Latest / What is Business Development? / Episode 124: SALES PUNK tactics with Kyle Hegarty

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Episode 124: SALES PUNK tactics with Kyle Hegarty · What is Business Development?

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Speaker 1: Oh, let's see, I got an error message here. Okay,
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Speaker 2: Welcome to the Business Development Podcast, brought to you by
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Speaker 2: the Global Business Development Association, delivering the strategies and tactics
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Speaker 2: to boost your career and corporate growth.
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Speaker 3: Hello BD pros, and welcome to the Global Business Development
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Speaker 3: Association podcast called what is Business Development? Well, folks, got
1:04
Speaker 3: a great show for you today, and you know, let's
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Speaker 3: talk about B to B sales.
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Speaker 4: Okay.
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Speaker 3: A lot of people think it's broken because salespeople stopped caring. Well,
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Speaker 3: you know what, oftentimes it's just broken because buyers changed
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Speaker 3: faster than the sales teams did.
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Speaker 4: And today's buyers.
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Speaker 3: Are more informed, more skeptical, and more allergic to outdated
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Speaker 3: quote unquote consultative theater than any time before in history.
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Speaker 3: They don't want to be taken through a process. They
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Speaker 3: want help making complex decisions inside messy organizations without all
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Speaker 3: the fluff. Well, today we have a great book author
1:47
Speaker 3: with a brand new book that's available on Amazon that's
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Speaker 3: going to walk us through how we can fix that
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Speaker 3: problem today. It's going to be a no fluff discussion.
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Speaker 3: But hey, if you want some more no fluff business
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Speaker 3: development guidance and insights, well then grab yourself a copy
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Speaker 3: of the Business Development Body of Knowledge. It's available on
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Speaker 3: Amazon and you can also get access to it at
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Speaker 3: the Global Business Development Association website at GBD Association dot organ.
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Speaker 3: When you read the book, you can also go to
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Speaker 3: the website and get access to the Business Development Professional certification. Now, folks,
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Speaker 3: let's talk a little bit about this brand new book.
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Speaker 3: And the book is called Sales Punks, and Sales Punks
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Speaker 3: is a great new book. You know, it's blunt. It's
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Speaker 3: a practical wake up call for sales leaders and sellers
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Speaker 3: like you, the business development folks that are out there,
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Speaker 3: and you know the old playbooks aren't working. But you know,
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Speaker 3: you want to be able to fix what's going on
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Speaker 3: right now, and we're going to be able to do
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Speaker 3: that in our discussion with the book author Kyle Hegarty
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Speaker 3: and Kyle He's worked with sales teams to strip out
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Speaker 3: sales theater so buyers can move decisions forward, especially in
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Speaker 3: complex high stakes B to B deals. We're momentum stalls
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Speaker 3: and we're interested. That never turns into hey, we've decided.
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Speaker 3: He has a background that spans twenty five plus years
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Speaker 3: in B to B sales and leadership's roles across the US, Europe,
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Speaker 3: and Asia. He's built and led global teams, helped organizations
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Speaker 3: scale revenue, and trained sales leaders operating in multi stakeholder,
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Speaker 3: high risk buying environments. I'm so excited to have Kyle
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Speaker 3: here on the show. Folks, Let's give him a warm
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Speaker 3: Well Kyle, welcome to the show.
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Speaker 5: Hey Tony, how are you.
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Speaker 3: It's great to have you, Kyle, and I can't wait
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Speaker 3: to get into our no fluff discussion about your new book,
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Speaker 3: Sales Punks. Can you tell us a little bit about
4:14
Speaker 3: how you got into the sales profession and why did
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Speaker 3: you write the book.
