“Sales success isn’t about the perfect pitch. It’s about building trust that lasts.”
In this episode, Craig P. Anderson welcomes Mandy Minitello, sales coach and host of Chasing Impact, Not Sales, to explore what it takes to sell and lead in today’s world. Mandy shares how being “volun-told” into training others sparked a passion for teaching and coaching that shaped her career. Craig and Mandy unpack why the best leaders let others shine, how to reverse-engineer goals with the end in mind, and why confidence and mindset matter more than tactics. From AI’s growing role in sales to the importance of creating authentic relationships, Mandy reveals why impact, not transactions, drives sustainable success.
After You Listen:
Key Takeaways:
Things to listen for:
(00:00) Intro
(01:25) Craig and Mandy’s shared history
(02:15) Books that shaped Mandy’s leadership style
(03:29) Mandy’s leadership crush
(04:07) Defining leadership in ten words
(06:34) Being “volun-told” into leadership
(08:19) Lessons from early leadership
(11:08) Rethinking sales leadership today
(15:04) How AI is changing the sales process
(22:59) Key lessons from Mandy’s leadership journey
Episode Transcript
This has been generated by AI and optimized by a human.
[00:00:00] Craig P. Anderson: I sat on the edge of my bed at three 30 in the morning. I sat on the edge of my bed at three 30 in the morning just thinking, I don't think I can do this. Welcome to Executive Evolution. I have over 25 years of leadership experience in corporate America. I learned a lot of lessons the hard way, and I created this podcast so that you won't have to.
[00:00:24] Craig P. Anderson: When you're successful in some leadership roles, you find yourself being offered additional leadership roles. That's happened to me once or twice in my career, if not more than that, and. The hard part is where you were successful in your leadership role. May have been in the area of your core expertise, but suddenly you're thrust into a new leadership role, maybe over an area.
[00:00:45] Craig P. Anderson: You don't have expertise, and you're placed there because of your ability to lead, not your ability to know the product. And that can create a lot of challenges around imposter syndrome. And the two times that happened to me, one was over in it, department one was over. Managing third party servicers areas I knew nothing about.
[00:01:01] Craig P. Anderson: And both times I had that cold, three in the morning panic attack that I don't know that I can do this, but my leadership above me did have the confidence I could do it. And so much of leadership is believing that you yourself are capable of leading. So we're gonna talk about that in some other great themes in today's interview with Mandy Minitello.
[00:01:20] Craig P. Anderson: So let's jump right in and hear the story of her Executive Evolution. Mandy, welcome to the Executive Evolution Podcast.
[00:01:28] Mandy Minitello: Thank you so much for having me. I'm super excited to, to catch up and, and share.
[00:01:33] Craig P. Anderson: Yeah. For anyone who doesn't know and none of you would have reason to know, Mandy used to be a coach for me when I was first starting my business, and so we spent a good amount of time catching up over the last few years, or from the last few years before we jumped into recording today.
[00:01:47] Craig P. Anderson: And it was great.
[00:01:48] Mandy Minitello: Yeah, when we knew each other, way back when my little one was. In middle school and now we bond over her being a freshman gator at uf.
[00:01:57] Craig P. Anderson: That is so funny. Too funny. Well, very good. Well, I'm very excited to have you here. We're gonna go talk a lot about leadership, especially in the sales context, but we always like to start with the lightning round.
[00:02:08] Craig P. Anderson: So are you ready to go?
[00:02:10] Mandy Minitello: I am ready. You gave me how much to do and I'm ready.
[00:02:14] Craig P. Anderson: Here we go. Here we go. For question number one. Yes. What is the best leadership book you have ever read?
[00:02:20] Mandy Minitello: Okay, well I am an avid reader, so this was a tough one, but Be Your Future Self Now by Dr. Benjamin Hardy changed the way that I view my business and then I can't just pick one.
[00:02:33] Mandy Minitello: So Anointed for Business helps me to kind of find the merge between spirituality and leadership, so
[00:02:39] Craig P. Anderson: I love that one. Nice. What's your big takeaway from either book?
[00:02:44] Mandy Minitello: So be your future self now is like the best thing is. Everyone has this idea of what they wanna do in the future. Like, someday I'm gonna do this and someday, and basically the gist of the book is why wait?
[00:02:55] Mandy Minitello: Like just do it. What can you do today to make that person come to reality faster or to make that reality like today? You know? And it really, I was like, wow, because I am guilty of that. Wow.
