Summary: In this episode, host Alex Smith interviews Dee Acosta, a senior director of sales and strategic growth at Modigie. He's been a #1 seller at his company numerous times and very active in sales communities. We discuss the concept of selling by being human and the importance of authenticity in sales. Dee shares examples of authentic people in his life and how their authenticity has contributed to their success. We also talk about the challenges of being authentic and the importance of trying to let out your authenticity even when you're not feeling really positive. We emphasize the need for thoughtful and personalized conversations, rather than generic small talk. Pre-research should focus on understanding the buyer's initiatives and leadership, rather than individual details. Human skills, such as radical candor and domain expertise, play a crucial role in sales success. Key Moments: 00:00 Introduction and Background 01:26 Dee's Sales Journey 04:14 - Authenticity in Sales, How to exhibit it. 06:12 - Examples of Authentic People 08:40 - Sharing Personal Experiences 09:08 - Challenges of Authenticity 12:27 - Being Authentic on LinkedIn 22:16 - Domain Expertise in Sales Connect with Dee LinkedIN Connect with Us! LinkedIN: Website: