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Sales Tip 1874: “Going Around” a Champion – Krysten Conner

January 24, 2025 By Scott Ingram

“Just because someone is taking a first meeting with us, that doesn’t make them automatically a champion.” – Krysten Conner in today’s Tip 1874

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Krysten Conner. Listen to this:

Kristen Conner: One of the biggest fears when it comes to multi threading is people are afraid that if they go talk to an executive or go contact an executive, there’ll be this feeling of they’re stepping on the toes of people that they’re already working with. We often confuse a first point of contact with a champion. Just because someone is taking a first meeting with us, that doesn’t make them automatically a champion. We have no idea whether they’re going to help us or hurt us in an evaluation. So we shouldn’t treat them like a champion when they haven’t proved that they are one.

And so whenever we have a meeting with someone who is below the line, who’s not at power, it can often be beneficial to multi thread to an executive first with a note that says, hey, I have a colleague of yours scheduled a meeting with me about pain that I solve. Executives aren’t involved at every stage of an evaluation, but some, sometimes executives are curious because of XYZ impact. If you’d like to join the meeting, I can send you the invite, but I’ll keep you in the loop. Either way, that sets the stage for keeping that executive involved and not keeping that first contact as a single point of failure.

Scott Ingram: For more from Krysten, just click over to DailySales.Tips/1874. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1873: Building Relationships in Sales – Reed Clarke

January 23, 2025 By Scott Ingram

“Take the dollar sign off of everyone’s head and just make solid relationships.” – Reed Clarke in today’s Tip 1873

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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today we’ve got another Throwback Thursday Clip. This one from an interview with Reed Clarke. He was the guest on Sales Success Stories podcast episode 27. Listen to this.

Reed Clarke: So for the overqualification I do with prospects, I do the exact opposite from relationship building. You have to understand that there’s not a dollar figure on everyone you meet and that you never know what might lead to what. I remember when I had my own agency, one of the smallest deals I ever closed ended up being one of the most valuable I ever closed. I think my monthly recurring revenue was under $100 for this potential client. So literally my smallest client ever. And they referred me to my 10 largest accounts within two years. And that really opened my eyes to Everyone has value in different ways. Whether that’s hey, this is a guy I want to go have a beer with, or this guy might be a great referral source for me, or this person might be a great client someday.

And really looking at everybody as not a dollar sign, because it’s really hard sometimes in sales. You’re always looking at that number, how do I get to my quota? How do I get there? How do I get there? How do I get there? Well, take that away. Take the dollar sign off of everyone’s head and just make solid relationships. You never know who you’re going to meet, who they may know, who they may introduce you to, or maybe you just create a lifelong friend that doesn’t create any business at all.

Scott Ingram: For links to connect with Reed and to this full original interview, just click over to DailySales.Tips/1873. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!

Sales Tip 1872: What Your Accountability is Missing – Walter Crosby

January 22, 2025 By Scott Ingram

“If you don’t go back and tie a personal goal of that individual, you don’t have much leverage with them.” – Walter Crosby in today’s Tip 1872

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Walter Crosby, the host of the Sales & Cigars podcast. Listen to this:

Walter Crosby: When I talk to a sales leader and they’re struggling to get accountability to be effective with their salespeople, I find there’s usually one thing missing and that is what is in it for the salesperson? And what I mean by that is I like to tie a personal goal of the salesperson to, to everything along the accountability chain. So if that salesperson wants to buy a cottage, they want to buy a lake house. They need to save for something. They need to have a, they have a long term financial commitment that they want to make. They want to save some money to go buy something, a boat, a cottage, something financial. It’s going to take them a couple of years to get there. That’s what’s usually missing. We don’t have that thing that they want that we can use as leverage along the way.

When they miss their expectations, they miss the activity goal. Like, how are we going to help you get to that boat if you aren’t doing what you need to do every week? So let’s go back and figure out what we have to do. So the framework is the same, right? We want to set those expectations with the individuals and we want to hold them accountable to those on a weekly and monthly basis. But if you don’t go back and tie a personal goal of that individual, you don’t have much leverage with them. And it’s going to help connect their goals and the company goals together so that we can create some wins.

