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Speaker 1: All right, va fam.

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Speaker 2: This has been a very long time coming, but I

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Speaker 2: am excited to introduce y'all to my co host for

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Speaker 2: this day, my guests, little combination of both. I have

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Speaker 2: the brilliant, the gorgeous, the talented, the intelligent, Chantel George. Everybody, Oh,

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Speaker 2: that's so weird, Alex, did you think.

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Speaker 1: That was about awkward?

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Speaker 3: Yeah? It was.

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Speaker 4: It was really building up and I felt like it

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Speaker 4: was coming toward me. But that's fine, that's.

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Speaker 2: Fine, that's fine. Uh, It's in our contract as siblings

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Speaker 2: that I'm not allowed to compliment you. First, I was

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Speaker 2: gonna take I was gonna go, like in the most

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Speaker 2: exquisite natural hair to really like stick the knife in,

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Speaker 2: but I didn't curls as popin. But I have Chantelle George, y'all.

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Speaker 2: She is a founder of Sisters and Sales. And I

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Speaker 2: also have my brother Alex Woodruff, who is a award

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Speaker 2: winning legendary filmmaker but by day is an AI sales

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Speaker 2: director for a company called Fiddler. And I wanted to

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Speaker 2: have you all on the show because this theme has

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Speaker 2: come up a lot for me and I know Chantelle

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Speaker 2: when I met you at Afrotech. It's something that we

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Speaker 2: bonded over was the idea of women of color, people

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Speaker 2: of color in sales as a career path and what

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Speaker 2: that can look like. So separately, Alex, you and I

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Speaker 2: had talked about the dearth of women and especially women

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Speaker 2: of color in sales and how even you, you know,

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Speaker 2: as you're working your way up, you're conscious of that,

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Speaker 2: you're conscious of the lack of diversity. And then Chantale,

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Speaker 2: you founding sisters in sales. I mean that was a

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Speaker 2: direct answer to what you perceived to be like, where

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Speaker 2: are we at? Where are we and this career path

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Speaker 2: that can be really lucrative, like I've seen how great

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Speaker 2: it's been for like my brother, and I want to

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Speaker 2: start by just asking, I guess both of you all

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Speaker 2: start with you, Chantelle, at the time that we're in now,

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Speaker 2: how do you feel like what do you think are

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Speaker 2: the biggest barriers for women of color breaking into sales

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Speaker 2: as a career path? Today?

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Speaker 5: Thank you first of all for having me. I'm super

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Speaker 5: excited to be here, and I'm so happy that we

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Speaker 5: met last year.

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Speaker 1: Oh thanks me too.

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Speaker 5: I love that and I feel like we're gonna have

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Speaker 5: a great conversation today. I think that sorry to have

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Speaker 5: a hot take on this already. But my organization has

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Speaker 5: been around for eight years and it'll be eight years

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Speaker 5: this fall, and so in our ethos our philosophy is

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Speaker 5: that there are are less and less barriers to enter sales.

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Speaker 5: Not to say just because we are around, but I

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Speaker 5: do believe that from an organ from a company standpoint,

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Speaker 5: there have been so many companies that are rolling out

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Speaker 5: the red carpet or really trying to candidates where they're at,

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Speaker 5: showing up and sponsoring our events, showing up at afrotech,

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Speaker 5: showing up, you know, and partnering with with all kinds

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Speaker 5: of conferences at organizations. Sometimes I think that there's a

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Speaker 5: bit of misconception in our community, and we're working really

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Speaker 5: hard to change perception on both sides. So sales is

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Speaker 5: not what you may think it is, and we're saying

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Speaker 5: that to our community and then to our organization. We're

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Speaker 5: saying that there's some really incredible talent that you need

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Speaker 5: to find. But all Black History Months and all Women's Month,

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Speaker 5: we have been putting on events every week with companies.

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Speaker 2: I've been busy. I'm bet getting the email busy. I've

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Speaker 2: been forwarding them too. I'm like go, go yes.

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Speaker 5: So there has been so much appetite to hire women

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Speaker 5: from our network, and so it's sometimes it's just understanding

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Speaker 5: what it means to excel in sales, getting out of

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Speaker 5: your own way, really finding a mentor finding a community.

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Speaker 5: Because the job a hot, you're in a I mean,

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Speaker 5: a lot of the of the media says that the

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Speaker 5: market is in trouble, and I can understand that. You

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Speaker 5: know that does exist somewhere. But I don't know if

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Speaker 5: you feel the same way, Alex, but the need for

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Speaker 5: commercial roles right now feels like an all time high.

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Speaker 5: And that's coming from where we're sitting and the company,

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Speaker 5: the conversations that we're having.

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Speaker 1: So I just think we need to get out there

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Speaker 1: and get that work.

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Speaker 2: Well, thank you for correcting my perception. Yeah, I want

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Speaker 2: to hear more about Alex. What does it feel like

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Speaker 2: for you. I mean, you're in one of the hottest

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Speaker 2: fields right now AI.

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Speaker 4: Well, I think for me, I'm at a startup right

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Speaker 4: So in my career, I've worked at big companies like

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Speaker 4: IBM and Salesforce, but for the last several years I've

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Speaker 4: been at startups, particularly in the AI space, and I

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Speaker 4: definitely feel as though the the intent for hiring diverse candidates,

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Speaker 4: particularly black candidates, for me, is really high because we

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Speaker 4: really want people on our teams that look like our

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Speaker 4: customers because it's a relationship business at the end of

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Speaker 4: the day, Like you want people who can connect with

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Speaker 4: your customers, and that means you need to be able

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Speaker 4: to have every type of person on your team, because

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Speaker 4: all of our customers are every type of person. And

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Speaker 4: I say that particularly for black people and recruitment right now,

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Speaker 4: because there is like, to me, there's this dearth when

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Speaker 4: I look at who's applying to roles, like it's ninety

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Speaker 4: nine percent not people who look like us. So I

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Speaker 4: think that there is there's definitely a you know, as

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Speaker 4: I'm hiring, I see that gap, and so I have

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Speaker 4: to like go to places and find the nooks and crannies.

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Speaker 4: And I don't have a big organization behind me like

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Speaker 4: Salesforce does or IBM does. You both from my perspective,

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Speaker 4: do really great work. I see, Chantell, you got a

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Speaker 4: Salesforce logo behind you. Like from my perspective, they did

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Speaker 4: really great work when I was there. They had you know,

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Speaker 4: activation groups within the company like Bold Force at Salesforce.

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Speaker 3: And Black at IBM, and IBM.

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Speaker 4: But when you're at a startup, you got to bootstrap

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Speaker 4: it a little bit and you don't have those big

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Speaker 4: machines behind you to help find where talent is and

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Speaker 4: that makes it harder. So for me, doing that search

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Speaker 4: itself is tough, but it's definitely work that's warranted because

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Speaker 4: if you don't, then you're going to miss out on,

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Speaker 4: you know, building better relationship with your clients. And at

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Speaker 4: the end of the day, that's what it's about.

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Speaker 2: Oh, I low key kind of feel like systters in

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Speaker 2: sales is a great organization.

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Speaker 1: For you to know about.

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Speaker 4: Then I was yet before you got on, and I

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Speaker 4: was asking and I was like, what, so, hold on,

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Speaker 4: how does this work?

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Speaker 3: Exactly?

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Speaker 2: Yeah, I did that on purpose totally. All right, Well,

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Speaker 2: let's talk about the career of sales. And one thing

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Speaker 2: I did want to note when I was talking about

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Speaker 2: sort of like the dearth of women of color, people

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Speaker 2: in color and sales roles. For me, it's like people

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Speaker 2: in Alex's roles. So you're like, on a management level,

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Speaker 2: you're making hiring decisions. And I know you said in

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Speaker 2: prior interview, Chantelle, just how as you got into sales

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Speaker 2: you would see us at the entry level. You would

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Speaker 2: see us getting in the door, but it was not

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Speaker 2: necessarily us who was raising through the ranks. Do you

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Speaker 2: feel like that has changed as well? Are you seeing

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Speaker 2: more opportunities for growth in that way the women that

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Speaker 2: are getting recruited are they getting to the top.

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Speaker 1: That's a good question, so two answers.

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Speaker 5: If they come in as entry or early mid level,

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Speaker 5: it does require corporate finesse to get to the top.

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Speaker 5: And I think that this is a challenge for our community.

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Speaker 5: Because Alex and I were talking right before this podcast started.

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Speaker 2: I had a whole interview.

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Speaker 1: I was in here.

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Speaker 2: Save it for me, all right, fine.

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Speaker 1: Catch me up.

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Speaker 5: We'll talk about and really kind of thinking about what

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Speaker 5: is your what what were you exposed to growing up?

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Speaker 5: What type of career paths you know are you familiar with,

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Speaker 5: and that will help guide you when it's time to

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Speaker 5: ask for promotions. Like if you had a parent that

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Speaker 5: worked in sales, they may have done role playing with

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Speaker 5: you about this when you were growing up. One time

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Speaker 5: I spoke on a podcast us about the language of

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Speaker 5: business and how that's not involved in your day to

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Speaker 5: day you know, upbringing, it can be challenging to insert

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Speaker 5: that when you need it in your twenties or your

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Speaker 5: early thirties as you're looking to get up the corporate ladder.

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Speaker 5: And so it's really those unspoken rules and the lack

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Speaker 5: of mentorship and connections internally that can prevent you from

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Speaker 5: getting to that next level, which is what we do

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Speaker 5: insis we do help kind of unpack that and add

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Speaker 5: clarity to what you need to do, how you need

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Speaker 5: to handle it. We need to ask to have a conversations,

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Speaker 5: you need to have et cetera. So that's one thing, yes,

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Speaker 5: that does exist, and it's happening as we speak. There's

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Speaker 5: challenges moving up internally when you start low when you're

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Speaker 5: trying to get high. But the other on the other side,

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Speaker 5: if you are already senior and you're trying to go

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Speaker 5: laterally or just one step up, you can also encounter

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Speaker 5: issues because getting a job when you're senior to like,

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Speaker 5: for example, if you're a VP and you're trying to

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Speaker 5: be an SVP or your VP and you're just trying

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Speaker 5: to get in the door as a VP, that's a

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Speaker 5: whole other level of networking to get in the door.

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Speaker 5: There's a whole other level of how to play the

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Speaker 5: game and how to present yourself. And it is another

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Speaker 5: level that I think that women of color are starting

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Speaker 5: to really think through with their career choices and decision making.

