The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 8 months ago

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



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, everybody, as Sam Jacobs, welcome to the sales sacer podcast.Today on the show we've got tiffany hypebolt. She's the head of enterprisefor Linkedin Canada and she has a fascinating background. She majored in costume designwith a minor and World War Two history at Indiana University and now she's asaleswoman and a marketing leader and an influencer and she talks about that journey andabout her perspective on how to lead a satisfying career and life. So it'sa great conversation. Before we get there, I'd be remiss not to tell youabout unleash two thousand and twenty one. On May eleven through thirteen were focusingon how to win all together in the new sales era. You'll learnnew go to market strategies, get deeper funnel insights than actionable takeaways for yourentire organization from revenue leaders at high gross startups and fortune five hundred companies.Are Very special guests are none other than Guy Raz podcaster or an author ofhow I built this and carry lour ends. The first female fighter pilot in theUS Navy so come save your seat for this high energy online event atunleashed dot outreach dot I. Oh, we also have a second sponsor that'sproposed a FY most businesses measure and optimize every part of the sales process,except the most critical one, right before a prospect agrees to buy and handsover their money. He wouldn't send leads to your marketing site without tracking ananalytics right. So why are you still at our work about what happens inyour sales process after your reps send up proposal, discover? Propose a bythe proposal software that gives you control and insight into the most important stage ofyour sales process, the close. And speaking of the clothes, propose OFFI. Proposals close at double the industry standard rate. Sign up for a freetrail or book a demo at propose a FYCOM forward sales haacker. Now let'slisten my interview with Tiffany hypel. Hey, everybody, it's Sam Jacobs. Welcometo the salesacker podcast. Today on the show we're incredibly excited to havetiffany hypel. TIFFANY's a sales manager for linkedin Marketing Solutions Canada. Let metell you a little bit about her. She spent her career fascillating between publicand private advertising, media and technology companies. As a dual citizen of the UnitedStates and Canada, her expertise lies in straddling and optimizing for the challengesand wins that lie along the border. She spent her early career in advertising, went to NBC Universal, where she where she honed her sales skills withWilmartin Amazon. At NBC she started a finance blog, became an influencer beforeinfluencers were even a thing and learned the creative side of positioning, partnering andselling. As a finance expert, she was seen and quoted on the Marylandshow CP twenty four, Huffington Post and global. Following this, she openedthe Canadian Office of a US influencer marketing company, Isa Canada, or isZea Canada, she'll correct me if I let's pronounce that. And she alsobuilt a good market client base and operations, growing the business to thirty percent ofUS revenue. She currently leads the enterprise sales teams at linked in Canada. She's a sales and marketing leader. She's also a Yogi, a runner, a dog mom, a human mom and a craft beer chicken wing lover, tiffany, welcome to the show.

Thank you for having me. SALMand pretty excited to be here. We're excited to have you, so welike to start. I you know you've clearly just from that bio you hada really interesting background. But, and we like to usually people are workingat companies that we don't know as much about, but we do know alittle bit about linkedin. But tell us about what your role is at Linkedinand what you do in the team they're responsible. For sure, I runthe Canadian linkedin marketing solutions team, so exactly what you said there. Iwork with the account executive, so ultimately the people who manage our enterprise business. So any of the largest companies in Canada that are looking to advertise onLinkedin, they work with my team and I manage that team and determine wherewe should invest, what verticals we should look at, how we should goto market, what products and solutions maybe we need things like that and lookto optimize the business. Amazing. How long have you been at Linkedin?Just over a year now? Oh Wow, so I you know, I mentionedyour buy at your background and your bio and you know you've spanned mediaand advertising and technology and obviously I included some of it in in the intro. But tell us a little bit about how you got here. I knowthat many people's paths to sales are not linear and it sounds like yours isn'teither. So walk us through your background, how you got here and sort of, you know, some of the highlights of the any along the way. Sure it's an interesting story. I always get a definitely, if Iwas in person I was get a few laughs on this one. I havea degree in costume design. I've never taken a business class in my lifeand and then we start there. So had a passion for you. Whenyou were younger, it was I was a total theater kid. I wasa theater kid. I was a musical theater nut, so I did thesinging and the dancing and the whole thing. I used to be a competitive dancerfor Canada when I was younger. So yeah, it was all artspath all the way. My goal was to get on Broadway and, asyou do, I got I got into school and it was funny because Iwent to Indiana University and it was there that I'd grown up in Toronto andToronto Nington in Bloomington. You got it. Go hoos yours. How did youit? Was that what were you always planning on going to a schoolin the United States? Or was was that an interesting decision or that justwas sort of how it happened? No, so actually I'm it was a veryprescriptive decision. So I grown up obviously in Canada but, as Imentioned, I am a dual citizen and so my mum's family is in Indiana. So I spent only every summer in Indiana and Canadian the Canadian university systemis much different than it is in the US and the US is bigger andthere's just much more of a sense of community and I really wanted that andso once I finished high school, I definitely wanted to go there and Iwas in in the family, all of us have gone there. My Momwent there, my dad went there. That's when my parents it's Matt,so I am a very proud hoosier, and my uncle's ants. And soit was it was kind of bored in bread, like I mean, evenwhen we went there in the summer to visit my mom's family, like weyou know pop into eye you, like I knew the eye you chant before, I think I was four years old.

