Podcast > Success Skills > #639: Which Is More Important – Relationships Or Mindset? With Scott Ingram

#639: Which Is More Important – Relationships Or Mindset? With Scott Ingram

Scott Ingram is the host of the Sales Success Stories Podcast. On this episode of the show I’m asking Scott which is important to sales success, the internal elements such as mindset or the things that we’re less in control of like business relationships.

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Speaker 1: Coming up on today’s episode of the salesman podcast. The more there is technology and noise and distraction, right? The human element is becoming so much more important, right? So if you look at um, prospecting or you look at sales and processes these days, there’s so much drive to be impersonal, right? And to follow a sequence on a script. And I think the more that we can bring the human back into this, because at the end of the day, it’s humans that are buying from us. Hello sales, they should I a willpower and host of the salesman podcast, the world’s most listened to B2B sale show. If you haven’t already, make sure to click subscribe. I’m with us. Let’s meet today’s guest. This is Scott Ingram. I’m the founder of sales success media host of the sales success stories podcast, the daily sales tips podcast and the sales success summit. And you can find information about all of that at top one dot. FM on this episode of the show, we’ve regular returning guests and complete legend Scott with diving into mindset, relationship, business relationships rather than the random personal ones. Productivity and a whole lot more. Essentially we’re diving into, it’s called deep knowledge and archive of essentially content from the top 1% of sales professionals. And so let’s jump right into it Scott Gunter had made, which is more important for sales success to become that 1% sales professional. Is it to have your mindset right or is it to have incredible business relationships?

Speaker 2: Yeah, that’s actually not very hard. Well I the mindsets are the foundation. It all starts with that, right? You can have the best relationships in the world, but if your head isn’t right and you’re not in the game, it’s not gonna matter. So from that perspective, then we’ll go down the relationship routes cause we’ll cycle back around to mindset cause it’s a 15 hour conversation there rights to be heard about that on the relationship front then is this, because I agree what you’re saying, is this getting less important as time goes on or is it getting more important to have good business relationships? Yeah, that’s a good qualifier. I think it’s becoming more important, right? The more there is technology and noise and distraction, right? The human element is becoming so much more important, right? So if you look at um, prospecting or you look at sales processes these days, there’s so much drive to be impersonal, right?

Speaker 2: And to follow a sequence on a script. And I think the more that we can bring the human back into this, because at the end of the day, it’s humans that are buying from us, right? It’s not robots that are buying from us. It’s not AI that’s buying from us yet. And so those elements are still so, so critical. But let me qualify something here real quick. And that is, I think that there’s, there’s two kinds of relationships and I think the, the kind of relationships in sales that have gotten a bad rap are this, I’m just trying to be your friend. I’m going to wine and dine you and we’re going to play golf and because of that you’re going to buy from me. That’s not what I’m talking about. I don’t think. I think that is becoming pretty irrelevant because of the distractions and how much work all of us have on us that maybe we didn’t have before. So I don’t have time to go goof around. Right? We’re here to get a job done and so the relationships that really matter are these relationships that are very professional where there’s a lot of trust and there’s a lot of value. That’s what has real meaning when we think about relationships

Speaker 1: that we took the words out my mouth and you just grew in the next 15 questions that I was going to ask you there, Scott, of thus literally what I want to dive into of is it’s a business relationship where we are friendly or is it just value? And I’ll qualify that fervour of would a professional buyer buy from someone that they thought was a, a complete idiot and the prophets didn’t even like the person, but they brought so much value to the table. They were a true industry, you know, trusted advisor or true industry expert. Are they more likely to buy from that person who disliked baguettes value from versus someone that the really get along really well with and probably would go for drinks with after work.

Speaker 2: Yeah, it’s 100% the first person, right? Again, we’re here to do a job, right? And so liking somebody. So, you know, I think I’m gonna, I’m gonna push back on this whole idea. We’ve heard for years that we do business with people we know, like, and trust. Honestly, I think the no one like are irrelevant. What it comes down to is the trust and the way that you build trust. And here’s what’s, what happens though. You build real relationships and you become friendly with those that add that kind of value that you have, that kind of trust in because they’re impacting your career. They’re in there making your life better. I like those people.

