This episode isn’t really about how Eric Cullen made more money.

It’s about what had to change internally before the external results followed.

Eric had already built a successful career at companies like Salesforce and Microsoft. But somewhere along the way, sales started to feel transactional.

He described himself as becoming “coin-operated.”

More commission = success. Less commission = stress, self-doubt, and questioning whether he was still good enough.

Eventually, that mindset led to burnout.

In this episode, Eric shares how coaching through Untap Your Sales Potential helped him rebuild his relationship with sales, money, and ultimately himself.

The results speak for themselves:

→ Landed a hunter role at Databricks after an intense 4-month interview process involving 20 references → Earned a promotion to Strategic Account Executive → Reached the highest income of his career → Learned to manage imposter syndrome instead of being controlled by it → Became more present with his family → And is now intentionally preparing himself for leadership

But my favorite part of the conversation is that Eric doesn’t attribute his growth to learning another closing technique or sales framework.

The biggest shift was purpose.

He stopped asking:

“How much commission can I make?”

And started thinking more deeply about the kind of professional, husband, father, and future leader he wanted to become.

We also get into something I think a lot of high performers wrestle with:

Why would you invest significant money into coaching when you’re already successful?

Eric shares a great analogy.

You can take a bunch of group lessons that are cheaper…

Or you can invest in the private lesson that identifies exactly what’s holding you back.

That’s how he came to view coaching—not as an expense, but as an investment in the person producing the results.

If you’re successful on paper but feeling burned out…

If you’re questioning whether you still “have it”…

If your happiness rises and falls with your commission check…

Or if you’re thinking about what the next chapter of your career looks like…

I think you’ll get a lot out of Eric’s story.

Because sometimes the next level of your career doesn’t require another sales tactic.

It requires becoming a different version of yourself.

From Taylor Johnson

We talked about some pretty deep topics.

If any of this resonates with you. Let's chat sometime.

https://calendly.com/davidson-iankoniak/untap-your-sales-potential-networking

Haha, its okay. Everything doesn't have to be perfect.

Just wanted to share gratitude for all of the sisters out there. You matter.

I know I haven't been that active here. Wanted to with you why and whats going on.

Embracing Authenticity in Personal and Professional

Davidson expressed his admiration for this approach and asked Carolina about her confidence in landing an enterprise sales role despite her background in selling smaller deals. Carolina explained her journey, which involved applying for the Academy program at Sap and eventually bypassing it to take on a full-time role. She emphasized the importance of taking risks and not being afraid to put one's name forward for opportunities.

Davidson and Chris discussed their experiences with podcasts, personal development, and sales careers, reflecting on their journey from early-stage salespeople to top performers. They explored the challenges of finding the right job in the current market, emphasizing the importance of understanding company success, transparency, and alignment with personal skills and interests. The conversation also touched on mindset, the value of networking, and the differences between working in early-stage companies and larger corporations.

Improving Project Structure and CommunicationThe team discussed the need for a more comprehensive and detailed approach to their project, with a focus on the importance of understanding the customer's needs and pain points. They agreed on the necessity of a more structured and organized process, with clear roles and responsibilities assigned to each team member. The team also emphasized the importance of effective communication and collaboration to ensure the project's success. They ended the conversation with a commitment to work on these aspects and reconvene to review progress.

Navigating Job Market Challenges

Davidson and Chris discussed the challenges of finding the right job in the current market. Chris emphasized the importance of understanding the company's success, transparency, and alignment with one's skills and interests. He also highlighted the need to focus on the skills required for a job and the type of product and customers involved. Both agreed that the market has shifted, with more salespeople than opportunities, and that it's crucial to be choosy about the company one chooses to work for. They also discussed the challenges of selling technical products and the importance of finding a company that aligns with one's interests and skills.

Chris's Non-Traditional Sales Journey

Chris shared his non-traditional sales background, which started with a computer science degree and led to various roles in tech companies, including tech support, project management, and channel sales. He found his passion in tech sales around 2018. Chris emphasized the importance of understanding business problems and how technology can solve them. He also highlighted the value of staying non-technical in sales conversations. Chris joined a coaching program to enhance his sales skills and surround himself with top performers. He believes in investing in one's own success and sees the coaching program as a no-brainer. Davidson agreed with Chris's points and shared his own experiences with the coaching program.

