Hey, before we get into the interview, I want to make sure you're aware of our other podcasts,

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 queue 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 B2Brevenue.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 brevitypitch.com, the fastest, easiest way to become

great at sales and practice before it's showtime. Here we go.

Do you ever see reps getting their, letting their ego get in the way of their income?

I do. I think sometimes we kind of get in our own way and we sort of limit our success in sales.

I mean, the ego side is probably a little bit of a double-edged store because you have to

have some ego, you have to have that confidence in a variety of ways in sales.

But there's also where it can kind of get in your own way and you don't want to let it

turn into something

like being a narcissist and really holding you back and you know burning bridges along the way so

I think there are some good things to have in that confidence in the ego but there's also where it can

kind of hold you back and you take everything personally and you know everything is a self-esteem hit or everything is all about you you you and you take everything personally and, you know, everything is a self-esteem hit or

everything is all about you, you, you, and that usually doesn't end very well in sales.

Because I think this is instinctual. It's evolutionary. It's to protect us. Because let's say you have a sales call and say both of us are in it, we come out of it,

...