Latest / What is Business Development? / Stop Selling and Start Aligning

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Stop Selling and Start Aligning · What is Business Development?

0:03
Speaker 1: Welcome to the Business Development podcast, brought to you by
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Speaker 1: the Global Business Development Association, delivering the strategies and tactics
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Speaker 1: to boost your career and corporate growth.
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Speaker 2: Hello BD pros, and welcome to the Global Business Development
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Speaker 2: Association podcast called What is Business Development Now? Folks? You
0:31
Speaker 2: know when it comes down to business development. For decades,
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Speaker 2: sales training and business development training has focused on urgency, persuasion,
0:42
Speaker 2: and closing techniques. But modern buyers have access to information,
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Speaker 2: options and alternatives at unprecedented speed. Pressure no longer accelerates decisions,
0:55
Speaker 2: it creates resistance. Well, today, folks, we're going to talk
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Speaker 2: about how to get rid of that resistance and be
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Speaker 2: ready for the modern world that everybody's involved in in
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Speaker 2: business development. But before we do that, let's talk about
1:08
Speaker 2: another major business development book, and that is the Business
1:13
Speaker 2: Development Body of Knowledge. This is the universal guide for
1:16
Speaker 2: all business developers around the world to speak the same language,
1:20
Speaker 2: understand the tactics, operations and strategy of business development across
1:26
Speaker 2: the entire customer journey. And once you master that book,
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Speaker 2: you can then get your Business Development Professional certification online
1:35
Speaker 2: at the Global Business Development Association website at GBD Association
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Speaker 2: dot org. Okay, So today, folks, we're going to talk
1:44
Speaker 2: about a new book that's called Stop Selling Dammit. Why
1:50
Speaker 2: alignment wins, trust converts, and pressure destroys solid deals with
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Speaker 2: Nancy k Koy. Now, this book is just a great
2:01
Speaker 2: angle to look at where we are in modern day
2:04
Speaker 2: business development, and it draws from Nancy's more than twenty
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Speaker 2: five years of experience advising founders, operators, and growth driven organizations.
2:15
Speaker 2: She reveals why the traditional approach to selling often undermines
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Speaker 2: trust and how solving for alignment changes the entire trajectory
2:25
Speaker 2: of a business relationship. Through real world case studies from
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Speaker 2: venture back startups to healthcare systems and executive boardrooms, Nancy
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Speaker 2: demonstrates how disciplined alignment transforms not only individual deals, but
2:40
Speaker 2: entire organizations because when clients trust, they convert, and when
2:46
Speaker 2: they trust, they come back. Trust creates alignment, Alignment creates conversion,
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Speaker 2: alignment keeps clients. The only question remaining is will you
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Speaker 2: keep selling or will you start solving? Well, folks, let's
3:02
Speaker 2: welcome Nancy k Coy to the podcast. Welcome Nancy, Thank
3:06
Speaker 2: you so much.
3:07
Speaker 3: Nice to be here, Tony.
3:09
Speaker 2: Yeah, well, it's great to have you on board. Here, Nancy,
3:11
Speaker 2: and we always like to start off with getting a
3:13
Speaker 2: good sense of how our guests started in the business
3:18
Speaker 2: development profession. And why did you write your book?
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Speaker 3: Yeah, years of.
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Speaker 4: Learning and making a lot of mistakes, getting getting a
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Speaker 4: lot of bruises, and really finding out after years and
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Speaker 4: years of pushing, chasing the yes and chasing a quota, that.
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Speaker 3: My clients felt that.
3:42
Speaker 4: And when I stopped pushing and when I started solving,
3:49
Speaker 4: the dynamics changed. My customers had a different level of
3:54
Speaker 4: respect for me, and they again they kept coming back.
3:58
Speaker 4: So your question was, is you know how I think
4:01
Speaker 4: how I started my career?
4:03
Speaker 3: Is that?
4:03
Speaker 2: Is that? So?
4:04
Speaker 4: Yeah, I started my career in business development, capital, medical
4:07
Speaker 4: equipment sales. And I've actually was honored to found a
4:11
Speaker 4: couple of national tech companies that are in healthcare dental
4:16
Speaker 4: offices all over the United States, one in particular called
4:19
Speaker 4: Healthcare Finance Direct. It's very well known now and I
4:23
Speaker 4: sold my interest in that company in April of twenty sixteen.
