The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 months ago

A Leadership Style That Stems from Humility

ABOUT THIS EPISODE

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 .

Listening on a desktop & can’t see the links? Just search for Sales Engagement

in your favorite podcast player.

Welcome to the sales engagement, apodcast, this podcast is brought you by outreach, the leading sales engagementplatform and they just launched out reach on our reach. The place to learnhow out reach well does not reach learn how the team follows up with every leadin record time after virtual events and turns them into revenue. You can alsosee how out retines account based plays, manages reps and so much more usingtheir own sales engagement platform. Everything is backed by data pulledfrom out reach processes and customer base when you're done you'll be able todo it as good as they do had to outreach on io on out reach to see whatthey have going on now, let's get into the day's episode hello and welcome back everyone to thesales engagement podcast. Thank you for hanging out with us. For me, it's aFriday, so you're gonna have some Friday energy right now. I don't knowwhen you're you're listening to this, but can have some bride energy in this.In this episode, thanks for lending US, your your drum for the next thirtyminutes, or so it's gonna be a fun one. I joined by Jaron Vosborg Jaren.Welcome to the show man say: Thanks, got O Happy to be here, sid to have youand so jarente the VP of sales over at jump crew. We briefly met each otherwhen I was in Nashville for your your conference, I guess to two years agowould have been now, which is a really cool conference. I hope it comes back.It was kind of I can say I would say the most fun I've had in a conference,because I confuse the music into it. It was really well done. Are you bring itbring it back? I sure hope so, man, you know jump con was, in our opinion, ahuge success and we were thrilled to have you there. Unfortunately, it wasat the tail end of two thousand and nineteen, and we all know what happenednext 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 of andcertain my hope is not opportunity to do it again in the near future. I loveit well I'll, be there when it when it happens again, all right man, I alwayslike to start, but just a little bit about your story and we're going tounpack it and kind of the different stages of your your career, becauseyou've kind of done it all. You know. Arguably, the listeners here areprobably aspiring to be a VP one day. If they're not already, you know onthat path, so I'm excited to break down exactly kind of how you did it. Butwhat's the coals notes version man? What's the superhero the story ofDarren? I appreciate it that the Superhero car-probably nothing super about it, but I'll do my best to summarize I'mactually originally from a small town in East Tennessee called Oakridge abouttwenty sand people that live there, it's actually the secret city, which iswhere the Manhattan project took place. So I grew up really small town breakchildhood there. But when I turned...

