Persistence

A couple of weeks ago Steve Martin invited me to speak to his two classes that he teaches about sales at Haas School of Business (Berkeley). On the drive over I realized that I was actually quite nervous. Since  the students have regular access to all sorts of big name CEOs and smarty pants entrepreneurs, I was thinking that I might come off like some snarky sales joker who “stepped in it” with Jigsaw. Plus, I haven’t been anywhere that resembles an academic environment for almost 20 years- my vocabulary has been reduced to hackneyed business expressions, “you knows,” and profanity. Am I a credible presenter of anything interesting to an intellectual audience? Was I going to get yawned off the stage? 

Well, it all went fine. Steve teed me up so I could reel off one story after another, Jigsaw has an investment history and successful history that they understand clearly, the swearing police never showed and sales is a subject that is just now starting to show up in B-school curriculums, so it was very easy to pass off what I consider daily life as a bit of a primer (this blog is living proof).  I left with that rejuvenated feeling that all salespeople get when a meeting has gone really well, the “high” that makes you momentarily forget the daily stress caused by your quota, those uncooperative prospects,  your slow motion co-workers, a demanding family and the eternal time deficit that we all run these days. I’m surprised that I didn’t levitate my PT Cruiser (rental, of course) back over the Bay Bridge on big fat head ego fumes alone.

Back on earth, I realize that I learned a lot from the questions that those students asked me-or more specifically from my answers. Time and time again I kept coming back to the theme that there is no magic process or plan for starting a business, or getting a sale. You just need to be persistent in the face of challenges, never give up or let self doubt cloud your resolve. It sounds so annoyingly simple, but persistence is the only trait that I have seen common in all successful people- from salespeople to CEOs to founders of companies.

When it comes to sales, I’m not talking about a penchant for annoying and aggressive communications. Nothing is more pathetic than a sales guy who tries to talk someone into something. Don’t put that idiot pan on your head and repeatedly slam yourself into a brick wall by ignoring it when a specific individual tells you “no.” But do make sure you that you have exhausted all other avenues and connections, and that you have in fact been given a “no” for good. Time changes outlooks, goals and (particularly now) personnel- you want to be in position to get the business if it is out there.

I battle with self doubt all the time. So does everyone, on some level. Even Fowler, who I swear thinks everyday is Christmas because he gets to work at Jigsaw, gets bogged down sometimes.  It’s how you resist that temptation to agree with that little voice in your head that says that you’re a big pretender (like everyone else isn’t) that makes you a sales success.  People with strength of purpose or inner drive propel themselves to the top. Perseverance is the one thing that all top salespeople that I know have- it trumps personality, brains, talent, charisma…even luck.

OK, Richard Simmons moment is over. Stop reading blogs and pick up the phone.

Comments

[James Kilpatrick]

Garth- We too felt the 'high' of your presentation. Your message of well calibrated persistence is fantastic, but my humble suspicion of a major factor that helps you win over your audiences in academia, business and your blog is your palpable honesty with yourself, the world and your audience. Thanks again for the talk and blog.

[Garth Moulton]

James-
I'm saving this comment for motivation in the future. Thanks so much.
Garth