MMS #88 - Intentional Moves: Career Strategies to Reach the Top 10% with Kristie Jones

[00:00:00] Welcome to Mastering Modern Selling, Relationships, Social and AI in the Biocentric Age.

[00:00:07] Join host Brandon Lee, founder of FistThum, alongside Microsoft's number one social seller,

[00:00:13] Carson V Heady, and Tom Burton, author of the Revenue Zone and co-founder of Leatsmart.

[00:00:19] As we explore the strategies and stories behind successful executives and sales professionals,

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[00:00:35] backstage past to today's business landscape. This is Mastering Modern Selling,

[00:00:40] brought to you by FistThum.

[00:01:01] Welcome back. Thank you, good to be back. Two and a half times I hear.

[00:01:05] Two and a half times. Yeah. That's right.

[00:01:08] Woohoo!

[00:01:09] I totally crashed the party one time.

[00:01:12] I crashed the party one time.

[00:01:13] You're like the allied Baldwin of Saturday Night Live for Mastering Modern Selling.

[00:01:19] I'm not sure. I want my name as associated with that currently but

[00:01:23] okay. That's fair. Well, just in fact, I think I think he's still the one that's been

[00:01:28] the most times. Yeah. No shortage of topics for him to discuss, I'm sure.

[00:01:34] Yes, I don't know if he won't be a guess for a while.

[00:01:38] There's me on our list.

[00:01:39] It's ever. He's on our list.

[00:01:42] Tom, you better get him. You've already get him quick.

[00:01:45] There may be, there may be, there may be come a time period where he's not available to just go talk to you.

[00:01:49] That's right.

[00:01:51] We can fit the show in around visiting hours.

[00:01:54] Sorry. I can't do it.

[00:01:57] There was too much, there was too much fuel for that fire.

[00:02:00] Yeah, I think we did a lot of engagement.

[00:02:04] What should we put it about?

[00:02:06] There you go. There you go.

[00:02:08] Yeah, actually might be a good strategy.

[00:02:10] So okay, well let's get, let's get focused. Welcome everybody.

[00:02:13] If you're on the podcast, thank you so much for joining us.

[00:02:16] We really appreciate you. We will watch in our reviews go up, which is awesome.

[00:02:20] Thank you all for doing that. If you haven't reviewed,

[00:02:22] and we add value to you, we would really really appreciate the review.

[00:02:25] It helps us get in front of more people.

[00:02:27] And you know, we're all here to help each other, right?

[00:02:29] And if you're joining this live on LinkedIn or YouTube,

[00:02:33] or even my Facebook group, I throw it in there as well.

[00:02:38] Let us know who you are where you at.

[00:02:40] And of course, as you know, we want to welcome all your questions.

[00:02:43] Join the conversation.

[00:02:47] Yeah, have your word, have your word be heard.

[00:02:51] And I guess it looks like we may not see Carson today, Brandon.

[00:02:55] Carson got pulled into a meeting about five minutes before we went live.

[00:03:01] So I got the text with the sad face.

[00:03:04] So, you know, you're going to keep becoming the Carson sub.

[00:03:11] I know, like I maybe, I may throw myself some of my own questions today.

[00:03:16] Yeah, let's do it.

[00:03:17] Hey, we're going to have to get Carson on as a guest here soon.

[00:03:20] Right? That's right. That's right. That's right.

[00:03:24] So all right, but thanks for joining us.

[00:03:27] Good to see you on here.

[00:03:29] And let's jump in because we got it. I think what I really appreciate with you joining us today,

[00:03:34] Christy is this topic is so relevant right now.

[00:03:38] It's top of mind with a lot of people.

[00:03:40] I think we're going to go down a couple of different paths,

[00:03:43] which I'm excited about. There's some things that,

[00:03:45] for everybody listening, we may not go down some paths that aren't like perfectly relevant to

[00:03:50] selling, but they are because it's all about our emotions, our feelings, our fears, the challenges,

[00:03:56] the headwinds, the topics of conversation that so many people are having right now.

[00:04:01] And how how we turn those into opportunities instead of speed bumps or worse brick walls?

[00:04:09] Yeah, so Christy, for those who haven't heard you the two and a half other times before,

[00:04:15] tell us a little bit about yourself, your background and then you have

[00:04:19] will jump into our key topic today which is intentional moves in your career.

[00:04:24] I am Christy Jones. I am a consultant that works with mostly VC backed

[00:04:30] earlier stage startups, but for sure I work with privately owned companies, so the public domain

[00:04:36] is really not my swim lane, not my specialty. I have been in SAS as a SAS sales leader since 2000

[00:04:44] in 2016. I started my own consultant-seab business and I really do three things,

[00:04:50] exclusively one helping companies build out their sales processes or improve those,

[00:04:55] everything from, you know, documenting them out in the playbook to adding making sure that they

[00:04:59] tie to the serum system which I think is so important. But I always say a lot of times the people

[00:05:04] aren't broken but the processes are. So I can hire great people for you, but if the processes are broken,

[00:05:10] then the best, the best a player I can find you won't be able to help. Which leads me to

[00:05:15] think too. I'm spending a lot of my time right now doing what I call hiring help. So I project

[00:05:21] me into the hiring process. You are never alone with the candidate. I am handholding you all

[00:05:25] along the way to make sure that you get the best candidates possible. I am currently engaged in a

[00:05:30] couple of, we just found a VP of sales for a client I was working for and just made the offer a

[00:05:35] week or so ago and he's going to start in a couple weeks from side to about that. Right now I'm

[00:05:39] finalizing some hiring around three AES for a SaaS company as well as an enterprise account

[00:05:45] executive for a pretty early stage company in the cybersecurity and cloud space. So spending a

[00:05:50] lot of time helping companies right now, Thomas, we sort of talked about offline. There are a lot

[00:05:56] of companies hiring and there are a lot of sales professionals looking for roles. So call me matchmaker.

[00:06:03] I like to make sure I'm putting the right people in the right roles with the right companies.

[00:06:06] So I'm spending a lot of time doing that. And then I've got a book coming at an August so I'm

[00:06:10] starting, I'm doing a lot of podcasts and doing a lot of speaking around the topic of helping

[00:06:15] people pick the right sales roles in the right companies and the right industries, selling the

[00:06:19] right thing in the right market to the right people to get to the top 10%.

[00:06:24] So you mentioned there's a lot of jobs available. You hear a lot especially in the text space

[00:06:29] very about the layoffs and cuts and all of that. Are you thinking is that kind of isolated

[00:06:35] in general and you're seeing more across the broader set of VC funded companies maybe Series B,

[00:06:42] a seed Series A, Series B that they are still hiring and looking for good talent?

