welcome to another episode of Glide chat my name is Michael Lombardo I'm sitting here with Lisa Cara Georges a VP of sales at Glide fast Consulting Lisa what's up awesome thanks for having me this is my first podcast first podcast like I don't know if it's a podcast or if it's a video cast or something but because it's a podcast where we do video does it air anywhere it is it's on Spotify and YouTube and I think Apple oh my gosh I hope but for all my listeners so yeah subscribe subscribe and like do you sing I know how to sing no oh actually that one time I did karaoke everyone was being so nice saying I did so well Hong Kong and Boston Teriyaki sticks I think they're two dollars now with inflation I know it's crazy so you you've been at glad fast for three years now three years wow yeah that's crazy I feel like I've been working you guys for like forever seven seven years because you were my Choice yeah yeah so for those obviously you don't know so I've known Lisa for probably five years maybe close yeah we met um when she was at another company who did Staffing um but didn't specialize in service now so she her company brought us in and we both worked a deal together and and just stayed in touch ever since then you went to another company and then eventually made the right decision coming to Glide fast that's right it's weird like this first day we met I knew you'd end up at Glide fast because you did I wasn't very nice to you at first no you were you were you were so worried yeah well it was a big deal for me to bring in somebody that I hadn't met before but I heard great things so I was like trusting the whole process but yeah well that's why I really liked you because you cared so much about your customer and like you're like you better you weren't like worried about winning the deal it was like you guys better not screw this up if we do win when we win yeah and that's what I really appreciated was you were looking out for your customer first oh yeah absolutely like that's the key to a lot of like great sales people is just like having the same interest that your customer has so it's really an extension of their own interest in yourself to put that best effort forward and like for all my projects too I I always like invest in the talent that we have staffed on the projects to see making sure that they're having a good time with them and feeling that they're all part of the same team and it's not you know a third party vendor yeah executing on something that's what's like unique about glad fast is that is like we get involved like we're part of the team we're not just like all right we're checking out at 5 p.m after we stop billing you it's like we're we're in it for the the Long Haul yeah I know absolutely like that's that they felt like the Glide fast team was an extension of their own team and they trusted them sometimes they even trusted us more than their own team I know like I mean we have to be successful well that one customer I mean I think we saw we kept working with them like until even after you left I think we're still working with them but yeah it's a full circle it's a full circle so how did you get into sales like a funny story he tripped and fell away it's so funny so I was like really into like math and science in high school yeah I love math yeah yeah science I wanna I wanna be more into like it's cool but I just I never I don't know anything about it so I was like I don't know I was just like really into it I thought that's like what I wanted to do and then my first ever sales job was like a competition I was also really competitive like did Sports my whole life I know that um and so my first ever sales job was selling lobsters for a Lobster Pound no way no way shut up yeah because you're from Maine yeah yeah okay Maine shut up man shout out man um so Reedy Seafood they hired uh myself and two other people to have this like lobster sale competition how old were you 14 like no that was like 18 19. really yeah it was like Lobster's big business and it was yeah okay it was like a cool job to get that's awesome um and so like the other people that were in the competition they were going going to like their neighbors and then there were so many tourists so like just stopping people on the street and wow getting Lobster sales but I was like working on something bigger and like everyone always make fun of me because I didn't have any sales right away I like dated have like one or two every day and so I was really targeting the groceries big buyers yeah groceries so like Hannaford Market Basket get Stop and Shop wow and so I like stocked this the seafood buyer down and he only showed up on Tuesdays at five in the morning so I had to get there five in the morning and then the first order was like a thousand lobsters that is badass yeah I never knew that yeah no what are some of the lessons you've learned maybe one lesson that you learned early on like was it go after big game or yeah no I don't know I felt like you know just like being made we find a way to differentiate yourself and just like being better than the competition yeah like you know a bigger sale can sometimes take more time but it's definitely more rewarding yeah and then for the Lobster Pound I ended up working there for like a couple years after I mean they were like young guys like you when you started Glide fast they were like the same age they just bought this great Lobster Pound and then they needed somebody to help with sale wow that's an awesome story so then and then you kind of got into like recruiting yep so then um I went to WB Mason actually so I ended up like pushing paper yeah literally but like the word you know about something like the cooler it gets yeah yeah so like for me I was like oh is it the blue color paper the yellow paper the thickness like all this stuff so people were like excited because not that I'm like selling something exciting but being you make it you make it exciting like during covet I was doing like pickle reviews you know like the you know palprez does the Pizza reviews yeah I was literally doing that that's all bored I was through I learned how to make pickles during shut up I made pickles before Oh my God Knox so I was doing pickle reviews that's like hindsight awful yeah but I put it like on Snapchat whatever and my friend was like dude you literally make pickles like entertaining like and interesting and it's because like I really enjoyed pickles yeah like a weird topic you know it was a great quote um my stepfather loved this quote live by it nothing great was ever achieved without enthusiasm so like if you're not excited about what you're doing if you're not intrigued and amazed and and love it how do you expect someone else to like and I don't have time for that like I don't I'm not gonna spend my energy on something I don't love like I love glyfest I love service now I love our team I love our customers that's what motivates me not the money I'm fortunate enough I don't have to do things work or do things I I don't want like I just love it how do you get after this like huge acquisition yeah you got a great payout how do you stay motivated it's a couple of things like one and it kind of like goes back and forth but one of the major things is people relying on me like what gets me up in the morning what gets me here at the office is like there's people counting on me you know what I mean and it's like I know glad fast could and this has been always been my goal but make sure glyphos