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This is Brian Margolis and welcome to the simplify, your strategy, magnify your results podcast, where on each episode I use the pillar system to help a sales pro entrepreneur or other results based professional, create a weekly strategy to run a simple, more lucrative business strategy.
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So simple.
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It can fit on an index card, but powerful it's actually helped create multiple seven figure earners and is now licensed by some of the largest companies in the world to create strategies for their teams.
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If you'd like a free copy of my book on exactly how to do this, or want to be considered as a guest on a future episode, head on over to productivity, giant.com, enjoy the episode Cloud.
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All right, so let's do it Jack.
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Um, awesome.
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Thanks, Brian.
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I, I will, I will give the quick background because this one's an easy one to sum up you're in software sales.
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Um, we've I guess we've we met about two years ago, ish, when you joined one of my group programs.
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And so, you know, the pillar system, you, you know, the game here, but not an uncommon situation, you started a, a new job.
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It's a little different than the previous job.
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And so you've kind of put together your pillars in a way, right?
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This is almost more like a pillar review call all, and let's kind of sharpen these things up.
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Right.
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So, correct.
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Tell me if, if my summary is right, um, in the new job, you and it is software, right?
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Or is it correct?
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Okay.
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Yeah.
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So this is for companies that need to hire people in other countries where they don't have locations or legal entities, and that can be a mess.
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So they come to you and, you know, if they use your software or your platform, they basically can say, Hey, I need to hire someone in, you know, Paraguay or whatever, if that's even, did I even say that right?
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Is that country?
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Yeah.
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Is it nailed it?
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is it para, is it your, yeah.
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Okay.
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So, so the, you know, that you are able to make it legal and do all the compliance stuff for'em by setting up an entity, take all that headache off their place, and now they can get that superstar from, uh, from Honduras or wherever.
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Okay, perfect.
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So my first question to you then, just so I understand even more is who is your tar?
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Who, who do you call on personally?
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So that's the interesting thing about this role, I think is, uh, right now we don't have territory set up.
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It's more of just a round Robin set up mm-hmm where companies will come into the site, they'll sign up for a demo and then they'll get a sign to sale.
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Okay.
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So we don't have necessarily a territory, but I think ideal company that we're going after isn't too large, because most larger companies have entity set up in most countries just cuz they're more developed.
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Right.
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So it's probably a 20 to 200 person startup who is growing super fast looking to hire internationally and doesn't have these entities in, in a lot of countries.
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So just fast growing, I would say tech companies are usually target I C P.
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Got it.
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Okay.
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And then do you, um, who's the person you target in these companies or, or are they such small companies that it's usually founder or not very far removed from the founder?
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Yeah, it depends.
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If it's a small company, 10 people are less usually talking with the CEO, who's saying, Hey, we need to bring on developers or the salesperson in this country.
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If it's a, if it's a larger company, you're usually talking with the head of people or head of recruitment or someone in, in the people team.
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Got it.
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And that's something and that's something you guys find out.
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Okay.
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So up until, and you've only been doing this now for about four months, correct.
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And you said there's a shift happening quickly where you went, you, you just told me briefly before we started recording that you went from inbound to having to do more hunting.
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So explain that shift real quick.
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And then we'll kind of jump into your, your
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Pillars.
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Yeah, I think, uh, just with the, with the company growing and more reps getting hired and things like that and just to, uh, be safe and, and try to close as many sales and as many deals as possible, it's gonna be beneficial to do more outbound prospecting, have that as a part of my pillars.
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Okay.
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So inbound was keeping you busy, but now you're kind of trying get a step ahead by starting to prime the pump.
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So you have inbound, but when those dry up or the company has too many sales reps to, for that to be consistent.
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Okay.
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I got you.
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You wanna go into hunting
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Mode?
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Exactly.
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Yeah.
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He obviously hoping the inbound keep coming in, but good to have kind of a mix of both.
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Okay.
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So here's what, so why don't we do this?
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This is more like a, a pillar review call almost.
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Um, here are some of the, the, I'm just gonna go down the list.
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You explain'em to me what we'll talk about'em so you text and texted these, you put'em in the chat for me activity pillar one hour identifying prospects, right?
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So you're gonna an hour a week identifying prospects.
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What does that entail using LinkedIn using?
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Yeah.
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So I think my thinking on this one is since we don't, since we're not to the level yet where all these companies are, where the reps don't have territories, so it's not like Jack, your territories are California, Oregon, and Washington right now.
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It's pretty much a, a free for all you, you can go after any company you want.
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And then obviously if you get assigned to a company who comes inbound, that's your company.
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So I think I need to spend time on primarily LinkedIn or the company's websites, finding these companies who have openings in different countries.
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Mm-hmm and saying, Hey, these are the, the 15 or 20 companies that I found this week, who I wanna reach out to and say, Hey, are you having any of these issues that, that
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We, okay.
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So you're, you're kind of, and backwards.
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You're looking for people who are posting jobs in those countries, correct?
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Yeah.
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Not for, not for people who aren't doing it cuz they don't think they can.
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You're kind of saying no they're already doing it.
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We can make their life easier.
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I think that's probably the best way to go about it.
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Cause otherwise you're just guessing
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A hundred percent I'm with you.
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Okay.
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So one hour a week of doing that and I, I guess filling up your database, right.
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With, with, with those people, um, 15 personalized LinkedIn connection requests.
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Yeah.
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So once, once I have that list of, and maybe down the line, I changes the first pillar from an hour of identifying prospects to identify X and amount of companies that week who are a good fit.
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And I can kind of adjust these numbers as I go.
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But yeah, 15 personalized, LinkedIn connection requests to either the CEO, if it's a smaller company or someone on the people team, if it's, you know, 50 plus saying, Hey, checking out your career site saw that you're hiring in, in Italy, but your headquarters are in France.
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Do you actually have an entity there or do you do whatever the messaging is?
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And, and do you put that right in the right, in the initial request?
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Depends.
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Uh
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That's that's an interesting game where it's like, do you, do you kind of get awfully like, oh, okay.
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I just said yes to some guy.
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I don't even know who he is.
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And then you pounce on him right away.
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Or do you kind of let him know like, this is why I'm reaching out to you.
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You can kind of reject me as not even taking my request.
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Yeah.
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There's, there's two ways to do it.
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Like you said, you can either put it out there front, which kind of gives him an idea of why you're reaching out, which I think is a little bit more train inch parent, or you just send a connection request.
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Most people on LinkedIn nowadays just accept them.
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Right.
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And then, I've had that happen to me a lot.
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You accept somebody's your connecter request.
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And they send huge, huge paragraph, which is terrible, which is huge turnoff.
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So, uh,
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Here's, here's, what's interesting about that though.
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And I know we're not going into the marketing world, but I of this stuff, it is terrible, but in a weird way, and you'll hear people like post crap, like, ah, someone did that to me.
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I'd never, you know, they go on their high horse like, ah, can you believe this guy called me?
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And um, but I'll tell you what, if it was a problem that I really needed solved, I'd be a little more open to it.
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Right?
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It's like nobody wants anyone knocking on their doors and soliciting'em, but freaking, Hey man, if my like gut's hanging off and I've been meeting to get around to it and some guy comes out with a ladder and he is like, Hey, I do gutters.
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I, you, I like get up there.
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Um, right.
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No, I, I totally agree.
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And I think there's a good way to do it.
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Like I think if it's, it's semi personalized, that first reach out, it's totally fine.
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Like, Hey, either I am reaching out because of your role or I'm reaching out because of your company.
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I've got no issue with that.
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What bothers me is when you get just a copy paste stuff.
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Oh, connection, boom.
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Like this has nothing to do with you, but it's just automated.
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So
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Then, okay.
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Three, three personalized videos make and send.
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Now are those videos you make to prospects and you send the video email, correct?
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That's something I've had success with that past companies that I haven't tried with this new company.
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So, uh, you can use things like VI yard or loom and then just attach to an email or attached to a LinkedIn message or lots of different ways to send it.
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I haven't tried it at this company.
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I think it'd be good to, to give a shot.
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And, and you could almost just shorten that up to send three video emails.
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Cause obviously to, to send them, you gotta make'em cuz they're personalized,
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Right?
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Yeah, no, that's true.
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I'll change that.
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All right.
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Email X email times call bundle.
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Oh, I see what you're saying.
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Send'em an email call.
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'em the same day.
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Leave a voicemail that this sounds familiar something.
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Yeah, this is what, this is something I learned from you.
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okay.
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Leave a voicemail that pushes them to the email five, seven days later.
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Send that sec, send that forward email.
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Okay.
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So it sounds like basically you're doing the bundle of 25, 25 20.
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These are prospects I'm assuming, right?
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Yeah.
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This would be all prospects.
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The only tricky thing with this that I see being an issue is it's hard to find people's direct dial and, and I haven't had a lot of success calling their company line mm-hmm just with COVID it's I feel like it's really tough to get through to people.
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So got it.
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Uh, the voicemails might not be a possibility for most people, but the emails and the forwarding emails definitely are.
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Right.
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But the spirit of it is that you're gonna, you're gonna try to call 25, no full, well you won't okay.
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Yeah.
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Let, let me just explain for people who don't know right now, they're listening, going, what the hell are they talking about?
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So it, it, it's just that prospecting.
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It's just a, a system of prospecting, obviously what you say and who you say it too, is what determines whether they respond, but you send 25 emails.
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You know, you, you email the person, you don't have to send'em all on the same day, the same day, you email them, you call them and on the voicemail, which is what you usually get.
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You refer back to the email, meaning, you know, Hey John, it's, you know, Jack from wherever I sent you an email a couple of hours ago, and then you fill in the benefit on a service that can help you with the job posting, blah, blah, blah.
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If that's something of interest, take a look at that email.
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A a and the idea is that people don't like to call back, but they'll more so they'll, they'll check out an email more often at least than they'll call you back.
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Certainly.
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And then the classic, you know, the next week, if you don't hear a response from that email, you hit forward on it and you put the little sticky note above, Hey, thought this could be valuable dot, dot, dot, okay.
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Or something like that.
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All right.
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So that's your prospecting?
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25, 25, 25 3 coffee chats per week.
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Yeah.
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So that's something that we do at the company since everyone is, uh, since no one's gone into an office.
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I wanted to set that up with other colleagues who maybe aren't in the sales department just to get to know more people at the company and kind of understand what they're working on and see if, if there's ways I can help them.
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Uh, just make more
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Connections.
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How many employees at this company?
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It's about seven 50 right
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Now.
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Okay.
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Is, is three seems excessive.
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I think maybe one or two.
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I mean I'm, I'm, I'm asking it's okay.
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So there's 750 people sales or whatever I'm going.
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Do you really wanna be spent how long's a coffee chat?
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I imagine 15 minutes.
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Okay.
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Quick.
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And it's easy to get off and on.
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I mean, some people just talk, talk, I mean like you and I were talking before I hit record and you were asking me about this one thing you saw I did.
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And I was about to tell you about the scuba diving vacation.
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I just took a couple weeks ago and I was like, all right, well, hold off.
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We gotta do so, um, all right, so, okay.
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Three coffee chats break.
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Now, obviously you don't control whether you have'em, but you're saying you wanna schedule three for the future, whether that's for tomorrow or for, okay.
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So schedule three coffee chats,
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Try to get that, uh, feeling that you get in the office when you're, you know, going to the kitchen and you meet somebody from product who you probably wouldn't have crossed paths with if, if you hadn't reached out
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Well.
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And, and I guess the goal here is you get information or insight, ways of saying things that maybe you didn't even understand or think about, or, you know, got passed over in the training.
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Um, three reach outs per week to friends and family.
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Okay.
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So those that's a personal pillar, correct?
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Three friends and family reach out, which you had that my brain tells me a couple years ago.
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You had that.
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Yeah.
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I just kept it in there.
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Okay.
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Just, you know, this would be an question I don't usually get to ask on these cuz a lot of times the first time I meet someone.
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But, um, it is that when you were doing it, was it working?
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Yeah, I think it's just good to stay in touch with people and, uh, nice to have it as a pillar cuz it reminds you to do it.
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And sometimes something that could get, uh, a overlooked, I guess.
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Got it.
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Okay.
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Um, you have more friends than I have three a week.
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I I three a week.
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I'd be out.
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I'd be out next week or I shouldn't say that people that are willing to return.
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Okay.
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Follow up pillar.
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So update and review your pipeline twice a week, Monday to Friday, go through the full list, touch base with all current.
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Okay.
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Explain this follow up.
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Pillar to me there's a lot written down here.
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Yeah.
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So this is just going through the, the current pipeline that you have ideally twice per week, probably beginning and end of the week, making sure that you have reached out to all your current ops and making sure that you're, you're getting done what needs to get done for that deal to close, uh, which is obviously good for you to, to close the deal.
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But also these look good for management that you have an accurate pipeline with correct close dates and correct, uh, sales stage and the correct amount that, that you're forecasting, that deal to be.
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Okay.
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So, okay.
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So this is similar to, um, yeah.
00:15:41.840 --> 00:15:53.029
Th this is that idea that you, you have in your software, some kind of, whether you keep an Excel doc or you use it, I'm guessing with a company, a tech company, they make you do it all in the, so software, whatever
00:15:53.460 --> 00:15:54.590
HubSpot or Salesforce.
00:15:54.620 --> 00:15:54.909
Yeah.
00:15:54.910 --> 00:15:55.110
You
00:15:55.110 --> 00:15:55.669
Got that, right?
