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This is the best way to make sales accordingly to psychology data · Private Equity Data Guy

• 0:00
  You
• 0:00
  know,
• 0:00
  the
• 0:00
  pressure
• 0:01
  of
• 0:01
  the
• 0:01
  sell
• 0:01
  me
• 0:02
  this
• 0:02
  pen
• 0:02
  I
• 0:03
  think
• 0:03
  paints
• 0:03
  a
• 0:04
  picture
• 0:05
  of
• 0:05
  sales
• 0:05
  where
• 0:06
  an
• 0:07
  ideal
• 0:07
  outcome
• 0:07
  is
• 0:07
  you
• 0:08
  selling
• 0:08
  something
• 0:08
  to
• 0:09
  somebody
• 0:09
  that
• 0:09
  doesn't
• 0:09
  need
• 0:10
  it,
• 0:10
  which
• 0:11
  isn't
• 0:11
  the
• 0:11
  case.
• 0:11
  Right.
• 0:11
  That's
• 0:12
  not
• 0:12
  a
• 0:12
  good
• 0:12
  long
• 0:12
  term
• 0:12
  game
• 0:13
  to
• 0:13
  play.
• 0:13
  Yeah.
• 0:14
  There
• 0:14
  has
• 0:14
  to
• 0:14
  be
• 0:14
  a
• 0:14
  mutual
• 0:15
  fit,
• 0:15
  Right.
• 0:15
  It
• 0:16
  has
• 0:16
  to
• 0:16
  be
• 0:16
  more
• 0:17
  relationship
• 0:18
  based.
• 0:18
  There
• 0:18
  has
• 0:19
  to
• 0:19
  be
• 0:19
  able
• 0:19
  to
• 0:19
  drive
• 0:19
  value.
• 0:20
  Data
• 0:20
  is
• 0:20
  a
• 0:20
  funny
• 0:21
  thing,
• 0:21
  right?
• 0:21
  And
• 0:22
  people
• 0:23
  like
• 0:23
  to
• 0:23
  manipulate
• 0:24
  data
• 0:24
  that
• 0:24
  will
• 0:25
  make
• 0:25
  them
• 0:25
  be,
• 0:26
  like,
• 0:26
  looked
• 0:26
  at
• 0:26
  in
• 0:26
  a
• 0:26
  good
• 0:27
  light,
• 0:27
  that
• 0:27
  will
• 0:27
  make
• 0:27
  them
• 0:27
  look
• 0:28
  like
• 0:28
  they're,
• 0:28
  you
• 0:28
  know,
• 0:28
  one
• 0:29
  of
• 0:29
  the
• 0:29
  top
• 0:29
  performing
• 0:29
  associates.
• 0:30
  The
• 0:30
  reality
• 0:30
  is
• 0:31
  today,
• 0:31
  right
• 0:32
  now,
• 0:32
  the
• 0:33
  best
• 0:33
  sales
• 0:34
  organizations
• 0:35
  and
• 0:35
  best
• 0:35
  sales
• 0:35
  teams
• 0:36
  utilize
• 0:37
  AI
• 0:38
  to
• 0:38
  a
• 0:38
  certain
• 0:38
  capacity.
• 0:39
  For
• 0:39
  sure.
• 0:39
  Phone
• 0:40
  calls
• 0:40
  today
• 0:41
  still
• 0:42
  are
• 0:42
  the
• 0:42
  number
• 0:43
  one
• 0:43
  method
• 0:43
  on
• 0:44
  booking
• 0:44
  net
• 0:44
  new
• 0:44
  meetings
• 0:45
  in
• 0:45
  B2B
• 0:45
  sales.
• 0:46
  But
• 0:46
  80,
• 0:46
  that's
• 0:47
  incredible.
• 0:47
  81%
• 0:49
  of
• 0:49
  new
• 0:49
  meetings
• 0:49
  today
• 0:50
  are
• 0:50
  still
• 0:51
  booked
• 0:51
  via
• 0:51
  the
• 0:51
  phone.
• 0:52
  You're
• 0:52
  listening
• 0:52
  to
• 0:53
  the
• 0:53
  Transformed
• 0:53
  with
• 0:53
  Data
• 0:54
  podcast
• 0:54
  with
• 0:55
  Graham
• 0:55
  Crawford,
• 0:56
  CEO
• 0:56
  of
• 0:56
  Crawford
• 0:57
  McMillan.
• 0:58
  Graham
• 0:58
  is
• 0:58
  here
• 0:58
  to
• 0:58
  share
• 0:58
  something
• 0:59
  he's
• 0:59
  genuinely
• 1:00
  passionate
• 1:00
  about.
• 1:00
  He's
• 1:01
  going
• 1:01
  to
• 1:01
  show
• 1:01
  you
• 1:01
  how
• 1:01
  data
• 1:02
  can
• 1:02
  completely
• 1:03
  change
• 1:03
  the
• 1:03
  outcome
• 1:03
  for
• 1:04
  both
• 1:04
  people
• 1:04
  and
• 1:04
  businesses.
• 1:05
  In
• 1:05
  each
• 1:06
  episode,
• 1:06
  he
• 1:06
  sits
• 1:06
  down
• 1:07
  with
• 1:07
  real
• 1:07
  people
• 1:07
  who've
• 1:08
  done
• 1:08
  incredible
• 1:08
  things
• 1:08
  with
• 1:09
  data.
• 1:09
  But
• 1:09
  don't
• 1:10
  worry,
• 1:10
  these
• 1:11
  aren't
• 1:11
  your
• 1:11
  typical
• 1:11
  dry
• 1:12
  case
• 1:12
  studies.
• 1:13
  Graham
• 1:13
  and
• 1:13
  his
• 1:13
  guests
• 1:14
  bring
• 1:14
  you
• 1:14
  stories
• 1:14
  about
• 1:15
  leaders
• 1:15
  and
• 1:15
  innovators
• 1:16
  who
• 1:16
  saw
• 1:16
  something
• 1:16
  in
• 1:17
  their
• 1:17
  data
• 1:17
  that
• 1:17
  sparked
• 1:18
  a
• 1:18
  brand
• 1:18
  new
• 1:18
  reality.
• 1:20
  These
• 1:20
  are
• 1:20
  changes
• 1:20
  that
• 1:20
  tore
• 1:21
  through
• 1:21
  entire
• 1:21
  industries,
• 1:22
  upended
• 1:23
  company
• 1:23
  cultures,
• 1:24
  and
• 1:24
  sometimes
• 1:24
  even
• 1:25
  changed
• 1:25
  lives.
• 1:26
  So
• 1:26
  whether
• 1:27
  you're
• 1:27
  a
• 1:27
  data
• 1:27
  enthusiast
• 1:28
  or
• 1:28
  just
• 1:29
  curious
• 1:29
  about
• 1:29
  how
• 1:29
  to
• 1:30
  find
• 1:30
  the
• 1:30
  truth
• 1:30
  in
• 1:31
  your
• 1:31
  data,
• 1:31
  join
• 1:32
  Graham
• 1:32
  as
• 1:32
  he
• 1:33
  discovers
• 1:33
  how
• 1:33
  data
• 1:33
  becomes
• 1:34
  more
• 1:34
  than
• 1:34
  just
• 1:35
  numbers.
• 1:36
  It
• 1:36
  becomes
• 1:36
  the
• 1:36
  spark
• 1:37
  that
• 1:37
  ignites
• 1:38
  real,
• 1:38
  meaningful
• 1:39
  change.
• 1:40
  Let's
• 1:40
  get
• 1:40
  started.
• 1:41
  Thanks
• 1:41
  for
• 1:41
  listening.
• 1:42
  Most
• 1:42
  sales
• 1:43
  teams
• 1:43
  chase
• 1:43
  tactics.
• 1:44
  The
• 1:44
  best
• 1:45
  ones,
• 1:45
  however,
• 1:46
  understand
• 1:46
  psychology.
• 1:47
  Assad
• 1:48
  Ali
• 1:48
  has
• 1:49
  spent
• 1:49
  two
• 1:49
  decades
• 1:50
  proving
• 1:50
  that
• 1:50
  behavioral
• 1:50
  science
• 1:51
  is
• 1:51
  not
• 1:51
  just
• 1:51
  academic,
• 1:52
  it's
• 1:52
  a
• 1:52
  revenue
• 1:53
  engine.
• 1:53
  He's
• 1:54
  helped
• 1:54
  over
• 1:54
  50
• 1:54
  companies
• 1:55
  scale,
• 1:57
  trained
• 1:57
  thousands
• 1:57
  of
• 1:58
  reps,
• 1:58
  and
• 1:58
  taught
• 1:59
  negotiation
• 1:59
  at
• 2:00
  the
• 2:00
  university
• 2:00
  level
• 2:00
  for
• 2:01
  13
• 2:01
  years.
• 2:02
  His
• 2:02
  secret,
• 2:03
  transform
• 2:04
  sales
• 2:04
  from
• 2:04
  a
• 2:04
  guessing
• 2:05
  game
• 2:05
  into
• 2:05
  a
• 2:05
  system
• 2:06
  and
• 2:06
  one
• 2:06
  where
• 2:06
  trust
• 2:07
  is
• 2:07
  measurable,
• 2:07
  where
• 2:08
  decision
• 2:08
  cycles
• 2:09
  are
• 2:09
  predictable,
• 2:09
  and
• 2:10
  AI
• 2:10
  becomes
• 2:11
  a
• 2:11
  multiplier
• 2:12
  instead
• 2:12
  of
• 2:12
  a
• 2:12
  threat.
• 2:13
  Today,
• 2:13
  we're
• 2:14
  unpacking
• 2:14
  the
• 2:14
  frameworks
• 2:15
  behind
• 2:15
  it
• 2:15
  all.
• 2:15
  From
• 2:16
  the
• 2:16
  data
• 2:16
  that
• 2:16
  predicts
• 2:16
  startup
• 2:17
  exits
• 2:17
  to
• 2:18
  the
• 2:18
  metrics
• 2:18
  that
• 2:18
  reveal
• 2:19
  whether
• 2:19
  your
• 2:19
  team
• 2:19
  will
• 2:19
  transform
• 2:20
  or
• 2:21
  flatline.
• 2:22
  Let's
• 2:22
  get
• 2:22
  into
• 2:22
  it.
• 2:22
  Yazassad
• 2:23
  Ali.
• 2:23
  Welcome,
• 2:24
  sir.
• 2:24
  How
• 2:24
  are
• 2:24
  you
• 2:24
  doing?
• 2:25
  I'm
• 2:25
  doing
• 2:25
  well,
• 2:25
  Graham.
• 2:26
  Thanks
• 2:26
  for
• 2:26
  having
• 2:26
  me
• 2:26
  here
• 2:26
  today.
• 2:27
  It's
• 2:27
  so
• 2:28
  great
• 2:28
  to
• 2:28
  have
• 2:28
  you
• 2:28
  on
• 2:28
  and
• 2:29
  I
• 2:29
  know
• 2:29
  we've
• 2:29
  had
• 2:29
  a
• 2:30
  number
• 2:30
  of
• 2:30
  fantastic
• 2:31
  conversations
• 2:32
  about
• 2:32
  sales
• 2:33
  over
• 2:33
  the
• 2:33
  years.
• 2:34
  Can
• 2:34
  you
• 2:34
  just
• 2:35
  add
• 2:35
  to
• 2:35
  my
• 2:35
  background
• 2:36
  and
• 2:36
  give
• 2:36
  us
• 2:36
  a
• 2:37
  little
• 2:37
  bit
• 2:37
  of
• 2:37
  an
• 2:37
  insight
• 2:37
  as
• 2:37
  to
• 2:38
  what
• 2:38
  you
• 2:38
  and
• 2:38
  the
• 2:38
  team
• 2:38
  do
• 2:39
  at
• 2:39
  Maestro?
• 2:39
  Yeah,
• 2:40
  absolutely.
• 2:40
  So
• 2:41
  I've
• 2:41
  been
• 2:41
  at
• 2:41
  Maestro
• 2:42
  for
• 2:42
  the
• 2:42
  better
• 2:42
  part
• 2:42
  of
• 2:43
  two
• 2:43
  years
• 2:43
  now,
• 2:44
  but
• 2:44
  I
• 2:44
  know
• 2:45
  our
• 2:46
  founder
• 2:46
  and
• 2:46
  CEO
• 2:47
  Will
• 2:47
  Fuentes
• 2:47
  and
• 2:48
  I've
• 2:48
  been
• 2:48
  working
• 2:48
  for
• 2:48
  him
• 2:48
  for
• 2:48
  the
• 2:49
  past
• 2:49
  20
• 2:49
  on
• 2:49
  and
• 2:50
  off.
• 2:50
  And
• 2:51
  what
• 2:51
  we
• 2:51
  do
• 2:51
  here
• 2:51
  at
• 2:51
  Maestro
• 2:52
  is
• 2:52
  leverage
• 2:53
  organizational
• 2:54
  and
• 2:54
  industrial
• 2:55
  behavior
• 2:55
  psychology
• 2:56
  on
• 2:57
  how
• 2:58
  humans
• 2:58
  make
• 2:58
  decisions
• 2:59
  faster.
• 3:00
  And
• 3:00
  at
• 3:01
  the
• 3:01
  core,
• 3:01
  using
• 3:02
  principles
• 3:02
  on
• 3:03
  speed,
• 3:04
  on
• 3:05
  different
• 3:05
  methods
• 3:06
  of
• 3:06
  effective
• 3:07
  follow
• 3:07
  up,
• 3:07
  different
• 3:08
  ways
• 3:08
  of
• 3:08
  effectively
• 3:09
  communication
• 3:09
  and
• 3:09
  bringing
• 3:10
  that
• 3:10
  all
• 3:10
  together
• 3:10
  on
• 3:11
  helping
• 3:11
  drive
• 3:12
  sales
• 3:12
  through
• 3:12
  the
• 3:12
  pipeline
• 3:13
  faster
• 3:13
  to
• 3:14
  have
• 3:14
  more
• 3:14
  success.
• 3:15
  The
• 3:15
  difference
• 3:16
  I
• 3:16
  would
• 3:16
  tell
• 3:16
  you
• 3:17
  between
• 3:17
  Maestro
• 3:17
  and
• 3:18
  other
• 3:18
  sales
• 3:19
  methodologies
• 3:19
  and
• 3:19
  other
• 3:19
  sales
• 3:20
  consultancy
• 3:21
  companies
• 3:21
  is
• 3:22
  that
• 3:22
  we
• 3:22
  use
• 3:22
  the
• 3:22
  framework
• 3:23
  drive,
• 3:23
  which
• 3:23
  we'll
• 3:23
  talk
• 3:24
  about
• 3:24
  in
• 3:24
  a
• 3:24
  bit,
• 3:24
  but
• 3:25
  is
• 3:25
  to
• 3:26
  move
• 3:26
  a
• 3:27
  deal
• 3:27
  faster
• 3:28
  through
• 3:28
  the
• 3:28
  pipeline
• 3:29
  or
• 3:29
  to
• 3:29
  disqualify
• 3:30
  a
• 3:30
  deal
• 3:30
  faster.
• 3:31
  Meaning
• 3:31
  that
• 3:32
  we
• 3:32
  don't
• 3:32
  coach
• 3:32
  people
• 3:33
  to
• 3:33
  just
• 3:33
  say
• 3:34
  yes
• 3:34
  to
• 3:35
  sales.
• 3:35
  And
• 3:35
  that
• 3:36
  type
• 3:36
  of,
• 3:36
  you
• 3:37
  know,
• 3:37
  sell
• 3:37
  me
• 3:37
  this
• 3:37
  pen
• 3:37
  and
• 3:38
  working
• 3:38
  through
• 3:38
  that
• 3:38
  type
• 3:38
  of
• 3:38
  pathology,
• 3:40
  it's
• 3:40
  used
• 3:40
  more
• 3:40
  in,
• 3:41
  you
• 3:41
  know,
• 3:41
  helping
• 3:41
  humans
• 3:42
  make
• 3:42
  decisions
• 3:43
  faster
• 3:43
  to
• 3:44
  drive
• 3:44
  value
• 3:44
  for
• 3:44
  them
• 3:44
  in
• 3:45
  their
• 3:45
  organizations.
• 3:45
  Yeah,
• 3:46
  I
• 3:46
  understand
• 3:47
  that
• 3:47
  and
• 3:47
  that
• 3:47
  that
• 3:48
  resonates
• 3:48
  with
• 3:49
  me
• 3:49
  for
• 3:49
  a
• 3:49
  couple
• 3:49
  of
• 3:49
  reasons.
• 3:50
  You
• 3:50
  know,
• 3:50
  the
• 3:51
  pressure
• 3:51
  of
• 3:51
  the
• 3:51
  sell
• 3:52
  me
• 3:52
  this
• 3:52
  pen
• 3:53
  I
• 3:53
  think
• 3:53
  paints
• 3:54
  a
• 3:55
  picture
• 3:55
  of
• 3:55
  sales
• 3:55
  where
• 3:57
  an
• 3:57
  ideal
• 3:57
  outcome
• 3:58
  is
• 3:58
  you
• 3:58
  selling
• 3:58
  something
• 3:59
  to
• 3:59
  somebody
• 3:59
  that
• 3:59
  doesn't
• 4:00
  need
• 4:00
  it,
• 4:01
  which
• 4:01
  isn't
• 4:01
  the
• 4:01
  case.
• 4:01
  Right.
• 4:02
  That's
• 4:02
  not
• 4:02
  a
• 4:02
  good
• 4:02
  long
• 4:03
  term
• 4:03
  game
• 4:03
  to
• 4:03
  play.
• 4:04
  Yeah.
• 4:04
  There
• 4:04
  has
• 4:04
  to
• 4:04
  be
• 4:05
  a
• 4:05
  mutual
• 4:05
  fit.
• 4:06
  Right.
• 4:06
  It
• 4:06
  has
• 4:06
  to
• 4:06
  be
• 4:06
  more
• 4:07
  relationship
• 4:08
  based.
• 4:08
  There
• 4:09
  has
• 4:09
  to
• 4:09
  be
• 4:09
  able
• 4:09
  to
• 4:09
  drive
• 4:10
  value.
• 4:10
  You'll
• 4:10
  hear
• 4:11
  me
• 4:11
  say
• 4:11
  that
• 4:12
  a
• 4:12
  lot
• 4:12
  probably
• 4:12
  here
• 4:13
  on
• 4:13
  the
• 4:13
  call
• 4:13
  today
• 4:14
  where
• 4:15
  if
• 4:15
  you
• 4:15
  are
• 4:15
  able
• 4:16
  to
• 4:16
  drive
• 4:16
  value
• 4:16
  for
• 4:16
  the
• 4:17
  organization
• 4:17
  and
• 4:17
  for
• 4:18
  the
• 4:18
  individuals
• 4:18
  that
• 4:18
  you're
• 4:18
  working
• 4:19
  with,
• 4:19
  then
• 4:20
  you'll
• 4:20
  have
• 4:20
  a
• 4:20
  great
• 4:21
  foundation
• 4:21
  for
• 4:21
  a
• 4:21
  repeatable
• 4:22
  business,
• 4:22
  for
• 4:23
  expansion
• 4:24
  and
• 4:24
  retention
• 4:24
  opportunities.
• 4:25
  Right.
• 4:26
  For
• 4:26
  more
• 4:26
  of
• 4:26
  an
• 4:26
  ongoing
• 4:27
  business
• 4:27
  relationship
• 4:28
  versus
• 4:28
  something
• 4:29
  that
• 4:29
  is
• 4:29
  just
• 4:30
  transactional
• 4:30
  and
• 4:31
  happens
• 4:31
  one
• 4:32
  and
• 4:32
  done,
• 4:32
  which
• 4:32
  is
• 4:33
  not
• 4:33
  the
• 4:34
  way
• 4:34
  to
• 4:34
  win
• 4:34
  today
• 4:35
  in
• 4:35
  B2B
• 4:35
  sales,
• 4:36
  most
• 4:36
  often
• 4:37
  relationships
• 4:38
  are
• 4:38
  what
• 4:39
  matter
• 4:39
  the
• 4:39
  most
• 4:39
  when
• 4:40
  it
• 4:40
  comes
• 4:40
  to
• 4:40
  working
• 4:41
  with
• 4:41
  the
• 4:41
  people
• 4:41
  that
• 4:41
  you
• 4:42
  have
• 4:42
  on
• 4:42
  the
• 4:42
  other
• 4:42
  side
• 4:42
  of
• 4:42
  you,
• 4:42
  whether
• 4:43
  that's
• 4:43
  a
• 4:43
  software
• 4:43
  company,
• 4:44
  whether
• 4:44
  that's
• 4:44
  a
• 4:45
  consulting
• 4:45
  business
• 4:46
  or.
• 4:46
  Or
• 4:47
  anything
• 4:47
  alike
• 4:47
  in
• 4:47
  between.
• 4:48
  And
• 4:48
  trust
• 4:48
  has
• 4:48
  become
• 4:49
  ever
• 4:49
  more
• 4:49
  important.
• 4:50
  And
• 4:50
  we
• 4:50
  will
• 4:50
  come
• 4:51
  back
• 4:51
  to
• 4:51
  our
• 4:51
  good
• 4:51
  friend
• 4:51
  AI
• 4:52
  as
• 4:52
  that
• 4:52
  seems
• 4:53
  to
• 4:53
  be
• 4:53
  a
• 4:53
  regular
• 4:53
  feature
• 4:54
  on
• 4:54
  these
• 4:54
  episodes.
• 4:55
  We'll
• 4:55
  come
• 4:55
  back
• 4:55
  to
• 4:55
  our
• 4:55
  good
• 4:55
  friend
• 4:56
  AI
• 4:56
  in
• 4:56
  due
• 4:57
  Course,
• 4:57
  but
• 4:57
  one
• 4:57
  of
• 4:57
  the
• 4:57
  things
• 4:58
  that
• 4:58
  fascinates
• 4:58
  me
• 4:59
  about
• 5:01
  the
• 5:01
  measurement
• 5:01
  of
• 5:01
  sales
• 5:02
  team,
• 5:03
  both
• 5:03
  from
• 5:03
  what
• 5:04
  I've
• 5:04
  learned
• 5:04
  from
• 5:04
  you
• 5:04
  as
• 5:05
  well
• 5:05
  as
• 5:05
  from
• 5:05
  reading
• 5:06
  and
• 5:06
  researching
• 5:07
  on
• 5:08
  my
• 5:08
  own,
• 5:08
  is
• 5:08
  the
• 5:08
  importance
• 5:09
  of
• 5:09
  what
• 5:09
  you're
• 5:10
  measuring.
• 5:10
  And
• 5:10
  you
• 5:10
  speak
• 5:11
  about
• 5:11
  the
• 5:11
  importance
• 5:11
  of
• 5:11
  disqualifying
• 5:12
  someone
• 5:12
  quickly.
• 5:13
  It
• 5:13
  is
• 5:13
  the
• 5:14
  case
• 5:14
  in
• 5:14
  some
• 5:14
  sales
• 5:14
  teams,
• 5:15
  is
• 5:15
  it
• 5:15
  not,
• 5:15
  that
• 5:16
  maybe
• 5:17
  representatives
• 5:17
  are
• 5:18
  incentivized
• 5:19
  to
• 5:19
  keep
• 5:20
  things
• 5:21
  in
• 5:21
  the
• 5:21
  pipeline
• 5:21
  or
• 5:21
  to
• 5:21
  keep
• 5:22
  potential
• 5:22
  deals
• 5:23
  in
• 5:23
  the
• 5:23
  pipeline.
• 5:23
  If
• 5:23
  for
• 5:23
  example,
• 5:24
  I
• 5:24
  measured
• 5:24
  on
• 5:24
  how
• 5:24
  many
• 5:25
  active
• 5:25
  deals
• 5:25
  do
• 5:25
  you
• 5:25
  have,
• 5:26
  then
• 5:26
  I'm
• 5:26
  not
• 5:26
  incentivized
• 5:27
  to
• 5:27
  disqualify
• 5:28
  somebody
• 5:28
  quickly.
• 5:28
  Right?
• 5:28
  Yeah.
• 5:29
  And
• 5:29
  I
• 5:30
  think
• 5:30
  that's
• 5:30
  more
• 5:30
  of
• 5:31
  an
• 5:31
  issue,
• 5:31
  issue
• 5:31
  with
• 5:31
  the,
• 5:31
  the
• 5:32
  measurement
• 5:32
  itself.
• 5:33
  Right.
• 5:33
  That's
• 5:33
  a
• 5:33
  top
• 5:34
  down
• 5:34
  problem
• 5:34
  because
• 5:35
  you
• 5:35
  nailed
• 5:35
  it.
• 5:35
  You're
• 5:36
  dead
• 5:36
  on.
• 5:36
  Quite
• 5:37
  often
• 5:37
  we
• 5:37
  work,
• 5:37
  you
• 5:38
  know,
• 5:38
  work
• 5:38
  with
• 5:38
  thousands
• 5:38
  of
• 5:38
  reps
• 5:39
  that
• 5:39
  have
• 5:39
  number
• 5:40
  of
• 5:40
  deals
• 5:40
  in
• 5:40
  the
• 5:40
  pipeline
• 5:41
  that
• 5:41
  we're
• 5:42
  working
• 5:42
  on,
• 5:42
  number
• 5:42
  of
• 5:42
  opportunities
• 5:43
  that
• 5:43
  we're
• 5:43
  working
• 5:43
  on,
• 5:44
  all
• 5:44
  about
• 5:44
  the
• 5:45
  quantity
• 5:46
  more
• 5:46
  than
• 5:46
  the
• 5:46
  quality
• 5:47
  itself.
• 5:48
  When
• 5:48
  in
• 5:49
  reality,
• 5:49
  as
• 5:49
  a
• 5:50
  sales
• 5:50
  leader,
• 5:50
  if
• 5:50
  you're
• 5:50
  able
• 5:51
  to
• 5:51
  just
• 5:51
  take
• 5:51
  that
• 5:51
  next
• 5:51
  level
• 5:52
  of
• 5:52
  depth
• 5:52
  and
• 5:53
  focus
• 5:53
  on
• 5:54
  the
• 5:54
  last
• 5:54
  activity
• 5:55
  that
• 5:55
  the
• 5:55
  reps
• 5:55
  have
• 5:55
  done
• 5:55
  with
• 5:56
  any
• 5:56
  of
• 5:56
  their
• 5:56
  deals
• 5:56
  that
• 5:57
  are
• 5:57
  in
• 5:57
  their
• 5:57
  pipeline
• 5:58
  and
• 5:58
  the
• 5:58
  next
• 5:58
  step
• 5:58
  that
• 5:59
  is
• 5:59
  planned,
• 5:59
  those
• 6:00
  two
• 6:00
  things
• 6:00
  alone
• 6:00
  will
• 6:01
  be
• 6:01
  able
• 6:01
  to
• 6:01
  help
• 6:01
  you
• 6:01
  narrow
• 6:02
  down
• 6:02
  and
• 6:02
  quite
• 6:03
  often
• 6:03
  see
• 6:04
  what's
• 6:04
  real
• 6:05
  and
• 6:05
  what's
• 6:05
  not,
• 6:05
  what's
• 6:06
  actually
• 6:06
  of
• 6:06
  quality,
• 6:06
  what
• 6:07
  has
• 6:07
  the
• 6:07
  type
• 6:07
  of
• 6:08
  information
• 6:08
  that
• 6:08
  you
• 6:08
  need
• 6:08
  to
• 6:09
  be
• 6:09
  able
• 6:09
  to
• 6:09
  move
• 6:09
  a
• 6:09
  deal
• 6:09
  forward?
