The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 4 months ago

159. How to Have a Satisfying Career w/ Tiffany Heimpel

ABOUT THIS EPISODE

Overview:

Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.

What You’ll Learn

  1. The journey from costume design to sales
  2. The human condition behind marketing
  3. Founding a personal finance blog
  4. Tiffany's perspective on the U.S. market
  5. Advice for people facing an unclear career path
  6. Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

  1. The journey from costume design to sales [7:28]
  2. The human condition behind marketing [11:00]
  3. Founding a personal finance blog [14:15]
  4. Tiffany's perspective on the U.S. market [16:42]
  5. Advice for people facing an unclear career path [17:53]
  6. Leading like a mother at work and a CEO at home [22:49]
  7. Sam’s Corner [30:26] 

One two one: Three: Three O everybody at Same Jacob's: Welcome tothe sale hacker podcast today on the show: We've got tiffany himpulses, thehead of enterprise for Linton, Canada, and she has a fascinating background.She majored in costume design, with a minor and World War, two history atIndiana University and now Jes a saleswoman and a marketing leader andan influence or- and she talks about that journey and about her perspectiveon how to lead a satisfying career and life. So it's a great conversationbefore we get there. I be remiss not to tell you about unleash two thousand andtwenty one on May. Eleven through thirteenth were focusing on how to winall together in the new sales era. You Learn: new, go to marke strategies, getdeeper, funnel insights than actionable takeaways for your entire organization,from revenue leaders at high gress startups and fortune five hundredcompanies. A very special guests are none other than Giras podcast er, anauthor of how I built this and carry laurence the first female fighter pilotin the? U S Navy so comes save your seat for this high energy online eventat Emley out reached DOT IO. We also have a second sponsor: that's PROPOSITI,most businesses, measure and optimize every part of the sales process, exceptthe most critical one right before prospect, agrees to buy and hands overtheir money. He wouldn't send lead to your marketing sight without trackingan analytics right. So why are you still in the dark about what happens inyour sales process after your reps? Send a proposal discover Propositi theproposal, software that gives you control and insight into the mostimportant stage of your sales process, the clothes and speaking of the clothesproposa proposals close at double the industry standard rate sign up for afree trail or Bucoda at proposion forward sales hacker. No, it sosoyinterview with Tiffany hype. Everybody had Sam Jacobs, welcome tothe sale hacker podcast today on the show were incredibly excited to havetiffany hype Tiffany as a sales manager for linkin marketing solutions, Canada.Let me tell you a little bit about her.

She spent in her career vascilatingbetween public and private advertising, median technology companies as a dualcitizen of the United States in Canada. Her expertise lies in straddling andoptimize for the challenges and winds that lie along the border. She spenther early career in advertising, went to NB c universal, where she, where shehold her sale skills with Amarna Mazon at M B C, she started a finance blogbecame an influencer before influences, were even a thing and learned thecreative side of positioning partnering and selling. As a finance expert, shewas seen and quoted on the Maryland, Show C P: Twenty four Huffington, Postand global. Following this, she opened the Canadian Office of the. U S:Influencer Marketing, company, ASEA, Canada or I zea Canada show correct meif I mispronounced that, and she also built the good market climb, base andoperations growing the business to thirty percent of US revenue. Shecurrently leads the enterprise sales teams, at linked in Canada, she's asales and marketing leader she's, also a Yogi, a runner, a dog mom, a humanmom and a craft beer, chicken wing lover, tiffany welcomed to the show.Thank you for having me Sam, I'm pretty excited to be here. We're excited tohave you, so we like to start. I you know you've clearly, just from that biohad a really interesting background, but- and we like to usually, people areworking at companies that we don't know as much about, but we do know a littlebit about Linkin, but tell us about what your role is at Lendin and whatyou do in the team that you're responsible for sure. I run the Canadian linked in marketingsolutions team. So exactly what you said there I work with the accountexecutive, so, ultimately, the people who manage our enterprise business soany of the largest companies in Canada that are looking to advertise onLington. They work with my team and I manage that team and determine where weshould invest what verticals. We should look at how we should go to market.What products and solutions? Maybe we need things like that and look tooptimize the business amazing? How long have you been at Linton just over ayear? Now? Oh Wow, so I you know, I mentioned your by your background andyour bio and you know you've, spanned,...

