Untap Your Sales Potential

Ian Koniak
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Untap Your Sales Potential helps tech sellers close the gap between good and elite. Through real stories of sellers who transformed their results, you’ll learn the mindset, habits, and skills behind top 1% performance. If you know you’re capable of more and want a clear path to get there, this podcast will show you what’s possible and how to achieve it.

  1. 6d ago

    #15 - Fireside Chat with Jamal Reimer: How to Close Mega Deals | Jamal Reimer

    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 weaponTeam selling: how to lead and quarterback your deal teamExecutive MappingCrossing the chasm: going from average AE to top performerKeys to powerful executive conversations And much, much more! Enjoy! Learn more at: https://www.untapyoursalespotential.com/podcast

    #15 - Fireside Chat with Jamal Reimer: How to Close Mega Deals | Jamal Reimer

  2. Jul 14

    #14 - He Hit Rock Bottom, Almost Quit Sales, Then Tripled His Income to $970K | Greg Cummings

    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 and reassigned to industries he had no excitement for, he contemplated a decision that a lot of sellers consider but never talk about. Should I leave sales entirely?  Greg spent six years in the Marine Corps before starting his career in medical device sales, walking into operating rooms at four in the morning to tell neurosurgeons what they were doing wrong.  He transitioned into tech, found his way to Salesforce, and spent years hovering between $100,000-$200,000 W2 income. Good, but not great. Definitely not what he knew he was capable of. Then came the layoff, the return to Salesforce, another underperforming year, and a moment of real reckoning.  Was he even cut out for this? Was his early success just luck? Instead of quitting, Greg made a different decision. He decided to invest in himself and get help by enrolling in Untap Your Sales Potential.  His first year, he doubled his income to $360K. His second year, working with me 1:1, he made $970K. But his income growth is not the most interesting part of our conversation. What’s most interesting is who he had to become in order to reach that level.  During our interview, Greg talks about how he stopped pitching and became genuinely curious about people's problems. He talks about only working deals with executive engagement, and what it takes to have the courage to bring executives into deals early on or walk away.  We also got super personal and Greg discussed the changes he had to make at home to begin truly enjoying his life outside of work. Prior to coaching, Greg was doing all the cooking, yard work, house projects, and felt constantly depleted and drained.  On our first 1:1 coaching session, the first assignment I had him do was hire somebody to mow his lawn. This first step began the process of outsourcing everything that didn’t bring him joy and robbed his free time, then re-allocating that time to spend with family.  Here is what we covered on the podcast: Going from the Marine Corps to medical sales to SalesforceThe layoff, the underperforming year, and questioning whether he should leave salesWhy he finally reached out for help when he admitted he couldn’t succeed on his ownThe inward to outward mindset shiftHow to sell to CEO’s Why executives are much easier to talk to than mid-level buyersThe playbook Greg now teaches new hires: spend almost no time learning product, spend all your time learning how to talk to executivesThe mindset shift behind outsourcing: what your time is actually worth, and why doing everything yourself is not a badge of honorClearing mental clutter and why Sunday night no longer feels heavyWhy he moved from sales coaching into therapy, men's groups, and church involvement His message to anyone who is stuck: be humble enough to ask for help, because the journey never stops Greg's story is not just about hitting a number most sellers only dream about. It is about what happens after you hit it, and having the courage to keep growing in the parts of your life that success alone will never fix. Learn more at: https://www.untapyoursalespotential.com/podcast

    #14 - He Hit Rock Bottom, Almost Quit Sales, Then Tripled His Income to $970K | Greg Cummings

