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The Mindset Shift: Reframing Sales as Service with Christopher Filipiak · Founder Unfiltered - What Founders Think But Never Say

• 0:00
  Welcome to another episode of 6 Figure Secrets for Fractional
• 0:04
  Experts. My name is Bradley Jacobs.
• 0:06
  I'm the founder and CEO of My Lance and your host today.
• 0:09
  Today I'm joined by Christopher Olipiak.
• 0:13
  Christopher is a sales consultant and coach for CEOs.
• 0:16
  Help CEOs succeed at their own sales work with a background in
• 0:20
  engineering, data analytics and Fortune 100 consulting.
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  Combining strategy execution and mindset transformation to create
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  sales ready organizations that can make sales consistently and
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  profitably. Christopher, welcome to the
• 0:34
  show. Hey Bradley, so good to be here
• 0:37
  with you today. Thanks for having me on and
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  looking forward to an amazing conversation.
• 0:42
  Awesome. Me as well.
• 0:44
  So give us like, how did you get into sales, right?
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  We both have a background in engineering, clearly not doing
• 0:49
  that anymore. How did this come to be?
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  Yeah, the journey from engineer to sales.
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  Yeah, not a common one. So grew up just outside Detroit.
• 1:04
  Cars were a big part of the culture there.
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  You know, as I was growing up, the path to life success was
• 1:12
  engineering into getting your MBA.
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  So I was like, cool, I'm good at math.
• 1:16
  I love cars. I'll go to school.
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  Went to University of Michigan, studied industrial and
• 1:21
  operations engineering, which is the integration of people and
• 1:24
  machine systems. Worked for Ford Motor Company
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  for several years building F1 fifties in Mustangs, mostly in
• 1:34
  lean manufacturing, process improvement, continuous
• 1:38
  improvement there. And I would always tell my sales
• 1:42
  managers, you know, I was a, a good engineer, but I always tell
• 1:45
  my managers and my performance reviews, I want to be with the
• 1:49
  people and the money. And if you like, what in the
• 1:51
  heck does that even mean? And I'm like, I don't know, but
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  that's what I want to do. Ended up going back to school at
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  Wake Forest down here in North Carolina because the weather's
• 2:00
  better. Been in Michigan and from there
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  took a job at a small enterprise mid market consulting firm doing
• 2:11
  basically business development work.
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  And that's ultimately like what I meant with like the people on
• 2:16
  the money. Like I had AI have a real love
• 2:18
  of people and helping people grow and a really good handle on
• 2:23
  how to do do sales work from there.
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  I started my consulting firm in 2017 and this will be beneficial
• 2:34
  for your audience because, you know, like most of them, I'm
• 2:39
  also a small business, started as a solopreneur, Fractional
• 2:45
  work in the way that I got there was by just going around with
• 2:49
  all the CE OS that I knew here in Asheville, NC and saying,
• 2:52
  hey, can I sell for you on a fractional basis?
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  Call the business development as a service at the time.
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  And what that really taught me is how to build up my own
• 3:03
  systems to be able to sell from multiple companies successfully.
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  And I also noticed that the internal systems and the
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  business foundations of the businesses I was working with
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  were severely lacking. And so their sales people
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  weren't performing or weren't even set up to be able to
• 3:22
  perform. So I started working with those
• 3:25
  business owners on helping them build out their sales systems
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  and building out their sales teams.
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  Got in, hit my own kind of terror barriers, plateaus in my
• 3:36
  business. Started learning more about
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  mindset and was like, oh, this is cool.
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  I need to bring that into the work that I do with my clients.
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  Brought coach mindset coaching into the mix.
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  And then right after the pandemic, Bradley, like in 2000
• 3:54
  and 21/20/22, I did some bench work for a much larger
• 4:00
  consulting firm that was in the business of staffing
• 4:04
  salespeople. And as part of that work, I they
• 4:08
  needed someone to come in and do all the sales operation
• 4:11
  assessments and scaling Rd. maps for their clients.
