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In this episode of the Advanced Selling Podcast, I stump Bill with another music trivia question from your grandpa s record collection.
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Sorry, millennials.
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Bill quotes an obscure physics saying that falls over the audience like a lead balloon, and we take a mailbag question from Kara, who wants to know how to deal with the pressure of being number one.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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I am one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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We are so glad to have you.
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We re starting off the year with a big old bang with our co-video mailbag people and questions that have been sent in to us and also audioed in.
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So we re going to do that today.
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And we ve gotten a lot of those over the last few weeks, ever since we announced that we were going to do that.
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In January, every session was going to be a new question.
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And we ve done that.
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And we might have to double up here in the next couple of weeks.
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We ve got so many good questions come in.
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Yeah.
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And we still want you to keep them coming.
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So just because it s the end of January doesn t mean that we don t want your questions.
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So you just send us an email, an audio file, preferably high-quality audio, of course.
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To a listener at advancedsellingpodcast.com, we ll take those questions.
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We re actually, you know, we talked about, we re going to talk to one today, one that Bill actually talked to a listener.
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And I like doing that kind of stuff.
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I d love to maybe call a couple of random people just for fun.
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We should, yeah.
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You know?
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Especially if there s a coaching of a deal that you might want to do, or just a chat.
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Just a chat.
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We like that, so.
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So Brian, you have some sort of a contest.
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You know, we ve talked about our enjoyment of music, and obscure music especially.
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And I was singing a song.
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I was at my workout program.
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We re singing this song.
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And I was trying to figure out who sang it.
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And I was walking out with a guy.
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Were you actually singing the song?
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We were singing the song.
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We were, actually, because one of the songs is a woman s name.
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And this gal that works out with us has this name.
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Oh, OK.
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So we kind of sing her name sometimes to her.
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And then I m like, who sings that song?
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We had this huge debate.
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and I was dead wrong of who it was.
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And I bet you re gonna know who it is, would be my guess.
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Now, we ve also talked about, you know, we ve got a very wide variety of age people that listen, but you and I tend to live in that 70s.
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Is this 90s or sooner?
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No, this is not.
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This is actually more in your wheelhouse, Bill.
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Okay.
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I m just gonna play a little quick hit.
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You ready?
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Mm-hmm.
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Got that?
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Mm-hmm.
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You know what song that is?
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You do, don t you?
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But you don t know who sings it, do you?
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I struggled on this one.
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Well, give me more.
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OK.
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Give me some more.
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One of the greatest songwriters.
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OK, that s enough.
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Ever.
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Yeah, yeah.
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You know who that is?
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Yeah, Brooks and Dunn.
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That s not Brooks and Dunn.
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They remade it.
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That s a good guess.
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OK, don t tell me.
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My Maria.
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Yes.
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Is that the song?
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It s My Maria.
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This woman s name is Maria.
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Can I give you another song this guy wrote?
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Oh, yeah.
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Ready?
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Three Dog Night.
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That s what I thought, too.
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It s not Three Dog Night.
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Shangri-La is not Three Dog Night.
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It s Shambhala, because I thought it was Shangri-La, too.
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I think everyone in the world thinks it s Shangri-La.
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No, that s a place in Taiwan or somewhere like that.
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You don t want to go to.
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It s Shambhala.
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Those are two great songs by the same guy.
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He died when he was like 36 or 37, I believe.
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Very obscure person.
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Yeah, I don t know.
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This is a good one though.
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B. W. Stevenson.
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Never.
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Never heard of him.
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And those two songs are just fantastic.
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My Maria was B. W. Stevenson.
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B. W. Stevenson.
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Singing it.
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And that s his version.
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This is it.
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And he died.
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Yeah.
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I think he died when he was really young.
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Isn t that great?
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That s awesome.
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Shambhala.
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Someone needs to do a movie about this guy.
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Anyway, that s your music trivia for today.
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That s good.
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Well, I failed.
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That was a good one.
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See, I thought you would get that one for sure.
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Well, I got the one song, but I missed the other song big time.
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And those are really popular-ish, you know, 70s-ish songs for that.
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Who d you think the Shyamalan was?
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I thought it was 3.9 for sure.
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I did too.
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Yeah, I would have bet a million dollars.
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Did they do one something like that?
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I don t know.
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I have no idea.
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Or cover it, maybe?
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Not sure.
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OK.
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There you go.
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Oh, I m disappointed in myself.
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I m going to have to go to therapy this afternoon.
