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The President Of Walmart Plus Kelloggs Carlos Gutierrez Releases Sheer Will · Arroe Collins Like It's Live

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  Speaker 1: It's nothing but a bunch of interaction fun. Arrow.net, A-R-R-O-E.net.
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  Speaker 1: I can't thank you enough for this book. This book
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  Speaker 1: is such an eye opener and it really doesn't make
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  Speaker 1: me look like such a fool when I can put
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  Speaker 1: this in front of people saying, see, I'm not being weird.
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  Speaker 1: This guy really is talking what the street should be doing.
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  Speaker 1: And you're really activating some words here, sir.
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  Speaker 2: No, I appreciate that. I appreciate it. As they say,
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  Speaker 2: what makes you weird when you're young makes you interesting
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  Speaker 2: when you're older. And that's a little bit of ADHD.
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  Speaker 1: Now, I'm glad that you brought it up right there, ADHD.
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  Speaker 1: Did you see that as a source of energy? Because
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  Speaker 1: I will sit there and look at challenges and go, okay,
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  Speaker 1: where is my fuel in this and how can I
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  Speaker 1: turn it into a positive?
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  Speaker 2: Yeah, I think that's it, the positive. The first thing
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  Speaker 2: that comes out of ADHD are the negative quirks, disorganization, forgetfulness, impulsiveness.
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  Speaker 2: But once I was diagnosed, I was able to go
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  Speaker 2: back and see where the positive sides of ADHD helped me.
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  Speaker 2: The hyperfocus, the interpersonal intuition. So that's what makes getting
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  Speaker 2: diagnosed so important. You know what it is and you
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  Speaker 2: know what you do really well, what you can do
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  Speaker 2: really well and what you have to watch out for.
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  Speaker 2: So it was a it was a great, great process
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  Speaker 2: for me.
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  Speaker 1: One of the things that you talk about and I
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  Speaker 1: find very inspiring, the lucky ones have the opportunity to
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  Speaker 1: start again. I don't mind starting again, but let's let's
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  Speaker 1: make sure that we learn from the last time we
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  Speaker 1: kind of stumbled.
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  Speaker 2: Yeah, that's right. The you know, that was he said
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  Speaker 2: that after Cuba. After after leaving Cuba and it turned
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  Speaker 2: out that the lucky ones were the ones who left,
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  Speaker 2: because as we're hearing today and life in Cuba has
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  Speaker 2: been very, very tough under communism. And those folks went
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  Speaker 2: to Miami and a lot of them rebuilt Miami. They
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  Speaker 2: built Miami. It's a great example of of starting over
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  Speaker 2: again and having the will to just stick it out.
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  Speaker 2: And many, many families have rebuilt what they had in Cuba,
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  Speaker 2: were able to do that. But the fact that he
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  Speaker 2: tried so much and never gave up and he had
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  Speaker 2: the skills, but things didn't go his way. That was
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  Speaker 2: an interesting lesson because my idol was not a rich man,
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  Speaker 2: you know. And so, you know, greatness doesn't have to
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  Speaker 2: come with money.
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  Speaker 1: Boy, you're right about that. My neighbor, his name is Leo,
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  Speaker 1: and he travels around the world. He is from Cuba.
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  Speaker 1: He's very proud that he's from Cuba. His family, he
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  Speaker 1: goes back to visit them all the time. But he
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  Speaker 1: travels the world and educates people on how to better
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  Speaker 1: understand AI technology as well as computer use. You're so right.
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  Speaker 1: There's an energy there that is still just, oh my God,
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  Speaker 1: around the planet.
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  Speaker 2: Yeah, that's right. When people leave, say, a place like
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  Speaker 2: communist Cuba, and they come from the U.S., the freedoms
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  Speaker 2: Not only are you expected to look out for yourself,
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  Speaker 2: you're encouraged. This is the only country in the world,
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  Speaker 2: I think, where if you call someone ambitious, it is
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  Speaker 2: high praise. And so people come to the U.S. with ambition.
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  Speaker 2: I don't think I would have been able to do
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  Speaker 2: what I did in another country. It's just not the
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  Speaker 2: way things work. People don't have that type of opportunity.
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  Speaker 1: Now, when you call yourself the most unlikely leader in
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  Speaker 1: history to be in a U.S. cabinet, Why do I
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  Speaker 1: find that so inspiring? Because that to me says that
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  Speaker 1: you're humble, you're approachable, you're somebody that we can have
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  Speaker 1: a real honest to God conversation with, and you actually listen.
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  Speaker 2: Yeah, well, thank you. That's where I credit President Bush.
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  Speaker 2: I don't know why he picked me. He plucked me
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  Speaker 2: out of Battle Creek, Michigan. I wasn't really that involved
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  Speaker 2: in politics, but he wanted me on his team. what
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  Speaker 2: he liked, I believe, is my bilingual nature. I speak Spanish,
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  Speaker 2: speak English, bicultural. We were doing a lot of free
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  Speaker 2: trade deals in Latin America. So it all fit in.
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  Speaker 2: But it was, you know, it was the greatest thing
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  Speaker 2: that ever happened to me. It was the greatest job
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  Speaker 2: I ever had in my life.
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  Speaker 1: Please do not move. There's more with Carlos Gutierrez coming
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  Speaker 1: up next. The name of the book, Sheer Will. We
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  Speaker 1: are back with Carlos Gutierrez in studying the book. And
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  Speaker 1: I really do. I don't read a book. I study it.
