The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 1 year ago

A Leadership Style That Stems from Humility


When your job causes you to despair, you recognize that you have no choice but to find a new and creative solution working for yourself. Entrepreneurship sparks parts of your creativity and work ethic that you probably didn’t know you had.

In this episode, I interview Jarron Vosburg , Vice President of Sales at JumpCrew , about how he seized his own destiny and sought a role where he could control his influence.

Jarron talked with me about:

- Leading with humility

- Combining his what he loved into a new business

- Taking six weeks to close his first deal at JumpCrew

- Why you’ve got to just shoot your shot

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website .

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Welcome to the sales engagement a podcast. This podcast is brought you by outreach, the leading sales engagement platform, and they just launched outreach on outreach, the place to learn how outreach well does outreach? Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. You can also see how outreachrus account based plays, manages reps and so much more using their own sales engagement platform. Everything is backed by data pulled from outreach processes and customer base. When you're done, you'll be able to do it as good as they do. Head to outreach Doo on outreach to see what they have going on. Now let's get into today's episode. Hello and welcome back everyone to the sales engagement podcast. Thank you for hanging out with us. For me, it's a Friday, so you're gonna have some Friday energy right now. I don't know when you're you're listening to this, but gonna have some Friday energy in this in this episode. Thanks for lending US your your drum for the next thirty minutes or so. It's gonna be a fun one. I enjoined by Jarn Vosburg, Jar and welcome to the show man. Thanks God that happy to be here. said, it's to have you and so Jaron's the VP of sales over at jump crew. We briefly met each other when I was in Nashville for your your conference, I guess to two years ago. It would have been now, YEP, which is a really cool conference. I hope it comes back. It was kind of I kind of say, I would say, the most fun I've had in a conference. You guys, I confuse the music the into it. It was really well done. Are You bring it? Bring it back? I sure hope so. Man. You know, jump coon was, in our opinion, a huge success and we were thrilled to have you there. Unfortunately, it was at the tail end of two thousand and nineteen and we all know what happened next year. So it got sidelined in in two thousand and twenty, but we had a blast. I think it's at a really high standard for what we're capable of and certainly hope this an opportunity to do it again in the near future. I love it. Well, I'll be there when it when it happens again. All Right, man, I always like to start with just a little bit about your story and we're going to unpack it and kind of the different stages of your your career, because you've kind of done it all. You know, arguably the listeners here are probably aspiring to be a VP one day, if they're not already, you know, on that path. So I'm excited to break down exactly kind of how you did it. But what's the Coles notes version? Man, what's the Superhero Origin Story of Darren? Yeah, I appreciate it. The the superhero part. Probably nothing super about it, but I'll do my best to summarize. I'm actually originally from a small town in East Tennessee called Oak Ridge, about Twentyzero people that live there. It's actually the the secret city which is where the met happen project took place. So I grew up really small town, great childhood there, but when I turned eighteen I was like I'm going... get the heck out of town, I'm going to have literally went physically as far away as I could and I went to Los Angeles to study film at Loyal and Merymount University and that was what passed. I wanted to be a film director, so I studied film for four years there and then when I when I left college, I started working in production and then about a year in a production I've been watching a lot of entourage at the time and if you've seen entourage, you know Ari Gold is the super agent and he's got like two phones and a steamer, and I was watching and I was like man, I think, I think I want to be an agent. That just that looks super cool. So I went way out of my way to try to find a job in the agency world, which, you know, as somebody who had absolutely no connections in Los Angeles whatsoever, is a lot easier said than done. But I was really fortunate. A recruiter hooked me up with an assistant job at a small but a pretty influential agency that did branding, an endorsement so I could you see a billboard that has Leo DiCaprio And tag cure watches like that was what that was to deal with. They broker. So I got to be the assistant to the CEO at that company and I was there for about two years and man, that was a eye opening experience in a lot of ways. It was like eight am in the morning till seven PM, like no if sands or butts. I wore a suit every single day like on the phone's going to shoots, if you've ever seen the devil wares product like. That was my boss. She was very challenge Jake, like. I remember trying to take notes in her office, like she's dictates all of her emails to me, and so I remember trying to take notes on a computer one day and she's like, what is that and I said, well, this is I'm just trying to take notes. I can type faster than I can write. She's like, Oh, we don't do that here. So she made me right handwrite all of her nodes. I had to ask permission to go to the restroom, like it was really intense. So I did that for about two years and then I decided that I was actually genuinely unhappy stocks like I maybe I just try to do something different, and I convinced myself that, you know, work should be something that you genuinely enjoy and really, with no backup plan whatsoever, I actually quit that job and started delivering food for Grub hub just to make ends meet. So I'm living in La my rent is exorberately expensive and I have no savings and I'm now driving for grub hub, trying to figure out what I want to do, and so I decided to try to start my own company and a college buddy of mine and I teamed up to start a fitness technology company. Basically it did audio guided workouts. So it combined The music, the coaching and the synchronized timing of the two of those all in audio. So you just press play and you had a self guided work out with music. So we started that thing from the ground up. I did that for better part of two years or so. While I was delivering food. I met my now wife and my my priority certainly change. So she was from La we decided to move get out of La with Denver and then I started working at a company called ad pay, which did the technology I was working on was actually software for funeral directors to place obituaries in newspapers all...

