INSIDE Inside Sales – Ep 116: Be the Domino

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Do you have a mentor to help guide you through your sales career?

This week on INSIDE Inside Sales, Darryl is joined by Sales Executive rockstar and co-founder of RevGenius, Galem Girmay. Darryl and Galem discuss how to best find support and guidance from your network to help you grow and advance your career. They also share valuable advice on finding a mentor such as making sure your relationships aren’t transactional, disregarding your naysayers, and how to avoid the echo chambers that keep you misinformed. Learn how to find the supports that will help you develop your sales superpower on this episode of INSIDE Inside Sales!

''It's not transactional for me, it's about building those relationships.'' 🎧 Listen as @GalemGirmay explains the ABCs of mentorship to finally get that Clubhouse invite. Click To Tweet

 

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Host: Darryl PraillVanillaSoft

Guest: Galem Girmay, GoContractor

 

Darryl Praill: Good morning. Good afternoon. Good evening everybody. How the hell are you doing? That’s what I said, how the hell? Not just how you doing, it’s a how the hell are you doing kind of day. It’s Darryl here, good to see you again. It really is, 2021. It’s been an interesting time, hasn’t it folks? I mean, man, you’ve got the hottest ticket in town, its Clubhouse, it seems, we’ll have a conversation on that one. I don’t know, sure, I’m sold on it, but I do find it intriguing. You’ve got political turmoil and transition happening in the US. So hopefully, whether you’re a Republican or Democrat or independent, I just hope 2021 is a little less conflict-centric and a little more together as we move forward for you folks. Cause I love you all and that’s hard to live in, I get you. Especially as we’re trying to have our own new normal.

Darryl Praill: We continue to work from home, continue to try to hit our quotas. Oh my goodness, it’s interesting. What I spend a lot of time doing these days. I don’t know if I’ve shared this with you guys, is fielding calls. Believe it or not, I get a lot of people calling me which is the first part of the question, why the hell would they call you Praill? They’re actually calling me for career advice and looking for a little bit of mentorship, looking for advice, and I’m active in a handful of communities. On the marketing side, there’s a community I belong to for CMOs and before I was CRO, as you recall, I was a CMO. And so I was on that one. It’s a community called Peak and it’s for CMOs and emerging CMOs and that’s a really interesting community. we don’t talk about things like, what are open rights, what’s the latest and greatest hacks to game out in LinkedIn.

Darryl Praill: We talk more about executive stuff, budgets and people and boards and all that kind of stuff. But what’s always interesting is cause it’s for CMOs and emerging CMOs, is they’ll ask, I’ll get a lot of people who will reach out to me and say, “Hey, I’m a marketing director and I wanna be either VP marketing or CMO one day. So can I bend your ear and understand your journey? Cause Darryl not only were you a CMO multiple times over, but now you’ve done even stupidest thing of all in your career, you became a CRO and I’m not sure I could ever have the balls to do that. But you did it. Most marketers never get there. So I need to learn from you. What did you do right? Help me learn from my mistakes.” And I love that they do that. The reason I do that, the reason I give them time and by the way I do the exact same thing on sales. I have a lot of sales calls. I have a lot of other, CROs like fresh CROs, just like me.

Darryl Praill: And we actually get together and we talk and we compare notes and it’s fun. And I looked back at my career and as I made that transition from being a marketer to being a marketing leader, same way, I made the same transition from being a bag-carrying sales rep to being a sales leader, is I went to my peers and colleagues whom I worked with and alongside and full admission in those days, LinkedIn was a either non-existent or very nascent. And it certainly wasn’t the way it’s today. Twitter didn’t exist. Facebook. I don’t even think Facebook existed. And Lord knows Clubhouse didn’t exist. So I just had to go talk to people. It’s crazy. And I remember one of my hardest transitions, there’s two things I struggled with when I transitioned into management. So if you have aspirations for this, learn from me.

