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3 episodes with sandler sales
3 episodes with sandler sales
3 episodes with sandler sales
2 episodes with sandler sales
2 episodes with sandler sales
2 episodes with sandler sales
4 episodes with sandler sales
In this episode, Gina Tabasso delves into her background as a Lean Six Sigma industrial growth strategist, sharing her journey from advertising to becoming a notable figure in manufacturing and industrial distribution. Gina and Deb discuss the complexities of helping small and medium-sized businesses grow, Gina’s holistic approach to marketing and lead generation, and the importance of addressing root issues in a business before executing marketing strategies. Gina also introduces the Manufacturing Resource Group, a consortium aiming to provide comprehensive support to manufacturing companies. This episode is a treasure trove of insights for C-suite leaders looking to navigate challenges in the manufacturing and marketing sectors. Episode Highlights: 00:34 Meet Gina Tobasso: Founder of Barracuda B2B Marketing 04:09 The Origin of Barracuda B2B Marketing 13:41 The Manufacturing Resource Group 18:52 Holistic Approach to Marketing and Business Solutions Gina Tabasso, founder of Barracuda B2B Marketing, is a powerhouse growth strategist with massive manufacturing chops. With 30+ years in industrial marketing and business development, she’s worked for the Ohio Manufacturing Extension Partnership (MEP), holds Lean Six Sigma Yellow and Green Belts (Black Belt coming in 2025), and has completed six Lean Six Sigma projects. A welding-certified expert, she’s managed leading trade publications and founded the Manufacturing Resource Group, a consortium dedicated to helping manufacturers thrive. Backed by Sandler Sales training and National Utilities Refund auditing, Gina applies a data-driven, process-oriented approach that sets her apart from every B2B agency out there. Connect with Gina:
Drop me a line and share your thoughts!Do you love coaching but hate selling? You're not alone!In this episode of Make It Visible, I sit down with sales expert Keith Harrison to break down the sales system every coach needs—and reveal what a closer really is (and why they could be the missing piece in your business).Meet Our Guest: Keith HarrisonKeith Harrison is a sales coach and operations expert specializing in helping sales teams eliminate the stress of CRM management so they can focus on what truly matters—closing more deals.Originally from Dublin, Ireland, Keith now lives in Tel Aviv, Startup Nation, where he founded CoFounder Club, a thriving community of 4,000+ tech entrepreneurs. With a sales career spanning nearly a decade, Keith has worked with top companies like WalkMe (Unicorn), ClickedIn (6-figure sales annually), and Salesforce. He is a certified expert in Salesforce, Sandler Sales, and Tony Robbins coaching techniques.Keith believes mindset matters more than skill, and in this episode, he shares exactly how coaches and entrepreneurs can optimize their sales process, master their CRM, and turn more leads into paying clients.Connect With Keith HarrisonWebsite:https://cfclosers.comLinkedIn:https://www.linkedin.com/in/keith-cfc/Facebook:https://www.facebook.com/CRM.Coach.KYouTube:https://www.youtube.com/@cfclosersKey Takeaways:✅ Why most coaches struggle with sales (and how to fix it)✅ The role of a CRM in making sales easier & more effective✅ When should you hire a closer for your coaching business?
In this episode of Epic Real Estate Investing, we sit down with Matt Rocco from the Sandler Sales Training Institute for an eye-opening discussion on revolutionizing your real estate sales strategy. With his extensive background in real estate and roofing sales, Matt brings a wealth of experience to the table, showcasing how the Sandler Selling System can be a game-changer for investors. Discover how Matt's expertise at Sandler is helping organizations boost their revenue and learn about the key elements of the Sandler methodology. From the importance of a discovery-based sales approach to actionable tips for closing more deals, this episode is packed with insights that align perfectly with the needs of real estate investors. Tune in to uncover how Sandler's principles, mindset, and commitment to continuous learning can propel your sales success to new heights. Learn more about your ad choices. Visit megaphone.fm/adchoices
In this podcast episode, Donnie Boivin, the founder of Success Champions Networking, discusses the art of building successful sales teams and the power of networking. He shares his journey from a top sales trainer to creating a B2B networking group, emphasizing the importance of authentic connections and personal branding. Donnie Boivin introduces the triangle method for networking, talks about the significance of virtual coffee meetings, and recounts his largest deal, uniting a top home builder with a leading lumber company. The episode also explores Success Champions Networking's goals, including expansion and creating a wildlife park retreat, and Boivin's aspiration to leave a lasting legacy in the business world. He underscores the joy of helping others and the need to remain humble and genuine.ChaptersBuilding Great Sales Teams (00:00:17) Introduction to the podcast episode and the importance of great experiences and leaders in building sales teams.B2B Networking and Virtual Coffee Meetings (00:00:36) Discussion about B2B networking, virtual coffee meetings, and the shift from traditional business cards to digital technology for networking.Transition to Sales Training and Authenticity (00:02:54) Transition from commercial printing to sales training, the speaker's experience at Sandler, and the importance of being authentic in sales.Personal Life and Entrepreneurship (00:04:32) The speaker's decision to start his own business, move to the countryside, and the unexpected success of posting baby goat videos on LinkedIn.Being Human in Sales and Networking (00:06:18) The importance of being vulnerable and authentic in sales, and the impact of social media in showing a different side of oneself.Organizing Success Champions Networking (00:09:34) The structure and organization of Success Champions Networking, including the training process for the president and the systematic approach to meetings.Virtual Coffee Meetings and Referrals (00:13:01) The concept of virtual coffee meetings, the importance of making introductions, and the effectiveness of the triangle method for networking.Using the Triangle Method in Networking (00:16:27) Explanation of the triangle method for networking, focusing on identifying the ideal client and industries, and making strategic introductions.Introduction (00:19:03) Donnie Boivin discusses the value of connecting non-competing vendors with ideal clients and the benefits of a different approach to networking.Champions Table (00:19:53) Donnie Boivin explains the focus of the mastermind group, Champions Table, on personal branding and becoming the face of one's business.Putting Yourself Out There (00:20:45) The discussion centers on helping individuals package themselves for engaging business interactions and creating a more personal connection with clients.Future of Success Champions Networking (00:21:28) Donnie Boivin outlines the future plans for Success Champions Networking, including expanding the chapters, hosting micro-summits, and aiming for a significant membership milestone.Creating a Retreat and Wildlife Park (00:23:08) The conversation shifts to the long-term vision of acquiring a large ranch to develop a wildlife park retreat and host various events throughout the year.Maintaining Humility and Impacting Lives (00:24:53) Donnie Boivin shares how he stays humble and finds fulfillment in impacting the lives of those frustrated with traditional networking methods.Engaging Q&A and Legacy (00:28:12) The episode concludes with a discussion on the impact of influential figures and the desire to leave a timeless legacy through valuable teachings. Thank you for support Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.
Join Patrick Laing on Finding Certainty for an enlightening conversation with Rob Jeremiassen, the driving force behind Scale Up Advisors in Las Vegas and an expert in Sandler Sales. We'll explore Rob's extensive experience and essential topics in sales and leadership. Discover the impact of Sandler by ScaleUP Advisors, a professional development organization serving diverse clients, from multinationals to small businesses. Dive into the importance of equality in business, the path to sales mastery, and the role of fear in selling. Rob's insights will elevate your understanding of sales and leadership, offering actionable strategies for business improvement. Tune in to learn more about Sandler Sales and its transformative power. For additional insights about Rob Jeremiassen and Scale Up Advisors, visit their website www.scaleup.sandler.com. To explore more about Patrick Laing, Finding Certainty, or Certainty Management, visit the website www.certaintyteam.com or text Certainty to 26786.
Today's guest is an ardent supporter of investing in their team to help them master their craft and maximize results. He's spent his entire career in the technology and B2B SaaS arena leading through numerous GTM roles. Brian Caulfield is the Chief Operating Officer at TeamSnap. Brian joins Host Matt Benelli to discuss how to avoid the debilitating impacts of attrition, how to identify the three types of employees on your team, and why having a leadership group that believes in coaching is so important.Takeaways:Attrition is one of the biggest hurdles for any team in trying to reach its goal or attain an outcome. Without having the right people in the right seats, teams will struggle to be successful.When constructing and managing a team, employees can be broken into three subsets: A Players, B Players, and C Players. Each type of employee needs different types of coaching and support in order to maximize both their growth and the company's.A Players, also referred to in sales as “Eagles”, consistently produce great results but are hard to find. C Players are all talk and no action. They find excuses for every missed outcome. Leaders should weed C Players out of their teams. B Players get the best benefit from coaching and can become “the closest thing to an A Player through effective coaching.” B Players likely make up the majority of your team so it's worth investing in their development.The Sandler Sales methodology is a very effective coaching tool for developing B Players because it teaches them the science and technique components of selling and how to improve their sales approach by practicing those techniques.Coaching requires both top-down and bottom-up buy-in from an organization. To implement effective coaching methods, the leadership team needs to believe in coaching and want to make investments in developing their team. In order for that training to take hold and really stick with your employees, they must have a desire to be coached. When finding a new job as a sales leader, make sure to interview the company about their commitment to coaching as much as they interview you. Find out if they're willing to pay for the proper trainers, managers, and software tools that you know are needed.Sales managers should avoid focusing too much and getting too involved with certain deals. As tough as it might be to hear, sales reps need room to fail and lose a few deals so they can learn valuable lessons from those failures. Encourage your team to share things that they've learned from failures, that way every other rep doesn't have to learn that same lesson the hard way.Quote of the Show:“The biggest hurdle to hitting objectives, whether it's a releasing product or it's hitting a quota, is attrition. If you don't have butts in seats, it's really hard to win.” - Brian CaulfieldLinks:LinkedIn: https://www.linkedin.com/in/briancaulfieldintralinks/ TeamSnap Website: https://www.teamsnap.com/ Shoutouts:Richard Farlow: https://www.linkedin.com/in/richard-f-b68a7a41/ Leif O'Leary: https://www.linkedin.com/in/leifoleary/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io
Brian Jackson, Owner of The Sandler Sales Coaching Program Sandler.com The Sandler Methodology is a sales and management training approach that empowers sales professionals to build stronger, more effective client relationships and achieve consistent sales success. The methodology focuses on understanding the psychology of selling and shifting the salesperson's mindset from being a persuader to becoming a problem-solver and consultant for the client. Sales professionals are encouraged to continuously improve their skills and techniques through regular training and self-assessment.
In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America. Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals. Gain expert insight on mastering Sandler Sales in Spanish with these tips and strategies for success – don't miss it! Timestamps: [00:01:14] Selling in Spanish and How It Is Different. [00:04:56] Separating personal and professional. [00:09:43] Cultural differences in business. [00:11:14] Accountability in Latin American Business [00:15:28] Learning in your mother tongue. [00:15:38] Adjusting Sandler techniques. [00:22:00] Global sales training rollouts. [00:26:30] Lessons learned in sales. Key highlights: Success is achieved when you have a clearly defined goal that you pursue passionately every single day, driven by your love and dedication toward it. ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos Remember to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/ =========================================
In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America. Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals. Gain expert insight on mastering Sandler Sales in Spanish with these tips and strategies for success – don't miss it! Timestamps: [00:01:14] Selling in Spanish and How It Is Different. [00:04:56] Separating personal and professional. [00:09:43] Cultural differences in business. [00:11:14] Accountability in Latin American Business [00:15:28] Learning in your mother tongue. [00:15:38] Adjusting Sandler techniques. [00:22:00] Global sales training rollouts. [00:26:30] Lessons learned in sales. Key highlights: Success is achieved when you have a clearly defined goal that you pursue passionately every single day, driven by your love and dedication toward it. ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos Remember to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/ =========================================
In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America. Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals. Gain expert insight on mastering Sandler Sales in Spanish with these tips and strategies for success – don't miss it! Timestamps: [00:01:14] Selling in Spanish and How It Is Different. [00:04:56] Separating personal and professional. [00:09:43] Cultural differences in business. [00:11:14] Accountability in Latin American Business [00:15:28] Learning in your mother tongue. [00:15:38] Adjusting Sandler techniques. [00:22:00] Global sales training rollouts. [00:26:30] Lessons learned in sales. Key highlights: Success is achieved when you have a clearly defined goal that you pursue passionately every single day, driven by your love and dedication toward it. ========================================= SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos Remember to subscribe and leave us a comment! ========================================= Follow Us: Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/ =========================================
Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months GUEST INFO: Guest Site: https://www.salesassembly.com/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer
Sales is a Conversation between Two People w/ Brad Ferguson of Sandler Sales BRT S04 EP15 (177) 4-9-2023 What We Learned This Week Sandler Sales Sub: take prospects thru the 7 compartments for a complete sale Sales is a conversation between 2 people Ask Qs - to determine the real problems, can't be a Yes/ No Q , start with ‘How' or ‘What' Pattern Interrupt - method to disarm people Seek the Truth, not the Sale Buying Meter – Intellectual vs Emotional reasons Rule – People don't argue with their own data Belief - people sign and pay on belief Guest: Brad Ferguson w/ Sandler Sales https://www.brad.sandler.com/ LKIN: HERE Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee Managing Member Scottsdale Sales Training, LLC Diamond Award Franchisee - 4/1995 - present Per Brad: I have been fortunate to work with some great companies over the years with one goal in mind: SALES EXCELLENCE. I have been able to align myself with sales and business experts who were willing to help me grow to the point of being considered an elite member of the Sandler Training Network... according to my peers. Highly effective helping companies hire “A” players and avoid sales ghosts. Able to teach, coach, and mentor sales leaders and sales professionals to establish and maintain record performance levels, from skill development to revenue growth. You need a trainer who can also be a trusted advisor, partner and consultant. Why choose Scottsdale Sales Training, LLC.? Because the success of our training has been repeatedly proven through delivery to thousands of clients. Sandler Training is an international sales training and development firm dedicated to improving sales revenue, establishing and creating a hiring process for sales and sales management, with affordable tools that keep sales turnover under 10%. Skilled in Sales Training, Coaching, and Sales Recruiting. First Sandler Certified Instructor in Arizona. Results producing coach and training professional with a BS in Education focused in Teaching and Coaching from the State University of New York College at Cortland. Sandler Training has been recognized as the # 1 Sales Training Organization by Entrepreneur Magazine multiple times. Sandler Sales Books: https://www.sandler.com/books/ Sandler Sales Sub: Bonding and rapport building. Up-front contracts. Pain. Budget. Decision. Fulfillment. Post-sell. Take prospects thru the 7 compartments for a complete sale Notes: Seg. 1 Sales is a conversation between 2 people Sales people need to strive for Equal Business Stature with Clients, do not sell up Buyer's world, enter in and understand the Buyer, what are their pain points You have to find compelling reasons for them to buy from you People do not want to be sold, they want to buy, make the decision themselves Determine what they are missing out on if they do not buy from you, what are the real costs of not doing business with you? Problem – this is an overused term for profiling a client Phrase it better: Are you hurt bad enough? Are you concerned enough about this issue? Look for gain with your solution vs. pain What impact has this issue had, what resources are needed to solve it? Business case for designing a solution to uncover Sales idiom - All prospects lie all the time They do not want to be put on the spot Covid was a disruptive change, and many industries had to adjust to keep doing business, sales is now mostly virtual Tech empowers buyers, they control the process, and have access to more information Buyers Journey – has shifted, buyers can do it on their own Trust must be created between buyer and seller Rule – You are there to serve clients – seek the truth, not the sale Rule – if the competition is doing it, stop doing it Buyers world & buyer's business Let the buyer talk, and use your 2 ears to listen Discovery, not convincing, let the buyer find the solution you provide on their timeline Seg. 2 Asking Questions with a Yes / No answer stalls you, need to rephrase Qs Start with Why or How - Type A – Why, Who, When / B – How, What How, or What – needs a full sentence to answer Meter – Intellectual on one side, and Emotional on the other side What's the problem, how close to move to the close zone Reasons exist for buying decisions, or to not buy Impact & consequences of current actions What's the cost of your current process? Who else is aware of this problem? What happens if it is not fixed? Long term cost? Convincing vs. Discovery You can ask questions in a leading way to help the client determine the best answer on their own Rule – People don't argue with their own data Disqualify – part of the job is disqualifying certain buyers, not everyone is a good fit, so you should not try to sell to just anyone, need a buyer profile Sales = Belief – people sign & pay on belief Hope – buyers contact you on hope Seg. 3 Right level, right list of potential buyers Determine who is the decision maker (or makers) to buy Stop sounding like a salesman Be a consultant, talk to the client, learn about them, can you even help them? What is their selection or buying criteria? What matters to them? Different types of buyers: Technological, financial, influential, end user Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). – Types of Buyers for B2B Defined: The simple way to classify the buyer type is by using the acronym SETUP. What this SETUP means is the Strategic-Economic-Technical-User-Project Owner (Coach). – Ask Questions to determine What Type of Buyer you are talking with: Strategic Buyer - Concerned with the Long Term – CEO Economic Buyer - Concerned with the budget and cost – CFO Technical Buyer - Concerned with the specifics of the product, what are the features? – CTO End User Buyer - Concerned with the benefits and value of the service as they will be the ones actually using it. For More, see blog here Each buyer has a different process for why they make a purchase, especially how it affects what they do at the company. Some may be strategic (L/T), some may be concerned with cost (S/T), some want good products, etc. How they value the ROI of your service is different Have to understand what type of buyer you are talking with Salespeople must work on their own self limiting beliefs If you sell on lowest price, it's a race to the bottom Don't speak when closing, wait and listen Don't Commit HAYT – dreaded opening phrase of: How are you today? When you call someone, you are interrupting them You must acknowledge this, and ask permission to speak May I take 30 seconds to tell you how I can help you (or why I called)? Give your best 30 second commercial of your service, the Elevator Pitch I have taken my 30 seconds, would you like to talk for a few more minutes, or do you need to go? Does this interest you? Do you want set a time to talk later? NyQuil – sell the symptoms, not the cure (solutions) Talk about the symptoms of the problem your client has, vs the cure for the problem Must be Emotional & personal to emit a response Pain = emotional involvement with that trouble or pain Are they concerned enough to deal with their problem? Plenty of people are aware of their problems, but are not going to fix them Conviction – do you believe you need this? Seg. 4 Objective Management Group – sales data company that does sales assessment, evaluations, and sales candidate screening You have to understand and know the sales numbers, and what percentage will buy 77% sell on interest alone, this is not Not compelling enough. Get coach for sales 1/3 of Brad's clients – 1 man shop 1/3 have a team of 3 - 8 people 1/3 of clients are a larger group Foundations of Sandler Sales Trainings, books, classes Sandler Book – You Can't Learn How to Ride a Bike at a Seminar Takes 1000 hours to be certified in sales Seminars will get you techniques, to succeed you need long term training To change behavior, you have to change your habits Cannot focus on Outcomes, as you do not control outcomes Focus on your actions, daily habits BAT Method - behavior, attitude, techniques Attitude forms beliefs Abundance mindset Do the behaviors – Can't control outcomes / results Have to be able to manage your behaviors Cookbook recipes for a good sales plan Build an activity plan of how you prospect, and practice Calls and emails to prospects weekly Daily huddle with your sales team Sales Manager is there to make people self sufficient Do not be the sales manager who jumps in often to save the salesman Development Mode – teach sales people to fish BRT Sales / Marketing: HERE BRT Business: HERE Investing Topic: https://brt-show.libsyn.com/category/investing More - BRT Best of: https://brt-show.libsyn.com/category/Best+Of Thanks for Listening. Please Subscribe to the BRT Podcast. Business Roundtable with Matt Battaglia The show where Entrepreneurs, High Level Executives, Business Owners, and Investors come to share insight and ideas about the future of business. BRT 2.0 looks at the new trends in business, and how classic industries are evolving. Common Topics Discussed: Business, Entrepreneurship, Investing, Stocks, Cannabis, Tech, Blockchain / Crypto, Real Estate, Legal, Sales, Charity, and more… BRT Podcast Home Page: https://brt-show.libsyn.com/ ‘Best Of' BRT Podcast: Click Here BRT Podcast on Google: Click Here BRT Podcast on Spotify: Click Here More Info: https://www.economicknight.com/podcast-brt-home/ KFNX Info: https://1100kfnx.com/weekend-featured-shows/ Disclaimer: The views and opinions expressed in this program are those of the Hosts, Guests and Speakers, and do not necessarily reflect the views or positions of any entities they represent (or affiliates, members, managers, employees or partners), or any Station, Podcast Platform, Website or Social Media that this show may air on. All information provided is for educational and entertainment purposes. 