...across the United States. So they would just type in the obit, take the newspapers they wanted to, send it to pay and submit. So I started working there. I can't say it was the most excited I've ever been for a job, but like when those priorities changed, I was like I just need something steady. I found the girl that I want to stick with. So that resets your goals. So I work there for a while. We were actually acquired by ancestrycom and so that gave me an opportunity to see the tech world and that really bit like the really kind of bit me with the the startup bug. And then I moved to Nashville a couple of years back, about four years ago, and then I was at a point in my career where I was like, man, I've kind of jumped around, I've done this, I've done that, I've done the other thing and it's probably time for me to get a clear trajectory on my path moving forward. And I found jump crew and the rest of history. I've been there for almost four years. I love it, man, for years. And then. So did you start at jump crew as an individual contributor? I did. It was actually interesting because I think jump crew is maybe about sixty people at the time. This would have been October of two thousand and seventeen and actually, funny enough, I interviewed a jump crew and then they offered me a position and I actually turned it down originally because I had the opportunity to work with the company in Nashville that did DJ and and entertainment for weddings and and corporate events and like, I guess at the time, fit of DJ for like ten plus years, and so I guess at the time that seemed more interesting to me. If you see a theme here, like I kind of have shiny objects syndrome from this to that, the other thing as I was like, let me go do this, we will do that, and then ultimately I stayed in touch with WHO has been my boss the entirety of my time at jump crew, our SVP, and stay in touch with him and ended up coming back and starting but the job was a count executive. I knew that, based on my personality, I wanted something where I had a direct input on my what I could put in and what I could get out, like I wanted to be able to dictate the outcomes and that was something that had frustrated me and rolls previously, where I was like in a box, you know, and I always felt that I could bet on myself and I could do more than other people just based on my background, and I really wanted to be in a sales roll because I knew that that was the you know the case with sales, input and output is pretty much in your control. So I was an account executive on the ground floor and and I started just just rolling calls on day one, which was a brand new experience for me. I'd never done inside sales. I love it and I want to unpack your four years at junker, but let's let's start at the beginning. And and there's a few things that they kind of pop out to me, and one is this, this kind of why I love sales. So I resonate a lot with your ear story, and I did. I was actor, I was a bartender, I was entrepreneur, starting all these ridiculous companies when I was way too young to like know what that actually involved. Like you don't just Dick on, I'm a founder now, cool, and then you kind of you know, sales is one of those careers, the kind of well, welcome you back with open arms as you're trying to...

