Latest / What is Business Development? / Episode 113 Top 3 Tactics from “Structured Prospecting : The Modern BDR’s Guide to Building a Predictable Sales Pipeline”

Transcript

Episode 113 Top 3 Tactics from “Structured Prospecting : The Modern BDR’s Guide to Building a Predictable Sales Pipeline” · What is Business Development?

• 0:04
  Speaker 1: Welcome to the Business Development Podcast, brought to you by
• 0:07
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:12
  Speaker 1: to boost your career and corporate growth.
• 0:22
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:27
  Speaker 2: Association podcast called What is Business Development? Now, folks, there's
• 0:34
  Speaker 2: a myth in business development, and that myth is that
• 0:37
  Speaker 2: sales success is about luck or natural talent. Well, today
• 0:43
  Speaker 2: we're going to bust that myth, and we're going to
• 0:45
  Speaker 2: talk to harm Linika. He just published his newest book
• 0:49
  Speaker 2: called Structured Prospecting. But before we talk about that wonderful book,
• 0:54
  Speaker 2: we're going to talk about another book real briefly here,
• 0:58
  Speaker 2: and that is the Business Development Body of Knowledge. Now,
• 1:03
  Speaker 2: this is the fundamental guide to success in business development.
• 1:07
  Speaker 2: It gives you the competency to speak the language of
• 1:11
  Speaker 2: business development. It gives you the competency to understand the tactics,
• 1:16
  Speaker 2: operations and strategy of business development. And when you're done
• 1:21
  Speaker 2: reading the book, you can take your Business Development Professional
• 1:24
  Speaker 2: certification and that's available at the Global Business Development Association
• 1:30
  Speaker 2: website at GBD Association dot org. All right, well, let's
• 1:36
  Speaker 2: jump into this book that we're going to talk about today.
• 1:39
  Speaker 2: And it's called Structured Prospecting, The Modern bdr's Guide to
• 1:44
  Speaker 2: Building a Predictable Sales Pipeline and master prospecting and inside Sales.
• 1:52
  Speaker 2: Now here's a little bit about the book. You know,
• 1:56
  Speaker 2: it gives you that structure that creates freedom. It enables
• 2:01
  Speaker 2: you to master your day and master your results, and
• 2:07
  Speaker 2: it walks you through processes that SDRs and BDRs can
• 2:12
  Speaker 2: use for those go to market motions. And today we're
• 2:18
  Speaker 2: going to talk about the book with the author, Harm Linika. Now, folks,
• 2:23
  Speaker 2: you may recognize Harm from one of our previous episodes
• 2:27
  Speaker 2: when he talked about his other book, The bdr's Guide
• 2:31
  Speaker 2: to Securing Sales Appointments on LinkedIn, and so we're really
• 2:36
  Speaker 2: honored to have Harm back on the show today. Here's
• 2:39
  Speaker 2: just a quick little overview about Harm. Now, he's passionate
• 2:44
  Speaker 2: about sales strategy and business development, and he's a sales
• 2:49
  Speaker 2: professional with fifteen plus years of experience across international market
• 2:55
  Speaker 2: specializing in structured prospecting, inside sales and building predictable pipeline systems.
• 3:02
  Speaker 2: He studied economics at the Martin Luther University, which shaped
• 3:07
  Speaker 2: his analytical, process driven approach to selling. So Harm Linica.
• 3:15
  Speaker 2: We can't wait to hear about this structured process that
• 3:18
  Speaker 2: you have. So let's welcome folks, Harm to the show.
• 3:23
  Speaker 3: Welcome back Harm, Hi, Tony. Hello, Yeah, hey.
• 3:27
  Speaker 2: Tell you what Harm. We're not going to go into
• 3:29
  Speaker 2: the typical origin story that I like to ask our
• 3:32
  Speaker 2: guest folks. If you want to learn more about Harm
• 3:34
  Speaker 2: and how he entered the business development professional, then go
• 3:38
  Speaker 2: to the previous episode. But Harm, let's just jump right
• 3:42
  Speaker 2: into the book. I know you wrote a great book.
