Sales Hustle is now Sales Transformation
April 21, 2021

Episode #87 S1-EP87 The Adventure & Prospects in Running Full Cycle Sales with Alexine Mudawar

Alexine Mudawar joins Collin Mitchell in this episode of the Sales Hustle podcast. Let’s hear from Alexine as she gives the rundown on the adventures she’s experienced in her sales journey of pursuing prospects and surpassing quotas.

Alexine Mudawar is an experienced B2B SaaS Sales representative and is currently the Major Account Executive representing Displayr, an all-in-one statistical analysis and reporting tool designed to analyze, visualize and develop interactive reports from survey data. Being a multi-talented sales representative, she’s very reliable for her expertise in Outbound Selling, Triple Threat Prospecting, Pipeline Generation, Social Selling, New Territory Development, Sales Business Planning, Networking, Sales Coaching and Mentoring, and SDR Leadership.

Alexine started her sales career as a kid selling door-to-door in their neighborhood and a lot may have changed since then but her strategy remained the same, canvas a territory, develop an ideal customer profile, knock on doors, understand my buyer, develop relationships, and close business. Fast forward to today with over 8+ years of SaaS sales experience, she’s received numerous recognitions such LinkedIn Top 100 Sales Star, Chicago Inno’s 50 on Fire Award, President’s Club Winner and hailed numerous times for being her company’s Quarterly High Achiever for her consistent track record of surpassing quota. 

Apart from her affinity for sales, Alexine is an Adjunct Professor teaching sales courses for Aspireship, Victory Lap, and Re:Work Training. She’s also a very outspoken advocate of diversity and inclusion in the workplace, founding two women-focused Employee Resource Groups. She is also the Co-Host of Women In Sales Club on Clubhouse.

Find out more and reach out to Alexine Mudawar through the following links:

Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!

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 and set a time with Collin and co-founder Chris.

Please make sure to rate and review the show on Apple.

Looking to start your own Podcats? Book a FREE strategy call. 🚀


Episode 87 - Alexine Mudawar

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'm excited for today's guest as always. I've got Alex  she's in B2B SAS sales. She also was recognized as the top hundred LinkedIn sales stars and recognized as the Chicago 50 fire and co-founder of women in sales club.

[00:00:54] Welcome to the show. Thank you. Thanks for having me on call and I'm excited to be here. Yeah. Yeah. Awesome. We're going to have fun. We're going to talk about one of my favorite topics. Prospecting. And we're also going to talk about time management and planning, which is I think, essential and so important for everybody in sales.

[00:01:10] So I'm excited to kind of dive into that as well. But before we get started, just give everybody the cliff notes version of your sales story. Yeah. So I have been in tech sales for just over eight years now. I don't know if I changed my profile yet. Cause it was seven, but now I'd say, um, and yeah, I've been working predominantly for high growth startups.

[00:01:32] Uh, and it's been a total adventure. It's been really fun, but I've spent the bulk of my career really doing. Full cycle sales. So running the gamut of scheduling my own meetings through closing those and even some of the management at the end. So, um, so it's been really fun. It's been an adventure and I love prospecting.

[00:01:47] So I think you and I will geek out on that. Yeah. Yeah. Um, so tell me, you, you mainly worked in full cycle sales. What, you know, there's, there's some people that, that love that. And then there's others that love sort of the, you know, breaking, breaking the tasks up more of like the SDR BDR, and then the AAE.

[00:02:09] Do you have a preference? And what do you think the benefits are of just like running full cycle sales and things like that? Yeah. So I'll preface this by saying I'm definitely biased. So when I started out my first tech sales role, I wasn't full cycle sales. So like that SDR BDR model, like hadn't really grown legs yet.

[00:02:27] It wasn't really there yet. So, um, there was no choice. You kind of started out as an a E booking your own meetings. So I had like, basically a full SDR meeting, booking quota alongside our revenue quota. And I'm actually super grateful for that. Like, it did get crazy at times there were days I was doing 175 cold calls and like, did I have fun on those days?

