The Visibility Room™: On-Air (and Off Script)
The Visibility Room™: On Air & Off Script is a candid, leadership-forward podcast recorded inside Detroit’s premier visibility studio. Each episode features conversations with the leaders, deal makers, advisors, and builders you want to know; people who live here, work here, or fly in just to be in the room.
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The Visibility Room™: On-Air (and Off Script)
It’s All Your Fault with Tati Botta
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In this episode of On Air & Off Script, host Karyl Morris sits down with TEDx speaker and sales leader,Tati Botta, to discuss accountability, leadership, and growth.
An immigrant and accomplished sales professional, Tati shares insights from her recent TEDx talk on taking ownership of your sales decisions and why personal accountability is essential for success. Drawing from more than 20 years in sales and a decade in learning, development, and HR, she explains how organizations can elevate sales from a transactional role to a strategic driver of growth.
Who’s Tati Botta?
Tati Botta believes sales teams are the engine of profitability—but too often, they don’t get the support or coaching they need to really shine. Through Sandler, she partners with organizations ready to elevate sales from a transactional role to a strategic driver of growth. With over 20 years in sales and 10 years in learning, development, and HR, she brings a human approach powered by neuroscience, behavior change, and data-driven systems that actually move the needle. This isn’t quick-fix training—it’s transformation. Through Sandler’s 50+ years of proven methodology, she builds programs that create measurable, sustainable change—turning potential into performance and salespeople into confident, trusted advisors.
Keep Up With Tati Botta:
- Instagram: https://www.instagram.com/tati.botta/
- Website: go.sandler.com/tatibotta
- LinkedIn: https://www.linkedin.com/in/tatibotta/
Who’s The Host?
Karyl Morris is the founder of The Image Impact Group and host of The Visibility Room™: On Air & Off Script, filmed exclusively in Detroit’s ONLY visibility creative studio for high-impact leaders. With every hand-selected guest, she explores the real stories behind leadership, visibility, and influence. Through candid conversations, Karyl helps listeners understand how people build credibility, navigate change, and show up with confidence — on camera and beyond.
Keep Up With Karyl Morris:
- Website: https://www.theimageimpactgroup.com/
- Instagram: https://www.instagram.com/thevisibilityroom/
- LinkedIn: https://www.linkedin.com/in/karylmorris
- YouTube: https://www.youtube.com/@KarylKMorris
You've gone from an immigrant, a corporate leader, and to an now an entrepreneur, and now you're stepping onto this TEDx stage. What do you think and why do you think the message has resonated so much with your audience?
SPEAKER_02Well, when I say that I'm an immigrant, I would never say this from a victim perspective. Like I had to uh break through and uh learn in a new in a new environment.
SPEAKER_00Because welcome to the visibility room on air and off script. Hey everybody, it's Carol Morris from the Image Impact Group and the Visibility Room on Air and Off Script. And yes, drum roll, please. I am here with the one and only TEDx speaker, Tachi Boda.
SPEAKER_02Hey Carol, thank you for having me.
SPEAKER_00Yes, I am so excited for you and all the things that you have done. Before we get started, I just want you to give everybody just a quick intro to who you are and what you do and who you serve.
SPEAKER_02Oh, absolutely. Well, um, as you said, I am Tachi Botta. Tachi comes from Tachyana, and I'm the owner of Sandler by Tachi Botta. We are a boutique sales training. So usually the clients that work with me, they are looking to really improve their results.
SPEAKER_00Yes, yes. And we are going to dig into the keynote speaking portion of your business and the TEDx experience. But first, a couple of rapid fire questions. Are you ready? Oh my goodness. Yes, you are ready. What's the first impression you want people to have of you?
SPEAKER_02Oh that I can bring results.
SPEAKER_00Oh, all right. Can I tell everybody our our conversation that we just had about when you walked in originally when I met you? Yes. Yes. I think so. So originally when I met you, and I asked, How did you want to be perceived? Because we've worked together and you said I want people to think that I am approachable and welcoming. And I said, Is that really what you want?
