The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 year 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. You know Friday fundamentals. It's that short five to ten minute format where we bring you actionable insights to help make a difference in what you do today. Today we've got back on the show this week's guest. Time learn you. Okay, Tom Totally. That was my tip, by the way, seats, God bless you. Sorry, I should have said that anyway. So here's the 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 of amazing things. Jerry Seinfeld and Jay Leno are both on his website, and that's Tom Stern centralcom. The book is called Fearless Cell More, and we've got him back on the show to ask the question what's one thing you can do to improve your life today? So this is a this is a far reaching question and I'm sure will be insightful and wise, as as was our episode earlier this week. Now, before...

...we get there, we want to thank our sponsors. We have two sponsors for Friday fundamentals. The first is outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves his ability into it really drive as results. We're also sponsored by pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tap into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you and the team that you are a part of. Unlock your professional potential with a pavilion membership. Get started today at join Pavilioncom. Now, Tom Welcome back to the show. Thank you, Sam. It's great to be here and 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 question for you today is this? What is your top recommendation to help our listeners improve their lives? My top recommendation, and it has paradoxical elements, is to 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 it started when I was very young and I used to rock on my bed every night to self soothe myself because I had so much anxiety. I had adhd, I couldn't focus on my homework, I had dyslexia, was hard for me to read. I was in a home environment that had its deficiencies and 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 things that 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 a state of calmness. Now I don't recommend rocking and I don't recommend all of the anxiety. In fact, my book and my philosophy is about reducing fear and fearing less. But even in my most troubled state, at the most challenging part of my life, I used my imagination. To dream big and give yourself the permission to imagine what is your greatest self, however it manifests itself, whether it's doing extraordinary things in the peace corps, being a volunteer, running a corporation, being famous, being wealthy, but hopefully with the best of intentions. Whatever your goal is, allow yourself to imagine it, enjoy it, create stories around it.

But CON commonant to that, one has to all what, not only dream big, but all yourself to work very small or incrementally towards those goals. And they don't even have to be goals, dreams, and I call it building an empire of crumbs, tiny little 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 to believe not just in yourself but your value to others. If the dream doesn't include other people, if it's only about you being validated, it's probably not going 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 about compassion and connection. So dream big,...

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

...we have to kind of define them for ourselves. Sometimes we'll miss them. Is it somebody being touched by you and you speaking to them in a way that you can see you've helped them? A friend of mine just lost his son, a terrible tragedy and I 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 is to become a better teacher, to be someone that people are drawn to for help 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 with gold, and that's how you get an empire, and a positive empire, not like the Roman Empire, an empire of good. So we have to be commendeered by imagination, by positive thoughts and intentions, and we have to get there incrementally with these tiny, tiny...

...victories. And they're going to be really tough days where it's going to be dark and you have to have little catch 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 to stop you, which is very defensive, but that was the best I could come up with because I felt the world was against me. You know you're going to be great some day, a little self centered, a little ego driven, but that was the best I could do. And now my dreams are more expansive and inclusive, and to me that's the greatest dream, is to be part of a collective, to create the connection, to be part of the flow of life, to reciprocate, to engender growth in others, than through 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 me and 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 in some regard its helf. It is very helpful. Dream big, but focus on small victories on your journey and never give up hope. Tom I'll remind us. 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 way to 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, and post till press, who's been a great partner, and it's a story of someone who hires the sales individual and gives...

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

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