I help hospitals reduce pressure injuries | Former Green Beret Medic | UNC Kenan-Flagler MBA Alumni | Husband and Father

Just trying to leave this place a little better than I found it.

Greg VanDyne

Bridging the Gap Between Personal and Professional Development | Helping Leaders Transform Their Teams from the Inside Out | GLUED Co-founder | Sales Guru and Facilitator | Speaker | Coach

After a decade long career climbing the corporate ladder at Milwaukee Tool, it was time to make a change. 

Although it was a tough decision, I was ready to take the success I’d had from my 7 roles in sales leadership to another industry. I grew up seeing both my parents in healthcare, and knew it was something I could thrive in. 

I decided to make the jump into the competitive medical device sales industry at a leading company in Stryker. Despite the pandemic happening soon thereafter, I found prosperity by focusing on helping clinicians.  

That led me to be more passionate about personal development, having a performance mindset, and embracing a repeatable sales blueprint as a sales professional. As a long-time Salesprenuer, I was ready to take it to the next level and begin my start-up journey. 

I partnered with the great Brian G. Burns for several years and have spent 2,000+ hours as an exclusive partner, on-demand sales coach, and a certified facilitator of the Sales Trap Prevention Playbook. That brought me to join Brevity AI. Brevity is building a new category in AI revenue performance 💪🏼

Outside of work, I enjoy staying active, yoga, wellness, and doing my morning routine. Weekends are for college football (Go Dawgs!), family, travel, and my real estate side hustles. 

Always looking to connect with anyone passionate about mindset, productivity, and sales! 

Shoot me a DM to connect 📌

Duston Harper

Anytime I feel sorry for myself I listen to David Goggins

Plain and simple

We think we have it bad, but most likely it's great compared to most people's situation

I've had those moments where I wanted to quit

Lost about a third of my territory 3 months into med device

Had 4 surgeries in one year

Switched industries when everyone said I was crazy

Then you hear what Goggins has been through and it puts everything in perspective real quick

A few takeaways from his book "Can't Hurt Me" 👇

🔥 Callous your mind by making uncomfortable choices. It gets easier. Cold calls. Hard conversations. Asking for the business.

🔥 Manage the moments of pain by remembering what you've been through. You've survived worse. Draw from that well.

🔥 Being uncommon means being different. Embrace that. Everyone else is winging it and blaming the economy. You're not everyone else.

🔥 You're only competing against yourself. Run your own race. Stop comparing yourself to the top rep in your region. Compare yourself to who you were last quarter.

The guy ran ultramarathons on broken legs

Your tough month in sales will pass. You'll survive 💪

Duston Harper 

Most AI Sales Pilots Fail, I’m the Guy Sales Leaders Call to fix that | The Sales Architect | 3X Successful Industry Pivot in Sales

The best sales reps don't act like sales reps

The best consultants don't act like consultants

They become true partners 👊🏼

Anyone can put together a pretty PowerPoint. That's table stakes.

What separates them 👇🏼

- They put themselves in their customer's shoes and actually solve problems

- They understand BOTH the business AND technical side of the challenge because they've been in that situation before

- They put their neck out there for long-term ROI instead of chasing quick wins

- They practice what they preach

Most customers can smell inauthenticity from a mile away.

If you're just showing up with slides and haven't lived through the problems you're trying to solve, you're already behind.

The reps and consultants who crush it have been in the trenches. They've failed, learned, and come out the other side with battle scars.

You can't fake that credibility.

Reminded of this looking at old photos from the ACHE of GA days. Miss that crew! Throwback pic Nicole Denham

Most people think their mindset is the problem. Usually, it's the habits 💀

I spent years chasing motivation, reading books, listening to podcasts, looking for the secret.

Turns out it's boring as hell 🧠

Here are 10 boring things that help me stay sharp every week:

- Plan my day the night before
- Visualize my day being successful
- Pray first thing in the morning
- Use the Pomodoro method to focus and take breaks
- Check off habits with a weekly scorecard
- Walk outside to get sun
- Say 3 things I'm grateful for
- Say no to energy-sucking or non-revenue generating activities
- Read a devotional
- Strict schedule during the week, loose on the weekends

None of these are flashy. None of them go viral on LinkedIn.

But they compound.

On the days I skip these, I can feel it by 10 AM. Less focus. More reactive. Shorter fuse.

The inner game determines the outer game. I've seen it play out over and over.

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90% of sales reps think they're crushing it (aka know-it-alls)

Only 4% actually are. 

That gap is stalling deals everywhere 💀

Experience doesn't equal expertise.

Most reps can't accurately self-assess 👇

I still struggle with this and it usually takes me losing a deal to get humbled again

- Dunning-Kruger is real in sales. You literally can't see your own blind spots.

- What you remember saying vs. what you actually said are two different realities. Recordings don't lie.

- The cooking class metaphor applies. Everyone gets the same recipe. Outcomes vary wildly based on execution.

- Most reps practice on live prospects. No film review. Just winging it.

The best reps I've worked with all build systems to bypass their own ego.

Call recordings, AI role-play tools, peer reviews, manager ride-alongs. Anything that gives them objective data on their actual execution.

Otherwise you're just guessing. And your pipeline is paying the price.

When's the last time you reviewed a recording of yourself selling?

#sales #mindset #coaching #performance

Look at your Q1 forecast right now.

How many deals are stuck on "following up" with no defined next step?

Be honest with yourself - that deal stalled 💀

Mid-Q1 pipeline reviews are happening and leaders are separating real deals from wishful thinking.

Your buyer doesn't feel the cost of inaction clearly enough. And without urgency, the default behavior is always status quo.

5 real reasons your deals freeze up 👇

1. No mutual commitment. You ended the last call with "let's reconnect soon" instead of a specific date and time. Vague next steps lead to no next steps.

2. Single-threading. One contact goes dark and your entire deal stalls. You have a single point of failure.

3. Your champion is excited but doesn't have the political capital to get it done internally. Enthusiasm alone won't close deals.

4. Approval process is a mystery. "They're discussing internally" means you don't know who's in the room or what objections exist.

5. They loved it in December. Now it's February and ten other priorities jumped ahead.

What to do THIS WEEK:

- For each "following up" deal, identify ONE specific move to re-establish urgency

- Stop "just circling back" emails. Offer specific value tied to their stated problem

- Multi-thread aggressively. If your champion went quiet, find an alternate contact

- Practice the tough question: "I'm sensing this might have dropped in priority. What's changed?"

- Set an internal deadline. If no substantive response by X date, move it to closed-lost and free yourself to hunt real opportunities

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The Battle

Greg VanDyne

Duston Harper

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The Battle

Greg VanDyne

Duston Harper

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Duston Harper's LinkedIn Performance

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