...figure out the meeting of life or what it means to you and what you want this whole thing to play out. It will always be a guy, hey, I'm I'm here for you, and it can be such a rewarding career. So anyway. So let's go back to this assistant job way at the beginning. So these, these jobs are super, super impactful, these ones that we have, like right out of the the get go, like our first, quote unquote, like real job. I think, like have a huge molding effect on work ethic, on just so much. I look, I had a similar experience like my it's because you don't know anything right, so like you're just like, oh, everyone works from a tights and this is what having a job means and it can actually be a really, really good, good thing. So what were some of the learnings from that insane experience where you're working for this person who's WHO's will call it less than less than pleasant. It's while that you that you identified that, because I think my wife would agree with me that that was the singular most transformative position that I've ever had in my career, for better or for worse, but I think honestly, mostly for the better. I was in a point in my life where I was trying to find a purpose and I was given an opportunity at a very small, like I mentioned, small but influential company. They weren't creative artist agency, that weren't William Morris. They weren't some of these really recognizable logos, but they had pretty large influence in the industry. and My boss has been doing it since the s and so she knew what was going on. But man, she was tough. It was it would fluctuate between your the best person in the world and you're crushing it and you're going to be a superstar in the entertainment industry to your trash in like a split second. And Man, that roller coaster psychologically was difficult to manage. There was no room for errors in any capacity, even spelling, and you know, having to translate her dictated in a kid you not. She barely ever wrote emails and when she did, it looked like absolute nonsense. It was. It was unrecognizable text, and so she would every morning. I go in first thing when she gets in the office, and she would just dictate. You say email so and so, say this, that and the other thing. You know, this person say this that. I think traffick fire. I'm trying to keep up, keep up, keep up, trying to make sure that I'm actually processing what she's saying and the people that I'm emailing and calling. Like I could really mess things up, I can really blow it, and so it put me in a position where it was measured three times, cut once, because I made enough mistakes to know I'm not going to do this again. But I think it also introduced me to the idea of work translating to reward and man it was was hard work and it instilled this idea in me that if you put in the hours, and it was just raw hours, sometimes I can't say I was doing anything necessarily more creatively better business decisions. I had very little influence. Like. I just...

...realize that if you work hard, if you work focused, that things slowly start to pay off over time, and I've seen that translate a lot in especially into my career jump crew, where even emails, something as simple as email format, like how you write an email, making sure that it's word properly, attention to details like spelling errors. I'm hypercritical of spelling errors. Time in the office, like you know, as soon as our office opened up again, you know, after Covid I was there pretty much every single day like that. Just habit of being a professional, I think was installed to me during that time, for better for worse. But I really think that that job had the biggest influence on me and, even years later, continues to be a huge part of my life. Yeah, yeah, they really do. And another thing I would love your your thoughts on. It's I have this. I've worked for some or just earlier in my career. I've been really lucky in the later half that I'll the leaders have been, you know, working weapon surrounded by incredible but earlier in my career I wasn't quite as lucky and I had some some pretty raw, rough bosses. But I also look at those ones as some of the greatest late leadership lessons I got were from the things I don't want to be as a leader. You know, it's not so much just like always mirroring you know, Oh, I want to be like that person because they're great mirror, but it's like, oh, that made me feel awful. If I'm ember in that position, I'm not going to do that. Do you think he picked up anything from that boss that you kind of stick with you and as maybe made you a better leader? One hundred percent. I think that I said this a little bit earlier but I want to restate it. She verbatim told me when I was taking notes on that computer. She said we don't do things that way, and I think that's a really powerful sentence and represents like the North Pole to my South Pole of going the opposite direction, of insisting on a culture of ideas, of humility and of not believing that the way we're doing things right now is the way that it always needs to be, and that, whether I realized it at the time or not, that moment has stuck with me a thousand moments at that job. That sense that she said to me has continued to echo for years since then as something that I personally never wanted to replicate as as a leader and it little did I know I would ever be in a position where I would have the opportunity to take a different approach, and now I'm very grateful that that's the genesis of what I hope it is now my leadership style. I love that. I think that's a dangerous, dangerous sentence, for sure. We don't do that. It's it's like there's no room for conversation, there's no room for experimentation, there's no room for even a possible better way and very toxic sendance. So I could...