[00:02:46] Not necessarily, but at the same time, I think I learned so much about the fundamentals and like I ran my own demos. So I was learning how to conduct demos as well. So you really got that full, that full experience of everything. And then even some of that account management afterwards of like learning how to actually take care and upsell accounts too.

[00:03:03] So for me, I really liked the full cycle sales. Um, model. I think that there are certain businesses that the SDR BDR function works really well. So I would remit be remiss not to call that out. Um, I think for me, I'm always going to be a full cycle sales rep, but I mean, it doesn't really matter if there's one SDR or a hundred, like I'm always gonna feel like I need to own my own number.

[00:03:27] And then. You know, whatever meetings I get on top of that, that's fantastic. And I add that to my funnel, but for me, I'm a little bit of a control freak. So it's very difficult for me to put my potential earnings in the hands of anybody other than myself. All right. We're going to get along better than I thought, because I'm the same way.

[00:03:45] Um, I'm a bit of a control freak as well. And I like to, I like to book my own meetings and like, you know, I mean, even if you get to the, it, you know, w where it does make sense with the SDR BDR in, in the AA and kind of separating some of those tasks and responsibilities, you know, as an AE, like you still got to book meetings, you're never going to get enough meetings, but, um, It's kinda, I always kind of joke, like, you know, you see those ads or gurus or people, yo spamming, whatever, talking about, you know, never make a cold call again.

[00:04:16] And I'm like, why would you want to do that? Like, I actually enjoy making cold calls and have fun with it. Not everybody does and that's okay. Um, but I know it's something that you're pretty passionate about as well. So what are some of the things that you learned early on? What are some things that like people just getting into sales or maybe struggling with that part of that as top funnel activities?

[00:04:35] Like what sort of advice do you have for them? Yeah. So yeah, we are going to get along well, because I also like cold calling. Like there's something just really fun about it and yeah, like not everybody's even friendly when you cold call, obviously, but at the same time, like those really fun, awesome meetings and uncovering new opportunities is like, were really gets me energized.

[00:04:54] So I think, you know, from my experience, like when I started out, I didn't know anything about technology. Like I was coming from retail because I assumed I was going to go into retail buying and then I. Ended up liking sales when it right into tech sales. And I had no idea what any of this was. So like cold calling a platform, what a demo was like, all of it was completely foreign to me.

[00:05:14] So I think, you know, that's good to, you know, for anybody that's out there, that's like, I don't know about tech sales. Like I'm not tech savvy. I wasn't either. And some may say I still am not today. So, um, but I think it's an incredible career. So as far as like actually learning some of those fundamentals of prospecting and getting acclimated.

[00:05:33] I don't think there is any other way. Like it's, it's like that phrase, the only way out is through like you. So for me, I, you know, I, we had all these, we had very limited training when I was first getting into sales and it was basically, you just started hitting the phone. So then I would like look around and some people were making calls.

[00:05:49] Other people were kind of like waiting and researching. And I was like, I'm just going to start making calls. And after I make several hundred, like at some point I'm going to know what I'm talking about. And so that's very much my style. And even when I start. New positions like, um, the company displayer I'm with that was the first thing I started doing was cold calling.

[00:06:06] Like I learned on the go and I just figure out my talk track as I'm talking to people. I know for some people that's not what works well for them, but for me, that's the easiest way is just to jump right in and start learning as I'm talking to people, because there's not like you can study as much collateral and all these like learning modules, things like that.

[00:06:23] But until you actually start talking to some prospects, you're not going to really get a feel for like what those objections actually sound like. And. What clients are actually saying. So, um, so that's, my advice is like, just start doing, and then you can iterate from there, or you can figure out what you gravitate towards.

[00:06:39] Like, I ha I know people in my network who are very heavy on social, I would put myself in like the phone, social category and email is actually my least favorite method of communicating. So, you know, we're all different in that way. And I think you'll find that out as you start to test, but there's no way to collect that data until you start.

