Sales Hustle is now Sales Transformation
Feb. 9, 2022

#243 S2 Episode 112 - How To Deal With Rejection And Imposter Syndrome with Alli Rizacos

In this episode of the Sales Transformation with CollinMitchell podcast, Collin talks to Alli Rizacos. In another life, Alli was a successful sales leader in Salesforce. However, her own experience in dealing with initial failure and eventual brush with imposter syndrome has resulted in her transitioning to being a life coach.

Alli shares the tips and tricks she learned in the trade, but also presents her insights on how to deal with imposter syndrome and dealing with rejection.


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HIGHLIGHTS

  • Every seller has done some questionable sales jobs
  • Dealing with rejection is one of the first things sellers have to learn
  • Delving into travel sales and selling to teachers 
  • The drive to do something greater and joining Salesforce with pride
  • Believe in your product and rejection won't sting so hard
  • The physiology and the tone matter more in a sales conversation
  • Dealing with failure in a new position can be daunting
  • Taking a coach to deal with imposter syndrome
  • Moving on from sales to coaching

QUOTES

Collin: "What stings more is not the rejection of the lost deal, but the people that aren't willing to be real with you and give you feedback on it didn't move forward." 

Alli: "Your tone is the first thing anyone hears, really. We all know that our words are only 7% of the whole equation. It's actually your physiology and your tone that actually matter. That is your energy. You can obviously fake a tone but at some point in the conversation and at some point in your day you're gonna be so tired of faking something." 

Alli: "Because I was sucking at work, I felt that I had to show up with a mask on everyday. I had to put on a show of like 'Yeah it's cool' but inside I was totally in shambles. And so when I talk to this woman who is obviously not in Salesforce and has nothing to do with the whole crazy world of Salesforce, I could just be myself and actually tell her what's really going on."

Alli: "I've always known that I love psychology and I love helping people. And in sales you're obviously helping people solve problems and helping people, of course. But you don't get that same satisfaction of knowing that because of you, someone's life has changed and has been impacted for the better."

Alli: “Everybody is always looking for tactics and tools and tips and tricks. And it's like literally mastering what's in here in your mind, it's the best thing that you can invest in.”

Learn more about Alli  in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] All right. Welcome to another episode of sales transformation. I am very excited for today's guest. I've got. on today. She's a retired sales leader, turned life coach, and she empowers high achieving men and women in tech to defeat their imposter syndrome. So we're going to dig into her story. I know that we're going to have a ton of fun and there's going to be lots of learning lessons in there.

[00:00:49] Allie, welcome to the show. Thanks for having me Colin. I, this I've been really excited about this since I saw you on Katie show wanting to get you on here. And then, uh, I had some life things happen and we had to reschedule, but I'm so excited to have you on today to learn a little bit more about your story.

[00:01:07] Um, because I know there's probably a ton in there that people can, can benefit from. So walk me back, like, where did your, where did your sales journey start? And then. Let's start there. Okay. Well we gotta go. We gotta go way back to like university for the sales journey. I like every other person, like never thought that I was going to be in sales and didn't take sales, you know, that kind of stuff.

[00:01:29] I would expect nothing less. Exactly. So my first real sales job is like kind of funny and a bit sketchy to me. I think we all have one of those. You have got to start, but you're not in sales. If you don't have like a questionable sales experience that still makes you a little uncomfortable to talk about.

[00:01:50] Yeah. If there wasn't a Ponzi scheme, somewhere in your sales, Salesforce, where you even in sales. Um, so I wa I, I can't even. Oh, what was it? I think it was called child safety, actually. So anyways, I'll tell you the concept because that's the only way to understand it. So, uh, so I'm from Toronto and went to university in Toronto, but my parents actually live in New York.

[00:02:13] So one summer I went back to New York for the summer and found this sales job and the sales job consisted of literally setting up a table outside of like a CVS or a Walgreens and selling. Child safety toys and the money that we made went to like donating that money to the dare program, right? Like the whole, like, you know, people against drugs and for teens or whatever program, we sold child safety toys in order to do that.

