Amber Deibert Coaching

I help driven people get out of their own way and find success.

I specialize in helping with Impostor Syndrome, Management Skills, Time Management, Habit Change & Formation, and Personal Performance.

Schedule a consultation at amberdeibert.com/consult

Founder, Performance Coach

The Achiever's Podcast

The Achiever's Podcast is for anyone who feels like they have untapped potential. On this podcast I teach you actionable steps to get out of your own way and achieve the success you're looking for. The podcast is available wherever you get your podcasts.

Host

Get Your Mind Right Podcast

Get Your Mind Right - Conversations with Life Coaches - is a podcast I co-host with Stephanie Pickle. We're both certified life coaches, and we discuss topics that cover every aspect of life. From relationships, to motivation, to how you see yourself. This podcast is available wherever you get your podcasts.

Co-Host

The Coaching Collective

As the Director of Client Success, I helped the clients of The Coaching Collective get the most out of the program that they could. Including giving daily quick tips for their elite clients.

I streamlined the backend systems that the organization used, implemented new software and tools to improve efficiency, and advised on marketing strategies.

Director of Client Success

Skuid

At Skuid I was responsible for training and coaching new sales managers. 

I built the onboarding program for new Account Executives. 

I streamlined the meetings and communication across the sales organization for better retention of information. 

I developed and orchestrated a weekly skills training for the Business Development Team. 

I also designed and facilitated the annual 3-day Sales Kickoff.

Manager of Sales Enablement

Zenefits

Responsible for Business Skills Training, and Manager Training. I live for the moments when I see that ah-ha look in one of my student's faces. Sometimes it's because they just learned how to save themselves time in their inbox through a Google Apps training, and other times it's because they feel better equipped to motivate their team.

Senior Learning and Development Manager

Managing the Client Support training team to build and deliver engaging, all-encompassing training to support over 3000% annual growth on the Client Support Team at Zenefits. 

Zenefits is an all-in-one HR partner providing an easy interface for small companies to manage their benefits.

Training Manager, Client Support

Davisbase Consulting

Delivered impactful, enthusiastic multi-day trainings about how to become Agile and use the Scrum methodology.

Agile Coach & Trainer

Serving an in-house contract as a Scrum Master for Backcountry.com. Working with three scrum teams, and one Kanban team. Focusing on instilling Agile best practices, building teams, removing impediments, building an organizational Agile culture, and empowering individuals.

Scrum Master at Backcountry.com

FranklinCovey

Served as Scrum Master and did the first implementation of Agile methodologies for the operations IT development team & IT infrastructure team.

Scrum Master

Sole Administrator, managing and customizing all aspects of the 360 user Salesforce.com CRM international instance.

Salesforce.com Administrator

EDCUtah

Manage the behind the scenes of the Business Development team including coordinating site visits, arranging administrative functions, and serving as the database administrator / resident guru of salesforce.com. Additionally, serving as assistant for Vice-President of Business Development. Handling V.P.’s scheduling, organization, and calendar.

Business Development Coordinator

Performance Coach to Enterprise Sellers | I help you drop the mindset trash, and optimize your daily routines to eliminate procrastination | AI Obsessed | Favorite movie: Hunt for the Wilderpeople

I'm Amber, a Performance Coach dedicated to helping elite enterprise tech sellers break through their mental barriers, upgrade their habits, and skyrocket their success.

With over 800 paid coaching sessions under my belt, I’ve helped hundreds of top-performing sellers to exceed their quotas and reclaim control of their workdays. I understand the unique challenges faced by enterprise tech sellers. 

Having climbed from a blue-collar background to the fast-paced world of tech, I've experienced imposter syndrome firsthand.

I worked my way up to find myself living and working in downtown San Francisco for a unicorn tech startup. I felt like a major Imposter -- At any minute people would realize that a person with my background was not supposed to be there.

One of my favorite quotes is by Ricky Gervais: “The best advice I've ever received is, 'No one else knows what they're doing either.” If other people can make it up, we can too.

I came up with my own system for overcoming self doubt, and I’ve used it to help thousands of people overcome their own imposter syndrome and mindset junk.

It drives me nuts to see someone with massive potential standing in their own way. I’m obsessed with finding the right tactics that work for every different kind of person. There’s nothing more rewarding for me than seeing someone break through their barriers and realize what they’re capable of.


Outside of coaching, I enjoy:

🏊 Swimming
🚴 Mountain and road biking
🏃 Running
📽️ Documentaries - specifically about top performers
📚 Avid reader of non-fiction -- business and self-help
🏆 I’m a 2x State Champ:
💃 Once for Competition Dance (we won with a routine on Pogo Sticks!)
🎭 The other for the State Drama Competition - we won in Pantomime (professional hand talker)
👯 I love a good dance party
🎶 Constantly on the hunt for new music 
🧠 Diagnosed with ADHD later in life 
🤖 Obsessed with AI and the endless possibilities it brings


My personality:

✅ Strengths Finder: Woo, Developer, Empathy, Individualization, Competition

✅ StandOut: Provider, Advisor (I can intuitively see how someone feels, and I’m a wealth of information from experts)

✅ Kolbe A: 3-3-9-4 (Simplify, Adapt, Innovate, Restore)

✅ Myers Briggs: ENFP (Enthusiastic, Creative, and Sociable Free Spirit)

✅ Enneagram: 3 - The Achiever

Amber Deibert

Spring 2025: I finally understood why Ian Koniak’s clients rave about him.

I've worked in the same Sales Performance Coaching space as Ian since 2020.

From a distance, sometimes I wondered if he was just another "bro sales coach." And I was surprised at how much he talked about his addictions. 😳

But then I started seeing the receipts. His business is growing faster than any coach I have ever seen.

He and I have had a lot of client crossover in the last few years, and everyone I know who went through his program RAVED about it.

