The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 month ago

181: Facing Adversity w/ a Growth Mindset


In this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a growth mindset.

Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

  • How Keegan fell into B2B tech sales
  • Creating a context for people to succeed
  • Facing adversity with a growth mindset
  • Finding joy in life with passion and perseverance

Show Agenda and Timestamps

  • About Baba Brinkman & Event Rap [3:39]
  • About Keegan Riley & Sysdig [7:02]
  • Leadership learnings from massive company growth [18:09]
  • Job training beyond college: a growth mindset [22:33]
  • Facing adversity with courage and joy [24:39]
  • Music by Baba Brinkman [33:12]
  • Sam’s Corner [38:47]

One two one: Three: Three: Everybody it Sam Jacobs before yourears are graced with today's episode. This is just a friendly reminder incase you're, looking at buying sales tak this year, because of course, whoisn't everybody's buying sales deck? If you are, you might want to check outsales hackers state of the sales stack report based on responses from over athousand sales people in revenue professionals. We cover the Roi Impactand adoption of over forty tools across seven categories like carm data andintelligence sales engagement, and so many more I'll help. You answer thequestion: How can I bring the best tools together for the biggest impacton revenue and I won't help you it'll help you that's what it says. It says:it'll help you, so I apologize for that by the way the report is free. We'renot even asking for your email address, grab the link in the show nots. We willlet you get back to it thanks so much for listening and get that report.Thank you. Everybody, Sam Jacobs, welcome to the Sales Hacker podcasttoday on the show. We've got a really special guest. We've got Kegan Riley,Kekes, a long time, sales, executive and chief revenue officer and has ledenterprise sales seems all over the world. So it's a great conversation andwe've got a special surprise for you. This is perhaps one of the mostinteresting and fun episodes we've ever done so keep listening, because it'sfantastic now before we get there. We want to thank our sponsor and we've gotthree sponsors for the show. The first is outrage. outride has been a longtime sponsor this podcast were excited to announce that their annual series,unly summit series is back. This year's theme is the rise of revenue.Innovators joined the new cohort of leaders who put buyers at the center oftheir sale strategies to drive efficient, predictable growth, cross,the entire revenue cycle, get more details and save your spot at summit.Dot Out reached out io we're also sponsored by pavilion. Pavilion is thekey to getting more out of your career. Our private membership gives you accessto thousands of like minded peers, dozens of courses and schools throughbazillion university and over one thousand workbooks templates scriptsand play books to accelerate your development. Pavilion members get hired.Twenty two percent more quickly are paid fourteen per cent more and getpromoted. Thirty two percent more rapidly than their peers unlock thecareer of your dreams by applying to day at Join Pavilion Com and, finally,Demos deck the product demo is make or break for your deal, but tailoring thestory is tedious, work, Demos, tack turns weeks into minutes, so you candeliver custom demos at scale, nor acmen dummy data with Demos, tack. Youcan edit data and charts with a point and also a click and show productstories that win deals faster, see how world class sales works, use demose toaccelerate raven at Demos Acoma. Now, let's listen to my conversation withKikin Riley and a very special guest everybody, its Sam Jacobs, and welcometo the Sales Hacker podcast today on the show. We've got a very specialfirst of its kind show: We've got two guests. The first is Kegan Riley Keganis the chief revenue officer for SIS dig relates all customer facingfunctions. SISTI is the San Francisco Bay, Cyber Security Start up overtwenty two hundred million in DC funding from Excel Bayne capitalventures inside Glen Capital and Goldman Sachs incredible company,before joining Sista in two thousand and eighteen Kegan was V P and G M ofNorth America, data storage at Hewlett, Packard, enterprise running a one point:five billion dollar P L outside of work. He can dedicates most of hisphilanthropic efforts to Saint Jude. Children's research hospital is part ofthe Saint Jude Chicago Advisory Council and serves as the committee chair forthe Saint Jude Chicago Golf Classic an event. That's raised over twenty fivemillion dollars for the Saint Jude Mission, he's based in Chicago. Sothat's the main person we're going to be talking to were super excited isincredibly accomplished. Revenue, leader and a good person, but alsowe've got a special guest on the show. We've got Baba. Brinkman Baba is goingto be doing some performance for us he's going to be synthesizing some ofwhat we talk about and then coming back in at the end of the show to do aperformance to do a musical performance.