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Speaker 5: So, the beginning of my career started, like many other salespeople,
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Speaker 5: kind of by accident, having to take a job to
4:26
Speaker 5: pay for the rent. I was in a slightly different
4:30
Speaker 5: field the very early days of my career. I took
4:33
Speaker 5: this job without really knowing what was going on. The
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Speaker 5: dot bomb the dot com bomb had happened two thousand
4:39
Speaker 5: and two thousand and one, so it was September of
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Speaker 5: two thousand and one where I took this job basically
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Speaker 5: being a high end cold caller, and that was the
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Speaker 5: whole business, which I didn't understand it all at the time,
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Speaker 5: but it was essentially generating pipeline for other companies, so
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Speaker 5: we were an outsourced pipeline building company. My first week
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Speaker 5: was the week after the nine to eleven attacks. And
5:03
Speaker 5: what do they do with the young sales reps. They
5:05
Speaker 5: always give you the tough territory. So my first sales
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Speaker 5: territory was New York City days weeks after the attacks,
5:14
Speaker 5: and I came into that environment with zero sales experience
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Speaker 5: or knowledge or understanding. You know, here's a I think
5:22
Speaker 5: we were on spreadsheets there, So here's your spreadsheet, here's
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Speaker 5: your phone. You know, that's it go. And that was
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Speaker 5: certainly being thrown into the deep end, right, So that
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Speaker 5: was that was how my career in sales started.
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Speaker 3: Yeah, that's a tough way to do it, and unfortunately
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Speaker 3: it's the way a lot of people enter, not just
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Speaker 3: sales but business development at large. They just kind of
5:45
Speaker 3: fall into it and no training provided by their companies,
5:51
Speaker 3: oftentimes no training that's available at an economic price point.
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Speaker 3: That's easy for people to really, you turning off their careers.
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Speaker 3: That was a big driver for me to write the
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Speaker 3: business development body of knowledge. There was nothing really like
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Speaker 3: it out there. A lot of books about sales and
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Speaker 3: marketing and things like that, not a lot about business development.
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Speaker 3: And you know, I just found that folks either a
6:18
Speaker 3: didn't have the training or B they just kind of
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Speaker 3: got this, you know, on the job training that they
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Speaker 3: picked up from other people, not knowing what it's right
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Speaker 3: or wrong, just copying what other people do.
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Speaker 5: So I'd add something to that, which is they would
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Speaker 5: practice with their prospects, so which is a very expense.
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Speaker 5: You think training is expensive, right, That's probably the number
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Speaker 5: one environment for sales practice, which is practicing with prospects,
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Speaker 5: which can go off the rails very quickly, not only
6:50
Speaker 5: on the brand damage side, but certainly from the revenue
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Speaker 5: generation side. So yeah, and I'm biased, but you know,
6:57
Speaker 5: as we both are, but.
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Speaker 3: We are we So I guess that was a big
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Speaker 3: driver for you then to write Sales Punks.
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Speaker 5: So that was of course, back way back in the day. Now,
7:08
Speaker 5: you know, fast forward twenty years actually that business took off.
7:12
Speaker 5: I ended up moving to Southeast Asia and I grew
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Speaker 5: the business across that region. I've just recently moved back
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Speaker 5: to the UK, so kind of been all over ever since.