00:15:56.149 --> 00:16:02.549
You, you have some kind of access to a report that says these are all the things I've identified in the pipeline twice a week.
00:16:02.551 --> 00:16:10.230
You're gonna go down that name by name and decide, do they need that next email, whatever, right.
00:16:10.500 --> 00:16:10.789
Yeah.
00:16:11.009 --> 00:16:13.539
Or, Hey, this company has gone dark.
00:16:13.541 --> 00:16:19.860
They haven't gone back to me in a month since we first chatted, I'm probably gonna close this opportunity and then got it.
00:16:20.179 --> 00:16:22.580
Months of ones that are, are more high priority.
00:16:23.019 --> 00:16:23.019
Okay.
00:16:23.029 --> 00:16:23.379
Right.
00:16:23.380 --> 00:16:28.700
And that's the kind of the update thing, the update and review your opportunity list twice a week.
00:16:31.080 --> 00:16:33.809
And hopefully there's a lot going on.
00:16:33.811 --> 00:16:35.129
It takes you a long time to do that,
00:16:35.610 --> 00:16:36.809
But yeah, ideally it would be great.
00:16:36.811 --> 00:16:37.090
Yeah.
00:16:37.210 --> 00:16:37.330
I
00:16:37.330 --> 00:16:38.690
Mean that, that's the money pillar.
00:16:39.889 --> 00:16:39.889
Exactly.
00:16:40.370 --> 00:16:42.690
Um, it's been the money pillar in my business forever.
00:16:43.509 --> 00:16:45.090
So my Excel follow pillar.
00:16:45.730 --> 00:16:45.850
All right.
00:16:47.129 --> 00:16:56.639
Learning pillar one hour per week on messaging inputs, webinars and reading output crafting the pitch 30, 30 studying customer stories.
00:16:56.640 --> 00:16:56.919
Okay.
00:16:56.921 --> 00:16:58.159
Are those two different pillars?
00:16:59.269 --> 00:17:17.829
Yeah, I think I need to, to update this one a little bit, but it's basically spending an hour just improving your messaging, going through, seeing what's working on LinkedIn, seeing what's working via email, fine tuning things, testing different to see how you can get a better response and ultimately drive more meetings
00:17:18.009 --> 00:17:19.750
And you have input and output on here.
00:17:20.529 --> 00:17:31.910
So input, meaning reading books, listening to podcasts, whatever on effective messaging output being, actually taking what you're learning and crafting the pitch, making the email, whatever.
00:17:33.029 --> 00:17:33.029
Um,
00:17:35.309 --> 00:17:47.069
And then the customer stories part was just being able to tell good stories of customers that you're working with or colleagues are working with when you're talking with prospects or customers about, you know, potential things that they could do.
00:17:48.599 --> 00:17:48.950
Right.
00:17:49.019 --> 00:17:53.079
So are you, is that why you thought about combining'em or are you kept those separately?
00:17:54.039 --> 00:18:01.240
Uh, I just, I could probably separate'em I just put'em together because like crafting the pitch with the customer stories involved there.
00:18:01.440 --> 00:18:03.440
I thought they were kind of combined, but well it's fine.
00:18:03.690 --> 00:18:04.359
Could be separate.
00:18:04.361 --> 00:18:04.640
Yeah.
00:18:04.900 --> 00:18:05.119
No,
00:18:05.119 --> 00:18:06.960
No, that, I mean, I think that's, I think that's fine.
00:18:07.119 --> 00:18:09.589
I think just maybe bump it to 90 minutes then.
00:18:10.349 --> 00:18:10.349
Okay.
00:18:10.500 --> 00:18:10.789
Yeah.
00:18:10.790 --> 00:18:11.549
That's probably a good idea.
00:18:11.819 --> 00:18:18.630
Like 90, so nine now, do you tend to lean toward input versus output or vice versa?
00:18:18.740 --> 00:18:25.309
Like you'd rather read about it or listen to a podcast on effective messaging or whatever versus actually doing your job.
00:18:26.910 --> 00:18:27.230
I, yeah.
00:18:27.470 --> 00:18:32.779
I mean with the messaging, I'd probably lean more towards the, the input than the output.
00:18:32.780 --> 00:18:32.980
Yeah.
00:18:32.980 --> 00:18:33.220
Right.
00:18:33.289 --> 00:18:33.579
Okay.
00:18:33.680 --> 00:18:40.220
So we should, like you said, we should probably put a number on this where, you know, how, how much do you need to do each week?
00:18:40.221 --> 00:18:41.819
Minimum of actually crafting?
00:18:43.299 --> 00:18:45.380
I mean, is this a 45 minimum?
00:18:46.339 --> 00:18:47.900
I mean, it'll probably go down every week.
00:18:47.930 --> 00:18:54.529
Like now it's gonna be higher because I don't have a ton of good stuff that I've been standing out and need to create some new stuff.
00:18:54.750 --> 00:18:58.049
But once, you know, February comes around, March comes around.
00:18:58.069 --> 00:19:01.809
I'm probably gonna have a more fine tuned message and I'll probably have to spend less time every week.
00:19:02.970 --> 00:19:02.970
Okay.
00:19:03.369 --> 00:19:03.769
Changing things.
00:19:04.099 --> 00:19:04.450
Right.
00:19:04.451 --> 00:19:06.569
You'll just be more trying new things.
00:19:08.519 --> 00:19:08.809
Yeah.
00:19:09.039 --> 00:19:09.569
Fine tuning.
00:19:09.640 --> 00:19:09.930
Okay.
00:19:10.460 --> 00:19:16.880
So I would say, um, make this 90 minutes and at least 45 has to be output.
00:19:17.680 --> 00:19:17.680
Okay.
00:19:17.769 --> 00:19:18.119
Right.
00:19:18.779 --> 00:19:30.440
So 45 slash 90 messaging, you know, of the 90 minutes, it'll it can all be output, but at least 45 of it has to be you actually.
00:19:35.910 --> 00:19:36.200
Yeah.
00:19:36.201 --> 00:19:36.640
I like that
00:19:37.769 --> 00:19:38.119
Again.
00:19:38.121 --> 00:19:39.440
It's gonna force you cause yeah.
00:19:39.480 --> 00:19:46.079
I can listen to podcasts all day, but if all I do ever do is listen and read about stuff and don't actually do it, not getting anywhere.
00:19:46.440 --> 00:19:51.880
Um, one hour sharpen in the ax sales and market.
00:19:53.710 --> 00:19:57.349
So that's reading books, that's going to the webinars that are going on.
00:19:57.420 --> 00:19:59.829
Just always, uh, always trying to get a little bit better.
00:20:00.869 --> 00:20:00.869
Okay.
00:20:00.871 --> 00:20:02.829
You know, you have about 40,000 pillars here, right?
00:20:02.839 --> 00:20:04.670
We're gonna be, trimming these down.
00:20:04.990 --> 00:20:04.990
Okay.
00:20:05.059 --> 00:20:05.589
It's a lot.
00:20:05.619 --> 00:20:05.910
Yeah.
00:20:06.450 --> 00:20:13.420
One hour sharper in the, a sales and marketing, then you have one hour per week learning the product.
00:20:13.900 --> 00:20:15.980
I can probably knock that down to 30 minutes.
00:20:16.119 --> 00:20:20.180
That's just staying up to date with what the, the product team is doing.
00:20:20.400 --> 00:20:25.779
Any announcements that we have so that you can better address customer questions on.
00:20:25.940 --> 00:20:32.819
Well, let, let's talk about that one, because you said like right now, you know, the product at some level, right.
00:20:33.049 --> 00:20:37.529
At a good level, then you said, but then sometimes they announce things or they, whatever.
00:20:37.789 --> 00:20:42.970
Do you tend to, when they make those announcements, do you tend to read those things or do you tend to ignore'em?
00:20:44.490 --> 00:20:52.200
Uh, it depends like we have, we use slack and we have probably 25, 30 different channels.
00:20:52.839 --> 00:21:00.079
Mm-hmm so you, you try to stay updated with it, but I don't usually go into that product channel and read super thorough.
00:21:00.599 --> 00:21:03.119
I try to, but that's kind of where this one would come in.
00:21:03.400 --> 00:21:07.910
It's given me time to actually go through there and say, this is exact what they did with this feature.
00:21:08.170 --> 00:21:10.109
And, and just small things like that
00:21:10.730 --> 00:21:12.869
One hour per week, learning about the space.
00:21:14.329 --> 00:21:19.710
So that's just learning about, uh, strategies that companies are employing in the space.
00:21:20.829 --> 00:21:33.680
Uh, maybe competitor research, seeing what competitors are doing, just trying to stay up to date, maybe going through the company, website, reading any new blog posts that we have out, things like that.
00:21:34.940 --> 00:21:41.069
Just so you can be more of a, uh, considered, I guess, an expert in the space and have more knowledge about it.
00:21:42.450 --> 00:21:46.509
And then two hours of gone calls per week.
00:21:47.099 --> 00:21:47.390
Yeah.
00:21:47.391 --> 00:21:50.940
So we use gong and it records all of our sales calls, which is great.
00:21:51.000 --> 00:22:00.819
So you can go back in and, and listen to any calls that you've had and find questions that you've asked or, Hey, I forgot what this prospect said here, which is super helpful.
00:22:01.960 --> 00:22:08.259
But for this pillar, I was thinking of actually listening to colleagues, calls to say, what are they doing differently?
00:22:08.329 --> 00:22:11.490
What I like, what I don't like, what could I include in my calls?
00:22:12.000 --> 00:22:13.329
What can I include in my pitch?
00:22:13.509 --> 00:22:14.289
Things like that.
00:22:16.009 --> 00:22:16.009
Okay.
00:22:20.299 --> 00:22:20.700
Got calls.
00:22:23.599 --> 00:22:24.210
Listening.
00:22:24.720 --> 00:22:25.009
Okay.
00:22:25.529 --> 00:22:25.650
All right.
00:22:25.930 --> 00:22:30.890
I mean, look, software sales, pretty straightforward industry.
00:22:32.450 --> 00:22:39.009
Um, I, you know, pillars look good to me as a group.
00:22:40.049 --> 00:22:46.210
I guess my first question is you have 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12 pillars.
00:22:46.211 --> 00:22:46.410
Right.
00:22:47.099 --> 00:22:48.650
Which is definitely on the higher end.
00:22:48.710 --> 00:22:52.450
I'm not saying it's not possible, but it's definitely on the higher end.
00:22:53.900 --> 00:23:00.799
So, you know, when I look at these, I go, okay, 2, 3, 4, 4, and a half six.
00:23:02.160 --> 00:23:10.490
Um, you know, just, just your learning pillars and stuff are like six hours a week.
00:23:10.500 --> 00:23:10.849
Right.
00:23:11.349 --> 00:23:18.170
And your messaging and all that stuff, that six hours right off the top, the three friends and family reach out.
00:23:18.171 --> 00:23:19.089
That's a personal pillar.
00:23:19.369 --> 00:23:23.220
So that doesn't really, you know, and it takes two sec, you know, it doesn't take long.
00:23:23.221 --> 00:23:23.619
Anyway.
00:23:25.220 --> 00:23:37.369
Um, the coffee chats, 25 through video emails, one hour of IDN, prospects, 50 personalized, they all see legit, right?
00:23:37.371 --> 00:23:38.170
They're all things.
00:23:38.430 --> 00:23:39.690
And this is the game now, right?
00:23:39.900 --> 00:23:42.490
These are all things that will help your business.
00:23:43.210 --> 00:24:01.329
Mm-hmm um, but obviously you need time to do, you know, to respond to whatever, if you had to eliminate one of these pillars and I'm just asking of these 12 pillars, which one would you eliminate or reduce?
00:24:03.920 --> 00:24:14.470
Probably the coffee chats is the one I would, something I haven't been doing and wanted to start doing, but is it gonna make a huge difference to the bottom line?
00:24:14.750 --> 00:24:15.150
Probably not.
00:24:16.900 --> 00:24:19.869
Well, my, my, my fear, my fear with the coffee chats.
00:24:20.380 --> 00:24:20.670
Okay.
00:24:21.609 --> 00:24:25.789
Is that it doesn't seem like a lot saying three times a week, 15 minutes.
00:24:26.390 --> 00:24:26.390
Mm.
00:24:26.880 --> 00:24:28.460
But again, sometimes it's hard.
00:24:28.480 --> 00:24:35.220
If it's a good conversation, sometimes it's hard to cut someone off after 15 minutes cuz it is kind of, even though it's a work call, it's kind of a personal call.
00:24:35.900 --> 00:24:35.900
Yeah.
00:24:36.220 --> 00:24:38.819
Cause you're kind of getting to know someone you're, you're kind of whatever.
00:24:39.900 --> 00:24:46.660
Um, and then again, to schedule three, you probably have to go back and forth with more than three people.
00:24:48.529 --> 00:24:48.529
Right.
00:24:48.589 --> 00:24:50.730
So there's probably some, some going back and forth.
00:24:52.450 --> 00:24:56.170
Um, so that's a possible one we can reduce or change.
00:24:56.180 --> 00:24:57.529
Let's just put that to the side.
00:24:57.930 --> 00:24:58.329
Um, okay.
00:24:59.950 --> 00:25:01.609
The two hours of gone calls.
00:25:02.420 --> 00:25:02.769
Right.
00:25:03.869 --> 00:25:17.319
So, so to me again, this is the only people I'd wanna be listening to are people that you determine ahead of time are really good.
