Finally, I already, but I think I'll go over a couple of things that you could potentially use like really in any aspect of your life when it comes to demanding high. So when you throw your sales or UDP, automatic processing for what we call region, but the upper all of Maryland in Central Pennsylvania Agile there. Anybody familiarity or EDP where? I will end it, yeah. Like a summer job or a job right now. Absolutely. Cate by us. Human capital man, not me. So we do, we sell payroll software that a lot of other day ground and retention Irish. And indeed, we saw that one. So I run our sales team or those three areas, Aggie Time management is definitely something that we talk about. So append to kick us off with a little exercise. So I was working out not too long to get down. Hey, I want you to imagine that there's a day that every single morning deposits, say X $1100 into your checking. And if you had that, which I wish I did, I want you to realize that nothing's getting carried over from day to day. So if you don't use some of that model, you will lose it at the end of the day. And whatever you don't use, you bail to be able to get it. Right. So if you have that, what would you do that I'm going to call it. So we're looking to invest it. That's good, That's good. That's it. Send that are accepted by sales has to be answered by a strategic like it. They don't have access to that account. That's good. Right. But you would do something that you wouldn't let it sit there and go to waste the GIF. Now, right? So every single one of you has one of these banks, and that bank this time every day as well, AN time 86400 seconds or deposit it into your day. And it's up to you what you do with those throughout the day. Anything that you don't use, period, others, it's going to go to waste. You can't get that back, right. Mike, my clicker doesn't match the two different buttons. I hope you don't ask. Other than a dollar. So you get less so we can carry over into balance. So at the end of the day, you had knowledge that barrier that was a mistake and you can't load it. So you can't borrow against that. You're in a day and you have the time, tissue to be affected to get tasks done. You can't borrow time or the next day in order to do so. All right. So in sales and I know everybody interiors and sales minor, right? So in sales, right? The most useful thing that we added our time and we don't get paid for our sales. Our time makes us think we use it directly. So they didn't have any fingers. Give me a guess. Exactly. A 100 percent on the right track. The more that we are having the data better performance than the more money you make. People are in sales or in there to make Michigan. You have some control over their WE DO we don't get paid just for showing up. Yeah, I think imagine. Right. We get better to be become an all star. Can't just show up? Or do we have to deal with the time that we spent in practice, define them is spent on getting better, right? So we don't get paid just for our time, our time please. But what we do with it, how effective mTOR. So when we talk about like time management, There's, Let's follow for tests and what those pass our Q1, Q2, Q3, and Q4. So I'll start with Q1. Q1 tasks are urgent and important. So they're important to get done, their importance in the end it all, and there's urgency behind getting those tasks due Q2, they're important necessarily or maybe not the things that we need to drop what we're doing in order to get them that Q3. Urge, but they're not right. And I've put that word of their deceptive, right? Those can be deceptive tasks because for me, it's important that it's urgent that it gets done or at task does need to get done. But it may not seem important to us, right? And natural that when we talk about other people's Q1 and Q2 items, that they try and floating to you. That's your, that's your Q3 that's important, right? That test is important, but it's not urgent, but it's not important to you. And then you have your 24 which are not urgent and not important, right? Those are a waste of time. So when we talk about different tasks and what bucket they could go in, we talk a lot about big rocks, small rocks, and same. Right. And the order thank you. Complete these tasks. Depends how you want and how much they we're going to get that. So throughout a day, week, month in sales, in school in mind, in sports and whatever, you have different tasks that are going to get done and they're going to be qualified as it may be a big rock, maybe a small rock, or they may be sands. And like I said, in order that you completely snippets how much to get them. So I'm going to walk through a little exercise example of what I eat that actually comes out of a book. Maybe you've read it Seven Habits of Highly Effective People, Right? So what do you think about? You have a jar, you had a cup of sand. You have a couple of small rocks, and you have a couple of big law. And in this example, this person bills the jar with the sand first. Then they fill the jar with the small rocks. And then they start to fill the jar with the big rocks. And when they get to the big rocks, but that's okay. They don't have enough space, right? Which