0:01

Welcome to the Sales Enablement Society

0:03

Stories from the Trenches , where enablement

0:05

practitioners share their real-world experiences

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. Get the scoop on what's happening inside

0:11

Sales Enablement teams across the global

0:13

SES member community . Each

0:15

segment of Stories from the Trenches share

0:17

the good , the bad and the

0:19

ugly practices of corporate sales

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. Enablement initiatives learned what

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worked , what didn't work and how

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obstacles were eliminated by corporate

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teams and leadership . Get back , grab a

0:29

cold one and join host Paul Butterfield

0:31

for casual conversations about the wide

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and varied profession of sales enablement

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, where there is never a fits all solution

0:38

.

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Hello and welcome back to another episode

0:41

of the Sales Enablement Society Podcast , stories

0:43

from the Trenches the only bias

0:45

for us podcast , where we bring

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together enablement practitioners and leaders

0:49

from all over the world , talk about the

0:51

work they're doing , the results they're seeing , and

0:54

sometimes we talk about when things didn't go so

0:56

well , because there's always great learning opportunities there

0:58

. I'm excited to introduce

1:00

you to our guest this time . A lot of

1:02

you are probably familiar with her work and

1:05

I'm talking about Irina Soriano . She's the

1:07

VP of enablement at Seismic . And

1:09

Irina , welcome and maybe just tell people a

1:11

little bit about yourself . I'll go from there .

1:13

Yeah , thank you for having me today . So

1:16

, like you said , I'm the VP of enablement

1:18

here at Seismic , the global enablement

1:20

leader in the marketplace . I've

1:23

been with Seismic for over four

1:25

years and built an

1:27

enablement here from the ground up as well

1:29

. I have been in enablement

1:31

for a good over

1:33

10 years probably closer to 12 years and

1:36

lived and worked across the world . So

1:38

I've been in the US , in New York here for

1:40

a little over eight years . I was in

1:43

Singapore doing the same

1:45

thing , over in Asia Pacific for five , and before

1:47

that I was in IMEA . I'm originally

1:49

from Germany , so that's why I started my

1:51

journey .

1:52

Thanks , I'm a little jealous . I love Singapore

1:55

but I mean gone on trips

1:57

but never lived there , and that is one place

1:59

that I think would be amazing to spend

2:01

some time just to really get to know the place

2:03

. It's just an amazing city , especially so .

2:07

A lot of fun .

2:08

All right . So nobody

2:10

gets away without doing the Jimmy Kimmel challenge

2:13

. So here we go . Through

2:15

your amazing connections , or maybe because you

2:17

live in New York , I don't know , but

2:19

you are offered Jimmy Kimmel show when

2:21

he announces his retirement . You can have anybody

2:24

you want on the couch on your first episode

2:26

. Who do you bring on and why then ?

2:30

I'm not sure you're going to like my answer

2:32

. I would bring

2:34

on Larry David .

2:37

No , I love that answer . I

2:41

love Larry David .

2:42

So quick history on that so

2:45

I had no idea who he was . I

2:47

have never watched Kirby enthusiasm

2:49

before . I moved to the US and

2:52

get introduced to it through friends in

2:54

. My husband and I started watching it

2:56

and

2:58

I just fell in love with Larry David

3:00

.

3:01

I know you get no complaint

3:04

from me . No , he's amazing and fun

3:06

fact . I love Kirby

3:08

enthusiasm as well . But Jeff Garland and

3:11

I went to high school together and I wouldn't

3:13

say that we're like you know , we weren't like the best

3:15

of friends , but we were friends . We had a lot

3:17

of classes together . He graduated a

3:19

year ahead of me but yeah , so it's been kind of cool to

3:21

watch his rise and

3:23

that's amazing . Yeah

3:25

, and trust me , he was hilarious in high

3:27

school as well . The teachers weren't a big fan

3:29

, but he made class really interesting

3:31

.

3:33

Good for you , that's an awesome story .