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I'm trying out a new service to decipher the audio into some nice summary and formats which you can view below the sponsor information!Be sure to thank our newest sponsor, Ruvi! Go tohttps://www.goruvi.comand use code packaging to get 15% off your orderIf you listened to the podcast and wanted to connect with Specright to rid the world of waste. Let's go! www.specright.com/pkg. Prepare your company for the world of EPR laws and be the sustainability hero! Make sure you check them out and join them on their mission to have a world where people are free to make amazing things!Also…If you need contract-to-hire support, or you are looking to hire directly for industry professionals…. Spark Packaging can help. Spark Packaging is the industry partner who provides all your recruitment and staffing needs. If you are hearing this…and thinking “THAT'S ME”…You need to go to to SparkPackagingINC.com/HIRING , again that is SparkPackagingINC.com/HIRING and answer some of their questions. Once received a Spark team-member will reach out A-S-A-P! Tell them the Packaging Pastor sent ya!This podcast is part of a great network of podcasts about packaging. Go follow Sustainable Packaging with Cory Connors along with Packaging Unbox'd hosted by Evelio Mattos.If you want to be a guest on this podcast, or Sustainable Packaging with Cory Connors OR Packaging Unbox'd with Evelio, go to www.encasemedia.com and fill out an application for one or all!Timestamps0:00:00Interview with Amir Shalev, Director of Market Development at Landa0:05:15Heading: Human Factors Engineering and Market Development0:09:21Heading: Exploring the Human Factor in Market Development and System Design at Landa0:11:54"The Benefits of Ramping Up an Operator for Landa Printing"0:15:14"Exploring the Benefits of Landa's S Ten and S Ten P Printing Presses"0:17:30Heading: Interview with Amir Shalev, VP of Business Development at Landa Digital PrintingHighlightsOkay, got it. Well, that'll be exciting, too. I mean, digital folding cartons, digital flexible packaging, digital flexible packaging has obviously been around for a little bit. I think digital folding cartons are emerging similar to what happened with digital labels. And then we're seeing digital corrugate and digital flex. There's a future in which I could envision a vast majority of printing is done digitally. I don't know when that would happen.. I'm not nostradamus here. I'm not making a prediction. It just seems like the advancements in technology all seem to be going towards digital, including when I went to label Expo in Chicago and there was not a single flexo press being displayed. Everybody was displaying their digital presses that they had made. So I think that's just a testament to where it is that Land is sitting and where it is that Land is going is on the right trajectory. Of course you believe that, or else you wouldn't have left your previous job and went over there to Land.Right. So the two systems that we have right now in the market, the S Ten and the S Ten P are focused. The SNP is for commercial printing, for marketing service providers, direct mail and these sort of applications. And the S Ten is for folding carton. It can do some corrugated, it can do some microflutes, but it's mainly used in folding carton production. We also have press under development, which is called the W, and it's intended for flexible packaging, but it's still not out in the market.So that's on that side and on the other side, it's a magnet for the end buyers. So our customers try to place the press in a place where it's visible to visitors because it's a statement. When you put a press like this in your facility, you're stating that you're in the leading edge of technology, that you're prepared for whatever the future may bring. And it's also something that's amazing for the customers, of our customers to see totally.Yes. So I wasn't there when the initial stages of press design, but knowing as I do, and when I see the way he thinks, I'm 100% sure that these sort of elements were taken into consideration. And any decision that's taken in Lambda is never purely on financial metric or things like that. It's always about the bigger picture and our brand and what we stand for. It's a little bit of responsibility working for a company like Land in that respect, because there's a tradition and there's a brand that I need to live up to in terms of the system design, the industrial design is amazing.And you nailed it right, that having that background in psychology. There's a trainer named David Sandler who has this whole Sandler Sales training that he developed in the 1970s, and he said something to the effect of, like, sales is a Broadway show being conducted by a psychologist. And I was like, oh, that's quite fascinating. So I was not prepared for this part of the conversation, but I'm really happy that it went there.. So you can comment on that. But I do want to pivot into this human factor when it comes to what people call, like, working on the Starship Enterprise in Star Trek, when they see the land of press and what that had to go into or how that helps you, doing market development and understanding what people want to work on and how they want to work. So was that also part of the Landa experience when Benny was building out the press, was to have this wonderful human interaction with the press? Get full access to Packaging Is Awesome with Adam Peek at www.packagingisawesome.com/subscribe
In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal. Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same. Timestamp: 0:00:02 Sales Lessons from the Movie Tommy Boy 0:02:56 The Benefits of a Good Attitude in Sales 0:04:22 The Importance of Being Yourself in Sales 0:06:11 Sales Coaching: The Good, The Bad, and The Ugly 0:10:16 The Importance of a Good Debrief 0:11:50 Sales Techniques from the Movie Tommy Boy 0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology" 0:17:59 The Power of Being Yourself in Sales 0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel Key Takeaways: The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like. A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023
In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal. Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same. Timestamp: 0:00:02 Sales Lessons from the Movie Tommy Boy 0:02:56 The Benefits of a Good Attitude in Sales 0:04:22 The Importance of Being Yourself in Sales 0:06:11 Sales Coaching: The Good, The Bad, and The Ugly 0:10:16 The Importance of a Good Debrief 0:11:50 Sales Techniques from the Movie Tommy Boy 0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology" 0:17:59 The Power of Being Yourself in Sales 0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel Key Takeaways: The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like. A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023
In this episode, Tiffany Koettel and I discuss the movie Tommy Boy and how the characters in the movie provide some great lessons on sales and coaching. In particular, we discuss how important it is to have a clear goal and plan and to take action even when things are not going well. You will also learn how today's salespeople can learn from the movie by taking more time to prepare for their calls and by thinking ahead to the end goal. Tiffany Koettel is a Sandler Sales trainer who has been a professional sales leader for over 20 years. She's a creative problem solver driven by values and vision to achieve goals at all levels. Focused on building solid relationships grounded in trust and communication, Tiffany is passionate about delivering results and guiding others who share her values to do the same. Timestamp: 0:00:02 Sales Lessons from the Movie Tommy Boy 0:02:56 The Benefits of a Good Attitude in Sales 0:04:22 The Importance of Being Yourself in Sales 0:06:11 Sales Coaching: The Good, The Bad, and The Ugly 0:10:16 The Importance of a Good Debrief 0:11:50 Sales Techniques from the Movie Tommy Boy 0:16:28 The Master Lesson in Sales from the Movie "Sailor Terminology" 0:17:59 The Power of Being Yourself in Sales 0:19:49 The Sandler Summit: A Conversation with Tiffany Koettel Key Takeaways: The best attitude to have is to be authentic and genuine and to let your conviction about what you are selling shine through. It is important to be yourself, and many salespeople make the mistake of trying to imitate what they think a stereotypical salesperson should be like. A good salesperson is more like a coach, and their goal is to help the client discover what their needs are and whether the product is a good fit for them. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your TICKET to join our 2023 summit: https://events.sandler.com/summit2023
De Sandler sales methode is een methode die we beiden nog niet kende. Terwijl deze sales methode al in 1967 werd bedacht door David Sandler. De methode omschrijft 7 stappen verdeeld over 3 pijlers, waarin je met een klant tot een deal kunt komen. Waarbij niet zozeer het product gepusht wordt maar de pijn en het probleem van de prospect centraal staan. De stappen zelf zijn niet revolutionair maar over de volgorde en de inhoud kun je discussiëren. En dat doen we in deze aflevering. Dus wil je meer weten over de Sandler sales methode en weten uit welke stappen de methode bestaat? En wat wij van die stappen vinden? Luister dan deze aflevering!
This is episode 1041 of the Arete Coach Podcast with host Severin Sorensen and his guest Tom Cuthbert. In this episode, I speak with Tom Cuthbert who is an executive coach, Vistage Master Chair, CEO of Sandler Sales of San Antonio, TXz, and several other Sandler franchises. Tom is a Vistage Master Chair of nearly a decade and currently runs 6 Vistage groups. His Vistage groups are made up of 100 CEOs and business leaders in the San Antonio area from multiple industries. Before Vistage Chairing, Tom was the founder and CEO of Adometry (a company later acquired by Google) that optimized online advertising campaigns using leading-edge marketing analytical tools. The Arete Coach Podcast seeks to explore the art and science of executive coaching. You can find out more about this podcast at aretecoach.io. This interview was conducted on September 3, 2021 via Zoom Video. Copyright © 2021 by Arete Coach™ LLC. All rights reserved.
Want to become improve your sales management skills? Sandler Training (732-255-6672) can teach Ocean County executives like you how to become better leaders. Visit http://www.maximumperformance.sandler.com (http://www.maximumperformance.sandler.com)
McDonell Consulting Group has launched the Sandler Sales Foundation course. The program teaches Sykesville, MD clients to optimize their sales strategy using the proven Sandler Sales system. Go to https://www.mcdonell.sandler.com (https://www.mcdonell.sandler.com) to learn more.
Amy Woodall is the President of Sandler System. We discuss her journey and selling in this modern world.
In this episode, Ghaleb dives deeper into the Sandler Sales System and demonstrates how it can be used even in your day to day life. He highlights the importance of listening and not prejudging anyone.For any questions, please visit 411onhealthinsurance.com or email us at 411healthinspod@gmail.com.
Description This week Tyler confirms he has a beard, Garret goes through the worst exercise of his career, Darin hangs up on James, and James struggles with two aspects around leadership. All of that and the guys discuss a failed code release in a strategic product. Show Notes 00:00:00 - Pre Show Harmonizing and weird energy Darin hangs up on James 00:02:21 - Show Start Tyler is back! Scaling...or not scaling 00:02:39 - Follow-Ups (James saves the day) Tyler does have a beard Garret - no new update for Sandler Sales (with an update on Sandler Sales) Main Sandler Foundations training complete Continue on the mentorship and coaching calls Follow up from Listener Becca: Did Garret miss the week in 2nd grade we learned about bodies... (worth hearing the entier question verbatim) Just completely caught off guard by his daughter’s question Did anyone share the personal core values sheet with their wives? Short answer...No But most of us will for next week's episode Shenanigans that James doesn’t feel joy James gets external joy Darin is internal joy...including food (when in his belly) Listener Brandy Completely agree with James on quad 4 or 5 when calling people James defines the 5th “quad” Garret and Darin, did either of you understand a single number James mentioned about espressos? 00:13:59 - The Headlines Darin Strategic Product Release Release night when “OK” Thursday Friday went terrible (errors coming from everywhere) Firefighting mode of emergency releases Back to stable as of this episode “Not needless to say, I have worn this poorly” A week of emotional turmoil and self reflection Now questioning personal core value choices Darin shares very real emotions around fractured relationship with James James “It’s ok if we fail together. It’s not ok if we fail individually.” James recalls advice from Darin Struggling as a leader with two big headlines “I’ve been angry and at the effect of” What is the right mix between delegating and holding on to things? Real time follow up from Darin How do you score yourselves for meetings with numbers like 9 and 6? Tyler (cue mumbling transition) What a week to return to People sharing their small wins has been important during a rough week Product Team L10™ - scored a 3.4 2 ToDo not done issues to IDS Darin and Tyler rated the meeting as a 4 (even with IDS™ focused around “them”) D&E™ Time Came back from vacation...immediately picked up 6 prescriptions for the family Garret LT L10™ - scored 3.17 Tough IDS™ around FUD in sales 3PL Sales L10™ - scored a 3.5 Exploring should we shift this meeting away from late Monday afternoons Retail Sales L10™ - scored a 4.2 IDS around quality of leads for calls 2 Adhoc D&E™ meetings both went great Had the worst experience of my professional career 00:44:17 - Topic 2 (1) - Another 800 pound mammal to discuss (Order Speed Release Failure) Where we are now No one is using the new code we’ve written Errors are still popping up Question we ask is “how can we roll this back if needed?” Never crossed our mind that can’t simply “roll” this one back What does Darin see here? Insufficient testing We assumed automated test coverage was sufficient and complete Manual testing can never be as broad a net as automated testing Development and production environments are different Too much of “just a Darin thing” owned in a vacuum “I’m a careless bumbling idiot” Real time follow up - Darin, for a guy who doesn’t get joy from buying things, you sure spend a lot of money on puppy dogs. “Processes, processes, processes” We have a process but we didn’t follow it The one we have is nowhere near where it should be Engineering doesn’t understand the power that we have and the responsibility Question in Tyler’s head, “do we really want to change”? Quick to blame people, things, etc… Any trust the company had left in engineering has been completely lost Maybe even trust in ourselves “This is an opportunity to learn” puts James into a pure rage “If this was 1692 in Japan and I had a samurai sword, I’d cut everyone in half” Path forward isn’t to regain trust in engineering Fool me once shame on you, fool me twice...can’t get fooled again “Fool me 19 times you lose the company” “Can’t do the audit, and also be the bookkeeper” 01:02:44 - Questions and Long Answers N/A This Week 01:02:44 - End of Show Follow @onlywaytofail on Instagram to see Tyler’s “newly” bearded face 01:08:50 - After Show - Darin’s dog has a GPS collar Direct parallel - Doggy GPS and current release issues The Credits Hosts, Garret Richardson, Tyler Samples, Darin Kelkhoff, and James Maes Show Notes by Garret Richardson Proofing and Title by Darin Kelkhoff Editing, Mixing, and Mastering by Brenton Wainscott
The sleazy salesman vs. the family doctor… Perhaps the idea that a sales(wo)man has their own agenda creates an image in our mind of someone out to get our money. Well, what if we, as salespeople, were able to disarm that notion? What if we were able to create a comfort level with our prospects to the point where they were willing to share their pain? Wouldn't our solution/our product/our offering be a much more natural remedy… like a doctor prescribing a cure? Karl Schaphorst from Sandler Sales joins Coaches Nick and Josh to realign Sales as a noble and honorable profession by offering a fresh perspective when it comes to approaching prospects! --- Support this podcast: https://anchor.fm/nick-davies7/support
https://DrFitnessInt.com Show Special Master Class for $1.00 normally $97.00. Go to website to sign up. Title: International Body Designer Websites: https://www.DrFitnessInt.com / https://www.drfitnessusa.com BIO Batista Gremaud is an International Body Designer, No1 Best Selling author of Feminine Body Design, Empowering Fitness For A Pain-Free Life, co-creator of the Feminine Body Design online strength training mentoring system, co-host of the Esoteric Principles of Bodybuilding, and producer of the Dr Fitness USA's show; Recipient of the most outstanding fitness program 2019 by The Winners Circle, Mastermind at Sea. Contributor writer for the “In The Limelight” publication; featured as an expert authority speaker on the International Pain Foundation, presenter on various health summits such as “Life Mastery”, “Girl You Are Enough” “Weight loss Summit” “The Suicide Prevention Show” and "Goals To Riches" DrFitnessUSA.com - @DrFitnessUSA – 424.245.6560 – batista@DrFitnessUSA.com TOPICS: Health is Wealth: Your Greatest Asset MAIN POINTS: 3 key elements to overcoming adversity and crush it in your business 1. Mind set 2. Physical / Emotional strength 3. Education
You've never heard a Cold Call like this! Today we're breaking down the Sandler Sales Method with James Abraham and grabbing as much gold as we can. James is an award-winning Sandler trainer, coach, and certified instructor; a seasoned and eclectic consultant and keynote speaker with a proven track record of supporting growth and strategic development in the fields of sales performance, strategic customer care, management, and leadership to individuals, companies, and organizations. Partnering with SMB's to Fortune 500's locally in Israel and around the globe, James has helped many excel and grow by increasing performance and maintaining consistent, successful sales and leadership performance.Let's jump right into James' wisdom and learn about this unique sales approach. [00:01 - 03:49] Opening SegmentI introduce James Abraham to the showJames' 3 top tips for SDR'sBehaviors - actions, plans, goalsAttitude - mindset, and perceptionsTechnique - execution of behaviors Advice on how to be successful in a role [03:50 - 06:28] Debunking the Biggest Lies in SalesThe three biggest lies in salesHandling and overcoming objections [06:29 - 16:40] The Sandler Sales Method Handling the ‘not interested' Live example of a cold call from Sandler Breaking down the call [16:41 - 20:50] The Sandler Sales Strategy Break down of the Psychology Make yourself uncomfortable James' mindset management Uncovering compelling pain [20:51 - 27:18] Closing SegmentReal professionals ask questions to promote insight The worst sales practices and how to fix themHow can we support and reach out to you?Links and Info Below Top 3 takeaways segment Tweetable Quotes:“We're in a rejection business and if we can't be mentally tough, it's not going to work, so maintain a strong attitude.” - James Abraham“I love no's because one: I save time, two: I learn a lesson, but three: once you get a no you can start selling.” - James Abraham“Stop talking - Shut up! Start asking really good questions.” - James Abraham------------------------------------------------------------------------------------------Connect with and support James on LinkedIn, and visit https://www.israel.sandler.com/ to learn more. Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We'd love to hear from you. Leave us a review Email us --> alex@zero.energy
Bio Bruce SeidmanBruce Seidman is 30 years ex-President/Owner Sandler Training Global HQ. Bruce lives on Pawleys Island in South Carolina and coaches company owners and their key employees who absolutely strive to THRIVE (sales and especially non-selling professionals). His coaching is intense, intimate and makes his clients tons of happiness (and money, too). Best-selling author (2012) “Sandler Success Principles” (my “give back,” 3 outlets below):Sample Free Coaching:Https://thebreakfastclub.netMy (free) Personal Learning Management System (aka LMS for Corporate America):https://Brucecoastal.com/goals
Steph and Ash sit down with Sandler Sales & Training expert, Clint Babcock. Clint recently released a book called “Negotiating From The Inside Out.” This book is for anyone in sales, leadership, and just going thru life. Clint gives some major Boss Bites on how to be a master negotiator and understanding the other party […] The post Live Bold & Boss Up: Negotiating From The Inside Out With Clint Babcock appeared first on Radio Influence.
