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9 minutes | Jul 19, 2021
Train Your Lizard Brain | Building Resilience (4 of 5)
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. Your First Sales Meeting Do you remember the first sales call you ever went on? I remember mine, it was terrifying. I was selling advertising to a carpet company, and I just remember sitting down with the store owner: I nearly had a heart attack. I sweat through my shirt. I’m guessing it was just absolutely painful to witness. And it wasn’t that I wasn’t trained. I knew the script, I had my materials with me, but something about it just… it was terrible. What’s the most dangerous or scary thing you do? I’m guessing it’s not something all that dangerous. It’s certainly not defending your village from a neighboring village who’s coming to kill everyone. I’m guessing you don’t run from wild animals trying to kill you very often, but biologically, we still have all the systems necessary to facilitate those activities. We have this body brain mixture that allows us to survive in those situations. I’ve heard it called unconscious bias and a bunch of other things, but I like the lizard brain. You and Your Lizard Brain That lizard brain is where our unconscious biases live. It’s that part of your brain that has applications running so that when you walk up to an elevator, you don’t like freak out and have to figure out how to use it. It’s just processing, always in the background. It’s how we get through the day. It’s how you decide if you like a person or not. It’s how you figure out if it’s safe to be where you are, or if something that you’re going to eat is going to kill you. I don’t think we could survive as humans without that kind of lizard brain, but it does also screw up a lot of stuff in the modern world. This part of our brain is where racism lives. It’s the part of our brain that makes stupid financial decisions. It’s how we get taken advantage of when you go to carnivals and you can’t do the actual calculation of how likely you are to get the fricking ring over the bottle to win the prize This part of your brain is what spam messages were invented to exploit. This is why we have so many cybersecurity problems in this country. Or I guess in this world are frigging everywhere right now. There’s a great book called Thinking Fast and S low another fantastic read if you get the chance. This is the fast part of our brain, that thinks very quickly and processes a ton of information. But also makes a lot of mistakes. Your Lizard Brain Thinks You’re in Danger So chances are the scariest thing you actually do in real life is a sales meeting. You’ve got to talk to strangers, you’re in an unfamiliar location. You have to ask that stranger for money. And if you don’t get that money, your brain, at least your lizard brain is thinking I might lose my job. And maybe my spouse will leave me, and maybe I’ll get evicted or I’ll lose the place where I live. I guess maybe I have to live in a national force somewhere in caves for the rest of my life, which is probably going to be short life because I’m going to get sick and die. And everyone that I know in love will starve to death. Maybe. Of course this is stupid. You know (in your conscious mind) that this isn’t real, but your lizard brain does not care what your conscious mind says. It’s got its own thing going. And then you add adrenaline to that and you’ve got a real problem. You can’t think. You can’t talk, and your lizard brain thinks you’re going to die. Thinks you’re being attacked by lions or your villages burning to the ground. It’s the scariest thing that’s happened to you all day, maybe all year. You Need Some Dynamic Range It’s possible to give your lizard brain a greater range to work with and to redefine in a very tactile and physical way, that a sales meeting is not a life or death situation. And the way we do that is by introducing a little bit of actual life and death. Now hear me. I’m not saying you should become a superhero or take on something that’s actually really dangerous. Me personally, I’m a bit too much of a delicate flower for any kind of extreme sports. I have a healthy fear of my own mortality. I’m pretty much a wuss, but there are a handful of things you can do to gain control and to trick your body into believing you’re in danger. Trick Your Lizard Brain into Thinking You’re in Danger One, I take ice cold showers. Now, when I first started in my sales career, I had to do it for 30 to 60 days to really break my fear of sales meetings (my biological fear of sales meetings). I would take a regular shower and then as soon as my shower was done, I would turn the hot water completely off. I would grit my teeth and ball up my fists and I would stand under the ice cold shower for 60 seconds (I would count it out loud). And what I wanted to do was stress out my body a little bit. I wanted to introduce danger in a physical sense. Another thing I did early in my career was I signed up for Brazilian jujitsu. If you know anything about me you know I’m a big guy; I’m not an athlete by any stretch of the imagination. But let me tell you: it’s hard to get stressed out about a sales meeting when earlier in the morning, someone was trying to choke you to death. I have a friend who will go down to a field and he would stand on one side, and he would run full speed, screaming all the way to the other end. As if there was a lion chasing him. He would literally scream and run as fast as he could sometimes falling down just to simulate that moment of running for your life. Redefining Scary That danger, that physical fear, it expands your body’s understanding of what’s actually scary. Your brain can’t tell the difference right now between a sales meeting and something that’s dangerous. We’re redefining for your lizard brain what danger really looks like. Getting an unexpected objection. Just doesn’t dump adrenaline into your system the same way it does when your hand slips off of that edge of the rock. And you experience that brief moment of weightlessness as the rope catches tight and you don’t fall to your death, but your brain doesn’t know the difference the moment you start falling. Once you can get this physical response under control, you’re going to be sitting in those meetings and you’re still going to have objections. You’re still going to need to sell. You’re still gonna have to do your job. But what we’re doing is we are redefining for our body, what we should actually be afraid of. Chances are, if you’re listening to this podcast, you being bad at your job, doesn’t kill anyone. Nobody dies from it. So it’s really not as stressful as our bodies think it is. Homework All right. So here’s your homework. I want you to pick two things. One of them has to be at least daily and for the next 30 days, you’re going to go do this. And I want you to compare your first three meetings with your last three meetings over those 30 days. The goal is I want you to be able to see how much improvement you can have over those 30 days as you push your body outside of its comfort zone. This is the fourth Episode of a five part miniseries on Building Resilience, you can find episode one here.Please leave us a review and join the mailing list so you don’t miss a thing.
10 minutes | Jul 12, 2021
A Formula for Daily Motivation | Building Resilience (3 of 5)
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. Spinning ’round in Circles You may have heard, it said that those who don’t learn from history are doomed to repeat it. What goes around comes around. The pendulum swings both ways… and obvious cliches. But realistically, we all know that this is true. Humans live and run on cycles: annual holidays, birthdays, new year’s monthly bills, weekly routines work, rest rinse, repeat as salespeople. We live and die by monthly, weekly, or annual sales quotas; but we make money one day at a time. A day is just the chunk of time can, most meaningfully control. Minutes and hours… they’re just too small, too fleeting; and too subject to the fate and will of another. Weeks are also hard to grasp. You can review a week when the week is over, but on any particular day, you’re just focusing on that day. You’re not thinking about the week in total. Each day seems to be filled with opportunity and purpose. They just seem to be the smallest chunk of time that we can reasonably manage. Clichés for a Good Reason Every day can be a new day. The sun can rise and it can be the first day of the rest of your life. Today can also be the last day you ever drink, or the first day you stop letting that thing from your past, hold you back. Every moment in history started on a day. Every great victory was won on a day. The greatest events of your life may sweep across many years or weeks building up to that day, but we always measure it back to a day. It’s apropos that I’m releasing this episode right after a holiday weekend, 4th of July. We blow stuff up. We eat too much. Maybe we drink too much, and then we have a tough week to get through where no one’s really in the office anyways. So we going out our numbers and we trudge through. But now is the week after, and we’re in the middle of the summer, and it’s very tempting to slack off on any one day. One of the greatest challenges we have in sales is that our success feels like powerful highlights in the midst of long gray dullness, a series of wins and losses spread over a lifetime. The Value of Any Single Day But that’s not what it really looks like. In reality, a successful sales career is a series of performing the right activities over thousands of days. That’s what discipline, and consistency are for. And for a few glorious days, every month or year, you will reap the benefit of that consistent work, that consistent discipline. You’ll close a deal and you’ll celebrate. But you didn’t close the deal just on that day, there was a lot of work that went up to that. It will seem like these wins, fall out of the sky or reward by fate or chance, but that’s not how it works. A successful career can be measured by successful days. Unfortunately, the opposite is also true. Each day, affords us an opportunity to waste the resources we’ve been given. Each day gives us a chance to be one day further away from success. Every day we waste can be rust gathering on the ball-bearing, which slowly grinds your career to a halt. No single day of sprinting or no single day of laziness will lead to your total success or failure. It’s a sum total of the efforts spent over time. It is therefore very important to spend your days wisely. One who is wise realizes that there are only so many hours in the day that can be spent working. One must sleep. One must rest. One must be more than a sales person. You have to pay bills, and go to the DMV, and buy groceries, and cook food. Setting aside specific hours for work and protecting those hours is one of the most efficient ways to have a successful day. Protect your working hours by creating bookends around them. Creating and Using Bookends Bookends are probably going the way of the Rolodex. But in the same way a bookend can hold books up on the shelf, a morning and evening ritual can keep your hours propped up throughout the day. I don’t know if that’s a clear analogy, email me if it’s not. What I’m advocating for is something that you start your day with and end your day with every day, so that it’s easier to keep the work hours contained within those two things. So that it’s easier to stop working and do some of this other stuff that’s necessary when the day’s over. Morning Ritual An effective morning ritual contains just a few elements. First, you do something that puts you in a good mood, a cup of coffee, checking on your investments, reading a comic, whatever lifts your spirits. Try and keep it to about five minutes, maybe 10 in total. Next to something that puts you in the right frame of mind. If you figured out your why, this is a great time to review it. I have mine written down and I read it out loud every day. I highly encourage you to physically write out your why every morning as part of your ritual, we covered your why last week you should have it dialed in. Finally make your first task something that’s easy to complete. It can either be something fun or that one thing that you have to do every day and it would be nice to have it over with. The only requirement is that it’s actually work and it can be checked off quickly. Again, we’re talking five minutes or less, because now you’ve started your day. Evening Ritual Now let’s talk about the evening ritual. I like it to contain only a few things so that it’s not a 30 minute thing I have to do at the end of every day. It should be quick. First. I’d like to document something good from my day. I actually have a journal where I write down something I’m grateful for or a piece of praise I received. Something that you can look back on in days to come and just think fondly. It doesn’t have to be like in a notebook, but it’s not going to hurt. Second tie off any loose ends. Now, wait a minute. What I’m afraid you heard me say is do anything you still have outstanding. That’s not what I’m talking about. As salespeople we’re always going to have more work than we have hours in the day . What I’m talking about is tying off embarrassing, loose ends. This is your moment to think over your day, just for a few moments and see if there’s anything you promised anyone that you didn’t do: a recap, email, a PDF, a calendar invite it. Shouldn’t take you more than a couple of minutes. This is not again, your time to do another 30 minutes of tasks. It should just help you get some perspective on the day and make sure you didn’t miss anything mission critical. Third and most importantly, completely clock out. Look over your calendar, see what time you need to start work the next day. Is anyone expecting anything from you at a certain time? Then I set my alarm for the next morning, before I clock out. And then I clock out for the rest of the day. I don’t check my email. I’m not perusing, LinkedIn, just be done for the day. Put a good day’s work on the shelf and just be done with it. Know that you’ve done enough to be successful over the long-term. If you never stop working, you can never truly start working again. If you just have one big, long 24 hour period, you’re never going to be done with one day and start with the next. You’re going to burn out. You can never truly be done. At some point you just have to stop working. There will always be more to do tomorrow. Protect Your Work and Personal Hours Once you have a strong morning ritual and you have a strong evening ritual to kind of bookend those work hours, it gets a lot easier to protect them and make them success. Because if you’re only working between the bookends and then you clock out, you can enjoy your life. When you’re clocked out, you can do the things that are personal, that want to encroach on your work day. You can easily pushed to those after work hours, the things that you enjoy doing like playing video games, or watching a movie. If you have those bookends, it doesn’t matter how long your day is or how short your day is, whatever you decide you’re working that day is when you’re working and you work. And then when you’re done, you stop working. This is incredibly important. If you’re going to do this for your career, you have to find a way to live your life and do your job, not at the same time, but in the same day. And if you can build a series of those successful days over and over and over again, success is at the end of that road. There’s no way to really stop it. This is the third Episode of a five part miniseries on Building Resilience, you can find episode one here.Please leave us a review and join the mailing list so you don’t miss a thing.
9 minutes | Jul 5, 2021
You Need a Better Why | Building Resilience (2 of 5)
This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here. You Need a Better Why I really struggled with math in high school. It’s not like it was hard for me to understand the concepts, algebra is great geometry I loved, I just wish wish someone had told me why it was important. I didn’t understand when I was going to use any of this. If somebody had come to me and said Robert, “As a sales guy, you’re going to make a bunch more money. If you can multiply large numbers in your head.” Yeah, I probably would have cared a lot more, I would have taken it more seriously. But nobody gave me a good reason why I should give a rip about math. I mean, my teachers would joke about how I’m not going to have a calculator with me all the time, which I guess the joke is on them because my phone, my watch; they all have calculators on them. Start With Why Simon Sinek, I saw a Ted talk from him and he has a good book about this titled Start With Why. It’s great and you should go read it. As salespeople, we really want to start with the what and the how, and then maybe if we have time we get to the why. When people ask, “What do you do for a living?” It’s just really easy to say I do IT Support, or I’m in sales… but that’s not really what anyone’s asking. What people really care about is why. Why do you exist? Why does the world care? And I guess the problem is that the why is just so much more important than the what or the how, but it’s a lot more difficult to define and to lay down. As salespeople, we need to have a really good why. Selling a great product isn’t the same thing as having a great why. It’s not enough to just be good at your job and meet your quota. It’s not enough to have a lot of success as a sales person. I mean, those things help, but they’re not going to get you through the tough times. That’s because pain is really hard to deal with without a good why. You encounter people that have pain every day, they’re called prospects and a ton of them don’t buy. They just do what they’ve been doing. Fear is Poor Motivation I just want to talk real quick about the fear of losing your job. The fear of losing your job is not a good motivator. Think of it as the coal of motivation. It’ll certainly do the job. It’ll get hot. It’ll get you moving or create steam and the engine can run, but it burns dirty. Being afraid of poverty, or losing your job, or the shame of being homeless creates a lot of pollution in your life. Fear can get you through the week, or month, but it’s hard to be successful over the long term. You also have to have a good reason to keep going when the job isn’t that tough. What happens when you meet your quota? Whether you meet your quota or you miss your quota, I’m guessing a whole lot of your success is the consistent activity every day. Again, and again, and again, no matter what. We talked about this in the last episode, the discipline to keep moving forward. If you’ve met your quota, you have to still keep going. But also when you make more money than you ever thought, humanly possible. It’s going to be really hard to keep doing the job if you aren’t afraid anymore. Your Why Must Be Emotional Humans are driven by emotion, whether we like it or not. That emotion flows through us like a river. You may be able to direct the water of a river one way or another, you could maybe dam it up for a while, but that water is going to go where it wants. It’s going to keep coming. It’s going to do what it’s going to do. There’s only so much you can affect it. Correctly managed, those emotions can be an incredible fuel. They can be very powerful, like a hydroelectric dam, or they turn turbines and create lots of energy. But incorrectly managed, emotions can destroy cities. Well, at least your metaphorical version of cities. Unchecked emotions can be incredibly destructive. Your why has to be emotional and it must drive you. Your Why Must Be Logical Sometimes when we dream, we talk about things that will never be. The dreams are too outlandish. I’m not saying don’t fight for the big, hairy, audacious goals; I have some myself. It has to make sense. It can’t be pure fantasy, it has to be somewhat logical. Your why has to be something you can actually believe is achievable. If your, why is a fantasy, it’s not going to create any real motivation for you. It doesn’t need to be something like a smart goal, though. A smart goal could be helpful, but the reason why I hesitate for it to be an official SMART goal is the time requirement. Having a why that’s attached to a specific date means it’s finite. If it’s finite, that means it’s exhaustible. It should not be exhaustible. For instance, what happens if your why is simply to hit your quota and not lose your job? Fear is the primary motivator, I don’t want to lose my job and go live in a van down by the river. But what happens if you’re having a killer year and you hit your quota? What happens if you’re at 90% quota, and you know that no one at your company gets fired for only hitting 90%. How do you keep pushing to 100% or 110%? Where is your why now? What happens when you have enough money? What happens when you look at your bank account, and there’s more money than you’d ever thought you’d have? And the only way to really keep pushing yourself forward is I don’t know, buy more stuff or a bigger house. That’s not a great idea and that’s certainly not a great financial decision. Your Why Must Be Bigger than You So, what do you do if it’s not money? Well, let me tell you about what it was for me for Endsight for a long time. I knew that if I hit a certain goal, we would get to hire people. If we hit a certain goal, people got promotions that they were promised. We would grow. Right now I can literally point at people who work at Endsight because of deals I closed. I can see people who are thriving because of clients I sold. That provides me with an positive, clean burning fuel. That doesn’t have any shame or fear associated with it. It’s inexhaustible. I