October 24, 2023 • 29 mins
Discover the transformative power of a life brand in this episode with Irina Soriano, Vice President of Enablement at Seismic. Join us as we explore the concept of a life brand - one that transcends self-promotion, and instead, emphasizes service to others and contributing to the community. We'll hear Irina's insights on how this unique approach to branding can significantly alter the perception of enablement professionals and leaders. She also opens up about her personal journey in enablement and the profound impact it has made on her life.
- What is a "life-brand"?
- Using your life brand to build confidence
- Leveraging your life-brand professionally
- Safeguarding children's life-brand
Irina Soriano is the VP, Enablement at Seismic, the leader in Enablement. During her 15-year career, Irina built several global Enablement departments across EMEA, Asia-Pacific, and the US from the ground up. She leads the NYC Wise (Women in Sales Enablement) chapter, is the author of “Generation Brand”, as well as a TEDx and keynote speaker.
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Episode Transcript
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Speaker 1 (00:01):
Welcome to the Sales Enablement Society Stories from
the Trenches, where enablementpractitioners share their
real-world experiences.
Get the scoop on what'shappening inside Sales
Enablement teams across theglobal SES member community.
Each segment of Stories fromthe Trenches share the good, the
bad and the ugly practices ofcorporate sales.
Enablement initiatives learnedwhat worked, what didn't work
(00:25):
and how obstacles wereeliminated by corporate teams
and leadership.
Get back, grab a cold one andjoin host Paul Butterfield for
casual conversations about thewide and varied profession of
sales enablement, where there isnever a fits all solution.
Speaker 2 (00:38):
Hello and welcome back to another episode of the
Sales Enablement Society Podcast, stories from the Trenches the
only bias for us podcast, wherewe bring together enablement
practitioners and leaders fromall over the world, talk about
the work they're doing, theresults they're seeing, and
sometimes we talk about whenthings didn't go so well,
because there's always greatlearning opportunities there.
I'm excited to introduce you toour guest this time.
(01:01):
A lot of you are probablyfamiliar with her work and I'm
talking about Irina Soriano.
She's the VP of enablement atSeismic.
And Irina, welcome and maybejust tell people a little bit
about yourself.
I'll go from there.
Speaker 3 (01:13):
Yeah, thank you for having me today.
So, like you said, I'm the VPof enablement here at Seismic,
the global enablement leader inthe marketplace.
I've been with Seismic for overfour years and built an
enablement here from the groundup as well.
I have been in enablement for agood over 10 years probably
(01:34):
closer to 12 years and lived andworked across the world.
So I've been in the US, in NewYork here for a little over
eight years.
I was in Singapore doing thesame thing, over in Asia Pacific
for five, and before that I wasin IMEA.
I'm originally from Germany, sothat's why I started my journey
.
Speaker 2 (01:52):
Thanks, I'm a little jealous.
I love Singapore but I meangone on trips but never lived
there, and that is one placethat I think would be amazing to
spend some time just to reallyget to know the place.
It's just an amazing city,especially so.
Speaker 3 (02:07):
A lot of fun.
Speaker 2 (02:08):
All right.
So nobody gets away withoutdoing the Jimmy Kimmel challenge
.
So here we go.
Through your amazingconnections, or maybe because
you live in New York, I don'tknow, but you are offered Jimmy
Kimmel show when he announceshis retirement.
You can have anybody you wanton the couch on your first
episode.
Who do you bring on and whythen?
Speaker 3 (02:30):
I'm not sure you're going to like my answer.
I would bring on Larry David.
Speaker 2 (02:37):
No, I love that answer.
I love Larry David.
Speaker 3 (02:42):
So quick history on that so I had no idea who he was
.
I have never watched Kirbyenthusiasm before.
I moved to the US and getintroduced to it through friends
in.
My husband and I startedwatching it and I just fell in
love with Larry David.
Speaker 2 (03:01):
I know you get no complaint from me.
No, he's amazing and fun fact.
I love Kirby enthusiasm as well.
But Jeff Garland and I went tohigh school together and I
wouldn't say that we're like youknow, we weren't like the best
of friends, but we were friends.
We had a lot of classestogether.
He graduated a year ahead of mebut yeah, so it's been kind of
cool to watch his rise andthat's amazing.
(03:25):
Yeah, and trust me, he washilarious in high school as well
.
The teachers weren't a big fan,but he made class really
interesting.
Speaker 3 (03:33):
Good for you, that's an awesome story.
Speaker 2 (03:35):
So the reason that I asked you to join was the work
that you've been doing aroundthe concept of a life brand, and
when we were preparing for this, we talked a little bit about
how that's not just importantfor everyone personally and
professionally, but how it alsoshapes the perceptions of you as
an enablement professional or aleader.
(03:56):
So maybe we should start withhelping everyone understand what
is a life brand, what makes upthe life brand?
Speaker 3 (04:02):
Great, let's take a couple of steps back and say
what's a personal brand, right?
Because that's what everybodytalks about, right?
So the classic definition of apersonal brand is that we step
out into the world usually it'sbeing social media these days
and we self promote in order topush our credibility, become one
(04:25):
know in a specific field.
We want to drive our careerright.
So usually the reasons behindthat are self-centered we're
doing it for us, right?
We want to make sure we presentourselves to the world the
right way.
So when we look at life brand,that concept goes way beyond
just a personal brand.
So think about it as yourdigital fingerprint.
So that means any Amazon reviewyou've ever left, any like or
(04:48):
love, and all your privateaccounts right.
Any pictures or videos thatyou've ever put out there,
because nothing is private thesedays, as we know and that also
includes anything that mightstill hit your digital
fingerprint in the future.
So think back all the picturesthat were taken of us when we
were teenagers Now, in our case,probably paper photos, but if
(05:13):
we think about next generation,everything is on an iPhone right
now and things happen whenpeople are out and get drunk and
do things.
So all of these pieces are alsopotential future life brand
content, right?
Or life brand pieces.
So the life brand goes waybeyond just the personal
branding.
When we think about controllingour life brand, the focus
(05:36):
really shifts away from us andthe focus is on them.
So it comes down to what are wecontributing to the community
that we're in, right To theonline communities that we're in
?
What value are we sharing?
What are we centering our lifebrand around?
Like a specific theme and aspecific purpose that represents
ourselves but that also allowsus to give back.
(05:58):
So the whole purpose is controlyour life brand and make sure
it doesn't speak against yourpurpose and your identity.
And then also, how do you useit to serve your community?
So the purpose really changesbetween the person and the life
branch.
Speaker 2 (06:13):
More than once I've thought how grateful I am that
iPhones etc.
