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Introverts… sometimes they get a bad rap, especially when it comes to perceptions about their fitness for sales or leadership roles. Well, in this episode, we bust those myths with guest David Kreiger.

David Kreiger is the founder and president of SalesRoads, a business-to-business appointment setting, lead generation, and sales outsourcing company. In this episode of The B2B Mix Show, David shares:

  • His experience as an introvert in sales
  • How technology has made it the introvert’s time to shine
  • Why the changing buyer’s journey makes introverts well-suited to selling
  • Biases that hiring managers need to recognize when it comes to introverts
  • and more

Want to get in touch with David? You can reach him on LinkedIn or http://www.salesroads.com.

Transcript

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Alanna Jackson: Welcome to the B2B Mix Show with Alanna and Stacy. In each episode, we'll bring you ideas that you can implement in your sales and marketing strategy. We'll share what we know along with advice from industry experts who will join us on the show. Are you ready to mix it up? Let's get started.

Stacy Jackson: Hi everyone. I'm Stacy Jackson.

Alanna Jackson: And I'm Alanna Jackson. We are the co-founders of Jackson Marketing. And in case you still haven't heard, we are also sisters. Stacy, what's the topic of today's episode?

Stacy Jackson: Today, we're talking about introverts and sales. And really, a lot of the points that we discuss with our guests today apply to introverts in management and leadership roles too. Alanna, what's your take on introverts?

Alanna Jackson: Well, as you know, I'm an extrovert, so, I used to actually think that extroverts were the dominating people in sales because they're more talkative, more into social settings, and things like that. But I have since, over the last couple of years, learned more about introverts. It's not that they're shy. That's a big misconception. And a lot of times, they are better because they take a step back and take everything in and listen to it before reacting or before responding. So they can actually really excel in sales and leadership roles, whereas a lot of people have a misconception that they wouldn't be good in those roles.

Stacy Jackson: So Alanna, you mentioned you didn't know a lot about introverts, yet we're sisters and I'm an introvert and we've known each other a lot of years. I'm not going to say how many. How come you never knew?

Alanna Jackson: Well, I don't know. I guess I look at family different because, while I know that you're different in social settings, but in family stuff you're not quiet or anything at all.

Stacy Jackson: I'm the goofball.

Alanna Jackson: Yeah.

Stacy Jackson: Yeah.

Alanna Jackson: So, I just don't think of you that way a lot of times, so maybe that's why.

Stacy Jackson: That's probably true. It depends on the context. But I definitely am an introvert just like today's guest, and I can tell you that introverts are awesome.

Alanna Jackson: Extroverts are too now. Let's not get .

Stacy Jackson: Yes, yes. I'm not taking anything away from extroverts, but I don't think they've had the negative stereotypes the introverts had.

Alanna Jackson: That's true.

Stacy Jackson: Introverts aren't necessarily shy. Some may be. They aren't meek or mild mannered to the point where you couldn't give them responsibility as a leader. Sometimes, it's just we have a different way of thinking through things and doing things.

Stacy Jackson: I remember working with someone one time with another agency and it just always frustrated them because I wasn't just shooting off at the mouth different things and ideas. I like to walk away from the brainstorming session, then come back with ideas. Eventually, they appreciated that because they saw they got better partnership when they gave me my room to think. But it's just an example of how that person that was an extrovert could clash a little bit with me as an introvert because we weren't communicating the same way.

Stacy Jackson: So, if we can all get together, try to work together, and build on each other's introvert and extrovert strengths, or if you're an ambivert, hey, good for you, you're right there in the middle, I think everybody will get along better and people will find that there's a lot of good things that can come out of working with introverts.

Stacy Jackson: So-

Alanna Jackson: I think that's why we make a good team ...

Stacy Jackson: I think so too.

Alanna Jackson: ... in our company because you're an introvert, I'm an extrovert, and we work well together and with our clients well that way.

Stacy Jackson: That's true. So, without further ado, Alanna, would you like to introduce today's guest?

Alanna Jackson: Absolutely. David Kreiger is the founder and president of SalesRoads at business-to-business appointment setting, lead generation, and sales outsourcing company. He has been named as one of the most influential leaders in sales and lead management the last four years in a row by Sales Lead Management Association.

