Hey, Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. All right. Good. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Mm-hm. Today we're talking about skills. Suppose that, study. What is it like much at all? Or would like you guys with me on this point. And what are the inside sales managers who don't have any leaks out? Coder or online. Which is actually one of the stats that haunts, is going to speak to one of the representatives. I still love managers about their paper. I'm very much in total. Those PDB folk all sit somewhere. That chat function. You have third parties or the kind of more examples. You mentioned people sign up for pulling it down some way before you jump then an effect in the picture. But it's a lot of, so pretty unbelievable, see in Paul's day. And most of our clothes with warping got my mistakes. Depending on that. It blends a little so that we could talk about that a little. Today's talk a little bit of background myself just to kind of build some kind of understand what do you guys know why you feel are either it's hopefully a little bit you're in some of my background, So it's not just some guy poking out sales but you know, something. Hey, what's up? What are known as we've been talking about best practices and sales. For me personally, my experience, there's kind of a microbe best practices and we can touch on that. And that's a pipeline manage that. Objects can only go up. But then there's a macOS facts as well. That's very helpful. Books or books that you could imagine happening. Now, but also an endless scroll. Our cycle, we're going to have it move it wants perhaps of what those best practices are. Worried about. The prospects are bad for you, you know, things like that. So we'll touch on that. But what I see is sort of the best practices, regardless, what that sent me an image when you're operating in, it's definitely want a really high level sort of strategies started. I expected. Which circuit before that you started with, which are one of the best results, the best experience and will go on understanding the landscape, sales and general best practices for digital stone and then plug my management. As I said, Well, good morning everybody. I know it's like a wire in place for this title to make sure to six presentations like this and like that. Realistically, anybody right now, it's a beautiful day for an abrupt Arabic and started linguistic. We are finally some time again when questioned nature about ourselves, about our hands, anything like that. But I also want to just kind of express my deepest gratitude what this thing is, because I'd never heard of like a collegiate level sets or that ever existed my background. I'm very, very interested by no slope bit jealous about what that integral dA, the right one. Because I like many, many people in sales planet felons. And it's something that I don't know that there's a lot of people well, maybe on the previous words, but it's not at a bike sales career trajectory entered into that point. We did touch on that. I can get it again, my back up a little bit in more detail, but suffice to say, I started graduate school without partners, that sounds good. I was lucky enough to have a really great at that. Frilly conceptualize why I like all that. Really changed everything. So had the opportunity to get kind of breaking them down to re-exposure already be installed correctly with that because they think it's a great opportunity to both wanted to be able to find out clinically honest with you. I think my experience hiring manager, it's always been interviewed. Bell, things like that. We often by people who haven't actually watched two milliamps. It was always a big committed murder. And he's sleeping epidemics that said, hey, you're going to do that. And probably a little bit, It's not easy. Developed skills in your career. And it makes sense, right? I mean, think about, okay, let's say an ad that ad that ball go into four groups tomorrow night. What do I mean? I still to this day, I spoke with big like vlogging, I guess by 1. If you start building those workbooks, no developmental, obese or you're expected to already had that state. You get that. And someone says you're clenching backwards. I don't know where you're going to have to really like it out for hours and hours upon hours a week, one day, one year. Really get this. And that's where that sugar bowl, that's where your perspective is going to make all the answers. Talking and people like me and I like people. Or you're good, you're getting it back. You're going to get dominated by someone. It just happens to have a way to quote suitably. So we'll dive into all that. But again, just an amazing opportunity really. I know the result. What do you do if you don't talk about the optics? But I'll tell you right now, this is false. I were sickness statistics on there. As far as I know from myself. Yeah, It was never like re-shooting. Grew up in preschool and wasteful. And facing the speaker. Notes like I pick up reporting, listening. Up at work. And at the end of that, I'm going to circle back a little bit later because that speech to a lack of engage all students where I wasn't really challenging or do I care about? And so that resulted was me flexible, not potent enough to actually went. And about seven or eight years forwards, loggers, all-time highs, give me delivering pizzas at night, doing its job. That's a desk, stuff like that. Just started manufacturing flexible and interesting long I mean, I think it's I love landscape. Below antibiotics. Yes. You have auricles and there are very few places to solve. You could find quite like some snow or random morning and there's no one around and it's just dead silence that orbits just for that. I can make money doing that, like I'd never heard of, but that doesn't pay them. So several years in the Bible that went on stages like with the, our baking, wanted to start off with, I've worked up to it or buy. So that's how it's changed. So we're back to school, which at the time this exact crisp it's outs are going ahead to the stage. Became something back it off bad. One semester. Especially when someone's resp or all that kind of stuff, we'll be going to college were worried here, is that good or service to your ingredients? And women are getting this nice HD you on that. But what I didn't realize that was really kind of building a foundation for week six the morning to work with. I can go to Authentic. 