Down The Rabbit Hole

Why Partnerships Fail (Ft. Alex Glenn) Business partnerships fail more often than they succeed. It's a sad but very real truth. Learn why partnerships fail and how not to partner. On the flip side, learn how you should partner and why money is not the main incentive for a partnership program. Learn from the partner expert, Alex Glenn, Co-Founder & CEO at Partnerhub, and listen to real-life stories of partnership successes and nightmares. Access to the presentation described in the podcast is linked here. --- Send in a voice message: https://anchor.fm/dtrhpodcast/message Support this podcast: https://anchor.fm/dtrhpodcast/support

RevOps: Explained Ft. Simon Luis-Earle RevOps is a brand new concept for most. RevOps is the unification of all functions to prioritize revenue as the primary objective. It's the toppling of silos that divide a company and keep teams from working together effectively. The goal is to implement cross-divisional ops, data practices, and a collaborative framework enabling marketing, sales, CS, product, and finance to work together.    Key Takeaways:  RevOps is the difference between "organized" and "optimized." A proper RevOps process is the true optimization of a revenue generation engine that drives each team to enable one another and collaborate effectively.    Getting to the next level requires a beast of an ops system. If you're looking to grow your company fast and in a way that is entirely scalable, then you need to start the unification process between your teams immediately.  Data is king. Poor data practices will lead to any and every problem you could imagine. It affects every aspect of a business, and not having a well-defined data structure and tracking process will make forecasting highly inaccurate and clarity or transparency near-impossible!    About Seamus  From financial institutions to high-growth startups, Seamus' diverse experiences enable him to captain the growing diverse team that is Carabiner Group as CEO. Today, he focuses on ensuring Carabiner remains the leader in the RevOps-as-a-Service space and ensures success for both the Carabiner team and the clients they serve.   Feel free to connect with Simon Luis-Earle or Rob Turley on LinkedIn or Follow Rob @TheRevOpsHitman on Twitter!    #DTRHpodcast #HighVolumeIsDead #RevOps #SalesOps #MarketingOps #Operations #Sales #Marketing #CustomerSuccess #Revenue #Growth #ProcessImprovement

The Tales of a Sales Sage Ft. Andy Paul It seems we've forgotten everything we know about trust and relationships. Andy Paul demands that we all sell without selling out! So much so, he wrote a book on it! It's time we re-humanize sales, ditch the automation, burn the robotic scripts, and start over. Selling isn't a race. It's an art. Take the time to research and leverage the data-driven intelligence you need to support a quality-over-quantity process.    Key Takeaways:  Sell without selling yourself out. A sale is a mutual experience, and you should have to beg, borrow and steal to get the deal over the line. Be human and ethical, and your results will speak for themselves.    High-volume selling is a slippery slope. People do business with people they know, like, and can trust. How well does generalized, mass-produced messaging and outreach resonate with your target audience? Not well...  Put yourself in the customer's shoes. How would you like to be spoken to and treated when being sold to. Give that a good long think because most sellers wouldn't be happy with the way they approach their prospects and customers. If it's something you'd hate—it's safe to assume they will too!    About Andy  Andy is a leading global sales expert. More than 180,000 people follow his daily posts on LinkedIn. He is the host of the top-rated sales podcast, Sales Enablement with Andy Paul (brought to you by ringDNA.) With more than 1030 episodes to date and millions of downloads. His podcast is the go-to resource for sales leaders and top sales producers.  Andy is the author of the recently released Amazon best-selling book Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy is also the author of two other Amazon best-selling books: Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions; and Zero-Time Selling: 10 Essential Steps to Accelerate Every Company's Sales.  Andy is the Founder of Zero-Time Selling, a sales advisory firm where, since 2000, Andy has helped companies and individual sellers around the world to transform their sales results. Before starting his own company, Andy had a successful sales career in tech and sold over $600M of complex systems and services to enterprises.    Feel free to connect with Andy Paul or Rob Turley on LinkedIn or Follow Rob @TheRevOpsHitman on Twitter!    #DTRHpodcast #HighVolumeIsDead #Sales #SalesEnablement #SalesTips #SalesOps #RevOps #ProcessImprovement #RelationshipBuilding #SalesDevelopment #SellWithoutSellingOut #BeHuman

Scrappy Creativity in the 2020s Ft. Colt Briner Creativity is something we all have. Even if you're analytical, you're guaranteed to have at least one form of creativity in you, so get scrappy! Creativity doesn't mean "artsy." It isn't exclusive to designers, artists, marketers, or musicians either! Creativity comes in many forms, like innovation, critical thinking, problem-solving, solutions architecture, and many other "uncreative" and "unsexy" things!    “Businesses that are driven by purpose and powered by creativity are the ones that win” - Colt Briner   Key Takeaways:  Consistently practice your craft. If you stop practicing something—whatever it may be, you will slowly lose your hard-earned skill and expertise behind it. You won't only lose efficiency and effectiveness—you will fall out of touch because everything is always in constant change, though do so at different speeds.    Creativity is more than just using a pencil. Little do people know that there are numerous "types" of creativity, and each type has a range of depth. Creativity is not exclusive to artists and designers. Creativity comes in many forms, including analytical creativity. It seems like a juxtaposition—but it's true!  Progressive creativity requires structure within a company. Being creative is often easy, though creative people often have difficulty operationalizing things. The work process ends up looking like a chaotic mess. Design, marketing, and ad departments and/or agencies often struggle to operationalize properly. Remember: creativity is best served with a side of operational order to ensure a team is efficient AND effective while making an idea come to life!   A business's goals must be aligned with the creative team's initiatives. If your creative team doesn't understand the bigger picture in detail, they can't properly help you accomplish what you're trying to achieve as an organization. The assets the creative team makes end up being useless, may have the risk of being irrelevant to your ideal customer, and/or the assets drive a lot of engagement or attention because the viewer/prospect "likes it." However, it fails to convert them to paying customers.    About Colt  Colt has over 20+ years of experience as a marketing and business development executive supporting early-stage startups and full-fledged unicorns. He has built benchmark-crushing marketing departments from the ground up for five companies as an employed exec and supported dozens of others in doing the same as a consultant.  As Founder & CEO of Scrappy AF Marketing, he helps young organizations capture market share from industry incumbents and supports established businesses in accelerating growth. During his time as CMO for Ensemble Health, they secured 60% of all contracts written in their industry nationwide. He has helped to transform both healthcare and education in the United States.    Feel free to connect with Colt Briner or Rob Turley on LinkedIn or @RobTurley2 on Twitter!    #DTRHpodcast #HighVolumeIsDead #ScrappyAF #Creativity #Marketing #Goals #MarketingTips #Design #Mindset #CreativeThinking #Optimization    

Dark Prospecting & Closed-Circuit Selling Ft. Adem Manderovic The future of the sales and marketing industry will rely on data-driven RevOps practices that leverage closed-network (a.k.a. closed-circuit) sales environments and predictable prospecting capabilities. Adem and Rob go deep "down the rabbit hole" to surface the process behind successfully doing so and unearth the issues that are currently hidden within the modern sales and marketing process.    Key Takeaways:  It's about quality closes, not quantity meetings. The number of meetings you set has nothing to do with effectiveness or success. The fact that a deal closes is the only measurement that matters in the end. We need to stop focusing on indicators of sales activity and start focusing on the strategy behind the results—what counts.    The number of touches is rising. Don't be impatient. The average number of touches to get someone's reply is approximately 18 touches to date. We're headed in the wrong direction, and fast. 10 years ago, it was 7-9 touches; 10 years before that, it was 3-4. You do the math. It's a cumulative problem, and the way to cut through the noise is to win.  "Don't confuse 'attention' with 'intention.'"  A "smartass" marketer came up with the term "intent data" because it sells better and is more palletable. Truth is, intent cannot be measured until the outcome has happened and is just behavioral data that measures a person's attention and action—nothing more. You can't predict someone's intent, and "intent data" does not predict whether someone will buy—or otherwise. It can only indicate some loosely correlated "buyer signals"... or maybe not... you get the point.  Selling to the wrong client will damage your engineering team… What? Everything within every business is interwoven and connected, whether you'd like to think so or not. Listen to the podcast to learn more about this because it's honestly too cumbersome to explain in text.    About Adem  Adem is the Founder of Disruptur. A full-cycle sales company like no other. It replaces output management with outcome management.  Adem leverages "Dark Prospecting" and hyper-targeting techniques, coupled with "growth-by-magnification" methods at every touch of the sales process outlined in "Closed-Circuit Selling." The Disruptur framework has gained worldwide exposure on the global, critically acclaimed podcast, #UNGOOGLEABLE, by Jonny Stofko in 2022.   Feel free to connect with Adem Manderovic or Rob Turley on LinkedIn or @saywhatsales @RobTurley2 on Twitter!    #DTRHpodcast #HighVolumeIsDead #DarkProspecting #PredictableProspecting #ClosedCircuitSelling #Sales #Marketing #SalesEnablement #SalesTips #FutureOfBusiness #BusinessDevelopment #AI #SalesProcess    

The State of Modern Selling Ft. James Buckley The sales industry has lost most of its credibility. It's largely due to the obsession with efficiency at the sacrifice of effectiveness. The culprit responsible for the death of the salesperson is sales automation technology, which caused the gross overuse of scripted high-volume messaging, turning sales into a half-rate assembly line.    "You can't grow professionally unless you are willing to grow personally" —James Buckley   Key Takeaways:  It's YOUR responsibility to learn, grow, and succeed as a sales professional.  Don't solely rely on your employer, your boss, or any external factor to enable you to become successful in sales. Often employers do not get you the training or provide the right resources to help you get to where you want to be, so don't be afraid to acquire the right training or mentorship of your own volition.    You must EARN the opportunity to sell to somebody.  A salesperson's job is to help find a solution to a problem that is presented to them, not sell a product or service. You must discuss the prospect's current situation to understand the cause rather than shove a solution in their face to help patch a symptom. Dig deep and understand the situation.  Avoid saying “I” or "we" when reaching out to a prospect.  IT'S NOT ABOUT YOU! Using "I" or "we" make it about you. Stop and re-read the message you're about to send and think, "Is this message about them or me?" Put yourself in the buyer's shoes and think about the idea behind your messaging. "Is that how I'd want to be approached?"  Invest the time to build a personal brand.  Your sales numbers and success rates can be top-notch at the company you're working at, but you can't take 'em with you. You can take a personal brand with you!  If you have a decent one, you're far more likely to get hired somewhere, and it becomes easier to sell since you appear trustworthy and reliable publicly.    About James  As Chief Evangelist at JB Sales, James Buckley has the pleasure of joining some of the best minds in business and "edutaining" millions of salespeople on their journey. JB Sales events and memberships are helping sellers become the best sales professionals they can be... Because they deserve it.  The front lines of sales have never been more valuable. They need the skills and techniques to help them achieve goals consistently, grow personally and professionally, and ultimately become leaders in their industries. Salespeople now have the power (and choice) to take their destiny into their own hands.  His organization's mission is to help salespeople set more meetings, close more deals, build the best personal brands, and win more often with resources that constantly help them level up their game.  Reach out to James directly - james@jbarrows.com. He always says, "Let's connect! I've never met a stranger in my life!"   Feel free to connect with James Buckley or Rob Turley on LinkedIn or @saywhatsales @RobTurley2 on Twitter!    #DTRHpodcast #SayWhatSales #HighVolumeIsDead #Sales #SalesEnablement #SalesTraining #SalesTips #FutureOfSales #FutureOfBusiness #BusinessDevelopment #RelationshipBuilding #SalesProcess #BeHuman    