It wasn't until I got invited to be a guest speaker at his mastermind in Spring 2025 that I saw what's really happening.

What I witnessed was:

A room full of the most wonderful, kind, and HIGH-achieving sellers I had ever met
Incredible results (7 people in the room had had W2'd $1M)
Lifelong friendships and bonds
An incredible team is running the entire event

And then there was Ian.

I love picking apart high achievers to figure out what they do differently, and I LOVE learning about how different people build businesses.

So I kept a close eye on Ian to see what he does differently, and here's what I've seen (now that I'm embedded as one of his Gold Member Coaches):

Ian holds INCREDIBLE belief for every one of the people in his community

He doesn't give up on people. He will fight for you until you get what you came for. To me, this is the number one reason why people in his program have such incredible transformations.

His sales tactics and tools are solid, but the mindset and habits part of his program is the part that will change your life.

It's so wild to hear all the stories of people who've had incredible sales results, yes. But even more impressive is the life transformation and happiness they get out of the program. If you're struggling in sales and in life, you aren't alone. And there is absolutely no help.

The only thing that drives Ian is service. 

He is genuinely an incredibly generous and service-minded human. He's motivated by changing lives. I thought for sure there would be a piece in there about building the biggest business, or making the most money, and there is, but it's all in the name of serving his clients and supporting his team. He is DRIVEN to serve and change lives, and it shows in the results that people are getting from the program.

I feel so lucky to have joined his team. The universe definitely set this up for us.

If you're wondering if Ian Koniak is the real deal, I'm telling you, he is.

Sales Performance Speaker and Coach for Enterprise Sellers | Mindset & Productivity | Creator of the Work Like You Workout™ Framework for pain-free productivity 💪

I gotta tell you a funny story about when I met Simon Sinek.

My team and I were at his book tour (and signing) for Together Is Better (THE CUTEST BEST BOOK!)

Somehow I got in line before the rest of my group, so I got up to Simon first.

He looked EXHAUSTED.

I could tell that all this small talk wasn't his jam.

It was a bunch of people in a huge line taking from him (photos, autographs), and getting nothing in return. 

So I just asked him about it.

Me: Do you feel more energized when you're on stage, or when you're here talking with each person?

Simon: I could be on stage all day, but this part is so draining for me.

Me: I get that.

Anyway, we had this little conversation, and he said, "Do you want a picture?"

I didn't want to contribute to sucking out this poor man's energy! 

Plus I knew that someone on my team was mildly obsessed with him, and would definitely want a picture of all of us with him.

So I said, "No, I'm good. I'll wait for ______ to get here before we take a picture so you don't have to do multiple. She's SO excited to meet you. She's going to lose her mind."

And I just stood back until everyone caught up.

And then as soon as they got there, he said, "Okay, _____ is here, now we can take a picture." And he made sure to take a picture with just me. 🤣

Every time I see the picture I crack up. 

What a kind, selfless thing. Thanks a bunch, Simon.

I made it to six figures and got promoted to management for the first time... and I was absolutely miserable."

The 20-year-old version of me thought six figures was basically being a millionaire. I had everything I thought I wanted: the title, the money, the "proof" that I was successful.

I remember thinking: "This is it. I did it. I achieved. I succeeded. End of story."

Except... it wasn't the end of the story.

I had this gaping hole inside of me, this deep sense of unworthiness, and I kept shoving achievements into it, thinking that would make me feel better.

Spoiler alert: It didn't work.

Here's what I discovered: External validation will never fill an internal void.

You can't achieve your way out of feeling unworthy. You can't earn enough money, get enough promotions, or collect enough accolades to fix what's happening on the inside.

If you're chasing the next milestone thinking it'll finally make you feel "enough," I want you to know, you're already enough. Right now. Before the next achievement.

The work isn't about earning your worth through accomplishments. It's about recognizing the worth that was always there.

If this resonates with you, sign up for my weekly newsletter where I share practical insights on building genuine confidence beyond the next promotion. [Link in Comments]

Utah, we've got to do better. 

I recently went to an event here where there were TWO women in attendance out of 100 people.

It reminded me of being early in my career.

I worked for a very conservative Utah company, and all the Senior Leadership was white males.

I tried so hard to get promoted into management at that company. They said I was critical to their strategy, but somehow I wasn't good enough to get into management. 

My own interpretation was that they figured I would drop out of my career and be a stay-at-home mom once I had kids, so I wasn't worth investing in.

Once I moved to San Francisco, I was SO DELIGHTED to see MANY examples of women in every level of leadership. 

(Even MOMS! ...and they were happy and satisfied being working moms, something I had never seen in Utah. 

It has been a decade since I last lived in Utah, and a lot has changed. But seeing the demographic at that event showed me that not enough has changed.

As a woman who knew I wasn't cut out to be a SAHM (MAD respect for those who are! IMHO, you have the harder job), I wish I could have had more examples of women and moms thriving in the workplace.

Thanks to all the professionals out there moving women (AND minorities!!) forward in the workplace.

I share weekly insights on building confidence and overcoming workplace challenges in my newsletter. Join hundreds of other professionals who are creating careers they love. [Link in comments]

My inner rebel took one look at my time-blocked calendar and said, “Nope.”

So I built a system we could both live with.

If you keep abandoning productivity systems, it’s not because you lack discipline. 

It’s because the system wasn’t built for your brain.

I tried time blocking religiously for a month and failed miserably.

I decided when I should do any given task and I was very thoughtful about the right timing for doing them.

I scheduled them all on my calendar like a good little time boxer.

And then every time without fail, as soon as a calendar appointment would pop up on my calendar to do the task that I, myself, decided I should do at that time... 

My inner rebel was like, “Absolutely not. I'd rather do ANYTHING ELSE RIGHT NOW.”

