The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 4 months 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, andthey just launched outreach on outreach, the place to learn how outreach welldoes outreach? Learn how the team follows up with every lead in record timeafter virtual events and turns them into revenue. You can also see how outreachrus accountbased plays, manages reps and so much more using their own sales engagementplatform. 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 salesengagement podcast. Thank you for hanging out with us. For me, it'sa Friday, so you're gonna have some Friday energy right now. I don'tknow when you're you're listening to this, but gonna have some Friday energy inthis in this episode. Thanks for lending US your your drum for the nextthirty minutes or so. It's gonna be a fun one. I enjoined byJarn Vosburg, Jar and welcome to the show man. Thanks God that happyto be here. said, it's to have you and so Jaron's the VPof sales over at jump crew. We briefly met each other when I wasin Nashville for your your conference, I guess to two years ago. Itwould have been now, YEP, which is a really cool conference. Ihope it comes back. It was kind of I kind of say, Iwould say, the most fun I've had in a conference. You guys,I confuse the music the into it. It was really well done. AreYou bring it? Bring it back? I sure hope so. Man.You know, jump coon was, in our opinion, a huge success andwe were thrilled to have you there. Unfortunately, it was at the tailend 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 ablast. I think it's at a really high standard for what we're capable ofand 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 littlebit about your story and we're going to unpack it and kind of the differentstages of your your career, because you've kind of done it all. Youknow, 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 excitedto break down exactly kind of how you did it. But what's theColes 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 townin 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 Iturned 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 andI went to Los Angeles to study film at Loyal and Merymount University and thatwas what passed. I wanted to be a film director, so I studiedfilm for four years there and then when I when I left college, Istarted working in production and then about a year in a production I've been watchinga lot of entourage at the time and if you've seen entourage, you knowAri 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, Ithink 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 inthe agency world, which, you know, as somebody who had absolutely no connectionsin Los Angeles whatsoever, is a lot easier said than done. ButI was really fortunate. A recruiter hooked me up with an assistant job ata small but a pretty influential agency that did branding, an endorsement so Icould you see a billboard that has Leo DiCaprio And tag cure watches like thatwas what that was to deal with. They broker. So I got tobe the assistant to the CEO at that company and I was there for abouttwo years and man, that was a eye opening experience in a lot ofways. It was like eight am in the morning till seven PM, likeno if sands or butts. I wore a suit every single day like onthe 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. Iremember trying to take notes in her office, like she's dictates all of her emailsto me, and so I remember trying to take notes on a computerone 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 canwrite. She's like, Oh, we don't do that here. Soshe made me right handwrite all of her nodes. I had to ask permissionto go to the restroom, like it was really intense. So I didthat for about two years and then I decided that I was actually genuinely unhappystocks like I maybe I just try to do something different, and I convincedmyself that, you know, work should be something that you genuinely enjoy andreally, with no backup plan whatsoever, I actually quit that job and starteddelivering food for Grub hub just to make ends meet. So I'm living inLa my rent is exorberately expensive and I have no savings and I'm now drivingfor grub hub, trying to figure out what I want to do, andso I decided to try to start my own company and a college buddy ofmine and I teamed up to start a fitness technology company. Basically it didaudio guided workouts. So it combined The music, the coaching and the synchronizedtiming of the two of those all in audio. So you just press playand you had a self guided work out with music. So we started thatthing from the ground up. I did that for better part of two yearsor so. While I was delivering food. I met my now wife and mymy priority certainly change. So she was from La we decided to moveget out of La with Denver and then I started working at a company calledad pay, which did the technology I was working on was actually software forfuneral directors to place obituaries in newspapers all...

