Key Talking Point of the Episode:David’s background: How he turned his anxiety into a careerThe overlap between sociology and salesDavid’s definition of EmpathyHow David is building his team during this Covid periodWhat does purpose mean to David?David’s first commission from the million-dollar clubQualities of top performersHabits that help David get better and stay afloatHow does David handle bad times?Does David love winning or hate losingQualities of good leadersDavid’s Lessons on Leadership from Jurgen KloppKey Milestones of the Episode:01:41 David’s Background and how he got into sales04:34 David’s first interview07:51 The overlap between sociology and the business environment 12:02 What is empathy for David? How does David build empathy with his team?18:12 What types of things is David trying to build with his team during these bizarre times of Covid-19?26:03 David’s definition of purpose for himself and his team?30:11 How David used his commission from achieving the Million-dollar club35:21 What are the qualities of top performers, according to David?43:12 What habits and routines does David have in place that helps him get better?44.60 What does David do on a bad day? What gets him back to his best?49:14 What does success mean to David?50.01 Does David love winning or hate losing?50:15 Qualities of the best leaders that David has had a chance to work with52:01 Whom does David admire in sales? Magical Quotes from the Episode“Seek to understand, and then you can be understood.”“Sales isn’t just about bringing in revenue or about making the money that you make. Sales is really about making a business work.”“Somebody out there is going to be successful in spite of the circumstances. There is no reason why I can’t be that person. Why not me?”“You’ve got to earn it, every day.  Earn every single conversation.  The second you take that conversation for granted you start to fall off the horse.” “Build a weekly plan, that iterates daily.”“Attack every day with a sense of purpose”“I think part of the reason why a lot of salespeople burn out is we buy into the consumerism of sales.”“We buy into the idea of getting yourself the new watch, the new suit. For me it’s about what other things mean a lot more to you?  If I were to leave the Earth tomorrow I can say I made an impact here and that’s what makes me happy and give me passion to make every day that much better.”“Never expect anything of others, you wouldn’t do yourself.”“When you want to be the best, you stop cutting corners because doing the things that the best do means doing the things that they best do.”“1. Care 2. Find a way to be the best and continually do those things that help you continuously be the best 3. Learn from your mistakes.  The second I stop thinking I make mistakes, is the second I’m lying to myself”“Not about being the best of all-time, it’s about being the best that night day to day” Related Links:Jurgen KloppJurgen Klopp on LeadershipBill WalshDavid’s Linkedin

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