in this sense is, is time. They don't have enough time to get those big rocks down. Now, if you think back to the side and I talked about the order that we ease. Let's take this example, right? So same person at the same jar, but this time they fill it with the big rocks first. Then they fill it with a small rocks, and then they put the sanding. And what happens in this example? Everything, right when you take care of the important big rocks first and then go to the smaller rocks, the smaller. And then you fill it in with the stand and spray the sand are the small blue anything that could be done quickly, not super important, and can be done at anytime. It fills in all the gaps. And you're able to get everything done that you need to get done. And I can tell you from experience in my job, in whatever. If you focus time, an important Q1 and tasks. First, thing goes here, less urgent but still gotten smaller rock singer Q2 tests and then fill it in with the San Luis can do them at any time and do them quickly. Not urgent items. You'll be able to complete everything in it that be the sand, sand or being of that in distracted. Which is a big reason that it'll be good for being able to complete some task. You spend a lot of time on the sand right here, running out of space to get all important items. So now that we've talked a little bit about the quadrants and we're going to go back to them and big box and smaller rocks. I want to talk to you about a little bit how this could relate to salable. So, you know, every sales open be a little bit different. So I'm I talking in generalities and also give some my perspective on what's super important SalesRole. But when it comes to sales, right? There's couple of things that you're going to be able to write. You're going to be generating opportunities for you to sell business. You're going to be on a meeting where you're at business and you're probably going to have some administrative work that needs to get done as well. And if you had to boil it down to three things, those are probably the top three things that you're going to be doing on a daily basis. So when it comes to generating business, right? And if you do it a couple of different ways, you may do it through some referral partners, people that can help feed your business or help. You prefer companies that would be a fit for whatever product they're selling. A lot of things that you do, a dam or building relationships, building value to help him understand why maybe they're ions with it. People in your network would be a good fit for what you're offering. You could be doing prospecting, be on the phone. You could be using e-mail and CRM, be out and about operand of workers. And you may be doing some prospecting to generate business. Then you're going to be on those new. This point generated in your bowl is going to be too close to bring them on board and your company, which helps you to your goal to get efficient. And I'm like I said, you're going have a little bit. So it's in my experience and in my opinion, that's 70 percent of your time is probably going to be spent generating opportunities, whether that's through referral partners or rear Boston. You're probably going to spend about 20 percent of your time actually on those meetings trying to sell bit and bring up the word, and then you'll spend about 10 percent of your time doing administrative work. Those top three, right. Those referral partners that that prospect a that generates new business and that actually attended meetings that you do business. The customers are what I call the golden hours. And to me, those golden hours and especially for my sales team or the i'm I'm an every day, we're the only thing you should be doing. One of those three things, right? So, so for like my sales force from nine and 30 are both bars. They should not be doing anything other than writing business partners, driving. This is two, prospecting or on an appointment that can land you business. Outside of his golden hours is where we take Arabs and bargaining straight a, S and some of the other things that become a rather weak. But those Bolden atrophy super important, right? And those golden hours relate back to something that we're going to do in a couple slides. So when it comes to what this actually looks like, breaking down some details around this. At the end of the day a sale. I'm sure you agree with me. Our job is to is to write this. I got this to drive revenue for the company never working for or which results in a city folk singer metrics and our information. So if we talk about sourcing through relationships and prospecting, a handful of examples could be working with CPA firm are accounting for a banker, a client that currently uses you, financial advisor, insurance broker, using the bone going door to door, leveraging social media, different CRM tools that companies can use. So all of these are different examples of activities that we can do in those golden hours and Motrin or generating new opportunities for us to sell. Hey, when it comes to a new business meeting, timber companies a little bit, little bit different, you know, different sales cycles. You could sell a product