SPEAKER_02And then I told you, no, I want people to know that I am a powerhouse. Exactly.
SPEAKER_00Exactly. And um, that was such a cool moment for me because you are such a powerhouse. And I'm so, like I said, I'm just so proud of everything that you've done. And um, the more people that understand you and what you bring to the table, the better. Before we go on, real quick, what builds credibility faster? Expertise, presence, or consistency? Consistency. Okay, and why do you say that?
SPEAKER_02Because uh, you may be an expert in what you do, but maybe you are not there all the time. Sometimes you deliver, sometimes you don't. So, expertise, of course, it's a layer of it. Yes, and but consistency, I would say that uh people can trust, they can rely on, and you can find more expertise uh through life, right? But consistency is something that is there all the time.
SPEAKER_00And how do you think presence fits into that?
SPEAKER_02Well, depending on what we are thinking about, presence, right? So presence to be present.
SPEAKER_00Presence, how you walk into a room, how you conduct yourself.
SPEAKER_02Well, this is real. This is real because uh for me it relates to consistency directly. Yeah, because you don't want to be seen as somebody um through social media or in one engagement, and next next thing you know, you are talking to a completely different person. Yes, yeah, it kills the completely the the trust.
SPEAKER_00Yeah, and it all comes down to how you uh present yourself and how often you present yourself and how you uh allow the visibility to take hold, which brings us to your TEDx conversation. So your converse the the TEDx talk is called Why Your Breakthrough Lives in Somebody Else's Room. And I think that is a mic drop of a title. What does that really mean? And why do so many talented people just stay invisible? What what do you think is going on there?
SPEAKER_02First of all, I would even piggyback to what you were saying before. It's the it's the urgency of looking like somebody else, right? So the more we see on social, the more we see people that we we even admire, yeah. We want to look like them and we don't respect who we are as a person, right? Yeah, and I'm not trying to be cheesy here. I'm really saying that we have particularities that are not the same for everybody else. Yeah. So if you are really um willing to dig into who you are, um, you can show yourself in a room that way. So the reason why I decided to talk about this is because throughout my career, I've seen so many, many talented people that were afraid to be who they are and try to copy, and then they will be like so uh diminished and little in a room. Um, whereas if they respect who they are and they show up and they are willing to take the risk, it's when people really see uh the talent because it's not in a resume that you are going to show how amazing you are.
SPEAKER_00Yeah, absolutely. And you know, if you don't take the chance to show up in the in the way that you are, you're actually being hurtful, possibly, to those that really need you and then are looking for somebody that brings exactly that to the table. What um I I know you also speak about radical accountability and in your cone in your keynote, it's all your fault. That title, again, it's mic drop. And how does that how is that tracking with people? What does that mean to you and what does that mean to your audience?
SPEAKER_02Well, this this uh concept, I would say, uh, started from my early ages, like since my childhood and all the things that I uh endured. Um, the reason why I got into the work workforce so early in my career, and all the time when I was growing up, I didn't know that I should stop like blaming other people. It will be the only way that I could be free. Okay. And this uh transpired to my career all the time. So you know, people that sometimes uh not because they are bad people, but they blame blame the bosses because they are not promoted, they they blame the market because they are not achieving what they need. I work with salespeople, they blame uh the goal that is too high, so they are not achieving quota. How this really uh helps us, it does not help at all. So when you are radical, accountable, you are free. You understand that you can make your own decisions. This is why I take this uh keynote um on the road, because I want people to really take ownership of their destiny by just saying, wait a minute, you did this to me, but actually I can do something with what I got from this experience. I don't give this to you to make the decision for myself. Yeah. It's quite freeing, isn't it?
SPEAKER_00Yeah, because you when you take ownership of whatever is expected of you and uh whatever you bring to the table, uh you can make those decisions and you can make decisions to either have the mindset to go forward and conquer it, or you have can make the decision to just say, Well, that's just too much. I don't get it, I'm not doing it. It's too much to ask for me. So when you are taking either one of these keynotes on the road, what are some of the what is some of the feedback that you're getting from your audience after they've heard you? Because I've heard you speak and you are dynamic. You really have a way of bringing people in. I would love to know what are some of the coolest things that have happened afterwards.
