April 13, 2025 • 17 mins
Mike O'Kelly shares insights on business self-examination and the foundations of sales success. He explores the importance of regularly evaluating your sales approach and focusing on the essential elements that drive sustainable results in outside sales.
• "Dumping out your bucket" every six months to examine your business through a fresh lens
• The critical importance of building strong habits, processes, and systems as your foundation
• How content continues working for you even when you're not actively promoting it
• Speaking one-to-many rather than one-to-one is essential for scaling your business in 2025
• The quest for perfection is never-ending but necessary for continued growth
• Maintaining focus on what you can control during economic uncertainties
• Checking your ego and continuously seeking improvement regardless of past success
If you want help improving your outside sales performance, reach out to Mike for a free 30-minute consultation by sending a DM on LinkedIn. Please share this episode with other sales professionals who might benefit from these insights.
To connect with the show: Subscribe, Download & Share!
Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!
Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:
- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot
If any of those descriptions sound like you or someone you know,
If you want to have a conversation about:
- Scheduling a strategy call for your next move
- Help building your business or territory
Reach out to me:
Schedule a FREE consultation
or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
The Surviving Outside Sales Podcast hosted by Mike
O'Kelley, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales podcast, I'm your host, Mike O'Kelley.
Speaker 2 (00:35):
I realize it has been a little bit and I wanted to
share a couple things that arevery fascinating and very
interesting, and that is, whileI've tried back in November to
record more episodes and I didseveral and I tried to make it a
routine thing the amount ofthings that I had on my plate
for the business world andconsulting and coaching it was
(00:57):
just too overwhelming, andsometimes I felt like there was
an avalanche of things that Ihad to do daily tasks, emails,
people to respond to, peoplereaching out and it was a little
overwhelming, especially withthe holidays coming up and there
was a lot of things going on inour family, um, that I was, you
know, trying to deal with.
But everything has kind of uh,I won't say slowed down, but
(01:20):
kind of realized that sometimesin life you have to do and I've
mentioned this before in otherepisodes and I highly recommend
this to all people that arelistening, but also my coaching
clients specifically is dumpingout your bucket and dumping out
your bag Every six months.
Dump out your bag and what thatis is, symbolically, you're
(01:41):
just investigating your businessthrough fresh eyes and a fresh
lens, and every about six monthsyou should do this and maybe
even three months, until youreally start to hone on what
you're trying to do and theessence of who you are as a
sales professional.
How is your business operatingand is it built with a strong
foundation?
(02:01):
Do you have the big three?
Do you have the habits,processes and systems that are
going to allow your business toscale and to grow?
And if not, it's a great timeto give a self-examination and
to really look at what you'redoing and is it the best version
of what you can be doing?
And, quite frankly, sometimesyou can't see the forest through
(02:25):
the trees.
It happens to everyone and acouple of things that I noticed
just from the podcast world isevery week I still get hundreds
of downloads of one particularepisode and it's shocking to me
because when I see every week Iget the email from my podcasting
(02:48):
site, even though I haven'treleased a podcast since
November and even though, sinceI kind of took away to kind of
build the Restore Hyper Wellnessbusiness, which is coming up in
about a year and a half, I'veonly released a handful of
episodes, the downloads showthat people are still seeking
and searching and the amount ofpeople that still reach out to
(03:09):
me just because of the podcast.
I have not been promoting it onLinkedIn.
I have not been doing anythingon YouTube.
I've not been doing anything onInstagram.
I have been a ghost, except forthe fact that my podcast
episodes, the surviving outsidesales episodes, are living
evergreen on Spotify or iTunesI'm sorry, not iTunes, apple
(03:33):
podcasts and that is theimportance of putting content
out there.
So that's a I don't know, Iwouldn't say a tip or a strategy
, but that's the importance ofputting content out there and
letting the world see something.
I'm not actively engaging in itevery single day I'm.
I'm working behind the scenesdiligently.
The things that I was doing ayear and a half ago, they don't
(03:54):
work today efficiently.
When I had my full time to sitdown and work 50 to 50 to 60
hours per week on my coachingbusiness content podcast, I
could do things that wereinefficient.
But now I have a truncatedschedule and a smaller allotment
of time, so I have to be moreefficient.
