Sales Hustle is now Sales Transformation
April 5, 2021

Episode #80 S1-EP80 Speak Up to Stand Out with Nancy Medoff

Nancy Medoff joins Collin Mitchell in this episode of the Sales Hustle podcast. Let’s hear from Nancy as she talks about how she takes things up a notch in teaching professionals to communicate their value, especially when the stakes are high and they need to make that lasting impression.

Nancy Medoff is the global persuasion and influence expert who founded AthenaWise, the coaching platform she’s established that would unify her purpose and mission to empower, educate and inspire professionals to thrive more in their workplaces by means of creative influence and imposing confidence. Her advanced persuasion techniques have been proven useful in any situation to get and keep the attention of the people who matter, resulting in them giving off the impression that they hold the power in the room. 

With 30 years of experience in leading global sales teams, Nancy has crafted her workshops which are a combination of practical management, interactive training, authenticity and insightful motivation. Her consulting and speaking engagements have taken her across the US and Europe where she’s become well-known for the workshops she’s facilitated: Unmute Yourself & Speak up to Stand Out, The Persuasion Equation©, The Female Edge in Negotiations, Creating a Winning Sales Culture, and High Stakes Personal Branding. Her clients range from several independent companies to the world’s largest pharmaceutical company. 

Apart from her being an international Keynote Speaker and a Coach, Nancy is an adjunct Professor at the Boston University where she’s been teaching Marketing and Sales Strategy for 8 years now. She has also served as founding program chair and keynote speaker for Boston University’s Women’s Leadership Conference.

Grab a copy of her book, Speak Up to Stand Out: A business handbook for women who want to get or keep their seat at the table - available on Amazon -

Find out more and reach out to Nancy Medoff through the following links:

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Episode 80 - Nancy Medoff

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 transformed the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. What is happening? Sales hustlers. Welcome to another episode. I've got a guest that I'm excited to bring on today, and I'm going to be talking with Nancy  global persuasion and influence expert who teaches professionals, how to communicate their value. When the stakes are high Nancy, welcome to sales house.

[00:00:54] How are you doing? I'm awesome. How are you? I'm awesome. And caffeinated to FYI, highly caffeinated. I know. I could tell when we hopped on and started planning, you were like ready to go. You're like stop talking. Let's go hit record. Let's do it. So I know that we are going to have a ton of fun talking about some topics, but before we get into the good stuff, just give us the short version of your sales story.

[00:01:16] Sure. So I was in corporate sales for 30 years. I left about four years ago, I think, to start my own firm. And I do exactly what you just mentioned. I teach professionals how to communicate their value and the stakes are high. So as we know, that's a lot of selling, so it could be selling themselves, building their business, getting a higher salary, whatever the case may be.

[00:01:34] That's my life's work. And that's what I've been doing for the past four years or so. Mm. Okay. Awesome. Tell me about selling yourself. Why is that important? Yeah, I mean, well that you're always selling yourself. So to me, that is about positioning. If you think about it, and you're a former sales guy, if you are a current sales guy, if you think about how much time you spend preparing for clients, how many times, how many hours you spend on presentations, hours and hours and hours and weeks and months.

[00:02:03] Um, and then think about how much time you spend presenting yourself. And whenever I ask people that in a keynote or in a, in a training session, all the salespeople just kind of get this smirk on their face because they don't. I mean, I would spend hours and hire slide polishers and run my pitches by people and do all that kinds of stuff for my product, but never for myself.

[00:02:23] So my, my belief is that you should be doing that for yourself and you should be doing it fairly often. Yeah, no, I totally agree. I recently interviewed Mark Hunter and he said the most important person you ever sell, is you? Exactly. Exactly. Yeah. So most people don't realize that, like that is the most important person to sell because mindset and confidence are so important, like skill and everything else that you do.

[00:02:49] Or if you don't have that, none of that other stuff matters. Well, I'll tell you an interesting statistic actually, cause um, I do a lot of work around confidence and confidence in women under confident negotiators are only successful 25% of the time. So think about it. If you're going into a sale and you are you lack confidence, you're going to get the sale 25% of the time.

[00:03:12] And as a sales leader, I mean, that's, that's horrific. So, um, yes. And confidence is a skill. It can be learned. It can be. Improved upon and, and yes, a hundred percent you gotta work on yourself. Mm, okay. And so we talked about something that, uh, before we hit record here. And so tell me a little bit, like, if you love what you do and you believe in selling, you know, it doesn't feel like selling.

