Sales Hustle is now Sales Transformation
Nov. 30, 2020

Episode #26 S1-EP26 Social Selling with Steve Nudelberg

Joining Collin Mitchell in this episode of the Sales Hustle podcast is Steve Nudelberg. This episode is unique as this is the first official Sales Hustle live. Steve shares a little background of himself to get to know him a little bit and will undoubtedly share how he got into sales.


Steve Nudelberg is an author, expert sales trainer, consultant, keynote speaker, and serial entrepreneur. Steve created On the Ball – a company that invests time and talent in emerging businesses and corporate teams to help them grow.

Steve’s 27 core Leadership Rules of Engagement within this book, Confessions of a Serial Salesman, have been developed over decades of corporate and entrepreneurial leadership endeavors.

You can hear more of Steve Nudelberg on his LinkedIn and other social media channels every morning as he gives away real sales value.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

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Transcript

Episode 26

Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales makers across various industries. The only place where you can get what you're looking for too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transformed the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. What is happening? Sales hustlers. I have a treat for you today. This is the first official sales hustle live. And boy, do I have a guest for you? I have got Steve Nuttall, Berg, who is a speaker author training trainer, LinkedIn guru. And he is going to bring nothing but sales fire for you today.

[00:00:59] Steve, welcome to the show. I am so excited to be here. You and I have done this kind of thing before, which I think is one of the great byproducts of this virtual society that we have you're on the other side of the country, but we get to interact and do, and yeah. Build relationships. So I'm excited to be here.

[00:01:18] I know you've had some other people on like my son who is the president of our firms. So I love what you do. I love how you do it. I love the way you think. And I'm excited to spend the next 20, 30 minutes shooting the shit. Yeah. Yeah, let's do let's dive in before we start to talk shop here. Uh, just, you know, for those folks out there that might, you know, live on a deserted Island, tell them who you are and how you got into sales.

[00:01:45] Give us the short cliff notes version, and then we'll hop into the tactical stuff. So I have been a career entrepreneurs slash biz dev guy, my whole life, and that's talking 40 plus years, um, of, uh, learning. My family was, uh, an entrepreneurial family. We talked about all this kind of stuff at the dinner table.

[00:02:07] So I was around it. I was intoxicated by it. And so. Just like any other craft I wanted to get great at it. I thought it was good. I love the people aspect of it, but you know, I think too much focus has always been on selling. I like the other side of it is just the people side. So that's where I focused.

[00:02:27] Um, I've been fortunate that over the course of my career, I've had a couple of wins and that a couple of gigantic failures, which always freaks people out. They go, wow, man. Talk about your failures. It was the best thing ever to happen to me. I learned a lot. So I'm a student of the game. Um, as you said, um, you know, I've been successful in my career, but I'm an author.

[00:02:46] I wrote a book called confessions of a serial salesmen. It's 27 rules for influencers and leaders. It's funny, but you know, it's my legacy to the world. I wanted my sons, my grandson to know who I was that led me to a speaking career all over the world. And two years ago, you know, we started pivoting our training methodology to start using virtual and.

[00:03:14] You, we all know what happened in March, man. Everybody jumped in the zoom pool. We were already there. We already know how to teach people how to do that. So, uh, it has never been easier to meet people of quality at scale. And, uh, it's never been more fun. So that's, that's me. And you know, I have very opinionated way of thinking and talking.

[00:03:36] And so I'll share whatever questions you ask. You got me. Yeah. Yeah. Thanks for, uh, for giving us the short story there. So it sounds like sales was in your blood. I mean, I don't know, were you running around as a kid growing up saying, I want to be a salesman, you know, what's funny it's that, you know, the, the typical, when someone says salesperson, you automatically think sleazy or, you know, maybe the auto business, you know, there's a stereotype to that.

[00:04:04] I wanted to be a sales professional. I loved, um, you know, like for me, uh, watching mad men, you know, Don Draper was cool as hell, man. You know, selling is an art selling is giving really. And so, you know, I was one of those early guys that understood the power. Of the people that I know and I meet it's the biggest asset.

