going live okay well welcome everybody we are doing another one-on-one hangout
we are doing another one-on-one hangout
we are doing another one-on-one hangout and this time I have sales expert Dave
and this time I have sales expert Dave
and this time I have sales expert Dave Carlin with me on the line and Dave has
Carlin with me on the line and Dave has
Carlin with me on the line and Dave has been an author on my website for a
been an author on my website for a
been an author on my website for a number of years and he wrote a great
number of years and he wrote a great
number of years and he wrote a great book on sales and and he’s a big
book on sales and and he’s a big
book on sales and and he’s a big baseball nut I am too and so he’s here
baseball nut I am too and so he’s here
baseball nut I am too and so he’s here to join us Dave welcome to the welcome
to join us Dave welcome to the welcome
to join us Dave welcome to the welcome to the show
to the show
to the show thanks for joining in well thanks for
thanks for joining in well thanks for
thanks for joining in well thanks for having the oven it’s great to be here do
having the oven it’s great to be here do
having the oven it’s great to be here do you want to tell anybody watches a
you want to tell anybody watches a
you want to tell anybody watches a little bit more about what you’re all
little bit more about what you’re all
little bit more about what you’re all about what you do who you help sure I’m
about what you do who you help sure I’m
about what you do who you help sure I’m a baseball fan so it’s only logical that
a baseball fan so it’s only logical that
a baseball fan so it’s only logical that in 2005 my second book was called
in 2005 my second book was called
in 2005 my second book was called baseline selling which is both sales
baseline selling which is both sales
baseline selling which is both sales process and sales methodology which is
process and sales methodology which is
process and sales methodology which is the centerpiece of some of the work I do
the centerpiece of some of the work I do
the centerpiece of some of the work I do we work with companies and help them
we work with companies and help them
we work with companies and help them grow sales by doing any number of things
grow sales by doing any number of things
grow sales by doing any number of things from evaluating a sales organization to
from evaluating a sales organization to
from evaluating a sales organization to building sales processes and
building sales processes and
building sales processes and infrastructure and architecture to doing
infrastructure and architecture to doing
infrastructure and architecture to doing development training and coaching of
development training and coaching of
development training and coaching of sales leadership to training and
sales leadership to training and
sales leadership to training and coaching of salespeople and along with
coaching of salespeople and along with
coaching of salespeople and along with that we help with recruiting and we hope
that we help with recruiting and we hope
that we help with recruiting and we hope help with career paths and we help with
help with career paths and we help with
help with career paths and we help with skills and if it has anything to do with
skills and if it has anything to do with
skills and if it has anything to do with the sales organization we do that at
the sales organization we do that at
the sales organization we do that at curling associates and then my other
curling associates and then my other
curling associates and then my other company objective management group is a
company objective management group is a
company objective management group is a sales assessment company so we have the
sales assessment company so we have the
sales assessment company so we have the leading Salesforce evaluation and sales
leading Salesforce evaluation and sales
leading Salesforce evaluation and sales candidate assessment tools on the planet
candidate assessment tools on the planet
candidate assessment tools on the planet very cool so what’s the biggest problem
very cool so what’s the biggest problem
very cool so what’s the biggest problem people face with sales they don’t sell
people face with sales they don’t sell
people face with sales they don’t sell enough so how do you have well usually
enough so how do you have well usually
enough so how do you have well usually the problems are in any one of a number
the problems are in any one of a number
the problems are in any one of a number of areas either at the top of the funnel
of areas either at the top of the funnel
of areas either at the top of the funnel they’re not finding and getting enough
they’re not finding and getting enough
they’re not finding and getting enough new opportunities in the middle of the
new opportunities in the middle of the
new opportunities in the middle of the funnel they’re not getting traction and
funnel they’re not getting traction and
funnel they’re not getting traction and engagement velocity or at the end of the
engagement velocity or at the end of the
engagement velocity or at the end of the funnel they’re not closing business or
funnel they’re not closing business or
funnel they’re not closing business or closing it in a an appropriate amount of
closing it in a an appropriate amount of
closing it in a an appropriate amount of time and those problems are usually
time and those problems are usually
time and those problems are usually caused by
non-supportive sails DNA they’ve got
non-supportive sails DNA they’ve got weaknesses that are getting in their way
weaknesses that are getting in their way
weaknesses that are getting in their way or its skills strategies and tactics
or its skills strategies and tactics
or its skills strategies and tactics that they haven’t learned and mastered
that they haven’t learned and mastered
that they haven’t learned and mastered and can’t call on at the ideal moment
and can’t call on at the ideal moment
and can’t call on at the ideal moment and then a little bigger picture than
and then a little bigger picture than
and then a little bigger picture than that in many cases the company doesn’t
that in many cases the company doesn’t
that in many cases the company doesn’t have a repeatable sales process that
have a repeatable sales process that
have a repeatable sales process that yields consist in effective results so
yields consist in effective results so
yields consist in effective results so the first thing we do is try to find out
the first thing we do is try to find out
the first thing we do is try to find out why they’re struggling and then from
why they’re struggling and then from
why they’re struggling and then from there we can give them the help they
there we can give them the help they
there we can give them the help they need so if I’m an entrepreneur and I
need so if I’m an entrepreneur and I
need so if I’m an entrepreneur and I have a new product I’m trying to get it
have a new product I’m trying to get it
have a new product I’m trying to get it out there and I’m struggling to get the
out there and I’m struggling to get the
out there and I’m struggling to get the sales that I want I think I have a great
sales that I want I think I have a great
sales that I want I think I have a great product great service but I’m really
product great service but I’m really
product great service but I’m really starting to get it out there and get the
starting to get it out there and get the
starting to get it out there and get the sales what am i what are my options
sales what am i what are my options
sales what am i what are my options what’s the best thing to do should I
what’s the best thing to do should I
what’s the best thing to do should I invest in myself and become a better
invest in myself and become a better
invest in myself and become a better salesperson should I hire sales person
salesperson should I hire sales person
salesperson should I hire sales person to come aboard what do you recommend
to come aboard what do you recommend
to come aboard what do you recommend well it’s a great question because the
well it’s a great question because the
well it’s a great question because the entrepreneur needs to make it work
entrepreneur needs to make it work
entrepreneur needs to make it work there’s really no option to not grow
there’s really no option to not grow
there’s really no option to not grow sales but not every entrepreneur has the
sales but not every entrepreneur has the
sales but not every entrepreneur has the DNA or the makeup to be effective
DNA or the makeup to be effective
DNA or the makeup to be effective selling especially if they’re selling
selling especially if they’re selling
