The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

Brian Burns on 5 Ways to Stay Motivated in Sales


Sales is a rollercoaster profession – everyone who’s been doing it for a long time knows there’s days where you feel like you’re on a treadmill going nowhere. No one is responding, you can’t keep the pipeline full and it feels like nothing’s getting done. Other days it feels like you’re ramming your head into a brick wall because there’s so much to do and you don’t know how to prioritize things.

Motivation is key in the sales profession for ultra high performers. It’s something that requires focus day-to-day; you can’t just wake up and expect you’re going to be motivated. We sat down with Brian Burns, host of The Brutal Truth About Sales and Selling to discuss five ways to stay motivated in sales.

You're listening to the BB revenue executiveexperience, a podcast dedicated to helping the executives train their sales and marketing teamsto optimize growth. Whether you're looking for techniques and strategies or tools and resources, you've come to the right place. Let's accelerate your growth in three,two, one. Welcome everyone to the B Tob Revenue Executive Experience. I'myour host, Chad Sanderson. Topic for today is motivation. How do youstay motivated in sales? Sales as a roller coaster profession. Anybody who's beendoing it for a long time knows there are days where you just feel likeyou're on a treadmill going nowhere. Nothing's getting done, no one's responding,you can't seem to stay focused, you can't keep the pipeline full, youcan't stay, you know, with your head in the game. And thenthere are days where all of a sudden something catches and your rem in yourhead in a brick wall because there's so much to do you don't know howto prioritize things. So motivation is a key for sales professionals, for theultrapive performers that we work with. That ability to stay motivated is something thatcomes in extremely handy throughout one's career and it's something that you really need tofocus on in a daytoday environment. You can't just, you know, hopethat you're going to wake up in the morning and things are going to gothe way you want. You need to stay motivated and focused. Then BrianBurns and I decided to sit down and talk about the five ways that webelieve you can stay motivated. These are tips, tricks and insights, sowe hope you guys find this valuable. Hey, Chad, yeah, youever find it's hard to stay motivated in the sales I think that's probably oneof the biggest challenges that most people have right in fact, as we're doingthis podcast, I'm looking up at my monitor. I've got my calendar,I've got slack, I've got what is that? I've got a file openover here. I've got two emails open in front of me. It's likevery easy to get distracted and if I were to focus on any of thosethings other than the time I'm spending with you, it I would be multitasking, which we all know can't be done right. It basically just screwing upto things simultaneously and so without being able to, you know, put thosedistractions aside and truly focus. You know, sales rep suffer, and so topipelines and the best sales people out there, including yourself. You knowwhat, how do you stay motivated? Well, it's so there's a coupleof ways. For me, the biggest thing for me has been time blocking, and it's not new right, but I set up at the beginning ofevery quarter, I set up my weeks so that I know the activities thatI have to do in a given week in order to keep the pipeline full, keep accounts moving or expanding, give me the time in the space Ineed in order to make sure I'm bringing value at every interaction. If Idon't do that in advance, if I don't protect those times, then thedistractions and the fire drills and all of it get really easy. The nextthing you know, you've gone three weeks, you haven't made any outbound prospecting calls, you haven't followed up on the people that said Hey, contact mein a month, and the next thing you know, the pipeline starts todwindle. So for me, that diligence of time blocking, fifty percent ofmy week, every given every week has been kind of the most effective wayfor me to make sure there aren't distractions. Now I mean as an entrepreneur.I'm sure that switch was pretty hard, where you go from having a basesalary and benefits to, heaven, all that independence and a great title. Look at my title. I run a company. It's not making anydamn money, but I run a company and that's not why we do thisright. I mean for me, even when I was an individual contributor orrunning sales and marketing organizations, if if we weren't focused on the right thingsin the right way consistently, you saw that. You saw the numbers fluctuate. The peaks and valleys were ridiculous, and so the only way to makesure we kind of stayed focused and fought back the natural distractions of business,in life and all of that has been the time blocking for me. That's, I think, been the most effective.

