Misconceptions of Sales and Salespeople

Welcome to the first episode of Love Your Sales, join me and Sarah Bauer as we dive in to the misconceptions of sales, salespeople, the skills required to succeed in sales such as active listening and negotiation, and the selling aspect in different roles, not just sales-centric ones. Additionally, we are exploring the concept that everyone, in one way or another, participates in selling or negotiation, whether your aware of it or not.

Contact Sarah Bauer –

LinkedIN - https://www.linkedin.com/in/sarahheggernesbauer/

 

Leighann Lovely: I am super excited today. This is the first ever episode of love your sales. I am joined by Sarah Bauer. She has nearly two decades in sales. She runs her own team at Heartland, payment systems, which is a part of global payments incorporated. One of the largest. Payment processors in the U S Sarah, welcome.

I'm so excited for you to join me on the first ever episode.

Sarah Bauer: Thank you for having me. I'm excited.

Leighann Lovely: Yes. So, um, I think to dive in today, what we are going to [00:02:00] do is I guess, talk about some of the things that a lot of salespeople, a lot of people on the outside of sales, you know, talk about, which is somehow, I guess the, the misconceptions of sales, salespeople, what we do, right?

Absolutely. Yeah. I mean, and I've experienced this in my career. Um, I think one of the hottest topics is salespeople go out and have all the fun. Have you ever heard that in your career?

Sarah Bauer: Oh, yeah, it's, it's, it's a, it's a very glamorous job, let me tell you, but yes, you're right. And I think one of the biggest challenges is, is someone who's not in a sales position.

So you're an engineering, you're an ops, you're an admin, whatever that position is. Um, every business has a sales team. It might be very large. It might be a person of one. It might be, it might look differently in every organization, but you see them going to [00:03:00] dinners, grabbing a golf, voting, you know, kind of working early, working late.

And it's kind of like. Well, wait a second. Are you, are you working? Are you just having fun? Are you going out for drinks? Like, wait, wait a second. I'm here doing my job. Why are you going out and having a blast? And there is this truth to it, right? Like networking and building relationships is a huge, huge component of sales.

And it might be even more so in some industries over the other. But I can see how that can be a little challenging, especially if you are sitting in a leadership position where you maybe have Teamwork You know, your sales team going out and doing all the air quote fun things. And then the team that has to stay behind to do all the busy work or the face to face in office work, how that can kind of be perceived as like, wait a second, they're going out and having all the fun.

And I will say this. Sales is fun, but it's fun for different reasons. That's not necessarily like, Ooh, I get to go golfing or I get to go, you know, do trap shooting or whatever [00:04:00] it might be, yes, or some fun components of it, but I'll, I'll let you in on a secret sometimes I would really just rather stay in the office and do the thing too, so.

It is, there's, there's more to it than that. And, um, you know, the grass is always greener, but yes, there's definitely that preconceived notion that that's what we're doing. Um, and there is truth to it. We actually are doing these activities. Um, they are a part of the sales process, but it can be. It can be kind of exhausting too, to be honest.

It's that always on kind of mentality. There's not that break like you might have working in an office. You can go grab your lunch and go on a lunch break here. Oh, actually I need to go see a client. I need to go. You're, you're always on. And that's the exhausting component of it.

Leighann Lovely: Yeah. And now what you've been at with your organization for what, six plus years, you run a team.

You're, I mean, you have a team that you're, that you, um, manage. Is that the proper [00:05:00] word? Yeah.

Sarah Bauer: Yeah. I both manage a team, um, as well as sell myself. So it's a, it's a managerial role, but it's, um, my primary function is to bring on net new clients. So it's, it's more of a support system. Um, so it's, it's the best of both worlds.

Right.

Leighann Lovely: So not only are you out there constantly selling yourself and, you know, but you're also supporting other people. So you've got, you've got the best of both worlds. And it's funny, funny because prior to us, you know, recording you and I were talking about you just coming off of a business trip, getting home, you know, you have a family and People are like, Oh, it would be so great to, you know, be in sales and you're, you're constantly out having drinks with people.

Well, sometimes I want to hide in a closet, eat my lunch and just decompress. But that's, that's typically not an option for a day in the life of a salesperson. It's just, it's not usually, you know, not usually, but quite [00:06:00] often we're like, Oh, great. I can have lunch and also meet with a client. At the same time, because now I'm, now I'm getting actually more work done while I'm eating.