selling especially if they’re selling themselves which is a little harder for
themselves which is a little harder for
themselves which is a little harder for a lot of people than selling a product
a lot of people than selling a product
a lot of people than selling a product or selling a service so the logical
or selling a service so the logical
or selling a service so the logical first step is to evaluate so that we can
first step is to evaluate so that we can
first step is to evaluate so that we can take a look at whether the entrepreneur
take a look at whether the entrepreneur
take a look at whether the entrepreneur has the right sales DNA or has some
has the right sales DNA or has some
has the right sales DNA or has some skill gaps that we can fix and then
skill gaps that we can fix and then
skill gaps that we can fix and then determine that it might make more sense
determine that it might make more sense
determine that it might make more sense for them to hire a salesperson or if
for them to hire a salesperson or if
for them to hire a salesperson or if they’ve got the right potential help
they’ve got the right potential help
they’ve got the right potential help them become more effective so let’s talk
them become more effective so let’s talk
them become more effective so let’s talk about that potential that DNA what are
about that potential that DNA what are
about that potential that DNA what are one of the some of the things that
one of the some of the things that
one of the some of the things that you’ll look at to figure out you know so
you’ll look at to figure out you know so
you’ll look at to figure out you know so entrepreneurs watching this so trying to
entrepreneurs watching this so trying to
entrepreneurs watching this so trying to figure out okay Dave said I need to have
figure out okay Dave said I need to have
figure out okay Dave said I need to have the salesman DNA how do I figure out if
the salesman DNA how do I figure out if
the salesman DNA how do I figure out if I’ve got that or not what are some of
I’ve got that or not what are some of
I’ve got that or not what are some of the questions that you ask
the questions that you ask
the questions that you ask look there are there are six things that
look there are there are six things that
look there are there are six things that that we look for that help us understand
that we look for that help us understand
that we look for that help us understand the sales DNA and in an entrepreneur one
the sales DNA and in an entrepreneur one
the sales DNA and in an entrepreneur one of them is how much they need to be
of them is how much they need to be
of them is how much they need to be liked the psychological term would be
liked the psychological term would be
liked the psychological term would be need for approval but how much do you
need for approval but how much do you
need for approval but how much do you need to be liked and if
need to be liked and if
need to be liked and if you need to be like their love too much
you need to be like their love too much
you need to be like their love too much that gets in the way because you won’t
that gets in the way because you won’t
that gets in the way because you won’t be able to ask the tough question you
be able to ask the tough question you
be able to ask the tough question you won’t be able to confront somebody and
won’t be able to confront somebody and
won’t be able to confront somebody and push back and challenge their thinking
push back and challenge their thinking
push back and challenge their thinking and you’ll accept put offs all day long
and you’ll accept put offs all day long
and you’ll accept put offs all day long because you’ll be afraid to save a thing
because you’ll be afraid to save a thing
because you’ll be afraid to save a thing that could get them upset so that’s one
that could get them upset so that’s one
that could get them upset so that’s one of the areas we look at another area we
of the areas we look at another area we
of the areas we look at another area we look at is how they buy things
look at is how they buy things
look at is how they buy things themselves
themselves
themselves we call it buy cycle so an entrepreneur
we call it buy cycle so an entrepreneur
we call it buy cycle so an entrepreneur that needs to think everything over will
that needs to think everything over will
that needs to think everything over will generally accept that kind of behavior
generally accept that kind of behavior
generally accept that kind of behavior from a prospect I’ll let them think it
from a prospect I’ll let them think it
from a prospect I’ll let them think it over indefinitely an entrepreneur that
over indefinitely an entrepreneur that
over indefinitely an entrepreneur that looks for the lowest price will
looks for the lowest price will
looks for the lowest price will understand it when their prospect needs
understand it when their prospect needs
understand it when their prospect needs a lower price an entrepreneur that
a lower price an entrepreneur that
a lower price an entrepreneur that comparison shops will understand it when
comparison shops will understand it when
comparison shops will understand it when the prospect wants to compare them to a
the prospect wants to compare them to a
the prospect wants to compare them to a couple of other companies an
couple of other companies an
couple of other companies an entrepreneur that thinks a relatively
entrepreneur that thinks a relatively
entrepreneur that thinks a relatively small amount of money is a lot of money
small amount of money is a lot of money
small amount of money is a lot of money will understand it when a prospect says
will understand it when a prospect says
will understand it when a prospect says tease that seems expensive so that’s the
tease that seems expensive so that’s the
tease that seems expensive so that’s the second piece of DNA a third piece we
second piece of DNA a third piece we
second piece of DNA a third piece we look at is how well they control their
look at is how well they control their
look at is how well they control their emotions whether they can stay in the
emotions whether they can stay in the
emotions whether they can stay in the moment and if they’re unable to stay in
moment and if they’re unable to stay in
moment and if they’re unable to stay in the moment and they react and panic they
the moment and they react and panic they
the moment and they react and panic they can lose control of the sales process
can lose control of the sales process
can lose control of the sales process because they’ll be listening to
because they’ll be listening to
because they’ll be listening to themselves instead of their prospect how
themselves instead of their prospect how
themselves instead of their prospect how do you how do you test that you put them
do you how do you test that you put them
do you how do you test that you put them in a stressful situation no we have we
in a stressful situation no we have we
in a stressful situation no we have we have these world-class sales assessments
have these world-class sales assessments
have these world-class sales assessments that I developed and continue to develop
that I developed and continue to develop
that I developed and continue to develop and improve over the last twenty four
and improve over the last twenty four
and improve over the last twenty four years and they’re very accurate and they
years and they’re very accurate and they
years and they’re very accurate and they tell us exactly how someone will do in a
tell us exactly how someone will do in a
tell us exactly how someone will do in a sales situation so that’s three examples
sales situation so that’s three examples
sales situation so that’s three examples so first step is they’re gonna they’re
so first step is they’re gonna they’re
so first step is they’re gonna they’re gonna buy your so how much is your
gonna buy your so how much is your
gonna buy your so how much is your assessment to assess just themselves it
assessment to assess just themselves it
assessment to assess just themselves it would be four hundred dollars okay so
would be four hundred dollars okay so
would be four hundred dollars okay so they’re gonna spend four new dollars and
they’re gonna spend four new dollars and
they’re gonna spend four new dollars and they get this package at then they get
they get this package at then they get
they get this package at then they get shipped to them or they download it or
shipped to them or they download it or
shipped to them or they download it or what’s the process we’ll e-mail it to
what’s the process we’ll e-mail it to
what’s the process we’ll e-mail it to them okay so they fill it out and then
them okay so they fill it out and then