Darryl Praill: The one I transitioned was moving from a doer, someone who executes and just gets it done, to somebody who actually manages doers, which means it’s no longer incumbent upon you. And that’s really hard. I gotta tell you that’s hard because it’s like, almost like, Oh, you suck at this, here hold my beer, stand out of the way, I’ll show you how it’s done. And the reality is, that’s not how they learn. That’s not how you learn. You learn by doing. So I had to learn to delegate. I had to learn that they’re gonna do things differently than I was gonna do. I had to learn that what mattered not with necessarily the tactics, the techniques but the outcomes. And I had to learn to trust, that was hard. Had to learn to show restraint, that was hard. Had to learn to show patience, oh, I still struggle with that.

Darryl Praill: The other thing was kind of interesting as I went through the whole process of learning and it was I talked to my peers was, I said, how do you succeed in these meetings? These executive meetings where all the decisions are made cause I’m just getting shot down, time and time and time again. And this one fellow, he was a chief technology officer. He had to be 60 years old if he was a day and he shut the door and he started laughing at me. He said, “Oh, Darryl, Darryl, Darryl, Darryl, Darryl.” He goes, “Here’s what you need to know. Decisions aren’t made in the meetings. Decisions are made long before the meeting. Cause you’re getting shot down cause you’re going to the meeting thinking it’s a decision-making process and here’s my idea, what do you think?”

Darryl Praill: He goes, “When I go in, I’ve already talked to every single person in that room for one, two, three, four weeks or more. I got their input. I’ve refined what I’m saying based on that feedback. So now I have ownership and buy-in they’re invested. So when I bring it up formally to be voted on and a decision made to go, no-go, everybody in that room is already on my side.” I’m like, “Holy shit! Are you serious?” Rocked my world. Now think about it. How does that strategy play out? That strategy just doesn’t apply to sales leadership, or marketing leadership or any kind of leadership. They say that plays out in sales. In sales, if you really wanna get that big deal done, you go and you canvas all of the influencers in the deal, different roles and positions, you get their input and you refine your approach.

Darryl Praill: At least that’s what you should do. If you’re not doing it, that’s an issue. So whether what you do now in sales is exactly what you’re gonna do as you go through your career. That’s what I’m really trying to tell you that. I wouldn’t have known this if I didn’t have mentors along the way. And that’s exactly why I give back. Mentors are everything. The other thing I learned really fast, was you never know when you get your ass handed to you and sent out the doors, sent packing. And if you didn’t have that network, no matter how good you were with the mentors, you were dead in the water.

Inside Inside Sales Podcast

Welcome Galem Girmay

Darryl Praill: So your career guys and gals comes down to two things. Do you have the network to make sure you’re gonna be viable? You’re gonna be sustainable. That you’re gonna to be able to earn a living wage. And do you have the mentors to help you grow and achieve the goals you wanna do? Sales is about that. Marketing is about that. Being a brick layer is about that. This is just good career skills, one on one. So I thought to myself, who’s the right person to talk about this. And there’s this poster child. There’s this poster child of an individual who has just demonstrated how building a network and building a series of mentors where it’s a win-win dynamic, can propel you to great heights, to great wins, to great victories. It’s staggering what this individual has accomplished in such a short period of time. And I am thrilled to have her here today. Everybody put your hands together for Galem Girmay. Galem, how are you my friend?

Galem Girmay: I am so good. And that was one of the nicest compliments that I’ve ever received, being a poster child. Thank you.

Darryl Praill: You are. I mean, and here’s the thing about Galem, right? Galem is one of them When I say you’re a poster child, you are. So there’s a couple of things. One thing about Galem, she’s a poster child. The other thing that is really annoying about Galem and this is an honest to God thing, like you just wanna slap her, Is she’s so damn nice. If you wanna be a poster child because they clawed their way to the top and they’re get out of my way. And you’re like, okay. Testosterone, get out of my way, whatever. No, she did it by being a fricking nice person and high integrity. And I think that’s what makes you stand out so much. That’s to me why you’re a poster child. Like who doesn’t love you Galem? Do you, I mean, with all sincerity, Do you have anybody who doesn’t like you? I gotta ask you that.