[00:03:40] So let's, let's dig into that. Yeah. And I didn't even plan to say that. I just said it. Cause I was thinking this morning about what we might talk about. And I was thinking about some of my old sales and my best sales and my worst sales and all of that. And at the end of the day, and at the end of the day, I just realized that you got to love what you're doing and believe in what you're doing.

[00:04:02] And if you are, then you do, and you're authentic, you'll always get the sale. I mean, I can not remember any sale that I lost, where I gave it, my all. And I believed in it a hundred percent. Any, any, any sale I lost, it was, I didn't believe in the product or I didn't believe in the people, I just wasn't into it.

[00:04:19] So I, you know, it it's particularly. Particularly, if you're a career sales person, I would, don't go work for a company that you don't love their product. Cause you won't succeed. I mean, you might succeed a little bit in the beginning, but you won't be authentic. You won't love it. It'll eat away at your soul and that's not, nobody wants to live like that.

[00:04:39] Yeah. And there's a certain, I mean, you might have some level of success depending on what that looks like for you, but you're most likely going to hit some sort of ceiling where, you know, you're not feeling great about what you're doing and then, you know, then there goes the confidence and everything else, and then you're in that 25% success rate.

[00:04:59] Yeah. Yeah. I learned that the hard way I, um, I, I left a company that I was with for many, many years and went to go work for another company. And I, I never loved what we were selling. I never loved how we sold it. And I led a team and just didn't love what we were doing. And it was, it, it was horrific. I finally just came home one day and said, I, I can't do this anymore.

[00:05:23] And there was on the next day. I just, I couldn't do it on the flip side for I'm sorry. Yeah. Yeah. There's definitely people that sit on different sides of the fence with this topic. I know that for sure. There's some people that think this is not important, it doesn't matter. Um, but what would you say to the folks that like, maybe are in that camp?

[00:05:42] Like why does this matter so much? I would say they're full of shit and they're selling their soul. So if, if you want to chase and that's fine, and that's great. If you want to live a life where you are authentic only at home. Or authentic, never, or, you know, chasing the dollar and you have your jet and your Bentley or whatever it is that anybody can make money.

[00:06:06] Anybody can make money. I would argue that you can make money doing what you love. So why not do that? Yeah. Yeah. And I know this firsthand experience, my first sales job, I didn't love what I was doing. Didn't love the team that I was with. I got, I wouldn't even call it training. It was a very commission breadth script, treat people, very transactionally, close them, close out and change the subject, close them again.

[00:06:31] And you don't close them, get a commitment or you suck. You know, it was like that sort of. Environment. Um, and you know, but I w it was my first job. I was young. Like I learned some good habits too, like good old fashioned, just hard work, like hitting the phones, like, you know, dealing with, you know, a lot of no's like, there's a lot of good things that I learned in that experience, but it only took me so far until I really didn't feel great about what I was doing.

[00:06:58] Um, and things changed for me when I really started to put. People first and not treat them so transactionally. And even then I didn't totally love what I was selling, but I feel good about what I was doing. So I would say, if you didn't love what you were selling, you probably left. Right. I mean, right, right, right.

[00:07:21] Yeah. So now, you know, now I do, I love what I do and you're right. Like, it doesn't feel like selling, selling is more like serving, like helping people, you know, and, and it feels good and it's much more fulfilling and it's much more sustainable and there's no. There's no cap. There's no ceiling. There's no limit to what you can do.

[00:07:42] Right. And people want to be around that kind of energy. You know, if you love what you do, you have that energy and I'm not, you know, I'm not talking about your colors and your shakras and all that stuff. I'm just talking about your general energy. If you love what you're doing, you're going to be excited about it.

[00:07:55] And other people, other people want to come along with you. So it's. It's just, I, I, I believe I just really believe that people know when you believe in what you do and you're passionate about it, and you, you have a certain level of confidence that you can't fake. Agreed. Totally agree. Totally great. Yeah.

[00:08:16] All right. So I want to talk a little bit, uh, you have a book coming out. I did tell us about the book. What comes up? Yeah, just full, full on shameless plug. Like what can people expect in the book? And let's get into some of the, like, let's. Let's like give us some little S you know, appetizers of, of what's in there and let's dig into some of that stuff.

