The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 1 year ago

Where to Find Fulfillment in Your Professional & Personal Life


You just raked in $1M for the second year in a row, but…you’re deeply unfulfilled and your personal life is in tatters.

You need to admit that you need help.

In this episode, I interview Ian Koniak, Strategic Account Director at Salesforce, about how he actually faced his unhappiness and started to create a fulfilling life for himself.

What we talked about:

  • Separating self-worth from performance
  • Prioritizing family and health while eliminating addictions
  • The transformative power of a healthy routine
  • Authenticity and coaching

To see a ton of motivational videos, check out Ian’s YouTube channel.
For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

... I can be, and I was so hungry and so dedicated to, you know, to use my gifts to to help other people versus just helping myself. That was the fundamental shit. Welcome to the sales engagement podcast. This podcast is brought to 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 outreach runs 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, that io on outreach to see what they have going on. Now let's get into today's episode. Are Right, everybody, welcome back to these sales engagement podcasts and if this is your first time on the podcast, welcome to the show. I am one of your host, Alex Kramer. I am joined here by not to flatter you too much, to host, but maybe one of my favorite people in this world here. He goes by the name of Ian coneyacs. So, first off, Ian, welcome to show my friend. Well, it goes both ways, brother, because you are one of my favorite people, because you bring energy every day and I love it. I love it after that. Well, well, a little background on you. So I and we have known each other, I would say, for the past, you know, five, even even closer to six years or so. We've been to many different countries together. We've been in many different upleveling our careers and our mindset events, you know, from sales leadership to selling skills. Percy man, you've been a huge mentor of mine, not just in terms of how to truly impact people, what it means to be a true leader, how to manage, so to speak, the roller coaster emotions of sales, and I will never forget kind of you just give me some career advices. We were walking up a volcano that one time in Guatemala, as I was saying, what am I really doing with my life? So, beyond being that, you know, you're a comperformer at sales force. Today, you run a coaching business as well. So he and you're a man of many talents. Want to kind of give you the floor here to introduce yourself at a maybe a little greater extent. Yeah, great, great to see a man and this has been a long time coming. I think you teach me up pretty well. But my focus right now is really two things. It's forty two years old and my goal and life has evolved to helping sales people specifically untap their full potential. And you said that I was on the roller coaster of sales for a very long time. I was not necessarily happy, even as I can continue to perform and get all the material things that I thought I would make me happy, it didn't deliver and fortunately, through some doing, a lot of personal work, a lot of inner work, which I know you are part of because you saw me in the depths of my deepest struggles last year, I've come out stronger and much, much happier, and now I'm dedicated to giving back to the sales community through, you know, through coaching. They're sharing my story and really two areas. Number one, helping people find joy and fulfillment in sales and in life, and to helping them sell more and so better and untap their potential that people know they're capable of performing their best, and most people are just at a seventy percent if that, and that's what I keep seeing over and over again is is this, you know, this frustration that they're not performing to what they know they're capable of. So, however I can support you, I'm happy to do it. Man. Well, you know, I think you are so great, first off, at helping people find more enjoyment in life and also helping you will sell more because you're on the journey yourself like I. You know, even just you know...