00:25:17.750 --> 00:25:18.039
Yeah.
00:25:18.329 --> 00:25:18.680
Right.
00:25:18.681 --> 00:25:24.279
Like I wouldn't wanna be randomly listening to these rec I, I have a hard time calling'em gun calls these record.
00:25:24.450 --> 00:25:24.799
Right.
00:25:25.240 --> 00:25:39.359
I have a, but to just randomly listen to two hours of recorded calls, you know, again, maybe you already know who some of the good guys are and good ladies are and all that kind of stuff.
00:25:41.200 --> 00:25:41.480
I think.
00:25:41.619 --> 00:25:42.640
No, I think that's a good point.
00:25:42.641 --> 00:25:58.869
I think we could probably reduce it to an hour, which would be about two calls per week that I listen to because most calls are about 30 minutes and yes, I, I have, you know, in my mind too, I think the, the top reps are so it'd be listening specifically
00:25:58.970 --> 00:25:59.549
To, to that.
00:25:59.609 --> 00:26:13.259
But the other, the other thing with those calls is I have a feeling 10 weeks from now, 12 weeks from now, certainly three months from now, if there's a few top reps, you're gonna kind have heard most of it.
00:26:14.059 --> 00:26:14.299
Mm-hmm right.
00:26:14.720 --> 00:26:17.579
Not all of it, but most of it, here's what I'm thinking.
00:26:17.720 --> 00:26:19.299
And again, you don't have to go for this.
00:26:19.319 --> 00:26:25.980
You can have as many pillars as you want, as long as you think you'll hit'em um, I almost feel like that can be part of sharpening the ax.
00:26:26.490 --> 00:26:26.779
Okay.
00:26:26.970 --> 00:26:27.259
Yeah.
00:26:27.990 --> 00:26:28.339
Right.
00:26:29.259 --> 00:26:34.970
I, I, I almost feel like you can make it to decision just for the sake of time you can make a decision each week.
00:26:34.971 --> 00:26:35.210
Right.
00:26:36.769 --> 00:26:39.750
Should I, what's the best thing I can do right now to sharpen the act.
00:26:39.750 --> 00:26:43.279
Should I be listening to these recorded calls?
00:26:43.500 --> 00:26:46.359
Should I be reading a certain book?
00:26:46.361 --> 00:26:49.279
Should I be, you know, you can kind of make a decision.
00:26:50.359 --> 00:26:52.359
I would put that under sharpen in the ax.
00:26:53.000 --> 00:26:53.279
I like
00:26:53.279 --> 00:26:53.440
That.
00:26:53.680 --> 00:26:53.960
Um, yeah.
00:26:54.170 --> 00:26:55.640
Would you increase the time?
00:26:55.890 --> 00:26:58.079
Would you put it to like two hours sharpen the acts a week?
00:26:58.099 --> 00:26:59.039
Or would you just leave it at?
00:27:00.240 --> 00:27:02.440
No, I would put, look, remember these are minimums, right?
00:27:02.700 --> 00:27:02.990
Yeah.
00:27:03.329 --> 00:27:17.789
So if you have a week where you don't have a lot going on or there's a space and it's like, yeah, I wanna, you know, listen to the, some gone calls and you know, the idea of this is to be consistent that in and week out you're getting better.
00:27:17.960 --> 00:27:18.309
Right.
00:27:19.630 --> 00:27:28.789
Um, the it's the same thing with the space, the space learning and the product learning.
00:27:28.910 --> 00:27:31.349
I, I think those well learning, you already have 30 minutes.
00:27:31.549 --> 00:27:41.539
I almost feel like, and, and again, I could be wrong, but the space learning, right?
00:27:42.690 --> 00:27:42.980
Yeah.
00:27:43.140 --> 00:27:44.539
I let's say it this way.
00:27:45.420 --> 00:27:50.089
I would get, get rid of for, by the way, just cuz something's not a pillar doesn't mean you can't do it.
00:27:50.359 --> 00:27:50.930
Yeah, exactly.
00:27:52.549 --> 00:27:54.930
But I would get rid of coffee chats.
00:27:55.529 --> 00:27:55.529
Okay.
00:27:55.650 --> 00:27:59.329
I would roll gun calls into sharpen in the acts.
00:28:00.170 --> 00:28:00.170
Okay.
00:28:00.460 --> 00:28:00.809
Right.
00:28:00.810 --> 00:28:04.210
Because I, I just wanna make sure you have enough time to look.
00:28:04.329 --> 00:28:06.250
I Dean prospects takes a long time.
00:28:06.750 --> 00:28:07.039
Yeah.
00:28:07.720 --> 00:28:08.279
I know it does.
00:28:09.480 --> 00:28:11.759
Creating three video emails takes time.
00:28:12.569 --> 00:28:12.920
Right?
00:28:14.019 --> 00:28:19.160
The prospecting, the other thing I'd consider doing with the prospecting is, well, you don't have to really worry about it.
00:28:19.319 --> 00:28:22.839
Cause obviously, almost like eliminate some of the calls, but they kind of naturally eliminate anyway.
00:28:24.160 --> 00:28:26.839
Um, so, so you can leave'em on there knowing you're not.
00:28:28.660 --> 00:28:28.950
Yeah.
00:28:28.951 --> 00:28:30.430
I feel like most of those calls won't even happen.
00:28:30.789 --> 00:28:33.470
Cuz you go on their LinkedIn site, you don't see the number.
00:28:34.089 --> 00:28:36.269
We don't have a ton of tools that show the number.
00:28:36.270 --> 00:28:37.150
Hopefully those will come.
00:28:37.210 --> 00:28:40.670
But even then it's, it's tough to get people's direct dials nowadays,
00:28:41.660 --> 00:28:42.930
Tough to get their direct dials.
00:28:42.931 --> 00:28:44.529
But is it tough to get'em to pick up or?
00:28:45.150 --> 00:28:45.490
Oh, both.
00:28:45.890 --> 00:28:50.759
I mean, even if you have someone's cell phones, the, the chance of them picking up and then taking the, I dunno
00:28:50.759 --> 00:28:53.680
If you call an office line, if they tend to pick up cuz it's an office line,
00:28:54.759 --> 00:28:59.400
I haven't had much success with it, but yeah, it's, it's something that you can also try.
00:29:01.240 --> 00:29:06.000
Um, tell me about the space learning again,
00:29:07.509 --> 00:29:13.940
The, as just staying up to date with what competitors are doing, what's on our blog.
00:29:14.450 --> 00:29:20.150
What, uh, what, what the general space is looking like.
00:29:20.430 --> 00:29:20.430
And
00:29:20.950 --> 00:29:22.390
I think I would combine that with product.
00:29:23.349 --> 00:29:23.349
Okay.
00:29:24.589 --> 00:29:27.549
I think you need to make an executive decision each week.
00:29:28.769 --> 00:29:31.309
Hey look, cuz this is gonna affect your messaging too, obviously.
00:29:31.310 --> 00:29:31.509
Right.
00:29:31.569 --> 00:29:32.140
But yep.
00:29:33.180 --> 00:29:44.720
I think you should make an executive decision each week and say, look, I got at least an hour, where's the best place to spend it in the product or space kinda
00:29:45.079 --> 00:29:45.079
Combine.
00:29:45.269 --> 00:29:45.559
Yeah.
00:29:45.579 --> 00:29:46.039
If needed.
00:29:46.069 --> 00:29:46.359
Yeah.
00:29:46.361 --> 00:29:46.440
I
00:29:46.440 --> 00:29:46.759
Like that.
00:29:47.039 --> 00:29:51.480
Like that one hour a week, especially if that's a minimum, if all you do is the minimum.
00:29:52.049 --> 00:29:54.480
Think you're gonna realize that adds up quickly.
00:29:54.920 --> 00:29:56.400
An hour's a long time.
00:29:57.119 --> 00:30:09.509
If, if I said reading a book, no listening to a podcast but 10 weeks from now to have 10 hours of learning the competition, learning the space, learning the product.
00:30:10.710 --> 00:30:12.549
I think you're gonna find that that's a lot.
00:30:13.390 --> 00:30:13.390
Okay.
00:30:13.569 --> 00:30:16.109
And again, if there's something specific you need go get it.
00:30:16.111 --> 00:30:16.309
Right.
00:30:16.310 --> 00:30:17.950
Mm-hmm like, these are just minimums.
00:30:18.910 --> 00:30:24.059
Um, but yeah, I, I would combine product and space learning.
00:30:24.980 --> 00:30:24.980
Okay.
00:30:25.440 --> 00:30:28.700
And you decide, and you can have reference documents for these.
00:30:28.940 --> 00:30:31.819
Remember those like different ideas, different sources, all that stuff.
00:30:32.359 --> 00:30:37.259
But yeah, you can decide, um, what the best yeah.
00:30:37.260 --> 00:30:38.779
What the best use of that hour is.
00:30:38.990 --> 00:30:39.339
Right.
00:30:39.579 --> 00:30:49.650
Cause I think in the real world, I mean, you, you've tried to hit pillars before, you know, in the real world that, you know, it looks like you have a blank canvas, but time as a way.
00:30:49.720 --> 00:30:50.009
Okay.
00:30:50.319 --> 00:30:50.609
Yeah,
00:30:51.049 --> 00:30:51.329
No, I like that.
00:30:51.410 --> 00:30:57.210
I think shortening these down, getting to like seven or eight instead of the 12 or 13 or whatever it was would would be helpful.
00:30:57.839 --> 00:30:58.130
Yeah.
00:30:58.131 --> 00:31:00.690
And again, it's not the total number I care about.
00:31:00.720 --> 00:31:01.529
It's the time.
00:31:02.039 --> 00:31:02.319
Yeah.
00:31:02.640 --> 00:31:02.640
Right.
00:31:02.910 --> 00:31:05.400
Like I look at the three friends and family reach out.
00:31:05.470 --> 00:31:05.759
Okay.
00:31:06.309 --> 00:31:09.680
That doesn't, you know, that's not gonna take you much time.
00:31:09.681 --> 00:31:11.240
You probably won't even be working when you do that.
00:31:11.240 --> 00:31:14.000
You'll probably be texting with someone or, or whatever.
00:31:14.000 --> 00:31:14.279
Right.
00:31:14.779 --> 00:31:18.400
So something like that doesn't necessarily take a ton of time.
00:31:19.720 --> 00:31:22.950
Um, so again, to me it's not the number, it's the, it's the time.
00:31:24.930 --> 00:31:27.069
So, so here, here's what I have left.
00:31:27.190 --> 00:31:31.990
I have 1, 2, 3, 4, 5, 6, 7, 8.
00:31:32.069 --> 00:31:35.710
I have nine left, nine pillars, which again is on the high end, but it's fine.
00:31:35.970 --> 00:31:36.950
Mm-hmm right.
00:31:36.951 --> 00:31:37.309
It's fine.
00:31:37.420 --> 00:31:42.230
It's it's, you know, like every business is the business change.
00:31:42.299 --> 00:31:42.990
This will change.
00:31:43.859 --> 00:31:47.779
Um, we have, so here's what I have.
00:31:47.780 --> 00:31:48.140
You ready?
00:31:48.359 --> 00:31:50.220
One hour of identifying prospects.
00:31:50.980 --> 00:31:50.980
Okay.
00:31:52.450 --> 00:31:56.220
15 personalized LinkedIn connects.
00:31:56.519 --> 00:31:58.460
Mm-hmm let me ask you something.
00:31:59.329 --> 00:32:13.430
When you're identifying prospects, when you're doing that, are you kind of, is that when you're connecting on LinkedIn, you're like, oh, I just found someone, are they, they kinda separate.
00:32:14.109 --> 00:32:14.109
Cause,
00:32:14.589 --> 00:32:27.980
Cause to find the, the companies you're usually using LinkedIn and putting in different search criteria and then once you find them, you could either set that company aside to go through later or and say, Hey, let me check the career site.
00:32:28.000 --> 00:32:29.779
Now let me check who's in the people department.
00:32:29.799 --> 00:32:31.099
Let me see who the CEO is.
00:32:31.819 --> 00:32:31.819
Right.
00:32:31.820 --> 00:32:35.460
Just at that same time and then send out the, the connection request while you're
00:32:35.460 --> 00:32:35.940
Going through it.
00:32:36.089 --> 00:32:37.180
Well, let me ask you something.
00:32:37.400 --> 00:32:40.680
So, and just, just humor me for a second.
00:32:42.230 --> 00:33:04.220
If I said you need to, if you need to send out 15 personalized, LinkedIn connects a week, wouldn't you kind of be forced to do the research probably if, if, if, well, I mean maybe we need to put criteria around what counts as those 15, like 15 per personalized LinkedIn prospect
00:33:04.460 --> 00:33:05.019
Connects.
00:33:05.410 --> 00:33:06.019
Yeah, exactly.
00:33:06.200 --> 00:33:08.299
If as long as it's like a net new company,
00:33:10.150 --> 00:33:10.500
Right.
00:33:10.500 --> 00:33:10.900
Well, yeah.
00:33:10.901 --> 00:33:14.819
And you can define it how you want, right?
00:33:15.460 --> 00:33:15.619
Like yeah.
00:33:15.621 --> 00:33:21.339
If you're already dealing with a company and all of a sudden it says, you may know the guy who works in the cubicle next to yeah.
00:33:21.359 --> 00:33:22.259
Go ahead and hit it.
00:33:22.279 --> 00:33:24.009
But that's not what we're talking about here.
