Sales Hustle is now Sales Transformation
Feb. 15, 2021

Episode #59 S1-EP59 Team Building and Contact Centers with Joe Latchaw

Joe Latchaw brings nothing but sales fire as he joins Collin Mitchell in this episode of the Sales Hustle podcast. Joe and Collin will be chopping up areas in sales, and Joe shares some of his specialties, which is Lead Development.


Joe Latchaw is a Lead Development manager at Intelligence North America. He is an experienced Lead Development Manager with a demonstrated history of working in the information technology and services industry. He is skilled in Coaching, Sales, Customer Relationship Management (CRM), Team Building, and Contact Centers. 

Joe Latchaw is also a Founding Member of the Sales Hacker, Inc. and a member of RevGenius.

You can connect with Joe Latchaw on LinkedIn at https://www.linkedin.com/in/joe-latchaw-ab6955a9/.

You can also check out the link below, which Joe has kindly shared with us, which is incredibly helpful to all sales folks out there.

https://mailshake.com/blog/phone-sales-tips/

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Transcript

Episode 59 - Joe Latchaw

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change 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 transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. All right. What is happening? Sales hustlers. Welcome to another episode. I've got a fantastic sales leader for you today. Uh, I've got Joe Latshaw and we were just chopping it up here before we hit record. So I can tell you that he's going to bring nothing but fire. And we are going to have a ton of fun.

[00:00:50] We ran into a couple of technical difficulties. I've got my makeshift, uh, headphones here, but we are ready to go, Joe. Welcome to the show. 

[00:00:58] Joe Latchaw: [00:00:58] Thanks for having 

[00:00:58] Collin Mitchell: [00:00:58] me. Yeah. Awesome, man. So just, you know, to give us the short version of what is your sales story? 

[00:01:05] Joe Latchaw: [00:01:05] Yeah. So my sales story started when I was 17 back in a call center world.

[00:01:11] So yeah, so back when I was 17, I was told about a job where I could stay warm in the winter and cool in the summer and a chance to make some pretty, uh, pretty good money. So I, uh, I started out there and, uh, Man very green that never had a sales job before. So that, that was all new to me. I'd never had sales people in my family, like raising me up.

[00:01:31] So it was a very new field, but, uh, I love the challenge of it. And I think that's, what's kept me in it for 18 years now. 

[00:01:40] Collin Mitchell: [00:01:40] Wow. Okay. So something stick stuck with you, huh? Yeah, absolutely. So I'm just, I'm just thinking of you as 17 in a call center environment. Um, I'd imagine you, you, you learned some, some good habits, maybe some bad habits.

[00:01:54] Joe Latchaw: [00:01:54] Yeah. Lots of, uh, lots of good habits. You're definitely right about the bad habits. You learn quick around you. Uh, what not to do. We had an area we used to call the fish bowl. And if you've recalled back to the fish bowl, you knew it was a pretty serious. So you, uh, you want to do avoid that room at all costs, but I think what made me different, and this is kind of what makes me different today is I consider myself an old soul, if you will.

[00:02:17] So the people around me were twice, sometimes three times my age. And so I really leaned into them for knowledge. And as I was trying to do this job, I was very fortunate to have. A lot of people share things with me, some more willing than others, but, you know, in sales, you, uh, we first have to earn that trust.

[00:02:36] You know, we have to, we have to get in and really get people to start trusting you. So I was fortunate to have a lot of great folks around me who were able to instill more good than bad. 

[00:02:46] Collin Mitchell: [00:02:46] Hmm, that's great. Um, you know, I remember my first job, it was, you know, smaller call centers, sort of environment. I picked up some good habits, some good, good old fashioned work ethic, you know, just pound the phones, smile and dial.

[00:02:58] Right. Which so many people are so reluctant to do these days, but sometimes it's nice to just pick up and just dial and, you know, build rapport and relationships with somebody that you never spoke to before. It's something that I really enjoy. In the sales process and still cold call at least five hours a week myself.

[00:03:16] Um, but I also picked up some, some bad habits where it was like, I started saying things that other people were saying, cause they were putting numbers up on the board and somebody came along. They'd been around a little, quite a bit longer than me and said, you probably shouldn't say that. And I'm like, why it's kind of working.