Galem Girmay: I don’t know, because I don’t care really if they do or don’t like me. I’m sure there are people who find me annoying or frustrating. I don’t know, that there had definitely been in my previous part of my life. I remember in high school, people did not like me. And in college I wasn’t that involved and people probably didn’t like me for that, but there’s always gonna to be people around you no matter where you are and what you do that are either gonna be threatened by you or just not support you, or don’t like you for who you are or the position that you’re in or your aspirations and ambitions and all that stuff. I’ve just come to learn over time that it doesn’t really matter because that’s not… I don’t care about other people’s opinions about myself. Not to say it doesn’t affect me when people don’t have something positive to say, of course it does. We’re all human beings, but I tend to meditate that shit away.

Darryl Praill: Look at the oxymoron. And I said, “I tend to meditate,” I’m just thinking in my mind, “That shit away.” I love it. That’s awesome. And it’s so true because I myself, I have no problem telling people I was a total loner in school. And I was a loner again in college, whenever I started these processes. And I stuck to my guns about what I thought was important, which means that took a lot of abuse and teasing and torment and taunting as you get in school, school’s just like, Oh my gosh. I’m can’t believe we leave school sane sometimes. And then for me it was when I was maybe 15 years old in high school when I suddenly realized the power of humor. For me, I was able to use humor to get accepted and to become, if you will, an influencer in the high school ranks. But then I left and I went to college, now you’re 18 and you’re doing it all over again in a different city, different people and you started from ground zero.

Darryl Praill: And it was the end of my second year that I suddenly start to realize, Oh, I see what’s going on here. And then I had an amazing career with great visibility and everything else after that, it takes time. But you’re right. I don’t give a shit. I love it. That’s the whole point. That’s why the whole idea of I’m gonna network and protect myself by being a bro, if you will, whether you’re male or female, because that’s how you fit in. That’s not how you fit in. That’s not how you have success. Being a bro, I’m telling you right now, the ass slapping, the backslapping, the derogatory comments about your peers, stay away from that.

The ABCs of mentoring

Darryl Praill: All right. I wanna talk to you, my good friend, Galem about a couple of things. For those who don’t know. Follow her now so it’s Galem Girmay. And she’s of course on LinkedIn, but she’s also massive on Twitter. In fact, if you haven’t checked it out, check out her midweek rants. I’m just gonna say that to you, check it out, you’re gonna love it. She’s big on Instagram. And most recently she’s on Clubhouse and Galem is the reason that I’m on Clubhouse. She gave you one of her invites so she’s a rockstar. I love her for that. And she didn’t have to do that cause she was already scheduled to be on the show. So that she did it again cause she was just fricking nice.

Darryl Praill: I wanna to talk to you about every single sales rep out there who looks at you and say like, like I’ve seen Galem become very visible whether it’s on social media or it’s your involvement at RevGenius or the influence you have on other people, how you connect the dots. Like you’re a matchmaker. I watched you connect people nonstop, which is part of adding value with no ask in return. I’m gonna talk to you about that and I wanna talk to you about the importance of building a network around yourself. But first, we’re gonna go for a little break that we’re not interrupted. Everybody, like I’ve got Galem Girmay here, don’t go anywhere.

Darryl Praill: We’ll be right back. All right. I wanna talk to you first and foremost about mentorship, about career paths. What if I were to stop you in the street, cause I’d see you I’m like, “Is that Galem? Is that Galem?” Let me stop you. I say, “Galem, will you be my mentor?” Should I do that? Do people do that to you? Have you done that to people? And if so, why did you do it? What was your goal? What was your objective? And how did you figure out who could be a mentor and who might not be a mentor? Just talk to me about… Help me understand and learn from you so that our audience can take your approaches and apply it to their own situation.