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  And so within a period of about a year, I was under the hood of
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  under 100 businesses doing deep dive sales operation assessments
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  as well as doing my own market research on sales, salespeople,
• 4:28
  CEO sellers. And what I found is that the
• 4:31
  majority of the time the businesses themselves were
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  missing or lacking something within their sales operations
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  that was preventing them from being successful.
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  And that hired, sale, hired and fired salespeople at an
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  incredible rate. 3.25 salespeople on average are hired
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  by small business CE OS and a lot of those CE OS are back to
• 4:57
  being the primary salesperson for their business.
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  So that was like a really interesting data point and it's
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  super, it's super expensive strategy to fail at like a
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  failed salesperson is like a $450,000 hit to the business.
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  Then when I did the pro formas, you could look at the amount of
• 5:18
  revenue that the business wanted to add and it was like, oh man,
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  you should just have the CEO do this work.
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  So I really started to wrap my business around supporting CE OS
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  to do their own sales work. And in every company, you know,
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  I have clients I have, I have a lot of smaller clients that are
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  sub some clients I've kind of moved, moved my business a
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  little bit, but where I started was really working with founder
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  sellers, small agencies, small consulting firms.
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  But now I have clients up to 200 million in revenue.
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  And those CE OS are still involved in driving the heralds,
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  right. So like, you know, I know, I
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  know a lot of CE OS will be like, I want to get out of
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  business development and sales, but I've kind of leaned in that
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  direction going, Hey, you should drive revenue for your business
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  and probably having some support to do that with or without a
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  sales team. You know, I don't have a, a
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  preference for that. But if you did want to stand up
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  a sales team, there are some logical steps based on cause and
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  effect to make that go more successfully.
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  And so that's where I'm at. Wow, amazing.
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  Thanks for the background there, Christopher.
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  So one of the products that we originally built up, my Lance,
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  was essentially A curated list of companies to target.
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  So for your fractional business, you're a fractional CMO, you
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  specialize in fintech, SAS companies, and we could find you
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  the top 20 companies, top 50 companies this month that you
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  should be going after along with the decision makers.
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  If I gave you that list and you are this fractional CMO and
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  you're like, OK, you have access to this list, what would you set
• 7:00
  up to be the most effective in nurturing those leads or
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  eventually, you know, getting to the point where you would get on
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  the phone and have at a minimum, an introductory call with those
• 7:12
  people? Yeah.
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  So you're you're kind of asking how, you know, sales comes down
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  to creating and having conversations.
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  So that's kind of the two pieces, right?
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  You talk all about conversations on your last podcast.
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  So, you know, you can think of creating conversations as
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  marketing and then having conversations is like, how do
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  you actually talk to another human that moves them to
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  decision to buy or, or work with your firm.
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  And so when you know, you're handed a, a list, the the list
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  is the strategy to start with. So it's, it's being a going
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  like, Hey, are these really are people?
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  And if you're like, these are actually are people, then it's
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  about what is my message to them going to be and what are the,
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  I'll call them marketing plays. What are the plays that we're
• 8:02
  going to run to help create a conversation with one?
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  OK, typically my business and many small fractional business
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  owners businesses are driven on relationships and referrals, But
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  it's like, how do you bring in the new people the so you can
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  relationship nurturing them. And so I would typically do cold
• 8:27
  outreach via LinkedIn, e-mail and then on the phone.
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  So you give me that list, I'm reaching out to them on
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  LinkedIn, I'm engaging with their content, I'm calling them
• 8:37
  on the phone and I'm sending them an e-mail, right?
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  50% of that list are probably going to engage with me at some
• 8:45
  level. Some proportion of those I'm
• 8:47
  going to book intro calls with right, right away.
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  Everyone else relationship nurturing based on level of
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  decision, whether that's quarterly, annually, right,
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  based on the, the, the relevance.
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  And I think if you do those things, you're going to make
• 9:05
  sales. But that, that would be my
• 9:08
  typical approach. And as as I'm engaging that
• 9:11
  list, I'm testing messaging, I'm I'm talking with them and kind
• 9:16
  of seeing, seeing what what works.