Right. So sure. Glamorous. I get to go, you know, have lunch on the company dime. If your company is one that pays or reimburses for that. But the reality is that you're still out there. You're still working when, you know, a lot of these other individuals are actually walking into a lunchroom or going up into their kitchen, depending on your work situation and being able to decompress, being able to play a game on their phone, watch a show, get some laundry done, whatever your routine is.

On that lunch break,

Sarah Bauer: there's something to think about, too, you know, uh, really, I've met some really incredible sales professionals in my career, and it doesn't matter what you're selling and what your audience is a good and successful sales professional is always on. So [00:07:00] take it even a step further. Um, Uh, you know, you go to Thanksgiving dinner, right?

And, and maybe, or a friend's giving, or you go out for a social event, like a truly social event. And inevitably someone comes up to you and says, Hey, what do you do for a living? Right. And there's your pitch, right? There's where you have that opportunity. Well, I got to tell you, it's real easy to be like, Oh, I work in sales.

And then typically if you just say that people go and they walk away. Cause they like this salespeople, but here's an opportunity where, especially if you have a pretty wide range of market, if you take that a step further and explain in a short amount of time, what you do, you might, and many times this has happened to me kind of go, Oh.

My brother in law is looking for something like that. And so to go back to the always on part, truly a successful sales professional is going to weave their life and their work together. So it is exhausting in that sense. Um, but let's just say, and I'm just going to say you're, you're an admin, um, for a company.

Well, you're not. Actively seeking new business [00:08:00] necessarily. You could explain like what the company does, but that's not your primary function. So being on in sales does even extend into family and personal life as well. And, you know, truly successful salespeople will, will totally embrace that too. , it's, it's just kind of a part of your nature and, and, yeah, it doesn't bother me anymore, but I remember a time when I really wanted to separate church and state and As soon as you embrace it, it's kind of like the concept of like people who have.

A work phone and a personal phone, honestly, it's just like, it's all one phone. If you want to talk, if someone wants to buy from me, I am happy to take that phone call. Right.

Leighann Lovely: And here's the funny, here's the absolute funny thing. As you're saying that I'm going, Oh yeah. You know how many times my husband's had to pull me to the side and go, no, honey, this is date night.

You're not allowed to talk about work. And I'm like, yeah, but that could be the next client. That could be the client who's paying for this dinner or paying for the next [00:09:00] mortgage, you know, mortgage payment. And he's like, you need to shut it off. And I'm like, I don't know how to shut it off, but I will make every effort in the world because I love you.

And then the next person walks up and they're like, Oh, hi. And they're talking to us. And then the inevitable conversation starts. What do you do for a living? And I look at my husband and I go, I'm in sales and sales

Sarah Bauer: and sales and say it proudly. You know, one of the things that I struggle with, if I could really ever make an impact on this.

World is that the whole, like, you work in sales, but that feeling that maybe someone outside of sales kind of gets when you hear that, that we can make it, we can just make it normal. So I think back to my high school, when you go, you do those career tests, right. And you fill it out, like what you're going to be good at.

Um, and then you get into college and you might have a path, right. I like where you want to go, what you want to do when you grow [00:10:00] up. Do you remember being offered. The opportunity to learn about sales. I mean, I think back to that. I remember going, I'm going to be a manager and I'm going to be an executive and I'm going to move up the chain.

And this is what I'm going to do. And granted, you know, live and learn a little bit, but I get into sales soon after college and like, I don't want to do that, but like all we had was a sales position open, I'm like fine. And I did it. And I was like, well, but I want to be a manager. Well, I got to tell you what.

My first job out of college, I worked in sales and then eventually they added managerial responsibilities onto me. And at the time, I mean, 22, 23, 24 years old. I'm like, what did I get into? I don't want to manage people. This is awful. This is awful. I'll go back to sales. And so my next career, I strictly worked in the sales environment, really had a blast with it.

Obviously, as you grow and you mature, there's managing a sales team is a lot different than just general managing, but go back to that high school and go back to that college. Like what could we do to impact our, our either young and even people mid career that are kind of hitting [00:11:00] a wall. I mean, here's a great line that I'm going to get, I'm going to credit my dad for this line.

Sales people are the only people that are paid exactly what they're worth. Think about that for a minute. It's not to ding any other career, any profession that it's not important, but in a sales environment, you make your own income, right? You are paid exactly what you're worth. And if you think about the trajectory in your career and it's okay, we don't need to follow a straight path.

You might be brand new in sales, listening to this. You might be like, yep, been in it longer than you, or gosh, you're right. I do have those preconceived notions about sales. If you really think about it and you think about the economy and you think about all the crazy things that happen in. Salespeople are paid exactly what they're worth.