In Episode 71, I converse with Sondeep Purewal, a Sandler Sales trainer, based in Miami. Sondeep trains sales professionals in tech, finance and other industries. He uses Sandler methodology, something I learned on day 1 of my time at Oracle. We talk about basic sales tips, an analytical approach to sales and how it relates to chess, and the importance of confidence.
This book topic is a great opportunity for us to talk about marketing for aviation consultants! Many of our clients are consultants - including aircraft brokers, charter brokers, insurance and legal professionals, and aircraft maintenance and upgrade consultants. This sales and marketing skills than anything they'll teach in a Dale Carnegie or Sandler Sales course- [...]
Listen in as we speak with Dan Storm of Sandler Sales and talk about sales, marketing, hiring and businessSupport this show http://supporter.acast.com/amatopodcast. See acast.com/privacy for privacy and opt-out information.
Donnie B.: All right. So a lot of you guys have been asking for this one and I'm looking forward to bringing Landon on. This is going to be a fun time. You should see his eyeballs right now. I got them all wigged out. But this is going to be a fun time. I'm bringing on the Sales Gorilla himself, Mr. Landon Porter and I think we're just going to have a killer time. I’m going to make fun of him a lot because I dig his hairdo and everything. So I think we're just going to have a fun time with that. I'm Donnie Boivin. This is Donnie’s Success Champions. Landon, welcome to the show, my brother. Tell us your story. [Music] Donnie B.: Hey, guys! Before we get rolling with Landon, I wanted to jump in here and say thank you to Point Blank Safety Services and Blue Family Fund. They've been with us for almost the entirety of 200 episodes on this show and they've just been amazing and their message and what they do in protection of our freeways, our buildings and I'm honored that a company that takes care of our police officers and their families has been such a gem in supporting our messages, this show and everything they do and what they're doing for police officers and their families is truly a beautiful thing. I mean, we all know the stories that teachers, police officers, military, they're all underpaid for what they're sacrificing with their lives. And I love the fact that Stacey and Michael found a cool way to get them additional income so they could take care of their families. It's really a beautiful thing. So if you’re looking for security services or you're looking for highway protection and patrol, those type of things, man, do me a favor and reach out to Point Blank Safety Services and you can find them at PointBlankSafetyServices.com and tell them Donnie sent you, you heard it on the Success Champions podcast. But man, what an amazing company, amazing people and guys, do me a favor, follow them on social, follow all their stuff because I couldn't do this show without them. Here comes Landon. Landon P.: Thanks for having me on, man. So back in late October of 1977, right? My story is not the typical sales guy or finally made it big in business story or whatever. I learned early on that I was really good at a couple of things but I didn't really like doing them for a paycheck and I ended up in sales in my early to mid-20s and really out of necessity and I figured out pretty quick that the way sales is done doesn't feel very good. Is it possible? Sure. Is it easy to learn and if you put enough practice in, get good at it? Absolutely. But it didn't feel good. And even though I got really good at doing it the way that it doesn't feel good, I eventually figured out that I just don't like everybody and that eventually turned into, if I don't like everybody, there's something in there that causes some people to want to say yes to me more and other people to say no to me more. And I went about figuring out what that was and it turned out that relationships, right? This thing that us salespeople have figured out how to engineer, this relationship thing, if you understand the parameters of how it works naturally for you and who you want to deal with and you just leverage that, it's so much easier and it makes so much more sense and I'll finish that all by saying this, that's from the stance of a sales guy who was tasked with bringing on new clients, but the money wasn't in bringing that client on. The money was in dealing with that client long-term because all the money was long tail. So I had to bring on clients and then I had to deal with all their bullshit and like, I don't really want to do that. So long story short, after about 15 years in sales, I decided, “Okay, cool. I want to go do something else.” My wife and I went into a parenting thing and in that process, I was asking some people about running ads and they were asking me about, “Okay, cool. What about the sales thing?” And within a week, about five people were like, “Dude, you need to fucking teach this.” And I was like, “Dude, no the fuck, I don't.” Here we are almost two years later and our take on sales is it's all relational. Welcome to the relationship economy. People are tired of being sold to and sold at and it's a whole lot easier for business-owners and people that have a cool thing to sell to just figure out who you want to deal with and just be open and honest with the public like, “Hey, I'm a little off. I cuss. I'm weird and if you don't like that, it's okay. Go away.” So that's kind of the, that’s me! Donnie B.: I love it. I love it. So here's what's interesting about this, man, is I grew up in the sales game as well. And to me, sales success early on was, you had to talk a certain way, act a certain way, be a certain way and I got really, really good at being that asshole. And here's the one difference in my story and yours is, I get really good at the transactional sale, right? I could get the deal done. This whole concept that you talked about, it's a long tail, that was not me. And my sales cycles were so wicked because you get the deal done, you’re rocking it out and then you're like, “Okay, I'm on to the next one.” And I’d pass it off to a company. So my CEO, they always encouraged me, like, “Get it done. We'll take care of it. We’ll take care of it.” Well, they weren't taking care of it. So my cycles would be way high, then all of a sudden, you’d bottom out because you had nothing sitting behind it because you were just killing deals. And it wasn't for me until I stopped being that egotistical asshole that didn't give a shit about people, who’s just trying to get the deal done that I found relationship sales. So this is just an interesting paradigm to find somebody else that kind of went the same path that I did. So here's the thing, I knew part of that story, right? Because I saw a video of something of yours somewhere and I knew part of that story. Didn't you sell like in an almost pit-like setting like it was more boiler room type thing or something along those lines? Landon P.: Yeah. And actually, you bring up a good point about the whole relationship thing and cycles up and down and I will tell that story in one second. I want to preface this for everybody that's listening. There are salespeople and if you're listening to this podcast because you're a salesperson and you're actually, your job is to go sell a thing for somebody else, do it however the hell you want to do it. I'm not here to tell anybody how to do something. What I do is I take business-owners that aren't really salespeople and I un-brainwash them from all the shit they think they have to do to get the sale done. So with all that said, yeah, let's actually talk about that. In right about the time the crash happened, I went to work for a company called COFAS and we sold commercial collections all the way through to commercial credit. And this is like business to business asset management protection and I was literally hired as a sales monkey, right? There was 30 or 40 of us on the sales floor, full-on boiler room style. You said whatever you had to, to get the deal done and it was such a turn and burn. Literally, it was like this. Every week, they hired seven people. At the end of 30 days, there was one of those seven people left. At the end of the next 30 days, there was one of those seven people left. I was in that industry almost a decade and there was one guy that I was hired with, same training class, we were hired on the same week. The next closest person that we knew in the three companies that the two of us worked for in ten years had been in the industry for like 3 years. It's just one of those industries that people can't hack it. I kind of came in and this is what I wanted to say about the relationship thing. I kind of came into that. There's an interesting story about it. I had a client that was household. They were Fortune like 10, Fortune 12. They were big. Everybody on the planet has something in their dwelling. If you live in a hut with a dirt floor, you've got their products and I had a 45-minute conversation after having them for like ten months and this guy is just m-effing me for 45 minutes, screaming and yelling and pissed because the idiot who sold them told them something that we could do that was just absolutely against company policy and it was a little itty-bitty thing and it took like eight months for it to happen and I had to tell him, “No, we're not doing that. We won't do that.” And I walk out of my office, I walked down to my buddy, Billy. He was the guy that was, we were hired together and I opened the door and he looked at me, he's like, “Feeling awfully gorilla today.” And I said, “Yeah. Because these stupid fucking monkeys will say anything they need to, to get the deal done.” That's great for getting money on the frontend but if you're trying to get money on the backend and build a sales business, it doesn't work. Donnie B.: No, I love it. I love it. I love it. So talk to me about this a little bit because you said a phrase that I haven't heard thrown around the sales game. Because typically, when you get these sales gurus through, right? They’re, “Let me bath you with my bullshit. Let me tell you how awesome I am, the millions of dollars I sold and I flew into my Learjet with my slicked back ass hair and let me 10x your ass,” right? That's the shit that gets thrown around on a regular basis. You just said something that's powerful as hell when you said, “I try and take business-owner and reprogram from all the bullshit that they've been programed and all the stuff that they've learned.” Dude, talk to me. I mean, because that's not an approach you see in the marketplace at all because you're supposed to be the grease ball. You're supposed to kill it. You're supposed to be the transactional guy and we all know in this day and age, if you do that, you're going to lose but they're teaching it still anyways. How do you take a business-owner and teach them to just be their damn self and grow a business? Landon P.: Well, your listeners can't see it. But this image behind me actually used to be a poster with our logo on it. One of my early catchphrases was, “Just be your weird-ass self.” Let's really break this down for a second. Relationships happen two ways and I was that asshole, right? Ten years ago, I was that asshole with the car and the money and the … fuck all that. We can learn how to psychologically trigger people to make decisions. Whether it's in their best interest or not and if that's you and you take somebody and you just make them understand that what you have is what they need to fix their problem, then fantastic. Go do that. I don't want anything to do with that. Us salespeople for 30 to 60 years have learned how to do that so well that we can make people do shit, right? Advertising, marketing, sales. It's just the way it has gone. Society as a whole is sick of it. The way that that works naturally, there's a reason that we in the wild are naturally attracted to some people and naturally repelled by others. Well, if you take that stance of, we're all weird and it's okay and some people just aren't going to like me and that's kind of fine because there's some people I don't naturally like and you just go about it that way. It makes it really easy to go, “That's a fit. That's a fit. I don't think so. That's a fit. That's a fit. Nope.” Right? And here's why. Business-owners that are really good at a thing that they do, they really don't want to learn how to like, what's the process? How do I enter the conversation? How do I then turn it into qualifying? Just make it easier on yourself, right? There's an easier process to that. And there are a lot of good people out there that do the sales training the right way, right? The Sandler Training for an example. In a lot of ways, they do it the right way. Donnie B.: Are you ready to laugh your ass off? Landon P.: Yeah. Donnie B.: For the last seven years, before I started my company, I was a national trainer for Sandler Sales. Landon P.: See what I'm saying? So I don't want to work with salespeople because I don't want to teach people how to sell. I want to teach people how to be their weird-ass selves, give them permission to just do that, figure out who it is that they actually really want to work with and then craft a very simple message and offer that gets those people to take notice and go, “Oh, that person might be for me. I should have a conversation with them.” So much easier than learning how to sell. Donnie B.: Yeah. But you're asking people to reprogram themselves. And here's what I mean is, most people have gone through society and been told, you act a certain way, you carry yourself a certain way, you dress a certain way. I mean, for instance, I was at a speaking engagement about a month back and this guy, when he walked up to me, he had a curled mustache tie clasp, he had a curled mustache cufflinks, curled mustaches all over his tie itself and I said, “What's up with all the curled mustaches?” And he goes, “Oh, you can't see it right now. I got it tucked underneath.” “What do you mean you got it tucked underneath?” He goes, “Well, I don't think people would see me as very professional if they actually saw.” And he worked in banking or something, right? Where you got to wear the suit and everything. And he goes, “I don't think people would respect me very much if they saw my curled mustache.” He turned around, literally pulled out his mustache. It must have been curled up into his mouth which is just disgusting to think about and we both got beards and he pulls it out and he actually combs it into these big-ass curl. I mean, huge curled mustache. And I'm like, “Dude, that is you. Let those things fly.” And then two seconds later, another guy wearing a suit walked in the room and you saw him turn around and immediately tuck it back under. Right? So what you're trying to do is actively reprogram people to go against what they've been taught by society for a long time. That's a tall task, brother. Landon P.: Well, what's interesting is society is going that way. Like, I didn't coin this term, but I've been saying it a lot the last couple of years. “Welcome to the relationship economy.” Go look at any of the people that have kind of been on the forefront of kind of telling all of us marketers where shit’s headed that have been doing it for a while, that have been proved accurate, they're all talking about, it's the relationship. Even some of the sales monkeys that I'm sure both you and I get their emails, they're all like, “If you pay me,” when they're in the conversation with but then they're telling the market, “No, it's all about relationships.” Right? Here's the bottom line. If you're being anything other than who you actually are, you've got a mask on. And our BS meters are so sensitive that people can smell that from a mile away. Just be yourself. Yeah, it's a tall order. But here's the deal, that for me weeds out all of the people that are just bullshit artists and can't even tell themselves the truth. Like, look, I've got a crazy head of hair. I've got this giant beard. I don't wear suits. I've got gorillas in all my stuff. I cuss. I am who I am and if you don't like it, that's fine. Unless you're elderly or somebody else's kids, I'm going to be exactly who I am the way I am and if you like that, fantastic. Stick around. And if you don't, go away. And my take is, everybody should be that way. Donnie B.: Well, and I love that aspect of the elderly and kids. It's still you. It's just, you're respectful at that moment, right? Landon P.: Right. Mm-hmm. Yup. To put it in context, I'm not going to drop f-bombs in front of my grandmother's or my buddy’s kids. Donnie B.: Right. Well, I will. But most of my buddies, they know me. Landon P.: They know better. Donnie B.: I’ll walk into a room and I'm usually that guy that gets a, let me tell you about Donnie before he gets there, right? Landon P.: That's awesome. Donnie B.: A lot of people don't know what their real self is because you go to work or business or whatever else and you're one person wearing that mask and then you come home and you're somebody else. I know that was a lot of my journey because I was always trying to be somebody I was not all the way through it and really, it took me opening my own company before I really realized that I was doing it because I didn't realize I was doing it living that 8:00 to 5:00 lifestyle versus running a business. Outside of doing the crazy thing that I did and jumped out and started my own company, how does somebody actually understand what their real self is? Because, man, I understand you’re going after business-owners. There's a huge market of salespeople that are doing this, right? And they're selling shit they don't even believe in. But it's the job they took that's in front of them which was, once again, a lot of my career. You don't choose a path. You just happened that, “Oh, I'm here. Okay, I'll sell this.” How do people discover who the hell they actually are? Landon P.: It's an ongoing process and really, for most, I would say, most people, it's a never-ending process. It's all about self-awareness. And here's my thing. Like, this is the epitome of everything I stand for. I'm not here to tell anybody what they should do and I'm not here to convince anybody of anything. I am happy with the people that go, “You know, the thing that he just said made a whole lot of sense and I'm not sure quite how to do it. But that's interesting.” And they stick around. It's the whole idea of, you can lead somebody to water. But if you try and stick their head in the bucket, you're just going to drown them, right? We're all to an extent becoming a little bit more aware of who we are and what life is like. This also weeds out a lot of the younger people. Like, don't take offense to this. If you're 22 and like all full of bravado and standing in front of a Bentley for your picture that everybody knows you don't own, that's fantastic. You've got your own path to go through. My take on it is, I'm not here to like forcibly change the way sales is done. I'm here to offer another way to the people that go, “Oh, that actually kind of makes sense.” And we do it through a podcast and a group and all of that stuff. So our message is getting out there and you'd be surprised how many people go, “Man, I don't even know if I can say this publicly but like, what you said on that, blah-blah-blah, like, oh my God. I didn't think that was like permissible.” Donnie B.: Right. Now, I love it because I call it letting your hair down. Landon P.: Yeah Donnie B.: And it's so funny that luckily, there's been a couple of guys that are out there that have cleared the path, if you will. I mean, you take somebody like Gary V, then his freaking foul-mouthed talking. You don’t have to agree with his philosophy but he made cussing mainstream before guys like Andrew Dice Clay and Eddie Murphy or Richard Pryor, prior to him but Gary's like the first one that brought it into the scene that it is our culture because you're at home, you cuss like a freaking sailor, you're hanging out with your buddies and then you go into the business mode and you become robot boy or whatever. My parents give me hell still about cursing. My nieces will come up to me every once in a while and they’re like, “Why do you cuss so much?” I'm like, “Honey, you should know by now. That's just how I fucking talk.” There was one time and my niece had some friends over and she comes running up to me and she goes, “I need a favor.” I said, “Okay. What's the favor?” She goes, “Will you not cuss? They’re from church.” I’m like, “All right. Since you asked, I’m in.” But there's this whole thought process of being yourself and watching the world just open up and see what happens. But even so, I mean, okay, be yourself. Cool. How do you find the other people that are going to vibe with that, with you? I know how I think about it. But I have a feeling you're going to have say exactly what's going through my head but say it anyways. Landon P.: Well, it's simply the matter of putting yourself out there and like, Gary V's on this kick about a hundred pieces of content and to an extent, I agree with him from the perspective of, right now, it's all real estate. Like in the late 1800s, you could buy up New York, right? Fantastic! There are people that need to build a long-term brand doing that. But you can do that just by doing that with people that you're already talking to and here's the thing. It all comes down to this. I believe that relationships are the most important thing on the planet and the relationship you have with yourself is the most important, right? And I'm a little too woo for some people and I'm not woo enough for other people and that's fantastic. But what I think about is, if I lay down at night and I'm happy with myself and what I do and what I did and how I do things, that's the payment, right? So to me, for me, that's the highest level of achievement for myself. Beyond money, beyond all of that. Even beyond the relationships that I have with other people. It's the relationship that I have with myself and when you start doing that, you notice pretty quickly. Some people just escape