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53: Sales Hacker's #1 and Only - Scott Barker
You're listening to the sales success stories podcast, where we deconstruct world class sales performers to provide insights strategies to help you improve to learn more. Visit us at top one dot FM. Here's your host, Scott ingrown today on sales success stories podcast. My guest is Scott Parker. Scott story is definitely an interesting one and probably one that you've experienced hearts of as he ran partnerships for sales hacker, which was recently acquired by outreach dot IO, welcome to the show, Scott. Thank you so much. Your parents had excellent choices in name Scott. Absolutely. Like like many parents of our generation, I suppose. So Scott, before we start digging into your context and my updates on the twenty nineteen sales success summit and the sales success stories book, which is just about to release on October, sixteenth. Let's front-load the value like we always do and talk about. The top three things that you primarily attribute your success to? Yeah, absolutely. I love getting getting right to it, so I'll break it down. Let's start with number one. And this is something that's helped me through my whole career, and it's just not giving as much value from your interaction with the prospect as they would actually get from the product or service that they're looking at. And what I mean by that as you need to become an expert in your given field, for example, I was living into marketers and selling essentially demand gen services at our events and other digital initiatives. So in order for me to be successful and add value, other than just the service we provided, I had to know as much about marketing as the people I was talking to. So when they were talking to me, you know, I could give them interesting ideas tactics that went beyond just what it was selling. So essentially for me, my formula. Hey, here's an idea for an interesting marketing campaign, but talk through it. I will empower you with all the information that you need to make it successful, but hey, if they wanna ten x result or save themselves a ton of time, you know, that's when you can buy our product or service. So you can take this in a lot of different ways. You can also scale this on social media. You know, people are often scared to give away all their knowledge, their their value, but don't be tell people everything that they need to know and provide that value in people eventually come back around to learn more clarify, or you know, show interest in your product or service. Yeah. Well, that's my goal today is to get you to tell us everything, but Scott avenue open. But yeah, for sure. Is somebody who also sales sales to marketers one is what was your approach? How were you developing sort of that knowledge so that you could add value in in those boys beyond kind of the offerings? US had absolutely. To this one to in a previous position too, from sales Aker I also sold into marketing, so I've had the the luxury of having a similar persona now for a while. So I would often, you know. Two years ago, I went to the content marketing institute there see 'em world, so their conference, and I sat there and listened through a bunch of these marketers talk about, you know what keeps him up at night. What pains? What challenges do they have and following blogs and thought leaders that are not necessarily of your industry, but actually the persona act can help you hone those those skills that you need to really put yourself in their shoes yet that that's a great one. And I think you know, so often we go to these conferences in and we get stuck in booth duty, but you know, the opportunity is go get in the sessions, right? If those sessions were built for your target market, right? To be in them and hearing what they are, hearing understand what they're challenged with a great way to to add value. All right. So that was number one, and we've got a lot more to go. So talk about what what's the second one after giving a much value as your product offering? Yeah, for sure. Still be the expert. And then two is, you know, build a repeatable, scalable process and. Then continued it rate. Andrew job is not done once something is working. So now what I mean by that is you know, you probably work for an organization, maybe you're not preneurs probably work for an organization that has some sort of sales process, but you have to find out what works for you specifically, and I'm not saying throw out the playbook at your organization. You don't wanna do that. But if they're telling you, you know, make a hundred plus calls a day, but you know that your strong suit is better suited for, you know, crafting wealth, auto emails or amplifying your message on social, don't be afraid to experiment. You know, document everything that you're doing. Every role that I've ever had, I've created my own sales playbook. So a separate to the organization, sales playbook of what specifically works for me on what isn't working this way. You're not just going on. Got me. Like I think I think this is going to be good or that might work. It's all documented and it's mostly for, you know, it's. Been for kind of my own sanity. And for those days that are stressful or you feel a little bit lost or things aren't going your way at you can pull it up, you know, this playbook and remember, okay, these things have worked. Let's go back to these. Go back to the basics and things you can include included nece industries that you've had success with opening lines. You've had success with how many calls it takes to take to get an opportunity. How many emails, good social posts unit. Sue can always take yourself back to those things that you've had success with. Well, we're definitely gonna come back to this and talk about the the sales process in how you're iterating in how you're building that playbook, but rather than spending ten minutes on that. Now let's let's go onto your third of the top three absolutely end. It's kind of a natural progression in ties very similarly to two point one. And that's just, you know, when I look. Time and time again, what has made me successful it is it's having empathy and really getting in your prospects head end. The world that they live in in gets really funny that empathy is king in sales. Now, could you imagine telling the the boiler room sales guys in the eighties that empathy would would rule the day? They probably wouldn't believe you, but I truly think that that's where we're at now. And if your prospect doesn't feel like you understand them than you won't get past the first call, you know the first Email. So I mentioned a few ways earlier on a great way to do this, but fi conferences that are geared to the personas, you go after a not just so you can try and sell them as you mentioned. And if for whatever reason your organization doesn't believe in this strategy or don't have the money to fly over to conference follow industry logs, new sites, thought leaders in that world, you know, it just gonna make you away way better seller. You can pick up on the industry jargon the pain. Points and just make a sumptious because I feel like a lot of times sellers in his organizations we, we make too many assumptions Zohreh to strip that away. Yes, super solid stuff. So now, let's let's get to the context. So talk about sales after for those who might not be familiar that hopefully not too many in this audience and specifically about your role in contribution to the the growth you guys have had your recently. Yeah, absolutely. So sales hack for for those of you who don't know whether they number one not be to be sales commute on the planet, or that's what we're we're building out were very large at sales community, and we create content for you to be sales professionals. We about three blogs a week. We've got a podcast now as well. We once a week to webinars week, and we partner with truly some of the coolest tech companies on on planet earth too. Can a match them with people in our community and. As you mentioned, we recently got acquired by outreach at which we were all very, very excited about, but backtracking a little bit. So my role is head of partnerships or cost look at that as head of sales because I was the sole revenue driver for sales Aker over the last is it's just it's been about a year now and it was my job to be, you know, judge jury executioner. Bad way to put it. You know, I was doing business development, creating all my own opportunities. I was seeing them to close and then there's actually a large portion of project management or customer success in there as well. 