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Do you have any advice for someone just starting out?
Sometimes the hardest thing to be is yourself. Whether you are selling advertising or interviewing a public official or interacting with co-workers, be authentic. I’ve always told new sales reps that if you are genuine, people will react positively to you.
If you could have done anything differently, would you?
I would do a lot of things differently because hindsight is 20/20. I could not count how many decisions I have had to make during my career. I’ve tried to not just follow what everyone else was doing, but to do what was right for my organization in my market. Certainly, I look back and second guess things that didn't work out the way I thought they would.
I came across a Turkish proverb once that read, “No matter how far you’ve gone down the wrong road, turn back.” So, whenever something got to a point where I recognized we were on the wrong road, I pulled the plug. I think that has helped me have fewer regrets than I might otherwise have.
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