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Speaker 5: For example, heb be two examples. There are a lot

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Speaker 5: of industry events that happen all over the world and

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Speaker 5: all over can see Yes and Dreamforce for example, as

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Speaker 5: if you spoke about Salesforce. And historically even vps that

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Speaker 5: were not on the budgets to attend would not attend

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Speaker 5: if their company did not give them authorization to. Nowadays,

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Speaker 5: women of color are paying out of pocket to go

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Speaker 5: to these industry events so that they can make their

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Speaker 5: own paths, so that they can establish and secure their future,

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Speaker 5: especially as mentioned if their senior level looking for another

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Speaker 5: senior in and that's just required. And I think that

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Speaker 5: for a while we were shy to do that, and

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Speaker 5: we are no longer shy about paying our own way

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Speaker 5: if it's what it's, if what we need to do,

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Speaker 5: and going to the places where we can meet the

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Speaker 5: right people to help us shepherd us up the ladder,

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Speaker 5: you know, from where we are to where we need

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Speaker 5: to be. So hopefully that answers your questions in two parts.

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Speaker 5: It's both an internal struggle and the external struggle depending

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Speaker 5: on where you are in your career.

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Speaker 2: I think you explained that so well, and I am

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Speaker 2: also reminded of how special and unique you each are.

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Speaker 1: Alex.

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Speaker 2: I've obviously watched you just I mean, I think that

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Speaker 2: you and I both approached our careers in similar ways,

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Speaker 2: which is that we were never necessarily loyal to one employer.

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Speaker 2: We got what we could get out of it, and

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Speaker 2: we were not afraid necessarily. I know some of your

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Speaker 2: choices were not your own to be moving on, but

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Speaker 2: some of them were. And also you chantelle like you've Alex,

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Speaker 2: you've worked at eight PM and Salesforce where else Mule

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Speaker 2: something or other and Fiddler, which I had learned today

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Speaker 2: has an e in it, and chantel you have worked

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Speaker 2: at Yelp and LinkedIn and Salesforce?

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Speaker 3: Right?

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Speaker 2: Am I wrong?

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Speaker 3: Tonight?

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Speaker 1: Get that Twitter? Twitter, Twitter minor.

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Speaker 2: So y'all are the exceptions to this? This this sort

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Speaker 2: of like you know, glass wall or whatever you want

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Speaker 2: to call it, that we can oh, I believe the

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Speaker 2: phrase is like broken wrong So you get on the ladder,

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Speaker 2: but it can be hard to move up. So can

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Speaker 2: y'all each kind of tell me your career stories and

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Speaker 2: what how you approached and how you were able to

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Speaker 2: make moves and raise through the ranks. Alex want to start.

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Speaker 4: Yeah, I think in sales, the first thing you have

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Speaker 4: to wonder is do you want to rise up the ranks?

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Speaker 4: I think particularly in sales, and I'll explain why. So

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Speaker 4: there's like an old trope in sales, like sales management.

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Speaker 4: Sales managers typically make less money than a really great

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Speaker 4: sales rep. However, because of the commission, if you've exactly right,

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Speaker 4: Like let's say if your let's say you're a sales

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Speaker 4: manager and you have seven people on your team. In

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Speaker 4: order for you to hit your number and actually hit

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Speaker 4: your potential accelerators and your best commission you can get,

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Speaker 4: all seven people on your team need to hit their numbers, right,

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Speaker 4: or your seven people need to accumulate enough revenue that

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Speaker 4: matches your overall quota for that for that seven person

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Speaker 4: territory that you own, right. But if you're an individual contributor,

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Speaker 4: you only have to focus on your own territory.

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Speaker 3: Right.

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Speaker 4: It's let's say your your quota is one seventh of

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Speaker 4: what your managers is. And now if you blow it out,

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Speaker 4: maybe your manager doesn't get that big bump because the

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Speaker 4: other folks on your team didn't, but you will, right,

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Speaker 4: And so there's this there's there's certainly a lot of

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Speaker 4: extremely talented sales reps who could have gone into management

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Speaker 4: a long time ago but have chosen not to because

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Speaker 4: they're like, why, I don't want to just manage a

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Speaker 4: spreadsheet all day and have to like talk to seven

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Speaker 4: other people and do my job through those people. There's

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Speaker 4: a there's like a there's a there's questions about that

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Speaker 4: and whether it's like the right thing to do in

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Speaker 4: that particular, in this particular, you know job. And I

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Speaker 4: don't think that that is the same for other careers.

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Speaker 4: I could be wrong, but I think it's I think

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Speaker 4: it's unique about sales. For me, it was like waiting

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Speaker 4: for the right opportunity to want to be a leader,

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Speaker 4: and also to get that opportunity. It was kind of

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Speaker 4: a they both happened at the same time. So I

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Speaker 4: think as I was at IBM, I had become a

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Speaker 4: high performer there, but I felt like the ceiling was

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Speaker 4: a little bit lower, you know, candidly, because IBM is

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Speaker 4: a really big company and there's always this this trope

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Speaker 4: you never get fired for buying IBM, And so if

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Speaker 4: you never get fired for buying IBM, then it's kind

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Speaker 4: of easier.

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Speaker 3: To sell, right. So as you grow in.

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Speaker 2: Your kids, it's like, yeah, and.

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Speaker 4: As you grow in your career, you kind of want

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Speaker 4: to sell things that maybe they're a little bit more

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Speaker 4: challenging and also more cutting edge. And so I went

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Speaker 4: to a smaller company at that time, Mealsoft, which ended

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Speaker 4: up being acquired by Salesforce, and I started to cut

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Speaker 4: my teeth there and like learn how to actually do

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Speaker 4: this job at a company where not everyone knows that

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Speaker 4: company's name or had a grandfather who worked at that company. Right,

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Speaker 4: But it still got pretty big because Salesforce was the

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Speaker 4: you know, acquired them, and they put their own stamp

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Speaker 4: on things. So I eventually decided I wanted to go

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Speaker 4: smaller because for me, I love the entrepreneurial side of things.

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Speaker 3: I love being autonomous.

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Speaker 4: I love building my own schedule and finding my own

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Speaker 4: clients and all that kind of stuff and not necessarily

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Speaker 4: feeling like a cog in the machine.

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Speaker 3: So I did well at.

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Speaker 4: A couple of startups over the last couple of years,

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Speaker 4: but when I got to Fiddler, it felt like the

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Speaker 4: right time because my performance was high, but what the

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Speaker 4: team needed and what the company needed at the time

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Speaker 4: kind of matched where I was in my career. And

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Speaker 4: not only that, they took sort of a bet on me,

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Speaker 4: you know, being younger, being someone that doesn't look like

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Speaker 4: every head of sales. They did, you know, promote me

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Speaker 4: to that role and gave me a chance to deliver

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Speaker 4: there and we're doing pretty good so far. So I

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Speaker 4: really appreciate it for the opportunity, but it also kind

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Speaker 4: of met me at a time in my life where

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Speaker 4: I was. I was performing high enough to try it

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Speaker 4: because it was a new challenge, and also I knew

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Speaker 4: the company well. I believed in the leadership. It's a

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Speaker 4: great culture. I felt like if I was going to

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Speaker 4: take this leak, this would be the place to do it.

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Speaker 2: For someone who's mid level, early career, who may be

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Speaker 2: super intimidated by speaking and presenting yourself and getting to

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Speaker 2: know the higher ups who may decide that they're worth

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Speaker 2: taking a bet on, how did you build rapport with them?

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Speaker 2: And if you have any advice for people who may

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Speaker 2: feel a little bit intimidated by.

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Speaker 4: That, I think as long as you as long as

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Speaker 4: you deliver and exceed what it is that set out

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Speaker 4: in front of you, it becomes a lot easier. Right, So,

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Speaker 4: if I was underperforming, or if I was like just

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Speaker 4: meeting performance, then it'd be harder for me to feel

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Speaker 4: very confident walking into a room where I'm talking to

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Speaker 4: somebody who's a CEO or one of our board members

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Speaker 4: or something like that. But if I know that I'm

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Speaker 4: coming in as a high high performer, and that's that's

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Speaker 4: my floor.

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Speaker 3: My floor is high performer, right, So.

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Speaker 4: No matter what happened in this meeting, no matter if

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Speaker 4: they give me a promotion or tell me to kick

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Speaker 4: rocks or whatever, I'll just go back to being a

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Speaker 4: high performer. I think it gives me a little bit

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Speaker 4: more confidence to to just try it and take that

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Speaker 4: risk and take that leap and say, hey, here's what

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Speaker 4: I would do if given this opportunity.

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Speaker 3: Here's my plan.

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Speaker 4: I've never done it before, but I think this plan

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Speaker 4: feels sound and I'm facing it off of things I've

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Speaker 4: seen before. And let's you know, what's the alternative. The

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Speaker 4: alternative is taking this path. And do you think this

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Speaker 4: path would be more lucrative for us?

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Speaker 3: I would say no. So this is why I'm presenting

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Speaker 3: this plan.

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Speaker 4: But again, I had the confidence to do that because

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Speaker 4: I felt very solid in my in my belief in myself.

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Speaker 4: The culture of my company is a really great one

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Speaker 4: where they reward internal folks or folks internally who are

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Speaker 4: performing really well. So I kind of just felt like

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Speaker 4: this is a I had no reason not to be

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Speaker 4: confident going into those rooms, because ultimately, the worst that

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Speaker 4: could happen is I just go back to what was

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Speaker 4: already working for me.

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Speaker 2: So it sounds like, just be really freaking good at selling.

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Speaker 2: That can help, well, be like good at your job.

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Speaker 3: I've been doing it for ten years.

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Speaker 2: I asked the hard hitting questions.

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Speaker 4: You get better at it over time, if you if

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Speaker 4: you're really double in learning and like you and you

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Speaker 4: and you, you know, listen to your mentors and you

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Speaker 4: start to grow in your role and growing your profession

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Speaker 4: and you're discipline like, you get better eventually and you

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Speaker 4: start to hit those you start to hit those milestones

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Speaker 4: for yourself. Yeah, you've earned the right to be confident,

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Speaker 4: So don't don't don't take that away from yourself.

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Speaker 5: I agree with that, John, I just want to say

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Speaker 5: I agree. That's actually one of the best things about

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Speaker 5: working in sales, like, the better you are, the easier

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Speaker 5: it is to navigate internally, the easier it is to

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Speaker 5: gain visibility. Obviously, the more money you make. And I

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Speaker 5: just think it makes you a better conversationalist. So even

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Speaker 5: outside of work, you communicate more effectively. You communicate with confidence.