4:26
Speaker 4: But here we were in the middle of this market
4:28
Speaker 4: crashed in two thousand and eight, and we had all
4:31
Speaker 4: these patients Tony that needed care, wanted care, but could
4:36
Speaker 4: not afford it. Due to inability to pay. So affordability
4:42
Speaker 4: was a huge issue. So where the book really originated
4:45
Speaker 4: was when you're in healthcare and when you go to
4:50
Speaker 4: a doctor's office and they tell you that you have
4:53
Speaker 4: an out of pocket balance, it becomes very uncomfortable when
4:59
Speaker 4: it becomes sales conversation and doctors as a general rule,
5:04
Speaker 4: are not great business people a lot of times, and
5:07
Speaker 4: so this was not. So it was just a I
5:11
Speaker 4: needed to teach them how not to sell and to
5:13
Speaker 4: get out of that mindset. So that's really where the
5:17
Speaker 4: book originated. But I've done business and literally I've different
5:22
Speaker 4: so many different sectors and verticals over my career, so
5:26
Speaker 4: that's why I wrote it.
5:27
Speaker 2: Yeah, well, that's great to be able to share all
5:30
Speaker 2: of that wisdom from so many real world businesses that
5:35
Speaker 2: you've engaged with. You know, sometimes folks who write books
5:38
Speaker 2: typically don't have a lot of practical experience, and so
5:42
Speaker 2: it's great for you not only as a business developer,
5:45
Speaker 2: but also as a business leader. And I think so
5:49
Speaker 2: many business developers eventually move into some sort of C
5:53
Speaker 2: suite leadership role or they become a founder of a business,
5:57
Speaker 2: and it's just kind of this natural progression and it's
6:00
Speaker 2: great to have folks like you who've done both to
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Speaker 2: be able to share your knowledge with the business development community.
6:08
Speaker 2: And again, folks, we're talking about a very fun sounding
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Speaker 2: book name. It's called Stop Selling Dammit. Why alignment wins,
6:15
Speaker 2: trust converts, and pressure destroys solid deals. That's that's probably
6:21
Speaker 2: the funnest titled book I have had on the show
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Speaker 2: so far, Nancy. So, you know, and I like how
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Speaker 2: you're anchoring everything in trust for your book because when
6:33
Speaker 2: you look at the business development body of knowledge. When
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Speaker 2: I wrote that, you know, I was trying to solve
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Speaker 2: for what's the first principle of business development? And it
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Speaker 2: fundamentally comes down to trust, which goes, you know, way
6:44
Speaker 2: beyond this vague term of trust. It's based on neuroscience
6:49
Speaker 2: that stimulates brain chemicals with purpose, empathy, and truth and
6:54
Speaker 2: each one of those three trigger a certain brain chemical
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Speaker 2: cocktail that creates this feeling of trust. And so I
7:04
Speaker 2: really applaud you emphasizing that solid foundation for your book.
7:09
Speaker 2: So let's jump into key tactic or takeaway number one
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Speaker 2: from your book that you would like to share with everybody.
7:15
Speaker 3: Well, the chasing the yes.
7:19
Speaker 4: Is selling solving earns it and it does take a
7:24
Speaker 4: little bit longer when we're asking that extra question. Some
7:30
Speaker 4: of the key tactics I talk about is servicing the friction.
7:33
Speaker 4: You know, you hear the word friction and you go,
7:35
Speaker 4: I don't want that in a in a sales or
7:38
Speaker 4: environment or a business development environment. I actually disagree with that.
7:43
Speaker 4: I like you, there's a neuro This is an intuition.
7:47
Speaker 4: It's neuroscience. When we allow people to share where their
7:54
Speaker 4: head is, where they're where what. And I talked about
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Speaker 4: what I call GRIP in the book. It stands for growth, relief, identity,
8:03
Speaker 4: and protection. Typically people fall into one of those four categories,
8:08
Speaker 4: and if they are looking for growth, you don't want
8:12
Speaker 4: to be offering a solution that is in protection. If
8:19
Speaker 4: you're talking to somebody about growth and they're interested in
8:26
Speaker 4: growing their business and you talk to them about identity,
8:32
Speaker 4: and there's just so many different buckets. Again, those four
8:34
Speaker 4: buckets that people fall into, we lessen our opportunities and
8:42
Speaker 4: we mitigate the customer a lot of times we're moving forward.
8:47
Speaker 4: So again, that's about solving that friction. Asking that extra question.