3:35

So the reason that I asked you to join

3:38

was the work that you've been doing

3:40

around the concept of a life

3:42

brand , and when we were preparing

3:45

for this , we talked a little bit about how

3:47

that's not just important for everyone personally

3:50

and professionally , but how it also

3:52

shapes the perceptions of you as an enablement

3:54

professional or a leader . So

3:56

maybe we should start with helping everyone

3:59

understand what is a life brand , what

4:01

makes up the life brand ?

4:02

Great , let's take a couple of steps back and

4:04

say what's a personal brand , right ? Because

4:07

that's what everybody talks about , right

4:09

? So the classic definition

4:11

of a personal brand is that

4:13

we step out into the world usually it's

4:15

being social media these days and

4:18

we self promote in order

4:20

to push

4:22

our credibility , become one

4:25

know in a specific field . We want to

4:27

drive our career right . So usually the reasons

4:29

behind that are self-centered

4:31

we're doing it for us , right ? We want to make

4:34

sure we present ourselves to the world the right way

4:36

. So when we look at life brand , that

4:38

concept goes way beyond

4:40

just a personal brand . So think about it as

4:42

your digital fingerprint . So

4:44

that means any Amazon review you've

4:47

ever left , any like or love

4:49

, and all your private accounts right

4:51

. Any pictures or videos that you've ever

4:53

put out there , because

4:55

nothing is private these days , as we know and

4:58

that also includes anything that

5:00

might still hit your

5:03

digital fingerprint in the future . So

5:05

think back all the pictures that were taken

5:07

of us when we were teenagers Now , in

5:09

our case , probably paper photos , but

5:13

if we think about next generation , everything

5:16

is on an iPhone right now and things

5:18

happen when people are out and get drunk and

5:20

do things . So all of these pieces

5:22

are also potential future life

5:25

brand content

5:27

, right ? Or life brand pieces . So

5:30

the life brand goes way beyond just the personal branding

5:32

. When we think about controlling

5:34

our life brand , the focus really

5:36

shifts away from us and

5:38

the focus is on them . So

5:41

it comes down to what are we contributing

5:44

to the community that we're in , right

5:46

To the online communities that we're in ? What

5:48

value are we sharing ? What are we centering

5:50

our life brand around ? Like a specific

5:53

theme and a specific purpose

5:55

that represents ourselves but that also

5:57

allows us to give back . So the

5:59

whole purpose is control your life brand

6:01

and make sure it doesn't speak against your

6:04

purpose and your identity . And then also

6:06

, how do you use it to serve your community

6:08

? So the purpose really changes

6:10

between the person and the life branch .

6:13

More than once I've thought how grateful

6:15

I am that iPhones etc

6:17

. Didn't exist when I was

6:19

a teenager , even during my

6:21

uni years , right . But you

6:23

make an interesting point . I don't think people

6:26

, even maybe now that are in their early

6:28

20s , you know , in that time ring are really

6:30

thinking about this . But

6:33

you're right , it's things on the internet forever

6:35

. So how

6:37

does somebody I

6:39

want to talk about how they should leverage their life

6:41

brand professionally , but

6:44

maybe go a little deeper into is

6:46

there when they're curating this online

6:49

brand and their contribution to communities

6:51

? Should they be , should there be like a plan

6:53

, or they should be more organic

6:56

? How does that what's best ?