[00:02:46] So exactly like your face right now, I was like, I don't really understand what's happening. It doesn't track at all. So anyways, that's why I'm like, I'm pretty sure it was some kind of like jeez scheme in the end because anyways, the whole point of it, let's not get into the whole logistics or legality even, but the whole point.

[00:03:07] I literally was like face-to-face with projection every single day and my job, because I'm literally stopping people as they come out of a CVS being like, Hey, like, come over here for a second. You know, those people that you absolutely hate talking to. Right. And, uh, but like I was miraculously like good at it.

[00:03:24] Like, I was like one of our tops, which is like, Embarrassing and also somewhat prideful at the same time. And so that was like my first, first sales job. And I was so good at it to the point that like my boss at the time who rent and he was like, you know, ran the company, wanted me to like quit school and open up my own branch of.

[00:03:49] Sketchy company. And I was like, I'm good. I'm going to go back to school and maybe I'll do a different sales job, but that was my first sales job ever. Um, so I think, you know, the thing that I often hear, um, with a lot of people's first sales job is learning how to deal with rejection. For sure. For sure. I mean, that's one of the toughest things of any sales job at any level selling anything sketchy or not sketchy.

[00:04:24] Exactly. Right. I think it helps when it's not sketchy, but for sure. Yeah. I think as humans, oh my God, like rejection still hurts to this day. You know? Like even when you, you don't even like, when did I, there was an example. Like even when you don't actually want to be accepted by someone and they reject you, it's still kind of stings a little, you know, like there's just this like human need to want to feel connected to people and want to feel like we belong.

[00:04:53] So any rejection I think puts us in. Place in our minds, but like puts us out of safety. Right? You think that dealing with rejection gets easier over time though? A hundred percent. Yeah. Well, I think that you just, you develop your own internal talk track that allows you to bounce back from rejection faster.

[00:05:15] Right? I think the state, I think there's always a bit of a sting, but the. Definitely improves. Yeah. And what do you think, like, I mean, I'm sure you still, you know, I'm thinking of a recent, I'm thinking of a recent, um, deal that I lost. Right. And. I don't lose a lot of deals. Um, but when it happens, it's like, woo.

[00:05:40] Yeah, there's that, there's that quick, like punch to the gut feeling where you're like, ah, I thought, I thought that was, you know, um, and I don't really necessarily care as much about losing the deal. As much as like, I want to know why, like, I want to know, like, I really just want, like, I genuinely don't even care.

[00:06:00] Like if they've already made a decision or, you know, didn't move forward, went with somebody else, stayed with the status quo, like everything they were going against as a seller. Right. Um, that matters less. But I just want to know why, like, was there something I could have done better? Um, I really want the feedback and most people don't want.

[00:06:20] A lot of sellers have trouble asking for the feedback from the closure deals I do. I don't. Um, but that again is hard to get. So what stings more is not the rejection of the last deal, but like the people that aren't willing to like, be real with you and give you feedback on, you know, why they didn't move forward.

[00:06:44] You know, that's why I love selling to other sales. Because there they are a little bit more, at least straightforward. So the other day, actually this happened where, uh, you know, I'm finding a web developer at the moment to redo my website and whatnot. And, you know, I found some, I really liked and ended up actually not going with him, but I, I was transparent with him the whole time.

[00:07:03] Like, listen, like it's, you know, you and this other person and so on and so forth. And so when I sent the rejection email, I literally like bullet-pointed, I'm like, here are the reasons why. Right. Yeah. I just felt so proud of myself because I was like, no one does this, you know, like, no one does this and now this person doesn't have to go through that mental warfare of like, could I done something else?

[00:07:25] Was it, you know, it's so it's so such a gift to actually give that feedback. Yeah. It's and you know, why it's really hard for sellers specifically is because. You can literally do everything right? Every stage of the sales process and still lose. And that's a tough pill to swallow, like, well, why do you think.

[00:07:55] It doesn't make sense. They don't want to hear that either. Yeah, yeah. Yeah. So, all right, so you, you, you didn't, you didn't decide to work yourself up in the ranks of the Ponzi scheme, um, in completed university, um, was after that. Was it another sales job or did you go a different direction? Yeah, exactly.