[00:06:57] Trying things out. Yeah. Yeah. No. Wow. Uh, I'm the same, I'm on phone, social emails. Like, yeah, I do it, but it's not my favorite. Um, and so there, there's so many things there. I love that you talked about like, just, just jump in, get started, like. I think the biggest thing, I think, you know, people need to realize, like you're going to suck at it at first and that's totally okay.

[00:07:22] And you learn, right? So just like, like listen to your recordings, review your calls. Just like, I'm not a big sports guy, but just like, you know, they review the game, the game, the game tape. You know, where could they have done better? That's the same. If you view this as is that level of commitment, like review your calls, look for opportunities to improve.

[00:07:42] Oh, I could have said that. Could've worked on my tone a little bit there. Um, there there's so many pieces. I love testing new scripts too. Like I don't like just. You know, Hey, this is there's, everybody's looking for that silver bullet or like the golden script. And it doesn't exist. Like, conversations are just way too dynamic to like, know that when they say this, you say that this is going to work.

[00:08:03] And it's just not the case. Like you learn over time as building that muscle when to say certain things or when to use certain tones based on how you gotta be able to use certain tones and read certain tones as well. Yeah. And it's a great call out. Like the silver bullet thing is one of those that always rubs me the wrong way to cause.

[00:08:22] And if people don't do an intentionally, but I get a lot of messages like that who are like, Oh, I listened to whatever podcasts, like I heard, you're like a cold calling Maven, like what's, what's the silver bullet. Like, well, it's work works. I'm like, I'm sorry to say that. You're going to have to do a lot of cold calls.

[00:08:36] And like, there is no. Silver bullet, like the talk track changes. You have to be adaptable who you're talking to and the same talk track that works really well on 50 people. Isn't going to work on the 51st necessarily like you, you have to iterate and that's part of this process. So I think rather than looking for these like easy answers and silver bullets, like for me, There isn't one.

[00:08:54] It's just like, if I put in the work, if I'm doing, if I'm continuing to learn, if I'm continuing to take coaching and also be able to listen back to some of my calls and figure out what I'm doing and improving upon that, like that's, I guess the silver bullet, but it's not the one that people are looking for.

[00:09:10] Yeah. Yeah. If they ask you for the silver bullet, you question, if they've even listened to the podcast, right. I'm like, I don't know where in there you would have heard me when I said I was doing like a cold call blocks twice a week, like where the silver bullet was, but yeah, it is interesting. It comes up a lot.

[00:09:26] Do you know Jason Bay? Yeah. Jason's alpha. Jason was one of the first, one of the, not one of the, maybe one of the earliest podcasts I did actually. Yeah, I really liked Jason. Um, and he put a post out today talking about, you know, people basically psyching themselves out. And if you kind of like view cold calling or prospecting, if you just kind of like switches, like what's the worst case scenario, which is like, they can say no, or hang up on you.

[00:09:52] And that's like, not that bad, you know? So I, I'm a big believer that, you know, it's. What you say is probably way less important than not probably what you say is way less important than how you say it. Um, but also I'm a big believer that like it's more your mindset and your mental toughness that you have going into cold calling.

[00:10:16] That's going to really set you up for success, like more than anything else, because people can sense if you're confident. Or you're not, or if you know what you're talking about or you're not, or you don't, or you're really heavily relying on a script or not, people can sense those types of things. Yeah. A hundred percent.

[00:10:35] And I think like, to your, your earlier question about like, what would I want to know earlier on, I think too, like that it wasn't personal. Like, I think when you're first starting out in sales, everything feels like a personal attack on you. Like someone says no, and they're like, you're like they said no to me, like they're turning me down.

[00:10:51] And in reality, like they might just be turning down that conversation that moment, like I used to have, you know, bad calls all the time. And then I call the same person two weeks later and ended up booking a demo with them. Like people are indifferent. Moods at different times. So it's never personal.