6:58

Great question . So there's

7:00

two pieces to life brand . One is how

7:02

you define your identity , right

7:05

, and that means you know who you

7:07

are and how do you want to represent yourself in

7:09

your online community . Like usually , I like to

7:11

summarize this down to three words that

7:13

describe you best , right ? And

7:16

then the second piece is your purpose . So , if

7:19

you just and that you know , there's obviously

7:21

some activities you can go through to make sure you find

7:23

your real purpose , and a purpose

7:25

could be your profession , right

7:28

? So that's how my life brand started

7:30

. It was centered around my profession

7:32

, which was , enablement . Your purpose

7:34

could be your passion . That is what I'm

7:36

doing now doing life brand education

7:39

, do a lot of work with , you know , women empowerment

7:42

, right . This is kind of the my passion

7:44

that drives me . This is also my

7:46

life brand . So mine is kind of twofold , but

7:49

it could also be , for example , a hobby that

7:51

you have , you know , maybe you are

7:53

into . You know you're 25 years

7:55

old and you're into makeup and that's what you want

7:57

to bread put your you know like you build your life brand

7:59

around . Or you have an interest in cars

8:02

, or in wine , or whatever it might

8:04

be . It could also be , you know

8:06

that you say , rather than just a hobby where you

8:08

spend your time and interest , something you want to get

8:11

good at . So I had a friend out

8:13

in Asia and she wanted to be

8:15

a baker . With zero skills

8:17

and she built her life brand around her

8:20

journey to become a baker , which was hysterical

8:22

. So there's many different

8:24

ways , how you can choose to set up your life , but

8:26

it's important to be very specific on your

8:28

purpose . What are you trying to accomplish

8:31

and what's the audience that you would

8:33

like to influence and that you would like to serve

8:35

with what you're giving back to your community

8:37

?

8:37

A neighbor of ours a few years back

8:39

decided to take that same journey of baker

8:42

and he got so into it he ended

8:44

up building a wood fired oven

8:46

, stone oven , in his backyard

8:48

so he could like really right , yeah

8:50

, I mean , he took it to a whole another level . That's

8:53

amazing . If you've done it once , you've done a good

8:55

job of this and I realize it's not a

8:57

one and done this is something you've got to constantly

8:59

be thinking about and be intentional about

9:01

. But how do you actually

9:03

leverage it ? Say , you've got a good base and

9:06

then what do you do with it ?

9:08

Yeah , it is

9:10

a lot of work , I'm not gonna lie

9:13

. So it comes down

9:15

to sharing

9:17

your experiences . Let's use

9:20

the profession right ? My life brand is centered

9:22

around my profession . It's an apron , right ? So

9:24

now it comes down to how am I serving

9:26

my community ? Right , and that

9:29

might be you know , in my particular case , that

9:31

I love to share . How do

9:33

we do an ablemented seismic ? What

9:35

are the things that we messed up throughout

9:37

the journey , like ? What are the things where

9:39

we're doing really well ? What are some tips

9:42

and tricks we can share with the community

9:44

that other people can use and take to build

9:46

their own practice ? And this could

9:48

look in many different ways , right ? Some folks

9:50

might say I'm only posting

9:52

on LinkedIn . Some folks might pick

9:55

a Instagram or a

9:57

TikTok . Obviously , these days there's

9:59

many different choices that you can make , but

10:01

you know , mostly for enablement , I would say a lot

10:03

of us live in the LinkedIn realm

10:06

, but it doesn't only have to be that . So

10:08

I encourage folks I mentor around

10:10

life branding to start writing articles

10:12

on LinkedIn . Right ? A very easy

10:15

way where you can share experiences

10:17

and knowledge and insights for people

10:19

to consume . We put together

10:21

last year a whole webinar series

10:24

with my whole team that everybody participated

10:26

in , where we said let us tell

10:29

you our strategy and give you all our

10:31

handouts and all our tactics

10:33

. And you know that was again done with

10:35

the purpose of serving

10:37

that community , to give back and

10:40

help them progress in their own enablement journey

10:42

. Or it could be what we're doing right

10:44

now , going on a podcast and speaking

10:46

about what you do right . So I think it comes

10:49

down to the maturity

10:51

of your life branch journey as well

10:53

. You know , if you're 25 years old and it's your first

10:55

time on LinkedIn , you're probably not going to go on a

10:57

podcast in the first five minutes , and that's

10:59

okay , you know . But there's still an opportunity

11:02

for you to share and give

11:04

back to folks that might be in

11:06

a similar situation . That you are right . So I think

11:08

it's never too early to

11:10

start sharing and serving the community through

11:13

your life branch .