You make your own path, right? You alluded to, I have little ones. I have little ones. They're not little, little anymore, but they were a little, little, you want to talk about weaving your life and your work together so that you can serve both your family. As well as your career, it's [00:12:00] possible in this particular path.

So I did have those preconceived notions about sales. I wish I would have been exposed to it earlier as a younger age. I couldn't imagine being truly out of a sales environment at this point in my career, but I, I, I wish we exposed our younger generation. To the possibility of sales and what that could mean from them, not just from an income perspective, but also from a work life balance, which in the last few years, we've all kind of had a taste of that work from home.

I got to tell you why you like working from home. This is the career to do it. Yes. Yes. You got to do those late nights. Yes. You got to go to the. Yes, you have to learn to golf. Let me, I got invited to pickleball the other day. I don't know how to play pickleball, but I guess I'm going to learn how to play pickleball.

So yes, there, yes, there are those things, but it is, it is one of those things where if you're in sales. You can really make it what you want it to be at the end of the

Leighann Lovely: day. Absolutely. And I grew up in a sales family and I [00:13:00] remember asking, you know, my dad at an early, like young age, like, Oh, I want to do this.

And I remember him saying to me, you're not ready. And here's why. And it was very apparent when I was younger that I was not ready. I couldn't listen. I couldn't, I would sit down and I would just word bomb it. Everything about me. And I still sometimes get off on tan. You know, I get up on my soap box and I'm blah, blah, blah, blah, blah.

And I have a podcast for God's sakes. I like to talk. However, after really, really leaning in and learning about myself, I realized the world doesn't revolve around me. This is also a rite of passage for a lot of young kids. The world revolves around me. My parents showered me with all this stuff. I, you know, I was.

For all intents and purposes, lived quite a privileged life, had, you know, never wanted for anything. So yes, I grew up thinking that the world revolved around me. It took life experience for me to realize that there was a hell of a lot more to the world than just [00:14:00] me. And when I learned that, I learned to listen.

One of the most important skills to any salesperson out there. Being able to set your own needs aside and listen and hear and understand other human beings. And I think that that is one of the things that people mistake in salespeople. That we are empathetic human beings. That we truly want to understand, help, and ultimately solve problems for our clients.

Yes, can we be Boasty, can we be, but that's also because, wow, I just did that. I, especially early in my career, I'd be like, oh my gosh, I just had a sale. Oh my God, somebody bought from me. And we were, we were then taught that people don't buy from people they don't like. So somebody bought from me [00:15:00] equals somebody likes me.

Which was a strange concept early on in my career. So, if you

Sarah Bauer: think about it, if you think about that right there, you know, two, a couple things come to mind. Um, what, two, two ears and one mouth. Right. Active, active listening is tough. I still struggle with it. You probably still struggle with it too. You're an extrovert.

I'm an extrovert. Um, active listening is a skill that we are working on every day, whether it be with your children, with family member, with someone in the office. And why is active listening important? So there's listening, right? Like there's being able to reiterate exactly what you just said, but there's active listening.

And this is like, you know, bringing sales to a whole nother level. First, you get the win. That's kind of cool. Someone bought from me, right? Got another win. You're gonna have a couple, you're going to have a couple of losses in there too. Like I'm going to, I'm going to be, that's a topic for another [00:16:00] day, but that active listening is really important.

And why is that important? What am I doing? I'm watching your body language. Are you sitting there like, like this when I walk in the door? Are you open? How are, what language are you using? Are you using strong words? Is it, is a potential client? Um, am I listening to the words that you're, you're saying, like hate or don't like, or working or not working?

Am I reiterating those words back to you? It's actually like, you can gamify this job. We talk about that all the time. You can gamify it. You're not gonna, you're not gonna win every sales.

I'm just going to say that right now. You're not going to win them all. The best thing in the world is a yes. The second best thing is a no.

And the worst. Is it maybe, or I'll never getting back to you, right? That active listening skill is how you drive from that initial conversation to close. How you really truly can walk out of there and go, I gave it the best I could. And I will tell you, I, I'm a humble person too. I have bombed [00:17:00] on this. I still do.

I still have days where even now, almost two decades into this job, where I, it's just sales in general, where I'll walk in. I'm not really listening. I'm really just like, Oh, I got to do this thing. And I do whatever. And I walk out of there and I kind of go, well, what, what did I do wrong? Nine times out of 10, I wasn't listening.

