Today, Scott welcomes sales professional and friend, Jack Wilson, back to the show after nearly five years to discuss a recent career pivot Jack made. After years as an individual contributor, Jack has taken a recent opportunity to branch out into Sales coaching. He discusses that and so much more on today’s episode. Jack is the epitome of leadership, execution, and motivation. After recently having two children, Jack has made it a point to focus on balance. Jack and Scott talk about the importance of striking that balance, the value of not giving blind loyalty to a company or organization, and what it means to take calculated risks in your career.
Jack continues by listing the three things he attributes to his success in Sales, including what he calls, ‘Minimal Viable Habits,’ Community, and Integrity. He talks about the power of reciprocation and the ‘curse of knowledge.’ Jack shares how he was able to execute a plan to go from individual contributor to a new role where he’s working less, has built a solid customer base, and is making more than he was before taking this calculated risk. Jack is a big proponent of community and understands what being part of a great community can mean for you, both personally and professionally. It’s so crucial that Jack highlights the Sales Success Summit as one of the best communities for Sales professionals. Finally, Jack and Scott talk about the value of the upcoming Sales Success Summit this October and the incredible community that comes along with it!
What We Covered:
00:00 – Scott thanks today’s sponsor, Vidyard
00:34 – Scott welcomes to the show Jack Wilson
01:19 – The top three things Jack attributes to his success today
01:32 – Number One: Minimal Viable Habits
02:18 – Number Two: Community
03:18 – Number Three: Integrity
07:45 – Scott takes a moment to thank today’s sponsor, Vidyard
08:16 – Jack gets Scott caught up to speed on everything he’s been working on the past five years
15:42 – How to augment your income and network while striving for work-life balance
25:22 – Jack’s most recent transition and the power of reciprocation
35:35 – Other client projects Jack is currently working on
36:23 – The curse of knowledge
45:33 – The inflection point of going from individual contributor to entrepreneur
53:18 – Risk versus Reward
59:52 – The best part of community
1:03:29 – Executing a plan of action
1:06:56 – Jack and Scott talk about the value of the upcoming Sales Success Summit this October and the incredible community that comes along with it
1:10:02 – Scott thanks Jack for joining the show
Tweetables:
“Everything that you do has to be measurable and repeatable. And, for me, that translates into what I call ‘Minimal Viable Habits.’ So, understanding that there’s a small core group of activities that you have to do consistently on a day-to-day basis that’s going to lead to success.” (01:39)
“Another thing that I learned is if you’re trying to be a top contributor and trying to grow a family, those two things don’t really go that well hand-in-hand.” (13:31)
“I think that people who boast about work-life integration – those that say, ‘Hey I don’t need boundaries because I like when work blends in’ – I fear a lot of those people just haven’t experienced the moment in their life where they need the boundaries.” (20:43)
“One of the things I say to almost anyone who I make an ask for is, ‘How can I reciprocate?” And that’s meaningful, because if anyone has a specific need that they have, the first thing I’m gonna do is to go about finding a way that I can leverage my experiences or my network.” (31:34)
“Sales is like the mob, right? You can never leave. Once you’re in, you can’t get out.” (43:13)
“We, as sellers and employees, have to stop over leveraging ourselves with a company that, at the end of the day when push comes to shove, they are going to look out for ‘Number One.’” (1:01:06)
