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In this episode of the Advanced Selling Podcast, we do a monologue on the ins and outs of camping, I reflect on the days of announcing school closings on the radio, and we dip into the co-video mailbag and give a listener advice on finding your next gig.
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Back at the Advanced Selling Podcast, the longest running sales training podcast.
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I m one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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And we would love to come see you.
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And we ve had a couple of come see us requests over the past month or so.
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So if you have a retreat or a sales meeting or something coming up this fall, the fall is really kind of the crazy time for these things.
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If you re interested in bringing Brian or I, or both of us out, or at least starting the conversation to see how it might work, make sure you send in an email to listener at advancedsellingpodcast.com.
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Come see us in the subject line.
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That d be really great.
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We were talking in our show prep time, Bill, that you were
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Had a little adventure over the weekend.
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Was it this weekend?
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I was kind of down in your neck of the woods where you grew up, down in the southern Indiana area.
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Southwestern Cornell.
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Yep.
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Jasper, Ferdinand, French Lick, Springs Valley, Princeton.
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Yeah.
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We weren t quite as far down as you, I don t think.
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No, no, no.
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Because you re Evansville.
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That s still, yeah, that s still the, we still label them the tri-state.
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I kind of gauged that off of the radio reads in junior high when there was a school closing for snow, who was included, you know what I mean?
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It was Northern Kentucky.
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We had Northern Kentucky, even kind of in Central Western Kentucky, we stretched down there, the radio stations.
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And that was back way before the internet and things like that, right?
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You d actually get up at 6 in the morning and turn the radio on and listen for your county school.
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It s the only time you got up early.
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Totally.
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Well, I was down there, and my sister-in-law and her husband own a place down near Patoka Lake.
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And Patoka is a beautiful reservoir.
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It s huge.
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It s one of those best-kept secrets.
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And it s just an awesome place.
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The water s clean.
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It was a hot weekend.
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And so we went down, a whole family, the grandkids and everybody went down.
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So we didn t camp.
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We stayed at a comfort suites.
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Good.
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But my in-laws live, or my brother-in-law and sister-in-law live in a park.
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And they are fifth wheels.
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Right.
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Are you familiar with these?
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Well, if you grew up in that area.
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So this is one of my things.
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And my domestic partner, her family grew up camping.
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They have one of those pop-up things.
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I am not a camper at all.
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No, I m not either.
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No, I always joke that I say, yeah, I camp at the Marriott, or the Four Seasons, or JW.
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Why is a fifth wheel called a fifth wheel?
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I ve always, this is what I wanted to ask you.
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Do you know?
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I don t know the answer to this.
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Why is a fifth wheel camper called a fifth wheel?
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I think it s because the camper itself has four wheels.
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So you re pulling it behind a truck.
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And the fifth wheel is the wheel in the truck that the camper sits on.
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There s a wheel that the camper sits on?
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It s around, it s around,
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metal or iron or steel and that s what it sits on.
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I think that s what that means.
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Did you think there was like a fifth wheel hanging behind?
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That s what I always wondered, because you d count them and there s four wheels.
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Well, it s not that.
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And I thought, well, there s a little dolly thing that comes down, you like crank it down, you get there, you keep it steady.
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I think it s what sits on the truck that the dolly kind of
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moves into, integrates into.
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I m guessing that one of our smart listeners from across the globe will know why a fifth wheel camper is called a fifth wheel camper.
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I don t know if we have a lot of listeners who are familiar with fifth wheels.
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That would be an interesting poll, like camping or no camping, because we re both not campers.
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You see what you do is somebody says, hey, what are you doing this weekend?
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Well, I m going down to Patoka Lake.
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Nobody in Indiana really knows Patoka, because it s waste.
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So then you have to kind of explain, well, my brother and sister-in-law have a place at Patoka.
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Well, a place at Patoka, there is no, you can t live on the lake.
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It s a spot.
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It s not a place.
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It s a spot five miles from the reservoir.
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To park your fifth wheel.
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And then you say, oh, where do they live?
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They live in a fifth wheel.
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Thanks.
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And then people are like, what s a fifth wheel?
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And before you know it, you re an hour into this conversation.
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And I m explaining.
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I just don t.
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And I m going to make a lot of enemies.
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I just am.
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So people say, we re going camping, especially when there s no lake involved, because people do that, too.
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And I m like, OK, so take me through the day.
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So you get there, what do you do?
