178: Samantha Price on Becoming A World Class Sales Professional Through Obsession, Being Relentless, & Following Your Gut

0:00 Scott Ingram: This episode is brought to you by the 2024 Sales Success Summit coming here to Austin on October 7th and 8th. Grab your ticket today at top1summit.com. That's top, the number 1, S-U-M-M-I-T.com. And if you enjoy this episode, be sure to stick around to the very end for a super special announcement. You're listening to the Sales Success Stories podcast, where we deconstruct world-class sales performers to provide insights and strategies to help you improve. To learn more, visit us at top1.fm. Here's your host, Scott Ingram. Today on the Sales Success Stories podcast, my guest is Samantha Price. Sam is the top global strategic account executive at Persefoni out of San Diego. Welcome to the show, Sam.

0:56 Samantha Price: Hey, Scott. Great to be here.

0:57 Scott Ingram: I am so excited to dig into this. I've left everything mostly as a surprise. We had a chance to catch up just a little bit before we started, but I get to follow along your adventure with everybody else that's listening. But let's start like we always do. I always try and bring some immediate value for our listeners. Talk about the top 3 things that you believe have contributed the most to your success in sales.

1:22 Samantha Price: Oh yeah, this is a fun one. And it took me a, you know, I was mulling over this question for about a week. It was one of those where I woke up at 3 in the morning and I was like, oh, what is my best answer for this? So like, I've really put some time to think about this. And I think for me personally, it really boils down to number one being obsession over your craft. So I am just a very, very curious person by nature. And there's these micro moments that I will notice that a colleague is doing or something that I see on LinkedIn, just these small micro moments that can really move the needle in your sales process. I'll give you an example. When I first heard about mutual action plans, I was like, what is this? I was just completely blown away. I mean, this was like 2 years ago when I learned about it. So considering I've been in sales for 10 years, just to learn about mutual action plans a couple years ago, I feel like is pretty new. Like when I find out about these like little like micro instances that you can incorporate into your sales cycle, I just get super excited about executing right away on that. And then, you know, just running with it. Another example would be, you know, somebody introduced me to The Jolt Seller, that book, and it's all about, you know, selling with a strong point of view. And like, boy, do like myself and my colleagues have a strong point of view at the company. And, you know, especially since we're in a nascent market, we've had a chance to just learn a lot. And when you can come in and just express your point of view, like buyers want that. I mean, I constantly hear we don't know what we don't know. And so I think that they really do love when you can just come in with a strong point of view. Just even, you know, back to like obsessing over my craft after a demo, like I'll just sit there and reflect, what did I do wrong during that demo? Like what went well, but like also what went wrong and just having that space for self-reflection, I think is incredibly powerful and just honing in on your craft and continuing to improve every day. I don't think I'll ever catch myself being like, oh my God, like, yes, I'm amazing. Like, I try not to ever let those thoughts cross my mind because I think one of my favorite parts about being in sales is just that we get to grow so much and there's just so many incredible ways to advance your career in sales out there. And I just get really excited to implement those strategies. So that's my first one. I'll pause to see if you have any questions on that, or I'll just dive right into 2 and No, you mostly did it right.

3:59 Scott Ingram: When you sent me your list, obviously I get kind of the bullets on these. So I was really curious about when you said obsession over your craft, how that manifests. And I think your articulation there is really good. And the Jolt Effect book, like that's a really good call out. That was a fascinating read for me. Came from Jack Wilson, who I know you've had a conversation with and who connected us. I mean, validating in a lot of ways, like, oh, I do this. I actually see how this works, but it was really interesting to get kind of the additional perspectives that that book brought.

4:26 Samantha Price: Yes, it's kind of like a new age way of thinking about the Challenger Sale, which, you know, like there's pieces of it that I liked, but with Jolt Selling, I think really the power in that book is the fact that they had this unique opportunity to study, you know, thousands. I don't even know if it went up to millions, but just like a ton of calls that were, you know, on Zoom or Teams that we never really had this before. And then just taking all of that data and then really narrowing it in on, okay, what are these top salespeople doing out there? So I just Yeah, it was just a unique opportunity to really learn in this kind of new selling environment, like how people are being successful.

5:05 Scott Ingram: Totally. We geeked out on the data the same way because again, their methodology is freaking fascinating. So, all right. We won't spoil it. Just, it's definitely worth the reader or the listen. So keep going, Sam. Yeah.

5:17 Samantha Price: So number 2 is reducing friction. I have only been in software sales for close to 3 years. And as a seller personally, I've been in sales for about 13 years. So Software sales is new for me. And like, I personally get like, the sales process is complicated for me, you know, as a seller, just navigating the whole process of selling software, all the stakeholders involved. So if it's complicated for me, like imagine what it's like as a buyer who's evaluating, you know, in some cases 10+ tools. I mean, in our industry, that's kind of the reality right now. It's boiling down to less, but really there's a lot of competitive tools out there to what we sell. And so I've really just leaned into however I can reduce the friction for the people that are evaluating the software. That's where I really, really want to lean in. And one of the ways that I've been able to do that is through Nate Nasralla's work, you know, his company Fluint. There's some incredible like techniques that he provides on how to help sell with your buyer, not to your buyer. And so I've really, really been leaning into that.

6:32 Scott Ingram: Love it. Love it. And you are so good, just to call out, you're saving me all of my follow-up questions because you give examples without my even having to prompt you. It's amazing. So keep going.

6:41 Samantha Price: Yeah, no, it helps listening to your podcast ahead of time because when I hear these, the sellers just give their top 3, I'm like, I want to know more. Tell me more about this. So yeah, totally get it. Yeah. So number 3 would be really paying attention to the detail. And being relentless. And to me, relentless is almost being like world-class, right? Like I remember hearing this woman, I don't remember her name, but she was on a Tim Ferriss podcast and she talked about this concept of world-class. And so what does that mean? So I had this example come up recently where, you know, one of the buyers that's in this evaluation said, hey, can you send me the Forrester and Gartner report that recently came out? And yeah, I could just send that, those 2 reports as an attachment, but I'm thinking about this like, Okay, how can I set up this email where she's going to forward it to the internal stakeholders who are also evaluating the software that we sell and then point out essentially the key points as maybe like 5 bullet points in the email? So almost saving her that extra work of diving through the entire document herself or just knowing she's going to forward this to her colleagues and I'm just going to call out the TL;DR for them. I think that those paying attention to the detail, almost thinking like, what's the real ask behind this question? Or what do I think that my buyer is going to do with the way that I answer this question so that I can just better prepare the buyer, you know, socializing this internally, and then help really just expedite the sales cycle as well? That's one thing for me. Something also is a game changer question that I learned that I think just really helps you pay attention to the detail is You know, Samantha McKenna, Sam Sells, she comes out with just these like incredible LinkedIn posts that I love. And one thing that she called out that really stuck with me is, you know, if you're on a demo and somebody asks a question, rather than just answering the question right now, like right away, you go, that's a great question. Like, what makes you ask that? And so now you're getting like the background context to that question before you answer. So you can answer in a much more pointed way. I've just learned that especially at least in my buying environment, like sometimes you can have, you know, 5 to like 12 different stakeholders on a demo call. And it's really tough in those instances to get some good information. So if there's ever an instance where you're in this really large call setting to get more detailed insight behind a question, I mean, it's just, it's just gold. So I really try to focus in on those extra nuances that I think can take you far in a sales cycle. So good.

9:27 Scott Ingram: And I think maybe you just, you titled your episode, I love this idea of trying to be relentlessly world-class as just kind of a personal thing to strive for, right?

9:38 Samantha Price: Yeah, definitely. Oh yeah, for sure. And it even goes back to like obsession over craft. Like these are just things that like my mind is constantly thinking about in my head. Like, what did I do wrong there? How can I improve? Like, what are other people doing? This is so exciting. I think that's one of the things that I love about sales sales so much. I mean, definitely the human component and connecting with people and, you know, and having people sort of like really share the depth of what's going on. But then like in parallel to that, just figuring out how I can continue to improve my craft as a professional. It's really cool to be able to kind of like marry those 2 passions together in sales.

10:15 Scott Ingram: Yeah, you are our people. This is, this is why we love to get together and learn from each other, right? Because this is what it takes. Like if you really want to be in the top 1%, you have to be obsessed. And it is, I love that your example was like finding these little things, right? Because it's not, you don't have to transform yourself. It's not some huge thing. It's just like, if I can do this 1% better and I can do this just a little bit better, that stuff adds up massively. Yep. 100%. All right. So let's contextualize this and talk about kind of your role, your company. I know you're in a super unique space and just kind of what it took to get to number 1 in that role.

