Tim McCarrey's Linkedin Analytics

Leadership isn’t about being fearless. It’s about showing up when you’re scared… …and trusting yourself to figure it out once you’re in the game. When I first stepped into leadership, I wasn’t fearless. Far from it. I worried about whether I could really lead a team. I worried about making the wrong call. I worried about being exposed as "just another rep" pretending to be a leader. Nobody tells you this early on: You won’t feel ready. There’s no magic moment where you “know enough” or “feel confident enough” to lead. Leadership doesn’t happen after you stop feeling fear. Leadership happens when you feel it—and step forward anyway. And here's what I learned: - You won’t have all the answers on day one. - You will make mistakes. - You will have tough conversations. - You will feel like an imposter sometimes. But the best leaders don’t pretend they’re fearless. They act with courage in spite of fear. They bet on their ability to learn, adapt, and grow. Because when you keep showing up, day after day, in spite of the fear? You earn your own respect first. And once you respect yourself as a leader—others will too. If you’re stepping into leadership and feeling scared? Good. It means you care. Now it’s time to trust yourself enough to take the next step. See YOU in the gym. On purpose… WITH purpose. -Timmy

You don’t need a “better script” to close more deals. How to double your close rate (without shady tactics): I’ve watched reps chase every new trick in the book: → Rewriting scripts → Memorizing objection handlers → Running 17 A/B tests a week Sure, some of it helps. But here’s the brutal truth: No script in the world can save a rep who doesn’t listen. Let’s run the numbers: You’re on a discovery call. You’re talking 80% of the time. You ask surface-level questions. You push the close before they’re ready. What happens? ❌ They stall. ❌ They ghost. ❌ They “need to think about it.” Now flip the script. You listen 80% of the time. You ask sharp, thoughtful questions. You make them feel understood—better than anyone else has. What happens? ✅ They lean in. ✅ They open up. ✅ They ask you how to move forward. Sales isn’t about pressure. It’s about presence. So no—you don’t need a better script. You need a better approach. One built on trust, connection, and the courage to shut up and listen. See YOU in the gym. On purpose, WITH purpose. —Timmy PS. If you're serious about crushing your sales goals, let’s talk. I’m bringing on a few more reps who are ready to hit (and surpass) their targets. DM me “GYM” and let’s chat.

I don’t care if you’ve got an MBA. I don’t care if you’ve been in the game 20 years. I don’t care if you work from home, the office, or the local coffee shop. I care about how you lead. Because leadership isn’t about checking boxes. It’s about showing up and making people better. Here’s what I’ve learned after decades of building teams and coaching sales athletes: 𝟭. 𝗔𝘁𝘁𝗶𝘁𝘂𝗱𝗲 𝗯𝗲𝗮𝘁𝘀 𝗰𝗿𝗲𝗱𝗲𝗻𝘁𝗶𝗮𝗹𝘀 I’ll take hunger over a résumé any day of the week. Grit, humility, and a growth mindset—those are non-negotiables. Aptitude can be taught. Drive can’t. 𝟮. 𝗖𝗹𝗮𝗿𝗶𝘁𝘆 𝗶𝘀 𝘆𝗼𝘂𝗿 𝘀𝘂𝗽𝗲𝗿𝗽𝗼𝘄𝗲𝗿 People don’t fail because they’re lazy. They fail because they’re unclear. Define what “good” looks like, and you’ll get more of it. 𝟯. 𝗗𝗼𝗰𝘂𝗺𝗲𝗻𝘁 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 If it’s important, don’t just tell—show. Record it. Write it down. Walk your team through it. The best leaders don’t hoard knowledge. They share it. 𝟰. 𝗠𝗶𝗰𝗿𝗼𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝗸𝗶𝗹𝗹𝘀 𝘁𝗿𝘂𝘀𝘁 If you hired someone but can’t trust them to execute… That’s not a people problem. That’s a leadership problem. Great leaders set the vision, teach the playbook, and get out of the way. Because at the end of the day… The quality of your team will never outgrow the quality of your leadership. And that all starts with how YOU show up. See YOU in the gym today! On purpose... WITH purpose. -Timmy

