11 Unconventional Lessons in Sales I Wish I Learned 10 Years Ago
These are invaluable lessons I've learned over the years from being in sales.
I've spent 10 years in various sales roles at Verizon, BlackBerry, Google, and now Gartner. I've done many types of roles like inside, outside, and channel sales. Some were short sales cycles and others were long-term relationship based roles. I've learned a lot and I'm continuously learning every day. I've read the classics and enjoy reading new books on the subject, it boils down to bettering your communication skills. I wish I knew what I know now 10 years ago, but some lessons are learned first-hand. Here are 11 of them:
Ask Yourself This Question Every Morning: What has to happen in order for me to have a successful day? It’s usually anywhere from three to five things you need to get gone. Look at your calendar to see if your meetings or the time you’ve blocked reflects those initiatives. Tim Ferris recommends writing those things down on a post-it note. I like sticking that post-it note on my laptop so it’s visual at all times. It's easy to get distracted by colleagues pinging you or the new message alert popping up in Microsoft Outlook. You can turn it off with five quick steps in this article.
Make The Tasks You Don’t Enjoy Fun: There’s only one thing I hate more than cold calling, and that’s washing dishes. One way to spice up cold calling is to grab a friend and hop in a conference room together. Be sure to prepare your call list ahead of time. One person starts cold calling while the other person takes notes to provide feedback later on. Once that person hangs up, the other person must take the phone and place the next call. It’s going to be the most fun cold calling session, ever.
Be Indispensable: When a client asks, “Is there anything else we should be doing?” There’s a level of trust they have in you. In his book, The Sales Acceleration Formula, Mark Roberge describes how the new way of selling is consultative. Imagine that you are a doctor and your prospect is the patient. They want your expertise, but you can’t diagnose them until you’ve asked them the right questions and understood their unique situation. After a $1M pitch a CEO of a large vitamin company leaned over and said, “Omaid, what else should we be doing?” I recommended they have a strategy around Pinterest for the product they are selling because that’s where their target audience is spending their time. I didn’t work for Pinterest, but I knew it was important in order for them to succeed.
Co-pitch To On-board Fast: I’ve found co-pitching deals as the most effective way to learn and ramp up in a new role. You’re not shadowing a top performer, you’re working with one. You learn the talk track and your confidence is uplifted ten-fold by doing rather than watching. Organizations should not split deals to incentivize the seasoned rep. The top performer should reward the new rep in good will.
Put Your Clients Interest First: Sounds obvious, but if you look around you’ll see most salespeople put their own interests first in order to close a deal. In the near-term you may generate less revenue, but you’re likely to have a fruitful relationship over the long-haul. By doing this, you’re more likely to become indispensable to your clients; and that is the ultimate success.
Have Good Salesforce Hygiene: Record everything in your Customer Relationship Management tool so you don’t have to rely on your memory. Besides, if you use tasks in Salesforce you’ll go to bed in peace knowing your to-do list is already in-tact. This also makes it more effective for your management team to pull reports that are an accurate reflection of your productivity.
Use Parkinson’s Law: It’s the adage that work expands as to fill the time available for its completion. If you block off 2 hours on your calendar to prepare for a presentation, you’re highly likely to complete the task in those 2 hours. If you tell yourself to get it done on Friday, you’ll spend half the day or forget to start preparing in the first place.
Celebrate Your Wins: Imagine if you have a quarterly quota. Four times per year you’re either going to achieve or miss your goal. Four times per year you’re going to be happy or feel miserable. Create the rules of the game in your favor so you have better odds of winning. Set weekly goals around revenue targets and behavior metrics. For example, if my quota was $500,000 for the quarter I’d aim to close $42,000 in revenue every week (if there’s 12 weeks in a quarter). I’d also want to understand how many calls it takes for me to land an appointment, and how many appointments turn into closed deals. If my close rate is 50% I’d want 4 appointments each week (if my average deal size is $21,000) in order to achieve my quarterly goal. It’s a great feeling to celebrate every Friday rather than once every 12 weeks.
Be Less Social: Social selling is overhyped. I’ve yet to close a deal over Instagram. Do I think you should follow your customers on Twitter to be informed? Absolutely. But like a balanced offense in football, a team should have both a solid running and passing attack. There’s a time and a place for communicating over social channels. Remember, people buy from people. Next time you have an important message for a client, think about picking up the phone instead of sending an email. Human interaction over the phone or in person speeds everything up and customers understand the context of the conversation.