...across the United States. So theywould just type in the obit, take the newspapers they wanted to, sendit to pay and submit. So I started working there. I can't sayit was the most excited I've ever been for a job, but like whenthose priorities changed, I was like I just need something steady. I foundthe girl that I want to stick with. So that resets your goals. SoI work there for a while. We were actually acquired by ancestrycom andso that gave me an opportunity to see the tech world and that really bitlike the really kind of bit me with the the startup bug. And thenI 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 aclear trajectory on my path moving forward. And I found jump crew and therest of history. I've been there for almost four years. I love it, man, for years. And then. So did you start at jump crewas an individual contributor? I did. It was actually interesting because I thinkjump crew is maybe about sixty people at the time. This would havebeen October of two thousand and seventeen and actually, funny enough, I intervieweda jump crew and then they offered me a position and I actually turned itdown originally because I had the opportunity to work with the company in Nashville thatdid DJ and and entertainment for weddings and and corporate events and like, Iguess at the time, fit of DJ for like ten plus years, andso I guess at the time that seemed more interesting to me. If yousee a theme here, like I kind of have shiny objects syndrome from thisto that, the other thing as I was like, let me go dothis, we will do that, and then ultimately I stayed in touch withWHO has been my boss the entirety of my time at jump crew, ourSVP, and stay in touch with him and ended up coming back and startingbut the job was a count executive. I knew that, based on mypersonality, I wanted something where I had a direct input on my what Icould put in and what I could get out, like I wanted to beable to dictate the outcomes and that was something that had frustrated me and rollspreviously, where I was like in a box, you know, and Ialways felt that I could bet on myself and I could do more than otherpeople just based on my background, and I really wanted to be in asales 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 anaccount executive on the ground floor and and I started just just rolling calls onday one, which was a brand new experience for me. I'd never doneinside sales. I love it and I want to unpack your four years atjunker, but let's let's start at the beginning. And and there's a fewthings 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 yourear story, and I did. I was actor, I was a bartender, I was entrepreneur, starting all these ridiculous companies when I was way tooyoung 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 youback with open arms as you're trying to...

...figure out the meeting of life orwhat 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'sgo back to this assistant job way at the beginning. So these, thesejobs are super, super impactful, these ones that we have, like rightout of the the get go, like our first, quote unquote, likereal job. I think, like have a huge molding effect on work ethic, on just so much. I look, I had a similar experience like myit'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 meansand it can actually be a really, really good, good thing. Sowhat were some of the learnings from that insane experience where you're working for thisperson who's WHO's will call it less than less than pleasant. It's while thatyou that you identified that, because I think my wife would agree with methat 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 thebetter. I was in a point in my life where I was trying tofind a purpose and I was given an opportunity at a very small, likeI mentioned, small but influential company. They weren't creative artist agency, thatweren't William Morris. They weren't some of these really recognizable logos, but theyhad pretty large influence in the industry. and My boss has been doing itsince 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 inthe world and you're crushing it and you're going to be a superstar in theentertainment industry to your trash in like a split second. And Man, thatroller coaster psychologically was difficult to manage. There was no room for errors inany capacity, even spelling, and you know, having to translate her dictatedin 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 getsin the office, and she would just dictate. You say email so andso, say this, that and the other thing. You know, thisperson 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 processingwhat she's saying and the people that I'm emailing and calling. Like I couldreally mess things up, I can really blow it, and so it putme in a position where it was measured three times, cut once, becauseI made enough mistakes to know I'm not going to do this again. ButI think it also introduced me to the idea of work translating to reward andman it was was hard work and it instilled this idea in me that ifyou put in the hours, and it was just raw hours, sometimes Ican't say I was doing anything necessarily more creatively better business decisions. I hadvery 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 writean email, making sure that it's word properly, attention to details like spellingerrors. I'm hypercritical of spelling errors. Time in the office, like youknow, as soon as our office opened up again, you know, afterCovid I was there pretty much every single day like that. Just habit ofbeing a professional, I think was installed to me during that time, forbetter for worse. But I really think that that job had the biggest influenceon me and, even years later, continues to be a huge part ofmy life. Yeah, yeah, they really do. And another thing Iwould love your your thoughts on. It's I have this. I've worked forsome or just earlier in my career. I've been really lucky in the laterhalf that I'll the leaders have been, you know, working weapon surrounded byincredible but earlier in my career I wasn't quite as lucky and I had somesome pretty raw, rough bosses. But I also look at those ones assome of the greatest