can run without me golfbid something happens but like I know with me there it's better you know like I just know I'm gonna definitely add value it can definitely work without me whatever we have great people but I know I'm helping so other people like supporting you and if we haven't been on a call in a while you gotta I know you don't need me anymore but well no yeah I do I mean I always love when you're wrong you just run it yeah yeah but like just me helping out is definitely like you know it's that motivates me but I just love it like how do you not love this we're digitally transforming like the world's best companies I know like we're at the Forefront of innovation we're actually like unbelievable at what we do so so like Step One is we're providing meaningful value into the world step two is we're actually really really good at it and then you know the opportunity you know like we're always looking for the next mountain to climb right we're always looking for at least me and I know you too we're always I'm like I want to dominate and I think there's just still so much opportunity and so much unknown of what's going on yeah I I think like one thing that I've always like admired about you but initially when I first met you and you like were self-proclaiming yourself as the mayor I'm like who is this guy right but like I think also like you must love seeing how successful and we're just like still growing and I feel like we've just started we just started it's still day one it's just crazy I know we got Glide Fest coming up knowledge so and I got a big keynote for our team and I'm thinking of like what am I going to talk about because like last year was awesome I think I did pretty good yeah yeah but it's like so I'm thinking about last year I talked about like listen we're doing great we're great awesome blah blah but we still have so much to improve on and like as I'm thinking about what I'm gonna talk about this year it's like wow here are the things we've actually done and we're doing to actually get better yeah like before it was like stay humble we need to get better always and now it's like holy holy moly we're implementing these these process improvements we're implementing these these strategic initiatives you know so that's what's really exciting and it's that's why it still feels like day one because we're constantly Reinventing ourselves we're constantly improving and we just have the right people who care you know like I'm proud to say there's nobody here that I think that are just going through the motions yeah you know everybody's like literally giving themselves to get better and I I love people ask me like why Glide class what do you love about life I also love like how valued every individual employee's opinion is like if I have an idea of a sales play yeah we you don't go through a whole process to get into production we start going let's go we just go and figure it out later yeah I just I like love that about here it just feels like so much like freedom and just I don't know even for myself to be more invested in Glide Fest just to see success of all these different things that we have going on yeah we had dinner with a couple younger Apex reps a couple weeks ago and they really gravitated to you and like ask you your advice and everything so I'm just thinking they're they're great people too shout out Farrah and Morgan and Morgan yeah shout out what's some advice maybe you'd give some people maybe in the lot selling lobsters out there you know in early on in their career that want to be sales leaders what kind of advice would you give them yeah actually one lesson like early on is just there's no such thing as like a no yeah so like for that Lobster example they didn't even want to they're like I don't know when he comes in it's not even out of this location I just like kept going back to figure out like okay what location is that who is it who is it with and eventually got to the right people so like just understand that there's really no such thing as a no it's just and not right now and do you mean like know from the customer no from the customer okay so don't accept no from the customer yeah and a lot of like a lot of things too it's about getting as many touches with as many people as possible because even if you're not doing business with them today they do see what you're doing they do see what Glide fast is doing and they end up coming around especially you know it's such a hard area to have a good service now partner and they ultimately will be an opportunity for us to get in there and show our worth yeah I mean even like I can think of like a couple customers right now where initially they may have told us know and then they went with another partner and they end up coming back and and we stayed in touch with them we didn't just say okay that's lost cause forget it hey how's the implementation going oh not so well you know we kind of told you these reasons why it wouldn't and eventually it works out so yeah yeah I definitely I love that never never take it no maybe we'll title the podcast that never accepted no no um so but yeah that's awesome and last question where do you see yourself in the future I want to keep this going for you know as long as I can I want to enable our sales team to just like be so successful so that they are also achieving things that they never thought they could like me joining Glide fast if I knew where I was going to be now back when I first joined I mean I know I would have joined way earlier right it's just it's been such a really a really fun roller coaster it really to me it's been so great really proud of you how far you've commented yeah thanks for believing and I yeah absolutely and I love the fact that last thing I'll leave leave the audience with I love the fact how much you care about your team being successful too because that's you know especially as a salesperson you know obviously coin operated where's the money chasing it but you like stop and really like take time to help other people too which is which is awesome which is paying it forward yeah and I feel like everyone is always like they always have something to learn again somebody so yeah you know any questions that anyone has I always want them to come to me and I'll give them my honest opinion yeah and hopefully they can see some success out of that too awesome yeah I have a question for you yes okay go who is the celebrity guest appearance you're gonna have to come to glide first and find out you're gonna have to find out maybe I'll tell you off camera all right but uh yeah make sure you make the party at knowledge at the knowledge the knowledge after party forget about those other yeah you know you've been to bars before okay this is the Vegas experience yeah um I heard there's a thousand there's a thousand people registered registered yeah which and how many can even hold like uh 1100 we got 1100 so people are not gonna be able to get in yeah you better register you better you're gonna have to come to the booth to get a wristband oh my gosh I'm telling you this is gonna be the and we've thrown some bangers at knowledge this is gonna be the best party ever yeah you're gonna get the Vegas experience you're going to meet with meet celebrities maybe more than one I don't know we'll see yeah it's gonna be great wow all right well we'll see you guys at knowledge and thank you for joining us at another episode of Glide chat awesome [Music] thank you [Music] foreign [Music]