20 Episode results for "Lincoln sales"
578: Dont Connect & Pitch on LinkedIn! Do This Instead - Josh Roth
"You're listening to a daily sales tips podcast. I'm your host Scott Ingram few weeks ago. Josh Roth, wrote a great post on link in where he suggested that we all need to start calling each other out for these ridiculous connect and pitches, and Cowan. We links in the first message on link Din I wholeheartedly agree actually worry about the future of linked in because of this, and I asked Josh, who's the senior Business Development Manager for the enterprise and strategic segment. Walk me to record this tip in today's sales culture. So often I think that sales people feel the need to. Reach their quotas and do whatever they can to hit every single day every single month, and what that's causing is sales people sales representatives are reaching out and they're connecting on Lincoln, and then they're immediately pitching sometimes that pitch is even in the connection request sometimes, it's promptly upon the connection request being accepted. We as a sales function must get away from this Lincoln at its core is a professional social network. It is not a place to be connecting and pitching. It's a place to add value. So what can you do instead of connecting and pitching? What I've found is really effective in not only having conversations with people, but really building relationships is going through an engaging in their content. Understand what it is. They're doing on a day to day on a week to week basis. What are they reading? What are they engaging with? What are they talking about? That's going to do three different things for you. One, it's going to have your name be associated with providing value to the prospect instead of just. A wild connected pitch that's coming out of nowhere number two. You'RE GONNA start to learn the language that your prospect is speaking. How were they talking about their role? How are they talking about their industry so that you will understand better if first of all, you can align with your prospect and with your prospects function, but you're also going to learn how they're speaking. So you can help frame your messaging to the way they speak and not vice versa number. Three you're also going to begin to help your prospect on Lincoln. You're going to help them get their content out wider, and you're going to have your network see that, and your prospect will appreciate that because they're going to associate your name with helpfulness kind of ties back to the first point a little bit, and we as a as sales leaders. We A- sales people we as a sales function must move away from connected pitch because what's going to happen. Is Selling over linked in will not work anymore. We're already seeing this with email email open rates are down email conversion rates are down email automation is way way up people do not want to feel like a robot is selling them they want to know there's someone on the other end of that that is done their due diligence that is a person that has feelings they want to feel the authenticity and the more we automate linked in the more we. The sales process especially early on in sales development and business development we are making our jobs harder moving forward. We already see different cell phone carriers in different phones actually ebeling cold calling you can literally go in and turn off the ringer. For numbers, you do not recognize we are seeing filters on company's websites that disallow. Emails that have links or gifts or memes. Let this happen on link did added value deposit before you withdraw. But most importantly do not connect and pitch add value before you go in and pitch. If you click over to daily sales dot tips forward slash five seventy eight you'll find a link to Joshua's Lincoln profile where you can follow him and Josh continues to hang out near the top of the Lincoln Sales Starr's top one hundred list that we just updated this weekend will have linked to that list there as well at daily sales tips forward slash five, seventy eight once you followed Josh be sure to come back tomorrow for another great sales tip. Thanks for listening.
A smart home for the holidays?
"This marketplace podcast is brought to you by hot cloud storage. If your company is thinking about moving data storage to the cloud, then you need to think about Sabi, it's less expensive than just the maintenance on your current on premises storage. See for yourself with free unlimited storage for a month. Go to Assab dot com. Click free trial and use the offer code was Sabi and by Lincoln sales navigator with the sales industry changing so fast. It can be a challenging time to be a sales professional, but linked in is here to help blinked in provides you with unrivalled data on buyers through sales navigator as well as a smarter and more powerful way to approach them. Go to Lincoln dot com slash APM. Marketplace for your free thirty day trial and get closer to the right people. The smart home is coming home to a lot more people from American public media. This is marketplace tech demystifying the digital economy. A Molly would. All this week. We're partnering with seen it reviews. Talking about the big trends in consumer technology as we head into the holiday shopping season. And it appears that the smart home is finally a thing for a lot more people in two thousand seventeen almost twenty five million smart speakers were sold, according to the consumer Technology Association. So far this year nineteen million more smart speakers have already shipped and holiday shopping has just begun. And once these gadgets are in a house they can act like a gateway drug people buy more connected devices. So they can have Alexa, or Google control everything in the house. Rich Brown is an executive editor at c net reviews, covering appliances, and smart homes. He said this year smart devices are migrating into the kitchen now that WI FIS a little bit more ubiquitous, and that frankly that technology's better on on the side there may be a little more for real. You know, I'm not sure how many people are actually using these voices systems. To help out in the kitchen beyond basic stuff like set a timer or make a shopping list, but we have found that the recipe function with Google speakers. Especially in the Google smart. Displays is actually really good. Like the way it responds to your voice commands is actually pretty intuitive or it can pause when you're working through a recipe can pick up where you left off when you resume the conversation is actually very a very natural way to work with the machine to make something in the kitchen. What about the the privacy debate are seen it users coming and saying, okay, sure. But I'm only going to buy the one that doesn't have a camera built in all the time privacy is huge. And that's probably the thing we hear about most and reader comments. Right. So the Facebook portal video chat device that one. I mean, come on Facebook put that out there. I'm not sure what they were hoping for. But anybody who's sort of predicted that there would be a lot of consumer resistance, and the reviews would be critical given Facebook's own privacy issues me, I think they call that one. Interestingly Google has that that can. Free display like all the home hub that just put out a month or two ago. And that one has all the functions of the other smart displays, but no camera. But you know, the privacy concerns, we only have these companies for the most part at their word in terms of what they do with your data, and how will they protect it. So it's leap of faith for consumers for sure. How about some of these other sort of nascent parts of the smart home, like smart locks is that something that is appealing to the mainstream. Consumer or does it just mean, you're also giving tech support along with your gift? Yeah. I would be really wary about giving anybody a smart lock as a gift unless you're you're pretty good at installing that kind of thing. If you're thinking about other smart, home, stuff, smart security, and smart cameras. Those are pretty popular as a category in general, and the cameras are really pretty easy us kind of plugged them in get them on the internet. And then you can view it over your phone. There's no real installation that needs to go unless you want to attach to a fixed point on your wall or something. You know, it sort of depends on how much screwdriver time you want to take on or how ready you are to hire. A contractor to come in for somebody. Rich Brown is an executive editor at c net reviews. We'll be looking at more tech categories was seen it editors as the week goes on tomorrow. We're talking TV's the price drops that are a disaster for manufacturers. But great news for consumers. Keep up with all our coverage by subscribing to the marketplace tech podcast wherever you get your pods. I'm Molly would and that's marketplace tech. This is a PM. This marketplace podcast is brought to you by. Indeed when it comes to hiring. You don't have time to waste you need help getting your shortlist of qualified candidates fast. That's why you need indeed dot com post a job in minutes. Set up screener questions then zero in on qualified candidates using an intuitive online dashboard. And when you need to hire fast, exceleron your results with sponsor jobs. New users can try for free at indeed dot com slash marketplace. That's indeed dot com slash marketplace. Terms, conditions, and quality standards apply.
The political economy of your Thanksgiving green bean casserole
"This marketplace podcast is brought to you by hot cloud storage. If your company is thinking about moving data storage to the cloud, then you need to think about with Sabi, it's less expensive than just the maintenance on your current on premises storage. See for yourself with free unlimited storage for a month. Go to Assab dot com. Click free trial and use the offer code was Sabi and by Lincoln sales navigator with the sales industry changing so fast. It can be a challenging time to be a sales professional, but linked in is here to help blinked in provides you with unrivalled data on buyers through sales navigator as well as a smarter and more powerful way to approach them. Go to Lincoln dot com slash APM. Marketplace for your free thirty day trial and get closer to the right people. There is a trade war. We'll check in with it. I'm David Brancaccio in New York. Congress is not in session this week. But a Senate committee is holding what's known as a field hearing in Alabama. The topic is the impact of tariffs on that state's manufacturing. And agriculture. Several auto executives with opperations in the region are expected to testify. Marketplace's jed Kim reports that Obama is a modern day motor city. Hyundai Toyota, Honda, Mercedes, they all have big operations. There says Michelle Krebs with auto trader, and they're all being impacted by tariffs on steel, so far the companies have eaten the extra costs. But Krebs says that's getting expensive and automakers will have to start raising car prices soon that'll mean fewer sales, and when vehicle sales drop automakers have to trim back production, and that often means laying off workers that could deliver a head to Alabama's economy and retaliatory. Tariffs. On exports could deliver another blow. Ed, Kim is with auto Pacific. He says the Mercedes plant in Alabama makes a lot of SUV's to sell overseas. Daimona the parent company is already exploring moving production of those vehicles locally to China. So that they wouldn't be subject to Chinese tariffs that it'd be a lot of lost hours for Alabama's workforce. I'm jed Kim for marketplace. The Asia Pacific Economic cooperation summit ended over the weekend with vivid sign of noncooperation, the US and China are members and the US and China could not agree on an official communique a joint statement by the gathered officials. So there was none. This is about the trade war on Mondays. We check in with the communist. Julia Coronado at macropolicy perspectives in New York. Hi, julia. Good morning. How does an economist look at this. And we knew we see data that the trade war is actually affecting the US economy in a macro way. Well, first of all the US economy is still doing very well. Well, and generally outperforming other countries that we are starting to see a bit of a slowdown in investment and a bit of a widening in the trade deficit from declining exports and companies in their CCRI earnings reports are starting to talk about how they're managing these conflicts and this uncertainty. If you towed up the things that are giving markets confidence. It's that things like the US labor market seems very strong. But in the debit column is uncertainty over the trade war. Yes. Absolutely. And companies are starting to talk about things like localizing global supply chains to protect themselves from political conflicts and uncertainty. That's not good for productivity or profitability that's expensive. So that's not great news for the market. You know, you're an economist. That's the economist talking if you're a worker who wants a strong labor market may be closer to the US helps the US labor market is. It comes back to the US. Of course. One of the features. Global recovery is that most of the growth is happening outside of the US. So that doesn't necessarily mean production is coming back here. It could be going. Elsewhere always good to talk to. Julia Coronado at macropolicy perspectives. Thank you so much. My pleasure. We're also covering the firing and arrests today, the chairman of Nissan this after accusations of financial impropriety and under reporting of pay Goan is one of the car industry's superstars, he's also chairman and CEO of France's Renault. The marketplace morning report podcast feed has our coverage. If you miss it on the air Renault stock is down nine percent. The Tokyo market is closed. So we can't tell you about Nissan. This. Marketplace podcast is brought to you by four x dot com. Committed to empower in helping traders seize opportunities in the foreign exchange markets. Learn more at four x dot com for dot com. It's your world trade it for X. Trading involves significant risk of loss. We have a story this morning about what a casserole can tell us about the packaged food industry here in twenty eighteen. I'd miss this. But the inventor of green bean casserole died last month. Dorks Raleigh was ninety two. She was a home economist for Campbell's the soup company, which has been struggling as Peggy low from station. Casey. You are reports the soup that stars at MRs o'reilly's green bean casserole concoction as a long shelf life. This is a common sound in kitchens. This time of year. Campbell's original recipe from green bean casserole is made with a can of green beans a can of cream of mushroom soup. A little milk. A little soy sauce and topped off with a can of French fried onions, it's on many tables at thanksgiving last November. Campbell's says it sold twenty five million cans of the soup. Green bean castle is the top recipe on campus, kitchen dot com. It's that season. That's Jane Freeman director of Campbell's consumer test kitchen. She says dorks Riley, invented the casserole to us what home cokes would already have in their cupboards. I think that just shows the longevity of this recipe because it's using six ingredients that everyone's still to this day has on hand, but one soups longevity can't hold up a company's entire bottom line over the years. Campbell's has seen declining soup sales and its CEO abruptly retired last may after a move to fresh. Foods didn't work Alexia. Howard. An analyst at Bernstein research says companies that make processed foods aren't doing well millennials. Don't buy many products in cans, and the idea of a condensed soup that needs to be diluted with water is something that they're not even aware of. So there's a pretty big problem in that. Here's the green and be instead, I use when I make my healthy casserole. I went shopping with jeans dribbling editor Joe's in Kansas City to pick up the ingredients, she needs for her version of green bean casserole. She's a thirty nine year old mother of two she buys frozen green beans in a bag, and she prefers the trader Joe's brand of the cream of mushroom soup in a carton. So it's basically just a cream of mushroom soup just like m Campbell. But with better ingredients Campbell's interim CEO Keith McLaughlin, recently said Campbell's has had a challenging year and all of its products are being review. You'd in Kansas City. I'm Peggy low for marketplace. I don't do the green bean casserole. But it's possible. When a potluck demands, I've made easy chicken thighs with apricot jam and a packet of Lipton dried French onion soup mix. The chickens, not vegan. But apparently that French onion soup is repsect sedan Lee. So in New York, I'm David Brancaccio with the marketplace morning with. Which is from APM American public media. This marketplace podcast is brought to you by. Indeed when it comes to hiring. You don't have time to waste you need help getting your shortlist of qualified candidates fast. That's why you need indeed dot com post a job in minutes. Set up screener questions then zero in on qualified candidates using an intuitive online dashboard. And when you need to hire fast, exceleron your results with sponsor jobs. New users can try for free at indeed dot com slash marketplace. That's indeed dot com slash marketplace. Terms, conditions, and quality standards apply.
Ep. 073 - SOCIAL IN SIX 
"They don't know this then behind the time. You're only metrics Madison's convenience launch suddenly it's march second and time for a session and six update every even I will bring you the most important news stories from the ever changing landscape to help you get a grip on what's going on and to give you plenty to talk about in the social minds facebook groups without further ado. Let's get started. Do you see a potential problem here with a complete lack of fact checking on political advertisements. Well congresswoman I think lying is bad and I think if you were to run an ad alive that would be bad. I up facebook. Ceo Sheryl Sandberg has said we can't fact check political ads. Yeah exactly that Eve's show Sundberg. She did a big interview on the NBC marked in podcast and basic came out with that said you know even if facebook wanted to. It can't really be an arbiter truth. It's too much of a job to fact check political ads. But you kind of have to agree with you know but the amount of political ads departure from the stance on the Mark Zuckerberg so of you know gone on the offensive of politicians. Basically said you know. It's not their fault. The people are weaponising. The platform and that the most democratic way of serving these ads is if people can decide fact from fiction themselves now on the back of that though and those particular on the back of the Michael Bloomberg scandal way was Paying for content unpopular meam accounts. Facebook has said that they will add political trucking onto sponsor political concern on instagram and facebook. You can see where sponsored content comes from. Essentially this is way I would say the value of Lincoln Stories. Okay if we had a stories story last week what can you tell me about? Lyndon so uncle Tan has joined the party finally only about three years after everyone else yeah yesterday. They announced that they are testing Lincoln stories now. Lincoln's have content products Pete Davies said that linked to and basically just wants to meet people where they are and imagined that accompany page or an individual might use stories to shack moments from work events or tips and tricks that help as smarter you can patriots of behind the scenes corporate situations and officers and search and allow people are giving links and really hard time for this. I mean myself included so for the on call insult they're basically saying they're chasing relevancy trying to be more like facebook with a video strategy like mirror comments that we heard when they brought out live but really. I think the platforms just trying to adjust to use the expectations because every platform has stories now every other platform has live video so uses expect those features wherever they are and linked to it. I think is just meeting. Those expectations said platform doesn't suddenly become inferior. Maybe my grandkids or even create grandkids are gonna be scrolling through this feat of Matt Co Videos and and checking out my stuff next up. Youtube has appointed. Its first create. A liaison is that yes exactly. So creativity is on. Essentially a role that sees youtube is appointing go between between the platform and its create says of which are about fifty million of them on Youtube. Now this guy's cool mcevoy joined the platform twenty twelve as a lead content strategies and he himself has been a creates a uploading videos youtube since two thousand eight so why view chip appointed him. Anybody who knows anything about Youtube will know that. Their relationship with create as as often benefit fractured over the years youtube we know have been forced to make many decisions. That have kind of upset. Great says they've been caught in the crossfire. An example of that is the recent. Ftc fine which led them to a D. monetize child facing content and look. Loughrey is got caught in the crossfire that had to label. Levity is and stuff so it is words that said It's going to be complicated stuff. On both sides. The goal is essentially to help create understand youtube vice versa. Okay next up. We've had a question. It's come over voice clip from Chas. What's up the evil of the podcast? A quick question for you guys so Do you guys believe that. Lincoln sales navigator has validated. That there is another form of lead. Gen on social media outside of advertising in the form of strategic one to one communication is so. Why do you think more people are attempting to organize streamlined? Those Processes Albion shows. We had to play that one a few times. It does sound a bit cryptic. So if you're thinking the same for those of you who don't know. Sales navigator is a premium version of linked and which allows you to create content and see information that the average. He's a concert It gives you things like that work. Email telephone number and in mail. Obviously now I think charges asking hit is if we believe that sales navigates at has given us away to validate lead generation outside of advertising and to that we say absolutely yes. I think he's also asking why more people haven't streamline this process and there are actually some challenger companies mirroring Lincoln's muddle in the B. Two B. Space. So that's not completely off the cards but if you're asking why facebook hasn't tried to follow in Lincoln's footsteps here I'd say that they have direct messaging that linked to and of course remains the only platform full strictly professional interactions for such as answers. Your question remember. If you want your question on the voice note to the details which will appear in the show description. Now we'll get back to the stories be God to become legit. Must do that all as more euros. Another story from facebook it's added to its via acquisition hall. Yes you may have remembered Yves Le Few bumps ago. Facebook acquired a games publisher who beat Games who are responsible for the beat sabers tied so which is a very popular game on Vr. Oculus not gone back to the well and they've now got a scarves. Raff and the company behind. Not just sorry are games now ask. God's wrath is a full-blown sort of RPG game it's one of the longer games on VR roleplaying games. Those of US outside of the gaming community thing. Big Maps Inquest. And all that sort of thing and really is kind of indicative of where facebook sees VR. Giving nine for the future is very much in gaming rather than being more mainstream platform facebook as we've said before they still want to get one billion uses in Vr and it looks like their efforts at the moment are very much focused on attracting console and Pacey game as back to the oculus. Essentially is a major coup for facebook quest. I've slid into a few test. The okay we've got an inscribed story here and it concerns direct messaging. Yes it does. People have been waiting for this. One direct messages on Instagram can now be accent received on desktop meaning. That community managed everywhere. I'm sure it can take care of that. Instagram inbox without looking like that's lacking on their phone. As is common practice with new features the platform started by testing web dams on a small group of global uses and promises more details on a wider rollout in the near future. So we'll have to wait and see that the functions basically the same you can still create private and group chats double tapping a message. You can chef photos and you can see. How many unread messages you have. And you'll be able to receive the notifications if you have notifications enabled on your browser. If not you won't be able to now. We still haven't had word of how and when FACEBOOK PLANS TO MERGE ITS MASS CHANNEL. So instagram direct. What's up on FACEBOOK MESSENGER? But when that day comes. This browser integration could play an important role if only just to give uses some more flexibility with where and how they have conversations shouting in tea shops shouting it team you of twins. Right York should see in the newspaper start movement on twitter. What is this all about eve? Say you're shouting at Tay has become the -firmative of twenty twenty. I think now it all started. When Tory Minister Richardson knock was pitched with a bag of Yorkshire today? Twitter users immediately attacked the brand accusing avalon itself politically bashing it for associate itself with right wing politics and that abuse lasted about six days nearly a week and it really laid bad whereas toxic side and highlighted the fact that brand. The platform are often damned. If they do and damned if they joint of course Yorkshire Tea had nothing to do with the photo op and stop people buying its products right regardless of political leaning so the social media manager behind its twitter account at the and bear in mind. They were responding to constant abuse for about a week. But obviously is the tweet went more more viral it received more and more hate so finally the social media manager behind it responded directly so speaking as a person not as the brand to say enough is enough addressed. Hey on twitter said you know at the end of the day. We're all human and the now infamous quote which trended number one on twitter. All Day came as a response to a twitter user code Seibu who began tweeting like furiously at Yorkshire. Tae and the social media manager behind the tweet simply said so. You'll shouting at Tay. We can meet you now. It's quite funny exchange but quite poignant I think it was Yorkshire Tease tweet reminder that there are real people behind Brian Social media accounts bashing a brand with. Hey No more okay than sending hate to pass no account which I think is why it struck a Chord. With many facebook fact check in story obviously. Isn't anything new? You've covered abandon. Pasquin to get your thoughts on it. I mean I agree with what you said earlier. Completely beverly really contradicting themselves as what their stance as. I think they should really get that story straight. If this is something that sticking with at the moment I think that just picking the most convenient excuse at the time. Know what you mean. Even if the stuff of show Sandberg's quote in the Original Story Spacey Said. You know even if facebook wanted to they'd have no way of fact check in these political ads which is Other now you know we kind of know that there's a culture of money talks going on there things especially when it comes to advertising trees line. I think that they just know the ads are a bad business than truth is to agree there. All right. That's it. Well thank you for sending your question and I hope we answered it for you. Thank you to everybody for the great feedback on twitter. Honestly they've been reading your tweets and it's really great to see that you've been enjoying the new format for these episodes absolutely and keep that feedback coming also. Please keep the questions coming in. You can send your voice notes to our email address all the details in the description for you exactly. We'll see next week. I Po cast fair. What's Eve young and produced by Oli Thompson?
An argument against Big Tech being so big
33: Personalized and Relevant Email - Jack Fraser
"You're listening to the daily sales tips podcast, and I'm your host Scott Ingram. Today's tip comes from Jack Frazier at sales loft who will be hosting their rainmaker sales engagement conference March eleventh to thirteenth in Atlanta. I'll tell you more about that in a minute. But first, here's Jack Jack Frazer here member of sales loss commercial sales team. I'd like to talk to you about sales emails and best practices. So many sales teams use Email communication, but they often fall into similar pitfalls. When reaching out the prospects sprang and praying therefore getting caught in spam filters. The failure of dynamic tags, and the lack of ingenuity all plagued the sales industry. They're not only a poor representation of your business. But they also failed to deliver your message to potential customers today. I'm gonna talk about how to set your team up for success in Email communication landing. And spam folders is one of the worst things that can happen in your cold outreach. It can happen when you don't have your sending domain set up successfully. Luckily. Sales loft makes it easy to avoid. You can set up. Custom tracking demands that include your URL once your Email tracking. And sitting demands match you'll be able to track analytics and avoid spam. Folders another big way to avoid spam traps. This to set is sin. Limit for your team sales loft allows you to customize your daily limit. This keeps your team's Email. Have it's healthy and gives you rim to personalise. Now that you have the technical groundwork in place. It's time to personalize your emails be sure to keep in mind. The difference between personalization and relevance examples of personalization are referencing prospects, alma mater, or they're linked in posts in your intro. This may grab someone's attention, but isn't value adding hook being relevant pertains more to how you're offering adds value to their specific role. It shows that you've done your homework and positions you as a partner or adviser. Both personalization and relevance are important, but they do require an investment of time. That's why I like to build in a research that for top accounts that gives you a set amount of time to research your high value targets within this research step I'll use sales law partners like aller in Lincoln sales navigator to access pertinent information quickly. Thanks for watching. I hope you learn how to set your team up for success by sending relevant and personalized e mails. Today's question is how are you Personalizing, your emails and more importantly, making them more relevant? Join the conversation at daily sales dot tips forward slash thirty three on that page. You'll also find the link to the rainmaker sales engagement conference, which is right around the corner as well as a special discount code worth fifty percent off your registration again. That's daily sales dot tips forward slash thirty three. Then come back tomorrow for a tip from Andrea waltz.
109: Using Network Effects to Help with Prospecting - Ryan OHara
"You're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Ryan O'Hara Ryan is the VP of growth and marketing lead IQ and the host of the prospecting podcast. He also does a ton of really cool stuff with video that makes him an especially great follow on Lincoln. Now. Those are my words he didn't tell me to save at here. He is with today's tip pyro on this is right O'Hara Tonette only give a daily sales tip about network effects, and how you can use network effects to help you with prospector to those people that are down with the cool Ingo network effects. Basically take advantage of people knowing each other. So that you can create more pipeline and be seen everywhere. The cool part about network affects is if I know Scott and Scott knows me. And then, you know, Scott, but you don't know me. And Scott does something with me, you're more likely to now want to know me that's kind of the effect of what I want to try and do with that work facts here to help you with prospector as a sales rep if your audience is online, you're going to want to be posted on social. East once a week, especially on Lincoln, you can give into video post photo post tax post, but one of my favorite things to do is actually go interview prospects, grab ZUM call or Skype. Call you can go do a quick interview with them and ask them one quick question record them trim it, and then post it really quickly on Lincoln when he puts on linked in you can tag the person when you've tagged the person who's going to see it. It's going to be you your connections that have recently engaged with you their connections there connections, recently, engaged them and new connections that you both have and the best part mutual connections. That's one of the really cool parts about this whole thing. So what you're going to do is you're gonna actually go prospect all the people that liked and engaged on that post. If you're connected to the person, you just featured on linked in, and you have Lincoln sales navigator, you can actually see the connections that you guys have and you can go after their connections to use that you're prospecting your way more likely to actually get a response, if you're showing your piece of content that says, I know that person that's really weird. The people that you prospect in work with after you, do these post could also potentially be future guest on your content that you do and the reason that you want to do to take advantage network affects again, if I keep seeing your name come up with the same people over and over again, I'm more likely to recognize you in a more likely to respond to you. Whether you're at a cold Email to me if you do a cold call what's better for me to say? Hey, this Ryan, we'd like you. Do you have a couple of minutes talk on to see how you're actually managing getting contact information near different systems that use or what if I said he prospect name this Ryan point IQ. I just recently did a video with Boba. I saw that you know them. How's it going the lateral always win? And it's important. If you're a leader to actually take advantage of having marketing support sales in this effort, it's better to be known in a small circle. The not be known at all if you're into the whole science and goggle lab coat thing and want to know the science behind this. There's actually a thing called media friend theory where if you're exposed to someone over and over again in content you'll. Feel like you're friends with them. And that's what you wanna kinda create here and the best way to kinda get more exposure. And get people see you is to take advantage of network affects if you're feeling like this, stuff's pretty cool. And you want to check out some of the other stuff that we did you should get lead. I q dot com right now. And you can check out our blog, we write a lot about this cool stuff, that's kind of next level prospecting. If you wanna check out some of the videos and crazy stuff that I'm doing online on linked in abbey. Ellington rate. My pitch dot com in redirect right to my linked in profile. You can add me. They're just please personalize. The message everyone out there. Please, please. When you're doing sales do what you can to make the prospector person you're selling to feel really good. That's all for now. Thanks for listening. You heard the man connect with Ryan on linked in and go check out their blog, you'll find links to everything at daily sales dot tips forward slash one. Oh nine now. What I love about what Ryan and the weed. I team do is that they're all about providing this kind of value. I challenge you. To find an example of them pitching their solution or talking about how much better their data is than most other providers. They're doing it. Right. And they are killing it. And we can all learn something from their example. Thanks for listening and come back tomorrow for some more. Jeff, george.
188: 7 Sales Productivity Hacks - Jason Bay
"<music> you're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Jason Bay of blissful prospecting. Actually this is more like seven tips for the price of one give listen living we WANNA do a sales people <unk> optimizing increase the amount of time that we spend in front of potential prospects selling and things that tend to get in the way of that or you know meetings or we're spending too much time on the computer looking for certain things things or we might just be hunting down prospects and we don't have efficient systems for going after them so there are a lot of things that get in the way of spending more time in front of prospects in. I don't WanNa help you with all this today. But what I do WANNA focus on is the time that you spend on your computer <unk> next to law sales people might career and in my observations I noticed that they tend to waste anywhere between thirty and sixty minutes every day because they're just to slow on the computer so they can't find out where that files located that they need for that slide deck they have certain things that they could be copying and pasting but the handwrite every single time and they're certain tasks that do that are inefficient it just do the same way over and over and over again so my goal with these seven productivity hacks GonNa. I share with you is to get back a little bit more of your time every day by helping you be a little faster than the computer so make sure to check out the show nuts. If it's an APP that a recommend it'll be linked to on the shots so tip number. One is using APP called paste. This is only apply for macuser. Which I suspect is quite a bit of you that listen to this but what I find with copying and pasting there are certain phrases that might respond to with a prospect that are very repeatable intensity the same things over and over again there are also certain like I have multiple scheduling links depending on what kind of meeting scheduling and what paste allows me to do is actually bookmark all of this stuff within the APP and it was a simple keyboard shortcut? I can open up these bookmarks quickly paste them so I don't have to rewrite right the same things over again or hunt down links or things. I'd like to copy and paste tip number two is to Max out the speed on your mouth and track town. This is a tip that negating chair I over at Sumi in one of the things can feel really weird when you do this is getting feel like you're out of control hinder computer but see my incrementally work it out but once I've gotten to the point touring maximize the masol track speed. It's not so slow for me to like once I see what I want to click on the amount of time takes the actually click on is very very very short amount of time around the limited by the speed of the track of the mouse number three is used people truck outs so again. This is GonNa be linked to the show nuts. 'cause it's gonNA dependent if he ever Mack or a P._C.. And if anything I recommend the shortcuts. is for Google Chrome because all of you will probably go cry would imagine so with keyword truck cuts. My goal is to spend as least amount of time possible moving the mouse or track pat to click on things if I can do it on keyboards can be much faster than you happen to move the non clicking so switching between tabs opening up new tabs closing them switching between windows just under computer easing heward Turkey is GonNa really really increase the amount of a speed that you have task switching number four is similar tasks together. One thing that I see allow reps doing is the only used their calendar to keep track of appointments in meetings. I mean that's one way to use the county. Obviously wanting us it that way but the big benefit you're going to get from calendar is also scheduling in advance in helping you prioritize things that are important versus urgent or that might be both so for example. There may be things that you're getting throughout the week in such as writing proposals in proposals might be something the thing that hey I need to do this within twenty four hours but a lot of us as soon as we offer sales call we immediately go into writing proposal in. Let's say the two o'clock in the afternoon. Let's like prime time to be hitting the phones so make sure that you like block off in advance. Maybe it's two or three. It is a week where you're sending out proposals. If it's called blocks in you know that hit the afternoons of the best time to get a hold of people and I tend to make these calls a default with prospects that just haven't heard background or whatever may be blocked the times pattern advancing your calendar so you don't skip them in so that you're utilizing the best times of the data makes us calls number. Five is a google chrome extension fresh start so if you're doing a particular task in let's say requires you to have three to five different windows open at a time time. Will you can say hey. I have a list bowling task. It needs Lincoln sales navigator lead I._Q.. Maybe some other stuff open whatever you're using you can just click on a bookmark that you create for that will open up all those windows at once for you so you don't have to open individually number. Six is power tools probably not gonNA apply for it a bit company but if you're at a smaller company might be using Google sheets to soar a lot of data like Doodoo bid. It's just a musty. Get a check it out skin T._v.. Time in a number seven is out cold skittish pitch so a lot of times were sending emails over people asking him for feedback when it would be easier to just take a screen shot in linked point out what you want feedback on orting annotated inland rate something on it so definitely would check out sketch so those are the tips only one of those save some time boat. We would love to hear back from you so let us know what your favorite productivity hack is by leaving a comment as Jason mentioned. This show notes for this tip are pretty extensive and include a bunch.