So let me give you his bile and thenI'll ask him to intrude himself founder and CEO rap artist. Baba Brinkman beganhis rap cur in one thousand nine hundred and ninety eight free stylingand writing songs in his home town of Vancouver Canada, which, as we all know,is the home of hip hop all of hip hop came from Vancouver it exactly extreme MIS cause in twothousand. He started adapting croser's Canterbury Tales into original rapcompositions and in two thousand and four he premiere to one man show basedon his master thesis the Rap Canebat Les to critical acclaim at theEdinburgh Fringe Festival. Over the years, Bob has gone on to create awardwinning solo rap theater shows about evolution, consciousness, religion andclimate change, returning to the Edinburgh Frinch Festival, ten timesand playing in off Broadway productions and he's got a new new company and anproject that he's going to be talking about so Baba. Welcome to the show,thanks for having me on today, Samon it's great to be here, we're glad tohave an Kikin Wada. You say high ass, well, yeah, Hey Sam long time listener!First Time. Yes, thank that's! No! Those are my favoritekind, so papa you're, gonna you're, going to come back in at the end of theshow, but tell us just give us a little bit of of you know a snap shot. We callit the baseball card just tell us a little bit about yourself, so that wecan look forward to you know thirty minutes from now, when you return yeahfor sure so yeah I was doing like science communication wrap. Let's saythat's been my little niche, I do one man shows and I release records. If yougo on spotify or apple music, you'll find the rap guide to various topicsand their. You know straight up hip hop records, but you get a lot of you get alot of scientific information off them when the pandemic it. I was like whatam I supposed to do now. You know where's no more live shows, so Istarted reaching out to people. I knew especially in enterprise and softwarecompanies and saying, like hey if you've got a meeting I'll jump in onyour meeting and wrap about whatever you're talking about, and I developed.This sort of virtual custom rap show that I did over the course of twothousand and twenty. The main one is the wrap up which I'll do at the end ofthis. It's where you come in with nothing prepared, listen to a wholeconversation. It can be a sales meeting conference whatever and you kind ofwriting the wrap in real time, responding to everything you hear andthen you know kick the lyrics at the end and sort of wow everybody with acogent rap summary. So I did that all throu two tousand and twenty and thenin early two thousand and twenty one I started reaching out to some wrappers.I knew and saying you know not a lot of shows happening. Would you beinterested in some of these virtual gigs, and so I found it. This companyis called event rap and now represent ten rap artists who all do custom.Commission writing projects, free style and basically just do their thing, butin a very specific technical, let's say, like utilitarian context,we're here to live and up meetings and we can do it to podcast to so I'll, beI'll, be showing you a demo later. That's awesome we're looking forward toit and I think it's a I mean my company might be interestedin using event raps. So I'm glad we had a chance to connect, but let sales yeahexactly let's, let's hop over to Tokian so Kikin. You know, I read your Bile,you, your cro of a company called SISTI. You tell him you told me before westart recording that you guys are just absolutely killing it, but give us alittle bit about you know. So so you work at this company CYSTIC. What dothey do in your? In your words? Yes, so you know it depends on who I'm talkingto. If, if I'm talking to my parents or my relatives, I just say we're a cybersecurity company and leave it at that. If I'm talking to a technical audience,I go into a little bit more detail because suspicis capitalizing on aplatform shift that's occurring in terms of how companies buildapplications. Increasingly, companies are billing cloud native applications,leveraging containers and Couban ttes and and built completely in the cloud,whether it's us or Google or Microsoft, and any time there's a major platformshift like that legacy tooling tends to break so a lot of the security toolsfrom kind of the whole school on Prem...