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Speaker 5: About ten years ago. I got more into sales training
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Speaker 5: or training sales teams with all of the hard fought
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Speaker 5: knowledge that I had put together over the years. And
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Speaker 5: I think it was the pandemic that was the trigger
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Speaker 5: for me to write this thing, because I kept having
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Speaker 5: this ongoing feeling like things were changing, but I couldn't
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Speaker 5: really put my finger on it. And for me, what
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Speaker 5: ended up happening was I became a buyer. I ended
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Speaker 5: up buying some I was looking for this AI solution
7:53
Speaker 5: for sales teams and for my clients, and I was
7:56
Speaker 5: talking to founders, talking to heads of sales of these companies,
8:01
Speaker 5: and there was a massive disconnect. I had done a
8:05
Speaker 5: bunch of my own research. I had gone online. I'd
8:08
Speaker 5: been on YouTube to watch the demos. I had been
8:10
Speaker 5: on Reddit channels to talk to customer you know, not
8:13
Speaker 5: even talk to customer customers, but to see what they
8:16
Speaker 5: were saying, to get those sort of reference points. And
8:19
Speaker 5: I finally would get on the phone with either a
8:21
Speaker 5: founder or a head of sales, and they were One
8:25
Speaker 5: guy literally said you know, I was asking all these
8:28
Speaker 5: questions because I was pretty much ready to buy, and
8:31
Speaker 5: one of the guys said, look, you're asking great questions,
8:33
Speaker 5: but you're at stage eight or nine. Were at stage one,
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Speaker 5: And that was the penny drop moment for me. It
8:40
Speaker 5: was like, you're you might be at stage one, I'm
8:43
Speaker 5: somewhere else, and I'm actually going somewhere else because this
8:45
Speaker 5: isn't working for me. And it was like there's just
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Speaker 5: a growing divide between buyers and sellers, at least from
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Speaker 5: a sales process standpoint. So that was what triggered the book.
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Speaker 3: Yeah, boy, so much friction. I love it. Storry mister
9:00
Speaker 3: or missus prospect.
9:02
Speaker 4: I'm willing. I'm back at step two.
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Speaker 3: I'm not ready to sell to you yet, even though
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Speaker 3: you're just telling me you're ready to buy.
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Speaker 5: Oh my god. That was that was what That was
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Speaker 5: what got me started. That was what kicked this project off.
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Speaker 3: Oh boy, Okay, well let's kick off our discussion then,
9:17
Speaker 3: Kyle about your book.
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Speaker 5: Here.
9:19
Speaker 3: Let's dive into the top three tactical takeaways from your
9:24
Speaker 3: book again, folks, we're talking about Kyle's new book available
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Speaker 3: on Amazon.
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Speaker 4: It's called Sales Punks. What a fun name.
9:31
Speaker 3: I love the title, and the whole book is about
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Speaker 3: addressing the broken sales processes that look, the world needs
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Speaker 3: this today. And as Kyle writes in his book, this
9:42
Speaker 3: is the Rebels guide to rewriting the rules of B
9:46
Speaker 3: to B sales. So, Kyle, what's the top way that
9:50
Speaker 3: we can start rewriting the rules of B to B sales?
9:54
Speaker 5: Well, So the book is written actually in story form,
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Speaker 5: so it follows a a guy who takes over a
10:02
Speaker 5: struggling sales team and he's got to rebuild it from
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Speaker 5: the ground up. For your audience, I think the one
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Speaker 5: character that might really jump out and resonate is this
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Speaker 5: guy called Quaid. And Quaid is this guy who is
10:15
Speaker 5: a individual contributor. He quietly just hits and exceeds his
10:20
Speaker 5: targets all the time. Quite frankly, he's not a big
10:23
Speaker 5: team player. He's very sort of on his own. He's
10:26
Speaker 5: the lone wolf of the of the story. And what
10:30
Speaker 5: I was fascinated and interested in was looking at those
10:33
Speaker 5: types of characters and kind of following a day in
10:36
Speaker 5: the life of Quaid. And so what I could do
10:40
Speaker 5: the first first example maybe would be to give a
10:43
Speaker 5: page literally out of his book or his story, and
10:47
Speaker 5: one of the is very specific, so we're going to