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  Speaker 1: I rip it apart. I've got yellow highlighters and you've
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  Speaker 1: got so much information in here. One of the things
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  Speaker 1: that I wanted to cover is the fact that I
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  Speaker 1: love the way that the client really does have a
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  Speaker 1: story and that you, even with Kellogg, you did not
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  Speaker 1: take your eye off that client. I love clients because
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  Speaker 1: they are where we should be growing.
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  Speaker 2: Absolutely. Absolutely. You know, I have a story there about, uh, Walmart,
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  Speaker 2: when I became president of the company, we had a
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  Speaker 2: terrible problem with Walmart. We just weren't delivering. We weren't
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  Speaker 2: achieving service to their standards. And I just said, I'm
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  Speaker 2: going to be the Walmart account executive. But look, there's
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  Speaker 2: nothing that will replace the value of customers. Right. And again,
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  Speaker 2: that's another connection. That's another connection. It's not it's another
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  Speaker 2: human relationship, customer to buyer. You know, it's people. It
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  Speaker 2: is always about people.
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  Speaker 1: Well, see, I totally get that, because when I would
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  Speaker 1: sit inside the iHeartRadio studio and the sales reps would
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  Speaker 1: come in. the first thing I would do is I
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  Speaker 1: would start asking questions about who was buying the advertising.
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  Speaker 1: What kind of car do they have? Where do you
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  Speaker 1: think they shop at? Because it gave me a full
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  Speaker 1: view of where I could take that writing as well
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  Speaker 1: as producing that commercial. Yeah.
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  Speaker 2: And I bet your people in sales love that. They did.
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  Speaker 2: The fact that you are interested in what they're going
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  Speaker 2: through and their issues and the challenges and It's a,
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  Speaker 2: that's a wonderful management technique. Not only did you learn
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  Speaker 2: from them, but you also made them feel special and important.
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  Speaker 2: So boy, that's great.
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  Speaker 1: Yeah. But what do you do in those situations, sir?
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  Speaker 1: When they look at you, the client, they say, I've
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  Speaker 1: got 3000 bucks to spend. If this doesn't work, I'm
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  Speaker 1: firing somebody. All of a sudden the pressure was on
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  Speaker 1: me and I'm going, we're going to work a relationship
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  Speaker 1: because I want you back here to spend $ 40, 000 in
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  Speaker 1: three months.
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  Speaker 2: Yeah, that's it. You know, in the consumer business, we
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  Speaker 2: are in trial and repeat. You want people to be
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  Speaker 2: there for you all the time. And business is not
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  Speaker 2: about one transaction. And, you know, some salespeople fall into
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  Speaker 2: that pressure, fall into that problem. You're on commission. You
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  Speaker 2: want to sell. You're not thinking of what is my
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  Speaker 2: relationship with this customer in 12 months. You're thinking about today.
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  Speaker 2: my sale today, my paycheck this month. And that gets
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  Speaker 2: in the way of the relationship. So connection, make the connection.
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  Speaker 2: And you want the long-term relationship. You want customers to
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  Speaker 2: be around 5, 10, 15, 20 years. And that's the
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  Speaker 2: way to treat them. But the inclination to get something
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  Speaker 2: out of the relationship today, because I'm on a tight budget,
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  Speaker 2: because I'm getting pressure, that's what gets in the way
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  Speaker 2: of trust.
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  Speaker 1: Are you getting the opportunity to sit down with Bob
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  Speaker 1: Pittman of iHeart? Because, my God, your conversation and your
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  Speaker 1: book is so into what he does on his podcast.
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  Speaker 1: And listening to your voice and explanation, I'm going, God dang,
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  Speaker 1: I hope Bob gets to talk to you.
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  Speaker 2: Oh, thank you. That's kind. I met Bob when I
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  Speaker 2: was at Kellogg. He may not remember.
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  Speaker 1: See, but that's relationships, though. I mean, look at this.
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  Speaker 1: This is a full circle moment right here.
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  Speaker 2: You see, I remembered. I don't know if he remembers,
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  Speaker 2: but I remembered. Maybe there's a connection there.
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  Speaker 1: Knowing him, he probably remembers. That man doesn't forget anything.
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  Speaker 1: I just have this feeling he doesn't forget anything.
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  Speaker 2: That's great. That's great.
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  Speaker 1: Because we have such a short time together, where is
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  Speaker 1: a place where people can get to know you more?
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  Speaker 1: Is there a website? Because once again, this book is
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  Speaker 1: not just a book. It is a tool for business
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  Speaker 1: leaders and those who want to become business leaders.
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  Speaker 2: You know, thank you for asking that. We just developed
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  Speaker 2: this new website and even a new email address called
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  Speaker 2: Sheer Will Book. So that's it. Sheer Will Book. And
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  Speaker 2: that should get you to a website. And I appreciate
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  Speaker 2: your asking. And I hope people enjoy it. And I
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  Speaker 2: hope people have the curiosity to look at themselves and
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  Speaker 2: look at their own lives. They're going to find some
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  Speaker 2: very interesting things.
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  Speaker 1: Well, you got to come back to this show anytime
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  Speaker 1: in the future. The door is always going to be
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  Speaker 1: open for you, Carlos.
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  Speaker 2: Thank you. Thank you.
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  Speaker 1: Very kind. You be brilliant today. Okay, sir.
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  Speaker 2: Thank you. Appreciate it. Thanks for everything.