In today’s episode, Lorie Jones chats with Jessica Golle, the chief commercial officer of Agio. Jessica’s career journey, from her Bronx upbringing to leading sales and marketing in IT and cybersecurity, offers valuable insights and encouragement.
Listen in as she shares her strategies for overcoming setbacks, building relationships, and maintaining a positive attitude in challenging environments. Jessica’s practical advice and candid reflections are sure to resonate with anyone aiming to make their mark in their career.
Don’t miss out on this empowering conversation!
Show Highlights:
- Follow the creation of an unstoppable woman in finance. [00:04:07]
- Discover where people skills apply in the numbers world. [00:06:58]
- How you might discover a passion for sales. [00:08:02]
- Why joy can transform women’s careers in male spaces. [00:09:50]
- Sisterhood-gold goals to shore up success. [00:11:33]
- Pro tips on capitalizing on your authentic selling style. [00:13:37]
- The wisdom of winging it until you gain wings. [0:17:48]
- What to do to defeat a fear of authority. [00:21:05]
- Explore women’s issues in male-dominated work. [00:22:58]
- The yes/no ratio and a trove of other sales job secrets. [00:26:12]
For more information or to connect with Jessica, visit https://agio.com/person/jessica-golle/?team#gref
If you enjoyed this episode, please go to Apple Podcasts and leave a review!
For more information about Lorie Jones, go to http://fearless-females.com/.
00:00.85
loriejones7
Good morning so I'm so excited that we all get to be here today to listen to Jessica Golly she is the chief commercial officer of aggio and I'm really excited about our conversation I met Jessica not too long ago. And I am so excited to hear what she has to thank say thanks Jessica for being on this.
00:23.62
Jessica
Um, thanks Laurie couldn't be more excited this sounds like such a fun forum.
00:28.63
loriejones7
So I always start with the first question is I'm a reader I love reading? what is your favorite book.
00:36.85
Jessica
So I am also an avid and love reading always had since I was little and my favorite book of all time is from the mixed up files of Mrs Basil e frank and Miller it was something that I found on a library shelf in our little like school library I am to small Bronx catholic school. And I've read it every decade since um, it's like a copyright 1967 so cute. Um, el comberg I believe is how you say it? Um, but yeah, it's really cute if anybody has kids out there. It's just this awesome story of a brother and sister who escape. The metropolitan museum of they run away to the met and they like live there for a little bit. It's really cute and like the set in the sixty s fifty s it's adorable. But I guess the more recent one that I really enjoyed was um and this was quite a few years ago now but outliers by Malcolm Gladwell I just think his stories.
01:19.85
loriejones7
And.
01:31.27
Jessica
Are just so good and have amazing nuggets in them and I think sprinkled in that certainly is the 10000 hours so being a salesperson. There's a running joke that one of my best skills that I have for 10000 hours is being able to sit at a table with multiple people. And order effectively like the right amount the appetizers the right coursing the pacing and it's 10000 hours of meals with the with the clients. So. That's that yeah one of them.
01:58.53
loriejones7
Um, it's your superpower right? So um I think it's funny that she mentioned that book. That's one of my very favorite books. The mixed up files. It's one that I read when I was young too and I just.
02:13.44
Jessica
E.
02:15.86
loriejones7
Loved the idea of getting locked in a museum at night and being able to just go through and see all the fun things. There were to see without anyone else there.
02:24.20
Jessica
I liked Also the ingenuity of it like the way that they got money and was by taking out of the fountain and like how the older sister still made him take a bath like all those like fun things. It was really cute.
02:36.59
loriejones7
Yeah, it is I agree. It's a really cute book and those are both good suggestions I've actually read both of them. So I agree I love it so tell me a little bit about your so your journey Jessica how did you get where you are today. How did you end up.
02:43.51
Jessica
Awesome.
02:51.71
loriejones7
Um, you know and what what when? what do you do all day.
02:55.24
Jessica
Yeah, so um, a little bit of my journey grew up and riverdale in the Bronx and sort of stayed here for I'm back actually an apartment in riverdale right now which is super fun. Lower middle class family. So ah, my dad did go to college. He was ah.