Didn't exist when I was ateenager, even during my uni
years, right.
But you make an interestingpoint.
I don't think people, evenmaybe now that are in their
early 20s, you know, in thattime ring are really thinking
about this.
But you're right, it's thingson the internet forever.
(06:35):
So how does somebody I want totalk about how they should
leverage their life brandprofessionally, but maybe go a
little deeper into is there whenthey're curating this online
brand and their contribution tocommunities?
Should they be, should there belike a plan, or they should be
(06:55):
more organic?
How does that what's best?
Speaker 3 (06:58):
Great question.
So there's two pieces to lifebrand.
One is how you define youridentity, right, and that means
you know who you are and how doyou want to represent yourself
in your online community.
Like usually, I like tosummarize this down to three
words that describe you best,right?
And then the second piece isyour purpose.
So, if you just and that youknow, there's obviously some
(07:21):
activities you can go through tomake sure you find your real
purpose, and a purpose could beyour profession, right?
So that's how my life brandstarted.
It was centered around myprofession, which was,
enablement.
Your purpose could be yourpassion.
That is what I'm doing nowdoing life brand education, do a
lot of work with, you know,women empowerment, right.
(07:42):
This is kind of the my passionthat drives me.
This is also my life brand.
So mine is kind of twofold, butit could also be, for example, a
hobby that you have, you know,maybe you are into.
You know you're 25 years oldand you're into makeup and
that's what you want to breadput your you know like you build
your life brand around.
Or you have an interest in cars, or in wine, or whatever it
(08:04):
might be.
It could also be, you know thatyou say, rather than just a
hobby where you spend your timeand interest, something you want
to get good at.
So I had a friend out in Asiaand she wanted to be a baker.
With zero skills and she builther life brand around her
journey to become a baker, whichwas hysterical.
So there's many different ways,how you can choose to set up
(08:26):
your life, but it's important tobe very specific on your
purpose.
What are you trying toaccomplish and what's the
audience that you would like toinfluence and that you would
like to serve with what you'regiving back to your community?
Speaker 2 (08:37):
A neighbor of ours a few years back decided to take
that same journey of baker andhe got so into it he ended up
building a wood fired oven,stone oven, in his backyard so
he could like really right, yeah, I mean, he took it to a whole
another level.
That's amazing.
If you've done it once, you'vedone a good job of this and I
realize it's not a one and donethis is something you've got to
(08:59):
constantly be thinking about andbe intentional about.
But how do you actuallyleverage it?
Say, you've got a good base andthen what do you do with it?
Speaker 3 (09:08):
Yeah, it is a lot of work, I'm not gonna lie.
So it comes down to sharingyour experiences.
Let's use the profession right?
My life brand is centeredaround my profession.
It's an apron, right?
So now it comes down to how amI serving my community?
Right, and that might be youknow, in my particular case,
(09:31):
that I love to share.
How do we do an ablementedseismic?
What are the things that wemessed up throughout the journey
, like?
What are the things where we'redoing really well?
What are some tips and trickswe can share with the community
that other people can use andtake to build their own practice
?
And this could look in manydifferent ways, right?
Some folks might say I'm onlyposting on LinkedIn.
(09:53):
Some folks might pick aInstagram or a TikTok.
Obviously, these days there'smany different choices that you
can make, but you know, mostlyfor enablement, I would say a
lot of us live in the LinkedInrealm, but it doesn't only have
to be that.
So I encourage folks I mentoraround life branding to start
writing articles on LinkedIn.
(10:13):
Right?
A very easy way where you canshare experiences and knowledge
and insights for people toconsume.
We put together last year awhole webinar series with my
whole team that everybodyparticipated in, where we said
let us tell you our strategy andgive you all our handouts and
all our tactics.
And you know that was againdone with the purpose of serving
(10:37):
that community, to give backand help them progress in their
own enablement journey.
Or it could be what we're doingright now, going on a podcast
and speaking about what you doright.
So I think it comes down to thematurity of your life branch
journey as well.
You know, if you're 25 yearsold and it's your first time on
LinkedIn, you're probably notgoing to go on a podcast in the
(10:58):
first five minutes, and that'sokay, you know.
But there's still anopportunity for you to share and
give back to folks that mightbe in a similar situation.
That you are right.
So I think it's never too earlyto start sharing and serving
the community through your lifebranch.
Speaker 2 (11:15):
So that brought an interesting question to my mind,
and that is it sounds like youshould come up with a plan,
right?
So going back to your 25 yearold example okay, maybe not
ready for a podcast now, but howam I going to get there?
What am I going to do todevelop myself and come up with
enough contributions that I'm aninteresting guest for a podcast
?
Perhaps I'd like to speak at anenablement conference.
(11:37):
What am I going to do?
So any advice for folks on howdo you create a plan like that?
How do you make progress andtrack it?
Speaker 3 (11:46):
Yeah.
So I think it's really thegroundwork starts with, like I
said, the life brand definition,right, identity and purpose.
I have a whole life brandlaunch kit in my book generation
brand for folks that need alittle support To get there
about.
Once you have it it's you know,the best way and that's usually
my recommendation when you'restarting is to share about three
(12:07):
times a week right now I knowfolks that are very motivated
and they go.
I share every day.
Wonderful, right, if you havethe time to do that.
But the consistency here is keyto give back because you also
want to attract people'sattention, right.
So, if you want to get invitedto speak somewhere or be invited
on a panel, on a podcast,people need to see your name.
(12:28):
Right, and this is not justabout you posting, this is also
about you engaging with whatyour community is posting, right
.
So and again, that's that's alittle bit of time commitment as
well right, to see what areother people saying.
Share your opinion, you know.
Share other people's posts,right.
That's also something that'svery important because it helps,
(12:50):
you know, to expose what theyare saying, but also, vice versa
, they might do the same for you.
So usually I would say you know, you don't have to have a built
out social media plan thatautomatically pushes your
content.
I'm not a fan of that.
Anyways, I find that a littlebit just an authentic over
interesting.
Yeah, I've tried it out in manydifferent ways, especially as I
(13:11):
tried to build up, like myInstagram and you know it's not
for me like I'm more the organicposter rather than anything
else, and I think people feelthat as well.
Like that, that authenticity,like people can tell where it
comes from.
Or if you have some auto post,generate it, you know.
So I think that's that'ssomething to it, like keep it
(13:34):
real, keep it light, but makesure that consistency behind
what you do and then engage withother people's posts as well.
Speaker 2 (13:40):
That makes sense.
