Selling in Color
FACT! Only 20% of all salespeople are people of color. The average salesperson makes $71K - $100K per year. The average household income for someone of color is about $48K per year. We want to change all that! We want more people who look like us to know of and enjoy the lifestyle that can come from a successful sales career. On this show, sellers can learn what is working and what is not working from the most successful people of color in sales. We will also explore the topics affecting black and brown salespeople. We share historical insights about people of color in sales and identify ways to break barriers. If this sounds like a show you would like to check out, hit subscribe.
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Closing Out The Season | Donald Kelly - 052
02/24/2022
Closing Out The Season | Donald Kelly - 052
We’ve come to the end of another season of Selling in Color! In this season’s finale, Donald touches on some of the great episodes and looks forward to what’s coming next for the podcast. A look back on some great episodes: shared how she overcame her imposter syndrome. discussed the racial inequalities of sales teams in the U.K. told us how he builds diverse sales teams. shared her experience with high-ticket selling. explained how crucial it is for us to invest in ourselves. taught us great email tips and strategies. All of these folks gave their input, but what’s the main takeaway from this season? Always look to tell new stories, learn new tips, and find new strategies. A look forward to what’s to come: Moving forward, Selling in Color is shifting shift a little bit, moving more towards a storytelling style rather than purely direct interviews. If you haven’t done so, connect with and tell him what you want to hear more about. Whether that’s highlighting brands, tech expansion, or the Great Reshuffle, we’d love to hear what you want. We’ll be back the first week of April for the launch of the next season. We can’t wait to see you as we share more strategies, stories, and tips for people of color to use as we get the success we deserve. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to . This course is brought to you in part by the , designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the ! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . Join us for our next episodes by tuning in on or . You can also leave comments, suggestions, and ratings for each episode to help us understand what you want to hear. Audio provided by and . Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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10 Things You Must Consider Before Leaving Your Sales Job | Donald Kelly - 051
02/15/2022
10 Things You Must Consider Before Leaving Your Sales Job | Donald Kelly - 051
We’re in The Great Reshuffle - a time where many people leave their jobs in pursuit of another. While you might want to move on to your next adventure, are you sure you’ve done everything you should before leaving? Find out on today’s episode of Selling in Color the ten things you must consider before leaving your current job. Don’t leave a job and make them regret hiring you in the first place. Who knows what life holds; you might want to rejoin that company again! When it comes to employment, don’t burn bridges. If you’re working within the same industry, the word can travel. And that can be damaging to your career if you leave on a negative note. People leave because of flexibility and money - they like the opportunity for growth or adaptability inside the company. People don’t want to be stagnant. Ten things to consider before leaving: Don’t burn bridges. (We’re better than that.) Give a two-week notice. Think about it from an employer's perspective; the least you can do is equip your manager to be their best. Give your boss the news. Of course, you don’t need to give them your life story, but explain that it’s time for you to move on. Depending on the company's size, recommend someone to take your spot. Make it easy for the next person coming in; let them know next steps, prospects, and future deals. Give a resignation letter. It doesn't have to be complicated; you can find examples online. It’s formal, but it sets the standard as a professional. Think about your team members. Connect coworkers on LinkedIn with other strong professionals. Give back the company's belongings; you have bigger fishes to fry. Think about your benefits. You might have a 401K, vacation days, or life insurance that you might need. Are you able to switch it over? Speaking of vacation days, take the days you earned! The best time to find a new job is when you currently have one. Wait until you have signed the offer letter and have secured income before leaving your old job behind. When it’s all said and done, this is about your mental health and well-being. Do something you appreciate and enjoy doing. Oh, and happy Black History Month! Make sure to connect with Donald on for more great content. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to . This course is brought to you in part by the , designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the ! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . Join us for our next episodes by tuning in on or . You can also leave comments, suggestions, and ratings for each episode to help us understand what you want to hear. Audio provided by and . Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Changing The Email Game | Jason Bay - 050
02/08/2022
Changing The Email Game | Jason Bay - 050
