Episode Transcript
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The whole point of making a cold
call, sending a called the email,
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doing out the whole point is to
start conversations and if we can focus more
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on getting the person to reply to
an email or get them to talk to
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us, so we can get past
the first thirty seconds of a cold call,
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there's less pressure on you. As
a wrap. You were listening to
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be to be revenue acceleration, a
podcast dedicated to helping software executive stay on
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the cutting edge of sales and marketing
in their industry. Let's get into the
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show. Hi, welcome to be
to be a revenue acceleration. My name
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is Ohayamoutier and I'm here today with
Jason Bay, Chief Prospecting Officer, at
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least full prospecting. I was it
going today? Jason? Right, it's
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going good. Man. We were
talking about beer before this, so you
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got me like. I'm ready for
it, Dude. It's a Friday for
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the people listening to us is it's
five pm for me in London. It's
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nine am from Jason, I believe
on the West Coast. And Yeah,
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we just were just speaking about bills, because this is what you've got to
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do on Friday. We walk five
days so it's to get a few bars
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on Friday. I guess that's the
D W T right exactly. Ye Have
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you grind all a week to get
to that Friday and just shut it off.
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Hopefully, if you're listening to see, you get a chance to shut
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it off over the weekend. And
as I was saying to you, Jason,
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actually I came across just through a
pot get. There was reasoning and
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I think you did that less show
with John Burrows and you five. The
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first time I listen to your voice
I was having a few girls myself on
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Holy Day, relaxing on my son
bed, listening to you and John Kicking
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some great stuff around, cool cutting
and says and be DAS and stuff.
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I think. Well, we were
thinking around bills. The next thing we
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beetween if if we need to make
sure it's somewhere other is bills. Absolutely
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so today we'll speak about the Turpy
at I you know you absolutely love,
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which is cool. Cool. Why
do people ate them? But before we
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get into the topic and get into
the conversation, would you mind, Jason,
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telling us a little bit more about
shall self and the company you represent,
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place food prospecting. Yeah, so
the way that I got into sales
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was two thousand and eight. I
was a freshman. We call it college
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here, you guys call it university, and I was going to be a
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friends of scientist. That's what I
wanted to do, is work, and
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I laughed getting the law enforcement that
sort of thing. And I sort of
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got into sales accidentally, like most
people do. And I work for a
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company where they teach university students how
to run a house painting business. And
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what I didn't know in that job
is that when I started that I would
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be going door to door. So
I my first sales experience was going door
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to door. The average paint job
was around three to five thousand dollars us,
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so is a decent purchase. But
I hired a bunch of my friends
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to go out and go like door
knocking for me right and I learned a
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lot of really interesting things during that
time that I think really applied a to
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business, to business as well,
and one of them was I thought that
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if I focused on the houses that
needed painting that I was going to have
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a lot of success in those neighborhoods
of eight or nine out of every ten
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houses had peeling pain on it.
But what I found out is that just
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because someone needs something doesn't mean that
they want it or can afford it,
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you know, which I think is
a really important lesson and B to be
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because we have so much more data
right we can research a company, look
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at the people and just because someone
needs your product or service doesn't mean that
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they want it or have budget for
it, you know. So we got
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to be a little more we can
get into that a little bit more,
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I guess, intentional about how we
target those companies. The other thing that
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I learned to this is another really
important lesson, especially for cold calling,
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is that when I would talk to
people at the door and it'd say hey,
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Ray, you know thice to meet
you me. I love to like
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paint your house. You were painting
a bunch of houses is summer. No
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one was interested in talking to me
about that. But if instead I focused
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on the free estimate and the peeling
paint that I noticed up on the face
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ship boards up there, people were
a lot more receptive to talking to me
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when they didn't feel like I was
trying to sell them the very first time
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that I meet them again. How
does that relate to be to be well,
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a lot of times when we're cold
calling. What makes it really tough
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is if we start talking about our
product or service. That's a sales conversation
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and we have to separate those two. Prospecting the whole point of making a
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cold call, sending our cold email, doing outbound, the whole point is
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to start conversations and if we can
focus more on getting the person to reply
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to an email or get them to
talk to us so we can get past
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the first thirty seconds of a cold
call, there's less pressure on you as
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a wrap because you're just trying to
get the other person to talk. If
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they don't get into a conversation with
either, are never going to take a
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meeting right. So I learned that
as a nineteen year old kid with braces.
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They are selling house spinning services.
In the way I got into what
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we do. It post for prospecting
was in two thousand and thirteen. I
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left that company. I work with
him for a long time as a sales
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manager of EP of sales and then
spend some time in their marketing department.
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I really wanted to help other companies
figure out this outbound thing and formerly with
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possible prospect and we've been in business
two thousand and seventeen working with professional services
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companies and SASS companies, helping them
kind of remove the sack from outbound by
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doing it in a more customer centric
way. That makes sense that. I
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love the fact that you started by
don't to doll selling. This is what
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got me started in the space.
I mean I was technically over qualified to
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be Bediz. Yeah, got me
engineering degree and then I went to a
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business school, but I was sent
to England to learn English by your company
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that that was working for in Paris, and then the units that I was
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working for, God moved some of
the places in the world, so I
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couldn't not go back for that job. So I was kind of free and
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I was reading a lot of biography
of super successful people, like CEOS and
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stuff like that. But then,
and most of them said, look Dall
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to door selling, Tailey marketing,
recruitment, like, if you start your
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Cara in that, enjoy it and
are good at it, that's what made
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us the Seeo that that makes some
that that makes people. So I just
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look to myself, you know what, I'm just going to do that for
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six months, like military service.
I want to do it like a good
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can see if I'm good at it. See from joy, get that experience,
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also working in the U K and
stuff like that, and yeah,
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I am now. I do appreciate
what you are saying about foster of WHO
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getting into it. You get into
it without too much training and, particularly
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when I started at young get much
training. In fact, Linkedin was not
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really even the source back then.
You had to go through the euro pages
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and stuff. But then you find
no way and every single thing you find
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something that works. It's like when
you play offer you are not really good,
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you just remember the good shot and
that's what makes you come back the
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next day. You just that.
There is a sort of rush every single
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time you find a new strategy on
new tactic and the dough to do I
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think is great. But anyway,
let's go into the conversation. But I
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love your background. So coldcutting is
a bit of a dirty town right.
