Yeah. Well, thanks. Good. Let's see. Sarah. Sarah said, Well, I'm just going to pull it. Okay. Yes. I guess the last one. Yeah. I gotta go. Well. Right? 600 to get started somewhat on time. As everyone don't work. You do that by Monday night of the year. So welcome. Thank you for attending. I know it's somewhat mandatory. So that helps to drive up the attendance and that also helps drive dependents. My name is Anthony My UD graduate, class of 2012. Stanley Black and Decker. All that information is up there. I'm going to walk you through a few slides. Slide, I promise it's not slideshow. Add two slides. I'm going to tell you a few things about my history and my past. Let's dive in to where I am today, as well as some food for thought and advice that you would ask. If I were sitting in your seat years ago, repented what I wish I had known then. I'm going to walk you through a few of those stories along the way. This can be engaging or this can be miserable, painful for 40 min. Best way to do it is a question you throw up a hand. That helps out a lot. If you have a question or up a hand and I'll be happy to answer. I'm an open book. I will also tell you that I don't get paid for this. I get paid and free food. But also this isn't been pre-approved, gray like that. So I'm going to tell it how it is. I'm gonna give it to you straight As far as my life was coming out of the University of Delaware and going into the real world. As I said, if there is any questions, don't be afraid to ask right there. Alright. So little bit about that, a little bit more about me. You'll find in the real-world, people love talking about themselves. That's an important one to 18 is sales cycle as well, right? You are going into cell phones your mouth and listen to what they say, and then interact as, you know, as you would tell your story as well. So a little bit about me, a little bit more about my career path and kind of where I did get to where I am today. By no means am I stopping and ten years out of college and continue to go forward and find my, my next venture, my next I'll go through three life lessons. I did almost like a bloopers at the end of that and said, Hey, what what else can I have talked about in wasting your time on? And I added that in a minute. But this is meant to be something that is somewhat interactive and I want to know a little bit about yourselves to how many people in here, sophomores. Juniors. To juniors, seniors. Alright, any pressure? You got the full range. So the reason I asked that is wanting to get to know a little bit about you guys. But also when you start telling me the range of freshman to senior year, I think a lot of seniors have a lot of different perspective on things that I did when I was a freshman. I can say the same thing as somebody who graduated years. I have a very different perspective on some of this is to help you understand and relate to what the post-college, the real-world as they say. And then someone who is really just understanding helpful knowledge to go into the internship process and the job. Those are, those are two key things that gets you to the next step. So I'll start a little bit about me. I grew up in New Jersey. I'm sure there's a few new Jersey coasts in the room. Nodding heads, love that. I grew up in New Jersey, Northern New Jersey. I grew up in a family garden center. So retail environment. How many of you have worked in retail or waitress or something when the public is nuts. Let's just be honest with ourselves, right? The public always, the crazy ones, pretty sure. That's what we are asking. When I say that is, it's something that you will learn as you go and interact with individuals, not just in a one-on-one setting, but in real-world life, people crazy. But I grew up eight, started working for my garden center. That got me interested in that, got me interested in making sure that I was going to work. I went to the University of Delaware, as I've said multiple times, graduate in 2012, I moved to New York City. That was the big dream of the time, right? Got to college. I wanted to be a lot of my friends who've been there. I didn't know what I wanted to do, but I wanted to do. So as I was going through the process, I went through jobs that had options in New York City. Walk me there. I worked in New York City for Stanley Black and Decker, being able to topple the largest, tallest building in the Western Hemisphere while it was under construction. I don t think the guy that owns this apartment notice that I haven't personally hey guys to try to go into the apartment. And I'm the guy that first seven little tidbits along. I moved to Maryland about five years ago, where Stanley Black and Decker has their US headquarters for outdoor. Outside of work. As you think about sales, interacting with, people, always find their passions and we'll talk about that a little bit more, but learn more about the individual right outside of just the a, what do I want to sell them or what I want to talk about? So always good to interact and understand the people that we are in a relationship with every one of us, right? The world is built on relationships. So myself outside of work wasn't my sisters. I love to travel to crop things. I like to do fish, fishing in Alaska. Approximately equal great opportunity that I love to cook. And they call me mozzarella, that's just something out of the blue. And then last year in November when I got married, that's my wife. My wife's brother is an alumni of the University of Delaware, has got all the things kinda connected, some point metadata. Alright. Okay, tell you a little bit more. So career. I think when I was going to college and every time I went to