Scott Ingram: For links to connect with Walter and check out his podcast, just click over to DailySales.Tips/1872 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1871: Motivation Follows Action, Not the Other Way Around – David Weiss

January 21, 2025 By Scott Ingram

“The best thing that you can do at any given time is just take action.” – David Weiss in today’s Tip 1871

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Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the CRO of the Sales Collective and founder of DealDoc. Here he is.

David Weiss: What is up, Sales Success Society? This is David Weiss with another tip of the day. So this one is all about this concept that motivation follows action. Again, motivation, follow follows action, not the other way around. I’ll give you a real relevant right now example. I personally don’t like recording tips. Doing the tips of the day is tough for me because it’s a two to three minute tip that I need to block time for and I’m normally, you know, blocking time in 30 minute increments. So it’s really tough for me to block time to do one tip. But this is what I find.

Once I do one tip, I get excited. I’m like, what other tips could I give? And then all of a sudden Now I’ve recorded 10 or 15 tips which actually uses that 30 minute block really nicely. So, you know, this is one of those things in sales that we have a lot of stuff that we just don’t want to do. I mean, picking up the phone, following up, scheduling a call for a difficult conversation, telling someone something they don’t want to hear, asking a challenging question, you know, updating the CRM notes. There’s so many things that you could make a very, very long list of stuff that I’m frankly just not motivated to do. But we all know that if we don’t do the things that we need to do because we are not motivated to do them, there are negative ramifications. You could lose your job, you could not win your deals, you could slow down your cycles, you could piss off your boss, you could have to get 90 reminders from people. There’s a lot of negative ramifications because we aren’t quote-unquote motivated to do the thing.

So this is where, you know, Nike just do it comes into play. Really stop looking for your motivation for something that is, you know, a huge self limiting belief and something that will absolutely get in the way of productivity. The best thing that you can do at any given time is just take action.

Scott Ingram: For links to connect with David Weiss, DealDoc and The Sales Collective, just Click over to DailySales.Tips/1871. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.

Sales Tip 1870: Unleash Your Inner Sales Superhero – Meshell Baker

January 20, 2025 By Scott Ingram

“Superheroes remind us that greatness isn’t about perfection. It’s about persistence, creativity and integrity.” – Meshell Baker in today’s Tip 1870

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Ever felt like hitting your sales target is like battling a super villain? What if I told you that you already have a superhero inside you, ready to overcome any obstacle, spark innovation, and build trust like never before? Today, I’m diving into how the mindset of a superhero can unlock your ultimate sales potential. You see, superheroes don’t just leap off the pages of comic books. They leap into our lives as symbols of strength, resilience, and integrity. From Wonder Woman’s courage to Tashuri’s brilliance and Captain Marvel’s integrities, these iconic women show us the traits that can redefine your sales game. So let’s explore how you can channel their powers in three takeaways and one immediately implementable too. Number one, embrace resilience like Wonder Woman. First, I want to talk about resilience. Wonder Woman once said, you’re stronger than you believe.

You have greater powers than you know. She faces every battle head on, no matter how challenging. In sales, resilience is your superpower. According to a study by Gong, IO, sales reps who persistently follow up on leads increase their sales rates by 50%. Now, how can you embrace resilience? Reframe rejection as redirection. Every no you hear isn’t the end. It’s an opportunity to learn, adjust, and grow stronger. Sales success is built on persistence and grit.

Two. Innovate like Shuri Next up, innovation. Shuri from Black Panther is one of the brightest minds in the Marvel universe, constantly upgrading Wakanda’s technology. She famously said, just because something works doesn’t mean it can’t be improved. Similarly, innovation in sales can take your performance to the next level. A McKinsey report shows that sales teams using AI tools increase productivity by 50%. So what tools can you use to innovate? CRM platforms like Salesforce or HubSpot can streamline your processes. AR powered tools like GONG or Outreach can help you analyze client behavior and personalize your approach.

Like Shuri, don’t just work harder, work smarter. And number three, build trust like Captain Marvel. Finally, I want to talk about trust. Captain Marvel is a beacon of integrity and unwavering commitment. She once said, I’m not going to fight your war. I’m going to end it. This shows her ability to lead with purpose and inspire trust. According to Forbes, 81% of consumers say trust is a key factor in building their decisions.