00:33:24.010 --> 00:33:24.210
Right.
00:33:25.579 --> 00:33:29.539
I almost think, and again, you can, it's your brain, how your brain works.
00:33:29.789 --> 00:33:30.140
Right.
00:33:31.240 --> 00:33:39.150
But I almost think they're kind of one in the same, the one hour of IDM prospects and the 15.
00:33:40.589 --> 00:33:45.880
Um, and I have a feeling, it, it, it takes you more than an hour.
00:33:46.039 --> 00:33:48.809
Probably I could be wrong.
00:33:49.319 --> 00:33:49.609
Yeah.
00:33:50.049 --> 00:33:55.490
You, I almost want to just get rid of the personalized LinkedIn connection one because it's gonna come.
00:33:56.319 --> 00:33:59.210
Well, I see, I was go, I, my brain was going the opposite way.
00:33:59.509 --> 00:33:59.930
Really.
00:34:00.430 --> 00:34:04.329
My brain was going, cuz I don't wanna punish you for efficiency.
00:34:04.330 --> 00:34:04.569
Right.
00:34:04.750 --> 00:34:08.000
Or finding a, sometimes you, you hit a vein, right?
00:34:08.001 --> 00:34:13.159
You're like, oh there's these companies that do this and this is the, you know, you kind of hit a vein if you know what I mean.
00:34:14.099 --> 00:34:17.119
And to me, the idea is the results.
00:34:18.059 --> 00:34:26.440
If every week you sent 15 of those mm-hmm or 10 or whatever the number was in this case, you say 15, you're kind of gonna be in a pretty good position.
00:34:26.440 --> 00:34:26.760
Right.
00:34:27.079 --> 00:34:30.909
Cause that means you're identifying them and you're reaching out to them.
00:34:31.300 --> 00:34:31.590
Yeah.
00:34:31.949 --> 00:34:31.949
Right.
00:34:32.090 --> 00:34:41.989
Or you could get rid of both of them and just have it be like identify X amount of companies who fit the ICP.
00:34:42.210 --> 00:34:47.510
And then once, I mean, once I've identified those, I'm obviously gonna go through these steps that week.
00:34:47.710 --> 00:34:47.829
I,
00:34:49.460 --> 00:34:51.429
Well, I mean you, however you wanna do it.
00:34:51.590 --> 00:34:54.429
Cause it seems like the last step is sending the LinkedIn request.
00:34:54.820 --> 00:34:55.110
Yeah.
00:34:55.280 --> 00:34:55.630
Right.
00:34:56.650 --> 00:35:00.389
And so it's kind like, to me, that's kind of when I would cross it off.
00:35:00.900 --> 00:35:01.190
Okay.
00:35:01.219 --> 00:35:01.829
That makes sense.
00:35:02.309 --> 00:35:02.309
Yeah.
00:35:02.750 --> 00:35:05.190
But, but again, if your brain works the other way, let's go with your brain.
00:35:05.349 --> 00:35:07.190
Cuz you're the one that has to do this, but I'm thinking, okay.
00:35:09.840 --> 00:35:15.969
15 also seems like a lot, but I could be wrong, um, with all your inbound stuff.
00:35:16.510 --> 00:35:25.739
But basically if you send 15 personalized LinkedIn prospect connects a week, you know, you're gonna be in a good position.
00:35:26.059 --> 00:35:30.019
Cause to get to that point where you can send it, you've gotta find the companies you've gotta learn.
00:35:30.320 --> 00:35:32.329
You know, you have to set aside time.
00:35:33.170 --> 00:35:39.440
I just don't wanna penalize you for, you know, finding a vein, finding better ways of doing it, finding leverage.
00:35:40.130 --> 00:35:40.480
Right.
00:35:40.559 --> 00:35:46.639
I don't know if you have like an internal or anything like that or whatever, but you never know you find a database.
00:35:46.780 --> 00:35:48.599
You like why penalize yourself for that?
00:35:49.030 --> 00:35:49.320
Yeah.
00:35:49.599 --> 00:35:50.039
No, I like that.
00:35:50.041 --> 00:35:50.639
I see what you're saying.
00:35:50.750 --> 00:35:51.039
Yeah.
00:35:51.159 --> 00:35:54.440
I think I can just keep the, the LinkedIn one and then the 15.
00:35:54.440 --> 00:35:54.719
Yeah.
00:35:55.179 --> 00:35:59.469
The, the identifying the prospects every week will just come with it.
00:36:00.730 --> 00:36:00.949
Yes.
00:36:00.951 --> 00:36:01.389
Well, yeah.
00:36:01.489 --> 00:36:03.309
That's basically what you're doing.
00:36:03.789 --> 00:36:05.030
Um, okay.
00:36:05.090 --> 00:36:07.789
So includes the gun.
00:36:08.269 --> 00:36:08.389
All right.
00:36:08.391 --> 00:36:19.019
So here's what I got 15 personalized LinkedIn prospect connects everything's per week, obviously 15 personalized, LinkedIn and prospect connects or invites.
00:36:19.179 --> 00:36:19.940
However you thinking about it.
00:36:20.380 --> 00:36:20.380
Yep.
00:36:20.489 --> 00:36:21.860
Send three video emails.
00:36:23.320 --> 00:36:26.739
You're prospecting 25, 25, 25 system.
00:36:27.000 --> 00:36:29.699
Mm-hmm reach out to three friends and family.
00:36:30.579 --> 00:36:30.579
Yep.
00:36:31.079 --> 00:36:36.650
Update and review your opportunity sheet twice a week, spend 90 minutes of messaging.
00:36:36.710 --> 00:36:48.039
At least five has to be on output mm-hmm one hour sharpening the ax of sales and marketing that can include gone include anything.
00:36:48.050 --> 00:36:48.400
Right.
00:36:48.579 --> 00:36:52.119
Mm-hmm and one hour on product and space learning.
00:36:54.929 --> 00:36:55.329
I like it.
00:36:56.280 --> 00:36:56.570
Yeah.
00:36:56.809 --> 00:37:03.159
Cause I'm a big fan of learning pillars and effect, but sometimes good enough is good enough.
00:37:03.179 --> 00:37:13.679
And you know, I don't want you to be doing so much learning that you're not actually out there learning, which is not something I usually have to tell people it's usually the opposite.
00:37:13.760 --> 00:37:16.239
I gotta tell'em to do, do more learning and effectiveness.
00:37:17.139 --> 00:37:19.840
So, um, yeah, I feel pretty good with these, uh,
00:37:25.909 --> 00:37:26.230
1, 2, 3, 4, 5, 6, 7, 8, 8 or nine.
00:37:26.231 --> 00:37:26.469
Yeah.
00:37:27.590 --> 00:37:27.590
Around
00:37:27.869 --> 00:37:27.869
Nine.
00:37:27.889 --> 00:37:31.590
No, I think they're and I can, I, I can type'em out as I have'em and send'em to you.
00:37:31.769 --> 00:37:32.269
You're too
00:37:32.269 --> 00:37:32.429
Good.
00:37:32.431 --> 00:37:32.670
Yeah.
00:37:32.670 --> 00:37:33.269
Thank you so
00:37:33.269 --> 00:37:33.349
Much.
00:37:33.351 --> 00:37:33.789
That'd be great.
00:37:33.980 --> 00:37:34.269
Yeah.
00:37:34.469 --> 00:37:40.190
To, well, I have to write'em out for the notes for the show anyway, but um, yeah, I think, I think we're good.
00:37:41.139 --> 00:37:41.139
Cool.
00:37:41.239 --> 00:37:42.139
No, that was super helpful.
00:37:42.420 --> 00:37:56.059
I think, uh, I think I got a solid base here now, and that was really great at the end, you know, combining 12 or 13 down to, to eight and just keeping it more simplified cuz otherwise it's, it turns out to be a lot.
00:37:56.061 --> 00:38:01.969
Those first two first few weeks are pretty easy to get'em done and then it's all about consistency.
00:38:02.070 --> 00:38:02.289
So
00:38:02.789 --> 00:38:07.210
Thanks for listening to another episode of simplify your strategy, magnify your results.
00:38:07.590 --> 00:38:12.449
If you know someone you think could benefit from this episode, be their hero and share it with'em.
00:38:12.510 --> 00:38:22.079
If you'd like a free copy of my book or you wanna be considered as a guest on a future episode, head on over to productivity, giant.com have a great day and thanks again.
00:00:00.390 --> 00:00:17.280
This is Brian Margolis and welcome to the simplify, your strategy, magnify your results podcast, where on each episode I use the pillar system to help a sales pro entrepreneur or other results based professional, create a weekly strategy to run a simple, more lucrative business strategy.
00:00:17.420 --> 00:00:17.920
So simple.
00:00:18.019 --> 00:00:28.989
It can fit on an index card, but powerful it's actually helped create multiple seven figure earners and is now licensed by some of the largest companies in the world to create strategies for their teams.
00:00:29.690 --> 00:00:40.710
If you'd like a free copy of my book on exactly how to do this, or want to be considered as a guest on a future episode, head on over to productivity, giant.com, enjoy the episode Cloud.
00:00:43.820 --> 00:00:45.740
All right, so let's do it Jack.
00:00:46.659 --> 00:00:46.899
Um, awesome.
00:00:47.079 --> 00:00:47.700
Thanks, Brian.
00:00:47.859 --> 00:00:54.259
I, I will, I will give the quick background because this one's an easy one to sum up you're in software sales.
00:00:55.820 --> 00:01:02.969
Um, we've I guess we've we met about two years ago, ish, when you joined one of my group programs.
00:01:03.869 --> 00:01:12.370
And so, you know, the pillar system, you, you know, the game here, but not an uncommon situation, you started a, a new job.
00:01:12.439 --> 00:01:15.849
It's a little different than the previous job.
00:01:15.989 --> 00:01:20.329
And so you've kind of put together your pillars in a way, right?
00:01:20.331 --> 00:01:25.640
This is almost more like a pillar review call all, and let's kind of sharpen these things up.
00:01:25.641 --> 00:01:25.920
Right.
00:01:26.019 --> 00:01:26.799
So, correct.
00:01:27.629 --> 00:01:34.519
Tell me if, if my summary is right, um, in the new job, you and it is software, right?
00:01:34.739 --> 00:01:35.439
Or is it correct?
00:01:36.000 --> 00:01:36.000
Okay.
00:01:36.280 --> 00:01:36.280
Yeah.
00:01:36.980 --> 00:01:45.829
So this is for companies that need to hire people in other countries where they don't have locations or legal entities, and that can be a mess.
00:01:45.890 --> 00:01:57.390
So they come to you and, you know, if they use your software or your platform, they basically can say, Hey, I need to hire someone in, you know, Paraguay or whatever, if that's even, did I even say that right?
00:01:57.391 --> 00:01:57.790
Is that country?
00:01:58.469 --> 00:01:58.469
Yeah.
00:01:58.670 --> 00:01:59.069
Is it nailed it?
00:01:59.549 --> 00:02:01.069
is it para, is it your, yeah.
00:02:01.349 --> 00:02:01.349
Okay.
00:02:02.090 --> 00:02:15.419
So, so the, you know, that you are able to make it legal and do all the compliance stuff for'em by setting up an entity, take all that headache off their place, and now they can get that superstar from, uh, from Honduras or wherever.
00:02:15.490 --> 00:02:16.460
Okay, perfect.
00:02:17.840 --> 00:02:24.020
So my first question to you then, just so I understand even more is who is your tar?
00:02:25.759 --> 00:02:27.560
Who, who do you call on personally?
00:02:28.580 --> 00:02:36.680
So that's the interesting thing about this role, I think is, uh, right now we don't have territory set up.
00:02:36.750 --> 00:02:44.520
It's more of just a round Robin set up mm-hmm where companies will come into the site, they'll sign up for a demo and then they'll get a sign to sale.
00:02:45.789 --> 00:02:45.789
Okay.
00:02:45.790 --> 00:02:59.030
So we don't have necessarily a territory, but I think ideal company that we're going after isn't too large, because most larger companies have entity set up in most countries just cuz they're more developed.
00:02:59.370 --> 00:02:59.719
Right.
00:02:59.860 --> 00:03:12.080
So it's probably a 20 to 200 person startup who is growing super fast looking to hire internationally and doesn't have these entities in, in a lot of countries.
00:03:12.500 --> 00:03:19.560
So just fast growing, I would say tech companies are usually target I C P.
00:03:20.379 --> 00:03:20.759
Got it.
00:03:20.789 --> 00:03:21.080
Okay.
00:03:21.139 --> 00:03:33.680
And then do you, um, who's the person you target in these companies or, or are they such small companies that it's usually founder or not very far removed from the founder?
00:03:34.189 --> 00:03:35.120
Yeah, it depends.
00:03:35.121 --> 00:03:42.750
If it's a small company, 10 people are less usually talking with the CEO, who's saying, Hey, we need to bring on developers or the salesperson in this country.
00:03:43.129 --> 00:03:51.669
If it's a, if it's a larger company, you're usually talking with the head of people or head of recruitment or someone in, in the people team.
00:03:52.409 --> 00:03:52.750
Got it.
00:03:52.751 --> 00:03:54.870
And that's something and that's something you guys find out.
00:03:54.939 --> 00:03:55.229
Okay.
00:03:55.610 --> 00:03:59.789
So up until, and you've only been doing this now for about four months, correct.
00:04:00.280 --> 00:04:10.379
And you said there's a shift happening quickly where you went, you, you just told me briefly before we started recording that you went from inbound to having to do more hunting.
