The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 7 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 BTB revenueexecutive experience, a podcast, dedicated ELP, I executives train theirsales and marketing teams to optimize growth. Whether you're looking fortechniques and strategies were tools and resources. YOUV come to the rightplace. Let's accelerate your growth in three to one fer Figting, your idealcustomer fits and moving up market from BDC to B, to B and everything inbetween an of course, my favorite topic customer experience and maybe even alittle discussion around customer experience in depth. Who knows so tohelp us. We have with US Daren dos, an cofiuner and president of Bombam, ahuman center to communication platform, thatenables users to simple personalvideos, to leveage their best asset themselves and he's also author ofRehumanize, Your Business Daren. Thank you for taking time and welcome to theshow. Thank you. Yo had t appreciate you having me just quick correction.Now My cmal wrote that book. I don't want to be taking anybody's. Oh Y, it'sour book, but I did not write out even okay eat Om Baut did you know NeverWanto, Tak Ri there theyrefantastic. I can't spell so I just had them: do itther grive. I appreciate that and I've had ethen on the show. So I hope I hopehe will forgive me, but it is definitely one that's worth checkingout for everybody. So please pick up a copy and then you can shoot ethin anote tellhem I screwed up and tell him chats crewed up, it's all goodso.Before we jump into the topic of the day. We always like start with thequestion to kind of help our audience get to know you a little bit better andwould love to know and maybe in quarantine and Covid, and all thatmaybe maybe found something new, but always surprised to learn what you'repassionate about that. Those that only know you through work may be surprisedto hear about. Well, I do I'm a history guy. I love reading history, so I Idon't know if I picked at up during Covi B. I definitely been reading a fewmore books on that, but you know for me...

...really: The is tied into work, but I'mon of mind re humanized shirt today, I think that's either t the reason westarted. Bombom Fun story that maybe people don't know about and hisintergrirl Tha counternig is that kind of want to go, live in Africa andsupport a community there. He went there in a trip and met some peoplethat were starving frankly, and so there or a whole idea was to create aSASK company, because that was reoccurring revenue. If we could getthat to like a five million dollar business or even less heould go ip inAfrica and I'd run the business and you know we could. That was a thing, and sowe made our business about rehumanizing the planet, because it's the goal forBombom is that is to help people who are being the humanized and so bombam.We support a community in Africa that same community, but we realized it wasbetter to grow this business that could really help that more than kind ofoliving there, and then we also help local on profits. Right, like wesupport a community here, it's called dream: Centers. They provide freehealth care for women here in Carlo, Springs, Colorado and then Mary's home,which provides a home for homeless families, so that is bom bom's bigharradishes goal. I mean I want to rehumanize your business with video,but want to do that, so I can actually help these people that are beingdehumonized all over our world right now. So that's kind of our thing tthat's what we do for fun, then that that is that is noble, purpose, feedingbusiness right there. That is iti! I mean I mean it's just we love it. It'swho we were, and we just the reason we're in the videos. We think it'sbetter to be faced to phase appeopl, because humans are different. Likewe're, you know, we have intrinsic value and that's where the genesist ofthe idea came from back in two thousand and six and we've it was. It was toenable those things and we've kept with that and so at Bom Bom. That's why youcome to work every day because we'retrying to rehumnize the planet,don't forget it! So not yeah!...

That's awesome! I mean I've heard a lotof people talk about noble purpose behind a business, but that has to bethe most closely tied and Genis this story. I've heard that hat's off.That's really that's awesome, that's very crazy! Ye C Eotta we had the folksOfbomon last year as fun. They they adopted. Well, not we ad the communityadopt us. So we have these kids that live in Africa, adopt bombombers. Itwas really cool and so and it's kind of like a penpal thing, you know so thekids got to choose what bombbomber they wanted to partner with. It was really afun thing, and so it really galvanized this idea of what we're trying toaccomplish, and so it was fun yeah that that is awesome, and so why Video Wen, when the Genesis for thestar back two thousand and six and you were looking for and t first, I guess Ishould ask: Is he living in Africa? No He's not. We he's Bo couple times. No, we've yeah, our friends have come overwe're super close to them, but no he's not he's living here in Colorado likefive miles down the road again mo we figured out like wait a minute. Webuilt this business more than five million dollars. We could really dosome damage right like right right and so what was the when the ideastarted? Was it around video? I mean I understand the human rehumanization,but what was it about the video component that seemd so compelling yeah?It was this idea we're both in sales of marketing, and it was, you know, Ithink, entremeneurs they solve problems that they see, and that was us. We wereon fenreal. We've done several different businesses. This isdefinitely the best and biggest, but that that problem we saw was. How canwe be in front of more people more often with the message, a sales message.Frankly, like you know he had a hundred a fifty customers. I was running asales team yeah. How do we loverage time right as a resource, and wethought well Gosh if we could send this, and we knew that you know I think, assales people, we have abilities right,...

