187: Balancing Sales Excellence and Parenting with Kelsie Neibel

0:00 Scott Ingram: This episode is brought to you by the 2025 Sales Success Summit, where you can meet and network with many of the amazing top-performing sales professionals that you get to learn from on this show. People like Kelsie Neibel, who, after listening to this episode, I'm pretty sure you're going to want to meet. Get your tickets today at top1summit.com and bring a friend or your team by taking advantage of our Mentor-Mentee Pack or our Top Performer Pack. The details are at top1summit.com. 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 Kelsie Neibel. Kelsie is the top-performing Strategic Account Director at SnapLogic out of Southern California. Welcome to the show, Kelsie.

1:04 Kelsie Neibel: Hi, Scott. Thank you so much for having me. I'm so excited to be here.

1:07 Scott Ingram: Absolutely. This is going to be so much fun. I'm so excited about your story. And before we get started, I want to give a quick shout out to Davidson Heng and the Ian Koniak Sales Coaching Crew for getting us connected. With that, because that was important, I like to always start with some immediate value. So let's talk about the top 3 things that you believe have contributed the most to your success in sales?

1:30 Kelsie Neibel: Oh my gosh, I love that question. And it's shifted a lot since I've actually been in sales. And I think this last year has been really transformational for me, and especially a lot of big ways personally. I became a mama and I also was running my career still. And so this year was a really big year of growth, and I can kind of boil it down to 3 big areas that I've shifted the way I work. And I think the first thing that has driven a lot of success for me this year is how I've prioritized prioritize my time in working in my corporate job. So, I call them revenue-generating activities and busywork. A lot of time before I started working in this manner was spent on just feeling busy and actually getting things done. But now I kind of prioritize my time to be focused exclusively on revenue-generating activities. So, that's moving deals forward and creating pipeline. And almost everything outside of that is considered ancillary when I'm working in my corporate role. That's the first one. The second one I'd say, Scott, that really helped me hone in on time management this year is putting a value and assigning an hourly rate to my time. What that did was it actually put a lot of things in perspective for me that helped me prioritize. So, a lot of us get easily distracted. Some of us are in work-from-home environments, even in the office, right? There's a lot of distractions that come up. And as a mom, I had a really big desire to want to spend time with my child. It's something that fills my cup up and I didn't want to not be with my kid and be spending time doing things like scrolling on social media, surfing LinkedIn, or just filling my time to fill time. I wanted to have purposeful driven time. Kind of putting an hourly rate to what an hour of my time would cost actually helped me say, is scrolling on social media really going to cost me $700 right now? Is that how much you want to spend for this next hour? So, kind of putting that in perspective also helped. And I'd say the last third thing for quick wins and quick things that I've done this year to make me successful is shifting the mindset. This is such an underrated topic, I think, in sales and corporate, and it's really understanding the mindset behind a top performer and how they're thinking, how are they engaging with their customers, and how are they really embodying this person that is a top seller, is a present mama, is a present parent, is spending time with their family. How are they thinking and feeling and acting? And really shifting the mindset to one of an abundance mindset versus one of the scarcity and lack that is so inherent in sales. So, I did a lot of work rewiring the mindset and how I thought. And so I boil it down to those big 3 just in terms of reflecting on what's shifted for me this year. And that's made a lot of success in my business and in my personal life.

4:10 Scott Ingram: Love that. Love that. And maybe you already answered the question anecdotally, but I feel like the easiest follow-up question is, what is your hourly rate? What do you sort of think of to drive that piece of your mindset?

4:21 Kelsie Neibel: Mm-hmm. Yeah. So my hourly rate is something that I calculated and I actually worked with my coach, Ian Koniak, to actually back into this because he was the one that taught me, Scott, how to think about the value of my time. And it's interesting because it's a calculation, right? That's about how much money you wanna make for the year or how much revenue you're trying to generate. And it's really just divided by the number of hours that you're working in a week. And executives that we sell to, C-suite, right? They're thinking about this too. They all know the value of their time. But what's so fascinating as sellers, I don't know how many of us ever pause to think about what is our own hourly rate? How do we treat our calendars like an executive would? Are we really trading off 30 minutes of scrolling on LinkedIn, or are we going to actually use that time to meet with a teammate or drive a deal forward, or just to have something that's actually productive? So for me, my hourly rate is $747 an hour. I actually have it up. You can't see it, but on my desk behind me, and that's what I see anytime I'm like, I'm a human, right? We all get caught up in things that can distract us from our day. But I look at that and I'm like, right now that was $747 that you just spent doing something that wasn't productive. And that just is a reminder, the value of my time is just as important as the value of an executive's time. We run our own business, we all run our own territories, and that's how I kind of apply that concept to help me manage my time effectively.

5:46 Scott Ingram: Yeah. And I think that's a piece of kind of this broader mindset element that you spoke to. It's one of the things I probably leaned just a little bit too hard into it this last year with the Sales Success Summit. Because we still have to talk about some tactical sales kinds of things. But the reality is the differentiator is it's all foundational stuff. If your head is not right, I don't care how good your tactics are because you're probably not even going to deploy them. You can be the greatest tactician on the planet, but if you don't pick up the phone and if you don't have enough meetings, it's irrelevant. Talk about specifically kind of the abundance versus scarcity piece and how that actually manifests in sort of your day-to-day.

6:31 Kelsie Neibel: Oh my gosh. Yeah, it is such a distinctive way of thinking that shifted for me because if you think about it, and we can really go deep in this, I don't want to get too much on a tangent unless you want to, because I love this topic, but inherent in sales culture, Scott, is this low-grade fear. There's a lot of fear in the industry of sales. It's like, are you going to have enough pipeline? Your competitors are going to steal away all your deals. What happens when we think in fear is we come to, a lot of times unknowingly, you come to your prospect calls, you lead customer meetings coming from a place of, oh no, this is going to go away from me. And oh no, it's going to impact my business and I'm not going to hit my number. And then you start spiraling and before you know it, you're like, I'm going to lose my family. We're not going to have a home. And you can really start to spiral downward when you're thinking of this, this scarcity mindset. And it just comes from a place of fear. There's 2 emotions that we all work with, fear and love, and the scarcity selling And the fear that I don't have enough and I'm not going to be able to make it just totally transforms the way you sell. I used to sell like that. I used to struggle with saying, you know what, this is so much about me. And when you're in scarcity, you're like, this is all about me. How can I win? How am I going to be able to do this? And the customer not only can understand that and see that, but you also just feel wildly out of control. The alternative and a new way of thinking as a seller that I've started to adopt this year is what would the opposite look like? What would it look like to sell to a customer knowing that you're already whole and you're already good and you're coming from a place of how can I help in true service? How would that actually start to shift in your business knowing that? And it can get a lot into embodiment of already having your goal accomplished. For me, it's to be the top of the leaderboard at SnapLogic. It's to be the number one rep in the company consistently. And a lot of it is like, okay, If I knew with utmost certainty that that goal was done, how would I show up today? How would I be acting with this prospect? How would I be responding to this form of rejection? And it shifts your mindset completely. It just goes to show you how important your mind is. And I heard an anecdote from another top seller, and it was the hardest territory that you manage is the one between your ears. And that is the thing. I mean, there are so many things that can just get in your way when you're selling. And I think the biggest shift is going out of scarcity and out of fear and into this knowing that you're gonna be okay. And when you come from a different place, your prospects feel it, your customers feel it, your team feels it, and overall you're just a better human to be around. So yeah, I think it's like a tremendously undervalued skill to work on that mindset.

9:23 Scott Ingram: The fear versus love framing is so interesting in this because the first thing I think of, and I think we've all experienced this, Most of the time, unless you have really figured out this particular mindset hack, we are different sellers when we're below our numbers and when we're ahead of our numbers. So if you think about when you're not where you need to be, then you are in fear and it comes across right now. It's about you and what you need and you're scared. And I think there's like pheromone stuff going on too. Like you smell desperate. That's bad. Versus that abundance and love and like, look, I don't even need this deal. I'm just here to help you. You win so much more when you're thinking like that. It affects everything. Mm-hmm. Mm-hmm.

10:11 Kelsie Neibel: It is so, so powerful. And I acknowledge that the paradigm in selling in tech is not set up to get your reps in that mindset. And that's why I think it's so important that we talk about it. And I love this platform to be able to share how this mindset has transformed the way I operate, because I think it's so fundamental in not only shaping the culture of tech sales going forward, but it also has such a beautiful impact on your family, Scott. I mean, as a mom, and everyone has life outside of work, and we always talk about how do we integrate my career and life? And when you can bring this mindset into your sales career and You bring it also into your family. Overall, I'd say the impact of adopting an abundance mindset has made me a better mom, a better wife, a better friend. I mean, you just start to see so many more opportunities and you're just filled with so much more gratitude that it's really hard to bring your vibe down. It's like you're just on cloud nine. And it's true, like you said, a seller that has already made their quota operates in a different way than one that has not. So, I say, why don't you play with the idea that you've already made the quota? Get into that mindset and feel that energy of it is done and start playing with it because that's how you actually can start to shrink your timeline. And it does come forward when you start to play with that mindset of it is done. It happened to me. I achieved my annual quota 3 months before the year even closed out. And I was just playing with this idea of, I know it's done. I know it's going to happen. And I'm just going to act like that. It's so fascinating. It's just such a powerful tool.