10:51
Speaker 5: dive right in, right in here. One of the things
10:53
Speaker 5: he did, he called this thing a pipeline handshake, and
10:57
Speaker 5: this is based off of real characters. The names have
11:01
Speaker 5: been changed to protect the guilty. But what Quaid would
11:04
Speaker 5: do is they were selling financial reporting software sort of
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Speaker 5: add ons to ERPs. It was a SaaS model. What
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Speaker 5: he was doing is he was actually building his contact
11:16
Speaker 5: database of salespeople. Salespeople had nothing to do with the
11:22
Speaker 5: sales process, and who he was selling to. He was
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Speaker 5: selling to CFOs coos you know, very various different units,
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Speaker 5: had nothing to do with sales. He spent a chunk
11:33
Speaker 5: of his time, not all of it, he built his
11:36
Speaker 5: network around sales people within his target accounts. A little
11:41
Speaker 5: bit counterintuitive, a little bit kind of angled. But what
11:45
Speaker 5: he would do is if he was going to sales conventions,
11:48
Speaker 5: he would find people just based on logos that he
11:50
Speaker 5: was trying to get into. And salespeople do like to
11:54
Speaker 5: chat and they're actually pretty helpful with one another. And
11:57
Speaker 5: what he would find over time is, you know, you
11:59
Speaker 5: scratch my back, I scratch yours. So you get to
12:02
Speaker 5: a situation where hey, I you know, oh I know
12:03
Speaker 5: this guy. Let me let me help you out. And
12:05
Speaker 5: all of a sudden, the salesperson's going, oh, you know, oh,
12:08
Speaker 5: if you're trying to get my CFO, oh, here's our
12:10
Speaker 5: org chart. What else do you need? What other inside
12:14
Speaker 5: info do you do you want? And so it was
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Speaker 5: this very specific tactic approach that he would use, which is,
12:20
Speaker 5: you know, go go find the friendlies and start from there.
12:25
Speaker 5: So I thought I'd start with that one. As you know,
12:27
Speaker 5: that's not the top tactic of the book, but I
12:29
Speaker 5: thought it was a very interesting or kind of fun,
12:31
Speaker 5: unique way to introduce quaid to your audience.
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Speaker 4: Kyle, I love it.
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Speaker 3: You're coming out swinging with the top tactic that I
12:39
Speaker 3: love to use that That is actually my go to
12:42
Speaker 3: UH in outreach is to reach out to the fellow
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Speaker 3: business developers. Look, they're a sympathetic audience, right. You reach
12:49
Speaker 3: out to another BD person and they get it. You know,
12:53
Speaker 3: they know it's a struggle, and so they're most of them,
12:57
Speaker 3: most of them are happy to help and guide you
13:00
Speaker 3: through the organization. They could be a champion, they could
13:02
Speaker 3: be an influencer. And then you know, there is a
13:07
Speaker 3: little bit of the expectation that someday they'll call you
13:11
Speaker 3: up and ask for some help, and you're happy to
13:12
Speaker 3: do that. You're happy to reciprocate or at least introduce
13:15
Speaker 3: them too somebody else that could get them into whatever
13:19
Speaker 3: prospect that they want to talk to.
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Speaker 4: So love that tactic.
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Speaker 3: Okay, Kyle, let's jump into tactic number two and key
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Speaker 3: takeaway from your book.
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Speaker 5: Number two new character will introduce. This one is a older,
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Speaker 5: more senior salesperson. She works with Quaid, although Quaid doesn't
13:37
Speaker 5: really work with anybody until he goes on his other
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Speaker 5: separate journey. This was a woman who was much bigger
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Speaker 5: into farming. We'll call it account farming. And one of
13:51
Speaker 5: the data points that has come out in the last
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Speaker 5: few years it's been a growing trend for a decade plus,
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Speaker 5: is that it's harder, it's take more time for salespeople
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Speaker 5: to sell internally than to even spend time with prospects
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Speaker 5: or customers. I'm working with a company right now, very
14:10
Speaker 5: complex sale, military sometimes level involvement. Their salespeople spend sometimes
14:17
Speaker 5: seventy percent of their time trying to get through internal
14:22
Speaker 5: approvals to get deals moving. Now. One of the and
14:26
Speaker 5: there's a bunch of research out there that's shown that
14:28
Speaker 5: actually salespeople in many organizations are spending significantly more time
14:33
Speaker 5: internally fighting battles just to try and get deals going.