Speaker 1: Sure. Well I think the no part of it as um, trust at distance, right? The audience know who I am. The probably know who you are as well. You’re killing it with your contents and books and podcasts. And so does the elements of trust the, I don’t know how that is wired into our brains, whether it’s a tribal thing goal or, or what it is, but most people will trust those that they’ve heard of, obviously more so. Or they will, they will preemptively trust people and wait for them to break trust versus someone that they’ve no idea who they are. When you first meet someone in that initial instinct, it is, you know, someone from a different tribe. So when we don’t know someone we’ve got to be cautious of. So I think there’s, there’s deeper wirings to all of this than you know, just eye contact and building rapport and all the stuff that we were taught alive and taught it. People were taught in the 80s apparently about winning business with weird handshakes and stuff like that. But with that said, is the then benefit to working on things like personal brand and working on

Speaker 2: creating content to build that trust a distance or should we just be focused on serving the customer directly kind of face to face, which we can do but marketers can’t. Yeah, for sure. I think there still is value. I think the primary focus needs to be on the, the core craft and the people that you can impact directly. Because I think one of the ways that you start to build that personal granite brand, and there’s a great story in the sales success stories book about just the, how critical referrals are. You don’t get to the referral stage and less, not only have you built that trust, but you’ve been able to get a deal done. And then deliver on what you promised, right? It’s, it’s typically post delivery that you’re then able to have a relationship that leads to other relationships and that shortcuts the heck out of a sales process when you can get those kinds of introductions.

Speaker 2: And then I think from a, from a personal branding standpoint, again, more and more if you can come in, it’s, it’s hard to get over that. Um, that initial bar of scepticism, right? When you, when you’re initially interacting with somebody, they don’t know who you are and they look you up on LinkedIn, you look like generic sales guy. There’s a lot of, uh, walls that are gonna be put up. So if you can have some level of and some demonstration of knowledge and expertise and the fact that you helped other folks, then that is going to help you in that process. And you’re not starting from, frankly, less than zero, I think. So of the top 1% or they separated from everyone else because it seems like perhaps we’re over-complicating all of this and people are spending time social selling, building websites, building funnels if taking on the marketer’s role rather than perhaps leveraging marketing marketing, especially if you’re in a big organisation, right?

Speaker 2: Does the top 1% do all this or do they just win business, get the results recorded or get references or get testimonials or whatever it is, get, um, referrals to new business and then they just leverage success to build success? Yeah, I think it’s definitely the latter. I mean, if you look at the sample set that I have, and as we’re recording this, I’ve done 68 of these interviews with top 1% performers and you’ve maybe heard of two or three, right? And so I think that says something in and of itself, right? They’re not out there speaking all the time. And on a lot of podcasts, typically I’m seeking them out and we’re finding this thing again. It’s occasionally there’s folks like Scott Barker who is a sales hacker and now outreach Scott is an incredible, a personal personal brand or um, or, or Jeremy Olivier at lead IQ.

Speaker 2: I mean, these guys do a great, great job. And if that’s it all, I mean, the, the main thing that I see the biggest theme is all of these folks have figured out how to be the best version of themselves. So for folks like Scott and folks like Jeremy and, and frankly, somebody like me that fits our personality and we leverage that and we go all in for most of the top performers I’ve talked to, that’s not their deal. And they’re building relationships within their clients, within their industry. And it may not be super visible.

Speaker 1: Interesting. I’ve never really thought about this before, but if we scale this up to the CEO level, I don’t know if you know the CEO of CocaCola right now. I’ve no idea who it is. Who else? Even Apple, Microsoft. I, I bet the average person in the street, even though they clearly know the brands, don’t have the CEOs of their organisations and claim they’re not 1% is Olly, they’re the North point. Not, not 1% is who are you truly, truly crushing and a probably incredible dealmakers as well. So what, what’s caused us to put a trusted distance building brand, building relationships at a distance, at the forefront of the sales industry, seemingly with social selling and all this other nonsense that I constantly try and push back down to where it came from on this podcast. Scott, is it, is it Instagram? Is it the fact that we look at other people’s lives on social media and we go, Hey, if I can just portray myself like that, I can live a life similar to those. What’s going on? This kind of created this need for salespeople to not just close deals, we’re in business and build success on top of success, but to try and promote themselves as an individual as well of all our egos just got massive all of a sudden what’s going on?

