The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 9 months ago

Why Video Delivers a More Human Customer Experience w/ Darin Dawson

ABOUT THIS EPISODE

Before the pandemic, you used a variety of channels to connect with your prospects — many of them face-to-face. Then, once social distancing kicked in, you started pumping up the volume on your digital channels. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about the other 95%?

You don’t need more volume, you need more value — and video can help you deliver it.

That’s the core mission of Darin Dawson, Co-Founder and President of BombBomb, a human-centered communication platform enabling users to send video and rehumanize customer experience.

We discuss:

  • Why video works to rehumanize the customer experience
  • How to use video effectively
  • How video cuts down on volume and delivers real value, instead

Now that you have the tools to rehumanize your customer experience, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.

You're listening to the BB revenue executiveexperience, a podcast dedicated to helping executives train their sales and marketing teams tooptimize growth. Whether you're looking for techniques and strategies or tools and resources,you've come to the right place. Let's accelerate your growth. In three,two, one, we're fining your ideal customer fit to moving up market,from BC to be to be and everything in between and, of course,my favorite topic, customer experience, and maybe even a little discussion around customerexperience in depth. Who knows? So to help us, we have withUS Darren Dawson, cofounder and president of bomb bomb, a human centered communicationplatform that enables users to simple personal videos to leverage their best asset themselves,and he's also author of Rehumanize Your Business. There and thank you for taking timeand welcome to the show. Thank you, chat. Appreciate you havingme. I just quick correction now. My cml wrote that book. Idon't want to be taking anybody's Oh, it's our book, but I didnot write out even okay, and did you know? Never one. Ithink right. They're they're fantastic. I can't smell, so I just hadthem do it. They're grid. I appreciate that and I've had ethan onthe show, so I hope, I hope you will forgive me, butit is definitely one that's worth checking out for everybody. So please pick upa copy and then you can shoot Ethan a note tell him I screwed upand Tell Im Chad screwed up. So a good problem. So before wejump into the topic of the day, we always like to start with aquestion to kind of help our audience get to know you a little bit betterand would love to know and maybe in quarantine and covid and all that,maybe maybe found something new, but always surprised to learn what you're passionate aboutthat those that only know you through work may be surprised to hear about.Well, I do. I'm a history guy. I love reading history,so I don't know if I picked it up during covid. I definitely beenreading a few more books on that.

But you know, for me reallythe is tied into work, but I'm one of my were humanized shirt today. I think that's either what the reason we started bombomb fun story that maybepeople don't know about and is integral to conner and I is that he kindof want to go live in Africa and support a community there. He wentthere in a trip and met some people that were starving, frankly, andso there are a whole idea was to create a SASS company because that wasreoccurring revenue. If we could get that to like a five million dollar businessor even less, he could go live in Africa and I'd run the businessand you know, we could. That was a thing. And so wemade our business about rehumanizing the planet, because it's the goal for bomb bombis, that is to help people who are being the humanized. And sobombomb we support a community in Africa, that same community, but we realizedit was better to grow this business that could really help that more than kindof living there. And then we also help local nonprofits right like we supporta community here. It's called dream centers. They provide free health care for womenhere and Carl Springs, Colorado, and then Mary's home, which providesa home for homeless families. So that is bom bombs, big hair,a disious goal. I mean, I want to humanize your business with video, but want to do that so I can actually help these people that arebeing dehumanized all over our world right now. So that's kind of our things.That's what we do for fun. Then that that is that is noblepurpose feeding business right there. That is awesome. I mean, I meanit's just we love it. It's who we were and we just the reasonwe're in the videos. We think it's better to be facetoface with people,because humans are different, like we're. You know, we're we have intrinsicvalue and that's where the genesis of the idea came from back in two thousandand six, and we've it was. It was to enable those things andwe've kept with that. And so a bomb that's why you come to workevery day, because we're trying to rehumize the planet. Don't forget it.So that that's awesome. I mean,...