can always sell more, and more people get hired. That why is greater than myself or my needs. Pain will push you only so far. At some point you won’t be in pain anymore. Your problems become largely irrelevant, and take a back seat to comfort. But if your why is bigger than yourself, then it becomes something that helps other people as well. And then it’s not as hard to keep the flywheel spun up. It’s not as hard to go and do the activities every day. When my why revolves around my own needs, it becomes a comparison of pain. What’s the greater pain, what hurts more: The sales activity in front of me, or my why? It becomes this constant negotiation between what hurts more? Is it doing the cold calls or is it my financial situation? Is it the fear of getting in trouble, or that cool thing I want? If the reason why you sit down and make those calls again and again, and again, is that you want to give that guy his promotion. Who is going to win? Homework So that would be my encouragement for you this week. Sit down and think about in your professional why. Is it emotional and gets you stirred up. Is it logical, and something you can imagine actually achieving. And finally, is it something that serves the needs of others, that is inexhaustible. Does the world get better the harder you work. If you’re loving this series, feel free to send it to someone who you think might be encouraged by it. And I will see you guys next week. This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here.Please leave us a review and join the mailing list so you don’t miss a thing.
7 minutes | Jun 28, 2021
Discipline Cultivates Personal Resilience | Building Resilience (1 of 5)
Why You Need Resilience What makes a great athlete, or entrepreneur, or scholar, or spelling bee champ? Is there anything they have in common? Is there a trait they all share? Angela Duckworth calls it Grit. I’ve always known it as resilience. Call it whatever makes the most sense to you, but you know what I’m talking about. It’s the ability to push through and do the work with a level head regardless of how things are going. It’s the ability to push yourself to make that next dial, or answer that email, or knock on that door regardless of your emotions, your percentage of quota, or activity for the day. Early in my career I would have good days where I was on fire, and bad days where everything sucked… but then I had days where it just didn’t seem to matter. I just did the work. I would get from A to B, and nothing (good or bad) was going to stop me. You Can Build Up Resilience Abraham Lincoln once said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” Sharpening the axe represents training, and Chopping represents the actual work. Resilience is the inclination to get up and complete the task at hand. Grit is the part of you that knows, without saying it out loud, one way or another that tree is coming down. So much of what separates a top-performing salesperson from an average one is indefinable and nuanced. It’s not just about the product or company, territories and timing, talent and training… there is something more. But when it comes to minimum levels of success, resilience is what separates the salesperson from unemployment. Personal resilience, the ability to do the work in any circumstance, is mandatory for any measure of success in sales. This is the first episode in a five part miniseries that will help you do just that; develop a resilience (or grit) that will help you be more consistent and reliable. Building up resilience is easy if you start small, be consistent, and have a plan. In following episodes I’ll dive deep into things like motivation and the unconscious mind, but for now I want to simply introduce the idea that this is basically resistance training, like lifting weights. This kind of mental toughness can be trained into you. When one is working out any other muscle, putting pressure on it builds up strength. And just like doing to the gym once won’t make you buff, building up some resiliency is going to take time and discipline. Discipline as a Tool for Building Resilience When I first started in sales I remember hearing my manager tell the group that to be successful in sales, one needed to be disciplined. That immediately made me nervous, because I am a really big guy… not in a good way either. I’ve struggled with my weight since the fourth grade and as I record this I am just as overweight now as I was then. I’ve always connected my unhealthy habits to a lack of discipline, and there’s no getting around that, but self discipline with food is not the only measure of discipline. I don’t do drugs, I’m a reliable, loving father and husband. I show up early to my meetings and I don’t miss my deadlines. I have a process for prospecting, selling, and developing referral partners that I apply relentlessly. So what if I struggle to put down the burrito. There is lots of evidence that I am a man of consistency and discipline. I’m not perfect by any measure, but since when was that a reasonable requirement for success? Homework Step one of building some resilience is to apply some discipline to your life. Even if you consider yourself to be a disciplined person, I want to you stretch yourself this week and find something in your professional life that can use a little resistance training. I recommend it be something small, but inconvenient. Think of that one habit, or process that you don’t do because it just doesn’t fit into your current routine. Maybe it’s sending a summary email at the end of all your meetings this week. Maybe it’s staying 15 minutes after you normally clock out to update your CRM. Maybe it’s checking in with that person on your team that you know probably made more calls than you today. Whatever that thing is, I challenge you to do it every day this week and see how it feels to be consistent. You might be surprised how much momentum you can pick up with a small change. I’ll see you next week for episode two. Please leave us a review and join the mailing list so you don’t miss a thing.