10:56 Samantha Price: Yeah, very, very unique. So maybe I'll just take you a little bit back on sort of my life as a professional, because I think this all sort of like ties in well together. But, you know, I went to school, Florida State University, you know, just went in with the intention of just trying to figure out my life. I didn't necessarily go in with a true passion of what I wanted to do for my career. But, you know, after spending some time there, I was really fascinated by journalism and, you know, just these, like, even, you know, going to Florida State University, like, You know, sports was so massive. So this idea of sports reporting was, was super cool to me. And so I, you know, took some journalism classes and ended up being a news reporter when I graduated from college at WCTV in Tallahassee, Florida. And I was working insane hours, like from 2 in the morning to 9 in the morning. And, you know, it just really wasn't a lifestyle that I decided I wanted to pursue. Working crazy hours, just like tough grind to, you know, get to the top where you have normal hours. So I've tried to think about like, okay, how do I use my skill set from journalism and transition that into a career that I can sustain for a long time? And I had a good friend who was telling me about sales and she's like, sales is amazing. You pretty much get to connect with people and that's such a big part of your role. And my whole life I've always just loved getting to know people, like one-on-one conversations. Like, let's get right to it. Like, tell me what you're thinking. Like, just this curiosity to get to know people more. You know, I like vulnerability is such a love language for me. Like, I mean, I love being vulnerable myself. And so like when I'm in an intimate setting with somebody where we're just like actually getting to the root of this, like I just, I love those moments so much. And so, you know, in journalism it's really about you know, getting comfortable with who you're interviewing and getting to those exciting pieces. Because we all know when a response is surface level and you start to tune out when things are surface level. But like when you actually get to it, like that's the real human piece that people are looking for. So it was really cool to then transition that skill set into sales. But one of the issues for me was that I really wasn't passionate about what I was selling. You know, going to work just felt like a grind. Like my favorite part about those years when I was selling, but I wasn't passionate about it, was the human connection component. But I felt like there was something deeply missing with not feeling like there was purpose behind what I was selling. And so I ended up moving from Chicago to San Diego. I was just like, you know what, I'm young, I don't have kids, I'm not married. I need to figure out what this purpose is so that I can spend the rest of my life doing it. And I ended up meeting this girl. Who was a kayak guide, you know, in La Jolla Shores in San Diego, which is like one of the most beautiful places that I've ever been. And she was like, hey, and they're hiring right now. So the next day when I found this out, I went to Everyday California and I said, hey, I'd love to be considered as a kayak guide. And sure enough, I got the position. And so I really spent those 2 years like completely off my career track. Just leading kayak tours in San Diego, California. And everybody around me was like, what are you doing? You know, you're a college graduate. It just kind of like, you know, parents especially, it kind of seemed like this crazy concept to just take a career break like this. But like intuitively, I knew that I had to take this opportunity now before I had too many responsibilities on top of me to just really figure it out. And so I just knew that I loved being outdoors, right? And so leading these kayak tours and just, you know, having really incredible experiences where we're watching gray whales migrate from Alaska, you know, down to Baja in Mexico. I mean, like seeing a gray whale on a kayak, it just, it like instantly brought tears to my eyes. It was such an incredible experience. And so I sort of came to this notion like, okay, like sales is my skillset. But I want to figure out how I can be in sales but also contribute to helping the environment. And so, you know, picked up some jobs that really supported that, and it's few and far between. I mean, there's not a lot of opportunities where you can be in sustainability or environmental and then also sales/business development until, Scott, 2 years ago. I was just blown away. I'm like, oh my God, the sort of that moment that I had where I decided to just take a break on my sales career to figure it out. Like, it's actually happening right now where I can make a big impact as a seller and have the purpose behind it. So yeah, that's how I ended up here at Persefoni. And so to your question on like, what do I do there? So Persefoni is a climate management and accounting platform. So essentially, if you think about companies and their environmental impact, their environmental footprint that they have right now, there's this trend because of companies wanting to, one, do good, but also there's a compliance trend. So globally you have these regulations that are now requiring companies to report out on their carbon emissions. Before it was like a nice to have, but now it's become this almost like requirement for companies. And we're in the midst of these regulations in the States, in California, and the SEC. And maybe we'll dive into that a little bit later, but, you know, at the surface It wasn't, you know, this is becoming a nice to have, like into a requirement. And so Persefoni, our software, helps companies measure their carbon footprint and then take action on that carbon footprint. So how can we reduce our emissions? And, you know, I primarily am speaking to companies in the Fortune 500. So they have these climate targets that they're very public about. And so the data has to be really good, has to be granular, it has to be auditable. So not only for internal purposes of reducing your footprint, but then also publicly reporting out on this as well, because regulatory agencies are going to now be signing off on this. So there's this move towards, you got to get it right. Like greenwashing, companies are getting fined for this. And so it's become a massive market. And my company has really, you know, been through the years, like one of the tops. There's pretty much my company and 2 others that I'm hearing in almost every sales cycle. And so it's very competitive and it's really figuring out like how I can stand apart as a seller through this evaluation process, or at the end of the day, request for you to just recommend what I think is going to be best for them. But yeah, it's really a fascinating place to be, especially just getting my feet wet in software sales. Wow.

17:54 Scott Ingram: So our friend Jack actually introduced this idea at a summit years ago. Called Ikigai. Do you know about Ikigai? No, but tell me. I'm interested. It's like the most complex Venn diagram with so many circles, but it's really about how do you… it's a Japanese idea, but it's kind of finding that intersection of what are you passionate about? What do you love doing? What are you best at? Right? Where do you bring the most value? I mean, it feels like you found… how did this connection to Persefoni happen?

18:25 Samantha Price: It's so random, Scott. It's so random. And I love that concept, by the way. That's really good. And yeah, I feel so excited to have found that because there's no Sunday scaries that happen for me. It's, I like genuinely get really excited to go to work every day. If anything, I wish I could work more, but I've got kids, so that sort of limits it. But yeah, how did I get into working at Persefoni? So I did have a job where I was working as a business development manager. For an engineering procurement and construction firm called Black & Veatch. This was before I got into software. And there was this guy that I lived with for probably only a couple months, and he found me on LinkedIn. It had been 10 years since we lived together in San Diego. And he said, hey, I started working for this company, Persefoni. I think that you're a unicorn in the industry because there's not a lot of people that have a sustainability plus selling background. And he's like, you got to check this place out. And, you know, I was really happy with my job at Black & Veatch. I loved what I was doing. I loved the people that I was working with, but because Rico was a friend and, you know, somebody that I lived with for some time, I entertained the conversation. And then it was pretty much everybody that I talked to in the company through that interview process, I was really blown away by. And I had this feeling that if I didn't take this opportunity, I knew that I would regret it. And I, you know, I even had some people that warned me like, look, you're going to be working for a startup. There's not a lot of job security. I had twins that I think were 6 months old at the time. So job security is really important, but I just had this gut instinct that I had to do it. And pretty much my whole life I've really followed that gut instinct and it's always led me to wonderful things. So I really. Listened to myself on this one, even though at the time it felt really scary.

20:26 Scott Ingram: That's wild. I heard something so interesting the other day. I'm gonna screw this up, right? So just…

20:31 Samantha Price: I do all the time.

20:32 Scott Ingram: Don't worry. The science behind this, but they were talking about this idea of the gut instinct or, you know, just the intuition, or you could feel it in your heart, those kinds of ideas. So I think it's called the vagus nerve or the vagus nerve. This is the part I'm screwing up, like the science behind this, right? But it basically, it It connects the organs with the brain. And so we would think that, well, that's mostly like a push type of thing, right? The brain says, hey, heart, do this. Hey, stomach, do that. But it's bidirectional, right? The brain is actually getting feedback back from those organs. So this idea that like this gut idea, this feeling that you have in your gut, it's legitimate. Like it's a real freaking thing. And it's so interesting, just like the intuition side of that, that I think think like we've basically trained ourselves to ignore. I mean, I can't tell you how many stories, it's usually the opposite side of like, oh, I was gonna take this job. I had this awful feeling, but I ignored it and it usually doesn't work out. It's really cool to hear the positive version of that.

21:37 Samantha Price: Yeah, I think, and I've always been like that as a kid too, you know, like this just doesn't seem with what the rest of society or like what I like, quote unquote, should be doing. And so I've just always trusted my gut since, you know, I've been a kid and I had no idea that there was the science behind it. So even cooler. You have to send me, you know, where you found that because that's fascinating.

22:00 Scott Ingram: Yeah, I will find an article. We'll put it in the show notes because now I'm more curious about it because it was referenced in some, I don't know, some random thing that I was reading. So I'll have to find something more serious about it. But yes, should be really interesting. So, you know, one of the things I like to ask is just this. You've been on kind of this wild adventure, right? I mean, literally, including kayak touring. If you could start over knowing what you know now, I think I know the answer to your question, but I mean, what would you do differently or how would you approach it, right? If you were graduating FSU today, what would you do?

22:32 Samantha Price: Investing in myself to grow as a professional is something that I wish that I did earlier in life. When I took the job at Persefoni, You know, I knew I'd always seen like SaaS come up when I was at my, you know, selling services. I'm like, what is SaaS? Like, I have no idea what SaaS is. And then you Googled it and like, oh, software as a service. Okay. And I just remember like leading up into this job, just seeing SaaS in so many different places. And so going back to that gut feeling, I had this gut feeling like, you know, is this like selling software seems like a different beast. And I feel like I need to get to know this beast. So that when I start working at Persefoni, like I can go in with the ground running because you've got top logos from around the world that are interested in what we're doing. And like, I gotta get it right from the start. Like I don't wanna make any mistakes. And so I invested in Marcus Chan's training program at the time, you know, great voice on LinkedIn, just incredible guy. So I invested in his training program. And wow, like, did I see results from doing that? Like, I knew how to show up for a discovery call. Like, there's just going back to like those like micro actions that you can take during a sales evaluation, a sales cycle. Like, so much of that I can thank to Marcus Chan for really teaching me that because I implemented what I was taught right away. And then since then, I've always just continued to invest in myself and invest in my growth. Just going back to that obsession over craft, like, there's so many incredible people that have been out there that have lived it that I get to learn from. And I love learning. And so it's just this sort of like beautiful opportunity to continue to grow. And I never invested in myself towards like, you know, growing as a professional until taking this job at Persefoni. So that's like a decade of opportunities that I could have had to learn more and invest in myself as a professional. So if I was graduating Florida State today, like, I know sales is my niche. Like, this is where I want to be. This is how I want to spend my career. I would have invested out of college right away in some sort of mentorship sales training program. Love it. Love it.