  3. Jul 6

    #13 - Fireside Chat with the Legendary Bob Burg | Bob Burg

    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-focused selling to outward-focused selling by putting your customer's success ahead of your own.  If I can summarize this philosophy in one sentence:  When you help others succeed, your success is guaranteed.  In this Fireside Chat, we discuss: • How the most successful salespeople shift their focus from getting to giving and why this approach actually leads to greater financial success. • Why nobody buys because you have a quota to hit. They buy because they believe they'll be better off by working with you.  • Why customers can sense "commission breath" and how genuine curiosity creates trust. • The importance of authenticity and why Bob defines it as living congruently with your values rather than trying to imitate someone else's personality. • Why discovery is the most important part of every sales conversation and how understanding the real problem is more important than overcoming objections. Bob also walks through his Five Laws of Stratospheric Success: The Law of Value: Your true worth is determined by how much more value you give than you take in payment.The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.The Law of Influence: Your influence is determined by how abundantly you place other people's interests first.The Law of Authenticity: The most valuable gift you have to offer is yourself.The Law of Receptivity: The key to effective giving is to stay open to receiving. One idea that especially resonated with me was Bob's perspective on authenticity. True confidence doesn't come from being the most skilled. It comes from living your values and showing up consistently as the same person in every interaction. Another insight I loved was his explanation of the Law of Receptivity. Giving and receiving aren't opposites; they're partners. The more open you are to receiving gratitude, support, opportunities, and success, the greater your capacity becomes to continue serving others. If you're a sales professional, leader, or entrepreneur who wants to build more trust, create more value, and grow your influence, I think you'll get a tremendous amount from this conversation. Learn more at: https://www.untapyoursalespotential.com/podcast

    #13 - Fireside Chat with the Legendary Bob Burg | Bob Burg

  4. Jun 30

    #12 - He Closed a $75M Deal at Oracle and Shares Exactly How | Brad Harmon

    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 consistent, hitting quota 14 of 15 years in his career. Brad joined me for a Fireside Chat and broke down exactly how that $75M deal came together, step by step. He walked through: • How he quarterbacked this massive deal without losing control • Why over-communicating internally became his secret weapon • How to use mutual action plans to create joint accountability with customers • How to ask for “unnatural acts” without damaging trust • How to manage immense pressure when your deal has so much visibility with execs. •How he detaches his self-worth from his quota • Why being a “good person” and caring about his customers is his superpower Brad’s journey is the blueprint every AE dreams about –  becoming AE of the Year at one of the largest companies in the world while making truly life-changing money.  If you want to see what it actually takes to get there, this conversation will light a fire in you. Learn more at: https://www.untapyoursalespotential.com/

    #12 - He Closed a $75M Deal at Oracle and Shares Exactly How | Brad Harmon

  5. Jun 23

    #11 - How to Sell Like a Consultant | Noah Flower

    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 steps, such as a demo or deeper discovery.  I worked hard and considered myself a good “closer,” who could reel in any fish I had on the line using discounts, incentives, and old-fashioned persistence.  Overall, this approach worked okay, and allowed me to make 200K-300K/year on average. Pretty good living, right?  I thought so too.  But I never BLEW IT OUT of the water.  During my first four years as an Enterprise AE, I hit quota my first year, missed it badly in my second and third years, and finished 95% my fourth year (that one stung the most!) While my income was decent, I felt like a failure compared to so many reps who were blowing it out of the water, selling over 200% of quota, and making BIG money at Salesforce!  I wanted to know what they were doing differently.  One thing I consistently heard is that the top performers were using a “consultative selling” approach, and many of them engaged a group at Salesforce called “Ignite.” This group only worked with the most strategic accounts who wanted to transform their business, and their approach centered around design thinking to drive digital transformations.  I was determined to run an Ignite in one of my largest new logos: Berkshire Hathaway Home Services.  I engaged my Ignite Partner, a man named Noah Flower.   I was fortunate to book a meeting with the COO of BHHS, and invited Noah to join me.  When I saw how Noah interacted with him, my mind was blown.  It was like nothing I had ever seen before.  He asked strategic questions focused on the COO’s highest priorities, biggest challenges, and long term vision for the company.  He asked about competitive threats, shifting market dynamics, and his personal goals.  He listened attentively, dug deeper to understand everything the COO shared, and was deeply curious and interested in the clients business.  Not once did he mention anything about our Salesforce or our solutions, nor did he try to pitch an Ignite Engagement.  At the very end of the meeting, he said that he believed we could help, and shared a bit more about Ignite.  For this approach to work, we would first need to gain consensus from the entire C-suite, and Noah offered to help our COO prepare for an internal stakeholder meeting.  Within just a month, the COO had arranged for us to have 1:1 interviews with their CEO, CFO, and CIO prior to the Ignite Workshop.  Within 6 months, we had closed the largest deal of my career.  The reason why Noah was so effective in front of customers is because he was not a “seller.”  Learn more at: https://www.untapyoursalespotential.com/podcast/