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Nobody likes to speak about it,
but I personally believe, and I think
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you know I was reading some of
the report from the bridge group, they
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would bag that up and we know
it's probably one of the most efficient way
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to create pipeline. must more efficient
than email. Of course there is lots
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of us. Are Techniques like events
and intent marketing and your website and lots
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of great stuff, but I would
like to get your sorts on cold cutting
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is an effective way to drive pipeline? Yeah, absolutely. The data speaks
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for itself. I Love Bridge Group
and all the stuff that they do,
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but I think you get a step
back and think about a couple things in
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terms of so I call this prospecting
narcissism. Right, you brought this up
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where we talked about our products or
service, and that's really a symptom of
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the approach being about what we want
from the prospect as sales people. And
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when we approach it that way,
we don't think about what the exper dances
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like on the receiving end of a
call, of an email, etc.
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So what we need to think about
is how, what experience are we creating
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for the person on the receiving end
of this? So if we were thinking
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user experience, the same thing that
a product team would think about when they
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create outreach or sales loft or HBO
or an Apple Product Whatever. They put
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themselves in the shoes of the people
using it. So if you put yourselves
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in the shoes of the prospect,
what do we know about People's communication preferences.
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Well, some people like emails,
some people like phones, some people
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like social some people like to text. You don't know what that is for
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your buyer. So if you only
rely on email, which that would work
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on me, by the way,
I'm not going to ever pick up a
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cold call. I just don't.
I don't have time for it. I
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have my phone is on, do
not disturb most of the day. I
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don't want that inbound kind of stuff. But you know what, a lot
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of people would much prefer a phone
call. They're like, it's way quicker
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for them. That's if they don't
know what those preferences are. So that's
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that's really the big reason for the
phone is you're eating people in a channel
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that they might prefer. The other
thing, too, is, and what
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that bridge group study found, in
a lot of other very similar studies find,
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is that any prospect you talk to
these days, ask him how many
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cold calls that they get versus how
many cold emails, and it's literally the
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ratio is like hundreds of cold emails
to maybe a few half a dozen calls.
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People are not picking up the phone
right now because they see studies.
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Ray Are they not studies. They
see influencers on linkedin post stuff like cold
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callings at so sells. People like, Oh, maybe I shouldn't call people
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anymore. Oh, you know,
they said not to call on Mondays or
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Fridays because people are busy on Mondays
and Fridays. You know, they're getting
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ready to drink beers or whatever right
so people don't call. The man is
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in Fridays and you it's Friday right
now, at nine o'clock in the morning,
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twelve pm eastern time, and I
have students in our outpound squad that
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they make cold calls on Friday afternoons
and that's when they get most of their
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meetings because no one's calling people.
That's what you got to think about is
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let's look at what the data says, and that's let's also try to do
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what other reps are not doing.
Reps are not calling, they're not calling
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on Mondays and Fridays, they're not
calling people first thing in the morning.
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Do the things that people aren't doing. I hundred person love what you just
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said. As a rat myself,
I've always been before. I kind of
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more responsibilities. When I had less
responsibilities, I used to leave everything to
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the last minutes. I'm going on
a trip to bally for three weeks.
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I'M gonna pack my bike literally salty
news before the plane. I'll just like
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that kind of don't care. I
do it. And Friday was my best
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prospecting day, or my friends.
In fact I was in the UK.
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So people would go to the pub
at lunch time. They won't come back
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until two or three, and of
course that a few be also, everybody
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goes reporting in the afternoon. Right
I'm reporting two clients have got courdes you
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want to go hunting when no one
else is ending. And also, I
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think the prospect probably don't want to
speak to you too much between, as
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you said, during the day because, let's say you've got your student squad
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that you've got to deal with.
So from nine am you speaking to me
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right now? Someone trying to call
you won't get you. You are busy.
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You know your time between nine to
twelve is busy. Your time between
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twelve one thirty is your lunch time. So you made with at your desk
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or you may catch up. May
still been meeting and every or up until
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the red the end of the day, you should be in meetings. If
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you are an exact right, exact. Are Not just waiting for the foot
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to ring down. That sells people. Okay, so you've got to catch
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them when they are at that their
desk, but not with someone on a
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video conference or someone in front of
them. And that's early in the morning,
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later in the day, it's Friday
afternoon, it could be Sunday,
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you know, sending a few emails
on Sunday evening. Just catch training to
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get a response from people, because
you won't call them on the mobile ONS
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and deys. It's too keen,
I guess, but I think we've seen
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so many as d are focusing the
prospecting time during those hours. There was
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a book called the fanatical prospective.
He was speaking about the golden hours.
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Right, you've got to pick your
golden hours, get prepared for them,
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prepare your list, prepare your stuff
and go boom boom, boom, boom
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boom during those golden hours. A
hundred percent agree with you, and also
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on the medium, I think you
are right. I'm a fun person.
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You send me an email, I
don't really want to read it, but
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if you call me, and it's
maybe because of my industry and what I
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do, I will always give you
a chance if it's a recruit or calling
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me and say hey, I want
to do your recruitment. I'm already equipped.
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So how do you think you are
different? Give me the stories and
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what you think you are different from
what they already having place. Will tell
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me to stripping that under being property. And you know what, most of
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the time is then giving up on
me, not me giving up on running.
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If they don't know what you're saying, they don't know what to say
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because they've not sought about me before
cutting me. So that's why I would
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like to get you maybe with the
next question, do you think, because
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I think I think that's one important
thing. you open a cool email or
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you can of GEF time to a
cool, cool for Real Evans. Right.
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So how would do you get the
rid Evans quickly? I would you
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get to it's in the best possible
ways, so then people can give you
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is all response of a bit of
that time. Yeah, there's a couple
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ways you can think about this and
I like to look at things in framework.
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So if we kind of step back
a little bit, let's talk about
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why it's important to be relevant.
In the first way, I chunk the
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cold call together as you have your
intro. That's the first part of the
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call. It's the first thirty seconds. The only goal of that is to
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get to the next part, which
is the hook. The Hook could be
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one to five minutes long. This
is where you get to ask maybe two
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or three questions. You get to
figure out if it makes sense to do
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the next stage close and to get
a meeting so and then intro. What
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you need to do is get the
person's attention and get them like leaning in
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so that you can ask them questions
and get a conversation started. The hardest
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part with a cold call is getting
like momentum, and momentum in the call
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dies when someone like you asked a
question and they don't know the answer to
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her they weren't prepared to answer it, or the person gives an objection.
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Like you want to increase the momentum, and the way that you do that
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is by adding something relevant. There's
a lot of different flavors of relevant events,
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so I think we should talk about
that. So I work with a
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company. I can't mention the specific
name of the company, but what they
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do is they help provide automated welding
solutions for large manufacturers. So what's going
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on with manufacturers right now? We
could look on a really, really high
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level and we could say there's a
huge labor shortage right now. So the
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American Welding Society came out with this
big piece on the demand for welders is
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growing by four percent every year,
but the supply of welders is decreasing by
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seven percent. So there's this huge
gap and all these companies are really worried
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three, five, ten years from
now, how are they going to find
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qualified people for these positions when there
are fewer and fewer and fewer of them
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and it's taking longer to hire?