[00:06:47] Yeah it's interesting if you go back a couple of years because I work mostly in that space of the

[00:06:52] Series A funded organizations. You know when funding started to drop off in general, I got a look,

[00:06:57] you know I kept saying people like oh my gosh, like I'm going to take every job coming my way

[00:07:01] as a consultant in 2022 and 2023 because 2024 might really suck for me. But what happened was

[00:07:07] funding did really really drop off but only at the BCDF levels at the higher levels with more

[00:07:13] mature companies. A BC's MPs were still investing in the earlier stage companies, they're still

[00:07:19] there was more Series A money coming out than before so again feeling blessed as usual that those

[00:07:26] individuals who are you know it's the hardest start right like trying to get to that first million

[00:07:30] dollars because you really can't get funding anymore until you hit that first million dollar

[00:07:33] mark you worked so hard to get there. There is money available for you again sure they're

[00:07:37] that sure the vetting process is a little bit harder people are being a little more selective

[00:07:42] but businesses is good for me as it's ever been and I'm grateful because you know these founders

[00:07:47] really need a chance right I mean they've got you know they've got something that people would have

[00:07:51] invested in easily two to three years ago so I would say like you know stay the course don't give up

[00:07:57] so one more question and then we can jump into the topic at hand but you know tech companies

[00:08:02] right in the part of the antithesis of what we talk about in modern selling right let's go

[00:08:08] higher a bunch of SDRs hit the phones tons of emails which is the opposite of what we preach about

[00:08:15] on on modern selling are you seeing any changes in mindset with the sales philosophy and an approach

[00:08:23] in process with these you know VC funded companies I am I'm seeing a lot fewer SDR roles a lot

[00:08:30] fewer conversations around that and I'm hiring a lot of what I call full cycle sellers

[00:08:36] back four or five years ago no way like you would just like you know that the seller would just

[00:08:42] get to sit there and wait for the discovery meaning to pop into their calendar not anymore and it

[00:08:47] here's a thing like before I was also getting resistance from candidates they're like yeah like

[00:08:51] no I don't do that prospecting thing right like and not not for me I'm not hearing that much

[00:08:57] anymore at all like in what I'm interviewing people I'm like hey it looks like your last role

[00:09:00] was a full cycle seller they're like yep every yep start to finish prospecting through closing

[00:09:05] and now and lots of for lots of reasons I think this is not a bad thing by any means

[00:09:11] I've always been as I've always been an advocate of self-sourced deals because self-sourced deals

[00:09:16] close faster you know at a higher you know close rate like all of the reasons why you'd want

[00:09:22] somebody to be a full cycle seller or to self-sourced their own deals I've always wanted

[00:09:26] AEs or quote-acaring reps if you want to call them that to source 20 25% of their own pipeline

[00:09:33] as opposed to having come through other places um the other trend I am seeing is if there's an

[00:09:39] SDR team involved there are Pimp in the demo there's no qualification there's very little

[00:09:45] qualification they're literally just Pimp in the demo and I can't stand it and it's I call it so I you know

[00:09:51] when I when I'm working and training SDR teams I'm like here's how you earn the right to a

[00:09:57] waist and AEs time because that's really what Pimp in the demo is is the waist is wasting so much of

[00:10:03] their time because these people are not called these prospects are not qualified and so whether that's

[00:10:08] because of AI and automation and it's so again in fairness it's so much easier to get your

[00:10:14] ICP right and your persona right now it's easier than ever before right if you've done all the ICP

[00:10:20] and persona work and you really have it tight you've gotten in writing it's tight it's tied down

[00:10:25] then you just go into zoom in for whatever and like you know if you're like whoa here are the

[00:10:29] 2500 companies I'm gonna be prospecting and then because people say all the time I said so here's what

[00:10:35] here's the christianism ICP isn't fit they're two different things sure you've got your 2500

[00:10:43] list of ICP companies that doesn't mean they're fit and people and I think sales leaders are falling

[00:10:50] into this trap we're like oh my god like we have refined our ICP like never before and we've got all these

[00:10:55] whatever that's not fit so stop Pimp in the demo and put in a garbage in the AEs calendar

[00:11:01] you know I got a burning question and it may not be totally on topic because I want to get

[00:11:07] to the impact of panic on decision making but as we're as you're talking about more full

[00:11:13] cycle AEs that are sourcing their own prospects and filling their own pipeline

[00:11:19] are they doing any different activities than then we've traditionally had the SDRs to do like

[00:11:24] or they being taught and trained to just you know pick up the phone and call like an SDR or

[00:11:29] send emails like an SDR it's just now that AEs doing it themselves or is there new motions that

[00:11:35] are being introduced to that? A little bit of both like a little bit of like status quo

[00:11:41] here's your cadence or your sequence in sort of your people in I'm seeing a good number of those

[00:11:47] because perhaps the full cycle sellers weren't full cycle selling in the past and they had those

[00:11:53] but they were probably doing some sort of let's say targeted prospecting around key accounts

[00:11:57] target accounts they've been given. They're used to a more customized and personalized approach

[00:12:02] and so I am seeing more of that happening you know even if we're using let's call it an email

[00:12:07] template like leaving that first section we're basically big parentheses it says fill in personalization

[00:12:13] here and make that happen um I have been doing something interesting as a result of a client

[00:12:19] of by doing something interesting I have a client of mine who was reaching out and finding about

[00:12:24] 50% of his prospects on Reddit he was giving like he wasn't even anonymous like he was giving but

[00:12:31] he wasn't pitching but he was commenting in communities that made sense for him and so I too have

[00:12:39] got I would I mean I was never on TikTok I think Facebook is the root of all evil but I'm now on

[00:12:45] Reddit and because I want to know what people are saying like I'm just stalking right for the most

[00:12:50] part I'm not really commenting but I like today I saw a post with a guy that says I'm burned out

[00:12:55] and I don't know what to do and he's uh two and a half three months in but he picked an outside sales

[00:13:02] job where he lives out of his car every day but that was not the job he had previously where he was

[00:13:08] happy and the number two seller in the organization and I'm like dude you picked the wrong job like

[00:13:13] you made a career mistake okay like let's give it but like it's not because he shouldn't be in sales

[00:13:19] necessarily so I'm bringing back to your other comment and you didn't ask it specifically this way

[00:13:25] but I'm gonna throw this in I'm seeing like communities are the big thing right now

[00:13:31] right it's all about community and that's where you can find prospects that's where you can add

[00:13:36] value that's where you can set yourself up as a such a fender expert again do's in don't with

[00:13:40] communities right don't go pitch your shit in the community but I'm starting to see like you know

[00:13:47] I've joined communities you know I've been part of like modern sales pros I've been part of that for

[00:13:51] years um I have Slack groups like when I need a 1099 to help me with my business and I just have

[00:13:57] a project like a hiring project a lot of times I hire out of work sales leaders for three weeks

[00:14:02] to help me phone screen and vet candidates like I don't have any I don't have a full-time recruiter

[00:14:07] in my staff I go post it on red genius or women in sales or those type of sites those communities

[00:14:14] and go hey you add to work sales leaders who've been hiring your whole life I got a three-week

[00:14:19] project for you you're like how about some extra cash and and feeling purposeful and not just

[00:14:25] interviewing all the time so I think communities are where the smart sellers like if you talk

[00:14:31] about working smarter than harder smart sellers are inserting themselves in communities not only to

[00:14:37] hear what's going on and understand you know trends and whatnot but you know to add value

[00:14:42] and that and prospects will just appear. You know brand and that's how it gets it takes that

[00:14:48] whole relationship concept right we we've obviously talked about community but takes that relationship

[00:14:53] that many to many relationship rather than just the one to many relationship within the community.

