What do you think the #1 Biggest Pain Point is for Enterprise Account Executives?

As I enter Week 4 of my role as Head of Business Development at Untap Your Sales Potential, I've been reflecting on the invaluable lessons I’ve learned so far. Here are some key insights that have transformed my productivity, focus, and mindset—insights that could make a big impact on your sales career too.

Day 2, Week 4: Reflections on What I’ve Learned So Far

1. Prioritization and Eliminating Distractions

One of the most valuable lessons I've embraced is the power of prioritization and saying no. It’s easy to get caught up in saying yes to everything, but setting clear boundaries has allowed me to focus on the task at hand. This means eliminating distractions, like household chores or non-essential tasks, that pull me away from revenue-generating activities.

Even something as simple as getting your dials done early in the day can make a huge difference. Tackling the toughest tasks first gives you momentum and makes the rest of the day feel easier.

2. Focusing on Deep Work

Our phones are filled with distractions. One shift that’s had a huge impact for me is turning off all notifications and setting my phone to "Do Not Disturb" from 9 AM to 5 PM. This small change has allowed me to focus deeply without constantly being pulled in different directions by other people’s priorities.

It’s easy to feel pressured to respond to messages instantly, but I’ve learned that it’s okay to set boundaries. Let people know you'll get back to them at the end of the day, and stick to it. By focusing on your own work first, you avoid falling behind on your own goals while meeting everyone else’s needs.

3. The 7 Keys to Success at Untap Your Sales Potential

At Untap Your Sales Potential, we focus on these seven pillars to drive success:

1. Prospecting with Power

2. Building Habits

3. Strengthening Your Mindset

4. Holding Impactful Executive Conversations

5. Mastering Discovery

6. Enhancing Organization and Time Management

7. Closing Complex Sales

Let’s dive into a few takeaways I’ve had while internalizing these lessons and putting them into practice.

Prospecting: The Importance of Targeting the Right People

One of the biggest mistakes we often make is building a business case with people who don't have the authority to make decisions. Sure, deals can still close without direct access to the decision maker, but you lose many more by not involving them at all.

If you can get even one meeting with the decision maker, you can assess how much of a priority your solution is in their world. It’s not just about understanding business pain—you also need to tap into their personal pain. What’s frustrating them personally? How can your solution alleviate that?

For me, when I joined Untap Your Sales Potential as a Gold Member two years ago, my personal pain was feeling insecure and not believing in myself. My business pain was not hitting quota consistently, but it was my personal struggle that drove me to seek coaching with Ian. That’s why understanding personal motivation is crucial.

Habits: The Foundation of Success

Many of us think we have good habits. I thought I did too—I worked out, read self-development books, and listened to podcasts. But when I took a closer look, I realized how much time I was spending on non-revenue generating activities. Worse, I justified it.

Ian’s coaching helped me realize the importance of consciously choosing better habits. It’s uncomfortable, but tough love is necessary. We live in a world that often coddles us, and having someone who pushes you to be better is invaluable.

Prospecting: A Matter of Discipline

After speaking with hundreds of enterprise Account Executives, I’ve found that prospecting is a universal pain point. It’s tough, but ultimately, it’s a matter of discipline and will. I’ve been an Account Executive for over 10 years, and I won’t lie—prospecting hasn’t always been easy for me.

What’s worked is surrounding myself with people who are also hustling and grinding. You become the average of the people you spend the most time with, so if you’re around people who avoid the hard work, you’re more likely to do the same. That’s why accountability groups are so powerful. You hold each other to a higher standard, and before you know it, making 50+ thoughtful calls a day becomes a habit.

---

Stay tuned for tomorrow’s post where I’ll share more insights on the remaining pillars we focus on at Untap Your Sales Potential. If you found this helpful, please like, share, and subscribe to the newsletter!

#SalesLeadership #BusinessDevelopment #SalesMindset #ProductivityHacks #SalesSuccess #DeepWork #FocusAndDiscipline #ProspectingTips #EnterpriseSales #UntapYourSalesPotential #GrowthMindset #TimeManagement #ExecutiveSales #SalesTraining