The Five Phobias that Hold us Back - Excerpt from My New Book

mindset Jun 09, 2022

In my years of working in sales, I have seen many common issues come up again and again with everyone from co-workers, team mates, and startup founders, to entrepreneurs and, especially, myself.  Although I think of these as sales phobias, you’ll probably notice that they can bleed into your everyday life too.   I broke them down into five categories and gave them names. Don’t worry if you think you have all of these--that’s very common.

  1. RESPONSiphobia - The Imposter
  2. FAITHphobia - The Control Freak
  3. FAILphobia - The Procrastinator
  4. GENIUSphobia - The Follower
  5. EXPOSUREphobia - The Perfectionist


These phobias hold us back more than you might  imagine.  I have seen countless salespeople who have received all the right training, understand the nuts and bolts of sales, and just can't seem to get a handle on selling.  And, I have seen others who are naturally magnetic sales leaders who know nothing about sales basics and excel...

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Five Simple Tips for Introverts in Sales

mindset sales Feb 07, 2022

As a CEO and founder of a company that mentors introverts, many people find it surprising that I only admitted to myself recently that I was an introvert. Which is crazy since I remember being in the 2nd grade absolutely horrified that the teacher might call on me and the entire class might stop and look at me all at once! I used to hide at lunch time in high school because I was too embarrassed to ask someone to sit with me. Because the truth is, I thought being an introvert meant that something was wrong with me.

Fast forward a few years and I somehow ended up with a job in corporate sales. I forced myself to attend conferences that drained me, pretended to be someone outgoing, attempted to make small talk and did all the things I thought I needed to do to be a high performer. But I finally got to a point where it was just too exhausting. But the incredible thing was that once I started being myself, I became every more successful.

When I started teaching others how to sell and...

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Why You Feel Guilty About Promoting Yourself

closing mindset prospecting Jan 21, 2022

I hear it time and time again from entrepreneurs. "I feel guilty/shameful/uncomfortable/greedy talking about my business!"

As someone who has worked in sales for over 15 years, this makes me want to grab them my the shoulders and shake some sense into them. Seriously.

But the more I heard this from people (and it was almost EVERYONE) it made me wonder where this guilt comes from.

Why do we feel so guilty? If we own a business or if our job is to sell and promote things, why do so many of us feel negatively about telling people about it?

Here are the main reasons:

  1. You are focusing on yourself and not your service. For example, you are thinking about getting new clients, making more money, etc and not on the impact you will make with that person or company. Its a subtle shift in your thinking but by focusing on the service you provide to others will make your own feelings more positive.
  2. You worry you will be judged or worry that your product or service is not good enough. This is...
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What If Your Biggest Flaw Is Your Most Fabulous Feature?

mindset Apr 01, 2020

“You have been criticizing yourself for years and it hasn’t worked. Try approving of yourself and see what happens.”― Louise L. Hay

Recently I took an online quiz that identified me as a “rebel”. This was defined as someone who refuses to work with any expectations from others and even from themselves. While I was pretty sure before I took the quiz that it would say that, knowing that I was part of a group of other rebels was hugely comforting to me. As someone who has always had a problem with authority figures I always saw that as a flaw in my character. For some reasons, reading about “rebel” characteristics finally made me realize they are something to be embraced. In fact, I think my rebel qualities are the best thing about me. But that wasn’t always the case.

For years I felt like I was the unruly student in the corporate classroom. I didn’t want to follow the processes and procedures that...

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