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in this training I'm going to explain to you the three Hunter operating principles so that you can successfully generate Pipeline and Prospect without any resources no worm leads no marketing absolutely no support like a true Hunter would I sold software the first 5 years of my sales career and we had absolutely every sales tool in the book and they said hey we're going to get you 40 to 60% of the pipeline you need to hit quota the rest is on you so I learned some sales skills making 60,000 outbound coold calls I now lead sales for my family business we have absolutely no website no backup no reinforcements I am a oneman sales recking crew imagine me out in the sales wild wilderness what three tools am I taking Gmail LinkedIn sales Navigator and Apollo that's my $250 budget right there and I have to make things happen I generate 100% of my pipeline totally on my own in the three outbound Hunter sales prospecting infinite pipeline operating principles are to be the CEO of your own business no matter what your title is to be as excited on the first call as you are on the 99th call and to be undeniable beginning with to be the CEO of your own business what this means to me is that results and sales are binary and that's the beautiful thing about it either you hit quota or you don't hit quota so either you decide to do enough to hit quota or you decide to do enough to come short you are totally responsible for your results regardless of any other circumstances regardless what territory they give you regardless what your name is regardless what you look like regardless who you know it is totally on you to decide to hit quota or to decide to miss quota and on a side note sales skills to me are the perfect starting point for entrepreneurship because as an entrepreneur what you're doing is you are constantly putting in effort and inputs with no guarantee of success it is high risk High reward constant uncertainty and that is exactly what you are doing in sales and in order to have Success Through the ambiguity You Must Believe In Yourself you must take ownership and you must avoid making any excuses so if there's anything out of your control that you are focused on that is occupying your head space get it out of your mind and recognize hey I'm a Frontline sales rep 2 years out of college but I am the CEO of my business I am totally responsible for my results and I will do whatever it takes to be successful because I believe success is my duty responsibility and obligation to myself Hunter operating principle number two to generate infinite pipelines so that you can make money buy a house go on vacations and do whatever you want and live your dream life is to be as excited on the first call as you are the 99th call and an analogy I like to think about is imagine you're just having a terrible day imagine you haven't watched one of my videos yet you haven't liked the video yet and you just lost the biggest deal in your pipeline um the top of your shoe ripped you're walking down the street your hands are in your pockets it's raining it's cold but you see in the shopping window you can see a reflection of yourself and all of a sudden you stop what you're doing and and you look at yourself in the mirror and you say okay I like looking at myself I look kind of good today this is the similar mentality when you're when you're in sales when you're making calls when you're knocking on doors it is no matter what is going on outside of your environment inside your world drama at the home life whatever it is you just lost a big Sports gambling on Monday Night Football I got to put it all aside and I got to focus on myself I got to obsess over the process and emotionally detached from the results so I need to show up I need to be neutral I need to be pleasant and I need to recognize that I am One Call Away away one email away one new relationship away from totally changing the the trajectory of my entire career so it's not waiting for something to happen it is making things happen and if you've ever seen that Meme where you have two miners digging for diamonds minor one has dug has dug has dug and is and is this far away from the diamonds minor 2 just keeps going keeps going keeps going a little bit longer and finds the diamonds and it's the same thing with calling I so I have so much success in the final 10 calls of every day because I recognize now is my time to really turn it up because I just know I can change things instantly so many days nothing good has happened and then all of a sudden on that last call in the day a prospect answered we set a meeting for 2 days in advance and now I have hope renewed optimism that the future of my sales career and my pipeline is going to be great so no matter if you're making the first call or the 99th call call you're knocking on the first door in the neighborhood the last door in the neighborhood carry an equal level of excitement and belief that there is opportunity and things can change with the snap of your fingers so never lose hope the third operating principle to be a true Hunter and generate gigawatts of pipeline which means a lot of pipeline is to be undeniable it is to be so good they cannot ignore you think about Michael Jordan in the Last Dance he said I will never ask a teammate to do something that I am willing to do I will lead from the front I will lead by example I will be so good that they cannot ignore me they pass me on their promotion good that's fine more time to prepare hey the prospect rejects me body bags me puts me in a casket 10 ft below the ground good I am undeniable Fortune is in the followups better believe I will be calling them back a month later oh we have a team meeting good I'm I'm going to be the first one on the zoom call we have an executive team meeting in the office good I'm going to be the first one in the row they expect me to make 80 calls in a day good I'm going to make 100 calls in a day they tell me to set five meetings a week I'm going to Aspire to set 10 meetings a week so ask yourself what what being undeniable means like for you and it it really just looks like continuing to show up continuing to put in the Reps and just being someone that simply will not quit because when you get to a place where you will not quit that means it's impossible to lose because all you do is learn and you continue to reinforce action and move in a positive direction that will inevitably get you closer to your goals and objectives in conclusion in today's training we talked about the three Hunter operating principes so that you can blow up your pipeline despite not having any support no warm leads no marketing you are the CEO of your own business you are as excited on that first call as you are on the 99th call and you are simply undeniable so good they cannot ignore you what I want to end this video on is a note of optimism and positivity and just reminding you to be grateful for the opportunity so many of you are in high-paying jobs or you're aspiring to get in high-paying sales jobs and just think about the ability to work with your head and be in a knowledge-based profession I've worked many OB jobs in my life I've been a lawn mower I've been a dishwasher I've made pizza say I've been a babysitter I've been a dog sitter I'm sitting here on the 44th floor downtown Austin Texas wearing my nicest turtleneck looking great in this video and I'm watching these guys construct a building across from me they work 24/7 on that building they're working with their body they're doing physical manual labor it is very hard to get ahead in life trading your time for money not that it's not a respectable and honorable profession but consider the opportunity you have in a performance-based career doing sales getting work with your head getting to be creative and talk with people meet a lot of exciting new people and make a ton of money along the way so no matter what's going on in your world remember to be grateful don't lose sight of the opportunity you have in front of you and I'm more excited than ever as to what's in front of me if you got value in today's video hit the Thumbs Up Button now subscribe to the channel now for more sales videos just like this one and I will talk to you in the next video