I started my sales career at 11 years old, selling door-to-door snow removal services.

Since then, I’ve been obsessed with studying and applying the high performing strategies of world-class sellers. This eventually landed me an Account Executive role at Salesforce…where I hit a wall. A breaking point. My anxiety and stress had escalated to unsustainable levels and I considered quitting sales altogether.

That’s when I discovered Ian Koniak and Untap Your Sales Potential.

After working with Untap I became the #1 AE at Salesforce across the entire North American HLS business 2 years in a row, qualifying for President’s Club 2x. I was selected to join the Salesforce Excellence academy awarded to only the top 10% of AEs worldwide. Due to my performance I was chosen over 10,000 AEs to host the first globally distributed sales enablement podcast called “How I Won This”. 

I’ve closed over $10M in sales since working with UYSP. It’s allowed me to afford my dream wedding, honeymoon, and wonderful experiences for my family.  Most importantly, I got my life back. My stress and anxiety went down, my health got better, my relationships improved, and for the first time in a long time I felt confident in my sales career again.

Now as the CRO at UYSP, my goal is to impact hundreds of B2B tech sellers the same way I was. 

For the last three years I’ve talked to thousands of B2B sellers who feel unsupported, burnt out from the quota grind, or who are just not proud of how they’re showing up. That’s where we come in.

We help B2B Account Executives perform to their full potential by mastering their mindset, habits, and selling skills. 

To learn more, visit https://untapyoursalespotential.com

In 2026 my goal is to openly share the lessons, principles and strategies that have helped me become a high-performing seller over the past decade without sacrificing my health or happiness. 

Here is how you can engage with me: 

- Hit the “Follow” button on my profile for regular content on high performance, sales, and happiness (tap the bell icon for reminders)
- Send me a connection request with a note on how you found me or what caught your attention
- Subscribe to my podcast (featured) 

You can also contact me directly at:
	Personal: tanveer.mostafa35@gmail.com
	Business: tanveer@iankoniak.com

 Happy Selling 🙂

Tanveer Mostafa

Starting today, I'll be fasting the next 30 days from sunrise to sunset for the month of Ramadan. Last year was the first time I truly took it seriously and to say it was the most life-changing month of my life wouldn't be an exaggeration. 

I felt the most at peace I ever have, had the best career month I ever have, and felt the most connected I'd ever been to god and the people around me. That's why I'm excited as ever for this one. 

Now a lot of people might think that fasting is just no food and drink all day - but it's really a lot more than that. What many people don’t realize is that the true essence of Ramadan isn’t about deprivation, it’s about detachment. It’s a time to step away from material pursuits and worldly success, and instead reconnect with what truly matters: spirituality, generosity to those in need, and deepening your relationship with God.

It's a time for slowness, silence and stillness. For reflection and remembrance. 

The whole point of fasting is so that you quiet the mind. When you're not thinking about your next meal all the time, you have more space to truly go within. To truly let go and let god. 

This year my focus is on spending less time on my phone and more time reading. Less time filling the white space in those little pockets throughout the day and instead stepping back and giving myself the opportunity to embrace the silence of the moment. 

This is going to be a good one. Ramadan Mubarak to all my brothers and sisters.

CRO @ Untap Your Sales Potential | I write about sales, high-performance and happiness | Schedule your free sales strategy call with my team👇🏽

I'm at that stage of my life where I'm appreciating the small things much more than the big ones.

A warm cup of espresso
Slow mornings
Long walks
Sunny weather
The ability to run, jump and lift

I'm starting to believe that a rich life is just the sum of all these little things. Is it just me that feels that way?

Research suggests that 75%-90% of all doctor visits are prompted by issues caused or exacerbated by stress. The majority of that stress is work-related. 

I'm not surprised. I've faced a myriad of health issues in my endless pursuit of achievement. To be honest there were days where I've felt like I was one bad day away from a heart attack.

If you're a chronic high-achiever like me than you probably know what I'm talking about.

So what do you do, quit your job? Become a monk? Live in the woods?

While that can be tempting it's not realistic nor desired for most people. Instead, you want to focus on redefining your relationship with stress and increase your capacity to deal with it when it comes up. 

Here are 3 specific things I did to improve my relationship with stress.

1) Breathwork

It's magical what's possible with the simple power of your breath. You can go from feeling like the world is about to end to feeling like nothing can stop you within a matter of minutes. This really helped me slow down and tune into what was actually going on inside my mind, body and soul. 

Shoutout to my breathwork coach Kindra Fox 🦋 for starting me on this journey. Now it's a regular practice.

2) Surrender

This one's a hard one to wrap your head around but works wonders when you embrace it. This is a concept wherby you relinquish the idea that you can control the world around you. This was particularly difficult for me to accept given that as an achiever, I grew up feeling like I had to bend the universe to my will in order to "make things happen". 