...from witnessing what you what you've been doing are the past five or six years, from you kind of having these big Aha moments of what am I doing? I got so much to give, I got so much purpose. Where do I direct that towards? So I kind of want to just take us like through just, you know, at a high level, what is your journey been like from where you were maybe five or six years ago, from you're selling at a very high level. You're the number one and eighty at sales force for a little bit. What did you do and kind of what's been that journey to now where you're out of living with such passion, with such purpose every sing I'm talking to him like damn beans, crushing something right now. So so what's been that journey like? Yeah, I think the journeys never over. I think the journey for me has been has been a struggle in some ways and it's been very where there's pain there's growth. So there's been a lot of pain and I won't get into do to too many details because it's only thirty minutes. But fundamentally, at a high level, I had a lot of pain in sales right before I met you. Actually I'd missed my quote of three years in a row. This was from two thousand and fourteen to two thousand and sixteen right and I was ready to move sales force and go to your old Alma matter Microsoft. You know, I refused to accept that something could be wrong with me because you know before that I hit my quota every single year I had. I had hit it every year Rico and my first year at sales source, and then I bombed three years in a row and I was like it made me realize that at the time, you know, I had all my self worth attached, and I see this over and over again, to my performance. So if I was hitting quota, and I'm sure you see this too with your team, being a new sales leader, like, if I was hitting quote as happy, I was feel on top of the world, ready to rock and you know, good momentum. If I wasn't, I was questioning myself. Well, well, the challenges. When you're in the enterprise, you know those those deals are not transactional, they are coming every single day, and I was in the Enterprise Division of sales force where, frankly, some of these deals could be six months, twelve months or even years in some cases for the larger ones, and I was just an impatient person and so I was fed up, I was frustrated with myself and at that point I was like, I need some help. So I joined mastermind program called epic impact, which I know you were part of and it's part of our journey. In that started this reflection where I started admitting, I think the first step to getting help in any area in life, whether it's your marriage, whether it's your sales performance, whether it's your health, is admitting you need help in getting help. So that's what I did. In the start of my two thousand and seventeen se look, I don't know what I don't know. I'm not hitting my numbers. I need help. So they promised me to perform better in this group and I'm like, that's why I signed up, right. And what I learned was not actually selling skills. What I learned is a lot of personal development in that that started my journey to really working on myself and realizing that, you know what, when you think you have all the answers, that's when you've already lost right. And so it started with really humbling myself and saying, you know what, maybe I'm not God's gift to the sales world. If I was, I wouldn't have missed three years in a row. I need help, and so everything they told me was really geared at helping me, not with selling skills, but more establishing a vision for what I wanted. I've been so short term with my vision before. was like to hit plan this month or this quarter, this year, and that was it, like I didn't have a three or a five or seven year plan or anything. Now I have like a life plan. So I think it starts with realizing that what you're doing every day. Goal can't just be to make money or hit quota. It's got to be it has to align to a greater purpose, right. And so that was kind of what I learned during those years. And my purpose became being the best version of myself, including the best sales person I can be. And I was so hungry and so dedicated to to use my gifts to help other people versus just helping myself. That was the fundamental shift. I was only being about me and my quota. But then what epic induct tell me is like, Hey, it's not all about you. You need to serve other people. So the way I showed up for my sales calls and what I started to focus...

