Alex Gabbert On How Authenticity and Vulnerability Pay Off and Help You Win Personally and Professionally

…The biggest barrier is fear — fear of rejection, fear of not being accepted, or fear of showing weakness. People are often wired to expect a worse case scenario that hasn’t happened yet which leads to inaction and less genuine connections in their life…

Being vulnerable and authentic are some of today’s popular buzzwords. It may seem counterintuitive to be vulnerable, as many of us have been taught to project an air of confidence, be a boss, and act like we know everything. In Brene Brown’s words, “vulnerability takes courage.” So is vulnerability a strength or a weakness? Can someone be authentic without being vulnerable? How can being authentic and vulnerable help someone grow both personally and professionally? In this interview series, we are talking to business leaders, mental health professionals and business and life coaches who can share stories and examples of “How Authenticity and Vulnerability Pay Off and Help You Win Personally and Professionally.” As a part of this series, I had the pleasure of interviewing Alex Gabbert. Alex is a seasoned sales leader and mentor with over a decade of experience, helping businesses and sales professionals transform rejection into resilience, build high-performing teams, and achieve lasting success. His journey began with a diverse background, including professional golf, accounting, and mobile entertainment, which eventually led him to a successful career in sales. Through his unique approach, Alex empowers individuals to develop the mindset, skills, and purpose-driven strategies needed to excel in their careers and organizations. His passion for mentorship and training has helped countless sales professionals reach new heights, creating teams that thrive on integrity, authenticity, and consistent growth. Alex’s mission is to instill the values of resilience, purpose, and leadership in every business he works with, fostering environments where success is not just achieved but sustained.

Thank you so much for doing this with us! Before we start, our readers would love to “get to know you” a bit better. Can you tell us a bit about your childhood backstory?

I had a pretty unique childhood growing up on a farm. I didn’t follow a traditional path, which later shaped the way I approach life and work. Growing up, I was always active, whether it was boxing, archery, golf, or just being involved in things that required focus and discipline. Golf was actually a big part of my life for a while, but I quickly realized it wasn’t my true calling. I then switched gears into accounting– which was another step in my journey before I found my true passion for personal transformation and transforming other people — sales. It’s not been a straight line for me, but every step along the way has contributed to the person I am today, both personally and professionally.

Can you please give us your favorite “Life Lesson Quote”? Can you share how that was relevant to you in your life?

One of my favorite quotes is: “No’s are your daily vitamins, they make you tough.” I don’t know where it came from or if I made it up but this simple mindset shift is so powerful. In pursuit of anything impactful in life, or especially in sales, rejection is a part of your daily reality. Now, I genuinely enjoy starting every single day with my vitamins because I know exactly what they do for me as a person. It wasn’t easy to accept at first, but it became a cornerstone of my mindset. In sales, the only way to grow is to face rejection head-on, learn from it, and keep moving forward. This approach transformed my confidence and gave me the resilience I needed to succeed long-term. Rejection isn’t something to fear — it’s a valuable asset to your life. In fact, when people have come up to ask me what I do for a living I don’t say a fancy title I tell them the truth, that I get told no ALOT with a positive attitude!

Is there a particular book, podcast, or film that made a significant impact on you? Can you share a story or explain why it resonated with you so much?

I am constantly consuming courses, books, or attending masterminds on sales to improve so I love this question! I judge impactful material by what actually changes the way you behave, and the book that made a huge impact on me is called Way of the Wolf by Jordan Belfort. It changed the way I thought about sales and performance. At the time, the contents of that book were exactly what I needed for my performance and leadership bandwidth to skyrocket. What stood out to me was how Belfort’s approach to sales was built around simplicity, confidence, and true mastery of human behavior. His message wasn’t about manipulation — it was about connecting with people on a deeper level so you can understand the real problem to meet their needs. It taught me that sales is solving problems through the transfer of energy and certainty. It helped me embrace the responsibility that comes with sales and how to approach it with integrity with a cautionary tale of what happens when you don’t!

Let’s now shift to the main part of our discussion. Let’s begin with a definition of terms so that each of us and our readers are on the same page. What exactly does being authentic mean?

Being authentic means showing up as your true self, without pretending to be someone you’re not. In the sales world, it’s critical. You can’t sell effectively or lead others to do so if you’re not genuinely living the way you’re speaking. The results in sales are a reflection of what you do when no one is watching. People can tell when you’re not being real and it will always come out. For me, it’s about having unwavering confidence in my abilities and my beliefs, without relying on any façade or gimmicks. You should sell, or lead for that matter, in an avenue that you truly believe in. Authenticity is the foundation of trust, and without trust, you can’t build meaningful relationships — whether it’s in sales, business, or personal life.

What does being vulnerable mean? Can you explain?