My brain doesn’t want rigid rules. It wants freedom within structure.

So I created something I call TimeBoxing 2.0, where I:
↳ Set aside a daily "clear the list" block (because my brain also hates "admin" or "buffer" time)
↳ I decide in advance how long I will spend on a task 
↳ I set a VISUAL timer, so that my perfectionism and ADHD time blindness don't take over

It’s the perfect middle ground for my brain.

I don't let tasks take forever because I decide in advance how long I will spend on them.

And I have just enough structure to keep myself moving forward.

(but also enough freedom to keep that very particular brain willing to proceed)

If rigid systems make you feel trapped, there is nothing wrong with you.

You just need a method that works with your wiring, not against it.

Want more psychology-backed productivity techniques like this?

Join my weekly newsletter, Get Out of Your Own Way, where I teach high achievers how to work intuitively and sustainably.

Link in comments

Do you know what your mission in life is? 

I always thought that my crowning achievement in life would be to build a gigantic business that impacts millions of lives and I helped heal THE WORLD. 

(classic achiever dream 😅)

But then I did an exercise where I wrote out my eulogy.

I realized that my purpose in life is to heal myself and break the chains of generational trauma for my kids, and everyone that comes after me.

Once I aligned to that, everything came into focus. 

I no longer felt like I was chasing a goal (that was impossible and unachievable, let's be honest. Healing the world definitely doesn't meet SMART goal requirements.. lol). 

Instead, when I read my eulogy every morning I can see what actions I need to take every single day to move me towards my purpose. 

It cuts out all the fluff and nonsense, and makes my daily actions SO CLEAR.

It has been pretty groundbreaking for me to get aligned with what I actually want to achieve in my lifetime.

How about you? Do you know what your mission in life is?

Harsh reality: Drop your insecurities to crush your quota.

 We’ve all been there:

► You’re worried you’ll make a fool of yourself in a big meeting
► You aren’t sure if you’ve got buy-in from the exec sponsor
► You’re worried that people can see right through you and know that you don’t know what you’re doing

 What sucks about insecurity (besides the fact that it feels terrible) is that it SIGNIFICANTLY decreases your performance.

 You’re thinking about yourself instead of your prospect.

 I remember feeling SO insecure when I was in my early 20s.

 I’d be talking to someone and worry, 

 - “Can she see that blemish on my face?” 
 - “I just said that so awkwardly. What is wrong with you, Amber?”
 - “Is my breath bad right now? They definitely won’t want to be your friend.”

 Here’s the trick I learned.

➜ You can’t feel insecure if you’re thinking about the other person.

 Insecurity only comes up when you’re thinking about yourself.

 So you can instantly remove your insecurity by putting yourself in the other person’s shoes.

 Imagine what they might be thinking, and help them.

► Maybe they are too nervous to ask a dumb question
► Maybe they feel just as insecure as you, and you can help break the ice
► Maybe they need to know how they can sell the idea of your product to their boss

 You can solve your insecurity in an instant by thinking about your client more than you think about yourself.

 Try this and let me know how it goes!

✨ I share weekly mindset and performance tips like this in my newsletter, Get Out of Your Own Way, practical, psychology-based tools to help sellers crush their quota without crushing themselves.

Join now [Link in comments]

For all my sellers out there who like to strength train, I have a tactic for you. 

This is something that one of the attendees to my "Work Like You Work Out™" workshop applied, and he said that it made him 70% less stressed at work!!

Let's see if it can do the same for you.

If you're the kind of person who has a certain day of the week for a certain muscle group (i.e., Monday is arms, Tuesday is back, Wednesday is legs, etc.)...

You might also benefit from having a theme for each day of your workweek (i.e., Monday is planning, Tuesday is outreach, Wednesday is internal meetings).

This helps remove decision fatigue and helps you get locked in faster (that's what the kids are calling it these days, right?)

One of my workshop attendees tried this, and he said that it unlocked everything for him. 

Let me know if you try it. I would love to hear if it works for you!

And if you want to get personalized tactics for yourself, make sure you sign up for my next workshop. It's FREE! 

Link in the comments!

I help top sellers get 2+ hours a day of white space and eliminate overwhelm | by matching their work to how they work out.

For all my sellers out there who like to strength train.

The moment you downplay yourself, your brain believes you.

I had instant regret the second I heard the words come out of my mouth:

 “I’m a fraud.”

 I’m supposed to be the one convincing other people that they aren’t frauds
 And this is what comes out of my mouth??

I was at the craft store yesterday, buying shrink dinks for my 5-year-old and 6 skeins of yarn for myself.

When the kind woman at the register saw how much yarn I was buying, she said,

“Oh, we have these cute yarn bags, since you seem to be a yarn lover.”

To which I responded,

“Oh, I’m a fraud.”

I was thinking, “She probably thinks this is a legitimate yarn haul, like for knitting or crocheting.”

But I was buying the yarn for a lesser-known needlecraft, Plastic Canvas.

(Even the name is inspiring 😂)

I did it once when I was a kid. 

It’s basically fool-proof. It takes almost zero skill. 

So to think that I was someone who was legitimate enough to buy a yarn bag didn’t match my internal view of myself.

Okay, this might be the most profound story you read on LinkedIn today.

But we all do this to ourselves!

For reasons as dumb as mine! 🤣

Who’s to say that my needlecraft isn’t as legitimate as knitters' or crocheters?

(Watch as an army of knitters come at me for that comment 😆)

I EARNED THE RIGHT TO A YARN BAG AS MUCH AS THE NEXT PERSON.

Lol, I hope you take this ridiculous story and apply it to situations where you also downplay yourself.

I’m sure that the reasons you are downplaying yourself are just as ridiculous.

What would happen if you just own your awesomeness?