Successful Selling 101: Planning, Execution, & Ethics Ft. Landon Hobbs A discussion around the idiocracy that the sales industry has devolved into. WTF happened? How the hell did we end up here? The lack of relationship-building, the increase in high-volume outreach (a.k.a. "spamming"), and the blatant disregard for the buyer's journey have destroyed the integrity of the salesperson.    "99% of the messaging out there is awful, so you HAVE to do your research ahead of time to stand out. If you're not willing to do that, you're going to have a real hard time (prospecting)." —Landon Hobbs   Key Takeaways:  Research who you reach out to BEFORE meeting them. They'll know if you didn't. When you're selling to leadership, THEY WILL KNOW if you haven't researched them and their business. When you don't, it's literally insulting to the person who's taking the time they don't have and giving it to you. Your chance at a sale goes right down the proverbial toilet.    Prospecting is like a game of chess.  Different people with different job functions of different hierarchies exist within a business. Intelligently decide who is best to reach out to and build relationships with. This is only possible if you DO the research. Make the wrong move or get too narrow/wide—you will fail.  Don't pitch unless you are directly asked to do so. Pitching is dead. No one wants to be pitched. Pitching is a bunch of scripted words sprayed in the prospect's face about why they should buy the thing you're selling without consent. Think about it... Who in the f*ck wants that? Ever?—Unless they specifically ask for it?  Don't force an agenda on someone. Your job is to guide them on the BUYER'S journey. No one wants to sit through a bulleted list of subjects they may or may not (and probably don't) want to talk about or sit through. Ask the buyer what they want to talk about and what problem THEY are trying to solve. Not the problem you know you solve. They may not even see it the way you or your organization does.    About Landon  Landon Hobbs, Account Executive at Reprise, advocates for all things related to the mental health of salespeople.  He wants to humanize vulnerability and bring back the human element to selling.   Feel free to connect with Landon Hobbs or Rob Turley on LinkedIn or @RobTurley2 on Twitter!    #DTRHpodcast #Sales #SalesEnablement #BusinessDevelopment #RelationshipBuilding #SDR #AE #Ethics #BeHuman #HighVolumeIsDead   

How To Maximize ROI On A Budget Ft. Mike Ruffing Digital marketing for SMBs is a challenge. "There's no way I have budget for that" is the most common reaction to the idea. Mike Ruffing, marketing veteran, who specializes in taking scaled enterprise marketing processes and "de-scaling" them to work effectively for small businesses with a shoestring budget.    Key Takeaways:  Know where your potential customer "lives."  You must find out where you're customers are or "hang out" to be able to market and communicate with them.    Marketing doesn't stop after the sale.  Marketing to your clients (or the lack thereof) is one of the most common mistakes that businesses make. They practically forget they exist, and marketing to current clients is 4-5x less expensive than marketing to net new.  Personalize gifts to your clients.  If a picture says a thousand words, then how many words do personal thank you cards (yes, paper and handwritten) or gifts say to someone?  Focus your A/B testing on fewer experiments for longer. If you lack a marketing budget or want to save on costs, then be sure to still A/B test, but perhaps do the A and the B at separate times at a slower drip for a longer period. This way you can still have variation AND save money when you need to.    About Mike  Mike is a 20+year marketing veteran, CEO at Problem Solver's Consultants marketing agency, husband, father, and golf nut. He spends his days helping SMBs scale and grow using proven marketing tactics mixed with the latest marketing strategies. If he's not in the office he's on the links enjoying some of the best courses in the country.   Feel free to connect with MIke Ruffing or Rob Turley on LinkedIn or follow @PrblemSolvers or @RobTurley2 on Twitter!  #DTRHpodcast #Marketing #Budgeting #ABtesting #SMB #Scaling #DigitalMarketing #GTM #GoToMarket #MarketingStrategy

The Importance of Adopting an Agile Business Process Ft. Simon Severino Agile is not exclusively for the engineering and product department. The method enables you to fall in love with the problem, not the solution. Simon takes us through "the three growth levers," shortening the path to "wow," and how to turn fixed costs into variable costs.    Key Takeaways:  Verify and compare measurable metrics.  Daily, weekly, and monthly metrics that represent progress and/or regress, such as the number of form submissions, website visits, conversions, etc.    Eliminate the silos within your business.  Whether it's a RevOps process or any other operational structure, keeping your business from siloing is critical. Silos create undesirable division. It "divides" a business and creates barriers that make it difficult to work together as a single unit.  Run tests constantly in parallel.  Always be Testing (AbT). Everything is a work in progress and nothing is perfect. there is always room for improvement so be sure to be testing all measurables within your organization to ensure there aren't points of failure or blockages present.    About Simon  Simon Severino is the author of "Strategy Sprints" & "Habits of Success," CEO of global consultancy Strategy Sprints, creator of the "Strategy Sprints Method," seen in Forbes & Entrepreneur Magazine, member of the SVBS Silicon Valley Blockchain Society, and the #1 speaker on agile strategy and agile sales.   Feel free to connect with Simon Severino or Rob Turley on LinkedIn or follow @strategysprints or @RobTurley2 on Twitter!  #DTRHpodcast #Agile #ProcessImprovement #Operations #SalesOps #RevOps #SalesEnablement #TechStack #AgileSales

Proven Ways to Get Noticed on TikTok Ft. Will Aitken TikTok is uncharted territory for the B2B space. It has over 1.2 Billion users! It's ripe for the picking! How can you best leverage TikTok to create awareness at a mass scale? How can you start generating leads through short-hand, dynamic content? Learn from TikTok expert and influencer Will Aitken how it's possible to leverage TikTok for your business today!    Key Takeaways:  Start with a hook!  People using TikTok have extremely short attention spans and must be gripped by the video content within the first 2 seconds—otherwise, you lose them immediately.    Customize your content to fit the TikTok platform.  Content that you post on TikTok will NOT reflect your post anywhere else unless you're posting "Instagram Reels," so do not create "informative content" unless it's easily digestible and simplified.  Use humor your audience can resonate with.  People like funny sh*t. 'Nuff Said. It's easily consumable and resonates at an emotional level.  Niche down for leads, generalize for views, and always use hashtags.  Niching down the audience and creating more specific content will drive down your viewership but will specifically resonate with a particular audience. If your objective is to generate leads, this is the route you want to take. Suppose you're looking to drive awareness and gain a following. In that case, generalizing your content is essential, though always, be sure to "direction" your content by using relevant hashtags to ensure people will find your content.    About Will Aitken  Will is a content creator & active voice in the technology sales space with seven years of Individual contributor sales experience. He works as an evangelist at Sales Feed, a Vidyard media company subsidiary, producing entertaining and educational sales shows & short videos for the sales industry.  Will runs several B2B TikTok accounts with over 100K followers on each.    Feel free to connect with Will Aitken or Rob Turley on LinkedIn or follow @JustWillAitken or @RobTurley2 on Twitter!  #DTRHpodcast #TikTok #TikTokforBusiness #B2B #Marketing #SocialMedia #SocialMediaMarketing #Awareness #Influencing #Influencer #Sales #DemandGeneration #VideoContent

DTRH Episode 52  Podcasting: Create Real Connections that Matter Ft. Kristin Molenaar Podcasting is a fun yet challenging way to make genuine long-term connections. Whether you're podcasting for business or pleasure—they're great for finding new clients or partners. It's an effective way to build strong relationships quickly. Invite your #1 prospect as a guest on your podcast. By the end (assuming all went well), it's almost guaranteed they'll be open to talking business with you.    Key Takeaways:  Focus on providing value to educate listeners—do not flaunt your status... NO ONE CARES!  People listen to podcasts for a few reasons: educate themselves, entertain themselves, or improve actions/behavior. No one cares how many awards you've won, how successful you are, or how much money you make. It's irrelevant and comes off as egotistical and arrogant.    Never sell or pitch anything... Again, NO ONE CARES!  People do not listen to podcasts to hear a sales pitch. They would talk to one of the million sales reps who are constantly hounding them over their LinkedIn DMs to have that kind of experience.  Publish podcast episodes consistently—never "forget" to post an episode.  If you're a podcaster and publish episodes weekly, be sure to release them at the exact same time on the same day, NO MATTER WHAT. If you skip a beat, your listenership will drop like a rock.  Use dialogue to build and strengthen your relationship with the host or guest.  The conversation between the host(s) and guest(s) is generally quite intimate. Podcasts are a fantastic way to truly get to know people and make a strong, genuine connection in a short period of time. Use that to your advantage, whether you're the one hosting or featuring.    "Dig deep. Focus on your existing connections instead of [trying to build] additional surface-level relationships."  - Kristin Molenaar, CEO at YesBoss    About Kristin  Kristin Molenaar is an entrepreneur-enthusiast who lives by the mantra "work less and make more." She enjoys helping entrepreneurs ditch vanity metrics for genuine, profitable connections.  Kristin's the CEO of YesBoss, a podcast booking agency that helps entrepreneurs elevate their visibility and credibility, so they can scale their business without becoming full-time marketers.    Feel free to connect with Kristin Molenaar or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #podcasting #podcastguest #yesboss #podcast #relationshipbuilding #featured #media

DTRH Episode 51  Identifying Misalignments within your Company Culture  Ft. Noele Williams "Simplexity" is an intriguing concept. We overcomplicate everything when it all boils down to something so simple. "Simplexity" is the best method for diagnosing the actual cause of an organization's problems—rather than the symptoms. We tend to overcomplicate everything and see things one-dimensionally, which keeps us focused on the wrong solutions.    Key Takeaways:  Don't treat your organization as a machine—it's organic to a fault, like it or not.  Your business is a team or multiple teams of people working together toward a goal. Humans are organic and always will be, so stop trying to force them to function like machines. It's unnatural.    Don't put your problems in boxes because they're all connected.  Everything is connected—like it or not. Often you'll find an issue somewhere like the product department, though it's a symptom, not the cause. You may later find the actual problem's caused by the sales team promising results that cannot be delivered!  Ensure you're achieving your maximum performance capacity.  Most companies do not have processes that maximize their current staff's performance or bandwidth possible and achievable.  Social norms should support your process protocols!  Your team needs to be allowed to "be themselves," or they feel like they don't belong and aren't a fit to be a part of your organization.    "... we are looking for answers, where instead, we should be looking for questions."  - Noele Williams    About Noele  Throughout her 36-year career, Noele Williams, Founder & CEO at INTERPRO Performance Solutions, has partnered with thousands of company leaders throughout the United States, Canada, and the UK.  After launching her career in management at Procter & Gamble, Noele served as a senior member of a firm providing professional diversity consulting services for dozens of Fortune 500 companies across the country.  In 1991, Noele founded INTERPRO to concentrate on building metrics-based methods for optimizing organization performance early in the firm's history. Noele developed the company's signature Quality of Performance Capacity (QPC) Diagnostics, a unique set of products that allows clients to leverage hidden drivers to harness untapped potential.   Feel free to connect with Noele or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #culture #performance #optimization #processimprovement #problemsolving #consulting  #process #EOS

