Sales Hustle is now Sales Transformation
March 23, 2022

#270 S2 Episode 139 - Moving Prospects by 1 Degree of Readiness with Nick Cavuoto

People Catalyst, Brand Strategist, and Business Consultant for today’s most influential brands, these are just a few of what today’s guest is, in another episode of Sales Transformation. Collin welcomes Nick Cavuoto, an accomplished business consultant to Fortune 500 companies such as Verizon, Microsoft, and Paychex, who also serves as an inspirational figure, activating the next generation of global leaders.


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HIGHLIGHTS

  • Nick’s Sales Journey
  • Becoming #3 guy by working part-time
  • Nick’s approach to selling
  • Correlation of feedback and money
  • Value of conversations
  • Drainers and Drivers

QUOTES

Nick: “Product validation is the most important thing to get the proper fit for the proper person.”

Nick: “The minute that ‘ ‘them purchasing’ ’ is your idea and not theirs, you've lost. Like you might as well just stop right there.”

Nick: “I think the balances and having open hands and holding rather loosely to the reality that you cannot control the outcome. You can only ever move someone's readiness to one degree.”

Nick: “Getting the wrong product fit to the wrong customers is a monster that will grow. And that's the surest way to reduce your credibility, your reliability and the intimacy with that client.”

Nick: “The best strategy ever is to care. When you truly care, you have the empathy, and the authority to help them get what it is that they want, relating with them, understanding with them.”

Nick: “Just have a conversation with a human being. Be real, be open, be credible, be reliable, be trustworthy, create intimacy, uncommon bonds, common bonds, sometimes common wounds, it works.”

Nick: “People are the world's most powerful brands. I don't think that people buy from companies anymore.”

Learn more about Nick in the link 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.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully managed revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:56] Ah, right. Welcome to another episode of sales transformation today. Nick , uh, he is a people catalyst brand strategist and executive business consultant for today's most influential brands. In addition to his accomplishments as a business consultant with fortune 500 companies like Verizon, Microsoft, and paychecks, Nick serves as an inspirational figure activating the next generation of global leaders.

[00:01:22] Very excited. We've got some. Nice topics planned out today. Um, and I know that we're going to have a ton of fun. So Nick, welcome to the show. Thank you so much. Appreciate it, man. Yeah. So just give us a little bit of background. Tell us a little bit about your professional, um, sales story. Yeah, man.

[00:01:39] Absolutely. So, uh, in high school, actually, I started working at circuit city for those who remember the big box store. That was the red version of best buy. And, and, uh, I remember their ads were always like, just absolutely extreme, like really bold colors, like. You know, it was actually a really cool place to work because it was a reflection.

[00:01:59] I think truly of the people who've worked there. A lot of big personalities, we had a lot of fun. Um, but my sales journey has started there because, um, I was actually the number three sales person in the whole company working part-time and, uh, I really developed. The strong arm for, for sales, by being the most trusted person in the room.

[00:02:16] And so that's what I hope to talk about a little bit today is, you know, how we can position the right strategies and sales, and also learn from your expertise as well. Because I think there's a lot of common threads here as we've had a chance to chat beforehand and I'm excited to share with your audience.

[00:02:29] So, thanks. Yeah. So. I D how do you become number three by only working part-time in a company amongst like how many salespeople? Oh, man. I mean, literally five figures of salespeople in that, in that organization. Um, the trick was number one. I had a great man. And, um, the gentleman who actually ran the store, it was a top performing store, uh, in the whole company.

[00:02:53] And, you know, high school education started selling when he was 16. And he really gave me the confidence. And I think the skill training through osmosis to have the competence, to understand the most valuable things in sales. And I mean, at that time he was running a multi-million dollar location that you know, is producing, you know, nine or rather eight figures in revenue.

[00:03:14] And, um, what was interesting was he was in his early. And so finding the proper mentor who can take raw talent of somebody, I've always been a people person. You know, I grew up in church my whole life. You know, my parents were in spiritual leadership and so I was always around people and understood people.