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  So yeah. As a, most of our listeners are
• 9:23
  independent, right? They're businesses of 1 and they
• 9:27
  don't have a salesperson. They may not even, they probably
• 9:29
  don't have a sales background, but more importantly, they just
• 9:32
  don't have the time, right? There's, they're serving clients
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  30-40 hours a week. And so let's just say they make
• 9:40
  5-7 hours a week for business development, marketing and
• 9:43
  sales. What do you recommend they do
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  with that time? I'll tell you what I do because
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  I'll just tell you what I do. So I always do.
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  So every day I do some amount of cold outreach, right?
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  My, my business has been driven off cold outreach and
• 10:02
  relationship nurturing. OK, So those two things I've
• 10:05
  just been super consistent with. Then I do a monthly event, OK,
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  which is so I do a monthly event.
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  I call it CEO Sanctuary. It's a work session where I
• 10:17
  invite relevant decision makers to come participate in that.
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  You'll love this. I write content right on
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  LinkedIn because that's where people are content.
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  Oh, and I do this. And podcasts.
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  And podcasts, that's, that's what I would recommend.
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  That's a pretty good set of marketing plays and you can get
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  that done, you know, in, in about an hour, hour a day.
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  And that you'll have to carve out time.
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  That's like an hour day of probably creating conversations
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  and then you'll have to make time to have conversations.
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  But I know the time. A lot of solopreneurs, small
• 10:56
  business owners think they need to be working all the time and
• 10:59
  they take their foot off the gas of business development And it's
• 11:03
  like taking the seed out of the ground and going why?
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  Why is there, why haven't you grown yet when it's like, no,
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  like, I'd much rather see you do 30 minutes every day than 8
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  hours on a Friday. Yeah.
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  That, that that consistency really, really matters.
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  So that that's what that's what I do.
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  And that's typically what I recommend.
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  I think when you're choosing marketing plays, you want to
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  choose them based on what actually works and what you're
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  actually willing to do consistently.
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  How can you show up every week doing the same things over it,
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  right? Because if you hate podcasting,
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  for example, and you hate having these conversations, yeah, you
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  probably shouldn't do that, right?
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  It's you. You don't want to make yourself
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  miserable every week. But if you enjoy writing or you
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  enjoy I, I don't know, right? Like whatever the activity is
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  that you actually genuinely enjoy.
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  Speaking right, writing lunch and learns content.
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  Pick something. There's so.
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  There's just Bradley. There's so many marketing plays
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  you can run, but you don't want to get confused about what
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  you're at, right? What, What you're doing, Yeah.
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  And I tell people all the time, there's no one right answer to
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  this. Yeah, right.
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  Like I can, you can say what you think you should do.
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  I'll tell you what I think you should do.
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  But the end of the day, I'm pretty big believer if you take
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  the consistent action over time and are learning and iterating
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  and testing, any one of these strategies can be effective,
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  including SEO, including paid ads.
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  Like I would never recommend those for a fractional.
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  But if you were an SEO expert and you just decided you were
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  going to nail SEO for your fractional business and it was
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  going to get you clients, I would bet people can figure it
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  out like I'm I'm sure people do. Yeah, yeah, they, they all work.
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  They all work right at some level.
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  And it, it, they work based on the mindset you're bringing and
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  energy you're bringing to the activity and your skill level
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  within the activity, like cold calling it.
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  Like, you know, cold calling is so effective for connecting with
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  people, right? But people don't do it and they
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  don't have the skill at it. But, you know, again, if you
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  handed me that list of 50 and I needed to drive revenue for my
• 13:14
  Business Today, like I'm not working on my website, like I'm
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  calling those 50 people, Right? Right.
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  Yeah. Yeah, that's one of my, I think
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  most passionate topics is the working on your website kind of
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  activity just does not move the needle.
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  It just doesn't, right. And and I'm gonna argue most
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  fractionals don't need a website.
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  Mm. Hmm, like to maintain and look
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  beautiful and pay for and all this kind of stuff.
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  It's like, no, don't spend time maintaining your website.
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  Spend time reaching out to those 50 people.
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  Yeah. That's it.
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  One's much more comfortable than the other, but one drives
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  revenue much more than the other.