Sales Athletes—read this twice: Most reps wait to feel confident… Before they act confident. That’s backwards. Confidence doesn’t show up when everything’s smooth. It shows up when you don’t flinch during the storm. I had a rep—sharp, skilled, knew the playbook cold. But when the deal got messy, he folded. Because his confidence was only there when it was easy. What changed him? Not hype. Not more wins. It was Reps under pressure: 👉 Speaking up when unsure 👉 Resetting after a blown call 👉 Staying locked in when tired, rattled, or doubting everything Confidence is a skill. You train it like a muscle. Daily 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 to TRAIN confidence: 💪 Do...2 minutes of breathwork before a call. 💪 Do...1 bold move you’d normally avoid. 💪 Do...1 bounce-back rep after you get rocked. Stop waiting to feel perfect. 𝙎𝙩𝙖𝙧𝙩 𝙨𝙝𝙤𝙬𝙞𝙣𝙜 𝙪𝙥 𝙤𝙣 𝙥𝙪𝙧𝙥𝙤𝙨𝙚. Because the real Sales Athletes? They don’t wait for the game to get easier. They get stronger, right in the middle of it. See YOU in the gym today. On purpose...WITH purpose! Timmy

Is stepping up to the whiteboard in the middle of a sales call a lost art? Back in my days of leading high-performance sales teams, there was one weapon I always kept sharp: The whiteboard. I can’t count the number of deals that were won - or lost - right there in front of it. Here me out on this... A whiteboard isn’t just a surface. It’s a stage. It’s like drawing up the game-winning play in the huddle, where complex strategies turn into clear routes, and the vision isn’t just talked about, it’s sketched out right in front of your customers. I remember one specific pitch. We were deep into the game with a massive fintech firm. The decision-makers were on the call - stone-faced, skeptical, arms crossed. We could feel the resistance in the room. My rep - an absolute Sales Athlete - didn’t flinch. She grabbed a marker, stepped up to the whiteboard like a QB in the huddle, and said: "Let me show you something." For the next 15 minutes, she ran the perfect play: 👉 Mapped out their landscape - not just talked about it. 👉 Outlined their pain points and risks - clear as day. 👉 Showed exactly how we fit into their world. It wasn’t a speech. It was a game plan - drawn out, step by step. Visual. Clear. Real. When she put the marker down? It was like Barry Sanders casually handing the ball off to the ref after ripping off an 80-yd TD run. Been there. Done that. Their questions shifted from “Why should we do this?” to “How soon can we start?” The whiteboard isn’t just a prop. It’s a trust builder. A clarity amplifier. A differentiator. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 to Sell Like You’re a QB in the Huddle with a Whiteboard: 𝗗𝗿𝗮𝘄 𝗧𝗵𝗲𝗶𝗿 𝗣𝗮𝗶𝗻 𝗣𝗼𝗶𝗻𝘁𝘀 𝗟𝗶𝗸𝗲 𝗬𝗼𝘂 𝗠𝗲𝗮𝗻 𝗜𝘁 💪 Don’t just talk about their problems—sketch them out. 💪 Map the risks, spotlight the gaps. Make it real. 𝗧𝗲𝗹𝗹 𝘁𝗵𝗲 𝗦𝘁𝗼𝗿𝘆 𝘄𝗶𝘁𝗵 𝗬𝗼𝘂𝗿 𝗠𝗮𝗿𝗸𝗲𝗿𝘀 💪 Walk them through where they are vs. where they want to be. 💪 Make it so clear they can almost touch it. 𝗨𝘀𝗲 𝗕𝗲𝗳𝗼𝗿𝗲 𝘃𝘀. 𝗔𝗳𝘁𝗲𝗿 𝗳𝗼𝗿 𝗖𝗹𝗮𝗿𝗶𝘁𝘆 💪 Show the ugly "before" and the powerful "after." 💪 Not just visual—it's emotional. 𝗣𝗮𝘂𝘀𝗲 𝗮𝗻𝗱 𝗔𝘀𝗸 𝗠𝗶𝗱𝘄𝗮𝘆 💪 Draw… pause… then ask: “Does this look familiar?” 💪 Their nods or questions? Gold for adjusting on the fly. 𝗪𝗿𝗮𝗽 𝗜𝘁 𝗨𝗽 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗣𝗮𝘁𝗵 𝗙𝗼𝗿𝘄𝗮𝗿𝗱 💪 Map out next steps like a game plan. 💪 Give them a clear visual of what winning looks like. Because sometimes, a whiteboard and a marker are all you need to draw up the win. See YOU at the "whiteboard" today. On purpose...WITH purpose! Timmy