that has a two-year cycle in my office are still cycles about 20 World War II, it looks very random, so it can differentiate, but within that sale cycle or you may have a different few different types of meetings. You could have a summary meeting where you're trying to find out more about company in ways that help that company. You may have a demonstration meeting or presenting solutions meeting where you actually demoing of product, talking about the waves are going help fill in some of the gaps within that business. You can edit the city meeting where if you're trying to get an acidogenic or, you know, maybe handling any objections or water. Going back to the drawing board for figuring out how you can make that solution work for us. So they'll host of new business ideas that have been buried. And like I said, different types of industries that you're selling, companies selling or but that could be an example of a new business processes that the bank can be a little longer, it could be much shorter. And then from an administrative standpoint, you have follow-up emails. Follow them all. Maybe sending of ozone will help you figure out your schedule for them, anything. The whole planning and preparing. Whether it's one of those referral partners, whether it's planning companies, you're going to go see their face or planning for a new business appointment at doing some research and something we call pre-core planning. Same way as that were grown around the blastopore. Now, actually called PreQual when you're trying to figure out, you know, details about details about being a meeting with AB company history, what they're looking to do in the future and trying to prepare yourself for maybe the way the conversation go where somebody area and thinking want to touch on that business. Service could be a part of it, right? Servicing, somebody wrote or maybe there's a little issue or maybe the help of something. So servicing your inherent lines that have come on board, you could be part of that administrative tasks. I'll pause there any questions so far I think thoughts upon him back isn't very good. So I think this is where you're going to do a little exercise. So does everybody have one of the sheets that I put on the table? 00 00 00 00 00 00 00, 00, 00, 00, 00, 00, 00. So let's do you guys think has been relatively flexible work together, but let's see your name. Right. So once you get one from here and why don't you tell me what quadrant you pick it. It's Q1 and Q2 for helping a team name within post. Yeah, I would say that's great. Why didn't he gets kicked? It is it is it not lose it not a necessity. Difficult. Yeah. Helping them with the link them both, but it's definitely a particular task for them. It's definitely important to them, but it's not important to you right now. And when I stay astray, I get young people reach out to me, I want to help them 1000%. But when we talk about being a good time during the day, so you can be and maximize every second of the day. That definitely does not go into Q1. That's being pushed off to a later time outside of what I call folded ears. But once you pick one best friends new Instagram posts, Q4, what do we do? Yeah, I'd say definitely keep for me. I know you probably want to name that. We want to see what we're doing. But what happens when you open its bandwidth to see that they both number. I see, yes, Martins. I know you have the answer. We gave. You see your best friend poses the middle of the day or your bathtub before I go to the pre-game, post something and you open it up, then what happens? You get something, right? And actually, you know, you spent 20 minutes, somebody that's 20 minutes that you're not going to give more. So wanting to throw a lifetime your best friends being imposed is 1000% coupon accurately. When we talk about time management and the fact that why don't you pick one and then let's schedule and that's me. Okay. So why do you think you want to hear the other person about? Elite usually get ahead of us. So let me, let me pose you another snare, the array. Let's say, let's say you have a prospect and it's promising prospect. He built a lot of value and you need to get that final decision on the books and you're supposed to hear back about locking down today by the end of the day. Now, 621 enhance situation is probably the one. I want to put some urgency on how you're supposed to hear back. You didn't, you're back. And you want to figure out what's going on with that opportunity. So that's probably what you want, right? So 100 percent if you want. Yeah. I'm sorry. What's your name? Jack. Jack scenario, right. It could also if if I need with Dan and we have a good meeting with your conversation and we're going to set a time the next week or maybe maybe Dan as somebody else that needs to be part of the next meeting of the next decision. I'm not saying that we can't set that right now, but if if that's not going to get done right then and there, we can push that off at that. That's something that we can plan out for maybe later in the day at the golden hours or maybe the next morning before we enter our body rates. Both of you can eat you want me to do to it really depends