[00:08:38] Yeah. So the book is called speak up to stand out. It is a business handbook it's geared for women, but men obviously can read it and would benefit from it. But. It's for people who want to get and keep their seat at the table. So for the past four or five years, my training has really focused on persuasion and how to be more persuasive in your communication.

[00:08:58] There are three principles of persuasion that I cover in the book. And I, and I'm happy to talk about them in a second right here. So I talk about, um, how to speak up, how to stand out and then particularly for women, how to step up and how to get your seat at the table rather than. Um, you know, sit in the background and commiserate with other women about how you don't have a seat at the table.

[00:09:21] So I think you need to go out and get it. Um, it is a bold statement and, and it's a bold statement that comes out. It doesn't sound like it, but it comes from a place of love. Um, I'm sure to women all over the world last week was international women's week. I spoke with women in Bahrain, um, Boston. Sydney Lowe locally all over the world.

[00:09:42] I spoke with women and the message was the same that there is a wave. The wave is here, and I believe that right now, the time has never been better to be a woman in business, and that women need to ride the wave and start walking through the doors that are being opened for them a hundred percent. But you have, you, you have, uh, you're the right person.

[00:10:06] And, and, and with your experience, you have the permission to say something like that. Well, I would hope so. Cause I said it so I, I hope I did. Um, yeah. And, and it's, it's actually interesting calling, cause that was a shift up until probably, I don't know, maybe a few months ago I was just pro female pro female pro female.

[00:10:26] Let's get women and seat at the table. Let's let's shorten the, the gender wage gap. Why are there only, you know, seven, 7% of female CEOs in fortune 100 companies, the whole thing, which is very, very important. And it is a very real problem. It's only been over the past few months that I've really been listening to some other women that I've been speaking with, either on panels with, or interacting with.

[00:10:47] And I keep hearing them go backwards. And what we are not doing ourselves any favor as women, by looking backwards, we have to look forward. And I think about all the, all the male sponsors that I've had and the males that have helped me in my career. And, you know, I have a friend I just helped interview and she just got promoted to levels, two levels up in a big corporation.

[00:11:08] And it was a male executive who came to her and said, you, you can do this job. You need to go for this job. So I think, I think we need to stop bashing the men and, and really start moving forward and, and, and walking through the doors. Awesome. So I love all of that and I want to get into the, the topics in the book a little bit.

[00:11:28] Uh, but before you mentioned, you mentioned something about persuasion and I know there's people that think, Oh, persuasion is a bad thing, or why would you want to do that? So. Tell us why persuasion, how precision is not a bad thing and how it can be used and why it's important. Well, this is a sales podcast and selling is persuasion, right?

[00:11:49] Selling is influence and you persuade people all day every day. It's not, it's not a bad thing. You can either use your power of persuasion for good or for evil. That's your choice. So I'm in the sales arena. You you're you're you're if you say I'm persuading, rather than I'm selling, depending on how you feel about either word you'll, you'll feel differently about the approach.

[00:12:13] So I believe that anybody can be persuaded to do anything really within reason. Um, and there's actually, there's a process. There are skills, there are tools, there are strategies that work, and if you break it down and actually study those tools and use those tools, you'll be able to do it. No problem. And that's, that's what the book helps to do.

[00:12:35] Give us some, give us some context. What are some of these tools you're talking about here? Give me the three principles of persuasion according to Nancy Madoff. So the first is the rule of three, and you may have heard of this people remember things in threes. So if you look back over history, advertising, Um, common phrases.

[00:12:55] They are always three. And when I, and when I train people on this, I often pull out some really old advertisements of, um, the rice Krispie treats, snap, crackle, pop. It doesn't matter who I am presenting to. Everybody knows who that is. Snap, crackle, pop. What they don't know is that that logo is a hundred years old, almost a hundred years old.

[00:13:16] So a hundred years later, everybody knows who snap crackle pop is. And I really hope you know who they are and my point will be moved. But. They are the little rice Krispie treats that are part of the program. So rice crispy, didn't say let's do snap, crackle, crackle, pop, and ping, and then say, let's do snap and crackle.

[00:13:34] They said snap, crackle pot. Cause people visit adult retention, learning area. The people remember things in threes. So the way you use that to be persuasive in an interview in a sales pitch, in a salary negotiation, what are the three points that you want your audience to understand? What are those three points, and then you tie everything back to those three points.

[00:13:53] So if you're giving a presentation, you should never, ever, ever have more than three topics in your agenda ever. So if you have 12 things you want to say, bucket them into three things. Cause if you, if you show up at a presentation with 12 points, you're I can tell you right now, you're not going to be persuasive.