That's something that's going to be relevant for
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every manufacturer. So we have stuff
that's like more industry related, that's very
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up in the clouds, and then
we can also zoom in and look at
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stuff that's very specific for that company. They're hiring welders interesting they create products
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that we could help them automate that
traditionally they might have a tough time automating.
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So when I go to actually cold
call, I want to mention some
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of that stuff in the intro and
there's a couple different ways that you can
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do that. About but I'm a
really big fan of removing the surprise,
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introducing myself, doing a quick permission
based opener and then telling them the reason
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for my call. So Hey,
Ray Jason, with postful prospecting here.
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I know I probably catch in the
middle of something, but I did some
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research. I notice you're hiring welders
right now and I wanted to ask you
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something about that. Do you get
a minute for me to tell you the
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reason why I'm calling? You can
let me if you want to keep chatting.
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So very upfront, contract sandler.
You know kind of say I love
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permission based openers and I can drop
something that's relevant and that it's going to
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grab your attention. You're hiring waders. Oh cool, that's going to be
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something the VP of operations their personas
thinking about. Nine Times out of ten,
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if you do this properly, a
person says yeah, go ahead.
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What do you got are they might
ask you a question. If they're like
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you read, they might be like
okay, well, how can you help
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me with that? I would actually
did you ask your question first and come
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to see what you've got to say? I think it's two thing that I
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want to pick up from what you
just say so. First of all,
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when I was doing the job,
I was probably not choosing the permission days
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open. Now you know I would
just go straight because my way of doing
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was if I picked someone, I
would convince myself I would be like a
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like a boxer, like an MMA
guy. If, if I'm going on
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McGregor, I may, you made. They don't want to be in right
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now because he's losing all these fight, let's say, blows, fights are
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out, or you guys, you
lost five out of six and cricket to
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break his glams as well. Pull
a guy by still making a lot of
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money, much more than you,
and I know that's friend, but let's
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tell you, you are a fight
all right. I would always preple myself
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for the fight. I would look
at the prospect. I will research the
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person down, try to see if
I gon Gondall in team. Do they
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like a specific football team or you
know? But I will not try to
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be boring. You know, you
don't get people and say, Hey,
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you've been to such a such a
university or a yeah, I don't that
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you support the team of you seeing
what they've done at the weekend. But
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I will try to get an element
of making myself hundred percent show that if
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I grub that day on the foot
lady, on the food, I've got
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something of values deliv on them.
I know it's some value and if they
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don't listen to me or you won't
say yes to me, is kind of
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dollous. That's kind of how I
was pretty much to it right. And
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you think about permission based, so
tell me a bit more about how do
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you see permission based working well for
you? Way Do you think it's walking
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better? Yeah, and if someone
is listening to this and they don't use
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a permission based opener, it works
fine for them. I'm all for that
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too. I'm all for what works. The reason why I like the permission
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based openers for two reasons. One, it allows the prospect to opt in.
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It's a bit of a pattern and
interrupting that. They're not used to
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usually hearing that. Most of the
time what I'll get is like yeah,
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sure, go ahead, or hey, never heard that one before, right,
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depending on the industry that you call. The second thing it kind of
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gives you a bit of a mental
break as a wrap and gives you a
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bit of a mental one where the
person's like yeah, go ahead, they're
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giving you the stage. They're saying
yeah, tell me why you're calling.
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I know that I got their attention
for another ten or fifteen seconds. So
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nine times out of ten no one
when I make calls. I can't remember
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the last time someone said now to
that, but nine times out of ten
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you should have a ninety percent effective
rate with the person saying yeah, go
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ahead. And I guess once you
ask the first question, then you can
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pretty much go into the nicks scenario
when you've got your first on. So
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you can you can rule out to
a bit more spasy thing else us,
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you know, grow casting something a
little bit larger if you are just to
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go first. So that makes sense. Next question for you. Jason is
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wrong. Read Evans, I think. I love what you've got to say
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about the manufacturing industry in what you're
doing for your clients. That that's brilliant.
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But obviously you guys are smart and
do that for leading. Okay,
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for the SDLS that are listening to
us right. So you are, is
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honest. The other work for outreach
all sends false all service now and a
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manual lacky. You've got yourselves playbook. You've got lots of supports. You've
306
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got lots of content, lots of
training, people, support and stuff.
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or You could be honesty in the
boots truck company, you know, pre
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Serri a, or sorry a,
figuring out the stuff, figuring out the
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ICP. If you honest, DA, what are the resources you can get
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or you can get to to become
relevant? I would you go about being
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relevant. If you don't have the
support of someone like you or a bus
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at well, that can give you
a little bit. You know, if
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you are a new guys, a
new functioning the company, well, do
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you get it? In Food,
the Internet? It's all over the place
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for free, most of it.
So the welding stuff, that was a
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third party called the American Welding Society. That's not a resource that my client
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created. That's just out there in
in the as you know, in the
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Internet, free for them to grab. So what I would think about is,
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and again, the relevance that you
can add a stuff that's more bigger
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industry related, and then you also
want to find stuff specific to them too.
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So what you want to think about
is a couple of things. So,
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if we're making it relevant for the
prospect I want to look at three
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kind of main pockets. What do
they educate their customers about? This is
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more of a BDB thing if you're
reaching out to a be tob business versus
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a B Toc consumer. So what
do they educate their customers about? What
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do they brag about? So what
are the accomplishments on their website? What
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do they really like? So if
we're using another company I work with sells
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the CIM solution into higher education.
So they sell into universities and colleges and
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trade schools and that sort of stuff. Well, the CRM will help them
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provide a better experience to the students
that want to go to their university.
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So what are these universities Brag about? How awesome their programs are, how
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successful their students are after they graduate. Their sharing stories like that, right.
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So what do they brag about?
Those are things that I can loop
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in, right. And then the
other thing that you want to think about
335
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is where the investing? So that's
the hiring, that's the new product lines,
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00:19:51.049 --> 00:19:53.640
the new service lines, that the
things that mergers acquisitions, all of
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00:19:53.759 --> 00:19:57.000
that kind of stuff. All of
that's available to you as a Rep.