your world and other people start paying more attention and when other people are like, “Wow!” And they don't even do that out loud usually but they start bringing other people to you and they start bringing other people to you and some people go, “I like this. I like this. Not for me.” And other people go, “Not even close.” And other people go, “Holy shit. This is exactly what I'm looking for.” And if you're a salesperson, if you're a business-owner, your job is to effectively build a book of sales clients who buy more stuff from you and you can do it the hard way by trying to talk to everybody and be a salesperson or you can identify the people you actually like to be around and just be yourself. Donnie B.: I love this. So I had a guy come up to me not long ago and I try and get everybody into podcasting, right? That's just my thing. I think everybody should flip and start a podcast. It is just such an inexpensive, low-hanging fruit to get so much massive attention, exposure and it's the best networking tool on the face of the Earth. And this guy, after one of my speeches and I tell everybody to get into podcasting, he walked up to me and he said, “I've got the most boring job in the world.” I said, “Okay. What do you do?” He goes, “I run an HR consulting business and nobody in the world gives a shit about HR consulting.” I said, “Okay, good. We agree on that.” And he goes, “What the hell would I start a podcast on if I were going to start a podcast?” I said, “Okay, cool. What did you geek out on as a kid? What was that thing that as a kid, you just totally did?” And looked at me and his eyes lit up and he goes, “Dude, I raced motorcycles.” I said, “Oh, tell me about motorcycles.” He’s like, “We built them from the ground up. I raced them. We did all.” And this dude goes on this whole almost monologue, diatribe of motorcycle races. And I'm like, “Why the hell wouldn't you start a motorcycle podcast?” “Because I run an HR consulting business. Why would I do that?” I said, “Why wouldn't you? Who's easier to have a sales conversation with than somebody you can absolutely geek out over something on and talk to for hours about motorcycle? And oh, by the way, I happen to do this HR whatever on the side, right?” If you go get in your world of whatever you geek out on, you're going to find other people that geek out on your stuff and I think that's what you're saying. Landon P.: I even have a term for it. It’s your Genius Zone. Donnie B.: I love it. Landon P.: Right? So there's a lot of people that do something similar to what they really love. Web designers, right? This is a perfect example. A lot of web designers really love doing the aspect of like, visually creating the most amazing-looking website. But all the other shit that they have to do for their clients, they’re like, “I don't really like it,” or “I'm not even that good at it,” or whatever. That thing is their Genius Zone. But most people, myself included for a long time, we do shit that we think we're good at, we think we're supposed to do, somebody told us that we needed to do this. We spent too much time getting a skillset that we can't not do it. But there's this other thing that I am so in love with. That's our Genius Zone and really, what happiness, here's a little insight for everybody listening to this. Here's what I found in my 40 almost 2 years. What causes happiness is simply spending your day doing whatever the hell you want. If you can spend your time doing what it is that you enjoy doing, that's happiness. Genius Zone. Donnie B.: I love it. I love it. I love it. And it's the truth. I mean, you look at a lot of business-owners and the phrase, they’re the president, chief bottle washer, trash-taker-out dude and it's because that's what they know. That's the business they’ve built and they haven't figured out how to either outsource some of that other stuff or get some of those things off their plate but this whole Genius Zone, that really, really got me hung up for a second because how does somebody just embrace that Genius Zone and not have to take on all the other stuff? Landon P.: Two things. One, many people will never take the step to go, “I really wish I could just spend my time doing that.” Most people will, right? Golden handcuffs. The people that are in their own business that are doing nine different jobs, they have their own bottlenecks, right? They've created their own glass ceiling. Most of us are only good at a couple different aspects of what we do, right? I don't know about you. You've got your own podcast. I do my own podcast. I don't do the editing. I don't do the … right? I don't do any of those things that I'm not good at, right? Well, if you own a business and you spend your time focused on your Genius Zone, the thing that you do, guess what? You get to work with higher quality clients who are higher value for you. You're happier doing it. Generally, you work with fewer of them and make way more money. And if you go that route, you can get other people who their Genius Zone is the shit you don't like to do and now, you can actually have a real business. Donnie B.: I love this. I had a … his name’s going to escape me. But I had a gentleman recently on the show and he has created the hotels.com of outsourcing. Landon P.: Wow. Donnie B.: So you can go to his website and whatever you need an outsource for, you can go through and he brokers the services, okay? He told me flat out. He's like, “Look, I don't care what business you're in. You can go get a COO for your business for $1,500 to $2,000 a month.” Which means, if you're the face of the company, outspoken guy and you suck at operations, you can literally pick up a COO. Now, they're going to be overseas, they’re going to be in another company, they're going to do everything virtually but a COO in this day and age will cost you between $120,000 and $150,000 depending on what kind of business you have and you can get one for less than $2,400 a year to take all that crap off your plate that you don't want to do and turn your business into a functional business. So you can go spend time in your Zone of Genius or a flipside of it, you can go find the other person who wants to be the face of the company, who wants that brand out there and let you be the operational Zone of Genius, the things that you geek out on for about the same price. There's no reason that your business should be functioning in any way that is not allowing you to step in and do what you love to do. This is so awesome. This is so awesome. Landon P.: Yeah. Since you’ve brought his name up a couple of times, Gary V., I'm a fan. I'm not a fanboy. I don't model everything in my world around Gary but I think a lot of what he says is truth and I think he's got a lot of real-life experience that has proven that he has an idea of what he's talking about. And it's been a while since I've heard him say this but there's nothing wrong with being the number two or the number three or the number four and most people like, “Let's face it, right? If there's 19 positions in a company, not everybody on the planet’s a number one.” Well, I think a lot of people take that the wrong way, right? That number one position and the way he brings it up is, “Well, everybody thinks it's the owner. It’s the CEO. It's the entrepreneur. Oh my God.” Cool. Well, if you like playing with numbers and that's your love language and you're a freaking accountant, then you're number one at that regardless of what you do or who you do it for and I don't think a lot of people recognize this. There's a lot of things. You and I both own a business. There's a lot of things that need to be done. And I tell you what, man, 92% of it, I can't stand doing. Donnie B.: You and me both. Landon P.: So why spend any of my time doing that shit that I don't like and for you, right? Donnie B.: Yup. The only thing I had to throw out when I bring up Gary V. is I love a lot of his philosophies. The one philosophy I hate is the grind, the 18-hour days, right? That works for Gary, right? The other thing is he says, he's going to buy the jets. That works for Gary. Most type of people can't wrap their head around working that hard. Not even that hard but that many hours. Two, people can't wrap their head around a goal that large. They already are setting themselves up for disappointment and they already believe they can't accomplish it. So they're never going to go after it. So go ahead. Landon P.: I just want to be happy. Don't you want to be happy? That’s part of his new tagline. I think that's a misconception and in the world that I play in, there's a lot of entrepreneur people that hang out of my world and a lot of people seem to play life that there's a set of rules that applies to everybody. And that's just not the case, right? I like to work a lot. That's part of who I am. But I don't want to spend 18 hours a day doing grind work. You told me before we got on here, how many of these you've done today? That like blows my mind. But then I think about it and I go, “You know what, if these are an hour-long each, I've done almost that much already today in mentoring calls and I love it.” It's work. But that doesn't mean that everybody should see that and go, “Oh, so I should work 6 or 7 hours a day, 7 days a week because so and so does it?” No. Figure out what it is that makes you happy and then spend your time doing it. Donnie B.: Yeah. I mean, that's a great way of putting it. When I do these Fridays and I'm interviewing these people, dude, I just had an interview right before yours where I talked to a guy who spent 30 years in the symphony and he's literally bringing these executives from Fortune 50 companies to sit in the symphony and teach leadership skills by screwing up conducting. I mean, it was the most brilliant conversation. This dude totally had me geek out on his entire everything he did and I would have never met this guy without the podcast. So for me, that's my Zone of Genius. I love having these conversations, networking, this, that and the other. I love being on stages. You have your platform with … you got a nice huge following of, what do you call them? Gorillas? Landon P.: Gorillas. Donnie B.: That are geeking out because you are such a straight-talker, no bullshit, let me just tell you how it is type of thing which continues to draw people to you and your story. When you find that thing, hold on and do more of it. Landon P.: Well, it’s like that guy that you just mentioned, 30 years in the symphony, do you think he's got an interest in that kind of music? Do you think he's got an interest in that kind of scene? Do you think … I mean, birds of a feather flock together, right? If that's who he is and then he goes, “Oh, you know what? When we're not all playing our part, the symphony sounds like shit.” And I can translate that to these other people that I like, these corporate people who need the leadership thing and I can demonstrate to them what I'm talking about. Do you think that guy needs 50,000 people to buy his thing? Donnie B.: Nope! Landon P.: Probably not. But he's being himself. And he's playing in his Zone of Genius and he's probably the happiest guy on the planet. Donnie B.: And when you talk to somebody like that that has their style and their thing, I mean, you can feel it because they're not making up some sort of cliché saying. They’re just speaking their truths. And it's fun to get in those type of conversations. So back to the kind of the sales a little bit, you got a business-owner that's trying to grow their business, you're telling them to just be themselves. Now, they've got to go interact and engage people and find people that are going to jive and vibe with their personality. How do they do it? Landon P.: Well, even with everything that I've said about sales, right? Here's the bottom line. There's principles and everything. There's a reason it takes X number of years to become a black belt, a 9th degree black belt in any martial arts. There's a reason it takes that amount of time to get that good at sales or engineering or being a brain surgeon. There's principles. Well, the sales world, this getting clients world, there’s still principles and fundamentals that are in play. The bottom line is, you got to get the right message to the right market at the right time. And there's a conundrum there. It's actually a riddle. To have the right message to put in front of the right market at the right time, it's got to be in that order once you get it. But you can't figure it out in that order. You got to figure out the ‘who’ first, right? Who's the right fit for this thing that I do so then I can go have conversations with them to craft my message and then I can put that out to the marketplace? Then there's some other principles. There's a lot of ways to get clients. There's a lot of ways to do prospecting, cold calling, cold approaching, cold messaging people on social media. There's right ways and wrong ways in my opinion to do those things and then there's other ways to do it. Client attraction. You can build funnels and there's all of that. If we will just use the principles to do those things, they all work. But if you're a business-owner and you need clients and you don't have an audience established, right? There's two times to plant a tree. 20 years ago and today. If you didn't do that and you don't have an audience, well, really, you should start building one. But in the meantime, you need to figure out who needs your thing and go start, I call it, social currency. You go mingle with people a little bit. You’re a sales guy. You and I used to do this, right? You find somebody. You start a conversation. You see where it goes. We’re qualifying at every stage. If you can figure out who it is that wants and needs your thing and then you can filter them against, do I like this person or not, all it comes down to is having conversations. Donnie B.: Yeah, absolutely. You know, I would add on there, discipline conversations and the only reason I say discipline is if you don't have a regiment on a daily basis to do business growth in your business, you're going to be stacked up against it too often. The one thing that … I started in January for my business. It was a minimum of 10 reach-outs every day. Do I go to LinkedIn or I go to Facebook? And I just start reaching out to the followers, right? Not even trying to go after people I don't know except for getting guests on the podcast. I do that as well. But I go to my followers and I can tell you, just having conversations with people that are already into you, maybe you know each other because you're in the same group or you hang out. Just jumping on a 30-minute Zoom call is an amazing game-changer of what it can do for your business. Landon P.: If you want to get fit, you have to do the doing. If you want to get rich, you have to do the doing. If you want to get clients, you have to do the doing, right? And a lot of people, like the people that I tend to focus with, they go kill it and they bring on five or six clients and then they've got to do all that client work, right? It’s this rollercoaster. Real estate people are a perfect example of this. They prospect all month long and next month, they've got seven deals that close and then the next month, nothing. So the month after that, then they go prospect all month long and then the month after that and they do like four or five decent months throughout the year and they're like, “Man, I should be making so much more money but I only did like $150,000 this year. What the hell?” It's that process. It's the wax on, wax off that you need to do every day. And there's a lot of ways to only put 15 or 20 or 30 minutes into it every day just to initiate those conversations. People just don't know how to do it. How do you start a conversation with somebody? Donnie B.: You say hello. Landon P.: Right. Exactly. Donnie B.: Here's a theory that I realized somewhere along my journey is people want to plateau. They want to get to a spot to where they can say, “I'm done,” right? And I did it even on part of my journey is I was always that, “If I could just get to this sales number, I can turn it off.” What I realized is every time I got to that sales number, if I turned it off, it would go the other direction, right? And so it took me a long time to quit making the gigantic leaps and start doing the incremental growth. Something I could do consistently and steadily on a regular basis. Landon P.: Okay. So let's talk about that. When I started in the commercial credit and collections industry, I was tasked like literally, when I was hired, I was told, if you take this job, you're required to make 300 dials a day. Okay. So I did that and as soon as I could figure out how to make less dials in a day, I did that, right? For everybody listening, let's kind of like paint the picture of how this looks from an actual sales guy’s perspective. Cool. I don't know what I'm doing in this new industry. I don't know anything about the products. I don't know anything about the clients. I don't know anything about even the sales pitch, the script they handed me. So I'm going to go practice and I'm going to screw it up and I'm going to do that three hundred times a day for as long as it takes to get good enough to begin closing clients. And once I begin closing clients, I look at it and go, how could I do this more effectively because I hate the grind? And then pretty soon, you're making 250 a day and then pretty soon, you're making 200 dials a day and pretty soon, you're making a hundred dials a day and most salespeople go, “Oh, one fish at a time? Go get a net full of fish. How do I do that?” And then people go, “Well, they're all still small fish. How do I get a bigger fish?” And then they go, “Fish for a bigger fish.” And most salespeople end up hunting for whales, right? Which is why it's a cliché in the industry. Most salespeople stop there. I only need to prospect 30 people a month because two of them eventually will come in. Even though it takes six months. Eventually, those come in and I've got all these whales and it's amazing and they stop there. But if you stop doing that prospecting, the new whale stop coming in because that perfect referral business doesn't exist at that level. You got to go to the next level. Who also serves all the whale clients that I want and has a problem because their whale clients have a problem that only I can solve? How do I solve that guy's problem? You do that two or three times a month and now, they're sending you whale clients and it's on autopilot because you're solving a problem at a much higher level. So I went from calling 300 times a day to, at the end, it was literally the last two and a half years, maybe ten calls a month and they weren't to cold calls. They were to people that I had already had some interaction with on either social media or through another contact and that's just it. As a business-owner, how do you perfect the ongoing lead generation strategy in your business? This is interesting. We're actually doing stuff with this right now. There's all these tactics. There's all these things you can do, right? Facebook ads, excellent. But if you turn the Facebook ads off, your lead flow stops. LinkedIn stuff. I can go hammer people on LinkedIn 15-20 minutes a day, every day. But when I stopped doing that, they stopped coming in. All of these are add-ons after you've established the stability in your business of referral partners, right? Referral partners that you're not paying them to send you stuff. You're solving problems for them that they happily send you all of the leads that you actually want and then you can scale using all of the, what are actually meant for scaling, not for stabilizing a business. It's just, I don't know if you can tell but this is what jazzes me up because this is what I like doing. Donnie B.: Well, here's the interesting thing. Most of your business-owners now, face the same dilemma that I faced is I was an employee. Going from employee mindset to business-owner mindset is a massive leap because it's turning off the, “I do a job. I do my eight to five. I do what’s expected of me,” to thinking about, “How do I scale it? How do I grow it? How do I level that up and make a bigger business?” And if you've spent your entire career looking at it from one perspective, trying to step back and look forward can be in a monstrous leap. It proved that way for me when I first launched my business and I got really good at making a good sales job and not a company as I started out figuring this all out. How do you make that mental shift to be able to wrap your head around what referral partners should I be going after? Landon P.: The truth? Donnie B.: Yeah. Landon P.: Most people have to go start at three, five, seven businesses and screw them all up before they have that because here's the thing, you and I can tell anybody anything and it can be the right advice. It can be the thing they need to know but until they draw that as their own conclusion and go, “Yeah, that's correct,” they will never follow that with the actions that take that advice. If people will understand that if you take the skillset that you've got or you take a new thing that you've never had any money generated around but you love doing it and you go do that doing and all of the pieces to that that you don't like doing, either find somebody else that can do it or find somebody else that will do it temporarily for trade. Finding referral partners is as easy as solving a problem. If you can figure out who has a problem and you can figure out how to solve it in a way that other people haven't been able to figure out, that's where you make a lot of money. And here's the thing with referral partners. It's like sex. If you have to pay for it, it's probably not the kind you want, right? So a lot of people think of this referral game as this, “Oh, they sent me a client. I'm required to send them a client.” That shit never works. “Oh, they sent me a client. I've got to pay for it.” That stuff never works. Now, marketers, we can do stuff where it's like affiliate commissions and we can do JV partner stuff. But business-owners, they