• 3:45
  Speaker 3: Again.
• 3:45
  Speaker 2: The previous book was the bdr's Guide to Securing sales
• 3:49
  Speaker 2: appointments on LinkedIn. This new book really goes into a
• 3:53
  Speaker 2: lot of detail and it's a lot more comprehensive than
• 3:57
  Speaker 2: just LinkedIn. Right, tell us why you wrote the book?
• 4:01
  Speaker 3: Are you're right to Tony?
• 4:02
  Speaker 4: Is a really complete Yeah, I would say inside seals
• 4:05
  Speaker 4: book not only about linked In, about sales methodology, quite
• 4:10
  Speaker 4: strategic about this structure in the day. So yeah, like
• 4:15
  Speaker 4: you said, I'm fifteen years in sales and yeah, the
• 4:21
  Speaker 4: title structured Prospecting and the content is a lot about me.
• 4:25
  Speaker 4: So you know I have this yar German form, a
• 4:30
  Speaker 4: German background, the habit of a good structure and the
• 4:34
  Speaker 4: Seals function, and yeah, I did really put your walth
• 4:38
  Speaker 4: of knowledge in this book about the inside Seals function, calling, email,
• 4:45
  Speaker 4: linked in, sales methodologies, emotional yeah, resilience and intelligence. It's
• 4:54
  Speaker 4: like really, yeah, I would say a good guide, particular
• 4:59
  Speaker 4: when SDRs BDRs they start in the role and for
• 5:04
  Speaker 4: y'all inside seals people too, to show my best practice
• 5:10
  Speaker 4: of CIO.
• 5:11
  Speaker 3: Yeah.
• 5:11
  Speaker 2: Well, Harm I also know that you're obviously from Germany,
• 5:16
  Speaker 2: but you are a business developer with Google in Ireland
• 5:21
  Speaker 2: and just uh speaks volumes about your capabilities and of course, uh,
• 5:26
  Speaker 2: German engineering, everybody knows it's always high quality. So I'm
• 5:29
  Speaker 2: sure you put a lot great German engineering right into
• 5:32
  Speaker 2: your book. So let's just let's jump into your book again, folks.
• 5:36
  Speaker 2: We're talking about the book new book from harm Linka.
• 5:40
  Speaker 2: It's available on Amazon. It's called Structure Prospecting the Modern
• 5:43
  Speaker 2: Modern bdr's Guide. Okay, so let's jump into tactic number
• 5:48
  Speaker 2: one from your book, Harm.
• 5:51
  Speaker 3: Yeah, I would call it a structure is freedom.
• 5:55
  Speaker 4: Yeah, So in other words, to have a daily plan.
• 6:01
  Speaker 3: Yeah, yeah, the seals up. Yeah, when you when you have.
• 6:09
  Speaker 4: Start off your day your plan, then you yeah, in
• 6:14
  Speaker 4: the office, really to execute on that.
• 6:17
  Speaker 3: Yeah, so you're not getting lost.
• 6:20
  Speaker 4: Yeah, with this structure, you have in front of you
• 6:25
  Speaker 4: a plan and when you're not thinking, yeah, there's not
• 6:33
  Speaker 4: the situation what shall I do? But you can ride.
• 6:37
  Speaker 4: Yeah Seals can be a roller coaster like you know,
• 6:40
  Speaker 4: but then structure gives you this glue where you can, Yeah,
• 6:47
  Speaker 4: when you have a bad day, you can stick to that.
• 6:51
  Speaker 4: Really so and for this you have on one side
• 6:56
  Speaker 4: like a daily plan, yeah, which you can at the
• 7:00
  Speaker 4: end of the day before or start of the day.
• 7:04
  Speaker 4: You have had in front of you. And there's a
• 7:07
  Speaker 4: great tool like an eisen Eisenhower matrix. You are from
• 7:11
  Speaker 4: the old American president Eisenhower.