• 6:10
  Do
• 6:10
  you
• 6:10
  know
• 6:10
  who
• 6:10
  the
• 6:10
  decisions
• 6:11
  makers
• 6:11
  are?
• 6:12
  Do
• 6:12
  you
• 6:12
  know
• 6:12
  the
• 6:13
  level
• 6:13
  of
• 6:13
  impact
• 6:13
  that
• 6:13
  this
• 6:13
  will
• 6:14
  have
• 6:14
  on
• 6:14
  the
• 6:14
  organization?
• 6:14
  Do
• 6:15
  you
• 6:15
  know
• 6:15
  the
• 6:15
  resources
• 6:16
  that
• 6:16
  are
• 6:16
  allocated
• 6:17
  for,
• 6:17
  you
• 6:18
  know,
• 6:18
  this
• 6:18
  type
• 6:18
  of
• 6:18
  service,
• 6:18
  this
• 6:19
  type
• 6:19
  of
• 6:19
  solution
• 6:19
  that
• 6:20
  customer
• 6:20
  might
• 6:20
  be
• 6:21
  looking
• 6:21
  for.
• 6:21
  Graham,
• 6:21
  quite
• 6:22
  often
• 6:22
  when
• 6:22
  you
• 6:22
  start
• 6:22
  to
• 6:22
  ask
• 6:23
  these
• 6:23
  very
• 6:23
  basic
• 6:23
  fundamental
• 6:24
  questions
• 6:24
  around
• 6:25
  key
• 6:26
  information
• 6:27
  that's
• 6:27
  that's
• 6:27
  uncovered.
• 6:28
  The
• 6:29
  less
• 6:29
  information
• 6:29
  that
• 6:30
  is
• 6:30
  uncovered,
• 6:31
  the
• 6:31
  more
• 6:32
  vitality
• 6:33
  the
• 6:33
  deal
• 6:33
  has,
• 6:33
  the
• 6:34
  more
• 6:34
  uncertainty
• 6:34
  you
• 6:34
  have
• 6:35
  in
• 6:35
  terms
• 6:35
  of
• 6:35
  moving
• 6:35
  the
• 6:35
  deal
• 6:36
  forward.
• 6:36
  Whereas
• 6:37
  in
• 6:37
  reality,
• 6:37
  the
• 6:37
  more
• 6:38
  information
• 6:38
  you
• 6:38
  have
• 6:39
  then
• 6:39
  you're
• 6:39
  actually
• 6:39
  able
• 6:39
  to
• 6:40
  have
• 6:40
  better
• 6:41
  recommendations
• 6:42
  for
• 6:42
  the
• 6:42
  client,
• 6:43
  for
• 6:43
  the
• 6:43
  person
• 6:43
  that
• 6:43
  you're
• 6:43
  doing
• 6:44
  in
• 6:44
  your
• 6:44
  sale.
• 6:44
  The
• 6:44
  reason
• 6:45
  that
• 6:45
  reps
• 6:45
  want
• 6:46
  to
• 6:46
  keep
• 6:46
  the,
• 6:46
  you
• 6:47
  know,
• 6:47
  the
• 6:47
  volume
• 6:47
  there
• 6:48
  is
• 6:48
  because
• 6:48
  quite
• 6:49
  often
• 6:49
  most
• 6:49
  leaders
• 6:49
  are
• 6:50
  looking
• 6:50
  behind
• 6:51
  that
• 6:51
  first
• 6:51
  layer,
• 6:51
  that
• 6:52
  second
• 6:52
  layer.
• 6:52
  They're
• 6:52
  taking
• 6:53
  it
• 6:53
  at
• 6:53
  surface
• 6:53
  value.
• 6:53
  Oh,
• 6:54
  the
• 6:54
  volume
• 6:54
  looks
• 6:55
  great.
• 6:55
  This
• 6:55
  is
• 6:56
  a
• 6:56
  complete
• 6:56
  numbers
• 6:56
  game.
• 6:57
  And
• 6:57
  to
• 6:58
  a
• 6:58
  certain
• 6:58
  extent,
• 6:58
  sure,
• 6:58
  right.
• 6:59
  You'd
• 6:59
  obviously
• 6:59
  want
• 7:00
  more
• 7:00
  leads
• 7:01
  than
• 7:01
  not.
• 7:01
  Right.
• 7:01
  More
• 7:02
  opportunities
• 7:02
  than
• 7:02
  that.
• 7:03
  Never
• 7:03
  hurts,
• 7:04
  never
• 7:04
  hurts
• 7:04
  to
• 7:04
  have
• 7:04
  more.
• 7:05
  But
• 7:06
  the
• 7:06
  reality
• 7:06
  is,
• 7:06
  is
• 7:07
  that
• 7:07
  when
• 7:07
  you
• 7:07
  have
• 7:07
  a
• 7:07
  culture
• 7:08
  where
• 7:08
  it's
• 7:08
  all
• 7:08
  about
• 7:08
  the
• 7:09
  volume,
• 7:09
  all
• 7:09
  about
• 7:09
  the
• 7:09
  number.
• 7:10
  Sales
• 7:11
  reps
• 7:12
  fundamentally
• 7:13
  will
• 7:13
  do
• 7:14
  the
• 7:14
  least
• 7:14
  amount
• 7:15
  of
• 7:15
  work
• 7:16
  to
• 7:16
  make
• 7:16
  the
• 7:16
  most
• 7:16
  amount
• 7:17
  of
• 7:17
  money.
• 7:17
  That's
• 7:17
  how
• 7:17
  they're
• 7:17
  incentivized.
• 7:18
  Right.
• 7:18
  That's
• 7:19
  what.
• 7:19
  And
• 7:19
  so
• 7:19
  if
• 7:19
  they
• 7:19
  have
• 7:20
  a
• 7:20
  good
• 7:20
  incentive,
• 7:20
  if
• 7:20
  they
• 7:21
  have
• 7:21
  a
• 7:21
  strong
• 7:21
  incentive
• 7:22
  to,
• 7:23
  to
• 7:23
  just
• 7:24
  have
• 7:24
  volume,
• 7:24
  number
• 7:24
  of
• 7:24
  leads
• 7:25
  right
• 7:25
  in
• 7:25
  the
• 7:25
  working
• 7:25
  there
• 7:26
  you
• 7:26
  will
• 7:26
  have
• 7:26
  reps
• 7:27
  that
• 7:27
  will
• 7:27
  have
• 7:28
  lot
• 7:28
  of
• 7:28
  leads.
• 7:29
  Right.
• 7:29
  Constantly.
• 7:30
  When
• 7:30
  the
• 7:30
  level
• 7:31
  of
• 7:31
  depth
• 7:31
  is
• 7:31
  a
• 7:32
  little
• 7:32
  bit
• 7:32
  more
• 7:32
  about
• 7:34
  frequency
• 7:34
  of
• 7:35
  touch,
• 7:36
  the,
• 7:36
  the
• 7:36
  type
• 7:36
  of
• 7:36
  information
• 7:37
  that
• 7:37
  you're
• 7:37
  uncovering,
• 7:38
  the
• 7:38
  activities
• 7:38
  that
• 7:39
  you're
• 7:39
  actually
• 7:39
  doing
• 7:39
  based
• 7:39
  around
• 7:40
  to
• 7:40
  move
• 7:40
  this
• 7:40
  deal
• 7:40
  forward.
• 7:41
  And
• 7:41
  the
• 7:41
  incentive
• 7:42
  incentives
• 7:43
  are
• 7:43
  driven
• 7:43
  around
• 7:44
  there.
• 7:44
  Meetings
• 7:44
  held
• 7:45
  versus
• 7:45
  meetings
• 7:46
  booked
• 7:46
  as
• 7:46
  an
• 7:46
  is
• 7:46
  an
• 7:47
  easy
• 7:47
  example
• 7:49
  where
• 7:49
  you
• 7:49
  provide
• 7:50
  those
• 7:50
  incentives,
• 7:51
  the
• 7:51
  behaviors
• 7:51
  will
• 7:52
  follow.
• 7:52
  One
• 7:52
  of
• 7:52
  the
• 7:53
  great
• 7:53
  contradictions,
• 7:53
  and
• 7:54
  I
• 7:54
  think
• 7:54
  it
• 7:54
  may
• 7:54
  have
• 7:54
  been
• 7:55
  you
• 7:56
  who
• 7:56
  taught
• 7:56
  me
• 7:56
  about
• 7:56
  this
• 7:57
  contradiction
• 7:58
  in
• 7:58
  the
• 7:58
  sales
• 7:58
  cycle,
• 7:58
  is
• 7:59
  a
• 7:59
  company
• 7:59
  that
• 8:00
  measures
• 8:01
  a
• 8:01
  close
• 8:01
  rate
• 8:01
  on
• 8:02
  qualified
• 8:02
  leads,
• 8:02
  which
• 8:03
  seems
• 8:03
  like
• 8:03
  a
• 8:03
  sensible
• 8:03
  thing
• 8:03
  to
• 8:04
  do
• 8:04
  on
• 8:04
  the
• 8:04
  surface.
• 8:04
  Right.
• 8:04
  If
• 8:05
  you're
• 8:05
  going
• 8:05
  to
• 8:05
  pick
• 8:05
  a
• 8:05
  top
• 8:05
  level
• 8:06
  metric,
• 8:06
  then
• 8:07
  let's
• 8:07
  assess
• 8:08
  the
• 8:08
  salesperson
• 8:08
  on
• 8:09
  how
• 8:09
  effective
• 8:09
  they
• 8:09
  are
• 8:09
  at
• 8:10
  closing
• 8:10
  these
• 8:10
  qualifying
• 8:10
  leads.
• 8:11
  But
• 8:12
  the
• 8:12
  kicker
• 8:12
  is
• 8:13
  that
• 8:13
  the
• 8:13
  behavior
• 8:14
  that
• 8:14
  drives
• 8:15
  is
• 8:15
  the
• 8:15
  salesperson
• 8:16
  then
• 8:16
  to
• 8:17
  disqualify
• 8:17
  a
• 8:17
  load
• 8:17
  of
• 8:18
  leads
• 8:18
  that
• 8:18
  might
• 8:18
  actually
• 8:19
  have
• 8:19
  resulted
• 8:19
  in
• 8:19
  a
• 8:20
  sale
• 8:20
  because
• 8:21
  they're
• 8:21
  too
• 8:21
  concerned
• 8:22
  about
• 8:22
  protecting
• 8:23
  the
• 8:23
  close
• 8:23
  rate.
• 8:24
  Yeah.
• 8:24
  Data
• 8:25
  is
• 8:25
  a
• 8:25
  funny
• 8:25
  thing,
• 8:26
  right.
• 8:26
  And
• 8:27
  people
• 8:27
  like
• 8:28
  to
• 8:28
  manipulate
• 8:28
  data
• 8:28
  that
• 8:29
  will
• 8:29
  make
• 8:30
  them
• 8:30
  be
• 8:30
  looked
• 8:31
  at
• 8:31
  in
• 8:31
  a
• 8:31
  good
• 8:31
  light,
• 8:31
  that
• 8:32
  will
• 8:32
  make
• 8:32
  them
• 8:32
  look
• 8:32
  like
• 8:32
  they're,
• 8:33
  you
• 8:33
  know,
• 8:33
  one
• 8:33
  of
• 8:33
  the
• 8:33
  top
• 8:34
  performing
• 8:34
  associates.
• 8:34
  And
• 8:35
  quite
• 8:35
  often
• 8:36
  as
• 8:36
  sales
• 8:36
  leaders,
• 8:36
  when
• 8:36
  you
• 8:37
  start
• 8:37
  to
• 8:37
  look
• 8:37
  at,
• 8:37
  you
• 8:38
  know,
• 8:38
  very,
• 8:38
  very
• 8:38
  granular
• 8:39
  things
• 8:39
  on,
• 8:40
  you
• 8:40
  know,
• 8:40
  this
• 8:40
  person
• 8:40
  closes
• 8:41
  X
• 8:41
  amount
• 8:41
  versus
• 8:41
  this
• 8:41
  person
• 8:42
  closes
• 8:42
  X
• 8:42
  amount
• 8:42
  of.
• 8:43
  You
• 8:43
  have
• 8:43
  to
• 8:43
  dig
• 8:43
  a
• 8:43
  little
• 8:43
  deeper,
• 8:44
  right.
• 8:44
  Because
• 8:44
  of
• 8:45
  exactly
• 8:45
  what
• 8:45
  you
• 8:45
  described.
• 8:46
  If
• 8:46
  it,
• 8:46
  if
• 8:47
  I
• 8:47
  know
• 8:47
  that
• 8:47
  a
• 8:47
  deal
• 8:48
  is
• 8:48
  not
• 8:48
  going
• 8:48
  to
• 8:48
  close,
• 8:49
  but
• 8:49
  it's
• 8:49
  still
• 8:49
  worth
• 8:50
  me
• 8:50
  pursuing
• 8:51
  versus
• 8:51
  if
• 8:51
  I
• 8:52
  don't
• 8:52
  understand
• 8:52
  if
• 8:53
  it's
• 8:53
  going
• 8:53
  to
• 8:53
  close
• 8:53
  yet
• 8:54
  that
• 8:54
  might
• 8:55
  dictate
• 8:55
  how
• 8:55
  I
• 8:56
  display
• 8:56
  that
• 8:56
  in
• 8:56
  my
• 8:56
  pipeline
• 8:57
  because
• 8:57
  I
• 8:57
  want
• 8:58
  to
• 8:58
  look
• 8:58
  good
• 8:58
  for
• 8:58
  my
• 8:58
  boss,
• 8:58
  I
• 8:59
  want
• 8:59
  to
• 8:59
  look
• 8:59
  good
• 8:59
  for
• 8:59
  my
• 8:59
  metrics
• 9:00
  and
• 9:00
  these
• 9:00
  kind
• 9:00
  of
• 9:00
  things
• 9:00
  too.
• 9:01
  The
• 9:01
  reality
• 9:02
  is,
• 9:02
  is
• 9:02
  that
• 9:02
  we
• 9:02
  should
• 9:03
  celebrate
• 9:03
  deals
• 9:04
  being
• 9:04
  disqualified,
• 9:05
  deals
• 9:06
  being
• 9:06
  lost
• 9:07
  more
• 9:07
  often
• 9:07
  than
• 9:08
  we
• 9:08
  do
• 9:08
  today.
• 9:09
  Right.
• 9:09
  Quite
• 9:09
  often
• 9:09
  the
• 9:09
  sales
• 9:10
  leaders,
• 9:10
  oh
• 9:10
  well,
• 9:10
  you
• 9:10
  know,
• 9:11
  what
• 9:11
  did
• 9:11
  we
• 9:11
  learn?
• 9:12
  What
• 9:12
  can
• 9:12
  we
• 9:12
  do
• 9:12
  better?
• 9:13
  Very
• 9:13
  valuable
• 9:13
  information,
• 9:14
  very,
• 9:14
  very
• 9:15
  valuable
• 9:16
  data
• 9:16
  in
• 9:16
  its
• 9:16
  own
• 9:16
  right
• 9:17
  to
• 9:17
  be
• 9:17
  able
• 9:17
  to
• 9:17
  find
• 9:17
  out.
• 9:18
  But
• 9:18
  a
• 9:19
  deal
• 9:19
  lost
• 9:20
  today
• 9:20
  is
• 9:20
  not
• 9:20
  a
• 9:20
  deal
• 9:20
  lost
• 9:21
  forever.
• 9:21
  Right.
• 9:22
  Might
• 9:22
  not
• 9:22
  be
• 9:22
  the
• 9:22
  right
• 9:22
  timing
• 9:23
  for
• 9:23
  that
• 9:23
  prospect
• 9:24
  or
• 9:24
  for
• 9:24
  that
• 9:24
  business,
• 9:25
  they
• 9:25
  might
• 9:26
  still
• 9:26
  be
• 9:26
  doing
• 9:26
  their
• 9:26
  research
• 9:27
  and
• 9:27
  looking
• 9:27
  at
• 9:27
  alternatives
• 9:28
  which
• 9:28
  is
• 9:28
  totally
• 9:29
  acceptable
• 9:29
  and
• 9:30
  recommended
• 9:30
  in
• 9:30
  the
• 9:30
  sales
• 9:31
  process.
• 9:31
  In
• 9:32
  B2B
• 9:32
  sales,
• 9:33
  everybody
• 9:33
  is
• 9:33
  doing
• 9:33
  research
• 9:34
  today
• 9:34
  having
• 9:34
  that
• 9:35
  type
• 9:35
  of
• 9:35
  frame
• 9:35
  where
• 9:35
  it's,
• 9:36
  hey,
• 9:36
  just
• 9:37
  because
• 9:37
  we're
• 9:37
  not
• 9:37
  going
• 9:37
  to
• 9:37
  move
• 9:37
  forward
• 9:37
  on
• 9:38
  a
• 9:38
  deal
• 9:38
  or
• 9:38
  an
• 9:38
  opportunity
• 9:39
  today
• 9:40
  doesn't
• 9:40
  mean
• 9:40
  that
• 9:41
  I,
• 9:41
  you
• 9:41
  know,
• 9:41
  that
• 9:41
  it's
• 9:41
  the
• 9:42
  end
• 9:42
  of
• 9:42
  the
• 9:42
  world
• 9:42
  or
• 9:42
  that
• 9:42
  it's
• 9:42
  not
• 9:42
  going
• 9:43
  to
• 9:43
  close
• 9:43
  ever.
• 9:43
  And
• 9:44
  when
• 9:44
  we
• 9:44
  have
• 9:44
  a
• 9:44
  better
• 9:44
  sense
• 9:45
  of
• 9:45
  that
• 9:45
  within,
• 9:45
  you
• 9:45
  know,
• 9:46
  our
• 9:46
  sales
• 9:46
  cultures
• 9:46
  and
• 9:47
  our
• 9:47
  teams,
• 9:47
  then
• 9:48
  we're
• 9:48
  not
• 9:49
  worried
• 9:49
  about
• 9:49
  our
• 9:50
  exact
• 9:50
  close
• 9:50
  rate
• 9:50
  percentage
• 9:51
  or
• 9:51
  our
• 9:51
  number.
• 9:51
  In
• 9:52
  fact,
• 9:52
  we're
• 9:52
  more
• 9:52
  worried
• 9:53
  about
• 9:53
  what
• 9:53
  our
• 9:53
  goals
• 9:53
  are
• 9:53
  for
• 9:54
  the
• 9:54
  quarter,
• 9:54
  how
• 9:54
  far
• 9:54
  along
• 9:55
  we
• 9:55
  are
• 9:55
  in
• 9:55
  terms
• 9:55
  of
• 9:55
  our
• 9:56
  meetings
• 9:56
  held,
• 9:56
  how
• 9:57
  far
• 9:57
  we
• 9:57
  are
• 9:57
  along
• 9:57
  in
• 9:58
  terms
• 9:58
  of
• 9:58
  our
• 9:58
  revenue
• 9:59
  closed.
• 9:59
  Right.
• 9:59
  And,
• 10:00
  and
• 10:00
  the
• 10:01
  other
• 10:01
  things
• 10:01
  around
• 10:02
  those
• 10:02
  will
• 10:03
  sort
• 10:04
  themselves
• 10:04
  out.
• 10:05
  Yeah,
• 10:05
  that's
• 10:06
  really
• 10:06
  insight
• 10:07
  on
• 10:07
  what
• 10:07
  good
• 10:07
  key
• 10:08
  performance
• 10:08
  indicators
• 10:09
  might
• 10:09
  be.
• 10:09
  You
• 10:09
  know,
• 10:09
  one
• 10:09
  of
• 10:09
  the
• 10:10
  similarities
• 10:10
  we
• 10:10
  have
• 10:10
  in
• 10:11
  the,
• 10:11
  in
• 10:11
  the
• 10:11
  work
• 10:11
  that
• 10:11
  we
• 10:12
  do
• 10:12
  is
• 10:12
  we,
• 10:12
  we
• 10:13
  will
• 10:13
  go
• 10:13
  in
• 10:13
  and
• 10:13
  propose
• 10:14
  changes
• 10:14
  to
• 10:14
  the
• 10:14
  way
• 10:15
  things
• 10:15
  are
• 10:15
  measured,
• 10:15
  propose
• 10:16
  measuring
• 10:16
  new
• 10:17
  things,
• 10:17
  propose
• 10:17
  positioning
• 10:18
  measures
• 10:18
  of
• 10:18
  success
• 10:19
  differently,
• 10:19
  which,
• 10:20
  which
• 10:20
  isn't
• 10:20
  always
• 10:21
  met
• 10:21
  with
• 10:22
  a
• 10:22
  clamor
• 10:22
  of
• 10:22
  joy.
• 10:23
  I
• 10:23
  will
• 10:23
  say
• 10:24
  from
• 10:24
  some
• 10:24
  of
• 10:24
  the
• 10:24
  organizations
• 10:25
  that
• 10:25
  I
• 10:26
  work
• 10:26
  with,
• 10:26
  do
• 10:26
  you
• 10:26
  find
• 10:26
  the
• 10:26
  same
• 10:27
  and
• 10:27
  how
• 10:27
  do
• 10:27
  you
• 10:27
  navigate
• 10:28
  around
• 10:28
  that
• 10:28
  change
• 10:28
  management
• 10:29
  transformation
• 10:30
  piece?
• 10:30
  When
• 10:30
  you
• 10:30
  are
• 10:31
  adjusting
• 10:31
  the
• 10:32
  way
• 10:32
  that
• 10:32
  sales
• 10:32
  teams
• 10:33
  are
• 10:33
  measured
• 10:33
  and
• 10:33
  managed,
• 10:34
  humans.
• 10:35
  At
• 10:35
  their
• 10:35
  core
• 10:35
  are
• 10:35
  always
• 10:36
  going
• 10:36
  to
• 10:36
  be
• 10:36
  a
• 10:36
  little
• 10:36
  bit
• 10:36
  resistant
• 10:37
  to
• 10:37
  change.
• 10:37
  Then
• 10:38
  when
• 10:38
  you
• 10:38
  look
• 10:38
  at
• 10:38
  two
• 10:39
  organizations
• 10:40
  that
• 10:41
  have
• 10:41
  very
• 10:41
  sophisticated
• 10:42
  sales
• 10:42
  teams,
• 10:42
  right.
• 10:43
  A
• 10:43
  good
• 10:43
  understanding
• 10:43
  of
• 10:44
  their
• 10:44
  market,
• 10:44
  they
• 10:44
  have
• 10:44
  a
• 10:44
  good
• 10:44
  understanding
• 10:45
  of
• 10:45
  what
• 10:45
  they
• 10:45
  want
• 10:45
  to
• 10:45
  accomplish,
• 10:46
  Maybe
• 10:46
  they've
• 10:46
  had
• 10:46
  success
• 10:47
  already
• 10:47
  in
• 10:47
  terms
• 10:47
  of
• 10:48
  accomplishing
• 10:48
  certain
• 10:48
  revenue
• 10:49
  metrics
• 10:49
  and
• 10:49
  goals.
• 10:49
  Anybody
• 10:50
  that
• 10:50
  sees
• 10:50
  somebody
• 10:51
  from
• 10:51
  the
• 10:51
  outside
• 10:51
  coming
• 10:52
  in
• 10:52
  is
• 10:52
  always
• 10:53
  a
• 10:53
  little
• 10:53
  apprehensive,
• 10:54
  right.
• 10:54
  Because
• 10:54
  there's
• 10:54
  a
• 10:54
  little
• 10:55
  bit
• 10:55
  of
• 10:55
  an
• 10:55
  understanding
• 10:55
  on,
• 10:56
  well,
• 10:56
  my
• 10:56
  business
• 10:57
  is
• 10:57
  very
• 10:57
  unique.
• 10:58
  My
• 10:58
  clients
• 10:59
  are
• 10:59
  very
• 11:00
  niche.
• 11:00
  Right.
• 11:01
  My
• 11:01
  vertical
• 11:01
  is
• 11:02
  very
• 11:02
  specific
• 11:03
  to
• 11:03
  a
• 11:03
  certain
• 11:03
  extent.
• 11:04
  Having,
• 11:04
  you
• 11:04
  know,
• 11:04
  the
• 11:05
  right
• 11:05
  type
• 11:05
  of
• 11:05
  messaging,
• 11:05
  extremely
• 11:06
  important
• 11:06
  to
• 11:06
  have
• 11:07
  the
• 11:07
  right
• 11:07
  type
• 11:07
  of
• 11:08
  online
• 11:08
  presence,
• 11:09
  right.
• 11:09
  To
• 11:09
  have
• 11:09
  the,
• 11:10
  the
• 11:10
  right
• 11:10
  type
• 11:10
  of
• 11:11
  collateral
• 11:11
  that
• 11:11
  you're
• 11:11
  going
• 11:11
  to
• 11:11
  provide,
• 11:12
  all
• 11:12
  extremely
• 11:13
  important.
• 11:14
  But
• 11:14
  the
• 11:14
  reality
• 11:14
  is,
• 11:15
  is
• 11:15
  that
• 11:15
  when
• 11:15
  you
• 11:15
  have
• 11:15
  a
• 11:16
  process
• 11:17
  in
• 11:17
  sales,
• 11:18
  right.
• 11:18
  When
• 11:18
  you're,
• 11:19
  when
• 11:19
  you're
• 11:19
  asking
• 11:20
  the
• 11:20
  right
• 11:20
  type
• 11:20
  of
• 11:21
  questions,
• 11:21
  when
• 11:22
  you're
• 11:22
  uncovering
• 11:22
  information,
• 11:22
  when
• 11:23
  you
• 11:23
  have
• 11:23
  kind
• 11:23
  of
• 11:23
  like
• 11:23
  a
• 11:23
  good
• 11:24
  framework
• 11:24
  in
• 11:24
  place,
• 11:25
  right?
• 11:26
  Not,
• 11:26
  not
• 11:26
  a
• 11:26
  checklist,
• 11:27
  right.
• 11:27
  We're
• 11:28
  not
• 11:28
  in
• 11:28
  an
• 11:28
  industry
• 11:28
  where
• 11:29
  you
• 11:29
  can
• 11:29
  go
• 11:29
  one
• 11:29
  by
• 11:29
  one
• 11:30
  and
• 11:30
  you
• 11:30
  can
• 11:30
  ask
• 11:31
  certain
• 11:31
  things
• 11:31
  systematically.
• 11:32
  And
• 11:32
  then
• 11:32
  at
• 11:32
  the
• 11:32
  End
• 11:33
  of
• 11:33
  the
• 11:33
  day,
• 11:33
  it's
• 11:33
  going
• 11:33
  to
• 11:33
  kick
• 11:33
  out
• 11:33
  a
• 11:33
  nice
• 11:34
  recommendation
• 11:34
  for
• 11:34
  the
• 11:34
  client.
• 11:35
  The
• 11:35
  reality
• 11:36
  is,
• 11:36
  is
• 11:36
  that
• 11:36
  you
• 11:36
  have
• 11:37
  to
• 11:37
  be
• 11:38
  able
• 11:38
  to
• 11:38
  adapt.
