A few years ago, Eric Cullen wasn't sure he should even stay in sales.
This year, at 50 years young, he's on track to earn $1M.
For most of his career, Eric made around $300K a year and hovered right around his number. Some years a little above plan, some years a little below, but he never broke through to the next level. .
I first met Eric at Salesforce eight years ago. At 47, he joined Untap Your Sales Potential and we started working together. At his first mastermind, I had everyone close their eyes and picture where they would be in 1 year. People were crying and writing in their journals. Eric saw nothing. That moment made him look inward and realize something had to change.
The next two years were the two biggest years of his career. Last year he finished at 155% of quota and made President's Club. This year he got promoted, and he's on pace for the best year of his career.
The biggest shift was why he was selling. Eric used to wake up every day thinking, "I gotta make money, I gotta make money." As he puts it, he was coin-operated, and customers picked up on that.
Coaching got him out of that mentality. Now he shows up to make his customers the hero of their own story. He does the work to understand what executives care about most in his accounts, and brings them bold ideas nobody else is bringing. The money followed.
He transformed at home too. He used to be impatient with his family. Now he walks out of his office at five o'clock with enough energy left in the tank to throw the football with his son.
As Eric told me, without coaching he'd be in the same place he was a few years ago. Unhappy, frustrated, and probably looking for a new job.
Eric's story proves something I believe with my whole heart. When you put others first and help them succeed, the money follows.
In this week's podcast, Eric shares how he transformed his career and what it took to get there.
We discuss:
- How he let go of the "coin-operated" mindset and the impact it had with customers.
- The moment that made him realize something had to change
- How to sell consumption instead of licenses, and the transition from Salesforce to Databricks.
- Why he chose a hunter role instead of a farmer role.
- How to build a CFO ready POV by understanding a company’s financials.
- How to get to the business when you sell a technical product
- How he's become more patient at home, and the marriage advice I shared at the end
If you're a good seller who knows there's another level in you, I strongly encourage you to watch this entire episode. Eric’s story will inspire you and give you the exact blueprint you need to succeed.
If you've ever told yourself you're too far into your career to transform how you sell, this might be the exact story you need to hear today.
Learn more about Untap Your Sales Potential at: https://untapyoursalespotential.com/podcast/
