Hey there, hustlers—it’s Coach Carroll here, founder of Carroll Media, author of The Hunter Head Game, and the guy who’s been grinding in sales and entrepreneurship for longer than some of you have been alive.
If you’ve been following my journey, you know I don’t mince words: I shoot straight, share the hard truths, and give you the tools to level up. Recently, I had the absolute blast of jumping on The Exceptional Sales Leader Podcast with Darren Mitchell. Man, what a conversation—we dove deep into mindset shifts, building unbreakable mental toughness, the power of personal branding, and how AI is flipping the script on sales like nothing we’ve seen since the internet boom.
Betting on Yourself: The Origin Story That Changed Everything
Look, I didn’t start out with a silver spoon or a fancy degree. Back in 2007, my senior year of high school, I had eight football scholarships staring me in the face—chemical engineering track, the whole “safe path” deal. But I was already pulling in $4K a month mowing lawns, co-oping for my own business while my classmates punched clocks at factories. When I told my folks I was betting on myself instead of college, I heard my dad’s fork hit the plate like a gunshot. It burned in my memory, but it taught me the biggest lesson: You gotta believe in yourself when no one else does.
The worst case? It fails, and college still takes your money. But most folks quit too soon—not because they run out of cash, but because they burn out or lose heart. As I shared with Darren, it’s like Three Feet from Gold: Breakthroughs come when everything’s sideways. I grew that lawn care gig from a $300 Walmart setup to $3M in revenue before exiting. Not retirement money, but proof that hustle for a reason, for a season, is always worth it. Sales leaders, listen up: If you’re treating your role like a job—chasing quotas without strategy—you’re playing small. Shift to hunter mode, and watch the game change.
Mental Toughness: From Private to General Patton
Darren and I geeked out on this one because sales is entrepreneurship in disguise. You’re in charge of your destiny, but most get crushed by the chaos. I painted this picture: Imagine a green private in a World War II foxhole, bullets flying, freaking out. Then there’s General Patton, standing tall, packing his cigarette like it’s just another Tuesday. That’s the level-up: Build mental toughness like physical fitness. Exercise it daily.
When the crap hits the fan—and it will—remember life happens for you, not to you (shoutout to Tony Robbins). Perfection never arrives; get comfy with 80% done being 100% awesome. As a sales vet, you’ve probably aced pipeline and quota, but going solo? Now you’re juggling 30 fires. Stay in the batter’s box, keep swinging, and you’ll make contact. Darren nailed it: One more day, one more connection—that’s where winners separate from the pack.
Personal Branding: Your Second Biggest Asset (After Time)
We hit hard on visibility because invisibility kills revenue. Your personal brand is your edge—I’ve been preaching this since 2016, way before it was trendy. Today, I reach 2M people a year across podcasts, socials, and stages. It’s not about vanity; it’s about branded leads beating generic ones every time.
Think about it: Generic searches like “sales training” pit you against 50 price-cutters. But when prospects hunt your name? They’re pre-sold, trusting you, ready to close—no haggling. Build it with consistent content (5-10 mins daily on LinkedIn or forums—be helpful, not salesy), strategic partnerships (team up with influencers for guest spots), and yeah, get contrarian if it fits. I call college a scam—alienates some, but attracts the dropouts running $50M companies who vibe with my story. Cycle through the cheers, the haters, the silence—and remember: 200 views online? That’s a stage of 200 people who’d make most folks nervous. Own it.
AI: The Force Multiplier That’s Already Here
No episode with me skips AI—it’s the new wave you can’t miss, like social media back in ’07. Darren asked about the future, and I kept it real: Nobody has a crystal ball, but in 18-24 months, disruption’s coming. Front-desk roles? Polish that resume. But AI doesn’t replace people; it replaces jobs, freeing you for the high-value hunt.
Take Alli, our AI platform at Carroll Media—she’s answering phones 24/7 for clients like insurance agencies, routing calls, capturing leads, even handling empathy-laden convos (one guy poured out his heart about his brother’s death, and Alli listened like a pro—no clue she wasn’t human). Speed wins: MIT says 5-min follow-up boosts close rates 400x, and 78% of leads go to the first responder. Alli nails that while you’re in the field. Role-play objections with ChatGPT voice mode (“Compared to what?” or assumptive closes like “Monday or Thursday?”), raise prices if you’re not losing 1 in 4 deals (double ’em—same revenue, half the work), and watch margins soar. Operations beat marketing every time.
But ethics matter: Safety and trust are key as AI evolves. We’ve seen scary stuff, like breaches or over-reliance, so regulate wisely. Still, integrate it now—it’s a force multiplier, not a takeover (yet).
Ready to Activate Hunter Mode?
This chat with Darren fired me up—sales leadership ain’t about grinding harder; it’s about hunting smarter. If you’re stuck in employee mode, invisible, or missing leads, it’s time to shift. Hustle. It’s worth it.
If you’re ready to never miss a lead, hire Alli today—she’s your AI partner in the hunt.