...on in selling evolved. Versus like the goals hit my quarter or make a number, make you know, certain income to I am trying to change the lives of my customers, make their lives better, make their companies more successful, and I just spend my time, I really learning about what they're doing today, where their challenges are, where their struggles are, and come up with a solution versus a product. So I made that shift from Moret transactional the more strategic selling and I started crushing it. So I ended up finishing I sold almost six million dollars. Aarr that year finished number one, made over a million dollars, and then I'm like is this it? So I everything I thought that would make me happy. Did Not write. And when I repeated it the next year, I sold over four million. Again, I was over two hundred percent a plan, maybe another million dollars, and I'm like, okay, something's got to give. So like this isn't giving me what I want. And then I started a different kind of work. Right, it wasn't. I knew I could be the best salesperson, but I didn't necessarily know why I wasn't happy. So the past couple of years have really, really been about me trying to find that source of fulfilm and enjoy so two thousand and Nineteen, I start this coaching business and I say, you know what, I'm going to really give give back to others, and you actually were part of that because you had been doing this three hundred and sixty five day challenge, meditating every day, and I said, you know what, I'm going to give back to other people for a year straight. So I started doing these instagram videos every day. That was my challenge. I'm like, I'm going to make a video to help other people motivate them and anyone listening, if you want a huge as archive of instagram videos going my IDTV. You can check them out all there. And that was kind of the project. I didn't have followers. I grew this thing that to seventy five hundred people and my ego just became this frickin monster ego. Okay, so, and the two don't I tell like, man, I'm the man. I got all these followers, I got coaching business, people love me, killing that sales force, and then two thousand and twenty hit and everything went to Shit. Okay, so I'm giving you the longer version of how I got here, but I love it. What happened? So so I proved I can sell, I proved I build a business, I could be an influencer whatever. In this is still again about ego, right. And meanwhile I have this amazing family that I'm just totally neglecting, right. I am so enthralled with my side Hustle and with my business that I think I start to literally separate myself and my wife because she's not is you know, ambitious in the same ways that I am. She's ambitious as a mom and as a spiritual person and as a good Christian, but she's not ambitious for career, for exam. So I started thinking to myself, you know, what was distancing, because my priorities were not her priorities. Her priors was time and family and raising our kids a certain way, and I was just trying to become, you know, this this guru or something, or the sales expert, thought leader, and I thought that was the most important thing. Well, anyway, to make a long story short, it wasn't working at home and my wife nearly left me and I also was struggling with the diction because I had this I was going so hard that I needed a stress really so I'd always unhealthy vices and in two thousand and twenty everything changed. My priorities covid hit, I was with my family and I nearly lost my wife and I'm like, I have to you know, none of this matters if I can't share with my family my wife's pregnant time right and she's super stressed out. And so, basically, for lack of a better word, I got my shit together. I did some soul searching. I decided to get sober from from six vices that, frankly, we're not served. It serving me. I got my family back and now I realize what is most important, and that's your quality connection with those you love, and that's setting good example for how to live, not just trying to make as much money. So two thousand and twenty through now it's just been really doing the deep work of, you know, finding out why I was happy in the first place and what I was searching for, and it turns out it was in front of me the entire time. So I know I just went on along long monolog but you asked a very detailed question and to get here...

...there's a lot of steps and there was a lot of missteps along the way, but I'm so grateful and blessed to be here with you right now and now I can truly serve people because I've gone through that hardship myself of nearly losing everything and now I do believe, I know it's most important, and so it makes me a little more authentic and what I put out there and the conversations I have, because every day I'm just so grateful that you know to be where I am considering it all could have been gone if I haven't addressed some of these things, and I feel so much healthier to without any of these vices or addictions that I used to have. UND percent why, you know, I first time. I appreciate you sharing all that. Those those exactly the answer I was hoping that you'd give right there. So a couple things. First off, I think I spoke to you, you know, probably like three or so weeks ago. I hadn't spoke to you in a couple of months, maybe through three months. There are. You showed up and it was almost like I had to wear like sunglasses. I'm looking at you through a zoom just because I felt like you were just kind of like radiating of this like such good energy, of this like lightness of like you were just not trying to get somewhere else, which you truly are, very presents and humbled of where you are at right now. You're kind of just reading a sense of abundance and you talk about all these different things that you've done in your career, from back in two thousand and seventeen. You wanted to be the number one rap sales force. You did it. I remember getting the call from you being like Hey, Alex, I'm thinking about doing this post on instagram for three or sixty five days in a row. What are your thoughts? You did it. Hey, Alex, I'm thinking about doing a toll coaching business. You're fully thriving in that sort of stuff, and so you are such a great example of someone who said it's hey, if I have a goal or a vision, you just got the hunger, the zest of going out and getting it done. And now where you're kind of like evolving and matrain with your vision is it's not just about going out and accomplishing something. Hell, yeah, I'm all for that. Let's go out and crush quota and all that sort of stuff, but you're now really taking the approach of what look like for crushing that and achieving that by being here right now, and it's such a small nuance that I really like just just been kind of aware of what you are going for. It's a great example that I want to be replicating. Walk through that that Gonda proces I want to I want to I want to talk about recovery and what that's done, because you have to. So I'm going to just get a little vulnerable and share what I gave up, okay, because it's a lot. So I am it's been over here. So I used sick at all right, and that was like a crutch for me because I'd be productive to and I took it. Why stopped taking that? Because I realize I was taking it for the wrong reasons. I used to get drunk a lot. Come from Alcoholic family and have addiction in my family. I have not gotten drunk in over a year. I didn't give up alcohol together. I'll have a glass of wine, you know, with my family or whatnot, but I have not gotten drunk. I've not smoked pot, I've not viewed pornography, I've not played video games and I've not gambled. I've also given up instagram and facebook on my phone. So I didn't close the account, but I took him off my phone. So what happens when you give everything up? As you are forced to face your emotions. Okay, and in facing your emotions, you can recognize when you're anxious, you can recognize when you're agitated, you can recognize when you're sad, when you recognize when you're like you're sitting with it where we are living in a medicated society and you know, yes, addictions get a very bad rap and there's a lot of taboo around them, but the reality is many people are addicts in other ways. They're addicted to their phones, they're addicted to social media, they're addicted to shopping on lunch shopping, they're addicted to just like sports or TV or video. You know, it doesn't matter. It doesn't have to be alcohol or sex or, you know, some of these more extreme, different type type of addictions. Right. So for me, when I recognized I initially started by giving up pornography. And what I recognize and doing that is there's other things that I kept going to when I was feeling uncomfortable. And so I'm like,...