late leadership lessons I got were from the things I don'twant to be as a leader. You know, it's not so much justlike always mirroring you know, Oh, I want to be like that personbecause 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 ofstick 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 torestate 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 areally powerful sentence and represents like the North Pole to my South Pole of goingthe opposite direction, of insisting on a culture of ideas, of humility andof not believing that the way we're doing things right now is the way thatit always needs to be, and that, whether I realized it at the timeor not, that moment has stuck with me a thousand moments at thatjob. That sense that she said to me has continued to echo for yearssince then as something that I personally never wanted to replicate as as a leaderand it little did I know I would ever be in a position where Iwould have the opportunity to take a different approach, and now I'm very gratefulthat 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 wayand 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 toget other things. So your time as an entrepreneur, what were the thingsthat that that taught you? You do this, you know, fitness APPwhich, if you are anything like me, there's always infinitely more that goes intosomething than just you know, you think you just like all of asudden are running a company, but what were some of the lessons from fromthat period building like something from zero to one, which is a completely differentskill 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 experiencebecause when I left, when I left the agency job, I didn't haveany experience as an entrepreneur. I've always been great at I have an ideaand 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 ismy disease, is that's on the worst. So I had this idea. waslike, I literally remember sitting at my desk at the agency job andcalculate, okay, what are the things that I love? I was likeat 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 notwant to be chained to this desk all day. So how can I combinethese three things? And I just sat there and I did just let thatpercolate. 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 allof these things together? And then when I realized was that I kept goingto a gym day after day after day, and that was a motion that tookeffort right again to pay for the gym membership. I have to getup, I gotta go, I gotta be there like back. So theidea was, can I remove the need to completely go to the gym entirely, which, interestingly enough, now in two thousand and twenty one seems likethe standard operating proceeds like this is the industry standard. Team. He ifhe came out in print two thousand and twenty, he be me rocking.Yeah, no, get honestly, if I had just followed through on thisthing back in like two thousand and fifteen or something, it probably would behaving a different crush in Palaton right now. Ground wouldn't even says. That's right, man. The the PHOMO was real. But anyway, so theidea was was there. I had the idea, but then the execution waswhere it starting to get tricky. So I know I wanted to combine thosethings, but I wanted to make it mobile and I've never built an APPbefore. I'm not technical whatsoever. And then my partner, who was acolleague 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 withme, I have no idea, but it's one of my best friendsin the world. So I we had a great time doing it, andso 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, likewhen I'm delivering food for Grubhub, I'm not working to like live, I'mworking to barely make it. Like I remember I had a box of whiterice and like I was living off a... of white rice. And Ithings 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 likeI'm working in Hollywood in entertainment and I'm wearing suits every day and and mywife from laws, now wife from Los Angeles, start stating me then andthen I just quit and I start delivering from for gruppups like probably this iswhat 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'sone of the biggest takeaways I have from that experiences. When you have noother option but to find a solution, it's amazing what you're capable of andI do not want to go back to that place really where I had noother options but to find a solution. It's very stressful. It is itfeels like the walls are closing in every single minute of every single day ofthinking if I don't make something happen, I don't know what the result isgoing to be and it may be really bad and it sparks parts of yourcreativity 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, ifyou've ever had to deal with music licensing, is a nightmare, and I knewnothing about it. So me and my buddy just too, SCHMO's fromLa found a way to connect with the largest independent record label in the worldconvince 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. Basicallyit was templated, but let you house your audio. I remember doing acasting call for voiceover actors to do the actual coaching and instead of being likea hey, yeah, let's go, let's rock and roll, you're doinggreat, we found this guy whose vooice sounded like, I think is DonLafontaine, 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 rememberbeing at my job in Denver and like I would be editing on my lunchbreak and like taking this music that we had license and we hired some guyfor fifty bucks to mix the music together and then we remember dropping the audiofiles of the voiceover right on it. We had to figure out this timingsystem so that as the music like ebbed and flow, the chorus and thenthe breakdowns and the buildup, is when you would time the actual heavy partsof the workout. And so we built this whole like manual algorithm and excelto build the the momentum of the work out, and it was all thingsthat we just had to figure out on your own and I think that whenyou have the opportunity to do that, hopefully not in as stressful of asituation as eating rice pretty much every meal of the day and driving, youknow, taken take out food to kids at UCLA, like it's it reallycreates a part of your brain that I...