them okay so they fill it out and then that will tell them if they have the DNA
that will tell them if they have the DNA
that will tell them if they have the DNA or not to be yes exists that’ll go
or not to be yes exists that’ll go
or not to be yes exists that’ll go through everything relative to the
through everything relative to the
through everything relative to the strengths that they have that’ll support
strengths that they have that’ll support
strengths that they have that’ll support the use of skills and tactics and
the use of skills and tactics and
the use of skills and tactics and strategy
strategy
strategy it’ll identify the weaknesses that get
it’ll identify the weaknesses that get
it’ll identify the weaknesses that get in the way of those skills and tactics
in the way of those skills and tactics
in the way of those skills and tactics and strategies and it’ll identify the
and strategies and it’ll identify the
and strategies and it’ll identify the gaps in their skills or us so that
gaps in their skills or us so that
gaps in their skills or us so that they’ll see exactly why they’re
they’ll see exactly why they’re
they’ll see exactly why they’re struggling whether or not there’s any
struggling whether or not there’s any
struggling whether or not there’s any hope and what they can do about it and
hope and what they can do about it and
hope and what they can do about it and from there they can either choose to
from there they can either choose to
from there they can either choose to hire a salesperson get some training get
hire a salesperson get some training get
hire a salesperson get some training get some coaching or ignore it bury their
some coaching or ignore it bury their
some coaching or ignore it bury their head in the sand that’s not the answer
head in the sand that’s not the answer
head in the sand that’s not the answer so that first one of I need to be liked
so that first one of I need to be liked
so that first one of I need to be liked right that’s your first part of the DNA
right that’s your first part of the DNA
right that’s your first part of the DNA so do salespeople need to be like the
so do salespeople need to be like the
so do salespeople need to be like the good salesperson needs to be liked is
good salesperson needs to be liked is
good salesperson needs to be liked is that is that what the times good ones
that is that what the times good ones
that is that what the times good ones don’t need to be liked yeah like I don’t
don’t need to be liked yeah like I don’t
don’t need to be liked yeah like I don’t need to be like they they’re generally
need to be like they they’re generally
need to be like they they’re generally likeable but they don’t need it it
likeable but they don’t need it it
likeable but they don’t need it it doesn’t validate them they’re more
doesn’t validate them they’re more
doesn’t validate them they’re more interested in having someone respect
interested in having someone respect
interested in having someone respect them or good I love them you know so you
them or good I love them you know so you
them or good I love them you know so you know you can get the love from a dog
know you can get the love from a dog
know you can get the love from a dog right or me or maybe from your salsa
right or me or maybe from your salsa
right or me or maybe from your salsa lessons right right right cool so this
lessons right right right cool so this
lessons right right right cool so this is also like a deep introspective dive
is also like a deep introspective dive
is also like a deep introspective dive into your psyche here this isn’t just my
into your psyche here this isn’t just my
into your psyche here this isn’t just my sales not not so deep into the psyche
sales not not so deep into the psyche
sales not not so deep into the psyche only only the part of the psyche that
only only the part of the psyche that
only only the part of the psyche that supports selling okay and he and need
supports selling okay and he and need
supports selling okay and he and need for approval is probably the only place
for approval is probably the only place
for approval is probably the only place we go that could be related to the
we go that could be related to the
we go that could be related to the psyche the rest of it it’s got more to
psyche the rest of it it’s got more to
psyche the rest of it it’s got more to do with bravery and comfort level okay
do with bravery and comfort level okay
do with bravery and comfort level okay that it has to do with any deep-seated
that it has to do with any deep-seated
that it has to do with any deep-seated psychological issues okay so I can spend
psychological issues okay so I can spend
psychological issues okay so I can spend my core in the box I get my tests and I
my core in the box I get my tests and I
my core in the box I get my tests and I will tell me if I’m gonna be a good
will tell me if I’m gonna be a good
will tell me if I’m gonna be a good salesperson or not so then for the for
salesperson or not so then for the for
salesperson or not so then for the for the skills part what are some of the
the skills part what are some of the
the skills part what are some of the skills that you find so if I’ve
skills that you find so if I’ve
skills that you find so if I’ve determined okay yeah I have the DNA to
determined okay yeah I have the DNA to
determined okay yeah I have the DNA to be a salesperson but I’m not getting my
be a salesperson but I’m not getting my
be a salesperson but I’m not getting my sales here wait a minute some of the
sales here wait a minute some of the
sales here wait a minute some of the skills right so then it’s probably a
skills right so then it’s probably a
skills right so then it’s probably a matter of which skill gaps are there and
matter of which skill gaps are there and
matter of which skill gaps are there and a lot of salespeople have top of the
a lot of salespeople have top of the
a lot of salespeople have top of the funnel skills but they don’t have the
funnel skills but they don’t have the
funnel skills but they don’t have the middle and bottom of the funnel skills
middle and bottom of the funnel skills
middle and bottom of the funnel skills so they can find opportunities but they
so they can find opportunities but they
so they can find opportunities but they can’t
can’t
can’t Ferengi ate themselves they they aren’t
Ferengi ate themselves they they aren’t
Ferengi ate themselves they they aren’t selling consultative ly it’s too
selling consultative ly it’s too
selling consultative ly it’s too transactional so they’re not drawing out
transactional so they’re not drawing out
transactional so they’re not drawing out the compelling reasons why somebody
the compelling reasons why somebody
the compelling reasons why somebody would spend their money with them
would spend their money with them
would spend their money with them instead of with somebody else and
instead of with somebody else and
instead of with somebody else and they’re not selling value some of them
they’re not selling value some of them
they’re not selling value some of them don’t have skills in the area of
don’t have skills in the area of
don’t have skills in the area of qualification so they’re not really
qualification so they’re not really
qualification so they’re not really finding out whether the opportunity is
finding out whether the opportunity is
finding out whether the opportunity is viable most of them are pretty good at
viable most of them are pretty good at
viable most of them are pretty good at presenting and talking about their
presenting and talking about their
presenting and talking about their capabilities and generating proposals
capabilities and generating proposals
capabilities and generating proposals and quotes so it’s the stuff that
and quotes so it’s the stuff that
and quotes so it’s the stuff that happens prior to the presenting and the
happens prior to the presenting and the
happens prior to the presenting and the demoing it’s it’s consultative selling
demoing it’s it’s consultative selling
demoing it’s it’s consultative selling and qualifying where most of the skill
and qualifying where most of the skill
and qualifying where most of the skill gaps are and then there’s a big group of
gaps are and then there’s a big group of
gaps are and then there’s a big group of people that are horrible at the top of
people that are horrible at the top of
people that are horrible at the top of the funnel if they get a prospect on the
the funnel if they get a prospect on the
the funnel if they get a prospect on the phone or they’re communicating via email
phone or they’re communicating via email
phone or they’re communicating via email or they’re out in the social selling
or they’re out in the social selling