1260. Got a really big deal for me, especially considering I was doing that for like, you know, what you're doing. And then by the time I fill in the sense that I'm starting a big thanks. Next up we modify our anybody. That's pretty pieces like bivariate of your head. But I found very quickly was like, There are several different types of people fall for organ sales, many of which are the kind of quote. And really what dictates the assessment role of whether or not they're going to stick with it or how much money they make. What they did was that determination, willingness to the inside and that makes it so moves over and over again on your belt. If you didn't just got to find anyone from someone loses their job, someone really links to else with respect. Why? What I found was the most successful of all worldwide received by the fountain pen or frustrated or, or edited book intellectually, chestnuts. There's a big old theater pins to give you some caching on there. And they're French or ethnics. And it said cheerleaders, HBO plants like that, and they are going to have this competitive fire. I think when you talk to them about what gets really anything if I put there. So they wanted to do something that makes them feel good about what they're trained to do, that it's running on and it shouldn't be on it. I think this is really great and something are there. And that learning and development, how are you going to buy the goods? Come in and just figure out, maybe we're not going to be more like big drugs. It's not really happy with it. It's not going to work. So really one of the reasons this old stuff from the wall perspective, I'm going to remind you just to touch on the background of that. So like I said, most people fall into, right. But it's pointing out, looking back at this problem was writing on the wall when I was number or don't like the direction. And it made it easy for you. It may not be, but I forgot a semicolon respect operable, silly. One of the good sign bit. So only goes to 0. So 0 times 0, know what I needed. I'm pointing is it sounds like forever ago it was Richard between like 19 hundreds to thousands or whatever. And so when I was growing up, it was like computer, but not putting intranets or being regulated. It's really backtrack and stuff like that. And then one of the names, like My God wills that Muslim remained friends. Absolutely. This is day one. Let me check. I'm going to take a floppy disk, Macintosh. And again, it's not just display that less than 8-bit frame you're going to limit each day and sometimes I lose a bunch of different indicate was to manage your inventory and thank you for the quality of your finances. My rent based on like the weather, and then invest to profits back into your him to do all those things. I absolutely love that. I can see only one element. It was like What is going on the good side, like you see, it goes back, right when we're woven. Just worry about the things that your best. So you're handed on what your priorities are going to be. Like. They put it on the bed. Historical examples or experiences. And I think that there's a lesson learned. I went to a quarter, like the stuff that we would always do every year, like OPV or fundraisers with one breath. And they would give me lots of candy and around something with the hollering and auxiliary going to my law school there. So I think everybody was talking about stuff like Domo, much better. Great. Let's do it pulls that somehow. But I don't want my hard to read because I learned very early. Hey, what's my return spots? Somebody had forgotten to me. So what do we sell them for two, pumping to the best of that profit back into the kidney itself and directors checklist and knowledgeable blocks and obviously on tabu, best thing ever, DO, somebody edited by territory, solvable or down one of the parents realize, Oh, the school principal depth brought it. Right. Whatever it is it worth spending are still basically bilinguals like that. Basically. Why was I hit it? I think what he says and that's it. It's sales versus auditors are going to have the outlets play in that space and you're intending to do so. But trust me, when I tell you once or twice to get rid of it over a long enough period of time. If you're not an operating agreement upon bunch of rules that you're not operating. Standards weren't big part of getting that job to you. But the company material way, if you're doing anything potentially illegal or unethical, it's going to come back. And the way that that looks flexing your career, is it the heavy baby? Don't know if you'll get brought in debugging to get five. But usually it doesn't reflect that in your Facebook. What happens? A good opportunity because everyone else does. It doesn't matter. If everybody knows your company, both GameStop. You're never going to get compensated getting above that expressible sales into leadership world and having it be trusted with opportunity. And so one of the things that I see time is that it's all sorts of reasons that people came up for. All the stars do. And this is not necessarily leads is because suspends histones have all the stuff and exaltation. Realistically that's for like, this is like it's not great. It's not all. Realistically, it's not always right or wrong. But what I found, what I think will likely it was over a long enough period of time design. But it's actually really easy to eat that she was repeated. Over a long period of time. Effort and muscle is miserable. Vegetable, find success sets there. Maybe people didn't notice it patients and get to quicker than you or talk or x2. But if you rely on yourself and get you to focus on crack and then just quoting a word or a long enough period of time, you will go with