...media and advertising and technology,and obviously I included some of it in in the Intro, but tell us a little bitabout how you got here. I know that many people's paths to sales are notlinear and it sounds like yours isn't either so walk us through yourbackground. How you got here and sort of you know some of the the highlightsof the journey along the way sure it's an interesting story. I always get.Definitely if I was in person, I was get a few laughs on this one. I have a degree in costume design. I'venever taken a business class in my life and and we start there so hot a passionfor you. When you were younger it was. I was a total theater kid. I was atheater kid. I was a musical theater nut, so I did the singing and thedancing and the whole thing I used to be a competitive dancer for Canada.When I was younger so yeah, it was all arts path all the way. My goal was toget on Broadway and as you do, I got I got into school and it was funnybecause I went to Indiana University and it was there that I grown up inToronto in Toronto. Linton in Bloomington. You got it cohoshes. How did you was that? What were youalways planning on going to a school in the United States or, as was that aninteresting decision, or that just was sort of how it happened? No, soactually it was a very prescriptive decision, so I grown up obviously inCanada, but as I mentioned, I am a dual citizen, and so my mom's family is inIndiana, so I spent owning every summer in Indiana and Canadian. The CanadianUniversity system is much different than it is in the US, and the US isbigger and there's just much more of a sense of community, and I really wantedthat, and so once I finished high school, I definitely wanted to go thereand I was in the family. All of us have gone there. My Mom went there, my dadwent there, that's where my parents met, so I am a very proud Ho sure and my uncle's aunts, and so it was. Itwas kind of born and bred. Like I mean, even when we went there in the summerto visit my mom's family, like we, you know pop in to e. You like, I knew theIOU chant before. I think I was four...

...years old, so wow was yeah breakingaway, one of your favorite movies, oh totally, and who's yours right come on,obviously all right, so I interrupted you but you're going to IndianaUniversity and we're following your journey and how it ultimately ended upright. So I got there and- and it was funny because growing up in Toronto toToronto is a pretty big film city, and so I had an agent when I was younger. Iwas doing that whole thing, audition and all of that and I get to Indiana-and I remember being with these kids, who came from these tiny towns who arelike I'm going to go to La and I'm going to be famous and I'm looking atthem like. Have you ever been to an audition? Like I mean I already a youknow. Eighteen, I knew the song and dance that you had to do like. Have youever been to an audition if you ever had an agent? No, no, but I'm going tobe famous, and I just remember being like. I cannot spend four years ofthese people going to die and so like I couldn't. I just like the absolute unawareness was killing me inmy first week and so I looked around and I met some of the costume designersand they were quite sarcastic, very smart, very introspective and they werestill working in theater and I thought those people look really fun, and so Ichanged my major to that and that's how I ended up in that and I yeah I have aminor in world war, two history so far fairy random, yes, extremely helpful,it's right, and so I tell us somebody so yougraduate from Indiana with a degree in costume design. Hopefully, if there's aworld war two period of piece, you can ma exactly, I'm all in right. Firms areare of the appropriate arow. But how did that? How do that lead to? You knowyour first stent at NB, universal and sort of a background in media right, nogreat question, so I came out of school. I was done very early before mostpeople like, I think I graduated when I was nineteen- and I didn't you know like most peopledidn't really know what to do so. I did...

...that whole traveling and what not andthen I realized I needed to get a job. And so I did what you did back in theday and I, like you, know, looked on monster and at the time and there was ajob, an actually product placement which is placing products and filmedtelevision. And so that's where you have brands under your purview and youknow you're responsible for obviously their goals and objectives, and I wouldread all the film scripts in Toronto, Vancouver Montreal and placed theproduct supportingly, and so I started doing that. It was actually my firstjob and it was awesome because it was still in film and television. But itwas on the business side and I really liked that and ultimately from there Iwanted to grow and it was only three people. So I asked around and metsomeone who's a senior partner at Ogilvie mather and had a conversationwith him, and I was nothing if not bold at at twenty two and said great, youhave a job and he said yes, but you need to interview, for I said excellentyou're going to hire me. I was like sure kid, and so I yeah I just went inand I interviewed- and I really liked them and honestly my goal or my journey has been a lot ofamazing venters and a lot of just asking for things, and so she leftOgilvy and Mather, and she said to me you should go to a place like this. Youshould go to a place that you can do your own creative and you can do moreindependent work, and so I went to another advertising agency and then what Po Yeah and then ultimately asales job came up at universal, same thing, saw it on monstermongers and beat there's. No Way, I'm going to get that. I have no no history in sales. Ihave no experience. I've only been in marketing, but my whole family is insales, so at least I got that going for me and I have a really big familythere's like forty of us, everyone's in sales, so Italian sellers. So I went to theinterview and I remember going through it, and I remember I got to the lastinterview with the VP or the SP and again at this time. I you know I'vebeen working for what three years maybe-...