[00:11:05] It's just, you know, they're saying no in that moment doesn't mean no forever. Um, but that's one piece I wish I would've learned a lot sooner than I did too. Yeah. Yeah. And, and, and, you know, the thing you will know is. You can actually kind of shift your mindset on that a bit too. Um, because there's two different types of nose, right?

[00:11:24] There's like, no, with like a good reason, I have a contract, you know, Hey, we're totally happy. Like never going to change. Or we buy this service from a family member or whatever. Like there's some nos with like a good reason where like, it doesn't matter if you totally nail. The cold call. Like you're not getting the meeting, right.

[00:11:44] And, or there's a no where it's like, no, not interested. Just brushing you off, which is a no, without a good reason, which might just be bad timing. Maybe call back later a little bit more nurturing, maybe some social touches. So there's two different types of nos. And if you view them in not a negative way, you can sort of change your mindset to not like take those.

[00:12:04] So personally, you know, um, I like to view nose is actually. A good thing. Like if somebody has no with like a really seriously good reason, that's great. That's fantastic. That's a win. Like I can now get them off my list because I'm super busy and I have a lot of people to help. And now I know that they're not one of them.

[00:12:22] Yes, I'm so impatient. So I want it my yes or my no, as fast as possible. And then if I get to know that to your point, that's like warranted makes sense. I'm like goodbye. I'm like, great. I'm going on to the next. So that for me is I'm with you. Like that's a huge win. Like the worst is wishy-washy maybe that lasts for over the stretch of a year and you're always, you know, you just don't know.

[00:12:42] And then you don't know. I would much rather just have someone definitively tell me know with a really solid reason and then be able to focus my energy on the rest of my books. So I'm with you there. Mm. Yeah. I actually had somebody on the podcast that wrote a book called gopher. No, I have not read it.

[00:12:58] I'm an audio book guy and, uh, I it's on my list. Um, but it's about just shifting that mindset and like actually going for the no kind of takes your mind off of like really being focused on going for the yes. Right. Which is what everybody wants. And then you're like trying to force that. Yes. Or you get really discouraged when you don't get it.

[00:13:19] So it's really shifts. The mindset. I don't know. Have you heard of that book before? I have, I have not read it yet. Like you, I have a little bit of a cube backlog built up right now, so I have to go through some, but I have heard of it. So I need to, um, I do need to read that one, but I think the interesting mindset shift, because we are so focused and.

[00:13:37] Preconditioned to just go for yes. And like a lot of the earliest sales trainings, we're not like we're really just getting into like more of the consultative, like relationship-based selling in the last, like three to four years. I think we here, before that, like that was really the premise of training.

[00:13:53] It was like, how can you literally steamroll people into saying yes. And that's how a lot of like sales, literature and training was framed around. So that's. Made a lot of a shift in the last few years, but I think, you know, for many of us that was a mind shift, a mindset shift too, that we felt like, Oh, we're gonna need to, um, just get a yes, no matter what they say.

[00:14:12] And then they say the objection that you come back with your, you know, and then you turn it. And then what we found out was some of those people would end up saying yes, and then they would cancel those meetings later because we just completely bulldoze them. And weren't really listening to anything they said.

[00:14:25] Yeah. Manipulating somebody into getting, you know, booking a meeting. That's an opportunity that has no legs is just a waste of your time. Yeah. And it's tough because people have these activity quotas that they got to hit. Right. So it's like, I just got to get the meetings, got to get the means. Got the, and so they're only focused on this meeting and it's like, you're fucked focusing on the wrong thing.

[00:14:49] Yeah. The goal is talk to some people and have some conversations to see if maybe possibly it makes sense to have another conversation. And if you focus on that, then it's easy to it's it's a lot easier to not get discouraged when you don't get those meetings. Yeah. A hundred percent. All right. So yeah.