or they’re out in the social selling world they don’t know how to have that
world they don’t know how to have that
world they don’t know how to have that first interaction of that first
first interaction of that first
first interaction of that first conversation that’ll get somebody to
conversation that’ll get somebody to
conversation that’ll get somebody to raise their hand say I’m interested in
raise their hand say I’m interested in
raise their hand say I’m interested in schedule a first meeting got it oh okay
schedule a first meeting got it oh okay
schedule a first meeting got it oh okay you know I just got a question from
you know I just got a question from
you know I just got a question from someone who’s watching on YouTube
someone who’s watching on YouTube
someone who’s watching on YouTube Jason Hiro didn’t say hi they have an
Jason Hiro didn’t say hi they have an
Jason Hiro didn’t say hi they have an Evan love what I’m hearing Napoleon Hill
Evan love what I’m hearing Napoleon Hill
Evan love what I’m hearing Napoleon Hill says we are all salesmen regardless of
says we are all salesmen regardless of
says we are all salesmen regardless of our calling how does this relate the
our calling how does this relate the
our calling how does this relate the people who don’t have Dave’s sales DNA
people who don’t have Dave’s sales DNA
people who don’t have Dave’s sales DNA well he’s right Napoleon Hill did say
well he’s right Napoleon Hill did say
well he’s right Napoleon Hill did say that but there’s a difference between
that but there’s a difference between
that but there’s a difference between convincing a family member or a friend
convincing a family member or a friend
convincing a family member or a friend to go to the movie or convincing them to
to go to the movie or convincing them to
to go to the movie or convincing them to choose this restaurant over that
choose this restaurant over that
choose this restaurant over that restaurant and putting money on the
restaurant and putting money on the
restaurant and putting money on the table and then having to convince
table and then having to convince
table and then having to convince somebody to choose us instead of the
somebody to choose us instead of the
somebody to choose us instead of the alternative and pay us what we want for
alternative and pay us what we want for
alternative and pay us what we want for what we’re trying to sell them so as
what we’re trying to sell them so as
what we’re trying to sell them so as soon as money and competition enters the
soon as money and competition enters the
soon as money and competition enters the equation everything changes can you so
equation everything changes can you so
equation everything changes can you so Jason’s asked him to expand can you
Jason’s asked him to expand can you
Jason’s asked him to expand can you expand on the difference there sure if
expand on the difference there sure if
expand on the difference there sure if if I reach out to you and say hey Evan
if I reach out to you and say hey Evan
if I reach out to you and say hey Evan how about interviewing me on your video
how about interviewing me on your video
how about interviewing me on your video YouTube channel you say yeah there’s no
YouTube channel you say yeah there’s no
YouTube channel you say yeah there’s no money riding on that there’s no win
money riding on that there’s no win
money riding on that there’s no win there’s no loss if it’s good for both of
there’s no loss if it’s good for both of
there’s no loss if it’s good for both of us we’ll do it on the other hand if I
us we’ll do it on the other hand if I
us we’ll do it on the other hand if I say hey
say hey
say hey Evon would you be interested in paying
Evon would you be interested in paying
Evon would you be interested in paying me $10,000 for me to appear on your
me $10,000 for me to appear on your
me $10,000 for me to appear on your YouTube video now I’ve added money into
YouTube video now I’ve added money into
YouTube video now I’ve added money into the equation now it’s a tough decision
the equation now it’s a tough decision
the equation now it’s a tough decision for you now there may not be any gain
for you now there may not be any gain
for you now there may not be any gain for you but the gain might all be for me
for you but the gain might all be for me
for you but the gain might all be for me so the whole thing has changed just
so the whole thing has changed just
so the whole thing has changed just because we’ve added money okay so let’s
because we’ve added money okay so let’s
because we’ve added money okay so let’s get to so thanks Jason for writing in
get to so thanks Jason for writing in
get to so thanks Jason for writing in let’s get to that difference you’re
let’s get to that difference you’re
let’s get to that difference you’re talking about sales people and some
talking about sales people and some
talking about sales people and some people are good at the top of the funnel
people are good at the top of the funnel
people are good at the top of the funnel and some people aren’t and they have
and some people aren’t and they have
and some people aren’t and they have skills that they’re missing do we is it
skills that they’re missing do we is it
skills that they’re missing do we is it better to go and learn those skills at
better to go and learn those skills at
better to go and learn those skills at the top of the funnel or is it better to
the top of the funnel or is it better to
the top of the funnel or is it better to have somebody who’s kind of the hunter
have somebody who’s kind of the hunter
have somebody who’s kind of the hunter and the lead acquisition and then you
and the lead acquisition and then you
and the lead acquisition and then you focus on the closing what what what
focus on the closing what what what
focus on the closing what what what great question great question if you’ve
great question great question if you’ve
great question great question if you’ve got the DNA to support it and we talked
got the DNA to support it and we talked
got the DNA to support it and we talked about some of that DNA whether or not
about some of that DNA whether or not
about some of that DNA whether or not they need to be liked and another pieces
they need to be liked and another pieces
they need to be liked and another pieces whether they can recover from rejection
whether they can recover from rejection
whether they can recover from rejection because rejection is part of selling so
because rejection is part of selling so
because rejection is part of selling so it’s not whether or not they’re going to
it’s not whether or not they’re going to
it’s not whether or not they’re going to get rejected they’re going to get
get rejected they’re going to get
get rejected they’re going to get rejected but how do they react to that
rejected but how do they react to that
rejected but how do they react to that respond to that can they get right back
respond to that can they get right back
respond to that can they get right back on the phone or does it take 10 minutes
on the phone or does it take 10 minutes
on the phone or does it take 10 minutes or 10 hours or 10 days or 10 weeks
or 10 hours or 10 days or 10 weeks
or 10 hours or 10 days or 10 weeks before they can do it again so how much
before they can do it again so how much
before they can do it again so how much they need to be like how they recover
they need to be like how they recover
they need to be like how they recover from rejection and how they feel about
from rejection and how they feel about
from rejection and how they feel about picking up the phone and making a call
picking up the phone and making a call
picking up the phone and making a call it goes into whether they can learn to
it goes into whether they can learn to
it goes into whether they can learn to be good at it so if the DNA supports it
be good at it so if the DNA supports it
be good at it so if the DNA supports it then we can teach them how to do it but
then we can teach them how to do it but
then we can teach them how to do it but they’ve got to change themselves a
they’ve got to change themselves a
they’ve got to change themselves a little bit it’s more than words they
little bit it’s more than words they
little bit it’s more than words they need to have the right tonality they
need to have the right tonality they
need to have the right tonality they need to sound engaging they need to be
need to sound engaging they need to be
need to sound engaging they need to be willing to go away from a script it’s a
willing to go away from a script it’s a
willing to go away from a script it’s a script that approach without a script so
script that approach without a script so