24:49 Scott Ingram: So what would that curriculum look like? I mean, what has given you kind of the most value? Marcus Chan being one great guy. I love Marcus. Yeah.

24:58 Samantha Price: What does that look like? Yeah. Going back to the gut, I think it's sort of looking to see what's out there and seeing who really intrigues you. Like, So for me, you know, when I'm thinking, okay, like I feel like I've got like a good idea on like this part of my craft, like I feel like I've really nailed it, but I recognize in my own self-reflection that these are different areas that I have for growth, or even, wow, I feel like I'm really good at this. I'm going to just invest even more in that aspect of myself. So let's just say like the relationship building, for example, I'm going to invest even more in myself. So that I can just continue to lean into that. And so what does that look like? So if I, you know, graduated from FSU, I'm poking around on LinkedIn, I'm seeing like, who are those top LinkedIn influencers out there and really ingesting their content and what the value that they're putting out there for their readers. And then really just going off of that gut on like, that's the person, that's who I want to invest in. Like, this is who I want to learn from. This is this person I'm like really, really intrigued by their concept. So For me currently, that's, you know, going back to Nate Nasralla's work and this, this concept of selling with, like, that's… so it's really like his work is what I'm intrigued by. So I'm always following what am I really intrigued by? I think a lot of that stems from what I'm hearing in conversations and what I'm noticing as gaps. You know, if I'm on a call, you know, it's so easy to see on Zoom when people are just checking out and then questioning, well, why are they checking out? Like, what is it about that that we're doing that's causing them to check out and, you know, start checking their emails. And so you sort of learn what's going wrong in your process, and then that's how you're going to get intrigued by these sales professionals, these sales LinkedIn influencers that are out there, and learning from them. So I think that that's a big piece of where that intrigue comes from, is where you're sort of seeing this pattern of failure happening beforehand.

26:59 Scott Ingram: Yeah, you know, I love the idea of just kind of following your gut because I think a big part of that is it's finding what stylistically resonates, right? I mean, one of the things that I think is hard is if you're down a learning path and it just, it doesn't feel like you, that's never gonna work, right? So I think starting with, hey, this person acts like me, sounds like me, or, you know, just their approach really resonates, and leaning into that stuff, it's probably going to fit with your style better, right? You're going to be able to adopt that and execute that well and not sound like… I remember reading books. I've been in sales a long time. I remember, you know, like the stupid closing books and stuff like that. I was like, oh my, this is gross. This is like so disgusting. I could never do any of this stuff. And it's just, it's not helpful at all. And I'm like, I'm sure that may work for some people. Like if you were born with sleaze in your veins, maybe you can do this. But it's really finding that more like authentic approach, right? Yeah, absolutely. Couldn't agree more. So good. So good. So, I mean, the show's called Sales Success Stories. What's your favorite sales story?

28:14 Samantha Price: You know what's interesting is, and I'm saying this with a giant smile on my face, one of my favorite sales stories is a deal that I actually lost. And I don't even think I even came close to winning. Or I should say we, you know, as a company. But I just became so obsessed with the deal and paying close attention to the detail that I ended up sort of like falling in love with working with my colleagues in this really creative way. And then just seeing like in my own personal growth how far I'm willing to go to make something happen. So, so even though it's a failure, you know, so a little bit of context behind the sales, the story. You know, it's a massive company that everybody in the entire world knows this logo. And the founder came, you know, had this book that he came out with. And so I downloaded it on Audible and I was listening to it and just like, wow, like this is a really, really cool story. And, you know, he talks a lot about being relentless in his book. And then also, you know, working with my colleagues to get really creative in our RFP response. And we dedicated so much of our time to putting together this, you know, custom proposal. And, you know, I even called in the partner network to come support, you know, companies that we'd never even worked with before so that we could put our absolute best foot forward. And then even just like the executive summary, I mean, I sat down and probably spent like a good 3 hours putting that together and just really poured my heart and soul into it. And at the end of the day, I was just probably the most proud of getting to work with, you know, my colleague Sarah Brooke in that way. It was just, it was really powerful to see what we could do together and then also just submit something that we felt really damn proud of, you know? And it's kind of interesting because I was at a conference maybe like 6 months after we had, you know, lost the deal. And I asked, you know, one of the main buyers buyers, if he'd have a debrief with me on it. And it pretty much what I learned is like we didn't even come close, which was kind of baffling to me. And it just, it just made me laugh. But I wouldn't change it for anything because it just taught me so much about how far and how passionate and creative I can get in a deal. And then also just learning how to really execute in a powerful way with my colleagues. I think, you know, that to me is what I really love at the end of the day. It's closing a deal is great, but when you're fired up, getting to collaborate with some of the brightest minds that you work with, I mean, like, those are the things that are those sticky memories.

31:07 Scott Ingram: Oh, such a good story. I didn't even have to prompt you for the, you know, this could be a story that you lost because I think some of those are the ones that we remember the most from. I've got a book recommendation for you. So Actually, a couple of USC professors wrote a book called The Unsold Mindset, and they have a whole chapter. It's early about like falling in love. It's really, it's falling in love with your prospect and the person that you're selling to because, you know, then it's, you kind of adapt this level of sharing. I think the additional layer that you added though, that was so interesting is like the love of working with your team. So say more about that because like, this is not an individual sport and if you treat it that way, you're kind of in trouble.

31:51 Samantha Price: Yeah, no, it's true. And I think that's really my favorite part about working at Persefoni is the people that I get to work with. I mean, these are really, really smart, talented people. I think it was my second week at Persefoni, I called my former mentor at Black & Veatch and I was like, oh my God, like these people here are really, really smart. They're really good. They're really sharp. I'm like, I don't know what I'm doing here. How did I even get this job. It was definitely that imposter syndrome feeling. And that's just another learning experience. I had this sort of like, oh, this deep feeling in me, like, what am I doing? How did I make it here to get to work with these incredible people? But when you can lean on your network and they can sort of talk you off the ledge and just have those vulnerable conversations with you where you're just really keeping it real, they can help I'll pump you up a little bit. And just, you know, so just having that phone call I think was really powerful. But going back to the people that I work with, I mean, just brilliant minds. And it's, you know, getting to learn from these people who've worked at, you know, Big 4 consulting firms, you know, doing this transformation work for companies, this climate strategy work for companies, and sort of merging their deep expertise with my knowledge of how to show up in a sales cycle, it's been so cool. It's been really, really cool because I'm learning, yeah, I've got something to bring to the table too. Like, you know, I really obsess over these micro actions that you can take in a deal. And so to be able to collaborate in a way where you've got these brilliant minds, but delivering it in a fashion that's actually going to resonate with a buyer or help, you know, pursue us along a sales evaluation, it's really cool to merge those.

33:44 Scott Ingram: I want to go back to the imposter syndrome piece. Like, how much of that drove sort of this obsessive learning track that you went on?

33:54 Samantha Price: Yeah, it definitely did drive a piece of it. It's, you know, like wanting to work with these, you know, LinkedIn influencers that are out there. Like, a part of it is to just grow as a professional, but a part of it is like, I don't know if I can do this without learning from other people. And I guess that's a good thing, right? Yeah, I mean, I think like if you think of imposter syndrome, sort of like one of the phrases that pop into my head is fake it till you make it. And I don't know if that's necessarily a thing. It's more so you're just putting yourself out there to fail and be vulnerable, and that's okay. I mean, we've all had a ton of failure stories, and I really just love when people talk about those failure stories because they resonate with me so much. It makes us all human at the end of the day, and You know, to be human is to fail. And when people outwardly talk about their failures, it's easy to connect with that. And so I think just, you know, part of imposter syndrome is really like you just have to put yourself out there and know you're going to fail and be okay with it. And if the people around you are like brilliant, good people, they're going to be fine with you failing. That's not going to be an issue. They're just going to want to see that you self-reflect and you learn from that and you continue to grow as a professional. You don't have this ego that prevents you from growing. And, you know, it's then that just kind of goes back to the people that you're surrounding yourself with in life.

35:17 Scott Ingram: This is going to sound weird, but I think I am happiest when I have the biggest gaps because I love to learn obsessively, right? I'm sort of obsessive in general. So, you know, it's a matter of like, where am I pointing that particular obsession? And I love it. I mean, it's super uncomfortable. Like, it's like, oh my God, I have no idea what I'm doing. But doing the work to sort of fill that in, I was like, okay, I need to work on this. I need to talk to some people about this who actually know what they're doing. I'm going to read some books about this. I'm, you know, I'm going to listen to a podcast about… I love it. I feel like it gets harder to do the more experience you have, right? It's like, oh, I've done that before. I know that. Like, oh shoot. It's a smaller gap, right? Am I great at it? Maybe I'm good. But it's when like, oh my God, I have no idea what I'm doing. That to me is like exciting.

36:06 Samantha Price: So I have to turn the questions around to you for this instance. I'd love if you have an example of like a recent gap, you know, it doesn't necessarily have to be recent, but just a gap that you noticed in yourself and chose to invest and really get obsessive and dive in to learn more about how to fill that gap.

36:25 Scott Ingram: I'm kind of in one right now. Okay. And so, you know, I can't like say too much about it, but But there's like layers to it, right? So one piece of it is kind of technical and industry-specific, right? It's like, hey, I need to learn a lot more about this particular, let's just call it type of solution. But then there's also a huge leadership and culture component to it, right? I've experienced a lot of those things, but I've maybe not done or led as many of those things, or at least not to the degree that I'm sort of working towards. And it's, I mean, again, it's just, it's so awesome to go, hey, I know that there are these ways where I can massively grow, grow myself, my knowledge, my experience. That's so different than, you know, my regular stuff that I do. I'm going to have been selling the same stuff for the same company to a lot of the same clients for like a lot of years. And there's, I don't experience those same gaps.