03:14.80
Jessica
Graduated as a teacher um but ended up being a court officer. My mom like worked in a pre-k as a teachers assistant and the whole idea of going to school and college and all that kind of stuff was on us like we had to decide and and my sisters and I put in our own applications I don't really think. You know parents weren't even reading the college essays essay at that time that kind of good stuff that was going on and I had always said well I want to be in business because I want to make money and I don't necessarily know what that was I didn't really have much guidance on that. My first job that I landed was at Reuters in 9098 and I was doing data entry I was like. Ah, fixing income analysts and basically it was like checking the s and p files and come in the worst blips. It was really not engaging. Um and what had happened was I knew I kind of wanted to get into like finance business. 1 thing is I am linguistically challenged so languages. Don't come easy to me. Program at Fordham University where it went didn't require a language I was like oh that's a win right there but during I'd say my junior year I was super excited about all of my sales and marketing classes and I come home and show the projects to my friends and roommates and all that kind of stuff and my finance classes were. Sucking the joy sort of out of my life in in a little bit is way that for for that particular sort of such situation and it was that I realized like oh wait I have this good background.
04:26.11
loriejones7
Ah, don't say well I need fun.
04:39.55
Jessica
In finance and understand the fundamentals and understand the different pieces. Not sure I want to do that I liked the activity around and the creativity around the sales and marketing bit. So I essentially switched my major around sales and marketing with a minor in finance. So for what I do every day is essentially we sell manage it and cybersecurity.
04:51.11
loriejones7
Um.
04:59.40
Jessica
Services to the alternative investment space finance clients so it started particularly with um boops my screen just went blank. Are you still there? Yeah I'm sorry um, it started. Ah.
05:00.42
loriejones7
And he.
05:11.15
loriejones7
I'm still here. Yeah, and I can still see you.
05:16.14
Jessica
Primarily with hedge funds his our Cto and founder came from hedge funds and I had a background of having sold to hedge funds for about 15 years the time that I joined raiders sorry joined oggio um, and essentially we've.
05:23.10
loriejones7
I have.
05:29.53
Jessica
You know, expanded that to private equity markets family offices and most recently the R Eight space the registered investment advisors. That's essentially how we met.
05:38.12
loriejones7
Yeah, so so you um, you came up through finance so you could speak finance but maybe spreadsheets and dark rooms with ah lots of numbers were not your thing when you went into the human side of finance.
05:49.98
Jessica
Um, not my thing.
05:53.69
Jessica
Um, that's um.
05:54.70
loriejones7
Love that I love that. But you're able that way you're able to talk you know both both sides of the equation I've often said that sometimes you need an interpreter when you've got those numbers driven people.
06:07.11
Jessica
Absolutely and since a little bit more on the technology side that interpretation I think is really needed right? like understanding when people um, have issues with their platforms or even the human understanding of it when. You know a trade is about to go through and your technology collapses like people might be frustrated on the other side or if you have to you know, close out the books at the end of the day understanding all that sort of good stuff has certainly been helpful during the sales cycle. So currently today I'm running the sales team. Um. And also the marketing and the revenue operations functions within the firm ahio so it's fun. Every day is different in sales I always say that and certainly every day here even on a little bit more of the operation side is different.
06:52.85
loriejones7
Um I I Want to ask about that really quick because you know through my research and stuff like that. There's women don't go into sales as often as Men. Do So have you like why did you choose sales and how did how did that come to you and. Did it come easy. Do you do it in a different way than they do or do you do it just exactly you know, talk to me a little bit about that.
07:14.23
Jessica
I love that? Um, so I often say my irish catholic mother always said no. So I always had to negotiate with her so I can um like if I wanted to go the park I went to with my friends or I wanted to do this? no no no no and then I would like have to present my case. So it maybe comes from her saying no my whole life I think I was telling her I was going on a vacation and she didn't like the locale recently and she said no, you're not next up I think I am ah so that's kind of funny. So I think maybe the genesis was there in college. There was a lot of like bartering I had a car other people didn't so you know it was always a negotiation like. Will lend me one of your meal passes I was commuter affordo and you know I'll drive you to here. So there is always this little like negotiation and bartering sort of in my life. My dad says it was in my blood for my grandfather but you're right? Ah, there weren't necessarily as many women um around me were certainly. Not as many but when I got to Reuters um and moved internally I saw a position I was in the data analyst sort of area and saw a position in the city in New York city I was in Connecticut office. Um, for sales it was intriguing to me right. And the individual a gentleman. Um, that was my boss asked me to just explain a concept in 3 particular stages to sell him something I got up I did that it was easy I enjoyed it and being able to sort of stumble in your passion of something that like actually.
08:45.38
Jessica
Feed your soul and like you want to get up for work I remember um most of my friends were in entry level jobs and not necessarily enjoying them. Um and ah jokingly saying should we meet? Ah, you know in a dark humor way and jump off the empire state building like what should we be doing and I was like oh no I'm having a great time I love it. So.
09:04.36
loriejones7
Ah.
09:04.73
Jessica
It was kind of fun to stumble into that piece. Um, and then when you look back. It's like the signposts in the rear room mirror that kind of tell you like what you were doing there I will say this is a fun female story at Reuters we um.
09:21.16
Jessica
Had a group of women that really all worked together and worked together. Well um I think we were lucky because we came up at a time where the glass ceiling had been broken for us. We could still act as women we didn't necessarily have to put on this tough male persona we were able to embrace who we were. There was a little bit of. This is not very pc today but cat calling you know oh the writers girls here or or somethings that effect and you sort of embrace it and worked your way of like so like my thing was to throw a you know squishy ball at the guy's head that was being silly on the trading floor or something to that effect but not taking offense. But I will say we totally um, came together as a group and we would share leads with each other and if you could get someone to be the subject matter expert on your you always sort of linked up with the woman and we went to lunch or dinner and everybody would put it once a month and we would put it in our.
10:04.15
loriejones7
No.
10:18.10
Jessica
Calendars as fab asset management so people were like what who is this fab asset management or like great account. Great account and we're still friends to this day. So Twenty years later those friendships. Um I just had dinner about a month ago with ah 3 of the women that were in the group that's been fabulous to sort of have that throughout. And I've had that foundation of really helping each other. Um it was great.
10:37.83
loriejones7
I Yeah I love that I love that you were able to find your tribe is how someone described it. You know you found your tribe in the middle of the.
10:50.70
Jessica
Um, will.
10:51.12
loriejones7
A whole landscape and you found those people that you could support and still speak close to years later. So tell me what is the best investment that you've ever made in yourself. Have you.
10:56.39
Jessica
Um, yeah, they're wonderful.
11:05.65
Jessica
This is funny. This is my note and it sort of really just plays into that but it was time with my girlfriends and sisters and making sure that we were able to carve out that time I had um ah sort of a sad story but you know it turns into.
11:12.84
loriejones7
Um.
11:23.90
Jessica
Really is just a good life lesson. Um, one of my girlfriends had gotten married very young. Yeah, or yeah, we were all young, whatever when she was getting married and her husband was killed in an accident um and her women friends sort of rallied around her. And she reflected and said I was so caught up in my newlywed bliss and you guys would call me to go out and I wouldn't do it and here you are for me in this situation and it's something I think a principle that we've kept I just was out to dinner last night um celebrating with my sisters and my best friends the fact that I am now the chief commercial officer here at. Ahio. So like this is all um I think super important and I truly believe that that time with women carving it out making sure you don't get caught up I didn't actually have kids but like I've been married I have a bunch of friends I have a you know work with that. Has obligations that might be dinner time or whatapp but carving on that time to really be able to set an embrace in that time of people that are going through exactly what you're going through or in different parts of your life I think is super I important.
12:27.69
loriejones7
Oh I agree I think that um, as you you make that time to sit down with other women you find that we're not so different that whether we work in different industries or in the same industry that we can learn so much from each other and from our journeys.
12:42.20
Jessica
Absolutely and I think those sort of like check-ins are just so important you could just come back feeling better.
12:43.30
loriejones7
Right.
12:49.66
loriejones7
Yeah, fills your bucket. That's an important thing too I think to realize that you need to take the time to fill your own bucket because it can get there are days. It can get hard out there. So what about the worst advice someone gave you and.