• 7:15
  Speaker 3: He created this with four columns.
• 7:18
  Speaker 4: So I put different graphics in the book like Eisenhower matrix,
• 7:24
  Speaker 4: and this, your matrix, gives Inside Seals people a really
• 7:29
  Speaker 4: good structure and focus.
• 7:33
  Speaker 3: Yeah.
• 7:33
  Speaker 4: I think in the book maybe you know there is
• 7:37
  Speaker 4: uh in the Inside Seals function. You have tasks which
• 7:43
  Speaker 4: are important and you have to do it now like uh,
• 7:49
  Speaker 4: hot leads, follow ups, inbound inquiries and other yeah tasks.
• 7:56
  Speaker 3: So you can.
• 7:58
  Speaker 4: Have yeah, prospecting task which are always impartaned.
• 8:05
  Speaker 3: And os a task uh Yeah, which can wait.
• 8:11
  Speaker 4: So's yeah, as an urgent tasks which are not important
• 8:18
  Speaker 4: admin tasks. And is this matrix which I have in
• 8:23
  Speaker 4: the book, so good reminder of a structure.
• 8:30
  Speaker 2: Yeah, so the Eisenhower matrix. I really like what you're
• 8:34
  Speaker 2: saying here because you know, as business developers, we have
• 8:38
  Speaker 2: very busy schedules. We're constantly having conversations, we're taking action
• 8:41
  Speaker 2: items that we need to get done. And sometimes as
• 8:46
  Speaker 2: you're having those conversations with your prospects, your clients, your teammates,
• 8:51
  Speaker 2: your partners, you know, it's critical to jot those down
• 8:55
  Speaker 2: as you go record them.
• 8:58
  Speaker 3: I do it.
• 8:58
  Speaker 2: I have a running spreadshet. I'm not good about getting
• 9:02
  Speaker 2: everything done, but at least I jot them down to
• 9:04
  Speaker 2: know that I have to get them completed. And on
• 9:08
  Speaker 2: top of that, I do assign a priority level to
• 9:11
  Speaker 2: each one of them. And so that's what you're talking about,
• 9:13
  Speaker 2: right harm you those you're established.
• 9:16
  Speaker 3: Like an emotional seat belt.
• 9:18
  Speaker 4: When you have a structure for prospecting, and when you
• 9:22
  Speaker 4: have a really good time and your calendar focus focus
• 9:27
  Speaker 4: time so that you spent spent really enough time for
• 9:30
  Speaker 4: this critical tasks and prospecting linked in research, creating, cadences,
• 9:37
  Speaker 4: the sequence, email, automation, cadence work.
• 9:41
  Speaker 3: Yeah. To have this focus time in your calendar, I
• 9:46
  Speaker 3: would say.
• 9:48
  Speaker 2: Yeah, I love what you said. It's a seat belt.
• 9:52
  Speaker 2: It's a seat belt for your schedule and for success.
• 9:55
  Speaker 2: You know, it gives you that discipline. Let me ask
• 9:57
  Speaker 2: you this harm I always try to build in in
• 9:59
  Speaker 2: my skin edile personally, some white space, some free thinking time.
• 10:04
  Speaker 2: Do you have something in your calendar as well? I
• 10:06
  Speaker 2: think that's really important for business developers, just have a
• 10:09
  Speaker 2: little bit of time to decompress and just kind of
• 10:12
  Speaker 2: think strategically. Do you have that in your your Eisenhower
• 10:16
  Speaker 2: chart as well?
• 10:17
  Speaker 3: Right?
• 10:18
  Speaker 4: Yeah, weekly, I remind myself in this analytical way, how
• 10:24
  Speaker 4: my stock startu tree is working this week?
• 10:28
  Speaker 3: Yeah?
• 10:28
  Speaker 4: And Monday to Friday a stick more to or creative
• 10:32
  Speaker 4: singing because toesday to Thursday, I'm also busy outreach days.
