Top 1% Sales Secrets: Control the Controllables, Obsess over People & Process, and Stay in the Fight

3,058 job rejections. Deals lost that could have crushed me. Laid off at my peak. Still here. Still swinging.

People look at my resume and think, “He’s always been a success.” But what they don’t see are the thousands of slammed doors, the heartbreakers, the letdowns, and the grind behind the grind.

What separates the top 1%?

It’s mindset.

It’s consistency.

It’s committing to your process—no matter how many times you get knocked down.

I want to learn from the best.

I want to know who’s hitting numbers I can’t yet fathom.

And I want to build their brilliance into my own arsenal.

That’s how we grow.

Assimilate what’s great. Stay hungry. Stay humble.

I’ve been social selling since 2013. When I brought those tactics to Microsoft, folks looked at me sideways:

“You’re prospecting on LinkedIn? What does that even mean?”

But I knew it would work. Because it’s Moneyball.

It’s not about emotion. It’s about probability.

Like Billy Beane’s A’s, I focused on data-driven decisions.

If I optimize every step in the process for the highest statistical return—I’ll win more. It’s simple math.

So here’s how I think about sales:

Craft the highest-performing prospecting message.

Keep momentum hot—don’t let it cool.

Follow up immediately after a great meeting (because 50% is forgotten in 2 weeks!).

Stack the odds in your favor—because the house always wins.

And when things go sideways—and they will?

Get back up.

That’s how you join the 1%.

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