18 Burst results for "Ableman"
"ableman" Discussed on KTLK 1130 AM
"Made with real milk butter cheese and potatoes and already in the microwave in six minutes try Bob insights from your grocery store it'll be love at first bite the commission society of Minnesota weather center mainly cloudy and breezy across the mature this evening isolated rain is possible tonight low temps will fall to the upper thirty is increasing clouds tomorrow with highs in the low forties I'm meteorologist Ashley o'connor on Twin Cities news tack Ableman thirty currently it's forty Hey it's box section here listing to Twin Cities news talk don't miss my show tonight at eight right here on Twin Cities news talk eight AM eleven thirty and one oh three five FM tell you with absolute confidence we're going to win the democratic nomination my message is simple I am running to beat Donald Trump takeaway for now the first is you don't get what your job I am in this fight two hundred and forty four days till the election day Kohl's co from order to order two shiny the for our final news roundup and information overload in the final hour of the Sean Hannity show last night it is banned for Joe Biden what a race it's been unbelievable.
'There's No Good Dust': What Happens After Quartz Countertops Leave The Factory
"We're talking about Quartz countertops cutting them create silica dust that causes silicosis but the danger really starts in the the process of making those countertops. So how are they actually made all right. So Granite countertops. That's natural stone. That also contains silica but a lot less quartz countertops have a ton of it because of how they're made whether it's silence stone or Caesar Stone or any other brands they basically all get created the same way so this company called Cambria invited me to its manufacturing plant in Minnesota. And when you walk in over the entrance it says through these doors walked the finest countertop makers in the world how we doing the CEO. There is Mardi Davis and he showed showed me the entire factory. IT TURNS OUT ABOUT THIRTY THOUSAND SLABS OF QUARTZ countertop material every month well that means every day twenty to thirty trucks unload these huge white sacks full of courts I mean everything from like powdery snub to like little tiny pebbles so boat. Thirty thirty million pounds a coach a month. She'll but a million pounds a day a million pounds of course today. So we haven't moved into the actual. Cutting phase of the countertops. Yeah this is just the manufacturing but obviously dust is involved in this too right because they're using this stuff to make the the materials and so Martin told me. His factory has millions of dollars worth of air handling systems to control dust. There's no good dust zero so this dust is silica does tell me what silica okay is. Exactly we'll silica is what makes up most of the Earth's crust you know it's like rocks in courts courts is just a form of Silica. And what's worrisome. In terms of health else are tiny microscopic bits of silica that can be inhaled deep into the lungs. So and Maurice Factory we had to put on these white disposable respirators there's and you're up signs warning of Silica and then you go into this huge room filled with big mixers that's where the courts gets combined with pigments and binder. That makes it all kind of stick Dick together and it gets spread out onto a giant baking sheet. Then it goes through this machine that kind of vibrates and Simpson and the result is a compressed slab that sort sort of soft Hampton project. Feel how it is right now. It feels like cookie dough. Yeah that's exactly what. So when it gets heated the slap hardens and then it cools calls down and they Polish it up and we walk past rows and rows of these things these big colorful slabs. And they're all ready to be sent out to countertop makers which will cut them to fit customers kitchens and potentially generate dust so my question to mark Davis was this what responsibility doesn't manufacturer like him have breath for making sure that people cut all this material safely. You know How do you how do you police? your customers I. So he's he's kind of saying like bare making it but they can't really force countertop makers to cut it safely yeah he says they have thousands of customers. It's GONNA thousands of shops but something about this that I was surprised by now is that Silica and silicosis and the danger of working with the stuff is not a new thing. No it's like one of the oldest known own occupational hazards so like stonecutters and stuff throughout history have been known to get lung disease and there have been regulations and guidance on the books for decades. I mean there was this movie made in the Nineteen Thirties called stopped silicosis and basically people of known for a long time that anytime you cut through rock or demolish brick or concrete you can be exposed to silica dust. A wave of sweeping the country. Southern Coast was taking its toll from the ranks of American workers clause of the disease the results of the disease. This ableman ougherty that okay. So I'm listening to this old Timey silicosis tape. It seems like this has been around for a long in time. Why are we suddenly hearing about it in the countertop industry so that's an interesting question Public Health workers believe it could be because this courts is this sort of composite stone. which has this higher silica content? You know about twice as much silica as natural granite has really taken off in the last decade and become more and more popular. Can I just say I watch. TV and they're constantly pushing courts there like it's less expensive. It's just as strong but I'm telling you when I heard the story I was like Whoa. I have heard this over and over again. There's a lot of people working in this industry. Now you know. There's an estimated one hundred thousand people in the United States working in the countertop industry and the concern is that look you know these people are now cutting through material that has really really high silica content and they are quickly coming down with severe disease disease. He's I should add. That is entirely preventable. Right I mean you just control the dust and people do not get silicosis and you can find countertop businesses out there there that are doing things the right way so for example. I visited Capitol Granite near Richmond. Virginia and Paul Manager is the owner and he showed me around and we watch these big computer controlled machines cutting through slabs and as they did they were dumping up to thirty five gallons of water. A minute on the blade keep down the dust and we do not do any dry work whatsoever. that's the only way that you can eliminate any risk affiliated with With silicosis as usual so you know you look around his business and machine operators and folks doing touch shops with hand held tools. I mean they were not wearing masks or respirators and that's because is he knows the air in there is okay. He had the occupational safety and Health Administration come in and do tests but he told me. There's a lot of shops and you know outlets especially especially smaller operations that the occupational safety and Health Administration Osha never gets to and the stone. Cutting industry is basically unlicensed. It's not like plumbing or electrical or H FAC or any of the other trades. Where whereby there seems to be a standard or an international code okay so without these regulations there are people that are cutting these countertops? Don't have all this advanced equipment for their employees who just cut it kind of dry in the US gets everywhere and it's really dangerous. Exactly Lake the experience of one of the workers we heard from earlier on so he's from Washington state and he spent about four years. Cutting heading