I think this is a big thing and especially I appreciate you putting this thing this whole podcast together around individual contributors because I think that is it’s a it’s an unsung hero podcast we’ve got going on here. We we literally don’t control the majority of what’s coming out so I’ll just I’ll give you an example and tell you how I deal with it. So in the last three years I’ve been asked to focus on three separate focus areas. Every year it’s changed. And what I built up the prior year really couldn’t be used the next year so that I think happens a lot. And so the way I deal with it is I really try to go back to my number two which is focusing and mastery. I really try to to to create I read this concept and I really use it which is something called thinking time have you heard about this in general but maybe not the specific you’re thinking of. Right. So. So there’s a there’s a we haven’t gotten to books yet but I’m at say one here because I think it’s a really it’s a really great one. It’s a new one but the guy that wrote his name is Keith Cunningham. It’s not a sales book. It’s a business book. And then the book is called the road less stupid. And so his there’s a concept in this book that I had heard of in a speech a few years ago. So I got a preview to this the book just came out maybe a couple of months ago maybe six months ago. But the concept has been in my mind for about three years and it’s something called thinking time. And it’s really where you think about a problem. And so the answer to your question to me is I get thrown a curveball and that could be a KPI could be a minimum expectation. It could be changes to the plan. And so what I really try to do is stop for just a little bit and think about what this new problem has for me and a lot of times I’m able to to think about that problem and ask myself better questions to give myself better choices.
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Top 3 things
Being battle ready
Selling can be more than just what it is. People to people.
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
“People are very optimistic on Fridays and they’re willing to commit to me on Fridays”
The sales books that have most impacted Paul in his sales career
Books as mentors and reading business books in addition to books on sales
Using business books to prospect new business
Paul’s experience working with a business coach from the Tony Robbins organization
The average sales person’s gap
How top performers really win
Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
What does it really take to get to #1?
3 point 7 day challenge