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Speaker 5: So there's a whole chapter that looks at that phenomenon
14:42
Speaker 5: and some specific tactics as to what can be done
14:45
Speaker 5: about it. Very specifically, if I were to kind of
14:48
Speaker 5: give you the headline of it, it's what this character
14:53
Speaker 5: was very good at, was you treat your colleagues internally
14:58
Speaker 5: like prospects. What do I mean by that? A salesperson
15:03
Speaker 5: typically ends up saying, right, I've got this deal, Oh
15:06
Speaker 5: I need compliance sign off. I need to go to
15:08
Speaker 5: my CFO, I need I need this stuff. So all
15:11
Speaker 5: of a sudden, sales rep picks up the phone, sends
15:13
Speaker 5: an email, sends a chat even worse, going hey I
15:16
Speaker 5: need this, I need this, need this, need this. Compliance
15:19
Speaker 5: is going yep, join the queue, you know tech security guys,
15:22
Speaker 5: Yeah yeah, yep, yep, back of the line. All this stuff,
15:26
Speaker 5: and then what happens is just attention. Everybody's getting everybody's
15:29
Speaker 5: at each other's throats because all the sales do people
15:32
Speaker 5: are doing is they're just coming up with demands. I
15:35
Speaker 5: need this, I need this faster, you know, et cetera.
15:39
Speaker 5: What what this character was really good at doing was saying, look,
15:44
Speaker 5: I see this as a trap. This is not getting
15:46
Speaker 5: any better, and if we continue to do the same thing,
15:49
Speaker 5: we're just going to have the same growing internal conflict
15:53
Speaker 5: silos are going to get even stronger and worse. Right, So,
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Speaker 5: what she was doing was actually doing relationship building much
16:00
Speaker 5: earlier on into all of these business units. She was
16:03
Speaker 5: treating each of these people like prospects. She was going
16:08
Speaker 5: in and sitting down in these offices and going tell me, like,
16:12
Speaker 5: what is it like? What's going on with you? Like?
16:15
Speaker 5: How walk me through the biggest challenges that you've got
16:18
Speaker 5: Right now, I'm in sales. I might not be able
16:21
Speaker 5: to help you, but I'm just I'm just curious, Like,
16:24
Speaker 5: what is it like that you've If there was one
16:26
Speaker 5: thing that you could do better or make your life
16:29
Speaker 5: more easy, what would it be. And so she came
16:32
Speaker 5: in almost as a coach or as like a counselor
16:35
Speaker 5: early on, right before any of the stuff hit the fan,
16:40
Speaker 5: so that by the time she needed something, she had
16:44
Speaker 5: already established not only like a surface level relationship, but
16:47
Speaker 5: one where she actually understood what was keeping these people
16:52
Speaker 5: up at night versus what she needed. And the penny
16:56
Speaker 5: drops for a lot of people right there when they go, oh,
16:58
Speaker 5: you know what, I've never actually really reached out to
17:01
Speaker 5: any of these people internally unless I need something. Yeah.
17:06
Speaker 4: I love that one, Kyle. That is fantastic.
17:11
Speaker 3: Operating inside complex enterprises is challenging for business developers, not
17:18
Speaker 3: to mention selling to complex enterprises, and when you mix
17:21
Speaker 3: the two, it is a two sided sales opportunity, really,
17:27
Speaker 3: And I like what you said about this farming mindset is.
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Speaker 4: Nurturing those relationships internally.