...think has translated into pretty much everythingelse 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 asolution, 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 notnot 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. Thatwould be that would be great. Anyway, I still have, still have someof the workouts. I'll send them to you and you can get letthe jail for nothing else to hear this guy's voice over, because it's exactlytotally and I hear you with this. So this back against the wall thingis super interesting because, like, you know that okay, I never wantto get back in that position. But isn't it also this? It's almosta 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, isas worse as it can get, like pretty, pretty bad, butyou know you weren't, you weren't homeless, but you're like, okay, ifI were to ever be in that situation again, I have the skills, tool set and mind said, to get myself out of there. SoI've always felt like that's a pretty pretty freeing experience that allows you to maybetake more risks than some other folks would when given the opportunity. Do youfind that? Do you ever look at things and okay, well, ifit doesn't go right, I know that I can. I can figure itout. Yeah, it's absolutely true and I feel really fortunate because I grewup in a household where my parents went out of their way to enable andempower 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 wasa 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 paymy rent and I had to call my dap and I had to ask himfor a little money to float me for a rent payment, and I've sincepaid him back, but it was a moment where I was like, Ifeel 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 thisevery good issue wasn't reckless, but feeling fortunate enough to have a support systemaround me, people who trusted me to take calculated risks, try new things, explore the fringes of my of my capacity as a human being, waswas I'm very grateful for and it definitely has created a personality and me thatis comfortable with finding uncharted territory, be it through work, being in mypersonal life, be it and hobbies and just trying something new, and Icertainly don't take it for granted and it doesn't. I don't think it comeseasy. Sometimes you just have to have... a life altering experience to stillit's sometimes it's a slow exercise, like, you know, getting up every dayand 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 tellyou 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 goto this this kind of interesting funeral tech company. I didn't even know thatwas a category in tech, funeral tech, but you go there and then youhad this actually, did you get equity in this, this company?Did you get to taste like what a tech exit feels like? I hada very, very small piece of equity, I mean tiny, tiny, tinypiece, but having some ownership, which was part of my initial employeeagreement, definitely introduced me to the idea of ownership in a in a businessand, you know, to their credit, I never anticipated that to be partof 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 olderthan that, and that was part of my initial plan and that was brandnew to me, you know, other than beat active and being a founder, quote unquote, owning a hundred percent of nothing, you know, owninga tiny fraction of something, was definitely new for me. And then Ithink that they were acquired by ancestry maybe six months, seven months after Istarted. I mean I could barely go out to a really nice dinner withmy exit money. It was. It was nothing, but it was stillinteresting to see like okay, like there is value on the other side.And I actually remember. You know, you joked about funeral tech and Iagree with you. I went to conferences. There are funeral conferences and I rememberus. I remember the move at the funeral conference and there are thingsat that convention that you would not believe. This is insane. It's not reallythat fun of a time. So I'd of wouldn't suggest but so I'mthere and I remember there being a couple of reps from ancestry coming up andlet'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 ableto see that process from the inside, the collateral, I don't want tocall it damage, but I'd say the side effects, collateral side effects ofbeing acquired and then merging two organizations, the cultural waterfall that comes from oneto the other and then operationally how things changed a little bit, and thenalso being able to contribute. Our main point of contact at the ancestry wasa very senior ranking role in the organization. So being able to to just observefrom a distance. I was a very small pond and on this massivechess board, but being able to observe that was fascinating and, like Imentioned, I think that that experience working in technology. I was responsible fora lot of the marketing for that company as well. I learned how touse Photoshop and I did all the graphic design. Like this talk about backup, 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 photoshopand being able to just be that Swiss army knife and then bridge the gapinto a large organization. And in Denver, which is definitely a huge tech andstartup