    #11 - How to Sell Like a Consultant | Noah Flower

  6. Jun 16

    #10 - She Cried Uncontrollably on the Street After Closing $1.7M | Christina Godwin

    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 she couldn’t stop sobbing.  She had just finished number one globally at Workday, finishing at 375% of quota with 37 transactions closed in a year. She closed more ACV than I did in my biggest year at Salesforce. And her body finally let go of everything it had been carrying all year.  These weren’t tears of happiness…they were tears of relief because she no longer had put herself under so much pressure to finish #1, and she could finally let go. On the last day of the fiscal year.  This story tells you everything you need to know about what it actually costs to be the best in the world at sales. It requires showing up every single day, being obsessed with achieving your goal, and overcoming constant roadblocks and obstacles to win. And staying cool, calm, and collected while everybody else around you freaks out or crumbles.  Christina is one of the top sellers I’ve ever coached. She has been an AE at Workday for seven years, and made President's Club every single year. She’s been  over 150% of plan and does it while managing a family, working only nine to five, and saying no to almost everything that doesn’t create new pipeline or advance her deals forward. Christina didn’t start in software sales, nor does she have a traditional sales background.  Before Workday she worked in accounting at Deloitte doing tax work she hated. She got into Workday as a solution consultant because she didn’t have the enterprise sales experience to compete for an AE role directly. She spent three years as an SC, describing herself as “mediocre” at it.  When she finally got her chance to prove herself in sales, she was determined not to squander it. She quickly became a top workday performer, and invested in coaching to take her sales game to the next level.  She went ALL IN on herself, attending every weekly call, office hours, and listened to the training videos in the Untap portal on walks or while doing laundry.  But most importantly, she APPLIED what she learned. One one coaching call I told Christina that the top sellers get 80% of their revenue from 20% of their accounts, and she didn’t believe me at first. But she trusted me, and decided to focus only on her biggest accounts. She joined UYSP in 2023, and her results since joining her program have been jaw-dropping.   She’s averaged 223% of quota and $5.52M ACV the past 3 years!  In this week’s podcast, she shares exactly how she’s been able to achieve these results while only working 9-5 and showing up for her family.  Learn more at: https://www.untapyoursalespotential.com/podcast/ Email Christina at: ckgodwin12 [at] gmail [dot] com

    #10 - She Cried Uncontrollably on the Street After Closing $1.7M | Christina Godwin