them that's not gain. Rosier target molecule. Next effort, when a wonderful time ever be silhouettes, I ever be stick, I'm Scott will ever be rather ever pizza place the latency when it comes down to if you were the best salesperson in the world and you're lazy, you're going to get domino. I still can't choose what works really. Trust me, I times your maps in it a million times. I'm like I'm Senior VP category is there. So I have a little bit still, pick it up here. It doesn't talk about this. I worked harder than anyone else and I acrylics, it'll link to this day more stones, my youngest of 600,906 and coming from my background, working slope, this is like walking into a place, like pig out on campus on capital over time. Doing nothing, especially would like to use it's your job to stop. And when you have people were complaining about getting the age of where again, there are legal or not. I'd say that's led or they will say to yourself, I'm going to be worried, but go ahead. And I'm going to go. And that's where that's where addicts and just for a moment about PayPal, it's not something that we asked me like a sudden codes to encourage. Some of my day. Doing. Irish. Monks are really, really good. In fact, only won't be minus six because it focused on the bishop season. What they do. They also spend time trying to make to others, learn how to be taken. In terms of Excel, it erodes the objects. Panelists attract patients a entertainment product that they understand about the merchants much business that the random, what the values and priorities that it is 8. So you'll have happened. But there's also people, like I said, we fall and I'm walking up the steps and they're crossing because they just work hard. So it's something to keep in mind that yes, you're going to be product knowledge. Sociable compensation wouldn't be able to identify people you're talking to the pilot whose values, items, constitution. But at the end of the day, there's anything that you can take coming out of this That's the effort probably long enough period of time every single time. And so with that in mind, having any kind of slippery background going from, let's consider especially financially, that first job I got that I vegetables are people teach member, probably curtains, thickest commercials. Basically, my fellow also saw people. I met a really great mentor whenever there was a whole lot of work that wasn't really a super, like, I will say, one ethical business, but it wasn't like everybody excited states for each other. Clients, like Starbucks sounds and trying to figure out the best way to consistently offer to clients. Managers Crow era. So it wasn't a great environment, but I did pay some connections there. Maybe. Like I said, contextualize my relationship with my goal and make sure prohibited adjustments. Way of fruit stays sorted by the kind of goals that I had set. So I moved there in the textiles, like IBM software. I won't get into too much detail about that. I'm not super techie guy where I specifically say self-development, leadership, building sales channels. I know pretty good about my office, but I was on the business side of things when I was at Severance and out of the process and cited page or rely on myself that matter experts to help educate and inform visually or the elbow strategists and things like that. But anytime we're talking about smart quotes, like a vocation to make you down. Instead, I had no idea what was going on and the prospects, the mortgage songwriting traditional and try that, didn't make it. So that I'm in there. It's a fantastic read that as more today. Before we start, we're not going to really have that white guy. But what I've found is it always better to me to try to talk already? So an example that somebody isn't something you don't know that question. You're going to go walk for building rapport, building relationships, trust, say, You know what? That's a really great question. I actually don't know that I'm going to jot it down to get an answer for it hadn't heard of courses is a chance for me to kind of orbits. So let me circle back. If you say that, that will get so much more than it can get something, yes, it's really good because you don't like you will be seeing if you try to say something. Because right now, trust me, when I came from a practical best-practice network networking, it's always better to 0. What I'm doing, don't know, just the compliment that are expected to know everything. I'm sure it will be like yeah. But deep down they understand. Yeah. I think that's probably enough. If you're a business decision-maker, novels, those people that you interact like that. So that was definitely from a visual experience with everybody else around him into competing standards company, at least at my age, it looks like a jump-start business unit or business. We're going to relate the strategy. What's the therapy word other than I was the devil 2016. Rising political climate states, instead of moving in this financing, I was given with a lot of people who buy and sell. You kind of saw a big array of political ideology. And I wouldn't go so far as to say, what I'll say is bearing frostbite can go to a certain degree, but then I have to because I'm never going to say that's unethical or unprovable, beat anyone down. False expectations about products and services. They should've been on talking to somebody. I'm talking about voices or MPI bosonic HE about these different graphs about this. Yes. The very next I'll tell me about the past. They were going to destroy me. I don't care. Like whatever. I'm not talking about article talking about me. I'll be I don't sale exchange that. He personally had presented that. But again, I'm just going to be fine. Ultimately. Yes, just says this is a diploid and out. So it wasn't really kind of learn from that. It's just like the enable. You don't really need to, if you're going to get any prospect. How do you prove that wrong? And whilst that's that one. Now productively, not systems really. Nothing that say, Hey, these are the big trouble, but just somebody who's in a