...see why that that stuck with you. All right, it's crazy how quickly time time runs. I want to get other things. So your time as an entrepreneur, what were the things that that that taught you? You do this, you know, fitness APP which, if you are anything like me, there's always infinitely more that goes into something than just you know, you think you just like all of a sudden are running a company, but what were some of the lessons from from that period building like something from zero to one, which is a completely different skill set than having a job? I think you hit on it there. The zero to one is one of the biggest takeaways I had from that experience because when I left, when I left the agency job, I didn't have any experience as an entrepreneur. I've always been great at I have an idea and I've been terrible at follow through. I'm the worst that follow through. Like I told you, I think shohnny object syndrome. It's like that is my disease, is that's on the worst. So I had this idea. was like, I literally remember sitting at my desk at the agency job and calculate, okay, what are the things that I love? I was like at the time I was varied across fit. So I was like, okay, I love to exercise, I love, loved and still love electronic music. So I was like, okay, I love that and I do not want to be chained to this desk all day. So how can I combine these three things? And I just sat there and I did just let that percolate. I was like, okay, what's this thing going to be? And that was the idea for what was called beat active at the time. And so the genesis of that was, okay, how can I combine all of these things together? And then when I realized was that I kept going to a gym day after day after day, and that was a motion that took effort right again to pay for the gym membership. I have to get up, I gotta go, I gotta be there like back. So the idea was, can I remove the need to completely go to the gym entirely, which, interestingly enough, now in two thousand and twenty one seems like the standard operating proceeds like this is the industry standard. Team. He if he came out in print two thousand and twenty, he be me rocking. Yeah, no, get honestly, if I had just followed through on this thing back in like two thousand and fifteen or something, it probably would be having a different crush in Palaton right now. Ground wouldn't even says. That's right, man. The the PHOMO was real. But anyway, so the idea was was there. I had the idea, but then the execution was where it starting to get tricky. So I know I wanted to combine those things, but I wanted to make it mobile and I've never built an APP before. I'm not technical whatsoever. And then my partner, who was a colleague of my in in college, we went to school together, we roommates. We decided to work on this together. Why he decided to team up with me, I have no idea, but it's one of my best friends in the world. So I we had a great time doing it, and so we ultimately went through this motion of trying to put the pieces together, and what was interesting is that when your backs up against the wall, like when I'm delivering food for Grubhub, I'm not working to like live, I'm working to barely make it. Like I remember I had a box of white rice and like I was living off a... of white rice. And I things were getting really stressful with my with my now wife. You know, she didn't she started dating me when I was an agent. Basically right like I'm working in Hollywood in entertainment and I'm wearing suits every day and and my wife from laws, now wife from Los Angeles, start stating me then and then I just quit and I start delivering from for gruppups like probably this is what I signed up for. But to a credit, we're married now, so we're good. But so then when your backs up against the wall, it's like you just have to figure it out, and I think that that's one of the biggest takeaways I have from that experiences. When you have no other option but to find a solution, it's amazing what you're capable of and I do not want to go back to that place really where I had no other options but to find a solution. It's very stressful. It is it feels like the walls are closing in every single minute of every single day of thinking if I don't make something happen, I don't know what the result is going to be and it may be really bad and it sparks parts of your creativity and of your work ethic that you probably didn't even know that you have. We had to figure out how to use music legally, which, if you've ever had to deal with music licensing, is a nightmare, and I knew nothing about it. So me and my buddy just too, SCHMO's from La found a way to connect with the largest independent record label in the world convince them to let us rev share their music on this APP that didn't exist. We found a podcast company that would build an APP for you. Basically it was templated, but let you house your audio. I remember doing a casting call for voiceover actors to do the actual coaching and instead of being like a hey, yeah, let's go, let's rock and roll, you're doing great, we found this guy whose vooice sounded like, I think is Don Lafontaine, where he's like you new world, like his voice was just booming, and so he did the awesome voiceover for the workouts and we I remember being at my job in Denver and like I would be editing on my lunch break and like taking this music that we had license and we hired some guy for fifty bucks to mix the music together and then we remember dropping the audio files of the voiceover right on it. We had to figure out this timing system so that as the music like ebbed and flow, the chorus and then the breakdowns and the buildup, is when you would time the actual heavy parts of the workout. And so we built this whole like manual algorithm and excel to build the the momentum of the work out, and it was all things that we just had to figure out on your own and I think that when you have the opportunity to do that, hopefully not in as stressful of a situation as eating rice pretty much every meal of the day and driving, you know, taken take out food to kids at UCLA, like it's it really creates a part of your brain that I...