[00:03:30] Well, my I'm a fifth generation entrepreneur, so business was kind of bred within me, but I think the unique trick. You know, honestly, breaking down the process for people between two options. So people would come in and here's my classic role. It was like building that rapport initially, building that trust initially through just, Hey, what's up, how's life.

[00:03:51] What's going on? You know, like I already know they've done all their research. Walking in. These people are coming in specifically to have an outcome that they want a confidant to be beside them to help them get over the finish line because they have the objections of their wife and how much it costs.

[00:04:06] I saw people do shady stuff with credit applications and all this. And for me, I just was there trusted confidant, the person who really allowed them to have the proper fit of the product into what it was in their intended purpose. So I'd ask them a simple question. So what do you watch more of movies or sports, and if they said movies, I pointed them toward swords of Sony XBR.

[00:04:27] If they said sports, I pointed them towards the Samsung LCD. It was so simple. I didn't have to get into contrast ratios and all these different aspects around, you know, Steve jobs talks about this, but all the features and all the speeds and the fees and all that, I didn't even go there. I just said, oh, this is the one you're going to want right here.

[00:04:45] And what did that do? It created a confirmation bias to what they already knew is true from all the research that they've done. So it was pointing them in the right direction, but really understanding the buyer and what their intent. And by the way, if I knew they weren't going to buy, I would let them go explore for all the time they wanted to.

[00:05:01] But when they walked back in this sort of by who do you think they came to? They didn't talk to anybody else. They came directly to me. So as the opportunity to provide yes, the opportunity to close the sell. But I know that, you know, between three to 5% of people are ready to buy right now, some are ready to buy soon.

[00:05:16] Another 15%, everybody else is not going to buy for awhile. So I played the long game while also capitalizing on what was right. And. And that's what hurts me entering a retail sales environment. Right. Totally. I mean, I'd imagine that allow you to allow you to stand out in a big way amongst other people that they could buy these things from.

[00:05:36] Right. Cause I mean, they could buy TV anywhere. Any of that time. Now it's a little bit less limited and then it's a little more limited. There's not as many places, but, um, you know, at that time, I mean you can buy a TV. Totally and knowing the intent of the buyer was huge because when I had to make special things happen, I had the relationship with the people around me, uh, my team, you know, management and I had the reputation that was like, Hey, if you come to us with this special offer, we're going to honor it because you know, it's not like you're doing it every time just to get the ball over the line.

[00:06:05] So that was huge. And I mean, and that's awarded me the opportunity to do over $200 million in sales to this point today. And manage billions of dollars worth of products. I mean, it's, it's very rare for somebody who is 34 to have that, uh, reputation in the industry and to have that CV and to have the receipts to prove it.

[00:06:22] Um, but that's just been my journey. So it's been a ton of fun, man. So I absolutely love the process of helping people get that. Which is sales, right. Which is the, which is the art of sales. Yes. A hundred percent. So tell me after, you know, um, do your part time, number three, in retail sales, then, then, then what did you do?

[00:06:44] Yeah, I went to the hospitality industry. Uh, so during college I went and worked at the breakers hotel in south Florida, which is one of the premier hotels in the world, um, and learned a lot around the hospitality industry because again, understanding people, it was great in the sales environment. And I learned even more, uh, in my opinion, in the, um, in the hospitality.

[00:07:03] Um, and from there, after working in the hospitality industry and understanding, you know, how to basically get in front of what people wanted, you know, I'd be, you know, hosting a, an event of, you know, a thousand people. And these are all NFL football players. And one of their friends got married and here I am like SDN at the valet line, pulling up Ferrari's and rolls Royces.

[00:07:22] And. You know, people waving a hundred dollar bills and you have to understand how to manage the expectations of people and you know how to win them over and how to build again, the affinity and the trust to be like, I got you, I'll take care of this. So that was a really cool angle of support, which I think is ultimately required in sales as well.