Alanna Jackson: David's team at SalesRoads focuses on developing and implementing high quality professional business-to- business inside sales teams for clients with turn key solutions. These include recruiting, training, and retaining highly skilled workforces, developing powerful call approaches, rebuttal strategies, and leveraging the latest technologies to build pipeline, increase sales, and lower clients cost per sale, which is always a good thing.

Alanna Jackson: So David, welcome to the B2B Mix Show.

David Kreiger: Thanks so much. It's great to be here.

Stacy Jackson: So David, as you know, today we're going to talk about introverts in sales jobs. Would you describe yourself as an introvert or an extrovert?

David Kreiger: I am definitely an introvert.

Stacy Jackson: Me too.

David Kreiger: It's funny how we're going to have to actually lead this podcast as two introverts talking throughout the day.

Stacy Jackson: At least we have the extrovert Alanna with us.

Alanna Jackson: Yeah, I was going to say you've got one extrovert on here, so I'll try and make up for it.

David Kreiger: You'll balance us out.

Alanna Jackson: Right. But you know what's funny is that there's a lot of misconceptions, right, about introverts and what an introvert is and how they react to situations? And I know that I have had that, a misconception in the past when I'm like, "Well, it's just they're shy," but that's not really the case.

Alanna Jackson: So, can you explain the difference between shyness or lack of confidence and being an introvert?

David Kreiger: Yeah, absolutely. And I think also, in my journey, I think they did relate to each other and I think I can give some guidance on how I overcame that and why they did, because they shouldn't necessarily. And so, I look at myself as an introvert, but there are definitely circumstances and even social circumstances where I can shine and be completely engaged and want to carry on conversations and really enjoy it and even get some energy out of a social interaction. It's what we're drawn to and the way that we approach those conversations that I think are different.

David Kreiger: And for extroverts ... And again, these are generalizations and there's a whole bunch of gray areas between the most introverted person and the most extroverted person, right? But I feel like with introverts, and at least myself, I get a lot of energy from a social interaction where I'm asking lots of questions and I'm listening to the person and I'm learning about them. And I can find myself just in a conversation and an hour goes by and I'm just engaged in them. Whereas a lot of extroverts, and again, this is a generalization, want a lot of different social interaction and want to be the focus of that social interaction. And that can be different.

David Kreiger: And so, because a lot of introverts aren't necessarily the ones doing a lot of talking in that social interaction or maybe asking more questions, it can come off as being more shy. But in some ways, it's just they're just more interested, too, in that interaction.

Alanna Jackson: Right.

David Kreiger: And so, I think that also in our society that shyness, because now we're not looking for that spotlight and we're not looking to just be the center of attention, that can be construed as a lack of confidence. But you can look throughout history at so many different introverts from Bill Gates, Elon Musk ... Mr. Rogers has been in there recently. He's the quintessential introvert. But even Abraham Lincoln, a lot of people say had big introverted tendencies, and I don't think anybody would attach the label of lack of confidence to those introverts.

Alanna Jackson: Right.

David Kreiger: And so, I do think that it's a misconception. But sometimes it's a misconception that some of us as introverts feed into ourselves, and I can talk a little bit more about that now or as we progress. But hopefully, that answers a little bit of that question.

Alanna Jackson: No, it definitely does. And one thing I think that, for me as an extrovert, sometimes I'll jump the gun and just say something and respond really quickly and I don't always stop and pull myself back a little bit and think about it, where I think that, at least I know with Stacy, she'll think through what she's going to say first and I'll just blurt something out sometimes. So, do you find that that is a difference between an introvert and extrovert as well?

David Kreiger: Absolutely, especially for myself. I'm the type of person, both in conversations as well as just in my day to day, that I'm the type of person who needs to think it through. For instance there's a good example. This weekend we had a 40th birthday party for one of my good friends and his wife asked us, the people who were coming, to do a roast. So, as an introvert, a roast is not my first calling.

Alanna Jackson: Yeah.

David Kreiger: So, as any good maybe introvert would do, I studied for literally the two weeks before. I was reading Wikis on how to do a roast and listening to Comedy Central and trying to learn from the greats. And I would deliver these jokes to my wife and she's like, "They're just not that funny."