Continue To Learn: My wife always says that if it’s important to you, you’ll make time. If you play fantasy football, put in the time to be successful, but don’t put in all your time. I was in a coffee shop in Long Beach 6 years ago with an executive and was describing a CEO study she recently read. She said the constant theme for every CEO was that they all continued to educate themselves. Whether it’s taking classes, e-learning sites like Lynda.com, or reading books. Take the time to make deposits in your skill set because it will pay dividends.
Find A Mentor: It’s important to find a mentor at your company early on. Someone who can guide you through your current role and be a sounding board for your future interests. A friend of mine worked at a hot startup in the Bay Area and I asked him if he had a mentor there. It’s a great company with incredible leadership. He said he did not. When you work at the company, leaders are more likely to respond from your email because you are an internal employee. The approach is very important (which is a conversation for another day) but my friend ended up getting mentored by a VP who reports to the CEO of a 10,000 person company.
#23 Mario Lopez: Follow Your Passion
Mario shares what's helped him develop and sustain a great career and how he's been able to consistently live a healthy lifestyle.
“Find your passion with something that makes you want to get up every day. Like working out, whatever gets you moving. Focus on that, the rest is a waste of time. If it doesn’t make you happy you won’t be good at it.”
Mario Lopez is currently the host on Extra. He's one of the top hosts in Hollywood. You know him from Saved by the Bell and he's been on Dancing with the Stars. Mario has had a great career over an extended period of time. In this interview we cover a broad range of topics relating to career, life advice, and fitness tips.
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In this episode we discuss:
How his family's upbringing has shaped him
How becoming a generalist has helped him in his career
How he broke into hosting in Hollywood
How he's been able to stay consistent - both in his career and in his workout regiment
Social media:
Follow Mario on Instagram
Watch the Lopez family on their YouTube channel
Connect with me on LinkedIn
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#22 Alex Ikonn: Co-founder of Luxy Hair and The 5-Minute Journal
Alex's journey is an inspirational one and he shares how he's started two successful companies.
“Just go out and do it!”
Alex Ikonn is an entrepreneur who co-founded Luxy Hair which provides high quality hair extensions. He helped grow the Luxy Hair YouTube channel to one of the most visited channels which has over 421 million views. Alex has the drive and creativity to build beautiful products. He's also the co-founder of Intelligent Change where he's helped create The 5-Minute Journal which helps you be mindful about planning your day. He also has a Vlog on YouTube where he posts great behind the scenes videos about his business, family, and other things that inspire him.
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In this episode we discuss:
How Alex's upbringing shaped his character
The origin story of Luxy Hair
Best practice for using The 5 Minute Journal
Other fantastic advice from Alex including book recommendations
Social media:
Alex's personal website: www.alexikonn.com
Intelligent Change where you can find The 5 Minute Journal
Follow Alex on Instagram
Watch Alex on her YouTube channel
Connect with me on LinkedIn
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#21 Ayesha Curry: How the MVP in the Kitchen is Building Her Empire
Ayesha shares the details of her entrepreneurial journey and the vision for her brand.
Ayesha Curry is literally catching on fire. The mompreneur of two has been coined the Martha Stewart for millennials. Following the recent success of her cookbook, The Seasoned Life (available on Amazon), she has a cooking show on The Food Network (Ayesha's Home Kitchen) and recently launched a meal delivery kit service (www.cookhomemade.com). If that wasn't enough, she's opening a new restaurant in San Francisco and launching her own cookware line in Target. How does she do it? Listen to our interview and follow her on Instagram (@ayeshacurry) to find out.
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In this episode we discuss:
What quality is most important to her in marriage
Her new meal-kit delivery service
No Kid Hungry and other charitable causes she supports
Her long-term vision for her brand
Social media:
Ayesha's website: ayeshacurry.com
Follow Ayesha on Instagram
Watch Ayesha on her YouTube channel
Connect with me on LinkedIn
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If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#20 TNT's Ernie Johnson: How to Embrace the Unpredictable Moments in Life
Ernie discuss how often the unscripted, or unplanned events in our lives are the experiences that shape us. We also talk about fatherhood and the speed of life, and why it's important to slow down.
