Be Yourself, Close More: Why Authentic Sellers Win Deals | Kay Koch - 2053

Trying to sound like the perfect salesperson can actually make it harder to close deals. When sellers copy someone else's style, follow scripts too closely, or hide their personalities behind a professional mask, they lose the qualities that make them stand out. Kay Koch, Founding Account Executive and GTM Lead at Producerflow https://www.linkedin.com/safety/go/?url=producerflow.com&urlhash=_3nV&mt=0_uCuBNtfuEvVHLqmCiQxoHc6BLQDmWc-9fDci4mYuhLVYkOO-Rkt6GnJKfnXOMcqfSR4pV8bFe2l17rN8nb-45um7Aj25T5l-4ld_PE__-xGbvnMz3kjvmaHIikaUE55cWYmLpLAgpMSwwnA0hHkCLNY_vxm2SoMvFbhC2mwg&isSdui=true&lipi=urn%3Ali%3Apage%3Ad_flagship3_company_overview%3Bpc237EJjQBOqxRTzg7AtWw%3D%3D, has worked in sales throughout her career, from selling industrial surge protection devices to working in SaaS. Over time, Kay learned that understanding herself and bringing her natural strengths into sales conversations helped her become better at her job. In this episode, Kay shares three principles for selling authentically. The conversation also explores how sales leaders can build teams where people have the confidence to be themselves. Understand Who You Are Before Trying to Improve Your Sales Style Many sellers spend time studying successful salespeople and copying their habits. But trying to become someone else can make you lose the qualities that set you apart. Kay recommends taking time to understand your personality, strengths, weaknesses, and the things you want to improve. One exercise is to carry out a personal SWOT analysis. You can also create a mind map or write down the qualities you like about yourself and the areas where you want to grow. Another practical exercise is to ask five people close to you for five adjectives they would use to describe you. Their answers can reveal things about yourself that you may not have noticed. Self-awareness also needs to grow as your career changes. The qualities and habits that worked for you in your twenties may not serve you in your thirties. Understanding yourself helps you adjust without losing your identity. Turn Your Personality Into a Professional Strength Your personality can be one of your strongest sales advantages. If you are naturally funny, empathetic, or good at reading people, those qualities can help you build relationships with prospects. Humor helps keep conversations human, while empathy makes it easier to understand what buyers are dealing with. You do not have to remove your personal interests from sales conversations. Talking about family, faith, or a hobby can help prospects see the person behind the salesperson. Kay shares how mentioning her experience playing roller derby has helped create conversations and show another side of her personality. Being professional does not mean acting like a robot. It means knowing how to adapt your natural personality to the situation. A little humor when a demo goes wrong, for example, can make the interaction more human than pretending everything is perfect. Sellers should think about their own value just as they think about their product's value. Buyers are not only choosing a product or service; they are also deciding who they want to work with. Your personality, empathy, and ability to understand their needs can help distinguish you from other sellers. Recognize When You Are Not the Right Person for a Prospect Not every seller will connect with every buyer, and that does not always mean the prospect is difficult or the sales approach is wrong. Sometimes another person on the team has the background, interests, or personality that can create a more natural connection. Kay shares an example of a prospect whose interest in college football could make it easier for another teammate to start a conversation. Pretending to know about a subject just to build rapport can sound forced. Recognizing when a colleague is better suited to make that connection can be better for the opportunity. Sales teams can support this approach through deal trades, shared opportunities, or commission splits. The arrangement will depend on the team, but the bigger lesson is that winning the deal should matter more than insisting on being the person who leads every conversation. Help Your Sales Team Build Confidence and Show Up Authentically Sales leaders cannot expect their teams to be authentic if they do not create room for different personalities and approaches. She believes leaders should demonstrate the behavior they want to see and encourage their sellers to keep learning through books, podcasts, and other resources outside the office. Sellers who have spent years hiding behind a professional persona may need to understand why they felt that mask was necessary in the first place. Building confidence in their own abilities and recognizing why they were hired can help them become more comfortable showing their personalities at work. When sellers stop feeling pressured to follow one exact script or copy a particular style, they can become more confident in their conversations. The goal is not to abandon sales skills or professionalism. It is to let people use their strengths while doing the work. “Allow your team to be authentic. My advice is to allow people to show up authentically and I think you'll get a lot better results if you're letting your team be themselves.” — Kay Koch Resources Kay Koch on LinkedIn https://www.linkedin.com/in/kayleekoch: Connect with Kay and continue the conversation about authentic selling. Personal SWOT Analysis https://www.mindtools.com/amtbj63/swot-analysis/: A self-assessment exercise Kay recommends to help sellers identify their strengths, weaknesses, and areas for growth. Five-Adjective Exercise: Ask five people close to you to describe you using five adjectives. Compare their answers to understand how others see you. Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales https://www.hubspot.com/products/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse https://business.linkedin.com/sales-solutions/cx/20/09/sales-navigator-podcast?src=re-pod&trk=tse&veh=tse&mcid=6897323946090332160. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin https://tsesales.typeform.com/to/UCMfjZbX. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey http://thesalesevangelist.com/survey. https://tsesales.typeform.com/to/lc5yAa8P We’d love for you to join us for our next episodes by tuning in on Apple Podcast https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885, Google Podcast https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC, Stitcher https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald, or Spotify https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA. Audio provided by Free SFX, https://freesfx.co.uk/ Soundstripe https://soundstripe.com/, and Bensound http://www.bensound.com/. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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• 1:53Speaker 00