[00:07:39] For people who think you can just close the deal and walk away and never have to deal with it again, it's just not true. Certainly not. If you want a reputation that's, you know, worth following. So, you know, I think it's this mode of sales and service and support. Um, and really, again, I think the best strategy ever in sales is to actually get.

[00:07:59] To really give a shit about the end user. And that's why I love what, you know, big tech has brought. Uh, if it gets too big, it gets complicated. But a lot of tech companies, a lot of SAS companies that are tech focused. They're really going off of the user experience and then building the product accordingly.

[00:08:14] And for somebody who's managed a lot of products and a lot of dollars and cents and products, product validation is the most important thing to get the proper fit to the proper person. Yeah. So I'm curious because you've had a lot of a couple of things, right? Like how to win people, um, how to build trust and rapport.

[00:08:34] And you know how to, you know, basically you touched on how to give, you know, basically the best thing in sales is to actually just give a shit about your commission or the transaction, but about the actual person. Um, when I'm just curious, like when did you start to really dig into these learnings? Or did you have like a mentor or was there certain resources that you sought out?

[00:08:54] Because this is. Pretty much the opposite of the way most people sell. Um, people mostly, you know, uh, don't care about that, those types of things, especially early on in their sales career, maybe they evolve or at some point, um, but right out the gate, people typically are not selling that way. Yeah. Well, you'll pick up on something I mentioned early on, which is the process of getting people to things that they want.

[00:09:19] The minute that them purchasing is your idea and not theirs. You've lost. Like you might as well just stop right there because now they feel like they're being sold to, and I don't know about you, but I ask salespeople this question all the time. When was the last time that you enjoyed being sold to? And the reality is none of us, like almost never, never, you know, like maybe one time when I bought a Ferrari and I was so grateful that the guy pushed me.

[00:09:44] But you only can ever, when I didn't have to talk to a salesperson. Exactly. So the concept is like, you know, where can you find yourself in this chasm between these two realities of, I have a goal to hit. Yet I have someone who has a problem in business is simply solving a problem for a profit. So, so where can I find the balance?

[00:10:04] And I think the balance is in having open hands and holding rather loosely to the reality that you cannot control the outcome. You can only ever move someone's readiness one day. And I learned this from Robert White, who wrote the book, the extraordinary life. He built a 40 plus million dollar coaching business.

[00:10:21] He was the godfather of the human potential movement in the United States. He was a client of mine. You only can ever move someone one degree of readiness. So for me, a lot of my temperature measuring when I would actually interact with someone in my rapport building with centralized on how ready are they on a scale of one to.

[00:10:37] And if they were anything below a seven, I wouldn't even bother attempting if you're in the convincing stage of selling and not the influence stage of selling again, you've lost people. Don't need to be convinced. They'll convince themselves. They're looking for a confidant, not even necessarily a collaborator, a collaborator, excuse me.

[00:10:55] And certainly not, you know, somebody who's. You know, uh, just try to push them into a product cause they think it's their best idea. You're trying to find the perfect moment, the perfect message for the perfect person at the perfect time. And that's the equation to getting the ball over the line. And there's one other thing I'm going to mention any feedback on this then?

[00:11:14] If you want feedback, ask for money. And if you want money, ask for feedback, get yourself in the position. I'm going to say it again for those of you are like, wait a second. What do you just say? If you want feedback, ask for money. Trust me. They'll tell you all the reasons why they won't buy. If you want money, ask for feedback.

[00:11:32] Hey, I haven't, we have a new product. We have a new service. We have this new thing going on. I'd love your thought on this. I'd love your feedback on this. And it's amazing when you do that in front of the right people and you have the right pitch, that's coming from a place of passion and not a place of like, I need you to do this and you're chasing the tail of the money.

