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Episode 44: Interview with Larry Long
Show Notes
Hiring Diverse Candidates
-If a hiring manager is serious about interviewing and hiring a diverse array of candidates they will seek out the avenues to reach those in underserved communities. You can come up with a variety of excuses, but if you care to put in the effort it will show.
Stop the Excuses
-An easy first step to take is to pick up the phone and create a dialogue with people that are underrepresented. Start that conversation and really listen to understand their story. After listening, process what you’ve heard, and then take action.
Balancing Emotions and Work
-Larry has a couple of mottos: “fuck it, drive on” and “figure it the freak out”. At the end of the day there are bills that need to be paid so, though it’s not easy and the system is not set up for someone like him to win, he puts on his happy face and does what he needs to do.
Mentors
-Throughout his career he’s had many allies and what he calls “mini-mentors” that have truly cared about and supported him.
-He makes it a point to meet with someone everyday and take notes on both what their conversation was about, but also what actionable steps he can take to build on what he’s just learned.
-Having a mentor is a give and take relationship. You need to be able to bring something to the table that will help them grow as well.
-When it comes to finding the right mentor for you, Larry recommends trusting your instinct.
Being Black in Corporate America
-Larry’s experienced some instances where he’s come in to lead a team of three and two made it clear that they did not respect him simply because of the color of his skin as well as had other instances of reporting to managers that discounted his value.
Going from Good to Great
-It’s great to have a work ethic, but having just that won’t make you a successful salesperson. You need to nail down your process as well and that takes time and a little bit of help.
-To be a good leader it takes care and understanding. Figure out what your individual team members want to accomplish and put in the work to move from good to great.
Resources
-SPIN Selling by Neil Rackham
Connect with Larry
Send in a voice message: https://anchor.fm/othersideofsales/message
Support this podcast: https://anchor.fm/othersideofsales/support
View all episodes
By Ashleigh EarlyShow Notes
Hiring Diverse Candidates
-If a hiring manager is serious about interviewing and hiring a diverse array of candidates they will seek out the avenues to reach those in underserved communities. You can come up with a variety of excuses, but if you care to put in the effort it will show.
Stop the Excuses
-An easy first step to take is to pick up the phone and create a dialogue with people that are underrepresented. Start that conversation and really listen to understand their story. After listening, process what you’ve heard, and then take action.
Balancing Emotions and Work
-Larry has a couple of mottos: “fuck it, drive on” and “figure it the freak out”. At the end of the day there are bills that need to be paid so, though it’s not easy and the system is not set up for someone like him to win, he puts on his happy face and does what he needs to do.
Mentors
-Throughout his career he’s had many allies and what he calls “mini-mentors” that have truly cared about and supported him.
-He makes it a point to meet with someone everyday and take notes on both what their conversation was about, but also what actionable steps he can take to build on what he’s just learned.
-Having a mentor is a give and take relationship. You need to be able to bring something to the table that will help them grow as well.
-When it comes to finding the right mentor for you, Larry recommends trusting your instinct.
Being Black in Corporate America
-Larry’s experienced some instances where he’s come in to lead a team of three and two made it clear that they did not respect him simply because of the color of his skin as well as had other instances of reporting to managers that discounted his value.
Going from Good to Great
-It’s great to have a work ethic, but having just that won’t make you a successful salesperson. You need to nail down your process as well and that takes time and a little bit of help.
-To be a good leader it takes care and understanding. Figure out what your individual team members want to accomplish and put in the work to move from good to great.
Resources
-SPIN Selling by Neil Rackham
Connect with Larry
Send in a voice message: https://anchor.fm/othersideofsales/message
Support this podcast: https://anchor.fm/othersideofsales/support