One thing that I've learned working with tons and tons of salespeople is that the closer they are to the P&L to the, you know, I do this, I get that the more effective and focus they are and I know you probably

have a nice base salary but enjoy it it's It's nice, it's good. But don't let it distract you from why they

hired you. They didn't hire you to sit in a meeting. They hired you to sell. They want revenue from you. And they give you a nice base

salary to kind of keep a little handle on us. We're going to get into these issues today because we're going to talk to

somebody who left a company and went out and did a startup and into the

interview I find out his superpower something that he does really well

that all of us can learn how to do really well but very few of us ever get there. And this is something that I talked

about yesterday in our office hours for closing the complex sale. Go back over the last quarter or even a month and look at how much

time did you spend on non-revenue activity or false positive deals, deals that sounded good but didn't have the main ingredients?

Then mark down what those ingredients but didn't have the main ingredients.

Then mark down what those ingredients that were missing were.

And then look at the deals that did close

during that time period. And how much wall clock time did it take? Not

calendar time, not start to finish, but actual your focus time, number of emails, phone calls, thinking, all of that, put it all together.

And I bet it was pretty surprisingly low.

My point here is that we're not utilizing our time to generate our income. We tend to get stuck feeling effective when we're just

distracted or it looks like work or selling but it's really just playing business.

Let's get into this interview. This one is one that you're going to probably want to save

and try and work into your daily routine,

your strategy.

I'll sum it up at the end

and I'll give you some ideas, some output that came from the

...