Life's too rich to spend all your time working... Balance is healthy, and health is true wealth. In our relentless pursuit of success, it's easy to let work consume our lives. But remember, no amount of professional achievement can replace the moments lost with loved ones or the personal joy missed in the name of career advancement. This weekend, I challenge you to truly unplug. Spend that time with your family, take your dog for a long walk, or just sit back with a book you've been meaning to read. These moments of disconnect are important not just for mental relaxation but for deep, meaningful connections that enrich our lives outside of the Sales Arena. Press the pause button. Ditch the phone. Be truly present. And enjoy the presents! 𝗪𝗵𝗮𝘁'𝘀 𝗬𝗢𝗨𝗥 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝘄𝗮𝘆 𝘁𝗼 𝘂𝗻𝗽𝗹𝘂𝗴 𝗮𝗻𝗱 𝗯𝗲 𝗽𝗿𝗲𝘀𝗲𝗻𝘁? On purpose...WITH purpose! Timmy #gratitude

Your culture doesn’t show up in slide decks. It shows up when no one’s watching. When pressure is high When deals fall through When targets feel impossible When leadership isn’t in the room That’s when the real culture steps in. Focus 3 believes that 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 𝗰𝗿𝗲𝗮𝘁𝗲 𝘁𝗵𝗲 𝗰𝘂𝗹𝘁𝘂𝗿𝗲 𝘁𝗵𝗮𝘁 𝗱𝗿𝗶𝘃𝗲𝘀 𝘁𝗵𝗲 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿 𝘁𝗵𝗮𝘁 𝗽𝗿𝗼𝗱𝘂𝗰𝗲𝘀 𝗿𝗲𝘀𝘂𝗹𝘁𝘀. And Tim Kight said it best: “𝙔𝙤𝙪 𝙙𝙤𝙣’𝙩 𝙜𝙚𝙩 𝙩𝙝𝙚 𝙘𝙪𝙡𝙩𝙪𝙧𝙚 𝙮𝙤𝙪 𝙬𝙖𝙣𝙩. 𝙔𝙤𝙪 𝙜𝙚𝙩 𝙩𝙝𝙚 𝙘𝙪𝙡𝙩𝙪𝙧𝙚 𝙮𝙤𝙪 𝙗𝙪𝙞𝙡𝙙.” So what are you building? Here’s the ultimate truth from my 40+ years in the Sales Arena: Your sales reflect your behavior Your behavior reflects your culture And your culture reflects your leadership If your team isn’t performing, don’t start with the numbers. Ask yourself: What behavior have you allowed? What behavior have you modeled? What behavior have you reinforced? Culture isn’t a motto. It’s a muscle. And the strongest teams? They train it. Daily. In the dark. Reps and sets. Under pressure. That’s what makes it real. That’s what makes it sustainable. Because when nobody's looking, your culture still performs. The question is: does it perform well? See YOU in the gym today. On purpose… WITH purpose! Timmy www.focus3.com