'cause we would sell them on a marketing or demand gen campaign within our community, whether it was a bunch of webinars jumping our podcast or coming to some of our events, and we'd have to have course that through to the end. So it was, you know, managing those relationships with companies like outreach companies like Lincoln companies like hub spot. Adobe was a big one asleep, big enterprise organizations. We would act as a marketing channel for them, and it was my job to build those relationships. That's awesome. And part of the reason I reached out and we connected, you posted something on Lincoln that I thought was fantastic about not only are you a full cycle sales rapper, a revenue generator. You're managing every part. Of the process, but you also going above and beyond in a lot of ways. Can you talk about some of what that was? Why you did it when you did it? Those kinds of things? Yes. So for me, I think I learned pretty early on that in order for me to be successful, and I brought this up kind of in the beginning as well, but I'll get into kind of nitty gritty of it was it wasn't good enough to go out there and be like, hey, I wanna I wanna do this package. I want to do this marketing campaign with you guys, but it would be fully like breaking it down like I would spend hours sitting down there k. if I'm working with with outreach, who's outreaches personas, who is there ICP, who are they trying to target? What are they doing now? And I would actually build out an entire marketing campaign from start to finish. You know, the webinar title, what we're going to cover the speakers we're going to bring in. So I was wearing marketing at a lot of the time. And then I would be able to go approach them with a fully built, oh plan. And that was when you know, success just started kind of snowballing from there. I realized again onto something here, if I can position myself as the undisputed expert of events in digital demand, gen webinars will be gonna listen to me, and I was able to get a lot of attention that way. And then further to that, I also saw this this big opportunity on Linkin mile where I could leverage the sales hacker brand to get in front of, you know, just a ton of sales folks that actually fit our ICP. So I put a lot of work into kind of personal branding or social selling, whatever you wanna call it at that would create a video week, put it on on social media to a couple of posts a week as well. So those were two things that kinda double down on ended up having have a lot of success. Will in when you think about Lincoln and social selling again with whatever you wanna call. Well, let's let's think about it in terms of selling. So how would you define that and how did you kind of measuring quantify the results that you got from those efforts? So for me, how I quantified social selling, I wanna say, I think social selling has the wrong name. I don't think it should be social selling. And I think a lot of BDR's eighties individual contributors think that linked in is a channel where you go and you connect with someone in you say, hey, I wanna get fifteen minutes. That's not what it's about. You know, social is about for me. I looked at it as a way to open doors that previously may not have been open to me meaning I could get in front of more influential people if they saw I was visible in the same round that they're in. But if I so I guess the answer to that is I tried. I tried not to quantify it too much because I think the real value is staying top of mind with your prospects and getting able to talk to people that you wouldn't normally talk to. But that being said, I did look at the amount of opportunities that were, you know, touched in some way from social, whether someone liked my my video or the commented on something, or we had had interaction feeling to messages and the amount of opportunities it was like sixty percent or plus in my pocket that had been somehow influenced by social. That's awesome. I think part of what you were doing in maybe maybe personal branding is a better term for this. I think in a lot of ways there little bit interchangeable, especially in the way that you're doing it, but I feel like what you did well is you just sort of humanized yourself, right? It wasn't about, here's the sales hacker thing, and here's why sales hacker is so awesome. It was, hey, I'm just like you guys, here's the thing I'm struggling with or here's what's working for me and putting. Penha thing out there and that resonated right. People want to connect with with that. Totally. Yeah. I think you're you're one hundred percent. Right? And thanks for stating that that was really just just the goal. It wasn't to establish the sales hacker was the best, and we were the number one marketing channel that they needed to work with. If you look at a lot of my videos or anything I put up there, it doesn't mention sales hacker too much. It's more about, hey, I've been a sales rep myself in one form or capacity since I was about eighteen as well. So I know the struggles, the trials and tribulations you guys growing through at by the way. Here's something that worked for me. I hope it works for you, and that was kind of the goal. Yeah. Awesome. Will let's go back to that time when you were about eighteen. How did this wholesales journey start for you? Yeah. So this is a this is a funny one, so I actually got my start. It was straight out of high school. So I was eighteen out eighteen maybe nineteen years old. And I got a summer gig and the best way to describe this would be like groupon a precursor group on, but not on the internet. So we would work with, you know, golf courses, spas restaurants, and put together this, you know, really nice package for them in basically worked as like an outsourced sales team. But what that meant in actuality, you know myself, it was door-to-door sales right selling essentially a coupon book really. And I found a lot of success actually sneaking into large office buildings in going office to office selling golfer or spa packages to people there and funnily enough that summer was able to become the number one rap in Canada actually flown down to us trailer at to help this company open up an office down there and help train the new hires that they were gonna have. So that was a dream, obviously is a nineteen year old ticket. To go down to Australia and live there, but it was a a hard job probably hardest job ever had in my life, and it really showed me the meaning of of grit. And you know the input matches the output. So if you put me hours and take more objection than anyone else you're, you're gonna succeed. Yeah, that's that's awesome. I know will come back and kind of connect the dots in between that first opportunity and sales hacker, but knowing what you know now and and you know, knowing what you've learned inexperienced across these different roles, if you were starting over today, is there anything that you would do differently? Yeah. So I thought about this, this one. So I, I would say just looking at the landscape now that we live in and the importance in the role of technology. I think it would tell me eighteen year old south, but my nineteen and twenty one year old self and all these different sales gigs have is start learning about technology. Now. Now, you know, sooner rather than later because before actually got into the tax out of things like tech sales, I didn't know that there were all these tools that could help me do my job literally like ten times easier. So I would say start learning about tech at an earlier age. Don't be scared by it. Get your hands dirty and you know, see what see what you can do because there's an argument for guess going work as hard as humanly possible. But what if you could work as hard as humanly possible and work as smart as humanly possible in leverage technology than you know, you're just gonna be that much more effective? Yeah, great, great stuff. And we'll definitely come back to some of those tools and technologies that you're using to to be more efficient. So that's a little bit in the future. Next, we'll talk about kind of your results, their sales hacker. But before I go there, I wanted to talk for just a couple of minutes about the summit and the book. And if you are listening to this and you're my favorite kind of listener to the fide cast, you're listening either the day we released the episode or in the in the couple of days immediately afterwards. And if that's the case, then there's still time to take advantage of the best price on the twenty nineteen sale. Successivement will be hosting that here in Austin on October fourteenth and fifteenth twenty nineteen. So it's literally just over a year out and you can visit top one summit dot com to get all of the details. Of course, a lot of those details are pending as we're still months out from building the agenda and such. But great things come to those who commit early and until October fourteenth twenty eighteen. You can take advantage of the best price we will ever offer, and there's even an option to pay just seventy five dollars a month that all goes away. On the fifteenth, and I've also taken all the risk out of that offer for you. So you have until September thirtieth twenty nineteen. So you have eleven months or something to request a full refund or transferred ticket to someone else. And there's only two hundred seats available not only that there's a pretty good chance forty to fifty of those seats will be taken up by the top one percent sales professionals like Scott here who've been on the podcast. So the inventories pretty tight on expect that we'll sell out well in advance of the event. So you may as well get in now. So again, you'll you'll find all those details at top one summit dot com. And then on the book front, we are almost there. Everything is ready to go for the official release on October sixteenth. So you can take your marks and get ready for the race to start on that one best thing you can do during the mailing list of top one dot FM, where I'll have a couple of bonuses for those who buy the book and the first week. So top one dot FM is the best place to start for lots of stuff, including the detailed show notes and. The rest of my conversation here with Scott in which we'll have so far, certainly a link to the sales hacker podcast. And again, we'll be talking about tools and Scott's