Today I'm going to give you one of my best kept secrets that I've shared quite a few times and very few people listen.

Well, I think they listen, but since it goes against our instincts, our desires, our feelings, our ego,

we don't take it, we don't do it. I've been doing this podcast now. It's 15 years. This month.

Please don't send me a note. About that, I've got too many from LinkedIn already. I appreciate it, but it's burying

my inbox and I can't see the good stuff through the other stuff. We always talk about will. Will and skill. That's pretty much everyone

can break it down to that. But everyone thinks the will is solely about the willingness to do the work, the willingness to stick through it, the grit, the David Goggins type stuff.

And it's important, and it's hard to be successful without it. They're right.

But there's another part of it that nobody talks about except for me and very few people get or don't want to get or think they already got and that's the willingness to get your sail out of your head and onto something else.

A whiteboard, a mine map, an outline, a word duck. The medium doesn't matter as much.

Now why do people not do this? It doesn't feel instinctual. It doesn't feel organic. It feels

contrived. They don't know where to start. You give them an example. Well, I'll just use that.

Well, that is not every sale, nor is it your sale and the way your sale works.

So it's like taking someone else's outline

and trying to apply it.

You know, like those silly emails

that you see on LinkedIn, by people who have failed at sales,

and they now moved into marketing, or selling their course of how to be a failed SDR in less than five years. They know how to do it.

Go do it. Why is this so critical? Because sales, especially the complex sale, is an analytical exercise.

You may not think that way.

Anyone can take an order. You don't need it for order taking. You need it for proactive, outbound large deal selling. Large deal being like over 50Kk where it involves more than one person

where it's a new customer or it's a change within that organization and why do people not write it down or have that

willingness to analyze it? Lots of reasons. You tell yourself, oh you can keep it in

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