Latest / Success Story with Scott Clary / Lessons - Finding Your North Star | Ryan Staley - Founder & CEO of Whale Boss

Transcript

Lessons - Finding Your North Star | Ryan Staley - Founder & CEO of Whale Boss · Success Story with Scott Clary

• 0:00
  When do you start to branch out on your own?
• 0:15
  This is probably where you start to understand, like, okay, I have a process here.
• 0:22
  It's worked repeatedly and now there's an option for me to take this and run with it because
• 0:29
  obviously other companies need this because they're always hurting with these enterprise clients.
• 0:37
  Yeah, and so I think a lot of it started. It was really interesting, Scott, because it started.
• 0:43
  I just I didn't really work on building my brand. I was so focused on achieving those results
• 0:47
  internally and I networked it with customers or customer facing components but not with peers.
• 0:55
  I really, other company that I never peers at my company. So I was kind of like in my own bubble.
• 1:00
  And that's one of the biggest things that I tell the salespeople. It's always, always,
• 1:03
  always talks people outside of that. So what happened was I started talking to folks as I was
• 1:08
  building my brand and they're like, what'd you do? You know, because a lot of salespeople are
• 1:11
  competitive but they're like, so give me your baseball card. What are your stats? What did you
• 1:16
  execute on? Right? And then I started telling people like, huh, that's like really impressive.
• 1:21
  I'm like, it is. They tell me at work, I'm not doing enough. Yeah. You know, so like, I was like,
• 1:26
  oh, my God, like, I got something here, right? And then I started asking around. I'm like,
• 1:31
  like, do nobody else is doing that? And so I'm like, okay, this is interesting. So basically,
• 1:35
  what happened and we talked about this a little bit before is my firm, I started to work on creating
• 1:41
  a methodology and a framework around this. I started to create a course for sales reps, not for
• 1:47
  companies. My company found out about it. They didn't like it. It was in the middle of COVID and
• 1:52
  they say, Ryan, it's not free to leave, right? After being there for nine and a half years. So it
• 1:56
  was like the peak of COVID. So that's a whole nother store we can get it. I don't want to bring
• 2:01
  up the hard. I don't want to bring up bad memories. Give you a little PTSD. Yeah, it's suck, man.
• 2:10
  The first four or five months, I was just trying to figure out what was going on. I mean, that's when
• 2:13
  the riots were happening in Chicago. There was all sorts. I mean, it was a really unique time.
• 2:18
  And I kept saying it myself as a point of motivation like, Ryan, this is going to be a hell of a
• 2:23
  a comeback story. This is going to be a hell of a redemption story. And so I did an enterprise
• 2:28
  summit last year in October. And I started talking to people once again, this kind of came to the
• 2:34
  surface. And I'm like, I really want to be working with with CEOs. And I started talking to my
• 2:39
  network and people are like, well, what you did, I want you to do that for my company. And so I
• 2:44
  started to focus on it. And the more I focused on it, the more it started to grow. And so now,
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  essentially, I coach CEOs on how to implement those systems that got that result for me before,
• 2:55
  when in a resource constrained environment where they don't have tons of venture capital.
• 2:59
  And you so you found this, you found this, this is, you know, you had your product that you
• 3:03
  proven out that it has worked. And then you just sold it. You sold this strategy to businesses. And
• 3:08
  now, when did you close your first deal as an entrepreneur? Was it? Yeah. So I started having people
• 3:16
  as funny because I started having people want, like, want me to coach them on how to sell.
• 3:21
  Because I help sales reps, like, I help 1% increase their income from never being in B2B sales.
• 3:26
  So almost like 500K and like a couple years. So, so people, I started, I had some coaching
• 3:33
  students like right from the get go. Like, people wanted me to work with them and help them.
• 3:37
  So I had kind of different avenues where I started to do that. My first consulting company that I
• 3:44
  closed was right after I did the enterprise sales summit. And it was kind of on accident because
• 3:49
  I wasn't focused on it. But I had someone from my network tell me, I want you to help me with this.
• 3:54
  And then I had someone else from a referral tell me like, Hey, like, I want you to help with this.
• 3:59
  And, and then I started getting more referrals, leveraging my own dog food. And that's
• 4:04
  where my passion for referrals comes. I basically started to create, you know, really, really good
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  cash flow and momentum from harnessing referrals. I was even focused on that Scott, like originally,
• 4:17
  like, I wasn't, I didn't play inside my network with that. I was always silent in my company.
• 4:21
  Like I said, so I'm like, this could be the best, one of the best gifts that I could give
• 4:27
  entrepreneurs or startups that are starting. If I could teach them how to do this and systemize it.
• 4:33
  What was the biggest misconception about entrepreneurship building your own business that you had
• 4:37
  going in that you sort of matured on over the past year? Yeah. One of the biggest things is I
• 4:44
  waited too long to leverage other people. You know, I tried to loan wolf it and with my pride,
• 4:51
  I'm like, I'm going to figure this out. This is what I'm going to do, right? And I started talking
• 4:55
  to more and more people. And at the same time, I wish I would have outsourced different components
• 5:00
  of what I was doing. And I would have massively accelerated like where I was going and how fast I
• 5:06
  could have done that. Do you outsource stuff now? Like I, like, this is just, it's not just you now,
• 5:11
  you're starting to grow like team. Yeah, I have a different contract. You don't even have to hire
• 5:17
  people full time right now. That's the beautiful thing, right? So you can ramp it up whether it be
• 5:22
  with your content, whether your podcast development, whether it be Legion. I mean, you're talking
• 5:28
  about this before. Like how I'm, you know, like, I'm trying to do that now just because you,
• 5:32
  and it's like a classic like first time, I don't even know it's first time, just classic person
• 5:37
  who's never scaled before problem. They just feel like they can do everything themselves.
• 5:42
  Yeah. And that's, that's, I mean, that's a map. Like, here's the thing. Somebody told me that
• 5:48
  it's a great book to read on this is Who Not How? Have you ever heard of the book Who Not How?
• 5:53
  I didn't know it is a familiar name, but I don't, I'm not placing it. Maybe I've seen it in the
• 5:57
  past. I can't remember. Okay. So any entrepreneur that wants to get more skilled at outsourcing,
• 6:04
  read that book. Like it, it totally changes the game in terms of your time. Like you could buy
• 6:10
  your time back at a discount massively. It's insane. So that's my tip. Good.