This episode of the Live Better Seller Better Podcast features Anthony Natoli, Co-Founder of The Revenue Lab and Enterprise Account Executive at Lattice. The internal habits, mindsets, and beliefs that we have will always translate to our external results.Anthony shares valuable insight on what it took to change and develop his inner game to eventually find success through his words and actions. He also talks about how to approach improvement in mindset and gives a few techniques on producing pipeline as an account executive (AE). HIGHLIGHTSAwareness, acceptance, and courageChanges in work behavior that led to resultsTactics to use as an AE to produce pipelineCrafting a problem statement for your persona QUOTESRealize that you have to take steps to think and live a different way, says Anthony: "I viewed it as I had two choices, I could go down the path that I had been going down and get the same results or I can go down that uncomfortable route that I had always removed myself from and actually take that first step to making change."Anthony on what he started to do differently: "I wasn't showing up in that needy, insecure way. I was just comfortable with who I was and people feel that energy. They feel when someone's comfortable with who they are and they want to be surrounded by those types of people."It's better to find relevant information that ties to the problem that you solve, says Anthony: "I'm not trying to figure out where KD went to college or if he likes dogs or what sports team he likes. Because that doesn't relate to the problem that we solve and doesn't help the prospect connect the dots of why I'm reaching out." You can find out more about Anthony in the links below:LinkedIn: https://www.linkedin.com/in/anthony-natoli/Newsletter: https://anthonynatoli.me/ Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.comChili Piper | chilipiper.com