one of the speakers, I was like, All right, put up this fancy tight on lately, been out of college for ten years. And what did they do? Go into a job interview or that individual internship interview and you're like, Okay, that's great. But what do you do after that and after that, I'm here to tell you. You don't know, you won't. It's not going to be a perfect situation. When I took the job that I did. I started as a sales and marketing specialists calling him a load. That was literally going and working in most stores, store managers, individuals that in some cases didn't go to college, teaching them about tools and trying to sell more tools. That a year later, I was promoted to market manager, where I got my first opportunity as an individual to manage people. That was a unique opportunity. But what I would say, it's taught me a lot and we don't know from an individual contributor to manager people. Early on, you could get the opportunity. I would say that one of the sets forth what I found, I like a lot of development and development with people. You're gonna have a period after that picture that you already saw on top of the telescope? I've worked in Marker, which for us was around construction sites. Most intimidating job that I've ever taken in my career. You go out and talk to people that you have no idea. You talk about tools. We don't really want to talk to you because they want to get their job done. But you have to insert yourself. Tell them why it's important. Element matter of 5 min to try to really get them to talk to you even more. But one of the most unique opportunities and the acquired this company called parish. You think of Stanley Black and Decker standing our tape measure, maybe a nice Black and Decker, you're maybe thinking of a dust buster or a coffee pot, right? We acquired a company that power spasms in 2012, right? When I started in 2000 and something called up and said, Hey, would you want to work on I don't know what I don't know anything about it. Right. And they're like, No, we know a lot of people don't know much about it, but I promise you it's value. The truth is, at the time I took the job, it was something I had never known about. Something that I knew would be hard, newly learned, a new category, a new area of business. That quite frankly, out of the thousands of people that work for Stanley Black and Decker, the powers faster side of business. There's only a couple of hundred. So wasn't by any means the most popular job in the world. But I took it. I will tell you that is probably one of the defining moments in my career because it allowed me to try something. And I know that sounds kind of skeptical of this stuff. All the contracts with the new. But yeah, I tried to put me in an uncomfortable position at the top who then get comfortable with being uncomfortable. One of our mottos, as you're talking about, really talking about in this giant bucket. Something has to match the rest of the building. Otherwise it would be falling down on us. And that's done with a fast, right? It's a simple little piece that nobody thinks about. Note, don't think about sitting in this room. But when you sell ladders on life's teaches students thinking things a little bit different and start your sales process. So I took that job for a couple of years. I've broken my territory or not just to boast about my job and I didn't know what I was doing, but it is working. Then I said, alright, I got himself. So I got a call from somebody at the company and they said, Hey, would you ever want to come and do channel? I don't know what channel workloads. So I've taken bargaining in college, but they didn't necessarily know what channel marked with us. That is pricing promotion, strategy isn't everything I'm good rate for a salesperson who understands the business and understands the customer to go and take an opportunity to learn. So over the last five or six years, so I have escalated and roles within China marker and the best decision I made was definitely when I graduate marketing. Yeah. I look back ten years ago that I know that's what the patho take. Absolutely. But I can tell you each step of the way I learned something rolls up there, whether I loved them when I was student, certainly love the job. Whereas unstructured sites or a unit when I was building in caps and who graduated college? There's moments in your in your career. Why did I do that? You do it too. So with that, I think it's important to kinda understand the progression and regression of what I've done to get to where I am today. But by no means do I want to write. That's just an understanding of the past really yet and you'll never know every step of the way until all right. So Jen hit you with some lag. One other thing I've been married to you is I won't take it before. Alright. So these are door, I promise I'll go through the slides and we'll begin. Your city to tax American. Exactly. My dream changes, right? I just told you when I graduated college, I really wanted to be in New York City with all my friends every morning when somebody says, why don't you move? Anyone seen the wire? That is basically a documentary on Baltimore, Maryland. Baltimore. I know there's like to say it, but it is prime. It is Baltimore Orioles. Which Yankees fan, that's not your ideal team. And then the rabbits and I was a giant, didn't exactly work. I will tell you, I took the lead, I jumped into tasks and work there now, met my wife there. Best decision I made in my entire career. So lesson number one. When I say that, you're like, Well, what the heck does that mean? Right? Follow your passion. Passion about shedding clothing. Are passionate about sports. And