need to go about it. Who can I solve a problem for that has people they can send me and I'm solving their problem by helping their clients? Real estate agents, here's one way to look at it. If you're a real estate agent, the best way to look at this is, if you're selling homes in Phoenix, who owns the best pool company in town, right? Because most of the homes that you're going to be selling have something wrong with the pool because pools suck, right? If you're a mechanic and you do transmissions, who's the best referral partner? The people that manage the fleets around town that don't have their own in-house mechanic shop, right? There's a lot of ways to look at this. It’s just getting creative. Who is already serving all of the perfect-for-me clients that has a problem that I can creatively figure out, “Oh, if their clients all had this, they benefit like this and if they benefited either monetarily or made their life easier or it made them a rockstar to their clients, that's a pretty easy sell.” Donnie B.: Yeah. You've been taking them smarten-them pills, haven't you? Landon P.: You know what, dude, it's all out of necessity. I hated the prospecting thing but I did it because if I could get somebody on the phone, I could talk them into doing the thing. And once I figured out there's an easier way to do that part, it's all based on relationships, my model changed. Then I went, “Okay, cool. What's the fastest way I can get to that next level that I want to get to?” And it was all out of necessity. I don't want to have to work doing stuff that I don't like and I might be biased but I think most people kind of feel that way. Donnie B.: Yes, I would agree. And I love the fact that you're so focused on business-owners because my mind going from years being in Sandler doing that training, I'm always so focused on the salesperson, right? Because that's the arena I knew, right? I knew how to grow and adapt and I knew what was going on in the salesperson’s head. It's refreshing to take this all to a business-owner standpoint. So good on you, brother. Good on you. So where is all this crazy-ass world going to take you? I mean, you're becoming a name in some circles. Not a good name, by the way, but a name. Landon P.: That's funny. Donnie B.: In some circles and I can't tell you how many people came to me and said, I got to get you on the show and were throwing your name around and that's fun when you get several people you trust that are throwing a guest’s name around. So what's the vision for this whole thing? Landon P.: Honestly, I don't and here's an interesting thing. As a sales guy, most of us are supposed to have this predetermined endgame or our agenda. I don't. I was basically dragged into kicking and screaming doing this thing because here's my take on it, I'm a sales guy, right? There's a lot of names that you and I can both drop that they do it the old school way and they teach the tactics and those people go make money. Fantastic. Awesome sauce. I don't dig it. I just, like, right? I think society is headed in a direction where we're kind of tired of that which is why it's … and here's … all the way down to the very bottom of it. Either you're playing the long game to win the long game or you're playing to eventually lose. There is no other way in my opinion to look at life in any way, shape or form. Whether that's your business or your relationship with your wife or the relationship you've got with your neighbors. Either you're playing the long game to win the long game or you're playing intentionally to eventually lose and I didn't want to come into this sales arena, sales training game from a, “Oh, he's a sales guy but he's got a different take on it.” No. You know what? I actually teach people how to people. I teach people how to have relationships with people they want to have relationships with. Where this eventually goes, I have no idea. Donnie B.: I love that honesty because here's something funny about me that I love telling people. I don't think goalsetting works, right? And the reason it doesn't is, as soon as somebody sets a goal, it automatically demotivates them because they don't believe they can get there in the first place. I'm all about incremental growth and milestones and knocking down a target. And once that target’s knocked down, then going for the next target. And just seeing what turns up and what comes and what relationships happened from there. I love that you actually don't know where this is going to end up which allows you to be in the moment and just go with the flow, man. Landon P.: Right. There's so many ways this can go and to your point with the whole goalsetting thing, a lot of people miss a lot of really cool opportunities and experiences because they've determined, “This is the thing I'm going to go get.” Life is so fluid and shit happens and changes so fast that if you pigeonhole yourself with a goal like that, you’re just screwing yourself. And not only do most people demotivate themselves to actually accomplish that because it's usually way too big, but other people on the other side of that, they think, now it's been accomplished and so they're demotivating themselves because they've created a goal and it's always just down the road. It's always three months. When I get here, when I get that, when I do that, right? No. It's what's going on right this minute. Donnie B.: Yup. Landon P.: I will continue to do what I enjoy doing. And right now, what I'm enjoying doing is working with people that are like, real people, down-to-earth that are like, “I do this really cool thing and it's fucking amazing.” And the people that I do it for love it and it gets them this crazy result and I don't know how to turn them into clients because I don't know who they are or where they're at. And I love walking people through that process to where they go, “Man, six months ago, I didn't know where my next client was coming from and now, I've got too many clients and I just waitlisted a guy. That's never happened to me before.” That's what I enjoy doing. And for now, that's what I will do. Donnie B.: That's awesome. Landon, how do people find you? How do they get in touch with you? How do they make fun of your funny hairdo? All that stuff. Landon P.: I have a fledgling podcast and I'm actually a little like hesitant. No, I'm kidding. I do a podcast every week on this whole idea, relational selling and relationships and all that. SalesGorillaPodcast.com or you can come hang out with us on our group, our Facebook group. It's www.facebook.com/groups/gorillajuice and if you're a fit, stick around. If you're not, go away. Donnie B.: It's really called Gorilla Juice? Landon P.: Yeah. The URL for the group is Gorilla Juice. It's Getting Clients Without Being Salesy. It's Gorilla Army Nation (Getting Clients Without Being Salesy). Donnie B.: That's awesome. That's awesome. Are you going to make an energy drink called Gorilla Juice? You should. Landon P.: Dude, we've been, yeah. Mustards and hot sauces and coffee drink. Yeah. Donnie B.: Well, you got to get the microbrew in there as well. I mean, if you're going to go, you got to go all out. I mean … Landon P.: A vodka, a whiskey, right? Donnie B.: For me, a spiced rum and I'll be perfect. But dude, this has been a blast, man. Thanks for jumping on and doing this. I was looking forward to this one. This was every bit of what a kind of conversation I was expecting out of this, man. So I appreciate that. So here's how I wrap up every show and I do stump some people. So get ready. If you were going to leave the Champions that listen to this show, 78 countries, people all around the world that are going through it on their journey and they’re hearing other people's stories of what they've overcome to get where they want to go. If you were going to leave them with a quote, a phrase, a saying, a mantra, something they can take with them on their journey especially when they're stacked up against it and going through it, what would be that quote or phrase you would say, “Remember this,”? Landon P.: Stop thinking about all the stuff you don't like and don't want and actually put time into defining what you want and how you want it to be. Donnie B.: Love it. Love it. Landon, thanks for doing this, brother. I appreciate you. One of these days, if you bring guests on your show, I'm going to come on there and make fun of you there too. Landon P.: That would be rad. Donnie B.: But thanks, brother. I really appreciate it. Thanks for doing this. Landon P.: Awesome sauce. Thanks for having me on. Peace out, Cub Scouts. [Music] Donnie B.: Well, there you have it, guys. Two badasses sitting down and just having a freaking balls-out killer conversation. Man, I got to tell you. It's a rarity that I get to sit across from a guy like Landon and really dive into some freaking tactical stuff. I mean, every time that guy opens his mouth, I swear, he's embracing the mindset of a teacher and throwing out just knowledge that the everyday Joe can use to really up their game. I fucking love talking to him. And I know I probably sound a little bit of a fanboy of the guy. But dude, I rarely find somebody who lives off life with a lot of similar philosophies of my own, man. So I really, really appreciate him. Let me tell you, if you're not hanging out in the Gorilla Army Nation in Facebook, Getting Clients Without Being Salesy, get your ass over there. It's a phenomenal group out there. I don't know how many members are but it's in the tens of thousands and he's doing really, really cool stuff. So you need to check it. Also, if you will do me the favor and go to Facebook, type in Success Champions, click on groups and come hang out in our group. We are doing some amazing things from launching masterminds, to doing some really, really cool things and the whole thing is Badasses Rise Together. So you really need to come hang out so we can all level up. We can all go for it and you can hear more from guys like Landon and other past guests I've had on the show blowing some shit up so we can step into our own. I fucking love you guys. I really appreciate you always tuning in. I appreciate the feedback, the comments, the emails, the messages. Do me a favor, share this show with somebody, send them some love, leave me a review on wherever you listen to podcast and for the love of God, go blow some shit up. Music by Freddy Fri http://www.freddyfri.com
Donnie B.: All right. So a lot of you guys have been asking for this one and I'm looking forward to bringing Landon on. This is going to be a fun time. You should see his eyeballs right now. I got them all wigged out. But this is going to be a fun time. I'm bringing on the Sales Gorilla himself, Mr. Landon Porter and I think we're just going to have a killer time. I’m going to make fun of him a lot because I dig his hairdo and everything. So I think we're just going to have a fun time with that. I'm Donnie Boivin. This is Donnie’s Success Champions. Landon, welcome to the show, my brother. Tell us your story. [Music] Donnie B.: Hey, guys! Before we get rolling with Landon, I wanted to jump in here and say thank you to Point Blank Safety Services and Blue Family Fund. They've been with us for almost the entirety of 200 episodes on this show and they've just been amazing and their message and what they do in protection of our freeways, our buildings and I'm honored that a company that takes care of our police officers and their families has been such a gem in supporting our messages, this show and everything they do and what they're doing for police officers and their families is truly a beautiful thing. I mean, we all know the stories that teachers, police officers, military, they're all underpaid for what they're sacrificing with their lives. And I love the fact that Stacey and Michael found a cool way to get them additional income so they could take care of their families. It's really a beautiful thing. So if you’re looking for security services or you're looking for highway protection and patrol, those type of things, man, do me a favor and reach out to Point Blank Safety Services and you can find them at PointBlankSafetyServices.com and tell them Donnie sent you, you heard it on the Success Champions podcast. But man, what an amazing company, amazing people and guys, do me a favor, follow them on social, follow all their stuff because I couldn't do this show without them. Here comes Landon. Landon P.: Thanks for having me on, man. So back in late October of 1977, right? My story is not the typical sales guy or finally made it big in business story or whatever. I learned early on that I was really good at a couple of things but I didn't really like doing them for a paycheck and I ended up in sales in my early to mid-20s and really out of necessity and I figured out pretty quick that the way sales is done doesn't feel very good. Is it possible? Sure. Is it easy to learn and if you put enough practice in, get good at it? Absolutely. But it didn't feel good. And even though I got really good at doing it the way that it doesn't feel good, I eventually figured out that I just don't like everybody and that eventually turned into, if I don't like everybody, there's something in there that causes some people to want to say yes to me more and other people to say no to me more. And I went about figuring out what that was and it turned out that relationships, right? This thing that us salespeople have figured out how to engineer, this relationship thing, if you understand the parameters of how it works naturally for you and who you want to deal with and you just leverage that, it's so much easier and it makes so much more sense and I'll finish that all by saying this, that's from the stance of a sales guy who was tasked with bringing on new clients, but the money wasn't in bringing that client on. The money was in dealing with that client long-term because all the money was long tail. So I had to bring on clients and then I had to deal with all their bullshit and like, I don't really want to do that. So long story short, after about 15 years in sales, I decided, “Okay, cool. I want to go do something else.” My wife and I went into a parenting thing and in that process, I was asking some people about running ads and they were asking me about, “Okay, cool. What about the sales thing?” And within a week, about five people were like, “Dude, you need to fucking teach this.” And I was like, “Dude, no the fuck, I don't.” Here we are almost two years later and our take on sales is it's all relational. Welcome to the relationship economy. People are tired of being sold to and sold at and it's a whole lot easier for business-owners and people that have a cool thing to sell to just figure out who you want to deal with and just be open and honest with the public like, “Hey, I'm a little off. I cuss. I'm weird and if you don't like that, it's okay. Go away.” So that's kind of the, that’s me! Donnie B.: I love it. I love it. So here's what's interesting about this, man, is I grew up in the sales game as well. And to me, sales success early on was, you had to talk a certain way, act a certain way, be a certain way and I got really, really good at being that asshole. And here's the one difference in my story and yours is, I get really good at the transactional sale, right? I could get the deal done. This whole concept that you talked about, it's a long tail, that was not me. And my sales cycles were so wicked because you get the deal done, you’re rocking it out and then you're like, “Okay, I'm on to the next one.” And I’d pass it off to a company. So my CEO, they always encouraged me, like, “Get it done. We'll take care of it. We’ll take care of it.” Well, they weren't taking care of it. So my cycles would be way high, then all of a sudden, you’d bottom out because you had nothing sitting behind it because you were just killing deals. And it wasn't for me until I stopped being that egotistical asshole that didn't give a shit about people, who’s just trying to get the deal done that I found relationship sales. So this is just an interesting paradigm to find somebody else that kind of went the same path that I did. So here's the thing, I knew part of that story, right? Because I saw a video of something of yours somewhere and I knew part of that story. Didn't you sell like in an almost pit-like setting like it was more boiler room type thing or something along those lines? Landon P.: Yeah. And actually, you bring up a good point about the whole relationship thing and cycles up and down and I will tell that story in one second. I want to preface this for everybody that's listening. There are salespeople and if you're listening to this podcast because you're a salesperson and you're actually, your job is to go sell a thing for somebody else, do it however the hell you want to do it. I'm not here to tell anybody how to do something. What I do is I take business-owners that aren't really salespeople and I un-brainwash them from all the shit they think they have to do to get the sale done. So with all that said, yeah, let's actually talk about that. In right about the time the crash happened, I went to work for a company called COFAS and we sold commercial collections all the way through to commercial credit. And this is like business to business asset management protection and I was literally hired as a sales monkey, right? There was 30 or 40 of us on the sales floor, full-on boiler room style. You said whatever you had to, to get the deal done and it was such a turn and burn. Literally, it was like this. Every week, they hired seven people. At the end of 30 days, there was one of those seven people left. At the end of the next 30 days, there was one of those seven people left. I was in that industry almost a decade and there was one guy that I was hired with, same training class, we were hired on the same week. The next closest person that we knew in the three companies that the two of us worked for in ten years had been in the industry for like 3 years. It's just one of those industries that people can't hack it. I kind of came in and this is what I wanted to say about the relationship thing. I kind of came into that. There's an interesting story about it. I had a client that was household. They were Fortune like 10, Fortune 12. They were big. Everybody on the planet has something in their dwelling. If you live in a hut with a dirt floor, you've got their products and I had a 45-minute conversation after having them for like ten months and this guy is just m-effing me for 45 minutes, screaming and yelling and pissed because the idiot who sold them told them something that we could do that was just absolutely against company policy and it was a little itty-bitty thing and it took like eight months for it to happen and I had to tell him, “No, we're not doing that. We won't do that.” And I walk out of my office, I walked down to my buddy, Billy. He was the guy that was, we were hired together and I opened the door and he looked at me, he's like, “Feeling awfully gorilla today.” And I said, “Yeah. Because these stupid fucking monkeys will say anything they need to, to get the deal done.” That's great for getting money on the frontend but if you're trying to get money on the backend and build a sales business, it doesn't work. Donnie B.: No, I love it. I love it. I love it. So talk to me about this a little bit because you said a phrase that I haven't heard thrown around the sales game. Because typically, when you get these sales gurus through, right? They’re, “Let me bath you with my bullshit. Let me tell you how awesome I am, the millions of dollars I sold and I flew into my Learjet with my slicked back ass hair and let me 10x your ass,” right? That's the shit that gets thrown around on a regular basis. You just said something that's powerful as hell when you said, “I try and take business-owner and reprogram from all the bullshit that they've been programed and all the stuff that they've learned.” Dude, talk to me. I mean, because that's not an approach you see in the marketplace at all because you're supposed to be the grease ball. You're supposed to kill it. You're supposed to be the transactional guy and we all know in this day and age, if you do that, you're going to lose but they're teaching it still anyways. How do you take a business-owner and teach them to just be their damn self and grow a business? Landon P.: Well, your listeners can't see it. But this image behind me actually used to be a poster with our logo on it. One of my early catchphrases was, “Just be your weird-ass self.” Let's really break this down for a second. Relationships happen two ways and I was that asshole, right? Ten years ago, I was that asshole with the car and the money and the … fuck all that. We can learn how to psychologically trigger people to make decisions. Whether it's in their best interest or not and if that's you and you take somebody and you just make them understand that what you have is what they need to fix their problem, then fantastic. Go do that. I don't want anything to do with that. Us salespeople for 30 to 60 years have learned how to do that so well that we can make people do shit, right? Advertising, marketing, sales. It's just the way it has gone. Society as a whole is sick of it. The way that that works naturally, there's a reason that we in the wild are naturally attracted to some people and naturally repelled by others. Well, if you take that stance of, we're all weird and it's okay and some people just aren't going to like me and that's kind of fine because there's some people I don't naturally like and you just go about it that way. It makes it really easy to go, “That's a fit. That's a fit. I don't think so. That's a fit. That's a fit. Nope.” Right? And here's why. Business-owners that are really good at a thing that they do, they really don't want to learn how to like, what's the process? How do I enter the conversation? How do I then turn it into qualifying? Just make it easier on yourself, right? There's an easier process to that. And there are a lot of good people out there that do the sales training the right way, right? The Sandler Training for