This is episode 359. Read the complete transcript on the Sales Game Changers Podcast website. KD'S TIP FOR EMERGING SALES LEADERS: "This might be too blunt, but truthfully, I feel most reps don't actually take their careers as serious as they could and should. Most salespeople - and this applies to vets and new reps, put more time and dedication to their high school sport, band or hobby than they have their sales career, period. Point blank, I'm going to call it out. Whatever it is that they're selling, they're selling to HR, they're selling to finance, they don't immerse themselves into where their prospects live. What are the forums the prospects are in? What are the magazines the prospect subscribes to? What are the Google Alerts that would make the prospect's world better? Who are the thought leaders of the prospects? They don't take it seriously. That is where I think most sales reps go wrong. They don't treat it like the career and the gift that it is. Sales is such a gift, I truly believe it's one of the best careers you can have. What other career out there could someone like myself have and to make the money that I make and have the impact that I have other than sales?"