If you want to build a championship team you have to Celebrate more than just the scoreboard. I’ve seen it over and over… Sales leaders waiting until the big deal closes to celebrate. Like the only thing that matters is the scoreboard. Look, I’m all for winning. I want the people I coach at the top of the leaderboard every single quarter. But if you only ring the bell when the contract’s signed, you’re missing the best part. Real growth! It happens in the ugly reps. The days when you get kicked in the teeth and show up anyway. The calls that get hung up on. The deals that fall through. Do you think that stuff doesn’t matter? That’s where the real magic happens. That’s where toughness is built. 𝗧𝗶𝗺𝗺𝘆𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗶𝗻𝗴 (𝗘𝘃𝗲𝗻 𝗠𝗼𝗿𝗲 𝗧𝗵𝗮𝗻 𝘁𝗵𝗲 𝗪𝗶𝗻): 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗙𝗼𝗰𝘂𝘀 💪When they block out the noise and lock in. 💪 That rep who dials with blinders on while the rest of the office is chatting? That’s the one to watch. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗕𝗲𝗵𝗮𝘃𝗶𝗼𝗿 💪 When they make the right call, even when it sucks. 💪 Gritting through objections. Sticking to the script. Following up…again. Example: 𝘞𝘩𝘦𝘯 𝘚𝘢𝘮 𝘧𝘰𝘭𝘭𝘰𝘸𝘦𝘥 𝘶𝘱 𝘧𝘰𝘳 𝘵𝘩𝘦 𝘴𝘪𝘹𝘵𝘩 𝘵𝘪𝘮𝘦 𝘢𝘯𝘥 𝘧𝘪𝘯𝘢𝘭𝘭𝘺 𝘨𝘰𝘵 𝘵𝘩𝘦 𝘮𝘦𝘦𝘵𝘪𝘯𝘨. 𝘠𝘰𝘶 𝘵𝘩𝘪𝘯𝘬 𝘐’𝘮 𝘯𝘰𝘵 𝘤𝘦𝘭𝘦𝘣𝘳𝘢𝘵𝘪𝘯𝘨 𝘵𝘩𝘢𝘵? 𝘠𝘰𝘶 𝘣𝘦𝘵 𝘺𝘰𝘶𝘳 𝘢𝘴𝘴 𝘐 𝘢𝘮. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗘𝗳𝗳𝗼𝗿𝘁 💪 When they grind it out, even when they’re running on fumes. 💪 150 calls. 3 demos. 2 cancellations. And they’re still smiling. That’s effort. That’s what winning teams are made of. 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗚𝗿𝗶𝘁 💪 When the deal dies, and they come back swinging. 💪 I’m talking chin down, hands up, and still throwing punches. Example: 𝘊𝘩𝘳𝘪𝘴 𝘭𝘰𝘴𝘵 𝘵𝘩𝘳𝘦𝘦 𝘥𝘦𝘢𝘭𝘴 𝘭𝘢𝘴𝘵 𝘮𝘰𝘯𝘵𝘩. 𝘚𝘩𝘰𝘸𝘦𝘥 𝘶𝘱 𝘔𝘰𝘯𝘥𝘢𝘺 𝘸𝘪𝘵𝘩 𝘮𝘰𝘳𝘦 𝘧𝘪𝘳𝘦 𝘵𝘩𝘢𝘯 𝘦𝘷𝘦𝘳. 𝘛𝘩𝘢𝘵’𝘴 𝘵𝘩𝘦 𝘬𝘪𝘯𝘥 𝘰𝘧 𝘨𝘳𝘪𝘵 𝘵𝘩𝘢𝘵 𝘮𝘢𝘬𝘦𝘴 𝘤𝘩𝘢𝘮𝘱𝘪𝘰𝘯𝘴. The Bottom Line: If you’re only throwing high fives when the deal is signed… You’re missing 90% of the battle. Celebrate the grind. Celebrate the resilience. Celebrate the fight. Because that’s what builds a team that’s impossible to beat. See YOU in the gym today. On purpose… WITH purpose! Timmy

