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You have not because you ask not, Stephen Pronechen’s career started on this belief, he charmed his company’s VP in giving him an opportunity in the sales team, during a softball game.  Stephen worked through all the levels and now is at the top, started in the mailroom, and then moved on as a researcher, lead gen, STR, enterprise AE, head of global STR’s. He has seen everything in sales. His story is the perfect example of how doing small things right every day will get you there.Key points: Doing the little things right. Luck is preparation meets opportunity  Driven and coachable most important  Main KPI is to track how many times we make come one laugh  Analyze, strategize, execution. Quotes: Every no that I get is getting me one step closer to a yes - Stephen Pronchen  Fear can definitely be a powerful motivator when you harness it appropriately cause if you let it out of control then it can eat your life - Stephen Pronechen Finding people who are internally driven and coachable is the most important character trait for anyone  Success for Stephen is leaving behind a legacy where we are able to pass along things to other people I come in contact with this world and help them rise up. At the enterprise level do research about your clients to build credibility  This episode of the podcast was brought to you by Balto, the #1 Real-time Guidance platform. Powered by AI, Balto gives sales reps recommendations during their phone calls so they can sell more and get to the next level.  Managers get data that shows them what’s working and what’s not so they can give their reps even better coaching. Balto helps sales reps, trainers, and managers become their best.  You can learn more about Balto HERE Read a case study HERE  Or partner with Balto and make some side cash HERE  ABOUT JAKE LYNNJake Lynn is a leading authority on telesales. He is the host of the Top 50 Podcast, “All Things Telesales."His thought leadership has been instrumental in helping guide some of today’s most elite insurance call centers. Funny and dynamic, Jake is passionate about helping phone-based sales professionals truly smile and dial.Setting the standard for teletraining for the insurance industry, Jake teaches agents to serve not sell with PEG (Praise, Empathy, a Gratitude) and to always put Compassion Before Commission.  Stephen Pronechen LinkedIN Support the show (http://www.allthingstelesales.com)