I'm curious what's been the most effectivefor you? Well, I'm looking at it. You know, certainlytime blocking is great. I'm you know, I'm very focused guy. I thinkfrom me what motivates me and keeps me, you know, strong,is really I'm super competitive, you know, kind of a I was a middlechild, so, you know, you kin and I told the hiringmanager that he those. I never heard that before. You know, it'slike, you know, I hate the idea that somebody else is either betterthan me or making more money than me or, you know, and moretime. And it just in sales. I mean it was kind of thething that I found that I could be good at, and I don't knowwhy, but you know, I was an engineer before and I go,you know, I could work eighty hours a week for the rest of mylife and I'll be a B to a B plus engineer. I'm never goingto be that. I saw the a level guys that could just, youknow, crank out these beautiful pieces of code, you know, that justcame natural to them, and I'm like I'm just not going to be there. But when I got into sales, it's like, you know, Iworked my butt off and everything, and what every time I did better thansomebody else, I felt better and I don't know if that motivates you oroh yeah, it's a dope men rush right. I mean I don't thinkI don't think people go into a profession like sales, where success is veryeasy to determine. You likes that we were talking about before. You eitherdo it or you know. I don't think people go into it unless theyare competitive. Now it may not necessarily be competitive against other members on theteam. I've had some reps that are extremely competitive against themselves like that,you know, the cliched own worst critic kind of thing. But they knowwhat they're capable of. They know what their top quarter was and they wantto beat it by ten percent or they want to bring in, you know, more new logos and they did the time before. And sometimes it's internalcompetition, sometimes it's competition with self and sometimes it's competition with, you know, true competitors like, you know, the sales reps that are selling competingproducts. And if you have any sense of connection or community with them,you know we all kind of will share how we're doing, and so maybeit's just competing as sent but that constant benchmarking is something that I see alot of people doing. For me it's by it's part of the fun.I mean it's really part of the fun. It is and I could always tella B player that if they're if they lose a deal, they're okaywith it. You know, I'm like, and I used when I move,first move into managers, I go all the Reps. I go tellme who you're competing I want you to know their names, I want youto know where they live, I want you to know, I want youto know what kind of car they drive. You know, and you know ifthey lost a deal, I literally would do this in a pipeline review. I go, give me a wallet. I would literally take money out oftheir wallet and give the Wallet back to them to make them feel whatit's like when they lose it deal with. Oh yeah, and they now,twenty some years later, they still remind me of those stories that Ihave sense forgotten, but I mean I would lose sleep if I lost adeal and I make sure I knew the person's name. I'd have headhunters callingthem giving them new opportunities. It was just yeah, because it's you know, I mean you worked for one of those. You know, you're Madric was like crazy competitive, right, yeah, Oh yeah, and it'ssomething that continues for me today. Like when I started working with Vale SellingAssociates, and there's I'm sure everybody out there probably knows how this works,but value selling associate has the IP and then all of the rest of uskind of a franchise model. We have to be certified and do all ofthe stuff, but we all work as a community. And there's one guywho runs his little franchise, has been doing it for fifteen years. He'sbeen the top dog for, I want to say the last seven or eightin terms of revenue generation and multiple millions of dollars generated in revenue. Andwe were at our associates meeting, what three months ago, and in frontof the entire room, you know, Scott was standing up there. Hewas accepting his award for having crushed it again. And we go to thebreak and I walk up to him and...

I'm like, I think you needto get really comfortable holding that award and he's like why, secce, that'sthe last one you're going to hold and he's like he's like did you justcall me out? And I'm my hey man, your top dog, I'mcoming for you, like it's just and it's not a it's not an aggressivething, it's just like hey, it's a fun part of the competition likeyou're crushing it. Yep, you have to have you have to know youhave a target on your back and if you're one of the guys who isn'tcrushing it and you're not spending time with those that are in an attempt toget better, you're missing a huge opportunity. I mean that's for me, that'spart of the juice, you know, the juice as we call it andsales, to motivate me to stay focused and do those is call blocksor do those things that you don't really want to do right, because atthe end of the day, you know the results will get you to thattop of the podium right. And I think a lot of people early insales they think you all you're going to get over the rejection or you're goingto become so callous or so you know, so good that you won't face it. It's like, Huh, I think people still face it, ifwell, and every freaking rejection still hurts. Man, been doing this for twentysome years. I wish I could get cut. Well, I guessmy maybe my ex wife would how I am, but in terms of salesand not necessarily like every rejection. It just hurts like you're like Shat,could have done better. I could have I could have done that better,I could have moved that forward, I