Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Unlocking Business Opportunities with Free & Accessible Information

Transcript

Unlocking Business Opportunities with Free & Accessible Information · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello, and welcome to the show. Today is one of those car park
• 0:05
  episodes. So I expect to hear noise in the
• 0:07
  background, you know, people driving by.
• 0:09
  And in fact, if I had started this maybe like two or three
• 0:12
  minutes earlier, you would have heard one of my village people
• 0:15
  just walking back speaking to you.
• 0:18
  As for those of you who haven't heard the TV language before,
• 0:21
  you know, you wonder, OK, these tea people, this guy is saying
• 0:24
  he's tea, blah, blah, blah. You know, what tribe is that
• 0:27
  anyway? Because there are some of you
• 0:29
  listening to the podcast who you know, this thing in Nigeria
• 0:33
  where they say three major languages, Hausa, Ibu, Yoruba.
• 0:36
  And so because of that, you have a huge swath of the population
• 0:40
  who know nothing about other tribes in the Middle Belt in the
• 0:43
  Niger Delta, in the Midwest, you know, stuff like that.
• 0:47
  So anyway, I'm just saying that if I started as a couple of
• 0:51
  minutes ago, you would have had one of my village people just
• 0:54
  walking by. All right, So yesterday what we
• 0:58
  did was so 1 moment. Yeah.
• 1:02
  So yesterday what we looked at was how to approach and
• 1:04
  understand your customers. And we were looking at themes
• 1:10
  from the book How to Sell Like a Spy by Jeremy Hurwitz.
• 1:16
  And let me see what else. Sorry.
• 1:19
  Just in case, you know, I'm seeming a little slow today.
• 1:22
  It's because I left the house and I forgot my glasses.
• 1:24
  And so trying to, you know, like for this episode, you know, I'm
• 1:32
  just running through things that have scribbled down, you know,
• 1:34
  when I'm reading books and you know, stuff like that.
• 1:38
  So that's and I look at my list of questions.
• 1:41
  That's how I get ideas for the podcast.
• 1:44
  That's my running content list. Anyway.
• 1:46
  So today is just one of those days.
• 1:49
  My eyes are acting up really, really badly and it's the wrong
• 1:52
  data. I forgot my glasses.
• 1:54
  So if there any of you on the listening to the podcast right
• 1:58
  now, you know, you happen to be youngish, you know, maybe like
• 2:01
  you're 1520 ish, you're supposed to wear your glasses.
• 2:06
  Your parents tell you to wear your glasses.
• 2:07
  You refuse to wear your glasses. Please listen to mom and dad
• 2:11
  because there are real world consequences.
• 2:14
  If you don't take good care of your eyes when you're 15 and 20,
• 2:16
  then your eyes are seriously going to help you when you're 14
• 2:19
  and 50 and beyond. Because, you know, some of my
• 2:22
  older relatives are practically blind at this point.
• 2:25
  You know, one of my uncles had to do surgery to remove a whole
• 2:29
  bunch of stuff for his eyes. And it don't mind me.
• 2:33
  Bottom line, if you're supposed to wear glasses, put on your
• 2:36
  glasses and keep them with you at all times.
• 2:38
  Because if you leave the house and you forget them, it's, it's
• 2:41
  Wahala. So yeah, the book was How to
• 2:46
  Sell Like a Spy, written by Jeremy Hurwitz.
• 2:49
  And then yesterday we looked at how to approach and understand
• 2:51
  your customers. So today I promise that we're
• 2:54
  going to look into Chapter 2, which is titled the Power of
• 2:58
  Information. And why should we be looking at
• 3:02
  that? Well, obviously, because it's
• 3:03
  information that determines what the next stage is, whether
• 3:06
  you're a diplomat or whether you're a business person.
• 3:09
  So back to last year, I think it was last year, the team will
• 3:14
  just won in last year, May 29th, 2024.
• 3:19
  OK, I can't remember, but I think last year was the Nigerian
• 3:22
  election. So before the Nigerian election,
• 3:24
  you know, the year prior, OK, the president was sworn in in
• 3:28
  May. So before then and earlier in
• 3:31
  2024, there were a spate of coups on the African continent.
• 3:35
  And I honestly think one of the reasons why people in the
• 3:39
  African Union and, you know, other countries, one of the
• 3:42
  reasons why everybody was just quiet, you know, it looked like
• 3:45
  everybody was doing she don't look.
• 3:47
  I think the reason why everybody was just doing see, don't look
• 3:49
  really is because people didn't know any information.