[00:03:08] Craig P. Anderson: Yeah. It always seems like down the road, something great and then I'll never get there. And if you don't try. You'll never make the change
[00:03:15] Mandy Minitello: a million percent.
[00:03:16] Mandy Minitello: And he's the same guy who writes 10 x is better than one x or something like that. And that's like a super popular book that I haven't read, but it's kind of the same thing, like 10 x in your speed of whatever you're doing now.
[00:03:29] Craig P. Anderson: Yeah. Focus and go. All right. Question number two, who is your leadership crush?
[00:03:36] Mandy Minitello: Okay, this one, what came straight to mind is Ed Mellett. His voice. He just sounds like a dad. Like he could be my dad. He's not old enough to be my dad, but like, just why Sage? But since you said crush, since Matthew McConaughey has sort of thrown his hat in the ring in union, in leadership, I don't think there's.
[00:03:57] Mandy Minitello: A middle-aged woman on the planet that wouldn't say that he's sort of a crush, but not so much for leadership.
[00:04:03] Craig P. Anderson: Not so much for leadership, but yeah, we can do both. That's fair. All right. And the last one, in 10 words or less, how would you define leadership?
[00:04:12] Mandy Minitello: Okay. I had to write this one down and then count, so make sure I didn't go over 10 words.
[00:04:17] Mandy Minitello: Leadership is caring enough to help people maximize their God giving gifts.
[00:04:25] Craig P. Anderson: I love that. I love that it's such a good description because it's not so much about being in charge, it's about what you can get done through other people, and I think that's a hard shift that people make when they go into leadership.
[00:04:37] Craig P. Anderson: They think it's still all about them, and in fact, it's actually about everybody else at that point.
[00:04:42] Mandy Minitello: I think that the key to being a good leader is that caring about people, because if you've risen to leadership, you're good at. It, fill in whatever it is. Right. And you could do it better and faster. And we all know that.
[00:04:56] Mandy Minitello: And that the people who aren't so good leaders are the ones who just like, jump in, let me just do it. Yeah. And the people who are the best leaders are the ones that care enough about their team to let them shine, even if it takes a minute. Because yeah, they're not going to be able to harness their, the wholeness of their gifts.
[00:05:14] Mandy Minitello: And then the leader realizes like, I don't have to do it all. They're actually better than me at, so yeah, when you're not friendly. Yeah.
[00:05:21] Craig P. Anderson: I think it's like, you know, I'm a big fan of Donald Miller's StoryBrand, and one of the things he talks about like in sales when you're delivering things like or in marketing or for your business, is you're the guide, not the hero.
[00:05:31] Craig P. Anderson: And leadership is the same thing, right? You're not Luke Skywalker. Once you move into the leadership role, now you're obiwan, canobie. You know, hopefully like the you and McGregor, youthful, hot looking one. But you know, still, nevertheless, I don't wanna see myself as elegant. It's just yet at this life, although I may be older than him now, I don't know.
[00:05:48] Craig P. Anderson: At any rate, you, it's like that's your job. Your job is to get things done through other people, to be the guide, to show them what they're doing. Not to be the one running around on the stage being, look at me, look at me. I'm the greatest thing. And you all are just like doing my will. That's not leadership.
[00:06:02] Craig P. Anderson: That's something stupid. I don't know what that
[00:06:04] Mandy Minitello: is. And so many people have it wrong, but you've got it exactly right. Like when you realize you don't have something to prove anymore. When you're in that leadership rule, if you ever did, you know you don't have something to prove. Now you can let other people shine and let Wow, let them outdo you.
[00:06:21] Mandy Minitello: Yeah. And that's actually what your job is. You know?
[00:06:24] Craig P. Anderson: Yeah. I mean, if you wanna be the hero, Steve, keep being an individual contributor. Just keep doing it. Right? Yeah. The world needs great individual contributors. They tend to be sucky bosses, so,
[00:06:33] Mandy Minitello: exactly.
[00:06:34] Craig P. Anderson: All right, well, so take us back, Mandy, not that far back, but take us back.
[00:06:38] Craig P. Anderson: Yeah. To your first leadership role that you can remember having. First time you were in charge.
[00:06:43] Mandy Minitello: So I was in education. I was at a professional development training kind of thing. And it was a book company, a textbook company was putting on this training and they were apparently, well, they were teaching us how to use the, how to use the textbook properly and all this stuff.