11:15

So that brought an interesting question to my mind , and

11:17

that is it sounds like

11:19

you should come up with a plan , right

11:21

? So going back to your 25 year old example

11:23

okay , maybe not ready for a podcast now

11:26

, but how am I going to get there ? What am I

11:28

going to do to develop myself and

11:30

come up with enough contributions that I'm

11:32

an interesting guest for a podcast ? Perhaps

11:35

I'd like to speak at an enablement conference

11:37

. What am I going to do ? So any

11:39

advice for folks

11:41

on how do you create a plan like that ? How do you

11:43

make progress and track it

11:45

?

11:46

Yeah . So I think it's really the groundwork

11:48

starts with , like I said , the life brand definition

11:51

, right , identity and purpose

11:53

. I have a whole life brand launch kit

11:56

in my book generation brand for folks that

11:58

need a little support To

12:00

get there about . Once you have it it's

12:02

you know , the best way and that's

12:04

usually my recommendation when you're starting

12:06

is to share about three times a week right

12:09

now I know folks that are very motivated

12:11

and they go . I share every day . Wonderful

12:13

, right , if you have the time to do that . But

12:16

the consistency here is key

12:18

to give back because you also want to attract

12:20

people's attention , right . So , if you want to

12:22

get invited to speak somewhere or be

12:24

invited on a panel , on a podcast , people

12:27

need to see your name . Right

12:29

, and this is not just about you

12:31

posting , this is also about you

12:33

engaging with what your community

12:36

is posting , right . So

12:38

and again , that's that's a little bit of

12:40

time commitment as well right , to see what are

12:42

other people saying . Share your opinion

12:45

, you know . Share other people's posts

12:47

, right . That's also something that's very important

12:49

because it helps , you know , to expose

12:51

what they are saying , but also , vice versa , they

12:53

might do the same for you . So

12:55

usually I would say you know , you don't have

12:57

to have a built out social media

13:00

plan that automatically pushes your

13:02

content . I'm not a fan of that . Anyways , I

13:04

find that a little bit just an authentic over

13:06

interesting . Yeah

13:09

, I've tried it out in many different ways , especially

13:11

as I tried to build up , like my Instagram

13:13

and you know it's not

13:15

for me like I'm more the organic

13:18

poster rather than anything

13:20

else , and I think people feel

13:22

that as well . Like that , that authenticity

13:25

, like people can tell where it comes

13:27

from . Or if you have some auto post , generate

13:30

it , you know . So I

13:32

think that's that's something to it , like keep it

13:34

real , keep it light , but make sure

13:36

that consistency behind what you do and then

13:38

engage with other people's posts as well .

13:40

That makes sense . The authenticity I

13:42

think is always been important

13:44

, but I think now more

13:47

than ever , that's just what people are looking for . There's

13:49

just not a lot of patience for the kinds

13:52

of things that you're talking about . You

13:55

mentioned Instagram , linkedin , etc

13:57

. Do you have a recommendation

13:59

on whether someone should pick

14:02

the best and really focus on that so

14:04

they have a multi platform strategy , or

14:06

does it matter ?