I wasn't prepared and I wasn't listening. Right. I was rushing through it. I was word vomiting all over the person. Right. And it's, it's okay to fall flat on your face, man. That's it's, it happens even to the best of us.

Leighann Lovely: And I was taught. Early on in my career, the faster you get through the no's, the quicker you get to the yes.

And I was never taught that a no was a bad thing. I was always taught that a no at least releases you to move on. I love no's. No's are great. Oh yeah. The maybe is the thing that you go, okay, what am I missing? Because they're not saying no. [00:18:00] Either they're, either they're one of those people who just can't say no or I'm just missing the thing.

And that is the thing that'll drive any salesperson crazy. Then you're like, okay, what, what do they need? What, what am I missing? What, what thing will push them over the edge? And then you get stuck in this, like, but something that you said, you and I both know somebody That says this all the time. I show up and I can't remember when I arrive or when I get there.

And that's wildly important because if you're not showing up, then you're, then you're going to fail. And, and I've done it too. I still do it. I, I'm sitting in a meeting and I'm just like, uh huh, uh huh. Okay. Let me tell you about my product. And at the end of it, I go, what was I doing? They're not going to buy from me.

I was, I wasn't engaged. I didn't make a connection. That's on me. [00:19:00] I wouldn't have bought from me.

Sarah Bauer: We are always asking ourselves, what is in it? What's in it for me? You might be listening to this podcast right now. I guarantee you're listening to this podcast right now. And you're like, what's in it for me?

What's the purpose of me investing time and listening to this podcast? And that's okay. What's in it for me. So active listening allows that sales professional, even if you're not a sales professional, like try this in your own personal life. When you have the five year old that wants to tell you a story that's 20 minutes long.

Okay. Like you really want to talk about patience and active listening, talk to a toddler or a young child. I'm not going to lie. Yeah. But think about this too. You're active listening. What's in it for me. What's in it for me. So if you can listen and speak to what's in it for them. They, you don't have to go through your spiel.

Let me tell you a secret about sales. They don't care when your company was started. They don't care where your headquarters are. They [00:20:00] don't even really care about you and your family and where you come from and all that. Like, I'm going to be really honest with you. I still remember when I first started in the career I'm at, I can tell you a story.

This is great. Cause you're gonna, you're gonna probably. Like be like, Oh yeah, I've been there done that I walk in and it's like one of my first meetings and I'm, I'm drinking from a fire hose. Like I'm learning this industry. I'm learning this company. I'm just like, I don't know what the hell I'm doing, but I've got to get this done.

Right. And I have a binder with me and it's got like pictures of our corporate office and it's got like statistics about how many employees we have. And it's, and I'm just like, okay, this is going to be great. And I remember I was sitting across the table from someone and he was the kindest human, the kindest person.

And you could tell how incredibly uninterested he was, but I didn't know what the heck I was doing. I was in, and again, this does happen when you're new in a role and I'm flipping through this book like, Oh, aren't we wonderful. Look at us. And we do all the things. And I still think back to that meeting. I did not close the deal.

[00:21:00] Um, he was very kind, uh, and, and was just let me do my thing. And, and, and I walked out of there and look, that was so great. That was so wonderful. Like actually like reflecting back at it, like, About him, his business, what he wanted, what was important to him and, and that's okay. So there's, there's my, there's my tip.

If I can leave a tip, no one cares about you and your family and your life and your company and where they started and how long it, no, if they ask you, or if it's relevant to the conversation based off of active listening, like, well, how long have you guys been around? Well, let me tell you about that.

Then, then you answer it, right? But if it's not relevant to the conversation. They don't care. And pro tip, you don't have to tell them it's not even, if it's not important to them, don't bring it up. It doesn't matter. They are, they are asking the question. What's in it for me? Always.

Leighann Lovely: So here's something I, and something that you brought up by, uh, first of all, my, my first sales presentation, I still think back and I, [00:22:00] I had a mentor with me, which was great because had I not, it would have, I would have walked out crying.

Sarah Bauer: To be a fly on the wall, right?

Leighann Lovely: When I started speaking, I started speaking so fast that, that my mentor looked at me and the person that I was pitching to looked at me like, like, Oh my God. And I went, Oh, Oh. And so I managed to slow down and like get through it. But I remember when we walked out, my mentor, his name was Colin.

He went, Whoa, that was rough. But you did better. It was, I was like, I know I could feel it. I'm like, I could even feel you guys both snap your head and look at me like, what just happened to her?