(04:15):
So I have to changeno-transcript comprehension of
(04:56):
your buyers, issues and problemsand it's going to fall flat and
you're going to be exposed.
And the worst thing you can dois to build yourself up and then
to get exposed by a buyer, whenyou really don't know how to
handle situations.
But what's interesting, and Ikind of got off track, but I'll
(05:17):
get back on track what I noticedwas episode one oh shoot, I
wish I had written it down.
I think it's episode 136, right, had 400 downloads a couple of
weeks ago.
Just that one episode had 400downloads and that episode was
from almost three years ago andI can't remember the title and I
(05:41):
probably should have again.
I did not prepare fully.
I thought I had remembered whatthe title was but it has
escaped me.
But it was something likeepisode one 32 or one 36.
And it kept popping up on thetop downloads per week for about
eight weeks.
And I started and I went backand I listened to that episode
(06:01):
again and it nothing to mesounds any different than
anything else.
And it's one of those thingsthat you don't fully understand
why your buyers sometimes reachout.
You don't understand why peoplesay yes to you, but there is
just something that happens andyou sometimes can't explain it.
(06:23):
I won't say that the episodewent quote unquote, viral,
because several hundreddownloads of an episode isn't
earth shattering, but it isinteresting that that episode
kept popping up.
And I went back and I looked.
It's not connected to aLinkedIn post, so it's still
going to be a mystery.
(06:43):
Unfortunately, we still don'tknow why, but that's one of the
things that when I startedself-examining and I start
thinking about my business andthis will correlate in a second
to yours.
It is just allowing people inthe market to know you're around
and know you exist is extremelyimportant, and it's one of the
(07:08):
things that I talk about in thesales builder Academy,
specifically the.
The sales builder acceleratoris um, using technology and
putting yourself out there sothat your buyers can consume
your content when you're notthere.
And that is speaking one tomany, not just one-to-one.
(07:31):
If you're trying to grow yourbusiness one-to-one,
unfortunately it's going to be avery long, tough road ahead.
You can't do that, especiallynow, in 2025, you have got to
find a way to speak one-to-many,and there's a lot of different
avenues.
One of the best salesprofessionals and there's a lot
(07:51):
of different avenues.
One of the best salesprofessionals my buddy Justin
that I know he is not what youwould call an extrovert.
People might even say he's anintrovert but he has the three
things that are down to be a topsales professional his habits,
his processes and his systems.
He knows exactly what he'sdoing on every single call.
And when you start getting tothat point where you know
(08:14):
exactly what you're doing onevery single call, that is when
you're going to see your salesexplode.
And it really is.
It's tried and true, like thereis no denying that if you get
those three things down, itdoesn't matter what you sell, it
doesn't matter who you are, youwill be successful.
But it takes work, it's not.
It's simple, but it's not easy.
And the simple part is peoplesay, oh yeah, there's nothing
(08:38):
flashy about habits, processesand systems, but the difficult
part is actually building thoseand actually understanding what
type of habits do you need tohave?
How do you solidify thosehabits?
What processes should you use?
What type of system are yougoing to implement within your
business that allows you toscale and build that one to many
?
But it was interesting to me.
(09:00):
I kept telling my wife everytime I'd get the email, the
weekly email, from Buzzsproutand that's the platform that I
use for my podcast and I said,huh.
I said there was another.
You know 270 downloads of thisepisode and there were 400
downloads of that episode and itjust it boggles my mind.
It boggles like I really haveno idea why that one episode
(09:22):
that's almost three years oldthat is something like episode
one, is either one 62 or one 68or one 63.
Um, I have no idea why that onehas become so popular and but I
still have people that reachout because of that episode and
I have a coaching clients thathave DM to me on LinkedIn and
(09:42):
just said hey, I've listened toyour podcast, I really
appreciate it.
I want to get on a call andthen we discuss, um, what their
issues are and some, some peopleI can't help, some people I
can't help, some people I can'thelp and some people are willing
to take that help and take thatleap.
So I really enjoy you know, asa side note, I really enjoy
(10:05):
helping outside salesprofessionals professionals.
Outside sales has a series ofchallenges that I still don't
see a lot of people addressing.