00:04:11.280 --> 00:04:13.139
So explain that shift real quick.
00:04:13.140 --> 00:04:14.939
And then we'll kind of jump into your, your
00:04:14.939 --> 00:04:15.340
Pillars.
00:04:15.849 --> 00:04:36.139
Yeah, I think, uh, just with the, with the company growing and more reps getting hired and things like that and just to, uh, be safe and, and try to close as many sales and as many deals as possible, it's gonna be beneficial to do more outbound prospecting, have that as a part of my pillars.
00:04:36.610 --> 00:04:36.899
Okay.
00:04:37.160 --> 00:04:44.930
So inbound was keeping you busy, but now you're kind of trying get a step ahead by starting to prime the pump.
00:04:45.189 --> 00:04:51.370
So you have inbound, but when those dry up or the company has too many sales reps to, for that to be consistent.
00:04:51.560 --> 00:04:51.850
Okay.
00:04:51.889 --> 00:04:52.290
I got you.
00:04:52.290 --> 00:04:52.970
You wanna go into hunting
00:04:52.970 --> 00:04:53.250
Mode?
00:04:53.480 --> 00:04:53.970
Exactly.
00:04:54.199 --> 00:04:54.490
Yeah.
00:04:54.930 --> 00:04:59.129
He obviously hoping the inbound keep coming in, but good to have kind of a mix of both.
00:04:59.720 --> 00:05:00.009
Okay.
00:05:00.670 --> 00:05:03.279
So here's what, so why don't we do this?
00:05:03.350 --> 00:05:06.319
This is more like a, a pillar review call almost.
00:05:07.319 --> 00:05:11.439
Um, here are some of the, the, I'm just gonna go down the list.
00:05:11.500 --> 00:05:20.839
You explain'em to me what we'll talk about'em so you text and texted these, you put'em in the chat for me activity pillar one hour identifying prospects, right?
00:05:21.699 --> 00:05:25.189
So you're gonna an hour a week identifying prospects.
00:05:25.939 --> 00:05:28.589
What does that entail using LinkedIn using?
00:05:29.860 --> 00:05:30.149
Yeah.
00:05:30.151 --> 00:05:45.420
So I think my thinking on this one is since we don't, since we're not to the level yet where all these companies are, where the reps don't have territories, so it's not like Jack, your territories are California, Oregon, and Washington right now.
00:05:45.699 --> 00:05:49.060
It's pretty much a, a free for all you, you can go after any company you want.
00:05:49.079 --> 00:05:53.779
And then obviously if you get assigned to a company who comes inbound, that's your company.
00:05:54.759 --> 00:06:06.360
So I think I need to spend time on primarily LinkedIn or the company's websites, finding these companies who have openings in different countries.
00:06:07.319 --> 00:06:15.000
Mm-hmm and saying, Hey, these are the, the 15 or 20 companies that I found this week, who I wanna reach out to and say, Hey, are you having any of these issues that, that
00:06:15.120 --> 00:06:15.279
We, okay.
00:06:15.281 --> 00:06:17.029
So you're, you're kind of, and backwards.
00:06:17.031 --> 00:06:21.310
You're looking for people who are posting jobs in those countries, correct?
00:06:21.310 --> 00:06:21.589
Yeah.
00:06:22.069 --> 00:06:25.230
Not for, not for people who aren't doing it cuz they don't think they can.
00:06:25.230 --> 00:06:26.949
You're kind of saying no they're already doing it.
00:06:26.951 --> 00:06:27.870
We can make their life easier.
00:06:28.709 --> 00:06:30.350
I think that's probably the best way to go about it.
00:06:30.589 --> 00:06:31.990
Cause otherwise you're just guessing
00:06:32.550 --> 00:06:33.589
A hundred percent I'm with you.
00:06:33.829 --> 00:06:33.829
Okay.
00:06:34.930 --> 00:06:38.939
So one hour a week of doing that and I, I guess filling up your database, right.
00:06:39.180 --> 00:06:46.100
With, with, with those people, um, 15 personalized LinkedIn connection requests.
00:06:47.209 --> 00:06:47.500
Yeah.
00:06:47.519 --> 00:07:00.490
So once, once I have that list of, and maybe down the line, I changes the first pillar from an hour of identifying prospects to identify X and amount of companies that week who are a good fit.
00:07:01.629 --> 00:07:03.810
And I can kind of adjust these numbers as I go.
00:07:03.949 --> 00:07:20.879
But yeah, 15 personalized, LinkedIn connection requests to either the CEO, if it's a smaller company or someone on the people team, if it's, you know, 50 plus saying, Hey, checking out your career site saw that you're hiring in, in Italy, but your headquarters are in France.
00:07:21.339 --> 00:07:25.079
Do you actually have an entity there or do you do whatever the messaging is?
00:07:25.500 --> 00:07:28.639
And, and do you put that right in the right, in the initial request?
00:07:32.420 --> 00:07:32.910
Depends.
00:07:33.470 --> 00:07:33.470
Uh
00:07:34.170 --> 00:07:41.139
That's that's an interesting game where it's like, do you, do you kind of get awfully like, oh, okay.
00:07:41.259 --> 00:07:42.339
I just said yes to some guy.
00:07:42.379 --> 00:07:43.259
I don't even know who he is.
00:07:43.279 --> 00:07:45.259
And then you pounce on him right away.
00:07:45.959 --> 00:07:48.860
Or do you kind of let him know like, this is why I'm reaching out to you.
00:07:48.879 --> 00:07:51.620
You can kind of reject me as not even taking my request.
00:07:52.129 --> 00:07:52.420
Yeah.
00:07:52.420 --> 00:07:53.660
There's, there's two ways to do it.
00:07:53.661 --> 00:08:01.889
Like you said, you can either put it out there front, which kind of gives him an idea of why you're reaching out, which I think is a little bit more train inch parent, or you just send a connection request.
00:08:02.480 --> 00:08:04.810
Most people on LinkedIn nowadays just accept them.
00:08:05.180 --> 00:08:05.529
Right.
00:08:05.910 --> 00:08:08.009
And then, I've had that happen to me a lot.
00:08:08.011 --> 00:08:09.329
You accept somebody's your connecter request.
00:08:09.331 --> 00:08:13.290
And they send huge, huge paragraph, which is terrible, which is huge turnoff.
00:08:13.310 --> 00:08:14.449
So, uh,
00:08:15.810 --> 00:08:17.290
Here's, here's, what's interesting about that though.
00:08:17.610 --> 00:08:28.680
And I know we're not going into the marketing world, but I of this stuff, it is terrible, but in a weird way, and you'll hear people like post crap, like, ah, someone did that to me.
00:08:28.819 --> 00:08:32.639
I'd never, you know, they go on their high horse like, ah, can you believe this guy called me?
00:08:32.740 --> 00:08:40.600
And um, but I'll tell you what, if it was a problem that I really needed solved, I'd be a little more open to it.
00:08:40.759 --> 00:08:41.110
Right?
00:08:41.539 --> 00:08:52.269
It's like nobody wants anyone knocking on their doors and soliciting'em, but freaking, Hey man, if my like gut's hanging off and I've been meeting to get around to it and some guy comes out with a ladder and he is like, Hey, I do gutters.
00:08:52.389 --> 00:08:53.990
I, you, I like get up there.
00:08:54.909 --> 00:08:55.330
Um, right.
00:08:56.029 --> 00:08:57.049
No, I, I totally agree.
00:08:57.051 --> 00:08:58.289
And I think there's a good way to do it.
00:08:58.291 --> 00:09:03.450
Like I think if it's, it's semi personalized, that first reach out, it's totally fine.
00:09:03.480 --> 00:09:08.850
Like, Hey, either I am reaching out because of your role or I'm reaching out because of your company.
00:09:09.559 --> 00:09:10.610
I've got no issue with that.
00:09:10.639 --> 00:09:14.009
What bothers me is when you get just a copy paste stuff.
00:09:14.649 --> 00:09:16.399
Oh, connection, boom.
00:09:16.549 --> 00:09:19.120
Like this has nothing to do with you, but it's just automated.
00:09:19.740 --> 00:09:19.960
So
00:09:20.549 --> 00:09:21.279
Then, okay.
00:09:21.330 --> 00:09:24.679
Three, three personalized videos make and send.
00:09:25.559 --> 00:09:30.360
Now are those videos you make to prospects and you send the video email, correct?
00:09:30.379 --> 00:09:35.629
That's something I've had success with that past companies that I haven't tried with this new company.
00:09:36.210 --> 00:09:46.230
So, uh, you can use things like VI yard or loom and then just attach to an email or attached to a LinkedIn message or lots of different ways to send it.
00:09:46.350 --> 00:09:47.470
I haven't tried it at this company.
00:09:47.590 --> 00:09:49.470
I think it'd be good to, to give a shot.
00:09:49.750 --> 00:09:53.870
And, and you could almost just shorten that up to send three video emails.
00:09:54.070 --> 00:09:58.100
Cause obviously to, to send them, you gotta make'em cuz they're personalized,
00:09:58.389 --> 00:09:58.740
Right?
00:09:59.090 --> 00:09:59.980
Yeah, no, that's true.
00:10:00.009 --> 00:10:00.700
I'll change that.
00:10:01.340 --> 00:10:01.460
All right.
00:10:01.750 --> 00:10:04.259
Email X email times call bundle.
00:10:04.480 --> 00:10:05.419
Oh, I see what you're saying.
00:10:05.610 --> 00:10:06.700
Send'em an email call.
00:10:06.779 --> 00:10:07.299
'em the same day.
00:10:07.309 --> 00:10:09.779
Leave a voicemail that this sounds familiar something.
00:10:09.779 --> 00:10:11.500
Yeah, this is what, this is something I learned from you.
00:10:11.899 --> 00:10:12.299
okay.
00:10:12.549 --> 00:10:15.340
Leave a voicemail that pushes them to the email five, seven days later.
00:10:15.450 --> 00:10:17.330
Send that sec, send that forward email.
00:10:17.690 --> 00:10:17.690
Okay.
00:10:18.309 --> 00:10:25.850
So it sounds like basically you're doing the bundle of 25, 25 20.
00:10:25.850 --> 00:10:27.409
These are prospects I'm assuming, right?
00:10:27.840 --> 00:10:28.129
Yeah.
00:10:28.130 --> 00:10:29.610
This would be all prospects.
00:10:29.610 --> 00:10:44.519
The only tricky thing with this that I see being an issue is it's hard to find people's direct dial and, and I haven't had a lot of success calling their company line mm-hmm just with COVID it's I feel like it's really tough to get through to people.
00:10:44.659 --> 00:10:46.080
So got it.
00:10:46.440 --> 00:10:51.879
Uh, the voicemails might not be a possibility for most people, but the emails and the forwarding emails definitely are.
00:10:51.889 --> 00:10:52.240
Right.
00:10:52.240 --> 00:10:58.710
But the spirit of it is that you're gonna, you're gonna try to call 25, no full, well you won't okay.
00:10:58.870 --> 00:10:58.870
Yeah.
00:10:59.149 --> 00:11:04.110
Let, let me just explain for people who don't know right now, they're listening, going, what the hell are they talking about?
00:11:04.210 --> 00:11:06.870
So it, it, it's just that prospecting.
00:11:07.779 --> 00:11:17.190
It's just a, a system of prospecting, obviously what you say and who you say it too, is what determines whether they respond, but you send 25 emails.
00:11:18.000 --> 00:11:28.139
You know, you, you email the person, you don't have to send'em all on the same day, the same day, you email them, you call them and on the voicemail, which is what you usually get.
00:11:28.200 --> 00:11:42.210
You refer back to the email, meaning, you know, Hey John, it's, you know, Jack from wherever I sent you an email a couple of hours ago, and then you fill in the benefit on a service that can help you with the job posting, blah, blah, blah.
00:11:42.669 --> 00:11:45.090
If that's something of interest, take a look at that email.
00:11:45.929 --> 00:11:53.679
A a and the idea is that people don't like to call back, but they'll more so they'll, they'll check out an email more often at least than they'll call you back.
00:11:53.681 --> 00:11:54.039
Certainly.
00:11:54.041 --> 00:12:05.000
And then the classic, you know, the next week, if you don't hear a response from that email, you hit forward on it and you put the little sticky note above, Hey, thought this could be valuable dot, dot, dot, okay.
00:12:05.139 --> 00:12:05.919
Or something like that.
00:12:06.360 --> 00:12:06.440
All right.
00:12:06.460 --> 00:12:07.799
So that's your prospecting?
00:12:10.879 --> 00:12:12.240
25, 25, 25 3 coffee chats per week.
00:12:13.419 --> 00:12:13.710
Yeah.
00:12:13.850 --> 00:12:20.230
So that's something that we do at the company since everyone is, uh, since no one's gone into an office.
00:12:20.909 --> 00:12:34.220
I wanted to set that up with other colleagues who maybe aren't in the sales department just to get to know more people at the company and kind of understand what they're working on and see if, if there's ways I can help them.
00:12:34.940 --> 00:12:35.860
Uh, just make more
00:12:35.860 --> 00:12:36.340
Connections.
00:12:36.480 --> 00:12:37.580
How many employees at this company?
00:12:38.539 --> 00:12:39.779
It's about seven 50 right
00:12:39.779 --> 00:12:39.980
Now.
00:12:40.769 --> 00:12:41.059
Okay.