The authenticity I think isalways been important, but I
think now more than ever, that'sjust what people are looking
for.
There's just not a lot ofpatience for the kinds of things
that you're talking about.
You mentioned Instagram,linkedin, etc.
Do you have a recommendation onwhether someone should pick the
(14:02):
best and really focus on thatso they have a multi platform
strategy, or does it matter?
Speaker 3 (14:09):
I think it matters, especially if you don't do this
full time.
You know, and that's that's whyI do, I have to do this on the
side, right?
So I have to spend time in theevening or, you know, on the
weekends.
It can be quite time consuming.
So I would say, depending onwhat you, what purpose you base
your life brand on, that is howI would pick your platform.
So, if you go, hey, my life isgoing to be my profession.
(14:32):
Enablement, like LinkedIn isyour place to go.
If you say so, I'm working withwith somebody at seismic at the
moment and she's she's on a verygreat journey towards her life
brand and it's more in theartistic realm Right, where she
wants to start basing her lifebrand on.
And the right place to go withInstagram, with that, it's going
(14:53):
to be video pictures right,that's the place to go.
And then, if you more intoquick snippet video advice, like
tick tock might be your placeto go, right.
So I think it really comes downto the type of content that you
will be sharing.
Unless you do this full time, Iwould not recommend that you
focus on two platforms at thesame time.
(15:14):
Okay, right, it, and it's a lotlike it's a.
It's very hard to manage, so Iwould pick one, stick with it
and do it really well.
Speaker 2 (15:22):
Great advice, thanks.
How can someone use their lifebrand to build confidence and
that might be confidence inthemselves, because no one else
is gonna have confidence in youif you don't exude that
self-confidence.
And you already talked a littlebit about how you build
confidence that others have inyou based on your life brand,
(15:43):
but we talk a little bit moreabout that.
Speaker 3 (15:45):
Yeah, absolutely, and I think that's specifically an
important topic for women aswell.
Right, because we know, basedon Research and studies and you
know, I've read a ton about itthat there's just a confidence
gap between men and women.
Right, and this follows womenthroughout their entire career,
like all the way until the end.
They kid, it never goes away.
I wake up on days and go, Imake zero confidence today, I
(16:09):
suck and I go.
Where does this come from?
So the reason why life brand issuper helpful because you know
you, as you're giving back, youimpacting other people's lives,
right, and I'm not saying youneed a hundred thousand
followers to do that.
You can have a hundredfollowers to do this, well, as
long as your voice reaches oneperson and Whenever I hear back
(16:32):
from somebody.
So I give you like an example.
I put out an Instagram reel onhow to negotiate your salary,
right, and I had a young ladyfrom Russia messaged me like
private message me and say, hey,I used to your tips and tricks,
like and it worked, and I'm soamazed.
And she sent me this whole,this whole thing and that kind
(16:53):
of hit me on a day where I was,like, you know, not Feeling my
best here today, but theconfidence boost that that gave
me, that what I had to sayhelped somebody make a change in
their life.
That is absolutely Incredibleand the for me this comes.
It's building confidence throughserving others.
That's what it is.
(17:13):
That's what it comes down to.
You know, confidence might be alittle bit in our DNA.
Like I read it, I believe it,but I think there's a lot of
external factors that impact ourconfidence.
And Seeing that how we serve isimpacting other people's lives
is the huge confidence boost.
And the interesting thing wasactually that there is a study
(17:34):
out and I referenced in my bookas well that, you know, women
actually feel more confidentserving, and serving even
through self-promotion.
Right, because sometimes itcould be at the same time.
You can self promote while youstill serving your community at
the same time.
Doing it with this mindsetMakes things for us much easier,
(17:57):
right, and self-promoting isalso a confidence booster.
It's very important for us todo that.
Women also hold back and don'twant to do it just because they
fear social consequencesSomebody's not gonna like me,
I'm gonna be a brown-nose orWhatever.
It might be that we might gethit with right?
So I think those are twoimportant components.
They're serving and then alsousing your life branch to self
(18:18):
promote, to put confidence thatway I Love that concept of
building confidence throughserving others.
Speaker 2 (18:25):
I don't know if that's something that gets
talked about often enoughbecause, again, you know, we all
see, you know folks that arebuilding their brand through
just, really, just in your face,kind of self promotion, and
Whereas what you're talkingabout not only is more authentic
but it really is building upthe community, whatever the
(18:47):
community is that you're serving.
And I'm pretty sure that atleast some of our listeners
right now are a little surprisedto hear that you have days With
your successful track record,with the work that you're doing,
that you have days where you'renot feeling it and you're
questioning yourself.
So thank you for sharing that,because, again, I'm sure we have
(19:08):
some listed like like, wow,okay, I have those days too, and
so now I kind of have someideas to cope with it With.
With Good that you.
Going back to what you saidearlier, where you know we start
cleaning this digital footprintfrom the moment our parents
probably post, you know, birthpictures.
Holding you in the hot holdingis in the hospital, right?
(19:28):
How should those, how should webe thinking about when we have
children, those that havechildren, protecting their life
brand?
Because, again, that's that's,I don't know, people start
thinking about that soon enough.
Speaker 3 (19:42):
That's a very interesting question and I had a
lot of the kids with parents onthis topic, so I give you my
opinion right and you're right.
So your digital fingerprintstarts with the first picture
that your parents put about youon the internet.
That's it right and we have nosay in the matter now.
Is this gonna matter anegatively impact our life later
(20:05):
on if there's a few baby andtoddler pictures floating around
the internet?
Probably not right.
I'm talking about the picturesthat lead to cancel culture.
That means we're never gonnaget a job again or we're getting
kicked out of school or like.
Those are obviously the oneswhere the problem Come in.
So do I think it's bad to posta picture about your kids?
No, do I think it's the rightthing to ask for their
(20:27):
permission when they are able togive it?
Yeah, I think that is.
That is a rightful conversationto have and you know, some kids
might not know yet what thismeans, obviously, but I think
that's the moment wherelife-brand education starts,
right, cuz, let's face it, youknow, my mother always said to
me like don't put anything onthe internet, like, and I, when
(20:48):
this started for me, I didn'tcare what she had to say, and I
was in that that's a fair pointyeah.
I did not care.
So if I was 16 today, knowingwhat's going on and I get how
people on social media and allthe stuff that's happening Like
if my mother said this to me, Iwouldn't have a care in the
world what she has to say.
So I think doing the educationearly on the impact this can
(21:12):
have on life, on career, on, youknow, anything that's anything
that might hit you in life, issuper important to have this
like at the teenage age.