[00:14:59] Yeah and I I'm seeing that trend too with communities and even um traditionally over the last

[00:15:05] I don't know several years I probably would say that like LinkedIn groups are worthless because

[00:15:11] it's where people go and they pitch they pitch their stuff and there's no engagement there's no

[00:15:16] comments but we are seeing the right type of content is getting a lot of engagement people are

[00:15:22] having conversations they want to have those conversations and it's a great place for people to build

[00:15:27] relationships to learn to network and to get conversations with people but you got to have the right

[00:15:34] content and that's still the big challenge because people don't know to think about the right

[00:15:38] content overall they want to go in and pitch you go I'm here I'm here I'm here and then they do

[00:15:45] that for a week and then they go agroops don't work. I had um I hired a new marketing company recently

[00:15:51] I'll pit I'll pimped them here um 20-mile marketing and the first thing that the owner of the company

[00:15:56] did was ask me for 10 names of 10 founders that I'd worked with in the past and 10 sales professionals

[00:16:01] and she went and interviewed everybody and what she found was that information was coming they

[00:16:06] were going to two places for information about sales one was LinkedIn but the other one was read it

[00:16:13] and when we dug deeper on the Reddit thing the reason they went is because mostly it's anonymous

[00:16:17] and it sounds counterintuitive right that you would take advice from somebody that you don't know

[00:16:21] what their credentials are but it gave them a safe place the majority of my ICP and our you know

[00:16:28] our startups but my persona is from an individual contributor standpoint or white men

[00:16:33] between the ages of you know 25 and 45 and so I think it was a safe place for them to go and say like

[00:16:40] I'm burned out or like I think my I think my compensation plan screwing me over

[00:16:46] like what do you think? I think that's the anonymity unlike LinkedIn which has no anonymity whatsoever

[00:16:52] it's a place for them to go like hey like am I really getting screwed here or you know like this

[00:16:57] happened and like you know I lost this deal and here's why and like you know I'm confused and my

[00:17:01] manager is mad and so yeah you know Reddit is very raw right because it's not you're not

[00:17:09] having to put the if you want to call it off the side or something they exist potentially in LinkedIn

[00:17:16] you hear a lot of comments about Reddit that it can be very negative where people can be very

[00:17:21] basic to catish and then the thing is well but I do think it's an opportunity to kind of get some

[00:17:26] raw data and see some of that raw what's really going on right rather than covered by the

[00:17:32] but in and and raw is good I think we you know a lot of people in LinkedIn we we're scared

[00:17:40] to be raw we're scared to be totally authentic I mean we we talk a lot about authenticity and like

[00:17:46] then and for most people they go and then have no intention of being authentic so having that

[00:17:52] opportunity to be a bit more raw be a bit more authentic and hide for a little bit while you're doing

[00:17:57] your research and I think from sellers perspective what a great place and and I've I popped in

[00:18:03] an out of Reddit you've motivated me to get back in there but yeah for is it from sellers is a great

[00:18:10] place to go I mean I would say go into Reddit and read what's going on and see you know we talk

[00:18:16] about what are you observing what are you thinking what are you feeling going Reddit and assess those

[00:18:21] things and then create your content from your personal brand and LinkedIn about this is what I'm

[00:18:26] observing this is what's going on and it's a great way to establish yourself has that that SME

[00:18:35] because you're sharing information that's raw and real and into the absolute content that's a good

[00:18:41] content hack brand it is it is I mean that's what we did like today I would literally but right before

[00:18:47] you guys I got off the phone with my weekly call with my marketing company and she's like what do you see

[00:18:51] and what do you whatever and I'm like well I go you know when I got on Reddit a couple weeks ago I

[00:18:57] signed up all these sales channels and I'm like they're pinging me for things that they think I would be interested

[00:19:02] in and I'm like today was like hey like I'm burned out after like three months like what the heck

[00:19:07] and I read the thing and I go they picked the wrong sales job like they're like they're not like

[00:19:12] you know he's rethinking his sales career and I'm like don't you know don't you know like you just picked

[00:19:17] the wrong role there's like 70 there's 70 plus rules out there like for people people

[00:19:21] people understand how many different sales roles there are and how hard it is to pick the right

[00:19:26] combination of things in order to make sure that you're happy and successful and earning the most income

[00:19:34] can I can I I'm gonna go back to something just because I think it's very very important for people to be

[00:19:40] listen take care and that is the observed thinking feel you just called it a content hack and I

[00:19:48] I hate to term hack I'd rather call this strategy in a system but basically the same thing right

[00:19:55] when we when we bring our customers into our digital studio we bring seesuite sales leaders and

[00:20:01] their tendency is they want to pitch and one of our hardest jobs is getting them to not pitch

[00:20:06] and we ask those questions like what what do you observing is going on in your industry what

[00:20:12] do you observe your customers are doing what do you observe they're talking about what do you

[00:20:16] observe that they're scared of what do you think this means and how do you feel this is going to

[00:20:22] influence them over the next six months when you start to train yourself to think about observe

[00:20:27] thinking feel all kinds of very very high quality highly engaged content starts to come out and you

[00:20:35] you really train yourself to think differently even about your own messaging so whether you go into

[00:20:41] Reddit or you take your own calls with customers look at the transcripts look at even the AI summary of

[00:20:48] the transcripts and go what's going on here not how do I sell this but start with what's going on here

[00:20:57] what's happening what are they thinking and turn that into your content and whether you go into Reddit

[00:21:02] and you share that anonymously or somewhat anonymously or you turn it into LinkedIn post or LinkedIn

[00:21:09] articles you're establishing yourself as a true SME and if you want people to see you as an SME

[00:21:16] you want them to see you as a trusted advisor well you got to provide trusted advice and I think

[00:21:24] one of the easiest way to do it and it's the hardest way to do it because we have to retrain our own thinking

[00:21:31] so so add or Brandon Adam really likes your hack right about taking the insights from Reddit to add

[00:21:39] not you know they did yep and I think no I think that's a real it was it that was a christie that was a

