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This is the Sales Gravy Podcast. I'm Jeb

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Blunt, best selling author of Fanatical Prospecting and

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Sales EQ, and I'm here to help you

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open more doors, close bigger deals, and rock

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your commission check.

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There are 2 types of salespeople in the

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world, rainmakers

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and rain barrels.

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Rain barrels sit around with their mouths to

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the sky hoping they'll get lucky and something

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will drop in.

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Rainmakers take control, take action, and make their

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own luck.

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In this year's virtual sales kickoff, Mike Weinberg,

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Mark Hunter, Anthony Anarino, and myself

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dispel the myths about how opportunities are created,

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what salespeople really need to do to be

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successful,

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and how you can control your own destiny.

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On this episode, you're gonna learn the real

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secrets to becoming a rainmaker,

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how to maximize your income, and how to

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crush your sales number. Now here's virtual sales

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kickoff 2019.

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This is the 2019

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virtual sales kickoff,

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and this is the 4th annual

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virtual sales kickoff that you're joining right now.

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This is about

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rain barrels and rainmakers today, and it's rainmakers

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versus rain barrels. And we're gonna start to

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draw a contrast here. You know what we

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do on this show. If you've been here

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before, you know that we're going to give

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you practical,

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tactical, actionable insights and ideas.

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You know we're gonna have a round robin

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where people are gonna get to decide what

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their opinions are about these things and talk

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about them. We'll probably have, what I'll say

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is, some little arguments that'll happen while we

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do this because that's always fun.

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And we're gonna talk about a number of

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things that you can just put to work

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right away because that's what we wanna give

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you, just pure value here. So I wanna

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start

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by dispelling the myths

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about how opportunities are created. And I'm gonna

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go to Mike Weinberg first because if there's

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anyone who has strong opinions about opportunity creation

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you're already smiling, Mike.

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It's Mike Weinberg. So dispel the myths. What

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are people hearing that's not true

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that's causing them to have challenges creating new

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opportunities and building a pipeline?

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Oh, wow.

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How about 80% of what they're reading on

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LinkedIn is not true?

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Right? Everything from

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Wackos,

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telling you that you should follow the lead

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of Kylie Jenner.

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Right? Because she built her net worth to

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a $1,000,000,000

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posting selfies on Instagram.

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To the nonsense

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from people that claim to be international best

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selling authors

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telling you how dare you ever think about

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annoying or interrupting a buyer, that it's much

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better to have people running to you, a,

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you know, a loyal tribe of followers.

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It's absolutely

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a mess. There are there are more myths

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than you can imagine.

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We all know this. Right? I mean, in

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in all of our clients,

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the the top producers

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are laser focused on creating their own opportunities.

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They take full

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responsibility for filling the top of the funnel.

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Anthony, you always talk about, one of the

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biggest issues that's is salespeople are opportunity

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starved.

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Right? And the and the reason they're starved

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is because they're sitting on their butt and

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they're waiting, and they're commenting on LinkedIn groups,

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and they're they're listening to the nonsense that

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tells you it's inappropriate today

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to interrupt somebody,

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which drives me crazy. Because if your if

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your motivation to sell is pure because you

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believe you have a better outcome for them

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and your prospect is probably stuck in some

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suboptimal

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situation,

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man, it's incumbent on you to prospect to

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do everything possible to get that meeting because

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you can bring them value because they need

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you.

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I'm gonna move to to Jeb Blunt because

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I know, I'm I may be doing this

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in order of the strongest feelings because, you've

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got the wrong book up for this. We

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should have fanatical prospecting up behind you, but

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but you do have strong opinions about what

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opportunity creation means.

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Well, let's start with Mike said myth. The

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one of the greatest myths is people who

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call themselves international

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best selling authors.

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There's enough of those out there that I'm

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an international best selling author and you've written

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one book and your book has full reviews

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on it and it's ranked 2,700,000

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on Amazon.

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I'm I'm incredulous

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of all of the best selling authors. It's

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it's I don't even know where where to

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begin. And that's just like all the people

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that call themselves sales experts. If they if

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you someone calls themselves a sales expert, go

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check their resume, which is typically on LinkedIn.

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And usually, they've had one sales job They've

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one sales job. And I don't know how

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in one sales job you become an expert

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in sales.

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Usually, that means that you sucked at your

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sales job and you suck so bad that

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they fired your ass, and now you have

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to go be an expert in order to

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try to make some sort of a living.

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So you need to be careful about who

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you're taking advice from to begin with. And

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it's just like I I I'm you know,

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I I invest my money. I don't invest

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my money with a financial adviser whose finances

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are a disaster. I invest my money with

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financial advisers

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and lawyers and accountants who who

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as, you know, themselves have a high net

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worth and do a really good job with

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their money. I wanna spend my time and

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effort with experts who are really experts. So

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that's number 1. Number 2 is understanding what

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a rainmaker is. So we're talking about ultra

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high performance. Being a rainmaker means that you're

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delivering for your company and you're delivering for

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your family and yourself. So that means that

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you are at the top of the ranking

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report. That means that every day you're crushing

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it. You're hitting your number. You have the

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trust of your leadership team. You're going to

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president's club. You're getting the awards. You're getting

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this this. You're getting the money, and you're

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taking home a ton of commissions to your

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family.

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And the good news is that most rainmakers,

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they already know the truth. They know exactly

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what it takes to fill up the pipeline,

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and that requires them to consistently

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every day every day every day interrupt people.

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And, look, there's a ton of channels that

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you can do that with. You can knock

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on a door. You can send a smoke

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signal. You can use the telephone. You can

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use social media. It is a good medium

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to use. You can use text messaging. You

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can use networking. You can go to events.

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You can go to trade shows. You can

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do all kinds of things. But if you

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look at the rainmakers in your company, the

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people that are making the most money,

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those folks are using all of the above

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and they're doing it relentlessly.

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You're getting an applause break from Mike Weinberg.

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Mark Hunter. Well, he here's the whole thing.

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Sales is not about customer service. Sales is

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about creating

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incremental

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opportunities, and that means you've gotta get in

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the face of people. And, you know, if

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you've got the ability to help somebody, you

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have the responsibility

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to get in their face. You have the

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responsibility to interrupt them. It's not about sitting

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back. Well, let me just post something on

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social media. Let me just do all this.

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I'm gonna share a quick story.

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My daughter was telling me that she looked

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outside the window of her house

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recently. Saw a neighbor's house was on fire.

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Now she didn't know the neighbor. Oh oh

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oh oh, I'm sorry. Well well well, let

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let me connect, you know. She didn't connect

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with them on Facebook and send them some

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posting. No. No. No. She called 911 and

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went over there and made sure those people

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were out of that house.

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If you have the ability to help somebody,

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it is your

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responsibility.

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And for those who sit there and say,

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oh, the telephone doesn't work. You know the

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people who say that are the ones who

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are afraid.

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Few weeks ago, Tesla announced that they're closing

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their stores, you know, and they're gonna go

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online. And and I and I threw a

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little piece out on social media just to

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see what and and this guy where expects

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is, well, I hate salespeople. I hate salespeople.

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I wanna buy everything online. You know what

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the dude's job was? A sales job.

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Give me a break.

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Give me a break.

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I I feel like at some point I

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have to say,

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unleash the kraken or, or angry Mark. I

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mean, we're starting to get, we're getting him

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close. Look. He's still catching his breath from

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that.

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Here's my here here's my myth.

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The myth that I think that's doing the

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most damage is that prospecting is something that's

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passive,

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reactive,

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that requires you to wait, and it's someone

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else's job to drive those opportunities

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to your inbox

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or to your phone because it's just not

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gonna happen, and all of us know it's

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not gonna happen. So I wanna pivot from

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what people are being told that's harming them

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to what do we see as best practices.

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When you when you look at the salespeople

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and the companies that are generating

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not only the highest number of opportunities, enough

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opportunities that they're able to reach goals,

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but also the highest quality opportunities,

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which is another category altogether. Because everyone on

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this group I already know,

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we all believe that there's a difference between

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a target and a lead and and that

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there's a huge disparity between what people think

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they should be focusing their time on. So,

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Jeff Blunt, if you were to to talk

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about what you see, the ultra high performer

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in your world, What are those companies

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doing? What are the best practices that allow

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them to over index on results?

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Well, one of the the the keys to

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over indexing of results or being a a

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rainmaker is working on the right opportunities, the

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right time, with the right message.

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So for example, they segment their their their

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prospects out. So we we look at prospect

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segmentation

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on really 3 different planes. So one plane

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is,

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high probability.

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So what is the probability that right now

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there's a window of opportunity

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that

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would give you a high probability of moving

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that prospect into your pipeline?

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The next segmentation is potential. So what's the

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potential? So we look at high probability, medium

270
00:09:42,110 --> 00:09:44,774
probability, low probability. We also look at high

271
00:09:44,774 --> 00:09:47,174
potential, medium potential, low potential. So if I

272
00:09:47,174 --> 00:09:49,514
have a high probability, high potential account,

273
00:09:49,975 --> 00:09:52,054
that's where I wanna focus my attention because

274
00:09:52,054 --> 00:09:54,934
that account is most likely to move into

275
00:09:54,934 --> 00:09:56,475
my pipeline and generate

276
00:09:56,934 --> 00:09:58,774
a a a big result for me. So

277
00:09:58,774 --> 00:10:00,910
lots of sales, lots of commissions. And then

278
00:10:00,910 --> 00:10:03,070
3rd, taking a a little page out of

279
00:10:03,070 --> 00:10:05,470
your playbook is when you start segmenting your

280
00:10:05,470 --> 00:10:08,210
your database, so your your entire prospect world,

281
00:10:09,230 --> 00:10:10,910
so that you're you're looking at your dream

282
00:10:10,910 --> 00:10:13,009
accounts, your dream clients, your dream opportunities,

283
00:10:13,404 --> 00:10:16,125
your conquest accounts, your targeted accounts, and then

284
00:10:16,125 --> 00:10:17,884
everything else. So I'll run through that real

285
00:10:17,884 --> 00:10:19,804
quickly. So your dream accounts, you're typically gonna

286
00:10:19,804 --> 00:10:21,664
have somewhere between 1025

287
00:10:22,125 --> 00:10:24,225
dream accounts. These are the biggest opportunities,

288
00:10:24,524 --> 00:10:27,389
the highest potential opportunities in your territory, and

289
00:10:27,389 --> 00:10:29,470
everybody in your company should know about those.

290
00:10:29,470 --> 00:10:31,470
So you've got marketing behind you so you

291
00:10:31,470 --> 00:10:33,710
can run account based marketing against those. You

292
00:10:33,710 --> 00:10:35,490
can run long term pursuit plans,

293
00:10:35,950 --> 00:10:37,790
and you can you can do everything that

294
00:10:37,790 --> 00:10:39,470
you you can to get in the door.

295
00:10:39,470 --> 00:10:41,154
It's gonna take you a while, and you

296
00:10:41,154 --> 00:10:42,595
won't sell all of them. You might sell

297
00:10:42,595 --> 00:10:44,115
1 or 2 of your dream accounts a

298
00:10:44,115 --> 00:10:46,274
year, but they're so big that when you

299
00:10:46,274 --> 00:10:48,514
sell them, they propel you to the top

300
00:10:48,514 --> 00:10:51,394
of the ranking report. Conquest accounts are typically

301
00:10:51,394 --> 00:10:53,794
the deals for me, they're competitive deals. So

302
00:10:53,794 --> 00:10:55,894
I wanna take deals away from my competitors

303
00:10:56,370 --> 00:10:58,529
that have a long term impact on my

304
00:10:58,529 --> 00:11:00,610
credibility. So if I if I if I

305
00:11:00,610 --> 00:11:02,789
say, for example, Anthony, you've got an account,

306
00:11:03,330 --> 00:11:05,410
and you're, you know, you're in your business

307
00:11:05,410 --> 00:11:07,649
and I want that account, I'm gonna align

308
00:11:07,649 --> 00:11:09,410
everything I can against that account so I

309
00:11:09,410 --> 00:11:10,610
can take it from you so I can

310
00:11:10,610 --> 00:11:11,669
go to other businesses

311
00:11:12,024 --> 00:11:13,464
and and I can tell them, hey. I

312
00:11:13,464 --> 00:11:15,464
took this account. In some cases, it's an

313
00:11:15,464 --> 00:11:17,945
account in your territory that, may have a

314
00:11:17,945 --> 00:11:19,784
good reputation. So if you get that from

315
00:11:19,784 --> 00:11:22,105
a social proof standpoint, you're able to tell

316
00:11:22,105 --> 00:11:24,299
other businesses, hey. I have this particular account

317
00:11:24,459 --> 00:11:26,379
in my portfolio. Typically, you're gonna have around

318
00:11:26,379 --> 00:11:28,779
50 to a 100 conquest accounts, not too

319
00:11:28,779 --> 00:11:30,220
many more than that. And, again, you can

320
00:11:30,220 --> 00:11:33,259
run good pursuit pursuit plans and sequences and

321
00:11:33,259 --> 00:11:35,980
cadences against those. And then there's targeted prospects,

322
00:11:35,980 --> 00:11:37,934
and these are the prospects that usually are

323
00:11:37,934 --> 00:11:40,735
gonna be high potential, medium potential prospects. They're

324
00:11:40,735 --> 00:11:43,075
gonna fit your ideal prospect profile,

325
00:11:43,535 --> 00:11:44,035
and

326
00:11:44,735 --> 00:11:46,415
you're gonna have a group of those prospects

327
00:11:46,415 --> 00:11:48,254
that you're gonna be working against all the

328
00:11:48,254 --> 00:11:50,014
time. And these are just your bread and

329
00:11:50,014 --> 00:11:51,475
butter everyday prospects.

330
00:11:51,959 --> 00:11:54,519
And, typically, most salespeople are gonna have somewhere

331
00:11:54,519 --> 00:11:55,019
between

332
00:11:55,799 --> 00:11:57,720
250 and a 1000 of those depending on

333
00:11:57,720 --> 00:11:58,860
the size of your territory.

334
00:11:59,720 --> 00:12:01,799
500 and less is probably the best group

335
00:12:01,799 --> 00:12:03,959
to work with. And then with that group

336
00:12:03,959 --> 00:12:05,959
as well, you can rank those and you

337
00:12:05,959 --> 00:12:08,754
can run some cadences and pursuit plans against

338
00:12:08,754 --> 00:12:10,454
some of those accounts. Others

339
00:12:10,754 --> 00:12:12,355
trying to run that type of a pursuit

340
00:12:12,355 --> 00:12:14,115
plan is just too much energy, too much

341
00:12:14,115 --> 00:12:16,995
effort. So you begin ranking all of your

342
00:12:16,995 --> 00:12:18,995
targeted prospects in a way that gets you

343
00:12:18,995 --> 00:12:20,274
in front of the right ones at the

344
00:12:20,274 --> 00:12:21,709
right time. And so

345
00:12:22,089 --> 00:12:23,610
if you just think about what I just

346
00:12:23,610 --> 00:12:26,250
said, becoming a rainmaker means that you have

347
00:12:26,250 --> 00:12:29,049
to have a systematic and methodical process for

348
00:12:29,049 --> 00:12:31,129
interrupting people. It's not just let's get fired

349
00:12:31,129 --> 00:12:32,329
up and let's go out and knock on

350
00:12:32,329 --> 00:12:33,914
every single door. You You gotta have a

351
00:12:33,914 --> 00:12:35,835
plan. You have to have strategy. You gotta

352
00:12:35,835 --> 00:12:37,115
be thinking about it, and you gotta be

353
00:12:37,115 --> 00:12:38,794
building your messages. And then you have to

354
00:12:38,794 --> 00:12:41,274
use every prospecting channel that you have at

355
00:12:41,274 --> 00:12:42,014
your disposal

356
00:12:42,634 --> 00:12:44,894
to get their attention, grab their attention,

357
00:12:45,274 --> 00:12:47,434
and open up the door when that window

358
00:12:47,434 --> 00:12:49,409
of opportunity is at its peak.

359
00:12:49,970 --> 00:12:51,490
I'm gonna pass this to Mark Hunter. But

360
00:12:51,490 --> 00:12:53,009
before I do, I just wanna say you

361
00:12:53,009 --> 00:12:54,949
have a little, picture of a triangle.

362
00:12:55,490 --> 00:12:57,490
And and what what Jeb is saying is

363
00:12:57,490 --> 00:12:59,169
that you're you're starting at the top of

364
00:12:59,169 --> 00:12:59,909
that triangle.

365
00:13:00,449 --> 00:13:02,764
Leads are the bottom of the triangle. The

366
00:13:02,764 --> 00:13:04,205
leads are at the bottom of the triangle.

367
00:13:04,205 --> 00:13:05,644
So when you shift your focus and go,

368
00:13:05,644 --> 00:13:07,105
well, leads gotta be easier,

369
00:13:07,485 --> 00:13:09,164
yeah, probably is easier, but it probably isn't

370
00:13:09,164 --> 00:13:11,245
gonna turn into anything. And let me let

371
00:13:11,245 --> 00:13:13,164
me just before we we move to Mark,

372
00:13:13,164 --> 00:13:15,164
say say exactly what you said. And this

373
00:13:15,164 --> 00:13:17,110
is one of the when you start listening

374
00:13:17,110 --> 00:13:18,290
to these morons,

375
00:13:18,830 --> 00:13:20,509
on social media that are telling you not

376
00:13:20,509 --> 00:13:22,110
to prospect and tell you not to cold

377
00:13:22,110 --> 00:13:24,830
call, they totally don't get it. And because

378
00:13:24,830 --> 00:13:27,149
if you think about prospecting, about 20% of

379
00:13:27,149 --> 00:13:30,605
your prospecting is right now. It's it's engaging

380
00:13:30,825 --> 00:13:33,304
prospects who have some level of familiarity with

381
00:13:33,304 --> 00:13:35,225
you or your company, who you've been working

382
00:13:35,225 --> 00:13:37,785
on, and there's a buying window open, and

383
00:13:37,785 --> 00:13:39,945
you're trying to engage them, set an appointment,

384
00:13:39,945 --> 00:13:41,404
move them into your pipeline.

385
00:13:41,759 --> 00:13:43,840
About 80% of your prospecting is working on

386
00:13:43,840 --> 00:13:46,240
all those leads and you're gathering qualifying information

387
00:13:46,240 --> 00:13:48,660
and you're reaching into the organization. You're identifying

388
00:13:48,720 --> 00:13:51,519
stakeholders. You're beginning to build familiarity. And you're

389
00:13:51,519 --> 00:13:54,080
starting to use the different tools like LinkedIn,

390
00:13:54,080 --> 00:13:56,559
which is a fantastic tool to connect with

391
00:13:56,559 --> 00:13:59,394
these folks. But that's a huge portion of

392
00:13:59,394 --> 00:14:00,294
your prospecting

393
00:14:00,754 --> 00:14:02,434
is that, and some of that is a

394
00:14:02,434 --> 00:14:04,355
pure cold call because at some point, you

395
00:14:04,355 --> 00:14:06,674
gotta call people up and say hello to

396
00:14:06,674 --> 00:14:08,914
them. They're not gonna come to you. So

397
00:14:08,914 --> 00:14:10,914
when you start thinking about your prospecting at

398
00:14:10,914 --> 00:14:12,914
the peak, all of those calls, all of

399
00:14:12,914 --> 00:14:15,240
that effort is to set the appointment. And

400
00:14:15,240 --> 00:14:17,259
then as you start moving down that prospecting

401
00:14:17,320 --> 00:14:19,639
pyramid, you're looking at how can I gather

402
00:14:19,639 --> 00:14:22,360
information that makes this particular prospect better, more

403
00:14:22,360 --> 00:14:22,860
qualified,

404
00:14:23,240 --> 00:14:25,720
or identifies a future buying window so that

405
00:14:25,720 --> 00:14:27,799
I can open the door, set the appointment

406
00:14:27,799 --> 00:14:29,695
at the right time? Mark, let me just

407
00:14:29,695 --> 00:14:31,294
jump in before you go. I wanna pick

408
00:14:31,294 --> 00:14:33,054
up on something Jeb is saying. What drives

409
00:14:33,054 --> 00:14:35,955
me crazy is that the people online telling

410
00:14:36,095 --> 00:14:38,115
salespeople, gullible salespeople,

411
00:14:38,575 --> 00:14:40,254
that that that the the stuff they wanna

412
00:14:40,254 --> 00:14:43,080
hear is that prospecting doesn't work. They make

413
00:14:43,080 --> 00:14:45,259
cold calling into something that it's not.