17:36
Speaker 3: And then that way, when you nurture, when it's time
17:39
Speaker 3: to harvest and you ask for help, then you have
17:44
Speaker 3: a sympathetic audience within the organization. And I like your
17:49
Speaker 3: the mindset you talk about, because it's very easy as
17:53
Speaker 3: a business developer or a salesperson to get frustrated in
17:57
Speaker 3: that situation and then go to your leadership or to
18:00
Speaker 3: their leadership saying, hey, I'm not getting the approvals that
18:03
Speaker 3: I need because so and so is slowing down the
18:07
Speaker 3: process and this is a big deal. And then now
18:10
Speaker 3: you automatically get into conflict as opposed to being empathetic
18:14
Speaker 3: with the other members of the team to say, Okay,
18:16
Speaker 3: what does success look like for you? How can we
18:19
Speaker 3: work better together as a team, how can I keep
18:22
Speaker 3: you informed? And how can we all work together as
18:28
Speaker 3: one go to market team. I think that's so critical, Kyle,
18:31
Speaker 3: And oftentimes people just don't even talk about the internal
18:35
Speaker 3: sales process. It's all focused on the external sales and
18:39
Speaker 3: business development process. So that's another very powerful tactic. I
18:44
Speaker 3: really love that one. Okay, let's go into the final
18:47
Speaker 3: tactic number three.
18:48
Speaker 5: All right, see if we can go three for three here.
18:50
Speaker 5: So the final character that I want to introduce everybody
18:54
Speaker 5: to is a guy named Dave Leiden. And I was
18:57
Speaker 5: just having this conversation this morning with a and who
19:00
Speaker 5: had read the book, and she had missed all of
19:03
Speaker 5: the inside Easter Egg jokes about all of the characters
19:08
Speaker 5: named are almost all of them are named after punk
19:11
Speaker 5: rock people. So Leiden was actually the real name of
19:14
Speaker 5: Johnny Rotten from The sex Pistols. And The sex Pistols
19:17
Speaker 5: is the takeoff cover that I've got on Sales Punks.
19:21
Speaker 5: And by the way, I haven't even said it, but
19:23
Speaker 5: sales Punks why punk? Well, a lot of the sales processes.
19:26
Speaker 5: A lot of the sales methodologies that we grew up
19:28
Speaker 5: with and people are still using today were invented and
19:32
Speaker 5: created in the nineteen seventies in like the days of
19:35
Speaker 5: disco and so what killed disco? Well, punk music came
19:40
Speaker 5: in and killed disco. So I figured, let's go, let's
19:43
Speaker 5: go kill some of these old tired approaches with a
19:47
Speaker 5: little bit of punk attitude. Let's not just break stuff
19:50
Speaker 5: for the sake of breaking stuff, Let's rebuild it. So
19:53
Speaker 5: part of that, you know, are the big part of
19:55
Speaker 5: that is how do you find what to break? How
19:58
Speaker 5: do you break it? And then how do you read
19:59
Speaker 5: that old it? But that's where the sales punk title
20:02
Speaker 5: comes from.
20:03
Speaker 3: Love that Love the cover, Yeah, a great eye catching cover.
20:06
Speaker 3: So yeah, okay, So let's hear about this third character
20:11
Speaker 3: in the book.
20:13
Speaker 5: So Dave, Dave Leiden is more on the sales leadership side.
20:16
Speaker 5: So this isn't going to be in like individual contributor level.
20:19
Speaker 5: Now now we're kind of at the strategic level, but
20:22
Speaker 5: specific want to be very specific about what he does.
20:24
Speaker 5: He comes in and he focuses on team purpose and
20:28
Speaker 5: another data point that I've seen over the last five
20:31
Speaker 5: years really post COVID is that the overarching team participation,
20:37
Speaker 5: team involvement has gone down. We are more distributed now.
20:41
Speaker 5: I know sales reps have always been distributed, but the
20:44
Speaker 5: sense of cohesion has been on on the on the waane.