In fact, one of my um, one ofthe recent people that I spoke
with, uh told me that there'snot a lot of people out there
talking about outside sales.
Everybody's talking about salesand mindset and you know, but
(10:27):
specifically this niche ofoutside sales, I'm one of the
few people that's actuallytalking about it and I enjoy it.
I've I've invested a lot ofmoney in sharing the stories and
sharing the expertise and thethings that I have learned, and
I always tell people right offthe bat I didn't walk out a
fully formed product.
I had lots of great managers, Ihad lots of great mentors, I've
(10:52):
hired a lot of great coaches tohelp me and it's I've invested
in my knowledge, I've investedin my business.
I've invested in everythinghere trying to get better.
I've been to conferences tryingto learn how to expand, and
because I am willing to shareand I am willing to use my voice
(11:14):
every single day.
There are some people that justaren't willing to do that.
They're not willing to investthe time.
They're having self-doubt.
That's one thing that I don'thave is self-doubt.
I don't believe that I'm thebest at everything, but what I
am probably the best at is justdoing things and trying things.
There's nothing that I won'ttry.
Um, and there's no idea that ifsomebody came to me and said
(11:38):
you should, I think you shoulddo this and this is why I'd say,
great, I'll do it.
There is no ego when it comesto getting better.
My goal and the thing that Ialways tell my employees and the
thing that I always tell thestudents that I coach and
anybody that I run through isthe quest for perfection is what
you're striving for.
You're never going to reachperfection, but it's the quest
(12:01):
for perfection, being the bestversion of yourself every single
day, every single quarter,every single year, realizing
you're never going to reachperfection, but it's that chase,
it's that striving for it thatis the most important.
If you're not doing that,you're lagging behind.
Why Every quarter is different.
(12:22):
Every year is different.
Right now, we're in Q2 of 2025.
Drastically different worldthan we were're in Q2 of 2025,
drastically different world thanwe were in in Q2 of 2024,
especially 2023.
There's a lot of geopoliticalfactors going on.
Right now.
Everybody's talking tariff,tariff, tariff.
It's making goods and servicesa little bit more expensive.
(12:44):
Buyers might be apprehensive.
You still have to overcome.
There's always going to be dipsin the economy.
There's always going to bethings.
You know we've got the crash of2008.
You're going to have taxes aregoing to go up and down.
There's going to be things.
You can't control.
The only thing you control itgoes back to the same three
things your habits, yourprocesses and your systems, and
(13:08):
also your general attitude andmindset, but those big three
things, those are the things youcan control.
And so, as we continue on Q2 of2025, I'm going to try to get
back to my habits, becauseeverybody falls short sometimes,
(13:29):
okay, so don't beat yourself up.
Just pivot, put your foot inthe ground and say I'm not going
in that direction anymore, I'mgoing this direction.
That is what you can do foryourself today, and if you know
of anybody who needs to hearthis message, share the episode
with them.
That's the only thing that Iask from the audience is just
share this episode, like it.
(13:50):
You know, give, give a review,five-star review, or whatever
you want to.
If you want to give it aone-star, I did have somebody
give a one-star review onSpotify.
I don't know why it's anonymous, but that's how you can help
other sales professionals isshare it with your friends.
Talk about how to build thehabits, processes and systems
(14:13):
and, if you want to, I offerthis to anybody who's listening.
If you want to have a freeconsultation, a free 30 minute
call, shoot me a DM on LinkedIn.
I am creating a whole new systembehind the scenes and it's gone
very slow because of my limitedbandwidth, but I'm creating a
whole new system behind thescenes, and it's gone very slow
because of my limited bandwidth,but I'm creating a whole new
system behind the scenes, wholenew platform to where everything
is going to be housed.
Right now it's through mywebsite, michaelkellycom, and,
(14:38):
uh, I have liked it, except forum.
There's certain things behindthe scenes that I think are
super inefficient.
Um, it's no fault to.
It's no fault to Wix, where mywebsite is hosted.
The online courses are on Wix.
There's just some things that Ihave found something new.
I've invested in somethingdifferent that somebody
(15:00):
recommended to me, and actuallyeverything is housed in one
thing, which I really like.