In sales, trust is earned by being transparent, consistent and client focused. Take time to listen to your clients needs and offer solutions that genuinely solve their problems. Trust isn’t built overnight, but once you have it, it becomes your greatest sales asset. And here’s a fun fact. Female superheroes don’t just inspire us, they fuel real world success. Wonder Woman’s debut movie grossed over $800 million worldwide, becoming a cultural phenomenon and proving that women led stories resonate deeply. Similarly in sales, your authenticity and value will be your greatest strengths. So let your unique story and perspective as a salesperson be the superpower that connects you with your clients and builds lasting results.

So here is your mission for today. Pick one superhero treat either resilience, innovation or trust and apply it to your sales process. If it’s resilience, challenge yourself to make two extra follow up calls. If it’s innovation, research one new sales tool and try it. If it’s trust, reach out to a client just to check in and offer support without selling. Start small, but start now. Even the smallest step will lead to a superhuman result. Remember, superheroes remind us that greatness isn’t about perfection.

It’s about persistence, creativity and integrity. So whether you’re channeling Wonder Woman’s resilience, Shuri’s brilliance, or Captain Marvel’s trustworthiness, remember this. You already have the power to achieve extraordinary sales success. Your inner superhero is ready to take flight. Go out there, face your challenges head on. Make the impossible possible. And until next time, keep soaring to new heights and have a great day selling.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1870 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1869: The 3 Best Discovery Questions – Krysten Conner

January 17, 2025 By Scott Ingram

“When we craft a good buying experience, buyers want to work with us.” – Krysten Conner in today’s Tip 1869

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Krysten Conner.Krysten started her journey in sales after working as a History teacher & in a family business. After making the leap to tech sales, she quickly became an enterprise AE at companies including Tableau, Outreach & Salesforce.

Krysten now creates resources for other AE’s in their journey to becoming top performers. Here she is:

Kristen Conner: One of the biggest things that’s difficult about discovery is that there’s a tension immediately on the call because the buyer and seller both want to know information, but they want to know different things. When we craft a good buying experience, buyers want to work with us. We need to have some sort of framework. That’s why I came up with what I call the EMT framework for discovery. And I think of it that way because prospects are in pain, and when people are in pain, they need an emt. So, so what is emt? E is excavate their pain. We want to not only uncover that surface level pain, but we want to act like an excavator and dig deep, get that second and third level pain and the impact that that’s causing to the business. The M stands for match.

We want to match their urgency. Are they coming to this call with a problem they needed solved six months ago or are they in education mode? Understanding that helps buyers and sellers know how to proceed from there and then t is teach them to buy. Buyers are experts in how to do. They are not experts in how to buy our stuff. So we have to teach them to buy. We want to excavate their pain with what I call the menu of pain. Nobody likes essay questions. Everybody would prefer multiple choice, so we give them multiple choice.

And that sounds like this. Hey, Mary, it’s good to meet you. Glad we got a chance to be on the call today. I talk with VPs in this industry all day long and I find that they talk about heartburn with three things. Problem A, problem B, problem C, how much of that sounds like your world and what did I miss? When we outline problem, problem A, B and C, and that sounds familiar to them, we earn some credibility. And then when we say, what did I miss? We give them a chance to do what humans love to do, which is correct other people. And when they correct us, that’s when we start to hear that second and third level pain that we can start to dig a little deeper on. And this is where sellers start to get happy ears because we hear like, oh, problem I can solve.

And so we sometimes we stop asking questions, but we miss the chance to actually excavate, to actually go a little deeper, to ask second and third level discovery questions. Those questions sound like how many other teams in the company is this affecting? What ripple effects are happening across the business because of this issue? When your CFO gets on a call and does an all hands, where does this problem stack rank? How does this stack up with what the CEO is emphasizing in every call they have? When we broaden out those questions, not just around the features and functions of our product, but just understanding more about the impact that those problems are actually causing, that’s where the gold is and that’s the whole point of excavation, is to get to gold. We want to understand how urgent is this problem that they’re trying to solve and that helps both of us. So matching their urgency sounds like find that. Typically when folks take these calls, they come for a couple of reasons. They’re in education mode. They just want to know what’s out there. They have a big problem that they needed solved.