11:52 Scott Ingram: Yeah. And this is a total soapbox thing for me, but I actually think this is something that leaders should just change the way that they do this, the setting of quota. And you can separate quota from compensation. Let's just say we're going to leave compensation exactly the way it is. So no impact there. But rather than this concept of we're going to set our quota such that 70% of our team is going to make it. What if you made it 30% lower so that 100% of your team felt… at the end of the day, I think it really comes down to winners win and losers lose. So, when people are winning and they feel like they're winning, that's going to continue. And if you put them in a position where I feel like a loser and we tend to be competitive and we look at the numbers and we take this all personally, I can't tell you how many people I talk to who are at 95% of their number and they feel like losers, even though the real expectation that leaders have is that you're like at 80% of your numbers. The reality is you're above expectation. I'm like, can we just make this really, really clear so that we all have consistent expectations? And when I'm at my number, I can feel good and I can be doing the right things and bringing on the right customers. It's just better for business.

13:12 Kelsie Neibel: I couldn't agree more, honestly. Amen to that. I would love to see that roll out in a corporation in some capacity, because I do think that it's a snowball effect of positivity, and positivity is infectious in such a great way. So yeah, if you have a bunch of winners and you all feel like you're winning, you just bring this different energy and you can actually detach. You start to detach, and really that's like the crux of it, is a detachment As sales reps, this is our livelihood and we're all competitive. Like a lot of the top performers are like, I want to win. I want to go and do this. Yeah. I mean, positivity is infectious. It just is.

13:51 Scott Ingram: I love real-world examples. I mean, it's what this show is about. Like I talked to real top performers so we can figure out what they're actually doing. I want to hear if you are this sales leader that has done this and your whole team is at their number because you have taken this leap and sort of gone against the dogma that is, oh, we have to set quotas in this way, please reach out to me. I want to hear these stories. I want to feature these stories because I'm convinced that this would make a massive difference, but I just don't ever see it in the wild. So, if you're doing this, get in touch. With that, Kelsie, why don't we contextualize? We haven't even talked about what you do and what this is all about. So, talk about your role, talk about SnapLogic, talk about you.

14:36 Kelsie Neibel: Yeah. Oh my gosh. Everyone's favorite topic, right? Themselves. But yeah, as you kind of introed in the beginning, I'm an account director at SnapLogic. It's a company based out of the Bay Area. We sell integration software. That's the solution that we sell. And so, we help customers kind of connect data across the enterprise. And it's just a really fun job. I mean, as I've been in enterprise selling for the last 4 years, came from Salesforce, started my enterprise selling career there after being in consulting for about 5 years. So, I kind of have an unconventional path to getting into enterprise sales, but I love it. I love my job. I love being the quarterback at an account director level. It's just so much fun. And I honestly think that like many of us who are at the top in sales or in tech sales, we love solving problems for our customers. And I get to do that at a really big scale here at SnapLogic. I actually cover the entire Bay Area. It's a pretty big territory, but just so fulfilling and so much fun to get to work with a lot of different enterprise customers that are in the Bay Area. So yeah, that's a little bit about the corporate life. And on a side note, I am a mama. I'm also a wife, so I have a little girl. She's 18 months old. Her name is Olive. And man, she really, I think we talked about this offline, but she really just put my life into perspective really fast. Becoming a parent shifted my focus and really put a lot of perspective on how I wanted to run my life and where I wanted to spend my time. And for all those parents out there that are trying to work in tech sales and figuring out how to balance all of it, I see you, I hear you, I know what it's like. And so, yeah, I think that's just been a big personal shift as well that I've got to work in and weave into my life as a corporate girly too. So yeah, it's been really fun.

16:24 Scott Ingram: And this is the part of your story I'm really the most excited about, right, is the fact that you have found a way to be very successful, be at the top of the leaderboard, and you're not sacrificing your family in any way. In fact, you shared a LinkedIn post kind of recently in terms of just the impact that you're hoping to ultimately have on your daughter. You want to talk about that?

16:45 Kelsie Neibel: Oh my gosh, yeah. It's such a broad topic. Coming through this last year and a half of stepping into motherhood has put a lot of focus on what would it be like to live the life that I really want to live without having to sacrifice? Because in full transparency, I grew up in a family where my dad worked really hard and made really good money, and we didn't see him a ton. He always worked. And I grew up with this paradigm, Scott, to have it all, to have your career and to make really good money, you would have to sacrifice. Like, it would be a big trade-off. Your kids wouldn't see you as much. You might not be able to travel a ton. It's just gonna be a big grind. It's like grind it out. When I became a mom, I hated that. I hated that because my heart grew. You're a parent too. You have 2 girls, right? You know what it's like to want to be with your kids. And I think we're uniquely positioned right now in this era, in this time exactly, where we can blend and change the paradigm of what it looks like to be successful and also be a parent. And I think it's so important that I try to shift that paradigm, not only for myself and To give my daughter a different way of growing up, but also to show her and maybe other working parents out there that there's a different way, that that old way that maybe a lot of us saw is not the way that it has to be going forward.

18:14 Scott Ingram: Love it. Love it. Love it. Love it. Let's talk about kind of your origin story and how you came into sales, because I know that kind of ties in and it's so interesting kind of looking at your profile, right? Here's this management consulting and then sales. Wait, what just happened?

18:27 Kelsie Neibel: I know, right? It's like an identity crisis, but actually it's not. You would think it is, but it was such a great blend because coming outta consulting, honestly, consulting is helping solving problems for customers. That's what it was. And I was in the tech space and someone approached me out of Salesforce and said, hey, are you interested in moving over to a quota-carrying role? Because we love your background in consulting because you're so focused on solving the customer's inherent problem through transformation, technology transformation, you understand inherently how businesses start to buy and how they're thinking of moving their business from current state to future state. The other thing that was incentivizing for me to move over to sales was we were thinking at that time, how are we going to have kids? Because in consulting, you travel 4 to 5 days a week. And there's almost like in the culture of consulting, you can't really get out of it. You have to be on site with your customers. That's part of what they buy is a delivery system and And a lot of times that's like an onsite delivery team and an offshore delivery team. And so, I was traveling 3 to 5 days a week, and I had this flash, like this epiphany that was like, I'm going to become my dad again. If I have a kid, she's not going to see me. So, I'm going to have a kid, I'm going to start my family, and then I'm going to be gone. We didn't want that. We didn't want that. So, when I was exploring my career into sales, that was one of the things that attracted me to it was this flexibility to kind of own your own territory, run your own business and kind of manage your own schedule. And there was a lot of learning and kind of going from like a super structured consulting world where we're like, your calendar was owned by the company and the customer and moving into sales. I think that's where a lot of sellers get caught because you do kind of own your own calendar, but that's a lot of where like the pitfalls can come in, like mismanagement of time and not knowing how to kind of structure your day. But for a working mom and for someone that was considering kids at that time, It is a far better career and I just absolutely love what I do. I will never leave sales now that I know it. It is just such a flexible career and now I get to own my calendar and manage it and I get to spend time with Olive, which for me is like, I can die happy knowing that I've accomplished that because I've actually started to live out this new way of working where I'm top of the leaderboard. I'm having great success in corporate and I get to spend time with my child. It's really like a beautiful blend, and I'm so glad that I made that jump. For anyone out there that's considering another working path for being a mom, sales is a wonderful place to start.

21:05 Scott Ingram: Yeah, absolutely. Absolutely. I'm curious about knowing what you know now, right? Having made this transition, having worked in a couple of different sales roles, both with SnapLogic and Salesforce before that, would you have done anything differently?

21:18 Kelsie Neibel: My gosh, yes. Yeah, hindsight's always 20/20, right, Scott? And I was reflecting on this because Our fiscal year will wrap here in January. And of course, like many of us out there, we're planning for the new year and we were setting new goals. And I was reflecting this year around what felt so different, 'cause this year was tremendously successful for me. And I had a lot of reservations about it because I was first year in motherhood and coming off of maternity leave. And I was like, how am I gonna do this? And I would say the biggest shift that I did this year was I actually started to take investing in myself and in my skills as a seller very seriously. And if I were speaking to myself 4 years, 5 years ago, I would've told her, invest in a coach to help teach you what you want to accomplish faster. Look, I'm gonna say something that might be controversial, but corporate training is dead. Your sales managers don't have time to train you. They've got great experience. They're inundated with internal meetings. They've got 10 to 12 reps. They don't have time to pass off the knowledge that they might have procured over time. You can continue to trial and learn. You can just continue to test the waters and learn from your mistakes if you have good self-awareness, but that's going to be exhausting and it's going to take so much time. I wish I would have known that if I wanted to be super successful in sales, to hire someone to teach me the blueprint upfront. And a coach was a great way to do that because they've got skin in the game too. Like Ian's Untap Your Sales Potential, what a great program. Ian wants all his reps to be the number one in their companies because it's a great testimonial. He invests so much time to make you successful, and then you get the success too because you hit your quota and you know now a trusted and tried playbook. And I just think it's so smart going back to the value of time. You only have so much time to figure stuff out. Why not get it downloaded to you from someone that's like, this works, try it out, and then iterate from there, make it yours from there? But going back, I think I put so much faith in my manager will teach me and I'll just learn by osmosis. And yeah, you could do it that way, but I wanted to supercharge my results fast. And hiring a coach and getting a download from the best of the best, best idea I ever had. And it was like The best ROI paid that back in less than 6 months. So it was so smart and I wish I would have known that. Wish someone would have said that, told me that like, hey, pro tip, you got to outsource your training because I don't think you can get it from a corporation anymore. And unfortunately.

23:55 Scott Ingram: Yeah, absolutely. Would you have started in sales earlier or did the management consulting start give you a leg up or a different way to sort of differentiate?