• 3:51
  It's like a coup has happened in Algeria and really a coup by
• 3:56
  who? Major journal.
• 3:57
  So who is he? Who are those guys?
• 4:00
  Who are those boys? Where did they come from?
• 4:02
  Which tribe? You know, people didn't know
• 4:05
  anything. And I think that's why people
• 4:06
  just doing see, don't look. So that's how it is in
• 4:10
  diplomacy. If something happens and you
• 4:12
  have no information, it's just to see don't look.
• 4:14
  Now you just sit down and look. I'll be waiting.
• 4:16
  It is until you know, the information that will now
• 4:19
  determine your next steps. So things become a little more
• 4:22
  clearer. You know, America knows also.
• 4:24
  They can now start saying one or two things.
• 4:26
  Things become clearer in Nigeria.
• 4:28
  Well, at the time, you know, Nigeria were our focus.
• 4:31
  It was elections anyway. So you can't really expect
• 4:35
  people in the Nigerian state to say much about that.
• 4:37
  But then for other countries, the same thing.
• 4:39
  You sit down and you try and look against us.
• 4:41
  More info. It's only way you know where is
• 4:43
  where and who is who. They can now start coming and
• 4:45
  saying I denounce this and this or this is good or this is bad
• 4:49
  or this is whatever. So in diplomacy, you need
• 4:52
  information before you can take the next step.
• 4:54
  And it's also the same thing in business.
• 4:56
  You need information before you can take the next step.
• 5:00
  So that's the reason why questions like this, the power
• 5:02
  of information, how do we get information?
• 5:04
  What kind of information do we need as the reason why these
• 5:07
  kinds of things are absolutely critical and pivotal in
• 5:10
  business. Now the oh sorry for those of
• 5:13
  you who are new to the podcast, if you'd love to connect with
• 5:15
  me, the phone number is 08064662140.
• 5:20
  The country code is lost 234. For those of you who are not
• 5:23
  Nigerian, that's my WhatsApp number and that's how you can
• 5:26
  reach me. Also connect with me on
• 5:30
  LinkedIn. The name to look for is
• 5:31
  Tavishima Aidi. I'm not on any other socials.
• 5:35
  I'm deleting everything. So don't connect with me
• 5:39
  anywhere else. Yes.
• 5:41
  What was I? Yeah.
• 5:43
  So the author, in the book Information Gathering, he
• 5:46
  decided to break things down into 4:00-ish chapters.
• 5:51
  Sorry, Not chapters 4 headings. Yeah.
• 5:54
  So the headings that I took note of was this.
• 5:56
  So he decided to look at information gathering through
• 5:59
  this lens #1 open source intelligence #2 social
• 6:05
  engineering #3 direct observation #4 he looked at
• 6:10
  ethical, OK, no, that's not a method ethical and legal
• 6:13
  considerations when it comes to gathering intelligence.
• 6:16
  So you can say basically he looked at it through a
• 6:19
  three-part lens. So the main concern, the main
• 6:24
  question that he was trying to look at in the chapter is how do
• 6:27
  we gather intelligence? And we can do that by using open
• 6:30
  source intelligence, by doing social engineering, by doing
• 6:34
  direct observation. And then of course, he wanted to
• 6:36
  make sure that we're gathering information ethically and fairly
• 6:40
  and legally and morally and above board, because there are
• 6:45
  different ways that you can get information.
• 6:47
  You know, you can also get information by gossip.
• 6:50
  You can get information by spying, you can get information
• 6:52
  by stealing. The author just wants to make
• 6:54
  sure that we get information the right way.
• 6:56
  But traditionally in those sorts of circles in diplomacy and
• 6:59
  espionage, you know, if you're a James Bond or if you are the
• 7:01
  ambassador to Yugoslavia or wherever, this is how you gain
• 7:05
  information. If they post you to Yugoslavia,
• 7:07
  first of all, go to church, go and do Thanksgiving that God has
• 7:10
  elevated you. Yes, Yugoslavia is not a sexy
• 7:13
  country. And you know people will laugh
• 7:14
  at you that they gave you Yugoslavia, Why didn't they give
• 7:17
  you Washington DC or whatever. But still, like I say, if you
• 7:22
  are a diplomat and if major ambassador, you're going to be
• 7:25
  paid in dollars. It's going to be creamy, juicy,
• 7:29
  lush, wonderful money. Better than your counterparts
• 7:33
  who work in NTA, which is where my father used to work or who
• 7:36
  work in anyway. My father also works in anyway.
