Recap on "set yourself up for success" from bunker labs rdu conference

Today Bunker Labs presented the Muster RDU a premier veteran entrepreneurship and innovation conference. It was presented by JPMorgan Chase & Co. and hosted by the Military Veterans Network at the MetLife Global Technology Campus in the Research Triangle Park. A great conference bringing together hundreds of participants and partners for a full day of veteran entrepreneurs pitching businesses, keynote speakers, workshops, panels, and marketplace for veteran startups.

I attended the 11:30am session on "Set Yourself Up For Success" presented by Philip Gialenios — President & CEO, Accelerate Sales Training. As a top sales producer with over three decades of experience in sales leadership, sales management and executive account sales, Philp provided an overview for how you can maximize sales for your business by focusing on  six areas:

• Wasting time chasing leads who act interested, but are far from it.
• Prospecting activities that do not produce enough new customers.
• Targeted buyers who will not return your calls or answer your emails.
• Sales pipelines full of promising opportunities that never seem to close.
• Moving past most of your proposals and presentations ending with a “Let me think it over,” or “We’ll Get Back To You.”
• Taking control of your Sales Process!

Here is a recap on some of the top wisdom points shared:

• Get yourself comfortable with failure. What you will learn from failure will be equivalent to the value of an MBA. Failure is about learning, it's not who you are.  Pandering to your own ego will get you nowhere.
• Get out there and give it a go. Remember Yoda, "Do or do not. There is no try!"

• Overnight success takes about 15 years!  The key to remember is that consistent growth requires a consistent, systematic process that delivers consistent, dependable results.  
• Improve your BATTING average. BAT! Behaviors, Attitude, and Technique. Right Attitude, Correct Behaviors, and Good Techniques all have to be considered and aligned to be successful.  Think of it as a success triangle. Need all three working together. Right attitude about yourself, company, and marketplace, right behavior with your positive actions, and right techniques to build relationships and deliver the right message in right way. The Attitude is at the top of the triangle as most important to drive the other two properly
• Always be positive and have outlook of possibility. Keep eye on prize that your always moving toward your ultimate success.. Don't be negative with outlook of limitation, set-backs, and excuses.
• What contributes to attitude? 60% how you feel about yourself, 25% how you behave, act, and react, then 15% how you feel about your environment. Focus on your best you first and then how you react to your environment. These two have most impact on your attitude!
• Don't confuse your performance with your self worth. We are human beings not human doings. Shoot for high self worth. If you miss a sale just think and act as being one step closer to the next big sale. Have a positive self talk tape and surround yourself with positive people. This is what high self worth people do and why they achieve!
• IR Theory- Know the difference between Identity and Roles. Identity "I" is the way we should see ourselves regardless of role. Roles "R" is the labels we put on ourselves and others. Focus on keeping a high "I" with strong self-esteem. Your role is a costume not you personally. Seperate yourself from your role.
• Remember "No" is the second best word you hear. No is bringing you closer to a yes and you can always find out "Why no" so you can adjust and move closer to a yes. 
• Behavior is action. Behave with enthusiasm on your to do list knowing each item you knock of gets you closer to your goal. Commit yourself to doing the right behaviors despite how it makes you feel. You will feel better after! When in doubt, "Do The Behaviors"!

Thank you Philip Gialenios for great talk, Bunker Labs, and Muster RDU for providing an excellent event for all!