24:04 Kelsie Neibel: It's funny, in college, I actually was fairly involved in our Sales Leadership Center. My dad's in sales. So, I think for any of you out there that want to show your dad that you're not going to become them, you can see some of my inner child trauma here. I was like, I'm not going to do what my dad did. I'm not going to go into sales. But I always felt like it was something I was going to be very good at. And I went down a finance path, actually started my career at Goldman Sachs, wanted to do the finance thing, thought I would be an investment banker. No, not really my path. Too much being in front of Excel, Excel files all day. So, I think that, um, if I would've been brave enough to understand and let go of my ego to not have to follow in my dad's footsteps, I probably would've gone into sales earlier. But I believe everything happens for a reason. And I do think that the consulting background and working with Fortune 500 companies on delivering technology transformations as an implementer gave me such a unique understanding of how businesses operate and scale that when I went to go into selling, it was almost like learning more of the mechanics and tactics of like, how do you build a pipeline and how do you move a deal through a sales cycle? But understanding customers' problems, understanding what a CEO is thinking about, that was wired in. I understand that so well. And I do think for top performers, that's the unique difference is you're learning how to consult an executive. You're saying, I have a solution that helps solve XYZ problems, and here's how we've helped someone else, and we think we can do a similar transformation for your business. Would you like to do an evaluation? I still even think that evaluation selling using consultative strategies is such a unique way of selling, and it takes you from transactional into value selling, which is ultimately, as an enterprise seller, that's your goal. That's what you want to be striving for. So, I do think it was like a really good way to segue into enterprise sales. Because it is a technical way of selling. It's different. It's not like selling fax machines.

26:08 Scott Ingram: Yeah, absolutely. I remember I talked to an early guest and I can't remember who it was at this point. I mean, this would have been 6, 7 years ago, but I remember them calling out sort of when I asked this career question, they said, because I asked the question, you know, if you were starting over today, what would you do differently kind of a thing? He's like, you know what, I think starting out in that management consulting path because of the depth and the perspective and also work ethic, that is not a 40-hour-a-week gig.

26:33 Kelsie Neibel: I know, I know.

26:35 Scott Ingram: To your point, I am curious. We'll come back to it when we kind of get into the way that you're structuring your day and doing those kinds of things. I'm really curious about the way that you made that transition to somebody else basically controlled how I used my time to now I control how I use my time and all of the threats and opportunities that come with that particular idea. Kelsey, before we do that, let's just kind of put your results in perspective. Talk to us about… I know that year's not quite done for you as we're recording this interview, it probably will be by the time we release it, but how are you sitting right now?

27:07 Kelsie Neibel: I mean, sitting pretty. I'm really blessed to have like a really phenomenal year this year. But like I said, I did put the hard work in. I changed a lot in the way I was operating. But right now I am, can't say exactly where I'm at because our company is private, but I am top 1% on the leaderboard. I'm 120% above my annual quota. I closed that out. I was at 110% actually end of October. So, I was invited to President's Club 3 months before the year even wrapped and have done dozens of transactions this year. So, it was a really high-volume year for me. Got to learn about all sorts of different types of selling, especially since my territory grew to a geography-based territory, which was a little bit of an adjustment coming from like an enterprise role at Salesforce. But it was just such a year of learning and growth, and I am really happy to see the results have sat me right at the top, and I was I was telling my boss the other day that, like, my goal is to continue to sit at number 1 and close out quota now, maybe 6 months into my year. I mean, I think there's all sorts of ways to continue to accelerate. Being on top of the leaderboard is still a big priority, and the results are there for this year. So, now I'm already just looking forward to next year.

28:16 Scott Ingram: Amazing. Amazing. What are you most proud of?

28:18 Kelsie Neibel: Oh, gosh. Honestly, when you say that, Scott, the thing I'm most proud of is becoming a mama. It was a scary decision for me as a woman in corporate. I kind of thought it was almost like a death sentence, like, kiss your career goodbye. You're not going to be able to do all of this. I think my biggest achievement was becoming a mom and taking that role as mother into corporate and really just owning it and blending this out because I love my job. I love selling. I love being in corporate. I'm so proud of owning that and saying, I'm gonna find a way to make this life work for me and changing the way that I have seen it done in my family for years. I mean, generational ways of working. And I'm so proud of saying, this is what I want. I became a mom. I still wanna be a career woman. Now, how can I have the best of both worlds? And just being so tenacious about finding the way to make it work. And investing in myself to say, okay, if someone else knows how to do that, they've got to help me understand how to make it work. And just being all in on my career and being a mom at the same time and watching that come together and blend. I mean, I've got to just be so, so proud of that. It took a lot of courage to go out and really shake that tree and see how to do it.

29:33 Scott Ingram: I would love to hear your tips for other women who are starting families and just sort of navigating that period of time Inside the Sales Success Society, somebody brought up the question. She's like, look, one of my biggest goals this year is to start a family. But the question was, should I share this with my boss? Should I share this with my company? And unfortunately, it was kind of universal feedback like, ugh, the corporate world right now is a dumb place and there is so much risk in doing that and it's almost nothing but downside. And sadly, one should be able to have that type of relationship with their organization that you'd be able to do that, but you kind of can't. So just tips like what worked well, what did you learn through that experience? Because it's a tough thing to navigate.

30:23 Kelsie Neibel: It certainly is. And I can attest to that feeling, Scott, where it's like, and there's a couple of different phases to becoming a mom. There's the whole you're pregnant and how the hell are you going to break that news to your team? Because you want to make sure that you protect your territory and you don't lose any deals or things like that. And I completely understand that. I think in my experience, I'll just speak from what worked well for me at that point. It was unique because we were still in COVID. We were coming out of that. And thankfully, being behind a camera, I could hide it for a long time. And I hate even saying that. I think it's not right that women have to feel like they have to hide that. And I think it's a massive miss on any corporation that penalizes women for wanting to have a family, because I do think women have something that's different in sales. And I think we're uniquely wired for empathy, which makes us incredibly effective in front of customers and understanding the other person's point of view. I do think women make phenomenal sellers, and it hurts my heart to see women feel like they have to be shadowed because I hate that feeling. I don't think women should be shadowed. I think they should be put on a pedestal alongside their other peers, their male peers. Knowing though, where we are in terms of level of consciousness as a culture in sales, I do think it's smart to kind of keep your cards close to the chest until you're ready. But I think here's one thing I'd give other parents or other moms, like, who are maybe pregnant or thinking of starting their family. Once you're pregnant, once you're past a point where like you can't hide anything, you just own it. You own it. And here's what I did. I got super excited about the future. And I started saying like, I can't wait to come back and show you how many amazing things were working. I can't wait to carry that deal forward when I come back. Take the time though, take the time off, but keep the enthusiasm. I think sales leaders get nervous that it just is gonna mean that you're gonna leave or become a stay-at-home mom. And those are other tracks and paths. And I have a side comment on why women need to feel that they have to go that route instead of blending it. I think there's a little bit of some mental ascension that we can learn together, that you don't have to forego those things. You can blend them together if you think of a different way of working. But I do think that you should just own it and be like, I'm so excited to come back and this is not going to slow me down. I'm still the woman that was crushing it before. And just because you have a kid, it actually lights a different fire under your rear, I think, because now you've got a little one that you look at and you're like, how can I make their life 10 times better. I think it's a missed opportunity if anyone chooses to judge it differently, but I would own it. And I just got super excited. Like, I can't wait to come back. And the downtime actually fueled a lot of… downtime meaning maternity leave, which isn't really downtime. It's kind of like a very heads-down time with your child. But in that time, it was almost like an incubation period where I was the horse behind the gates, like chomping at the bit, ready to go back and see how was I going to make a big splash. And I just stepped right back in, but I was on fire when I came back. I was like, I am ready to just go ham and just crush it. So, I think it's about keeping the enthusiasm and don't ever be apologetic about it. I think that you lose power when you become apologetic about being a woman and carrying a child. That's like the most powerful thing that you could probably do. Don't be apologetic and get excited about the future. And I think if you want, Scott, I can talk about how as a mom, how you balance your time and not be apologetic about that either, because I think it should transcend forward. That's where a lot of people can get into this mom guilt and just, oh no, how am I going to do all of this? And I think, again, it's like not being apologetic. You just got to say, that's time with my child. I can no longer take 7 AM calls. I'm so sorry, that's just not going to work for me. So, you just say, this is my boundary. I do think that when you set that tone, And then of course, when your results are coming through as well, you get a little less pushback on it. But I do think when you just claim it and name it and you're like, that's what I'm doing, people kind of just acquiesce. Like, okay, it's almost a fear that you have someone's going to judge you for it. You just got to own it. You got to own being a parent. There's other parents out there that have the same exact fear that, oh no, is this going to work? And when you just own it, I genuinely think people understand.

34:42 Scott Ingram: I do. Yeah, I definitely want to hear your thoughts on that other impact and just kind of getting through the guilt side of things. But I think there's an opportunity. Again, this is another just one of those cultural leadership sorts of things. Like, this is such a positive motivator and it drives me crazy when I say I don't see this as much. I mean, this is so 20 years ago and I hope that it's less of a thing, but I remember sales managers getting excited when people were taking on significant debt. I want you to buy a big house, an expensive car, a boat, something, because the idea idea was like, oh, that's going to motivate you. You're going to need to make more money to pay for this stupid thing that you don't need. Versus how much more motivating is it of now I have a human I need to take care of. That's an asset, not a liability if we're thinking in those terms. So it's a much more positive thing. And again, it's that abundance and sort of positive psychology level of motivation rather than fear of, oh no, I won't be able to pay my debts.