How much easier would your life and career be if you accepted what you rightfully earned and deserve?

Upgrade that internal view of yourself, and own your worth.

If this hit home, I share weekly mindset shifts and stories like this in my newsletter, Get Out of Your Own Way, where I help high achievers stop downplaying themselves and start owning what they’ve earned.

💌 Join now: [link in comments]

The moment you downplay yourself, your brain believes you.

We all have different definitions of what generous means, or what productive means, or what a good partner means. 

But we tend to not go deep enough to define that for ourselves. 

I love to take my clients through the exercise of really defining what that particular value means for you. 

How do you know when you can "check the box" on developing deep relationships? 

So here's what I want you to try:

Think about what you want to be remembered for. Write it down. Then go one layer deeper and define what that actually means to YOU.

What does integrity look like in your world? What does being a good parent mean to you specifically? What's your version of making a difference?

Because when you get clear on your definitions, you stop trying to live up to everyone else's version of success and start building a life that actually feels like yours.

The people who feel most fulfilled aren't following someone else's blueprint for their values; they're living by their own.

What's one value you'd like to define more clearly for yourself?

I share insights like this every week in my newsletter for tech sellers who want to work with more intention and less overwhelm. 

[Link to join in comments]

Discomfort is a natural consequence of growth. If you aren't feeling uncomfortable while you're growing, then you're probably not actually growing. 

I like to think about it like growing muscles. Muscle soreness after a workout is a sign that your muscles are growing.

For years, I thought that when I felt uncomfortable trying something new, it was a sign that I was not meant to be there or that I was not cut out for it or that I was not good enough to do it. 

Now I recognize that discomfort is part of growth, and discomfort can actually be seen as a positive sign that you are in your growth zone. 

So now, when I feel that natural imposter syndrome that comes up when I'm learning a new skill, I tell myself, "Oh, I'm right in my sweet spot." 

You don’t have to “get over” discomfort.

You just have to learn to allow it without making it mean something about you.

I share weekly mindset shifts like this in my newsletter, designed to help high achievers reframe discomfort, navigate imposter syndrome, and grow with more ease and confidence.

Join 2K+ elite sellers now: [Link in Comments]

You’re not a procrastinator. You just don't have the right systems.

Here are 3 dead-simple techniques you can use to drastically improve your productivity:

 1. Break down your tasks SUPER small
 2. Write your top 3-5 priorities on a post-it note each day
 3. (Most controversial) Start with your easiest task

 You will be astounded at how much of a difference these techniques will make.

 They can take you from zero to hero (in no time flat). 😎 

 (extra snarkiness today at no extra charge. You’re welcome.)

If you like your productivity advice with a side of real talk and psychology, you’ll love my newsletter, Get Out of Your Own Way.

✨ Each week I share practical, science-backed tips to help high achievers work with their brains (and have a little fun doing it).

💌 Join Now: [Link in comments]

I learned a 3-minute tactic that has revolutionized my productivity.

 If you feel like you procrastinate your most important tasks until the end of the day…

 YOU ARE NOT ALONE!

 I hear this from so many sellers. 

 You can still be very successful if you procrastinate, but it is also such a drag.

 Here’s one small trick I want you to try if you find yourself procrastinating on your biggest task.

↳  Set a timer for 3 minutes to start working on it

 STARTING is sometimes the hardest part.

 We’re waiting for the motivation to come, but it doesn’t show up. 

 So then we have trained ourselves to wait for the fear monster to show up instead.

 When you set a timer for a really small amount of time, it makes it feel easy to start.

I have had so much success with this tactic lately. In my personal life and my professional life.

“I can work on this for 3 minutes, no problem.”

…and then 99% of the time, you’re in it, so you just keep going.

And if not, at least you’ve mapped out what you need to do to finish the task.

Give this a whirl and see how it reshapes your day. I'd love to hear how it goes for you!

And if you like practical, psychology-backed tips like this, you’ll love my weekly newsletter, Get Out of Your Own Way.

✨ It’s where I share short, actionable strategies to help high achievers outsmart procrastination, manage their mindset, and actually enjoy their workday.

💌 Join now: [Link in comments]

I've been having the same conversation with sellers all week.

"It's okay to be kind to yourself."

Most of us think being hard on ourselves drives success. We have SO much data proving that hustle, grind, and self-coercion work.

And they do work... until they don't.

Here's what I've discovered after years of coaching high performers:

The same drive that gets you TO success will burn you OUT of success.

That voice that says "push harder" and "you're not doing enough" might have gotten you here, but it won't sustain you for the long haul.

It's okay to be nice to yourself while still being a high performer.

Self-compassion isn't soft. It's strategic.

When you're kind to yourself, you recover faster from setbacks. You take calculated risks instead of desperate ones. You show up consistently instead of in chaotic bursts.

The most successful people I know have learned this counterintuitive truth: You can be your biggest advocate AND your highest achiever.

If you're feeling burned out from being your own worst critic, here's what I want you to try:

Talk to yourself like you would talk to your best friend going through the same struggle. Notice how different that voice sounds.

You're allowed to want success AND treat yourself with kindness along the way.

If this resonates, I share more insights like this in my weekly newsletter for sellers who want to perform without burning out. [Link in comments to join]

Leg Day is legs.
Arm Day is arms.

Tuesday is outbound.
Friday is follow-ups.

When the decision is made before the day starts, everything moves faster.

If you strength train, you already understand structure better than most productivity systems. 

Lifters thrive on rhythm. You know what each day is for, and you don’t waste time negotiating with yourself.

Leg Day means legs. Arm Day means arms. You walk in and get to work because the decision was made long before you touched a barbell.

Your brain wants that same kind of clarity during the week.