Frankly, they needed it solved six months ago and they’re hoping we could help with with that. The last one is they’ve got some pain in the organization. They probably need to do something about it in the next 12 months. But if it doesn’t get fixed right away, it’s not that big a deal. I’m just curious where you’d put yourself on that spectrum. And I’m asking because I never want to be the one that chases anything. I don’t want to blow up your inbox and then they’ll put themselves on that spectrum. That allows us to be real and give them an opt out.

That way we don’t open a deal for something that’s not really a deal. It was just education. But it also allows us to move very quickly. If they want to move quickly. It helps everybody on that call. When we match their urgency. Then we say, Mary, thanks so much for going into that. It sounds like X, Y and Z is happening and the impact of that is this.

Do I have that about right? And what did I miss? And then once they’ve confirmed that that’s actually what we heard, then we tell them a little about ourselves, but only in the context of what is relevant to the questions they’ve given us. We don’t start going in autopilot and give them the standard spiel. We tailor what we’re going to say and the little bit that we’re going to show based on what they said. As we’re ending the call, we want to get to that T of emt. We want to teach them to buy. Buyers are experts in how to do their jobs. They are not experts in how to buy our stuff. So we want to guide them.

What that sounds like is another T word, which is typically everybody wants to know what everybody else is doing. When we look at something on Amazon, it will say, hey, folks that looked at this also bought this or they also looked at this. That’s because we want to know how other people do things. It feels safer to us. So we can say, okay, Mary, it sounds like you have a problem that we may be able to help with. Typically what comes next is we get another VP on the call, we do a custom demo, or we bring in the IT person to understand how we work with integrations. Whatever the options are for our next steps, we give them some multiple choice. That way the burden is not on them to think of what comes next.

They can just pick and then we can go from there. And that should happen not just at the end of a discovery call. That should happen at the end of every call. In a sales process, typically what comes next is A, B or C. And they can choose their own adventure because we’re guiding them through every step of that buying process.

Scott Ingram: For links to connect with Krysten, to grab her free discovery resource & to sign up for her newsletter, just click over to DailySales.Tips/1869. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1868: So What? – Jacquelyn Nicholson

January 16, 2025 By Scott Ingram

“I find that that’s really a deadly mistake that sales professionals can make is going on and on.” – Jacquelyn Nicholson in today’s Tip 1868

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we’ve got another Throwback Thursday clip. This one is from my OG interview with Jacquelyn Nicholson in episode 8 of the Sales Success Stories podcast. Listen to this:

Jacquelyn Nicholson: And then the last thing for me comes from the genesis of my career where I wasn’t always selling. Before this, I used to be the person sitting across from you, Mr. Seller, to buy something. And for me, it came down to something I call so what. So I would sit there and I would listen to these vendors coming in to talk to me endlessly. And it was really to the point where I was sitting there as they blathered on and on and on about how fantastic their product or their service was. And I just thinking, so what? Do you even know what I do? Do you even know what’s important to me? And so for me, I find that that’s really a deadly mistake that sales professionals can make is going on and on. And so I try to always think about what is the so what or the what’s in it for me factor for the prospective customer as well.

Scott Ingram: For links to connect with Jacquelyn and to this full original interview, just click over to DailySales.Tips/1868. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!

Sales Tip 1867: Planning to Fail – Jeff Bajorek

January 15, 2025 By Scott Ingram

“What are you planning to fail at this year?” – Jeff Bajorek in today’s Tip 1867

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek! Here he is:

Jeff Bajorek: Are you planning to fail this year? Why not? Now that I’ve got your attention, let me tell you where I’m going with this. I’ve heard Adam Grant talk about this a couple of times on podcasts recently, where every year he sets a goal for himself to fail at three things. Not that he’s going to go out and try to tank any particular project, but he knows he’s pushing himself far enough when he falls short of at least three goals in a given year. That’s interesting. Now let’s. Let’s take apart this trope of, well, if you’re failing, at least you’re learning there’s no real failure. We’ve got as salespeople a real complex around failure for lots of reasons that are very valid. But I want you to think about the level to which you push yourself on a daily, weekly, monthly, quarterly, annual basis and whether or not you are selling yourself short by not setting goals high enough.