8:51
Speaker 4: We have been taught in sales for years to ask people,
8:56
Speaker 4: are you ready to move forward. And I have a
9:00
Speaker 4: different philosophy than asking do you want to move forward?
9:03
Speaker 4: I ask what needs to feel right or what are
9:07
Speaker 4: the next steps?
9:08
Speaker 3: And then then I.
9:09
Speaker 4: Call that transferring the ownership. So it is again solving,
9:13
Speaker 4: not chasing, chasing the chasing the Yes, it really is
9:17
Speaker 4: solving again which earns it. It is about surfacing that friction,
9:22
Speaker 4: asking that extra question that really gets to the heart
9:27
Speaker 4: of why the decision is being made, and then again
9:33
Speaker 4: making sure that we we move the transaction and transfer
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Speaker 4: the ownership to the actual person who's making the vicision
9:43
Speaker 4: of what feels right or what would be the right
9:46
Speaker 4: next step for them?
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Speaker 2: Okay, great? And so you really have to get a
9:51
Speaker 2: grip on your client relationship, your prospect relationship. And grip
9:57
Speaker 2: stands for growth, resistance, identity.
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Speaker 4: Growth, relief, identity, and protection.
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Speaker 2: Okay, growth, relief, identity, and protection. Okay great. And so
10:08
Speaker 2: these each one of those is basically the mindset that
10:12
Speaker 2: your prospect may be in when you engage with them. Right,
10:15
Speaker 2: they're either in a growth mindset, a relief identity or protection.
10:21
Speaker 4: I talked to his CEO last night, and I've known
10:25
Speaker 4: him for a long time because he knows that I've
10:27
Speaker 4: been a CEO as well, and he said I asked
10:31
Speaker 4: him about what was going on in his seal's organization,
10:35
Speaker 4: and you would think that he was really in growth mode.
10:39
Speaker 4: But Tony, when I pilled back the onion and started
10:42
Speaker 4: asking a few extra questions, he's in protection mode.
10:46
Speaker 3: He was not in growth mode. Now, this is a
10:49
Speaker 3: CEO that.
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Speaker 4: You if you just walked in the door to try
10:55
Speaker 4: to talk to him about opportunities, that really.
11:00
Speaker 3: Wasn't his big objection or big objective.
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Speaker 4: And so I noticed that right away by asking those questions,
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Speaker 4: surfacing that friction and understanding where he was going.
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Speaker 3: And I've been in that situation.
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Speaker 4: Too, where I've had clients, especially when you're dealing in tech.
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Speaker 4: They you can talk to a client and again you
11:24
Speaker 4: may think that they're looking for growth, because that's how
11:27
Speaker 4: I think our mindsets are a lot of times in
11:30
Speaker 4: business development, we just think.
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Speaker 3: Everybody's looking to grow.
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Speaker 4: Sometimes people are looking for relief. Sometimes I've talked to
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Speaker 4: clients before and they've said.
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Speaker 3: I am working late nights.
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Speaker 4: I'm exhausted, my team's staying late. I mean, we've got
11:47
Speaker 4: overtime issues. That person's looking for relief. If I walked
11:51
Speaker 4: in and said, Hey, I'm going to bring you a
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Speaker 4: product or service that's going to add more onto your point.
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Speaker 4: Is that person going to move forward?
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Speaker 1: No, they're not.
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Speaker 4: That's what I'm talking about with a grip model.
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Speaker 2: Okay, So I think we touched on those growth questions,
12:08
Speaker 2: the relief questions, the protection. What about identity? How do
12:12
Speaker 2: you how do you hire you king into identity? Is
12:14
Speaker 2: that more like a narcissistic thing. They just want to
12:17
Speaker 2: be great, they want all the limelight on them or what?
12:19
Speaker 2: How do you identify that?
12:21
Speaker 4: Not necessarily? So I write about a story in the
12:23
Speaker 4: book where there's a CFO and he had signed off
12:27
Speaker 4: on a acquisition in a hospital system and it was
12:33
Speaker 4: not a good situation that it unraveled, completely unraveled, and
12:40
Speaker 4: his job was on the line. So you could think automatically, oh,
12:44
Speaker 4: that's you know, that could be protection. It was kind
12:47
Speaker 4: of identity and protection together really, But in his case,
12:51
Speaker 4: his name is David, and David was in a situation
12:55
Speaker 4: where his identity, his who he was, his position was
13:02
Speaker 4: even being questioned because of the decisions that he was making.