playbook and whole lot of other stuff. So Scott, talk about your results in what you've been able to do with sales hack. You're in the last year there? Yes. So to quantify. So I, I just want to set the stage a little bit with when I came in to the role of roughly a year ago there, there's really no road Matt for for what I was doing. So the previous year they had a guy managing sales and our CEO max was managing sales, but it was very much off the cuff. You know has a lot of CEO ran organizations are that don't have a formalized process, and they were about ninety percent of their revenue just came from event. So they throw these big conferences. And when I was really brought onto was transition that. From an events business to digital first business. So when we talked together, we were like looking at k. what was my? My plan and my quota, we essentially throw a dart at the wall really, and it was so my quota, it was hundred ten k per month. So pretty pretty steep coming off the from from business development, inception of opportunities to closing. And I started believe I started knock Tober and there was two months that I miss plan is ramping October-November struggled through spent a lot of time building the processes in the foundation, and then things started taking off in December. So crush it in December and every month after that, actually until we were acquired in August by one of our partners that I was actually to bring on board in January, which is pretty cool outreach. So over that period of time. So I was. Able to bring one million dollars in nine months that's pipeline. That is that is closed revenue. So over plan, even after making up for those first two months, that missed so is actually able to make up for those first two months that I missed. My quota ended up, you know, exceeding at that. So yet the results were exciting. At course, money comes with results like that as well, was able to clear about seventy five k. in in commission alone, including quarterly bonuses and such. So it was a good good Ryan instill is yet will in this part's always interesting qualifier for me his, you know, I only interview either number one or top one percent individual contributors. Well, when when your team of one you're the best in, but you're also the worst, right? But I think what's interesting for you is this isn't the first time you've been number one. You wanna talk about it and I threatened that we would fill in the dots between that that I roll in and now, so maybe talk about. Some of those other roles and and some of the other results that you've been able to put up have similarly gas. So we talked about my goofy Gulf package job that I got the fly down to SO. There was that one. The next one that I was actually number one was I was about twenty one, and I was working for a travel company called the global work in travel. And in my first year, it was really my first time doing serious inside sales. I was the number one sales rep across North America, and I believe I still hold the record globally for the most sales in one day, and actually from there, went onto the team lead and managing the whole office of about fourteen sales reps. I was far too young to be doing. So I flew by the seat of my band a little bit, and I think I learned that learning for me why I think I was successful in that role is the power of stories, and I use them. I think a little more effective. Wli than than anyone else out there on the team where they were selling the features, the features of the package. I was able to craft these well-thought-out narratives of how to make them feel down there as 'specially drawing on my experiences of actually going abroad. So that was, I think the differentiator there was was my storytelling ability. Third time that I was number one was at fintech company in in Vancouver wiring from called that paid for and my first month on the job. So this is actually a BDR at this organization. I had to take kind of a step back to get to where I wanted to go and the first month on the job I had the most opportunities created across the the whole team there and ended up getting promoted into partnerships development role directly under their VP of sales there. And you know, that was from keep my head up and spending extra hours learning from those around me. You know, which led me to get that VP of sales to take me under his wing. Which was instrumental in my success and then last but not least media valet at is well was where I went and built out the business outlook program and led that team from the the frontlines as a player, coach being number one for their about two years. So yeah, I've been lucky enough to experience that a number of times throughout my career. Yeah, that's my test. Again. I'm most interested in that that beady our role where you were number one in your first month. What was the secret to just such a fast start in quick results like that? Taking a step back and looking at it more strategically. So I was told when I get in there, I was supposed to make x. amount on calls send x. men at Email, send this template in the process very rigid. But because this wasn't my, I go at sales which in many, many times BDR's yards at entry level role, and my peers were just like, okay, I'm gonna do it. My boss tells me. I looked at a little more strategically and I was like, okay, how can we identify those people that are most likely to need our services? Like who is our ideal customer profile, break it down, super granular in we sold financial services. So essentially payment processing. So I was like, okay, there's gotta be a list out there of new companies. So what I did was I went on the internet is a lot of public information out there and went city by city, and there's a new business registry on there. So I actually just pulled those all up and instead of making a hundred calls into random companies in my CRM I made a hundred very strategic calls to people that I knew were more likely to need our our service. So my time was better spent than than everyone else's. I think that's such great stuff will even it sales Hecker. I mean, I think ramping always take some time in the fact that. By month three, you're really blow in your numbers out in anything different about that approach in that process. Because you obviously built a really strong foundation that continued to sustain you through the rest of the year. Yeah, I would say so, a three-month wrap time is is pretty quick. And that was just really because I didn't have the luxury of having ramp time. You know, we were pretty small organization where a startup we're bootstrapped. So I was the sole guy bringing in money if money doesn't come in the lights go off. So there was a bit of added pressure there, but I would say to anyone who is may be in a position where they're ramping up or they've got a new gig, take the time up front, don't just throw yourself in the role and think that, you know if you're working the hardest that you're gonna see a result, hang, it's often the wrong approach. You need to take time to look at where you're at as an organization are the processes correct. And for me, like I spent a lot of those two months, creating sales enablement material that I would use like far down the road. I knew we had different conferences coming up. We didn't have any spec sheets or case studies and stuff are. Marketing team was busy doing other things. So I actually spent a lot of time just what am I gonna need an order to succeed and let's go out and create it. And when you say, let's go out and created to be clear, you just made it yourself. I made it myself. There's a few different things if I couldn't do it, and I'm not a technical guy, Jayme creative, but like don't really know how to work adobe Photoshop or anything. I went on places like Canada are easy to create documents in and case studies, and one pagers at Canada didn't work. I would go on like something like five or marketplace where he can get people to to work for cheap. You know, here's fifteen bucks. Please create this or this spec sheet. And then if that didn't work even worked with a local agency in Vancouver to to help me out, see I, I just got it done. That's fantastic. So you also mentioned being an effective story seller. Talk. Talk about that or maybe you wanna share one of your your favorite sale stories from? Well, whether it's sale, sales, Hecker or something previous so favorite. So I think there's two to kinda different ways there. So my my point about being a good storyteller is I think anytime you're talking to a prospect or you're trying to get a point across, I think it's so much easier talk through through stories. Right. Like have you done this before? Have you helped someone? Sometimes they can even be abstract. But I find a lot of times when you're trying to get a point across look for different stories. So anytime that I was selling for each different, like use case, we would have. I would have a wealth out story in my back pocket that if it was appropriate, I would I would whip it out. So that was one that kind of the the one angle and then other one from what's my favorite sales story of like me personally, I think when I look at it now. I think it it always changes, but it has to be securing the partnership that inevitably lead to sales Aker eventually becoming acquired. There was a lot of work that went into as securing that just that initial partnership. Just the small demand gen campaign you're going to do a net, their team at