So, wow, was breaking awayone 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 Indiana University and we're following your journey and how it ultimatelyended up. Right. So I got there and it was funny because growingup in Toronto to Toronto's a pretty big film city, and so I hadan agent when I was younger, I was doing that whole thing, auditioningand all of that. And I get to Indiana and I remember being withthese kids who came from these tiny towns where like I'm going to go toLa and I'm going to be famous, and I'm looking at them like ifyou ever been to an audition, like, I mean, I already at youknow, eighteen. I knew the song and dance that you had todo, like if you ever been to an audition, if you ever hadan agent? No, no, but I'm going to be famous, andI just remember being like, I cannot spend four years with these people,I'm going to die. And so like I couldn't. I just like thethe absolute unawareness was killing me in my first week and so I looked aroundand I met some of the costume designers and they were quite sarcastic, verysmart, very introspective, and they were still working in theater and I thoughtthose people look really fun, and so I changed my major to that andthat's how I ended up in that and I yeah, I have a minorin World War Two history. So fair and fairy, random, yes,extremely helpful. Right. And so it tell us of you. So yougraduate from Indiana with a degree in costume design. Hopefully, if there's aworld war two period piece, you can make exactly. I'm all in right, firms are our of the appropriate era. But how did that? How didthat lead to, you know, your first stint at NBC Universal andsort of a background and in media. Right, no, great question.So I came at a 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 people, didn't really know what to do. SoI did that whole traveling and whatnot, and then I realized I needed toget a job and so I did what you did back in the day andI, like you know, looked on monster and at the time and therewas a job in actually product placement, which is placing products in film andtelevision, and so that's where you have brands under your per view and youknow you're responsible for obviously their goals at objectives, and I would read allthe film scripts in Toronto, Vancouver, Montreal and place the products accordingly,and so I started doing that. I was actually my first job and itwas awesome because it was still in film and Television, but it was onthe business side and I really liked that and ultimately, from there I wantedto grow. And it was only three people. So I asked around andmet someone who's a senior partner at o will be and mather and had aconversation with him, and I was nothing if not bold that at twenty twoand said great, do you have a job, and he said yes,but you need to interview for it. I said, excellent, you're goingto hire me. It was like sure, kid, and so I yeah,I just went in and I interviewed...