DTRH Episode 50  Create your Personal Brand like the "Godfather of Instagram"  Ft. Tony Pec [a.k.a. "The Godfather of Instagram"]  Becoming a social media influencer doesn't happen overnight. Platforms like LinkedIn, Instagram, Twitter, etc., are very powerful tools for B2B + B2C marketers and business owners, but not a magic pill. Your personal brand and a strong public-facing company culture are essential. Rob and our star guest, Tony Pec, discuss how you can make it to the top.    Key Takeaways:  Be authentic and show off your culture.  It doesn't matter if you're in an enterprise company or a solopreneur. YOU are your culture. Let the world know who you are and what you believe in to resonate with others in an authentic way.    If someone comments on your post or content... COMMENT BACK.  Someone is taking the time out of their busy day to engage with YOU. Do you have an abundance of free time? "No"? — It means they give enough of a shit to interact with you, so give a shit back.  Get to know and immerse yourself in your audience.  People generally create content and only interact with the content they created themselves. Content creators rarely really get to know or directly engage with those who follow them. Don't make this rookie mistake.  Everyone loves free shit, so offer it!  Depending on what audience you're trying to target, you can offer free product if you're looking to drive conversion, though if your goal is awareness or fame, then always offer cash. Who doesn't love money?    "People expect to build their brand on social in a month. How the fuck can you expect it to build your brand in a month if it took you 9 years to do it offline?! Does social media build your brand faster? Abso-fucking-lutely! ... But it's no one's job to remember who you are and what you do in the morning. It is YOUR job to stay front and center."  - Tony Pec, Godfather of Instagram, Founder of Y Not You Media    About Tony  Tony Pec, known as "the Godfather of Instagram," co-founder of Y Not You Media, is a Forbes accredited digital marketer who specializes in targeted Instagram followers, brand strategy/dev, social ads, web design, and content creation.  Tony has an office in NY and a team of twelve and is a motivational, mindset, and keynote speaker for small and medium-sized businesses.  Connect with Tony Pec on Instagram, though look for the blue check to make sure it's him! –> @TonyPec_    Feel free to connect with Tony Pec or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #ynotyou #socialmedia #influencer #infuencermarketing #growth #marketing #instagram #digitalmarketing #content #thoughtleadership 

DTRH Episode 49 What Your Ad Agency is Hiding From You Ft. Colby Flood Many ad agencies are not transparent and often hide their process from you. They come off as "shady" or "insincere" when interfacing with clients. This creates a high tension in their client-provider relationship, followed by a rocky road of high churn and failure rate. This can be avoided by providing clients with the details about their process/roadmap and transparency around their decisions.    Key Takeaways:  The grave mistake ad agencies make is being opaque.  Lead with education while engaging with clients. Transparency and honesty are the policy. The key to preventing churn is a mutual understanding of the what, why, how, and the outcome you're getting.    Learn each client's communication style.  The ability to communicate appropriately is often warped. Over-communication is highly suggested until the right level, and proper language is established.  Don't attempt to "do everything."  If you try to do everything, you accomplish a whole lot of nothing.  Nobody likes surprises...  Always create a plan for clients. If you aren't planning the future for the clients you interface with when providing advertising services, you tend to have a high churn rate and damage the relationship.    "Slow down to speed up."  - Colby Flood   About Colby As an in-house marketer, Colby noticed one major issue with the agencies he hired—communication.  Colby founded Brighter Click to create an education-first agency that focuses not just on performance, but on proactive communication led by education.   Feel free to connect with Colby Flood or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #HighVolumeIsDead #Advertising #Marketing #DigitalMarketing #EducationFirst #Transparency #Honesty 

DTRH Episode 48 High Volume Marketing is DEAD Ft. Seth Greene Hate to break it to everyone, but high volume is DEAD. The amount of "noise" generated by businesses in the marketplace created a toxic environment for demand generation, delivering valuable content, and selling. We're all playing the "numbers game." Turns out this "game" dug the mile-wide hole most businesses are stuck in.    Key Takeaways:  High-volume outreach damages your brand. It annoys the sh*t out of people, you become viewed as irrelevant, and it makes your company, marketing team, and sales reps look bad in the marketplace.    Too many people try to grow their business themselves. They dump money into high-volume spray-and-pray marketing, high-volume spaghetti selling, and mass-distributed generalized advertising. Don't "generalize" your messaging. Be relevant and be sure to connect the dots for them. It's only obvious to you because you created it or sell it so you must meet them where they are, then start building relationships by communicating with them at a human level. Segment your prospects into core groups. Segmentation of your prospects or target buyers into small niche audiences is of the utmost importance. Ensure you are speaking the language of the customer before engaging. Stop the bullsh*t product peddling ASAP.   "People's most valuable commodity isn't their money; it's their attention. If you're boring, if you sound like everybody else, if you're plain vanilla, no one will pay attention to you..."  - Seth Greene   About Seth Seth Greene, Founder of Market Domination LLC, is the nation's foremost authority on how to grow your business with a cult of 50 evangelists promoting your business every week for a year.  Seth is the co-host of the Sharkpreneur Podcast with Shark Tank's Kevin Harrington which was named the number 6 podcast to listen to by Nasdaq.  Seth is a 9-time best-selling author who has been interviewed on NBC News, CBS News, Forbes, Inc, CBS Moneywatch, and many more.    Feel free to connect with Seth Greene or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #MarketDomination #HighVolumeIsDead #DigitalMarketing #Advertising #Growth #Sharkpreneur #Marketing 

DTRH Episode 47 Scale your Agency with High Profit Margins Ft. Lucas Capestany The challenge agency owners face is attaining profitable growth. Their margins are stripped due to the sheer amount of resources it takes to achieve their clients' desired results which robs them of their ability to grow or scale. Agencies often tend to get "stuck"—it happens all the time.    Key Takeaways:  Don't be afraid to say "no" to a potential client if you know they are toxic or won't make you a profit.    If the value you provide generates a massive ROI, increase your prices.  Learn the basics of sales psychology, supply and demand, and value pricing. Bigger is not always better. Sometimes "big" contracts will spread you thin and rob you of any profit.    "If you don't say no to at least one person every week, then you're doing it wrong."  - Lucas Capestany   About Lucas Capestany Lucas is a tech entrepreneur. He builds software and communities for my customers. He is the Founder of a 6-figure digital marketing agency called Twiz.io, and Founder of the AgencyGO marketing community.  Lucas's goal is to make $1 trillion but only live off $50,000 per year. Essentially, he wants to redistribute the rest to reduce all forms of suffering.    Feel free to connect with Lucas Capestany or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #Marketing #DigitalMarketing #Agency #Growth #Scaling #Profitability #Optimization #Value

DTRH Episode 46 How to Generate Qualified Leads Ft. Dan Newman Dan Newman and Rob Turley share their knowledge of generating qualified leads effectively and efficiently. It requires a deep understanding of your buyer's persona that revolves around relationship building with buyer safety. Being relevant and capturing the buyer's perspective to speak their language is essential.    Key Takeaways:  The level or number of sales activities is irrelevant if there is no conversion.    Everything is subjective — people see things from different perspectives. Be mindful of that, and cater to their reality.  Drive a process that is relationship-centric and structured around the buyer's journey. Failure is the only way to learn.    "Everyone looks through their own eyes assuming what they see is true."  - Dan Newman   About Dan Newman  Dan enables you to sell predictably. He founded Learn to Scale, an organization that provides Outbound Sales-as-a-Service, Operations, and Leadership Consulting. Dan relishes impossible problems with 13+ years of learning and development expertise working with major tech companies and education institutions.  Dan is also the Co-Host of The 20/20 Perspective, a podcast about failure.    Feel free to connect with Dan Newman or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #LeadGeneration #OutboundSales #Relationships #Leads #Prospecting #Sales #SalesEnablement

DTRH Episode 45 Go Against the Grain - Hire Millennials Ft. Nate Sroor Learn from two C-level Millennials about how to hire Millennials. Enough said.    Key Takeaways:  Spot the hustle. How to find the millennials with the drive and determination to learn at any cost.    Test them. Though it's an "out-of-scope" ask—see how committed they are to helping you and your business.  Loosen up and take on a bit of risk. Give millennials more room to grow and allow them to take on larger responsibilities in a shorter timeframe—or else they will leave.  People grow and progress at different rates, though most millennials will put in the work to learn and grow at an alarming rate.    "I'm 21 years old and netted $1.6M in revenue in my first 8 months at my current business—so what does my age have to do with my ability to produce?"  - Nate Sroor   About Nate  Nate Sroor is the Chief Revenue Officer (CRO) of Pneuma Media, and his focus is on growing the client and partner network. Since joining the team, Pneuma has drastically increased revenue and client acquisition, month-over-month.  Nate launched The Conscious Rebellion podcast in 2020 after seeing the direction our world is heading in. Gen Z has the power to right the wrongs of generations past and exposes the truth about what is happening in our world today, though only if they're aware of it. Nate's mission is to lift back the curtain for them.  Nate has spent his entire professional career building and scaling businesses across multiple different industries.      Feel free to connect with Thomas "Ai Nerd" Helfrich or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!  #DTRHpodcast #Hiring #Millennials #Sales #Recruiting #GenZ #Trends #Culture

DTRH Episode 44 How to Gain a Following & Generate Relevant Content Ft. Thomas "Ai Nerd" Helfrich Gaining a following and generating constant content that maintains your digital relevance is more challenging than it sounds. What does every business, business owner, influencer, and networker need in common? To stay relevant, follow trends, and keep their audience's attention. Thomas, master of contextual relevance, and Rob talk about the best practices and technologies you can use to build your following, generate content, and become or remain relevant.    Key Takeaways:  Fully commit to ONE social or networking platform. Stretching yourself results in self-destruction.    Don't leave "dead-end" comments or create posts that don't start a conversation.    Follow and familiarize yourself with market and behavioral trends. Trends are always relevant.  ALWAYS give before you get. No one likes "selfish" content or engagement.    "Technology is meant to augment and enhance humans to create progress, not to replace them."  - Rob Turley    About Thomas  "Why "Ai Nerd?" Honestly, I saw ainerd.com for sale on GoDaddy for 8.99 and bought it. True Story."  Thomas is a LinkedIn Influencer with over 165k followers and the CEO of Instarel. But first, let's go back a bit... Thomas grew up in St. Louis, MO. Great town and graduated at the end of the "DotCom Boom," which seeded his career path.  Once the boom was over, Thomas went from being an entrepreneur to corporate and consulting. 10 years or so of experience here showed him how companies and people make decisions, think, buy tech, implement, and support it.  Enter RPA (Robotic Process Automation). This technology, once observed, fundamentally changed his trajectory. That showed him the power of tech and how it can transform businesses—especially when AI is involved.  Today, Thomas is now the "Ai Nerd" at heart. He loves tech and knows how to successfully apply it in your business. He's lucky to have the gift to explain it in an "un-nerdy" way and has successfully done so for 20+ years.  As an AI-innovation, intelligent automation, and LinkedIn expert, Thomas knows how to transform digital relevance into a revenue-generating machine.    Feel free to connect with Thomas "Ai Nerd" Helfrich or Rob Turley on LinkedIn or follow Rob @RobTurley2 or Thomas @instarel_ai on Twitter!  #DTRHpodcast #Influencing #SocialMedia #ContentStrategy #DigitalRelevance #AI #Innovation #Trends #Culture

DTRH Episode 43 What's Wrong with the Marketing Industry Ft. Marcus Hemsley Marcus Hemsley, Founder of Fountain Partnership, and master of evidence-based marketing has an intense debate about what is broken in the marketing industry. Learn the greatest mistakes, how to avoid them, and the best practices to ensure your success. Get the results you deserve by focusing on the outcome. Don't mislead yourself by focusing on the marketing activity itself.    Key Takeaways:  The greatest mistake in marketing is focusing on activity, not outcomes.    "Founder's Disease" is a terminal illness. It's NOT about YOU.    Serve instead of sell when creating your content and messaging.  Speak to your audience as if you're having a face-to-face conversation.    "The biggest mistake in marketing is focusing on activity, not outcomes."  - Marcus Hemsley    About Marcus  With over 12 years of experience as the Founder of Fountain Partnership, Marcus Hemsley specializes in evidence-based marketing that brings the best return on investment for his clients.  Marcus love helping individuals, businesses and organizations achieve their aspirations. It's what drives him. He's passionate about taking bold action on the climate emergency and always keen to talk about solving for it.  Marcus's company, Fountain Partnership is a Google International Award-Winning Digital Marketing Agency. In December 2016, they were awarded Best Search Agency by Google at their Premier Partner Awards in Dublin. In 2017, they won Google's Award for Growing Businesses online in EMEA.    Feel free to connect with Marcus Hemsley or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #Marketing #MarketingStrategy #EvidenceBasedMarketing #DigitalMarketing #DemandGeneration #MarketingSolutions