Your workout is a 1:1 with yourself. Own it. In the sales arena, you wouldn’t blow off a meeting with your biggest prospect, right? So why do so many people cancel the most important meeting of all? The one with themselves. I’m talking about that daily workout. The time you set aside to sharpen your edge. To get stronger, tougher, and more resilient. 40 years in the Sales Arena taught me one thing: If you don’t make time for yourself, this arena will chew you up and spit you out. Because sales is a mental game as much as it is a numbers game. And if you’re not strong in mind and heart you won’t last long in the Sales Arena. 𝗪𝗵𝘆 𝗬𝗼𝘂𝗿 𝗪𝗼𝗿𝗸𝗼𝘂𝘁 𝗠𝗮𝘁𝘁𝗲𝗿𝘀 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀: 💪 𝗗𝗶𝘀𝗰𝗶𝗽𝗹𝗶𝗻𝗲 𝗕𝗲𝗮𝘁𝘀 𝗠𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 - Motivation is a spark; discipline is the fire that keeps burning. The days you don’t want to show up? That’s when it matters most. 💪 𝗠𝗲𝗻𝘁𝗮𝗹 𝗧𝗼𝘂𝗴𝗵𝗻𝗲𝘀𝘀 𝗶𝘀 𝗕𝘂𝗶𝗹𝘁, 𝗡𝗼𝘁 𝗕𝗼𝘂𝗴𝗵𝘁 - standard over feelings. When you show up for yourself, you train your mind to push through anything. 💪 𝗙𝗼𝗰𝘂𝘀 𝗜𝘀𝗻’𝘁 𝗙𝗼𝘂𝗻𝗱; 𝗜𝘁’𝘀 𝗖𝗿𝗲𝗮𝘁𝗲𝗱 - Focus is a habit, not a switch. Your workout is a non-negotiable. It sharpens your mind to cut through the noise. 💪 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 𝗖𝗼𝗺𝗲𝘀 𝗳𝗿𝗼𝗺 𝗞𝗲𝗲𝗽𝗶𝗻𝗴 𝗣𝗿𝗼𝗺𝗶𝘀𝗲𝘀 𝘁𝗼 𝗬𝗼𝘂𝗿𝘀𝗲𝗹𝗳 - That workout? It’s a promise. Every rep is a deposit into your confidence bank. Skip it? You’re making withdrawals. Here’s the deal: If you cancel on yourself, you’re training your brain to think it’s okay to cancel on your goals. And if you’re doing that in the gym, I guarantee it’s bleeding into your calls, your pipeline, your numbers. So treat that workout like it’s your biggest client. Show up. Put in the reps. Build that momentum. 𝗕𝗲𝗰𝗮𝘂𝘀𝗲 𝘀𝗼𝗺𝗲𝘁𝗶𝗺𝗲𝘀 𝘁𝗵𝗲 𝘁𝗼𝘂𝗴𝗵𝗲𝘀𝘁 𝘀𝗮𝗹𝗲 𝘆𝗼𝘂’𝗹𝗹 𝗲𝘃𝗲𝗿 𝗺𝗮𝗸𝗲… 𝗜𝘀 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗼𝗻 𝘆𝗼𝘂𝗿 𝗼𝘄𝗻 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹. See YOU in the gym today. On purpose...WITH purpose! Timmy www.focus3.com

Instead of chasing titles ask yourself... "Do I respect the person I'm becoming?" We chase titles. Promotions. Pay bumps. Recognition. But here’s the gut-check: Are you leading yourself with integrity? Are you happy with the person you are becoming? Are you showing up for your family after the workday ends? Are you proud of how you treat people when no one's watching? 𝙎𝙪𝙘𝙘𝙚𝙨𝙨 𝙞𝙨𝙣’𝙩 𝙟𝙪𝙨𝙩 𝙖𝙗𝙤𝙪𝙩 𝙬𝙝𝙖𝙩 𝙮𝙤𝙪 𝙚𝙖𝙧𝙣. 𝙄𝙩’𝙨 𝙖𝙗𝙤𝙪𝙩 𝙬𝙝𝙤 𝙮𝙤𝙪 𝙗𝙚𝙘𝙤𝙢𝙚 𝙬𝙝𝙞𝙡𝙚 𝙚𝙖𝙧𝙣𝙞𝙣𝙜 𝙞𝙩. 💪 Chase growth. 💪 Chase purpose. 💪 Chase becoming the kind of person your younger self would admire. The title on your LinkedIn profile matters... But the one you live out in real life? That’s the one that defines you. See YOU in the gym today. On purpose...WITH purpose! Timmy

I used to think leadership meant having all the answers. I was wrong. The strongest leaders I know practice something I've come to value deeply: authentic vulnerability. The honest sharing of: - Uncertainties - Challenges - and even failures The first time I admitted to my team at Duo Security that our strategy wasn't working and I didn't have an immediate solution, something unexpected happened: Instead of losing confidence in me, they leaned in. Instead of disengaging, they contributed. Instead of hiding problems, they surfaced them early. We didn’t grow from $10M to $100M by keeping things close to the chest. We grew because the team felt safe to collaborate without judgement. Vulnerability isn't weakness disguised as authenticity. It's an approach that builds psychological safety, generates better solutions, and creates genuine loyalty. The paradox of modern leadership: Showing your humanity doesn't diminish your authority. It amplifies it. What could you share with your team today that might unlock their full potential?