could have answered that question more effectively. Right. And so maybe the rejections not a know and somebody hangs upon you or no, you lost a deal. But I think the empathythat sales reps have to have these days in order to connect with the peoplethat they're selling to you also has, you know, kind of what's adark side, but has a side where they have to be able to dealwith that on an ongoing basis. And how have you got to work aroundyou? Do you look in the future? Do you just have a pattern thatyou go through? Do you go running? Do you have a drink? Yeah, all of you above no. So for me it's I have Itypically have a heavy bag in the office somewhere, and so I'll unleashon that and then, you know, we celebrate. For me it's I'vealways, especially in complex as, you celebrate the small winds. Right.This goes back to has stay motivated. Right in a long tail sale,they I mean, I'm used to selling twelve, eighteen month types of dealsin it's in a long tail sale. With that many people involved, youhave to celebrate the little wins, and that's where I go have a drinkwith the crew and we talked about, okay, this is look, wedid this, we were successful, we got, you know, the nextcommitment or the next meeting, whatever it is, and then, while we'redoing our say okay, well, what do we need to do next?What's the next goal? Right, how do we set that? So settingthe goals along the way, making sure you stay focused on those, celebratingand when you hit him and when you don't hit him or something goes awry, fight, take fifteen minutes, blow off this team, go for arun, hit the heavy bag, do some pushups, do some set Iget on your motorcycle and go hundred miles an hour down the road, whateverit is. But then let it go, because they don't carry it with you, it's just going to continue to drag you down. Yeah, keepsaying next, all right, next. Yeah, some act comedian had thatis that you just go outside and say next after you get rejected for afilm. And I think, I think the other thing is that a lotof wraps is a lot of listeners are the podcast I'll go very concerned aboutgetting fired and it's like, you can't focus on that, because whatever youfocus on will most likely happen. You got to focus on being number one. You focus on, you know, getting the next deal, showing yourmanager that you're in this game, that you can figure it out, thatyou're putting in the time and the smarts to get the thing moving in theright direction as a posed to worrying at night. Oh I going to makeit, am I going to go out canned? And it's like, ifyou're worried about that, it's probably going to happen. Yeah, well,let me think about where you're putting the energy to right. If that's ifthat's really what you're worried about, then you just wasted however much time youspent worrying about that, that you could have been applying to moving a dealforward, getting ready for a deal, getting ready for a meeting, somethingthat would have been, you know, positively impacted your direction in your career, not not fear. Right, if... if you react from a placeof fear, that's all you're doing is reacting. And the best sales people, the ones that are the most motivated, that I've seen, and including myself. I get motivated by being proactive, like, okay, this is thecurrent situation and maybe it sucks, maybe it's not optimal, but there'sa way to turn this around. So how do I do that? Howdo I proactively engage plant put a plan together in a strategy that I canexecu you that's going to turn this around, rather than, Hey, I'm worriedabout my boss coming down on me. You know, if you're in salesand your boss hasn't come down on you, that means your Unicorn andyou hit quote at every quarter, which that is very rare. Right.So just get used to it. Focus on what you need to do tobe successful. Don't worry about what's going to happen if you're not. Yeah, I always say that. You know, the only fear you should worry aboutis the fear missing out, because it this is like the only careerthat you have, you know, almost total control over your income. It'slike that. There's no other thing. And it also comes down if you'renot money motivated, sales probably isn't the thing for you right especially, especiallyright now now. There's a lot of talk and you and I should tacklethis at one point too. There's a lot of talk about what maybe theyget rid of variable commission, but a flat said, and I'm just likeyeah, check out for me, like no, that's not I don't dothis. I don't do this for trying to solve world peace, like like, this is about the money at the end of the day, and andif your money motivated, this is the perfect place to be. I don'tknow if any place else as but depends on the complan and what kind oforganization you're working for. But, like you said, you have control overit. Your activity, your focus, your effectiveness determines how much money youmake, not how well the company as a whole did or what your bossdecided to do or how much the board decided to kick back or whatever itis. It's you, right, and that awareness, that accountability, is, at least for me, another huge way I stay motivated. There's nobodyto blame if the pipeline looks like crap. It's me right, and so thatis a great deal of freedom. It's a little risky. There's alot of risk in sales, but that gives you the opportunity to be accountablefor your actions and see what you're capable of, not only in terms ofearning, but what companies can you get into and all of the myriad ofthings that happen in a complex sale. That accountability and that ability to operateindependently. That is a is a huge benefit to being a sales professional thatI don't see in a lot of other professions. And I think a lotof companies are making huge mistakes right now and I'm