[00:07:02] Mandy Minitello: But apparently they were also looking for they people to be trainers of, of trainers to be trained by the State Department textbook company to then go out and wear. Yeah, and I wasn't listening. I was talking to my friend next to me because we were bored out of our minds and so we were just chatting and we weren't being rude, but we were just chatting and they were like, well, I guess you are volunteering.
[00:07:30] Mandy Minitello: And we're like, excuse me. What? And so long story short, my friend Kate and I ended up being voluntold that we were going to be trainers of trainers for the state of California for this. Company and we were trained and, and sent out to then travel to different districts and and teach them. Yeah. And it's so funny because I look back now and I wouldn't have volunteered for that.
[00:07:58] Mandy Minitello: Yeah. But apparently I was really good at it. And if I fast forward through life, like training has been like the soul of what I love doing. Yeah. And so it's, it's really funny that it started. Because I was the kid in elementary school that got the tops too much on the report card. Yeah. And it worked out for me.
[00:08:19] Craig P. Anderson: And when you're kind of imparting all that, like what, what were some of the big takeaways you learned? 'cause now suddenly you're up in front of the room, you know, you were in front of little kids or teenage kids or whatever, and now suddenly you're in front of adults and stuff. What helped you kind of get your arms wrapped around that?
[00:08:34] Mandy Minitello: That they're all the same. Um, like whether you're in front of adults or kids, it's really about. I mean training, whether you're in, in business or education or you know, whoever, whatever it is that you're imparting, it's always about reverse engineering. Like what's the goal at the end of the hour, the day, the quarter, the year, the class, whatever it is, like, and starting from there and reverse engineering it back to, what do I need to do in this first five minutes to make sure you get there and then impart like along the way.
[00:09:08] Mandy Minitello: Having engagement and interaction and the things that make people actually absorb whatever it is that you're, that you're putting out there. And I realized like. In this particular story, the, the person who was training us was so not engaging that I wasn't even paying attention. I'm talking to Kate, that's what I didn't wanna be, and they're the ones hiring me, right?
[00:09:29] Mandy Minitello: So I was like, let me show you how it's done. And I think a lot of people get into business that way because they're like, they have experience that they're like, well, they really aren't good at this. I could do better than that. Yeah. Let me show you how it's done.
[00:09:43] Craig P. Anderson: And it's so interesting you say that because of how you kind of tee that all up and we're gonna do some time traveling later, but that's something that when I work with business owners, thinking about their business, right?
[00:09:52] Craig P. Anderson: It's like, figure out where you wanna be. It kind of talks about the book you recommended, right? Yeah. Go out into the future of what you wanna be when you're successful, you know, in three years, and then travel back in time and say, what will I have done by when? That will get me there. So now I can come back and come back, like you said, all right, in the first five minutes it's gonna be this in the first week.
[00:10:09] Craig P. Anderson: In the first day. Once you kind of know where you want to go and you can build backwards to it, now you start seeing a path forward that maybe you wouldn't see if you're just sitting down with a blank sheet saying, well, what do I want to do?
[00:10:19] Mandy Minitello: A million percent? And I, I saw that you had an email I think came out yesterday about like your 90 day ramp and all of that.
[00:10:25] Mandy Minitello: Yeah. And it's so important because sometimes people, I mean, in sales, I spend a lot of time when talking about sales. And people's whole pipeline is like, let me just respond to the people in my inbox. You're not gonna get far because you're not seeing anything beyond that. It's like you have to start from the end in mind.
[00:10:43] Mandy Minitello: I wanna have this many clients, so therefore I need to like reverse engineer. And how many people am I reaching out to today? As opposed to, I've got three people I need to respond to in my inbox, and then I'm gonna go, you know, sail the riviera and think that I'm gonna be a millionaire. Doesn't work out.
[00:10:58] Craig P. Anderson: Shockingly. It doesn't work like that unless you hit Powerball.
[00:11:01] Mandy Minitello: Yeah.
[00:11:01] Craig P. Anderson: One way in there. You bought a Powerball.
[00:11:03] Mandy Minitello: I need to buy a ticket. Yes.
[00:11:05] Craig P. Anderson: Oh, there you go. I know. All right, well cool. So now let's go forward, 'cause you're doing a lot of different things now with sales coaching, sales leadership, and I would love to talk about, you know, as you look out there today, you know, one of the.
