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.

There's a lot of hard times in sales, isn't there? Or is it always smooth

sailing for you? I can give you several examples of some of the tough times I've had and it seems to be pretty consistent no matter what industry or type of sales profession you're in, but what I've found and been thinking more about lately is that when I've had those really challenging times,

those where you get punched in the mouth and you're like what am I going to do with my life type thing?

Usually that forces me to take action to do something different and I end up learning way more and I feel

becoming a better salesperson. So it's how do you react when things aren't going well and do you do something about it as a

salesperson or do you point fingers and kind of go back to what you were doing before.

So I think although they're very painful, those tough times, whether it's something related to the company, outside of work, the economy, whatever, I think it helps make you better in the long run. You just have to see through that long-term plan to get there.

So I appreciate those hard times.

I prefer the good times, but it's helped me for sure over the years.

Yeah, and I think people have this misnomer that your comfort zone naturally gets bigger over time

and it's just the opposite. It gets smaller and smaller unless you do something or something does something to you.

And the hard times is something doing something to you typically.

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