Sarah Bauer: But you have to go through that. You have to go through it and it's okay. It's okay to fall flat on your face.

Oh my God, it's totally okay. And what are you really doing? It's not, it's not that, yes, you don't know the product yet. And [00:23:00] yes, you're new to the thing. It's confidence. Oh yeah. It was, it was, and that only comes with practice and time and good mentorship and leadership. So if you're new in a role, like if you all of a sudden said, I need you to sell me, I need it.

We're going to go out into the field. We're going to sell cell phones. That's what we're going to do. Okay. I mean, I can fake it till I make it, but I couldn't tell you much about selling cell phones. I don't know how to sell cell phones, right? So, so I'm probably going to speak fast. I'm probably going to be all over the place.

I'm probably not going to be active listening. And this is just assuming like you just took me and dropped me into a meeting and I had no time to prepare and that's okay. But I think recognizing that and you think back to that conversation and how you felt like that's going to stick with you forever.

And that's okay. That is absolutely okay. Because what are you doing? You're comparing. Every other sales presentation to when you were in that moment and talking fast. And have you ever caught yourself talking fast again? Cause you were nervous or you realized you were unprepared. I mean, [00:24:00] it's, it's going to happen again.

Leighann Lovely: Right. And that's, and that's my, that's my default setting. When I get nervous, I talk fast. But now I've learned to, you know, a lot, I've started to learn to, before I do anything, breathe, because I know that's my, like, I stop breathing and I get, and again, you know, I've talked to people, speakers who get on stage, what do you do before you go out there?

Every single one of them will say, you don't forget to breathe. And I'm like, Oh, that's, that's probably important. But so nice. There's something else you, you mentioned. There's this whole myth that only sales people sell and you were talking about your child, you know, what's in it for them on a daily basis.

And I preach this. Constantly to companies I work with, to, you know, my clients, um, and even in the HR world, that not [00:25:00] only sales people are selling, when we're talking about culture, when we're talking about, you know, a whole ton of people in your network. So when they say only sales people sell, what would be your response

Sarah Bauer: to that?

You think about it? Maybe you can argue with me on this. Sales is the oldest profession there is. Right. We are selling every day, all day long, every single one of us. So back that up just a little bit. Don't think about it in terms of like, I work for a company and my title says sales. Um, you are, I'm going to go back to the kid component because I think this, this is relevant.

Um, there's a really great book and I'll touch on two things. It's called Go for the Know. Um, I don't know the author off the top of my head, but we talked about knows and how know is great. Um, so let's just say sitting across the table from a three year old and, um, the three year old goes, can I have some [00:26:00] candy?

Many months. It's not time to have candy or dessert. No, sorry. And, you know, some candy. No, some candy. No. Okay. So what's going on there? What's that conversation? Well, he's trying to sell, sell it to you right now. Maybe they're giving you a reason. Maybe not that sales, right? You're selling to you in reverse.

I'm trying to sell on the three year old to eat his peas. Tell you what, if you three bites of these peas, I mean, this is a very rudimentary example, but think about it. I'm going to give you this. What am I doing? I'm negotiating. I'm selling. I'm like, you know, if you eat those peas, you're going to grow big and strong, right?

So I'm selling to him. He's, he's can be, um, coming back at me and try to sell to me to have some candy. Right. But this is a sales conversation. This is sales, right? So take that a little bit further. Okay, so I'm talking about in a personal life setting. Um, you are talking to your husband and you want to, or your wife or your significant other, and you're talking about, we're going to go on vacation next year.

It's a negotiation, right? Well, I really want to go somewhere warm. Well, I want to go [00:27:00] on a cruise. Well, I want to go on an adventure trip. So, so these are really simple things. Now take that into the business environment. You are not in sales. You are in HR. I'm in HR. I'm in hiring. I'm in retain, retention and compliance.

This is what I do. I don't sell. Yes, you do. Yes, you absolutely do because you are recruiting. You are selling the package. You are selling the whole picture, right? You're vetting. You're 100 percent doing that. You're selling the idea of working here to that person. Yes, it doesn't look like a sales conversation.

You're getting a yes or no. You're giving you are choosing to do business with someone or not, right? You're interviewing those people and going yes or no, vice versa. It's a it's a two way sales conversation. And then to take it a step further, if you think about it, like you own a company, and you've got a sales team, and you've got an operations team, and you've got You know, all the other people that work for you, everyone is in sales because what happens when that operation guy goes and he's going to the bar later on and you're, you know, what do you do for a living?