[00:11:49] It's amazing what happens. So that has been a foundation. Yeah, by, by asking for the feedback, it makes it a more collaborative experience. And so the prospect is more bought into, you know, what it is, because they're a part of it rather than the salesperson killing them or trying to persuade them. To move them forward.

[00:12:11] Right, exactly. Um, but um, I had a question for you and that, uh, okay. I know what I was going to say. So here's, I think where the ch because I totally hear what you're saying. Right. And I think that some people may be saying, oh, okay, I get that, you know, help them, um, you know, solve this thing. That's most important to them.

[00:12:30] But most people have where I think a lot of sellers tend to struggle is finding out what the most important thing is because often. The, the buyer, your prospect may not even know exactly what that is, or they might tell you some sticker things, but a lot of times folks don't dig deep enough to really get down to like, what is the most important thing that you need to solve?

[00:12:53] And am I even the right fit to solve that for you? And then being disciplined? To disqualify like, Hey, this is not the perfect fit. You don't actually care about solving this thing that you think you do. Yeah. You know, getting the wrong product, fit to the wrong customers. It's a monster that will grow. And that's the surest way to reduce your credibility, your reliability, and the intimacy with that client.

[00:13:18] And when you do that, that's what stops the ability again, for you to create a steady stream of opportunity, because you'll ruin your reputation. And that's why in personal branding, which is scenario X. I have a lot of expertise in that centralized around protecting the motive, credibility, reliability, and intimacy, because without those you're again in a position of where you're going to be stuck.

[00:13:39] So I think if we rewind the process and go back to this truth, it's a virtue in sales. The best strategy ever is to care. When you truly care, you have the emphasis. And the authority to help them get what it is that they want relating with them, understanding with them, connecting with them on human foundational values that are rooted in psychology.

[00:13:59] If they have kids. Great. Talk about those things first, and we've all heard these things, but I'm saying people will likely buy from you more because of your energy and your story than they will, because you have the perfect product. They're going to buy from you because they like you. And because they trust you because you're worth reliable and credible, and you've created a sense of intimacy with them.

[00:14:19] That's the reason why, when people walked back in the door, they didn't just go to another person. I created a common bond with. Based on humanity and not based on buy my shit. So there's a, there's a fracture point there of when our priority as salespeople. Cause I'm one of us when we place our needs above that of the client is again where the whole thing goes sideways.

[00:14:41] So I think that trust is the most valuable commodity that you can find and that's rooted in empathy and true care. Um, so that that's been, that's been an absolutely huge thing for me. Here's a really simple one, man. And I'd love your thoughts on this. And if you've done this before or how you've seen this operate in your world in the concept of asking people for feedback, right.

[00:15:02] And truly caring. If you don't know what the answer to the question is of, are they the right fit? Are they ready? Why don't you just ask them? Why don't you ask deep questions around? What do you want? I do this all the time. What do you want? Most people don't know. They just know what they do. And if I ask you what you want, I'm going to go to three different variables.

[00:15:24] What are your external challenges, the things outside of you, what are your internal challenges and do this is the golden nugget. What are your philosophical challenges? Because if their philosophy is B is broken, be it that there has to be a better way. If, I mean, I've leveraged HubSpot to do over $50 billion in sales.

[00:15:43] And they did a case study on one of the companies that were for forever ago. It was because there had to be a better way. When we introduced social media marketing, why didn't it work? It's an arbitrage. Why? Because there had to be a better way. So my question to you is what does that conversation look like when you're truly trying to get to the root and how have you seen it show up in your life of where somebody is in that position going?

[00:16:02] Like I could really just ask. And what was that outcome for you and or how have you seen these new technologies and modalities been part of, I guess you find in your secret sauce in your process? Well, it's, it's, it's an interesting thing. I love this thought of asking for feedback to get money. Right. Um, and people get people, I think often are scared to ask for feedback.

[00:16:28] Right? Well it's oh. Cause if I ask them, they're gonna tell me they're not ready or they're not going to buy. Right. And then on the other side of it too, we're human beings. Right? So your prospect, your buyer, um, Sometimes they're not skilled enough to give you feedback. Like the reason salespeople get ghosted all the time is because PR diff certain personality types.

