Aug. 27, 2024

Scott Yelle, President of New England Sales Solutions, Treasurer of Jackson Yelle Family Foundation

Scott Yelle, President of New England Sales Solutions, Treasurer of Jackson Yelle Family Foundation

Scott Yelle, Founder/President of New England Sales Solutions, brings 20 plus years of sales leadership experience to his clients, helping grow revenue & profits using a customized assessment, and developing a strategy and execution plan to...

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Scott Yelle, Founder/President of New England Sales Solutions, brings 20 plus years of sales leadership experience to his clients, helping grow revenue & profits using a customized assessment, and developing a strategy and execution plan to achieve results.

Scott’s family started the Jackson Yelle Family Foundation in 2023 to honor their son Jackson who was killed by a drunk hit and run driver. He was 21.

Their mission is to encourage moral character and positive growth in kind young people.

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WEBVTT

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The topics and opinions expressed in the following show are

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solely those of the hosts and their guests, and not

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should be directed to those show hosts. Thank you for

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choosing W FOURCY Radio.

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Churchill said, those who failed to learn from history are

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condemned to repeat it. Kevin Helenan believes that certainly applies

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to business. Welcome to Winning Business Radio here at W

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four CY Radio. That's W four cy dot com and

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now your host, Kevin Helenair.

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Thanks for joining in today. Everybody. I am Kevin Hallanan

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and welcome back to Winning Business TV and Radio on

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W four cy dot com. We are streaming live on

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Talk for TV dot com. That's the number four Talk

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for TV dot com. In addition, we're streaming live at

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Facebook and that's on Facebook at Winning Business Radio, and

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of course we're available in podcasts after the live show

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on tons of platforms. Pretty much wherever you get your

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podcast content, we are there, YouTube, iHeartRadio, Spotify, Apple again, everywhere.

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The mission of Winning Business radio and TV, as regular

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viewers and listeners know, is to offer insights and advice,

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to help people avoid the mistakes of others, to learn

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best practices, the how tos, the what tos, the what

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not tos, to be challenged, and I always say, to

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hopefully be inspired by the successes of others. Those others

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are consultants, coaches, advisors, founders and owners, entrepreneurs, people with expertise.

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But you know, virtually every one of those successful people

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I've ever had a chance to talk to has had

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some form of failure in their lives or careers. So

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while we all to get our knees skin once in

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a while, every week I say, I'm driven to keep

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those scrapes from needing major surgery. Let's endeavor to learn

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from history so we don't repeat it. I've spent the

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better part of my career equipping businesses to grow from

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solopreneurs to small to medium sized companies all the way

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up to the fortune fifty. I've seen some of those

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companies win and to varying degrees. I've seen some fail

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I've had the opportunity to rub elbows with some of

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the highest performing people around and with some people who

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probably should have found other professions. And my own businesses.

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I've businesses. I've had lots of success, but some failures too,

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So I like to think I've learned a lot from

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those experiences. So you'll hear from me my opinions and insights.

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But anybody, anybody who knows me, will tell you that

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I sometimes have a hard time being quiet. So mostly

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we're going to hear from experts, those consultants, those coaches, advisors,

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founders and owners and entrepreneurs, And today is one of those.

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Today my guest is Scott Yell. He's founder and president

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of New England Sales Solutions and co founder of the

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Jackson Yell Family Foundation. Here's his bio. Scott Yell is

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the founder and president of New England Sales Solutions. He

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brings twenty plus years of sales leadership experience to help

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small to mid sized businesses, managing teams from seven to

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two hundred. He helps grow company revenue and profits by

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conducting a customized assessment of their business and helps to

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develop a strategy and execution plan to achieve desired results.

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Prior to starting New England Sales Solutions, Scott worked for

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a Fortune one hundred global company and a variety of

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leadership roles and distribution, procurement, marketing, and business to business selling.

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He has a high integrity, hands on leader whose passion

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is to coach and help people to succeed. He's turned

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divisions around while performing excuse me, providing high customer service

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and sales teams development at the same time. Prior to

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his career in scales, yeah, let's try that one again.

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Prior to his career in sales, Scott attended the Culinary

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Institute of America. He also co owns a fish charter business.

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Scott grew up in the Finger Lakes region of Upstate

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New York and now lives in Cape Cod with his

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wife Andrea and daughter Lexi. They have a love of

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the outdoors, sports, great food, and travel. Scott's family started

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the Jackson Yelle Family Foundation in twenty twenty three to

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honor their son. Their late son, Jackson, who was killed

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by a drunk driver and excuse me, a drunk hit

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and run driver at the age of twenty one. Scott

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recently finished a quest that his son Jackson, and he

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had to visit every major league ballpark. The foundation donated

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one thousand dollars to the Nike Reviving Baseball in Inner

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Cities program at each of those remaining ballparks to support

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the development of young men and women. Scott, Welcome to

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Winning Business Radio and TV. Thanks for being here. I

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know how busy you are.

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Yeah, NOL, thanks for having me, Thanks for the intro,

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and its good to see you again.

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You too, it's been a while. I know life changed

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dramatically for you, and we'll get to that. I want

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to talk about your background a little bit first, but

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I think, well, I just want the audience to know,

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and I mentioned it to you briefly that my wife

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and I and another couple are actually doing that same

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ballpark tour for very different reasons. Yours is a much

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better reason. We're just doing it because we're about halfway

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there though, so you you wrapped it up in pretty

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short order. We had a few years left, so we

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take about two to three trips a year.

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Yeah, it's interesting, you know, before the whole thing with Jackson.

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We'll get into it, but I didn't realize what a

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big deal with it and how many folks are actually

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doing it.

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You know.

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It was just kind of spur of the moment for

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Jackson and I when we started. But yeah, you're you're

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one of many.

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Are you doing the passport or did you do with

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him the passport little book?

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I did after the fact because they didn't know about it, right,

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And so unfortunately, once Tim Parks, who started that company,

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heard my story, he sent me one for free, and

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so I have I have eighteen dons, and now I

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have excuse to go to the other twelve the completely Yes.

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You do, maybe I'll run into you. It's funny. We

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were I forget where we're Pittsburgh or somewhere we look over.

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I mean we like to sit not in the seats

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right on the field, but one aisle and then right

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there a little up right for first baseline. Pretty much

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every park. We've sat at third and stuff too, but

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we try to sit anyway adjacent on the very back

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row of that lower section. Yeah, our friend's son and

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his then girlfriend now wife. Oh funny, pretty funny.

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Obviously, it's great because I've got to meet some other

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people like you.

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My journey as well, so we'll dive into that.

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Yeah, so let's start with your family. Tell us about Andrea.

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I'm sure you're better half as we like to say.

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Yeah, yeah, married twenty six years, maybe twenty seven, so

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don't hold me to that. Andrea California girl, I got

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it in the got it into the west to the east

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coast here.

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So good for you.

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She again an entrepreneur and runs a company, you know,

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for herself. She's the kind of the HR recruiting space

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and yeah, we love our life here on the gate.

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That's awesome. Tell us about your kids. Tell us about Lexi.

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Yeah, daughter Lexi, she just left last Thursday. She's in

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her sophomore year at Cornell. Nice so she got.

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Her following her mother following. Yeah, mom's right.

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Yeah, my mom went to Cornell as well and grandpa,

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so she's a triple against.

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So she's she's enjoying college life.

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I got a fun video of a slipping slide down

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the hill at outside the sorority house from Saturday, So yeah,

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she's in good, good spot.

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Well, I'll hold off on having to talk about Jackson

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until little bit later. Sure, how did you make the

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move from It's probably a process there from upstate New

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York to Massachusetts in particularly Cape Cod.

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Yeah, so it was a long journey. So it actually

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went through Vermont in California, where I met my wife.

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That's where I started with Cisco Foods, as it was

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Cisco Foods for twenty one years, and where most of

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my sales leadership came from.

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So and they wanted to get back to these coasts.

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I actually had a shortstop in Connecticut and then back

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to the Cape full time. My mom and all my

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mom's side of the failed me is long rooms to

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the Cape. Always came here as a kid, and Andrew

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and I knew we wanted to retire here at some

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point and kind of sped that up and started my

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business back in twenty seventeen and moved here full time.

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Where were we in Connecticut just outset at hard for

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a small town, Well I shouldn't, Tay's a talent, Glastonbury,

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So we were there for about eight years.

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Yeah. So my dad grew up in Plainville. My mother

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grew up in Cheshire, so we used to go to

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Cheshire and then she had a sister and brother in

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law in Madison, so we used to go to Madison

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a lot.

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As well, yeah, very close by.

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Yeah, yep. What were your early interests? And I know

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you went to culinary school. We'll get to that in

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a moment. That may have been it, I don't know.

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But what were you into when you were young?

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Yeah? Well, sports?

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So I mean I played three sports growing up behindh

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school and then cooking, you know, for some reason, just

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was gravitated to that.

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As soon as I could get a job. I watched

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dishes and yeah, I just fell in love with the

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kitchen life. And so I went to culinary school.

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And but you know, like any probably teenage boy, you know,

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besides sports and chasing girls and hanging out with my buddies.

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But yeah, and then you know, love the sports all

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my life.