countertops. He told me that they did a lot of courts with equal. Yes Tom and company at when the Dow almost any AMMO in the company where we worked that we cut a lot. We had a lot of production. Shen US work there. We got about thirty to forty a day is a lien. He says he wore simple face mask that didn't provide enough protection and that no no one told him about silica or the danger so in two thousand sixteen he got this bad cough. That just wouldn't go away. And when he went to the doctor he insisted on tests to check his lungs even though the doctor was like. Oh you don't really need these one lawyer. Lisa loss loss exogenous when he did the test. Your doctor almost cried. He says I'm sorry you're right in your lungs very damaged. So he's thirty eight years old. He's got a wife and three kids and he's exhausted just walking from his house to his car. I mean he can't even carry groceries. Groceries was already. This puzzle is still after this happened. They made lots of changes in the company. They don't cut like they used to all the machines and the machines do most of the work. Okay so now what needs to change for this to basically stop happening. So that is the question A lot of people point to Osha the safety agency the Workplace Safety Agency at the Department of Labor and they say it needs to do more workplace inspections and enforcement but you know that agency is a pretty limited budget. It's in charge of like all workplaces all over the country not just countertop makers now you know workers can always make complaints like inspectors will go in if workers workers make complaints but you may have noticed that it seems to be mainly affecting Hispanic or Latino workers sure and you know there's concerns that there may be language anguish differences if there's any issues with Documentation of you know immigration status. Right right. They may not want to speak up. Because you you could imagine that there are more people out there that just haven't been found that's right so you know how to get the word out and how to You know really understand. Stand the extent of the problem. Here is really uncertain right now. Is there anything that you as a consumer can do to kind of. Try to make sure that you're getting a countertop from a place that doesn't do just you know like dry cutting only I mean I think just being aware that this is a potential issue and just having it in the back of your mind as something then you can ask about like a lot of times. People are only interested in like price per square foot. Sure right these are not cheap. countertop right right you have. Choices is about who produces these things for you and it's worth asking some questions about like exactly what their processes are and how they know that they're doing it safely.
"ableman" Discussed on KTLK 1130 AM
"A live you wild and Paul Walter Hauser Richard Jewell now playing only in theatres from the case is this idea of Minnesota weather center mainly cloudy across the measure today was scattered light snow around it instantly cumulated will be possible highs today will reach the upper teens overcast this evening with the lows tonight falling to the late teens I'm meteorologist Ashley o'connor on Twin Cities news tack Ableman thirty currently it's sixteen when I was talking to him eleven thirty is available everywhere you want to listen on our free I heart radio now the president's misconduct is overwhelming an uncontested in one area I do disagree with the I. G. I felt this was very flimsy what is being described as a future regularities becomes a massive criminal conspiracy over time did a fraud the FISA court to illegally surveil an American citizen and keeping operation open against a sitting president United States twenty six days last presidential more information on more solutions for final news roundup and information overload our this.
"ableman" Discussed on Accelerate!
"Next level. So it's, it's, it's a it's a culture of trust. It's, it's open communication invulnerability, and it's a kind of beating the stick on undelivered practice. Okay, so you may won the award. I Latin phrase used on the show. So. Yeah. So let me ask question. So in your gens ation how're managers incentivized. And how are they measured for developing the capabilities of individuals that they report the report to them? Well, working on that, that's not I'd be lying to you by said that, that was nailed down. I think our best practice today, suggests that, you know, if you take a look at sales enablement you can't really prove causation, but you can prove correlation. And so, yeah, you know, we've purchased a number of, of tools enablement tools in our tech, stack and breach, one of those tools we have, like a, a number of behaviors that were trying to model and encourage and so we measure different activities to see if this or that seller, or when I say sales, it's also, our, our account management, our best team retention up sell the whole room, anybody that's revenue facing. We, we measure them based on. Are they using these tools that we believe correlate with higher win rates, higher average selling? Prices in these desirable outcomes for the business. And we're hoping that those are willing and active participants in these enablement behaviors will in fact, achieve the business outcomes that are gonna make them more money in help the company to grow faster. So so that's really that's really how we're trying to do it, but the management level and, and be enablement function learning development bunks in his piece of that. Our product marketing team is a part of that kind of traverses a number of functions. But when it all shakes out what we're trying to do it say, if you do these things of Ableman, that's gonna correlate with you being a more successful version of yourself. And that's, that's kind of Howard our drawing it up, so to that end this is then to the individual sellers on on your team, picking on you just happen to be sitting here is do they each have development plan, individual development plans? Ainhoa pay over the course of calendar. Two thousand nineteen this is where I started. This is where I wanna be. And these are the. The tools things I need to learn the way I need to be educated to get me from here to there. Yes. There's kind of two different flavors of it. Right. So, so let me lay in both down the first is at discover, or we try to be pretty conscientious. And we continue to improve in iterative on this idea of mapping the career trajectory, and they career possibilities. So if I come in the door as an inbound SDR than what sort of the benchmark for when I get to a chance to be an outbound SDR, and then in outbound SDR bad. How long does it typically take for me to earn the ability to become an account executive out executive, Laura? I'm on the SMP team. What, what, what's it like to be one of the enterprise guys? And what kind of milestones do I have to it? So, so I think that we're doing a better and better job every record or every year at sort of laying out the, the roles and the trajectories and all the different intellect. The decision tree. Of, you know, we have a lot of people come in on the sale side. But then I actually find that I like dealing with existing customer. So I might flip over to their you know, there's lots of transition. Right. But I think that the duty I tried it. Satisfy is mapping out, what that can look like because everybody wants to feel themselves improving progressing, and everybody wants to be able to have this palatable sense of Mike. Careers continually better off on getting somewhere. So that's one thing, the other the completely a different way of coming at that is, as it relates to everybody having an individual plan is we try to take a look at what are the what are like the important buckets of learning..