Galem Girmay: Yeah, for me, I mean, that’s so awkward to me to just stop someone as if they’re like this celebrity. I don’t like to look at people as if they’re the shit. They just other human beings and that’s it for me. And I don’t like if anyone, that has never happened to me that ever, but if anyone were like that towards me, I would be like, that’s a red flag. You’re weird. Why don’t you just talk to me like another human being? It would just be awkward to me. And I don’t know what I would respond with.

Galem Girmay: And I would probably feel like Beyonce, where people just like, “Oh my God, Beyonce.” I don’t wanna feel like that. But what I’ve been doing over the past eight to 10 months is all virtual. Like I’ve just lived in a virtual world like many others. And so that’s been my way of reaching out to people, finding mentors, building a network, making friends like you Darryl, is just by connecting with people online and utilizing and matching people up. Like if I know you know somebody that I’m interested and curious about, and I’m also like, this is part of my personality, I’m very direct, I would just go and ask you like, “Hey, I know that you know this person that I’m really curious about, do you mind making an introduction for me?”

Galem Girmay: And if I have already created a relationship with you, which I have, I already know before asking you that you won’t have a problem making that happen. So for me, it’s not about like per se being nice, it’s just more about being intentional and being strategic and thoughtful about my involvement and who I reach out to and why I reach out to them. I wouldn’t just randomly reach out to someone just because they seem to be a nice person, unless I’ve heard something interesting about that individual that I wanna have a conversation with them about.

Darryl Praill: So those are a couple of things going on for you and I hear you say that. One, you’re already aware of the community so you are by default as you’re building out your mentorship and asking for help or doing the matchmaking or just seeking advice or seeking a referral, so whether it’s personal or business related, is your, the precursor to you, your ability to do that as you’re in the community, whether it be at RevGenius or a Twitter or LinkedIn or in Instagram. So you already have developed, so we say, some online relationships and then that allows you to take an individual connection and make that ask. The second thing I heard you say was, I love that you said it was, you didn’t give a shit, first part so it’s mindset.

Darryl Praill: I’ve talked about mindset before and it really does come down to mindsets. You’re not going, should I, shouldn’t I, it’s just like, of course, I’m gonna to ask you and of course you’re gonna give it to me. And the reason that is though is because one of the things about you specifically, Galem, is probably two things in mind. One is, you’re a very generous person. Like in other words, people there’s… Again, folks with those who don’t… I’ve said this over and over again, 90 plus percent of the social online community are lurkers. You ever go to a community with… I’ll use RevGenius, maybe it’s Thursday Night Sales, whatever.

Darryl Praill: All right. You go and watch that, and no matter where they are in their hierarchy, they’re just brand new in their career, or they’re a seasoned executive, 90% of those people in those calls or those live streams, don’t talk. And they’re the same way on social, they lurk. So they’re watching your behavior. And what we see when we watch you Galem, is the fact that you are intentional. We see you connecting the dots. We see you adding value. We see you asking questions, right? So the Clubhouse was a really good example. I shared folks that she gave me one of her Clubhouse invites. She literally just went to Twitter and she posted out there for the world to see I’ve got three invites, who wants one?

Darryl Praill: And what’s interesting about that is there was nothing in it for her. And she could have been more specific and said, “Hey Billy, hey Sally, nudge nudge wink wink, you wanna get in?” And now you owe me a chit, right? I’m ‘gonna withdraw on that later on. But she didn’t do that. She just gave to the community. Everybody sees that. So when Galem comes back to you and asks you for something, of course, you’re gonna do it. Talk to me about that because you could have, Clubhouse is an example, you could have very easily held onto those invites and hand them out to strategic people who could help you later on. Maybe people in positions of authority, power, whatever. Why did you do that? And what’s your advice to people who don’t do that?