Speaker 2: You know, I don’t know what the root causes, but I, I think your CEO analogy is perfect. Right? And it made me think of good to great and this idea of a level five leader and and sort of a top performing leaders, a lot of them you just haven’t heard of, they’re just in there executing. It’s very selfless. And that’s another theme that I’ve seen this idea of, and this starts to cross over into mindset a little bit. This idea of servant leadership in sales is pretty predominant within the top performers. And that again, that’s not about personal branding and self aggrandizing and about ego. It’s about serving and, and deriving value from. I love helping other people. And you know what, when you help other people in sales, you make a lot of money.

Speaker 1: Sure. And just for context, the audience, I don’t know if you’ve ever experimented to this, maybe you have kind of thoughts that can even back this up or, or disprove it because this is very literally in N equals one experiments. So terrible data to rely on. But I’m not really posted on social since January. We’re recording this kind of halfway through the year at this point because I’ve been working on the sales school, my podcast downloads have gone up. The sales group memberships at the, you can’t get into it right now cause I said we’re getting ready to relaunch the new version of it but they’ve gone up as well and all of them and dune is just creating the podcast and I thought that the walls are gonna collapse. All hell was going to break loose. As soon as I stopped posting ten second videos, 32nd videos on Instagram and LinkedIn and nothing’s happened.

Speaker 1: It’s taken a burden away from me. I’m less concerned about even on a mindset level, muscular send about what other people are thinking about stuff. The only result from it is I’ve had people emailing me saying what’s going on? Are you still alive? You know, did you just back up for years worth for content? And you’ve been on holiday for three years since then. Cause obviously the, the podcast is, I try and keep it quite evergreen and it’s a, and it’s content so it doesn’t necessarily tie down to specific date. But do you have a, have you experimented, we’ve kind of going offline for periods of time and you know, did the world fall apart when you did that scum?

Speaker 2: Yeah. So I, I actually think that social is a very dangerous double edge sword and leads to a deep distraction that’s not gonna do anything productive for you. Right. I, I don’t see a lot of people closing a lot of deals because of their huge personal brand and the level of investment that that takes is very, very long, right? It’s, it’s that 10 years to be an overnight success. So if you’ve got that level of patients, you know, game on, I think of myself as a conscientious Facebook objector. I disabled my Facebook account about three years ago. I don’t find Twitter to be very valuable anymore. I mean, really the only thing that I do these days is, is LinkedIn. And I come in and, and come out. I mean I’m, I’m always kind of looking up folks and I’m using it to prep for meetings and things like that is, but as far as as posting, I’m not wanting to be as guys that I got to post something every day and I get to do all these videos and all the latest, greatest stuff and same as you, right?

Speaker 2: Like my podcast continues to go grow the platform and the audience continues to grow because we’re putting great value out there. And so if you’re not in that space and you’re not a podcast or like will and I’ll, although we were just joking before we got on here, I’ve, I’ve got a list of now, 150 active sales podcast, so there’s one of them out there. But if you’re just doing your job right and you’re helping people and you’re doing great work in, in the sales field, then stuff’s going to come around. Like there is absolutely no requirement that you have to be great at social or an amazing social seller, uh, to be successful in sales. There’s, there’s almost no correlation.

Speaker 1: Love it. Um, maybe if there was someone else who is more focused on social, they have a different opinion and be able to sway our judgement maybe on this slightly cause I feel we were very one sided in this, a debate that I just tried to pose. But yeah, and going onto mindset now from relationships, Kathy, we’ve covered a lot of ground there. Scott distraction is something that’s top of mind for me because I’ve found, I’ve been, so I’ve been so much more focused. I’ve been so like less stressed from not worrying about doing 15 different things and only focusing on the sales school. Once it’s done, it’s done. And then all I’ll be doing is selling the sales through the podcast, through content and through a consulting calls and and other means. But I, phew, well it was in January. I turned off all the tracking on my email so I wasn’t getting pinged every fall.

Speaker 1: Second saying blah, blah, blah. As opens, email, all this and that’s happened. I removed proactive notifications on my phone. So I have to go into the Gmail app on my phone and swipe down to get notifications on that. I turned down everything because my, I probably got this from someone, I don’t think I made it on myself, but my theory was that if you’ve got distraction and focus on events of a scale, if you can remove distraction by default, you’re in focus. So from mindset perspective one, does that make sense? Do you have any experience in, in, in getting more focused? How do you go about it? Um, but yeah, is his focus kind of the be all and end all of, of mindset in sales in such a distracted world that we’re currently living in? Again?