...look, if I'm going to be in true recovery, I'm going to need to like the pattern. And so I think it starts with identifying those things in our lives that we go to as a crutch whom or not feeling well, that we want to eliminate or scale back a little bit. Could be food. I mean, everyone's different, but everybody's got something right, everybody's got got something, and so for me it was like it wasn't just like one of the things. It was like, why do I go to these things and why? Why do I feel the need to medicate in the first place? So I started going to therapy, I got the twelve step groups. I did a shit ton of Work Alex to really understand the root of like what was I, you know, in pain from and everything I wanted right, and what I realized was a lot of this times it was just like feeling overwhelmed and stressed in the sales of super stress, when I would just go to these things because I was trying to get stress relief. And so I would encourage as a starting point, you know, thinking about the things we go to when we're stressed or tired or agitated, and think about whether these things are serving you and take an inventory of all those those things. Right. So once I read through that, I started becoming really conscious of my feelings and then it was a matter of okay, how can I deal with these feelings? So if I'm feeling overwhelm, I'll give you a perfect example. So last night I was feeling a little stressed because I had a proposal that I had to work on for today that I hadn't done. I also refinancing my house. I also have a side business that needs some tax stuff. I also am planning some personal vacation stuff and I couldn't get a rent O card. I just have a lot on my play a lot, and I felt myself feeling, you know, when I was agitated. But the key is that I don't bring that home into my personal life. I said a boundary where I am done working at six pm every single day and wherever I am I'm going to be present with that person. So at six PM I go inside and I'm with my wife and I'm with my family. Okay, and that's what you see when I'm with you, I'm present with you and you bring out a positive energy and me. Well, my wife immediately sense that I was like feeling overwhelm. They're agitated, and she's like, you know what's going on? I sense you're like a little bit shorter than I said. Well, I've all this stuff going on, I feel a little overwhelm, honey. You know what, if it's okay, tonight, after we put the kids to bed, I'm just going to go on my laptop and get this proposal hashed out, because I try not to work at night. Once I try to shut it down, but you know, if I do have to do something, I knew that I would feel less stressed if I can go to bed knowing this. This wasn't hanging over my head. So we spent together six to nine. I was present with her, I finished the proposal and I slept very well at night and this morning I woke up and I went for my run. I'm a man of routine, so I'm really relying on these habits and routines instead of letting the emotions take me out of my game. So I lived by a schedule. I stick to it every day. From zero to nine, I'm with my family, between nine and ten, nine and eleven I'm spending quiet time with my wife, were reading or watching a show, and then I get you seven hours sleep plus that I exercise, that I do my morning or two in the morning, and this stuff, regardless of how I'm feeling, is what I can depend done, because it makes me feel better. When you coach every day, when you exercise every day, when you're with people you love every day, when you're connecting, you can't help but feel good. And so this journey has really been evolving into the things that made me feel good in the very short term to really evolving to gives me long term joy and fulfillment, and in doing so I can be very present because I'm committed to whatever I'm doing in those moments, if I'm running them, committed to running, if I'm on a podcast, and committed to the podcast. But it starts with like identifying what takes you out of alignment or with, you know, the things that aren't serving new in terms of where you want to go. You know, makes even think, even as a leader, you're outside world is such a reflection of your inside world and whether you're husband and a father, whether you're leading a sales team, whether you're talking with customers every single day, they start to reflect exactly how you feel like. I remember there was about a month or so go is feeling really a lot...

