“So take what you like, figure out how to leverage it, and don’t think about it as being something that’s so obvious. It’s not worth anything because it’s worth gold.” – Stephen Harvill in today’s Tip 179

How do you build your “Like” platform?

Join the conversation below and share your thoughts!

Steve Harvill on LinkedIn
Creative Ventures
21 Secrets of Million-Dollar Sellers Book

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from my friend Stephen Harvill who is the President of Creative Ventures, an Internal Keynote Speaker and the Author of “21 Secrets of Million-Dollar Sellers.” Here he is with today’s tip:

Stephen Harvill: Build the Like Platform and this is part of what we call the “The Secrets.” Secrets that seem so obvious to everyone you talk about, but only the greats are doing it. So here’s the proposition. People only do business in relationship sales with people they like. That’s the deal. No one buys a million-dollar product, a half a million-dollar product from someone that they don’t like. So if you know that, if you know that people liking you is important, one of the great strategies of $1 million salespeople is they define what people like. They actually know those elements and they take those elements and they build strategies around those elements. They have like meetings in which they call their teams into define what people like and they have client meetings in which they ask their client, tell us a little bit about what you like doing business with us, and those gems become foundation points for sales strategy. So take what you like, figure out how to leverage it, and don’t think about it as being something that’s so obvious. It’s not worth anything because it’s worth gold.

Scott Ingram: There’s a great video version of Stephen’s tip at DailySales.Tips/179 there you’ll also find a link to his Creative Ventures website where you can sign up for his newsletter which Daniel Pink named as one of his favorites, then you can watch more videos and buy your own copy of 21 Secrets of Million-Dollar Sellers.

Then be sure to come back tomorrow for another great sales tip. Thanks for listening!

“And we just go on this huge rampage on tactics and the how-to of prospecting versus the why behind it. And what I really want to do is get back to the basics of why would a prospect even want to hop on a call with a salesperson they don’t know to begin with.” – Jason Bay in today’s Tip 178

How do you focus on prospecting?

Join the conversation below and share your thoughts!

Jason Bay on LinkedIn
Blissful Prospecting

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, Jason Bay, co-founder and Chief Revenue Officer at Blissful Prospecting is back, and this is likely the beginning of regular appearances from Jason. I’ve gotten such great feedback on his prospecting focused tips that I’ve asked him to start contributing to the show more regularly and he generously agreed and then turned around and proved that I made the right choice with this tip:

Jason Bay: One of the biggest challenges we have just you know, in today’s day and age, let alone selling and prospecting, is there’s just so much information out there that it makes it really difficult to find out what it is that you should actually do. And specifically with prospecting, one of the biggest challenges you know, that we experienced just on our work with clients and in training sales teams on how to do this better is everything out there is very tactic based and it’s very easy to get into, “Hey, what should this email say? How short should it be? What tools should you use? Should you do multichannel? Is the phone better than email?” And we just go on this huge rampage on tactics and the how-to of prospecting versus the why behind it. And what I really want to do is get back to the basics of why would a prospect even want to hop on a call with a salesperson they don’t know to begin with. And that’s a really simple way of looking at prospecting rate. Our goal is to peak enough interest in show enough value with the prospect that they feel its worth 15 to 30 minutes of their time to hop on a call to talk with us about how we can solve a problem for them. Prospects have problems. We have solutions. We need to build enough value and credibility to get them to want to hop on a call so that we can tell them about how our solution can help them. So let’s start with that as the baseline. So to begin with here, if you’re not leading with a challenge or a problem that you solve, and many of us don’t, I’m guilty of it. When we started prospecting, we’d say things like, “Hey, our service can help you fill your sales pipeline. We would love to chat with you, we can set appointments for you, fill up your sales pipeline so you can hit your revenue goals.” And the bad part about that is that what everyone does and it doesn’t really speak to any challenges that that organization or person might be experiencing. So what I want to challenge you with is to come up with what we call a 3D Challenge. And this has been working really, really well for us. So instead of leading with a generic organizational challenge, that’s the first layer of challenges. So for example, we work with nonprofits and one thing nonprofits, most of them need to do is corporate development. So they need to find corporations versus individuals that can support their mission and give them donations. So when we were cold emailing these people, oftentimes what we’d say is, “Hey, you know, we noticed a lot of nonprofits have challenges hitting their fundraising targets and connecting with corporate partners that align with their mission. This is something we might be able to help you out with. Are you interested in chatting?” It sounds something like that. And to be honest with you that that worked okay. But when we really started to get traction, we went that second layer deeper, which is the persona and really wanting to speak more to what are the individual’s challenges that we’re reaching out to. What is the chief development officer in this case? Like what it’s like challenges are this person experiencing with that we might be able to help them with. So what we started hearing, cause we had asked them these questions in sales calls is they would share stuff like, you know, it’s challenging to get new money in partners when we’re trying to juggle existing partners. We don’t have time and I’m spread too thin. So what we started pointing out in emails that worked really effectively is if we’re sending an email to a chief development officer, be seek “Hey so and so was reaching out because a lot of chief development officers are telling us that one of the most challenging parts about their job is juggling getting new money and then finding new partners cause we have existing partners to work with and we just don’t have the time, more spread way too thin.” That worked extremely well. And where we even started to see more success was when we could add a third component to make it 3D. So when component a situational challenge, we call these sticky situations. So a situation where a prospect is experiencing that challenge and here’s what you can do and here’s how that might sound. So instead of going, “Hey, you know, after you’re being basically being spread too thin,” let’s call out an instance. And in when that happens. So he said, “Hey, you know, one of the big challenges that chief development officers sharing with us is that when they go to put together their target list of partners that they’re going to go after at the beginning of the month, they don’t have enough time to dig through the data and find out who the decision-maker is and carefully crafted email to send to them.” And that’s what’s worked the best. So if you could get down to not only the organization challenges, but specifically the persona and what they’re experiencing, and then dig a layer deeper, and you might have to ask them, you might have to call past clients and ask them about the situational challenges that they had in relation to your product or service to get that. But when you can add a wind component to your messaging and you can really relate to their workday in their workflows and the activities they do throughout their workweek, where they intersect with your product or service and where it could help them, that’s where you’re going to really find the gold in your messaging. So just to kind of step back and summarize this one, you need to lead with a challenge and if not, at least focused on the organizational challenges until you can get the information to get really specific with the persona and with the situation.

Scott Ingram: For more about Jason Bay and Blissful Prospecting click over to DailySales.Tips/178

Then be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If you can figure out how to formulate all of your interview questions and your interview process to determine those two things, then you’re gonna have a really successful organization.” – Evan Kelsay in today’s Tip 177

Do you also have grit? Are you working hard and working through the day to day challenges that sales bring us to outperform?

Join the conversation below and feel free to share your answers!

Sales Success Summit
Seismic Software
Evan Kelsay on LinkedIn
Evan Kelsay on Sales Success Stories Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’m going to share a bit of a secret track with you. On Saturday Evan Kelsey and I got up early to start our round two interviews together for a future Sales Success Stories episode at 5:30 am before our family obligations started to kick in. While the actual interview will end up being about 80-85 minutes, we ended up talking for about another 90 minutes beyond that and fortunately, I left the recording running and captured this gold nugget… among others. Just for context. Evan was the star of episode 56 of Sales Success Stories after he closed the largest deal in Seismic’s history. A deal that put him over 800% of his annual quota. He was subsequently asked to move into a leadership role, which he did, but after a few months decided that he loved the hunt too much and became an “intentional individual contributor.” It was at this point in our conversation post-interview that I asked him, from his perspective, having a been a sales leader, what he believed to be the difference between the top performers and everybody else. This is what he had to say about that:

Evan Kelsay: It’s growth. I mean it’s the growth mindset. Like I’m pretty convinced that it’s the growth mindset because I would put myself, I’d probably grade myself as a B plus. In my twenties as a seller and then like I’d probably moved a little bit up to the in the A-minus category and like I’m in the A category. I still don’t consider myself like any A plus, maybe even A minus right now. But like, it’s the top performers are the guys that, you know, the guys that will be a top performer on that team. It’s the like, I just really want to get better every day and I’m thirsty for knowledge about this business, about this industry, about selling as a craft. And that’s going to be the biggest difference maker because year to year, like somebody might get lucky with a couple of accounts, but like over five year period, like that was the biggest difference. It comes back to growth, growth mindset and it’s like, it’s just, it’s true. You know, it’s right. It’s like, it’s embarrassing to like, I don’t have any other insight on this, but in reality, it’s just growth mindset and grit. Like those two things, that’s what you’re looking for. And you know, if you can figure out how to formulate all of your interview questions and your interview process to determine those two things, then you’re gonna have a really successful organization.

Scott Ingram: Certainly something to think about. The fact that you’re here listening to this podcast tells me that you likely already have that growth mindset. Do you also have grit? Are you working hard and working through the day to day challenges that sales bring us to outperform? This also leads to a conversation about why guys like Evan and other sales professionals who are already at the top who have this growth mindset have been so attracted to the Sales Success Summit. So if you’re of that growth mindset you’ve got to check out what we’re doing with that at Top1Summit.com, you can also click over to DailySales.Tips/177 to find links to Evan’s initial interview with me and more about Evan. Then be sure you’re subscribed to this podcast AND Sales Success Stories so you can listen to that full interview with Evan. Better yet. Make sure you’re on the listener list, because I’m going to work with Evan to see if we can edit down our post-interview conversation into a true secret track that I’ll have to control the availability on and that will only be made available to those who are on the listener list and getting my weekly emails.

Thanks for listening, and be sure to come back tomorrow for another great sales tip!

“It’s important to realize that we all have something of value to share and shouldn’t be afraid to share it. ” – Scott Ingram in today’s Tip 176

So if you find yourself thinking you’re an imposter, you’re not alone, and you should share because it will help others and you’ll help yourself in the process.

Join the conversation below and submit a tip to be featured on this show!

Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I had an experience recently that really showed me that imposter syndrome is a very real thing that affects almost everyone. This happens when you might have some advice or a suggestion to share with a larger audience, but think something along the lines of: “who am I to be sharing this?” You’d be surprised how many of the top 1% level performers that I’ve interviewed on the Sales Success Stories podcast who think this way, and if I’m honest it affects me as well. Heck, I didn’t really share many of my own thoughts for the first couple of years of hosting that podcast. Instead, I just focused on other people and their stories and just asked the questions. This show has forced me to share more and more of my own thoughts, mostly because I don’t have enough tips to exclusively share other people’s ideas, but I think it’s a good thing. It’s important to realize that we all have something of value to share and shouldn’t be afraid to share it. We may not be the foremost expert in the world on a particular topic, but even if the idea helps just one other person, isn’t it worth it? This process of getting your ideas out there and sharing the things that have helped you has the added benefit of clarifying your own thinking. Just like the best way to develop true mastery isn’t just to do something, but to teach others how to do it. So if you find yourself thinking you’re an imposter, know that it’s super common. You’re not alone, and you should share because it will help others and you’ll help yourself in the process.

There’s always an opportunity for you to step out of your comfort zone and do that here. Everyone is welcome to submit a tip to be featured on this show, and I challenge you to do just that. On the DailySales.Tips website there’s a link right at the top of every page with the instructions on how to “Submit a Sales Tip.” Will you do it? Even though you might feel like an imposter? Give it a shot. I’ll bet you can help someone, or more likely, lots of someones.

Then come back tomorrow for another great sales tip. Thanks for listening!

“What is the most important quality as a salesperson, as a voice coach? I’d say it is the trustworthiness. ” – Cynthia Zhai in today’s Tip 175

How do you use your breath while speaking?

Join the conversation below and know more about Cynthia.