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  Well, you hit on a really interesting point and I talk
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  about this with my clients a lot.
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  And this come kind of comes into my engineering background about
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  taking waste out of systems. And this is kind of why I do the
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  work that I do, because sales is ultimately a system of systems
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  and it's just about process. It's just like you're lining up
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  workflows and you're integrating people into those workflows.
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  So, but what a lot of people do is they'll pick strategies based
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  on what's comfortable for them and not based on cause and
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  effect. And it's almost like they're
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  picking, I always say, you know, don't pick strategies based on
• 14:36
  your own fear, right? They're like fear driven
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  strategies because I don't like to do that or that scares me or
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  makes me uncomfortable. No.
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  Like, pick the strategies that's going to lead to the effect that
• 14:49
  you want as quickly as possible and do the inner work so you can
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  grow and change to overcome whatever's going on inside
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  yourself. Yeah, I love that.
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  As you talked about doing outbounds specifically on
• 15:04
  LinkedIn, I mean, our inboxes are flooded these days, right?
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  We're all, no one's immune to it.
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  So there's people reaching out all the time trying to sell me,
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  you know, whatever. All of the above, I'm sure, I'm
• 15:16
  sure everyone gets it. I know it is effective.
• 15:18
  I've seen it myself without that.
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  But it's it's it takes a very specific approach to be
• 15:23
  effective to get the responses, to get a genuine connection that
• 15:28
  has the potential to get on that call and eventually potentially
• 15:31
  be a client. As you think this day and age
• 15:34
  with AI and you know, anybody can spin up a big campaign
• 15:38
  reaching out to 100 people a week.
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  What kind of messages are you sending these days as an intro
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  message that is not coming across as disingenuous or spammy
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  or just immediately trying to sell something?
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  What does that look like for you?
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  I just try to be direct and honest about what what I'm
• 15:56
  doing. So I'll say something like, Hey,
• 16:01
  Bradley, your, your work inspired me to reach out and
• 16:07
  connect, right? So it's like I, I keep it you
• 16:09
  centric. So it's about you, right?
• 16:11
  It's like a big thing. You can do your work, inspire
• 16:15
  your work and your purpose inspired me to reach out and
• 16:18
  connect. I'd love to connect with you and
• 16:21
  see if it makes sense to start a conversation, right?
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  And it's like I'm, I'm reaching out to have a conversation and
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  I'm very clear that I'm a service provider and that I work
• 16:33
  with, you know, CE OS to help them succeed at sales.
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  And I think most mature business owners, I don't mean older, but
• 16:44
  like where they're at and their entrepreneurial maturity are
• 16:48
  going to be open and untriggered to someone reaching out to offer
• 16:52
  help because we're in the business of growing.
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  And you, you know that you need help to do that.
• 16:58
  And then based on that, I'll just flow into a conversation
• 17:02
  with that. And I, I book, I book intro
• 17:04
  calls every day off of LinkedIn. Again, there's some things in
• 17:08
  your, you help your clients with this too.
• 17:11
  Is again, the list matters, right?
• 17:16
  That the list is a big part of the strategy, the message,
• 17:20
  right, is a big part of the strategy.
• 17:22
  And then what your profile looks like, right, your LinkedIn
• 17:26
  profile, because people are going to look, right?
• 17:29
  They're going to look and then just engaging with their
• 17:32
  content, right? Those If you do those four
• 17:35
  things well, you can book intro calls with people fairly easily.
• 17:40
  Love it. I mean, I love how simply you're
• 17:43
  presenting it too, because it it kind of becomes this big.
• 17:47
  Oh, I don't know how to do this. Nothing I've tried works.
• 17:50
  And I think the end of the day, what you're saying is not so
• 17:55
  crazy, right? It's like relatively simple,
• 17:57
  like get a clean profile that shows what you do, be honest in
• 18:00
  your outreach, engage with their content.
• 18:02
  It's just not, it's not that hard.
• 18:04
  And yet I think just people are unwilling to just do the work,
• 18:09
  right? We all want these quick wins.
