Noob School

In this episode of the Noob School podcast, John Sterling is joined by his old friend and colleague, currently the Director of Partner Sales at Appian Corporation, Greg Gardner. The duo talk about their good ol’ days at DataStreams, and what Greg has been up to since he left the company. What follows is a veritable masterclass on choosing what sales job you want to do, and several tips on how to get that job too. 

HIGHLIGHTS

• Making it easier for organizations to build unique apps fast with Appian
• Winners look at the chaos and create order out of it
• A look back at John and Greg's early days at DataStream
• The value of recording and listening to your own calls 
• The power of storytelling in sales 
• Look for companies that you want to work for
• Understand yourself and the way you do your best work 
• Work with people who compliment your unique gifts and skills 
• What does your best day look like?
• Developing curiosity and knowing how to ask good questions 
• Where music and sales meet 

QUOTES

Greg on always looking for ways to make things work: "There's always an opportunity. There's an opportunity within the business to make it better. There's an opportunity for individual people to take a step up during these times. When something unplanned hits, you always have an opportunity to step in somewhere."

Why you need to learn storytelling in sales, says Greg: "In my opinion, I think one of the key things that a noob can do is learn stories. Be able to recite them. You could actually wake up at 3 am and recite five stories for different verticals, different industries or what have you. I would've spent all my time doing that instead of worrying about whether I was gonna know the answer to some technical question."

Greg's tip on deciding the company and kind of sales job you like doing:  "Sometimes you need to not think of it in terms of I want to work for this company or this industry and I want to be in this position. Think about, okay, what do your best days look like? When you really feel like you're engaged and living life to the fullest, what does that look like? Do you enjoy being around people, or do you enjoy more, working in solitude, like a programmer or something like that?"

Connect with Greg by visiting the link below: 

• LinkedIn: https://www.linkedin.com/in/gregorydgardner/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling talks about showing up to a client meeting like you really want to get their business. Be enthusiastic, go the extra mile, and show them that you really want to earn the right to solve their problem. All things being equal between you and your competition, the winner is the one who wants the gig more. 

HIGHLIGHTS

• The winner is the guy who wants it more 
• That time Bill Walton eclipsed Magic Johnson 
• Be the one who goes the extra mile 

QUOTES

John on how you can earn a client's business: "If it's a jump ball, and you're trying to get the business -- working a little bit harder and showing some genuine enthusiasm for what the prospect's problem is will more likely than not, get you the business. So don't forget, you've got to show that you want it.”

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling talks to Todd and Brooks Taylor from Trident Digital about the exciting opportunities available in the cryptocurrency space. As people with very strong finance backgrounds, Todd and Brooks come with significant experience, and provide value to investors through their ability to identify, diligence, and access superior investment opportunities. Make sure to tune in until the end to learn how you can apply for a job with Trident Digital. 

HIGHLIGHTS

• Don't stay in one job your whole life
• In some ways, joining big companies can be riskier than small ones 
• Look for a job that you truly enjoy, even if it's from a small company
• Not all good ideas need to be unique, you just have to execute better
• From newsletters and print media to blockchain financing 
• Getting into Blockchain financing and the opportunities in the space
• The ups and downs of working with cryptocurrency 
• What it takes to get hired as a seller for Trident Digital

QUOTES

Todd on the risk of joining a big company straight out of college: "People misunderstood risk. I think one of the riskiest things in the world is to join a big company of which you're never going to or very rarely climb the ranks to the CEO of a Fortune 100 company. And then those folks have to make decisions on teams that they've never met, on macroeconomic movements that you can't control."

Brooks on why they started Trident Digital:  A lot of people can recognize the promise of the technology. But there's also so much noise around it, and there's a lot of fluff particularly in the up markets. So we thought we could help cut through the noise. And really what we're adding is we're gaining access to opportunities, diligence them, and then we're just... people know they can trust us and are investing with us."

How Trident Digital is providing value in the crypto space, says Todd: "The technology is growing, there's a huge opportunity to ride this technological growth but number one, invest with people that have a track record in integrity matters. We think we know that we check that box. Second is access. That was something that I had hoped we could deliver upon. Our other partner Festus Turlington who's out doing access things today which really creates values."