In reality I experienced the best results in my life and career once I embraced surrender ie. letting go of expectations and attachments to outcomes. My focus on a day to day basis shifted from "what I was doing" to "who I was being".

For more on this checkout Michael Singer's and Dr. David Hawkins books (The Untethered Soul and Letting Go, The Pathway to Surrender). 

3) Turn down the volume

The world is too damn loud, now more than ever. Everywhere you look it's doom and gloom. On top of that, it's so easy to get distracted during a time where cheap dopamine is readily available to everyone at anytime with social media/porn/news etc. 

I started saying no more. Got tired of not being able to hear my own voice. Not giving myself space to sit with my feelings. I missed the days where I used to get lost in my thoughts.

By  routinely disconnecting (ie. deleting apps, social media, etc), taking more regular vacations (check out Douro valley below) and unplugging (music, self-help videos, and the like) I gave myself more time to sit with myself.

That time invited silence, stillness and slowness into my life which has helped me better navigate my stress when it comes up instead of suppressing it with digital escapism.

If you struggle with stress, don't try to do all of these 3 things at once. Commit to one. 

I promise you, your life will transform.

The people you look up to are not necessarily smarter than you, better than you or even more talented. They just have an almost delusional level of self-belief and an uncomfortable capacity to fail over and over and get back up again every single time. 

As Bruce Lee once said "do not pray for an easy life. pray for the strength to endure a difficult one". 

Embrace risk. Embrace failure. Embrace yourself and everything you know you're capable of. 

That's where all the gold is ladies and gentleman. 

Society rewards those who take big swings.

Federico Presicci

Global Sales Enablement Manager

Crafting Sales Enablement Systems 📈 Turning Inconsistent Sales Execution into Scalable Success | Mindfulness & Emotional Intelligence in Sales | MEDDPICC Certified | ICF Business Coach | Meditation Teacher 🧘🏽‍♂️

Do you understand what “enablement” truly means and the value it can bring?

Ciao, I’m Federico 👋

Enablement isn’t just a function, strategy, or process.

It’s a mindset and a discipline that transforms how organisations empower customer-facing teams, support buyers, and align for growth.

Yet, too often, it’s misunderstood – boxed into narrow tasks like:

“Training delivery.”
“Content creation.”
“Sales tools management.”

But here’s the truth👇

Enablement exists to empower customer-facing teams to achieve meaningful business outcomes. 

It equips them with the training, resources, processes, support, and tools they need to produce high-quality outputs on which their job goals depend.

Enablement bridges the gap between potential and performance, providing a certain set of “means” for someone to achieve something.

Over the years, I’ve seen organisations invest heavily in enablement initiatives that fail to stick.

I know because I’ve made those mistakes too.

Early in my career, I focused on fixing performance at the individual level, only to realise that the system itself was holding people back.

I learnt the hard way that no amount of training or resources can succeed without addressing the foundational barriers within the organisation.

That’s where I come in.

I help founders, CEOs, and revenue leaders diagnose systemic blockers to performance and empower enablement professionals to amplify their impact.

Whether you’re just starting to explore enablement or scaling an existing function, I’m here to help.

Enablement, done right, can be your organisation’s competitive edge.

If you’re ready to unlock that edge, join me on this journey: follow my content, take one of my assessments, or reach out directly. 
_____

Subscribe to my sales enablement newsletter: https://federicopresicci.com/newsletter/

Check out my sales enablement blog: https://federicopresicci.com/blog/

Chief Editor & Enablement Strategist 

I am the leading creator and strategist for this blog which serves as a compass in the complex world of sales and enablement. 

Here, you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams.

Sales discovery is hands down one of the most important capabilities in the sales cycle.

It shapes how well reps understand buyers, how accurately they position value, and how confidently they move deals forward.

And yet, what makes discovery effective is rarely broken down into something reps can consistently execute in real conversations.

Reps are told to “ask good questions.”
To “dig deeper.”
To “uncover pain.”

But the structure behind great discovery often lives only in the heads of top performers.

---

That’s why – in partnership with Hyperbound – I created a Discovery Meeting Guide + Template that gives reps a clear structure for running strong first discovery calls.

It covers:

• A simple, repeatable discovery call flow
• Talk tracks for framing and setting the upfront contract
• A structured questioning model (open → probing → closed)
• How to weave value into the conversation naturally
• A closing framework to surface alignment, blockers, and next steps

In short: less improvisation, more intentional discovery.

This one-pager sits alongside my full guide on how to build world-class discovery training. 