[00:04:27] I add built a network over 40 years where people say, I know that guy, and he's always been genuine. He's always been authentic to buzzwords that people have thrown around like crazy now, but when you really are that way and you really. Really don't put the focus on selling somebody, something, you put the focus on getting to know them, making a friend.

[00:04:52] And if what you do can help them do something it's easy. And it happens at scale. And you know, so I've been super blessed. Uh, Greg Brisco joined in the show. It's up? My man, Greg, um, joining us. Yeah. No. Okay. So let's, let's pick apart a couple of things there, because a couple of things you said stood out, right?

[00:05:10] So networking. Right. Networking is a huge part of your strategy. I know that you're a big component of connecting people, um, but doing it in a way where it may or may not benefit you, which makes a big difference with your reputation, which is everything. So, you know, you, you digested that beautifully. Uh, one of the rules in my book is networking is only one letter away from not working.

[00:05:38] So I always looked at it as I wanted everybody to know who I was, so that if they were going to make a choice in my category, I'd be one of the choices. So I took the pressure off right from the start and tell people, listen, I don't care if we ever do a transaction. It's okay. Let's get rid of that pressure.

[00:05:59] If you need me and want me, I just want to be one of the people you call and if I can, we can work together. Great. If we can't, well, maybe you'll know somebody down the road and people found that so refreshing now, conventional wisdom at the time sales leadership, as I got into the world, looked at me and said, dude, you don't know shit.

[00:06:19] And you know, you gotta be closing. You gotta be doing all of that. And I said, just watch me, you know, because. It was a numbers game. If I made five friends a day, it's 25 a week, it's a hundred a month. It's 300 and a quarter. I will blow your doors off. Cause I got all of those people who know who I am, who are basically out there being my bird dogs.

[00:06:40] They're sending me stuff. Hey, I heard I was at lunch today and someone said they needed something that you do. Boom. So I was successful in most of what I did because it wasn't about any product. Service or price. It was about me and me really genuinely saying, how can I help you? Not some bullshit, you know, front line, just like, Oh really?

[00:07:04] You know what? I should introduce you to somebody. And when we first met. That was probably exactly what I did for you. Hey, who else can I introduce you to there's value there? There's the big thing though. A lot of people say it, but they don't do it. Correct. So, which is, has the exact opposite effect, right?

[00:07:23] Pretending to lead with value or staying. You want to connect with people is going to have the exact opposite effect, right? It's going to ruin your reputation. They're not going to trust you. And they're going to think that you had some ulterior motive in even saying that in the first place. So, you know, I follow you is, is key with that.

[00:07:46] Um, but something that you said that really stood out to me was that five people, what'd you say five people a day. So if I could make five friends a day, which anybody can do five people a day, time's just five days a week. No, I, I think that there's Saturday and Sunday still have the word day in it. So there's seven days in a week.

[00:08:07] But if you only did it five days a week, that would be 25 a week. A hundred a month, 300 and a quarter. Um, no pressure on selling. If you give somebody the space to do that and build their network, the network turns around and works for you. And I've done that for 40 years. So people freak out because when they mentioned my name, they go, Oh, I know him.

[00:08:32] He did this. I know that. You know, so, um, the big key to being successful in this economy is awareness. You know, nobody knows who you are. You have no shot at doing business with them. So if you just willing to, you know, get out there and market yourself, you, you said something the other day, I follow your stuff.

[00:08:52] And I find you to be a real, authentic voice of authority. And I really enjoy the stuff you put out there, but you talked about some of these AI, the AI stuff that's going on. Um, and the automation where they're trying to imitate relationship building. You can't do that. We can't do that at scale. And so the thing is, tires are smarter, so yeah, you can do it, but they know that you're doing it.

[00:09:20] So it's come off as authentic. There's a place for it for maybe your lower high activity, you know, stuff, but to really build deep, meaningful relationships where you're leading with value, which is what you're talking about. You can't automate that you can't scale that, but what you can do is what you've done is be consistent with it.