[00:08:21] So, yeah, so finished university and was kind of like. What do I do? Like my degree is in languages and I was like, do I become a translator? I'm like, that sounds boring. So I kind of took the experience of like being good at sales. And then, um, the other life experiences that I had that I knew was kind of unique to me, which is that.

[00:08:41] So like I mentioned, I'm from Toronto, but. Um, growing up, I moved to Paris, France, and then I moved to New York, which is where my parents still are. So I had this kind of experience of like living in multiple places, like from the ages of one through 18. And when I got to university, I realized like, actually how unique of an experience that is.

[00:09:00] Right. And so it was, and so I got to like travel a lot when I was in France. So, you know, I traveled all over Europe with my family and stayed at a lot of different hotels and so on. So. Conjured up this concept that like, oh, hospitality could be an interesting industry for me because I've gotten out of here at such a young age, I've gotten to experience it.

[00:09:18] Whereas like some people don't leave the country until they're 18, for example. Right. And so I was like, okay, hospitality and sales. So literally my first job was in travel sales, which makes total sense. Great. Yeah. Yeah, of course. Why not? So what was, what was that like? And tell me about that. Yeah. So it was, um, so it was actually educational travel sales.

[00:09:43] So we were selling to teachers. And so, you know, I just, I always found jobs. We're hard to sell because like, you know, first it's outside of a CVS. Now I'm calling teachers in a classroom in the middle of class, like talk about someone who does not want to be talking to a salesperson. You can just go. I'm just glad that you didn't say like timeshares or something.

[00:10:07] Please don't say that. I think the only, like, whenever people describe like the sleazy sales person that they despise, they typically go to the used car sales. I think the only thing worse than that is the timeshare salesperson. At least you get some free stuff out of the timeshare salesperson. Yeah. And the good ones, the good ones.

[00:10:28] I don't know if you've ever experienced it, but the good ones are at least like, Hey, are you really interested? Are you just here for the free stuff? Like they'll ask you about yeah, yeah, exactly. Get up on contract. Um, so. Sorry. What was the question again? Okay. So yeah. So travel sales, travel sales, selling into education, education teachers clearly love a challenge.

[00:10:50] Yeah, exactly. Yeah. I had to make it harder for myself, which like as a hyper achiever classic class move to like go for the hard thing. Cause if you go for the easy thing, Not good enough. Right. So, so yeah, I was calling teachers in the middle of their day while they have screaming kids in the background and trying to, I was BDR.

[00:11:07] So it was trying to set up a call for the age and so on and so forth. And like, again, I was really good at it and I was like our top PDR and it was actually a contract role. Um, so it was like an eight month contract role and it was a pivotal point actually in my life. This was like a moment where I really learned something about myself because, because I was the number one BDR, they were like, well, yeah, obviously we want to give you a full-time role right.

[00:11:29] At the end, at the end of my contract. And I turned it down without any other job, because there was like this absolute knowing inside myself that I'm like, I could, if this job that's supposed to be hard, actually wasn't hard and I'm already the number one rep, like, what else could I achieve? You know what I mean?

[00:11:51] You know, it was like, man, I could just take these skills and do something bigger and better. Right. And so. Crying telling my boss, who I loved at the time, I was like, I'm not going to accept this, but she was crying. We were both crying because, you know, we had such good relationship and whatnot, but I just had this like unwavering belief in myself that like, I could do something greater, not to say it was bad, but I was.

[00:12:13] I've already mastered this. Like, let me do something even more cool, even, even more badass. So I ended up going to like a complete start-up like literally like three people type of thing. Again, another challenge.

[00:12:30] I was like, you know, kind of first sales rep type of thing, literally selling a product that didn't even exist, you know, selling dreams, you know, and again was like really good at it. So probably surprise. I'm seeing it here. Yeah, exactly. Love being a BDR was my favorite job. And then. And then the company obviously did not succeed.