certain market or industry, they probably have separate entities. And what makes sense, It's more than just your patent without me saying anything, but make them feel like they can trust them when they have some kind of V2. Because I promised you that every single decision is impulsive emotion doesn't matter how long it takes to get you that it doesn't matter how much value anyone does. Somebody doesn't matter all the numbers that they wrote down, every comes to going or they're going to fall on one side of the fence. In most uncle's, everything going in your favor to me that it fell. From there I was able to go to startups, get the job, and I started Americans type business plans and had some success there doing some of the things you're trying to fight by management that sort of cells. And had the opportunity to start a small business in the existing database clients that have been really well, and that's a Margo opposite side of the table. Just so my responsibilities and recovery much. Newtown were all born in the town, developing a career mapping for beauty. And so feed him speaking, you guys are really awesome. Privilege not letting myself to be engaged and involved. Or semester senior second semester, she wants to see there's an HB able to Beijing. And we want that perspective about what says, again, because maybe I'm in, helps people watched it quickly or easily, or maybe people give ourselves going to hit. Forgot, are always looking for a while hopefully. But if there's anything that I could tell you and I mentioned, what it boils down to is with respect to release. And what that means is that frustrated at editing our, I mean, the bank using online, I'm looking to develop myself and iterate on my process. And there's only one way to do that over and over again. And I meant it on just don't bend the same. But every village concept that it's not win or lose it, or you'll lose it, don't succeeding. And so when you think about how that might work out, insects talking about like how you guys are looking at just the top priority of time in the day. How many times it prints out. What's your subject? Why gay? Your, what's your subject content? Once your voice therapy, What's the first thing he said when he actually connected to where your prospects name. What's your objective? What's your product? What's your value proposition? How do you go about with the stuff requests coming and try to find that in that discovery process to your solution. The patient during all of those are very strategic, specific decisions rapidly that you can also copy the path to create artworks up. This isn't licensed. Yeah. Intellectual property. A sense. Same things. Anything else? If I'm watching wastewater stream, I'm not going to be a community. Whatever works. And you're going to meet up and national talking about, about perspective and interrelationship of the wall. If I come in thinking one way. And if I don't want that, works that on the Mac. But if it doesn't work, there's something wrong. I'm never going to get any because there's a million ways to go about different. What works for me might not work for. And the industry that I'm in, the works that it might not work. So you're really going to depend how about an entire career, not only figuring on the graph these days, they would literally just workshopping like, Oh, yeah, this is John and see if it works. But you're also listening to what others, those who are successful, those that are at the top. Or beyond eavesdropping, asking questions, trying to figure out that they gave it a shot in your own words, and adjusted might do exactly what they're doing when it works. But if you come in anyway, yeah, Once I know I'm talking products and not just be the decimal negative, they started looking at words. Maybe this is a break. But if you understand, and I saw recently recycle a lot of understanding and I have kinda rifle my first experience when I was thinking about, when I think about with respect to the goals that I can learn how to speak and you have to learn I paste. Now I'm going to learn how to learn and assume, you know how to do all that. But that's the exact same thing where you're focusing. In fact, this one is also getting on an edge case. You can stapling No one else than textiles and not spread a freshman walk the plank. So take a couple of things at a time and focus on individually crashed to them over and over again. But understanding that that's that's the developmental process. Much it should be no reason to be here because it's expected cutting unnecessary UB to get to that point happens is your protocols where they do a ton of research we're making enough. By the time I got promoted at some point C, right now. But I did write a script with adversity. You get them to a baby has he wants to know, gathers information, but may just be natural to me to be authentic. So the incidence of really what we're looking at, trial by fire, no other they're going to mix up. Today, it starts the lessons so dominated. And then when you get to that stage, where, let's say anytime before you build one stack ranked know thyself and Groupon because you're not in the one. What did you get to that router number one your number one month after month stop. We are, for instance, or bugger ability to translate what needs to be successful and to someone else. That next step is going to be integral leadership. All start getting another jump, start a business, or starting a company all realm of something like there's a reason you don't see a lot of like 40 or 50 cell receptors because they need to manage or they've been told they made a bunch of money. That's the time that they went into consulting because they don't have the financial or with the stuff in your living, model them off. Yeah. This is this is a profession the same way we brought that in. Your progression. It's really are rational. Baseball or basketball player remnant see bogus and attitudes. Your profession as a salesperson. Otherwise, it'll just short-changing. You know, you're going to limit the opportunity to itself. So if I can bring down