SPEAKER_02One thing that uh people usually tell me is that I bring some uh tactical aspects to the speech, right? Because of course, doing a motivational keynote is amazing. People get all pumped up, but I always add a layer of actual what can you do after this? And this is usually the feedback that I receive. Yeah. So when I did uh the recent TEDx, uh the why your breakthrough lives in someone else's room, people could leave the room knowing that they could do something with what they learned, what they listen to it. And the feedback is like I could see myself in the story that you told me because it's really relatable. Like how many people get into a room knowing that they are super special, but for some reason they are not seen. Yeah. The same thing with it, it's all your fault. Uh it's it's like it's it's that real. Like I can even make the decision not making a decision because when you are aware, it's it's really something that you can do something about it or not do anything. Yeah, yeah, but it's it's um it's just I don't know. I I keep saying it's freeing it because it frees us.
SPEAKER_00Yeah, when you when you accept the expectations, you determine what your own part is in the expectations, then it's up to you. It's up to you. It's up to you, and you don't have to worry about somebody else. You take charge. Exactly. Love, love, love. So personally, you've gone from an immigrant, a corporate leader, and to an now an entrepreneur, and now you're stepping onto this TEDx stage. What do you think and why do you think the message has resonated so much with your audience?
SPEAKER_02Well, when I say that I'm an immigrant, I will never say this from a victim perspective. Like I had to uh break through and uh learn in a new uh in a new environment because this will be quite contrary to what I say in it's all your fault, right? But uh there's a there's a big portion of resilience there that people have, even not being being an immigrant. So this is what I want them to take from it, yeah. And um just moving to a new country and having to find your your ways here resonates with with people because of it. Yes, like you see yourself from being blindsided, what's coming through, and it can be like a new country, new company, uh new relationship, and then finding yourself to have to to to discover new things there. So this is why it resonates with people, if that makes sense.
SPEAKER_00Yeah, absolutely. And you know, I of course watched the TEDx multiple times, and you are dead on because your story, you start with the story of being an immigrant and coming to the United States and and what you had and what you didn't have and what you had to do, and how you had to completely just say, Well, I'm just gonna go for it. It doesn't matter if I don't have all the boxes checked, I am going to make this step. And it is a story of resilience, it's a story of power, is a story of confidence, it's a story of building confidence. And it is 15 minutes that is well worth the watch. So I'm gonna turn and talk to y'all out here in the audience world. Make sure that you watch this video because honestly, you will you will feel the power and you'll feel the presence in that. And then to sit here today doing what you've done is I mean, I did you did that person that came to the United States think that you would be sitting here now with all the layers of no awards and yeah, there's one thing that is hope, right?
SPEAKER_02But the other thing is like the realization that this took like so it was quick. Yeah. If you look back 10 years, look like a lifetime. Yeah, but if you think about a kid 10 years old, yeah, this is what I am in the United States. Yes. So it went super fast. And this is one person that I talk about uh in my uh my TEDx. It's really about getting into rooms and putting our face out there and out there and taking the risk. Yeah, but it's mostly about building trust along the way.
SPEAKER_00Yes.
SPEAKER_02And I also talk about serving others to build this trust. And this is a thing that um amazed me because I had the idea the more I do for people, I am going to see this coming like on my way, but I never imagined that it will be that fast.
SPEAKER_00Yes, yeah. And I I'm I've only known you for I has it even been a year, it hasn't even been a year, and I'm just uh gobsmacked is that's the word. And and I want to talk about the awards for a minute because you are a franchise owner, you own a Sandler uh sales training and uh rookie of the year.