...eighteen I was like I'm going to getthe heck out of town, I'm going to give literally went physically as far awayas I could, and I went to Los Angeles, to study film at loyal and MarymountUniversity, and that was what passed I want to be a film director, so Istudied film for four years there and then, when I, when I left college, Istarted working in production and then I about a year in a production. I'vebeen watching a lot of enters at the time and if you've seen entrals youknow are gold. Is the super agent of these got like two phones and Tamer,and I was watching, is like man. I think I think I want to be an agentthat just that looks super cool. So I went way out of my way to try to find ajob in the agency world, which you know, as somebody who had absolutely noconnections in Los Angeles whatsoever, is a lot easier said than done, but Iwas really fortunate. I recruiter hooked me up with an assistant job at asmall but a pretty influential agency that did branding and endorsement solike. If you see a billboard that has leotard and tag pure watches like thatwas what that was the deal that they broke Er. So I got to be the assistantto the CEO at that company and I was there for about two years and man thatwas a eye opening experience in a lot of waysit was like at am in the morning till seven P M, like no. If Sands or butts,I wore a suit every single day, like on the phones going to shoots if you'veever seen the devil wares product like that was my boss. She was verychallenging, like I remember, trying to swan notes in her office. Like she'sdictates all of her emails to me and stuff, I were trying to take notes on acomputer one day and she was like what is that, and I said well, this is I'mjust trying to take notes. I can tike faster than I can write she's like. Oh,we don't do that here. So she made me right handwrite, all of her notes. Ihad to ask permission to go to the rest. Room like it was really intense, so Idid that for about two years and then I decided that I was actually genuinelyunhappy, so I was like I maybe I just try to do something different, and Iconvinced myself that you know work should be something that you genuinelyenjoy and really with no backup plan whatsoever. I actually quit that joband started delivering food for Grub hub just to make ends meet so I'mliving in La my rent is exorbitantly expensive and I have no savings and I'mnow driving for Grub hub trying to figure out what I want to do, and so Idecided to try to start my own company and a college buddy of mine and Iteamed up to start a fitness technology company. Basically, I did audio guidedworkouts, so it combined The music, the coaching and the synchronized timing ofthe two of those all in audio. So you just pressed play and you had a selfguyed work out with music. So we started that thing from the ground up.I did that for a better part of two years or so, while I was deliveringfood, I met my Naif and my my priorities certainly changed. So shewas from La we decided to move, get out of La we denver, and then I startedworking at a company called ad pay, which did the technology I was workingon was actually software for funeral directors to place obituaries innewspapers 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 startedworking there. I can't say it was the most excited I've ever been for a jobbut like when those priorities change I was like. I just need something steady.I found the girl that I want to stick with so that resets your coals, so Iwork there for a while were actually fired by ancestry, and so that gave mean opportunity to see the tech world and that really bit like the reallykind of bit me with the the starter boat, and then I moved to Nashville acouple of years back about four years ago, and then I was at a point in mycareer, where I was like man. I've kind of jumped around I've done this havethan 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 pooryears and then so. Did you start at jump crew as an individual contributor?I did. It was actually interesting because I think jump crew was maybeabout sixty people at the time. This would have been October of two thousandand seventeen and actually funny enough. I interviewed a jump crew and then theyoffered me a position and I actually turned it down originally, because Ihad the opportunity to work with the company in Nashville that did DJ andentertainment for weddings and corporate events and, like I guess atthe tope fined for like ten plus years, and so I guess at a time that seemedmore interesting to me if you're seeing a theme here, like I kind of have shinyobjects syndrome from this. So that's the other thingand so is like me. I do this Moil do that and then, ultimately, I stayed intouch with WHO has been my boss, the entirety of my timer jump through ourSP and say in touch with him and ended up coming back and starting, but thejob was a count executive. I knew that, based on my personality, I wantedsomething where I had a direct input on my what I could put in and what I couldget out like. I wanted to be able to dictate the outcomes, and that wassomething that had frustrated me and roles previously, where I was like in abox. You know- and I always felt that I could bet on myself and I could do morethan other people just based on on my background that I really wanted to bein a sales role, because I knew that that was the you know. The case withsales input and output is pretty much in your control, so I was an countexecutive on the ground floor and- and I started just just rolling calls onday- one which was a brand new experience where we had never done inside ses. I love it and I want to unpack yourfour years at a junk crew. But let's, let's start at the beginning and andthere's a few things that that kind of pop out to me- and one is this, thiskind of why I love sales. So I resonate a lot with your your story. Man, I did.I was actor. I was a bar tender. I was a entrepreneur starting all theseridiculous companies when I was way too young to like know what that actuallyinvolved. Like you, don't just pick on, I'm a founder, now cool and then youkind of you know. Sales is one of those careers. That kind of will welcome youback with open arms as you're trying to...