[00:03:30] And they're like, well, it's not true. I'm like, Oh, okay. Okay, 

[00:03:35] Joe Latchaw: [00:03:35] bye. Yeah, I could definitely relate to that. It's it's interesting you, uh, what works for them may not work for you. And I think, uh, it kind of goes back to that old telephone game where you hear the message first, then you give the message to the next person, the next person, and the message you're maybe hearing might not be the message you're actually speaking in, you know, to your prospects clients, if you will.

[00:03:56] And so I think that's where I had to differentiate myself. I had a lot of people around me who used. A lot of catchy gimmicky words, and that just really wasn't in me. And so I, I always took more of the genuine, I'll say naive approach, you know, I'm, I'm here to kind of learn about you and learn about what you do.

[00:04:13] I actually cut my teeth on selling mortgage estimates over the phone. So you could imagine the, uh, all the different demographics who I had spoken to and just. You know, calling during your dinner time, you know, calling when a pet had just passed, you know, calling all these different times, but it's like you said, I think that you have to kind of craft your own story in it.

[00:04:33] And I think that the, the journey is what you know is still about for me, you know? And like you said, you know, prospecting each week, I'm kind of in the same boat there. You know, I spend a fair amount of time still prospecting because I love talking to people just like we are now, like, this is, this is a ton of fun.

[00:04:48] And I think people all have a story to tell, and I think we would, uh, Be remissed if we didn't listen to them. 

[00:04:53] Collin Mitchell: [00:04:53] Yeah. Yeah, no, I love that. So let's, let's dig in on that a little bit. Right? So the, the, the being real and authentic in your sales conversations or sales relationships, why. Why is that such a, you, you would, it sounds like such a simple thing, right?

[00:05:13] Like you would think that would just be the norm, like be yourself, be real, be authentic, be honest, treat them like people be yourself. Your brand is not something you need to create. Your personal brand is who you are and just being real about it. Why is that so different and not the 

[00:05:33] Joe Latchaw: [00:05:33] norm? Yeah. So I think it's different because, and kind of what we were saying in the pre-show is that when you become a sales leader or you start to become like, seen as becoming a sales leader, there's still this facade about you, that you have to be the smartest person in the room.

[00:05:49] You have to tell this, this prospect, Hey, look, I know what's best for your business. I think being genuine sometimes is hard because. Being seen as vulnerable also goes both ways too. So I just take it as I talk to people how I would want to be talked to. And if I was making that call to myself, I would not want to spend the first three minutes telling a prospect about all these benefits.

[00:06:12] You know, I think I would want to. Tell them, Hey, look, what is this product? W what does this word mean to your business? You know, what does that mean for you? And it really catches people off guard. And I think you get in this rhythm where, you know, you're making calls, you're making calls, you're making calls, and you start to sound a little bit robotic.

[00:06:30] And so I take a minute in between those calls and kind of, you know, if I realize I'm starting to get the same, the same cadence down, I got to pause and say, look, Let's take a reset. Let's listen to some pump up music, you know, let's jot some thoughts down. Let's empty our mind and let's say. How, how would we like the next call to go?

[00:06:46] And I think that was something people around me taught me. And there would be days when I would just have awful ones. Like I would make hundreds of calls and I have nothing to show for it. And, uh, uh, you know, a former leader of mine said, he said, you made it through another day and I'm like, yeah, that's great.

[00:07:03] And he's like, but you made it. He's like, you do realize that two people next to you quit today. And I'm like, yeah. And I'm like, I totally get that. But he was just like, look, he's like, it's not going. To always be this way. And he said, you have to think about the next call. And I think that's where we can get in our heads.

[00:07:20] And that's where being authentic and genuine might get pushed to the back burner and say, okay, look, I got to, I got to hit some numbers here and I'm going to do whatever it takes. So I think you can sacrifice the genuine and authentic for the sake of number. But I think if you just get in that right mindset, that you would be surprised how much people will talk to you when, when you just ask them the simplest things.

[00:07:42] Collin Mitchell: [00:07:42] All right. So I want to. I want to unpeel that a little bit. Right. So, um, what kind of stuck out to me? Right? So you made, you know, a hundred plus calls, right. And in, in your first initial thought is like, you had nothing to show for it. Right. And you know, you hit your activity quota, right? But yeah, that checked that box.