• 18:10
  We want like the automation that just works for us that we put on
• 18:13
  in the background. And at the end of the day, when
• 18:16
  you're willing every, I feel like half my podcast guests, we
• 18:19
  end up coming to the same point of like when you're willing to
• 18:21
  go just slightly further than everybody else, you're going to
• 18:26
  be more successful. That's just that's what it
• 18:28
  takes. Yeah.
• 18:29
  And again, all of that, that silver bullet searching is like
• 18:34
  is like fear driving the strategy because ultimately
• 18:37
  what's going on is they're looking for a way not to be
• 18:41
  rejected for a way not to have, for a way to be liked, right?
• 18:47
  You're going to reach out to people and they're not going to
• 18:50
  like it. You're going to reach out to
• 18:51
  people and you know, a lot of them aren't going to want or
• 18:55
  need what you have have, right? That doesn't mean you're not
• 19:00
  you're, you're searching for your people, right, who you can
• 19:05
  help in in the people who can fully value what you bring to
• 19:11
  the table and everyone else is just not your people.
• 19:14
  And that that's OK, you know. Yeah, yeah, that's getting over
• 19:18
  that rejection that, you know, 'cause you're, I've got notes,
• 19:23
  leave me alone or right, I we've all gotten the note you don't
• 19:28
  want to receive. Yep.
• 19:30
  And it's honestly just part of it.
• 19:31
  Like, I don't really know if I am the right solution or if you
• 19:35
  have a problem that even I need to solve.
• 19:38
  It would be amazing if we lived in a world where everyone just
• 19:40
  put all their problems on a spreadsheet and we could go
• 19:42
  solve them all. But, right, so I'm going to hit
• 19:44
  on some people that just don't are interested and they might be
• 19:48
  nasty at me. And that needs to be OK.
• 19:49
  I need to be like, OK. And if someone's nasty to me,
• 19:52
  frankly, it says a lot more about them than it says about
• 19:54
  me, right? It has nothing to do with you
• 19:57
  like you're you're here to help people and show up in in
• 20:02
  service. Let me ask you around the
• 20:04
  mindset piece because I know in some of your materials you talk
• 20:06
  about reframing selling, right? Selling can feel icky, can feel
• 20:11
  gross. I mean, so many fractionals come
• 20:13
  from AW2 job where they didn't have to do any selling and then
• 20:17
  they go into their own business ownership and now they need to
• 20:19
  be selling themselves and they, they cringe.
• 20:23
  They just feel so gross to them. I know you have a reframe for
• 20:27
  that. What would you tell?
• 20:29
  What do you tell those people? Yeah.
• 20:31
  So if you're going to change a belief in your mind, right,
• 20:37
  because our beliefs come from our experience, you have to
• 20:42
  start with like some new thoughts, right?
• 20:46
  And so when I work with my clients, we talk about this idea
• 20:51
  of sales as an expression of love, sales as an act of love,
• 20:57
  right? And it not being something you
• 20:59
  do to other people, but something you do for other
• 21:03
  people, right? Like when I show up in a sales
• 21:06
  conversation, I show up with the energy that I'm here to give my
• 21:14
  clients money because I help CEOs add revenue to their
• 21:17
  business. I'm actually here to get
• 21:21
  anything from other people. I'm here to help you give you
• 21:25
  more money, right? And so you, you have a new
• 21:30
  thought that like sales is good. So you're just walking around
• 21:34
  like, right. And this is like, this is where
• 21:36
  coaching or mindset work can help.
• 21:40
  You're like, oh shit, I actually have real stories or real trauma
• 21:44
  around money and strangers, which is where what we mostly do
• 21:50
  in sales. And so, you know, I talked about
• 21:53
  this, you know, I almost always talk about this with my clients,
• 21:56
  but like that, that emotional state, those feelings are in
• 21:59
  your body. So having some tools to help
• 22:02
  metabolize that and move that out of your nervous system can
• 22:06
  be really helpful. But then it's like, what do you
• 22:09
  want? Oh, I actually want sales to be
• 22:12
  easy, OK, right. I want a feeling like, oh, I
• 22:15
  enjoy sales. Well, you got to put some new
• 22:18
  thoughts in your head, right? Going, hey, the money is here.