35:48 Kelsie Neibel: Yeah, it's the old carrot versus stick analogy. Yeah. I think I grew up with a lot of stick. I just kind of thought like, if I just push, push, grind, and yeah, like you said, take on a lot of debt, that'll be real motivator. But you know what that does? It just makes you white-knuckle life. Like you're gripping the steering wheel and you get all caught up in the scarcity thing and then you start future tripping. And I don't think it's productive to being a successful seller or a business owner. And here's why. Actually, the psychology of it, Scott, is that When you're in fear, you cut off all the ties to how you create. And honestly, when you're in creator mode, when you're in that flow state and you're solving problems, you can't be anxious. You can't be in fear. You can't be in this depressive state because your brain can't do both. It's either wired for creativity or you're wired for fear. It goes back to that love and fear thing, and the fastest way to shut off love Creating is a derivative of coming from a place of craft and joy and love. And if you cut that off because you're coming from a stick perspective, like, I'll just work my ass off to do it, you might get the result. I'm not saying it's not possible, but you're going to be exhausted. That's where burnout comes from. As a mom, that was another thing that kind of got activated, which is this inherent feminine side of wanting to take care of my baby and also myself, which All ties into how much I can create and keeping the lines open to like, I'm so excited. I had a call the other day and someone was like, I just wish we would've seen more from you. I'm like, what do you mean? I'm just getting started. You should get so excited for the next 6 months because it's going to blow your mind. And I just choose to sit at that vibration versus this lack. It just doesn't help me create. It doesn't help me serve. It's not helpful as a mom. So I completely agree with, I think we should focus on the carrot. The stick is great and the stick is needed sometimes, I will admit, but the carrot is a really fun place to sit with. And it's all back to that whole, like, how can we just keep things in a positive space? Because when you're in a positive way of thinking, you can unlock different levels of creation. And I think that's a beautiful way to sell.

37:58 Scott Ingram: Yeah. Anything else you would add to that? Because I always ask the question about what motivates you, what drives you. So since we're already there, anything else that you would use to kind of round that out?

38:07 Kelsie Neibel: Yeah, I mean, well, family is going to be a big motivator for all of us, but I think also there's a new place in me that wants to shift the way our culture is in corporate. And I think that leading by example, especially for like an IC, any individual contributor that wants to go into management or just wants to have an impact outside of sales or in their corporate life, we can lead by example. And this way of thinking, Scott, since becoming a mom and really shifting into this abundance way of operating my business versus scarcity, has had such a profound impact on not only my business and my results in corporate, but on my life that I'm like, I'm on fire to talk more about it because I think it's something that's so, so needed at different leadership levels outside of sales, even in your sales organization. But it's honestly become a huge motivator for me. Like, it's why I'm so excited to be on this podcast and share my perspective on it, because I think the more we talk about it, it even just brings an awareness. And even if we're bringing an awareness to your CEO, that's like, is that coming from a place of lack? Is that coming from a place of fear? Or is that coming from a place of knowing and excitement and joy and love? That little tweak can switch the way you respond to your environment. In a very powerful way. And I think the more we talk about it and the more we're open about it, it's just a really big motivator to say, how can we start to shift the culture in sales?

39:36 Scott Ingram: Yeah. Yeah. I love the lead by example thing. I mean, the thing I live by, I mean, I've called myself for years, maybe I coined the term intentional individual contributor, but part of that for me, and this all kind of fits under that umbrella, is I think of myself as somebody who leads from the field. I don't need the title. I don't need anybody reporting to me, but it doesn't mean that I can't lead the organization. I don't think I've shared this story yet publicly. I had this opportunity. I sat down with my daughter. We had dinner, just the two of us, several months ago. This is maybe mid-fall, something like that. And she's a junior in high school. So a lot of it was really, we're trying to figure out the college situation and what do you want to do with your life kind of questions and things like that. And I was floored because honestly, I had no idea until this conversation. She's like, I want to do what you do. I want to be in sales, which that was a surprise. But then digging into the why of it all was so fascinating because she's like, well, I want to be able to have control of my schedule and my time, and you're able to be there for us where I have other friends where their parents aren't there for them. And so I see you work from home and you have this control and you do all this, and I know that you help people. I was like, whoa, this Crazy. The coolest thing ever. And she'll be amazing because she's hardcore. But again, it's that validation of when we do these things and we have success and are doing it the right way, it rubs off even if you don't intend it. She needs to find her own path. I wasn't like, oh, you need to do sales. It's the best thing for you. In hindsight, I look at her and go, yeah, you're sort of born for this.

41:16 Kelsie Neibel: Yeah.

41:18 Scott Ingram: Only one of my two daughters is wired this way. The other one is an engineer, and she is also on the correct path. It's so fascinating. But I'm like, you grew up in the same environment, you have the same parents, but wow, you are two very different people.

41:30 Kelsie Neibel: So I love it.

41:32 Scott Ingram: Anyway, I want to get back to because I don't think we got fully resolved on kind of the mom guilt piece. So just talk about that, and then we'll dissect your day, which I can't wait to do.

41:41 Kelsie Neibel: Oh my gosh, so fun! And I love that story about your daughter. What uh mountain-high moment for a parent to hear that they want to be like you. That just gives me chills. And it's honestly an affirmation for me to be like, see, that's… Olive can't really articulate, she's 18 months, but what a beautiful moment to lead by example, even for your family. And I think that I'll wrap this in, actually, I think perfectly to how mom guilt or parent guilt happens. And it comes from this integrity gap. It's like wanting to be a mom or be a present parent, like you said. So your daughter saw you, Scott, be there for her when she had games or important things. You were there with her. And now she's like, I wanna be able to do that. I'm sure she's thinking like, when I get married and when I have my own family, I can then do that for my kids. And that's creating generational shifts. What happens with parent guilt or for mom guilt for me is when I started to feel like I couldn't accomplish that. Why you can't accomplish it though, is what I believe is something of how you're wired in your mind. I think it comes from a place where you think you can't do it because it's somewhere along the way when you were a little person or you watched your parents, you just believed that's what it had to be like. You believed that the career and success had to be at a cost of your family or spending quality time. And I think that that's where the guilt comes from. And then you just get in this this awful loop where you're like, I'm not doing what I want to do, which is spend time with my kids, or I want to show up to this game, but I feel like I don't have control of my time, which I think is a limiting belief. I don't think that's truth. I think that's something that you adopt and you're like, that's just how it has to be. I've been challenging a lot of what has to be or must-haves that I've believed for my life and started to question them if they were really true for me or had to be true for me. I think that's where the guilt comes from. And what I'm so passionate about is I'm a mom, so I can speak really clearly to other moms that are in my shoes. But I'm so passionate about helping other mamas out there break that belief. There is a better way. I actually work with another coach. Her name is Elyse Archer, and she runs a company called She Sells, and now it's going to be called Superhuman Selling. And she was at Ian Koniak's Untap Your Sales Potential Mastermind back back in April this year, and she divulged to me that she runs a multiple 7-figure business and works 20 hours a week. And I was like, you gotta be kidding me. How the heck do you do that? She has 2 kids under the age of 4. She's pregnant with her 3rd one right now. And she's like, yeah, I run a multi-7-figure business and I work 20 hours a week. I was like, okay, how do I subscribe to this? Like, you gotta teach me because I had not until you see someone else do it, Scott. You operate under a belief that you were taught until you start to question it and someone else shows you there's an alternative way. You don't know about it. And that's why I'm here talking to you about how I blend my career and being a mom, because it helps me reduce my mom guilt. Because now I'm like, I'm not going to look back on these beautiful years where Olive's a little one just learning to talk and it's such a small amount of time. You were just saying, I blinked and now I'm taking my girls to college. And you don't want to have that regret. And that's where the guilt comes from is like, you know, you're going to regret it because you're trading your life and you're trading your time to spend time with someone that's not as important to you as your child. So it's blending it. It's closing that integrity gap where you're like, oh no, I don't want to have that regret. And finding a new way to work with it is just how I've been able to calm my mom guilt and actually still feel so much more empowered and excited about my career and excited about being a mom. So yeah, I hope that helps answer that response, but I do think it's such an important topic, so I hope to help.

45:29 Scott Ingram: Absolutely, absolutely. Let's do a quick reality check. What's the hardest part? What's the thing that you still struggle with that you're working on right now?

45:38 Kelsie Neibel: It's still balancing time. I love hearing how other business owners, top sellers are managing their time because at the end of the day, everyone has the finite resource of time. And right now I blend my day where I start work at 8:00 AM. I'm with my little one up until then, and then my husband has her, she goes to her childcare, and then it's heads down work for 6, 7 hours until I have to go pick up Olive from daycare. And I still struggle with like, am I doing enough? But how I get reassurance is I just am so laser-focused on focusing on those revenue-generating activities, those RGAs, cutting out a lot of the social media or just the busywork. And I'm just making sure that I am truly pushing the ball forward every single day. The only thing with that that still comes with like a form of struggle for me, Scott, is that there are some days where I'm still like, I gotta log back on. Like after bath time wraps, I'm gonna have to log back on. And so there is It is still like, am I having enough time for me? As a mom, you end up becoming like corporate person, then you're mama, and then it's like, who are you outside of all of this? Are you doing anything to refill your cup? So, I still struggle to always integrate some personal time. I have had to forego a lot of… I used to do like workouts 5 times a week. Not possible so much with the whole blend I'm doing, but it's worth the trade-off because right now it's more important to me. I just shifted priorities. It's more important for me to spend time with Olive than it is to hit the gym 5 days a week. I find other ways to integrate that, but time management is always and will be a way that I refine my craft. And I use time and I try to bend it as much as I can to achieve my corporate goals, my family goals, and my personal goals. But it's always a work in progress, right? It's always a little adjustment. So, still a human, still a human at the end of the day.