• 10:38
  Speaker 2: Yeah, that's great.
• 10:39
  Speaker 3: I love it. I love it.
• 10:40
  Speaker 2: So folks, you know you have to decompress. It's not
• 10:43
  Speaker 2: just important for your success from a business development point.
• 10:48
  Speaker 2: I also think it's important from an emotional standpoint, and
• 10:52
  Speaker 2: that decompression time also helps enable you to build resilience
• 10:58
  Speaker 2: and come up with solutions sometimes that you never or
• 11:00
  Speaker 2: even think of while you're in the thick of the
• 11:02
  Speaker 2: Tuesday to Thursday high activity. At the tactical level, it's
• 11:06
  Speaker 2: always great to pull your nose up either Monday or
• 11:09
  Speaker 2: Friday or even on the weekend and just kind of
• 11:11
  Speaker 2: take that strategic or operational perspective. Okay, harm that was
• 11:15
  Speaker 2: tactic number one. Let's jump into tactic number two from
• 11:19
  Speaker 2: your book, please.
• 11:22
  Speaker 4: Yeah, it's an emotional intelligence and resilience. So we know
• 11:30
  Speaker 4: Seals can be like a roller coast star likes you around. Yeah,
• 11:36
  Speaker 4: and the Seals professional who are successful, other ones who
• 11:42
  Speaker 4: really know how to right right this roller CoA star. Yeah.
• 11:47
  Speaker 4: So we need to stick. We need to fill a
• 11:50
  Speaker 4: pipeline and Seals Cheb Blunt, I want.
• 11:56
  Speaker 3: Say something.
• 11:56
  Speaker 4: What Chet Blunt, one of the important Seals people, was saying,
• 12:01
  Speaker 4: the number one reason for failure in Seals is an
• 12:04
  Speaker 4: empty pipeline.
• 12:07
  Speaker 3: So your means.
• 12:09
  Speaker 4: Empty pipeline comes with emotional inconsistency. When you're consistent and
• 12:19
  Speaker 4: you're outreached and stay really.
• 12:25
  Speaker 3: I mean, you have sometimes good days, bad days.
• 12:29
  Speaker 4: You have these typical may I would say may days,
• 12:33
  Speaker 4: average days when you stay consistent and can play this
• 12:38
  Speaker 4: emotional game and sales.
• 12:43
  Speaker 3: What we are part of. So we are part of ghosting.
• 12:47
  Speaker 4: So good days are you have you get a meeting,
• 12:51
  Speaker 4: then you have a no show, you have a ghosting.
• 12:55
  Speaker 4: And when you can play emotional good with a that
• 13:00
  Speaker 4: comes with a good structure. When you have a good structure,
• 13:03
  Speaker 4: then you can play this roller coaster better. The structure
• 13:07
  Speaker 4: gives you a glue, a good glue to stick to
• 13:10
  Speaker 4: this structure and to have stability in your emotions. Yeah,
• 13:18
  Speaker 4: so the your structure gives you when when there's something
• 13:22
  Speaker 4: unpredictable coming, you're not falling in a chrtic way. You
• 13:29
  Speaker 4: stay consistent. So to have as well humor, like I
• 13:41
  Speaker 4: remember myself, I made a presentation, I made a pitch,
• 13:46
  Speaker 4: I was sending a proposal, and then the customer was
• 13:49
  Speaker 4: ghosting me. And to have a love, to have a
• 13:55
  Speaker 4: love really sometimes to have humor it helps you you
• 14:02
  Speaker 4: to write this emotional holocaust.