...of anxiety or insecurity, and you know there's a lot going on. As I'm talking to all these people on my team, I'm like, man, why is everybody so anxious? Why through I feeling so insecure? And then I looked at myself the mirror I'm like, damn it, it's because I feel anxious so insecure right now, and so it's, you know, it's a lot of times of we like to try to think hate our work self is different from our personal self. Right, UN let's just you know I'm selling here. It doesn't matter how things are ordered by home life, hasn't matter. They are going by hell through team, but they're so interwoven, a hell of a lot more than we give it credit for. You're so spot on. You you just gave the secret to a fulfilling, happy life. Right, it's being the same person at work as you are outside of work, right, being authentic, being you good bad. You know that. That, to me, is the secret to selling an outside of sales. Frankly, is to be consistent with how you show up. So when I I have a hardass worker and I work hard in all aspects of my life, it's not work is done, turnoff the t turn on the TV and watch sports all weekend and this is my time to that bullshit. Okay, weekends come around and I'm planting, I'm gardening, I'm barbecuing, I'm planning our vacations, I'm taking care of business, I'm with the family. Were always doing stuff and it's like that's who I am. Where used to be all in or all out. I was all at work and I went so hard that I had to be all out when I wasn't working, and now I'm just all in period. So that's kind of what you're seeing and it's it really is. The truth is like you can't be two people, man, that's a conflict. That's that's really exhausting and that's what I was frankly, I had I had a double I live a double life and in terms of, you know, my sales life versus my personal life, and now I don't. So I think you're really onto something there. So, as you've kind of gone through this journey, as you are continually learning and you are continually gaining feedback from the world on where you need to go, what are some of the things so you can kind of mentions, like hey, when you start to feel this sense of Oh, I got a not going on, I'm really starting to get a little anxious in my body's tense and up. Yeah, what do you do, like for the sales people out there or sales leaders out there who you know they got a lot of meanings coming up. Maybe their personal life isn't going as well as they want to. Hey, I'm transitioning back in the real world. I'm feel a little anxious about all the sort of stuff. What do you do? Like how do you kind of click yourself back into saying, Hey, let's get myself grounded here, let's get myself feeling right before I just, you know, go face first into wherever it is I'm trying to go. Yeah, I think for me I rely, as I was alluding to earlier, on healthy habits and for me daily exercise is really apart. So Diet, rest, exercise. You know, fundamentally, when you have those in order, you have more energy period. Right, if you're not rested, if you're hungover, if you're frankly out of shape, right, you're going to show up is more sluggish or more irritable. And so for me that is part of my values, is taking care of my physical health. My father passed away when I was when I was nineteen years old. He was fifty three, and then I saw like my cousin pass away forty seven. Then I saw my first bossed sales force diet forty nine. So I see people that died because of lifestyle and health. So help for me is extremely important, and I know it is for you too and your runner and whatnot. So so I start my day it's about having a consistent morning routine for me every single day that gives me energy to show up and feel good. So happen to be on praternity leave right now, but during the sales force work here, when I'm when I am working, there's four things that I do in the morning every single morning that get me primed to like feel good, regardless of what's going on outside. Right because if you can feel good in your habits physically, you can handle because there's always going to be there's always going... be stressful things, there's always going to be things that come up that are hard. It's all about your ability to respond to them. So my my things like put myself in an optimal mental and physical state to be able to respond to adversity or obstacles or challenges that come up, which they inevitably will. So the four things that I do every day in the morning are I rest, first of all. I guess that starts the night before, but I get good rest. That's foundational. So that's not one of the four. But the first thing I do is I have a shake. It's a nutritional meal replacement shape, organic, with viting Mineral Green, with the green supplement. Throw in some brokenut water and I throw that in a little bit of coffee, you know, separate, and that's like my breakfast. It gives me a lot of energy. Then I hit up my palet on bike or I go on to run or I do push ups and sit ups. That's my exercise routine. Then I typically will take a cold shower right after exercise because I'm already like sweating. I'm hot now. I like open up those pores right they're open and you close them up and it just like rakes you up right. So to cold shower this morning, and then in the shower every single day I pray and I I say a gratitude prayer. I've been doing this for years. I'm a man of faith and I'm a believer that we're not just here by accident. So for me it's really important that I thank God for everything that I have and I pray for other people and I pray for his will and spirit to be inside of me to help me influence, inspire and help others. Right it's all about praying for others and letting letting him do as well through me, to help other people, and that's really important to me right. So having that faith in that purpose beyond just myself. Then I start my coaching. So before I would start seales forth at nine and I'll coach for me tonight. So you have to imagine. So what did I do? I got myself prime with exercise, I put, you know, energy, nutrition in my body. I set a prayer, I woke myself up with the cold shower and a coach. So I did five things that are all about helping, serving, connecting feeling great. So you can't feel bad when you've done those five things. I cant have the worst for I can wake up in the worst mood in the tap it and then I do those things. I'm all, I feel better. It's guarantee. You do cardiovascular exercise, you are going to feel better. So for me it's like, don't rely on the emotions of the feelings. Like rely in your habits, in your discipline, and do those things regardless of about your feeling. And you just had the hack which which frankly, most people don't have, and you're at a competit of advantage so that, to me, is fundamentally important. Rather than I do is identify what's on my plate. So thinking about this is again I give you super long answers that I want to be like, and like it like it's all about, like, what is the thing that stressing you out right? Usually it's something that you're not dealing with that you know you need to be right. It's the big thing that you're procrastinating on. So for me it's like, okay, the source of stress or feeling anxious is because I'm not dealing with this thing I know I need to. Maybe it's personal, maybe it's work, but I time block. So identify what is that thing that I need to do and I time block and I make it a priority to take care of it right and I do this every single day. I give you the example last night of getting that proposal done for a company I'm meeting with today. That's I think another part of it is like stop her cresting it, and I've gotten into this like habit of taking identifying what needs to be done, that's the most important thing, and time blocking it and actually doing it so it's not just sitting in my head stressing me out. And then the last thing, which is probably the most fundamental of all, is focus. Right for me, you have so many inputs coming in, so many demands of you as a leader, as a husband, as a sales rep is, a father, whatever. It's all about understanding what's the most important things that you need to focus on and doing those things, versus letting the day overtake you and getting flooded, you know, with your inbox or man's like. When I'm on this call, by the way, my emails closed. My ponus on silent. That's how we treat every task that I'm doing. I'm not letting the day overtaking getting pulled in twenty directions. I'm not a...

