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Melissa Lakatos

Senior Account Executive at Amazon Ads

Over the past 6+ months, I’ve been leading a global deal with a F1000 customer, and I just got the contract signed on a $114M global agreement for FY26 across 7 countries. For the first couple of months in the deal, I was mostly working through things on my own and didn’t really bring in my UYSP coach Christi Civalier my coach in until February. Back then, there was a moment where I genuinely thought the client was going to walk. I was in Palm Springs for a wedding when we got major pushback on our V1 benefits, and it completely triggered me. I went straight into reactive mode trying to fix everything quickly instead of slowing down and responding from a grounded place. Around that time, I realized how much the stress and pressure had been compounding dealing with the deal, and that I needed to make a real shift in how I was operating if I wanted this to land. That’s when I went all in on pulling Christi into everything. From Feb through close, she helped me slow down, reframe value, stay on the same side of the table with the client, and regulate through a really high pressure process with global stakeholders, internal politics, finance pushback, multiple revisions, a bit of a crazy manager, and a lot of Amazon L10/VP approvals. What I’m most proud of isn’t just closing the deal, but how I showed up after that turning point. I stopped rushing and reacting, started taking a step back when things felt heightened Melissa of 2+ years ago would be shocked, and became much more intentional. I started trusting myself and the value I bring, and leaned into showing more of my personality with the client. That’s when I really stepped into what Christi and I been calling my “L7 self.” This one feels like more than just a win but more like a real shift in how I operate. Big reminder that when you do the hard work on yourself and change your approach, big things can and will happen.

Jimmy Walker

Account Executive at Snowflake

Ian and I first got to know each other when we were both at Salesforce. I ended up going through his program during a really unusual time in my career. About two months into the program, I got laid off and had to completely shift gears. I basically did the program in reverse, I had about five weeks to find a new job, get certified, and crash through the material as fast as possible. Even with that chaos, the training stuck. I passed my certification on the first try and landed a new role. Since then, I’ve continued using the frameworks Ian teaches every day. The YoYo approach has been huge for me, and I’ve incorporated a lot of the strategies into how I run deals. The focus on RGAs and the “big rocks” foundation really changed how I structure my time and prioritize what actually drives results. What’s impressive is that I still use what I learned years later. I actually just came off a record year, and a big part of that came from applying the habits and frameworks from the program. Ian also went above and beyond personally. Even after my access technically ended, he kept me connected to the platform for months so I could keep learning while I got back on my feet. I’m later in my career now and have taken a lot of training over the years. I can honestly say this is one of the best, if not the best sales training programs I’ve experienced. I especially recommend it for people earlier in their career because the foundation it builds is incredibly powerful. I still read the updates, follow the evolution of the program, and it’s great to see how it continues to adapt, especially with AI and new selling strategies. The material works. I’m proof of that.

Michelle McLennan

Account Executive Deel

When I started this program, I was in a new role and sitting at the very bottom of the leaderboard. Two quarters later—after going all in on the Untap Your Sales Potential Gold Program—I finished Q3 2025 as the #1 Mid-Market North America AE for bookings, hitting 220% of my target. This program, this community, and your coaching have truly transformed the way I sell and show up every day. I know I’ve only scratched the surface of your content. There’s still so much more for me to learn and apply. To be honest, I needed proof that things could get better and guidance from someone who had already achieved what I aspired to. When the results weren’t immediate, you—this community—and my coach Christi reminded me to trust the process, keep putting in the work, and let the results follow. And they did. I am excited to share I am going into year 2! Ian, you are the best teacher. I’m grateful for the impact this program has had on me and so many others. If any sales reps have questions about the program, reach out - happy to chat.

Laura Otieno

Account Executive at Red Hat

Untap Your Sales Potential has been the single most impactful program in my sales career. I joined UYSP in April and, within weeks of starting the program, I felt a massive difference in how I work. For years, managers told me I needed to prioritise better and expand my customer network but no one ever showed me how. Untap gave me the tools, frameworks, and mindset to finally make that shift. Working in a large enterprise comes with a lot of internal processes and admin work that can slow you down and test your patience. In my current ‘crisis mode,’ this program is honestly the only thing keeping my head above water. Surprisingly, big companies do not offer trainings like this - Untap is filling a critical gap. At first, I wondered if an American-based program would translate to my role in Switzerland. Not only does it translate, I’ve found that over 90% of what I’ve learned applies directly to my market. I’ve adapted the rest, and it works beautifully. The skills, confidence, and clarity I’ve gained have been invaluable. If you’re in EMEA and on the fence because of cultural differences, I can tell you from experience: this program works. It’s given me more than just sales tactics, it’s given me a way to thrive, even in challenging conditions.