[00:21:44] christie brand in collaboration there okay fist bump that out yeah um the Linda asked is asking

[00:21:50] christie other than Reddit or whatever the other communities that you talk about that you may spend time in

[00:21:56] yep um on this on slack I'm a bit on the slacker so rev genius women in revenue women in sales

[00:22:07] sales blazer community that'll get you started you said modern sales pros well and modern sales

[00:22:16] pros is if you go into LinkedIn they have a they have a company page and you can join the community there

[00:22:22] and there's is more is if I remember correctly it's a it's a Google group until you get emails

[00:22:28] it's not a slack slack group that's correct yeah we get emails again same thing though people looking

[00:22:34] for advice so that's uh you know like you know first time call our longtime listener like you know my CEO

[00:22:41] just made this mandate and I don't know how to handle this or tell my team that the comp plan

[00:22:46] changing mid the year kind of thing so okay can I throw another can I throw another pause because

[00:22:53] I think this is relevant for everybody too I would expect a lot of people with their hearing right

[00:22:58] now is oh my gosh I don't have time for this that's a lot of work yeah but I think the pedal

[00:23:08] harder just make more calls just make more emails the motion might be easier for you because

[00:23:14] you're used to doing it but it's not producing fruit it's time to start pruning like train

[00:23:20] you tree differently to grow in different areas and produce that bigger juice you're fruit

[00:23:25] but you're not going to do it just by doubling down tripling down and quadrupling down on

[00:23:30] the motions that you're comfortable with even though they suck and they burn you out that affair

[00:23:36] I just felt compelled that we had to kind of encapsulate that for people

[00:23:40] well and I'll add one more thing to that right we talk about this all the time

[00:23:44] and Christy definitely interested in your take on this to be successful you've got to rise above

[00:23:49] the noise there's so much noise right how are you gonna ride the bugger noise is being a bit

[00:23:54] extraordinary and how you're doing things and what we're talking about here is presenting yourself a

[00:24:00] bit more extraordinary compared to the average guy that are average gal that's out there really

[00:24:06] trying to just say buy my stuff buy my stuff how many phone calls can I make there's no other way

[00:24:10] too rise above the noise right so it's not that it takes more time it's just more efficient and

[00:24:16] more effective I guess yeah I mean what what's your personal differentiator right I mean we

[00:24:24] talk about this all the time in companies I'm like you know they're like well we're a commodity

[00:24:28] or whatever and I'm like well what's your differentiator and they go our services better I'm like

[00:24:32] prove it prove it like that's not you think you'd like to think that you're giving white glove

[00:24:38] five star 20 minute turnaround service but you might not be so but what's your personal differentiator

[00:24:46] so said differently I'm talking a lot about people sale superpowers like what's your superpower

[00:24:52] what do you do better than your co-workers and your competitors what can you lean into in leverage

[00:24:58] that when when the when the ships are down right and companies are lying people off or it's

[00:25:03] harder to get the sale closed or whatever what do you feel confident and leaning into that says if I

[00:25:09] leverage my superpower at this point in time I should be able to outsell an out-earn

[00:25:14] my co-workers and my competition but like all get woo-woo because Brandon loves it when I get woo-woo

[00:25:21] but like people are not spending enough time like like get to know yourself before you get to know

[00:25:27] the prospect right and that goes into this you're putting yourself in the wrong sales roll

[00:25:31] and stop you know like like I'm so tired of hearing about only 43% of sellers are hitting

[00:25:37] quota okay I live in the series a busy startup world be sees are part of the problem right

[00:25:43] some of these some of these quote is are unreal some of these revenue goals are unrealistic

[00:25:46] right they're unattainable there's this ridiculous but also perhaps you're only getting to 60% of

[00:25:53] quota because you aren't owning your own shit around the fact that you took the wrong roll

[00:26:00] selling the wrong thing that you're not passionate about to enterprise instead of mid-market

[00:26:05] which where you thrive you know what the wrong company and the wrong with wrong value system

[00:26:10] or the wrong company and the wrong pricing and the wrong boss maybe that's why you're at 60%

[00:26:16] of quota instead of saying the revenue targets unattainable I'm not saying for everybody

[00:26:22] probably yeah well and I think that's a good transition to our first big question is

[00:26:29] topic around the impact of panic decision making yeah we're not being so

[00:26:37] we talked about I'm doing a ton of hiring right it's like throughout about like a three clients

[00:26:41] I'm just was actively hiring for in the last 30 days and I'm seeing everything from people applying

[00:26:46] because they have been laid off people applying because they're afraid they maybe laid off or

[00:26:52] people applying I call it passive lookers like like sports Sunday afternoon you know

[00:26:58] MBA my team's out of the MBA playoffs and I just started poking around jobs on LinkedIn

[00:27:03] and this looked interesting you know in other reasons but like the the reason variety is all over

[00:27:10] the board like we everybody wants to talk about the turnover and the layoffs whatever I've never

[00:27:16] I've never been busier like normally 40% of my business is hiring help it's like year-to-date

[00:27:22] it's going to be like 75 coming out of this quarter easily and I'm like I mean I'm busy as I've

[00:27:28] ever been trying to help people hire people and so there's a job out there if you want it but

[00:27:34] but maybe the reason why you're only getting to 60% of quota and all of the other things that

[00:27:39] you're frustrated about is because you don't say anything you need job for three years so that's

[00:27:44] potentially the panic that causes bad decisions like you're like I'm only a 60% of quota

[00:27:49] I'm probably need to come you know leave this job and go to another one well how about

[00:27:53] you just buckle down double down and I say to people I'm like you're really not I don't know

[00:27:58] how you would expect to be successful in under three years right the first year just trying to figure

[00:28:03] the whole damn thing out right processes the people the question she's supposed to ask how like all of

[00:28:08] that all that sales processes type stuff you're too you're like okay got that now how do I make

[00:28:15] that work for me you know how do I christie eyes that how do I personalize that how do I play to my

[00:28:20] superpower how do I how do I use my secret weapon my sales secret weapons and by the way it was like

[00:28:26] if in sats of 20% of deals close which by the way is almost generous right now 16% of deals are

[00:28:32] gonna close 100 deals let's say you run 100 deals so you're pipeline well that's 80 don't

[00:28:38] can it deals that aren't and I call them not right now it's like I don't call them nose they're

[00:28:43] not right now is for a reason if you really have you really have you done your ICP and you're pulling

[00:28:47] that stuff out of zoom info or whatever it's coming in bound like these are people that potentially

[00:28:52] should or could be customers at some point but by the time they need they have the pain is big enough

[00:28:57] to need you you're gone you're at another company selling something else in another segment another

[00:29:03] and another vertical so like like you go to all that trouble to work so hard to build up your