...freaking puppet. Okay, I pulled the strings. I pull the strings. I choose my calendar, I choose where to spend my time. I identify what is most important. And in sales it's R Ga's, and you've heard me talk about this before, it's revenue generating activities. Okay, it's either setting meetings, doing meetings, preparing for meetings, for following up on meetings, and those should be either meetings that advanced pipeline prioritized above all else, or create new pipeline, and that's it. Everything else is noise. Right. So if you can buckle down to am I doing things, advance pipeline or create pipeline, right, that's a good frame of where they should be prioritized. In the sales world. In the personal world, it's all about making my wife happy. That's how it goes. So basically, you know, planning trips, cooking, whether you know, taking care of the kids, cleaning the house, just stuff that she appreciates. It's going to take the load off of her back. So I am a hyper focused on what I mean doing and that's been, for me, a huge part of it. So I just wrote on a bunch of making stuff for you. You know, I think what I really like about all that is it it's I wanted to call a word, regimented, but it is very like you have a process, you will routines, you have habits that you say, whatever I'm going through, as long as I show up and I executed you. It's a cold shower as meditation, whether you know whatever is, you're giving your body, your mind, your emotions the best shop to show up in a clear and abundant way. So purpose every routine's right there. It's kind of like the safeguard of whatever you're going through. Put it through this machine, so speak, and hopefully on the other end it'll come out and it works. People ask me, how are you so happy every day? How do you feel so well? I have a freaking lot to be grateful for me and I'm happy because I've created my dream life. But I wasn't before. I didn't have these routines, I didn't have you know, I think a lot of it comes down to connection to I think that's probably the most important thing. Is like, every day of lunch my with my wife, I block off an hour and from six to nine I'm with my family. I'm connected. You know good friends that I do stuff with them the weekend. I when I'm talking to you, I'm talking to you. It's like that's the cool thing. Is like when you know when you're locked up in your front of Laptop all day, man, that's miserable. I wouldn't wish them on anyone. So I've been filling my days with in in sales. Connecting is what we need to do with our customers. We need to be meeting with customers and having conversations, not sitting behind and just behind a desk working on Admin or three hours for proposal. We have to prioritize. That's why we're all in sales, a lot of US anyways, because we're people persons and this is a natural fit for us. And for me, I know when I was miserable in sales, a lot of the Times it's because I wasn't necessarily doing what I love doing, which is meeting with customers, presenting, and you know, I'm working on deal also. I think. Yeah, we agree that you can schedule not only a personal time with those habits, but also your work time with making sure meeting and getting in front of People's a priority. You can't fail, you know, unless you're just a repulsive, repulsive person. That normal, and now let talk to but then you probably shouldn't be in sales. So we you know, not not to to give you a pluge too much, but you know, I think, why you are a person that people gravitate towards and why people are continually asking to be coached by you, why your customers want to take these meetings with you. Right. We actually had eve been planned for this conversation to be about how to get conversations with the sea level. We didn't even we did with this kind of digress, with which I love the conversation. But you're the type of person that people are naturally drawn towards because you're showing up in a certain way that you're you have credibility with it. First off, that you've gone through the experience of, Hey, you are a top producer, you have work with organizations in a really strong way, which are also you're still going through it, like you're willing to take off your I know everything had to say. Yeah, I can teach you through my experience here. I can teach you through the lessons and the struggles and the awesome things,...