...and I really liked them and honestly, my goal or my journey has been a lot of amazing mentors and alot of just asking for things. And so she left Ogilvie and mather andshe said to me you should go to a place like this, you shouldgo to a place that you can do your own creative and you can domore independent work. And so I went to another advertising agency and then what? Oh, yeah, and then ultimately a sales job came up at universalsame thing. Saw It on monstercom and thought there's no way I'm going toget that. I have no no history and sales. I have no experience. I've only been in marketing, but my whole families and sales. Soat least I got that going for me. And I have a really big family. There's like forty of us. Everyone's in sales, so Italian sellers. So I went to the interview and I remember going through it and Iremember I got to the last interview with the VP or the SVP and again, at this time, you know, I've been working for what three yearsmaybe, and he says to me it's between you and someone with a lotof experience, and I said okay, and he said what do you think? And I said, well, you should definitely hire me. He waslike why not? And I was like, I will definitely get it done.I may not know everything, but I've scrappy and I will always getit done. And Yeah, I guess I mean that works. So Iended up at that job and then I ended up staying there seven years andand it was an amazing job. It was an amazing company. It wasreally fun time. It will company was this. This was at NBC.So this is NBAC Universal, and it was my first for into like avery large company to so working within the confines up. I mean at thattime we were owned by General Electric and so it was, you know,you were doing six sigma training and all of these kinds of processes and redtape, and so it was really good for that and ultimately it was greatto get to know clients and I really enjoyed the sales process there. Andso 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 thethe human condition behind marketing, why we buy what we buy, why peopleare influenced by certain things, I've always found fascinating. And what's even betteris when you can actually have that conversation with sellers, because there one inthe same right. Like why do we buy? Why do we buy thingsas consumers? Why do we buy things as the other person on the endof the sale? I think that's fascinating. So I ended up staying there forseven years. At that time, as as you mentioned, I starteda blog. I became an influencer before influencers were really you know, thethings they are today. And all of a sudden I was, you know, writing all of this content, I was appearing on all these TV showsand I was doing all of this and then I had kids and I realizedI didn't want that anymore. So that wasn't was the blog about. Itused to be about personal finance, how to live on a budget in thecity. So I sun set it a while ago, but but I metsome amazing people at that time. That was just when twitter was kind ofbecoming more of a community. So it wasn't necessarily right when it had started, but when people were actually using twitter... meet other people outside of theirsocial circle, and it was great. I met some ice I still havefriends today. Actually, I did a clubhouse chat with one of them lastweek. Yeah, but just really interesting, dynamic people who were all trying todo their own thing, and that was when I really got introduced tothe startup community in Toronto. Entrepreneurs and Toronto people really starting to go outon their own and I thought it was really exciting and it did inspire meto try my own thing, but with the safety net. So the blogwas one thing. That was fine, but then when Isa approached me toopen the Canadian office, it was the perfect opportunity because it was my owncompany but in the umbrella of a larger company. So yes, I gotto set up Canadian payroll, hiring, go to market strategy, you know, ultimately be a country manager and run my own office, but I didn'tnecessarily have the terror, if you will, or that gut gut feeling all thetime, that that pit in my stomach, of having to truly beresponsible for absolutely everything. So it was like the best of both worlds forme. So I ran that company for four years. It was really enjoyable. I got to bring together, at that point, influencer marketing and sellingand being a marketer and being a client, having worked at an agency, andbring all those things together and it was really fun and we grew it. We had a really exciting, fast trajectory, as you mentioned, likewe grew to thirty percent of the US revenue, which was stellar, hugeclients here in Canada. And then I had been in the startup world fora 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. Andthen I realized I'd kind of hit the ceiling on myself and I like tosay I had to go back to the machine. So I started looking atlarger companies again to put myself back into, quote unquote, the machine, tolearn more training, get up skilled, see what people were talking about,how people were operating, get to model myself after some really good mentors, and so I started looking at some larger company opportunities and that's when linkedinpresented itself and I have been here ever since. Wow, towds, andyou've been at linked in a year. Is that right? Yeah, justover a year. Well, it's a great company. So we're obviously superexcited and what a fascinating what a fascinating journey. I have a few questions. One is a personal finance blog. So what were the keys to personalfinance in your perspective, I'm I'm curious. Did you have a theme or pointof view? Is it as simple as you know, don't spend morethan you make, or where there were there more principles that you know,because I think managing your finances is always an important issue, particularly for peoplein the middle of a, you know, the tail end of a pandanamic pandemic. Right. No, absolutely. I think the biggest thing for me, and I feel like it's the theme that's covered my whole life, orat least my whole career, is when I don't know something, I haveto throw myself into it. And so with personal finance, like I knewhow to do a little bit of budgeting, I knew how to do a littlebit of to your point, like...

