BECOMING THE PERSON CLIENTS WANT TO SPEAK WITH - The Brutal Truth about Sales Podcast
Summary
TLDRIn this insightful interview, John B., a seasoned sales professional with 20 years of experience, shares his journey from retail to enterprise sales. He discusses the importance of building genuine relationships, the art of face-to-face selling, and the challenges of overcoming rejection. John emphasizes the value of in-person meetings and his unique approach to fostering rapport outside the office environment. His story offers a compelling perspective on the evolution of sales tactics and the enduring significance of personal connections in the digital age.
Takeaways
- 😀 John has been in sales for about 20 years and appreciates the opportunity to discuss his experiences.
- 🏫 John's interest in sales began during college at the University of Houston, where he pursued a specialization in professional selling.
- 💼 John's first exposure to Salesforce.com was during his business school program, highlighting the early stages of the software's development.
- 📈 The sales program at the University of Houston has grown significantly since John's time, now offering a major in sales.
- 🤝 John believes that sales is primarily about building relationships and that people buy from those they like.
- 💪 John's outgoing personality and competitive nature made him a good fit for sales, as he enjoys meeting and interacting with people.
- 🚀 John's early sales experiences involved cold calling and door-to-door selling, which taught him resilience and how to handle rejection.
- 📚 John's first professional sales job was with Lexus Nexus, selling law books and legal research materials, which required him to be self-sufficient and adaptable.
- 🏢 John emphasizes the importance of getting out of the office to build relationships, which he believes is a lost art in the age of remote work.
- 🍽️ John found success in sales by inviting prospects to lunches and dinners, using these occasions to build rapport and understand their needs better.
- 🔄 John believes in the value of in-person meetings and the need to adapt to the post-COVID world, where in-person interactions are still important for sales.
Q & A
How long has John been in sales?
-John has been in sales for about 20 years.
What was John's educational background related to sales?
-John pursued a specialization as a business minor in professional selling at the University of Houston.
How did John first get exposed to Salesforce.com?
-John was first exposed to Salesforce.com as part of his business school program in 1998.
What was John's first professional sales job?
-John's first professional sales job was working for LexisNexis, selling law books and CD-ROMs and online legal research to lawyers.
What personal traits does John believe make him successful in sales?
-John believes his outgoing personality, competitive nature, and ability to build and maintain relationships are key traits that make him successful in sales.
How did John's experience in high school selling ads for the yearbook influence his career choice?
-John's success in selling ads for the yearbook in high school sparked his interest in sales as a potential career, leading him to pursue it further in college.
What was the weekly quota system like for John in his early sales career?
-In his early sales career, John had a weekly, monthly, and quarterly quota, which meant he had to start from zero every Monday and write enough business each week to keep his job.
How did John handle rejection in his sales career?
-John learned to be impervious to rejection, managing transactions and pipelines effectively, and not letting negative experiences bog him down.
What is John's approach to building relationships with clients?
-John's approach involves getting people out of the office and into more casual settings like lunches, dinners, or events, which helps break down barriers and build stronger relationships.
How does John view the role of in-person meetings in the sales process?
-John believes that in-person meetings are critical for building rapport and understanding the client's needs and dynamics better than what can be achieved through email or virtual meetings.
What advice does John have for younger sales reps regarding in-person interactions?
-John advises younger reps to embrace in-person interactions, as they provide an opportunity to build deeper relationships and gain insights that are not possible in a virtual setting.
How does John handle difficult conversations with clients?
-John emphasizes the importance of being comfortable delivering difficult messages and challenging people, while also being prepared to take the 'bad cop' role when necessary to protect the client's internal position.
What was John's strategy for transitioning from LexisNexis to enterprise sales?
-John moved into enterprise software sales through Epicore ERP, focusing on small to medium-sized businesses, and then transitioned to selling to General Counsel at an enterprise software company.
How does John leverage his personal experiences to connect with clients?
-John uses personal experiences, such as his competitive nature and his need to be active and in-person, to build rapport and understand clients' perspectives better.
Outlines
🎓 Early Sales Experience and Education
In this paragraph, John discusses his background in sales, which spans over 20 years. He started in retail while attending the University of Houston, where he pursued a specialization in professional selling. John's first exposure to software sales was through this program, which he found to be highly effective in preparing him for a career in the field. He attributes his success in sales to his outgoing personality, competitive nature, and the ability to build relationships with clients.