414
00:14:45,639 --> 00:14:47,879
They it's like it's like you're calling the

415
00:14:47,879 --> 00:14:50,600
phone book. Like, you're being fed calls by

416
00:14:50,600 --> 00:14:53,320
an auto dialer, just random people calling them

417
00:14:53,320 --> 00:14:55,240
at home. What what Jeb did a great

418
00:14:55,240 --> 00:14:57,080
job articulating is that we have to have

419
00:14:57,080 --> 00:14:58,955
a strategic finite list

420
00:14:59,414 --> 00:15:02,134
of accounts, ideal profile prospects that look and

421
00:15:02,134 --> 00:15:04,294
smell like people who get value from us.

422
00:15:04,294 --> 00:15:06,294
We're not calling the phone book. We've done

423
00:15:06,294 --> 00:15:07,735
the research. I love when Jeb says this.

424
00:15:07,735 --> 00:15:09,254
He does it all the time. You know,

425
00:15:09,495 --> 00:15:12,294
researching isn't prospecting. Prospecting is prospecting. We do

426
00:15:12,294 --> 00:15:14,720
the research on the front end. So so

427
00:15:14,720 --> 00:15:16,320
the people that set up, you know, this

428
00:15:16,320 --> 00:15:16,800
boogeyman,

429
00:15:17,200 --> 00:15:18,800
that cold calling doesn't work. Well, of course,

430
00:15:18,800 --> 00:15:20,240
if you're calling the phone book, it doesn't

431
00:15:20,240 --> 00:15:21,759
work. But if you're calling a 100 or

432
00:15:21,759 --> 00:15:23,059
200 strategically

433
00:15:23,360 --> 00:15:24,820
selected accounts that look

434
00:15:25,214 --> 00:15:27,214
exactly like customers who who love you and

435
00:15:27,214 --> 00:15:29,634
appreciate your value. That's not the same thing.

436
00:15:30,095 --> 00:15:31,855
Sorry, Mark. Go ahead. No. I I I

437
00:15:31,855 --> 00:15:33,615
think you you you hit on so many

438
00:15:33,615 --> 00:15:36,014
pieces there, and this is what, again, drives

439
00:15:36,014 --> 00:15:36,595
me nuts.

440
00:15:36,990 --> 00:15:39,070
First of all, let's let's put LinkedIn in

441
00:15:39,070 --> 00:15:41,970
a box. Not everybody is on LinkedIn.

442
00:15:42,509 --> 00:15:44,690
There there are segments that are on LinkedIn.

443
00:15:44,830 --> 00:15:47,389
Salespeople are on LinkedIn. I've got many, many

444
00:15:47,389 --> 00:15:50,174
buyers that are never on a LinkedIn. So

445
00:15:50,174 --> 00:15:51,554
when these people are out there,

446
00:15:52,095 --> 00:15:53,855
you know, hey. LinkedIn is where you get

447
00:15:53,855 --> 00:15:55,615
all your customers. If you're selling to other

448
00:15:55,615 --> 00:15:57,534
salespeople, oh, gee. I guess that's what they're

449
00:15:57,534 --> 00:16:00,335
doing. I guess that's what they do. Here's

450
00:16:00,335 --> 00:16:02,575
the whole piece. The whole piece is who

451
00:16:02,575 --> 00:16:05,299
am I spending my time with? And and

452
00:16:05,299 --> 00:16:06,940
it comes back and the whole thing is

453
00:16:06,940 --> 00:16:09,980
is I gotta understand the quality of what

454
00:16:09,980 --> 00:16:11,500
that prospect is. This is why I say

455
00:16:11,500 --> 00:16:13,419
too many people have prospects. No. They don't

456
00:16:13,419 --> 00:16:14,879
have prospects. They have suspects

457
00:16:15,659 --> 00:16:18,205
because they have not qualified them to the

458
00:16:18,205 --> 00:16:20,605
highest level of where they wanna spend their

459
00:16:20,605 --> 00:16:23,985
time. The most valuable asset any salesperson has

460
00:16:24,044 --> 00:16:26,125
is not what they sell, is not their

461
00:16:26,125 --> 00:16:28,764
customers, it's their own time. And the peak

462
00:16:28,764 --> 00:16:30,524
performers, the top the ones at the top

463
00:16:30,524 --> 00:16:32,960
of the food chain, they get it. So

464
00:16:32,960 --> 00:16:34,019
they are focused

465
00:16:34,559 --> 00:16:38,100
with their time on the highest performing salespeople

466
00:16:38,559 --> 00:16:40,879
who are who on on the highest performing

467
00:16:40,879 --> 00:16:43,299
customers that are gonna yield the greatest opportunity

468
00:16:43,615 --> 00:16:45,215
because they know that, hey, this is a

469
00:16:45,215 --> 00:16:47,475
big opportunity and it fits in their timeline

470
00:16:48,014 --> 00:16:48,514
now.

471
00:16:49,134 --> 00:16:50,815
They're not sitting there. This is where so

472
00:16:50,815 --> 00:16:51,315
many

473
00:16:51,934 --> 00:16:54,434
salespeople burn themselves out prospecting.

474
00:16:55,054 --> 00:16:56,975
Well, they burn themselves out prospecting 2 ways

475
00:16:56,975 --> 00:16:58,835
because they spend all their time preparing

476
00:16:59,319 --> 00:17:01,179
to prospect. I'm preparing.

477
00:17:01,720 --> 00:17:03,799
Oh, oh, I I set aside 2 hours

478
00:17:03,799 --> 00:17:05,319
to prospect. How many calls did you make?

479
00:17:05,319 --> 00:17:07,819
None. Because, well, I'm I'm doing research

480
00:17:08,359 --> 00:17:08,859
that,

481
00:17:09,240 --> 00:17:11,980
prospecting time is customer facing time.

482
00:17:12,414 --> 00:17:14,575
2nd is they wear themselves out because they

483
00:17:14,575 --> 00:17:16,894
have no plan. You don't have a plan.

484
00:17:16,894 --> 00:17:17,634
Guess what?

485
00:17:18,815 --> 00:17:20,674
You are debt. You are DOA.

486
00:17:21,295 --> 00:17:23,295
And, you know, we're calling that out, and

487
00:17:23,295 --> 00:17:25,634
and we're all being point blunt blank,

488
00:17:27,099 --> 00:17:29,179
full throttle. And I know, Anthony, you've got

489
00:17:29,179 --> 00:17:31,339
some comments because, you know, eat their lunch.

490
00:17:31,339 --> 00:17:32,940
What is eat their lunch all about? You

491
00:17:32,940 --> 00:17:34,299
need to jump in. You you need to

492
00:17:34,299 --> 00:17:35,519
add some comments on this.

493
00:17:35,819 --> 00:17:38,299
My, my comments are the targets are just

494
00:17:38,299 --> 00:17:40,379
far better than leads. And, I mean, when

495
00:17:40,379 --> 00:17:42,125
jab when I first saw his triangle, it's

496
00:17:42,125 --> 00:17:44,544
exactly right. And and you you start

497
00:17:44,845 --> 00:17:47,024
with what's going to have the highest impact

498
00:17:47,325 --> 00:17:49,244
on your result. And if you wanna know

499
00:17:49,244 --> 00:17:50,784
the best practices of organizations

500
00:17:51,085 --> 00:17:52,625
that we see,

501
00:17:53,085 --> 00:17:54,625
certainly I see, creating

502
00:17:55,325 --> 00:17:56,544
the most opportunities

503
00:17:57,279 --> 00:17:59,839
and the highest quality opportunities together. So if

504
00:17:59,839 --> 00:18:01,859
you're looking at those two two factors,

505
00:18:02,319 --> 00:18:04,559
it's because they know who they create value

506
00:18:04,559 --> 00:18:07,119
for. They know the kind of companies that

507
00:18:07,119 --> 00:18:08,799
have the kind of problems that they can

508
00:18:08,799 --> 00:18:09,299
solve,

509
00:18:09,634 --> 00:18:11,894
and they dedicate all their time and energy

510
00:18:12,195 --> 00:18:14,355
into winning those. And, you know, I continually

511
00:18:14,355 --> 00:18:15,255
get this question,

512
00:18:16,115 --> 00:18:17,875
when do you give up on on a

513
00:18:17,875 --> 00:18:19,414
difficult prospect to win?

514
00:18:19,715 --> 00:18:22,035
Like, never. You don't get paid for giving

515
00:18:22,035 --> 00:18:23,759
up. You ever get a commission check? Like,

516
00:18:23,839 --> 00:18:25,279
you worked really hard, but it didn't work

517
00:18:25,279 --> 00:18:26,400
out for you, but we're gonna give you

518
00:18:26,400 --> 00:18:28,559
some money anyway just for your effort. That's

519
00:18:28,559 --> 00:18:30,000
not the way that sales works. The way

520
00:18:30,000 --> 00:18:31,920
that sales works, you gotta win them. And

521
00:18:31,920 --> 00:18:35,119
look, you're gonna be prospecting anyway. I mean,

522
00:18:35,119 --> 00:18:37,119
what so you're like, well, this one's really

523
00:18:37,119 --> 00:18:38,880
hard. They've been with this company for 10

524
00:18:38,880 --> 00:18:40,054
years. It's gonna be hard to win. You're

525
00:18:40,054 --> 00:18:42,134
making calls anyway. I mean, what what do

526
00:18:42,134 --> 00:18:44,214
you care if it takes you Have we

527
00:18:44,214 --> 00:18:46,535
all had that experience where our best accounts

528
00:18:46,535 --> 00:18:47,355
took years

529
00:18:48,214 --> 00:18:49,974
years to wear them down? I mean, accounts

530
00:18:49,974 --> 00:18:52,474
that were multimillion dollar? I mean yes.

531
00:18:53,049 --> 00:18:55,130
And that's why they are our best accounts

532
00:18:55,130 --> 00:18:57,690
because it took forever. But once we captured

533
00:18:57,690 --> 00:18:58,809
them, we were able to hold on to

534
00:18:58,809 --> 00:19:00,329
them. Alright. Hang on. I gotta call time

535
00:19:00,329 --> 00:19:02,329
out. Everybody's fired up now. I knew and

536
00:19:02,329 --> 00:19:03,690
I knew when I Before you do that,

537
00:19:03,690 --> 00:19:05,049
let me tell you the story because Mike

538
00:19:05,049 --> 00:19:07,369
said something. So last week, I get a

539
00:19:07,369 --> 00:19:08,190
text message

540
00:19:08,625 --> 00:19:10,945
from Billy Henson. Billy, if you're watching this,

541
00:19:10,945 --> 00:19:12,085
I'm talking about you.

542
00:19:12,384 --> 00:19:14,625
Billy used to work with me back in

543
00:19:14,625 --> 00:19:16,805
my days when I was at another company.

544
00:19:17,424 --> 00:19:19,744
And 18 years ago, Billy and I started

545
00:19:19,744 --> 00:19:21,045
pursuing this big

546
00:19:21,970 --> 00:19:23,190
equipment manufacturer.

547
00:19:23,490 --> 00:19:26,210
And 18 years later, he finally closed it.

548
00:19:26,210 --> 00:19:27,569
And he sent me a text message to

549
00:19:27,569 --> 00:19:29,730
let me know. He said, after 18 years,

550
00:19:29,730 --> 00:19:31,809
we finally closed this and I wanna celebrate

551
00:19:31,809 --> 00:19:34,529
with you. That's how long sometimes it takes

552
00:19:34,529 --> 00:19:35,829
to get your dream account.

553
00:19:36,355 --> 00:19:38,434
Did did was Billy getting paid in the

554
00:19:38,434 --> 00:19:41,474
interim 18 years for his effort? He was

555
00:19:41,474 --> 00:19:43,815
getting a salary for 18 years. Yeah.

556
00:19:44,355 --> 00:19:46,434
But you don't want Billy was doing, though.

557
00:19:46,434 --> 00:19:48,835
I I'm sure Billy was also working other

558
00:19:48,835 --> 00:19:50,914
smaller customers. And and this is the whole

559
00:19:50,914 --> 00:19:51,359
thing,

560
00:19:51,759 --> 00:19:53,920
understanding how to feed how to feed the

561
00:19:53,920 --> 00:19:56,160
food chain. Oh, Billy's a winemaker. Billy has

562
00:19:56,160 --> 00:19:57,759
a Rolex on his on his arm. He's

563
00:19:57,759 --> 00:19:59,039
got, like, he's got them all the way

564
00:19:59,039 --> 00:19:59,779
up his arm.

565
00:20:00,160 --> 00:20:01,839
He's been to every president's club since he

566
00:20:01,839 --> 00:20:03,440
started with the company. Right. Because people are

567
00:20:03,440 --> 00:20:05,105
the greatest salespeople in the So he's not

568
00:20:05,144 --> 00:20:07,545
he's closing everything. He's selling everything he can

569
00:20:07,545 --> 00:20:09,305
along the way. Right. And he needs to

570
00:20:09,305 --> 00:20:11,565
work on those big opportunities that have identified

571
00:20:11,945 --> 00:20:14,345
these high potential accounts in his marketplace, and

572
00:20:14,345 --> 00:20:16,265
he starts focusing on So he was not

573
00:20:16,265 --> 00:20:17,970
a prisoner of hope to that one deal.

574
00:20:17,970 --> 00:20:19,970
He was working all kinds of accounts at

575
00:20:19,970 --> 00:20:21,970
all different stages of sales cycle. And as

576
00:20:21,970 --> 00:20:24,609
Mark was saying, small accounts, regular accounts. Let

577
00:20:24,609 --> 00:20:26,210
let me make one point on on leads

578
00:20:26,210 --> 00:20:26,869
and targets.

579
00:20:27,329 --> 00:20:29,650
When Mark was talking, this this really came

580
00:20:29,650 --> 00:20:30,470
to me clearly.

581
00:20:31,565 --> 00:20:33,325
I think one of the biggest sins in

582
00:20:33,325 --> 00:20:36,125
developing new business, because salespeople are doing the

583
00:20:36,125 --> 00:20:38,285
rain barrel thing or they wait to chase

584
00:20:38,285 --> 00:20:40,365
an opportunity instead of trying to create an

585
00:20:40,365 --> 00:20:40,865
opportunity,

586
00:20:41,404 --> 00:20:43,644
they end up late. They they're they're last

587
00:20:43,644 --> 00:20:44,464
to the opportunity.

588
00:20:44,849 --> 00:20:46,929
They're late to the party. And everyone always

589
00:20:46,929 --> 00:20:48,929
wants to talk, I want a beautiful, warm,

590
00:20:48,929 --> 00:20:51,569
perfectly qualified lead. You know what happens when

591
00:20:51,569 --> 00:20:54,130
you have a perfectly qualified lead? That buyer

592
00:20:54,130 --> 00:20:56,769
is way down the path. Right? Some other

593
00:20:56,849 --> 00:20:57,990
your your competitors

594
00:20:58,369 --> 00:21:01,125
more proactive salesperson has been in there planting

595
00:21:01,125 --> 00:21:04,184
seeds, starting a relationship, shaping buying criteria.

596
00:21:04,724 --> 00:21:06,964
What what I I think sometimes we're better

597
00:21:06,964 --> 00:21:09,144
off with a with a a colder target,

598
00:21:09,445 --> 00:21:11,545
where we go in and we play consultant

599
00:21:11,605 --> 00:21:13,850
and advisor and expert, and we paint a

600
00:21:13,850 --> 00:21:15,690
picture of a better future. We ask great

601
00:21:15,690 --> 00:21:18,170
questions. We tell our story, and then we're

602
00:21:18,170 --> 00:21:19,850
guiding them down the path to create an

603
00:21:19,850 --> 00:21:22,809
opportunity versus playing some other joker's game where

604
00:21:22,809 --> 00:21:24,970
now the buyer's dictating what they want and

605
00:21:24,970 --> 00:21:26,330
you show up and do your dog and

606
00:21:26,330 --> 00:21:28,055
pony show and do your demo. I don't

607
00:21:28,055 --> 00:21:29,494
know what you think of that, but I

608
00:21:29,654 --> 00:21:31,335
sometimes I think we're in a strong position.

609
00:21:31,335 --> 00:21:34,055
Hang hang on. I've lost control. I'm calling

610
00:21:34,055 --> 00:21:36,055
time out. I knew this I knew this

611
00:21:36,055 --> 00:21:38,615
agenda was gonna get everybody going, but we

612
00:21:38,615 --> 00:21:40,555
have to stop for just long enough

613
00:21:40,960 --> 00:21:43,519
to say that we have sponsors, and we

614
00:21:43,519 --> 00:21:44,900
wanna thank people

615
00:21:45,200 --> 00:21:47,759
for for being generous enough to support us

616
00:21:47,759 --> 00:21:49,840
at this endeavor. And let's start with,

617
00:21:50,400 --> 00:21:53,265
our friends at outreach. Io, and we're gonna

618
00:21:53,265 --> 00:21:55,825
talk about sequences at some point, here in

619
00:21:55,825 --> 00:21:58,065
the future and how important they are. But,

620
00:21:58,785 --> 00:22:01,125
Outreach. Io is a tremendous

621
00:22:01,505 --> 00:22:04,464
platform and somebody that we admire. We admire

622
00:22:04,464 --> 00:22:05,204
not only,

623
00:22:05,769 --> 00:22:07,930
the fact that they sponsored us, but as

624
00:22:07,930 --> 00:22:11,289
users, their their equipment, their their their software

625
00:22:11,289 --> 00:22:11,950
is great.

626
00:22:12,250 --> 00:22:13,549
The second one is ZoomInfo.

627
00:22:14,970 --> 00:22:15,470
ZoomInfo,

628
00:22:16,170 --> 00:22:18,664
if you're gonna get data, this is where

629
00:22:18,664 --> 00:22:19,865
to get it. I mean and and that

630
00:22:19,865 --> 00:22:21,464
is the end of the conversation. You don't

631
00:22:21,464 --> 00:22:23,224
need to say anything else. That is where

632
00:22:23,224 --> 00:22:24,444
to go to get data.

