"If it doesn't have a logo, it doesn't count."
Learn how we've created an actionable and unified strategy to crack open new industries and hit record breaking sales targets. By giving our mission a name, logo, and unique script, we've built a framework to make our goal not just a possibility, but a guarantee. Uncover how you can turn your sales quotas into a reality for your team.
Thanks for listening!
"If it doesn't have a logo, it doesn't count."
Learn how we've created an actionable and unified strategy to crack open new industries and hit record breaking sales targets. By giving our mission a name, logo, and unique script, we've built a framework to make our goal not just a possibility, but a guarantee. Uncover how you can turn your sales quotas into a reality for your team.
Thanks for listening!
All these years blood, sweat and tears. I'm still here. Not a thing. Sadly Nothing can stop me. Welcome to the gross show. We are live live live on LinkedIn
Eric Watkins:no longer lies from LinkedIn. Live from LinkedIn.
Scott Scully:Yeah, that's I mean, I think the bad news is that people can actually see us. Yeah, that's not good. We're sorry about that. ahead of time.
Eric Watkins:Look at Scott. He gets the full on view. straight on. I'm at this angle. I can't look wider than I think I actually am.
Jeff Winters:Yeah, there we go. So Mike's in my face.
Scott Scully:I'm in western gear. Oh, the Western gear I am. We're up in the sales department in the middle of the best sales month ever. So shout out Yes. To an unbelievable group of sales people and sales enablement folks that are putting forth a huge effort. Today's the day right, we're in western gear. Because if we hit basically$500,000 in new monthly reoccurring revenue, we all go to Nashville.
Eric Watkins:Oh, when did this come about?
Jeff Winters:If my wife is watching that as news, sorry, breaking news.
Eric Watkins:Sorry, we're going to Nashville.
Jeff Winters:Not her but
Eric Watkins:us. So we're live on LinkedIn. Yeah, we gotta tone it back a little bit. Hi, everyone.
Scott Scully:So it is going? Great. It's been a lot of fun. And they're up there. The two sales teams are neck and neck fighting it out to the death at the end of the day, but I just want to pause and that 500k number, right, hopefully we get there. But in our world that is 6 million in new monthly reoccurring revenue for annually. Right. So that is a that's just a big deal. So congratulations to you all. And I'm bringing it up. Because there's gotta be a reason I guess that you listen to us goofballs. And if there if there is a reason, it's because we might be bad at some things. But we're, we're not bad at at growth. We're not bad at growing the business. And I got my little prop here, too. This is the current most recent Inc. Magazine, fastest growing list. This is a shout out to our entire team. We're on it twice. This year, first time for our Cloud Solutions division there in the top 500. That's not easy to do. No. And then abstract Marketing Group is on for the ninth time. And with that, we got a little letter.
Eric Watkins:Look at all these props that yeah, today. Well,
Scott Scully:you know what our team, our team work? Or they might our team works their asses off. And because of that we grow. And then of course, we've got unbelievable client partners as well. Well, there are only there's a half a percent of the people that have been on the Ink Magazine list, since the 80s, by the way, half a percent that have made it nine times. And we got this letter from the publisher letting us know that. And there are only about 250 Total companies in the entire existence of this list that have accomplished what our team just accomplished and getting on there for the ninth time. Why does that matter? Because I think you're listening to the show. Because you want a little help with growth. You want your journey to be just a little bit easier. We know how to grow. It's all we talk about on the show and then we have some fun as we go as well. But we're super happy to be live. Have some patience with us. We're learning. We usually get to record and they get to edit us and cut out this stuff. But not today. Not today. The way we start this fun show is with our man Jeff winters. He is the Sheriff of LinkedIn. He's out there.
Eric Watkins:The sound effects alive sound effects.
Jeff Winters:The viewer count jump yes
Eric Watkins:jumped lies from LinkedIn live from LinkedIn. This is like, I don't know. It's,
Jeff Winters:it's to Taylor Swift or immovable object. Yes or more Taylor Swift and Madison Square Garden. Sorry, Scott, you were giving me.
Scott Scully:I was just saying that. LinkedIn should thank you. I agree. I feel this way. You're out there, combing the pastures, finding the good stuff, and pointing out the liars. What do you have today?