🚀 Overcoming Rejection and Building Resilience
John shares his experiences from the early days of his sales career, where he had to be self-sufficient without the support structures available today. He talks about the challenges of cold calling and facing rejection, especially when selling to lawyers as a representative of Lexus Nexus. The paragraph highlights the importance of resilience, learning to manage transactions and pipelines, and the pressure of meeting quotas, which were crucial in developing his sales skills.
💼 Transition to Enterprise Sales and Adaptability
The paragraph details John's transition from selling law books and CD ROMs to enterprise software sales. He emphasizes the complexity and length of enterprise deals, which required a different set of skills compared to his previous role. John discusses the importance of adaptability in sales and how he found his way to work at a startup, where he spent over 12 years, showcasing his ability to evolve with the industry.
🤝 The Art of Relationship Building in Sales
John explains his sales philosophy, which centers on building relationships outside the office. He believes that getting to know clients on a personal level, through lunches, dinners, and other social events, is key to breaking down barriers and closing deals. The paragraph also touches on the impact of COVID-19 on in-person meetings and the value of face-to-face interactions in the sales process.
🍽 The Power of In-Person Meetings for Deal Making
This paragraph focuses on the strategy of inviting clients to meals or events outside the office to build rapport and gain insights into their needs and objections. John shares a specific case where consistent meetings over lunch led to a significant deal. He also discusses the importance of setting the right tone for such meetings and avoiding turning them into business discussions.
🔄 Navigating Challenges and Adapting Sales Techniques
John talks about the challenges of returning to in-person meetings after the COVID-19 lockdown and the need to adapt sales techniques to the new normal. He emphasizes the importance of being comfortable with risk-taking and challenging the status quo. The paragraph also discusses the value of in-person office visits to understand the client's environment and dynamics, which can be crucial for sales success.
🛡 Taking the Heat: Supporting Champions in the Sales Process
In this final paragraph, John discusses the concept of sales champions within an organization and the importance of supporting them throughout the sales process. He shares his approach to taking on the 'bad cop' role when necessary, allowing the champion to maintain a positive relationship within their organization. John also talks about the importance of being willing to take risks and ask difficult questions to move deals forward.
Mindmap
Keywords
💡Sales
💡Salesforce.com
💡Personality
💡Rejection
💡Enterprise Sales
💡Relationship Building
💡Champion
💡Referrals
💡Zoom
💡Risk-taking
💡In-person Meetings
Highlights
John has been in sales for about 20 years and attributes his success to his outgoing personality and competitive nature.
He pursued a specialization in professional selling at the University of Houston, which he credits for preparing him well for his career.
John's early sales experience involved cold calling businesses to sell ads for his high school yearbook, sparking his interest in sales.
He emphasizes the importance of building relationships in sales, believing that people buy from those they like.
John's first professional sales job involved selling law books and legal research materials, which taught him resilience and how to handle rejection.
He learned to be impervious to rejection and manage transactions and pipelines effectively, crucial skills for his sales career.
John's approach to sales involves getting prospects out of the office to build rapport and understand their needs better.
He believes that face-to-face interactions are essential for breaking down barriers and fostering trust in sales relationships.
John shares a strategy of inviting prospects to high-end lunches to build relationships and eventually close significant deals.
He discusses the importance of setting ground rules for meetings, such as not discussing business unless the prospect initiates it.
John emphasizes the value of in-person meetings even in the age of remote work, believing that they are crucial for sales success.
He shares his experience of using in-person interactions to understand office dynamics and identify competition.
John talks about the art of asking for help in sales, suggesting that building strong relationships can lead to referrals and support.
He discusses the importance of being willing to take risks and challenge the status quo in sales.
John shares a story of how he took the initiative to call a VP of accounting to resolve a contract issue, demonstrating his proactive approach.
He believes that sales reps should be prepared to take the 'bullets' for their champions within a client's organization.
John concludes by sharing his LinkedIn profile where he posts periodically, inviting connections and further discussions.