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It s time for the Co-Video Mailbag, where Bill and Brian do their best to answer your questions.
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Or make something up that sounds good.
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So here is the deal.
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We asked for voicemails and audio questions here a few weeks ago.
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And I got an email last week from a lady named Kara.
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And she is with a national company.
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And they have a large sales meeting coming up in September of this year.
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So she s got some time.
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And she was asking me.
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She has to do a major presentation in front of like 1,000 people.
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And she s a national accounts person and has done really well.
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But she was asking me for some advice on what to do.
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So we talked about that a little bit.
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But then at the very end of the conversation, she came back with this question.
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And this is the one I d like for us to deal with today and answer.
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So here is lovely Kara.
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She had a great question.
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Here it is.
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Well, you know, like I m number one.
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I ve been number one for the past three quarters.
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We do a rolling four quarters and they put 30% growth on me every quarter.
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So, you know, like, um, being like a very high achiever, like I get all my personal satisfaction from being at the top.
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So I have a lot of anxiety about possibly not being at the top anymore.
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Do you want to know how to send powerful video emails?
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For your free trial, go to advancedsellingpodcast.com forward slash co video and send us your toughest questions to listener at advancedsellingpodcast.com.
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So when Kara emailed me, and I called her back, and I said, do you know why I have taken this?
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Because we get that email a lot, where people say, hey, just give me five minutes on the phone.
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And if we did that all the time, and we wouldn t charge for it, then it would take us a lot of time.
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Not good for the business model.
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No, it s not a good business model.
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So I called her back, and I said, do you know why I called you back?
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And she said something like, yes, because we had this set up.
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And I said, no, no, no.
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I mean, do you know why I m calling?
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Because we get a lot of these.
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I didn t explain myself for a while.
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And I said, because your name is Kara.
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And I said, my daughter s name is Kara.
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And I know you have nothing to do with each other.
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And you don t even spell your name the same way.
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But that was the main thing.
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And so she was a really delightful lady.
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So what do you think about that question of, and I think it happens to a lot of high achievers, especially this time of year, entering into a new year.
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And it doesn t really matter what time of year it is.
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It s just that fatigue sometimes of operating at a high level.
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It is.
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And I almost, this question took me really into reflective mode here about more of the philosophy behind high personal achievement and things.
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Because so many people yearn for more.
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And then when they get more, they realize it s way harder than they thought it was going to be.
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And there s pressure that comes around with high performance that she s feeling right now.
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And while it looks good from the outside in to get your name up on the board as the number one person, to get called up for President s Club for the eighth time in a row, there s immense pressure that comes with that.
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And if any sales leader is going to go to a person to drive a number forward, they re always going to go to their top performers.
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They always are.
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And so to me, I started thinking about, and I think in her question, she said something.
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Can we dive in kind of what I heard from her?
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Yeah, that s fine.
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And so, Kara, listen, when we re talking about this to you, we re trying to lift you up and coach you, because some of the things I m going to say are going to be more about you than anything else, OK?
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So keep that in mind as you re listening to this, Kara, and for everybody else.
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The first is, she said, they keep piling on a number.
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They keep giving me this huge number.
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And it felt kind of victimish to me.
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And that comes with the territory, like it or not.
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If you re a high performer, high performers are expected to perform at a high level.
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That s part of the deal.
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You re probably going to get the biggest increase.
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You re going to be expected to make up the gap.
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And that s what you get.
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That s what we do.
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And so I d love for you to just examine that thought and not feel the victim side of that and feel the opportunistic side of that.
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feel the gratitude side of that, that, man, how thankful am I that my senior leader of sales trusts me so much that they lop on this huge, huge increase in my expectations for the next year.
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I think that s a much healthier way to think about it.
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Because as you start, you ll start to resent your leader.
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You ll start to resent the company.
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You ll start to resent the job.
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And that will drive you back down to mediocre performance usually.
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So I want you to rise to the challenge of that mentally first.
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and see that as a gift that you re really, really lucky that you ve got.
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Because most people, you don t want to be on the other end of that, I m telling you.
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And I know she knows this.
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So that s my first impression.
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Yeah, you don t want to get that.
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You don t want to not get the call.
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Exactly.
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Or the other side of that is you don t want to be like, hey, you re on a performance playing all that other jazz, and you re going out telling a story because you got fired for non-performance of why you got fired.
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Yeah, I probably didn t hear that.
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Now, I talked to her a little bit longer than the clip you heard, so maybe
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Maybe she gave you that vibe in the clip.