Jeff Winters:First of all, it should be noted, live on LinkedIn lies from LinkedIn. Very proud, LinkedIn. Love it as a medium. And there's some incredible advice out there for some amazing and brilliant people. Unfortunately, due to LinkedIn policy of letting anybody post whatever the hell they want. There's also people that say dumb things that are lies that can hurt you and your business and we try to call we try to call it how we see it. Some truth some lies, they call me the Sheriff of LinkedIn. So I shall do my best as we are live from LinkedIn. As always, we start with a couple of truths, the first love The first comes from Chris Shamrock. And he says found tag and live tag at Chris Shamrock. Good luck spelling like guy he's wise by watching. Quote, founders feel they must exude a strong, quote, leadership presence to inspire their team and stakeholders. Maybe that's not the most accurate name for it, meaning leadership presence. But we are talking about the magnetic force that rallies teams and builds trust, cultivating this the meaning the magnetic force that rallies teams and builds trust, enables founders to lead by example and inspire greatness focusing on mastering communication skills is often a great place to start my interpretation of this. And Scott we've been talking about this is Great Leaders Inspire their teams. But great leaders don't necessarily do it with bombast and loudness and great, you know, movie like speeches, you can do it other ways by being that magnetic force. I think Chris points out a good little nugget here.
Eric Watkins:I like that a lot. I saw Sam Altman giving a speech the other day
Jeff Winters:well named dropped from you. Same job. Yeah. Little St. Louis, local, right, a local St. Louis legend, future guest,
Eric Watkins:right. But he was talking about how everyone has this vision of they start a business, I'll set it up, I'll bring in a COO, I'll let them operate it. I'll just do vision and I'll go to conferences and etc. But he talked about the value of just compounding the behaviors you're doing every single day and how that's actually what drives significant value in a business. And so I look at that the same way of you can stand up in front of a room and give an incredible speech and get people fired up. But like, what are you doing every day to inspire your people. And I think how you carry yourself and what you do does more than any speech or contest or anything else can do not that those aren't important. You heard our sales teams go into Nashville, and we're about to hit 500,000. But I think also you have to back it up. You guys have been in the trenches every single day, doing the things needed to help lead that team.
Scott Scully:I agree, I think that people want to be doing good. I think your product and service needs to matter. And I think that leaders main job is to get the person connected to the product or service, show how their work matters and show how that that work that product or service is actually impacting another business or the marketplace or whatever it may be. We want to make a difference. And leaders are going to do that in different ways. Some people are going to give a speech some people are going to dive in and throw elbows and do the work with people but they have to realize that they're getting together as a team to do something that matters or just doesn't go anywhere. So
Eric Watkins:truth my truth. Who was that?
Jeff Winters:It was Chris
Eric Watkins:Chambliss shout out to Chris shout out to Chris that's, that's historical.
Jeff Winters:Yeah, let's send him a plaque.
Eric Watkins:Yeah, we should give him a plaque message. What are we doing for the lie?
Jeff Winters:At least a pullover?
Eric Watkins:Chris hit us up for a pullover.
Jeff Winters:Yeah, Chris, hit us up for those either can see us on LinkedIn, which is all of you. Eric's got 1000 of those. So we need one. You need a large pull over he can pull one out of his trunk.
Scott Scully:Would we send an orange jumpsuit to the liar?
Jeff Winters:Oh,
Eric Watkins:I'm in jail.
Jeff Winters:You guys are really moving ahead. Sorry. But speaking of moving ahead, Scott, you kind of alluded to this and I think you're gonna like this one. This is our next truth from Craig. unpopular opinion, unpopular. or opinion, stop dropping your price to match competitors. A customer says your competitor is doing this for 5% less. And the natural response for a lot of salespeople or sales managers jump through hoops and also do it for 5% Less, can I tell you a secret? There are really there are some really bad companies out there that are your competitors. I I am notoriously an advocate of discounting in the right situations, I am never an advocate using an absolute never of Oh, Bob's company said they could do it for less, we're gonna do it for a match that price that just to me completely. This isn't like discounting devalues your product. This is okay, I can just drop my price to meet my competitor. There's so many better ways to handle this. I completely agree. I think if you're doing this, it's a symptom of a bigger problem, which is you have undertrained your sales team, don't drop your price to match your competitor like that.