• 14:10
  Speaker 2: Yeah, I love the point that about having having good
• 14:14
  Speaker 2: humor harm you know, and that's important for the rest
• 14:17
  Speaker 2: of the team that you're collaborating with. Is kind of
• 14:20
  Speaker 2: taking it all with a grain of salt, as we say, right,
• 14:24
  Speaker 2: it's very easy for us to take it personally when
• 14:29
  Speaker 2: a prospect ghosts us, when they reject us, and so
• 14:36
  Speaker 2: it's important for us to know, Look, it's not about you,
• 14:39
  Speaker 2: it's it's it's whatever's going on in their life. And also, yeah,
• 14:48
  Speaker 2: they could be just busy and that's fine. And that
• 14:50
  Speaker 2: goes back to your original point, which is having the
• 14:52
  Speaker 2: emotional intelligence, the emotional intelligence not just to recognize what's
• 14:57
  Speaker 2: going on in your own mind about feeling those pains
• 15:01
  Speaker 2: of rejection in folks, the science proves that the brain
• 15:06
  Speaker 2: centers of your brain that feel physical pain are also
• 15:10
  Speaker 2: activated when you have emotional rejection in your life. Your
• 15:15
  Speaker 2: body feels that, your brain interprets that the same exact
• 15:20
  Speaker 2: way as if you experience physical pain. And there's even
• 15:23
  Speaker 2: data that shows when somebody takes a painkiller, right, you
• 15:26
  Speaker 2: take some sort of pain medicine, it actually dampens that
• 15:29
  Speaker 2: feeling of rejection that you feel. And so one is
• 15:34
  Speaker 2: that emotional intelligence harm that you're talking about, which is
• 15:37
  Speaker 2: to understand how you feel, but then also to have
• 15:40
  Speaker 2: that empathy, that emotional intelligence to say and that humor
• 15:44
  Speaker 2: to say, yeah, I guess the prospect was just having
• 15:46
  Speaker 2: a bad day. Right, They could you know, too bad
• 15:52
  Speaker 2: for them and just kind of going with the flow.
• 15:57
  Speaker 2: I really like that. Anything else you want to add
• 15:59
  Speaker 2: to active number two before we move on?
• 16:03
  Speaker 4: Yall, you've had a ride yours about playing the game.
• 16:07
  Speaker 4: I mean, yeah, when you get no shows ghosting you, Yeah,
• 16:14
  Speaker 4: you play the game of prospecting, you are in the game.
• 16:17
  Speaker 4: You're not bad. Yeah, you have these normal as a
• 16:21
  Speaker 4: normal activity. And inside Seals. Yeah you're playing the game.
• 16:26
  Speaker 2: Yeah, yeah, you're you're playing the game. So okay, harm
• 16:31
  Speaker 2: let's move on to tactic number three from your book.
• 16:36
  Speaker 4: It's about blending metadologies. So I'm really fine Tony about
• 16:46
  Speaker 4: I think you know the gunkadon ten X sales, metodology
• 16:51
  Speaker 4: and Zandler I learned as well in the US when
• 16:55
  Speaker 4: I started my career, so the Zandler metadology consultancy.
• 16:59
  Speaker 3: Selling.
• 17:01
  Speaker 4: It's always a good way to qualify an opportunity, and
• 17:06
  Speaker 4: I learned this in my first role in Seals in Washington.
• 17:12
  Speaker 3: Yah, blending of Seals metal dolo tes in.
• 17:19
  Speaker 4: Your work, yeah, modern blend, I would say.
• 17:25
  Speaker 2: Yeah, you have to mix and match, and you know,
• 17:27
  Speaker 2: what worked at your previous company may not work at
• 17:30
  Speaker 2: the company that you're in now. And it's great to
• 17:33
  Speaker 2: hear you say that you have a mix and match
• 17:35
  Speaker 2: folks that if you're listening to this, you've read the
• 17:38
  Speaker 2: Business Development Body of Knowledge. You know, we have a
• 17:41
  Speaker 2: whole chapter dedicated to sales and a significant number of
• 17:45
  Speaker 2: those popular tools and tactics. Harm You mentioned Grant Cardones,
• 17:50
  Speaker 2: ten X, There's the Sandler sales method, and there are
• 17:54
  Speaker 2: many other tactical methods that you can implement from a
• 17:57
  Speaker 2: sales standpoint, and those are found in the Business Development
• 18:01
  Speaker 2: Body of Knowledge. You can use those as a reference list.