[00:09:42] Right? Don't do it for a week and then say it doesn't work. Don't do it for a couple of weeks. Or don't say you're supposed to do five a day and only do two. And then say I tried it and it doesn't work being consistent with something. And it will work for you over time, which you have proved. So, so if you look at successful people in life, not just in sales, they are consistent and disciplined, period.

[00:10:05] I mean, those are two there. It's not, it's simple, it's not easy. It, you know, that's where the challenge is, but, you know, the reality is it's fun for me. Um, we're in a business that right from the get-go was very focused on outcomes. What did you do? Did you hit your quota? You know, did you make 50 calls?

[00:10:25] You know, I was really much more interested in consistent behavior. And if you look at sports as a, a corollary or an now analogy, people practice every day to do the basics, you know, the best baseball players, the best football players are doing the fundamentals. Every single day, people in sales still dream about that one home run.

[00:10:49] That's going to make their career and listen. I know guys who have hit that home run and couldn't do shit afterwards. It's all about process. Like what you get yourself into? I didn't think about it. My book here's my process. People said, wow, man, you been a successful guy. Like, how did you do that? Well, I understood right from the get go that it was going to be a lot of rejection.

[00:11:11] Okay. So how do you deal with that? You deal with the process. Don't pay attention to the scoreboard, play every down and go and go and go. And if you do that, you build pipeline, which now is all of a sudden, a sexy word. But the good ones always knew. I don't know which ones are going to close. I don't know when they're going to close.

[00:11:30] All of us have had a scenario where something was like a lot. This one's happening. I'm spending the yeah. Yeah. Right.

[00:11:44] You know, and I've seen it many times is, is they do the process. You have the consistency and then you hit that triple or you hit that home run and then you let off the gas always. So it's staying consistent when things are good when things are hard and everything in between. Right. Being disciplined with whatever your process is.

[00:12:07] If your goal is to meet five new friends and add value to them every single day, then you need to do it every single day. Not when you're at the top on number one on the board or in the middle or at the bottom every day, regardless of where you are at that time. Here's an interesting fact of nature that most people don't know.

[00:12:27] And I ask people all the time, when do lions hunt and most people say, or at night, or when they're hungry lions hunt, when they're full. So, you know, if you think about that as a sales takeaway, you know, when you're at the top of your game, that's when you should be out hunting and doing it, your mojo is in a different place.

[00:12:47] But to your point, the world we live in is programmed. Oh, okay. Now I did it. And it's done because it's outcome based, not process-based. So, you know, I love the process. I'm totally invested in it. It avoid, I avoid. The major swings of emotion. If you listen to Russell Wilson, he's all about neutrality.

[00:13:11] Whether I won or not, I'm doing the same thing every day. And if I do it right, and I'm great at I become great at it, I will win more than I lose. So it's a very difficult thing. To understand that it's all about what you're doing. Um, I was fortunate in my career to work with a lot of sports guys where our sports marketing company was very successful for years.

[00:13:33] One of my clients was exhibit well, you know, when Nick won the championship, they're interviewing him and they go, so what are you going to do tomorrow? He goes, we got to break down film. We got to do. Everybody was like, you just won the national championship. What do you mean? He goes. Right back in the process.

[00:13:48] Now I gotta be ready for what comes next. And that's what real professionals do. Yeah. All right. So I think one thing is clear is you found a way to focus on the process, not the income, not the outcome, but also to enjoy the journey, enjoy the process, make it fun, make it exciting. Break that apart, break that down for me.

[00:14:14] So I think most people in sales make it adversarial. You either buy it from me or you don't. That's a recipe for failure. I basically don't. There are plenty of people who either don't or won't get engaged with me, but they're great people and I love them and I've learned from them and they provide value to my life in a way that is much bigger than whatever the transaction would have been.

[00:14:42] And so philosophically. I don't look for the sale. I look for meaningful people in my life and people know that they've known it from the get-go and that comes from confidence because I'm going to meet enough people. I'm going to put enough lottery balls in the, in, in the basket. And I truly look to get the most out of people.