...think has translated into pretty much everything else that I've done, which is there's nothing that we just can't figure out. If you can take the problem and allow yourself the time to find a solution, it's amazing what you can come up with. Totally. Yeah, and by the way, I feel like I want this APP, like, don't go getting yet, but I think this APP should exist, like not not all the times I want to go on my pellets on are like watch. I don't need to watch something to tell me what to do. That would be that would be great. Anyway, I still have, still have some of the workouts. I'll send them to you and you can get let the jail for nothing else to hear this guy's voice over, because it's exactly totally and I hear you with this. So this back against the wall thing is super interesting because, like, you know that okay, I never want to get back in that position. But isn't it also this? It's almost a beautiful feeling of self confidence when you know that you've been to that, like you've been to arguably, you know, at least in western side, is as worse as it can get, like pretty, pretty bad, but you know you weren't, you weren't homeless, but you're like, okay, if I were to ever be in that situation again, I have the skills, tool set and mind said, to get myself out of there. So I've always felt like that's a pretty pretty freeing experience that allows you to maybe take more risks than some other folks would when given the opportunity. Do you find that? Do you ever look at things and okay, well, if it doesn't go right, I know that I can. I can figure it out. Yeah, it's absolutely true and I feel really fortunate because I grew up in a household where my parents went out of their way to enable and empower me to try new stuff. They never ask questions. They said, if that's something you're interested in doing, will absolutely support it. There was a time, you know, when we were transitioning from La to Denver, where I couldn't make my rent payment. I didn't have enough money to pay my rent and I had to call my dap and I had to ask him for a little money to float me for a rent payment, and I've since paid him back, but it was a moment where I was like, I feel that I had that, I had that safety net in a way, and I so I think that that encouraged me to take some calculated risks. It was never reckless. I can honestly say that's something about me that this every good issue wasn't reckless, but feeling fortunate enough to have a support system around me, people who trusted me to take calculated risks, try new things, explore the fringes of my of my capacity as a human being, was was I'm very grateful for and it definitely has created a personality and me that is comfortable with finding uncharted territory, be it through work, being in my personal life, be it and hobbies and just trying something new, and I certainly don't take it for granted and it doesn't. I don't think it comes easy. Sometimes you just have to have... a life altering experience to still it's sometimes it's a slow exercise, like, you know, getting up every day and going to the jam or using a workout, audio workout APP. So it's it take it may take a little time, but I can't tell you the value of taking calculated risks to figure out what you're actually capable of. So the other thing I want to talk about. So then you go to this this kind of interesting funeral tech company. I didn't even know that was a category in tech, funeral tech, but you go there and then you had this actually, did you get equity in this, this company? Did you get to taste like what a tech exit feels like? I had a very, very small piece of equity, I mean tiny, tiny, tiny piece, but having some ownership, which was part of my initial employee agreement, definitely introduced me to the idea of ownership in a in a business and, you know, to their credit, I never anticipated that to be part of me coming into an organization that have been around for a long time. I think the company was at least a decade old, if not older than that, and that was part of my initial plan and that was brand new to me, you know, other than beat active and being a founder, quote unquote, owning a hundred percent of nothing, you know, owning a tiny fraction of something, was definitely new for me. And then I think that they were acquired by ancestry maybe six months, seven months after I started. I mean I could barely go out to a really nice dinner with my exit money. It was. It was nothing, but it was still interesting to see like okay, like there is value on the other side. And I actually remember. You know, you joked about funeral tech and I agree with you. I went to conferences. There are funeral conferences and I remember us. I remember the move at the funeral conference and there are things at that convention that you would not believe. This is insane. It's not really that fun of a time. So I'd of wouldn't suggest but so I'm there and I remember there being a couple of reps from ancestry coming up and let's talking to them, and then a few months later a conversation start. A few months after that they they announced the acquisition, and then being able to see that process from the inside, the collateral, I don't want to call it damage, but I'd say the side effects, collateral side effects of being acquired and then merging two organizations, the cultural waterfall that comes from one to the other and then operationally how things changed a little bit, and then also being able to contribute. Our main point of contact at the ancestry was a very senior ranking role in the organization. So being able to to just observe from a distance. I was a very small pond and on this massive chess board, but being able to observe that was fascinating and, like I mentioned, I think that that experience working in technology. I was responsible for a lot of the marketing for that company as well. I learned how to use Photoshop and I did all the graphic design. Like this talk about back up, because the wall like I never...