David Kreiger: And I think the key for myself as an introvert to success and sales success and just confidence as an introvert is to realize who we are and realize our strengths and leverage them. And so, what I ended up doing was writing a pre-prepared sonnet to my friend I thought was funny. But I can pre-prepare it and I can really prepare it and write it out, and that I felt comfortable with and that worked.

David Kreiger: And I think finding what works for us as introverts versus just feeling like we have to do what that extrovert is expected to do is really key too to coming to terms with being introverted and then leveraging it to actually generate really, really good success for ourselves.

Alanna Jackson: I probably would have gone into that with, "I'll just wing it when I get there for the roast."

Stacy Jackson: And I was going to say I would have taken your exact approach and researched it.

David Kreiger: Totally.

Stacy Jackson: Even our approach to this podcast is I definitely had the introvert approach. I wanted to prepare and we need to make sure we know what we're going to say. Alanna's like, "Let's just wing it."

David Kreiger: Totally.

Alanna Jackson: But we have learned from one another.

David Kreiger: Yeah, totally.

Stacy Jackson: As an introvert, did you ever imagine when you were younger that, "Oh, I want to end up in sales," or did you even think that would be a career that you would end up in?

David Kreiger: Yeah, so it's funny. The short answer is no. However, I've realized both directly and indirectly that I have been in sales my whole career. My first job was I was hired by a vice president of sales, but to do sales operations, so all the behind the scenes sales aspects, and then also was asked to build our call center and our inside sales, which led me on my path here. But I wasn't the frontline person on the phones or doing the selling. So, I was around salespeople and I realized I got a lot of energy from it. And I love the process. I love the idea of trying to figure out ways to position your product or service and understand your prospect to be able to match what you deliver to really help them in whatever they're trying to achieve in their jobs. So, I never really thought about a career in sales, but for my first job I was in it.

David Kreiger: And then my second job, even though I was in account management again, it really, at the end of the day, was all about selling, which is I think very, very simply just trying to understand the people that you're working with and what they need and what they need to do their jobs well, what are their goals, and then leverage whatever it is that you're working on to try to help them do that.

David Kreiger: So, I never really thought specifically I'm going to be in sales or I'm going to study to be in sales or this is what I want, but really throughout my whole career I was, in many ways, in sales. And it wasn't until I started my company, until I started SalesRoads, that both from a service offering, which was directly related to sales, but also making sure that we got our own clients that I felt like I was directly in a sales career.

Alanna Jackson: Okay. Now, I think that, for me, I've always thought, "Oh, well sales is an extrovert kind of thing. You got to be outgoing and really loud and everything." But as we've been writing more articles and blogs for some of our clients, we've written about introverts and extroverts and my eyes have been open to all the different things that introverts take and make better in sales, because you're processing what the client or prospect is telling you and taking that in and actually applying it to the situation and how your product can help them. Whereas a lot of people that are extroverts are constantly thinking, "What's the next thing I'm going to say?," and they're not really completely listening to what's being said to be able to help them solve their pain points and resolve their issues.

Alanna Jackson: And that's one thing that my eyes have really been open to, that introverts probably make much better sales reps in today's environment because the buyer has completely changed.

David Kreiger: I 100% agree and I think that the best salespeople or the bestselling processes is exactly what you described, which is really starting by listening and understanding your prospect and not just starting by going in there and winging it and just telling them how great you are, which extroverts have more of a tendency to do than introverts naturally.

David Kreiger: And so, I think our natural inclination to ask questions and learn and understand what it is that the prospect needs, what challenges they're facing come more naturally to an introvert than an extrovert. And in this day and age I 100% agree that that is a strength and that SalesRoads for some of the extroverts, that's some of the things we really have to work ... that comes natural to me and some of the folks on my team that are introverts, we have to coach some of the more extroverted people to slow down and ask more questions because, at the end of the day, it has a much better sales results.

Alanna Jackson: Right. And do you think technology has changed how introverts are in sales? Has it made it easier for introverts to embrace sales and become those star salespeople on teams? Because there's less travel for need and different things like that and the constraint interactions that may drain some of the life out of an introvert. Do you think that the technology has helped with that?