633
00:22:24,825 --> 00:22:27,565
Another great sponsor with a a great platform

634
00:22:27,625 --> 00:22:29,704
and a great offering, and we appreciate them

635
00:22:29,704 --> 00:22:31,890
sponsoring this. And you can see so far

636
00:22:31,890 --> 00:22:34,070
that 2 of, the sponsors

637
00:22:34,769 --> 00:22:35,570
have a lot,

638
00:22:35,970 --> 00:22:38,369
in common with us as it pertains to

639
00:22:38,369 --> 00:22:40,769
cold outreach. So we have cold outreach sponsors

640
00:22:40,769 --> 00:22:42,849
here too. And the last one is, our

641
00:22:42,849 --> 00:22:44,390
friends at Connect and Sell,

642
00:22:44,865 --> 00:22:47,265
And, we we love what they do, and

643
00:22:47,265 --> 00:22:48,865
I will just tell you, if you don't

644
00:22:48,865 --> 00:22:49,365
follow,

645
00:22:49,744 --> 00:22:50,244
Chris

646
00:22:50,865 --> 00:22:54,085
on on LinkedIn, you should because he continues

647
00:22:54,224 --> 00:22:55,904
to put up data all the time on

648
00:22:55,904 --> 00:22:58,384
just how effective cold outreach can be with

649
00:22:58,384 --> 00:22:59,045
a telephone.

650
00:22:59,789 --> 00:23:02,590
And, there's so much hate that follows that.

651
00:23:02,590 --> 00:23:04,430
Well, you didn't do this, and then what

652
00:23:04,430 --> 00:23:06,670
about this other thing? And the data is

653
00:23:06,670 --> 00:23:09,630
just unassailable. You can't argue with it. So,

654
00:23:09,950 --> 00:23:11,870
thank you to our sponsors. We appreciate you

655
00:23:11,870 --> 00:23:13,009
helping us. Now

656
00:23:13,325 --> 00:23:14,684
I'm gonna call time back in, but I'm

657
00:23:14,684 --> 00:23:16,285
gonna try to be careful about this because

658
00:23:16,285 --> 00:23:17,345
I lost control

659
00:23:17,805 --> 00:23:19,585
of the group here with these questions.

660
00:23:20,684 --> 00:23:22,525
Mark, you wanted to say something then back

661
00:23:22,525 --> 00:23:23,825
to Jeffrey. Yeah.

662
00:23:24,125 --> 00:23:26,605
Real real quick. Sales managers, if if you

663
00:23:26,605 --> 00:23:28,125
are listening to this, and I hope you

664
00:23:28,125 --> 00:23:30,339
are, you gotta understand you play a role

665
00:23:30,339 --> 00:23:31,240
in creating

666
00:23:31,539 --> 00:23:34,339
also incremental opportunities. I see too many sales

667
00:23:34,339 --> 00:23:34,839
managers

668
00:23:35,140 --> 00:23:37,460
only getting involved in the sales process, when

669
00:23:37,460 --> 00:23:39,220
it comes time to close a deal. I

670
00:23:39,220 --> 00:23:40,679
want you out there

671
00:23:41,220 --> 00:23:42,119
having conversations,

672
00:23:43,744 --> 00:23:46,544
having having dialogue because you can ask questions

673
00:23:46,544 --> 00:23:48,865
that salespeople can't ask. You can walk into

674
00:23:48,865 --> 00:23:50,164
an existing account

675
00:23:50,464 --> 00:23:52,464
and ask question at, and you're gonna uncover

676
00:23:52,464 --> 00:23:54,865
incremental opportunities with that other division they just

677
00:23:54,865 --> 00:23:57,590
bought. You're you're you're gonna uncover incremental opportunities

678
00:23:57,809 --> 00:23:59,970
with a company that you didn't even realize

679
00:23:59,970 --> 00:24:01,830
they owned in another country.

680
00:24:02,529 --> 00:24:04,950
Sales leaders, you play a role in creating

681
00:24:05,090 --> 00:24:07,730
incremental opportunities. Okay. I'll get on this. Jeb

682
00:24:07,730 --> 00:24:09,809
Jeb Blunt, you were sort of leaning forward,

683
00:24:09,809 --> 00:24:11,365
maybe hovering off the ground a little bit.

684
00:24:11,365 --> 00:24:13,244
So I just slanting into the camera so

685
00:24:13,244 --> 00:24:14,964
I know you have something to say. Well,

686
00:24:14,964 --> 00:24:16,565
I wanna go back to what you were

687
00:24:16,565 --> 00:24:19,285
talking about our sponsors and and show you

688
00:24:19,285 --> 00:24:22,884
how in real life we've become rainmakers. How

689
00:24:22,884 --> 00:24:26,069
we focus on outbound effort versus the rain

690
00:24:26,069 --> 00:24:28,309
barrel who has their mouth to the sky

691
00:24:28,309 --> 00:24:30,009
waiting for something to drop in.

692
00:24:30,390 --> 00:24:32,789
So I get a Google alert with my

693
00:24:32,789 --> 00:24:35,750
name on it, and it's got, it's an

694
00:24:35,750 --> 00:24:37,690
article from this big association.

695
00:24:38,474 --> 00:24:41,434
And the the the number 1 or the

696
00:24:41,434 --> 00:24:42,095
the association

697
00:24:42,634 --> 00:24:44,714
company of the year, there's an article about

698
00:24:44,714 --> 00:24:46,554
them and my name's in the article. As

699
00:24:46,554 --> 00:24:48,234
I read the article, they say we've had

700
00:24:48,234 --> 00:24:49,755
the best year we've ever had. And one

701
00:24:49,755 --> 00:24:51,355
of the reasons why we have that best

702
00:24:51,355 --> 00:24:53,375
year is we use fanatical prospecting

703
00:24:53,960 --> 00:24:55,799
to help our sales team get better at

704
00:24:55,799 --> 00:24:56,299
prospecting.

705
00:24:56,839 --> 00:24:59,799
So I grabbed the article and immediately sat

706
00:24:59,799 --> 00:25:01,320
down my sales team and says, hey. Listen.

707
00:25:01,320 --> 00:25:03,559
We've got this this industry that one of

708
00:25:03,559 --> 00:25:05,400
their top members, in fact, the member of

709
00:25:05,400 --> 00:25:06,759
the year who got the award, there's a

710
00:25:06,759 --> 00:25:09,025
picture of them getting their trophy. They use

711
00:25:09,025 --> 00:25:11,525
Fanatical Prospecting. So then we went to ZoomInfo

712
00:25:12,224 --> 00:25:14,545
and we went and pulled a list of

713
00:25:14,545 --> 00:25:17,045
all of the businesses in that particular industry

714
00:25:17,265 --> 00:25:18,404
that do more than $10,000,000

715
00:25:18,785 --> 00:25:20,865
in sales. They gave us a fairly big

716
00:25:20,865 --> 00:25:23,089
list. We took that list and we loaded

717
00:25:23,089 --> 00:25:23,990
it into outreach.io

718
00:25:25,250 --> 00:25:27,829
and we created a pursuit plan against those.

719
00:25:28,210 --> 00:25:29,970
And then we went to connect and sell

720
00:25:29,970 --> 00:25:32,130
and we used those those leads in connect

721
00:25:32,130 --> 00:25:34,289
and sell to run an initial call campaign.

722
00:25:34,289 --> 00:25:36,450
So we cold called them completely out of

723
00:25:36,450 --> 00:25:38,715
the blue. But because there were some familiarity

724
00:25:38,715 --> 00:25:40,075
with who we are, we just called them

725
00:25:40,075 --> 00:25:41,994
up and said, hey. Your member of the

726
00:25:41,994 --> 00:25:44,154
year used fanatical prospecting. Can we have a

727
00:25:44,154 --> 00:25:45,674
conversation with you about how we can help

728
00:25:45,674 --> 00:25:47,914
you? Most of them didn't answer the phone.

729
00:25:47,914 --> 00:25:49,515
Some of them did. We left voice message

730
00:25:49,755 --> 00:25:51,375
messages for the ones that didn't.

731
00:25:51,889 --> 00:25:53,250
Can I cancel let let it get let

732
00:25:53,250 --> 00:25:55,109
us get through the list really, really quickly?

733
00:25:55,250 --> 00:25:56,769
And then we went to a pursuit plan

734
00:25:56,769 --> 00:25:58,769
where we used email. We used some account

735
00:25:58,769 --> 00:26:01,329
based marketing. We used some advertising against that

736
00:26:01,329 --> 00:26:03,190
particular list, so that was pure marketing.

737
00:26:03,889 --> 00:26:05,825
Then we used social media to get and

738
00:26:05,825 --> 00:26:07,505
connect with them, and then we ran another

739
00:26:07,505 --> 00:26:09,904
call campaign. And out of that call campaign

740
00:26:09,904 --> 00:26:12,224
of that group of of businesses, we ended

741
00:26:12,224 --> 00:26:14,945
up with 25 opportunities that are real, and

742
00:26:14,945 --> 00:26:16,545
at least 10 of those are gonna close

743
00:26:16,545 --> 00:26:18,690
and turn into business for us. And that

744
00:26:18,690 --> 00:26:20,609
10 business is probably gonna end up being

745
00:26:20,609 --> 00:26:21,829
somewhere between 250

746
00:26:22,289 --> 00:26:24,289
and a half a $1,000,000 in business for

747
00:26:24,289 --> 00:26:27,009
us. And our entire effort in the entire

748
00:26:27,009 --> 00:26:28,849
process, when we really start to look at

749
00:26:28,849 --> 00:26:31,490
it, we probably invested, I don't know, 20

750
00:26:31,490 --> 00:26:33,669
hours of work in the process.

751
00:26:34,075 --> 00:26:36,154
But we used all of the tools that

752
00:26:36,154 --> 00:26:38,634
are out there available to us to put

753
00:26:38,634 --> 00:26:41,355
together a targeted list and then turn that

754
00:26:41,355 --> 00:26:42,654
targeted list into

755
00:26:43,035 --> 00:26:46,075
into into qualified prospects and then turn those

756
00:26:46,075 --> 00:26:48,015
qualified prospects into deals.

757
00:26:48,329 --> 00:26:50,890
And I this is the difference between being

758
00:26:50,890 --> 00:26:53,369
a rainmaker and a rain barrel. The rain

759
00:26:53,369 --> 00:26:55,849
barrel is sitting around going well, nobody's calling

760
00:26:55,849 --> 00:26:57,849
a day, and the rainmakers are out there

761
00:26:57,849 --> 00:26:59,869
making it happen. And they're paying attention

762
00:27:00,184 --> 00:27:02,025
to the signals in the marketplace and using

763
00:27:02,025 --> 00:27:03,544
the tools that they have available for the

764
00:27:03,704 --> 00:27:05,464
to to them to go in and reach

765
00:27:05,464 --> 00:27:07,865
out and interrupt these strangers and start a

766
00:27:07,865 --> 00:27:08,365
dialogue

767
00:27:08,664 --> 00:27:10,285
that can help those those businesses

768
00:27:10,664 --> 00:27:13,049
improve their their outcomes as well.

769
00:27:13,450 --> 00:27:15,769
Let me, take that and pivot. And I'm

770
00:27:15,769 --> 00:27:17,289
gonna go first on this one because I

771
00:27:17,289 --> 00:27:18,350
wanna talk about,

772
00:27:19,210 --> 00:27:21,210
the the order in which we do things

773
00:27:21,210 --> 00:27:22,910
in prospecting and the sequence

774
00:27:23,289 --> 00:27:25,525
or the cadence of a pursuit plan. And

775
00:27:25,525 --> 00:27:27,924
then I wanna ask, you to share your

776
00:27:27,924 --> 00:27:30,164
your opinions on these things. Anthony, let me

777
00:27:30,164 --> 00:27:31,765
just jump in one second because I would

778
00:27:32,005 --> 00:27:33,525
some people probably saw me shaking my head

779
00:27:33,525 --> 00:27:34,585
while Jeb was talking.

780
00:27:35,684 --> 00:27:37,444
It wasn't what Jeb was saying. I I

781
00:27:37,444 --> 00:27:39,785
was literally sitting here getting pissed off

782
00:27:40,170 --> 00:27:42,170
at the charlatans and the liars in our

783
00:27:42,170 --> 00:27:44,410
industry because Jeb just told you an incredible

784
00:27:44,410 --> 00:27:44,910
story.

785
00:27:45,289 --> 00:27:48,350
How using all methods necessary, focused around prospecting

786
00:27:48,490 --> 00:27:49,869
drove incredible business.

787
00:27:50,170 --> 00:27:51,690
And the 4 of us know this because

788
00:27:51,690 --> 00:27:54,044
we have real clients. Right? The top producers

789
00:27:54,044 --> 00:27:56,544
and all of our clients are perpetually prospecting.

790
00:27:57,005 --> 00:27:58,605
I've got a little SaaS client, you know,

791
00:27:58,605 --> 00:28:00,204
and they do everything they can to do

792
00:28:00,204 --> 00:28:02,365
inbound marketing and they go to trade shows

793
00:28:02,365 --> 00:28:03,884
and they got white papers. You know what

794
00:28:03,884 --> 00:28:06,284
the truth is? 80% of their freaking deals

795
00:28:06,284 --> 00:28:09,250
last year were self generated by salespeople picking

796
00:28:09,250 --> 00:28:11,650
up the phone and creating discovery meetings on

797
00:28:11,650 --> 00:28:13,330
their own. So the so those of you

798
00:28:13,330 --> 00:28:15,250
just that that don't understand why we fight

799
00:28:15,250 --> 00:28:17,330
so hard online and we attack, and we're

800
00:28:17,330 --> 00:28:18,070
not antisocial.

801
00:28:18,529 --> 00:28:20,684
Social helps all of us. But it's the

802
00:28:20,684 --> 00:28:23,644
morons lying to you. They're totally untethered from

803
00:28:23,644 --> 00:28:26,044
the truth, telling you that prospecting doesn't work.

804
00:28:26,044 --> 00:28:28,125
When I'm in company after company after company

805
00:28:28,125 --> 00:28:29,644
and so are these guys. When we see

806
00:28:29,644 --> 00:28:31,724
prospecting work, Jeff just told you a story

807
00:28:31,724 --> 00:28:33,325
how it works in his own company. So

808
00:28:33,325 --> 00:28:35,400
just be very careful who you listen to.

809
00:28:35,400 --> 00:28:36,920
And Mark Hunter says this, Mark. I mean,

810
00:28:36,920 --> 00:28:38,279
I I quote you all the time. It's

811
00:28:38,279 --> 00:28:40,059
in the first chapter of my new book.

812
00:28:40,359 --> 00:28:42,440
You can't take likes to the bank. And

813
00:28:42,440 --> 00:28:44,680
these morons who who think they're gonna help

814
00:28:44,680 --> 00:28:46,539
people write an articles every day on LinkedIn,

815
00:28:46,759 --> 00:28:49,099
when you criticize these very sensitive,

816
00:28:49,865 --> 00:28:52,184
weird, Nuvo experts and say, I'm not so

817
00:28:52,184 --> 00:28:53,945
sure you're telling people the right thing. They

818
00:28:53,945 --> 00:28:55,705
always point back to how many likes their

819
00:28:55,705 --> 00:28:57,945
articles get as if that's the credibility thing.

820
00:28:57,945 --> 00:28:59,144
Like, you can and, Mark, what do you

821
00:28:59,144 --> 00:29:01,305
always say? You can't take? You can't take

822
00:29:01,305 --> 00:29:04,045
clicks and likes to the bank. Period. Boom.

823
00:29:04,880 --> 00:29:06,399
Sorry. I I had to get that out

824
00:29:06,399 --> 00:29:08,559
because Jeb's story was just so on target.

825
00:29:08,559 --> 00:29:09,940
I I We are rainmakers

826
00:29:10,799 --> 00:29:12,720
not sitting around waiting for a rain barrel.

827
00:29:12,720 --> 00:29:14,960
I I just drafted a simple agenda. I

828
00:29:14,960 --> 00:29:17,220
thought it was gonna be a rousing conversation,

829
00:29:17,440 --> 00:29:19,634
and I have, no idea what kind of

830
00:29:19,634 --> 00:29:21,095
hell I've just unleashed,

831
00:29:21,474 --> 00:29:22,855
on the VSK 2019.

832
00:29:23,634 --> 00:29:25,474
But it will be entertaining for all of

833
00:29:25,474 --> 00:29:26,615
you here. I'm certain.

834
00:29:26,914 --> 00:29:29,315
Oh, it's believe me. It's it it's lighting

835
00:29:29,315 --> 00:29:30,695
up social media.

836
00:29:33,590 --> 00:29:35,609
I think that there's a a a method

837
00:29:35,990 --> 00:29:38,490
that something like outreach enables.

838
00:29:38,789 --> 00:29:39,769
And for me,

839
00:29:40,309 --> 00:29:41,590
I I did a demo with them, and

840
00:29:41,590 --> 00:29:42,250
I wrote

841
00:29:42,789 --> 00:29:44,650
a a blog post about

842
00:29:44,950 --> 00:29:47,404
their their picture. I actually used a picture

843
00:29:47,404 --> 00:29:48,865
of their their sequence

844
00:29:49,164 --> 00:29:51,744
that Outreach actually uses. So talk about people

845
00:29:52,365 --> 00:29:54,605
believing what they believe. They actually use their

846
00:29:54,605 --> 00:29:55,825
own product prospect.

847
00:29:56,445 --> 00:29:58,045
And when they pulled the screen up, I

848
00:29:58,045 --> 00:29:59,724
said, whose whose account is that? And they

849
00:29:59,724 --> 00:30:01,744
said, that's our account. And I'm like, oh,

850
00:30:01,940 --> 00:30:03,400
okay. It had 20,000

851
00:30:03,779 --> 00:30:05,000
companies in a campaign.

852
00:30:06,019 --> 00:30:08,339
18,000 of them had already gone through the

853
00:30:08,339 --> 00:30:10,839
campaign, and it resulted in something like 45100

854
00:30:11,140 --> 00:30:12,039
two way conversations.

855
00:30:12,660 --> 00:30:15,079
But the first line was an email.

856
00:30:15,424 --> 00:30:18,065
And I and the email garnered something like,

857
00:30:18,065 --> 00:30:19,044
out of 18,000

858
00:30:20,065 --> 00:30:22,784
emails that were sent, maybe 45 had two

859
00:30:22,784 --> 00:30:23,765
way communication.

860
00:30:24,384 --> 00:30:26,164
So it was a very, very small number.

861
00:30:26,625 --> 00:30:28,484
But then they made a phone call next,

862
00:30:28,779 --> 00:30:29,599
and 1500

863
00:30:29,980 --> 00:30:32,539
people had two way communication on the the

864
00:30:32,539 --> 00:30:34,779
the phone. And the first question I asked

865
00:30:34,779 --> 00:30:36,460
was, why didn't you just start with a

866
00:30:36,460 --> 00:30:38,619
phone call? I mean, it did so much

867
00:30:38,619 --> 00:30:40,240
better as a first Volley.

868
00:30:41,019 --> 00:30:43,420
And and the person giving me the demo

869
00:30:43,420 --> 00:30:45,365
said, I don't know. We just always start

870
00:30:45,365 --> 00:30:47,204
with an email. And and I think it's

871
00:30:47,204 --> 00:30:48,404
kind of the world that we live in

872
00:30:48,404 --> 00:30:50,744
right now that people think email is prospecting,

873
00:30:51,284 --> 00:30:53,444
and they think that they're email prospecting. And

874
00:30:53,444 --> 00:30:56,005
now we've got all of Silicon Valley who's

875
00:30:56,005 --> 00:30:59,359
decided that we can automate prospecting by sending

876
00:30:59,359 --> 00:31:00,179
people emails.