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Speaker 4: So he was not only protecting himself, but he was
13:10
Speaker 4: protecting his identity too, and if you can get into
13:13
Speaker 4: the people that are maybe a little bit narcissistic. But
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Speaker 4: I think more of it isn't as much that as it.
13:25
Speaker 4: I have a company that has an identity, I need
13:28
Speaker 4: to make sure that I protect that legacy.
13:32
Speaker 3: Like if you were going to.
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Speaker 4: Offer a product or service to maybe and I'll just
13:35
Speaker 4: use a name that you know, most people know what
13:38
Speaker 4: like in and out, Like, they're going to be really
13:41
Speaker 4: careful about their identity. That's going to be a big
13:44
Speaker 4: deal to them because they have a brand to protect.
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Speaker 2: Yeah, that's great, all right, I appreciate you covering each
13:51
Speaker 2: one of the elements of the grip acronym. That's great.
13:55
Speaker 2: So that's tactic number one. What's tactic number two?
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Speaker 4: So the biggest again probably the biggest tactic in the
14:05
Speaker 4: book would be again alignment. That it is so important
14:09
Speaker 4: to align with your clients because what you're trying to
14:13
Speaker 4: do is work smart, not work hard. And in this
14:18
Speaker 4: day and age, in this information highway that we live in,
14:22
Speaker 4: what we're trying to do is establish alignment so that
14:24
Speaker 4: our customers trust us, Tony, so that if there's an issue,
14:29
Speaker 4: they're comfortable coming and telling you what is going on,
14:34
Speaker 4: so you can help to solve it versus just going
14:38
Speaker 4: to somewhere someone else.
14:39
Speaker 3: Because what we want to.
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Speaker 4: Do is to enhance the ebit of this that is
14:44
Speaker 4: in companies is to stabilize our sales and our repeat sales.
14:51
Speaker 4: Now sometimes you don't have repeat sales, but it doesn't matter.
14:55
Speaker 4: You still want to be in alignment with people because
14:58
Speaker 4: they will send referrals to you if they trust you.
15:02
Speaker 4: So that's one of the big, big, big tactics in
15:05
Speaker 4: the book.
15:07
Speaker 2: Yeah, alignment is so critical, and it's alignment I would
15:10
Speaker 2: say on purpose. They know they trust that you can
15:15
Speaker 2: get them from point A to point B, and so
15:18
Speaker 2: I think alignment on that purpose. And then but you're
15:20
Speaker 2: also talking about the overall trust alignment, which includes that
15:24
Speaker 2: empathy where you've demonstrated your ability to understand them and
15:29
Speaker 2: you've delivered consistently, truthfully, and so over time you're really
15:34
Speaker 2: building upon this trust alignment that delivers ultimately the overall
15:41
Speaker 2: objective of business development, and that is to have referral customers.
15:49
Speaker 2: We start off in the Business development body of knowledge.
15:51
Speaker 2: That business development the definition is customer and community advocacy
15:57
Speaker 2: that creates corporate growth, and that's a That definition is
16:01
Speaker 2: a double entendre. That means, yes, we advocate for our
16:05
Speaker 2: customers and our community and build that trust, but in
16:09
Speaker 2: doing so, they in turn advocate for us and provide referrals,
16:14
Speaker 2: or they expand the amount of business they do with us.
16:16
Speaker 2: So I love how you really focus on this concept
16:19
Speaker 2: of alignment, alignment on trust. Okay, so that's tactic number two.
16:24
Speaker 2: What about tactic number three goodness?
16:26
Speaker 4: So again, obviously the trust, the alignment.
16:31
Speaker 3: But one thing that I.
16:34
Speaker 4: Think we do it's in business, is we as soon
16:40
Speaker 4: as we get a big sale, it's this big high
16:42
Speaker 4: five moment. And I talk a little bit differently. I
16:46
Speaker 4: call it transferring the ownership, and it really is not
16:51
Speaker 4: necessarily it shouldn't really be as much of a.
16:55
Speaker 3: High five moment.
16:55
Speaker 4: Now that's that doesn't mean that we're all A lot
16:58
Speaker 4: of us have been on commission and grant it.
17:00
Speaker 3: I get all that.
17:01
Speaker 4: But when our clients are so in alignment with us
17:06
Speaker 4: that they can speak to the next steps, that's commitment.
17:11
Speaker 3: That is not just enthusiasm.
17:15
Speaker 4: And we make a lot of mistakes in sales and
17:18
Speaker 4: business development where we hear somebody says, oh this is great,
17:21
Speaker 4: Oh this is fantastic. I love the idea, and we
17:25
Speaker 4: mistake commitment for enthusiasm.