"ableman" Discussed on KDWN 720AM
"It's his work on that cross. The gives us something to say, and he showed these disciples his own scars, his hands his feet and his side. And then he said, my sacrifice is also giving you my spirit. Now, these are the verses that the Roman Catholic church teaches that there's a special anointing of God on their priests which gives them they got thirty to absolve or to forgive sin. It's the doctrine of absolution of sin on close examination of the context, though. It will be seen that this is not at all what this is teaching God's spirit had been with these. Disciples? But now it was going to be on them temporarily until it would be in them permanently. And that would come in acts chapter two Jesus is giving them a special partial spirit in Ableman ministry that they could carry out in the next fifty days that ultimately would lead the Pentecost when they would be the recipients of the Holy Spirit who would live in them forever. This was a special Pri Pentecost spirit, and enabling that Jesus specifically gave to the disciples. It was this very special episode. Alec provisions that would enable these disciples and empower them to do the work of God. Jesus breathed on them the spirit of God. And he's not breathing. The spirit on us at the moment. You and I believe on the Lord Jesus Christ that spirit of God takes up residency in us forever. So we don't get a breath of the spirit of God. We get the dwelling of the spirit of God. Now, one of the major benefits of the cross work of Jesus Christ those wounds that you can see.
"ableman" Discussed on Social Pros Podcast
"Powers out. I don't know what to do customer services match that. So we kinda just keep an eye out for one. Another and say, hey, you guys miss this will kind of talk back and forth. So if for example, if they had missed that one about the multiple outages than I can pick up the phone and give them just a coaching where I'm just able to say, hey, let's make sure we button that up. So that doesn't happen again. Because a lot of times we are the only people who are seeing that. There's a problem there. Who is social media consultant for public service company electric utility in Arizona joins us this week on social pros. I am glad you mentioned that it was a question. I wanted to ask about employees Ableman in social have min mini mini implant as many of whom are fixtures in their local communities around the state of Arizona. And so when that happens either officially unofficially something that may be corporately. You can't communicate. But as an individual employee of the organization, you can do you use send messages using some sort of software. Do you send out an Email to all employees and say, hey, we can't say anything, but here's what you can say or or do people have to be trained or approved or somehow vetted before they can do that kind of social media communication as an if he has employees. So we do provide not specific not that specific, but we do provide trainings. Whether it's we have an internal intranet. That's very vibrant and has daily news going on. So a lot of the messaging around a certain topic. There will be a section of the internet that's devoted talking points for that. It's not a specific saying, here's what you can say on social. But it's just informing them of what a lot of times. It's just a discussion. They're having in the grocery store aisle, and they have their PS badge on. And somebody says, hey, how do you feel about solar? And we want the employees are saying we need to know what our answer is. Because I work in accounting. I don't know how you feel about solar. So they want those talking points that we provide those we also so I do some articles for Newsline, which is our intranet just best practices. Here's what you want to interact with. Here's what you wanna shy away from as far as like if there's an argument that's breaking out, and it's gone back and forth. More than twice that's probably not the platform for it. So maybe you can have coffee or maybe if you don't know them, you can just back out at gracefully or whatever that looks like so providing those kinds of tips and guidance, but also I do coaching with employees as well. If there's an issue, I always assume good intention. I'm assuming that they're just wanting to stand up for the company. I'm not calling them like to blow whistle and say, hey, you know, this is social media police, basically, I know what you're trying to do. Let me help you do that a little bit better. And here's something we've learned from other employs interactions that might help you. So that it's not as contentious as that last interaction or something like that. And then we also have an ambassador program that we've had for the last. I think it's been about six or seven years, and those are group of employees have basically raised their hands and said, I really want to be an ambassador, whatever that looks like in the community, whether that looks social however, you want to use my voice in the community. I want to be that. So they have we do monthly sessions for them on certain topics. So for example, next month is going to be on battery storage, everything you want to know about battery storage while not every employee wants to know about battery storage. But these are the folks who are like I do wanna learn about every corner of our business. So that I can actually talk intelligently about the work that we do. And so those folks we lean on very heavily..
