Hey, before we get into the interview, I want to make sure you're aware of our other podcasts,

the sales questions, brutally honest answers show, which is a very quick, under five minutes in

most cases, sometimes just a few minutes, where I answer your questions. You can just send me any

question to my LinkedIn profile, Brian G. Burns.

And I'll put it in the queue to answer.

Also, at the sales leadership show, if you're looking to get into sales leadership

or you want to hear from the world's best sales leaders, that's where I interview them.

Check it out, the sales leadership show.

Also at B2Brevenue.com, you can learn all about all the courses. Links are in the show notes below,

as well as our link to our partners over at brevitypitch.com, the fastest, easiest way to become

great at sales and practice before it's showtime. Here we go.

You know, you hear a lot about lazy salespeople, don't you? Managers just hate lazy salespeople.

It comes up a lot.

I have a different view, though, because I've never been lazy myself necessarily, but it

does come up a lot for managers.

And I think there is some of that out there.

But when I started, a lot of the people around me were not very lazy.

So I think that sort of instilled the work ethic

that I needed to be successful in sales.

However, I think things have definitely changed

with technology and all these different AI things

that are out there these days.

...