Speaker 2: Well, and I don’t know that it’s the be all end all, but it’s a huge component. So I actually did, I was, I’m preparing for a webinar and by the time this airs, it will have happened with the Dale Carnegie organisation. And what I did, every interview, I always ask for the top three things that that top 1% performer believes is, is what’s making the difference for them. And I took all of those things in all of that verbiage and I threw it into a word cloud and the word focus with massive. Um, so it was relationships by the way. So that, that was kind of interesting. But I think that for me, um, I’ve read a couple of books early in the year and I’m forgetting one of them. It was by Cal Newport and he’s got another one coming out and, and he is really started to dig into this.

Speaker 2: The idea of a getting out of distraction and into focus at O deep work is, is the name of the book. So into this idea of, of deep work. I also read a Dan pink has a book called win. Um, and, and the combination of those was really, really fascinating. And I’m actually, I’ve started to slide, it’s, it’s been a few months, uh, and I need to kind of re prune cause these things sort of sneak in, right? Like all of a sudden that the distractions are back. But yeah, just going through that process of, of taking out all the notifications and stuff. The other thing that’s been really interesting to me and all of the sales tech companies are gonna freak out right now. But as I think back through again dozens and dozens of these conversations, I’m always asking about the sales tools and the technologies and the things that they’re using and over and over and over again, it comes back to, I use my calendar, I use email, I use my phone and I use some type of note taking thing.

Speaker 2: Sometimes it’s still paper that is like the core tech suite of the top performer. There’s, there’s, there’s a lot of LinkedIn in there, but that’s probably the most technical wiz-bang thing there is. Um, beyond that, it’s, it’s all of this, all of this technology I is driving us to distraction. I think it is, it is detracting from the results that we’re all trying to drive towards and not enabling us and propelling us and helping us, us get better. And I think, I think that’s true, not just of sales technology, but just technology in general. I mean if you look at your life like yeah, things are better, it’s easier to find things, but Oh my God, just the overwhelming and the number of things coming at you is insane. Unless you’re super, super intentional about shutting it off like you have. Well

Speaker 1: yeah and, and I, I’m putting my money where my mouth is with all this as well of the audience will know if they don’t skip the outs and you pay attention to them. The, the soapbox, um, which is a video, I’ll give them a plug while they sponsor the show for the ebook. That essentially simplifies the process of making a video email and not just some crappy live weird chopped off thing. Either end where you’re escaping the video camera and I used to do it more preciously works really well. Really? Like it. There’s not a D this year, so far, the past six, seven months, I don’t think there’s been any sales technology companies sponsored on the show because I don’t think any of them over the, you need some kind of CRM. Clearly you need an email tool or way to get into Gmail or whatever you’re using ed.

Speaker 1: You don’t need perhaps, but I like choosing an online calendar because I like to shuffle things around and I have to block off time. Um, so that people can’t book things into my diary. And even with the podcast, I don’t use that many tools. I bet you there’s five, six apps to store both for my computer and the MacBook that we run the show off. And so I’ve just not done any deals with any of these companies. They’re all do really well. So there must be people using them. Um, yeah, I don’t think there’s that much value in them either. And as I said, I turn off all these notifications. I can focus and perhaps the four seconds or the advantage I save or that I would have had from having a notification as soon as you open an email as perhaps I should call them.

Speaker 1: Right. The second, well, I’ve got more focus. Deep deep work is a great book by Cal new balls that I really recommend as well. And uh, I take it took a lot of the kind of principles from that and his new book as well, which I’ve got an advanced copy of and yeah, I don’t think it’s up. I’ll go back to the question I asked you before Scott, and we just over complicated all of this because I feel like we are. Yes. Yeah. It’s, it’s not, I mean that, let me, let me ask you that question, Scott. Sorry. It’s interrupting me. Are we over complicating that call? Are we over complicating this? Because we’re looking for hack, we’re looking for a shortcut rather than perhaps doing what you outlined before, which is you recall an industry just advise after 10 years of really working hard within an industry. Should that be the goal? Should that be what we’re focusing on rather than short term hacks, tricks, software tools and all this stuff which may be counter Juta to a certain point, 100%. I think