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Speaker 5: You know, we're selling most of the time just with

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Speaker 5: our voice. At least back in the day when I

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Speaker 5: first started sales, I was a telesalesperson. I sold with

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Speaker 5: my voice, So my voice became my instrument, and the

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Speaker 5: way that I talk and the way that I listen

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Speaker 5: and the way that I construct sentences was how it

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Speaker 5: was my superpower. But I definitely want to chime into

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Speaker 5: Alex's point. Another tip would be leveraging your first ninety days,

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Speaker 5: Like if you're new, you can get away with a

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Speaker 5: lot of things. You know, you can go to the

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Speaker 5: top per former and say, I just want to listen

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Speaker 5: to your calls and see how you do things.

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Speaker 1: You know, that's when I'm not a threat yet. Yeah,

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Speaker 1: that was a perfect time for me.

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Speaker 5: I soaked up and made a lot of connections because

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Speaker 5: people remember what it's like to be new, and you

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Speaker 5: can just get away with being that curious person, and

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Speaker 5: no one is going to tell you no. You know,

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Speaker 5: you run into someone in the elevator. You don't even

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Speaker 5: know who that person is. It could be on the board,

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Speaker 5: that could be the COO, CFO whatever, and you introduce

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Speaker 5: yourself because you're new. And funnily enough, you actually can

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Speaker 5: use that even in a sales call. For example, if

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Speaker 5: you're working in like an account management role and you're

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Speaker 5: taking over accounts, that's also a really great time to

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Speaker 5: add your own I guess flavor, but also a great

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Speaker 5: time to get information out of people because you're new

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Speaker 5: and so I just took over this account. I don't

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Speaker 5: know much about what's going other than what Sally told me.

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Speaker 5: I would love to learn everything. Let's start from the beginning. Also,

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Speaker 5: why aren't you signing this contract? I'm just curious. I'm new,

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Speaker 5: so you know a lot of things that you get

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Speaker 5: with being new and that we should be taking advantage of.

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Speaker 5: I've seen white counterparts really take advantage of the new card.

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Speaker 4: Okay, no, yeah, agree, It's like the best thing to

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Speaker 4: do is just play dumb in sales.

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Speaker 3: You learn so much when you just played domb In.

402
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Speaker 4: Fact, to say, I know you're joking, but no, I'm not.

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Speaker 2: But you've told me that before, and I've seen you

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Speaker 2: do it, So I.

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Speaker 4: Think it is a skill when you're in text, when

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Speaker 4: you're in tech sales and you're not technical. I did

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Speaker 4: not go to school for technology. I did not grow

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Speaker 4: up tech as a technologist. But I have a curiosity

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Speaker 4: about technology and I have I think, good common sense.

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Speaker 4: So if I just go in and ask reasonable human questions,

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Speaker 4: not technical questions, I will learn really important technical things,

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Speaker 4: and I can write those things down and I can

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Speaker 4: tell someone smarter than me who will be like, oh,

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Speaker 4: here's how we should interpret that, and then we go

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Speaker 4: back to the customer and provide a proposal that meets

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Speaker 4: what they not only what they want, but also you know,

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Speaker 4: what they really got to have right now. So I

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Speaker 4: think playing dumb and learning from your customers, I suppose

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Speaker 4: like walking in and thinking you need to like present

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Speaker 4: them with the perfect you know elevator pitch, every you know,

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Speaker 4: every first call.

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Speaker 3: I think that that gets you a lot first.

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Speaker 5: Grade, and people like to know that you are approaching

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Speaker 5: their business with humility.

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Speaker 1: It makes them feel comfortable.

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Speaker 2: And trusting them that they know what their biggest issues

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Speaker 2: are and what problems they need solve a little bit,

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Speaker 2: and then giving them the reassurance that you're listening to

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Speaker 2: them and you care about what they're going through and

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Speaker 2: like you're going to find the best fit if you

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Speaker 2: can for them through your product.

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Speaker 4: Yeah, that's consultative selling is like learning from them, reassuring them,

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Speaker 4: and yeah, it's the best way to own the fact

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Speaker 4: that you're young in sales or you're black in sales

435
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Speaker 4: and you may not be like everyone else that you're

436
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Speaker 4: talking to is to kind of just own it and

437
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Speaker 4: ask questions and not try to go in Let's say

438
00:21:39,520 --> 00:21:41,760
Speaker 4: I'm younger, I'm half the age of the person I'm

439
00:21:41,760 --> 00:21:44,000
Speaker 4: trying to sell to, and they've been working in AI

440
00:21:44,160 --> 00:21:46,639
Speaker 4: since before I was born, Right, I can't go in

441
00:21:46,640 --> 00:21:48,840
Speaker 4: there and try to pretend like I know AI better

442
00:21:48,880 --> 00:21:50,959
Speaker 4: than them, or try to like surprise them with an

443
00:21:51,280 --> 00:21:54,000
Speaker 4: interesting fact Like I'm not going to do it. It's

444
00:21:54,080 --> 00:21:55,560
Speaker 4: very unlikely that I'm going to be able to shock

445
00:21:55,600 --> 00:22:00,200
Speaker 4: this person with my AI knowledge. I won't, So instead,

446
00:22:00,240 --> 00:22:02,919
Speaker 4: just be like, really, you know, be myself, be a

447
00:22:02,960 --> 00:22:06,080
Speaker 4: good person to them, ask them questions, tell them that

448
00:22:06,119 --> 00:22:08,640
Speaker 4: I'm their conduit to whatever it is that their challenge,

449
00:22:08,640 --> 00:22:11,120
Speaker 4: and solution that they have in mind. Is that gets

450
00:22:11,160 --> 00:22:12,800
Speaker 4: me a lot further than trying to go in and

451
00:22:12,840 --> 00:22:15,679
Speaker 4: assume that like I have to present some you know,

452
00:22:15,960 --> 00:22:18,760
Speaker 4: killer fact, right, But then by the time I learn

453
00:22:18,800 --> 00:22:21,879
Speaker 4: all those things now, I do probably know toward the

454
00:22:22,000 --> 00:22:24,240
Speaker 4: later stages of the sales cycle what it is that's

455
00:22:24,280 --> 00:22:26,600
Speaker 4: going to make this person you know, really successful.

456
00:22:26,800 --> 00:22:29,720
Speaker 3: And then best when you pitch, I wanted.

457
00:22:29,480 --> 00:22:32,840
Speaker 5: To add to what you said, Alex, because it sounds

458
00:22:32,840 --> 00:22:34,720
Speaker 5: like we're talking about like the discovery get to know

459
00:22:34,800 --> 00:22:37,320
Speaker 5: you face. There are also some technical things that you

460
00:22:37,359 --> 00:22:40,960
Speaker 5: can bring in from a communications standpoint, like mirroring, so

461
00:22:41,600 --> 00:22:44,639
Speaker 5: pretty much repeating back what the prospects said so they

462
00:22:44,720 --> 00:22:47,800
Speaker 5: feel like they're here, you're hearing them. Similarly when someone

463
00:22:47,800 --> 00:22:50,200
Speaker 5: says their name and you say their name back to them,

464
00:22:50,800 --> 00:22:55,280
Speaker 5: so that really helps. And then obviously like framing questions

465
00:22:55,320 --> 00:22:59,080
Speaker 5: with empathy. For example, if like you said, you can't

466
00:22:59,119 --> 00:23:03,680
Speaker 5: shock them within AI fact, but you can use something

467
00:23:03,760 --> 00:23:06,520
Speaker 5: about AI to empathize with them. It seems like there's

468
00:23:06,560 --> 00:23:08,960
Speaker 5: a lot going on in the world of AI in

469
00:23:09,000 --> 00:23:12,679
Speaker 5: your world that must be overwhelming. Can you tell me

470
00:23:12,760 --> 00:23:15,879
Speaker 5: about how you feel about this particular thing or what

471
00:23:16,040 --> 00:23:18,040
Speaker 5: you know that must be overwhelming or that must be

472
00:23:18,040 --> 00:23:20,120
Speaker 5: a lot to handle it, that must be a lot

473
00:23:20,160 --> 00:23:24,240
Speaker 5: on your plate. So creating those empathetic connections and then

474
00:23:24,480 --> 00:23:28,280
Speaker 5: you know, there's there's so many communication tips and tricks

475
00:23:29,000 --> 00:23:31,359
Speaker 5: that you can use and to how you talk to

476
00:23:31,400 --> 00:23:36,560
Speaker 5: people that can give you so much information and really

477
00:23:36,600 --> 00:23:40,879
Speaker 5: allow you to be that detective in that conversation. And

478
00:23:40,960 --> 00:23:44,480
Speaker 5: I think another misconception about sales. The sales is mostly listening.

479
00:23:44,840 --> 00:23:49,400
Speaker 5: It's really like getting information and trying to understand what

480
00:23:49,480 --> 00:23:50,520
Speaker 5: is this person dealing with?

481
00:23:50,560 --> 00:23:52,960
Speaker 1: What is your problem? Do they even know their problem?

482
00:23:53,200 --> 00:23:54,119
Speaker 1: You know? And how?

483
00:23:54,280 --> 00:23:57,000
Speaker 5: And then how can you help guide them towards your solution.

484
00:23:57,640 --> 00:24:00,480
Speaker 5: So yeah, I love what you said out just wanted

485
00:24:00,520 --> 00:24:02,440
Speaker 5: to add some of those technical pieces there and.

486
00:24:02,400 --> 00:24:04,520
Speaker 4: What you said earlier about how you can use some

487
00:24:04,560 --> 00:24:07,199
Speaker 4: of these things in your regular life, Like where you're

488
00:24:07,240 --> 00:24:11,240
Speaker 4: talking about, you know, just listen or repeat back to

489
00:24:11,280 --> 00:24:14,080
Speaker 4: people what they've said to you. That is really helpful

490
00:24:14,080 --> 00:24:16,359
Speaker 4: in sales, and it's also great in my personal life

491
00:24:16,359 --> 00:24:19,560
Speaker 4: because a lot of times you misunderstand things, especially when

492
00:24:19,600 --> 00:24:20,760
Speaker 4: you're in sales. At the end of the day, I

493
00:24:20,800 --> 00:24:23,360
Speaker 4: am selling something, right, so if I sell this thing

494
00:24:23,440 --> 00:24:25,480
Speaker 4: I make money, so that means in my head, I

495
00:24:25,520 --> 00:24:27,480
Speaker 4: want to sell this thing. And so if I go

496
00:24:27,560 --> 00:24:29,600
Speaker 4: into the call thinking like that, which I typically do,

497
00:24:29,840 --> 00:24:32,879
Speaker 4: everything sounds like something I should try to pounce on

498
00:24:32,960 --> 00:24:35,520
Speaker 4: to sell the thing I want to sell. But you

499
00:24:35,600 --> 00:24:39,359
Speaker 4: got to relax yourself and ask questions, because if you

500
00:24:39,520 --> 00:24:41,960
Speaker 4: do that and you start to like say, well, hey,

501
00:24:42,000 --> 00:24:45,200
Speaker 4: did you just say this? Or am I understanding correctly

502
00:24:45,240 --> 00:24:47,840
Speaker 4: that this? Now, you might find out that the thing

503
00:24:47,840 --> 00:24:49,399
Speaker 4: that you were about to pounce on is actually a

504
00:24:49,440 --> 00:24:51,720
Speaker 4: red hearing. It actually isn't something you should have pounced on,

505
00:24:51,720 --> 00:24:53,680
Speaker 4: and if you did, you would have come off looking

506
00:24:53,960 --> 00:24:57,840
Speaker 4: you know, to salesy or not listening to the person,

507
00:24:57,960 --> 00:24:59,399
Speaker 4: or you know, having a misconception.