"ableman" Discussed on Shareable
"Dinner. I'm so happy to be on sharable podcast with Jeff, and it's wonderful to be here. I'm actually a marketing consultant and author of two books, which is global content marketing and affective sales enablement, and I just recently published effective enablement book in L E end of October. And this is actually a book written by a marketer, which is a me and for marketers and majority of sales enablement blog is really about training and development. And this is a unique bog talking about sales enablement from marketer's perspective. So that's pretty much it. Jeff awesome. Well, it is great to be back in touch with you. And we haven't seen each other since like few conferences ago, many moons ago, we keep in touch on social most following the stuff that you're working on. On and all the different things that you were doing in the global content marketing space, and then this pivot to sales and Ableman some glad that we got back in touch talk a little bit about that. But I wanna start before we get into the kind of neat of everything that you're known for want to give our guests our listeners a chance to get to know you. So let's let's start by getting to know you little bit. So I have this that I like to ask because it tells me a lot about the people talking to and since I've never asked it to you. I'm gonna ask you now if you have one superpower, what would it be? Wow. I Suva power actually. That's actually hard to answer just one. Okay. I would like to actually have a couple. Or here's the. What was Huber hero or super villain and have their entire set or you can you can say Spiderman, and you know, stick to walls. You can have the Spidey sense. You can you know, have reflexes etc and super strength or you can just pick one superpower, it's up to you. You know, there's one thing I really like is able to remind and be able to understand what all the people thinking not as a huge huge troll bag on that. Because you know, when you are talking to a person if you cannot shut that down then that prisons minds probably will in golf you big time. But to because I mean, the marketing and try to understand the customers challenges in the pinpoint sometimes I really liked to get into the head and understand what they all thinking about. Of course is not necessary on the personal side of things the doing more or less more or less, actually, I'll think about the products and services. So if I. Actually, had a superpower I will say that able to re somebody's mind. That's an interesting one. I always love asking people about their superpower affinities because it really reveals a lot about the person. So interestingly, if if you couldn't control it, I don't think that would be a Super Bowl via Suva power. I think that will drive people mad crazy..
"ableman" Discussed on Sales Success Stories
"And so there was there was just a series of fights the original. I think the original business case was made on cost reduction and no looking at their technology stack and saying where can we reduce, but in fact, you know, the the bigger opportunity and kind of had this because because they made it on that. I think there was a lot of pushback internally. And there was a lot of you know. The people who wanted to build it became very noisy. And they they said, okay, we're talking about sales and Ableman technology here. We're talking about things that that actually allow us to be better in the field. Let's make this business case on revenue, and this, you know, this will actually bring a lot more revenue into the company, and you know, without increasing headcount to do it. And so they you know, that was that was kind of a key inflection point in the deal is that my boss, and I talked about it from the early days of the deal is that that that will ultimately, I think the, you know, one of the key battles that had to be fun. And we couldn't fight it because it had to be an internal battle. So we all you always had to have having the vacuum on. How can I prepare? You know, our champions are coaches are influencers to really have that battle and be confident. They could stick up for what for precise mic when it came when push came to show, how many times did you think you're gonna lose? The deal. Oh. Think there's there's a great, quote, they kept repeating my wife from the how the Affordable Care Act was passes that they said, you know, this thing is going to this thing is gonna die died twice before it lives. I think there was probably I could probably count them on two hands a number of times that I thought this might have been done done for I should say. And, you know, at each time, I, you know, kind of regroup with people internally, and you know, as as clients do they darkened deals, and they go quiet, and you don't know what's going on over there. And so keeping patients and kind of having this backing of leadership that you know, what, you know, you're doing the right things you have the the right sales process on this just continue to be patient with it, and and keep pushing, but, you know, don't don't freak out if they go dark, and it's one of those things that that gave me the confidence to push on and continue on and and continue to do the. Outreach too. Like, I said everybody every, you know, relevant person at the organization that we could get to to sell them on value. Yeah. Talk about sort of your mindset, especially in in those periods. Right. Where you feel like oh, man. Like, it's it's going to die. There's there's no able to bring this through like how did you maintain through all of that? Because I know how these goes like it is not all roses and unicorns. I mean, you got kids, man. Like you..
"ableman" Discussed on Sales Success Stories
"When you don't have a lot of information about the company, and there's usually a moment in a call or meeting win. You know that information about that company runs out, and you kind of hit the panic button and go back to talking about your company, and this year is really allowed me to dig in deep and really properly research my accounts, and the people that I'm speaking with and you know, you can get into kind of this great, you know flow. I guess flow state of mind where you're really just fully cons. Untraded on on their company their role their world in you know, more importantly, their clients. And it's you know, it's allowed me to have just a an awesome set of you know, value based conversations that really are are focused on on that company. That's awesome. So give it a little bit more context around the the role. What what is your territory who? Who all? Are you calling on to mine is I'm based in New York? So I call on a set of fifty accounts only one of which was a current client. And it's not really geography based necessarily a there there are, you know, the the leadership has done their best to kind of try to put accounts in my patch that are somewhere near my geographic location. Like, you know, as you know, when you're working giant account that you're you're influencers, your decision makers, your coaches, your champions. They can be anywhere. Yeah. Absolutely. So give it give us some context. Then about this particular deal win winded this things start and just give us kind of a forty thousand foot highlights. We'll dig a little bit deeper a little bit later shirt. So it actually started in two thousand sixteen the company had actually quired a company small company that was a client of ours. And so that turned into kind of a little bit larger, you know, a bit larger actually quite a bit larger deal within a smaller division of of this larger company in twenty seventeen before I joined seismic and all credit to the account executives on those deals all credit to the customer success people on those deals because that's really that. Really is what laid the groundwork. I think that those two those two divisions were giant champions of ours throughout this process. And it's one thing to sell value from the outside. It's quite another to have internal folks selling singing your praises through. The whole process of of a larger enterprise wide deal. And I guess then when the account came to me in January, I as I said, I I was seismic gives you the opportunity to really delve into research. So you know, to have a really large deal like this come together a thousand things have to happen. You know, positively on the client side, but also of thousand positive things have to happen on on your side. And you have to be you have to be ready for it. So I I did a lot of research. I- investor days quarterly earnings, you know, those types of segments and really found out that the company was had been struggling for number of years. But not because that they not because they had kind of a lack of innovation. But because Wall Street was was telling them they actually had a failure of execution and luck, you know, seismic cells sales and Ableman technology..