script that approach without a script so there’s a process they would need to
there’s a process they would need to
there’s a process they would need to follow and they’ve got to get away from
follow and they’ve got to get away from
follow and they’ve got to get away from just telling people who they are what
just telling people who they are what
just telling people who they are what their company is and what they’re
their company is and what they’re
their company is and what they’re selling and asked to meet with them
selling and asked to meet with them
selling and asked to meet with them they’ve got to take a more scientific
they’ve got to take a more scientific
they’ve got to take a more scientific approach so that they can get people’s
approach so that they can get people’s
approach so that they can get people’s attention and get them engaged and learn
attention and get them engaged and learn
attention and get them engaged and learn the right words to to get their
the right words to to get their
the right words to to get their attention with a positioning statement
attention with a positioning statement
attention with a positioning statement so
so
so yes they can learn it with supportive
yes they can learn it with supportive
yes they can learn it with supportive DNA but there’s a lot to it which might
DNA but there’s a lot to it which might
DNA but there’s a lot to it which might explain why so many of them suck so bad
explain why so many of them suck so bad
explain why so many of them suck so bad at it so the DNA will tell me fight if I
at it so the DNA will tell me fight if I
at it so the DNA will tell me fight if I have the ability to do that first part
have the ability to do that first part
have the ability to do that first part yeah you do then I should hire you’re
yeah you do then I should hire you’re
yeah you do then I should hire you’re fine I’m fine
fine I’m fine
fine I’m fine I didn’t go through the tests I know but
I didn’t go through the tests I know but
I didn’t go through the tests I know but I developed the test I already know I’m
I developed the test I already know I’m
I developed the test I already know I’m liking it I’m liking it okay let’s talk
liking it I’m liking it okay let’s talk
liking it I’m liking it okay let’s talk about your book so baseline selling it’s
about your book so baseline selling it’s
about your book so baseline selling it’s it’s a baseball theme for those of you
it’s a baseball theme for those of you
it’s a baseball theme for those of you haven’t seen it it is if there’s a you
haven’t seen it it is if there’s a you
haven’t seen it it is if there’s a you know picture of baseball players on it
know picture of baseball players on it
know picture of baseball players on it how does baseball relate to this Alan
how does baseball relate to this Alan
how does baseball relate to this Alan I’m a baseball fan so I’m curious well
I’m a baseball fan so I’m curious well
I’m a baseball fan so I’m curious well there’s a bunch of neat analogies that
there’s a bunch of neat analogies that
there’s a bunch of neat analogies that the appendix in the back of the book has
the appendix in the back of the book has
the appendix in the back of the book has about thirty analogies but the the two
about thirty analogies but the the two
about thirty analogies but the the two that are most important is that we can
that are most important is that we can
that are most important is that we can use the baseball diamond itself as a
use the baseball diamond itself as a
use the baseball diamond itself as a visual sales process so you can use the
visual sales process so you can use the
visual sales process so you can use the basis as a way to trace the evolution of
basis as a way to trace the evolution of
basis as a way to trace the evolution of the sales process it goes from suspect
the sales process it goes from suspect
the sales process it goes from suspect the prospect to qualified to closable
the prospect to qualified to closable
the prospect to qualified to closable first base second base third base home
first base second base third base home
first base second base third base home and we can lay out the steps and the
and we can lay out the steps and the
and we can lay out the steps and the milestones in the sales process on the
milestones in the sales process on the
milestones in the sales process on the base paths that’s one way it works
base paths that’s one way it works
base paths that’s one way it works probably the the coolest place that it
probably the the coolest place that it
probably the the coolest place that it works I don’t know how much time we have
works I don’t know how much time we have
works I don’t know how much time we have you have to time for a five-minute story
you have to time for a five-minute story
you have to time for a five-minute story yeah okay so one of the milestones
yeah okay so one of the milestones
yeah okay so one of the milestones between first and second base the the
between first and second base the the
between first and second base the the part of the sales process where we’re
part of the sales process where we’re
part of the sales process where we’re selling consultative ly and trying to
selling consultative ly and trying to
selling consultative ly and trying to differentiate ourselves we call it sob
differentiate ourselves we call it sob
differentiate ourselves we call it sob quality in this case sob stands for
quality in this case sob stands for
quality in this case sob stands for speed on the bases so you know for
speed on the bases so you know for
speed on the bases so you know for watching a baseball game and the
watching a baseball game and the
watching a baseball game and the speedster reaches first base the color
speedster reaches first base the color
speedster reaches first base the color analyst says well there’s speed on the
analyst says well there’s speed on the
analyst says well there’s speed on the bases so what that ends up meaning is
bases so what that ends up meaning is
bases so what that ends up meaning is that everybody in the stadium knows he’s
that everybody in the stadium knows he’s
that everybody in the stadium knows he’s gonna try and steal second so the
gonna try and steal second so the
gonna try and steal second so the pitcher starts to go into defensive
pitcher starts to go into defensive
pitcher starts to go into defensive tactics and starts throwing over to
tactics and starts throwing over to
tactics and starts throwing over to first base to maybe take a step or two
first base to maybe take a step or two
first base to maybe take a step or two off the lead to show that he’s paying
off the lead to show that he’s paying
off the lead to show that he’s paying attention maybe to tire him out he’s got
attention maybe to tire him out he’s got
attention maybe to tire him out he’s got a slide and dive back into
a slide and dive back into
a slide and dive back into first-base every time and eventually
first-base every time and eventually
first-base every time and eventually he’s got a pitch to the hitter but the
he’s got a pitch to the hitter but the
he’s got a pitch to the hitter but the hitter has an advantage now because he
hitter has an advantage now because he
hitter has an advantage now because he knows a fastball is coming there’s a big
knows a fastball is coming there’s a big
knows a fastball is coming there’s a big gap on the right side of the infield
gap on the right side of the infield
gap on the right side of the infield because the first baseman’s on first
because the first baseman’s on first
because the first baseman’s on first base
base
base second baseman’s come in a bit and over
second baseman’s come in a bit and over
second baseman’s come in a bit and over towards second to take a throw on an
towards second to take a throw on an
towards second to take a throw on an attempted steal and play for a double
attempted steal and play for a double
attempted steal and play for a double play so the the next hitter with great
play so the the next hitter with great
play so the the next hitter with great bat control has an advantage where he
bat control has an advantage where he
bat control has an advantage where he knows it’s a fastball and he’s got the
knows it’s a fastball and he’s got the
knows it’s a fastball and he’s got the whole right side of the infield to punch
whole right side of the infield to punch
whole right side of the infield to punch it through so the the base stealer has
it through so the the base stealer has
it through so the the base stealer has changed the energy of the game and has
changed the energy of the game and has
changed the energy of the game and has taken over the game by getting the
taken over the game by getting the
taken over the game by getting the pitcher to pay more attention to him
