This one's a little interesting. It starts off, we talk about personality types, what we naturally like to do, and then we evolve into what makes great sales people.

And the the P word comes up a lot process. Now a lot of people misinterpret this or get a little too extreme with it.

Because in sales like in anything, we're playing a game. And I use the word game to kind of confine what we're doing into something that's understandable.

I'm not playing not the use of the game as play like a child play. But more as how do you come up with a metaphor for what we're doing?

And the word game comes up quite a bit because everybody knows what a game is. There's typically some structure, some objectives, some players, some rules, some process to winning the game.

And a lot of people take the word process and they try and turn it into what's in the CRM or what their company says is the process or some silly checklist of things that a deal has to have.

And that's the process what we want to be. You know that. You hear it all the time. Discovery call presentation, demo, proof of concept, proposal, negotiate, close.

Well, guess what? No one buys that way or at least not many people. That's what we would like it to be.

And that's what it is when someone comes to us maybe in the beauty contest sale where you, you know, you're one of the contestants and there's the talent. There's the big, the bathing suit part, which I tried to avoid.

And at the end, somebody like has a little chart and they check the boxes and they put the pants, the votes together and the committee goes away and comes back.

That's not most of us. Most of us, we have somebody who likes our product and wants to use it has a personal win associated with it and needs the company to buy it for them.

And how do we get that done? Because yes, it does a lot of company, but the company isn't initiating this. Somebody internally is.

Let's get into this interview. This is a great sales rep. I really enjoyed the conversation. I'll sum it up at the end. And if you want to become great at sales, go to B2BRevenue.com.

Check out the courses. Sign up today. Also at the end, I'll give you a little hint about what sales coaching is and isn't. Here we go.

Hey, Chris, thanks for joining us today. It's way getting started. It gives a little background on yourself.

Absolutely. Yeah. So right now, I am the global vice president of the strategic sales and enterprise sales for five nine. I've been at five time for not years.

I started out in enterprise sales as an individual contributor, top performer for four years, then pivoted the leadership and have done a lot of cool things.

I've built new territories. I've done good market regions and built new regions in different countries, such as Canada, as well as Europe.

Yeah, expanded and built teams over for a global for strategic sales. It's a very different movement. A lot of cross-functional teams. But before five nine, I was at AT&T for three years, done leadership, development training there.

Before that, I worked for a private jet maintenance service company selling their services. So I'm all over the board.

Yeah. And why sales for you? You know, I feel like sales for me. And I think it's the same thing for a lot of people.

I don't know too many people that are in high school and in college and they're like, I want a sales degree or I want to go to a sales career. But what happens is you inherently were doing a lot of those things and it falls in your lap. And I think it's.

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