We talk a lot about the difference between the employee mindset and the entrepreneurial

mindset.

And today we've got a great example of it and how it impacts how you look at sales, how

you take responsibility or deflect responsibility, and how you become great at anything.

Because when you own it, when you know that it's not up to anybody else but you,

yeah, there are people who can help, but that's up to them.

Not much control over that.

You can ask, you can prod, you can pay, and they will probably

help, but it's still up to you. Because what does the employee say when something goes wrong?

I did everything right. I did everything I was supposed to. What does an entrepreneur say

when things don't work? I got to figure this out. I got to try something else. What did I do

wrong? What could I have done better? It's a huge difference. And unless you were raised with it, you may not even

know about it. You may think you have it. Well, do you take responsibility? Do you own it? Is it, are you

knowledgeable about it being up to you, or do you deflect it?

Do you judge yourself off of how you feel or how well you perform?

And we're going to be talking a lot about the classic traps that we as reps go through,

the emotional ones.

We've been talking a lot about how to connect with that emotion inside of you that will drive you.

And you can connect with it too much sometimes and it can drive you too far, too fast.

So you have to regulate it like every emotion. Even if you're even keeled,

that is helpful sometimes and harmful others. And this is what makes sales so hard. And today,

most people are just numbing themselves, playing with their outbound tools, becoming go-to-market

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