• 11:39
  You
• 11:39
  have
• 11:39
  to
• 11:39
  be
• 11:39
  able
• 11:39
  to
• 11:39
  uncover
• 11:40
  more
• 11:40
  information.
• 11:41
  And
• 11:41
  from
• 11:42
  my
• 11:42
  experience,
• 11:43
  when
• 11:43
  you
• 11:43
  come
• 11:43
  in
• 11:43
  with
• 11:44
  this
• 11:44
  type
• 11:44
  of
• 11:44
  approach,
• 11:45
  no
• 11:46
  matter
• 11:46
  how
• 11:46
  sophisticated
• 11:47
  a
• 11:47
  sales
• 11:47
  organization
• 11:48
  is,
• 11:48
  it
• 11:49
  would
• 11:49
  be
• 11:49
  hard
• 11:49
  for
• 11:49
  anybody
• 11:50
  to
• 11:50
  disagree
• 11:50
  with
• 11:50
  that.
• 11:51
  Right?
• 11:51
  From
• 11:52
  an
• 11:52
  understanding
• 11:52
  on,
• 11:52
  hey,
• 11:53
  we're
• 11:53
  driving
• 11:54
  a
• 11:54
  process
• 11:54
  here.
• 11:55
  We're
• 11:55
  driving
• 11:55
  things
• 11:56
  that
• 11:56
  are
• 11:56
  repeatable.
• 11:56
  One
• 11:57
  of
• 11:57
  the
• 11:57
  biggest
• 11:57
  principles
• 11:57
  that
• 11:58
  we
• 11:58
  recommend
• 11:58
  is
• 11:58
  the,
• 11:59
  the
• 11:59
  art
• 11:59
  and
• 11:59
  science
• 12:00
  of
• 12:00
  practice.
• 12:01
  Right.
• 12:01
  Different
• 12:01
  tools
• 12:01
  on
• 12:02
  how
• 12:02
  you
• 12:02
  can
• 12:02
  practice
• 12:02
  things
• 12:03
  like
• 12:03
  question
• 12:03
  trees,
• 12:04
  on
• 12:04
  preparing
• 12:05
  for
• 12:05
  a
• 12:05
  meeting,
• 12:05
  run
• 12:05
  of
• 12:06
  the
• 12:06
  show
• 12:06
  meeting
• 12:06
  run
• 12:06
  of
• 12:07
  the
• 12:07
  show
• 12:07
  templates
• 12:07
  where
• 12:07
  you
• 12:07
  can
• 12:08
  run
• 12:08
  an
• 12:08
  internal
• 12:09
  meeting
• 12:09
  prior
• 12:09
  to
• 12:10
  a
• 12:10
  very
• 12:10
  important
• 12:10
  sales
• 12:11
  meeting,
• 12:11
  where
• 12:11
  you
• 12:11
  have
• 12:12
  additional
• 12:12
  stakeholders,
• 12:13
  right.
• 12:13
  Where
• 12:13
  you
• 12:13
  have
• 12:14
  additional
• 12:14
  people
• 12:14
  from
• 12:14
  other
• 12:15
  departments
• 12:15
  joining
• 12:16
  the
• 12:16
  meetings,
• 12:16
  where
• 12:16
  you
• 12:16
  have
• 12:17
  people
• 12:17
  on
• 12:17
  your
• 12:17
  side,
• 12:18
  you
• 12:18
  know,
• 12:18
  from
• 12:18
  a
• 12:18
  legal
• 12:19
  standpoint,
• 12:19
  from
• 12:19
  a
• 12:19
  finance
• 12:20
  standpoint,
• 12:21
  and
• 12:21
  so
• 12:22
  bringing
• 12:22
  that
• 12:22
  all
• 12:23
  back
• 12:23
  into
• 12:23
  the
• 12:24
  core
• 12:25
  sales
• 12:26
  individuals,
• 12:26
  the
• 12:26
  core
• 12:27
  sales
• 12:27
  leaders.
• 12:27
  If
• 12:27
  you
• 12:28
  come
• 12:28
  in
• 12:28
  from
• 12:28
  an
• 12:28
  outside
• 12:28
  perspective
• 12:29
  and
• 12:29
  it's
• 12:30
  just
• 12:30
  like,
• 12:30
  hey,
• 12:30
  my
• 12:30
  way
• 12:31
  or
• 12:31
  the
• 12:31
  highway,
• 12:32
  that
• 12:32
  also
• 12:32
  matters
• 12:33
  in
• 12:33
  terms
• 12:33
  of
• 12:33
  coaching
• 12:34
  and
• 12:34
  training
• 12:34
  adults.
• 12:35
  It
• 12:35
  has
• 12:35
  to
• 12:36
  be,
• 12:36
  of
• 12:36
  course,
• 12:36
  it.
• 12:37
  Has
• 12:37
  to
• 12:37
  be
• 12:37
  able
• 12:37
  to
• 12:37
  be
• 12:37
  digestible.
• 12:38
  They
• 12:39
  have
• 12:39
  to
• 12:39
  be
• 12:39
  able
• 12:39
  to
• 12:39
  see
• 12:40
  value.
• 12:41
  And
• 12:41
  that's
• 12:41
  part
• 12:42
  of
• 12:42
  our
• 12:42
  job,
• 12:42
  right.
• 12:43
  Working
• 12:43
  with
• 12:43
  Maestro
• 12:44
  is
• 12:44
  to
• 12:44
  be
• 12:44
  able
• 12:45
  to
• 12:45
  understand
• 12:45
  that,
• 12:45
  hey,
• 12:45
  you
• 12:46
  know,
• 12:46
  we're
• 12:46
  going
• 12:46
  to
• 12:47
  be
• 12:47
  substantially
• 12:48
  more
• 12:48
  successful
• 12:49
  if
• 12:49
  we
• 12:50
  are
• 12:50
  locked
• 12:50
  in
• 12:50
  arm
• 12:51
  together
• 12:51
  and.
• 12:51
  What
• 12:51
  we
• 12:51
  want,
• 12:52
  all
• 12:52
  of
• 12:52
  us.
• 12:52
  Yeah.
• 12:52
  Versus
• 12:53
  anything
• 12:53
  being
• 12:53
  combative.
• 12:54
  Right.
• 12:54
  And
• 12:55
  yeah,
• 12:55
  of
• 12:55
  course,
• 12:55
  quite
• 12:56
  often
• 12:56
  you.
• 12:57
  You'Ve
• 12:57
  probably
• 12:57
  seen
• 12:57
  this
• 12:57
  in
• 12:58
  your
• 12:58
  own
• 12:58
  experience,
• 12:58
  Graham,
• 12:58
  that,
• 12:59
  that
• 12:59
  starts
• 12:59
  and
• 13:00
  ends
• 13:00
  with
• 13:00
  the,
• 13:02
  the
• 13:02
  outsider
• 13:03
  first.
• 13:03
  Right.
• 13:04
  Being
• 13:04
  able
• 13:04
  to
• 13:04
  understand,
• 13:05
  establishing
• 13:06
  your
• 13:06
  own
• 13:06
  credibility,
• 13:07
  showing
• 13:07
  the
• 13:07
  value.
• 13:08
  Right.
• 13:08
  We
• 13:08
  worked
• 13:08
  with
• 13:09
  over
• 13:09
  700
• 13:09
  clients
• 13:10
  in
• 13:10
  our
• 13:10
  history
• 13:10
  with
• 13:10
  Maestro.
• 13:11
  Right.
• 13:11
  We
• 13:11
  have
• 13:11
  a
• 13:12
  97%
• 13:13
  retention
• 13:13
  rate.
• 13:13
  That's
• 13:14
  one
• 13:14
  of
• 13:14
  the
• 13:14
  things
• 13:14
  that
• 13:14
  I
• 13:14
  lead
• 13:15
  with
• 13:15
  on
• 13:15
  purpose.
• 13:15
  That's
• 13:16
  incredible.
• 13:16
  That's
• 13:16
  a
• 13:16
  great
• 13:17
  piece
• 13:17
  of
• 13:17
  data,
• 13:17
  sir.
• 13:18
  People
• 13:18
  like
• 13:18
  working
• 13:18
  with
• 13:19
  us
• 13:19
  and
• 13:19
  they
• 13:19
  like
• 13:19
  working
• 13:20
  with
• 13:20
  us
• 13:20
  continue
• 13:20
  is
• 13:21
  over
• 13:21
  time.
• 13:21
  It's
• 13:21
  a
• 13:22
  credit
• 13:22
  to
• 13:22
  the
• 13:22
  people
• 13:22
  that
• 13:22
  work
• 13:23
  in
• 13:23
  the
• 13:23
  company.
• 13:24
  But
• 13:24
  saying
• 13:24
  that
• 13:25
  and
• 13:25
  establishing
• 13:25
  that
• 13:25
  early
• 13:26
  to
• 13:26
  me
• 13:26
  is.
• 13:27
  Is
• 13:27
  100
• 13:28
  meant
• 13:28
  to
• 13:28
  disarm
• 13:29
  somebody
• 13:29
  for
• 13:30
  them
• 13:30
  to
• 13:30
  understand
• 13:30
  on.
• 13:31
  You
• 13:31
  might
• 13:31
  not
• 13:31
  know
• 13:32
  me
• 13:32
  today,
• 13:32
  so
• 13:33
  it's
• 13:33
  my
• 13:33
  job
• 13:33
  to
• 13:33
  kind
• 13:33
  of,
• 13:34
  you
• 13:34
  know,
• 13:34
  bring,
• 13:34
  bring
• 13:34
  my,
• 13:35
  bring
• 13:35
  my
• 13:35
  background,
• 13:36
  bring
• 13:36
  my
• 13:36
  expertise.
• 13:37
  But
• 13:37
  this
• 13:37
  is
• 13:37
  a
• 13:37
  collaboration.
• 13:38
  Yeah.
• 13:39
  I
• 13:39
  did
• 13:39
  a
• 13:39
  negotiation
• 13:40
  course
• 13:40
  last
• 13:40
  year
• 13:40
  and
• 13:41
  I
• 13:41
  think
• 13:41
  the.
• 13:42
  One
• 13:42
  of
• 13:42
  the
• 13:42
  pieces
• 13:43
  of
• 13:43
  guidance
• 13:43
  in
• 13:43
  that
• 13:44
  was,
• 13:44
  well,
• 13:44
  let's
• 13:44
  start
• 13:45
  by
• 13:45
  finding
• 13:45
  something
• 13:45
  that
• 13:45
  we
• 13:46
  can,
• 13:46
  that
• 13:46
  we
• 13:46
  can
• 13:46
  both
• 13:46
  agree
• 13:47
  on
• 13:47
  or
• 13:47
  an
• 13:47
  objective
• 13:48
  that
• 13:48
  we,
• 13:48
  that
• 13:48
  we
• 13:48
  both
• 13:49
  want
• 13:49
  to
• 13:49
  meet.
• 13:49
  And
• 13:49
  in
• 13:50
  the,
• 13:50
  in
• 13:50
  the
• 13:50
  case
• 13:50
  of
• 13:50
  a
• 13:50
  sales
• 13:51
  team,
• 13:51
  that
• 13:51
  could
• 13:52
  be,
• 13:52
  we
• 13:52
  want
• 13:52
  your
• 13:53
  time
• 13:53
  to
• 13:53
  be
• 13:53
  put
• 13:53
  to
• 13:53
  better
• 13:54
  use
• 13:54
  so
• 13:54
  that
• 13:54
  you're
• 13:55
  more
• 13:55
  efficient
• 13:55
  so
• 13:55
  that
• 13:56
  the
• 13:56
  company
• 13:56
  can
• 13:57
  generate
• 13:57
  more
• 13:57
  sales
• 13:58
  so
• 13:58
  that
• 13:58
  you
• 13:58
  can
• 13:59
  get
• 13:59
  higher
• 14:00
  commissions.
• 14:00
  That
• 14:01
  seems
• 14:01
  like
• 14:01
  something
• 14:01
  we
• 14:01
  can
• 14:02
  agree
• 14:02
  on,
• 14:02
  right?
• 14:02
  Going
• 14:02
  in.
• 14:03
  Yeah,
• 14:03
  I,
• 14:03
  I,
• 14:04
  I
• 14:04
  couldn't
• 14:05
  agree
• 14:05
  more.
• 14:05
  Right.
• 14:06
  And,
• 14:06
  and
• 14:07
  follow
• 14:08
  the
• 14:08
  money.
• 14:08
  Money
• 14:08
  is
• 14:08
  always
• 14:09
  an
• 14:09
  easiest
• 14:09
  way
• 14:09
  to
• 14:10
  find
• 14:10
  common
• 14:10
  ground
• 14:10
  with
• 14:10
  sales
• 14:11
  professionals
• 14:11
  just
• 14:11
  because
• 14:11
  of
• 14:12
  we
• 14:12
  most
• 14:13
  sales
• 14:13
  professionals
• 14:13
  have
• 14:14
  a
• 14:14
  good
• 14:14
  understanding
• 14:14
  of
• 14:14
  the
• 14:15
  incentives
• 14:15
  involved
• 14:16
  in
• 14:16
  what
• 14:16
  we
• 14:16
  do
• 14:16
  in
• 14:17
  the
• 14:17
  amount
• 14:17
  of
• 14:17
  work.
• 14:18
  Most
• 14:18
  sales
• 14:18
  professionals
• 14:19
  also
• 14:19
  understand
• 14:19
  that
• 14:20
  people
• 14:20
  not
• 14:20
  in
• 14:21
  sales
• 14:21
  think
• 14:22
  sales
• 14:22
  is
• 14:23
  a
• 14:23
  lot
• 14:23
  easier
• 14:23
  than
• 14:23
  it
• 14:24
  is.
• 14:24
  People
• 14:25
  in
• 14:25
  product
• 14:25
  always
• 14:26
  think
• 14:26
  that
• 14:26
  the
• 14:26
  product
• 14:26
  is
• 14:27
  the
• 14:27
  greatest
• 14:27
  thing
• 14:28
  since
• 14:28
  slice
• 14:28
  of
• 14:28
  course
• 14:29
  can
• 14:29
  sell
• 14:29
  itself.
• 14:30
  People
• 14:30
  in
• 14:31
  marketing
• 14:31
  always
• 14:31
  have
• 14:31
  a
• 14:32
  great
• 14:32
  strong
• 14:32
  feeling
• 14:33
  on
• 14:34
  impressions
• 14:35
  and
• 14:35
  engagements.
• 14:36
  Right.
• 14:36
  The
• 14:37
  reality
• 14:37
  is,
• 14:37
  is
• 14:38
  that
• 14:38
  you
• 14:38
  need
• 14:38
  all
• 14:38
  of
• 14:38
  it
• 14:39
  to
• 14:39
  be
• 14:39
  able
• 14:39
  to
• 14:39
  drive
• 14:40
  sales.
• 14:40
  But
• 14:40
  sales
• 14:41
  in
• 14:41
  its
• 14:41
  own
• 14:41
  right
• 14:41
  has
• 14:41
  its
• 14:42
  own
• 14:42
  unique
• 14:42
  process.
• 14:43
  I
• 14:43
  think
• 14:44
  finding
• 14:44
  common
• 14:44
  ground
• 14:45
  like
• 14:45
  that
• 14:45
  with
• 14:45
  sales
• 14:46
  professionals
• 14:46
  to
• 14:46
  me
• 14:46
  is
• 14:47
  always
• 14:47
  what
• 14:47
  is
• 14:47
  most
• 14:48
  successful.
• 14:48
  An
• 14:48
  approach
• 14:49
  to
• 14:49
  that.
• 14:49
  I've,
• 14:49
  I've
• 14:49
  heard
• 14:50
  that
• 14:50
  I'd
• 14:50
  love
• 14:50
  your
• 14:50
  thoughts
• 14:50
  on.
• 14:50
  I've
• 14:51
  heard
• 14:51
  that
• 14:51
  in
• 14:51
  the
• 14:51
  world
• 14:51
  of
• 14:51
  sales
• 14:52
  and
• 14:52
  marketing,
• 14:52
  or
• 14:53
  sales
• 14:53
  versus
• 14:53
  marketing
• 14:54
  as
• 14:54
  it
• 14:54
  turns
• 14:54
  into
• 14:54
  sometimes
• 14:55
  that
• 14:55
  there
• 14:55
  can
• 14:56
  be
• 14:56
  a
• 14:57
  tendency
• 14:57
  for
• 14:58
  muds
• 14:58
  to
• 14:58
  get
• 14:59
  thrown
• 14:59
  over
• 14:59
  the
• 14:59
  fence
• 15:00
  at
• 15:01
  each
• 15:01
  other.
• 15:01
  The
• 15:01
  glee
• 15:01
  to
• 15:01
  one
• 15:02
  of
• 15:02
  high
• 15:02
  enough
• 15:02
  quality,
• 15:02
  the
• 15:03
  sales
• 15:03
  aren't
• 15:03
  closing
• 15:04
  hard
• 15:04
  enough,
• 15:04
  whatever
• 15:04
  it
• 15:04
  might
• 15:05
  be.
• 15:05
  And
• 15:06
  I've
• 15:06
  heard
• 15:06
  an
• 15:06
  approach
• 15:07
  where
• 15:07
  you
• 15:08
  combine
• 15:08
  the
• 15:08
  incentive
• 15:09
  of
• 15:09
  those
• 15:09
  two
• 15:09
  teams
• 15:09
  and
• 15:09
  instead
• 15:10
  have
• 15:10
  a
• 15:10
  customer
• 15:11
  acquisition
• 15:11
  team
• 15:12
  where,
• 15:13
  you
• 15:13
  know,
• 15:13
  sales
• 15:13
  and
• 15:13
  marketing
• 15:14
  work
• 15:14
  in,
• 15:14
  in
• 15:14
  tandem.
• 15:15
  Have
• 15:15
  you,
• 15:15
  have
• 15:15
  you
• 15:15
  seen
• 15:15
  that
• 15:16
  happening
• 15:17
  out
• 15:17
  in
• 15:17
  the
• 15:17
  field?
• 15:17
  I've
• 15:18
  seen
• 15:18
  variations
• 15:19
  of
• 15:19
  it.
• 15:19
  Most
• 15:20
  organizations
• 15:21
  know
• 15:21
  that
• 15:22
  sales
• 15:22
  and
• 15:22
  marketing
• 15:22
  need
• 15:23
  to
• 15:23
  work
• 15:23
  together.
• 15:24
  Very
• 15:24
  few
• 15:24
  do
• 15:25
  it
• 15:25
  very
• 15:25
  well.
• 15:25
  Here's
• 15:26
  what
• 15:26
  ends
• 15:26
  up
• 15:26
  happening
• 15:27
  is
• 15:27
  the
• 15:28
  sales
• 15:28
  side
• 15:28
  looks
• 15:29
  at
• 15:29
  it
• 15:29
  and
• 15:29
  is
• 15:29
  like,
• 15:30
  where
• 15:31
  are
• 15:31
  our
• 15:31
  inbound
• 15:32
  leads?
• 15:32
  Right?
• 15:33
  Where
• 15:33
  are
• 15:33
  the
• 15:33
  leads
• 15:33
  that
• 15:33
  are
• 15:33
  supposed
• 15:34
  to
• 15:34
  be
• 15:34
  coming
• 15:34
  to
• 15:34
  us?
• 15:34
  And
• 15:35
  marketing
• 15:36
  is,
• 15:36
  you
• 15:36
  know,
• 15:36
  on
• 15:36
  the
• 15:36
  other
• 15:37
  side.
• 15:37
  And
• 15:37
  I'm
• 15:38
  making
• 15:38
  a
• 15:38
  little
• 15:38
  fun
• 15:38
  of
• 15:38
  it,
• 15:38
  but
• 15:38
  it's
• 15:39
  like,
• 15:39
  well,
• 15:39
  you,
• 15:39
  you
• 15:40
  didn't
• 15:40
  do
• 15:40
  anything
• 15:40
  with
• 15:40
  the
• 15:40
  last
• 15:40
  leads
• 15:41
  that
• 15:41
  we
• 15:41
  brought
• 15:41
  you,
• 15:41
  right?
• 15:42
  And
• 15:42
  you
• 15:42
  got
• 15:42
  to
• 15:42
  have
• 15:42
  that
• 15:43
  like,
• 15:43
  that
• 15:43
  little
• 15:43
  bit
• 15:43
  of
• 15:44
  behind
• 15:44
  the
• 15:44
  scenes,
• 15:45
  even
• 15:45
  if
• 15:45
  people
• 15:45
  don't
• 15:45
  say
• 15:45
  it
• 15:46
  right?
• 15:46
  That
• 15:46
  type
• 15:46
  of
• 15:47
  dynamic.
• 15:48
  Right.
• 15:48
  Well,
• 15:48
  it's
• 15:48
  like
• 15:48
  when
• 15:49
  I
• 15:49
  bring
• 15:49
  you
• 15:49
  the
• 15:49
  leads,
• 15:49
  are
• 15:50
  you
• 15:50
  ready
• 15:50
  to
• 15:50
  go?
• 15:50
  And
• 15:50
  it's
• 15:51
  like,
• 15:51
  well,
• 15:51
  we
• 15:51
  need
• 15:51
  the
• 15:51
  leads
• 15:51
  to
• 15:51
  be
• 15:52
  able
• 15:52
  to
• 15:52
  do
• 15:52
  so.
• 15:52
  And
• 15:53
  the,
• 15:53
  the
• 15:53
  best
• 15:53
  teams
• 15:54
  that,
• 15:54
  that
• 15:55
  have
• 15:56
  the
• 15:56
  most
• 15:56
  success.
• 15:56
  Graham.
• 15:57
  Right.
• 15:57
  When
• 15:57
  it
• 15:57
  comes
• 15:57
  to
• 15:57
  exactly
• 15:58
  what
• 15:58
  you
• 15:58
  described
• 15:58
  is
• 15:59
  that
• 15:59
  where
• 16:00
  marketing
• 16:00
  is
• 16:00
  invited
• 16:01
  to
• 16:01
  weekly
• 16:02
  sales
• 16:02
  pipeline
• 16:03
  meetings,
• 16:03
  forecast
• 16:04
  meetings
• 16:05
  and
• 16:05
  vice
• 16:05
  versa,
• 16:06
  and
• 16:07
  the
• 16:07
  visibility
• 16:08
  is
• 16:08
  what
• 16:08
  is
• 16:08
  needed
• 16:09
  for
• 16:09
  the
• 16:09
  collaboration.
• 16:10
  Meaning
• 16:11
  I'm
• 16:11
  now
• 16:12
  I'm
• 16:12
  in
• 16:13
  sales,
• 16:13
  I'm
• 16:13
  a
• 16:13
  director,
• 16:14
  I'm
• 16:14
  going
• 16:14
  through
• 16:14
  a
• 16:15
  large
• 16:15
  B2B
• 16:15
  Enterprise
• 16:16
  sale.
• 16:16
  I
• 16:16
  need
• 16:17
  a
• 16:17
  very
• 16:17
  important
• 16:17
  piece
• 16:18
  of
• 16:18
  collateral
• 16:18
  or
• 16:18
  maybe
• 16:19
  a
• 16:19
  presentation
• 16:19
  for
• 16:20
  my
• 16:20
  next
• 16:20
  meeting,
• 16:21
  maybe
• 16:21
  both.
• 16:21
  Right.
• 16:22
  In
• 16:22
  that
• 16:22
  case,
• 16:23
  if
• 16:24
  I
• 16:24
  just
• 16:24
  independently
• 16:25
  take
• 16:25
  that
• 16:26
  siloed
• 16:26
  go
• 16:27
  over
• 16:27
  to
• 16:27
  marketing,
• 16:27
  say,
• 16:27
  hey,
• 16:27
  I
• 16:28
  need
• 16:28
  a
• 16:28
  pitch
• 16:28
  deck.
• 16:29
  There's
• 16:29
  not
• 16:29
  any
• 16:30
  type
• 16:30
  of
• 16:30
  emotion
• 16:30
  or
• 16:30
  anything
• 16:31
  that's
• 16:31
  going
• 16:31
  to
• 16:31
  provoke.
• 16:32
  If
• 16:32
  you
• 16:32
  have
• 16:32
  somebody
• 16:32
  really
• 16:32
  good
• 16:32
  on
• 16:33
  marketing,
• 16:33
  they're
• 16:33
  going
• 16:33
  to
• 16:33
  provide
• 16:33
  you
• 16:34
  what
• 16:34
  you
• 16:34
  need,
• 16:34
  they're
• 16:34
  going
• 16:34
  to
• 16:34
  ask
• 16:34
  you
• 16:35
  some
• 16:35
  questions,
• 16:35
  they're
• 16:35
  going
• 16:36
  to
• 16:36
  get
• 16:36
  you
• 16:36
  an
• 16:36
  asset
• 16:36
  or
• 16:36
  tool.
• 16:37
  The
• 16:37
  other
• 16:38
  side
• 16:38
  of
• 16:38
  it
• 16:38
  is
• 16:38
  that
• 16:38
  if
• 16:39
  I'm
• 16:39
  in
• 16:39
  sales
• 16:39
  and
• 16:39
  I
• 16:40
  have
• 16:40
  the
• 16:41
  director
• 16:41
  of
• 16:41
  marketing
• 16:42
  on
• 16:42
  our
• 16:42
  sales
• 16:43
  forecast
• 16:43
  call
• 16:44
  and
• 16:44
  I'm
• 16:44
  telling
• 16:44
  them
• 16:44
  about
• 16:45
  the
• 16:45
  specific
• 16:45
  opportunity,
• 16:46
  I'm
• 16:46
  telling
• 16:47
  them
• 16:47
  about
• 16:47
  Graham,
• 16:47
  I'm
• 16:48
  telling
• 16:48
  you
• 16:48
  about
• 16:48
  your
• 16:48
  organization,
• 16:49
  I'm
• 16:49
  telling
• 16:49
  them
• 16:50
  how
• 16:50
  many
• 16:50
  conversations
• 16:50
  we've
• 16:51
  had,
• 16:51
  what's
• 16:51
  important
• 16:52
  for
• 16:52
  you
• 16:52
  to
• 16:52
  see
• 16:53
  how
• 16:53
  I
• 16:53
  believe
• 16:53
  my
• 16:54
  product.
• 16:54
  And
• 16:54
  my
• 16:54
  solution
• 16:55
  is
• 16:55
  going
• 16:55
  to
• 16:55
  be
• 16:55
  a
• 16:55
  perfect
• 16:56
  fit.
• 16:56
  But
• 16:56
  I
• 16:56
  need
• 16:57
  to
• 16:57
  tell
• 16:57
  that
• 16:57
  story
• 16:57
  a
• 16:58
  little
• 16:58
  bit
• 16:58
  better.
• 16:59
  Right.
• 16:59
  Based
• 16:59
  on
• 16:59
  what
• 16:59
  we
• 16:59
  currently
• 17:00
  have
• 17:00
  today,
• 17:01
  the
• 17:01
  person
• 17:01
  on
• 17:02
  marketing
• 17:02
  side
• 17:02
  is
• 17:02
  going
• 17:03
  to
• 17:03
  look
• 17:03
  at
• 17:03
  that
• 17:03
  and
• 17:03
  actually
• 17:03
  have
• 17:03
  that
• 17:04
  feeling
• 17:04
  and
• 17:04
  that
• 17:04
  understanding
• 17:05
  the
• 17:05
  level
• 17:05
  of
• 17:06
  depth
• 17:06
  on
• 17:06
  okay,
• 17:07
  this
• 17:07
  is
• 17:07
  what
• 17:07
  Assad
• 17:08
  needed,
• 17:08
  this
• 17:08
  is
• 17:08
  what
• 17:08
  it's
• 17:09
  going
• 17:09
  on.
