The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 6 months ago

Cultivating Resilient Mindsets to Help Your Sales Reps Thrive w/ Mark Petruzzi & Paul Melchiorre


In the sales profession, success comes down to passion, grit, and velocity.

Those qualities are there to be discovered, certainly, but more times than not they’re just seeds that need to be watered and tended to.

Organizations can help their sales reps in their personal growth by learning how they operate and helping them sustain healthy mindsets.

I talked with Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes, about the importance of passion and mindset in selling success, as well as techniques from their new book, “Selling the Cloud.

We also talked about:

  • What inspired them to write a book and what their book is about.
  • How to define and translate passion, grit, and velocity.
  • The key thing young sales reps need to know to set them up for success.
  • How mindset is one of the most critical things for a sales rep to focus on.
  • Why cognitive assessment is critical and which assessment tools are most accurate.

For the entire interview, you can listen to The B2B Revenue Executive Experience.

You're listening to the BTB revenueexecutive experience, a podcast, dedicated elpen executives, train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies were tools and resources. You'V come to the rightplace. Let's accelerate your growth in three to one: welcome everyone to the Bto be revenue executive experience. I'm your host Chad Sanderson today we'retalking about the importance of passion, mindset and selling success. How doleverage behavior and cognitive assessment technologies and the powerof metrics and technology and sales to help us. We have with US Mark Patruzy,VP, private equity from end three and Paul Mocuri eoperating partner. Itstripes both co authors of a new book entitled selling the Cloud The wherethey showl share practical lessons and key characteristics needed to succeedin the sales climate of tomorrow, which includes passion, Velocity Grit,empathy, authenticity, creativity, resilience, trust, strategic thinkingand technology leverage and other words, I'm sure we could throw in there aswell Paul an migh. Thank you for taking the time and welcome to the show it LikShit RSO before we jump in. We always likestart with a odd question kind of something for the audience to get toknow you and mark I'd love to know something you're passionate about that.Our listeners may be surprised to learn all right. Well, let's jump in and yeah.I guess I mean most o. The listeners would not know that. I put a lot offocus on energy and just kind of giving back and and paying forward. You knowand hit's. A big part of this book was about paying Ford from a specific celsand business focus perspective. I guess most people would be surprised to learnthat I love losing. I love the T, heals o top of that I love losing bils fastyeah. I've never had anybody solling thatbefore that's awesome and that's right, H, one them out early, you want themout early and what about? What about you Paul? Well, I'm definitely a sortloser, so I think Markat IARE very different. That way, but one thing that maybe it's not a surprise, but you knowthe giving back pieces has always been important to me as a young rap. Iremembered many times you know, starting out in my career. I was ableto get a lot of guidance from a few really key mentors and you know beingpart of this global mentom network. Excuse me an just the ability tocomment to folks today, and I do that with a number of young reps that arestarting out, and I kind of see that as a way given back and the reason youknow that I do it is that I always look back on my career and said wow. Youknow one of the things I know if I get an opportunity to do in the future isto be able to give back and utilize this ventoring capability and theexperiences that you kno. I've been fortunate enough to have over the pastthirty plus years, and if I can help some new raps, you know just startingout in the profession. You know it really is a very rewarding situationfor me excellent excellent. So let's talk about the book for Second, whatinspired you to team up and write it so yeah I'll start with that? One really.It all comes down to Paul's, mom and anill et Fuckit, the details, FooI'll start with how it happened. We were at dinner and we were talking tabout the you know the dife things that we jump into when we get together andone of them Paul mentioned and said you know. My mom wants me to write a bookand I said Well Paul. I have about half of a book written just from the theacademic work I've done with the Duke Fuca School of Business and theircorporate education group over the years, and he said all right. Well,let's finish it and we did- and you...

...know both of our biggest fans andbiggest supporters out. There is Paul's mom. She loves the book and we're veryhappy that she does that's yes, shee's, no idea what we do chat, but in all seriouses it exactly was thatyou know we had this kind of motivation that we had been both kind ofseparately, working on and had notes, and you know both kind of had a half abook. You know either written down or in her head or a notebooks. For probably a decade, and then we just had this motivation- and I saidyou know my Mokee's bugging me, you know you should write a book. Youshould write a book. You should write a book and I tell you if it wasn'thonestly for meeting mark up again and and having that motivation I probablywouldn't have had you know to desire to do it by myself. But having a you know,a partner in crime definitely made it a lot easier. Well Counis to your mom for inspiringyou and that's that's another first. For me, I've never heard theinspiration Bein soon bom, but that's great right. Wherever it comes fromit's, it's a beautiful thing to be sharing that and Gan as you Sart Tere,giving back that experience in those insights always curious to know whatkind of what was the most challenging part of writing. It sounding mark. Youhad half of something started, but what was the most challenging part when,when you look back over the experience of put it all together, yeah? Well,it's it's hard work. So it's it's certainly just getting the time withwith the busy work schedule that I already had to do. This was wasdifficult, but but I was able to get the support of my organization and thenthree and and then now we're owned by excenture, because the almost the exactsame days wat wants to boot. The book excensure acquired us, so you know Ihad the support of them to just understand. I was going to take alittle less base salary for a period of time and make sure that I did have thetime for the book and I'll give you the other side as well. What was amazingabout? It was really just working with this group of Titans Wut working withPaul too, although you know toy know just good days and bad days, bootballTun now, but working th with the Titan Sa that we pulled this team togetherfrom the individuals that we have worked most closely with throughout ourcareer and they I'd love to take them all and start a company with thembecause it would be. You know it would have a four billion dollar evaluationin about a week and a half Ecausso the best in the business. They reallyreally enjoyed doing this, so that was the best part an and what about for youyeah what about people yeah? I think the challenge- and you know looking atthese titans and a lot of these- are friends of ours. You know getting andpulling and wrestling them together to get their thoughts and and theirguidance and and getting them. You know incorporated into the book. You know Ithought was it sometimes frustrating and thet just trying to get these folkscalendars, and you know then approvals and then review and- and these are not very patientsuperstars, as you could imagine to work with and I'm sure would av five in the sameway. So it was just you know, a lot of power begging to keep their engagement,but you know at the end to have their insight and to really hear theirstories, and you know I know, there's twelve chapters and you know it's afairly small book, but I mean if we just took the recordings from thesetitans, we probably have two or three additional books of just Stori, someapplicable some. Definitely you know I don't know we'd be able to use, butjust as hutting the insights from these folks and their experiences was justinvaluable and you know to be able to put it all into a book a and have folkslearn from it. I think that was in Mosty, the challenging part, but mostlythe rewarding part as well adsad. I...

...think Wat Paul saying there. If we madea movie and of this, it would definitely be Ki Wel find when you deal with with largelarge personalities and people that have made it to that level. Titans asyou call them, there's no shortage, typically of EGO or color. No, you just got Ta, let them roll and yougo of it just okay. I know I could use some of what they're saying this part right here, probably notprobably no. We are thinking about a Netflix miniseries, but you know that definitely would havebeen a more colorful approach, but I think for this time around, we got somegreat insights from these folks and although it was challenging, itdefinitely wound up being well worth, and so in Ancho everybody's heard mesaying anybody who listens. The podcast heard me say three of my favorite wordsright, passion, gritten velocity and I'm curious how each of these translatefor you as you're, putting the book together the ideas that you're puttingout there through the book. I think when we look at our profession and wedo consider sales being a profession, you know it does come down to thosecomponent. You Hou talked about, and you know I look at passion is one ofthe things that you know. Maybe you can't teach right. Maybe it's born, youknow and you maybe it's something that's hereditary. You know, and thenyou look at Grit and you know it's a learn quality. I think you know if Ilook at my background growing up in a in a city, environment and you knowkind of a challenging neighborhood. If you didn't have grit, you probablydidn't survive right and then you know the velocity component, I think, is alot underrated. It's something that really does differentiate. Tos yourability to move at a pace leveraging that passion that grid all those othercharacteristics into a you know a forward mometum and forward velocity,because this is a tough job right, as we all know, and you had work, whithsales raps every day, it's just it's not a fun job. Sometimes it's not aneasy profession. It's not always the most well respected job and you got toreally have those characteristics and those skills to bring you back everyday. You know to be able to perform at the level that you need to perform tobe successful. So for me it's really. You know those characteristics and ifyou've got them in you, that's that's a big bonus and if not, there are things that you canlearn yeah and then things you can learn, but there's also e. There has tobe this. I tlink the passion part for me. I is one of the things that Ialways get irritated when people give sales professionals that look right,there's always a look when you tell somebody you're in sales and it's andit's deverybody who's been in sales as seen it. You know what it is, and it'sthat okay, you just instantly notched down by two steps. What you think aboutme as an dividual and the profession I've chosen, but the passion for I meanI can only speak for myself for me- comes from thei ability to help peopleselv problems, and so it's more of that. That's where the passion comes for methan the actual sales a fee. If I can help people sell problems, then we canfind a win win and you know what, if your folks on problems, I can't helpyourself then, to your point earlier, about getting them out orjistqualifying them or losing early yeah. Then Hey, let's move ontosomeplace where we can get to to a win win, and so what about free Mark H, t?What are those words mean to you? Yeah well I'll, go a little deeper on thevelocity side, because you know I had a mentor in my career as well. who was anexecutive who was a senior executive at Ceridian and ADP and had really youknow an incredible sells DNA from from those two companies early on, and youknow I was the young sales rap with an NBA that he would kind of look at d sayYou know: why do you want to do sales with an NBA? And you know all of thishas for me. Chat is just come together in a perfect way, because I wanted totake it into very senior roles which...

I've been successful. I'm doing and Iwanted to take it into more academic, and you know more corporate trainingtype of approach as well, which I've been successful. I as well, and I usedto use the word productivity all the time and at first he would say you knowhe hated that word. I can Justi saw it in his face the first time I used it,but it came down it for me exactly that Ou velocity side, but I wanted to takeit a step further, and that is you know velocity that matters, so I alwayswould be focusing with him on. You know. This is what I'm going to do, andyou're telling me to you know, make eighty dilas in a day and I'm tellingyou I'm going to make forty and I'm going to do these three other thingsand it's going to come across like a hundred and twenty from a fom, aProductiv Shiln standpoint and at first he kind of almost went with it and likeAhigh go, do it good luck, kind of thing and then it started working andthen we started using it with the rest of the team, and then you know heactually built the business that we got acquired by ADP at that point and wetook it into that division as well. So I just think you know we always. Thisbook is more about all the tools that will make you more productive and abetter seller, because we gotta go on the assumption of with the rightmindset, Rit the right perspective on health and focusing on on yourself tomake sure you can come in and work as hard as you need to for the long hoursand days that we do. We can help you a little bit with that, but we can reallyhelp you with the productivity in this book. I love it. I love it, and so letme two thousand and twenty presented some amazing challenges for the entireglobe right and especially the sales individuals, is a lot of people that wework with, have a tendency to do face to face they're used to doing you knowit across the table kind of meetings and so now al of a Suddn, it's allvirtual and it's created challenges, and so these words passion, GritVelocity, take on and even I think, even more important focus as we go into thousand and twenty one. I don't think anybody's making anypredictions anymore. I think we've all now o what the predictions would be, butwhen you think of going into wo thousand and twenty one and Bon and theway that sales continues to evolve, if you were talking to those younger repsthat were just coming in about these concepts, what's the key thing you'dwant them to understand, to set them up for success, I'll take a crack at it.Mark I mean you know this book was really written before the whole, as wementioned the whole covid thing and and all that, but if you think about a lotof the trends that were happening in our profession, pre thousand and twenty,these were things that were happening right. So if you didn't figure out wes,you know as a young rap to come in and figure out wes to develop relationshipswith buyers and if the only way you were able to do that was the old schoolway of visiting face to face. I mean that that was that was kind of wavering,pre covid I mean sales. Reps were not the most invited people into officesndin w thousand and nineteen either right. I mean now there's just a great excuseto never invite a sales drepin right I mean, and obviously coming from twentyplus years on the Byer side, with a reba trying to really view how buyersthink right, and that was always the way I tried to sell because we sold toproturement into a different environment. So, for me, it was alwaystrying to understand that buying process which has been really changing.You know the last ten plus years, not only on the consumer side that we allknow, so, I think the raps it today and tomorrow, more importantly, have got tofigure out how to develop relationships in a new and different way. They've gotto figure out ways to understand how to solve buyers problems, how to do theresearch, how to do all that homework in a different way in a differentenvironment. I think it's just all really accelerated with you know theevents of two thousand and twenty, and I think that's also left a lot of I'llcall it maybe more experience raps...

...behind that were accustomed to acertain way of selling. You know getting on a plane, buying the steak,dinners building the reationships, the old fashioned way, and- and I see a lotof folks that are in our generation, Chad- that have, I kind of say you know,do use a sports analogy- have lost their fastball and they lost the wellbefore two thousand and twenty and and those folks are going to really be. Youknow, left wayway behind in the new world is selling, and I think theyounger folks have an ability to you know kind of take some of thetechniques that we've talked about over the last ext number of years that arein this pook and and really lever him in a new way of selling going forward.Well, I think I think, that's a critical point to think aboutespecially we' talking about the different demographics that we've gotacross the sales profession right and the only thing that they all have incomment, and they all have control over is their mindset is their ability toare they willing to continually learn continually evolved and, in some cases,continually wo right, because that's why we learn the most and so when, whenwe look at this right when it comes down to to mindset mark how would youdescribe that as one of the most critical things where spor make itapproachable for those who may have heard the word, but not reallyunderstand what we're talking about yeah well I'll start with some of thosesame senior sales raps. That Paul was talking about before. One of the thingI did when the early time of the pandemic was, you know, trying to useit as an opportunity, ther, just freeconnect friends and reach out andjust make sure everybody was okay and safe and healthy, and what I found waswas pretty pretty fascinating, but some of these senior raps, I saw some ofthem saying: okay, it's a new world, I'm going to learn how to sell frommore of an inside cales kind of perspective, and I'm going to learn howto leverage technology to do that and do it more productively. And then I sawand found some friends that were frankly curled up in a ball in theirliving room and really n in the worst possible way, not really knowing whatto do and, for example, and three you know we're an inside sales organization,now virtual sales organization so way before covid and one of the reasons I'mAden three is. I was sthinking the time his changed. It's now, not just abouttaking these incredible expensive outside sales, raps and recruiting themfrom your competition and get them getting them over. That I' seem notwork time and time again. Someone who is incredibly successful at work day berecruited over to ultimate software and be and fail and just not make it orvice for versa. So you know hat, what's really greated it really all comes downto mindset and whether you know your thing is: Is Yoga or whether it's yourprayers that you do or getting on on the golf course. It's really about justfinding a way to get yourself in the right mindset. You know for me it'smeditation, but it's not like I meditate for four hours, a day N Imeditate for six minutes a day, and it just helps me kind of for me. It's likeI do that for six minutes and I come up with fifteen ideas that I never wouldhave allowed my mind to bring forward that I write down and I spend the restof the day trying to get through those ideas. Nice, I like it. What about Frryou Paul Yeah, and I think you know the mindset has always been. You know it'smindover matter, O whatever there's so many sayings about it and th t I'vealways kind of looked at myself and said: Look you can't to get too high onthe highs too low on the lows, and you know, especially the ups and downs ofour profession. The one thing that you can make constant is your mindset andthe one thing you can't control is your mindset and everything else. Kind of isa variable that gets thrown at you and...

...for the folks who you know have thatwell rooted strong personality, whether it's you know learning throughmeditation or just reflection or whatever you know. You individually putyou in that frame of mind, and I think we did a lot in the book to bring a lotof different viewpoints into you know really the different techniques thatare out there, I mean there's just loads and loads of books. Now you knowon mindset, so we felt it important enough to make it a chapter and ourbook and and realizing that, if you're going to be in this profession, whichis a that's a tough profession, you have tohave the mindset. It's I mean it's not like going to war or anything like that.I mean we a lot of people, you know equate selling and all these differentteam efforts to you know some type of military exercise. I've never seenanybody in software die of you know, selling software. So you know I knowthere are a lot of similarities and you have to be in that proper mindse to winand have the winning attitude and sales, the team, sport and all those things.But you know mindset is important and you know if you go into it as such, andyou realize how critical you know it is because the customers see it right ifthey see an unstable. You know person at the other end, it's not going tosolve their problems, theyre, probably not going to buy from Yot Yeah. It's about that trust, CrediBilly report, if you don't have, if you don't come across the right way, O opeople make up these these decisions about you that risks that andultimately risks the relationship, whether you're aware of it or not. Sowhen we talkd about someneke mindset, that's something that I think we canhelp. People with and people can continually evolve, whether or notthey're willing to engage at the cognitive level necessary to optimize.Their Moin sets a different question, but when you're in an organization andyou're looking to hire these individuals that have these types of ofcharacteristics, the passion, the Grit Velocity, all the things that we talkedabout before, I know your proponents of leveraging behaviorl and cognitiveassessment technology ut, would love to understand the perspective, and then wecould start with mark. Why is this so critical and appen? What does that looklike? Because those are big words for a lot of people, behavioral and CognitiveAssessment Technologies? Those are big words for a lot of people so help,let's see if we can humanize that a little bit for everybody Yeah El- notthis! So I love this stuff and I love being I'll use the word again. I lovethe productivity that comes out of it, so you know it's as complicated as itsound. It's really easy to administer and he's what I mean by that. You know.There's great companies out there, I think of Hogen, I think of disck. Youknow as a thing I think, about a company that I do a little work withthinkx. They have these incredible tools that give you the feedback in thereports really. The first thing that does is you're able to take your successful reps and put it put amodel around that of how they fit within the assessments, and you cantake the ones that have struggled or failed a D and put them into Al Modeland if I'm, in a hiring perspective, you all know where to go from thereyou're going to want to hire the model that that looks like theyvethey're,going to succeed and maybe not go as far. But but it's not everything youknow there. There are gut decisions that a sales leader like Paul is goingto make. Apart from the assessment- and you know I'll take pulls got, you knowany day of the week, but it all factors in, but the power of this, then comesyou bring in the hopefully the right team, but then this is how you workwith them. You know by knowing what makes someone tick to know when someoneis a high eye, dominant or or Hig. I'm sorry, Hig Ey influence versus a highdominant. You know you know how they like to be interacted with, and I alsolove to do this with my prospects as well, because there's things you canancertain even without having a full...

...assessment on someone. You know, forexample, if you go into a meeting and you're in a zoom call now, rather thanin an office, and you see all these these- you know pictures of this personright behind them with different political figures or sport stars andeveryone else. You probably know this person's a high eye. I like to Tink, goout there if you're. If you met with somebody before and then maybe a CFOand within two minutes, they just really wanted to go in and jump intothe details, and you know get this meeting done in fifteen minutes. Thenyou're not dealing with a high eye, and if you come in with that Personang totry to talk about, you know e their background or you went to this schooland whatever you're going to lose them right from the beginning. So theseassessment tools help you work and work more productively and efficientlywithin Youteam, and also, I think they can work a lot. You know with youroutside prospects as well just thinking in the right type of perspective forinteracting with them. I love it and Pau any other perspectives on that yeah.I think just to add I mean you know we always talk about sales being a you know, science today and it reallyit's been that way for a while- and I think I know, working with mark foryearswe've, really been big proponents of these tools, any edge that you canget in hiring because I think you had said before chat. It's like a FI, fiftyflip ACO for Aot of people, really you Kno and and the problem today isthere's just such a supply and demand inbalance in sales. There's just somany open positions and not a really high quality of you know folks to fillthose positions so as a hiring manager trying to build a a sales organization.Today, it's so much more difficult because in probably not even fiftyfifty now, it's probably O K, ow less odds than that, because you're just notchoosing from a a good enough stable of folks and the folks that are reallygood, aren't going anywhere so anywhere. You can use these scientificcapabilities to help better your odds in picking these folks, and you know,obviously, once you get a few really good folks, they bring an attrackbetter folk, so it's kind of a a catch. Twenty two, you start with a few reallybad apples. You probably never be able to build a good team, you to start witha a few really strong folks. They tend to bring and attract. You know the asbring the as so you know. I think anything that you can usescientifically today. You know to help you identify. You know the nextgeneration a successful rap, be sure to use it yeah and I think, there's a lotof them out there I mean mark, mentioned Thinkak and Dis and there'sobjective management group. If you're looking for specific sales, nough andthere's there's a whole bunch of them, the one I have a tendency to devaulteto like when I'm working with managers to help them understand. Communicationstyes went o tmy forest disk just because everybody Sii to know it, or atleast at least it be somewhat familiar with. But I'm curious from both of yourperspectives. Is there one and I'm not? I'm not. You don't need to plug anybodyif I'm putting on the span, but I'm just curious if, if there's one thatyou feel more comfortable with and it found to have a really good trackrecord, that fits well with kind of your view of how to use them and theyrtheir their accuracy and chat ill. You know I'll start withand it's not a plug, it's actually a company. I don't even really know, butI'm learning more more about them and that's Hogan so Hogan- and this iswhere it kind of comes to me- and this is where our relationships and ourfocuses help us with things we don't even think they're helping us with andfor example, for me, I work with a lot of private equity firms and bentorcapital firms and with the operating partners within those companies, andI've noticed that you know with all the...

...competition out there with assessmentsthat Hogan is moving to the top from the from the P perspective, and if youcan imagine an operating partner, that's hiring now for ten thirty orthree hundred portfolio companies, all at the same time. That really going toput the extra effort, I'm making sure it's the right tool, because they'regoing to have to roll it up, proll it out over and over again. So I think youknow, Hogan is one that that I would put out there. You know I can't giveyou as mith personal experience with, let's it but I'll tell you there. Thereseems to be a leadership there. The second one I do work more closely withthan that is finkx and they are building that private equity go tomarket type approach as well. So I think that's another one to to put outthere. Some love it. Thank you very much because I e I said, there's somany out there. People are always asking you know wha. U What do youthink? What are your guests thinks? I appreciate you letting me go off scriptand putting on spotwe'll get the envoices later onright right all right. So when, when thelisteners walk away from this podcast aside from obviously inspiring them tobuy the book, which they all should do, what three things do you want them toremember the most and I'll? Kick it I'll Kay Git to Paul first yeah. Ithink you know. Obviously we do want Hem to buy the book and I think they'llget a lot more out of reading through it, and hopefully everyone will haveyou know something that they get out of, but I think from my perspective, if wego into this next challenging year here in twenty one and there's nothing,that's going to get easier right about our profession, about our world, abouteverything, that's really going on an and if I go back to some of those courttenants of what makes you know, people successful in their job and what wetalked a lot about the mindset- and I really think that that's you know in myopinion, I look at these many different apters. That's one of the things that Ilook back and you know having that that mindset to be successful in thisprofession. The second thing is, and we didn't talk a lot about it. You know isresilience and I think, if we've learned anything this past twelve plusmonths but is being resilient and some folks just crumble, an the face of thisadversity and and others just you know, shine and I think, having that abilityto to bi be resilient is really you know so key and so important and whatwe do and then I guess lastly, just learn every day right if you're doingwhat we're doing just figure out a way to learn something. Every day and a Itell you when I do this mentoring I talked about earlier in the sessionchat. Is I look so forward to talking to some of these young folks? You know,and it's not just the giving back, but I learne something from these folks.Every day I mean you know it's hard to say, I'm trying to teach an old dog newtricks being at this for thirty something years. There's not much thatI don't know, but there's a lot. I don't know, and I, if you go into everyday, say shoot. I didn't know that and I just get so excited to learn more.You know some of it's just stupid stuff that I probably should have known ormaybe forgot twenty years ago, but just learn something every day and ifyou learn every day you get better and if you get better than you know yoursuccess and everything else follows so appreciatin ice nice all right markabout, for you, yeah and I'l JI'll jump around a little bit on it. The firstone I you know, I want to put out there and Paultois kind of echoes it and whathe does every day is just just be authentic. You Know B you and and findyour model in selling from who you are as a person, and you know, Paul HasBanbe as successful as you can be in cloud and SASS and he's still talkingabout his roots in South Philly, and I think that's sommannt. That's him andthat's what he's always going to be,...

...and that is just it just makes it makesyou more productive. It makes you feel better every day. So don't try to besomeone else. Paul touched on this, I think, went deeply enough and we'vediscussed it. But you know the mindset just do whatever it takes to get yourmindset the right way, a little bit of that is kind of drawing from SimonTonick, and you know Yo figure out your. Why? Why do you do this? You know what?If you do sounds for money? That's really what you want to do. Go! Do It! That's your driver! It's notme! It's not why I've done it, but you know if that's it, if you do this foryour family, if you do this to be able to like you, Chad to just be able to goout there and sop problems for customers, which is something I love aswell, that's great! Whatever your Wie isfigure it out. That'll help you get to the right mindset. The third thing isprobably the biggest thing. I think I can add to the sales reps out theretoday and that is embrace the technology, whether you're twenty twoor sixty two selling. You know what the technoloty is out there. This stuff iseasy for anyone. This is not h, not hesking. Anybody to go start writingcode, but embrace it because there are some incredible products out there. Youknow you look at just what a company like Outreachio has been able to dofrom the legeneration pipeline building perspective. You know: Go out therefind these these. This great teck go back to your Cero and say I need this.I don't care what it cost I needed, and if you can do that, heli'll tie it backone more time, you're going to be more productive, you're going to have moreproductivity, and that's what it's all about. I love it. I love it all right.So, let's Change Direction here. Little Bit, we ask all of our guests twostandard questions at the end of each interview, I'm going to div him upbetween the two of you, so this first ones for Paul and as a successful salesexecutive andsass and doing what you're doing that makes you a prospect for alot of people means a lot of people want to get. I front of you spend timetrying to sell you something I have no doubt so. I'm always curious to knowwhen somebody doesn't have a referral, they don't have a reference and theydon't have somebody who you know you know, there's not a network connection,what works best when somebody's trying to capture your attention and earn theright to time on your calendar yeah, you know it's. The thing that doesn'twork is the generic pitches and they just get so many of them. It's almostlike you, R, your light bulb just turns off, and you know- and so I and I feelbad too, because you always want to be nice, and you know you want to at leastyou know- maybe even educate them, even if you're not interested in buyingthat's one of the things I try to do, but when they're not prepared, I justlose patience and you'd. Be surprised how much you can find out today about apotential buyer. The information that's available, I mean we don't have anysecrets today. Right I mean, if you do your homework. You probably know you,you know my favorite color and everything else right. So you know thefolks who take the time- and I just know some folks who were sogood at doing the homework- that by the time they got in front of that prospect.The message was so tight that there was just no way the prospect couldn'tlisten or at least give the rap the opportunity and that's the way. I lookat it. If someone has done the homework and ther's coming back to me withsomething while they really did a lot of homework, and if this maybesomething I actually need, I'm going to be incredibly receptive to that personbecause they've done the whomework now. Obviously, if you have introductions-and you have background and all that it makes it a little bit easier, but forthe pure cold call ninety nine out ou hundred times it's just this regularpitch that comes at- has absolutely nothing to do with what I need or whatI'm looking for, and you can tell that they really haven't done much homeworkand then I immediately turn them off.

But I think you know I'm very open tosomeone who's done the homework who is creative in their approach and doessomething different. That gets my attention. Even if I'm not interestedin buying I'm goingto try to buy something because of their approach.Love it all right. So last question this one for you mark. We call it ouracceleration insight and you can tie BAC had think. I know whe Yo're goingto go with it, but you tie back to anything youv said before, but if therewas one thing one thing you could tell sales professionals that you believe ifthey listened to, would help them achiever excee their targets. Whatwould that one piece of information that one insight that one thing theyshould focus on be yeah? So, even though we wrote a book,that's very qualitative, I would have to still go back to a quantitative item,and that is it's still numbers game here. It sells and you know, tha thefirst thing. The easiest thing you can do to be successful as understand thatand be efficient, be productive and you know your nomotual will increase. Youknow this is it's there's nothing else. That impacts is impacts, performancefaster or more significantly, in the first bump than the numbers side,everything else to be the best to be a top performer at a sales organizationthat you know that that Te guy like Paul runs, you need to really figureout all this other stuff as well, but to increase O r your performance,twenty percent, get back to numbers. I love it. I love both those message beprepared and work. The numbers I have to tell everybody you need to know yourstats. You need a NI stats, you need it's the only way, it's the perfect andthat's where the tech comes back in Ght, especially like Menn, now re, that'swhere the tech and those those things become so critical for for salesprofessionals. Gentlemen, I can't thank you enough for being on the show today.Where would you like us to send people if they'd like to connect with you talkmore about you? The book obviously is ever available everywhere. Is there oneparticular place you get a bigger cut if they go to well Chad. The last thing we would wewould ever do to try to make money would be to write a book Ewe go that we knew that way at a time.So no don't matter of fact. We'e AV. Most of this t a this. What we're doingaround the book is all going to charity. So we don't Wen, not worried about thatyeah. You can get it on Amazon. You know that's the biggest it's startingto get distributed out to Barnes and noble book stores. We've been amazed athow many books that we've sold already and it's not three times it's ten or twentytimes more than we we ever thought we would a year in forget about two orthree months in so yeah, but you know we have a linked in paid selling thecloud you can get us there. You both have personal linked in pages. I I'llthrow my number out there. Anybody needs help it's seven, three, two, sixundred and six zero, nine, eight five and you can text me there we're here tohelp and the Paul's point before that's the reason we did this so wecan help inanyway Wlldo our best yeah that if there's anyone needs to reach out to me,you know I'm over at stripes, so it's Paul it stripes thought Io RCO, rathernot con, so Paul. It strikes Thot Col and be more unhappy to talk with any ofyour listeners. I love it again. Thank generall mark. You do exactly what I dowhen I get interviewe on podcast. I put my number out there because I'm like alot of people I'll actually answer my phone. If it's a robotyeahbut, you knowsomebody calls I'm willing, I'm willing to have a conversation now er give thima shot. Et' see how good they are o cod call, but I gogete gentleman cannotthank you enough for taking a time to be on the show. DAYIT's been anabsolute pleasure thanks cat same here. Thank you, Chud, all right, everybodythat does with his episode. You know the drill be to be revizeccom sharewith friends, family coworkers. Let your kids listen to it. Instead ofspend more time on screens do his favorite Lese review an itunes anduntil next time we ave vay selling... which will nothing but thegreatest success. You've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show, an itunes or your favorite podcast player. Thank youso much for listening until next time.

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