It's a lot simpler of asoftware to use, and so I'm
going to be shifting everythingover there.
But I think that's one of thethings that when I speak to
people, they do appreciate, andI hope that it comes across as
(15:21):
being genuine.
But I'm always looking to getbetter.
I'm always looking to.
I have that mindset of alwaysgrowing, always increasing,
always looking to get better.
I'm always looking to.
You know, I have that mindsetof always growing, always
increasing, always trying to getbetter, and I recommend that.
That's the one thing that checkyour ego at the door and it
doesn't matter.
I've met a lot of salesprofessionals who were number
one at their previous companyand they came to the company
(15:44):
that I worked for and theyreally struggled and it was
because they might've had likethe best product in their market
at the time.
And then they came to, you know, the company I was working for
and their product wasn't asstrong.
They had to do more work.
In other words, it wasn't justshow up and you just take orders
Like anybody can do that.
Anybody can have a product, youknow.
(16:04):
I remember I remember in thepharmaceutical world I ran into
a guy who really struggled at acompany that I went to work for.
He really struggled at thecompany and then he went on to
another company where hisproduct was free at a $0 copay
and he shot up and was likenumber three or four in the
company.
But he was at the bottom 5% atthe company that I was working
(16:26):
for and it's because anybody cansell free, like, what are you?
What are you selling?
At that point, you know theproducts that we had were close
to $50, $50 copay perprescription, which is a lot in
the pharmaceutical world, and hewent to a company where it was
free.
So there's not a lot of, there'snot a lot of selling, there's
not a lot of um, you know issuesat the pharmacy level.
(16:46):
There's no surprises at thebackend, and so it's one of
those things where sometimes inthe sales world, your, your
success, can mask someinefficiencies in your, in your
backend and how you run yourbusiness.
And so it's really even evenpeople who were the top of the
food chain I know of a lot ofsales professionals who they've
(17:07):
worked at companies and theywere winning awards and they
were at the top, and they'realways looking to get better.
They're never satisfied withthe status quo, because your
buyer is never satisfied withthe status quo.
I can tell you that the personthat you're trying to sell to,
no matter what you sell in thisworld, the person you're trying
to sell to is never going to besatisfied with where they are
today.
They're always going to belooking to get better, and so
(17:30):
should you, if you want somehelp, reach out to me, dm me on
LinkedIn, say hey, mike, I'dlove to.
You know, pick your brain.
I'd love to chat for 30 minutesand see if there's something
that I might be able to helpwith.
So, uh, thank you so much forlistening.
I really do appreciate it and,um, this has been surviving.
The Surviving Outside Sales Podcast hosted by Mike
O'Kelley, presented by SalesBuilder Academy, the goal is to
survive and thrive all phases ofoutside sales, whether you're
getting in, dominating orgetting out.
Surviving Outside Sales podcast, I'm your host, Mike O'Kelley.
Speaker 2 (00:35):
I realize it has been a little bit and I wanted to
share a couple things that arevery fascinating and very
interesting, and that is, whileI've tried back in November to
record more episodes and I didseveral and I tried to make it a
routine thing the amount ofthings that I had on my plate
for the business world andconsulting and coaching it was
(00:57):
just too overwhelming, andsometimes I felt like there was
an avalanche of things that Ihad to do daily tasks, emails,
people to respond to, peoplereaching out and it was a little
overwhelming, especially withthe holidays coming up and there
was a lot of things going on inour family, um, that I was, you
know, trying to deal with.
But everything has kind of uh,I won't say slowed down, but
(01:20):
kind of realized that sometimesin life you have to do and I've
mentioned this before in otherepisodes and I highly recommend
this to all people that arelistening, but also my coaching
clients specifically is dumpingout your bucket and dumping out
your bag Every six months.
Dump out your bag and what thatis is, symbolically, you're
(01:41):
just investigating your businessthrough fresh eyes and a fresh
lens, and every about six monthsyou should do this and maybe
even three months, until youreally start to hone on what
you're trying to do and theessence of who you are as a
sales professional.
How is your business operatingand is it built with a strong
foundation?
(02:01):
Do you have the big three?
Do you have the habits,processes and systems that are
going to allow your business toscale and to grow?