[00:29:08] pipeline and then all of a sudden like you worked all that you've worked all that time and all

[00:29:15] the hard and then all of a sudden you're like those 84% of people is 84 people 84 people

[00:29:20] that you talk to this year that weren't your pipeline and and you're too like 170 some odd

[00:29:26] people that are future customers you've worked all that time in the new leaf so hey I have a

[00:29:33] couple questions here you know when you're when you're seeing sales people lose their job

[00:29:42] and I know it probably varies from coming into company but are you seeing that in a lot of cases

[00:29:47] where they're at the highest risk is if they're missing quota and these quotas that may be inflated

[00:29:52] or unrealistic or is it more because they're not as you just said at least making an attempt to

[00:29:58] exercise their superpower and be that 18 player right I would think if I'm if I have an 18 player

[00:30:05] and even if they're not making quota they're not going to be a risk but if I've got somebody who's

[00:30:09] not really trying to develop themselves and and make themselves be all they can be those are the

[00:30:16] risk yeah you're right it's a little bit of a mix bag but I am seeing and it's funny so

[00:30:23] statistically speaking the stats I threw out earlier like you know go to Husband go to anybody like

[00:30:28] you know fewer than 50% of people are hitting quota but not but not when I interview them all

[00:30:33] the candidates I interview or with an 80% of hitting quota right so first and foremost that's not possible

[00:30:39] but okay I'll play the game like I'm like okay like what both of these other people who are

[00:30:48] hitting quota yeah and and so when you when I look at when I look at all those candidates the

[00:30:56] their arc there are top 10% are being like oh right for no fault of their own in some cases right

[00:31:02] like I talked to a guy this morning he like I got referred like I do this all time on my

[00:31:06] christianism as I've got 30 minutes for everyone and people regularly take me up on this and so a

[00:31:11] former employee of mine who worked with this guy who would love that company and gone to another he's

[00:31:16] now to very very early stage like sub one million dollar early stage startup and he's like

[00:31:20] not sure this is for me and I talked in this morning and he said I was a top 10%er

[00:31:26] and they eliminate the entire this was a UK based company and they and lay in the entire North American team

[00:31:32] okay no fault of your own right we note nothing you got their new fault of your own

[00:31:37] but I also think that to your point yes and so here's the number one here's the number one answer

[00:31:43] I'm getting to a question I ask every single candidate tell me about the professional soft skills sales

[00:31:48] training that you've been provided at previous employers and well over 60% say I haven't

[00:31:56] and so here's the follow-up question if you're in a view with me be ready so what have you done

[00:32:00] for yourself and if the answer is nothing like and I you know and then I follow that up with

[00:32:10] who do you follow like who do you follow what podcast do you listen to what books are you reading

[00:32:15] what webinars are you attending and if I and again like if your answer is like this is the

[00:32:21] this is also one of those popular answers well like I follow a bunch of people like can't come

[00:32:27] up with the names right now and like you know my podcast list is kind of varied and I'm like

[00:32:32] okay so you're not a lifelong learner you're not owning your own shit around your personal and

[00:32:37] professional development and so yes shame on your sales leader for not teaching you what you deserve

[00:32:43] to be it have been taught but in the absence of that because we talked a little bit about I think

[00:32:49] before we even hit the record button that you know top sales people are being promoted to sales

[00:32:54] leader but they don't know what the hell they're doing and so sales the sales professionals

[00:32:57] underneath them are not getting the training that they need but it is easier than ever

[00:33:06] hey LinkedIn learning hey you to me hey sales gravy university hey every podcast that has the

[00:33:13] word sales in it hey I mean like hey guys I'm like oh I mean we literally one of the companies I'm

[00:33:21] hiring the 3AEs4 is an e-learning company so one of the number one competencies that we're looking

[00:33:28] for is a learner lifelong learner and taking responsibility for that and we live I mean got one of

[00:33:33] those answers and we love him every other answer we love we love him and we got and I got the

[00:33:38] phone with the HR manager and I'm like we cannot move him forward she goes oh good I'm glad you

[00:33:42] understand I go yeah yeah hello I'm like no took no accountability for his own personal professional

[00:33:48] so if I'm if I'm let there's two scenarios right Brandon you back looks like and

[00:33:55] I'm sorry about that it got loud my my outside office neighbors landspapers decided to do some

[00:34:01] work I thought we're gonna say cicadas that's what I'm dealing yeah I've heard that

[00:34:06] I could not go outside and it is the cicadas would make you all crazy

[00:34:10] so if I'm if I'm looking for a job I'm looking for a sales role

[00:34:15] do you have like a what is it is there a checklist of things that I should be doing almost

[00:34:20] a self assessment on that says hey I'm looking for you know and maybe it's not even I just

[00:34:26] know I want a job in sales right so what is it the the assessment I should be doing for myself

[00:34:32] and even kind of a plan for myself to say how am I going to have the highest probability of

[00:34:38] the right position and being successful you know over the next two to four years right not

[00:34:45] successful in the next and there could be a definition of success in six months but it's

[00:34:49] as you pointed out it's hard to really be successful in six months or 12 months or 18

[00:34:54] months when you're when you're leaving there so what would you kind of tell people as a

[00:34:58] is kind of a self self assessment that they should do yeah I mean everybody talks about strengths

[00:35:05] but I'm talking about superpowers because superpowers are things are strengths that you have

[00:35:09] had intentionally home right developing something happens over time organically just so I play tennis

[00:35:18] I used this example I play tennis my tennis superpower is my forehand slice now I got my forehand

[00:35:27] slice because I grew up playing rackable so it did come naturally to me but I developed it over

[00:35:33] time because every time I step on the court the situation is different right my opponent is

[00:35:38] different the surfaces different on my inside or my outside how's the damn lighting in the

[00:35:43] you know in the inside benu lighting changes dramatically we know what balls am I playing with

[00:35:49] what you know all of that so my forehand slice is even though it was natural I've developed it over

[00:35:54] time just by getting on the court as often as I do but I hone it because once I'm or I decided

[00:35:59] I want to make it really nasty it's why I hired a coach and then I spent an hour with him a week

[00:36:04] and he made me spend five hours a week at the wall big brick wall two story at the junior high

[00:36:10] of the street from me but my headset on with my loud music took my one tennis ball it's all

[00:36:17] I needed in my racket and I had to develop I was developing muscle memory so what I say to

[00:36:24] sales reps is that's the example I use how I honed it I developed it over time just by stepping

[00:36:29] on the court but that wasn't going to make it nasty making it nasty means I had to practice that

[00:36:34] and make and you know get muscle memory around it well instead of muscle memory for sales I call it

[00:36:41] mental memory so every time this happens I do this it's wrote I don't have to think about it I know

[00:36:48] because that's my superpower that this works so Tom back to your question like you're like so my