You know, and this doesn't meanthey couldn't be posting online
, it just means do itaccordingly to the identity that
you want to portray and pick apurpose right and make sure with
(21:32):
whatever you post, it doesn'tspeak against it.
So I think that's one and twois the whole.
You know everybody has a phonethese days, right, if you're in
a room with somebody, there is atelephone.
That's just reality.
So being aware that at anypoint in time you can be
recorded, somebody can take apicture of you, somebody can
take a video.
I mean, there's enough in the,in the newspapers, where we've
(21:53):
seen this happen and people gotkicked out of school for right.
Or you know, it got put onTwitter and got shared 10
million times.
So I think it's having thatawareness be surrounded with
people you trust, you know, anddon't get hammered at a party
with 200 people and you knowwhat you're doing anymore,
because that those are thesituations when things happen
you know which, just personalcommentary.
Speaker 2 (22:16):
That's kind of sad but it is.
It is what it is right.
Deal with reality, not what youwish sometimes.
Yeah.
Speaker 3 (22:23):
I.
Speaker 2 (22:25):
Like to for probably a bit of time to go in depth on
one more question, so I want togive it a little bit.
Let's go back to enablement.
So for a long time, a lot of ushave taught our sellers and and
CSM's are the, the communitiesthat we enable and support how
to use social for selling, for,you know, building a brand that
is customer-centric and so it'sinteresting to them.
(22:47):
The concept of life brandreally takes that to another
level.
So what, if anything, shouldenable men, leaders and
practitioners be thinking aboutto help the sales reps and the
others that they support this besomething that's part of
enablement.
Speaker 3 (23:06):
That's a great question.
I think partly it could be.
It probably be a marketingslash enablement project.
I would say I think the keyhere is with sellers.
If they Built their life brandright and they structure it
around their profession rightand they're putting valuable
content out there, not spammingpeople or you know Valuable
(23:27):
content where people go, oh,great, I learned something today
from this person thatultimately Positions them as
consultants right, like asknowledgeable in the community.
It probably helps them to getreferrals right where people go.
This person knows what they'retalking about.
You know, in our case, oursellers, when they post about
enablement, that shouldobviously speak to people like
(23:49):
myself out there, right, becausethey go.
Great, here's something I canlearn something about enablement
from a seller.
How amazing is that?
So I think the power is.
The power is really big andmaking sure that you give people
the tools to do it right.
Right, so there's a way aroundfeeding sellers also content
that they can use and post andmake their own right.
(24:09):
So, like you know, noteverybody is familiar with how
to drive a good social mediastrategy.
So I think that's the supportwe can give as enablement, you
know, and marketing folkscombined, and then I think
there's something to be saidabout when the company Itselves,
like, promotes their people'slife brands across across the
board right, not just sellers,but really everybody who's out
(24:31):
there like that's global brandmarketing for them as well.
Right, if I go out, then I havea strong life brand and I work
in seismic is right, that's,that's amazing promotion for any
company.
You know, there's a hugeopportunity there when, when
organizations generally promotetheir people's life's brands,
you know they, they can turninto influencers, right, they
(24:54):
can.
You know they out there they'resharing the word and they do it
, but at the same time whilethey're employed at that
particular company, right, sothere's a, there's a big power
behind that.
That I think sometimes is notrealized enough, you know.
Speaker 2 (25:06):
But organizations, I'm sure there's people sitting
there listening right now orthinking, wow, never thought
about this before.
Maybe they even feel likethey're kind of behind the curve
on this.
So there are a couple of firststeps that you recommend for
people to start Getting alignedand creating that life brand,
(25:27):
regardless of where they are intheir career.
Speaker 3 (25:30):
Yeah, it's never too late.
You can.
You can start controlling yourlife brand in your in your 50s
and your 60s it's?
You know?
I talked to my dad about it.
He's in his 70s, right?
So it's never too late.
I would say the best place tostart is just to realize what
your life brand actually is.
Okay, how big is it right?
So I've done this with mine.
When I started this wholejourney and I did- a rough
(25:52):
calculation across the board.
You know how many accounts dothey have?
How often did I pose, how oftendid I like and love?
And I had roughly already over50,000 Footprints out that or
fingerprints out that that Ihave left, and I'd happily use
social media that would be.
So that's shocking.
So I think getting anunderstanding what you put out
(26:14):
there, what your interactionsare and what could impact your
life brand, I think that's avery first important step.
So it's just the, it's theawareness what is my life brand,
what does it do and where do Icurrently stand in that regard?
And then I think step two isreally sitting down and defining
hey, this is my identity, thisis what I stand for.
Pick your life brand purposeand then pick up basically the
(26:38):
channel that you want to focuson, and then you're pretty much
good to go.
This doesn't have to be a hugelift that you learn as you go.
It's with anything else, it'slearning by doing as well as you
start the journey.
Speaker 2 (26:48):
So, before we let you go, want to give you a chance
to maybe drop one additionalpiece of knowledge on everyone
that may or may not haveanything to do with enablement.
So you've been given the giftof time travel, but there's only
one restriction you can go backand coach young arena, but only
on one thing.
What is that?
(27:08):
One thing you really wish you'dunderstood better, earlier.
Speaker 3 (27:13):
Wow besides the whole life-friend topic, obviously,
that we just talked about forthe last 20 minutes Um, I think
I would tell myself howimportant it is to be patient
Patient in life and also apatient in business, patient at
work.
You know, I've I'm sure a lot ofpeople can identify with that
(27:34):
right, we often want things Veryquickly and we're ambitious and
we want things to happen.
And it's the same in life rightin life and in work and I feel
that piece of patience,sometimes just sitting back and
Let life happen a little bit, issomething I struggled with my
whole life.
You know, like wanting thethings when you want them.
(27:56):
That's that's often how itrolls for us.
But really having that patienceand sometimes just letting a
little bit of time go by untilthe timing is just right, I
think that's something thatwould have served me very well
in my younger years, if, ifsomebody had told me that a
little bit earlier.
You know, life is happening forus, life is not happening to us
(28:20):
right and often that'ssometimes the mindset that we're
in.
So, um, once you change that,the patient comes with itself.
So I think that that'd be mypiece of advice.
Speaker 2 (28:31):
That's really powerful.
Life isn't something thathappens to us, and I think it's
very easy to get caught on me,especially right now.
We've got the economy and it'sjust so so much uncertainty in
the world and and and I thinkthat's a message of hope to
people that you actually can, toa degree, you know, take
control and be proactive in yourlife and your choices.
(28:51):
Well, thank you for that andthank you so much for spending
this last 25 minutes with us.
It's I've learned a lot.