...use photoshop and in my life, but I was like this is somewhere I can contribute. So I learned photoshop and being able to just be that Swiss army knife and then bridge the gap into a large organization. And in Denver, which is definitely a huge tech and startup scene, and that I did a startup weekend there, where you know, you go in, you get a bunch of people, your pitch ideas, your team up and the end up working on a fullblown business plan and pitching a concept. We actually came in second place, which is funny because the idea that we came up with is actually a company now. So I'm starting to see a theme here. If I just actually started at something making, what am I doing? I gotta needed a good technical founder and just big shooting out ideas, big guys. Here we go. Oh Man, still need to make just the Jarren incubator. I'll just sit and just say thing, but work on that's the dream. But it's the dream that sound blots them. Soi Me Up to all right, that's supposed say. You get bit with this this tech bug, like okay, there's there's something here. You're at ancestry for a little bit, you're learning, like wow, this how big companies operate. Then you see this opportunity at jump crew, or they did they come and try and poach. You had it that. How did that happen? Because you turn them down and like walking through that stage a little bit. Yet No, they I was actually a lucky one. My wife, so, she works in healthcare technology and we were in Denver and we were coming up on our second year and our lease was ending and we were like we want to say here do we want to move to? She was looking at job openings that Mash what she was doing and what happened to be in Nashville and I can't remember the sequence of events, but you decide to ultimately move, which was great, kind of a homecoming for me to come back to Tennessee, but and then a new experience for her. She ended up working at Vanderbilt. I worked remotely for ancestry for a little while, but they said I can only work remote for a couple of months and I have to face out, which I understood. So I slowly phased out. I actually had a month of absolutely no work where I was looking for a job. I was actively looking. It wasn't like, Oh, I'm just going to take a little sabbatical, like I just could not find a job, because I definitely knew at this point I was twenty seven and I did not want to make any more jumps, as, as we've heard, at this point it's been a lot of them up to this point. So I want to just get something I can stick with, and so I was looking around. I want to be very critical of what I did. I knew I wanted that that input and output type of role where I could control my own destiny, and so I was halking around a lot. I was very fortunate to put in an application for an account executive role of jump crew. Had A great interview and was very fortunate, after a couple of conversations, to get offered a position. Kind of way the pros and cons and then ultimately went with a different role, which I was only there for maybe like I was only go jef for like three months and then I thought, man, I think I made a mistake. Actually, I believe it was my wife that was like she found out that I didn't have insurance, that I was getting made like a stipend and it was other commission she was like no, this is not going to work, we're not going back to this. This again the story and it doesn't end well. So she's like, go find a real job.

So I actually ended up calling jump crew back and they were really I was really fortunate that we really to pick up that conversation and then I started on October twenty three of two thousand and seventeen. Nice. That's awesome, all right. And then you go individual contributor from there. So four years. That's incredible that you you in four years, you you get the VP title. Talk me through, I guess. How did it happen? Man? I think it was a combination of a couple things. One, when I started we were still, you know, relatively new organization. I think that they were a little over a year old at that point, and so I was coming in by low which is great opportunity for me, and I remember my wife dropping me off on the first day. We had one car at the time and I remember her dropping me off and I think I've verbatim said something to her to the effect of give me two years, I'm going to run this place. And because I was just I was in this mindset where it was like I had those experiences with Grub hub and with talent agency and jumping judge jobs and with tech and with trying to find a job. I was like I just need to go somewhere. Actually, I just need to give it a hundred percent focus. And you know, we were we were engaged at that point because I had proposed to Shana on the way from Denver to Nashville, and so I was like our I got it. I get myself together here. And so I went in as an account executive and, to be totally frank, having never done an inside sales role, I remember a couple of weeks in. You know, it's very, very volume heavy at the beginning, especially, you know, on the phones, or six or seven of us and we're making phone calls or working in sales force, and I remember having people hang up on me. I remember, you know, getting people to tell me to buzz off on email and I remember having this thought and probably vocalize to my wife. I was like, am I a telemarketer? Like I thought, is this just like a veiled telemarketing company that like has made this really fun culture and I'm just getting fooled, like the Bulls being pulled over my eyes? I remember thinking that. I'm like, I think I'm a telemarketer, but I wasn't going to wasn't in a complain, but obviously that wasn't the case. But being an inside sales for the very first time, it was just it was very new. So started in October and at the time jump crew was was doing social media management for businesses, and so that was really our poor product was will manager social profiles, will create the content, will do recording, will provide insights and make strategic recommendations. And we actually had a sales arm that I wasn't totally in the loop on at the time, which is really more so our our bread and butter nowadays. But they told me when I started, they were like typically it takes about three weeks for you to close your first deal. So you know, just get out there and make them make the dials and you'll be good to go. So calling them, calling them, calling, week one goes by, three two goes by, week three goes by and call them, call, week four goes by, week five goes by and I'm in week six and I remember being on a pitch with my still boss, our SVP, and I remmber being like, I don't know what what's going on and like I genuinely believe that I'm doing all the right things. Here I'm six weeks in. It's been twice as long as you told me...