[00:36:53] universe of superpower is generosity when you go back in time when I was a teenager I used to

[00:37:01] affectionately say hey I had to have a like a remember where you used to have Colin you know we're

[00:37:06] so old the three of us that remember the Colin talk shows like the Colin shows like you could

[00:37:10] call in and like give your like here's my problem I need my advice so I call that cryo christie

[00:37:14] I'm like the phone lines are open between seven and eight o'clock Monday through Friday and

[00:37:18] I'm just always one of those people that I'm compartmentalizer I'm not super emotional

[00:37:22] like I'm like you know in case of a four alarm fire or like death you should put me on your

[00:37:27] like case of emergency line am I phone number and so people will call you regularly like oh my god

[00:37:32] I got an F on the test my parents don't know yet what am I gonna do oh my gosh you know my boyfriend

[00:37:37] kissed Susie at the party I saw it happen I don't want to do you know like you know I lost my job

[00:37:41] I haven't to my parent chat what am I gonna do like everybody would call right and I would be like

[00:37:46] voice of reason you know my son calls me dream killer I prefer voice of reason

[00:37:50] um and so like and so like like if you go back in time but it wasn't until I was in my 40s

[00:37:58] that I realized this I have 30 minutes for everyone like that's my superpower like people come to me

[00:38:05] and now my as my dad would say and now instead of firing you for shooting your big mouth off

[00:38:10] and telling people shit that they don't want to hear people pay you he goes it's genius this consulting

[00:38:16] thing you want to build yourself around right and so like people need to stop and think about

[00:38:21] they probably was a strength they had literally as a teenager or a child that got developed

[00:38:26] over time but if you're not sure like what do you do better than other videos? What's everybody

[00:38:31] in the office come and ask you questions about ask your friends and family they see you they see

[00:38:37] you more clearly than you may see yourself you know those are kind of questions that you

[00:38:40] could have to ask yourself and then all of a sudden it becomes clear like you know like my

[00:38:44] friends would be like oh like anytime like I'm emotional upset I call you because you become

[00:38:49] the voice of reason and it's never as bad as I think it is now they wouldn't have said my children

[00:38:54] can I yeah can I should I know for 30 minutes with Christine and her voice of reason

[00:38:59] like I'm bumped up motivated ready to go what's your obsession and I wouldn't have called that

[00:39:03] by the way I don't think my friends would say to you Christy suit but they would say Christy

[00:39:07] superpowers firefighter and I would agree with that that is actually my business superpower

[00:39:12] it's my June it's also my universe was super power too is firefighter like four

[00:39:17] long firefighter and I you know never get burned like everybody else is on like here's

[00:39:21] my fire but mine's not but for me that's generosity right like I my people in my life need a lot

[00:39:28] to me and even people like brainer or time if you sent me somebody like again the guy this morning

[00:39:33] he said Becky said I should call you that you might be able to help me and I'm like sure I got

[00:39:38] 30 events for everything here's my calendar link I met him you know and he was like thank you

[00:39:42] so much for like just listening to me and I'm like I'm like I'm like well sure because A like

[00:39:47] I feel like I have an obligation if I know something that you don't I feel like I'm obligated to

[00:39:51] share that with you I grew up in a family where finances were very transparent I knew what my

[00:39:56] parents made I knew every time a commission check came in my mother was a real estate agent a hundred

[00:40:01] percent commission my dad was an owner broker of a real estate company I have financial acumen

[00:40:06] I have financial literacy in ways that other people don't so one of the things I do is teach junior

[00:40:10] achievement because every single every single great engineer achievements curriculum involves many

[00:40:16] and I want them to see women I want girls to see women and even men to see women coming into

[00:40:20] the classroom saying yep I pay my own bills I run my own company I do all this you know I set my own

[00:40:26] prices um so I'm just saying like I think it's easier than people think it is but then

[00:40:31] once you identify your superpower I think that's part's going to be easier but then you have to

[00:40:37] you know develop it, hone it, pressure test it and then leveraging it like for me going back

[00:40:44] to my tennis example me leveraging my superpower my my size more hand I can leverage it best

[00:40:50] when my opponent has talks that because then I get to take the ball in my sweet spot every single time

[00:40:58] if my opponent is also a slicer that I know it's going to be a long miserable day for me

[00:41:04] because that ball is never going to be exactly where I want it so I'm not able to leverage my superpower

[00:41:09] right I'm going to use my slice because it's what I have but I also have topspin if I need it

[00:41:14] so like I just don't think people are taking time to think all of those things through

[00:41:20] it just in general and then they sure is how not thinking them through before they go and apply

[00:41:25] because they wouldn't be trying to 40 jobs that week maybe applying to four. Well and let's say you

[00:41:30] sort that out or you have an idea right you know you may not have it perfectly honed but you

[00:41:35] do the exercise that you just went through you have an idea of kind of what makes you

[00:41:40] extraordinary or special how do you take that then into an interview with a perspective

[00:41:46] you know company and not come off as either cocky or arrogant or or feel or they feel like

[00:41:53] when they didn't really answer my questions or how do that how does that get translated as

[00:41:57] something that then says hey I really want to hire this person. Well first up I want to say that

[00:42:04] I think if you've figured all that out then you don't even have to wait for someone to post a job

[00:42:10] if you've done your homework and you've figured out what your superpower is and you figure out

[00:42:14] how you can leverage it in a particular organization like hey I really should be selling this

[00:42:21] in this space with whatever then you can reach out to the VP of sales of the CRO and say hey I'm

[00:42:28] looking for my next opportunity here's why I want your career's page and I didn't see anything but

[00:42:34] I would love for you to donate 15 minutes to the cause just so you can learn a little bit more about

[00:42:39] me just to see if in the future there might be something you know away for us to work together

[00:42:46] but in the interview I mean like I actually just ask what you're super far is so let's just

[00:42:51] say that not everybody is the interviewer that asking these crazy questions like I am but

[00:42:55] but I do think there's nothing wrong with saying that like hey and even if they ask like you know

[00:43:00] if they're even you know what are your strengths or what makes you you know like one of the questions

[00:43:05] I ask during the phone screen is tell me how you left the organization better than you found it

[00:43:10] or why or how are you going to leave the organization better than you found it that's in the phone

[00:43:13] screen I only give 30 minutes for phone screen but if you can't articulate to me in the phone screen

[00:43:18] that you did more than what the job description asks you to do then you're not an a player

[00:43:25] pass so like I think you're going to get opportunities Tom and they may not be they may not come

[00:43:30] out and ask them like I do like so what's your sales superpower? They may not ask at that way

[00:43:34] but they're going to ask it in a way like you have to hear it for what it is and then insert

[00:43:38] your superpower answer into the question but I think this goes back to your panic statement right if

[00:43:43] you've got that worked out and you have confidence in that for yourself whether you're pro