HOW TO GENERATE MORE LEADS ON LINKEDIN
"And you're not really building a brand or story behind your company by doing things that way. Everything is happening just in the dams and you're not really showing anything publicly about your company out there that's going to be a longer term asset in simply the message that you're sending people in your inbox. You're listening to real marketing real fast. The only podcast that brings you unfiltered on daunting insider information on the latest tools and technologies for online marketers. Prepare to dive into marketing myths breakthrough models and cutting edge strategy. That will have an immediate impact on the growth of Your Business. And now here's your host marketing expert more. No well welcome back listens to the episode of Real Marketing Real Fast. Today we're GONNA talk about lead generation. All things run lead generation to position yourself as an expert how the world has changed in the last six to eight years in terms of lead generation but more importantly how has changed in the last six to eight months and my guest in studio. Today is Dana Lindahl now. Dana is the founder of company called legendary lead Gen and he's one of the first outbound focused marketing agency. He and his team have been helping business to business. B The service companies and marketing agencies grow since two thousand fourteen. So he's not the newest guy on the block. He's been around. He's probably got some war ruins to show for that now. He him and his team specialize in helping companies setup sales appointments with their ideal prospects as well as establishing them as an authority within their industry. So if you're interested in generating highly qualified leads using a highly professional respectful and engaging techniques. I would suggest that you stay tuned. I really enjoy my conversation with him. And listen in select. Welcome Dana to the real marketing. Real fast podcast today. A superstar to have you on the show today. So welcome to the real. Marketing Real podcast. Hey glad to be here so I can't think of a better topic to talk about than lead generation. I mean there's so many elements in running our business and we can argue which one more important. But I would say that. If you don't have good qualified lead you not making sales and you really don't have a business so Maybe you want to take a minute and just fill in the kind of the background for our listeners. What kind of what your superpower is and what you guys do yes. Sure so. Our superpower in general is outbound marketing. Although we've seen that take a wild ride since we started here in two thousand fourteen. We started out primarily doing outbound emails. In now we find ourselves on linked in and to be honest are now is not really based around outbound marketing so much as it is around content authority bill. Okay so when you say Content Authority. What does that mean so? We help our clients to establish themselves as authorities on the din by producing content. That puts themselves out there as thought leaders within their industry so this all kind of starts off by growing their networks so that people can actually see their content. See who they are and see what they have to say. All this would be for nothing if it didn't actually get out there into the world so so people could see it so instead of doing the normal thing that you're probably seeing all of your listeners are probably getting bombarded on the Denbigh by about messages with county thinks. Lena let's get on the phone and let me see if I can figure out your pain point for you so that I can then sell you something based on what you told me you know. This is the kind of endemic you know message that happens in your inbox screen share. I thought this was a podcast. You're looking at my linked in inbox with all the people that want solve my problem and get on the phone call yet. They don't know what I do. You know. I think the generation companies region out to me to see if I can put sales appointments counter. You know I get three to five of those day but the thing about it is. Is that if you're reaching out to somebody on linked to in in your inbox. You provide a service. That person knows you're able to get on the phone to talk with them about your service you know we're in business. I'm not so the the constant. Hey let's get into colleges checking in. Would you like to get on a call? Used to work at it. You know. We started this in two thousand fourteen. And if I'm honest here I wish we were back in the days of two thousand fourteen. Where was easy enough to spin up a list? Send an email with your value proposition. Get someone on the phone and if they like which you have to say that they'll buy from you. The issue is today so many people are doing this that it just creating a whole bunch of noise pollution and it makes it harder to to stand out in. Everyone's just tired of it. Nobody really wants to have their their link. Tim Boxer email. Inbox inundated with these sorts of spammy messages and in my personal opinion is a lot of the automation tools. That have come out in the past year or so that. Make it easy to do this for literally. Dozens of dollars per month. You can just spam everybody on the team with something that took you to minister right so I understand how we got here. But we've had react to the market and figure out a better way to go about this and what we've been realizing recently is that. Lincoln is actually a great place to post content. Lincoln content deficient platform compared to a lot of the other social media networks out there namely Facebook Instagram. Which have so much content on it. You're you'll never be able to to get through it all so the way that Lincoln had actually shows content to people is much different than the others. If you're scrolling through your facebook newsfeed you're gonNA see mostly things from your your friends. You might see something from your friends or those friends. If they've commented on it but it's going to be mostly eighty five percent your friends. If you go link INC didn't newsfeed it's mostly people who aren't in your first degree network. Its second degree sometimes even third degree connections and that may not seem like a good thing to you as you're scrolling through your own news feed but if you're posting things to your your profile if you're posting status updates. Those things are all being shown well outside of your own network so our new not new but for the past six to eight months or so are you are pit within this holding. The Gen industry has been to build up a target market. Build out the network so that this this content has a wider reach. We reach out instead of trying to get people directly on the phone. We reach out to potential targets but we simply share long form content with them. Dead is helpful. I it might solve a major pain point in their industry. Sure we're still assuming what pain points are but we're not trying to get them on the phone to exactly has them outright than in there. We're simply sending something along. This was to be helpful valuable to these people and like I said these people all know that if you sell them something if you're if you have to sell them all they need to do is ask you for the phone call and you'll be more than happy to get on the phone so we're no longer annoying people by asking him. Hey. Bj Get on a call. People are still asking to do in our clients so you're sending them content. That can help them and helping them. Means they can get the help within the content. They don't have to phone you book an appointment or their credit card to get the help exactly the contents not behind a paywall. We're not making them. Give anything to get. You know there might be an opt in on the inside of the content or something like that so they can join the newsletter. But it's you know it's completely devoid of any sort of ask. It's outside of hate. Read this content. This this posted. I I think you'll find valuable So those big up the bulk of our quote unquote campaigns. Now Rather than trying to reach out to people just directly sales. I think I can sell something to you. Get on the phone and see if I can. Now I wrote this article I think you might find value in it. It's you know people in your industry of told me that it's valuable and help them out. Let me know what you think. Then as we build this network we create another type of content in this type of content is much easier to produce and it's the status updates that you see on the tin the things that you're seeing as you're scrolling through your newsfeed. Minton has a thirteen hundred character limit for these types of posts so it's much easier and simpler to sit down and write something for Lincoln than it is to sit down and write something for your company's block also easier for people to digest it in take something away from it because even if they've skimmed through it it can still get the majority of it. It's only thirteen hundred characters which is about two hundred words so unlike having to share long form blog content we have to really dive into. You can give someone some insight into your brain into what you think about your market into what you think about your industry and that is the way that we help. Our clients develop themselves as thought leaders in the industry seems to really well on linked in right now because Lincoln sort of quasi inspirational always positive. Sort of place are people sharing inspirational stories of when they've learned from a mistake that they made within their company. Those sorts of vulnerable types of post over the viral. I would caution everyone to make sure that the story's real because I've seen a few recycled stories you know. We hired someone who was for the interview int. He turned out to be our most punctual employees. Those types of cliche posts all the time but you know again. Somebody trying to shortcut the system right. Yes exactly there's a I mean there's a lot of shortcuts here in the unfortunate reality is sometimes those shortcuts work. I mean if you're selling a B. Two B. High ticket service in. It's several thousand dollars a month for your service. All you really need is one person to sign up to validate that and you'll see people running campaigns in they'll you know they'll be salesians obese family with them but someone will just need what they have by coincidence but that's sort of our dates it in their brain that what they're doing is right so they keep taking those shortcuts and you can keep taking those shortcuts and you can continue to bring in customers by taking those shortcuts but oftentimes those types of customers that turn faster and you're not really building much brand or story behind your company doing things that way everything is happening just in the ems and you're not really show anything publicly about your company out there. It's going to be a longer term asset in simply the messages that you're sending to people in your inbox note that make that totally makes sense. And that sort of stuff isn't scalable. I mean most of the pitches that I get for people that want to do lead generation for me come to me by email. I'd say probably eighty percent email. Twenty percent are linked in all the ones that come to me. I won't say all ninety nine percent of the ones that come to me by email. Go into the my spam filter. So obviously they're not compliant. They're doing exactly what you said. They're you know they're scraping building a list blasting it out and then wondering why. Nobody's responding so in terms of posting. You said so you post you know. One idea was inspirational stories. What's the kind of frequency that you help your clients to to post? I mean there's every industry different is every client different. Do you have minimums or you know. Maximum number of posts. What sort of guideline would you give us? Yes so we like syrah clients posting a minimum of a twice a week. We generally go at least in our service offerings to a maximum of five days a week. We don't have our. Our team can Saturdays and Sundays. The one thing I tell most people is that there is a there is such thing as too much content on Lincoln basically the way the algorithm works in this minds or petition of it because thinking is not public about how the algorithm works. Everyone is left to sort of decipher how it works on their own. But generally when you create a post and people start engaging with it once you create that next post they stopped prioritizing engagement to the previous one so there will be times where we had a post with a client that just obviously takes off getting dozens of incoming connection requests and inquiries about their their service because of the post will not pose the next day because we want to steal milk. That engagement that we're getting from that previous posts okay. So That's interesting so you know that speaks to. I mean there's nothing wrong with using obviously Some automation if I'm assuming you're using a tool like offer suite or meet Edgar to post but you're going to want to be looking at the numbers to analytics and see what's what's happening are people responding to your content and if they are shut off your post until you've got as much value out of that post as possible corrector. I just don't post new content if the the old content is still performing well if you post on Wednesday and Thursday morning and you're still getting likes and comments in incoming connection requests ad messages about that post. Keep going ride that ride that lightning and don't try to overshadow it with something new. Just save that for the following day because it's quite unlikely to post can perform that well for two days in a row Ken but generally is you know we'll have viral post dwell for two days in a move onto the next one now. What are your thoughts in terms of the source of content? So you know. I've heard definitely heard on facebook. There is different Facebook marketers have ideas of content. So they'll say hey post you know. Post eight posts of general content. That serves your audience and then post one. You know what I might call more self serving where it's an offer or it's linked back to your content. Do you recommend that your clients post everything. That's organically written or do you recommend they share or re post other content. If it's in you know if it's going to serve their audience. Yeah so things that can serve in audience. Sunday generally well. Are you know if you're running? Particularly it's very popular. Now is free webinars to help people through the corona virus crisis whether that be going digital with their team's working from home or just advice on how to make sales throughout the crisis or how to be less tone-deaf insensitive to people's needs right. Now those are all very popular. Things like that can can work very well. And I don't see those as promotional because the whole point behind them is to provide value. Of course some people have an offer at the end of those those webinars but as long as they provide the value frontier. I think that that's okay. I'm generally in agreement with around the eight to one ratio of just organic good content to promotional type of content. The only caveat is that really really promotional content doesn't actually perform that well on Lincoln. The reason being is that engagement is what tells linked in whether or not to show this to more people. People don't tend to really engage with promotional type of content when a when a company makes an announcement about a higher they just made or you know a new feature. This is something that people think is cool but it's not always a type of thing where people have really liking liking like engaging asking questions if it is within your industry than it might be good to use it more often but I recommend using promotional things sparing and just being a little bit less pushy. With how your promotional About your post something team the way that I see this whole system working. Is that every person. Who's trying to make sales from Lincoln? So this could be the CEO of the company who might not deal too much sales but could Bush all incoming. These tours their their sales team. This could be the salesperson themselves. Any person is trying to actually make any sales from platform. They need to focus first on having a completely optimized linked in profile. This is what I view as the modern business card today to be sales people can go to your link. Din In immediately. Find out everything that they want to know about you if you put all those things front and center in made them easy for people to find them so in a way. This is all kinds of just a long elaborate scheme to drive people drive targeted traffic towards optimized profile. It's almost sort of like trying to to buy ads in drive traffic towards landing page on your website. The attempt is slightly different. The end goal is the same. It's to bring people who are likely to be interested in the offer and drive them to a page where they can learn more about it and make a decision for themselves if they want to get in touch or sign up basically the content that we're putting out. There is acting similar in the way of a facebook ad or an instagram at can reach so many more people at once compared to these one to one direct messages that we used to use as the the main way of driving sales. We'll be right back after this short offer. What would it feel like to solve your biggest and most pressing marketing problems today if you're confused exhausted and tired with all the experts pitching the next best marketing thing or secret? You're not alone well. This isn't one of them. I'd like to help you solve your most urgent marketing problems generate more leads and scale. Your sales were connected here today on this podcast episode and I hope you're enjoying the episode of my guest. I'd like to connect with you on a deeper level and it's free well. It's almost free. You'll have to trust me with your email address. Would you like to have a look over my shoulder to see what tactics I use? Have US what new tactics testing right now. Well there's only two ways to get access to this exclusive information one hire me which obviously isn't free or to subscribe to my private email list go to doug more no dot com forward slash e mail to subscribe today my three big promises to you or this number one. I will not fill your in box with emails to buy my stuff every day number two. I take a very personal approach when writing to you and number three. I am tactic agnostic. That means I'm more in getting you. Real fast results than focusing exclusively on any one specific tactic or strategy so it would have dug more no dot com forward slash e mail to subscribe today. So thank you for connecting with me here today. I appreciate your listening to the real marketing. Real fast podcasts. Now let's get back to the episode so in terms of the steps of getting this rate. I'm guessing based on what you've just said is making sure that you're linked in profiles optimizes kind of number one. You don't WanNa send people to a store that rundown and doesn't have any inventory definitely. Yeah I can share some some tips here on the now future here. Just it's not could. Yeah that'd be great. Yeah Yeah so the biggest things that I see for people on Deion is. Isn't that the worst one but definitely just have a good profile picture? If you're like how far or something like that it. It just doesn't make it. The caveat is if you're in a very casual industry it might be better second is don't have that big ugly green is. Blue Turquoise cover photo in the background that is a huge piece of digital real estate that you could be using to advertise your business the value proposition of of what you do to people or but she do people and then I recommend making sure that the about section and the the section that you can write about yourself while your current position at your company. This is really important. I recommend making sure that you put the you. Know the most actionable or Actionable the most impressive thing about your company as the first line of course but the that I always recommend the people right. This is to not sit down in writing. Is that right any other biography about themselves or their company but to try to reverse engineer that process in tried to write this from the perspective of their clients and written from the perspective of this is what we received after working with this company. It's really difficult actually for most companies to be able to do this correctly because so many even the they're stuck in the day to day of the operations in running their company. This is what we do as a company for our customers and been totally shows out when they had one of these themselves. But being able to write this in a way that your customers would say it resonates with him so much more strongly when they actually land on it in. It's like you're speaking to them. In their own language. Those are the biggest things But a couple of additional things is that the tenants ruled out some new features as the excuse me lately such as the featured section so you can actually put us some of your best content articles front and center with Nice big images to entice people to click through in. This is actually one of the best ways to take people off of the platform anytime you try to post external content linked to an external website or something like that in your newsfeed feed linked to try as hard as it can to actually show it to anybody because they don't want you take people off of their site than they don't click ads and things like that So this feature section is the absolute best place to highlight your your best content your most valuable pieces of content that you've ever written front and center reading Killington profile. I noticed that in yours and I really like to your point. You picked a a really amazing photo for the hottest standoff. Molinari's unlinked in so listeners. When you go take a look at the Lincoln profile. You'll see that that multicolored zebra which was caught my eye right away. Yeah that was the point. You know how the pictures of zebras standing there. And then one of the other. Zebras is rainbow colored. It's really hard to scroll past it without CNN. And then you see and you know everyone I feel like is kinda talking about the same things on These days talking about ten on Lincoln is extremely Meta and I like to try to stand out from all the other if I thought there. There's a lot of advice on how to write the best sales copy in how to reach out directly nick sales from Lincoln. And I've been on a bit of a mission this year. It is sort of turned on its head and make it a better process. Everyone evolved will. I just want to ask you a question that relates to that exact point so right now I can't ever remember in all the years have been business so many people it seems like in the business of generating leads from Lincoln. As as right now so I'm not asking for your secrets in cases of your competitors listening to the podcast but you know so what efforts of you had to take this. Step up your game. I mean because obviously you've got lots of experience in the space and looking at your bio you've got experience in sales and copywriting so you know what if you had to do to step up your game in in what seems to be this pool of people that rushed in to be linked in lead generators. So I I just WanNa say actually have no issue with giving away any secrets our competitors because I hope that they actually do use them to make the platform a better place for all of us. There you go good for you. I've like I said I've been on a mission this year to try to make the platform a better place. I do not like to what it's what it's come to. And honestly and selfishly. It makes my job much harder to do when people are putting garbage into the platform absolutely You know so all my competitors there this this take it all replicated. I'd love to see that as for what we've changed so we've found ourselves on the Dan starting in two thousand eighteen start on called email in. Gdp are really throws for the. We didn't think it would We weren't working with European clients and we can think that you'd data regulations would really affect us. The the INBOX is the algorithms. The G mail G. Suite look overnight. They changed how things replaced inbox. Oh our campaigns went from you know getting great responses to going to spam overnight. And now I'm getting by emails into my personal inbox because the algorithm just doesn't know what to do with itself for a few weeks. That was the point where we switched over to to dinner. And we were one of the I didn't agencies but we were one of the first email agencies so we had a lot of experience carried over very well for the first six to eight to ten months or so. It was gangbusters. It was working really really well. It was almost like you was called email back in two thousand fifteen where you could just get in touch with someone years value Won't get on. The phone came into it. It was that easy. We're having a great time. Everything was good then automation tools. Come out they make it easier for companies. Who Don't actually know how to do all the INS and outs these things to just okay. We'll just by this automation tool for forty nine dollars in spinoffs copy in send it up and that's where we kind of ended up at this point where you know. Few Scroll through your own Lincoln News Feed and you see people complaining about the. Dm's they receive all the time so that's where we started to think about this a little bit more in go. How could we still take our reputation or domain knowledge here in this industry and try to turn it into something that people are actually going to appreciate enjoy rather than you know combat against like people trying to pitch them all the time and it was then that we sort of realized the ability to post things on and get a much wider reach? I notice this at first when we were posts a few things on our facebook page. I post something on my link tint in it was like night and day and you know I came back over to in to the game back when I started to realize that maybe we should switch over to verse to at first. I still thought that they didn't is as recent as two years ago was a place. I would go if I somehow found myself needed to look for a job again and you know that's slowly changing. A lot of people are realizing that it's a great place to be in network and share content ensure thoughts ideas with others. You know but I was averse to moving over and then I saw well it was working and I saw things drop off again but then I realized that hey. I wasn't even active on the Din two years ago. That wasn't facebook but I'm getting more traction on everything that I post your limited so I started deep diving with my team in figuring. Okay what is this? That's causing it and the difficult part of this. You know. Everybody who works for social media knows that they're kind of at the at the mercy of the Algorithm for whichever social media platform that they're working on and the and the company's Facebook instagram thin. They're never gonNA give you the outward. They're never going to tell you how it works out for sure. So we're all trying to figure it out so I need to you know. Is I spend time by courses from all different people taking trainings and trying to figure out who I trust in white. Don't believe in who I think is just consumptions and things like that until we've come up with our own hypothesis to everyone who has a hypothesis when it comes to these sorts of things so I was at that point. We realized we can really get a lot of interest through this content and by helping to establish our clients as authorities rather than try to establish the salespeople so once we made that switch in focus it became so much easier to just help them to be genuine and helps them to the things out there into the world that they really wanted to be out there. You know nobody really wants these sales messages out there in their name literally log into your your platforms regardless of the platform. Say Hey you know. I really hope. There's a whole bunch of pitches and sales messages. That are coming in. That's not why you're logging in right and you know. I always tell people to do things on Lincoln. You know if someone were to gain access to your message box and post that publicly which you'll be embarrassed of what was there if your customers and your prospects could see how you're approaching your market and if you are that need to be thinking your approach so that that's a really good point. Yeah would your. How would you be willing to show your existing customers how you're marketing to attract a new customer so once we we? Kinda came up with this theory of like everything that we should be doing should be above board and appreciated by our current customers in our efforts to find new customers. That's where we went for this this different direction of okay. Why don't you just which this up in instead of you know under the guise of China out people listening to help people you know? I started to realize that the most influential people on linked in people that are getting. The most engagement aren't actually trying to sell anything outright. They're doing tons of business and they're getting tons of sales from the platform but they're not actually going for at least outright at least publicly but they're out there. They're willing to help people they're willing to put out content and they're willing to take the time to get on the phone and help people and that's the biggest thing that I can. I can say here. Is that the the halfway shortcut to all of. This is to pretend that she want to help people and then try to sell them when you get on the phone. That's not a good way to do it either. That's still taking the shortcut. If anyone out there switching beat right I mean people were writing headlines for advertising the right subject lines for email and then you get into the email and it doesn't the promise of you you know you've really lied to your prospect with your first engagement. Yeah exactly in of course. Nobody appreciates that so people that you know if you WANNA use a system like ours and you WANNA put yourself out there and be helpful. Genuine at the actually has to be you. You know you have to be willing to get on a few calls down then and realized halfway through the call that this person is not going to be a client for you but you help that person anyways because what we've been realizing and what. I've been realizing I've been on the phone with with you. Know dozens of people in the past few weeks trying to help them through this crisis end you know. Help them adjust their their campaigns in just strategy. And you know sometimes these people can afford to hire us but they do remember us as expert. Who helped him with with nothing to return? And these become the people that refer people onto us more and more more so it really is strange. I've I've been in the outbound world for longtime and the longer that I stay in here the more at all kinds of shifts out inbound even though the it'll kind of still starts with an outbound process everything that we're doing is trying to drive more inbound traffic leads through the outbound process. It's kind of weird. Mishmash this point but I. I really have been enjoying it because I've been connecting with a lot more people than I was before when we were doing you know more direct sales style campaign when it was working at that point. Just connect with people who wanted to hear my pitch non connecting with other entrepreneurs business owners people that are just trying to get started up. And they're intern. Connect me with other people referring people onto me and of course my job is much easier getting sworn referring someone into me as an expert. It's easier to sell them that it would be if I was trying to do it by reaching out to them directly. Yeah it's it's interesting like you said the world's changed and but what you're talking about is you're talking about being intentional. So you know you're saying outbound is turned inbound but I mean you're being intentional with your outbound messaging and your desire to help people and if they connect and resonate with how you've helped them they're going to reach out and you may be will be retained a client or they may be a good referral source or better than that. I what I've found is some people you reach out in help. That can't retain you become huge brand evangelists and share and comment everything that you you produce exactly. Yeah and we're still looking at the data here because this is a fairly new process that we've been unrolling over the past eight or nine months or so but we have a few clients that switched over to this new style with us. So we've been comparing you know. Kinda the average length of time that their customers are with them and they're still not enough. Data still hasn't been enough so far but pretty much looking like so far. That people are staying on longer with these people that are with our clients. I should say That are marketing themselves in this more inbound way then with the people who connect with them for more direct outbound message and I believe that to be because these people come in already with a little bit of familiarity with what the company does or sort of understanding their content in their their position in how they approach things and they're actually wanting to hire this company not just wanting to hire a service provider. That does the services that looking for known that makes sense. So what are the big mistakes that people tend to make so you know? There's going to be people listening to this episode in the going. Okay I'm on linked in and you know I I've I've tried all these different things and I'm not getting any results and I'm sure it wouldn't take you very long to take a look at what they're doing to figure out what the problem is. So what are the most common mistakes that business owners entrepreneurs sales marketing guys are making on Lincoln so the biggest mistake that I see? All the time is just bad. Targeting linked sales navigator is in some ways a brilliant product and in other ways. I wish it would just go and die dumpster. Fire because the the bane of my existence as sometimes you know. Lincoln sales navigator is a great way to profile people based on a lot of different filters but Lincoln is also incentivize to to show you as many results as they can so what commonly happens. People go in running these campaigns is. They'll use an automation tool. I'm not big on automation at all. We don't use any automation tools with our our campaigns that we run but people often use automation tools. Because they don't have the size of team to dedicate towards this that we do since we're a social service so the tool in those generally rely on a url taken from cells navigator a list. They've created based on search terms filters the problem with this. Is that especially as you get past about page ten of the sales navigator search the results to be pretty crap. So you're just running campaigns to people who don't need what you have to sell on even interested in what you have to say and are just GonNa be annoyed for the fact that you've reached out to them at all now. Some people might be sitting there and saying well Dana. I don't care if this person doesn't want what I sell. And he wants to get upset with me for reaching out to him than you know. Whatever that's that's none of my concern and it is though because Lincoln's still does have span if you're reaching out and connecting with people and they're you know they're ignoring your connection requests every time you press the ignore button. There's another button apostle. Says I don't know this person so to many people press that button. Your account gets restricted. Not In a suspension sort of way. But now you need to provide. Somebody's email address to actually be able to send them a connection requests. And Guess. What if your prospect that you WanNa get in touch with? He uses his Yahoo address to log into Lincoln. You're never gonNA find so this is basically GonNa stop your campaigns readiness tracks so that's one thing that people need to be focused on is making sure that you know when they're getting in touch with people if they're going to be sales he for sure that is at least the right person if you're not being sales e than you can afford a little bit more to have some untargeted connections into your network because you're not actually trying to sell something. It might seem a little bit. Strange if your senator helpful content that something that doesn't really have anything to do with them but at least you're not pitching somebody who's not going to ever have any need to to speak with you at all. Yeah my linked inboxes pretty busy. So I have zero tolerance policy if you request to connect and I have a list of criteria. May Be to make sure that they're real profile. And then when I send my send them a greeting message hey thanks. It's great to connect with their next messages. Hey buy my stuff or what do you do? I WANNA learn more about your company. I just go up to the disconnect and they're gone zero patients in time to to talk to people that take that approach. Yeah and it's it's unfortunate. You know because there there are people that are genuine and reach out actually do WanNa know more about your company no intention of selling you. I would say that. They're the minority these days for sure but there are those people out there and you're not connecting with them because other people have soured the experience for you. Yep Yep so Just a question and a personal note so I mean linked in for all the things that is good for. I mean isn't really good for Lisa. My experience as a crm So you get all these conversations start to happen in your messaging and you said that you don't do you know you don't like to use automation. Are there any tools that you recommend that people could use to better manage the conversation? So I'm not talking about them blasting out messages but you know if you're having a whole series of conversations come in and I I can flag something in my inbox for later and I can do all these things my regular email but I find it linked in to be honest discuss lost. Yeah and that's that goes doubly so if you're sending out connection requests even helpful connection requests in mass it becomes even more difficult to to manage that because every person who accepts now your original connection request message is in your in box so because it's very difficult to manage in all honesty linked in is not they're not top players in the U I and U ex world day. They need a lot of work on on this. It's another thorn in my side as well trying to manage the Lincoln inbox. Officially linked in does not support too many tools that will allow you to import or export things from the website. They don't like to do that. It's honestly a big. Gdp are thing. They're afraid you're gonNA take that that contact info misuse it in there. The data controller. They're the ones who could be fined for that. So the one that I am aware of is op. Spot has a has a tool that can connect your sales navigator to spot. It requires hotspot accounts. You know premiums but account it also requires the next tier up of sales navigator sales navigator team which you can purchase. Even if you're the only one in your company with sales navigator is just more expensive but it is something. That's quite difficult to manage on your own. I recommend most people that do any sort of campaigns or at this sort of strategy on Lincoln to have the helping them to manage the volume the organizational side of it for our clients. We put every conversation. That's going on into air table. That's our defacto. Crm that we use just because we customize it so well and we put new responses in there we tagged them in there so our clients wake up the morning in the air table as their dashboard in there's links directly to the message with an air table so that takes them directly into that specific message in the Lincoln inbox. That's how we manage it on their behalf Unfortunately I don't have a much better solution for people to manage their inboxes. I M familiar with a few automation tools for sending that a replicate the linked in inbox in that tool natively. So that you don't actually have to log into Lincoln to send those messages that being said we don't use any form of automation tool within the company. I don't really have any. That can recommend just do know that. That is an option. I would however recommend anyone using ovation din to be wary of doing so they will ban suspend warn you for for having done so. Yeah I mean the question is do you want to risk the time and effort you put into build your Lincoln accounting develop those relationships and have the account shut off and then have no way to follow up and connect with those people any further? Yeah and it's Kinda my my metric for seen how people how serious someone is about approaching the platform. If they're talking about using automation tools. I give them a fair warning to a can. Get your get your account suspended. Maybe not banned outright. But you get enough of those warnings. Suspensions sort of add up and accumulated maybe get your account suspended and whenever I hear someone say yet but you know I can make a bunch of sales in that time and I'm just like well all right the have fun. We're not call me when you're counts suspended. Maybe I can help you get back. Probably probably not. Yeah that's funny well. Super Cool really appreciate taking time and sharing today when a couple more questions and one is a recommendation for guests. Who's one guest? You think I absolutely have to have on my podcast. So one person that I feel that. Kinda complements what we do quite well in can provide a lot of good insights and his He's a real good talker. He can he can really do a good show. Guy's name is Damian Thompson. And he's from sales ability and he works with smaller companies. You know generally twenty employees and under where the founder is doing. The majority of the sales in just can't seem to get themselves out that role or tried to hire a salesperson or sales team before and to just fell flat face. He's the guy that I send to everyone to when they're starting to realize that the leads that we're sending them are just too much to handle on their own and she helps them to build up processes to get out of doing founder sales. So I think he's a really good person for this especially to build on everything that we've talked about today. That's cool so you can build. All the leads in an Damian can help them to put a team in place to execute on those leads convert them sales. Yeah transparently. We're we're not partners. Were just friends and we. You know sheriff clients in the past. But I've seen him help some of our clients to take those do more with them in the past and I think that he's a a great guest on any podcast. What you hear talk on the executive talking about. Let's not ask if you make a email introduction. That'd be great and I'll connect with them. Short definitely will now. What's the best way for people to reach you? Cher you know. How do you want him to find? You have a connection and conversation so people can of course always find in connect with me on Lincoln. My name is Dana Lindahl. That's a little bit difficult to dispel. Unless you're looking at the podcast title. Had here probably the better way to get in touch with me is just head to our website. Legendary lead Gen dot com at the bottom. We have a contact form. I'm more than happy to answer any questions. Anyone from the show has oftentimes. When I go on podcast I offered to do a completely free profile review any kind of strategy tear down for people They can put something in through the contact form semi-linked profile a little bit more about who it is that they are looking to sell into in all recorded loom video and get them up a review. Until what I think they can improve upon so strategies that I think will work well for them while we should have that. I've had that conversation sooner. I could have said Lincoln profile and you could have shown an example of a bunch of stop probably not to do. Yeah I usually have a little bit of time to review before I do but I don't know I don't know if my ego could take you tearing apart my Lincoln. Hey so here's here's ten things not to look doug profile so hey thanks again really appreciate you taking time sharing and you gave a ton of information and value here to our listeners. And I think it's a great starting point for people. Who aren't you know who aren't following? The rules aren't looking at white hat and looking at building long-term business strategy. This is a great way to start. Yeah definitely like I said Hi. Welcome all my competitors to steal my strategy. I really like to see this. Be The new norm on mcdan- lots of great that's a great position so great note to end on so We just want to say thanks to Dana for taking time today. Thanks for tuning in encourage you to head over to his website. Legendary lead Gen DOT COM will. Make sure that I've ever linked to both his linked in account and his website for you. If you've got comments questions like he said reach out. Put some comments at the bottom of the podcast will be happy to answer them. So thanks for tuning in. We look forward to serving you on our next episode. That's all for this episode of Real Marketing Real Fast. Now it's time to take your marketing to the next level type visiting Doug more no dot com and download our advanced marketing white base as well as exclusive resources based on today's episode. That's Doug more no dot Com until next time we look forward to serving right here on real marketing real fast.