508
00:24:59,640 --> 00:25:01,160
Speaker 3: And that also is very.

509
00:25:00,960 --> 00:25:03,879
Speaker 4: True in regular life where you're talking to your partner,

510
00:25:03,920 --> 00:25:06,840
Speaker 4: or you're talking to a parent or family member and

511
00:25:06,960 --> 00:25:09,400
Speaker 4: if they say one thing that really like triggers you

512
00:25:09,880 --> 00:25:12,440
Speaker 4: and you want to be upset, maybe it's better to

513
00:25:12,560 --> 00:25:13,720
Speaker 4: just like.

514
00:25:13,480 --> 00:25:16,159
Speaker 3: What hold on, are you saying this or did you

515
00:25:16,240 --> 00:25:16,520
Speaker 3: mean that?

516
00:25:17,000 --> 00:25:18,880
Speaker 4: And then you end up finding out that the thing

517
00:25:18,920 --> 00:25:21,680
Speaker 4: that they were even you know, indicating, is not what

518
00:25:21,720 --> 00:25:24,880
Speaker 4: you were thought it was. So yeah, all of those

519
00:25:24,920 --> 00:25:27,600
Speaker 4: things I think they matter both professionally and personally, and

520
00:25:27,640 --> 00:25:29,600
Speaker 4: I definitely learned that in sales.

521
00:25:30,200 --> 00:25:34,320
Speaker 2: Yeah, having never triggered you in my entire life, I

522
00:25:34,320 --> 00:25:37,320
Speaker 2: don't exactly know what you mean, but I can imagine.

523
00:25:37,600 --> 00:25:43,800
Speaker 2: I can imagine. All Right, I want to talk about Monday, honey,

524
00:25:44,080 --> 00:25:45,800
Speaker 2: because I think, Chantelle, one of the things that we

525
00:25:45,840 --> 00:25:49,520
Speaker 2: talked about at afro Tech was sort of like just

526
00:25:49,560 --> 00:25:55,080
Speaker 2: the conversation around compensation. And I have seen Alex, you know,

527
00:25:55,240 --> 00:25:58,600
Speaker 2: celebrate them big wins, those big page tecks. Honey. We

528
00:25:58,680 --> 00:26:01,040
Speaker 2: love that, But you are kind of, you mean it,

529
00:26:01,080 --> 00:26:03,600
Speaker 2: basically a solopreneur. When you're in sales, you are kind

530
00:26:03,640 --> 00:26:06,160
Speaker 2: of like running your own little business, and I relate

531
00:26:06,200 --> 00:26:09,639
Speaker 2: to that now, being a full time solo preneur, the

532
00:26:09,680 --> 00:26:12,240
Speaker 2: ebbs and flows of that income can be challenging. So

533
00:26:12,280 --> 00:26:15,119
Speaker 2: can y'all talk about how you've learned to navigate your

534
00:26:15,160 --> 00:26:19,879
Speaker 2: personal finances while pursuing this career path. I know, chantal Val,

535
00:26:19,960 --> 00:26:22,560
Speaker 2: you are full time with systems and sales, but still

536
00:26:22,760 --> 00:26:25,720
Speaker 2: any advice on how to handle We.

537
00:26:25,800 --> 00:26:29,360
Speaker 5: Actually just had an a vement about this yesterday with Gusto,

538
00:26:29,640 --> 00:26:34,120
Speaker 5: the VP of compensation, was on the line, and so First,

539
00:26:34,400 --> 00:26:37,239
Speaker 5: I think it's most important to understand what actually is

540
00:26:37,280 --> 00:26:41,640
Speaker 5: your compensation. I know sales can be tricky, and some

541
00:26:41,680 --> 00:26:45,320
Speaker 5: companies make it actually trickier on purpose, But there are

542
00:26:45,320 --> 00:26:49,159
Speaker 5: a lot of variables to consider when looking at a

543
00:26:49,160 --> 00:26:50,200
Speaker 5: compensation plan.

544
00:26:50,800 --> 00:26:53,200
Speaker 1: Your percentage to quota accelerator.

545
00:26:53,200 --> 00:26:56,800
Speaker 5: We talked about your equity that's available to you depending

546
00:26:56,840 --> 00:27:01,399
Speaker 5: on the kind of company you're working for, paid time off, vesting, schedule,

547
00:27:02,000 --> 00:27:05,280
Speaker 5: so many things, and so it can help to know

548
00:27:05,320 --> 00:27:07,879
Speaker 5: what exactly are you getting paid for a holistically outside

549
00:27:07,880 --> 00:27:11,320
Speaker 5: of your base salary. Also, how is it broken up,

550
00:27:11,760 --> 00:27:13,800
Speaker 5: and which one of these things are going to impact

551
00:27:13,920 --> 00:27:17,360
Speaker 5: your personal life short term, medium, a long term. For example,

552
00:27:17,480 --> 00:27:20,240
Speaker 5: when I worked for LinkedIn, I was getting Microsoft stock.

553
00:27:20,520 --> 00:27:26,439
Speaker 5: That's a long term financial planning like facet of my portfolio.

554
00:27:26,960 --> 00:27:29,560
Speaker 5: That's nothing to do with what I'm getting paid.

555
00:27:29,359 --> 00:27:30,400
Speaker 1: Every two weeks.

556
00:27:31,080 --> 00:27:34,359
Speaker 5: Also, depending on how frequently you get paid your commission

557
00:27:34,480 --> 00:27:38,760
Speaker 5: can also determine your short term, medium and long term goals.

558
00:27:39,160 --> 00:27:42,440
Speaker 5: I went from getting commissioned monthly and some jobs to

559
00:27:42,600 --> 00:27:47,840
Speaker 5: quarterly to annually. And I think that depending on your

560
00:27:47,960 --> 00:27:52,159
Speaker 5: personal lifestyle, you should pick roles that obviously match up

561
00:27:52,200 --> 00:27:54,440
Speaker 5: with how you like to get paid and what makes

562
00:27:54,440 --> 00:27:57,520
Speaker 5: sense for you, and then I think taking a step back,

563
00:27:57,560 --> 00:28:01,200
Speaker 5: some of this can be also negotiated at the offer stage.

564
00:28:01,640 --> 00:28:05,200
Speaker 5: So for example, I've had colleagues that have negotiated parking,

565
00:28:05,440 --> 00:28:08,520
Speaker 5: free parking, all kinds of perks and things that are

566
00:28:08,560 --> 00:28:12,640
Speaker 5: actually have cash value that you can negotiate and get

567
00:28:12,720 --> 00:28:17,640
Speaker 5: under control. And I think lastly would be the way

568
00:28:17,680 --> 00:28:20,879
Speaker 5: that we spend our money is something that you really

569
00:28:20,920 --> 00:28:25,000
Speaker 5: become very aware of working in sales. Our jobs are

570
00:28:25,080 --> 00:28:29,040
Speaker 5: very stressful. Some of us splurge a lot in our

571
00:28:29,760 --> 00:28:34,080
Speaker 5: careers working in sales because we're waiting for so long

572
00:28:34,320 --> 00:28:37,639
Speaker 5: to get this commission and we've already made this wish

573
00:28:37,680 --> 00:28:39,680
Speaker 5: list of things in our mind we're going to buy

574
00:28:39,680 --> 00:28:41,880
Speaker 5: with it, because that's what keeps us motivated day after

575
00:28:41,960 --> 00:28:44,160
Speaker 5: day after day. And so it's really important of a

576
00:28:44,160 --> 00:28:46,280
Speaker 5: financial advisor that can kind of bring you back to

577
00:28:46,360 --> 00:28:49,840
Speaker 5: earth when you finally get this crazy commission check. These

578
00:28:49,880 --> 00:28:53,720
Speaker 5: commission checks can be six figures lumpso just landing in

579
00:28:53,760 --> 00:28:56,640
Speaker 5: your bank account. And so even though you have all

580
00:28:56,640 --> 00:28:58,280
Speaker 5: this time to kind of think about all the things

581
00:28:58,280 --> 00:29:01,600
Speaker 5: you're going to buy between those commission check bumps, you

582
00:29:01,600 --> 00:29:04,680
Speaker 5: should also be talking with the financial advisor about what

583
00:29:04,720 --> 00:29:06,800
Speaker 5: you're going to invest in and how you're going to

584
00:29:06,840 --> 00:29:09,920
Speaker 5: do those things. And so there were financial advisors that

585
00:29:10,520 --> 00:29:12,840
Speaker 5: used to be passed around that the companies I worked

586
00:29:12,840 --> 00:29:16,360
Speaker 5: at that different salespeople would trust and so that was

587
00:29:16,680 --> 00:29:19,600
Speaker 5: a huge benefit. So there's a few things, right, it's

588
00:29:19,600 --> 00:29:22,240
Speaker 5: the offer, just to recap the offer, It's about understanding

589
00:29:22,240 --> 00:29:24,200
Speaker 5: your compensation structure and if it works for you on

590
00:29:24,280 --> 00:29:27,680
Speaker 5: a personal level. And then it's about really monitoring your

591
00:29:27,680 --> 00:29:29,800
Speaker 5: own spending habits because we get paid in such a

592
00:29:29,840 --> 00:29:32,640
Speaker 5: lumpy way and if we don't hit quote, we don't

593
00:29:32,640 --> 00:29:35,840
Speaker 5: get paid at all. So mind over matter when it

594
00:29:35,880 --> 00:29:37,800
Speaker 5: comes to what to do when that money hits your account.

595
00:29:37,920 --> 00:29:41,080
Speaker 4: Yeah, and I'll say, from my perspective, I'll just speak.

596
00:29:41,160 --> 00:29:44,800
Speaker 4: I'll speak specifically to people who have a base salary

597
00:29:44,880 --> 00:29:50,240
Speaker 4: plus variable compensation jobs otherwise known as ote on target earnings.

