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. Is energy important in sales? You got to feel, you got some juice?

Or do you?

How do you do it?

Well, I'm naturally a little more introverted, so I've had to really learn to maximize my energy, control my energy, because in sales, let's just be honest, I mean if you're prospecting, if you're going after new business, you have all these ups and downs. I mean, it can, there's a lot of roller coasters of emotions and

energy that comes with that and some can be more draining than others. So I think the

more I've progressed in my career I've had to understand myself more and what gives me energy what takes energy out of me and then

how do I focus that to maximize it best when I'm in front of the customer when I have

legit opportunities so that's a realization I've

came up out of the last few years and I think most people are just focused on busy, more numbers, getting things done, versus how is their energy

affecting that.

So I'm an adapted extrovert is what I try to do, but I can only do that for three or four hours out of the day, so I have to pick my battles of when can I have the best synergies at a time thing? Is it the type of meeting? Is it the focus and that's just stuff I've been trying to

dissect the last couple of years yeah and I think people make the mistake of being able to go

through the grind by detaching and not caring, hitting the buttons, reading the

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