[00:15:13] Uh, we talked about prospect and a lot are, um, I want to shift gears a little bit here. Something you said before we hit record was like, you're really big on like planning and managing your time, which, you know, I think the best, the most successful people that I know in sales have. Really mastered that piece.

[00:15:30] And it's a really important piece of like blocking those cold calling times, blocking that social selling time blocking, you know, so talk me through like some of the things that you've picked up over time, some things that have really worked well for you. Yeah. So I'll, again, prep. I like to be very real in these conversations because I hate when people are like, I'm perfect now.

[00:15:49] And I was perfect then too. Like it's I don't like it. So I was super disorganized. Like when I, at least my first few years in sales and like, I would sell really well, but I always think back now and I'm like, how would I, how much more would I have sold? Had I been more organized? So mine was kind of like my need to become more organized was.

[00:16:10] Really in response to acknowledging that there was a huge skill gap there. So, so that in the last few years took huge priority for me. And it was very hard to like restructure. I work out of tasks in Salesforce, so I'm like very meticulous on any given account. You'll see like five open tasks, five different contacts.

[00:16:28] You can see all my activity logs in there. So I'm like very. Um, data and nerdy, like log everything. Um, I do, we do as a team, free sales manager, leaders, like dream. Um, I know people say that and then I'm like, Oh, there's no. Cause then I also like, will think of like big ideas and then I want to like help them come to fruition.

[00:16:51] So it's like 50, 50. Um, but I like to think so sometimes. Yes. Uh, but yeah, so there's that piece of it. That's just like, how do I manage my day to day? And so I work out of like a task list. I also do a color coordinating system within my calendar. So I have like. Um, basically, uh, an image, like a task list.

[00:17:10] That's in my last actual like outlook calendar as well. And then like the, the dark blue is for like, I need to do this today, period. Like no, pushing this back then. There's kind of like a mid blue that's like try to get it done today. And then there's like another, that's like end of the week kind of like get to this when you can very low priority, low urgency.

[00:17:27] So that's kind of like my, between those two, that's like my daily kind of task list. It's between Salesforce and then my outlook calendar. Um, but that's like the main organization method. Um, that's helped me a lot because it's forced me to like, especially the color coding was really helpful. Cause it, you can't avoid it, then you're staring at it all day and like you go to your meetings, you see it again.

[00:17:48] Um, so it just kind of forces me to actually complete the things that are on my check. Yeah. Nothing's slipping through the cracks over there now. Um, I bet you're like myself too in, in, in that you probably have an empty, empty inbox. I do, Oh my God. Zero. And I will like lose them. I mind if I see it's it's notification, like there is no notification on my phone.

[00:18:12] I'm way too controlling for that too. Like, I can't stand seeing any kind of notification anywhere, but the one other thing, like we think about time management and one thing that nobody ever really talks about is like social and like the time that with LinkedIn, for instance, So my new system that I worked out, which isn't that sophisticated is I get a lot of messages like during the day.

[00:18:33] And a lot of them, I want to respond to like some of it's like, I dunno, some of it's irrelevant. Um, but there are some messages from folks, like, especially like women who are getting their start in sales and I really want to get back to them. Um, so I actually started like screenshotting the messages. And then at the end of the night, I go back through my screenshots and then I'll go and respond to all those people.

[00:18:53] Um, so that's my new organizational system for, um, for LinkedIn that's working well right now, I know I used to do this something similar where I'd screenshot the messages on LinkedIn and then just email them to myself because my email inbox, if there's something in there, it's a task. And then once it's done, it's in its folder and it's gone, it's out of my hair and I just wish LinkedIn would make the inbox.

[00:19:17] Easier to manage when we wouldn't have to have these weird hacks of trying to, you know, stay on top of messages in LinkedIn. Yeah. It's like an inbox, like couldn't you just flag them and then we can flag or create a task, like create a task. Yeah, on a LinkedIn message, be fantastic or integrate with a CRM other than Microsoft that nobody uses.