My Exact Process to Achieve Success on LinkedIn
"Are you looking to pursue excellence and take your success to the next level. Lorraine Place Welcome to excellence mindset with your host. Ryan James Miller. What's up, everybody welcome to another episode of the PODCAST. So this episode is from previous recorded Webinar I did on, and how linked in became my number one source of income generation. I really wanted to get as practical as possible and sharing the steps that I took. It wasn't about selling myself or some creative marketing strategy or buying Legion services. It was really about putting together a strategy that came from who I was in allowed to reach the people that were in my target audience. You know as a coach and a consultant. There's a lot of noise out there and so I wanted to make sure that I broke through that again, not with some crafty idea, but really by being myself and. And allowing that to come to the forefront, so that's what you're going here today if you get to any point in this conversation or the end of it, and you'd like to learn more about how I can help you do something similar. Please reach out to me. You can email Ryan at Ryan, James Miller Dot Com. You can go to my website. You can find me on link Dan. You can see some of the content that I've been sharing. They're really invested into it. Really love what linked in has offered for so many people that are willing to invest the time effort and energy into it, so with that said enjoy this of the podcast. Look forward to hearing your feedback. All right well. Here we go week. Eight authentic conversations super fired up for today I really excited to share with you. My journey through linked and that's what this topic is about. I'm hopeful. Hopefully you know that. Because when registered. That's what it said so if you were surprised surprise, we're talking about linked in, but I'm going to be coming at it from quite a different angle than many of you probably hear a traditionally out there online. So I just Kinda set up for you a what we're gonNA. Be Talking about this morning, so you can have some expectations or this afternoon. so expectations for today I want to walk you through my journey on linked in which started in two thousand nine, I'll talk about that a little bit all the way up to what ended up being a really pivotal moment for me, and then the lag time to kind of catch up, and then what present day looks like today, and then I'm going to give you some very practical tips on engagement strategy for today. So. I'm going to give you all of that I'm also. If you reach out to me after this actually I'll send a follow up email today. After this I'll send you. some some tips on engagement strategy, but my recommendation to you is going to be to really tune in and listen to this first part. If not because it's my story, but because I believe that if you catch the first part of this of this, that's going to be the most valuable piece the first part of the story and what really me to today. Is going to be important I also WANNA. Say that a no Lincoln. Expert I just actually released a podcast yesterday with my friend Michaela. She's got over one hundred fifty thousand followers on linked in. She's a Lincoln trainer. Uh, she does a significant amount of work on the corporate side of linked in with Lincoln's company pages, and she just a dinner course using the company pages side of linked in and so like she's a professional in that area, but. I have personal experience. It's worked well for me. And as a result I do get hired and paid to help. Other people build their brand linked in, but I think it's because I come at it in a different way. So let me dig right in so to March of two thousand nine. I just looked at this morning. March of two thousand nine, a was when I signed up for my first linked account actually march, second, two, thousand, nine to be exact, and if any of you was on linked in during that time you remember that it was absolutely archaic, I mean the technology was bad. It was very flat. It wasn't very engaging I. Mean I I. Guess More than anything. It was just a place to kind of put up our professional resume. And so, that's what people did it was. It was really just a place to to put yourself out there. In the event, you wanted to make a move. Interestingly enough two thousand nine, I was in the middle of a really great career at the time, I thought, and so I had no use for for that service, but I just wanted to be there. As time went on. They started building into a building in the group's functionality which was. Thought to be a good idea turned out to be a complete mess for a while There was just so many things that they were challenged with early on. And so other than dropping in from time to time I just didn't use it. A whole lot, and as a matter of fact I really did not get engaged into Lincoln for the first time, actively engaged until the beginning of two thousand seventeen and I'm really bombed that it took that long, because if I would have been doing work earlier, it would be far more beneficial now, but that's beside the point. I can't go back on that. So, two thousand seventeen kind of moving into the beginning of two thousand seventeen I was working in a corporate job again after having been in business for myself, I went to work for a company, and so I was working in this corporate job, and I was trying to build a community to attract a specific type of prospect to us. We were targeting CFO's in HR leaders i. knew who those were the demographic and so I was trying to target them. As I was starting to get a little bit active on linked in and I. Don't I maybe had five hundred or eight hundred connections, or something like that I started getting people reaching out to me and to the company that I worked for asking us if if we would be willing to pay money in order for them to help us build our connections to create some automated campaigns and to get a prospects basically to to buy from us. It didn't work. and. It still really doesn't work. But but that was kind of my first delve into this idea that people were trying to capitalize on the platform and the power that linked in had unfortunately It was just A. Spam. It was just an inundation of spam that they were trying to create, and they felt like. If they made enough outreaches that eventually they would get people to buy. And that's never a good idea. It wasn't a good idea. Then wouldn't wouldn't be a good idea now. and I'll talk more about that in a little bit so anyway, so I'm creating some content. I'm trying to make connections built some relationships. You know sharing things every once in a while, but the majority of what I was sharing was information on our industry. That was regurgitated, and actually like linked shared from somewhere else outside that a little bit it was repurpose blog articles that was just pointing people back to our website We'll talk about that in a little bit. And why? That wasn't a great idea, I was constantly talking about our value proposition in the marketplace services and products that we offered and how we can help people get the most out of working with us. Again not a great idea, and I'll get into why. But I was using it, and so I was starting to be consistent and by consistent at that time I would say it was probably posting about once. A week was kind of the average. Other than that, I was using Lincoln sales navigator at that time, but it was strictly a prospecting tool and by prospecting tool. I, met that we were paying for Lincoln sales navigator seats. In order to get more outbound in males linked and messages, and so I was I was tapping that thing out and I my sales team. They were tapping that thing out we were. We're doing everything we could to try and reach as many prospects as we possibly could funny enough. Our engagement rate was like none. It was very very slim as a matter of fact, I don't know during a year two thousand seventeen. If we WANNA single deal as a matter of fact, I'm almost positive. We did not win a single deal as the result of reaching out to somebody, who, via linked in because, were selling a pretty high dollar transaction. Air Engagement so anyway, so that was that was the beginning of two thousand seventeen. Bumping along bumping along that kind of just went that way for all of two thousand seventeen I connection. numbers were growing. I think I I was in the fifteen hundred range or something like that. So it was getting better as being more active, but Was it really returning any value and so creating some video to towards the end of two thousand seventeen and I was posting bad up there, and that's when Lincoln video was just getting going, and so the posted native lead. You share a youtube link you know. How does all that work? And so it was really funky during that time as well, but we were just kind of testing I was testing and seeing what would work seeing what wasn't work, and most things weren't working at least for me. Turn two thousand eighteen I got connected to a good friend, not that time I was starting to get a little bit attraction on linked in, and he reached out to me and he said Hey. We're going to be doing a a Lincoln event in La in May of two thousand eighteen A. Would you be interested in participating like? I would love to go, and he goes no actually I would love for you to common share a little bit of your insight into link. Dinner and I'm like Oh! I would love that right. To, stand up on stage and to share and and so. I I committed and as I committed I started to recognize that the majority of people that I was going to be. onstage with or on panels with participating in this event with or far more successful than I were my friend Michaela? That I talked about earlier. That's where I met her. was there an Italian we husky? She is a phenomenal linked in speaker and trainer. She lives in Dubai and so connected with her there there was a lot of people that were just had such significant followings in, and I really didn't and so I had no idea why I was there, but my friend Josh was kind enough to invite me to bring me out. And so in the run up to that event, and so this is something that I want you to attach onto so in the run up to that event which we had about three months to to cut to invite and to get people out in. that event ended up having about thirty or forty speakers. Over the course of a whole day in downtown La. And I think we had one hundred and some odd attendees, which was which was pretty good for about like that, La and it was the first of its kind. anyway so as we were promoting the event as we were trying to invite people. I started interacting with all of these other people of influence, right, Michaela, and Talia and Goldie Chan. If you know her, she's a she wears green wig all the time and She's a great person and a Brittany Crystal. Who I've talked a lot about her? Beyond influential podcast, she's just an amazing human. Being worked for Gary v Marie Four Leo and So I. You know I. I was in the circles, and I was building these relationships from afar. And so we were inviting people tagging each other we were. we were creating campaigns, and so it was building some momentum, definitely innately was building some momentum, and so for me, it felt really good, because in that first six months of two thousand. Eighteen at this story is going to be so relevant, so please listen to to how I'm communicating. During the first five months of two thousand eighteen, leading up to that event, I went from fifteen hundred to about three thousand followers on linked in. Homerun, right like I'm super pumped so excited that that's happening and you know everybody else excited around me and it's just it's so cool. So we're building team building steam building steam, re get to the event. We speak and if any of you know my story, me sitting on a panel that day in speaking, actually who was a shot, heard around the world because though I had already resigned my job to my boss. I had told my team yet, but somebody in the audience was recording. A video wasn't supposed to be shared it on link. Dan Tag me and M. I.. Sales teams saw, and so they actually heard through link in that I resign before I actually resigned I was very sorry to see it happen that way I ended up later, apologizing to them, and obviously the whole company knew I was signing. But this is supposed to be my launching pad. Right like I speak at this event. My linked presence is being built, and here I'M GONNA go out on my own, and and then Lincoln is definitely now going to be a hotbed of opportunity for me right? I mean you would expect that double my connections with all these influential people there tagging me on tagging them like we're buddies now. I speak linked intimate. Nothing. When I resigned my job. In one off onto my own middle of a May two thousand eighteen. None of my business came by way of linked in. I. I understood to some degree. Why but I was really frustrated. Because I thought that was going to be a huge help. I mean people saw me chumming it up. With all these other powerful people, those powerful people are successful, and they're selling coaching services. Consulting services products are linked in. It's like do the same thing. In work. And I'm GonNa you right now. I'm just. GonNa freeze here for a second. That still. Does not. Work. I was GONNA. Leave don't dues until the end, but here's a really good, don't do. I know. that it feels really good to get a lot of engagement in one of your posts. And I know that one of the ways that we can do that is by tagging as many people as humanly possible in our posts. And I know that there is a slim possibility. That do that could end up producing some beneficial result to you other than pumping up your ego. But I'M GONNA go out on a limb and say you probably have about the same chances being struck by lightning. It just doesn't work. You don't need a lot of followers. To be influential on linked in you don't eat a lot. Followers to generate revenue from linked in. You don't need a huge following. You don't need viral posts. And I was learning that in a sense the hard way, because I was investing a lot of time, the second half of two thousand eighteen is I went back into business for myself. I was posting on Lincoln to three days a week four days a week at times, video written content. And I was getting some engagement. Couple of interviews opposed couple thousand views of post like it was getting there like I remember the first time I had a ten thousand a post that had more than ten thousand views. I was like jumping for joy. It sounded so cool. It didn't do anything for me. And so. I. Had to continue to figure out like what I was going to do. What was going well and what wasn't going well it. Why was I getting all this engagement but I wasn't gaining any result and I'm not on Lincoln now. I am not on linked in simply to generate revenue like yes, it is a business platform. Yes, I want to generate revenue I want. US coaching services through that consulting services through that I. Want some of you that are on this call this morning. to do business with me and Many, you signed up because of linked in. It's awesome I want that, but that's not the primary reason while why I am there on their to build relationships to build community to create opportunities for other people that have come into contact with so it's far more than just a revenue generating tactic for me, but I still needed to figure out how I was going to make the most of linked in and part of that was going to be generating revenue. So. I wrap up two thousand eighteen and turning the corner into two thousand nineteen. And as that's happening. I am gaining more and more clarity on who I am as an individual and you guys. Hear me talk about this all the time. Right be authentic authenticity. Know who you are. Get to the foundation of who you are, and what lights you on fire like. I was getting mad. I was I was finding my voice I was feeling that like flow in Groove, and it sounds so weird when I say, but it's just the reality. And, so I decided to do something that was totally abnormal in two thousand nineteen. A few things that were totally abnormal abnormal to linked in so. the first thing that I committed to do was I was not going to sell. I was gonNA spend the whole of two thousand nineteen on linked in giving. I was GONNA I was GonNa try and give as much value as I could. I was going to try and share. Wisdom and insight from my head, and my heart, just to to an audience as a matter of fact, one of the things I committed to a saying that if somebody went back, and you can't do this, because we can't go back too far to the archives of linked in, but if you follow me, are all year long and just took notes as to everything I. Said which I don't know who would wanna do that. I'm not that important, but if you did that, you could basically coach yourself through one of my programs. Because just sharing all out there, right? It's just when I coach in a more concise manner, and it's directed at person. So I did that I spent all of two thousand, nineteen, doing it and I was proud to get to the end of two thousand nineteen and say that I sold. This is not an exaggeration. I sold four times on linked in all of two thousand, nineteen and I don't have to stat right now, but I think I posted two, hundred, sixty or two hundred seventy times on Lincoln in two thousand nineteen. Four Times I asked for something, the other two, hundred, fifty or two hundred sixty some times. I just gave of something. So that was that was kind of abnormal or different number one. That was super, important and something that I'm really proud of. It also I'll tell you it wasn't. It wasn't the most amazing thing the whole time, but but a proud of it anyway, so that was number one. Number two that I did that was very different from a lot of the people I was seeing at that time and I still feel like the majority of people that are out there is I was just going to be. Brutally. Open About Myself I share with people a lot of times that I feel as though I am a open book with many torn pages, and what I mean by that is I. Want people to know as much of a me as they could ever possibly want to know the good and the bat, and so when I had an epic meltdown, April of two, thousand nineteen, and in this very office, crawled in a corner and a call, my wife and I was so scared, because for the first time in my life. It was like I didn't even know if I wanted to exist anymore. I shared about link in. That led to a podcast, and that led to one of the most well responded content pieces I have ever shared. because. It was just the reality of me being in a roller coaster, urban environments being business providing for my family, trying to do the best I can forever other people giving a lot of myself and I felt like I just wasn't getting filled up, and in some circumstances were also really driving me into the ground. So I share things like that when I wanNA deal I would share it when I lost a deal, I would share it when I got frustrated with Ah. Seeing out in the market I would just say it, and I'm not trying to be a jerk. I just WANNA be honest. And, so I just continued to do that in the more that I leaned into that the course of two thousand. The more began to realize that was what resonated with my audience. Now, As of today, my my my follower count continued to build I gets in a eight thousand range right now just about give or take anyway. Besides the point, but you know of those eight thousand people I probably only have about one hundred that regularly engage with me. Get plenty more views than that I'll talk about some of that in a minute, but you know I. Get I get. You know sometimes a thousand ten thousand, you know. Hundred thousand views on a post video written or whatever, but I'm really only getting engagement on average from fifty to one hundred people and. That shifts over time but they were responding. They appreciated or Whatever they they responded well to to what I was sharing and so I knew that that's what I needed to continue doing, but for two reasons and again listen to this. I shared. With, other people in that manner number one because it's what I believed was the right thing to do for me. And number two because people well responded to. Too often we try for the reverse. We try and say things that other people are going to respond to. And then that becomes a thing. We're passionate about, and that just doesn't work at least not sustainably. So when you think about your messaging, and you think about what's most important to you and the things that you wanNA share a lean into that. Fight hard for that. Continue to discover that still discovering that right now today. This morning I was just working through something. So. That was one thing that I was really really learning. Over the course of two thousand nineteen was I was finding my voice, and it was from in here. It wasn't out there. And so for you, it's the same thing. What is it that you're passionate about? This is another like practical pause. What is it that you're passionate? About? What is it that you care about? What is it that that gets you out of bed every single day? What is it that charges you up and fires you up or makes you happy or makes you sad? What are your experiences like every single day? And a lot of times especially, the more corporate the person is they'll. They'll pause for a second like but Ryan. Lincoln's a business platform. I don't know if I should share that stuff. And I think what they're meaning there. First of all is I. Don't want this to be a place where people are sharing pictures of their food, or bikini-clad vacation pictures and by the key cloud I mean like I'm outwear. Bikini on the boat, right? Now really but. I get that. But let me tell you what linked in is. Linked, in is a platform. Where human beings interact with one another? And we should know more than ever today more than ever. You've heard me say this week in and week out over this series of authentic conversations. We need to restore the human to human connection, and that doesn't happen by throwing up our best corporate branding that happens. When, we open ourselves up and allow other human beings to see that we too are human being. So. What makes you human? What makes you tick? I'll be releasing a podcast episode in the next couple of weeks with an amazing successful woman by the name of Joy McAdams. She's out of Texas. She's in the healthcare profession. and. She just had one of her linked in hosts. Be shared on Good Morning America. And it was about. Her and her family. That's what resonates with people. That's what attracts people. Because they're human, too, and they probably have family to. Like for me, again two thousand nineteen. It was just it was such a crazy year I think this was two thousand nineteen. Maybe it was the beginning of twenty nine I think it was two thousand. It was two thousand and nineteen. So I I shared a coast. In I, don't know October I think of of two thousand nineteen. And my family have been going through some challenges with my oldest daughter. She's eighteen now super proud of her. She's an amazing kid. Young Adult But she was working through weather. She was going to continue on in water polo, which she wasn't really that good at or she was gonNA quit water polo, and just focus fulltime on swim, or she was going to quit altogether and were pushing her to not quit altogether. So she made a really grown up decision. And in the way she handled it so I shared that on link in this is a proud dad was a Sunday afternoon right Sunday by the way right I posted on linked in on a Sunday afternoon. and I shared just. Walking through that experience with her in the number of characters or words at Lincoln allows you to use. And I just thought it was really cool, and it was such a moment for us all as adults to learn. How to handle things in a mature way, and how we can learn from eighteen seventeen year old at the time. What I didn't know what response was going to be. And that turned into the most viewed post I've ever had. Lincoln as of today it's nearing I think three hundred thousand us. And it wasn't just people. Liking the post, it wasn't like I had thousands of comments, which normally you can get a lot of post views, but you don't get as many comments at thousands thousands of comments. Thou hundreds of messages, thousands hundreds of messages and people were reaching out to me first of all they encouraging, which was so cool, but really just kept saying like this was my daughter, and if a parenting thing, it's just as much my wife, so this doesn't make. This isn't making me an amazing person. But they were talking about how they resonated with the struggles that they went through in high school sports, and how that scarred them. For the whole rest of their life, or what a pivotal moment and their youth did to help, catapult them into their career, or into a relationship or just so many different things, and so people resonated with that. But here's the crazy thing. From that post. I was hired. For three I think four one on one coaching, agreements or engagements. And from that post. I was hired to on got paid to speak to events. So, sharing post. About my daughters water polo and Swim Extravaganza. Generated six or seven business opportunities, five or six business opportunities for me. They're probably equated to. Fifty thousand dollars over the course of a year. I should tip my daughter, but bats are payback for eighteen years of life. But what I'm trying to prove is is it was just me being me me being human me? Sharing my human experience in that is what resonated with my audience. My audience grew from that I gain more followers Yada Yada Yada. So. As I turned the corner into twenty twenty, so two thousand nineteen finishes off. It's a great year building up my connections engagements getting built, I'm starting to create business opportunities as a matter of fact in two thousand nineteen. I don't really know when the switch flipped. Even though all it was doing was giving and I only asked four times over the course of twenty nineteen. I ended up generating about forty percent of my business revenue in totality. From Lincoln from referral Sterling, Dan or someone would email me or Whatever and they'd be like heaven following you for a while on link, Dan. And I felt like now is the time to reach out and talk to You, about coaching or love to come speak at one of our events or a business owner that needs some consulting. So, so that was turning. That was working, and it was pretty amazing to see that that was happening. especially, because I really wasn't asking for a wanted it, but it wasn't asking for. It wasn't selling a whole bunch. So. I was doing that pretty regularly. When twenty twenty turned the corner. I was slowly stepping into. A balancing out that give and take a little bit and what I meant by what I mean by that was I still wanted to continue to give as much value as possible, but I knew that there was good opportunities. That I had available for other people to come into coaching programs, and things like that and I wanted to start asking. So I slowly began to do that and I. Remember I posted something about a group coaching program that was launching. And I said I rarely do this I'm kind of hesitant to do mobile blah, but here's what I'm what I'm offering. And had so many people that were like. Why are you so hesitant? What are you concerned about? And as we got into conversation, what I found out was was I've been doing such a good job I. Guess of just giving value that. They were okay with me asking for things in return. In before I'm about ready to move into engagement, but before I do so I, just WanNa. Make this relevant to right now today. Or a couple of weeks ago, so. Many of you know. Back when the pandemic hit second week of March and we went into lockdown, lost to really large. Consulting agreements as. A result of my clients shutting down. And with that was a significant amount of my monthly income. And I had to do something about it. And so I did what I felt like I, had built up the credibility to be able to do. And I took to linked in. And I started asking my community for referrals. And for business that if it was appropriate for them to enter into that engagement that I would love to talk more about it. I was able to fill. I think right now about forty, maybe fifty percent of what I lost second week of March over the last six or eight weeks. And it's not because I got super crafty with my salesmanship. It's not because it had some awesome marketing tactic. It's not because I- repackaged my service or something like that. It's because I had a I had built a community. In which I had continued to give, give give and when I needed them. They responded. They respected it. They appreciate it, and as a matter of fact, what's been crazy as I've actually had quite a few people that. Out To me and said I've been waiting for you to do this. I didn't even know how could engage with you because you never talk about. So when I think back to two thousand nineteen, even though I feel like that was the foundation. I needed to lay I made some mistakes because I probably left opportunities on the table because all I was doing was just communicating a message and I wasn't asking for. Anything I didn't I wasn't giving people the opportunity to actually engage and whatever that would look. So, there is a balance to be had there. I wouldn't go back and change it, but it's definitely good. Learning experience as I move forward. Okay so let's move into some serious practicality. Now so I'm I switch a screen here. Real quick. You're not gonNA see anything different except me. Move around on the camera, but I wanNA pull this up because if you're taking notes. I would recommend that you. That you follow something like this so. First of all. I cannot emphasize enough. The importance of you finding your voice. It's gotTa, be you. I know your company. Probably if you work for a company probably creates corporate material blogs. Your industry probably has articles that you can share, but. That is not helping you much and as a matter of fact. That is actually probably hurting. You. Linked in does not love when you link. To sites outside of Lincoln, because you're pulling people from their page from their APP. So they're no longer engaging on Lincoln. Said you need to find your voice if you read a good article. Stated in your own words and share that. Like if you are super passionate about. I don't know walking dogs. or You love superwoman Superhero Superhero Superman I forget. Talk about it. Let, people know. because. Here's something that you should probably consider is every one of your prospects that also has some hidden passion for superheroes. is going to resonate with that. And that doesn't need to be all that you talk about. But it should be. We've done on a regular basis. You need to think about what makes you you as a matter of fact? I saw I. Think he's still on the call. A gentleman by the name of Chris Wolpert. Is a benefits advisor up in the Pacific Northwest Great Guy. And one of the things that he does unlinked in is he shares his Friday fables, so you should go follow Chris Wolpert. W. O. L. key RT on linked in and keep an eye out because Chris I'm sure is going to post. I hope he's GonNa follows a Friday fable today. That's one of the things that he does I look forward to them. I Love Them. He's talked about a couple of really cool ones. He always gets some fun setting when he does it and so it's great. That's just part of what's making him him I just I just posted in the chat window. It's up today, so don't leave right now because I'm not done, but when God go follow Chris Connect with him. And so just find your thing. But it's gotTa be you? It's gotta be Your Voice Again. Things human to human interaction human to human connection. If you're struggling at home right now or being home right now. And you feel compelled to say something, say something. Can you imagine how many people are resonating with the fact that they're struggling to not want to wake up and have a shot at the Quila Margarita at seven thirty in the morning, because I have another whole day at home. It's just okay just do that. There's nothing wrong with that at all. I mean maybe not sharing with people drink at seven thirty in the morning. You just hide the Bailey's in your coffee and don't tell anybody until the five o'clock somewhere. Okay, so practically so find your voice I, and then here a couple of things that. I do. that I'm mindful of and that you should be. Number one is. You should have a running list. I'm going to share something with you guys today. Center follow up email. And it's a simple content planning template, and you can get this from anywhere. Basically, it's just come up with a list of as many things as you think you would like to talk about. So I personally use Google Keith. It's a note taking APP. Super Simple APP on my phone and that's what I use to when I'm driving in the car. Or when I'm sitting on the couch at home and I'm not. I'm not going to like. Write something record something. I just make a note of it a something that struck a chord with me. Something that I feel like I. WanNa share, and so take note and I'll save that for later. You can put it into this content planning template. Everything's you do, but you should keep a running list going of all the things you want to talk about, so you can go back later and do it because if you wait until you have time to sit down. You'RE GONNA. Spend so much time trying to think about what you're going to say, just say it. And so, if you have that list together, you can fire right from that, so