sports. There's different ways to get passionate and you may not know what you're passionate about until you're really in it. But what I will say is make sure that whenever you are doing stronger person, they'll make you stronger as an individual. It will make you stronger as somebody who don't relationship like a husband or wife, right? Follow your picture. Take you back to a story in 2012 are That's what a letter roughly 11 years ago. I was sitting in your seat. I was going through a senior and I was going through the interview process, applied to a bunch of different jobs, starting to get nearly about all these different jobs that responds to you. And you're like, what's wrong with my resume? I don t know something. So I applied to Stanley Black and Decker at the interview process with Macy's fantastic company. And maybe you don't know it don't work for mixtures, but I can tell you it's no effect despite the changes times with retail environment. But I got a job offer or Macy's and I took I signed up about you. I hadn't really thought processes. And there's many people that will tell you once you take that job offer. In here, the work done is wrong. I would tell you this is one of those times in life where maybe I made a mistake. January payment and had gotten an e-mail from Stanley Black and Decker. If you're somebody that I said, Hey, I saw her name on the interview list, but we didn't miss the communication on it. We really want to interview. You. Already accepted the job. Please hear me out of here. So I took the interview around it and reach bring it in and put you up in a hotel. A large group interview, about 30 folks to go through the final parameter. We put you in a hotel, it's a two bedroom sheet. You get your ruminants somebody else to share. This guy, Alex. We're so nervous and it's the night before our final round interview. So we go with Chapter shit for the rest of them. Talked about everything, became very good friends. And Alex and I both got higher percentage of black. When we when I got that job offer, I had to go to Macy's. I unfortunately, I appreciate it. I want to go to this one. If I look back now, I didn't do it because I didn't think basis was good or I didn't think it was the right path for me. That would've been great to sit up here and say Exactly All along with this is how it would be. But that's not the truth. The truth is. I looked at this picture. That picture. I said, What am I actually write? What can it get behind? And for some people, nations are going to be more important. For others. It's the picture on the right side. But understanding that that tools for me was a little bit more something I can get behind me. Passionate, definitely helped me to start my career by no means and I think that's still be there tenures. So a picture kinda gets in the way out. But you never know who you're going to work. This is important. When I mentioned that story. Hotel that is having a drink and started to save here both similar roles out of college with both took another rollouts that and have a lot of good friends to this neck. He appreciated my wet. I will tell you. When I didn't know. I didn't know that you'd be working today and he works for me on my team. So just to keep in mind that every time that you're going to meet somebody could be an aperture. Wanted to create a meaningful friendships for demo. I'm never know. Natural. Alex. I could have done it. Right. He could hate working through it. But it's third or fourth job working in by different organizations. So I can tell you that that's something that you never know who you're going to be working towards. So Gilda relationship, talk to everybody, right? Get to know their names in something that really does happen. Everyone know every brand on there. If you don't know the Black and Decker one points or loss, but everyone knows everyone out there. We all have in common all Corporation globally known brands. Great, great way. That's actually what you're all brands. I don't have exact statistics on the first two, but I can tell you that 91% of the globe statistic that we have that we utilize on their globally known brands. The reason I put them up here, it's not because I say pick up a globally known brand, but brands and say whom, whom. You never know who you're going to work for. Every interaction that you make and every person that you meet. It can be an opportunity for huge, right? Talk to them about who they are, who they may see a new lead to further opportunities. When I'm going out for the first time, our interaction upfront, guilt his brand and so that to this day because my odds, right. As you walk into an interview or walk into your first job, right? Every era actually will create that brand. What one of those, Brett, you want your brand just like those brands. Well, we recognize some of which are recognized for having fast and show them. Maybe you're Pepsi can, I don't know. Best-in-class other products when it comes to home, right? Within the space that it's important to make sure that the brand is well represented, right? And that's in every interaction, every conversation that you worked on from here, you're going into an interview. Take your hand and say hello. Make sure that he's gone beyond just the simple question to answer and ask something which is outside the box that helps to build the brand. Networking is this is something I asked the person that picked up my name and sigma. Five years when not to go somewhere else and watch for a large company, make really cool problems, right? You build your network and every single individual. It is something that you have the control over you in your seat. It's not anybody else telling me to