[00:11:20] Craig P. Anderson: Jokes or whatever about salespeople. There's a lot of good salespeople jokes, but one of the ones is always like, you know, you always promote the best salesperson to be in charge of sales because obviously they'll then be a great sales sales leader. And like that doesn't usually work out as well because they think they can just teach everybody.
[00:11:39] Craig P. Anderson: So when you think about what makes a great sales leader successful in today's environment, like what are the things that they need to be working on?
[00:11:49] Mandy Minitello: Yeah, so sales, what I think people need to realize is the part of sales that people don't like. The part of sales that makes people feel kind of like is that ego.
[00:12:00] Mandy Minitello: And I kick that down pretty quickly in people when I, like in today's world with Google Chat, GPT, ai, all the things we're not in the days where the salesperson. Matters. Because anything that you wanna buy, whether it's a program, a service, a product, or whatever, you're gonna go do your research, you're gonna Google it, you're gonna ask your friends about it, you're gonna find someone you know, read all the star ratings, like whatever you already kind of know if you want that thing or.
[00:12:36] Craig P. Anderson: Right.
[00:12:36] Mandy Minitello: The salesperson is not like back in the day when you knocked on the door and the person literally had no way of knowing about that vacuum, right? Until the salesperson told them about it. Like they've already done all the research. So being a good salesperson is not about having an amazing slide deck and like sharing all the information about the product.
[00:12:56] Mandy Minitello: It's about creating the relationship. With the buyer so that they trust you so that they feel like you're, they're gonna be well taken care of. So they feel like you are a person of integrity and you wouldn't be selling them something that won't benefit them, won't solve their problem, won't help them to get from X to Y faster, right?
[00:13:18] Mandy Minitello: Like whatever. So it's not about the value of the product as much as it's about the value of the relationship, and that's what makes. A good sales person is realizing they've gotta build that relationship while elevating the value of the product, service, whatever it is, and it's not transactional. I'm not gonna meet you today, sell you this thing and never see you again.
[00:13:46] Mandy Minitello: If I'm a good salesperson, I'm gonna meet you. Create that relationship that no like and trust factor, people call it right. That may take five minutes, but it may take five years depending on, you know, what it is you're selling and the person that you're selling it to, whatever. But you're going to stick it around to maintain that following up and all of that.
[00:14:05] Mandy Minitello: And then the transaction happens, and then you're gonna stay in contact with them because there will be, at the very least, referrals to be made. And at the very most, there's like upsell opportunities or other opportunities to continue to work together. So it's not like a transaction, like, I'm really good at selling you.
[00:14:22] Mandy Minitello: This whistle and never seeing you again. Not in our world. And not in the world of, of, you know, Google and, and ai. And,
[00:14:31] Craig P. Anderson: and it's so interesting because not great sales leaders, but a lot of sales leaders, right? They'll look and say, well, I'm counting coup, right? How many of this did you do? How many calls did you make?
[00:14:40] Craig P. Anderson: How much is this? Where are you at in your front? And I get that's how we manage salespeople. But in a world like that, or a world that we're entering into where it's really about. God, I bought a car and there was some sales guy at the end of the process. I don't know why he got a commission. 'cause I mean, I did all the heavy lifting.
[00:14:54] Craig P. Anderson: He just made me sign papers. Right. And but how do you start looking at that from a leadership perspective to measure a successful salesperson, man?
[00:15:04] Mandy Minitello: Yeah. Well it's funny because the very most cutting edge programs now, like businesses, industries, and things are utilizing ai. I mean, you're, you're not gonna not, right?
[00:15:15] Mandy Minitello: So if you take everything in the sales process. And, um, and notice, I call it a process and not just like in the sale, like, but in the process. And I take everything that AI can do, more phone calls in an hour than any human being could. They can send more emails than any human being could, they can follow up process, take notes, all the things better and more efficiently.
[00:15:40] Mandy Minitello: I won't say better, more efficiently than any human being could. What they can't do. Is create trust and relationship, right? And so if you were on my team, I was like, Craig, how many calls did you, how many cold calls did you make today? A really good human being might make, I don't know, 50 calls a day, right?
[00:16:02] Mandy Minitello: AI can make 50 calls in. 10 minutes, if not more than that because the number of people are actually answering, the phone is minuscule. And then you leave voicemail and you know, whatever. And the voicemail can sound like a human being. It can sound like you, whatever. And then when they call back, they're gonna get Craig.
[00:16:18] Mandy Minitello: Now Craig's calls actually matter. So it like those same KPIs, so same data points that people used to have. How many cold calls did you make? How many emails did you send out? Like no one gives a rip now. The best companies aren't happy human beings do that. Yeah. We're gonna save your zone of genius and your expertise for the warmer leads that call back.
[00:16:40] Mandy Minitello: So let AI call five zillion people this week and you may have 500 polls on your calendar, or you know they're sending out a hundred and you're actually talking to 10 people who are going to buy. You're gonna be much more successful. Yeah, than a really proficient person who's just smile and dial, smile and dial.
[00:16:58] Mandy Minitello: It's just you. But that's where like sales leaders, like that's what makes, and I am not tooting my own horn, but like somebody like me who stays on the cutting edge of this and says, why aren't you using ai? When I come in and consult with a company and they're like, oh, here's our best sales leader. And I talked to them and I'm like, why aren't you using ai?
[00:17:17] Mandy Minitello: Why aren't you using utilize, utilize, these resources are not going away.
[00:17:22] Craig P. Anderson: And when you think about it, it's like, how do you find great salespeople in that environment? Then what are you looking for in a salesperson today that maybe you weren't 10 years ago?
[00:17:32] Mandy Minitello: It's, it's completely, this blows people's minds too.
[00:17:35] Mandy Minitello: I don't give a crap about your education or your resume. Like I really don't. And so when people are hiring or I'm helping people to hire, like I tell them, I want a video, I want a one to three minute video. And you can ask them a pertinent question that has to do with your business, but like have them respond on video.
[00:17:57] Mandy Minitello: On video, you find out the heart of a person. You find out if their comfort level, you find out what it's gonna be like for them to be on a call with somebody. You learn much more about someone and whether or not they're gonna be able to build a relationship in a two minute video where they're just answering like.
[00:18:15] Mandy Minitello: Whatever it could be. Why are you great for this role? Or what, what intrigues you about this role? Or like, you asked me what's the, what's your biggest takeaway about the book that you, that you read on leadership? You're gonna learn more about me in two minutes of me answering that question. You get to know someone and it's, that's what it's about in today's industry is are these people able to create no life and trust?
[00:18:38] Mandy Minitello: Not can they disseminate the data points on this transmission? What? Yeah. You know, because that you do the research for
[00:18:48] Craig P. Anderson: that is so cool. Yeah, it's, I was talking to somebody, they had an interview process and they said they were interviewing the person and the person was like looking over like this the whole time.
[00:18:55] Craig P. Anderson: And they were literally typing the questions into AI and getting the right, getting answers back. And they were like doing, and it's like, okay, I'm not hiring you. No, you
[00:19:03] Mandy Minitello: can't use in an interview. So I rewind to all the things I said about ai. Not in an interview.
[00:19:08] Craig P. Anderson: Not in an interview. Not
[00:19:09] Mandy Minitello: use them in an interview.
[00:19:11] Mandy Minitello: 'cause come on. That's so
[00:19:12] Craig P. Anderson: funny.
[00:19:12] Mandy Minitello: But I've also had people, um, you know, I've been helping with interviews. And I'm watching the videos that I've asked them, and they've got their cameras up to here or Right. They're not dressed appropriately for an interview. There's so much that like you can tell beyond the words.
[00:19:30] Craig P. Anderson: Yeah. You know? Yeah, yeah, yeah. Cool. Well, all right. I promised you I was gonna make you time travel. So we're gonna time travel. You can go in a DeLorean, you can go in a HG Wells time, however you like to travel through time. Mandy, you can.
[00:19:44] Mandy Minitello: 67 Camaro. Let's go.
[00:19:46] Craig P. Anderson: Perfect. A really good one. All right. Go back in time to that younger version of you.
[00:19:50] Craig P. Anderson: In that early leadership role, what's the one piece of advice you would give yourself that would make the job easier, make you better, make you more comfortable with the role? What's your one piece of advice to young Mandy?
[00:20:02] Mandy Minitello: I would tell her. That she deserved to be there. Yeah. It wasn't an accident that she was called out.
[00:20:11] Mandy Minitello: It was divine, like an divine appointment, if you will. You know that she was there because the imposter syndrome of like, I'm not actually supposed to be doing this. I'm not actually supposed to be here. Took, and it's still, I mean it's still a battle everybody has, I think every day, but like. If I would've embraced that, I would've time traveled to a future much faster than, you know.