dream force actually at a conference had stocked them for about a month and a half beforehand was able to actually utilize my my network in get an intro to them. So anything I was a total stranger. And then after dream force tech us about four or five meetings, but ultimately all that time, it was worth truly every second ads. So at learnings from from that story would be, you know, a treat every deal like you'll work for that organization. You just might right. So that might be, you know, an anomaly, but you know, every deal that you that you go onto close or that you deal with, they might be able to intro you to some Asif account of yours or one could help you land your next dream job. So who knows? So always play play your top level? Yeah, that's fantastic. And maybe this is the same question or maybe you have something else, but I'm curious from an accomplishment perspective, what your most proud of through your career? Yes. So I think I'm going to have a bit of a different different. Take on on this question a little bit. You know, I think as essays people get sold apt up in decide results in the money we make the quotas we crash, which is up great. And I love doing that and always makes you feel amazing when you can see your yourself on the number one leaderboard. But for me, I think what I'm most proud of when I look back at my career, it has been my ability to. Attract some really, really amazing mentors in my life and why proud of that is. I think that's a testament to, you know, my real desire to keep learning. And I think a lot of people, you know, if if you're just getting started and people see that desire for you that you wanna learn, they wanna help you, and that's how you get to learn things that are going to help you be. Number one, I've had a million people helped me at throat my career, and I'd say that is what I'm most proud of is keeping those relationships intact and being able to learn from them. So we definitely have to talk about that some more particularly like the attraction part so wouldn't what does that mean? Or is it something that you're doing intentionally did it? Did it start accidentally? Like what? What does that mean exactly in how do you make it happen? Yes. So initially it was definitely just, I think something I was doing so I always just have at the beginning of microbes internal mentors just by always being curious. So one of my tips in advice for anyone new to sales as always lead with curiosity, it's gonna take you so unbelievably far you've got no VP of sales are sales director. That's that's telling you to do something or has made a decision to go elsewhere. Ask why? What? What was the thinking behind that? Not in like a, hey, I don't think that's the right way to do it, but in like, I genuinely want to be use them day as I would love to know your your thought process behind making that decision and then slowly over time you can kind of pepper in your your own ideas on that. When they come back, it's because XYZ like, oh, that makes total sense. Thanks for breaking that down. Also. Did you think of this. And then over time they, they look at you as someone who's more than just a rep on their team or more than just someone who's creating opportunities more than just someone who's closing business, but you're kind of this trusted business advisor a little bit, and they're much more open to coming to you sharing all their knowledge because they think that they might get something back from it, whether it's a good tidbit or you questioning them so they can think their idea better or perhaps creating a future leader for their organization. So Scott, is there like a particular way that I mean, that's that's pretty ad hoc. Have you tried to formalize those mentoring relationships at all? Like what? What has that looked like overtime yet? Many times I've I've formalized it. So that's what it was initially, my career with internal mentors in people that I've I've met with that, I just think are extremely interesting at people. You know, you can add them to list basically. And yeah, I've had many formal mentor relationships, and I would structure it. They were comfortable using taking. We meet once a week and if confer with that, then you want a month not comfortable with that once a quarter and my vice there for for attracting mentors also getting the most out of it for both of you is all of the work is done on your end. So this is something that they're doing out of the goodness of their heart. Right? They have very, very demanding schedules. So I would always as a precursor of two or three days out at actually send out an agenda indicate. This is what I'm hoping to cover. You have time to think about awesome. And you know if there's anything you wanna pick my brain about Senate overthrew so I can have some well thought out ideas as well. Love it, love it. Love, love it. Yeah, I mean, that's it, right? It's it's just sort of taking control being proactive in, I think. What you find with those mentoring relationships over time, having having been on both sides of them is you know the those that are helping themselves or the ones that you want to help the most right. Because they'll actually take on the advice and and I've always found like reporting back as gold, right, shoring like, hey, listen to you here. I didn't do what you said. I tried this. Here's what happened, right. Those kinds of things are are what term, those mentoring relationships and make them evergreen right where you're meeting weekly and they're willing to continue that beyond the on? No, second week. Totally. Yeah. They wanna see a result, right? They're putting energy and time into something, whether it's a human process or whatever, everyone wants to see a result from that. So if if they're giving information they wanna see you go and implement it and then come back and Dave just crushed my quote. I just got one hundred fifty percent that subject line or whatever it was, you know, that rocked and here's, here's the KPI's to to prove. Beautiful. So what about the hard part? What do you find to be the? The biggest challenge are were, where do you struggle the most? So I used to really struggle with time management gotten better over over the years by just being at living and dying by my Google calendar. But I think you know, especially if you're going to be a false cycle rat, I think you live in dive I time management, so make sure every single activity that you do is time blocked in your calendar like have a time for prospecting plot in your calendar, and it is a sacred time that you do not miss, you know, have time for a little bit of social selling, getting on, linked in, make that a priority have time that you usually set meetings from. Of course, sometimes you have to be willing to meet your your prospect in people halfway but set a time that your typical meeting time and usually give that as the window. So time management is. Is is a big one for sure that was difficult for me. And then the other thing that I thought about just now is kind of going back to one of the toughest times I think in my career was so it was when I was meant I was at the travel organization that was telling you about was managing this team things, fourteen sales reps at the biggest time, and I was happy as what I was doing, but I kinda hit the ceiling like I was like, oh, like, where do I? What do I go from here? Like whose whose job do I want? And there wasn't that much room for for me to get to this next level. And I saw that tech was blowing out that people, these organizations were blowing out and I knew that I wanted to get into tech, and so I started putting my name up there for for jobs salesman. Management positions. And I remember the first response I got back was just like no way like you don't have any any experience in tacking on it. Come in manage a sales team. Remember that just being a crushing, crushing, crushing blow. And then I saw that again and again as continued to to apply to organizations because they weren't really transferable skills, right? Like I knew at a manage sales seen, but I didn't know how to manage a sales technology tea. And so one of the hardest decisions I ever made was to make one step back, maybe two steps back to alternately get, you know, three, four, five steps ahead. And I remember those few months being some of the hardest times that I can remember thinking of making the right decision because I went in, I took an entry level position at tech company and big blow to that you go, but looking back, it was. One of the best things I ever did so to anyone listening to this and looking at their next career move just know that there are different levels of playing field. You know, you might be a sales director at a start up and or you might be in whatever industry, but no, that there are different fields and sometimes to get to the next field or get to the Super Bowl versus like college level Senate, you'll have to take a step back in entitle or in pay to jump to that next level. That makes sense. Yeah, totally. I think that super timely advice. I've had a few folks reach out to me here literally just in the last week with a variety of challenge, they all kind of smelled the same, right? Some of it was wrong industry in wanna, move into Tekere at wanna, move into something where there's there's more upside potential or they're, they're in a place where it's just a situation where they're never going to be able to do really. Oh, well right there when he's challenged or whatever