[00:12:51] So they had to lay everyone off. And then I ended up going to a hospitality software company. So keeping along that vein and, um, I was there for, let's say maybe a year and a half. And, um, I saw a LinkedIn ad at the time for Salesforce and I was like, oh yeah, I heard that. You know, cool company or something.

[00:13:15] This was like back in 2011 or 2012. Right. So it wasn't that big. And, uh, anyways, I got a call back a couple of months later from Salesforce. And then this is a factually funny story. Literally, the only reason why I. Even went to like, so it was actually a vent that Salesforce was having at the time, um, in Toronto and it was for customers, but they also had like a section of the event that was for recruitment, right.

[00:13:43] To like, let's bring in local talent. Let's try to get them to work at Salesforce. And the only reason why I went to the event was because it was like a five minute walk from my office. And I was like, perfect. I don't have, you know, I'll just like sneak out, like, pretend I'm going to lunch. Like pop in, pop back.

[00:13:59] No one will ever know. So this event was like, let's pretend like an hour away. I wouldn't have gone. And then I probably would not have gotten the job at Salesforce. So it's kind of a funny story of like these little mini things that you don't think or anything. But when you look back, you're like that was a pivotal moment of like, if that event was somewhere else.

[00:14:17] I don't know if that. Yeah. Yeah. Well, even, even further back, right? Like in that first BDR role, many people would have took that full-time gig. Right? Like I'm crushing it. I'm killing it. This is what I wanted. Not a lot of people I think would have that like level of self-awareness of like, I totally crushed this and I can probably do more.

[00:14:40] Just like take it. Yeah, exactly. I know that I. Attribute that to my hyper achiever in me, that is like, Ken definitely propelled me to some success, but definitely propelled me to like also inner torment because it's never good. Yeah. Yeah. There's high risk. Right. But high reward. Right. So, okay. So I'm curious at the Salesforce events, right.

[00:15:05] When did you know you kind of wanted to work there? You're just like, Hey, it looks like a cool event. I think I'll check it out. Like, what were your intentions going in? At the time, it was like, I know this is a cool company. Like I've heard good things. I definitely, it was the only job I applied to at the time.

[00:15:21] And, um, and so I was like, yeah, I like it. And what really happened was I went to the event and I met. Uh, a leader that ended up hiring me. And then I ended up working for her many, many times her name's Christina smears. She's an amazing woman and leader. And so I met her and I just remember being like, actually it was funny, there was like a recruitment video and she was in the video.

[00:15:41] And so when I saw her. Hey, you're the girl that's me. And we just like hit it off. And then she ended up being like my hiring manager. And like I said, I actually worked for her like several times in my career, but I think that was like a person I was meant to meet in my career journey. And once I met her, I was like, I need to have this job.

[00:16:02] Like, I really want to work with this woman. And it paid off. She taught me so much. So what was it, what was the first role you had? PDR. Yeah. Kind of went back. Cause I had been a sales rep and I was like, yeah, like I'm okay to start as a BDR to like really understand the tech world. And certainly, you know, I'd never had like a sales.

[00:16:27] Caliber type of job. But until that point, you know, it was all kind of smaller companies. So then that can be challenging for some sellers, right. Where that are like trying to break into tech and they've had like a full cycle or a role in something else. And like, they're, don't have the humility to like take a BDR job to prove themselves and then, you know, sort of work their ways up.

[00:16:51] Have a hard time with that or was it like, I don't care. I just want to, yeah. I was kinda like, I don't care. I just want to an end because if I was a BDR, then I also got to work with this with Christina. So it was like I'm down, you know, I'm totally cool. And then also, because I had so much experience being a BDR.

[00:17:08] Again, I was really good VDR that Salesforce, like, I crushed it. So like, that is a great way to start at a company, right. To like, be really good right off the bat. Like that builds the foundation of your brand versus like, you know, sucking right away. Not that that's an impossible thing to get over, but like, it definitely helped.

[00:17:28] Right. That's an interesting perspective. Right? You mentioned like building your brand, like internal. Yes. Yeah. I don't think a lot of sellers necessarily think. Hmm. Oh, that's such a theme at Salesforce. It's all about, you're like Salesforce for ads. Um, interesting. Maybe it's a Salesforce thing. Yeah. Maybe I didn't know that.