Data Center world. Just fundamentallydon't work for cloud security, so systim was founded around the premisethat container and claud security is going to be a really really big marketin the future. So it's not just a start up. That's invented a better mouse trap.It's a start up that you know that has, as basically made a market in terms ofcontainer and Kubernetes security, and this I get it now and I can see whatyou guys are doing so doing so. Incredibly. Well, so part of the valueproposition is helping enterprises transition from on prime to the cloudwith the confidence that they'll have the right security and systems andplaces that right, yeah, absolutely right and even more than just going tothe cloud. Modern applications are built in a fundamentally different way.The old waterfall approach, where you know you version one, takes six totwelve months to write and then you deploy it and run it for eighteenmonths. That's just not how applications are built anymore. Nowmost organizations deploy using continuous integration, continuousdeployment where the Code Changes Multiple Times a day, and these thingscalled containers which are sort of the building blots of Clonaid applicationsvery ephemeral in nature. You can write part of the code on a laptop and astarbucks. You can write part of the code. You know on a desktop in Indiaand another part of the code you know might be in San Francisco, and so withthis mobility, the the kind of analogy we use is old style application.Security was like hurting cattle. You could put fences around them and kindof trust it container security is like locus, they kind of come and go they'reall over the place, they're really hard to keep an eye on their small lightweight, and so we've brought a product to market. That's highly differentiatedin this new space wow. I feel and exactly to your point, you know,because I used to do some MENAPI sales for a big machine learning company andthey were always e focused on were in the cloud releasing new code. You knowonce a day, if not more often- and you get these stairs from people at you-know big banks and things like that saying you know we that's not how wework yeah. So I can imagine that you're, probably only even as well as you aredoing. I imagine you're only at the beginning of what's going to be thismassive tail win for you in terms of large enterprises, transitioning, verytrue, it's it's the early early innings of the game and we're happy that we gotfirst mover advantage. Ironically, a lot of the big banks have gone with theprogram and now think of themselves. As Tech Company is so and is the versesand Fintech is our top vertical. That's awesome! Well! So how big is thecompany just give us some framing? So I mean I mentioned that you've raised alot of money, but evaluation, number of people, whatever feels you know safe tosay in public for sure right, the stage of growth yeah. So I guess just to giveyou some sense of how we've grown. I joined the company about three yearsago. Very, very early. You know one of the first I think thirty employees andwe were just under five million in Arr over the course of those three yearswe've grown up were about three hundred employees. Today were more than ten xgrowth on Arr and we raised our last round. We closed it in April of thisyear at a one point: Two Billion Dollar Valuation Wow twenty times good, is that we live in good fundis ina good fundraising environment if you're building something that that'sneeded. It's funny. My previous start up was agun to called Nimble, storage and Gray Gray Company, just a beautiful companyon every single element other than the fact that it was an on prem data,storage, appliance and so to give you some sense of what the valuation or thethe multiples look like. In that space we crossed five hundred million inrevenue and we sold the company to H pe for one point: two billion, so the market segment matter it reallydoes positioning is everything. Well, congratulations and all thegrowth and, like I said I can clearly...

...see the value proposition. So, let'sjust dive into a little bit of your personal history. Tell us about yourbackground. You know I read. I read, I summarized the Bio that you sent over,but you know you ran a billion plus P nl for H, p enterprise, How d you getinto sales? How did you find this career? How did you become so good atit just give us you know, obviously it's a a little unfair to ask somebodyto summarize their entire life and two hundred and twenty seconds, butnevertheless that's what I'm doing so by saying you made a big leap there bysaying I'm really good at it. I'm kind of still figuring it out and one dayI'll be good at it right now, I'm employable. Let's leave it at that thatthat that statement comes from. I think my upbringing I'm from Minnesota andyou know, but my parents were school teachers, pretty kind of blue collar,big midwestern family, and so I always try to stay rooted in some of thosemidwest values. Right work, hard, be humble and be kind people that there'sa there's a term called Minnesota Nice that, yes of encies, like you know, you bringhot dish to your new neighbors and what not? So that's that's where I'm fromoriginally and where all my family lives. But once my third brother wasborn, my dad figured out that eight thousand dollars a year as a teacher,probably wasn't going to cut it, raising three kids who are playinghockey, which is a pretty expensive sport. So he got a gig selling a trahe's a really outgoing person, just a naturally gifted sales person, and hestarted his sales career selling insurance, which you know talked aboutearning your stripes and then looked on with a bar that sold IBM systems inMinneapolis in the in the s and that led to a channel role at apple in thelate s and he was transferred to Cupertino in the S. sadly, as we jokedabout amongst the family, quite often he did not hold on to his apple stocks,O no cause it could have been. Although I still maintained that, if you wouldhave, I probably wouldn't be doing what I'm doing I'd be sitting on a beachsomewhere, you know living off my trust fund. So maybe it's good for me in thelong run. But so I was I spent kind of my formative years in the bay area,went to high school and and started college in the bay area. So this wassort of the mid s when enterprise tech was really starting to become a thingso early exposure to it and and kind of take pride in that midwestern workethic, coupled with an entrepreneurial world view and a lot of diversity, alot of exposure to folks that come from different parts of the world and thingslike that, and so that's kind of my early years and I've had a couple ofcareer aspirations in my time that the first was to be an NFL football player,because the other thing that was going on in the bay area around those timeswas that the forty niners were really really good. So love the sport. I alsoilove hockey as well, and this was Steve Young era. Forty niner yeah, SteveYoung, Ara, Stevia, Terry Rice and, and you know, Ronny Lot and great teams.You Know Don Sanders at one point, really really fun teams to watch.That's awesome! So were you a quarterback? No, I was a defensive end.Oh Wow yeah. It turns out that the NFL is notlooking for a lot of slow, two hundred and twenty pound defensive ends, thoughso that correct didn't really didn't really take hold. I spent two years atSaint Mary's College play involved, but then transferred to US C in southerntow and studied electrical engineering. So my second career aspiration was tobe an engineer. You know I figured a lot of companies being founded a lot ofpeople getting really rich and things like that, and so I was going to be anengineer and start at Tech Company, and then you know quickly determined that Iwas a pretty terrible engineer, a probably had the the mental equivalent of being a slow twohundred and twenty pound Defensive Ed,...