...figure out the meaning of life or whatit means to you and what you want. This whole thing to play out I'll always bea guy, hey, I'm here for you and it can be such a a reward in career so anyway.So let's go back to this assistant job where at the beginning, so these thesejobs are super super impactful, these ones that we have like right out of thethe Gecko like our first quote: Unquote like real job. I think like have a hugemolding effect on work ethic on just so much. I look. I had a similarexperience like my it's because you don't know anything right so likeyou're, just like. Oh everyone works from eight to I hate, and this is whathaving a job means, and it can actually be a really really good good thing. Sowhat were some of the learnings from that insane experience where you'reworking for this person, who will call it less than less than pleasant? It'swild that you that you identified that, because I think my wife would agreewith me that that was the singular most transformative position that I've everhad in my career for better for worse. But I think honestly, mostly for thebetter. I was in a point in my life, where I wastrying to find a purpose, and I was given an opportunity at a very smalllike im action, small but influential company. They were creative artistsagency that weren't William Morris. They weren't somebody's, reallyrecognizable logos, but they had a 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 personin the world and you're, crushing it and you're going to be a super star inthe entertainment industry to your trash in like a split second and manthat roller coaster psychologically was difficult to manage. There was no roomfor errors in any capacity, even spelling, and you know having totranslate her dictated and a kid you not. She barely ever wrote emails andwhen she did it looked like absolute nonsense, it was, it was unrecognizabletext, and so she would every morning, I'd go in first thing when she gets inthe office and she would just dictate she say, email so and so say this. Isthat and the other thing you know this person say this, that he, I thinktraffic fire, I'm trying to keep up keep up to about trying to make surethat I'm actually processing what she's saying and the people that I'm emailingand calling like. I could really mess things up, that I could really blow it,and so it put me in a position where it was measure three times cut oncebecause I made enough mistakes to know, I'm not going to do this again, but Ithink it also introduced me to the idea of work translating to reward and man.It was hard work and it instilled this idea in me that, if you put in thehours- and it was just raw hour- sometimes I can't say I was doinganything necessarily more creatively-...

...you know better business decisions. Ihave very little influence like I just realized that if you work hard or ifyou 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 email, something as simpleas email format like how you write an email, making sure that its wordproperly attention to details like spelling errors, I'm hyper critical ofspelling errors time in the office, like you know, as soon as our officeopened up again, you know after Ovid I was there pretty much every single daylike that, just habit of being a professional. I think was installed tome during the time for better for worse. But I really think that that job had thebiggest influence on me and even years later continues to be a huge part of mylife yeah yeah. They really do it and another thing. I would love your youthoughts on it's. I have this. I've worked for some just earlier in my care, I've beenreally lucky in the later half that all all the leaders have been. You knowworking weapons rounded by incredible, but early in my career, I wasn't quiteas lucky and I had some some pretty rough rough bosses, but I also look atthose ones as some of the greatest lat leadership. Lessons I got were from thethings I don't want to be. As a leader, you know it's not so much just likealways mirroring you know. Oh, I want to be like that person, because they'rea great leader, but it's like that, made me feel awful. If I'm ever in thatposition, I'm not going to do that. Do you think you picked up anything fromthat boss that you kind of stick with you and is maybe may be a better leader,one hundred percent? I think that I said this a little bit earlier, but Iwant to restate it. She Ver Bade Him told me when I was taking notes on thatcomputer. She said we don't do things that way and I think that's a reallypowerful sentence and represents, like the North Pole, to my South Pole, ofgoing the opposite direction of insisting on culture of ideas ofhumility and of not believing that the way we're doing things right now is theway that it always needs to be, and that whether I realize it at the timeor not, that moment has stuck with me a thousand moments at that job. Thatsense that she said to me has continued to echo for years since then hassomething that I personally never wanted to replicate. As a leader andthe little did, I know I would ever be in a position work where I would havethe opportunity to take a different approach, and now I'm very gratefulthat that's the genesis of what I hold. It is now my leadership style, and Ilove that I think that's a dangerous, dangerous sentence for sure we don't dothat. It geinst there's no room for conversation, there's no room forexperimentation, there's no room for even a possible betterr way, a verytoxic sentence. I could see why that...