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I did not get that vibe.
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I did get the vibe of fatigue and of performance fatigue.
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We ll just coin that word.
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It s a good one.
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I like it.
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But I see what you mean is that the instant
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The instant that even starts to enter your mind is the instant you start with the resentment or the true frustration.
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That s good.
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Well, I had a couple of things.
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Here s the thing I had.
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And I gave this quote the other day when I was doing my speech and it went over like a lead balloon.
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So here it is.
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Give me a lever long enough and a fulcrum to set it on
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and I can move the world.
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Wow.
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Lead balloon.
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Really.
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I was looking for like an applause line.
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Yeah, like where everyone would like to jump out of their seats at that point or throw shit at the stage.
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Give me a level.
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And I think, I ll have to check with Chuck and Doug, but I think, I don t know who said it, but it was somebody long, long time ago.
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Let me see if I can spit that back to you here real quick.
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OK.
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Give me a long lever and.
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A lever long enough.
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A lever long enough.
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and a fulcrum high enough, I can move the world.
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Fulcrum to set it on, obviously a lever has to have some kind of a fulcrum.
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What s the matter?
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The saying just keeps getting more complicated to understand.
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You ve got to be a physics professor to figure this one out.
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But I like where you re going with it.
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No, the point is that it s about leverage.
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The point is about leverage.
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And so sometimes I think what we have to do is we say, well, OK, we did 700,000 last year.
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We do a million this year.
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They re asking us to do 1.3 million next year.
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So the increase in the quotas is obviously an apparent.
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The question is, how do you best leverage your assets to make this happen?
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Assets like time, like customer relationships, like partnerships with other vendors maybe, or your wisdom, your experience, LinkedIn.
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I mean, there s lots of different leverage points.
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And unfortunately, I think that sales professionals do not look at their business that way.
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I think they look at their business as a one-to-one business all the time.
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And we re not taking away from the fact that, yes, you have to have relationships.
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You have to go out and call on people.
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You can t sit around and just do LinkedIn posts.
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But there also is a leverageability or a leverage component to your work.
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And I think if you have a big increase and you re saying, where are the hours going to come from, you have to look at leverage.
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Yeah.
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Yes.
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The saying, yeah.
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Would you please give me a lever long enough and a fulcrum to set it on and I can move the world
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I thought about who said it, Michael Scott from The Office.
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That does sound like Michael Scott.
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Michael Scott.
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No, it was like Sophocles or Epictetus or one of those dudes.
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Epictetus, right.
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Yeah, Hermaphrodes.
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So here s something I know.
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No, I don t think it was him or her.
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Hermaphrodes.
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Go ahead.
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OK, let s see.
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So next, you re a high performer.
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You get a big quota, big expectation, that sort of thing.
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How do you handle it?
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You have to, this is really hard to do, you have to look at what you need to let go to make space.
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And it s very counterintuitive for people that have performed at a high level, they ve got accounts and relationships, to realize they ve got to let some things go.
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So you ve got to jettison some things.
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Like if you re in a hot air balloon, you re throwing the sandbags out, that sort of stuff.
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You have to figure out what you need to let go, what might be weighing you down or creating resistance against you that is holding you back.
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And that needs to be a practical list, and there s got to be some goodbyes.
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I would be a fan, Kara, in this case, of you looking at some maybe smaller accounts that are maybe just like
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kind of base salary accounts, like Steady, Eddie, don t grow much, and give those to a younger person.
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That s a good karmic move.
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It will release things for you, and it will free you up to do higher, better use stuff.
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OK, but how do I do that?
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Because if I ve got a 30% goal, and I m going to give away a percent, let s just say 5%, 10% of my business so that I can go concentrate, now it feels like I m behind 40%.
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Yes.
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So how do I get right with that mentally?
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Or do I just have it play out and then come back after a year and say, yeah, you re right, Brian.
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It s funny.
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The same way that you got to this point is the same way you re going to get to that point.
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So you ve got to look back and say, at some point, you were.
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the middle of the pack person.
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Or at some point, your territory was a million, and now it s three million.
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What did you do to get it from a million to two, from two to three?
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It s the same stuff.
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You just didn t realize that you did it.
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That s the thing.
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So that s what I would do.
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And there s a little bit of faith here.
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The proverbial J curve, most things that grow will tend to backslide a little bit before they start to expand.
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And it s a faith-based thing for us.
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Like, we talk about abundance here.
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We talk about detachment and tensions.
