The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 5 months ago

Friday Fundamentals 138: Tom Stern

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Friday Fundamentals 138: Tom Stern

Hey, everybody, happy Friday.It's Sam Jacobs. Welcome to the SALESACCER podcast and to Friday fundamentals. Youknow Friday fundamentals. It's that short five to ten minute format where we bringyou actionable insights to help make a difference in what you do today. Todaywe've got back on the show this week's guest. Time learn you. Okay, Tom Totally. That was my tip, by the way, seats, Godbless you. Sorry, I should have said that anyway. So here'sthe point, everybody. We've got this week's guest back on the show,Tom Stern. Tom Runs Stern executive search. She's also an award winning author.I think he's won an Oscar as well. He's done a lot ofamazing things. Jerry Seinfeld and Jay Leno are both on his website, andthat's Tom Stern centralcom. The book is called Fearless Cell More, and we'vegot him back on the show to ask the question what's one thing you cando to improve your life today? So this is a this is a farreaching question and I'm sure will be insightful and wise, as as was ourepisode earlier this week. Now, before...

...we get there, we want tothank our sponsors. We have two sponsors for Friday fundamentals. The first isoutreach. Outreach triples the productivity of sales teams and empowers them to drive predictableand measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligentautomation. Outreach makes customer facing teams more effective and improves his ability into itreally drive as results. We're also sponsored by pavilion. Pavilion is the keyto getting more out of your career. Our private membership connects you with anetwork of thousands of like minded peers and resources where you can tap into leadershipopportunities, professional development, mentorship and other services made for high growth leaders likeyou and the team that you are a part of. Unlock your professional potentialwith a pavilion membership. Get started today at join Pavilioncom. Now, TomWelcome back to the show. Thank you, Sam. It's great to be hereand where there's the sneezing. Episode is over. WAS THAT ALLERGIES?WILL ANYTHING WE NEED TO BE CONCERNED ABOUT?...

I'm allergic to introductions. Well,I apologize, then, that was a long winded one. Our questionfor you today is this? What is your top recommendation to help our listenersimprove their lives? My top recommendation, and it has paradoxical elements, isto dream big. When I was a really troubled youth consumed by anxiety,I believe I have a PhD in fear, phobia being the key, and itstarted when I was very young and I used to rock on my bedevery night to self soothe myself because I had so much anxiety. I hadadhd, I couldn't focus on my homework, I had dyslexia, was hard forme to read. I was in a home environment that had its deficienciesand troubles and I escaped into my imagination and I dreamed like Walter Middy,which is an old reference but a great movie, of all the incredible thingsthat I could do. I was the...

...hero in every one of these stories, a great baseball player, a senator, a president, whatever it was,I discovered a cure for a disease and I would rock myself into astate of calmness. Now I don't recommend rocking and I don't recommend all ofthe anxiety. In fact, my book and my philosophy is about reducing fearand fearing less. But even in my most troubled state, at the mostchallenging part of my life, I used my imagination. To dream big andgive yourself the permission to imagine what is your greatest self, however it manifestsitself, whether it's doing extraordinary things in the peace corps, being a volunteer, running a corporation, being famous, being wealthy, but hopefully with thebest of intentions. Whatever your goal is, allow yourself to imagine it, enjoyit, create stories around it.

But CON commonant to that, onehas to all what, not only dream big, but all yourself to workvery small or incrementally towards those goals. And they don't even have to begoals, dreams, and I call it building an empire of crumbs, tinylittle morsels that reconfirm for yourself your value, your hopes and allow you to sustain, especially during difficult times, as you grow and believe and come tobelieve not just in yourself but your value to others. If the dream doesn'tinclude other people, if it's only about you being validated, it's probably notgoing to fulfill you in every sense of the word. And to me,success is about balance, self fulfillment as well as achievement, and it's aboutcompassion and connection. So dream big,...

...dream the greatest possibilities that could happenyou. You can write them out, you can lie in your bed andimagine it, imagine them, you can meditate and create images that invigorate thatpart of your brain that produces the hormones that sustain the energy and enliven thehippocampus where imagination happens. Imagination, Albert Einstein said, was the single mostimportant human capability, and he was a smart guy, not for good hairconditioner, by the way. Seeing the photograph, that was his look.That was this thing. Yeah, but the split ends, but he couldsplit the atom, but, you know, with the hair he kept going.So that's a whole other conversation. But he believed it. I believeit and I, you know, take lessons from the greats. So howdo we have those little victories? Well,...

...we have to kind of define themfor ourselves. Sometimes we'll miss them. Is it somebody being touched by youand you speaking to them in a way that you can see you've helpedthem? A friend of mine just lost his son, a terrible tragedy andI left him a voicemail and I said you don't even have to call back, but he did and he said Tom that really touched me. Well,that's a giant victory for me in one of my dreams today, which isto become a better teacher, to be someone that people are drawn to forhelp and to spread a lot of kindness and encouragement as well as information.So in my latest dream that was a crumb, but a crumb infused withgold, and that's how you get an empire, and a positive empire,not like the Roman Empire, an empire of good. So we have tobe commendeered by imagination, by positive thoughts and intentions, and we have toget there incrementally with these tiny, tiny...

...victories. And they're going to bereally tough days where it's going to be dark and you have to have littlecatch phrases that you say to yourself that keep you going. In my case, I was so embattled as a youth that my phrases where nobody's going tostop you, which is very defensive, but that was the best I couldcome up with because I felt the world was against me. You know you'regoing to be great some day, a little self centered, a little egodriven, but that was the best I could do. And now my dreamsare more expansive and inclusive, and to me that's the greatest dream, isto be part of a collective, to create the connection, to be partof the flow of life, to reciprocate, to engender growth in others, thanthrough that one grows yourself. So I'm having a lot of fun.I'm still dreaming big and even as my body gets smaller and age shrinks meand entropy envelops me and myselves begin to...

...die at an incredibly rapid rate,I don't know if I can get through the end of this question. Well, anyway, that's what I have to share a SAM and I hope insome regard its helf. It is very helpful. Dream big, but focuson small victories on your journey and never give up hope. Tom I'll remindus. If folks want to reach out to you, what's the best way? Email Tom at Stern exactcom St Ern XECCOM, go to my website,Tom Stern Central. Tell you everything you need to know and there's a wayto contact me there. I coach. I'll respond as rapidly as I can. I love outreach and please, if you're interested, by my book,fearless, so more, distributed by Simon and Schustern, incredible company, andpost till press, who's been a great partner, and it's a story ofsomeone who hires the sales individual and gives...

...them a lessons to liberate them andtheir talent. I love it. Thank you for being our guest on theshow this week. Thanks again to our sponsors. Outreach, tripling the productivityof sales teams everywhere and pavilion. Unlock your professional potential and your team's professionalpotential with the pavilion membership gets started today at joined pavilioncom. If you wantto reach out to me, you can linkedincom forward last the word in forcelast M F jacobs, or you can email me, Sam at join pavilioncomTom thanks so much for being our guest this week. Sam. Thanks somuch for the opportunity. You've got an incredible show. Thank you. We'lltalk to everybody next time. We see next week, folks.

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