I'm sure we're gonna get a lotof great feedback from the
audience, so appreciate yourtime.
Thank you for having me andthank you to everyone else who's
listening for investing yourtime with us as well.
Stay safe for the next twoweeks, and then we'll be back
(29:12):
with another new episode.
Speaker 1 (29:13):
Thanks for joining this episode of stories from the
trenches.
For more sales enablementresources, be sure to join the
sales enablement society at s esociety org.
That's s e s o c I e t y dotorg.
Welcome to the Sales Enablement Society Stories from
the Trenches, where enablementpractitioners share their
real-world experiences.
Get the scoop on what'shappening inside Sales
Enablement teams across theglobal SES member community.
Each segment of Stories fromthe Trenches share the good, the
bad and the ugly practices ofcorporate sales.
Enablement initiatives learnedwhat worked, what didn't work
(00:25):
and how obstacles wereeliminated by corporate teams
and leadership.
Get back, grab a cold one andjoin host Paul Butterfield for
casual conversations about thewide and varied profession of
sales enablement, where there isnever a fits all solution.
Speaker 2 (00:38):
Hello and welcome back to another episode of the
Sales Enablement Society Podcast, stories from the Trenches the
only bias for us podcast, wherewe bring together enablement
practitioners and leaders fromall over the world, talk about
the work they're doing, theresults they're seeing, and
sometimes we talk about whenthings didn't go so well,
because there's always greatlearning opportunities there.
I'm excited to introduce you toour guest this time.
(01:01):
A lot of you are probablyfamiliar with her work and I'm
talking about Irina Soriano.
She's the VP of enablement atSeismic.
And Irina, welcome and maybejust tell people a little bit
about yourself.
I'll go from there.
Speaker 3 (01:13):
Yeah, thank you for having me today.
So, like you said, I'm the VPof enablement here at Seismic,
the global enablement leader inthe marketplace.
I've been with Seismic for overfour years and built an
enablement here from the groundup as well.
I have been in enablement for agood over 10 years probably
(01:34):
closer to 12 years and lived andworked across the world.
So I've been in the US, in NewYork here for a little over
eight years.
I was in Singapore doing thesame thing, over in Asia Pacific
for five, and before that I wasin IMEA.
I'm originally from Germany, sothat's why I started my journey
.
Speaker 2 (01:52):
Thanks, I'm a little jealous.
I love Singapore but I meangone on trips but never lived
there, and that is one placethat I think would be amazing to
spend some time just to reallyget to know the place.
It's just an amazing city,especially so.
Speaker 3 (02:07):
A lot of fun.
Speaker 2 (02:08):
All right.
So nobody gets away withoutdoing the Jimmy Kimmel challenge
.
So here we go.
Through your amazingconnections, or maybe because
you live in New York, I don'tknow, but you are offered Jimmy
Kimmel show when he announceshis retirement.
You can have anybody you wanton the couch on your first
episode.
Who do you bring on and whythen?
Speaker 3 (02:30):
I'm not sure you're going to like my answer.
I would bring on Larry David.
Speaker 2 (02:37):
No, I love that answer.
I love Larry David.
Speaker 3 (02:42):
So quick history on that so I had no idea who he was
.
I have never watched Kirbyenthusiasm before.
I moved to the US and getintroduced to it through friends
in.
My husband and I startedwatching it and I just fell in
love with Larry David.
Speaker 2 (03:01):
I know you get no complaint from me.
No, he's amazing and fun fact.
I love Kirby enthusiasm as well.
But Jeff Garland and I went tohigh school together and I
wouldn't say that we're like youknow, we weren't like the best
of friends, but we were friends.
We had a lot of classestogether.
He graduated a year ahead of mebut yeah, so it's been kind of
cool to watch his rise andthat's amazing.
(03:25):
Yeah, and trust me, he washilarious in high school as well
.
The teachers weren't a big fan,but he made class really
interesting.
Speaker 3 (03:33):
Good for you, that's an awesome story.
Speaker 2 (03:35):
So the reason that I asked you to join was the work
that you've been doing aroundthe concept of a life brand, and
when we were preparing for this, we talked a little bit about
how that's not just importantfor everyone personally and
professionally, but how it alsoshapes the perceptions of you as
an enablement professional or aleader.
(03:56):
So maybe we should start withhelping everyone understand what
is a life brand, what makes upthe life brand?
Speaker 3 (04:02):
Great, let's take a couple of steps back and say
what's a personal brand, right?
Because that's what everybodytalks about, right?
So the classic definition of apersonal brand is that we step
out into the world usually it'sbeing social media these days
and we self promote in order topush our credibility, become one
(04:25):
know in a specific field.
We want to drive our careerright.
So usually the reasons behindthat are self-centered we're
doing it for us, right?
We want to make sure we presentourselves to the world the
right way.
So when we look at life brand,that concept goes way beyond
just a personal brand.
So think about it as yourdigital fingerprint.
So that means any Amazon reviewyou've ever left, any like or
(04:48):
love, and all your privateaccounts right.
Any pictures or videos thatyou've ever put out there,
because nothing is private thesedays, as we know and that also
includes anything that mightstill hit your digital
fingerprint in the future.
So think back all the picturesthat were taken of us when we
were teenagers Now, in our case,probably paper photos, but if
(05:13):
we think about next generation,everything is on an iPhone right
now and things happen whenpeople are out and get drunk and
do things.
So all of these pieces are alsopotential future life brand
content, right?
Or life brand pieces.
So the life brand goes waybeyond just the personal
branding.
When we think about controllingour life brand, the focus
(05:36):
really shifts away from us andthe focus is on them.
So it comes down to what are wecontributing to the community
that we're in, right To theonline communities that we're in
?
What value are we sharing?
What are we centering our lifebrand around?
Like a specific theme and aspecific purpose that represents
ourselves but that also allowsus to give back.
(05:58):
So the whole purpose is controlyour life brand and make sure
it doesn't speak against yourpurpose and your identity.
And then also, how do you useit to serve your community?
So the purpose really changesbetween the person and the life
branch.
Speaker 2 (06:13):
More than once I've thought how grateful I am that
iPhones etc.
Didn't exist when I was ateenager, even during my uni
years, right.
But you make an interestingpoint.
I don't think people, evenmaybe now that are in their
early 20s, you know, in thattime ring are really thinking
about this.
But you're right, it's thingson the internet forever.
(06:35):
So how does somebody I want totalk about how they should
leverage their life brandprofessionally, but maybe go a
little deeper into is there whenthey're curating this online
brand and their contribution tocommunities?