[00:08:08] Right. Um, now what's interesting is your perspective on it, right. And I think, listen up sales, hustlers, cause this is super important. If you've been in sales a while. You've definitely been there. I know I have many times, um, where, you know, you get into a groove of making a lot of calls and maybe you get a little bit of a negative attitude and then you get a bunch of negative results, right?

[00:08:27] Yeah. Um, and so, but what's important is, is. Is okay. You made it through another day, but like, what did you learn out of that call block, right? Maybe you did, maybe you found some prospects that, you know, you can no longer, you know, need to reach out to because they said no with a valid reason, uh, maybe you tried some new things that maybe didn't work and now you can adjust the script, you know, so looking at it from like a different lens of like, you know, just because you didn't get, you know, You're you, you just because you didn't set the meetings or get the next yes.

[00:08:58] Or whatever, everything that you do in your role is like helping you get better to prepare, you know, for the next day, for the next call block for the next session, for the next new thing that you're willing to test. Um, and I think that that's a perspective that a lot could help. A lot of people not feel like, Hey, I just made a hundred calls and I have nothing to show for it.

[00:09:21] Joe Latchaw: [00:09:21] Yeah. Yeah. I think that, uh, you know, I learned very early on, um, that call center environment. It does come to that when losing, you know, we had taught boards, we had those things. And I think if you learn something in that day, it's not about putting one in the winter last column. I think it's like you said, I think, you know, taking that feedback, uh, we would have stand up meetings every day.

[00:09:43] And so taking feedback from a day of, I made a hundred calls and I'm nothing to show for it. People were quick to tell me you have a lot more than you think you do. And I, and I would take really good notes throughout the day. And I would say, yeah, you know, these, these five prospects are really saying, you know, there's not a need at this time.

[00:10:00] How can I overcome this? And then that would be where the good sharing would come from. But if you're just got these blinders on, if you will, but you know that this is, this is all bad. I can't learn from it. I think that, you know, that's the biggest thing is as learning and it was really cool. Um, I heard a really great thing the other day.

[00:10:18] And it's, it was a line that really stuck with me. And it's that you often hear people, people will say, you know, something has happened to me versus something has happened for me. And so, and so, yes, I have those great days, but you know, those bad days happen for me because I need to grow. If every day was home run.

[00:10:37] After home, after home run, I wouldn't have that ability to grow. I wouldn't be hungry to learn more. I would just. Keep those blinders on and keep, you know, cranking out those, those widgets and sales. And I wouldn't, I wouldn't want to get better. So I really liked that, you know, and that's one thing I even like in my current role is that I don't think I've had a couple of days really feel the same, you know, I think, and that's the beauty and the joy in sales is when we start to feel like in this rut, like let's just get creative and try something new.

[00:11:07] And like, I, I think that that's a point where. Again, some folks might be kind of shy to do that because this has worked so well for me. And I know that if I just keep doing it, it'll eventually come back. You know? Whereas I'm like, yeah, man, if we're gonna, if we're gonna fail, let's fail fast. Let's try something new and let's get the most out of anything.

[00:11:27] Even if it's a, if it's deemed a quote unquote failure, which I really don't like that word. I like to go with learning experience. There's always key findings to act on challenging moment. There you go. Challenging moment. I like that one too. That's good. 

[00:11:40] Collin Mitchell: [00:11:40] All right. So let's, let's, let's kind of circle this back to what we were kind of talking about here.

[00:11:44] Right? So being real and authentic right in sales. And so there's kind of two parts, right. Being real and authentic with your prospects, with your customers, with your sales conversations. Um, but then also, I think you kind of touched on it a little bit and I want to spend a little bit more time on this as a sales leader.

[00:12:04] You know, leading a team, being real and authentic with your team. Right. And you talked about a lot of people. This is an, I totally agree with this for a lot of people. This is a bit of a challenge because they think that they're the person that's supposed to have all the right answers and you know, not be wrong.

[00:12:21] And so it takes a real level of. Being willing to be vulnerable, to create a more collaborative environment, to be willing to say, Hey, you know, yeah, we're doing these things is working that are working. Let's keep doing them, but you know, maybe let's invest a little time on trying this and maybe it'll work.

[00:12:37] Maybe it won't, but Hey, let's figure it out together. So can you talk a little bit about, you know, kind of some of your strategies or things that you've done to create that sort of environment with your team? 

[00:12:46] Joe Latchaw: [00:12:46] Yeah. So I. I created an environment like whenever I'm introduced to, to teams. And fortunately I've not had a whole lot of career moves.