I had some point of views,but I wanted to get really good at it and to me it wasn't heartI have this I don't know if it's I just get frustrated when people thinkthings are really difficult. That shouldn't be, and to me personal finance shouldn't behard. And so for me it was constantly breaking down what things were, what the differences were between certain investment funds versus certain returns. What waswhat? We're different savings plans and ultimately trying to I don't want to saydumb it down, but really dumb it down so be able to talk aboutit. I mean Einstein said that right, like if you can't explain something simply, you don't understand it, and I totally believe that. And soI would constantly just try and write content that was about if it was policiesor budgets that were coming out from the government, like what did that meanto you with your personal taxes? How did you ask for this with youraccountant? And so ultimately it was really just trying to make it as simpleas possible to save as much money as possible and really get to the bottomof why you were doing certain things. Like I find that my and Idon't I won't say it's women or men, but most women I know in mylife, who are certainly older, say, Oh, well, youknow, I just work with my financial planner. I'm like, okay,well, why are you in that fund? Why are you in that investment?What is the return? Why? I don't know, they just manageit for me. Okay, but don't you care like don't. Are youinterested, and like how much interest you're making or what growth sector you're in, or have you considered this? And once we start talking about at thenthey're like, Oh God, I never thought about that. Right, andto me that's the crux of it, like the I never thought about it. How could you not think about it? This is your money. So wellthat, how do you what's your respective these days? There's at leastin the US. You know, the US equities market is on fire.Some people are worried about, quote unquote, asset inflation. What's your perspective onthe economy these days? Are you still fully invested? Of you movedyour money around in any way? Oh yeah, it's a very good question. So I love too. I love to play. So I think.I mean at this point, and I think most people, hopefully, orin at least listening to this podcast, or probably in this position, youhave your retirement fun and like for me, that's the one that just kind ofsits and I invest in very blue chip you know, dividend gross sayinglong term. I don't really play with it. But then I have myother fund and that's the one I play in, and so I didn't catchgame stock, but I caught a few others and for me those are funright, like that's just a good time. But I think it's knowing how muchmoney you have there and that it can be lost. Like I've madesome great bets and I have made some terrible bets and I probably not evenright now. But I think that's the point, right, is making surethat you know yourself well enough to know, like, I'm never going to playwith that retirement money, but this money I get to play with,and so I enjoy that part of it. I love it. So one,I guess question I have for you is, if you're thinking about yourcareer, has been so, so unique. You've charted your own path and suchan interesting and entrepreneurial way. What...

...advice do you have for people thatare just getting out of Undergrad or just getting out of university in terms ofhow to navigate their career, particularly also because you work at Linkedin and Linkedinis a platform dedicated in many ways to helping people, as they say,a chief economic opportunity. What's your advice to people that are worried that theydon't know quite what they want to do or or that their path isn't preordainedfor them. It's a really good question. Thank you for asking that. Ithink the biggest thing I can say, and someone told me this and Ithink about it all the time, is it first of all, inthe beginning we get so worried about getting the right job that we don't takeany action. Maybe we don't interview, we don't apply because we don't havethe kind of expertise or we don't have the skills. Like in the beginning, I say just go for everything and take anything, and I truly saytake anything, like take whatever falls in your lap, because you're going tolearn as much about what you don't like as what you do like, andit's so important to learn what you don't like as much as what you doenjoy. So, I mean, my path was completely, to your point, nonlinear, but it was all trial and error and it's still trial anderror and I'm constantly looking at what parts of these jobs do I like?What parts of this job don't I like? Is there another job with more partsthat I like? If there is, who is that person? Should Igo talk to that person? And then I just reach out and talkto that person, and that's my other advice is just ask. Like it'samazing 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 tostep up to the plate. And if you have no opportunity to step upto the plate, well then you're stuck. So just ask, just ask,try, jump, figure it out, iterate, and that's it. Ifeel like life is just a be testing. I think that's that's greatinsight. When I've I've interviewed lots of people on the podcast and one ofthe things that's emerge is sometimes women have have more trepidation, women are moreconcerned, and I hate to generalize, but this is feedback I resue fromwomen that they're they're more focused on being the perfect fit for an opportunity andso sometimes won't raise their hand, whereas men are generally, you know,used to not being they're used to implying that they're better at something than theyactually are, and so sometimes they are a bit more aggressive about taking opportunity. Has that been your experience, because, you know, I think, Ithink maybe that's some of the challenge that women face as they men navigatethe the professional workforce is that they have to sort of move outside their comfortzone and get used to grabbing it opportunities that maybe they don't feel completely qualifiedfor. No, I think you make a great point and I don't thinkthat's generalizing at all. I mean there are studies upon studies that have shownthat. So you're not you're not wrong. I mean, as I said,I was really lucky in that I grew up in a sales family.So my whole family, and again, figure forty Italians, I think thirtyeight of them are in some sort of...