338
00:19:57.079 --> 00:20:00.480
you just need to figure out what
are the three to five things that I
339
00:20:00.519 --> 00:20:04.480
find most common and the companies that
are reach out to. So if you
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take ten sample accounts, this will
take a little bit longer when you do
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this the first time, but try
to find the three to five things that
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you'll find that you find it every
single account. Is it people that are
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hiring? Is it they're posting about
students doing something really well? Is it
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that you sell a solution that helps
with customer support and you look to see
345
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if they have chat on their website
or not? Whatever it is, this
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is how you do personalization or relevance
at scale. Find the patterns, so
347
00:20:32.900 --> 00:20:34.890
you could look for the same exact
things every time. That's how you get
348
00:20:34.930 --> 00:20:38.329
the kind of stuff that's like specific
to the company. To get the stuff
349
00:20:38.329 --> 00:20:42.369
that's more up here, the industry
type stuff, what I would look for
350
00:20:42.730 --> 00:20:48.009
is a couple things. So get
on Google and look for top podcast in
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00:20:48.130 --> 00:20:53.240
Sary, top conferences, publications,
trade shows. Look specifically with conferences,
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00:20:53.319 --> 00:20:56.720
a really good one to look at
the speaker list. Who are the influencers
353
00:20:57.200 --> 00:21:00.880
in that industry that are putting out
the content? Bridge Group is an example
354
00:21:00.960 --> 00:21:06.829
of that. Bridge Group is an
influential company in our industry that people they
355
00:21:06.910 --> 00:21:11.069
compete against use their data. Like
I've competed against them ideals before. I
356
00:21:11.269 --> 00:21:14.069
use their data when I sell,
though. kind of cool for them,
357
00:21:14.150 --> 00:21:17.470
right. It's branding for them.
But like there that resort, those resources
358
00:21:17.589 --> 00:21:21.779
all over the place. So even
if your company has zero content, you
359
00:21:21.940 --> 00:21:23.900
can still go find the stuff.
It's all out there for up for graps.
360
00:21:25.259 --> 00:21:27.819
I think it's from myself and the
do all do it again back in
361
00:21:27.900 --> 00:21:32.500
the day. I've found the account
manager that that was walking with you.
362
00:21:32.619 --> 00:21:34.730
Sets. People are being very useful
as well. You know, sometimes you
363
00:21:34.809 --> 00:21:37.809
get trained by some of them,
maybe like a Product Marketing Pussa. No,
364
00:21:38.250 --> 00:21:41.289
basically someone neve all sort of stuff
before, but they tell you ought
365
00:21:41.329 --> 00:21:44.769
to say it right and then you
still speaking with the set. As guy
366
00:21:44.849 --> 00:21:47.920
say you know what you got out
of do a bowl with it. You
367
00:21:48.000 --> 00:21:51.400
know, Ryo city a bit Fazzo
and try to go stree point. You
368
00:21:51.440 --> 00:21:55.079
know it's no point using the stuff
is crap. What you've got to do
369
00:21:55.359 --> 00:21:57.720
is this is the really sue.
We sort of that issue. Is the
370
00:21:57.720 --> 00:22:02.750
usual that the guys wants to solve
in the in Hcube, but quite frankly,
371
00:22:03.269 --> 00:22:06.349
that's really what people care about and
I think they kind of give you
372
00:22:06.430 --> 00:22:10.750
that sort of pulse of what's opening
in the market and what people responds well
373
00:22:10.910 --> 00:22:12.910
too. And also sometimes, you
know, one of the feat don't we
374
00:22:12.990 --> 00:22:17.619
encourage our guys do is to use
prospect. You know prospect. I just
375
00:22:17.700 --> 00:22:21.259
close the down yours and I'm not
interested. It's what look, just please
376
00:22:21.259 --> 00:22:25.539
satisfy my intelligence. What is it
that you know what would have done better?
377
00:22:26.180 --> 00:22:27.380
And sometimes you know, you may
have one out of ten that actually
378
00:22:27.380 --> 00:22:32.529
give you the pointer. It happens
to us on a program where we are
379
00:22:32.609 --> 00:22:37.569
leading with artificial intelligence machine learning,
where the quick as a doing the stuff
380
00:22:37.569 --> 00:22:38.289
and blah blah, blah, blah, blah, blah, blah, Blah
381
00:22:38.289 --> 00:22:41.410
Blah, and what we are solving. Back then, what the solution was
382
00:22:41.490 --> 00:22:47.200
solving was using machine learning and at
artificial intelligence to make sense of lots of
383
00:22:47.279 --> 00:22:51.559
security labs so you can get to
resolution or cyber attack quicker. Okay,
384
00:22:51.960 --> 00:22:55.200
and one of the CIAS, or
chief information security officer, it was a
385
00:22:55.279 --> 00:22:59.029
prospective clients, said to one of
my guy was like look, I mean,
386
00:22:59.069 --> 00:23:02.109
I'm not going through anyone. I
think my peach is a kill pitch,
387
00:23:02.430 --> 00:23:04.910
but you days just get me like
and just know what's wrong. I
388
00:23:06.150 --> 00:23:08.829
spoke to ten people today. Is
it? Me? Tell me, and
389
00:23:08.869 --> 00:23:11.390
I think it was just having a
bad day that guy open up and say
390
00:23:11.470 --> 00:23:15.420
no, you just focus on the
wrong issue here. Right our problem is
391
00:23:15.500 --> 00:23:21.420
a shortage of security analy is coming
out of school. A good security analyst
392
00:23:21.700 --> 00:23:25.059
is someone that will be six months, nay months, in Your Business,
393
00:23:25.099 --> 00:23:27.529
a Prim we've got that within six
months get possed by someone else and then
394
00:23:27.609 --> 00:23:30.210
becaust. A lot of me to
bring a new one and there is a
395
00:23:30.250 --> 00:23:34.289
lot of turnover and it's just difficult
to have a full team. And yes,
396
00:23:34.369 --> 00:23:40.049
artificial intelligence and machine learning is brilliant, but we still need to have
397
00:23:40.170 --> 00:23:42.279
a human to make a final decision. And as the issue, we've got
398
00:23:42.319 --> 00:23:45.920
the issue. We've got some telling
enough of those people and the security althers
399
00:23:45.920 --> 00:23:48.839
are everywhere, but we don't deal
with them and all that sort of great
400
00:23:48.880 --> 00:23:52.759
stuff and we completely change the approach. And we spoke about the hi issue.
401
00:23:53.079 --> 00:23:56.470
And when you speak about the hi
issue and you start potentially with a
402
00:23:56.589 --> 00:24:00.670
with a permission based opener, and
you speak to a CIS or with not
403
00:24:00.990 --> 00:24:03.670
an ed of HS. Hey,
I want you to speak to you about
404
00:24:03.710 --> 00:24:07.190
recruitment. Do you have a minute
and there is one another right persons of
405
00:24:07.470 --> 00:24:11.099
recruitment in your function. And then
straight or you strike a cover like quest
406
00:24:11.099 --> 00:24:12.500
that they will you want and they
let you speak. And so where there
407
00:24:12.579 --> 00:24:15.579
is a short age, and by
the way, I've been on on selves,
408
00:24:15.619 --> 00:24:18.059
navigator, and I can see that
in your team you on the ton
409
00:24:18.140 --> 00:24:22.339
of of around thirty percent of the
over the last couple of years and I
410
00:24:22.420 --> 00:24:26.009
think that's got to be painful.