37:32 Samantha Price: Isn't that what makes life so much fun and juicy is exactly that. That's like one of the best parts about life is just having that experience to get to dive into something and learn.

37:42 Scott Ingram: Yeah, I'll give you another one. So you said you have twins. You have just the 2 kiddos? Oh my gosh, no.

37:47 Samantha Price: So we've got twin 5-year-olds and then now a 10-month-old. So life is full right now. It's very full.

37:55 Scott Ingram: I will tell you, and I am so disappointed that nobody warned me about this, so I'm gonna do this as a public service announcement. Okay. If you've been in sales for maybe a longer period than Sam and, or like in the range that I have, I am less than a month away from taking my oldest daughter to college for the first time. And so first of all, don't blink because my God, it goes fast. I still feel like I'm in that stage of yikes, I really have no idea what I'm doing and I probably should not be responsible for children to now, oh wait, we're pretty much done with that adventure. She's literally legal adult and we're going to take her to college. And I mean, even that learning gap of just getting ready to be in that position, I was not prepared for this year, right? Of her last year in high school and, you know, going through the end of that journey and just the realization of, you know, we're getting ready to move her. I don't know. I haven't actually run the numbers, but it's probably 2,000 miles away. I cannot get a freaking direct flight between Austin and Rochester. It's not a thing. Oh no. So yeah, she's going far away. It's a whole thing. So that's a very different kind of gap, a very physical gap in my world, but really, really interesting sort of getting ready for that and, you know, just shoring up that relationship to make sure that it's gonna stand the test of distance.

39:18 Samantha Price: I know it's so wild to hear you talk about college when, you know, sometimes it's like, I just get so overwhelmed with the tornado of a mess that they can make in a matter of 5 minutes. And sometimes that mess can just take over my mind. But, you know, to hear you talk about kids going off to college, it's sort of this reminder to really just be present and enjoy it because it's not going to last forever. Yeah, totally.

39:46 Scott Ingram: And save more money than you think. I did not save enough money. Holy crap, it is so expensive. Deal, deal. Oh my gosh. So I want to talk about Like, what are you most proud of?

39:58 Samantha Price: Yeah, I think it's one of the things that my mom, you know, has told me that she's really fascinated about me is my tunnel vision. And I think I'm really proud of allowing myself to go deep into that tunnel vision and not pull out of it, even though there could be naysayers around me. You know, outside of sales, an example of this is you know, doing an Ironman. And, you know, I… Full Ironman? Yeah. Holy crap. Yeah, I know. I was on this sort of like 50-mile bike ride in Mexico, just, you know, across the border in San Diego. And one of the people that I met told me about doing an Ironman. And I was like, wait, you run how many miles? You bike this many miles and you swim? I was like, wait, what? Like people actually do this? And sort of being blown away by that concept. And then I got really obsessed about learning more about Ironman and I sort of just like had this, like this sort of like jolt, like effect in my body. I was like, I have to do this. Like I need to follow down this path. And so I did a half Ironman and I did a full Ironman. And what I've learned is sort of like listening to, like leaning into what's really sparking my curiosity and going down that rabbit hole. It's almost like if you think about your life as this ladder, like for me personally, when I feel like I lean into those those like intense curiosities or those obsessions. I feel like almost like, okay, once I live through that and really get to experience it wholeheartedly, it's almost like I like see myself climbing up the, you know, proverbial ladder. And I think I'm just really proud that I've always leaned in and listened to those instincts in doing that. And there's other ways that I, you know, have leaned in and, you know, really interesting ways. And I think I'm excited to just continue to see what shows up for me in life. And just keep forging ahead with those instincts to dive deeper and to learn. Because, you know, who knows, like, you know, what it is about that that's going to teach you that lesson? It's going to be something completely different. Like, it reminded me of, you know, hearing about Steve Jobs and how in college he took a class on calligraphy and how that, you know, played a massive role in his design, you know, creativity for Apple. And It's really cool because you can lean into something that is super interesting to you and you just don't know where it's going to take you in life. And so for Ironman, I think, you know, personally it was just like preparing me to have 3 children, you know? And like, if I can mentally get through a big race like that, like I can mentally, you know, handle 3 kids. So yeah, that's how I think about it.

42:48 Scott Ingram: Okay. That's crazy. First of all, I'm raising your pedestal because Ironman is no joke. I'm not going to ask the question about which is harder, Ironman or kids, but I would love to know what are the Ironman lessons that you apply to sales?

43:05 Samantha Price: Yeah, it's really that human connection component and sort of those like moments of vulnerability and that endurance to keep going. There's going to be so many failures along the way, but it's like literally like just pick your head up. Keep pedaling one foot in front of the other. And then as you're in that process, just lean on, like, lean on people. You know, you're not like, I think like sometimes people worry that if they're sharing something that isn't positive, they're going to bring people down. But I think that when you can lean into your vulnerabilities or something that's troubling you or something that you're just having a struggle with, and you can lean into those right people that intrigued in having that conversation with, you know, I think people really love that. Like, I think by nature we all deep down get massive satisfaction about helping each other. And so in the example of Ironman, I remember it was, I think it got up to like 103 that day in Coeur d'Alene, Idaho. And the pavement that we were on the road was like clocked 127. And so I'm riding on the bike and I'm just feeling really nauseous. Like I'm, you know, not good feeling like I might need to stop. Stop any moment and, you know, just like get sick potentially. And as I'm pedaling, you know, some riders I think could see me struggling and they're riding past me and they're like, you doing okay? And I'm like, you know what, like this is how many salt tabs that I've had, like this is what I'm drinking and for, you know, liquid, like do you have any recommendations on what I can do? And then like people are just giving me advice like as we're on the bike on, you know, my nutrition because, you know, there's a of people that get really obsessed about the nutrition that goes into doing an Ironman race. And so I just really just leaned on, you know, leaned on people in the race with me who were in the thick of it. And that was like one of my favorite parts about the race was that connection component of like feeling like I'm on the verge of like throwing up or like my deathbed. And then somebody cycling next to me and saying like, hey, like I've been there, you know, hey, this is what you wanna do. Like take this number of salt, like whatever you have, or even sharing nutrition, like that bonding component was really, really powerful. And when I think about, you know, going back to that race day, that's one of the things that I remember the most. You know, even, you know, if I take that lesson into sales, you know, I just, I remember on a recent call, you know, it was a big call, like Fortune 500 company, like her pretty good fit, but there was some, a couple things that I did on that call that I wasn't quite proud of. And so afterwards I called my colleague and I was just like, hey, do you mind debriefing with me on this? And, you know, I shared, I was like, here's what I think that I did wrong and here's where I think I could do better. But I would love to get your advice on like, what did you see? Am I thinking about this right? Like, how did you see how that went? How do you think I could improve? It's like really leaning into like that self-awareness of knowing something isn't right and then leaning on your people, your community, to sort of help you learn and grow past that. Like all those moments are so powerful. And I would say that is one of the big pieces that I've learned in Ironman and just being able to know like mentally that you can accomplish something really, really hard. I think I read like a recent post on LinkedIn from, you know, Kristin Connor, where she talks about like in enterprise sales, at SaaS sales, you fail 3 times before you get to a yes. And I'm like, it's so true. And like those failures can be so demoralizing and It's just being able to like pick up your head and keep going because you never know what's around the corner, right? Like you never know when that finish line is right there. And so to just like, just keep going and know that it's okay if it doesn't happen right now and to just learn those small little lessons along the way, they're really powerful.

47:00 Scott Ingram: That is so good. First of all, I know we were going to talk about this afterwards, but you have to come to the summit. Yay! We have to get you plugged into this community. Yes. The thing I think about is, you know, a race that long, it's like a sales year, right? Like, a sales year is such a long time, and it's not linear, right? It's not like, oh, it's always gonna feel like this. There's going to be so many ups and so many downs, and there's going to be times where you feel like, oh my God, I'm going to puke, I'm not even gonna make it through the race. Yeah, yeah. But I mean, what you're doing… I mean, surrounding yourself by… and here's what I really love, is you're talking about a very individual sport and turning it into almost a team sport, right? Because you're finding that support around you. You're surrounding yourself with other people who have been through this garbage before and are like, yep, look, that's totally normal. Yeah, I know it feels like you're going to die in this distinct moment, but you're gonna get through it. Try this, try that, right? And then, you know, at the same time, you're gonna have absolutely euphoric moments, and sadly those don't last. They're not permanent either.

48:15 Samantha Price: And it's so interesting because we do tend to like remember the really hard times and those like, oh, like those like awful pukey moments more than like the good celebration stuff. Isn't that so fascinating about the human mind?

48:28 Scott Ingram: Yeah, yeah, absolutely. So maybe this is the same thing because that was an accomplishment story and yet you talked about nearly throwing up. And we'll make this a little bit more specific about sales, but like, what do you find to be the most challenging? What's the hardest part? What do you struggle with?