• 17:09
  I
• 17:09
  probably
• 17:10
  maybe
• 17:10
  even
• 17:10
  have
• 17:10
  a
• 17:10
  slide
• 17:11
  or
• 17:11
  two
• 17:11
  that
• 17:11
  would
• 17:12
  work
• 17:12
  well
• 17:12
  for
• 17:12
  this.
• 17:13
  Maybe
• 17:13
  he
• 17:13
  hasn't
• 17:13
  seen
• 17:13
  different
• 17:14
  types
• 17:14
  of
• 17:14
  things
• 17:15
  start
• 17:15
  to,
• 17:15
  you
• 17:15
  know,
• 17:15
  be,
• 17:16
  be
• 17:16
  put
• 17:17
  out
• 17:17
  there
• 17:17
  into
• 17:17
  universe
• 17:18
  and
• 17:18
  then
• 17:18
  the
• 17:18
  collaboration
• 17:19
  happens
• 17:19
  really
• 17:19
  well.
• 17:20
  And
• 17:20
  I
• 17:21
  think
• 17:21
  that's
• 17:21
  at
• 17:21
  its
• 17:21
  core
• 17:22
  where
• 17:22
  the
• 17:22
  disconnect
• 17:23
  still
• 17:23
  is
• 17:23
  with
• 17:24
  marketing
• 17:24
  and
• 17:24
  with
• 17:25
  sales
• 17:25
  is
• 17:26
  it
• 17:26
  can't
• 17:26
  be,
• 17:27
  well,
• 17:27
  I
• 17:27
  need
• 17:27
  this
• 17:28
  and
• 17:28
  you
• 17:28
  need
• 17:28
  that
• 17:29
  and
• 17:29
  you're
• 17:29
  not
• 17:30
  delivering
• 17:30
  or
• 17:30
  you're
• 17:31
  not
• 17:31
  providing
• 17:31
  me
• 17:31
  more
• 17:32
  leads
• 17:32
  or
• 17:32
  the
• 17:32
  leads
• 17:32
  aren't
• 17:33
  as
• 17:33
  great,
• 17:33
  whatever
• 17:33
  the
• 17:33
  case
• 17:33
  may
• 17:34
  be.
• 17:34
  There's
• 17:35
  going
• 17:35
  to
• 17:35
  be
• 17:35
  a
• 17:35
  world
• 17:35
  where
• 17:35
  leads
• 17:36
  are,
• 17:36
  they
• 17:37
  could
• 17:37
  always
• 17:37
  be
• 17:37
  better,
• 17:38
  they
• 17:38
  can
• 17:38
  always
• 17:38
  be
• 17:39
  more.
• 17:39
  Right.
• 17:39
  And
• 17:40
  no,
• 17:40
  you
• 17:40
  could
• 17:41
  talk
• 17:41
  to
• 17:41
  a
• 17:41
  thousand
• 17:41
  CEOs.
• 17:41
  Nobody's
• 17:42
  going
• 17:42
  to
• 17:42
  tell
• 17:42
  you
• 17:42
  they
• 17:42
  want
• 17:42
  less
• 17:43
  leads
• 17:43
  for
• 17:43
  the
• 17:43
  sales
• 17:44
  team.
• 17:44
  Right.
• 17:44
  I
• 17:45
  mean,
• 17:45
  would
• 17:45
  there
• 17:45
  be
• 17:45
  an
• 17:45
  argument
• 17:46
  to
• 17:46
  make
• 17:46
  of
• 17:46
  like,
• 17:46
  it
• 17:46
  depends
• 17:46
  how
• 17:47
  well
• 17:47
  qualified
• 17:47
  they
• 17:47
  are.
• 17:48
  Right.
• 17:48
  If
• 17:48
  there's
• 17:48
  a
• 17:49
  lot
• 17:49
  of
• 17:49
  unqualified
• 17:49
  leads,
• 17:50
  it
• 17:50
  might
• 17:50
  end
• 17:50
  up
• 17:50
  wasting
• 17:50
  time.
• 17:51
  But
• 17:51
  the
• 17:52
  in
• 17:52
  a
• 17:52
  salesperson
• 17:53
  definitely
• 17:53
  at
• 17:54
  your
• 17:54
  core
• 17:54
  definitely
• 17:55
  has
• 17:55
  that
• 17:55
  Feeling
• 17:55
  well,
• 17:55
  it's
• 17:55
  got
• 17:55
  to
• 17:56
  be
• 17:56
  quality
• 17:56
  of
• 17:56
  leads,
• 17:57
  right?
• 17:57
  And
• 17:57
  I
• 17:58
  think
• 17:58
  to
• 17:58
  get
• 17:58
  better
• 17:58
  quality
• 17:59
  to,
• 17:59
  to
• 18:00
  have
• 18:00
  the
• 18:00
  quality
• 18:00
  that
• 18:00
  the
• 18:01
  sales
• 18:01
  team
• 18:01
  is
• 18:01
  looking
• 18:01
  for,
• 18:02
  having
• 18:02
  that,
• 18:02
  that
• 18:02
  visibility
• 18:03
  but,
• 18:03
  but
• 18:03
  having
• 18:03
  them
• 18:04
  actually
• 18:04
  involved
• 18:04
  in
• 18:04
  the
• 18:04
  opportunities.
• 18:05
  The
• 18:05
  best
• 18:06
  sales
• 18:06
  pipeline
• 18:07
  meetings,
• 18:07
  forecast
• 18:07
  meetings
• 18:08
  that
• 18:08
  are
• 18:08
  run
• 18:08
  are
• 18:09
  quickly
• 18:09
  going
• 18:09
  through
• 18:10
  the
• 18:10
  last
• 18:10
  thing
• 18:11
  that
• 18:11
  we've
• 18:11
  done
• 18:11
  with
• 18:11
  this
• 18:11
  particular
• 18:12
  client
• 18:12
  or
• 18:12
  prospect.
• 18:13
  The
• 18:13
  next
• 18:13
  step
• 18:14
  that
• 18:14
  we
• 18:14
  have
• 18:14
  planned
• 18:15
  and
• 18:16
  frankly
• 18:16
  what
• 18:16
  you
• 18:17
  need
• 18:17
  sourced
• 18:18
  from
• 18:18
  the
• 18:18
  rest
• 18:18
  of
• 18:19
  the
• 18:19
  team,
• 18:19
  whether
• 18:19
  that's
• 18:19
  on
• 18:20
  sales
• 18:20
  or
• 18:20
  from
• 18:20
  marketing
• 18:21
  or
• 18:21
  anybody
• 18:22
  else
• 18:22
  for
• 18:22
  that
• 18:22
  matter,
• 18:23
  to
• 18:23
  help
• 18:23
  move
• 18:23
  the
• 18:23
  deal
• 18:24
  forward.
• 18:25
  And
• 18:25
  when
• 18:25
  marketing,
• 18:25
  to
• 18:25
  me,
• 18:26
  when
• 18:26
  marketing,
• 18:26
  no
• 18:27
  matter
• 18:27
  who
• 18:27
  they
• 18:27
  are,
• 18:27
  it
• 18:27
  could
• 18:27
  be
• 18:28
  a
• 18:28
  marketing
• 18:28
  intern,
• 18:29
  associate
• 18:30
  director,
• 18:30
  cmo.
• 18:31
  The
• 18:32
  more
• 18:32
  information
• 18:32
  that
• 18:32
  marketing
• 18:33
  has
• 18:33
  into
• 18:33
  the
• 18:33
  depth
• 18:34
  on
• 18:34
  level
• 18:34
  of
• 18:34
  wanting
• 18:34
  to
• 18:34
  help
• 18:35
  close
• 18:35
  sales,
• 18:36
  everybody
• 18:36
  wants
• 18:37
  to
• 18:37
  help
• 18:37
  close
• 18:37
  more
• 18:37
  sales.
• 18:38
  But
• 18:39
  it
• 18:39
  has
• 18:39
  to
• 18:39
  be
• 18:39
  a
• 18:39
  two
• 18:39
  way
• 18:40
  street.
• 18:40
  You
• 18:40
  have
• 18:41
  to
• 18:41
  be
• 18:41
  able
• 18:41
  from
• 18:41
  the
• 18:41
  sales
• 18:42
  side
• 18:42
  to
• 18:42
  put
• 18:43
  emotional
• 18:43
  deposits
• 18:44
  in
• 18:44
  just
• 18:45
  as
• 18:45
  much
• 18:45
  as
• 18:45
  you
• 18:45
  make
• 18:46
  withdrawals.
• 18:46
  Right.
• 18:47
  People
• 18:47
  do
• 18:47
  things
• 18:48
  more
• 18:48
  for
• 18:48
  people
• 18:49
  that
• 18:49
  they
• 18:49
  like
• 18:49
  and
• 18:49
  they
• 18:50
  feel
• 18:50
  have
• 18:50
  an
• 18:50
  investment
• 18:51
  into
• 18:51
  them
• 18:51
  as
• 18:51
  well
• 18:51
  with
• 18:52
  marketing.
• 18:52
  So
• 18:53
  we
• 18:53
  mentioned
• 18:53
  the
• 18:53
  drive
• 18:54
  framework
• 18:55
  earlier.
• 18:56
  People
• 18:56
  may
• 18:56
  be
• 18:56
  familiar
• 18:57
  with
• 18:57
  the
• 18:57
  Bant
• 18:58
  framework.
• 18:59
  That's
• 18:59
  certainly
• 18:59
  one
• 18:59
  that
• 19:00
  I've
• 19:00
  come
• 19:01
  to
• 19:01
  know
• 19:01
  and
• 19:02
  use
• 19:02
  and
• 19:02
  love
• 19:03
  with
• 19:03
  Bant
• 19:04
  being
• 19:04
  first.
• 19:05
  B
• 19:05
  Budget.
• 19:06
  Does
• 19:07
  the
• 19:07
  company
• 19:07
  have
• 19:07
  the
• 19:07
  budget
• 19:07
  required
• 19:08
  to
• 19:08
  pay
• 19:08
  for
• 19:08
  the
• 19:09
  services
• 19:09
  that
• 19:09
  they're
• 19:09
  inquiring
• 19:10
  about?
• 19:10
  A
• 19:10
  Authority.
• 19:10
  Does
• 19:11
  the
• 19:11
  person
• 19:11
  I'm
• 19:11
  speaking
• 19:11
  to
• 19:12
  have
• 19:12
  the
• 19:12
  authority
• 19:12
  to
• 19:12
  sign
• 19:12
  a
• 19:13
  deal?
• 19:14
  N
• 19:14
  Need.
• 19:14
  Is
• 19:14
  there
• 19:15
  a
• 19:15
  need?
• 19:15
  Back
• 19:16
  to
• 19:16
  our
• 19:16
  original
• 19:16
  point
• 19:16
  about
• 19:17
  value,
• 19:17
  will
• 19:17
  value
• 19:18
  be
• 19:18
  derived
• 19:18
  from
• 19:19
  the
• 19:19
  delivery
• 19:19
  of
• 19:19
  these
• 19:19
  services
• 19:20
  in
• 19:20
  the
• 19:20
  organization
• 19:20
  And
• 19:20
  T
• 19:21
  timeline.
• 19:21
  So
• 19:22
  what's
• 19:22
  the
• 19:22
  timeline?
• 19:23
  So
• 19:23
  can
• 19:23
  you
• 19:23
  give
• 19:23
  us
• 19:24
  a
• 19:25
  quick,
• 19:25
  I
• 19:25
  was
• 19:25
  going
• 19:25
  to
• 19:25
  say
• 19:26
  run
• 19:26
  through
• 19:26
  of
• 19:26
  the
• 19:26
  drive
• 19:26
  framework,
• 19:27
  but
• 19:27
  maybe
• 19:27
  a
• 19:27
  drive
• 19:28
  through
• 19:28
  of
• 19:28
  the,
• 19:29
  of
• 19:29
  the
• 19:29
  drive
• 19:30
  framework
• 19:30
  and
• 19:30
  what
• 19:30
  some
• 19:31
  of
• 19:31
  the
• 19:31
  key
• 19:31
  differences
• 19:31
  are
• 19:32
  and
• 19:33
  how
• 19:33
  that
• 19:33
  is
• 19:34
  a
• 19:35
  helpful
• 19:35
  advantage
• 19:36
  for
• 19:36
  you
• 19:36
  in
• 19:36
  the
• 19:36
  work
• 19:36
  that
• 19:37
  you
• 19:37
  do?
• 19:37
  Totally
• 19:38
  what
• 19:39
  you'll
• 19:39
  see
• 19:40
  with
• 19:40
  band
• 19:41
  and
• 19:41
  there's
• 19:41
  a
• 19:42
  few
• 19:42
  other
• 19:42
  frameworks
• 19:42
  in
• 19:43
  terms
• 19:43
  of
• 19:43
  sales
• 19:43
  that
• 19:43
  have
• 19:44
  commonality,
• 19:45
  right?
• 19:45
  Similarities
• 19:46
  I
• 19:46
  would
• 19:47
  say.
• 19:47
  But
• 19:48
  D
• 19:48
  decision
• 19:49
  R
• 19:50
  resources
• 19:51
  I
• 19:51
  impact
• 19:52
  V
• 19:53
  velocity
• 19:54
  in
• 19:54
  E
• 19:54
  for
• 19:55
  expectations.
• 19:56
  Right.
• 19:56
  And
• 19:57
  so
• 19:57
  if
• 19:57
  we
• 19:57
  go
• 19:57
  in,
• 19:57
  each
• 19:58
  letter
• 19:58
  of
• 19:58
  drive
• 19:59
  has.
• 20:00
  Has
• 20:00
  two
• 20:00
  levels
• 20:01
  to
• 20:01
  them.
• 20:01
  So
• 20:02
  if
• 20:02
  we're
• 20:02
  talking
• 20:02
  decision,
• 20:03
  who
• 20:04
  is
• 20:04
  the
• 20:04
  decision
• 20:04
  maker?
• 20:05
  How
• 20:05
  is
• 20:05
  the
• 20:06
  decision
• 20:06
  made?
• 20:07
  Is
• 20:07
  it
• 20:07
  by
• 20:07
  committee?
• 20:08
  Is
• 20:08
  there
• 20:09
  different
• 20:09
  vote?
• 20:09
  Is
• 20:09
  there
• 20:09
  different
• 20:10
  discussions
• 20:10
  that
• 20:11
  are
• 20:11
  on
• 20:11
  how
• 20:11
  just
• 20:11
  exploring
• 20:12
  what
• 20:13
  you
• 20:13
  want
• 20:13
  to
• 20:13
  uncover
• 20:14
  on
• 20:14
  that
• 20:14
  side
• 20:14
  resources
• 20:15
  you
• 20:16
  have,
• 20:16
  you
• 20:16
  have
• 20:16
  budget
• 20:17
  and
• 20:17
  you
• 20:17
  have
• 20:18
  human
• 20:18
  resources
• 20:19
  and
• 20:19
  quite
• 20:19
  often
• 20:20
  that
• 20:20
  could
• 20:20
  be
• 20:20
  an
• 20:20
  individual
• 20:20
  that's
• 20:21
  in
• 20:21
  charge
• 20:21
  of
• 20:21
  the
• 20:21
  particular
• 20:21
  project,
• 20:22
  how
• 20:22
  they're
• 20:22
  influencing
• 20:23
  and,
• 20:23
  and
• 20:24
  then
• 20:24
  the
• 20:24
  money
• 20:24
  aside
• 20:24
  from
• 20:24
  it,
• 20:25
  right?
• 20:25
  Velocity,
• 20:27
  talking
• 20:27
  about
• 20:27
  timeline.
• 20:28
  So
• 20:28
  if
• 20:28
  you're
• 20:28
  comparing
• 20:29
  even
• 20:29
  to
• 20:29
  band,
• 20:30
  what,
• 20:30
  what
• 20:30
  is
• 20:31
  the
• 20:31
  expected
• 20:31
  timeline
• 20:32
  and
• 20:32
  then
• 20:33
  why
• 20:33
  that
• 20:33
  date?
• 20:34
  Right?
• 20:34
  So
• 20:34
  what,
• 20:35
  what's
• 20:35
  important
• 20:35
  about
• 20:35
  that
• 20:36
  date?
• 20:36
  So
• 20:36
  you
• 20:36
  can
• 20:36
  almost
• 20:36
  kind
• 20:37
  of
• 20:37
  work
• 20:37
  your
• 20:37
  way
• 20:37
  backwards,
• 20:37
  right?
• 20:38
  And
• 20:38
  kind
• 20:38
  of
• 20:38
  making
• 20:38
  sure
• 20:39
  you're
• 20:39
  planning
• 20:39
  and
• 20:40
  getting
• 20:40
  things
• 20:40
  done.
• 20:41
  Expectations,
• 20:42
  right?
• 20:43
  This
• 20:43
  is
• 20:43
  a
• 20:43
  little
• 20:43
  different
• 20:44
  from
• 20:44
  all
• 20:44
  of
• 20:44
  the
• 20:44
  other
• 20:45
  letters,
• 20:45
  right?
• 20:45
  Where
• 20:46
  our
• 20:46
  expectations
• 20:46
  is
• 20:47
  about
• 20:47
  what's
• 20:48
  a
• 20:48
  personal
• 20:48
  win
• 20:48
  for
• 20:49
  the
• 20:49
  person
• 20:49
  you're
• 20:49
  talking
• 20:50
  to
• 20:50
  versus
• 20:50
  the
• 20:50
  organization
• 20:51
  as
• 20:51
  a
• 20:51
  whole.
• 20:52
  So
• 20:52
  that's
• 20:53
  an
• 20:53
  interesting
• 20:53
  one.
• 20:53
  How
• 20:53
  would
• 20:53
  that
• 20:54
  look
• 20:54
  for
• 20:54
  that
• 20:54
  person
• 20:54
  bringing
• 20:55
  this
• 20:55
  solution
• 20:55
  in,
• 20:56
  right?
• 20:56
  How
• 20:56
  does
• 20:56
  that
• 20:57
  change
• 20:57
  their
• 20:57
  day
• 20:57
  to
• 20:57
  day?
• 20:58
  Does
• 20:58
  it
• 20:58
  make
• 20:58
  their
• 20:58
  life
• 20:58
  easier?
• 20:59
  How
• 20:59
  does
• 20:59
  that,
• 20:59
  how
• 21:00
  does
• 21:00
  that
• 21:00
  make
• 21:00
  them
• 21:02
  look
• 21:02
  the
• 21:02
  best
• 21:02
  that
• 21:03
  they
• 21:03
  can?
• 21:03
  What
• 21:03
  is
• 21:03
  a
• 21:03
  win
• 21:04
  for
• 21:04
  that
• 21:04
  individual?
• 21:05
  Right?
• 21:05
  And
• 21:06
  what
• 21:06
  are
• 21:06
  the
• 21:06
  potential
• 21:07
  roadblocks
• 21:07
  that
• 21:07
  are
• 21:07
  maybe
• 21:08
  coming
• 21:08
  down
• 21:08
  the
• 21:08
  road
• 21:08
  that,
• 21:09
  that
• 21:09
  we
• 21:09
  maybe
• 21:09
  haven't
• 21:10
  discussed
• 21:10
  or
• 21:10
  uncovered
• 21:11
  here
• 21:11
  today?
• 21:11
  What,
• 21:12
  what
• 21:12
  you'll
• 21:12
  see
• 21:12
  in
• 21:13
  terms
• 21:13
  of
• 21:13
  commonalities
• 21:14
  is
• 21:14
  uncovering
• 21:15
  more
• 21:15
  information,
• 21:16
  avoiding
• 21:17
  last
• 21:17
  minute
• 21:18
  surprises.
• 21:19
  Right?
• 21:19
  Of
• 21:19
  course,
• 21:20
  having
• 21:21
  forecasting
• 21:22
  a
• 21:22
  little
• 21:22
  bit
• 21:22
  more
• 21:22
  accuracy,
• 21:23
  being
• 21:23
  able
• 21:23
  to
• 21:24
  actually
• 21:24
  see.
• 21:24
  To
• 21:25
  me,
• 21:25
  the
• 21:25
  most
• 21:25
  important
• 21:26
  letter
• 21:27
  in
• 21:27
  drive
• 21:28
  is
• 21:28
  always
• 21:29
  going
• 21:29
  to
• 21:29
  be
• 21:29
  impact.
• 21:30
  What
• 21:31
  type
• 21:31
  of
• 21:31
  impact
• 21:31
  is
• 21:32
  this
• 21:32
  going
• 21:32
  to
• 21:32
  have
• 21:32
  on
• 21:33
  the
• 21:33
  organization?
• 21:33
  And
• 21:34
  then
• 21:34
  the
• 21:34
  better
• 21:34
  question
• 21:34
  is,
• 21:35
  what
• 21:35
  happens
• 21:35
  if
• 21:35
  you,
• 21:36
  if
• 21:36
  they
• 21:36
  don't,
• 21:36
  if
• 21:36
  they
• 21:37
  don't
• 21:37
  move
• 21:37
  forward
• 21:37
  with
• 21:37
  our
• 21:37
  solution?
• 21:38
  I'm
• 21:38
  a
• 21:38
  big
• 21:38
  fan
• 21:38
  of
• 21:38
  that
• 21:39
  question.
• 21:40
  How
• 21:40
  is
• 21:40
  that
• 21:41
  going
• 21:41
  to
• 21:41
  look?
• 21:41
  What's
• 21:41
  that
• 21:42
  going
• 21:42
  to
• 21:42
  look
• 21:42
  like?
• 21:42
  Right?
• 21:43
  Because
• 21:44
  constantly,
• 21:44
  Graham,
• 21:44
  what
• 21:44
  we're
• 21:45
  fighting
• 21:45
  against
• 21:45
  in
• 21:45
  sales,
• 21:46
  yes,
• 21:46
  competition,
• 21:47
  right?
• 21:47
  Yes.
• 21:48
  Budgetary
• 21:48
  constraints,
• 21:49
  but
• 21:49
  it's
• 21:50
  always
• 21:50
  about
• 21:50
  the
• 21:50
  status
• 21:50
  quo,
• 21:51
  right?
• 21:52
  That's
• 21:52
  typically
• 21:52
  what
• 21:53
  people
• 21:53
  are
• 21:53
  always
• 21:53
  fighting
• 21:53
  against.
• 21:54
  If
• 21:54
  I
• 21:54
  do
• 21:54
  nothing,
• 21:55
  if
• 21:55
  I
• 21:55
  stay
• 21:55
  the
• 21:56
  same,
• 21:57
  right,
• 21:57
  what's
• 21:58
  going
• 21:58
  to
• 21:58
  happen?
• 21:58
  And
• 21:59
  people,
• 22:00
  humans,
• 22:01
  you
• 22:01
  are
• 22:01
  two
• 22:01
  times
• 22:02
  more
• 22:03
  likely
• 22:04
  to
• 22:04
  make
• 22:04
  a
• 22:05
  decision
• 22:06
  to
• 22:06
  avoid
• 22:08
  a
• 22:08
  negative
• 22:08
  outcome
• 22:09
  rather
• 22:09
  than
• 22:09
  to
• 22:09
  achieve
• 22:10
  a
• 22:10
  positive
• 22:10
  outcome.
• 22:11
  And
• 22:11
  I'll
• 22:11
  give
• 22:11
  you,
• 22:12
  I'll
• 22:12
  give
• 22:12
  you
• 22:12
  an
• 22:12
  example.
• 22:13
  If
• 22:13
  I
• 22:13
  told
• 22:14
  you,
• 22:15
  Graham,
• 22:16
  you
• 22:16
  need
• 22:16
  to
• 22:16
  be
• 22:16
  able
• 22:17
  to
• 22:17
  eat
• 22:17
  healthy
• 22:17
  and
• 22:18
  you
• 22:18
  need
• 22:18
  to
• 22:19
  be
• 22:19
  able
• 22:19
  to
• 22:19
  exercise
• 22:19
  constantly
• 22:20
  because
• 22:21
  it's
• 22:21
  best
• 22:21
  for
• 22:21
  your
• 22:21
  health,
• 22:22
  you
• 22:22
  wouldn't
• 22:22
  disagree
• 22:23
  with
• 22:23
  me,
• 22:23
  but
• 22:23
  that
• 22:24
  wouldn't
• 22:24
  probably
• 22:24
  motivate
• 22:25
  you
• 22:25
  to
• 22:25
  go
• 22:25
  to
• 22:25
  the
• 22:25
  gym
• 22:26
  right
• 22:26
  after
• 22:26
  our
• 22:27
  call
• 22:27
  here
• 22:27
  today,
• 22:27
  you
• 22:27
  would
• 22:27
  probably
• 22:28
  just
• 22:28
  continue
• 22:28
  going
• 22:28
  about
• 22:29
  your
• 22:29
  day.
• 22:29
  If
• 22:30
  I
• 22:30
  said,
• 22:30
  Graham,
• 22:30
  if
• 22:30
  you
• 22:30
  don't
• 22:31
  start
• 22:31
  eating
• 22:31
  better
• 22:31
  and
• 22:32
  you
• 22:32
  don't
• 22:32
  start
• 22:32
  working
• 22:33
  out,
• 22:33
  you're
• 22:34
  on
• 22:34
  the
• 22:34
  verge
• 22:34
  of
• 22:34
  a
• 22:34
  heart
• 22:34
  attack
• 22:36
  now,
• 22:36
  you're
• 22:36
  significantly
• 22:37
  more
• 22:37
  likely
• 22:38
  to
• 22:38
  want
• 22:38
  to
• 22:38
  avoid
• 22:39
  that
• 22:39
  pain
• 22:40
  and
• 22:40
  move
• 22:40
  more
• 22:40
  towards
• 22:41
  the
• 22:41
  positive
• 22:41
  benefit
• 22:41
  in
• 22:42
  that
• 22:42
  it's
• 22:42
  no
• 22:42
  difference
• 22:43
  in
• 22:43
  sales
• 22:43
  when
• 22:43
  it
• 22:44
  comes
• 22:44
  to
• 22:44
  organizations.
• 22:45
  People
• 22:45
  are
• 22:45
  significantly
• 22:46
  more
• 22:46
  likely
• 22:46
  to
• 22:47
  just
• 22:47
  let
• 22:47
  things
• 22:48
  go
• 22:48
  by
• 22:48
  unless
• 22:49
  it's
• 22:49
  to
• 22:50
  avoid
• 22:51
  that
• 22:51
  feeling
• 22:51
  of
• 22:51
  that
• 22:52
  pain
• 22:52
  that.
• 22:52
  That
• 22:53
  they
• 22:53
  can
• 22:53
  have.
• 22:53
  Yeah,
• 22:53
  I've,
• 22:54
  I've
• 22:54
  learned
• 22:54
  this
• 22:54
  myself.
• 22:55
  I
• 22:55
  think,
• 22:55
  I
• 22:55
  think
• 22:55
  the
• 22:55
  way
• 22:56
  I've
• 22:56
  heard
• 22:56
  it
• 22:56
  phrase
• 22:56
  is
• 22:56
  it's
• 22:57
  easier
• 22:57
  to
• 22:57
  sell
• 22:57
  a
• 22:57
  painkiller
• 22:58
  than
• 22:58
  it
• 22:58
  is
• 22:58
  to
• 22:58
  sell
• 22:58
  a
• 22:58
  vitamin.