Emails are critical for successful salespeople. In today’s episode of Selling in Color, Donald goes over his favorite email tips, tricks, and best practices with all-star guest Jason Bay, co-owner of . Changing the email game Engaging in the “murder by numbers approach” of sending 1,000 emails to land five appointments impacts the customer quality. To work with a specific group of customers, show them you’re their peer. Don’t be the spam-sending stranger, be the friendly (but informative) industry peer. You’ll send less mail with this account-based approach, but the return will be better. Think of it as going to the gym. If you go with a plan for the session, you’ll be more efficient than if you just wing it. Do prospecting preparation on the front end, so you don’t spend time with ill-fitting prospects. Jason’s video tips: People avoid because they worry about how they’ll appear. But working around that fear leads to better open rates and conversion, so it’s an ideal strategy. Look directly into the camera to maintain eye contact with the recipient. Use quality equipment and proper lighting. Smile! Create the sense that working with you is enjoyable. Limit your video to 30 seconds or less. Prepare bullet points of what you’d like to say rather than prepare an entire script. Connecting with video: You’re not going to sell a prospect over the phone or through email or LinkedIn. Your job is to sell them on the appointment. When choosing a video platform, consider tools that flow with what you already use. Utilize screen-sharing to convey complex topics or show specialized data. Make the experience as enjoyable as possible! is a Google Chrome extension that’s a little clunky but effective. has a free version that is very capable and of good quality. AB test everything, including different areas of your email sequence. Prioritize prospecting based on who is most engaged with your outreach. “Changing The Email Game” Resources: Connect with Jason at , where he has put together essential tools to get you started in video prospecting. You’ll find a PDF, a script, and the flow for recording that will move you toward changing the email game. Check out , , , or for video capability that meshes with your existing workflow. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to . This course is brought to you in part by the , designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the ! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . Join us for our next episodes by tuning in on or . You can also leave comments, suggestions, and ratings for each episode to help us understand what you want to hear. Audio provided by and . Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Three Simple Ways To Elevate An Underrepresented Seller This Month | Donald Kelly - 049
02/01/2022
Three Simple Ways To Elevate An Underrepresented Seller This Month | Donald Kelly - 049
As we enter Black History Month, it’s important we remember ways to encourage and elevate underrepresented sellers. Only 20% of sales professionals are people of color; this month is the perfect time to acknowledge that discrepancy and take steps to a more diverse sales community. So on today’s episode of Selling in Color, Donald details three simple ways to elevate underrepresented sellers. Utilize LinkedIn to highlight someone. A previous Selling in Color guest, DeJuan Brown (), used to make weekly LinkedIn posts highlighting others in his community. Hiring managers say they don’t know any people of color or that no people of color choose to apply for open positions. So DeJuan made a point to expose these people to people of color. Give a lead or help a sales rep thrive. A recent guest stated that we need to connect more. And that the first thing we should ask is, “what are you trying to accomplish this week, month, and year?” If you help enough people, you’ll eventually get what you want. Reciprocity is real. Ask your friends who their ideal customer is, and as you’re prospecting for yourself and see someone who qualifies, help them out. Celebrate wins. Celebrate those around you when they accomplish something great. Not only does this encourage that individual, but the noise this celebration creates will inspire other people of color to go out and do big things as well! This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to . This course is brought to you in part by the , designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the ! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: . Join us for our next episodes by tuning in on or . You can also leave comments, suggestions, and ratings for each episode to help us understand what you want to hear. Audio provided by and . Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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Three Ways To Nurture Your LinkedIn Contacts | Donald Kelly - 048
01/25/2022
Three Ways To Nurture Your LinkedIn Contacts | Donald Kelly - 048
Like many sales professionals, you probably have a ton of contacts on LinkedIn. But how do you connect and build relationships with those people? Find out on today’s episode of Selling in Color! In this episode, Donald shares his insights (and his screen) to help you nurture your LinkedIn contacts. Visit The Sales Evangelist website page for this episode to follow along on Donald’s screen.
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How Do I Grab Someone's Attention On LinkedIn If They Have Not Accepted My Request? | Donald Kelly - 047
01/18/2022
How Do I Grab Someone's Attention On LinkedIn If They Have Not Accepted My Request? | Donald Kelly - 047
While Donald was talking with another person of color in sales, he was lamenting over a lack of accepted connection requests on LinkedIn. (Hey, we’ve all been there.) So on today’s episode of Selling in Color, Donald shares his tips to grab someone’s attention on LinkedIn (whether or not they’ve accepted a connection request.)
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Three Planning Tips To Double Your Sales In 2022 | Donald Kelly - 046
01/11/2022
Three Planning Tips To Double Your Sales In 2022 | Donald Kelly - 046
Do you want to double your sales deals in 2022? In today’s episode of Selling in Color, Donald shares his three planning tips for the new year.
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Entrepreneurship: A Fancy Word for Sales | A.J. Vassar - 045
01/04/2022
Entrepreneurship: A Fancy Word for Sales | A.J. Vassar - 045
Working in sales isn’t hard if you work with the right mindset. In today’s episode of Selling in Color, Donald is joined by International Speaker and sales expert A.J. Vassar to learn why sales and entrepreneurship are B.S. (and by that, we mean a Belief System.)
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Succeed In Sales By Investing In Yourself | Natasha Hemmingway - 044
12/28/2021
Succeed In Sales By Investing In Yourself | Natasha Hemmingway - 044
Reaching your professional goals is easy (well, at least more accessible) if you take time to invest in your success. In today’s episode of Selling in Color, Donald is joined by speaker, consultant, and business owner Natasha Hemmingway to discuss how she reached the success she has today and how you can do it too by investing in yourself.