877
00:31:00,720 --> 00:31:03,380
And on one email I got last year,

878
00:31:04,400 --> 00:31:06,640
somebody said, I believe I can help your

879
00:31:06,640 --> 00:31:08,640
business. Click on these links to see what

880
00:31:08,640 --> 00:31:10,640
we do to help companies like yours. I

881
00:31:10,640 --> 00:31:11,460
didn't reply.

882
00:31:12,285 --> 00:31:13,965
A couple weeks later, I got another email,

883
00:31:13,965 --> 00:31:16,225
and it had the first email pasted in

884
00:31:16,445 --> 00:31:18,045
behind it to say, just wanna make sure

885
00:31:18,045 --> 00:31:19,265
you didn't miss this.

886
00:31:19,725 --> 00:31:22,125
And, I did miss it. I intentionally missed

887
00:31:22,125 --> 00:31:23,805
it, so I missed it again by hitting

888
00:31:23,805 --> 00:31:24,305
delete.

889
00:31:24,679 --> 00:31:26,380
And then I got the third one

890
00:31:26,759 --> 00:31:28,440
that said, you know, this is really important

891
00:31:28,440 --> 00:31:29,720
and blah blah blah, and I hope you

892
00:31:29,720 --> 00:31:31,419
go back and read these other two emails.

893
00:31:31,799 --> 00:31:33,419
And I replied back and said,

894
00:31:34,279 --> 00:31:36,119
you should read my friend, Jeb Blunt's book,

895
00:31:36,119 --> 00:31:38,599
Fanatical Prospecting, because what you're doing isn't really

896
00:31:38,599 --> 00:31:40,734
working for you, and you might wanna take

897
00:31:40,734 --> 00:31:41,794
another approach.

898
00:31:42,174 --> 00:31:43,615
And I got an email back from the

899
00:31:43,615 --> 00:31:45,534
salesperson that said, I didn't even send you

900
00:31:45,534 --> 00:31:47,855
any emails. That all came from our chief

901
00:31:47,855 --> 00:31:48,835
marketing officer,

902
00:31:49,294 --> 00:31:50,894
and I had no idea who you were

903
00:31:50,894 --> 00:31:52,194
until I got your email.

904
00:31:52,679 --> 00:31:55,000
And and that's that's what people actually think

905
00:31:55,000 --> 00:31:56,839
prospecting is. That's what we're up against in

906
00:31:56,839 --> 00:31:59,480
this conversation is that it doesn't require any

907
00:31:59,480 --> 00:32:00,379
human effort.

908
00:32:00,839 --> 00:32:02,279
You can just be a rain barrel and

909
00:32:02,279 --> 00:32:03,960
wait until somebody clicks on one of those

910
00:32:03,960 --> 00:32:05,555
links. And then if I would have clicked

911
00:32:05,555 --> 00:32:06,914
on the link, they would have said I'm

912
00:32:06,914 --> 00:32:07,654
an interested

913
00:32:08,035 --> 00:32:09,255
lead of some kind.

914
00:32:09,795 --> 00:32:11,634
But I think that you start with the

915
00:32:11,634 --> 00:32:14,035
phone because the phone gives me a chance

916
00:32:14,035 --> 00:32:15,414
to ask for a meeting.

917
00:32:15,795 --> 00:32:17,875
And then if you say, I didn't hear

918
00:32:17,875 --> 00:32:19,795
enough value in trade for what you asked

919
00:32:19,795 --> 00:32:21,240
me for, I get a chance to have

920
00:32:21,240 --> 00:32:22,840
another run at it. When I send an

921
00:32:22,840 --> 00:32:25,080
email, you're not even there to be involved

922
00:32:25,080 --> 00:32:26,840
in the conversation at all. So I think

923
00:32:26,840 --> 00:32:28,539
that the email comes first,

924
00:32:28,840 --> 00:32:30,920
and you leave a voice mail, and you

925
00:32:30,920 --> 00:32:32,759
don't tell anybody to call you back because

926
00:32:32,759 --> 00:32:34,200
they're not calling you back, but you leave

927
00:32:34,200 --> 00:32:36,244
your phone number. You say, I followed it

928
00:32:36,244 --> 00:32:37,765
up with an email, and then I'm gonna

929
00:32:37,765 --> 00:32:39,204
try to reach out to you again next

930
00:32:39,204 --> 00:32:39,704
week.

931
00:32:40,164 --> 00:32:41,605
And you do that a number of weeks

932
00:32:41,605 --> 00:32:43,365
in a row, and and you don't try

933
00:32:43,365 --> 00:32:45,444
to automate this, and you don't expect anybody

934
00:32:45,444 --> 00:32:46,724
to pick up the phone and call you

935
00:32:46,724 --> 00:32:48,819
back because you're trying to get them to

936
00:32:48,819 --> 00:32:50,659
give you their business. They're not trying to

937
00:32:50,659 --> 00:32:53,059
hire you. So it's incumbent upon you. And

938
00:32:53,059 --> 00:32:54,980
if you decide, well, I sent this and

939
00:32:54,980 --> 00:32:56,419
if they wanna talk to me, I'll wait

940
00:32:56,419 --> 00:32:58,659
for them to call back. There's no waiting

941
00:32:58,659 --> 00:32:59,400
in sales.

942
00:32:59,804 --> 00:33:02,044
There's no waiting. So for me, I think

943
00:33:02,044 --> 00:33:03,504
it's phone first.

944
00:33:03,884 --> 00:33:05,325
You can follow it up with voicemail and

945
00:33:05,325 --> 00:33:07,004
email. You do that a few weeks in

946
00:33:07,004 --> 00:33:08,284
a row, and then after that, you can

947
00:33:08,284 --> 00:33:10,044
start going to LinkedIn, and you can start

948
00:33:10,044 --> 00:33:12,460
trying to nurture the relationship. So I wanted

949
00:33:12,460 --> 00:33:14,220
to say one thing about the myths. The

950
00:33:14,220 --> 00:33:17,340
myth is that social is for selling, and

951
00:33:17,340 --> 00:33:19,259
social is for nurturing. It's above the funnel.

952
00:33:19,259 --> 00:33:20,620
It does a lot to shape, but you're

953
00:33:20,620 --> 00:33:22,860
not asking for anybody. You're not asking anybody

954
00:33:22,860 --> 00:33:24,539
for anything when you're on social. It doesn't

955
00:33:24,539 --> 00:33:26,434
work that way. So I'm gonna go to,

956
00:33:26,914 --> 00:33:28,434
I guess I'm going to Mark first because

957
00:33:28,434 --> 00:33:30,855
he can't he can't restrain himself. I

958
00:33:31,634 --> 00:33:33,315
I put the comment out in a blog

959
00:33:33,315 --> 00:33:35,154
post the other day that I said social

960
00:33:35,154 --> 00:33:37,714
selling is neither. It's neither social. It's neither

961
00:33:37,714 --> 00:33:40,289
selling. And it believe me, it it lit

962
00:33:40,289 --> 00:33:40,789
up

963
00:33:41,809 --> 00:33:44,849
unbelievably. But he here's this whole thing. People

964
00:33:44,849 --> 00:33:47,170
have to understand, it is the telephone. The

965
00:33:47,170 --> 00:33:48,769
telephone and those who are sitting there saying

966
00:33:48,769 --> 00:33:50,849
the telephone doesn't work are the people who

967
00:33:50,849 --> 00:33:53,349
are afraid. I gotta share a quick story.

968
00:33:53,414 --> 00:33:55,095
I had a gentleman who called me, insurance

969
00:33:55,095 --> 00:33:56,695
agent. He's been in my coaching program for

970
00:33:56,695 --> 00:33:58,375
a long time. His son, 21 year old

971
00:33:58,375 --> 00:33:59,994
son, coming into the business.

972
00:34:00,295 --> 00:34:02,055
He says, I gotta teach him how to

973
00:34:02,055 --> 00:34:03,515
sell insurance over the phone.

974
00:34:03,815 --> 00:34:06,075
Kid was absolutely afraid. Absolutely afraid.

975
00:34:06,539 --> 00:34:09,119
Just got done coaching him. We were doing

976
00:34:09,340 --> 00:34:10,400
an hour a week

977
00:34:10,780 --> 00:34:12,460
and and just got done with him. And

978
00:34:12,460 --> 00:34:15,199
the kid is crushing it on the telephone.

979
00:34:15,500 --> 00:34:16,640
Don't tell me

980
00:34:17,260 --> 00:34:18,000
that you

981
00:34:18,554 --> 00:34:20,714
can't make phone calls. This is a 21

982
00:34:20,714 --> 00:34:23,054
year old kid going to college part time,

983
00:34:23,835 --> 00:34:26,414
crushing it on the telephone, selling insurance.

984
00:34:26,954 --> 00:34:28,494
Give me a break, people.

985
00:34:29,355 --> 00:34:31,594
Jeb Blunt. We're going, from left to right

986
00:34:31,594 --> 00:34:32,414
on my screen.

987
00:34:33,380 --> 00:34:34,900
I I hear people tell you the phone

988
00:34:34,900 --> 00:34:36,119
doesn't work. And, typically,

989
00:34:36,900 --> 00:34:39,140
my response is nobody answers a phone that

990
00:34:39,140 --> 00:34:40,739
doesn't ring. And then they say, well, nobody

991
00:34:40,739 --> 00:34:43,539
wants to be called. Right? Nobody nobody wants

992
00:34:43,539 --> 00:34:44,775
to take a phone call from a call

993
00:34:44,775 --> 00:34:46,775
person. That is the one of the arguments

994
00:34:46,775 --> 00:34:48,775
from one of the Sherylton who says he's

995
00:34:48,775 --> 00:34:51,894
an international best selling author, and nobody's read

996
00:34:51,894 --> 00:34:53,815
the son of a bitch's book. Excuse my

997
00:34:53,815 --> 00:34:55,894
language. We're we're giving you a pass. We're

998
00:34:55,894 --> 00:34:57,654
giving you it's a it's mostly a family

999
00:34:57,654 --> 00:34:59,340
friendly show, but in this, the point that

1000
00:34:59,340 --> 00:35:00,860
you're making, I think, you know We're emotional.

1001
00:35:00,860 --> 00:35:01,599
We're emotional.

1002
00:35:02,220 --> 00:35:02,720
So

1003
00:35:03,420 --> 00:35:05,260
so then so then it people say, well,

1004
00:35:05,260 --> 00:35:06,780
nobody wants to get a call from a

1005
00:35:06,780 --> 00:35:08,860
salesperson. And I say, well, no shit, Sherlock.

1006
00:35:08,860 --> 00:35:10,059
Nobody wants to get a call from a

1007
00:35:10,059 --> 00:35:11,739
salesperson. If people wanted to get a call

1008
00:35:11,739 --> 00:35:13,579
from salespeople, there wouldn't be salespeople. They would

1009
00:35:13,579 --> 00:35:15,324
all be calling you, but they're not calling

1010
00:35:15,324 --> 00:35:17,324
you. But the reason we have rainmakers is

1011
00:35:17,324 --> 00:35:19,664
they're interrupting people that don't wanna be interrupted

1012
00:35:19,724 --> 00:35:21,485
because you don't wanna be interrupted and I

1013
00:35:21,485 --> 00:35:23,724
don't wanna be interrupted. That's tough. So you

1014
00:35:23,724 --> 00:35:25,664
gotta have a good message when you call.

1015
00:35:25,805 --> 00:35:27,644
Now the this this idea that the phone

1016
00:35:27,644 --> 00:35:29,250
doesn't work, I'm gonna give you a a

1017
00:35:29,250 --> 00:35:30,070
case study

1018
00:35:30,530 --> 00:35:32,789
real case study out of our playbook.

1019
00:35:33,570 --> 00:35:35,489
And this, by the way, happened 2 weeks

1020
00:35:35,489 --> 00:35:35,989
ago.

1021
00:35:36,289 --> 00:35:38,289
1 of my trainers walked into a room

1022
00:35:38,289 --> 00:35:39,269
full of 90

1023
00:35:40,050 --> 00:35:42,690
US army recruiters. So there's 90 recruiters in

1024
00:35:42,690 --> 00:35:45,905
the room. These guys are calling 17 18

1025
00:35:45,905 --> 00:35:48,065
year olds. Okay? So the the generation that

1026
00:35:48,065 --> 00:35:48,965
are the native,

1027
00:35:49,664 --> 00:35:52,085
you know, tech people who none of them

1028
00:35:52,545 --> 00:35:54,224
would ever take a phone call. This is

1029
00:35:54,224 --> 00:35:56,305
the myth. Right? And we walked in and

1030
00:35:56,305 --> 00:35:58,704
my recruiter or my my trainers gives an

1031
00:35:58,704 --> 00:36:00,679
order. You have 15 minutes to make 15

1032
00:36:00,679 --> 00:36:02,599
dials and set one appointment. And, of course,

1033
00:36:02,599 --> 00:36:03,579
they start grousing.

1034
00:36:03,880 --> 00:36:06,299
Why are we calling? Nobody answers the phone.

1035
00:36:06,359 --> 00:36:08,039
They're you know, this is stupid. Well, why

1036
00:36:08,039 --> 00:36:09,719
don't we send some text messages, hang out

1037
00:36:09,719 --> 00:36:11,639
on Facebook? And the reason why we're there

1038
00:36:11,639 --> 00:36:13,719
is because all these soldiers, these recruiters, are

1039
00:36:13,719 --> 00:36:14,780
hanging out on Facebook.

1040
00:36:15,234 --> 00:36:17,074
So my trainer gives the order one more

1041
00:36:17,074 --> 00:36:19,974
time. 15 minutes, 15 dials, one appointment, go.

1042
00:36:20,675 --> 00:36:22,934
15 minutes later, this battalion

1043
00:36:23,315 --> 00:36:24,855
of military recruiters

1044
00:36:25,315 --> 00:36:28,275
had set more appointments in 15 minutes than

1045
00:36:28,275 --> 00:36:30,530
they had in the previous 3 weeks on

1046
00:36:30,530 --> 00:36:31,190
the telephone.

1047
00:36:31,809 --> 00:36:33,409
And we have them on film. Like, we

1048
00:36:33,409 --> 00:36:35,170
we we my my camera guys are there

1049
00:36:35,170 --> 00:36:37,010
taking a picture of them, and they're all

1050
00:36:37,010 --> 00:36:38,469
just they can't believe

1051
00:36:38,769 --> 00:36:41,170
that when they call people, they actually answer.

1052
00:36:41,170 --> 00:36:43,570
But the thing is this phone right here,

1053
00:36:43,570 --> 00:36:44,414
one more call,

1054
00:36:45,535 --> 00:36:47,375
is with you all the time. It is

1055
00:36:47,375 --> 00:36:49,855
hanging on these 17 year old's hips. They

1056
00:36:49,855 --> 00:36:51,375
sleep with their phones. I know my kids

1057
00:36:51,375 --> 00:36:53,375
sleeps with this phone. So the phone is

1058
00:36:53,375 --> 00:36:55,614
attached to people. So more people are answering

1059
00:36:55,614 --> 00:36:56,974
the phone than ever before. And, oh, by

1060
00:36:56,974 --> 00:36:58,735
the way, people are sending emails. And I'll

1061
00:36:58,735 --> 00:37:00,789
give you one more example, Anthony, from from

1062
00:37:00,789 --> 00:37:02,389
what you said. We have one of our

1063
00:37:02,389 --> 00:37:04,170
software clients, a little SaaS company,

1064
00:37:04,469 --> 00:37:06,949
and they were going after new accounts. And

1065
00:37:06,949 --> 00:37:09,449
they were pulling these lists off of ZoomInfo,

1066
00:37:09,829 --> 00:37:11,829
and they were doing email campaigns to them.

1067
00:37:11,829 --> 00:37:13,065
And it was the same thing you saw.

1068
00:37:13,065 --> 00:37:14,585
Like, they were getting no return. In fact,

1069
00:37:14,585 --> 00:37:16,105
they were sending, like, 8 emails in a

1070
00:37:16,105 --> 00:37:18,264
row and nothing was happening. And I just

1071
00:37:18,264 --> 00:37:20,425
asked the question, why aren't you just picking

1072
00:37:20,425 --> 00:37:22,344
up the phone and calling them? Why don't

1073
00:37:22,344 --> 00:37:23,864
we just call? And they said, well, we

1074
00:37:23,864 --> 00:37:25,944
need to warm them up. Well, after 8

1075
00:37:25,944 --> 00:37:27,545
emails, you've just pissed them off. I mean,

1076
00:37:27,545 --> 00:37:29,250
they're they're not gonna talk to you anyway

1077
00:37:29,250 --> 00:37:31,429
because you've, you know, you've just you've you've

1078
00:37:31,489 --> 00:37:32,309
spammed them.

1079
00:37:32,610 --> 00:37:34,530
So we took a different tact. We got

1080
00:37:34,530 --> 00:37:36,130
them all together, did the same thing. We

1081
00:37:36,130 --> 00:37:38,369
took 30 minutes, and we made 30 outbound

1082
00:37:38,369 --> 00:37:40,390
dials just as fast as we possibly could.

1083
00:37:40,530 --> 00:37:42,849
And they were amazed at how many people

1084
00:37:42,849 --> 00:37:44,505
they talked to, and they had a two

1085
00:37:44,505 --> 00:37:46,585
way conversation with. And the thing is is

1086
00:37:46,585 --> 00:37:48,984
the phone is it's so easy. You pick

1087
00:37:48,984 --> 00:37:50,505
up the phone. There's a person on the

1088
00:37:50,505 --> 00:37:52,585
other end. You say hello, and now you're

1089
00:37:52,585 --> 00:37:54,505
talking to a human. And the last time

1090
00:37:54,505 --> 00:37:57,065
I checked, sales is human to human. It's

1091
00:37:57,065 --> 00:37:59,940
people helping other people, and you can't do

1092
00:37:59,940 --> 00:38:01,699
that via email, and you certainly can't do

1093
00:38:01,699 --> 00:38:03,859
that on social media. And I don't wanna

1094
00:38:03,859 --> 00:38:05,780
say that there's anything wrong with social media.

1095
00:38:05,780 --> 00:38:07,859
I think LinkedIn is one of those tools

1096
00:38:07,859 --> 00:38:10,099
that is, you know, the car, the phone,

1097
00:38:10,099 --> 00:38:12,420
the Internet, Google, LinkedIn. I think it all

1098
00:38:12,420 --> 00:38:13,719
fits together, CRMs.

1099
00:38:14,704 --> 00:38:16,545
But for someone to tell you that the

1100
00:38:16,545 --> 00:38:19,265
phone doesn't work, they're lying to you. They're

1101
00:38:19,265 --> 00:38:21,025
lying to you because it makes them feel

1102
00:38:21,025 --> 00:38:23,105
uncomfortable, and they're a bunch of losers who

1103
00:38:23,105 --> 00:38:25,505
are unwilling to pick up the phone, interrupt

1104
00:38:25,505 --> 00:38:27,045
people, and make it rain.

1105
00:38:27,789 --> 00:38:30,989
I just, trademarked 2 more calls. I I'm

1106
00:38:30,989 --> 00:38:32,829
I'm gonna be even more aggressive than Jab.