[00:16:52] Don't like conflict. And me the buyer. If I tell you Nick, Hey, I'm not ready to buy. It's not a good fit. I don't want you to then try to pressure cook sales, you know, sell me, or I don't want to deal with that. Conversation. So I just avoid it. Right. So, but if you is the seller, if you set the table properly from the beginning, and I say, Nick, Hey, at any point in this journey together, because we're going to be spending some time, you know, AKA the buying process, um, if it's not a right fit or you don't want to move.

[00:17:24] Don't worry. Let me know. I'm totally okay with that. There's plenty of people that I can help, but I'd rather you just be honest and let me know, you're not going to hurt my feelings. I can handle it. You know, I'll put my big boy pants on whatever that looks like. And even you can do that and they still might not, but it's going to increase the likelihood that when you ask for that feedback, you're going to get it or.

[00:17:46] They'll at least feel a little bit more comfortable giving it to you and it's not going to work. It's not, full-proof, it's not going to work every time, but if you don't set that expectation from the beginning, then you have this big bloated pipeline that never closes. And all of these people that you thought were going to buy that don't absolutely.

[00:18:03] That's really good feedback, man. And I think. You know, to, to point out the effectiveness of that process. Sometimes I'll even take it a step further. And I'll say, if I can't help you, I will help you find someone who can, why? Because I'm trying to win that trust early. So they know that I'm in it for them.

[00:18:20] It's not for the outcome. The outcome is the outcome. I believe in my mind that it's predetermined. When I did the process of ask for feedback and then generate the resources. I did $250,000 worth of coaching on a product. That's not even my primary product. Why because my heart was rooted in service. I didn't need to do it.

[00:18:40] I wanted to do it to give a gift to people. And the outcome of that was incredibly strong. There's an old, a proverb that says, if you chase two cats, you catch none. The reality is if you're trying to chase the optimum of what you want, and you're trying to chase the outcome of hitting your goal and like all that, you're, you're not going to catch either of them.

[00:18:59] So pick one, pick the one thing that always works, which is if you truly believe in you have the passion and you're impassioned to ensure that the product that your responsible for contributing into the world, if you truly believe that that matters. You can't shut them up. Look at televangelists. You can't shut them up.

[00:19:17] Why? Well, they're impassioned, no matter how positive or negative someone might view that they're impassioned with their message that they're caring. And so that's how I booked, you know, 12 to 15 group sales calls every single week I do it because I'm like, Hey, would you like to brainstorm around getting clients and leads?

[00:19:35] Let me know. I'm getting a group of people together. It's ridiculous. It's so incredibly. Because it's a primary need. It's a simple ask. And I bring people into that environment and I have no expectations. I have an expectation of myself to show up powerfully to contribute something that's meaningful into the world.

[00:19:53] Another way of saying, you know, you guys have probably heard this before, you know, to offer and provide value. What that means is be useful. Useful as another way of, of an equation of the word being valuables to be useful. When you tell a prospect, if I can help you, I will help you find someone who can talk about being useful.

[00:20:12] All their defenses just came down and the process of being ghosted. I think it's just like relationships. I tell people all the time, if you spent more time understanding how to communicate, I'd say it's know different guys in my buddies, whatever. If you were in sales, if you spent more time figuring out how to communicate to girls on Tinder, you'd be way more effective at sales.

[00:20:32] And here's the deal when you see a 10 and you're like, wow, here's the reality. Replace her head with mine and have a conversation with me. And all of a sudden, again, all the insecurities and the defensive mechanisms and the, how do I approach it? How do I talk to the salesperson shit I got a week. I got to hit my goal.

[00:20:50] Just have a conversation with a human. Be real, be open, be credible, be reliable. Be trustworthy. Create intimacy on common bonds. Common, sometimes common with. It works. And when you do that effectively, you win over the person. They want you to win just as much as they do. It's the number one negotiation tactic.