48:45 Samantha Price: Yeah, I think, you know, there's this whole concept of, you know, there's so much we can do in the day as a seller. Account research, multithreading, prospecting, you know, refining our proposal, like prepping our team. There's so much we can do. And sometimes that planning, even if you're really good, like I'm going to time block my calendar and, you know, I'm going to prospect for 1 hour here and, you know, this and that. Like, you can plan all you want, but at the end of the day, you have to execute on that. And for me, because I get like sometimes like shiny object syndrome by things going around me, I can get really distracted. And so that distraction piece and like really sitting down and doing like the deep work and executing when you've dedicated that time to do it, I think can be really challenging. And it's a constant muscle that I'm working every single day is taking away the distractions. Because when I'm in it and I'm in my flow and I'm in the deep work, like, it's… I feel the best. I feel so good. But it is that distraction, having your phone at your desk, like, it is so easy to get sucked in. So I'd say that's one of the hardest Just because of how much there is to do in sales and making sure that you're prioritizing it. And then I think the second piece is just disappointing peers, because when you're in a sales evaluation and you're bringing in the top people from your company to support you, you know, I remember this one deal that I had this, you know, I was just going back and forth on how to run this call, and I decided that I wanted to take it this route. And I think because I chose to take it that route, I think as a result of that, that was a part of the reason why we lost the deal. And that just really burned in me. That was hard to sit with because sometimes if you close a deal, sometimes it's really on us as the seller. And one of the things that I just chose to do from that was just own it. I think owning it when you make a mistake is so powerful. Because people just really appreciate it and it makes you human to own your mistakes. And when I see other people do it and own it, I'm never mad at them. I'm like more happy and appreciative that they actually owned it, you know, because we're all going to make mistakes in life. It's just really powerful to really own your mistakes. So disappointing peers is really, you know, it's a really tough part of our job because a lot of how a sales cycle goes is on us to be successful. But I think if we can, as a result of that, that challenging part of our careers, if we can just call out where we messed up, you know, I think it's okay to do so. And I think it's a really powerful thing to do because I think even when you call yourself out, you're really teaching yourself to truly learn that lesson so that it doesn't happen again.

51:50 Scott Ingram: Have you read the book Extreme Ownership? Yes, that's…

51:54 Samantha Price: I was just gonna call that out.

51:55 Scott Ingram: Oh my gosh. So good. I mean, it's been a long time since I've read that. Yeah, Jocko. That sounds like… I was so obsessed with that book. I mean, it's been a while since I've done other podcast interviews, but for a while I was doing a bunch of them and, you know, everybody wants to ask like, what's the book? And for a long time, for me, that was the book. You know, going back to kind of the focus thing and the getting into flow, I'll connect a couple of ideas together and maybe somebody will figure this out. Out. I have always wanted… what I love about triathlon, and I'm not an Ironman, I've done much, much shorter races, but what I love about Ironman, what I love about marathons and those kinds of things, is the training programs are so simple and they always work. It's like, do this, do this, on this day you do that, on that day do that, you're going to do this brick workout, you're going to do this other stuff. And it's just, it's such an amazing progression. And it always works. I wish… I think you put your finger on why it doesn't work is just there's so many nuances. There's so many things, right? Like triathlon is very simple, like swim in a straight line, cover this distance, bike, go this far, run. I mean, they're very simple things. And therefore, the training and the building the endurance can be simple. And I I think sales is, it's just, it's so complex, but I would love if there was a training plan or a development plan that was like, if you just did these things in this order, in this increasing volume over time, you would be successful.

53:28 Samantha Price: I know. It doesn't exist. Yeah. Calling all sales influencers out there. Scott and Samantha are listening. Let's hear what you got. Right? Seriously. Yeah.

53:40 Scott Ingram: Again, I think it's because it's just the complexity and the number of things and it's not just I mean, if you think about it from an inputs and outputs perspective, so many inputs, so many outputs. It's so dynamic. Everything's changing all the time. And all the time, guess what? You're not just managing one deal.

53:57 Samantha Price: No, it's like you cannot be lazy in this career because the second you are, it'll eat you alive.

54:03 Scott Ingram: Yeah. Yeah. Well, let's get… speaking of training routines, let's talk about morning routines or just kind of routines in general. I want the rundown of your day. So alarm clock goes off. What time did that just happen? And give me the blow-by-blow.

54:18 Samantha Price: You know, I used to like be so good about doing 5:00 AM workouts, but such is life, you know, changes occur. And so really, you know, one of my 5-year-olds is really needing that like extra attention at night and it's preventing me, you know, the extra snuggles, it's preventing me from like doing this sort of like rigid morning routine that I used to have. And so I've had to just sort of like be flexible about changing that and also just be okay with it that, you know, they're gonna be going off to college one day and it's okay to be leaning into your family a little bit more and sort of just being at peace with that. So morning routine is, you know, usually wake up around anywhere between 5:30 and 6:00. I take a shower, but it's always like finish it with the cold immersion. I think just like that being in cold is a really powerful and refreshing way to start the day. And then going outside afterwards, looking at the sun. I'm all about the circadian rhythm. There's no lights allowed in my house at nighttime. I think people think I'm like wacko sometimes because I get so religious about not having the lights on when it's dark outside because I want to use it a circadian rhythm tactic to help my kids sleep better at night. But then in the morning, going outside, getting that sunlight on your face, doing 3 sets of Wim Hof breathing. So like that deep breathing 10 times, I'm really all about that. I'm also really big into intermittent fasting because I've just noticed that not eating a couple of hours before bed every night and kind of eating within these wake windows, I've noticed that it's helped with brain fog. So I'm really focused on like, you know, start eating at 9 o'clock and then being done by 7 PM. Another thing that I do as a part of my routine is journaling whenever I have a moment because there's so many things, complexities, nuances that happen in a day. And to be able to journal that and help sort of like calm your mind and sort of like simplify all the ideas that are going on into a journal is really powerful. And then I'm also super religious about my Yoga Box workout. So there's the, you know, I live in San Diego, California, and I have the luxury of just sort of these world-class, you know, yoga instructors. And there's a few out here that I make a point to go to every single week. It's sort of like that me time that, like, I almost just treat it like, you know, it's my religion. Like, when I go into this yoga class and I'm just getting destroyed because it's so challenging. But then you've got the music going and then the motivation that these instructors… there's just something so powerful about that that I know really sets me up for success, sets my mind up for success to show up at work, to show up as a parent, really be present, not let some of these negative thoughts take over and just be present in the moment. That workout routine is something that I'm super, super religious about. So yeah, self-care is a big, big thing for me. I really take it super seriously.

57:47 Scott Ingram: And what is Yoga Box?

57:50 Samantha Price: Well, you've heard of CorePower Yoga, I would imagine, right? Yes. Yes, maybe. Yeah, vaguely. It's, yeah, it's this, you know, this chain of, you know, hot yoga studios essentially. And so some of the instructors, like these, like incredible, like really popular instructors started their own studio called Yogabox. And you basically have vinyasa, which is like your standard yoga routine where you're going through the poses. But then there's also Yoga Sculpt, which is where it's kind of like there's nightclub music going on and you've got weights. And so it's a mix between yoga poses and weightlifting and cardio with really fun music. And it's all in like 90+ degree heat. So when you are done with a class, I mean, you're just drenched in sweat. Like, it's like there's little, you know, puddles all throughout the classroom. It's kind of gross, but everybody loves it because I think like all the endorphins that you get from sweating that much are really powerful. And then you're just in the thick of it. It's so hard with people around you. And so there's people that are cheering in the middle of class and it's just hyping you up and it's so much fun. Like, it's just been a game changer for me to be really religious about setting aside that time for myself so that I can show up better as a professional and as a, as a mom.

59:14 Scott Ingram: Well, that makes a lot more sense because the 2 ideas I had running in my head were somehow you're combining yoga and boxing, which seemed very odd, or instead of bringing a yoga mat, you brought a box. Yes. And somehow did something with that. So the idea that this is a brand, I get it. I get it. That totally is better. So let's talk about your information diet. What are you reading? What are you listening to? What are you watching? And when does that happen?

59:40 Samantha Price: Well, recently. Yeah, just so excited to be introduced to you and what you're doing and, you know, listening to the content you've put out there. So you've become like my new favorite way that I can just ingest what sellers are out there in the community doing. Yeah, I also, you know, got like recently found out that on… if you're a Spotify member, you can now download Spotify Books. I just saw that. I know, isn't that awesome? So one of my recent favorite books that I read is by David Brooks and it's called, I think it's called How to Know a Person. And it's this whole concept of being an illuminator in life. And so it's, you know, when you meet somebody really being present with that person and hearing their origin story and asking them these questions that aren't just the basic, you know, like where did you go to school or like where did you grow up? But it's really like learning more about like the depths of that person and how to ask these certain questions and then show up in a conversation as an illuminator. It's this beautiful concept to me, and it's an incredible book, and I highly recommend listeners reading it. But I think we could all use a little bit more illuminators in our life because life is really hard. And if we're connecting with people who genuinely care to get to know you on a deep level, there's a lot of buzzy endorphin feelings that come from that. And like, I just know for me personally, if I'm talking to somebody and they care to ask me questions about myself with like genuine curiosity, it feels really great. So I try to give that back to people because I know how it feels for me. And I think David Brooks's book highlights that really well.

1:01:24 Scott Ingram: Excellent. Excellent. So when are you listening to that? When am I listening?

1:01:27 Samantha Price: Oh, I just finished it like a week ago.

1:01:30 Scott Ingram: I mean, like time of day. When do you fit this in?

1:01:32 Samantha Price: Oh, oh my God. Well, when I'm driving to Yoga Box in the morning while I'm getting ready. Which sometimes is, you know, can be five or ten minutes, you know, depending on when I might get interrupted. And then, you know, putting on the headphones while I'm doing dishes because boy, are there a lot of dishes when you have three kids. So wherever I can squeeze it in.