598
00:29:50,600 --> 00:29:52,880
Speaker 4: So this means you work at a company, they pay

599
00:29:52,920 --> 00:29:55,440
Speaker 4: you a base salary and then you have a variable

600
00:29:55,560 --> 00:29:59,320
Speaker 4: that is also contractually obligated or is contractedly stated in

601
00:29:59,360 --> 00:30:02,800
Speaker 4: your contract. If you hit your number to the number

602
00:30:02,960 --> 00:30:04,800
Speaker 4: you hit exactly your number, you will be paid this

603
00:30:04,920 --> 00:30:08,840
Speaker 4: much in a variable bonus right throughout the year. So

604
00:30:08,960 --> 00:30:11,320
Speaker 4: to those people, let's say your base salary is one

605
00:30:11,400 --> 00:30:13,800
Speaker 4: hundred K and your variable as one hundred K, so

606
00:30:13,880 --> 00:30:16,840
Speaker 4: you have a two hundred k on target earnings. That

607
00:30:16,880 --> 00:30:18,720
Speaker 4: does not mean you will make two undred K that year.

608
00:30:18,800 --> 00:30:21,000
Speaker 4: That means that if you hit your quota exactly, you

609
00:30:21,000 --> 00:30:23,560
Speaker 4: will make two under K. If you miss your quota

610
00:30:23,640 --> 00:30:26,160
Speaker 4: by half, you'll make one hundred and fifty K. If

611
00:30:26,200 --> 00:30:28,200
Speaker 4: you miss your quota by seventy five percent, you'll make

612
00:30:28,200 --> 00:30:29,080
Speaker 4: one hundred and twenty five K.

613
00:30:29,160 --> 00:30:30,400
Speaker 3: Hopefully that makes sense.

614
00:30:32,120 --> 00:30:36,160
Speaker 4: My philosophy is to live on my base and play

615
00:30:36,320 --> 00:30:39,560
Speaker 4: on my commissions, right like that, That's kind of how

616
00:30:39,560 --> 00:30:41,760
Speaker 4: I think about it. I don't I like to live

617
00:30:41,800 --> 00:30:44,640
Speaker 4: below my means because even if I'm having a great year,

618
00:30:44,840 --> 00:30:47,920
Speaker 4: I'm killing it in sales. Whenever those big commission checks

619
00:30:47,920 --> 00:30:50,120
Speaker 4: come in, they sit in my checking account for less

620
00:30:50,120 --> 00:30:52,000
Speaker 4: than twenty four hours. I got to get it out

621
00:30:52,000 --> 00:30:55,240
Speaker 4: of there, like I put it immediately into like a hy.

622
00:30:55,200 --> 00:30:56,440
Speaker 3: Old savings account.

623
00:30:56,520 --> 00:30:58,560
Speaker 4: And then when it's in there and it's safe and

624
00:30:58,600 --> 00:31:01,280
Speaker 4: it feels like harder to access, then I started thinking

625
00:31:01,280 --> 00:31:01,800
Speaker 4: about what to.

626
00:31:01,760 --> 00:31:02,200
Speaker 3: Do with it.

627
00:31:02,320 --> 00:31:04,480
Speaker 4: Okay, do I want to put it in a wrath

628
00:31:05,000 --> 00:31:07,120
Speaker 4: or do I want to go and like make this

629
00:31:07,200 --> 00:31:09,680
Speaker 4: investment in a home, or do I want to go

630
00:31:09,720 --> 00:31:10,960
Speaker 4: on a vacation with this much?

631
00:31:11,000 --> 00:31:12,280
Speaker 3: And then I want to go on and do this

632
00:31:12,320 --> 00:31:15,600
Speaker 3: with that much? Like a financial planner?

633
00:31:15,680 --> 00:31:17,040
Speaker 1: Yeah, have you had a planner before?

634
00:31:17,680 --> 00:31:18,640
Speaker 3: No? I had.

635
00:31:23,000 --> 00:31:24,840
Speaker 2: I remember talking to you when you got maybe one

636
00:31:24,880 --> 00:31:27,640
Speaker 2: of your first big commissions at IBM, and I was like, wait, what,

637
00:31:28,000 --> 00:31:30,800
Speaker 2: It's a lot of money. And I was like, I

638
00:31:30,880 --> 00:31:33,720
Speaker 2: just wasn't aware that was what it was like. And

639
00:31:34,880 --> 00:31:37,080
Speaker 2: we were first Yeah, we were talking about four one

640
00:31:37,160 --> 00:31:40,480
Speaker 2: k's and stuff, and like then you bought your condo.

641
00:31:40,720 --> 00:31:43,840
Speaker 2: So I mean, I think that you made some savvy choices, Alex,

642
00:31:44,080 --> 00:31:48,360
Speaker 2: you know, with your your money, and what were you

643
00:31:48,840 --> 00:31:51,680
Speaker 2: using as your source of like knowledge? There was it

644
00:31:51,800 --> 00:31:54,400
Speaker 2: just like going off of what other folks were doing.

645
00:31:55,200 --> 00:31:58,320
Speaker 2: Were you reading books? Were you listening to your big sister?

646
00:31:58,760 --> 00:31:59,000
Speaker 2: You know?

647
00:31:59,440 --> 00:32:02,160
Speaker 3: Well, I definitely was listening to you with respect.

648
00:32:02,160 --> 00:32:03,840
Speaker 4: I never knew what a high old savings account was,

649
00:32:03,880 --> 00:32:06,280
Speaker 4: and I feel like that a high old savings account

650
00:32:06,440 --> 00:32:09,280
Speaker 4: is definitely the secret for me. I'm not saying this

651
00:32:09,320 --> 00:32:11,600
Speaker 4: works for everybody. The reason it works for me is

652
00:32:11,640 --> 00:32:13,880
Speaker 4: because if the money is sitting in my checking account,

653
00:32:13,960 --> 00:32:15,760
Speaker 4: it will feel like mine and I will want to

654
00:32:15,800 --> 00:32:18,000
Speaker 4: do things with it. When it goes into somewhere else

655
00:32:18,040 --> 00:32:19,880
Speaker 4: where I have less access to it, or maybe it

656
00:32:19,920 --> 00:32:21,520
Speaker 4: takes a couple of days for it to get back

657
00:32:21,560 --> 00:32:24,800
Speaker 4: to me, it feels more strategic. Now I'm like, Okay,

658
00:32:24,840 --> 00:32:26,160
Speaker 4: what do I want to do with it? And while

659
00:32:26,160 --> 00:32:27,960
Speaker 4: it's over there by the way, it's you know, it's

660
00:32:27,960 --> 00:32:31,080
Speaker 4: making me money. It's earning me three to five percent interest,

661
00:32:31,160 --> 00:32:32,720
Speaker 4: depending on what the rates are at the time.

662
00:32:33,040 --> 00:32:34,160
Speaker 3: So like to me.

663
00:32:34,240 --> 00:32:37,760
Speaker 4: That that's that's what my little secret weapon is because

664
00:32:37,840 --> 00:32:40,080
Speaker 4: once it's there, I can start to be strategic and

665
00:32:40,120 --> 00:32:41,760
Speaker 4: I can start to think about what it is I

666
00:32:41,800 --> 00:32:43,920
Speaker 4: want to do. So at the time, like you mentioned,

667
00:32:43,920 --> 00:32:45,800
Speaker 4: I bought a condo I need. I needed a place

668
00:32:45,840 --> 00:32:47,160
Speaker 4: to live, and it felt like a good idea to

669
00:32:47,160 --> 00:32:49,120
Speaker 4: buy as a poster to rent. That's a good time

670
00:32:49,160 --> 00:32:52,720
Speaker 4: to go into myiold savings account, pull out a deposit

671
00:32:53,040 --> 00:32:56,120
Speaker 4: and buy that condo, right And then when I decided

672
00:32:56,160 --> 00:32:58,360
Speaker 4: I wanted to build my house, I had built up

673
00:32:58,960 --> 00:33:00,880
Speaker 4: enough money in my high you old savings account to

674
00:33:01,320 --> 00:33:04,280
Speaker 4: get me through that initial deposit for building the house,

675
00:33:04,320 --> 00:33:06,560
Speaker 4: and then luckily I had a really good year of

676
00:33:06,560 --> 00:33:08,000
Speaker 4: sales wise, and I was able to get through that

677
00:33:08,480 --> 00:33:11,440
Speaker 4: build like those. But all of that wouldn't have been

678
00:33:11,440 --> 00:33:13,920
Speaker 4: possible if I had just, like you know, left that

679
00:33:13,960 --> 00:33:15,760
Speaker 4: money in my checking went and bought a car, did

680
00:33:15,880 --> 00:33:18,080
Speaker 4: whatever the crazy thing I wanted to do at the time.

681
00:33:18,200 --> 00:33:19,960
Speaker 4: But I needed to like put it somewhere else so

682
00:33:20,000 --> 00:33:21,960
Speaker 4: I could look at it and like get strategic about

683
00:33:21,960 --> 00:33:24,920
Speaker 4: what makes sense for me right now. I think at

684
00:33:24,960 --> 00:33:27,520
Speaker 4: some point I definitely will get a financial planner, But

685
00:33:27,640 --> 00:33:30,200
Speaker 4: at this time in my life, I don't have any kids.

686
00:33:30,960 --> 00:33:34,000
Speaker 4: I am doing, you know, quite well for myself, and

687
00:33:34,040 --> 00:33:36,680
Speaker 4: I have some unusual things I do splurge on, like

688
00:33:36,680 --> 00:33:38,600
Speaker 4: making movies. I don't really want to talk to a

689
00:33:38,640 --> 00:33:40,200
Speaker 4: financial planner about making movies.

690
00:33:41,920 --> 00:33:44,000
Speaker 3: There's nothing financially advisable about what.

691
00:33:43,920 --> 00:33:47,200
Speaker 2: I'm doing aresting. Do you invest now or is it

692
00:33:47,320 --> 00:33:48,520
Speaker 2: just okay you do.

693
00:33:48,640 --> 00:33:50,520
Speaker 4: I put some things in stocks, I put some things

694
00:33:50,520 --> 00:33:53,000
Speaker 4: in index funds, like you taught me some years ago,

695
00:33:54,040 --> 00:33:56,520
Speaker 4: but like a lot of my money goes into making films,

696
00:33:56,520 --> 00:33:58,400
Speaker 4: and that is not financially advisable. I don't want to

697
00:33:58,400 --> 00:34:00,920
Speaker 4: have to explain that to somebody, maybe that's short sighted

698
00:34:00,920 --> 00:34:03,360
Speaker 4: in me and I should get one. But for now,

699
00:34:03,560 --> 00:34:06,040
Speaker 4: it's proba going pretty well without having a financial planner.