Scott Scully:Yes. We haven't done enough fact finding right, right to separate to differentiate to make it where it's not the same product or service. If you do, then, you know, I don't think you have to be talking about price point, you know, we're on this topic. I'd like to call a competitor up. Hmm. Live, ready, do it. Hello, call box, whoa. One of our sales, one of our sales reps just sent me a PDF, a very beautiful PDF, called Box versus abstract marketing group. And they went down. And they picked very select categories. loaded their side up, added half of what we do in that category all the way down, gave it to their sales team, put it out
Jeff Winters:spell my name wrong, right.
Scott Scully:But so many different things like our guaranteed contracts, our work for free if we don't do our job, the number of appointments we guarantee all of the different channels, and the things that make our solution, our offering so much different than call box. But this would be a good example. Maybe a call box rep is against an abstract rep. And they discount. Or maybe we discount against call box. If we were selling against call box, what we would do is we would ask a few questions. identify that there isn't as much involved in their service, their services more expensive. There isn't guarantees. And abstract marketing group is the clear choice if you're looking to grow your pipeline,
Jeff Winters:no free shout outs.
Eric Watkins:Yeah, no free shout outs. Ask him a lot of advertising. Yeah,
Scott Scully:at callbacks, callbacks. But
Jeff Winters:can I say this though? There are a lot
Eric Watkins:of those in my line. Now you got this talk? I can't I don't give my opinion on this not gonna come back to you in just a few minutes. You've lost it. I'm not doing it anymore. Well, if you insist.
Jeff Winters:Don't tempt me with a good time. This is like clearly a tactic that people do you know, they create these little comparisons, but it's flattering to be on every comparison. Oh, yeah. All I every comparison of this industry. It's like, abstract Marketing Group is awful. It's like okay, fine. Love the least run all.
Scott Scully:But if we were going to discount to get a deal, by the way, the deal that was in question, abstract one, and then they sent this nice little PDF over and said, Hey, by the way, this is what your next competitor put together about products and services. And but you know what we didn't do? What didn't we did? We did not discount to get the deal. Shout out, Greg. And what were we more expensive?
Jeff Winters:Shout out. Correct. Eric,
Eric Watkins:what say you on this topic? You know, I didn't want to give my opinion, but I guess I will. I agree with it. It's a truth. I don't like the idea of discounting because your competitor did or not when we removing discounting but we're talking price right like either one. I do think without dropping your price and some times can be the best thing you can do for your business. If you can maintain the level of profit that you want as an entity, because I think sometimes people I'm seeing it now especially in the software space, these big software companies got away with it for a really long time, keeping their prices really high. And then all of a sudden when more competition gets introduced, your that gap is that much further for your business. So I'm not against like a strategic drop in price if you found efficiencies, and you can maintain your Have a profit, but I am against doing it just because your competitor did it.
Jeff Winters:See and Hear you weren't you weren't gonna talk. And now look what you did inspired an entire generation of watchers online. There we go. Believe what you believe. Nicely done. Thank you, Craig. And now, good job, Craig. We go and we find a lie. Or as we say,
Eric Watkins:we should have them show up and be able to state their case. There is no case to be made against. Idiotic
Scott Scully:if we're going to do this live thing, can't we pull them in live and they have to explain themselves? I don't
Jeff Winters:want to have a negotiation or discussion. This is my this is my
Eric Watkins:second year thing. You are the sheriff. I'm the sheriff. No one tells the sheriff what
Jeff Winters:Robin Batman is sufficient. Here's the Moshe Moshe says, it's not necessary to have passion for what you do. You don't need to feel like your business is saving people or the world. I think that's wrong. I think that's wrong. And I think it's a lie for two reasons. The first is if you're a business leader, and you believe this, then you're not going to, like inspire people to have the bigger mission to actually help people to have a true purpose. And, and the secondly, I do think it's right that like, I suppose you don't have to, but how long are you going to stay at that company? Like, you're not gonna stay there very long. If you're, it's transactional in that way. I I think this is a lie. I think you have to have passion for what you do. And I think if you're a leader, you ought to not subscribe to that method, because your business will be worse because of it.