on a specific scenario and how much urgency behind both scenarios are important. Depends on which which scenario in at determines that urgency for you to drop what you're doing to get that back on. And she didn't want to touch on a bit of a 100 percent right. So updating pipeline, it could be hormones, CRN, even make wine, I paint very good pipeline to sell, let's say leave the meeting is steel is down in the pipeline. We're in the sales process. Do you need to stop what you're doing that type that into your pipeline right now, right back and go. I'm Liz for later in the day, rather than computer spending 20 minutes just to take a couple of lines into itself, you can go onto your next opportunity, be down. Let's see, once you get one blue, that's what those are. Hey, hey, yeah, bye, bye. You'll get out of an edX band to band. Had to Bob and Dan wants proposal. Yeah, I don't necessarily have to drop what I'm doing right then and there to send it as long as expected, expectations, expectations, Dan and Bill have that by the end of the day, that it's totally fine that we're setup hours and spend the rest of time finally. Have a really great work. Thank you for just a bar. Yeah. Okay. Yeah. I mean, listen to sales by glass. I think they're great. I listened to a lot of time. But like 11 o'clock on a Tuesday when there's people out there that one by two, we wanted to sit and listen. The bypass problem. Thanks DAU. Outside those golden hours on our own time, do stuff about me 100 percent outside the cube. Want you to definitely be great. I mean, I don't say never, never. That's just probably Q3. Let's see. I think Blue Ray. Yes. Hello. What do you say to them? What did you do? It? I wouldn't say me. Let me let me rephrase this one and maybe I didn't write this down. How about your coworker was the following may complain that their media didn't show that nobody shows up, that I can't sell anything. What do you think? It's cute? Right? Cleaning, negativity. We don't have time now, granted that, we don't have time for that, especially in sex. Positivity mentality. Saying on track with what the end goal is, keeping a lionfish in. Hi Matt, open-minded in his line. That's what's really important listening to complaints is that it's not in a quadrant that we want to be, right? It's a pupil. We don't we don't ever want to do we want to keep it on your work? Now? What do you want? A 100 percent It's part of our golden hours. It's part of what we gotta do to get Let's do one more. Turquoise. Turquoise, turquoise snails. They wanted to pick one. Sir. Communities. Thank You. Want a piece of a new territory than that? This new area? We want to ask that any any blank space I have my out there. I want to get data out there right away and started matter. And think about it this way. Compared to draft a couple of you had an hour later. I'm like, What do you want to do? You want to go do something revenue 3D, or do you want to do something? Never bought it on Instagram, point of view. All let's just show up. If somebody told him No, one by one each time it goes Q1 activities. So as pretty good, you guys a good data. So things around maximizing Q2. So remind me what, What's Q2? What do we do? A Q-tip plant. Right. So spending 15 minutes a day, do you plan to put it on the calendar and stay consistent with it, right. You'd have that time on the calendar and you're going to plan out things that you'd be certain that day during that going to be up there. Ill in any space that you had 80 prepare for that meeting they want to do. Some were getting ready. We're spending 15 minutes today doing some prepping for Q tip. 30 minutes a week, maybe on a Friday, to prepare Q2 items. Right. So you walk into a meeting and feeling good about how you're next week looks. And when you wake up Monday morning and you're ready to go blurry for a bunch of activities that you're going to do. And now all you have to do is go next. And planning will put a lot of us you want virus? So the virus, yes. Oh wow. Super like something that you absolutely have to drop whatever you're doing to get done, right, the more planning and preparation you put in, the more time we can allocate, make strategic in Q1, and be prepared to human activities rather than hesitate to drop what we're doing, that they get coupons. So every minute you spend planning sainted, say it's 10 minutes in execution, right? So the more prepared you are, the more planning to do better and quicker you're able to execute when you actually the bad guy. So minimizing Q3. Now, listen you, you may spend some time on, and that's okay. You just have to be smart and strategic about think about, we talked about helping a team, maybe the LinkedIn, post the next step from being afraid. And we definitely want to help arts he meets out of our, our friends out there are workers out and that would be a good thing to do. But as long as we're smart and strategic with that, it's okay to spend that in Acts U3, but so is it urgent and important to you? We use Q2 planning to be more. So if there's something that you find yourself consistently doing it Q3, how can we plan around how can we plan to EPA advected with it or get an edit and remove