...and so you know it's kind of drifting alittle bit after college. I had this due degree and had dabbled intoengineering roles and had some friends that had gone into sales, and so I kindof pivoted and said what that job sounds fun and I love tack. I lovetalking about tact and I, like you, know, going out and socializing I'm anextroverted person and things like that. That's what I'll do all the in sales,and so I set that chorus set up early age had a couple. missfires early ishard to get that first sales job, but eventually landed it and never lookedback. So have you always been doing enterprise sales? You know you led asad some er of so that's. Okay. We like real world intruding into the PODCAST.It confirms it's not scripted. Have you always been doing sort of likehigh, and you know true, deep tech enterprise sales or to have you seen abunch of different sales motions? How much? What's the background on thistype of sale? Yeah, you know I've always been in some form of B to betech, sales, but I've seen sort of all levels and all segments. I started witha really small company that sold access control, software and CCTV cameras toprimarily small businesses, and then I did some mid market stuff. I work forMC Corporation in the early days of the Commercial Division there, Oh wow,because that was a great sales organization that was the ultimate likepound. The pavement like we're, going to give you a patch a dirt, a phonebook and a phone line and go find some deals, and then nimble storage startedprimarily mid market and then over time, pushed up into large enterprise andeventually had a really really good large enterprise business for the pastcouple of years, and then Sisti is sort of the opposite of Nimble. We startedvery much large enterprise and global and we've been sort of graduallypushing down into the mid market wow. Well, that's incredible experience andso well rounded. How big is your sales organization now or the RevenueOrganization? We got about a hundred people, so that's a lot of people sothe standard question perhaps, but what do you think the keys to leadership areyou've helped accompany tex over the last three years. You've helped grownimble storage to over five hundred million. I think is what you mentionedso when you think about the keys to your success in specifically the keysto leadership. What comes to mind, I think I mean leadership in my view, bydefinition, is, is about creating a context in which people can do greatthings and great things beyond what they thought possible right. So if youfoster that environment and you hire the right people and you find peoplethat are gritty and are passionate about what they do and willing topersevere, even when things get tough and are relentless in their approach,that's a recipe for success. I mean if you get those things right, it's kindof hard to fuck it up. If you get those things wrong, it's really hard tosucceed so that those are the fundamentals of how I think aboutbuilding a team. So how do you create that context? You tell me, you know,give us some. Also, it's always nice to you know her. Some specific tactics,like I don't know, a specific kind of meeting that you have or specific Spif.But how do you go about creating a context for people to do more than theythink they can do so? I think the first thing is you got to define your cultureright and I think culture and kind of the term hiring for cultural fit insome ways can be misunderstood and I think it's been misinterpreted by a lotof companies as shorthand for higher people. That look like me and think,like me, and you know group for the same sports teams and so on it's overand that's not what it's about. When I say you've got to define your culture,every company has a brand, and every company has a DNA that informs how theyoperate, no different from a person or...