  Is being authentic really that important in sales? Or should you just fake it till you make it? What exactly is authenticity? And is it just an overrated term that many of us are using these days? You be the judge. On today's episode, my guest, Kay Koch, is going to give us some thoughts and some insights. Check it out.

• 2:19Speaker 00

  Hey, hey, hey, everyone. Welcome to another great episode of the Sales Evangelist Podcast. I'm your host, Donald C. Kelly, the Sales Evangelist. And I'm so excited for another great episode. I'm so excited to be here with you today. And on this episode, I have the one and only Kay Koch, and she's going to be telling us, she is a founding account executive. So she's been through the wringer at Producer Flow. And she's going to tell us about her process of how she was able to develop her own self, her authenticity, and how important this was in helping her, as well as what we can use, how we can use authenticity to sell these days. And I posed a question at the beginning, but I feel very strongly authenticity is important because you gotta be authentic. So often, we can fall to the disillusioned or that we should just fake it till we make it.

• 3:03Speaker 00

  Though there are some places where that could be the case, but you need to not fake being yourself, and that's important. And we're going to lay that out and give you some thoughts on it. If this is your first time listening to the podcast, please subscribe and we'll notify you every time we drop a new piece of content. If you've been here for a minute, you know, that means a lot to us. Thank you. Please continue to share the episode and with others who can benefit from it. As we dive in, you'll hear a little bit more about Kay and why she is so passionate about authenticity. And then also how you can apply it in your efforts and as a sales leader, how you can help your sellers with this. Check it out.

• 3:42Speaker 00

  Kay, welcome to the show.

• 3:43Speaker 01

  Hi, Donald. Thanks for having me.

• 3:45Speaker 00

  I am super excited to have you and to be able to learn from you today, gain many, a lot of great insights from you. I bragged about you a little bit in a teaser, and this topic is one that I feel is necessary now more than ever. But I'd love for you to take a second and just introduce yourself to our community and tell us why you're so passionate about this topic, about showing up authentically.

• 4:05Speaker 01

  Yeah, so I mean, I've been in some variation of sales my entire career. I started out selling like industrial-grade surge protection devices. And then around 2019, switched more into the technical space. So I've been working in SaaS since then. And I think over the years, you know, as I've grown, I've also learned how I needed to show up in this space to feel a good about how I feel in sales, but also to be better at my job. And I think, you know, through all of these different sort of areas I've been in, there's a lot of areas and like pitfalls, I think people can fall into where they're trying to be more like somebody else.

• 4:45Speaker 01

  And then you kind of lose that secret sauce you have as a seller that makes people actually want to buy from you.

• 4:52Speaker 00

  I think, yeah, there's a, well, first off, love that. And I could agree with you 1,000% there. I had a sales trainer tell me early on, Donald, you know, you're born an original, don't die a copy. And I, because I was copying like the way other people were doing stuff and it wasn't really me. Because I'm like, I don't want to show up as unprofessional. And then I find myself doing exactly what someone else was doing and it, it wasn't authentic to me. So there's so much I love about this. This is great. Before we chat, you gave, you know, first started interview, we spoke a week ago or so. And we talked about three things that people have, like many of the problems that salespeople show up not being themselves, kind of like what you're saying. But you gave me three thoughts that I should consider.