...that it takes for the average, average sales person, which and my mind I'm like, I'm not going to be anywhere near that word, like I've never considered myself near that word. So I was like average sales person to close their first deal, and I remember him tell asking me a question. I think he said, do you believe in the process that you're doing right, like do you believe that this is the right process? And I said yes, he's like, stick to it, it's going to happen. I closed my first deal two days later and then it was December. Sevens to dates are weird. I don't know why. There's some I can't remember what I wore yesterday, or I can remember, Frend you day, my first deal ever, December, seventh of two thousand and seventeen, and then it just started to click. I think that you know, when you've been on a cold street, you kind of feel like you got your monkey on your back. You starting to second guess everything you like. I don't know what's going on. I always hear his question echoing in my mind, which is, do you trust the process that you fall. I genuinely believe that, and you just got it and I just stuck with it. And weirdly enough, I guess not weirdly, because it was following the process starting in January that that next year, top of the leaderboard in January, top of the leader board in February, top of the leaderboard in March, and started to get that that momentum and I felt like everything leading up to that really started to just solidify. was like every tiny little nook and cranny of the previous couple of years of just back and forth, up and down at this and that and uncertainty and weirdness of creativity and fear and all that just started to kind of mold together and and I found a little bit of a rhythm and things really took off from there and I was like I got I love this. You know, I had, we staw have phones that were you know, we had cables of the phones. I remember us like kicking our chairs back and just walking back and forth on the phone making calls. Were like tossing bald back. We're shooting little NERF guns and I was like this is where I need to be. I was like I'm so I'm bought in. I have no desire to change anything. I'm in for the long hole. Yeah, I love it, man. That's a an incredible story and in that the respect for for time, will wrap it up there. I would love to. We'll have black to have a secondary one. I left it kind of break down that. Then, if you have all this success, you're rock and rolling, then like, how do you get to the next day, because now you have to make this mental switch of the okay, now it's not about my success as about other people success. So for another another day. But I always ask this last question because we covered a lot here. There's a lot of a lot of gets in there. Let's say people are listening to this, maybe they're cooking dinner, maybe they're, you know, listen to their favorite fitness APP or whatever it is. They can only retain so much. They forget everything from this conversation we had except for three, three things. What we do want those three things to be? Three things? Huh Hmm. Everything starts with activity. You can't figure out what you're good at and what you're bad at unless you actually do it. I'm really bad at overthinking things and you know trying to predict or anticipate every possible outcome. Sometimes you just got to get in there, like you know,...

...and there's that old startup philosophy of like, you know, break the move fast, break things whatever. There's some value to that, you know way. So you don't know what you don't know and to you till you actually do it. Number two is you are never one hundred percent correct, like the humility is something that I have learned the hard way time and time again. And if you can't take the time to understand how you could do things better, especially learning from the people in which you interact with the most, then you're never going to grow as an individual. I think that's probably one of the most valuable things that you can take on. It's just a mindset of humility. And then you got it. You got to shoot your shot, like I think that's a little bit of a kind of piggyback off of the First One, but taking action is really the first one. But you got to shoot your shot, as in, like got to take some risks. It's the only way that we grow, like. I mean there is no company that has become a household name that wasn't at a point where they tried something and it just didn't work. It's inevitable things are not going to work, and you learn more from the things that don't work then you do from the things that do, and that is a difficult lesson to learn, but one that, once you get in that habit, it really creates some sustainable momentum for the long haul. You can just say, but that was a total disaster. Great, let's learn from it and you become that much stronger because of it. I like it all right, be activity or action oriented. You're never hundred percent correct. I feel that in my bones. Man Humility, to take far and shoot your shot. I love it, Jaren, thank you so much for sharing that, sharing your inst in your story with that's man. I feel like we could probably have gone on for another another hour, but I appreciate it. What I be on again and from the listeners hanging out with us. Thank you so much. Will that what's The an next time? This was another episode of the sales engagement podcast. To help this get in front of more eyes and ears, please leave us a shining five star review. Join US at sales engagementcom for new episodes. Resources in the book on sales engagement. To get the most out of your sales engagement strategy, make sure to check out outreach. That ioh, the leading sales engagement platform. See you on the next episode.

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