scene, and that I did a startup weekend there, where youknow, you go in, you get a bunch of people, your pitchideas, your team up and the end up working on a fullblown business planand pitching a concept. We actually came in second place, which is funnybecause the idea that we came up with is actually a company now. SoI'm starting to see a theme here. If I just actually started at somethingmaking, what am I doing? I gotta needed a good technical founder andjust big shooting out ideas, big guys. Here we go. Oh Man,still need to make just the Jarren incubator. I'll just sit and justsay thing, but work on that's the dream. But it's the dream thatsound 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 throughthat stage a little bit. Yet No, they I was actually a lucky one. My wife, so, she works in healthcare technology and we werein Denver and we were coming up on our second year and our lease wasending and we were like we want to say here do we want to moveto? She was looking at job openings that Mash what she was doing andwhat 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 homecomingfor me to come back to Tennessee, but and then a new experience forher. She ended up working at Vanderbilt. I worked remotely for ancestry for alittle while, but they said I can only work remote for a coupleof months and I have to face out, which I understood. So I slowlyphased out. I actually had a month of absolutely no work where Iwas 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 couldnot find a job, because I definitely knew at this point I was twentyseven and I did not want to make any more jumps, as, aswe've heard, at this point it's been a lot of them up to thispoint. So I want to just get something I can stick with, andso I was looking around. I want to be very critical of what Idid. I knew I wanted that that input and output type of role whereI 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 roleof jump crew. Had A great interview and was very fortunate, after acouple of conversations, to get offered a position. Kind of way the prosand cons and then ultimately went with a different role, which I was onlythere for maybe like I was only go jef for like three months and thenI thought, man, I think I made a mistake. Actually, Ibelieve it was my wife that was like she found out that I didn't haveinsurance, that I was getting made like a stipend and it was other commissionshe was like no, this is not going to work, we're not goingback to this. This again the story and it doesn't end well. Soshe's like, go find a real job.

So I actually ended up calling jumpcrew back and they were really I was really fortunate that we really topick up that conversation and then I started on October twenty three of two thousandand seventeen. Nice. That's awesome, all right. And then you goindividual contributor from there. So four years. That's incredible that you you in fouryears, you you get the VP title. Talk me through, Iguess. How did it happen? Man? I think it was a combination ofa couple things. One, when I started we were still, youknow, relatively new organization. I think that they were a little over ayear old at that point, and so I was coming in by low whichis great opportunity for me, and I remember my wife dropping me off onthe first day. We had one car at the time and I remember herdropping me off and I think I've verbatim said something to her to the effectof give me two years, I'm going to run this place. And becauseI was just I was in this mindset where it was like I had thoseexperiences with Grub hub and with talent agency and jumping judge jobs and with techand with trying to find a job. I was like I just need togo somewhere. Actually, I just need to give it a hundred percent focus. And you know, we were we were engaged at that point because Ihad proposed to Shana on the way from Denver to Nashville, and so Iwas like our I got it. I get myself together here. And soI went in as an account executive and, to be totally frank, having neverdone 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'remaking phone calls or working in sales force, and I remember having people hang upon me. I remember, you know, getting people to tell meto buzz off on email and I remember having this thought and probably vocalize tomy wife. I was like, am I a telemarketer? Like I thought, is this just like a veiled telemarketing company that like has made this reallyfun culture and I'm just getting fooled, like the Bulls being pulled over myeyes? 