• 7:38
  And better than, definitely better than people who work in
• 7:42
  the Ministry of Education. So if they declare you
• 7:44
  ambassador to Yugoslavia, even if they declare you you
• 7:48
  ambassador to Latvia, go and do Thanksgiving.
• 7:51
  It's a step up, you know. Yeah, we'll be nice.
• 7:54
  But we can all get America. Somebody has to get Latvia.
• 7:58
  And OK, Budapest is a is a correct country and then move
• 8:03
  on. So the president announces on TV
• 8:08
  you've been declared ambassador, you go and you do Thanksgiving
• 8:11
  immediately you land in Latvia or Afghanistan or it is that
• 8:16
  you've been posted to the first opportunities available to you
• 8:20
  are open source intelligence. Those are things that are freely
• 8:25
  and publicly available because you can go around, you can be
• 8:29
  talking to people, you can be reading newspapers, you can be
• 8:32
  checking websites, and you're going to be able to learn a
• 8:33
  couple of things now. OK, Latvia, What is the history
• 8:36
  of Latvia? What are the major tribes in
• 8:39
  Latvia? What are the major religious
• 8:42
  groups in Latvia? What are the big social,
• 8:46
  cultural, political problems that Latvia is facing?
• 8:50
  Let's see, what else? As a diplomat, what would you
• 8:52
  need to know? OK, let me just stop there.
• 8:56
  I did not study diplomacy and international relations.
• 8:58
  So all these things I'm saying, I'm just freestyling.
• 9:00
  So those of you who studied international relations, you
• 9:03
  will know whether what I'm saying is correct, you know, or
• 9:05
  not. But I'm guessing, or at least
• 9:07
  Misha, have they posted me as diplomats to as ambassador to
• 9:11
  Latvia? And yes, if you do have the
• 9:13
  number of the president, you know, put my name there.
• 9:15
  If the guy sends me to Latvia, I'll go so long as I pay me in
• 9:19
  dollars. Lord knows I need the dollars
• 9:22
  now, especially now that I'm trying to move house and every
• 9:24
  single agent in Abuja is calling 1,000,000 millions, 1,000,000
• 9:27
  millions millions. Places are dirty, rooms are
• 9:29
  small, the kitchen is non existent, no space for washing
• 9:33
  machine, the toilet and the bathroom is next to each other
• 9:36
  as in if somebody is bathroom another person is pooping the
• 9:39
  water. You will just be staining each
• 9:41
  other. I mean it's terrible.
• 9:43
  Houses in Abuja are terrible. What was I?
• 9:47
  So if the president is your friend and they're looking for
• 9:50
  ambassador to Latvia, please give give President Tilbu my
• 9:53
  phone number. I will go.
• 9:54
  So if I've been made ambassador to Latvia, these are the sorts
• 9:57
  of things that I'll be trying, information I'll try and get.
• 10:00
  But this is not the information that I need to become a spy or
• 10:03
  need to do anything dangerous to get, because this is information
• 10:06
  that is open source. It's there and it's freely
• 10:08
  available and it's there for the taking.
• 10:11
  So as a diplomat, you need to make sure that you get all this
• 10:13
  information so you can do your job effectively so that you can
• 10:16
  brief people back at home. OK, That this is the country,
• 10:19
  this is how the country is. These are the priorities.
• 10:23
  These are the things that they're working on.
• 10:25
  And this is how it aligns with Nigerian interests.
• 10:27
  And this and this and this are the opportunities that we have
• 10:30
  for mutual growth together as a country, you know, so that
• 10:34
  Latvia and and Latvia and Nigeria can grow together as a
• 10:41
  country. By the way, for those of you who
• 10:43
  study international relations and geography, just in case what
• 10:46
  I'm saying is out of date, in case Latvia is not a country
• 10:49
  anymore because you know, that whole Eastern bloc, you know,
• 10:52
  now you know, the Eastern Bloc and the demise of the Soviet
• 10:56
  Union, you know, countries changing names and everything.
• 10:59
  So if Latvia is no longer a country, please don't laugh at
• 11:01
  me. It's been a while since I've
• 11:03
  been in school, so I'm not up to date on some stuff.
• 11:06
  Now, how does this relate to business and what kind of open
• 11:09
  source intelligence avenues are available to those of us in
• 11:12
  business? And it's very, very simple.
• 11:14
  Like I said, open source intelligence just means what?
• 11:17
  Which information is freely available, Excuse me, which
• 11:20
  information is publicly available.
