Where this actually started.
I'm a certified scuba diver. I met my husband, James, while he was teaching my Advanced Open Water class — we've been diving, and married, ever since. We live in Miami with two dogs and a cat who remains thoroughly unimpressed by both of us, and we co-own a dive training business together.
Diving taught me how to handle fear before sales ever did. Recognize it. Let it go. Then problem-solve. Panic is what actually gets divers hurt — not the situation they're in. An experienced diver and a panicking diver can face the exact same problem underwater; only one of them is in real danger.
It took me most of a 25-year sales career to realize I was watching the same pattern play out in boardrooms and pipeline reviews. The pressure of hitting quota — a number that supports your family, your career, your sense of whether you're good at this job — creates fear. Fear creates stress. And stress is exactly where assumptions quietly take over and start making decisions for you, the same way panic takes over an inexperienced diver.
You stop seeing the deal in front of you and start seeing the version of it you need to be true.
Twenty-five years, on purpose, not by accident
I've spent 25 years in enterprise sales — but I didn't spend them standing still. I moved between company sizes, sold into financial services, insurance, retail, healthcare, and media, and worked on MEDDPICC, Challenger, and every variation in between. Every move like that is a risk: new product, new buyer, new rules for what "qualified" even means.
Not all of those risks paid off. I've lost deals I was certain I'd win, misjudged situations I thought I understood, and built pictures of a deal — or a role, or a market — that felt completely accurate and turned out to be wrong. Bias isn't a junior mistake, and it isn't something that goes away with tenure. I've watched senior sellers, great ones, lose sure things. I've been one of them.
That's the real origin of Unbiased Selling. Not 25 years of steady wins — 25 years of taking risks, getting some of them wrong, and noticing the same failure pattern every time: fear, then stress, then an assumption standing in for a fact. I didn't build this by observing other people's mistakes from the outside. I built it because the failures were mine, and I needed a better way to catch the pattern before it cost me the next deal.
What I do now
I work with individual contributors and sales leaders who want to make better decisions — not just close more deals.
For ICs, that means pressure-testing the deal you can't stop thinking about, before you invest more of yourself in it. For teams and leaders, it means shifting how your group reads buyer reality at every stage of the pipeline.
I work through templates, courses, and live sessions — for individuals, QBRs, SKOs, and training days, all grounded in the same belief: better interpretation of reality leads to better decisions, and better decisions lead to better outcomes.
Underneath the diving, the sales career, all of it, is one simple thing: I like helping people. That's the real reason Unbiased Selling exists.
Testimonials
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How do we work together?
For the IC.
Book a 1:1 session that fits what you need right now: Opportunity — one top deal. Forecast — your best bets for the quarter. Pipeline — your full territory.
For the sales leader.
Pressure-test your team's forecast. Book a private 1:1 session with Karina — see what's confirmed, what's assumed, and what risk you're actually carrying upward
For the entire sales team.
Bring Unbiased Selling to your next weekly call, QBR, SKO, or training day — from a 30-minute team briefing to a full 4-hour intensive. Your team leaves qualifying more honestly and forecasting more accurately.