Also, looking at glass door in why
411
00:24:26.130 --> 00:24:27.930
you are based in Chicago, and
again see at the average price of those
412
00:24:27.970 --> 00:24:32.650
guys, around K dollars and another
to recruit. I will charge you twenty
413
00:24:32.809 --> 00:24:36.529
every time you find one. So
the cost of just changing those gays consistantly
414
00:24:37.130 --> 00:24:40.559
is super high. Our solution could
help you to retain these people for longer
415
00:24:40.599 --> 00:24:42.640
and remove that headache. You want
to speak about it and now we go
416
00:24:42.680 --> 00:24:47.920
about it and people like yes,
and literally we went from Zero Conversion to
417
00:24:48.079 --> 00:24:52.559
ninety percent conversion. So it's really
funny or relevance work. And sometimes you
418
00:24:52.599 --> 00:24:56.349
know a prospector tells you free still
clear what you should have done right,
419
00:24:56.390 --> 00:25:00.150
but because we don't ask them what
we are doing wrong and what we should
420
00:25:00.150 --> 00:25:03.269
do right, you never realize it. I love that story. So it's
421
00:25:03.309 --> 00:25:07.500
using your prospects for feedback. I
think as a str and bede are a
422
00:25:07.619 --> 00:25:11.180
lot of times with the companies I'm
working with right now, our account executives.
423
00:25:11.579 --> 00:25:15.299
So I'm working with the AEAS to
help them with prospecting. And you
424
00:25:15.420 --> 00:25:19.500
know it's really interesting, is because
they see the sales process and they do
425
00:25:19.660 --> 00:25:23.329
discovery. There are so many nuggets
like the one you just shared right now
426
00:25:23.410 --> 00:25:26.569
that would come out and discovery if
you did good discovery. And a lot
427
00:25:26.569 --> 00:25:32.170
of times what I see is this
barrier between a's in the STR team where
428
00:25:32.170 --> 00:25:37.000
they aren't sharing that information. Use
what you learn in the sales motion to
429
00:25:37.079 --> 00:25:40.119
inform the outbound motion, because you
get that stuff. And if you're an
430
00:25:40.200 --> 00:25:42.599
str video, get your a to
record the calls if they're not, so
431
00:25:42.720 --> 00:25:47.000
that you can listen to them.
Yeah, all of the informations right there.
432
00:25:47.440 --> 00:25:49.869
I think it's the it's often the
mee seeing Lincoln, and this is
433
00:25:49.910 --> 00:25:53.670
why lots of people struggle with the
account base campaign. Is that you know?
434
00:25:55.509 --> 00:25:57.990
So I can't bease. You the
information to flu there and you need
435
00:25:59.029 --> 00:26:02.230
to have that relationship and it's we
do encourage you all. Guys. I
436
00:26:02.269 --> 00:26:06.259
mean we I know it sounds a
bit cliche because everybody he wants funds,
437
00:26:06.339 --> 00:26:10.059
but you know what we say to
our videos. You know team and is
438
00:26:10.099 --> 00:26:11.099
the I know teams. We want
you, i. a, to be
439
00:26:11.180 --> 00:26:14.619
a fun we want them to be
a fund, not just like you wanted
440
00:26:14.660 --> 00:26:17.619
to be a fun of you right, if you're manager, can get an
441
00:26:17.619 --> 00:26:21.329
email from your a onceonone saying that
you're absolutely extraordinary, and then I sat
442
00:26:21.369 --> 00:26:23.210
to operatix. We with and issue
with you. Technically, well, we
443
00:26:23.289 --> 00:26:29.250
don't go that far, but if
you build that relationship, you know this
444
00:26:29.609 --> 00:26:33.200
is that's far life. You know, an a an as right mindset.
445
00:26:33.640 --> 00:26:38.200
That's got to good video. I
mean this is like having a rough diamon
446
00:26:38.319 --> 00:26:41.640
in your back pockets. You want
to share. Is that guy you want
447
00:26:41.640 --> 00:26:45.680
to you know it's you know,
a difficulty is for those giates to do
448
00:26:45.720 --> 00:26:49.470
the job. If you've done it
yourself and you want to empower them,
449
00:26:49.549 --> 00:26:52.390
you want to you want to make
sure that they are being no show,
450
00:26:52.470 --> 00:26:56.869
then often do. Relationship goes a
long way. So even in the future
451
00:26:56.869 --> 00:27:00.430
they could use this relationship for their
own development. Right. But coming back
452
00:27:00.460 --> 00:27:03.700
to cold cooling, because we can
get carried away I think you and I
453
00:27:03.700 --> 00:27:07.859
ask pasionate about all the tactics and
things and all that, and and I
454
00:27:07.980 --> 00:27:11.099
love the topic of Fred Events.
I think is we could probably have a
455
00:27:11.140 --> 00:27:15.259
whole conversation about that. But ways
that you feeled by your eight quid coding
456
00:27:15.700 --> 00:27:18.970
all have me there's a lot of
reasons. I think that, just like
457
00:27:18.089 --> 00:27:23.450
anything else that you're resistant to,
the involves other people. If the experience
458
00:27:23.569 --> 00:27:27.410
is not a good one for the
other person, you're gonna not like doing
459
00:27:27.529 --> 00:27:30.599
that right. So we've already kind
of addressed that part that we need to
460
00:27:30.680 --> 00:27:33.559
think about what the experience is like
for the prospect. I think the other
461
00:27:33.720 --> 00:27:38.279
part two is if we don't come
in with a talk track and a good
462
00:27:38.400 --> 00:27:42.519
plan of what we're going to talk
about and feel confident in that. That's
463
00:27:42.519 --> 00:27:45.750
where the other part of Paul reluctance
comes from, and I think you have
464
00:27:45.869 --> 00:27:49.309
to really sit in the mind of
the person that you're reaching out to.
465
00:27:51.269 --> 00:27:53.390
And a lot of people talk about
how hard it is to be rejected,
466
00:27:53.549 --> 00:28:00.140
but you know it's also really hard
for people is rejecting other people. I
467
00:28:00.140 --> 00:28:02.819
don't know about you, Ray,
I don't feel good rejecting other people.
468
00:28:02.859 --> 00:28:04.579
Doesn't feel good for me when someone
reaches out at and I have to tell
469
00:28:04.619 --> 00:28:07.660
them to stop reaching out to me. I don't like doing that. Doesn't
470
00:28:07.660 --> 00:28:11.539
make me feel good. In most
prospects are not psychopaths, so they don't
471
00:28:11.539 --> 00:28:15.210
like rejecting people either. So you
have to do this in a way where
472
00:28:15.210 --> 00:28:18.809
it's very easy for people to say
no to you. So you can't need
473
00:28:19.410 --> 00:28:23.009
the meeting. But it really comes
down to coming in and being prepped.
