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Paul grew up underprivileged and with a disabled mom. They lived on food stamps and struggled a lot. Paul says that he wasn’t the type of person you would think would grow into success, but that’s exactly what he did. Tune in to this episode to hear his story and advice on how he worked to become Employee of the Year at Integrated DNA Technologies (Iowa) and how he has now become the #1 sales rep at Formulatrix (Boston). There are a lot of nuggets of advice and suggestions in here. If you’re looking to work your way into biotech, then I’d suggest you start here.

*There was a small edit to the content denoting the cities and the different companies Paul has been successful at. Thank you, Paul, for catching that.*

Timestamped Show Notes (My Top 10 Favorite Sections Have ** Next to the Timestamps):

1. [ 00:30 ] Some things he is interested in.
2. [ 01:00 ] Where he is from and what his background is.
3. [ 01:30 ] The winding road he took to end up being the #1 salesperson at Formulatrix.
4. [ 05:00 ] **What biotech companies look like on the inside vs the perception on the outside.
5. [ 08:45 ] **How he progressed and the specific ways he pushed himself to learn more, so he could excel after he started.
6. [ 12:00 ] **How he was able to jump into Excel (pivot tables, basic functions, etc) Powerpoint, and JMP statistical software because he understood the math, which was something that he was uniquely positioned to do.
7. [ 13:40 ] He would grab manuals to teach himself.
8. [ 14:30 ] ** How he would retain the information and ensure it wouldn’t go in one ear and out the other.
9. [ 15:30 ] How this all worked to benefit him by being named Employee of the Year, and how he went from Craigslist to #1 sales person within 3 years.
10. [ 17:00 ] **Don’t be afraid to fail and a great quote on how masters fail a lot.
11. [ 18:00 ] **How success for Paul was not assured, and he wasn’t the type of guy you would think would end up being successful.
12. [ 20:00 ] What he went to college for and what he originally wanted to do with that degree.
13. [ 21:30 ] What he did after he graduated from college, and how hard work paid off in the right industry.
14. [ 23:00 ] When he joined IDT and where he started.
15. [ 26:40 ] **What did he do to get to sales rep #1 and the small steps he took to get there.
16. [ 28:45 ] **Book/Audiobook recommendations.
17. [ 30:30 ] **Suggestions he makes on the specific things you can do to improve yourself: time management, goal setting, and asking great questions.
18. [ 33:00 ] How he challenges and pushes himself.
19. [ 34:30 ] **How he would train someone to be great at sales, how to think about it as a transfer of emotion, how to set target goals, and how to tailor your message.
20. [ 38:45 ] **How he schedules, time manages, and focuses. Also, he finishes right on the minute that we had to talk, which demonstrates his abilities.

You can find Paul on Linkedin, where he is open to meeting new people. 

And remember to leave a quick review. 

I also experimented with a different intro. Let me know your thoughts.