I used to think critical thinking, resourcefulness, and creativity, was the cocktail to a stellar sales pro. While still important, 6 more quarters under my belt, many highs and lows, has lead me to a new top 3 I look for in myself, and those around me in selling. Curiosity, initiative, and resilience. Tune in to find out why.

For more, check out ncjr.me. 

TRANSCRIPTION
1:43 → taking inspiration from stoicism and applying it to best practices in a young professional or sales pros early career

3:50 → what would happen if we take on the same mindset of an olympian or top-tier athlete to each and every one of ourselves

8:40 → where/why/how curiosity helps a sales pro understand a buyer and ‘sell the way you buy’

12:20 → how you can be selective with your language to be more curious with customers

14:55 → initiative… the driving force, or action, behind curiosity that will lead to more informed decisions

17:00 → resilience is a much better litmus test for strong sales pros compared to motivation

BOOKS MENTIONED
The Daily Stoic

Dearly beloved, this week we're joined by the Bay Street Bull himself, Mehrab Shayesteh. From his uppers not believing in him in retail sales, to literally pounding the pavement, and breaking every record for the Xerox agency in Toronto's downtown core. He'll be the first to tell you the only thing harder than figuring out sales for yourself, is building up a team to do it better, faster, and stronger by himself.

For more, check out ncjr.me, and follow along Mehrab's journey here.

TRANSCRIPTION

1:30 → how the melange of an interest in finance, hard work, and economics, can yield a career in sales

6:50 → seriously looking at sales as a viable career option instills a mindset to drive relationships, and further personal growth

9:50 → expectations vs. reality of jumping into B2B corporate sales… thinking it’s Suits, but really sweating through your suits

12:49 → the lessons you get from knocking on thousands of doors trying to sell a commodity; tenacity, organization, and being a human

17:11 → some of the fears and anxieties you face when riding the elevators selling door to door

21:00 → the door-to-door cold calling experience best preps you for in-person, boardroom negotiations; build the foundation of non-verbal communication and body language

25:00 → going from IC to leader, the hardships and lessons learned when making the jump for a first-time leader

30:10 → selling a premium product, in a commodity space, is tough… sweat equity, curiosity, and organization is what’ll help build value to win deals

**34:00 → the highs and lows of sales, from the top of the mountain to the belly of the beast in a few short days; how to protect your pipeline to stay steady in sales

39:45 → “sell the way you buy” exists in selling tech and photocopiers

42:40 → sheer knowledge and research is what’ll bring confidence to you as a new seller in an old buyer’s space; the different places you can look to prepare yourself for a buyer

49:40 → how to mitigate burnout through investing in physical/spiritual/emotional health for peak performance in sales

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/

If I finished out q1 on top, treat to myself was one of them fancy running watches. Turns out it has been one of the better investments I've made. As with most things with running, there are many parallels to draw between it and sales. Join me this week to dive into insights I dig into for sales leadership + mentorship vs. running aids.

For more, check out ncjr.me

TRANSCRIPTION

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SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/

Quick reflection on camps made and summits to come after 3 months in '23.

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/ 

This is a special one, friends. I was given the rare honour to sit down with my lovely girlfriend, Dr. Jessica Minott. Tune in if you want to learn about science; from veterinary medicine, to immunology - an undergraduate degree to a PhD, and everything in between. A glimpse into the beautiful mind, of a beautiful woman.

Bare with me here folks as a few things are going on.

A) she still makes me nervous, especially when she's the keeper of the keys to my inner demons
B) she's the smart one in the relationship, so this is a good representation of our dinner-table convos; me just trying to keep up
C) this was the first pod in person, so she could level me with a look or leg tap 

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/ 

Shifu Bamboo returns from the mother (?) land? We recollect his recent stint to SE Asia, and live vicariously through a man that lives on the edge.

Joshua Murray is a transmission line engineer by day, and soul searcher by night. For more of his work, check out: http://www.civilizedsavagery.com/

TRANSCRIPTION
Pending

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/ 

What it do, friends. It finally dawned on me to formalize a space where I can think about two of my current interests: sales and running. With ample parallels  between the two, and my journey in figuring out how to run a sales team, and run a run - I'll periodically go for a  run with the sole intention of pulling out sales insights.