17:32
Speaker 3: And what we want to do is transfer.
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Speaker 4: The ownership, Tony. We want our clients to be able
17:38
Speaker 4: to articulate the next steps because when they do that,
17:41
Speaker 4: they're making a commitment. And when people make a commitment,
17:44
Speaker 4: they own it. So way to think about it. And
17:49
Speaker 4: I was talking like, and I was talking to a
17:51
Speaker 4: handful of people in healthcare because I do a lot
17:53
Speaker 4: in healthcare dentistry. And can you imagine going into a
17:57
Speaker 4: healthcare office and they just sold you like a full
18:01
Speaker 4: mouth reconstruction. Let's say, you know, just you have and
18:04
Speaker 4: then you leave the office and they're all high fiving
18:07
Speaker 4: each other. They just sold you this. How would you
18:10
Speaker 4: feel everything they've just done, You've just lost trust in
18:13
Speaker 4: that person. But when we transfer the ownership to somebody else,
18:19
Speaker 4: the person who's buying, and they can articulate what the
18:23
Speaker 4: right next steps are, that's transferring that ownership, and that
18:27
Speaker 4: is powerful. You don't lose transactions when you do that.
18:32
Speaker 2: Yeah, that's a very powerful imagery that you shared with
18:36
Speaker 2: us is Yeah, you just finished paying for a very
18:39
Speaker 2: expensive dental treatment, and as soon as you're leaving, you
18:42
Speaker 2: can see them high fiving. Inside it feels it feels
18:46
Speaker 2: like it was entirely transactional for them and didn't have
18:50
Speaker 2: your best interest in mind. So give me an example.
18:53
Speaker 4: That's the same thing when you buy a car, though,
18:55
Speaker 4: I mean, it doesn't really matter what you're purchasing if
18:59
Speaker 4: people feel like they got if somebody feels like you
19:03
Speaker 4: just got to overrun me. I've learned over the years, Tony,
19:07
Speaker 4: those are not good deals. Those are not deals at last,
19:10
Speaker 4: those are your your Those are deals at churn. I
19:13
Speaker 4: prefer to have deals that I can I can count on,
19:17
Speaker 4: because it's a lot better for my companies to be
19:20
Speaker 4: able to say that's a customer that I can count on.
19:22
Speaker 4: That customer is not going anywhere because we have we're
19:26
Speaker 4: in total alignment and they know that I have their
19:28
Speaker 4: best interest at heart.
19:30
Speaker 2: I'm not so so, Nancy, help me understand here in
19:34
Speaker 2: kind of this, uh, this this dental scenario that I
19:38
Speaker 2: think so many people can relate to, what what would
19:42
Speaker 2: be the outcome? What would you instead of the high fiving,
19:46
Speaker 2: is it the is it the patient who is then
19:49
Speaker 2: providing referrals? Or walk me through how that dental office
19:54
Speaker 2: would try and achieve the outcome you're talking about.
19:58
Speaker 4: Yeah, I mean when it when you're talking to a patient.
20:02
Speaker 4: Of course you have hippa and all these different you know,
20:05
Speaker 4: little it's the extreme. But when a patient is going
20:13
Speaker 4: through that exercise, that's you're gonna stick a needle in
20:16
Speaker 4: my mouth and you're gonna cut me and you're gonna
20:18
Speaker 4: hurt me. That's what that person is thinking. When you
20:22
Speaker 4: are able to transfer that ownership and the patient is
20:26
Speaker 4: on board that I trust this doctor, I trust this team.
20:31
Speaker 4: I trust that you're going to take care of me,
20:34
Speaker 4: there's a different level of empathy and I guarantee you
20:38
Speaker 4: those conversations are talked about around the dinner table. They're
20:42
Speaker 4: talked about when people go out with their friends, because
20:47
Speaker 4: that's a big procedure. That's a major issue. It's again,
20:51
Speaker 4: it's just like buying a car. Some mean sees you
20:53
Speaker 4: buy a brand new car. Are you going to talk
20:56
Speaker 4: about it? Well, a lot of people post about this
20:59
Speaker 4: great car that I just purchased, and I had a
21:03
Speaker 4: great experience with this dealership. But a guy that I
21:06
Speaker 4: or gal that I worked where they listened to me,
21:09
Speaker 4: they understood what I wanted, and I got the car
21:12
Speaker 4: that I absolutely love and I'm really happy about it. Again,
21:15
Speaker 4: it really doesn't have as much to do with the
21:18
Speaker 4: product or service. It has to do with the treatment
21:21
Speaker 4: of the transaction.