1107
00:38:32,829 --> 00:38:34,190
I mean, one more call is good, but

1108
00:38:34,190 --> 00:38:36,190
2 more calls is even better. I just

1109
00:38:36,190 --> 00:38:37,489
trademarked 3 more calls.

1110
00:38:38,190 --> 00:38:39,630
Hey. Let me can I talk about voice

1111
00:38:39,630 --> 00:38:40,609
mail real quick?

1112
00:38:41,375 --> 00:38:42,655
I I just wanna I wanna pick up

1113
00:38:42,655 --> 00:38:44,014
on where Jeff was going and what you

1114
00:38:44,014 --> 00:38:44,835
guys started.

1115
00:38:45,614 --> 00:38:48,355
Anyone who really prospects a lot knows this.

1116
00:38:48,974 --> 00:38:51,954
You can be building a relationship with someone

1117
00:38:52,014 --> 00:38:54,275
who has not yet returned your call.

1118
00:38:55,019 --> 00:38:57,260
We earn a callback or we earn the

1119
00:38:57,260 --> 00:38:58,400
meeting with perseverance

1120
00:38:59,099 --> 00:38:59,840
and creativity.

1121
00:39:00,380 --> 00:39:02,380
Right? And if you gotta keep dripping and

1122
00:39:02,380 --> 00:39:04,300
dripping and dripping, and if you have good

1123
00:39:04,300 --> 00:39:06,699
voice tone and you drip little value nuggets

1124
00:39:06,699 --> 00:39:09,385
on somebody, right, good things happen. And we

1125
00:39:09,385 --> 00:39:10,684
all have experienced this.

1126
00:39:10,984 --> 00:39:12,924
You leave someone 4 or 5 good messages,

1127
00:39:12,984 --> 00:39:14,984
very often they actually will call you back.

1128
00:39:14,984 --> 00:39:16,505
And you know how they start the the

1129
00:39:16,505 --> 00:39:17,704
the phone call when they get back with

1130
00:39:17,704 --> 00:39:18,924
you? What do they say?

1131
00:39:19,224 --> 00:39:20,045
I'm sorry.

1132
00:39:20,369 --> 00:39:21,730
I'm sorry it took me so long to

1133
00:39:21,730 --> 00:39:23,829
respond. Thank you for your persistence.

1134
00:39:24,210 --> 00:39:25,650
And then who's got the leverage in that

1135
00:39:25,650 --> 00:39:27,969
conversation? Right? When you're good at this, it

1136
00:39:27,969 --> 00:39:29,809
works. But you have to put in the

1137
00:39:29,809 --> 00:39:32,049
effort. You have to sharpen your messaging. You

1138
00:39:32,049 --> 00:39:33,650
have to be creative, and you gotta stick

1139
00:39:33,650 --> 00:39:36,625
with it. You earn the appointment by perseverance.

1140
00:39:37,164 --> 00:39:38,925
Okay. Don't leave because we're going to our

1141
00:39:38,925 --> 00:39:41,184
final question here. What is your very,

1142
00:39:41,565 --> 00:39:44,224
very best single piece of advice

1143
00:39:44,605 --> 00:39:47,585
for making 2019 your best sales year ever?

1144
00:39:49,409 --> 00:39:51,989
Me? I'm limit I'm limiting you to 1.

1145
00:39:52,130 --> 00:39:53,109
Your best advice.

1146
00:39:53,730 --> 00:39:55,109
Can I split it in 2?

1147
00:39:56,130 --> 00:39:57,489
I don't I don't know that I can

1148
00:39:57,489 --> 00:39:59,889
stop you. So yes. I'll be really brief.

1149
00:39:59,889 --> 00:40:00,949
It's 2 things.

1150
00:40:02,614 --> 00:40:05,894
More strategic targeting and more time put against

1151
00:40:05,894 --> 00:40:07,195
those strategic targets.

1152
00:40:07,815 --> 00:40:09,414
Everyone wants to talk about all the crazy

1153
00:40:09,414 --> 00:40:11,574
nebulous and, you know, sales nerdy stuff. The

1154
00:40:11,574 --> 00:40:13,494
clients that I have that have transformed their

1155
00:40:13,494 --> 00:40:16,760
results, the people are laser focused on a

1156
00:40:16,760 --> 00:40:19,160
strategic finite list of accounts. They could be

1157
00:40:19,160 --> 00:40:21,960
prospects or they could be growable customers. There's

1158
00:40:21,960 --> 00:40:23,880
a whole lot of people managing territories or

1159
00:40:23,880 --> 00:40:25,880
books of business. They they're just doing the

1160
00:40:25,880 --> 00:40:27,559
milk run and they babysit and they over

1161
00:40:27,559 --> 00:40:29,875
serve. If you manage existing accounts, you gotta

1162
00:40:29,875 --> 00:40:31,875
decide which of those are growable and spend

1163
00:40:31,875 --> 00:40:33,954
more time working those. Stop bringing donuts to

1164
00:40:33,954 --> 00:40:35,875
your friends and go call on the hard

1165
00:40:35,875 --> 00:40:38,514
customers or the non customers. That's part 1.

1166
00:40:38,514 --> 00:40:40,934
And part 2 is take back your calendar

1167
00:40:41,260 --> 00:40:43,180
and stop starting every day in your inbox

1168
00:40:43,180 --> 00:40:45,579
and look into big, good corporate citizen stuff

1169
00:40:45,579 --> 00:40:48,460
and decorate for parties. Spend time selling. Make

1170
00:40:48,460 --> 00:40:50,380
a list and spend more time selling. You'll

1171
00:40:50,380 --> 00:40:51,440
have a great year.

1172
00:40:51,900 --> 00:40:53,660
You gotta get out of decorating for the

1173
00:40:53,660 --> 00:40:54,160
holidays.

1174
00:40:54,460 --> 00:40:56,239
That's best stuff. Jeb Blunt.

1175
00:40:58,295 --> 00:41:00,855
In in this book, Objections is right next

1176
00:41:00,855 --> 00:41:01,894
to me. By the way, this is coming

1177
00:41:01,894 --> 00:41:02,714
out of audio,

1178
00:41:03,335 --> 00:41:05,094
in a couple of weeks. So you wanna

1179
00:41:05,094 --> 00:41:07,174
check Audible and pick up this book. That

1180
00:41:07,174 --> 00:41:09,194
was a gratuitous book plug, Anthony.

1181
00:41:10,519 --> 00:41:12,219
That's my one tip. Read objections.

1182
00:41:13,319 --> 00:41:13,819
So,

1183
00:41:15,000 --> 00:41:16,359
in this book, I I tell the story

1184
00:41:16,359 --> 00:41:17,719
at the very beginning of the book about

1185
00:41:17,719 --> 00:41:19,719
a guy named Richard. This guy called me

1186
00:41:19,719 --> 00:41:20,219
71

1187
00:41:20,519 --> 00:41:21,019
times.

1188
00:41:21,719 --> 00:41:23,559
71 times. Now he left a lot of

1189
00:41:23,559 --> 00:41:24,780
those were voice mail messages.

1190
00:41:25,284 --> 00:41:27,925
He sent me a dozen emails. He talked

1191
00:41:27,925 --> 00:41:30,164
to everybody in my company. He stalked me

1192
00:41:30,164 --> 00:41:30,905
on LinkedIn,

1193
00:41:31,605 --> 00:41:33,364
but he called and called and called and

1194
00:41:33,364 --> 00:41:35,525
called and called. I was sitting in my

1195
00:41:35,525 --> 00:41:36,025
office,

1196
00:41:36,485 --> 00:41:37,844
just I I had one of those rare

1197
00:41:37,844 --> 00:41:39,780
days where I was off the road, and

1198
00:41:39,780 --> 00:41:42,260
the phone rang. And I picked it up,

1199
00:41:42,260 --> 00:41:43,619
and it was this guy. And I I

1200
00:41:43,619 --> 00:41:46,260
recognized his voice. And, like, he'd been so

1201
00:41:46,260 --> 00:41:48,519
persistent that I couldn't say to him

1202
00:41:48,820 --> 00:41:50,840
no. Like, I couldn't I couldn't

1203
00:41:51,219 --> 00:41:53,300
not not have a conversation with him. So

1204
00:41:53,300 --> 00:41:55,345
I said, hey, Richard. I I got a

1205
00:41:55,345 --> 00:41:56,785
few minutes. Why don't you tell me what

1206
00:41:56,785 --> 00:41:59,585
you got? Seventy one calls. The call ended

1207
00:41:59,585 --> 00:42:01,585
with him having my credit card in his

1208
00:42:01,585 --> 00:42:02,885
hands, and,

1209
00:42:03,664 --> 00:42:04,144
and he,

1210
00:42:04,704 --> 00:42:06,465
he had my business and still has my

1211
00:42:06,465 --> 00:42:08,465
business. So my tip for you this year,

1212
00:42:08,465 --> 00:42:10,519
if you wanna make it rain, is be

1213
00:42:10,519 --> 00:42:11,019
persistent.

1214
00:42:11,559 --> 00:42:13,559
One call is not enough. One touch is

1215
00:42:13,559 --> 00:42:15,820
not enough. One email is not enough. One

1216
00:42:15,960 --> 00:42:18,039
knock is not enough. You have to be

1217
00:42:18,039 --> 00:42:20,440
persistent. You have to be relentless. And the

1218
00:42:20,440 --> 00:42:22,280
one thing that I can tell you is

1219
00:42:22,280 --> 00:42:23,960
that people who are at the top of

1220
00:42:23,960 --> 00:42:26,525
these companies who buy from you, they absolutely

1221
00:42:27,304 --> 00:42:29,644
they absolutely respect relentless

1222
00:42:30,105 --> 00:42:32,264
because they want people like you on their

1223
00:42:32,264 --> 00:42:34,264
sales team. And when you're relentless and you're

1224
00:42:34,264 --> 00:42:36,364
persistent, they will do business with you.

1225
00:42:37,144 --> 00:42:39,480
I'm, not gonna plug my book like Jeb

1226
00:42:39,480 --> 00:42:41,079
or anything like that. I'm just gonna pass

1227
00:42:41,079 --> 00:42:43,639
it over to Mark Hunter. That's all. Well,

1228
00:42:43,639 --> 00:42:45,719
I'm gonna say that book objections is probably

1229
00:42:45,719 --> 00:42:47,400
has one of the best forwards it's ever

1230
00:42:47,400 --> 00:42:49,079
been written, but that's a separate that's a

1231
00:42:49,079 --> 00:42:51,019
separate piece. Hey. Hey. Here's the whole thing.

1232
00:42:51,335 --> 00:42:53,014
Some of the best advice you're ever gonna

1233
00:42:53,014 --> 00:42:55,255
find is in your shower. Now, Anthony, you're

1234
00:42:55,255 --> 00:42:57,574
excluded from this, but it's on that bottle

1235
00:42:57,574 --> 00:42:58,394
of shampoo

1236
00:42:59,014 --> 00:43:00,954
where it says rinse and repeat.

1237
00:43:01,494 --> 00:43:03,335
Rinse. Rinse does not mean you put the

1238
00:43:03,335 --> 00:43:05,494
same shampoo. For the person who sends that

1239
00:43:05,494 --> 00:43:07,800
email, gee, let me send this email to

1240
00:43:07,800 --> 00:43:08,840
you again. Let me send it to you

1241
00:43:08,840 --> 00:43:10,840
again. It was a stupid email. Rinse. You

1242
00:43:10,840 --> 00:43:13,420
put new shampoo in your hair each time.

1243
00:43:13,559 --> 00:43:14,619
You you rinse,

1244
00:43:14,920 --> 00:43:15,660
new message,

1245
00:43:15,960 --> 00:43:16,700
new value.

1246
00:43:17,079 --> 00:43:17,579
Repeat.

1247
00:43:18,039 --> 00:43:18,539
Repeat.

1248
00:43:18,855 --> 00:43:19,355
Repeat.

1249
00:43:19,974 --> 00:43:20,795
The greatest

1250
00:43:21,255 --> 00:43:23,114
opportunity you're gonna ever gonna have

1251
00:43:23,494 --> 00:43:24,554
is to allow

1252
00:43:24,934 --> 00:43:27,894
people who aren't expecting you, aren't expecting your

1253
00:43:27,894 --> 00:43:28,394
call,

1254
00:43:28,695 --> 00:43:31,014
to help them see and achieve what they

1255
00:43:31,014 --> 00:43:32,394
did not think was possible.

1256
00:43:33,000 --> 00:43:35,500
That's what being a rainmaker is all about.

1257
00:43:35,960 --> 00:43:38,440
Because these people are not sitting there, oh,

1258
00:43:38,440 --> 00:43:40,039
well, gee, I need to go find this.

1259
00:43:40,039 --> 00:43:42,119
That's what a rain barrel is. We're helping

1260
00:43:42,119 --> 00:43:43,960
people see and achieve what they did not

1261
00:43:43,960 --> 00:43:46,599
think was possible. That doesn't that doesn't juice

1262
00:43:46,599 --> 00:43:48,485
you up. If that doesn't jazz you, I'm

1263
00:43:48,485 --> 00:43:50,244
sorry. You shouldn't be in sales. That's why

1264
00:43:50,244 --> 00:43:52,324
we're in sales, because it's about helping people.

1265
00:43:52,324 --> 00:43:53,385
I love it. Anthony.

1266
00:43:53,925 --> 00:43:55,945
Alright. My best piece of advice is

1267
00:43:56,244 --> 00:43:58,664
have something good enough to trade

1268
00:43:59,204 --> 00:44:00,804
for the time that you're asking when you're

1269
00:44:00,804 --> 00:44:02,885
making these cold outreach. So that means get

1270
00:44:02,885 --> 00:44:03,945
the business acumen,

1271
00:44:04,460 --> 00:44:05,679
get a deep understanding,

1272
00:44:06,219 --> 00:44:08,960
go in as a trusted adviser, as consultative.

1273
00:44:09,019 --> 00:44:11,019
And I just wanna continue to push on

1274
00:44:11,019 --> 00:44:12,719
this idea of consultative because,

1275
00:44:13,339 --> 00:44:15,980
again, you have the mythmakers out there telling

1276
00:44:15,980 --> 00:44:18,585
people that it means that you're not high

1277
00:44:18,585 --> 00:44:19,085
pressure,

1278
00:44:19,545 --> 00:44:21,945
you're not hard sell, you ask really good

1279
00:44:21,945 --> 00:44:23,644
questions. That's not what it means.

1280
00:44:23,945 --> 00:44:26,184
Consultative means you tell people how to better

1281
00:44:26,184 --> 00:44:28,184
run their business and produce better results than

1282
00:44:28,184 --> 00:44:30,265
they're producing now, and if you don't have

1283
00:44:30,265 --> 00:44:31,864
the opinion as to what they should be

1284
00:44:31,864 --> 00:44:34,519
doing and you haven't done your homework, then

1285
00:44:34,519 --> 00:44:36,119
it's harder for you to get that meeting.

1286
00:44:36,119 --> 00:44:37,559
So do the work to have the business

1287
00:44:37,559 --> 00:44:38,059
acumen.

1288
00:44:38,440 --> 00:44:39,880
Make sure you show up with something that

1289
00:44:39,880 --> 00:44:42,280
somebody would gladly trade 30 minutes to hear

1290
00:44:42,280 --> 00:44:44,519
from you. Okay. This is the end of

1291
00:44:44,519 --> 00:44:47,079
VSK 2019, but don't go anywhere because this

1292
00:44:47,079 --> 00:44:49,375
is the after show. But Let me start,

1293
00:44:49,615 --> 00:44:51,695
the after show by, again, saying thank you

1294
00:44:51,695 --> 00:44:52,195
to

1295
00:44:52,575 --> 00:44:53,075
outreach.io,

1296
00:44:53,855 --> 00:44:56,035
our sponsor here. If you're looking at sequences,

1297
00:44:56,095 --> 00:44:58,095
that's the place to go. If you need

1298
00:44:58,095 --> 00:44:59,635
something to drop into

1299
00:45:00,255 --> 00:45:00,755
outreach.io,

1300
00:45:01,454 --> 00:45:02,994
go to our sponsor, ZoomInfo.

1301
00:45:03,519 --> 00:45:05,360
If you want to accelerate the time it

1302
00:45:05,360 --> 00:45:06,880
takes you to reach people on the phone,

1303
00:45:06,880 --> 00:45:08,500
then you go to connect and sell.

1304
00:45:08,880 --> 00:45:11,119
And, Jeb, at some point, this will be

1305
00:45:11,119 --> 00:45:11,599
on,

1306
00:45:12,000 --> 00:45:14,180
some platform where people can watch a replay.

1307
00:45:14,239 --> 00:45:15,760
If you need to listen to what Jeb

1308
00:45:15,760 --> 00:45:17,280
described so that you know how to do

1309
00:45:17,280 --> 00:45:19,164
this and how it works, you just go

1310
00:45:19,164 --> 00:45:21,085
back over this ground here because it's gonna

1311
00:45:21,085 --> 00:45:24,844
accelerate your results, dramatically. So the sequences work

1312
00:45:24,844 --> 00:45:26,125
no matter what you use, but if you're

1313
00:45:26,125 --> 00:45:28,444
gonna do something with a piece of software,

1314
00:45:28,444 --> 00:45:29,824
it's outreach dot iozoominfoconnectandsell.

1315
00:45:32,260 --> 00:45:33,800
Okay. And this concludes

1316
00:45:34,260 --> 00:45:35,320
BSK 2019.

1317
00:45:35,940 --> 00:45:38,280
Stay tuned for the after show.

1318
00:45:45,315 --> 00:45:47,574
This is the after show. Welcome to VSK

1319
00:45:47,635 --> 00:45:48,135
2019

1320
00:45:48,514 --> 00:45:51,155
behind the scenes with Mark Hunter, Jeb Blunt,

1321
00:45:51,155 --> 00:45:52,054
and Mike Weinberg.

1322
00:45:52,355 --> 00:45:53,255
Here we go.

1323
00:45:53,795 --> 00:45:55,554
Okay. Now it's the after show. So now

1324
00:45:55,554 --> 00:45:56,775
it's a free for all.

1325
00:45:57,860 --> 00:46:00,179
Hey. This was the best VSK yet. I

1326
00:46:00,179 --> 00:46:01,960
mean, guys I mean, I'll tell you what,

1327
00:46:03,140 --> 00:46:03,640
terrific

1328
00:46:04,179 --> 00:46:05,400
commentary from everybody.

1329
00:46:06,099 --> 00:46:06,920
Loved it.

1330
00:46:07,219 --> 00:46:08,599
I I credit the agenda.

1331
00:46:09,875 --> 00:46:11,394
I give it all to you, all to

1332
00:46:11,394 --> 00:46:13,474
you. You know, we look up to you,

1333
00:46:13,474 --> 00:46:15,635
Anthony, because you you are AI. You are

1334
00:46:15,635 --> 00:46:18,835
artificial intelligence before there was artificial intelligence. When

1335
00:46:18,835 --> 00:46:21,315
you start with the prompt that says dispel

1336
00:46:21,315 --> 00:46:23,795
the myths about how opportunities are created, and

1337
00:46:23,795 --> 00:46:26,529
and Mike Weinberg's holding up his sales truth

1338
00:46:26,529 --> 00:46:27,429
book cover,

1339
00:46:28,130 --> 00:46:29,489
there at the end of this, which I

1340
00:46:29,489 --> 00:46:30,769
got to see. Can I just can I

1341
00:46:30,769 --> 00:46:32,210
hold it up one more time? Yeah. You

1342
00:46:32,210 --> 00:46:34,230
can hold that one more time. So Hey.

