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In this episode of Recruiting Trailblazers - Marcus speaks with Casey Jacox about his journey to become the #1 All-time Salesperson for Kforce - one of the top Staffing Firms in the USA.
Casey relates some of the struggles to get to the top and the lessons he learned along the way - stating that the only thing that you can truly control are "Attitude and Effort".
Casey reveals some of the winning strategies that he applied in his 20 year sales career - and the main tenets of his book Win The Relationship, Not the Deal https://bit.ly/Win-Relationship 

These include:

• The Golden Rule: Treat people how you want to be treated
• Patience: don’t plan the wedding on the first date 
• Setting expectations: build credibility by clearly communicating, then delivering on your plan.
• Practice (sports analogies) - why don't salespeople role-play every day?
• Hearing vs listening - listening will give you all the clues you need to reconcile a “tailor-made”, irresistible solution 
• Documentation will set you free - salespeople are notorious for “trying to remember stuff” (Marcus says - treat yourself like a goldfish - write everything down!
• Ditch the Ego/ practice self awareness
• Grit: (includes conscientiousness, patience, perseverance, resilience, passion)

Casey talks about his goal of getting the book into college and university programs and syllabuses.

Marcus and Casey discuss Casey's podcast (below) and his new sponsor, who has finally encouraged Casey's daughter to eat fish! https://catchsitkaseafoods.com
Use CODE: QBDADAK

Winning The Relationship, LLC – Sales & Leadership Coaching

Author, “Win The Relationship; Not the Deal”
https://bit.ly/Win-Relationship

The Quarterback Dad Cast - Podcast
https://podcasts.apple.com/us/podcast/the-quarterback-dadcast/id1492347381

Casey's bio:

With more than 20 years of business experience, Casey’s leadership helps companies emphasize the building of relationships and not just transactional business deals.  He’s a father, a husband, a coach, a podcaster, a speaker and a business leader who is the same person in and out of work.  

Over his entire career, adversity has always made him stronger.  Casey is blessed to have a positive attitude, as he always looks at life through the eyes of an optimist. While at Kforce, Casey was the number one sales rep nationwide for 10 years in row before moving into the President of Client Strategy and partnerships.  In that role, Casey played a key role in driving a sales transformation as well as providing executive level support for large customers.  In April of 2019, Casey left Kforce as the firms all-time leading salesperson in the nearly 60-year company history to begin writing his debut non-fiction book titled, “WIN the RELATIONSHIP – Not the DEAL.”

Casey now is the founder of Winning The Relationship, LLC which is a consulting firm providing sales leadership and coaching.  Additionally, Casey is the host of The Quarterback Da

Connect with Marcus https://www.linkedin.com/in/marcusedwardes/