• 22:23
  Sales is something I do for people.
• 22:25
  Sales is an active service. I am, I'm lovable, I'm good
• 22:30
  enough, I'm worthy, right? And build, build that up and do
• 22:34
  that internal work. Because when that shifts, you're
• 22:37
  going to show up differently and you're going to have different
• 22:40
  conversations. And that's the problem with most
• 22:43
  of the outreach that you see and especially the a lot of the AI
• 22:48
  outreach that's happening. And I'm not saying those aren't
• 22:52
  those can't they can't be effective tools, but the way
• 22:55
  those conversations are set up is super old school and super
• 22:59
  manipulative and it's coming get energy right.
• 23:05
  And for my like, I like I need this.
• 23:07
  It's coming from like a, a real place of scarcity instead of
• 23:12
  hey, like if I had all the money that I wanted, right, If I was
• 23:17
  like Richard Branson, right, like or like, how does that dude
• 23:21
  show up? Like he's made of the same space
• 23:23
  dust. We all are like in you can show
• 23:26
  up the same. It's like, no, like all the
• 23:29
  money is here. I'm here to provide people
• 23:33
  amazing service. Sales is an expression of love
• 23:36
  and it's just continuing to remind yourself of that until
• 23:41
  you get a different result and ultimately that different
• 23:44
  result. Over time, it will reprogram
• 23:47
  those underlying beliefs and that's how you that's how you
• 23:51
  change your belief system. Yeah, Yeah, amazing.
• 23:55
  Yeah. Thank you for sharing all that.
• 23:56
  So if we put it into practice for a marketing fractional CFO,
• 24:04
  right, So and maybe it's too similar to sales, maybe let's go
• 24:06
  more the product, the product route.
• 24:08
  So I'm like a product consultant to some degree and I help you
• 24:12
  whether it's with your road map or figure out what products to
• 24:15
  be building or how to get feedback from customers, those
• 24:17
  kinds of things. And I'm looking for clients.
• 24:20
  What is the reframe for that kind of a person where they can
• 24:25
  come at as instead of I need clients.
• 24:28
  What is their give? Yeah, it's the same thing.
• 24:33
  They're going to give that person more life.
• 24:37
  They're giving them a solution to the problem, right.
• 24:40
  Like it's kind of like I always use the example.
• 24:45
  Did you ever see the Fast and Furious with Paul Walker, right?
• 24:48
  An engineer, right. So it was all about building a
• 24:51
  10 second car, right, So he could so Paul Walker could beat
• 24:55
  Vin Diesel. And so Paul Walker is like walks
• 24:59
  into the part shop and is like, Hey, I need a 10 second car.
• 25:03
  And the mechanics like, well, you need nitrous oxide, right?
• 25:06
  You need Nos and they're like, that's it, right?
• 25:09
  It's like Paul Walker had a a problem, right?
• 25:12
  We all have problems. We're all have.
• 25:14
  There's always a gap between where we are and where we want
• 25:16
  to go, right? And as a a product consultant,
• 25:25
  right, you're here to help that person provide, provide them the
• 25:30
  vehicle, essentially the vehicle or the methodology or the
• 25:34
  product so that they can get to what they want, right?
• 25:38
  And that's all your job is, is like to understand what people
• 25:42
  want and match up, whether it's a 10 second car or it's a
• 25:47
  pepperoni pizza because you're hungry or it's to add $1,000,000
• 25:51
  of revenue in your business, whatever that want is as the, as
• 25:56
  the service provider, it's going, Oh my thing helps them do
• 26:03
  the work or provides them the opportunity to have what they
• 26:07
  they want, right. And and you're just, you're just
• 26:10
  kind of connecting that, connecting that up.
• 26:14
  Yeah. I know you come from a technical
• 26:16
  background, right? The engineering and data
• 26:18
  analytics. How has that foundation helped
• 26:22
  you shape your approach in helping entrepreneurs improve
• 26:27
  their sales strategies? I think the biggest thing is
• 26:31
  like this idea of eliminating waste from a system like you
• 26:36
  talk about websites, like websites are pretty pretty large
• 26:40
  waste. And you know, I'm sure you did
• 26:42
  like value stream mapping, right?