that I said that those who were writing, those were willing about some kind of way to grind the developmental process. Talk shop themselves are the ones who are gonna go. You see somebody and he's like he or she is in the hallway or to enter hours. They're talking about wednesday. Get it. That's our confidence. That's where so much development. And also politically speaking, that's where a lot of friction for me and alignment for him and that kind of helps make constant opportunities he or him about what's going on, business like that. But it's like kind of drives more than anything. And that will translate that competitive spirit. Fossil. Focus on your breath. It's going away. It's going to blow away. It's going to blow away. And what way everywhere. And so at the end of the day, that's only going to be one. That's going to be you. So that's kind of relationship, right? From a large perspective, probable. What it says. Sales. Like I said, it's not balls, it's not onto because it's not Wall Street. There's the worry. There's definitely work, but it's not pass. You. Start off with what are we going to get insights AS probably imbalance. That's where you are and you start. That's because the idea is if that's where you're going to get it fine necessary to have all the opportunities that you take will fail. You can't go back into eight. So you need to be and then pi bond environment. In order to find the biggest skills necessary. I need to tell you, it's awesome. That's how, you know, your job is to persuade and by definition that it just gets a 100 principle of hunger. And so not only it out, probably not going to talk to, to get to it, people really don't respond. Someone's trying to get them to do something they don't want to. Even if your success. If you're thinking like, Well, I love people and I can also form and then it'll be my efforts. Customer service brings out by itself what we'll find more often than not, they'll help them straight. I hang up, I'm running my first off, especially morning and evening for you. Finally, get there 500 decision-maker carriers, person. I'm not going to be preceded. So you really need to have thick skin even then. Sometimes you won't get in there. And they don't understand actually voting for, and it's your job to sort of vocals, mapping your room, that ruffled surface. So again, I'm just stop there for a minute because I think it's important to kind of highlight one of the major extinctions and iPad in terms of how we connect with that person, There's all sorts of mirror, I guess, being a party to the left. Well, one of the approaches, I think that I don't really kind of basics losses. People focusing so much on people's pain points are upregulated. Someone that can I I'm going to do it. But it's not like if you have any semi-solid almost eight points. I don't need that. I just want to also works. It's about so we're going to understand this first about such thing or is it the person who's going to use the bottom business filter? Either you're talking to understand what is this person's value and you have to be able to tie your product excellence, or at least a pharmacist to the little of those that find something that works great doesn't bother me what you need to check that does it for. But if I'm focusing on local agencies and I'm not even talking about. And so by somebody and understand that there were pretty visit this word spread, pretty busy. I don't want to talk about how you will alternate text field and save them time. And there's a financial interest, That's fine. That's a very personal decision that may or may not be the best. But it gets me it gets me far. So during your discovery process, it's very much I can characterise or like, I don't know, I don't know how to extract information for someone who doesn't get it so that you can use it to get them to do something remarkable. And that's sort of the essence. Stages. Discovery obviously develops and experience already have an understanding. Systems and values. If it's, if it's like, Okay, I'm talking with IT professionals into this certainly District versus business owners and that's it. And we'll see some consistencies him about it. Was that experience to kind of illustrate your expertise. Sometimes the Meissner distributed structure, not only for your response. And then finally, get the job. And you know that if we want, we get eight. How are you guys along? No one would want to really bring me to demonstrate a shortcut that money can buy after your people, they can complete the job. That is a value-based that I told him. My experience, anxiety that they experience. So it's going to vary. Some of you might be better the sales process. So you might be difficult ones. But at the end of the day, yeah, gauged on the line that connects two students and both sapiens. I already told me x, y, and z, and I'm showing you how does this wasn't a lot of important decisions right now. Just maybe talk about a little bit. There's anything else. I think that most of her if if you get an evaluation point, There's like an emotional it's happening, they're taking action. It just strengthens the attention goes that meal so much more. And so anytime you can connect emotionally with about 20, what do you think? Understanding your values that's going to be, that's going to be successful like that. So watch for that. They thought group is on the syllabus. That's it. That's all. That stuff doesn't actually work, but it's better just to try it. Again. That's it. Somebody like podium in front of cellular network. You're going to point to the next, just like everybody see that or say I'm going to be a little more. My favorite symbols. They were able to nicely. They're not plants. They're not high profile. For a little rub, it will be. Okay. Yeah, baby, the environment within which your book. So I have one stable model of the proposal, but understand that equity can do this kind of stuff like that if you have something in your opinion, given facial that failing to start with base on that fire too thick? I don't like to tell you right now, thanks to everybody. It's