[00:19:38] Why would the, in per se, I know we have some ideas here. This is a separate, uh, we need to do a pitch together for something. Yeah. Yeah. I found that actually, if you have a suggestion or a complaint and you tag them, And get enough people to comment on it, then they sometimes move their ass and get things done.

[00:19:57] Cool. Okay. We'll think of some stuff, but yeah, that, that has been my hack for like inbox. But then I'm also trying the other thing with, with LinkedIn too. Like I'm really trying to be religious about, is like any posting I do is before work starts. So like, I always feel like ADM posts. Cause I'm trying to like do it before I even start my work day that I tried to leave it alone, but it's hard for me.

[00:20:18] And then I'll kind of like hit it at lunch time. I'll like kind of catch up, respond to people's comments a little bit. And then in the evening, like after work, I try to then like go back through and like thoughtfully respond. Like I'm one of those people that also responds to every single. Comment on anything.

[00:20:33] So that takes some time too, but I think that's like a piece of the time management for salespeople that is so infrequently talked about, but then we're also have like a really strong social brand and do all of this work on LinkedIn. So it's, it's pretty important too. Yeah. I actually blocked time for my LinkedIn activity in the morning on my calendar.

[00:20:52] If, if I was using a color coded system, like you, it would be dark blue. Um, now maybe medium blue, maybe, maybe that, you know, light, medium blue. Uh, so I block, you know, half an hour in the morning LinkedIn activity, and then I typically engage and do comments and things like that in the evening. That's a good idea.

[00:21:12] Yeah, I'm trying to like. I'm trying to keep it outside, but it's hard. It's like you want to respond to stuff or, you know, you're looking, you see something that could potentially be like a prospect. Do you want to jump on that quickly? So it is, it's difficult to not want to respond right away. And we're, you know, that instant gratification.

[00:21:27] Yeah. I mean, I find myself spending way less time in the main feed. And just in the sales nav feed, if you're diligent about the people that are like important to you and you want to engage with, and you want to comment, you want to say something thoughtful than just saving them on a list and then going into the homepage of the sales nav feed.

[00:21:45] Boom. It's just going to give you everybody. And this is, they didn't have this before. I used to have a hack for this where I just had everybody that it was important to me. Like whether it was a relationship that I was nurturing, an active deal, a potential partner, um, you know, current client, whatever. Um, I had all of them on a Google sheet and then I would spend like 30 minutes a day just clicking their activity feed, and then like commenting on their most.

[00:22:08] Um, so now it's a lot easier. But there's still so many people, I'm surprised that don't even know that this exists. And it's like, because you're never going to find the people that matter most to you by just scrolling through the main feed. And that's where it's really easy to just like get sucked into where you're like, Oh my gosh, I was only going to spend 10 minutes here and it's like 30 minutes and I'm almost late for my next meeting, you know?

[00:22:32] Um, so yeah. What do you, what do you, what do you do as far as like, do you time block your social or like, do you have dedicated time for doing that? Is it mandatory? Do you skip it? Like, what does that look like for you? As far as social selling for prospecting and engaging with folks? So social selling today.

[00:22:49] I don't necessarily like I psychologically block it, but I'm not like physically putting it on the calendar. Um, I do, I guess I ad hoc do put, like, I'll do like, uh, like a block of like two hours and I'll just do like social stuff for that two hours. So sometimes I do like those ad hoc blocks, the blocks that I keep, like consistently on my calendar or more the call blocks.

[00:23:08] So I'll have like a two and a half hour. We have a two, two and a half hour blitz on Tuesdays and Thursdays as a team. So that's mandatory. Like I don't book meetings within that. Like that's a time that I'm just calling. So like, those are the things that I like actually mandate time for. And then I'll do the same thing.

[00:23:24] Like with emails that kind of do add again, it's not my favorite form of communication. Uh, but I will do, uh, like ad hoc blitzes for those too. Like if we have some, some kind of a new feature that gets released and I think it's actually going to be really valuable. I'll either like go through and maybe I have a list and I look at like certain accounts where they have indicator, like fields that indicated to me that that would be, you know, an account that would want that feature or something along those lines.