[00:21:08] Everyone has to win, or it has to be perceived as such. Right? Yeah, exactly. Exactly. Um, all right, so I want to kind of shift gears. This is, this is a. Super valuable. So, you know, people that are listening, you may want to go back and listen to this one again, cause tons of, uh, tons of gyms here for you. Now I want to talk a little bit about the work that you do today.

[00:21:30] Um, and I know that you have a kind of a hybrid experience of sales and marketing, which is, is unique. So when did you kind of shift more into marketing and, and let's talk a little bit about what the work that you do today. Yeah, so I, I shifted into marketing, um, about a decade ago. Uh, once I realized the power of personal brands and I truly believe that people are the world's most powerful brands.

[00:21:53] I don't think that people buy from companies anymore. I think they buy from people and I don't want to follow company pages. Not at all. Yeah. Try it. Try doing that campaign. I mean, it's brutal to relate. People want to be. Understood and, you know, related re going to be, they want to connect with people that they can relate to.

[00:22:11] Um, and they want to have the feeling of, you know, connection and you don't connect with a brand. You connect with another human being a hundred percent man, a hundred percent. And a lot of those soft skills are just increasing the becoming so important. And, you know, so my encouragement is to not be a manipulator in the process of sales, but to be an illuminator.

[00:22:29] And I think that was the shift for me between sales and market. It was understanding that, uh, my highest, um, competency was in people. It was people mastery. And so that's why I was great at sales. And when I applied it to marketing and digital marketing, I ran my first Facebook ad in 2009. So, I mean, we're going back some time, just over a decade.

[00:22:48] And so for me, it was. Understanding that being a digital native was really powerful connecting the right people to the right products, getting the right message in front of the right person at the right time. Um, that allowed me to focus on a, on a truth that my mentor, Mike Kim told me, he said, marketing is about opening a relationship, not closing this.

[00:23:08] If you spend more time in opening new relationships, it's a boomerang that comes back 10 X, as long as you are credible, reliable, and create intimacy with the people that you choose to work with. And, um, so that positioning in that shift for me into marketing, uh, led into non-direct response. I, I really am not a great direct response type of.

[00:23:29] You know, let me convince and let me stage the proper words at the right place at the right time so that you can, you know, figure out exactly how to buy this product. And if you act now, then you get to me, that's just like cortisol and DQ. I create, uh, decrease. So you increase the cortisol, you stress them the heck out, and then they're decreased their IQ.

[00:23:48] And they're like, I have to do this now. I'm not in the modality or in the business of convincing people of anything. I'm in the business of being a catalyst to push people in the right direction, towards the things that they're really passionate about and to solve very practical problems with very practical solutions.

[00:24:04] So marketing, I think enabled me the ability to start the relationship journey early. And I also saw tremendous growth in the industry that looked really attractive in the tech space. So, um, so yeah, I did that and, uh, That's been a lot of fun. And so, yeah, now I kind of hybrid it, you know, it's, it's focused on that human to human connection.

[00:24:23] And I now empower the results that we drive through sales. I do it through marketing and train teams on, on both sides of the equation, which is pretty rare. Usually it's like, you know, peanut butter and jelly. You've heard that, right. Sales and marketing, like peanut butter and jelly. You got a great salesperson with a good marketing arm, you know, then you don't have the awareness you need.

[00:24:40] Or the leads you need. And then if you have the other way around, it's like you have all these opportunities, you're building your audience, but you're not actually offering anything to sell. And so I kind of have the unique combination of both in a level of mastery that I think is worth respecting. So I've worked my butt off for it.

[00:24:54] So. Yeah. I mean, you've, you've had a lot of accomplishments. We didn't even get to cover. We didn't even scratch the surface. Um, because we, you know, try to keep it tactically a hundred percent. I'm at the end here, we'll give everybody your links and stuff like that, so they can link up with you. But, um, so I'm curious when w w what sort of problem do people have when they come to you?