47:30 Scott Ingram: That is the perfect setup. So, I want to dig into all of your time-bending ways. And I know you've listened to the show, like the way I like to do this is walk us through kind of a day in the life. So your alarm goes off, tell us what time that happened and walk us through it until your head hits that pillow again.

47:47 Kelsie Neibel: Oh my gosh, I'm very regimented. I kind of have to be as the nature of a mama. So I start my day at 6:00 AM and this was a shift. Before motherhood, I used to use 6:00 AM to wake up and read a good book and kind of unwind, get ready for the day. Not so much. So I've had to adjust this. But I've used the time and modified to still feel like I'm setting myself up. I think a morning routine is so important, sets the tone for your day. All sorts of top performers still do that. So I start at 6:00 AM, Olive wakes up, we get her, we feed her, and then my husband takes her. And I actually use that time to get ready for work. I get ready. It's so important, I think, for me to just get ready, get camera ready. I'm on camera all day, I'm on meetings all day, and during that time I actually do my meditation. Part of my daily routine is meditating and visualizing. That was something new that I integrated this year to my practice of just what will success look like for me and how will I sustain that? And meditation and calming of the mind, man, I used to think people were crazy for meditating. Like, that is like a low-key secret to success. Do not write that off, especially coming from someone who's very Type A. Super energetic. I always thought like, I don't need that. Yeah, you need it more actually. The Type A, super challenger kind of attitude personality actually does really well with meditation because it calms you. Because once you get in, like after the meditation is done and I've got ready for the day, we have breakfast and I pretty much go up to my desk and I actually, I will do just 10 to 20 minutes of journaling. On visualizing what I want the day to look like. This is so, so important, and do not underestimate the power of visualization. I actually just posted on this on LinkedIn, and meditation in combination with visualization, they're 2 different things actually. Meditation is to calm the mind and just to get into your breath, which helps center your soul and reduce a lot of anxiety. Visualization is the embodiment. It's getting you excited about the vision of what you're gonna accomplish, and that whole ties all back to like, like, I'm a woman that always crushes her quota early, fast. It's easy. I get to work with amazing clients that always respond and work with me. And I just practice that visualization honestly every morning before I open my laptop, before I check email. I visualize what I want to see come through in that day. And that is something I've done. I have filled up like 3 books of just, I handwrite it down. And then I just sit for 10, 15 minutes and meditate on that. And then I open my emails and start going to work. I would just say for anyone out there that's like, what does a morning routine look like even as a parent? Even as a parent, I still listen to my meditation as I get ready. It's worth it. Take the 10 minutes to set your day up for success by doing some visualization on what you want to see come through. It helps just set your mindset in just a really solid place. That's the morning. I'll pause. Is there anything you want to dive deeper on before I kind of go through the rest of the day, Scott?

50:52 Scott Ingram: I wanted just one more layer of detail on the meditation piece. So you said you listen to your meditation. What does your meditation look like exactly?

50:59 Kelsie Neibel: Oh my gosh. Yeah, sorry. YouTube. YouTube is something I just pop on and I just look for different meditations. A few people that I kind of really dive deeper with, like Bob Proctor, Neville Goddard, Louise Hay, like just affirmations. And I pop open my YouTube app on my phone and I just listen to it on audio. Olive's not there. She's with my husband. So, I just try to get into that mindset by just listening to some affirmations. It just gets you in a better vibrational state of I am abundance and I am all that good feeling stuff sets the tone. So, yeah, I just pop open it on my app on my phone. It's that easy.

51:33 Scott Ingram: And what are you doing while that, like, are you breathing while that's happening? Are you sitting? What are you doing?

51:37 Kelsie Neibel: I'm doing my makeup real time. I'm doing my makeup. I'm getting ready for the day. But honestly, for all you women out there, your makeup is autopilot. It's secondary. And you're just kind of listening to it and you just practice your breathwork during that. It's how I can blend it. 'Cause after that we go to breakfast and gotta get Olive ready for daycare. And so again, this is me bending time to make it work 'cause it's such an important piece to it. And I found a small pocket of time where it takes me like 10, 15 minutes to get ready in the morning. And that's where I listen to my meditation.

52:09 Scott Ingram: Brilliant. Brilliant. So now walk us through kind of the workday. How are you structuring that?

52:14 Kelsie Neibel: Yep. The structuring of the workday actually is something that's circular. So the day before, usually the week before, I actually plan out my calendar with revenue-generating blocks. Any active deals that I have going on, I always set time blocks to run them. And then for prospecting as well, any people I'm following up with, I always block those out on my calendar the week in advance. So there's always like a Sunday night planning where I do my calendar blocking. The day before or the night before I wrap up, Sometimes I can do this before I wrap up to get Olive, but a lot of times I come back home after bath time and I plan out my day so it's not feeling like I'm rushed, but I'll plan out any additional follow-ups that came through in the day that I'm working. And the most important thing here, Scott, that I'd give for anyone else listening around how to bend the time is you just have to stay so focused on guarding what you spend your time on. That's why I say specifically, It's what am I doing to move that deal forward? What does that look like? Following up, holding client meetings, doing internal deal reviews, making… not deal reviews, but like, let's make sure we're all aligned on how we're going to read out this proposal. Let's make sure the demo looks good. All of that stuff that moves the needle forward for a deal is priority one. Second is prospecting. Do I have at least an hour where I'm doing LinkedIn outreach? Am I following up on emails that I need to? Am I dropping voice texts? To executives to make sure that they got that order form. Those are the things that I try to exclusively focus on. Then there are a lot of internal meetings that get declined or they're listened to on the background, or I listen to a recording when I have the time to go back through it because you want to focus on what's actually moving the needle forward. Because at the end of the year, they're going to look back and say, did you make your quota or not? And those are the things that make your quota. I really do time block. And then I do make sure that I'm focusing on those things really from 8:30-ish to 2:30, heads down. I'm almost in back-to-back meetings or actually doing heads-down strategic work, point of view development, all that stuff. That's really what I just do. I cut out all of the noise. I really do.

54:20 Scott Ingram: Love that. Again, when we were talking about sort of the work-life integration, balance, whatever we're calling that, I think this is the same reason why they've seen the 4-day workweek works really well. It's like, look, when you only have this finite amount of time and you really just focus on doing that and getting what needs to get done done, and you're not… because again, you can say, oh yeah, I work a 70 or 80-hour workweek. How much are you actually working? There's so much BS in that. The reality is you're probably only really doing 30 to 40 hours of legitimate work anyway. At best.

54:55 Kelsie Neibel: This is exactly why the 4-day workweek is something that I'm all for, because Parkinson's Law is for the amount of time that you give something, you will fill it. If you wanna say, and this is where it comes to like bending time and space, because if you say, I'm gonna have a 40-hour workweek, you will find enough work to fill 40 hours. But if you say, I've got, so for me, I have 8 to 2:30 to get get everything I need to get done, my gosh, I'm getting it done.

55:25 Scott Ingram: I am.

55:26 Kelsie Neibel: I get it done. I'm a human, right? Sometimes things will bleed into the evening after she goes down for her bedtime. But for the most part, you become so laser-focused on getting the amount of work done you have in that amount of time. Parkinson's Law. That's what you will do. That's why it's like when a mom comes to me, she's like, I can't balance my career and be a mom. I'd say, What paradigm are you operating under? Do you believe you need 40 or 50 hours a week to do your job? Because I would question that. I'd question that. My dad works like 70-hour work weeks. I come in, he's streaming YouTube videos.

55:59 Scott Ingram: I'm like, that's not work. How many golf games are in your work week exactly?

56:04 Kelsie Neibel: What are you doing? It's so powerful. Yeah. How you can bend time to work for you. Because if you could focus in on the things that matter, you can actually get it done.

56:12 Scott Ingram: Love that. Love that. Any other kind of habits or routines that are core to that kind of structure and the way that you're operating?

56:20 Kelsie Neibel: You know what I did that's actually so small but a really big impact is I actually stopped watching the news and I cut out a lot of social media platforms. This is like a secret vampire of time. Actually, it's not even that secret. If you start putting time limits on your apps, even 30 minutes, you will blow through that and it'll come up on your phone. Like, I actually have things on my app. You can just set it within your iPhone. Only 15 minutes on YouTube, only 10 minutes on LinkedIn. And I actually have a blocker in my webpage for LinkedIn scrolling. So when I get on LinkedIn, it's a tool all sellers use, we have to use it. But I put a blocker, I'll have to circle back and share what the actual blocker is, but it stops my feed. It doesn't show the feed. So I don't get stuck scrolling. When I go into like research a person, I don't get the clickbait stuff. So it just is gray. It's gray and all I use it for is a research tool and it helps block out so much of the noise because we're all human. We're like little goldfish. We get stuck on the app. So I cut out apps. I cut out news. I don't watch the news anymore. Plus the news is so… talk about fear. Everything on the news is scary. There's nothing good there.

57:24 Scott Ingram: There's nothing for you.

57:26 Kelsie Neibel: Yeah. Cut the noise.

57:27 Scott Ingram: Yeah. We will have a link to that tool. So if you go to top1.fm/this episode number or top1.fm/kelsey-neibel. You'll be able to get that link there because I'm going to get it. That sounds amazing because you're right. It's like, okay, why did I come to LinkedIn in the first place? Because I've been here for 20 minutes and who was I trying to look up? What was going on?

57:50 Kelsie Neibel: Yeah. The shiny object gets you and we're all human, right?

57:54 Scott Ingram: They're building the platform to do that to you. It's like, okay, here, first hit's free.

57:59 Kelsie Neibel: Yeah. Not to mention now they have reels on there. So the videos are like even more addicting. I know. Cut it out.