Transcripts
hey John thanks for joining us today as
way of getting started give us a little
background on
yourself uh good morning thanks for
having me uh so much I appreciate it so
been in sales about 20 years now uh post
on LinkedIn when when time permits
seeing you walking around your
neighborhood for a few years looks like
uh you're always in a great mood and
having a good time talking about sales
and taking your
walks and why sales for you
uh that's an interesting question so I
put myself through college working
retail um and I went to the University
of Houston they were really ahead of the
sales game I think they offered a
specialization as a business minor in
professional selling um and so a buddy
that I worked with in retail was a
marketing major I was a marketing minor
um he brought this certification to my
attention and said what do you think I
said yeah let's let's see if the school
knows what they're talking about uh and
so we we did this certification and we
were like you know what this this could
be a career uh really before I think
people looked at sales or maybe even
software sales as a career right this is
1998 back when salesforce.com was still
brand new um and that's actually the
first time we were exposed to it was was
part of this business school program and
so part par parly that into a
and how did you judge that program now
you got 20 years in the field how how
well did it prepare you I think it did a
pretty fantastic job uh there was only
around 30 or 40 of us in the program at
the time my understanding is they've
they've got at least a few hundred now I
mean it is legitimate in ways that um I
don't think either of us ever expected
um it's something that I think you can
even major in now uh which is just
mindblowing to think about the growth
and the success they've had has has been
amazing but what about seal sales appeal
to you as a person as John um I think it
matched my personality so I was um I was
on the yearbook staff in high school uh
and we had to we had to sell ads to
support the yearbook and I remember
getting in my mom's car and driving
around our neighborhood and literally
physically cold calling
businesses uh begging them to buy ads
for the yearbook and as a as a junior I
out so all the seniors and won um
$100 which might have been a million
when you're 17 in 199
one uh and it I was like man could I
actually do this for a
living and and you know I didn't I mean
what did I know about sales in 1991
other than guys that tried to sell you
Vacuums at your front door which I'm
sure you remember but a lot of your
listeners probably have no no idea what
I'm talking about but but let's dig into
that what what about your personality
appeal to that you seem to like
it um so I love to be out and meeting
people and talking to people and getting
to know people I've always felt like
sales was purely based first and
foremost on relationships I think people
buy from who they like I think if you
have a pretty Dynamic personality and
you're friendly and you can build and
maintain and Foster
relationships uh people are going to buy
from you right uh again people buy from
who they like I certainly have tried
over the years uh to be likable might
not have always been successful there
depending on the sales cycle and who's
on the other side of the desk uh but I
think it matched my outgoing personality
I think it matched my competitive nature
um and as I said I put myself through
college work in retail so it's not like
I came from um you know a wealthy family
and I saw pretty early especially just
you know working uh at the Gap and Ralph
Lauren in college uh that you know if
you worked really hard and you put a lot
of effort into it financially it would
pay off um and that matched where I
thought I needed to be
longterm um and again that comp
comptitive nature I mean I didn't play
sports but was competitive academically
and through just achievements and I
could tell pretty quick that uh if you
were competitive and likable and driven
uh which were some of the things that I
felt like I was at the time um and I
think as you get older you you realize
what your strengths are and you play to
those strengths as well yeah what what
was missing from the mix that you had to
add
um so learning how to memorize scripts
memorize demos U being a oneman
show uh because you know in the early
days there was no se there was no psse
there was no subject matter expert there
was no sales operations or Revenue
operations and you might have had one
contract lawyer who was split amongst 20
or 30 people so you had to do all of
those things on your own
U which presents its own set of
challenges now this would again likely
be unrecognizable to the majority of
your viewers and listeners because
they're supported by you know an army of
people uh but I had to learn how to do
all those things on my own my first real
professional sales job was working for
Lexus Nexus uh selling law books and CD
ROMs and online legal research to
lawyers where you were physically
walking in the door
um and so you had to learn how to be
courageous really fast and you had to
learn how to be
bulletproof uh because the pargal or the
secretary or the admin would promptly
throw you out and you could not let that
bother you you had to be impervious to
rejection um now I'm noticing that about
you what is that which part is that had
a perious to rejection and it only that
I don't have that so I admire it when I
see people who do and I wonder how they
get it well you get hit about the face
um over and over and over again right
and you you're calling on lawyers who
you know are educated and they have
their own personality type um and you
you don't know who's on the other side
of that door and so you learn pretty
fast in your you know mid to late 20s
that this is going to be difficult
and if you're starting out at 9 9:30 in
the morning and the first door you open