Follow Todd and Brook’s work with Trident Digital through the links below: 

• Website: https://www.trident.digital/
• LinkedIn (Todd Taylor): https://www.linkedin.com/in/todd-taylor1/ 
• LinkedIn (Brooks Taylor): https://www.linkedin.com/in/brooks-taylor-140932a1/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, technology entrepreneur John Harrison gives hiring managers tips for choosing the right people, and for job applicants, things to do to nail their job interviews. Scott also talks about his new company, Next Founders’ Fund, which provides support for entrepreneurs looking to fund their vision. 

HIGHLIGHTS

• Bring data to show your accomplishments and track record 
• Be prepared and know who you're talking to 
• You want to have just the right amount of flair 
• Be comfortable with talking to older people
• Prioritize process over personality
• Use everything that you can to make your resume stand out 
• What the ideal candidate looks like 
• You need customers to be a ‘real’ company
• Introducing the Next Founder’s Fund

QUOTES

Scott's thoughts on applicants that come unprepared: "I'm always amazed even with today, of the vast amount [of] information that's available on the internet, clickety-click-boom, that people will show up and still be unprepared and not have the ammunition ahead of time."

Scott on why you should choose attitude over aptitude, if you can only choose one: "You can skill somebody up. You can put them to training, you can invest in them. But it's really difficult to change attitude."

The ideal sales candidate, according to Scott: "Somebody that can go the distance, that can come in and will sit there and make the calls and do the deals at this level, and can hire and grow and keep going."

Follow Scott through the link below: 

• LinkedIn: https://www.linkedin.com/in/scottmillwood/
• LinkedIn (NEXT Upstate): https://www.linkedin.com/company/next-upstate/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling talks to fellow The Citadel Alumnus, John Harrision. John and John talk about how you can ace any job interview, coming from a manager’s perspective. Their advice includes doing the easy stuff well, being well-prepared, and maximizing your personal network to get the interview. And no matter what you do, never ever be late. 

HIGHLIGHTS

• Be vulnerable, be yourself in job interviews
• Most managers don't get interview training 
• It always helps to be prepared for an interview
• The most successful people are the ones who deliver under pressure
• Do all the obvious and easy stuff well 
• If you're well prepared, you won't be too nervous 
• Use your personal network to gain an entry point
• Mistakes that can get you disqualified for a job interview 
• Everyone should have an elevator pitch ready to go

QUOTES

John H. on earning your interview skills through trial and error: "It's something you learn over time by making mistakes. But you also learn when you hire the right person."

John H. on coming prepared for a job interview: "The most important thing that I look for is preparation. When someone comes into an interview, they may not be the most skilled of the applicants. But you can always be the most prepared. You come in with the list of questions that you've put together based on what you know about the opportunity. You know who I am. You know my background. It's easy to get on LinkedIn."

John H. on using your personal network to find a job: "If you get a job where someone has gone to bat for you and been a reference for you, and then your entry point into that company, they have a vested interest in your success. If you go apply for everything on Indeed and LinkedIn and every other site out there where you can apply for jobs, you might get a job. But most of the time, it's going to be absent of that person that truly has a vested interest in you being successful."

Follow John through the link below: 

• LinkedIn: https://www.linkedin.com/in/johngharrison/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling’s son, Jack Sterling comes back to discuss why or why not getting a Master in Business Administration is the right track for you. Jack, who himself got his MBA after getting out of the Navy talks about the benefits of securing the degree, and also talks about when it might not be worth it. 

HIGHLIGHTS

• When an MBA might be worth it 
• It's best to start a small business while studying   
• The two businesses that Jack started during his MBA years
• When an MBA might NOT be worth it
• Have a good reason to get an MBA 

QUOTES

John on why an MBA can be worth getting for veterans: "Coming out of the military, they certainly didn't teach you business. They taught you a lot of other things but not business. So great to get a primer on business, I would think."

Jack on the ideal business to run while studying for an MBA: "It doesn't have to be the big, all or nothing hairy idea like you talked about. It can be something small that just makes a little bit of money and you just keep adding on to it."

When an MBA might not make sense, says Jack: "It's not gonna be the end-all, be-all whether you do or don't do an MBA. If you're one to start a business and be entrepreneurial, [an] MBA is probably not the right track for you. Unless it's something like Clemson's MBA Entrepreneurship track."

Follow Jack through the link below: 

• LinkedIn: https://www.linkedin.com/in/jacksterling/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling and his son and business partner Jack Sterling talk about their new initiative. Through the SkillBridge program, they will provide training and support to outgoing military personnel to help them secure a career in cybersecurity software sales. John and Jack, themselves former servicemen, talk about their goals for the program, and share the benefits of working for yourself instead of being someone else’s employee. 