[00:14:09] You're not going to get the sale. So people remember things in threes that that's the first one. Did you want to dive deeper on that one? I'm just thinking, because I know I've definitely failed at this before. There's moments where I've done presentations. It's like, I know I just overwhelmed them with too much.

[00:14:30] And so if you overwhelm them, They remember nothing or they feel overwhelmed and they take no action. Yeah. And you're, you're actually helping them to remember. So if you look at your mug that you just picked up, which I know the audience, can't see, cause it's a podcast or you look at the signpost behind you.

[00:14:44] Three words, three words. Look at Nike, just do it. Skittles, taste the rainbow everywhere you look, memorable. Advertising slogans are three words everywhere. So sales hustlers pay attention. There are you overwhelming your prospects? Are you overwhelming them with too much information where they're not taking action?

[00:15:06] You might want to reconsider your, your talk track or your sales deck or whatever you are that. Yeah, whatever you're using to have these conversations and bully, boil it down to three important topics and then always recap and tie back to those when you wrap it up. Correct. Excellent. Ready for the next one?

[00:15:26] Ready? Okay. So the next one is it start with them. A lot of salespeople are excited about their product. Isn't it. And particularly in an interview, but I'll, I'll get back to that in a second. We're salespeople, we're excited about our product or our service. We can't wait to tell you all about it. Um, that is the, probably most fatal, fatal mistake in a sale, which, which, uh, which a good salespeople know that RA or the successful people, sales people know that, or know that already in an interview environment when you're, when you're talking about what you bring to the position, just think about, think about either the interviewer, the team or the organization, and try to tie it back to the team.

[00:16:07] Um, You know, here's how my, my 15 years of experience in digital will benefit the growth of the company, or here's how my five experience, five years experience doing this will benefit you as my boss or whatever the case may be. So you always really want to start with the audience. And if you do that, you know, you know, when I remember in one of my recent, um, sales leadership roles, I was VP of sales for a company.

[00:16:31] And when I went to look at their pitch decks, they all were, and this happens all the time. As as, as, as, as, as, as, as, as nothing about the client. So I made everybody put in three slides in the beginning. What we heard, what we, what we think we heard, what we heard. And what do you think? So before they could even begin to start talking about what we were offering.

[00:16:53] The first deck said, okay, this is what we heard because we, we obviously had already talked with them a little bit and I really, it was like pulling teeth. But every time I said, you guys, you have to put this in here because you have to at least acknowledge that you heard them and that, you know, what's top of mind for your client.

[00:17:08] Yeah. And I think the reason that's hard for a lot of sellers is because it's, it's, it's not, it's not template it. Like it's different, it changes, right? Like it requires some extra work, but like sales is not supposed to be easy. Like if you want the big wins, you gotta put the work in. And so it's so important to, like you're saying, Nancy is to make the conversation about them.

[00:17:30] Make sure that they know that you heard what they said, or even ask more questions if you don't quite understand something. So many people miss the Mark where they don't ask more questions. Cause they're not totally clear on something because they don't want to seem like they're not, you know, like they didn't get it or they don't know.

[00:17:45] And you know, you don't. They don't expect you to know. It should feel like more of a collaborative sort of conversation to see if it makes sense to work together or not rather than, you know, you listening and just kind of pitching them on your press play demo or sales deck. That's templated that's about you and nothing about them.

[00:18:01] So I love that. Exactly. And it's, it's also. If you don't start with them, it's a waste of time. Cause you could have sat there for hours, spewing features about your product or your service, and you could have been way off base, you know, just, it takes literally five minutes to say, here's what we heard. Are we on track?

[00:18:18] Wait for them to nod in agree or whatever, and then move forward. And then you got to get buy-in to it. You're taking them along with you. Yeah. Yeah. In, in, in, in, let's say you're not using a deck, if it's just a conversation or something like that, when they're, when they get to the point where they're asking you what you do, or you know, how you can help them, or that's when you know you've done it, right.

[00:18:39] Because you've asked questions, you've made it about them. And they're now asking you to pitch because they want to hear what you got to say. Exactly. And that's that's the Holy grail is, is they're they think they're driving the conversation and they're, they're driving the sale, which is great. Which is great.