"ableman" Discussed on KDWN 720AM
"Is not each concession. Knowledge and action is right true. Or? Ableman a conscience, and I. Feedback. This is not a concession. Exactly is it. What does that tell you about what we're looking at for twenty twenty? Well, there's a lot of things happening that indicate that the angle I did oh gosh. This must have been I've done. I've done versions of this angle that all they have is race. They have the race card, and they keep playing it over and over and over and over again. Rather than rather than try to just decide. What can we do better next time? What can we do better? Well, can they do better? Now. It's better to say. It's all it's all it's all illegitimate because of the patriarchy the white patriotic ARCHE that exists in America. We had a we had a woman who is the democrat nominee who African American woman. She came pretty close. That's good. I mean, that's good. If you're if you're all just about historic this is historic. That's historic. I I that's pretty good. That's not good enough. You see because a white man won the race. So white man running against the black liberal woman. It's got to be racism can't just be because people thought Stacey Abrams is way too left for Georgia. It has to be that the system is a racist system. Thus the outcome is illegitimate Jake tapper had Stacey Abrams on do you agree that it was stolen. And do you think that Brian Kamm is not the legitimate governor elect of Georgia the law as it stands says that he received an adequate number of those to become the governor of Georgia and knowledge the laws stands, I am a lawyer by training. But we know sometimes the law does not do what it should. And that something being legal does not make it right? This is someone who has compromised our systems, he's compromised our democratic systems, and that is not appropriate. Well, she won't answer the question. Really? I mean, I is is he other governor she well he won. But. The system doesn't imagine. If we all took that attitude toward all laws that we didn't like we didn't like the outcome of what you can't steal. You can't steal someone else's car. Well, we don't like that. That's that's all he has a better car. He doesn't he? Yes. Five cars. Why can't I steal one of those cars? Why can I take one of them? That's that's the. Now, the so it's a lack of equity in our system. See the the equitable solution would be give one of your cars to the guy across the street or needs to get to work doesn't have a car. So car broke down. What's equitable is to take that car? Give it to him. That's the equitable outcome. It's not legitimate for you to have five cars. Even though the law says, you can't take what is someone else says it doesn't matter to them. And that will bring us to..
"ableman" Discussed on This Week in Startups
"It, and we're going to sports caster. So right now may has pulled up. Looks like Lincoln and is doing a search for sales enablement, right? I've never even heard of this term, what is this term sales. And this else in of all deeply people higher in a company that has a huge sales people. They are the people who will determine what the salespeople shoot use in order to be faster and more efficient. So yeah. So that say you all company that selling into sales Ableman because the people who mixed it to shin with a good part for the company or not you can do switch that say in Lincoln here. It will be a list of people in Ableman, you can then use lead chrome extension, which will pull up this. There you go and extension automatically review. You hitched bowser? His the pitch decks, names and companies and at real time, find inflammation about this people from all over the internet menu. Even need us when. When you hit that little chrome extension button. Another window pops up on the side of Lincoln and shows you, hey, here are those people and at the bottom it says sceviour find the work phone number of the mobile phone number. You can click on the individual. And it says capture what happens when you click the capture button. So when when you hit this one capture button just with one we don't medically sing your CRM. Let's say you're using Salesforce most people do. Yeah. Yeah. Duplicate. You can see here that we found this percent. Eighty salesforce. So we are domestically let you know, whether this could lead, but this is very interesting. It's showing this person Corey brace apologies to them. But it's publicly listed information. And it says he is. Closed-loop sea ellos e loop that bio two that he was actually at curious off. Yeah. Simpson. So in sales for us we had them, but we had his past company..
"ableman" Discussed on Inside Intercom Podcast
"Differently? You wanna document what is it the customers trying to accomplish what's the ideal sentiment or action that they have? And then she identifies these things called moments of truth. And if you can figure out what that moment of truth is at each stage of the customer journey and over deliver. That's where you really can build out the relationship with the customer and differentiate yourselves. So we did that we're actually still in the process of doing that were at the step where we need to now validate that with the customer, our is our view of what the customer thinks is important as the same view as our customers. And a lot of times you'll see the divide there. And can make course corrections. So. So I think through that then you identify what are the programs that we can partner with other people inside the organization to put in place to continuously improve. So we're we're in the midst of doing that as we speak and I've done that previously as well. Not so great a love this allows us meant that Allah and stepping worse thinks. Yeah. Wrote another one too sounds great. We have almost done something similar where we looked at customer bind during. So it's if you're looked experience after they become a customer, we when look experience before they become a customer at a segment level and trying to about was the key stages on the journey and use that information to make sure the we'd provide the right message aints rose right channels right decision makers at the right point and the buying journey. And it's incredible. The insights we get from talking to our customers into prospects and understanding all different parts of the journey. And then when we communicate to customers was us. We're very fortunate to be able to use a product. So in product messages to understand what exactly customer so doing at every stage of the buying journey and of their product experience, and then gauge with them at that stage was relevant information. But I'm gonna look into that. I love the concept, and I think the more we can do it's really is using her come to do this. Yes. So thank you for that. Yeah. Now, what about your partnership experience with sales? I'm sure sales and support. I also some of the teams that are thinking about the same questions and also thinking about how does it create a need to collaborate was marketing to create those moments of delighting customers. Can you talk a little bit about how you work with the support and sale seems sales off sure sales left has been different than any company. I've ever worked up before have to say and one of the things that drew me there the commitment of the company to put customers first and one of our other cultural values team over self in. We truly are an account based strategy for the company there is no marketing needs to deliver this and sales deliverance that it's who are targeted counts. How are we engaging them? What can marketing do what conceals do? And it's a true. Outbound Orion tation. I absolutely love it. It is a true partnership, and our CRO and myself Sean Murray in a we talk about the factors that categorize our quantify who are target accounts. Are so marketing owns target accounts and selection of the list, and then we work with sales to prioritize those lists and define the segmentation that we want to go after and the the methodologies for going after them. And then, of course, we tear the accounts, and we put invest more resources in the top tiers than than the scale activities for the lower tier. And so that that partnership is in place. We also have a great partnership with sales Ableman team as they look to gather feedback build messages train, and then we use insights from our product as to what messages are resonating with the customers. So that's that's been quite different than previous experiences where it was a little bit more on the traditional side of marketing where my leads. And then marketing would say why don't you fall up on my lead sale definitely heard that story before. So it's it's a true partnership on the support side at sales Lofton at previous company. So I like the direction it's going into only been at sales offer for months, so I'm still and a lot of the leaders are relatively new what love on the support side that we're talking about right now is that we identify best, practices and benchmarks..
