How I Became a Top 1% Seller (And Why I Still Show Up Every Day)

Mastering Modern Selling in the Age o... “The Only Constant is Change” – How I...

How I Became a Top 1% Seller (And Why I Still Show Up Every Day)

So grateful to Meridith Elliott Powell, CSP, CPAE and Mark Hunter for everything they do for our noble profession and for the opportunities they give me to share my story!

I didn’t plan to be in sales.

In fact, I didn’t even declare a major until I was a junior in college. My journey into the world of sales was accidental—one of those classic “friend of a friend” stories. I thought I was interviewing for a customer service phone job. Turned out it was pure cold calling—pound the phones, smile and dial. There were 12 people in that training class. Only two of us made it out. I stayed because I had nowhere else to go.

But I found something.

I learned that I had a couple of gifts: I could talk fast and type fast. I started listening—really listening—to customers and weaving their pain points into a narrative that solved their problems. That became my way in. That became my edge.

Fast forward. I built a successful career in telecommunications and advertising sales. I wrote some books along the way. For the last 11 years, I’ve been at Microsoft—now known as the #1 social seller in tech. That sounds flashy, but it’s been a long, winding road of reinvention.

Knockdowns Are a Part of the Climb

I’ve been laid off twice. Once, at what I thought was my absolute peak. I applied for over 1,000 jobs before landing one where I made half of what I had in my last role. I lasted a year. Got laid off again.

My first year at Microsoft? Brutal. I had a manager who didn’t get social selling and wanted me gone. I had one foot out the door. Then, the following year, new leadership came in. I won the company’s top award—two years in a row. Got promoted six times after that.

Let me be real: I’ve won the biggest award in the company, only to have my role eliminated a week later. I’ve watched titles and org charts change like shifting sands. But every time I got knocked down, I got back up. I pride myself on being the Rocky Balboa of sales. I take the punches. I keep moving forward.

What’s Changing in Sales—and What Never Will

Sales is evolving. Fast.

Buyers today are armed with more data than ever. They don’t need us to sell them something—they need us to solve something. That’s a critical shift. We have to earn the right to be their trusted advisor. Not just a vendor.

But here’s the flip side: because it’s easier than ever to reach out to customers, there’s more noise than ever before. A customer exec told me recently, “I get a thousand sales emails a month. I don’t read them.”

If you’re just using AI to write vanilla prospecting emails talking about how great your product is—congrats, you’re blending in with the noise.

I use AI to stand out. I use it to write subject lines that increase open rates. I use it to generate content quickly—but I always finesse it, because authenticity matters. I don’t let the machine take the wheel. I steer.

My 3 Social Selling Non-Negotiables

I’ve built my entire approach to social selling around three simple truths:

Message Quality – If your outreach doesn’t resonate, it won’t land. It’s not about your product—it’s about their legacy.

Message Quantity – When I went after the biggest deal I ever closed, I reached out to 500+ directors and above. One responded. That’s all I needed.

Consistency Over Time – I once commented on a prospect’s LinkedIn posts every day for six months. He got promoted to CEO. I got the meeting. He never met with vendors—but he met with me.

I treat LinkedIn like the world’s biggest coffee shop. Every person I want to meet is there—whether it’s a customer, a partner, a future boss, or a mentor. Why wouldn’t I use that to my advantage?

My Relationship With AI

I work for a company at the forefront of AI innovation, and I use the tech daily—but I use it wisely.

It helps me research accounts and write relevant, respectful emails.

It saves me time—what used to take 30 minutes now takes 5.

It never replaces me—it augments me.

AI should be your co-pilot, not your replacement. The real secret? It’s all in the prompt. You have to guide the machine to help you do what only you can do: build relationships.

Disciplined. Ruthlessly So.

My kids say I’m boring because I do the same thing every day.

They’re not wrong.

Every morning, I’m up before the sun. Gym. Reading. Podcast. Audiobook. I knock out my “daily non-negotiables” before the chaos of the day begins. These are the things that define whether the day was a success—no matter what else happens.

I ruthlessly block time for what matters most.

I review my pipeline and must-win deals daily.

I prospect every day—even if we’re stacked.

I keep my family time sacred. Always.

Discipline gives me peace. It gives me clarity. And it gives me the freedom to weather any storm.

The Top 1% Mindset

The top 1% don’t chase what’s easy—they chase what works. Here’s what I’ve learned:

Commit to your strategy—even when it’s uncomfortable.

Study the best. Borrow what works. Build your own playbook.

Focus on process, not outcome. If your process is right, the results will follow.

Don’t obsess over being the hero—make others the hero. That’s how you win.

I’ve been rejected 3,500+ times for jobs I didn’t get. I’ve lost deals that should’ve wrecked me. But I’m still here—because I’ve learned how to keep getting up. I’ve learned how to make myself invaluable.

Why I Still Do This

Motivation changes.

In my early years, I just wanted to make my parents proud. I wanted to prove the doubters wrong. Later, it was about the money. The prestige. The trophies.

But today?

I do it because I love it. Because it matters. Because I get to help nonprofits access technology that fuels their mission. Because I get to help people win.

I met my wife in sales. I’ve built a life and a legacy through this profession. And now, I give back as much as I can. I coach. I mentor. I build community. I tell my story so others can write theirs.

And I’ll keep doing this—for love of the game.

Thanks for letting me share my story. If any part of this resonated with you—reach out. I’m always looking to connect, to grow, and to help others win. Because when you lift everyone around you, you lift yourself too.

Let’s go win.