• 18:04
  Speaker 2: But that's why it's so important, and this is why
• 18:06
  Speaker 2: I have so many business development practitioner authors like Harm
• 18:11
  Speaker 2: on the call, because you can hear their perspective that says, yeah,
• 18:16
  Speaker 2: all those tactics are great, but they don't all work
• 18:20
  Speaker 2: at one company. You have to kind of experiment a
• 18:23
  Speaker 2: little bit to mix and match the right kind of
• 18:26
  Speaker 2: tactics not only in that company, but also for different prospects, right, Harm,
• 18:31
  Speaker 2: I mean there are some i would say ICPS ideal
• 18:36
  Speaker 2: customer profiles that you probably model certain tactics.
• 18:39
  Speaker 3: Right.
• 18:39
  Speaker 2: You're probably taking a little bit from ten X, maybe
• 18:42
  Speaker 2: a little bit from Sandler and mixing those for a
• 18:44
  Speaker 2: certain ICP right, I mean, how are you doing the
• 18:50
  Speaker 2: mixing and matching? Is it dynamic? Are you doing it
• 18:52
  Speaker 2: across your teams or are you doing it as an individual?
• 18:58
  Speaker 4: So I myself, I stick who your can Cardon, I'll
• 19:03
  Speaker 4: mix uh it up with the Chandler so uh and
• 19:08
  Speaker 4: a Challenger is something for the additional insights. So let's start.
• 19:14
  Speaker 4: I have this grand Cardon methodology.
• 19:19
  Speaker 3: You know ten x.
• 19:20
  Speaker 4: It means more emails, more calls to remind myself in
• 19:25
  Speaker 4: my team of the quantity I need to fill the pipeline.
• 19:30
  Speaker 4: It reminds me really, yeah, I need this amount. Uh
• 19:37
  Speaker 4: Gan Cardon is very bold, motivating slogan.
• 19:41
  Speaker 3: Yeah uh in a transactional way.
• 19:46
  Speaker 4: And for customer prospects, I'll stick to the Chandler methodology.
• 19:52
  Speaker 4: So and then I have Challenger. It's a great way
• 19:58
  Speaker 4: with Challenger to teach to bring a new inside, like
• 20:01
  Speaker 4: you said, an industry inside and challenger. I need additional
• 20:07
  Speaker 4: to be successful. I think in the are the twenty
• 20:10
  Speaker 4: twenty six to come with a conversation to challenge like
• 20:17
  Speaker 4: it says a prospect, you're the Cardoon is again good
• 20:26
  Speaker 4: for filling the pipeline. So from the number side, I
• 20:31
  Speaker 4: make this amount of calls and emails to get to
• 20:35
  Speaker 4: a meeting. And when a meeting is I bring up
• 20:38
  Speaker 4: my Zandler methodology in a structured way. Sandler is a
• 20:46
  Speaker 4: structured qualification, so you're open. I build built first report.
• 20:53
  Speaker 4: For example, I tell I'm here calling from a Dublin.
• 20:56
  Speaker 4: I build report, and I qualify, ask intelligent questions. That's
• 21:05
  Speaker 4: about Zandler. I'm in a two way conversation. Then in
• 21:10
  Speaker 4: this meeting where I bunt qualify, still with a Chandler,
• 21:18
  Speaker 4: I can depart. I'm on a two level conversation. So
• 21:22
  Speaker 4: I agree in an upfront contract in Azandler style, you're
• 21:28
  Speaker 4: to have fifteen to twenty minute conversation and if if
• 21:34
  Speaker 4: the IT solution doesn't make sense, then I can we
• 21:38
  Speaker 4: can still break break apart.