DTRH Episode 42 How to Sell More Using Video Prospecting Tools Ft. Collin Mitchell Video prospecting is proven to result in up to 400%+ in reply and engagement rates during outreach. Video is more customizable and adds a human touch. Personalized video content creates a higher impact on the viewer than emails/messages composed of arid text and still image content. Have the upper hand in the competition by captivating your audience.    Key Takeaways:  Video is appropriate in all stages of sales AND customer success.    Experiment with different video tools to find which works best for you. (Vidyard, Loom, etc.)     It's okay if you suck. It takes practice. There's no better time to start than now to improve over time.  When creating video content, leave the mistakes, be human and approachable.    "... You are going to suck on video—period. Swallow that pill and start recording videos [now]."  - Collin Mitchell   About Collin  Collin Mitchell is a 4x founder passionate about sales, entrepreneurship, and podcasting! Collin is the Co-Founder of Salescast and Host of Sales Transformation. Collin lives in Los Angeles with his beautiful wife, three kids, and a new puppy!    Feel free to connect with Collin Mitchell or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #VideoProspecting #Prospecting #SalesTips #Podcasting #Sales #Salescast

DTRH Episode 41 How to Un-F*ck Company Culture Ft. Patrick Linehan Negative company culture spreads like a disease. Businesses tend to focus on the symptoms that flare-up, rather than addressing the root cause. Losses are blamed on poor marketing, bad process, ineffective selling, and other revenue-based matters, instead of internal communication, attitude, and poor leadership. Wake the f*ck up and look in the mirror. Toxic culture is often the primary reason organizations begin to die.    Key Takeaways:  Performance is not indicative of leadership success.    Be 100% honest with yourself. If you're continuously questioning the same things over and over, then something is very wrong with your culture.    People have to believe is that change is possible AND on the roadmap. Uncertainty is why people leave.    "Knowledge is power, but enthusiasm pulls the switch."  - Ivern Ball   About Patrick  Patrick is a founding partner of Linehan Group and has 20 years of experience creating, scaling, and optimizing high-performance teams and business units.  Shanghai, Singapore, Dubai, LA, London, Valencia are some of the cities Patrick has been based where he drove cultural and sales transformation in industries such as Media, Real Estate, Insurance, Solar Energy, Education, and Consulting.  He focuses on “…creating total clarity around the mission-critical and by cultivating an extreme ownership mindset with partners and clients alike.”  Patrick believes all performance is driven by culture and that business is relationships because human beings move when their emotions are moved!  Linehan Group lives by the credo: "Clarity precedes success and there can be no sales success without volume!"    Feel free to connect with Patrick Linehan or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #Culture #WinIn2022 #ElementMastery #CompanyCulture #LinehanGroup

DTRH Episode 40 SMB Marketing: From Struggle to Success Ft. Jeff Pugel Brick-and-mortar SMBs have trouble marketing themselves and often get caught in a situation where they pay a small marketing firm a lot of money to go nowhere. SMBs encounter risks when contracting marketing firms with minimal budgets, and it often ends in disaster. How do they know who to trust? It can be the difference between life and death!    Key Takeaways:  Do extensive research on a marketing firm before you contract them for work.    The greater majority of large and small businesses do not know their actual ideal target.    Do market research to ensure a market and demand for your product or service.    About Jeff  Waking up in a cold sweat at 3 AM, spring 2019. Jeff knew he was done with corporate life. The startup he joined where he had to move his family cross-country was broken beyond repair. Great concept, a handful of happy clients, but zero marketing presence to get to that next level. Things stagnated after advocating for a strategic marketing approach that the President liked, and the COO didn't. Rather than do nothing, Jeff handed in his resignation.  Today, what they rejected is what Jeff helps his clients accomplish. After 20+ years in advertising and media sales, he realized small business owners had misled what they needed to know about growing their business.  Jeff's mission is to accelerate profits and guarantee quantifiable ROI from his marketing coaching and consulting hybrid. Unlike 99% of the coaches & consultants out there, he's only happy to guarantee an outcome of positive results as long as his clients put in the work mutually agreed upon.  Jeff is dynamic, energetic, and a knowledgeable speaker equipped with actionable advice on what you can do right now to get your business back on track. Audiences and hosts love him and his approach to sweeping change without breaking the bank or spending an extra cent.   Feel free to connect with Jeff Pugel or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #SMB #Marketing #SMBmarketing #Trust

DTRH Episode 39 Innovation: The Agent of Change Ft. Tom Allen Technological innovation has been accelerating at an exponential rate since the mid-20th century, and it won't be slowing down anytime soon. Where is the world is headed? What will be driving the next "boom?" How will future innovation transform the way we live, do business, and the world we live in?    Key Takeaways:  BEWARE the status quo! It is your greatest competitor, whether you like it or not.    Technology isn't "evil." It's only a tool. How people intend to use it for either "good" or "evil" makes it so.    Failure is necessary to drive innovation.    Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder of White Rabbit Intel, delves deep into the mind of Tom Allen. Tom is a technology mogul and entrepreneur. Tom and Rob have an in-depth conversation about where the world is headed and what the future of technological innovation will potentially hold for the world. Buckle up because it gets a bit rocky and controversial!    About Tom  The best way to describe Tom is as an AI enthusiast. Tom's been featured in Forbes, Business Insider, Yahoo! Finance, MarketWatch, Reuters. He founded a media company that hosts "The AI Journal"—which has been labeled as the fastest-growing new media company "you need to watch."  Board Advisor to Alphalake AI, a technology company, supporting the healthcare sector by giving a better Digital Patient Experience through RPA and Intelligent Automation.    "I love to take calculated risks, gets my blood pumping. Always enter a situation with all my energy. Always optimistic. Love to read, aim to do two books a week." — Tom Allen   Key results Tom's delivered in the past three years: Added £9m of new business to companies revenue within nine months, which added an initial £35m+ customer lifetime value to the business Improved organic inbound lead generation from 8 inquiries a month to a minimum of 20 a month within six months. Please note the minimum order value was roughly £100k with the largest being £5.8m Handled partnerships with £B robot providers/manufacturers including KUKA, ABB, Fanuc, Mitsubishi, and Staubli Done successful inspection and analysis leading to improved operational excellence for various automation lines within food, manufacturing, aerospace, and logistics   Clients Tom's worked with: DPD, Hermes Int'l, Avara Foods (supplies Tesco & Sainsbury's), Amazon, Dataiku, Robocorp, Coca-Cola, Howdens.   Feel free to connect with Tom Allen or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #AI #ML #TheAIJourn #Technology #Futurist #Innovation #Blockchain 

DTRH Episode 38 Top-of-the-Funnel Optimization Ft. Patrick Joyce Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable.      Key Takeaways:  Build your network: The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions.    Multi-thread your outreach: Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually.    30:70 rep to prospect talking ratio is ideal: According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning."    "'Approach those with pain but aren't ready to visit the doctor yet."  - Patrick Joyce   Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts.    About Patrick  Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations.    Feel free to connect with Patrick Joyce or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #SalesEnablement #MultiThreading #TopOfTheFunnel #SalesStrategy #Prospecting

DTRH Episode 37 How to Grow Your Business Profitably  Ft. Mark Allen Roberts Growing a business generally involves a copious amount of debt, and rides the line, hovering from the black, red, and green constantly. Mark Roberts, who's masterful while working with enterprises and hyper-growth mid-market businesses to enable them to grow faster and maintain profitability while scaling. Profitably scaling operations is not an easy task, so learn from one of the best.      Key Takeaways:  Listen to your customers to understand how to best serve them: Get your customers to share their pain points. Ask them what their challenges are and what changes have occurred in their market's ecosystem. Doing so will give you the advantage of truly understanding their needs, and holds the key to how you need to improve and where to innovate or expand your offering.   Proudly sell your product for what it's worth. Nothing more, nothing less: People often undervalue or discount their products and services to land new business, especially with smaller deals. Don't give in to the temptation of giving "buddy-buddy pricing" to accounts that are not consistent customers and/or big spenders, and have a damn good reason for doing so.   Always and continuously nurture your relationships: Even if a prospect is not ready to buy yet, nurturing the relationship you have with them is critical to acquiring their business because a competitor can swoop in and steal the deal if you slip up. Sames goes with your existing clients. The better the relationship, the higher the sales volume. All good things come to those who nurture.   "'Pitching your product is not selling."  - Mark Roberts   Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Mark Roberts. Mark is an expert in generating profitable growth and scalability. He has been successful in making some of the largest firms in the world substantially more profitable while operating at a considerable level of effectiveness and efficiency within their revenue operations (RevOps) by building scalable sales, marketing, and procurement architecture and processes into their business models.    About Mark  Mark Roberts is a senior-level sales and marketing leader with over 35 years' experience driving profitable sales growth in market-leading organizations. He has driven profitability and effective revenue operations and architecture at numerous enterprise companies, including Timken, VMI, Gardner Denver, Mobility Works, Frito-Lay, and many others.  Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence Award from NSME and in 2019, the Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark founded OTB Solutions, LLC, and the popular business development blog, NoSmokeAndMirrors.com, ranked #1 in fixing sales problems. Today, he is the Founding President of OTB Sales Solutions where he helps clients diagnose and improve sales effectiveness and hire and develop their sales talent to improve sales results.    Feel free to connect with Mark Roberts or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #SalesEnablement #Growth #Scale #Enterprise #Operations #RevOps #BusinessStrategy #RevenueOperations #Profitability

DTRH Episode 36 How to use Existing Resources to Ignite Business Growth  Ft. Khalil Stultz Often a large majority of potential revenue lies within your existing client and partner ecosystem. Many business owners do not realize how much revenue can be produced with what they already have. Growth does not mean you necessarily have to scale your business or your team.      Key Takeaways:  There's a difference between growth and scale: Scaling requires more resources, while growth does not. Growth can be blood squeezed from the blood bag disguised as a stone.    Your strongest allies often are your closest competitors: Adjacent competition is more than likely one of the most powerful partnership moves a business can establish. They are not your enemy.    You can achieve resources by being “resourceful” rather than obtaining investment: There is power in “thinking broke.” Almost all entrepreneurs have been there and experienced it. Being broke forces people to become as resourceful as possible and make the most out of what you've got, so getting into that mindset, even with funds available, can create incredibly profitable opportunities by stretching resources to their limit.    "'Toxic growth' is when a business puts more money into marketing efforts or growth which often dilutes your success and elongates your goals."  - Khalil Stultz    Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Khalil Stultz. Khalil is an expert growth architect. He has been successful in building successful businesses with little to no resources.  Khalil and Rob discuss how making the proper use of existing resources while lacking the capital needed to make significant investments in marketing, and new employees can be as effective as having the budget to throw at the problem. Growth does not have to be a resource-heavy achievement. It can be done, but the question is... “How?”    About Khalil  As an Operating Partner of I Know A Guy Network, Khalil brings his experience as an investor and entrepreneur to the table. Before launching I Know A Guy Network with G. Wayne, Khalil churned and burned in the field of phone sales, converting cold calls into cold hard cash.  Khalil now works with business owners so that they don't have to waste their time with outdated and inefficient marketing methods.  His growth strategies have grown his business, and he's excited about doing the same for others.  Khalil and his wife Precious have been married for eight years and have three boys. He and his wife raise their family in Central Florida, and they love traveling just as much as they love lounging at the beach. To reach out to Khalil - Go here: https://directkonnection.com/training/.    Feel free to connect with Khalil Stultz or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #SalesEnablement #Sales #Growth #ROI #GrowthStrategy #Startup #Resourceful