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'tthe case. But being an inside sales for the very first time, itwas just it was very new. So started in October and at the timejump crew was was doing social media management for businesses, and so that wasreally our poor product was will manager social profiles, will create the content,will do recording, will provide insights and make strategic recommendations. And we actuallyhad 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 theytold me when I started, they were like typically it takes about three weeksfor you to close your first deal. So you know, just get outthere and make them make the dials and you'll be good to go. Socalling them, calling them, calling, week one goes by, three twogoes by, week three goes by and call them, call, week fourgoes by, week five goes by and I'm in week six and I rememberbeing on a pitch with my still boss, our SVP, and I remmber beinglike, I don't know what what's going on and like I genuinely believethat I'm doing all the right things. Here I'm six weeks in. It'sbeen 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 tobe 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 Iremember him tell asking me a question. I think he said, do youbelieve in the process that you're doing right, like do you believe that this isthe right process? And I said yes, he's like, stick toit, it's going to happen. I closed my first deal two days laterand then it was December. Sevens to dates are weird. I don't knowwhy. There's some I can't remember what I wore yesterday, or I canremember, Frend you day, my first deal ever, December, seventh oftwo thousand and seventeen, and then it just started to click. I thinkthat you know, when you've been on a cold street, you kind offeel like you got your monkey on your back. You starting to second guesseverything you like. I don't know what's going on. I always hear hisquestion echoing in my mind, which is, do you trust the process that youfall. I genuinely believe that, and you just got it and Ijust stuck with it. And weirdly enough, I guess not weirdly, because itwas following the process starting in January that that next year, top ofthe leaderboard in January, top of the leader board in February, top ofthe leaderboard in March, and started to get that that momentum and I feltlike everything leading up to that really started to just solidify. was like everytiny little nook and cranny of the previous couple of years of just back andforth, up and down at this and that and uncertainty and weirdness of creativityand fear and all that just started to kind of mold together and and Ifound a little bit of a rhythm and things really took off from there andI was like I got I love this. You know, I had, westaw 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 forthon the phone making calls. Were like tossing bald back. We're shooting littleNERF guns and I was like this is where I need to be. Iwas 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 tohave 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 tomake this mental switch of the okay, now it's not about my success asabout other people success. So for another another day. But I always askthis last question because we covered a lot here. There's a lot of alot of gets in there. Let's say people are listening to this, maybethey're cooking dinner, maybe they're, you know, listen to their favorite fitnessAPP or whatever it is. They can only retain so much. They forgeteverything from this conversation we had except for three, three things. What wedo want those three things to be? Three things? Huh Hmm. Everythingstarts with activity. You can't figure out what you're good at and what you'rebad at unless you actually do it. I'm really bad at overthinking things andyou know trying to predict or anticipate every possible outcome. Sometimes you just gotto get in there, like you know,...

...and there's that old startup philosophy oflike, you know, break the move fast, break things whatever.There's some value to that, you know way. So you don't know whatyou don't know and to you till you actually do it. Number two isyou are never one hundred percent correct, like the humility is something that Ihave learned the hard way time and time again. And if you can't takethe time to understand how you could do things better, especially learning from thepeople in which you interact with the most, then you're never going to grow asan individual. I think that's probably one of the most valuable things thatyou can take on. It's just a mindset of humility. And then yougot it. You got to shoot your shot, like I think that's alittle bit of a kind of piggyback off of the First One, but takingaction 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 thatwe grow, like. I mean there is no company that has become ahousehold name that wasn't at a point where they tried something and it just didn'twork. It's inevitable things are not going to work, and you learn morefrom 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 getin 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. Ilike it all right, be activity or action oriented. You're never hundred percentcorrect. I feel that in my bones. Man Humility, to take far andshoot your shot. I love it, Jaren, thank you so much forsharing that, sharing your inst in your story with that's man. Ifeel like we could probably have gone on for another another hour, but Iappreciate it. What I be on again and from the listeners hanging out withus. 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 infront 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 onsales engagement. To get the most out of your sales engagement strategy, makesure to check out outreach. That ioh, the leading sales engagement platform. Seeyou on the next episode.

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