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

podcast, 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 cue 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

B2B revenue.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 brevity pitch.com the fastest easiest way to become great at sales and practice before it's showtime.

Here we go.

So you've probably heard the old saying it's a combination of will and skill?

Definitely, definitely, especially in sales and business, but I guess working hard is definitely a good thing and then you

got to combine that with skill but I don't think just working hard is going to get you over the

finish line. Rarely do you over the finish line.

I rarely do you see the top reps,

the ones that are working the most hours.

And I think in sales sometimes,

a lot of the stuff that makes us successful

is kind of counterintuitive to what we do in our everyday life so it can be really hard to

Flip that script and be willing to change and do some of those things so I think working working hard is definitely a good thing. I certainly done that.

My whole career and we'll continue to do that up, but you have to combine it with some other things too and be

willing to kind of think different sometimes.

...