follow up on that. Pick up the phone and call people ever so often. You represent your own brand and build your own brand. And networking is truly it's gotten easier. I will tell you that this is one of those things that are harder. It's gotten started from media, LinkedIn, phone calls and text messages. You can always be connected now. And that's something that can always help you go relationship you've had so far. Not the most boring lecture, your mentor. Some people not in the wrong direction. It's going to sound, alright. Third, third life. I want you to your career path. My career path, it's not being where I am today. Started in the same spot as opposed to 400 other folks. You can save your time period. But those folks are maybe not with the same company were moved down a different path down the line. But the reason that I've been able to escalate my pattern within my own company is because I've taken the chat. Say that is I said to you earlier hours, Bachelors, there's only a couple of hundreds of thousands of folks in the company. Nobody wanted to do that. Everyone wanted that some of the most iconic brands out there in the wall, which is our electronic. But I said, yeah, I'll take a chance. I'll do something a little bit different. And I went and tried to isolate herself power tools. But I at least took the chance to try. That led me take another step and challenges. That was definitely for me one of the most unique opportunities. But truly the job that nobody wants, because it will set you apart. And to your brands that we talked about earlier, it builds your brand is somebody trying something in any way because always, I mean, you try and you fell. That's okay. You try and succeed. What's the success that we've been talking a lot as we go. The key particles, you gotta, you gotta, you gotta be all around. You can't just go and say, Yeah, I'm not really going to be able to successfully do this right. Here is going to be times when your question whether he could successfully do it. Absolutely fine. But if you're not gonna be 100% of their giant, don't do it. But if you take the job that you're most likely to move faster or in some cases be more successful. I'm not saying that there's one path that ever met you, but it's definitely one that I would think about as you start to think about different career opportunities is, Does everyone want that job? Absolutely. But when you, when you do get the opportunity to look at something a little differently, you will set yourself apart, allowed me to grow. And I think it's very important in the overall success. And I sit through a lot of these things and people tell me, well, what didn't make didn't go through it. When you're in a sales pitch. And we'll talk about all the features and benefits that I get every year. No. You never get it, right. You're always going to miss you. And to everyone in the audience, I missed something. We will ask last few slides and pictures, right? Mr. story, I was going to tell her I miss something. Right? It's okay. What you'll learn in life. It's one great performance. And most of the time that I do not mean just lying to you, right? It's about understanding something other than I'll read them off. Don't be afraid to ask the hard questions. Generally speaking, when you get into the business world or sales world, right? Half of sales is asking the right questions. Understanding the person, understanding what they eat, and creating that need to be able to deliver them a solution. The solution will be the best salesperson. Don't be afraid to ask. If you're in the room or you're in front of them, the opportunity to ask the question. That's what 100% when you want, you could always walk out of that urban. Say I should ask them questions when you're there, as I mentioned that a little bit, but it's okay to fail as long as you've got you don't want something to be drawn out. The 80 20 rule. Anyone know when the 80 20 rule anymore? 80% of our business comes from 20% of your customers. This is something that sales and business that I've learned a lot and it comes up more and more. It's 80% of 80% of your time is often spent on the 20% that you don't want it to be spent on. But when you think about it, the first way to really solve the problem, continuing to go after it, and continuing to say, hey, I could think about it that makes all the difference in that one. You don't know everything and that's a good I don't know everything today. I will say when I graduated and went to New York, I thought I had, I was on top of the world. Or at least I was cocky enough to think, hey, yeah, I know, right, but it's a good thing. The reason I say that is, as you continue to learn, continue to grow and collaboration is one of the unique opportunities you get into college. You work on team projects and the probability that they would actually be not the library as a place to work together and collaborate. But the truth is, collaboration allows people to really excel and it really allows individuals to shatter. And also as t, you went winning as a team, you hold the most fun. Play sports, or you're in business. Winning as a team. Winning is, winning is winning. As a team. It feels a lot more about the journey than a destination. I think that we covered that people are grasping. Remember that when you remember somebody's name in an interview or in a business setting, you go back minutes later, remember the depressive symptoms when you press them, that jazz, that relationship starts that whole patch. It's all about building. I can actually get it. Kinda goes along and follow your passion. But we got to have fun. If you're not having fun. What's causing me abandon ship, but