SPEAKER_02Yeah, I mean, come on, and not only rookie of the year, but yes, last year I won the Rising Star Award, that is an award for franchisees that are going uh quicker into the acquiring clients and closing deals. And then um I won the gold award, that is a revenue award, meaning that I I am turning the business, and then the the rookie of the year. Yeah, the rookie of the year was a total surprise. I was in a Sandler conference, and then they called my name, and I'm not making this up. I looked to my side to a colleague and I said, Did this did David just it's it's my name? Like it took a little bit for me, and then I came up to stage. And the rookie of the year is a culmination of a lot of things that things that I did and my results with Sandler. I was pretty pretty amazing. Yeah, and there's more to come. I'm telling you. There is.
SPEAKER_00Yeah, I will, I know that for a fact. You know, I wanted to bring that up because speakers motivate people, and you are the epitome of what can be done. You're the epitome of put your mind to it and and you will succeed. Give and you will get. And how do you, you know, because you get up on the stage and you motivate for an hour, right? It's a keynote and everybody's brought in. But then what happens after the keynote? What is your process? What do you see? What do you offer?
SPEAKER_02Well, in in my uh two keynotes, and of course, just uh putting out there that it's not only these two we can adjust when we go, because I do a full assessment with my clients to understand why they are hiring the keynotes in the first place, because otherwise it's going to be just again uh cool one hour, 45 minutes, and we are done. Right. But uh I package with um sessions after. So after each keynote, I have six sessions with the people who are there to continue the conversation and see application after that.
SPEAKER_00Yes, I love that because if if you don't have those check-ins, you know, everybody's intention is good. You know, you're scribbling down and you're taking notes, and then you leave and you talk about it for the next hour, and then work gets in the way.
SPEAKER_02Exactly. Exactly. So I I literally hold them accountable to to be accountable to what they they said they would do after the keynote.
SPEAKER_00All right, I'm gonna I'm gonna go off track here for a minute because I want to talk a little bit more about the TEDx and how you got there. What made you decide that you were gonna put your hat in the ring?
SPEAKER_02One more time, it was by serving first. So uh back in April, around April last year, um, I a former colleague of mine from GM reached out to me and she said, you know what, we are needing, uh we are in need of volunteers for an upcoming event, a TEDx that is going to be in Pontiac. And I wanted to volunteer, and before she finished, I was already saying yes. And she didn't say what I was what I was going to do. I I couldn't care less because I trusted her, I trust the idea, and it was pretty cool. Um, all the things that this TEDx was about to do for the city of Pontiac. Yeah, and I was in.
SPEAKER_01Yeah.
SPEAKER_02Um, and then six months down the road, the applications opened, and I came back to her and uh to the curator that sat here uh and then I said, uh Dre, I I wanna um if you allow me, if you are really thinking that I'm not going to mess it up with all that we are doing here, I want to step out because I'm gonna apply to be a speaker. And he gave me his blessing and he said, Go forward and apply. So I did all the application and it's daunting because you have to fill it up, you have to put your idea, submit a video of you speaking, and then days pass, and then soon enough, like maybe a month, yeah, uh month and a half later, I got selected. That's amazing. And then the preparation starts.
SPEAKER_00Yes, yeah, because it's no, it's it's no joke. It's no it's not the same as a quote unquote normal keynote. It's condensed and it's verbatim, correct? Yes, yeah, you can't go off track.
SPEAKER_02You need to follow the TEDx rules, which um in the beginning, when you are preparing, you think like, oh my gosh, why I have to know word by word, it it feels like a little um boxed because when I do my keynotes, of course I follow a track, but I I let my experience talk more because this is what people are looking for. But then after um uh practicing a little bit and understanding the TEDx products uh uh process, I really respect that. Yeah. Because they want a good product, they have a brand to to um you know respect. Yeah, and in the end, they need to know that you are saying things that resonate with the idea, right? Right. And um, you are not putting out there data that does not make any sense. So you had to memorize word by word. And for me, this was something. I I rehearsed 180 times. And you know me because I track data. This is what I give to my clients. I was tracking like in a piece of paper, one, two.
SPEAKER_00Oh my gosh.