1343
00:46:34,369 --> 00:46:36,549
Debunk the myths in in the subtitle.

1344
00:46:36,929 --> 00:46:38,449
Yeah. And you know what's interesting? And I,

1345
00:46:38,849 --> 00:46:39,750
Jeb actually

1346
00:46:40,625 --> 00:46:43,264
was referring to the same international best selling

1347
00:46:43,264 --> 00:46:43,764
author

1348
00:46:44,304 --> 00:46:45,905
that I I have a whole page in

1349
00:46:45,905 --> 00:46:47,505
in in the book on that person and

1350
00:46:47,505 --> 00:46:49,605
and his quotes because it's so

1351
00:46:49,905 --> 00:46:50,405
disingenuous.

1352
00:46:51,424 --> 00:46:53,264
More people will read that page than read

1353
00:46:53,264 --> 00:46:55,710
his book. Yeah. You you're right. I mean,

1354
00:46:55,710 --> 00:46:56,690
it's just it's,

1355
00:46:57,469 --> 00:46:59,150
there should be some nervous people when that

1356
00:46:59,150 --> 00:47:00,829
book comes out because if you've been posting

1357
00:47:00,829 --> 00:47:03,230
stuff on LinkedIn that's not true, there's a

1358
00:47:03,230 --> 00:47:05,070
very good chance that I quoted you, and

1359
00:47:05,070 --> 00:47:07,675
we're gonna we're gonna expose the truth.

1360
00:47:08,534 --> 00:47:09,735
And then we're gonna give a lot of

1361
00:47:09,735 --> 00:47:12,454
practical ways that people are creating opportunities and

1362
00:47:12,454 --> 00:47:14,554
and becoming rainmakers and top producers.

1363
00:47:14,855 --> 00:47:17,574
Hey. You called out Kylie Jenner really, really

1364
00:47:17,574 --> 00:47:18,074
quickly.

1365
00:47:19,509 --> 00:47:21,589
I I called Kylie Jenner out because there's

1366
00:47:21,589 --> 00:47:24,089
a social selling expert who decided that

1367
00:47:24,549 --> 00:47:26,469
she was our role model for business to

1368
00:47:26,469 --> 00:47:27,449
business sales.

1369
00:47:28,150 --> 00:47:28,650
And,

1370
00:47:29,750 --> 00:47:31,750
the the post on LinkedIn actually said something

1371
00:47:31,750 --> 00:47:32,489
to the effect.

1372
00:47:33,074 --> 00:47:34,994
Do you do you still not believe that

1373
00:47:34,994 --> 00:47:37,974
social sales social selling produces real sales?

1374
00:47:38,275 --> 00:47:40,914
Kylie Jenner increased her net worth to 900

1375
00:47:40,914 --> 00:47:41,815
bill $900,000,000

1376
00:47:42,755 --> 00:47:43,974
using social channels.

1377
00:47:44,275 --> 00:47:46,195
You think she cold called her way to

1378
00:47:46,195 --> 00:47:47,094
that net worth?

1379
00:47:47,500 --> 00:47:48,780
And I'm and I literally I mean, I

1380
00:47:48,780 --> 00:47:50,079
want you to think of how

1381
00:47:50,460 --> 00:47:53,119
how lost someone must be to write that.

1382
00:47:53,660 --> 00:47:54,860
Like, are you are you gonna go to

1383
00:47:54,860 --> 00:47:57,500
your pharmaceutical client or your defense client or

1384
00:47:57,500 --> 00:47:59,760
your construction company client or your dealership

1385
00:48:00,059 --> 00:48:02,755
that sells heavy equipment or my consulting firm

1386
00:48:02,755 --> 00:48:04,695
and use her. I mean, she's the example.

1387
00:48:04,914 --> 00:48:06,695
Her posting selfies on Instagram

1388
00:48:07,155 --> 00:48:09,235
is is the model we're gonna preach if

1389
00:48:09,235 --> 00:48:12,034
I'm a digital sales transformation company and I'm

1390
00:48:12,034 --> 00:48:14,114
out telling people this is I'm I'm writing

1391
00:48:14,114 --> 00:48:15,989
articles telling people this is what you should

1392
00:48:15,989 --> 00:48:18,230
do. Are you freaking kidding me? They don't

1393
00:48:18,230 --> 00:48:19,769
even know what Instagram is.

1394
00:48:20,230 --> 00:48:21,590
I get to see all of those 3

1395
00:48:21,590 --> 00:48:23,349
of your Instagrams, so I can tell you

1396
00:48:23,349 --> 00:48:24,630
it's it's not like,

1397
00:48:25,429 --> 00:48:27,030
Kylie Jenner, who I don't know that I

1398
00:48:27,030 --> 00:48:28,869
would recognize if, she was in front of

1399
00:48:28,869 --> 00:48:29,505
me. So

1400
00:48:29,984 --> 00:48:31,585
crazy stuff. But let's let's look at the

1401
00:48:31,824 --> 00:48:32,804
here's the problem.

1402
00:48:33,184 --> 00:48:34,565
The problem is that

1403
00:48:35,025 --> 00:48:38,144
if you are a expert let's just say

1404
00:48:38,144 --> 00:48:40,224
you've had one sales job in your life.

1405
00:48:40,224 --> 00:48:41,585
You didn't do a very good job at

1406
00:48:41,585 --> 00:48:42,944
that. You decided it was hard, so you

1407
00:48:42,944 --> 00:48:44,489
decided that, hey, I'm a be an expert.

1408
00:48:44,650 --> 00:48:46,650
Look. It's really easy to look like Brad

1409
00:48:46,650 --> 00:48:48,409
Pitt when you're texting on the Internet in

1410
00:48:48,409 --> 00:48:51,130
your basement. Okay? It's really easy to, you

1411
00:48:51,130 --> 00:48:53,210
know, hop on, you know, hop on social

1412
00:48:53,210 --> 00:48:55,130
media, put up a bunch of memes, get

1413
00:48:55,130 --> 00:48:56,809
a bunch of likes, people like you, and

1414
00:48:56,809 --> 00:48:59,324
you can say, you know, I'm I'm an

1415
00:48:59,324 --> 00:49:00,925
expert. I'm you know, this is what I

1416
00:49:00,925 --> 00:49:03,405
do. And then you tell everybody that what

1417
00:49:03,405 --> 00:49:06,045
you're doing, posting stuff on LinkedIn, getting a

1418
00:49:06,045 --> 00:49:08,445
lot of attention, well, that's what salespeople should

1419
00:49:08,445 --> 00:49:10,525
do it because that's how you're you're you

1420
00:49:10,525 --> 00:49:12,510
see all the attention that you're getting.

1421
00:49:13,070 --> 00:49:15,489
And and and and I say this because

1422
00:49:15,710 --> 00:49:18,510
if you think about, you know, me or

1423
00:49:18,510 --> 00:49:20,050
Mark or Mike or Anthony,

1424
00:49:20,349 --> 00:49:22,909
you know, in our small niche of sales,

1425
00:49:22,909 --> 00:49:25,695
we're public figures. I've written 10 books. I

1426
00:49:25,695 --> 00:49:27,135
get paid to go stand in front of

1427
00:49:27,135 --> 00:49:28,515
audiences, give speeches,

1428
00:49:29,055 --> 00:49:31,875
and I post things online because it creates

1429
00:49:31,934 --> 00:49:33,235
this aura of

1430
00:49:33,535 --> 00:49:36,094
expertise and people see me and people follow

1431
00:49:36,094 --> 00:49:38,575
me. And I use that to draw people

1432
00:49:38,575 --> 00:49:41,489
in so that I can go sell more

1433
00:49:41,489 --> 00:49:42,150
of me.

1434
00:49:42,769 --> 00:49:44,530
But on the back end, what you don't

1435
00:49:44,530 --> 00:49:46,849
see is that I have 17 people in

1436
00:49:46,849 --> 00:49:47,510
my company.

1437
00:49:48,210 --> 00:49:51,010
About 70% of those people are trainers. And

1438
00:49:51,010 --> 00:49:53,329
I have a sales team who the the

1439
00:49:53,329 --> 00:49:54,230
the other 30%

1440
00:49:54,695 --> 00:49:56,855
who are on the phone, banging the phone,

1441
00:49:56,855 --> 00:49:58,775
reaching out, calling people so that we can

1442
00:49:58,775 --> 00:50:01,414
get those folks booked into companies and we

1443
00:50:01,414 --> 00:50:03,114
can sell stuff. And

1444
00:50:03,494 --> 00:50:06,375
for me as an author and a public

1445
00:50:06,375 --> 00:50:08,695
figure in in our space, in our small

1446
00:50:08,695 --> 00:50:09,195
space,

1447
00:50:09,960 --> 00:50:12,519
social media is is important because I use

1448
00:50:12,519 --> 00:50:14,859
it as an advertising, as a marketing medium,

1449
00:50:15,000 --> 00:50:16,679
not as a specific medium. But that's it,

1450
00:50:16,679 --> 00:50:20,039
Jeb. It's content marketing. You're doing content marketing.

1451
00:50:20,039 --> 00:50:21,239
But it but the thing is is that

1452
00:50:21,239 --> 00:50:23,204
we have to we have to understand that

1453
00:50:23,285 --> 00:50:25,844
just because I'm doing that doesn't mean that,

1454
00:50:25,844 --> 00:50:27,925
you know You're not doing other things. Right?

1455
00:50:28,085 --> 00:50:28,585
Industrial

1456
00:50:29,204 --> 00:50:32,005
parts for a company or selling software or

1457
00:50:32,005 --> 00:50:34,085
doing this or doing that, that that's gonna

1458
00:50:34,085 --> 00:50:35,925
work for them too because it's not. I

1459
00:50:35,925 --> 00:50:38,089
mean, you know, there's 1 or 2 people

1460
00:50:38,309 --> 00:50:39,989
here and there that have, you know, sort

1461
00:50:39,989 --> 00:50:42,170
of made a name for themselves online.

1462
00:50:42,869 --> 00:50:45,029
But even those people, it doesn't work very

1463
00:50:45,029 --> 00:50:46,549
long. I can think of one person in

1464
00:50:46,549 --> 00:50:47,049
particular,

1465
00:50:47,909 --> 00:50:49,750
who, you know, had a you know, made

1466
00:50:49,750 --> 00:50:52,494
a big splash as a social selling person

1467
00:50:52,555 --> 00:50:54,875
who can't even keep a job because that

1468
00:50:54,875 --> 00:50:56,715
doesn't work anymore. It doesn't work if you

1469
00:50:56,715 --> 00:50:57,934
can't produce something.

1470
00:50:58,394 --> 00:51:00,315
So when you hear people saying that, you

1471
00:51:00,315 --> 00:51:02,954
have to take it in context. Yes. For

1472
00:51:02,954 --> 00:51:05,035
that human being, they think, wow, this is

1473
00:51:05,035 --> 00:51:07,079
what everybody should be doing because I'm getting

1474
00:51:07,079 --> 00:51:08,140
all this attention.

1475
00:51:08,920 --> 00:51:11,340
But that's not the reality for most salespeople

1476
00:51:11,400 --> 00:51:12,680
nor is the reality, and I'd love to

1477
00:51:12,680 --> 00:51:14,760
hear your opinion on this, of telling salespeople

1478
00:51:14,760 --> 00:51:16,599
they need to be blogging more, they need

1479
00:51:16,599 --> 00:51:17,680
to be writing more, they need to be

1480
00:51:17,800 --> 00:51:20,804
know. More content. Because because, like, they don't

1481
00:51:20,804 --> 00:51:22,085
know how to do that. And and I

1482
00:51:22,085 --> 00:51:24,344
know that there are marketers and companies everywhere.

1483
00:51:24,484 --> 00:51:26,484
They're like they're rolling over their grave every

1484
00:51:26,484 --> 00:51:28,824
time someone puts out content that doesn't connect

1485
00:51:28,885 --> 00:51:29,784
with the brand.

1486
00:51:30,965 --> 00:51:34,025
Do you even see the two words

1487
00:51:34,440 --> 00:51:35,739
social and selling

1488
00:51:36,359 --> 00:51:38,219
anymore in your feed at all?

1489
00:51:39,079 --> 00:51:40,920
I I still see it I I still

1490
00:51:40,920 --> 00:51:42,839
see it pop up in LinkedIn posts and

1491
00:51:42,839 --> 00:51:45,239
so forth, and it drives me. There's there's

1492
00:51:45,239 --> 00:51:47,639
3 to 5 people that continue to to

1493
00:51:47,639 --> 00:51:49,260
use that that that terminology,

1494
00:51:49,894 --> 00:51:51,974
But there's not more than that. There there's

1495
00:51:51,974 --> 00:51:54,315
there's no more attention being paid to it.

1496
00:51:54,694 --> 00:51:56,135
But it's but but you know what the

1497
00:51:56,135 --> 00:51:58,694
new term is? Digital selling. They're they're calling

1498
00:51:58,694 --> 00:51:59,755
it digital selling,

1499
00:52:00,214 --> 00:52:02,534
and it's because social selling didn't work. So

1500
00:52:02,534 --> 00:52:05,480
now let's call it digital something. Hey. Let's

1501
00:52:05,539 --> 00:52:06,739
shift gears a little bit because this is

1502
00:52:06,739 --> 00:52:08,340
the after the show. Isn't this what outbound's

1503
00:52:08,340 --> 00:52:09,860
all about? I mean, the 4 of us

1504
00:52:09,860 --> 00:52:11,300
going at it. I mean, the 4 of

1505
00:52:11,300 --> 00:52:12,980
us I mean, you know, we we blocked

1506
00:52:12,980 --> 00:52:14,420
some time for us to have kind of

1507
00:52:14,420 --> 00:52:15,559
the battle of the titans,

1508
00:52:16,179 --> 00:52:18,534
and, wow, this is gonna be huge at

1509
00:52:18,534 --> 00:52:20,534
outbound. But let's I don't wanna I don't

1510
00:52:20,534 --> 00:52:22,635
wanna wipe I don't wanna tell people

1511
00:52:22,934 --> 00:52:23,994
that social

1512
00:52:24,614 --> 00:52:27,014
media is a bad thing because it's it's

1513
00:52:27,335 --> 00:52:29,675
it LinkedIn is a it's a tremendous

1514
00:52:29,974 --> 00:52:30,474
tool.

1515
00:52:30,869 --> 00:52:33,029
And it there's a lot of ways that

1516
00:52:33,029 --> 00:52:35,449
you can use LinkedIn to create familiarity,

1517
00:52:35,750 --> 00:52:37,989
to, connect with people, to watch what they're

1518
00:52:37,989 --> 00:52:39,210
doing, to look for signals,

1519
00:52:39,589 --> 00:52:42,389
but it's part of a greater system. The

1520
00:52:42,389 --> 00:52:44,230
problem for the social sellers is they tell

1521
00:52:44,230 --> 00:52:47,204
you only use this. Right. Don't use this.

1522
00:52:47,204 --> 00:52:48,565
And then and then when they're called out

1523
00:52:48,565 --> 00:52:49,844
on the carpet, they go, well, I didn't

1524
00:52:49,844 --> 00:52:51,684
say that using the telephone isn't a good

1525
00:52:51,684 --> 00:52:53,844
thing. You should use a telephone, but we

1526
00:52:53,844 --> 00:52:56,085
need to warm everything up. And that's what

1527
00:52:56,085 --> 00:52:57,764
the rain barrels are doing. They're waiting for

1528
00:52:57,764 --> 00:52:59,525
everything to get warmed up. So there's the

1529
00:52:59,525 --> 00:53:01,605
perfect time when the person comes to them.

1530
00:53:01,605 --> 00:53:03,420
So I I wanna be clear that the

1531
00:53:03,420 --> 00:53:05,659
4 of us are not telling you that

1532
00:53:05,659 --> 00:53:08,239
that digital tools are not a good thing.

1533
00:53:08,460 --> 00:53:10,699
They're brilliant. They can make life so much

1534
00:53:10,699 --> 00:53:11,199
easier.

1535
00:53:11,659 --> 00:53:13,039
But you as the rainmaker,

1536
00:53:13,340 --> 00:53:15,099
you have to do the outreach. You have

1537
00:53:15,099 --> 00:53:15,920
to be outbound.

1538
00:53:16,425 --> 00:53:17,864
You have to go out and build your

1539
00:53:17,864 --> 00:53:19,164
pipeline. In fact in

1540
00:53:19,545 --> 00:53:22,184
fact, great transition. That's what outbound is about.

1541
00:53:22,184 --> 00:53:23,704
Right. And, Jeff, you, Jeff, you say this

1542
00:53:23,704 --> 00:53:24,364
all the time.

1543
00:53:24,824 --> 00:53:26,045
Every appropriate,

1544
00:53:26,505 --> 00:53:28,824
ethical, effective means necessary. You're the one that

1545
00:53:28,824 --> 00:53:31,000
always throws smoke signals in there. Right? But

1546
00:53:31,000 --> 00:53:33,099
let let's let's let's be clear about

1547
00:53:33,559 --> 00:53:35,160
the way that the argument has been made

1548
00:53:35,160 --> 00:53:38,039
because none of us have ever said anything

1549
00:53:38,039 --> 00:53:39,019
except omnichannel.

1550
00:53:39,640 --> 00:53:42,760
Every every single medium available to you, everything

1551
00:53:42,760 --> 00:53:44,780
that you can possibly do, you do it.

1552
00:53:45,054 --> 00:53:46,894
But the the people who have decided that

1553
00:53:46,894 --> 00:53:48,355
social selling is a thing

1554
00:53:48,894 --> 00:53:51,614
have have been very, very clear that the

1555
00:53:51,614 --> 00:53:53,775
phone is not one of those choices. So

1556
00:53:53,775 --> 00:53:56,094
you can never make cold outreach. You can

1557
00:53:56,094 --> 00:53:57,934
never pick up the phone. You're never to

1558
00:53:57,934 --> 00:53:59,474
interrupt another human being.

1559
00:53:59,789 --> 00:54:01,789
They said that that's what social selling meant.

1560
00:54:01,789 --> 00:54:02,449
For us,

1561
00:54:02,750 --> 00:54:04,590
we've never told anybody not to use the

1562
00:54:04,590 --> 00:54:06,429
tools or to use them well. I think,

1563
00:54:06,429 --> 00:54:08,030
in my own opinion, I think it's all

1564
00:54:08,030 --> 00:54:10,130
above the funnel. I think it's all nurture.

1565
00:54:10,269 --> 00:54:12,444
I think it's all shaping mind share. I

1566
00:54:12,444 --> 00:54:14,525
don't think you're asking anybody for anything, so

1567
00:54:14,525 --> 00:54:17,005
it's not prospecting for me. Because if I'm

1568
00:54:17,005 --> 00:54:17,905
truly prospecting,

1569
00:54:18,284 --> 00:54:20,444
I'm asking somebody for a meeting. And I'm

1570
00:54:20,444 --> 00:54:22,284
not asking you for a meeting on Twitter,

1571
00:54:22,284 --> 00:54:23,804
and I'm not asking you for a meeting

1572
00:54:23,804 --> 00:54:24,545
on LinkedIn.