"ableman" Discussed on Ben Greenfield Fitness
"She ended up getting actually, she got coli oversupply ran out, so we ended up using having no choice, but to go over to Holly mix a organic goat milk formula. So I wasn't about to put him on any kind of other formula. So since we had to supplement, it was interesting that there was a goat milk formula. So obviously utilizing you know a to strain of of case in versus the typical Ableman. It was a lot easier on his body actually worked quite well considering the unfortunates since you're speaking my language, a lot of parents don't even realize that a lot of the cattle are bred now with a one protein. And so if you're gonna feed your kid milk, choosing goat milk, or I mean the sounds out there, but you can get it in the US even like camel milk or water buffalo milk. The proteins are smaller in its that e two protein is less allergenic for a kid. So you know, especially when you consider that that breast milk itself is is highly Kito genyk in terms of key tones and triglycerides if you're not going to do that, you might as well choose, you know, like you're doing a good absorbable non-allergenic form of milk from some other mammal. Exactly. Yeah. He, he was doing baby. He was doing baby led weaning from the time. He was about five or six months anyway. So we started introducing solid foods pretty pretty early terms of kind of mama birding it to him into getting introduced the food, so good. Yeah. Cool. While we're going to make an extremely awkward transition from breast milk over to mcneese Eum. Because that's the topic of the day, obviously the elephant in the room. So I guess the first question I have for you, Thomas is this a lot of people already know the imports of magnesium and frankly, and we can talk about the best way to test your magnesium levels here in a little bit. But a lot of people are low in magnesium or know that quite a few folks are low in magnesium. So they might be too, especially their athletes if they sweat, a lot of got a lot of mineral turnover. But the biggest complaint I get from Magnisia in the number one thing that I want to address for us because everybody's wondering, this is magnesium can frigging make you spray out backside the next morning and completely destroy the toilet bowl the wall behind the toilet. Sometimes I've heard stories of people who take like, you know, a magnesium citrate supplement at night in the form of four hundred five hundred milligrams and literally just have to clinch their ask cheeks all night long, wake up and and blow themselves wide open. So is there a way around. Round that when it comes to topping off your magnesium levels without getting this notorious loose stool, or I think it was Dr Chris, Chris, her who I heard describe it as consta- rea- like a mix of constipation, diarrhea. I have never heard that before. That's perfect. Yeah, it's it's pretty simple. So magnesium is what is called hydro phillix. So it's, you've got hydrophobic. Hydrophobic hydrophobic means afraid of water or deters from water. Hydrophobic means attracts water. So what happens is magnesium in general, creates this thing called passive diffusion where draws water into the intestine, and that's why when done properly, it's beneficial for the occasional constipation because draws water in gets everything moving. It's great. The problem is when it happens really fast, there's nothing to modulate how fast the water floods into the small intestine and large intestines. So you end up with the situation where you can have the uncontrollable bout of diarrhea and that this is nothing you can do about it. So the trick is having it absorbed slower, and it doesn't really matter since magnesium is a mineral..