• 23:00
  Well
• 23:00
  said.
• 23:01
  Yeah,
• 23:02
  absolutely
• 23:03
  right.
• 23:03
  Yeah,
• 23:04
  yeah.
• 23:04
  Oh
• 23:05
  no,
• 23:05
  it's
• 23:05
  all
• 23:05
  yours.
• 23:06
  We
• 23:06
  all
• 23:06
  we
• 23:06
  share
• 23:06
  here,
• 23:07
  we're
• 23:07
  a
• 23:07
  team.
• 23:08
  The.
• 23:10
  We
• 23:10
  talked
• 23:10
  about
• 23:11
  some,
• 23:11
  some
• 23:11
  things
• 23:12
  shared
• 23:12
  by
• 23:12
  sales
• 23:13
  and
• 23:13
  marketing
• 23:13
  and
• 23:13
  I
• 23:14
  want
• 23:14
  to
• 23:14
  shift
• 23:14
  it
• 23:14
  back
• 23:14
  to
• 23:14
  a
• 23:15
  place
• 23:15
  where
• 23:15
  we,
• 23:15
  where
• 23:15
  we
• 23:15
  promised
• 23:16
  to
• 23:16
  revisit
• 23:17
  for
• 23:17
  the
• 23:17
  listeners
• 23:18
  and
• 23:18
  that
• 23:18
  place
• 23:18
  is
• 23:19
  AI.
• 23:19
  So
• 23:19
  one
• 23:19
  of
• 23:19
  the
• 23:20
  things
• 23:20
  that
• 23:21
  sales
• 23:21
  and
• 23:21
  marketing
• 23:21
  have
• 23:22
  in
• 23:22
  common
• 23:22
  from
• 23:22
  my
• 23:23
  outside
• 23:23
  of
• 23:23
  the
• 23:24
  specialism
• 23:25
  perspective,
• 23:26
  is
• 23:26
  that
• 23:26
  I
• 23:26
  get
• 23:27
  hundreds
• 23:27
  of
• 23:27
  DMs
• 23:27
  all
• 23:28
  the
• 23:28
  time
• 23:28
  of
• 23:28
  people
• 23:29
  promising
• 23:29
  to
• 23:29
  be
• 23:29
  able
• 23:30
  to
• 23:30
  do
• 23:30
  through
• 23:31
  automation
• 23:31
  or
• 23:31
  AI
• 23:32
  capabilities
• 23:32
  of
• 23:33
  their
• 23:33
  own,
• 23:34
  bring
• 23:34
  me
• 23:35
  millions
• 23:35
  of
• 23:35
  leads
• 23:36
  or
• 23:37
  double
• 23:37
  the
• 23:37
  quality
• 23:38
  of
• 23:38
  my
• 23:38
  leads
• 23:38
  or
• 23:40
  run
• 23:40
  everything
• 23:40
  and
• 23:41
  completely
• 23:41
  transform
• 23:41
  my
• 23:42
  company
• 23:42
  with
• 23:42
  something
• 23:43
  that's
• 23:43
  completely
• 23:44
  driven
• 23:44
  by
• 23:44
  AI.
• 23:45
  So
• 23:45
  the
• 23:45
  fantasies
• 23:46
  out
• 23:46
  there,
• 23:46
  and
• 23:46
  I
• 23:46
  think
• 23:47
  AI
• 23:47
  has
• 23:48
  made
• 23:48
  the
• 23:49
  average
• 23:49
  level
• 23:49
  of
• 23:50
  marketing
• 23:51
  quality
• 23:51
  increase.
• 23:52
  I
• 23:52
  think
• 23:53
  that's
• 23:54
  my
• 23:54
  perspective.
• 23:55
  What
• 23:55
  it
• 23:55
  has
• 23:55
  not
• 23:55
  done
• 23:55
  is
• 23:56
  made
• 23:56
  the
• 23:56
  average
• 23:57
  level
• 23:58
  of
• 23:58
  quality
• 23:58
  of
• 23:58
  delivery
• 23:59
  increase.
• 24:00
  So
• 24:02
  I
• 24:02
  still
• 24:02
  see
• 24:02
  a
• 24:02
  big
• 24:02
  gap
• 24:03
  there.
• 24:04
  So
• 24:05
  we
• 24:05
  know
• 24:06
  the
• 24:06
  sales
• 24:06
  fantasy
• 24:07
  on
• 24:07
  the
• 24:08
  billboards
• 24:08
  and
• 24:09
  on
• 24:09
  the
• 24:09
  DMs
• 24:09
  and
• 24:10
  on
• 24:10
  LinkedIn.
• 24:12
  Can
• 24:12
  you
• 24:12
  ground
• 24:12
  that
• 24:12
  in
• 24:13
  some
• 24:13
  reality?
• 24:14
  AI
• 24:14
  is
• 24:15
  an
• 24:15
  incredibly
• 24:15
  useful
• 24:15
  technology.
• 24:16
  I
• 24:16
  can
• 24:16
  imagine
• 24:16
  it
• 24:17
  must
• 24:17
  have
• 24:17
  added
• 24:17
  value
• 24:18
  in
• 24:18
  some
• 24:18
  areas
• 24:19
  from
• 24:19
  both
• 24:20
  a
• 24:20
  sales
• 24:20
  and
• 24:20
  marketing
• 24:21
  perspective.
• 24:21
  So
• 24:21
  with
• 24:21
  sales
• 24:22
  in
• 24:22
  particular,
• 24:22
  what
• 24:22
  have
• 24:23
  you
• 24:23
  seen
• 24:23
  within
• 24:23
  the
• 24:24
  companies
• 24:24
  that
• 24:24
  you
• 24:24
  work
• 24:24
  with
• 24:25
  or
• 24:25
  your
• 24:25
  own
• 24:25
  company?
• 24:26
  Places
• 24:26
  where
• 24:26
  AI
• 24:27
  has
• 24:28
  added
• 24:28
  efficiency,
• 24:29
  has
• 24:29
  made
• 24:29
  teams
• 24:29
  more
• 24:29
  effective
• 24:30
  and
• 24:30
  is
• 24:30
  making
• 24:30
  a
• 24:31
  difference.
• 24:32
  It's
• 24:32
  one
• 24:32
  of,
• 24:33
  one
• 24:33
  of
• 24:34
  the
• 24:34
  hottest
• 24:34
  topics
• 24:35
  where
• 24:35
  two
• 24:36
  letters
• 24:36
  can
• 24:36
  create
• 24:37
  such
• 24:37
  a
• 24:37
  huge
• 24:38
  cloud
• 24:39
  of
• 24:39
  AI.
• 24:40
  Are
• 24:40
  you
• 24:40
  using
• 24:41
  AI?
• 24:41
  How
• 24:42
  are
• 24:42
  you
• 24:42
  using
• 24:42
  AI?
• 24:43
  If
• 24:43
  you're
• 24:44
  not
• 24:44
  using
• 24:44
  AI,
• 24:44
  you're
• 24:45
  going
• 24:45
  to
• 24:45
  get
• 24:45
  behind
• 24:45
  and
• 24:46
  all
• 24:46
  these
• 24:46
  different
• 24:46
  types
• 24:46
  of
• 24:46
  things
• 24:47
  that,
• 24:47
  you
• 24:47
  know,
• 24:48
  create
• 24:48
  some
• 24:48
  fear,
• 24:49
  create
• 24:49
  some
• 24:49
  doubt,
• 24:49
  create
• 24:49
  some
• 24:50
  uncertainty.
• 24:51
  The
• 24:51
  reality
• 24:52
  is
• 24:52
  today,
• 24:52
  right
• 24:53
  now,
• 24:53
  the
• 24:54
  best
• 24:54
  sales
• 24:55
  organizations
• 24:56
  and
• 24:56
  best
• 24:56
  sales
• 24:56
  teams
• 24:58
  utilize
• 24:58
  AI
• 24:59
  to
• 24:59
  a
• 24:59
  certain
• 24:59
  capacity
• 25:00
  for
• 25:00
  sure.
• 25:01
  Right.
• 25:02
  So
• 25:02
  high
• 25:03
  level.
• 25:03
  My
• 25:03
  first
• 25:03
  thoughts
• 25:04
  is
• 25:04
  AI
• 25:05
  is
• 25:05
  going
• 25:05
  to
• 25:05
  automate
• 25:06
  things
• 25:07
  like
• 25:07
  reporting,
• 25:07
  right?
• 25:08
  It's
• 25:08
  going
• 25:08
  to
• 25:08
  automate
• 25:09
  a
• 25:09
  lot
• 25:09
  of
• 25:09
  tasks.
• 25:10
  Humans
• 25:10
  are
• 25:11
  always
• 25:11
  going
• 25:11
  to
• 25:11
  create
• 25:11
  belief.
• 25:12
  Humans
• 25:13
  are
• 25:13
  always
• 25:13
  going
• 25:13
  to
• 25:13
  create
• 25:13
  rapport
• 25:14
  and
• 25:14
  relationships.
• 25:15
  The,
• 25:15
  the
• 25:15
  best
• 25:16
  sales
• 25:16
  teams
• 25:16
  utilize
• 25:17
  AI.
• 25:17
  They
• 25:17
  don't
• 25:18
  rely
• 25:18
  on
• 25:18
  it
• 25:18
  for
• 25:19
  everything.
• 25:21
  I
• 25:21
  also
• 25:21
  think
• 25:21
  that
• 25:22
  we
• 25:22
  would
• 25:22
  Be
• 25:24
  not
• 25:24
  giving
• 25:24
  enough
• 25:24
  credit
• 25:25
  to
• 25:25
  the
• 25:25
  impact
• 25:25
  on
• 25:26
  how
• 25:26
  certain
• 25:26
  sales
• 25:27
  teams
• 25:27
  are
• 25:27
  using
• 25:27
  AI
• 25:28
  because
• 25:28
  it
• 25:29
  has
• 25:29
  to
• 25:29
  come
• 25:29
  from
• 25:29
  the
• 25:29
  top
• 25:29
  down.
• 25:30
  Meaning
• 25:31
  the
• 25:31
  best
• 25:31
  organizations
• 25:32
  have
• 25:33
  corporate
• 25:33
  licenses
• 25:34
  for
• 25:34
  their
• 25:34
  AI
• 25:34
  tools.
• 25:35
  They're
• 25:35
  not
• 25:35
  letting
• 25:36
  their
• 25:36
  individual
• 25:37
  sales
• 25:37
  reps
• 25:37
  and
• 25:37
  directors
• 25:38
  and
• 25:38
  leaders
• 25:38
  all
• 25:39
  have
• 25:39
  their
• 25:39
  own
• 25:39
  chat
• 25:40
  GPT
• 25:40
  accounts
• 25:41
  and
• 25:41
  having
• 25:41
  just
• 25:41
  run
• 25:41
  wild
• 25:42
  places.
• 25:43
  Right.
• 25:43
  From
• 25:43
  a
• 25:44
  security
• 25:44
  and
• 25:44
  a
• 25:44
  compliance
• 25:44
  standpoint,
• 25:45
  you
• 25:45
  have
• 25:45
  to
• 25:45
  start
• 25:46
  there,
• 25:46
  right?
• 25:46
  And
• 25:46
  actually
• 25:47
  incorporating
• 25:47
  corporate
• 25:48
  licenses
• 25:48
  and
• 25:48
  structure
• 25:49
  so
• 25:49
  then
• 25:49
  the
• 25:49
  whole
• 25:50
  team
• 25:50
  can
• 25:50
  actually
• 25:50
  benefit
• 25:51
  from
• 25:51
  what
• 25:51
  you're
• 25:51
  doing
• 25:51
  with
• 25:51
  AI.
• 25:52
  If
• 25:53
  you
• 25:53
  and
• 25:53
  I
• 25:53
  were
• 25:53
  working
• 25:53
  at
• 25:53
  the
• 25:54
  same
• 25:54
  organization
• 25:54
  and
• 25:54
  we're
• 25:55
  both
• 25:55
  utilizing
• 25:56
  again
• 25:56
  I'll
• 25:57
  use
• 25:57
  GPT
• 25:57
  as
• 25:57
  an
• 25:57
  easy
• 25:58
  example
• 25:58
  of
• 25:58
  we're
• 25:58
  both
• 25:58
  utilizing
• 25:59
  that
• 25:59
  symbol
• 25:59
  of
• 25:59
  a
• 25:59
  service
• 26:00
  but
• 26:00
  we're
• 26:00
  not
• 26:01
  sharing
• 26:01
  what
• 26:01
  we're
• 26:02
  both
• 26:02
  uploading
• 26:02
  and
• 26:03
  what
• 26:03
  we're
• 26:03
  providing
• 26:03
  the
• 26:04
  assets
• 26:04
  that
• 26:04
  we're
• 26:04
  recommending.
• 26:05
  We're
• 26:05
  doing
• 26:05
  a
• 26:05
  disservice
• 26:06
  just
• 26:06
  to
• 26:06
  you
• 26:06
  and
• 26:06
  I
• 26:06
  alone,
• 26:07
  right.
• 26:07
  On
• 26:07
  being
• 26:07
  able
• 26:07
  to
• 26:07
  kind
• 26:07
  of
• 26:08
  crowdsource
• 26:08
  our
• 26:08
  information.
• 26:09
  But
• 26:10
  strategic
• 26:11
  thinking
• 26:11
  and
• 26:12
  complex
• 26:12
  negotiation.
• 26:14
  You'Re.
• 26:15
  Going
• 26:15
  to
• 26:15
  want
• 26:15
  to
• 26:15
  be
• 26:15
  able
• 26:15
  to
• 26:15
  utilize
• 26:16
  any
• 26:16
  type
• 26:16
  of
• 26:16
  information.
• 26:17
  You're
• 26:17
  going
• 26:17
  to
• 26:17
  want
• 26:17
  to
• 26:18
  be
• 26:18
  able
• 26:18
  to
• 26:18
  have
• 26:18
  quickest
• 26:18
  way
• 26:19
  in
• 26:19
  your
• 26:19
  fingertips
• 26:20
  but
• 26:20
  you're
• 26:20
  still
• 26:20
  never
• 26:20
  going
• 26:21
  to
• 26:21
  be
• 26:21
  able
• 26:21
  to
• 26:21
  replace
• 26:22
  to
• 26:22
  me
• 26:22
  a
• 26:23
  human
• 26:23
  on
• 26:23
  what
• 26:23
  you're
• 26:23
  doing.
• 26:24
  There
• 26:24
  are
• 26:25
  amazing
• 26:25
  tools
• 26:26
  that
• 26:27
  have
• 26:27
  supercharged
• 26:28
  a
• 26:29
  lot
• 26:29
  of
• 26:29
  sales
• 26:29
  efforts
• 26:30
  that
• 26:30
  we
• 26:30
  believe
• 26:30
  in
• 26:31
  work
• 26:31
  the
• 26:32
  best
• 26:32
  in
• 26:32
  today's
• 26:33
  sales
• 26:33
  environment.
• 26:33
  For
• 26:34
  example,
• 26:35
  phone
• 26:35
  calls
• 26:36
  today
• 26:37
  still
• 26:37
  are
• 26:37
  the
• 26:38
  number
• 26:38
  one
• 26:38
  method
• 26:39
  on
• 26:39
  booking
• 26:39
  net
• 26:40
  new
• 26:40
  meetings
• 26:40
  in
• 26:40
  B2B
• 26:41
  sales.
• 26:41
  But
• 26:41
  80,
• 26:42
  that's
• 26:42
  incredible.
• 26:43
  81%
• 26:44
  of
• 26:44
  new
• 26:44
  meetings
• 26:45
  today
• 26:45
  are
• 26:46
  still
• 26:46
  booked
• 26:46
  via
• 26:47
  the
• 26:47
  phone.
• 26:47
  Okay.
• 26:48
  And
• 26:49
  for
• 26:49
  us,
• 26:49
  we
• 26:50
  with
• 26:50
  the
• 26:50
  reps
• 26:50
  that
• 26:51
  we
• 26:51
  coach,
• 26:51
  we
• 26:51
  coach
• 26:51
  a
• 26:51
  lot
• 26:51
  of
• 26:52
  different
• 26:53
  BDRs
• 26:54
  and
• 26:54
  SDR
• 26:54
  associates
• 26:55
  kind
• 26:55
  of
• 26:55
  entry
• 26:55
  level
• 26:56
  on
• 26:56
  making
• 26:56
  phone
• 26:57
  calls
• 26:57
  and
• 26:57
  creating
• 26:57
  business
• 26:58
  development
• 26:58
  opportunities
• 26:59
  for
• 26:59
  their
• 26:59
  teams.
• 27:00
  Mike
• 27:00
  Valada
• 27:01
  on
• 27:01
  our
• 27:01
  team,
• 27:01
  our
• 27:01
  chief
• 27:01
  client
• 27:02
  officer,
• 27:02
  he's
• 27:03
  probably
• 27:03
  exploring
• 27:04
  and
• 27:04
  looking
• 27:04
  and
• 27:04
  getting
• 27:05
  a
• 27:05
  demo
• 27:05
  of
• 27:06
  any
• 27:06
  and
• 27:06
  every
• 27:07
  AI
• 27:07
  tool
• 27:07
  there
• 27:07
  is
• 27:08
  probably
• 27:08
  on
• 27:08
  average
• 27:08
  three
• 27:08
  to
• 27:09
  five
• 27:09
  per
• 27:09
  week.
• 27:10
  To
• 27:10
  be
• 27:10
  aware
• 27:11
  on
• 27:11
  what's
• 27:11
  out
• 27:11
  there,
• 27:11
  to
• 27:12
  be
• 27:12
  aware
• 27:12
  on
• 27:12
  the
• 27:12
  improvements
• 27:13
  things
• 27:13
  are
• 27:13
  being
• 27:13
  made
• 27:14
  to
• 27:14
  be
• 27:14
  aware
• 27:14
  on,
• 27:15
  you
• 27:15
  know,
• 27:15
  integrations
• 27:16
  that
• 27:16
  can,
• 27:16
  you
• 27:17
  know,
• 27:17
  increase
• 27:17
  your,
• 27:18
  your
• 27:18
  CRM
• 27:19
  activity
• 27:19
  or
• 27:19
  track
• 27:20
  your
• 27:20
  law,
• 27:20
  your
• 27:20
  calls
• 27:21
  a
• 27:21
  little
• 27:21
  easier
• 27:21
  and
• 27:21
  things
• 27:21
  like
• 27:21
  that.
• 27:22
  The
• 27:22
  one
• 27:23
  of
• 27:23
  the
• 27:23
  tools
• 27:23
  that
• 27:23
  we've
• 27:24
  fallen
• 27:24
  in
• 27:24
  love
• 27:24
  with
• 27:24
  that
• 27:25
  gives
• 27:25
  a
• 27:25
  good
• 27:25
  example
• 27:25
  what
• 27:26
  we're
• 27:26
  talking
• 27:26
  about
• 27:26
  is
• 27:27
  any
• 27:27
  type
• 27:27
  of
• 27:27
  power
• 27:27
  dialer.
• 27:28
  There's
• 27:28
  a
• 27:28
  few
• 27:28
  different
• 27:29
  companies
• 27:29
  that
• 27:29
  do
• 27:29
  them
• 27:29
  and
• 27:30
  do
• 27:30
  them
• 27:30
  well
• 27:30
  today.
• 27:30
  Okay,
• 27:31
  but
• 27:31
  what
• 27:32
  do
• 27:32
  they,
• 27:32
  what
• 27:32
  do
• 27:32
  they
• 27:32
  do?
• 27:33
  Simply
• 27:33
  taking
• 27:34
  the
• 27:34
  the
• 27:35
  art
• 27:35
  of
• 27:35
  making
• 27:35
  Phone
• 27:36
  calls
• 27:36
  and
• 27:37
  making
• 27:37
  it
• 27:37
  substantially
• 27:38
  easier
• 27:39
  and
• 27:39
  scaling
• 27:39
  that
• 27:39
  for
• 27:39
  you.
• 27:40
  So
• 27:40
  the,
• 27:41
  the,
• 27:41
  the
• 27:41
  reps
• 27:42
  that
• 27:42
  we
• 27:42
  coach
• 27:42
  and
• 27:42
  we
• 27:42
  train
• 27:43
  today,
• 27:43
  Graham,
• 27:44
  they
• 27:44
  make
• 27:44
  500
• 27:45
  phone
• 27:46
  calls
• 27:46
  a
• 27:46
  day
• 27:46
  and
• 27:47
  a
• 27:47
  day,
• 27:47
  a
• 27:48
  day,
• 27:48
  every
• 27:48
  day,
• 27:49
  a
• 27:49
  day.
• 27:49
  The
• 27:50
  way
• 27:50
  I
• 27:50
  can
• 27:50
  imagine
• 27:51
  that
• 27:51
  we
• 27:51
  used
• 27:51
  to
• 27:51
  be
• 27:51
  a
• 27:51
  tough
• 27:52
  weekly
• 27:52
  target
• 27:52
  even
• 27:52
  before,
• 27:53
  before
• 27:53
  technology
• 27:53
  like
• 27:54
  that.
• 27:54
  Absolutely.
• 27:55
  It
• 27:55
  would,
• 27:55
  you
• 27:55
  know,
• 27:55
  just
• 27:56
  from
• 27:56
  a,
• 27:56
  you
• 27:57
  know,
• 27:57
  the
• 27:57
  time
• 27:57
  of,
• 27:58
  of
• 27:58
  making
• 27:58
  the
• 27:58
  phone,
• 27:58
  making
• 27:59
  the
• 27:59
  dials,
• 27:59
  right.
• 28:00
  Sorting
• 28:00
  your
• 28:00
  list
• 28:00
  and
• 28:00
  things
• 28:01
  like
• 28:01
  that.
• 28:02
  Today,
• 28:02
  these
• 28:02
  type
• 28:02
  of
• 28:02
  AI
• 28:03
  tools
• 28:03
  have
• 28:03
  made
• 28:03
  it
• 28:03
  where
• 28:04
  they're
• 28:04
  integrating
• 28:04
  with
• 28:04
  the
• 28:05
  different
• 28:05
  data
• 28:05
  set
• 28:06
  tools
• 28:06
  like
• 28:06
  Zoom
• 28:06
  info
• 28:07
  of
• 28:07
  the
• 28:07
  worlds
• 28:07
  where
• 28:07
  you're
• 28:07
  getting
• 28:08
  all
• 28:08
  that
• 28:08
  data
• 28:08
  and
• 28:08
  your
• 28:08
  ICP
• 28:09
  info
• 28:09
  that
• 28:09
  you,
• 28:09
  who
• 28:10
  you
• 28:10
  want
• 28:10
  to
• 28:10
  be
• 28:10
  targeting
• 28:11
  for
• 28:11
  your
• 28:11
  calls.
• 28:12
  They're
• 28:13
  making
• 28:13
  five
• 28:13
  calls
• 28:14
  at
• 28:14
  a
• 28:14
  time
• 28:15
  for
• 28:15
  you
• 28:15
  and
• 28:15
  only
• 28:16
  connecting
• 28:16
  you
• 28:16
  to
• 28:17
  the
• 28:18
  business
• 28:18
  and
• 28:18
  the
• 28:18
  rep
• 28:19
  that
• 28:19
  answers
• 28:19
  once
• 28:20
  they're
• 28:20
  connected
• 28:20
  on
• 28:21
  the
• 28:21
  phone
• 28:21
  dial.
• 28:21
  The
• 28:22
  average
• 28:22
  BDR
• 28:23
  that
• 28:23
  we
• 28:23
  coach
• 28:23
  in
• 28:23
  a
• 28:24
  2
• 28:24
  1/2
• 28:24
  to
• 28:25
  3
• 28:25
  hour
• 28:25
  timeframe
• 28:26
  is
• 28:26
  able
• 28:27
  to
• 28:27
  make
• 28:27
  all
• 28:27
  of
• 28:27
  these
• 28:27
  calls,
• 28:29
  have
• 28:29
  all
• 28:29
  of
• 28:29
  their
• 28:29
  information
• 28:30
  logged,
• 28:30
  have
• 28:31
  it
• 28:31
  all
• 28:31
  nicely
• 28:32
  readily
• 28:32
  available
• 28:33
  in
• 28:33
  the
• 28:33
  dashboard
• 28:34
  where
• 28:34
  you
• 28:34
  as
• 28:34
  a
• 28:34
  sales
• 28:34
  leader
• 28:35
  could
• 28:35
  go
• 28:35
  in
• 28:36
  at
• 28:36
  any
• 28:36
  time.
• 28:37
  You
• 28:37
  could
• 28:37
  click
• 28:37
  on
• 28:38
  any
• 28:38
  one
• 28:38
  of
• 28:38
  the
• 28:38
  calls,
• 28:39
  you
• 28:39
  could
• 28:39
  listen
• 28:39
  to
• 28:40
  the
• 28:40
  call
• 28:40
  live
• 28:40
  right
• 28:40
  there
• 28:40
  in
• 28:41
  the
• 28:41
  dashboard.
• 28:41
  Yeah,
• 28:42
  right.
• 28:42
  And
• 28:42
  you're
• 28:43
  able
• 28:43
  to
• 28:43
  see
• 28:43
  the
• 28:43
  total
• 28:43
  metrics
• 28:44
  on
• 28:44
  what's
• 28:44
  being
• 28:44
  happening
• 28:44
  and
• 28:45
  what's
• 28:45
  being
• 28:45
  booked.
• 28:46
  Yeah.
• 28:46
  You
• 28:46
  can
• 28:46
  see
• 28:46
  the
• 28:46
  length
• 28:47
  of
• 28:47
  the
• 28:47
  call,
• 28:47
  you
• 28:47
  can
• 28:48
  see
• 28:48
  the
• 28:48
  answer
• 28:48
  rate.
• 28:48
  You
• 28:49
  can
• 28:49
  see,
• 28:49
  you
• 28:49
  can
• 28:49
  bring
• 28:50
  that
• 28:50
  rep
• 28:50
  on
• 28:50
  right
• 28:51
  then
• 28:51
  and
• 28:51
  there
• 28:51
  to
• 28:51
  do
• 28:51
  a
• 28:51
  live
• 28:51
  coaching
• 28:52
  moment,
• 28:52
  listen
• 28:53
  to
• 28:53
  the
• 28:53
  call
• 28:53
  together,
• 28:54
  right.
• 28:54
  Coach
• 28:55
  in
• 28:55
  the
• 28:55
  moment
• 28:55
  and
• 28:55
  get
• 28:56
  better.
• 28:56
  So
• 28:56
  all
• 28:57
  of
• 28:57
  these
• 28:57
  things
• 28:57
  that
• 28:57
  we
• 28:57
  were
• 28:57
  all
• 28:58
  doing
• 28:58
  anyways,
• 28:58
  right.
• 28:59
  Coaching
• 28:59
  and
• 28:59
  listening
• 28:59
  to
• 29:00
  a
• 29:00
  call
• 29:00
  isn't
• 29:00
  something
• 29:00
  new
• 29:01
  in
• 29:01
  sales.
• 29:01
  Right.
