full Masterclass here, completely free and ungated: https://youtu.be/4p0UWHIVMNIPS - If you need help implementing the 12 week year with Brian and his team, visit 12weekyear.com/edge or e-mail [email protected] for more details.Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/

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 year, find herself at 25% of her number in Q4, then grind through late nights to barely hit quota the last month of the year. On the outside, she was one of the most joyful people you'd ever meet. On the inside, she was exhausted, and she knew something had to change. That’s when she decided to get help. In one of our first coaching sessions, we sat down to set her goals for the year. Katie realized she would never reach them until she dealt with something personal she had been avoiding for years. So that's where we started. She found a therapist, and between her therapist, our monthly coaching and her weekly calls with our group, she had support every step of the way.After courageously facing her demons, we began to work on her mindset. Early in her career, a manager she looked up to told her to land right at 100% of quota so the company wouldn't raise it the next year. She had been playing small ever since and holding herself back. So we set a goal that scared her: $4 million, more than she had ever sold in a year.Then we built the work habits to get there. She started planning tomorrow before logging off today, running her year in 12-week sprints, and starting every morning with a routine that sets her up to feel her best. She also started rigorously qualifying every deal upfront. Her criteria were simple: she needed to be connected to power, solving a significant business problem with substantial pain, and have confirmation that addressing the problem was a high priority for a senior executive.She blew past her goal. In her first year in the program, Katie sold $4.2 million, finished at 275% of plan, and made almost $500K. This year she's tracking to 150% and on track for President's Club again, while planning her wedding, hiking, and making time for the hobbies she loves. The Q4 scramble is gone.Near the end of our conversation, Katie said something I loved. Most of us wouldn't think twice about spending $25,000 on a car, but nobody tells us it's okay to spend that kind of money on ourselves. She told me that on her own, it would have taken her 20 years to double her income. She did it in just one year and saw a 10x return on her coaching investment. Her story is proof of something I believe deeply. Most people think they need to hit the number before they can be happy. It works the other way around. When you focus on your happiness and self-care first, the results follow.In this week's podcast, Katie shares how she put herself first and nearly doubled her income in the process.We discuss:What was really behind her cycle of coasting all year and cramming in Q4The goal-setting session that changed everythingHer five-minute reset to avoid procrastinatingThe worst sales advice she ever got, and the $4M goal that replaced itWhy every deal she works needs an executive connectionWhy facing her demons changed everythingHer commitment to ongoing healthIf you're  barely hitting your number and burning yourself out to get there, I strongly encourage you to watch this entire episode.If there's something you've been avoiding for years and need to face, Katie’s story will inspire you. Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/

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 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 mattersWe 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 journeyFamily 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.Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/

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 his career and finished as the top AE on his team.And he did it without ever having a drink at a happy hour, without missing his prayers, and with his phone put away for two hours every night so he could be present with his wife and three daughters.Today Salman is one of the best sales coaches in the world. And I’m thrilled to share he just joined our coaching team at Untap Your Sales Potential.This episode is two top sales coaches breaking down exactly what it takes to go from average to elite seller, including:Why deals are won and lost in discovery, and how to get to the “why” behind the problemHow to quantify pain using the metrics your buyer is measured onWhy understanding the problem your clients face is much more important than understanding your productWhere most reps lose control of their deals (right after the demo)How to ensure 70% of your calendar get allocated to revenue-generating activitiesWhy he decided to join the Untap coaching teamHow to win in sales without compromising your faith, values, or familyPeople think you have to choose between success and your values. Salman and I are proof you don’t.Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/

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 Your Sales Potential and we started working together. At his first mastermind, I had everyone close their eyes and picture where they would be in 1 year. People were crying and writing in their journals. Eric saw nothing. That moment made him look inward and realize something had to change.The next two years were the two biggest years of his career. Last year he finished at 155% of quota and made President's Club. This year he got promoted, and he's on pace for the best year of his career.The biggest shift was why he was selling. Eric used to wake up every day thinking, "I gotta make money, I gotta make money." As he puts it, he was coin-operated, and customers picked up on that. Coaching got him out of that mentality. Now he shows up to make his customers the hero of their own story. He does the work to understand what executives care about most in his accounts, and brings them bold ideas nobody else is bringing. The money followed.He transformed at home too. He used to be impatient with his family. Now he walks out of his office at five o'clock with enough energy left in the tank to throw the football with his son.As Eric told me, without coaching he'd be in the same place he was a few years ago. Unhappy, frustrated, and probably looking for a new job.Eric's story proves something I believe with my whole heart. When you put others first and help them succeed, the money follows.In this week's podcast, Eric shares how he transformed his career and what it took to get there.We discuss:How he let go of the "coin-operated" mindset and the impact it had with customers. The moment that made him realize something had to changeHow to sell consumption instead of licenses, and the transition from Salesforce to Databricks. Why he chose a hunter role instead of a farmer role. How to build a CFO ready POV by understanding a company’s financials. How to get to the business when you sell a technical product How he's become more patient at home, and the marriage advice I shared at the endIf you're a good seller who knows there's another level in you, I strongly encourage you to watch this entire episode. Eric’s story will inspire you and give you the exact blueprint you need to succeed. If you've ever told yourself you're too far into your career to transform how you sell, this might be the exact story you need to hear today.Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/