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Well, we set up the campsite.
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What does that entail?
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Well, we put the tent up and get the fire ready.
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I m like, OK, so now that s that done, then what do you do?
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Well, exactly.
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We make lunch.
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OK, how do you make lunch?
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Well, you know, burgers and brats or whatever.
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OK, then what do you do?
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walk through the woods.
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I m like, OK, then what do you do?
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It s like, I just don t know what camping is.
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I don t know what you do.
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And I know we ve got some listeners that will tell us.
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So email us at listeneradvancesellingpodcast.com and tell us what to do.
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Oh, it s huge business.
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It s huge.
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So there must be, yeah.
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But I always feel like if you re near water, there s always something to do.
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Water fish.
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Water skiing.
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I know some people just go camp to go camp, and it s like you just sit there, and it s hotter than blazes, and you ve got bugs all over you.
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It was 90 degrees.
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And you can t shower, and it s dirty, and it s uncomfortable to sleep.
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I m just trying to find the good in it all.
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Somebody help me.
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You ve upset 90% of our listeners.
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We re going to go to the co-video mailbag, correct?
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This came from the Covideo mailbag.
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So our friends at Covideo have a wonderful app that you need to check out.
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You go to advancedsellingpodcast.com slash Covideo.
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It is a wonderful tool to make you stand out like you all are trying to do.
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They have an app that allows you to respond to people through an email system that directly delivers a personalized video to your clients.
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We ve had several of our listeners sign up for Covideo.
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It s a wonderful thing.
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They re great people, wonderful to work with.
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Just go to advancedsellingpodcast.com slash Covideo to check it out.
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So here s our email from today, and he says, hey guys, I ve been listening to your podcast for about three weeks now, really enjoyed it.
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I graduated from Indiana University with a bachelor s degree, and I m currently a sergeant for a sheriff s department.
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I ve been working for this department for five years.
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Over the last year or so, I ve realized that I want to transition out of law enforcement.
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The sales profession is something that I m extremely interested in, and I feel as though I have the intangibles to be a great salesperson.
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My father and brother, both in sales, I hear their stories.
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I currently don t have any sales experience,
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but I believe my personality traits could translate.
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I have several questions.
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One, what advice would you give me to break into sales?
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Two, how do I combat job applications that require so many years of sales experience to be considered?
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And three, I m interested in medical device sales.
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Do you have any advice on how I can break into this specific field?
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I look forward to hearing back.
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A few things jump out at me.
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Number one, go Hoosiers.
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He s a Hoosier.
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Yeah, he s a Hoosier.
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Just like you.
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I love that.
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Law enforcement.
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He s a camper, just like you.
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Go law enforcement.
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Yeah.
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I probably lost him on that one, didn t I?
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Yeah, probably.
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Obviously, super thankful and respectful for law enforcement people.
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And to be losing one, understand that that s just a job.
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It s a passion project.
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You got to love it, right?
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You put yourself in harm s way to protect us, and thankful for that.
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And there s a lot of people wanting to get into that line of work and serving for five to 10 years.
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And then getting out is no shame there.
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That s awesome.
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So we have a lot of listeners.
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We thought, how can we apply this topic?
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So this is a how do I get into sales topic?
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I m like, well, most of our listeners are mostly are already in sales.
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So how can we apply this to them?
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So what Bill and I decided to talk about to you today is, how do I find the next thing, regardless of where you are, what the next thing is?
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So the next thing could be how to get into sales.
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Or the next thing could be how to get out of sales, maybe go into account management or client success.
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Could be you re a regional sales manager and you want to be a VP.
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How do I get to be a VP?
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Could be that you want to move into national accounts from regional accounts.
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So no matter where you are, this episode is about some advice on how to handle yourself when you re trying to find the next thing.
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The next thing.
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Yep.
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I like it.
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Here here s a couple thoughts here before we get into how to do that.
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I I wrote down here look at your motive and Make sure that it s not a grass is greener motive and I m not saying it is for it for this person or anybody but just sometimes we are
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we are running away from something, and we happen to be running to something else, but the real motivation is we want to get away.
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Like, we were talking on the show, Prep, SDRs.
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What is that?
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Sales Development Rep.
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Sales Development Rep.
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A lot of people doing that.
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It s a brutal job.
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It s a brutal life.
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Lots of outbound.
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And some people, after a year or two, just have
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They want to get into account management, customer success, client success.