• 5:37Speaker 00

  One, understand who you are. Two, make this into a professional version of yourself. And then three, recognize that you're not going to connect with everyone. I would love to tackle each of those if that's cool.

• 5:48Speaker 01

  Yeah, that sounds great. For the first one, like understanding who you are, I feel that, you know, throughout life, we're often getting messages from other people about who we are or how we might need to feel about ourselves in certain spaces. And we don't often take the time to really sit down and think about like, who am I? What do I like? How do I identify with my own personality? Like, what are those areas? So it may sound a little nerdy, but sometimes I even do kind of like a SWOT analysis in a sense on my life.

• 6:17Speaker 00

  On yourself?

• 6:19Speaker 01

  Yeah, just to see like, you know, am I in alignment with who I think I am? And I think having that level of introspection is at times daunting because you really have to come to terms with like, maybe the areas you're not so happy with about where things are going. But then you also really can notice the areas that you shine. And I think that being able to incorporate those pieces of your personality that you love and that you love showing off, that's how you deepen that into like, how you work professionally with other people as well.

• 6:53Speaker 00

  You know, and I, I feel like the idea of that SWOT analysis, like knowing yourself and who you are. I initially, when you first say it, it sounds funny to say you're doing a SWOT on yourself because it's so not common, but oftentimes there's those uncommon things that we should be doing, right? I don't know if I'm making sense, like, it's kind of obvious that you should do this, but why are most of us not doing it? You know what I mean? Or I assume that I know myself and I don't really, really understand my true authenticity. I don't know if I'm making sense on that, Kay.

• 7:26Speaker 01

  No, I get it. And I think so, I also, I studied psychology in college. So I think I'm a little bit maybe more introspective than some people, just because it's a passion that I have.

• 7:36Speaker 00

  Yeah.

• 7:37Speaker 01

  But I think it is important, especially just as you grow throughout your career. Like some of the pieces that maybe you were holding on to from your twenties are not going to be what works for you in your thirties. And like, you need to be able to adjust and pivot in life in the same way that you would in a job. And I, I think that it's just important, or maybe not a SWOT analysis. There's also ways to do like, kind of like mind webs, where you kind of like start with a general theme and then branch off. So if you're not as, I'm pretty type A, so I like having the quadrants and kind of seeing how it all aligns together. But even just kind of writing down a list of like, here's all my favorite qualities about myself. Here's the things that, you know, I'd like to maybe improve on or grow on.

• 8:18Speaker 01

  Or another activity that you can do is reach out to like five people who you're really close to and ask them to give you five adjectives that they would use to describe you. And sometimes that can be very enlightening because oftentimes you may not realize exactly how you're showing up to other people. And usually their response you'll get from that usually makes you feel pretty good. So if you're ever like trying to sit with that, like who am I? How do I come across to people? I think that's another good place to start as well.

• 8:48Speaker 00

  Love it. Do you have, like, when I, with the five people, reaching out to them, do I, what do I just say? Is it like a text message? You know, hey dude, what do you say my top five qualities are? Is it stuff like that?

• 9:02Speaker 01

  Yeah, I'd be more like, hey, I know this is going to sound really random, but could you just give me five adjectives you would use to describe me if you were talking to somebody else?

• 9:10Speaker 00

  Got you.

• 9:10Speaker 01

  And like, how does your best friend describe you versus like your parent? And I think it's interesting to see the crossover even between those things and those people that you interact with.

• 9:21Speaker 00

  Oh man, so good. How does this part help me though to say I get, I understand this, I get a chance to understand myself better, who I am? How does that really help me when it comes to closing more business? Seems like it's so selfish.

• 9:35Speaker 01

  So the way that I take it is, okay, now I have a good understanding of like how I show up day to day. Like just who I am in my lay life, right? And I think oftentimes in professional settings, we feel like we have to put on almost this persona that is inauthentic to who we are in our real life. Not to say you don't need to be able to read a room and know how to show up a little differently in a professional setting. But I think that if you become more comfortable with who you are at your core, you can find ways to implement those pieces into your professional life. So like, I'm pretty self-deprecating. I like to crack a joke.