The full guide goes deeper into:

🔹 Designing discovery training around observable behaviours
🔹 Breaking discovery into coachable components
🔹 Reinforcing skills beyond the classroom
🔹 Measuring impact, not just attendance

---

💭 How confident are you that your team runs discovery in a structured, repeatable way? 

If you’d like the discovery one-pager + template + full discovery training guide, drop “sales discovery” below and I’ll share everything.

✌️

#sales #salesenablement #salestraining

Building Enablement Systems for Scalable Revenue Growth 📈 | Strategy, Systems Thinking, and Behavioural Design | Founder, Enablement Edge Network 🌐

A month ago, I went through some of the hardest days of my life.

At the end of a normal working day, I was hit by sudden vertigo.

Within hours, it spiralled into something severe.

For three days, I couldn’t get out of bed. Barely able to eat and use the bathroom because any movement triggered violent vomiting.

The week after wasn’t much better. 

Luckily, one of my best friends was with me and helped me through it.

Try to imagine this: you stare at the room, and everything spins – fast, relentlessly, for hours. 

That’s when I understood what it really means to be powerless and incapacitated.

As someone who likes control, this was the ultimate emotional test.

Those days "broke" me.
Physically.
Psychologically.
In a way nothing else ever had.

And I’ll be honest – in the first days, fear crept in intensely. 

The kind of fear where you start wondering:

What if this doesn’t pass?
What if things don’t go back to normal?
What if this is it?

Being stuck in bed with nothing to do gives you time.
Too much time, maybe.

And that’s why I’m writing this.

Because when health is suddenly at stake, clarity arrives fast.

I wasn’t thinking about achievements, accolades, LI followers, or career. 

None of that mattered.

What mattered were different questions:

Was I moving in a direction that truly fulfilled me?
Was I experiencing the process – or just moving from one thing to the next?
Was I nurturing the relationships that actually matter?
Was I present enough with my parents and friends?
Was I acting with integrity and authenticity? 

I realised – again, but much deeper – that life is just a sequence of moments.

And rushing through them has no inherent purpose.

What are we rushing for, exactly?
Time is moving anyway.
Relentlessly.
Towards the only certainty we all share. 

This doesn’t mean giving up ambition; it means finding a better pace and rhythm – one that allows us to feel more grounded, nurtured, and aligned. 

Also, when you realise how quickly things can change, you also realise there isn’t always going to be a “later”.

Some changes can’t be postponed indefinitely.
Some conversations can’t wait.
Some truths become heavier the longer we avoid them.

---

One other thing.

After the worst had passed, the first food I ate was a rice cake, a carrot, and some celery.

For the first time, I truly tasted the rice in the cake. 
I noticed how fresh the carrot was.
How the celery hydrated every corner of my mouth.

I was just... there.

---

I’ve now almost fully recovered.

In the end, it seems this was caused by a virus that inflamed one of the nerves responsible for balance. 

This experience was brutal, but also illuminating.

While I was in bed, unable to do anything, all I wanted was to feel normal again.

I yearned to walk, eat, and sit upright without the room spinning.

The smallest things suddenly felt like everything.

Sometimes it takes losing the ordinary to understand its weight.

Don’t forget to cherish it, friends. 

💭

#life

Sales coaching is one of the most talked-about levers in sales performance.

And one of the least consistently executed.

Most leaders say coaching matters.
Most reps say they want more of it.

Yet in many teams, coaching ends up being:

❌ irregular
❌ reactive
❌ focused on numbers, not skills
❌ squeezed between meetings

So, the issue doesn't seem to lie in intent but in consistency and structure. 

---

The data on this is fascinating.

I went deep into 22+ recent research reports and studies focused specifically on sales coaching to extract the most decision-relevant statistics (2026 edition).

I am referring to numbers that show:

🔹 what effective coaching actually looks like
🔹 where most organisations fall short
🔹 how coaching quality links to performance
🔹 what high-performing teams do differently

...and help you answer questions like:

• How big is the real impact of coaching?
• How often should coaching actually happen?
• What do top managers focus on during coaching?
• Where do most coaching systems break down?

If you work in enablement, lead a sales team, or manage managers, this gives you:

✅ Evidence to justify investing in coaching systems
✅ Benchmarks to compare your current approach
✅ Insight into what to change first
✅ Data to move the conversation beyond “we should coach more”

Coaching should not be viewed as a standalone "tool." 

Instead, it should be an integral part of a solid performance system.

---

💬 What’s the biggest coaching gap you see in your organisation today?

If you’d like the sales coaching statistics one-pager + full report, drop “coaching statistics” below and I’ll share it with you.

✌️

#sales #salesenablement #salescoaching

Outbound becomes ineffective when teams try to scale effort before they build a system.