Timm Silva

Alteryx Account Executive

Similar to Ian I felt like I had to make a change after giving birth to my firstborn. 2022 I wrapped my worst year in sales, however I kept pushing and my sales leadership said they still believed in me. They said success comes down to Technology, Talent, and Territory. They believed that I was still trying to do everything I could and the technology was strong so they gave me the confidence to give everything I had in 2023. In the first couple of months of 2023, my daughter was only napping/going to bed while being held. I digested 2-3 hours of Ian's content a night to up my game. I came out of a cannon in 2023 and hit over 140% of my first half quota, renewed an at-risk renewal that was the largest in my segment, and moved them into a contract for 3 years. I sold a deal in June that previous sales leaders said I would never sell. I focused on execution and aligning to big problems that impacted business results. With the same level of execution have built a strong foundation for a successful 2024 and beyond. His training and resources taught me to think big, get to C-Level quickly, and leverage all your resources. With that in mind, I have leveraged my CEO, CRO, CFO, Chief Accounting Officer, Sales Leaders, as well as onsite with a traveling C-Level team. This year I saw my largest commission check, doubling my previous personal record commission. Throughout this training process and program I learned that there is still lots to learn, continue to be laser focused, and solve problems for others Thank you for dedicating your heart and your effort to put this program together.

George Benitez

Senior Enterprise Account Executive

Before joining Untap Your Sales Potential, I was a solid sales rep, but the program helped me become far more intentional, disciplined, and strategic in how I manage opportunities. The biggest impact has been my commitment to the 12 Week Year framework, focusing on the highest-value activities, and becoming comfortable qualifying out deals that aren't worth pursuing. As a result, I've developed much greater confidence running sales cycles, engaging with executives, and prioritizing opportunities that truly move the needle. The results have been significant. I finished last quarter at 217% of quota and am on track for another 200%+ quarter. What I appreciate most about UYSP is that there wasn't one magic tactic. It was the combination of mindset, habits, qualification, accountability, and strategic selling skills that compounded over time. If you're serious about elevating your sales career and becoming a more effective seller, I highly recommend the program.

Kristi KJ Jones

Senior Client Partner

Working with Ian and the UYSP program genuinely opened my eyes to thinking differently about work, productivity, and personal growth. The program changed the way I approach my career in a positive way. One of the biggest values for me was the network. Ian introduced me to people I never would have had access to otherwise, people who truly resonated with me and challenged my thinking in the best way possible. Those relationships alone created long-term value that continues well beyond the program itself. In the short term, the education, coaching, and frameworks made my investment of both time and money absolutely worth it. Even now, after no longer being an active member, I still feel like I’m getting value from what I learned and the connections I made. What I respect most about Ian is that he understands different people need different things to grow. He doesn’t force a one-size-fits-all approach. That mindset shows up in both his coaching style and the quality of people the program attracts. The community is filled with growth-oriented professionals who genuinely want to improve and help others do the same.

Eric Breen

Director of Enterprise Sales at Kaleris

I’ve been in sales for a long time, but I never had the kind of structured training you’d get coming out of companies like IBM or Xerox. What I appreciated most about this program is that it brings all of the core fundamentals together in one place. The mindset and habits modules were especially strong. I completed all of those, and they really helped reinforce how to structure your day and focus on the right activities. The program includes a lot of worksheets and exercises, which are great if you want to go deep, but I also appreciated that I could move through it at my own pace and apply what was most relevant. The material is particularly valuable for experienced enterprise software sellers. Most of the concepts aren’t necessarily brand new, but having them organized clearly and succinctly in a single program makes a huge difference. Another big takeaway for me is that sales managers shouldn’t be responsible for teaching fundamentals. Their job is to manage the business. This program fills that gap by providing the structure, habits, and frameworks that many of us never formally learned. Overall, it’s excellent training for seasoned reps who want to sharpen their fundamentals and build better habits around how they run their day and their deals.

Jay Wilson

Enterprise Account Executive- Mulesoft at Salesforce

I’m three months into the program, and it’s been a really valuable experience. The structure is solid — between office hours, deal rooms, group coaching, and the member spotlights, there’s always something practical to plug into. The member spotlight sessions — hearing real members share their growth stories — has been especially motivating. Like a lot of people in the program, I joined to sharpen my sales skills and become an elite enterprise seller. I’m new to tech sales, but not new to sales, and I wanted to ramp up quickly. That said, this program is just as much about personal growth. I’m not new to personal development — I’ve worked with coaches before — but I had hit a plateau. Working with Ian directly has helped me find that extra 1% of growth, and that can be really impactful. The $30,000 investment is significant — it’s real. But my logic is, if this helps me ramp three to six months faster in a role with serious upside — multiple six figures, even seven figures — it’s an easy decision if you’re committed to growth. You’ve just got to be willing to take it seriously and put in 12 months of focused execution.