  7. Jun 9

    #9 - The #1 Global AE at Mambu Wasn’t Even a Salesperson | Ashwin Sirse

    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 else. This week on the Untap Your Sales Potential Podcast, I sat down with Ashwin Sirse, a UYSP client who became the #1 Global AE at Mambu, finishing 295% of quota and closing multiple eight-figure deals. What makes Ashwin's story so compelling isn't the result. It's how he got there. When Ashwin entered enterprise software sales, he had no banking experience. He was surrounded by people who had spent 10+ years in the industry. He struggled with anxiety, imposter syndrome, and questioned whether he belonged in sales. And yet, a few years later, he was the top performer in the company. Why? Because he stopped trying to be a stereotypical salesperson.  Instead, he leaned into his superpower: Project Management. Before sales, Ashwin worked in client services managing complex projects. Most people would have viewed that background as irrelevant, but Ashwin turned it into his competitive advantage. He used his project management skills to build and execute a repeatable sales motion.  He used his project management skills to build out org charts and empower his champions to multi-thread.  He used his project management skills to build a comprehensive spreadsheet to map out the exact steps and timeline that clients need to follow for a successful project.  His philosophy was simple: "Keep customers so busy they don't have time to look elsewhere." He introduces mutual action plans in the second or third meeting, not when the deal is ready to close.  He even introduces himself to clients as the “Project Evaluation Lead,” not an AE.  Because real deals are not “opportunities,” they are “projects.”  This approach helped him close an 8 figure deal and convert 40% of initial meetings into qualified projects.  But this interview isn't just about enterprise sales. It's about building confidence, reducing anxiety, and learning to trust yourself.  And becoming the person you're capable of becoming. In this Fireside Chat, Ashwin shares: • How he overcame anxiety, self-doubt, and imposter syndrome in sales • The mindset shifts that helped him build true confidence • His approach to executive conversations and point-of-view selling • The exact mutual action plan process that accelerates eight-figure opportunities and a demonstration of the spreadsheet he uses • Why he took a three-month sabbatical after becoming #1 globally • The coaching lessons that changed his life forever The biggest lesson I hope people take away from this interview: You don't need to become someone else to be elite. Everything you need to succeed is already within you. You just need to trust yourself and lean into the unique abilities that make you great.  That's exactly what Ashwin did. And it's exactly what every seller can do. Learn more at https://www.untapyoursalespotential.com/podcast

    #9 - The #1 Global AE at Mambu Wasn’t Even a Salesperson | Ashwin Sirse

  8. Jun 2

    #8 - He Almost Lost His Job, Then He Made $1M Two Years in a Row | Jonathan Samuelson

    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 his job due to poor performance. Then his son Miles was born with a heart condition and couldn’t breathe on his own from the moment he entered the world. They spent 21 days in the pediatric ICU. By God’s grace, his son survived and he’s now a happy and healthy boy.  When Miles stabilized, something shifted in Jonathan as a father and a man. He had a much deeper purpose in life, and a greater appreciation for how fragile and precious life can be. At that point, he made the decision to invest in himself and go ALL IN on his career, his family, and his future. The next year he was at Chairman's Club. Then he did it again. In the process, he also runs Ultra-marathons including running a 100-miler. To top it off, he published a children's book called Little Trail Runner to teach kids some of the valuable lessons that he learned from trail running, and is raising two kids under four at home. Want to know how he does it all? This is exactly what we discussed on the podcast.  This conversation is one of the most inspiring and energizing ones I’ve had since starting the podcast. Here is what we covered: His rock bottom before starting coaching: spending his workdays browsing Zillow, being constantly distracted, and feeling deep anxiety from not performing at his potentialHow Miles being born with a life-threatening heart condition became the moment everything changedGoing from under $200K to over $1M in his first year in the program, and the exact shifts he made to 5x his income The daily planning system that keeps him focused and intentional despite having ADHDHow he closed an $8M ACV deal at the director level without ever having true executive access, and what that taught him about champion-buildingThe 40X ROI of coaching: investing $20K and earning $800K that year Why he started doing daily affirmations after mocking them for yearsHow faith changed his relationship with anxiety and quota pressureRunning 100 miles in 24 hours and what that taught him about enduranceWriting a children's bookThe decision to go ALL IN that changed his entire life If you are sick and tired of getting average results, this conversation will inspire you to make the necessary changes to succeed at the highest level in sales and in life.  Learn more at https://www.untapyoursalespotential.com/podcast

    #8 - He Almost Lost His Job, Then He Made $1M Two Years in a Row | Jonathan Samuelson
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Untap Your Sales Potential helps tech sellers close the gap between good and elite. Through real stories of sellers who transformed their results, you’ll learn the mindset, habits, and skills behind top 1% performance. If you know you’re capable of more and want a clear path to get there, this podcast will show you what’s possible and how to achieve it.

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