Ernie Johnson, Jr. is one of sport’s most respected and loved personalities. The three-time Sports Emmy Award winner and host of TNT’s “Inside the NBA” has helped audiences break down games and belly laugh for decades. Maybe more impressive than his professional fame and recognition is Ernie’s innate ability to connect with people on a human level. His willingness to discuss topics such as the adoption of his and his wife Cheryl’s children, including their special needs son Michael; the death of his father and best friend, iconic sportscaster and pitcher Ernie Johnson; and his own battle with non-Hodgkin lymphoma has endeared him and given hope to millions . We discuss the experiences he's shared in his autobiography Unscripted: The Unpredictable Moments That Make Life Extraordinary.
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In this episode we discuss:
What led to Ernie deciding to write a book
His great relationship with his father and the lessons that it taught him about being a dad
How he's handled family circumstances like adopting a child with special needs
Why it's important to slow down in life
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#19 John Kralik: How Gratitude Changed His Life
Ryan Hawk interviews John and shares how his life changed when he started to notice the things in his life he should be thankful for.
This is a special episode where Ryan Hawk, the host of The Learning Leader Show, interviews one of my favorite authors, John Kralik. His book, A Simple Act of Gratitude, greatly impacted my life. John was going through a turbulent time in his life and it's about the story of how he began to notice the things in his life he should have been thankful for. I loved this interview so much that I wanted to share it on my podcast. Not only does John share his story, but I liked how Ryan helps us put the power of gratitude into practice. I highly recommend getting a copy of the book on Amazon, it's actually the book I gift the most to the guests on my podcast. I interviewed John myself a couple of years ago and I wrote an article about how his book impacted my life (link below).
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In this episode they discuss:
What led to John's downward spiral in his life
How he learned to notice the things in his life that he should be thankful for
How writing thank you notes changed his life
How you can begin to write really good thank you notes
Social media:
A Simple Act of Gratitude on Amazon
Ryan Hawk's website to hear other episodes
The article I published on Forbes.com about John's book and how it impacted me
Connect with me on LinkedIn
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#18 Scott Sonenshein: Unlock the Power of Less
Scott unveils how some are able to overcome their circumstances and the surprising truth about how having more resources aren't always better.
A groundbreaking approach to succeeding in business and life, using the science of resourcefulness We often think the key to success and satisfaction is to get more: more money, time, and possessions; bigger budgets, job titles, and teams; and additional resources for our professional and personal goals. It turns out we’re wrong. Using captivating stories to illustrate research in psychology and management, Rice University professor Scott examines why some people and organizations succeed with so little, while others fail with so much.
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In this episode we discuss:
How he came up with the idea for the book
His favorite stories of resourcefulness he learned through his research
How we can stretch ourselves to accomplish more with less
Social media:
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#17 Dany Garcia: Hollywood Producer and The Rock's Business Manager
Dany is an incredible mother, producer, and pro bodybuilder. She shares invaluable career advice she's learned over the years.
A mainstay in feature films and television, Dany Garcia has quickly become a powerhouse in Hollywood. As CEO and founder of The Garcia Companies, a talent and media management company, she oversees talent such as Dwayne "The Rock" Johnson and Henry Cavill. In addition, she serves as co-founder of Seven Bucks Productions with producing partner, Dwayne Johnson. As Johnson’s producing partner, Dany has worked unwaveringly to create his multi-billion-dollar box office, constantly generating opportunities that elevate all aspects of his career—as an actor, producer and businessman. She has produced television shows such as Ballers on HBO and the upcoming Baywatch film starring Dwayne Johnson and Zac Efron.
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In this episode we discuss:
How what her parents did for a living impacted her career path
How involved she was building The Rock's WWE character
Her path to bodybuilding
Lessons she's learned from being a Hollywood producer she carries over into other areas of her life
Social media:
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#16 Ryan Estis: All In From Ad Exec to World Class Keynote Speaker
Ryan Estis discusses his road from sales leadership to making the leap as a full-time keynote speaker and sales trainer.
Ryan Estis has more than 20 years of experience as a top-performing sales professional and leader. As the former chief strategy officer for the McCann Worldgroup advertising agency NAS, he brings a fresh perspective to business events. As a keynote speaker, Ryan is known for his innovative ideas on leading change, improving sales effectiveness and preparing for the future of work. He was recently recognized as one of “the best keynote speakers ever heard” by Meetings & Conventions magazine alongside Tony Robbins, Bill Gates, Colin Powell and Mike Ditka.
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In this episode we discuss:
His path from sales leadership to keynote speaking
The sacrifices he made to make the transition
How he works with companies around the world
Social media:
Ryan's website: www.ryanestis.com
Follow Ryan on Twitteru
Connect with me on LinkedIn
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If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
Stephen #15 Chen: Landing $300K on Shark Tank and Making Healthy Living Easier for Pets
Stephen Chen shares how Petnostics makes it easier prevent medical issues by using at-home test kits for your pets.