Should they be, should there belike a plan, or they should be
(06:55):
more organic?
How does that what's best?
Speaker 3 (06:58):
Great question.
So there's two pieces to lifebrand.
One is how you define youridentity, right, and that means
you know who you are and how doyou want to represent yourself
in your online community.
Like usually, I like tosummarize this down to three
words that describe you best,right?
And then the second piece isyour purpose.
So, if you just and that youknow, there's obviously some
(07:21):
activities you can go through tomake sure you find your real
purpose, and a purpose could beyour profession, right?
So that's how my life brandstarted.
It was centered around myprofession, which was,
enablement.
Your purpose could be yourpassion.
That is what I'm doing nowdoing life brand education, do a
lot of work with, you know,women empowerment, right.
(07:42):
This is kind of the my passionthat drives me.
This is also my life brand.
So mine is kind of twofold, butit could also be, for example, a
hobby that you have, you know,maybe you are into.
You know you're 25 years oldand you're into makeup and
that's what you want to breadput your you know like you build
your life brand around.
Or you have an interest in cars, or in wine, or whatever it
(08:04):
might be.
It could also be, you know thatyou say, rather than just a
hobby where you spend your timeand interest, something you want
to get good at.
So I had a friend out in Asiaand she wanted to be a baker.
With zero skills and she builther life brand around her
journey to become a baker, whichwas hysterical.
So there's many different ways,how you can choose to set up
(08:26):
your life, but it's important tobe very specific on your
purpose.
What are you trying toaccomplish and what's the
audience that you would like toinfluence and that you would
like to serve with what you'regiving back to your community?
Speaker 2 (08:37):
A neighbor of ours a few years back decided to take
that same journey of baker andhe got so into it he ended up
building a wood fired oven,stone oven, in his backyard so
he could like really right, yeah, I mean, he took it to a whole
another level.
That's amazing.
If you've done it once, you'vedone a good job of this and I
realize it's not a one and donethis is something you've got to
(08:59):
constantly be thinking about andbe intentional about.
But how do you actuallyleverage it?
Say, you've got a good base andthen what do you do with it?
Speaker 3 (09:08):
Yeah, it is a lot of work, I'm not gonna lie.
So it comes down to sharingyour experiences.
Let's use the profession right?
My life brand is centeredaround my profession.
It's an apron, right?
So now it comes down to how amI serving my community?
Right, and that might be youknow, in my particular case,
(09:31):
that I love to share.
How do we do an ablementedseismic?
What are the things that wemessed up throughout the journey
, like?
What are the things where we'redoing really well?
What are some tips and trickswe can share with the community
that other people can use andtake to build their own practice
?
And this could look in manydifferent ways, right?
Some folks might say I'm onlyposting on LinkedIn.
(09:53):
Some folks might pick aInstagram or a TikTok.
Obviously, these days there'smany different choices that you
can make, but you know, mostlyfor enablement, I would say a
lot of us live in the LinkedInrealm, but it doesn't only have
to be that.
So I encourage folks I mentoraround life branding to start
writing articles on LinkedIn.
(10:13):
Right?
A very easy way where you canshare experiences and knowledge
and insights for people toconsume.
We put together last year awhole webinar series with my
whole team that everybodyparticipated in, where we said
let us tell you our strategy andgive you all our handouts and
all our tactics.
And you know that was againdone with the purpose of serving
(10:37):
that community, to give backand help them progress in their
own enablement journey.
Or it could be what we're doingright now, going on a podcast
and speaking about what you doright.
So I think it comes down to thematurity of your life branch
journey as well.
You know, if you're 25 yearsold and it's your first time on
LinkedIn, you're probably notgoing to go on a podcast in the
(10:58):
first five minutes, and that'sokay, you know.
But there's still anopportunity for you to share and
give back to folks that mightbe in a similar situation.
That you are right.
So I think it's never too earlyto start sharing and serving
the community through your lifebranch.
Speaker 2 (11:15):
So that brought an interesting question to my mind,
and that is it sounds like youshould come up with a plan,
right?
So going back to your 25 yearold example okay, maybe not
ready for a podcast now, but howam I going to get there?
What am I going to do todevelop myself and come up with
enough contributions that I'm aninteresting guest for a podcast
?
Perhaps I'd like to speak at anenablement conference.
(11:37):
What am I going to do?
So any advice for folks on howdo you create a plan like that?
How do you make progress andtrack it?
Speaker 3 (11:46):
Yeah.
So I think it's really thegroundwork starts with, like I
said, the life brand definition,right, identity and purpose.
I have a whole life brandlaunch kit in my book generation
brand for folks that need alittle support To get there
about.
Once you have it it's you know,the best way and that's usually
my recommendation when you'restarting is to share about three
(12:07):
times a week right now I knowfolks that are very motivated
and they go.
I share every day.
Wonderful, right, if you havethe time to do that.
But the consistency here is keyto give back because you also
want to attract people'sattention, right.
So, if you want to get invitedto speak somewhere or be invited
on a panel, on a podcast,people need to see your name.
(12:28):
Right, and this is not justabout you posting, this is also
about you engaging with whatyour community is posting, right
.
So and again, that's that's alittle bit of time commitment as
well right, to see what areother people saying.
Share your opinion, you know.
Share other people's posts,right.
That's also something that'svery important because it helps,
(12:50):
you know, to expose what theyare saying, but also, vice versa
, they might do the same for you.
So usually I would say you know, you don't have to have a built
out social media plan thatautomatically pushes your
content.
I'm not a fan of that.
Anyways, I find that a littlebit just an authentic over
interesting.
Yeah, I've tried it out in manydifferent ways, especially as I
(13:11):
tried to build up, like myInstagram and you know it's not
for me like I'm more the organicposter rather than anything
else, and I think people feelthat as well.
Like that, that authenticity,like people can tell where it
comes from.
Or if you have some auto post,generate it, you know.
So I think that's that'ssomething to it, like keep it
(13:34):
real, keep it light, but makesure that consistency behind
what you do and then engage withother people's posts as well.
Speaker 2 (13:40):
That makes sense.
The authenticity I think isalways been important, but I
think now more than ever, that'sjust what people are looking
for.
There's just not a lot ofpatience for the kinds of things
that you're talking about.
You mentioned Instagram,linkedin, etc.
Do you have a recommendation onwhether someone should pick the
(14:02):
best and really focus on thatso they have a multi platform
strategy, or does it matter?
Speaker 3 (14:09):
I think it matters, especially if you don't do this
full time.
You know, and that's that's whyI do, I have to do this on the
side, right?
So I have to spend time in theevening or, you know, on the
weekends.