Cynthia Zhai on LinkedIn
Full Voice Consulting Blog
Cynthia Zhai on Youtube
Influence Through Voice Book
Sign up for FREE 3-Part Video Lessons with Cynthia Zhai

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes to us from Cynthia Zhai. Cynthia is a voice coach, speaker, and author. She has helped business professionals and professional’s speakers from 46 countries across 5 continents with their voice to speak with impact and conviction that engages and inspires people to embrace change and take action. Here she is with today’s tip:

Cynthia Zhai: What is the most important quality as a salesperson, as a voice coach, I’d say it is the trustworthiness. The moment your prospects meet you for the first time, they sense that you are trustworthy, that you are someone who has their best interest in mind. Instead of closing the sale as your focus. Can you project trustworthiness to someone you just met? Yes, you can. A large percentage of that impression comes from the way you sound. Sadly, most salespeople have overlooked the power of their voices in building trust with their prospects. The voice problems that I’ve seen are in the way of your trustworthiness are: One, you’ll speak fast. If you speak fast, you can come across as nervous, not patient, not stable, focusing on rushing the sale. In one word, you don’t sound trustworthy. The second problem, your voice trembles. When that happens, you’ll sound nervous. You’ll come across as someone who’s not able to stay collected, easily loses control and not able to handle stress well. Also in one word, not able to be trusted with responsibility. The third, voice problem. Your voice is monotonous. You’ll appear lacking passion with your product or service. Uninterested with the prospect with his or her knees and interests. All the three biggest voice problems can be overcome with one powerful technique because one of the biggest causes for the three problems is holding your breath while speaking. Eight out of 10 of my clients have noticed that they held their breath while speaking, very often. This is very unconscious and to you is brought to your awareness. To sound trustworthy. The first step is to start observing when you’ll hold your breath while speaking. For example, some of my clients noticed when they were thinking they held their breath or when they faced someone who looked aggressive, they held their rest. So start to observe you hold your breath. Secondly, start to use your breath while speaking. Voice is supported by your breath. When you speak, you are supposed to use your breath. If you don’t use your breath while speaking, this is how you sound like. Came here and a difference in my demonstration. How did I come across to you now? Well, that probably comes across as someone who is not confident, who is not trustworthy or maybe even someone who is holding something back. How do you use your breath while speaking? You can start by using more breath on your keywords. While here, keywords refer to the words that convey the message. If we use this as an example, “this product will help you save time and cut cost”. This is the sentence. So now I am going to say it was more air on the keywords. At more breath, more air. “This product will help you save time and cut cost”. Now, can you hear the difference? Not only I slowed down, but also my voice was more stable and no longer monotonous. This is a very simple yet powerful technique to help you project as someone who is trustworthy, who is calm and collected, and who has the prospect’s best interest.

Scott Ingram: If you’d like to learn more from Cynthia, click over to DailySales.Tips/175 where you’ll find links to her free 3-part video lessons, her very popular YouTube Channel and her website and if you’d like a copy of her book: Influence Through Voice Book, just email me: [email protected]. The first 5 who do will get the eBook from Cynthia.

Thanks for listening and come back tomorrow for another great sales tip!

“It never ceases to amaze me how accessible the people that I look up to and certainly the people that you look up to as well make themselves to people like us reaching out to connect.” – Jeff Bajorek in today’s Tip 173

Will you do it?

Join the conversation below and reach out to your favorite contributor to this podcast!

Jeff’Bajorek on LinkedIn
Jeff’Bajorek on YouTube
JeffBajorek.com

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, Jeff Bajorek is back with what selfishly is one of my favorite tips so far. Here he is:

Jeff Bajorek: Reach out, connect, say hi, ask for something, please. It never ceases to amaze me how accessible the people that I look up to and certainly the people that you look up to as well make themselves to people like us reaching out to connect. Yeah, I know that guy’s got a bestselling book and I know that she is speaking somewhere every week if not two or three times a week, but those people like hearing from us, I like hearing from you. Some of my favorite people in sales have just reached out and said “you know what, I’ve got a question and I think that you may have an answer for me. Do you mind can we Facetime? Can we hop on a zoom call? Can we just grab a virtual cup of coffee or, or can I just pick up the phone and call you.” And I almost unequivocally, except for a few really strange cases “say yes.” Because that is why I do what I do. I love having this regular spot here on Daily Sales Tips because people like you have reached out to me and said “I heard that it worked. I liked it. Please give me more.” Nothing fuels my fire more than people reaching out to me, giving me a virtual pat on the back and saying, “keep going because I enjoy your work.” And I have talked to the other people who have written the bestselling books, who are on the speaking circuits and they all say the same thing. So the other thing that ceases to amaze me is how many people refuse to do that? Sure. You’re trying to tweet to somebody because they’re a prospect or you’re connecting with someone on LinkedIn because you’re trying to get their attention to sell them something. Why aren’t you just reaching out and making genuine connections with the people who are asking you to do that? It’s really, really humbling to have someone reach out, tap you on the shoulder and say, “I love what you do. I wish people would do it more.” And the thing is when people do it, I’m always happy to reciprocate with something helpful for them. And I know I speak for everybody else on the Daily Sales Tips podcast because I’ve heard Scott talk about it and we all talk about it when we get together. So Reach out, Connect, Ask for something, please. That’s what we’re here for.

Scott Ingram: You heard Jeff say it. Now, will you do it? Reach out to Jeff, reach out to me, reach out to your favorite contributor to this podcast or any other podcast. I’d be willing to bet that the majority of the time you’ll get a response. For all of the different ways that you can reach Jeff and I and to share your results from having reached out to someone click over to DailySales.Tips/173

Then come back tomorrow for another great sales tip from Jack Wilson who I know would love to hear from you as well. In fact, Jack and I have become friends simply because he reached out to me after hearing my conversation with John Barrow’s on John’s Make It Happen Monday’s podcast. In fact, I just looked up that initial correspondence. It’s a great example and I’ve included it for you to see on this tip’s page at DailySales.Tips/173

Check it out, and I’ll talk to you tomorrow.

 

“As you’re prospecting, do a bit of research to understand which channels your future client is likely using. ” – Scott Ingram in today’s Tip 172

I hope you’ll join me on the webinar!

Join the conversation below and see you at the webinar!

125: Sales Voicemails That Get a Response – Florin Tatulea
127: The 5×5 Prospecting Method – Josh Sutton

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is really just a super short sampling from a 45-minute webinar I’ll be presenting tomorrow, Thursday, July 11th on the Sales Experts Channel at 4 pm Central Time where I’ll be talking about Multi-Channel Prospecting.

If you’re a regular listener you may have heard a couple of the component pieces of this as we’ll be talking about Josh Sutton’s 5X5 method for researching and crafting a message from tip #127 and Florin Tatulea’s Sales Voicemail tactic from tip #125, but we’ll also dig into basically every available channel from phone and email to social, in-person and even the often forgotten, but super effective channel that the mail can be.

After talking about various techniques in the individual channels we’ll bring it all together to look at how you can leverage a true multi-channel approach. I hope you’ll join me on the webinar. Whether you’re able to participate live, or just want to check out the recording after it’s done you can click over to top1.fm/mcp. MCP as in Multi-Channel Prospecting.

Until then, let me leave you with this: As you’re prospecting, do a bit of research to understand which channels your future client is likely using. Go where they are and think about how you can creatively use each of those channels both in isolation and in combination to stand-out and dramatically increase your odds of getting a response.

Thanks for listening, and be sure to come back tomorrow for another great sales tip!

“I think having quick decision making internally at critical moments is important. ” – George Penyak in today’s Tip 171

How do you working with your boss?

Join the conversation below and share your experience!