30 minutes | Jun 22, 2021
Curiosity Kills the Quota | Sean O’Shaughnessey
Have you ever met a person and genuinely felt refreshed, like somehow they were are a glass of cold water on a hot day? I’m not 100% sure how Sean O’Shaughnessey pulls it off but I flat-out enjoyed our conversation about sales. Since he works with a lot of teams to get their salespeople unstuck, we talked about the top 3 things that hold salespeople back that are 100% within their control. Get to know your prospects better, understand how they make and lose money. Get curious, and stay that way… even when you’ve heard your 100th prospect tell you the same thing. Build your belief, it will keep you company when times get tough. Who Sean is: I have been in sales for 36 years. After earning a mechanical engineering degree, I decided that I wanted a career in sales. While it has never been a straight line to success, I have had a great career and have sold hundreds of millions of dollars of product. While I have been formally trained in sales, the real training came from the school of hard knocks where I learned what worked and what didn’t work. Please leave us a review and join the mailing list so you don’t miss a thing.
23 minutes | Jun 14, 2021
Just Smile and Enjoy the Ride | Chad Van Derrick
In the high-stakes world of business to business sales, sometimes you have to make tough choices. Those choices are always going to cost something. In this episode I have a wonderful little chat with Chad about some of the tough choices he had to make early in his career, and how it gave him the confidence to make the tough calls so he could find a little more joy in his work. Chad Van Derrick is a serial entrepreneur and intrapreneur. Born in Hershey, PA though have lived up and down East coast plus Costa Rica, Colorado, and a few years spending 50% of his time in Europe. Now resides in Seattle with his wife, a brilliant artist, two sons in high school, and a little dog with a serious Oedipus complex. Find Him here: linkedin.com/in/vanderrick Please leave us a review and join the mailing list so you don’t miss a thing.
24 minutes | Jun 7, 2021
Hard Work Mixed with a Little Luck | Tom Carter
I’m a multigenerational sales professional, so when I connected with Tom Carter it just made sense for us to talk. It’s not just about his 20 years experience in sales, it’s that his kids have skin in the game too. What I like about Tom is his pragmatic approach to selling and managing yourself from day to day. A career in sales can be incredibly stressful, but also lucrative and fulfilling. Part of success is being your best self: taking the job seriously, woking hard, and keeping your eyes on the things that matter… If we’re honest though, sometimes you just get lucky. The good news is that there are some things you can do to work the odds in your favor. Tom Carter leads Adobe’s Enterprise Marketing Automation Sales organization ( Marketo and Campaign organizations) for North America, Government and Verticals, LATAM, Canada Enterprise and Public sector sales. Find him here: https://www.linkedin.com/in/thomascarter/ Please leave us a review and join the mailing list so you don’t miss a thing.
