There are moments in your career that remind you why you fell in love with sales in the first place. This past Tuesday at The University of Tampa Sykes College of Business - Southard Institute for Sales Excellence was one of those moments now as a coach. I had the privilege of working with MBA students on their first cold outreach project. Cold calling and emailing executive department heads across Tampa Bay to pitch a networking event. If you’ve been in sales for any amount of time, you remember that feeling early in your career: the weight in your chest before picking up the phone, the overthinking every word in an email, the fear of rejection sitting heavy on your shoulders. We didn’t just talk tactics. We unpacked it all….. the fears, the doubts, the worry about what prospects would think, the lack of confidence that creates that heightened anxiety every early-career salesperson knows too well. We worked through practical techniques to lower adrenaline and heart rate so they co...