Penyak Travel Co.
George Penyak on LinkedIn
George Penyak on Sales Success Stories Interview
George Penyak and Mike Cochrane on Sales Success Stories Interview

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the most recent Sales Success Stories interview that just released today. This is the first time I’ve gone back and done a second round with a previous guest. In my first interview with George Penyak way back in episode 9 he was the #1 Regional Sales Manager at Restaurant Technologies and I did a unique interview with him and the top performing sales executive on his team. About a year and a half ago George moved back into an individual contributor role on their national accounts team and once again is at the top. Here’s just a short excerpt from our conversation:

George Penyak: Well, I was a local S.E. Let’s say you’re trying to get a deal done and you’re having trouble with finance or you’re not on the same page with your local Ops manager. You know, sometimes you would tend to hold those in and just try to fight those battles. You know, just on the front line. And that’s not a bad thing either because you don’t always want to bring just problems to your manager. Now if I have any trouble internally or I’m trying to set something up, either with finance or changing the ways we do something operationally for a customer, I bring that up front to my manager as soon as possible, but I also bring it with a solution and I think that’s a big difference than what I did before. You know what you do before and I think you see a lot of new reps and local reps if they’re having friction, they either deal with it and not tell anybody, they just try to handle it or they just bring the problem to their manager. They don’t really bring a good solution and having the management experience. Now if I have a problem, a lot of times I’m a more equipped to handle it because I have a much better internal network than I had before. I have a much better understanding of the business, but also if I’m not equipped to handle it myself, I’m very quick to bring it up. But I also bring what I think a strategic solution would be to the problem and that makes my manager’s job a lot easier. It makes him more efficient and it makes me more efficient as well because I think, you know at the national level you’re working big deals and they take time. And I think having quick decision making internally at critical moments is important. And if I’m not slowing my manager down and I’m handling some problems myself because I have a much better understanding of the business, that’s going to make us all faster. You know it’s been great, it’s been refreshing coming back into the direct contributor role and it’s been a lot of fun. You know, but there’s some things I missed but there’s also a lot of things I love about being back, you know, contributing directly.

Scott Ingram: If you want to hear more where we talk a lot about managing your sales career and George’s lessons from having recently worked both as a top performing sales leader and quota carrying seller, hop over to the Sales Success Stories podcast for our full hour and a half long conversation in episode 72 of that show.

Then be sure to come back tomorrow for another great sales tip. Thanks for listening!

“I’d suggest that you simply work hard and persist and be yourself until you make it.” – Scott Ingram in today’s Tip 170

What do you think? Do you agree? Maybe you disagree?

Join the conversation below and share your thoughts!

Nostalgia-inducing playlist:

Girl You Know It’s True – Milli Vanilli
Blame It On the Rain – Milli Vanilli
Hangin’ Tough – New Kids on The Block
Janie’s Got A Gun – Aerosmith
Every Rose Has Its Thorn – Poison
Funky Cold Medina – Tone Loc

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or email [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m hour host, Scott Ingram. Today, I want to tell you a quick story and then share perhaps an anti-tip. This last Saturday night, my wife got us invited to a private birthday party and all we knew is that the host was flying some mystery guest singer over from Europe to perform, and we were given wristbands that said: “I Love the 80’s!!!” So we really had no idea what to expect.

When we showed up there on stage is Milli Vanilli, or at least the surviving half of Milli Vanilli in Fab Morvan, and yes he was actually singing. Obviously, this was a huge surprise and ended up being a ton of fun.

But it got me thinking afterward about the advice that you often hear that you should ‘Fake it ’til you make it.’ While there are parts of that idea that I agree with, especially when it comes to getting over your fears and doing things that might make you uncomfortable. Generally, I think it’s BS. Instead, I think authenticity wins out.

Obviously, Milli Vanilli is probably the most extreme example of that. You probably won’t have to give back your Grammy for Best New Artist if you’re found to be faking it, but nobody is expected to be great when they’re starting a new job or a new role.

You’re probably going to struggle a little bit and that’s part of the process. Instead, I’d suggest that you simply work hard and persist and be yourself until you make it. What do you think? Do you agree? Maybe you disagree?

Join the conversation at DailySales.Tips/170 where not only can you add your own comments, but you’ll also find some pictures from Saturday as well as the crazy nostalgia-inducing series of songs that we ended up listening to on the way home after this experience.

Then be sure to subscribe, and come back tomorrow for what will probably be a more legit sales tip. Thanks for listening!