"ableman" Discussed on The B2B Revenue Leadership Show
"They are one of our best friends, and here's why all those metrics that I just outlined from you are all metrics that have to be coming directly from your CRM. It's no longer a lie feel like, or we've got smiley sheets and we got all five's, and they said, wonderful things about no, the board doesn't care about that. Your executive team doesn't care about that. What they care about is hard line ROI figures where those coming from sales ops, they ultimately own those tools. So what we do is we provide the parameters and they did either teach us to or they provide the readout of those parameters. So we have to be in lockstep. Another example is, you know, we run workshops and we're running a workshop at one of my clients and we're focused on CRM and what should go into whether the field and we realize you're asking way too many questions. Sales folks are not into. Sensitive admin intensive by nature. Could we in a shocking? I know look around thing. We're gonna call the wheel. That's going to be big one day frying. Trust me. So we realize are all of these questions really mandatory and they look that well, at the level, we need five of these at the enterprise level. Yes, we do need all these guess what? Make five of the mandatory and then have your first line managers ensure at the enterprise level that those other five are being answered and that it's tied into levers before you can move from one stage to the next in your CRM. And I couldn't believe that they looked at me like how we never thought it, what banks. That's why I'm here back to that. How do we have compensated? There you go. Right. Well, that's it. And what would you say the top like three KPI's for the Ableman team will ultimately it is speed to revenue. Another is about productivity, how many and how faster they attaining quota and everything else falls a distant second to those in. What are your thoughts on that? Because clearly I've had. Sultant on the podcast saying that, yeah, you want to target sixty percent to make quota and certainly way when I was coming up, it was more like eighty ninety percent you. I still don't subscribe to that sixty percent there because to me that says that we've given up on forty percent of people and that that's almost half of your sales or so I would love to push that back up. That's like saying l. to the to the CSM or we would love to get a cuss set score of sixty percent who what CEO would sign up for that. Well, it's also fun. It's fudged by the the CFO to keep commission expense down not course not only you know to keep sales productivity up. What's interesting you say that because I had a conversation with a CFO about that very topic earlier in my career. And I said, are we trying to teach people how to be successful? Or we trying to make sure that they don't fail. Looked at me and he said, what do you mean? I said, well, compensation drives behavior. As we all know if you compensate for the right things not only does the rep win, but ultimately the company end the customer base wits transversely if you put things so high that you know only sixty percent will attain this, you've wasted everyone's time and not only have you done that you've created a training ground for people to move out of your company that are well enabled and go sell where mostly your competitor. And that's it because the bad people don't quit. The girl. We that would make too much sense. Right. And regrettable, attrition, people kind of go. Yeah. Well, it was probably time they moved out or we manage them out of the business. Why are we always surprised when good reps quit? I've got an answer for you because we didn't invest in them. That's it. In those numbers ripple through the whole organization ripples rations tripled who's an Ableman, you know, trickles up or down into marketing marketing and it affects everybody and all of a sudden people lose the Mojo..
"ableman" Discussed on The B2B Revenue Leadership Show
"We all talk about sales tools, sales process, sales methodology, cell stages. Let's take those and figure out how those fit into the customer buying journey versus trying to get the buyer and their journey the fit into our processes. That's it. Yep. Is nobody actually buys that way? Nobody buys presentation demo proposal, negotiation closed. I know never seen. I have never seen that at twenty plus year. What it looks like is and it's shifted, and I love the evolution of sales in sales enablement. Where we've gotten today because no one buys like that it is now shifted to where we all know what is it? Seventy sixty to eighty percent, say folks in the buyer journey have already gotten to before they even reach out to a salespers-. So with the advent of social media, in all of the access, we have to information, the salesperson is always going to be a critical component. I don't believe that AI machine learning any of that will ever replace the salesperson, so don't don't misunderstand there. But what we have done is because they're further along their more well informed, they're now looking for us to be an advocate and show them the value of what you're selling and the business value. I e we've got all these bills toys whistles, but at the end of the day, how do you help them either a increase productivity and efficiency or be decrease pain? That's what they're looking for now from sales folks and what are the implications of not having an sales in Ableman function within a amid. Sized company all when enormous amount of -plication. First and foremost is those three pieces that I talked about earlier who's going to own the communication piece of making sure that you get people inconsistency with consistency. Excuse me. Secondly, who's going to own the collaboration piece of making sure that you're speaking with the legacy folks with your partners in alliance, and also you're getting that list the customer integrated back into things. And Thirdly, who's going to own the orchestration piece of making sure that and I look at it kind of like the orchestra master without them. It's a bunch of notes on the page. Jews and people are playing the notes at the wrong time in overlapping each other. But when you put that orchestra master in front of them, it all becomes a beautiful piece of music that is moving and that is driving, and at the end of the day, that is productive. That's what we do. And who gives this idea resistance within a company is the VP. Sales is a the CEO is at the wraps. Yes, everybody. Answer, yes, there's going to be pushed back inherently from all those levels. And here's what ultimately in enablement we are changed management agents and we both know change does not come easy and it does not come with some without some form of pushback. It's a matter again of going back to really validating in articulating the why of what we're doing all of these things for and not just the what, or even how sometimes. So help me understand. I guess the audience who who's pulling you in who's contacting you while it generally starts at sea level it in, it's either the sales or the CRO CSO it encompasses the owes. Well, now also bring in sales operations and also marketing. So the answer is all of the above. It generally starts as a need from sales, but then it has a voice from all of the other. Pieces of the organization that come into play because ultimately, if they're not working in the same direction, marketing doesn't have content that supports the sales messaging that also supports the go to market strategy that ultimately supports the company's scope and vision, your mouth aligned. And that is primarily the reasons that were being brought in. The other reasons in from those levels are either a, you just purchase a learning management system. Now you've got to figure out how do I get this to play. I've got a learning a LMS. I've got the content management system of coaching tools. How put this all to get the second piece is that a company is generally in hyper growth mode. So we're hiring like crazy. And now how do we get consistency around this? The third piece is we are having problems with churn of our sellers, and we can't quite put our finger on its, we come in and do an assessment and at least get the alignment in connect the dots for you. And then the final pieces we have..
"ableman" Discussed on The B2B Revenue Leadership Show
"I an incredibly blessed to say that we've been at it now since the first part of the year, and we are still working on our goal of first year of pure references and referrals without having to do outbound marketing. Other than these kind of things, of course of may make sure we get the word out, but I look at this less marketing and more about best practices share. Yes. So let's get into that. You talked a lot of people about sales and Ableman, and it seems to be interpreted very differently by everybody. What do you, how do you define it? Well, I take the definition similar to the cells enablement society, which I am fortunate to be one of the founders of and that is we help get sales teams into the right conversations the right way by breaking the complexity of sales enablement into scale of when repeatable processes. Now, here's the key part that will ultimately lead to increase revenue. And what or how do you go about that? That seems like a big undertaking to me. I think there are three boats that is communication. First and foremost that's looking at the on boarding process. Make sure that you have consistency scale ability, and that you're getting people through the same process the same way in getting them prepared, although it needs to be iterative because the changes go to market the competitive landscape. Consolidation know new product releases its cetera. The second piece to me is about collaboration and that is in sharing that we bring in that voice and the best practices of the legacy folks not just focusing on the new hires. And the third piece is the orchestration, and I call seldom moment the owners of and translators of dialects and languages. And what I mean by that is I see us as the hub that spokes out to every other part of the organization and Argo is to do two things. One always make sure we're. Translating their language into sales from sales back into languages they speak. And second, we're all ways the advocate for the voice of the customer. Now I see a big demand for service like yours because.