14:09

I think it matters , especially if

14:12

you don't do this full time . You

14:14

know , and that's that's why I do , I have to do this on

14:16

the side , right ? So I have to spend time in the evening

14:18

or , you know , on the weekends . It

14:20

can be quite time consuming . So

14:22

I would say , depending on what you , what

14:24

purpose you base your life brand on , that

14:26

is how I would pick your platform . So

14:28

, if you go , hey , my life is

14:31

going to be my profession . Enablement , like

14:33

LinkedIn is your place to go . If

14:35

you say so , I'm working

14:37

with with somebody at

14:39

seismic at the moment and she's she's on a

14:41

very great journey towards

14:43

her life brand and it's more in the artistic

14:46

realm Right , where she wants to

14:48

start basing her life brand on . And

14:50

the right place to go with Instagram , with

14:52

that , it's going to be video pictures

14:54

right , that's the place to go . And

14:57

then , if you more into quick

15:00

snippet video advice

15:02

, like tick tock might be your place to go

15:04

, right . So I think it really comes down

15:06

to the type of content that you will be

15:08

sharing . Unless you do

15:10

this full time , I would not recommend that

15:12

you focus on two platforms at the same time

15:14

. Okay , right , it , and it's a lot

15:16

like it's a . It's very

15:18

hard to manage , so I would pick one , stick

15:21

with it and do it really well .

15:22

Great advice , thanks . How

15:25

can someone use their life brand to

15:27

build confidence and that might

15:29

be confidence in themselves , because

15:31

no one else is gonna have confidence in you

15:33

if you don't exude that self-confidence

15:35

. And you already talked a little bit about how

15:37

you build confidence that others have

15:39

in you based on your life

15:41

brand , but we talk

15:44

a little bit more about that .

15:45

Yeah , absolutely , and I think that's

15:47

specifically an important topic for

15:49

women as well . Right , because we know

15:51

, based on Research and studies

15:54

and you know , I've read a ton about it

15:56

that there's just a confidence gap

15:58

between men and women . Right , and this follows

16:00

women throughout their entire career , like

16:02

all the way until the end . They kid , it never

16:05

goes away . I wake up on days and go

16:07

, I make zero confidence today , I

16:09

suck and I go . Where does this come from ? So

16:12

the reason why life brand is super helpful

16:14

because you know you , as

16:16

you're giving back , you impacting

16:19

other people's lives , right , and I'm not saying

16:21

you need a hundred thousand followers to do that . You can

16:23

have a hundred followers to

16:25

do this , well , as long as your

16:27

voice reaches one person and

16:30

Whenever I hear back from somebody

16:32

. So I give you like an example . I put out an Instagram

16:35

reel on how to negotiate your

16:37

salary , right , and I had a young

16:39

lady from Russia

16:41

messaged me like private message me

16:44

and say , hey , I used to your tips

16:46

and tricks , like and it worked , and I'm so

16:48

amazed . And she sent me this whole , this

16:50

whole thing and

16:52

that kind of hit me on a day where I was , like

16:54

, you know , not Feeling my

16:56

best here today , but the confidence

16:58

boost that that gave me , that what I

17:00

had to say helped somebody

17:03

make a change in their life . That

17:06

is absolutely Incredible and

17:08

the for me this comes . It's building

17:10

confidence through serving others . That's

17:12

what it is . That's what it comes down to

17:14

. You know , confidence

17:16

might be a little bit in our DNA . Like I

17:19

read it , I believe it , but I think

17:21

there's a lot of external factors that impact

17:23

our confidence . And Seeing

17:25

that how we serve is impacting other

17:27

people's lives is the huge

17:30

confidence boost . And the

17:32

interesting thing was actually that there is a study

17:34

out and I referenced in my book as well

17:37

that , you

17:39

know , women actually feel more

17:41

confident serving , and

17:45

serving even through self-promotion

17:47

. Right , because sometimes it could be at the same time

17:49

. You can self promote while you still serving

17:51

your community at the same time . Doing

17:53

it with this mindset Makes things

17:56

for us much easier , right , and self-promoting

17:58

is also a confidence booster . It's

18:00

very important for us to do that . Women also

18:02

hold back and don't want to do it just

18:04

because they fear social consequences Somebody's

18:07

not gonna like me , I'm gonna be a brown-nose

18:09

or Whatever . It might be that

18:11

we might get hit with right ? So I

18:13

think those are two important components . They're serving

18:16

and then also using your life branch to self

18:18

promote , to put confidence that way I Love

18:21

that concept of building confidence

18:23

through serving others .

18:25

I don't know if that's something that gets

18:27

talked about often enough because

18:30

, again , you know , we all see

18:32

, you know folks that are building their brand

18:34

through just , really

18:36

, just in your face , kind of self promotion , and

18:39

Whereas what you're talking about

18:41

not only is more authentic

18:43

but it really is building up

18:45

the community , whatever the community is that

18:48

you're serving . And I'm

18:50

pretty sure that at least some of our listeners

18:52

right now are a little surprised to hear

18:54

that you have days With

18:56

your successful track record , with

18:58

the work that you're doing , that you have

19:00

days where you're not feeling it and you're questioning

19:03

yourself . So thank

19:05

you for sharing that , because , again

19:07

, I'm sure we have some listed like like , wow , okay

19:09

, I have those days too , and so

19:13

now I kind of have some ideas to cope with

19:15

it With . With

19:17

Good that you . Going back to what you said

19:19

earlier , where you know we start cleaning this digital footprint

19:21

from the moment our parents

19:24

probably post , you know , birth pictures . Holding

19:26

you in the hot holding is in the hospital , right ? How

19:29

should those , how should we be thinking about

19:31

when we have children , those that have children

19:33

, protecting their life brand

19:36

? Because , again , that's that's , I

19:38

don't know , people start thinking about that soon

19:40

enough .

19:42

That's a very interesting question and I had a

19:44

lot of the kids with parents on

19:46

this topic , so I give you my opinion

19:48

right and you're right . So

19:51

your digital fingerprint starts

19:53

with the first picture that your parents

19:55

put about you on the internet . That's

19:57

it right and we have no

19:59

say in the matter now . Is

20:02

this gonna matter a negatively impact our

20:04

life later on if there's a few baby

20:06

and toddler pictures floating around the internet

20:08

? Probably not right

20:10

. I'm talking about the pictures that lead to

20:13

cancel culture . That means we're never gonna

20:15

get a job again or we're getting kicked

20:17

out of school or like . Those

20:19

are obviously the ones where the problem Come in . So

20:21

do I think it's bad to post a picture about

20:23

your kids ? No , do I think it's

20:25

the right thing to ask for their

20:27

permission when they are able to give

20:29

it ? Yeah , I think that is . That is

20:32

a rightful conversation to have and

20:34

you know , some kids might not know yet

20:36

what this means , obviously , but I think that's

20:38

the moment where life-brand education

20:40

starts , right , cuz , let's face it , you

20:43

know , my mother always said to me like don't

20:45

put anything on the internet , like , and

20:48

I , when this started for me , I didn't

20:50

care what she had to say , and I was in that

20:52

that's a fair point yeah . I did not

20:54

care . So if I was 16 today

20:57

, knowing what's going on and I get

20:59

how people on social media and all the stuff that's

21:01

happening Like if my mother said

21:03

this to me , I wouldn't have a care in the world

21:05

what she has to say . So I

21:08

think doing the education

21:10

early on the impact this can have

21:12

on life , on career , on

21:14

, you know , anything that's anything

21:16

that might hit you in life , is super

21:19

important to have this like at the teenage

21:21

age . You know , and this doesn't mean they

21:23

couldn't be posting online , it just means

21:25

do it accordingly to the

21:27

identity that you want to portray and

21:30

pick a purpose right and make sure with whatever

21:32

you post , it doesn't speak against it . So I think

21:34

that's one and two is the whole

21:37

. You know everybody has a phone these

21:39

days , right , if you're in a room with somebody

21:41

, there is a telephone . That's just reality

21:44

. So being aware that at any

21:46

point in time you can be recorded , somebody can take

21:48

a picture of you , somebody can take a video . I mean

21:50

, there's enough in the , in the newspapers

21:52

, where we've seen this happen and people got kicked out

21:55

of school for right . Or you know

21:57

, it got put on Twitter and got shared 10

21:59

million times . So I think it's having

22:01

that awareness be surrounded with people

22:03

you trust , you know , and don't

22:06

get hammered at a party with 200

22:08

people and you know what you're doing anymore , because that

22:10

those are the situations when things happen you

22:13

know which , just

22:15

personal commentary .