Last couple years for me have been interesting. I’ve failed a lot of times and I think where I have fallen short of serving myself is dismissing those failures as not being productive or trying to pass the blame on some of those failures to the environment or the other people involved. And look, all that stuff is valid. If we’re looking for confirmation bias that we were not the only ones responsible for our failures, we are not going to have to find or we’re not going to have to look hard to find it. But I want you to think about how you and your reframing of that failure might actually make a much more profound impact. What did you learn from that failure? What did you learn that held you back? Or what have you learned about what held you back? What have you learned about what got in the way? Are you really learning from those failures so you can chart a different course, or are you just writing that off as someone else’s issue and remaining ignorant to how you can do better? We’ve got a self esteem crisis in the sales community, there’s no question about that. But part of having a healthy self esteem is understanding where you are capable of getting better and then believing enough in yourself to recognize those shortcomings and then overcome them. So I’ll go back to my original question.

What are you planning to fail at this year? Or what are you setting for a goal for yourself? Or setting as a goal for yourself that you might fall short of. I’d like you to consider that and maybe go back to your goals and refresh them if you’re not pushing yourself far enough or hard enough. And then what I’d really like you to do is go back and think about the three things that you failed at in the past year, 18 months, two years, and and think about the lessons that maybe you needed to learn and the things that you needed to correct to avoid that failure again.

Scott Ingram: For links to connect with Jeff and to subscribe to his fantastic newsletter that he’s brought back and plans to send most Sundays, just click over to DailySales.Tips/1867. Once you’ve clicked over there, be sure to click back here for another great sales tip!

Sales Tip 1866: Morning Mindset Mastery: Energize Your Sales Day – Meshell Baker

January 13, 2025 By Scott Ingram

“Success doesn’t come from what you do occasionally, it comes from what you do consistently.” – Meshell Baker in today’s Tip 1866

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Meshell Baker: Do you wake up feeling like you are going to conquer the world? Or maybe you’re hiding under the covers? Here’s the thing. While you can’t always control how you wake up, you can control what happens next. The mindset you choose to take into your day will make or break your success, especially in sales. So today I’m going to share with you how to turn your mornings into a launchpad for sales mastery. Let’s get ready for some actionable tips, backed by some research to help you start each day with unstoppable energy. Okay, here’s the reality. Mornings are your secret weapon. They set the tone for everything that follows.

If you’re dragging through your first few hours, it’s no surprise that your sales calls, your your meetings or your follow ups. Don’t feel inspired. But if you master your mornings, you’ll find the energy, clarity and focus spill out all into every aspect of your day. And here’s how you can take charge. These three key takeaways I’m gonna give you in your 1 immediately implementable tip number one establish consistent morning routines. Did you know that routines not only reduce stress, but they also enhance productivity? Researchers from Duke University found that up to 40% of our daily behaviors are habits. That means the choices you make in the morning become automatic over time, starting with even a small ritual like making your bed. Journaling or reviewing your goals will help you create momentum and focus.

For example, let’s say you spend just five minutes reviewing your sales pipeline in the morning. That small habit will help you identify where to focus your energy and prevent wasted time later. Consistency builds discipline, and discipline fuels results. Number two Incorporate physical activity. Next, we gotta get that body moving. Studies shows that even 20 minutes of exercise in the morning can improve mood and cognitive function. The Harvard Business Review highlights that exercise enhances creativity, which is vital for problem solving and negotiating in sales. And here’s a bonus tip if you can get outside for your exercise.

Sunlight increases serotonin levels, giving you natural mood boost. You walk into your day energized, optimistic, and ready to connect with clients. One of the best sales reps I know swears by 15 minute yoga sessions every morning. She says it calms her nerves before big calls and helps her think more clearly. So whether it’s yoga, a brisk walk, or or even just stretching at your desk, find what works for you and make it a habit. Number three Practice mindfulness. Starting your day with calm mind isn’t just for monks and meditators. It’s for high performing sales professionals too.

In fact, a study from the American Psychological association found that mindfulness reduces stress and improves decision making. Let’s face it, sales can be stressful. If you’re not intentional about managing that stress, it can affect your conversations, your tone, and your ability to close deals. Here’s a practical way to start. Take two to three minutes each morning to focus on your breathing. Close your eyes, inhale for four counts, hold for four, and exhale for six counts. As you do this, visualize a successful day. Maybe it’s nailing a pitch or receiving a yes from a client you’ve been chasing.