1:01:55 Scott Ingram: Awesome, awesome, awesome. Well, this is going to be a really good set of show notes. We'll have books and podcasts and icky guy images and all kinds of things. So top1.fm forward slash this episode number, whatever that. That is, or top1.fm/sam-price or Samantha-Price. We'll make it all work. And you can check out all of those links and all of that stuff. Speaking of stuff, what about the tools and the apps and the stuff probably on your phone that you can't live without? What are those?

1:02:24 Samantha Price: Yeah, so definitely Spotify, you know, for ingest, you know, listening to those books. Because at nighttime, I'm usually reading kids' books and then probably falling asleep, you know, next to them because the bedtime routine is is real, and it can be… after a long day, it's really easy to pass out. So, you know, listening to books on Audible or Spotify is really everything. And then, yeah, I've just gotten really deep into Nate Nasralla', you know, Fluent, helping using, you know, AI and transcripts from your calls to build a business case. That, for me, I'm getting deep into the weeds on. It's really powerful stuff. It's really, really powerful stuff because in my industry you know, sustainability professionals just aren't used to buying software. And so what I've learned through the years is however I can help them internally to socialize software, like buying software, and then set them up for success in going through the evaluation and the procurement process is really powerful. And one of the most influential ways of doing that is a solid business case that they can then use. And so just really grateful for what Nate's built with So good.

1:03:38 Scott Ingram: So good. You gave me a flashback when you were talking about reading to your kids and falling asleep. I remember I'm long past these days and I desperately miss them, but I remember laying in bed with my youngest daughter. This happened with the most. I don't know why. I'd be reading some book to her and I'd fall asleep before she did. And like, I'd hit her in the head with the book because I'd like drop the book.

1:04:01 Samantha Price: Daddy! Yes. Wake up, baby! Oh my God. Yes. I feel like there's been times where I've fallen asleep as I'm reading, but I'm like, I'm still like kind of mumbling something. I'm like, oh my God, how did that even happen? It's… but I love hearing that you miss those days. That's really sweet.

1:04:16 Scott Ingram: Yeah, they're short-lived. They go away. Unfortunately, the kids grow out of that. They would think that was so weird right now if I like, hey, I'll just crawl into bed with you and read you this book. What?

1:04:25 Samantha Price: No, get out. I know, I know. It's a good reminder to enjoy the chaos that is life right now.

1:04:32 Scott Ingram: Yep, yep. You have to, you have to. I mean, it's one of those things, just like We think back on the challenges and you think about your Ironmans and things like that. It's like, man, those were such difficult times. Like it was so hard. Just existing was difficult. And then, you know, later the nostalgia that comes of like, I don't miss all of it. Don't get me wrong, but there are definitely parts of it like, man, that was a good time. That was… yeah. Oh, so Sam, do you subscribe to a particular sales philosophy? Yeah, you know.

1:05:02 Samantha Price: You know, I think what I do is I really just listen to what is out there and sort of ingest what I can and am intrigued by and sort of like mold it into my own philosophy, sales philosophy or sales methodology. Like, I think by nature I'm almost kind of like a sponge. Like, I love to just like soak in what I find is really fascinating or interesting about something and then sort of make it my own, right? So I wouldn't necessarily say that I follow like a certain, you know, philosophy or methodology per se, but more so be a sponge and sort of create my own process that I think will work. Because I think when like there's a piece of you where you own it, there's like that excitement factor of being creative, at least for me, that personally drives me. And like, I love the opportunity to get to be creative and, you know, almost like going back to that obsession over your craft. Craft. It's like being a sponge to what you're seeing is out there that you're resonating with and sort of molding it into your own craft, I think is really powerful. So good.

1:06:09 Scott Ingram: And what motivates all that? How do you think about kind of motivation in general?

1:06:13 Samantha Price: Yeah, you know, motivation is a tricky one. You know, after Landon, our third one, was born and I took some time off, you know, of course, to welcome him into this world, like, it was challenging going back to work. I definitely noticed that, you know, so there's like parts of that motivation was hard and we all go through periods of that and that's okay. And I think it's just like being curious within ourselves and knowing, you know what, like I noticed that I'm not motivated right now and that's okay. We're gonna go through periods of life where we're not motivated by something and that's okay. And I'm just gonna notice it and that's it. I'm not gonna be disappointed in myself. I'm not going to, you know, like to shame myself in any way and just give myself the feeling of it's okay to lose that for a little period of time. Now, I think if there's a deeper reasoning behind that, being curious in that stance and understanding it, but I think just giving ourselves the knowing that it's okay, that life isn't always going to be full throttle. Let's go, we got this. And just being okay with the seasons that show up for us.

1:07:29 Scott Ingram: That is so good. You're gonna have to teach me how to do that because I am not very kind to myself in that way.

1:07:37 Samantha Price: It is not easy.

1:07:39 Scott Ingram: And that's a gap for me. Let's just call that one out. All right.

1:07:42 Samantha Price: Well, hey, let's talk. I think I've learned some cool stuff along the way, so I'm happy to talk to you about that one.

1:07:48 Scott Ingram: Love it. Love it. Love it. So is there something you you believe that the average or typical sales professional would think is crazy? Good one.

1:07:56 Samantha Price: All right, so is there something that I believe that the average salesperson would think is crazy? Yeah, I think there's this, you know, maybe this ongoing debate about cold calling right now. I'm just seeing it like all over LinkedIn, but I just like, you know how we kind of like talked about like a little bit of that icky feeling earlier? I don't know if this is going to be like a really taboo topic and I'm opening up the doors, but there's just something, at least intuitively for me personally, that just doesn't feel right interrupting somebody's day out of the blue for you to pitch them. You know what I mean? I don't know what it is, but that's just my own personal opinion. I'm sure there's a lot of different opinions out there, but I always just try to think about me personally. And like, I don't pick up unknown numbers anymore because like that interruption to your flow or your day or your deep work for somebody to sell you something is just, it can really like take you out of something important that you're doing. And so I always kind of think about it in that way, but yeah, hopefully I don't get a slap on the wrist for saying that.

1:09:08 Scott Ingram: All opinions are okay. What is your approach then? How are you generating pipeline?

1:09:13 Samantha Price: Yeah, at least in our community, it's so relationship-based. And one of the things that our founder did a great job at is early on, you know, investing in professionals that have been in the industry for a very long time and are trusted and that know people. And so it's really, you know, utilizing and tapping into their network on what we're offering, I think, has been the most powerful. Part of prospecting and has led to, you know, me closing some of the biggest deals to date is really, you know, that trust of, oh, you know, Mike Wallace, for example, you know, he works for our company. He's been in the industry for years. Like, people just see him and like, he's such a trusted name in our industry. And, you know, I remember I was on a call with like a Fortune 250 company in the healthcare space and, you know, it's like chief sustainability officer in the beginning of the call said, you know, if you have Mike on your team, like, I know what your product is, is really good because, like, Mike is a guy that demands excellence. So I've really just… one of the things that I love about working here is being able to lean into the executives that we have. And it's so cool, you know, working for, I think, a smaller company where you're like a venture-backed startup. Like, you know, some of these, like, larger organizations where you've got, you know, thousands of people working, like, there's probably be a lot harder to get access to working directly with executives. So one of my favorite parts about working for Persefoni is being able to work closely with the executives on our team and having them support us through the prospecting process. It's just been, I mean, so it's just like so meaningful to my career that they really lean into supporting the sales team. Love that. Love that.

1:11:02 Scott Ingram: And we're very well aligned in that way. I mean, I've always liked the idea of like a truly cold call drives me crazy, right? Yes. There's so many ways that you can warm it up. And I tend to be very relational in that way too. Like, why make a cold call if I can just get somebody to introduce me to that person? That'll work a heck of a lot better.

1:11:19 Samantha Price: Exactly. A heck of a lot better.

1:11:21 Scott Ingram: It's very inefficient, right? For both parties, right? Like, okay, so I'm supposed to dial and push buttons on my phone like hundreds of times and occasionally have somebody pick up, or maybe I could just get a couple of intros and we'll just Schedule some meetings. That would be a little easier. What about the flip side? Is there something that the average or typical sales professional believes that you think is crazy? Hmm, the average.

1:11:45 Samantha Price: Let's see here. I think one of the things that I've kind of learned about being in sales is that there's like a lot of really big egos with some sellers out there, and you know, like I think that the big egos come from. Sort of like this, oh, I'm going to close this deal. And it's about commission checks and making money. And there's just sort of like the… being competitive is great. I've been in sports, like an athlete, pretty much my whole life, and I love the competitive factor. But I think when it comes to that being your sole focus in a deal about making money and just closing the deal, Like, I just, it's hard for me to get on board with because what's truly powerful about being a sales professional is the opportunity to make an impact, you know, on our buyers' lives and to support them on their own career growth through what we're offering. And then, you know, just being like a human with them through that experience because sometimes people, you know, can have, get their jobs on the line through buying something. And if we're just in it, you know, to, for a commission check or, you know, for, you know, just the sake of closing a deal, it's just really hard for me to get on board with. It's really about making an impact and sort of like getting to the real like meat of what these buyers are going through and their challenges that they're experiencing. Like that's, like, that's where it's at in our career. And, you know, sometimes you see those, I guess you can call them bad actors, but it's just hard for me to get on board with that.

1:13:23 Scott Ingram: You are so good. I was going to ask the question, if it's not about the money, what's it about? And you already answered. And I think that's such a great answer. It's so real. I mean, I think, you know, to some degree, maybe very early in your career before you figure it out and when you really need to eat, it's maybe more about the money. But, you know, over time I think you realize, you know, it's way bigger than that. The money is just a very appreciated side effect.