Try giving each workday a theme. Something simple like:
↳  Monday for admin and planning.
↳  Tuesday for outbound.
↳  Wednesday for follow-ups.
↳  Thursday back to outbound.
↳  Friday for networking or relationship-building.

Or whatever matches the rhythm of your sales cycle.

When your days have a clear purpose, your brain stops burning energy deciding where to start. You move faster because you’re no longer reinventing the plan every morning. The structure does half the work for you.

If you’re someone who thrives on repetition and pattern, this lands quickly. It works with your wiring instead of fighting it.

Want more grounded, psychology-backed shifts that actually stick? My newsletter, Get Out of Your Own Way, is where I share them each week. Link in comments.

The Weightlifter Productivity Trick That 5x’s Your Focus

Of all the tools that I give my clients, this one is by far the most popular. 

You can do it right now in less than three minutes. 

Pull out a Post-it note and write down your top 3 things that you have to get done today. 

That's it. 

This technique works because it allows you to prioritize what you need to do in less than 3 minutes. 

And then the key is to keep your Post-it note on your desk where you can see it. 

When you do this, it makes it really easy to be able to squeeze in tasks in between meetings, when you've got a quick break.

And you don't have to remind yourself where you are and what you need to focus on. 

At the end of the day, if you get those three things done, you are a wild success. 

It's so simple and so powerful. 

Try it out. Let me know how it goes.

If you want more psychology-backed strategies that actually work (without the overwhelm), check out my newsletter. Link in the comments.

Are you terrified of the job interview process? I just helped three clients land jobs at Fortune 50 companies in the last month - here's exactly what I told them.

You're bombing interviews because you think you have to prove you can do the job.

Here's what changed everything for my clients who just landed roles at Fortune 50 companies:

They walked in knowing the company already believed they could do the job.

Think about it: No hiring manager schedules an interview with someone they don't think is qualified. That's a waste of everyone's time.

Your resume got you the interview. That means they already know you can do the work.

So what's the interview actually for?

They're asking: "Do I want to sit next to this person?"

That's it. They want to know if you're someone they'd want at the conference table, on Slack all day, in team meetings.

Which means your only job is to show up as yourself.

Not some polished version. Not over-rehearsed. Just you.

And here's the part that feels scary but works every single time: Tell them exactly who you are AND who you're not.

When I interviewed for my first sales enablement role, I opened with: "To be clear, I've never been in sales. If you need someone who can build autonomous sales training from day one, I'm not your person. But if you need someone who understands how adults learn and can work with a subject matter expert to create killer training? That's me."

I got the job.

In this week's episode of The Achievers Podcast, I break down the other three strategies my clients used to land their dream roles - including one mindset trick that eliminates all nervousness.

You can watch on YouTube https://lnkd.in/gfJVA8Bg or listen wherever you get your podcasts. 

This one will help you land your dream job by being yourself.

I feel so lucky to get to work with THE BEST PEOPLE!! 🥰

One of the best investments I made in 2025: 

Working with a sales coach. 

Actually, I've been working with two.

Nobody asked me to get coaching. 

This was 100% self-funded and self-initiated. 

I just love getting better.

I've been working with Andy Paul for just under 1 year. 1:1 sessions focused on transformational, enterprise, complex sales. For those who don't know, Andy is a sales legend. Check out the The Win Rate Podcast or "Sell Without Selling Out". Working with Andy has been a growth accelerator. I can see myself getting sharper, more precise, more strategic with my sales cycles & outbound motions. Andy has alot of wisdom to offer and it's helped me grow tremendously as a seller.

For the last 3 months, I've also been working with Amber Deibert. Our time has been focused on dialing in my personal working rhythms, refining my 'why', and overall mental mastery. I reached out to Amber because I have a very full plate, and I knew I could be optimizing my efficiency to get more done in less time. Highly highly recommend working with Amber if you are an enterprise or strategic seller. She is great at connecting dots between disciplines (sales, psychology, neuroscience, productivity). I feel far more effective and purposeful in my daily and weekly rhythms as a result of our work together. 

Also worth mentioning that I discovered Andy and Amber from a Brandon Fluharty newsletter. Yet another reminder that LinkedIn connections make the world go round. 

Highly recommend getting yourself a good sales coach in 2026.

If you suck at consistency, nothing is wrong with you.

You’re not broken, you’re human. Especially if you’re an enterprise seller living in back-to-back calls and rollercoaster quarters.

Here’s the shift I want you to try:

Instead of worshiping perfect consistency, focus on quick recovery.

Old Way vs New Way 

Old Way

↳ “I missed a day at the gym / in my prospecting block… what’s wrong with me?”

↳ Spiral of self-beatup → avoid the thing → lose momentum for days

↳ Rigid routines that look great on paper but collapse in real life

New Way

↳ “I’m allowed to be human. I just don’t miss two days.”

↳ Bad morning? Reset at lunch. Bad day? Reset tomorrow.

↳ Measure success by how fast you come back, not how perfectly you never fall off

This is Strategy #1 of 4 from this week’s episode on creating structure when you secretly hate structure.

In the full breakdown, I walk through:

↳ How to check your “energy tank” each morning and set a winnable day

↳ How to build a toolbox of supports you can pull from (instead of one rigid routine)

↳ The silly little rename trick (“planning” → “list making”) that actually gets you moving

You can watch the full episode on YouTube (@amberdeibertcoaching) or listen on The Achievers Podcast wherever you get your podcasts.

What’s one place you’re willing to try the “I don’t miss two days” rule this week?

I was just talking with a client about how what we're all looking for is:
↳  peace
↳  ease 
↳  calm 
↳  and a regulated nervous system 

We tend to think that the way we will get there is through achievements.

"Once I get the house... Once I get the car... Once I have the promotion... Once I hit $1M... Once I have the relationship... Once I have the free time... Once I have the freedom... Once I get a new job... Once I start my business..."