1573
00:54:24,940 --> 00:54:26,539
I might nurture the relationship there. But if

1574
00:54:26,539 --> 00:54:28,059
I'm asking you, I'm asking you on the

1575
00:54:28,059 --> 00:54:28,559
phone

1576
00:54:28,860 --> 00:54:31,019
because that's the greatest likelihood of me being

1577
00:54:31,019 --> 00:54:32,380
able to gain a meeting in the first

1578
00:54:32,380 --> 00:54:34,300
place. So I I just wanna remember, we

1579
00:54:34,300 --> 00:54:36,380
didn't draw a line that said, look, you

1580
00:54:36,380 --> 00:54:38,234
can only use the phone, and none of

1581
00:54:38,234 --> 00:54:39,755
us only use the phone. We all use

1582
00:54:39,755 --> 00:54:41,194
the phone, and we use every other choice

1583
00:54:41,194 --> 00:54:42,954
too. But the fact of the matter is

1584
00:54:42,954 --> 00:54:44,394
when they framed it up that way, the

1585
00:54:44,394 --> 00:54:46,154
reason it died and the reason it's not

1586
00:54:46,154 --> 00:54:47,134
relevant anymore

1587
00:54:47,514 --> 00:54:49,514
is because it did say this is now

1588
00:54:49,514 --> 00:54:50,494
the only way

1589
00:54:50,859 --> 00:54:52,780
to prospect, and you wait for inbound leads

1590
00:54:52,780 --> 00:54:54,380
to come to you by talking to people

1591
00:54:54,380 --> 00:54:54,880
online.

1592
00:54:55,179 --> 00:54:56,859
And you should be if you're a field

1593
00:54:56,859 --> 00:54:59,260
salesperson, you should be going out and walking

1594
00:54:59,260 --> 00:55:00,619
in the doors. When you go to your

1595
00:55:00,619 --> 00:55:02,139
appointment, right, you should you should do a

1596
00:55:02,139 --> 00:55:03,420
t call. Look to your left, look to

1597
00:55:03,420 --> 00:55:05,114
your right, look behind you, and knock on

1598
00:55:05,114 --> 00:55:06,875
all those doors and say hello to those

1599
00:55:06,875 --> 00:55:09,614
folks. You know, when you're in person prospecting,

1600
00:55:09,914 --> 00:55:11,434
it's about what you ask. Right? When you're

1601
00:55:11,434 --> 00:55:12,795
on the telephone, it's about what you say,

1602
00:55:12,795 --> 00:55:14,394
but you should be doing that too. But

1603
00:55:14,394 --> 00:55:17,034
there are morons out there telling people that

1604
00:55:17,034 --> 00:55:18,394
you don't even have to do that anymore

1605
00:55:18,394 --> 00:55:20,519
because people don't care about the relationship. So

1606
00:55:20,519 --> 00:55:22,519
take all your field salespeople, the people that

1607
00:55:22,519 --> 00:55:24,679
create relationships with your customers, just take them

1608
00:55:24,679 --> 00:55:25,500
off the street

1609
00:55:26,039 --> 00:55:28,039
and we'll get a a robot to do

1610
00:55:28,039 --> 00:55:29,400
all the work for you. And the smart

1611
00:55:29,400 --> 00:55:31,159
companies are not buying into that. In fact,

1612
00:55:31,159 --> 00:55:33,000
the smart companies are putting more people on

1613
00:55:33,000 --> 00:55:35,179
the street to have human to human conversations

1614
00:55:35,914 --> 00:55:39,114
because that's what works. This is personal. I

1615
00:55:39,114 --> 00:55:41,454
I just had a vision of outbound 2020.

1616
00:55:42,234 --> 00:55:43,614
It's a giant Pentecostal

1617
00:55:43,994 --> 00:55:44,494
tent,

1618
00:55:44,954 --> 00:55:47,275
and Jeb is gonna come out carrying snakes

1619
00:55:47,275 --> 00:55:49,215
in both hands. Right? And,

1620
00:55:50,554 --> 00:55:51,054
exactly.

1621
00:55:51,630 --> 00:55:52,849
You're gonna get religion.

1622
00:55:53,230 --> 00:55:55,309
Hey. A real quick side note. You know,

1623
00:55:55,309 --> 00:55:56,909
we gotta do a shout out for millennials

1624
00:55:56,909 --> 00:55:58,190
because they're doing a good thing for us

1625
00:55:58,190 --> 00:55:58,849
in sales.

1626
00:55:59,469 --> 00:56:01,089
Millennials are about authenticity

1627
00:56:01,469 --> 00:56:02,289
and transparency.

1628
00:56:02,909 --> 00:56:04,909
How do I get that? By having the

1629
00:56:04,909 --> 00:56:05,409
relationship,

1630
00:56:05,855 --> 00:56:07,934
by picking up the phone and having the

1631
00:56:07,934 --> 00:56:08,434
conversation.

1632
00:56:09,054 --> 00:56:11,934
Authenticity and transparency. I'm not gonna get that

1633
00:56:11,934 --> 00:56:14,654
by just posting stuff on Internet and and

1634
00:56:14,654 --> 00:56:16,835
and waiting for things to happen. No.

1635
00:56:17,614 --> 00:56:19,295
Can can I shift this to outbound for

1636
00:56:19,295 --> 00:56:20,114
just a minute?

1637
00:56:21,380 --> 00:56:21,880
Okay.

1638
00:56:22,420 --> 00:56:23,800
I continue to get,

1639
00:56:24,340 --> 00:56:24,840
emails

1640
00:56:25,219 --> 00:56:28,200
and some tweets and some DMs on Twitter,

1641
00:56:28,820 --> 00:56:29,640
from people

1642
00:56:30,019 --> 00:56:31,800
who are trying to understand,

1643
00:56:32,739 --> 00:56:34,760
what happened to outbound. So,

1644
00:56:35,105 --> 00:56:36,804
year 1, there's 4 of us.

1645
00:56:37,424 --> 00:56:38,484
The this 4.

1646
00:56:38,864 --> 00:56:40,804
And then year 2, there's 4 of us.

1647
00:56:41,264 --> 00:56:43,684
And then year 3, there's 21 of us.

1648
00:56:44,065 --> 00:56:45,045
Is that what happened?

1649
00:56:45,744 --> 00:56:47,764
Is there 21 in in that neighborhood?

1650
00:56:48,619 --> 00:56:51,360
And the the main stage has now got,

1651
00:56:52,380 --> 00:56:53,360
Colleen Francis,

1652
00:56:54,460 --> 00:56:55,440
Victor Antonio,

1653
00:56:56,219 --> 00:56:57,199
Waldo Waldman,

1654
00:56:58,219 --> 00:56:59,119
Jeffrey Gitomer,

1655
00:56:59,739 --> 00:57:00,800
Andrea Waltz,

1656
00:57:01,404 --> 00:57:03,804
and Bob Burke. That's the main that's the

1657
00:57:03,804 --> 00:57:05,884
main stage over the first, 2 days with

1658
00:57:05,884 --> 00:57:07,424
the 4 of us. So there's 10.

1659
00:57:07,964 --> 00:57:09,264
10 on the main stage.

1660
00:57:09,884 --> 00:57:10,944
And and people

1661
00:57:11,644 --> 00:57:14,045
who thought, okay. That was good with 4

1662
00:57:14,045 --> 00:57:14,704
of us

1663
00:57:15,119 --> 00:57:15,940
are stunned

1664
00:57:16,239 --> 00:57:17,460
at the main stage.

1665
00:57:18,000 --> 00:57:20,400
Is this the best main stage in the

1666
00:57:20,400 --> 00:57:21,779
history of sales conferences?

1667
00:57:22,559 --> 00:57:23,059
Yes.

1668
00:57:23,440 --> 00:57:25,359
Without a doubt. Yeah. And we doubled and

1669
00:57:25,359 --> 00:57:27,059
we doubled the number of days

1670
00:57:27,359 --> 00:57:29,599
for the main stage and barely even increased

1671
00:57:29,599 --> 00:57:30,259
the price.

1672
00:57:31,175 --> 00:57:33,335
And it's all Yeah. It's it's the it's

1673
00:57:33,335 --> 00:57:34,315
the most ridiculous

1674
00:57:34,614 --> 00:57:35,114
value.

1675
00:57:35,974 --> 00:57:38,375
And it's all content driven. It's not a

1676
00:57:38,375 --> 00:57:39,195
pitch fest.

1677
00:57:39,815 --> 00:57:40,315
Content

1678
00:57:40,614 --> 00:57:42,775
driven. Well, that's the that's the the question

1679
00:57:42,775 --> 00:57:43,974
that I get from people all the time

1680
00:57:43,974 --> 00:57:45,480
is, is this gonna be like those other

1681
00:57:45,480 --> 00:57:47,480
conferences that I go to where, you know,

1682
00:57:47,480 --> 00:57:47,980
there's,

1683
00:57:48,280 --> 00:57:50,280
somebody up on the stage rambling on about

1684
00:57:50,280 --> 00:57:53,019
their product and it's basically a veiled commercial,

1685
00:57:53,159 --> 00:57:54,440
and then there are people in the, you

1686
00:57:54,440 --> 00:57:56,599
know, the audience pitching everybody in the audience.

1687
00:57:56,599 --> 00:57:58,199
And when you walk out, there's this whole

1688
00:57:58,199 --> 00:58:00,565
pitch about, you know, some financial instrument or

1689
00:58:00,565 --> 00:58:03,045
or or, you know, some something else. And,

1690
00:58:03,204 --> 00:58:05,445
and I just say no. The the the

1691
00:58:05,445 --> 00:58:07,765
reason that outbound is different is because of

1692
00:58:07,765 --> 00:58:09,605
that. The reason that we don't have 50

1693
00:58:09,605 --> 00:58:12,180
sponsors like most of the conferences do, we

1694
00:58:12,180 --> 00:58:13,660
make our our we are able to pay

1695
00:58:13,660 --> 00:58:15,660
for the the the the conference and and

1696
00:58:15,660 --> 00:58:16,800
make a little bit of money,

1697
00:58:17,260 --> 00:58:19,019
on the on the ticket sales. And and,

1698
00:58:19,019 --> 00:58:21,199
by the way, for everybody listening,

1699
00:58:21,660 --> 00:58:23,820
I think it's important to say that every

1700
00:58:23,820 --> 00:58:25,739
dime that the outbound is produced and it

1701
00:58:25,739 --> 00:58:27,340
just it's it's kind of almost of a

1702
00:58:27,340 --> 00:58:29,394
break in break even conference, and we do

1703
00:58:29,394 --> 00:58:31,315
it because we love sales. But every dime

1704
00:58:31,315 --> 00:58:33,394
of that has been used to build the

1705
00:58:33,394 --> 00:58:35,414
next year's conference and make it bigger,

1706
00:58:36,034 --> 00:58:37,795
rather than to put money in our pockets.

1707
00:58:37,795 --> 00:58:39,474
And it's not that we're not capitalist because

1708
00:58:39,474 --> 00:58:41,255
we are stone cold capitalists,

1709
00:58:41,589 --> 00:58:43,510
but it's because we made a decision to

1710
00:58:43,510 --> 00:58:45,750
make an investment in the sales world and

1711
00:58:45,750 --> 00:58:47,750
deliver real content and real training and get

1712
00:58:47,750 --> 00:58:49,989
rid of the pitch and and change the

1713
00:58:49,989 --> 00:58:52,789
the shape of sales conferences so that you

1714
00:58:52,789 --> 00:58:54,230
don't have to go to some place and

1715
00:58:54,230 --> 00:58:57,005
endure, you know, 8 hours of people throwing

1716
00:58:57,005 --> 00:58:59,565
commercials at you. What's, funny, I got one

1717
00:58:59,565 --> 00:59:01,164
email from a guy who when I sent

1718
00:59:01,164 --> 00:59:03,005
out an email about the no pitching rule

1719
00:59:03,005 --> 00:59:05,085
when we were selling tickets because we are

1720
00:59:05,085 --> 00:59:06,844
capitalists and we do actually sell things and

1721
00:59:06,844 --> 00:59:08,464
we're not ashamed by selling things

1722
00:59:08,764 --> 00:59:09,264
naturally,

1723
00:59:09,565 --> 00:59:10,545
and he said,

1724
00:59:11,599 --> 00:59:12,900
you just pitched me.

1725
00:59:13,360 --> 00:59:15,199
And I said, yes. I did. But I

1726
00:59:15,199 --> 00:59:16,880
didn't make you pay to come into a

1727
00:59:16,880 --> 00:59:18,880
room where I could pitch you. That's the

1728
00:59:18,880 --> 00:59:19,380
difference.

1729
00:59:19,680 --> 00:59:21,519
I'm pitching you. This is free for me

1730
00:59:21,519 --> 00:59:22,880
to pitch you here because it's an email,

1731
00:59:22,880 --> 00:59:24,500
but I didn't make you give me $599

1732
00:59:25,280 --> 00:59:26,534
to sit in a room and be pitched.

1733
00:59:27,014 --> 00:59:28,775
It's a very, very different model that we're

1734
00:59:28,775 --> 00:59:29,275
operating.

1735
00:59:29,734 --> 00:59:32,074
I think it was go ahead, Ward.

1736
00:59:32,614 --> 00:59:34,614
I had lunch the other day with a

1737
00:59:34,614 --> 00:59:36,954
gentleman who just went to 2 very big

1738
00:59:38,054 --> 00:59:38,554
events.

1739
00:59:39,210 --> 00:59:40,809
First word out of his mouth for both

1740
00:59:40,809 --> 00:59:42,750
of them, pitch fest pitch fest.

1741
00:59:43,050 --> 00:59:44,829
And he was asking me about outbound.

1742
00:59:46,250 --> 00:59:48,109
We're gonna pitch you on prospecting.

1743
00:59:48,570 --> 00:59:50,250
We're gonna pitch you on building a pipeline,

1744
00:59:50,250 --> 00:59:51,449
and we're gonna pitch you on being more

1745
00:59:51,449 --> 00:59:53,210
productive with your time. That's what you're gonna

1746
00:59:53,210 --> 00:59:55,025
get pitched on. Mike Weinberg?

1747
00:59:55,885 --> 00:59:57,885
Mike. Yeah. I mean, so many thoughts. Look

1748
00:59:57,885 --> 00:59:59,984
at the people we've invited to join us.

1749
01:00:00,364 --> 01:00:01,885
I mean, this is it's an it's just

1750
01:00:01,885 --> 01:00:04,605
an unbelievable lineup. This week is the highlight

1751
01:00:04,605 --> 01:00:05,505
of the year

1752
01:00:06,045 --> 01:00:08,519
for the 4 of us. It is so

1753
01:00:08,900 --> 01:00:11,319
much fun and so energizing, and

1754
01:00:11,859 --> 01:00:14,420
it's exhausting. Like, Anthony, you said this in

1755
01:00:14,420 --> 01:00:16,099
one of your emails where you're promoting the

1756
01:00:16,099 --> 01:00:16,599
conference.

1757
01:00:16,900 --> 01:00:18,659
We don't hide in the back. We're not

1758
01:00:18,659 --> 01:00:20,739
sitting in some green room. We are running

1759
01:00:20,739 --> 01:00:21,799
around the auditorium.

1760
01:00:22,235 --> 01:00:25,054
We're taking selfies. We're signing books. We're laughing.

1761
01:00:25,275 --> 01:00:27,195
We're interacting with people. I mean, it it's

1762
01:00:27,195 --> 01:00:29,034
it's it's absolutely crazy. I mean, it it

1763
01:00:29,034 --> 01:00:30,875
is so much fun. And I think one

1764
01:00:30,875 --> 01:00:33,275
of the best testimonials of the value that

1765
01:00:33,275 --> 01:00:34,335
outbound has created

1766
01:00:35,250 --> 01:00:36,929
are the number of people that are coming

1767
01:00:36,929 --> 01:00:38,230
back for the 3rd

1768
01:00:39,010 --> 01:00:39,510
time.

1769
01:00:40,210 --> 01:00:40,710
Yeah.

1770
01:00:41,570 --> 01:00:43,889
So Don't come back to a conference. I

1771
01:00:43,889 --> 01:00:45,969
mean, it it think about what that says,

1772
01:00:45,969 --> 01:00:47,994
to hear from the same people again because

1773
01:00:47,994 --> 01:00:49,275
because you didn't get value. It says it

1774
01:00:49,275 --> 01:00:50,234
says everything you want. And I want you

1775
01:00:50,234 --> 01:00:51,434
to know this year, we have more time

1776
01:00:51,434 --> 01:00:52,715
because we got the 2 days. I'm bringing

1777
01:00:52,715 --> 01:00:54,155
some fresh material that no one's ever heard

1778
01:00:54,155 --> 01:00:55,994
before. Right? We all have new books. So

1779
01:00:55,994 --> 01:00:57,355
there'll be some of the tried and true

1780
01:00:57,355 --> 01:00:58,954
things, but there's gonna be some brand new

1781
01:00:58,954 --> 01:01:01,010
content you've never heard from us before because

1782
01:01:01,010 --> 01:01:02,369
we wanna share with you people that are

1783
01:01:02,369 --> 01:01:03,670
coming, and we we're pumped.

1784
01:01:04,849 --> 01:01:06,690
And the other main stage speakers are pumped.

1785
01:01:06,690 --> 01:01:07,889
I mean, I I I tell you what,

1786
01:01:07,889 --> 01:01:09,409
I can't go a couple days without getting

1787
01:01:09,409 --> 01:01:11,429
a note from whether it be Colleen or

1788
01:01:11,489 --> 01:01:11,989
somebody,

1789
01:01:13,010 --> 01:01:14,775
saying how much they are looking forward to

1790
01:01:14,775 --> 01:01:17,014
it. Waldo popped me a couple notes this

1791
01:01:17,014 --> 01:01:18,934
week. He popped me a couple text messages.

1792
01:01:18,934 --> 01:01:21,815
I mean, this is the sales event. And

1793
01:01:21,815 --> 01:01:23,494
if you don't know who these people are,

1794
01:01:23,494 --> 01:01:25,654
go out and check them out on Amazon

1795
01:01:25,654 --> 01:01:27,034
or check them out on Google.

1796
01:01:28,375 --> 01:01:31,010
These people crush it. Crush it.

1797
01:01:31,710 --> 01:01:33,070
But I wanna I wanna get beyond the

1798
01:01:33,070 --> 01:01:34,510
main stage because I think one of the

1799
01:01:34,510 --> 01:01:37,150
things that we've we we did last year

1800
01:01:37,150 --> 01:01:39,090
that was incredibly successful,

1801
01:01:39,710 --> 01:01:42,110
we we're we've blown that out this year

1802
01:01:42,110 --> 01:01:43,409
are the elite sessions.

1803
01:01:43,994 --> 01:01:45,914
So the elite sessions are the 3rd day

1804
01:01:45,914 --> 01:01:46,974
to the last day,

1805
01:01:47,275 --> 01:01:48,734
and we're gonna have 20,

1806
01:01:49,994 --> 01:01:50,494
training

1807
01:01:51,594 --> 01:01:53,755
sessions, 90 minute training sessions with some of

1808
01:01:53,755 --> 01:01:54,894
the top sales trainers

1809
01:01:55,194 --> 01:01:57,194
in the entire world. People like Lee Sauls,

1810
01:01:57,514 --> 01:01:59,375
Jennifer Gluckow, Bernadette McClellan,

1811
01:01:59,949 --> 01:02:00,690
Jean Mignaughton,

1812
01:02:01,710 --> 01:02:03,570
and Sam Richter who was incredible.