• 11:22
  And we have some very simple ones without thinking right now
• 11:28
  on your phone, this phone that you're using to listen to my
• 11:31
  voice right now, your website, website is there, social media
• 11:35
  is there, news is there, industry publications are there.
• 11:39
  So whenever we're thinking about having a meeting with someone
• 11:41
  because we're trying to sell something to them or about to go
• 11:44
  into negotiations with someone else, these are sources of
• 11:47
  information that are readily and freely and publicly available
• 11:51
  that you don't have to pay for and you don't have to ask
• 11:54
  anybody. You can check your website, you
• 11:56
  can check social media, you can check news, you can check
• 11:59
  industry publications. And whenever I'm doing training
• 12:03
  is in organizations. One thing that really, really
• 12:06
  nags at my craw, the thing really makes me angry.
• 12:09
  But those of us who have sales rules and were responsible for
• 12:12
  calling up customers, I don't understand why people don't use
• 12:16
  true colour. I mean, should it not be basic?
• 12:20
  No, really. If your job depends on you using
• 12:23
  the phone to call people up, it should be common sense that when
• 12:26
  you open your computer, the first time you should open,
• 12:28
  should be true colour and then leave it open.
• 12:31
  Because you get numbers from the Internet or somebody pings you a
• 12:34
  number. At the very least you put the
• 12:35
  number on Truecaller and check 1st and see whether the thing
• 12:38
  aligns. At least you want to be able to
• 12:41
  know the person you're calling, whether the person is a man or a
• 12:43
  woman, if nothing else, so that when you speak, make the phone
• 12:47
  call, you know whether you're saying good morning Sir or good
• 12:50
  morning Ma, if nothing else. So please, those of us, those of
• 12:56
  you who are involved in calling up people every single day to
• 13:00
  confirm something, you're a customer service or you're a
• 13:03
  front desk officer or you're responsible for sales.
• 13:06
  Truecaller is a tab that should be open on your lap, your your
• 13:11
  laptop at all times so they can put in there and check the
• 13:14
  information to be sure that the name and the number are correct.
• 13:20
  Now, what I typically do is especially when I'm calling
• 13:23
  people out of the blue. So hold on, let me think, OK, I
• 13:28
  think the last time I had to do this for someone just to show
• 13:32
  the process was late last year. No, more like middle of last
• 13:38
  year when I did consulting for Crimson energy, Crimson Solar,
• 13:42
  So I can't remember their name, but it's Crimson for sure.
• 13:46
  They are an alternative energy group.
• 13:49
  So they do solar panels, energy as a service, inverters,
• 13:53
  replacing batteries, all those sorts of things.
• 13:55
  Yeah, I promise I'm going to make a podcast episode about
• 13:57
  them in the future to talk about the consulting activities that I
• 14:02
  did with them, the issues that we explored while working with
• 14:06
  their sales team. So the last time that I had to
• 14:08
  do this sort of thing to try and get somebody to understand the
• 14:12
  true, the value of these sorts of things.
• 14:14
  And you know how you get how you can do some research on your
• 14:20
  customers, but sharp, sharp research because you know, it
• 14:24
  doesn't profit you to say that you're doing research.
• 14:26
  And then because of that, you spend 4 hours researching
• 14:28
  somebody, 4 hours is too much. When I say research before you
• 14:32
  call the customer, before you go for a meeting, I'm talking
• 14:35
  about, you know, sharp, sharp like 2 minutes research, that
• 14:38
  kind of thing. So this is how I worked one of
• 14:41
  the members of the sales team through it.
• 14:44
  So I said, look, OK, no true color.
• 14:46
  Take this person's number, cut it, paste it in true color and
• 14:49
  then hit search. True color will do its thing in
• 14:53
  five seconds. The thing will now come up and
• 14:55
  then you see there sometimes when you do that thing in true
• 14:58
  colour, you see a message that says 269 people have reported
• 15:03
  this message as spam. If you see that kind of message
• 15:06
  in true colour, then you have saved yourself the stress.
• 15:10
  You don't know that this number is spam.
• 15:12
  There's no point calling this person because 247 other people
• 15:16
  have said that this number is spam.
• 15:18
  So just ignore that number. But then if you do it there and
• 15:22
  then the name comes up and the name says Adeji Adeami.
• 15:27
  Well, unfortunately for you Adeji Adeami, you know it's a
• 15:29
  popular name. There are too many of them.