that's one thing that you can do is build a list of as many topics ideas things. You think you can think about I. Go back to Chris I'm just picking on him because now he's on my brain. You're welcome, Chris? But. He probably has hundreds. If not thousands of fables, he can pull from, and so he's probably thinking about. What am I going to do next, Friday? What am I gonNA. Do the following Friday. But. Don't just stop at Fridays. I believe that you should be posted a minimum of three. But as many as ten times a week on Lincoln. You can be posting multiple times a day because most people are not going to see what you post because they're connected with so many people that just runs through their feed, and you're gonNA. WanNa test a bunch of different things to. There's no reason why you can't pop cell phone. Right in front of you and just start recording. That could be your video. You can write things you can i. don't know just dictate them. That's what I'll do sometimes, too. I'm not a great writer, and so I seem to articulate a little bit better when. It and so I will dictate into my phone. The things that I want to stay later or sometimes open up the Lincoln APP and I'll just start rattling. Words until it all makes sense and then I'll post that. So there's a lot of different ways that you can come up with, but if you're not posting at least three times a week, your just absolutely missing out on a significant opportunity. So earlier I said. Do not just. Tag People for the sake of tagging people because you want engagement i. just you can, but I just. I, don't think it's valuable, but here's what you can do. You should have. No you do you have relationships with other people in the marketplace? Stott leaders colleagues peers in your own organizations, so tag them. All at once. Actually looks a little bit silly when you're talking a bunch of people, because we kind of know what you're doing, but what you can do is as you can tax people for their thoughts. Get people to engage. Ask them a question. So you can speak about in on a semi, consistent basis and so. I think that that is a that's just something that you can do to gain engagement to build community without overdoing it. Something popped up into the chat that I do WanNa answer. So, somebody asked. Do you get better traction recording uploading? or Pre. Rick are recording right in the APP or recording and uploading. My response, I don't know. I would say tested. I feel better about recording and then uploading just because Lincoln's native APP for pulling video just isn't awesome, so if you want to any minor edits where you're gonNA, cut out a spot or something like that. It's just better to just do it on your phone. And nowadays the phones are so great. anyways that you can report really good quality stuff without any kind of professional equipment is a matter of fact I. have if I flipped it all around I have A. A professional camera, four doing stuff like even this and recording video, seven or eight hundred bucks. I use my phone I'm actually on a Webcam right now but I'm also recording on my phone because the phone just captures stuff so easily, and it's such good quality so. That's. Another thing that you should do. In lieu of just trying to hunt down and hold connect with prospects. By first recommendation in terms of you, building out connections is making sure that you're connected to every person in your company. It surprises me to see how many people are not connected to others in your own organization. Just blew me away. Connect with everybody in your organization. Connect with all of your personal friends. Any friend that you have that has a Lincoln page. You should be connected to them as well and then start connecting to other vendor partners and other relationships like that built community from the outside in because if you think about it, if you have good vendor, relationships or partner relationships, and you're both chasing the same prospect well, if you're surrounding those types of people in a community with great content building relationships. One of you has a chance to win. Them are attract an to them. And then you're going to all be able to benefit from that, so those are the two places that I see that people should be focusing more on connection building that they just typically aren't so that's something. To really really think about. Another thing. You must you must engage in other people's. Content. You've just gotTa, do it? You gotTA engage in other people's content. So. To wasted a couple of ways to do this, the first one is is I would recommend every single person about twenty minutes in the morning twenty minutes mid and twenty minutes late in the afternoon early evening of you hopping onto link. Dan scrolling through your feed liking. If you like it or love it or insightful, whatever Lincoln has for Emojis and then commenting a response to that post. That gets your name. First of all you're engaging in doing other people favors. You're building relationships, but also that puts your name out in front of other people. So, it's a great tool to attract other people to you, so that's one thing that you can do. is to that feed no more than twenty minutes a day. especially a especially. When you're already up there posting, you should be engaging as well. Don't just like though comment. But people don't see like it's. It's just across the bottom of a post. Where there's a whole bunch of little pictures, nobody clicks on those, but if you make a comment, other people that that person's connected to we'll see that that you've made a comment and they're likely to read that, and so if you have something insightful to add or an agreement with, or whatever that's just so beneficial, and most people don't do that just to focused on sharing their own stuff as a matter of fact. Even more valuable to people. If you just engage with other people staff, instead of not a poster, own thing, but I think you should post your own thing to. Another way to do this is talked earlier about sales. Navigator in the ways of people currently use it, which is just a take in mail, a take their email count up and just blind blast people via message. I. Don't think that's a wise idea. What I do think is is you can save leads and build lists in Lincoln sales navigator, and so then when you log into sales navigator I have sales navigator when you log into sales navigator you're going to see. All of your connections that you saved in sales navigator pop up in that feed, and you're going to be able to see what they posted. So then instead of you blindly reaching out to a prospect sending them a message trying to connect with them. They don't know who the heck you are. You can start to like and comment on air posts. Which helps them? And adds value to them, and eventually they're gonNA. Come creeping back on you. It happens a lot so sales navigators a great tool for that. You can't do that with just regular Lincoln. Premium the Lincoln premium has some benefits to, but ultimately I believe that sells navigator is a far better paid service, even though it's I, think twenty bucks more a month or something like that totally think that that's a great option for the majority of people, especially, if you're in a client facing role, or you're trying to generate revenue through linked in dots tool that you should be using. So. That's important another thing that you should be leveraging linked in for I believe is taking relationships off of line. So. You should have some regular rhythm I. Say at least once a week. You should reach out to five of your Lincoln Connections Five. And ask them to set, up a call. Video Chat. If you're not sick of those yet. Or when we can all go back to it, coffee or lunch if they're in your area. Yield relationships take them off line. Don't be fully dependent upon just seeing them on. Lincoln and them seeing you on Lincoln. There's a lot of opportunities for you to take those relationships off line and do that, so that's something that. I, think is super duper important. Another thing that you can do is is make sure that you're following your prospects company pages. There's a lot more coming there again. I I shared with you earlier, my friend Michaela's done a lot with Lincoln corporately on Lincoln Company Pages Lincoln's going to be investing a lot into the company page area, so your should be up to speed should have some should have relevant. Current content on there. It should look nice, but also go follow other people's. You'll be able to see what your prospects doing at a corporate level. What types of things are they interested in what types of? Jobs. Are they hiring for? Their so what you can learn by following the company's company page, not just the individual connection I know that that's what you want to do, but it's just not that valuable to just have connections. And then. When you are starting to when I'm coaching, people pay me to tell them when I'm GonNa tell you right now. There are six areas that I believe you should be. You can be valuable to be monitoring a when you are looking at your link Dan. Performance a cower you doing on Lincoln. So, they're these the number one is a number of profiled views. So, how is that? H-. What does that line look like if you see huge spikes? Or huge bits. You need to go back to those days those weeks and see what you did post or didn't post that lead to less or more profile abuse, because if you're seeing huge spikes that means that you're doing something that's resonating when people and more people are going to be attracted to you WANNA go there. You need to do more of that stuff if you see huge debts. You may not want to do those things, so that's number. One number two is how many views on posts you should keep track of this. Just how many times is your host being viewed because if it significantly low, or if it's bouncing all over the place again, you can consider the type of content that you're sharing and whether or not it's working I look at that almost every day. I don't care the number all I wanna see some sense of consistency, and if I see a spike I'm going to make a decision based upon that spike. Number three number of likes on posts. Again it doesn't matter how many if you consistently get five likes on a post and it's consistent. That's wonderful, but if you get one, then you get twenty seven. Then you get zero, then you get eighty nine thousand. What is doing that again? That's helpful. Comments number of comments on a post extremely helpful in by the way. there is a good thing here. I should have said this earlier, but as it relates to comments. When you post something, make sure that you are. Responding to every comment that you get. First of all it's just a kind way to say. Thank you or to keep the engagement and conversation going, but it also just helps with engagement, the more responses, the more that Lincoln will prioritized at so do that. But here's what you shouldn't do. If, you comment on somebody else's post. Don't go like everything just so your name POPs up a hundred times. Like the stuff that's relevant to you. Or the the sub conversation that you're in. You don't have to just put your face out there. It's totally obvious and I don't think it's super tactful. Anyway tactical, maybe not tackle. So comments so profile views likes. Comments another thing. Oh Gosh I'm almost out of time recommendations. Every time that you get good feedback from a client, you should ask them for a recommendation on linked in. It's a simple tool. You literally can just plug your connection. Send a request off, and then his cinema note several and say hey. I just requested for you to write me a recommendation on linked in. Don't can want and send it over and say hey. Can you copy and paste us? Just have them write something and then when you're GonNa get to review it and make sure that they didn't say anything terrible about you. We should have recommendations that reminds me today. I'm going to do that, so maybe some of you are going to get a a request to me. Chris said enough nice stuff about you today. I'M GONNA ask recommendation. But really ask for recommendations and give them. And you should want to see that. Continue to grow I. Mean if you've got an and this is. This is points out how data done in this area. I've really eight thousand connections twenty recommendations. That's really disproportionate. Now. A bunch of those connections shouldn't even be connections and of trying to be more strategic. Don't accept every connection. I was for a little while, and now started to decline a lot of especially, the ones that I see are just trying to sell me something. And I can see it in their headline. And then lastly, the other thing that you should track is how many requests request to connect, so how many connection requests you getting and from what type of people are you getting them? That usually will tell you what the last trailing week, or so of your content is doing, and who is putting in front of sometimes, it's just people trolling and want to be careful there, but that's very telling again. You want to use all of this data at the fluff you up to make you feel good, but to help you then behave in the right way, which means to be consistent or to make some. Some changes whatever it's GONNA. Take you just WANNA use those trailing metrics to help you create good contact moving forward that your audience loves because if you spend enough time building relationships and adding value and being consistent of eventually, you are going to be able to just ask them for something, and they're going to be more than happy to give it to you, but if you're just trying to ask her cell now. It's just so obvious. And, don't be coy about it either like we all know that we're on linked to build relationships, and so if you're trying to trick somebody into buying from you, you might as well just ask them to buy from you, but I would rather see you just continue to add value continue to contribute, continue to share about yourself used us again as an opportunity to build the human to human connection. I feel like there's a lot of value that comes into. And by the way you don't have to do the ridiculously disproportionate thing that I did when it was like two hundred sixty posts of value, four, asking I would say that a good rhythm is at a minimum of six give. Up to ten for everyone, ask so every six to ten posts. You can ask for one thing. I think that's pretty fair. That's pretty reasonable. And I think that your audience will see that as. As valuable. As a lot of tips and tools. And tricks in their relates to asking for things. Try Not to put links into your main post. Try and put them in the comments when they're in the main post. They seem to get deprioritize. Again but links to other people's stuff in your posts. That's not helpful, either Lincoln does not seem to like that. If you're continue if you're posting a lot of content and you're not getting engagement, slow down a little bit and rethink what you're posting because Lincoln favors quality over quantity, even though they like to see qual quantity if it's quality so. Those are just some simple things that from a practical side that could be helpful for you, but more than anything I. Really Hope that, though the last fifteen minutes was practical that the first thirty minutes was what you really gain from I thirty minutes is what you really learn from because at the end of the day. So many times people do business with people that they know they like and they trust. That's not my saying. Somebody else came up with I. Totally wish that that could be my. So if you want people to like you and to know you and to trust you, then you need to make sure that they are seeing you for you that you're not hiding behind some wall some. Assad that? You've put up or some corporate brand that you put up like you'll be supportive of your company, but all the while you need to put yourself out there. That's why we love and follow the people that we do. We don't love them for their business. We Love them for them. Allow people to do the same thing for you. So with that. Thank you guys so much. Absolutely love have loved to do these authentic conversations. I have some thoughts and I'm going to be e mailing out as it relates to a next week in addition to that. If you have any more questions around linked in specifically, because that was today, you can email Ryan at Ryan. James Miller DOT com. If I can answer it quickly, I'm happy to do it and I wouldn't ask anything of you if you'd like to get deeper into that and you feel like I can help you there professionally. Let's chat and we can see if we can work something out other than that. Thank you guys have a great. Friday go out there. Kill the weekend. Enjoy yourself and get ready to come back on Monday and smashing all over again. Thanks guys. Thanks so much for listening to this episode of Excellence Mine with lawyer James. Miller enjoyed today's episode. Please leave him. Review and subscribe for more content and to stay up date visit why James Miller dot com will next time.
The many definitions of "Black Friday"
"This marketplace podcast is brought to you by hot cloud storage. If your company is thinking about moving data storage to the cloud, then you need to think about with Sabi, it's less expensive than just the maintenance on your current on premises storage. See for yourself with free unlimited storage for a month. Go to Assab dot com. Click free trial and use the offer code was Sabi and by Lincoln sales navigator with the sales industry changing so fast. It can be a challenging time to be a sales professional, but linked in is here to help blinked in provides you with unrivalled data on buyers through sales navigator as well as a smarter and more powerful way to approach them. Go to Lincoln dot com slash APM. Marketplace for your free thirty day trial and get closer to the right people. Japanese media reporting today. One of the biggest players in the car industry has been arrested. I'm David Brancaccio in New York. The chairman of Nissan Mitsubishi Motors as well as the chairman and CEO of Renault today was accused of financial impropriety. This is Carlos Golan who'd been two cars what perhaps Bruce Springsteen is to rock and roll more than a star. But a driving force Nissan today termed guns alleged actions significant misconduct. Another member of the Nissan board has also been accused of wrongdoing. BBC international business correspondent THEO legged closely follows the global automotive industry. It's discovered that I've many years Michigan and Mr Kelly were reporting compensation amounts pay to the Tokyo Stock Exchange which will less than the actual amount. Now, Michigan Paik up nearly ten million dollars for his responsibilities at Nissan lost. Yeah. So have a nice how much he was actually taking home. If these accusations, correct? But it does seem that this was a ploy to reduce the disclosed amount that call Scone was being paid. And there appears to be a whistle blower who may have gone to authorities with this information. Well, that's what Nissan itself says. Yes. And as a result of its investigation Nissan now says that he wants to remove Mr. gone from his positions both as the champion of Nissan, and as director, and of course, all of this has major repercussions for the Reynaud Nissan bitchy alliance, which is in fact in it's a right one of the world's biggest COMEX and certainly a market moving story today. Not just Nissan shares traded in Tokyo, but Renault shares in Europe dragging down the entire market this morning. Oh, absolutely. I've seen renaissance has down twelve percent this morning. The question has been asked to several years. What happens to this Reynaud Nissan Mitsubishi alliance when Mr. goon steps down? Now, he is the rockstar of the automotive industry. How do you replace somebody like that? He. Has been stepping back a little reducing his day to day workload. But he still in overall control and was expected to be an overall control until twenty twenty two the analyst. So what happens now and can this whole structure survive without Mr. going if potentially he has to step down, not just an Assan, but from his roles in charge of the whole thing BBC's international business correspondent THEO legged. Thank you very much. Thank you, by the way, because this is radio Goan is G H O S N silent age silent s do the numbers. The footsie in London is up five tenths of a percent. But now SNP in NASDAQ futures are down three tenths of a percent each the ten year treasury yield up slightly at three point nine percent. Now the economics of children at the US border school district in the Phoenix area has been providing school instruction and other services at shelters set up for immigrant children who got to the US without adults accompanying them. Now, two of those shelters are closing leaving the local school district wondering how it's going to handle the budget problem now faces from K J Z Z in Phoenix, Matthew Casey reports just be as created and scripted as you possibly can. So I teach her Angela patent gives a writing assignment to a combined class of fifth and sixth graders. She asked them to imagine finding a cave inside a tree in detail. What's inside Esperanza prep is a public school for kids who may need extra help beyond the classroom. It's more than just an education. It is a family setting. It's providing additional resources, you know, dental medical clothing the school is in the mirror. Copa county regional school district which has an agreement to teach undocumented immigrant kids living at facilities run by the non-profit southwest cay programs, but the federal government has closed one south west shelter due to allegations of physical abuse by staff members and a second shelter will close as part of a league. Settlement with the state of Arizona. After southwest key. Missed an oversight deadline. We were responsible for a lot of kids in the southwest. Heath oscilloscopes, Steve Watson is the Maricopa district. Superintendent. He expects the district will lose about one point nine million dollars of state money that was tied to teaching about four hundred thirty students in shelters. He says that money helps support the entire district economies of scale the more students. We have the more services. We can provide to all students layoffs have already started in all the district plans to cut about thirty administrative teaching and support staff positions teacher Angela Paton. Hope she isn't one of them. It is constantly on your mind because it's an I know, and I think anyone would feel that way. If they knew things were kind of up in the air southwest key says the federal government has final say on where children from shelters will be sent the federal government works with a network of more than one hundred shelters in seventeen states in Phoenix. I'm Matthew Casey for marketplace. Not everyone gets a chance to study the economy in school. Anyway, who doesn't need a brush up. Marketplace helps you continue your education in a way that we hope is smart accessible, and hopefully even a bit fun. Your donation is not only an investment in your own learning. But also in helping us make more people smart about the economy. And that we think is good for everyone to learn how you can help. Visit marketplace dot ORG slash investors. Thank you this. Marketplace podcast is brought to you by four x dot com. Committed to empower and helping traders seize opportunities in the foreign exchange markets. Learn more at four x dot com for dot com. It's your world trade it for trading involves significant risk of loss. Now, I tend not to use the term but retailer shoppers and media keep calling the end of this week black Friday. Now this phrase, just confuses me. So we assign this at Amal's story to marketplace's Mitchell Hartman, here's the modern definition, courtesy of retail consultant Burt flick injure black Friday equals profitability, Liles accounting sheets. Black ink recording profitable sales. Most of the year retailers are in the red with all their expenses. Then go into the black after thanksgiving when holiday shopping kicks in. But the day has an older history. There were black Friday's associated with Wall Street is disaster. First Friday in September eighteen sixty nine when to financiers cornered the gold market and crashed the stock market in the nineteen. Fifties. HR manager's called the day after thanksgiving black Friday because so many workers called in sick to get a four day week. Weekend. And today, I vote for retiring the name, though, I doubt anybody is going to be brave enough to actually do that. Mark Cohen at Columbia business. School says holiday discounts now start in September while big box and online retailers have strong sales year round. I'm Mitchell Hartman for marketplace. And for everyone who thinks this self driving car business is over hype and isn't happening until maybe our great grandkids have their licenses. There's this news today. The Ford Motor Company will deliver WalMart groceries using robot cars starting in the next few months, the Miami areas the test market where it doesn't snow by the way, which can confuse human as well as robot drivers. This is the marketplace morning report from APM American public media. This marketplace podcast is brought to you by. Indeed when it comes to hiring. You don't have time to waste you need help getting your shortlist of qualified candidates fast. That's why you need indeed dot com post a job in minutes. Set up screener questions. Zero in on qualified candidates using an intuitive online dashboard. And when you need to hire fast, accelerate your results with sponsor jobs. New users can try for free at indeed dot com slash marketplace. That's indeed dot com slash marketplace. Terms, conditions, and quality standards apply.
British fishing industry highlights Brexit complexities
"This marketplace podcast is brought to you by hot cloud storage. If your company is thinking about moving data storage to the cloud, then you need to think about with Sabi, it's less expensive than just the maintenance on your current on premises storage. See for yourself with free unlimited storage for a month. Go to Assab dot com. Click free trial and use the offer code was Sabi and by Lincoln sales navigator with the sales industry changing so fast. It can be a challenging time to be a sales professional, but linked in is here to help blinked in provides you with unrivalled data on buyers through sales navigator as well as a smarter and more powerful way to approach them. Go to Lincoln dot com slash APM. Marketplace for your free thirty day trial and get closer to the right people. We'll head to Mumbai this morning where India's politicians in central bankers are battling it out over monetary policy. And why most Scottish fishermen are looking forward to a clean break with the EU live from London. This is the marketplace morning report from the BBC World Service. I'm on good morning. Britain's Prime Minister Theresa may heads to Brussels this week to negotiate eight post Brexit trade deal with the EU, but her leaders her future as leader remains in question over the withdrawal deal the one that covers what trade relations will look like till the end of twenty twenty. So as they negotiate Britain's fishing industry is one of those watching closely they largely supported leaving the EU the BBC's rob young reports from Peterhead Scotland Britain's busiest fishing. Thousands of thousands of boxes of fish here. Writes all tikey packed with ISIS precious as possible. This was all a show a few hours by begs that are going straight back house, again, tell me unite we'll clock primary process supplies. Mentally England heads the biggest whitefish Paul and European husband for years does very few fish markets left you to the EU regulations and rules. It's killed fishing communities. Willan of his hair hate, the European Union's common fisheries policy each nation's fishing fleet and set an annual quota the amount of fish. They can catch is quite as what cut baits with decommissioned breaking up for scrap. That's a key reason people voted for Britain to leave the Hugh Britain's fishing fleet has shrunk by quota of the past twenty years. There are just under twelve thousand fishermen in k now the fish processing sector, which drool usually foreign put fish into meals is bigger. Five generations of rhymes. Kathy's family had been processing fish just outside head fissile seafood, but he says hundreds of tons of product today, the UK and the expert Scotland's semi autonomous government is run by the anti Brexit. Scottish National Party was also one Scotland to break away from the I've been talking to Fergus Ewing. Scotland's cabinet secretary for the rural economy, we do think that there's very very serious problems that breaks it could cause I mean, for example, he is just one of them at the moment are fishing shellfish of free access to European markets. It looks as though that will cease and the shellfish fish could be held up the border perishable goods, if they're held up for more than a few hours can become worthless. We did not vote for Brexit. Actually in Scotland we voted to remain by nearly two to one is essential that we get the best deal for Scotland out of whatever happens from the detritus of the handling by the you. K of their Brexit negotiations. We still Britain's feature relationship with the European Union will look like about the government says it will deliver a sustainable fishing industry with a fair deal for UK fishermen, rob young reporting there. Let's do the numbers now despite all that Brexit uncertainty. UK stocks are up this morning while the pound is higher against the euro. And shares of carmaker Reynaud are down more than thirteen percent on a Japanese newspaper report that Carlos gone, it's chairman and CEO will be arrested on suspected breach of financial law in the last hour. Nissan said it carried out a month-long investigation and found gone who serves as the company's chairman had been under reporting compensation amounts India's politicians, and it's bankers are locked in a meeting today to try and hammer out some pretty big differences. The government wants the re Reserve Bank of India or RBI to ease lending in capital rules for banks and to give lenders like mortgage companies and credit card firms more liquidity. In a move that the Bank opposes the BBC's. Samir Hashmi has more from Mumbai. The Indian banking system is struggling because of high levels of non-performing assets. These are bad loans in in banks have bad loans to the tune of one hundred fifty billion dollars. Now, the Reserve Bank of India wants the banks to clean up this mess, which means it has put in strict measures when it comes to lending money to other businesses. Now, the and on the other hand it saying that you need to ease these measures which you have put in place because it's creating problems for businesses as they're not able to borrow money, and it's leading to slowing down economic activity on the ground. Now, what are people expecting from this meeting can they hammer out their differences? And if not what happens if these differences are not hammered out. There have been these reports that the board could try to force the Reserve Bank of India to implement some of those issues that have been raised by the government, and they could. Put it to a vote. Now, if it comes down to a vote, the RBI has less members on the board, and the Goldman has more members on the board. So what would the fall out of that be our investors worried? There is a huge concern that if that does happen. Indeed. It looks very unlikely at this point of time. But if it does happen, then the governor of the Bank or potatoes RB governor may resign, actually, however independently the BBC hasn't been able to confirm that NASA MIR you mentioned, those bad loans, India's economy has been growing at a roundabout seven percent pretty much every year. How much of an impacted these bad loans actually have on the economy. The problem has started in the last one year because the Reserve Bank of India has come out with these strict rules next year in two thousand nineteen India to hold its general elections, the worrying the government is that now with capital flow. Getting restricted businesses are going to get affected which in turn will slow down economic activity, which Don will create less jobs. Let's production on the ground and with the neck elections that are. The car. No, the last thing the Goeman wants is a slowing economy. So the Goldman is looking at the shock Thome. Whereas the RBI is looking at the long-term picture Samir Hashmi there in Mumbai on that ongoing meeting between the Reserve Bank of India and the Indian government now finally a it was lost. And then it was found. And now, it appears it's lost. Again. It's a stolen Picasso recently dug up in a Romanian forest after an anonymous tip off. But in fact, it's a forgery. A Belgian theater company says it staged the hoax as part of a project about the value of truth. Maybe we should be saying post truth in London. I'm the BBC's unin with marketplace morning report. This marketplace podcast is brought to you by. Indeed when it comes to hiring. You don't have time to waste you need help getting your shortlist of qualified candidates fast. That's why you need indeed dot com post a job in minutes, set up screener questions than zero in on qualified candidates using an intuitive online dashboard. And when you need to hire fast, accelerate your results with sponsor jobs. New users can try for free at indeed dot com slash marketplace. That's indeed dot com slash marketplace. Terms, conditions, and quality standards apply.