Eric Watkins:Yeah, I think do you have to? Probably not? Are you better for it? Absolutely not. So why you would spread this message? You should. So good thing, we have a sheriff running around LinkedIn, throwing people in jail. Thank you. You deserve it. Thank you for the work that you do. And you're not on board with this one. Oh, it's just kind of like common sense. But I appreciate the
Jeff Winters:not for this guy. Yeah.
Eric Watkins:Not for this guy. Scott, Scott would say yes, like
Scott Scully:trying to throw the sheriff in jail. I mean, I feel like I feel like it's a lie. I feel like someone can only go so long not being passionate about the company's mission, the product, the service, there are some people that, you know, are are about the money and they can do that for a while, maybe sell something that doesn't work for X period of time or get around a particular mission that they don't necessarily believe in to pay the bills for a certain period of time. But you're not going to have any lifers. Right? With that mindset. Thank you.
Jeff Winters:I agree. I thought that was the first note of lies from LinkedIn. Not bad. Not bad.
Eric Watkins:Not bad. That's the one of the things I've seen recently, when people talk about burnout, they talk about they relate it directly to this, because how many times have you like worked around the clock, but you're fired up excited and engaged? Because there's purpose behind what you're doing? Yeah. When you don't feel burnt out? If you're just working without purpose. So
Jeff Winters:I'm gonna feel burnout this. This light over here is the power of the sun. I have no clue. I can't Can you turn that up, Neil?
Eric Watkins:I can't see anything or
Jeff Winters:we can turn it up. I can't see my hand in front of my face. You.
Scott Scully:If you were a music artist, you'd be that guy. You wouldn't
Eric Watkins:be that guy.
Scott Scully:There's good 1000 people in the stands there to watch you play. First of all, you would have had to have, you know, eight bottles of champagne grapes fed to you one at a time and candy bars and soup. And then if the lights were too bright, God forbid,
Eric Watkins:would be in trouble.
Jeff Winters:Or just I just hope I get free cornea repair surgery with the benefits package. We
Eric Watkins:realize you're getting free LASIK right now, Lord.
Scott Scully:All right, Jeff. Thank you. Good work. Thank you, the sheriff. We're gonna go to the 50 for 50 5050.
Eric Watkins:I got like
Scott Scully:it there's there's sound effects now for the 50 for 50. All right. I'm gonna have a little fun with this one. This isn't the one that I was actually going to talk about today. But I think that we're getting ready to kick off our next sales month. And it just on the way down. I thought about this. It's something that we all talk about a lot. I think it's worth mentioning our first time live. If it doesn't have a logo doesn't count. If you don't name it, it's not happening. Next month, we are paving our way to 500k. We're going to have an attack on the paving industry. And there is a whole initiative with how we're going to set appointments, who's going to get markets, how we're dividing the country, word tracks, success stories, landing pages, emails, phone calls, scripts, all tied together with a mission in how many paving contractors, we want to add as clients, what we want individuals to sell what that revenue number is what people will make. Here at abstract, we have a theme every single month, and then we tie everything that we do into that theme. You know, Jeff, early on in his sales department, they put a name to the last day of the month, they call it L Dom, there's a theme, and there's fun, and there's just all kinds of new clients sold in one day as an initiative. And that's kind of what I'm saying, if, if there's any significant thing that you want to accomplish in a short period of time, you better name your mission, you know, there better be a really tight strategy in place. Everybody needs to know about it, you need to market it, talk about it, give it a logo, give it a name. And get people on board. And if you do that happens, if you don't, maybe it'll happen.
Eric Watkins:You know, I love this. People always talk about priorities and business, and how the less you focus on, the better you'll be as a business versus trying to make 100 things happening. It's hard to have like 100 names going at once. Like you can only name specific things. And it makes it very clear to every individual in your organization, that if it's operation banana split that we're talking about this month, its operation banana splits. And that's where that is the number one goal for the team. And it keeps everybody aligned. And it's something to rally around and buy into. It's kind of like, quirky, and a lot of people probably don't even do this at their business and just introducing this, especially when you never do it will make it that much more impactful.