David Kreiger: A hundred percent in both of the ways that you just described. So I'll break them down, especially for me. So when I go into a sales call or when I'm preparing some prospecting, the type of information that we have at our fingertips now is nothing compared to what we even had 10 years ago, let alone 15 to 20 years ago. We can do those things that we as introverts love to do, which is research and understand and figure out things about both the company and the prospect that we're going to be speaking to. And we can do our research and do it in a meaningful way. So, those tools really play into the hands of an introvert as to what they want to do in order to be prepared and to maximize that sales conversation. So, I think that is absolutely huge for an introvert.

David Kreiger: And then the types of interactions that we have that are meaningful or that I think prospects want now lend itself more to the introvert. Now, there's totally a lot of value in going to trade shows and taking clients out to dinner and schmoozing and things like that, but those are generally things that are more difficult for introverts than extroverts. And in this busy world, a lot of times I can't tell you how many clients or prospects where I've pushed myself because I feel like it's the right thing to do, I need to take them out to dinner, and they'd prefer not because they're so busy that they don't have time for it and they just want to make sure that we're focusing on doing the right. And so .

Alanna Jackson: Right.

David Kreiger: There's less of a premium on wining and dining prospects the way that there was, and instead on just solve my problems, fix what you.

Alanna Jackson: Right.

David Kreiger: ... help me. And that's where the introvert truly shines. And so we're not expected to do those things in the way that we were back in the day. And then lastly, I think this is the last part of what you mentioned, is we don't have to go out and do face-to-face meetings where we have to have 15, 30 minutes of small talk and then the meeting and all that. You'll have your Zoom meeting for 45 minutes, an hour, and for the most part it's set up in such a way that it's more about business and talking about the things that you're supposed to be talking about in a discovery call. And that, again, lends itself to the true talents of an introvert.

Stacy Jackson: Yeah, definitely. One book that comes to mind for people who are introverts, if you're uncertain about selling, at least I like it, is the Daniel Pink book "To Sell is Human." I never really thought about sales that way, especially as someone who's an introvert. But every day in your life you're trying to sell something to someone to get ahead in some way. So, I think if introverts can really look at it using persuasion and their listening skills, they might find themselves a little more opened up to becoming a salesperson.

David Kreiger: Absolutely. And there's also a great book that's really on, "The Introvert's Edge" by Matthew Pollard, who I actually heard speak at an inside sales convention. I think he's great. He really does, first of all, put it out there in print, and it means something when you see him in print and know that you're not the only one out there looking to sell as an introvert. And he shows and makes, I think, a very good case as to why introverts can sell better than extroverts sometimes. And so, I think it's really starting to come around where people really are realizing that sales is not just in an extrovert's game. And that's been helpful for me as well.

Alanna Jackson: Hey folks, let's take a break to hear about today's sponsor.

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Alanna Jackson: And we are back.

Stacy Jackson: Do you think that hiring managers, at least those who aren't introverts themselves, still have in mind, "I need this outgoing, extroverted person," or do they maybe recognize the extroverts on their team a little more than they might an introvert? Or do you think that walls coming down?

David Kreiger: I think it's starting to, but I think we're a long way from there. I think with these books and with people realizing how important it is to be able to listen more and solve people's problems, I think some of the things that we're talking about today are helping with that. But I still do think that we're not quite there yet. And I think a lot of times, even if consciously the recruiting manager knows these things and thinks about them, that the questions are set up for an extrovert. Just some of the questions, even putting somebody on the spot or asking them to do a pitch or do some rebuttals, very few people do it, but they'll do an incarnation, "Sell me a pen." That's a lot of times for more of an extroverted person who doesn't have to think through something as much in their sales process.

David Kreiger: And so, what we've tried to do at SalesRoads to make sure that we're not overlooking some of the more introverted salespeople who could be rock stars, is that we're still going to look for them to do role plays on our interviews and we'll hit them with objections and see how they respond to them. But a day or at least two in advance, we give them the scenario that we're going to be interviewing them on about the company, some of the value prop, and things like that. And so, that gives them the opportunity, if they are so inclined, to do some research to prepare for that interview.