Improving your sales processes with Jeremey Donovan
"Today. We have a great episode. We're going to be speaking with Jeremy Donovan, he's the VP sales strategy of sales loft. So he really knows his stuff he's analyzed millions of emails and millions of campaigns. And he's going to talk to us about how to define your outbound campaign. Whether it's tips from writing your the content in the mail to how many phone calls to you should have to anything that's involved with your outbound campaign to really good inciteful episode. So you're going to need to grab a pen and paper and take some notes, and before we get started like to tell you about startup sales in what we're doing. If you're an early stage startup, and you need help building out yourselves processes, whether that's inbound or outbound sales processes, then we could come in and help you with that. We could help you in building the processes itself writing the content for emails putting together your outbound strategy. And the infrastructure around that and building and training the team to implement everything once it gets up and running. So if you want more information on that, you could find out at startup sales dot IO or you can Email me at atom at startup sales dot IO. Let's jump into today's episode with Jeremy and learn how to build your outbound processes. Startup sales is a podcast about what it's really like to get a business off the ground. We talk with founders CEOs and sales VP's from the high tech market. You'll learn how to build and scale a sales team. You'll also hear about the growth challenges and tough decisions from others who have had both successes and failures. And now your host to the startup sales podcast Adams Springer. Jeremy thanks for joining us today. Thanks so much, Adam. So for all those who are listening. Can you explain about who you are? And what your role is at cells Lofton what your experiences. Yeah. Well, who I am sounds like a sort of deep metaphysical question. But who I have at least in my professional life is that I'm responsible for sales strategy at at sales loft. Okay. And for those that don't know what sells loft is first of all. Welcome start learning. But can you can you explain little bit about says often what you guys do there? Sure. Yes. Oh sales loft without being too to pitchy about it is a sales engagement platform. And what that means is if you're trying to prospect and get meetings with with customers, then you can use us in order to orchestrate your Email phone social direct mail at cetera. All you can use that to orchestrate all your touches. So you don't have to keep track of who you touched be a what channel it just reminds you when you get in the morning pulled up tells you who to call who to Email and what to do. Yeah. Great. And I know a lot of my guests that have been on. Here said says lots of his a great tool in one of their favorites. So. So let's talk about let's jump into it and kind of go off there. And if you're charges like sales strategy and stuff you're in charge of defining outbound processes, guys. Yeah. It's really three things. So we have a sales development team. So SDR's like you have in many places, and that's sales development team rolls up into me. And right, we're defining how we respond to inbound. We're also defining how we respond how we engage in outbound where majority outbound. So that's a definitely big part of what we do. I do have to other pieces to my job. Which is our solutions consultants or sales engineers roll up into me. And then and then the sales strategy thing is basically any sort of major change management that has to happen within the company, let's say, we're defining territories or defining comp lands or what have you anytime? We're doing a major change I'll tend to get involved in both the kind of walks in all three of the people process and technology aspects, do my thing and then hopefully handed off to someone else to. To continue to run that. Yeah. All right. So let's talk about the outbound part. How do you? How do you have that structure? First of all, how do you have your team structured before we get into how to go out? Yeah. So I'll even go higher level with how do we structure our our sales organization or go to market function. So we like most companies have a marketing function right in there doing all kinds of the traditional things at marketing. Does they're doing field marketing, they're doing demand generation, I digital marketing and so on so they're helping to drive awareness in the population. And then they're also helping to drive leads as well. So it leads than the the another function. We have is their sales development function. And those people their goal is to book meetings with prospects. And they get paid on meetings that get held and qualified after they had them off to sales people. So that's that's that's the sales function that we have ourselves people. Who are hunters? So like, many SAS organizations, we separate our hunters from our farmers. So our hunters closed business they'll typically hold onto an account for as long as there is up sell potential in most of the accounts we work with that's about a year. And then they hand that off into our customer success slash account management part of the organization, it's really interesting because many of the organizations I've worked with and heard about the you close the sale and typically you'll you'll have like a window of two to three months to up sell them. But typically, you're right away passing it off. Yeah. Choose to go that way. I think it's very contextual. Right. So if you take it really is what's the window of opportunity for up, sell because sales people you want you want really need them to land and expand. I think there's almost there's little debate about that. I mean, if you if you try to wait for a massive deal to come than e putting your your business at risk and customers don't necessarily want to buy that way. They're willing to to test. In whatever way is a small way for them a little company small way might be. I don't know five or ten seats of a product in a big company that could be five hundred seats of a product, but they're going to test in some way. And then they want to scale up. And then the question is how long's it take? How long is operatives exists? A significant opportunity up sell in in a smaller company that opportunity might only be two to three months, right? A quarter. Or let's say older for ninety days for us. We've found that in general. There's a pretty good up sell opportunity for the first year in the mid market second. And then we also sell to large enterprises and enlarge enterprises. We might have people hold indefinitely. So that's not uncommon in the places that I've worked for the the strategic accounts to to have hybrid sales people where they they own the accounts indefinitely because the up sell opportunity is indefinite. I think it's really a function of of that that that's how you should decide. Whether it's thirty days sixty days ninety days a year or forever. And so are the for the ones that are more mid market. The says executives are they also responsible for the first renewal then. They were. So they will actually though the first renewal is done. They kind of the hand off his is there the customer success people will do to first renewal. So they're holding it up to almost the end, then they're introducing they customer success professional to handle the renewal. Okay. What are some of the downfalls in in this system? Yeah. I mean whenever every hand office is presents opportunity for breakage. Right. So the hand off from the FDR where they've booked meeting to the sales executive is is an opportunity for breakage, and then the hand off obviously from the the sales executive to the customer success slash account manager person that's not pretending for breakage. So I think there's a lot of or I mean, there is a lot of process and and discipline that you can put in to at least minimize some of that breakage. So for example, I mean, the thing is basically the warm hand off, right? So when you're handing off from an SDR to an e you need to make sure that everything that that prospect substantive everything substantive, the prophet told the already told the FDR, it's communicated to the right because the the prospect wants to feel like they don't have to repeat themselves, and that they're understood and known and the same thing holds true from from the account executive to the to the customer success professional that they they wanna make sure that everything is known about. You know, everything that should be known as known you don't want after Pete yourself. I mean, I've had that experience myself where there's a transition from account executive to CSI or from one CSM to another. And it drives me crazy when they asked me all the questions that I just answered a month ago or two months ago for someone else. Right. They should have that all documented in in and their Sierra. I just had a I signed up for a demo on on one companies page last week. And then somebody emailed me and said, hey, I'm happy to set up a demo, please. Here's my calendar link. And then I click it I set it up, and then they emailed me right away. Thanks for setting up. I let me introduce you to John who's coming to the demo. And I was just talking to you like what did you do there? Like, how did you help me? And I'm thinking that's really poor poor transition. Yeah. I mean, it's it is the typical. I mean, frankly, it is the typical SDR to to a transition. I think the there's a couple of ways to handle that. Right. I mean, what is in that? In that intervening time between when the STR has booked the meeting and the and the meeting is going to be held. They don't necessarily have to introduce the in advanced, right? They can say once they get on, you know, once a call. Starts. They can say, you know. Hey, this is this is Jane just wanted to let you know. I've got our sales director Wilma on the phone, blah, blah, blah, blah. Right. And maybe the SDR starts to do a little bit of the initial framing of the call. And then hands it off just naturally conversationally to be who picks it up. I don't know. There's a right way. But but certainly in that early part of the relationship you want the FDR to who book the meeting with you and establish some degree of trust. And reporter to still be still be involved to to hand off that trust in a in a positive way in my my tuition that was the hand off. It was like hair. Thanks bye washing. That's no good. Yeah. Qualify me. Yeah. That's not good. So yeah, it's very likely in that instance, that the the scheduling people were not part of the company that it was outsourced which is an option, by the way, we can talk about that. If you want, but some people outsource their their appointment setting, and that could very well be what happened there because those folks are just paid on getting the meeting, you know, getting them meeting book often, I'm for early stage startups on very against outsourcing at the beginning, you lose so much of the the opportunity to speak to the customers and speak to the prospects. And learn about the marketing learn about your product market fit. But curious what it what are your thoughts on on a thousand percent agree with you? I think outsourcing is a special tragedy in early stage startups where you are finding product market fit. And where so often, you know, you may want even more senior people doing those early sales calls to figure out what's going on. You're still defining your sales processes, so. Yeah, I would absolutely be a tragedy to do that. And then even for later stage companies, I'm. Very curmudgeon e sour puss. Whatever word you want to use with respect to outsourcing the appointment setting function for a few reasons. One is that. Is so often fails, and I've talked to people who run outsourcing firms about this. And what were they come in? As they say, look, if what you're trying to do is define your sales process, and or trying to discover whether you have fit with a new segment of the market that outsourcing fails at least ninety percent of the time, and they're pretty transparent about that. Right. 'cause 'cause you don't have those rations that you would otherwise have where they where they say they thrive is is basically to provide you a scale once you figure it out your sales processes, and once you've found your go to market fit within that particular segment. So yeah, I mean, I'll I'll give them that. I think there's there's another thing that's really really important which is the function often pays for itself, not simply by booking qualified meetings. Great if it does, but very often the DR function is your feeder. For your account executives. Right. So in my experience, the best the the status attestation on the side. So you're much with probability that someone's going to turn out to be a good is way way higher. If they were at SDR for you, I and if you take some time to model that out economically, it turns out to be really economically beneficial to to actually have an SDR function. So the. In training. It's it's an eighteen month training program. Right. It's a terrier to. It's the hardest job in the world. I think being an SDR, but it's an integrated eighteen month training program. I've encountered one exception to this. Which is there are some companies where the where the the level of sales people that you need is so near that that you're not gonna find SDR's who are going to move who you're talking to move in SDR who has eighteen months in the job into a sales job that requires eight two plus years of experience and sales, and there are places like that. I was at a place that was like that where the START thing just didn't make sense because. With very very few exceptions. If a nasty are had extreme, you know, grabby toss and presence, which is possible in the twenty five year old is pretty rare. So that would be my exception. But in many cases, though, if you need that level of account executive typically, it's better off to have a full cycle account, executive, don't, you think absolutely absolutely. Because that's super relationship driven things or you want to minimize as many handoffs as possible. So I would definitely go full cycle there. Yeah. All right. Let's let's jump into the meats and go on outbound way wish should've company start with wanting to go out. Yeah. So as you would expect right? I mean, the starting point is to figure out your your is your ideal customer profile. Right. So you're gonna figure out who are the companies. You're gonna go after a lot of I think a lot of a lot of consultants and pundits. So we'll say like, we'll give you these very complex things about defining your ICP, practically speaking, I think, it's your thinking about probably industry geography and size as your three major dimensions. If you add anything else, it's probably something that is a requirement. If let's say you have a technical requirement to use your platform. So for example, we we inter operate with a certain set of Email clients particularly exchange, and and g mail, and we inter operate with a set of Sierra GMs, and if the customer prospect doesn't have those technologies right that's outside of our ICP. So I think industry size GIO for sure. And then some other criteria. That's a great indicator. Either goodness of fit or or porn ISSA fit is prob. Ably sufficient. Can you give an example of one of those indicators? Yeah. So for us the goodness. A federal porn is if it as I said for us. It's like the port is a fate would be that they that. They don't have exchange or g bell, right? Like there on on something like Lotus Notes, for example. Right. Or if it's a Sierra. And there are some more SO teric Sierras out there beyond the the sales forces, the dynamics and so on if they're on a super esoteric CRM, which does exist than you know, we're not gonna be able to support that. So those would be disqualifier 's. And then there are there are sort of qualifying pieces of icy EP and for us, we tend to sell too much more tech savvy companies. So if you you know, if you don't have a somewhat higher volume like we're looking for that that tech tech savvy tech savvy p so like if you're in the chemicals industry, right or even someone asked me yesterday, whatever he's asked me yesterday is because I came from the I was originally. Semiconductor engineer, and he asked me is the semiconductor industry a good of good target industry for us, and I'm just flat out. No because they they have extremely long sales cycles. It's super relationship driven. It often goes through distribution. Like, there's all these reasons why it's not a good fit. Yeah. All right. And would you when you're defining your ICP, are you looking at persona as well? So yeah, I think the first pieces company, and then the next piece is okay. Now, we found the company that expertise is the persona who you're going to go after and you know, I think the dimensions the big dimensions of that really are the person's role and the person's sin you already level. So companies will decide whether or not they're willing to talk to individual contributors, some companies start manager up some companies start director at up directors convenient because internationally right director could be senior vice president or even even in the US and the director could be senior. So a lot of companies will say basically director, plus or director VP, plus so that's that's kind of seniority level. And then obviously the job function is you know, if you sell to we sell to the sales function or someone else might sell to the marketing function or to the finance function or legal function or if the operations function. Or what have you? Right. So I think figuring out functionally the to go after and then. If you're in beat a b you can't really get get away from Lincoln, and we love Lincoln. So why would you want to get away from it since it has so much richer information? So you're gonna come up with some Boolean search drinks that are indicators of both job, title and of an. Seniority level. So you can you can identify all those all those people using you know, what's great. You know, great tool Lincoln sales, advocate or. Yeah. Yeah. Absolutely. So how are you using Lincoln sales navigator to once you find define your query? How are you using that to contact them or older information? So one. One piece of rewind which is that we're account based. So we have a signed would a dentist that universities in the ICP of potential accounts, we have assigned to all of the account universe out to our our as a lot of early stage companies don't have to do that. They can just basically say anybody can go grab any account as long as long as you have touched it in the last thirty days, it's yours like that's a pretty common way to operate that. I would say for most Rohe's stage companies I would probably recommend just doing that. That because my metaphor is is you got a big ocean. Right. And you go fishing, and if there's no biting. Yeah. You just move to another spot. You know, like, it's not until you get bigger that you actually say, okay. They're not biting okay now. I got it. Like, maybe I gotta change my technique. I gotta put us different line different rod and different bait and go a little deeper and all that sort of thing. But when you're when you're early I would say just have have a really simple thing, which is like anyone grab any account as long as long as you touch it in the last thirty days, you get to keep it. So for us as I said, we're account base and now moving onto the persona thing and using linked in to your question. Right. We'll we'll execute those Boolean searches and we're going to you know, we have different tools that we use in order to pull those pull those leads from Lincoln over into our CRM. And then enrich those leads with contact information right with add the Email address add the phone number two to those things. So we're using we're using lead IQ in order to pull contacts over from Lincoln navigator into our CRM. And then we use a combination of sources clear bit and zoom info in order to enrich the leads with contact information. Nice. All right. So now that you've you've got that. I mean is there any other way that you're sourcing leads? No other than you know, whatever inbound things that we do Lincoln sales navigator really is our our primary source. I have and prior jobs sourced bought lists of from other sources, and I found that those lists never really produce. So leaked it sells alligator hands down. As is the is the most valuable source because people are right. I mean, sort of obvious reasons right with that people are are self maintaining their profiles. And they're and they're they're it has the highest accuracy of any source. Yeah. It's straight straight from the source history. Trump source. Yeah. It gets weird when you sell to an industry that where people don't participate in linked to end. Right. So if you're selling to. Like, I I would assume that a company like yelp has to take a very different approach right because the peop- the small business, particularly with small business owners, right pizza. Shop owners burger places, whatever those people are probably not on linked to end, and they need to find other ways to to find those contacts. You have other scraping companies for this. All right. So now, you've got the there you've used you've defined your ideal climb profile you've use linked in and other tools in order to get their contact information than what you do. Yeah. So now that we now it's the heart and soul of sales engagement. So we follow a combination of stuff that we've learned from some research firms like topa was a great research firm and the sales development space, and that we use our own data science. We were up to about a billion interactions between. Our customers and their prospects. So we will will kind of sniff into that data to figure out what works for us. We have a cadence of sales engagement that consists of phone Email and social touches we execute about fifteen or so fifteen sixteen steps over the course of sixteen business days and the starts out on day one with a call followed by an Email. We found that having a call followed by an Email is is the right way to do it on day one based on and again research of what's working for for us in our customers. And the call is something like, you know, hey, Adam this is Jeremy from XYZ company. Looking to get in touch with you about, blah, blah, blah, value proposition. I guess and I'm about to send you an Email. If this is interesting to you just respond to be, and I think that's a that's much more effective than here's my phone number. Call me back at this number. No one's ever gonna call. You back never happens. So just say, hey heads up on the Email. I think is is the right way to do it that we dropped the Email. And then are you are thing basically that we found that you should spread your touches out. So that they don't look like they're coming at irregular at regular intervals. So we basically do that pair of touches on day one. We waited day. We'll do another set of touches will wait two days touches, we'll wait three days touches, wait four days touches, so we're expanding the the amount of time between each touch to give it a little breathing room and fairly call heavy. We do. About five Gregor five calls where we don't leave a voice mail in two or three calls where relieving voicemail we don't wanna leave voicemails all the time. And then we also do about about five or so emails, and I should get the exact numbers in front of me should probably know them off that top of my head. And we do to social touches to social touches start with one light social touch. So light social touch would be something like, you know, a follow or like or a comment on someone's blog post. Right. It's something where you're not kind of invasive Lee trying to get in there, you know, into their network and that so that's touch one. So you at least you're giving a little bit of value first, and then touch too is that you then. Touched to is the actual connection. Do you want? Obviously, personalized that connection requests. Just don't just use the generic connect. So you you actually engage them first before. Connecting with them. Yeah. Yeah. And I think it's very much the either do unto others as as you would have done unto you or do unto others as they would have done to them, which I think is even even stronger platinum rule if you will the the for me personally, right? I get tons of connections on linked in. And if you're listening to this, by the way, you're welcome to connect with me. There's a ninety nine point nine nine percent chance. I will accept your connection. 'cause I accept almost every connection unless you look like, you're not a real human. I just want you. And I haven't got connection approval yet. Because you probably just sent I guess because I literally was on. I'm I'm an addict, I'm Langton. So I was literally on about about just before just before we hopped on accepting connection. So yeah, go ahead. And connect with me, if you're humid, I I will accept your connection. The the these connection requests all the time. And sometimes I get this like page of garbage trying to solicit me for something. I don't wanna read a page of your generic marketing copy, especially when you know, what I've got so much content out there on Lincoln, and that'll like how hard would it have been for you to to engage to actually have something relevant to me as opposed to your boilerplate. So so we we sort of apply that logic, right? Which is give them some value. I by following or liking or. Commenting on on something that they've done if it exists, and then then you can do the connection requests. And when you do the connection request again, no long boilerplate, Email, ask connection just something super short and contextual. And personalized for them that that shows that a real human wrote it as opposed to you copying and pasting or a machine doing it for you. You could only automate so much before it becomes ineffective. Yes. Yes. And then like, you know on those on those emails, we're constantly. Optimizing and we look at our data to figure out what works. So. For example. We know that one word subject lines performed the best. And if you exceed for words, it's it's very bad. And we know that asking questions in a subject line is bad. We know that subject lines that are have normal capitalisation like that grammatically. Correct. Capitalization beat ones that are like all lower case, for example, as some people think so we were constantly looking at that sort of data science and then tuning and then tuning that. I think one of the most fascinating ones is is the greeting when you say if there's like, Adam comma or or high atom or hey, Adam or Hello, Adam. It turns out that. Hey, adam. Is the best. So things like that. Right. We're constantly tuning in to make sure that we're we breakthrough can is. It's more personalized. It's a haze more like a friend speaking to a friend. It is you just got it like the fundamental thing is I could rattle off tons of best practices for how to craft sales engagement emails at the end of the day, the common thread that I've noticed between them is is like this balance of friendly formality, right respectful friendliness. However, you wanna combine those those sort of false dichotomies, I guess, and then it would be you would run a write the Email the way that you would to a colleague inside of your company as opposed like that's the rule. So if you would not put a PS two colleague in your company, which you would not do then don't do that in a prospecting Email. And in fact, that's one of the things that that actually lowers your response rates if you put a PS in there, and you know, if you wouldn't put a tunnel. Links in an Email to an internal person. Then then you shouldn't do to prospects. That's another thing. That's bad. So like all the things that are bad are things that are coming sensibly bad. If you just think about how would I how would I expect to send an Email to a colleague? I would even take it a step further. What I normally teaches is to write it in a way that like it matches your tonality when you speak. So don't put marketing words in there. Yeah. If you would speak to your colleague and say it's in the exact same way. Then it's good. If you in that way, then it's bad. Agreed. And by the way, the data science backs up. What you believe that we checked three things on this on that in that respect one of them was we checked the, you know, like you take a marketing class you read these books and the books say use hyperbolic language or language about gains or urgency. And it turns out that using that language is lowers response rates and using like more new neutral language is better. We. Threw it into a word sentiment. Dictionary. All all the all the emails into words dictionary. And like neutral actually does better than than sort of the positively biased or negatively biased. And then the third thing is we threw it into like, a grammar analyzer, and we've found that the response rate basically declines as you increase grade level so elementary school or middle school level emails get the highest response rates. But then once you go into high school level. Language and post college or post secondary language, your response rates dropped dramatically. So yeah, keep it simple and the data science backs that up, but it's really interesting that the grammar changes everything the grammar does change. Yeah. Change everything. Well, simple like short and simple. Yeah. How how long is your like, generally your first Email that goes out and outbound Email? Yeah. So we are. Yeah. It's probably between fifty and one hundred words, depending on how it gets personalized. That's another thing is there is a drug dramatic drop off of response rate after the after about one hundred words, and I think that I haven't measured like how many words you can fit onto a mobile screen wasn't with either zero scrolls or like half, a scroll, but it probably correlates to that that sort of magic magic window of around. Fifty fifty two hundred words, fifty to seventy five words, I wonder how many sentences that is because I general. Tell people to try to keep it to two to three sentences. You're a Adam. But the the context is two to three sentences. Yeah. I think I can go a little bit. I think sentences. Let's call it. I don't know. Ten words, I'm guessing. So yeah, that's like twenty thirty words. I didn't even go to you could probably go to fifty you know, easily five six senses. But once you go beyond that, then you're you know, then you start to get into bad territory. I think it's okay to have like a relatively personalized beginning. A little bit of a little bit of hopefully, not too heavy marketing body Texan, then their request for the meeting by think, that's okay. Mean we've found that. That's that's okay. But yeah, keep it keep his shortage. Humanly possible that get to the Email too. By the way, which Email to we tested a bunch of things, and we found that the best the best Email to is just to put please advise in the body of the bell. So it's threat at Email. Right. So you got the body the previous Email, and they're so you get in the re and the subject line. As you naturally would with a threat at Email. And then you just put please advise in the body of that. That's that's that's the most effective Email too. And that's just how you end things off through his advice. Please advise. Yeah. We tested that versus our regular Email to you, which is a bit longer we test that I as any thoughts question, Mark. And we had a bet going on please advise resenting thoughts I was betting. I was I was on the side of a police advise. But I like the inside scoop because I've used that before and and seeing the data science at that before it, and it continues to work fairly effectively on. Want to take it away from outbound for a second on inbound elites I like to use a lot is is this still relevant. Do you have any science on that? I haven't I'm gonna write that one down because it's easy for me. The check that. So that. Yeah. Certainly if they haven't responded than than I think that that makes a lot of sense the on inbound. Yeah. I mean, I think this right question. Because if they're not there their interest is in the moment, right? The moment they click requested demo or contact us or whatever we actually for. I don't know if I can use curse words, I guess. So for shits and giggles. I hit a hundred companies requested demo button and benchmarked how long it took them to respond to their first response. And I'm doing this from memory. I know that forty percent responded within five minutes, which is what people often advise you to do another ten percent or another twenty percent responded within the first hour. I think it was like ten percent within the first ten minutes. And then another ten percent with between eleven minutes and sixty minutes. And there's things that say five minutes is ideal. If you do within an hour, you're probably still fine. Ben. So that left another forty percent of companies who took longer than an hour often days to respond ten percent of the companies. I hit ten out of the hundred never never even responded to request a demo request. I actually hit I do this periodically. I hit one yesterday. Or no is late late last week. I guess and like. Never. They never responded. So what we do on inbound. You wanna go there where what we do on inbound? Not yet. Let's all hold off. It's really interesting because I'm curious if those people were qualifying you, and then they decided you're not qualified and then just dropped you which is still not. Okay. But it makes more sense would make sense. They just dropped the ball. It would make more sense. But I think they largely dropped the ball. I mean, you know, we were in between series and series D. Like, I was not hitting someone who exclusively sold to the enterprise, I was hitting someone who sold midmarket and enterprise. So I don't know. Maybe they looked at my face and decided I wasn't. I wasn't that good candidates assaulted. They didn't like the look of me sometimes. All right. So let's we've built the cadences. You have about five calls to two more calls with voice Mel about five emails into or so-social touches all within sixteen business days. He said, yeah. Within sixteen business days. Okay. How'd you there's a bit in between the the step before and getting those prospects? And starting this these cadences which is qualifying them because if you're going on linked in and you just do that. Are you doing any manual qualification before you before you send those emails out not? I mean, the qualification is is on the is on that persona criteria right that they need to be director level or above. They need to be working for companies ever certain number of employees. They need to work in a certain set of functions. Let's say it's in sales development or inside sales or sales management, right? Like, so there's been a round of I. Yes, you call prequalification on on company ICI P, and then on the persona of the individuals. So that I would say that that's the prequalification. As I said, we also look at their tech stack. So we have some data on that from third party providers on text x so that also gives us direction on formation about who to about who to engage, but there's not really much more. You can do than than that in that in that first wave that any other. Yeah scale I mean any other substantive qualification is gonna come once you once you connect with them. So how many would you do you know, any numbers on? How many are miss qualified to how many sneak through the cracks in aren't the right people or the company. Yeah. I mean, I guess it gets at it gets at our whatever your disqualification rate is that once you get on. But I mean, the things were disqualifying on are are different than the things that we we sort of qualify on in the in the that we prequalify on. Right. So I mean, there's not really I doubt that much slips through on the pre qualification. Nation because. Unless whatever our data sources wrong about the number of employees in the company or unless our data source is which in late in is pretty accurate about that. You know is wrong about what industry they're in. And that sort of thing like, I don't think much much Guisti cheat on that the Q happens once the salesperson gets on. And they're doing discovery and demo and discovery part. You know, finds that that there's not need, right. It's typical. I mean, I don't care. A lot of again, the consultants. We'll talk about all their different different versions of qualification frameworks. It's all banned just or him. That medic different different Edwards at them. They just find they find a synonym and they build a new word, and then they trade market like it's all the same shit. And so so generally in those early stages, right? You're just qualifying on like it's too early for budget because they're gonna find budget if they if they have a need, right. And it's probably too early on thority also because they're going to pull in right them at your job as a salesperson is to build consensus inside of organizations across the people who are making the decision. So it's too early to Deke on thority, you're really going to you're really gonna qualify or disqualify mostly on need and timing. So like, you may find they just, you know, there are chemical company, and they just the need is just not there, like the example us earlier or timing wise. Let's say they you know, they they they just bought a competing solution. So the likelihood that they're going to buy within the next whatever six month window is so low that it's you know, you're going to put them into nurture and maybe put a flag in your CRM. That says, hey, like re-engage in six months or something. So you can you can try to try to win them over versus a competitor. But but yes, I mean in terms of the in terms of the. Like, prequalification should be pretty smooth. And then you just gonna do the the need timing stuff in the in the first wave, I always hated the band authority. I think it's the most useless. I mean, if you're qualified to your ICP to begin with and. Authorities. Nobody sits there and really waste their time. Talking to us sales person and going through this process of their not having the authority to either drive it internally or make the purchasing decision themselves anyways. Yeah. That's why like I mean, I think of thority in the app slightly more abstract way. Which is. Yes, I think it is the authority the level like decision making authority, but I think with authority in terms of early stage qualification, and I guess maybe this is where the medic variant comes in is really about understanding who the decision makers are. And what's the decision process? Right. So a question I love to ask during during discovery is who in addition to you is involved in making would you know, who it is? You will be involved in making a decision to purchase the solution. And I love that question because it you're not saying who's gonna do it imply that it's not them that that they are involved. Right. And and the Miller Highland method. Is great for this. Right Miller Hyman talks about three types of buyers. And then there's like an adder one is the economic buyer of which there's one it's it's the person who ultimately signs the check. Our ultimate. Yeah. Check. Then you've got technical buyers who are the people who are going to evaluate the solution and are often people who would say no could be IT. It could be procurement could be opposite could be whatever. And then you've got the user buyers. The people who are actually going to use the product. I mean, all of those people are there all decision makers. Right. I mean, they're all involved, and then that that's sort of plus one is that someone's going to be your champion probably one of the user buyers like all those people matter so so that for me, that's what thority is. It's it's decision. It's it's all those different decision makers. And then what's their process for actually making decisions with the company? How do they get that done? Definitely. All right. So how how does your outbound? Process differ from your inbound, it's actually relatively similar the the major difference. Is that our outbound? We always personalized the first Email and with inbound there's this tradeoff, right? Which is I mean ultimate the ultimate goal would be that you both personalise and engage within five minutes, that's really hard to do. So if you have to choose one or the other than you, choose engage within five minutes. So what we do is. If someone comes inbound what we will. We will. It comes inbound we sort of auto score them. And then we because we're account based we know which salesperson is associated with every every account, and if that association exists than we trigger an automated, Email that goes out from that person to the prospect, and it says, you know, hey, Adam, thanks for requesting a demo. Here's my. Here's like calendar. So you can click right here to schedule. Thanks, Jeremy Wright, super short and tight and and low effort on the part of the prospect like they get instant gratification on that Email, and then there's no back and forth about scheduling. I just give you my calendar. Right. Right. Then and there for you to schedule. So while your interest is at its peak. You can you can grab a calender slot. And I think about eighty percent of our of our inbounds get scheduled that way. And then we have them in a we're using our own tool for this. So we haven't been a cadence in if they don't book the meeting within basically twenty four hours, then we start to execute those call Email and social steps after that. And I love your thing about is this still relevant. So like all definitely test test that out at as baby I use the subject line still relevant. No question. Mark just still relevant. And then I write. Hey, john. Is this still is? Is still relevant to you. Or is it still relevant for sales loft? Whatever it may be and Mark. That's it. Yeah. So sorry about thing. We begin is mostly about instant gratification at instant ability to book meetings. I think that's the that's the secret. You know? That's that's the best practice. Okay. And. What are some of the two, you know, the numbers of flake response rates for your outbound end inbound open rates response. Rates response. Rates. People have some benchmarks to what's the average. Yeah. I don't have it off the top of my head. What I do know. I don't have off top my head for sales loft. What I do know is looking at our own our customer base it obviously it varies by all sorts of contextual things. But if you blend hundreds of millions of emails together typical Email response rate for an individual Email. Call it three to seven percent maybe five in the middle. But, but you know, depending on the depending on on kind of where it's coming from. And where it's going to yet to about three to five percent. And then that's just for one Email. And then obviously because we're we're our customers are executing phone, Email, social direct, mail, whatever like comp- camp, basically engagement campaigns. Right. They're gonna have anyone touch has a has a five percent response rate. Then you're gonna have to sort of accumulate those touches, and you probably get to you know, asked me aspects yesterday. It's probably about one in ten people that you engage you all to get a meeting with. And then outbound. That's outbound. Yeah. Inbound much much higher. Right. I mean, they right. And there's two types of inbound there's there's like warm or hot inbound. And then there's there's kind of fight paper inbound. Yeah. White paper down so said, the white paper inbound doesn't really convert much much higher than the than the regular outbound. Obviously, the the red hot inbound requests a demo. Contact me that stuff converts at extremely high rates. So outbound you're seeing typically around ten percent. Would meeting Ray meeting. Yeah. Meeting rate a bunch of places. And it's it's like it's always ten percent. Like, it's it's one of those things that that there's a few numbers that you just see everywhere you go, and that's one that I've seen ever ri- everywhere. I've gone. All right. And you one of the things you said is on the inbound ones that it's really important that they you get them while they're hot you send that Email within five minutes. Why not put the calendar have the routing options happening in the background when they click said Boca demo and then show a calendar. Right, then and there for them and show the availability of the as calendar. Yeah. I think that's a. Yeah. I think that's a common thing to do a lot of companies are using like drift these days to do that. I think it's a great thing to do or what? Or there's a lot of competitors. I'm not gonna promote one versus the other. It are calm. I guess is another big one, and there's a whole bunch of other ones. But yeah, that's a very common thing that if you want a meeting just start put put them into a into a I ask sort of thing that can book the meeting, right then and there so. Yeah, that's even even they're equally. Good people like to engage in different ways. You know? It's not like everyone. Wants to engage in one way. Some people like the drift sort of thing. The I bought if you will. And then some people don't so just provide multiple options for people to get in. I think as a way to do it. Yeah. Typically, ignore those little bouncy things in the corner. Yeah, I do too. Like, I'm much more likely to to hit a contact. Contact us button or requested demo button that I am to do the bouncing thing in the corner. But that's also like, I'm not I don't even know what I'm gender. I guess I'm jed ex probably which which I used to think of is like the young people. Now gen-x is the old people. Yeah. It's the cycle. I'm also feeling every day. I call them. I'm getting older. All right. I I know I've seen a couple of times. Like people are just putting an I frame of Callan Lee of the the there. So it's not even going through an AI. You just simply choose the date and a time, and it's right there all I think it's perfect. The key is going to really integrate that with with the right if your account based than the right? Eighties calendar. Right. That's not super sophisticated to do that. But I think that makes a big difference. It's like don't just because you want to minimize the handoffs. And if you can just book it on the account based book it on the on the right as calendar, you're golden, but yeah. Again, it's gratification. Trump's maybe that's even worth the hand off. Right. Yeah. Like if I want to demo I probably wanted them right now. Ideally. I'm curious as to the drop off rate. If you just if you had people do that in how that would work if because you could always have your as always available. Got a big enough team could around rob in that way, and pretty much get it equal. Yeah. Got if your account base, you totally while you definitely want to do the round Robin thing. So you get the speed if your account based than you're sacrificing you know, that that load balancing that you get with the round Robin for something deeper, especially when you're after going after. Like enterprise accounts. You don't want to round Robin in that in that environment. You want to make sure it goes to the person who knows the business and can have that contextual business conversation. But if you're selling to ask them be like go for it round, Robin all all day long. I wouldn't if I was selling enterprises I wouldn't just jump into a demo just because they asked for one right away. And I still right. Different issue. Indeed. All right. So last question before we get going. We're getting close on time here. Why what is the the number one tip that you would give to people to increase their outbound numbers bacteriology? Switch one word. It is I'm a big I'm a big fan of this book called cracking the sales management code. Jason Jordan and Michelle visit Vanessa I think her last name something like that. And that basically talks about as a as a sales leader you have. You start with your business result? Right, which is also about generally revenue you work backwards to a business objective, which is often something like an opportunity generated, and then you work back from that to what are the activities you need to get to achieve that objective, which the business result. And the only thing as a first line sales manager or leader, whatever the only thing you can affect is is like two things it's activity volume at activity effectiveness. That's all you have. So if you wanna increase your your production, easiest lever to pull is activity volume and second easiest or like harder. But the only other thing you can really do is effectiveness. So my. My. For better or worse. Like, right. It's it's it's just math. And if you're not making your, you know, whatever number of dials per day, you're not sending your emails per day. Nothing's going to happen. I see oh my worked for the head of. He had a great expression is like if you don't knock sort of obvious expression. But if like if you don't knock on the door he'd already doorbell and that was an answer. That's it activity is by one word answer to that. Yeah. I would put a big Asterix though on that. And I know this isn't what you mean at all. But don't don't burn your bridges in and through too much activity to the wrong people. Yeah. Fair fight like the Astros. I agree with you Astra's. Jeremy rod a time. So I really appreciate you coming on how can people learn more about sales Lofton, and this outbound numbers that you guys have. And and also about you. Best way to learn about sales lofta your sales off dot com. And then best way to learn about me is is avoid all social networks except for Lincoln. So connect with me, a Lincoln, and I tried to post something, you know, data driven actionable every couple of days, and and like I try to practice what I preach on linked in that. I don't put garbage on there. I don't video myself walking around and talking. I just try to do something short and sweet. Yeah. Right. Jeremy thank you very much for joining us by pleasure. Thank you. Thanks for listening to startup sales with Adams Springer subscribe to the podcast. So you never miss an episode contact at him about speaking engagements or consulting services at Adam at stirred up sales dot IO. Our Jeremy let's finish things off for the final five. All right. What is your favorite sales or leadership book? Wow. Read for sales and leadership advice. I there's not one person. No, I follow John barrows and I enjoy following him. And then I follow Keenan the sales guy. And I would say it's love it's like a love hate or bittersweet kind of relationship that I I think is content is often outstanding. But I'm not. I love his style. But I looked past the past style. Look at me. Oh, sorry. One more. I apologize which is Chris Orlob at gong. Actually, he probably is my number one because he has such great data driven stuff. Yeah. Just had a a meet his CEO and founder on the show. Awesome. Great. Are you vailable twenty four seven or do you have strict personal time boundaries? I don't have personal time boundaries. But I would say it's available from eight AM to eleven pm after that. I shut down. Good. What is your favorite tool used for sales? So I can't use my own company. I guess. Scree great tool, and I think it'd have have a solution like this I joined because I was a customer for many years. But besides that, I think my favorite sales tool is Lincoln sales navigator accent? What one piece of advice, you have for all the founders and sales leaders out there. Well, I haven't been a founder. So like, I probably don't have the credibility to give advice except Beato keep your head up. Probably because because it's from the founders I've noticed incredibly it's incredibly hard for the sales leaders. My advice is is I really pattern this after the sales leaders that I've had the most respect for them that I learned from it gets another book, I love is not a sales book, but it's called radical candor definitely one of my favorite books, and the just a radical candor is is that you cared deeply and you challenge directly. And I think the my advice to sales leaders is basically build your relationship capital by carrying deeply about people all the time. And then you spend that relationship capital challenging them directly to to achieve what they need to achieve to be successful. What you need them to achieve to be successful so practice practice. Radical candor is my advice. Excellent practice around Ogle kit, radical candor, I'll put that book in the show notes this well for everybody listening. Yeah. It's incredible book. Jeremy thank you very much again. My pleasure. Thanks again. Adam.