...and he says to me it's between you andsomeone with a lot of experience, and I said Okay and he said what do you thinkand I said well, you should definitely hire me. He was like why not and I waslike I will definitely get it done. I may not know everything, but I scrappyand I will always get it done and yeah. I guess I mean that works, so I endedup at that job and then I ended up saying there seven years and and it wasan amazing job, it was an amazing company. It was really fun time. It wascompany. Was this. This was at NB, so this mon was at NB universal and it wasmy first fore into like a very large company to so working within theconfines of I mean at that time we were owned by General Electric, and so itwas you know you were doing six sigma training and all of these kinds ofprocesses and red tape, and so it was really good for that and ultimately, itwas great to get to no clients and I really enjoyed the sales process there,and so at that point I realized how much I liked sales, but funny enough.At that point. I also realized how much I missed marketing, so the humancondition behind marketing why we buy what we buy, why people are influencedby certain things. I've always found fascinating and, what's even better iswhen you can actually have that conversation with sellers becausethey're one and the same right like why do we buy? Why do we buy things asconsumers? Why do we buy things as the other person on the end of the sale? Ithink that's fascinating, so I ended up saying there for seven years. At thattime, as you mentioned, I started a blog. I became an influencer beforeinfluencers were really you know the things they are today and all of asudden, I was you know, writing all of this content. I was appearing on allthese TV shows and I was doing all of this and then I had kids and I realizedI didn't want that any more. So that was what was to blog about it used tobe about personal finance, how to live on a budget in the city. So I sunset ita while ago, but but I met some amazing people at that time. That was just whentwitter was kind of becoming more of a community, so it wasn't necessarilyright when it had started, but when...

...people were actually using twitter tomeet other people outside of their social circle, and it was great- I metsome- I I still have friends today. Actually, I did a club house chat withone of them last week, yeah, but just really interesting,dynamic people who were all trying to do their own thing, and that was when Ireally got introduced to the start up community in Toronto, entrepreneurs andToronto people really starting to go out on their own, and I thought it wasreally exciting and it did inspire me to try my own thing but with a safetynet. So the blog was one thing that was fine, but then, when I sea approachedme to open the Canadian office, it was the perfect opportunity because it wasmy own company, but in the umbrella of a large company. So yes, I got to setup Canadian payroll higher ring go to market strategy. You know ultimately bea country manager and run my own office, but I didn't necessarily have theterror if you will, or that gut got feeling all the time that that Pitt inmy stomach of having to truly be responsible for absolutely everything.So it was like the best of both worlds. For me, so I ran that company for fouryears. It was really enjoyable. I got to bring together at that point,influence or marketing and selling and being a marketer and being a client andhaving worked at an agency and bring all those things together and it wasreally fun and we grew it. We had a really exciting, fast trajectory, asyou mentioned, like we gree to thirty percent of the: U S, revenue which wasstellar huge clients here in Canada, and then I had been in the startupworld for a few years. At that point I really enjoyed it and I think it'samazing for what you can do and all the hats you can wear and then I realizedI'd kind of hit. The ceiling on myself and I like to say I had to go back tothe machine. So I started looking at larger companies again to put myselfback into quote: Unquote the machine to learn more training, get up skilled,see what people were talking about, how people were operated and get to modelmyself after some really good mentors,...