• 29:02
  Making
• 29:02
  the
• 29:02
  volume
• 29:02
  of
• 29:02
  call
• 29:03
  calls,
• 29:03
  while
• 29:04
  it
• 29:04
  might
• 29:04
  be
• 29:04
  difficult,
• 29:05
  calling
• 29:05
  was
• 29:06
  always
• 29:06
  there.
• 29:06
  But,
• 29:07
  but
• 29:07
  AI
• 29:07
  has
• 29:08
  increased
• 29:08
  and
• 29:08
  enhanced
• 29:09
  these
• 29:09
  things.
• 29:09
  The,
• 29:09
  the,
• 29:10
  the
• 29:10
  easiest
• 29:11
  next
• 29:11
  step
• 29:11
  right
• 29:11
  out
• 29:12
  of
• 29:12
  that
• 29:12
  is,
• 29:13
  okay,
• 29:13
  great.
• 29:13
  Now
• 29:14
  I
• 29:14
  have
• 29:14
  these
• 29:14
  amazing
• 29:14
  demos.
• 29:15
  I
• 29:15
  always
• 29:15
  want
• 29:16
  to
• 29:16
  be
• 29:16
  able
• 29:16
  to
• 29:16
  do
• 29:16
  call
• 29:16
  recaps,
• 29:17
  right.
• 29:17
  And
• 29:17
  I
• 29:17
  always
• 29:18
  want
• 29:18
  to
• 29:18
  be
• 29:18
  very
• 29:18
  thorough.
• 29:18
  I
• 29:19
  want
• 29:19
  to
• 29:19
  make
• 29:19
  sure
• 29:19
  we
• 29:19
  don't
• 29:19
  forget
• 29:19
  anything
• 29:20
  all.
• 29:20
  You
• 29:21
  know,
• 29:21
  there's
• 29:21
  a
• 29:21
  million
• 29:21
  different
• 29:22
  note
• 29:22
  takers
• 29:22
  out
• 29:22
  there
• 29:23
  in
• 29:23
  the
• 29:23
  world
• 29:23
  today.
• 29:23
  There's
• 29:23
  different
• 29:24
  AI
• 29:24
  transcripts,
• 29:25
  all
• 29:25
  these
• 29:26
  different
• 29:26
  things
• 29:26
  that
• 29:26
  can
• 29:27
  make
• 29:27
  it
• 29:27
  easier
• 29:28
  for
• 29:28
  any
• 29:28
  sales
• 29:28
  rep
• 29:29
  to
• 29:29
  look
• 29:29
  significantly
• 29:30
  more
• 29:30
  polished,
• 29:31
  to
• 29:31
  have
• 29:31
  more
• 29:31
  of
• 29:31
  a
• 29:32
  process.
• 29:32
  Right.
• 29:33
  And
• 29:34
  different
• 29:34
  tools
• 29:34
  can
• 29:34
  help
• 29:35
  with
• 29:35
  different
• 29:35
  things.
• 29:35
  You
• 29:35
  know,
• 29:36
  there's
• 29:36
  even
• 29:37
  from
• 29:37
  the
• 29:37
  marketing
• 29:37
  standpoint,
• 29:38
  right,
• 29:38
  there's,
• 29:39
  there's
• 29:39
  a
• 29:39
  company
• 29:39
  in
• 29:39
  the
• 29:39
  D.C.
• 29:40
  area
• 29:40
  called
• 29:40
  Make
• 29:40
  Media.
• 29:40
  I'm
• 29:41
  A
• 29:41
  big
• 29:41
  fan
• 29:41
  of
• 29:42
  that
• 29:43
  helps
• 29:44
  take
• 29:45
  messaging
• 29:45
  from
• 29:45
  anywhere
• 29:46
  from
• 29:46
  C
• 29:46
  level
• 29:47
  executives
• 29:48
  to
• 29:48
  anywhere
• 29:48
  from
• 29:48
  the
• 29:48
  reps
• 29:49
  doing
• 29:49
  posting
• 29:49
  from
• 29:50
  a
• 29:50
  marketing
• 29:50
  standpoint.
• 29:51
  And
• 29:51
  you
• 29:51
  can
• 29:52
  literally
• 29:52
  just
• 29:52
  talk
• 29:52
  an
• 29:53
  interview
• 29:53
  with
• 29:53
  their
• 29:54
  software
• 29:54
  for
• 29:54
  maybe
• 29:54
  five
• 29:55
  to
• 29:55
  ten
• 29:55
  minutes
• 29:56
  coming
• 29:56
  out
• 29:56
  of
• 29:57
  that
• 29:57
  just
• 29:57
  by
• 29:57
  you
• 29:57
  talking
• 29:58
  about
• 29:58
  your
• 29:59
  business,
• 29:59
  what
• 29:59
  you
• 29:59
  do,
• 30:00
  your
• 30:00
  icp,
• 30:01
  it
• 30:01
  will
• 30:01
  then
• 30:01
  create
• 30:02
  out
• 30:02
  blogs
• 30:02
  for
• 30:02
  you.
• 30:02
  It
• 30:03
  will
• 30:03
  create
• 30:03
  out
• 30:04
  postings
• 30:05
  that
• 30:05
  you
• 30:05
  can
• 30:05
  put
• 30:05
  on
• 30:05
  LinkedIn.
• 30:06
  Right.
• 30:06
  It
• 30:07
  Help
• 30:07
  create
• 30:07
  content
• 30:08
  for
• 30:08
  you
• 30:08
  just
• 30:09
  by
• 30:09
  hearing
• 30:09
  your
• 30:09
  voice
• 30:09
  and
• 30:10
  you
• 30:10
  talking
• 30:10
  about
• 30:10
  things
• 30:10
  and
• 30:11
  being
• 30:11
  able
• 30:11
  to
• 30:11
  kind
• 30:11
  of
• 30:12
  digest
• 30:12
  that
• 30:12
  and
• 30:12
  make
• 30:12
  that
• 30:12
  easier
• 30:13
  for
• 30:13
  content.
• 30:13
  So
• 30:14
  there's,
• 30:14
  there's
• 30:15
  many
• 30:16
  different
• 30:16
  that
• 30:16
  we,
• 30:16
  you
• 30:17
  know
• 30:17
  just
• 30:17
  from
• 30:17
  scratching
• 30:18
  the
• 30:18
  surface.
• 30:18
  But
• 30:19
  there's
• 30:19
  amazing
• 30:20
  AI
• 30:20
  tools
• 30:20
  at
• 30:20
  top
• 30:21
  of
• 30:21
  the
• 30:21
  funnel
• 30:21
  like
• 30:21
  the
• 30:21
  power
• 30:21
  dialers.
• 30:22
  There's
• 30:22
  amazing
• 30:23
  AI
• 30:23
  tools
• 30:23
  that
• 30:23
  as
• 30:24
  you're
• 30:24
  getting
• 30:24
  clients
• 30:24
  deeper
• 30:25
  through
• 30:25
  your
• 30:25
  sales
• 30:25
  funnel,
• 30:26
  follow
• 30:26
  up
• 30:26
  recaps
• 30:27
  different
• 30:27
  types
• 30:27
  of
• 30:28
  information
• 30:28
  you
• 30:28
  can
• 30:28
  provide
• 30:29
  creating
• 30:29
  assets
• 30:30
  for
• 30:30
  them.
• 30:30
  You
• 30:31
  know,
• 30:31
  there,
• 30:31
  there's,
• 30:32
  there's
• 30:32
  a
• 30:32
  tip
• 30:32
  and
• 30:33
  a
• 30:33
  trick
• 30:33
  and
• 30:33
  an
• 30:33
  AI
• 30:34
  tool
• 30:34
  for
• 30:35
  every
• 30:35
  part
• 30:35
  of
• 30:35
  your
• 30:36
  sales
• 30:36
  process.
• 30:37
  Not
• 30:37
  to
• 30:37
  mention
• 30:37
  then
• 30:37
  when
• 30:38
  they
• 30:38
  become
• 30:38
  a
• 30:38
  client
• 30:39
  and
• 30:39
  now
• 30:39
  you're
• 30:39
  working
• 30:39
  on
• 30:40
  different
• 30:40
  account
• 30:40
  management
• 30:41
  types
• 30:41
  of
• 30:41
  ways
• 30:41
  and
• 30:41
  different
• 30:41
  ways
• 30:42
  to
• 30:42
  stay
• 30:42
  in
• 30:42
  communication.
• 30:43
  Utilizing
• 30:44
  AI
• 30:44
  tools
• 30:45
  for
• 30:45
  your
• 30:45
  benefit
• 30:46
  is
• 30:46
  the
• 30:46
  way
• 30:47
  to
• 30:47
  go.
• 30:47
  And
• 30:48
  we
• 30:48
  didn't
• 30:48
  even
• 30:48
  talk
• 30:48
  about
• 30:48
  different
• 30:49
  ways
• 30:49
  from
• 30:49
  a
• 30:49
  BD
• 30:49
  standpoint.
• 30:50
  There's,
• 30:50
  there's
• 30:51
  a
• 30:51
  new
• 30:51
  tool
• 30:51
  that
• 30:51
  I'll
• 30:51
  plug
• 30:52
  here.
• 30:52
  It's
• 30:52
  free,
• 30:52
  it's
• 30:53
  called
• 30:53
  Boardy
• 30:54
  and
• 30:54
  it.
• 30:55
  Is
• 30:55
  a.
• 30:55
  Oh,
• 30:55
  I've
• 30:55
  met
• 30:55
  Bordy.
• 30:56
  I
• 30:56
  met
• 30:56
  Bordy
• 30:57
  as
• 30:57
  well.
• 30:57
  And
• 30:57
  I'm
• 30:57
  in
• 30:58
  Bord's
• 30:58
  texting
• 30:59
  me
• 30:59
  leads
• 30:59
  in
• 31:00
  the
• 31:00
  morning
• 31:00
  based
• 31:00
  on
• 31:01
  my
• 31:01
  geographic
• 31:01
  area
• 31:02
  information
• 31:02
  I
• 31:02
  provided.
• 31:03
  I'm
• 31:04
  somebody
• 31:04
  where
• 31:04
  you
• 31:04
  started
• 31:05
  this
• 31:05
  conversation.
• 31:06
  I
• 31:06
  will
• 31:06
  read
• 31:07
  the
• 31:07
  LinkedIn
• 31:07
  message
• 31:08
  and
• 31:08
  see.
• 31:08
  Oh,
• 31:08
  we
• 31:09
  can
• 31:09
  create
• 31:09
  this.
• 31:09
  I'm
• 31:10
  not
• 31:10
  even
• 31:10
  finishing
• 31:10
  reading
• 31:11
  the
• 31:11
  message.
• 31:13
  I'm
• 31:13
  the
• 31:13
  most
• 31:14
  skeptical
• 31:14
  at
• 31:14
  anybody
• 31:15
  doing
• 31:15
  anything
• 31:15
  to
• 31:15
  make
• 31:16
  it
• 31:16
  easier
• 31:16
  for
• 31:16
  you
• 31:17
  in
• 31:17
  sales
• 31:17
  because
• 31:18
  I've
• 31:18
  seen
• 31:18
  and
• 31:18
  heard
• 31:18
  a
• 31:18
  lot
• 31:19
  of
• 31:19
  different
• 31:19
  things
• 31:19
  that
• 31:19
  over
• 31:20
  promise
• 31:20
  and
• 31:20
  under
• 31:21
  deliver
• 31:22
  today.
• 31:22
  In
• 31:22
  today's
• 31:23
  environment,
• 31:24
  piecing
• 31:24
  different
• 31:25
  tools
• 31:25
  that
• 31:26
  do
• 31:26
  what
• 31:26
  they
• 31:26
  do
• 31:26
  best
• 31:28
  is
• 31:28
  what
• 31:28
  I
• 31:28
  would
• 31:29
  recommend.
• 31:29
  Yeah,
• 31:30
  we
• 31:30
  should
• 31:31
  talk
• 31:31
  a
• 31:31
  bit
• 31:31
  more
• 31:31
  about
• 31:31
  Bawdi.
• 31:32
  For
• 31:32
  those
• 31:32
  who
• 31:32
  haven't
• 31:33
  tried
• 31:33
  it,
• 31:34
  it's
• 31:34
  an
• 31:34
  AI,
• 31:34
  I'd
• 31:35
  say
• 31:36
  introduction
• 31:36
  network
• 31:37
  or
• 31:37
  an
• 31:37
  AI
• 31:37
  introduction
• 31:38
  person.
• 31:39
  And
• 31:39
  bawdy
• 31:39
  is
• 31:39
  this
• 31:41
  somewhat
• 31:41
  sarcastic
• 31:42
  but
• 31:42
  yet
• 31:42
  still
• 31:43
  charming
• 31:43
  Australian
• 31:44
  AI
• 31:46
  who
• 31:46
  you
• 31:47
  talk
• 31:47
  to
• 31:48
  on
• 31:48
  the
• 31:48
  phone
• 31:48
  about
• 31:49
  some
• 31:49
  of
• 31:49
  the
• 31:49
  things
• 31:49
  you
• 31:49
  mentioned,
• 31:50
  who
• 31:50
  you
• 31:50
  are,
• 31:51
  what
• 31:51
  you're
• 31:51
  trying
• 31:51
  to
• 31:51
  achieve,
• 31:51
  what
• 31:52
  your
• 31:52
  biggest
• 31:52
  challenges
• 31:52
  are,
• 31:52
  who
• 31:53
  your
• 31:53
  ideal
• 31:53
  client
• 31:53
  is
• 31:54
  and
• 31:54
  then,
• 31:55
  and
• 31:55
  then
• 31:55
  bawdy
• 31:55
  in
• 31:56
  a
• 31:56
  Very
• 31:56
  discerning
• 31:57
  way,
• 31:57
  I
• 31:57
  might
• 31:57
  say.
• 31:58
  Kudos
• 31:59
  to
• 31:59
  the
• 31:59
  team
• 32:00
  behind
• 32:00
  it.
• 32:01
  Bordey's
• 32:01
  very
• 32:01
  discerning
• 32:02
  about
• 32:02
  who
• 32:02
  he
• 32:03
  recommends
• 32:03
  introductions
• 32:04
  for.
• 32:06
  He
• 32:06
  seeks
• 32:06
  two
• 32:06
  ways
• 32:08
  approval
• 32:08
  before
• 32:09
  actually
• 32:09
  making
• 32:09
  the
• 32:10
  introduction
• 32:10
  and
• 32:10
  then
• 32:11
  set
• 32:11
  you
• 32:11
  up.
• 32:12
  I
• 32:12
  had
• 32:12
  one
• 32:12
  this
• 32:12
  morning,
• 32:13
  Assad
• 32:13
  actually,
• 32:14
  which
• 32:14
  is
• 32:14
  why
• 32:14
  Bawdi
• 32:15
  is
• 32:15
  so
• 32:16
  front
• 32:16
  of
• 32:16
  mind
• 32:17
  to
• 32:17
  me.
• 32:17
  And
• 32:17
  I
• 32:17
  said,
• 32:17
  oh,
• 32:17
  I've
• 32:17
  updated
• 32:18
  my
• 32:18
  ICP
• 32:18
  a
• 32:18
  little
• 32:19
  since
• 32:19
  we
• 32:19
  last
• 32:19
  talk
• 32:20
  and
• 32:20
  I
• 32:20
  emailed
• 32:21
  back
• 32:21
  and
• 32:22
  sure
• 32:22
  enough
• 32:22
  they
• 32:22
  said
• 32:22
  bawdy
• 32:23
  is
• 32:23
  an
• 32:23
  AI.
• 32:23
  I
• 32:24
  should
• 32:24
  be
• 32:24
  clear
• 32:24
  for
• 32:24
  everyone.
• 32:25
  Yes,
• 32:25
  Bawdy
• 32:26
  emailed
• 32:26
  back
• 32:26
  and
• 32:27
  said,
• 32:27
  oh,
• 32:28
  give
• 32:28
  me
• 32:28
  a
• 32:28
  call,
• 32:29
  let's
• 32:29
  talk
• 32:29
  about
• 32:29
  it.
• 32:29
  Like
• 32:31
  we
• 32:31
  can
• 32:31
  update
• 32:32
  the
• 32:32
  people
• 32:32
  I'm
• 32:32
  introducing
• 32:33
  you
• 32:33
  to.
• 32:33
  So
• 32:34
  they've
• 32:34
  raised
• 32:35
  a
• 32:35
  bunch
• 32:35
  of
• 32:35
  funding
• 32:35
  and
• 32:35
  are
• 32:35
  doing
• 32:36
  really
• 32:36
  well
• 32:36
  out
• 32:36
  of
• 32:36
  it.
• 32:37
  But
• 32:37
  that's.
• 32:38
  It's
• 32:38
  taking
• 32:39
  the
• 32:39
  same
• 32:39
  principle
• 32:39
  as
• 32:40
  your
• 32:40
  multi
• 32:41
  call
• 32:41
  dialer,
• 32:41
  I
• 32:42
  think,
• 32:42
  and
• 32:42
  doing
• 32:42
  the
• 32:42
  same
• 32:42
  thing.
• 32:43
  So
• 32:43
  Bawdi
• 32:43
  might
• 32:44
  be
• 32:44
  offering
• 32:44
  introductions
• 32:45
  to
• 32:45
  you
• 32:45
  or
• 32:45
  to
• 32:46
  me
• 32:46
  to
• 32:46
  maybe
• 32:46
  10
• 32:47
  different
• 32:47
  people
• 32:47
  and
• 32:47
  maybe
• 32:48
  only
• 32:48
  one
• 32:48
  of
• 32:48
  them
• 32:48
  accepts,
• 32:49
  but
• 32:49
  in
• 32:49
  doing
• 32:50
  so
• 32:51
  that's
• 32:51
  a
• 32:51
  great
• 32:51
  piece
• 32:51
  of
• 32:52
  qualification
• 32:52
  that's
• 32:52
  happened
• 32:53
  there.
• 32:54
  That
• 32:54
  has
• 32:55
  saved
• 32:55
  nine
• 32:55
  phone
• 32:55
  calls
• 32:56
  from
• 32:56
  happening
• 32:56
  that
• 32:56
  may
• 32:56
  have
• 32:57
  just
• 32:57
  led
• 32:57
  to
• 32:57
  nothing.
• 32:58
  So
• 32:58
  it's.
• 32:59
  Yeah,
• 33:00
  we'll
• 33:00
  see.
• 33:00
  Maybe
• 33:00
  I'll
• 33:00
  shift
• 33:01
  my
• 33:01
  ICP
• 33:01
  and
• 33:02
  I'll
• 33:02
  run
• 33:03
  an
• 33:03
  experiment.
• 33:03
  I
• 33:03
  said
• 33:03
  I'll
• 33:04
  change
• 33:05
  my
• 33:05
  ICP
• 33:05
  around
• 33:06
  and
• 33:06
  make
• 33:07
  it
• 33:07
  a
• 33:07
  member
• 33:07
  of
• 33:08
  business
• 33:08
  development,
• 33:08
  see
• 33:08
  if
• 33:09
  Baldi
• 33:09
  chooses
• 33:09
  to
• 33:09
  introduce.
• 33:10
  Us
• 33:10
  or
• 33:10
  no,
• 33:11
  that'd
• 33:11
  be
• 33:11
  interesting.
• 33:13
  The
• 33:13
  reason
• 33:13
  that
• 33:14
  I
• 33:14
  like
• 33:14
  a
• 33:14
  tool
• 33:14
  like
• 33:14
  boarding
• 33:15
  and
• 33:15
  anyone
• 33:15
  else
• 33:15
  is
• 33:16
  like
• 33:16
  this,
• 33:17
  we
• 33:17
  measure
• 33:17
  at
• 33:17
  Maestro
• 33:18
  three
• 33:18
  different
• 33:18
  ways
• 33:19
  on
• 33:20
  impact
• 33:20
  that
• 33:20
  we
• 33:21
  can
• 33:21
  provide
• 33:21
  on
• 33:21
  an
• 33:21
  organization,
• 33:22
  right?
• 33:22
  You
• 33:23
  want
• 33:23
  shorter
• 33:23
  sales
• 33:24
  cycles,
• 33:24
  we
• 33:24
  reduce
• 33:25
  sales
• 33:26
  cycles
• 33:26
  by
• 33:26
  28%,
• 33:27
  close
• 33:27
  deals
• 33:28
  faster.
• 33:29
  You
• 33:29
  want
• 33:29
  larger
• 33:30
  deal
• 33:30
  sizes,
• 33:31
  right?
• 33:31
  The
• 33:31
  clients
• 33:31
  that
• 33:31
  we
• 33:31
  work
• 33:32
  with
• 33:32
  have
• 33:32
  had
• 33:32
  increasing
• 33:33
  deal
• 33:33
  sizes
• 33:34
  of
• 33:34
  31%
• 33:35
  and
• 33:35
  then
• 33:35
  higher
• 33:36
  conversion
• 33:36
  close.
• 33:37
  The
• 33:37
  one
• 33:37
  of
• 33:37
  the
• 33:37
  ones
• 33:37
  that
• 33:37
  we
• 33:38
  were
• 33:38
  talking
• 33:38
  about
• 33:38
  earlier
• 33:38
  with
• 33:39
  the
• 33:39
  metrics,
• 33:40
  closing
• 33:40
  more
• 33:41
  business.
• 33:41
  If,
• 33:42
  if
• 33:43
  you
• 33:43
  utilize
• 33:43
  a
• 33:44
  tool
• 33:44
  like
• 33:44
  boarding
• 33:44
  at
• 33:45
  top
• 33:45
  of
• 33:45
  the
• 33:45
  funnel,
• 33:46
  you
• 33:46
  utilized
• 33:49
  Fathom
• 33:49
  Notetaker
• 33:50
  to
• 33:50
  increase
• 33:51
  different
• 33:51
  ways
• 33:51
  on
• 33:51
  getting
• 33:52
  recaps
• 33:52
  done
• 33:52
  significantly
• 33:53
  faster.
• 33:53
  All
• 33:54
  of
• 33:54
  these
• 33:54
  things
• 33:54
  are
• 33:55
  all
• 33:55
  micro
• 33:55
  conversions
• 33:56
  that
• 33:57
  are
• 33:57
  all
• 33:57
  feeding
• 33:57
  into
• 33:58
  these
• 33:58
  numbers,
• 33:58
  right?
• 33:58
  There's
• 33:59
  never
• 33:59
  going
• 33:59
  to
• 33:59
  be
• 33:59
  a
• 33:59
  silver
• 33:59
  bullet
• 34:00
  is
• 34:00
  what
• 34:00
  I'll
• 34:01
  tell
• 34:01
  you.
• 34:01
  In
• 34:01
  sales
• 34:01
  in
• 34:01
  general,
• 34:02
  from
• 34:02
  even
• 34:02
  what
• 34:02
  we
• 34:02
  coach
• 34:03
  on
• 34:03
  how
• 34:04
  to
• 34:04
  get
• 34:05
  more
• 34:05
  deals
• 34:05
  closed.
• 34:06
  There's
• 34:06
  really
• 34:07
  a
• 34:07
  silver
• 34:07
  bullet
• 34:07
  in
• 34:07
  anything,
• 34:08
  which
• 34:08
  I
• 34:08
  think
• 34:08
  is
• 34:08
  a
• 34:09
  lesson.
• 34:09
  A
• 34:09
  lot
• 34:09
  of
• 34:10
  entrepreneurs,
• 34:11
  salespeople,
• 34:12
  SaaS,
• 34:12
  platform
• 34:12
  owners,
• 34:14
  fitness
• 34:14
  enthusiasts,
• 34:15
  everyone,
• 34:15
  all
• 34:15
  humans
• 34:16
  need
• 34:16
  to
• 34:16
  learn
• 34:16
  that
• 34:16
  the
• 34:16
  silver
• 34:17
  bullet
• 34:17
  doesn't
• 34:17
  exist
• 34:18
  and
• 34:18
  the
• 34:18
  people
• 34:18
  can
• 34:19
  expend
• 34:19
  a
• 34:19
  lot
• 34:19
  of
• 34:19
  time
• 34:19
  looking
• 34:20
  for
• 34:20
  it.
• 34:21
  And
• 34:21
  I
• 34:21
  think
• 34:21
  that's
• 34:22
  what
• 34:22
  I
• 34:22
  would
• 34:22
  love
• 34:22
  for
• 34:23
  your
• 34:23
  audience
• 34:23
  to
• 34:24
  take
• 34:24
  away
• 34:24
  from
• 34:24
  this,
• 34:24
  is
• 34:24
  that
• 34:25
  it's
• 34:25
  that
• 34:25
  there
• 34:26
  are
• 34:26
  a
• 34:26
  lot
• 34:26
  of
• 34:26
  really
• 34:26
  good
• 34:26
  tools
• 34:27
  that
• 34:27
  can
• 34:27
  help
• 34:27
  make
• 34:28
  you
• 34:28
  better.
• 34:28
  Different
• 34:28
  tools
• 34:29
  to
• 34:29
  practice.
• 34:29
  There's
• 34:30
  a.
• 34:30
  There's
• 34:30
  a
• 34:30
  website
• 34:30
  we
• 34:31
  Recommend
• 34:31
  that's
• 34:32
  called
• 34:32
  gotensai.com
• 34:34
  free
• 34:34
  website.
• 34:35
  And
• 34:35
  it
• 34:36
  literally
• 34:36
  will
• 34:36
  help
• 34:36
  you
• 34:36
  practice
• 34:37
  what
• 34:37
  we
• 34:37
  call
• 34:37
  question
• 34:38
  trees.
• 34:38
  Just
• 34:39
  quite
• 34:39
  literally
• 34:39
  mapping
• 34:40
  out
• 34:40
  if
• 34:40
  then
• 34:40
  type
• 34:40
  of
• 34:41
  scenarios.
• 34:41
  When
• 34:41
  I
• 34:42
  ask
• 34:42
  this
• 34:42
  question,
• 34:43
  what
• 34:43
  are
• 34:43
  the
• 34:43
  type
• 34:44
  of
• 34:44
  responses
• 34:44
  that
• 34:44
  I
• 34:44
  get?
• 34:45
  Right.
• 34:45
  And
• 34:45
  you
• 34:45
  start
• 34:46
  mapping
• 34:46
  those
• 34:46
  out.
• 34:46
  And
• 34:46
  if
• 34:46
  I
• 34:47
  ask
• 34:47
  this
• 34:47
  question,
• 34:47
  what
• 34:47
  are
• 34:47
  the
• 34:48
  type
• 34:48
  of
• 34:48
  responses?
• 34:48
  Well,
• 34:49
  then
• 34:49
  what
• 34:49
  would
• 34:49
  be
• 34:49
  a
• 34:49
  great
• 34:49
  question
• 34:50
  to
• 34:50
  follow
• 34:50
  up
• 34:50
  with
• 34:50
  after
• 34:50
  that?
• 34:51
  And
• 34:51
  after
• 34:51
  that?
• 34:52
  It
• 34:52
  reminds
• 34:52
  me
• 34:52
  of
• 34:52
  the,
• 34:53
  the
• 34:53
  RL
• 34:54
  Stein
• 34:54
  Goosebump
• 34:55
  books
• 34:55
  where
• 34:56
  people
• 34:56
  used
• 34:56
  to
• 34:56
  have
• 34:56
  like,
• 34:57
  choose
• 34:57
  your
• 34:57
  own
• 34:58
  journey
• 34:58
  on
• 34:58
  where
• 34:59
  you're
• 34:59
  going.