27 minutes | May 31, 2021
Just Talk Like a Real Person | Colleen Chulis
You may have met Colleen for the first time a few months ago when her daughter shared a blistering impression of every working parent over the last 15 months, so I couldn’t help but invite her on the show to talk a little about her experience in sales. Since 2018 she’s been at SAP and is currently the Regional Vice President of Sales for Regulated Industries in North America. What I love most about Colleen is her authenticity. Being transparent in a sales job can be incredibly difficult, but is one of the most powerful tools we have at our disposal. If you can find a way talk to your grandpa about your product or service, you can pitch it to your prospect without setting off the smarmy-alarm. Find her here: https://www.linkedin.com/in/colleen-chulis/ Please leave us a review or join the mailing list so you don’t miss a thing.
13 minutes | May 24, 2021
Battling Burnout with 3 Simple Tools
Nothing can run at 110%, 100% of the time; but so many sales people try. It reminds me of an old poem by Edna St. Vincent Millay. “My candle burns at both ends It will not last the night; But ah, my foes, and oh, my friends – It gives a lovely light.” Burnout is real, and it’s coming for you. Working nights and weekends may get you off your PIP, but you can’t build a career that way. You just won’t make it. Building a good balance between work and rest is easier the earlier in your career you do it, but it’s never too late. Please leave us a review or join the mailing list so you don’t miss a thing.
18 minutes | May 17, 2021
4 Ways to be More Reliable | Robert Gillette
We talk a lot about building trust with our prospects. Whether you’re asking for a Million dollar contract, or 15 minutes to demo your product, what you’re really asking is for your prospect to trust you. Trust that you won’t waste their time, trust that you can deliver on your promises. Once you’ve lost that trust, it can be very difficult to gain back. One of the easiest ways to lose that trust is to be unreliable. In this episode, I make a case for why reliability is so important for a successful salesperson. As well as 4 ways that I’ve been able to bolster my reputation and gain a lot of trust. Please leave us a review or join the mailing list!!!
8 minutes | May 10, 2021
Dealing with Pressure | Robert Gillette
A sales career will always be a stressful one. It doesn't matter how good you get, you will always have some kind of pressure... and you should welcome it.
19 minutes | May 3, 2021
It’s the Thoughts that Count | Dr. Garrett Goggans
Mindset is everything. You can have the best training, habits, and opportunities in the world but without the correct mindset it will be difficult to consistently succeed.
20 minutes | Apr 26, 2021
Cold Calling in Another Language | Angel Ribo
Look, cold calling is never easy. We all know know that. Hearing the phone ring and looking at a name I have no idea how to pronounce still sends a cold chill up my spine... but at least I knew they spoke English.
21 minutes | Apr 19, 2021
Listen Your Customer Into Existence | Doug Noll
In this episode with Doug we spend a little time talking about the power of listening, and how a few simple tools can help your prospects feel heard.
25 minutes | Apr 12, 2021
What Does Selling Your Soul Look Like? | Audience Questions
I've been getting some questions from people who are listening to the show, and thought it would be fun to bring my fabulous wife Kon the show to ask them. We covered a ton in a very short time, but at the very center is this: What does selling your soul look like, and how do I avoid it?
25 minutes | Apr 5, 2021
Why Do People Hate Sales People? | Kurt Nelson
Kurt Nelson, PhD is a Behavior Scientist who spends a lot of his time working with sales people. In this episode we dive into some of the reasons why people seem to hate sales people.
26 minutes | Mar 29, 2021
Dave Sagraves Says You Don’t Sound Different
Dave Sagraves is one of the best sales professionals I have ever met. I invited Dave on the show because he helped me be what I am today, and I wanted him to share his thoughts on why so many sales people struggle.
18 minutes | Mar 22, 2021
Alay Yajnik Says There is Always a Payoff
Alay Yajnik is the Founding Partner of Law Firm Success Group learned the hard way that sales is a tough gig.
23 minutes | Mar 15, 2021
Alex Dunnam Says the Little Victories Can Save You
Alex Dunnam is the Sales Manager at Creative Network Innovations who got into sales because (quite literally) someone's life depended on it. Since then he's discovered how to use some simple tools to help him hit his numbers, and how to keep his head in the game by celebrating the "little victories."
18 minutes | Mar 8, 2021
Max Johns Says You Need to Step Away
Max Johns is a Commercial Account Executive at Appen who found himself looking for something to save him from a career in restaurants. He talks about his experience recovering from beginners luck and the need to step away from time to time.
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