[00:15:03] And I am super blessed that people that are in my network from 40 years of doing this globally. Uh, are unbelievable, you know, people say, you know, what do you leave behind? Or what's, what's your biggest asset? The biggest asset I have is the people I know, no matter what business I'm in, I can make two or three phone calls and create.

[00:15:25] Energy create action. And it's really all what it is. And it's, to me, it's like playing concentration, wait a minute. Those two people should meet and boom, something good happens. What a skill, you know, what that big built over that period of time. How do you even keep track of who's who and what's what and who to connect and who's the right fit.

[00:15:49] Like, you know, is it just. Is it just, you know, do you have a process? Do you have a way of keeping track of this? Do you have, like what, what makes you think people are a good match? And when this, you know, tell me a little bit about that. So doing it prior to 2012 was very difficult. There weren't, there was no software that helped you manage it or put it in a way that you could.

[00:16:17] So it was all manual and I did it well, but not. As a perfectionist, not the way I want it to along comes LinkedIn and LinkedIn to me was like, Holy cow, here's a place where I can put in all of my contacts. I can, the software will do all the sorting for me, where they are in the world, what they do, you know, with notes and everything like that.

[00:16:41] So I curated a very, very strong LinkedIn network, putting the people I want in there. And I think membership has its benefits so way more people don't get in. That get it, you know, the link there, I've got 30,000 people. Okay. How many do you know? Well, none of them are just, you know, I'm just sweeping them in.

[00:17:06] So basically that philosophy didn't make sense to me. I said, I'm going to put people that I am are good in my life that I want to communicate with on a regular basis. And all I have to do is post something and she goes out to the world that doesn't get to everybody every time I don't get caught up in the details.

[00:17:26] But I, it, that methodology of using LinkedIn building a process and you've taken our course, LinkedIn, like a pro you know, it's the exact way I started. It's the exact way I do it now. I don't need that kind of volume. I need the right ones. And I ask a lot of questions and I bring people into my life. And if you build the right network, the multiple of that network, I have 12,000 people that creates a million opportunities.

[00:17:57] If you know how to program LinkedIn. So, you know, it's less is more. And I think that that is a philosophy that salespeople have a really hard time wrapping their arms around, make it special, make membership, have its benefits. American express did a great job of that. Um, You know, so for me, I add value to the people that are part of my network with the sort of godfather mentality that at some points I'm going to come back to you and ask you for a favor that you probably will say yes to.

[00:18:33] And I know that you're, you're a big believer in the quality of that network, not the quantity and the bit of like a bouncer at the door where you're not going to just let anybody in. You know, and th there's a criteria that I have created that starts with, if you send me a random invite. So I'm going to ask you a question like, Hey, thanks, man.

[00:18:59] It's cool. Like how do we know each other? Or how did you come to me? You know, like give me some context, which I love. And Gary V talks about context. People do shit out of context. So I'm like give me some context. Most of them never respond. Um, most of it is automated now. So, I mean, legitimately just got an invite from a guy that used to be my neighbor.

[00:19:23] Who's in the financial services business. Hi, Steve thought it would be good to connect. Like, do you are my neighbor? What are you talking about? It's so ridiculous, but the ones who come back and say, Hey, you know what? Someone mentioned your name. And they said, you put out good stuff. I'd like to be part of your network.

[00:19:45] I pull those people out, have a virtual coffee with them and build a relationship with one question. How can I help you? What can I do for you? And they're like, wow. And then if you do something for them, they tell their whole universe. This guy actually did it. This guy was a man of his word, listen up sales, hustlers.

[00:20:03] That's like a perfect recipe for leading with value in the very first steps of the relationship, which, you know, most people and your network equals your net worth. But most people think that when they get a prospect's time, that's the opportunity that they got to squeeze everything in. And I had this conversation with a senior director of global training of a monster organization just recently that we're hoping to start working with and we get on the zoom call and, uh, I looked at her, her in the screen and I go, so do you like to fish.

[00:20:45] She like looks at me like, what are you talking about? I go, no, I'm serious. Do you like doing it? She goes, yeah, I get it. Yeah. I go, well, how do you, how do you make it to you? Salt and pepper mayonnaise. Come on and stuff. He put in it. She goes, Oh, no, no, no, no, no. I have a recipe. My grandmother told me about blah, blah, blah.

