S2E2: Rory Vaden: Managing Time and Reputation in Sales
This episode of the Revenue Harvest Podcast features Rory Vaden, Co-Founder of Brand Builders Group and bestselling author of Take the Stairs. Managing time is a misnomer as the only thing anyone can really manage is their own self.
To truly multiply your time, you must choose the activities you do today that will lead to more time tomorrow. Rory discusses some mental prisons of our own construction which include procrastination techniques that can cleverly look like productivity. Listen now>>
Show notes:
I think in all things sales and marketing, clear is greater than clever. And everything that we should do in sales and marketing is about reducing the resistance, reducing the friction that somebody has to pass through in order to make a decision.
You can't manage time. It's the stupidest term we use. You cannot manage time. Time ticks on whether you like it or not. You can't pause it. You can't fast-forward it, you can't rewind it. There is no such thing as time management, there is only self-managing. You manage yourself.
The way you multiply time is giving yourself the emotional permission to spend time on things today that create more time tomorrow.
The classic dilemma that every entrepreneur faces is, should I sell a customer now, or should I spend my time recruiting and training a sales person who can sell tomorrow and who can then recruit and train other salespeople to sell tomorrow? So there's not a right answer. It's not that one is better than the other. They are both necessary at different times in the business life cycle.
If you can help your people build a personal brand, what you're doing is adding trust to your organization. It means you can sell faster. You can sell at higher prices. You can recruit better people.
Everybody thinks their situation is unique and that's why they're so busy. The truth is that your entire life was created by you either directly or indirectly. Everything that shows up on your calendar was allowed to be put there by you.
Almost every limit we bump up against in life is a mental prison of our own construction. We think that we are somehow the helpless victim of circumstances forced upon us by the external world. It is not true whatsoever. We live in a world where your life is allowed by you. You are the reason you have the problem. You are the one who sets up every choice that you make.
We delay our most significant tasks in the day because we allow ourselves to constantly be interrupted by whatever is latest and louder. We allow ourselves to check email and respond to the email at the top of the inbox. We constantly, and frantically check our text messages and we're pulled in different directions. We are responsive to what's happening - we're reactive instead of proactive. And we carve out no time to do the significant things.
Links mentioned in this episode:
About Rory
Rory Vaden is the New York Times bestselling author of Take the Stairs. His insights on helping people to build their influence have been featured in the Wall St. Journal, Forbes, CNN, Entrepreneur, Inc, and several other major media outlets. As a Hall Of Fame speaker, His Tedx talk on "How to Multiply Time" has been viewed 3 million times. His company Brand Builders Group helps people to build and monetize their personal brand.