as much of that Q3 time as possible. Should it be sent somewhere else? It's it's something else that somebody else be doing in your company or within school. Ray, is this is this really somebody else's S arizona taking on somebody else's work because just because we want to help somebody. Yeah. Okay. So recognizing and ruthlessly eliminated Q4, I promise you, you do not want to spend any time in queue, especially going to say negativity complaining that outflow. Not good. We say not be due to my office and talk all about it's all about swag. People. Maybe people are negative. It takes away your Slack. Swag was the best thing that we add in our cell phones. So reflect at the end of the day that I spend anytime were and what can I do to get it or what did I do wrong? I put beads of action for my father. Was it just a distraction? Probably. But truthfully after yourself, like Was I simply distracting? Thank you for not getting pizza? Because it was a little bit here we talked about yeah, that's rambling on one thing and Tiktok or whatever. Yeah, everybody's using nowadays essay. And you can't get out. And that's valuable time spent in Q4. What would you do differently next time rates over here, any parameters have been put in place to keep yourself from going into that capsule, that distractible. I can do anything to prevent yourself from having that happen again the next day, the next week in the future. And then lastly, like how can I already felt that I needed to do? I'm going to ask anyway through this, but I'll go to that extreme. But maybe somebody gets the point where they say, I think, yeah, I gotta get rid of it. Otherwise, it's not going to get out of today. So maybe at some point you got to think you're gonna eliminate that from being able to be a distraction. So I saw a little bit about account or 8 and like I said in the beginning, a sales role, but be very fluid, would be a lot of different things going on. Really depends on the company, but I didn't miss a decent example of what a day might look like. In a sales role. Your calendar is one of the most important aims that whether it's on your computer, on your phone, reminders, items that are coming up by that stage, strict to your calendar is super important. So for example, right? So say I'm, I'm, I'm back, I am planning what we do. It's a planning any 830 you to do isn't planning we're prepping were maybe something that day or maybe prepping for something that we need to get done by the end of the day, Tuesday. And from eight to nine, we're going to prepare for one of the meetings that we have. What what bucket only in them. So today we're doing some pragmatism, land and it's not good, but it's important, right? And we're keeping it outside of it a little bit errors, right? So clock strikes die now many of our dials, and I'm not gonna do anything else, right. I'm going to sit there, I'm going to dial and Paypal is to set me at different targets. You're going after filming at their certain industry or the editor within your space that you're going to do in our bags right? Now when you think you've prepared or what we're going to call print that out. But time Brenner. Yeah. I'm sorry. Yeah. When do you think we would prepare for our DEI also bind at our core. Sorry. Okay. So we get a 100 percent do it at 43 to buy for the next day. Or maybe we did it at eight AM. Maybe to buy it. Is that right? Here's the list on my ball rather than gifts and I figured out what I'm going to call it. In fact, when I grab all my numbers. Okay, good. Let me research. The company requests exceeded 920, need about 10, 11 like the avenue business feeding. So we're going to go on that contract because the contract rate is the same. And then from the end of that meeting ID, so I'm going to do some e-mail prospecting. So I have a list of 40 specific at the outset, I want to send a direct e-mail to asking them to repeat itself. Yeah, I love the little blank. Like if you're outside sales, maybe you have a world's iPad. So obviously there's any drive time they had to build from one meeting to another, float the leg around lunch and maybe they get a gray or green off. All the things that we didn't get a good view on us, right? I mean, from 12 to 30 we're meeting with one of our partners. And on that meeting were prepared to intermediate milk relationship it then bring value to them and hopefully lead that meeting with a couple of opportunities that go after. And we can maybe reference there, maybe they need to be a good fit for our company or our products. And then from 23 to 330, we have some prospects that we're going to go visit in person. And we have something specific that we're going to bring them drop off a talk track that we're going to use a piece of d That never going to leverage that might pertain to them in their company. And we have 20 people that work there. You go, targeting to see in person to try and set one of our next baby. Then from 33 to work, we'll do some social media campaign AB, we use LinkedIn or even in my face, we use Instagram, sometimes a lot of business owners that it's grams or other social media website. We're going to try and generate some opportunities on social