If you look at books as your mentors and you know as if you don’t have the ability or time or even maybe your personality doesn’t lend itself to jumping out and trying to find an in person mentor. If you look at books as your mentors and the authors as your mentors I would say yeah. Mix it up sooner so you know the the book that I was forgetting is called the Alliance by Reid Hoffman and if nobody knows what that is the Reid Hoffman is the guy that started LinkedIn and the book the alliance. It’s funny because when I read it a few years ago it had a big impact on me because I really tried not to look at myself as an employee. I think that’s a key to my success and is by acting like what I’m doing is my business and taking responsibility for it. And Reid Hoffman has a theory of the alliance is that especially sellers have an alliance with their company and that alliances were going to sell a lot of business a lot of good business and we’re going to you know get paid and get handled a certain way. And so the alliance was a really great mental concept for me and helped me focus in different ways kind of back to that adaptability. So I would say don’t just focus on sales books. I think at a certain point there’s only so many tactics that you can learn.
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Top 3 things
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What we’re really doing in sales is engaging with people
I would seek out more in-person mentors
Describes his $13M+ sales results last year
The biggest challenge is all mental
Individual contributors don’t have control and how to deal with it
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Paul’s experience working with a business coach from the Tony Robbins organization
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Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
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3 point 7 day challenge