This small practice will shift your mindset from reactive to proactive. And here’s the fact about productivity. A study in the Journal of Applied Psychology found that employees who begin their workday in a good mood are significantly more productive by about 12%. Think about that. A positive morning will actually give you the edge in your sales numbers. So the next time you’re tempted to hit snooze, remember that how you show up in the morning matters. So what can you do immediately? Well, I’m going to leave you with this one. Hydrate.

Yep. Before you reach for coffee, drink a glass of water. Hydration boosts your energy and helps your brain function more efficiently. It’s a simple step that takes 10 seconds, but will give you a huge difference in how you feel throughout the day. So just to give you this recap, build a consistent morning routine, add some physical activity. Practice some mindfulness. These steps aren’t just about feeling good. They’re about showing up at your best self for your clients, your team, and your goals you have for yourself.

And remember, success doesn’t start with the first call or email of the day. It starts the moment you wake up. So I want to leave you with the words of Marie Forleo, entrepreneur and author of Everything Is Figureoutable. Success doesn’t come from what you do. Occasionally, it comes from what you do consistently. Have a great day Selling for more.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1866 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1865: The Mindset of: “I got this. No problem!”

January 10, 2025 By Scott Ingram

“How you react to those ups and downs often gets reflected in the outcome at the end of the game.” – Scott Ingram in today’s Tip 1865

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a sports analogy for you, so if you hate that I get it you can leave now if you want, but as I was thinking through this whole thing I think I figured out why they often work so well. Let’s think about the average Football game and yes I’ll be talking about Football today. In the average college football game there are around 180 total plays. That’s not too far off from the 250 days in the typical working year and in many ways I think you see the same ebs and flows over the course of the typical game. Think of each play as one day. Some days you’re in control of things, some days you’re not. Some days go your way. Some days do not. How you react to those ups and downs often gets reflected in the outcome at the end of the game. Now let’s talk specifics. It actually took me a little while to figure out what the heck happened in the Peach Bowl Playoff game between my Texas Longhorns and the ASU Sun Devils. While those who were disinterested thought this was one of the top bowl games of all time with double overtime and all that, it pretty much sucked from my perspective as a UT fan when were favored to win by 2 touchdowns.

Now if you happened to read the title of this tip: The Mindset of: I got this… No Problem! I bet you thought that was a good mindset to have, right? I actually think that was the mindset that Texas had and it nearly cost them the game. For those who didn’t see the game, Texas scored 2 touchdowns in 2 and a half plays to start the game. They were up 14 points almost instantly and it looked like the thing was going to be an absolute blowout. Think about the Texas perspective here. You’re the most favored team to go all the way and win the Championship. You’re favored to win this game by 13 and a half points and you get off to an incredible start. Easy to think: I got this! No problem! What they didn’t count on was a very capable Arizona team with a very very strong mindset of their own who wouldn’t let up. So while Texas took their foot off the gas and missed opportunity after opportunity, ASU just kept chipping away and came really close to a massive upset.

So here’s the lesson I took away. if you go into your year or your quarter thinking, I got this, no problem! You could be putting yourself at a disadvantage. You’re probably not prepared for the hard days. The times when things just aren’t going to go your way. I’m yet to see or have a year that goes perfectly, where everything goes my way. Instead we have to know that we are going to be challenged. This is one of the things I think about the most this time of year when everybody is cranking for a few minutes on their goals and resolutions only to hit a speed bump or two and give up on the whole thing. I try to play the long game. Consistent progress through adversity is going to bring much better results than a quick short sprint followed by sitting down and throwing in the towel. So instead of I’ve got this, no problem. I think there better mindset is more along the lines of: I’m gonna get this, it won’t be easy and I will be tested, but I’m going to make it happen! That’s what I expect, and certainly hope, will happen tonight when Texas plays Ohio State. They know that this is a very strong team and that they’re going to need to show up. They’re likely much more prepared to be challenged and to rise to the occasion. Let’s hope I’m right. Happy Selling and Hook ‘Em Horns!

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