...like you're good in front of people, youhave passion, enthusiasm for what you do and those things T it's transfer ofpassion, enthusiasm. They usually help people buy from you and we wanted todeliver that we knew thet email wasn't email was the thing. This is like twothousand and six, and so how do you do that on email like well, video videocould do that. How do we do that with vio email and I kin er cobble togetherthis, like we hosted it in a server in a closet, I mean youtube was private atthe time it was tough and it was just a video of him saying I'm Koner Bkoky.You know if, if I can help you in any way, call me in my personal number andhe playit in the number is crazy, dumb sent that as an attachment, which is abig deal, because that's why I was so short because therewas an attachment-and this is two thousand and six mean- I mean okay for perspective- youtubesprivate, iphone, Gen, one, no, no camera in it. Loan was a big deal. We were too earlychatas very early for video, okay like now, everybody is trying to do this,but we were definitely old school and anyway, he sends out- and everyone waslike this is amazing. How did you do it k? What service did you use to do thiswer like wait a minute? His is a business and it was funny becausebecause again we're always trying to find the business that fit therehumaneze like this one's it. This one could do that this one's got legs, youknow, and so we had careers. So we coupled together some cash, threw it in a trash, can lit it on fireElyikethat's how it was back that I mean I felt like that, because we hireddevelopers at this was before this is all like. So like you do this, and youdo this and you didn't that wasn't like that! Then ite was like venture capitalbeing like we're GOINGTO fund that stas start up for the zero revenue like noright. There was no...

...clean development line, so we reallyblew through, like a hundred grand of our own money, then got another friendof ours to come. In He's our third CO founder, Great Dude, Kevin debl. He hadexited a business, he had some cash but, more importantly, Hehad ran developmentfor that company. So he helped this formillion, our first development teamand reall, because he loved the idea and got it going so some of the funat's awesome m right, like we definitely torched a hundred grandpersonal money, easy like like vapor, my wife, love that she was like. That'sall I'm sure she loves hearing. That story loves the finally look back at that. Iwas married kind. Er! Wasn't you know we 're about that er? First Child, youknow he's sayin, God, it's fun, a yeah all right so now fast forward. We fastforward to today- and we've definitely had I mean the last fourteen months-have been quite a ride for all of us. Have you seen a huge uptic change inthe way people are approaching? Video responsiveness to it? Maybe thet hasthat has changed over the last say twelve months in terms of way peopleare using it or leveraging it or engaging with it in some ways. Yes, indsome ways know. I think that the pandemic creatednecessity to the original need of being faced to face more often and then in aplace where you couldn't be. For us, it was like we DD have enough time to beface to face all the people we needed to be, I think, with a pandemic, itcrause a problem of I need to be faced. Tat. Faceby can't be so we're going touse ZOM to be face to face, but like how can I deliver this? An again timebecomes is interesting constraint, it's a Constrainn, not like it's aconstraintn that time and distance like. I want you to get my message and hearit an and receive it on your time. But again I have all this freedom. Now,like I can working from home like my days, aremore compact. I might I might work later at night D, so there's thisdifferent, so the person you might be...