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The question, though, is do you want to get into client success, or are you running away from the burden, the craziness of what SDR is?
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So I m OK if you re doing a little of both, because if it was great, you probably wouldn t be running away from it.
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But you ve got to be careful that you re not just trying to get away from something, because you re going to find something else, and it s not going to float your boat either.
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I like the idea of thinking that the grass is green wherever I m standing.
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If you think that way, you kind of remove this thing for you.
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The grass is green wherever I m standing.
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It doesn t mean life is perfect.
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It just means that that s a good way to think about it.
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It s not going to get greener somewhere else.
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It s going to be the same shade.
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OK.
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Thoughts?
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So let s get into some of the- Yeah, I ve got to tell you.
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And this one kind of, my first one, I think, connects the one you just said.
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If you re getting ready to get your next gig, I think the first thing you need to do is step back and take a really hard look at yourself.
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And so I put down here, take a personal inventory of both your skills and your motives and your deficiencies.
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Let s put it that way.
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Yeah, I just wrote that down too.
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Yeah, you ve got to take personal inventory because the phrase, your problems will follow you, I believe and found to be true.
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To your point, Bill, if you run away from something, you think, oh, I don t like this
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boom, boom, boom, you think it s going to be easier, and it s not.
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Every job has a part of it that s easy and fun and wonderful, and every job has a part of it that can be a grind.
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And so you ve got to understand yourself first before you figure out what s going to be next.
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And so for our sergeant friend here, he says he s got a father and brother.
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I would go sit down and have a few beers and a cigar or whatever you do, and just sit and talk to them about
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not about how great they are in it, but about the attributes required, about the deficiencies, or about what grinds them, what irks them.
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One thing you ve got to put up with, Sargent, is you re going to have a lot of people who lie to you every day, because that s what people do to salespeople.
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And so if you take that stuff personally, this may not be the right profession for you.
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Like you said, Brian, it s really a matter of diving deeply into it before you just say, I think I d be good at sales.
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Yes.
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Well, how do you know that you have nothing to base it on?
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And so many times people look at the sales profession, they go, boy, it looks like a great job, a lot of freedom, right?
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Make a lot of money, a lot of freedom, a lot of money.
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They don t dig into the effort that it takes, the ups and downs to all the negative parts that come along that can come along with the profession.
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I actually think today is a great time to get into professional selling because of all the tools and the social media and the technology versus 20 years ago when it was really all cold calling.
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So I think it s a great time, but it doesn t lessen the requirement to really understand what it is.
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Here s one I have that I actually stole this, I m a thief today, from a guy named Cal Newport.
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Do you know Cal Newport?
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I don t know him personally, but he is.
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Cal has written several books.
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He wrote one book called So Good They Can t Ignore You.
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And his whole thing in life, and he s an MIT, I think he s MIT professor.
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He s a really bright guy.
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Do you have to be bright to be an MIT professor?
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It helps.
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I think it helps.
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Yeah, yeah, yeah, yeah.
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It just kind of adds.
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You can have a strong resume.
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These are places that weren t on my top 20 list when I was applying for colleges.
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No, you weren t on theirs.
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I don t think they found me.
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But Cal talks about career capital.
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And he says that if you are looking to do the next thing,
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Go find out what skills are required to do the next thing really well Yes, and part of that is is asking people part of us just starting to make a list of what are the five skills that I m just going to have to be top of the you know best in the world at or best in class at if I m going to succeed in this new thing and
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And so that goes for SDR to client success, salesperson to sales manager, regional manager to VP of sales, sales leader to CEO, whatever.
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You ve got to look at that next thing and say, what are the true skills required there?
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And then before you just say, well, yeah, I have those skills, go out and learn those skills.
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Take classes, get a coach, get a mentor, ask the person who maybe has that position now to help you.
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That s really good.
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Career capital.
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I love that.
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What is it?
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Career capital?
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Career capital.
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It s that.
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I like that.
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Yeah.
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That s really, really good.
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OK.
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Next is you have to prepare for necessary endings.
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Necessary endings.
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It s a great book by a guy named Henry Cloud, I believe, wrote Necessary Endings.
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Is that right?
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I think it s Henry Cloud.
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I think it is.
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And it talks about, in life, when you move from one stage or one phase to the next phase, we have to begin to learn and embrace the idea that other things will end and change.
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For instance, if you re going to leave your role as a police officer, you re going to have to give up some relationships.
