In this short interview, Speaker A recounts a coaching story about a 5‑6 football team that upset Ohio State by embracing a "trust the process" mindset: giving 100% effort on every play, staying present, and not obsessing over the scoreboard. He explains how he has adopted this philosophy in his sales career, emphasizing control over one's actions and consistent effort. Speaker B praises the approach, references rigorous sales training at Xerox, and asks Speaker A for a concise explanation of the MEDIC sales framework, seeking to understand how it supports the same disciplined, process‑focused mindset.
Chapters
And he talked about, I saw at a very early age about his process. He, he said, look, I coached a team one year. It was 5 and 6, and we had to play the number one team in the country, Ohio State. And he said what he tried to take a different approach, because if he took the same approach, he said it would have been a loss. So his approach was he was going to put 100% effort in on every play. And if the play wasn't successful, They'd line up for the next play. They'd give 100% effort. And regardless of the outcome, right, he would give 100% effort for each play and not look at the scoreboard and focus on the present and each moment that they could control, right? Because they couldn't control the rest. And they actually upset and beat Ohio State in a very famous game. And that was the the start of follow the process with, with, it's very big in the US and, and trust in the process, right? He actually defined that. And he took that approach in his coaching career and was extremely successful. And I've tried to adopt that in my own career in sales and just focus on what I can control, which is not very much, but focus on what I can control. And each day, try and give 100% effort for what I can do. And then hopefully good things come as a result.
So what you're just saying is absolute gold, and I wish that this was mandatory for people, you know, getting into sales. I went— I got into sales through Xerox. You know, they ensured that, you know, before you set foot or talk to a customer, you were trained and you were retrained, and then you were coached again until everything was, uh, managed And measured. So, right, give, give me a quick rundown of Medic and how it has helped you, because for someone who doesn't know what Medic is.