[00:18:56] Yeah. Yeah. All right. Give us the next one. The last one is my favorite. This I call. So what, and it's that simple. And I use this in my keynotes. I use this in my training, so you can have the best product in the world. You can have the best service in the world and you can have the best personal branding statement or positioning statement in the world.

[00:19:19] If you cannot articulate why it matters. Then it's use it really it's useless. So again, and so I'm going to use an interview again, just cause that's what I've been doing the most of lately, because of everything that's been happening, you know, you can have the best three pillars or the best three points or whatever you want to bring your client or your prospect or your, or your hiring manager back to, but you have to.

[00:19:42] So what, what is the business result? What is the benefit to the company? What is the, the end result? How, what is this resulted in, in the past? So what, and we used to joke at my old company, we used to go through my decks for hours and just say so why. And if, if every slide didn't answer the so white, it came out and it was, it became somewhat of a joke amongst us, but.

[00:20:06] Now I use it and as a whole chapter in the, in the book. So what it really is that simple. What are some of the things that you can just get rid of that are, that are, that are so wide that you see people using still? So I think when people, when people say, um, I, okay, I'm going to use an example of a golf club.

[00:20:25] So by my golf club, because it has a, um, 362 degree loft and it weighs 15 milligrams and it has a graphite shaft or whatever. I haven't played golf in a couple of years, but I'm not a golfer, but it sounds like a great club. Sounds like a great club. What are you going to buy it? Or are you going to say, or, or are you going to buy a club that says buy our club?

[00:20:52] You'll golf like a bad-ass you'll nail, every drive you'll come within, you know, however many feet of the, of the, of the pen. Uh, and you'll look like this, you know, with, with an ad of, of somebody looking like a bad ass. Right. So, so Salesforce was the difference there in the, in the golf club is. The first description of the same club, right.

[00:21:14] Is talking about the features and benefits. The second is talking about the result of what the club can give you or how it can make you feel. Yes. The, so what is the result? Yeah, that's a better way to say it. Yeah. The outcome. Yes. Which in, in sales, which is all they care about. Exactly. Exactly. They don't care about what feature benefit you have, they care about what are you going to do for me?

[00:21:39] You know, it's interesting. I just five minutes ago, I got an email. I get a lot of emails as I'm sure everybody does soliciting from my far to, to work, to do whatever about soliciting. And usually they just get deleted, delete, delete, delete, get them on LinkedIn, get them on the email. And this one was actually really good because.

[00:21:57] He made a connection to me, he talked a little bit about his product and then boom, the third bullet was we did this, this, this, and this, and we can do it for you. What's a good time for you to work, to, to talk. I actually might call them and I've never done that because he nailed it. He nailed it. And the interesting thing there is you get so many that are not done right.

[00:22:23] That when you win, especially like somebody in sales, right. When you get one that is good. You're like, just out of respect here. That was good. I might, I might actually give you some of my time because you stand out. Right. And so there there's opportunity to be different and stand out with these, with these types of frameworks, um, And not be like everybody else in the inbox that does get deleted or every other call that people are receiving or every other LinkedIn DM that's, you know, four paragraphs long with a, with a calendar link of a product that you're not even responsible for.

[00:22:57] Right. Exactly. Exactly. And I I'm, I'm going to call them, I'm going to call them. I'll let you know how, let me go. I'm curious. What, what do they solve? What, what, what, what peaks your interest? Actually, it's a marketing slash brand building organization. So I'll give you the example. He, I posted something on LinkedIn.

[00:23:14] I don't know yesterday. And he said, I really liked what you posted. It was an article I wrote called say this, not that it's about how sometimes women in particular, but men as well will self-sabotage themselves at work by how they say things and what they say. So it was just a quick little say to say that he said, I really liked it.

[00:23:31] I bet your clients love it. I'm impressed with your business. And I really think that you could scale it and he's right. And I'm looking to scale it. And then he gave me these examples and testimonials and I clicked, I clicked all the way through and I never do that. I never do that. So it was a marketing company that who knows.

[00:23:49] Yeah. And another thing too, is it's short and sweet to the point, right? Busy people. Don't ha if it looks like it's going to take too much time to read your message. Forget it it's in the trash and the trash and the spam box. You've ruined your credibility. No trust your report is gone. Good luck. Right.

[00:24:08] When I first started my sales consulting firm, I had a little email template response when people used to solicit me. And it said, thank you so much for your note. Um, unfortunately I'm not really in the, you know, in the market for what you're selling, but I'd be happy to work with you on your sales approach.