• 34:59
  I
• 34:59
  know
• 34:59
  the
• 34:59
  ones.
• 35:00
  Yeah,
• 35:00
  right.
• 35:00
  And
• 35:00
  you
• 35:01
  know,
• 35:01
  if
• 35:01
  you'd
• 35:01
  like
• 35:01
  to
• 35:01
  go
• 35:02
  down
• 35:02
  here,
• 35:02
  follow,
• 35:02
  you
• 35:02
  know,
• 35:02
  go
• 35:03
  to
• 35:03
  page
• 35:03
  10.
• 35:03
  If
• 35:03
  you're
• 35:03
  not,
• 35:03
  keep
• 35:04
  reading.
• 35:04
  Right.
• 35:04
  It's
• 35:05
  the
• 35:05
  same
• 35:05
  thing
• 35:05
  in
• 35:05
  terms
• 35:06
  of
• 35:06
  practicing
• 35:06
  and
• 35:07
  anticipating
• 35:07
  things
• 35:07
  in
• 35:07
  sales.
• 35:08
  Right.
• 35:08
  When
• 35:08
  you're
• 35:08
  asking
• 35:08
  different
• 35:09
  questions,
• 35:09
  you
• 35:09
  want
• 35:10
  to
• 35:10
  anticipate
• 35:10
  responses,
• 35:11
  you
• 35:11
  want
• 35:11
  to
• 35:11
  practice.
• 35:12
  This
• 35:12
  tool
• 35:12
  that
• 35:12
  I'm
• 35:12
  recommending
• 35:13
  has
• 35:13
  nothing
• 35:13
  to
• 35:13
  do
• 35:13
  with
• 35:14
  AI.
• 35:14
  It's
• 35:14
  just
• 35:15
  a
• 35:15
  great
• 35:15
  web
• 35:15
  tool
• 35:16
  where
• 35:16
  you
• 35:16
  can
• 35:16
  continue
• 35:16
  to
• 35:17
  practice.
• 35:17
  And
• 35:18
  I'd
• 35:18
  be
• 35:18
  wary
• 35:18
  of
• 35:18
  that
• 35:19
  as
• 35:19
  well,
• 35:19
  too.
• 35:19
  It
• 35:20
  don't
• 35:20
  ever
• 35:20
  just
• 35:21
  start
• 35:21
  signing
• 35:21
  up
• 35:22
  for
• 35:22
  every
• 35:22
  single
• 35:22
  amazing
• 35:23
  AI
• 35:23
  tool
• 35:23
  out
• 35:24
  there
• 35:24
  just
• 35:24
  because
• 35:24
  it's
• 35:24
  AI,
• 35:25
  what
• 35:25
  it's
• 35:25
  doing,
• 35:25
  it
• 35:26
  still
• 35:26
  requires
• 35:26
  a
• 35:27
  level
• 35:27
  of
• 35:27
  vetting
• 35:27
  and
• 35:28
  diligence.
• 35:28
  And
• 35:28
  at
• 35:29
  the
• 35:29
  end
• 35:29
  of
• 35:29
  the
• 35:29
  day,
• 35:29
  practice
• 35:30
  is
• 35:30
  going
• 35:30
  to
• 35:30
  trump
• 35:31
  all
• 35:31
  on
• 35:31
  what
• 35:31
  we're
• 35:32
  doing,
• 35:32
  you
• 35:32
  know,
• 35:32
  with,
• 35:32
  with,
• 35:33
  with.
• 35:33
  If
• 35:33
  it
• 35:33
  can
• 35:34
  make
• 35:34
  it
• 35:34
  easier
• 35:34
  and
• 35:34
  automate
• 35:35
  the
• 35:35
  things
• 35:35
  that
• 35:35
  you're
• 35:35
  doing
• 35:35
  on
• 35:35
  a
• 35:35
  pen
• 35:36
  and
• 35:36
  paper,
• 35:36
  great.
• 35:36
  Right.
• 35:37
  But
• 35:37
  still,
• 35:37
  fundamentally,
• 35:38
  look
• 35:38
  into
• 35:38
  the
• 35:38
  quality
• 35:39
  of
• 35:39
  what
• 35:39
  we're
• 35:39
  doing
• 35:39
  with,
• 35:39
  with
• 35:40
  AI
• 35:40
  because
• 35:40
  it's.
• 35:41
  To
• 35:41
  me,
• 35:41
  it's
• 35:41
  on
• 35:42
  the
• 35:42
  model
• 35:42
  today
• 35:42
  of
• 35:43
  what
• 35:43
  you
• 35:43
  saw
• 35:43
  early
• 35:44
  on
• 35:44
  with
• 35:44
  like
• 35:44
  Lyft
• 35:44
  and
• 35:45
  Uber,
• 35:45
  where
• 35:45
  it's
• 35:45
  going
• 35:46
  to
• 35:46
  be
• 35:46
  very
• 35:46
  cheap
• 35:46
  or
• 35:47
  free
• 35:47
  in
• 35:47
  a
• 35:47
  lot
• 35:47
  of
• 35:47
  cases,
• 35:48
  but
• 35:48
  those
• 35:48
  premiums
• 35:49
  are
• 35:49
  going
• 35:49
  to
• 35:49
  start
• 35:49
  to
• 35:49
  go
• 35:49
  up
• 35:50
  on
• 35:50
  a
• 35:50
  lot
• 35:50
  of
• 35:50
  the
• 35:50
  very
• 35:51
  basic
• 35:51
  services
• 35:52
  that
• 35:53
  some
• 35:53
  of
• 35:53
  these
• 35:53
  companies
• 35:54
  are
• 35:54
  offering
• 35:54
  today.
• 35:55
  Yeah,
• 35:55
  I
• 35:55
  would
• 35:55
  agree.
• 35:56
  And
• 35:57
  chasing
• 35:58
  every
• 35:58
  squirrel
• 35:58
  is
• 35:59
  never
• 35:59
  a
• 35:59
  good
• 35:59
  idea
• 35:59
  because
• 36:00
  there
• 36:00
  are
• 36:00
  so
• 36:00
  many
• 36:00
  new
• 36:01
  ones
• 36:01
  and
• 36:01
  so
• 36:01
  many
• 36:02
  updates.
• 36:03
  As
• 36:03
  you
• 36:03
  said,
• 36:04
  colleague
• 36:04
  Michael
• 36:05
  is
• 36:06
  doing
• 36:06
  his
• 36:06
  best
• 36:06
  to
• 36:06
  keep
• 36:07
  up,
• 36:07
  but
• 36:07
  they're
• 36:08
  changing
• 36:08
  all
• 36:08
  the
• 36:08
  time.
• 36:09
  They're
• 36:09
  adding
• 36:09
  new
• 36:09
  features
• 36:09
  and
• 36:10
  functions.
• 36:11
  Other
• 36:12
  certain.
• 36:12
  I
• 36:13
  mean,
• 36:13
  Even
• 36:13
  in
• 36:13
  the,
• 36:14
  just
• 36:15
  solely
• 36:16
  in
• 36:16
  the
• 36:16
  capacity
• 36:17
  of
• 36:17
  large
• 36:17
  language
• 36:18
  models,
• 36:19
  there's
• 36:20
  some
• 36:20
  that
• 36:20
  are
• 36:20
  better
• 36:20
  than
• 36:21
  others
• 36:22
  for
• 36:22
  certain
• 36:22
  tasks
• 36:23
  and
• 36:24
  I
• 36:24
  think
• 36:24
  there's
• 36:24
  a
• 36:24
  crib
• 36:25
  sheet
• 36:25
  of
• 36:25
  that.
• 36:25
  But
• 36:26
  then
• 36:26
  is
• 36:26
  that
• 36:26
  going
• 36:26
  to
• 36:27
  be
• 36:27
  the
• 36:27
  same
• 36:27
  in
• 36:27
  two
• 36:27
  months?
• 36:27
  Probably
• 36:28
  not,
• 36:28
  because
• 36:29
  they
• 36:29
  all
• 36:29
  react
• 36:29
  and
• 36:30
  respond
• 36:30
  to
• 36:31
  each
• 36:31
  other.
• 36:32
  It's
• 36:32
  a
• 36:32
  very
• 36:32
  interesting
• 36:33
  time.
• 36:33
  But
• 36:33
  I
• 36:34
  want
• 36:34
  to
• 36:35
  just
• 36:35
  hop
• 36:36
  back
• 36:36
  to
• 36:36
  something
• 36:36
  you
• 36:36
  said
• 36:37
  that,
• 36:37
  that
• 36:37
  caught
• 36:37
  my
• 36:38
  attention
• 36:38
  as
• 36:38
  a
• 36:38
  data
• 36:39
  professional
• 36:39
  just
• 36:40
  to
• 36:40
  help
• 36:40
  people
• 36:40
  understand
• 36:40
  the
• 36:41
  potential
• 36:41
  impact
• 36:41
  of
• 36:41
  this
• 36:42
  back
• 36:42
  on
• 36:42
  the
• 36:42
  sales
• 36:42
  cycle.
• 36:43
  So
• 36:43
  if
• 36:43
  you
• 36:43
  reduce
• 36:45
  total
• 36:45
  cycle
• 36:46
  time
• 36:46
  by
• 36:46
  20%,
• 36:47
  if
• 36:47
  you
• 36:48
  grow
• 36:49
  deal
• 36:49
  size
• 36:49
  by
• 36:49
  31%,
• 36:50
  if
• 36:50
  you
• 36:51
  increase
• 36:52
  close
• 36:52
  rate
• 36:52
  by
• 36:52
  10%,
• 36:53
  those
• 36:53
  all
• 36:54
  sound
• 36:54
  like
• 36:54
  small
• 36:55
  numbers.
• 36:55
  But
• 36:55
  the
• 36:55
  combination
• 36:56
  of
• 36:56
  all
• 36:56
  of
• 36:57
  those
• 36:57
  three
• 36:57
  things,
• 36:57
  I
• 36:57
  imagine
• 36:58
  can
• 36:58
  have
• 36:58
  quite
• 36:58
  outrageous
• 36:59
  impacts.
• 36:59
  Yeah,
• 37:00
  yeah.
• 37:00
  Because
• 37:01
  they
• 37:01
  compound
• 37:01
  each
• 37:01
  other.
• 37:02
  Right.
• 37:02
  They
• 37:03
  feed
• 37:03
  all
• 37:03
  into
• 37:03
  each
• 37:04
  other.
• 37:04
  Right.
• 37:04
  And
• 37:05
  what,
• 37:06
  what
• 37:06
  most
• 37:06
  sales
• 37:07
  professionals
• 37:08
  do
• 37:08
  is
• 37:10
  even
• 37:10
  the
• 37:11
  best
• 37:11
  ones,
• 37:11
  even
• 37:11
  the
• 37:12
  best
• 37:12
  sales
• 37:12
  professionals
• 37:13
  that
• 37:13
  have
• 37:13
  great
• 37:13
  relationship
• 37:14
  building
• 37:14
  activity
• 37:15
  is
• 37:16
  they
• 37:16
  won't
• 37:16
  control
• 37:17
  what,
• 37:17
  you
• 37:18
  know,
• 37:18
  something
• 37:18
  fundamentally
• 37:18
  we
• 37:19
  call
• 37:19
  with
• 37:19
  maestros,
• 37:19
  you
• 37:19
  know,
• 37:20
  like
• 37:20
  the
• 37:20
  pace
• 37:20
  we
• 37:21
  speed
• 37:21
  is
• 37:21
  our
• 37:22
  ethos.
• 37:22
  Right.
• 37:23
  And
• 37:23
  that
• 37:24
  does
• 37:24
  not
• 37:24
  mean,
• 37:24
  you
• 37:25
  know,
• 37:26
  following
• 37:26
  up
• 37:26
  and
• 37:26
  following
• 37:27
  up
• 37:27
  and
• 37:27
  following
• 37:27
  up.
• 37:28
  Everybody's
• 37:28
  been
• 37:28
  on
• 37:28
  the
• 37:28
  other
• 37:29
  side
• 37:29
  of
• 37:29
  that
• 37:29
  sales
• 37:29
  experience
• 37:30
  where
• 37:30
  you
• 37:30
  feel
• 37:30
  like
• 37:30
  they're
• 37:32
  maybe
• 37:32
  overburdening
• 37:33
  and
• 37:33
  coming
• 37:33
  on
• 37:33
  too
• 37:34
  strong.
• 37:34
  It
• 37:35
  we,
• 37:35
  we
• 37:35
  coach
• 37:35
  and
• 37:36
  we
• 37:36
  train
• 37:36
  around
• 37:36
  the
• 37:36
  balance
• 37:37
  and
• 37:37
  the
• 37:37
  science
• 37:38
  on
• 37:38
  professional
• 37:39
  persistence.
• 37:40
  But
• 37:41
  more
• 37:41
  than
• 37:41
  anything,
• 37:41
  making
• 37:42
  it
• 37:42
  easier
• 37:43
  for
• 37:43
  the
• 37:43
  other
• 37:44
  person
• 37:44
  to
• 37:45
  work
• 37:45
  with
• 37:45
  you.
• 37:46
  Simple
• 37:46
  things
• 37:47
  on
• 37:47
  how
• 37:47
  to
• 37:48
  schedule
• 37:48
  the
• 37:48
  simplest
• 37:49
  and
• 37:49
  easiest
• 37:49
  way.
• 37:50
  Providing
• 37:50
  three
• 37:51
  time
• 37:51
  slot
• 37:51
  windows
• 37:52
  for
• 37:52
  the
• 37:52
  person
• 37:52
  that
• 37:52
  you're
• 37:52
  booking
• 37:53
  with
• 37:53
  to
• 37:53
  make
• 37:53
  it
• 37:53
  easier
• 37:54
  for
• 37:54
  them
• 37:54
  to
• 37:54
  be
• 37:54
  able
• 37:54
  to
• 37:54
  book
• 37:54
  a
• 37:55
  meeting.
• 37:55
  Because
• 37:55
  everybody
• 37:56
  gets
• 37:56
  busy.
• 37:56
  Right.
• 37:57
  I
• 37:57
  mentioned
• 37:58
  call
• 37:58
  recaps
• 37:58
  maybe
• 37:59
  three
• 37:59
  or
• 37:59
  four
• 37:59
  times
• 37:59
  earlier.
• 38:00
  Every
• 38:01
  single
• 38:01
  call
• 38:01
  you
• 38:02
  do
• 38:02
  in
• 38:02
  sales
• 38:03
  should
• 38:03
  be
• 38:03
  followed
• 38:03
  up
• 38:04
  with
• 38:04
  some
• 38:04
  type
• 38:04
  of
• 38:04
  a
• 38:05
  professional
• 38:05
  recap
• 38:06
  that
• 38:06
  outlines
• 38:07
  next
• 38:07
  steps.
• 38:07
  Very
• 38:08
  clear
• 38:08
  on
• 38:08
  what
• 38:08
  you
• 38:08
  need
• 38:09
  to
• 38:09
  do
• 38:09
  or
• 38:09
  what
• 38:09
  I
• 38:09
  need
• 38:09
  to
• 38:10
  do
• 38:10
  to
• 38:10
  be
• 38:11
  able
• 38:11
  to
• 38:11
  kind
• 38:11
  of
• 38:11
  keep
• 38:11
  moving
• 38:12
  things
• 38:12
  forward.
• 38:13
  Right.
• 38:13
  And
• 38:15
  when
• 38:15
  you
• 38:15
  have
• 38:15
  all
• 38:16
  of
• 38:16
  these
• 38:16
  things
• 38:16
  kind
• 38:16
  of
• 38:17
  adding
• 38:17
  up
• 38:17
  where
• 38:17
  it's.
• 38:17
  I'm,
• 38:18
  I'm
• 38:19
  quick
• 38:19
  on
• 38:19
  my
• 38:19
  response.
• 38:20
  I'm
• 38:20
  providing
• 38:21
  time
• 38:21
  windows
• 38:21
  that
• 38:21
  are
• 38:22
  in
• 38:22
  the
• 38:22
  next
• 38:22
  24,
• 38:23
  48
• 38:23
  and
• 38:23
  72
• 38:24
  hours
• 38:24
  for
• 38:24
  us
• 38:24
  to
• 38:24
  be
• 38:24
  able
• 38:24
  to
• 38:24
  meet.
• 38:25
  I'm,
• 38:25
  I'm
• 38:26
  doing
• 38:26
  what
• 38:27
  I
• 38:27
  said.
• 38:27
  I'm
• 38:27
  going
• 38:27
  to
• 38:28
  do
• 38:29
  that
• 38:29
  alone.
• 38:30
  Now
• 38:30
  you're
• 38:30
  in
• 38:31
  the
• 38:31
  top
• 38:31
  10
• 38:31
  percentile
• 38:32
  of
• 38:32
  sales
• 38:32
  professionals
• 38:33
  on
• 38:33
  trust.
• 38:34
  Build
• 38:34
  alone
• 38:34
  trust
• 38:34
  and
• 38:35
  follow
• 38:35
  through
• 38:35
  because.
• 38:35
  You'Re
• 38:35
  starting
• 38:36
  to
• 38:36
  build
• 38:36
  that
• 38:36
  credibility
• 38:36
  and
• 38:37
  you're
• 38:37
  starting
• 38:37
  to
• 38:37
  build
• 38:37
  that
• 38:37
  trust
• 38:38
  and
• 38:38
  you're
• 38:39
  gonna
• 38:39
  have
• 38:39
  to
• 38:39
  Continue
• 38:39
  to
• 38:40
  do
• 38:40
  it.
• 38:40
  But
• 38:40
  that's
• 38:40
  how
• 38:40
  it
• 38:40
  begins
• 38:41
  and
• 38:41
  that's
• 38:41
  how
• 38:41
  it
• 38:41
  starts.
• 38:42
  And
• 38:42
  sales
• 38:43
  has
• 38:43
  had
• 38:44
  the
• 38:44
  experience
• 38:44
  of
• 38:45
  the
• 38:45
  other
• 38:45
  side.
• 38:45
  Oh,
• 38:46
  this
• 38:46
  person
• 38:46
  hasn't
• 38:46
  gotten
• 38:46
  back
• 38:46
  to
• 38:46
  me
• 38:47
  in
• 38:47
  all
• 38:47
  the
• 38:47
  time.
• 38:47
  Oh
• 38:48
  well,
• 38:48
  I'm
• 38:48
  not
• 38:48
  busy.
• 38:48
  This,
• 38:49
  I'm
• 38:49
  not
• 38:49
  available
• 38:50
  when
• 38:50
  they
• 38:51
  asked
• 38:51
  me
• 38:51
  to
• 38:51
  or
• 38:52
  they
• 38:52
  asked
• 38:52
  me
• 38:52
  when
• 38:52
  am
• 38:52
  I
• 38:53
  free.
• 38:53
  And
• 38:53
  now
• 38:53
  I'm
• 38:53
  providing
• 38:54
  slots
• 38:54
  in
• 38:54
  a
• 38:54
  week
• 38:54
  or
• 38:55
  in
• 38:55
  two.
• 38:55
  And
• 38:56
  all
• 38:56
  of
• 38:56
  these
• 38:56
  small
• 38:57
  things
• 38:57
  either
• 38:58
  delay
• 38:58
  time.
• 38:59
  Right.
• 38:59
  Or
• 39:00
  they
• 39:00
  make
• 39:00
  me
• 39:00
  think,
• 39:01
  hey,
• 39:01
  maybe
• 39:01
  I
• 39:01
  should
• 39:01
  start
• 39:02
  with
• 39:02
  a
• 39:02
  smaller
• 39:02
  deal
• 39:02
  or
• 39:03
  an
• 39:03
  opportunity
• 39:03
  with
• 39:03
  this
• 39:04
  company
• 39:04
  or
• 39:04
  this
• 39:04
  client
• 39:04
  versus
• 39:05
  going
• 39:05
  for
• 39:05
  what
• 39:05
  I
• 39:05
  need.
• 39:06
  All
• 39:06
  of
• 39:06
  these
• 39:06
  things
• 39:06
  can
• 39:07
  create
• 39:07
  self
• 39:07
  doubt,
• 39:08
  doubt
• 39:08
  within
• 39:08
  an
• 39:08
  organization
• 39:09
  as
• 39:09
  they're
• 39:09
  weighing
• 39:09
  options.
• 39:11
  All
• 39:11
  of
• 39:11
  these
• 39:11
  things
• 39:11
  matter
• 39:13
  and,
• 39:13
  and
• 39:13
  they
• 39:13
  all
• 39:14
  stack
• 39:14
  up
• 39:14
  on
• 39:14
  one
• 39:14
  another.
• 39:15
  Right.
• 39:15
  And
• 39:15
  they
• 39:15
  start
• 39:16
  to
• 39:16
  build
• 39:16
  what
• 39:17
  we
• 39:17
  call
• 39:17
  in
• 39:17
  sales
• 39:17
  momentum
• 39:18
  in
• 39:18
  sales.
• 39:18
  Sales
• 39:19
  is
• 39:19
  like
• 39:19
  physics,
• 39:20
  just
• 39:20
  like
• 39:20
  anything
• 39:20
  else.
• 39:20
  Right.
• 39:21
  A
• 39:21
  deal
• 39:21
  in
• 39:21
  motion
• 39:22
  stays
• 39:22
  in
• 39:22
  motion.
• 39:23
  Right.
• 39:23
  A
• 39:24
  deal
• 39:24
  at
• 39:24
  rest
• 39:24
  dies.
• 39:25
  Right.
• 39:26
  And
• 39:26
  it's
• 39:26
  no
• 39:27
  different
• 39:27
  from
• 39:27
  all
• 39:28
  of
• 39:28
  these
• 39:28
  different
• 39:28
  things
• 39:28
  in
• 39:28
  terms
• 39:29
  of
• 39:29
  activity
• 39:29
  and
• 39:29
  things
• 39:29
  that
• 39:30
  you
• 39:30
  can
• 39:30
  control.
• 39:31
  Right.
• 39:31
  To
• 39:32
  be
• 39:32
  able
• 39:32
  to
• 39:32
  move
• 39:32
  a
• 39:32
  thing,
• 39:33
  a
• 39:33
  deal
• 39:33
  forward.
• 39:34
  Yeah,
• 39:34
  that's
• 39:34
  fascinating.
• 39:35
  I,
• 39:36
  I
• 39:36
  was
• 39:37
  wondering
• 39:37
  to
• 39:37
  myself
• 39:37
  about
• 39:38
  some
• 39:38
  of
• 39:38
  the
• 39:38
  attributes
• 39:39
  that
• 39:39
  make
• 39:39
  for
• 39:40
  a
• 39:40
  good
• 39:40
  salesperson,
• 39:41
  but
• 39:41
  I
• 39:41
  want
• 39:41
  to
• 39:41
  reframe
• 39:42
  the
• 39:42
  question
• 39:42
  differently
• 39:43
  because
• 39:43
  there's
• 39:43
  a
• 39:43
  lot
• 39:44
  of
• 39:44
  folks
• 39:45
  coming
• 39:45
  out
• 39:46
  of
• 39:46
  college
• 39:46
  or
• 39:46
  in
• 39:47
  their
• 39:47
  teenage
• 39:47
  years
• 39:47
  kind
• 39:48
  of
• 39:48
  planning
• 39:48
  a
• 39:48
  career
• 39:49
  and
• 39:50
  thinking
• 39:50
  what
• 39:51
  my
• 39:51
  options
• 39:51
  are
• 39:51
  going
• 39:51
  to
• 39:51
  be.
• 39:52
  AI
• 39:52
  is
• 39:52
  going
• 39:52
  to
• 39:52
  change
• 39:52
  the
• 39:53
  landscape
• 39:54
  so
• 39:54
  much
• 39:54
  on
• 39:54
  these
• 39:55
  things.
• 39:55
  Sales
• 39:56
  as
• 39:56
  we've
• 39:56
  covered
• 39:56
  today
• 39:57
  will
• 39:57
  always
• 39:57
  have
• 39:58
  a
• 39:58
  human
• 39:58
  element
• 39:58
  in
• 39:59
  it.
• 39:59
  There's
• 39:59
  a
• 39:59
  lot
• 39:59
  of
• 39:59
  psychology
• 40:00
  at
• 40:00
  play,
• 40:00
  not
• 40:01
  only
• 40:01
  in
• 40:01
  how
• 40:01
  you
• 40:01
  interact
• 40:02
  with
• 40:02
  potential
• 40:02
  clients
• 40:02
  and
• 40:03
  prospects,
• 40:03
  but
• 40:04
  also
• 40:04
  how
• 40:04
  you
• 40:04
  manage
• 40:05
  your
• 40:05
  own
• 40:05
  process.
• 40:06
  So
• 40:06
  what
• 40:07
  one
• 40:07
  or
• 40:07
  two
• 40:07
  good
• 40:07
  attributes
• 40:08
  make
• 40:08
  for
• 40:09
  a
• 40:09
  good
• 40:09
  salesperson
• 40:09
  because
• 40:10
  it's
• 40:10
  perceived
• 40:11
  as,
• 40:12
  is
• 40:12
  a
• 40:12
  tough
• 40:12
  job.
• 40:13
  I
• 40:13
  would
• 40:13
  say
• 40:13
  from
• 40:13
  outside
• 40:14
  of,
• 40:14
  as
• 40:15
  one
• 40:15
  of
• 40:15
  those
• 40:15
  outsides
• 40:16
  that
• 40:16
  many
• 40:16
  people
• 40:17
  would
• 40:17
  say,
• 40:17
  oh,
• 40:17
  I'm
• 40:17
  not,
• 40:18
  I
• 40:18
  don't
• 40:18
  know,
• 40:18
  outgoing
• 40:19
  enough
• 40:19
  or
• 40:19
  I
• 40:19
  don't,
• 40:20
  I
• 40:20
  don't
• 40:20
  like
• 40:21
  rejection.
• 40:22
  So
• 40:22
  it's
• 40:22
  not
• 40:22
  for
• 40:22
  me.
• 40:23
  Which
• 40:23
  I
• 40:23
  think
• 40:24
  are
• 40:24
  kind
• 40:24
  of
• 40:25
  surface
• 40:25
  level
• 40:25
  objections
• 40:26
  that,
• 40:26
  that,
• 40:26
  that
• 40:26
  can
• 40:26
  go
• 40:27
  past.
• 40:27
  So
• 40:27
  what
• 40:27
  are
• 40:27
  the,
• 40:27
  what
• 40:28
  are
• 40:28
  some
• 40:28
  of
• 40:28
  the,
• 40:28
  the
• 40:29
  key
• 40:29
  attributes
• 40:29
  that
• 40:29
  a
• 40:30
  great
• 40:30
  potential
• 40:31
  future
• 40:31
  salesperson
• 40:31
  with
• 40:32
  no
• 40:32
  sales
• 40:32
  experience
• 40:32
  who
• 40:33
  doesn't
• 40:33
  go
• 40:33
  around
• 40:33
  cold
• 40:33
  calling
• 40:34
  people
• 40:34
  every
• 40:34
  day
• 40:35
  that
• 40:35
  you
• 40:35
  would
• 40:36
  look
• 40:36
  for
• 40:36
  and
• 40:36
  encourage
• 40:37
  people
• 40:37
  to
• 40:37
  consider
• 40:37
  sales
• 40:38
  as
• 40:38
  a
• 40:38
  career?
• 40:39
  Yeah,
• 40:39
  two,
• 40:39
  two
• 40:40
  major
• 40:40
  ones.