00:12:42.039 --> 00:12:44.139
Is, is three seems excessive.
00:12:45.379 --> 00:12:46.419
I think maybe one or two.
00:12:46.820 --> 00:12:48.539
I mean I'm, I'm, I'm asking it's okay.
00:12:48.541 --> 00:12:51.299
So there's 750 people sales or whatever I'm going.
00:12:52.320 --> 00:12:55.250
Do you really wanna be spent how long's a coffee chat?
00:12:55.330 --> 00:12:56.929
I imagine 15 minutes.
00:12:57.600 --> 00:12:57.889
Okay.
00:12:58.169 --> 00:12:58.169
Quick.
00:12:59.309 --> 00:13:00.649
And it's easy to get off and on.
00:13:00.690 --> 00:13:07.529
I mean, some people just talk, talk, I mean like you and I were talking before I hit record and you were asking me about this one thing you saw I did.
00:13:07.530 --> 00:13:10.450
And I was about to tell you about the scuba diving vacation.
00:13:10.649 --> 00:13:12.610
I just took a couple weeks ago and I was like, all right, well, hold off.
00:13:12.610 --> 00:13:16.960
We gotta do so, um, all right, so, okay.
00:13:16.961 --> 00:13:18.120
Three coffee chats break.
00:13:18.120 --> 00:13:25.639
Now, obviously you don't control whether you have'em, but you're saying you wanna schedule three for the future, whether that's for tomorrow or for, okay.
00:13:26.179 --> 00:13:29.159
So schedule three coffee chats,
00:13:30.340 --> 00:13:42.899
Try to get that, uh, feeling that you get in the office when you're, you know, going to the kitchen and you meet somebody from product who you probably wouldn't have crossed paths with if, if you hadn't reached out
00:13:43.490 --> 00:13:43.779
Well.
00:13:43.840 --> 00:13:53.860
And, and I guess the goal here is you get information or insight, ways of saying things that maybe you didn't even understand or think about, or, you know, got passed over in the training.
00:13:55.059 --> 00:13:58.529
Um, three reach outs per week to friends and family.
00:13:58.759 --> 00:13:59.049
Okay.
00:13:59.149 --> 00:14:02.169
So those that's a personal pillar, correct?
00:14:02.940 --> 00:14:10.570
Three friends and family reach out, which you had that my brain tells me a couple years ago.
00:14:10.571 --> 00:14:11.090
You had that.
00:14:11.519 --> 00:14:11.809
Yeah.
00:14:11.850 --> 00:14:12.730
I just kept it in there.
00:14:13.039 --> 00:14:13.330
Okay.
00:14:15.159 --> 00:14:20.559
Just, you know, this would be an question I don't usually get to ask on these cuz a lot of times the first time I meet someone.
00:14:20.740 --> 00:14:27.639
But, um, it is that when you were doing it, was it working?
00:14:28.590 --> 00:14:34.759
Yeah, I think it's just good to stay in touch with people and, uh, nice to have it as a pillar cuz it reminds you to do it.
00:14:34.760 --> 00:14:37.750
And sometimes something that could get, uh, a overlooked, I guess.
00:14:38.929 --> 00:14:39.309
Got it.
00:14:39.710 --> 00:14:39.710
Okay.
00:14:41.110 --> 00:14:44.110
Um, you have more friends than I have three a week.
00:14:44.230 --> 00:14:45.230
I I three a week.
00:14:45.250 --> 00:14:45.710
I'd be out.
00:14:45.850 --> 00:14:50.429
I'd be out next week or I shouldn't say that people that are willing to return.
00:14:50.669 --> 00:14:50.669
Okay.
00:14:52.279 --> 00:14:52.720
Follow up pillar.
00:14:53.100 --> 00:14:58.240
So update and review your pipeline twice a week, Monday to Friday, go through the full list, touch base with all current.
00:14:58.389 --> 00:14:58.679
Okay.
00:14:59.190 --> 00:15:00.279
Explain this follow up.
00:15:00.280 --> 00:15:01.720
Pillar to me there's a lot written down here.
00:15:02.350 --> 00:15:02.639
Yeah.
00:15:02.659 --> 00:15:24.269
So this is just going through the, the current pipeline that you have ideally twice per week, probably beginning and end of the week, making sure that you have reached out to all your current ops and making sure that you're, you're getting done what needs to get done for that deal to close, uh, which is obviously good for you to, to close the deal.
00:15:24.270 --> 00:15:36.500
But also these look good for management that you have an accurate pipeline with correct close dates and correct, uh, sales stage and the correct amount that, that you're forecasting, that deal to be.
00:15:36.570 --> 00:15:36.860
Okay.
00:15:36.860 --> 00:15:37.299
So, okay.
00:15:37.301 --> 00:15:41.600
So this is similar to, um, yeah.
00:15:41.840 --> 00:15:53.029
Th this is that idea that you, you have in your software, some kind of, whether you keep an Excel doc or you use it, I'm guessing with a company, a tech company, they make you do it all in the, so software, whatever
00:15:53.460 --> 00:15:54.590
HubSpot or Salesforce.
00:15:54.620 --> 00:15:54.909
Yeah.
00:15:54.910 --> 00:15:55.110
You
00:15:55.110 --> 00:15:55.669
Got that, right?
00:15:56.149 --> 00:16:02.549
You, you have some kind of access to a report that says these are all the things I've identified in the pipeline twice a week.
00:16:02.551 --> 00:16:10.230
You're gonna go down that name by name and decide, do they need that next email, whatever, right.
00:16:10.500 --> 00:16:10.789
Yeah.
00:16:11.009 --> 00:16:13.539
Or, Hey, this company has gone dark.
00:16:13.541 --> 00:16:19.860
They haven't gone back to me in a month since we first chatted, I'm probably gonna close this opportunity and then got it.
00:16:20.179 --> 00:16:22.580
Months of ones that are, are more high priority.
00:16:23.019 --> 00:16:23.019
Okay.
00:16:23.029 --> 00:16:23.379
Right.
00:16:23.380 --> 00:16:28.700
And that's the kind of the update thing, the update and review your opportunity list twice a week.
00:16:31.080 --> 00:16:33.809
And hopefully there's a lot going on.
00:16:33.811 --> 00:16:35.129
It takes you a long time to do that,
00:16:35.610 --> 00:16:36.809
But yeah, ideally it would be great.
00:16:36.811 --> 00:16:37.090
Yeah.
00:16:37.210 --> 00:16:37.330
I
00:16:37.330 --> 00:16:38.690
Mean that, that's the money pillar.
00:16:39.889 --> 00:16:39.889
Exactly.
00:16:40.370 --> 00:16:42.690
Um, it's been the money pillar in my business forever.
00:16:43.509 --> 00:16:45.090
So my Excel follow pillar.
00:16:45.730 --> 00:16:45.850
All right.
00:16:47.129 --> 00:16:56.639
Learning pillar one hour per week on messaging inputs, webinars and reading output crafting the pitch 30, 30 studying customer stories.
00:16:56.640 --> 00:16:56.919
Okay.
00:16:56.921 --> 00:16:58.159
Are those two different pillars?
00:16:59.269 --> 00:17:17.829
Yeah, I think I need to, to update this one a little bit, but it's basically spending an hour just improving your messaging, going through, seeing what's working on LinkedIn, seeing what's working via email, fine tuning things, testing different to see how you can get a better response and ultimately drive more meetings
00:17:18.009 --> 00:17:19.750
And you have input and output on here.
00:17:20.529 --> 00:17:31.910
So input, meaning reading books, listening to podcasts, whatever on effective messaging output being, actually taking what you're learning and crafting the pitch, making the email, whatever.
00:17:33.029 --> 00:17:33.029
Um,
00:17:35.309 --> 00:17:47.069
And then the customer stories part was just being able to tell good stories of customers that you're working with or colleagues are working with when you're talking with prospects or customers about, you know, potential things that they could do.
00:17:48.599 --> 00:17:48.950
Right.
00:17:49.019 --> 00:17:53.079
So are you, is that why you thought about combining'em or are you kept those separately?
00:17:54.039 --> 00:18:01.240
Uh, I just, I could probably separate'em I just put'em together because like crafting the pitch with the customer stories involved there.
00:18:01.440 --> 00:18:03.440
I thought they were kind of combined, but well it's fine.
00:18:03.690 --> 00:18:04.359
Could be separate.
00:18:04.361 --> 00:18:04.640
Yeah.
00:18:04.900 --> 00:18:05.119
No,
00:18:05.119 --> 00:18:06.960
No, that, I mean, I think that's, I think that's fine.
00:18:07.119 --> 00:18:09.589
I think just maybe bump it to 90 minutes then.
00:18:10.349 --> 00:18:10.349
Okay.
00:18:10.500 --> 00:18:10.789
Yeah.
00:18:10.790 --> 00:18:11.549
That's probably a good idea.
00:18:11.819 --> 00:18:18.630
Like 90, so nine now, do you tend to lean toward input versus output or vice versa?
00:18:18.740 --> 00:18:25.309
Like you'd rather read about it or listen to a podcast on effective messaging or whatever versus actually doing your job.
00:18:26.910 --> 00:18:27.230
I, yeah.
00:18:27.470 --> 00:18:32.779
I mean with the messaging, I'd probably lean more towards the, the input than the output.
00:18:32.780 --> 00:18:32.980
Yeah.
00:18:32.980 --> 00:18:33.220
Right.
00:18:33.289 --> 00:18:33.579
Okay.
00:18:33.680 --> 00:18:40.220
So we should, like you said, we should probably put a number on this where, you know, how, how much do you need to do each week?
00:18:40.221 --> 00:18:41.819
Minimum of actually crafting?
00:18:43.299 --> 00:18:45.380
I mean, is this a 45 minimum?
00:18:46.339 --> 00:18:47.900
I mean, it'll probably go down every week.
00:18:47.930 --> 00:18:54.529
Like now it's gonna be higher because I don't have a ton of good stuff that I've been standing out and need to create some new stuff.
00:18:54.750 --> 00:18:58.049
But once, you know, February comes around, March comes around.
00:18:58.069 --> 00:19:01.809
I'm probably gonna have a more fine tuned message and I'll probably have to spend less time every week.
00:19:02.970 --> 00:19:02.970
Okay.
00:19:03.369 --> 00:19:03.769
Changing things.
00:19:04.099 --> 00:19:04.450
Right.
00:19:04.451 --> 00:19:06.569
You'll just be more trying new things.
00:19:08.519 --> 00:19:08.809
Yeah.
00:19:09.039 --> 00:19:09.569
Fine tuning.
00:19:09.640 --> 00:19:09.930
Okay.
00:19:10.460 --> 00:19:16.880
So I would say, um, make this 90 minutes and at least 45 has to be output.
00:19:17.680 --> 00:19:17.680
Okay.
00:19:17.769 --> 00:19:18.119
Right.
00:19:18.779 --> 00:19:30.440
So 45 slash 90 messaging, you know, of the 90 minutes, it'll it can all be output, but at least 45 of it has to be you actually.
00:19:35.910 --> 00:19:36.200
Yeah.
00:19:36.201 --> 00:19:36.640
I like that
00:19:37.769 --> 00:19:38.119
Again.
00:19:38.121 --> 00:19:39.440
It's gonna force you cause yeah.
00:19:39.480 --> 00:19:46.079
I can listen to podcasts all day, but if all I do ever do is listen and read about stuff and don't actually do it, not getting anywhere.
00:19:46.440 --> 00:19:51.880
Um, one hour sharpen in the ax sales and market.
00:19:53.710 --> 00:19:57.349
So that's reading books, that's going to the webinars that are going on.
00:19:57.420 --> 00:19:59.829
Just always, uh, always trying to get a little bit better.
00:20:00.869 --> 00:20:00.869
Okay.
00:20:00.871 --> 00:20:02.829
You know, you have about 40,000 pillars here, right?
00:20:02.839 --> 00:20:04.670
We're gonna be, trimming these down.
00:20:04.990 --> 00:20:04.990
Okay.
00:20:05.059 --> 00:20:05.589
It's a lot.
00:20:05.619 --> 00:20:05.910
Yeah.
00:20:06.450 --> 00:20:13.420
One hour sharper in the, a sales and marketing, then you have one hour per week learning the product.
00:20:13.900 --> 00:20:15.980
I can probably knock that down to 30 minutes.
00:20:16.119 --> 00:20:20.180
That's just staying up to date with what the, the product team is doing.
00:20:20.400 --> 00:20:25.779
Any announcements that we have so that you can better address customer questions on.
00:20:25.940 --> 00:20:32.819
Well, let, let's talk about that one, because you said like right now, you know, the product at some level, right.
00:20:33.049 --> 00:20:37.529
At a good level, then you said, but then sometimes they announce things or they, whatever.
00:20:37.789 --> 00:20:42.970
Do you tend to, when they make those announcements, do you tend to read those things or do you tend to ignore'em?
00:20:44.490 --> 00:20:52.200
Uh, it depends like we have, we use slack and we have probably 25, 30 different channels.
00:20:52.839 --> 00:21:00.079
Mm-hmm so you, you try to stay updated with it, but I don't usually go into that product channel and read super thorough.
00:21:00.599 --> 00:21:03.119
I try to, but that's kind of where this one would come in.
00:21:03.400 --> 00:21:07.910
It's given me time to actually go through there and say, this is exact what they did with this feature.
00:21:08.170 --> 00:21:10.109
And, and just small things like that
00:21:10.730 --> 00:21:12.869
One hour per week, learning about the space.