[00:17:51] Um, all right. So basically it sounds like you met this woman and you're just like, I don't even care. This is a great opportunity. I want to work with her. Um, and so I'm curious. On a couple of things. One thing is you mentioned that you are a great media, right? So I'm thinking of, if I'm listening, I'm like what made you such a great BDR?

[00:18:09] So I'd love to hear a little bit more about that. So at Salesforce, especially. So we talked about this right at the beginning, right? Rejection, hardest part, but being a BDR, cause it's like a free day, all day long. Like you, you know, th the dopamine hits are SU so few and far between in BDR. Right. But I don't know once I got to Salesforce and like, I obviously, obviously it's such a legit company, such a legit product.

[00:18:37] Right. I just had, again, this kinda like unwavering belief. That like, like how I thought about it was like, if someone didn't want to talk to me from Salesforce, like they don't want to talk to me. And I represent Salesforce in this moment. Like jokes on you, buddy. You know what I mean? Like I know, like we have an amazing product.

[00:18:59] Like everyone uses us. If you think like I'm a sleazy salesperson trying to sell you, like snake oil. Yeah. The joke's on you, you know, like I just had no, like I didn't, I never took it personally. And I never was like, oh, like, can you believe people are saying no? I was like, okay. And I just moved on, like, I just went to the next person.

[00:19:19] Cause I'm like, someone's going to say yes. You know, like it's an inevitability at this point. Like I work at Salesforce. Like this is like people know those brand. And even at the time, people didn't obviously know the brand as much. And. Canadian Canadian accounts, which it wasn't as known in Canada, but I just like had this belief that like, this is an amazing product.

[00:19:41] I know it is. And like, if people don't want to talk to me, whatever, that's their loss. Yeah. So a couple of things like. It seems like you're very confident in what you did and, and, and the product. Right. Um, and rejection, obviously didn't scare you. I think that's the hardest thing for a lot of people in, in a role like that.

[00:20:03] Right. Is they let that rejection, uh, mean something about them? Yeah. It, it. They tie sort of their self-worth to their success or failures, right? Yeah. In a sales role, which is very easy to do. And then, and then the main thing is. When that rejection really affects you. Um, then that, that, that carries over into the next activity.

[00:20:29] Right. And then the lack of confidence. And then like, it's like the theme of the whole day or the week or the month or the quarter. Yeah, totally. Totally. Yeah. It totally transforms your energy and your energy is everything. Right. You know, if I call someone like, Hey, it's Allie. You know, obviously that's not the most exciting and inspiring tone that someone is going to be like really excited for that call.

[00:20:57] Right. But if you feel good, Right. Like you're feeling energized, like at your tone is the first thing anyone hears really. Right. Like, we all know that it's like, our words are only 7% of actually, you know, the whole equation and it's really like your physiology and your tone. That actually matter. Right.

[00:21:13] So. That is your energy. You could obviously fake a tone, but at some point in the conversation and at some point in your day, you're going to be so tired of faking something, right? So you might as well just like actually go back to the beginning of the equation, which is like, where's my energy and how do I, you know, how do I manage my energy and what actually makes me feel good and so on and so forth.

[00:21:34] Yeah. Yeah. And there is a such thing of having too high of an energy too. Right. So there's a balance of like sounding confident and excited versus like, yeah, yeah, yeah, yeah. Tone, you know, speed of, you know, your words, all those things matter way more than even like what the words are even coming out of your mouth.

[00:21:57] Right. Okay. So walk me through like, you know, walk me through kind of just the sales, sales, cast journey. I mean, sale sales force sales for me. And then, and then I'll really want to get into like, you know, the work that you did today for sure. Yeah. May intertwine. So, so yeah. So in totality I was in sales for sure.

[00:22:18] So did kind of a pretty traditional, um, kind of sequence of events. So I was a BDR and then I got promoted to a II, which is like full cycle sales. And then, um, did that for like two and a half years, and then went into leadership for, for my, the back half. So for the last four years of my journey at Salesforce, I was in leadership, went back to BDR.