And if not, it's a great timeto give a self-examination and
to really look at what you'redoing and is it the best version
of what you can be doing?
And, quite frankly, sometimesyou can't see the forest through
(02:25):
the trees.
It happens to everyone and acouple of things that I noticed
just from the podcast world isevery week I still get hundreds
of downloads of one particularepisode and it's shocking to me
because when I see every week Iget the email from my podcasting
(02:48):
site, even though I haven'treleased a podcast since
November and even though, sinceI kind of took away to kind of
build the Restore Hyper Wellnessbusiness, which is coming up in
about a year and a half, I'veonly released a handful of
episodes, the downloads showthat people are still seeking
and searching and the amount ofpeople that still reach out to
(03:09):
me just because of the podcast.
I have not been promoting it onLinkedIn.
I have not been doing anythingon YouTube.
I've not been doing anything onInstagram.
I have been a ghost, except forthe fact that my podcast
episodes, the surviving outsidesales episodes, are living
evergreen on Spotify or iTunesI'm sorry, not iTunes, apple
(03:33):
podcasts and that is theimportance of putting content
out there.
So that's a I don't know, Iwouldn't say a tip or a strategy
, but that's the importance ofputting content out there and
letting the world see something.
I'm not actively engaging in itevery single day I'm.
I'm working behind the scenesdiligently.
The things that I was doing ayear and a half ago, they don't
(03:54):
work today efficiently.
When I had my full time to sitdown and work 50 to 50 to 60
hours per week on my coachingbusiness content podcast, I
could do things that wereinefficient.
But now I have a truncatedschedule and a smaller allotment
of time, so I have to be moreefficient.
(04:15):
So I have to changeno-transcript comprehension of
(04:56):
your buyers, issues and problemsand it's going to fall flat and
you're going to be exposed.
And the worst thing you can dois to build yourself up and then
to get exposed by a buyer, whenyou really don't know how to
handle situations.
But what's interesting, and Ikind of got off track, but I'll
(05:17):
get back on track what I noticedwas episode one oh shoot, I
wish I had written it down.
I think it's episode 136, right, had 400 downloads a couple of
weeks ago.
Just that one episode had 400downloads and that episode was
from almost three years ago andI can't remember the title and I
(05:41):
probably should have again.
I did not prepare fully.
I thought I had remembered whatthe title was but it has
escaped me.
But it was something likeepisode one 32 or one 36.
And it kept popping up on thetop downloads per week for about
eight weeks.
And I started and I went backand I listened to that episode
(06:01):
again and it nothing to mesounds any different than
anything else.
And it's one of those thingsthat you don't fully understand
why your buyers sometimes reachout.
You don't understand why peoplesay yes to you, but there is
just something that happens andyou sometimes can't explain it.
(06:23):
I won't say that the episodewent quote unquote, viral,
because several hundreddownloads of an episode isn't
earth shattering, but it isinteresting that that episode
kept popping up.
And I went back and I looked.
It's not connected to aLinkedIn post, so it's still
going to be a mystery.
(06:43):
Unfortunately, we still don'tknow why, but that's one of the
things that when I startedself-examining and I start
thinking about my business andthis will correlate in a second
to yours.
It is just allowing people inthe market to know you're around
and know you exist is extremelyimportant, and it's one of the
(07:08):
things that I talk about in thesales builder Academy,
specifically the.
The sales builder acceleratoris um, using technology and
putting yourself out there sothat your buyers can consume
your content when you're notthere.
And that is speaking one tomany, not just one-to-one.
(07:31):
If you're trying to grow yourbusiness one-to-one,
unfortunately it's going to be avery long, tough road ahead.
You can't do that, especiallynow, in 2025, you have got to
find a way to speak one-to-many,and there's a lot of different
avenues.
One of the best salesprofessionals and there's a lot
(07:51):
of different avenues.
One of the best salesprofessionals my buddy Justin
that I know he is not what youwould call an extrovert.
People might even say he's anintrovert but he has the three
things that are down to be a topsales professional his habits,
his processes and his systems.
He knows exactly what he'sdoing on every single call.
And when you start getting tothat point where you know
(08:14):
exactly what you're doing onevery single call, that is when
you're going to see your salesexplode.