David Kreiger: Because in sales, creating a good sales process, I think both for introverts and extroverts, but a lot of introverts are more comfortable with it, you can pre-plan a lot of it, right? And you can write out a basic script. You know what most of the objections are going to be. You know what types of questions you should ask. And so, you can plan all that out ahead of time. And so we try to allow the people who are interviewing for our company to have that option, to be able to do it before an interview so that, if they are more inclined in selling in that way, they can truly shine during that interview.

Alanna Jackson: That's how it is in real life with a sales call. You're preparing beforehand. You're getting your mindset right. Just like when you go into an interview, sometimes you just go blank and you're like a deer in headlights. You don't know what to say. So, you're bringing them in there with the expectation or the setting them up for how it would be in real life, because they're going to get to prepare for that call and be ready. So, I think that's a great thing that you guys do in your hiring process.

David Kreiger: Yeah. So, to get us to where we need to get to to make sure that introverts aren't overlooked, I think it's not only realizing that introverts have certain skills in sales, but it's also structuring the interview so that those skills can truly shine. And I'm just not sure if we're completely there yet.

Alanna Jackson: Do you find that introverts get overlooked for their performance sometimes because maybe they're not speaking up, because they don't feel like they have to showboat or anything like that?

David Kreiger: So, I think, in sales, that part personally is better because it is such a metric-driven business that, as an introvert, it might take you a little bit longer. So, maybe that part can be difficult. But at the end of the day, you can start showing your performance by how many deals you're closing or how many appointments you're booking.

David Kreiger: And so, I think once a salesperson is in the door, it's much easier as an introvert to really show how you're going to shine because your numbers are going to speak for themselves. And I think some of the research that has been done is they actually have shown that a lot of times those introverts are outselling their extroverted counterparts. So, the journey for introverts, I think, is twofold. One is realizing that as introvert you can be a phenomenal salesperson and that it's a strength, not a weakness, so, allowing more introverts to come into the profession, and then two, making sure, I think your question is a good one, that hiring managers aren't overlooking them. Because I think once they actually are in the door, they can shine because their numbers will speak for themselves.

Alanna Jackson: What other advice would you give to introverts who may be considering a job in sales? Is there something that they need to think through when they're looking at, "Hey, maybe I want to switch over to be in sales?"

David Kreiger: Yeah, so I think there's a few things, and this is going to come back a little bit to your first question about some of the differences between introverts and extroverts and the difference between shyness and lack of confidence and things like that. So, I think the first piece of advice for introverts is to understand what sales is this day and age and that it might actually give you a lot more energy than you think and that it might and very well will play into your strengths and not your weaknesses, which I think is one of the biggest misconceptions. So, I really do urge introverted individuals, and they can reach out to me or other folks that they feel are introverted and just at least talk about what selling is in 2000, really almost 20, and it really is a great career for somebody who's introverted because of all the things we've enumerated throughout this conversation that can play to our strengths.

David Kreiger: And then secondly, and I think this is for sales and I think it's in general, and I think, again, this is also starting to change, but it is a societal thing. And I think sometimes why there is a misconception of introverts being shy and that's perceived as a lack of confidence is sometimes the perception, but also it's sometimes our own perception of ourselves. And because it still is to some degree an extroverted world and that's what is expected of people in sales or business or just in life, sometimes if we don't come to terms with our introversion and we think we should be extroverted and we think we should walk into a room and we should be the life of the party or we should be able to regale people with stories or do a great roast off the cuff, and we think if we can't do that that we aren't as good as an extroverted person, that can create somewhat of a lack of confidence.

David Kreiger: And I'll be honest, for me early in my career, I think that I did have a little bit of a lack of confidence. I'd get more nervous because I was trying so hard to be something I wasn't and I would try to walk in a room and try to be more extroverted, and I just couldn't pull it off. And that would make me nervous because I would try and it wouldn't work.

David Kreiger: And so, I think it's really important as introverts to understand what are our weaknesses and say, "That's fine." And I don't need to even work on things, right, but I don't have to be that in order to be successful or to be confident. And then also, understand our strengths, which are really, really gifts in my opinion. And if you do that, then you start creating an amazing confidence. And it might be that quiet confidence people talk about, but that is fine.