I [00:28:00] worked on the street at ABC company and what is it? Ah, it's, you know, it's kind of crap, you know? Okay. What are you doing? You are selling. You're not doing a very good job of selling. You're not talking very positively about, but what if he says, actually, I really like working there. I've been there 20 years.

It's great. We're hiring. Oh my gosh. Oh my gosh. We're not only selling the idea of working there, but we're also selling the idea of maybe doing business with them at the bar. So sales is truly in every part of our life and I'm okay. You've got to own it, right? Right. We are not used car salespeople. And honestly, used car salespeople are awesome.

They have some of the best techniques in the world. We could probably do a whole episode on selling cars and selling goods, but we are all in sales. And if you think about it, Just think about your, your day up until this point, I bet you you've sold something, right? I bet you've negotiated something already.

You wouldn't have even negotiated with yourself. I'm going to go work out today or not, you know, like you really think through it, we're all in sales. So it's okay. It's not sales is not a swear word. It's not, it's a good [00:29:00] thing. Um, but some of us choose to take it to that next level and make it our career.

And that's okay too. And that's where. That's where it really is. Have some

Leighann Lovely: fun. And I love that concept, especially when we're breaking it down to, you know, even down to the, the, the kid level. It is, it is something that children start from the time they can talk. They start trying to negotiate and sell their parents on ideas or on things they want.

It is something that is literally comes. Naturally, just along with talking. So the idea that, you know, I've heard this so many times throughout my career, um, you know, I've, I've been around longer than you, um, or maybe, I don't know, God, I hate sales people. I've heard that line. And I'm like, why, [00:30:00] why do you hate salespeople when you yourself?

Are at your core, somehow a salesperson you have negotiated, you have sold at some point in your life, maybe not as a career choice, but on a daily basis, you are negotiating with somebody or yourself in some way. And you have from the time that you could speak now, whether or not you choose to be a sleazy salesperson out there who is, you know, using techniques that are.

You know, deemed inappropriate or, and again, that would be a whole nother conversation, but there are genuine people out there that, and the genuine salespeople are the ones that will exist long into the future. The ones that are not, they're a flash in the pan. [00:31:00] They will not, like you said, salespeople are the only ones who can write their own worth.

The ones who are. You know, not above board who are doing it the wrong way. They are truly a flash in the pan and they will not make it because they are found out quickly, surely, and quite immediate.

Sarah Bauer: You're selling yourself. Like you said earlier, that's the end of the day you're selling yourself and it's a branding thing.

And yeah, it is, it is interesting that you say that. And yeah, you're right. We could definitely go through a whole entire conversation just about, you know, the techniques used behind it. But I guess my, my, my big takeaway and the big comment I'll make here is like, don't be afraid. To one, proudly say that you're in sales and a conversation, um, and, and two, don't be afraid to try it.

I mean, you gotta start somewhere and you will fall flat on your face and that's okay. Um, your ego is the only thing that is perused at the end of the day. So. Sorry, but it's [00:32:00]

Leighann Lovely: true. I've had plenty of ego bruising and any salesperson, even the greatest salespeople in the world have had, have fallen on their face.

And that's okay. It's the people who are willing to admit it, get up and do it again. Who are the ones who are going to, to go from being good? Oh, now I'm naming a book, but being, you know, being good and becoming the greats of the world. So Sarah, we are coming to time. I want to give you a moment to, you know, give a little bit more background about you.

You know, if somebody wants to reach out to you, give us your 30 second pitch. Yeah, there

Sarah Bauer: you go. So, um, again, I, I do work for in the financial technology space. Um, feel free to reach out to me on LinkedIn, um, and connect. I'm happy to mentor coach, just give you a word of advice if you're in sales or thinking of it, or maybe you hire sales professionals, or maybe you're an owner of a business, but I work in the B2B space.

So I sell from [00:33:00] business owners to other business owners, um, to, to move money when they use, um, Everything from credits and debit card processing, ACH, payroll, all that fun stuff. So I really, truly enjoy working in that small to medium sized business space and helping mentor owners. Um, but even in the sales professional space, I mean, I've been mentored by some wonderful people in my career.

It's a pay it forward strategy. That's really where I'm at. And, uh, yeah, I'm so glad that we were able to chat with, um, about sales today. Oh my gosh. It's not a square word. You guys, that's not a square word. It's a great word. Say it proudly. When the next holiday gathering, if someone asks you what you do for living, probably say you work in sales, even if you don't and see what the reaction is, try it, let us know how it works.

Leighann Lovely: Thank you, Sarah, so much.

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