Galem Girmay: Yeah. And I thought about that too. I always make calculated decisions. And I thought, cause you can see a list in your own contacts like, oh, this person is not here yet, do you wanna invite them to this particular app? And I saw a couple of people that I’m good friends with and I thought about it for a second but then there was nothing that they’ve said before that they’re interested in this. And there were certain people that I’ve even mentioned it to who were not interested at the time, a couple of months ago. So I thought I’m not gonna go in with the assumption to waste these three invites on someone who may not accept it or be interested in it. And I also don’t feel like bringing it up again.

Galem Girmay: So I’m just gonna put it out there. And before I even posted it on Twitter, I posted it on my Instagram because there are tons of lurkers there. I would have hundreds of people looking at what I post on my story, but only a handful would actually engage with it. so there’s that. And that’s the thing about communities, regardless if it’s a Slack Community, LinkedIn or any socials, is that you can have tons of connections and people, but that doesn’t mean that you have great engagement and following, and that will go with you regardless of which platform that you migrate into. But with the Clubhouse thing, I was just like, I’m gonna put it out there into the universe and see who’s interested.

Galem Girmay: So I did a few people reached out and they were interested and I gave out the first two, no questions asked. Then I had the third and the last one and I had two, three other people who interested in it too. But the reason why I didn’t give it to either one of those and gave it to you, Darryl, who was the third or fourth person asking for it or interested in getting on, was the fact that you and I have already talked before versus the other ones, they were just random people to me and I had no connection to them whatsoever. Now they just wanted to utilize this invite that I had, and they didn’t know how many more I had left, how many I’d already given away, but I had to make that decision. And I said, I either give it to Darryl who I already know and have built a relationship with, or I give it to this random person who probably would never join me in a Clubhouse room or create a room with me there anyway. So I gave it to you.

Darryl Praill: See, that’s brilliant. And that’s the story that we need more of. So again, guys, INSIDE Inside Sales show, it’s all about helping you how to execute on a tactical level. And what I’m showing you is here’s an individual who has been very intentional about her career while simultaneously not giving a shit and will simultaneously, how do I put this, valuing the importance of relationships, she understands, it’s not about… It’s not necessarily transactional, that’s what I’m trying to get at. And too many of you treat you as transactional.

All about building relationships

Darryl Praill: So then I have to ask you this Galem, because your career’s just, I know you’ve been doing really, really well, but this last year has been a blow-up year for you. But before that, for it to be a blow-up year, you had to be at a certain state of knowledge and readiness for that to be able to happen. How did you go about getting advice and mentorship and what lessons can you share for others here that you’ve learned good and bad?

Galem Girmay: Yeah, I think before kind of the blow up, it was around March of 2020, is when I got really involved, really really hyper intentional and focused on executing to grow and to build my career. And now at the very end of that year, I just made a huge move in my career into a different company, different position. And it’s changing a lot in terms of even more so how intentional I am with the time I’m spending with the people around me and my career. I really am focused on building a long-term career in sales and I made the right move for myself and my family to do that. So that’s, what’s happening for me on a professional side of things, but it’s the thing about being focused.

Galem Girmay: And like you said earlier, it’s not transactional for me, it’s about building those relationships. And I had to reach it back in, March, April last year, I had reached what I call a fuck it level, which means like, okay, what do I have to lose? Absolutely nothing, by getting involved by putting myself out there other than part of what I wanted to kind of protect about myself. I was not feeling as confident back then as I do today about who I am and what I have to share with the world. And I was afraid of being judged by who I am but then I reached this level of just like, what do I have to lose? Absolutely nothing.

Galem Girmay: It doesn’t hurt to try it, let me see where this goes. And that’s what I did. And that’s how I ended up where I was in end of last year and continued to going to now. And those relationships were the most critical for me. I was at a point of, I am desperate for information. I’m desperate for connections, and I really want to just meet other people and learn from them so I can improve my life and my career.