DTRH Episode 35 The Art of Prospecting  Ft. Denis Champagne Prospecting is an art form. The key to closing is opening masterfully. The ability to make a real human connection with an individual you've never met before is of the utmost importance. It is a necessary skill to have. Selling is not about the sale. Selling is about the buyer, what they want to talk about, what they're experiencing, and for you, the seller, to share empathy with the buyer about their goals, their pains, their excitement, and their life experiences. Genuine care for the buyer and their needs is a must.      Key Takeaways:  You cannot fake "caring" for the prospect. Remember, it's all about them: Empathy while selling is important because the buyer has to be heard. They are the most important person in the room, but treating them as an equal is important as well. Treat them better than you would like to be treated, though remember that challenging someone is not mistreating them.    Be down-to-earth with prospects: Being yourself is critical to building any honest relationship. "Fake it till you make it" simply doesn't cut it. People will find out. Always. Simply be yourself.    Never rush the prospect and DO YOUR RESEARCH: Be prepared to know your stuff about the company and the individual. So many salespeople do not do this and it is detrimental to making a strong connection between individuals. It's the difference between guessing and knowing about the buyer.   "The key to closing is opening masterfully."  - Denis Champagne    Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Denis Champagne. Denis is an expert, prospector. He has trained hundreds of salespeople on how to prospect effectively and make a real connection with the individuals they target.  Denis and Rob discuss how making that connection is valuable to the buyer, and will set you apart from other sellers out there. Being the person who listens, who understands, and that has the knowledge and expertise is critical to the process of effective top-of-the-funnel lead generation.    About Denis  With a wealth of knowledge gained through the last 35 years in the sales industry, Denis integrates his Old School proven sales practices with New Age methods, leveraging technology to enable sales professionals to predictably scale pipeline, win more deals, and enable client success.  He has prospected successfully for the last 15 years as an executive connecting to the C Suite for various clients on 5 continents, coached over 1000 reps in his own call center during the ten years of ownership, and now coaches all over the world.  Denis now specializes and focuses on coaching and training Account Executives or SDR, BDRs who are mandated to reach the same targets he did.  As a former elite master athlete in cycling and a racquet professional earlier in his life, Denis brings this mindset of preparation and training to help sales teams operate with the mentality of elite athletes. Denis' focus is on helping sales professionals develop consistency, relevance, courage, confidence, and narratives to prospect effectively and reach their targets.  Just like sports, achieving excellence is the non-negotiable standard for Denis and he knows that a caring coach or mentor can make the difference in reaching the highest level of the sales profession. Denis is married and coaches in English, French, and Spanish.    Feel free to connect with Denis Champagne or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #Prospecting #TopOfTheFunnel #RelationshipBuilding #Connection #Targeting

DTRH Episode 34 Why Building a Relationship Narrative is Critical in Marketing  Ft. Dacia Coffey  Relationships and quality conversations are critical to effective marketing experiences. There is a conversation happening between you and the consumer, whether you're present or not. This means the content you market "speaks" to them. During that conversation, a relationship and trust are formed over time. The expectation is that they will give a little more to you in the form of personal information, attention, or effort in response to a quality experience.      Key Takeaways:  Business marketing is about turning strangers into collaborators: The cold market stays cold until there's a need or desire that must be entertained. This is driven mainly by pain, the need for convenience, or the cost being too high to fulfill an action or outcome.    Tell the truth early and often: It is crucial to tell the truth because lying in business is a tremendous mistake. If you have to lie to keep or create a relationship, then you're targeting or working with the wrong people.    It's not the technology that fails, it's the people and the process: Technology can fail, but if it's a decent marketing/advertising platform, then it's not the culprit. Techn is built to execute for you. If a campaign isn't working, the culprit is likely the target, message, execution, or process itself. It means it's time to reflect.    "Repitition in the buyer's journey is the only way to get them to truly advance."  - Dacia Coffey    Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Dacia Coffey. Dacia is an experienced, purpose-driven marketer. She is talented in creating content and experiences around incredibly sophisticated or complex products that make a large impact. Hands down, doing what she does is one of the most difficult tasks to be successful with.  Dacia and Rob discuss how the process and mindset behind the content itself are driven by the purpose, the impact, and the outcomes that a product, service, or experience will deliver to the audience or consumer. The end goal is to establish trust with the viewer. To make an impact, and leave them better off than they were before, even without selling them anything. Value in the takeaway to create a natural Call To Action (CTA).    About Dacia  Dacia Coffey is the CEO of The Marketing Blender and she's known for her energy, effective marketing strategies, and her impact as a professional speaker and author. She's also a fractional CMO that offers corporate workshops, group training, and one-on-one coaching.  The Marketing Blender helps companies in highly technical industries stand out in the sea of sameness. They mix The Seven Fundamentals of B2B Marketing: Strategy, Branding, Website, Advertising, Digital Marketing, Trade Shows, and Sales & Marketing Alignment.  As a top-tier sales professional & copywriter, Dacia has been on the front lines and has discovered the secrets of what grabs people's interest, and what catalyzes action. We help our clients build a massive competitive advantage.  Dacia loves to speak at conferences, trade associations, and corporate events. Her topics focus on how to maximize influence by improving communication. She believes that people disrespect their own potential by treating work like a 4-letter word.  She believes that "safe," bland marketing sabotages sales. She asks you this; "what is "safe" about marketing that doesn't work?!"  Her areas of expertise include KPI Development, Sales & Marketing Alignment, Sales Mapping, Marketing Plan Development, Core Values, Mission & Vision Development, Messaging Choreography & Differentiation, B2B Brand Strategy, Succession Planning, Mergers and Acquisitions (M&A) Communication Planning, Investor Strategies, Digital Technology Integration & Alignment, Distributor Relationship Optimization, Data Management & Dashboard Creation, and Fractional CMO Services.    Feel free to connect with Dacia Coffey or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Marketing #ContentStrategy #RelationshipBuilding #ConversationalIntelligence #Targeting #MarketOps

DTRH Episode 33 How to Increase Conversion Using Identity Graphing & Psychographics - Part 2  Ft. Tommy Liantonio  Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.      Key Takeaways:  Marketing starts before a product is even created: The market must be asked about a set of problems, and asked if those problems need, or are even worth being solved. "If we build it they will come" is the greatest lie ever told.    Don't change your target, remove the wrong people within that target: Doubling the sales, doubling the emails, doubling the team, doubling everything is not the answer when trying to scale. The key is a removal process. We don't need more leads, we need more focus on the individuals who will buy.    When a sale fails, it's usually because we fail to execute properly: Enough said.    "You need to prove to that it is a good buying decision. Most things that people buy are because it's how it makes them 'feel,' so salespeople should be building relationships and helping to solve a problem, not products or services."  - Rob Turley   Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing.  Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another's lifeblood. They share the same heart, lungs and need each other to survive.  Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.     About Tommy  Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C.    Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

DTRH Episode 32 How to Increase Conversion Using Identity Graphing & Psychographics - Part 1  Ft. Tommy Liantonio  Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.     Key Takeaways:  Matching personas from historic sales can increase conversion by 30-40%: Your data tells a story of who, what, and why prospects decide to become a customer.    Looking at a person's behavior and psychographics will tell you what is important to them: What people do, follow, and act upon representing who they are, what they believe in, and what core values they have.    Finding the one who resonates with you best to pinpoint the champion within your deals: People buy from people they like, trust, and can relate to. The champion of any deal is likely to feel all three ways about you as the seller and is critical to building a strong, successful relationship.    "There are only two reasons why somebody doesn't buy into what you're offering. Either your have the right message for the wrong audience, or the wrong message for the right audience."  - Tommy Liantonio    Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing.  Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another's lifeblood. They share the same heart, lungs and need each other to survive.  Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.     About Tommy  Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C.    Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

DTRH Episode 31 Why "The Three 'C's of Business Communication" are so Critical  Ft. Brian Burkhart  "The Three 'C's of Business Communication" are crucial to an internal or external communication structure in all businesses, no matter the industry or the vertical. Communication and understanding, or the lack thereof, is either beneficial or detrimental. The key is to elevate people and have a well-defined purpose.   "Justification subverts your own growth."  - Brian Burkhart    Key Takeaways:  The Three 'C's of Business Communication: clarity, conviction, and connection. When communication is broken, it's often one of the three 'C's, and one 'C' failing usually leads to the other three backfiring.    The best presenters all have something in common: Presenters like Steve Jobs are obsessive about what? About their audience. Sure they may not be the most tolerable people in an intimate situation, but speaking to the audience FOR the audience creates the best possible outcome.    Do not allow unawareness to control your success: Unawareness is a scourge upon a person or a business's effectiveness to communicate. One must look in to be able to see out with clarity. How well are you communicating with the people around you?  Your business must have a well-defined purpose: The purpose your business stands for should not be process or product-oriented. It should be almost a meta-purpose. The reason you exist. It goes much deeper than the superficial. It is not "what you do," it's "why you do it."     Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Brian Burkhart who is a master of communications and public speaking.  Brian and Rob talk about how mindset, business communication, and "The Three 'C's of Business Communication" are all connected to one another and drive a business (or a person) to the highest level of success and personal/organizational development. It's not what you know, it's who you know, AND how well you can communicate with them. Looking in to see out is so important. Understanding and accepting the problem is the first step to recovery.     About Brian  At the heart of almost every professional sales process is the actual sales presentation, or pitch, itself. Long or short, highly technical or simply skimming the surface, sales presentations are unique, critical opportunities to create trust, connection, and understanding. Do this well, and suddenly hitting quota becomes easy. Struggle along and soon you'll be wondering if sales are the right occupation for you! Here's the good news, sales presentations are a learnable skill.  The best ones are rooted in brain science that works no matter the industry, nor audience. And best yet, once you know the secrets to success, you may even find these pitch opportunities to be downright fun.  Brian is the Founder and Chief Word Guy at SquarePlanet Presentations, a Phoenix, AZ firm dedicated to “Elevating People” by helping individuals, teams and enterprise clients improve their pitch game. He's been at this for decades. Literally.     Join #SAFFG (Sales a Force for Good)    Feel free to connect with Brian Burkhart or Rob Turley on LinkedIn or follow Rob @RobTurley2,  or Brian @BrianSaysBeBold on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #PersonalDevelopment #BusinessCommunications #PresentationSkills #Purpose #MIssion #Vision #Mindset #PublicSpeaking

DTRH Episode 30  How to Build and Train Sales Teams Ft. Fred Copestake  Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable."    Key Takeaways:  Drive selling with the 6 Elements of Sales: Trust, win-win focus, interdependence, transparency, comfort with change, future-oriented.    End the "Olde Worlde" sales function: Selling as if it were 1985 is not only out-of-date but straight-up, ineffective. People don't buy the way they used to. Empathy is everything, and mutual benefit is the way.    PQ (Partnering Quotient): You may have heard of IQ, EQ, or TQ, but PQ is one of the largest drivers for establishing a successful sales or partnership relationship. Remember this: Companies don't partner, people do.       Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Fred Copestake who has trained quite literally tens of thousands of salespeople and hundreds of sales teams.  Fred and Rob talk about the mistakes that sales organizations make, constantly, and the damage that it causes. They talk about what needs to be done to repair this tragedy of a situation. The failure rate of sales teams and coaching programs is borderline pathetic, and the willingness/awareness of the change within the sales industry is far from understood by the majority within it.    About Fred  Fred Copestake is the Founder of Brindis, a sales training consultancy. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries, and worked with over 10,000 salespeople.  He has taken aspects that make a significant impact on modern selling and put them into his book Selling Through Partnering Skills. The ideas within form the basis of Fred's work with sales professionals who are involved in complex B2B sales—to develop their approach and ensure that it is up-to-date, and has maximum impact.    "Organizations don't partner, people do."  - Steve Dent    Join #SAFFG (Sales a Force for Good)    Feel free to connect with Fred Copestake or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Fred @FredCopestake on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PQSales #SAFFG #Career #ProcessImprovement