Jeff Winters:You can get carried away with this. But better off right away with it. No, I mean, like everything is like operation. By the way, Operation banana split. He didn't make that up. That was a real thing. We did that. Yeah, that's never said Who the hell would ever remember that whatever the hell we did. I remember operation banana split, I don't remember what it was. There was long time ago. Let's talk about the keys to doing this. Operation Banana Split aside, it should probably rhyme. Like we build it. Sometimes we build backwards from the name, you know, you start with the name and you figure out what the hell you're gonna do. The name is the most important part of the initiative. I know that sounds silly.
Eric Watkins:Now, I gotta laugh and be fired. You gotta
Jeff Winters:laugh, it's gotta you gotta laugh, you gotta be fired up. And most cases it audit, like allude to what you're doing. But more important that it's a great name than actually have any relevance to what the hell's going on with it. Here's, here's some other keys to this. The rollout, the rollout is critical. If you just say, Oh, we're doing this thing. And that's it. And you have the tactics around it, it doesn't work. The rollouts got to be grandiose, the rollouts got to be big, it's got to be professional. When you're doing this, people will get charged up about the initiative and what's happening and they will want to make their energy go somewhere, you have to give them something to do within the initiative, if you say we're going to do this operation, but they're kind of not a part of it, it doesn't work. So be sure to make to make sure that every person irrespective of like how closely tied to it they are or you think they tied to there have something that they can go do to contribute to the initiative. And then last, and this happens all too often, you have an initiative, and then slow in this first week, it's burning hot, and then slowly, week by week, it is what you stopped talking about. He stopped talking about every day, every week, you have to be talking about the initiative, and you have to pour gasoline on it from time to time with different contests or different lunches or different events or whatever. So you got to get the initiatives got to have staying power. But look, it starts with the name. You have a great name, it could pretty much carry the day.
Eric Watkins:You should ask yourself. That's a great point that you made there at the end, though, that when you create an initiative, you should ask yourself, How is this still a thing at the end of this month? Yeah. Like what's it going to look? How's it going to be on fire at the end of this month?
Scott Scully:Do you remember some of your old names?
Jeff Winters:I was just thinking about it.
Scott Scully:I put I put them on the spot. This Jeff is really good at naming initiatives. He's has a talent.
Jeff Winters:The chat GBT thing is real really screwed me on that particular deal? Because I would come up with initiative rhyming names people like That's amazing. Now it's like, give me 50 options for names that rhyme with paving me.
Scott Scully:All right, we're gonna come back to you on that.
Eric Watkins:Yeah, we'll get back to you. Thank you.
Jeff Winters:Yeah. Oh, that I've done in the past. Yeah. Okay.
Scott Scully:All right. One of the biggest segments in this show is Eric highlighting is Eric teaching us how to mine for gold, you got to fill that pipeline, full of leads, in order to be able to grow and, and he lights, the highlights just different ways to do that different ways to make sure that you're in a position to grow. What do we got today?