[00:12:54] I've had a couple, but I think that that's probably one of the first things that I like to discuss is that I don't want you to view me as the title. You know, I want you to view me as I'm a roll up the sleeves, I'm a, get it done person. And I let them know very. Upfront. I'm not the smartest person in the room.

[00:13:10] And I, and I won't pretend to be, I think that's the other thing too, is that imposter syndrome, you, you get around some, some sales leaders who claim to have all of these things, but then when you lean in to get more, there's nothing there. They just kind of look at you. Like I'm talking, they're talking at you, not talking with you.

[00:13:28] And so I always talk with my team. I give them the floor. I, I thirst for what they're hearing. And I always ask, is there a better way that we could be doing things? Do, do you feel like our sequences are lined up to what they need to be? You know, do you, do you think we're missing the Mark on a product? Do you think we're have the right buying personas?

[00:13:48] You know, I really, I make a consultation and I think that that was what was great. Um, So when I started in the call center world, I was very much on a consumer driven thing where that was more management talking at you. And not with you. You were talking to people, I've got this and you want to buy it.

[00:14:03] But then as I transitioned into business to business, which I was one of the youngest callers to kind of transition to that because I had so much success, it became more about being consultated. And I think that has a leader like that is such a key trait, because if you just walk in the room and keep talking at people, And then you're not willing to get in the trenches with them.

[00:14:24] I think they sniff you out pretty quick. And I've had that happen too. I've had people say, you know, you send a lot of emails and you say you do these things, but I don't see you ever do them. And so I think I had to realize when I started transitioning to an operations role that look, I need to, uh, I need to, I need to do what I'm saying to people.

[00:14:43] And so I would spend a lot of time on the phones. I would spend a lot of time coaching people. And if there was something that I missed in a coaching session, I would, you know, we'd play the call back. And I would say, you know what? You're right. You did say that. And I marked that off as a negative score.

[00:14:57] That's. That's my fault. I'm, I'm, I'm a human. And that's the thing. I think that if you, if you can't humble yourself enough to be human, I don't think your sales team is going to be willing to continue to hear your feedback. I think they're just going to realize that this person is just reading a bunch of books, listening to a bunch of podcasts, you know, sitting in an office all day long, pushing me emails, make more calls, do more things.

[00:15:19] And they're just sitting there, you know, they take two hours for lunch. You know what I mean? Like we we've all been there. We've we've all seen. This person. And so I just, yeah, I mean, I think you have to, it goes back to like the walk, the walk, like, you know, if you, if you want to know what's going on in your sales team, put, put yourself back in it.

[00:15:36] And I think that's, what's so, so thankful about this role as I'm back into. A leadership and a selling role. And so I'm able to share my feedback with my team. Like, Hey guys, I made a lot of calls this week too. And this is, this is what I'm hearing. Like how, how are you overcoming it? And they're just so appreciative that they have somebody who, you know, had this because they didn't have it in the past.

[00:15:58] Collin Mitchell: [00:15:58] Yeah. Yeah. And, and I think that. I think for any sales leaders listening. Right. Um, it's important to like be okay with the fact that like you don't have, you have to have all the answers you're not perfect. And you know what? You, as a leader, you could get on the phone and make a hundred dials and have nothing to show for it too.

[00:16:18] And that's okay. There's nothing wrong with that. Like you, you know, you might. You might do a call block and somebody on your team might do a call black and shit. They might do better than you. And, and hopefully they do, you know, and, and, and, and Pat them on the back. And don't let that discourage you from, like rolling up your sleeves and getting in the trenches again.

[00:16:41] Um, you know, I think it's, it's important these days for, you know, for, for sales teams to really operate for the sales leaders to also be sales doers. 

[00:16:51] Joe Latchaw: [00:16:51] Yeah. And that's a great point too. I think we go back to the, uh, the commending efforts and, uh, it's, it's something so simple. Um, but I love doing that. You know, I, I lead a direct team inside and I am always, you know, giving them the props.

[00:17:05] Like it goes a long way. I mean, I think that, you know, even, even when you can see, like, if your, if your sales team is struggling, you know, I think they need that encouragement. You know, the last thing they want is another email that says I'm missing quota or that the pipe is drying up. Or that, you know, we're not aware we need to be, I think you need to, you got to kind of rephrase that and say, Hey team, look, we're doing a great job at getting a ton of activity into our CRM, but what do you think we can do to start turning some of these into discovery calls?