DTRH Episode 29  How to Accelerate Your Sales Career Ft. Steve Bookbinder  Accelerating your sales career involves an unlimited ability to adapt, adopt, and embrace change. Adaptation is an essential element when it comes to navigating an ever-changing industry. Adoption is critical to the learning process, and no one process is correct—adopting attributes from multiple processes is key. Navigating the sales industry, an industry in a perpetual state of change is only possible by accepting and embracing it.    Key Takeaways:  Experiment with the habits and mannerisms that successful people express: Experiment with the processes, qualities, or habits that are manifested by the successful individuals you follow closely and look up to—branch out from there and add your own personal flair or uniqueness.    There is no "right" or "wrong" way to do anything: "Right" and "wrong" are simply an opinion. Whether something is right or wrong isn't relevant, though what is relevant is what's working. Focusing on effectiveness first, and efficiency second will set you on a path that leads to accelerated success.    Be open to criticisms: Being open to others' opinions and critiques are how we learn and grow. Finding comfort in constructive criticism is far easier said than done—though it is essential to learn how not to take critique personally, and use it to your advantage by re-assessing yourself, your process, and your approach to drive improvement.  Don't be influenced by the exception(s): Just because something worked one time does not mean it will continue to work again and again. Be wise and think through the "why(s)" before making a concrete decision to adopt a new habit, practice, or process.      Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Steve Bookbinder to talk about how being adaptive and adoptive accelerates your career in sales. That, and pipeline management. Being flexible and open to criticism is the key to accelerated success.  Steve has mastered the way of pipeline and pipeline management, though he is also a "jack of all practices"—meaning that he has adopted practices and processes from dozens of different sales methodologies, and has learned how to adapt and leverage aspects of each and every one of them, rather than following a single method.    About Steve  Clients rely on Steve to bring them best-practice tactics, strategies and habits observed first-hand around the world and deliver them with humor and passion. Participants report a dramatic increase in confidence and measurable improvements in performance.  A consistent theme to Steve's long career in sales, sales management, coaching, and training is "Adapt & Adopt."  Steve's latest breakthrough, Echo selling, introduces today's salespeople to the influences of psychology, digital media, and word-of-mouth on buying decisions. Covid-19 has accelerated changes to the marketplace and to the way salespeople can effectively train for success.  Steve's company Digital Media Training (DMT) has developed new training methods, blending virtually-delivered training with on-demand videos and sales manager support. By leveraging technology with best practices, Steve and DMT have enabled Watch-Listen-Read-and DO learning methods—leveraging everyone's preferred learning style.    Fun Facts About Steve:  Steve successfully swam the English Channel as part of a 4-man relay in August 2008.  Steve has traveled more than 4-million air miles to train more than 50,000 people, conduct more than 5,000 in-person workshops.  Steve has delivered over 500 keynote speeches in more than 20 countries throughout North and South America, Europe, Asia, and the Middle East.    "The typical B2B customer is now behaving like a B2C customer."  - Steve Bookbinder    Join #SAFFG (Sales a Force for Good)    Feel free to connect with Steve Bookbinder or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Steve @DM_Training on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PipelineManagement #SAFFG #Career #ProcessImprovement

DTRH Episode 28  Why "Salesborgs" are the Future of Sales & Marketing  Ft. Justin Michael  What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output.  This is an image of a fractal pattern. These are found in all of nature.    Key Takeaways:  Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.   Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably.    The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect's alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity. Relevance at Scale: If you can't find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization.      Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies.  Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect.    About Justin  Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades. Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He's releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.”  Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks. Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Take the TQ test! See how tech-smart you are! >>>    "Use resonance, pain, and fear to trigger people emotionally."  - Justin Michael    Join #SAFFG (Sales a Force for Good)    Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

DTRH Episode 27  Why Cold Calling Isn't Dead  Ft. Jason Bay  Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered.    Key Takeaways:  Leverage your prospect's value prop to strengthen your own: By doing so, you make the principal point of your conversation about their core values, beliefs, and overall company mission. It creates a well-defined way to make the prospect the hero while strengthening your own value prop in the process.    Share wins that clients are having over sales successes: Driving your team's knowledge and morale by sharing wins that your clients are having. It creates belief in the product, and each win becomes a powerful story for future selling efforts. A sales success on the other hand means the salespeople are literally just doing their jobs.    Proof + Passion x Persuasion = The Equation: It's the golden combo. Proof of concept by telling stories, passion while doing so (true belief in what is being sold), and the ability to persuade, and sell past the "no" is necessary for a successful cold call.      Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jason Bay to discuss the cold-calling process, how to effectively sell while using a phone, and talk about the best practices to get the outcomes you desire.  Cold calling has recently had another boom, though that boom is driven by mobile number access. Cold-calling has been dead for quite some time, though it has resurrected itself as a reprieve in our noisy digital world.    About Jason  Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hates no-to-low-response cold emailing, and salespeople who do not feel confident while making cold calls. Jason works with reps and sales teams from companies such as Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and numerous others. Selling is the only "adult job" Jason's ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to help hundreds of reps master cold outreach.   "80% of prospecting success is the art of conversation."  - Jason Bay    JOIN #SAFFG (Sales a Force for Good)    Feel free to connect with Jason Bay or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ColdCalling #Prospecting #Sales #Coaching #SalesTips #SDR #BDR #SAFFG

DTRH Episode 25  Making Sales a Force for Good  Ft. Marcus Cauchi  When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation.    “67% of buyers consider sales and salespeople to be 'morally bankrupt'.”  - LinkedIn State of Sales    Key Takeaways:  Engaged employees create 273% more profit: Salespeople and other employees are not "assets." They're human beings that need a mission, vision, and purpose to see value in who they are and confidence in what they do.    Buyer safety should be central: The customer should NEVER be an afterthought. Centralizing a business around protecting and serving the customer is proven to keep growth at a high trajectory. Play an infinite game.    Decision-makers want to be challenged: Do not avoid conflict with the customer or prospect. They're not "always right." If what they believe is actually hurting them—help them realize there's a better way.  Fact: quota-based sales are not effective: The performance of a sales team that doesn't have to "meet quota" with leadership that has a solid ethical foundation who have the freedom to build quality relationships sell more.      Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Marcus Cauchi to talk about how sales have become "morally bankrupt" and what we need to change to make selling a force for good.  The sales industry has plummeted into a deep, dark hole that was dug by incompetence and tragic desperation. Salespeople have become feared and avoided and this has caused serious issues with the way we view business development.  Something fell off in the 70s and 80s where salespeople became predatory, aggressive, and were told that "it's okay to lie if it gets you the sale." Sales leaders must work together to reconstruct the industry to become a force for good.    About Marcus  With over 30 years of experience in sales, Marcus believes that selling is a service profession, not a self-service profession.  Unfortunately, he’s found not everyone sees it this way, which is why he’s a man on a mission to rewrite the sales industry. This is due to where the practice has been driven by the unscrupulous and incompetent.  Marcus is furious that the financial cart is being put before the customer success horse. He's livid that salespeople are being trained, encouraged, and incentivized to lie, manipulate, and mis-sell by managers and leaders who make the customer pay a heavy price for their greed, lack of competence, and soulless immorality.    "1/3 of B2B buyers want a 100% seller-free buying experience."  - Gartner    JOIN #SAFFG (Sales a Force for Good)    Feel free to connect with Marcus Cauchi or Rob Turley on LinkedIn, or follow Rick @The_Inquisitor or Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #buyersafety #procustomer #SAFFG #channelsales #customerfirst #Scale #Growth #Mindset

DTRH Episode 25  How Entrepreneurs Embrace Change  Ft. Rick Meekins  Embracing change and keeping what we like to call "change management skills" sharp is critical to master as an entrepreneur, no matter the phase you're in. Always maintain your entrepreneurial mindset, and listen to the market. Align your vision to it. It's not what you want; it's what they want.    Key Takeaways:  Getting Comfortable is NOT a good thing: A perpetual state of discomfort is what you should be feeling at all times. Embrace it. If you become comfortable, you've given up.    NEVER lose your "entrepreneurial mentality": Being open to and embracing change is key. Always be prepared to pivot your business on a dime. Change is good. Change is the lifeblood of the market.    "If we build it, they will come" is a bald-faced lie: Enterprises make this mistake constantly. Building a solution around a vision without market demand is a HUGE potential loss. Build what the people want, not what you want. At the very least, try to make those two things align.      Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Rick Meekins to gain insight into a man who constantly faces the beast we call "change."  As entrepreneurs, Rick and Rob dive into the mechanics behind change management and company-wide pivots. They have seen it all when dealing with and driving change within businesses because they quite literally do it for a living at a personal level, a services level, and a product level.  This episode will help you learn to become "an agent of change." Doing so is one of the most important parts of becoming a successful entrepreneur, so listen up close because there is a lot to learn, ladies and germs.    About Rick  Over the past 30 years, Rick Meekins has started several companies and consulted for many more across various industries.  He is passionate about working with small businesses to help them develop effective infrastructures and strategies that will support a business's growth.  Rick enjoys working with individuals who are focused on bringing their unique gifts, abilities, ideas, passions, and inventions to the marketplace. Maintaining the status quo has never been enough for him. Instead, he always strives to make things stand out—beyond the superficial.  Rick founded the company Aepiphanni Business Consulting in 2005 to serve the operational and strategic needs of small businesses. Aepiphanni has evolved into a global team of consultants and support specialists who work virtually but personally. They specialize in guiding companies to build extraordinary businesses positioned to achieve long-term goals.    “When things change we need to just go ahead and dig back in.”  - Rick Meekins    Feel free to connect with Rick Meekins or Rob Turley on LinkedIn, or follow Rick @RickMeekins or Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Change #ChangeManagement #SalesEnablement #Entrepreneurship #Pivot #StartUps #Scale #Growth #Mindset

DTRH Ep.24: How to Build & Scale a Solutioning Team - Ft. Bryan Whittington  A sales team's capacity to solve problems is imperative for a valuable buying experience. C-Suite and VP-level executives' jobs are to solve complex problems. If you cannot help them solve complex problems, you're selling novelty, not a solution. How do we teach salespeople how to solution sell?    Key Takeaways:  No one gives a sh*t about the product: Help solve a problem. Stop pitching products or features. No one cares about the product. They care about solving issues they're dealing with. That's it.    Use mind-mapping when selling: The technique of visualizing the problem to propose a solution while working with a prospect is a powerful and effective way to understand how it all connects.    Solution selling cannot be scripted: The ability to define a subject or a solution in multiple ways (at least five ways is recommended) is key to developing the buyer's understanding of a proposal.    Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Bryan Whittington to learn how to build and scale a solutioning sales team.  Solution selling is the most effective form of sales. A team trained to solve problems and understand how to break down the complexity of a set of issues that a business has, thread a solution into a well-crafted and easy-to-follow proposal will have a greater close ratio.  This episode will help you understand how to build a team with well-developed solutioning skills that do not sell the product or product features as the value add. Products are a commodity unless a solution to an existing problem is tied into it and delivered as the value add first.  Become a solutioning master by learning the ins, outs, tips, and tricks necessary to sharpen your team's solution selling competency.      About Bryan  Bryan Whittington, Founder at ebsGrowth and Sandler Sales Training Franchisee, believes that predictable growth enables a company to reach its true potential.  Bryan often asks people if they are staring at the ceiling at night to figure out why they're stalled. A fresh set of eyes helps you boost your revenue to the heights you only dreamed about.  Bryan is the bane of the sales leader that talks a good game but then never produce's existence.   He helps B2B SMBs with technical and complex product offerings to assess their current structure, design a world-class revenue machine, and build and then innovate their revenue operations, enabling them to scale profitably.  Bryan has already made the mistakes, had the hard life lessons, and has the scars to prove it. Don’t suffer through the same grief that we’ve had to endure. Bryan helps save the heartache. (The time and money too).    “We fight like we train so let's train like we fight.”  - Bryan Whittington   Feel free to connect with Bryan Whittington or Rob Turley on LinkedIn, or follow Bryan @ebs_Growth or Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #TeamBuilding #SolutionSelling #SolutionSkills #Scale #Growth #BuyersJourney