pitcher to pay more attention to him
pitcher to pay more attention to him than the hitter if we translate that to
than the hitter if we translate that to
than the hitter if we translate that to selling we as sales people have
selling we as sales people have
selling we as sales people have developed sob quality when we get the
developed sob quality when we get the
developed sob quality when we get the prospect to pay more attention to us
prospect to pay more attention to us
prospect to pay more attention to us than all of our competitors and we do
than all of our competitors and we do
than all of our competitors and we do that by building a better relationship
that by building a better relationship
that by building a better relationship by showing that we care by showing that
by showing that we care by showing that
by showing that we care by showing that we’re listening by differentiating
we’re listening by differentiating
we’re listening by differentiating demonstrating our expertise and we do
demonstrating our expertise and we do
demonstrating our expertise and we do all of that by asking questions asking
all of that by asking questions asking
all of that by asking questions asking more questions better questions tougher
more questions better questions tougher
more questions better questions tougher questions than the competition until
questions than the competition until
questions than the competition until we’ve had the kind of conversation with
we’ve had the kind of conversation with
we’ve had the kind of conversation with a prospect that nobody else has ever had
a prospect that nobody else has ever had
a prospect that nobody else has ever had with them and that game-changing
with them and that game-changing
with them and that game-changing differentiating conversation is the
differentiating conversation is the
differentiating conversation is the culmination of developing speed on the
culmination of developing speed on the
culmination of developing speed on the bases sob sob will be I was buried
bases sob sob will be I was buried
bases sob sob will be I was buried you’re right exactly
you’re right exactly
you’re right exactly I guess gone he’s gone he’s been
I guess gone he’s gone he’s been
I guess gone he’s gone he’s been pinstripes now was the new speedster in
pinstripes now was the new speedster in
pinstripes now was the new speedster in Boston Jackie Bradley is replacing
Boston Jackie Bradley is replacing
Boston Jackie Bradley is replacing Jacoby Ellsbury he’s a rookie so he’s
Jacoby Ellsbury he’s a rookie so he’s
Jacoby Ellsbury he’s a rookie so he’s not as fast as Jacobi buddy’s he’s got
not as fast as Jacobi buddy’s he’s got
not as fast as Jacobi buddy’s he’s got all the tools of jacobian now we’ll see
all the tools of jacobian now we’ll see
all the tools of jacobian now we’ll see how it plays out at the major league
how it plays out at the major league
how it plays out at the major league level very and what about up in Toronto
level very and what about up in Toronto
level very and what about up in Toronto this year they’re supposed to have a
this year they’re supposed to have a
this year they’re supposed to have a good team we’ll just have a good team
good team we’ll just have a good team
good team we’ll just have a good team last year but we’ll see supposed to have
last year but we’ll see supposed to have
last year but we’ll see supposed to have a good team every year I was excited
a good team every year I was excited
a good team every year I was excited last year with all this all the trades
last year with all this all the trades
last year with all this all the trades everything but I don’t know we’ll see
everything but I don’t know we’ll see
everything but I don’t know we’ll see I’m confident yeah you guys got the same
I’m confident yeah you guys got the same
I’m confident yeah you guys got the same roster from the Florida Marlins that
roster from the Florida Marlins that
roster from the Florida Marlins that didn’t succeed with the Florida Marlins
didn’t succeed with the Florida Marlins
didn’t succeed with the Florida Marlins it’s like digging it in there okay so
it’s like digging it in there okay so
it’s like digging it in there okay so back on top tip to develop those skills
back on top tip to develop those skills
back on top tip to develop those skills and ask better questions and develop my
and ask better questions and develop my
and ask better questions and develop my sob is it training with you guys is it
sob is it training with you guys is it
sob is it training with you guys is it going through this assessment tool is it
going through this assessment tool is it
going through this assessment tool is it reading your book is it a combination
reading your book is it a combination
reading your book is it a combination like how do I so I know I have a gap in
like how do I so I know I have a gap in
like how do I so I know I have a gap in skills how do I get better well if the
skills how do I get better well if the
skills how do I get better well if the evaluation shows that you know there are
evaluation shows that you know there are
evaluation shows that you know there are some weaknesses and some skill gaps then
some weaknesses and some skill gaps then
some weaknesses and some skill gaps then we can do some training or and/or some
we can do some training or and/or some
we can do some training or and/or some coaching so what we’re talking about
coaching so what we’re talking about
coaching so what we’re talking about right now between first and second base
right now between first and second base
right now between first and second base with developing sob that’s that’s all
with developing sob that’s that’s all
with developing sob that’s that’s all listening and asking questions and most
listening and asking questions and most
listening and asking questions and most salespeople even the good salespeople
salespeople even the good salespeople
salespeople even the good salespeople are deficient when it comes to really
are deficient when it comes to really
are deficient when it comes to really good listening skills and being able to
good listening skills and being able to
good listening skills and being able to ask spontaneous questions based on what
ask spontaneous questions based on what
ask spontaneous questions based on what they’re hearing so training and coaching
they’re hearing so training and coaching
they’re hearing so training and coaching is the answer to that and sure you can
is the answer to that and sure you can
is the answer to that and sure you can read the book is there is there just for
read the book is there is there just for
read the book is there is there just for everybody watching is there even an
everybody watching is there even an
everybody watching is there even an example you can go through or a client
example you can go through or a client
example you can go through or a client wait a minute without naming names but
wait a minute without naming names but
wait a minute without naming names but someone who epitomized that was not
someone who epitomized that was not
someone who epitomized that was not great at listening and it cost them and
great at listening and it cost them and
great at listening and it cost them and how he came and helped them and how you
how he came and helped them and how you
how he came and helped them and how you fix them geez we can probably point to
fix them geez we can probably point to
fix them geez we can probably point to every client when I do that because as
every client when I do that because as
every client when I do that because as soon as as soon as you can teach
soon as as soon as you can teach
soon as as soon as you can teach salespeople or entrepreneurs to
salespeople or entrepreneurs to
salespeople or entrepreneurs to effectively listen and ask questions
effectively listen and ask questions
effectively listen and ask questions everything changes everything changes
everything changes everything changes
everything changes everything changes the way a prospect looks at you changes
the way a prospect looks at you changes
the way a prospect looks at you changes the way they share information with you
the way they share information with you
the way they share information with you changes the amount of time they give you
changes the amount of time they give you
changes the amount of time they give you changes the amount of attention they
changes the amount of attention they
changes the amount of attention they give you changes you go from salesperson
give you changes you go from salesperson
give you changes you go from salesperson or a vendor to trusted advisor so you
or a vendor to trusted advisor so you