[00:17:34] Or what do you think need to start doing to push more of the discovery calls? We already had an opportunity to say, let's, let's talk about it. Like, and I think that, you know, I know that personally people have said in my past that's, what's made a difference as they're like, you're. You're a human and I'm like, I don't know any other way to be like, this is me.

[00:17:53] And they're like, but you're a bit like you don't walk around with a stick and hit me when I don't hit the goal. And I'm like, look, if I did that, you'd probably get tired of getting hit with a stick. Like it just, it's all these things, like you said, that we go back to. And we think about like, yeah, you should treat people with, with respect and I'm like you, I hope that my, that my team has a great call block.

[00:18:13] I hope we set a bunch of marketing, qualified leads, open, get a bunch of discoveries. I hope we get opportunities in the pipe. Like I hope for everything for that. But I had a call yesterday where somebody picked up, which is almost a little unheard of, you know, caught me off guard a little bit. And, uh, I had a great five minute conversation about learning about this person's business.

[00:18:33] Very honest and genuine and yeah, they just, they weren't ready to pull the trigger. And I think that, you know, that for me was okay, because I've been trying to reach this person for months. And I think that's the other thing too, is like, I feel like sometimes when people have to, uh, remove things from a sequence are what we used to call in the call center was disposition, you know, out of the system, you know, you, you feel awful.

[00:18:56] And I think that you have to understand, like, you know, there's a great phrase of work with the willing. And so you, you can't beat yourself up over all the things that you're not great at. You have to get the cash in, on your, uh, on your strengths. Very much, a lot like, uh, how Gary V says, you gotta, you gotta play to your strengths and that's something I try to do on a daily.

[00:19:12] Collin Mitchell: [00:19:12] So I would almost argue that that's a win. Having a five minute conversation too. Like so many people get caught up in like, okay, I'm in this call blocker, I'm making these calls. And the goal is to set the meeting. Now the goal is to have conversations and you'll have conversations with some people will, which will result in a meeting.

[00:19:34] And that's great. And you'll have some conversations with people that don't. But you might learn something or you'll have a conversation where you'll learn enough where it's like, okay, they're, they're not in market. They're not the right fit. We can't help them. This is not a priority. So at least I can focus my energy on finding people that are, so the conversation is a win.

[00:19:53] Whether you get that. Meeting that you're looking for, not or not it. And you, and you really it's so easy to get caught up in like trying to force people into taking the meeting when you know that, you know, maybe it's worthwhile for them. Maybe it's not getting into the meeting. In in, and I'm all about, it's not about the quantity of meetings.

[00:20:17] It's about the quality. Uh, you know, I would take, I would take one meeting a day of great meetings all day long versus, you know, three with two that are garbage. 

[00:20:29] Joe Latchaw: [00:20:29] Yeah, I think that's what we've really had to focus on. You know, like I'm, I'm big on that. And thankfully we had a great year last year, but I'm really big on quality.

[00:20:38] It's just, like you said, like that conversation for me was great because I got a lot of insight to the business. I was able to input back into our system. You know, and this way, when we go looking for prospects who might be fitting in this realm or might be on this path and like a year or two, which is what they stated to me, like that's good data to have.

[00:20:55] And so I think it's, like you said, it's all about a perspective, you know, is it, you know, do you think that call was a loss or did you learn something? And I, I learned something. Every call. Yeah, that's just, that's kind of, and you know, I'm, I'm a lifelong learner, so that's where I'm, that's where I get a lot of praise too, is like, Oh, you just want to learn.

[00:21:10] And I'm like, yeah, like I, I have a thirst for knowledge. Like I'm, I'm not the smartest guy in the room. And I would love to just get, I was at 1% better, like each day versus all that. Like, I think that's another good thing to live by too is just taking little things and turning them into big actions.

[00:21:25] Collin Mitchell: [00:21:25] Yeah. Yeah. And just be curious enough to ask good questions to, to learn whether like, Hey, does it make sense for us to work together? Does it not make sense for us to work together? Does it make sense for us to maybe work together in the future? You know, I like to tell folks and I say it often, so yeah. I apologize in advance sales hustlers.

[00:21:44] Cause you've probably heard me say this too many times, but you know, the end results really simple. And the end result is for who, whoever you're in that conversation or relationship with is for them to have a good experience, whether you work together where you don't work together, whether you work together and stop working together.

[00:22:01] For some reason, the result is to deliver a good experience regardless of what that outcome is. 

[00:22:08] Joe Latchaw: [00:22:08] Agreed. That's. I mean, that's a great point too. And you know, even coming back to, you know, when, when we run into competitors, I think it's so important then just to have the utmost respect for people, because you honestly don't understand sometimes who you're talking to.

[00:22:23] And this happened like a lot. And the call center world is that you don't understand who you're talking to, but you know, you got to think of yourself like you're representing your brand. And do you want to be the person who is just doing nothing but shaming people? Or do you want to be the person who says, Hey, look, I totally respect you.

[00:22:40] You work with that other company. You know, I hear a lot of great things about them, you know, is, you know, is there anything like you might be missing or just something, you know, I, I can take away. So just to make sure I, I don't, you know, harp on that, you know what I mean? Like, I think you just make it again.

[00:22:53] It's genuine. Like I sat around people all the time. I'd be like, ah, XYZ company. They're awful. You don't want to work with them. I'm like, how, like, how do we know? We're not talking to like an undercover, like CEO or somebody at be like, you know what I mean? Like how, like, how do we know that? And so I think it's, like you said, you treat.

[00:23:09] You treat people with respect, you leave the conversation, no matter how it goes with value. And I've had 20 people call me back and say, yeah, I would love to work with you because you, you didn't just push me. And I'm like, I, I wasn't, wasn't here to do that. That's not my, that's not my goal. 

[00:23:25] Collin Mitchell: [00:23:25] Yeah. Yeah. And, and so treating people just like people.

[00:23:29] Right. And, and so, yeah. And with respect is, is definitely important. And I couldn't agree with that more, but there's also another side of that too, is, you know, I think especially anybody working into like higher level or executive level or, you know, enterprise level or whatever the case might be is they're just people.

[00:23:47] Right. You don't need to feel like you're less than you don't need to feel like, you know, nervous or scared or, you know, like you're, you're down here and they're up there. They're just people. So it goes both ways is, you know, whether downmarket, upmarket, you know, the same. Treat all of those people, the same, you don't need to be, you know, stuffy and nervous and you know, overly not yourself and not authentic because you know, you're talking to a CEO of a fortune 500 company, or you don't need to, you know, whatever the case is, is like it applies across the board.

[00:24:23] Joe Latchaw: [00:24:23] People will appreciate you being real more than they will appreciate you, uh, being something that you're not. And using words that make no sense that you don't have definitions in front of you. I've talked to plenty of CEOs and, uh, Hearing their stories are just incredible. A lot, a lot of CEOs, whether people realize not come from poverty situations.

[00:24:44] And so it's interesting, you know, you could see like a, you know, like a Jeff Bezos or somebody on the cover, you know, like Armani SU you know, flashy, Rolex, and you're like, Oh man, you know, total, you know, spoon in the mouth. But then, but then you don't see the picture of the guy in his garage with a spray painted amazon.com with like this old metal Fe like wood desk.

[00:25:04] Like, you know what I mean? Like, and that's like, goes back to when you said, like, yeah, Just treat people. I mean, don't, like I said, people will sniff you out just like your teams will sniff you out. They'll know that you're not being you. Like one guy told me, it's very funny. I consider this like the boiler room where they have a racist, like pitch me again, like for the wall street journal.

[00:25:20] But I already get the times as I had, I had a CEO catch me on that one time. And he was like, why don't you talk to me like how you would talk to a friend? And so I did that and he goes, please make your next 10 calls that way. And he's like, he's like, I don't what he's like, I don't want any of what you're doing, but he's like, the worst thing you can do is to call somebody and not be yourself.

[00:25:39] He's like, because he's like, he was like, you've already lost my trust. And I, and it was like an, I, I listened, but he's like, I, most people wouldn't give you what I gave you. So I hung up that day and I took like a five minute break and I was like, That was probably like one of the pivotal moments in my career.

[00:25:54] Was this guy saying don't be that guy. 