DTRH Ep.22: How to Sell to Procurement - Ft. Jill Robbins  Make procurement your ally, not your enemy! Stop avoiding them like they're the plague because they aren't there to kill the deal, they're the ones who make it happen. All they want is to be a part of the deal up front, treated equitably, and heard. The key to aligning with procurement is transparency and TRUST. Key Takeaways:  Trust is EVERYTHING: Gaining the trust of procurement is not easy, but once it's established, you're at an advantage—never risk losing it.    NEVER be dishonest: Once you've lost the trust of a procurement officer, you've lost the trust of all of them. It's a small, tight-knit group of people in the field, and they all talk to each other.    It's NOT about the price tag: Cost of product is not the main concern, or even a blocker (as long as it's reasonable). It's about the trust that you'll deliver quality, the proper quantity, and have consistency.  Negotiate from a position of strength: Standing your ground during a negotiation is of the utmost importance, but at the same time, to not be aggressive. It's about being assertive.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jill Robbins to learn how to make procurement your ally.  Most individuals believe that procurement is the enemy, though no, they are the people who are going to be making it all happen. Making procurement your ally is of dire importance, to say the least.  If you want to be a "choice" supplier, you must understand your customers deeply to deliver value beyond getting the contract signed. There is a relationship to maintain quality of communication, service level, and acute timeliness that follows the contract signing upheld.  Negotiating can become heated, and usually, one side wins, but with good negotiation, everyone loses (which means everyone wins). You must negotiate from a position of strength to get what you need, most of what you want, and the least amount of "loss" as possible to be at an advantage.    Warning: Aggressive sellers beware. You are not welcome in the procurement world.      About Jill  Jill Robbins, President at Business Fierce, has been sold to by the world's largest companies, seeing the good, bad and ugly from sales professionals.  Jill is now advising companies how to navigate the “dark side” of working with procurement, negotiating effectively, and delivering stronger results.  She was inspired to found Business Fierce helping clients elevate their selling game as they sell to and through procurement. Her clients become "Procurement Insiders" and learn how to sell smart. Results include closing deals faster, collaborative working relationships with procurement, winning more competitive bid opportunities, and increasing sales.  Jill has spent the last 20+ years as a global procurement executive with various Fortune 500 companies, including Eli Lilly & Company, Elanco Animal Health, Ingersoll-Rand, etc. She has built and transformed global Indirect procurement teams, elevating the procurement brand to one that delivers both top-line and bottom-line productivity and making it easy for internal stakeholders to buy smart.  Jill also provides strategic consulting to startup biotech and medical device companies to establish procurement governance, digital transformation, and implement a culture of buying SMART.  While working in the corporate world, Jill and her husband have been successful entrepreneurs. • Jill has a 5-year-old son, written a children’s book, and is an avid athlete.    “Make procurement your ally, not your enemy. They may forgive, but they'll never forget.”  - Jill Robbins    Feel free to connect with Jill Robbins or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Negotiation #SalesTips #Procurement #Business #MassProcurement #RelationshipBuilding #Trust #SalesEnablement

DTRH Ep.22: The Power of "No" in Sales & Negotiation - Ft. Arturo Del Rio Jr.  Saying "no" to prospects, clients, partners and while negotiating is a powerful thing. Being a "yes man" doesn't get you where you want to be. Backing up that "yes" can be very difficult and, in some cases, destroy relationships. No is often the factor that gets you the outcome you want.  Key Takeaways:  "No" is a powerful word: It can reframe an entire negotiation and defines your limits.  No one likes a "yes man," it takes "no" to grow: You'll get used up dry—over and over again. Stand your ground: If you even give an inch, you'll be at a disadvantage. No means no.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Arturo Del Rio Jr. to rant about how saying "no" and using technology as a strategy is of the greatest importance for both your team and your business.  Rob and Arturo are both CEOs of artificial intelligence companies and announce their partnership to create the world's first AI growth suite.  Warning: This episode gets intense.      About Arturo  Arturo Del Rio Jr., CEO & Co-Founder of ADMD Solutions, brings seasoned leadership and executive direction with his deep passion for delivering substantial revenue growth to customers (our Fans) in highly competitive markets. In the last two decades, Arturo collaborated side by side with organizations, including IBM and Sungard, to create & build top-performing teams.  Moving forward with his vision for ADMD, Arturo couples his passion for growth with disruptive AI-based technologies to bring to the Global Marketplace the World's first end-to-end AI Growth Suite.  When Arturo isn't growing businesses, you’re sure to find him in the woods or on some lake fishing, playing flamenco guitar and singing, or cooking up a storm while enjoying a glass of Spanish wine.    “Help others achieve their dreams and you will achieve yours.” - Les Brown    Feel free to connect with Arturo Del Rio Jr. or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #Negotiation #No #SalesEnablement #AI

DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low  It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success.  Key Takeaways: The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a thing.  Do Not Pitch: The pitch is for the birds. It's not the point. The point is to connect and set a meeting. Be Human: Just because it's virtual doesn't mean you should change your typical social patterns.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Alex Low to tear away at the facade created by a virtual selling environment we call LinkedIn.  Selling on social media platforms is not unlike any other form of selling. That is usually where people end up going wrong. They feel like they have a license to pitch at will when, in reality, nobody wants to be sold to. No one.  Though, people love communicating and love to buy things. The key is to approach as if you were meeting someone for the first time at a cafe, and have a damn good reason to be doing so. Being genuine, showing real interest, and understanding the psychology behind what people need to be willing to engage with you is the secret sauce.      About Prateek  Alex Low likes to refer to the following story to describe his mission and purpose.    In 1519, Ferdinand Magellan set sail from Spain with five ships to find a western route to the Moluccas. Battling storms, mutinies, and the unknown, Magellan died before reaching his destination. One ship ultimately returned to Spain after circumnavigating the world.  We are in a world of firsts at the moment, all of us trying to navigate our way through 2021 and what the future will mean for us.  Why, your digital Magellan you may well ask?  In the world of Sales & Marketing, it may feel like at times you are all at sea, not knowing where to begin with your digital transformation journey. Or maybe you are part way through and now feel like the programme has lost its bearings.  Alex helps teams map out a digital transformation journey, across sales and marketing, ensuring you reach your destination.    Feel free to connect with Alex Low or Rob Turley on LinkedIn, or follow Alex @alexander_low and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #askdigitalaskalex #socialselling #guidedselling

DTRH Ep.20: What Your Boss Doesn't Tell You When Getting Promoted - Feat. Prateek Mathur  The million-dollar question... "What doesn't your boss tell you when you get promoted?" Oh yeah, that's right. There's a whole lot they don't tell you, and it becomes a fast-paced "sink or swim" situation where you better get your bearings quickly, or else you're in some real trouble! Learn what to expect to prepare for the unexpected.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Prateek Mathur to give a peek under the hood of what your bosses don't tell you when you get a promotion in sales, along with how to manage up, down, and most importantly, sideways. Sideways meaning, cross-division management.  One of the key elements of discussion is that selling yourself and managing sellers are two completely different skill sets, along with the critical ability to thread management across several divisions to maintain a far more successful outcome. Doing this takes years of trial and error to get leadership right.     About Prateek  Prateek Mathur has over 17 years of experience selling. He sold Coca-Cola to mom and pop stores, life insurance to CFOs at global firms, technology services to CIOs and CMOs of Fortune 500 companies.  More than celebrating his wins and learning from his losses, Prateek invested in grooming future leaders to be the best version of themselves.  As an individual contributor, Prateek was part of the Top 1% of a 10,000+ employee organization. This continued performance led him to the management path in 2005. Then guess what? He failed miserably the first time around!  Prateek created a coaching marketplace managerenablement.com that helps new Sales Managers and aspiring managers avoid costly career mistakes by connecting them with real sales leaders who coach sales managers to lead smarter and sell more—through their teams while driving new growth in their careers.   Feel free to connect with Prateek Mathur or Rob Turley on LinkedIn, or follow Prateek @prateekrmathur and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #SalesManagement #ManagementTips #Leadership #Teamwork #Results

DTRH Ep.19: How to Effectively Sell to CXOs - Feat. Ben Hippeli  Confidence, competence, and executive presence. That's the name of the game when selling to CXOs. Being confident and having strong product knowledge is the foundation of competence. Tie that in with dynamic solutioning skills, and you're good to go!    Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Ben Hippeli to discuss how confident solution selling is a craft that can be mastered—that supports the development of executive presence while selling to CXOs.  Having the utmost confidence, product knowledge, executive presence, and know-how behind the curtain of the prospect's industry pain-points are the ingredients for coming off as competent. Competence is the most important ingredient when it comes to a successful high-level sell.  What is "executive presence," and how do I know if I have it?  What is "solutioning," and why is it important?  How do I become more "confident?"  How do I know if I'm "competent?"  Listen and find out! It'll help you on your journey to a successful career in sales!    About Ben  Ben Hippeli teaches Professional Selling and Sales Management at the

DTRH Ep.18: Technology & Marketing Psychology "Get Shit Done" - Feat. Angela Proffitt  "Get Shit Done." Yeah, that old chestnut. The ultimate question is, "How?" Getting shit done is a formula. An age-old recipe. How do we get shit done? By using technology, marketing effectively, and reading a potential buyer's mind before meeting them.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Angela Proffitt to discuss how to "Get Shit Done" with the "Queen of Productivity" herself to fill those sales and marketing funnels. Growth hacks are life lessons that are essential to success. Using the tools that enable you to require far less effort yet still be able to do more with more efficiency and effectiveness is critical to getting yourself into the most advantageous position possible. Learn how to get more done in less time and how to get better results with less effort. Reading a potential buyer's mind using key elements of marketing psychology is critical to a smooth pipeline, and a shorter sales cycle. Creating a community around a product or a service is the most effective way to generate revenue from marketing materials, such as podcasts, webinars, and blog articles.   About Angela Angela Proffitt is an award-winning 8-figure entrepreneur and CEO of GSD Creative. She is no stranger to the spotlight and is currently the host of the Business Unveiled podcast. As a consultant with several books as well as an in-demand speaker, Angela has appeared on ABC, CMT, TLC, E! as well as other national networks. With a degree in psychology and proven expertise in productivity strategies that scale your business, her work has been featured in publications such as INC, Success, US Weekly & People magazine. When she is not speaking, writing, or creating content, Angela can be found working with other CEOs, executives, entrepreneurs and or solopreneurs to implement and master processes that can turn any business into a profitable business. Angela’s expertise has been extended to clientele such as Kellie Pickler of American Idol, Hillary Scott of Lady A, Patrick Carney of The Black Keys, country megastar Jason Aldean, and Eddie George former, a former Tennessee Titans football player—to name a few. Angela currently serves as Mentor Chair for the Nashville chapter of the Entrepreneur's Organization; a global business network for entrepreneurs who make over one million in revenue.   Click to define YOUR Ideal Customer Persona! >>   Feel free to connect with Angela Proffitt or Rob Turley on LinkedIn, or Follow Angela @AngelaProffitt_ and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #productivity #gsd #getshitdone #Motivation #Business #smallbusiness #productivitytips #Entrepreneur #leadership #planahead #timemanagement #goals #visionboard #vision #innovation #technology #distractions #mindset #gsdacademy #foundation #timeblock