474
00:28:23.890 --> 00:28:26.680
So if you know that what you're
going to say. So one thing I
475
00:28:26.759 --> 00:28:30.759
want to add to that permission based
opener at the beginnings, when the person
476
00:28:30.799 --> 00:28:33.519
says yes, the very first thing
that you need to do. I'm a
477
00:28:33.599 --> 00:28:37.039
really big fan of dropping in priorities. So I drop in specifically what I'm
478
00:28:37.039 --> 00:28:41.910
hearing people like them focused on right
now. So I immediately make the conversation
479
00:28:41.950 --> 00:28:45.509
about you. Ray. So for
using that welding automation solution. It would
480
00:28:45.509 --> 00:28:48.670
sound something like this and we just
wor send this yesterday, so this might
481
00:28:48.750 --> 00:28:52.069
not be totally smooth yet. So
raised like yeah, totally, why you're
482
00:28:52.069 --> 00:28:53.470
reaching out. Well, Hey,
ry, like I said, I noticed
483
00:28:53.509 --> 00:28:57.500
that you're hiring welders right now and
when I talk to VP's of operations right
484
00:28:57.539 --> 00:29:00.779
now. They're telling me that they
want to accomplish a couple things. One
485
00:29:02.460 --> 00:29:06.299
is that they're hiring welders right now, but what's a really big issue in
486
00:29:06.380 --> 00:29:08.539
getting in the way of that is
the labor shortage. So they're having trouble
487
00:29:08.579 --> 00:29:15.089
keeping good qualified welders around and it's
taking months to fill those positions. To
488
00:29:15.569 --> 00:29:19.410
what we hear them talking about is
this focus around maximize us in efficiency of
489
00:29:19.529 --> 00:29:23.130
how they're handling automation right now.
So they're either in a position where they've
490
00:29:23.170 --> 00:29:27.039
tried automation and hasn't really worked,
or they're doing it but there's kind of
491
00:29:27.079 --> 00:29:33.440
these like high mix, low volume
products that they haven't been able to figure
492
00:29:33.440 --> 00:29:34.960
out how to automant. I'm really
curious which one of those two things is
493
00:29:36.000 --> 00:29:38.589
stop of mine for you right now. I've thrown in a lot of keywords.
494
00:29:38.670 --> 00:29:45.150
They're automation, Welder's labor shortage,
high mix, low volume. This
495
00:29:45.230 --> 00:29:48.950
is what they talked about a lot. This is in their language. No
496
00:29:48.150 --> 00:29:52.940
long ways use the Juggon and also
what I like, in which you just
497
00:29:52.099 --> 00:29:56.339
went through, is hey, this
is what I'm mirroring from those of people
498
00:29:56.460 --> 00:29:59.980
like you that I'm speaking with I
know, I mean that group. I'm
499
00:30:00.019 --> 00:30:02.980
part of your tribe, you know, and you mean the two of them
500
00:30:03.140 --> 00:30:06.420
like I'm speaking to lots of people
like you. So you can have a
501
00:30:06.460 --> 00:30:08.210
conversation with me. I need to
be make sure that you are good after
502
00:30:08.210 --> 00:30:11.009
El. So if they get going, you know you can, you can,
503
00:30:11.210 --> 00:30:14.690
you can follow the flow right,
and then you're right. Using these
504
00:30:14.769 --> 00:30:17.890
buzz words. This was that.
You know, every single time they drop,
505
00:30:18.089 --> 00:30:22.039
you know that you're scoring your point
the kinking. That's great, but
506
00:30:22.160 --> 00:30:25.240
again, you know it's coming to
the redevance is, how do you find
507
00:30:25.240 --> 00:30:27.400
that? You go and speak to
existing clients about that. You good,
508
00:30:27.839 --> 00:30:32.200
probably a existing clients. How did
you come so? You said that you
509
00:30:32.240 --> 00:30:33.759
you can have built that yesterday,
right. So you have to get that
510
00:30:33.839 --> 00:30:37.829
information from someone. I know the
Internet is a big thing, but did
511
00:30:37.829 --> 00:30:40.869
you actually get it from the Internet? Getting from your clients, getting from
512
00:30:41.150 --> 00:30:45.190
their clients the best places, your
prospects. So what we did together,
513
00:30:45.309 --> 00:30:48.349
and what I'm training them on how
to do, is so I'm not just
514
00:30:48.470 --> 00:30:49.900
doing this for them, I'm training
them on how to figure this out.
515
00:30:49.940 --> 00:30:52.259
So it's a little bit about but
the very first thing that we did is
516
00:30:52.299 --> 00:30:56.099
listen to calls with the account executives
and they're in Gong. So what you
517
00:30:56.140 --> 00:31:00.220
can do? I mean all the
calls are transcribed. I know word for
518
00:31:00.460 --> 00:31:03.259
word. At the very beginning of
the called, prospects will say, yeah,
519
00:31:03.299 --> 00:31:04.490
we're really struggling with this right now. Boom. I want to know
520
00:31:04.809 --> 00:31:10.210
exactly, word for word, exactly
what they say. There's patterns across all
521
00:31:10.250 --> 00:31:14.089
of them. I interviewed a couple
of their count executives. That's where I
522
00:31:14.130 --> 00:31:17.089
got most of it, and then
the other parts too, is just with
523
00:31:17.210 --> 00:31:19.279
the SDR team that I'm working with. Is Hey, what do you hear
524
00:31:19.359 --> 00:31:22.160
a lot of people talking about when
you make cold calls, when they respond
525
00:31:22.160 --> 00:31:26.119
to your cold emails? What do
they respond with? Came up yesterday.
526
00:31:26.119 --> 00:31:30.200
There was eight or nine key words
that they keep hearing coming up in the
527
00:31:30.279 --> 00:31:33.750
AE meetings, the discovery calls,
in the demos that you keep hearing and
528
00:31:33.910 --> 00:31:37.549
cold calls they keep hearing in emails. And it's pretty easy to build a
529
00:31:37.589 --> 00:31:40.710
talk track if you just use the
information and you think about what are my
530
00:31:40.869 --> 00:31:45.549
prospects sharing? That's top of mine
for them. That also intersects. If
531
00:31:45.549 --> 00:31:48.380
you look at a ven diagram.
That also intersects with how we help.