[00:43:50] actively looking for a job like you know proactively reaching out or you get on an interview

[00:43:54] or whatever you just have the confidence on what you're going to bring to the table and if it's

[00:44:00] not a fit it won't be you'll find out right so if it's okay that it's not a fit right and I think

[00:44:05] where the panic comes in is where people go oh my god I didn't make this one I didn't make this one

[00:44:10] because they don't really know where the right fit is they don't know if they got to the right place

[00:44:14] if if I actually got to the right place yeah I think it's like a good yeah go ahead

[00:44:20] you want to say it it it it it it's confusion that creates more confusion with creates more

[00:44:25] confusion so you get to the point you go shit who am I right because because if you don't go into that

[00:44:31] and I I think whether you go into a sales like a prospecting call a first call or it's a job interview

[00:44:38] it's the same thing you have to have your plan you have to be prepared and try to leave the

[00:44:43] conversation where you want it to go to get the information you need I think when you're looking

[00:44:47] for a job you want to go in prepared to be able to take the conversation to your strengths and where

[00:44:52] what you want to disclose about yourself not just respond respond respond respond and they go

[00:44:58] you know oh I didn't get to really share the best parts of myself because the interviewer didn't

[00:45:02] set you up the right way is that sound accurate Christie? I'm back to own your own shit again Brandon

[00:45:08] Tom you said something that I wanted to stop on is you said use the word fit which I use all the time

[00:45:14] not every job is a fit for you and this is also where panic causes bad decision so if you again

[00:45:20] I don't mean I'm not going to go deep here but like you know if you're not if you're somebody who's

[00:45:24] living paycheck to paycheck even if you're making a good income because you don't have discipline around

[00:45:28] finances and you don't have that three month nest egg that causes panic if you haven't built out your

[00:45:34] network so you know when I went into consulting because I got laid off I lost my job

[00:45:43] and I had because of my super-per-generosity I had been giving and giving and giving but I hadn't

[00:45:48] cashed any chips and I reached out I started reaching out to people in my network and saying

[00:45:55] I need introductions here's what I need here's what I'm looking for and everything that I have today

[00:46:01] ties back to one individual his name is Dean Pasey he's the owner of biz library I worked for him as his

[00:46:07] salesator for 10 years our parting after that time what we did not part well and a few months after that

[00:46:15] he reached out and asked if we could grab a beer and this is where my super-per-generosity came in again because

[00:46:20] the first my first response was oh hell no like I don't think so friend but we did 10 years as a

[00:46:28] 10 years of a personal professional relationship and he introduced me like actually the first three clients I got

[00:46:37] were all their actions from him like he is my he's my he's my Kevin Bacon right everything tied

[00:46:44] back to him but but that's the guy who when I left the previous career I had I was looking for

[00:46:52] a company and not a job and you know he wouldn't refer me to his girlfriends cut me for himself

[00:47:01] but like I had obviously convinced him that my skill said you know like would fit like I wasn't thinking

[00:47:06] I was going to work for him ever like never so I just think like if your brand and I love what you said

[00:47:14] but Tom I love what you said like I say to candidates here's how we're going to go through this

[00:47:19] process so which is PS just how I went to handle a prospect right so here's our process here's my process

[00:47:25] before you might I might send you an SWW when we sign it you know create a deal I'm like the first half of

[00:47:29] our sales cycle of our interview cycle or hiring cycle is going to be all us figuring out if you're qualified

[00:47:35] if you're fit for us but then I say then I'm going to flip the script and I'm going to let you

[00:47:41] figure out a four of fit for you because I tell candidates you're going to know way before I will after

[00:47:47] four hours with you let's just say I spend four hours with the mental before I make an offer

[00:47:51] you will know way before I will whether this is a good or bad idea right because you've been living

[00:47:56] with yourself for 37 years and I've known you for four hours so but I've got to give you I said I need

[00:48:02] to make you an educated candidate just like I would make an educated consumer I've got to give you

[00:48:06] enough information by letting you talk to other people in the organization talk to former employees

[00:48:11] talk to current employees again some of that work you should be doing on your own you can reach out

[00:48:14] on LinkedIn to people and ask to talk to them but I need to give you enough information because

[00:48:19] I want to make sure that you because if we do it that way there's a much more likely

[00:48:25] that fit is going to happen and you are going to be successful here but I also need you beyond

[00:48:31] with yourself and saying it's okay like sorry I'm taking myself out of the equation thank you for

[00:48:37] letting me get educated I don't think I can be as successful here as I can of the places and that's fine

[00:48:43] like I applaud that and do you coach along that line to think again if I'm looking for a

[00:48:52] sales job think for a minimum of three years if not longer so that am I going into this so

[00:48:58] I'm at least thinking from that horizon I talk about it I don't know if people are listening

[00:49:04] Tom okay talking about it yeah I mean so I take the example this my brother and I talk about this

[00:49:09] all time so we both grew up in the same family and I took my dad's path as a leader and he took

[00:49:15] my mom's path as an individual contributor and the majority of the income he makes is off commission

[00:49:20] and he's been in his industry with his company for 24 years he got there at 26

[00:49:31] and is not left and he says there is no way that I would be making the money I'm making

[00:49:38] with a lake house and a boat and college being paid for my kids or our 10 and 13 he's like

[00:49:46] if I had jumped he's in staffing if I had jumped from staffing company to staffing company over the

[00:49:52] years and I was at my tenth job instead of my first job my second it was not his first job

[00:49:56] I had a college but his first staffing job he said there's no way I'd be where I'm at today no way

[00:50:04] and it's hard to argue with right I mean he's got a good life and he's built these relationships

[00:50:11] and he's got you know a good account like he you know he earned his right to a top account

[00:50:15] in Kansas City and you know plant managers come and go if you will but HR managers don't go

[00:50:22] coming go as often and so the relationships that he's built there have put him in a position where

[00:50:28] he's a trusted advisor well and and I get you know what look most sales people like anybody

[00:50:36] of course you need a paycheck but a lot of times we're all looking beyond the paycheck

[00:50:40] right we're not just looking to get our our paycheck we're looking for the upside that we have

[00:50:46] and that upside may be longer down the road than six months 12 months or 18 months especially

[00:50:52] in B to B and especially in this day and age yep so I think it's a very interesting

[00:50:59] viewpoint to be thinking about if you're going to look for that next job and say God work and

[00:51:04] I really you know really take advantage of my superpower and and get that result over two three

[00:51:11] even four years or longer along the way so it's a different mindset than hey is there a get rich

[00:51:17] quick opportunity on the next you know six months or whatever I think it's short side of

[00:51:23] it's that I talked to a candidate today that is a final one of the final six candidates for these

[00:51:28] three eight positions and he said you know I knew he was interviewing with a couple of others two