• 15:31
  OK, well let's assume for instance that the name you're
• 15:34
  trying to research is not popular.
• 15:36
  OK, let me use my own name, Tavashimayidi.
• 15:37
  So you put paste the number in there, Truecola says
• 15:40
  Tavashimayidi. You now take copy Tavashimayidi,
• 15:43
  copy it from Truecola, paste it in Google, and then see what
• 15:47
  comes up from the search results that come up in Google.
• 15:50
  It will give you a sense. Now, OK, this Tava Shimaya, the
• 15:53
  guy, who is he? What's he about, what does he
• 15:56
  do, blah, blah, blah. There'll be a couple of links
• 15:58
  there that will give you a sense of who this fellow might be.
• 16:02
  You can now copy and paste the name again in Facebook and then
• 16:05
  see what comes up. Right now, because I'm deleting
• 16:07
  my Facebook profile, nothing will come up.
• 16:10
  But chances are other people still have their Facebook
• 16:12
  profile up. And then maybe you can put it in
• 16:14
  LinkedIn. Well, for me, I'd say that's as
• 16:16
  far as it goes because you can't really use real names to search
• 16:19
  in Instagram and Tiktok and all of that, except if the person
• 16:23
  happened to use their real name. And apart from me, because I use
• 16:27
  my real name on all these platforms, I don't know anybody
• 16:30
  else who's using the real name. But what was I?
• 16:35
  What I'm trying to say is that you can see that doing research,
• 16:39
  researching someone before you go for the business meeting,
• 16:42
  before you go for negotiations, before you go for networking.
• 16:48
  Researching does not have to be a hard thing to do.
• 16:51
  So you've been talking to someone you will about to go for
• 16:54
  negotiations. You just want to make sure
• 16:55
  you're better prepared, feel the person out, feel their
• 16:58
  personality or something. Or maybe they mentioned that,
• 17:00
  OK, they're, when they come for the negotiations, they're going
• 17:03
  to come with Mrs. Banquier de Banjo.
• 17:06
  That's the legal director and Mr. you know, Abdul Kadir
• 17:13
  Alfalaya or whatever, you know, So after you finish that phone
• 17:17
  call, you just take those names and do exactly what it is that I
• 17:21
  said. Copy and paste in Google, see
• 17:23
  what comes up. Copy and paste in Facebook, see
• 17:26
  what comes up. Copy and paste in LinkedIn, see
• 17:28
  what comes up. Look at the company website, see
• 17:30
  what comes up, you know, new, OK, well news would be more for
• 17:35
  like high profile people, industry publications, OK for
• 17:39
  those of us who have a legal background, cause OK, in this
• 17:42
  example I gave, I said now what name did I say and whatever name
• 17:47
  I said for the legal secretary or something.
• 17:49
  Now for those of us in the legal profession, we do have industry
• 17:54
  publications, you know, lawyers, associations and things like
• 17:57
  that. I mean, they have them in Lagos.
• 17:59
  There's also the MBA, the MBA Nigerian Bar Association that
• 18:02
  produces a journal. I think the last journal I saw I
• 18:06
  think was on business. No, don't mind me, but I'm just
• 18:13
  trying to say that industry publication, you know, depending
• 18:15
  on your industry. So I know that law has industry
• 18:18
  associations and publications. Korean, Korean, I think that's
• 18:22
  Council of Korean. Is that Korean is engineering
• 18:28
  the regulation of engineers in Nigeria or something?
• 18:32
  So in law we have industry publications, engineering, we
• 18:36
  have industry publications, accounting industry, we have
• 18:38
  industry publications. OK.
• 18:41
  I guess if you're in the event space, there's no industry
• 18:43
  publication that you can check. But bottom line is what I'm
• 18:46
  trying to say is before you go for the negotiations, before you
• 18:51
  go for networking, before you go for the business meetings, you
• 18:54
  can spend one or two minutes and reset somebody before you make
• 18:58
  the call because it gives you a background so that the call, the
• 19:03
  phone call is not uncomfortable for you because it's always
• 19:06
  uncomfortable to make the phone call when you know nothing about
• 19:11
  the person on the other end of the line.
• 19:12
  Well, hi, yes, because in Crimson that's also one thing I
• 19:14
  had to tell people of the the sales team because they had to
• 19:19
  call numbers of people who have responded to Instagram
• 19:23
  advertisements. And I told them, now look, one
• 19:24
  of the reasons why you guys are hesitant is because it really is
• 19:27
  hard to just look at the block of 50 numbers and then all you
• 19:31
  have is a name Kolia for Lion and then a phone number.