20:48
Speaker 5: We can see that with high staff turnover, we can
20:50
Speaker 5: see that with a lot of just angst within organizations,
20:54
Speaker 5: there's not really a glue that ties people together. On
20:57
Speaker 5: top of that that whenever anybody starts talking about purpose,
21:01
Speaker 5: their BS detectors go off at least min mind do
21:05
Speaker 5: because it's just like either it's some board who has
21:08
Speaker 5: put this together or worse, they've hired somebody I've been
21:13
Speaker 5: hired to do some of this in the past, to
21:15
Speaker 5: like write some team purpose or a group company purpose. Like,
21:19
Speaker 5: you've got to be kidding me. It's totally insincere. So
21:23
Speaker 5: what Dave was really good at and there's a wonderful
21:26
Speaker 5: case study and it's a very real case study about
21:28
Speaker 5: how he kept the team together through COVID. He actually
21:33
Speaker 5: flips the model and says, look, it's controversial here, but
21:37
Speaker 5: he goes a lot of company purpose is bs throw
21:40
Speaker 5: it away. Most most people don't even know what their
21:43
Speaker 5: company purpose statement might be. Anyway, so easy, easy to
21:47
Speaker 5: start with. What he wants to do is build it
21:49
Speaker 5: from the bottom up. This is a this is a
21:52
Speaker 5: individual type of journey. This is a team specific type
21:56
Speaker 5: of journey. What is it that we are here for?
22:00
Speaker 5: And oftentimes the answer doesn't even have to do with
22:05
Speaker 5: the product or service that's being sold, and that's okay.
22:10
Speaker 5: His team purpose and in several organizations, was actually we
22:15
Speaker 5: we exist here, yes, to do our job, but to
22:19
Speaker 5: come out the other side stronger and and in better place,
22:22
Speaker 5: like better in stronger career standing than where we where
22:28
Speaker 5: we are today. And that became a bit of a
22:30
Speaker 5: rallying clot cry for the for the team. And it
22:34
Speaker 5: actually creates energy, right when when you wake up in
22:38
Speaker 5: the morning and you actually have something that you are
22:41
Speaker 5: aiming for and that you know you want to get
22:44
Speaker 5: out of bed and go do something, and you know
22:46
Speaker 5: that your team actually makes you stronger. He's very good
22:49
Speaker 5: at that. The specific approaches get into the weeds, but
22:53
Speaker 5: in the back of the book there's an entire layout
22:55
Speaker 5: of a workshop that can be done with small teams.
22:58
Speaker 5: Again not corporate level like don't don't bring in a consultant,
23:04
Speaker 5: bring me in, but don't bring anybody in. You don't
23:06
Speaker 5: need to do this, like, just figure the stuff out
23:09
Speaker 5: at the ground level rather than trying to be high
23:12
Speaker 5: and mighty and pretend like your widget is going to
23:16
Speaker 5: actually solve the world the world's problems, because it's not. So.
23:20
Speaker 5: Team purpose is the final topic that I wanted to
23:23
Speaker 5: just introduce into here because I think it's like a
23:26
Speaker 5: force multiplier if it's handled the right way.
23:28
Speaker 3: Yeah, well you finished it with a home run, Kyle,
23:32
Speaker 3: because that's exactly where we start. The business development body
23:35
Speaker 3: of knowledge is we talk about purpose and purpose is
23:39
Speaker 3: what drives all of us, and it's actually based on
23:42
Speaker 3: neuroscience as to how that actually influences the human psyche
23:49
Speaker 3: and compels us to really be motivated. And so I
23:53
Speaker 3: like what you say about the purpose is not written,
23:56
Speaker 3: a purpose is executed, a purpose is exercised, a purpose
24:00
Speaker 3: is done every day. It's a lived purpose, not what's
24:04
Speaker 3: written somewhere in some corporate purpose page of a website.
24:09
Speaker 4: And so I really like that.
24:11
Speaker 3: And I like the fact too that you've given actionable
24:14
Speaker 3: steps with a workshop that a sales team leader or
24:18
Speaker 3: a business development team leader can really pull it together
24:22
Speaker 3: and coalesce the whole team about Hey, maybe it's not
24:26
Speaker 3: the corporate purpose, but at least it's the team purpose.