the case may be. And I think this advice of you've got to take a really long term. Look at this right sales ears are not. This is not three years, and the next six months is is twenty percent of the rest of your life. That math was really wrong, but you get the idea. I mean the the time span here. I mean, my gosh, if you're in your twenties, you've got thirty forty years ahead of you. And I think taking that longer term perspective and just being mindful and and not thinking about it as a step back. But thinking about thinking of it as really building foundation is is so much more powerful, totally, and everybody that I've talked to note. Now, granted, maybe my sample is wrong because I only talked to people that are at the top, but everybody that has made that move at some point in their career has regretted it at all. Yeah, it was the flash point. It was the pivotal pivotal moment when I look at in my career was the smartest thing that that I ever did. So I urge anyone who's battling that that feeling and they don't want to give up their title or give up the money they're making right now. Sometimes those strategic moves can can pay off in a big way. And like you said, it's not like. You have to pay your dues forever. You've got a baseline already. You're gonna be if not, number one, you're going to be up there with the leaders for sure. And you know, it's just it can be an accelerated. Yeah, absolutely. Into tie in a more recent podcast episode, I'm recording this couple episodes a head, but just this idea of also being really, really mindful of not just the company that you're going to work for, but the individual who's the Leija are they somebody who can make you better in help you grow and help you get to that neck that next level that is again, looking back over over fifty of these interviews. I don't think that I have a single example of somebody who is successful despite their manager in his head to overcome a bad manager. They always have somebody great behind them or or in front of them or above them that pushing and pulling in helping them achieve really great things. Totally. One hundred percent. That's that's what I said. That's my favorite accomplishment is is having those people's amazing mentors managers that I've been strategic about finding and as sales professionals, career planning is, I think it would. I don't see any other profession where it's more important than sales because your your manager organization in the product or the service you sell is tied directly with how successful you can possibly be. Right. Like if you have a terrible product to service, you could be the greatest salesperson in the world and you're not gonna do as well. You could have. You know, you could be the best salesperson the world, but if managers filling your head with terrible advice day in and day out while you're not going to be the best version of yourself either. So being strategic in your career planning. 'cause you know people that are the the top one percenters you typically don't see too many blips in their career. You know, maybe they've had a blip or to pass that there's not too many and that comes from that's up accident. You know, they're, they're joining the right organizations. They are constantly learning and they are making sure that their manager their VP has their back through thick and thin. Yeah, will that is probably the section of the book that I am most excited about. You know, we, we organize these sixty stories into four sections, so it goes into mindset. It goes into relationships of the. The biggest section is on sales process, but there's over a dozen stories on sales careers and how the best of the best man. Because I feel like that content is really missing, especially from people that are in it and doing it. And who found success in found a way through this isn't a book out resumes? Yes, this is real ground truth, successes, failures, everything in between and how you need to kind of think about that career. So I'm I'm super pumped about that piece. So Scott, let's you talked I from challenges perspective about time management in the way that you're getting through that I love to dig into that area. Why don't we start with you? Kind of talked about the time blocking the doing win, and how do you do that? Is that a weekly process? How much time are you set aside setting aside daily or weekly to do the prospecting and some of those core activities gives us some some juicy detail on that. All right, let's do it. I'm actually with me two seconds in a pull up my calendar and break it down for you. So I have my time block right here. So from. Seven thirty to eight thirty every single morning through through thick or thin. I'm prospecting. Okay, that's that's blocked off. I have nine thirty to ten o'clock blocked off for got down a social selling, but just liking commenting getting involved, getting the mix, creating video every single day as well. And then the other part are usually blocked off from twelve to about three thirty is when I liked to do my meetings. I think we all have have hot and cold zones as so to speak times when we work better. More ticket were in the zone. That's when I feel like I am at. So I have that blocked off for meetings. And then again from four thirty to five thirty. I'm doing some some prospecting again but that four thirty five thirty session. I give myself a little more leeway. It's not so much emails, coal calls all be more strategic about it. Maybe reach out the link Dane or maybe I'm doing some. Some research from prospecting the next morning and that sort of thing. So that's straight from my calendar. Love it. Love it. Now you said that meeting blocked. Do you find me personally, run cold in those periods in? That's why you put your meetings there or you're on fire in those periods, and you wanna be talking to people, then I'm fire in those periods. So I block it off. And then as meetings, like kind of filter in, I'll it's just blocked off. Like for my personal thing, people can still book time if they if they want to try and conduct my meetings. Okay, that's interest. I actually take. I take the opposite approach. I find that I'm on fire in the morning, and that's the time to do the hard stuff right. And to me talking with people in having sales conversations, that's not hard like that. That gets me excited anyway. So I actually put those in my own kind of cold time which is kind of that early afternoon after lunch sort of time where I'm getting experience a natural lull. Unless I'm having conversations and so that allows me to sort of even it all out. So it's it's interesting that you take sort of the opposite approach. There may maybe it's not. That's how I find. I have great conversations in that time period. So that's why I put them there. But I agree. I like when I'm doing any deep work or need to be hyper focused. I get that done in the morning as well. So I think we're little bit on the same page. Daniel pink has great book about this red when the science of perfect timing. I haven't read it yet, although I think it was actually your podcast that he was on. So I've, I've listened to him talk about it, but I haven't read the book yet yet. Really good book. I would highly highly recommend it in talks about these hot and cold Jones in how we naturally have them and how you lies your your time better in said to great book of try and check it out, beautiful in the show notes, people top win dot FM forward slash fifty two. We'll have a link to Dan Pink's books in his stuff is his writings just awesome. I always enjoy reading and listening to his to his stuff. So let's talk a little bit more about routines and schedule. When all of this talk me through kind of your morning routine. What is what is. Process? When does it start. Yeah. So typically and again, I'm human, so it's perfect, but I do try and subscribe to keeping routine. I'm typically what about like six thirty or so, and I do have a a morning routine, and this has actually stolen from a man heard talk at about two years ago and his name's how Elrod as books actually called the miracle morning. So Yup showed another another book, avid reader, so, but I've been practicing this about about two years now and I heard him speak any talk about, you know how this one morning routine can turn his whole life around and I'll bring it down for what it is, and you can follow a very easy acronym and it is savers so it's based. So a get up at four have coffee or anything out a walk downstairs usually in front of my fireplace. Aphid summertime, not so much, and I'll sit there and I'll be cross-legged. And the first little bit, but a minute or two just complete. Silence try not to think about anything. Just, you know, getting close to a meditative state as you can thoughts come in gently push aside than the next. After that, I'll do light affirmations. That might sound a little Louis why to some people, but just basically whatever I'm feeling I need to be that day. I'll just reaffirm that I am that way. You know if I have a bunch of meetings set back, yo, you're, you're charismatic guy who who's gonna rock these neetings in just kind of say that over and over again for a little while then third, which actually my favorite one is I quickly visualize my whole day. So all walk through literally elect picture my ahead me getting up off the floor going, having shower quickly, getting dressed, you know, walk into my co working space or whatever. I'm going to grab a coffee. My not what's going