58:05 Scott Ingram: Unless you're watching this particular reel from Kelsie, then stay here, finish watching this. It'll be great. Yeah.

58:13 Kelsie Neibel: Except for that.

58:14 Scott Ingram: Kelsie, anything else there? Like any other kind of the habits routines piece that we didn't touch on?

58:19 Kelsie Neibel: I do think that one other thing I'd add is the filling your cup personally outside of just being hyper-focused to go through a day where your head's down 8 to 2:30 doing RGA and activating the frontal cortex and actually doing heavy thinking, you need to create balance. So, you need a release after. And for me, that's spending time with my daughter, that's taking her to the park, it's getting outside. I think we get in this grind energy where we're like, we're just gonna keep pushing and that just hurts your productivity the next day. So, what's so beautiful about blending motherhood and the corporate side is that I use the motherhood stuff to kind of refill my cup. 'Cause spending time with my daughter fuels my soul. After the big push, 6 to 7 hours of heads-down work, it's like, I get to go play with my kid, go to the park, we go play chase. It lights me up. I get unplugged. I'm thinking about her. So, don't ever forget about the importance of taking time for you. I also play pickleball. I know it's not my age range, but I love it. So, shout out to any pickleball players out there, but Just getting out and having fun competition is a great way to just be like a human outside of work. So don't forget that piece too, because it is super important. I don't get to do it a lot, but when I do, I'm like, yes, I love my life. This is so much fun.

59:39 Scott Ingram: That is such an important callout is that you need that break. I heard the craziest story and in hindsight it totally makes sense. So shout out to my friend Micah, who works with companies around their AI, and he had a client where They AI'd the heck out of what people were doing. So all of the boring tasks sort of got taken care of. And what was left was all the hard stuff and people started getting fried. Like, oh my gosh, all I do all day is really difficult cognitive things.

1:00:14 Kelsie Neibel: Right.

1:00:15 Scott Ingram: You actually need a little bit of that boredom and just kind of that routine that doesn't require a lot of thinking. To let your brain rest. Like, you can't always be activated. It won't work. So, if you're going down this path of, I'm going to be hyper-focused, I'm going to be really going after it, it's that finite amount of time. I think there's probably something to the idea of what you're doing where it's 6 hours of heads down, but there's a light at the end of that tunnel.

1:00:44 Kelsie Neibel: Yep. Yep. And it's so important to reset. And also, think of the last time you had that big aha moment. Or like that strike of inspiration, it's not often when you're like heads down grinding it out. It's like you're in the shower or you're like on a walk. You're not thinking about it cuz your brain is always working. It's the power of it. And the unfortunate thing that it does is it's always on. So when you get to unplug, you actually can unlock a different level of genius. This was a thing I struggled with though initially was letting my foot off the gas. Will I stop being good at being productive? And in a weird way, it doubled my productivity because I could come back fresh. And I wasn't realizing how much that constant push for 8 hours, 9 hours a day. Oh man, I just don't think it's peak human productivity. I really don't. I think you got only a certain amount of brain juice up there and I think it tops out around 5, 6 hours. And after that, you're just kind of like, I don't know what that law is either. The returns start to diminish. It's like diminishing returns after a certain point. So might as well take a walk.

1:01:46 Scott Ingram: Totally. Absolutely. What about your information diet? So we know about YouTube during makeup. What else are you listening to, reading, and watching over the course of your week?

1:01:55 Kelsie Neibel: Hmm. I listen a lot to my coaches, as I mentioned earlier, getting a digest of what they're thinking about, how they used to run their business. So I actually am on Untap Your Sales Potential, has a really cool Kajabi platform. If I am in a mood, I always give myself permission to do this. Like if I want to just listen to music and zone out on Spotify, I will fricking do it. But if I want to do like kind of a walk and get some information and I'm in a mood to learn, I'll listen to like my coaches. They have online platforms of different modules. How you run a deal, what does a good prospecting cycle look like? Or I'll listen to Elyse Archer's Superhuman Selling where she takes you through like a visualization exercise or just talks about how to unlock your brand as a corporate seller and all that good stuff. So, if I'm not digesting information to run deals, I usually am listening to things like podcasts, like your podcast as well, things that passively picking up information if I want. But let's be really honest, Scott, I'm a human. And after like 7 hours of pushing, a lot of times I'm like, I wanna watch the Australian Open tonight and just watch tennis and just hang out. And it's only for like an hour a day, but a lot of times it's just listening to something passively or I pick up a good book. I like reading fiction as well. It's not always about learning. You're a human. Let yourself be human and enjoy some pleasure in life. That's also important.

1:03:16 Scott Ingram: Yeah. Give us a nugget there. What's the best fiction book you've read in the last 6 months?

1:03:21 Kelsie Neibel: Oh my gosh. I will be judged forever if I actually say what it is.

1:03:26 Scott Ingram: I think, you know what I want to do? Because I don't do this enough. I need to like tease more stuff. Will you tell me and we'll put a link to it in the show notes so people actually have to come and you don't even have to say it right now. How about that?

1:03:37 Kelsie Neibel: Oh my gosh, I think that's even more fun because it could be a surprise. I will say though, I do think it's more of a woman's book than it is for men.

1:03:45 Scott Ingram: That's totally fine. We do have women that listen to this show.

1:03:51 Kelsie Neibel: But it would be fun. I'm curious if any other women go and check this book series out. I want to see if there's any other fans of it. It's pretty popular, but I'm sure I'd be judged.

1:03:59 Scott Ingram: All right. top1.fm/this episode number. Or top1.fm/kelsey-neibel. That hack always works, right? So if you heard somebody else's episode, top1.fm/their first name dash their last name always works. Kelsey, do you subscribe to a particular sales philosophy?

1:04:19 Kelsie Neibel: Hmm. How would you define sales philosophy?

1:04:22 Scott Ingram: I think there's 2 ways. One way is more of a system kind of a thing like Challenger, Sandler, those kinds of things. Or maybe it's more of a psychological, oh, I believe in like a servant leadership type of approach. So I think there's a stylistic sort of answer or there's a systemic type of answer.

1:04:42 Kelsie Neibel: I think initially I was trying to fit into more of like the challenger seller model. That was very much what Salesforce had at the time I was at MuleSoft. That was their philosophy, if you will, that they really liked their reps to use. Now, here's the thing, as a woman, I think a lot of of sales philosophies, like strategies, are written and designed for men. And I think for a long time, I had a hard time adopting that because it wasn't really written for a woman. What I mean by that is that I think sometimes now, 4 and a half years into my career, I can say this. At the beginning, it might've been hard for me to subscribe to this philosophy, but now what I have done is I've kind of adopted my own style that feels good for me as a woman. When I started, I just kind of adopted what I could learn from the challenger sales model, and it's a lot of be a challenger, push back, do this consulting kind of guidance, but it was all from a lens of kind of push, push, push. The new way, a more me philosophy now that feels more like a Kelsie-subscribed model, is just to be myself. And in that, I like detach from the outcome, Because I'm not a woman that likes to feel like I'm being pushy or salesy. That all feels icky to me. So I've kind of, of course, through my experience and my confidence as a seller, I can kind of adopt it into a philosophy or what I'd call it's abundance selling, which is like, I am so good. If we can help you, I'm so excited to take you through our process. If we can't, I can refer you to someone that is in that industry or in that company that I know would be a great seller for you to work with. With. I never would have thought like that day one in my corporate selling because I was so defensive of things. But now I think it's about finding a way that feels authentic to you, especially for any women out there that are getting coached by their male bosses and it's all this push grind. That didn't feel good for me. I think women just, again, the empathy style of selling, it's not really wired for that. So I don't know, I kind of made it into the Kelsie Neibel philosophy, which blending it out for me, but I use the Challenger Sales model and tactics and strategies for how to run mega deals. Like Jamal Reimer has that, Mike Fiasconi, all those guys. Mike Fiasconi is my coach right now too. So, I of course learn their strategies and tactics, but I try to make it feel more me at the end of the day. Yeah.

1:07:03 Scott Ingram: Yeah. I think that's pretty universal, but it's so interesting the way you call it out, right? Is we all have to adapt these things. It also feels like my And gosh, is there a gap and an opportunity in the marketplace for somebody to build like, this is the empathetic selling model that is really female first and really takes advantages of the… and you called it out earlier, and I absolutely believe this. Honestly, maybe this is a controversial take. I think women are better sellers, period.

1:07:30 Kelsie Neibel: Not going to disagree.

1:07:32 Scott Ingram: I think it's because of the empathy and maybe a little bit of this kind of chip on the shoulder. It's not like you're the majority in this space and there's a lot of other dynamics going on there. But I can't think of very many. I've worked with a lot of women over the course of my career in different sales environments, and none of them sucked. None of them were the bottom of the leaderboard. Like, they were all much more consistently strong than a lot of poor-performing dudes that I've worked with.

1:08:00 Kelsie Neibel: Well, I mean, I don't know what it… I could take a guess. Women are wired for empathy. We're mothers. We have a lot of feminine energy in how we sell, and I think just an awareness that I now have is that a lot of the philosophies were created by men and written for men and by men. And that's why I think it always felt like fitting a square in a circle. It's like, why doesn't this quite feel right? Like I could do it, but it just didn't feel human. And I think the more you can get your women sellers feeling in their power, then they become unstoppable.

1:08:30 Scott Ingram: Yep. I can't do it. I'm a dude. Ladies, there is an opportunity here. Figure this out because I think there is some real power there. If there's something that's more aligned, that feels more natural as an overarching kind of sales philosophy and methodology and approach would be. Wow. Absolutely incredible. So you heard it here. Once it's out there, let me know. We'll talk about it.