media. And from work or dirty going to dwarf owl. So, you know, from our diet recessive you the follow-up e-mail sent from our meetings both with the prospect and from our partner meeting. You have a follow-up e-mail that he sent to them. Mbb from business aspects are doing e-mail prospecting, be able to declutter. Wow, absolutely. Right. So he has some emails if you gotta get out, whether it's scheduling a meeting, maybe we scheduled a meeting with us and power or bounding proposal. Right. So we're doing that than 30. We're not dropping what we're doing during the day. And then from coronaries biodiesel prep for the next day. So hey, my first couple of classes, am I prepared? Hit the ground running when I get up in the morning to get there or do I need to spend more time in the morning preparing for them? It makes the pattern right? So you see the categories may spend every day, prepare for the next day, put everything on the calendar. Hunger, it's more likely not gonna happen and stick to it. So if you're going to do that bone now session from nine to ten o'clock. Extra as soon as that back pockets time, you start going into that opportunity that you picked up and write and execute all the way through. You know, where you're going through, you see you're calling, knowing exactly where he goes. Oh, you gotta do we start a break-in at each lateral with you? So do we need to bring a presentation? He bring any data or any examples your products, whether your quizzes, ointment or you do, it's a prospecting them. What do you need to bring with you to be prepared? Yeah. Are there any other businesses nearby? So, you know, this is something that we use a lot and my company is called overheating. So every time we leave a meeting or conversation with the customer, can we see two people on the left, the two people on the array and leverage the fact that they just met with or had a conversation with one of their neighbors. So are we prepared to go see the couple of people that are right by them? Dr. I actually think even more conversation. What takes priority? So if you have a bunch of things that you've gotta get done, right? Can you prioritize those things would be Q1 and Q2. Q1 is going out. They're very golden hours in Q2 of algebra at the end of the day or during your planning sessions. Any leftover space to calibre. So we've got that white space. If there's whitespace in the Alhambra and what can I fill it in? I'll fill it in with the human activities that are going to be affected that had been helped me drive business. And what's your plan? B and C gets cancelled. If you have if you have a meeting and maybe can be scheduled, they need to cancel. You know exactly what you're going to fill that time. And it really is. Maybe you're meeting for a group project and says, Hey, we actually adopt later in the day. But what do you do that ever? You'd sit on Instagram, the greatest Starbucks on a bench somewhere, or you've been to 81 of your Q1 activities that are still out there and have an ability that you have a test coming up and we daisy start preparing for and you fill that that time slot in it for parenting. So making sure that you know exactly how you're going to fill in any book space. Just to give you an example, like some time management tools, right? So we talk calendar. You'll be mentioned CRM data by different companies will use different customer relationship managers, will help you organize your time and getting passed on. But your fall in different apps. Yeah, I use the half-halt the list. Unlike the on It's on my home screen, I only put things on there that had no urgency to get them wrong. So I'm reminded me of when I need to get done and by the way, I have extra time today or something. Yeah. I can take a look at that and say, You know what, I can knock that out. You know, different internal and external tools like that. So I know at my company and you have a lot of our own wheelchair was an apostate, organized, stay on task and being effective. But there could be external tools that you'll have access to to help you stay organized. I'll give you an example and I'm not sure if you're familiar with its route. Group is burden, right? Yeah, so, so cool is actually installed. So it helps you to make multi-touch is to a prospector or to a client on time. And at the, at the red tape, a cadence that data shows is the best amount of times that to contact somebody to get them to go into the process. Right. So an example of it could be B now on a Monday, on Wednesday, and an email on a Friday, any statistics show that that's the best type of cadence to be able to break them into that groove is example of a tool that will help keep you on track. So that's an example, like an external little that can be used within a company and a leader mentor, right? So, yeah, that meant towards you that you can go to for advice, I'm sure. And it's one of those leaders are mens Rea. But somebody helped me stay on track. I'll hold you accountable. You share your goals at them and make it not follow to make sure that you're at anytime and keep you in mind if you're not, and give you a pat on the back and say graduations if you are, which is others. So meeting