an example. In a lot of ways, they do it the right way. Donnie B.: Are you ready to laugh your ass off? Landon P.: Yeah. Donnie B.: For the last seven years, before I started my company, I was a national trainer for Sandler Sales. Landon P.: See what I'm saying? So I don't want to work with salespeople because I don't want to teach people how to sell. I want to teach people how to be their weird-ass selves, give them permission to just do that, figure out who it is that they actually really want to work with and then craft a very simple message and offer that gets those people to take notice and go, “Oh, that person might be for me. I should have a conversation with them.” So much easier than learning how to sell. Donnie B.: Yeah. But you're asking people to reprogram themselves. And here's what I mean is, most people have gone through society and been told, you act a certain way, you carry yourself a certain way, you dress a certain way. I mean, for instance, I was at a speaking engagement about a month back and this guy, when he walked up to me, he had a curled mustache tie clasp, he had a curled mustache cufflinks, curled mustaches all over his tie itself and I said, “What's up with all the curled mustaches?” And he goes, “Oh, you can't see it right now. I got it tucked underneath.” “What do you mean you got it tucked underneath?” He goes, “Well, I don't think people would see me as very professional if they actually saw.” And he worked in banking or something, right? Where you got to wear the suit and everything. And he goes, “I don't think people would respect me very much if they saw my curled mustache.” He turned around, literally pulled out his mustache. It must have been curled up into his mouth which is just disgusting to think about and we both got beards and he pulls it out and he actually combs it into these big-ass curl. I mean, huge curled mustache. And I'm like, “Dude, that is you. Let those things fly.” And then two seconds later, another guy wearing a suit walked in the room and you saw him turn around and immediately tuck it back under. Right? So what you're trying to do is actively reprogram people to go against what they've been taught by society for a long time. That's a tall task, brother. Landon P.: Well, what's interesting is society is going that way. Like, I didn't coin this term, but I've been saying it a lot the last couple of years. “Welcome to the relationship economy.” Go look at any of the people that have kind of been on the forefront of kind of telling all of us marketers where shit’s headed that have been doing it for a while, that have been proved accurate, they're all talking about, it's the relationship. Even some of the sales monkeys that I'm sure both you and I get their emails, they're all like, “If you pay me,” when they're in the conversation with but then they're telling the market, “No, it's all about relationships.” Right? Here's the bottom line. If you're being anything other than who you actually are, you've got a mask on. And our BS meters are so sensitive that people can smell that from a mile away. Just be yourself. Yeah, it's a tall order. But here's the deal, that for me weeds out all of the people that are just bullshit artists and can't even tell themselves the truth. Like, look, I've got a crazy head of hair. I've got this giant beard. I don't wear suits. I've got gorillas in all my stuff. I cuss. I am who I am and if you don't like it, that's fine. Unless you're elderly or somebody else's kids, I'm going to be exactly who I am the way I am and if you like that, fantastic. Stick around. And if you don't, go away. And my take is, everybody should be that way. Donnie B.: Well, and I love that aspect of the elderly and kids. It's still you. It's just, you're respectful at that moment, right? Landon P.: Right. Mm-hmm. Yup. To put it in context, I'm not going to drop f-bombs in front of my grandmother's or my buddy’s kids. Donnie B.: Right. Well, I will. But most of my buddies, they know me. Landon P.: They know better. Donnie B.: I’ll walk into a room and I'm usually that guy that gets a, let me tell you about Donnie before he gets there, right? Landon P.: That's awesome. Donnie B.: A lot of people don't know what their real self is because you go to work or business or whatever else and you're one person wearing that mask and then you come home and you're somebody else. I know that was a lot of my journey because I was always trying to be somebody I was not all the way through it and really, it took me opening my own company before I really realized that I was doing it because I didn't realize I was doing it living that 8:00 to 5:00 lifestyle versus running a business. Outside of doing the crazy thing that I did and jumped out and started my own company, how does somebody actually understand what their real self is? Because, man, I understand you’re going after business-owners. There's a huge market of salespeople that are doing this, right? And they're selling shit they don't even believe in. But it's the job they took that's in front of them which was, once again, a lot of my career. You don't choose a path. You just happened that, “Oh, I'm here. Okay, I'll sell this.” How do people discover who the hell they actually are? Landon P.: It's an ongoing process and really, for most, I would say, most people, it's a never-ending process. It's all about self-awareness. And here's my thing. Like, this is the epitome of everything I stand for. I'm not here to tell anybody what they should do and I'm not here to convince anybody of anything. I am happy with the people that go, “You know, the thing that he just said made a whole lot of sense and I'm not sure quite how to do it. But that's interesting.” And they stick around. It's the whole idea of, you can lead somebody to water. But if you try and stick their head in the bucket, you're just going to drown them, right? We're all to an extent becoming a little bit more aware of who we are and what life is like. This also weeds out a lot of the younger people. Like, don't take offense to this. If you're 22 and like all full of bravado and standing in front of a Bentley for your picture that everybody knows you don't own, that's fantastic. You've got your own path to go through. My take on it is, I'm not here to like forcibly change the way sales is done. I'm here to offer another way to the people that go, “Oh, that actually kind of makes sense.” And we do it through a podcast and a group and all of that stuff. So our message is getting out there and you'd be surprised how many people go, “Man, I don't even know if I can say this publicly but like, what you said on that, blah-blah-blah, like, oh my God. I didn't think that was like permissible.” Donnie B.: Right. Now, I love it because I call it letting your hair down. Landon P.: Yeah Donnie B.: And it's so funny that luckily, there's been a couple of guys that are out there that have cleared the path, if you will. I mean, you take somebody like Gary V, then his freaking foul-mouthed talking. You don’t have to agree with his philosophy but he made cussing mainstream before guys like Andrew Dice Clay and Eddie Murphy or Richard Pryor, prior to him but Gary's like the first one that brought it into the scene that it is our culture because you're at home, you cuss like a freaking sailor, you're hanging out with your buddies and then you go into the business mode and you become robot boy or whatever. My parents give me hell still about cursing. My nieces will come up to me every once in a while and they’re like, “Why do you cuss so much?” I'm like, “Honey, you should know by now. That's just how I fucking talk.” There was one time and my niece had some friends over and she comes running up to me and she goes, “I need a favor.” I said, “Okay. What's the favor?” She goes, “Will you not cuss? They’re from church.” I’m like, “All right. Since you asked, I’m in.” But there's this whole thought process of being yourself and watching the world just open up and see what happens. But even so, I mean, okay, be yourself. Cool. How do you find the other people that are going to vibe with that, with you? I know how I think about it. But I have a feeling you're going to have say exactly what's going through my head but say it anyways. Landon P.: Well, it's simply the matter of putting yourself out there and like, Gary V's on this kick about a hundred pieces of content and to an extent, I agree with him from the perspective of, right now, it's all real estate. Like in the late 1800s, you could buy up New York, right? Fantastic! There are people that need to build a long-term brand doing that. But you can do that just by doing that with people that you're already talking to and here's the thing. It all comes down to this. I believe that relationships are the most important thing on the planet and the relationship you have with yourself is the most important, right? And I'm a little too woo for some people and I'm not woo enough for other people and that's fantastic. But what I think about is, if I lay down at night and I'm happy with myself and what I do and what I did and how I do things, that's the payment, right? So to me, for me, that's the highest level of achievement for myself. Beyond money, beyond all of that. Even beyond the relationships that I have with other people. It's the relationship that I have with myself and when you start doing that, you notice pretty quickly. Some people just escape your world and other people start paying more attention and when other people are like, “Wow!” And they don't even do that out loud usually but they start bringing other people to you and they start bringing other people to you and some people go, “I like this. I like this. Not for me.” And other people go, “Not even close.” And other people go, “Holy shit. This is exactly what I'm looking for.” And if you're a salesperson, if you're a business-owner, your job is to effectively build a book of sales clients who buy more stuff from you and you can do it the hard way by trying to talk to everybody and be a salesperson or you can identify the people you actually like to be around and just be yourself. Donnie B.: I love this. So I had a guy come up to me not long ago and I try and get everybody into podcasting, right? That's just my thing. I think everybody should flip and start a podcast. It is just such an inexpensive, low-hanging fruit to get so much massive attention, exposure and it's the best networking tool on the face of the Earth. And this guy, after one of my speeches and I tell everybody to get into podcasting, he walked up to me and he said, “I've got the most boring job in the world.” I said, “Okay. What do you do?” He goes, “I run an HR consulting business and nobody in the world gives a shit about HR consulting.” I said, “Okay, good. We agree on that.” And he goes, “What the hell would I start a podcast on if I were going to start a podcast?” I said, “Okay, cool. What did you geek out on as a kid? What was that thing that as a kid, you just totally did?” And looked at me and his eyes lit up and he goes, “Dude, I raced motorcycles.” I said, “Oh, tell me about motorcycles.” He’s like, “We built them from the ground up. I raced them. We did all.” And this dude goes on this whole almost monologue, diatribe of motorcycle races. And I'm like, “Why the hell wouldn't you start a motorcycle podcast?” “Because I run an HR consulting business. Why would I do that?” I said, “Why wouldn't you? Who's easier to have a sales conversation with than somebody you can absolutely geek out over something on and talk to for hours about motorcycle? And oh, by the way, I happen to do this HR whatever on the side, right?” If you go get in your world of whatever you geek out on, you're going to find other people that geek out on your stuff and I think that's what you're saying. Landon P.: I even have a term for it. It’s your Genius Zone. Donnie B.: I love it. Landon P.: Right? So there's a lot of people that do something similar to what they really love. Web designers, right? This is a perfect example. A lot of web designers really love doing the aspect of like, visually creating the most amazing-looking website. But all the other shit that they have to do for their clients, they’re like, “I don't really like it,” or “I'm not even that good at it,” or whatever. That thing is their Genius Zone. But most people, myself included for a long time, we do shit that we think we're good at, we think we're supposed to do, somebody told us that we needed to do this. We spent too much time getting a skillset that we can't not do it. But there's this other thing that I am so in love with. That's our Genius Zone and really, what happiness, here's a little insight for everybody listening to this. Here's what I found in my 40 almost 2 years. What causes happiness is simply spending your day doing whatever the hell you want. If you can spend your time doing what it is that you enjoy doing, that's happiness. Genius Zone. Donnie B.: I love it. I love it. I love it. And it's the truth. I mean, you look at a lot of business-owners and the phrase, they’re the president, chief bottle washer, trash-taker-out dude and it's because that's what they know. That's the business they’ve built and they haven't figured out how to either outsource some of that other stuff or get some of those things off their plate but this whole Genius Zone, that really, really got me hung up for a second because how does somebody just embrace that Genius Zone and not have to take on all the other stuff? Landon P.: Two things. One, many people will never take the step to go, “I really wish I could just spend my time doing that.” Most people will, right? Golden handcuffs. The people that are in their own business that are doing nine different jobs, they have their own bottlenecks, right? They've created their own glass ceiling. Most of us are only good at a couple different aspects of what we do, right? I don't know about you. You've got your own podcast. I do my own podcast. I don't do the editing. I don't do the … right? I don't do any of those things that I'm not good at, right? Well, if you own a business and you spend your time focused on your Genius Zone, the thing that you do, guess what? You get to work with higher quality clients who are higher value for you. You're happier doing it. Generally, you work with fewer of them and make way more money. And if you go that route, you can get other people who their Genius Zone is the shit you don't like to do and now, you can actually have a real business. Donnie B.: I love this. I had a … his name’s going to escape me. But I had a gentleman recently on the show and he has created the hotels.com of outsourcing. Landon P.: Wow. Donnie B.: So you can go to his website and whatever you need an outsource for, you can go through and he brokers the services, okay? He told me flat out. He's like, “Look, I don't care what business you're in. You can go get a COO for your business for $1,500 to $2,000 a month.” Which means, if you're the face of the company, outspoken guy and you suck at operations, you can literally pick up a COO. Now, they're going to be overseas, they’re going to be in another company, they're going to do everything virtually but a COO in this day and age will cost you between $120,000 and $150,000 depending on what kind of business you have and you can get one for less than $2,400 a year to take all that crap off your plate that you don't want to do and turn your business into a functional business. So you can go spend time in your Zone of Genius or a flipside of it, you can go find the other person who wants to be the face of the company, who wants that brand out there and let you be the operational Zone of Genius, the things that you geek out on for about the same price. There's no reason that your business should be functioning in any way that is not allowing you to step in and do what you love to do. This is so awesome. This is so awesome. Landon P.: Yeah. Since you’ve brought his name up a couple of times, Gary V., I'm a fan. I'm not a fanboy. I don't model everything in my world around Gary but I think a lot of what he says is truth and I think he's got a lot of real-life experience that has proven that he has an idea of what he's talking about. And it's been a while since I've heard him say this but there's nothing wrong with being the number two or the number three or the number four and most people like, “Let's face it, right? If there's 19 positions in a company, not everybody on the planet’s a number one.” Well, I think a lot of people take that the wrong way, right? That number one position and the way he brings it up is, “Well, everybody thinks it's the owner. It’s the CEO. It's the entrepreneur. Oh my God.” Cool. Well, if you like playing with numbers and that's your love language and you're a freaking accountant, then you're number one at that regardless of what you do or who you do it for and I don't think a lot of people recognize this. There's a lot of things. You and I both own a business. There's a lot of things that need to be done. And I tell you what, man, 92% of it, I can't stand doing. Donnie B.: You and me both. Landon P.: So why spend any of my time doing that shit that I don't like and for you, right? Donnie B.: Yup. The only thing I had to throw out when I bring up Gary V. is I love a lot of his philosophies. The one philosophy I hate is the grind, the 18-hour days, right? That works for Gary, right? The other thing is he says, he's going to buy the jets. That works for Gary. Most type of people can't wrap their head around working that hard. Not even that hard but that many hours. Two, people can't wrap their head around a goal that large. They already are setting themselves up for disappointment and they already believe they can't accomplish it. So they're never going to go after it. So go ahead. Landon P.: I just want to be happy. Don't you want to be happy? That’s part of his new tagline. I think that's a misconception and in the world that I play in, there's a lot of entrepreneur people that hang out of my world and a lot of people seem to play life that there's a set of rules that applies to everybody. And that's just not the case, right? I like to work a lot. That's part of who I am. But I don't want to spend 18 hours a day doing grind work. You told me before we got on here, how many of these you've done today? That like blows my mind. But then I think about it and I go, “You know what, if these are an hour-long each, I've done almost that much already today in mentoring calls and I love it.” It's work. But that doesn't mean that everybody should see that and go, “Oh, so I should work 6 or 7 hours a day, 7 days a week because so and so does it?” No. Figure out what it is that makes you happy and then spend your time doing it. Donnie B.: Yeah. I mean, that's a great way of putting it. When I do these Fridays and I'm interviewing these people, dude, I just had an interview right before yours where I talked to a guy who spent 30 years in the symphony and he's literally bringing these executives from Fortune 50 companies to sit in the symphony and teach leadership skills by screwing up conducting. I mean, it was the most brilliant conversation. This dude totally had me geek out on his entire everything he did and I would have never met this guy without the podcast. So for me, that's my Zone of Genius. I love having these conversations, networking, this, that and the other. I love being on stages. You have your platform with … you got a nice huge following of, what do you call them? Gorillas? Landon P.: Gorillas. Donnie B.: That are geeking out because you are such a straight-talker, no bullshit, let me just tell you how it is type of thing which continues to draw people to you and your story. When you find that thing, hold on and do more of it. Landon P.: Well, it’s like that guy that you just mentioned, 30 years in the symphony, do you think he's got an interest in that kind of music? Do you think he's got an interest in that kind of scene? Do you think … I mean, birds of a feather flock together, right? If that's who he is and then he goes, “Oh, you know what? When we're not all playing our part, the symphony sounds like shit.” And I can translate that to these other people that I like, these corporate people who need the leadership thing and I can demonstrate to them what I'm talking about. Do you think that guy needs 50,000 people to buy his thing? Donnie B.: Nope! Landon P.: Probably not. But he's being himself. And he's playing in his Zone of Genius and he's probably the happiest guy on the planet. Donnie B.: And when you talk to somebody like that that has their style and their thing, I mean, you can feel it because they're not making up some sort of cliché saying. They’re just speaking their truths. And it's fun to get in those type of conversations. So back to the kind of the sales a little bit, you got a business-owner that's trying to grow their business, you're telling them to just be themselves. Now, they've got to go interact and engage people and find people that are going to jive and vibe with their personality. How do they do it? Landon P.: Well, even with everything that I've said about sales, right? Here's the bottom line. There's principles and everything. There's a reason it takes X number of years to become a black belt, a 9th degree black belt in any martial arts. There's a reason it takes that amount of time to get that good at sales or engineering or being a brain surgeon. There's principles. Well, the sales world, this getting clients world, there’s still principles and fundamentals that are in play. The bottom line is, you got to get the right message to the right market at the right time. And there's a conundrum there. It's actually a riddle. To have the right message to put in front of the right market at the right time, it's got to be in that order once you get it. But you can't figure it out in that order. You got to figure out the ‘who’ first, right? Who's the right fit for this thing that I do so then I can go have conversations with them to craft my message and then I can put that out to the marketplace? Then there's