[00:51:34] to three others he said I eliminated one and down to two others as opposed to you and I said great

[00:51:38] I'm ready to put you in front of the CRO which will be the last step and he said okay and I said tell

[00:51:43] me what your buying criteria is he looked at me and he goes what I go three companies

[00:51:48] what you're buying criteria like how are you going to make this decision and he said oh so we

[00:51:52] write off this criteria and he said in fairness like you guys have one of the lower base salaries

[00:51:56] and I said great I said but what if we had one of the larger upsides and he goes oh and I said

[00:52:05] this is one of the most generous variable compensation plans I've ever seen like let me

[00:52:10] throw out the word 25% and see how you react to that now that's on a three year contract

[00:52:16] that's after a certain other gate right sure but isn't anybody out there offering 25% commission

[00:52:22] on anything I don't care how many years it is and he was like oh and I said

[00:52:28] I'm going to send you the comp plan I said I'm not doing this with any of the candidate

[00:52:31] but you're looking for a hundred thousand dollars and we're not I'm not going to be able to get you that

[00:52:35] and base but I said I'd rather you think about your total OTE and what that looks like

[00:52:43] and so like I got off the call I was actually with the sales leader not the CRO but the the

[00:52:49] VP of sales was just enjoying me on that call and he got the go to goes that was an interesting strategy

[00:52:54] and I go what what did you have anybody goes we'll show you the comp plan I go that's not a strategy

[00:52:58] those are anything to do he didn't have all the information he needed to be an educated consumer

[00:53:02] so how am I going to ask him to take a chance on me if he'd you know to take a lower base

[00:53:09] seller than he wants and probably has had in the past without having all the information so I had no choice

[00:53:15] I had not shown that to any of their candidate until I've gotten you know until I'm getting from preparing to make

[00:53:20] offers so I think I also think people are in there like in the hiring a rigid right like I think

[00:53:27] this is one of the reasons why even though someone has HR I mentioned that this organization had it

[00:53:31] as an HR department and recruiters but they hired me to hire their sales reps because

[00:53:36] HR doesn't you know doesn't always get sales right sales is a little bit of a specialty

[00:53:41] and I don't think anybody in HR would have done what I did so you know we've all our hours almost

[00:53:48] up which has gone by as it always is I'm like well that's the problem the brand and what are some

[00:53:54] final things we need to touch on here before we wrap up you know I I think we wrap up with this I think

[00:54:00] this was this was a unique show for us and yet I also think it was very needed it's we had very little

[00:54:08] comments and engagements compared to normal shows but I think this was just so information rich

[00:54:14] Christie you brought amazing information for people whether they're job searching or they're in a

[00:54:20] current job or they're hiring that I think as we move into you know what we talked about it's modern

[00:54:27] selling it's everything we're doing is in this new environment it's in this new world and I think

[00:54:33] you're leading the way with helping people know themselves to lead themselves and there just hasn't

[00:54:40] been enough of that in our business culture especially over the last 15 to 20 years where it's just

[00:54:46] been a lot of get what you can get and move to the next move to the next the next thing and get more

[00:54:53] and get more and get more and now that that that dances over I think people need to get back to some

[00:55:00] of these basics and it's not not saying what you're talking about is basic but it's it's the basics

[00:55:05] but that most people don't know and don't do I know I've learned a lot of things from the hiring

[00:55:11] side that it really made me think a lot good we have we have a very special listener here that

[00:55:20] said it was a fabulous conversation so I know I saw that I mean that's high praise somebody who's

[00:55:25] listening to every word of every episode that we've ever really oh you this is this is your

[00:55:30] groupie now that's my wife so oh you know as your groupie you know

[00:55:39] you can be that's high praise Lauren thank you for that thank you Lauren yes I did not know how special

[00:55:46] the listener you know you know when I'm really thinking about too and I'm really promised not to go

[00:55:50] down a rabbit hole when we have left in five minutes left but this whole idea of understanding your

[00:55:56] superpower understanding what you do well as an individual that certainly can elevate to a company

[00:56:01] especially at early stage startup okay and I look at my software company and I look at the growth

[00:56:07] that we've had over the even the last six months it's because we really have identified

[00:56:13] what we really do well and who cares right what customer really cares about what we do well

[00:56:20] and there's some that don't care at all but when we find the ones that really care about what we do

[00:56:25] well the velocity of the deal the quality of the deal the size of the deal everything comes together

[00:56:31] that much faster and better and so this same concept could be taken to a our business as much

[00:56:39] as it is an individual along the way for sure so yeah all right three feet um

[00:56:47] to wrap work and people find out more about you your books coming out in August you said right

[00:56:53] this yeah so selling your way in the playbook for setting your income and owning your life

[00:56:59] and it is all about what I talked about today it's all about fit right it's all about finding

[00:57:03] yours your right place in the sales universe to be a successful as you can be however you

[00:57:09] define that earned the most income you know that you can earn um I would love for you to connect

[00:57:14] on LinkedIn I love when I do this so I reach out on LinkedIn and tell me about your one takeaway

[00:57:19] if you have more than one telling about your takeaways and you know what really resonated today

[00:57:23] because I really am again I didn't want to write a book on sales how to right I didn't want to

[00:57:29] write a how to book um I just think there's so many people that are again unhappy that are losing

[00:57:35] their jobs that are quitting their jobs or whatever because they just haven't figured out the right

[00:57:40] sales formula for them and put themselves in the best place to be successful. Right now I was I was

[00:57:47] prepared which you know expecting Carson to show up I knew today I had a quote it reminded me of

[00:57:53] the movie reminded me of hunger games where a polluter talks about it's moves and counter moves

[00:57:59] and I kept thinking about that today everything you're talking about it's it's you got to

[00:58:04] first start a doubt foundation got to know yourself to lead yourself but then it's moves and counter

[00:58:08] moves it's at constant flow of positioning in yourself in the smart way yep I call them step changes

[00:58:16] career step changes keep making the right career step changes and that may not mean every 18 months

[00:58:22] well thank you for the comment also from Valindus she also enjoyed your position in perspectives

[00:58:28] so they for Linda and which was too busy listening to ask questions so all right that's a good thing

[00:58:35] well hey for everybody in Valindus especially it's become a friend of mine over the years thank you for

[00:58:40] joining us today and being with us on mastery modern selling we'll see you next week I started to

[00:58:47] look I told you forgot we'll have Carson back next week and I think in the Caribbean next week

[00:58:55] oh that's right it's one of these days I think maybe before Christmas we'll get all three of us

[00:59:01] back together again so good while yeah thanks thank you guys for having me on again it's always

[00:59:08] very very engaging conversation well get you back thank you for joining us today on mastering

[00:59:19] modern selling if you enjoyed this episode don't forget to subscribe for more insights connect with us on

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