...a family right. You've got your guidingprinciples and you've got to decide what those are. So, for example, it'sthis big, there's three pillars that we've decided our core values. Thefirst is love our customers and put them at the center of everything thatwe do. The second is trust in the team, which sounds simple and peoplesometimes think it just means. Like Oh yeah, you know people have integrityand they're honest, but it's more than that. Trust in the team to US meanswe're a meritocracy and we're going to keep the bar high we're only going tohire a players who are really really good at their job. So we can trust thatthere's accountability, that everybody is going to get hit done and then thethird element is dig deeper, which, aside from being kind of a cheesy punon the company name, Sisti really is about hiring gritty people andfostering an environment of grit where, where people are passionate about whatthey do and have the ability to persevere over long periods of time inpursuit of an ultimate high level goal which we define as building a greatcompany that will all be proud of for the rest of our careers. So we definethat culture and then every hire that we make is viewed through the lands ofto this person's personal values align with the corporate values and are theygoing to be additive to the overall entity. So this sounds a little bit.You know wishy washy kind of organizational behavior oriented, butI've become a believer in this. So that's the first thing and then, as youkind of go through on boarding new folks bringing them on board, you gotto be explicit in your expectations. You've got to build a business plan andcommunicate what the vision is. A wine everyone behind the vision and thenbasically treated as a process salesmen is meant, is no different fromengineering or manufacturing. It is a process, and if you control the pieces,you control the whole of it and you just measure yourself and- and You keepyourself in a disciplined state, doing the right activities and good thingshappen. I love it and I completely agree with you on articulating values.When I was early, my cree, I felt like how important can it really be to havethese these statements that seem pretty generic, but it turns out that they'realso so useful, just because it provides context for all the feedbackthat you give your team in terms of being able to reference the values ahundred present, but you've got to live them right. You can't just put them onthe wall and then never think about that. You actually have to think aboutthem on a daily basis and reinforce the behavior. That's a line with them andcorrect the behavior. That's not a line with them. So let me ask you a question:There's you know there's all this. You know all lots of it's very fashionable,especially, I think you live in Chicago now, but where you used to live in SanFrancisco, very fashionable for for engineering types and other people tosay college is broken. You know people shouldn't go to college, it's a wasteof money, etc, etc, and it's also true that lots of people that grit and goingto a great college or sometimes going to college at all are not necessarilydirectly correlated. How do you think about evaluating greediness and haveyour preset qualifications for what an a player looks like shifted over thecourse of the last couple o years, a sort of post? Second, you know isplatforms like lamb to school and other things have emerged that are that arefocused on training people beyond what they got at college yeah. It's a greatquestion and I do fundamentally agree that the world is changing and thatthere is no one straight ladder to success like there used to be, I think,there's a variety of reasons. That's probably a topic for a whole otherpodcast, but online learning and just the the free flow of information allowsself starters to educate themselves. So I'm a true believer in that, but Ithink, as with anything there's no one size fits all answer right. It's highlynuanced! It's highly personal and you've got to make the right decisionfor your particular situation. I think there's a ton of value in college. Ithink there's a ton of value in graduate school. I think the key isyou've got to have a growth mindset and...'ve got to educate yourself andyou've got to be open, minded to continuous learning for your entirelife and your entire career and, however, you accomplish that is up toyou and when we look at folks when I look at folks as potential employees orpartners or potential investors or investments, I care a little less abouthow they got there. I just care that they got there and I care that there'sa track record of success and a track record of finding a way to get the jobdone successfully and the right way. I love it. Yeah- and I agree with you and it's fascinating to watch, as does theworld shifs evolves. So one of the things that that you said when we werepreparing for the show you wrote- and I think it's really interesting I'd loveto hear your thoughts on it. US You wrote, everybody should get punched inthe face, at least once in their life. Tell us, you know what you mean by that.I know that you know you've personally faced some adversity talk about sort ofhat when you say that tell us about you know all of the thinking that goes thatgoes underneath it yeah. You know it's funny, I you know. I did this one pagermany weeks ago and I think when I, when I wrote that I was thinking about itsomewhat superficially right, like you've, got to hear no and you got toget knocked down, so you can stand back up and things like that, and I dobelieve it right. I think adversity and overcoming adversity is not somethingyou're born with it's a skill that you've got to develop right and it's, Ithink you know, I think, you're a parent, I'm a parent, there's a lot ofparents out there. You know you got to let your kids fail right. You've got tothey've, got to learn, to lose and they've got to learn to be competitiveand they've got to learn to dust themselves off and things like that,but I think what your reference that not to get too personal, but I had abit of a tragedy in my family. My little brother passed away unexpectedlyabout three or four weeks ago. A sorry yeah thanks. I appreciate it. It wasvery sudden, you know Healthy Guy, just total fluke incident with his heart,and you know I won't go into the details of it, but suffice to say itwas about a three week or deal, and it was about the most painful thing that afamily can go through, and you know now the statement that that I wrote as I'mlooking back at and I'm like God. I guess I'll find out if I really believewhack wrote about it right, there's a great quote from Adam Grant who's apsychologist at Wharton that I read recently he said personality is how yourespond on a typical day. Character is how you show up on your worst day, it'seasy to demonstrate fairness, integrity and generosity when things are goingwell. The real question is whether you stand by those values when the deck isState against you, and that quote, you know kind of it. recenter me at exactlythe right time. You know. Sometimes you come across the right idea at the righttime when you need it, and you know my brother was a great human being, andyou know we had a lot of great times together right and I, as I was kind ofthinking about, because Ulo and things like that, we were big on movie quotes.We would always joke each other, a joke with each other and kind of throw amovie coats out, and I just heard like in his voice. I heard the van wilderquote: You shouldn't take life too seriously. You'll never get out of life,and it just he because it's true I mean this iseverybody. You know, everybody's gonna die, and you know you don't know whenyour time comes, and so you've got to realize the life is precious and you'vegot to make the most of the time that you're given and you've got to live afull life, and so I think you know I'm proud of my family and I'm proud of theway that they've all chosen to respond, which is to focus on immense gratitudefor the time spent together, faith that he's still with us in spirit and aserious commitment to doubling down on living a life that would make him proudand bringing him with us.