what are you do at
9:45 get out um you can't go home right
um this will again sound really wild to
some of the folks that that watch but we
had a weekly quota I mean can you
imagine people talk about the Sunday
scaries there was nothing more
terrifying than going to bed every
Sunday night and knowing Monday morning
you were back to zero we had a weekly
monthly L quarterly annual quota and so
you had to write so much business every
week um to to keep your job uh so yeah
that was tough and it taught you how to
be impervious to rejection how to manage
transactions how to manage
pipelines um it was it was not easy and
the fir it being the first job was
presented its own set of challenges as
well but but it sounds like you were
pretty far along build building up that
resilience from high school um sure so
you
know when PE well yes yes and no right
when you're standing on the sales floor
of the Ralph Lauren store in the Houston
Galleria very different it's air
condition yeah it's air yeah it's air
conditioned and it's you know lovely
surroundings and you know $5,000 custom
suits and very wealthy people coming in
who are are technically there you know
to to buy MTO measure suits and cile
shoes and these kinds of things but
every once in a while you'd have someone
that was just not not very friendly
let's say and and you know they're
they're just five feet away from you
right and there's nowhere to escape to
and so you you know you learn how to
build up that uh being impervious to
rejection for the folks that have come
in to sales during the age of Zoom
they're probably not familiar with what
that looks like and feels like
right certainly the feeling but it's
different right it's um it it yeah it's
diff well yes that's true right like you
can see if someone's rejecting you on a
camera right when no one shows or
someone hangs up there's still that
right right right yeah it yes it it
still does happen but when it's physical
it's I think it adds an extra element
right and so when you're in a meeting
and you know let's say this is
2019 and you're doing a demo in person
live in an office and there's 20 people
in the conference room and everyone's on
their laptop you know you know that
that's them physically telling you we
are not interested right and so you've
got to figure out a way to say okay
everybody right like I brought in lunch
here like you kind of open the
opportunity to pay attention um so
that's it tough message to deliver and
you know you asked the question what
were things you had to
learn I think another thing I had to
learn was how to deliver a difficult
message a challenging message whether
that was asking people to change a
process asking people to think about
things differently asking people to look
at you know what was their professional
existence on how they were doing things
how could we help how could we improve
um as I coached and mentored younger
reps over the years that was always
something I would tell them that they
had to get good at pretty fast which is
you need to become
comfortable challenging people and you
need to become comfortable delivering
difficult messages like if they're
asking for a bigger discount than what
you've offered and you're at the end of
where you know sales offs Revenue Ops
your VP your manager can approve that's
it I mean everyone has to money on the
deal and you have to be comfortable
saying you know Sarah we're we're we're
at the end of incentives now right um
and that's also difficult and that took
some time to learn too and how did you
internally process it I mean you must
have been saying something to yourself
like I tell myself oh it doesn't matter
move on next but I think you've done a
really good job of that early in your
career with very hard things high school
with the high school
yearbook the uh Lexus
Nexus yeah I think you you you take the
time to internalize and reflect but
you're under pressure so you can't spend
a lot you can't spend too much time
right like you've got to keep going
you've got to keep moving um whether
it's a weekly quota or a family to
support or a mortgage to pay or a car
note right you can't get bogged down on
too much negativity you've got to you've
got to look at what went right this week
what went wrong what can I do better
what did I say in a meeting that really
worked um and you know continue to say
those things um but also getting
comfortable with again delivering a
tough message um asking people to think
differently about how they do things um
even if that forces them to take sock on
maybe their process they developed over
many years and you're asking them to
change that it could it could be
anything right like it sounds silly to
to tell this story but I remember um
there was a criminal defense lawyer in
downtown San Antonio that I was trying
to get off of books and buy a CD ROM
okay uh and I said you know you're going
to the be County Law Library to research
cases those books haven't been updated
in years and he's like oh I don't care I
enjoy that walk to the law library I'm
like this is I enjoy law history this is
this is my competition walking to the
law library like no one prepared me to
sell against being outside like how do
you you know my competition is is not do
nothing or the other uh publisher it's I
like the walk to the library and so I
said well still take the walk I suppose
just know that if you spent a few
hundred bucks a month that you know your
research is current and he's like yeah
you know I guess I guess that's true
plus I I mean San Antonio is every bit
as hot as Houston I I live in KD west of
Houston and I just couldn't imagine
walking to the law library in June July
August or September in downtown San
Antonio but he seemed to love those 105
degree temperatures yeah and how did you
get out of the Lexus Nexus into kind of
Enterprise sales was that like um so I
moved into enterprise software