• 19:34
  You're supposed to call the person and start a conversation.
• 19:37
  I mean like how you know nothing, you know no context.
• 19:40
  So sometimes it helps to just do that simple, whatever, there's a
• 19:44
  name, there's a phone number, copy, paste in Truecaller.
• 19:47
  OK, the name is correct, it checks out.
• 19:49
  Copy in Google, you know, say something.
• 19:54
  Anyway, let me not stretch it unnecessarily.
• 19:57
  The point I'm just trying to make is that for diplomats,
• 20:00
  there's a way to get information freely about the country that
• 20:05
  you're in and about the people that you're going to meet.
• 20:07
  And then for business people, there's also a way to get
• 20:10
  information freely. About the context that you're
• 20:13
  in, the company you're going to work for, the people that you're
• 20:16
  going to do business with, the company that you're going to do
• 20:18
  business with. If you're chasing prospects, the
• 20:20
  people that you're trying to get to be as customers, the people
• 20:23
  you're about to walk into negotiations meeting with.
• 20:26
  If you're going for networking, some networking associations
• 20:29
  give you a list ahead of time of people who might be there.
• 20:32
  You can now get a sense of who might be there and decide who it
• 20:35
  is that you want to talk to. So for there are ways they can
• 20:39
  get that information freely. So use the websites of your your
• 20:45
  friends, your competitors, your potential clients, your
• 20:48
  stakeholders. Use their websites, check the
• 20:50
  social media, pay attention to the news.
• 20:52
  You can set Google alerts so that when certain things drop,
• 20:55
  it shows in your e-mail and then keep abreast of industry
• 21:00
  publications and you shall be fine.
• 21:03
  But remember, for those of you who every single day your job
• 21:06
  demands you being on the phone when you enter into the office
• 21:11
  and the first thing you do is you eat your rice and beans for
• 21:14
  breakfast. Oh, by the way, after you do
• 21:17
  that, you know, go and put TomTom in your mouth.
• 21:18
  You know, nobody needs to know that you just finished eating
• 21:20
  them rice and beans with fish Stew.
• 21:23
  So after you do that, you eat your TomTom, you wash your
• 21:26
  plate, open up your computer, the first tab you should open.
• 21:30
  It is only practical. Please is true colour.
• 21:33
  After Truecaller, the next tab you should open should be
• 21:37
  Google. As you Truecaller the number and
• 21:39
  you see the name, take the name, paste it into Google, see what
• 21:43
  comes up. If nothing else, at least you
• 21:45
  know that the person you're calling is a man or a woman so
• 21:49
  that when you call, you can confidently say oh, good morning
• 21:52
  Sir, or good morning Ma, if nothing else.
• 21:56
  So that's it pretty much. And remember, if you would like
• 22:00
  to connect with me, those of you who are listening to the show
• 22:02
  for the first time, the number to use is 08064662140.
• 22:08
  The country code is +234 For those of you who are not
• 22:11
  Nigerian and then connect with me on LinkedIn, that's my only
• 22:15
  socials for now. We'll continue with.
• 22:18
  Let me see, what did we do? OK, the author said that there
• 22:24
  are three things, open source intelligence, social
• 22:27
  engineering, direct observation. OK, we only did one, which is
• 22:29
  open source intelligence. So tomorrow we're going to look
• 22:32
  at social engineering and then direct observation depending on
• 22:36
  how much time it is that we have.
• 22:37
  So no tomorrow, that's what we're going to do.
• 22:40
  And remember, the name of the book is How to Sell Like a Spy.
• 22:46
  And the author is Jeremy Horowitz.
• 22:50
  I should have given you the full title, but I can't remember
• 22:55
  where my anyway, I can't remember where my old scrap of
• 23:02
  paper is the one where I wrote the title down.
• 23:04
  And all of that was a book that was published last year, 2024
• 23:08
  August 27th. So I'm sure if you just check
• 23:11
  Amazon, for instance, how to how to sell like a spike, just the
• 23:15
  Amazon or check those Jumia sell books.
• 23:18
  If Jumia sells book, try Jumia as well.
• 23:20
  How to sell like a spy. The one you should be looking
• 23:23
  for is one that was published in August 2024.
• 23:26
  Jeremy hero. It's Jeremy is Jeremy hero.
• 23:32
  It's I can't remember how to spell it if and anyway, I'll
• 23:36
  catch you guys in the next episode.
• 23:37
  Bye.