Speaker 2: what’s, what’s interesting is if you really dig into my content, right? You listen to the podcast, you, uh, you read the books, they, they are designed to be inspirational and show you what real people are doing, but you’re not gonna find some, um, secret bullet, right? It really comes down to fundamental things that you knew this, you knew that that’s what you had to do. The reality is it’s hard and people don’t do it and they don’t do it consistently. And, and that’s why the mindset piece is so important, right? And I think the mindset has to be, look, this is going to be hard. It’s going to be uncomfortable if I’m doing it right. Right. I’m going to have to do difficult things over and over and over again and there is no magic, right? I just have to get in and get on with it.

Speaker 2: And in a lot of ways, I think to your point earlier, less is more, right? Don’t distract yourself, don’t pile on all of this stuff. Just get on with it. Okay, so to get practical for a second, I give a few examples here, but what can we do have them we’ve discussed so far to be less distracted day to day. Yeah, so I look at what’s distracting you, right? I think that our, our phones are probably the biggest culprits. So the easiest thing to do on your phone is literally just turn off notifications, turn off everything. I mean, the only thing that should maybe pop up on your phone is, is a text and calendar reminders so you don’t miss your next appointment. But beyond that, do you need any of the other stuff? The other thing that that off the does is it gets rid of the little red dot with a number in it that freaks you out and stresses you out because you’ve got 42 messages on LinkedIn or whatever it is.

Speaker 2: Right. That is is a big piece of it. I think the other thing is, again, going back to deep work, I mean it’s basically been proven that multitasking is a myth. So stop it, do one thing at a time. And, and I think that it’s very useful to have a practise where you figure out, okay, what do I need to get done today? What are the most important priorities? And then just do them one at a time. So get rid of the Daejeon tabs that you’ve got open on Chrome, open the one that you need, right? You got to draught an email, drafted the email, right? Um, I, I’ve been using a tool, I’m a big inbox zero guy in my process. The problem with inbox zero is there’s all me always emails coming in and that can create some psychic strikes. There’s a couple of tools out there.

Speaker 2: Um, the, the brand name one is called inbox pause and it basically just makes email stop coming in your inbox. So you’re working on Gmail, you can still be working on the things that you meant to without being interrupted, interrupted, interrupted, interrupted. So it’s just again seeing what’s interrupting you, seeing what’s distracting you and shut it off and they’ll put your system in aeroplane mode. I mean I, I hate wifi on planes because that used to be the place where you just couldn’t find me. You couldn’t distract me and I got great, great focused work done and then some idiot decided we should have wifi on the plane. Right. So turn that stuff off. Pretend like you’re, you’re 30,000 feet in the air in 2004

Speaker 1: amazing stuff. I’ll add a few cause you’ve covered what we typically talk about on the show, which is good because the more times it gets covered on the show, the more it means that I’m just not a crazy person. I’m rambling stuff at the audience of most important tasks of the day. Clearly important in the sales school and the planner and the system that we have. The, there’s a moose spot in task and also a bold action each day. Have something that you can do in or out of sales, which is, you know, props, reach out to that CEO rather than reaching out to lower down because who knows, you might be just the right place at the right time and time blocking in your calendar. So very literally saying, I’m going to prospect nine til 11 every single morning, whether it’s some phone, LinkedIn, whatever it is, or you’re going to do X, Y, Zed in those periods.

Speaker 1: And then having gets as a meeting so no one can distract you, no one can come in and change it. Your sales manager comes over and asks you to do them a favour and you explained that you’ll do it at 12, um, or you’ll do it later on during the day. And being firm about stuff like that. The one that I got a lot benefit from, and this is so ridiculous, and I remember the book, I think it’s a relatively famous book written by monk, but is essentially just tidy your shit up, have a clean desk, have a clean house or office or whatever it is. That makes such a huge difference. To my day when I, you know, the night before I’ve gone round and just moved all the crap off my desk, all the paperwork. So when I sit down and I don’t know what is this, obviously your, your sentences are pinging got many multiple tubes, multitudes of things more than what you are consciously processing. So maybe it’s having notes and paperwork and push notes on the desk. Your brains kind of processing them and trying to bring it back up into your attention. When all that has gone. I get so much more work done. I’m so much more of, so much less stressed. I’m so much more productive. And again, this is something that your, your mom or your grandma or your great uncle Barry who is productive would tell you just clean your stuff up before you kind of wrap up for the evening. Again, it’s, it’s simple, right?