• 10:14Speaker 01

  And so, you know, it's a way to help humanize me to the person that I'm speaking to on the other end of a deal. Or like, I'm a very empathetic person. And so I use that in my sales process to help people feel comfortable engaging with me and, and truly hearing what they're sharing with me versus just trying to pitch something on to them. And so I think there's ways that you can take those foundational aspects of your personality and then turn that into a superpower that you use in your deal process to distinguish yourself. Like as sellers, we often think about what are our value props and differentiators for our products. But as sellers, we also need to think, what are the value props and differentiators of working with me? Right?

• 10:58Speaker 00

  And yeah.

• 10:59Speaker 01

  And setting it up that way.

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• 12:08Speaker 00

  This brings me on to the next point, though, that we had talked about. Make this into a professional version of yourself. So, once I figure out that, making that, that I'm, you know, maybe I'm authentic, I'm humorous, I'm humorous, I'm self-deprecating, like, making that a professional version of myself. How can I do that if you're teaching me as a sales rep?

• 12:30Speaker 01

  So, the way that I've helped and like coached, like newer sellers that I've worked with in the past is to help them identify, like, okay, how do you like to be around your friends on the weekend? Cool, we can't always have that in the office, but how can we now make that a strong suit for you here? So, if you're really good at reading a room when you're out at a party, how can you now use that internally at your job to notice who does everybody turn to before they answer a question? Or how can you identify that internally at your organization to help you with internal networking, that sort of thing, helping you advance your professional goals in that way?

• 13:13Speaker 01

  How you can utilize those similar skillsets when you're out at networking events, or that sort of thing, to become more personable and relatable to the people you're speaking with? So, I think a lot of it is maybe toning it down a little bit from how you would be around, like with your friends or things like that, but being able to still feel comfortable with it in a professional setting, I guess, is the way I'd phrase it.

• 13:36Speaker 01

  Yeah.

• 13:36Speaker 00

  I love it. One part you talked about before was if you use humor, you can still use that in your professional sense as a sales professional. Sales professional, give me an example, maybe we can use some of those type of qualities in a sales scenario.

• 13:52Speaker 01

  Yeah, so, you know, if I'm in a demo, and you know, sometimes, heaven forbid, the demo was updated and I didn't realize, you know, I all kind of like, oh, there it goes, like, you know, and just kind of like play, like, keeping it friendly, lively, loose, even in those situations where you're kind of like, oh, you know, demo environment's getting updated, sorry, my bad, or just keeping it human, I guess, instead of feeling like you need to be so polished and professional all the time, because that can honestly be a deterrent when it feels like somebody's talking to a robot. Or, you know, if you have a family, like connecting on that with your prospects, talking about, you know, being at the soccer game this weekend with your kids and that sort

• 14:36Speaker 01

  of thing, to help build some rapport in the beginning of the call and help humanize you in that process.

• 14:41Speaker 00

  Yeah, I've seen that to work in many instances. There was a family, a couple that I was speaking with last week for, it's an opportunity, and they were sharing how their faith, and we were able to connect on that. Previously, I would have feel like, I can't talk about politics, I can't talk about my faith, so I'm not even gonna do that, I'm just a stone cold sales professional, but it was more than rapport building, it was relatability, I don't know if that makes sense, like, yeah, and, like, I wish I can go back and play the recording. It was a, almost like a physical transformation in body language between them and me after that happened, because it was like, dude, you're not a salesperson?

• 15:26Speaker 00

  It's like, I am a salesperson, but it was like, oh my, you're also this guy that goes to church? And it was like, same thing for them, it was like, wait, you're not just these business couple? It was like, wait, you're church going as well? But the way that we had that authentic connection, it was just like, I don't know, everything changed on that call, like, the way we interacted, and I felt like, over the years, having that acceptance of who I am in my faith, using that in my professional style, like, I'm bashing my religion over the head with my prospect, but when those, like you said, those opportunities come up, not feeling that I have to be not to say it, and then

• 16:06Speaker 00

  also, because of my faith, it also allows me not to be promised things that I can't deliver on as well. So, those dynamics, but it was just really funny yesterday, last week on that call, how it physically changed, and it just goes right in line with what you're saying.