1:13:51 Samantha Price: Exactly. It is an appreciated side effect or a side effect, no doubt about it. And you're so right. Like you do have to live and be in the trenches of those experiences to kind of come to that conclusion. Right. And it's true. I think I read in an article recently that like some of the most empathetic people that are out there are just people that have been through some really shitty times and they can relate to that with you, you know, on a deeper level. And it's so true. Like, I love that. And it kind of made me appreciate just like the really hard moments that I've had in my life and, you know, know that, you know, Yes, like, you know, winning is great, but like at the end of the day, it's about just like showing up for people and just, you know, creating those relationships. Like that's what's really powerful.

1:14:39 Scott Ingram: Yeah, yeah. And overcoming the adversity, right? Just my wife and I last night, we watched the Simone Biles, like the couple of episodes that are on Netflix. And it's like, I mean, you know the stuff kind of, but it's been a while since I sort of put it all together. I was like, oh my gosh. Yeah, I can't wait. This is insane. I mean, she has overcome so much and is So good, and I was actually thinking this morning. I'm like, hmm, I just haven't had enough adversity in my life. Like I've not had to overcome anything to this degree, right? And there are a lot of I mean so many stories on this podcast of people overcoming some serious, serious stuff.

1:15:23 Samantha Price: Wow! Point me to some of those episodes. I'd love to listen to it, and I can't wait to. Check out this Simone Biles. I mean, she's incredible. And it's so easy for us to be like, wow, like this, you know, this person, look at all they've accomplished, these Olympic gold medals, like what an incredible life. And then when you actually get, you know, into it and you sort of learn about these people that are really successful who have just been in the thick of it, it's so powerful to learn how they persevered through that adversity. And I love learning that. So thank you for the recommendation.

1:15:55 Scott Ingram: I'm definitely gonna check it out. Yeah, absolutely. I mean, it's why I love doing these interviews. It's why I really enjoy biographies, right, is because again, like on the surface you see, oh, they're number one, they're the top of this, they're the greatest of all time, any of these things. And once you peel that back a little bit, you realize that was not a straight line. Like there was some serious hurdles in there. I mean, you mentioned Steve Jobs and Calligraphy. Sounds like you've probably read that biography, right? The challenges that that dude went through is crazy. Mm-hmm.

1:16:26 Samantha Price: Exactly. And it's cool because then when you're in it and you're going through these really tough times, You know, just like for me personally, like sometimes like the overstimulation of like 3 kids needing your attention at once, it's like, it can get really overpowering. And I'm not meaning to say this like that adversity is any, you know, stronger than probably something that these other people have been through. But when you kind of just like have this knowing that you're not alone in whatever it is that you're struggling with in that moment, it's really powerful.

1:16:57 Scott Ingram: Yeah, it's having to remember. And I think social media has made this so hard, right? Because it's like all your seeing is everybody's highlight reels and it all looks so good. And you're like, you know what, if you could only show the garbage that's happening, the, you know, it gets 2:30 AM and I've been up for a day and a half. I'm not sure if I'm ever gonna sleep again.

1:17:19 Samantha Price: Yeah, I know. Like, let's get right to it. Like, what's something hard that you're going through right now? Because that's like, that's the real connecting piece. Yeah, let's hear both of it. Let's hear the good stuff and the bad.

1:17:29 Scott Ingram: Yeah, yeah, so much. And I mean, maybe it goes back to those questions in the book that you're reading too, right? It's like, hey, you know, if we can get behind the surface, right? Or there was an image that you could share, like, okay, I saw your… actually, this would be an interesting idea, right? If you sort of compared and contrast, like, oh, I… so the recognition of, oh, I just saw this post that you did on LinkedIn, or I saw this thing on Instagram, and it's obviously a highlight. Like, what's the lowlight that you didn't post about?

1:17:53 Samantha Price: Yeah, let's see more of that.

1:17:55 Scott Ingram: Yeah. Everybody post your lowlights. Like, I want to see some garbage out there.

1:18:00 Samantha Price: Let's… we need more reality. Yes, exactly.

1:18:05 Scott Ingram: Oh, so Sam, what advice would you give to somebody that is just starting out in their sales career today?

1:18:11 Samantha Price: Yeah, definitely invest in yourself. You know, like just investing in yourself is going to pay dividends. It really, really is. And leaning on your peers and don't be afraid to call yourself out when you've made a mistake and lean on them to hear what their mistakes are and what they've learned from them. And, you know, just like for me personally, when I've had my colleagues come to me for advice on a deal, It's so cool. And to have somebody be like, hey, I want to learn from you. Like, what's your advice on how to do this? Like, it feels so great. And I think sometimes we can get intimidated by asking for help or asking for our peers, you know, for their time to support us through something. But there's, you know, I think people really genuinely like to share and want to help others. So investing in yourself, talking, leaning on your peers, and, you know, don't be afraid to call yourself out when you mess up. Like, so important to that self-awareness to know, like, I'm not perfect and I make a lot of mistakes. And like getting curious on how you can improve is really, really powerful. And I think sometimes when you're just starting out, it's like so important to prove yourself that you don't necessarily want to call out where you think you did bad or you think you failed. But I think doing so, like going into those one-on-ones with your boss and be like, look, like this is where I was really weak. Like this is where like I could use some support on, I think like, that's just, it's so powerful to go into conversations with your boss or your peers in that way.

1:19:42 Scott Ingram: That's awesome. That's awesome. I'm going to ask this next question the way I normally do, but then I'm going to add another flavor and you can answer it a couple of ways or however you want, right? So, I typically like to ask like, what's the advice that you have for somebody that is further into their career and they're either struggling or maybe they're good, but like they haven't found, they haven't found that next gear and they're not to great, right? So, that's the normal way. I would also be interested in like, what is that advice that you have for somebody who is like, I just, I lost my motivation. Like, I just, I can't find it right now.

1:20:14 Samantha Price: Yeah, I think so. For maybe somebody who's like a little bit older in their career, I mean, at least at my company, you know, I'm one of the older sellers and I think there's sometimes this notion like if there's somebody younger than me, then I should know more than them. But you know what I mean? And it almost like, it makes you feel a little bit silly that you might, like, at least at the surface level, you know, at least that showed up for me, like if somebody's younger than me, like I should, you know, I should be smarter than them. I should know more than them, but you know, it's okay to not and to genuinely be curious with everybody. And so like we've got, you know, a couple really great, you know, reps on our team, you know, Leah and Adam that are just like awesome sellers that I don't know how much younger they are far than me, but they're definitely younger. And I'll call them up and get them their advice on deals because I think that, you know, even if you are younger, you bring a different perspective. And I think it's really important wherever we're at in our career to always learn different perspectives and how people are doing things that are working. And I just don't think that, you know, you should ever let your age, you know, prevent you from learning something from somebody younger. And I don't know, like, how I came to that intuition or even why that was a blocker for me initially, but it's just one of those blockers that I notice and I'm like, this is silly, it shouldn't be a thing. And really have just leaned into that curiosity with my colleagues. And yeah, and then what was the second part of your question?

1:21:50 Scott Ingram: So, the second part of the traditional question is, this is somebody that like, they're doing well, they're at a level of good, but they just, they haven't found greatness yet. What do you tell them?

1:22:01 Samantha Price: I'd say when you haven't found your greatness yet, I mean, it's really like almost falling in love with the challenging aspects of your life and falling in love with the own personal friction that we experience. And when it's showing up for us, we're going to go back to Jocko. We're going to go back to Jocko on this one. I can't remember this bit. That I've watched from him, but it's like he would have somebody in his group that would come to him and say like, oh, this is where I'm going wrong, this is where I failed. And his response was, good, this is great. It's like when that feeling of not being motivated starts to show up or that feeling of sort of like this dread in yourself shows up, like that's really, really good because now you're learning something about yourself where you get to lean in and grow and be curious curious and seek support from others. And it's just like what you were talking about earlier, Scott, like when you have gaps in your life, it's almost like an opportunity to then turn that around and get really excited about like this personal growth opportunity that you have in front of you, right? Because like the endorphins that come from like the adversity aspect of not feeling motivated or just being, you know, upset with yourself or even just like feeling stale, like just noticing that and taking action on it, it really, and like leaning into that sort of like dread and that discomfort, it really pays dividends. And it's something that's sort of like really cool about life that gets to show up for us. Like even if we have this recurring thought in our own personal life that's really hard to deal with, it's almost like it's like a part of yourself that's surfacing that you get to notice and free yourself of, you can really turn it into being this incredible opportunity to grow as a person.

1:23:59 Scott Ingram: So good. So good. So, Sam, what would you want to learn from the top sellers in other organizations, or what would you want to know about them?

1:24:09 Samantha Price: All their tips and tricks. I would love to learn, you know, what their process is. I think, you know, by nature, I talked about earlier the shiny object syndrome that I can get sometimes and, you know, get distracted by things going on. And I've tried to lean into a certain process that I feel like is solid for me, but I would just sort of like love to learn about, you know, how these really top, like elite sellers are structuring their day and then their own like micro moments that they've noticed about themselves that have really shifted their sales career. You know, whether it's something, you know, in the beginning of a call when you're doing introductions and it's just the way that they do introductions. You know, do they send their team via email ahead of time with their titles and pictures so that you can skip intros on a call and just get right to it? Like anything like that, like those like micro actions that these top sellers are taking that they've noticed that are really moving the needle and are, you know, getting 1% better every day. I think there's like a lot of curiosity that I have in that and would love to learn from.

1:25:19 Scott Ingram: Yeah, totally. Give us a couple more of yours. What are a couple of your other kind of micro strategies? That's actually a company. But anyway, you get the idea. I know, right?