[00:21:01] I said, you like in a white bread, rye bread, you live, eat, but cheese, you grill it. 15 minutes. We were talking about tuna. And I said to her, this is the way. To create relationships. And the second conversation we'll have, will be how can we help each other? But we will always know that we started our relationship.

[00:21:23] About tuna fish, peanut butter football, where you travel, where you grew up and social media has never made it easy. It's so easy to find out what someone's hot button is. I try and tell people if we were standing in line at Starbucks, which we all know is not an easy thing to do now, but if we were standing in line, you wouldn't just walk up to somebody and go, Hey, man, you want to buy myself straining?

[00:21:47] Yeah. Like you look like an idiot. It's like you would overhear them talking about their favorite football team and you go, you're a Japan dude. I have the misery with you. I'm a jet fan too. I get it. You could talk all day about the misery of the jets that builds. Relationship fiber. That is the start of all of the best business relationships.

[00:22:09] And you know, our business we're involved in a lot of stuff. We have new partnerships that were generated because we connected on LinkedIn, took it offline, learn more about each other. And we said, wow, one-on-one is 11 in this scenario. Let's go do it. But if you're looking for a sale, man, you're going to get slaughtered.

[00:22:29] Yeah. And, and let's, let's break that down for a second. Cause there's two things about what Steve just said. Sales hustlers is making it about them in the first conversation, not about the sale, not about your products, not about your features, not about booking the demo, booking the discovery call, getting them in the sales funnel, just having a human to human conversation, making it about them and.

[00:22:59] I think what you're saying, Steve, is it actually blows people's minds? Well, they, they get stunned that I'm not switching to the sales script if it were, you know, so I get asked this a lot and, um, I'm fortunate that people consider me a thought leader. But when they asked me, they go, so what's the difference between a business relationship and a friendly relationship.

[00:23:26] And I go, nothing. Just nothing treat them like your friends first, you would never just attack your friends and try and sell them, push them and stuff. You'd never give them bad advice. You'd never go for the Gusto bus cause you make a bigger commission. You would never do that to a friend, all that shit, backfires people remember that they tell their friends the same way they tell their friends and almost every single day inbound, somebody is coming into our world and saying, my best friend said, you guys do great work.

[00:23:59] I'd like to do talk to you. What, what could be better than that? You know? And it happens. With, you know, discipline, just do the program, do it. Right. Um, one of the biggest challenges that sales leadership sales leadership is still thinking the old way, make 50 calls, do 50 emails. Well, okay. 50 calls. 1% of those calls are returned.

[00:24:23] Nobody answers voicemail anymore. And you can't call me. I'm not answering the phone about, I don't know the number, so that's out. Okay. Now let's, we'll get emails, same thing less than 1%, you know? So the tools have changed and yet the new tools nobody's investigating, nobody's really investing. And when I say nobody, percentage-wise.

[00:24:44] Less than 10% of the sales world is using all the things that are available to them. We do, you know, uh, you know, most of the people, Oh, I don't want to get in front of a camera. Well guess what video gives, y'all a hundred percent more jets and closing something. And I think the problem is, is if you can't track it in the CRM, they don't want you spending time doing it.

[00:25:04] Correct. So the biggest challenge with LinkedIn or social media work was, Hey, how do we measure it? You know, Mark and I spent a lot of time. Figuring that out. And so we can actually can drive, uh, we call it C to C it's, uh, connections to conversations. How many are we connecting with? And then having an irrelevant dialogue with, and the numbers are staggering, because again, it's the simple thing.

[00:25:34] Two to five a day done every day. Over a period of time, you can track that. And, um, men from a prospecting standpoint, it's never been easier. Um, But I, I think people were stuck, you know, the pandemic is an excuse, you know, I think people have said, okay, well, I can't do this because of. That. And there's a lot of people, I would say that it's actually made it easier for, I agree already adopted virtual.