...but also, I'm not about to tell you that I know everything right now. You're still learning. I think that just just so much humiliar with you now. I just commend you for that. And I have one question here, because they know we are a got up on time here. You said one thing earlier, kind of a little bit of body of what your Wi is, and one of two wise was everyone helping people find enjoyment in their life and then, second helping people sell more right there, which those two things can usually go hand in hands. You can be as brief for it as long as you want here. As my last question for you. Why is that important to you? Right there, that's such a clear mission that you're not just saying, you are embodying that, like I see you, I talk to you, I witness you embodying that. How and why did that come about? There? Because it's my story. My story was I thought that if I sold more I would have everything I wanted, and that story didn't have a happy ending in the sense that I thought it would be. I thought if I bought my dream house and I drove a Maserati, I have a two million dollar house by the beach, I have another house to Conda, I had all these like I've done really well in a worldly material kind of way, and it didn't give me what I was looking for. And so in that process I learned how to sell really well to executives, in how to crack into the largest companies at the highest level and connect with them at a level that, frankly, my competitors and other people weren't doing. And I know it's important that I teach that. I'm not teaching how to make a million dollars. I'm teaching how to get in the door with senior executives and solve real problems. That will position you as a trusted of wiser and as a, you know, company that they want to work with based on how you show up. So no one was teaching that in the market. Right a lot of people are teaching the what. Here's what to do and here's how to write an email or here's the activity stairs. No one's teaching how to do it. So how we sell the quality over the quantity is really what I'm after is teach real skills in the enterprise that help you effectively prospect, discover present clause, negotiate and grow on account right, and I think there's a just a huge gap in the the sales training world for that. So that's the first one. The second thing is I want people to be leary of just making money and being better in sales the goal, right, because if that's only the goal and they're not, they don't have a strong wire, they don't have a vision or they're not they're not going to be happy. They're going to be a better sales person for sure. And that was my store. I went through that. So helping people identify what truly brings happiness and fulfillment outside of just their performance. I mean to me, I found that that secret, I found that light right and it's it is connection, it is growth, it is contribution, it is faith, it is taking the best care of yourself, it is belief, it is service, it's all of these things. So it we really need to break it down. It's like, what is your life look like if it's just work all the time and everything else is outside? Is like for nothing, like what's the point of it? Right? So that's really important to me that people find whatever it is that for them, brings true happiness and fulfillment, because in our society it's needed more than ever. And again, if you're not a happy person, you're not going to be a great salesperson, okay, and if you're not a great person, you're not going to be a great salesperson. So how do we work on the foundation so people can show up their best? They go hand in hand. They go hand in hand. But everybody wants to know that the secret to selling the most and get the selling skills and that's all there is. No one's talking about the personal development or if they are. It's completely outside of the sales world. It's like Tony Robins. So my goal is to really infuse the two and create programs that reflect upon both, because one without the other is not the complete picture. Like you're saying, it's two different lives...