...that, stuck with you all right, it'scrazy how quickly time time runs. I want to get other things, so your timeis an entrepreneur. What were the things that that thattaught you you do this? You know fitness APP, which, if you wereanything like me, there's always infinitely more that goes intosomething. Then just you know, you think you just like all of a sudden arerunning a company, but what were some of the lessons from from that 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 isone of the biggest takeaways I had from that experience, because, when I leftwhen 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 followthrough it, I'm the worst of follow through. Like I told you, I think JennyObject Syndrome. It's like that is my disease. Is that's some the worst, so Ihad this idea. I was like I literally remember, sitting at my desk at theagency job and calculate okay. What are the things that I love? I was like atthe time I was varying across it, so I was like okay. I love to exercise, Iloved and still love electronic music, so I was like okay. I love that and Ido not want to be chained to this desk, all that. So how can I combine thesethree things and I just sat there and I just looked that percolate. I was likeokay, what's this thing going to be, and that was the idea for what wascalled beat active at the time, and so the genesis of that was okay. How can Icombine all of these things together and then, when I realized was that Ikept going to a gym day after day after day, and that was a motion that tookeffort right again to pay the gym membership? I have to get up, I got togo, I got to be there come back, so the idea was. Can I remove the need tocompletely go to the gym entirely, which, interestingly enough now in twothousand and twenty one seems like the standard operator received like this?Is the industry standard to e? If you came out in two thousand and twenty Bbe rocket, yeah, no Ka honestly, if I had just followed through on this thingback in like twenty fifteen or something it probably woulee, having adifferent crush in Palatin right now, Omaha, the pomos real, but anyway, sothe idea was was there. I had the idea, but then the execution was where itstarted to get tricky. So I know I wanted to combine those things, but Iwanted to make it mobile and I've never built an act before I'm not technicalwhatsoever. And then my partner, who was a colleague in my in in college wewent to school together, were roommates who decided to work on this together.Why he decided to team up with me. I have no idea, but it's one of my bestfriends in the world, so we had a great time doing it, and so we ultimatelywent through this motion of trying to put the pieces together and what wasinteresting is that when you're backs up against the wall like when I'mdelivering food for Grub Pop, I'm not working to like live, I'm working tobarely make it like. I remember I had a box of white rice and, like I wasliving off a box 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 Iwas an agent basically right, like I'm working in a Hollywood in entertainmentand I wearing suits every day and and my wife's from laws now wife from LosAngeles, started, saying me then, and then I just quit, and I startdelivering food for Gruppu like probably in this, is what I signed upfor, but to a credit where we're married now so we're good. But so then, when your backs up against thewall, it's like you just have to figure it out, and I think that that's one ofthe biggest takeaways I have from that experiences when you have no otheroption but to find a solution. It's amazing what you're capable of- and Ido not want to go back to that place really where I had no other options butto find a solution, it's very stressful. It is, it feels, like the walls, areclosing in every single minute of every single day. I thinking if I don't makesomething happen, I don't know what the result is going to be and it may bereally bad and it sparks parts of your creativity andof your work ethic that you probably didn't even know that you have. We hadto figure out how to use music legally, which, if you've ever had to deal withmusic licensing, is a nightmare, and I knew nothing about it. So me and mybuddy, just to Schmoe from La found a way to connect with the largestindependent record label in the world, convince them to let us reb share theirmusic on this. At that didn't exist. We found a podcast company that wouldbuild an APP for you. Basically, it was templed, but let you house your audio,I remember doing a casting call for voiceover actors to do the actualcoaching and instead of being like a hey yeah, let's go let's rock and rollyou're doing great. We found this guy, whose voice sounded like, I think, isdon La Fontaine where he's like in the world like his voice, was just booming,and so he did this awesome voiceover for the workouts, and we I rememberbeing at my job in Denver and like I would be editing on my lunch break andlike taking this music that we had licensed and we hired some guy forfifty bucks to mix the music together. And then we remember dropping the audiofiles of the voice over right on and we had to figure out this timing system sothat as the music like ebbed and flowed the chorus and then the breakdowns andthe build up is when you would time the actual heavy parts of the work out. Andso we built this full like manual algorithm and Excel to build themomentum of the workout. And it was all things that we just had to figure outon your own. And I think that when you have the opportunity to do that,hopefully not in a stressful of a situation as eating rice, pretty muchevery meal of the day and driving. You know taking take out food to kids atUCLA like it's. It really creates a...