Speaker 2: Yeah. Well a lot of that goes to my own process. That is very, the, the source of it. The core of it is a lot of David Allen getting things done type of stuff. And, and his whole methodology is you’ve got to have a way to capture everything, right. So things don’t fall through the cracks and then you process it and figure out what you’re going to do with it and then it goes away. And it’s just,

Speaker 1: just, just give us a quick overview of the framework. We don’t need to go into too much detail. Um, cause I, I love, this is why it’s literally how I do, I don’t use folders and files. I use kind of a computers and software to manage it. But tell us about that framework and how it works. Because getting stuff out of my main, my mind onto paper or onto a document, it’s the only thing that keeps me sane.

Speaker 2: Yeah, for

Speaker 1: sure. And I’ve bastardised it so much in the 10 years since I’ve discovered it. I’ll do the best I can. One, one hint that I have is I S the book I tried to read afterwards, um, and I, it’s just not great. What I found was a live recording of him doing like a two day seminar that was Epic. So if you can find something like that from David Allen, um, that’s gold. The book is a little bit, a little bit harder. But again it’s, it’s this idea of having a process to capture everything. And so you’ve got a process for capturing the emails that are coming in. You’ve got a process. I mean males is less of a big deal that it, that it used to be, he had a, a lot of process for, for dealing with paper and things like that. But you’ve got sort of this intake and then you’re processing it.

Speaker 1: So you’re making decisions and the idea is you’re really not touching anything more than once. Right? So if you’re not an inbox zero type, the tendency is you keep opening the same email, four, five, eight, 22 times. Like open the email once, decide what you’re going to do with it. Are you, do you need a reply right now? He also has, as you’re doing that processing and he, he suggested that you carve out time to do that. Actual work. If it’s going to take two minutes or less, do it. Don’t, don’t schedule it and add it to a list. Just knock it out. Be done with it. Right? So that’s kind of the process. And then he’s, he’s got a lot of kind of fitting things in and, and scheduling things out. So you’ve got a pile of stuff that’s going to be, look, I don’t even have to worry about this till next month.

Speaker 1: The way that it manifests for me, the way that I kind of managed it is I have in, in my email, I’ve got an action folder. I’ve got a waiting for folder in the waiting for pieces. Really, really key. So right, if, if I send something in will, I asked will a question and I’m not able to progress through our deal until he gets back to me. I need to keep track of that because when will doesn’t get that back to me in, in two days, I’m going to ping him again. Right? So you’ve got to have a process for those kinds of things. And so what I do in my daily process is I review all of these buckets that I have and this action folder then feeds my what I’m going to get done today. Right? And there’s also just a lot of calendar processing and things that I do.

Speaker 1: So people have asked me, Scott, how on earth are you managing a $3 million quota, hosting two podcasts, writing books, hosting this summit, doing all of this stuff. It’s because of this system and because I’ve got this great process and I’m actually going to talk about it and dissect the whole thing, uh, at this year’s sales success summit because it’s, it’s again, it’s one of those core fundamental things that takes years to kind of figure out your own style and your own method. But we’re not talking about it enough. Like how that isn’t a core sales skill that we’re, that we’re teaching people is insane to me. Yup. It is a big part of the sales skill content. I’ve literally bastardised the get things done and methodology and put at Bay don’t what you’ve aligned then and shared that along with um, some productivity hacks in a while come up with the workshops called now, but essentially it’s a productivity workshop for the sales scope because I know how important is for me, cause I don’t, it’s cliche to say time isn’t really money, but efficiency is money, right?

Speaker 1: You can either close the gap between starting sales process and winning the business and, and, and Andy Paul talks about this on his show and he’s called my podcasts. Talk about this a lot as well. Reducing the sell cycle length or you can become more efficient and have more threads going on at once if to use a computer analogy, right? That probably the only two real ways to hack the process or, or to to make the process more efficient. So you end up when the equations are all balanced to more revenue out the other side. So that’s should we want that should be what we’re focusing on, shouldn’t it?