Eric Watkins:Absolutely. So typically, in this section, I'm going to talk about cold calls, cold call strategy, I'm going to talk about email marketing, I'm going to talk about Social, I'm going to talk about SEO, I'm going to talk about sales management. And so if you go back and listen to our content, you know, we're 75% of the way through season two, I would say at this point, you'll hear a lot of those things, what I've been on recently is account management. And specifically, because I feel like account management does two things. One, when you're trying to grow your business and trying to generate leads, it limits by having good account management and good client retention, that limits the amount of new leads, you need to have a new sales that you need to close. So I think by way of that, it can keep your business focused, and then also referrals. You know, referrals are an incredible source for you as your business to continue to grow and develop. So we talked about two weeks ago, with referrals, the importance of having an incentive program for your clients. And that's really like step one, have something we talked about the the referrals being a lower cost of acquisition. So why not, don't be greedy, spread some of that profit back to your clients and have an awesome incentive program for them to provide you with referrals. Today, I want to talk about some specific ways to ask for referrals, I want to give one disclaimer off the bat, to get a referral, you have to have good service, like there's a minimum bar of service that you have to have. So don't be asking for referrals out providing a good service. And one easy way to do that is right off the bat before you go into this specific way to ask it say, Would you be willing to provide me a referral based on the level of service that we're providing? Currently, I think it's the best question to ask your clients, you will know where you stand with a client better with this question, then how satisfied are you with the program right now? Like knowing if that's the ultimate test, when they will provide you referrals? They're happy. But then you ask that and you're gonna get a yes or no, if you get a no great dive in and prove the level of service. If you get a yes. Now you have the freedom and ability to be persistent to get a referral. Because a lot of you out there might be saying, well, I get a ton of referrals from my clients. I guarantee every one of you listening, that's running a business, you have happy clients right now, that would give you referrals, but they aren't, because you're not keeping it top of mind and you're not bringing it up with them. So two simple ways to ask after you get the yes for yes, I would be willing to provide your referral. The first one I call I saw you were connected to. So the biggest reason what we've found is the roadblock of why they don't provide referrals is the time and effort and energy it takes and it's just like I'm running my business. I'm not thinking about how to get you referrals for your business. So make it easy on him. Hey, Jeff, I saw on LinkedIn you were connected to Scott scoli Would you mind giving me an introduction to him because I think would be a great fit, it'd be a great fit for our services. Just having that or pulling three names from their LinkedIn and doing that is a quick good way to get an introduction. So that's number one. The second one is where you've seen success as a business. Hey, Jeff, we've seen a lot of success in the IT industry for our partners I know that you probably have somebody using your it would you be open to giving me an introduction to the IT company you're using right now. That works for any facility services sometimes we ask Do you own your building because if you own your building, you have a roofer you have HVAC provider, etc. The whole key to this is Be intentional when you ask and make it easy for your clients to give you referrals.
Scott Scully:I love it. I have wanted to throw in a lot of a lot of business owners hanging out with other business owners or presidents or VP of sales or head of facilities whatever it may be a lot of people are in groups are organized Patients are hanging out with like minded people. I think that they want to be a resource for their friends. So if you were to ask a really good client, you know, when the next time they'll see the group of buddies, or if they hang out with other business owners or other VP of sales? And they say yes. So you know what? I value our relationship ship so much. I would like to be a resource for your friends. Why don't we put together a 30 minute webinar, and I'll go through some of the top strategies and growing your reputation online. I'd love to do that for you for your friends, because I just valued our partnership and what you've done for us. That's not asking for a referral. That's not asking to sell anything right now. And you know, damn, well, what's going to happen when you're on a webinar with nine or 10? Of that guy's friends? Yeah. So that'd be a way to go at it as well. Love that.
Jeff Winters:Those are good. I really liked those. Formal, which is good, you got to have the formal ask. Give me the informal ask with people that you know, and that you're close with, which is a lot for a lot of people who are doing customer success or account management,
Eric Watkins:it should be close to him, right? Should be close to go something
Jeff Winters:like this. Hey, Eric, we're on a little bit of a new business kick, you do me a favor? And like if it's a no, don't worry about but you connected anybody at ABC company, or XYZ company or anybody that might be able to help us out? We're on a new business kick, we're trying to drum up some referrals. We've worked together a long time. I know you love our stuff. Would it be impossible to think through sort of some names that might make sense? That's kind of my would, would be another approach? Like I wouldn't be I wouldn't be like forced myself into the box of formality with customers that you've known for a long time. And when people ask me that,
Scott Scully:just canceling our ideas, isn't it? Yeah, no,
Jeff Winters:it's good. You gotta, you gotta have both. But I think there is a way to be casual about it. And I want to do people favors everybody wants if I have somebody that's like, helping me out of my account, okay. We're on a limited business kick, can you help us out? You gotta but you think you'd benefit from us? I'd really be grateful. I'm thinking about it. I'm there I'm doing the formal ask is good, too. This is an alternative for when you got a really good deep relationship with somebody you can count on it.