David Kreiger: And so, I think, in coming back to your question about sales, one of the things I always tell the people that I work with is you have to sell within your own skin. You have to know who you want to be and how you want to carry out your sales conversations and customize your process and your conversations around your strengths and who you are. Now, that doesn't mean you don't want to work on things and there can be certain weaknesses, but there's a big difference about being somebody who you just aren't and improving who you are. And I think as salespeople it's just important to recognize the difference between the two. And in doing that, that will allow you to have the confidence to be amazingly successful in this wonderful career we call sales.

Stacy Jackson: And the more confident you are, the more I as your customer am going to trust you because you are being authentic and being yourself.

David Kreiger: A hundred percent.

Stacy Jackson: So, I think that's really important advice.

Alanna Jackson: And one of the things that I find fascinating is that the misconceptions that we all have about introverts because we think of ... I believe you know Darryl Praill from VanillaSoft and the CMO. He was on a podcast earlier this year and he was talking about how he was an introvert. And I was like, "What? There's no way he is." And it just makes you think what we think of an introvert is being is just completely opposite. A lot of times we think of that quiet confidence, but it's not always that way.

Alanna Jackson: And it's like you were saying, that we need to change the way that we think about what an introvert is and how they can fit into that sales process and those sales professions, because I think that if we embrace it, then we'll see the way that we sell and the outcomes in our businesses change.

David Kreiger: Absolutely.

Stacy Jackson: So, what would you tell extroverts on your sales team or another sales team to try and learn from their teammates who are introverts? What can they learn and vice versa?

David Kreiger: Yeah. So, for the extrovert, I really do think that the most important thing that we coach extroverts on is listening and asking questions and then really listening to those answers and hearing what that person is saying. Introverts, it's really easy to hear what they're saying and hear the nuance sometimes, where a certain word is said in a certain way and you're like, "Oh gosh, that is what they're struggling with." They might not even come out and completely say it, but that's what we're struggling with.

David Kreiger: And so, really working with introverts to ... they might not get to that nuance because, again, they've got to sell within their own skin. But the two big things are just making sure that they are asking good questions and listening and really listening to those questions before they respond, then they will ... Those things that come naturally to them, which is responding, will be even that much better when they've really listened to that prospect and made sure that that prospect seems understood. And so that's really the most important takeaway, I think, for extroverts that they can learn from their introverted counterparts.

Alanna Jackson: And I know you mentioned your hiring process and how you incorporate an environment where they can excel during the interview. What advice would you give to hiring managers, especially those that are extroverts who may be uncertain about hiring introverts? Do you have any advice that you could give for them?

David Kreiger: Yeah. So, I think the first thing is to make sure that they do have this mindset and make sure that they aren't thinking about what a salesperson was supposed to be 15, 20 years ago. And they can even talk to their counterparts, the VP of sales and ask them what they're looking for. And a lot of times, the things that they're looking for will be attributes of an introvert, and maybe that will help them to crystallize it if they haven't yet, because they'll talk about, "I want somebody who's a good listener and I want somebody who asks good questions and I want somebody who prepares," right? All these things, those are introvert, introvert, introvert. So, if they're not on board with it yet, is first made sure that they a realize that if they exclude introverts from their hiring process they're excluding an amazing pool of talent for them to be able to bring on board for their company.

David Kreiger: And then once they're on board is to really look at their hiring process. What are the questions that they are asking and would that lend itself to somebody who's introverted? Are they putting them on the spot? Are they giving them time to prepare? And if they're not really sure, then try to find somebody on the sales team who is somewhat introverted and talk to them and get some advice. What are the things that that you would ask if you were talking to somebody who's introverted that would really help us to mirror some of the skills that you have and it allowed you to be successful in selling?

Alanna Jackson: Would you encourage them to do the same if they're trying to figure out how to motivate their introvert sales reps to talk to others that they know are introverts and get some ideas, or do you have some recommendations for motivating introverts on the sales teams?