And it really is.
It's tried and true, like thereis no denying that if you get
those three things down, itdoesn't matter what you sell, it
doesn't matter who you are, youwill be successful.
But it takes work, it's not.
It's simple, but it's not easy.
And the simple part is peoplesay, oh yeah, there's nothing
(08:38):
flashy about habits, processesand systems, but the difficult
part is actually building thoseand actually understanding what
type of habits do you need tohave?
How do you solidify thosehabits?
What processes should you use?
What type of system are yougoing to implement within your
business that allows you toscale and build that one to many
?
But it was interesting to me.
(09:00):
I kept telling my wife everytime I'd get the email, the
weekly email, from Buzzsproutand that's the platform that I
use for my podcast and I said,huh.
I said there was another.
You know 270 downloads of thisepisode and there were 400
downloads of that episode and itjust it boggles my mind.
It boggles like I really haveno idea why that one episode
(09:22):
that's almost three years oldthat is something like episode
one, is either one 62 or one 68or one 63.
Um, I have no idea why that onehas become so popular and but I
still have people that reachout because of that episode and
I have a coaching clients thathave DM to me on LinkedIn and
(09:42):
just said hey, I've listened toyour podcast, I really
appreciate it.
I want to get on a call andthen we discuss, um, what their
issues are and some, some peopleI can't help, some people I
can't help, some people I can'thelp and some people are willing
to take that help and take thatleap.
So I really enjoy you know, asa side note, I really enjoy
(10:05):
helping outside salesprofessionals professionals.
Outside sales has a series ofchallenges that I still don't
see a lot of people addressing.
In fact, one of my um, one ofthe recent people that I spoke
with, uh told me that there'snot a lot of people out there
talking about outside sales.
Everybody's talking about salesand mindset and you know, but
(10:27):
specifically this niche ofoutside sales, I'm one of the
few people that's actuallytalking about it and I enjoy it.
I've I've invested a lot ofmoney in sharing the stories and
sharing the expertise and thethings that I have learned, and
I always tell people right offthe bat I didn't walk out a
fully formed product.
I had lots of great managers, Ihad lots of great mentors, I've
(10:52):
hired a lot of great coaches tohelp me and it's I've invested
in my knowledge, I've investedin my business.
I've invested in everythinghere trying to get better.
I've been to conferences tryingto learn how to expand, and
because I am willing to shareand I am willing to use my voice
(11:14):
every single day.
There are some people that justaren't willing to do that.
They're not willing to investthe time.
They're having self-doubt.
That's one thing that I don'thave is self-doubt.
I don't believe that I'm thebest at everything, but what I
am probably the best at is justdoing things and trying things.
There's nothing that I won'ttry.
Um, and there's no idea that ifsomebody came to me and said
(11:38):
you should, I think you shoulddo this and this is why I'd say,
great, I'll do it.
There is no ego when it comesto getting better.
My goal and the thing that Ialways tell my employees and the
thing that I always tell thestudents that I coach and
anybody that I run through isthe quest for perfection is what
you're striving for.
You're never going to reachperfection, but it's the quest
(12:01):
for perfection, being the bestversion of yourself every single
day, every single quarter,every single year, realizing
you're never going to reachperfection, but it's that chase,
it's that striving for it thatis the most important.
If you're not doing that,you're lagging behind.
Why Every quarter is different.
(12:22):
Every year is different.
Right now, we're in Q2 of 2025.
Drastically different worldthan we were're in Q2 of 2025,
drastically different world thanwe were in in Q2 of 2024,
especially 2023.
There's a lot of geopoliticalfactors going on.
Right now.
Everybody's talking tariff,tariff, tariff.
It's making goods and servicesa little bit more expensive.
(12:44):
Buyers might be apprehensive.
You still have to overcome.
There's always going to be dipsin the economy.
There's always going to bethings.
You know we've got the crash of2008.
You're going to have taxes aregoing to go up and down.
There's going to be things.
You can't control.
The only thing you control itgoes back to the same three
things your habits, yourprocesses and your systems, and
(13:08):
also your general attitude andmindset, but those big three
things, those are the things youcan control.