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Uh particular, were you a New York fan?

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No?

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No, not so you care go up? You spend so

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much time in New England. Okay, good, that's good. Yeah

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we have a short. If you're a Yankees fan.

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Sorry, yeah, my dad trade me. Well, he took me

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to a Red Sox game. First.

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I'm a Red Sox, Celtics and Bruins fan. I am

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a Buffalo Bills fan.

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That's me.

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I'm in tough water here in New England.

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But yeah, you know, it could be worse, could be

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a giant. I didn't used to mind the Giants.

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Yeah yeah, now man, Yeah for the Jets, so.

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Well, Jets I wasn't too concerned about. Now I'm concerned again.

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Yeah.

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Uh, you know, we have a first world problem with

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our with our football team this year, don't we. We've

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been spoiled for so long.

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So I think they're going to be vastly improved.

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Well there, So I don't know I was talking. I'm

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not even sure they're a playoff team. But yeah, it's

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going to be fun to watch anyway.

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Yeah.

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So you sounds like you, uh kind of parlayed that

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culinary experience to get into Cisco, and yet you ended

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up on the selling side, the business side, versus the

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food side, if you will. How did that happen?

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Yeah?

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So I was actually working in Vermont and someone approached

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me and said, hey, have you ever thought about being

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a sales rep? And you know, family was always important

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to me, and it came became quite apparent early on that,

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you know, trying to work the hours of a head

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chef and have a family, it's just not super conducive.

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And then again, tons of people have done and don't

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knock them.

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But I just had I was, you know, didn't have

225
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any family at the time, so it was easy to say, hey,

226
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I'll try the sales thing, and and I don't like it,

227
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I can always go back to cooking.

228
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I mean, how hard could it be. It's only you

229
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just sell stuff to people.

230
00:10:49.960 --> 00:10:53.600
Yeah, exactly right. So yeah, so I actually fell in

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00:10:53.600 --> 00:10:55.440
love with it, right, It was great. It was easy

232
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in the sense that I could talk about products because

233
00:10:57.919 --> 00:11:01.120
my cornary background. I had to learn how to sell

234
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and learn how to you know, do my BIZDV and

235
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learn how to take rejection and all that failure that

236
00:11:06.759 --> 00:11:09.840
comes along with it, and you know, get my teeth

237
00:11:09.919 --> 00:11:12.720
knocked out a little bit, and learned those school of

238
00:11:12.720 --> 00:11:13.240
hard knocks.

239
00:11:13.240 --> 00:11:15.039
But you know, I excelled and did well at it

240
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and actually really enjoyed it.

241
00:11:16.639 --> 00:11:19.120
So and then sales leadership, of course.

242
00:11:19.759 --> 00:11:20.799
Yeah, super thankful.

243
00:11:20.879 --> 00:11:24.200
Right, So I left a small independent food service and

244
00:11:24.279 --> 00:11:26.639
joined Cisco and was there for twenty one years and

245
00:11:27.159 --> 00:11:29.320
a world of opportunities, you know, a couple of different

246
00:11:29.360 --> 00:11:33.840
vice president roles, and then ran ran sales for a

247
00:11:33.919 --> 00:11:37.039
very large division here in the Northeast. And yeah, I

248
00:11:37.080 --> 00:11:39.480
mean just Without that experience, I couldn't have started my

249
00:11:39.519 --> 00:11:40.080
own company.

250
00:11:40.120 --> 00:11:42.759
So yeah, it was you know, when you have a.

251
00:11:42.799 --> 00:11:46.120
Thousand SOMEHD salespeople und your responsibility, it's sometimes hard to

252
00:11:46.399 --> 00:11:47.080
move the needle.

253
00:11:47.120 --> 00:11:50.559
But yeah, I had no regrets and love my time there.

254
00:11:50.759 --> 00:11:54.600
Yeah, so this is a big question you could take anywhere.

255
00:11:54.639 --> 00:11:58.279
But what's one key lesson learned from your time at Cisco.

256
00:11:58.320 --> 00:11:59.879
I mean, you had a ton of experience over twenty

257
00:11:59.879 --> 00:12:02.080
one years, which one key takeaway you can share?

258
00:12:02.919 --> 00:12:05.919
Yeah, so from a salesperson standpoint, from the folks that

259
00:12:05.960 --> 00:12:08.480
are out in the front lines, you know, you know,

260
00:12:08.600 --> 00:12:13.799
with customers, and this may seem really simple, but I'm

261
00:12:13.840 --> 00:12:16.360
amazed at how many people don't follow up. And to me,

262
00:12:16.480 --> 00:12:18.840
it's like, if someone asks you for something, it's really

263
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it's an open door for a selling opportunity.

264
00:12:21.799 --> 00:12:24.360
And it's amazing to me how many people don't follow up.

265
00:12:24.399 --> 00:12:26.720
So, if you're new into sales, have been in for

266
00:12:26.759 --> 00:12:28.759
a long time, you know, just you know, if someone's

267
00:12:28.799 --> 00:12:30.240
reaching out, take the time to follow out.

268
00:12:30.240 --> 00:12:31.480
But I'm not saying you got to follow up in

269
00:12:31.480 --> 00:12:33.919
ten minutes, but you know, yeah.

270
00:12:33.799 --> 00:12:34.879
It's a little too aggressive.

271
00:12:35.279 --> 00:12:38.120
Yeah, exactly right. And then I think from a from

272
00:12:38.120 --> 00:12:41.320
a leadership standpoint. For me, it was always about how

273
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can I help you? How can I help coach you

274
00:12:43.799 --> 00:12:46.799
to success? You know, you know I want to help

275
00:12:46.840 --> 00:12:50.320
you get there without taking on that ownership and responsibility.

276
00:12:50.679 --> 00:12:52.679
I'll be there to support you. Which you kind of

277
00:12:52.720 --> 00:12:56.039
got to meet me halfway, meaning you got to put

278
00:12:56.039 --> 00:13:01.679
in some of that work and effort too, and.

279
00:12:59.600 --> 00:13:01.399
And to me that was key, I think to my

280
00:13:01.440 --> 00:13:05.600
success is trying to coach and manage people to be

281
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successful at sales on their own two feet.

282
00:13:09.320 --> 00:13:12.720
Absolutely, I'm gonna aimen that We've got about a minute

283
00:13:12.799 --> 00:13:15.120
ish before we take the first break. You did a

284
00:13:15.120 --> 00:13:17.399
lot of contract You've done a lot of contract work

285
00:13:17.440 --> 00:13:19.879
as a as a sales leader. Talk about some of that.

286
00:13:19.919 --> 00:13:23.519
And this is prior to the fractional work you do

287
00:13:23.519 --> 00:13:24.960
with Wing sales solutions.

288
00:13:25.320 --> 00:13:27.840
Yeah, so, I mean it's you know, had some some

289
00:13:27.879 --> 00:13:29.519
pretty big ones right stay in Connecticut.

290
00:13:29.639 --> 00:13:30.960
We we landed.

291
00:13:30.600 --> 00:13:35.440
Some work and you know, so it's it's it's an

292
00:13:35.519 --> 00:13:38.679
interesting different process. So when you say contract, you're meaning like,

293
00:13:38.799 --> 00:13:42.480
you know, working independently with somebody or on here, getting

294
00:13:42.519 --> 00:13:43.879
gaining contracts through Cisco.

295
00:13:44.679 --> 00:13:48.039
Sorry, no, you as a contract provider, gotcha.

296
00:13:48.200 --> 00:13:51.480
Yeah, Yeah, So typically I'm working with that kind of

297
00:13:51.519 --> 00:13:54.759
small to mid size family owned business. It's quite interesting

298
00:13:54.799 --> 00:13:59.080
because the owners and that I deal with usually great salespeople.

299
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They you know, we said up the product of the

300
00:14:00.919 --> 00:14:02.759
service and they can really talk about it and be

301
00:14:02.799 --> 00:14:06.320
really influential, but they don't necessarily know and understand how

302
00:14:06.360 --> 00:14:08.960
to build and manage a sales team.

303
00:14:09.000 --> 00:14:11.080
And now kind of where I came in, Yeah.

304
00:14:10.919 --> 00:14:13.159
And so I really would say I probably focused mostly

305
00:14:13.200 --> 00:14:16.320
on operations and helping them build that foundation to be

306
00:14:16.360 --> 00:14:19.759
able to grow and succeed and have repeatable sales.

307
00:14:22.039 --> 00:14:26.840
We are right at quarter after. We're going to take

308
00:14:26.879 --> 00:14:29.039
our first commercial break right here, Scott, So everybody, we'll

309
00:14:29.039 --> 00:14:31.519
be back in just a minute with Scott Yell. He

310
00:14:31.720 --> 00:14:35.000
is founder and president of New England Sales Solutions and

311
00:14:35.159 --> 00:14:39.120
co founder of the Scott of the Jackson Yelle Family Foundation.

312
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Be right back.

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You're listening to Winning Business Radio with Kevin Helenet on

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00:14:48.120 --> 00:14:52.200
W four CY Radio. That's W four cy dot com.