[00:25:16] And they're like, I need to hire Nick. Usually they, um, they're focused on the reality that they don't know how to solve. As it translates to sales and marketing, and this goes on the enterprise. Um, all the way down to, you know, solo entrepreneur. Um, and I I'm grateful that I have a mix of the audience as just kind of being a thought leader in the space that I can, you know, pick and choose in different seasons.

[00:25:38] I do pick and choose. I've had ops come from fortune five hundreds and I'll pick a entrepreneur doing a hundred K a year instead because it's based on my energy and my intent, my intuition of what's the right thing. My intuition is my. So I got to know where I am and where I'm going. My intellect is my calculator to go, like, how does this make sense in my world?

[00:25:57] And protecting my energy is a really, really important thing when I'm leading into new ops. So, I mean, that's been a foundation for me. That's been really strong as far as knowing who the right people are to work with and what that concept looks like in different seasons. Um, but yeah, that's primarily at man.

[00:26:15] Th it takes a lot of discipline, a ton. You T you ask some, you know, early people early in a sales rule or new role or early startup who your ICP is, then they're like, I don't know. Whoever's willing to pay us. I'm big on variety, man. I'm like, I've got to have variety in my world. Is that showed up for you too?

[00:26:36] It's like, I, I can look at an ICP for me. Like I just, corporate is so slow for me. It can be really challenging. When it's a company doing really good things. That's what creates a tension point for me, because I know that it's a mass scale effect, but when it comes down to core ICP, I love working with early stage entrepreneurs and startup founders.

[00:26:56] Um, but at, at the same time, like I have to, you know, ensure that I keep making record years. So it's a tension, right? You experienced the same thing. Yeah. Yeah. And, and something that you, you touched on that's important too, is, is, is your energy right? Is this gonna, you know, light me up? Am I going to enjoy working with this individual?

[00:27:16] Or is this gonna, you know, suck me dry dude. It's a, it's a weekly exercise. It's called drainers. And I would encourage every salesperson to do this. Who's listening because, um, I think that it gets, you do get into that dry place of where you feel overwhelmed, frustrated, and then you're like trying to force things and it's like playing golf.

[00:27:35] It's like when you get really frustrated and you like want to snap that golf club in half, then you can't hit the ball. You're hitting divots. You're swinging it. It's licensed. So the reality is that to take a step back and to, and to observe and trainers and drivers was draining, you are right now, what's driving you.

[00:27:50] And when you exhaust the list, ignore the drainers and focus on the drivers. And it's an amazing exercise that really helps shift the perspective for your energy. Yeah. Yeah, most, a lot of people have their tasks or, you know, how they structured their day or things to do or revenue generating activities.

[00:28:07] Um, but few people know like, Hey, what things should I not be doing? You've got to have a list of here's what I'm not going to do today to do a hundred percent. Awesome. Nick, thanks so much for coming on. Uh, really enjoyed the conversation here. Tons of valuable stuff for the listeners, but if people want more, they want to connect with you.

[00:28:26] Where can they go? Yeah. So you can check me out on LinkedIn for the first time in 12 years, I'm a little on a little bit of a hiatus on social, so I'm taking some time off. So depending upon when you're listening to this, but everywhere you can find me at Nick Kibito and, um, yeah, that's, uh, the best place to find me.

[00:28:41] And you can search by name on different podcasts and things, and you'll find a whole book. Juicy nuggets of some cool experiences that have happened in my life. And my goal is to contribute and to give generously without any expectation of return. So there's any way that I can serve any way I can help.

[00:28:55] Please feel free to read. Awesome. We'll drip drop the link there in the show notes for everybody. If you enjoyed today's episode, please write us a review, share the show with your friends. It really does help us out. And as always, you can give us some feedback over@salestransformation.fm. Drop me a voice DM, and I will get back to you.

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