For more, check out ncjr.me

TRANSCRIPTION

0:38 → what is running sales, where does it come from, and drawing the parallels between running and sales, hence the name :) 

2:20 → setting the stage, and outlining the conditions of this episode/run

3:31 → the hardest part is the start, the first 100m of any activity and the mind telling you to give up as soon as you face adversity

5:10 → the most important type of competition you face, and what happens when you focus on the wrong types of competition

7:30 → the benefits of focusing on yourself as competition, as opposed to comparing against others in and out of your field

8:20 → the theme song for the episode… MF Doom

10:28 → the benefits of the script, or the benefits of sticking on the path more traveled

12:50 → nobody wants to fucking do these things, but what happens when you endure through sh*tty sh*t… surprise, pain subsides

14:25 → the joys of putting in reps, can/when you endure through the first few rookie reps, you’ll end out

15:45 → the mouse and the mask… you’ll see sleazy sales tactics in some legendary rap albums

LINKS MENTIONED
MF DOOM - The Mouse and the Mask

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/

Lost your passport on work travels? 

Locked up abroad? 

Trying to find meaning and some insight from stupid mistakes.

SUPPORT & CONNECT

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/

Ever wonder what it's like to join the military? Join us this week where Mr. Worldwide, Jordan Beckford, lifts the curtain on the discipline and process you can find from joining the military. The fact that his brother is in tech sales helps us draw parallels. Turns out it's not what you know, but who you...

Thank you for your service, JB.

For more, check out ncjr.me.

TRANSCRIPTION
1:00 → the origin story of a naval communicator; it always starts with mama gratitude

6:00 → how having a family member in sales will amplify your communication game… put out reps, and build the framework

8:30 → jumping into the Navy when nothing was going your way; what betting on yourself and discipline looks like

13:40 → all great stories and hero archetypes start with being a dishwasher

16:20 → day zero of joining the Navy… going from barely knowing the platoon leader, to seeing the benefits of discipline with reps and routine

23:51 → the lessons in time management you can take from from bootcamp, and occupation

31:00 → taking lessons from Mr Worldwide in how to learn a language and what the milestones in picking up a language looks like

37:00 → it’s not what you know, it’s who you…

47:10 → what happens when you cross a man for a phone bill

57:00 → come full circle on interests and where you come from; JB’s interest in history and stories before time

ARTICLES MENTIONED

RIP Moses McCormick

The Fourth Turning - a video essay; the book

This week we're joined by one of the key influencers to the process, Matt Stiver. He is a mechanical/process engineer by day, and coffee connoisseur by night. A resident java boy who subscribes to a process of consistency, hard-work, and focus to realize his potential.

His work has amounted to becoming one of the top voices in a niche we all engage with daily, yet you'd never guess how deep it really ran - the coffee subculture.

You can join the Lifestyle Lab and follow along with Matt's journey here:
Youtube
Instagram
Lifestylelab.ca

TRANSCRIPTION
1:33 → why you ended up pursuing a mechanical engineering background

5:20 → how strategically slacking off in school can actually yield better results, and increase efficiency in process management

7:30 → the importance of timeblocking when juggling a career + side hustle to increase productivity

10:15 → discipline is freedom, there’s no way to half-ass time management and productivity; grind must turn into enjoyment, and then productivity skyrockets

13:40 → an alternative perspective to time blocking; use general goals to set out specific inputs and laser focus on that

17:10 → acting as a CEO and honing on on growth isn’t reserved to sales, it’s a phenotype of hyperproductive, and ambitious individuals

18:46 → the origin story of Lifestyle Labs, and the first idea that resulted into tens of thousand of followers, and millions of views… can I pay off my cellphone bill monthly lol

23:08 → another example of consistency coupled with ignoring outcomes, yields a robust process… any seemingly overnight success typically has years of effort + failure behind it

25:30 → the pros and cons of being ‘charming’ and creating content without hours of forethought, calculation, and organization

28:00 → play to your strengths!!! Highlighting this for me…

34:30 → why you should create a gratitude block, or ceremony, for things you genuinely enjoy

40:10 → using guilt, or judgment/fear of disappointment to as a main driver for time management

43:20 → the value of having self-belief when you’re an entrepreneur and how you can use that to stoke action

45:10 → how Matt uses his humility and naivety for his content creation… journalistic endeavors helps manage the imposter syndrome - ownership of being in ‘learning mode’

50:05 → honesty and being transparent in a leadership position, and a community you’re curating

53:32 → the core tenets of personal development for Lifestyle Labs; it’s more than just coffee

58:20 → answering the question of “is this the best use of my time, right now”... acceptance+focus

1:00:00 → remember this timestamp… this is the moment I pitched Matt Stiver to start a f*cking book

1:04:10 → internal dialogue of the David Goggins Coffee Connoisseur, contrasted against Michael Singer’s consciousness collective

SUPPORT & CONNECT:

• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/nicholaschinjr/
• Twitter: https://twitter.com/nicholaschinjr
• Instagram: https://www.instagram.com/nickyandrew/