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Don't go away. More helpful information is coming right up

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00:14:55.159 --> 00:14:57.320
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318
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00:15:23.159 --> 00:15:25.799
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325
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327
00:15:33.759 --> 00:15:36.639
And now back to winning Business Radio with Kevin helenan

328
00:15:36.799 --> 00:15:40.639
presenting exciting topics and expert guests with one goal in

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mind to help you succeed in business. Here once again,

330
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it's Kevin Helena.

331
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We're back with Scott Yelle. He is founder and president

332
00:15:55.840 --> 00:15:58.960
of New England Sales Solutions and co founder of the

333
00:15:59.080 --> 00:16:01.279
Jackson Yelle Family Foundation. We'll get to that in a

334
00:16:01.320 --> 00:16:03.799
little bit. You were Franchi see for a while with

335
00:16:03.919 --> 00:16:08.279
Sales Acceleration. Uh, very good organization. That's when you and

336
00:16:08.320 --> 00:16:12.360
I met. Uh tell tell us about your time there. Well, yeah,

337
00:16:12.360 --> 00:16:14.240
I acomlish we were able to do what your work was.

338
00:16:14.279 --> 00:16:17.039
Sorry. Yeah, it's a great organization and people don't know

339
00:16:17.080 --> 00:16:17.399
what it is.

340
00:16:17.440 --> 00:16:21.480
It's really it's a group of seasoned vice presidents of

341
00:16:21.559 --> 00:16:24.200
sales that decided to go into the consulting world, and

342
00:16:24.240 --> 00:16:28.320
so there's some structure and organization there and it was

343
00:16:28.360 --> 00:16:31.080
a great experience that you know, again no no regrets

344
00:16:31.080 --> 00:16:34.919
at all, enjoyed my time as being part of the

345
00:16:34.919 --> 00:16:37.440
the group. I met a lot of great people helped

346
00:16:37.480 --> 00:16:40.120
with my foundation that I would say as I started

347
00:16:40.120 --> 00:16:42.759
business for myself for the first time and you know,

348
00:16:42.840 --> 00:16:46.600
hung my own shingle, and again there's a group of

349
00:16:46.600 --> 00:16:49.480
people that support each other in helping small to mid

350
00:16:49.480 --> 00:16:54.399
sized companies trying to have more repeatable sales and get

351
00:16:54.399 --> 00:16:56.759
through some of those tough times when what it's like

352
00:16:56.879 --> 00:16:58.559
to be a small business owner today.

353
00:16:58.879 --> 00:17:03.120
So as a franchise see and in particular with that organization,

354
00:17:03.159 --> 00:17:06.720
if it even matters from this perspective, what are your

355
00:17:06.799 --> 00:17:09.359
what was your experience as a franchise see in general

356
00:17:09.640 --> 00:17:11.000
and some key lessons learned.

357
00:17:11.920 --> 00:17:14.559
Yeah, so it was it was very positive that again

358
00:17:14.759 --> 00:17:17.839
I enjoyed my time there and would highly recommend it

359
00:17:17.839 --> 00:17:20.119
to anyone that's in the sales arena who has a

360
00:17:20.240 --> 00:17:25.000
VP of sales type background. Again, the reason I joined

361
00:17:25.160 --> 00:17:27.920
was help in marketing my business and getting it off

362
00:17:27.960 --> 00:17:32.119
the ground and putting some structure to you know, kind

363
00:17:32.119 --> 00:17:35.960
of my consulting business. That's all the stuff that they provided.

364
00:17:36.119 --> 00:17:39.759
So again it was a great network. There's six or

365
00:17:39.759 --> 00:17:41.960
seven of us here in New England, so I could

366
00:17:42.079 --> 00:17:44.359
lean on folks if I had questions or wasn't quite

367
00:17:44.400 --> 00:17:49.359
sure about something. Again, just super supportive. We had an

368
00:17:49.400 --> 00:17:52.119
HANDLE meeting every year, you know, you know, talked about

369
00:17:52.119 --> 00:17:54.400
what's coming out and so as far as new products

370
00:17:54.400 --> 00:17:58.000
and services and how to better position ourselves and how

371
00:17:58.000 --> 00:17:59.960
to add value and service the customer.

372
00:18:01.559 --> 00:18:04.599
So then you founded tick the Clock a little bit

373
00:18:04.640 --> 00:18:08.880
there some contract additional contract assignments in fractional sales leadership

374
00:18:09.200 --> 00:18:12.839
interim better were a different word for fractional. Then you

375
00:18:12.880 --> 00:18:15.200
found a New England Sales Solutions. So tell us about

376
00:18:15.200 --> 00:18:17.319
the company, but first tell us what was behind the

377
00:18:17.400 --> 00:18:21.640
decision to start New England Sales Solutions.

378
00:18:22.440 --> 00:18:25.480
Yeah, it's a little deceiving given so actually they ran

379
00:18:25.640 --> 00:18:26.400
side by side.

380
00:18:26.559 --> 00:18:27.240
Yeah, I saw that.

381
00:18:27.279 --> 00:18:30.720
I was always there, but I left sales expiation.

382
00:18:30.880 --> 00:18:33.039
Mostly I just felt like I kind of outgrew them

383
00:18:33.079 --> 00:18:35.920
in the sense that I was able to build my network.

384
00:18:36.720 --> 00:18:39.200
I had a great referral network, people like yourself and

385
00:18:39.240 --> 00:18:43.319
folks in the provisors group, and so I needed less

386
00:18:43.359 --> 00:18:46.400
of what they were providing from marketing standpoint anymore, And

387
00:18:46.480 --> 00:18:49.079
so it was hard. I mean I still miss some

388
00:18:49.119 --> 00:18:52.680
of those folks and the friends. But yeah, the work

389
00:18:52.839 --> 00:18:55.640
was essentially the same, but just doing it all on

390
00:18:55.680 --> 00:18:58.000
my own and without the marketing support anymore.

391
00:18:59.440 --> 00:19:03.240
Fair enough tell us about the company newing on sales solutions.

392
00:19:03.759 --> 00:19:06.839
Yeah, so I'm a solopreneur, like a lot of independence

393
00:19:06.839 --> 00:19:11.839
out there, and again, working for anybody in the kind

394
00:19:11.839 --> 00:19:15.000
of any vertical doesn't really matter. I don't have to

395
00:19:15.000 --> 00:19:18.000
be the product expert or the services expert. It's because

396
00:19:18.000 --> 00:19:21.119
I get I focused most of the time on operations.

397
00:19:20.640 --> 00:19:22.839
Right sales specifically operations.

398
00:19:23.119 --> 00:19:25.440
Yeah, you know, so things like, you know, the right

399
00:19:25.519 --> 00:19:29.880
job descriptions, the right conversation programs, reviewing their sales process,

400
00:19:30.000 --> 00:19:34.119
make sure the sales process is tied into their CRM,

401
00:19:34.880 --> 00:19:38.319
you know, making sure those performance programs and the right KPIs,

402
00:19:38.359 --> 00:19:42.440
and you know, teaching you know, owners or potential new

403
00:19:42.480 --> 00:19:46.759
managers how to coach effectively. So all those sorts of

404
00:19:46.799 --> 00:19:48.960
things that happen kind of behind the scenes that not

405
00:19:49.079 --> 00:19:52.920
everybody is aware of, and just try to help them

406
00:19:53.240 --> 00:19:55.799
find a way to have what I call repeatable sales. Right,

407
00:19:55.880 --> 00:19:58.640
there's there's more of a system in place and some

408
00:19:58.720 --> 00:20:02.319
great standard operating and then someone can take.

409
00:20:02.240 --> 00:20:03.599
The ball and run with it. So I find my

410
00:20:03.720 --> 00:20:04.799
replacement and then move on.

411
00:20:05.680 --> 00:20:08.799
So how often, excuse me, what's the length of an

412
00:20:08.799 --> 00:20:11.400
engagement if it's interim sales leadership, which you do quite

413
00:20:11.440 --> 00:20:14.839
a bit of, if not every engagement, I'm not sure,

414
00:20:14.839 --> 00:20:18.920
But how long does that interim term typically go on?

415
00:20:19.720 --> 00:20:22.559
Yeah, Typically, when someone engages me for an interim role,

416
00:20:22.599 --> 00:20:24.799
which is where I commit and actually take over all

417
00:20:24.839 --> 00:20:28.319
of the leadership of the sales team for them, typically

418
00:20:28.400 --> 00:20:31.440
twelve months, okay, and about the nine month mark, we're

419
00:20:31.440 --> 00:20:34.680
working to find my long term replacement, which may be

420
00:20:34.720 --> 00:20:37.359
inside the organization or outside, you know, but it could

421
00:20:37.400 --> 00:20:40.279
be a three month gig where it's really just want

422
00:20:40.359 --> 00:20:43.559
some assessment done and helping hire the first person or

423
00:20:44.640 --> 00:20:48.759
a client. I just I wrapped up with tomorrow and

424
00:20:48.799 --> 00:20:51.200
that was really all by Hey, they hired their first salesperson,

425
00:20:51.559 --> 00:20:53.440
you know, putting some stuff in place for them to

426
00:20:53.480 --> 00:20:54.960
be successful and carry on.