Eric Watkins:I think the the number one thing most businesses is they're not asking on a frequent basis, like just to ask in general, and then I think this is more of, we've done this for a while, we've asked a lot, and they never have any names. Like they don't have any names that come up to the top of their head. So being intentional with informal formal, how are you making it easy for them to think of somebody or you're prompting somebody for them to go do it? The other
Jeff Winters:quick thing with referrals is how do you make it easy for them to do it? You know, is it hey, let's let's get on the phone call. Right I can we can we give him a shout right now on conference or, Hey, I have a typed up template that some of our clients like to use in these scenarios, like don't make it a lot of work for somebody to go and find the email and type it up. And it's good point.
Scott Scully:I have a meeting with Bob, next Tuesday at Two. Would it be okay, if I tell him that we work together? Yeah. Just tell him about some of our stores. I like it. It's good. Well, now we've got a bunch of referrals. How are we going to sell them? To so good.
Eric Watkins:The cash register lives?
Jeff Winters:Yeah, we don't usually have live sound effects. So it's jarring. It's lovely though. This is the sales, sales from sales section in this section every week. So we try to do here everyone who are now you've seen on LinkedIn, maybe first time we try to make this a you know, it's the gross show. So we talked about growth tips, we try to make it a little radio show feel to it, we got different segments try to have a little fun in this section, Tales from sales. We're gonna give you tips for how you as a seller, or you as a sales leader can generate more sales or inspire people to sell more. Today's about momentum. There are two, there's too much data in sales. I know you don't think that I know you think data is important. And the logic and the meetings equals the proposals and the proposals equals the deals and you got to have enough calls to the means proposal. Yes, that's true. But there's a little friend that we've left behind Scott, we've left behind an old friend, and that friend is momentum, the big Mo, as they call it. And oftentimes, people think they either have momentum or they don't have momentum, but they fail to recognize one thing. You as a sales leader that will some extent you as a salesperson can manufacture momentum, you can create momentum, not only can you, but as a sales leader, that's your job. Your job is to manufacture momentum when momentum does not naturally exist. So I'm gonna give you a few tips on how you can manufacture momentum, when you're sitting there thinking, we're in a slump, things aren't going that, well, hopefully, the end of the month, or the end of the quarter is going to be better. No, let us manufacture momentum, here are a couple of ideas. Number one, you have to make a huge deal about sales coming in all the time. So if you're out there and a sale comes in, and nobody knows about it at your company, stop that immediately. Whether it's through a company wide email, Slack, or whatever every single deal at your company needs recognition. Now, look, if you're at a fortune 1000 company, maybe that recognition is a company wide, maybe it's team wide. But if you have deals coming in, tree falling in the forest, no one's there to hear it, not going to cut it. When you're in a sales slump, you got to make an especially big deal about any deal that comes in, or any deal that's close to coming in. That's the tip here, make sure you get your finger on the pulse of deals that might be coming in. So people start to feel that, like, the water is going to break through the dam kind of time. Number two, maybe unpopular. Sometimes, if things are dark enough, you have to do a little bit of an unnatural deal. You have to do some gymnastics, okay, I'm talking, the terms are a little flexible, not all the time. But if you got to break through, maybe you do want a natural deal that you wouldn't ordinarily do. Just to get things rolling in foreign direct
Scott Scully:accounting is listening to
Unknown:a natural,
Scott Scully:natural, this is how this happens is what.
Jeff Winters:And last, you must find out or care how bad you got to how hard you got to look how much you got to dig. You got to find stories that convince people that victory is near victory. The second best thing to victory being upon us is victory being near. So I don't care if last year at this time, tomorrow was the day that the dam broke, I don't care if you've got more proposals out than you've ever had before. I don't care if you've got 15 people coming up to you saying I'm gonna have the best month I've ever had. If you need to manufacture momentum, people need to believe that victory is near. And Scott if people believe victory is near
Scott Scully:victory will be realized.
Jeff Winters:Because we complete each other's sentences.
Eric Watkins:Look at that.
Scott Scully:pave the way to 500k next month incredible. And we find ourselves oh LinkedIn live viewers at people's favorite. Eric has a certain amount of arrogance in the fact that everybody loves his section at the end. But it is to do or not to do. That's the question
Eric Watkins:to do or not to do. So if you've been listening to the podcast, you know, I'm recently married. And one thing that I feel like comes along with marriage is you enter into a new family group chat. So I've had my family group chat.
Scott Scully:No, you don't.