The power of relationship selling: New research, insights and opportunities for B2B organizations
"Five our T. with caffeine from green tea leaves it's delicious energizing and comes in three amazing flavors with zero sugar and four calories it fit your life with its combat size and portability goes where you go to the campsite the hiking trail the beach with outweighing you you down five our T. Caffeine from green tea leaves release your natural side from the makers of five our energy for more information visit five our energy dot com. Try Five Our T. Today. Look for all three flavors by the cash register at your local holiday station store your welcome back for another episode of sales pipeline radio with the man who seems to understand sales pipelines in and out it's our master of both sales pipelines and B. Two B. Development his name Matt Hines Walker Matt. Thank you everyone for joining us on another episode of sales pipeline inclined radio very excited to have here. If you're listening to US live on the funnel media radio network thanks very much for joining us in the middle of Your workday very honored to have those listening in if you're joining us on the podcast feed thanks in Western subscribing always exciting to see our numbers continue to grow for over fifty five thousand downloads and growing very excited having all of you with us and you can catch every episode of Mine Radio Past President future is always available anytime on demand sales pipeline radio DOT com everywhere featuring some of the best and brightest minds Zine B._B.. Sales and marketing today is no different very sunny with US lists me show. She is easier product marketing manager at Microsoft listening. So what's your joining us. Thank you anyway. I'm excited to walk through this. We finished a research project altogether. We did a Webinar at once again you on the radio show as well to talk about the results because we've been thinking a lot marketing relationship selling in the doctor relationships N._B._C. Sales and marketing as we see more a I introduced into sales and marketing as we see more automation happening. We really wanted to get us in swirling. How important relationship selling was and how technology in many cases can actually really enhance and augment some of those personal relationships tolerant about for Microsoft's perspective? What you guys are doing what we're doing dynamics with Lincoln and why this research was so important yeah? We've seen a trend in south technology lately where a lot of the improvements that have been made to sales tyco the past ten five ten years have been to make sales teams more productive in their tools that are doing a really great job with that. I obviously work on sixty five so we've got sales tools. They're working together with tools like Lincoln sales navigator and all that so we really made some great strides in how productive assails team can be but wisdom of the trends that are happening in the marketplace such as role specialization telesales kind of the rise of all that we've seen that maybe there was an owner emphasis that a lot of teenagers were taking on the productivity and they were losing a little bit of that personal touch and losing some of the strong relationships that a salesperson used to have to have when they were doing all of their selling via phone or in person back in the day and so what were the we're developing technology is. How do we actually make sure that the relationships are still front and Center for the sellers so that they can be successful because we know that buyers have extremely occasions right now so were in this challenging environment where business buyers are actually weighing their sales experience against the Consumer Ryan experiences they have their amazing drives their personalization in Alabama <unk> being the same very high expectations tends to be buying process and so it's really important that the cellars can deliver to those high expectations and that means hiring a strong relationships doing personalization content and hitches that they're giving to these Zaire's etc but you bring a number really important points? We're going to talk a little later about the importance of scale but despite the proliferates of technology around us we're still people buying from people right and I think we still value the relationships we have within Vin that and I wanted to get a deeper than what we found in the research. Is this buying committee. We talk about with large deals where you not multiple people engaged any buying process that buying committee is not only growing in size is for enterprise deals but it's growing importance as well and so your ability to build relationships is not just with between Byron Seller your ability to understand relationships amongst members of the Fine Committee became his forum as well talk a little bit about the research found in terms of the zone engagement with that entire buying committee saw that it is really important to building strong relationships across the by committee so you know like you said it's not just one person that we can go to and do the deal anymore over eighty percent of our respondents in the issues that they were affected that building relationships across the buying committee with multiple bottles they were the ones who also said that they were effective at achieving their desired sales goals making that tied together right like being able to actually engage the entire buying committee critically important and on obviously like how you get at that data is important and we asked the question in the research. What what are the tools you're using? What are the capabilities you have and it was interesting 'CAUSE I? The number of tools proliferating across the marketing and sales technology landscape but we found some interesting energy insights into companies that were successful in those that were not successful they were using. We found that most of US accessible astle organizations that we talked to people you know how successful are you at achieving your revenue goals sales organizations care about and the organizations that sending were successful really thought it was he sued synchronize data across multiple platforms so we've seen this proliferation of sales tool set in many ways to get the activities that Celera do Outta day-to-day basis. It's so important that were restraining that data the day all coming together to generate insights so that a seller can be their job factor later not having said dig around and try and kind of play hunters scientists within their own data and at the risk of making this a commercial which we don't want to make it I think Microsoft's doing with C._R._M.. And linked in the ability to who actually naturally integrate those together I spend time and C._R._M.. And linked in literally every day and so the ability to integrate those together does create not only it gives me gives us that information but it also creates efficiency for the sales are up to get back out on the a tool and you're going to actually sell that's our goal and I think another one that is looking at the other tools that sellers using day-to-day so we're also trying to bring in a lot of the productivity data that that happens when a salary is is communicating with a buyer such as they're doing an email who are meeting with if you're talking to and so bringing altogether get them a better picture of the relationship they have with these dyers helps them kind of advance the deal talking to blend radio with Liz. Let me show she's the senior Product Marketing Manager for Microsoft and talking about some new research we have just finished between marketing and Microsoft on the power of relationships selling in two thousand nineteen if you want to get more information on this study. If you want to get a copy of this study sunny a check out the cut the notes from this podcast we haven't linked to the knows we haven't up on on the radio DOT com we also have linked to this research at Heinz Marketing Dot Com. Let's talk about cross platform in y working. Cross platform platform is so important I think it was interesting to see dramatic difference in companies that were enabling their teams across platforms that were successful versus those that were not creating that cross platform opportunity talk a little bit about y. That's so important not only number but also to drive greater efficiency effectiveness of the sales organization yeah I just now but I think it's bringing about those important data points together so that a seller it really is having a full picture of the buyer when they're going into conversation whether they're getting ready for sales meeting when they're getting ready to make su customer on a caller email getting you to have all of that in place and being able to demonize the data together so important when we saw that a significant proportion of successful sales organizations that we talked to day said that centralization across different tools platforms was number one thing that was a key capability that they needed that was one of the most effective tips aspects of their selling tool set second into that was the ability to synchronize and manage the data effectively across contacts leads accounts and opportunities so really bringing all of that together is incredibly important on predecessor organizations speaking of bringing it altogether. We talk about data. We talk integrations of tools. Let's talk about sort of how sales and marketing work together on this a lot of historically. We've seen marketing mayow strategically the same goals but operationally tactically. They're not really working closely together. We are very started difference in results when we asked for a effectiveness of sales marketing integration and when compared that to whether organizations were successful or not successful in hitting their number one of the reasons show on that successful so sales organizations that we talked to or seventy five percent of the bearer sales and marketing alignment was really well aligned and then not so successful organisations were more likely to say that their selves Mar they were only somewhat lines across sales and marketing marketing and the elements to a successful strong alignment between sales marketing were around having a mechanism that would be able to provide a constructive criticism feedback between the teams right is so important that earn knows if the tactics than strategy is that they're using are actually working. You can bring always in the world if they're not quality that yourself soon. It's going to be pretty unhappy Saddam's wine on sort of element of a really strong relationship and tie between the sales and marketing marketing teams they also not surprisingly find it to things like share reporting insights that made the relationship strong effective as well as having a coordinated sales process that they could both be not. I'm so that they're going to support in the same same oss. Let's go a little deeper on what that research said I mean we have we ended up asking we're going to take a couple minutes. We asked people to tell us what elements of sales marketing alignment where most important and the two things that were at the top of the list where early ability to provide constructive criticism and feedback between teams and shared reporting and insights and I thought this was fascinating that the the most successful teams so that they had shared reporting and that they felt culturally like they could challenge. Orange each other and provide feedback to make each other better talk about what that means about the implication there in terms of the cultural implications of creating better sales and marketing alignment to have these effective mechanisms <unk> the feedback on quality informant it can take a quantitative <unk> it should probably be both I know for my day-to-day role. I'm obviously in a product marketing role so the feedback that I get from my sales team in the people who were on the ground <unk> talking to customers that it is so essential so ideally I can't overstate as important. I get sort of forbade comments that from them I get questions. I you know people will reach out to me in south really great to be able to hear what's coming up for them in the market so that's kind of a <unk> side on active side being able to measure in see our strategies working for marketing perspective are selling strategies working late where are we were we hitting our numbers where we're not numbers and and being able to draw into that so that we have the same views and I think also having a database perspective hostile collaboration because you're looking at the same information now we're going to break piece of bills we right back with more with Liz Michelle. She's the senior product marketing manager Microsoft talk more about the impact of relationships in selling and a little more on the alignment between sales and marketing in making that relationship selling work to help companies have their number right back on sales my radio the way we do business is advancing faster than ever before it amongst disruptions. There's one pillar that stay standing through it. All the power of a relationship relationships are the cord everything so Howard today's organizations developing nurturing and leveraging them to drive success join Matt Hines and Sisters V._p.. Of Marketing Justin Keller for the on-demand on-demand Webinar the state of relationship marketing and learn how your team can bridge gaps between relationships and Revenue Listen now at Heinz Marketing Dot Com. That's H.. E. I. N. Z. Marketing Dot Com and now back to Matt and his guest. I go back to sales pipeline radio. Thanks for joining us again. If you like what you're hearing here today as new research we have with on relationships selling with Microsoft dynamics three sixty five you can find a copy of that. We've got links to get a copy of that in the show notes for this podcast. We've got a sales pipeline radio. We also have links to that. It's hines marketing dot com and get a copy of that for sure but wanted to get a little more with Liz Michelle. She's a senior product marketing manager at Microsoft specifically focused on dynamics three sixty five and it's been pretty exciting list as are watching the world bias because I know we work together on this to watch sort of the growth of dynamics three sixty five with the Microsoft acquisition with the increase market share. You're getting just with the abolition of a product and really doing that based on deep understanding of sellers in house sellers operate view talk a little bit about how sir deep customer insights have been war of how Microsoft is building in developing improving dynamics three sixty five sales tool Dana driven company so that is foundation of almost everything we I do and that's why we're building capabilities that we have been building in our products to make use of all that data that's out there artists right pieces of services INSCI- to sales team in kind of streamline what they're getting to do day-to-day so that they can focus on guy said a little bit earlier building those strong relationships. We also really eat our dog food here Microsoft so it's really fun for me to on a product that's our sales team gears actually using data day and when you look at the Lincoln <unk> as well one of my favorite parts of what I do is getting tech elaborate on the giant market we have across accent sales navigator seeing those tools data's come together working across the teams Lynton has doing team has great expertise when it comes to Diaz as sales team ball and so there's a really nice synergy there across the two products you mentioned your dogs. Whatever some people describe it as you know drinking champagne certainly the relationship between sales marketing and then you've got multiple organizations selling together complex talk about you know as you apply as you as you see the impact of this research in your own organization powders having having greater customer insights how having better integration intended communication between sales marketing teams in Microsoft between Microsoft Lincoln? How does that help you become more efficient? How's that helped seal team? They're doing inside. Were getting really prescriptive about who were targeting and how we're getting to that and then on sale side now we're enabling capability to really focused their day-to-day activities so instead of hiring them in the morning and they come to our grenade it might log into the sixty five in instead of having to low through list of these are working on it to make that decision about what I do for her soon. I reach out to were actually starting. Into insight into which -tunities should they be prioritizing. What are the top things that they should do day offer money? A lot of the segments are inside sales team in particular that that's a really kind of exciting thing to see what's going on laboratory alive. The capability is that Microsoft has built in that building into our the answers to five for sales practice and even though this research was really focused on sales and focus on sales organization sitting there number is strikes me that a lot of these insights insights and just sharing your last answer as well. This really has an impact on the broader organization for revising teams in your mind is this haven't implication to these insights reach an impact customer success and account management seemed as well yeah I just as important and just it's necessary to have this feedback mechanisms on inside rewarding is on the customer success site is also making sure that are tied at the head is a few more minutes here with mid Liz we show she he is these senior product marketing manager Microsoft Dynamics three sixty five and again. We've been covering some highlights from the relationships selling a research that we recently completed and you get a copy of that in the journal she this podcast as well as sales pipeline radio DOT COM. We usually us the Lower S._E._O.. Is You continues volume row in your career who are some of the people that you've looked for and you've found end and spend time with to learn who are some of the mentors or influencers that you've read that have been professors or managers or authors. I recommend other people check out as well. I certainly learned a lot from the House that I worked with day-to-day throughout my career so pervious matters I had I had I think a really interesting path within in my marketing career in that I started out doing fiar in social media down a little bit of market research. I I worked at some star hopes for awhile right got to have my hands in almost everything marketing and so the different leaders managers that I had along the way like oftentimes they were taking a chance on me to do something. Take on tasks that I hadn't necessarily done before I've learned so much just from working with those people day to day picking up on what they're doing terms of whom I reading these days <music> who go to insights outside of the were place I have to say on the team at temple research has been really helpful to you so shout to Craig Rosenberg. I've learned a time for him. He operated when he has to say the era super hunts in sales marketing face really recommend checking out there blog. If you guys have read on yet I would agree with that. I love your answer in in terms where you've come from his well. I think managers there's good managers can sometimes be the best people Iraq's daily basis but also I resonate with your background. I came from a journalism major. You dial my first real job. Close journalism was in a P._R.. Firm is been interesting to sort of. It's a see how marketing is of all since then but also you know I'm curious. How has your perspective on marketing change from being more focused on P._R.? And social sin now being really immersed in the midst of the markings of these days in a missed you know organizations that are really integrating zelzal marketing marketing changes. Your perspective changes a little bit of bowls. It's certainly I think that the technology on marketing I seen that just grow so much pass several years probably past ten years even with the social media and this concept of not just branding that comes from Layton official sort of marketing team perspective where it's it's a little more restrictive about this grand is how we talkin doc and now there's more of this personal brand in people are bringing that to life I see actually a lot of salaries are doing that really effectively not helping them in their careers in a way that I think ten fifteen years ago it just wasn't as common really interesting elation to see throughout my career. Absolutely I WanNa thank our guest again. Lisbi shows she's a senior product manager at Microsoft Dynamics three sixty five and if you'd like to learn more about the study we've been talking about here today. A lot more detail out more the data data behind it. You can find a link to that and the show knows for this podcast finding on sales pipeline radio linked to it up at Heinz Marketing Dot Com is well during join us next week in each week or here live on Thursday at eleven thirty Pacific to thirty eastern great just coming up to be sales marketing but for today off we migrate producer Policies Matt Hines. Thanks for joining US radio listening to sales pipeline radio right here in the funnel Radio Channel Fretwork listeners like you. Let's say you just bought a house bad news. Is Your one step. Step closer to becoming your parents. You'll proudly mow the lawn ask. If anybody noticed you mow the lawn. Tell people to stay off the lawn. Compare it to your neighbors lawn and complain about having to motive on again. Good news is it's easy to bundle home and auto auto through progressive and save on your car insurance which of course we'll go right into the Lawn Progressive Casualty Insurance Company affiliates and other insurers discount available in all states or situations here comes again. Lunch will be the same old same old.
Top 10 Sales Tips
"<music> you're listening to the sales success stories podcast what we deconstruct world class sales performers to provide insights and strategies to help you improve to learn more visit us at top one undock F._M.. Here's your host Scott Ingram. This special bonus episode is brought to you. Thanks to generous support of your go video. I'll tell you more about them in just a few minutes but feel free to click over to top one dot F._M.. Forward Slash V to to learn more and get started right away. I'm out on vacation with the family right now and as I got ready to make sure that everything was in place to continue the podcast uninterrupted I realized that I haven't really mentioned my other daily sales tips podcast in any sort of meaningful way since I introduced the show is we launched it back on January twentieth now that we're over six months and nearly two hundred tips into that show. I thought I'd share the top top ten tips so far with you here. This should give you a really good taste of what we're doing over there and if you're already a subscriber thank you and hopefully hopefully these serve as a nice valuable reminder if these are new to you I hope you enjoy them and would encourage you to do a quick search in your podcast APP Right now oh for daily sales tips and click that little subscribe button so here they are the top ten tips in as sending order from number ten all the way up up to number one from the daily sales tips podcast. You're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Todd Todd Caponi who has a passion for all things sales methodology learning theory and Decision Science. He's led multiple sales organizations helped to companies any successful exits and one the American Business Stevie award for V._P.. Of worldwide sales of the year todd's first book the transparency sale is is available wherever books are sold here. He is with today's tip. Hey Everybody Todd Caponi here author of the transparency sale and for today's daily sales tip. I wanted to introduce you to this evolution. That's going on in the world of selling that is essentially resulting in the fact that transparency sells better than perfection perfection and here's what I mean by that we I think it's an understatement to say that the world of selling has been evolving at an accelerating pace buyers is that have problems are able to self diagnose and self prescribe solutions to the problems so that sellers in the old approach were waking up realizing that that old approach isn't working so they had to embrace this idea of leading with insights and helping to educate customers instead of just being like a drive through attendant. There's another evolution going on in the world of sales in its the proliferation of reviews and feedback on everything we do from obviously is leave. The show the APPS we download to the shows we watch to the hotels we pick in the restaurants that we choose the dine in to our Uber Drivers who are also reading us but now it's moved over into the B._B._C.. World where buyers now have the ability to not only self-diagnosis self prescribed but predict what their experience this is going to be like using you from the unsolicited feedback of their peers so that's the first thing that we gotta keep in mind but here's the second thing that's super super interesting in my last role I was the chief Revenue Officer of Chicago's power reviews that helps retailers and brands collected display readings and reviews on their websites. It's and what we found in a study is that a consumer is more likely to buy a product that has a review score of between four point two and four point point five so in other words a four point two sells better than a perfect. Five imperfection sells better than perfection now that's when a website is acting acting as the sales person what happens in the B. Two B. World but we started to experiment with it we started to lead with our flaws and embrace raced the fact that we were not perfect and basically positioned ourselves as four point two zero four point five and what we found is first of all sales cycle sped up dramatically late because trust was built foundationally from day one but our win rates also went way up and there's really two reasons for this number one. We did a much better job of qualifying in the opportunities that we really should be working on and number two is we did a much better job of qualifying out the deals that we probably would have lost eventually truly anyway and lastly we made it really really hard on our competitors to compete against us when they would bring up a flaw our buyers able to say yeah they already told us so embracing transparency in leading with your imperfections actually is not only the feels like the right thing to do but as it turns out it oh actually maximize your results. Give it a try hope it helps to hear how you do with it. Thank you taught his offer to give away to signed copies of his book the transparency sale all you have to enter to win. One of those copies is to share your thoughts on the tips page at daily sales dot tips forward slash lashed fifty eight and we'll choose the winners at random one month from today on that page. You'll also find links to all things todd including transparency sale dot dot com where you can subscribe to his blog then be sure to come back tomorrow for a tip from a former Olympian turned medical device sales superstar. You're listening to daily sales tips podcast. I'm your host Scott Ingram. I'm really excited to share today's tip with you because I think it's particularly particularly strong. It's actually four tips in one from Scott. Barker Scott runs partnerships at sales hacker. He's an evangelist for Outreach Dot I._O.. Jio The general manager of the enterprise sales for him in Vancouver and he was one of the contributors to the new BBC sales mentors book which will talk more about in a few minutes. Here's Scott what's up guys alright. I wanted to share with you. The four skills that I see that sales people need to build in order to be successful in two thousand nineteen and a lot of it stems from this kind of shift. I see that sales people need to start behaving more like marketers and it's a kind of transformation that I went through about three years ago or so and I started slowly building some of these skills that you typically weekly be relegated to like the marketing department and it's been it's worked wonders for me so I wanted to share a few things so number one is learned copywriting copy writing skills and that's not just how to write a good email and you know what you were taught in English in university no go out and and test the markets on different clear concise messaging and see what grabs people's attention what you'll learn you know when you start putting Ding messages out there is nobody cares so you have to find a way to make them care and you need to start thinking like a a storyteller <unk> on the marketing side would and start playing around with different things and it will be extremely helpful for me. It was helpful anyway to apply right to my pitch. I was able to cut down by value prop from vote three or four sentences into one very concise message so that's number one number two. You have to start contributing to online communities. This is no longer an option in my eyes. You know your prospects are living somewhere. They're educating themselves in communities. You need to find where those are and you need to show up at least twenty minutes a day and this is not to pitch and again this is not to pitch no pitching this is to show up add value to the community engage and you know make yourself known as an expert and consultant in your field so that's number two number three build yourself a brand and now I know about seventy percent of sales people watching this right now just rolled there is there's this weird stick by in sales around personal branding. I don't know why but a lot of sales people don't like to do it so here's how I think you should look at it in in my eyes. It's really around extreme ownership. That's why I started building my own brand. I was tired of waiting for marketing to send me leads. I was tired of waiting for marketing to invite someone to a Webinar. I was tired of waiting for marketing to re target someone on an ad and I wanted a way to provide my own air a cover for the activities that I was doing so what I did is I started making content that my prospects would care about and then when they were scrolling their feed need even if the ignored last five emails whenever schooling linked in feed Is Key right. I think there's this great quote going to butcher it but basically along the lines of asa world continues to specialize at generalists <unk> are gonNA start ruling the world and I agree with that. I think in sales we went through this kind of hyper specialization with the B._d._R.'s A._D.. <music> C._S._M.'s all this stuff but technology through A._I.. and machine learning and the ability to automate mundane tasks I think over time we're going to see the rise of generalist again. Someone who's strong in marketing so strong and CEO someone who strong and operations who's going to work as an orchestrator orchestrator of all these sections of the process with the aid of technology so if you build these skills now you'll be ahead of the curve on that but anyway this is a long video but I I wrote a blog on this on sales hacker with some do this now tactical tips so go check it out. Oh be in the comments below and I also gave some great examples of people who are doing this really well like Tito. Bullhorn is a great marketer. You Know Sales Guy Andrew Newborn born at any Catherine Bury. These are people that you should go follow 'cause. They're doing this extremely well and anyway. Thanks for watching and have an awesome week. I'm I'm super curious about your thoughts on this. Do you think sales people should start acting more like marketers. Do you think the generalists are going to win out over the specialists specialists over time share your thoughts at daily sales tips forward slash eighty on that page. You'll also find a link to Scott's article on this topic on in Sales Hawker on that page. You'll also find a link to Scott's article on this topic on sales hacker as well as other ways to connect with him then if you want want more from Scott I've got a few options for you. As I mentioned in the Intro Scott has recently contributed to to bestselling sales books B. Two B. sales mentors mentors and sales engagement. Go grab a copy of both plus. I just shared Scott Story from B.. Two B. Sales Mentors titled how I beat out three hundred candidates for my dream sales job on the sales success stories podcast so go check that out and if that's still not enough checkout episode episode fifty three of sales success stories for a full eighty minute interview we did together back in October then come back tomorrow for part two of Jeff Bej Orix rex phone a friend tip email isn't dead but it sure can be boring. Send personal video messages instead head to connect convert and close with vineyard. Go Video Vineyard. Go video helps you easily record send and track. WHO's viewing your video radio? In three simple steps. I capture your screen or tab and add a personal touch by recording yourself on camera to right from your browser next share your videos through email social or anywhere else with just a few clicks finally see when someone watches your video through browser browser notifications go video will let you know who clicked play and how much they watched install video for free by visiting top one dot F._M.. Forward Slash v you're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from David Ragusa Osa. David is a serial entrepreneur with a passion for success cultivating entrepreneurs in helping others to grow and realize their dreams here. He is with today's tip. Hey guys today. I WanNA talk about sales. And how do you sell before you even get to the sale. What key thing do you need to do to me? It's all all about building rapport. Now yes yourself. How do we build rapport to me? It's four letters F. O.. R. M. F.. Where are you from Oh? What's your occupation? Are What your recreation and what's your motivation those four key things. If you answer those four things while you're building rapport you will get the sale and you can go into the sale and we all know sales is all about building in value and solving a problem right. That's the key guys you're not trying to sell whatever product whatever service you're you're trying to provide. You're there to listen to that person yes in and solve their problem right near and match premise right. That's the key but you can't do that until you build the proper report so so f where are you from have a conversation with them if you're in sold off vigil see pictures or other things of where they're from it so it's a key indicator to start some mm small tech talk you could also talk about where you're from your family some information just to kind of break the ice right oh their occupation. Hey what are they doing. Talk about them again guys. It gets all about them. It's not about awesome about will wear selling. It's all about that person Mary. That's the key or the recreation recreation people love to talk about their hobby. You Walk into an office. Someone has a big fish hanging there. You'll talk about that fish. You'll see someone have golf clubs talk about golf. It's all again about them. It's building that proper poor in the biggest thing is the amway were and motivation there. Why why are they here? When what is their purpose? What are they looking to to accomplish in their life? Find Out. If you could answer those four questions leading into the sale you're going to have a much greater opportunity to sell them build that value saw the problem but you have to build a rapport. I and these four answers these four questions questions and these you get these answers you will have an opportunity to sell. Everyone have a blessed day. How do you build rapport join? The conversation at daily Lee Sales Dot tips forward slash ninety three and while you're there check out David's linked in profile he wants to be of service and is available to help you grow in developing your business personal life just reach out to him via Lincoln then come back tomorrow for another great sales tip. Thanks for listening. You're listening to the daily sales tips podcast and I'm your host Scott Ingram one of my favorite S._D._R.. Interviews on the sales success stories podcast was with floor in Tattoo. Leah Florin was loopholes top performing S._D._R.. A couple of years ago and has since been promoted into an eight-year-old here's what he had to say about how he leverages voicemails males one thing that is inevitable and every single S._D._R.. Salesperson has to realize is that most people are not going to respond to your voicemail and I think there's a statistic out there that it's actually under one percent and if I never received a message back from a voicemail that's pretty shocking so the way that the icy voicemail is that the main purpose of it is to direct the prospect to your email. You only really have five or ten seconds within NAT voicemail to capture their attention show. I have a specific scripted I use which makes sure that they know who I am and where I'm calling from so that they can go back to their inbox and search it up perfect and do you want to give us an example of of that script. I think this is a good point to kind of insert like who is who is loopy G._P._O.. Because you actually serve the sales market so that's actually fairly relevant here yeah for sure so we'll just like something I would say as an example. I'd be like hi or let's say I say hi Scott. This is calling from Luzio. I sent you email yesterday regarding improving your arche response process but I have not I heard back from you. Can you give it a quick glance. Reply back again. It's Florin calling from Lupercio Nice Nice Nice so just recognizing nobody's ever going to call back so let's let's create create a call to action that is channel that they can use exactly for links to my full interview with Florin into one of the three stories that he contributed to the the first sales success stories book titled Differentiating Yourself From The average S._d._R.. Just click over to daily sales dot tips forward slash one twenty five it then come back tomorrow and every day for another great sales tip. Thanks for listening. You're listening to the daily sales tips podcast and I'm your your host Scott Ingram. Today's tip comes from Jack Frazier at sales loft who will be hosting their rainmaker sales engagement conference March eleventh to thirteenth in Atlanta Atlanta. I'll tell you more about that in a minute but first here's Jack Jack Frazier here member of sales loss commercial sales team. I'd like to talk to you about sales emails and best practices so many sales teams use email communication but they often fall into similar pitfalls when reaching out to prospects spraying and praying therefore getting cotton spam and filters the failure of dynamic tags and the lack of ingenuity all plagued the sales industry. They're not only a poor representation of your business but they also failed to deliver your message to potential customers today. I'm going to talk about how to set your team Now that you have the technical groundwork in place it's time to personalize your emails. Be sure to keep in mind. The difference between personalization and relevance examples of personalization are referencing prospects alma mater or they're linked to imposts in your intro. This may grab someone's attention but isn't a value adding hook doc being relevant pertains more to how you're offering adds value to their specific role. It's shows that you've done your homework and positions you as a partner or adviser. Both personalization and relevance are important but they do require an investment of time. That's why I like to build in a research that for top accounts that gives you a set amount have time to research your high value targets within this research step. I'll you sail slop partners like aller in Lincoln sales navigator to access pertinent information quickly. Thanks for watching. I hope you'll learn how to set your team up for success by sending relevant and personalized e mails. Today's question is how are you personalizing rising your emails and more importantly making them more relevant join the conversation at daily sales dot tips forward slash thirty three on that page. You'll also to find the link to the rainmaker sales engagement conference which is right around the corner as well as a special discount code worth fifty percent off your registration again nets daily sales dot tips forward slash thirty three then come back tomorrow for a tip from Andrea Waltz. Welcome back to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Jason K Hill. Jason Works in commercial sales at Sirat Ian and is responsible danceable for their southwestern Ontario territory in Canada so I like to do what I call authentic prospecting and the way I do this is is by starting off our relationship with our prospects by using reciprocity so I'll rewind a little bit give you some context so imagine you're walking down the street street and some guide jump out of an alien says hey you look like you like great jeans. I sell great jeans. You should come down this alley and I'll sell you some great great genes. Come on. Don't worry about where I came from. Let's go. Let's go down the SILJE. Why or maybe you know what maybe I'll come to your house? Can I come to your house. That is the creepy a penis that a lot of sales people are using in prospecting. Hey I'm blah blah blah. Can I come to your office for meeting. Can we set up a call all. Can we do this. Don't worry about what I'm asking for our <unk> what I represent just say yes. It's creepy and there's a big alarm bell that goes off in the back. Give your lizard brain that says stranger danger. Okay don't do that so what I've found that works a lot better is starting off the relationship with reciprocity US giving something to prospects than how I do. This is this so I go on