427
00:20:55.079 --> 00:20:56.839
Right, So that was just a three month gig. So

428
00:20:57.960 --> 00:20:59.599
one of the great things about working for yourself is

429
00:20:59.640 --> 00:21:02.559
I can just kind of try to customize and help

430
00:21:02.599 --> 00:21:05.440
somebody in any way, shape or form. Have a lot

431
00:21:05.440 --> 00:21:08.160
of freedom of flexibility to pick and choose how I

432
00:21:08.200 --> 00:21:11.720
help somebody. I've done just compensation programs for folks really

433
00:21:12.119 --> 00:21:13.519
a wide, a wide variety.

434
00:21:14.039 --> 00:21:15.519
And you're at the point in your life. And we'll

435
00:21:15.559 --> 00:21:17.640
talk more about the foundation after the next break, or

436
00:21:17.799 --> 00:21:20.160
we'll probably get to it before the break. But yeah,

437
00:21:20.200 --> 00:21:23.359
you're not trying to be this giant company. You're very selective.

438
00:21:24.079 --> 00:21:26.319
You want to remain sort of nimble, so you can

439
00:21:26.359 --> 00:21:27.559
do a lot of other things.

440
00:21:28.200 --> 00:21:30.519
Yeah, I would say one of the side benefits that

441
00:21:30.519 --> 00:21:32.960
I probably didn't appreciate before I started was that I

442
00:21:33.000 --> 00:21:35.279
get to pick and choose who I work with, and

443
00:21:35.319 --> 00:21:37.039
so I I really fortunately, i would say, over the

444
00:21:37.119 --> 00:21:40.680
last six years to have some really great customers and

445
00:21:40.720 --> 00:21:43.599
some become friends, having dinner with one next week that

446
00:21:43.640 --> 00:21:45.119
I haven't seen in two years, and.

447
00:21:45.880 --> 00:21:49.039
So that that's really really a plus, you know, to

448
00:21:49.440 --> 00:21:50.400
doing this on your own.

449
00:21:50.480 --> 00:21:54.119
And so yeah, so I can again pick and choose.

450
00:21:54.160 --> 00:21:57.039
And I'm not sure I'm answering the question, but.

451
00:21:57.079 --> 00:21:58.079
Ye know, yeah, that's it.

452
00:21:58.240 --> 00:21:58.480
That's it.

453
00:21:59.039 --> 00:22:02.359
Yeah, it's flexibility and having the right people. But I've

454
00:22:02.359 --> 00:22:03.759
made some mistakes. Don't get me wrong.

455
00:22:03.880 --> 00:22:06.200
I've had some clients.

456
00:22:05.759 --> 00:22:09.160
That I probably shouldn't assigned with, but that unfortunately I

457
00:22:09.160 --> 00:22:10.039
have to learn something there.

458
00:22:10.240 --> 00:22:12.119
Take take a moment and talk about that, because that

459
00:22:12.200 --> 00:22:14.720
this is really about, you know, helping people avoid those

460
00:22:14.759 --> 00:22:17.519
types of mistakes, which I've made too, Scott, trust me.

461
00:22:17.839 --> 00:22:19.319
Yeah, no, absolutely right.

462
00:22:19.359 --> 00:22:21.079
And so I think I took on a client and

463
00:22:21.240 --> 00:22:24.880
it started as I was helping coach their VP. Right,

464
00:22:24.920 --> 00:22:27.400
He'd come from a really large corporation, and I was

465
00:22:27.440 --> 00:22:30.279
in really the only salesperson that was in the organization.

466
00:22:30.480 --> 00:22:33.720
And so then the owner let that person go and

467
00:22:33.799 --> 00:22:35.960
had me take over the sales team. But there really

468
00:22:36.039 --> 00:22:38.880
wasn't a sales team, right, And I probably shouldn't have.

469
00:22:39.119 --> 00:22:41.680
I probably over committed to doing things that really need

470
00:22:41.720 --> 00:22:43.400
to be done by somebody day in and day out.

471
00:22:43.559 --> 00:22:44.240
I couldn't do.

472
00:22:44.240 --> 00:22:46.359
Based on that you're not there forty hours.

473
00:22:46.440 --> 00:22:49.480
Right, and so based on that workload, I've probably over

474
00:22:49.519 --> 00:22:51.440
committed to something. And and so it just ended and

475
00:22:51.880 --> 00:22:57.440
kind of I would say poorly, but just you know,

476
00:22:57.480 --> 00:22:59.480
it was ended. I need to go, and it was

477
00:22:59.599 --> 00:23:02.640
a mutual, you know, separation, and yeah, just you know,

478
00:23:02.759 --> 00:23:05.799
sometimes trying to take on too much and try to

479
00:23:05.839 --> 00:23:07.799
you know, can't be everything to every customer.

480
00:23:08.160 --> 00:23:11.680
Yep, So a little bit more motivation here for that change,

481
00:23:11.759 --> 00:23:15.240
big switch. Your world must have ended last yearne in

482
00:23:15.279 --> 00:23:17.519
some ways, right with with the passing of Jackson.

483
00:23:17.559 --> 00:23:21.119
Tell us about then, Yeah, so last April thirty or

484
00:23:21.160 --> 00:23:23.720
twenty twenty three, unfortunately got that that call at nine

485
00:23:23.799 --> 00:23:27.640
thirty in the morning that your child is gone and deceased,

486
00:23:27.680 --> 00:23:29.960
as the as the corner had said, And yeah, I

487
00:23:29.960 --> 00:23:31.559
think you've said it best, right.

488
00:23:32.039 --> 00:23:34.720
The sky yell that existed on April twenty ninth is

489
00:23:34.799 --> 00:23:36.839
very different than the one that was you know, woke

490
00:23:36.920 --> 00:23:39.160
up on April thirtieth and has been here ever since.

491
00:23:39.200 --> 00:23:41.880
And you just you know, priority change, right, And so

492
00:23:42.000 --> 00:23:44.599
prior to his death, you know, I would have a

493
00:23:44.640 --> 00:23:46.960
pretty hefty workload of four or five clients at a

494
00:23:47.000 --> 00:23:51.319
time and just realize that, Hey, I'm fortunate I work

495
00:23:51.359 --> 00:23:51.920
for myself.

496
00:23:52.000 --> 00:23:53.839
So I mean, that's probably one blessing.

497
00:23:53.880 --> 00:23:56.000
I'm not sure I could have endured all this had

498
00:23:56.039 --> 00:23:59.119
I had my corporate gig, right, Yeah, but working for

499
00:23:59.160 --> 00:24:02.720
myself gave me some free flexibility to work through the

500
00:24:02.759 --> 00:24:06.480
grief and the pain, and but slowed down right, try

501
00:24:06.519 --> 00:24:08.160
to have two or three clients at a time at

502
00:24:08.160 --> 00:24:11.519
the most, and just take life at a little different pace.

503
00:24:11.599 --> 00:24:15.559
And I love still working with customers and seeing the

504
00:24:15.559 --> 00:24:18.559
fruits of my labor of helping them grow their sales

505
00:24:18.559 --> 00:24:22.000
team and get their their sales growing, but not to

506
00:24:22.279 --> 00:24:24.160
not to the stake of you know, four or five

507
00:24:24.200 --> 00:24:26.759
clients in a pretty hefty sixty hour work week.

508
00:24:28.079 --> 00:24:30.160
So when did you guys figure out you wanted to

509
00:24:30.160 --> 00:24:33.559
start a foundation? He passed in April of twenty three.

510
00:24:34.200 --> 00:24:35.799
What's the timeline there.

511
00:24:35.880 --> 00:24:38.599
Yeah, it was really it was September of twenty grade three.

512
00:24:38.680 --> 00:24:41.119
So we got through the summer and just kind of

513
00:24:41.599 --> 00:24:43.920
the craziness of all. I'd come in and get my

514
00:24:44.000 --> 00:24:46.079
daughter off to school and then you know, my wife

515
00:24:46.119 --> 00:24:49.160
and I said, hey, you know, let's do this right,

516
00:24:49.200 --> 00:24:53.359
and kind of got the ball rolling from a.

517
00:24:51.960 --> 00:24:54.279
Be able to I guess the answer is yes, I'm

518
00:24:54.359 --> 00:24:56.160
kind of answering at myself. Lexi was able to finish

519
00:24:56.200 --> 00:24:56.960
her freshman year.

520
00:24:57.559 --> 00:24:59.599
Yeah, yeah, so she well she was when it happened.

521
00:24:59.640 --> 00:25:03.160
She was to graduate. So she graduated high school. Yeah,

522
00:25:03.240 --> 00:25:04.880
and we took it a freshman We took her a

523
00:25:04.920 --> 00:25:05.519
freshman year.

524
00:25:05.559 --> 00:25:09.960
So she she you know, I was four or five months, Yeah,

525
00:25:10.000 --> 00:25:13.039
four or five months after his death. In some ways,

526
00:25:13.039 --> 00:25:14.359
I think if you asked her, she'd tell you it

527
00:25:14.359 --> 00:25:17.359
was a blessing, because you know, she can only tell

528
00:25:17.359 --> 00:25:19.519
the story that people she wanted to versus kind of

529
00:25:19.519 --> 00:25:21.119
everybody know, I'm here in town.

