What’s Coming Up For You?

3 Weeks as Head of Business Development at Untap Your Sales Potential: Key Insights and Takeaways

When my good friend Edwin asked me what’s coming up for me, I started reflecting on my journey so far. As I complete my third week as Head of Business Development at Untap Your Sales Potential, I’ve gathered some valuable insights. From working through a database of over 8,000 leads to refining my approach to outreach, there are three key takeaways that stand out.

A large part of my job involves qualifying leads and reaching out to Enterprise AEs who might be a good fit for our program. Untap Your Sales Potential helps reps double their earnings by applying proven methodologies, and Ian’s track record—averaging over $700k annually as Salesforce’s #1 Global AE—backs up our promise. But beyond the numbers, there’s something deeper at play when it comes to identifying the right candidates for our program.

Here are my three notable takeaways:

1. The Excuse-Makers

These are the individuals who, five minutes into a conversation, start offering reasons for why they aren’t hitting their targets. While I have immense compassion for the challenges many face—whether it’s balancing work with home-buying or being a working mother—at the end of the day, we all have the same 24 hours. People like Elon Musk and Bill Gates have mastered time management. So, the question I pose is: are your excuses becoming your reality? For the longest time, I believed my heritage (being Asian American) was a barrier to connecting with decision-makers. This was a disempowering belief that I had to let go of. Your story shapes your life—be careful about the narrative you create, especially if it’s holding you back.

2. The "I Can't Afford Personal Development" Crowd

Then there are those who say they don’t have the money to invest in themselves. Ironically, that’s precisely why they should. I spoke with someone at Procore who had moderate success but was hesitant to invest in his growth. If you've been in tech sales for 20 years and are consistently hitting 100% of your number, aren’t you curious about what the 200% reps are doing differently? Not everyone is obsessed with being the best, but if you're not, at least recognize that. Self-awareness is key. For those who are driven to improve, investing in personal development is essential.

3. The Growth-Minded

Finally, there’s the person with a growth mindset. It’s fascinating how someone earning $600k can humbly admit they’re only performing at a 4 out of 10, while others who haven’t broken $200k see themselves at a 7. This simple self-assessment often reveals how much potential someone is leaving on the table. People with a growth mindset understand that there’s always room for improvement, and they’re willing to put in the work to realize that potential.

Wouldn’t it make sense to invest in a mentor or coach who has already achieved the success you aspire to? Let’s normalize the fact that most people aren’t willing to do what it takes to earn a million dollars a year. I wasn’t either, until I started this job.

One of the key lessons I learned from Ian was to think like a business owner. Just the other day, before a big webinar, he reminded me to practice impulse control—don’t waste time on non-decision makers, especially when there are bigger opportunities to pursue. How often do we, as sales reps, spend too much time on people who aren’t going to move the needle? It’s something we’ve all been guilty of, but staying focused on what truly matters is critical, especially in a fast-growing startup.

Sticking to What Works

Ian’s directness is something I’ve come to appreciate. He’s able to say what others won’t, and it lands because it’s the truth. I’ve realized that my "Enthusiast" personality on the Enneagram has sometimes held me back from reaching my full sales potential. But now, I’m more focused than ever. In just three weeks, I’ve developed a laser focus on revenue-generating activities, and it’s paying off. For the first time in my career, I can confidently say I’m putting everything I have into my work, and I go to bed each night proud of what I’ve accomplished.

“As I transition fully into my role, I’m applying the lessons I’ve learned from being a gold member at Untap Your Sales Potential—lessons like accountability, ruthless prioritization, and showing up consistently. These simple principles have led to many members of our community earning over $600k a year in tech sales.”

Final Thoughts

I’m writing this because, every day, I speak to tech sellers who are making excuses for why they aren’t hitting their potential. I get it—I've done it myself. But here’s the thing: are you running away from a problem, or are you running towards a solution? That mindset shift is critical. Not everyone wants to be the next Michael Jordan or LeBron James, but wouldn’t it be incredible to surround yourself with people who are committed to getting 1% better every day?

If you're curious about joining a community of high-performing AEs who are committed to growth, let’s connect. Whether you're making $100k or $600k, there’s always room to learn and grow.

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