to happen then. Okay. I got the. These meetings? Oh, shit. I didn't prepare for those meetings noted. I gotta do that at some point and you kind of walk through your entire day at you can do it quickly. It's obviously on fast forward mode and it allows you to pick up things that may have been hiccups in your day before they actually happen. So that's visualized. That's the and then the the is exercise. So it's bang out like twenty push ups or anything that's going to get the heart moving a little bit. And then our is read. So I'll literally just read. Sometimes it's a page. Sometimes it's ten pages, but just anything that will give me maybe a new idea, new tidbit for that day and then third at his scribe. So I'll usually right out, you know, three things that I want to happen that day at three things I'm thankful for and that whole thing, it may sound daunting crazy I can. I can get that done in like fifteen minutes, twenty minutes, tops. And like I said. I'm not perfect. They don't get to it every day, but every time that I do get to it my day is so so so much better. Yeah, good, good stuff. I've actually have a an interesting connection to that book. So hells co author through that series is a woman named Honore quarter in honor. A an actually started a mastermind together that we were part of for a number of years and they've done so not only is kind of that core miracle morning book. It's it's a great read, and I think it is using it as sort of an initial guide. I've evolved mine over time sort of from that, but but definitely practiced it sort of the way that it was initially described, tweaked it from there, but they've done specialized version. So there is actually a miracle morning, four sales professionals book as well, no way. Cool. Have to check it out. Not so good too. Good to check that out. And then what about later later in the day is what what's going on, whether it be after work or or any of that kind of stuff? Yeah. So for me to really important things that are kind of outside of work that are super essential for me feeling good. I work at my peak are getting to the gym. I try and do that. You know, right after my day finishes up. I played around with early morning done lunch right now. My routine is is out, go after after work juries out if that's the the best way, but making sure that you're taking care of your body physically and then eating healthy is huge, huge, huge for me anyway, you know, allow myself to be more indulgent in maybe dinnertime, but eating healthy at at lunch in breakfast is essential for my my brain into yet at optimal level. So. I used to literally eat a kale salad boiled eggs every single day, and it was just what my body digested well in my brain performed well on. Awesome. And any other kind of core habits and routines that fit in there that we haven't already talked about? I mentioned I'm an avid reader, so before bed, I try and block off half an hour or two to read something that's outside of the realm of business. I don't Doug a twisted. I don't just read boring. Assails the sales books. Not that they're boring, but you know what. You know what I mean? Like not just not just all in consumed in in that world because it's so important. Just relating to people get in other worlds, other than the sales marketing world. When I favored books, I don't know if you've read his just finished both sapiens in than homo deis if you haven't read them, they're amazing. Books start started. Sapiens I've not. I've not finished that one of the things keep getting in the way of it. It's a lot. It throws a lot at you for sure. It took me way longer than it normally would to read that one, but two brief history of mankind for any history buffs of there. It's very cool reading essential and then podcasts like this one, you know something, easy digestible, whether it's your commute, whether it's when you're making your lunch or anything. I love podcast like this one. Yeah. What are some of the favorites? What are the top three or four that you that are basically on the weekly rotation? No matter what? Yeah. So gotta shut out sales hacker podcast. Of course, I. Also, like I really like drift. Has a cool one. It's called seeking wisdom. It's more marketing focus, but get some cool guests in the guts, a cool banter between the two of them as their VP of marketing in their CEO. And then of course you got to the Joe Rogan experience is always that intellectually stimulating at just watch to listen to the one with with Elon Musk, that was very, very cool, nice and a little bit controversial. I haven't heard that one, but. Pretty upset about it. Yeah. He's like, Mike, get ousted, but I didn't. You know it is what it is, but I would. I would recommend it was cool. Yeah, that's that's fantastic. All right. So now let's talk about kind of the sales process that you've developed in this playbook. So why don't you tack about how you want? Yes. So I think the playbook really for for me when I talk about like my personal playbook, it's basically just a brain dumb. It's making sure that I have everything that I'm doing on a daily basis documented everything down from my Email templates. Ones that are working. There aren't a lot of tools out there, like outreach that can help you AB test these things, make sure it's documented, which ones are working the most effectively, make sure you're tracking your numbers. Like how many calls does it take to get an opportunity? How many opportunities to need to get a closed one deal? What's my. My average deal size looking like, what's the average length of sale that I'm having? Can I bring that down? And it's really just documenting for the sake of once you have something down, that's when you can. You can look at it and start experimenting, and hopefully bringing those numbers trending the way that you that you want them to. So without going. To a loaded question. We could take it a lot of ways. I'm also a fan of, you know, building mutual success plan in your playbook, meaning once you have identified opera tune ity building out literally to to closed one exactly how you're gonna get there. So you know, in a week's time we need to make sure that we're talking to the actual decision maker in the signer. We need to make sure that they're involved in the decision week to, let's make sure that we're doing broader demo with the entire marketing team or whoever you're selling into from there. Let's make sure we identify any other stakeholders that are going to be involved week four, you know, CEO sign off legal, yada, yada, and then me. I love actually socializing that with my actual prospect person. I'm talking to. I call it a mutual success plan as so they know if they're. Gonna be a champion, and they're pumped about your product in service as they should be by the time they're opportunity there usually on board excited to to get into that plan. That's awesome. Scott, is there a maybe a sanitized version of of the playbook in that success plan that that you can share that we didn't include in the notes for folks that might wanna use that as a as a template or at a guide for creating their own? I'm I may be able to to wrinkle something out that lead that with me. I know I've got a few things that I can share. Let me I could probably wrestle something out. Perfect. So again, folks, if you go to top dot m. forward slash fifty two, we'll have whatever. Scott is able to invent in the in the next month or so before the episode goes live, we'll have some great stuff up there for you. And I, I think that'll be really valuable because you know, that's that's probably the most a question that I always ask towards the end is, is you know what you want to know about other sales professionals. And I think that's it. It's like, well, what's the playbook? You know what? What? What are? What are you doing? How are you structuring they all the stuff that we tend to get into. I think just finding different examples of that being able to use different guys, being able to try different things. I think the miracle morning such a great example of that, right, like there's a routine. Like if you don't have your own morning routine, you want something to start with a good place to start. Right will it will end up that way and you're going to be doing exactly that for the next ten years? Probably not. You're going to customize it and go well, and that's a good transition. So you said in the beginning to you're doing AB testing, you're really iterating on this. What is that process of iterating for you? Yes. So the prosecutor ration-. So again, I'm huge proponent of technology. I live in die by a lot of the tools that I use for iterating on different Email templates. Cadences sequences of course, rely heavily on on outreach, but for me. You have to iterating on everything. Like, I just don't let myself sit still ever really like when I'm done back. Okay, here's personas. These are my ideal customer profile. I'm looking at that every every month at because I'm going to have new information that's gonna change that. So making sure that you're, you're always going back. I think it's super, super important, right? So for your persona is your ideal customer profiles, your actual cadences sequences, your mutual success plan? It's never, unfortunately a one in done thing at maybe not. Unfortunately, maybe fortunately keeps this game of sales, exciting as always new tech coming out for you to look at utilize and change the process for the better. Yeah. Great, great stuff. So Scott, is