13:00.30
Jessica
Um, yeah, absolutely.
13:08.52
loriejones7
Did you take the advice did you ignore.
13:10.12
Jessica
So this sort of goes to your question that I don't think I are like fully answered before about how you're selling differently So I have a wonderful friend that I bounce ideas off of we call each other sales partners and his um.
13:26.78
Jessica
Tactic, which it works really well for him if he's coming up against a wall in a negotiation or you know with a persnickety client or something to that effect is to kind of um, be belligerent and be very aggressive and be very strong in his point and. I Often say that's wonderful and that will work for you but that will not work for me that will shut the male counterpart on the other side of the negotiation table down from me. Um, so really understanding that it's not all equal. It's not all exactly the same different tactics. Different personalities and also knowing who you're going to work well with and selling with and who you're not I've been at the table where I'm the senior person and the gentleman older gentleman across the way is deferring to a junior male that works for me. So I know That. He's not going to be buying from me so therefore let me get that account transferred over to whomever it is So I think you're not going to be able to like change everything but you can change how you react to the different situation. So Oftentimes I'll say the worst device is to act that way but I didn't take it so it's worked out. Well. Because nobody wants. Um, what's not authentic to me. That's not my authentic selling style either. So It's different ways.
14:45.76
loriejones7
Yeah, so how do you authentically sell like what's your what's your authentic style is it more warm is it more or can you quantify it.
14:55.69
Jessica
I Think there's and I probably haven't That's a great question I probably haven't thought about it but I do know it's knowledge based like people essentially it and based in truth like.
15:02.45
loriejones7
Man.
15:11.13
Jessica
You should never over promise and underdeliver, especially in sales because it's just going to ruin your reputation so having sort of transitioned from a now defunct managed service provider like Aio is into Asio I was super comfortable with what I was selling because what I'm selling is true.
15:15.63
loriejones7
3
15:28.76
Jessica
I Don't want to overextend oftentimes like a salesperson's impulse might be say Oh yeah, yeah, we can do that or whatever but no like you would have to set up what the framework is what the parameters are and I think yeah being a little bit more um you know.
15:29.00
loriejones7
Um.
15:44.44
Jessica
Would say I am warmer I like to jokeke around a little bit I'd like to be friendly with my clients and um, but it's all steeped in knowledge if you don't know what you're talking about people will understand that um and then figuring out like a likeability like everyone is a human being at the end of the day and one of the best pieces of advice I ever got was.
15:53.29
loriejones7
Yeah.
16:03.17
Jessica
Try to sit across from somebody that you think that you don't care for that. You think you don't like and everybody's a human and you're going to find something that you like um yeah and it actually came from I was at a Goldman Sachs conference and it came from senator frank like the dogfr bill I think it was.
16:08.48
loriejones7
Oh I Love that.
16:22.55
Jessica
Or maybe it was forgetting the senator at the time but essentially he said that he believes the problem in congress today which I just think is so fascinating is that everyone because plane tickets were so expensive um to call it 3040 fifty years ago everyone went and moved to Dc and even if you were on the opposing party. Your kids are playing like little leak together and you were talking so his advice to young senators was always go find the person that you think is completely on the other side of the spectrum of your belief system and have breakfast with them because you're going to understand this sort of sense of community and and understanding that we're like all really in this together.
16:41.76
loriejones7
No.
16:58.74
loriejones7
Oh I look.
17:01.68
Jessica
So fascinating. So I've taken that with me and work I will um the joke is like for for newer people that I don't necessarily know or I don't have the same style as at a ah summit I might sit next to them just so I can try to like find that bond at that moment. So that in the moments of frustration if you have different work styles. You just still remember that.
17:20.23
loriejones7
Yeah I like that That's really good advice I think to to look for those that have differenting viewpoints from you and learn from them and I I think that I think the word I would use for your selling style is very authentic too.
17:20.68
Jessica
Ever be a person.
17:35.99
Jessica
Um, thank you.
17:38.70
loriejones7
So what about regrets is there something you look back on and you're like oh my goodness if I knew then what I know how I would have done that differently.