“The first time I attended the [Sales Success] Summit, I left that event going, ‘That part of October is now officially blocked off in perpetuity.’” (1:07:29)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL Sobriety Inspirational Episodes
ALL SDR Episodes
2023 Sales Success Summit
57: Jack Wilson of Cinch IT – Selling More While Working Less and Being Happier
Jack Wilson on LinkedIn
Sponsors Mentioned:
Jack Wilson on Daily Sales Tips:
1576. Using ChatGPT for Account Lists – Jack Wilson
1531. Sales Business Case – Jack Wilson
1523. Less is More – Jack Wilson
1502. Jedi Counsel – Jack Wilson
1474. Setup is as important as follow up – Jack Wilson
1460. LinkedIn Video Meetings – Jack Wilson
1453. Just Ask – Jack Wilson
1447. The Whole IS The Sum of its Parts – Jack Wilson
1433. Record One Year Worth of Sales Tips – Jack Wilson
1426. What They Say Vs. What’s Being Said – Jack Wilson
1419. Top 2022 Tip #2 – Be Grateful – Jack Wilson
1405. Single Thread Multiply – Jack Wilson
1398. Care More Through the Details – Jack Wilson
1391. In Between – Jack Wilson
1386. Be Grateful – Jack Wilson
1379. Managing the Back to Back – Camille Clemons & Jack Wilson
1372. End User Interviews – Jack Wilson
1365. Practices Makes Synapses – Jack Wilson
1359. Listen with Intent – Jack Wilson
1352. LinkedIn Inbox ZERO – Jack Wilson
1346. Connect, Grow, Contribute – Jack Wilson
1339. YOU, LLC – Jack Wilson
1332. Don’t Change the Subject – Jack Wilson
1325. Leader on Leader Crimes – Jack Wilson
1318. Anothah One – Jack Wilson
1311. Today’s Legacy – Jack Wilson
1304. The Quiet Struggle – Jack Wilson
1297. Parkastinator – Jack Wilson
1290. Legion of Boom – Jack Wilson
1283. Fantasy Football & Sales – Jack Wilson
1276. Apply What You Learn – Jack Wilson
1269. Collab – Jack Wilson
1262. Your Legacy – Jack Wilson
1248. The “Dope…..amine” Game – Jack Wilson
1231. Leadership is Action – Jack Wilson
1224. Teams Hack – Jack Wilson
1217. Cuddle Up With Your Competitors – Jack Wilson
1203. Have Some Fun – Jack Wilson
1196. Tool or Chore – Jack Wilson
1189. Experiment vs Experiment – Jack Wilson
1182. Sales Support System – Jack Wilson
1174. Call Everyone All The Time – Jack Wilson
1168. Make Umptions, Don’t be an Ass – Jack Wilson
1161. There’s No Such Thing As The Right Time – Jack Wilson
1154. Mutual Scorecards – Jack Wilson
1140. The ‘1, 2, Me’ Rule – Jack Wilson
1126. Curation over Collection – Jack Wilson
1119. Ditch the Dashboard – Jack Wilson
1112. Deal Likelihood Formula – Jack Wilson
1105. Be Real to Win the Deal – Jack Wilson
1091. Spread out your Mental Calendar – Jack Wilson
1084. Halos Around Your Sacred Time – Jack Wilson
1063. Using Video to set up Discovery – Jack Wilson
859. Coulda, Shoulda, Woulda – Jack Wilson
762. Timeframe (GREAT Expectations) – Jack Wilson
755. Alternatives (GREAT Expectations) – Jack Wilson
748. Explanation (GREAT Expectations) – Jack Wilson
741. Reasonable (GREAT Expectations) – Jack Wilson
734. Granular (GREAT Expectations) – Jack Wilson
727. GREAT Expectations Introduction – Jack Wilson
566. Ikigai (part 6 of 6) Bringing it All Together – Jack Wilson
559. Ikigai (part 5 of 6) What Does the World Need? – Jack Wilson
552. Ikigai (part 4 of 6) What Can You Be Paid For? – Jack Wilson
545. Ikigai (part 3 of 6) What You’re Good At – Jack Wilson
538. Ikigai (part 2 of 6) What You Love – Jack Wilson
531. Ikigai (part 1 of 6) – Jack Wilson
485. Practice On Your Peers Not Your Prospects – Jack Wilson
447. CARES Act – Jack Wilson
427. Lead Through Crisis – Jack Wilson
406. #SalesFailSaturday Be Your Own Champion – Jack Wilson
394. Practice Empathy – Jack Wilson
380. Connecting the Dots Human to Human – Jack Wilson and Scott Ingram
336. Customer Experience Starts with Sales – Jack Wilson & Andy DeAngelis
314. Ho Ho Hold Yourself Accountable – Jack Wilson
280. For the Love of the Game – Jack Wilson
249. Partner with Purpose and Process – Jack Wilson
226. Go Seek Leadership – Jack Wilson
192. Don’t Step on Your Own Bananas – Jack Wilson
174. Successfully Transitioning from Seller to Sales Leader – Jack Wilson