David Kreiger: Yeah. So, that's a great question and I'll be honest, I probably should actually think about that more. I'm probably overlooking the introverts our rah-rahs and things like that. So actually, that's a good nugget for me to takeaway. I do think that introverts get less energy from seeing their name in lights and being called out and things like that. But at the end of the day, I think everybody does like to get recognition. And so, I do think it's probably the type. You probably don't want to necessarily have an introvert come up for the president's club and then make them give a speech, things like that.

David Kreiger: I'd rather not go to Aruba this year so ...

Alanna Jackson: Shoot confetti and make a big deal of it.

David Kreiger: Exactly. So yeah, I think it's a good point. I'll be honest, and here's already the mistake. I haven't looked at that through that lens and it's probably something we should do a little bit better. So, it's a really good point.

Alanna Jackson: Yeah. And I've heard a lot recently about how motivating your sales team is changing, that it's not necessarily the ... the money's not motivating it anymore. So, it's definitely something that we all need to look at on how to motivate just our employees in general, right?

David Kreiger: Yeah, absolutely. And we think about it. We think about our purpose and we try to make sure that we are engaging people and really listening to them, allowing them to do things. But I'll be honest, I've never put that filter, and I think sometimes you know when you put a different filter on things you can really come up with some great things, and even just asking some introverts on our team, asking them about some of the things we've done as far as recognition, "Was that what you wanted or is there something else?" And so I love that. I'm taking a good nugget away from this.

Stacy Jackson: Oh, good.

Alanna Jackson: Now everybody that works for you that's listening is going to be like, "Okay. We're waiting for the ..."

David Kreiger: Right. Exactly.

Stacy Jackson: All right, David, we have one more question for you and it's just for fun. If you weren't the president of SalesRoads, what would your dream job be?

David Kreiger: That's a great one. So, I will give you maybe one of three, because I don't know if I can really choose.

Stacy Jackson: Okay.

Alanna Jackson: We'll take all three.

David Kreiger: All right. So, I would either be a travel photographer.

Stacy Jackson: Oh, fun.

David Kreiger: Or I would ... And I tried this once in my spare time. It didn't go so well, so it's probably a good idea for me not to give up my day job at SalesRoads. But I actually tried writing children's books once and did a few, so that was fun. And then lastly would be jazz pianist.

Stacy Jackson: Oh, cool.

Alanna Jackson: Oh, cool. So, you tickle the ivories?

David Kreiger: I try. I try. I did earlier. But again, this is just wishful thinking, because if I quit SalesRoads and just did that and I was actually trying to perform for people, they might pay me more to stop playing than to keep playing.

Alanna Jackson: So, it's not just "Mary Had a Little Lamb." I don't know if you know that.

David Kreiger: I can go a little further than that, but not so much.

Alanna Jackson: Well, thank you so much for joining us and sharing your insights on introverts and sales. And if any one in our audience would like to connect with you, what's the best way for them to do that?

David Kreiger: Yeah. So, they can reach out to me on LinkedIn. I always love connecting with people on LinkedIn. Shoot me a message and any questions. Our website is www.salesroads.com, so you can always find us there. And our number's there, and you can always get me through the dial by name directory or you can just email me directly at David@salesroads.com. And love to connect with anyone with any questions about introversion, or I'd love to hear your stories on your introverted journey or insights.

Alanna Jackson: And we'll share all that contact information in the show notes. If you want to get in touch with me or Stacy, you can hit us up on social. On Twitter, you can find Stacy at @Stacy_Jax. That's S-T-A-C-Y underscore J-A-X.

Alanna Jackson: And you can find me at Alanna_Jax. That's A-L-A-N-N-A underscore J-A-X.

Alanna Jackson: And if you're not a Twitter fan, you can always look us up on LinkedIn under Stacy Jackson or Alanna Jackson. And finally, don't forget you can also leave us a voicemail on the Anchor mobile app or on our show page at B2BMix.show.

Alanna Jackson: The B2B Mix Show is hosted by Stacy Jackson and Alanna Jackson of, you guessed it, Jackson Marketing. If you need help with your B2B inbound marketing efforts, visit us at JacksonMarketingServices.com.

Alanna Jackson: Goodnight.

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