through um through uh epicore Erp
warehousing inventory easy stuff yeah oh
yeah exactly um and selling to small to
medium-sized businesses where I felt
like that transition would make the most
sense um and then went back to Legal
selling to uh The General Counsel um at
at an Enterprise software company where
the you know the deals were much bigger
and took much longer and far more
complicated um and then found my way to
where Keo when it was a startup and and
spent 12 plus years there and what do
you feel is your strongest selling
characteristic um do you mean the the
type of of well some people great with
questions stories top down bottom off
Rapport building things like that um so
I like to get people out of the office I
am not a fan of managing the entire
sales cycle over email uh Zoom Google
meet uh and I see people are adding
their prospects to slack um I think all
of that is fine I think that's that's
the core of how you run a process but
you I've always felt like my strongest
suit is just building relationships as I
said at the outset getting people out of
the office um getting to know them them
getting to know you you know when you
sell
to Legal accounting investor relations
they have a natural opposition I feel to
to sales reps for a variety of reasons
as as a chief accounting officer told me
once she said the only two reps I've
ever liked are you and my Oracle rep and
I said oh well thank you that's that's
very sweet uh and if you get people out
of the office get to know them they get
to know you whether it's lunch dinner
happy hour breakfast coffee events um
you get to find out much more than you
would in the office or over email or
over the phone um and it breaks down
barriers and it gives you I think
special access to them that you
otherwise wouldn't have and due to covid
and I think maybe just a generational
shift this has become a lost art it is
you might hear that or see that maybe
more than I do um you know I had one of
the highest credit limits on on my
corporate card at worka than anyone else
in all the field sales because I I
wanted people out of the office I wanted
to get to know them I wanted to build
that relationship away from you know
their Cube or their their
desk um and that I felt was my strongest
Su and led to a
significant uh number of deals um and
success as well and it is a lost
startart how did you do it how didd you
get the invite what was the best venue
for you to build that rapport
with um so I I test well I ran a test
case on how critical getting people out
of the office was with a prospect that
was they told us know many many times so
I found an alternative contact I invited
her to lunch it was right in front of
their office um it's a place called true
Lux here in Houston which has high-end
Seafood it's not inexpensive by any
means so I knew that it was close it was
um high-end and it all just made sense
and over a 12-month period I met her for
lunch once a month and found our way to
one of the biggest deals um of that year
just by breaking down those barriers and
you know at the third lunch I said
listen you know the other guy I was
calling was incredibly resistant and she
said oh yes yes he wants to retire he
doesn't want any changes made he can't
be bothered um and he does not like
you I said likeable yeah she's like well
he doesn't like you he didn't like that
you co called him uh but I love that you
called me and you know we're we're going
to get this to work but it's going to
take time and I knew right away that
time meant at least nine
months and it did it took an additional
nine months and a lot of lunches and a
lot of the company's money um but it
worked and I knew then okay getting
accountants lawyers whoever it security
CIO CFO get them out of the office um
have it make sense give it something
that causes them to say yes and just
strip away those barriers that they put
up and we put up um and I think if you
can get to know people on a professional
level outside of the office but also a
personal level it it just makes a huge
difference and again if I could train
you know younger reps who are just
starting out to embrace that
uh because although people are back in
the office I still think that you know
Zoom is the default right I think if you
could get them to see how much value
there is um in meeting people that would
be great but I also think that um a a
business that would make hundreds of
thousands of dollars is Consulting on
wardrobing because you would not want to
show up in hoodie and basketball shorts
um so anyway there's that and you don't
want to make the lunch a business
meeting meaning you don't want to be
opening your laptop talking about the
product talking about other customers
talking about your
company
no yeah so it's it's interesting you say
that so um lunches and dinners and happy
hours and things I would I would lay
ground rules right away you know I'd let
everyone get to know each other in
introductions and all these things um
and I would say okay so I I'm not a big
fan of
rules uh but I do have a few and my
first rule is um we are not going to
talk
shop unless you absolutely want to
there's something you need to know
there's you know I wasn't clear on
something or you're struggling
internally with moving this process
forward but I did not ask you here to
talk
shop so straight away I don't want want
you to think about me as your sales rep
I just want you to think about me as
someone you met for dinner um second is
you know don't be bashful order anything
you want right we're here to get to know
each other you don't need to stick to
water um and the 6 ounce play you can go
all out right um and that always set the
tone as okay this is different because
typically you're not quid pro quo right
exact and that's I did not want people
to ever feel that way yeah um and uh you
know prior to the lockdown prior to
covid man it worked like
magic then then came the dark