24:28
Speaker 3: And this is going to get you out of bed
24:29
Speaker 3: every day with a pep in your step to get
24:32
Speaker 3: out there and engage with your prospects and help them
24:36
Speaker 3: survive and succeed in the marketplace. So I really like that, Kyle,
24:40
Speaker 3: so many great points. Let me just summarize those top
24:43
Speaker 3: three tactics from your book. I like how you also
24:46
Speaker 3: wrote in a story format with key figures and characters
24:51
Speaker 3: that are inspired by the whole pump rock genre. And
24:56
Speaker 3: so you started with the first example, the hunter, if
25:00
Speaker 3: you will, who's out there in prospecting, and what they
25:05
Speaker 3: found was that engaging with other business developers in the
25:09
Speaker 3: prospect account as your navigator, as you're champion your influencer.
25:16
Speaker 3: Very powerful tactic one that I use quite a bit.
25:20
Speaker 3: Tactic Number two is more from the farming nurturing mindset,
25:25
Speaker 3: and not just we all know about nurturing our prospects,
25:28
Speaker 3: but nurturing the internal team. That really reduces a lot
25:33
Speaker 3: of the friction, a lot of those process issues that
25:36
Speaker 3: can bite you right there in the final stages of
25:39
Speaker 3: your deal. And if you don't do it right, it
25:42
Speaker 3: can tank your whole deal. I've seen it many many
25:45
Speaker 3: times before. So another very powerful tactic. And then finally,
25:49
Speaker 3: the home run tactic and more geared towards sales leaders
25:53
Speaker 3: is understanding what is that lived shared experience of a
25:57
Speaker 3: common purpose of your team, something that's written on a
26:00
Speaker 3: website somewhere. It's cracking open a copy of Sales Punks
26:06
Speaker 3: and going to the worksheet learning how to inspire your
26:10
Speaker 3: team with a common purpose. And folks, let me inspire
26:14
Speaker 3: you to grab yourself a copy of Kyle's new book
26:17
Speaker 3: on Amazon. It's called Sales Punks, The Rebels Guide to
26:22
Speaker 3: rewriting the Rules of B to be Sales. How can
26:27
Speaker 3: folks follow your work? How can they connect with you?
26:31
Speaker 5: I'm on LinkedIn, so just look me up. My name
26:35
Speaker 5: is unique enough to get you to me. I'm not
26:39
Speaker 5: on really any other social media as far as I know.
26:41
Speaker 5: And then my website is leadership nomad dot com. And
26:46
Speaker 5: there's going to be very soon because the book just
26:49
Speaker 5: came out, we'll have a landing page for the book
26:54
Speaker 5: as well as that content that we talked about. Pretty
26:56
Speaker 5: much every chapter has a work a workbook or a
27:02
Speaker 5: workshop framework that comes with it, which is kind of cool.
27:05
Speaker 5: So all of that will be accessible on the website soon,
27:10
Speaker 5: but it's also in the back of the book.
27:12
Speaker 3: All Right, folks, grab yourself a copy of Kyle's book,
27:15
Speaker 3: reach out to him on LinkedIn, and hey, become a
27:19
Speaker 3: sales punk yourself there and totrouse some success in the
27:23
Speaker 3: B to B sales marketplace. Kyle Hegerty, thank you so much,
27:26
Speaker 3: sir for joining us today, and thank you for everything
27:29
Speaker 3: that you do to help promote and advance the art, science,
27:33
Speaker 3: and ethics of business development.
27:36
Speaker 2: Thanks Tony, thank you for listening to the Business Development Podcast.
27:43
Speaker 2: Join our free community of corporate partners and business development
27:47
Speaker 2: professionals advancing the art, science, and ethics of the business
27:51
Speaker 2: development profession at GBD Association dot org.