• 21:42
  Speaker 2: Yeah, that's great. Army, you know, and I you know,
• 21:45
  Speaker 2: I know you're a fitness enthusiast like I am. I
• 21:47
  Speaker 2: don't know if you're I don't know if you're in
• 21:49
  Speaker 2: the mixed martial arts. But what you just describe, folks,
• 21:52
  Speaker 2: is the mixed martial arts of business development. Harm I
• 21:57
  Speaker 2: could I could talk to you for hours. It's always fascinating.
• 21:59
  Speaker 2: Your have wonderful systems, and you also have great methodologies
• 22:04
  Speaker 2: that are that you've used personally with some big name
• 22:08
  Speaker 2: companies to success. And so it's always great to have
• 22:12
  Speaker 2: practitioners like you come onto the podcast with your books.
• 22:17
  Speaker 2: Let me just summarize the top three tactics from your book.
• 22:20
  Speaker 2: Correct me if I'm wrong, But tactic number one as
• 22:23
  Speaker 2: you have to stick to your schedule, build the schedule,
• 22:25
  Speaker 2: stick to your schedule, build in the activity days, those
• 22:29
  Speaker 2: tactical days. Build in the white space days Monday, Friday,
• 22:32
  Speaker 2: maybe even on the weekends. Tactic number two has have
• 22:35
  Speaker 2: the emotional intelligence to understand your prospects frame of mind,
• 22:40
  Speaker 2: but also your own personal frame of mind. Don't take
• 22:44
  Speaker 2: it personally if you're feeling some sort of rejection, have
• 22:46
  Speaker 2: some good humor, some levity to pick your nose up,
• 22:50
  Speaker 2: pick your head up, and press on. And then finally,
• 22:53
  Speaker 2: tactic number three is the mixed martial arts. Have those
• 22:57
  Speaker 2: different tactics at your disposal that you can mix and match.
• 23:00
  Speaker 2: There's no silver bullet that's going to give you one
• 23:05
  Speaker 2: answer for every prospect, for every company that you're with.
• 23:08
  Speaker 2: It just takes a mix in matching that you can
• 23:11
  Speaker 2: use to great success. And you know, Harm, I really
• 23:15
  Speaker 2: like your point emphasizing having systems. Folks, if you want
• 23:20
  Speaker 2: to get access to Harm's system, this German engineered system
• 23:26
  Speaker 2: of Structured Prospecting. It's available on Amazon and it's the
• 23:31
  Speaker 2: Modern bdr's Guide to building a predictable sales pipeline and
• 23:36
  Speaker 2: mastering prospecting and inside sales. And hey, while you're on Amazon,
• 23:40
  Speaker 2: go ahead and grab a copy of Harm's other book,
• 23:43
  Speaker 2: The bdr's Guide to Securing Sales Appointments on LinkedIn. Harm, Uh,
• 23:48
  Speaker 2: it's always a pleasure to have you on the call.
• 23:51
  Speaker 2: How can folks follow you connect with you?
• 23:54
  Speaker 3: Thank you?
• 23:54
  Speaker 4: Ails a pleasure you on link it in and or
• 23:58
  Speaker 4: to send me an email on my private email hamlinik
• 24:02
  Speaker 4: at Jahu dot dee of Facebook, Instagram. Yeah, I'm happy
• 24:07
  Speaker 4: to connect and yeah as well happy of course about
• 24:12
  Speaker 4: feedback from my book.
• 24:14
  Speaker 2: Yeah, well, feedback for me is love it and can't
• 24:17
  Speaker 2: wait to have you on the show again soon. Harm, Again,
• 24:21
  Speaker 2: thank you for everything you do for the business development profession.
• 24:25
  Speaker 3: Thank you, Tonia.
• 24:29
  Speaker 1: Thank you for listening to the Business Development Podcast. Join
• 24:33
  Speaker 1: our free community of corporate partners and business development Professionals
• 24:37
  Speaker 1: advancing the art, science, and ethics of the Business Development
• 24:42
  Speaker 1: profession at Gbdassociation dot org.