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You re not going to be able to do some of the camaraderie things you used to do in the past for whatever reason.
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If you re going to go from a sales manager or a salesperson to a sales manager, you can t be buddies with your buddies anymore, because you re going to be a leader.
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It s different.
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It s just a different thing.
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So you have to be prepared for things and parts of your life to end.
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when new things begin.
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And I found that to be a really hard thing for people to handle.
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They really, really struggle with letting go.
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Yeah.
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Especially if you ve done something and it s been you.
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You know, we get our identity wrapped up in what we do.
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And especially if you re on the police force, sheriff s force, that that s part of who you are.
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You re in uniform.
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I mean, at least we re not in uniform.
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Well, you got your uniform on today.
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No, no, not quite.
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But when you re in the military, or sheriffs, or police, or a firefighter, you ve got a uniform that you re wearing.
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That even adds more to the identity.
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So at some point, you have to say, I am not this person who wears this uniform.
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I m separate from that person.
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I m going to go try something else.
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That s really good.
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Sounds easy.
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It s not.
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It isn t.
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Because how many times have you seen people who have been doing the same thing for 25 years, and they ve wanted to change, but they couldn t?
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I know.
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They couldn t say no.
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Yeah.
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And to your point, too, with someone in a position like this, they are self-defined by the uniform, that people see them and keep them in high regard.
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And when you re walking around with khakis and a golf shirt on, you re just like the rest of us with khakis and a golf shirt on.
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That s right.
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That s right.
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So that s all I have.
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Those are the ones.
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I have one more.
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Can I say one more?
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Yeah.
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And this came up in a different episode about asking for a raise.
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But it s really important when you go to your next thing.
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And you always have to have a number.
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You have to have a number.
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You have to understand where your income and your income earning potential fits.
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Because as you move on, people are going to ask you this.
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So for this fella, if you re going to go be a sheriff s deputy, I mean, that s a public thing.
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You know you re going to make $42,035.
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Sales, a sales interview is going to say, how much money do you want to make?
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And you have to be prepared to answer that messaging or that question.
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You also have to be prepared, if you re going to a sales manager s gig, to figure out, OK, what is comp look like for me when I m making my money through other people?
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And I understand it s a very, very different thing, or an SDR going to a client success thing.
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The income potential may not be as high as the next thing.
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And so you have to really hone in on where money just fits with you and how you make your money.
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And you ve got to have a number.
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SPEAKER_00
That s a great point.
1
SPEAKER_00
My daughter just left an SDR role about four months ago and went into client success, the same exact path.
1
SPEAKER_00
And she s making a significant amount less money, but she doesn t have the stress and burden of cold calling and outreach and all that stuff that she had before.
1
SPEAKER_00
So she seems like she s happier, although when she looks at her W-2 at the end of the year, she s not as happy.
1
SPEAKER_00
But you know, that s part of the deal.
1
SPEAKER_00
And I like your idea of have a number.
1
SPEAKER_00
And it doesn t mean that you re going to, like if somebody says, well, what do you want to earn, Sergeant, if you want to get in sales?
1
SPEAKER_00
Pick the number, 75 grand.
1
SPEAKER_00
And if they say, well, there s no way that first year are going to make 75 grand, say, well, yeah, I don t understand, first year.
1
SPEAKER_00
But can I grow into that?
1
SPEAKER_00
Is that something that s even possible?
1
SPEAKER_00
So I like the idea of having a number.
1
SPEAKER_00
It s not all about the numbers, but it is some about the numbers.
1
SPEAKER_00
Having one.
1
SPEAKER_00
Yeah, you just have to have one.
1
SPEAKER_00
You can t say, oh, I don t know.
1
SPEAKER_00
Okay, so thank you, Sergeant Sheriff.
1
SPEAKER_00
Thank you for that question, and hopefully you re okay since we changed the perspective a little bit.
1
SPEAKER_00
Also, let us know on the LinkedIn group, what you think about that whole next thing opportunity, and what is your next thing?
1
SPEAKER_00
You don t have to break any anonymity here, but just what are you thinking about for your life, and what kinds of things are you doing to prepare yourself?
1
SPEAKER_00
I d like to see that on the LinkedIn group.
1
SPEAKER_00
Me too.
1
SPEAKER_00
Me too.
1
SPEAKER_00
See ya.
1
SPEAKER_00
Bye.
1
SPEAKER_00
Bye.