And sales, we're always looking for the next new tip or trick, the next new gimmick, the next quick question, or call to action.

And these things are fun and somewhat helpful, but they don't really do a whole lot.

But they feel good. It's great dopamine hit, you think you know something new. It's all good. But what if you took the opposite approach?

Yeah, you keep track of the tips and tricks, but you focused on the whole game of sales. You really studied it, dug in,

became passionate about it, wanted to understand it, and have a mental model of what your deal looks like. The whole thing, not just

stimulus response, not just I do this, they do this, now I do this.

Now what do I say?

That's kind of the problem we run into with tips and tricks,

is it gets us one step, but we're still lost. We've gotten closer to something that we think is there,

but we don't know how close we are.

This I call the student of the game, somebody who really digs in and wants to understand

sales and selling in people.

Organizations, how to get them to change, how to get a great idea purchased,

not just evaluated, not just interested in it get it bought get it implemented get the benefits from it

that's what we're really trying to accomplish in sales. We think we just want the order. We think we just

want the meeting. But that's just a step to where we really want to get to.

Today's guest is going to share how he went through that journey.

And I think you'll really enjoy it because if you look at his LinkedIn profile, it looks pretty good. You know, great career progression, solid performer.

And what I found about great salespeople is everyone thinks it's the life of the party

and it's a personality characteristic and you're either born with it or you aren't.

You know that maybe in B to B's or B to C sales that's true.

And B to B I found it all over the map. I think anyone can learn it who wants to and that's the key.

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