It can be quite time consuming.
So I would say, depending onwhat you, what purpose you base
your life brand on, that is howI would pick your platform.
So, if you go, hey, my life isgoing to be my profession.
(14:32):
Enablement, like LinkedIn isyour place to go.
If you say so, I'm working withwith somebody at seismic at the
moment and she's she's on a verygreat journey towards her life
brand and it's more in theartistic realm Right, where she
wants to start basing her lifebrand on.
And the right place to go withInstagram, with that, it's going
(14:53):
to be video pictures right,that's the place to go.
And then, if you more intoquick snippet video advice, like
tick tock might be your placeto go, right.
So I think it really comes downto the type of content that you
will be sharing.
Unless you do this full time, Iwould not recommend that you
focus on two platforms at thesame time.
(15:14):
Okay, right, it, and it's a lotlike it's a.
It's very hard to manage, so Iwould pick one, stick with it
and do it really well.
Speaker 2 (15:22):
Great advice, thanks.
How can someone use their lifebrand to build confidence and
that might be confidence inthemselves, because no one else
is gonna have confidence in youif you don't exude that
self-confidence.
And you already talked a littlebit about how you build
confidence that others have inyou based on your life brand,
(15:43):
but we talk a little bit moreabout that.
Speaker 3 (15:45):
Yeah, absolutely, and I think that's specifically an
important topic for women aswell.
Right, because we know, basedon Research and studies and you
know, I've read a ton about itthat there's just a confidence
gap between men and women.
Right, and this follows womenthroughout their entire career,
like all the way until the end.
They kid, it never goes away.
I wake up on days and go, Imake zero confidence today, I
(16:09):
suck and I go.
Where does this come from?
So the reason why life brand issuper helpful because you know
you, as you're giving back, youimpacting other people's lives,
right, and I'm not saying youneed a hundred thousand
followers to do that.
You can have a hundredfollowers to do this, well, as
long as your voice reaches oneperson and Whenever I hear back
(16:32):
from somebody.
So I give you like an example.
I put out an Instagram reel onhow to negotiate your salary,
right, and I had a young ladyfrom Russia messaged me like
private message me and say, hey,I used to your tips and tricks,
like and it worked, and I'm soamazed.
And she sent me this whole,this whole thing and that kind
(16:53):
of hit me on a day where I was,like, you know, not Feeling my
best here today, but theconfidence boost that that gave
me, that what I had to sayhelped somebody make a change in
their life.
That is absolutely Incredibleand the for me this comes.
It's building confidence throughserving others.
That's what it is.
(17:13):
That's what it comes down to.
You know, confidence might be alittle bit in our DNA.
Like I read it, I believe it,but I think there's a lot of
external factors that impact ourconfidence.
And Seeing that how we serve isimpacting other people's lives
is the huge confidence boost.
And the interesting thing wasactually that there is a study
(17:34):
out and I referenced in my bookas well that, you know, women
actually feel more confidentserving, and serving even
through self-promotion.
Right, because sometimes itcould be at the same time.
You can self promote while youstill serving your community at
the same time.
Doing it with this mindsetMakes things for us much easier,
(17:57):
right, and self-promoting isalso a confidence booster.
It's very important for us todo that.
Women also hold back and don'twant to do it just because they
fear social consequencesSomebody's not gonna like me,
I'm gonna be a brown-nose orWhatever.
It might be that we might gethit with right?
So I think those are twoimportant components.
They're serving and then alsousing your life branch to self
(18:18):
promote, to put confidence thatway I Love that concept of
building confidence throughserving others.
Speaker 2 (18:25):
I don't know if that's something that gets
talked about often enoughbecause, again, you know, we all
see, you know folks that arebuilding their brand through
just, really, just in your face,kind of self promotion, and
Whereas what you're talkingabout not only is more authentic
but it really is building upthe community, whatever the
(18:47):
community is that you're serving.
And I'm pretty sure that atleast some of our listeners
right now are a little surprisedto hear that you have days With
your successful track record,with the work that you're doing,
that you have days where you'renot feeling it and you're
questioning yourself.
So thank you for sharing that,because, again, I'm sure we have
(19:08):
some listed like like, wow,okay, I have those days too, and
so now I kind of have someideas to cope with it With.
With Good that you.
Going back to what you saidearlier, where you know we start
cleaning this digital footprintfrom the moment our parents
probably post, you know, birthpictures.
Holding you in the hot holdingis in the hospital, right?
(19:28):
How should those, how should webe thinking about when we have
children, those that havechildren, protecting their life
brand?
Because, again, that's that's,I don't know, people start
thinking about that soon enough.
Speaker 3 (19:42):
That's a very interesting question and I had a
lot of the kids with parents onthis topic, so I give you my
opinion right and you're right.
So your digital fingerprintstarts with the first picture
that your parents put about youon the internet.
That's it right and we have nosay in the matter now.
Is this gonna matter anegatively impact our life later
(20:05):
on if there's a few baby andtoddler pictures floating around
the internet?
Probably not right.
I'm talking about the picturesthat lead to cancel culture.
That means we're never gonnaget a job again or we're getting
kicked out of school or like.
Those are obviously the oneswhere the problem Come in.
So do I think it's bad to posta picture about your kids?
No, do I think it's the rightthing to ask for their
(20:27):
permission when they are able togive it?
Yeah, I think that is.
That is a rightful conversationto have and you know, some kids
might not know yet what thismeans, obviously, but I think
that's the moment wherelife-brand education starts,
right, cuz, let's face it, youknow, my mother always said to
me like don't put anything onthe internet, like, and I, when
(20:48):
this started for me, I didn'tcare what she had to say, and I
was in that that's a fair pointyeah.
I did not care.
So if I was 16 today, knowingwhat's going on and I get how
people on social media and allthe stuff that's happening Like
if my mother said this to me, Iwouldn't have a care in the
world what she has to say.
So I think doing the educationearly on the impact this can
(21:12):
have on life, on career, on, youknow, anything that's anything
that might hit you in life, issuper important to have this
like at the teenage age.
You know, and this doesn't meanthey couldn't be posting online
, it just means do itaccordingly to the identity that
you want to portray and pick apurpose right and make sure with
(21:32):
whatever you post, it doesn'tspeak against it.
So I think that's one and twois the whole.
You know everybody has a phonethese days, right, if you're in
a room with somebody, there is atelephone.
That's just reality.
So being aware that at anypoint in time you can be
recorded, somebody can take apicture of you, somebody can
take a video.
I mean, there's enough in the,in the newspapers, where we've
(21:53):
seen this happen and people gotkicked out of school for right.