• 26:45
  Where you look at look at a process and you're like, this is
• 26:48
  the, the beginning state. This is the end state.
• 26:50
  What where in this development of what we're trying to create
• 26:54
  is there value in what actually is waste?
• 26:57
  And so you try to take waste out of the system.
• 27:01
  So part of that is just designing and creating
• 27:07
  simplified workflows. So if you start at the workflow
• 27:10
  level, whether it's your sales process or your sales workflow
• 27:13
  or your marketing process and your marketing workflow,
• 27:16
  designing simple workflows based on cause and effect and then
• 27:22
  looking at that workflow and going, Hey, where can we use
• 27:26
  technology, right, to help simplify that that workflow,
• 27:33
  right, or automate that workflow or make that workflow more
• 27:37
  profitable, right, or faster? That that's the way to do it is
• 27:42
  to start with it like it at the what is it you want?
• 27:46
  What are the what's the process to accomplish that?
• 27:49
  And then bring in technology. A lot of people do that
• 27:53
  opposite. They start with the technology
• 27:55
  and go, how can we use technology to to do our thing?
• 28:00
  You know, I saw a good a company that I followed just launched
• 28:03
  like an AI recruiter for salespeople yesterday.
• 28:06
  I'm like, Oh, that's cool, right?
• 28:09
  But if your business will doesn't actually need
• 28:12
  salespeople, right, because you want to, you can drive based on
• 28:16
  your own CEO sales, you're going to follow that technology and
• 28:19
  then you're going to be recruiting salespeople and then
• 28:22
  you're going to have salespeople, but it's not
• 28:24
  actually going to be the result that you.
• 28:27
  And then the analytics comes in just to measure, to measure
• 28:31
  based on whatever goals or outcomes.
• 28:36
  Around the technology piece, I'm curious to go a minute into AI,
• 28:40
  right. I mean, it's been a revolution
• 28:41
  last number of years and it's accelerating.
• 28:44
  It's only going One Direction. It enables so much automation
• 28:48
  and you know, some customization within the automations.
• 28:51
  Where do you see it being really powerful for salespeople?
• 28:56
  Part 1 and then Part 2, what are the mistakes to avoid?
• 28:59
  Like what, what, what is the not to do?
• 29:01
  How to use it incorrectly that people should really avoid?
• 29:04
  I wouldn't say that I've mastered AI at any level, right?
• 29:08
  It's like a very rapidly evolving, I use it as a, as a
• 29:16
  thought partner, right, or as a, a starting point for what I'm
• 29:20
  working on, right? And I also use it to feed in all
• 29:25
  of my brand information, all of what I know about my clients,
• 29:30
  like what I would call like my people, my avatars, my, my
• 29:33
  personas, feed all that information in and from a
• 29:37
  content, you know, you talk about content from a contact
• 29:40
  perspective. You can ask AI like what's
• 29:42
  relevant to this group of people, what's like when you're
• 29:48
  doing outreach, what's relevant for this person now and what are
• 29:52
  some approaches to reach out to them.
• 29:55
  So it's really good for thought partnership and creating new
• 29:59
  ideas and summarizing information.
• 30:03
  That's how I use it. I think you could also use it to
• 30:09
  like anything. You have to like anything you
• 30:11
  have to produce for a client, right?
• 30:14
  Like just run that through AI. It just like it's so much more
• 30:18
  efficient. Where AI struggles is I think
• 30:23
  you have to be really careful around turning over your own
• 30:26
  authority and sovereignty to AI, right?
• 30:31
  Like people naturally want to be told what to do.
• 30:34
  And again, they don't want to be rejected and they don't want to
• 30:36
  make mistakes. Those are natural like human
• 30:39
  tendencies because they push up against our desire for survival.
• 30:44
  If you give away your sovereignty or your power to AI,
• 30:48
  right? Like AI is an aggregator of
• 30:50
  information. It's not a creator of new I new
• 30:55
  of new yet, right? Like that's a very human unique
• 30:59
  ability. It also, you know, you want to
• 31:02
  hold on to your ability to make your own choices and decisions
• 31:07
  and and think like think critically about.