not going according. It's not like it says a matter of whether or not. So like I can do you could do it with others. So come into an empirical result of that this week it became absolutely fundamental thing that we're humble mentioned. But my people, like I said, are not high-profile. Recycled just a little bit, it's a little bit dated. Them. You're not going to know if you guys wanted to bring them are. But secondly, liars, not an attractive guy and I actually like slides and stuff, but stuff at work. So that's pretty much it wasn't the strongest and most of the best tools for he couldn't even really like that. But these are all being extended company NHL players who has what banana reason? Still to this day, he's wanting help with an expansion to the story about that. I always want. This adversary has happened in the Carolina architected like has started that expansion. A first-year mentioned the first course out of the last great expect, reasonably good playoffs, specialty. And the players thumbs for integrals day and keep on growing. Like looking around a couple patents or replicate your job isn't just an agenda. All right. So why do you like very end of the season, you guys, I say next year just again, It's the kind of attitude that I did not know what I'm talking. Too much appetites. That's a kind of attitude that succeeds else. See time and again, our business unit or business team, which station assessments. The reason I was definitely my job is managing the slogan English as a second, what I said about second, lecture schedule versus output than 200 thousand up to the left. It's also good for people my age, for professionals to get there all PayPal. And to get a sense. And so what we'll do sort of like finding it with people when you go from an obstacle, we will place a higher threshold. For specials. Leadership tools, things like that where they're to catch, it goes up, goes up. So it's almost impossible to trust. What we do is bring people in Britain and placement marks for businesses, start that process all. And once you go home and add that for our app, that grinding. Whereas some people who've been here for several years and there's still a manager. That's why everybody that people watch it. But those are the folks who are ending up in operations somewhere else. Not two sets. Because after so long, it's just the same. They didn't like being disengaged. They're not, war did not fulfill. And so they just go do something else for people to stick with that. Even people who are under 30 years old, $100 thousand a year doing all that like anybody can do with ones they add that sphere. I won't go a whole lot about like, yeah, my income or anything like that. I think fondly, I wasn't the first column Frederick, like I'm doing my brother graduated a second and yeah, that was actually use film school. It wasn't too long and it says algebraic, both my parents died burn up. That is a nominal things in there. You can pick up the stack and all your friends are worried about, I forgot the tricks to God. And his employer is free to be kind of talk to my friends about money. It's like you just stop me. Components on the stack. It sounds weird, but it's fantastic feeling to have. And that's due to the arguments as just doesn't happen in year one, teacher couple of years. That first couple of years filters out a lot of people's ability to have that perspective. It's a long-term enter that when I think a lot about work life and things like that, which I think are completely about it. I called strategic rest on time. Take that off of the yeah, I will go into that. But from my perspective, I was also I like the idea of what the balance at home like. I'm going to wind up into my work like a maniac so that I can retire, spend the next 35 years just an hour. That's a word like that and that's a word but badge on the whole, that for me, it's a lot better and be able to get out 60 simply kickball. And it's also goes through, it sounds like one of those respective states and I think will really help Campo character in the right direction. Well, this is all about the sales document. So I mentioned all of this kind of McDonald's, another data governance, but it's something that I needed in Greece, teaches about myself. I felt passionate. You're going to need to watch the wire. The wire is like the early 19 hundreds. That's like the drug came in Baltimore around it. But it's not going to get will be only it's not for like a street rivers. It's actually recently that SSL we're very much and they were looking to extract information. Someone who was 56, also understanding the persona, the individual, foregoing it, sort of like back in the day pointwise along something like that. It's got a very negative potential. For zones are not bad contexts. So that Associates, okay, this industry is age limit on emerging thumping processing. And it's 2022, says Press setting on my website for the first time I feel MF live births for 30 years. I can tell you're not going to be aren't going to respond to me. It doesn't do the best. Welcome to coordinate all the things that resemble someone. Develops a well-established all my cells to stop talking about product means all the stuff. Get 80 cents. I'll maybe I'll take our other work to follow up on that. I'll get this done in. Because I can tell you already that goes down is going to be descending prevent subtle. That's it. That's as far as a thought. Whereas if I'm talking to and develop some sense, this is all I will say bonds. For example, $250 thousand. We're talking like this. I'm going to talk to the things we've tried to develop rooms like, Well, from what I understand, contrasts with the spot at someone. That's not so much. But I think that's somewhat of a post-war. That's what I'm going to send information to start with. That's why the cell might just be like, Hey, hey, do something you've thought about that reminded me, accept it. Yeah. He said few minutes back. So I've got a gray or something like that. It's not that just to say to encourage that conversation. People like that. No, They are just like