Or you know, it got put onTwitter and got shared 10
million times.
So I think it's having thatawareness be surrounded with
people you trust, you know, anddon't get hammered at a party
with 200 people and you knowwhat you're doing anymore,
because that those are thesituations when things happen
you know which, just personalcommentary.
Speaker 2 (22:16):
That's kind of sad but it is.
It is what it is right.
Deal with reality, not what youwish sometimes.
Yeah.
Speaker 3 (22:23):
I.
Speaker 2 (22:25):
Like to for probably a bit of time to go in depth on
one more question, so I want togive it a little bit.
Let's go back to enablement.
So for a long time, a lot of ushave taught our sellers and and
CSM's are the, the communitiesthat we enable and support how
to use social for selling, for,you know, building a brand that
is customer-centric and so it'sinteresting to them.
(22:47):
The concept of life brandreally takes that to another
level.
So what, if anything, shouldenable men, leaders and
practitioners be thinking aboutto help the sales reps and the
others that they support this besomething that's part of
enablement.
Speaker 3 (23:06):
That's a great question.
I think partly it could be.
It probably be a marketingslash enablement project.
I would say I think the keyhere is with sellers.
If they Built their life brandright and they structure it
around their profession rightand they're putting valuable
content out there, not spammingpeople or you know Valuable
(23:27):
content where people go, oh,great, I learned something today
from this person thatultimately Positions them as
consultants right, like asknowledgeable in the community.
It probably helps them to getreferrals right where people go.
This person knows what they'retalking about.
You know, in our case, oursellers, when they post about
enablement, that shouldobviously speak to people like
(23:49):
myself out there, right, becausethey go.
Great, here's something I canlearn something about enablement
from a seller.
How amazing is that?
So I think the power is.
The power is really big andmaking sure that you give people
the tools to do it right.
Right, so there's a way aroundfeeding sellers also content
that they can use and post andmake their own right.
(24:09):
So, like you know, noteverybody is familiar with how
to drive a good social mediastrategy.
So I think that's the supportwe can give as enablement, you
know, and marketing folkscombined, and then I think
there's something to be saidabout when the company Itselves,
like, promotes their people'slife brands across across the
board right, not just sellers,but really everybody who's out
(24:31):
there like that's global brandmarketing for them as well.
Right, if I go out, then I havea strong life brand and I work
in seismic is right, that's,that's amazing promotion for any
company.
You know, there's a hugeopportunity there when, when
organizations generally promotetheir people's life's brands,
you know they, they can turninto influencers, right, they
(24:54):
can.
You know they out there they'resharing the word and they do it
, but at the same time whilethey're employed at that
particular company, right, sothere's a, there's a big power
behind that.
That I think sometimes is notrealized enough, you know.
Speaker 2 (25:06):
But organizations, I'm sure there's people sitting
there listening right now orthinking, wow, never thought
about this before.
Maybe they even feel likethey're kind of behind the curve
on this.
So there are a couple of firststeps that you recommend for
people to start Getting alignedand creating that life brand,
(25:27):
regardless of where they are intheir career.
Speaker 3 (25:30):
Yeah, it's never too late.
You can.
You can start controlling yourlife brand in your in your 50s
and your 60s it's?
You know?
I talked to my dad about it.
He's in his 70s, right?
So it's never too late.
I would say the best place tostart is just to realize what
your life brand actually is.
Okay, how big is it right?
So I've done this with mine.
When I started this wholejourney and I did- a rough
(25:52):
calculation across the board.
You know how many accounts dothey have?
How often did I pose, how oftendid I like and love?
And I had roughly already over50,000 Footprints out that or
fingerprints out that that Ihave left, and I'd happily use
social media that would be.
So that's shocking.
So I think getting anunderstanding what you put out
(26:14):
there, what your interactionsare and what could impact your
life brand, I think that's avery first important step.
So it's just the, it's theawareness what is my life brand,
what does it do and where do Icurrently stand in that regard?
And then I think step two isreally sitting down and defining
hey, this is my identity, thisis what I stand for.
Pick your life brand purposeand then pick up basically the
(26:38):
channel that you want to focuson, and then you're pretty much
good to go.
This doesn't have to be a hugelift that you learn as you go.
It's with anything else, it'slearning by doing as well as you
start the journey.
Speaker 2 (26:48):
So, before we let you go, want to give you a chance
to maybe drop one additionalpiece of knowledge on everyone
that may or may not haveanything to do with enablement.
So you've been given the giftof time travel, but there's only
one restriction you can go backand coach young arena, but only
on one thing.
What is that?
(27:08):
One thing you really wish you'dunderstood better, earlier.
Speaker 3 (27:13):
Wow besides the whole life-friend topic, obviously,
that we just talked about forthe last 20 minutes Um, I think
I would tell myself howimportant it is to be patient
Patient in life and also apatient in business, patient at
work.
You know, I've I'm sure a lot ofpeople can identify with that
(27:34):
right, we often want things Veryquickly and we're ambitious and
we want things to happen.
And it's the same in life rightin life and in work and I feel
that piece of patience,sometimes just sitting back and
Let life happen a little bit, issomething I struggled with my
whole life.
You know, like wanting thethings when you want them.
(27:56):
That's that's often how itrolls for us.
But really having that patienceand sometimes just letting a
little bit of time go by untilthe timing is just right, I
think that's something thatwould have served me very well
in my younger years, if, ifsomebody had told me that a
little bit earlier.
You know, life is happening forus, life is not happening to us
(28:20):
right and often that'ssometimes the mindset that we're
in.
So, um, once you change that,the patient comes with itself.
So I think that that'd be mypiece of advice.
Speaker 2 (28:31):
That's really powerful.
Life isn't something thathappens to us, and I think it's
very easy to get caught on me,especially right now.
We've got the economy and it'sjust so so much uncertainty in
the world and and and I thinkthat's a message of hope to
people that you actually can, toa degree, you know, take
control and be proactive in yourlife and your choices.
(28:51):
Well, thank you for that andthank you so much for spending
this last 25 minutes with us.
It's I've learned a lot.
I'm sure we're gonna get a lotof great feedback from the
audience, so appreciate yourtime.
Thank you for having me andthank you to everyone else who's
listening for investing yourtime with us as well.
Stay safe for the next twoweeks, and then we'll be back
(29:12):
with another new episode.
Speaker 1 (29:13):
Thanks for joining this episode of stories from the
trenches.
For more sales enablementresources, be sure to join the
sales enablement society at s esociety org.
That's s e s o c I e t y dotorg.
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