530
00:25:21.200 --> 00:25:24.559
Kind of scenario. So so, yeah, we started the foundation.

531
00:25:24.880 --> 00:25:27.119
You did all the legal peace, right, you gotta got

532
00:25:27.200 --> 00:25:30.759
a file of the state, and then you send her. Yeah,

533
00:25:30.839 --> 00:25:32.720
they buy all your paper with the I R S

534
00:25:32.759 --> 00:25:37.240
and wait for that approval, and.

535
00:25:35.559 --> 00:25:38.799
And then you know, find some board members, and now

536
00:25:38.839 --> 00:25:39.279
what do we do?

537
00:25:39.359 --> 00:25:39.519
Right?

538
00:25:39.559 --> 00:25:42.079
How do how do we? How do we raise money?

539
00:25:42.160 --> 00:25:43.599
How do we you know, how do we? What do

540
00:25:43.680 --> 00:25:45.319
we who do we partner with? All that kind of

541
00:25:45.359 --> 00:25:47.400
fun stuff? And we haven't got a dial there and

542
00:25:47.440 --> 00:25:49.039
we're not even a year old. But I mean I

543
00:25:49.079 --> 00:25:52.039
think we've we've done some good work in the first year.

544
00:25:52.119 --> 00:25:55.559
For sure. Well, I did do some little bit of uh,

545
00:25:55.680 --> 00:25:58.680
you know research, almost an opposition research. I don't know

546
00:25:58.680 --> 00:26:00.720
where just not just phrases pop and it's certainly not

547
00:26:00.720 --> 00:26:02.839
that uh. And I looked at the board members. I

548
00:26:02.880 --> 00:26:05.359
know they're friends, but they look like some heavy hitters.

549
00:26:05.359 --> 00:26:08.640
So it looks like you got some really good expertise there. Yeah,

550
00:26:09.640 --> 00:26:13.119
but I understand that Lexi and Andrea are very heavily involved.

551
00:26:13.119 --> 00:26:16.720
And I was really I smiled when I saw who

552
00:26:16.720 --> 00:26:18.480
the president of the foundation is.

553
00:26:19.319 --> 00:26:22.279
Yeah, so Lexi is the president. So the goal there

554
00:26:22.440 --> 00:26:25.119
was a give her some experience. She wants to go

555
00:26:25.160 --> 00:26:27.960
into business, right, and so she is the youngest and

556
00:26:28.000 --> 00:26:30.680
gets demands this group of adults. So we just thought

557
00:26:30.680 --> 00:26:33.640
this was a good, good learning opportunity as well. But

558
00:26:33.680 --> 00:26:35.960
also then she can helpfully carry on the torch even

559
00:26:36.000 --> 00:26:38.960
after Unfortunately, Andrew and I aren't going to live forever.

560
00:26:39.000 --> 00:26:39.880
But yeah, wait, what.

561
00:26:41.799 --> 00:26:44.440
I haven't found that magic coach? You got it? You

562
00:26:44.480 --> 00:26:45.000
got to share.

563
00:26:46.200 --> 00:26:50.720
Although I've been to southern Florida and so talk about

564
00:26:50.720 --> 00:26:53.960
the work you said fundraising, And I'm curious how you

565
00:26:54.160 --> 00:26:56.119
figured that out if you, I mean, what you figured

566
00:26:56.119 --> 00:26:58.519
out so far for fundraising, you've clearly raised money. But

567
00:26:58.799 --> 00:27:01.039
talk about the work the foundation does.

568
00:27:01.799 --> 00:27:06.119
Yeah, so we see the foundation with the Elon Club

569
00:27:06.119 --> 00:27:09.160
baseball team that Jackson was part of down at Elon University,

570
00:27:09.559 --> 00:27:14.319
raised forty thousand dollars with about four days of Jackson's

571
00:27:14.359 --> 00:27:16.359
passing so we took that money and made that the

572
00:27:16.400 --> 00:27:18.519
seed money for the foundation. So that really kind of

573
00:27:18.519 --> 00:27:20.039
gave us a little bit of a leg to stand

574
00:27:20.079 --> 00:27:23.559
on as we got into things. So we knew we

575
00:27:23.599 --> 00:27:25.519
wanted to do something at the high school for Jackson,

576
00:27:25.559 --> 00:27:28.319
so we started a scholarship there. And because he was

577
00:27:28.440 --> 00:27:31.319
a varsity baseball player, we you know, and a lot

578
00:27:31.319 --> 00:27:34.599
of folks donated to the Nauset Warriors high school booster

579
00:27:34.680 --> 00:27:38.319
team club, I mean, so we matched that and we

580
00:27:38.400 --> 00:27:40.160
were able to help the baseball team buy a new

581
00:27:40.240 --> 00:27:42.880
hitting turtle, you know, that cage that goes around home plate.

582
00:27:44.519 --> 00:27:47.240
It started the Jackson Yale Scholarship at the high school,

583
00:27:48.359 --> 00:27:49.960
and then we took off some of the We also

584
00:27:49.960 --> 00:27:51.799
took some of the money and gave it back to

585
00:27:51.839 --> 00:27:54.359
the club team. So the field that they play on

586
00:27:54.480 --> 00:27:57.839
down Elon doesn't have a dugout. So the dougouts are

587
00:27:57.880 --> 00:27:59.680
in the process of being built. They'll be up and

588
00:27:59.759 --> 00:28:03.240
live before or November first of this year. We'll go

589
00:28:03.279 --> 00:28:06.599
down for the for the dedication and Jackson will have

590
00:28:06.640 --> 00:28:11.000
a place on campus for years to come. And then

591
00:28:11.119 --> 00:28:12.839
I don't know, probably do we have time to get

592
00:28:12.839 --> 00:28:14.440
into MLB and do you want to wait till after

593
00:28:14.480 --> 00:28:14.960
the break.

594
00:28:14.839 --> 00:28:16.880
Yeah, we'll wait to Actually, let's take the break right now.

595
00:28:17.440 --> 00:28:19.640
You know there's no fixed schedule right about now is good,

596
00:28:19.680 --> 00:28:21.599
so let's do that. We'll be back in about one

597
00:28:21.599 --> 00:28:25.680
more minute. Scott. Everybody will be back with Scott Yale.

598
00:28:28.119 --> 00:28:32.079
You're listening to Winning Business Radio with Kevin helenet on

599
00:28:32.319 --> 00:28:36.440
W four CY Radio. That's W four cy dot com.

600
00:28:36.480 --> 00:28:39.119
Don't go away. More helpful information is coming right up

601
00:28:39.359 --> 00:28:41.559
right here on Winning Business Radio.

602
00:28:43.960 --> 00:28:46.920
The yp dot com website is your local search engine.

603
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If you're looking for a good restaurant, it can help

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607
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608
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609
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610
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611
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612
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613
00:29:17.960 --> 00:29:20.759
And now back to Winning Business Radio with Kevin Helene

614
00:29:21.000 --> 00:29:24.839
presenting exciting topics and expert guests with one goal in

615
00:29:24.920 --> 00:29:28.400
mind to help you succeed in business. Here once again

616
00:29:28.720 --> 00:29:29.680
is Kevin Helenet.

617
00:29:37.359 --> 00:29:39.960
We're back with Scott Yell, and in particular we're talking

618
00:29:39.960 --> 00:29:43.920
about his role as secretary slash treasurer of the Jackson

619
00:29:44.039 --> 00:29:47.759
Yelle Family Foundation. First, before we get into the RBI,

620
00:29:48.000 --> 00:29:49.920
and I want folks to know about that because it's

621
00:29:49.960 --> 00:29:52.359
I think it's undernown. But how do you go about

622
00:29:52.440 --> 00:29:54.519
raising money? What have you figured out so far? I'm

623
00:29:54.559 --> 00:29:56.200
sure you have a lot to learn yet, But how

624
00:29:56.200 --> 00:29:58.519
have you raised additional money or how do you plan

625
00:29:58.599 --> 00:29:59.799
on raising an additional money?

626
00:30:00.440 --> 00:30:00.680
Yeah?

627
00:30:00.799 --> 00:30:03.880
So, first for mostly had friends and family, right and

628
00:30:04.200 --> 00:30:07.160
as we started this baseball tour that we'll talk about,

629
00:30:07.240 --> 00:30:09.240
you know, reached out to some people and had some

630
00:30:09.319 --> 00:30:10.240
corporate sponsors.

631
00:30:10.440 --> 00:30:11.599
Yeah.

632
00:30:11.640 --> 00:30:13.720
And the next big thing in fundraising wise that's coming

633
00:30:13.759 --> 00:30:17.680
up is we're having our first fundraising golf turn right

634
00:30:17.720 --> 00:30:19.960
on October fourth down here on the Cape.

635
00:30:20.839 --> 00:30:22.039
We've already got a full field of.

636
00:30:22.000 --> 00:30:24.079
One hundred and forty four folks, you know, working on

637
00:30:24.160 --> 00:30:26.079
tea sponsors and all that kind of fun stuff. So

638
00:30:26.119 --> 00:30:30.960
that that's the next big fundraising thing for us. But yeah,

639
00:30:31.200 --> 00:30:34.119
it's something that I'm sure every nonprofit, you know, worries

640
00:30:34.160 --> 00:30:36.400
about and figured it out his struggles to find out.