And so, as we continue on Q2 of2025, I'm going to try to get
back to my habits, becauseeverybody falls short sometimes,
(13:29):
okay, so don't beat yourself up.
Just pivot, put your foot inthe ground and say I'm not going
in that direction anymore, I'mgoing this direction.
That is what you can do foryourself today, and if you know
of anybody who needs to hearthis message, share the episode
with them.
That's the only thing that Iask from the audience is just
share this episode, like it.
(13:50):
You know, give, give a review,five-star review, or whatever
you want to.
If you want to give it aone-star, I did have somebody
give a one-star review onSpotify.
I don't know why it's anonymous, but that's how you can help
other sales professionals isshare it with your friends.
Talk about how to build thehabits, processes and systems
(14:13):
and, if you want to, I offerthis to anybody who's listening.
If you want to have a freeconsultation, a free 30 minute
call, shoot me a DM on LinkedIn.
I am creating a whole new systembehind the scenes and it's gone
very slow because of my limitedbandwidth, but I'm creating a
whole new system behind thescenes, and it's gone very slow
because of my limited bandwidth,but I'm creating a whole new
system behind the scenes, wholenew platform to where everything
is going to be housed.
Right now it's through mywebsite, michaelkellycom, and,
(14:38):
uh, I have liked it, except forum.
There's certain things behindthe scenes that I think are
super inefficient.
Um, it's no fault to.
It's no fault to Wix, where mywebsite is hosted.
The online courses are on Wix.
There's just some things that Ihave found something new.
I've invested in somethingdifferent that somebody
(15:00):
recommended to me, and actuallyeverything is housed in one
thing, which I really like.
It's a lot simpler of asoftware to use, and so I'm
going to be shifting everythingover there.
But I think that's one of thethings that when I speak to
people, they do appreciate, andI hope that it comes across as
(15:21):
being genuine.
But I'm always looking to getbetter.
I'm always looking to.
I have that mindset of alwaysgrowing, always increasing,
always looking to get better.
I'm always looking to.
You know, I have that mindsetof always growing, always
increasing, always trying to getbetter, and I recommend that.
That's the one thing that checkyour ego at the door and it
doesn't matter.
I've met a lot of salesprofessionals who were number
one at their previous companyand they came to the company
(15:44):
that I worked for and theyreally struggled and it was
because they might've had likethe best product in their market
at the time.
And then they came to, you know, the company I was working for
and their product wasn't asstrong.
They had to do more work.
In other words, it wasn't justshow up and you just take orders
Like anybody can do that.
Anybody can have a product, youknow.
(16:04):
I remember I remember in thepharmaceutical world I ran into
a guy who really struggled at acompany that I went to work for.
He really struggled at thecompany and then he went on to
another company where hisproduct was free at a $0 copay
and he shot up and was likenumber three or four in the
company.
But he was at the bottom 5% atthe company that I was working
(16:26):
for and it's because anybody cansell free, like, what are you?
What are you selling?
At that point, you know theproducts that we had were close
to $50, $50 copay perprescription, which is a lot in
the pharmaceutical world, and hewent to a company where it was
free.
So there's not a lot of, there'snot a lot of selling, there's
not a lot of um, you know issuesat the pharmacy level.
(16:46):
There's no surprises at thebackend, and so it's one of
those things where sometimes inthe sales world, your, your
success, can mask someinefficiencies in your, in your
backend and how you run yourbusiness.
And so it's really even evenpeople who were the top of the
food chain I know of a lot ofsales professionals who they've
(17:07):
worked at companies and theywere winning awards and they
were at the top, and they'realways looking to get better.
They're never satisfied withthe status quo, because your
buyer is never satisfied withthe status quo.
I can tell you that the personthat you're trying to sell to,
no matter what you sell in thisworld, the person you're trying
to sell to is never going to besatisfied with where they are
today.
They're always going to belooking to get better, and so
(17:30):
should you, if you want somehelp, reach out to me, dm me on
LinkedIn, say hey, mike, I'dlove to.
You know, pick your brain.
I'd love to chat for 30 minutesand see if there's something
that I might be able to helpwith.
So, uh, thank you so much forlistening.
I really do appreciate it and,um, this has been surviving.
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