...sales based role. And so dinnerconversations growing up or about like the deal and negotiations and both women and men, and so what did you do and how did you negotiate? What didthey say, and how did you go back and what did you do forthe client? And so just because I grew I like, I mean Iremember when I was eight sitting under conference tables as my mom ran conferences andI would sit under tables and wait because we didn't have a babysitter, andthen she bring me into the sale and she'd say, okay, that's theguy, you got to go talk to that guy. Go over there,shake hands, tell them to come over to this table. Okay. Right. So, like that was I mean, for lack of better term, likebread into me, and so I was very fort and it in that. I hate to say this and I'm sorry, but like I just Idon't give a fuck. So, and I think that's part of it.Right, like and and I don't know any women I coach, I alwaystry to help instill this like what is my grandma, you know, Godrest your soul, but like she was just to say what's the worst thatcould happen? And you'd go through and she's like, okay, can youlook at that? You're like yeah, she's like then do it. What'sthe worst that can happen? And I think that I always think of that. Any opportunity, any conversation, any pitch, anything, what's the worstthat can happen? And you go all out and blow it way up andyou're like okay, and then you get fired, right and people are likecan you live at that? You're like yeah, okay, then you're notgoing to get fired. That's literally crazy. So like we just went way offthe other end and I think that's it. So ask ask jump.Ask Jump try iterate like that's all you can do. I love it.And you know, for somebody that you I think you mentioned at the topof the show that you didn't have sort of a formal background and in businessor sales, but at least education. But clearly you did get based onyour family and your upbringing, which is amazing. A hundred percent. Yeah, I got I got the school of Life Education. That's the most important, most important kind. Another thing that you know, that you've that you'vementioned in the past that I think is really interesting. You've mentioned that mother'smake great managers and sellers, and tell us about, you know, tellus about that journey for you, about you know, having children and whyyou think that experience actually made you a better man ager and a better seller, although I'm I'm sure that it's true. That is well, it's very kind, very assumptive. I'll take it, but no, I do think this, and the reason I think this is one I I didn't necessarily growup with that traditional model either of like you need to get married and havekids, so that really wasn't on my radar. I just wanted to bea big CEO, that was my goal, and be the cool aunt and Ididn't. I didn't really understand that the two could coexist. And sowhen I met my husband, and he's wonderful, and we had kids atthe time I was actually just becoming a manager and I remember thinking, howthe heck am I going to do this? I don't even like people that much, like have you? Have you read that book surrounded by Idiots?I haven't. Okay, feel like that sometimes. It's a great book,but and it's, you know, it's I think it's like two years oldright now. But it's about the personality...