00:21:14.329 --> 00:21:19.710
So that's just learning about, uh, strategies that companies are employing in the space.
00:21:20.829 --> 00:21:33.680
Uh, maybe competitor research, seeing what competitors are doing, just trying to stay up to date, maybe going through the company, website, reading any new blog posts that we have out, things like that.
00:21:34.940 --> 00:21:41.069
Just so you can be more of a, uh, considered, I guess, an expert in the space and have more knowledge about it.
00:21:42.450 --> 00:21:46.509
And then two hours of gone calls per week.
00:21:47.099 --> 00:21:47.390
Yeah.
00:21:47.391 --> 00:21:50.940
So we use gong and it records all of our sales calls, which is great.
00:21:51.000 --> 00:22:00.819
So you can go back in and, and listen to any calls that you've had and find questions that you've asked or, Hey, I forgot what this prospect said here, which is super helpful.
00:22:01.960 --> 00:22:08.259
But for this pillar, I was thinking of actually listening to colleagues, calls to say, what are they doing differently?
00:22:08.329 --> 00:22:11.490
What I like, what I don't like, what could I include in my calls?
00:22:12.000 --> 00:22:13.329
What can I include in my pitch?
00:22:13.509 --> 00:22:14.289
Things like that.
00:22:16.009 --> 00:22:16.009
Okay.
00:22:20.299 --> 00:22:20.700
Got calls.
00:22:23.599 --> 00:22:24.210
Listening.
00:22:24.720 --> 00:22:25.009
Okay.
00:22:25.529 --> 00:22:25.650
All right.
00:22:25.930 --> 00:22:30.890
I mean, look, software sales, pretty straightforward industry.
00:22:32.450 --> 00:22:39.009
Um, I, you know, pillars look good to me as a group.
00:22:40.049 --> 00:22:46.210
I guess my first question is you have 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12 pillars.
00:22:46.211 --> 00:22:46.410
Right.
00:22:47.099 --> 00:22:48.650
Which is definitely on the higher end.
00:22:48.710 --> 00:22:52.450
I'm not saying it's not possible, but it's definitely on the higher end.
00:22:53.900 --> 00:23:00.799
So, you know, when I look at these, I go, okay, 2, 3, 4, 4, and a half six.
00:23:02.160 --> 00:23:10.490
Um, you know, just, just your learning pillars and stuff are like six hours a week.
00:23:10.500 --> 00:23:10.849
Right.
00:23:11.349 --> 00:23:18.170
And your messaging and all that stuff, that six hours right off the top, the three friends and family reach out.
00:23:18.171 --> 00:23:19.089
That's a personal pillar.
00:23:19.369 --> 00:23:23.220
So that doesn't really, you know, and it takes two sec, you know, it doesn't take long.
00:23:23.221 --> 00:23:23.619
Anyway.
00:23:25.220 --> 00:23:37.369
Um, the coffee chats, 25 through video emails, one hour of IDN, prospects, 50 personalized, they all see legit, right?
00:23:37.371 --> 00:23:38.170
They're all things.
00:23:38.430 --> 00:23:39.690
And this is the game now, right?
00:23:39.900 --> 00:23:42.490
These are all things that will help your business.
00:23:43.210 --> 00:24:01.329
Mm-hmm um, but obviously you need time to do, you know, to respond to whatever, if you had to eliminate one of these pillars and I'm just asking of these 12 pillars, which one would you eliminate or reduce?
00:24:03.920 --> 00:24:14.470
Probably the coffee chats is the one I would, something I haven't been doing and wanted to start doing, but is it gonna make a huge difference to the bottom line?
00:24:14.750 --> 00:24:15.150
Probably not.
00:24:16.900 --> 00:24:19.869
Well, my, my, my fear, my fear with the coffee chats.
00:24:20.380 --> 00:24:20.670
Okay.
00:24:21.609 --> 00:24:25.789
Is that it doesn't seem like a lot saying three times a week, 15 minutes.
00:24:26.390 --> 00:24:26.390
Mm.
00:24:26.880 --> 00:24:28.460
But again, sometimes it's hard.
00:24:28.480 --> 00:24:35.220
If it's a good conversation, sometimes it's hard to cut someone off after 15 minutes cuz it is kind of, even though it's a work call, it's kind of a personal call.
00:24:35.900 --> 00:24:35.900
Yeah.
00:24:36.220 --> 00:24:38.819
Cause you're kind of getting to know someone you're, you're kind of whatever.
00:24:39.900 --> 00:24:46.660
Um, and then again, to schedule three, you probably have to go back and forth with more than three people.
00:24:48.529 --> 00:24:48.529
Right.
00:24:48.589 --> 00:24:50.730
So there's probably some, some going back and forth.
00:24:52.450 --> 00:24:56.170
Um, so that's a possible one we can reduce or change.
00:24:56.180 --> 00:24:57.529
Let's just put that to the side.
00:24:57.930 --> 00:24:58.329
Um, okay.
00:24:59.950 --> 00:25:01.609
The two hours of gone calls.
00:25:02.420 --> 00:25:02.769
Right.
00:25:03.869 --> 00:25:17.319
So, so to me again, this is the only people I'd wanna be listening to are people that you determine ahead of time are really good.
00:25:17.750 --> 00:25:18.039
Yeah.
00:25:18.329 --> 00:25:18.680
Right.
00:25:18.681 --> 00:25:24.279
Like I wouldn't wanna be randomly listening to these rec I, I have a hard time calling'em gun calls these record.
00:25:24.450 --> 00:25:24.799
Right.
00:25:25.240 --> 00:25:39.359
I have a, but to just randomly listen to two hours of recorded calls, you know, again, maybe you already know who some of the good guys are and good ladies are and all that kind of stuff.
00:25:41.200 --> 00:25:41.480
I think.
00:25:41.619 --> 00:25:42.640
No, I think that's a good point.
00:25:42.641 --> 00:25:58.869
I think we could probably reduce it to an hour, which would be about two calls per week that I listen to because most calls are about 30 minutes and yes, I, I have, you know, in my mind too, I think the, the top reps are so it'd be listening specifically
00:25:58.970 --> 00:25:59.549
To, to that.
00:25:59.609 --> 00:26:13.259
But the other, the other thing with those calls is I have a feeling 10 weeks from now, 12 weeks from now, certainly three months from now, if there's a few top reps, you're gonna kind have heard most of it.
00:26:14.059 --> 00:26:14.299
Mm-hmm right.
00:26:14.720 --> 00:26:17.579
Not all of it, but most of it, here's what I'm thinking.
00:26:17.720 --> 00:26:19.299
And again, you don't have to go for this.
00:26:19.319 --> 00:26:25.980
You can have as many pillars as you want, as long as you think you'll hit'em um, I almost feel like that can be part of sharpening the ax.
00:26:26.490 --> 00:26:26.779
Okay.
00:26:26.970 --> 00:26:27.259
Yeah.
00:26:27.990 --> 00:26:28.339
Right.
00:26:29.259 --> 00:26:34.970
I, I, I almost feel like you can make it to decision just for the sake of time you can make a decision each week.
00:26:34.971 --> 00:26:35.210
Right.
00:26:36.769 --> 00:26:39.750
Should I, what's the best thing I can do right now to sharpen the act.
00:26:39.750 --> 00:26:43.279
Should I be listening to these recorded calls?
00:26:43.500 --> 00:26:46.359
Should I be reading a certain book?
00:26:46.361 --> 00:26:49.279
Should I be, you know, you can kind of make a decision.
00:26:50.359 --> 00:26:52.359
I would put that under sharpen in the ax.
00:26:53.000 --> 00:26:53.279
I like
00:26:53.279 --> 00:26:53.440
That.
00:26:53.680 --> 00:26:53.960
Um, yeah.
00:26:54.170 --> 00:26:55.640
Would you increase the time?
00:26:55.890 --> 00:26:58.079
Would you put it to like two hours sharpen the acts a week?
00:26:58.099 --> 00:26:59.039
Or would you just leave it at?
00:27:00.240 --> 00:27:02.440
No, I would put, look, remember these are minimums, right?
00:27:02.700 --> 00:27:02.990
Yeah.
00:27:03.329 --> 00:27:17.789
So if you have a week where you don't have a lot going on or there's a space and it's like, yeah, I wanna, you know, listen to the, some gone calls and you know, the idea of this is to be consistent that in and week out you're getting better.
00:27:17.960 --> 00:27:18.309
Right.
00:27:19.630 --> 00:27:28.789
Um, the it's the same thing with the space, the space learning and the product learning.
00:27:28.910 --> 00:27:31.349
I, I think those well learning, you already have 30 minutes.
00:27:31.549 --> 00:27:41.539
I almost feel like, and, and again, I could be wrong, but the space learning, right?
00:27:42.690 --> 00:27:42.980
Yeah.
00:27:43.140 --> 00:27:44.539
I let's say it this way.
00:27:45.420 --> 00:27:50.089
I would get, get rid of for, by the way, just cuz something's not a pillar doesn't mean you can't do it.
00:27:50.359 --> 00:27:50.930
Yeah, exactly.
00:27:52.549 --> 00:27:54.930
But I would get rid of coffee chats.
00:27:55.529 --> 00:27:55.529
Okay.
00:27:55.650 --> 00:27:59.329
I would roll gun calls into sharpen in the acts.
00:28:00.170 --> 00:28:00.170
Okay.
00:28:00.460 --> 00:28:00.809
Right.
00:28:00.810 --> 00:28:04.210
Because I, I just wanna make sure you have enough time to look.
00:28:04.329 --> 00:28:06.250
I Dean prospects takes a long time.
00:28:06.750 --> 00:28:07.039
Yeah.
00:28:07.720 --> 00:28:08.279
I know it does.
00:28:09.480 --> 00:28:11.759
Creating three video emails takes time.
00:28:12.569 --> 00:28:12.920
Right?
00:28:14.019 --> 00:28:19.160
The prospecting, the other thing I'd consider doing with the prospecting is, well, you don't have to really worry about it.
00:28:19.319 --> 00:28:22.839
Cause obviously, almost like eliminate some of the calls, but they kind of naturally eliminate anyway.
00:28:24.160 --> 00:28:26.839
Um, so, so you can leave'em on there knowing you're not.
00:28:28.660 --> 00:28:28.950
Yeah.
00:28:28.951 --> 00:28:30.430
I feel like most of those calls won't even happen.
00:28:30.789 --> 00:28:33.470
Cuz you go on their LinkedIn site, you don't see the number.
00:28:34.089 --> 00:28:36.269
We don't have a ton of tools that show the number.
00:28:36.270 --> 00:28:37.150
Hopefully those will come.
00:28:37.210 --> 00:28:40.670
But even then it's, it's tough to get people's direct dials nowadays,
00:28:41.660 --> 00:28:42.930
Tough to get their direct dials.
00:28:42.931 --> 00:28:44.529
But is it tough to get'em to pick up or?
00:28:45.150 --> 00:28:45.490
Oh, both.
00:28:45.890 --> 00:28:50.759
I mean, even if you have someone's cell phones, the, the chance of them picking up and then taking the, I dunno
00:28:50.759 --> 00:28:53.680
If you call an office line, if they tend to pick up cuz it's an office line,
00:28:54.759 --> 00:28:59.400
I haven't had much success with it, but yeah, it's, it's something that you can also try.
00:29:01.240 --> 00:29:06.000
Um, tell me about the space learning again,
00:29:07.509 --> 00:29:13.940
The, as just staying up to date with what competitors are doing, what's on our blog.
00:29:14.450 --> 00:29:20.150
What, uh, what, what the general space is looking like.
00:29:20.430 --> 00:29:20.430
And
00:29:20.950 --> 00:29:22.390
I think I would combine that with product.
00:29:23.349 --> 00:29:23.349
Okay.
00:29:24.589 --> 00:29:27.549
I think you need to make an executive decision each week.
00:29:28.769 --> 00:29:31.309
Hey look, cuz this is gonna affect your messaging too, obviously.
00:29:31.310 --> 00:29:31.509
Right.
00:29:31.569 --> 00:29:32.140
But yep.
00:29:33.180 --> 00:29:44.720
I think you should make an executive decision each week and say, look, I got at least an hour, where's the best place to spend it in the product or space kinda
00:29:45.079 --> 00:29:45.079
Combine.
00:29:45.269 --> 00:29:45.559
Yeah.
00:29:45.579 --> 00:29:46.039
If needed.
00:29:46.069 --> 00:29:46.359
Yeah.
00:29:46.361 --> 00:29:46.440
I
00:29:46.440 --> 00:29:46.759
Like that.
00:29:47.039 --> 00:29:51.480
Like that one hour a week, especially if that's a minimum, if all you do is the minimum.
00:29:52.049 --> 00:29:54.480
Think you're gonna realize that adds up quickly.
00:29:54.920 --> 00:29:56.400
An hour's a long time.
00:29:57.119 --> 00:30:09.509
If, if I said reading a book, no listening to a podcast but 10 weeks from now to have 10 hours of learning the competition, learning the space, learning the product.
00:30:10.710 --> 00:30:12.549
I think you're gonna find that that's a lot.
00:30:13.390 --> 00:30:13.390
Okay.
00:30:13.569 --> 00:30:16.109
And again, if there's something specific you need go get it.
00:30:16.111 --> 00:30:16.309
Right.
00:30:16.310 --> 00:30:17.950
Mm-hmm like, these are just minimums.