...trying to contact what are there what'stheir difference difference in times that makes sense. So this ye sekerness,video really caught on more in the mid market right or enterprise companieshave had an immediate need for that. So we really grew in the last two and ahalf years, realy, even before the pademic were really growing there, buteven more so now growing that in that sector we were very much before wecaught vsb, very small business realist or Solo preneurs right real estatemortgage title huge for US Financial Advisors, these folks that needed tocommunicate in a personal way to it their people, you know their sphere ofinfluence or database or whatever it might event, and so we really havepivoted in the last two and FALF years up market from this vsb thing wherethat was the need. It was a great tool for that because it was thisrelationship builder. You know they referral based. I need referrals. Moreis a big part of their business, and now we saw, though the pandemicmordrove. This need for Asynchronis face to face right. I'm not goingtojump in a plane, we're not doing the dinners anymore, so I think bombom youknow, helps that need right now and I think that's not going to change. Youmean it's growing right. Yeah, it's definitely grow. I mean and what's beeninteresting. Is All right so for the first time I want to say in recorded history, butI don't know that that's true, we have a true global shared reality right,everybody has has experienced this pandemic in one way or another. It shutthings down. What we've noticed is that that time component that you thatyou're talking about which is critical, we actually just had a meeting theother day where we're talking about. You know how much time I'm saving notrunning from here to the airport, going through security sitting and waitinggetting on a plane flying somewhere finding a cab grabing my luggage. If Ichecked it in right and then Spendin all this time in a Tel, I'm not wastingthat time. So's right, I'm actually seeing more impact to the business. Thechallenge becomes. How do you continue to maintain those connections thateveryone was used to doing when we...

...press a flash when we used to go outand have you know, drinks together or go to dinners, and I think everybodygetting used to zoom is one thing I like the asyncrinous component of itnow when we talk about going up stream, we yeed to go from VSB and go up marketkind of how ever you guys have you approached that? How has it changedanything for you or the business? The way you position, it were the uses thateven that you've seen for the way people are using the video it was. Itwas tough. I mean the toughest thing is th Yo. Have thisinternal bias mindset toward this th right? We were very, very, very good atthis, like we understood their problems, we, but those problems are differentmarketand. So I actually, we hired a firm to help us walk through that andconsult us through just the venacular in really working through my executiveteam, like we need to lead here and not use these words anymore. It's where wehave vsb and Snbin and let's adopt this and make it a part of the culture thatwas very difficult, took a year and a half we're still doing it right. Istill like that. That's our old bias. You know applying these ideas thatwe've, because we've done this for a very long time now right, iht and sonow now going tup market thinking through these critical moments ineither sales process or even an a customer ex success process, even theexecutive process where, where we need to inject a human, I think in the asynchronistway, and I think it's a double back onyou ask we the some of the thingswe're seeing you know used to be maybe say we were. I was trying to get you tohave man with me or and talk about what we did. I'd have a mean with you, you'darrange another meeting with these other people, maybe like there's thisstepstep step in our sales process. I think those things are now becominglike more, not like. You said the video n that video can instantly be sharedwith that other buying group or whatever it is, and it's susinctlycollapses that that time so we're...

...seeing that happen using this in that way. So I think, aslong as my one issue that I see more and more here, is that we're usingvideos a as a video voice, mail right, like Allh, we're just repeatingwhatever that script was in the text. Email right, I think that's horrible,like like we need to be more valuable there, like you, have the opportunityand this whole thing where the V needs o be one minute. Maybe maybe it needsto be a minute, but if Youre delivering value, you believe I the value thatyou're delivering and you can use passion, enthusiasm because you're asales person after all, let's deliver that and then you know ask that it beshared o other people in the community in their environment. Not who elseshould I talk to 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 so important in the salesprocess, so I think that's how of video should be used, not just whateveryou're saying on the phone or whatever you're saying in the text? Email right,so I think it's just on that's a mindshift. It is definitelymindshifpeop. This is wherewere like preaching because we believe WeververOcour we've been doing this long time, so whatever our core compeencies is bethe guide guidance to success like we want to, first of all, you're afraid ofbeing on camera. Everyone is so we got to get you over that. Then we got totell you a don't. Do this? Do this and you know in the customer. I lovecustomer experience in this context because there is no better accustomerexperience than the human experience people I want. I think they want toexperience you in a your business and its human ness and it's brand okay, but the brandshould be your people. It should be your culture, it should be breathed outthrough them and when they can't go and and see you at a trade show well h. Howcan we get excitement around our brand passion for the brand? I think peoplestill if you believe that people still...