there a like particular sales philosophy that use ab- scribe to, you know, I know this all like the challenger Sandler and all those things. I wouldn't say that I subscribe to any particular one of those exposed to a lot of them at. So I think I've been lucky enough to tease what I want out of each one. If I could describe it in like one floss of you who would be consultation sailing. I think that's the the best approach that that I found, and that is essential, essentially looking at yourself as a consultant rather than a sales rep and become so much of an expert that in your given field that just by talking to a prospect, they are getting value from their interaction with you and through doing so they are going to be drawn to buy your product and service, not only four, the practice service, but also so they can use you as a as a tool as well. That's fantastic. And then what about your style in sort of that consultation sales approach? How would you describe that? My style. Okay. I think most people we all can see yourselves low different than most people do. Right. But if I was going to say like my old employed, people that have worked for me, people have worked four. I think that they would say my styles laid back, I'm laid back guy, but with one caveat I have complete and one hundred percent ownership over everything that I do. You know anything. I'm gonna put my name behind anything that I'm going to do. I'm going to own it and make it my own and take a very much entrepreneurial approach to everything that I do. And sometimes that has to be interpreted aerial, you know, when you're working at organizations, but I think this idea of complete one hundred percent ownership can take you take you far and it's something that I've always prescribed to. Well, I think that's such a great skill set and really required and the size and scale of of. Sales hacker pre outreach, right, win. When you're the guy so many things. You won't have a sales enablement and sales operation is in the tons of marketing resources and all this other stuff like you have got to figure out all of this stuff and to your point at the end of the day, you have to kind of own it all, you're responsible for those results. There's no excuses, totally. And even if you're in a large organization, I've been part of bigger organizations as well, and you may have to be a little bit more political in in your dealings with and what you're doing. Right? You can't just go and step on a bunch of people's toes, but if you need something done, you know, build out the business case so that there's no other answer, but yes, to get hit done, put the time in the thought and effort into it, build it out and get what you need to be successful in in your job. Yeah. Fantastic. Now, what about the motivation side of things? What drives all of this for you? This is d question. This is this is could be a whole other podcast. I think. But for me, I think what what drives me when I can break it down is is happiness ride. Like I'm I'm constantly checking in with myself to see how am Howard feeling. And for me, happiness comes up a lot of times from chief -ment achievement in, you know, in career-wise achievement in my relationships that have with other people monetary, you know, lots of different ways to look at it, but I'm literally everyday in and out, you know, checking myself to see how I'm feeling and if something feels off, I, I wanna know why. And I think my gut check of when Mike, okay, not feeling that motivated today, but let strip it down and look at my my life when my accomplishments through the eyes of might my eight year old self, I will literally do this exercise. In the light decay would my eight year old self be happy with a the person I am at the decisions I'm making and what I've accomplished to date act. It's a really good way to give yourself some perspective and if I'm answering yes to that question. Well, I know I'm on the right track and it will usually be motivation to go make that eight year old self even more proud. That's a pretty fascinating process, and I bet you could do the same thing. Flip it over and think about it from the perspective of your eighty year old self. I was just reading an article before we jumped on about Reid Hoffman, and they say, when you get to the end of life, you tend to focus on the regrets. So I think there's that opportunity to look back and go, okay. At this point, like right now, would I regret what I'm doing or or more likely not doing in this period that's going to impact eight year old Scott when I can. Eight year olds because at a place to both of us. Yeah, I think you can look at it both ways, whether you're very young, very old, just gives you a new perspective to look at your problem that's coming out for your y, your lack of motivation has there and kinda kicks you into two hyg you. Yeah. Now these next couple of questions I'm particularly interested in your perspective because I think you maybe have more exposure than the average bear to kind of what sales is and what sales is doing. So is there something you believe that the average sales professional would think is crazy yet? I think so. So I would say I put a huge huge onus on content creation and content creation in this day in this day that we live in is so so unbelievably important. Again, it goes back to the whole, establishing yourself as an expert and creating content and putting it on social and putting it out there allow. As you to do this on mass and at scale also build report at mass and on scale. These are all things that we know as sales professionals are crucial to us being successful in our one to one in directions to get deals done. But I think we live in a world now where you can do this on mass which is unbelievably powerful. And I don't think enough sales reps are taking this side seriously, any few do because not that many are at you can establish yourself very quickly so that that's one thing I think creating content and looking at yourself as a bit of a marketer as well. Someone marketing yourself in your your skill set. I think we've we've gone away from this. You know, kind of economy that was k- what did you do in the past and then show people resume and stuff. We've gone away from that and we're now in a place where it's like show me today, like show me what's going on at in your. Your world show me still know what's up, and that's what content allows you to do. That's that's awesome. I mean, certainly I subscribed to that with some of the content that I create. But I think there's a couple of fascinating things that are that are happening now in and we can eat even look at some of the things that I'm doing just as a bit of a case study. So James Carberry who runs the BB growth show. They're thinking about this and he's got a kind of a BB podcast. Age is awesome. James, we'll and he's, he's sort of creating this idea they're looking at, can we create a category in the category? They wanna create is content based networking, and I sent him an Email, Mike do this is what I do. If you look in the podcast, if you look at the book. I mean the book is such a fascinating example here we are a week away from publishing three hundred two page book. I started this project five months ago with with no with zero words written. Didn't know what the title was. Didn't. Know what this was going to be a wrote. I, I wrote, I don't know what the word is. I need to use for what I did because I only wrote seven percent of the wrote this tiny amount of what ended up being close to eighty thousand words, but the relationships that got built from all of that. And hopefully that the way that I'm able to we, it's not just I right at this point. There's nineteen others involved in this in this project. In addition to all the other folks that it takes a village to pull this thing together. We are trying to contribute and give back to the sales ecosystem because we've certainly gotten a lot out of it. It doesn't have to be something that you do feel like I'm like the Tom Sawyer of content creation, right? I do a lot of it, but very little of it is original. I just ask questions totally, absolutely. And that's the thing I think so. So daunting and so crazy. But like think of, you know, we've had this conversation now we've, you know, hour and a half. Conversation to get there like our bond is going to be the strong nab. You know, we get to know each other little bit. You know something about me. I know some things about you if you're ever going to approach me and ask me to make an intro or something that's that's an OBE Rainer to me. Right. So it's just about getting in front and having connections, and you can do that through through content school? Yeah, willing in a lot of people don't know. I'm doing the exact same thing in my day to day, right where I work with marketers, I have another show. I've been running for two years called inspired marketing and saying, it's a level, right? We're fifty episodes into that. And I've talked to live Novo and Dell and op the United health group, and the Chicago Bears all these folks and many of them have become clients because of the relationship that just comes out of that. Because again, that whole thing, this whole thing isn't about me. It's all about you. It's all about them, and I think those opportunities are are so so fantastic and important. And there's there's no shortage of. Opportunities to sort of create those those types of situations and those types of relationships. So Scott, what