...are the things that we think will get us there.

But the reality is that we can access peace, calm, ease, and a regulated nervous system at any moment.

It comes when you change your thinking.

When I go from: "Ugh, I'm so far from my goals. I've been working so hard for so long and it's not happening. Maybe it's never going to happen... What is wrong with me?? How come I can't make this work??"

To: "I have an amazing life. Wow, look at what I've created. If Kid Amber could see what my life looks like now she wouldn't believe it. I have everything I could have ever wanted."

Or another personal favorite mantra (thanks to my amazing client for this one!):

"Nowhere to go, Nothing to be, It's already here."

Aaaahhhh.... Doesn't that just feel like a delicious exhale? I feel my body softening already.

What if you decide that right now, today, is the best day of your life? 

What if you let yourself enjoy the moment and reap the rewards of everything that we've built so far? 

I was watching the Eddie Murphy documentary last night and Eddie Murphy said the same thing he said something like, "Pray for peace of mind. Don't pray for money, don't pray for fame, don't pray for success. Peace of mind is what everyone wants." 

And the sooner you change your mindset to enjoy RIGHT NOW, the sooner you'll be living your actual dream life. 

If you're ready to rewire your relationship with success and find that inner calm, I'd love to help. You can schedule a call with me!

Link in the comments.

Salman Mohiuddin

Enterprise Account Executive, Marketing Cloud (Financial Services)

Helping sales pros + teams build healthy pipeline to close more deals faster | Sales Coach + Trainer @ SSA | 17 years as a quota carrier | ex-Salesforce, Asana and IBM | Interview Ace

Problem before Product. 

17 years of tech sales experience as an SDR + AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Currently Founder at Salman Sales Academy.

#1 Sales Influencer in Canada 2025 (source: Favikon)

Coaching and training AEs, SDRs, BDRs + sales teams to find and close more deals.

Started as an SDR in 2006, moved to AE in 2007.

6 years at IBM
- SDR 
- SMB + MM AE
- small Enterprise AE

7 years at Salesforce
- MM AE (new logo)
- Enterprise AE

2.5 years at Asana
- Enterprise AE 

2 years at startups 
- SMB AE (new logo)
- Enterprise AE

I currently coach + train AEs, AMs, BDRs, SDRs and Sales teams on prospecting, problem enablement, discovery, demos, deal strategy and interviews.

DM me for:

- 1:1 Sales coaching 
- Sales team coaching + training for your company
- 1:1 Sales interview consults to help you land an offer
- Speaking engagements or sessions for your company
- Podcast guest 


✅ Widely recognized as a master prospector & hunter

✅ Experienced in consultative selling to C-level, Information Technology (IT), Marketing, Ops, HR and more.

✅ Sales Interview Ace - the interview playbook I've built has resulted in an 80% success rate in interviews

✅ Possess an Honors B.A., Economics

[Sales COACHING]

➡️ Problem Enablement [build confidence in truly understanding your persona and the problems your solution solves for]

➡️ Prospecting [cold email, cold calling, warm calling, objection handling]

➡️ Discovery [full 5-step discovery framework to help lead your calls with confidence and in the flow of the conversation]

➡️ Demos [full demo framework, engaging demos, justifying spend, taking control of deals, PoC/Pilot strategy, etc…]

➡️ Deal Strategy [multithreading, uncovering power, executive alignment + engagement, quantifying pain, business case, negotiation, dealing with objections throughout cycle, taking control of your deals, champion building, mutual plans, forecasting, etc...]

➡️ Interviews - I've refined my interview playbook that has help 80+ folks land offers [interviews, mock cold calls, mock discovery, mock presos, territory plans (that will wow a hiring manager)]

I've built an entire Sales playbook from prospecting to close in everything in between based on my 17 years of experience as an individual contributor in tech sales.

No fluff. All actionable sales insights and content, with real examples, that you can start using right away in your role and see immediate results.

Check out the coaching programs and testimonials here:  www.salmansales.com

or DM me. Happy to help.

Founder

Helping AEs, SDRs + Sales teams find and close more deals. 🚀 Boosting income and revenue. 

17 years of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, IBM and Asana. In the trenches. Exceeding targets. Even in economic downturns.

Documenting all of my learnings, I've built out a Sales playbook. Now I want to give back to YOU.

I teach individual contributors + Sales teams on how to sell better, exceed targets, boost income / revenue, and accelerate growth. All with actionable Sales content and insights that you and your team can start using right away. Seeing immediate results.

My AVP at Salesforce to me on last day of the fiscal year: “Thank you for not listening to me.” 😐

Let’s roll the clocks back 9 months prior.

I took over an account. Not just any, but the largest bank in the country.

My AVP - who was the AE on the account years ago - pulled me aside my first few weeks in role and said, 

“Salman, just take down the small deal in this account. We’ve sold them almost everything.” 

Not exactly what I wanted to hear from my AVP when I took over the account.

They’d already invested quite a bit with us, I get it. But I had a quota to hit. A big one.

Nobody thought we could sell them more. 

There was a small opp… and they recommended I just take it down

and move on.

……………………………………………..