...part of your brain that I think hastranslated into pretty much everything else that I've done, which is there'snothing that we just can't figure out. If you can take the problem and allowyourself the time to find a solution, it's amazing what you can come up withOdo yeah and by the way I feel like I want this at like to go get ye is, butI think this a should exist like not not all the time where I want to go onmy Peleton or like watch. I don't need to watch something just tell me what todo. That would be. That would be great anyway, so that I still have some ofthe workouts I'll, send them to you, and you can okay et, if for nothingelse, to hear this guy's voice over, because it's a totally- and I hear youwith 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'tit also this? It's almost a beautiful feeling of self confidence when youknow that you've been to that like you've been to. Arguably you know, atleast in Western study, is as worse as it can get like pretty pretty bad. Likeyou, you know you weren't you weren't homeless, but you're like okay. If Iwere to ever be in that situation again, I have the skills tool set and mine setto get myself out of there. So I've always felt like that's a pretty it's a pretty freeing experience thatallows you to maybe take more risks than some other folks. Would when,given the the opportunity, do you find that do you ever look at things in aokay? Well, if this doesn't go right, I know that I can. I can figure it outyeah. It's absolutely true and I feel really fortunate, because I grew up in a household where my parentswent out of their way to enable and empower me to try new stuff. They neverask questions. They said if that's something you're interested in doingwill absolutely support it. There was a time you know when we weretransitioning from La to Denver, where I couldn't make my rent payment. Ididn't have enough money to pay my rent, and I had to call my dad that I had toask him for a little money to float me for a rent payment and I've since paidhim back, but I was a moment where I was like. I feel that I had that. I hadthat safety net in a way, and I so I think that that encouraged me to takesome calculated risks. It was never reckless. I can honestly say thatsomething about me that this ever bent issue wasn't reckless but feel infortunate enough to have a support system around me. People who trusted meto take calculated risks, try new things explore the fringes of my of mycapacity as a human being was, was I'm a very grateful for, and it definitelyhas created a personality in me that is comfortable with finding unchartedterritory being through work, be in my personal life, be it and hobbies andjust trying something new, and I certainly don't take it for granted andit doesn't. I don't think it comes easy.

Sometimes you just have to have like alife altering experience to instill it. Sometimes it's a slow exercise, likeyou know, getting up every day and going to the gym or using a workoutaudio work out at so it takes. You may take a little time, but I can't tellyou the value of of taking calculated risks to figure out what you'reactually capable of so the other thing I want to talk about so then you go tothis. This kind of interesting funeral tech company. Ididn't even know that was a category in tech, funeral tech, but you go there and then you have this.Actually did you get equity in this? This company did you get to taste likewhat a tech Xi feels like. I had a very, very small piece of equity. I mean the tiny, tiny, tiny piece but having someownership, which was part of my initial employee agreement, definitelyintroduced me to the idea of owner ship in a in a business, and you know totheir credit. I never anticipated that to be part of me coming into anorganization that had been around for a long time. I think the company was atleast a decade old, if not older than that, and that was part of my initialplan, and that was brand new to me, you know other than beat active and be in afounder quote, unquote owning a hundred percent of nothing. You know opening atiny fraction of something was definitely new for me and then I thinkthat they were acquired by ancestry. Maybe six months, seven months after Istarted I mean I could barely go out to a really nice dinner with my exit money.It was, it was not, but it was still interesting to see like okay, likethere is value on the other side, and I actually remember you know you jokedabout funeral tech, and I agree with you. I went to conferences, there arefuneral conferences and I remember us. I remained the move at the funeralconference and there are things at that convention that you would not believeit's insane. It's not really that fun of a time, so I wouldn't suggest, butso I'm there, and I remember there being a couple of reps from ancestrycoming up and I was talking to them and then a few months later, conversationstarted a few months after that they announced the acquisition and thenbeing able to 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 a fired and then merging to organizations the cultural waterfallthat comes from one to the other and then operationally have things changeda little bit and then also being able to contribute. Our main point ofcontact at the ancestry was a very senior ranking role in the organizationand so of being able to just observe from a distance. I was a very small panand on this massive chess board, but being able to observe that wasfascinating and, like I mentioned, I think that that experience working intechnology, I was responsible for a lot of the marketing for that company aswell. I learned how to use Photoshop, and I did all of the graphic designlike this talk about back and begets...