17:47.20
Jessica
Um, it's business is business right? and um at the end of the day. There's a bottom line there's I was let go from a job that I really enjoyed and I I put a lot of like blood sweat and tears in and I had a mentor and I took it personally that. Really at the end of the day. The sales just weren't there like he it was him or me like what was he going to do. He had to keep working. But I think if I had to look that back on that I would um, really have preferred I would say to keep that mentor in my life and keep that person in my life and. Really not have been so personally affected by it and everything happens for a reason it sort of set me on this path to where I've been now and there was a hop 1 more job before I got here but set me on this path certainly and I've enjoyed like the last.
18:22.87
loriejones7
And.
18:38.44
Jessica
12 going on 13 years with this firm so we.
18:41.52
loriejones7
So it got you where you were today. How would you? How would you have done it differently like um.
18:48.69
Jessica
I think I reacted I was younger and I think I reacted like as if it was a personal offense and I was upset by it I mean not to say that in the moment. It's easy to look back now and say oh my that was my livelihood that was like what what am I going to do but it really like there's a lot of jobs out there I've had. On the flip side now of having to let go of people and different things and 1 of the most wonderful gentlemen like I was getting choked up because it was put during covid he had just had a baby and he turned around to me and he goes I'm gonna be all right and I was like you are thank you like he was comforting me in the moment and I think to have that grace. Was just really lovely and I would have liked to been able to look back on my situation there and have reflected that way.
19:36.79
loriejones7
That's good. That's good advice too to kind of think about those situations that you could take emotionally or you could maybe learn something from on the other hand and and and maybe take an extra deep breath before you react? what.
19:50.91
Jessica
Absolutely totally totally I mean I hope that I I Hope that's a lesson learned if the situation ever arise was again.
19:53.40
loriejones7
Easier said than dead.
20:00.77
loriejones7
What is the 1 thing you would tell your 20 year old self if you could go back and talk to her.
20:08.11
Jessica
Um, yeah I would say um, fake it till you make it. You don't have to have all the eyes doted the T's crossed every single bit of the job description in there. Um, and this is not in a lying way. But I think women or females really want to have their ducks in a row before they go for something and I've seen my male counterpart and colleagues just toss their name in the ring. Um, even if they don't have 4 or 5 you know 3 or 4 of the. 10 things that they need to be in there. Um I don't think that you need to sort of be perfect. Just understand that like incremental progress and understand that if there an opportunity presents itself go for it I would say that's what I would say I probably sat back a little bit more. And waited for the promotions or different things versus saying like I really want this.
21:05.49
loriejones7
Sometimes it it's hard to do that. You feel like what if I fail you know everyone's going to laugh at you right? that sort of syndrome. But I agree with you that that if you take that chance What if you don't fail right? What if you see.
21:21.32
Jessica
Um, what if you cry what if you fly I agree totally.
21:25.61
loriejones7
What scared you the most when you started your career and does it still.
21:32.49
Jessica
Um, I would say it was Authority and no so it was almost like um, don't question. Ah, when somebody says something and you could have like an alternate opinion.
21:33.77
loriejones7
M.
21:48.64
Jessica
You could have um had a different experience and you could actually say and I know this is the way that I would actually do this and maybe speak up about it and I think um, ah jokingly my Ceo I'm not sure if you I think we met briefly at the conference he would say he would not think that that was my problem. Today in terms of speaking up. But I think that was probably it. You know at the start just being a younger person coming into a world that I didn't really know the business world.
22:16.23
loriejones7
Yeah, and there's a lot of people that you look to that seem to know a lot more than you do. Sometimes it's hard to find your voice. So if you do have to disagree or or present an alternate opinion as a young person. How would you.
22:25.43
Jessica
Um, absolutely um.
22:34.89
loriejones7
How would you suggest they go about doing that because that's a hard skill.
22:38.77
Jessica
Yeah I think it is I mean I've been very lucky that the cultures in our firm right now supports the um lexicon even of saying I'm just going to speak up on this I Maybe think that this.
22:53.97
Jessica
Would be the way I would tackle this.. What do you think I Welcome your input you know I think there's a lot of ways to just softly say oh this worked for me before I'm wondering if I could run this by you for the situation that you just talked about and sometimes people say no prescriptively I want it to be this way. But at least you. Have your voice and you're not frustrated by it. Think.