on a meter of your mental work viewers to keep you on track when you're managing your time and staying on task. Things is really nice. That's it. So that's all I had on. I'll open it up for questions. Almost right right on the dot. 35 minutes. So you have four doors. Ask me anything you want, time management or anything, sales agenda? Yes. So it's really good question. I think actually go back, uh, hopefully leaders and mentors, or are you eating my company? And having those people that would be non her help and advice. If we are having a bad day or something does cancel out and say like having consistency with your leader and your mentor, super-important. So to help you talk about this trait. So when you talk about, when we talk about the things that are priorities as the things that need to get done, what you're gonna do, and that leftover space on your calendar. What Plan B and C is that things cancel and walking. We prepare to just pull the trigger on those things if you arrive and that situation is one way that we help our uncle stay on track. For my motivation standpoint, I mean, listen, you know, sales is it's bad. It's about winning. It's about being on top of your work. It's about machinery, making money. And as a sales leader, like it's my job to make sure that we always had those things. Copper mine in my office. So number one, a top of mind whenever we're doing our job to help coach and develop and train our people to know the way it shows away. So I paid a lot of that comes down your shift, but the best work hand in hand with leadership to make sure that they're getting what they need out of the leadership and do the things that leadership is. There's one that makes sense, ancient, marble. One thing to that, Yeah, I think also it's important just from my own personal experience is setting clear expectations of yourself that things are going to go wrong and you can't be perfect all the time. Just accepting that, knows that. Okay. This day starting to turn bad and I'm pulling out all of my stops and I'm going through the list them out and they're not answering. And there's going to be those days where things just happen. The key is, is not wanting to turn into 234 days. That's the key, is accepting the fact that every once in a while, there's gotta be a bad day. There's going to be bad things happen. Getting over it quickly and get back on Bush full-frame. That's that's another AWS. You tend to ask those yet. So what's the, what's the quote? He hasn't had goldfish. Which one? He says something about the why the, why the goldfish or the best analog, buyin it or something like that, shorten. And what he says is the 5 second mentor, people fish, something goes wrong at the 5 second memory, remember, you've got anything that in sales by things are going to go wrong. You're going to run the best medium of your life. And they're going to say, No, you're going to meet, what do you think was the worst Coke all of your life? And for some reason their integrity. And you're going to have everything in between. When it comes to talk about the process, sticking to the process. If you stick to the process and positive attitude with it, and you'd be a goldfish. You forget it up, settling the bond. You go execute on the next one. Yeah. There's not a person on the planet became that kept me. Good question. What else we got? I know that you want to ask why? Anyone else? It doesn't have to be got time management just to get gradually strings graspable, right? Yeah. Good question. I would say I definitely see a lot of struggles with it. And I think what I see here, hoping to speak, I think big what I, what I see a lot of struggle struggles with our honestly like so correctable. And I think especially over the past couple of years and be in a different environment. A lot of us are used to. Yeah, I'm not I'm not sure what key. It may look crisp and senior, but I'm sure there's probably people in here who maybe didn't spend a ton of time on campus at all. Maybe. You're not sure what it was like with open it, right? But I think I've definitely seen a shift from the virtual environment back into like a normal force and some minor like very minute things that seem to help in my mind anymore, which in turn hertz with a timeout. And I think there's one end of it, like social media and stuff like that. And you spend so much time at home on our screens, like that. Scene gets stuck than they were. But another one could be something simple. A leaving a 100 unread emails in your inbox, right? And I'm like never be caught up feeling like you're trying to get caught back up with everything that here we are being sent. And ultimately like things like that, you get sucked into two m and it takes away from light. Already, they've got to get done. So I think like I see it, but it never scares me because I think it's so, so teachable, correctable data that it's something that you have, you just have to deal with right now. I'm going to be time. Anything else? Ten minutes early, I hope I'm your favorite professor. Yeah.
Superstar Selling Speaker Series - Dan Subers, ADP
From Suresh Sundaram April 11, 2022
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