Arlington Profile and I see their post in there. What kind of things are interested in obviously they're prospects so we have something in common and I started liking and commenting their posts at Mini A._B._M.? Strategy and then I call them. I Yeah I know I I still use the trump. I call them in and I say listen. I like really liked your last post on X._Y._Z.. We're having a Webinar at the end of the month that I thought you might. I'd be interested in on its <unk> about X._y._Z. and I thought I'd give you an invites and just need your email or you know what I'll send it to you in Lincoln for the Lincoln registered and maybe a few weeks after the event will sync up and that's it. I don't ask for anything. I don't ask for commitment. It doesn't matter if they come to the event event tonight. The point is that I'm breaking the whole mold up. Give me something right away. I'm giving them something that I think that has value to them mm-hmm and because I've done my homework from their linked in their business whatever our C._R._M.. History it doesn't matter. I'm starting the relationship off with giving them something so I feel like I have a lot of lot more sales. People recognize the fact that you're not calling someone to get a commission. You're not calling someone to get a meeting. It'll just happen if they're ready and they'll tell you yeah love to come to this meeting and then in two weeks you just follow up. Don't ask ask for permission. You just said maybe we'll send up. You just do it. Just call them or you know what they may say. No it may say now. We're good because we use A._B._C.. Company me which competitor you and you know. We're happy because we've been using for three years. We have him for one two and three solutions but we don't have for the fourth one in if you have something like that. Maybe we're interested brilliant. You got a ton of information without even asking basically what I'm saying is take yes or no off the table. Okay don't ask for a meeting. Don't ask for to get something back. Just give and then you will get a lot more in return. I love tips like this from. I'm real practitioners. If you're listening to this and carrying a quota and managing territory yourself send me your own tip and I would be glad to feature it for today's conversation. Let's talk about how you go about prospecting in a way that's authentic to you. That's happening at daily. Sales dot tips forward slash fifty two on that page. You'll also find links to connect directly with Jason. He also provided a video version of this tip as well so you can find all that Eh daily sales dot tips forward slash fifty two then come back tomorrow for another tip from Jeff Pejic on checking your ego <music>. You're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Amy Franko. Amy's background is super impressive. She's a keynote note speaker trainer and author specializing in B. Two B. Sales and sales leadership development with over twenty years of client facing sales experience here she is with today's tip part of a strong sales strategy is keeping momentum going especially after that really productive sales conversation with a prospect or client. We don't don't want to lose that rapport or that forward movement that we've created this strategy can help you with an in person meeting a video call or a phone call toward the end of the conversation conversation. I'll summarize my key action items that I'm taking away as a follow up this leads to the second part of the strategy which is scheduling the next conversation before for you. Leave this one and that might sound something like this so my key takeaway here is to create a proposal based on these outcomes that we've talked about. Let's look forward into the next week or two and get forty five minutes on the calendar for me to walk you through it from there. We can take any next steps that makes sense. I get a positive reaction into that nearly one hundred percent of the time it's a professional way to get something on the books before the caller meeting ends and I try to keep that follow up meeting to forty thirty five minutes. This saves time in keeps the process moving. It also shows that you're thinking ahead. Amy is also the author of the modern seller amy will be giving away one copy of her book and all you have to do to enter is go to daily sales dot tips forward slash twenty seven an answer today's question in which is what do you do to maintain momentum in your sales. Process will choose a winner at random one month from today on March fifteenth but you can get a free chapter from Amy's Book Right now at any Franco dot com then come back tomorrow for a tip for me about asking for help. Welcome welcome back to the daily sales tips podcast. I'm your host Scott. Ingram and today's tip comes from my friend Matt Heinz Matt is the President of Heinz Marketing and has been a true thought leader in the sales and marketing space for over a decade now he is basically a good idea machine and here's the one he's got for us today. Hi this is Matt Hines hindes founder and President of Heinz Marketing in this is my sales tip for today. You know there's a lot of things I could cover. There's a lot of things that we do with our clients as well as things we do internally from a sales his perspective but the one thing that I think is accessible and important for everybody is to have a set of daily habits to have a disciplined approach to things you're doing on a daily basis sometimes times. It's a bunch of little things that add up to helping yourself create more predictable pipeline. I have what I call it my daily do list. It's on my task list every day. Once I take it off off of the tassels for the data automatically shows up on the next business day and it's based on a checklist of things that I need to do every day to feed my network to end in defeat my pipeline. I have have a version of this is actually laminated that I take with me when I travel but you know even if you just have it in your inbox or just as a piece of paper I think reminding yourself of those little things those tactics tactics those habits that help drive behavior and help drive results is really important so for example on mine. You know it's a reminder look at my calendar from yesterday the meetings the meetings as I had to make sure I've done follow up to make sure I've connected with people on Lincoln to make sure I've sent any thank you notes or whatever else they need to do. There's a reminder to look at a few different filtered reports sports for me in salesforce in our market automation platform to look at you know the accounts that we're tracking to look for buying signals to look for any changes to look for you know behavior with our content that I can a follow up with we also have a series of filters in linked in that can tell us about particular trigger events. If someone in my first connections has changed jobs that could be a trigger event that could lead to some opportunity so looking at that on a daily basis in knowing what my follow up processes is important. That's all documented in my daily dualist. If you're listening to this you'd like like a copy of a sample of what my daily listen. I'm happy to share it with you. Then we cannot make that available somehow I'm sure the Scott figure out how to do that and we could put a link That he put it up on slide share or whatnot. I guess the moral of the story on that for me is that there's always room for strategic improvement thinking about like. Who are we targeting geting. How are we going after them. But you know the top one percent of sales people will consistently tell you that their success is tied to consistence repeatable behavior. It's it's doing the little things is doing them. Every day. It's putting in the time and effort to do those things on regular repeatable predictable basis so that's what I got this about Hines hines marketing. Thanks so much for listening thing now. Matt sent me the P._D._F.. Of His daily do list and all you have to do to get it is click on the link in your podcast player or go to daily sales dot tips forward forward slash twenty-three in addition to the link to the P._D._f.. You'll find links to hines. Marketing Matt's sales pipeline radio show as well as a couple full of his favourite social profiles while you're there. I hope you'll answer the question. Do you have your own documented daily do or daily habits list. If you do who I'd love it. If you share it. I'M GONNA share mind so jump over and join the conversation at daily sales dot tips forward slash twenty three then come back tomorrow to hear about the three things that every sales professional needs to no end master from Richard Helen. You're listening to the daily sales sales tips podcast and I'm your host Scott Ingram. Today's tip comes from Richard. Helen Richard is a John Maxwell Speaker Trainer Coach Author and eight twenty three year army veteran. Thanks for your service Richard here. He is with today's tip the three things that all sales people need to know and master and if you massively three things you're going to close more sales. They were first thing you need to massar and understand is your the value proposition statement. Most sales people say from they what are their how but how you impact sales people start with the Y. Your value proposition is why should someone by your products or your services. The second thing that all sales people need to know and master is understanding the difference between price calls and value. If you don't understand the difference between those three you will always sell on price or call us and if you lose the sale it won't be because the price of calls it will be because you have not justified your value and the last thing that all sales people need to know and master would he is. You'll sales process. Yes and the reason that's so important. Is that if you don't get a sale. Even if you get a sale and you don't understand why you can't duplicate it so the three anything at all sales people need to know and master starting with what is your value proposition statement number two. Do you understand the difference between price ice cost and value and number three. What is your sales process. If you massive those three things I guarantee you this. You're going to close more sales my question for you. Today is if you could only pick one of these three things that Richard talks about so value proposition understanding the difference between price cost value and having a sales process. Which would you choose? which do you believe is the most important and you can join that conversation daily sales dot tips forward slash twenty four on that page? You'll also find links to Richard's various social media profiles. I'd really recommend following him. We actually connected because of a video he posted on linked in and he's posted three more videos that dig into each of these three three things in detail the you'll find links to all of that at daily sales dot tips forward slash twenty four then come back tomorrow to hear my tip for you on attending mm sales conferences. I'll talk to you. Welcome to the daily sales tips podcast. I'm your host. Scott and GRUMP and today's tip comes from my a friend Jeff. Jeff is a salesman a consultant the CO host of the why and the by podcast and a pretty solid Golfer here's Jeff. I've got a tip for free today and you're GONNA WANNA overlook it. You'RE GONNA think it's too simple. You're going to think that it's not complicated enough to address your personal situation. Oh but you're a few good ideas but he doesn't know my business okay well. I'm GonNa give you that tip anyway and I'm GONNA. Let you decide after you implement it whether whether or not it was worth it. Are you ready to very simple challenge. I want you to identify two spots every day on your calendar in the morning in the afternoon noon. Start with thirty minutes each your job very simple schedule a meeting with yourself. Shut off your phone. Shut off all your notifications on your computer and do real work sales people more than other people in in other industries more than other professionals are constantly mainly in reactive mode every time you send a message. You can't wait to hear back that is digging in the back of your mind and it's really just sitting right there. You can feel that point in the back of your brain just waiting for a response and when you don't get it you send another one and when you don't get that you send another one over here. Maybe it's the by email. Maybe it's via slack. Maybe it's via social media. Maybe you are just receiving all kinds of information through various channels from your company. There is is noise everywhere in order to get any real work done. You need to shut off the noise. So what I want you to do is create a space for yourself to get real work done. Give yourself the permission for up to an hour in the morning in the afternoon. If you really have a lot of important thought works deep work that needs to get done then maybe you can expand beyond that but what I found is that most sales people have a hard time giving themselves permission permission to do that now. If you had a tremendously important meeting with your biggest customer and it was half an hour and they asked you to shut the phone off off you do it. You're not willing to do that for yourself. And that's what I'm challenging you to do. So what do you do in these thirty minute blocks right. That becomes comes to place where you put those projects that need your attention. I'm not talking about your expense reports. I'm not talking about updating your C._R._M.. I'm talking about thinking through the next steps APPs of that deal that you're working on. I'm thinking about putting together the reporting and doing the information gathering in the research that you're prospector. Your customer asks you to do when you give yourself thirty minutes on either side of your lunch break to do real important work. You will get way more done by doing fewer things. That's my challenge to. You and I want you to let me know how you did so. Today's question is quite simply. Did you do it or are you going to take jeff up on his challenge. You might need to mark your calendar. Maybe a week from now to remind yourself to go to daily sales dot tips forward slash three free to comment on your experience but for everybody who does Jeff will send a signed copy of his book rethink the way you sell the five forgotten fundamentals Santos prospecting now. Here's what worries me listening to a podcast as passive. It's so easy to just move onto the next show or the next episode and in yesterday's days tip. I talked about owning your own development and consciously deciding what you were going to do what you weren't going to do so what I want you to do right. Now is decide ride either. You're going to try this in which case you might WanNa. Pause the show right now and put those first few blocks on your calendar or decide thanks but no thanks. That's not for me and move on and with a clear conscience. Please don't think oh that's a really good idea. I should try that out and not take any action because you'll forget. I know it because I am it so make that decision right now if you're in the car and need the pullover for a minute awesome if you're in the gym and you need to wait another thirty seconds before you do that next set do it then don't forget to go over to daily sales dot tips forward slash three and tell us how it went so jeff can send you a copy of his book. You'll also also find links to the different ways you can connect with jeff though the best wine is just Jeff Pejic Dot com thanks for listening and we'll be back tomorrow with a tip from deb Calvert. I hope you enjoyed Loyd. These top ten tips from the daily sales tips podcast. If you're not already a regular listener I hope you'll do a search either for daily sales tips or for Scott Scott Ingram in your podcast APP right now and click that little subscribe button also if you're not already on listener list or just WanNa see a full list list of all of those tips you can click over to daily sales dot tips to find everything those on the listener list get an almost weekly email for me except except when I'm on vacation like I am right now with some additional thoughts and more about both podcasts. That's it for today. Be Sure to come back next week for my round into interview with Evan Kelsey from seismic. If you want to better prepare yourself for that conversation you might want to go back and listen to our first conversation about a year ago. Oh in episode fifty six. Thanks for listening. Thanks for listening to the sales success stories podcast to be sure you never miss an episode and in for an invitation to our sales success community powered by fluid if subscribe to our newsletter at top one dot F._M..
208: LEVERAGE YOUR LINKEDIN WITH GENEVIEVE PINELLI
"Welcome to the happy workaholic. Podcast I'm your host. Kellyanne Gorman over the past twenty years I've worked in beauty luxury corporate and service driven industries. I created the opportunity and these careers and in my own businesses that allow me to travel the world experience once in a lifetime events and build brands while providing my expertise to clients all around the globe. Life is short. And when you're given a second chance you better believe I'm going to take it. Celebrate it and share it with you. This show is intended to elevate your mind upgrade your business enhance your life and become part of a positive and uplifting community. If you're ready to take your business in life to that next level you deserve to be at. This is the show for you. Inspiration motivation and determination are. We're got me to wearing them today. Tune in every week to hear for myself other entrepreneurs professional patients small business owners and fellow podcasters who will be featured on the show. I'm here to remind you to work hard. Share your story. Follow your dreams and never ever give up. Thanks for taking the time to subscribe to the Happy Workaholic. Podcast today's episode starts now Hello and welcome back to a brand new show. Today's episode has been recorded specifically for the Leverage Lincoln series. This is where I get to share conversations. I've had with other business owners corporate executives recruiters podcasters and entrepreneurs were Wanna chat about all things Lincoln sales and marketing strategy building relationships creating more engagement growing your community and so much more. If you're looking to up level you're Lincoln this week. This episode is for you and here comes today's guest. Hello Hello and welcome back to a brand new episode. You guys today. I have my friend Genevieve Pinelli here and she is a founder of paramount partnerships and she create space in the lives of small business owners so that they can get back their time so that they can start making more money. How are you? Welcome to the show? I'm fabulous how are you? I'm good so obviously we met online din. Yes it's one of my favorite networking devices you know. Social media is my superpower by late. Tennis may replace to network. Yes mine to know. Tell us a little bit how you launched Your Business. What amount partnerships is all about? And then let us know how you got into. Lincoln so I am a former teacher. Jerry from New York moved to the south. 'cause my husband got transferred and when that happened. I got a job right away and decided that I was no longer aligned with the educational system of the southern states and I was tired of beating my head against the wall. 'cause I was not allowed to advocate for my students. I was only allowed to advocate for the curriculum and bureaucrats and I wasn't willing to do that anymore. And a friend of mine said you know there's this girl she has the Spang and so I said really look. Let Me Louis. Hook me up. So I was introduced the world of virtual assistant and these virtual armed business ownership tank and Iran with it so Paramount partnerships was born. I've been doing it for my husband for a number of years. He was a toolmaker and his vendor her other businesses and. So you know I spoke tonight is website and I did social media. Been doing it for him for years and so he said Yeah. Go for it. Why not so? I quit my teaching Gig and started paramount partnerships full-time and have been running with it and You know so. I made my linked in profile and started networking online there and networking and person in the world until recently And now I'm just rockin out with Small business owners who are making an impact. Because I'm no longer willing to work with people who I'm not alive. Thank you for saying that. My biggest pet peeve. Okay you on the phone for a long time. I remember getting my workout on. I was at the beach. We're talking on my eliminate was the best conversation. But you're so real and that's what I love about you like I mean I just have to say it's an east coast thing but I know it's not like we just vibe together and are so many people that just take the money and I'm like why are you doing this work. I'd rather be poor in happy than rich and unhappy. You know what I mean like work with people that you're aligned with that you actually care about like I've had people with my podcasting business that I've turned away because I don't want anything to do with the content that they're pushing out like that's my choice and thank you for saying that because not a lot of people say like no. I don't want to be aligned with that. You have to be like you have to care about what you're doing and like be passionate like otherwise like what is the point this under reason why you can't do both. Yeah you know there are a million people in the world and you know I mean. I only need to work with like ten of them. So there's more than knocked people out there two worlds and for me to say no to You know and so I find with techno. I'm also final saying yes. The perfect person who's out there willing to make money on you know with and make an impact at the same time Lang. The gender coach of the World Rachel Houses of the world and the Kellyanne garments world out there giving content and creating an impact and you know like Giving away a bunch of stuff for free but also like you know if you want need for real you know come close. Sir and younger you know good stock when you come through the door you know those people that I wanna work with exactly what the name paramount partnerships because those kinds of partnerships are paramount in your lack so true. What are some of your pros and cons about Lincoln like right now? Do you have the live feature by the way to have that yet. I don't have the light feature. I love me either not just playing because I just think so which. Fun So I don't well so my cons are When I got started I instantly. Got Scammed. Cost me by eighteen her jobless. Oh my God yeah so those the constantly have to be really really careful about what we're getting into if you're a new you know In really really. Do Your due diligence about like looking at the profile. You know like everyone says Oh yeah. Connect connect connect next connect with that. You actually have to go look at the profiles. Look at you and see who you're connecting with and actually have a real life conversation as if you're meeting them you know in a really bad bar and do that. Thank you for that analogy. But you know what I did it episode once where you can spend the time and you look at their profile right like they're legit and they're good and then two seconds after the connection you could there mile long pitch and I actually have a friend and she just posted this on facebook where she actually copies that and pace at right-back and the person that's sitting there so confused like send back my shitty spam message. She's like yeah. I did like knock it off like block like they're blocked immediately. I don't even have the time to even do that. But now What I was saying I recorded another episode of actually I send voice messages on linked all the time because if I have my phone off and I'm recording for so long I'll put on my l. Put IT BACK OFF Airplane Mode and then all my social notifications will go off. And I'll have so many messages in Lincoln. It's easier for me which I loved it. They have the voice message Feature now I don't know why I can't talk right now the Voice message feature and so I talk to more people through messengers so much you know from running around like it'll just take half the time typing something out so I'm excited. They have that. I like that as well. I think it's also a personal touch and you can hear someone. Those are fun like birthdays. Oh Yeah Minions over on my God I know that many I know impatiently waiting for my life feature I really. I've been waiting. I think it was I was still in Vegas. Forget when when the published post Came out I was one of the first people to get it and I don't even know why but I was like thank you and I blog. I think I have like over three hundred articles on there now. Now I used to repurpose my thank you. I use it to repurpose my podcast. That's how it now. But there's just so many Ways to utilize Lincoln and thanks for sharing. Although it was an unfortunate unfortunate situation but I myself did a lot of business in Vegas and overseas and with fight weekends and I was eight grand with one deal at the end of the day So I'm still owed that I'll never see but you know you have to be. Everybody has a story like that and I just think it's you know it sucks for us what we need to share it because that's called reality and it doesn't matter what platform were on but Lincoln is more of a quote unquote professional situation. Where you would assume that wouldn't happen. But that's probably where it's going to happen the most in my opinion I think yeah and I still have an open case far as like legal and all the things only was it. Us It was a US person or at least the front was but oh my God. I'm so sorry that happened to you. So what is your favorite thing to do when you're on linked in like how do you connect with someone like what is your? I know how you do it because that's how we connected but like when you are on their for work like how are you using it for work to find clients to share your message. Tell us what you do like on an average day like your favorite things to utilize Lincoln. I connect and You know tell them that. I'm looking to expand my community with like minded business owners and then I invite them over to my facebook group. I have a facebook group called Productivity accelerators in so. I look at Lincoln as the networking group in the morning. Where you go and you have your coffee. You look at facebook as a networking group. Where you go at the happy hour and you pour the wine or the another Tequila and so I and the persons coming more fun and facebook then linked and because you know I like the white in Teela so you know that's also because I so I have lives in facebook so immediately. Try to get them over into my facebook group because then we can have more fun over there You know so. I invite them over there just to collaborate in network over there because I I currently have where options over there other say. Join me and sometimes they don't depends on where they're more comfortable. How do you feel about Lincoln Groups I don't play around so much with such. You know because it's makes so much more sense to keep people on the same platform right but no one uses linked in groups. I do the same thing like it's so -freshing like it just makes sense. You connect with somebody on a platform you keep them on the platform you create the experience and like. Why couldn't you do that on? Lake didn't because there's no activity and groups? I don't know what they're doing with even tried a couple months ago to relaunch a group and it just crickets and all the people that are the groper people that want to go to the group. D M E on Instagram all day long semi messages on Linked all day long. Email me text me. One wants any part of linked in groups. So I don't know this kind of like a dead feature unfortunately for me everybody else. I talked to which is crazy. But what else are you working on right now? What are things when you're not only to facebook that you love to do that? We have so much comment. I can't wait to show so my secret message as one of the things that I'm cheating on my business with myself is I'm assuming proper so I have an additional food prep group. It's called the ultimate food. Prep claim And spun backed is that. I have five kids Two of them came from my body and three of them came from my husband. Because I'm also crazy to sure up you raise your kids. Don't WanNa go to Grad School in all the things we're not sure right But when you come home as a parent and then have to cook for all these people a good Austin after work and so. I decided that this was no go anymore. This is ridiculous system so now what I do is I cooked for two to three hours on the weekend on Saturday or Sunday hills better and I give myself about eight hours worth of time back during the week now as a business owner. I mean like that's just mind blowing. How much money can you make an eight hours come stuff can you get dominate hours? You know so just I love food prep because it saves me time money and Energy Neon you know I've lost fifty pounds because I know what I'm going to eat so I am not doing like grab saying through the kitchen because I just can't make a decision you know because I've got decision fatigue. By the end of the day you know Mayfield's already cooked already done or like before I was a business owner and a heads commute. You know you would be starving on the way home so you would start for that. Cheese Burger appetizer Kneeling to wanted to go home and cook for another hour. No you don't have to. You can make thirty minutes or an hour home and then rehears food. That's it so that's my other like I'm cheating on myself with Nick. Side Business Thing but as an entrepreneur you know the use must have like seven streams of income it all the time so you know that's the the ultimate food prep queen. That's me I love it. I actually prepped my juices and my shakes this morning so I do two or three days usually do two or three of My green juice and then my protein shake and put them in Mason Jars and they last. Some of my friends are still grossed out by that. But I'm like this is day three of the shake in a mason jar and it tastes like I just made it sound like I just say I myself time my blender so forget loud like a now. My roommate works from home so I always texter when she's in a room like are you WanNa call 'cause then you tease her. Because I have to put up but then just the other day because of the toll corona virus. And we're on lockdown. I just had like mentally clock cow Idaho long list at work to do but I started watching the news and then it got to me and then luckily I had stuff to prep. Because I've been out of food for a couple of days like I have all my stuff prepped. But I need more groceries for the next round right so oh my God you. You'd enjoy the story so ice fan. I'm not even kidding. Like over two hours on these APPs trying to figure out the healthy food the lowest price. And who's going to bring it to me for not like five hundred dollars so so. Luckily I'm struggling from serious insomnia right now so I was up at two thirty in the morning when that shipping delivery window opened for tomorrow between three and four of getting my food. I know what are some of their favorite meals that you like to cook well first of all does your do your all your kids eat what you make or do you have to make multiple say. That will more time. Do your kids eat what you make or do you have to make different options like you? Just make one meal and you're like this is what you're eating. I'll yeah that was always the thing because first of all there's five of them so I mean what we're eating that just at but you know if you have picky eaters or whatever you know you can do it restaurant style so you don't like that's one of the things. I preach like go you know. Make your food for the Week. And then for example you know. It's you know your kids don't like eating the same thing that you want each at the same time. Joe You know like eat whatever you want. It's in their eat at a restaurant. You know what I mean when you sit down at a restaurant. You're sitting at the table. You're chatting connecting. But everybody doesn't have to be eating the food search I'm getting more with my soups while with some Chinedu. 'cause I'm down forty pounds graduation thank you and I am trying to do a protein in a carbon of I'm trying to do my soups and my stir fried so I always have my my green juice. My protein shake in the morning but sometimes off my lunch in the morning. If I'm starving interest depends on my mood but then I'll do I always love making that. She soups. And then I'll do a stir fry every now and then I have me but I'll do beans Qinghua rice now. I'm doing them separate. So that everything is just Veggie base and then I can choose my car if I need double rice dialing. I'm going to need the double rice like I needed separate you know. I'm trying to do stuff like that too. Because sometimes it's easier especially when you're perfect right right and then you could just like you know you have more choices. You have work flexibility. Yeah you could just build as you got like you just did stir fry bowls and you just had everything separate and you just had all your little containers spe- like what do we feel like putting in my bowl today. Just throw it on your ball on it in the microwave and go. Yeah that's what they do is make use. I have this little rock. I have in our fridge. I have like all my little boys in there with all the different fruits and veggies already just cut up so I can choose like do. I really want like extra centers today or do I want like a berry in there or something so like all choose. It's like an ice cream Sunday but a healthy green juice. You Know You. Pick your toppings pick your. I mean you could do that with salad or whatever you know In my prep group. I you know you do. They have Have people that do that with their meets in bed the big me and then they do a little veg and then just whatever you know so like this week we're going to have a Turkey and a prime rib and then yours decides to go with so you just mix a matching half whatever you want. And that's what they eat on. No we you know. And then you just repurpose all the way through the week and so now more than ever. It's like really important skill to have like my husband Winston Strike. He's like you're not going anywhere on Mike Okay He went to the store. Spend one hundred and seventy five dollars and are worse at for lunch. You know which has fought all things that are like. Nah YOU KNOW FRESH. You know fresh but not in. Not In really can't even root vegetables. Onions things that are going to last longer and I'M COOKING AND FREEZING. And you know we're going to go so that way a you know we're not w exposing ourselves. I'm not waiting in lines like a two o'clock in the morning because fortunately I'm not doing the insomnia and having to fight with the Internet in the shopping knows mall of things and You know it's just a matter of planning and mindset and I also spending tons of hours and make kitchen. Yeah worrying things. My businesses still going to thrive despite this and I'm not spending tons of hours in the kitchen. Yeah that's great. I know it was difficult on the APP. I've never ordered delivery. I've had hello fresh before. But you've probably done this when I got my first hellofresh. This is like when they first launched. I got The email me and they sent me like three months for free or something so I can't follow a recipe like ice to cook on yachts. That was very stressful. I Cook like for enjoyment. So if you give me a recipe. It's very difficult for me to follow all of us. I I in my mind. I see this box of amazing things. I can now create a beautiful meal with so I never followed the recipes. Just made my own and my roommate at the time. She's like what are you doing? I'm like I just can't I can't this is why can't bake because you have to follow a recipe. I just want to create something on my own but other that. I've never ordered groceries and I'm not even kidding had such anxiety over it because there's a market I can walk to to get produce but one had broccoli is like four dollars. It's Super Expensive. Organic the Pastas like four bucks and I'm like pastas dollar so I finally. That's why it took me a long because I had to make one healthy choices but I had to break it down like you do too. I had to write my menu. Then right the ingredients then find them for cheap and then have them brought to me. I deserve an award for that because I literally I like. I didn't think that they were going to send us meet. I text an older client in Ohio and I was like you just shipped all the time right. And she's like yeah she's like. I've been waiting weeks and I'm like Oh my God I'm literally on my last neal's yeah that is perfect the way you that. That's exactly what I would have gone. Unfortunately I live in the sticks. Sold like you can't even get a new route year. Oh my gosh now. It doesn't matter anyway not happening at all. Yeah so The next thing I'm probably going to do is like well. I'm going to go through and find all the seeds art painting in the ground seriously. I've had a lot of people mentioned to me. I live in a big apartment complex so I don't know what I'd do. I'd have to get like a little box. Like heaven owner patio and things start going to on your window. Oh my God that'd be funny now. Do you get a lot of What's your ratio for Lincoln? You bring over to this. Specific Group are using Lincoln just to Focus on yeah I just do like Denver paramount partnerships because linked. And like. You said it's more of a professional thing so I usually ten for the virtual assistant of business. And so you know. Sometimes so in my Productivity Group I have about two hundred and fifty members there and but there will say like my peers. Other virtual and graphic designers web designers. Obm's people like that The coaches and stuff that I can act with those people that are interested in you know my actual service is the other people. I want to know the productivity hacks that I have just from you know being a teacher because they're like you can handle twenty five eight year olds so you've got you know your shit together like I can learn some things from you. That happening a lot of sweet since everybody just had to learn how to home school. Remember that time when you were a teacher. We need your help. So it's like a half an Hou you know so kind of the my My Phuc Group. They are people that are just in my world. I will you know from people that I get from recipe groups that I belong to because I'm all everyone's like I need more variety in my life. I'm like actually really don't case you do curious. Though 'cause we really just like the same things over and over and over again you know. Are you active on Pinterest? I trust yet. Interest is Super Fund. Isn't it Yeah I love it Although recently my numbers have gone way down which is weird to ask. I have a good friend of mine. She's like Pinterest Guru intimate. Ask Her we talk every day and I always forget to ask because I re purpose my podcast over there and everything. It's funneled over there through this APP. I use and I happened to look at my numbers the other day. And I'm like what the heck that's so weird but What do you have coming up and work and everybody finds you. Do you have anything exciting coming up my food? Prep course is Starting over again six weeks before that is starting and the second week of April so if you are new duprat or if you want to hone your skills and all the things. I'm not teaching people how to cook. I'm teaching them like how to sharp. Your is properly so they can get the most by them. You know how to Shop so that you can get the best prices. So the Star paycheck. Naacp had a relentless. Your food like we do content. You know because you can do that How to have a family meeting Safin Get Your family onboard. All those kinds of things will be an actress that six week. Long course so that starts The second week of April and that's via zoom So that's going on and then and that's at the Food prep cream. Dot Com or the ultimate food protein is a facebook group and then a paramount partnerships dot com is my website. Productivity accelerators. Is My facebook group. That's connected to that. And then of course Chubby Pinelli is my linked in profile page perfect and we'll have all those links in the show notes for you guys genevieve. Thank you so much for taking the time to be. I wish we were closer. We could totally have a cookie show. At this point we got virtually a cooking show. Why did you virtually now? It's now we can't even travel and then we will go to the beach exactly if we're allowed to travel again. They actually opened our beaches. Were good to go. Well thank you so much I appreciate your time and I will put all the links for you guys in the notes you can go ahead and follow genevieve and follow everything that she's doing. Thank you again. I really appreciate it. Thanks for having me on. Everyone take care safe. Think your time is so valuable and I really appreciate you carving out a little piece of your day to listen to today's episode. If you liked this one please share it with someone who you feel. Needs to have his message. And don't forget to tag me at the heavy workaholic on facebook and instagram. So I can feature you all my stories listening on Apple podcasts. I will love it if you would leave me review on today's show. Your input means so much and also helps to create more of the content. You'll love WanNa Continue. Today's conversation you can join us in the hoppy. Workaholic network. Baseball World simply answer the questions. Any rent for more information on Myself Antica. The latest in business linked in organizing podcasting news. Sign Up to receive my weekly newsletter at the Happy Workaholic Dot Com. I hope that your day continues to be happy healthy positive and productive. And I'll talk to you again soon.