...right. So at the end of the day, it's all about being the best version of ourselves, wherever we are, and so that that's kind of how I came upon that being my mission. And frankly, someone just want selling skills. Yeah, I can give it to them, but it doesn't light me up as much. I want them to get rid of me and tell him like what they're not happy about in their lives and their bad habits. And I had a guy coach that was playing video games twenty thirty hours a week and we I made him, on the first call, give it to his wife and say we're getting rid of this. And now he's playing hockey with his buddies, going on dates, he's going on boats, he has all this time, he's working out. He's like a different person all because we made one little tweak. So sometimes that's what it takes. And you know, if you think you can be a great killer salesperson without doing the personal work and with having your personal life and shambles, you got some some stuff coming to you, because it won't work. It'll blow up on you, just like it did on me. Right. So that, to me, is part of it and I frankly think we're moving away from what makes us human and how God made us. Right. I think what makes us human is that love inside of us, that joy that you see in kids, that I see my children, that somehow, you know, as we get older, it gets sucked out. So we can bring some of that back and just get people connecting and being authentic and real loving and support of each other. Man, our society, our worlds can be so much better than it is right now, or people fight and point fingers and blame and you know, I just think it's needed more than ever. So if I can be any part of that for even one person, man, I've done my job here. Oh yeah, well said my friend will said. I commend you for showing up, for being vulnerable, for just like fully being you, dude. Last question. I told you my other one was the last question. But if people listen this to like man, I gotta get a whole that e and I gotta listen to whatever he's putting out there. How do people finally, how do people get in contact with you? Yeah, two places. First is linkedin and living there these days. So connect with me on Linkedin. If you connect with me, I'll accept your request and I'll send you a link to my news to which every week I sent out a sales training video which infuses both selling skills and personal development topics that I talked about. You'll get a new video every week. They got a Mondays or Tuesdays, so that's probably the best place. In the second places Youtube. So I've taken all my videos. They put them on Youtube. Subscribe on Youtube. You'll get everything that I put out. But just reach out, send me a DM tell me how this is impact to you if you do want to learn about you, how we work together one on one or what I'm up to. Happy to share a little more details if any of the stuff resonates, but linkedin is is definitely the place and I have a website to e and Konnyaccom if you want to learn a little bit more about my program so appreciate you asking the question. Thanks for thanks for helping me promote when I'm come to do as well. Hey Man, we support each other, so he and I appreciate you be on showing for all of our listeners who are listening in as always, thinks we're being on sales engagement podcasts and we look forward to here and you get on the next one. Em thanks brother, thanks buddy kick her. 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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