1:08:52 Kelsie Neibel: I want to jump on board if someone's out there.

1:08:55 Scott Ingram: Absolutely. Kelsie, is there something that the average or typical sales professional believes that you think is just crazy?

1:09:04 Kelsie Neibel: Oh my gosh. This one was like top of mind for me this week, so I'm going to say it. I think that your pipeline and what you have, I've had someone say you have to 5x your pipeline to make your goal. I think that is a lie.

1:09:19 Scott Ingram: Oh, keep going.

1:09:21 Kelsie Neibel: I know. Here we go. Someone's gonna say like, what is this woman talking about? She doesn't know how to sell. The amount of times this year where my pipeline wasn't there at the very beginning of a quarter, to me then far surpassing that just because I'm in an abundant mindset and practicing my visualization and working on just being open to receiving a lot of amazing opportunities just blew my mind. And I now do not subscribe to the whole, like, if I don't have 3x or 4x or 5x my pipeline, there's no way I'm going to make my deals this year or make my quota. I threw that belief in the trash. And I think the average seller thinks like that, like, oh no, they write themselves off. They write themselves off. They're like, there's no way I'm going to win because I don't have this metric in place. Don't write yourself off. Again, it's like you set yourself up to just, you're constantly saying, I'm losing, I'm losing, I'm losing. Start to say, I'm winning, I'm winning, I'm winning. You got to get in that positive flywheel effect. And the pipeline is hard. It's hard to always have that in the perfect space. So instead of focusing on what you don't have, focus on what you have. Now, that multiply. So I no longer subscribe to that. But so many people love saying like, your pipeline's not there. I'm like, just wait. It comes through. Those deals are like lower than you think they are. And we're working on strategic motions and it just comes through. So I know that's a controversial one.

1:10:43 Scott Ingram: So that's interesting. That's one where, yeah, I don't get hung up on it. And when I think about kind of my own flow, like, yeah, sometimes I've got massive coverage. I'm like, oh, this is going to be great. And sometimes I start a quarter and go, Well, I don't know where it's going to come from. And in the end, it almost always works out like, yeah, it's fine because I didn't realize I do this. I don't stress about it. I don't go, oh, I, there's no way I can get there because I don't have the correct pipeline coverage. That's a good one. I've never heard that one before. What about the flip side? What do you believe that you think other sales professionals are going to go, oh my God, that's freaking nuts.

1:11:19 Kelsie Neibel: I believe that everything is always working out for me and that what I see and hold and visualize in my mind will come into my reality by law. So when someone's like, there's no way you're going to make your number this year, or there's no way you're going to achieve that goal, I know my power and I know what my mind is capable of. And I quite frankly just say, okay, if you don't have faith, that's good for you, but I control how I want to think about my vision and what my goals are. And I know the power of positive thinking and visualization and meditation on that. And I just quite frankly say I don't subscribe. I don't listen to it. I think that's a superpower of mine that I've crafted this year, which is like, that's okay if you don't see it, but I see it.

1:11:59 Scott Ingram: Yeah. Talk about the crafting of that superpower. So are you saying you didn't really have this before?

1:12:06 Kelsie Neibel: Yeah. There was a period in the beginning of my sales career that I definitely felt that struggle energy and I didn't make quota. I was far below where I wanted. And that's part of why I was like, I'm going to do something differently. I had a struggle year where I was like, this is going to be really hard. And then I started to get into this power of believing who you are and that 98% of your results come from how you believe and how you think about yourself. And you see this, right? You're like, how is that person so rich? What are they doing that I'm not? And oftentimes it's the way they're thinking. It's a knowing. Before it was self-doubt, questioning, like all this fear. And now it is I was like, of course I'm going, of course it's going to work out for me. And if it doesn't work out in the way that I expect it, I expect it's going to work out in an even better fashion. It changed my way that I view the world. And when you change the way you think, your reality shifts in conjunction with it. That's how powerful it is. So like, I mean, a lot of sellers don't talk about manifestation in sales, but like, that's the power I'm talking about is like using things like universal laws and manifesting. Your own good fortune. I don't choose to say it's luck. I just choose to say that it's like, of course, that's exactly what I was visualizing and manifesting and believing in. And those are the results that I expect to show up in my reality. And they do. So that's very controversial though, but that's part of the way I changed my thinking and it's worked out for me. So, awesome.

1:13:33 Scott Ingram: Was it just a mindset shift or was there more that you did, or does it just tie back to kind of the meditation and the visualization? Like, was there anything else, I guess, is what I'm asking.

1:13:44 Kelsie Neibel: I mean, I eradicated the negative thoughts. Scott, you have to have an awareness of what you're telling yourself. So if you were a seller, if you're in a position where you're like, damn, I just can't catch a break, I'm always getting to like 80% of my quota or 90%, and I just can't do it, I'd reflect. What do you think is causing that? Is it a gap in your strategy? Is it a gap in skill? If so, then invest in learning some of the new skill set. It can also be how you're talking about yourself. I came from really harsh critic. I was not nice to myself. I would beat myself up. I would just say a lot of negative things like, you're right, I'm done. There's no way I'm going to make this year. It's already done. Oh shoot, I lost it. There's never going to be another deal. And all those things, those thoughts, Scarcity, lack, fear, and came from a place where I didn't want Olive to see that. I didn't want my child to just watch me be scared and self-doubt and all this anxiousness. And I actually made a decision during this year. I said, I am no longer going to utter the words, well, maybe I'm not going to make quota this year. No more. I stopped saying that. In fact, I just kept saying like, you know, when I make my quota this year, it's going to be this, or like, I can't wait to see that big paycheck come in, like, I stopped saying and thinking very negative thoughts about myself and started to rewire them to like, what does this look and feel like when I already know I'm at 120% of my number? It's that powerful. And you have to be observant to the things that are crawling around in your head because that shapes your reality. So I started to become hyper-aware of that and started to say, no more. I'm not saying that. I'm not going to I'll choose to even make that an affirmation that crawls through my brain, it's going to happen. I was just that adamant about it. I played with it. I thought, well, what's the worst thing that could happen? Like, what's the worst thing? It doesn't happen and something better comes through? It's better than living in this awful prison of mean, awful things that I'm saying to myself. It's better than that.

1:15:43 Scott Ingram: Yeah. Love it.

1:15:44 Kelsie Neibel: Love it.

1:15:45 Scott Ingram: Love it. Love it. Kelsie, what advice would you give to somebody that's just starting out in their sales career today? And maybe we frame this, I would love to see more folks from a management consulting background sort of make this leap too? Again, we already did one session of talk to yourself 4 years ago. Let's do a little bit more.

1:16:01 Kelsie Neibel: If I'm talking to myself as, would you say even 10 years ago, like way back then, instead of just starting out in my sales career, would…

1:16:09 Scott Ingram: Sure. Again, this is really for folks that are early in their career. Like, what do you tell them?

1:16:14 Kelsie Neibel: I would just say, get really comfortable with the idea that it's not going to be a linear path. Path. And I'm speaking to the Type A personalities out there that like to control things. And I was like that, and I used to have just a lot of judgment when something wasn't feeling right in my career. Like Goldman Sachs started there. My parents were like, that's the best company you'll ever work for. Like, just to stay there as long as you can, you'll be set for life. And I was like, okay, okay, I'll do that. And you're still young, so have some grace for yourself and just understanding that you're a puppy. You're like 19, 20, 21. You don't know what you're doing. But if I were to talk to myself when I graduated college, I would just say, be open to the fact that this path can transform. And when you feel a nudge that there might be something that's better suited to your strengths, just step into it. Don't fight it. I'm better in front of people. I'm better doing this whole conversation stuff. I'm better on this side than I ever was being an Excel jockey. But I just thought that that was what I needed to do because I started my career there and I was just gonna eventually make it to partner, like 30 years down the line. I was thinking like 30 years down the line. It was just very limiting and it created a lot of anxiety when I wanted to pivot to things that felt more natural to me and to my strengths. So lean into your strengths, lean into the idea that life is super fun and not linear and things work out the way they should, but try not to resist it and just kind of have fun along the journey, cuz it is gonna be a journey. I'm sure your path was not linear either.

1:17:50 Scott Ingram: I was gonna say, in sales in particular, there is no freaking linear. I mean, unless you pick like a really great organization to work with right out of the gate and you just end up on a progression. But I mean, that has gotta be low single digits of the people that I know. Actually, I'm not sure that I could even name any of those people. So yeah, it's a tiny, tiny fraction. I love the nonlinear, like expect the unexpected. You're gonna get pulled in wildly different directions. And to your point, I think I think not only be open to it, but I love the idea of leaning into the things that are your strengths that feel natural.

1:18:26 Kelsie Neibel: You have to trust. I didn't have that faith back then that what could be my strength would be my greatest superpower and the best money magnet as well. But when you step into that, the money will follow because you're just so inherently good at it. It's a natural gift. It's like your daughter saying like, oh, I want to follow in your footsteps, Dad. You're like, great, because you're going to be so good at this. You're naturally wired for something. I believe everyone has a purpose here. And when you resist it, you'll get a lot of that tension. When you just follow it and step into it and kind of trust that process, it becomes a lot easier. I've learned that over time, but in the beginning, it wasn't so easy.

1:19:02 Scott Ingram: Well, speaking of over time, what's your advice for folks who are further into their career and either stuck or like, I'm good, but I'm not great. And maybe this is the way that you would've talked to yourself in that year that you weren't hitting quota, that you weren't making it.