700
00:34:06,040 --> 00:34:08,200
Speaker 4: And I'm kind of like, let me get to a

701
00:34:08,200 --> 00:34:10,319
Speaker 4: point where maybe I have more complications in my life,

702
00:34:10,360 --> 00:34:13,319
Speaker 4: like I have children, for instance, or I need to

703
00:34:13,520 --> 00:34:15,360
Speaker 4: like think about a different type.

704
00:34:15,200 --> 00:34:17,439
Speaker 3: Of property I want to own, like things that aren't

705
00:34:17,440 --> 00:34:18,239
Speaker 3: as straightforward.

706
00:34:18,800 --> 00:34:21,520
Speaker 2: That's a fair point, I really, I mean, I think

707
00:34:21,520 --> 00:34:24,160
Speaker 2: that makes sense. I also feel like with financial planners,

708
00:34:24,719 --> 00:34:28,040
Speaker 2: they certainly I think it's so smart Chantelle to give

709
00:34:28,040 --> 00:34:30,359
Speaker 2: that tip because with a big windfall, they can help

710
00:34:30,400 --> 00:34:35,239
Speaker 2: you like save yourself, save yourself from yourself. And those

711
00:34:35,280 --> 00:34:38,040
Speaker 2: periods in my life where I have been where I

712
00:34:38,040 --> 00:34:40,880
Speaker 2: have also gotten windfalls, I mean in different ways.

713
00:34:41,440 --> 00:34:44,440
Speaker 3: It's yeah for me, I guess Alex, you have like a.

714
00:34:45,320 --> 00:34:50,160
Speaker 2: Much stronger mind for creating like mental barriers with your money.

715
00:34:50,160 --> 00:34:53,000
Speaker 2: And like for me and a Highel savings account isn't enough,

716
00:34:53,040 --> 00:34:54,759
Speaker 2: I need it to be like locked up in a

717
00:34:54,880 --> 00:34:57,560
Speaker 2: vault pushing now that to my mom. I tell you

718
00:34:57,600 --> 00:34:59,560
Speaker 2: hot wheels, like I just didn't. I need to buy

719
00:34:59,560 --> 00:35:02,000
Speaker 2: stock and whatever company owns them, because like maybe it

720
00:35:02,080 --> 00:35:06,920
Speaker 2: is so expensive keeping my son in with the latest

721
00:35:06,920 --> 00:35:11,440
Speaker 2: wheels and yeah, So anyway, financial planners are great. I

722
00:35:11,480 --> 00:35:14,239
Speaker 2: know that BA FAM has you know, knows where to

723
00:35:14,239 --> 00:35:18,640
Speaker 2: find them. National Association of Personal Financial Planners x Y planning.

724
00:35:18,680 --> 00:35:21,279
Speaker 2: We talked about I like chan tell you said, like

725
00:35:21,400 --> 00:35:26,120
Speaker 2: you just learned from your colleagues, Like who were you using.

726
00:35:24,760 --> 00:35:27,000
Speaker 3: To add something real quick? I forgot one.

727
00:35:27,080 --> 00:35:29,840
Speaker 4: One place I definitely learned a lot was when I

728
00:35:29,920 --> 00:35:32,000
Speaker 4: joined IBM. And I'm guessing this is that a lot

729
00:35:32,040 --> 00:35:35,279
Speaker 4: of big companies they had this program called money.

730
00:35:35,000 --> 00:35:36,800
Speaker 3: Smart I think it was what it was called.

731
00:35:37,080 --> 00:35:40,640
Speaker 4: But basically it was like somebody within IBM or like

732
00:35:40,280 --> 00:35:42,759
Speaker 4: a like a third party that they contracted that was

733
00:35:43,000 --> 00:35:46,279
Speaker 4: there to advise IBM ors on how to set up

734
00:35:46,280 --> 00:35:48,560
Speaker 4: their four oh one K, which one to pick, what's

735
00:35:48,600 --> 00:35:50,640
Speaker 4: their risk profile, what year they wanted it to go

736
00:35:50,760 --> 00:35:53,600
Speaker 4: until things I still fully don't understand, but like that

737
00:35:53,680 --> 00:35:55,400
Speaker 4: at that time I probably knew more than I do

738
00:35:55,480 --> 00:35:57,600
Speaker 4: now because that person was I was able to call

739
00:35:57,600 --> 00:36:00,319
Speaker 4: that person instead of meeting with them anytime they were

740
00:36:00,360 --> 00:36:03,200
Speaker 4: like not helping me navigate what types of retirement accounts

741
00:36:03,200 --> 00:36:06,400
Speaker 4: were important for me. So I believe Salesforce had this

742
00:36:06,440 --> 00:36:07,880
Speaker 4: as well when I was there, but I'm not. I

743
00:36:07,920 --> 00:36:10,200
Speaker 4: can't say for sure, but I don't think IBM's the

744
00:36:10,280 --> 00:36:12,160
Speaker 4: only company that has this. So if you do work

745
00:36:12,160 --> 00:36:14,640
Speaker 4: at a company that's you know, large, maybe look into

746
00:36:14,719 --> 00:36:17,600
Speaker 4: that too, because there's folks within that company that are like,

747
00:36:18,000 --> 00:36:19,839
Speaker 4: you know, they're providing you a four one K. They

748
00:36:19,880 --> 00:36:22,560
Speaker 4: want to see you, you know, leveraging that to your success.

749
00:36:24,000 --> 00:36:28,120
Speaker 2: Good point, Chantell, Can you tell us about sisters in sales?

750
00:36:28,239 --> 00:36:29,839
Speaker 2: I want to give you a moment to just talk

751
00:36:29,880 --> 00:36:31,920
Speaker 2: about the journey that you've been on these past eight

752
00:36:32,040 --> 00:36:36,239
Speaker 2: years and what that has been.

753
00:36:36,360 --> 00:36:38,840
Speaker 1: Like, how are you How is cistis in sales?

754
00:36:38,880 --> 00:36:42,000
Speaker 5: Oh, I'm doing okay. I think it's been the journey

755
00:36:42,000 --> 00:36:45,319
Speaker 5: of entrepreneurship. I was a entrepreneur for the first six

756
00:36:45,440 --> 00:36:49,840
Speaker 5: years building this while I was working as a sales professional.

757
00:36:49,920 --> 00:36:53,359
Speaker 5: I realized that I didn't have any mentors or connections

758
00:36:53,760 --> 00:36:56,920
Speaker 5: in the industry, and I just felt like, you know,

759
00:36:57,120 --> 00:36:59,960
Speaker 5: taking myself back. I just didn't feel like the work

760
00:37:00,160 --> 00:37:04,080
Speaker 5: that I was doing was sales like it was it

761
00:37:04,120 --> 00:37:08,680
Speaker 5: was porting me. Obviously, cold calling, cold emailing, appointments, pitching

762
00:37:08,719 --> 00:37:11,719
Speaker 5: and closing these are all things that were important, but

763
00:37:12,680 --> 00:37:16,120
Speaker 5: when I would look at other professionals who had a

764
00:37:16,160 --> 00:37:19,720
Speaker 5: sales background, their jobs seemed much more interesting and cooler

765
00:37:20,000 --> 00:37:23,040
Speaker 5: and unique, and I just felt like the road I

766
00:37:23,160 --> 00:37:26,440
Speaker 5: was on wasn't leading me there. And much more, their

767
00:37:26,520 --> 00:37:31,719
Speaker 5: job seem much more strategic, much much more I suppose

768
00:37:31,880 --> 00:37:34,520
Speaker 5: important to the company because we're doing the enterprise deals.

769
00:37:34,600 --> 00:37:37,840
Speaker 5: And so I made it my mission to understand the

770
00:37:37,880 --> 00:37:42,759
Speaker 5: evolution of a sales professional, but specifically in tandem and

771
00:37:42,800 --> 00:37:45,279
Speaker 5: in partnership with women that look like me. And so

772
00:37:45,360 --> 00:37:47,400
Speaker 5: I would have these interviews with these women and I

773
00:37:47,440 --> 00:37:49,600
Speaker 5: would write their stories and they would tell me about

774
00:37:49,640 --> 00:37:51,600
Speaker 5: all of the things that they're doing and the private

775
00:37:51,680 --> 00:37:54,759
Speaker 5: jets and these salaries and the lifestyle. And I was like,

776
00:37:54,880 --> 00:37:57,040
Speaker 5: I don't think that I'm on the path to get there.

777
00:37:57,080 --> 00:38:00,560
Speaker 5: So we got to start this from the beginning. You know,

778
00:38:00,680 --> 00:38:03,319
Speaker 5: I love that I'm getting good at the job. How

779
00:38:03,320 --> 00:38:06,520
Speaker 5: do I play the game? And so that was really

780
00:38:06,600 --> 00:38:09,680
Speaker 5: the biggest pivot. And so our first public event actually

781
00:38:09,719 --> 00:38:12,080
Speaker 5: was at Salesforce. They were our first corporate partner, and

782
00:38:12,239 --> 00:38:13,960
Speaker 5: they opened up the doors for us at the New

783
00:38:14,040 --> 00:38:17,400
Speaker 5: York City Tower and they allowed us to have our

784
00:38:17,440 --> 00:38:19,839
Speaker 5: first event. And this was the first time that New

785
00:38:19,920 --> 00:38:22,239
Speaker 5: York City saleswomen of Club I were able to meet

786
00:38:22,239 --> 00:38:24,400
Speaker 5: each other. We didn't have a website, and we didn't

787
00:38:24,400 --> 00:38:27,440
Speaker 5: have I didn't have a business card. But one of

788
00:38:27,480 --> 00:38:30,680
Speaker 5: the adp there, Amy Frank. Can never forget her because

789
00:38:30,680 --> 00:38:33,920
Speaker 5: we honored her at our gala last year. Excuse me

790
00:38:33,920 --> 00:38:37,920
Speaker 5: the year before she was our sponsor. And it wasn't monetary.

791
00:38:37,960 --> 00:38:41,080
Speaker 5: It was just here's some space space to do your event,

792
00:38:41,360 --> 00:38:45,719
Speaker 5: don't mess anything up. I was like fine, And it

793
00:38:45,760 --> 00:38:47,600
Speaker 5: was life changing. People that have been in sales for

794
00:38:47,680 --> 00:38:51,600
Speaker 5: twenty years, two years that didn't have connections, that were

795
00:38:51,600 --> 00:38:56,040
Speaker 5: able to meet valuable connections and answer important questions that

796
00:38:56,080 --> 00:38:58,640
Speaker 5: were on everyone's mind. So I feel very thankful of

797
00:38:58,680 --> 00:39:02,160
Speaker 5: the journey, you know, from that event now to twenty

798
00:39:02,160 --> 00:39:05,600
Speaker 5: thousand globally and a thriving virtual community.