Speaker 2: Yeah, yeah, absolutely. I just, I just finished an interview with a woman that she just blew my mind, right? So not only is she a top performer, she’s got four kids. One of them is a baby. Um, her husband is deployed overseas, so she’s basically doing this as a single mom. And Oh, by the way, she’s in the Wyoming air national guard and his mrs Wyoming getting ready to compete for mrs America. Right? You don’t do crud like that if you don’t have a great system to make it all work. Otherwise you’ve got kids running around naked and sick and God knows what else go going on. Well, that probably happens anyway, but you can’t pull all this of this off if you don’t have a system and a process for getting this done and, and processes such a key that you know, that that’s probably the third piece, right? We talked about relationships, we talked about mindset, having a process and you can have a process for mindset and you can have a process for relationships, right? So that, that becomes very, very core and very fundamental as well. And, and then, and then it comes down to focus.

Speaker 1: That is, you could tell you’re a podcast cause that’s a good way to wrap up the show there Scott. [inaudible] and for context, I think this is probably important, right? Cause it’s one thing for a, and I’ll give my opinion. You can show your thoughts on this in a second. Scott bought, it’s one thing for me to say, well I’ve got inbox zero, I only focus on two things. The sales school, the podcast, I’m not doing social media. Well I don’t have any kids. All I do is the business or you know, train Brazilian jujitsu all three, four times a week. I’m not even gonna get a dog, um, in, in a few months time. So that might change things up and might force me out more process and more kind of organisation. But yeah, it’s a whole novel game. I’m imagining if when you’re married, mortgages, kids, dogs running around, kids chasing dogs, dog chasing kids naked, um, you know, it’s a different game. Right? So is there anything that, let, let me ask you this, ask you the final question to wrap up the show and I’ll frame it like this of Scott, if you’d go back in time, speaks your younger self, is there anything you would go back and tell younger self when they perhaps had less responsibilities than you do now? We’ve also have, you’ve got going on that would help them become more efficient.

Speaker 2: I’m just going to spin the same answer that I always have and this is, this is, I mean I, I’m looking for a time machine to go do this and, and it is act on the idea of surrounding yourself with the best people. And you can S you can find the best P best people as a, as a generic term. I think about it in specifics. So if what I’m trying to solve for is productivity, let me go find people who are ultra productive and spend time with them and figure out what the heck are you doing? Cause I need to learn from that. Right. And I think we’re able to do that a lot in the books and the podcasts and the things that we, that we listened to. But that’s different than okay, but what happens in the real world when you’ve got kids, right? And kids definitely forced the issue. Um, so there’s think about, think about that and it’s uh, I, I’m actively working on it myself now. I can’t go back in time, but I can work on it now.

Speaker 1: And how does the balance of that lie? Cause you might be able to read the top or one percenter of individuals books, but it’s unlikely you’re going to be, not you. But people in general, it’s unlikely that most people without some kind of huge leverage, you’re going to be able to spend time with that 1% a person. In reality, you may not be here anymore. If we’re talking about kind of business or sales or things along those lines, how much should we prioritise being physically in front of people if we’re perhaps having to drop down into the top 10% versus, you know, the benefits that we could get from a book or a resource that you’re learning from distance

Speaker 2: w I, I think it’s, it’s as much as you can, right? So it’s easy to, in your passive time, you know, listening to a podcast, listen to an audio book, we’ve got to connect more with, with humans though. And that’s the reason we’ll why I, I started the sales success summit, right? It’s because I’m like, this is great that I get to talk with all of these folks and they’ve been, many of them have become my mentors and I get to learn from them, but we need to, we need to be together in a physical space to have the conversations that are more one off and more real time. And it ratchets up really fast, right? It’s, it’s one thing for me to be talking to another 1% performer. But what if there’s 10 of us in the conversation and we’re deep diving on a particular topic and they’re all able to interject and kind of share their pieces and feed off of each other. It’s insane. So that’s, I, I can’t, I can’t wait till October to do it again.

Speaker 1: And how final on this, how does that split between process and mindset? And what I mean by that is, can we learn, it seems like we could learn process from a book, but mindset might be far quicker learnt from OBS, osmosis of just the people that were around.