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Abundance Now: Amplify Your Life & Achieve Prosperity Today | Lisa Nichols - 043
12/21/2021
Abundance Now: Amplify Your Life & Achieve Prosperity Today | Lisa Nichols - 043
In this episode of Selling in Color, we’re pulling an episode from the vault of TSE that will greatly help you further your sales game. Sales professionals all desire success, but how exactly can you bring that desire to fruition? Lisa Nichols is a transformational coach who uses education, motivation, and inspiration to help her clients achieve prosperity.
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Developing The Skills Of High Ticket Selling | Stephanie Chung - 042
12/14/2021
Developing The Skills Of High Ticket Selling | Stephanie Chung - 042
Selling high-ticket items can be challenging, especially when you can’t afford them yourself. Today’s guest is a business coach and entrepreneur Stephanie Chung, and she is going to teach us how to get past the hurdles of high-ticket selling (specifically overcoming that mindset you’ve instilled in your head over the years.)
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Growing A Diverse Sales Team Across Countries, Cultures, and Continents | Jerry Brooner - 041
12/07/2021
Growing A Diverse Sales Team Across Countries, Cultures, and Continents | Jerry Brooner - 041
Sales is a fundamental element of businesses. Without it, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, do you think it makes sense for all salespeople to look and act the same? In today’s episode of Selling in Color, Donald is joined by Jerry Brooner, President of Global Field Operations at Enable, to discuss diversity in sales and how you can take steps to a diverse team in your organization.
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3 Prospecting Tips To Help You Crush It In Sales | Donald Kelly - 040
11/30/2021
3 Prospecting Tips To Help You Crush It In Sales | Donald Kelly - 040
“Money isn’t the most important thing in the world. But it’s right up there with oxygen.” - Donald Kelly.
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How to Get A Personal Communication Line With Prospects ASAP | Donald Kelly - 039
11/23/2021
How to Get A Personal Communication Line With Prospects ASAP | Donald Kelly - 039
What principles do Donald and his team live by to yield a 90-95% show-up rate to appointments with his prospects and clients? (Here’s a hint: it’s all about establishing a personal communication line!) Find out on today’s episode of Selling Color.
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How To Master The Art of Selling Evening If You Have No Experience | Donald Kelly - 038
11/16/2021
How To Master The Art of Selling Evening If You Have No Experience | Donald Kelly - 038
There’s a longstanding sales debate: is sales an art or a science? In Donald’s opinion, it’s actually a little of both! Striking a balance between understanding sales as an art form and as a science is the key to generating sales, whether or not you have experience! The key? Master sales like Kobe Bryant mastered basketball.
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The Most Important Things To Look For When Hiring Successful Sellers | Billy Keels - 037
11/09/2021
The Most Important Things To Look For When Hiring Successful Sellers | Billy Keels - 037
As you’re looking to get your next (or even first) sales job, understanding what traits help you stand out can be a challenge. But on today’s episode of Selling in Color, we’re looking back to an episode from the vault of The Sales Evangelist (featuring Billy Keels.) This episode focuses on what criteria a hiring manager looks for when hiring successful sellers.
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How To Ensure Your Sales Teams Actually Have Time To Sell | Resa Gooding - 036
11/02/2021
How To Ensure Your Sales Teams Actually Have Time To Sell | Resa Gooding - 036
No matter what size, all organizations need to ensure their sales teams actually have time to sell. Today’s episode of Selling in Color features an episode from The Sales Evangelist archives with Resa Gooding. As a certified trainer at Hubspot, she understands how sales teams can manage their time to make the most sales possible (while maintaining quality, of course.)
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How I Overcame the Imposter Syndrome | Nia Lewis - 035
10/26/2021
How I Overcame the Imposter Syndrome | Nia Lewis - 035
Overcoming imposter syndrome is challenging enough, but navigating those feelings as a woman of color can be even worse. But, today’s guest Nia Lewis overcame those barriers and is now a thriving entrepreneur. As the host and founder of the Solopreneur Hustle Podcast, a show dedicated to helping solopreneurs build businesses designed for growth (rather than merely staying afloat), Nia explains how she overcame the imposter syndrome and how you can do the same.
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Racial Inequalities In Sales From The UK | Janice B. Gordon - 034
10/19/2021
Racial Inequalities In Sales From The UK | Janice B. Gordon - 034
In 2020, the world changed. Not only did the pandemic spread across the world, but George Floyd’s death sparked the conversation about racial inequality in both personal and professional settings. While a lot of individuals and companies promised changes, not all of those are coming to fruition.