You know like, doesn't always go theway you wanted to go right, like sometimes Shitty, unfair things happen,but if you put in the work to be a gritty person and if you live withpassion and you mindfully practice, the skill of perseverance you'll beprepared when those shitty things happen. I genuinely believe that, and Ithink to translate that back to business because nobody wants to youknow talk about my woes as a leader as a sales professional as a husband orwife. You need to be prepared to meet the moment and meet the moment withfortitude and prudence and and sometimes light gives you a role andcalls upon you to play a certain role in the lives of other people, andyou've got to be ready to do that and to me that's what life is about it'swhat leadership is about it's, what being a human being is about. So that'sit's just how I tend to think about things again. I am so there's just notnot a lot of words for for what you have gone through. So I'm really I'msorry. I appreciate it, but I think what you said is reallyprofound, but you added a wrinkle to it when we were chatting that I think it'salso really interesting, because it's not just about, I think some peoplehear grittiness or fortitude and they hear kind of like white knuckling it.You know like great gritting, your teeth grinding it out and just sort oflike shrinking, but but being stubborn and you you have a more in myperspective. You know a more elevated, a more a different perspective on it,which is that you not it's not fortitude and perseverance, isn'tnecessarily about kind of Stoicism, necessarily or even negativity aboutgrinding it out. It's also about having gratitude and and almost love and andgrace and being happy about the preserver, ance and bringing love to itand saying like and holding it like. An egg is supposed to like trying tosqueeze it into oblivion. So to speak. I don't know if that's intentional, butthat sort of one of the things I took from what you said Yeah. I think that'sreally well said and by the way I think I've said the word Grit almost a dozentimes already. I should give credit work credits do there's a book calledGrit written by Angela Duckworth, who is also a psychologist at at Wharton,and I highly recommend reading that book. You know, I read it. Probably Idon't know six seven years ago or something like that, and I still goback to it. It talks a lot about exactly what you're describingbasically she defines grit as the combination of passion and perseveranceand you're right. It's not you know it's not. Everything has to be a whiteknuckle brute forest type of approach. Right you can be. I mean I know somepeople that outwardly look like the most easy going laid back southernCalifornia surfers. You know I went to University of Southern California. Alot of my friends grew up at the beach, and these are you know, folks, thatthat you kind of picture mentally in board shorts and you know drinking acorona on the beach, but they are ruthless in their pursuit of theirprofessional and personal goals. They just go about it in a really joyful way.So I think you're absolutely right about that. You have to find joy inlife. You have to enjoy what you're doing. If you don't, it will eventuallybe exposed right, like you, can white knuckle it and do a job that you hatefor a hundred hours a week, but eventually you're, probably going tohave a heart attack and get a divorce, and- and you know the release belt isgoing to come in an unhealthy way. Yeah. I completely completely agree you gotto find you know some people say enthusiasm. Jerry Seinfeld has a wholeriff on this that he talked about with Howard Stern. He said that you knowhard work is the troops, but love is the general. You know, passionateenthusiasm is a thing that compels you to bring all of this discipline andhard work, because you love what you do so yea once other people can find thaton were almost at the end of our time together before we want to bring Bababack in a little bit, but before we do that, we want to make sure that we'reable to connect with you, hopefully when we're not listening to the saleshacker podcast. If folks are listening...

