Through the Tunnel

June 23, 2020

Stop me if you’ve been here before.

No podium awaits.

No medals or trophies being handed out.

No cash prize to soothe the aches and pains.

If that sounds familiar, you’re not alone.

There are times in our careers where we’re pushing hard with what feels like infrequent rewards and almost no breaks.

It seems like a lot of us feel that way right now.

Sales can be a hard, lonely, exhausting profession even during a good year.

Throw a pandemic, economic collapse, massive layoffs, a critically important election year and social justice issues on top of it and you’ve got quite the combination.

But I’ve been through the wringer enough times to tell you that things will get better.

You always have an extra gear; if you know where to look to find it.

Knowing where to look means having strategies for pushing through a difficult time, while staying motivated and sane.

For anyone that feels this way, here are a few things I’d recommend trying.


There’s no shortage of sales content out there. The real challenge isn’t finding it, but rather it’s sorting through it all to find content you can take into the field with you to help you perform better at your job.

That’s why I’m here. To help sort the fluff from real, relatable, actionable sales content that you can use in your daily process.


For a daily dose of motivation, insight and sales tips – join my Patreon community today.

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Scaling Sales Teams is Hard

June 16, 2020

Scaling sales teams is hard.

There are so many products and companies out there that I truly believe had a shot.

But they never figured out:

  • How to GTM the right way
  • How to sell it and teach their reps to sell it
  • How to create the systems and processes needed to win
  • How to lead and hire

So they fail. It sucks.

Sales. Is. Hard.

I’ve had the chance to do it as a full-time operator at six different startups across six different industries, which is rare, and I have made plenty of mistakes along the way.

To be able to help more people has always been my goal.

It’s one of the reasons why I do what I do now.

It allows me to help way more leaders, founders, and companies get the people and systems in place to scale successfully.

Instead of just working for one company, I can help multiple companies and leaders all across the world.

Helping solve problems, but also helping them avoid the mistakes I made along the way.

I’m currently working with 9 different companies as a Strategic Advisor to help them scale the right way, and I have space for 2-3 more.

If you are looking, or if you know someone who wants to sell, build, hire, scale, and lead the sales org better, I could potentially help.

Shoot me a DM, let’s see if I can.

Because if you can’t sell, you can’t scale.

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Motivation in 2020

June 09, 2020

Stop me if you’ve been here before.

You feel like you’re moving through a long, windy tunnel. It’s dark, foggy, and almost impossible to see what’s coming ahead. There are hills & valleys that you’re pushing through but no matter how long you’ve been going, you still can’t see a light at the end of the tunnel, promising a checkered flag for all of your efforts. No podium awaits. No medals or trophies being handed out. No cash prize to soothe the aches & pains.

If that sounds familiar, you’re not alone. There are times in our careers where we’re pushing hard with what feels like infrequent rewards and no rest in sight.

It seems like a lot of us feel that way right now. Sales can be a hard, lonely, exhausting profession even during a good year. Throw a pandemic, economic collapse, and painful social injustice on top of it and you’ve got 2020. 🤬

But I’ve been through the wringer enough times to tell you that you will make it through that tunnel. You always have an extra gear, if you know where to look to find it. Knowing where to look means having opportunities to learn strategies for pushing through a difficult time, while staying motivated and sane.

For anyone that feels this way, here are a few things I’m participating in this week that can help.

June 9th @ 6pm EST – Stock Option Straight Talk w/ Sam Jacobs, Richard Harris & Collin Cadmus

June 9th @ 9pm EST – What now? Race/Racism/Sales w/ Nikki Ivey, Kevin Dorsey & Belal El Batrawy
**Private community conversation held on Patreon**

June 10th @ 3pm EST – Motivation 101 in 2020 w/ Amy Quick, Kevin Dorsey & Sarah Brazier

June 11th @ 8pm EST – Thursday Night Sales Week 16 w/ Amy Volas & Justin Welsh, musical guest Gaetano DiNardi

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Actions > Words

June 02, 2020

1. Spent the past week LISTENING to all of my Black friends, colleagues and connections.

2. My wife and I are reading “A People’s History of the United States” and “White Fragility”, and these are my Book Club suggestions for June.

3. My boys started summer last week. This week they have a new assignment. They will be reading the biographies of Malcolm X, Martin Luther King Jr., and Jackie Robinson.

4. I committed to having the next 40 guests on the Surf and Sales Podcast that I book being Black sales leaders and Women in sales.

5. I am working FREE of charge in June with Black/Brown private sales/leadership clients. Have 2 so far, have room for 3 more. If interested, DM me.

6. My wife and I are making substantial financial donations to The Innocence Project, Black Lives Matters, NAACP Defense Fund, and Support Higher Heights.

7. Having powerful uncomfortable conversations with those who have been in my life who do not share my views on equality. Then removing them from my life and explaining why.

8. Submitting Black salespeople and leaders for all open roles that I am aware of, and finding them with intent if they are not on my radar.

9. Increasing spend to Black owned businesses and restaurants in Austin, TX.

Make the Hire or Send the Wire.

Sales Can Change Your Life, has been published.

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