Darryl Praill: So there’s a couple of things I wanna unpack there. So I can relate to so much of what you’re saying. Part of my story, I’ve shared this with others. There’s one I haven’t, I don’t know if I’ve shared before. So for me, early in my career, early in my career, I had a boss who was brutal. They hired me and then I never saw them again. And then the one time they came, they said something completely stupid to me based on what their wife thought was important, not them as a boss, supposed mentor. And I was so frustrated, I was ready to get fired cause I had just felt like I was flailing. I got to that fuck it level as you say it, I love it, where I said, screw it.

Darryl Praill: I’m just gonna do what I think needs to be done cause I trust in myself to have some skills. Yeah. I know I don’t know everything yet at that especially at that point in my career but I know what I’m doing now is not gonna work. I know what he’s telling me is not gonna work, so I’m just gonna do it. And if I get fired, well, then I go out with my head, held high, as opposed to just being anxious and upset and withdrawn and doubting myself. And instead what happened was I kicked ass and the end of that year, he pulled me in his office and see, I know I sucked as a boss. But he gave me like a fricking massive raise and he says, “You were incredible. Just keep doing what you’re doing.” So there are moments in your career exactly as Galem said, where you just have to finally say, fuck it and just do it. So I love that. The other part about you, about when you said, what do I have to lose?

Becoming a public figure in sales

Darryl Praill: Okay. So when I started at VanillaSoft, LinkedIn was just a CV for me, that’s all it was, but I knew I needed to be out there in the community because that was the modern way to sell and connect and network. So I finally said, okay, I guess I have to be a public figure. And part of networking is being a public figure. Galem, you’re a public figure. Whether you wanna be or not, whether you’re comfortable in your skin or not, that’s what you have become. I’ve become that as well. Now, I’m not Galem but I’m like little Galem. And it was the same thing. It was just like, this is what I have to do. I have to be intentional.

Galem Girmay: Yeah.

Darryl Praill: There’s too many of you who are not being intentional about your career, about the community, about your learning, about your mentorship. But when you are, I’m telling you, I have people come to me now and they’re like, Oh, I can never be you. Oh my gosh, you’re legendary. Galem, I know you get… you’re Beyonce as you just said, your words not mine, but hey, you’re right, You’re Beyonce. And they look at you and say, I can never do that, but go back in time. You were just a normal person.

Galem Girmay: Here’s the thing I wanna be very clear about. You’re not supposed to be like other people.

Darryl Praill: Yes.

Galem Girmay: Be who you are and be confident in who you are and your abilities and get better than who you were before, cause you constantly becoming a new version, like who I was in 2020 and the things that I learned, now I’m at a new ceiling and now I have other places to go and other things to explore. So that’s the whole point. And for me, like with my life, not just my career but me as a person, what I’ve recognized is that I’ve always been the domino and I think you are too Darryl in a lot of your ways and relationships and career moves. Like if you are the domino, meaning like you start something and then other people tend to follow that or you create an environment or a place, or you do something that allows other people to look at it and say, “Wow! I can do that too.” That’s being a domino.

Galem Girmay: And that’s putting something in motion. And that’s what I’m here to do. Like, it’s just the idea of being that domino to empower other people to believe that, yeah, I can do that too. Cause literally I am, if we go back to what you said earlier, the poster child, I don’t see myself as that but what I see is just somebody who went against all the odds that were against me. Cause when you grow up in a country with parents who immigrated and you grow up in the foster care system, you’re not supposed to graduate from college. You’re not supposed to get a good job. You’re not supposed to really be able to take care of yourself, but somehow you managed to do that. And I know other people who have been in similar same situations and you just have to find it within yourself to figure out who you are and what your superpower is and do more of that and get other people to do that too.

Darryl Praill: Okay. So let’s just hit this, all right. For everybody out there who thinks the answer to your career success is to take shortcuts. How do I gain LinkedIn in algorithms? How do I connect with influencers so they could hook me up with bigger influencers? How do I project the personality I think they want to be? I’m telling you that doesn’t work. And what you end up getting is a handful of people Just like you in an echo chamber telling you how awesome you are, but they’re gonna leave you. They have no loyalty to you. It doesn’t work. But Galem’s telling you, I’ve experienced it firsthand, She said, “Stop trying to be everybody else.” She said, “Just be true to you.” She goes, “Understand your superpower.”