...and so I started looking at some largercompany opportunities and that's when linked in presented itself- and I havebeen here ever since- well tods and you've been at linked in a year- isthat right, yeah just over a year? Well, it's a great company, so we'reobviously super excited and what a fascinating, what a fascinating journey!I have a few questions. One is a personal finance blog. So what were thekeys to personal finance? In your perspective, I'm curious. Did you havea theme or a point of view? Is it as simple, as you know, don't spend morethan you make or where there were there more principles that you know, becauseI think managing your finances is always an important issue, particularlyfor people in the middle of a you know the tail end of a pandenominational. No,absolutely, I think the biggest thing for me and I feel like it's the themethat's covered my whole life, or at least my whole career, is when I don'tknow something I have to throw myself into it, and so,with personal finance like I knew how to do a little bit of budgeting. I knewhow to do a little bit of to your point, like I had some point of views, but Iwanted to get really good at it and to me it wasn't heart. I have this. Idon't know if it's I just get frustrated when people thinkthings are really difficult, that shouldn't be and to me, personalfinance shouldn't be hard, and so for me it was constantly breaking down whatthings were, what the differences were between certain investment funds versuscertain returns. What was what were different savings plans and ultimatelytrying to I don't want to say dumb it down, but really dumb it down, so beable to talk about it. I mean Einstein said that right like if you can'texplain something simply you don't understand it and I totally believethat, and so I would constantly just try and write content that was about ifit was policies or budgets that were coming out from the government likewhat did that mean to you with your personal taxes? How did you ask forthis with your accountant, and so ultimately, it was really just tryingto make it as simple as possible to...

...save as much money as possible andreally get to the bottom of why you were doing certain things like I findthat my and I don't, I won't say it's women or men, but most women. I know inmy life who, who are certainly older, say: Oh well, you know I just work withmy financial planner, I'm like okay! Well, why are you in that fund? Why areyou in that investment? What is the return? Why I don't know they justmanage it for me? Okay, but don't you care like don't? Are you interested inlike how much interest you're making or what growth sector you're in or haveyou considered this and once we start talking about it, then they're like, OhGod, I never thought about that right and to me that's the crux of it. Likethe I never thought about it. How could you not think about it? This is yourmoney. So well, how do you what's yourperspective, these days, that there's, at least in the? U You know the USequities market is on fire. Some people are worried about quote: UNQUOTE: AssetInflation. What's your perspective on the economy these days, are you stillfully invested? Have you moved your money around in any way? Oh Yeah T it'sa very good question, so I love to I love to play. So I think I mean at thispoint and I think most people, hopefully or in at least listening tothis podcast or probably in this position. You have your retirement funand like for me, that's the one that just kind of sits and I invest in veryblue chip. You know dividend grossing long term. I don't really play with it,but then I have my other fun and that's the one I play in, and so I didn'tcatch game stop, but I caught a few others and I you know for me those arefun right, like that's just a good time, but I think it's knowing how much moneyyou have there and that it can be lost like I have made some great bets and Ihave made some terrible bets- I'm probably not even right now, but Ithink that's the point right is making sure that you know yourself well enoughto know like I'm never going to play with that retirement money, but thismoney I get to play with, and so I enjoy that part of it. I love it. Sowhen I guess question I have for you is if you're thinking about your careerhas been so so unique. You've charted your own pathin such an interesting and...

...entrepreneurial way. What advice do youhave for people that are just getting out of underground or just getting outof university in terms of how to navigate their career, particularlyalso because you work at Linkin and Linkin is a platform dedicated in manyways to helping people, as they say, achieve economic opportunity? What'syour advice to people that are worried that they don't know quite what theywant to do or or that their path isn't preordained for them? That's a reallygood question. Thank you for asking that. I think the biggest thing I cansay- and someone told me this and I think about it all the time is it firstof all. In the beginning, we get so worried about getting the right jobthat we don't take any action. Maybe we don't interview, we don't apply becausewe don't have the kind of expertise or we don't have the skills like in thebeginning. I say just go for everything and take anything and I truly say takeanything like take whatever falls in your lap, because you're going to learnas much about what you don't like as what you do like, and it's so importantto learn what you don't like as much as what you do enjoy. So I mean my pathwas completely to your point non linear, but it was all trial and air and it'sstill trial and error, and I'm constantly looking at what parts ofthese jobs. Do I like what parts of this job don't I like? Is there anotherjob with more parts that I like? If there is? Who is that person should Igo talk to that person and then I just reach out and talk to that person and that's my other advice is just ask likeit's amazing to me how many people don't ask and when you don't ask youdon't get and when you don't get, you have no opportunity to step up to theplate and if you have no opportunity to step up to the plate. Well then, you'restuck so just ask just ask: Try jump figure it out iterate and that's it Ifeel like life, is just ab testing. I think that's that's great insight. WhenI've I've interviewed lots of people on the podcast and one of the thingsthat's emerge is sometimes women have...