...buy from people they know like in trust.You should think about using video. In that context, I thinkto make sense. I knower jumping through a lot of well no, no tit's gre. It'sgreat. I mean it's great when you think about the customer experience angle ofit not. I love the topic of customer experience, but I almost I also felt,as we were getting into the pandemic, it kind of became a buzz word likepeople would talk about it, but they didn't understand everything that wouldgo into it or how to optimize it. You know stuff like that, but I feel likenow with the panemic. You really don't have choice like you can't Thi Frentiton somebody of your b. You need to have a chief customer experience officer.You need to think about that, or that needs to be a part of someone's role atthe sea level. I believe that yeah absolutely I mean, because how else youcan't have your people take them to a well take them to a baseball game orfootball game, or you know Shmooz Hem that way this. This really is aboutthat touchpoint, the touchpoint of making sure it still remains human tohuman and so that experience between Memore turnd of contract, like that'sthe renewal of it right focus on the sales part of it, but like okay. What'sthe onboarding feel feel like what is the CSM curly business review feel like do I like you like Si important, but the machines won't beable to do that. I'm sorry, like I kno, because a lot of people like Ai, I'mlike yeah, you right, there's a place for it, but not here like that righthere, Lik Yep, and so do you have stats that you can share with the audience,but I don't know if it's preer prepandemic or during panemic, or juststats on effectiveness of using video the right way, not as a voice mail, butanything that you can share to kind of illustrate it for us yeah. The onething I can offer you is that we did. We just...

...have a large customer, a d beforetheyre a customer ran were oing to pilot, but we ran a control group andthe pilot group and basically the control group. You know three times theemail sent created: Twelve twelve percent less pipeline than the pilotgroup using video so saying you ow, the pilot group sent three times feweremails, but created twelve percent more pipeline, so less valley, Yumg, andwhat I mean by volume is this when we, when you- and I maybe get off of thistime together and I go into my inbox or in my linked in or tax or whatever,what will be there just a just a pile of stuff right likeokay, boon, bon bum, Bom Bun like I'll, have six and you know easily thattrying to and they're all saying the same thing. So what this hells you isthat what I call digt last digital pollution, because this is digitalpollution, guys, like I'm sorry, this much inbound for cold out bound or thefifty phone numbers. I get that I don't know at. I never, I literally neveranswer them anymore, where's. The last time you answered a phone call fromsome of they didn't, say, wife or, like best friend like it just doesn'thappen, then Linkedin is just polluted, it's just being polluted rerbeing. Igot a text yesterday for Free Hulu for a year HM. That sounds right. I don'tBlake. I don't believe you. So what this tells me is that humanconnection, you can actually dial back so because, what's the end of it Jadlike is it like? It's Te pacalyps is like nuclear. It's like we're justgoing to send more emails, Lor, Linktin or text it, because we'reokay with a freaking five percent, open right or two or whatever, but we forgetabout the ninety eight percent that...

...hate you yeah. What av you we send themlike ten, more okay, they didn't open it, send ten more and call them. Idon't know we got to figure out a different way. I don't know that thisis exactly the solution, but I can tell you it took them less volume to createa better pipeline and this is an a sales context, but but I also thinkthat an I get my unbiased but quantify to me. Please, the telephoneright now in Your Business, por quantify to me email. We have to find a different way tocommunicate. That's more human human, transparent. I think I think in myopinion and we're jumpg around a bit here, but when you look at what TimCooka saying about privacy, Google, you know three days ago to have said we'renot going to let you track people through these websites anyway, in t eyear we're going to be out of that business. I think that video is the isthe next authentication of real people like because if you open your emailright now, do you actually think that that person sent it or was it Sexawhetl? You could yeah. You could tell the automated crap so easy exactly andthat's getting. You know used to be at work, but we're getting we're likegetting very tuned to it. Now and thow there's this deep faking stuff, whereyou know, President Biden said that, but was it him but like, but in thegets a Shar was actually what he said. They just took his words and made hisface, say it so I think there's something around wore videois going tobe 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 you know we'reinto- we call it human centeran communication. Really. That idea is theidea that the recipients needs are more important than the cenders. That's whatwe mean by that, and I don't think right now. We mean that right now we are. We are a gun Ho ongot my quarter of the meat. This many...

