What this one proves: the seller who stops riding every win and loss doesn't lose her edge. Deal size doubled, $5K to $10K; 100% of quota in her first full quarter as an AE.

Your number decides who you are this week.

Close something and you're good at this.

Lose something and you're a fraud who's been getting away with it.

The positive feeling doesn't last past the next deal.

And the swing between the two is wearing you out.

This is where Alice was when she started on the Sellers OS Programme.

The Before

Alice was an SMB Account Executive at a fintech company, two months into her first closing role when she joined the programme.

Promoted off the back of a standout run as an SDR. A proven performer, on paper.

Her description of those first months:

"honestly felt like I was underwater most of the time."

She was closing barely any deals a week, at around $5K each. The ones she did close, she couldn't take credit for:

"I am, like, I don't know if I'm good at this. Like, is this just luck?"

Her onboarding scorecard put metrics to what she was thinking and feeling.

Mindset: 10 out of 100.

Confidence in high-pressure moments: 1 out of 10.

The belief she named as the one holding her back:

"I have no idea what I'm doing."

Her three words at the start:

Scattered, Doubtful, Overwhelmed.

The Work

The sessions put her own words side by side: the weeks she hit target, and the weeks she missed.

Hit target, and the mood was good.

Miss target, and everything came up for review.

She named the pattern herself:

"Well, it sounds like just my mood is like, attached to my performance. I don't like this."

Then she named how old it was:

"Oh, I've been doing this all my life. This has been a lifelong situation."

We traced the exhaustion to the same place. Nothing to do with workload.

All related to the fear behind what she was doing, which had been running since a goal she'd chased so hard it cost her her own trust:

"It makes me feel like I don't trust myself."

The change showed up under pressure first.

At the end of her first quarter she lost a deal she was counting on, cried in a conference room, and wondered if the job was for her.

Then she did what the old pattern would never have allowed:

told her manager and a colleague exactly where she was, every insecurity included.

Two days later she had three deals rebuilt in her pipeline.

The practical side got rebuilt too.

She'd been letting prospects run her calls.

She built the confidence to flip it: pre-call plans, pre-qualification with her SDR, and in her own words,

"taking control of the deal rather than like having them be in control"

And it held.

Pushed to discount a $15K negotiation, she held her price with conviction.

The exchange ended with her manager telling her, in her words, "I trust your judgement."

Twelve weeks of the LOOP Method went well beyond what's described here.

These are just some of the highlights.

The After

100% of quota in her first full quarter as an AE.

Her CRO phoned her personally the day she made it.

The programme ended mid-quarter, so her second quarter was still open:

11 deals, over $118K closed against just under $50K the quarter before, and tracking toward 126% with deals still in play.

Average deal size:

$5K to $10K. Doubled.

From her final session:

"I went from barely closing deals consistently to closing one or two a week, and my manager mentioned it unprompted."

But behind the numbers, the underlying change she joined the programme to build:

"A lost deal isn't a catastrophe anymore. A won deal doesn't hype me up as much either. I'd describe where I am now as stable."

Stable is not caring less. She still wants every deal.

What stopped was her sense of herself rising and falling with each deal, and her numbers increased as the emotional swings settled.

The scorecard she started with, retaken at the close.

Mindset score:

10 to 90 out of 100.

Confidence in high-pressure moments:

1 to 10 out of 10.

Backing herself instead of doubting herself:

4 to 9 out of 10.

Her three words at the close stayed honest: Confident, Drained, Stressed.

Rest and balance are the next piece of work she identified, and she'd tell you that herself.

She's building it from steady ground now, not fear.

As she put it:

"The numbers speak for themselves... Same market, same product. Just a different person running the process."

• Alice, SMB Account Executive, Fintech

From Alice's Testimonial

"Ben helped me build a foundation where my sense of who I am isn't riding the number up and down with every deal."

"I walked in, wondering if I belonged in this seat. I'm walking out... going after bigger deals, and doing it from a place of confidence instead of fear."

• Alice, SMB Account Executive, Fintech

If you're a few months into a closing role and every deal still decides how you feel about yourself, the next step is a conversation, not a commitment.

Book a free 15-minute Game Plan Call below. We find the one or two changes that would make the biggest difference first, and you leave with your written game plan.

I coach a small number of Tech Sales professionals 1:1, capped at 10 a quarter, so the call is the plan itself rather than a sales conversation. What you do with your game plan afterwards - run it yourself, or build on it with me, or someone else - is up to you.

Name changed to protect the individual's privacy.