Stephen Chen is the founder of Petnostics, a company that makes a line of at-home urine tests for pets to make healthy living easier for pets and their families. They've extended their product line to include tests for other chronic conditions. Stephen, a Harvard MBA graduate, pitched his company on Shark Tank and landed $300,000 from Laurie Grenier and Kevin O'Leary in exchange for a 20% stake in his company.
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In this episode we discuss:
How he accidentally tried out for Shark Tank
The value he received from his Harvard MBA
Most valuable lessons from bootstrapping his company
Social media:
Petnostics website: www.petnostics.com
Follow Petnostics on Instagram
Connect with me on LinkedIn
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If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#14 Oren Klaff: Pitch Anything
Oren Klaff reveals the pitch method he used to raise over $1 billion in capital.
Oren Klaff is the author of Pitch Anything which is a book that uses neuroscience to help position new ideas. Klaff is an investment banker by trade and he's used this methodology to raise over $400 million from financial institutions. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
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In this episode we discuss:
The evolution of his pitching method
How to apply it in real life environment
His high stakes situations
How he wrote a book and training course around it
Social media:
Oren's website: www.pitchanything.com
Follow Oren on Twitter
Connect with me on LinkedIn
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If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#13 Greylock's Dan Portillo: How to Assess Your Next Career Move
Dan discusses how you should evaluate your next career opportunity and lessons he's learned through his career as an human resources leader building companies.
Dan Portillo is a talent partner at Greylock, Silicon Valley's leading venture capital firm that manages over $2 billion in investments. He helps build the teams for the startups in their portfolio companies which include AirBnB, Facebook, and LinkedIn. Prior to Greylock, Dan has led HR and recruiting at many startups including Mozilla, where he helped scale the company from 20-300 employees. Dan has a progressive approach to management, leadership, and how to build your career over an extended period of time.
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In this episode we discuss:
How you should think about your career goals
Your job tenure
Why you should be worth more than you cost
How to assess a company, leadership, and culture
Social media:
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#12 Pat Lencioni: Intentionally Building Great Teams
Pat discusses the traits of the best leaders and how to hire the ideal team player.
“If you want to lead, you better love people. Even if you don’t like them, you have to love them enough to tell them the truth.”
Pat Lencioni is the founder and president of The Table Group, Inc., a specialized management consulting firm focused on organizational health. He has been described by Ken Blanchard as "fast defining the next generation of leadership thinkers."
Pat's books have sold over 3 million copies including national best-sellers, The Five Dysfunctions of a Team, Three Signs of a Miserable Job, and Getting Naked.
As a consultant and speaker, he has worked with thousands of organizations ranging from Fortune 500 companies and professional sports teams to universities and nonprofits including Southwest Airlines and General Mills.
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In this episode we discuss:
Three values to identify in an ideal team player
Humility versus confidence
The two things organizations have to do to be successful
The pillars of The Five Dysfunctions of a Team
How to define a healthy organization
How vulnerability breeds trust as a leader
How to get someone to tell you the truth in an interview
Social media:
Pat's company website: The Table Group
Follow Pat on Twitter
Connect with me on LinkedIn
Enjoyed this episode?
If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#11 Keith Rabois: Be Incredibly Awesome At What You Do
Keith discuss why being the only person to do what you do is more important that being the best.
Keith Rabois is a Silicon Valley entrepreneur and investor. He worked early on at PayPay, Slide, Square, and LinkedIn. He's helped build amazing companies. He now works at Khosla Ventures and he was an early investor in companies like YouTube, Airbn, Palantir, and Lyft. We discuss how his background as a classically trained litigator has been incredibly valuable in business.
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In this episode we discuss:
Why you don't want to be the best at what you do, you want to be the only one at what you do
How to find undiscovered talent
The characteristics of the talented leaders he's worked with which include Peter Theil, Reid Hoffman, Max Levchin, and Vinod Khosla
When to overrule someone that reports to you
The #1 criteria he looks for in a founder
The upside of stress
Social media:
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If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#10 Ayesha Curry: Turning Her Passion Project Into a Culinary Career
Ayesha has poured her heart into her new cookbook and she discusses how she is balancing all things work and family.