...the wall like I had ere photoshoppingin my life, and I was like this is somewhere I can contribute, so Ilearned photo shop at being able to just be that Swiss army knife and thenbridge the gap into a larger organization and in Denver, which isdefinitely a huge tech and start up scene, and that I did a startup weekendthere. Where you know you go in, you meet a bunch of people, you pitch ideas,your team up and end up working on a full blown business plan and pitching aconcept we actually came in second place, which is funny because the ideathat we came up with is actually a company now. So I'm starting to see atheme here, if I just actually stuck at something. What am I doing? I got anice need, good, technical, founder and just just like shooting out ideas thickguys. Here we go. Oh Man, just the Jaren incubator, I'll just sit,and just say I on that's the dream. T is the dream. That sounds awesome. Signme up to all right, that's cool! So you get bit with this. This tech bug likeokay, there's, there's something here: You're at ancestry, for a little bit,you're learning like wow this that big cup base opera. Then you see thisopportunity, a jump Croup or they did they come and try and poach you had itthat. How did that happen? Because you turn them down and like walk? Wethrough that stage a little bit yeah? No, they. I was actually the lucky one,my wife, so she works in health care technology and we were in Denver and wewere you know, coming up on our second year and our lease is ending. We werelike. Do we want to stay here? Do we want to move so she was looking at jobopenings that Mash what she was doing and one happened to be in Nashville andI can't remember the sequence of events, but he decided to ultimately move whichwas great kind of a home coming for me to come back to Tennessee and then anew experience for her. She ended up working at Vanderbilt. I worked Romolifor ancestry for a little while, but they said I can only work remote for acouple of months and have to phase out which I understood so I slowly facedout. I actually had a month of absolutely no work where I was lookingfor a job. I was actively looking. It wasn't like. Oh I'm, just going to takea little sabbatical like I just could not find a job because I definitelyknew at this point. I was twenty. Seven- and I did not want to make any morejumps, as we'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, and so I was lookingaround. I want to be very critical of what I did. I knew I wanted that thatinput and output type of role where I could control my own destiny, and so Iwas talking around a lot. I was very fortunate to put in an application foran account executive, roll of jump crew at a great interview and was veryfortunate after a couple of conversations to get offered a position,kind of weighed the pros and cons and then ultimately went with a differentrole, which I was only there for maybe like. I was only those Jafer like threemonths and then I thought man. I think I made a mistake. Actually I believe itwas my wife. It was like she found out that I didn't have insurance, that Iwas getting paid 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 a storyand it doesn't end well so she's like...

...go find a real job, so I actually endedup calling jump crew back and they were really. I was really fortunate that wewere able to pick up that conversation and then I started on October. Twentythird of two thousand and seventeen nice. That's awesome right and then yougo individual contributor from there so four years that that's incredible thatyou you in four years, you got the the VP title. Talk me through. I guess howdid it happen of man? I think it was a combination of a couple things one.When I started we were still you know relatively new organization. I thinkthat they were a little over a year old at that point, and so I was coming inbind love which is great opportunity for me, and I remember my wife droppingme off. On the first day, we had one car at the time, and I remember herdropping me off and I think I've verba him said something to her to the effectof give me two years and I'm going to run this place and because I was just Iwas in this mindset where it's like. I had those experiences with you know,Grotha and with the talent agency, a jumping, jug jobs and with tech andtrying to find other job as like. I just need to go somewhere. Actually, Ijust need to give it a hundred percent focus, and you know we were. We wereengaged at that point because I had proposed to Shana on the way fromDenver to Nashville, and so I was like all right. I got a I get myselftogether here, and so I went in as an account executive and to be totallyfrank, having never done an inside sales role. I remember a couple ofweeks 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 makingphone calls or working in sales force, and I remember having people hang up on me. I rememberyou know getting people to tell me to buzz off on email, and I rememberhaving this thought and probably vocalizing to my wife I was like. Am Ia telemarketer like I thought? Is this just like a veiled, telemarketingcompany that like has made this really fun culture and I'm just getting fooledlike 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 going tocomplain, but obviously that wasn't the case but being an inside sales for thevery first time it was just. It was very new, so started in October and atthe time jump crew was was doing social media management for businesses, and sothat was really our or product was well manager. Social profiles we create thecontent, will do recording, will provide the insights and make strategicrecommendations and we actually had a sales arm that I wasn't totally in theloop on of the time, which is really more so our our grand bother nowadays,but they told me when I started they were like typically takes about threeweeks for you to close your first deal, so you know just get out there and makethe make the dials and you'll be good to go so calm, calling them calling aweek. One goes by twee two goes by week. Three goes by, I call e call. We fourgoes by week. Five goes by, and so I'm in week six and I remember being on apitch with my still boss or SP, and I remember being like I don't know whatwhat's going on and like. I genuinely believes that I'm doing all the rightthings to here, I'm six weeks in it's...