...have more trepidation. Women are moreconcerned than I hate to generalize, but this is fever. I've received fromwomen that they're they're more focused on being the perfect fit for anopportunity and so sometimes won't raise their hand, whereas men aregenerally, you know, used to not being they're used to implying that they'rebetter at something than they actually are, and so sometimes they are a bitmore aggressive about taking opportunity has up been your experience,because you know, I think I think maybe that's some of the challenge that womenface as they men navigate the professional work forces that they haveto sort of move outside their comfort zone and get used to grabbing itopportunities that maybe they don't feel completely qualified for. No, Ithink you make a great point and I don't think that's generalizing at all.I mean there are studies upon studies that have shown that so you're notyou're, not wrong. I mean, as I said, I was really lucky inthat I grew up in a sales family, so my whole family and again figure fortyItalians. I think thirty. Eight of them are in some sort of sale, paced roleand so dinner. Conversations growing up were about like the deal andnegotiations and both women and men. And so what did you do and how did younegotiate? What did they say and how did you go back and what did you do forthe client and so just because I grew I like I mean I remember when I was eightsitting under conference tables. As my mom ran conferences and I would situnder tables and wait because we didn't have a baby sitter and then she bringme into the sale and she'd say: Okay, that's the guy! You got to go talk tothat guy go over there, shake hands, tell them to come over to this table,okay right so like that was I mean for lack better term like bread into me,and so I I was very fortunate in that. I I hate to say this and I'm sorry, butlike I just I don't give a fuck so and I think that's part of it rightlike and- and I don't know any women. I coach. I always try to help instillthis like what is my grandma, you know, God rest your soul, but, like shealways just say, what's the worst that could happen and you'd go through andshe's like okay, can you live it back?...

You like yes, she's like then do itwhat's the worst that can happen, and I think that I always think of that anyopportunity. Any conversation any pitch anything what's the worst that canhappen and you go all out and blow it way up and you're like okay and thenyou get fired right and people are like. Can you live at that you're like yeah,okay, then you're not going to get fired? That's literally crazy! So, likewe just went way off the other end, and I think that's it so ask ask jump: Askjump, try iterate, like that's all you can do. I love it and you know forsomebody that you, I think you mentioned at the top of the show thatyou didn't have sort of a formal background and in business or sales,but at least education, but clearly you did get based on your family and yourupbringing, which is amazing, a hundred percent yeah. I got. I got the schoolof life education, that's the most important, most important kind, anotherthing that you know that you've that you've mentioned in the past that Ithink is really interesting. You mentioned that mothers make greatmanagers and sellers and tell us about. You know tell us about that journey foryou about you know, having children and why you think that experience actuallymade you a better manager and a better seller, although I I'm sure that it'strue that is well, that's very kind, very assumptive, but I'll take it. Butnow I do think this and the reason I think this is one I I didn't necessarily grow up with thattraditional model either of like you need to get married and have kids sothat really wasn't on my radar. I just wanted to be a big CEO. That was mygoal and be the cool aunt, and I didn't. I didn't really understand that the twocould co exist, and so, when I met my husband, he's wonderful and we had kidsat the time. I was actually just becoming a manager, and I rememberthinking how the heck am I going to do this. I don't even like people thatmuch like have you. Have you read that book, surrounded by idiots I haven't,but okay, we on feel like that. Sometimes it's a great book but- andit's you know it's. I think it's like two years old right now, but it's aboutthe personality types right, like red,...