23:12.20
loriejones7
Yeah I like that it sounds like using a lot of question words what? explain this to me or would you mind helping me understand what you're talking. Yeah help? Yeah yeah I Love that.
23:23.79
Jessica
Um, I use you as a sounding board people love to get in our opinion.
23:31.58
loriejones7
Um, what about unique challenges because you were a woman did you face any of those through your career.
23:37.63
Jessica
Um, yeah I mean certainly um, there is and I don't know if it's unique I think many women face this but is there's the if you got excited about something or you got um. You know, really wind your point to come across. Oh you're very emotional. Don't get emotional about this and it's like um, he was just yelling 5 minutes ago and nobody said that he was emotional so that kind of thing certainly happens and it it is what it is. You know, being comfortable with who you are I think is super important. Oftentimes. I am the only woman at the table whether it's at a dinner or it's at a board room or wherever it is so to understanding. You know that might be the case and um, being comfortable with in your old own skin I don't think that I can really point to. Point um time where I was passed over because I was a woman or where I wasn't afforded opportunities because I was a woman. Um, but I think that might be a little bit of of luck for sure.
24:43.70
loriejones7
Yeah, there's there are different unique situations that we face that um, especially being the only woman in the room sometimes is daunting and and it I'm sure that you find that a lot in the sales role and in the.
24:52.79
Jessica
Um, yeah.
25:01.49
loriejones7
The upper um seasuite rolls that you've taken.
25:03.60
Jessica
I do have to say that this company asio is all about empowerment and women and I'm currently and an executive team. That's 4 women to the 3 men including so we're winning.
25:18.41
loriejones7
I Love I Love it. That's that's great I Love to see that happen and and we bring a lot to the table. You know so it's nice to see that acknowledged in the business world now.
25:32.24
Jessica
Yeah, it's a great firm. They've done. Ah our Ceo's vision in terms of having that lexicon that I talked about before of our culture where it's not just like. Valley's on a plaque that you roll your eyes at when you walk by, but it's actually how we speak to each other and our main premise is to evolve. So I think that that's really important. You know that we're constantly going to be adding tweaking and deleting. Um, oio is not a finished product I think you can take that into your own life. No one is a finished product so change is hard and can very often be frustrating but just like take a breath when it's coming at you I think that that's huge and that's how you distill and take out some of the emotion I think when you're in one of those tough situations.
26:12.76
loriejones7
Yeah, that's that's good to just breathe take a few minutes be still and think yeah I think that would solve about half my problems if I do yeah, let it.
26:26.90
Jessica
Um, don't answer that email like um like just let it simmer. Yeah, that.
26:31.91
loriejones7
Ah set just give it a minute. Ah what are you? the most proud of Jessica.
26:39.00
Jessica
Yeah I think you know from a work perspective I'm going to say the success of my team. You know when my sales team successful that is such an amazing reflection for me. Um, and a lot of Managers. Don't see that like I want to give the credit to everyone. Don't take the credit I Think that's good advice like you know what? I mean you have good people around you because you are empowering them or you enable them or any of those sort of good things I think that's important. Definitely not.
27:06.52
loriejones7
Yeah I like that don't hog the credit for yourself, but sure what about any advice for a young lady who's just starting down this path. You are already so successful at it. What would you tell someone who is just at the beginning of this.
27:24.45
Jessica
So specifically from a sales job I think understanding what your process is and the grind of it is gonna be super important so um, understanding the tradeoffs as well. So there's there's a couple of things I I mean by that. Um, you're going to hear no one and 5 times like a good win ratio is 20% so I sorry you're going only gonna hear yes 1 and 5 times a good and ratio is 20% right? So that's why I see I didn't do math. We're going full circle here. Um, you.
27:48.65
loriejones7
Leap is my watch.
27:56.91
loriejones7
Ah.
27:58.82
Jessica
You know you're gonna hear no 4 times probably to your one win. So like that's rough like understanding that you have to have gray got to get up every day and it's streaky right? You could be in like a really bad nose streak and then have like a wonderful wind streak and think you're just gonna hit it out of the park all the time and like that's probably not accurate.