• 31:11
  So by cooking critically, you want to ask yourself like,
• 31:14
  what's the truth about this? And start looking at what's
• 31:18
  coming back and if it actually gets you where you want to go.
• 31:23
  So you don't want to take yourself out of, you know,
• 31:27
  someone, someone like that. It's the same with humans, like
• 31:29
  you don't want to give your power away to other humans.
• 31:32
  Any anything I didn't ask you that you want to share, I think
• 31:37
  would be helpful for our audience.
• 31:38
  When we were setting this up, Bradley, you one of the topics I
• 31:42
  talked about like the five daily habits that CE OS can focus on.
• 31:47
  And that list has been shifting around.
• 31:49
  But I'll give you the current list if you don't do it.
• 31:52
  Yeah. It would be great.
• 31:54
  Just to leave and that I think this works for anyone but the
• 31:56
  first habit and this wasn't on my original list, but I, I was
• 32:00
  kind of chuckling to myself this week.
• 32:02
  The first habit is sales. You just want to develop a habit
• 32:05
  of making sales, right? Just so it's like, oh, today I
• 32:09
  get to go. I get like just the same as you
• 32:12
  open up your phone or go to bed or make coffee.
• 32:15
  You just want to build this habit of making sales and then
• 32:19
  from there it's like clarity on what it is.
• 32:22
  You want a habit of feeling your feelings, just learning because
• 32:26
  we get triggered every day, all day.
• 32:29
  So like, how do I, you know, whenever I notice myself out of
• 32:33
  alignment or triggered, how would, how do I feel my feelings
• 32:36
  using your calendar, right? And kind of as a in addition to
• 32:41
  that is just keeping your word like put stuff on your calendar.
• 32:44
  Actually do it. If you're not going to do it,
• 32:46
  don't put it on your calendar. And then the last one is this
• 32:50
  kind of goes with what it is you want, but lining up what you
• 32:54
  want based on cause and effect. So I think this is where a lot
• 32:58
  of waste comes in. But like, if you want whatever
• 33:02
  it is you want, that result has very specific or causes.
• 33:09
  And the more linear you can be between what it is you, what it
• 33:14
  is you want and what causes that, right?
• 33:17
  So like if you want bigger biceps, like the cause of that
• 33:21
  is like curls, right? It's not working on your website
• 33:24
  or like drinking smoothie or or whatever, but like you're going
• 33:28
  to try it. All these different things.
• 33:29
  So building a habit of thinking through the lens of cause and
• 33:33
  effect. I think is is the is the 5th
• 33:37
  habit. So sales clarity on what you
• 33:39
  want, feeling your feelings, calendar and cause and effect
• 33:43
  thinking. Wow, some on there.
• 33:46
  I certainly wouldn't expect to be in the in a list of five.
• 33:48
  So but I love it and I'm glad you shared that with us,
• 33:51
  especially the feeling your feelings.
• 33:53
  I think a lot of entrepreneurs wouldn't have that at the top of
• 33:56
  their list, and being one myself definitely resonates how
• 33:59
  important that is to just feel what's going on and not let it
• 34:03
  just percolate inside my body, then come out in some other way
• 34:06
  that doesn't serve me so. Yeah, for sure.
• 34:10
  Amazing. Where can people find you if
• 34:12
  they want to work with you? What does that look like?
• 34:14
  Yeah, so LinkedIn, linkedin.com/christopher
• 34:20
  Philippiak or at my website, Christopher Philippiak dot OK.
• 34:25
  Great, we'll link both in the show notes so people can easily
• 34:28
  find you. Awesome, that sounds incredible.
• 34:31
  OK. Well, thank you so much for your
• 34:32
  time and sharing your expertise with us.
• 34:35
  It's been incredible conversation, super helpful.
• 34:38
  Yeah, I really enjoyed it and thanks for having me on the show
• 34:41
  again. Tons of gratitude for you and
• 34:43
  for the audience members who are listening.
• 34:46
  Awesome. Thanks so much, Christopher.