[00:22:44] So became a BDR leader for two years. Cause I love. BTR and everyone thought like, I'm crazy for loving it, but anyways, um, and then I did a leadership as well. That was my last two years. But how coaching intertwines here is that when I first got promoted to H E so this is on the, you know, on the tail of being a really good meeting.

[00:23:07] I was not then immediately a really good AA. I was like bottom of the dashboard, like month after month after month. And so to your point, right? It's like same thing as like, when you get rejected. Like, obviously I was getting rejected as an EA and like not closing deals and like no dopamine heads. And so like the momentum of like that energy was totally sucking, you know, sucking me down.

[00:23:32] And I was like, just, you know, Headspace and my mindset was all twisted. So at first I beat myself up and then I, you know, not actually, but in my own mind, beat my manager up. Right. And then I'd be by territory. This is all my own mind, but like, you know, blaming all of these things, myself and other people in the circumstance, like trying to find any reason to justify my own, uh, performance.

[00:23:56] And when. Did it work clearly because that's obviously not a good attitude. Um, I finally was kind of at my wit's end and that I'm like, I, I don't know how to, I don't know how to fix this. Right. And as I mentioned, I'm a high achiever and it was what I really hung my hat on, you know, in terms of my own kind of self worth, it was killing me that I wasn't doing well.

[00:24:18] And so, um, Just kind of serendipitously. I was talking to a mentor at the time and he mentioned that one of his past colleagues is a coach. And I was like, I don't really know what that is, but I am so desperate. Like sure. I will talk to her. Right. And in that first meeting with her, I was just like, I knew it was like, A hundred percent, I'm going to hire this coach.

[00:24:44] Like I just know that this is what I need to do. And I think the biggest thing was that when, for me, at least like, because I was like sucking at work, I, I felt like I had to show up like with a mask on every day or like I had, you know, like I had to like put, you know, put on a show of like, I'm fine. It was cool.

[00:25:02] But like inside was totally. In in shambles. And so when I talked to this woman who is obviously not at Salesforce and has nothing to do with, you know, the whole crazy world of Salesforce, I could just finally like be myself and like, actually tell her what's really going on. And she was like, so nonjudgmental and like, you know, just made me feel so safe.

[00:25:24] And I think that's a problem when you're not doing well. It's like, you then feel unsafe right at your own job. Because when you go into the spiral, like I'm going to get fired and then people are going to think all these things about. So I just knew I needed that kind of relationship of my life, even though I didn't really exactly know what coaching was, but I just knew that was like what I needed.

[00:25:43] So anyway, so I went through her coaching program and. Completely saw a shift in myself. I mean, my mindset changed. I trusted myself more. My confidence increased because of that and that all of that completely changed my performance. And I ended up finishing that year where I was started at the bottom of the dashboard and finish that year.

[00:26:06] Number one on my team, you know, I made it to club or presence, pub, whatever you want to call it. But, you know, get like 150% of my number. And I was like, What the fuck just happened. Like, I can't believe that like, no circumstances really changed. Like I had the same territory, you know, like nothing really fundamentally changed other than like up here what's going on in my own mind.

[00:26:30] Right. And so I like, it was this aha moment of like, holy shit. Like this is like transformational stuff. And I. Love it. And I want to be doing this kind of work because like, I, I've always known that I love psychology and love helping people. And in sales, you're obviously helping people solve problems and, you know, helping people of course, but you don't get that same satisfaction of like, knowing that like, because of you someone's life has changed and has been impacted for the better.

[00:27:02] Right. You know, like selling CRM. Yeah, sure. It's helped a company. Great. But like, no, one's calling you to be like, oh Allie, because you sold me Salesforce. My whole life is different. You know what I mean? And so, and so I was like, okay, well, coaching is definitely that thing that I've been looking for. And so.

[00:27:22] At that point when I was IE, I actually, you know, invested in coach training. I went through this whole long process of, you know, actually getting trained as a coach, started taking on some private client, just like a few private clients on the side, but then that's it. That's when I made the decision in my mind, like I need to be a leader because I want to be coaching every day.