some other principles. There's a lot of ways to get clients. There's a lot of ways to do prospecting, cold calling, cold approaching, cold messaging people on social media. There's right ways and wrong ways in my opinion to do those things and then there's other ways to do it. Client attraction. You can build funnels and there's all of that. If we will just use the principles to do those things, they all work. But if you're a business-owner and you need clients and you don't have an audience established, right? There's two times to plant a tree. 20 years ago and today. If you didn't do that and you don't have an audience, well, really, you should start building one. But in the meantime, you need to figure out who needs your thing and go start, I call it, social currency. You go mingle with people a little bit. You’re a sales guy. You and I used to do this, right? You find somebody. You start a conversation. You see where it goes. We’re qualifying at every stage. If you can figure out who it is that wants and needs your thing and then you can filter them against, do I like this person or not, all it comes down to is having conversations. Donnie B.: Yeah, absolutely. You know, I would add on there, discipline conversations and the only reason I say discipline is if you don't have a regiment on a daily basis to do business growth in your business, you're going to be stacked up against it too often. The one thing that … I started in January for my business. It was a minimum of 10 reach-outs every day. Do I go to LinkedIn or I go to Facebook? And I just start reaching out to the followers, right? Not even trying to go after people I don't know except for getting guests on the podcast. I do that as well. But I go to my followers and I can tell you, just having conversations with people that are already into you, maybe you know each other because you're in the same group or you hang out. Just jumping on a 30-minute Zoom call is an amazing game-changer of what it can do for your business. Landon P.: If you want to get fit, you have to do the doing. If you want to get rich, you have to do the doing. If you want to get clients, you have to do the doing, right? And a lot of people, like the people that I tend to focus with, they go kill it and they bring on five or six clients and then they've got to do all that client work, right? It’s this rollercoaster. Real estate people are a perfect example of this. They prospect all month long and next month, they've got seven deals that close and then the next month, nothing. So the month after that, then they go prospect all month long and then the month after that and they do like four or five decent months throughout the year and they're like, “Man, I should be making so much more money but I only did like $150,000 this year. What the hell?” It's that process. It's the wax on, wax off that you need to do every day. And there's a lot of ways to only put 15 or 20 or 30 minutes into it every day just to initiate those conversations. People just don't know how to do it. How do you start a conversation with somebody? Donnie B.: You say hello. Landon P.: Right. Exactly. Donnie B.: Here's a theory that I realized somewhere along my journey is people want to plateau. They want to get to a spot to where they can say, “I'm done,” right? And I did it even on part of my journey is I was always that, “If I could just get to this sales number, I can turn it off.” What I realized is every time I got to that sales number, if I turned it off, it would go the other direction, right? And so it took me a long time to quit making the gigantic leaps and start doing the incremental growth. Something I could do consistently and steadily on a regular basis. Landon P.: Okay. So let's talk about that. When I started in the commercial credit and collections industry, I was tasked like literally, when I was hired, I was told, if you take this job, you're required to make 300 dials a day. Okay. So I did that and as soon as I could figure out how to make less dials in a day, I did that, right? For everybody listening, let's kind of like paint the picture of how this looks from an actual sales guy’s perspective. Cool. I don't know what I'm doing in this new industry. I don't know anything about the products. I don't know anything about the clients. I don't know anything about even the sales pitch, the script they handed me. So I'm going to go practice and I'm going to screw it up and I'm going to do that three hundred times a day for as long as it takes to get good enough to begin closing clients. And once I begin closing clients, I look at it and go, how could I do this more effectively because I hate the grind? And then pretty soon, you're making 250 a day and then pretty soon, you're making 200 dials a day and pretty soon, you're making a hundred dials a day and most salespeople go, “Oh, one fish at a time? Go get a net full of fish. How do I do that?” And then people go, “Well, they're all still small fish. How do I get a bigger fish?” And then they go, “Fish for a bigger fish.” And most salespeople end up hunting for whales, right? Which is why it's a cliché in the industry. Most salespeople stop there. I only need to prospect 30 people a month because two of them eventually will come in. Even though it takes six months. Eventually, those come in and I've got all these whales and it's amazing and they stop there. But if you stop doing that prospecting, the new whale stop coming in because that perfect referral business doesn't exist at that level. You got to go to the next level. Who also serves all the whale clients that I want and has a problem because their whale clients have a problem that only I can solve? How do I solve that guy's problem? You do that two or three times a month and now, they're sending you whale clients and it's on autopilot because you're solving a problem at a much higher level. So I went from calling 300 times a day to, at the end, it was literally the last two and a half years, maybe ten calls a month and they weren't to cold calls. They were to people that I had already had some interaction with on either social media or through another contact and that's just it. As a business-owner, how do you perfect the ongoing lead generation strategy in your business? This is interesting. We're actually doing stuff with this right now. There's all these tactics. There's all these things you can do, right? Facebook ads, excellent. But if you turn the Facebook ads off, your lead flow stops. LinkedIn stuff. I can go hammer people on LinkedIn 15-20 minutes a day, every day. But when I stopped doing that, they stopped coming in. All of these are add-ons after you've established the stability in your business of referral partners, right? Referral partners that you're not paying them to send you stuff. You're solving problems for them that they happily send you all of the leads that you actually want and then you can scale using all of the, what are actually meant for scaling, not for stabilizing a business. It's just, I don't know if you can tell but this is what jazzes me up because this is what I like doing. Donnie B.: Well, here's the interesting thing. Most of your business-owners now, face the same dilemma that I faced is I was an employee. Going from employee mindset to business-owner mindset is a massive leap because it's turning off the, “I do a job. I do my eight to five. I do what’s expected of me,” to thinking about, “How do I scale it? How do I grow it? How do I level that up and make a bigger business?” And if you've spent your entire career looking at it from one perspective, trying to step back and look forward can be in a monstrous leap. It proved that way for me when I first launched my business and I got really good at making a good sales job and not a company as I started out figuring this all out. How do you make that mental shift to be able to wrap your head around what referral partners should I be going after? Landon P.: The truth? Donnie B.: Yeah. Landon P.: Most people have to go start at three, five, seven businesses and screw them all up before they have that because here's the thing, you and I can tell anybody anything and it can be the right advice. It can be the thing they need to know but until they draw that as their own conclusion and go, “Yeah, that's correct,” they will never follow that with the actions that take that advice. If people will understand that if you take the skillset that you've got or you take a new thing that you've never had any money generated around but you love doing it and you go do that doing and all of the pieces to that that you don't like doing, either find somebody else that can do it or find somebody else that will do it temporarily for trade. Finding referral partners is as easy as solving a problem. If you can figure out who has a problem and you can figure out how to solve it in a way that other people haven't been able to figure out, that's where you make a lot of money. And here's the thing with referral partners. It's like sex. If you have to pay for it, it's probably not the kind you want, right? So a lot of people think of this referral game as this, “Oh, they sent me a client. I'm required to send them a client.” That shit never works. “Oh, they sent me a client. I've got to pay for it.” That stuff never works. Now, marketers, we can do stuff where it's like affiliate commissions and we can do JV partner stuff. But business-owners, they need to go about it. Who can I solve a problem for that has people they can send me and I'm solving their problem by helping their clients? Real estate agents, here's one way to look at it. If you're a real estate agent, the best way to look at this is, if you're selling homes in Phoenix, who owns the best pool company in town, right? Because most of the homes that you're going to be selling have something wrong with the pool because pools suck, right? If you're a mechanic and you do transmissions, who's the best referral partner? The people that manage the fleets around town that don't have their own in-house mechanic shop, right? There's a lot of ways to look at this. It’s just getting creative. Who is already serving all of the perfect-for-me clients that has a problem that I can creatively figure out, “Oh, if their clients all had this, they benefit like this and if they benefited either monetarily or made their life easier or it made them a rockstar to their clients, that's a pretty easy sell.” Donnie B.: Yeah. You've been taking them smarten-them pills, haven't you? Landon P.: You know what, dude, it's all out of necessity. I hated the prospecting thing but I did it because if I could get somebody on the phone, I could talk them into doing the thing. And once I figured out there's an easier way to do that part, it's all based on relationships, my model changed. Then I went, “Okay, cool. What's the fastest way I can get to that next level that I want to get to?” And it was all out of necessity. I don't want to have to work doing stuff that I don't like and I might be biased but I think most people kind of feel that way. Donnie B.: Yes, I would agree. And I love the fact that you're so focused on business-owners because my mind going from years being in Sandler doing that training, I'm always so focused on the salesperson, right? Because that's the arena I knew, right? I knew how to grow and adapt and I knew what was going on in the salesperson’s head. It's refreshing to take this all to a business-owner standpoint. So good on you, brother. Good on you. So where is all this crazy-ass world going to take you? I mean, you're becoming a name in some circles. Not a good name, by the way, but a name. Landon P.: That's funny. Donnie B.: In some circles and I can't tell you how many people came to me and said, I got to get you on the show and were throwing your name around and that's fun when you get several people you trust that are throwing a guest’s name around. So what's the vision for this whole thing? Landon P.: Honestly, I don't and here's an interesting thing. As a sales guy, most of us are supposed to have this predetermined endgame or our agenda. I don't. I was basically dragged into kicking and screaming doing this thing because here's my take on it, I'm a sales guy, right? There's a lot of names that you and I can both drop that they do it the old school way and they teach the tactics and those people go make money. Fantastic. Awesome sauce. I don't dig it. I just, like, right? I think society is headed in a direction where we're kind of tired of that which is why it's … and here's … all the way down to the very bottom of it. Either you're playing the long game to win the long game or you're playing to eventually lose. There is no other way in my opinion to look at life in any way, shape or form. Whether that's your business or your relationship with your wife or the relationship you've got with your neighbors. Either you're playing the long game to win the long game or you're playing intentionally to eventually lose and I didn't want to come into this sales arena, sales training game from a, “Oh, he's a sales guy but he's got a different take on it.” No. You know what? I actually teach people how to people. I teach people how to have relationships with people they want to have relationships with. Where this eventually goes, I have no idea. Donnie B.: I love that honesty because here's something funny about me that I love telling people. I don't think goalsetting works, right? And the reason it doesn't is, as soon as somebody sets a goal, it automatically demotivates them because they don't believe they can get there in the first place. I'm all about incremental growth and milestones and knocking down a target. And once that target’s knocked down, then going for the next target. And just seeing what turns up and what comes and what relationships happened from there. I love that you actually don't know where this is going to end up which allows you to be in the moment and just go with the flow, man. Landon P.: Right. There's so many ways this can go and to your point with the whole goalsetting thing, a lot of people miss a lot of really cool opportunities and experiences because they've determined, “This is the thing I'm going to go get.” Life is so fluid and shit happens and changes so fast that if you pigeonhole yourself with a goal like that, you’re just screwing yourself. And not only do most people demotivate themselves to actually accomplish that because it's usually way too big, but other people on the other side of that, they think, now it's been accomplished and so they're demotivating themselves because they've created a goal and it's always just down the road. It's always three months. When I get here, when I get that, when I do that, right? No. It's what's going on right this minute. Donnie B.: Yup. Landon P.: I will continue to do what I enjoy doing. And right now, what I'm enjoying doing is working with people that are like, real people, down-to-earth that are like, “I do this really cool thing and it's fucking amazing.” And the people that I do it for love it and it gets them this crazy result and I don't know how to turn them into clients because I don't know who they are or where they're at. And I love walking people through that process to where they go, “Man, six months ago, I didn't know where my next client was coming from and now, I've got too many clients and I just waitlisted a guy. That's never happened to me before.” That's what I enjoy doing. And for now, that's what I will do. Donnie B.: That's awesome. Landon, how do people find you? How do they get in touch with you? How do they make fun of your funny hairdo? All that stuff. Landon P.: I have a fledgling podcast and I'm actually a little like hesitant. No, I'm kidding. I do a podcast every week on this whole idea, relational selling and relationships and all that. SalesGorillaPodcast.com or you can come hang out with us on our group, our Facebook group. It's www.facebook.com/groups/gorillajuice and if you're a fit, stick around. If you're not, go away. Donnie B.: It's really called Gorilla Juice? Landon P.: Yeah. The URL for the group is Gorilla Juice. It's Getting Clients Without Being Salesy. It's Gorilla Army Nation (Getting Clients Without Being Salesy). Donnie B.: That's awesome. That's awesome. Are you going to make an energy drink called Gorilla Juice? You should. Landon P.: Dude, we've been, yeah. Mustards and hot sauces and coffee drink. Yeah. Donnie B.: Well, you got to get the microbrew in there as well. I mean, if you're going to go, you got to go all out. I mean … Landon P.: A vodka, a whiskey, right? Donnie B.: For me, a spiced rum and I'll be perfect. But dude, this has been a blast, man. Thanks for jumping on and doing this. I was looking forward to this one. This was every bit of what a kind of conversation I was expecting out of this, man. So I appreciate that. So here's how I wrap up every show and I do stump some people. So get ready. If you were going to leave the Champions that listen to this show, 78 countries, people all around the world that are going through it on their journey and they’re hearing other people's stories of what they've overcome to get where they want to go. If you were going to leave them with a quote, a phrase, a saying, a mantra, something they can take with them on their journey especially when they're stacked up against it and going through it, what would be that quote or phrase you would say, “Remember this,”? Landon P.: Stop thinking about all the stuff you don't like and don't want and actually put time into defining what you want and how you want it to be. Donnie B.: Love it. Love it. Landon, thanks for doing this, brother. I appreciate you. One of these days, if you bring guests on your show, I'm going to come on there and make fun of you there too. Landon P.: That would be rad. Donnie B.: But thanks, brother. I really appreciate it. Thanks for doing this. Landon P.: Awesome sauce. Thanks for having me on. Peace out, Cub Scouts. [Music] Donnie B.: Well, there you have it, guys. Two badasses sitting down and just having a freaking balls-out killer conversation. Man, I got to tell you. It's a rarity that I get to sit across from a guy like Landon and really dive into some freaking tactical stuff. I mean, every time that guy opens his mouth, I swear, he's embracing the mindset of a teacher and throwing out just knowledge that the everyday Joe can use to really up their game. I fucking love talking to him. And I know I probably sound a little bit of a fanboy of the guy. But dude, I rarely find somebody who lives off life with a lot of similar philosophies of my own, man. So I really, really appreciate him. Let me tell you, if you're not hanging out in the Gorilla Army Nation in Facebook, Getting Clients Without Being Salesy, get your ass over there. It's a phenomenal group out there. I don't know how many members are but it's in the tens of thousands and he's doing really, really cool stuff. So you need to check it. Also, if you will do me the favor and go to Facebook, type in Success Champions, click on groups and come hang out in our group. We are doing some amazing things from launching masterminds, to doing some really, really cool things and the whole thing is Badasses Rise Together. So you really need to come hang out so we can all level up. We can all go for it and you can hear more from guys like Landon and other past guests I've had on the show blowing some shit up so we can step into our own. I fucking love you guys. I really appreciate you always tuning in. I appreciate the feedback, the comments, the emails, the messages. Do me a favor, share this show with somebody, send them some love, leave me a review on wherever you listen to podcast and for the love of God, go blow some shit up. Music by Freddy Fri http://www.freddyfri.com
June 25, 2019 Sandler Sales Eugene Pope and the Titanic Todd & Kim Saxton
In this episode of Road Warrior Radio, Ryan and Colum Lundt cover servant leadership, meritocracy in sales, and how the right book can shape your career. Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat appearances in the Inc 500 list of fastest growing companies. About our guest, Colum Lundt: Colum Lundt is a sales executive, consultant, and trainer with over 24 years’ experience in recruiting, sales and sales management. A former Marine, Colum began his professional career with Fleet Bank in both customer service and then their ‘telesales’ group. Following Fleet, Colum spent over five years in recruiting, sales and sales management for Darwin Partners helping drive the company from annual revenues of $14M to $150M over a five-year period. During this time, he won every major award at the firm and consistently averaged 130% of the goal. After Darwin (now called ‘Dextrys’), Colum worked in the sales training space for a Sandler Sales affiliate before joining Connect Global Solutions (now Welocalize) to lead sales for the East Coast. In this role, Colum personally drove a multimillion-dollar yearly quota with companies like Sun Microsystems, HP and Macromedia (Adobe). In addition to exceeding his number every quarter, Colum closed the largest deal in the company’s history. In 2005, Colum launched BRIDGE Energy Group, a high-performance consulting and systems integration firm focused on the Utility industry. His responsibilities included: recruiting the best and brightest from across the industry, creating infrastructure, developing key business and sales processes, building infrastructure, inside and outside sales, sales leadership, establishing partnerships, raising capital, managing operations, leading strategic initiatives and working with a fantastic group of experts to achieve a CAGR of 41% per year since inception. He also conceived and sold the first Cloud deal of its kind in the industry. BRIDGE has been recognized 5 years in a row by INC. 500/5000 Magazine as one of the fastest growing companies in America.Since 2014, Colum has consulted with, coached and trained close to three thousand customer success and sales professionals, sales managers and executives for several of the fastest growing SW/SaaS companies in the country.