about the flip side? Is there something you believe that the average sales professional? What think is crazy? I would say, might get some heat from this from the sales managers out there the, but something I don't really subscribe to do put your head down. Do what you're told follow the process in grinded out. You know, maybe you're very lucky and you work for the, you know, the small percentage like five percent or so of sales processes out there that are perfect in their, they're cutting edge. They're doing everything right, and that's awesome. But I think there's always room for improvement, and I think you should always be looking at ways you can do things better, happy tactful with how you approach your manager or trying to implement any changes, but. Again, going back to complete ownership like maybe you have a great process, but you don't think you can make it like one percent better magic. You can make a one percent better every single day at by making small tweaks and just do it to your own own process and reap the benefits invest in your own tech. They used to buy my own licenses to things and would it would help me give me that edge need it? Yeah, will thank you for saying that because I skipped over the question that is kind of the key tools and apps like what? What is the Scott seal stack in in your world? What what's working the best for you today? Yeah, so we have a lot of partners sales Akers. This question might get in trouble. So he's so many sales tech tools. I love outreach. I don't think I could do my job without outreach. I do love them. I love the whole category really just like, I think it's gonna blow up. I think every sales org, you know, we'll have a sales engagement tool in the next even two years. So some sort of sales engagement tool I personally got reach. You need a data tool. My personal favorite is info, so you need to plug that in sales navigator, you're out there in your sales professional, doesn't us sales navigator at your five years behind you need to see Aram, of course, sales forces the the obvious choice. I like gone as well. Kong's pretty cool. Any sort of conversational intelligence to? I think something unique. We haven't seen too much of yet. I think it's going to evolve and grow into something really, really cool other tools of the top head. I like just slack. I couldn't really do like business operations in get in touch with other parts of the organ. Position with without slack. What else is my day today? Go through my computers if a missing anything here. But I, I love video art as well as cool, like video messaging tool. I implemented that pass roles and saw a lot of success zoom obviously for communication. But yeah, those are. Those are few get stuff. Any anything on your phone that we missed? Let me see here. Yeah, also like a chat to elect drifter Intercon. I got that straight to my phone as well. Those are I think, quickly becoming table stakes as well. Beautiful, Scott. Let's talk about that. This is kind of the soapbox just pure advice giving section. So I like to look at this for from two angles. The first is what advice would you give to somebody that's just starting out in their sales career today? So just the soapbox. So I would say I would challenge you to consume more industry specific content. He got it become an expert. You ought to be an expert at sales just yet. 'cause you're just starting out but become an expert in your field specially if you plan to be there long term, I think you should strategically think about that. So consume that content, right. It's kind of like the more you input the more you digest the better words and writing. That's gonna come out of your mouth. And I love high said that so unbelievably not eloquently. I kind of wasn't helping my point, but you know, the better information you put in the veteran formation that it's gonna come up essentially. So do that start building your personal brand, you know, your new. That's okay. There's other people that are new, just commiserate the challenges share your learnings. And you know, again, it'll go go far and then third start documenting your process now. So document your journey from being, you know, entry level up until you take over the world star, documenting that process. So you can look back and you know, change in immoderate processing can see when you look back. What worked, what didn't hindsight's? Twenty twenty. That's fantastic. And that's great for me. So when you get to be Boyne five or ten years later in your number one in some great role and you have to come onto the sales success stories podcast will be so much easier to tell that story because he will have written it all down. No doubt. So what about for somebody that is there further into their career? And you can take this from whichever angle you want either. They're, they're at a point that they're struggling or maybe they're doing okay, but they're, they're middle of the Pat. They're not at the top and they want to be at the top. What advice would you give to them? So I gave this advice sometimes in a mentor mentor relationship, you get to give advice the other way. So I gave us it the other way the other day and it was stop focusing on the next step is going to sound counter intuitive, but stop focusing on the next step and stop focusing on being number one and bring it back to what either. Got you to number one in the first place or when you're feeling good in in in the zone and nine times out of ten. I find that when people are in that zone because they're focused on learning and they're focused on being the best version of themselves by you. Learning and honing their craft and perfecting their craft, and it's easy once you get to the top to kinda think you, you have everything figured out and you know everything and like, oh, why am I not seeing the results I want to? I'm doing what have always done. Stop folks on the next step. Start focusing on learning again because there's always more to learn. That is good stuff. Awesome. What would you wanna know about the top sellers and other organizations? Scott, I would want to know you know what? I'm always curious to know what what's the next channel people think is coming? You know, we've got Email we've got so so we've got the good old phone can arguably put Chattan. There could maybe put video in. They're always interested in people like, you know, try new channels because I think anytime a channel opens up in sales, if you're one of the first people on that channel, you can have a lot of success. Desk quickly because it's not saturated yet. Right? People started using Twitter and then that work then got saturated there. Hey, that's what makes me the most curious, because I've seen the success you can have if you're one of the early adopters in in these channels. So SMS people are using SMS now intact aways now, of course prospect prospecting, but I would try and pick their brains because I would argue that the top one percent at organizations, maybe some of them have opened up any channel or using channel more effectively in that's giving them an edge love that end. I mean one, I think it's just a great question. Right? It's it's something to be asking yourself as well. I mean, what do you think? Yes, I've got a lot of this is kind of what I think consumes me. 'cause I know the edge it can give. I think I think SMS is gonna play a role. And then I think we're gonna see the evolution of video in a big way where like we're not going to have to. Necessarily like set up this form Alexia meetings. Some people linked like, I think he'll be able to get like on demand video. I think people just crave the the human touch again, so to speak. I think video allows you to do that. So I think that overlaid with kind of this SMS we can get answers quick. You can get results quick kind of the anti human. So it's kind of the two ways that people communicate right is like straightforward. And then a k. I wanna human approach to, I think we're gonna see the evolution of video and mixed in with more this instant chat. SMS gonna deal Kef fascinating stuff will we have had a pretty incredible conversation. I'm really excited to see especially what you're able to put together from a sales playbook success plan standpoint for us, but I always try and end on something action what we've talked about a lot of stuff. But now as we ramp up, it'll be two weeks before the person listening to this will be able to download the next interview. I do. What would you challenge them to do in in this period to improve themselves in approve their results? Yes. So miss out, you know, reiterating myself too much, you know, I would say you're gonna have to. Summarize it consume the content. And I mentioned this before, so might be redundant, but consume more industry specific content from your personas industry, start building your brand, how you can do that. You have to reinvent the wheel, digestion article posted on linked in with your thoughts about it. Ask a question to get some comments going start building that and then start documenting your sales process. Easy. I love it Scott. This has been awesome. Thank you for taking the time with me today and helping us all group Scott. Thank you so much. That was that was a lot of fun. Listening to the sales success stories podcast to be sure you never miss an episode and for an invitation to our sales success community powered by fluid, subscribe to our newsletter at top one dot FM.
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