641
00:30:36.400 --> 00:30:38.599
We don't know all the answers yet.

642
00:30:39.079 --> 00:30:41.240
You know, I think getting our name out in the press,

643
00:30:41.400 --> 00:30:44.079
which you know, the RBI tour and the Baseball Tour

644
00:30:44.119 --> 00:30:46.039
has really helped us, you know, kind of you know,

645
00:30:46.400 --> 00:30:47.720
garner some attention.

646
00:30:48.039 --> 00:30:51.039
ESPN, Boston Globe and others.

647
00:30:51.400 --> 00:30:51.720
Yeah.

648
00:30:51.920 --> 00:30:55.880
Yeah, for sure, we'll get to how people can help

649
00:30:55.880 --> 00:30:58.079
in a little bit. But you've really parlayed your and

650
00:30:58.599 --> 00:31:03.200
Jackson's love for baseball sports, in particular baseball. So now

651
00:31:03.240 --> 00:31:06.880
talk about Nike, RBI baseball.

652
00:31:07.079 --> 00:31:08.640
Yeah. So I'll back up a little bit.

653
00:31:08.680 --> 00:31:12.880
So Jackson and I baseball fans, and we had realized

654
00:31:12.920 --> 00:31:16.400
one weekend and probably traveling to a baseball game, that hey,

655
00:31:16.400 --> 00:31:18.559
we've been to three or four clubs or parks I

656
00:31:18.599 --> 00:31:19.359
should say, already.

657
00:31:19.400 --> 00:31:20.680
And I said, hey, why don't we try to go

658
00:31:20.720 --> 00:31:21.559
to all thirty? You know.

659
00:31:21.759 --> 00:31:24.680
It was said, Hey, something we can do for the

660
00:31:24.720 --> 00:31:26.680
rest of our lives and someday we'll get done. There

661
00:31:26.759 --> 00:31:28.839
was no timetable ending and He's like, yeah, let's go

662
00:31:28.920 --> 00:31:32.519
for it. So and so, before he was killed, we

663
00:31:32.519 --> 00:31:35.400
were able to get the twelve of the thirty cut

664
00:31:35.480 --> 00:31:36.640
all over various parts.

665
00:31:37.640 --> 00:31:38.079
I don't know.

666
00:31:38.119 --> 00:31:40.119
It just kind of hit me last summer and I

667
00:31:40.160 --> 00:31:42.079
was thinking about, you, it really cool to finish the

668
00:31:42.119 --> 00:31:45.440
tour in his honor, a to help raise some money

669
00:31:45.480 --> 00:31:49.759
for our foundation, but then also to give to something right,

670
00:31:49.799 --> 00:31:50.519
to some sort of.

671
00:31:50.519 --> 00:31:52.480
An organization and get back.

672
00:31:52.559 --> 00:31:55.119
And so I just threw it out into the world

673
00:31:55.200 --> 00:31:57.119
and a big believer, and you throw things down in

674
00:31:57.119 --> 00:31:58.160
the world, things come back.

675
00:31:58.200 --> 00:32:00.960
And just said, hey, you know, what are some organizations that.

676
00:32:00.920 --> 00:32:03.359
Maybe we could partner with from a baseball standpoint, and

677
00:32:04.000 --> 00:32:07.640
good friend of ours, you know, Trey Wingo mentioned the

678
00:32:07.759 --> 00:32:10.720
Nike RBI program, did a bunch of research and said, yeah,

679
00:32:10.759 --> 00:32:14.200
it's a perfect fit. So then I put my salesman

680
00:32:14.279 --> 00:32:17.680
hat on and and I started reaching out to the

681
00:32:17.680 --> 00:32:21.480
folks at the RBI program. They have a form and

682
00:32:21.519 --> 00:32:25.440
I was professionally persistent and a couple of phone calls

683
00:32:25.480 --> 00:32:28.200
and they graciously got on the phone to listen to

684
00:32:28.240 --> 00:32:28.799
my spiel.

685
00:32:28.880 --> 00:32:32.319
And but baseball.

686
00:32:31.920 --> 00:32:33.839
I would say, you know, they kind of take care

687
00:32:33.880 --> 00:32:35.240
of their own and I would say, this kind of

688
00:32:35.240 --> 00:32:39.799
really morphed into something way above what I ever imagined.

689
00:32:40.000 --> 00:32:42.119
You know, when I got on The call with him

690
00:32:42.200 --> 00:32:44.079
was like, all I'm asking for is I'll go to

691
00:32:44.319 --> 00:32:47.759
these eighteen ballparks at Jackson I never visited. I'd like

692
00:32:47.799 --> 00:32:50.720
to donate one thousand dollars to each of those clubs

693
00:32:50.799 --> 00:32:54.000
RBI program. All they wanted was a ticket to get in.

694
00:32:54.480 --> 00:32:58.359
And someone did take a picture with me light yeah,

695
00:32:58.599 --> 00:33:02.039
with my big fake check. That was it, And it

696
00:33:02.079 --> 00:33:04.680
turned into so much more. I mean they really just

697
00:33:05.160 --> 00:33:08.680
embraced us all and the ivy R folks and MLB.

698
00:33:08.519 --> 00:33:10.559
And I will forget you got a jersey, you get it?

699
00:33:10.640 --> 00:33:12.400
I mean not a jersey, a T shirt everywhere too.

700
00:33:12.880 --> 00:33:15.160
Yeah, So for the addicts in MLB made me a

701
00:33:15.240 --> 00:33:19.240
custom jersey forevery They had the foundation logo on one side,

702
00:33:19.240 --> 00:33:22.160
the RBI logo the number of the stadium on the back.

703
00:33:22.279 --> 00:33:23.599
So that was cool and.

704
00:33:23.759 --> 00:33:26.359
Oh that's why I saw the thirty Yeah, okay, yeah.

705
00:33:26.680 --> 00:33:29.160
So then every then some parks gave me jerseys of

706
00:33:29.240 --> 00:33:31.279
their clubs. Some people had me throw out the first

707
00:33:31.319 --> 00:33:35.160
pitch wow and again. Then MLB Central started to do

708
00:33:35.200 --> 00:33:38.839
a Father's Day piece and actually had geographers at every

709
00:33:38.839 --> 00:33:41.839
one of the stadiums. I went to New Jersey, to Secaucus,

710
00:33:41.920 --> 00:33:44.000
to the studios and did some taping, and then they

711
00:33:44.400 --> 00:33:47.480
met me in Detroit for Stadium number thirty and did

712
00:33:47.519 --> 00:33:49.799
some taping and they did a really nice MLB piece

713
00:33:49.799 --> 00:33:52.960
that came out on your Father's Day weekend.

714
00:33:53.119 --> 00:33:55.720
So yeah, it was it was they got they just

715
00:33:55.839 --> 00:33:56.799
it was overwhelming.

716
00:33:57.480 --> 00:34:00.440
You haven't sung the national anthem anthem yet, No, I

717
00:34:00.480 --> 00:34:01.279
don't want me to do that.

718
00:34:01.759 --> 00:34:04.240
You don't want me to do that. I don't sound

719
00:34:04.240 --> 00:34:06.599
good to even the shower, so you definitely don't want

720
00:34:06.599 --> 00:34:08.880
me to see the national anthem.

721
00:34:09.000 --> 00:34:11.159
So what is rb I Baseball?

722
00:34:12.480 --> 00:34:13.719
Yeah, so Nike rb I.

723
00:34:13.920 --> 00:34:16.840
You know, rb I stands for Reviving Baseball in inner cities.

724
00:34:16.880 --> 00:34:21.280
And so there's MLB sponsored clubs and affiliates, but really

725
00:34:21.320 --> 00:34:24.679
it's about you know, giving young men and women both,

726
00:34:24.760 --> 00:34:27.920
so it's baseball and softball, right the chance to play

727
00:34:27.920 --> 00:34:32.239
the game essentially for free. So uniforms and entry fees

728
00:34:32.400 --> 00:34:35.840
and you know, you know, initiations and umpires, all that

729
00:34:35.840 --> 00:34:36.760
stuff's all paid for.

730
00:34:37.360 --> 00:34:37.719
And so.

731
00:34:39.519 --> 00:34:41.400
I'm a believer and I think the rb I believes

732
00:34:41.400 --> 00:34:46.159
in the program mbib is sports teaches kids so much

733
00:34:46.199 --> 00:34:50.599
more than no doubt lose, right, and so and that's

734
00:34:50.599 --> 00:34:53.039
what it's doing It's given these kids opportunities. Every time

735
00:34:53.079 --> 00:34:55.599
I ask, you know, some of the kids that play

736
00:34:55.639 --> 00:34:58.119
in the program, you know, what do they like about it?

737
00:34:58.440 --> 00:35:01.519
The number one answers opportunities, you know, meeting new people,

738
00:35:01.760 --> 00:35:03.960
being able to travel and do things that they never.

739
00:35:03.840 --> 00:35:04.519
Would have done.