I've heard a lot of people talkabout noble purpose behind the business, but that has to be the most closelytied and Genesis Story I've heard. That hats off. That's really that's awesome. That's very crazy, very cool that we had the folks of bombomb lastyear's fun. They they adopted. Will Not we had the community adopt us. So we had these kids that live in Africa a adopt bomb bombers.It was really cool and so and it's kind of like a penpal thing,you know. So the kids got to choose what bomb bomb are they wantedto partner with. It was really a fun thing and so really galvanize thisidea of what we're trying to accomplish. And so it was fun. Yeah, that that is awesome. And so why video when the Genesis for thestart back two thousand and six and you were looking for and at first Iguess I should ask is is he living in Africa? No, he's not. We he's best couple times. No, our we've yeah, our friends havecome over and we're super close to them, but Um, no,he's not. He's living here in Colorado, like five miles down the road again. But we figured out like, wait a minute, we built thisbusiness more than five million dollars. We could really do some damage, right, like right, right. And so what was the when the I juststarted? Was it a round video? I mean, I understand the humanrehumanization, but how what was it about the video component that seems so compelling? Yeah, it was this idea we're both in sales and marketing and itwas you know, I think entrepreneurs we they solve problems that they see,and that was us. We were entrepreneurial. We've done several different businesses. Thisis definitely the best and biggest. But that that problem we saw washow can we be in front of more people more often with the message,a sales message, frankly, like you know, he had a hundred fiftycustomers. I'd I was running a sales team. Yeah, how do weleverage time rights as a resource? And we thought we'll Gosh, if wecould send this, and we knew that. You know, I think as salespeoplewe have abilities, right, like...

...you're good in front of people,you have passion, enthusiasm for what you do, and those things that it'stransfer of passions. He hasm the usually help people buy from you and wewanted to deliver that. We knew the email was. Email was the thing. This is like two thousand and six and so how do you do thaton email? Like, well, video video could do that. How dowe do that video email? And Connor Cobble together this, like we hostedit in a server in a closet. Mean, Youtube was private at thetime. It was tough and it was just a video of him saying I'mkind of couskey. You know. If if I can help you in anyway, call me at my personal number, and the pointed in the number iscrazy dumb. Sent as an attachment, which is a big deal, becausethat's why I was so short, because it's an attachment and this istwo thousand and six. Mean, I mean, okay, for perspective,youtubes, private, iphone, Gen one, no, no camera in it.We can was a big deal. We were too early. Chad wasvery early. Or Video. Okay, like now everybody is trying to dothis, but we were definitely old school. And Anyway, he sends out andeveryone was like this is amazing. How did you do it? Look, what service did you use to do this? We're like, wait aminute, this is a business and done. It was funny because because, again, we're always trying to find the business that fit the human eye right, this one's it, this one could do that, this one's yeah,legs, you know. And so we had careers. So we copled togethersome cash, through it in a trash candle, lit it on fire.That's how it was back then. I mean I felt like that because wehired developers. This was before this is all like so, like you dothis and you do this and you that wasn't like that then. It waslike venture capital, being like we're gonna fund that SASS start up for thezero revenue. Like no, right, there was no clean development line.So we really blew through like a hundred...

...grand of our own money. Thengot another friend of ours to come in. He's our third cofounder, Great Dude, Kevin Dibble. He had exited a business, he had some cashbut more importantly, he had ran development for that company. So he helpedthis formula in our first development team and really because he loved the idea andgot it going. So some of the fun's awesome, moomb right, likewe definitely torched on her grand personal money, easy, like like vapor. Mywife love that. She was like that's all. I'm sure she loveshearing that story. Loves the finally look back at that. I was marriedConnor wasn't you know? We were about that our first child. You know, he's say, God, it's fun back all right. So now fastforward. We fast forward to today and we've definitely had, I mean thelast fourteen months have been quite a ride for all of us. Have youseen a huge uptick change in the way people are approaching video responsiveness to it? Maybe that has the has changed over the last say, twelve months interms of way people are using it or leveraging it or engaging with it?In some ways, yes, in some ways. Know, I think thatthe pandemic created a necessity to the original need of being facetoface more often andthen in a place where you couldn't be. For us it was like we'd haveenough time to be facetoface all the people we needed to be. Ithink with a pandemic it caused a problem of I need to be facetoface bycan't be. So we're going to use zoom to be facetoface. But like, how can I deliver this in again, time becomes this interesting constraint. It'sa constraint, not like it's a constraint in that time and distance,like I want you to get my message and hear it and and and receiveit on your time. But again, I have all this freedom now,like I can working from home, like my days are more compact, Imight might work later at night, so there's this different so the person youmight be trying to contact, what are...