or a vendor to trusted advisor so you basically get to the point where they
basically get to the point where they
basically get to the point where they won’t do anything without talking to you
won’t do anything without talking to you
won’t do anything without talking to you so in a typical company once we get a
so in a typical company once we get a
so in a typical company once we get a Salesforce to go through that transition
Salesforce to go through that transition
Salesforce to go through that transition with a typical entrepreneur once we get
with a typical entrepreneur once we get
with a typical entrepreneur once we get them individually to go through that
them individually to go through that
them individually to go through that transition it can take several months to
transition it can take several months to
transition it can take several months to develop and master the
develop and master the
develop and master the skills we usually see them double their
skills we usually see them double their
skills we usually see them double their revenue it’s great is there is it a
revenue it’s great is there is it a
revenue it’s great is there is it a mindset you need to develop is it asking
mindset you need to develop is it asking
mindset you need to develop is it asking certain questions I have to believe they
certain questions I have to believe they
certain questions I have to believe they must believe guard
must believe guard
must believe guard it starts with mindset they have to know
it starts with mindset they have to know
it starts with mindset they have to know that it’s okay they have to know that
that it’s okay they have to know that
that it’s okay they have to know that they can they have to know that no one’s
they can they have to know that no one’s
they can they have to know that no one’s gonna get upset with them and tell them
gonna get upset with them and tell them
gonna get upset with them and tell them to stop asking questions cuz a lot of
to stop asking questions cuz a lot of
to stop asking questions cuz a lot of them are afraid that well I can’t ask
them are afraid that well I can’t ask
them are afraid that well I can’t ask those questions I can’t push back I
those questions I can’t push back I
those questions I can’t push back I can’t challenge but that’s how you
can’t challenge but that’s how you
can’t challenge but that’s how you differentiate yourself by challenging
differentiate yourself by challenging
differentiate yourself by challenging conventional thinking and pushing back
conventional thinking and pushing back
conventional thinking and pushing back on something that was said and asking
on something that was said and asking
on something that was said and asking for explanations and not having all the
for explanations and not having all the
for explanations and not having all the answers and until you identify a problem
answers and until you identify a problem
answers and until you identify a problem you can solve and understand the
you can solve and understand the
you can solve and understand the consequences of that problem and the
consequences of that problem and the
consequences of that problem and the impact and can quantify it and put a
impact and can quantify it and put a
impact and can quantify it and put a dollar amount on it and be able to share
dollar amount on it and be able to share
dollar amount on it and be able to share with a prospect so we’re talking about a
with a prospect so we’re talking about a
with a prospect so we’re talking about a 10 million dollar problem right and
10 million dollar problem right and
10 million dollar problem right and that’s a game-changer so to get to that
that’s a game-changer so to get to that
that’s a game-changer so to get to that to get to those problems is there is
to get to those problems is there is
to get to those problems is there is there a common type of question a common
there a common type of question a common
there a common type of question a common scenario where sales people are afraid
scenario where sales people are afraid
scenario where sales people are afraid to push back on something and they kind
to push back on something and they kind
to push back on something and they kind of like yeah there’s always example they
of like yeah there’s always example they
of like yeah there’s always example they always think they’ve asked enough
always think they’ve asked enough
always think they’ve asked enough questions they always assume they know
questions they always assume they know
questions they always assume they know what the problem is they always assume
what the problem is they always assume
what the problem is they always assume it’s the same problem that everybody
it’s the same problem that everybody
it’s the same problem that everybody else has but it’s if they can ask so
else has but it’s if they can ask so
else has but it’s if they can ask so tell me a little more about that a
tell me a little more about that a
tell me a little more about that a couple more times so tell me how that
couple more times so tell me how that
couple more times so tell me how that manifests for you but give me an example
manifests for you but give me an example
manifests for you but give me an example of the last time that happened or when
of the last time that happened or when
of the last time that happened or when that happened who bore all the pressure
that happened who bore all the pressure
that happened who bore all the pressure of that who did that impact person who
of that who did that impact person who
of that who did that impact person who else cares about that what do they say
else cares about that what do they say
else cares about that what do they say about that so it’s it’s basically the
about that so it’s it’s basically the
about that so it’s it’s basically the polite English language version of more
polite English language version of more
polite English language version of more more MORE okay limit let me shift gears
more MORE okay limit let me shift gears
more MORE okay limit let me shift gears to I have a question that from an
to I have a question that from an
to I have a question that from an entrepreneur friend of mine okay he has
entrepreneur friend of mine okay he has
entrepreneur friend of mine okay he has a sales guy and they fight over how much
a sales guy and they fight over how much
a sales guy and they fight over how much research you need to do before you call
research you need to do before you call
research you need to do before you call up a client so
up a client so
up a client so his sales guy Hassan he likes to do a
his sales guy Hassan he likes to do a
his sales guy Hassan he likes to do a lot of research and look at the website
lot of research and look at the website
lot of research and look at the website look at every page understand their
look at every page understand their
look at every page understand their business and my entrepreneur friend is
business and my entrepreneur friend is
business and my entrepreneur friend is saying just call them and start a
saying just call them and start a
saying just call them and start a conversation and they’ll tell everything
conversation and they’ll tell everything
conversation and they’ll tell everything you need to know and he gets upset that
you need to know and he gets upset that
you need to know and he gets upset that a sales guy takes so long it feels like
a sales guy takes so long it feels like
a sales guy takes so long it feels like he could be calling a lot more people if
he could be calling a lot more people if
he could be calling a lot more people if you didn’t spend so much time
you didn’t spend so much time
you didn’t spend so much time researching what what are you what’s
researching what what are you what’s
researching what what are you what’s your advice for that kind of situation
your advice for that kind of situation
your advice for that kind of situation your entrepreneur friend is right just
your entrepreneur friend is right just
your entrepreneur friend is right just pick up the phone and call now okay you
pick up the phone and call now okay you
pick up the phone and call now okay you need to know enough to know that they’re
need to know enough to know that they’re
need to know enough to know that they’re an appropriate target that they fit a
an appropriate target that they fit a
an appropriate target that they fit a profile that they’re in our sweet spot
profile that they’re in our sweet spot
profile that they’re in our sweet spot we need to know if if we solve the kinds
we need to know if if we solve the kinds
we need to know if if we solve the kinds of problems that are relevant to what
of problems that are relevant to what
of problems that are relevant to what they might be in the news for and to
they might be in the news for and to
they might be in the news for and to what might be on their website we might
what might be on their website we might
what might be on their website we might need to know that they have the things
need to know that they have the things
need to know that they have the things going on that we can help with but but
going on that we can help with but but
going on that we can help with but but short of that get on the phone and make
short of that get on the phone and make
short of that get on the phone and make the call or go into your LinkedIn
the call or go into your LinkedIn
the call or go into your LinkedIn Network and find somebody that can
Network and find somebody that can
Network and find somebody that can introduce you to break the ice and lower
introduce you to break the ice and lower
introduce you to break the ice and lower the first barrier so that you don’t have
the first barrier so that you don’t have
the first barrier so that you don’t have to make a cold call but do it get on it
to make a cold call but do it get on it
to make a cold call but do it get on it be Nike just do it be Nike and believe
be Nike just do it be Nike and believe
be Nike just do it be Nike and believe and believe you got it that’s right what
and believe you got it that’s right what
and believe you got it that’s right what do you recommend for someone who’d like
do you recommend for someone who’d like
do you recommend for someone who’d like to get over that fear to call somebody
to get over that fear to call somebody
to get over that fear to call somebody especially cold calling right people are
especially cold calling right people are
especially cold calling right people are just afraid afraid to follow up afraid
just afraid afraid to follow up afraid
just afraid afraid to follow up afraid to make that first initial call – how do
to make that first initial call – how do
to make that first initial call – how do you get over that fear you might not
you get over that fear you might not
you get over that fear you might not that like I said some people don’t have
that like I said some people don’t have
that like I said some people don’t have sales DNA that will support cold calling
sales DNA that will support cold calling
sales DNA that will support cold calling and it’s not fair to ask that person to
and it’s not fair to ask that person to
and it’s not fair to ask that person to cold call if in their DNA they don’t
cold call if in their DNA they don’t
cold call if in their DNA they don’t have what it takes to support doing that
have what it takes to support doing that
have what it takes to support doing that all you’re gonna do is just drive them
all you’re gonna do is just drive them
all you’re gonna do is just drive them nuts and cause them to feel bad about
nuts and cause them to feel bad about
nuts and cause them to feel bad about themselves because they’re going to
themselves because they’re going to
themselves because they’re going to underperform they’re going to
underperform they’re going to
underperform they’re going to underachieve they’re going to fail so
underachieve they’re going to fail so
underachieve they’re going to fail so you’ve got to put them in a role that
you’ve got to put them in a role that
you’ve got to put them in a role that they’re better suited for and if cold
they’re better suited for and if cold
they’re better suited for and if cold calling isn’t what they’re best suited
calling isn’t what they’re best suited
calling isn’t what they’re best suited for let’s not make them do it
for let’s not make them do it
for let’s not make them do it we can’t change their DNA so what you
we can’t change their DNA so what you
we can’t change their DNA so what you have a good salesperson like if they’re
have a good salesperson like if they’re
have a good salesperson like if they’re not good at cold calling can they still
not good at cold calling can they still
not good at cold calling can they still be and they still do the rest of it they
be and they still do the rest of it they
be and they still do the rest of it they can
can
can and and they can work with the issue
and and they can work with the issue
and and they can work with the issue they can work their customer base for
they can work their customer base for
they can work their customer base for referrals and introductions if they know
referrals and introductions if they know
referrals and introductions if they know they’re not gonna make you know forty
they’re not gonna make you know forty
they’re not gonna make you know forty cold calls a day
cold calls a day
cold calls a day well fine as long as they can find
well fine as long as they can find
well fine as long as they can find enough new opportunities some other way
enough new opportunities some other way
enough new opportunities some other way as long as they can do if you marketing
as long as they can do if you marketing
as long as they can do if you marketing do referrals do introductions to being
do referrals do introductions to being
do referrals do introductions to being out there speaking engagements do videos
out there speaking engagements do videos
out there speaking engagements do videos just some way of getting found so that
just some way of getting found so that
just some way of getting found so that they don’t have to rely on cold calls
they don’t have to rely on cold calls
they don’t have to rely on cold calls this is great Dave I really appreciate
this is great Dave I really appreciate
this is great Dave I really appreciate all the time today it’s been great to
all the time today it’s been great to
all the time today it’s been great to meet you kind of face to face well we
meet you kind of face to face well we
meet you kind of face to face well we we’ve emailed back and forth over the
we’ve emailed back and forth over the
we’ve emailed back and forth over the last several years old market times I
last several years old market times I
last several years old market times I know this is the first time we’ve
know this is the first time we’ve
know this is the first time we’ve actually spoken it’s great it’s just a
actually spoken it’s great it’s just a
actually spoken it’s great it’s just a wrap-up if people are interested in
wrap-up if people are interested in
wrap-up if people are interested in learning about your book or they want to
learning about your book or they want to
learning about your book or they want to you know get your assessment or they
you know get your assessment or they
you know get your assessment or they want to do some coaching or training
want to do some coaching or training
want to do some coaching or training with you what’s the best way for people
with you what’s the best way for people
with you what’s the best way for people to find you they can email me the easy
to find you they can email me the easy
to find you they can email me the easy email address is Dave at baseline
email address is Dave at baseline
email address is Dave at baseline selling calm okay I’m all over the web
selling calm okay I’m all over the web
selling calm okay I’m all over the web find me on LinkedIn you can my blog oMG
find me on LinkedIn you can my blog oMG
find me on LinkedIn you can my blog oMG like oh my god hub hu b.com that the
like oh my god hub hu b.com that the
like oh my god hub hu b.com that the blog is understanding the Salesforce oMG
blog is understanding the Salesforce oMG
blog is understanding the Salesforce oMG is short for objective management group
is short for objective management group
is short for objective management group the assessment company so oMG hub calm
the assessment company so oMG hub calm
the assessment company so oMG hub calm objective management calm kerlun and
objective management calm kerlun and
objective management calm kerlun and associate kerlun associates.com just
associate kerlun associates.com just
associate kerlun associates.com just Google Dave kerlun if you need to reach
Google Dave kerlun if you need to reach
Google Dave kerlun if you need to reach me I’ll be there or of course on your
me I’ll be there or of course on your
me I’ll be there or of course on your site right you’re through yeah
site right you’re through yeah
site right you’re through yeah absolutely q-final never chemical calm
absolutely q-final never chemical calm
absolutely q-final never chemical calm thank you so much David really
thank you so much David really
thank you so much David really appreciate all the time thanks for
appreciate all the time thanks for
appreciate all the time thanks for having me Evan it was great fun good
having me Evan it was great fun good
having me Evan it was great fun good luck
”
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