00:30:18.910 --> 00:30:24.059
Um, but yeah, I, I would combine product and space learning.
00:30:24.980 --> 00:30:24.980
Okay.
00:30:25.440 --> 00:30:28.700
And you decide, and you can have reference documents for these.
00:30:28.940 --> 00:30:31.819
Remember those like different ideas, different sources, all that stuff.
00:30:32.359 --> 00:30:37.259
But yeah, you can decide, um, what the best yeah.
00:30:37.260 --> 00:30:38.779
What the best use of that hour is.
00:30:38.990 --> 00:30:39.339
Right.
00:30:39.579 --> 00:30:49.650
Cause I think in the real world, I mean, you, you've tried to hit pillars before, you know, in the real world that, you know, it looks like you have a blank canvas, but time as a way.
00:30:49.720 --> 00:30:50.009
Okay.
00:30:50.319 --> 00:30:50.609
Yeah,
00:30:51.049 --> 00:30:51.329
No, I like that.
00:30:51.410 --> 00:30:57.210
I think shortening these down, getting to like seven or eight instead of the 12 or 13 or whatever it was would would be helpful.
00:30:57.839 --> 00:30:58.130
Yeah.
00:30:58.131 --> 00:31:00.690
And again, it's not the total number I care about.
00:31:00.720 --> 00:31:01.529
It's the time.
00:31:02.039 --> 00:31:02.319
Yeah.
00:31:02.640 --> 00:31:02.640
Right.
00:31:02.910 --> 00:31:05.400
Like I look at the three friends and family reach out.
00:31:05.470 --> 00:31:05.759
Okay.
00:31:06.309 --> 00:31:09.680
That doesn't, you know, that's not gonna take you much time.
00:31:09.681 --> 00:31:11.240
You probably won't even be working when you do that.
00:31:11.240 --> 00:31:14.000
You'll probably be texting with someone or, or whatever.
00:31:14.000 --> 00:31:14.279
Right.
00:31:14.779 --> 00:31:18.400
So something like that doesn't necessarily take a ton of time.
00:31:19.720 --> 00:31:22.950
Um, so again, to me it's not the number, it's the, it's the time.
00:31:24.930 --> 00:31:27.069
So, so here, here's what I have left.
00:31:27.190 --> 00:31:31.990
I have 1, 2, 3, 4, 5, 6, 7, 8.
00:31:32.069 --> 00:31:35.710
I have nine left, nine pillars, which again is on the high end, but it's fine.
00:31:35.970 --> 00:31:36.950
Mm-hmm right.
00:31:36.951 --> 00:31:37.309
It's fine.
00:31:37.420 --> 00:31:42.230
It's it's, you know, like every business is the business change.
00:31:42.299 --> 00:31:42.990
This will change.
00:31:43.859 --> 00:31:47.779
Um, we have, so here's what I have.
00:31:47.780 --> 00:31:48.140
You ready?
00:31:48.359 --> 00:31:50.220
One hour of identifying prospects.
00:31:50.980 --> 00:31:50.980
Okay.
00:31:52.450 --> 00:31:56.220
15 personalized LinkedIn connects.
00:31:56.519 --> 00:31:58.460
Mm-hmm let me ask you something.
00:31:59.329 --> 00:32:13.430
When you're identifying prospects, when you're doing that, are you kind of, is that when you're connecting on LinkedIn, you're like, oh, I just found someone, are they, they kinda separate.
00:32:14.109 --> 00:32:14.109
Cause,
00:32:14.589 --> 00:32:27.980
Cause to find the, the companies you're usually using LinkedIn and putting in different search criteria and then once you find them, you could either set that company aside to go through later or and say, Hey, let me check the career site.
00:32:28.000 --> 00:32:29.779
Now let me check who's in the people department.
00:32:29.799 --> 00:32:31.099
Let me see who the CEO is.
00:32:31.819 --> 00:32:31.819
Right.
00:32:31.820 --> 00:32:35.460
Just at that same time and then send out the, the connection request while you're
00:32:35.460 --> 00:32:35.940
Going through it.
00:32:36.089 --> 00:32:37.180
Well, let me ask you something.
00:32:37.400 --> 00:32:40.680
So, and just, just humor me for a second.
00:32:42.230 --> 00:33:04.220
If I said you need to, if you need to send out 15 personalized, LinkedIn connects a week, wouldn't you kind of be forced to do the research probably if, if, if, well, I mean maybe we need to put criteria around what counts as those 15, like 15 per personalized LinkedIn prospect
00:33:04.460 --> 00:33:05.019
Connects.
00:33:05.410 --> 00:33:06.019
Yeah, exactly.
00:33:06.200 --> 00:33:08.299
If as long as it's like a net new company,
00:33:10.150 --> 00:33:10.500
Right.
00:33:10.500 --> 00:33:10.900
Well, yeah.
00:33:10.901 --> 00:33:14.819
And you can define it how you want, right?
00:33:15.460 --> 00:33:15.619
Like yeah.
00:33:15.621 --> 00:33:21.339
If you're already dealing with a company and all of a sudden it says, you may know the guy who works in the cubicle next to yeah.
00:33:21.359 --> 00:33:22.259
Go ahead and hit it.
00:33:22.279 --> 00:33:24.009
But that's not what we're talking about here.
00:33:24.010 --> 00:33:24.210
Right.
00:33:25.579 --> 00:33:29.539
I almost think, and again, you can, it's your brain, how your brain works.
00:33:29.789 --> 00:33:30.140
Right.
00:33:31.240 --> 00:33:39.150
But I almost think they're kind of one in the same, the one hour of IDM prospects and the 15.
00:33:40.589 --> 00:33:45.880
Um, and I have a feeling, it, it, it takes you more than an hour.
00:33:46.039 --> 00:33:48.809
Probably I could be wrong.
00:33:49.319 --> 00:33:49.609
Yeah.
00:33:50.049 --> 00:33:55.490
You, I almost want to just get rid of the personalized LinkedIn connection one because it's gonna come.
00:33:56.319 --> 00:33:59.210
Well, I see, I was go, I, my brain was going the opposite way.
00:33:59.509 --> 00:33:59.930
Really.
00:34:00.430 --> 00:34:04.329
My brain was going, cuz I don't wanna punish you for efficiency.
00:34:04.330 --> 00:34:04.569
Right.
00:34:04.750 --> 00:34:08.000
Or finding a, sometimes you, you hit a vein, right?
00:34:08.001 --> 00:34:13.159
You're like, oh there's these companies that do this and this is the, you know, you kind of hit a vein if you know what I mean.
00:34:14.099 --> 00:34:17.119
And to me, the idea is the results.
00:34:18.059 --> 00:34:26.440
If every week you sent 15 of those mm-hmm or 10 or whatever the number was in this case, you say 15, you're kind of gonna be in a pretty good position.
00:34:26.440 --> 00:34:26.760
Right.
00:34:27.079 --> 00:34:30.909
Cause that means you're identifying them and you're reaching out to them.
00:34:31.300 --> 00:34:31.590
Yeah.
00:34:31.949 --> 00:34:31.949
Right.
00:34:32.090 --> 00:34:41.989
Or you could get rid of both of them and just have it be like identify X amount of companies who fit the ICP.
00:34:42.210 --> 00:34:47.510
And then once, I mean, once I've identified those, I'm obviously gonna go through these steps that week.
00:34:47.710 --> 00:34:47.829
I,
00:34:49.460 --> 00:34:51.429
Well, I mean you, however you wanna do it.
00:34:51.590 --> 00:34:54.429
Cause it seems like the last step is sending the LinkedIn request.
00:34:54.820 --> 00:34:55.110
Yeah.
00:34:55.280 --> 00:34:55.630
Right.
00:34:56.650 --> 00:35:00.389
And so it's kind like, to me, that's kind of when I would cross it off.
00:35:00.900 --> 00:35:01.190
Okay.
00:35:01.219 --> 00:35:01.829
That makes sense.
00:35:02.309 --> 00:35:02.309
Yeah.
00:35:02.750 --> 00:35:05.190
But, but again, if your brain works the other way, let's go with your brain.
00:35:05.349 --> 00:35:07.190
Cuz you're the one that has to do this, but I'm thinking, okay.
00:35:09.840 --> 00:35:15.969
15 also seems like a lot, but I could be wrong, um, with all your inbound stuff.
00:35:16.510 --> 00:35:25.739
But basically if you send 15 personalized LinkedIn prospect connects a week, you know, you're gonna be in a good position.
00:35:26.059 --> 00:35:30.019
Cause to get to that point where you can send it, you've gotta find the companies you've gotta learn.
00:35:30.320 --> 00:35:32.329
You know, you have to set aside time.
00:35:33.170 --> 00:35:39.440
I just don't wanna penalize you for, you know, finding a vein, finding better ways of doing it, finding leverage.
00:35:40.130 --> 00:35:40.480
Right.
00:35:40.559 --> 00:35:46.639
I don't know if you have like an internal or anything like that or whatever, but you never know you find a database.
00:35:46.780 --> 00:35:48.599
You like why penalize yourself for that?
00:35:49.030 --> 00:35:49.320
Yeah.
00:35:49.599 --> 00:35:50.039
No, I like that.
00:35:50.041 --> 00:35:50.639
I see what you're saying.
00:35:50.750 --> 00:35:51.039
Yeah.
00:35:51.159 --> 00:35:54.440
I think I can just keep the, the LinkedIn one and then the 15.
00:35:54.440 --> 00:35:54.719
Yeah.
00:35:55.179 --> 00:35:59.469
The, the identifying the prospects every week will just come with it.
00:36:00.730 --> 00:36:00.949
Yes.
00:36:00.951 --> 00:36:01.389
Well, yeah.
00:36:01.489 --> 00:36:03.309
That's basically what you're doing.
00:36:03.789 --> 00:36:05.030
Um, okay.
00:36:05.090 --> 00:36:07.789
So includes the gun.
00:36:08.269 --> 00:36:08.389
All right.
00:36:08.391 --> 00:36:19.019
So here's what I got 15 personalized LinkedIn prospect connects everything's per week, obviously 15 personalized, LinkedIn and prospect connects or invites.
00:36:19.179 --> 00:36:19.940
However you thinking about it.
00:36:20.380 --> 00:36:20.380
Yep.
00:36:20.489 --> 00:36:21.860
Send three video emails.
00:36:23.320 --> 00:36:26.739
You're prospecting 25, 25, 25 system.
00:36:27.000 --> 00:36:29.699
Mm-hmm reach out to three friends and family.
00:36:30.579 --> 00:36:30.579
Yep.
00:36:31.079 --> 00:36:36.650
Update and review your opportunity sheet twice a week, spend 90 minutes of messaging.
00:36:36.710 --> 00:36:48.039
At least five has to be on output mm-hmm one hour sharpening the ax of sales and marketing that can include gone include anything.
00:36:48.050 --> 00:36:48.400
Right.
00:36:48.579 --> 00:36:52.119
Mm-hmm and one hour on product and space learning.
00:36:54.929 --> 00:36:55.329
I like it.
00:36:56.280 --> 00:36:56.570
Yeah.
00:36:56.809 --> 00:37:03.159
Cause I'm a big fan of learning pillars and effect, but sometimes good enough is good enough.
00:37:03.179 --> 00:37:13.679
And you know, I don't want you to be doing so much learning that you're not actually out there learning, which is not something I usually have to tell people it's usually the opposite.
00:37:13.760 --> 00:37:16.239
I gotta tell'em to do, do more learning and effectiveness.
00:37:17.139 --> 00:37:19.840
So, um, yeah, I feel pretty good with these, uh,
00:37:25.909 --> 00:37:26.230
1, 2, 3, 4, 5, 6, 7, 8, 8 or nine.
00:37:26.231 --> 00:37:26.469
Yeah.
00:37:27.590 --> 00:37:27.590
Around
00:37:27.869 --> 00:37:27.869
Nine.
00:37:27.889 --> 00:37:31.590
No, I think they're and I can, I, I can type'em out as I have'em and send'em to you.
00:37:31.769 --> 00:37:32.269
You're too
00:37:32.269 --> 00:37:32.429
Good.
00:37:32.431 --> 00:37:32.670
Yeah.
00:37:32.670 --> 00:37:33.269
Thank you so
00:37:33.269 --> 00:37:33.349
Much.
00:37:33.351 --> 00:37:33.789
That'd be great.
00:37:33.980 --> 00:37:34.269
Yeah.
00:37:34.469 --> 00:37:40.190
To, well, I have to write'em out for the notes for the show anyway, but um, yeah, I think, I think we're good.
00:37:41.139 --> 00:37:41.139
Cool.
00:37:41.239 --> 00:37:42.139
No, that was super helpful.
00:37:42.420 --> 00:37:56.059
I think, uh, I think I got a solid base here now, and that was really great at the end, you know, combining 12 or 13 down to, to eight and just keeping it more simplified cuz otherwise it's, it turns out to be a lot.
00:37:56.061 --> 00:38:01.969
Those first two first few weeks are pretty easy to get'em done and then it's all about consistency.
00:38:02.070 --> 00:38:02.289
So
00:38:02.789 --> 00:38:07.210
Thanks for listening to another episode of simplify your strategy, magnify your results.
00:38:07.590 --> 00:38:12.449
If you know someone you think could benefit from this episode, be their hero and share it with'em.
00:38:12.510 --> 00:38:22.079
If you'd like a free copy of my book or you wanna be considered as a guest on a future episode, head on over to productivity, giant.com have a great day and thanks again.