Well, here’s what I did to prove them wrong 👇


BACKGROUND CHECK

- spoke to the CSM, SE, Core teams
- specialists, external partners, SI’s, etc…
- to get the lay of the land across the account


- identified a segment that had whitespace
- it was their Wealth management division


BUILT A POINT OF VIEW

- did some initial digging and discovery
- built PoV on how they may be losing rev to competiton
- because of insights not captured in real-time on digital channels


STARTED WITH THE PROBLEM

- focused on this business challenge
- uncovered a exec priority at risk because of problem
(increased market share)


MULTITHREAD

- the PoV + disco helped gain meetings with Dir/VPs
- leveraged our internal x-functional teams
- SE, CSM, Business Value, Product mgmt, etc…


VALIDATION + ALIGNMENT

- business problem, impact to the business
- uncovered metrics important to each stakeholder 
- how said metrics were being affected by problem
- impact to business if nothing actioned on


CUSTOMER’S BEST INTEREST BEFORE OURS

- shared pros and cons to each option
- options included ones that wouldn’t work in our favor
- we didn’t take one side or other, which built trust


CO-CREATED BUSINESS CASE

- with our champion
- got buy-in from each stakeholder


MUTUAL PLAN

- which was truly MUTUAL 


NO BUDGET WAS ALLOCATED

- we uncovered a problem that put a priority at risk
- they dug up budget from other areas of business

………………………………………..

The result?

Our champion achieved the 1% club, because of the impact the platform had on their segment.

I closed one of the largest deals of my career 

because our internal teams worked together to solve a big problem.

Hit almost 200% of my number (when I was told to take down the small deal)


The deal came on the last day of the fiscal year and the AVP sent me a message,

“Thank you for not listening to me”

………………………………………………………

I took my AVP’s statement at the start of the year as a challenge.

Don’t let a few words stop you from accomplishing something you believe you can do.

Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy | #1 Sales Influencer in Canada 2025

graphical user interface, text, application, chat or text message

If I started a new AE role tomorrow, I wouldn’t open the CRM.

I wouldn’t review the product slides (for now). 
I wouldn’t watch demos of features & function. 

Here’s what I would do instead in my first two weeks (and why it works) 👇


1. Find the top 3 AEs in the org
 Buy them a coffee (virtual or not) and ask:
 → “What are you doing that others aren’t?” → “What would you do differently if you had to start over?”
 I used to let ego get in the way of these convos.
 I realized: replicating what already works saves you months of trial and error.


2. Skip product enablement (for now)
 You’ll get flooded with features anyway.
 Start with problem enablement.
 Build a simple doc:
 → choose 3-5 buyer personas → list out real problems they face
→ (not capabilities, jargon or buzzwords)
→ understand how they typically tackle them today → map out the negative impact on them and business  → identify what metrics they care about/how affected 
Document how those problems show up in their world.
 This helps you speak the prospects language, when everyone else is just pitching features.

Prospects will think “this person gets me”.


3. Study your competition (and status quo) 
Not just from a deck, go deeper:
 → where they win → where they fall short → what your product does better → what problems your differentiators actually solve

👆 that last one is the most important
 You can’t stand out if you don’t know what you’re up against.


4. Master 3 customer stories
 Not surface-level. Break it down:
 → what problem were they facing → what negative impact it had (think metrics)
→ bonus points if there was a priority it put at risk → what changed after they used your product → what were the positive business outcomes

(make the champion the hero)


5. Meet your internal teams
 SDRs, SEs, CSMs, Legal, Deal Desk, Partner team, etc
 Ask them: “What can I do to make your life easier?”
 It builds trust fast, and that pays off when deals get complex.

…………………………………

Do these 5 things and you won’t just ramp up super fast 
you’ll build your internal brand.


P.S. Problem Enablement (2) is an absolute game changer… my clients ramp up SO much faster

17 years as an AE I was never taught one crucial skill.

→ how to quantify pain in deals

I was told that I should do it.  Got some high level theory on how to approach it.

Told that I needed a business case to drive deals forward.

Provided some building blocks to get there, but nothing tangible that I could use on a repeatable basis.

I tried, but couldn't crack the code.

One of the key reasons early in my career I couldn't get prospects to justify the spend and lost more deals than I won.

Until I realized something.

We're usually all measurable on something. We're accountable for certain metrics.

For salespeople it could be ACV, ARR, quota attainment, pipeline, call metrics, etc...

So that means our prospects, the personas I speak to, are likely accountable for something as well.

.....................................................................

I began applying this principle in discovery:

Once I uncover a problem and its impact.

I ask these questions in the flow of the conversation 👇 

1. what’s the KPI or metric they care about

"Linda, usually when I speak to leaders like yourself they are usually accountable for certain metrics like conversion rates or campaign ROI. If you don’t mind me asking, what KPI or metrics are most important to you?"

- they’re typically measured on something, find out what that is


2. how’s the metric being affected

"How’s that KPI or metric being affected by this problem you're facing today?"

- e.g. for a marketing leader, conversion rates could be suffering


3. do they have a target

"What's your ideal target for this KPI or metric?”

- they may have a goal to it; built trust and uncover it

(don’t create a business case on one call)


4. have they done any internal analysis 

"Not sure if you've done any sort of internal analysis, but you been able to quantify the impact to your business?"

- most cases they won’t be able to quantify the impact... still ask

……………………………………………………………

My recommendation, ask these questions to each key stakeholder in your cycle.

Each will usually have their own KPI + metrics they’re measurable on.


It will give you the foundation you need to help quantify pain

and build a compelling business case in their language... not your's.

Got a verbal from a prospect, “We’ve decided to move forward with your platform.” My response:

“Sounds great! I’ll send over an order form later today.”

I forecasted the deal for the month and told my manager the good news.

Got the internal approvals and sent it out.

One day passed. Nothing. Two days. Crickets.

Finally got a hold of them:

“When can we expect a signed order form?”

Prospect: “It’s not that simple. We’ll need to go through vendor approval. You’ll also be hearing from InfoSec to fill out some forms. Plus, we need to get in touch with legal to discuss the MSA.”

Me: “How long do you think that’ll take?”

Prospect: “I’ve seen it take as little as 6 weeks and as long as 6 months.”

Head down. I had to break the news to leadership on a deal I’d committed

👆 This situation happened more than once for me earlier in my career. Lesson learned.

................................................

Don’t assume a deal is done because a prospect gives you the thumbs up.