Eric Watkins:And now you're in a new family group chat. And one of the things that is most popular in the family group chat is should you let people know when you've landed from a flight?
Scott Scully:And at anytime, every flight
Eric Watkins:not any fear, not just one in particular flight anytime you're flying? Should you let the family know that you've landed because people love to put it in the chat landed prayer hands. Exclamation exclamation exclamation. Oh my god, I'm so glad you landed. Is it necessary? Jeff, what do you think?
Jeff Winters:I have two takes the first is on the landed thing and the second is on the family. The landed thing is insane. It is now I feel responsible to reply to the landed I didn't know you took off I don't know where you are. I don't want to ask questions. And if like you didn't land I would have heard about it like it would have been national news. So I can rest assured that you landed a lesson or someone CNN saying somebody didn't. So I don't need to know that. I don't need to know that you that you landed and I don't want to respond to people who say landed and then no, that's not me.
Scott Scully:I don't want to be part of a group that period. No group chat. No. In fact, I went off of it. And in fact I take myself off. I don't last more than a day on a group shot a
Eric Watkins:group chat no group chats. Why is that?
Scott Scully:Constant notification silence.
Eric Watkins:You don't silence.
Scott Scully:I don't like all the shit coming at me. Like I grew up with our phones I grew up dry if I didn't make it to the Hardys by x time. I didn't get to go out that night with my buddies. I don't need a landing message. I don't need to know that you just ate a cheeseburger and you think it's your favorite? I don't I don't need to know that you just ran into Bob at the snowex. And can you believe it? We haven't seen him in years. Remember that night that when he came to Thanksgiving? I don't want to hear any of that.
Eric Watkins:What about the Facebook means that gets shared in the family group chat? I don't know. Like you don't mind. I don't mind the memes. I like the memes.
Jeff Winters:I don't want to be not in the know. I'm okay. On the family group chat. I don't want to be in the dark on stuff. But I just want to see it at my leisure. You know what I mean? I don't want to participate. I just want to watch it's like on a Google Doc. I don't want to be an editor. I just want to be a viewer.
Scott Scully:I'd like to thank my family live for not having a group chat. Or if you do have one and I'm not included. Thank you for
Jeff Winters:do you like that?
Eric Watkins:You don't want yeah, it's a nice touch. You know, I don't like flying so I like letting them know when I land. Getting a couple likes. You know, you always need some likes from your family landed. Believe you now that I've heard Jeff's tick, though. It does make logical sense that it would be if I didn't. It would be on the news. Yeah, we
Jeff Winters:can investigate that at that point. I don't need that. Instead of
Eric Watkins:like, where Eric ever texted that he landed? Did he make it? Did he? Yeah, no. Did a plane crash in the US? Yeah,
Jeff Winters:open Twitter. Eric landed.
Scott Scully:I feel like maybe you should send a message out if your plane crashed and you made Yeah, just to let plane
Eric Watkins:crash landed. delays.
Scott Scully:Good news. Good news. I'm here. By the way. Do
Jeff Winters:you get your luggage yet?
Eric Watkins:My luggage is gone. Shout out delta. Can we add delta? Oh boy. Yeah. It's been six weeks no luggage call box and delta that
Scott Scully:delta ad call box? Yeah.
Jeff Winters:Friends fly free to thumbs
Scott Scully:down.
Jeff Winters:And group chats and group
Scott Scully:chats group chats. Look, we loved this. I
Eric Watkins:think it was a blast.
Scott Scully:No editing needed. Actually the team in here I know team in here I think loves it. No editing possible. Ninja, did you realize how fast last week one somebody said live and he said let's go. He's like was on it.
Eric Watkins:We literally said it walking out. We should do this live on LinkedIn.
Scott Scully:Please, comment, you know, let people know about this. If you need us for any reason, in your journey to grow, please reach out. And we wish you the best. We had a lot of fun. And we'd love to hear from you. Let's let's grow. Let's go
Eric Watkins:out and look different look in the camera. Or is it that long? Oh, it's just kidding. Can't see how your eyes
Jeff Winters:are non existent.
Scott Scully:Take care. Have a wonderful holiday weekend. Have fun. The gross show is sponsored by inbound SDR digital search that works