21:23
Speaker 2: Yeah, I really like that. And it's funny you mentioned
21:25
Speaker 2: this scenario with the car because my best friend last
21:29
Speaker 2: night I was over at his house and he just
21:31
Speaker 2: finished doing a test drive of a vehicle he plans
21:34
Speaker 2: to buy today and he spent probably thirty minutes showing
21:38
Speaker 2: me the website video that he took while he was
21:41
Speaker 2: test driving the car. That customer experience was incredible or
21:47
Speaker 2: prospect experience, I should say, was incredible, and actually in
21:52
Speaker 2: the business development body of knowledge or science that shows
21:54
Speaker 2: that the prospect experience is way more powerful than the
21:58
Speaker 2: actual customer experience after they've made a purchase, believe it
22:03
Speaker 2: or not, and that carries through through the entire relationship.
22:06
Speaker 2: They'll never forget that first moment they experienced, that introduction
22:10
Speaker 2: to your product, Nancy. I'm sure folks will not forget
22:13
Speaker 2: their first introduction to your book in this podcast, which
22:17
Speaker 2: is stop selling damn it, Why alignment wins, trust converts,
22:22
Speaker 2: and pressure destroys solid deals and nanty, I'll just summarize
22:26
Speaker 2: the three tactics we talked about today. One is, hey,
22:29
Speaker 2: get a grip on the situation, find out and engage
22:33
Speaker 2: your prospects to find out what mindset they're in. Are
22:37
Speaker 2: they in a growth mindset or relief mindset and identity
22:40
Speaker 2: mindset or are they just in plane protection mode? And
22:43
Speaker 2: then once you have that, then you align yourself based
22:47
Speaker 2: on trust. Can you get them from point A to
22:49
Speaker 2: point B? And have you demonstrated your ability to do
22:52
Speaker 2: that empathetically and truthfully in the past. And then finally
22:57
Speaker 2: is really focusing on the we're all objective of business development,
23:01
Speaker 2: which is to build those long lasting, referral based relationships
23:06
Speaker 2: with your prospects, in your customers where they ultimately become
23:10
Speaker 2: your champions because you were a champion for them. Nancy,
23:14
Speaker 2: did I miss anything that we should talk about?
23:16
Speaker 4: I think I think you've nailed it. The book is fast,
23:20
Speaker 4: it's a it's a really fast read. Fortunately, so far
23:24
Speaker 4: we have fifty five star reviews. And I'm excited that
23:29
Speaker 4: companies are asking me to come and speak about this
23:32
Speaker 4: because this is a culture Tony, this is a culture
23:35
Speaker 4: change because again, so for you, so many years we've
23:38
Speaker 4: been chasing that quota, and but in today's world, the
23:44
Speaker 4: quota can a lot of meat times mean churned. Yes,
23:47
Speaker 4: we can get we might save the quarter, we might
23:50
Speaker 4: save for a minute, but a lot of times those
23:55
Speaker 4: deals don't last.
23:57
Speaker 2: And yeah yeah, yeah, that short term mindset does not
24:00
Speaker 2: win over time. And so yeah, having this long term mindset,
24:05
Speaker 2: getting a grip on things, uh, and just stop selling.
24:08
Speaker 2: Damn it. Well, Nancy, how can folks? How can folks
24:14
Speaker 2: connect with you? Follow you and engage with your work?
24:18
Speaker 4: Yeah, so you can find me on LinkedIn of course,
24:20
Speaker 4: at Nancy k Cooyd. You can find me at nancykcoid
24:23
Speaker 4: dot com. I'm also the CEO of finverified dot ai,
24:29
Speaker 4: so you can find me there as well.
24:31
Speaker 3: But I'm pretty accessible.
24:33
Speaker 4: So yeah, I would love to connect with other people
24:36
Speaker 4: and help them stop stop selling and start solving.
24:42
Speaker 1: Yeah.
24:43
Speaker 2: There we go, start stop selling and start solving. And
24:46
Speaker 2: we solved a lot today. Nancy, thank you so much
24:49
Speaker 2: for sharing all of your wisdom with our community, and
24:52
Speaker 2: thank you for everything you've done for the business development
24:54
Speaker 2: profession Thank you.
24:58
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