More messages, more calls, more sequences… 

...but no clear decisions about who deserves effort, when it’s actually the right moment to reach out, or how outreach should run across accounts and buying groups. 

That’s when activity grows, but pipeline doesn’t.

In today's B2B market reality, strategy and system thinking must come before execution.

So in partnership with lemlist – a leading multichannel prospecting platform – I put together the ultimate step-by-step guide on how to build a repeatable outbound system.

And I distilled the whole thing into a practical one-pager you can apply with your sales organisation and teams. 

---

Here’s what the guide + one-pager cover:

1️⃣ ICP definition and account prioritisation – How to identify the accounts that actually deserve outbound effort.

2️⃣ Account tiering and effort allocation – Structuring your universe so attention matches potential value.

3️⃣ Signal-led prioritisation – Using intent, triggers, and access signals to decide when timing is right.

4️⃣ Outbound coverage and operating rhythm – Start rates, active account caps, and buying-group coverage that teams can sustain.

5️⃣ Manual vs cadence-led outreach – Knowing when to open manually and when to rely on structured sequences.

6️⃣ Personalisation governance at scale – How to distribute high, low, and zero personalisation across stakeholders deliberately.

Outbound still works.

But it only becomes predictable when you treat it as a system of decisions rather than just a sequence of activities.

---

💭 Which part of outbound tends to create the most friction in your team today?

If you want the one-pager + full guide, drop “outbound system” below, and I’ll share it with you. 

#sales #outboundsales #salesenablement

The sales role has changed dramatically.

Automation and AI self-serve have absorbed more of the simpler transactional sale. 

For more complex deals, sellers now spend less time with buyers.

As a result, when they do, the moments carry more weight.

More stakeholders.

Higher expectations from buyers.

And yet…

In many organisations, sales training still looks like it did years ago.

Same formats.
Same assumptions.
Same idea that “a good session” = performance improvement.

The research tells a different story.

---

I put together a dedicated sales training statistics report (2026 edition), expanding on my wider enablement statistics work.

This time, I didn’t just use recent vendor research.

I also went into academic journals like:

• Journal of Personal Selling & Sales Management
• Industrial Marketing Management
• Journal of Marketing

Some of these studies are quite old.

But what’s striking is how relevant they still feel – because they describe a reality we’re still living in:

👉 The sales job evolves.
👉 Buyer expectations rise.
👉 Training must evolve with them – or it becomes noise.

---

Inside the report, the data helps answer questions like:

🔹 What actually makes sales training effective?
🔹 Why does most training fail to translate into behaviour change?
🔹 How do reinforcement and manager involvement change outcomes?
🔹 Where does training sit in the wider performance system?

If you work in enablement, lead sales teams, or design learning, this gives you:

✅ Evidence to ground training conversations in research
✅ Clarity on where training helps – and where it can’t act alone
✅ Insight into why “one-off events” rarely work
✅ Data to design training that supports real behaviour change

Remember that training alone is rarely the solution.

It’s one lever – and its impact depends on how the system around it works.

---

💬 What’s the biggest gap you see between how sales roles have evolved and how training is still delivered?

If you’d like the sales training statistics one-pager + full report, drop “training statistics” below and I’ll share it with you.

✌️

#sales #salesenablement #salestraining

In enablement interviews, knowing what to do helps.

Knowing what not to do helps even more.

Many capable candidates fail interviews because of small, repeatable mistakes they are unaware of that quietly weaken the way they come across.

Over the past few months, I spoke with and surveyed 25 enablement leaders and practitioners who have collectively sat on hundreds of interview panels (I’ll tag them in the comments).

Different companies.
Different roles.
Different seniority levels.

The patterns were remarkably consistent.

---

That’s what led me to document the 13 most common sales enablement interview mistakes as a way to make interviews clearer from both sides of the table.

What surprised me most?

These mistakes are rarely about enablement knowledge.

They’re about judgement under pressure.

They show up when candidates:

• default to abstract language instead of concrete experience,
• talk fluently but don’t ask meaningful questions
• describe activity without explaining impact
• rely on rehearsed frameworks instead of listening
• misread the role, the environment, or the dynamics in the room

In other words, the issue is almost never: “I don’t understand enablement.”

It’s usually: “I’m not sending the signal I think I’m sending.”

So I turned the insights into:

• A one-pager you can use as a pre-interview guardrail
• A full guide that breaks each mistake down into what it looks like, why it happens, and how strong candidates avoid it. 

---

💭 Which interview mistakes do you only notice after the conversation is over?

If you’d like the one-pager + full guide, drop below “interview mistakes” and I’ll share them with you.

✌️

#sales #salesenablement #salesenablementinterviews

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The Battle

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Federico Presicci

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