• 40:41
  Number
• 40:41
  one,
• 40:41
  the
• 40:42
  ability
• 40:42
  to
• 40:43
  ask
• 40:43
  great
• 40:44
  questions.
• 40:46
  The
• 40:46
  best
• 40:46
  sales
• 40:47
  professionals,
• 40:47
  no
• 40:47
  matter,
• 40:48
  no
• 40:48
  matter
• 40:48
  what
• 40:48
  they
• 40:49
  are
• 40:49
  selling,
• 40:50
  ask
• 40:50
  amazing
• 40:51
  open
• 40:51
  ended
• 40:52
  questions.
• 40:53
  They
• 40:53
  have
• 40:53
  a
• 40:53
  good
• 40:53
  understanding
• 40:54
  and
• 40:54
  A
• 40:54
  balance
• 40:55
  on
• 40:55
  being
• 40:56
  able
• 40:56
  to
• 40:56
  listen
• 40:57
  after
• 40:57
  they
• 40:57
  ask
• 40:57
  these
• 40:58
  questions
• 40:58
  and
• 40:58
  actually
• 40:59
  understand
• 40:59
  what
• 40:59
  it
• 41:00
  is
• 41:00
  that
• 41:00
  person
• 41:00
  is
• 41:01
  saying.
• 41:01
  Most
• 41:02
  people
• 41:02
  are
• 41:02
  terrible
• 41:02
  listeners.
• 41:04
  We're
• 41:04
  quite
• 41:04
  often
• 41:05
  waiting
• 41:05
  for
• 41:06
  to
• 41:07
  ask
• 41:07
  our
• 41:07
  next
• 41:07
  question
• 41:08
  or
• 41:08
  maybe
• 41:08
  thinking
• 41:09
  about
• 41:09
  what's
• 41:09
  for
• 41:09
  dinner
• 41:10
  tonight,
• 41:10
  or
• 41:10
  we're
• 41:10
  thinking
• 41:11
  about
• 41:11
  what
• 41:11
  we
• 41:11
  had
• 41:11
  just
• 41:11
  finished
• 41:12
  eating
• 41:12
  this
• 41:12
  morning
• 41:13
  or
• 41:13
  what,
• 41:13
  you
• 41:14
  know,
• 41:14
  the
• 41:14
  next
• 41:14
  person
• 41:14
  is
• 41:14
  saying.
• 41:15
  But
• 41:15
  quite
• 41:15
  often
• 41:15
  we're
• 41:16
  not
• 41:16
  truly
• 41:16
  listening.
• 41:17
  And
• 41:17
  the
• 41:18
  best
• 41:18
  sales
• 41:18
  professionals
• 41:19
  ask
• 41:20
  amazing
• 41:20
  questions.
• 41:21
  They
• 41:22
  truly
• 41:22
  listen
• 41:23
  and
• 41:24
  they
• 41:24
  connect
• 41:24
  back
• 41:25
  what
• 41:25
  they've
• 41:26
  uncovered
• 41:27
  and
• 41:27
  they've
• 41:27
  unheard
• 41:28
  to
• 41:28
  provide
• 41:29
  a
• 41:29
  solution
• 41:29
  for
• 41:29
  the
• 41:30
  needs.
• 41:30
  So
• 41:30
  number
• 41:30
  one
• 41:31
  would
• 41:31
  be
• 41:31
  asking
• 41:31
  questions.
• 41:33
  Number
• 41:33
  1A.
• 41:34
  Right.
• 41:34
  I'd
• 41:35
  say
• 41:35
  equally
• 41:35
  as
• 41:35
  important,
• 41:36
  equal.
• 41:36
  First,
• 41:38
  being
• 41:38
  authentic.
• 41:39
  If.
• 41:39
  If
• 41:40
  I
• 41:40
  came
• 41:40
  into
• 41:40
  sales
• 41:41
  and
• 41:41
  I
• 41:41
  tried
• 41:41
  doing
• 41:41
  it
• 41:42
  your
• 41:42
  way,
• 41:42
  or
• 41:42
  even
• 41:43
  like
• 41:43
  Will's
• 41:43
  way.
• 41:43
  Our
• 41:44
  CEO
• 41:44
  within
• 41:44
  Maestro,
• 41:45
  he's
• 41:45
  a
• 41:45
  very
• 41:46
  outgoing
• 41:46
  individual.
• 41:47
  He's
• 41:47
  great
• 41:47
  at
• 41:47
  what
• 41:47
  he
• 41:48
  does.
• 41:48
  He's
• 41:48
  the
• 41:48
  best
• 41:49
  salesperson
• 41:50
  I've
• 41:50
  ever
• 41:50
  met
• 41:50
  in
• 41:51
  my
• 41:51
  life,
• 41:51
  just
• 41:51
  because
• 41:51
  of
• 41:52
  his
• 41:52
  process,
• 41:52
  his
• 41:53
  commitment
• 41:53
  to
• 41:53
  excellence,
• 41:54
  how
• 41:54
  he
• 41:54
  prepares,
• 41:55
  how
• 41:55
  he
• 41:55
  does
• 41:55
  things,
• 41:55
  and
• 41:56
  then
• 41:56
  how
• 41:56
  he
• 41:56
  delivers
• 41:56
  them.
• 41:57
  I
• 41:57
  can
• 41:57
  prepare
• 41:58
  the
• 41:58
  same
• 41:58
  way,
• 41:59
  I
• 41:59
  can
• 41:59
  do
• 41:59
  it
• 41:59
  the
• 42:00
  same
• 42:00
  way,
• 42:00
  but
• 42:01
  it's
• 42:01
  going
• 42:01
  to
• 42:01
  be
• 42:01
  my
• 42:01
  authentic
• 42:02
  way,
• 42:02
  the
• 42:02
  way
• 42:03
  that
• 42:03
  I
• 42:03
  need
• 42:03
  to
• 42:03
  come
• 42:03
  off.
• 42:04
  Absolutely.
• 42:04
  If
• 42:05
  I
• 42:05
  tried
• 42:05
  to
• 42:05
  emulate
• 42:06
  Will
• 42:06
  and
• 42:06
  act
• 42:07
  like
• 42:07
  Will
• 42:08
  in
• 42:08
  front
• 42:08
  of
• 42:08
  you,
• 42:08
  you'll
• 42:09
  sniff
• 42:09
  it
• 42:09
  out
• 42:09
  in
• 42:09
  a
• 42:09
  second
• 42:10
  without
• 42:10
  knowing
• 42:10
  me
• 42:10
  at
• 42:10
  all.
• 42:11
  Because
• 42:11
  it
• 42:11
  won't
• 42:12
  come
• 42:12
  off
• 42:12
  authentic.
• 42:12
  It
• 42:13
  won't
• 42:13
  come
• 42:13
  off
• 42:13
  as
• 42:13
  who
• 42:13
  I
• 42:14
  am.
• 42:14
  You'll
• 42:14
  start
• 42:15
  to
• 42:15
  maybe
• 42:15
  question,
• 42:15
  is
• 42:15
  he
• 42:16
  saying
• 42:16
  what
• 42:16
  he
• 42:17
  thinks
• 42:17
  I
• 42:17
  want
• 42:17
  to
• 42:17
  hear?
• 42:18
  Right.
• 42:18
  All
• 42:19
  of
• 42:19
  these
• 42:19
  different
• 42:19
  types
• 42:19
  of
• 42:19
  things
• 42:20
  too.
• 42:20
  So
• 42:21
  you
• 42:21
  have
• 42:21
  to
• 42:21
  be
• 42:21
  authentic
• 42:22
  in
• 42:22
  who
• 42:22
  you
• 42:22
  are,
• 42:23
  in
• 42:23
  your
• 42:23
  approach.
• 42:24
  So
• 42:24
  when
• 42:24
  people
• 42:24
  are
• 42:24
  like,
• 42:24
  oh,
• 42:24
  I'm
• 42:25
  not
• 42:25
  as
• 42:25
  outgoing
• 42:25
  or
• 42:25
  anything
• 42:26
  like
• 42:26
  that
• 42:26
  or
• 42:26
  anything,
• 42:27
  I've
• 42:27
  seen
• 42:27
  very
• 42:27
  reserved
• 42:28
  people
• 42:28
  be
• 42:29
  amazing
• 42:29
  at
• 42:29
  sales.
• 42:31
  I've
• 42:31
  seen
• 42:31
  people
• 42:32
  who
• 42:32
  don't
• 42:32
  like
• 42:32
  to
• 42:32
  give
• 42:33
  speeches
• 42:33
  in
• 42:33
  front
• 42:33
  of,
• 42:34
  you
• 42:34
  know,
• 42:34
  thousands
• 42:35
  of
• 42:35
  people
• 42:35
  who
• 42:35
  prefer
• 42:36
  smaller
• 42:36
  group
• 42:36
  interactions.
• 42:37
  Be
• 42:37
  some
• 42:37
  of
• 42:37
  the
• 42:38
  best
• 42:38
  sales
• 42:38
  leaders
• 42:38
  I've
• 42:38
  ever
• 42:39
  worked
• 42:39
  and
• 42:39
  interacted
• 42:40
  with,
• 42:40
  because
• 42:41
  they
• 42:41
  have
• 42:41
  a
• 42:41
  great
• 42:41
  process.
• 42:42
  They're
• 42:42
  authentic
• 42:42
  to
• 42:43
  themselves.
• 42:43
  They
• 42:44
  work
• 42:44
  on
• 42:44
  their
• 42:44
  craft,
• 42:45
  they're
• 42:46
  practicing
• 42:46
  asking
• 42:47
  great
• 42:47
  questions.
• 42:48
  And
• 42:49
  when
• 42:49
  you
• 42:49
  have
• 42:49
  all
• 42:50
  those
• 42:50
  things
• 42:50
  kind
• 42:50
  of
• 42:50
  come
• 42:50
  together,
• 42:51
  those
• 42:52
  two
• 42:52
  things
• 42:52
  will
• 42:52
  always
• 42:53
  stand
• 42:53
  out.
• 42:53
  Is
• 42:53
  that
• 42:53
  person
• 42:54
  really,
• 42:55
  truly
• 42:55
  asking
• 42:55
  more
• 42:56
  information,
• 42:56
  and
• 42:56
  is
• 42:57
  that
• 42:57
  who
• 42:57
  they
• 42:57
  are?
• 42:57
  Are
• 42:58
  they
• 42:58
  being
• 42:58
  authentic
• 42:58
  to
• 42:59
  who
• 42:59
  they
• 42:59
  are?
• 42:59
  Yeah.
• 43:01
  The
• 43:02
  description
• 43:02
  you
• 43:02
  gave
• 43:02
  of
• 43:03
  Will,
• 43:03
  who
• 43:03
  I've
• 43:03
  had
• 43:04
  the
• 43:04
  pleasure
• 43:04
  of
• 43:04
  seeing
• 43:04
  in
• 43:05
  action,
• 43:05
  of
• 43:05
  course,
• 43:06
  might
• 43:07
  be
• 43:07
  the
• 43:07
  image
• 43:07
  that
• 43:07
  people
• 43:07
  have
• 43:08
  stereotypically
• 43:08
  of
• 43:09
  a
• 43:09
  salesperson.
• 43:10
  But
• 43:10
  then
• 43:10
  some
• 43:10
  of
• 43:11
  the
• 43:11
  qualities
• 43:11
  you
• 43:11
  talked
• 43:11
  about
• 43:11
  in
• 43:12
  terms
• 43:12
  of
• 43:12
  asking
• 43:12
  questions,
• 43:12
  understanding
• 43:13
  the
• 43:13
  process,
• 43:13
  working
• 43:14
  with
• 43:14
  like
• 43:15
  are
• 43:15
  actually
• 43:15
  more
• 43:16
  typically
• 43:16
  introverted
• 43:17
  qualities.
• 43:18
  So
• 43:18
  I
• 43:18
  think
• 43:19
  today,
• 43:20
  amongst
• 43:20
  other
• 43:20
  things,
• 43:21
  we've
• 43:21
  kind
• 43:21
  of
• 43:21
  shattered
• 43:21
  the
• 43:21
  myth
• 43:22
  that
• 43:22
  introverts
• 43:23
  can't
• 43:23
  be
• 43:23
  great
• 43:23
  salespersons.
• 43:24
  Salespeople.
• 43:25
  Because
• 43:25
  I'm
• 43:25
  sure
• 43:25
  you
• 43:26
  have,
• 43:26
  you
• 43:26
  have
• 43:26
  many,
• 43:27
  you've
• 43:27
  come
• 43:27
  across
• 43:27
  many
• 43:27
  in
• 43:28
  your
• 43:28
  time.
• 43:28
  Yeah.
• 43:29
  There's
• 43:29
  no
• 43:29
  question
• 43:30
  that
• 43:30
  some
• 43:30
  of
• 43:30
  the
• 43:31
  best
• 43:31
  salespeople,
• 43:32
  sales
• 43:32
  professionals
• 43:33
  ever
• 43:33
  worked
• 43:34
  with
• 43:34
  in
• 43:34
  some
• 43:35
  of
• 43:35
  the
• 43:35
  most
• 43:35
  introverted
• 43:36
  people
• 43:36
  in
• 43:36
  the
• 43:36
  world.
• 43:36
  They
• 43:36
  haven't
• 43:36
  wanted
• 43:37
  to.
• 43:37
  They
• 43:37
  don't
• 43:37
  want
• 43:37
  to
• 43:37
  do
• 43:37
  water
• 43:38
  cooler
• 43:38
  talk
• 43:38
  and
• 43:38
  talk
• 43:38
  about
• 43:39
  sports.
• 43:39
  They
• 43:39
  want
• 43:39
  to
• 43:39
  talk
• 43:40
  about
• 43:40
  process.
• 43:40
  They
• 43:40
  want
• 43:40
  to
• 43:40
  talk
• 43:41
  about
• 43:41
  what's
• 43:41
  going
• 43:41
  on
• 43:41
  in
• 43:42
  their
• 43:42
  business
• 43:42
  and
• 43:42
  their
• 43:42
  deals.
• 43:43
  And,
• 43:43
  and
• 43:44
  that's
• 43:44
  what
• 43:45
  if
• 43:45
  that
• 43:45
  is
• 43:45
  what
• 43:46
  is
• 43:46
  authentic
• 43:46
  to
• 43:46
  you,
• 43:47
  then
• 43:47
  that
• 43:48
  will
• 43:48
  benefit
• 43:49
  you
• 43:49
  tenfold
• 43:49
  down
• 43:49
  the
• 43:50
  road.
• 43:50
  Absolutely.
• 43:51
  So
• 43:52
  we've
• 43:52
  covered
• 43:52
  a
• 43:52
  lot
• 43:52
  of
• 43:53
  things
• 43:53
  today
• 43:53
  that
• 43:53
  I'm
• 43:53
  sure
• 43:53
  people
• 43:53
  are
• 43:54
  interested
• 43:54
  to
• 43:54
  find
• 43:54
  out
• 43:55
  more
• 43:55
  about.
• 43:56
  Where
• 43:56
  should
• 43:57
  people
• 43:57
  go
• 43:57
  if
• 43:57
  they're
• 43:58
  listening
• 43:58
  and
• 43:58
  think
• 43:59
  this
• 44:00
  sounds
• 44:00
  awesome?
• 44:00
  I
• 44:00
  want
• 44:01
  to
• 44:01
  learn
• 44:01
  more.
• 44:02
  I'm
• 44:02
  sure
• 44:02
  you
• 44:02
  have
• 44:02
  a
• 44:02
  website
• 44:03
  and
• 44:03
  perhaps
• 44:03
  maybe
• 44:04
  a
• 44:04
  conference
• 44:04
  coming
• 44:04
  up
• 44:05
  that
• 44:05
  you
• 44:05
  could
• 44:06
  talk
• 44:06
  to
• 44:06
  people
• 44:07
  about
• 44:07
  if
• 44:08
  they
• 44:08
  want
• 44:08
  to
• 44:08
  learn
• 44:08
  more.
• 44:09
  Thanks
• 44:09
  for
• 44:09
  the
• 44:09
  alley
• 44:10
  oop
• 44:10
  there.
• 44:10
  We
• 44:10
  have
• 44:10
  an
• 44:10
  upcoming
• 44:12
  Maestro
• 44:13
  Revenue
• 44:13
  Summit.
• 44:14
  It's
• 44:14
  a,
• 44:15
  it's
• 44:15
  a
• 44:15
  smaller
• 44:16
  variation
• 44:17
  of
• 44:17
  a
• 44:18
  conference
• 44:18
  so
• 44:18
  we
• 44:18
  wanted
• 44:18
  to
• 44:18
  make
• 44:18
  it
• 44:19
  more
• 44:19
  intimate
• 44:19
  and
• 44:19
  call
• 44:19
  it
• 44:19
  a
• 44:19
  summit.
• 44:20
  About
• 44:20
  100
• 44:21
  when
• 44:21
  I
• 44:21
  think
• 44:21
  smaller,
• 44:21
  but
• 44:22
  100
• 44:22
  tech
• 44:23
  CEOs
• 44:23
  from
• 44:24
  the
• 44:24
  D.C.
• 44:24
  maryland,
• 44:25
  Virginia
• 44:25
  area.
• 44:25
  We
• 44:25
  do
• 44:26
  have
• 44:26
  some
• 44:26
  that
• 44:26
  come
• 44:26
  from,
• 44:26
  from,
• 44:27
  from
• 44:27
  all
• 44:27
  over,
• 44:27
  but
• 44:28
  at
• 44:28
  least
• 44:28
  either
• 44:28
  the
• 44:28
  companies
• 44:29
  are
• 44:29
  based
• 44:29
  in
• 44:29
  the
• 44:29
  area
• 44:30
  or
• 44:30
  them
• 44:30
  as
• 44:30
  individuals
• 44:31
  typically
• 44:31
  are
• 44:31
  based
• 44:32
  in
• 44:32
  the
• 44:32
  area
• 44:32
  as
• 44:32
  well.
• 44:33
  And
• 44:33
  about
• 44:33
  40
• 44:34
  to
• 44:34
  50
• 44:34
  account
• 44:35
  executives,
• 44:35
  customer
• 44:36
  success,
• 44:37
  leadership,
• 44:38
  and
• 44:38
  I
• 44:38
  call
• 44:38
  them
• 44:39
  sales
• 44:39
  professionals
• 44:39
  as
• 44:39
  well.
• 44:40
  Right.
• 44:40
  All
• 44:40
  within
• 44:41
  that
• 44:41
  mix.
• 44:42
  It's
• 44:42
  free.
• 44:42
  It's
• 44:43
  October
• 44:43
  20th,
• 44:44
  22nd
• 44:45
  at
• 44:45
  the
• 44:45
  National
• 44:46
  Union
• 44:46
  Building
• 44:46
  in
• 44:46
  Washington
• 44:47
  D.C.
• 44:48
  our
• 44:48
  website
• 44:48
  is
• 44:49
  Maestro
• 44:49
  Momentum.com
• 44:52
  and
• 44:52
  again
• 44:52
  all
• 44:53
  you
• 44:53
  have
• 44:53
  to
• 44:53
  do
• 44:53
  is
• 44:53
  just
• 44:53
  register
• 44:53
  on
• 44:54
  the
• 44:54
  website
• 44:54
  and
• 44:54
  it's
• 44:54
  free
• 44:55
  and
• 44:56
  drive
• 44:56
  a
• 44:56
  lot
• 44:56
  of
• 44:56
  value
• 44:57
  at
• 44:57
  the
• 44:57
  event.
• 44:57
  We
• 44:58
  actually
• 44:58
  have
• 44:58
  many
• 44:58
  seminars
• 44:59
  dedicated
• 44:59
  to
• 44:59
  the
• 45:00
  best
• 45:00
  ways
• 45:00
  to
• 45:00
  utilize
• 45:01
  AI
• 45:01
  in
• 45:01
  your
• 45:01
  sales
• 45:02
  process.
• 45:02
  Oh,
• 45:03
  a
• 45:03
  lot
• 45:03
  of
• 45:03
  the
• 45:03
  different
• 45:03
  tools
• 45:04
  that
• 45:04
  we,
• 45:04
  that
• 45:04
  we
• 45:05
  touched
• 45:05
  on
• 45:06
  here
• 45:06
  today
• 45:06
  between
• 45:06
  you
• 45:06
  and
• 45:06
  I,
• 45:07
  best
• 45:07
  practices
• 45:08
  negotiations
• 45:09
  and
• 45:09
  anything
• 45:10
  in
• 45:10
  terms
• 45:10
  of
• 45:10
  B2B
• 45:11
  sales
• 45:11
  and
• 45:11
  closing
• 45:12
  deals
• 45:12
  faster.
• 45:13
  Well,
• 45:13
  as
• 45:14
  folks
• 45:14
  may
• 45:14
  have
• 45:14
  guessed
• 45:14
  on
• 45:14
  the
• 45:14
  alio,
• 45:15
  I
• 45:15
  went
• 45:16
  along
• 45:16
  last
• 45:16
  year
• 45:16
  and
• 45:17
  got
• 45:17
  a
• 45:17
  whole
• 45:17
  lot
• 45:17
  of
• 45:18
  value
• 45:18
  and
• 45:18
  had
• 45:18
  a
• 45:19
  tremendous
• 45:19
  time
• 45:19
  at
• 45:20
  the
• 45:20
  Maestro
• 45:20
  Conference.
• 45:21
  So
• 45:21
  thoroughly
• 45:22
  recommend
• 45:22
  it.
• 45:22
  And
• 45:22
  if
• 45:23
  bonuses
• 45:24
  are
• 45:24
  not
• 45:24
  needed,
• 45:24
  but
• 45:25
  as
• 45:25
  an
• 45:25
  additional
• 45:27
  value
• 45:28
  bonus,
• 45:28
  anyone
• 45:28
  who
• 45:28
  goes
• 45:29
  along
• 45:29
  there,
• 45:29
  I'll
• 45:29
  be
• 45:29
  there
• 45:29
  as
• 45:29
  well.
• 45:30
  So
• 45:31
  look
• 45:31
  forward
• 45:31
  to
• 45:31
  that.
• 45:32
  Breakfast
• 45:32
  is
• 45:32
  on
• 45:32
  Graham
• 45:33
  for
• 45:33
  at
• 45:33
  least
• 45:33
  one
• 45:33
  of
• 45:33
  the
• 45:34
  days.
• 45:34
  At
• 45:35
  least
• 45:35
  one
• 45:35
  of
• 45:35
  them.
• 45:36
  We're
• 45:36
  no,
• 45:37
  we're
• 45:37
  excited
• 45:37
  to
• 45:37
  have
• 45:37
  you
• 45:38
  as
• 45:38
  our
• 45:38
  partner.
• 45:38
  And
• 45:38
  honestly,
• 45:39
  for
• 45:40
  everybody
• 45:40
  here,
• 45:40
  that's
• 45:40
  where
• 45:41
  you
• 45:41
  and
• 45:41
  I
• 45:41
  met.
• 45:41
  We
• 45:42
  met
• 45:42
  at
• 45:42
  our
• 45:42
  first
• 45:42
  conference
• 45:43
  earlier
• 45:43
  this
• 45:43
  year
• 45:44
  and
• 45:44
  I've
• 45:44
  been
• 45:45
  lucky
• 45:45
  enough
• 45:45
  to
• 45:45
  have
• 45:45
  a
• 45:45
  great
• 45:46
  relationship
• 45:46
  with
• 45:46
  you
• 45:46
  now
• 45:46
  for
• 45:47
  months
• 45:47
  and
• 45:47
  months.
• 45:47
  And
• 45:48
  at
• 45:48
  the
• 45:48
  minimum,
• 45:49
  you
• 45:49
  will
• 45:49
  meet
• 45:49
  other
• 45:50
  great
• 45:50
  people
• 45:50
  that
• 45:51
  that
• 45:51
  can
• 45:51
  connect
• 45:52
  with
• 45:52
  you,
• 45:52
  that
• 45:52
  could
• 45:52
  be
• 45:52
  potential
• 45:53
  customers,
• 45:53
  that
• 45:53
  could
• 45:54
  be
• 45:54
  potential
• 45:54
  partners,
• 45:54
  and
• 45:55
  at
• 45:55
  the
• 45:55
  minimum,
• 45:55
  just
• 45:56
  being
• 45:56
  great
• 45:56
  friends
• 45:57
  in
• 45:57
  your
• 45:57
  network
• 45:57
  like
• 45:57
  like
• 45:58
  you
• 45:58
  and
• 45:58
  I.
• 45:58
  A
• 45:58
  fabulous
• 45:59
  audience
• 45:59
  and
• 45:59
  a
• 46:00
  fabulous
• 46:00
  set
• 46:00
  of
• 46:01
  conversations
• 46:01
  much
• 46:02
  like
• 46:02
  this
• 46:02
  one.
• 46:02
  So
• 46:03
  thanks
• 46:03
  so
• 46:03
  much
• 46:03
  for
• 46:04
  for
• 46:04
  coming
• 46:04
  on
• 46:04
  and
• 46:04
  having
• 46:05
  it
• 46:05
  with
• 46:05
  me
• 46:05
  and
• 46:06
  sharing
• 46:06
  all
• 46:06
  of
• 46:06
  that
• 46:06
  wonderful
• 46:07
  insight
• 46:07
  about
• 46:07
  the
• 46:07
  world
• 46:08
  of
• 46:08
  sales
• 46:08
  that
• 46:09
  hopefully
• 46:09
  is
• 46:09
  of
• 46:10
  great
• 46:10
  use
• 46:10
  to
• 46:10
  the
• 46:11
  folks
• 46:11
  who
• 46:11
  are
• 46:11
  listening.
• 46:12
  Thank
• 46:12
  you
• 46:12
  for
• 46:13
  having
• 46:13
  so.
• 46:13
  Thanks
• 46:13
  very
• 46:13
  much.
• 46:13
  Thanks
• 46:14
  for
• 46:14
  tuning
• 46:14
  in
• 46:14
  to
• 46:15
  Transformed
• 46:15
  with
• 46:15
  Data.
• 46:16
  If
• 46:16
  today's
• 46:17
  conversation
• 46:17
  gave
• 46:18
  you
• 46:18
  even
• 46:18
  one
• 46:18
  insight,
• 46:19
  one
• 46:19
  aha
• 46:19
  moment,
• 46:20
  or
• 46:20
  one
• 46:20
  new
• 46:20
  idea
• 46:21
  to
• 46:21
  take
• 46:21
  action
• 46:21
  on,
• 46:22
  do
• 46:22
  me
• 46:22
  a
• 46:22
  favor,
• 46:23
  subscribe,
• 46:24
  leave
• 46:24
  a
• 46:24
  review,
• 46:25
  and
• 46:25
  share
• 46:25
  this
• 46:25
  with
• 46:26
  someone
• 46:26
  who's
• 46:26
  ready
• 46:26
  to
• 46:26
  level
• 46:27
  up.
• 46:27
  Until
• 46:27
  next
• 46:28
  time,
• 46:28
  keep
• 46:29
  asking
• 46:29
  the
• 46:29
  right
• 46:29
  questions,
• 46:30
  keep
• 46:30
  challenging
• 46:31
  the
• 46:31
  status
• 46:31
  quo,
• 46:32
  and
• 46:32
  keep
• 46:32
  transforming
• 46:33
  with
• 46:33
  data.