532
00:31:48.859 --> 00:31:52.220
So the informations there and as an
SDR, you can't use the excuse that
533
00:31:52.259 --> 00:31:56.059
all we don't recorder, we don't
use Gong, we don't use course,
534
00:31:56.380 --> 00:31:59.059
will get your ae to record the
call on zoom. It's free for them
535
00:31:59.099 --> 00:32:01.569
to do that in on the call, to sit in on a couple of
536
00:32:01.609 --> 00:32:06.410
Demos. Do something right. But
the best information you're going to get us
537
00:32:06.450 --> 00:32:09.289
from actual prospects. You can get
online and look at all the other kind
538
00:32:09.289 --> 00:32:13.609
of stuff and get some trends,
but what prospects are actually sharing is going
539
00:32:13.609 --> 00:32:16.119
to be way more important. One
other thing real quick to I think that's
540
00:32:16.160 --> 00:32:22.599
underrated is customer success in anyone who's
delivering the product or service. So when
541
00:32:22.640 --> 00:32:25.000
they do these on boarding calls and
they help the customer their stuff, that
542
00:32:25.039 --> 00:32:28.960
comes up in those calls to so
talk to your delivery team or your customer
543
00:32:28.960 --> 00:32:31.069
success team. What are people coming
to us? What problem are they coming
544
00:32:31.109 --> 00:32:34.710
to US trying to solve? How
do we help that? What value do
545
00:32:34.789 --> 00:32:37.990
we get? All the informations right
there. You also mentioned coridictants. It's
546
00:32:38.029 --> 00:32:43.829
funny because we was speaking audio this
week. We's some themes from outreach but
547
00:32:44.029 --> 00:32:49.619
coridictants as one of the lesue for, you know, bdls, to move
548
00:32:49.819 --> 00:32:52.099
all a new rebocuit people as kind
of the first thing that people are foot
549
00:32:52.140 --> 00:32:54.819
off from. You know, the
courridic does if it's don't like cutting.
550
00:32:55.220 --> 00:33:00.369
Do you believe that that this is
the main fact off is dl not being
551
00:33:00.410 --> 00:33:05.009
successful corridictants? Well, I think
all reluctance is a symptom of them not
552
00:33:05.170 --> 00:33:07.329
having a good talk track and feeling
comfortable, like they know the person.
553
00:33:07.890 --> 00:33:10.809
Yes, the call reluctance, I
think, is a symptom. I rarely
554
00:33:10.890 --> 00:33:15.880
see people that are afraid of like
so afraid of rejection that that keeps them
555
00:33:15.920 --> 00:33:20.680
from picking up the phone. I
rarely see that. It's more people aren't
556
00:33:20.680 --> 00:33:23.119
confident in what they're going to say
because they put the focus of the cold
557
00:33:23.200 --> 00:33:28.549
call on mastering the pitch. Yes, earlier what you said, ray was
558
00:33:28.950 --> 00:33:30.430
we have a solution that can help
make go that go away. That's your
559
00:33:30.430 --> 00:33:35.390
value prop. It's pretty simple.
You talk about the problem, we can
560
00:33:35.470 --> 00:33:37.269
help make that go away. It's
not well, you know, we help
561
00:33:37.470 --> 00:33:40.430
so and so do this and we
can drive oury by this percentage of we
562
00:33:40.500 --> 00:33:44.299
worked with you. That's not a
very good value, product value prop is
563
00:33:44.859 --> 00:33:46.619
here's what people like you were trying
to accomplish right now and stuff that gets
564
00:33:46.660 --> 00:33:49.819
in their way, and we can
help with that. The coll cause not
565
00:33:49.940 --> 00:33:52.420
the time to dig into anything else
besides that. Leave a cliffhanger at the
566
00:33:52.500 --> 00:33:57.690
end. So I believe one hundred
percent in nineteen, well, probably ninety
567
00:33:57.690 --> 00:34:01.130
nine percent of scenarios, that it's
the talk track in the messaging and that
568
00:34:01.210 --> 00:34:05.450
it's not customer centric and the person
doesn't really feel like they know who they're
569
00:34:05.490 --> 00:34:09.039
talking to. Yeah, now it's
the it's the right on something you'll compatly
570
00:34:09.119 --> 00:34:14.559
right. I think the coverdictance is
you have a small percentage of people are
571
00:34:14.639 --> 00:34:17.000
just don't like it, but try
the job and think that they may would
572
00:34:17.039 --> 00:34:22.159
have been great and then try and
just don't like but that's probably about the
573
00:34:22.280 --> 00:34:24.389
introval. In fact, we've seen
some introval being very successful at the job
574
00:34:24.429 --> 00:34:28.269
because they can put the mask on, you know, when you would not
575
00:34:28.429 --> 00:34:31.190
be in the food. But love. I love your response about the symptom.
576
00:34:31.469 --> 00:34:35.070
I love the fashion is that it's
not to cuse and what do we
577
00:34:35.150 --> 00:34:37.269
do about it? But which need
to do? You to equip them with
578
00:34:37.349 --> 00:34:39.300
confidence and they quit them with confidence
is making sure that they can. They
579
00:34:39.340 --> 00:34:42.820
own dost on the why they can
all go on the way them said,
580
00:34:42.900 --> 00:34:46.739
the wet the when they onders some
fullida pitch. I remember being an DA
581
00:34:47.460 --> 00:34:51.539
having to say something. When I
started, I had no idea what I
582
00:34:51.659 --> 00:34:54.809
was talking about. Literally no idea. The benefits set trying to sell the
583
00:34:54.889 --> 00:34:59.250
solution. I won't mention that any
even if he was like many, many
584
00:34:59.289 --> 00:35:01.769
million years ago. But it was
quite a big company and I was speaking
585
00:35:01.769 --> 00:35:06.730
about one of the networking solution and
I was speaking about nuds and this and
586
00:35:06.849 --> 00:35:09.360
that. Absolutely no idea what I
was talking about, what they were doing,
587
00:35:09.599 --> 00:35:14.440
how it walks. But there was
to scale to USK because everybody around
588
00:35:14.519 --> 00:35:17.119
you was speaking about it like fluently. So if I ask, I'm very
589
00:35:17.360 --> 00:35:22.110
so stupid and I think that's that's
also but that was on me. I
590
00:35:22.190 --> 00:35:23.349
think that's on you when you stop
to think that, if you have the
591
00:35:23.349 --> 00:35:25.309
question, you have to stupid.
No, I don't do it anymore.
592
00:35:25.590 --> 00:35:29.389
I've got a bit of a status. If there is an acronym that they
593
00:35:29.389 --> 00:35:30.510
don't know the sound, trust me, I would just say what is it
594
00:35:30.909 --> 00:35:34.949
and I'd be curious about it.