The Sandler Sales System was developed in 1967 by David Sandler. 50 years later, with millions trained, the Sandler system is still very effective. What is unique about Sandler its emphasis on the qualification stage rather than the closing stage. And, if done correctly, the prospect will close themselves and move the transaction forward.
Colum Lundt is one of the premier sales trainers in the US today. As a hyper-performer at Sandler Training, Colum continues to set the bar on how to train and empower sales professionals. Many successful organizations have tapped Colum to add muscle to their sales arm. As a result, Colum was able to grow a two-person partnership to repeat appearances in the Inc 500 list of fastest growing companies. In this episode of Road Warrior Radio, Ryan and Colum cover servant leadership, meritocracy in sales, and how the right book can shape your career. About our guest, Colum Lundt: Colum Lundt is a sales executive, consultant and trainer with over 24 years’ experience in recruiting, sales and sales management. A former Marine, Colum began his professional career with Fleet Bank in both customer service and then their ‘telesales’ group. Following Fleet, Colum spent over five years in recruiting, sales and sales management for Darwin Partners helping drive the company from annual revenues of $14M to $150M over a five-year period. During this time, he won every major award at the firm and consistently averaged 130% of goal. After Darwin (now called ‘Dextrys’), Colum worked in the sales training space for a Sandler Sales affiliate before joining Connect Global Solutions (now Welocalize) to lead sales for the East Coast. In this role, Colum personally drove a multimillion-dollar yearly quota with companies like Sun Microsystems, HP and Macromedia (Adobe). In addition to exceeding his number every quarter, Colum closed the largest deal in the company’s history. In 2005, Colum launched BRIDGE Energy Group, a high-performance consulting and systems-integration firm focused on the Utility industry. His responsibilities included: recruiting the best and brightest from across the industry, creating infrastructure, developing key business and sales processes, building infrastructure, inside and outside sales, sales leadership, establishing partnerships, raising capital, managing operations, leading strategic initiatives and working with a fantastic group of experts to achieve a CAGR of 41% per year since inception. He also conceived and sold the first Cloud deal of its kind in the industry. BRIDGE has been recognized 5 years in a row by INC. 500/5000 Magazine as one of the fastest growing companies in America.Since 2014, Colum has consulted with, coached and trained close to three thousand customer success and sales professionals, sales managers and executives for several of the fastest growing SW/SaaS companies in the country.
Hosts: Chris Rohloff & Joel Smith Guest: Lonnie Davison Topic: Insurance enrollment, positive work culture, Sandler Sales training. 99.3 ON DEMAND sponsored by SevenVerbs Software and Marketing (www.sevenverbs.com)
Visit kitodelgado.com/laurenvalentine for complete show notes and links to helpful resources Lauren Valentine is a highly motivated professional with a passion for sales and business development. Using the Sandler tools she works with companies to grow their businesses through effective sales and management practices. Lauren works with Sandler Training – the global leader in management, sales and customer service training and consulting. TOP TAKEAWAYS 1. A "sponsor" is someone who advocates on your behalf even when you're not in the room. They look out for you by opening doors you didn't even know existed. 2. Selling is understanding and then solve a problem someone might have. In order to do this effectively, a sales person must be a good listener. We have two ears and one mouth; use them in that proportion. 3. Utilizing storytelling throughout the sales process helps the buyer to "self discover" how your solution can solve their problem. 4. Good sales people follow a processes; they don't wing it. 5. Track "leading behaviors"and focus on what you can control. "Measure the task and not the results." 6. You can't say yes to everything and everyone. Doing so can lead to you doing a lot of different things poorly.
This episode is brought to you by The Kolada Group. Visit www.systemssavedme.com for shownotes and freebies! See acast.com/privacy for privacy and opt-out information.
With no exception, every small business for sale that I have evaluated or purchased was deficient when it came to sales. Not just strategy, either. I mean deficient as in $0 were invested in growing and maintaining any sort of sales function. Comapnies like this are order takers, waiting for the phone to ring... relying on existing friendships to keep the business going. Whether you're experienced or just novice at this game, you can understand this is an unsustainable and highly risky position to find yourself in. There is a reason this company is being considered in the bottom of the viable market with a valuation less than $10 million, and fighting off multiple offers from ultra competitive private equity firms or competitors desperate for a market share and a clue as to how THIS company does it.The bad news is that this problem cannot be simply hired away. The good news is that grasping the fundamentals of why people make purchasing decisions, and how to build that into a repeatable sales process is within your reach. Making a few simple changes can accelerate your mature business from one that finds itself in a tired niche, racing to the bottom with its competitors to one with sustained prospects for growth and diversification well into the future. Join me in welcoming Hamish Knox to the show. Show him some love by clicking the links below:Hire Hamish as YOUR sales coach: Sandler Sales in CalgaryHamish's LinkedIn / BlogHamish's Recommended reading on human psychology: Games People Play by Eric Berne, Your Brain at Work by David Rock, Mindset by Carol Dweck
David Mattson, President and CEO of Sandler Training, and 4-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale now at https://shop.sandler.com/books/sandler-rules-sales-leaders Dave talks about the attitude, behavior, and techniques of successful sales managers as he previews the new book and his talk at the upcoming Sandler Sales and Leadership Summit in Orlando, FL. Learn how to succeed at sales management. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the new Sandler Training book for sales managers at: https://shop.sandler.com/books/sandler-rules-sales-leaders If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers
David Mattson, President and CEO of Sandler Training, and 4-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale now at https://shop.sandler.com/books/sandler-rules-sales-leaders Dave talks about the attitude, behavior, and techniques of successful sales managers as he previews the new book and his talk at the upcoming Sandler Sales and Leadership Summit in Orlando, FL. Learn how to succeed at sales management. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the new Sandler Training book for sales managers at: https://shop.sandler.com/books/sandler-rules-sales-leaders If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers
David Mattson, President and CEO of Sandler Training, and 4-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale now at https://shop.sandler.com/books/sandler-rules-sales-leaders Dave talks about the attitude, behavior, and techniques of successful sales managers as he previews the new book and his talk at the upcoming Sandler Sales and Leadership Summit in Orlando, FL. Learn how to succeed at sales management. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the new Sandler Training book for sales managers at: https://shop.sandler.com/books/sandler-rules-sales-leaders If you would like to learn more about Sandler Training, contact a local trainer: https://www.sandler.com/training-centers
Todays guest entrepreneur ready to follow the words of Steve Jobs, by joining up their dots is a man based in the entrepreneurial hub of the world San Diego. Yeah this is where the movers and shakers seem to congregate, and who can blame them. But it certainly is a well worn path that he has travelled to becoming known as the “Sales Whisperer” focusing on the principles that make people want to buy from us instead of the cold call. And this simple premise has given him the freedom to create a life of dreams. A career full of motivational speeches, and inspirational conversations with his customers As he says “Since 1994 I've looked for ways to drive sales, and I've learned that selling is easier and more valuable to both the sales person and the client if good marketing makes the client aware of you and then contacts you to buy because none of us likes to be “sold.” Seems simple and certainly the best way to go about things. Now back in the early 90's our guest today, had other things on his mind than making sales become easy. He was firmly entrenched in the US Airforce and did five years in a job until today I didn't know existed. e travelled the world from South Korea to Abu Dhabi sticking his finger into the air trying to figure out the best time to launch aircraft and strike targets not playing nice with the U.S. and our allies. He was a Wing Weather Officer, and maintained and optimized various unit CRM / Databases to track personnel and equipment for rapid deployment and emergency reaction to Asia and the Middle East. And this knowledge of databases seems to be one of his first big dots, as he has taken this throughout his career, and now is an Infusionsoft expert, TedX veteran, and podcaster with an unusual talent. He is still podcasting, and unlike so many that stop after ten or so shows, is now racing towards 200 episodes of his top show “The Sales Podcast” Added to that he has produced seven kids…even more than me, you know that he is a man at the top of his game to be spinning so many plates at one time. So what was it about the military that was so attractive to him as a young man? And is the entrepreneurial route one that he would encourage his kids to go into, unlike many parents that would encourage their offspring to get a job? Well lets find out as we bring onto the show to start in the words of Steve Jobs, joining up dots with the one and only Sales Whisperer himself, the sales entrepreneur Mr Wes Schaeffer. To hear more from Wes Schaeffer go to: Podcast The Sales Whisperer®, Wes Schaeffer, Hosts The Sales Podcast By Wes Schaeffer chats with Entrepreneurs Michael Hyatt, John Lee Dumas, & Pat Flynn with inspiration from Tom Hopkins, Zig Ziglar, & Sandler Sales. If Dan Kennedy had a podcast, this would probably be it. Description: Unscripted interviews with successful Entrepreneurs, Professional Sales People, Sales Managers, Business Owners, Marketing Automation experts, and copywriters that provide insight and actionable tips to help you grow your sales, your income and your lifestyle. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview along with valuable resources. TheSalesWhisperer.com is where sales Professionals come to grow.
Cincinnati Business Talk highlights the positive side of Cincinnati area businesses. We will be talking to CEOs who have won awards and had great success. Today's guest is Steve Rosenzweig. He has been in the auto industry for over 12 years.. He shared information about how to select the best car for you and the best way to acquire it. Steve assists clients in the acquisition of automobiles. He specialize in leasing of new vehicles of virtually any brand and model as well as orchestrating the purchasing and financing of new and pre-owned vehicles of all sorts. I do for my clients what dealers can't; take the fear and frustration out of getting a new vehicle. The show will air live at 4 PM on Friday May 22nd. Listen to this link: http://tobtr.com/7576009 You can listen to the show on Apple iTunes as a Podcast. You can add the podcast at: http://www.blogtalkradio.com/Cincy-Business-talk.rss You can add Cincy-Business-Talk as an RSS feed to your Outlook email program. The exact feed http://www.blogtalkradio.com/Cincy-Business-talk.rss
Cincinnati Business Talk features the positive side of business and innovation in southwest Ohio. Today's guests are Shawn Nason, Chief Innovation Officer at the new Xavier University Center for Innovation. In addition Dr. Scott A. Chadwick, Provost and Chief Academic Officer at Xavier University and Annette Marksberry, Associate Provost and CIO, Information Technologies at Xavier University will be on the show. The show streamed live on Friday April 17th at 4 PM. Listen to this link: http://tobtr.com/7514533 You can listen to the show on Apple iTunes as a Podcast. You can add the podcast at: http://www.blogtalkradio.com/Cincy-Business-talk.rss You can add Cincy-Business-Talk as an RSS feed to your Outlook email program. The exact feed http://www.blogtalkradio.com/Cincy-Business-talk.rss
Cincinnati Business Talk highlights the positive side of Cincinnati area businesses. We will be talking to CEOs who have won awards, innovated with new products and services. Today's guest is Bill Stille, Branch Manager of Sharp Business Systems. Bill will share his perspectives and insights on current HOT business issues in the area of education and business systems. The show streamed live on Friday March 27th at 4 PM. You can listen to the show directly at: http://tobtr.com/7337737 You can listen to the show on Apple iTunes as a Podcast. You can add the podcast at: http://www.blogtalkradio.com/Cincy-Business-talk.rss You can add Cincy-Business-Talk as an RSS feed to your Outlook email program. The exact feed http://www.blogtalkradio.com/Cincy-Business-talk.rss
Sam speaks with Jeremy Rawitz. Jeremy has been a corporate trainer, mentor and coach for the past 15 years. He began his career as a banker over 20 years ago, in a sales position starting up a desk to sell foreign exchange and risk management services to Fortune 1000 companies. He developed training programs in energy risk management and derivatives where he trained in over 20 countries. Later, he successfully started up two training companies; handling all responsibilities associated with start-ups such as marketing and sales. This background of working with both small and large entities provides a solid understanding of all phases of the sales process. His previous clients include a variety of companies and individuals from technology start-ups, software distributors, government agencies, small oil and gas exploration companies to the largest energy companies in the world. Jeremy became certified in the Sandler Sales methodology in 2003, and founded Sales Strategy Corp. that year. His mission is supporting business owners and sales people in creating extraordinary results in their businesses through training and coaching. (Originally Recorded January 30, 2015) Support this podcast at — https://redcircle.com/the-conscious-consultant-hour8505/donations
Cincinnati Business Talk highlights the positive side of Cincinnati area businesses. We will be talking to CEOs who have won awards, innovated with new products and services. Today's guest is Todd Levy, CEO - CoFounder of Global Cloud. Todd will share his perspectives and insights on current HOT business issues in the area of digital brand translation and online brand management. The show streamed live on Friday Febuary 6th at 4 PM. Listen to this link: http://tobtr.com/s/7323371 You can listen to the show on Apple iTunes as a Podcast. You can add the podcast at: http://www.blogtalkradio.com/Cincy-Business-talk.rss You can add Cincy-Business-Talk as an RSS feed to your Outlook email program. The exact feed http://www.blogtalkradio.com/Cincy-Business-talk.rss
Speaking on the topic ""Why Entrepreneurs Fail It the Sales Role and What to Do About It".
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