22:16

That's kind of sad but

22:19

it is . It is what it is right . Deal with

22:21

reality , not what you wish sometimes . Yeah

22:23

.

22:23

I .

22:25

Like to for probably a bit of time to go in depth

22:27

on one more question , so I want to give it a little bit

22:29

. Let's go back to enablement

22:31

. So for a long time , a lot

22:33

of us have taught our sellers and

22:36

and CSM's are the , the communities

22:38

that we enable and support how to

22:40

use social for selling

22:42

, for , you know , building a brand

22:45

that is customer-centric and so it's interesting

22:47

to them . The

22:49

concept of life brand really takes that to

22:51

another level . So

22:54

what , if anything

22:56

, should enable men , leaders

22:58

and practitioners be thinking about

23:00

to help the sales reps and the others

23:02

that they support this be something that's

23:04

part of enablement .

23:06

That's a great question . I think partly

23:08

it could be . It probably be a marketing

23:11

slash enablement project . I

23:13

would say I think the key

23:15

here is with sellers . If they Built

23:18

their life brand right and they structure it

23:20

around their profession right and they're putting valuable

23:22

content out there , not spamming

23:25

people or you know Valuable content

23:28

where people go , oh , great , I learned something today

23:30

from this person that ultimately

23:32

Positions them as consultants

23:35

right , like as knowledgeable in the

23:37

community . It probably helps them to get referrals

23:40

right where people go . This person knows what they're talking

23:42

about . You know , in our case , our

23:44

sellers , when they post about enablement

23:46

, that should obviously speak to people

23:49

like myself out there , right , because they go . Great

23:51

, here's something I can learn something about enablement

23:53

from a seller . How amazing is that ? So

23:55

I think the power is . The

23:58

power is really big and making

24:00

sure that you give people the tools to

24:02

do it right . Right , so there's a way around

24:05

feeding sellers also content

24:07

that they can use and post and make their own

24:09

right . So , like you know , not everybody is

24:11

familiar with how to drive a good

24:13

social media strategy . So I think that's the

24:15

support we can give as enablement , you

24:17

know , and marketing folks combined

24:19

, and then I think there's something

24:21

to be said about when the company

24:24

Itselves , like , promotes

24:26

their people's life brands across across

24:28

the board right , not just sellers , but really everybody

24:31

who's out there like that's

24:33

global brand marketing for them as

24:35

well . Right , if I go out , then I

24:37

have a strong life brand and I work

24:39

in seismic is right , that's , that's

24:42

amazing promotion for any company

24:44

. You know , there's a huge opportunity there when

24:46

, when organizations generally promote

24:48

their people's life's brands , you know they

24:51

, they can turn into influencers , right

24:53

, they can . You know they out there they're sharing the word

24:56

and they do it , but at the same time

24:58

while they're employed at that particular company , right , so

25:00

there's a , there's a big power behind

25:02

that . That I think sometimes is not

25:04

realized enough , you know .

25:06

But organizations , I'm

25:08

sure there's people sitting there listening

25:11

right now or thinking , wow , never

25:13

thought about this before . Maybe

25:15

they even feel like they're kind of behind the

25:17

curve on this . So

25:19

there are a couple of first

25:21

steps that you recommend for

25:23

people to start Getting

25:26

aligned and creating that life brand , regardless

25:28

of where they are in their career .

