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Professional Development

The Unsold Mindset: Turning Your Authentic Qualities into Your Greatest Strengths

AMA Baltimore
March 15, 2024 |
4 minute read

What if you never tapped into your greatest asset?

Seems counterintuitive, but we are guilty of it all the time. The work comes in, changing processes, new technologies, and suddenly we forego our strengths and get caught up in the minutiae. 

This was the purpose that united Colin Coggins and Garrett Brown to write The Unsold Mindset and create a brand that is committed to helping people adopt a new mindset for professional growth and lead with authenticity. As marketing professionals, we are constantly adapting and embracing transformational shifts in the industry brought on by rapid technological changes. It is evolving our job descriptions and skills requirements for a modern workforce and it can be overwhelming. At our recent AMA in the PM event, Colin and Garrett provided us the skills and confidence we need to present our best selves by embracing our authentic qualities. 

At the start of their careers, Colin and Garrett were both in places where they professionally performed only as expected of them and as they were “supposed” to. This left them wanting more out of life and out of their careers, but not knowing exactly how to attain that. It was not until they met each other at Bitium, a software startup company that Google acquired, as fellow salesmen that they realized there was a true incongruence with the public perception of what “sales” is. Both men understood deeply that they were not utilizing their greatest strengths – namely, showing up as authentically as possible – and saw this struggle with their coworkers, in their pitch meetings, and everywhere else in and out of the office. 

An incredible shift happened when they started to look at their sales and themselves as people, rather than transactions. They released expectations they had placed on themselves, as well as the expectations of their work, and struck gold. Colin says it best: “When I showed up as someone they didn’t want me to be, that’s when I broke the sales record.”

 

This newfound perspective ultimately led to The Unsold Mindset

To truly develop this new mentality (and eventual The Wall Street Journal best seller), Colin and Garrett sat down with many professionals who simply thought differently. They looked and found opportunities where no one else had even thought of. They showed up authentically. They were vulnerable. The two of them found the answer they had been looking for all along – the greatest strength a person can have is themselves. 

As professors, authors, investors, and, above all, humans, Colin and Garrett help professionals everywhere answer one big question – how can you get someone to see the good in you and believe in you? 

The answer starts with yourself. It is important to ask these questions: 
  • What good do you see in yourself? 
  • Where are you performing only as expected? Where can you give yourself the freedom to be vulnerable and not do what you are “supposed” to do? 
  • In what ways are you showing up perfectly, and in what ways can you simply show up as yourself? 

If we do not believe the good in ourselves first, we cannot help others see those qualities. However, it also goes the other way – how can you see the good in someone if you do not believe it is already there? This is where Colin and Garrett developed the “Love 3 x 3” rule. It goes like this – before you meet with someone, spend three minutes finding three things that you could love about this person. Do you have shared hobbies? Did you attend the same school or study the same curriculum? Are you passionate about the same sports teams? When you look for the good and believe it is there, you will be able to show up in a much more authentic way, and people will not only see that, but they will be willing to show up in the same respect. 

In the short time that Colin and Garrett spent with our AMAzing community of marketing professionals, we all changed how we think about selling – but more importantly – how we think about ourselves. They truly inspired us to find the good and show up authentically, knowing that the best we have to offer is what is already inside each of us. 

AMA Baltimore is appreciative to Colin and Garrett for sharing their redefining wisdom and contagious energy, and many thanks to everyone who joined this event. We look forward to seeing your greatest strengths (you!) on full display! 

Be on the lookout for some exciting events coming up soon! You don’t want to miss out – you can find all of our upcoming events and details by visiting our Events page here.

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AMA Baltimore

The American Marketing Association Baltimore Chapter (AMA Baltimore) is Maryland’s leading provider of networking, educational programming, and resources for marketing professionals. AMA Baltimore provides extensive opportunities for marketers to expand their networks, grow professionally and learn about current industry trends.
The American Marketing Association Baltimore Chapter (AMA Baltimore) is Maryland’s leading provider of networking, educational programming, and resources for marketing professionals. AMA Baltimore provides extensive opportunities for marketers to expand their networks, grow professionally and learn about current industry trends.

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