The most important thing you’ll read on LinkedIn today: Your initial commitment gets you in the game. But your recommitments determine if you win it. Starting something new is the easy part. Signing up for the gym membership. Buying the course. Making the bold LinkedIn announcement. But here's what I've learned after coaching 100s of high performers: The commitment to start is easy. What's not easy are the many recommitments you need to make to keep going. It's the decision you make at 5AM when the alarm goes off and your bed feels too warm. It's the choice you make when the first strategy fails and doubt creeps in. It's the recommitment you make on day 47 when the initial excitement has faded but the results haven't fully appeared. Your level of perseverance isn't just A factor in success. It's THE factor. Here's how to strengthen your recommitment muscle: 1/ Create a "Why Journal" - When you start something important, write down exactly why it matters. Not the surface reason, but the deep one. On tough days, read it before deciding to quit. 2/ Set "Non-Negotiable Minimums" - Decide the absolute bare minimum you'll do even on your worst days. Make it ridiculously small. But never break the chain. 3/ Find an Accountability Partner who won't accept your excuses - not someone who'll let you off the hook when things get tough. Success isn't a single moment of courage. It's a thousand moments of resolve. See YOU in the gym. On purpose… WITH purpose! —Timmy PS. I'm looking for a few more sales reps who want to consistently exceed their quotas. (Without offensive tactics and overdone techniques) Shoot me a DM with "GYM" and let’s connect.

Every sales rep wants to be trusted. But few ever think about how to earn it. They focus on being liked. On being impressive. On being fast. But trust isn’t built by charm or charisma. Trust is built when people feel you get them. When they know you’ve done your homework. When your questions cut deeper than surface level. And your recommendations sound like they were built for them. That kind of trust? It doesn’t happen by accident. It takes intention. It takes prep. It takes reps. Trust isn’t given. It’s earned—one conversation at a time. See YOU in the gym today. On purpose… WITH purpose. —Timmy

Stop trying to convert unqualified prospects. Here’s how I help sales reps close better deals (without chasing every lead that breathes): Step 1: Target the right people If your prospect isn’t a good fit, it doesn’t matter how smooth your pitch is. In sales, who you’re talking to matters more than what you say. Bad targets = constant resistance Great targets = real conversations Look for buyers who: - Have a real pain - Have budget authority - Know they need help - Have urgency to act If they’re missing 2 or more of those? Keep moving. Step 2: Qualify like a pro A weak discovery = a weak deal (if it even gets that far). You’re not just looking for any pain—you’re looking for the right pain. In every discovery call, I dig deep on: - What’s broken (and how long it’s been broken) - What it’s costing them - What success looks like - Why now? This isn’t just about building rapport. It’s about building a case for action. The best deals don’t feel “closed.” They feel obvious. Step 3: Disqualify fast This is where most reps fall short. They hope bad prospects will magically become good ones. Spoiler: They won’t. Every minute you waste on someone who isn’t a fit is a minute you’re not spending on someone who is. The top reps? They qualify hard and disqualify faster. Because the real pros don’t try to convince the wrong people… They find the right ones and serve the hell out of them. Stop wasting time on maybes. Get crystal clear on who you serve best—and focus all your energy there. See YOU in the gym. On purpose, WITH purpose! -Timmy PS. If you're serious about crushing your sales goals, let’s talk. I’m bringing on a few more reps who are ready to hit (and surpass) their targets. DM me “GYM” and let’s chat.

Talent gets you started. But consistent effort builds legends. I’ve seen it time and time again over 40 years in the sales arena: - The rep who crushed their first few months off raw talent… - The leader who had a natural gift for connecting with people... - The rookie who made it look effortless early on… All of them hit a wall eventually. Because in business—and in life—talent will open the door, but only consistency will keep you in the room. Consistency in how you show up. Consistency in how you prepare. Consistency in how you handle setbacks. The reps who become legends aren’t the ones who have the best months. They’re the ones who stack GOOD days into GREAT weeks into UNSTOPPABLE years. That’s the real game. You don’t need to be the most talented person in the room. You need to be the most reliable. See YOU in the gym. On purpose...WITH purpose! – Timmy