[00:23:48] But then I'll do like a two hour blitz where I just kind of do emails and then like the body of it kind of stays the same, but then some, you know, part of it I'm I'm then reconfiguring for folks. Cause I think that's another piece too, like with emailing, that's always rubbed me the wrong way as we talk a lot about.

[00:24:03] Um, like the personalization, but I also think there's this piece of like personalization at scale. Like we cannot expect, you know, SDRs to do a hundred, like quality well-crafted emails every single day. Um, consistently, like at some point, you know, some part of that probably has to be templated. And then like that first line, for instance, you can kind of reconfigure or you could play with, uh, the subject line and make it cater to those people.

[00:24:28] So. I went way off on a tangent, but those are the areas that I blocked religiously social. I actually don't have like actual time blocks on my calendar typically. Mm, okay. Okay. And so, um, anybody who's maybe just getting started are struggling with prospecting or top of funnel. What's like your number one tip for them.

[00:24:53] I mean outside of just getting started is definitely tip number one. I think the more you like research and do all this other stuff, it's just, you kind of get stuck and you don't end up going. So I think that's number one, but, um, I think the other piece of it is. I don't know, it is hard it's it would be like, just get started, I think would be my tip.

[00:25:12] But I think the other piece is like, look around at your organization, start having some conversations. What the mistakes sometimes people make is they'll go automatically to whoever the number one sales person is or whoever. Um, and that may not be like your top demo setting person. You know, it may be, but it may not be.

[00:25:29] So like, look for the people who are consistently performing, like month over month, quarter over quarter, and talk to them that are actually hitting some of those activity metrics and figure out like, what kind of messaging are they doing? Like have a conversation with them. That's that's I think if I was lacking some of that confidence and getting stuck, that's where I would start.

[00:25:47] Awesome. Thank you so much for coming on. I really appreciate it. Do you want to tell folks a little bit about the women in sales club and how they can learn more about that or any other final thoughts? Yeah, absolutely. So, um, I know Gabrielle Blackwell was just a guest on your podcast, I believe just in the last few weeks here.

[00:26:05] So, um, so we co-host, and I guess co-founded the women in sales club together. It was really a passion project that started on the weekends via clubhouse. And it was just going to be like a little conversation we were having, um, in a matter of like two ish months, we've amassed over 3000 members and followers.

[00:26:24] So it grew a lot faster than we were anticipating. Um, so we are going to now be, um, you know, starting to launch some live events, starting to do some other things, but we also meet consistently at 2:00 PM for two hours. Um, at central time on Saturdays, every single week for different conversations, but the big, um, the big piece about this group is we are really focused obviously on women in sales, but we also have a lot of male revenue leaders that are part of these conversations that are continuing to attend.

[00:26:52] Listen, learn, discuss with us, ask clot, thoughtful questions. So I think we're really excited to just kind of create this small community and continue to have these conversations. And I encourage anyone to join. Awesome. And so where can they find out more about it in, is there a link we can drop in the show notes for them?

[00:27:12] Yes. So we just launched a LinkedIn page. We set that up maybe like a week or two ago, so we can absolutely share that out. And then clubhouse, if you're on there, if you just look up the women in sales club, it's the same thing for LinkedIn and clubhouse, but those are the two places now. And so we have a website at some stage.

[00:27:30] Awesome. All right. We'll drop the link for that in the show notes. Anybody who wants to learn more or join the conversation on clubhouse. Alexa, thanks so much for coming on today. Really appreciate it. If you're listening to the podcast and you enjoy today's episode, please subscribe, write us a review and share with your friends.

[00:27:48] We're always listening for your feedback as well. Awesome. Thanks for having me on. Thanks everybody. 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, check us out.

[00:28:09] 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 collum Mitchell. And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.