...there? What's their difference? DIFFERENCEIN TIMES? That makes sense. So this, yes, synchronous video reallycaught on more in the mid market, right, or enterprise companies. Ithad an immediate need for that. So we really grew in last two anda half years, really even before the pandemic. We're really growing there,but even more so now, growing that in that sector we were very muchbefore we call it vs be, very small business realists, are Solo Preneurs, right. Real estate mortgage title huge for US Financial Advisors. These folksthat needed to communicate in a personal way to it. There people, youknow, their sphere of influence or database or whatever it might have been.And so we really have pivoted in the last two and a half years upmarket from this vsb thing where that was the need. It was a greattool for that because it was this relationship builder. You know, they getreferral based. I need referrals more. Is a big part of their business. And now we saw though the pandemic more drobe this need for asynchronous facetoface. Right, I'm not going to jump it up plane right doing the dinnersanymore. So I think bomb, bomb, you know, helps that need rightnow and I think that's not going to change. You mean it's growing, right? Yeah, it's definitely growing. I mean, and what's been interestingis, all right, so, for the first time, I wantto say in recorded history, but I don't know that that's true, wehave a true global shared reality. Right, everybody has has experienced this pandemic inone way or another. It's shut things down. What we've noticed isthat that time component that you're talking about and which is critical, we actuallyjust had a meeting the other day where we're talking about you know how muchtime I'm saving not running from here to the airport, going through securities,sitting and waiting, getting on a plane, flying somewhere, finding a cab,grabbing my luggage, if I checked it in right, and then spendingall this time hotel. I'm not wasting that time. So right I'm actuallyseeing more impact of the business. The challenge becomes how do you continue tomaintain those connections that everyone was used to doing when we press the Flash,when we used to go out and have...

...drinks together or go to dinners,and I think everybody getting used to zoom is one thing. I like theasynchronous component of it. Now when we talk about going up stream, whenyou can go from VSB and go up market kind of how have you guys? Have you approached that? How is it changed anything for you with thebusiness, the way you position it? Where the uses that even that you'veseen, for the way people are using the video? It was it wastough. I mean the toughest thing is he had this internal biased mindset towardthis. Right, we were very, very, very good at this,like we understood their problems. We but those problems are different up market,and so I actually we hired a firm to help us walk through that andconsult us through just the vernacular, I mean in really working through my executiveteam, like we need to lead here and not use these words anymore.It's where we have vsb in s and being and let's adopt this and makeit part of the culture. That was very difficult. took a year anda half and we're still doing it. Right. I still like that.That's our old bias, you know, applying these ideas that we've be could. We've done this for a very long time now. Right, right.And so now going to the market, thinking through these critical moments in eithera sales process or even in a customer ex success process, given the executiveprocess, where where we need to inject a human I think in the asynchronousway, and I think it's a double back on you. Yes, one, are the some of the things we're seeing. You know, used tobe maybe, say we were I was trying to get you two have meanwith me or and talk about what we did. I'd have been with you. You'd arrange another meeting with these other people. Maybe, like there's thisstep, step step in our sales process. I think those things are now becominglike more not like you send the video and that video can instantly beshared with that other buying group or whatever it is, and it's succinctly collapsesthat that time. So we're seeing that...

...happen, using this in that way. So I think as long as my one issue that I see more andmore here is that we're using video as a as a as a video voicemail, right, like are we're just repeating whatever that script was in the textemail, right. I think that's horrible, like like we need to be morevaluable. They're like you have the opportunity and this whole thing where theview needs to be one minute. Maybe, maybe it needs to be a minute. But if you're delivering value and you believe the value that you're deliveringand you can use passion enthusiasm, because you're a salesperson after all, let'sdeliver that and then, you know, ask that it be shared other peoplein the community in their environment. Not who else should I talk to you? Well, could you share this video with them? Maybe it's a screenshare, maybe it's what is the value you're bringing? I think that's soimportant when in the sales process. So I think that's how we do shouldbe used, not just whatever you're saying on the phone or whatever you're sayingin the text email. Right. So I think it's just well, that'sa mind shift. It is a definite minds if people this is where we'relike preaching, because we believe, whoever right and wherever, we've been doingthis a long time. So one of our core competencies is be the guide, guidance to success, like we want to. First of all, you'reafraid of being on camera. Everyone is. So we got to get you overthat and then we got to tell you what don't do this, dothis, and you know in the customer I love customer experience in this contextbecause there is no better customer experience than the human experience people I want,I think they want to experience you in a your business in its human missand it's brand. Okay, but the brand should be your people, itshould be your culture. Should be breathed out through them. And when theycan't go and and see you at a trade show, well, how canwe get excitement around our brand? Passion for the brand? I think peoplestill, if you believe that people still...