HIGHLIGHTS

• Helping military veterans get a career in cybersecurity sales  
• Jack and John's goals for the program 
• The beauty of working for yourself and being your own boss
• Why Jack left the military 

QUOTES

John describes their new sales initiative: "The program is called SkillBridge, and they continue to get paid by the government while they're in this training program. And our goal is to get them placed in a sales job that matches up with what they want to do."

Jack talks about his goals for the program: "What we're doing here is really trying to take a small subset of people that are maybe entrepreneurial-minded and interested in sales and cybersecurity and want to maybe work for themself as opposed to being an employee of somebody else." 

Follow Jack through the link below: 

• LinkedIn: https://www.linkedin.com/in/jacksterling/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John Sterling talks about six things that you can do to ensure a successful sales career. From taking care of your health to always writing things down, John’s advice is sound, practical, and deceptively simple. Ultimately, they focus on the things that you can do now so that you can see results fast. Take these six tips to heart, and sooner than later, you’ll be reaping the fruits of your own labor. 

HIGHLIGHTS

• You need to get healthy to succeed in sales 
• Stop chasing the elusive 'more' without a specific goal 
• Work on your craft everyday
• Prospect for at least an hour a day
• Make the calls 
• Always have a written checklist with you

QUOTES

Why you have to be healthy to be successful in sales, says John: "I have managed over a hundred salespeople, and anyone who is kind of out of shape or not taking care of themselves, they just don't last. They can't sustain what you have to do everyday to be consistent and to have results year after year."

John on working on your craft everyday: "In sales, believe me, I have seen so many salespeople that actually did fine. They did good. But how good could they do if they really took it seriously and said, 'I'm gonna devote an hour a day to my craft. Studying, practicing, working with a colleague, trying to make my skills better so I'm ready to be the best salesperson I can be.'"

John on why you need to be making calls: "Your job is to constantly be talking to somebody about trying to find where the opportunities are. And if you're just looking at your computer, they're not gonna be coming to you."

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, our host John Sterling talks about the lesson he learned from Groundhog Day (1993), one of his favorite films. John talks about making little but constant improvements on yourself everyday, until you become the more interesting and well-rounded person that you want to be. 

HIGHLIGHTS

• John's favorite movie of all time: Groundhog Day
• Make a little improvement on yourself everyday

QUOTES

• John's takeaway from his favorite movie, Groundhog Day: "Everyday is not going to be the exact same like it was on Groundhog Day, but everyday is just another day where you can add to your skill set, try to improve your attitude, try to maybe a little healthier, a little bit friendlier, a little bit more strategic."

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/

In this episode of the Noob School podcast, John’s brother Jack Sterling comes back to talk about his journey from the Navy Seals to sales. Jack recounts the discomfort that he experienced during his first attempts at selling, the mentors who helped him along the way, and the skills he acquired to find success in the field. Now an entrepreneur, Jack recognizes the necessity of knowing how to sell in starting a business, even if you’ll be hiring sellers down the road. 

HIGHLIGHTS

• 'Uncomfortable' transition from the Navy Seals to sales 
• All founders need to be good with sales 
• No such thing as the "right" path to success 
• A blueprint for success is helpful, but not essential 

QUOTES

Jack on why all founders need to be adept sellers: "It doesn't matter what the business is. When you start something, if you're the founder, you have to be good at sales. Like Facebook. Zuckerberg. He had to sell that to some people at some point, right? To get people to buy in, to get some momentum and start gaining customers."

Jack's opinion on what would have made learning sales a little easier for him: "I had a lot of leash. I was just there, just freewheeling on my own. And I appreciated it and I still do. But I think if I had a little bit more marching orders and a little bit less free time to do whatever I wanted with, I think I would have been a little more [successful] early on."

Connect with Jack and his work through the link below: 

• LinkedIn: https://www.linkedin.com/in/jacksterling/

Connect with Noob School and John by visiting the following links:

• LinkedIn: https://www.linkedin.com/in/johnsterling1/
• Facebook: https://www.facebook.com/johnsterlingsales
• Instagram: https://www.instagram.com/johnsterling_/
• Twitter: https://twitter.com/johnsterling_
• TikTok: https://twitter.com/johnsterling_
• Website: http://salestrainingfornoobs.com/