Untap Your Sales Potential
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.
#23 - He Landed His Dream Sales Job at Microsoft with Zero Experience | Daniel Borodyansky
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 o...
#22 - The Most Ungrateful Gratitude Salesman on Earth | John Israel
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 c...
#21 - He Just Sold $28M in New Logos! | Mike Webster
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.
Du...
#20 - He Got Sober Without Rehab or AA | Ed Wakefield
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 w...
#19 - He Closed an $8.5M Deal on the Last Day of the Year | Rob O'Keefe
Imagine working an 8.5M deal for an entire year, and still having the paperwork unsigned going into the last day of the fiscal year!
That would rattle anybody, but Rob O’Keefe fully trusted that the deal would close on Friday January 30th, and that’s exactly what happened.
He knew this because he had personally brokered 18 meetings between Senior Executives at his company (Docusign) and his customer, and he had a direct line to all key decision makers to ensure it would close on time.
This deal was the largest net new revenue...
#18 - She Sold $200M Despite Her Childhood | Crystal Ives
$200,000,000. That's how much Crystal Ives has sold in her career against all odds.
Her mother was diagnosed with schizophrenia and spent 7 years in and out of mental hospitals starting when she was 5 years old.
Her father murdered two people and served time in prison.
At 7, her grandfather went bankrupt and gave her up for adoption for a month because he couldn't afford to keep her.
Read that again.
I recently sat down with Crystal for one of the most powerful Fireside Chats we’ve done...
#17 - He Sold $1.2 Billion With a 90% Win Rate! | Bob Koviak
In this episode, I sat down with Bob Koviak, who sold 1.2B in his career while maintaining a 90% win rate! In his own words, “I don’t lose deals.”
Bob has crossed 7 figures multiple times in his career, and In his last year at Microsoft, he finished at 345% of quota selling Agentic AI solutions.
His previous nickname was “Big Deal Bob,” but during our conversation we all agreed that “Billionaire Bob” was more appropriate based on his insane results.
This was one of the most powerful, inspiring conversations I’ve had with any guest. Bob shared...
#16 - She Spent Half Her Savings on Coaching That Turned Into 189% of Quota | Miriam John (MJ)
Miriam John (MJ) had $27,000 left in her savings account, and took the bold move of spending half of it on coaching.
She had recently moved from India to the UK with her husband and was working in a difficult environment where she was being criticized constantly with no real feedback on how to improve. She was crying herself to sleep most nights. Making the decision meant a hard conversation with her husband, and then with her parents to get their support.
That kind of decision takes real courage. For MJ, it paid off c...
#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:
Learn...
#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 abo...
#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 su...
#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 de...
#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 “clo...
#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...
#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, fin...
#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 mome...
#7 - He Sold $87M at 34 Years Old | Mike Brandt
When I was at Salesforce, I fiercely competed for the #1 Enterprise AE position against another seller named Mike Brandt. I haven’t spoken to him in 8 years since then, and we recently caught up for this month’s Fireside Chat.
You may not have heard of Mike Brandt before, but after today’s conversation you won’t forget him. Mike has one of the most impressive track records I’ve ever seen in tech sales: 12 of 13 years over quota, earning 500K to 1M as a top Enterprise AE at Salesforce, before getting promoted to Enterprise RVP and now lea...
#6 - She Climbed From 38% Quota to $14M in One Year | Carolina Chavez
What does it take to go from 38% quota attainment to closing $14 million in a single year, landing one of only 20 elite sales roles in all of SAP, and doing it all as the youngest person on her team (and the only Latina woman in the room)?
For Carolina Chavez, it started with facing herself.
Carolina is now an Account Executive in SAP's Strategic Customer Program, where she manages one of SAP's global strategic accounts. She spent two years in Untap Your Sales Potential and during that time tripled her sales production, closed $14 million on...
#5 - From Homeless Shelter to $1M in Tech Sales | Mikhail Avant
Most people never come close to achieving their full potential.
Not because they lack talent.
Because they never fully commit.
This week on the Untap Your Sales Potential Podcast, I sat down live with one of the most intense, disciplined, and inspiring sellers I’ve ever coached: Mikhail Avant.
It was one of the most inspiring conversations I’ve ever had.
Mikhail was born in a homeless shelter.
He grew up in violence, chaos, poverty, and instability.
By age 10, he was helping raise his y...
#4 - She Sold $15M in 5 Months at AWS, Then Quit Her Job | Athina Lampru
What if the intense drive that makes you successful in the sales comes at the cost of your family, your peace, and your life? What if you run so hard that you end up in the hospital?
In our latest podcast episode, our new sales strategist Athina Lampru shares how running from her past fueled elite performance in sales, but nearly cost her everything.
Athina sat down with me to share her story for the first time publicly.
Here is what we covered on the podcast:
Growing up in Venezuela wit...#3 - He Made $4M Commissions on a Single Deal | Alpesh Patel
What does it take to close a nine‑figure enterprise deal, earn a $4 million commission check, and become one of the most respected sellers in tech sales history?
That is exactly what Alpesh Patel did.
At Salesforce, Alpesh closed one of the largest deals the company had ever seen — a transformative, multi‑year agreement with a Fortune 100 insurance company. A deal so complex and hard‑fought that most sellers would have walked away long before the finish line.
But the size of the deal is not what makes hi...
#2 - From Plumber to $1M+ Earner at Age 32 | Robby Jones
What happens when you reach the top of the mountain you spent your whole life climbing, and you still feel empty?
That is the question at the heart of this conversation with Robby Jones.
Robby is VP of Sales at SAP, running a $200 million ARR enterprise business with a $60 million ACV quota at just 32 years old. He is a member of our seven-figure club, and last year he closed one of the largest deals in SAP's history — a nine-figure deal. By every external measure, he has made it.
But Robby's story did no...
#1 - She Became the #1 AE in America Working 9 to 5 as a Mom | Kelsie Neibel
What does it actually look like to crush your sales career without sacrificing your family, your health, or your sanity?
That is exactly what Kelsie Neibel has done.
In 2025, Kelsie was the number one AE in all of America at SnapLogic, made President's Club, and hit 175% of her quota. The year before that, she was AE of the Year and hit 141% of quota. She has done all of this as a full-time working mom, working strictly nine to five, without burning out.
But that is not the most impressive part of...
#0 - Untap Your Sales Potential Podcast Trailer
In this trailer, Ian Koniak shares who this podcast is for, why he built it, and what you can expect every week.
Ian is the founder and CEO of Untap Your Sales Potential, the world's fastest growing community of tech sellers. Over the past four years, more than 625 sellers have gone through his program and transformed their results. But Ian did not start at the top.
For three years in a row at Salesforce, he missed his number. He had hit quota twelve consecutive years before that. He thought he could...