If I woke up today getting shut down on every sales call, here’s how I’d turn “no” into momentum (without being pushy): Most sales reps take a “no” personally. They assume: → Their pitch is broken. → The prospect isn’t serious. → Or worse… that they’re just not cut out for sales. But here’s the truth most never realize: A “no” isn’t rejection. It’s information. Because 9 times out of 10, a "no" isn’t really about: - The product - The price - The timing It’s about uncertainty. Uncertainty about whether the solution will truly solve their problem. Uncertainty about whether it’s worth the investment. Uncertainty about whether this decision is the right one for their team or their future. And uncertainty is a problem you can fix—if you know how to listen for it. Here’s what I would do: 1/ Detach from the outcome. Stop making every “no” a hit to your self-worth. See it for what it is: a signal you need to dig deeper. 2/ Get curious, not defensive. When you hear a "no," respond with calm confidence: → “What’s your biggest hesitation about moving forward?” → “If we could address [their concern], would you feel more comfortable?” → “What would success look like if we got this right?” 3/ Reframe the conversation. Shift the focus away from the product—and back to the prospect’s problem. You’re not selling a product. You’re guiding them toward a better future. 4/ Practice ruthless empathy. Remember: Behind every "no" is a human being managing real fears, pressures, and priorities you may not fully see yet. 5/ Reflect and adjust. After every call, ask yourself: → Did I truly uncover the root of their problem? → Did I make it easy for them to envision success with our solution? → Where did I assume instead of asking? Top performers don’t fear "no." They chase it. Because they know every objection holds the clues they need to win the next conversation. The reps who stay curious and committed through the hard conversations? Those are the reps who build legendary careers. Keep showing up. Keep learning. Keep swinging. See YOU in the gym today. On purpose… WITH purpose! -Timmy PS. If you're serious about crushing your sales goals, let’s talk. I’m bringing on a few more reps who are ready to hit (and surpass) their targets. DM me “GYM” and let’s chat.

Someone’s gotta say it: If your team’s underperforming, it’s NOT because you need another CRM tool. Want to build a high-performing culture? Start by looking in the mirror. Here’s 3 hidden leadership traps that are silently tanking your team’s performance: (no matter how talented your people are) 𝟭/ 𝗬𝗼𝘂'𝗿𝗲 𝗺𝗮𝗻𝗮𝗴𝗶𝗻𝗴 𝗺𝗲𝘁𝗿𝗶𝗰𝘀, 𝗻𝗼𝘁 𝗺𝗼𝗱𝗲𝗹𝗶𝗻𝗴 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿 Most struggling leaders obsess over dashboards. They micromanage numbers instead of inspiring performance. But here’s the truth: Teams don’t rise to the level of your expectations. They rise (or fall) to the level of your example. If you’re skipping prep, rushing through calls, and showing up late to meetings… Don’t expect your team to do any different. 𝟮/ 𝗬𝗼𝘂'𝗿𝗲 𝘁𝗼𝗼 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝘀𝗵𝗼𝗿𝘁-𝘁𝗲𝗿𝗺 𝘄𝗶𝗻𝘀 You push hard to hit the number. But what are you doing to build your people? If you only show up when the scoreboard looks good, your team will never trust you when things get hard. The top players don’t just need a manager. They need a coach. 𝟯/ 𝗬𝗼𝘂'𝗿𝗲 𝗰𝗿𝗲𝗮𝘁𝗶𝗻𝗴 𝗽𝗿𝗲𝘀𝘀𝘂𝗿𝗲, 𝗻𝗼𝘁 𝗰𝗹𝗮𝗿𝗶𝘁𝘆 Confusion is the silent killer of confidence. If your team’s unsure of what success looks like—or why it matters—they’ll hesitate, second-guess, and underperform. Your job as a leader? Remove friction. Set targets. Paint the picture of where you’re going and why it matters. - Define what “great” looks like - Repeat your vision until it sticks - Make expectations so clear they can’t be misunderstood Leadership isn’t about barking louder or measuring more. It’s about becoming the kind of leader people want to follow. One who models discipline. One who coaches, not just corrects. One who makes it easier to win. Because when you grow your people, they grow the results. See YOU in the gym. On purpose… WITH purpose! -Timmy PS. If you want to level up in sales, leadership & life, get my newsletter sent to your inbox every Monday morning. Subscribe here: https://lnkd.in/gcAjhBpY