...buy from people they know, likein trust, you should think about using video on that contact, I think, to make sense. I know't we're jumping through a lot of well,no, it's it's great. I mean it's great when you think about thecustomer experience angle of it. Now I love the topic of customer experience,but I almost I also felt as we were getting into the pandemic, itkind of became a buzz word like it. People would talk about it but theydidn't understand everything that would go into it or how to optimize it,you know, stuff like that. But I feel like now, with thepandemic, you really don't have a choice. Like, you can't this frinching onsomebody of your you need to have a chief customer experience officer. Youneed to think about that or that needs to be a part of someone's roleat the sea level. I believe that. Yeah, absolutely, I mean,because how else you can't have your people take them to a well,take him to a baseball game or football game or, you know, smooththem that way. This, this really is about that touch point, thetouch point of making sure it still remains human to human and said that experiencebetween memory, turned off contract, like that's the renewal of it. Right'sfocus on the sales part of it. But like, okay, what's theon boarding feel feel like? What is that C USM Curly Business Review feellike? Do I like you, like still might call me craze, veryimportant, but the machines won't be able to do that. I'm sorry,like I don't, because a lot of people like Ai. I'm like,yeah, you're right, there's a play's for but not here, like nright, Yep. And so do you have stats that you can share withthe audience? But I don't know if it's pretre pre pandemic or during pandemic, or just stats on effectiveness of using video the right way, not asa voicemail, but anything that you can share to kind of illustrate it forus. The one thing I can offer you is that we did. Wejust have a large customer and before they...

...were a customer, ran we're ina pilot, but we ran a control group and the pilot group, andbasically the control group, you know, three times email scent created twelve,top twelve percent less pipeline. Then the pilot group using video, so saying, you know, the pilot group sent three times fewer emails but created twelvepercent more pipeline. So less volume. And what I mean by volume isthis when we, when you and I maybe get off of this time togetherand I go into my inbox or in my linkedin or text or whatever,what will be there? Just a just a pile of stuff, right,like okay, boom, boom, boom, boom, boom, like I I'llhave six and you know easily that trying to and they're all saying thesame thing. So what this hells you is that what I called digital lessdigital pollution, because this is digital pollution. Guys, like I'm sorry this muchin round for a cold outbound, or the fifty phone numbers. Iget that. I don't know. I never, I literally never answer themanymore. Was the last time you answered the phone call from some of theydidn't say wife or like best friend, like it just doesn't happen. Thenlinkedin is just polluted. It's just being polluted. We're being I got atext yesterday for Free Hulu for a year. HMM, that sounds right. Idon't believe you. I don't believe you. So that with this tellsme is that human connection? You can actually dial up back. So,because what's the end of it? Chad like, like it's the packalypse.It's like nuclear it's like we're just going to send more emails, more Linkedinaor text it, because we're okay with a freaking five percent open rate ortwo or whatever, but we forget about the ninety eight percent that hate you. What you we send them like ten...

...more, okay, they didn't openit. Sent ten more and column. I don't know. We got tofigure out a different way. I don't know that this is exactly the solution, but I can tell you it took them less volume to create a betterpipeline, and this was in a sales context. But I also think that, and I'm I get my own biased, but quantify to me, please,the telephone right now in your business, or quantify to me email. Wehave to find a different way to communicate that's more human, the humantransparent, I think. I think in my opinion, and we're jump arounda bit here, but when you look at what Tim Cook is saying aboutprivacy, Google, you know three days ago to have said we're not goingto let you track people through these websites anyway, and the year we're goingto be out of that business. I think that video is the is thenext authentication of real people, like, because if you open your email rightnow, do you actually think that that person sent it or was it said? Well, you could, yeah, you can tell the automated crap soeasy exactly. And that's getting, you know, used to be at worked, but we're getting, we're like getting very tuned to it now. Andnow there's this deep faking stuff where, yeah, you know, President Bidensaid that, but was it him? But like, but it gets ashared. Well, actually what he said, they just took his words and madehis face say it. So I think there's something around or videos goingto be the authenticated part of communication. I will know it is for meand from this person to me when it's the video. And I think youknow we're into we call it human center communication. Really, that idea isthe idea that the recipients needs are more important than the senders. That's whatwe mean by that and I don't think right now we mean that. Rightnow we are we are gun ho on. I got my quarter of the meetthis many outbound touch is but a...