[00:26:04] This is like, this is a dream for them. It's like, Hey, it's never, everybody's willing to hop on a zoom or a virtual me, or they're at home. They have less distractions. They're not in the office wasting time with coworkers. Like it's made a lot of things easier. And if you're not using that to your benefit, then what the hell are you doing?

[00:26:24] So it's interesting. So pre COVID I spent every week on a plane, I was in a city or two cities every week, either speaking or coaching or developing some of the businesses that I developed. And so that was just sort of a gig. And, you know, I didn't, I wasn't unhappy about it, but it wasn't the most efficient thing.

[00:26:46] Planes are late and, you know, lots of cars and, you know, planes, trains, and automobiles, well sitting in my seat now in a pair of shorts and a great pair of Nike's, uh, doubled the business much more efficient, much more personal, much more. So it's just. Adapting and people have a hard time with change.

[00:27:08] Again, I go back to sports things and sports, sports people. I was fortunate to meet Pat Riley early in my career. Here's a guy who said, the only thing you can count on in life is change. So you better learn to embrace it. And the ones who are embracing it are going, man. And I drive all the way across town to meet somebody that's a dud.

[00:27:30] So I don't think it will replace. Face to face. I think it will make face-to-face much more, um, appropriate when it happens instead of, you know, Oh my God. Or has any sales person listening to this? Has anybody gone to a face-to-face meeting? And the secretary comes out and I'm sorry, he had an emergency.

[00:27:53] And he had to leave like, like a half hour ago. Like, what do you mean? You know, like, come on. Like, does that really happen? Or, you know, uh, so. Oh, my God. I drove all the way across town. It costs me time, gas, money, parking ringing. Oh, you can't make it. Let's schedule for tomorrow.

[00:28:14] I want to clear, clear up one thing and just, you know, ask your, your take on this. So I know that you're talking about leading value with these relationships, with this, you know, this process. And are you saying that. The first conversation, don't try to sell them anything. So, um, if you've done it, good job at asking the right questions.

[00:28:38] And this is part of the challenge is you got to invest in understanding what questions you should ask. You should have a pretty good understanding of I was on this call with you. I would want to get a feel for what you do and who you do it with. So ultimately you could paint that picture for me and I would go, Hey, Collin, you know what, based on what you just told me.

[00:29:02] I got two people in my world that, you know, I'm out meeting people all day long. I got two people in my world. I think you should meet that. You might be able to solve a problem for them and do business with them. Your head is spinning like, Whoa, Whoa, what just happened here? This guy didn't ask me for a sale.

[00:29:19] This guy seems like he's confident. He knows what he's doing. And he's turning me on to business before I even pay him. I want more of you. When can we talk again? So is your goal when you meet somebody new is to try to connect them with two new people. My goal is to add value any way I can. You know, so I'll say to them, what's, what's keeping you up at night and they'll say something and I'll go, you know, I deal with lots of CEOs.

[00:29:48] I coach CEOs all over the globe. I have two right now that are struggling with that same problem. Here's what they're doing. You know, maybe that helps, you know, not hiding it until they can buy my services, give it to them. There you go try that and then let me know the minute it works or doesn't work.

[00:30:07] They want to have another conversation with you, you know what? It's sort of worked, but I liked that idea and I liked the way you think, you know, I got more stuff I want to talk to you about. So, you know, it comes down to, you know, are you legitimately providing value if you are, you'll get paid. Yeah. And you got anything.

[00:30:30] In return, nothing. I, uh, I don't expect anything. Even when we get into the sales process, we get there, we've done something. There's a relevant opportunity. The only thing I expect. Is courtesy like, like, come on, listen, this is good. You've suggested that you want a proposal from me. Here's what I'm going to do.

[00:30:54] I'm going to do the work to do the proposal. But my expectation is in three days, we're going to have a followup conversation so that we can decide if it's a fit or not. Most salespeople don't do that. And then they go, I can't believe the client ghosted me. Well, you didn't set up the parameters, you know, it's normal.