The most misunderstood superpower in business? Introversion. For decades, introverts have been told: → Be louder → Be flashier → Be someone you're not Especially in high-pressure arenas like sales, leadership, and public speaking. But here’s the truth they don’t tell you: You don’t need to change who you are to succeed. You need to **become more of who you are**. Because the quiet strengths introverts bring to the table? - Relentless focus - Deep listening - Thoughtful communication These aren’t just “nice to have” skills. They’re game-changers. I’m not speaking from theory. I’m speaking from the trenches— As an introvert who spent 40+ years in the sales arena. Here’s what I learned: The world doesn’t need more noise. It needs more clarity. More substance. More people who listen first—and speak with purpose. You don’t have to be the loudest voice in the room. You just have to be the one people trust the most. If you’ve ever felt like you don’t “fit” the traditional mold, good. You were never meant to fit in. You were meant to lead differently. You were meant to thrive. Here are 4 unlikely roles where introverts don’t just survive—they dominate:

The most important metric on your team isn’t pipeline. It’s well-being. According to the 2024 State of Mental Health in Sales report: 📉 70% of salespeople report feeling burned out. 📉 42% struggle with anxiety or depression. 📉 Only 11% say their company provides meaningful mental health support. Let that sink in… You’ve got sales reps waking up every day: - feeling like they’re on a losing streak - drowning in targets - and getting radio silence from leadership. I’ve coached reps through this. I’ve lived through it myself. And I’ve seen the difference that leadership can make. So if you manage a team—or you’re trying to be a better teammate—here’s how to lead with performance and humanity: 𝟭. 𝗡𝗼𝗿𝗺𝗮𝗹𝗶𝘇𝗲 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻. You can’t fix what people are afraid to talk about Start meetings by checking in—for real. Ask, “How are you doing outside of work?” and mean it. 𝟮. 𝗠𝗼𝗱𝗲𝗹 𝗵𝗲𝗮𝗹𝘁𝗵𝘆 𝗵𝗮𝗯𝗶𝘁𝘀. If you answer emails at 11pm, your team thinks they have to, too. Set boundaries. Take time off. Be the example that rest isn’t weakness. It’s strategy. 𝟯. 𝗠𝗮𝗸𝗲 𝘀𝘂𝗽𝗽𝗼𝗿𝘁 𝗽𝗮𝗿𝘁 𝗼𝗳 𝘁𝗵𝗲 𝘀𝘆𝘀𝘁𝗲𝗺. Don’t just say “reach out if you’re struggling.” Offer access to coaching, therapy stipends, or group sessions. Create space for mental resets, not just sales blitzes. Bottom line: The strongest teams don’t just hit quota. They take care of each other along the way. See YOU in the gym. On purpose… WITH purpose. -Timmy PS. If you want to level up in sales & in life, get my newsletter sent to your inbox every Monday morning. Subscribe here: https://lnkd.in/gcAjhBpY

Wake up call for sales reps: You don't lose deals because you're "bad at closing." You lose deals because you missed the real problem earlier in the conversation. I've seen it happen too many times… - The rep rushes through discovery. - They pitch too early. - They assume they know what the prospect needs. And when it comes time to close? Crickets. Objections. Stalls. Not because the product wasn’t good. Not because the pricing was off. But because the rep never fully understood the root problem the prospect was trying to solve. Here’s how you fix it: ✅ Improve your discovery process. Ask deeper questions. Go beyond surface-level pain points. Understand why this matters to them now. ✅ Listen more than you talk. The best reps treat conversations like treasure hunts. Every answer is a clue. Chase clarity, not just "yes." ✅ Validate assumptions early. Don’t assume you’re on the same page — confirm it. Repeat what you heard back to them. Align before you pitch. The best salespeople don't just "close" well. They open well. They discover well. They listen well. And because they do all that, the close happens naturally. Master the beginning of the sale, and the end will take care of itself. See YOU in the gym. On purpose… WITH purpose! -Timmy PS. If you're serious about crushing your sales goals, let’s talk. I’m bringing on a few more reps who are ready to hit (and surpass) their targets. DM me “GYM” and let’s chat.