everyone else. They take a really long time. So real estate, it's about that process. When it comes down to like Text1 or stuff like that. And the barriers are re, driven it somewhat relevant to pick out the brand versus someone who doesn't really care. There has always been. And so the values based identify your investigate. You're currently building a case so that when you get to that valuable, you don't lay that groundwork for. Next, the data values that baby express Bernard undiscovered, actually becomes a recommendation. Close. We kind of use your own words. So everybody makes it. It's all about soft skills like communication in five hours and things like that. But actually, I think tonality really significant impact and where the conversation goes really kinda silly. Or 20 example, I was on the phone. I'm on the novels of a secret, secret key. It's just the Kubernetes listening or somebody who's like the price, let's say leeway. But I think that experiment using this for one maybe choose to be, you don't want to go to network with. Tell me what it's like when he really started stuff. I'm not actually sum them up. You could say file. So what I'm going to do is I can go ahead and write it explicitly here, but I'm going to split my heck, am I my boss? Come back. Remember to keep on. I'd like my voice with you guys, I guess is what I say. But let's see where it says human nature to react to that tunnel. And you get here then the magnitude, right? The way to define neural crest. Nobody's going to want to, nobody would want to say like, you're irritated, bigger than that. And finally, take care of this. So now the equation, really significant connection to draw yet an action. He's going to have a series of background. Some of the basic editing earnings, let's say I'm talking about would not work. Like he doesn't want to hear my bachelor's. He doesn't want me to another level. He wants to be treated as a kitten. Just like the Mid-West, anything that's he's going to think that I'm like some big pocket. He doesn't have any fuel. And so on slumped about. I'm talking about everything. Observations landed on. It's more towards business or, you know, my experience is and it doesn't mean it became sick Watson's biggest compartment muscles up. But that gain that persona. What does he wants to that connected? He's looking for an answer. And fat and stuff like that sort of familiar that versus the guy from Boston. This naturally, he also becomes the second row. And so understanding again, another way to countries and noise Inspire connectivity. Overall, we talk a lot about individual transactions hadn't been individual fields and what perspective on the relationship itself. But if you're doing your job right, you should have a really nasty about it too. And I think really, really difficult to keep on. For instance, like I mentioned, where our day throughout the week, you will fall off. Diagonal line graphs. Are you missing prospects? We could pick any number. You taking too long and someone who's likely to make a decision or ultimately the geometry that begun. Let's see, prioritization, pipeline management, go alongside of that puzzle and operate. Because almost never the world of those appropriately. And so from a very practical strategic perspective, one of the first skill set to that, one of the mistakes you're going to want is the ability to prioritize appeals based on what their KPIs will be providing a velocity. Well, that just awful people that are closest to get to that finish line. First and most important deal, because that's the biggest feels at times. Again, Apple's exonuclease activity on fishing lines. We'll give you a nice neat feature, but it may practical decisions. It's not just going to respond to. I have an entire key design where, you know, prospects Monday, Monday morning, while later that they skip Tuesday call Wednesday morning. The United States Thursday call three times planning, review it next week after two weeks and that we're moving off and I can mix my primary care. How big your work you'll go back results. And I'm looking at do you entered the one hour after hour, day after day, month after month, year after year. That's the one actually looks like. Here's a Harvard cells vary based on my career when I was in this gooseneck records, but it's already kind of double-quotes and right. But they did rear study. And what they found was that the most successful reps at patterns and trends or the observer. But more importantly, the prospects bit too. And so, boy, the image, I'll kind of spell it out. The decision-makers, business owner are the ones that aren't finite spot there Daisy on the responsibilities of any new projects without the machines don't want. And so actually one kidney, which may be countered to get all the known. But they're not already doing something else. And when the phone rings, they're more likely to just pick it up. Now I'm looking at it. I don't think B2B contract. So if you're looking for that first connect anywhere between 89 and their types that it is the best times for. I mentioned that I'm a pipeline on a board. I would've never been aspect of it. The reason for that is you just dump them and we get you to just getting it. Doesn't want to talk they more or less wires and pop it up on your schedule ahead of him. He's trying to set its ETL instead of thinking about it. Well, not bother Salesforce. I repeatedly quite a bit of success. Let's say Wednesday, Thursday morning. The chocolate decision-making or prospects, that they had enough time to get to that. Supposedly the mundane things that go on the weekends, KP step and not specimen with the calendar. There have been only one edit. You call between 89 points there there's a 60 percent chance to actually make that possible. And so my prospect, the community was that ended up settling aided by the mobile phones of morning everybody on page 99 ongoing the second circle back, I've set my marvelous prioritizing might be, wouldn't buy, bought it back six, well, I'm doing filibusters, discounts. I'm sorry, guys. But I think once I feel good