Speaker 2: Well, both. I actually am personally working on right now improving my mindset process. Right? So what are the things that I can do to make sure that my mindset is rock solid? Right. And, and I, you know, I’ve, I’ve fallen off a little bit. I don’t, I don’t feel like I’ve been totally, totally on top of my game for frankly, a couple of months. And so I’m really taking a hard look at that right now and figuring out, okay, how do you, you’ve got all these,

Speaker 1: what, what, what you’ve, we will wrap up the show eventually, isn’t it? Cause I said we’re going to wrap it up like 15 minutes ago. Well, cause this is this genius. How do, so everyone knows when they’re a little bit off, right? But how do you suss out whether it’s analytically or, or what, or you look at the work you’ve done or that there’s some kind of data source here. How do you know what needs correcting?

Speaker 2: Well, so for me it’s twofold. One, I’m looking kind of empirically at what am I doing? What’s working, what’s not working, what can I shore up? And then once I’ve got some ideas, that’s when I’m leveraging my network and my mentors and a lot of these folks that I’ve interviewed and it’s like talk therapy, right? I’m just sort of talking it through like, here’s what I’m stuck. What are you doing? And, and sharing my situation, but being inspired by their, as getting their advice, getting their guidance. Um, so you know, I’ll, I’ll, I’ll have this turned around in short order.

Speaker 1: Good. Cause it’s interesting because talk therapy isn’t, maybe it’s a thing. It seems like a lot of, a less of a thing here in the UK, great Britain. And it seems like maybe this is just TV shows of American candidates. Seems like a more reasonable thing to do to talk to someone when you’re not sure on something. As I’m saying this, it might be a very British thing of just sitting there under a raincloud and getting on with stuff without contemplating and trying to process these things. And it seems like again, a American Canadian less European thing to go, Hey, the Sylvan wrong care, let’s get off our asses and get sorted. And I, I’m, I’m intrigued as the talk therapy and it’s a two combination for another time. But yeah, that’s a really good way of putting it. I’ve never had anyone put it like that, of throwing ideas out there and having people who have been doing it just perhaps even allow you to ask questions where you, I find that most the time answer the end upon suing the question myself.

Speaker 2: Well, and that’s exactly what I look for in a great sales manager, right? I don’t need somebody to tell me what to do, right? I’m going to bring, Hey, here’s what I’m thinking. Here’s kind of the overarching piece, here’s the gaps of the risks that I see. Let’s talk this through. And they’re able to ask the right questions and sort of prompt the right ideas and an inject some ideas where needed and that’s where the, the real power of magic is. Problem is, it’s not a lot of sales managers that think and work that way either. Right there, they’re the easy thing to do is tell people what to do.

Speaker 1: Sure, sure. Well, I guess that’s the difference

Speaker 2: then between coaching, legitimately coaching and just being a a dictator in the sales space. I’ve had plenty of sales managers like that and before we get depressed and go down that route, Scott tellers more about the book, the podcast and then of course the, the, the conference, the events as well. Yeah, absolutely. You can find everything at top one dot. FM. That’s the number one. Um, there’s now two podcasts, so sales success stories, which we’ve been talking about predominantly where I’m interviewing top 1% performers. Those interviews are very long. They, they average a 75 minutes or so, very deep dive. Um, and I’ve got another show that is the exact opposite called daily sales tips. That’s less than five minutes and it’s every day. Um, the, the book, so B2B, I’m sorry, sales success stories is really this collection of stories written specifically for the book.

Speaker 2: So this wasn’t, we just bastardised a podcast episodes. They are written specifically for the book and recorded specifically for the audio book. We’re getting ready to release volume two. We’re working on that right now. That’ll be released at the next sales success summit. That’ll be here in Austin October 14th and 15th. Um, again, top one. Dot. FM will get you there. But top one, summit.com is, is there a direct link to the, uh, the event? And we’d love to see folks there if they really want to work on themselves, invest in themselves and surround themselves with the best

Speaker 1: amazing wiling to all of that in the show notes for this episode over@salesman.org and without Scott, I thank you for your time coming back on the show for sharing all your insights and for collected all these insights as well on your own content and your own platform. You’re doing a service for our sales community mates. And with that, want to thank you for Jordan, us again on the salesman podcast. Always great to be here. Thanks. Well

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