25:30

Yeah , it's never too late . You can . You

25:32

can start controlling your life brand in your in your 50s

25:34

and your 60s it's ? You know ? I talked to my

25:36

dad about it . He's in his 70s , right ? So

25:39

it's never too late . I would say

25:41

the best place to start is just to realize

25:43

what your life brand actually is

25:45

. Okay , how big is it right ? So I've

25:47

done this with mine . When I started this whole

25:50

journey and I did- a rough

25:52

calculation across the board . You know

25:54

how many accounts do they have ? How often did I pose

25:56

, how often did I like and love ? And

25:59

I had roughly already

26:01

over 50,000 Footprints

26:04

out that or fingerprints out that that I have left

26:06

, and I'd happily

26:08

use social media that would be

26:10

. So that's shocking . So I think getting

26:13

an understanding what you put out there , what

26:15

your interactions are and what

26:17

could impact your life brand , I think that's a very first

26:19

important step . So it's just the , it's

26:21

the awareness what is my life

26:23

brand , what does it do and where

26:26

do I currently stand in that regard ? And

26:28

then I think step two is really sitting down

26:31

and defining hey , this is my identity

26:33

, this is what I stand for . Pick your

26:35

life brand purpose and then

26:37

pick up basically the channel that you want to focus

26:39

on , and then you're pretty much good to go . This

26:42

doesn't have to be a huge lift that you learn

26:44

as you go . It's with anything else , it's learning

26:46

by doing as well as you start the journey

26:48

.

26:48

So , before we let you go , want

26:51

to give you a chance to maybe drop one

26:53

additional piece of knowledge on everyone that

26:55

may or may not have anything to do with enablement

26:58

. So you've been given the gift of time

27:00

travel , but there's only one restriction you

27:03

can go back and coach young

27:05

arena , but only on one

27:07

thing . What is that ? One thing you

27:09

really wish you'd understood better , earlier

27:12

.

27:13

Wow besides the whole life-friend topic , obviously

27:15

, that we just talked about for the last 20 minutes Um

27:18

, I think I would tell myself how

27:20

important it is to be patient

27:23

Patient in life

27:25

and also a patient in

27:27

business , patient at work . You

27:31

know , I've I'm sure a lot of people can

27:33

identify with that right , we often

27:35

want things Very quickly

27:37

and we're ambitious and we want things to

27:39

happen . And it's the same in life right

27:41

in life and in work and

27:44

I feel that piece of patience

27:46

, sometimes just sitting back and Let

27:49

life happen a little bit , is

27:51

something I struggled with my whole life

27:53

. You know , like wanting the things when

27:55

you want them . That's that's often how it

27:57

rolls for us . But really having

27:59

that patience and sometimes just letting

28:01

a little bit of time go by

28:03

until the timing is just right

28:06

, I think that's something

28:08

that would have served me very well in

28:10

my younger years , if , if somebody

28:13

had told me that a little bit

28:15

earlier . You know , life is happening

28:17

for us , life is not happening

28:19

to us right and often that's

28:22

sometimes the mindset that we're in . So , um

28:24

, once you change that , the patient

28:27

comes with itself . So I think that

28:29

that'd be my piece of advice .

28:31

That's really powerful . Life isn't

28:33

something that happens to us , and

28:35

I think it's very easy to get caught on me , especially right

28:37

now . We've got the economy and it's just so so

28:39

much uncertainty in the world and

28:42

and and I think that's a message of hope to people

28:44

that you actually can , to a degree

28:46

, you know , take control and

28:48

be proactive in your life

28:50

and your choices . Well , thank you for that and

28:53

thank you so much for spending

28:55

this last 25 minutes with

28:57

us . It's I've

28:59

learned a lot . I'm sure we're gonna get a lot of great feedback

29:01

from the audience , so appreciate your time . Thank

29:04

you for having me and thank you to everyone

29:06

else who's listening for investing your time

29:08

with us as well . Stay safe for the next

29:10

two weeks , and then we'll be back with another

29:13

new episode .

29:13

Thanks for joining this episode of stories

29:15

from the trenches . For more sales enablement

29:18

resources , be sure to join the sales enablement

29:20

society at s e society

29:22

org . That's s e s

29:24

o c I e t y dot

29:27

org .