...little bit. You know, theygot a hit the number. It's all about me. If we flip thatjust just once, I beg of you listening to say what you know.How can I help the recipient right now? This, this is empathy people,when we need more of that in this world that we need anything,and empathy for the person in the other end. What are they trying todo? How can I, how can I help other people succeed? Man, if you send that message, I don't care what medium you send it, I think you're a better results. Yeah, when it's all about it, it's so far. I'm sorry. Well, no, I it's andit's one I can get on. I mean I'm right there with you,because have you seen the social dilemma on Netflix? If you watch that movie? Yeah, so my in by the way, my wife is a highschool counselor. Of the goodness of her heart, I've been trying to gether to quit that job forever. She doesn't. True, lots of it'srough. It's rougher than ever been into that end of that sourcial dilemma.Dude, like we are is bad out there, okay, yeah, it'sbad and business. It's just, you know, yeah, we're in Imean we basically we're in this world where everybody has their own reality and it'sand I can and I can duct lip my face and put it on inscramming, make my running through all types of filters. I could do atick tock whatever, and it and it. It seems to create this fake senseof reality, this fake sense of your life, which has true negativepacks on how we interact with and empathize with other human beings. That's it. So, Noman, we're seeing the negative scheft. Yeah, Oh,yeah, no one's considering the negative effects of all this. If it hasa five, ten percent, what's good enough? Yeah, it's twenty percentopen right, and get enough. Twenty Percent Response Gonenough. What about eighty? But what about the eighty? I don't know what just what about it? Like, what do we think? Do Care? Did we even thinkabout the eighty or did it? All we care about was our need,which was the ten or the five that...

...opened it. And then when youapply it personally, like there is trauma being created here. I'm sorry,like so this is this is digital pollution. That's why I kind of encapsulate withthis digital pollution everywhere, and I want to I would love to seethat go away. Yeah, I am. I am with you one hundred percent. So when we think about the business, we think about, youknow, bomb going into two thousand and twenty one and beyond. What's kindof the guiding light, the big target, the thing you're working on for totake the business to the next level? Yeah, I think it isn't alongthese lines that I do think that video in the future is authentication.Right, it is. I could see in financial services, where right nowthey're very tended to use video. I could see that being it has tobe a video or it's not me. You know, how do we makesure that we're not faking people out of their funds because that they're getting moreadvanced to. Okay, so how do we make sure that it's not adeep fake from my financial planner? And so it's some sort of protocol aroundvideo being mandatory for authentication, for identity, and that's right. I see likethis privacy thing becoming very much a part of our lives. My honorprediction might be the email might be very popular again, because it's the platform. You own that. Yeah, facebook, you know, they own that.What's the one that you own? Still? That's your database. Imean that's that might seem crazy old school, but it is going back aways.But it makes sense when I read that. Okay, I can nolonger put an ad to you after you've been here. Well, I'M gonnago back to email. Maybe, I don't know, but at least thedatabase that people who have opted in to talk to me again. We've gotaway from that. To you, like who is given permission to communicate?Like that's going to become a thing again. If you're at yeah, if you'renot considering permission in a big way, permissions, it's right around the corner. I don't see how it's not.

You know so, I think,specially with all the changes. So I'm more thinking about those things.We're thinking about identity, authentication, permission. How do we create threads that arepermitted in secure? The other thing we're spending a lot of time ona security we want to be the most secure video platform, so bar nonelike you use. Do you know we've we began the company we started inreal estate. That led us being a mortgage that led us to being infinancial services. We have a lot of history there working with those professionals fromour biggest customers are financial services and mortgage customers. In the security that we'vehad to go through to get there, I think it's going to help usin what we're talking about here in this where I think that's going to beapplied in a great, greater skin to everybody. Yeah, absolutely, absolutely. All right, so let's change direction here a little bit. We askkind of all of our guests to standard questions the end of each interview,and this kind of goes to the digital pollution that we were talking about.As a as a cofounder, as the big, you know, the bigKahuna that makes you a prospect for a lot of people and some always laysto know. When somebody doesn't have that trusted reference, referral from somebody,how did they go about capturing your attention and earn the right to time onyour calendar? Well, you know, be of value in abundance will follow. That is our marketing mantra. I really believe that. I mean takea second in I just think less is more. And how how can youhelp or what can you tell me? Give me an example, a usecase, be more thoughtful. I think we're playing it. I just seeit as I am a number and the numbers game and more and more thatjust not going to stick, you know, right. So I just get usedto click, click, click, shift, e lete. Yeah,subject line. Yeah. Well, it's...