799
00:39:05,640 --> 00:39:07,720
Speaker 2: Twenty thousand. Let me update my notes. I had twelve

800
00:39:07,960 --> 00:39:09,160
Speaker 2: that's outdated.

801
00:39:08,719 --> 00:39:12,760
Speaker 3: Intel that's incredible. I think a twenty thousand. That's amazing.

802
00:39:13,360 --> 00:39:18,239
Speaker 5: Yes, and we have an amazing team and we are

803
00:39:18,520 --> 00:39:21,680
Speaker 5: all literally all over the world. We're in Denver next week,

804
00:39:21,719 --> 00:39:24,960
Speaker 5: and in New York and in London and just so

805
00:39:24,960 --> 00:39:28,719
Speaker 5: so many events and so much support and so much

806
00:39:28,800 --> 00:39:30,120
Speaker 5: visibility and transparency.

807
00:39:30,120 --> 00:39:30,960
Speaker 1: That's the biggest thing.

808
00:39:31,520 --> 00:39:33,879
Speaker 5: You don't have to go into your job and work

809
00:39:33,920 --> 00:39:36,920
Speaker 5: in sales and not know anything anymore. You can hang

810
00:39:37,040 --> 00:39:39,359
Speaker 5: someone in our app and get connected to someone who

811
00:39:39,400 --> 00:39:41,799
Speaker 5: can answer your questions. And if you don't have any

812
00:39:41,880 --> 00:39:44,840
Speaker 5: job prospects, come to our events. They are looking for you.

813
00:39:45,200 --> 00:39:48,120
Speaker 5: So that's what we're solving for. It is invigorating. It

814
00:39:48,160 --> 00:39:51,120
Speaker 5: brings me joy, brings me, it makes me bright, and

815
00:39:51,160 --> 00:39:52,880
Speaker 5: I'm super excited to be doing this work.

816
00:39:53,040 --> 00:39:55,720
Speaker 4: You know, to ask your question, Oh yeah, sure, go ahead.

817
00:39:56,000 --> 00:39:57,239
Speaker 4: I was going to say, do you what about for

818
00:39:57,400 --> 00:40:01,080
Speaker 4: entry level? Do you have programs or you know, anything

819
00:40:01,080 --> 00:40:03,000
Speaker 4: that you do specifically for people trying to get into

820
00:40:03,000 --> 00:40:03,959
Speaker 4: sales for the first time.

821
00:40:04,320 --> 00:40:07,200
Speaker 5: We have a whole program. It's called the Aspiring Sellers

822
00:40:07,440 --> 00:40:10,520
Speaker 5: for people looking to get into sales for the first time.

823
00:40:10,800 --> 00:40:15,040
Speaker 5: So yeah, we have an annual event called the Aspiring Sellers.

824
00:40:15,080 --> 00:40:19,160
Speaker 5: We have coaching and training for aspiring sellers. They are

825
00:40:19,400 --> 00:40:21,799
Speaker 5: a part of our community. Definitely, that's great.

826
00:40:21,800 --> 00:40:23,480
Speaker 4: I hear people all the time asking me how do

827
00:40:23,520 --> 00:40:24,960
Speaker 4: I get into sales, and like, I only know the

828
00:40:24,960 --> 00:40:26,480
Speaker 4: way I did it, which was like go to a

829
00:40:26,480 --> 00:40:29,000
Speaker 4: big company and be like one of you know, ten

830
00:40:29,120 --> 00:40:32,520
Speaker 4: fifteen thousand salespeople or so. And I did learn a

831
00:40:32,520 --> 00:40:35,959
Speaker 4: lot there. But yeah, that's really awesome to start pointing

832
00:40:35,960 --> 00:40:36,600
Speaker 4: people towards you.

833
00:40:36,760 --> 00:40:40,279
Speaker 2: Thank you business model wise like you were. Also, you're

834
00:40:40,280 --> 00:40:43,239
Speaker 2: not like you do so much good for us, right

835
00:40:43,360 --> 00:40:47,040
Speaker 2: for people of color, But you're not a nonprofit and

836
00:40:47,080 --> 00:40:49,760
Speaker 2: I want to point that out right, Am I wrong?

837
00:40:50,000 --> 00:40:50,880
Speaker 2: You're a for profit?

838
00:40:51,040 --> 00:40:52,040
Speaker 1: No, you're membership.

839
00:40:52,080 --> 00:40:54,959
Speaker 2: You know, people pay a membership fee. I just want

840
00:40:55,000 --> 00:40:57,360
Speaker 2: to I want to acknowledge that because I do feel

841
00:40:57,400 --> 00:40:59,640
Speaker 2: like there is especially women of color, like we tend

842
00:40:59,640 --> 00:41:02,680
Speaker 2: to think when my business is going to do good,

843
00:41:03,280 --> 00:41:05,840
Speaker 2: some kind of community good or you know, help in

844
00:41:05,880 --> 00:41:07,920
Speaker 2: some way, that it needs to be a nonprofit for

845
00:41:07,960 --> 00:41:11,120
Speaker 2: some reason, and then you're chasing grant money and like

846
00:41:11,880 --> 00:41:15,520
Speaker 2: you know those types of funding sources. What was the

847
00:41:15,640 --> 00:41:18,319
Speaker 2: decision behind that and how has that been, Like how

848
00:41:18,360 --> 00:41:20,480
Speaker 2: have you been finding it taking that approach.

849
00:41:21,160 --> 00:41:23,839
Speaker 5: I did what I'm good at, which is closing contracts,

850
00:41:24,040 --> 00:41:29,120
Speaker 5: and so I am not a nonprofit guru. I never

851
00:41:29,200 --> 00:41:33,439
Speaker 5: even considered it at the beginning. I knew that if

852
00:41:33,600 --> 00:41:36,960
Speaker 5: I had a great product and great connections, I could

853
00:41:37,000 --> 00:41:40,120
Speaker 5: walk in and I can make business happen, and it's

854
00:41:40,160 --> 00:41:43,880
Speaker 5: easier for me. And we're faster because we don't have

855
00:41:43,960 --> 00:41:48,280
Speaker 5: those types of restrictions and hurdles. And because we're faster,

856
00:41:49,160 --> 00:41:51,279
Speaker 5: we are able to serve our customer as a And

857
00:41:51,280 --> 00:41:53,000
Speaker 5: when I say that in this case, I'm talking about

858
00:41:53,000 --> 00:41:58,359
Speaker 5: the B to B corporate partners and sponsors in inventive ways.

859
00:41:58,640 --> 00:42:01,759
Speaker 5: And so we have a board, an advisory board with

860
00:42:02,000 --> 00:42:05,640
Speaker 5: excellent saleswomen, and they support us and they give us

861
00:42:05,800 --> 00:42:08,560
Speaker 5: direction and they give us ideas. But this is a

862
00:42:08,560 --> 00:42:09,120
Speaker 5: structure that.

863
00:42:09,080 --> 00:42:11,960
Speaker 2: Works for us wonderful. So how close are you to

864
00:42:12,000 --> 00:42:12,719
Speaker 2: that private jet?

865
00:42:12,719 --> 00:42:17,359
Speaker 1: How's that going? I know, hopefully soon?

866
00:42:18,760 --> 00:42:22,120
Speaker 2: What sorts of secrets have y'all unlocked? In terms of,

867
00:42:22,719 --> 00:42:25,040
Speaker 2: like I know, Chantell, I think it's so relatable that

868
00:42:25,120 --> 00:42:27,359
Speaker 2: idea that like you're looking at other people and you're like,

869
00:42:27,680 --> 00:42:29,480
Speaker 2: what am I missing? How do I get on that

870
00:42:30,040 --> 00:42:33,479
Speaker 2: conveyor belt over there? What was it that you found

871
00:42:33,480 --> 00:42:35,040
Speaker 2: you were missing? Was it just connections?

872
00:42:35,080 --> 00:42:35,480
Speaker 1: Did you have?

873
00:42:35,640 --> 00:42:37,759
Speaker 2: Does everyone need to go find assistance in sales to

874
00:42:37,800 --> 00:42:40,239
Speaker 2: then make the context that they need.

875
00:42:40,400 --> 00:42:42,680
Speaker 1: To succeed everything?

876
00:42:43,840 --> 00:42:49,120
Speaker 5: Number one, Even as an entrepreneur, connection brought capital to

877
00:42:49,200 --> 00:42:55,600
Speaker 5: me everything like professional services, legal marketing, like connections are

878
00:42:55,719 --> 00:42:59,960
Speaker 5: so so important and sometimes and the sales professional, Yes,

879
00:43:00,360 --> 00:43:04,040
Speaker 5: join an organization, hopefully join mine if you're interested, but

880
00:43:04,160 --> 00:43:07,759
Speaker 5: join any organization because it's curated connections. You don't even

881
00:43:07,800 --> 00:43:10,680
Speaker 5: have to go out and seek these people cold. They're

882
00:43:11,120 --> 00:43:13,560
Speaker 5: c rated, delivered to you on a stick.

883
00:43:13,840 --> 00:43:14,279
Speaker 3: Here you go.

884
00:43:15,520 --> 00:43:19,680
Speaker 5: But as an entrepreneur, connections are so important because there's

885
00:43:19,680 --> 00:43:21,719
Speaker 5: so many situations that you're going to get yourself in,

886
00:43:21,800 --> 00:43:23,880
Speaker 5: so many challenges you're going to get yourself in. You

887
00:43:23,920 --> 00:43:25,560
Speaker 5: need to know people who know what to do, who

888
00:43:25,560 --> 00:43:27,360
Speaker 5: know who to call, who know how to help you,

889
00:43:27,520 --> 00:43:30,839
Speaker 5: know how to support you as completely uncharted territory. There

890
00:43:30,840 --> 00:43:35,120
Speaker 5: are similarly organizations for entrepreneurs too, of course, but I

891
00:43:35,160 --> 00:43:37,279
Speaker 5: think that you know, for both sides of the coin,

892
00:43:37,760 --> 00:43:39,440
Speaker 5: you have to know people.

893
00:43:39,600 --> 00:43:40,360
Speaker 1: You just have to.

894
00:43:40,560 --> 00:43:43,879
Speaker 5: It's all requirement for you to get through the ebbs

895
00:43:43,920 --> 00:43:46,640
Speaker 5: and flows of life. So hopefully people get out of

896
00:43:46,680 --> 00:43:49,000
Speaker 5: their shell if they're shy or introverted, and you don't

897
00:43:49,040 --> 00:43:51,200
Speaker 5: have to go to everything every time, but you should

898
00:43:51,239 --> 00:43:53,920
Speaker 5: have an organization, you know, in the back burner that

899
00:43:53,960 --> 00:43:54,800
Speaker 5: you could tap into.