[00:25:56] Collin Mitchell: [00:25:56] Yeah. Yeah. And I can tell you, I, I spoke with my friend, uh, Ian Coniac yesterday. Um, who's great at the top. Top top enterprise reps over at Salesforce, which is a huge sales organization. Um, and you know, he works with very large companies. He's enterprise rep and he, he, we were talking about this yesterday.

[00:26:20] You know, he treats everybody the same. He doesn't dress up for those calls. He doesn't put a suit on for those calls, a t-shirt and a hat. He might have his kid, he might be holding on test to get work done at home. Like he's just himself. And the thing is, is once you realize, Hey, I'm not everybody flavor and that's okay, but there is going to be people that you are, and you'll never find them.

[00:26:43] If you're trying to pretend to be something that you're not. That's 

[00:26:46] Joe Latchaw: [00:26:46] true, man. I mean, it's even more so now working from home, you know, like we've been in a remote situation since last March and uh, people hear my five-year-old in the background and they, they chuckle and they say, yeah, I've got, I got a couple of those at home myself.

[00:27:01] I know exactly what you're dealing with. And they're like, are you like in your office at home? I'm like, Oh yeah. I'm like, but her total rooms right down, right down the road here. But like you said, it just, it makes people like, it makes you feel better about it. Cause you know, you hear like, you know, articles and stuff in this first was happening.

[00:27:16] Like companies start to fire people for too much background noise. And I'm just like, man, like we're, we're missing the point. If we're worried about that. Like we, we need and you know, and, and kids, I mean, My daughter teaches me so much, like just so many applicable things like listening, you know, you know, having those really good lean-in moments so we could, uh, we could learn a lot from those things around us.

[00:27:37] Collin Mitchell: [00:27:37] Yeah. Yeah. Yeah. And it's the easiest way to build report. It's almost a sales strategy now 

[00:27:44] Joe Latchaw: [00:27:44] kind of, it's kind of like. The single guy takes the dog to the park. It's kind of old movies. So 

[00:27:51] Collin Mitchell: [00:27:51] it's a different type of sales strategy that maybe you're not used to. It's calling, being real and authentic. 

[00:27:57] Joe Latchaw: [00:27:57] We leave you with nothing.

[00:27:58] Please be real and authentic. Take, take that away from all of this. 

[00:28:02] Collin Mitchell: [00:28:02] Yeah. All right. Hey, uh, Joe, it's been awesome. Chatting with you. Um, Really enjoy talking about some of these topics. Um, just anything, any final thoughts and you know, where can people find you connect with you, learn more about what you're doing or anything else that you want us to include in the show notes for them?

[00:28:21] Joe Latchaw: [00:28:21] Yeah, you, you can find me on LinkedIn, just under my name. It's under Joe latch. Also, please connect with me on there. I love, you know, love chatting with people and learning more about what everybody's doing. And, uh, I. Lean a lot on community. So that's the, that's their thing, you know, I will, uh, things I don't know that maybe you're an expert at, I love, I love having those connections and conversations.

[00:28:41] And then, yeah, I think I just go back to, uh, Man, just be real. I think that that's something, you know, don't, don't be something that you're not, but also to like, be real with yourself, you know, when you're, when you're in these places, like remind yourself of what it took to get there. And what were those real efforts and what were those real moments?

[00:29:00] That, uh, that carved the best out of you. And that's what I think about, you know, working around so many great leaders in the past. Like I, I go back and like, and I keep, you know, the old notebooks that are probably, you know, falling apart or like little notes. And I just remember like, yeah, that person told me the next call to smile and I smiled and I got the appointment and I was like, man, it works.

[00:29:20] It works. So I think, uh, don't, don't beat yourself up. Pour everything into your teams. And again, just, uh, just know that, uh, the, some of your efforts are not always going to be defined by the numbers. Like you're gonna walk away with knowledge, you're going to get your teams better. And I would just say, just, uh, enjoy the journey.

[00:29:41] I think that's probably the last part is like, this is, uh, my career is a journey, so I don't, I don't define it by steps. Don't define it by titles. I just define it by, you know, working for amazing companies and, uh, Getting as much as I can, you know, out of there and pouring as much back into my teams as I 

[00:29:56] Collin Mitchell: [00:29:56] can.

[00:29:57] Yeah, no, uh, some great final thoughts there, sales hustlers. So if you're listening to this episode and you enjoyed it, please write us a review, share with your friends and we're listening for your feedback. 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.

[00:30:18] 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. And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.