740
00:35:04.599 --> 00:35:08.360
And and these are kids that don't have much and

741
00:35:08.440 --> 00:35:11.800
so it's uh, it's they teach him not only baseball

742
00:35:11.800 --> 00:35:15.559
and softball skills, but communication skills. You know, how to

743
00:35:15.679 --> 00:35:18.480
how to fill out applications for college, how to fill

744
00:35:18.480 --> 00:35:21.440
out a fast set. Yeah, you know, how to how

745
00:35:21.480 --> 00:35:25.639
to overcome adversity, right, Yeah. So they just it's a

746
00:35:25.679 --> 00:35:28.880
good program that tries to develop the whole kid, not

747
00:35:28.960 --> 00:35:30.440
just their baseball.

748
00:35:30.840 --> 00:35:33.079
Yeah. As I mentioned through a friend of a friend,

749
00:35:33.360 --> 00:35:37.719
uh my one of my younger son. Both sons played baseball,

750
00:35:37.760 --> 00:35:42.519
both girls played softball, and you know we're big sports family,

751
00:35:42.639 --> 00:35:44.920
so same you know. Uh, but one of them had

752
00:35:44.920 --> 00:35:46.679
the opportunity, the younger one had the opportunity to be

753
00:35:46.679 --> 00:35:49.639
on the Red Sox RBI team a couple of years.

754
00:35:50.320 --> 00:35:53.119
And he was telling you pre show he we were

755
00:35:53.119 --> 00:35:57.840
in Florida on vacation. He's up in Massachusetts or New England. Rather,

756
00:35:58.000 --> 00:36:01.800
you know, playing a tournament that that tournament and we

757
00:36:01.840 --> 00:36:04.199
get a call they won the game. Their next game

758
00:36:04.360 --> 00:36:07.519
is like the next day at Yankee Stadium. So my

759
00:36:07.559 --> 00:36:09.079
wife flew home and the rest of US state to

760
00:36:09.079 --> 00:36:11.559
finish the vacation, and so he had a chance to play,

761
00:36:11.679 --> 00:36:13.800
Like I mean, what kid has a chance to play

762
00:36:13.840 --> 00:36:14.960
at a measor league ballpark?

763
00:36:15.360 --> 00:36:16.239
Yeah, that's amazing.

764
00:36:16.559 --> 00:36:20.480
Yeah, so quick aside, what's your favorite park so far?

765
00:36:21.280 --> 00:36:24.320
Well, fen is always gonna be number one, Sure you know.

766
00:36:24.480 --> 00:36:27.800
Number two I would say is Wrigley Again, a lot

767
00:36:27.800 --> 00:36:31.239
of similarities if folks haven't been there, just a great

768
00:36:31.360 --> 00:36:35.119
vibe the whole around the whole park too, not just inside.

769
00:36:35.199 --> 00:36:37.559
Yeah, Wrigleyville. We had the opportunity to see the Socks

770
00:36:37.639 --> 00:36:41.519
at Yeah Wrigley, which was cool. And usually when we

771
00:36:41.559 --> 00:36:45.199
traveled for the ballpark tour, we don't try to follow

772
00:36:45.199 --> 00:36:47.079
the Red Sox. It's too difficult to make the schedule

773
00:36:47.320 --> 00:36:50.599
a couple of times. But so my favorite yep, I'm

774
00:36:50.599 --> 00:36:53.039
with you on those two. But for other reasons, pet

775
00:36:53.039 --> 00:36:56.760
Coo for sure, uh and the Tigers for what that

776
00:36:56.840 --> 00:36:57.079
one is?

777
00:36:57.199 --> 00:36:58.039
Uh America?

778
00:36:58.519 --> 00:37:03.360
Yeah, yeah, cale America. Yeah that because they're beautiful Arlington,

779
00:37:03.400 --> 00:37:05.360
the new Orleington. I like the old Arlington and the

780
00:37:05.400 --> 00:37:08.679
new Arlington. Those are cool too, but again different reasons.

781
00:37:09.079 --> 00:37:11.119
Yeah. Number three is P and C and Pittsburgh.

782
00:37:11.119 --> 00:37:12.760
It's a really beautiful run on the water.

783
00:37:12.760 --> 00:37:16.039
People haven't been there, highly recommend it. It's really.

784
00:37:17.239 --> 00:37:20.519
You don't think of a great ballpark in downtown Pittsburgh.

785
00:37:20.519 --> 00:37:23.360
But I agree, Petco in San Diego and orangele and

786
00:37:23.400 --> 00:37:24.559
San Francisco are probably.

787
00:37:24.360 --> 00:37:24.840
The top five.

788
00:37:24.960 --> 00:37:26.719
That was our most recent We just came back from

789
00:37:26.760 --> 00:37:32.199
there a couple months ago. Yet, So how can people

790
00:37:32.760 --> 00:37:36.239
help the foundation you and the foundation in the work

791
00:37:36.239 --> 00:37:36.760
that you're doing.

792
00:37:37.920 --> 00:37:39.320
Yeah, well, a couple different ways.

793
00:37:39.360 --> 00:37:41.920
One obviously, the easiest is to go to the website,

794
00:37:42.000 --> 00:37:44.000
you know, jacksonail dot com and donate.

795
00:37:44.119 --> 00:37:47.079
I mean that's simple. But you know, like I said,

796
00:37:47.119 --> 00:37:48.280
we have a golf servant coming up.

797
00:37:48.280 --> 00:37:51.199
If people want to do a tea sponsor and support

798
00:37:51.199 --> 00:37:52.920
the event, that you can do that. If they've got

799
00:37:52.920 --> 00:37:56.000
a raffle item they'd like to donate, you know, whether

800
00:37:56.039 --> 00:37:59.480
it's art or clothing or signed memorabilia or sports tickets,

801
00:37:59.480 --> 00:38:04.199
they can can do that. But then we're also looking

802
00:38:04.280 --> 00:38:08.599
for organizations to invest in and partner with right, if

803
00:38:09.079 --> 00:38:11.559
we're due to this too, obviously we've got a relationship

804
00:38:11.559 --> 00:38:13.639
with RBI, then we're going to work to try to continue.

805
00:38:13.719 --> 00:38:16.559
But we're open, right.

806
00:38:16.599 --> 00:38:18.840
The whole mission of the organization is to try to

807
00:38:18.880 --> 00:38:21.480
help support the development of young men and women, and

808
00:38:22.599 --> 00:38:23.599
sports is one avenue.

809
00:38:23.719 --> 00:38:26.079
Doesn't have to be sports, but what are some other ways?

810
00:38:26.199 --> 00:38:26.559
And so.

811
00:38:28.000 --> 00:38:29.760
I tell my wife, I'll have a cup of coffee

812
00:38:29.800 --> 00:38:32.599
with anybody if somebody wants to reach out and just brainstorm.

813
00:38:32.679 --> 00:38:34.679
I'm not sure it's always a fit, but I'll talk

814
00:38:34.719 --> 00:38:35.320
to anybody.

815
00:38:35.360 --> 00:38:38.639
And all right, so we're actually networking on live radio

816
00:38:38.639 --> 00:38:41.719
and TV right now. Yeah, my guest two weeks ago

817
00:38:41.960 --> 00:38:45.159
was a guest a bunch of years ago, has become

818
00:38:45.199 --> 00:38:47.239
a friend. One of those clients that's become a friend.

819
00:38:48.079 --> 00:38:49.679
I'm going to connect you with him. He knows a

820
00:38:49.679 --> 00:38:52.159
bunch of I mean, he's plugged in in New York.

821
00:38:52.199 --> 00:38:55.199
He's he's in Madison, Connecticut as it turns out, No, no,

822
00:38:56.079 --> 00:39:00.760
just a coincidence from family. Yeah, but he's somebody should

823
00:39:00.760 --> 00:39:04.000
definitely talk to. He's an entrepreneur and he knows a

824
00:39:04.000 --> 00:39:07.280
ton of people, and I think he would just want

825
00:39:07.320 --> 00:39:09.920
to help you. So I'll connect you with with Scott.

826
00:39:11.039 --> 00:39:13.239
And this is the first time I think I've networked

827
00:39:13.239 --> 00:39:15.639
and made connections on live on a live Yeah.

828
00:39:15.719 --> 00:39:17.880
That's awesome, appreciate it. So yeah, I mean it's it

829
00:39:17.920 --> 00:39:19.199
could be sponsoring.

830
00:39:18.760 --> 00:39:21.840
An educational program, you know, maybe it's you know, I'm

831
00:39:21.840 --> 00:39:23.840
a big believer not every kid has to go to college,

832
00:39:24.000 --> 00:39:26.880
and so maybe it's something the trade, you know sector.

833
00:39:26.920 --> 00:39:30.360
So again we're we're open to a lot of different ideas.

834
00:39:30.400 --> 00:39:35.079
Fantastic. Where do you see the foundation going?