900
00:43:55,120 --> 00:43:57,680
Speaker 2: I love that, Alex, do you are you part of

901
00:43:57,680 --> 00:44:01,319
Speaker 2: any like sales organization speak for the men's what y'all

902
00:44:01,360 --> 00:44:01,839
Speaker 2: doing out there?

903
00:44:01,920 --> 00:44:05,359
Speaker 3: No, I'm not, and I want to learn more about them.

904
00:44:05,920 --> 00:44:08,719
Speaker 4: I yeah, assistant sales is the first time I've heard

905
00:44:08,760 --> 00:44:10,759
Speaker 4: of anything like this before, and I'm like, now that

906
00:44:10,760 --> 00:44:12,399
Speaker 4: I'm learning about it, I'm like, I'm sure there's something

907
00:44:12,440 --> 00:44:14,160
Speaker 4: like this for guys, or something like this for black

908
00:44:14,160 --> 00:44:16,520
Speaker 4: people in general, or something like this for people in

909
00:44:16,600 --> 00:44:18,239
Speaker 4: AI or what you know.

910
00:44:18,680 --> 00:44:21,760
Speaker 3: So I need to look into that because especially as as.

911
00:44:21,640 --> 00:44:25,560
Speaker 4: Someone hiring, Yeah, like having some having a place to

912
00:44:25,680 --> 00:44:28,040
Speaker 4: just reach out and ask like, hey, is anyone looking?

913
00:44:28,440 --> 00:44:31,960
Speaker 4: Is anyone interested? Here's the rec like that would be awesome.

914
00:44:31,960 --> 00:44:33,560
Speaker 4: So yeah, I need to look into this for sure.

915
00:44:33,920 --> 00:44:34,560
Speaker 3: Yeah.

916
00:44:34,600 --> 00:44:37,560
Speaker 2: And one quick question for you, Chantelle on that is, like,

917
00:44:37,600 --> 00:44:41,080
Speaker 2: with this whole mission from the current administration to do

918
00:44:41,120 --> 00:44:43,920
Speaker 2: away with Wolke policies and DEI, have you seen that

919
00:44:43,960 --> 00:44:46,400
Speaker 2: impacting your business yet? Or are you still getting the

920
00:44:46,400 --> 00:44:49,600
Speaker 2: same interest from corporations who recognize the value in a

921
00:44:49,680 --> 00:44:50,800
Speaker 2: diverse salesforce.

922
00:44:50,880 --> 00:44:54,440
Speaker 5: People still recognize the value. They are, of course, are

923
00:44:54,480 --> 00:44:58,200
Speaker 5: doing their due diligence as they should with anything, whether

924
00:44:58,280 --> 00:45:01,040
Speaker 5: or not they are for or against you administration. They

925
00:45:01,040 --> 00:45:03,160
Speaker 5: have to do as a business, do their due diligence

926
00:45:03,160 --> 00:45:06,799
Speaker 5: and organizations. But we're pushing forward. Our theme for this

927
00:45:06,880 --> 00:45:11,000
Speaker 5: year is called Redefine your revenue. Revenue and income can

928
00:45:11,000 --> 00:45:13,279
Speaker 5: come from multiple things. One is a nine to five,

929
00:45:13,440 --> 00:45:16,319
Speaker 5: the other is your independent work. You know, we are

930
00:45:16,400 --> 00:45:19,760
Speaker 5: encouraging our sales professionals to be consultants, to be fractional

931
00:45:19,840 --> 00:45:23,040
Speaker 5: sales leaders, to not wait for a large brand to

932
00:45:23,080 --> 00:45:25,239
Speaker 5: take interest in you all the time. But you may

933
00:45:25,280 --> 00:45:27,960
Speaker 5: have something to offer an entrepreneur who's looking for their

934
00:45:27,960 --> 00:45:31,040
Speaker 5: first sales hire or a company that is looking to

935
00:45:31,200 --> 00:45:34,240
Speaker 5: create structure, and you know, bring on a bunch of people.

936
00:45:34,560 --> 00:45:37,920
Speaker 5: You have skills that you've learned from these companies, it's

937
00:45:37,960 --> 00:45:40,520
Speaker 5: time to monetize them. So that's what our whole year

938
00:45:40,560 --> 00:45:43,200
Speaker 5: is about, and that's what our summit in September is

939
00:45:43,239 --> 00:45:46,000
Speaker 5: going to be really double tapping on. So one way

940
00:45:46,080 --> 00:45:48,359
Speaker 5: or the other, we believe in our community or rive.

941
00:45:48,640 --> 00:45:50,799
Speaker 2: Yeah, how to leverage your skills and sales to then

942
00:45:50,840 --> 00:45:53,960
Speaker 2: become a consultant and bring in an independent source of income.

943
00:45:54,440 --> 00:45:56,720
Speaker 2: Do you find in contracts that you sign with companies

944
00:45:56,719 --> 00:45:58,720
Speaker 2: do they often prohibit outside.

945
00:45:58,280 --> 00:45:59,279
Speaker 1: Work like that now.

946
00:46:00,040 --> 00:46:04,520
Speaker 5: Future forward companies actually are very encouraged. They encourage that

947
00:46:04,600 --> 00:46:06,640
Speaker 5: because they know it's going to happen anyways, and they'd

948
00:46:06,719 --> 00:46:10,040
Speaker 5: rather make find their talent. And you know, it's as

949
00:46:10,040 --> 00:46:12,920
Speaker 5: simple as signing a moonlighting form to let.

950
00:46:12,800 --> 00:46:14,959
Speaker 1: Them know that you will be doing any additional work.

951
00:46:15,280 --> 00:46:18,239
Speaker 5: And the studies have shown there's a Forbes article out

952
00:46:18,320 --> 00:46:21,000
Speaker 5: that talks about if you give your employee the opportunity

953
00:46:21,040 --> 00:46:24,000
Speaker 5: to be entrepreneurial, they will be more likely to stick around.

954
00:46:24,160 --> 00:46:27,040
Speaker 5: And everyone knows it's expensive to hire people, so you

955
00:46:27,080 --> 00:46:29,040
Speaker 5: don't want to leave them just because you told them

956
00:46:29,080 --> 00:46:30,360
Speaker 5: they can't do a side gig.

957
00:46:30,480 --> 00:46:32,680
Speaker 2: Yeah, I mean, it makes so much logical sense. And yet,

958
00:46:32,840 --> 00:46:36,799
Speaker 2: and yet I've heard lots of situations where sometimes it's

959
00:46:36,800 --> 00:46:40,600
Speaker 2: the leadership they get. They're like a little too mature too. Yeah,

960
00:46:40,800 --> 00:46:42,640
Speaker 2: just get emotional about it when they find out an

961
00:46:42,680 --> 00:46:46,600
Speaker 2: employee is getting sharing their talents outside. But that's that's

962
00:46:46,600 --> 00:46:48,680
Speaker 2: great to hear. I'm glad that's such a great focus

963
00:46:48,680 --> 00:46:51,839
Speaker 2: for the year. Yes, all right, ba fam, I really

964
00:46:51,840 --> 00:46:53,960
Speaker 2: want you all to check out systems and sales And

965
00:46:54,400 --> 00:46:57,680
Speaker 2: I just feel like Chantel, I think your approach is

966
00:46:57,760 --> 00:47:00,600
Speaker 2: so thoughtful and so well rounded and you truly care.

967
00:47:00,640 --> 00:47:03,040
Speaker 2: And I just see the incredible work that Citist in

968
00:47:03,080 --> 00:47:05,359
Speaker 2: Sales is doing. And I'm I know that everyone who

969
00:47:05,440 --> 00:47:08,080
Speaker 2: comes through my coaching community and it's interested in getting

970
00:47:08,080 --> 00:47:11,120
Speaker 2: into sales. I'm like, go check out Chantell, Go checkout Chantelle.

971
00:47:12,280 --> 00:47:14,200
Speaker 2: I did that recently with a Mandy money Maker and

972
00:47:14,239 --> 00:47:16,680
Speaker 2: she was nervous. She's like, right now she's selling for

973
00:47:16,719 --> 00:47:19,400
Speaker 2: a furniture store and she just feels I think she

974
00:47:19,440 --> 00:47:22,640
Speaker 2: feels intimidated, like as if joining And then I'm like,

975
00:47:22,680 --> 00:47:24,680
Speaker 2: but that's the point of Sisters in Sales, is it?

976
00:47:24,800 --> 00:47:29,560
Speaker 2: Not like you're supposed to feel safe? Go? And I

977
00:47:29,600 --> 00:47:32,719
Speaker 2: saw that you even offer what do you call it?

978
00:47:32,760 --> 00:47:34,399
Speaker 2: So like if you can't afford the price for one

979
00:47:34,440 --> 00:47:36,600
Speaker 2: of your events, you can apply to have a what

980
00:47:36,640 --> 00:47:38,280
Speaker 2: are you like, a scholarship or something?

981
00:47:38,440 --> 00:47:40,000
Speaker 1: Then yeah, I love that.

982
00:47:41,520 --> 00:47:45,319
Speaker 2: Well all right, Chantelle George of Sisters in Sales, Alex Woodruff,

983
00:47:45,360 --> 00:47:48,239
Speaker 2: what's your title? Head of Sales Fiddler? Ai fairdis for me,

984
00:47:48,880 --> 00:47:51,560
Speaker 2: Thank y'all so much for joining and you know, teaching

985
00:47:51,600 --> 00:47:54,600
Speaker 2: me a lot about the career path in sales and

986
00:47:54,640 --> 00:47:58,560
Speaker 2: what's happening in today's marketplace. Is there anything y'all want

987
00:47:58,600 --> 00:48:01,000
Speaker 2: to say before I let you go, anything on your mind,

988
00:48:01,440 --> 00:48:02,680
Speaker 2: anything I left out for.

989
00:48:02,800 --> 00:48:04,480
Speaker 1: The opportunity, means a lot.

990
00:48:04,560 --> 00:48:04,920
Speaker 3: Thank you.

991
00:48:05,000 --> 00:48:08,960
Speaker 2: Thanks for showing up twice and chatting with me anyway.

992
00:48:09,160 --> 00:48:13,279
Speaker 3: I think I covered everything hopefully we did, but thank you.

993
00:48:13,400 --> 00:48:14,760
Speaker 3: Thanks a lot, Mandy. This is awesome.

994
00:48:14,880 --> 00:48:17,600
Speaker 2: Thank you Mandy, Love you, Alex, thank you so much

995
00:48:17,640 --> 00:48:20,400
Speaker 2: for taking the time. Brother Chantelle, thank you.