...blue, green, yellow, we've all donethat test and how each response to things and acts on things and wants tobe communicated to etcetera and I'm highly red, which is very much decisive,quick to action, etc, and so the idea of managing people who weren't like me,I just didn't. I didn't think that would be easy. But then, coincidentally,when you have children, they're not like you either, and so, as you start to have these littlehumans who you can't prescribe, and you can't exactly tell what to do, and youhave to coach and coerce and negotiate all of a sudden you're dealing with allof these skills on a day to day basis that you end up dealing with managing ateam and you don't realize it at all and then all of a sudden. I think myson was like. I don't know four and I had this Aha and I'm like wow. Allthese courses, I'm taking on leadership and management and communication likethis, is the stuff we're doing all the time, and so I think that a motherspecifically because there is that whole. Then again, I'm sure you've seenthis research on like the mental load they carry and all the things they'resort of watching after they're constantly running point on the family,whose feelings are. How are we communicating who's, not sayingsomething? Did we take care of everything? Do we have all of the topline? Stuff done, but then what about the bottom line and developmental who'snot talking to WHO, then? How do we all work together to get to wherever we'regoing, whether it's like school vacation the next year, whatever it is?And so I think moms make great managers just because of the fact that they areconstantly doing this every day. anyways it makes makes a tremendousamount of sense. I think there are so many and it's so inspiring, because Ithink you know some people have children both of mothers and fathersand take some time away from work and then and then become self consciousabout about their ability to rejoin the work force and make an impact. And yourpoint is: This- can be a huge asset. Actually, Oh, absolutely, and I'mfinding even more so now in Ovid being...

...able to have my kids, you know they popinto the call a D, and I mean I want to say like Oh politely, they pop into thecall like Oh, isn't that cute, like sometimes they're awful and they'rescreaming behind, and you know, something's happening you're like holdon, I got to break up a fight, for one of them kills each other, and I thinkthat transparency is actually really helpful, because at least I have foundthat a lot of women have come to me, whether it be on my team or elsewhere,who have had babies lately or maybe layer like a year old and they're likehow are you doing it? How does it work and I think, being visible about thestruggle behind the scenes too of like is not all pretty, but I'm going to getit done. I think that's really to your point. That's inspiring and that's eyeopening and that's the part that I've had a really fun time diving into thisyear. I think that's so important because to your point, it is inspiringfor people to understand that. It's not perfect, it's not all Insara God. NowLife is complicated and messy and and everybody's is, and you can make ithappen, just like anybody else, even though it might not be simple rig,which I think is a good lesson because sometimes I think people feel like. Whyam I not elated all the time? I'm you know I watch the romantic comedies andI look at Instar. I feel like I'm supposed to be feeling better than I amright right and I think, being able to have that open and honest transparentconversation about. I remember there was one woman who came back frommaternity leave and I started asking her a bunch of questions and long storyshort. She was like, Oh my God, and it led a about an hour, long conversationand she was like. Why does nobody ask me that you're, the only person? That'sasked me that why does nobody talk about this? Like, I don't know man, butmy goal is to try and change that. So if you want to chat any time, I'm hereand we always ask those questions, the I want to say the hard questions, theuncomfortable questions and to me, if you're not a little bit uncomfortableyou're, not growing, and I think that's true in every aspect, whether it bework, whether it be something you're looking to sell, whether it be managingpeople, whether it be your home life,...

...if you're not a tiny bit uncomfortable,then I don't think you're rolling and I think it's always important to begrowing. I think that's perfectly said, tiffany we're almost at the end of ourtime. Together, we love to know about your influences, whether it's booksthat you've read or people that have had a huge impact on you who do youthink we should know about or what ideas do you think we should know aboutthat? If had a been big influence on you sure, so I think one of the one of the people that have had themost influence on me- and this is very silly but Winston Churchill same thing.I was introduced to him by my uncle, who is an entrepreneur when I was abouteight years old and I started reading all these woods. Churchill biographiesand I think his grit and determination and communication style and ability toratly people in a crisis is nothing short of inspiring. So, although he'svery I mean guess old historical reference, I revert back to a lot ofhis teachings and biographies on a regular basis. So he's someone who iscertainly a mentor, if you will another person that I love to that I love tofollow on Linton- is actually Craig Wortman who's at the Kelly School ofbusiness right now, so he's a sales trainer he's great he's. Just he reallyleans into the art of story telling, and I think I've been to some of hissome of his conferences and really inspiring and I've definitely leveragea lot of his teachings, and I find that he is phenomenal at codifying how totell a story and in sales, were all storytellers right like that's how webring our points to life, but the way he gives you a framework around, it isreally helpful. So that's someone, I think, is definitely Yo're notfollowing on a him on link. Didn't follow him on Linkin. He is greatawesome tiffany if folk gang to reach out to you and get in touch with you.What's that, what's your preferred method of communication will certainlylinked in, you can always find a m you'd be in trouble. If you didn'tanswer exactly what it wasn't. Your first answer, yeah no, definitelylinked in I'm really enjoying club...

...house right now, so I've had a lot offun jumping into chaps hosting some chats on there. Those are definitelythose are probably the easiest ways and then, if you need me email, it's justtea hid bullet linked, incom, awesome, tiffany, thanks so much for me on thesales hike cur podcast, we'll talk to you on Friday for Friday fundamentals.Fantastic! Thank you! So Much Sam everybody at Sam Jacobs. This is Sam'sCorner Love that conversation with Tiffany Heinfeld, really interestingperson, authentic original person, a great sales leader and somebody with adiverse background that has tackled challenges in a lot ofdifferent ways. She's been an entrepreneur s. She was one of thefirst influencers on personal finance, just a really interesting life, and youknow one of the lessons that emerge is really this idea that don't overthinkthings particularly early in your cur jump at the opportunities that arepresented to you, even if it's only to learn what you don't like, and you knowshe talked about sort of like ask jump, iterate ask jump iterate, so the otherpart of it besides, just taking opportunities, is ask for. You know:Ask for the opportunities, there's a famous raise, and you know you probablyheard it a million times. If he don't ask you can't get I used to live in abuilding in New York City, eight Spruce Street, which was the Gary Building,although it might have been ten Barkley one of those one of one of those highrises. I used to live in and there was a woman make you rest in peace. Shepassed away from cancer, but her name was Vicky Lupin. She was the buildingmanager and she always would say. If you don't ask you can't get, and thatwas really when we were trying to see if the building would wave theirpolicies on how many elderly geriatric dogs, my wife, Camille and I wereallowed to keep with us, because I think at first it was only one, but wekeep adopting old dogs, and so pretty soon we had two old pugs, Philip anddaisy, and and Vicky was the one that said youknow, if you don't ask you can't get let's, let's figure out, if maybe dayshe can stay, because if there was only...

...one dog allow that's a bit of apersonal inside in my life, not neither not particularly relevant, but thepoint is, if you don't speak up and state what you want, it doesn't have tobe in an aggressive way. It doesn't have to be in an accusatory ofconfrontation. L Way, but simply asking for something that's important to youis super super useful. One of the reasons that it's useful is becausesometimes you assume that people know what's important to you and it turnsout that they don't, and so particularly you know in the course of,for example, of promotion or a raise or how much of a race you're looking foror what additional responsibilities you want in your job, people don't knowyour manager doesn't necessarily know they're, not mind readers, and so yourability to to clearly articulate what your names are now. First, you have toyou have to know what your needs are. Personally, a lot of people don't evenknow what they want. So first you got to answer that for yourself and thenyou can ask for a tiffany demonstrates that to a great degree, it's aninspiring, an inspiring story, and I guess the final piece of it is mothers,make great managers, mothers make great sellers and if you are out there- andyou know maybe you're, maybe you're pregnant or maybe you've taken sometime off from work and your little self conscious a little bit a little nervous.Just remember that you are positioned better than anybody, because you havecredible responsibility, incredible leadership as a mother, and you can doanything, especially if you've given birth or are raising a child. Socertainly you could be a great sales manager in a sales leader at any age.So those are my thoughts. If you want to reach out to me, you can linconforks latch the word in for last Sam. If Jacobs, I want to think our sponsorswe have to remember. The first is propositi discover propositi theproposal, software, giving you control and insight into the most importantstage. Your sales process check them out at proposion Ford, latch saleshacker. We also want to think out reach if you haven't registered for unleash aweek from today, and so it's may eleven through thirteen and it's going to beincredible. Guy Ras is going to be.

There carry lorenzis going to be thereso only start out reach Tatao from our information and hopefully to get yourfree ticket and if you're, not a part of the sales actor community, you'retotally missing out any sales professional can join. As member to askquestions, get immediate answers and share experiences with, like minded beto be sells, professionals jumping and started a conversation with more thanten thousand sales professionals at sales actool. If you haven't given us afive star review yet we would really appreciate it. Go to the ice tone store.Give us five stars may be at some comments. That'll be great. Otherwise,as you know, I'll talk to you next time, I.

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