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Overcome Objections and Racial Bias | Donald Kelly - 033
10/12/2021
Overcome Objections and Racial Bias | Donald Kelly - 033
As a sales professional, you’re going to face many objections from potential clients. So how do you help prospects overcome those challenges that might hold them back? In today’s episode of Selling in Color, that’s exactly what Donald will speak about: overcoming objections and racial bias.
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My LinkedIn Outreach Secret | Donald Kelly - 032
10/05/2021
My LinkedIn Outreach Secret | Donald Kelly - 032
We’re kicking off season three of Selling in Color, which features the sales tips, tricks, and strategies to succeed in the sales industry. Today’s topic? We’re learning Donald’s personal strategies to identify and approach prospects on LinkedIn.
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Season 2 Recap | Donald Kelly - 031
09/14/2021
Season 2 Recap | Donald Kelly - 031
We’ve hit the end of a fantastic season. Here’s a recap of some of the highlights over the last season of content. The first season highlighted people of color in sales, and season two focused on people of color who’ve thrived in sales. And season three? Stay tuned to find out!
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Lin Hart Part 2 - Reginald F. Lewis - The Richest Black Man on the Planet
09/07/2021
Lin Hart Part 2 - Reginald F. Lewis - The Richest Black Man on the Planet
Today’s episode of Selling in Color features the second part of Donald’s archived interview with Lin Hart. He is the author of Reginald F. Lewis Before TLC Beatrice and was a close friend of Reginald F. Lewis, the richest black man on Earth, before Reginald’s untimely passing. His book focuses less on the makeup of Reginald’s money and more on the makeup of the man himself.
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Lin Hart Part 1 - Reginald F. Lewis - The Richest Black Man on the Planet
08/31/2021
Lin Hart Part 1 - Reginald F. Lewis - The Richest Black Man on the Planet
Many of us want an opportunity to be successful. In today’s episode of Selling in Color, we’ve pulled a recording from The Sales Evangelist vault featuring Lin Hart. Lin was friends with Reginald F. Lewis, who was the richest African American in the world. But who was Reginald before the fame, and how did he get to where he got? Turn into this episode to find out.
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How I Fell Into Sales | DeJuan Brown - 028
08/24/2021
How I Fell Into Sales | DeJuan Brown - 028
Today’s episode of Selling in Color, an archive from The Sales Evangelist, features DeJuan Brown. Dejuan, like 40% of salespeople, did not plan to join the sales profession. In fact, his initial dream job was to be a chemist. And in today's episode, you’ll find out how DeJuan fell into sales.
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"Making as Much as a Doctor Doing Sales!" | Kevin Cummings - 027
08/17/2021
"Making as Much as a Doctor Doing Sales!" | Kevin Cummings - 027
Did you wake up one day and think, “wow, I really want to be a salesperson!” Yeah, I didn’t think so. But even if it wasn’t your childhood aspiration, sales is a great industry that has the opportunity for growth and compensation many people look for, even to the point where you make as much as a doctor! Today’s episode of Selling in Color features Kevin Cummings, a man who has sold in multiple industries and found the sales success we’re all searching for.
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Best Sellers In History Series – “Harriet Tubman” | Donald Kelly - 026
08/10/2021
Best Sellers In History Series – “Harriet Tubman” | Donald Kelly - 026
In today’s episode of Selling in Color, Donald looks at another one of the best sellers in history: Harriet Tubman. Harriet was born as a slave, but she escaped and rescued more than 300 slaves throughout her life. In this episode, Donald discusses why Harriet was so successful in convincing people to leave the life of slavery, even if being apprehended meant certain death.
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The Best Sellers In History – “Oprah Winfrey” | Donald Kelly - 025
08/03/2021
The Best Sellers In History – “Oprah Winfrey” | Donald Kelly - 025
What does being one of the best sellers in history entail? In today’s episode, Donald Kelly focuses on Oprah Winfrey as one of the world’s best sellers in history.
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SIC 024: Do I Need to "Suppress My Culture" to Succeed In Sales? | Donald Kelly - 024
07/27/2021
SIC 024: Do I Need to "Suppress My Culture" to Succeed In Sales? | Donald Kelly - 024
Because people of color only make up 20% of the sales community, there’s a perception that we need to “fit in” to be successful. But, do you need to suppress culture to thrive in your organization? The short answer: heck no.
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SIC 023: The importance of POC in sales having these 5 people to enhance and accelerate their careers: 3 Peers, 1 Mentor & 1 Sponsor | Patrick Carter - 023
07/20/2021
SIC 023: The importance of POC in sales having these 5 people to enhance and accelerate their careers: 3 Peers, 1 Mentor & 1 Sponsor | Patrick Carter - 023
How can people of color accelerate their careers? Today’s guest Patrick Carter explains that it wasn’t only his ambition that led to success, but his drive to help and support others like him that led to victory. That and finding the peers, mentor, and sponsor in your industry will lead to success.
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