[00:20:41] Mandy Minitello: Yeah. It took me,
[00:20:42] Craig P. Anderson: I love that. Yeah. There's a, 'cause everything is, comes back to some nerd thing for me. But there was like Star, and there's a Star Trek quote, terrible Star Trek discovery. But anyway, the guy said, he's telling somebody about being a leader, said the first step in being a leader is believing that you can be one.
[00:20:58] Craig P. Anderson: Right. And you know, when people, so often I see people, companies do a terrible job of this. They throw, you know, people into leadership roles at an early stage in their career 'cause they were great, independent contributor or whatever, and they throw 'em into that role. And then they don't train them, they don't coach them, they don't mentor them, they just say, figure it out.
[00:21:14] Craig P. Anderson: And of course this person's always been successful, so they're like, well, I gotta figure it out. But they have no good role models. They have no good information, and then they end up costing you money because their leadership style. Is actually chasing people away. And so we really have to mentor and develop people, but also tell people, I believe in you.
[00:21:32] Craig P. Anderson: I believe you can do this, and this is why. So you can start to see it in yourself. So, awesome.
[00:21:36] Mandy Minitello: Absolutely. And it's like you're not there by accident, like you're meant to be there. So rock and, and and, and it's funny because I am a sales coach, right? By by trade, right? Yeah. But really it's mindset. More than anything, but people don't feel like they need mindset, so they don't seek out mindset coaching.
[00:21:59] Mandy Minitello: They're seeking out sales coaching. But what it is, is like have confidence and in sales more than anything else, you've gotta have swag or no one takes you seriously.
[00:22:10] Craig P. Anderson: Love it. Well, Mandy, if people wanna find you, learn more about you, connect with you, what are the best ways for them to do that?
[00:22:16] Mandy Minitello: Well, I have a website, mandyminitello.com.
[00:22:19] Mandy Minitello: I have a podcast that is relatively new, but it's Chasing Impact, Not Sales. And, and that's the core of really everything is to, if you go for the impact and not just the transaction, everything else follows. And so I like to share motivation, mindset, have guests on that are killing it and all that. So.
[00:22:41] Mandy Minitello: Either of those. And then of course, show notes from that will take you anywhere you wanna go down that rabbit hole.
[00:22:45] Craig P. Anderson: Yep. And we will drop you into all the, all the links with this episode. So Mandy, thanks so much. It was great to reconnect with you. It was great to hear the story of your Executive Evolution, and thanks so much for being here.
[00:22:55] Mandy Minitello: So fun. Thank you, Craig.
[00:22:59] Craig P. Anderson: I really enjoyed both catching up with Mandy and having the opportunity to hear her leadership journey and how her leadership coaching can impact and benefit sales organizations. As always, I like to take away three key areas, three key learnings from this episode, and I always break them down into the areas of confidence, competence, and calm in the area of confidence.
[00:23:19] Craig P. Anderson: I mentioned this in the intro too. Leadership is something that you have to believe you're capable of in yourself. If we don't believe we can lead, guess what? We're not going to be able to lead. Someone else can see that in us, put us in that leadership role, but if we ourselves don't believe we're capable of it.
[00:23:33] Craig P. Anderson: We're gonna really struggle to execute. So you have to have the confidence that you are capable of doing that leadership role. And in the area of competence, it's about sometimes going with the flow, believing that you know what we do has value, even though some things are going to change around it. We find the way through so that we can continue to bring value for ourselves and for our team.
[00:23:54] Craig P. Anderson: And then finally in the area of calm, Mandy talked about imposter syndrome, and that is something, you know, it's insidious in the way that maybe you deal with it in situation A, but then it comes back around in situation B, C, and D, and you have to deal with it again. Imposter syndrome really never goes away.
[00:24:12] Craig P. Anderson: It just manifests in different ways. But recognizing that, realizing when it's coming upon you, that's what allows you to calmly work your way through it and start realizing that. There's very little external evidence of the story you're telling yourself, and that helps you generate the calm that allows you to move forward.
[00:24:28] Craig P. Anderson: Mandy, thanks for sharing the story of your Executive Evolution. Remember, you can go from being an accidental leader to the greatest leader of all time. All it takes is developing your confidence, confidence and calm. See you next time, and Executive Evolution.