[00:31:13] You let that be out there. So I get people well, shaking their head. Do we agree? Like, listen, I'm not just going to send you a proposal if you don't want to agree to agree. I'm cool. We're done. You call me when you need me, but. You know, and I write about this in the book. It's a dance, there's only one leader in the dance.

[00:31:32] If you want to use my services, my experience, whatever, you know, it's on my terms, not on yours, but most salespeople get into the puppy dog. Please buy, please give me, you know, you know, To me, those turn out to be the worst relationships. Anyway, it's the ones that don't respect the process. Don't treat you with integrity that turn out to be a gigantic pain in the ass.

[00:32:00] Anyway, I want to jump in the pool with people. We can legitimately do good things together where my competence level is really high listen baseball players that are at the plate. When that fastball comes down, they go, I got this. Should be the same for every salesperson. It's like, you know what? Your sweet spot is.

[00:32:18] Stick to the discipline. Don't go after the garbage stick to the discipline, you'll be hitting base hits all day long. And that's what the best one. Well, it takes discipline and it takes confidence and it takes not undervaluing yourself and your time. Which is where most people go wrong is they leave the house undervaluing what they do.

[00:32:41] And that's the biggest challenge. We sort of break our training into four buckets. The first one is mindset. If you're kicking the shit out of yourself before you leave the house. Don't just stay under the covers, you know, mental conditioning for a game or a business where you're dealing with. A lot of rejection is real.

[00:33:02] I mean, you have to mentally condition yourself and most people don't, they get trained on features and benefits, but no, one's going to say like, how do I build a relationship? How do I deal with rejection? How do I deal with all those negative thoughts that are running through my head? Um, add all the other things.

[00:33:19] You know, it's, it's not easy, but if you build the right process, have the right intakes, the right outtakes. So mindset really, really sets off everything. And then time management, if you can nail those two buckets, which is not an easy thing to do, but if you can nail those two and it creates freedom.

[00:33:41] Freedom creates unlimited capacity to make money. Most people think it makes money. It doesn't like I don't give a shit if you buy or not. Like, you're a good guy. Let's just chill, man. Let's you know, it's um, everybody's looking to grab something, change your focus and give it and watch what happens. And that's the last rule in my book is give to get, the more you give the universe will give you plenty back.

[00:34:05] Not one-to-one, I don't look for you to give it to me. It's coming. I don't know where it's coming and all of a sudden it's like, wow, look at that deal. You know, so yeah, yeah, yeah. I think that's a great high note to end it on is you gotta give to get, you know, and Steve, thanks so much for coming on the show today.

[00:34:24] Really appreciate it. Let folks know where they can connect with you, where they can learn more about what you're doing. Well, um, every morning on all the social media channels, 8:00 AM Eastern time. We do the noodle burger daily huddle. That's myself and my son, Mark, who, uh, had a great career as a college football coach.

[00:34:45] He jumped out and has brought the disciplines. Football coaching to the business world. So he and I, uh, shoot the shit for 30 minutes every morning we give real sales value. It's fun. It's entertaining. We have music on the following of who we've gotten is great. So that's the best place, but clearly anything in the social media realm noodle Berg is where you would find us.

[00:35:08] And I answer all my own stuff. So people reach out and they go, I got a question, I'll be the one answering it. I don't have a team of people doing all that. And that's why my relationships are real because I'm not the wizard of Oz I'm out in front of the curtain. So, uh, you keep doing what you're doing because the world needs more.

[00:35:27] You call it. You're a great ambassador for salespeople. You are genuine, authentic. I'm glad you're in my life. Uh, appreciated Steve. We got the link there for you guys, and that is a perfect example of Steve Newburgh leading and providing value. So, uh, we will be doing more of these lives. And if you're listening, please check out the podcast sales hustle on all your favorite platforms, subscribe, share with your friends and we're listening for your feedback.

[00:35:54] Thank you for tuning in to this episode of sales hustle. Are you a sales professional looking to take your sales career to the next level? If the answer is yes, then I want you to go over to sales cast.com, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host column Mitchell.

[00:36:18] And if you enjoyed this episode, feel free to leave us a review. And share the podcast with your friends.