28:01.80
loriejones7
Then.
28:17.93
Jessica
Um, so just understand that you have to just stick to your process make sure you're educating yourself. Make sure you're doing all the steps of it. Um I think for young women going to sales understanding that ah you know people would think salespeople you know they're on the golf course or they're. You know, drinking and dining and eating and they're not really putting in the hard work. That's time away from potential family members parties like you know, social engagements of your own and sometimes that can be quite taxing so just understand there's a tradeoff there and yes, maybe then you do get to go to the fancy restaurants and learn all the ordering techniques. But um, you know that can be difficult for individuals. But I think the number 1 thing that I was told um, which I think goes back to just being confident and understanding is don't be afraid of the drive by. Um, hey do you have a few minutes can we chat and in a virtual world that might be like ah setting up a coffee talk or a walk and talk or something sad effect but the drive by like gentlemen are not afraid to pop into the boss's office or they weren't when we were there. Um to say oh it was just that game last night or Howard has the family or oh I wanted to tell you about Xy and Z and you know this can be a little bit stereotypical but I also found that I didn't go into my bos's office unless I was like oh so-and so signs this contract and my peers at when my younger peers were not doing the same thing.
29:45.71
Jessica
So don't be afraid free to create a relationship um sales is a lot of likeability so you have to be internally selling as well as externally selling. Um, so that when new Opportunities arise or new deals or new. Whatever you're actually thought of by the individuals that might have some influence on your career.
30:03.81
loriejones7
That's ah, that's really something I have I've been doing this for years and years and I never even thought about that like in that way, you know, just showing up and saying hi to I do it with my team I'm I'm not sure I do it with you know those that are in charge. That's great. How do you? Um, how do you combat the the just when you've got when you've gotten told no 4 or 5 times keeping that positive attitude. How do you do that? How? what's your tricks.
30:37.25
Jessica
Um, yeah I guess it's because my mom let me out of the house. You know when I wanted to do things and you really have to just sort of take a breath take a break. Um you know, ah make sure that you go and do something fun for yourself. Ah.
30:45.14
loriejones7
Yeah.
30:53.77
Jessica
Oftentimes like we'd hear those know ah some of the girlfriends of mine that we were really closest that writers and we'd run to the gym just to sort of like sweat it out. Ah you have to not take it personally? um. It can be rough to be streaky when I started at aggio it took me about the joke is thirteen months to really sell anything. We were a newer company part of what I was doing was going out but I would go home every day to my then husband and say I think they're gonna fire me I haven't sold anything this month kind of thing. Um, ah, but just.
31:15.13
loriejones7
Um, and.
31:26.91
Jessica
Making sure that you stick to your process and that you have something good. You know you're not naive either in that like maybe the company's failing or or something's happening to that make sure that you're you're understanding that this too shall pass I had a jo and. Um, that worked for me last year we called him snake bet we were like I was like you just need the calendar to change sir and he is the number 1 salesperson this quarter so you know sometimes it's just a little bit of a string of bad luck. But if you keep your fundamentals keep your head down keep working the hard work will pay off. That's right.
31:47.40
loriejones7
And this.
31:56.49
loriejones7
Have faith.
32:01.70
Jessica
Little bit of luck.
32:03.99
loriejones7
Ah, well and hard work too I think right? So Jessica thank you so much for spending the time with us today and just sharing your journey I really appreciated it. You brought up a lot of good points that I am going to personally put into my.
32:06.73
Jessica
Um, absolutely.
32:15.88
Jessica
Um, like has no.
32:20.70
loriejones7
You know techniques that they so thank you I Appreciate that.
32:23.55
Jessica
Um, so well I Really appreciate them opportunity. It's really fun to chat? Thank you so much.
32:28.79
loriejones7
Um, if our listeners want to get in touch with you or get a hold of you and ask more questions. How do they do it.
32:34.53
Jessica
Absolutely so I'll just um, throw my cell phone number out there 9 1 4 7 1 5 7 3 4 9 Um, and I'm Jessica Dot Geo L L E at aggio.com thanks
32:45.43
loriejones7
Perfect. Well thank you again. Jessica I appreciate your time.