[00:27:39] Right. So that's kind of how the whole coaching thing weaves into the sales. Um, okay. There's a lot there. Um, I mean, I'm just thinking through like the beginning of that story, right. Where you're like used to being at the top, used to totally crushing it and then dealing with not being at the top, but actually being at the bottom.

[00:28:03] Right. And struggling with that, and then not being able to really talk to anybody about it. Right. Because you have this mask or this sort of, you know, every everything's okay. You don't want to lose your job, lose your trust of your manager, peers, you name it, right. This is, this is so common for so many people, right?

[00:28:23] Yeah. Um, probably questioning. I dunno, maybe I'm not cut out for eating for sale. Oh, for sure. Yeah, yeah, yeah. Um, but then taking ownership, right. For your personal development to then totally crush it professionally and sort of realizing like, oh, it has less to do with like these sales skills and more to do with like, just working on me.

[00:28:47] Totally. That's the secret, you know, everyone's like always looking for like tactics and tools and tips and tricks, and it's like, literally mastering what's in here in your mind is the best thing that you can invest in, you know? Okay. So tell me now, coaching you do full-time that right? Yep. Cool time on my own business.

[00:29:10] Yeah. How long have you been doing that? Like full-time. Uh, so I left the corporate world March 30th and then pretty much like mid April started, you know, getting a website going and like getting everything, you know, really going and by may was already taken on clients. So since let's say, you know, mid April, The last year of last year.

[00:29:34] And, well, thanks so much for coming on. I really enjoyed this thoroughly. I'm glad we finally were able to make it happen before we close it out. Just any final thoughts and then where is the best place for people to get into your world that, you know, just want to connect with you, maybe need help with some of these types of things, all that good stuff.

[00:29:55] Yeah. So, you know, that story that I just told is kind of like. Um, first place of like where, and when I started to feel imposter syndrome, right. Which is what I specialize in now. So, you know, that experience of being at the bottom and not being able to talk about it and making it about me, you know, that's really kind of the essence of imposter syndrome.

[00:30:17] Right. Cause I was like, I'm not meant to be an AAE then. Like I'm just totally faking this law. And I had so many more experiences like that throughout my career. It actually is quite natural. Like when you're doing something new, it will be like, Ooh, I don't know what I'm doing. Right. But you don't have to make it mean something about you.

[00:30:37] Right. And that's that part is the imposter syndrome is that you're making it mean something about you. Right. And so, you know, anyways, all of those experiences in my career really showed me how debilitating imposter syndrome can be. Right. And how so? Not debilitating. It has to be right. Like I said, like if we can just.

[00:30:57] In on what's inside our own minds, right? Our thoughts, we can change our life. Right. A lot of people try to focus on the behavior as the thing to change, but behaviors, the start of a behavior is actually a phone. So you're, if you're focusing on the behavior, you're trying to like change the output without looking at the inputs.

[00:31:19] Right. And we all know that in sales it's like, you don't just focus on the closing of the deal and you probably gotta focus on the discovery and all these other parts before it, cause that's probably where it's breaking down. So same kind of concept. Right? So a lot of what I do is really trying to help people understand their own thoughts because really imposter syndrome is actually.

[00:31:37] But the end of the day, it's not tangible. You can't see it. Can't feel it something, you know, it's just thoughts. So, um, so yeah, my, my kind of parting words is. Check in on your thoughts, like start getting really, really aware of your thoughts, because if you can change your thoughts, you can change your life.

[00:31:54] And so that's really what I help my clients do and the end of the day. Um, and so to your point, where can people find me and where do I hang out? I'm on LinkedIn post every day on LinkedIn content, around imposter syndrome and thoughts and fulfillment and how that all works. Um, and it's just Allie on, uh, on LinkedIn and, uh, Weekly newsletter that they can find on my website, which is also just alley.

[00:32:20] Exactly awesome. We will drop that in the show notes for everybody so they can check it out. If you enjoyed today's episode, please write us a review, share the show with your friends. It really helps us out. And you can also go over to sales, transformation.fm. If you want to give us any feedback, we'd love to hear your feedback and we will get back to you.

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