Nestl Shakes Up Its Bottled-Water Business
"The Journal is a new podcast from Gimblett media and the Wall Street Journal About Money Business Empower on this show we show you how a company's bottom line affects the decisions you make every day Google's entire future is predicated on it continuing to be the one place you go for the answer to all information spotify or wherever you get your podcasts sponsored by Merrill and Lincoln sales numbers from going down the drain and Wall Street Journal reporter Sabra Chowdhry joins us from London with details. You might say that Nestle rode the wave Nestle is refreshing bottled water business power on this show we show you how a company's bottom line affects the decisions you make every day Google's higher future is predicated on in continuing in two thousand seventeen putting them among the wealthiest one percent of Americans but what about being among the super rich like the point zero zero one percent the I'm at that rarefied level in two thousand seventeen the journal is a new podcast from Gimblett media and the Wall Street Journal about money business spying on Unilever's hair care division now hair care is a key battleground for consumer products makers shampoo has strong profit margins and easy opportunities to innovate. Here's your money briefing IM JR Whalen at the Wall Street Journal in New York the trend toward using reusable bottles is forcing companies like Nestle to read listen data the IRS says one point five million people reported between five hundred fifteen thousand and two point three million dollars as their adjusted gross income just by minor changes to ingredients what does it take to be a part of the one percents the IRS says earnings of five hundred fifteen thousand dollars according to its most re to be the one place you go for the answer to all information we follow the money and see where it takes us this is one of the biggest financial they grew for a very long time and the market is now matured quite a lot to it isn't just nestle that's having a problem bottle Water volumes overall is that has ever happened period the journal is out now on spotify or wherever you get your podcasts sponsored by Merrill and Lincoln Irs says sixty three point four million dollars in annual income is the starting point who has that kind of money turns out about fourteen hundred people reported Air Unilever raise prices on products like mayonnaise and ice cream and North America this year but captained shampoo price increase at about half a percent compete with P. and G. as leveling off Unilever the maker of dove and trestle may products has launched a price war with pantene maker Procter and gamble and a surge to boost its market share this isn't the first time the two companies have gone to battle over suds in two thousand one proctor and gamble paid unilever a multi million dollar settlement after PNG admitted think their business model for water check in with the Wall Street Journal reporter for details I some money and market news you should know the cost of Shampoo Rinse and repeat a slowing and so I think about four point eight percent growth right now they were about eight percent just a few years ago so I really saying we shop slowdown in the you've on bottled water pardon the PUN Sabra but is the tide turning now see us so it's interesting I think bottled water sales as you said US and I think some of that is pretty natural it's just the market action the maturing some of it has to do with the fact that there is more competition ready to drink tea and coffee the and sports drinks and energy jinx for Nestle I think the big problem that they're having is that they were quite late to this sparkling flavored optional they've got missed a little bit of that big Jim and the growth of water was really propelled at one time by people turning away from sugar drinks and so pretty soft drinks also slow and I think that's just natural people you know the most health conscious people are going to need really quickly and then after a period of time and there's also a big push for people to stop using single use plastic and carry their sustainable water bottles and how how Nestle trying to address those environmental concerns yeah and I think that's a really big one for the industry and it's a long term trend but I don't believe is going away anytime soon I think this industry is the most vulnerable sure seems like consumers tastes have evolved a couple of times yeah and I think the same way the bottles Walter growth has slowed where seeing the decline in people are still really health conscious it feels like now though people want both from bottled water than just a bottle of water then looking for the sparkling the flavor that comes with a carbonated sugary drinks but they want like a healthier version of it which is why they tend to then reach these sparkling and flavored waters and you Walter category in which has really taken off in the US and Nestle started rolling out attacks in that category in a big way may nasty commit more than sugary soft drinks anyone else because essentially you can't drink water out of the tap and I think the industry really benefited from the convenience factor of water brands Poland Spring and pure life but they also have more upscale sparkling brands San Pellegrino and perrier how are they doing in those markets the consumers who've stayed are just going to stick around and say hey we liked drinking crew where we might drinking Pepsi we're not going to stop so consumer tastes have changed I'd say overall buying that grab and go one dollars off of what it is stay hydrated but nobody really worrying about plastic before now Nestle's trying to a couple of different lose machines outweigh you can pick your level of combination you can pick which flavor you want you can pick your size and then you just bring your own boss well I think it's just was admittedly small businesses in the US compared to the bigger brands like kill Nice and brand's up I think you can get them at more kind of upscale restaurants and upscale supermarkets and I think the idea is well how do you retain and instead focus on these higher margin brands that really differentiate themselves bypassing read come from this special spring in this special place or water we follow the money and see where it takes us this is one of the biggest financial heist that has ever happened period the journal is out now on thanks with trying to up how much recycled plastic abuses and it needs to do that because that's actually European regulation that's being out but it's trying to do that a little bit look to offset slowing growth in the West they're still tons of Ron Mesa grown up I do think though that it makes sense for them to be giving away from it life for their water division no I mean the other ones biggest bottled water makeup by saw and I think a slowdown is significant the sensually and you refill it at this machine and so you pay with your credit or debit card and that's another alternative way for companies to make money reporters Sabra Chowdhury joining us from London. Sabra thank you so much for being on the show stabbing and that's your money briefing im JR whalen in New York for the Wall Street Journal and it's also trying to develop alternative materials to plastic so steel and would not have historically just not done very when when it comes to act as for the water without necessarily having to offer it in a container the Jews once and then to away now you mentioned sparkling water earlier Nestle has a couple of still Serbia upscale kind of niche brands while simultaneously or the nature of those brands while simultaneously scaling them up and that's what they're trying to do right now view this health benefit that no other water does or you know some kind of differentiating factor whether that's the luxury or the help that will really make people reach for that the again because it indicates the whole of categories struggling because this will be but no I think they're still particularly in emerging markets where a lot of companies tend to they've said they are going to step away from focusing on the new imagine brands which has seen a lot of competition from so called Private label offerings from supermarkets some of the mass market offerings because yeah there's just so much competition in that space but I think they've bested decades
A Go-to-market SEO Strategy for Turbulent Times
"One of the biggest fallacies in issues in marketing is people think they need to market to decision. Makers with digital and decision makers do not buy through digital. Aw, your champion is the person you work with after you sign the contract, so you really need to to your champion. You're listening to the marketing scoop in this podcast. Top industry experts share case, studies, successes and failures in key learnings. They discover along the way. And now your host, larmer rally TV reporter journalist, and now the girl who gets sem rushed BBC and CNN. Hello and welcome to the marketing skip podcast powered by SEM rush I'm your host Laura Morelli and today we speaking with Gary Marigot from directive. In today's episode, he will share eight actionable steps to create a to mock. It S Year strategy a game plan short to be effective during these turbulent times. We will find out how to get. Terrific Roi with a smaller budget by focusing on best segments, driving awareness and capturing existing demand. Hope you enjoyed the episode. Gareth! Is the CEO of directive an and performance marketing agency for software companies emerges sang for more than five years. Now you've helped. Increase the company's growth rate. Bursting in international tame across the globe, and you're also keeping businesses brimming feel clients. Can you just explain a little bit about your journey and your role at the moment and how you got to you all? Yeah, so I was like twenty one years old got my masters I wanted to go into consulting so apply the Boston Bain McKinsey Deloitte. Like just kind of went through all the big firms trying to see if I could fit in, I couldn't even apply from the university. I graduated from which was not like an unknown university, but the way those consulting firms only hiring from the top universities Nestle where I attended. And so I was a little defeated by mortar. Say Okay I'm going to build my own one so I tried to look in the mirror and say what do people think? I could consult on I figured out Internet marketing. So from there I started messing around with stuff. I played with fiber so I on five or selling social media calendars, and that's how I started. Some will five dollar calendars, and then doing really small consulting, so first consulting I was doing was hanging out with yelp like flyers for their y'all business in a restaurant helping with the facebook page so I did that for a while for like a month in that came back on the thirtieth day to get my check it connect. The whole place was boarded up, so that was our first client and from there I got a hookah lounge and hurry is as now show. Smoking she exactly. was like two hundred fifty bucks a month as a client and I built a website I kinda learn wordpress in the genesis very more, and he asked me rank, said never done it before, so i read everything that has rosh words stream of big companies, Arun everything they had written. And Search Engines Search Journal for like two weeks. It's like trying to literally read everything that enrich over the last five years on the subject. So I felt pretty confident. I just have this little mantra called learn, engage create every day was learning something as engaging with what I was learning by implementing it on the soup site. As creating more value for myself, the client, and so at the end of couple months was number. One for all his terms is a busy. Working on this really cool, so I went to my best friend. Is that plummer at one truck released multi plumbing business and I said hey let me help him and I wanted to do a proposal while my friend was in the room Saami. New Proposal is like wow, that's pretty cool and I was again. You should join me. Don't go to law school, and so we started. We had a bunch of couple two hundred clients. Two to four hundred dollars clients fast forward within two years at the allstate as agency record, and you know three years did global SEO FOR CISCO Next Ella? Samsung and ten cent, and we started these brands niche into software over the years of B. to B. First and then software. Yeah, so we just have a really good team here with world class clients is trying to do amazing work, religious, deep, deep, strategic, valuable work. That's amazing. which brings me to our case study today? GO TO MARKET SEO strategy for tablet times. We can only imagine how many remote work conversations revolve around budget, constraints and quarterly targets, so it's been an absolute godsend to say this. Strategy during the chaos of crisis, and your goal was to offer assistance in inspiration, but I'd love to know. How did this come about? Deployments really based on understanding the realities of a marketing kind of all the different channels and how they operate, so what I mean, that is a lot of people. Let's say you're investing in Capterra. Software Company CAPTERRA's third party review site. It's owned by Gartner. Club software advise. CAPTERRA operates on a CBC model, so some of the beautiful parts of allocating budgets understanding if you're buying into a CPI, model or CBC model is at CBC models, your costs will fluctuate with the man, and so if you can hold your close rate constant, so assuming that all the same people searching the same terms have the same likelihood of closing, you can theoretically still maintain your marketing in your channels in your tactics. Now there might be fewer volume less people searching so less demand for your product or service, but it won't create inefficiency 'cause. It's still operating on CBC model in fact. These, CVC models exist on what's auctions right so when you advertise on Google ad during third, party review site. Those auctions theoretically become less competitive during recessions in certain marketplaces like ECOMMERCE is actually becoming more competitive services in SAS is becoming less, and so as fewer people are advertising, you actually lower your CBC so ideally you can even have a greater. LTV Kuroshio or higher financial efficiency in your advertising during a recession if you're allocated for right channels. Love. Audience each step of the way enter stick. Explain exactly what you mean. What you talking bout really so I stepped one at said Marriott ten. Please explain what a- Tam stands full. Yes. Tim Is your total addressable market in so. This is craziest part so unlike six years of me living and breathing it nobody yet I found is really taking a highly sophisticated business or financial model in to search marketing, and I think it misrepresents our channel and the sophistication you can have in your approach is so when I see I want to map out your total addressable market. It's so that you can create a sense of reality. Seo in particular in I'm guilty of this like the first six years was just like Hamas traffic. Do we have now? And how can we grow it? By five percent month over month, fifty percent quarter over quarter, or how can we get to thirty thousand visitors, or at twenty thousand a day? Or how can we rank for these terms, or it's very transactional in very immature in its forecasting in projections in its modeling of its sophistication of Wyatt. Actually, this is my encouragement. Your audience and everyone in search is the map out your total addressable market. You actually know how much traffic you need at such a simple concept, but. Does it, and so what I mean by that is let me use directive as a model and how we do this for ourselves. So first off I use what's called. Lincoln sales navigator I think it's ninety nine dollars a month. It's amazing tool. If you're in marketing in business, you should have it Layton. Frankly as the most accurate up-to-date database, because it's the first things, professionals update Zoom Info. In other databases like clear have a misrepresentation of a market ended imperfectly data the best date on the market. So I use that and let's say for us. We're targeting software companies more than fifty employees that are in the United States. And then we tear them based on revenue, and then we fully enrich, so we take Estienne rush API and we fully enrich eighty five hundred SAS accounts. We enrich all of a score model to understand how valuable they could be as a target account. One of the biggest fallacies in issues in marketing is people think they need to market to decision. Makers with digital and decision makers do not buy through digital. Aw! This is so important. Your champion is the person you work with after you signed the contract, so you really need to marketeer champion so once we know who are champion is. Let's say a director demand Gen or a marketing manager digital marquee manager an SEO manager PVC manager. Whatever those titles are. We put those in sales navigator, so we have AFFIRMA- graphic data computer software companies with greater than fifty employees in the US in. We have our titles that gives us a total addressable market. Now I can say cool. There's twenty thousand people would say that fit my title yet. I have forty thousand visitors and traffic. So is my problem getting to fifty thousand visitors, or is it getting better positioning for the twenty thousand I want? Not Enough people think like that I've never heard anyone. In my history of those living this industry actually think about their total addressable market inorganic traffic, so that's kind of step one. Awesome and that brings us to step to raising awareness to Tom. How do you go about this? Yes, so now that you've identified who your total addressable market is, the question is. How do you penetrate that market, so there's multiple ways to do that right, so you have sales. Development sales development is a really important function of a growth organization. Remember without sales of element. You're incredibly limited as a marketer when it comes to creativity especially in high average order value organizations, so you can't monetize your top of funnel activities because the value of turning someone from a lead to an mql to an SQL becomes really worthless, because account executives are not gonNA. Be Mining Your scored leads. Out Sales Development, you can't essentially create value at the top of funnel, and if you can't create value at the top of funnel, you have diminishing marginal returns from your search marketing, because essentially you have to focus all your efforts at the bottom of the funnel, which has traditionally poor LTV TO CAC ratio and allows for lack of creativity, and so you really actually constraint. So that is really important, because you can drive essentially direct interactions with your total small-market. Through south development now takes development out and we just say how to do it as Marcus As marketers what we can do? We're actually ton of success on your audience is conversational ads so essentially. There's only one platform right now in Lincoln that allows you of the Social Media Network to actually address behavioral. An McGrath data in other words facebook when axiom data got removed after Cambridge analytic and other sources it became very muddled, and while they still have some B. Data in their poor best simultaneously twitter doesn't allow for the focused into refinement of audiences like required or the BBB demographic targeting. You're only channel left. Is linked. Did but link Dan if you do traditional newsfeed ads has horrific CPM and so it's very hard to justify the cost. For example we ran Legion ads for our own organization converted over sixty percent of people give their name their phone number, but it didn't work. So what we pivoted to using spotlight ads and text ads on what's on a CPC model, so if you use CBC bidding on awareness type campaigns in leaked you trip their algorithm. Because nobody clicks on them, and so what they do is they try to hit click goal, so they accelerate your impressions and you get a cheaper CPM from a cost per click a CPA embiid. So essentially, we're using linked to now to sick our total same characteristics right so the saint characteristics used to define total addressable market. You can use to advertise to your That's the beautiful. So. We have those linked. Didn't ads running with? It's conversational spotlight or text to target accounts. And then we go to ABM so you have radiologists demand base. You have a listened loop and Mike every terminus. which is what we use, so then you take those eighty five hundred accounts you get the domain name in you. Get the URL essentially like their their business name in their Euro and you upload all those accounts. You can get that data from clear bit. You can get that data from Zoom Info. You can have someone manually do that from toll addressable market. Listen like then either way you need that list now. You're eighty five hundred accounts that your advertising Lincoln with like these conversational like really nice direct kinda response ads hopefully get some bottom of funnel traction, their little quicker like essentially Lee sql rate, and then you're going to go with terminus. Does actually drive awareness now. What's critical that we stop and think about attribution here? So Laura one of the issues is almost everybody with over three hundred SAS firms in the last couple of years. They have mature databases, but they still think of things as original source for attribution. So. Let's say you have sales development and you're trying to target. Ask Companies, but you have sixty thousand people in your hub spot because yourself team is bottle these leads in enriched all your accounts, so they know who all the people are at your accounts in your database. Marketing sometimes like SEO firms or PBC agencies are in house. The people have to try to generate new leads, and they mess up their attribution, because if you do original source, how are you supposed to drive leads from total addressable market? If these were just market are already database. So one of the things you can do is you can take instead of saying all stages hub spot. You can do any stages. What this allows you to do? Is value any touch point so in other words? You have sixty thousand people your database anytime. They search your key words. They matched one to one, and now that gives organic essentially attribution so this kind. kind of make sense on we're. We're going to go after AFFIRMA- graphics in link things. It's the best channel number GONNA US account based advertising to drive awareness, so that's kind of how we're going to start. Marketing told us the Market Pathak. See definitely touched on step to also went to step three, which was you'll launch account based ads which used the trolls your? Next is it the six paces of extraordinary content? Yeah, I mean so. Many people have content that sucks in. That's myself included I. Think it's. The honesty. Like we value content for all the wrong reasons, and then it does what we wanted to do, and it still doesn't work so what I mean by that. Is We a contact with? We wanted to rank number one, but we don't want. Ranked number. One ranked number one. We want to number one to drive business value yet. The content isn't good enough that when people read it. They won't hire us for proctor service. So it fails. And so the reason I said six pieces in that was over a whole quarter was because if you can slow down your velocity content and increase your quality when it actually does you intended to do it has value. In Seoul I think one of the biggest things you need to ask yourself. When he created content, there's a couple of questions. Warn is doing actually feel like I. Have the best answer to the question. People were asking online. Or am, I just another piece of content that hopefully ranks like we just don't dedicate enough resources. We don't fund the Channel enough. We don't believe in it. And if you do financial analysis, organic has the best returns organic operates long spells sunk costs, so if you create that initial piece of content, every net new lead, you generate hits against that. So, many people treat organic far too transactional far too much about what their internal team or what one agency can do, instead of trying to scale around the channel and say cool. What if we had a design elements? Would if we had a development, what if we added content so we can increase our velocity increased quality and can make it interactive, so it stood out. Now, you have a real content strategy. Hardly here and I absolutely adore your passion and your vibe in sharing with us all of your tapes. And speaking tips back to step number five. We've got targeted in mile to decision makers, can you? Tell us more about this place. Yes, so I mean targeted. We kind of because we ran split tests from in converted conversational ads. Conversational ads are working exceptionally well in comparison, so anyone out there who is trying to figure out a way to do direct response marketing during covid in other words like you can't do direct mail the able to because you don't appeal addresses digital like their tickets without the physical material. They don't shock someone enough because you have to still deliver it through the channel email, which is already neglected, and because you're elected, is why you initially pursued direct now and so what I found is of all the digital mediums. Conversational ads are seemingly creating the most scale without any. Wire rights you do stressful development scale volume with headcount, and so you actually have to skill your fixed costs with it, and you get variable returns until you're better off right now from a marketing perspective for response using these conversational ads, then even in Male, so conversation ads are outperforming email, but sustained concept of creating a one experience with your exact persona. An outbound brand social, yes, album own brand social. Is like taking social listening and then doing everything that social media should be if you actually valued it. So many people think that you can jus- post some crack in people care. That honestly they play this idea of no, we're really good with interacting with people as awesome like the people who comment or proactively what ninety nine point nine percent of people do social do is like Oh, anytime, someone comments on our post we interact with. One common every six months like that's not interactive social right instill. Everybody wants to get an audience, but isn't willing to build one writes. All what outbound social is is again. You take that same addressable market. But then you have your essentially company follow all of those people by essentially liking commenting and engaging with their content so essentially you build a list in twitter, or you build a list din and you say cool. These are all people we wanNA. Work with whenever they post. I'M GONNA make sure common in like on it and I interact with them so instead of essentially what ninety nine point nine percents social people are now, which is wait till summer talks to them. They need to spend that on their head and say cool. I know who my audience is. How can I start conversations with them as a brand? And so when you start to do that once again, it's a really powerful Chen and then step seven complete coverage on review sides. Yes, we've invested all this time. Making sure audiences aware of us so essentially. We've taken this moment to say cool this. We'll market delivering avian as we're delivering ads. Only then we are interacting with them on social, but when they searched for, we offer review sites, rank, and we're not on them, so we wasted our money in so review sites. Is this way I call paying for Seo? the Amazon effect consumers. No, longer trust organizations in how they present themselves, so they look for what their peers have saying about those organizations to what you do though is, you have to be humble as an SEO. In my biggest philosophy on SEO is that it's about your brand, not your website. And so the key is to change your your framework of what you're trying to accomplish that you can become creative right if you say S. he was always about your website than all you can do is you're constrained by devry sources to create new templates and pages you restrained by content resources creating content, and you're constrained by Google in the sense of what they're choosing rank as the best answer inquiries now when you go to the bottom of funnel, you are. are incredibly restrained by Google. Because the second you modify your primary word, let's say you sell live chat software, and you modify best top Reviews Aka purchase intent where the highest cost per click. It's the most expensive utilized terms, the most valuable ones for bottom of funnel perks intent. Individual websites do not rank as well when you modify core words of your service like Seo software, the top best or reviews the moment you do that third party review sites show up. You used to be able to rank organically so some of the value of organic with you could show up the bomb the final for the same type security you could for Google ads and lower your costs preposition. That's not the reality anymore it so many people aren't comparing third party review sites to who will ads and Tour Ganic and taking a much humbler blended approach to sank. Search marketing is about positioning grand to be discovered, so I'm gonNA, Evaluate Seo. PPC and review sites that allocate a blended hybrid budget based on my LTV CAC ratio so I have the best acquisition costs with the highest value. When you do that, right, you can be really effective. That leads us to the final step step night. High Value Lead Gen. So high-value lead Gen is cygnus idea of psychological friction. Induced embracing it what I mean by that is like so many of us give people things that we don't even want ourselves. They have it. That's the gotree market playbook Garrett's is put together, and it's really jam packed with actionable steps to take whilst at work, and from step one to step if someone's taking Nays, Owen Board and implementing them to strategy at work. How long should they spend on? To do the process, it can take some organizations a year just because of the realities right I get to run digital here so in I run finance, so if you're on digital in finance, and your highly involved in sales, it's a lot easier to get sales marketing and finance together and move quickly and I. GET THAT BLESSING BE! Don't have that blessing. All of this is a lot more difficult with that. Being said is taken me about three months. 'cause I've been kinda rebuilding each piece of it together I wanna be to model out. All the like the stages of the pipeline in those transactional costs at each level in how much I really want to invest in how that ties back door LTV in how long pay period is take real? Build a really strong financial model around. Why won't allocate my capital in these areas? So that whole process is taken about three months like a quarter out, say most organizations they moves really fast could do it in two to three quarters, and then slow organizations do it in like four to eight quarters so like a year to two years. And then if you're able to share about your experiences, how long would it take to say return on investment and on the measurable results when you put these steps into practice, yameen before coveted with almost like doubled, tripled our pipeline within like I got the bottom of funnel piece right in two weeks, and then that doubled doubled tripled our inbound lead flow so getting the bottom of funnel part is really critical in the short term, but has diminishing marginal returns. I've talked about right now. We're actually reality or capital from the bottom of activities to top funnel unruly round creating a world class content. Like marketing experience that's exceptionally well funded, or it's like a fifteen to twenty K.. A month type content marketing budget. Into that you can actually create something that's valuable, so you have to re-invite your strategy. All your strategies change as your audience changes in your price points to Cetera and final question. A few had nerf here in your career. What would you do differently? I don't think I have much fear so right now I'm to was my goal is to build the largest market agency in the world. I'm trying to evaluate what that looks like from how to raise debt in how to go start doing a lot more aggressive acquisitions and things like that. It's been an absolute pleasure speaking. You're an honest. They thank you so much for everything off it today an. Audience is grateful as I am because it's been really really insightful. Fixture out the Laura to be. You're a really enjoyable, thanks. I'm your first floor Morelli. Thanks so much for tuning into the marketing script podcast powered by SEM rush. Why good market is become great? darned forget to write review the podcastone. All of your favorite platforms and police feel free to share any feedback with us by emailing podcast at a theme rush dot com say next time.
50: "Antes y despus de la psicoeducacin"
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440: Be the Boss & Uncover the Why - Tyler Menke
"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram. Today's tip comes from Tyler Minke. Tyler is a lifelong sales guy. Working in the medical device space with an MBA lean six sigma certification and popular book on sales titled The Pirates Guide to sales a sellers guide from getting from why to buy he kind of knows what he's talking about. Here he is. Let's talk about hot topic in sales today. The why and why. I think we still have it wrong as important as starting with the wires to creating a valued partnership. How often are we still going off of assumptions instead of facts? Do you know why you're close. Co Worker is always on edged or anxious or even really know why certain close family members are set in the ways. The way they are we have to dig deeper in. Today's business world to uncover the why one of the more impactful trainings. I've done through. The years is lean six sigma training in lean world. It's all about going to Gamba or the actual place of learning my analogy to this is often the show undercover boss in the show. Ceo's go undercover to meet at the Gamba or the floor closest to the customer. They're always enlightened all struck by what they find they. Then take that information back to the top and make game changing decisions. How often do we ask to observe and learn our customers business prior to selling to them over the last few years in medical sales? I'VE BEGUN TO PITCH AND ASK FOR OBSERVATION TO FURTHER. Understand a be a consultant to my customers. I'm often surprised how many agree to this. When asked properly the nice thing about it is when they do agree you not only become the undercover boss so to speak but you also inevitably get two calls out of one. Ask for the opportunity to evaluate their business and then writer report up on your findings to see if you can even be of value to them. Ask for that second meeting to deliver. Your findings beat the undercover boss and actually uncovered the why so that you can be consultant to your customers for more about Tyler and linked to his book. The pirates guide to sales. Just click over to daily sales dot tips forward slash four forty. And if you're not already on it be sure to join the listener list while you're there those who were already subscribed got early access to the free. Pdf featuring one hundred eight tips from thirty six lincoln sales stars that Tyler was also a part of earlier this week. You want to be on the listener list. Good things will happen to you. At least I try to make good things happen for you. Thanks for listening and be sure to come back tomorrow for another great sales tip.