1:25:28 Samantha Price: Yeah. I think one of the things that was really impactful for me and, you know, being successful is having a one-on-one debrief after every call with at least the main person that I'm interacting with, whether it be a champion or like, you know, somebody that I want to get to know more who is maybe quiet on the call. So it's either scheduling a one-to-one one ahead of, you know, a broader team demo and getting to learn like what specifically for them is their own driver. And then even afterwards, having that opportunity to debrief. It can be really challenging to get those meetings. And so you have to do it in a creative way where they feel like by giving you 30 minutes of their time is going to add value to their lives and sort of going back to what Nate is building with Fluent, I think is really powerful because like building the business case, you know, with the stakeholders on the team is ultimately going to help them get, you know, what they want and advance in their career. But it really takes like that one-on-one time with them to truly figure out what you can do for them that's going to help move the needle. And I would say those one-to-one calls beforehand, afterhand are really important, just like figuring out a way to see that they'll actually get value out of having those conversations with you is really important. And every instance is different because there's so many nuances. And I think for us, it's really important to be fully present during these conversations and focus on the detail because there's something that you can pull out that they said that then you can lean on to help facilitate those one-to-one conversations. Because it's… it can be really hard to get time on people's calendar and they want to know that you're going to show up and help them. And if you're present on a call and you're present and doing the prep work and seeing what a company's, you know, top strategic priorities are, like, that's where they feel like, okay, I feel like I can give this person, you know, 30 minutes of my time. So good.

1:27:26 Scott Ingram: Sam, we have covered a lot of ground. This has been so much fun. Is there something that you were hoping to talk about or a question I should have asked that we haven't yet gotten to?

1:27:37 Samantha Price: You know, I'm just so curious to learn about the Sales Success Summit and, you know, this community that you've built that you're still building. It just Yeah, it's so exciting to me. I would love to hear a little bit more about that too, if you want to give like your, like a quick little introduction to it outside of maybe what I've read online.

1:27:56 Scott Ingram: Yeah, for sure. And we'll talk a little bit more right after we cut the recording here, but the summit for me, so it's not very different from the reason I started the podcast, right? I started the podcast because I've always been that student of sales, right? I've always wanted to get better and most of the content that I assumed before starting this show was from people who were, you know, kind of, well, I'm a thought leader. They're writing books or doing this stuff, but I'm like, you haven't been in my shoes in a long time. And oftentimes like decades. So it's been, when was the last time you actually carried a quota, right? Selling yourself is a very different thing than selling something for somebody else. And I just, I wanted to get to, you know, who is doing the best right now, working in the same environment with the same challenges I am, right? In this economy, with this level of distraction, right? With all of these things. And so that's where the show came from. And then I realized I am very, very fortunate in that I get an opportunity to build relationships with all the folks that I interview. I mean, you and I will stop this recording and we'll keep talking, and that doesn't scale very well. I wanted not only for the audience to have an opportunity to build these relationships, tips, but more importantly, for the folks who were on the podcast to have an opportunity to learn from each other. Because, you know, being number one, getting to this level is a very lonely place. By definition, you have nobody to look up to who's doing better than you. I just, I wanted to create this space, this community, to bring all of that together, to have these conversations. So the only people I put on stage are folks who've been on the podcast, and we spend 2 days together. It's a little more than that. It's kind of 2 and a half days because we do a little bit as people are coming into town on Sunday in Austin, and then there's usually an afterparty. So things go late Tuesday. And, you know, just that experience, that opportunity to come together, and it's just surrounding yourself with people that are on this same journey, right? That's really what it's about. Like, yeah, it's kind of about the presentations, but it's not even the most important part. It's really establishing the relationships and the beginnings of ongoing conversations that we're going to be able to have on this very long race that we're running, right? That's the game. And this is the 6th or 7th one that we've done. I've got, if folks look at the landing page right now, so if you go to top1summit.com, we will have all the speakers up and their presentation talks. So the agenda is coming together very well. And so much of the agenda, what I've learned over the years, it has… the micro moments are cool and they really come out, but what I found is sales success is way more foundational. There's way more just core fundamental stuff that has to happen. The success is very little about, oh, it's this one thing I say, it's this one little tactic. It's really the whole. It's the mindset that you bring to that, right? It's all of those pieces. So, and like I said, it's the relational piece. It's just being able to surround yourself with people who've done this, right? Who have advice. They're the ones on the bike next to you sharing nutrition. Yes, I love that. Tips and ideas, right? So I think that's the best correlation. And it's just a blast. We have so much fun together. Very intimate event, right? It's less than 200 people on purpose, right? So when, you know, people who… this is a craft, right? It's something that we're all working on. We're all trying to get better. You know, I've been at this a very long time and I have so much to learn.

1:31:35 Samantha Price: And if maybe back to the… your question too, like if you could pinpoint some of the… you know, it sounds like you've had this incredible opportunity to learn from, you know, really great sellers from around the world. What are some things that you've noticed that have really stuck out just to you personally and what you've had a chance to learn?

1:31:55 Scott Ingram: Yeah, there's a lot of themes over the years. I mean, in the very early days, it was sort of the understanding that even I had a lot of very wrong stereotypes about what sales success was. And you probably hinted on the most important one is it's not about… it has very, very little to do with the money. It's not about the money. The thing that scared me for the first 2 years of the summit, like I was just horrified me. I I thought, okay, I'm bringing the best of the best together to present, and I thought that they would have big egos, and I'd put them in a room together and there would be this, oh, we all have to one-up each other. And the reality is… and now I totally don't worry about it… the reality is the most successful people are the most humble because they all have the mindset that you do of, I have so much to learn. And when I come into this room, like, sure, I know that I'm the best salesperson in my organization, but I am not confident at all that I'm the best salesperson in this room. And I have so much to learn and can learn from, from these people. And again, I find that the most vigorous note-takers, those who are the most immersed in the event and in this experience, are the people who are already quote unquote the best. And that's why, right? So that was a really big piece. It's just breaking down a lot of those stereotypes and just understanding like, this is a very humble thing and sales sales is all about service and helping other people. And then I think the next just really big theme that I come back to over and over and over again is you have to find your way. It's what you're doing, right? It's the, I'm just assembling little nuggets and I'm going to apply it right away and I'm going to see, does that work for me and can I make it a little bit better? But it being really you, it being really authentic, like this is something that I can do, that I can say, that is genuine, that shows that I care. And it takes forever. I mean, it's an ongoing process to assemble that. There is no… and I don't think there can be, unfortunately. There can't be the triathlon training program for sales for this exact reason, right? It's so nuanced. And you just have to find the things that fit for you and the people who resonate with you and adopt the things that just… that fit you so that you can be the best version of you. I mean, going back to kind of our original idea of striving for world-class performance. Yeah, it's just, it's all these little tweaks and they're very, very specific to each individual.

1:34:35 Samantha Price: Yeah, no, I really love that. And that even goes back to the motivation piece. Like, what do you do when you're not feeling motivated and you kind of experience those lulls in your career? And if you're leaning into to like your own craft and your own creativity, it really supports you through those periods because it's something that's like where you're leaning into like your own personal drivers and what excites you. And so that's what really helps is, you know, helping to form your own craft by like just following like what you're really interested in and intrigued by. And so I think that's really cool and I love hearing that.

1:35:14 Scott Ingram: That makes makes me smile. Yeah. So let's put a bow on this thing. I like to… I mean, we've talked about so much stuff. I want to make it actionable. Like, what's your micro challenge for our listener? What can they do over the course of the next week or 2 to improve themselves and improve their results?

1:35:32 Samantha Price: Yeah, if you haven't purchased, you know, the Jolt Seller, I think that that's really important. Just like going back to this theme of what I hear from buyers on a call is like, we don't know what we don't know. Like, what makes your product a differentiator from all the other similar products out there, like coming in with a strong point of view and being okay if that point of view does not align with what your buyer wants. I think like just knowing that point of view piece is really important. And, you know, just like, just really like going out there and finding out these top, you know, voices on LinkedIn that are making an impact because they, I'm just kind of blown away by some of the things that they share out there, like for free that, you know, And it's of course a way to, you know, get to know what their offerings are. But I mean, they're really just dropping gold on there and it's like, wow, what a cool age that we get to live in where we don't have to read like an entire book to really, you know, just like take knowledge that we can then execute into a sales cycle. Like I can look on my LinkedIn feed in the morning and read something from Samantha McKenna, Marcus Chan, Nate Nasralla, you know, you Scott, like, and what you're feeding to sellers through your podcast and being able to execute on that immediately. Like, there's like just putting yourself out there to learn, especially where you're feeling gravitated towards, that's really interesting to you. I mean, just, you know, lean into that because that part of your selling journey is really going to help you. And I think even just when you're in a sales evaluation, like, buyers can feel that, that energy and that passion from you. And so if you're bringing that new creativity to the table, like, that, that can conscious, you know? And like, if you're continuing to go through your process, learning and growing as a professional, and you bring that to your sales cycle like that, they can feel that. And that's really powerful. And, you know, so much of this is, is like helping people like just see the human experience behind the selling-buying activity. And however we can, you know, make it more fun and interesting for them, like, why not? Like, let's do that. We've got this one life to live right here, right now. Like, let's make it interesting. Fun for everybody as we're going through this motion.

1:37:55 Scott Ingram: Sam, this has been amazing. Thanks for taking the time.

1:37:58 Samantha Price: Yeah, thank you, Scott. This has been great on my side as well. I really loved it and appreciate you having me on.

1:38:05 Scott Ingram: Thanks for listening to the Sales Success Stories podcast. To be sure you never miss an episode and for an invitation to our Sales Success Community powered by Influitive, subscribe to our newsletter at top1.fm.