not sure what's causing it, whether it's the the division of Labor that's going on, there's so manypeople involved. But I was looking at this Webinar or the other day andit's like fifty percent of the people are making their number now. I mean, I don't know about you, but you know if only fifty percent makingtheir number, it's like something's wrong. Well, you know, and it'sgotten worse right. I remember was what did it dropped. I didn't seethat women ever. And I've heard that stat recently. I want to sayit was like six years ago, fifty six percent or fifty five. Don'tquote me on that, but it was over fifty and now the latest statswill show you forty eight to fifty percent. If less and less people are makingtheir number. Something is seriously wrong, serious and I don't think it's asales issue. I think it's an operations issue. I had a consultantwho does nothing but complan consulting on on one of my podcasts and he says, you know, well, the companies want to target it in the Sand I'm like really, I mean, shouldn't be twenty like everything else inthe world? And and it's like and you can see what's happening, becausewhat they're doing is making the quotas high so they can have a high ontarget income. Sure you know, and you know I've always called myself acomplan ologist because because, let's face it, if the complant doesn't work it,you know, doesn't matter how good you are, you can't make moneyright and if you can't make money,...'re not excited. I mean,let's face it, when are you motivated? At eighty percent of your quota ora hundred, twenty percent of your quote? I want to hit ahundred. I want to get past the accelerators. I love it when youcan get to the opportunity where they go. You know what we did an accountfor that type of revenue and in the complant, and that just meansthat the sea level somewhere got pissed off because I found out how much moneyI was making. Yeah, any they'll get over it. Yeah, Ilove when they asked, do you mind deferring some of that? I got. Yeah, yeah, I too much deferring. Yeah, so let's noteven have that conversation right now. Are you deferring the recognition of it?Are you deferring the what it did to the Stock Price of the company?Right, I might get ten percent of it, but you're getting ten xon the evaluation of the top line. Yeah, without it, people quicklyforget about that. You know, Oh, you won't ten percent of the company. You know, I gave you a ten percent equity increase, andpeople like Oh, okay, you know, and that's used to be my interviewprocess with I an early stage start up. I go, you know, you earn this. You know, if I bring in an extra million, what does that mean to you personal and they're like, means a lot. Yeah, every it. Make sure I get my bonus and I keepmy job and I could my career continues to go up. Right. It'sjust to me it's amazing where we see you know, back to that wholesalary as you like do do we should we give them less commission because there'sso many people involved in sales? Well, first off, there's a couple ofthings there. If we've got an age component to it, like wegenerational component to it, and I think we've got this belief that if there'smore people involved it's going to be more effective. But if that effectiveness comesat a cost, and I'm not a hundred percent sure I buy that,like for the reps that are the ones that want to make that type ofmoney. Maybe they want to retire early, maybe they want to buy a boat, maybe they want to send their kids to school right. They're willingto take the risk, because there are quarters and we've all had them.There are quarters where you go, crap, is that all I got paid thisquarter? Like I got to really like turn it up right. There'sups and downs that have to be manager serious risk and a lot of peoplethat complain about what sales people make only complain when the sales reps are bringingin the big bucks, but never really have much to say on those monthsor those quarters where something went sideways and they didn't hit a number and there, you know, cracking open savings accounts to pay mortgages and things right.It's just there's a risk reward ratio that attracts a certain type of individual andyou're not going to get that superhuman effort at the end of the quarter forpeople who aren't getting comped on it. You just not. You're going toget smiles and nods and excuses and that that doesn't bring in a deal.It is, you know, the big deals, or even hard deals,require somebody to get emotionally attached to it working. And why are you emotionallyattached? Because you're financially attached. You know, and if you know,I hear that argument all the time by the bike riding, you know,pot smoking entrepreneurs who think, all we don't need to and it's like,yeah, you're selling a twelve dollar a month product. Its right, geton get off of it. You know, you know right, and they havegreat support and it's like okay, yeah, and you know everybody getsto Kumbai Ya at the end of the day, is that you locked out? But that's not the way the real world works. You know, howoften is your phone ring? Right? It's like we're out there making thingshappen and that's why you get paid for it. Well, I think there'sa lot of we have a tendency. The media helps with this right,especially in our industry, but we have a tendency to celebrate those that havebeen extremely successful and there are very few that will be painfully blunt about whatit took for them to be that successful, especially in sales. There's up podcastcalled sales success stories and I think Ingram is the guy that runs it. But he talks to these ultra top performers and they lay out the amountof effort that goes into them achieving these numbers and you listen to it yougo yeah, okay, totally makes sense.