835
00:39:36.679 --> 00:39:38.719
Well, I mean, you know our dream would be the

836
00:39:39.039 --> 00:39:41.199
you know, gets to a point where and sustain itself

837
00:39:41.239 --> 00:39:43.159
and carry on even after you know, Andrey and I

838
00:39:43.199 --> 00:39:45.920
are gone and like he continue to run it. And

839
00:39:46.880 --> 00:39:49.679
again we're again like early days. You know, we're coming

840
00:39:49.719 --> 00:39:52.119
up on our one year anniversary here and in a

841
00:39:52.159 --> 00:39:54.679
few weeks and trying to focus on getting to the

842
00:39:54.679 --> 00:39:58.079
golf tournament. But you know, we're having some discussions as

843
00:39:58.079 --> 00:40:01.119
a new program with MAD those against driving. It is

844
00:40:01.159 --> 00:40:04.239
called MAD Sports. It's fairly new, so we had a

845
00:40:04.280 --> 00:40:07.199
call with them next week. But yeah, I think it

846
00:40:07.559 --> 00:40:10.039
really is. But trying to help our mission and develop

847
00:40:10.079 --> 00:40:13.760
young men and women, give them some opportunities and trying

848
00:40:13.800 --> 00:40:15.559
to find those programs to try to hone in and

849
00:40:15.599 --> 00:40:18.280
partner with, you know, kind of on a bigger scale.

850
00:40:18.000 --> 00:40:18.639
Long term.

851
00:40:18.920 --> 00:40:20.760
I want to read the mission for people, and I

852
00:40:20.760 --> 00:40:23.000
want you to comment on any aspect of this. You

853
00:40:23.079 --> 00:40:26.519
want to vision put good young people into the world,

854
00:40:26.599 --> 00:40:29.760
just like Jackson, and that's a hashtag just like Jackson.

855
00:40:30.239 --> 00:40:34.360
Mission to encourage moral character and positive growth in kind

856
00:40:34.440 --> 00:40:37.880
young people. How we'll do this by providing financial support

857
00:40:37.920 --> 00:40:41.599
to programs that encourage young people to become good humans

858
00:40:41.599 --> 00:40:46.639
through character and growth, encouraging self awareness, good citizenship, self management,

859
00:40:46.679 --> 00:40:51.239
resilience and perseverance, community creating community and making a positive

860
00:40:51.280 --> 00:40:55.719
contribution to society by promoting kindness and inclusion, fitness and wellness,

861
00:40:55.719 --> 00:40:58.880
and embracing a lifelong commitment to health and living our

862
00:40:58.920 --> 00:40:59.559
best lives.

863
00:41:00.719 --> 00:41:01.079
Yeah.

864
00:41:01.119 --> 00:41:04.960
So, sadly, sometimes you have to have something tragic happen

865
00:41:05.119 --> 00:41:07.679
to learn something, and so in this case, you know,

866
00:41:07.880 --> 00:41:10.400
we didn't realize the impact Jackson was making on his

867
00:41:10.480 --> 00:41:13.840
community until he passed away, until he was killed, and

868
00:41:14.159 --> 00:41:16.840
just to have that community share with us all the

869
00:41:16.880 --> 00:41:22.199
positive impact that he made, it was overwhelming. And unfortunately

870
00:41:22.360 --> 00:41:25.880
we've had to find out that way. But so we're

871
00:41:25.920 --> 00:41:28.280
just trying to promote those same values, the kind of

872
00:41:28.280 --> 00:41:33.199
the same moral character. And those kids are our future, right,

873
00:41:33.280 --> 00:41:36.760
you know, they're they're the next generation of leaders and

874
00:41:36.800 --> 00:41:40.719
business people and just want them to have a great

875
00:41:40.800 --> 00:41:44.079
moral compass and fiber and and do some good things.

876
00:41:44.239 --> 00:41:46.960
So that's that's kind of really what that's all about.

877
00:41:47.599 --> 00:41:52.599
So cool. I'll email you after, but I'd like something

878
00:41:52.639 --> 00:41:54.880
I can send around in my contacts as well, you know,

879
00:41:54.920 --> 00:41:57.280
something about the golf tournament and what help people can

880
00:41:57.320 --> 00:41:59.559
help out and get involved in that and other just

881
00:41:59.599 --> 00:42:02.960
to fund in general. All right, So the website is

882
00:42:04.760 --> 00:42:08.199
Jackson well one of them he saw is Jackson Yell

883
00:42:08.239 --> 00:42:08.840
dot com.

884
00:42:09.079 --> 00:42:10.000
Yeah, that's the foundation.

885
00:42:10.199 --> 00:42:15.079
Yeah yeah, and that's y E l l E. Everybody.

886
00:42:15.199 --> 00:42:18.840
You can email Scott at Scott at Jackson Yell, Jackson

887
00:42:18.960 --> 00:42:23.719
y E L l E dot com, New England Salessolutions dot com.

888
00:42:23.760 --> 00:42:24.199
Is that right?

889
00:42:24.719 --> 00:42:27.039
Yeah? All one big word, Yeah, spell it all out.

890
00:42:27.079 --> 00:42:28.119
Two s's in there.

891
00:42:28.360 --> 00:42:32.159
Great and we just love that you took some time out.

892
00:42:32.239 --> 00:42:35.159
I thank you for being here again. I know I

893
00:42:35.199 --> 00:42:37.239
say this, but I know you are busy. You're doing

894
00:42:37.360 --> 00:42:40.719
multiple things on the go. So I appreciate you taking

895
00:42:40.760 --> 00:42:41.159
some time.

896
00:42:41.719 --> 00:42:44.239
No appreciate you having me letting us share the story

897
00:42:44.280 --> 00:42:46.440
Nolling Jackson that the work we're doing from a new

898
00:42:46.679 --> 00:42:49.599
sales solutions. And I'm a sales guy, so you know

899
00:42:49.679 --> 00:42:51.679
it's not hard to get me going talking about sales.

900
00:42:51.719 --> 00:42:55.079
Love. Same same, We'll learn out. We'll learn out later.

901
00:42:55.639 --> 00:42:58.000
And thanks everybody. Thank you again Scott for being here,

902
00:42:58.039 --> 00:43:00.800
Thank you all for listening and watching. This is a

903
00:43:00.840 --> 00:43:04.480
show about business and business challenges. This was a unique program,

904
00:43:04.800 --> 00:43:07.400
but there's still a business aspect to what Scott is doing.

905
00:43:07.800 --> 00:43:10.000
If you've got concerns about the growth of your company,

906
00:43:10.000 --> 00:43:12.719
feel free to reach out to me or Scott Facebook

907
00:43:12.840 --> 00:43:15.039
or LinkedIn. You can reach Scott in the contact you

908
00:43:15.079 --> 00:43:17.000
saw If you want to reach out to me. One

909
00:43:17.000 --> 00:43:20.039
of my email addresses is Kevin at Winning Business Radio

910
00:43:20.119 --> 00:43:22.920
dot com. Our company is Winning Incorporated. We're part of

911
00:43:22.960 --> 00:43:27.000
Sandler Training. We develop sales teams into high achievers and

912
00:43:27.079 --> 00:43:30.920
sales leaders into true coaches and mentors. By the way,

913
00:43:31.000 --> 00:43:33.480
there's a little bit of overlap between what Scott does

914
00:43:33.679 --> 00:43:36.000
and what I does. I do, I does, yeah, I

915
00:43:36.039 --> 00:43:40.920
can speak sorry mom. What I do very little overlap.

916
00:43:41.119 --> 00:43:44.360
I work with people more. He's really focused on kind

917
00:43:44.360 --> 00:43:46.239
of the nuts and bolts, the things that we don't do.

918
00:43:46.320 --> 00:43:48.760
So if we have a conversation and I can't help you,

919
00:43:48.880 --> 00:43:52.039
maybe Scott can thank you once again to producer and

920
00:43:52.119 --> 00:43:54.679
engineer one want to appreciate you. Thanks for another job

921
00:43:54.719 --> 00:43:57.119
well done. Be here to join us in two weeks.

922
00:43:57.159 --> 00:43:59.400
We'll be airing a previous episode on Labor Day, but

923
00:43:59.480 --> 00:44:02.039
on Monday, September ninth, my guess will be old friend

924
00:44:02.039 --> 00:44:06.559
Walker McKay, founder and principal of McKay Consulting Group, and Scott.

925
00:44:06.599 --> 00:44:08.559
You might get a kick out of this the NOBS

926
00:44:08.599 --> 00:44:13.000
Sales School and the NOBS Sales School Podcast. Until then,

927
00:44:13.000 --> 00:44:14.320
this is Kevin Hallenan.

928
00:44:15.760 --> 00:44:18.559
You've been listening to Winning Business Radio with your host,

929
00:44:18.679 --> 00:44:21.760
Kevin Helena. If you missed any part of this episode,

930
00:44:21.840 --> 00:44:26.000
The podcast is available on Talk for Podcasting and iHeartRadio.

931
00:44:26.480 --> 00:44:30.159
For more information and questions, go to Winning Business Radio

932
00:44:30.320 --> 00:44:33.320
dot com or check us out on social media. Tune

933
00:44:33.360 --> 00:44:35.440
in again next week and every Monday at four pm

934
00:44:35.440 --> 00:44:38.960
Eastern Time to listen live to Winning Business Radio on

935
00:44:39.239 --> 00:44:43.480
W four CY Radio W four cy dot com. Until then,

936
00:44:43.840 --> 00:44:47.480
Let's succeed where Others have failed and win in business

937
00:44:47.719 --> 00:44:51.559
with Kevin Helenan and winning business radio