...been twice as long as you told me thatit takes for the average average sales person which, in my mind, I'm like I'mnot going to be anywhere near. That word, like I've, never consideredmyself near that word, so I was, like average say halls person to close theirfirst deal, and I remembered him telling asking me a question that thinhe said. Do you believe in the process thatyou're doing right now 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 firstdeal two days later, and then it was December. Seven v to to dates are weird.I don't know why there's so. I can't remember what I wore yesterday or a myfirst deal ever December, seven to two thousand and seventeen, and then itjust 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 asecond guess everything you like, I don't know. What's going on. I alwayshear his question echoing in my mind, which is: Do you trust the process thatyou're following? I genuinely believe that and you just got it and I juststuck with it and weirdly enough. I guess not weirdly, because it was fallin the process, starting in January that that next year or top of theleader board in January top of the layer board in February topolica, EdMarch and started to get back that momentum and I felt like everythingleading up to that really started to just solidify. It was like every tinylittle nook and cranny of the previous couple of years of just back and forth up and down at this, andthat and uncertainty of weirdness creativity and fear, and all that juststarted to kind of mould together and I found a little bit of a rhythm andthings really took out from there, and I was like I got. I love this, you know had we still havephones that, were you know, we had cables other phones, I remember us likechicken, our chairs, back and just walking back and forth on the phonemaking calls were like tossing balls back or shooting Ottl ner guns- and Iwas like this is where I do I was like is so I'm Boutin. I have no desire tochange anything, I'm in it for the long ball yeah. I love it. Man, s, that's aan incredible story and in the respect for for time, will wrap it up.There would love to well have black to have a secondary one. I'd love to kindof break down that, then, if you have all this success, your rock and a rolland then like how do you get to the next day? Because now you have to makethis mental stritch in there? Okay, now it's not about my success, it's butother people's success. So for another another day, but I always asked thislast question because we covered a lot here. There was a lot of lot of nuggetsin there. Let's say people are listening to this, maybe they'recooking dinner, maybe they're! You know listening to their favorite fitness APPor whatever it is. They could only retain so much if they forgeteverything. From this conversation we had, except for three three things.What would you 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 over thinking things andyou know er trying to predict or anticipate every possible at pom.Sometimes you just got to get in there...

...like you know, there's that old,startup philosophy of like you know, breaks and move fast break thingswhatever there's some value to that in a way. So you don't know what you don'tknow unto you till you actually do it number two is you are never one hundred percentcorrect, like the humility, is something that I have learned the hardway, time and time again and if you can't take the time to understand howyou could do things better, especially learning from the people in which youinteract with the most then you're never going to grow as an individual. Ithink 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 yourshot like. I think, that's a little bit of a kind of a pity back of it. Thefirst one, but taking action, is really the first one, but you got to shootyour shot us and 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'tat a point where they tried something and it just didn't work. It'sinevitable. Things are not going to work and you learn more from the thingsthat don't work than you do from the things that do, and that is a difficultlesson to learn, but one that once you get in that habit, it really createssome sustainable momentum for the long home you can just say, but that was atotal disaster. Great, let's learn from it and you become that much strongerbecause of it. I, like it, the activity or action oriented you, never a hundredpercent correct. I feel that in my bones, man, humility to take the carand shoot your shot. I love it Jaren. Thank you so much for sharing thatsharing your Insein, your story with this man I feel like we could probablyhave gone on for another another hour, but I appreciate it what I be on againand probably listeners hanging out with that. Thank you. So much will look amixin. This was another episode of the Sales Engagement podcast to help thisget in front of more eyes and ears. Please leave us a shining five starreview join us at sales engagement com for new episodes, resources in the bookon sales engagement to get the most out of your sales engagement strategy, makesure to check out out reached T. I o the leading sales engagement platform,see you on the next episode.

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