Mindset and Personal Development ExperiencesChris and Davidson discussed their experiences with mindset and personal development. Chris shared how he was initially drawn to mindset due to the challenges he faced in maintaining a positive mindset, and how it helped him navigate various sales issues. Davidson, on the other hand, initially thought he didn't need mindset as he had already invested in personal development, but found it helped him focus on self-love and identity outside of his career. Both agreed that their experiences were different from what they initially expected, but ultimately beneficial.

Sales Challenges and Company CulturesChris and Davidson discussed the challenges and similarities faced by salespeople in both small and large companies. They agreed that while all companies have their unique problems, salespeople universally face the tasks of generating pipeline and closing deals. They also touched on the idea of a 'cult-like' atmosphere in big tech companies, with Chris arguing that their voluntary community is not a cult, but a network of like-minded individuals who have found success and support in their shared vision and goals.

Ready to discover how one of Salesforce's top leaders

Myron shares how he’s driving change in the nonprofit sector, his journey from engineering to sales leadership, and his passion for creating communities that foster personal and professional growth. You won’t want to miss the insights from this dynamic leader who’s shaping the future of tech for good!

Athina and Davidson discussed the importance of finding balance between career ambitions and personal priorities, trusting the process in sales, and nurturing trust and love in the sales process. They also emphasized the significance of building strong relationships with customers and colleagues, maintaining integrity, and prioritizing personal growth and continuous improvement. Lastly, they shared their experiences and insights on personal growth, the power of meditation and vision, and the success of their live stream.

Summary

Balancing Career and Personal Priorities

Athina shares her perspective on overcoming feelings of scarcity and finding balance between career ambitions and personal priorities. She emphasizes the importance of being present, appreciating what truly matters, and not solely defining one's worth by professional achievements. Davidson acknowledges the challenges of maintaining this mindset in a competitive sales environment but agrees on the need for gratitude and keeping things in perspective.Trusting the Process in SalesAthina and Davidson discussed the importance of trusting the process and letting go of control in sales. Athina emphasized that every moment in sales is a miracle and that trusting oneself, the path, customers, leaders, and products is crucial. She also highlighted the significance of nurturing trust and not working against it. Davidson agreed, noting that the feminine energy, as described by Elise Archer, involves a spiritual connection and letting go. Athina shared her personal experience of shifting from a masculine to a feminine mindset, which she believes has helped her achieve a more elevated frequency and gratitude. Both agreed that nurturing love and trust in the sales process can lead to positive outcomes.

Balancing Sales and Personal Life

Davidson and Athina discussed the importance of balance in sales and personal life. Athina emphasized the need to understand one's own strengths and weaknesses, and to know when to act with structure and action, and when to nurture and love. She also highlighted the importance of seeking help from peers and managers when needed. Athina shared her approach to managing her time and resources, emphasizing the abundance of time, help, and resources available. Davidson agreed, noting that this perspective could be beneficial for many salespeople. Athina also stressed the importance of approaching new accounts with a fresh perspective, considering that both the individual and the company have evolved over time.Genuine Connections and Sales IntegrityAthina and Davidson discussed the importance of genuine connections and relationships in sales. Athina emphasized the need to show genuine interest and care for potential clients, rather than just going through the motions. She shared her approach of being excited to meet new people and understanding their roles and goals. Davidson agreed, highlighting the value of mutual respect and genuine curiosity in building strong relationships. They also discussed the importance of maintaining integrity and not compromising personal values for the sake of closing a deal. Athina shared a personal experience where she prioritized long-term relationships over short-term gains, emphasizing the importance of considering the potential long-term impact of one's actions.

Building Strong Relationships in Sales

Davidson and Athina discussed the importance of building strong relationships with customers and colleagues in sales. Athina emphasized the need to prioritize the relationship over other aspects and to trust the customer. She also highlighted the value of staying connected with industry professionals for long-term career growth. Athina shared her personal experience of choosing a company that aligns with her values and offers constant development opportunities. Davidson agreed with Athina's advice and added that choosing a growing industry like cybersecurity is a smart move for the future.