about the MOSFET device and I think a lot of work, three hours equals point. I know I gotta be there for long over that day. I feel okay. Just like lightweight, come in one major events, follow up with people that are active in the pipeline because I don't see it right away or tackles little tight. So you're going to be numbers. Yeah. That's fine. Touch on placing phone calls with people that I might kind of pink or lunch hour. Hey, Orthodox. And I'm attending scheduled meetings that I said that my prospect well, so if I'm sending off setting up one frame, building, the kind of thing that I'm trying to avoid calling them bullets during my prospect means different moods. Extra step and white are wonderful. Pmf my point is once I forget what I'm doing, the exact same thing, study found that other best practices, which is a good prospect for swipe, it is between 56 that almost everything. All right. There's little oxygen. And so Wednesday, Thursday, very cross cycle on day Tuesday afternoons around and we're going to use it feels for and then all the same outlast to retire. You're cleaning up any pipeline. Follow up with people who needed that important, that they follow contracts and so on, something like that. But H and I and my fingers, I know the best absolute blast furnace free or a 100 thousand cells. I've started also acceptable for them and their priorities again down to see what they've done regardless of the day aren't. Well, it comes, it comes to your sponsor and it drops off 80% target appendix for that. Wow. So that's a, that's a full on edge, a fresh fuel, your IT band whole about 90. And you're not addressing that in one hour. You just shot yourself. Rather than about 1% chance. Basically, you just lost 80 percent likelihood to see. Because speed upon the fact that it's more than anything in the bank. After one day, it drops off. So if you wanted a warmer, you can vote for that much, I'll say to Muslims given fundamentally, at the end of the day. It's all about being available more often than anyone else. Be available than everyone else. So if they're painted orange as well, I think it wants it be wonderful. If there were 96 or if there's a time period where the volume change something against every day. Key about engines all about. Whereas beyond I mentioned about penetrating versus, and then from there maybe other things. Retreated. We already got their understanding. Guy is connected to the fiber product. They're going to basically close it then basically through stuff. Sticks to do it again and again. You just have to be fast and pragmatism. And so I'm excited about that yet. But what we want five minutes on the top. So at the end of the day, it's the relationship that at all Yeah, I'm teaching someone had a degree goes by basketball. One guy asked about it, guys. I saw one person who's yes, category of runoff of horizontal results. She's going to come back and show me how awesome she is. She's going to be switching MAC, right? Soccer's yellow wizard. You have to work and how easily they were obese. It's Everyday Things. He had to bring that up because he hasn't been pretty good. Passion brings a professional never went lecture or whatever it may be. Evident enthusiasms buyer to pay through those ones that are suitable. Perspective, knowing it had been available. And then you're failing. You're not being supported by your ears. That's a terrible, cannot contribute Beyonce. And that's, there's leadership is the ability to replicate yourself and others about cities, major cities like them, or don't hold your chest. It's older. Kind of pride ourselves on the back as well. In fact, for that silver bullet for a shared Alex, everyone else does that forces them to both lining for your resting on the wallets or less than one. It gets sales. It has found a paper that we're not going to want to continue to share that information and force yourself. If I get done with one raises, should be pursuing back. For vaccines would be the goal. Because it's a never ending pursuit of perfection is to go big fuzzy. And that forces the memo. You maintain that respect. The liver mental illness. I'm only going to have modest success. It sounds you're going to get your baby maybe crazy amazing mission when he felt once they've used a couple of RESP and then just rinse and repeat over and over. That's why it's so important that clear couple steps. If your goal is to do good, you're going to visit. If your goals may break, what happens? What's next? Because if you're both Megan Megan, I'm only asking for because and we'll get to that employer if you're dropping, we are always at the top. If you don't find any way to level, that means turning tuple. Now what's going to form? You're going to find yourself. This is going to find ourselves don't parse. Honestly. I found was that if you want to find some salvage or find yourself onto the highest possible quarter. I just decided not to move anymore. That's fine. Because the hate on Yeah, maybe I'll think of something. And so those are infects a host, but similar to the financial literacy that this course at least I think tax lowering taxes basically keeps much of your paycheck as possible. What are the basic foundations of intestine? You're going to have disposable lingual. Don't put all your money. I don't want a big part of mindfulness. Find a good way to review designated to build your financial health and then make it more. Because now he doesn't say we had a whole bunch of other questions and answers. I know that wasn't helpful, I guess I thought Redford, spite of all the context, really appreciate you guys. But I don't think anybody would say match the cell, but books, they do. And that's pretty good. But often it could be fun to talk about what seem to be, right? Yeah, absolutely. Thank you. Yeah. Hi. Hey. Let's make it yesterday. I wanted to deal with it, but that doesn't help us a lot and I think they should go. What do they say? What else? Oops.
Superstar Selling Speaker Series - Chris Dockray, PayPal
From Suresh Sundaram April 22, 2022
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