But then you talk to other repsand they maybe they've heard one, and they go make it you believehow hard that person was working. I don't think I could do that.Well then maybe it's time to think about your career choice, because sales,like revenue, doesn't fall off a trees. It just doesn't fall off a tree. So if you're not competitive, if you're not motivated, if you'renot money driven right, if you're not if you don't get motivated by workingwith a community of individuals like that, then you probably need to start lookingabout doing something else. Right and if you're not willing to, you know, take that feedback, that really ego crushing feedback of when you lose adeal and own it. You know how many reps when they lose a deal, it's everything but them. Oh yeah, it's price, it's product, it'stiming, it's the customer has issues, but nothing about them. If everydeal I lose, I say because I lost one deal this this quartersbecause I overlooked an email and I'm like, Oh God, how could I havedone something so stupid, you know. So now I'm like, you know, it wasn't like an email. Email was like a linkedin email,right, I like. The problem is I get like a hundred a day, you know, the congratulations on this and you to see me on this, thanks for connecting, and you like a boo bla, Boola, BoolaBoo. You know, you know, and it's so rare that someone reachesout to me as opposed to me connecting with me, proactively doing something,and I go no, I've got to go through all of them every dayand not miss them. Yeah, it's that. It's that ownership right,that ownership and working with one of the big things for motivation for me isthat sense of community. Right. So Sales Reps have a tendency at times, I think, to get pretty silent into their own heads, right,especially depending on the size of the organization, maybe they're off and running competing internally. One of the things that I have seemed to be very effective,and actually was taught this by one of the top performers that worked for mea few years ago, is that sense of community. Is that making timeonce a month, once a quarter, to get together with other sales reps. maybe they're in your industry, maybe they're not, but at least let'ssay they're at least all doing be to be complex sales you get together,you have a couple drinks and you dissect each other's deals and you take thatbrutal, Ego crushing feedback. Yeah, you internalize it and you pick eachother up. Right. It becomes that you know your own little tribe,so to speak, and that surrounding yourself with that type of community, Ithink, is also extremely motivating. Yeah, I mean I had the good fortue. I had the same you know. See, says sales engineer who workwith me for four different companies over ten years. You know we wouldwe would like a couple. We just got hired, you know, becausethe VP goes, you know, any good se's I go, he's okay, you know, but the the Mojo that we had is we would ripeach other apart when we when we messed up. You know, I misseda flight once. He goes, if I missed that flight, you beup my butt so deep by you know, and I go, I know,I know, but you know, because he was always like walking upto the gate at the last possible moment, or he give me his bag.He goes, can you watch this, I'm going to go get a coffee. I'm like, I'm not watching your bag. Who Am I?You know, but after every call, you know, I if the machine, the Demo didn't work, I just be rolling my eyes and he'd belike, I know, I know, I know. And if I didn'tlike clothes for the next meeting, goes, yeah, we're not getting that deal. You know. It's like you've had better meetings and you know ithurt and I at the time I wish I didn't hear it, but itgot me on my game. You know, it was just I know these,you know, because his income was based off of my income, right, you know. And he'd like to pull out pictures of his kids.That go ahead and be Brian. They going hungry? Oh, that's awesome. Nobody's showing though, right. And I think a lot of sales refs. Yeah, this is one of the things that always when I would startmanaging a new team and I would say, guys, look, our job isobviously to bring a revenue for the..., but it's not bringing inrevenue for the company. It's making sure that the kids of the consultants orthe project managers or whoever, are fed and have the opportunity to go toschool, that everybody that works here we have the revenue so that they canhave benefits and they can live a good life. Yes, we're going tomake a lot of money doing it and yes, it's going to hurt becausewe're going to work harder, put in more time and take more feedback thanany other department in the in the a group. But it isn't just aboutus. And so trying to create that sense of community internally and then seekingit outside from other peers, that would be just brutally honest. That,to me is maybe it's massochistic, but it's also extremely motivating and in powering, because if somebody can point out where I can do better, I feellike if they've taken the time to at least say that or give me thatfeedback, then I owe them the respect of actually listening and seeing if Ican internalize it. Yeah, because nobody wants to hurt your feelings, rightand and I you know, certainly when you become a sales manager, you'vegot a you're going to hurt someone's feeling. This is somebody's get emotionally. Butyou know, and