Taken from our weekly newsletter at Untap Your Sales Potential

Nov 6, 2025 12:00 PM in Eastern Time (US and Canada)

Most AEs will miss their Q4 quota, not because they’re not working hard, but because they’re working on the wrong things. In this workshop, I’m showing you the exact system I used to close $1.2M in Q4 starting from 50% to plan and that’s helped 1,000+ AEs go from behind to on pace. This is our last workshop of 2025. Don’t miss it.

https://us06web.zoom.us/webinar/register/WN_dE4MJN0VT8OchwX7FRdKCA#/registration

00:00 – Intro

01:01 – The pattern across 700+ coached sellers

03:19 – Reason #1 — Discipline & RGAs (create/advance)

06:31 – Consistency: 4–6 RGA hours/day, not 2–3

06:36 – Reason #2 — Focus: say no, block dopamine, time-block (12WY)

10:08 – 80/20 your territory (few accounts, high–wide–deep)

10:13 – Reason #3 — Serve vs. impress; detach from outcome

12:48 – Reason #4 — Plan: quarterly/weekly/daily + income math

14:10 – Reason #5 — Support: community, coaching, deal rooms, office hours

16:34 – Identity, vision, energy standards; KPIs for RGAs

“Everyone loves to blame territory, timing, or talent for why they’re not hitting quota.

But here’s the truth: Those things aren’t the reason tech sellers fail. I know because I lived it. I went from missing quota three years in a row to becoming the #1 enterprise AE globally at Salesforce, then making President’s Club four years straight.

That transformation didn’t happen because I suddenly learned new sales skills. It happened because I changed who I was – how I operated, how I focused, and how I showed up every single day.

After coaching over thousands of sellers across Salesforce, SAP, Oracle, and beyond, I’ve found that the ones who consistently win year after year, no matter the territory or timing, master these five fundamentals that most reps ignore.

If any of this resonates with you. Here is my link to book time with me to chat through these.

Free Resources for everyone: https://www.untapyoursalespotential.com/Sign-Up-Free-Training-How-to-make-$500k-$1M-In-Software-Sales

In this video, you’ll learn…

✅ Mindset

that helped me go from missing my quota 3 years in a row to becoming the #1 AE at Salesforce and breaking 7-figures W-2.

✅ Habits

that top performers practice every day in sales that are needed for success.

✅ Selling Skills

required to close 7 and 8-figure software deals.