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Those are philosophies that will carry you through this.
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You ve got to believe that to be true.
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Good.
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That s good.
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Say no.
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Say no to some things.
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Yes.
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Yeah.
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My other one here, Kara, was is there a way you can insert some adventure in this business?
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I think we get.
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kind of claustrophobic a little bit because we re doing the same thing every day, every year, every month, every year.
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And the numbers keep going up.
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And the products might change.
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You might have new services.
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So that adds a little intrigue.
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But sometimes I think you just have to change your adventure.
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And maybe if it s something as simple as, and I m not saying this because we re podcasters, but maybe it s starting a podcast, or maybe it s starting some kind of a group webinar where you can find your top 10 clients that are not competing and bring them together once a month, and hire a speaker to come in and do some things.
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I m just trying to think of something that would add a little excitement and adventure to the plan and to the journey that keeps you excited and keeps you kind of on the front edge of this.
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And I bet you there s probably ideas that are circling around inside your business or inside the industry of people who have done things before that you could steal or modify and do.
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That s a great idea.
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People love to belong to groups like that, whether they re social, business, or a combination.
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And for the hub of those things, that makes the process to get the extra 30% way more enjoyable.
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That s really, really good.
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And I know the industry she s in, and I think it s a very lonely industry.
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The clients can be very lonely.
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And so this could be a great opportunity for you to put together some kind of a little club, a little clubby.
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It s a great idea.
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Last thing here that I ve got is I m going to pull from Simon Sinek and say, you need to make sure you re connected to your why, why you re doing this.
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SPEAKER_00
You do?
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SPEAKER_00
That s really, really important here.
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SPEAKER_00
I think you need to figure out, you said in your question when you were talking to Bill, that you always have to be on top.
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SPEAKER_00
You want to be number one.
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SPEAKER_00
And I d ask you, what are you trying to prove, and to whom are you trying to prove it?
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SPEAKER_00
What are you trying to prove, and to whom are you trying to prove it?
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SPEAKER_00
and figure out if that s healthy or not.
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SPEAKER_00
That s the main thing, right?
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SPEAKER_00
And just make sure that it s a healthy drive to be number one.
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SPEAKER_00
Bill s shooting at me here.
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SPEAKER_00
I think he s agreeing.
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SPEAKER_00
Make sure it s a healthy drive to number one and not for some other ancillary reason that s not healthy.
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SPEAKER_01
That was my first piece of advice to her.
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SPEAKER_01
We didn t play my advice because I knew that what we would come up was a hell of a lot better than just one person on the spur of the moment.
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SPEAKER_01
But that was one thing is I want to know why you are so focused on this
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SPEAKER_01
And can that be doing some harm?
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SPEAKER_01
I m sure it s good.
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SPEAKER_01
I m sure you get out of bed in the morning, you get up, you get rolling, you get going.
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SPEAKER_01
But that could also cause some harm if it starts to feel like, jeez, if I don t accomplish it, I m a loser.
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SPEAKER_01
And she didn t say that, but sometimes the other side of that can be kind of dangerous.
1
SPEAKER_01
Ugly, ugly, ugly, ugly motive.
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SPEAKER_01
So if you are getting ready to bring someone in for a sales retreat or sales meeting, why not Brian Neal?
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SPEAKER_00
And Bill Kasky.
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SPEAKER_00
Or both.
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SPEAKER_01
We re getting ready to go to North Carolina here in a couple of weeks to visit our good friends.
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SPEAKER_01
I probably shouldn t say it, should I?
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SPEAKER_01
Can t say it, no.
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SPEAKER_00
Can t say it because it s a private company.
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SPEAKER_01
Can t talk about those yet.
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SPEAKER_01
But we re going to be down in North Carolina at a national sales meeting.
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SPEAKER_01
And I m going to Chicago here in a couple of weeks.
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SPEAKER_00
Yep, yep.
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SPEAKER_00
And we ve got two more on the docket.
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SPEAKER_00
You ve got a couple more?
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SPEAKER_00
One in California, one in Florida.
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SPEAKER_00
Awesome.
1
SPEAKER_00
Beautiful.
1
SPEAKER_01
So we re we re out on the street begging for chips begging for dollars, but if you do want to Start the conversation.
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SPEAKER_01
You can send us an email to listener at advanced selling podcast.com subject line Come see us and somebody will get back with you We promise although we were a little bad at that near the end of the year.
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SPEAKER_01
We will not let that happen again Now we re fixed.
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SPEAKER_01
See you