It’s on us to uncover their buying process, early.

You could try something that sounds like this:

You: “Linda, you’ve been with the company for 5+ years. Fair to assume you’ve been part of evaluations like this in the past?”

Prospect: “Yup.”

You: “Could you walk me through how you typically evaluate, decide, and purchase tech? What are the steps and who’s involved?”

..................................................

Or something like this, for more complex deals:

“Linda - working with customers like you, I’ve noticed that once a platform gets the green light, there’s often a vendor onboarding process

which could include InfoSec, privacy assessments, and potentially getting legal involved.

Is that something you anticipate and if so could you walk me through the process and who’s involved?”

...................................................

Get ahead of the process in your deal cycles.

It’ll save you a headache and heartache.


P.S. who’s heading over to Sales Enablement Summit in downtown Toronto today?

See you there!

Have you ever experienced something so incredible that it didn’t really hit you until after it was over?

Like way after...

That’s how I felt looking back at what happened last month in Toronto.

Our 2nd annual Sales Sprint conference. This time bigger and better.

All I can say is… next level (just check out the video below).

What I loved about it wasn’t just the top notch speakers

wasn’t just the AEs, SDRs, and Sales Leaders who attended (more than a third flew in for the event)

wasn’t just the actionable Sales content shared by some the top voices in the game

But it was the RESULTS that came out of it.

one AE messaged me , “We’ve already started implementing some of the learnings — we booked 10 meetings from our recent sales sequence!” 

another AE, “I’ve got calls I can apply the learnings to this week.”

“I put the guidance on a call today and it made a noticeable impact.”

They even intro’d myself and another speaker to their Sales Enablement lead recommending that we run training for the sales team.

Other leaders asked speakers to run sessions for their team after the sales insights shared at the conference.

THIS is why we put this on. So we can spread the knowledge, help the Sales profession level up, and allows folks to learn from each other.

(Folks came up to me saying they got a few leads from folks attending too!)

If you know me, I've always been a believer about sharing ACTIONABLE sales content based on experience in the trenches, not theory. 

So people can apply the learnings and make an impact in their day-to-day as an AE, AM, BDR or Sales leader.

..............................................................

An absolute unreal 2-days.

Highlight of the event was the Discovery and Cold Call role-play competition powered by Hyperbound's platform.

Huge shoutout to them for being a great sponsor (btw, if you haven’t checked out Hyperbound for sales enablement AI coaching, you’re missing out). Folks were raving about them at the event.

So grateful.

Let’s run it back next year!

(If you’re interested in locking in a spot for Sales Sprint ‘26, hit me up)

P.S. HUGE shoutout to MVMNT Media for capturing Sales Sprint with incredible photo and video coverage. If you’re hosting an event in the Toronto area, these folks are the real deal.

website: www.themvmntmedia.ca
Insta: @themvmntmedia

Wish someone had told me this about discovery when I stepped into my first AE role at IBM (a long time ago 🙃 )

→ “Vague, generic questions will give you vague, generic responses.”

Would've made a world of a difference if I knew this back then.

Why?

Because here’s how my discovery sounded like back then:

➤ When I uncovered some pain, asked a few questions around it, and got to impact, I’d ask:
 
“What impact is this having on your business?”

The response? Pretty generic and high level.

➤ Or when I wanted clarification on next steps after a demo, I’d ask:

 “What do next steps look like?”

The response? Pretty vague. Nothing of substance.

Then I realized… wait. My questions aren't cutting it.

Sounded like a rookie (which I was).
I needed to be more specific and more purpose behind my questions.

............................................................

Flip the script 👇 

To uncover impact, for example:

“Was talking to a few leaders in your space recently who came across this challenge, and they said it’s leading to product launch delays and missed revenue opps. Not sure if you’re seeing this, but what would you say is the ripple effect across the business?”

To uncover next steps after the a good demo, for example:

“Linda, let’s say we agreed to an investment you and your team were comfortable with, what would happen next? Could you walk me through your internal process step-by-step on how you’d get this approved and who usually gets involved?”

.........................................

When you go from asking vague, generic questions

 → to thoughtful, intentional, and specific ones

You’ll get answers with much more substance...

and it’ll help you navigate your sales cycle with much more confidence.

It starts with HOW you ask, in discovery.

Was at a conference yesterday and had 60- seconds to pitch a Sales Enablement leader I’d never spoken to before.

I had to run to a meeting and the next session was about to start.

Wanted to try to catch the leader whom I heard from someone else said she was looking for training for her team.

No time to qualify or run any discovery.

Just a shot to earn her trust (and a next step).

Here’s what 23-year-old Salman would’ve said:

“Hey Linda, heard you’re looking for sales training. I can help streamline your manual processes, help with your sales execution and increase win rates.”

😐


Here’s what 27 year-old Salman would’ve said:

“Hi Linda, how are you? What inspired you come to the conference?… that’s great. Hey I heard you’re looking for training. What are you hoping to accomplish?”

😐


Here’s what 42-year-old Salman actually said:

“Hi Linda, how are you enjoying the conference so far?”

Linda: “Going really well.”

Me: “Hey, know we got a minute before the next session. Just wanted to say I was on your website and I love how you focus on the problem you actually solve for.”

[I talked through the specific problem they solve for with no buzzwords, no product jargon]

“It’s refreshing to see that because I don’t very often.” I said


Linda: “Really appreciate that. I’ll definitely share what you just said with my internal team.”

Me: “Thanks. Ya the thing I see today with a lot of sellers is that they tend to focus more on the product vs truly understanding and articulating the problem, in the prospects language not their language.”

Linda: “You’re right…. we should connect.”

Me: “Know we have to run but let me send you a note and we can find some time, sound good?”

Linda: “Let’s do it.”

She smiled the entire convo.



Problem before product.

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