times and have you tried it recently or
yes
uh um I think people are still although
it's 2024 people are still trying to get
comfortable you know remembering what
life was like prior it is yeah and and
it's not as if people are in the office
five days a week and so it can be a
little tricky uh but so can getting back
into in-person meetings I mean people
are still not 100% comfortable with that
and you know that's another thing that I
used to do routinely is any excuse that
I could come up with no matter how
flimsy to to be in their office man I
wanted it like I wanted to to be there
even post
sale um just to look around like okay
you know what's the dynamic in the
office Who's Who and you know is my
competition in here those were the
things that I was always concerned about
and did other people at the company not
understand this or see the value and the
real meaning behind it did they
misunderstand it no I don't think so I
think everyone has their own personality
type everyone has their own way of doing
things um I was again just raised on
being in person and always wanting to be
there physically and finding you know
this existence in a sales model just
very
challenging um and trying to get back
into inperson
everything um has been critical and for
some folks it just it doesn't make sense
it won't make sense they waited their
entire career for for whatever this is
to
to come to fruition and they love it uh
but yeah I was always very active in
doing social stuff and you know
certainly um had some um hair raising
and eyebrow raising expense reports but
they were Justified for sure because
it's where the magic happens it's where
people open up it's where you start to
sense the real things like the
retirement example he would never tell
you that right no never and also you you
know when you get to know people and
they get to know you which I think is
impossible in a conference room then
then they want to help you so that's
another thing that I think you have to
get good at is asking for help right um
if you want to be successful and move
things forward and um you know help can
also come in the form of asking for them
to do a reference call or asking them
for referrals like okay Wendy you've had
a great experience it's been six months
you know who else do you know who's like
you that could benefit and maybe there's
you know a referral bonus that they get
on their bill but they don't care I mean
that $5,000 on their subscription that
doesn't hit their wallet that just hits
the company and so that's where things
like you know a $200 lunch just makes
all the difference as you get to know
people because you can always go back
and ask for their help or ask for
references referrals and you know if a
deal gets stuck and you've gotten to
know someone you can go back to them and
say okay listen it's six weeks we don't
have redlines on the t's and C's um I
don't want you to go ask legal again
what's going on because they're already
irritated with you so why don't you just
tell me who you're talking to and I'll
be the bad I'll call legal and say hey
it's John with you know ex company and
I'm trying to find out where we are on
this contract you know can you can you
give me an update because I don't want
Wendy to keep basking right and then
Wendy becomes the good cop the rep is
the bad cop which I think is pretty
critical in in a lot of selling
scenarios that I think has also become a
lost start right you you were taught um
through medic and these other sales
methodologies to create a CH ion and and
yes I agree that that's important but
that champion has to take all the
bullets and a lot of responsibility a
champion yeah it is and that is that
isn't fair right and so you know I I
used to say to you know whoever my
Champion was you're going to be me
inside of the
organization but when you feel like the
Heat's getting too
hot you know I I don't work there so
once the deal is signed
I'm good but you have to stay on the
payroll so if you feel like things are
too hot for you you need to just tell me
and I am more than happy to call Legal
call it call accounting and find out
where are we right and if they get
irritated that's okay I don't work there
um and that's not something that I think
sales reps are taught they're not taught
to take the bullets and I think you have
to be willing to take those bullets yeah
because they're also not aware of what
that Champion's going through and if you
don't have that that strong Rapport are
they going to tell you that legal is
sitting on it or that somebody in
finance is n saying it or the CEO
doesn't understand the
problem so I learned that lesson 20 11
or 12 I kept calling my champion and
he's like I don't know I asked and I
can't get an update so I called the VP
of accounting on his cell phone before
that was even a thing right think about
that back in
2012 one I was shocked he answer two I
was shocked he didn't hang up and I said
Al listen I am so sorry to bother you no
tell me what it is and I said well you
know we cannot get red lines on the t's
and C's what do you mean I said well
we've been trying for weeks and oh nope
nope I'm going to handle it you'll have
them in an hour sure enough we did yeah
and you know that was a dice roll on my
part he could have lost it um so again
um I think you have to be willing to
take the bullet you have to be able to
challenge and ask the tough questions
and take some risks which we haven't
talked about but I think it's inherent
that you know if you're in sales you got
to be okay with risky
Behavior hey John I really appreciate
your time today where can people go to
connect and follow you um so I'm on
LinkedIn I post periodically it's John B
on LinkedIn Bei St appreciate you asking
and having me and I'd love to come back
and spend however much more time you
need I'm sorry that it's shorter than
anticipated
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