But when you stop. It's difficult to
595
00:35:35.030 --> 00:35:37.539
ask, but surely when everybody around
you like use that sort of job and
596
00:35:38.380 --> 00:35:42.820
and use it friendly. So I
agree with you. I've got one last
597
00:35:42.860 --> 00:35:45.940
question for you, because we getting
to the end of the of the recording
598
00:35:45.019 --> 00:35:49.739
time, unfortunately. What do you
think we can do, you know,
599
00:35:49.900 --> 00:35:52.570
industry, to kind of change the
bet reputation of cold cutting? Man,
600
00:35:52.690 --> 00:35:57.369
I think it first, as sales
leaders, we need to arm our reps
601
00:35:57.449 --> 00:36:00.690
with the information that they need,
or that starts is educating them on who
602
00:36:01.369 --> 00:36:06.400
their prospectings you. So there needs
to be very clear. Hey, here's
603
00:36:06.440 --> 00:36:08.840
the persona, here's what they care
about, here's the problems they're having,
604
00:36:09.199 --> 00:36:14.599
here's how we can help, here's
recordings of US doing customer interviews for you
605
00:36:14.639 --> 00:36:17.199
to listen to. You need to
help them build empathy for the people that
606
00:36:17.320 --> 00:36:22.030
they're reaching out to so we can
shortcut that process. That's good. The
607
00:36:22.190 --> 00:36:25.710
next thing that we need to do
is really focus on how can we arm
608
00:36:25.829 --> 00:36:31.980
the person in a way to where
they have the ability to not wing it
609
00:36:32.139 --> 00:36:37.659
necessarily, but go into a conversation
and know that that could go on a
610
00:36:37.699 --> 00:36:40.260
lot of different way is and they
have talking points and things that they can
611
00:36:40.380 --> 00:36:45.500
bring up. If you think about
how you approach any other conversation in your
612
00:36:45.539 --> 00:36:49.090
life, you know you don't just
like talk to your friends or family.
613
00:36:49.210 --> 00:36:52.289
When you're meeting people on public you
don't know what the end outcome of that
614
00:36:52.409 --> 00:36:54.409
conversation is going to be. You're
totally fine with just being in the moment
615
00:36:54.449 --> 00:36:59.210
and seeing where it goes. Why
wouldn't you approach a cold call like that?
616
00:36:59.369 --> 00:37:00.840
You know kind of what you want
to accomplish, but also be open
617
00:37:00.880 --> 00:37:04.360
to the fact that it might not
make sense to settle meeting. You know
618
00:37:04.400 --> 00:37:07.679
what I mean. So I think
that doing those two things and making it
619
00:37:07.840 --> 00:37:12.159
more buyer centric and customer centric and
really talking to the customer, what we
620
00:37:12.239 --> 00:37:14.760
need to do as an industry is
if we make the cold call a better
621
00:37:14.800 --> 00:37:17.949
experience for prospects, people won't hate
getting cold calls so much either. Yeah,
622
00:37:19.349 --> 00:37:22.949
but persons. In term of the
reframing and the conversation, one thing
623
00:37:22.989 --> 00:37:27.190
that we did a long time ago. We had one personet was telling us
624
00:37:27.190 --> 00:37:30.500
about basically wanted to quit it.
That doesn't was reads you league good,
625
00:37:30.980 --> 00:37:34.380
but I expectation for themselves, if
you will. Okay, so out of
626
00:37:35.019 --> 00:37:38.340
five conversation or ten conversation. I
think they are coming without seeing one meetings
627
00:37:38.699 --> 00:37:43.099
with the prospect and the way we
refraind that folems. So we look,
628
00:37:43.260 --> 00:37:45.730
what's your communion? I can't remember
the exact number, but let's put it
629
00:37:45.050 --> 00:37:49.050
hundred dollars. Pull meeting, okay, we sell. Okay. Well,
630
00:37:49.090 --> 00:37:52.250
if you need to have tend conversation
to get one meeting, that mean that
631
00:37:52.449 --> 00:37:58.250
every single time someone reject you,
you are making ten dollars. It's fantastic,
632
00:37:58.920 --> 00:38:00.920
you know, because you get nine
rejection to get to a meeting and
633
00:38:01.000 --> 00:38:05.440
that's when you get your undred dollars. So when you get someone rejecting you,
634
00:38:05.519 --> 00:38:07.960
technically is pretty much tender thousand R
cook at. This is a good
635
00:38:07.039 --> 00:38:10.519
news. Refrain it into something positive. Not everybody will say yes you.
636
00:38:10.639 --> 00:38:15.550
It's the completely normal that people don't
say yes to you. But the game
637
00:38:15.670 --> 00:38:19.829
but secular, was just like upset
because not everybody was saying this yesterday and
638
00:38:20.309 --> 00:38:22.989
and and it's quite an interesting towards
or reframe the thing in a positive way.
639
00:38:23.070 --> 00:38:27.860
So, Jason, if anyone wants
to speak to you, follow up
640
00:38:27.900 --> 00:38:31.059
on that conversation or, more importantly, engage with peaceful prospecting. Was the
641
00:38:31.139 --> 00:38:35.780
best way to get rid of you. Our website plus full prospectingcom. So
642
00:38:35.860 --> 00:38:37.260
you're going to find a couple things. So if you're listening this and you're
643
00:38:37.260 --> 00:38:39.099
like hey, I just want free
staff, yeah, that's all good.
644
00:38:39.139 --> 00:38:44.010
We got a podcast there. We
have guides on the reply method, how
645
00:38:44.050 --> 00:38:46.010
a structure called email, we got
video guides, all kinds of like just
646
00:38:46.090 --> 00:38:50.690
tons of free stuff there. If
you're a rerap looking for some help,
647
00:38:51.130 --> 00:38:55.159
we have something called outbound squad.
It's a killer community of wraps that are
648
00:38:55.360 --> 00:39:00.239
badasses at their companies and it's got
coaching, community training content, all that
649
00:39:00.280 --> 00:39:02.480
kind of stuff. And we work
with companies as well too. So if
650
00:39:02.519 --> 00:39:07.599
you're looking for help implementing you know
this approach with your Sdr read our team
651
00:39:07.599 --> 00:39:12.670
or your as potentially we're able to
help there too. So blisful PROSPECTINGCOM's the
652
00:39:12.670 --> 00:39:15.869
best way to check us out.
That's great. Well, science to getting
653
00:39:15.869 --> 00:39:19.110
Jason. He was absolutely drop to
a good conversation with you today. Yeah,
654
00:39:19.150 --> 00:39:22.510
you too. Thanks for having me
on. You've been listening to be
655
00:39:22.710 --> 00:39:25.460
to be read the new acceleration.
To ensure that you never miss an episode,
656
00:39:25.739 --> 00:39:30.099
subscribe to the show in your favorite
podcast player. Thank you. So
657
00:39:30.219 --> 00:39:31.059
much for listening until next time.