Darryl Praill: I love that point. What’s your superpower? For me, my superpower was that I can be a smart ass on video and I could wave my hands around and I can have high energy. That doesn’t mean I’m smart, that’s just my superpower. I’m not a Scott Leese. I’m not a Galem Girmay. I’m not a Benjamin Dennehy. I’m not a Jeb Blount. That’s my superpower. You gotta get to that fuck it moment. And you gotta be genuine. And biggest part is you have to be in the community. And if you, they will give back. That’s what it’s all about. Mentorship, networking comes from that. It’s a lot of self-awareness. That’s the thing Galem. You’re very self-aware. You’re very mature. So is this something that everybody can do?

Galem Girmay: Of course, but I think a lot of people tend to look at the tactical things. How do I do this? And the way I’ve started to think about it from professional, personal perspective is that everyone has a personal budget. Everyone has hopefully, I shouldn’t say everyone, cause maybe there are people out there who are like, “No, you’re not speaking to me because I got laid off. I don’t have an income.” Well then let’s pretend, okay. Let’s pretend you do have an income and whatever that number is, now the actions that you’re taking every day, money is gonna get withdrawal from your account if you do the wrong thing. If you do the right thing, you will get more money.

Galem Girmay: And that’s how I look at my life. So if I’m sitting here sending an email to a prospect and all I’m talking about to this prospect is about me. This is why I’m great. This is why you should buy from me. Well, guess what? I’m losing money. And I have this kind of tab that I keep track of, okay Galem, you just spent three sentences in this email talking about you and your product. You just lost a thousand bucks. Now you’re in the negatives. And then next day, all I did in a meeting was talk about me.

Galem Girmay: Let’s say, that’s what I did, now I lost another 500. And I keep thinking in those terms, if I’m somebody cause I see too much of this, people are being self-serving all the time. They reach out to me and they say, “Hey, we wanna get time with you, here’s my calendar link.” I’m like, who gave you the right to send that to me? You just lost a thousand bucks. I’m not interested. Like don’t be that person. Think about how would this feel if somebody did this to you and you wouldn’t feel good so don’t do that to other people.

Darryl Praill: When it comes to your career, when it comes to having success, when it comes to networking, when it comes to being mentored or being a mentor, when it comes to building a network around yourself, developing your own personal brand, you just had a masterclass today, folks. She said a few key things that resonate with me. Galem said, “Do the right thing.” She said, “Find your I don’t give a fuck moment.” She says, “Use your super power.” She said, “Be the domino.” Now these may sound like cliches to some of you, but if you’re really listening to what she said. What she said was, if you give to the community without expectation, they will give back, she wrapped it up with an analogy about, what’s your income and what does it cost you? Too many of you try to take shortcuts.

Darryl Praill: Respect yourself, have confidence in yourself to stop that shit. Be like Galem. Galem, I’ve had a fantastic time today. For those who don’t know again, all right, Galem Girmay, She is a sales executive at Go Contractor. Please follow her LinkedIn, Twitter, Instagram, and on Clubhouse. She’s a rockstar. I really wanted to talk about Clubhouse. We’ve run out of time. Another day We’ll do that. But in the meantime, Galem, you rock. I just thank you so much.

Galem Girmay: Thank you. And so do you, Darryl, I love having you in my life, in my circle. And I look forward to creating a room in Clubhouse with you to talk about Clubhouse.

Darryl Praill: I love it. That’s it. We’re out of time folks. We’re way out of time. My name is Darryl Praill. This is Galem Girmay. This, my friends is another episode in the books. Remember, I wanna call it, Be the Domino on the INSIDE Inside Sales show. You take care of we’ll talk to you soon. Bye bye.