"ableman" Discussed on Talk Python To Me
"Python to build interesting things like you maybe don't even know what a function is, but you could still do some pretty interesting stuff in straight down. You know, you don't need to care about code raised or whatever. Object-oriented under the that you can completely ignore objects into you. You realize that there's value in hell, half my code still north objects. It seems like he's days. Yeah, it's quite an interesting point. So speaking about these days, what are you doing day today? You're developer evangelists at Cisco. Is that right? Correct. Advanced. So I'm a never program newly evangelists with Cisco inside of our desert organizations. So Dennis, the developer in Ableman program for Cisco and so is where people that are looking for our API documentation SDK's sample code and sandboxes resources. That's all of that valuable and my team evangelists are like, you'd find any of the developer Newton aransas is we go out of the health people better make use of and understand what's possible tools. Cisco has a huge portfolio products for networking to security in collaboration. A my focus really, really fully in the network on a nation reprogramming qualities face. So there's tons of. Dizzy in. There's there's tons of workout. They're helping all of these enterprises in network engineers inside of the enterprises figure out what automation means and how they can start to automate their deployments in what is it takes the skill emit changes in these types of things. Resources. We Bill wills, events that we hold in discussions gives to, you might be going out of visiting like a group of network engineers who maybe haven't done a lot of program, ability automation of networks and help bring them along or maybe help them design how that applies to their infrastructure or something like that. Xactly. Yeah, there's, there's usually I firmly into two cases workers through most days. These days organizations are nice. They need network automation and so they're going to their network team since they don't need to figure this out what resources are available. And so I, I go into some of those organizations that spend a couple of days helping them in in kind of leading introduction to program ability classes. And so just last week actually spent entire day while customers we had about twenty engineers in the room and we were going through basics of life. So what is life on script to how do you great variable? What our libraries? What libraries are interesting for the network engineer, how you parse data that comes back because that's a big part of of dealing with clear tax versus Jason and all other, what is on? How do you profit, what is x. amount with a Yarmuth file. All of that goes through. And that's a big part of this. This bringing python into the engineering field network engineers have been in IT for for years in many of them took outside classes way back when and they moved on similar cases ended didn't love job a whole lot. So when in game programming is not fun out of. Packets across the network suit. What we're doing now is trying to help remind them kind of some of these skills there. They start to knock the cobwebs off some of the fundamental Graham stuff they have for maybe twenty thirty years ago when they went to school and then start to add these new elements that are there XML exist or some of these guys when they went through in Yannis in so showing them the value showing on a use it how to connect to a device through python using one of these API Zor available in what wise that better than doing that they're giving today, because that's a big part of the discussion often is showing that there is there is value in making this Jerry, right? Because a lot of improbably didn't decide to be programmers, maybe that's a good way to segue into like, what is the background of typical network engineer?.
"ableman" Discussed on WGN Radio
"It's going to be hot with a. High near eighty nine down to. Seventy two tonight with clouds and then Navarre mostly, cloudy scattered showers and thunderstorms high. Near eighty one seventy two right now in Chicago I'm. Steve Grzanich in the WGN radio newsroom and this is the stuff that, matters on Chicago's very. Own seven twenty WGN back to, the Steve, Cochran show David Kerley handles aviation and does it well, for ABC news he's on a plane about to leave let me, jump here quickly Hello buddy how are you I'm. Fine, thanks. For doing this One of. The joys of flying All right so. Jump when you need to jump but the main question I have for you is how is it? Possible that this guy stolen airplane do we know, anything more than we knew yesterday No not really not really Straight. Forward badge Trucks to pull the planes out Plate and got on board You know the twin engine is a little bit To start up Marcher Somebody from the Seattle One, in a million billion but many of them and Suicide Up but I get. That so my understanding is you don't have a key when you start a commercial, aircraft there's a code or something you need to plunge. In does it make sense that he would have it No and for that kind. Of aircraft there was a dip probably wasn't code Some code Four The larger gentler. Isn't it could add additional, security One To the, flight and you're sitting The that are the first officer but that would be a software change Ableman Who knows what's going to be recommended Talking about it But, people are, wondering was this was it? A one out how much do we want to spend a Because your expertise, in this how amazed where? You it is ability to fly the thing Well you know, I have a couple of little simulators on my bone and Hi fly On. My, bone I think I could bought with good real pilots That would I think a lot of pilots Real cockpit what he was. Able to do, with the investigation as you say we'll go on, a lot of different directions here but after the guy over Detroit, tried to blow up a plane we took off our shoes? For the next how many. Years right until TSA pre check and most of. Us still have to do that do you anticipate a change in? Security at airports because of this Not necessarily won't be. There a change in the way they screen some of the workers More of it that's a possibility but I don't think you're gonna see major overhaul I. Mean these people. Already go through background check pilots have to have Would they get. Their medical they have to go through and talk about that at all we don't do, that once once you've done a background check.