figuring out what's causing you to not have fun and see if there's something there that maybe not every day that you've got to work with. But if more days are fun than what form, I tell you that a lot better. Spent the last 35 min or so kind of lecturing narrative. I told you I'd be shortening the app. Somebody's got a question so that they don't want me off the stage of 30 min. Anybody? Great question. When I took on the question was, when I moved into a sales manager, you enroll versus an individual contributor role. What did I think I did really well. And there's a lot of things come out of college life and you look back ten years later. Well, I told you about my Macy's, Javier's, the standard Black and Decker job? I did what I thought was right. But in hindsight, what I'd love to not have to go in through a bad message. Absolutely. But when I got into sales and sales management, this is the team. I have taken on a role that I was working with, people that were working for me or sometimes ten or 15 years old. And it's an uncomfortable situation again, and we're going to construct it. Oh, you're not doing this well, you're doing this. Really work on this. It's uncomfortable. What I said earlier is get comfortable with the uncomfortable. That is something that I wrote. It's okay for the uncomfortable. But I was humbled by the fact that those times you're not going to ask the question. So I recommend management is not for everyone. And if it doesn't work for you, it's okay to fail. She's worked with us for this presentation. She said, I want to know what your favorite, want to know my favorite job. And she wanted to create that connection, right? She wants to really drive in a little bit more of. My favorite job is to step trying to market. It was the most of the iceberg. There was another one of those times where I took the job that WE wanted in Stanley Black and Decker. You think Stanley Black and Decker you probably think Home Depot, Lowes or you think commercial job sites. Niche fat, middle, we call it step that is your ace hardware, that's your local hardware store. And when when I took this job, how are you going there? Like you can go and do home for lunch, you can go and do the commercial world. I said, I don't know that I need to try something new. And so I spent a little over a year and learning English to the point of doing it better than anybody else in the space. And that allowed them to differentiate myself and enabled the hard questions. I think Ben had a question. Last question. Do I see myself, Stanley, Stanley Black and Decker, the Western powers sitting in your seat as a lot of the conversation you might have been, right? Do I see myself sitting in the same company for the last ten years? Probability and statistics will tell you, probably not. Most people jumped around jobs a little bit. As long as you keep to the fundamentals of what I've talked about, a follow passion, failing fast and really go into any of that is, I will tell you as I've worked for Stanley Black and Decker, this thing that keeps me there is the people make fantastic products. We haven't really great customers and business, but the people that I worked with everyday are what keep, keep me. If that changes, then that might change my answer. But right now, I think I'm your senior. So I do this presentation next year. You won't even know any other questions. Which job helping grow the most from this started the job. Field marketing coordinate. It was the most. When I got into the role, I was on job sites and I was learning about the product better than people within my company even knew about product. Because I was with somebody that you're asking the right question. Being in the situation that helped me grow and learn, that enabled me to be a better manager where I was actually doing direct sales, calling on distribution partners and selling your product. I can speak I can talk with top, right. I can actually say yes, I know the answer to that because and in that situation before versus somebody who just walks in and says, Yeah, we've heard cellulose and I don't really know much. So that was really challenged in the most, but also the questions. You guys have had a great group. I want to thank you not only for being respectful and listening to me Babylon about my job in my career. As you can tell, I am passionate about it. I love what I do. I don't go to work every day. You'll have this bullet list. And I think that that comes from taking the time to really go through each step in that, right? I am better than I was when I graduated because of all the steps that I've taken. It's easier to say I want a vice president of a company that's easy to shoot for the stars there. I don't want to be most present. And my hope is that I won't do much presence forever. I want to continue to grow and I want to continue to learn more. I can do Vice President of any other version of it. And it might be a different company at Milan. But as I looked through it and all the things that I kinda walked here, it's having that vision in that passion to go code will get you where you want to write. Coming in. Last speaker session, we said that let's come off. I think he's one of the most interesting and that is food, by the way, there's still lots of really good fresh food. It's a really nice model if there's some desert as marked, So please let me know. Alright, thank you very much. If you haven't signed in, please do sign it a little bit. Like I said, it
Fall 2022 Superstar Selling Speaker Series - Monday, November 14, 2022 - Anthony Maiello, Stanley Black & Decker
From Suresh Sundaram November 15, 2022
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