• 16:23Speaker 01

  Yeah, or like, you know, I played roller derby in the past, and so sometimes that'll come up on call, and then that sort of like gets people interested, like, whoa, why would you do that? But then it also helps them see, like, hey, I'm a risk taker, like, I'm willing to, like, clearly I can handle tough situations, and I can, you know, take this to bat for you. But to your point too, I think, once you find those levels of connection with whoever it is you're speaking with, but especially in the sales process, you can physically see their body language shift and alter, and, and the micro expressions in their faces change a little bit, and you just can feel that they feel a lot more comfortable to actually open up and tell you what's going on. And that's kind of a joke I'll use sometimes in my calls, because of my psych background,

• 17:07Speaker 01

  I'll often joke and say I'm a business therapist. And so, I really want to hear what's going on for them in their business, and what their challenges are and their struggles, and how that impacts them individually day to day, and then how now we can construct that into a business case to their leadership about, like, here's why this is actually a solution that will not only make, you know, selfishly, my work easier, but align with an overarching objective goal that the company has, and being able to set it up that way. So, being able to connect with them on that person level, I probably wouldn't have gotten that level of intel or insight that I needed to truly create the business case that was necessary to take to their leadership to make this an actual budgeted project.

• 17:51Speaker 00

  Yeah, I love it. The third part that this lines up with, and I was making a little note about this, and I think those goals connected together, was recognizing that you're not going to connect with everyone, because now I'm going back into thinking of that, like, you know, and you shared an example with me, maybe you could lead with this, where maybe I'm like, I'm calling this lead, and I've talked to them, and I haven't been able to make a connection. Do I have the emotional capability and awareness to say, all right, maybe it's not the lead is bad, maybe Donald is just can't connect with this person, and somebody else on my team could connect? You remember saying that, or something to that nature?

• 18:28Speaker 01

  Yeah, so there's definitely been times in my career, and I've been fortunate to work on some amazing sales teams where I can really rely on the people that I work with, even though sales is, you know, we're all individual contributors, I think when you have a sales team that can support you, that just really sets everybody up for success. So, there have been times where maybe I just could tell I wasn't the right fit to talk with that person, maybe the intel that I'd gathered, looking at their LinkedIn or whatever, I could just tell, like, hey, like, I think the way in is to talk to them about their college football team just winning some big game. I can't talk to people about sports. One of my, you know, one of the other people on my team who's also a big fan of that sports

• 19:11Speaker 01

  team could definitely find a way to make that conversation sound natural and have a lead into starting that conversation. So, I think there is a time to recognize, like, showing up fake, like, if I were to pretend that I knew anything about college football, it would just sound like I was reading something off of a Google AI summary, you know? So, I think it is important to recognize the message that you're trying to share, and if it's truly your message to be sharing, or if somebody else could help you accomplish that.

• 19:43Speaker 00

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• 20:48Speaker 00

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• 21:46Speaker 00

  If I'm a sales leader, though, and I'm doing this to my team, helping my team, like, how can I educate my team on that, though? Because I'm like, "Bro, that's my money, man. I had the commission coming from this potential deal." How can I teach this concept to my sellers and help them to understand, one, showing up authentically, being themselves? And then, two, if the client isn't a fit, how do you go about having the foresight to say, "I need to help somebody else help me with this?"

• 22:16Speaker 01

  Yeah, I mean, I think we should always be encouraging our members of our sales teams to be educating themselves outside of the office on topics. And so maybe suggesting potential podcasts for them to be listening to, books to read, or whatever they like to get that kind of information. I think that's always helpful. I think as a sales leader, exhibiting that as a leader is actually probably one of the best ways to teach your team how to do it, because they're looking to you for inspiration on how to exist within the ecosystem at your company. And then in terms of the deals, you know, that one can get a little tricky. I've definitely had opportunities in the past where I just maybe shouldn't have been the one leading that one.

• 22:59Speaker 01

  And I was able to kind of do a trade with a coworker on a similar, like, deal size, that sort of thing. So then it was still like deals we could both be working in that way. Or it could be potential where, you know, maybe part of the commission that you're earning, depending on how involved you need them to be in that deal, a split in some way. I think that'd be, you know, open to the interpretation of how the sales team wants to handle that. But sometimes it's just like talking with your colleague, like, "Hey, can you do me a favor and like, help me out with this?" Or like, "How should I say this?" And then you owe them one down the road.