1:19:17 Kelsie Neibel: Yeah, I had that conversation with myself. I was like, okay, you get to choose. And it was, you know how I went through that dialogue, Scott, was I mapped in what were my life goals and spending time being a mom were the top. And I knew that sales was the career that was going to help me get there because I could manage my time, I could manage my calendar. So, I had a decision. I said, at that point, if you're wobbling and you're wondering, gosh, is sales what I want to do? You got to ask, you got to make a decision at that point to go either all in or find another career path. That would be my advice. To go all in means hire a coach, invest in yourself, do whatever it takes to just download that mindset from a top seller and be relentless in adopting it. So, like, go all in. I went all in because I said, I love this career path. I wanna have flexibility in my time and I make wonderful money, really great money. I gotta figure out how to be incredibly successful at this. So I went all in on that. But the alternative is find another career path. Maybe it's starting your own business. Maybe it's going back into like a more lightweight corporate role, but you gotta have your vision for your life govern that. And then you gotta make a decision. But I would say either decision, go all in, figure out what it takes to be the best in that space. And if you're struggling or you're feeling like you're not there, get the help. Don't go it alone. Else you'll just stay in that like gray zone, the mediocrity zone forever. And I just think that's not productive for you or your goals.

1:20:46 Scott Ingram: Yeah, that's such a great call out. And selfishly and selflessly, what I will say is you have got to come if you're all in, if you are one of these people. And given that you're still listening to us this far into a conversation, I'm thinking it's probable that you're one of us. You have got to come be with us at the summit. Kelsey's already committed. She will at least be there. I'll leave it at that. And part of it, I think, is also just finding your people, not only the coach piece, but finding other people who are on this path with you. Because this is a unique thing. If you don't know if you are or aspire to be a top-performing salesperson, this is not a normal thing. This is not a normal life experience. It's a little different. It's a little different. And when you find people that are on that same journey, and especially if you can find some people that are a little further ahead of you on that journey that you can learn from, who can kind of call out the potholes and the dead ends and all the other things that can be, that can get sideways, it's so valuable. And again, just the greatest set of humans I get to be with. Sadly, it's only 2 days a year, but learn about that. Come join Kelsie and I. top1summit.com is where you'll find the details on that. Speaking of which, Kelsie, You're going to be with us at the summit. What is the thing that you want to know about top sellers in other organizations? This is a different spot too. Not only all of the things that I just talked about, but it's a whole different thing when you are number one, because who are you supposed to look up to inside your organization?

1:22:21 Kelsie Neibel: Oh, it can be lonely up there. When you hit the goal, you look to a community of what are other people doing in that same space, which is why I'm so excited for the summit this year. I cannot wait. I'm jazzed about it. And I think what's so exciting when you get together with a group of individuals that are at the top of their game or really close to getting at the top of their game, it is like a, man, I feel this need and desire to expand even further. And one thing that I've been really interested in as I've grown my career in corporate is what does the path outside of corporate look like? What are some people like, even yourself, Scott, your story is so fascinating. You're still in corporate and you run a very successful media company on the side. That's really what this is. And it's just so cool. The selling skill set, so universal, and it transfers perfectly into entrepreneurship. I love just seeing, like, hearing what other sellers are inspired by. What are they working on? What are some of these other paths that… this is a passion project for you, right? I think that's how that started out, this desire to help. I have this desire to help other sellers too, specifically mothers break through these limiting beliefs that it has to be hard and you have to sacrifice your corporate life or your family life. That's who I want to help. That's who I want to serve. It's about finding ways to integrate that now into my corporate life and my personal life. Like, how do you start serving at this bigger level? Is it through another company? Is it through launching something on your own? Is it building a brand on a platform? Is it as easy as that? I just love picking other people's brains like yourself. Ian Koniak did the same thing. All these people that have just kind of taken their sales career and started serving at a higher level to help others. It just gets me really excited. So I'm hoping to meet other people that are in that same space this year at the summit.

1:24:06 Scott Ingram: Yeah, absolutely. And gosh, there's a lot of us who have really done that. I mean, it's so fun to think back. I've been doing this way too long. It's fun to think back interviewing Ian Koniak when he was actively selling at Salesforce and interviewing Brandon Fluharty when he was actively selling at LivePerson and interviewing Jamal Reimer when he was actively selling at Oracle, like all of these folks who have now taken on, all of them have gone down kind of a pretty specific entrepreneurial type of path, a coaching consulting type of a path. I need to get him to the summit because it's a fascinating story. So George Penyak, who I had on the podcast years ago, started his own company in the very unique niche space. Like they're selling automated grease trap solutions to quick service restaurants. Like this is not a normal thing that you do. So he was selling it and then built a company to do it with one of my favorite parts of this story with the investment of one of his previous customers, who was one of his best referral partners, introduced him to a ton of deals. There are some amazing stories. I mean, Jacquelyn Nicholson is working on building kind of a wine business, which is certainly her passion project and one of her loves. And it's an exciting topic, obviously one I care about because I kind of live that life. I've always had one foot in both worlds, like I'm half entrepreneur, half sales But at the end of the day, they're all kind of the same thing. It's all human. It's all creative. It's all serving people.

1:25:32 Kelsie Neibel: Yep. That's the heart of it. I cannot wait. I'm so excited. You got to get those people to the summit. I can't wait to pick their brains.

1:25:39 Scott Ingram: We'll have a bunch of them there for sure. So, Kelsie, I mean, we covered a ton of ground. I had so much fun in this conversation. Is there anything that we didn't touch on that you were hoping we would?

1:25:49 Kelsie Neibel: I think we covered so many different things in this conversation. So thank you again for having me on. I just had a great time. And I hope the podcast reaches the right people and just gives them something to lock onto that. I would just say the best thing I could give as advice to anyone out there that is in tech sales right now is start to question some things that you maybe have just inherited as belief systems and really get focused in on like how you're managing your time. Those 2 things alone, like if you do those 2 things alone, Scott, I think can crack open the potential for a really big transformation in this next year. We just started 2025. Those are the 2 big things that I focused in on. I think we dove really deep into a lot of the areas, and I want to let everyone out there know that I'm an open book. If you're a mom out there and you're like, oh, I just got pregnant, I don't know what I'm going to do, like, how am I going to talk about this? I'm on LinkedIn. Reach out to me. I'm always here to spend time serving other people and having conversations because, like you said, Scott, it's a niche group. We're a small subset of sellers and we have a unique way we sell. And in that, it's a beautiful community of people. And I just love that this platform gives us an opportunity to rub shoulders with other folks that are in our position. So I'm always an open book. I'm always here and would love to have conversations with other sellers out there. So no, I think this has been just a beautiful conversation. I'm so grateful.

1:27:10 Scott Ingram: Absolutely. And let's do Kelsie a favor and share this, particularly with the women in sales that, you know, especially those that are starting families. I think this can be so so powerful, or they're early, very young children. And I need to be able to share more stories like this. I find this is one of the differences between men and women. Frequently men will come to me because they are the best and they want to pound their chest and they want to come on the podcast. Women, not as much. So if you are, or if you know, if you have someone on your team or a colleague that you work with that is at the top of the leaderboard and is an amazing woman with a story to tell, please connect us. I want to tell so many more of these stories because they're important and it's a whole thing. So, Kelsie, let's make this really actionable for our listener now. What would you challenge them to do over the course of the next 1 to 2 weeks to improve themselves and improve their results?

1:28:12 Kelsie Neibel: Oh, that's such a good question, man. It's so custom. I try to always think from what has worked for me, but if you want like immediate transformation and you really want to start tapping into, I like what Kelsey just said, like how do I start building that integration and start working on that? I would say first and foremost to start doing some, just set your intention differently. Oftentimes moms, we're going at 1,000 miles a minute and we always forget, we forget to just take a moment to reset intention. So one little thing, one small adjustment that you can make to help start thinking and preparing you for like a bigger transformation in how you work and how you manage your time is do gratitude journaling every morning. If you can practice a meditation, just an affirmation while you get ready, maybe put your AirPods in while you're with your kid, something to make sure you get in the right state of mind before you start. And if you have trouble with that, if you're like, Kelsie, I can't, my kids like pulling on me and everything, before you start your workday, before you open your email, just take out a piece of paper, write down 10 things that you're grateful for, and just do like 10 big deep breaths. Get yourself centered and just be proud of yourself. Start to be like, I am such a badass woman for balancing all this. You gotta start to own it. And that's why I said earlier, Scott, like get excited. What you're doing is amazing. You should be so proud of yourself. And when you start to get that level of energy in, managing your time and saying no to things that are just complete waste of time become really easy. But you gotta learn to get that self-love piece and practice that balance of meditating and gratitude. Try that for just 10 days and reach out to me. Reach out to me if you're like, hey, what's a meditation? I really wanna focus on this. I have so many resources that are just books, YouTube videos that I work with. I'm an open book. So, reach out if you're interested in trying that, but give that a whirl. Try for 10 days and see how you feel. And if you ever have any questions, I'm on LinkedIn all the time. So, reach out to me. I'm happy to provide some guidance, but give it a try.

1:30:18 Scott Ingram: Awesome. And we'll collect a few of those best of. So, I'm going to get Kelsie's top 3 or 5 affirmation YouTube videos. We'll get those all linked up. So, top1.fm/the-episode-number. And then connect with Kelsey. Follow her on LinkedIn. She's doing great stuff. Kelsey, you're amazing. Thank you.

1:30:33 Kelsie Neibel: Oh, thank you. Thank you, Scott. This has been so much fun. I cannot wait for the summit. Hope to see other sellers out there too, and other women. Let's get all the moms there. I can't wait to hear the other stories. It's going to be so much fun.

1:30:47 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 Success Community powered by Influitive, subscribe to our newsletter at top1.fm.