...and they want to reach out to you-maybe they're inspired- maybe they want to work for CISTI. It sounds like youall are growing quite rapidly. What's the best way to get in touch with you,yeah absolutely I mean the the cystic website. Tistics has all of our jobslisted. Where were three hundred people now we're going to be six hundred bythe end of the year, so there's Ollo jobs the end of this year and of thisyear, my on very, very fat pecus. If you're want to talk about a job, youknow go to the sisting website and then probably the best way to get a hold ofme is linked in Tegan Riley, Ke Egan, Riley, there's not too many of us onthere. So I should be fairly easy to find and direct messages on unlinked inor probably the best way to go about it. My emails t an t system, I get a ton ofspam and we use slack a lot so I'm not real responsive on email but happy tochat whether it's about jobs or mentor, ship or advice, or I just want to tellme that my interview, sucked I'm okay with that too. The motivation of somebody that wantsto go to the trouble of reaching out to you only to tell you that yourinterview suck that person needs to refigure their priorities of such alife time. I can't wait for someone to do it and all I exactly Bob. Are you still out there yeah I was.I was put myself on mute, so you could not hear me jabbering away in thebackground a we got to Noles, Oh cool. Well, so what are we going to do? The?Are we going to do the wrap up? Yes? Indeed, so, just so people I brock on what itwent down here is I came in with a blank page. I listened to theconversation for the past twenty five to thirty minutes and in the backgroundI was taking, notes writing lyrics, and this is a brand new song. It did notexist forty five minutes ago and I don't want to send expectations to e,but I o has on this as Siss. I've seen him do it on. I think three continentsnow and a never disappoint. So I am here so I am bated breath over here.Yeah and you know I just I want to thank Hegan for putting me on not justhere but at other spots. You know when he saw me do this. The first time hewas he's been Super Generous, like persuading people that are inherentlyskeptical, that they should give this type of thing a chance. It is kind of ascary new concept, even for me, but I have a time of fun with it. So so herewe go. Let's drop this track. It's the sales hacker podcast anthem! You guys! You guys hear that beat allright. We hear an let's go right: Yeah Yo, shout out to Kingani and Sam Jacobs.Yes is tick because it's the sales hacker podcast wagging ubon last youchase minnows or whales. That's the contrast that the sales hacker podcastyeah, we an blast. We make a prospect out of a contact beyond that. It's timeto make tracks cry. Bressan never backwards from container Cupana is tohypertechnique sist digit. Can you make Sam Jacobs happy only if you capturethe secret sauce of sales backing? Can you seek and find it the secret asdeepest diamonds? Look for the holy grail in the bio of Keegan Riley,proving that you can hit the quota making the price even when you're deepdown so Minnesota Nice? So what do you really do Keegan come on to find itwith purity? You're? Not Talking to your grandma, I don't say cybersecurity. We make the Cooper and nets in containers less on, because thatsecurity system is like a swarm of locust and the Saint. The old waterfollow a lot of problems. You got a SOB, I was a defensive end and SIS dig is onthe bother. The old system of the applications is disappearing in Cetinthe wizard sales. It's not in engineering, just the wizard runningand trusting his team Kikin's like Yo everybody. You need a job come to me.We're about to double our whole. Three hundred work force would only apply ifhe got a hunger, an thirst for on the sales happer podcast, with bring andswagger to bomb fast, chasing whales, never minnows. That's the contrast,sales hacker podcast as SAM. We an blast, take a prospect to a contact.Yet beyond that, it's about leadership...