...types, right, like red,blue, green, yellow. We've all done that test, and how eachresponse to things and acts on things and wants to be communicated to, etc. And I'm highly read, 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 asyou start to have these little humans who you can't prescribe and you can't exactlytell what to do and you have to coach and coerce and negotiate, allof a sudden you're dealing with all of these skills on a day to daybasis that you end up dealing with managing a team and you don't realize itat all and then all of a sudden, I think my son was like Idon't know for and I had this Aha and I'm like wow, allthese courses I'm taking on leadership and management and communication, like this is thestuff we're doing all the time. And so I think that mother specifically becausethere is that hole. And again, I'm sure you've seen this research onlike the mental load they carry and all the things are sort of watching after. They're constantly running point on the family. Whose feelings are? How are wecommunicating? Who's not saying something? Did we take care of everything?Do we have all of the top line stuff done? But then what aboutthe bottom line and developmental? WHO's not talking to WHO? Then how dowe all work together to get to wherever we're going, whether it's like school, vacation, the next year, whatever it is? And so I thinkmums make great managers just because of the fact that they are constantly doing thisevery day. anyways. It makes makes a tremendous amount of sense. Ithink there's so many and it's so inspiring because I think, you know,some people have children, both mothers and fathers, and take some time awayfrom work and then and then become self conscious about about their ability to rejointhe workforce and make an impact. And your point is this can be ahuge asset. Actually, Oh, absolute lie, and I'm finding even moreso now in covid being able to have my kids. You know, theypop into the call and, and I mean I want to say like Ohpolitely, they pop into the call like, Oh, isn't that cute? Likesometimes they're awful and they're screaming behind and you know something's happening. You'relike, hold on, I got to break up a fight, for oneof them kills each other. And I think that transparency is actually really helpfulbecause at least I have found that a lot of women have come to me, whether it beyond my team or elsewhere, who have had babies lately or maybelayer like a year old. They're like, how are you doing it? How does it work? And I think being visible about the struggle behindthe scenes too, of like is not all pretty, but I'm going toget it done. I think that's really to your point, that's inspiring inthat's eye opening and that's the part that I've had a really fun time divinginto this year. I think that's so important because, to your point,it is inspiring for people to understand that it's not perfect, it's not allinstagram. Now. Life is complicated and messy and and everybody's is and youcan make it happen just like anybody else,...

...even though it might not be simpleright, which I think is a good lesson, because sometimes I thinkpeople feel like, why am I not elated all the time? I'm youknow, I watch the romantic comedies and I look at instagram and I feellike I'm supposed to be feeling better than I am. Right, right,and I think being able to have that open and honest, transparent conversation aboutI remember there was one woman who came back from maternity leave and I startedasking you're a bunch of questions and long story short, she was like Ohmy God, and it led to that an hour long conversation and she waslike, why does nobody ask me that? You're the only person that's asked methat. Why does nobody talk about this like, I don't know,man, but my goal, who is to try and change that. Soif you want to chat any time, I'm here and we always ask thosequestions, the the I want to say, the hard questions, the uncomfortable questions. and to me, if you're not a little bit uncomfortable, you'renot 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. You're not a tiny bit uncomfortable,then I don't think you're growing and I think it's always important to begrowing. I think that's perfectly said. Tiffany, were almost at the endof our time together. We love to know about your influences, whether it'sbooks that you've read or people that have had a huge impact on you.Who Do you think we should know about, or what ideas do you think weshould know about that I had a been a big influence on you.Sure so. I think one of the one of the people that have hadthe most influence on me, and this is very silly, but Winston Churchill. Same thing. I was introduced to him by my uncle, who isan entrepreneur, when I was about eight years old. And I started readingall these woods Churchill biographies and I think his grit and determination and communication styleand ability to rally people in a crisis is nothing short of inspiring. Soalthough he's very, I mean, guess, old historical reference, I revert backto a lot of his teachings and biographies on a regular basis. Sohe's someone who is certainly a mentor, if you will. Another person thatI love to that I love to follow on Linkedin is actually Craig Workman,who's at the Kelly School of business right now. So he's a sales trainer. He's great, he's just he really leans into the art of storytelling andI think I've been to some of his some of his conferences, and thereally inspiring and I've definitely leveraged a lot of his teachings and I find thathe is phenomenal at codifying how to tell a story. And in sales we'reall storytellers right, like that's how we bring our points to life. Butthe way he gives you a framework around it is really helpful. So that'ssomeone I think is definitely you're not following on him on Linkedin. Follow himon Linkedin. He is great, awesome tiffany. If folklona reach out toyou and get in touch with you, what's that? What's your preferred methodof communication? Well, certainly linkedin. You can always find me there.You'd be in trouble. Of Hi, didn't answer exactly. That wasn't yourfirst answer, but yeah, no, definitely linkedin. I'm really enjoying clubhouseright now, so I've had a lot...