when we talk about you know what makes sales peoplesuccessful, I hate when people say it work, hard work. It's like, obviously, I mean there's no getting around it, but I would liketo dig in. You know, what I see is typically what you toldme, like those habits, you know, structuring your time, owning your time, controlling your time, being focused on it and and also being ableto accept that you're not superman, that you have a punching bag to releasethat frustration, because it's never you're never going to go away, you know, unless you're a sociopath. You're never going to get completely away from being. You know, it was I got rejected this morning about something and I'mlike, what the hell, it is still bugs me right, you know, especially once you get out on social media. Forget it. You know, everyone loves to hate. You know, it's like sport. But you know, if but if you have structure and your have habit and you moveon and it just you know, accept that. You know people have baddays. You have bad days, but anything else that you you know reallyworks for you, if you've seen work for other people in terms of gettingmotivated in the spot. This is kind of a you know, before acall block or before a big meeting. I'm a big music fan, sothere's always there's always a song that gets played right. And I said thelast one for me is always make sure I have goals. Is If,whether it's set, you know, by a manager or not, if Idon't have goals for myself of what I expect for myself, I am oneof those guys that is the harshest critic. I screw something up, nobody's goingto give me more crap that I'm gonna give myself. But I wantto set goals because it it gives you that kind of the combination of everythingright. You're setting goals so you can time block towards it. You're goingto celebrate those small wins when you hit. It gives you something to focus onand strive for and it keeps you focused on the game, not necessarilythe you know, the the feedback in the rejection that you get as aresult of being in the game. Right. Yeah, you don't care about thefirst inning. All you care about is to do win or did youloves right. And I think the Times that I have done it and I'mdoing it now, like the first thing in the morning, you know,I kind of it's not really a meditation, but I just kind of like visualizewhat I want. I just ask myself what do I want, youknow, and I kind of, you know, just talk myself into awhy do I want it? And I come at why do I want it? And then if you have some kind of you know, either auditory wouldbe being a song, or a visual I used to have, you know, as a screen saver like this, you know, tropical island, becauseclub was in Hawaii that year. I'm going, you know, and I'mnot going to let someone else get that statue, you know. So I'mgetting that little trophy. There's no way. You know, here's funny stories,like a first time, first company I work with with that SC thatthe guy in New York was best friends with the VP of sales, ofevp of sales, had that territory before.

He was number one, like youhad in your company like three or three years in a row. AndI told my vp ago I'm gonna crush him this year. I had abrand new territory, shitty territory with, you know, not much help todid nothing. It was I kind of some orphan thing. I go,I'm going to crush him, you know. And this guy, he would seeka lazy you know. He got like, you know, had bigaccounts, repeat business. I had none of that and I'm going to beathim. And that that excited me, you know. And if you havethat and you work on it on a daily basis, that will get youaway from the hangups that unsubscribes, the leave me Alane's or not interested,it's whatever it is that annoys the hell out of you. Oh yeah,and that mantra in the morning is so funny that the research on people presentingand stage fright. Right. I read a book on the history of StageFright. The one of the biggest things that changes the way somebody performs onstage is the last thing they say to themselves before they walk out on stage. And so if, instead of Holy Crap, I'm scared because I'm goingto go do public speaking and I suck at it, I'm excited to behere. I'm excited to be here, I'm excited to be here, itmakes a world of difference. And so making sure you're doing all of thoselittle things all along the way and make sure that staying motivated is part ofyour everyday routine, the results will speak for themselves. All right, everyonethat does it for another episode of the B to be revenue executive experience.I hope you found that insightful, enjoyable took some value away from it.Brian and I talk a lot about motivation. We spend a lot of time tryingto motivate ourselves and hopefully we were able to give you guys some insightsand some ways that you can do the same in your day to day andin your sales career. I want to thank everybody for listening and again,please leave us review on itunes, drop me an email, let me knowwhat kind of guests or topics you'd like us to cover. And until nexttime, please remember we have value prime solutions. With you all, nothingbut the greatest success. You've been listening to the B Tob Revenue Executive Experience. To ensure that you never miss an episode, subscribe to the show andItunes or your favorite podcast player. Thank you so much for listening. Untilnext time,.

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