1813
01:02:04,349 --> 01:02:06,269
And you go check Sam out. You'll you'll

1814
01:02:06,269 --> 01:02:07,809
you'll wanna go to his event.

1815
01:02:08,110 --> 01:02:09,090
The 4 of us,

1816
01:02:09,630 --> 01:02:11,565
and and and many, many, many more,

1817
01:02:12,444 --> 01:02:14,684
we're gonna have these 90 minute sessions, and

1818
01:02:14,684 --> 01:02:16,764
there's space in between the session. We we

1819
01:02:16,764 --> 01:02:17,744
did this intentionally

1820
01:02:18,125 --> 01:02:19,565
so that when you get done, you don't

1821
01:02:19,565 --> 01:02:21,744
have to go immediately to the next session.

1822
01:02:21,804 --> 01:02:23,744
You can stick around and have a conversation

1823
01:02:23,885 --> 01:02:24,625
with the trainer.

1824
01:02:25,019 --> 01:02:27,099
And, and if you got questions or you

1825
01:02:27,099 --> 01:02:29,019
wanna interact and and we see that some

1826
01:02:29,019 --> 01:02:30,559
of these things go a little bit longer,

1827
01:02:30,860 --> 01:02:33,679
we got James Muir, Larry Levine, Sherry Levitan.

1828
01:02:33,739 --> 01:02:35,519
I mean, all of these people coming in.

1829
01:02:35,739 --> 01:02:38,140
And if you get the elite session, all

1830
01:02:38,140 --> 01:02:40,585
of those sessions will also be recorded so

1831
01:02:40,585 --> 01:02:42,505
that you can later on go back and

1832
01:02:42,505 --> 01:02:44,744
watch them again so you have access to

1833
01:02:44,744 --> 01:02:46,425
it long term. So not only do you

1834
01:02:46,425 --> 01:02:48,105
get the 2 days of the main stage

1835
01:02:48,105 --> 01:02:50,824
with these amazing speakers, but you also get

1836
01:02:50,824 --> 01:02:52,824
a full day of sales training. And this,

1837
01:02:52,824 --> 01:02:54,664
by the way, is why you wanna bring

1838
01:02:54,664 --> 01:02:55,565
your entire team.

1839
01:02:56,130 --> 01:02:58,369
Your entire team can come in. You can

1840
01:02:58,369 --> 01:03:01,010
actually bring your, you know, your company. This

1841
01:03:01,010 --> 01:03:03,329
can be their sales kickoff, and you're gonna

1842
01:03:03,329 --> 01:03:05,670
get a breadth of sales training

1843
01:03:05,969 --> 01:03:08,389
and have access to it after the event

1844
01:03:08,644 --> 01:03:10,644
that will help your team get better in

1845
01:03:10,644 --> 01:03:13,204
2019. In fact, this is the key to

1846
01:03:13,204 --> 01:03:15,304
becoming rainmakers in 2019

1847
01:03:15,844 --> 01:03:17,925
is learning these skills that these great speakers

1848
01:03:17,925 --> 01:03:20,405
and trainers will be teaching you. Just, one

1849
01:03:20,405 --> 01:03:21,764
one quick thought on what you said. I

1850
01:03:21,764 --> 01:03:24,150
wanna be clear so people understand what you

1851
01:03:24,150 --> 01:03:24,869
just said,

1852
01:03:25,590 --> 01:03:28,250
in in a very, very practical, tactical way.

1853
01:03:28,550 --> 01:03:30,789
You have to choose which sessions you go

1854
01:03:30,789 --> 01:03:33,210
to. They're they're running at the same time.

1855
01:03:33,429 --> 01:03:35,429
And people last year, if we got one

1856
01:03:35,429 --> 01:03:37,364
complaint on the complaint card, it was like,

1857
01:03:37,605 --> 01:03:39,304
why did you make me choose

1858
01:03:39,925 --> 01:03:42,644
between seeing Jeb or seeing Shari Levitan? You

1859
01:03:42,644 --> 01:03:44,885
made me pick, and and there's only so

1860
01:03:44,885 --> 01:03:45,545
much room.

1861
01:03:46,164 --> 01:03:47,525
You don't have to pick. I mean, you

1862
01:03:47,525 --> 01:03:48,644
go to the one that you wanna go

1863
01:03:48,644 --> 01:03:49,844
to while you're there, but you're gonna get

1864
01:03:49,844 --> 01:03:51,780
to see the other ones. They're they're you're

1865
01:03:51,780 --> 01:03:53,300
you're gonna have access to all of them.

1866
01:03:53,300 --> 01:03:55,140
So you'll get to see each one of

1867
01:03:55,140 --> 01:03:56,500
them, and you're gonna be able to go

1868
01:03:56,500 --> 01:03:57,719
back over that content,

1869
01:03:58,260 --> 01:03:59,940
that you did see plus a few minutes.

1870
01:03:59,940 --> 01:04:01,380
And there's some other goodies for for those

1871
01:04:01,380 --> 01:04:02,579
of you that are looking at it, and

1872
01:04:02,579 --> 01:04:03,780
now would be the time to look at

1873
01:04:03,780 --> 01:04:04,679
it because the hotels

1874
01:04:04,980 --> 01:04:05,960
are filling up.

1875
01:04:07,125 --> 01:04:09,045
Elite tickets, you guys also get better seats.

1876
01:04:09,045 --> 01:04:11,204
There's there's preferential seating. It's it's a different

1877
01:04:11,204 --> 01:04:13,764
level of swag stuff. It's it's quite the

1878
01:04:13,764 --> 01:04:16,025
value because you're getting 3 full days

1879
01:04:16,405 --> 01:04:17,945
and better reserved seating.

1880
01:04:18,244 --> 01:04:20,085
And apparently, we're not afraid to pitch, are

1881
01:04:20,085 --> 01:04:21,545
we? I guess we're pitching. Right?

1882
01:04:21,980 --> 01:04:23,579
You know what, though? You know, also, though,

1883
01:04:23,579 --> 01:04:25,579
we outgrew hotels. That's why we're now in

1884
01:04:25,579 --> 01:04:27,339
the Georgia World Congress Center. We're in the

1885
01:04:27,339 --> 01:04:28,239
convention center.

1886
01:04:28,619 --> 01:04:30,539
I mean, you can't get bigger than that.

1887
01:04:30,539 --> 01:04:32,460
But I think the whole thing because we're

1888
01:04:32,460 --> 01:04:33,900
out in the audience all the time I

1889
01:04:33,900 --> 01:04:35,579
mean, we we're out there beforehand. We're out

1890
01:04:35,579 --> 01:04:36,079
there.

1891
01:04:36,724 --> 01:04:38,244
Again, it's still gonna have that very much

1892
01:04:38,244 --> 01:04:39,304
personable feel

1893
01:04:39,605 --> 01:04:41,844
all the way through. Step and repeat. Bring

1894
01:04:41,844 --> 01:04:44,585
bring your, your cell phone. We're taking selfies,

1895
01:04:44,644 --> 01:04:46,885
but you're talking to everybody. There's there's no

1896
01:04:46,885 --> 01:04:48,644
place to hide. We're all gonna be right

1897
01:04:48,644 --> 01:04:49,144
there,

1898
01:04:49,525 --> 01:04:50,664
hanging out with you.

1899
01:04:51,140 --> 01:04:53,219
But, Mike, I Well, wait a minute. I

1900
01:04:53,219 --> 01:04:54,820
gotta talk to Mike for a second. So

1901
01:04:54,820 --> 01:04:55,619
you're off.

1902
01:04:56,500 --> 01:04:58,180
So, Mike, there is one ticket that we

1903
01:04:58,180 --> 01:05:00,760
didn't talk about, one badge. The it's Oh.

1904
01:05:01,140 --> 01:05:01,640
Oh.

1905
01:05:02,180 --> 01:05:04,454
It's I'm looking for my Porsche, I think.

1906
01:05:04,934 --> 01:05:06,775
It's at my happy place. Go ahead, Jeb.

1907
01:05:06,775 --> 01:05:09,335
Go ahead. It's it's the black badge, with

1908
01:05:09,335 --> 01:05:11,195
a circle on it that says VIP.

1909
01:05:12,375 --> 01:05:13,515
It's really special.

1910
01:05:13,974 --> 01:05:14,474
We,

1911
01:05:14,775 --> 01:05:17,594
on the day before the outbound conference starts,

1912
01:05:18,069 --> 01:05:19,210
a a group of,

1913
01:05:19,670 --> 01:05:22,730
50 VIPs will be gathering at the Porsche

1914
01:05:22,869 --> 01:05:25,369
Experience Center in Atlanta, Georgia. Mike,

1915
01:05:25,750 --> 01:05:27,109
did the leg work to get this set

1916
01:05:27,109 --> 01:05:28,409
up because he's a Porsche

1917
01:05:28,869 --> 01:05:29,369
enthusiast.

1918
01:05:30,244 --> 01:05:31,945
He is I think his car cost

1919
01:05:32,244 --> 01:05:32,744
$200,000.

1920
01:05:33,125 --> 01:05:34,324
I'll be right I'm gonna be right back.

1921
01:05:34,324 --> 01:05:35,445
I got a prop to get for you.

1922
01:05:35,445 --> 01:05:37,684
Hang on. That's what that's what Rainmakers do,

1923
01:05:37,684 --> 01:05:39,385
by the way. Rainmakers buy $200,000

1924
01:05:39,844 --> 01:05:40,344
cars.

1925
01:05:40,724 --> 01:05:41,224
And

1926
01:05:42,005 --> 01:05:44,940
so you're gonna spend an afternoon with us,

1927
01:05:45,339 --> 01:05:48,940
in peak performance workshops and mastermind groups working

1928
01:05:48,940 --> 01:05:51,260
together, these ultra high performers of ultra high

1929
01:05:51,260 --> 01:05:54,079
performers. And and these are leaders and salespeople

1930
01:05:54,139 --> 01:05:56,219
from across the globe who are coming in.

1931
01:05:56,219 --> 01:05:57,519
Now there's just a handful

1932
01:05:58,005 --> 01:06:01,065
of food boxes available. They will be gone,

1933
01:06:01,125 --> 01:06:03,764
I promise you, after this webinar is over,

1934
01:06:03,764 --> 01:06:05,525
because they always are. As soon as the

1935
01:06:05,525 --> 01:06:08,164
VSK is over, all of the VIP tickets

1936
01:06:08,164 --> 01:06:10,085
are gone. So as soon as you see

1937
01:06:10,085 --> 01:06:11,384
this, you wanna go to outboundconference.com.

1938
01:06:12,005 --> 01:06:12,824
That's outboundconference.com

1939
01:06:13,880 --> 01:06:16,039
and pick up your VIP ticket. You get

1940
01:06:16,039 --> 01:06:18,519
an amazing swag bag. You get front row

1941
01:06:18,519 --> 01:06:21,960
special seating. You get a VIP lunch. You

1942
01:06:21,960 --> 01:06:24,760
get the VIP mastermind group and reception at

1943
01:06:24,760 --> 01:06:26,860
the Porsche Experience Center in Atlanta.

1944
01:06:27,394 --> 01:06:30,355
You get, you get special access to all

1945
01:06:30,355 --> 01:06:31,094
of the speakers.

1946
01:06:31,554 --> 01:06:33,394
And I gotta tell you, there's nothing in

1947
01:06:33,394 --> 01:06:35,635
the world like walking in, and you got

1948
01:06:35,635 --> 01:06:37,394
that black badge on, and you walk to

1949
01:06:37,394 --> 01:06:39,094
the front of the room, and it's all

1950
01:06:39,155 --> 01:06:40,454
it's all, you know,

1951
01:06:41,609 --> 01:06:43,849
sectioned off and nobody can get in there

1952
01:06:43,849 --> 01:06:44,909
except for the VIPs.

1953
01:06:45,369 --> 01:06:47,049
That's when your shoulder goes up, that's when

1954
01:06:47,049 --> 01:06:48,569
your chin goes up, and that's when you

1955
01:06:48,569 --> 01:06:49,869
know that you're a rainmaker

1956
01:06:50,170 --> 01:06:51,849
when you've achieved that level. So,

1957
01:06:52,170 --> 01:06:53,929
there are a handful of tickets left. I

1958
01:06:53,929 --> 01:06:56,534
think there are 7. 7? I saw one

1959
01:06:56,534 --> 01:06:57,034
yesterday.

1960
01:06:57,494 --> 01:06:59,734
That's so I got a call from somebody

1961
01:06:59,734 --> 01:07:01,414
that said we left somebody off the list.

1962
01:07:01,414 --> 01:07:03,094
I gotta go get another one. I I

1963
01:07:03,094 --> 01:07:05,014
just wanna say this. That that Porsche Experience

1964
01:07:05,014 --> 01:07:06,855
Center place, it's my happy place. I've been

1965
01:07:06,855 --> 01:07:08,614
there three times. You can go drive on

1966
01:07:08,614 --> 01:07:10,394
the track. There's a Porsche museum.

1967
01:07:10,910 --> 01:07:13,250
And, I'll just show you guys this now.

1968
01:07:13,869 --> 01:07:15,789
I'm going there on March 19th to pick

1969
01:07:15,789 --> 01:07:18,510
up my new car, and, I finally kinda

1970
01:07:18,510 --> 01:07:21,070
custom custom ordered exactly what I wanted. And

1971
01:07:21,070 --> 01:07:22,430
I'll be there for a whole day getting

1972
01:07:22,430 --> 01:07:24,434
driving lessons and they make a great deal.

1973
01:07:24,515 --> 01:07:26,114
That we're gonna have such a good time

1974
01:07:26,114 --> 01:07:27,795
on that on that opening day of outbound

1975
01:07:27,795 --> 01:07:28,614
with the VIPs,

1976
01:07:29,235 --> 01:07:31,094
the workshop, the setting, the museum.

1977
01:07:31,394 --> 01:07:33,735
Where we're having the reception is this unbelievable

1978
01:07:33,875 --> 01:07:36,114
area. It's just gorgeous. You can watch people

1979
01:07:36,114 --> 01:07:37,875
on the track. Some people may even go

1980
01:07:37,875 --> 01:07:39,494
out there early and actually use the

1981
01:07:39,954 --> 01:07:40,409
track.

1982
01:07:40,969 --> 01:07:43,049
Just I it's it's the best value, but

1983
01:07:43,049 --> 01:07:44,809
I I I think there's only 7 tickets

1984
01:07:44,809 --> 01:07:47,069
left, so move quickly. Move quickly.

1985
01:07:49,530 --> 01:07:51,130
You know, it's cool that yeah. We got

1986
01:07:51,130 --> 01:07:53,130
people coming from South America. I I think

1987
01:07:53,130 --> 01:07:54,569
I sent you guys that note, that guy

1988
01:07:54,569 --> 01:07:56,365
from Chile bought the ticket. We got South

1989
01:07:56,365 --> 01:07:58,285
America coming. We got Asia coming. We got

1990
01:07:58,285 --> 01:08:00,065
Australia coming. We got Europe coming.

1991
01:08:01,005 --> 01:08:03,164
Huge. I think we have India coming now

1992
01:08:03,164 --> 01:08:05,085
too. Yeah. That would be Asia. That would

1993
01:08:05,085 --> 01:08:07,164
be Asia. I had my outbound suit made

1994
01:08:07,164 --> 01:08:08,750
in Hong Kong. It's coming.

1995
01:08:09,050 --> 01:08:09,630
I love

1996
01:08:10,090 --> 01:08:11,789
it. I can't wait to see that.

1997
01:08:12,809 --> 01:08:13,949
I hope it's red.

1998
01:08:14,889 --> 01:08:16,909
No. It's, it's it's blue

1999
01:08:17,449 --> 01:08:20,344
and, with orange checks in it. And and

2000
01:08:20,344 --> 01:08:21,944
you open it up, it it's it's got

2001
01:08:21,944 --> 01:08:24,024
a orange interior, orange lining, and it says

2002
01:08:24,024 --> 01:08:26,265
one more call in really big letters on

2003
01:08:26,265 --> 01:08:28,585
on on the inside like a cape. Love

2004
01:08:28,585 --> 01:08:30,444
it. The cape. The cape.

2005
01:08:30,824 --> 01:08:32,425
I can't wait to see this. The dream

2006
01:08:32,425 --> 01:08:34,409
coat. The dream coat. I actually went and

2007
01:08:34,409 --> 01:08:36,829
met mister Lee who is, who is manufacturing

2008
01:08:36,969 --> 01:08:38,350
it. They've been sending me,

2009
01:08:38,969 --> 01:08:41,310
videos, little video clips on, WhatsApp,

2010
01:08:42,170 --> 01:08:44,729
of of them sewing all the pieces of

2011
01:08:44,729 --> 01:08:45,630
my suit together.

2012
01:08:46,065 --> 01:08:47,505
So it's been a it's been a pretty

2013
01:08:47,505 --> 01:08:48,864
cool thing. I got a video I'll put

2014
01:08:48,864 --> 01:08:51,744
up later on, on going there and, and

2015
01:08:51,744 --> 01:08:53,744
meeting mister Lee and picking out the fabric.

2016
01:08:53,744 --> 01:08:55,505
Oh, I hear about that. That sounds really

2017
01:08:55,505 --> 01:08:56,645
cool. Really cool.

2018
01:08:57,505 --> 01:08:59,025
Alright, John. Now at some point, we have

2019
01:08:59,025 --> 01:09:00,640
to call an end to this. People need

2020
01:09:00,640 --> 01:09:01,680
to get to work. We need we need

2021
01:09:01,680 --> 01:09:03,360
salespeople to dial up. To go start dialing

2022
01:09:03,360 --> 01:09:05,039
and go pick up the phone. That's right.

2023
01:09:05,039 --> 01:09:07,380
It's time to start dialing just like that.

2024
01:09:07,520 --> 01:09:08,420
Hit the buttons.

2025
01:09:09,840 --> 01:09:12,720
This is VSK 2019, the after show. Thank

2026
01:09:12,720 --> 01:09:14,260
you for staying here with us.

2027
01:09:14,975 --> 01:09:17,135
All of the links will be available to

2028
01:09:17,135 --> 01:09:19,055
you, so when you you get a note

2029
01:09:19,055 --> 01:09:20,734
from us, you'll have a replay if you

2030
01:09:20,734 --> 01:09:21,795
wanna watch the replay.

2031
01:09:22,095 --> 01:09:24,335
We'll send you to outreach. Io. We'll send

2032
01:09:24,335 --> 01:09:26,335
you to ZoomInfo. We'll send you to Connect

2033
01:09:26,335 --> 01:09:28,590
and Sell. We'll send you to the outbound

2034
01:09:28,590 --> 01:09:31,469
conference. And again, last, last call here on

2035
01:09:31,469 --> 01:09:33,250
VIPs. These are going fast, so,

2036
01:09:33,630 --> 01:09:35,469
get them while you can. And, thank you,

2037
01:09:35,469 --> 01:09:37,469
gentlemen, for being here, and I look forward

2038
01:09:37,469 --> 01:09:38,850
to seeing you in Atlanta.