...of fun jumping into chats, hostingsome chats on there. Those are definitely those are probably the easiest ways.And then if you need me emails, just tea highball at linkedincom awesome,tiffany thinks so much for me on the salesacker podcast, will talk to youon Friday for Friday findamentals. Fantastic. Thank you so much, Sam.Everybody, it's Sam Jacobs. This is SAM's corner. Love that conversation withTiffany hypel. Really interesting person and authentic, original person, a great sales laterand somebody with a diverse background that has tackled challenges in a lot ofdifferent ways. She's been an entrepreneur, she's she was one of the firstinfluencers on personal finance. Just a really interesting life and you know, oneof the lessons that emerge is really this idea that don't overthink things, particularlyearly in your care jump at the opportunities that are presented to you, evenif it's only to learn what you don't like. And you know, shetalked about sort of like ask jump it rate. ASK JUMP IT rate.So the other part of it, besides just taking opportunities, is ask foryou know, ask for the opportunities. There's a famous phrase and you knowyou probably heard it a million times. If they don't ask, you can'tget. I used to live in a building in New York City, eightSpruce Street, which was the geary building, although it might have been ten Barclay, one of those, one of one of those high rises I usedto live in and there was a woman, may she rest in peace. Shepassed away from cancer, but her name was Vicky Loupez. She wasthe building manager and she always would say if you don't ask, you can'tget. And that was really when we were trying to see if the buildingwould waive their policies on how many elderly geriatric dogs my wife Camille and Iwere allowed to keep with us, because I think at first it was onlyone, but we keep adopting old dogs, and so precently at two old pugs, fillip and daisy, and and Vicky was the one that say,you know, if you don't ask, you can get let's let's figure outif maybe daisy can stay, because there was only one dog all out.That's a bit of a personal insight into my life. Not Neither not particularlyrelevant. But the point is, if you don't speak up and state whatyou want, it doesn't have to be in an aggressive way, it doesn'thave to be in an accusatory or confrontational way, but simply asking for somethingthat's important to you is super, super useful. One of the reasons thatit's useful is because sometimes you assume that people know what's important to you andit turns out that they don't. And so, particularly you know in thecourse of, for example, a promotion or a raise or how much ofa race you're looking for or what additional responsibilities you want in your job.People don't know. Your manager doesn't necessarily know. They're not mind readers,and so your ability to clearly articulate what your needs are. Now first youhave to you have to know what your needs are. Personally. A lotof people don't even know what they want. So first got to answer that foryourself and then you can ask for and tiffany demonstrates that to a greatdegree. It's an inspiring it's an inspiring story and I guess the final pieceof it is mother's make great managers,...

...mothers make great sellers. And ifyou are out there and you know maybe you're maybe you're pregnant or maybe you'vetaken some time off from work and your little self conscious, a little bit, a little nervous, just remember that your position better than anybody because youhave incredible responsibility, incredible leadership as a mother and you can do anything,especially if you've given birth or are raising a child. So certainly you canbe a great sales manager in a sales leader at any age. So thoseare my thoughts. If you want to reach out to me, you canlinkedincom forward to lash the word in. For last M F Jacobs, Iwant to thank our sponsors. We have to remember the first is proposify.Discover proposed of by the proposal software giving you control and insight into the mostimportant stage your sales process. Check them out at propose a FYCOM forwards salesacker. We also want to thank outreach if you haven't registered for unleash a weekfrom today, and so it's may eleven through thirteen and it's going to beincredible. Guy Ras is going to be there, Carrie Lorenz is going tobe there. So unleashed out outreach dio for more information and hopefully to getyour free ticket. And if you're not a part of the salesacker community yet, you're totally missing out. Any sales professional can joint as a member toask questions, get immediate answers and share experiences with like minded be tob salesprofessionals. Jumping and started conversation with more than tenzero sales professionals at salesaccercom.If you haven't given us a five star review yet, we would really appreciateit. Go to the ITUNES store, give us five stars, maybe outsome comments. That'll be great. Otherwise, as you know, I'll talk toyou next time.

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