[00:24:23] And perhaps you can, you know, find some increased closure, blah, blah, blah, blah, blah. So I would send it back and then it was funny, like a handful of people would keep responding to it. And I said, they're not even, they're not even reading this. They would say, well, what can we talk? And, um, they, they just weren't even responding to it.

[00:24:39] So it was just mass prospecting, mass email prospecting. And I used to get a chuckle out of it, but then I got just a little too busy to do that anymore, but it was fun. It was fun while I did it. Yeah. Yeah. I, you know, the thing I love about that example is so many people get really caught up and hung up on like trying to be over personalized with the email in.

[00:24:58] You know, there's kind of an argument of like, uh, you know, there's some relevance there for you, which is why it piqued your interest, you know? But, but there wasn't like a super need to go into like doing a bunch of research on you and going in deep about the post and giving his thoughts, you know, it was just, it was it called something out that caught your attention and it resonated with you because of the relevance, which has now motivated you to take action.

[00:25:23] It did. And that, that doesn't happen very often. So we'll see how we mix out. Yeah. Now let's see if he can actually drive it home or maybe, maybe need your help. Right, right, right. Yeah. Anyway, it's a win for you. Exactly. Exactly. Yeah. All right. So when is the book coming out? So the book is coming out probably early may.

[00:25:44] I'd like it to come out in time for mother's day and graduation. Um, and right now it's on Amazon. It's I have presale right now on Amazon for the Kindle version, but there's going to be a soft cover and a hard cover. Um, and again, it's going to be called speak up to stand out. It's really just a, it's a handbook for women who want to get and keep a seat at the table, but there's a lot of really great, um, persuasion and branding and just general business communication skills in there, which I think anybody would benefit from.

[00:26:13] Yeah. Yeah. And you said it's good for men too, even just to kind of there's things they can learn in there and also kind of get that perspective as well, right? Yeah, absolutely. It's it's really just, it's how to be more persuasive and how to, how to communicate more persuasively. That's really, that's really at the end of the day, what it's all about.

[00:26:31] All right. And is there going to be an audio book because I'm an audio book guy, you know, it's interesting. I think there is audio book people these days, just because convenience, like, you know, for me, I like to listen to audio books and, uh, it's hard for me to find time to like sit down and read. There's still a lot of people that just.

[00:26:51] They have to have a physical book, then there's your, your, your, your camp of Kindle people, right. With a digital book. But I think there's more and more people like myself that, uh, that are, and I think that the traditional book, people judge us audio book people. I do. So do you prefer when, when the author is speaking or do you not care really?

[00:27:14] Absolutely. It feels weird when somebody else, and it feels you feel a little bit more connected to the author when you're sharing them, read the book. You're like, you know, I think the difference is if it's non author, then you're like, okay, that was a good book. Uh, like the book learned a lot, but if the authors reading it.

[00:27:33] Then you liked the author. Exactly. Connection to the author rather than just the book. I think that's the difference. No, one's going to be as passionate about what I'm writing about as I am, so I probably need to do it anyway, but yes, audio book is coming. Talk me, kick in the pants that you need to give it a go.

[00:27:49] Great, Nancy, thank you so much for coming on today. Really appreciate it. Enjoyed the conversation. Any final thoughts? You know, we're going to drop the link for the presale book in the show notes for everybody who's interested in that. Anything else you want to share them? Where else can they find more about you and follow you?

[00:28:06] So they can hit me up on LinkedIn, Nancy Medoff, M D D O F as in Frank, F as in Frank. Um, I have a company called Athena wise. It's all one word, Athena, the goddess of wisdom and wise, all of them Um, and honestly hit me up on LinkedIn. Anybody that needs help with a sale, a salary negotiation, personal branding, anything.

[00:28:26] I am happy just to help people. I really am. I'm happy to set up a quick call. Absolutely. See how I can help. I actually had a client that called me last night because she was working on a negotiation with one of her clients. I love it. I love what I do and I'm, and I'm happy to do it as much as possible.

[00:28:42] Awesome. Fantastic. We will drop your LinkedIn profile. The pre-order link for the book in the show notes. If you enjoyed today's episode, please write us a review, share it with your friends and as always we're listening for your feedback. Thank you for tuning in to this episode of sales hustle. Are you a sales professional?

[00:29:00] Looking to take your sales career to the next level. If the answer is yes, then I want you to go over to sales,, 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.