DTRH Ep.17: What About the Middle of the Funnel? - Feat. Phil Gerbyshak  Whatever happened to the middle of the sales funnel? That's right, the "messy middle." The part of the sales funnel where we have to keep relationships alive, even when they don't result in immediate new business. Learn to navigate one of the most ignored parts of the sales process where much of what goes on—is truly organic and constantly changing.   Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Phil Gerbyshak to navigate the infamous "messy middle" muahahaha! The Middle of the funnel is the greatest weakness for the majority of salespeople. Even more so than closing. That's right—more difficult to navigate than the close. Listen to the discussion between Rob & Phile that will help you understand how to effectively navigate the sea between the open and close so you can drive up your number of proposal opportunities and close-ratio!   About Phil  Phil Gerbyshak knows sales. Phil is a sales speaker, executive, expert, leader, mentor, podcaster, and coach. Phil has written five books, more than 3,000 articles, and has been quoted in the Wall Street Journal, Daily Globe, Financial Times, Investor's Business Daily, Inc. Magazine, and many other publications. Phil's been on three covers, including earning three covers: Speaker Magazine, Marketing Media and Money, and Social Selling Made Easy. Recently he was recognized as one of 25 Sales Leaders to follow by Crunchbase. Phil is currently the Chief Revenue Officer and Partner at Process and Results, LLC, where he and his team help tech agencies and SaaS businesses sell more. They specialize in sales and SalesOps so that teams can stay focused on what they do best.   Target New Sales Opportunities With 35x More Accuracy! >>   Feel free to connect with Phil Gerbyshak or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips

DTRH Ep.16: Let's Get Visual - Feat. Susy Rosado  Learn the steps for effectively present yourself on Zoom by properly leveraging the camera, timing, and scripting in a virtual setting. Our webcams are critical for establishing a real human connection and resonating with the people in your audience. Making "eye contact" to show your true intentions is imperative to build trust and develop a strong relationship effectively.    Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Susy Rosado to teach us how to leverage using our webcams during virtual meetings, webinars, and events. It's crucial to become comfortable on camera in a virtual setting because appearances and confidence are everything.  Knowing how to present yourself and effectively use your voice to come off as genuine is often the difference between trust and distrust. Body language is the majority of human communication. It's a subconscious requirement for humans to resonate with one another, and come to a mutual understanding.  Quickly developing a positive rapport is a serious advantage. Rapport is the precursor to a relationship. The stronger the rapport, the easier it becomes to establish trust and create that strong relationship with your audience that we work so hard to achieve.    About Susy  Passionate about how entertainment influences people's lives, Susy Rosado is a successful tv producer, a seasoned actress, and a talented talk show host who specializes in catering to Latina women in the US and Latin America with the philosophy of driving meaning and purpose within the media she produces.  Susy is an ambassador for the “Clave al Exito: Una guía Educativa para padres,” she is one of the co-hosts for “Revista De Zuleyka” and is currently the producer, writer, and host of parenting tips videos that air on the segment called "Vida y Salud" on HITN Network.   Susy has worked with Walmart and P&G brands on branded entertainment segments for millennial moms on Univision digital platforms and was a producer, director, and host with multinational Johnson & Johnson's “Momentos de Mama” on Telemundo Networks. Simultaneously, throughout Latin America, she's been busy hosting the personal finance series called “Así Vivimos Así Crecemos” for Grupo Sura and webisodes of home renovation webisodes for “Handyman Al Rescate”—sponsored by Home Depot.  Susy has been producing women and family-oriented content since 2009 when she began her own tv series called "9 MESES," a multi-platform media regarding 90-second how-to videos distributed on national television by VME that has aired in over twenty Hispanic countries on AMC/Chello Latin America.  Aside from her acting and broadcast media production career, Susy worked in corporate finance in Mexico at the companies Gruma and Cemex, reporting directly to the Chief Economist. However, she is currently is working at Douglas Elliman Real Estate, selling luxury properties, volunteers reading to children, and is the proud mother of two boys.   Feel free to connect with Susy Rosado or Rob Turley on LinkedIn, or Follow Susy @susyrosado and Rob @RobTurley2 on Twitter or Facebook!  #DTRHpodcast #FollowTheWhiteRabbit #Engagement #MediaProduction #Actress #ZoomTraining #Scripting

DTRH Ep.15: Let's Make it Happen, Baby! - Feat. Larry Long Jr.  The mindset of any individual is key to any level of success and happiness in life. We need to make it happen or it won't happen. It's as simple as that! Driving positivity is not a "leadership-only" idea. It's for everyone, and everyone can achieve anything they set their mind to. Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Larry Long Jr. to define what it means to maintain a peak level of positivity, no matter what happens in life. It is so important that we keep our mindset in a healthy place because our level of performance relies on it more than most individuals think it would. Learn how a positive mindset and belief in oneself can increase productivity, build motivation, and drive better results in anything you put effort into—whether it be sales, marketing, or just living our lives. It makes us infectious to others. It spreads and makes other people want to be around you. It makes others want to get to know you and notice you.   About Larry  Larry Long Jr is the Director of Collegiate Sales at Teamworks. He is also the Founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, inspiration, training & coaching, and the host of the ‘Midweek Midday Motivational Minute’. Larry is an experienced sales leader with a demonstrated history of success in SaaS sales. He is extremely passionate about coaching, and helping professionals take their game to the 'next level'.  Larry brings a unique perspective to the table and understands many of the challenges faced by sales professionals. His areas of experience include Sales Training, Team Development, Leadership, & Motivation within organizations of all stages (start-up to publicly traded). Practicing what he preaches, Larry continuously seeks opportunities to learn & grow.    Feel free to connect with Larry or Rob on LinkedIn, or follow Larry @larrylongjr, and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #SocialSelling #Mindset

DTRH Ep.14: Sales is Not a Numbers Game - Feat. Jamie Martin  Why is it so damn hard for people to understand that sales and selling is not a numbers game?! Ever... From start to finish, from new hire to seasoned veteran, selling is and always will be driven by people, culture, empathy, and relationships. Period.  Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jamie Martin to define what it means to maintain a healthy sales organization that is driven by people, culture, and relationships. The key to a healthy sales organization starts at the recruitment, and ends at the way we treat, coach, and incentivize our sales teams. After all, it directly affects how we sell!  Understanding how to recruit and why it's important to recruit properly is a massive gap in the sales industry. There is a lot to be learned from recruiting and recruiters that strategically applies directly to sales strategy and organizational goals—especially learning to focus on the quality of prospects and qualifying leads based on relationship potential while social selling is an integral activity in sales for businesses to survive in a digital/modern environment.  If we fail to put the people first, there will always be something amiss. There will always be issues amongst the hierarchy of the teams and the satisfaction of the employees. When there are hindrances with the aforementioned, the leadership will feel it too by seeing results that aren't quite up to snuff and pushback from their staff.    About Jamie  Jamie Martin BSc (Hons), PGCert is the Managing Director & Founder of Correct Careers Coaching is an award-winning (3x) sales professional, cocreator of a B2B sales e-Learning course. He is an author, podcaster, and public speaker. Jamie is passionate about sales strategy, social media, and sales training to improve their revenue and processes.  Jamie helps streamline business sales strategy - enhancing a strategic approach to selling, resources, developing employees' selling skills, ICT/materials utilized during the sales process, etc. He delivers modern sales training (full sales cycle), including social media marketing/prospecting, lead generation, new business conversion, client relationship management, negotiation, and his own pioneering program called "Sales Psychology."  Jamie has 10+ years of experience in B2B & B2C—working within the corporate sales, marketing, media, and the recruitment world and provided sales training to over 28 different industry sectors while working with all businesses' levels and sizes.   Jamie has received the "Best SME Sales Training Consultancy - South West England (2020)" Award and the "SME News - Sales Selling Strategy Training of the Year 2020 - South West England" Award.    Feel free to connect with Jamie Martin or Rob Turley on LinkedIn or Follow Jamie @CorrectCareers, and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesTraining #SocialSelling #CorrectCareers

DTRH Ep.13: The Origin of Sales Enablement - Feat. Roderick Jefferson  Ever heard of the term "Sales Enablement"? Well, you're about to learn not only what it is but what it means and uncover the origin of the term from the man who coined it himself—Roderick Jefferson. The man, the myth, the legend. Oh yeah, baby, you gonna learn today!  Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Roderick Jefferson to unearth the truth about sales enablement and sales team strategies by aligning with The Buyer's Journey.  The Buyer's Journey is the most critical piece to a successful sales strategy while enabling sales because people buy from people! That's the truth. There is nothing fictitious about a business's success that drives selling via customer engagement and relationship building. The key is to think on your feet to put oneself into the buyer's shoes as best as possible, and to do that, you need to understand not only them but their industry as well.  How would you want to buy the product or service you're selling? Do you want to be treated as a "cha-ching" or a number? Nope! You want to be treated like a valuable asset. Like you matter. Like you are the most important person in the room. It's all about getting helped and being shown, not told and sold. Simple as that.  If your sales strategy does not drive this simple concept, then you're not going to get very far, and you're not going to last. That's when the relationship starts, not when it's concluded. Your job as a sales professional is not done until the relationship has concluded to its entirety, and even still, staying in touch and on good terms is vital to success.  “If a sales professional believes that the sale is over after the close, they're dead wrong. It has only just begun.”  – Rob Turley  About Roderick  Roderick Jefferson is the CEO of Roderick Jefferson & Associates. He has 20+ years of sales leadership and is an acknowledged thought leader and keynote speaker in the sales enablement space. Roderick is a highly regarded executive whose expertise and insight is sought after because he understands how to create bridges between internal organizations to empower sales to exceed expectations.  Prior to Roderick Jefferson & Associates, he held various executive leadership, sales, sales enablement, operations, and customer experience roles for Marketo, Oracle Marketing Cloud, Salesforce, 3PAR, Business Objects, NetApp, PayPal, Siebel Systems, & AT&T.  Check out Roderick's new book Sales Enablement 3.0 and mention that you got referred by Down The Rabbit Hole Podcast and you'll get a massive discount! It's worth it because it's a hell of a read.    Feel free to connect with Roderick Jefferson or Rob Turley on LinkedIn or Follow Roderick @ThevoiceofRod, and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #Leadership #SalesEnablement3dot0 #TrainAnimalseEnablePeople #HopeIsNotAStrategy 

DTRH Ep.12: Desperate Social Selling - Feat. Dean Seddon  Whether you are a "Solopreneur" or corporate behemoth, you need an effective strategy that will help you have consistent sales and inbound inquiries. Crystalize the vision of where you want to take your company. Learn not to look desperate while social selling from Dean Seddon. No nonsense. Just cut to the chase.  Episode Summary  In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel delves deep into the mind of Dean Seddon to learn the intensive social selling strategies and implementation of tactics to have your growth ambitions realized. When your sales aren't hitting the mark, most professionals overcompensate by “doing” and needlessly defining processes, when you should be doing less to sell more.  Selling in a digital environment is an art, but not difficult. Anyone can do it as long as there are a clear strategy and approach.  Learn Dean’s hyper-effective methods to help any sized organization adopt social selling strategies and leverage them to grow, increase revenue, decrease effort, and generate more inbound inquiries to drive higher margins.  “If you dig deep into your strategy and thinking around your business and customer, you may not need to spend anything on marketing.”  – Dean Seddon  About Dean  From working with start-ups to multinational companies, is the maverick that helps businesses solve their number one problem: convincing more customers to buy. Dean Seddon, the Founder, and Director at MAVERRIK, has paved the way for social selling enablement with his unorthodox, yet effective strategies. Dean regularly contributes his industry knowledge to his Forbes Articles and Expert Panels as part of his involvement in the Forbes Agency Council.  Dean has helped clients and their teams generate over £10M of sales in 2020 by implementing simple, yet effective selling strategies on social and digital channels.    Feel free to connect with Dean Seddon or Rob Turley on LinkedIn or Follow Dean  @deanseddoncom, and Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #SalesCoaching #SalesTip #Consulting #Leadership #Entrepreneurship #SocialSelling