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In our latest conversation, we had the pleasure of speaking with Karl Becker, a leadership expert and mentor who shared some incredible insights on personal growth, leadership, and the importance of curiosity - sales success is then a byproduct. What stood out most was Karl’s belief in the power of lifelong learning and his journey from self-mentorship to empowering others. His story is a testament to the resilience it takes to learn from life’s challenges and come out stronger.
Becoming Your Own Mentor
Karl shared that for much of his life, he had to be his own mentor, which is why he’s so passionate about mentoring others today. Growing up, he didn’t have a guide, but that lack drove him to become the mentor he wished he had. Learning he was dyslexic later in life added to his perspective, teaching him to embrace failure, learn from mistakes, and most importantly, pick himself back up.
One of the gems Karl shared was a piece of wisdom from his father: *“Be a lifelong learner.”* Whether you’re reading books, listening to podcasts, or picking up insights from unexpected conversations, Karl emphasized that constant learning is the key to growth. And we couldn’t agree more! In fact, Karl’s story about being in a peer group with sales leaders and discovering that finance professionals were the real decision-makers in his client meetings reminded us how much learning happens when you stay curious and open.
Always Be Curious (ABC)
That brings us to one of our favorite parts of the conversation: Karl’s focus on curiosity. There’s so much advice out there that tells us to “always be closing,” but what if we replaced that with “always be curious”? In leadership, staying open and curious not only allows you to adapt but also helps you understand the people you lead and the challenges they face. Karl gave a great example of how this mindset helped him align better with his clients, asking the right questions and realizing that the person pulling the purse strings was often the key decision-maker.
In leadership, curiosity allows you to step into a vulnerable yet courageous space—one where you’re always asking “What’s next?” This is something Adam Grant touches on in his book *Think Again*, which we also love. The ability to rethink and question what you think you know is what separates good leaders from great ones.
Letting Go: A Leadership and Life Lesson
As we wound down our conversation, we asked Karl what’s next in his world. His answer was both personal and professional, reflecting a beautiful parallel between his life and leadership journey. On the personal side, Karl is preparing to send his son off to college, a momentous milestone for any parent. He expressed how proud he is of his son’s readiness for this next step and, interestingly enough, how ready *he* feels to let his son go.
This theme of letting go carried into his professional life as well. Karl talked about how he’s evolved as a leader, moving from feeling like he had to solve every problem himself to empowering his team to co-create solutions. He now brings smart, talented people together and asks, “How can you help me solve this?” rather than feeling like he needs to have all the answers.
That shift, Karl explained, has brought better solutions, more stability, and a sense of shared ownership across his team. It’s the same lesson we often learn in leadership: the more you let go, the more you empower others to step up.
Iceberg Selling: Connecting Below the Surface
Karl also spoke about his book *Iceberg Selling*, which explores the idea that we are all icebergs—there’s so much more beneath the surface than what we see. Building a strong foundation in both sales and life, curiosity then helps you uncover the layers below, building deeper connections and stronger relationships. This is a principle that applies whether you’re talking to clients, colleagues, or even family members. The more you know about someone, the more you can connect and offer meaningful support.
Final Thoughts
At the end of the day, Karl Becker’s message is one of growth—both personal and professional. It’s about staying curious, empowering others, and being open to learning from every experience. Whether you’re letting your team or your children take their next steps, the power of letting go and staying curious opens doors you never expected.
We were so inspired by Karl’s insights and hope you are too. Stay curious, stay open, and keep learning—you never know what doors it might open for you.
Until next time,
Bruce & Gail
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With years working in sales at every level, we’ve put together a toolbox that we use to achieve the unique goals of each of our customers - focusing on up-leveling their sales teams and sales managers.
This toolbox includes the Revenue Equation Methodology, the three frameworks from Set Up To Win, the strategies, processes, and people-focused best practices in Sales & Marketing Alignment, and the solution selling construct in Iceberg Selling.
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ExperienceYes is not just in the business of learning and development – we're in the business of team transformation. Imagine a world where we don't just fix teams; we supercharge them.
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