Vulnerability, for me, is about being open and honest, even when it’s uncomfortable. In sales, it’s often seen as a strength because it allows you to connect with people on a human level. Being vulnerable means admitting when you don’t have all the answers, sharing your failures, and being open to learning. You must also be vulnerable with your goals and aspirations. It is so powerful in helping others when they witness your goals met and you can demonstrate what’s possible. It can be a little scary to share and expose yourself, but vulnerability allows people to see the real you — and that’s when true connection happens. It’s a crucial part of how I build relationships with my clients and team members.

What are the positive aspects of being authentic and vulnerable? Can you give a story or example to explain what you mean?

One positive aspect of being authentic and vulnerable is that it helps build deeper, more genuine relationships. For example, early on in my career, I struggled with the fear of rejection. It wasn’t until I became more vulnerable with my team and clients about my own fears and challenges that I saw a real shift. Instead of just selling a product, I was able to show that I genuinely cared about solving their problems. That trust led to stronger connections, more sales, and a deeper sense of fulfillment in my work.

Are there negative aspects to authenticity and vulnerability? Can you give a story or example to explain what you mean?

One potential downside is that being too authentic or vulnerable can sometimes leave you exposed, especially if you’re dealing with individuals who aren’t aligned with your values. I’ve had situations where being open about my challenges or mistakes led to others taking advantage of my honesty. It’s important to strike a balance — being authentic while also protecting your boundaries. Vulnerability should be shared with people who appreciate and respect it, not those who might exploit it.

From your experience or perspective, what are some of the common barriers that hold someone back from being authentic and vulnerable?

The biggest barrier is fear — fear of rejection, fear of not being accepted, or fear of showing weakness. People are often wired to expect a worse case scenario that hasn’t happened yet which leads to inaction and less genuine connections in their life. In sales, I’ve noticed many people struggle with the idea of vulnerability because they think it’ll make them seem less capable or competent. But in reality, vulnerability is the only path forward. Another barrier is ego — people often think they need to appear perfect or invulnerable to succeed. But in my experience, it’s the opposite. Letting go of ego and embracing vulnerability is the key to true personal growth.

Here is the central question of our discussion. What are five ways that being authentic and vulnerable pay off, and help you win, both personally and professionally?

1. Builds trust — People connect with authenticity. When you’re real with others, they’re more likely to trust you and your intentions.
2. Strengthens relationships — Vulnerability opens the door to deeper connections. People appreciate it when you’re honest and willing to show your true self.
3. Increases personal growth — By embracing vulnerability, you learn more about yourself and are able to improve continuously.
4. Fosters long-term success — In sales, trust is everything. When clients know you’re being authentic, they’re more likely to stick around for the long haul.
5. Enhances fulfillment — When you’re living and working authentically, you feel a deeper sense of purpose and satisfaction. It’s no longer just about hitting numbers — it’s about making a difference in people’s lives.

You are a person of great influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be?

It would be a movement that focuses on honesty and integrity in sales. Over the years, I’ve seen a lot of misleading practices, and it frustrates me because sales should be about helping people — not deceiving them. Sales has given me everything both personally and professionally and I want to see a wide perception shift of the “salesperson” so that future generations have this amazing avenue available in life if they choose. My movement would focus on teaching salespeople how to truly listen, empathize, and offer solutions that help others. When you build relationships based on trust, everyone wins. I’d love to see the sales industry evolve in this way.

Is there a person in the world whom you would love to have lunch with, and why? Maybe we can tag them and see what happens!

I’d love to have lunch with Jordan Belfort. I know his story is controversial, but in the last decade of learning from some of the most influential trainers, his sales acumen is unmatched in my opinion. In building high performance sales teams, what matters is how effective and efficient you are at transferring your skills and beliefs to another person to transform their life. His method is the most effective. I’ve read his book repeatedly over the years, and I would love the opportunity to learn directly from him!

How can our readers follow you online?

You can follow me on LinkedIn for professional updates, insights into sales and leadership, and more.

Thank you so much for sharing these important insights. We wish you continued success and good health!

About The Interviewer: Maria Angelova, MBA is a disruptor, author, motivational speaker, body-mind expert, Pilates teacher and founder and CEO of Rebellious Intl. As a disruptor, Maria is on a mission to change the face of the wellness industry by shifting the self-care mindset for consumers and providers alike. As a mind-body coach, Maria’s superpower is alignment which helps clients create a strong body and a calm mind so they can live a life of freedom, happiness and fulfillment. Prior to founding Rebellious Intl, Maria was a Finance Director and a professional with 17+ years of progressive corporate experience in the Telecommunications, Finance, and Insurance industries. Born in Bulgaria, Maria moved to the United States in 1992. She graduated summa cum laude from both Georgia State University (MBA, Finance) and the University of Georgia (BBA, Finance). Maria’s favorite job is being a mom. Maria enjoys learning, coaching, creating authentic connections, working out, Latin dancing, traveling, and spending time with her tribe. To contact Maria, email her at angelova@rebellious-intl.com. To schedule a free consultation, click here.