• 23:34Speaker 00

  Yeah. Do you find getting your... When you taught this to new sellers, how long did it take for them to really grasp, like, the idea that "I need to know myself and what that really means"?

• 23:46Speaker 01

  Yeah, I think it depends on the person. Some people are going to gravitate to that, I think, a lot more naturally than others. So it can be a challenging exercise for some people to really sit with that if they've never done it before. But I have seen like, once that lightbulb moment does go off, it's like, "Oh, okay, cool, I can do this." And I think they come out of it feeling a lot more confident in themselves going forward, because now they're not feeling like they have to follow some exact script or exactly the templates that are there. They feel like able and empowered to show up differently in their conversations.

• 24:28Speaker 00

  What is your advice to someone who is feeling like, "I have a hard time trying to show up authentically these days. For my whole life, I've been doing, putting on the character role of, you know, the salesperson. But they are trying to make this transformation. What would you tell them?"

• 24:48Speaker 01

  That's a good question. I feel like first I'd ask them why they felt like they needed to wear the, like, the persona or the character for as long as they have. And then start kind of from there, like, what is it about themselves they feel like can't be utilized? Like, why do they need to wear this almost like mask, in a sense, to like, to show up in their role? And then, you know, take it from there of just helping build up their confidence. Like, you were hired for a reason. You were asked to be on that team for a reason. And the people who brought you on saw something in you to be a part of that team, and that's what they want. They want you and what they've seen from you.

• 25:30Speaker 01

  So I think it's often just helping them, like, just be confident. Like, you were hired for a reason. The team wants you there. Your leadership wanted you there. That's why you were hired. And so I think it's developing that confidence in themselves first, before then taking that step to start really showing up authentically.

• 25:49Speaker 00

  Love it. If there's one major piece of advice you would leave with sales reps and sales leaders, listen to this about showing up authentically. What's that one major advice, Kay?

• 25:58Speaker 01

  Allow your team to be authentic. I think that's, that would be my advice, is allow people to show up authentically. And I think you'll get a lot better results if you're letting your team be themselves.

• 26:11Speaker 00

  Just be you. Okay, if folks want to get in touch with you, what's the best way for them to go about doing so?

• 26:16Speaker 01

  I'm pretty active on LinkedIn, so you can find me there. Yeah, I'm happy to chat with anybody about, I love sales conversations. And so, yeah, find me on LinkedIn.

• 26:28Speaker 00

  Okay, thank you so much for taking the time to come on the show today. Truly appreciate you and excited for practicing some of these principles, be more authentic.

• 26:36Speaker 01

  Yeah, thank you so much. I really appreciated our time and had a great conversation with you today.

• 26:46Speaker 00

  Oh, my goodness. Some authenticity up in here. Listen, I want to thank Kay for coming on our podcast. If you haven't done so already, find her on LinkedIn, connect with her, tell her you heard her here on the Sales Evangelist Podcast. I know she'd be greatly appreciated, and we will appreciate that as well. One thing I want you to do as well is to take this episode and share it with one other person on your team or someone else who could benefit from it, because that goes a long way when others are applying these principles and you are seeing it. Not only you're learning it and benefiting from it, but you're hoping others with it. So please share that and tell the world about it. If you haven't done so, go to thesalesevangelist.com, get on our mailing list, and we'll notify you every time we drop new pieces of content, so you can improve your sales game. Listen, I want you to thrive, I want you to succeed.

• 27:29Speaker 00

  But most importantly, I want you to raise your level of thinking. I want you to connect with my good friend Kay. And I want you to go out, be authentic, and do big things.

• 27:43Speaker 00

  The Sales Evangelist Podcast is created by the Sales Evangelist Sales Training Organization. It is produced by TSC Studios. Our podcast production manager is Nancy Paul. Our audio engineer is Jershun Obayal. Our video engineer is Dusan Kunado. Guest management is done by Jill Vito and Kristy Virtus. Our content writer is Carlisa Galberith. Our graphic designer is Yurvish Savalia. And I'm your host and executive producer, Donald C. Kelly.

• 28:17Speaker 00

  Sales Podcast Network.