...right and defining the culture makingevery hypothesis true or instead of bosserts in the team, so they pinednever stuck in one place. There's no progress without getting punched in theface, find the baby steps ahead. Youve baby, those accube, the master, placesthat get tracked by Mr Sam Jacobs. The very last day of your life just makethis the first day character is how you show up on your worst day. The onlyproblem you never going to solve is your life because face it, we're allgoing to die, so all right just have a good time and live a life that you'reproud of, because one day this party's going to keep on rotting without us someet the moment baby. He has listen to Keegan and own it when you do wrongsecret onement. Just keep that motion wisdom deep as the ocean tragedy. Keganknows it, but come with love and gratitude and successful, be explosive.Like Sis dig gave you twenty x, O killing in two thousand and twenty one,their valued at one point: two billion. If you want success in scales, you gotto work for it. It doesn't matter if you're, southern California, with theSurf Board Yeah, that's right, love cheek in is giving you some I'll say it.If no one else will keep in your interview sucked I'm just kidding. ManHe's one of my favorite men, so he can put me on again on the sales sackpodcast bring a swagger, the Brom fast chasing whales for never minnows.That's the contrast, sale, SEC podcast as San we on Plas. We turn the prospectO contact. We on Dat to sell Sacke podcast, bring wagon the bum fasttasting whales, but never minos. That's the contrast. Sales Hacker, PODCASTSSAM, mean blast turn the prospect into a content beyond that. We on that wow amazing. Well! Well, I'm going to edit the end of thatand I'm just gonna. Listen that on repeat while I well, I go for while I exercise it'sthat was amazing, great job, you, you got yourself an anthem feel free to putit on Lutie I'll. Tell I'll tell the team to cut it. Now. We've got newintro music Baba. That was fantastic. If folks want to hire you what's thebest way to get in touch with event rap, so the website is a event Rapo, it'sevent wrap ink across various socials and there's not he's not really muchout there like us. So if you look at like rappers for events wrappers formeetings, we're kind of building this industry from the ground up hit me up,I'm on Lincoln Bobo, Brinkman Baba, brink man and we'd love to talk to youabout about your event or whatever you're working on. Thank you so muchKegan. Thanks for for bringing Bob on the show, it was great and we'll talkto both of you on Friday for Friday fundamentals, whalesome was a lot offun. Thanks am thank you thanks for having Me Hey folks, Sam Jacob Sam's Corner, Whatan episode Huh and we've got another special special rap and song and performance from BabaBrinkman on Friday for Friday, fundamental so stay tuned, becausethat's going to be an incredible episode, but she took all of those notes during myconversation with Kegan and he delivered it, and- and we probably needto use it for something to promote sales hacker because it was justabsolutely fantastic. So obviously Kiggins an incredible guy and Bob is anincredible lyricist and creator. An artist- and you know it's interesting- makes methink about the globalization of hip hop. This art form that you know emergereally from from Brooklyn and from New York City is now Baba's based inVancouver, and it's really it's fascinating how how it's taken over theworld. So it's I really enjoyed this episode before we go. We want to thankour sponsors. We have three sponsors, as you know, if you haven't checked outthe rise of revenue, innovators, that's this. Your theme for unly Summit SeriesGo to summit dot out reached out io by the way Pavilion Pavilion is the key togetting more out of your career leverage, the pavilion for teams,corporate membership to enroll, your...

...entire revenue organization in schoolslike frontline manager, school sales, school chief revenue officers, schoolcustomer success, cool and so much more unlock your career of your dreams byapplying to day at Join Pavilion Com and, of course, demo stack. The productMos make or break for your deal, but tailing her story is tedious. Work.DEMOTIC does a bunch of really cool things. Youcan edit data and charts with the point and Click and show prack stories thatwin deals faster, see how worlds class sales works used. A most tack at DemoStacom, if you're, not a part of the sales hacker community, yet so manygreat communities out there you're missing out any sales professional canjoin as a member ask questions, get answers and share experiences, jump inand start a conversation with more than seventeen thousand sales professionalsat sales hacker. If you want to help us out, please do so by giving us a fivestar review on wherever you get your podcasts spotify itunes, something elseand- and if you want to get in touch with me, you can. You can email me, Samat John Pavilion M, otherwise I'll talk to you next time, thanks so much forlistening, Hey folks, Sam Jacob Sam's Corner, Whatan episode Huh and we've got another special special rap and song andperformance from Baba Brinkman on Friday for Friday, fundamental so statetune, because that's going to be an incredible episode, but she took all ofthose notes during my conversation with Kegan and he delivered it, and weprobably need to use it for for something to promote sales hackerbecause it was just absolutely fantastic. So obviously, Kikin's anincredible guy and Bob is an incredible lyricist and creator. An artist, andit's interesting makes me think about the globalization of hip hop. This artform that you know emerge really from from Brooklyn and from New York City isnow bob as based in Vancouver, and it's really fascinating how how it's takenover the world. So I really enjoyed this episode before we go. We want tothank our sponsors. We have three sponsors. As you know, if you haven'tchecked out the rise of revenue innovators, that's this year stem foronly summit series go to summit tot out reached out io by the way PavilionPavilion is the key to getting more out of your career leverage, the pavilionfour teams, corporate membership to enroll, your entire revenueorganization in schools like frontline manager, school sales, school chiefrevenue officer, school customer success, school and so much more unlockyour career of your dreams by applying to day at Joint Pavilion Com and, ofcourse, demos, tack. The product am Mos, make or break for your deal, buttailing. The story is tedious work, Demos, tack does a bunch of really coolthings. You can edit data in charts of the point in Click and show prackstories that win deals faster, see how worlds class sales works used to Mustaat Demo Stacom, if you're, not a part of the sales hacker community. Yet somany great communities out there you're missing out any sales professional canjoin as a member ask questions, get answers and shure experiences jump inand start a conversation with more than seventeen thousand sales professionalsat sales hacker. If you want to help us out, please do so by giving us a fivestar review on wherever you get your podcasts spotify itunes, something else,and if you want to get in touch with me, you can you can email me Sam at joinpavilion, otherwise I'll talk to you next time, thanks so much for listening.

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