Ayesha Curry is a chef and entrepreneur. You may know her as the wife of NBA superstar, Stephen Curry. Ayesha has been sharing delicious recipes on Instagram and her blog (ayeshacurry.com) over the last few years. She's turned her passion project into her full-time, culinary career and recently published her own cookbook titled, The Seasoned Life: Food, Family, Faith, & the Joy of Eating Well.
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In this episode we discuss:
What inspired her joy of cooking
How she balances family with her career
How she turned her passion project into a full-time career
The hardest part about writing the cookbook
Social media:
Ayesha's website: ayeshacurry.com
Follow Ayesha on Instagram
Watch Ayesha on her YouTube channel
Connect with me on LinkedIn
Enjoyed this episode?
If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#9 Ryan Hawk: How to Master Your Time to Achieve Sustained Success
Ryan shares lessons he learned from football he carried over to the business world.
“Sometimes you can do absolutely everything within your power and yet it still won’t be enough to accomplish your goals.
”
Ryan Hawk is the host of The Learning Leader Show which is a world-class podcast. After getting his MBA he was considering getting his PhD but the curriculum didn't resonate with him, so he decided to interview the most creative leaders in the world and he deconstructs how they've achieved sustained success so he and his audience can learn from them.
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In this episode we discuss:
How The Learning Leader Show was born
How he's learned to ask great questions
The most important lesson he's learned from football that he's carried over to the business world and to leading a family
How he's able to master his time
How he gets his family on-board with his podcast
The most memorable lesson from 150 interviews with great leaders
Social media:
Ryan's website: learningleader.com
Follow Ryan on Twitter: @RyanHawk12
Connect with me on LinkedIn
Enjoyed this episode?
If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#8 Simon Sinek: How Anyone Can Be The Leader They Wish They Had
Simon debunks myths about leadership and shares how anyone can become a leader.
“Leadership is a responsibility. It’s not about being in charge, it’s about taking care of those in your charge.”
Simon Sinek's mission is to create a world where people are inspired to go to work. Through his speaking and writing he has helped leaders and organizations find their "why." He has one of the top ten TED Talks titled, "How Great Leaders Inspire Action," which has over 27 million views. His first book, Start With Why, was a big success. His latest NY Times Best Seller, Leaders Eat Last, is an incredible book about how leaders can create environments in which people come together to do remarkable work.
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In this episode we discuss:
How he discovered his purpose which he calls his "Why"
The most important lesson he learned when he was stuck in Afghanistan
How we confuse fleeting moments of happiness with true career fulfillment
How to be an effective leader
The reason why most people don't commit themselves to a journey of leadership
If being born a leader is a myth
The foundational trait of leadership
The biggest challenge in leadership
How anyone can start practicing leadership skills today
Social media
Simon's website: startwithwhy.com
Follow Simon on Twitter: @simonsinek
Connect with me on LinkedIn
Enjoyed this episode?
If you enjoyed this episode, the best way to support this podcast is by leaving a review on Apple Podcasts. Thank you for listening!
#7 Spencer West: Why Asking for Help is a Sign of Courage
Spencer West shares his incredible story and why asking for help is a sign of true courage.
Spencer West is a motivational speaker for ME to WE and an ambassador for Free the Children. He travels around the world speaking to schools and organizations about his message of redefining possible. Spencer lost his legs as a child and he hasn't let that stop him from making extraordinary contributions to the world. He climbed Mount Kilimanjaro and raised half a million dollars to provide clean water to over 12,000 people in East Africa. You'll learn about his story and his message about how asking for help is a sign of true leadership, and not a weakness.
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#6 Srinivas Rao: Lessons Learned From Interviewing 600 Creative People
Srinivas Rao shares the most important lessons he's learned from interviewing 600 people.
Srinivas Rao is the founder of Unmistakable Media, a creative agency that hosts an incredible podcast where he's interviewed over 600 creative people. You can listen to the podcast on his website or on iTunes. We discuss how his interviews have impacted his life, daily routines, and how he was able to follow his passion to do work he loves.
www.unmistakablecreative.com
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#5 Aubrey Marcus: How He Built Onnit Into a $28 Million Business in 5 Years
Aubrey Marcus shares how he built a $28 million sports nutrition company in 5 years.
Aubrey Marcus is the founder of Onnit, a sports nutrition company that has gone from 0 to $28 million in 5 years. Their philosophy is "total human optimization." Onnit also produces foods, apparel, and incredibly unique fitness equipment. We discuss how the brand got started, how they differentiate in an ultra-competitive market, and Aubrey's pursuit of living an inspired life.
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