SPEAKER_02And in one point, Carol, I kid you not, 5:15 in the morning, the time that I wake up, yeah, I was it's 2016. Oh, that's I would go to bed and it's 2016. My husband was the one there listening this a million times. Yeah, yes, now he he knows the whole speech too. He knows it all, and he was so concerned because when I was rehearsing at home, he knew that I was a little bit frozen and looking like more robotic. And he told me that when I walked into the stage, that he looked at me and I made a little joke that doesn't is it doesn't um uh show on the official video, and then he was there, whoo! Yeah, this is touchy. He knew that I was about to say the words, but with my um flavor, yes, yeah, right? So it was a big relief for him. Oh my god. And myself too. I had so much fun.
SPEAKER_00Absolutely. One more question, then I want to get to the magic bowl. Oh, who is your favorite? Who's your ideal buyer? Who's your favorite client to work with? What's your favorite audience to get in front of?
SPEAKER_02Well, my business does sales, right? So um, but at this point, um the keynote, they serve a wide um uh range of uh people, right? But if I think about sales, it's going to be people who want to have the change done. I don't, I don't think that um, I know this is very like strong to say, but I don't think ideal clients for me are the ones who are sending people to be fixed. Because training, because I do long-term training in addition to the keynotes, as I said, it's people who are really open to be coachable.
SPEAKER_00Yeah.
SPEAKER_02So sales organizations, uh leaders in sales, or anybody that is doing business development, yeah, they are my people.
SPEAKER_00More of an up-level rather than a, you know, uh, you have horrible habits, I'm trying to fix it. I am not a fixer. Yeah.
SPEAKER_02I am somebody who's going to say, okay, let's recognize what we have here. Yeah. What should we do from now on? Yeah.
SPEAKER_00You want them to be invested in the process. Yeah. And which is why, if I remember correctly, why you say long-term is what you're looking for, because there is no quick fix. There's no quick fix, yeah.
SPEAKER_02No, no. Of course, I help my clients to hire to understand if the people that they have are the right ones in the position that they are. But this is a second conversation.
SPEAKER_01Yeah.
SPEAKER_02But if you think about the deliverables, it's going to be for people who want to take their numbers, their teams to the next level.
SPEAKER_00Gotcha. Love it, love it, love it. All right, my friend. So this is my magic bowl. And inside there are some questions that are completely just off topic. Is there a prize? Um, no. Uh it might be a question about our great city of Detroit. Oh, uh, it might be something that we go deep on. So and I'll read it because I have chicken scratch and I won't make you do that. All right, you ready? Okay. I like this because you are a transplant, if you will. What is something that outsiders miss about the great state of Michigan? What they miss? What they miss. What don't they know about Michigan that you know?
SPEAKER_02This is such a good one because I am going to be very honest. They don't know that Michiganders are one of the kindest in the whole country. Yes. And I'm not saying other people are not kind, yeah, but um, as an immigrant, somebody that got here, this is one question that my family and friends in Brazil they ask me to. Yeah. Well, they say, well, Americans are very cold. I would say, well, first of all, this is a very like uh shallow judgment because being cold is such a different thing.
SPEAKER_00Yeah.
SPEAKER_02But come to Michigan. You are going to see there's nothing cold besides the weather. Yeah.
SPEAKER_00That's delirious. Well, I think we'll end it. Not all the time. Yeah, as we sit here sweating and that's fun right now. Well, Tachi, thank you so much for spending time with me. I always love talking to you. Again, I am so excited and proud to be your friend and to watch you grow and just to completely uh dominate what's out there. And so um, I would like to have your autograph before it's too late. Okay, Miss Rockstar.
SPEAKER_02The second edition of my book is coming up in September. See, there you go. All book long.
SPEAKER_00Yes. All right, everybody. Thank you so much for stopping by. Make sure to like and follow us on uh YouTube, Instagram, all the social media channels, and make sure to reach out to Tachi because you will not be sorry. She will motivate, inspire, and make you laugh. The best part. Yeah, that's right. Thank you, baby. Bye bye, everybody. Thank you.