...funny because you went you were talkingwith stats, the sauce stats a can and I can't remember where I sawas I can attribute it, but before covid email open rates were roughly thirtysix percent, thirty to thirty six percent. COVID hits they drop to six percentopen. Right, we're having talking response rate. Response rates are allsub one percent, but just open rate is six percent, and so youreally have to be valuable in the shortest amount of words in that subject lineand that's that takes some skill. So yeah, I think you know,if you're running a BEDR team, we're going, okay, well, Igot what am I going to do? Increase and I'm going to just soeveryone's going to disagree with you. This is a Potul like you're going toincrease the volume of stuff, but I'm gonna say maybe decrease. But justknow your identity, your ideal customer profile with the problem you solve for themand bring valuable assets and know that the time horizon of which that might transactis not today. And so right. I mean you got to play thosethat formula out, you know, and then try and think about it inthat way. I think that's tough for people. I get it, andespecially when you're I have a great asset in my life. We do nothave venture capital and I got it. I'm running a profitable business. Thatthat's bonkers. Maybe dine over were we want profitability and we can choose todo that, but and we're blessed for it. But Gosh, I thinksometimes you know you're trying to hit the number and like how am I goingto do that? So I'm going to increase this volume, and I thinkthat's what happened in Covid okay, oh, we can't go anywhere. Release thehounds. Big Guys saying. I think there's this going to be this, you know, inverse thing that happens here has to, I mean,because we're not opening it. I mean we're okay with five percent, likeOh, the you know, maybe if we send more, and we gotto just send more. Ye, it's kind of fun to think about.But all right, so you gotta hit...

...the number. What am I gonnado? But, man, think about being more thoughtful. That's how you'regoing to get to me, and I like that. Right. It's theauthenticity, it's the humanization. The Be Hu got to be don't, don'trely on the Damn Tech. Yeah, I mean in the text good,but the messages sometimes, I mean I'm not we use outreach, but wedon't. I don't blast like it's some we got to be more thoughtful.But my body our teams on board, like I don't have a a hugeBEDR team either. We think that if we get to the right person andwe've gotten narrow enough on our idea, our customer profile, that will beokay, and that's not so far. We are so perfect. All right. So last question. We called our acceleration insight, and I think Iknow where this is going to go, but I'm going to ask it anyway. If you could tell sales, marketing professional services people one thing, youonly have one piece of advice you could give them that you believe, ifthey adopted or listen to it took to heart, would actually help them exceedtheir goals. What would it be, and why? Yeah, be yoube real. The I think it wins. I know it does. It's alwayswork for me. I like a try and be a very real personwith open book, and I think that's what people want. You know,think there's a lot of posturing and this going on. The more real itcan be if you focus on helping other people and being a value and beingempathetic. Again, put the recipient first, not the quota. I think asa sales professionals like if you're not goal oriented. I always tell myselfpeople, look, if your quota is your goal, that's the only goalyou have, it probably is not going to work out. You know that. That's that's like you don't get fired if you meet this and so whatI mean by that like if the if the volume of things you have todo, are your goals, you have to have something else, and Ithink that makes you think about maybe the...

...other person having empathy for the peopleyou're working with and truly believing that you're going to help them. And youbelieve that. And so if you're working at a job that you don't believethat, if you work the bombomb and you think that I would tell youto quit today and like leaving what trap? Would I do it all the time? I'm quite you should. It's you know, you got it.Otherwise it's not going to feel it's not going to come across right. SoI don't know if I gave you a suctinct answer, but I think empathyput a recipient first, be a valued abundance will follow. All of mysales goals I made were because I want you to win. I want youto win now, I want my team to win. So they know that, like, I'm going to do everything I can. That's my role todayas a leaders help them win. But you gotta have goals, whether that'slike we're going to buy the house, I'm going to buy the car,we're going to give this to this charity, but you know, family, I'mgoing to take a trip. You got to have those goals and thenapply that goal to the quota and then being a pathetic and solve problems forpeople. I think it's more than one answer. There's complex, right,awesome, no, I love it. I love it. I would,I suppose, say thank you very much for taking time to be on theshow. I know it took a couple of times to get its scheduled,but cannot thank you enough for taking time. It's been great to have you onthe show today. Chat. That's awesome, man, it's good tomeet you all right, everybody that doesn't this episode, you know the drill. CHECK US OUT A BE TOB REV exactcom share with friends, family,Co workers, like your kids. Listen to it so they're not on screensuntil next time. We wish, I'll nothing but the greatest success. You'vebeen listening to the BB revenue executive experience. To ensure that you never miss anepisode, subscribe to the show and Itunes or your favorite podcast player.Thank you so much for listening. Until next time,.

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