...outbound touches bun a little it youknow got that mad number. It's all about me if we flip that, just justonce, I beg of you listening to say what you know, how can I help therecipient right now this? This is empathy people and we need more of thatin this world than we need anything empathy for the person in the other end.What are they trying to do? 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 thinkyou're GN Hav, better results, yeah Wel, it's all about it. So I'm sorry! Well,no, it's and it's one I can get onto. I mean I'm right there with you, becausehave you seen the social dilemma on Netflax? If you watch that movie yeahyeah, so my and by the way my wife is a heschool counselor, O the goodness ofher hart. I've been trying to get her to quit that job forever. She does itthe Loveo it's rough, it's rougher than a's Ever Been Anto. That end of thatsorciol dilemma. Dude like we are, is bad out there. Okay is yeah, it's badand business. It's just you know, yeah we're in I mean webasically we're in this world where everybody has their own reality andit's and I can- and I can duck lip my face and put it on hi scrawing, makelike running through all types of filters. I could do a tick tock orwhatever and and it it seems to create this fake sense of reality. This fakesense of your life, which has true negative impacts on how we interactwith and empathize with other human being. That's it so no on we're seeingthe negative shift. Yeah! Oh yeah, no Oneis, considering the negative effectsof all of this. If it has a five ten percent, what's good enough yeah, it'stwenty percent open rigt, getting a twenty percent response, Ginno. Whatabout Eightyut? What about the EIGTY? I don't know what is what about it like?What do we think Doyeah Cara? Did we even think about the ad or I all wecare about was our need, which was the ten or the five a openit? And then,when you apply it personally like there...

...is trauma being created here. I'm sorrylike so this is this: Is Digital Pollution? That's what I kind ofcaptulate with this digital pollution everywhere and I wantt. I would love to see that goaway yeah. I am. I am with you one hundred percent. So when we think aboutthe business we think about, you know bobim going in Totwo thousand andtwenty one and beyond, what's kind of the guiding light. The big target, thething you're working on o t take the business to the next level yeah. Ithink it isn't along these lines that I do think that video in the future is authentication right. It is, I couldsee in financial services where right now, they're very tentant, of to usevideo. I could see that being it has to be a video or it's not me. You Know Howdo we make sure that we're not faking people out oftheir funds because that they're getting more advanced to okay? So how do we make sure Thatt's nhat a deepfake for my financial planner and sort of some sort of protocol around videobeing mandatory for authentication for identity? And that's right? I see likethis privacy thing becoming very much a part of our lives. My other prediction might be that emailmight be very popular again because it's the platform you own, that yeahfacebook. You know they own that. What's the one that you on still tat'syour database, I mean that's that might seem crazy old school, but it is goingback aways, but it makes sense. When I read that okay, I can no longer put anr Nad to you after you've beenhere. Well, I'M gonna go back to email- maybeI don't know but or a least the database that people who have apted into talk to me again. We've got away from that to like who is givenpermission to communicate like that's. Why to become a thing again, if you'rea yeah, if yo're not considering permission in a big way, permissions,that's right around the corner, I don't...

...see how it's not you know, so I think,especially with all the changes, so bout bom were thinking about thosethings. We're thinking about identity, authentication permission. How do wecreate threads that are permitted and secure? The ore thing we're spening alot of time on his security. We want to be the most secure video platform, soBarnin, like you using you know, we've Wewe 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 werking with thoseProfessionas, some are biggest customers or financial services andmortgage customers and the security that we've had to go through to getthere. I think, is going to help us in what we're talking about here in this,where I think that's going to be applied in a G, greater skin toeverybody, yeah, absolutely, absolutely a right.So, let's Change Direction here, a little bit. We ask kind of all of ourguess. Two Standard Questions, a the end of each interview and this kind ofgoes to the digital pollution that we were talking about as as a cofounder asthe big. You know the big COHONA that makes wo a prospect for a lot of people,and so I'm always case to know when somebody doesn't have that trustedreference referral from somebody. How do they go about captured in yourattention and earn the right to time on your calendar? Well, you know be ofvalue and abundance will follow. That is our marketing Montre. I reallybelieve that I mean take a second and I just think less is more and how how canyou help? What can you tell me give me an example. A use case be morethoughtful. I think we're playing it. I just see it as I am a number and the numbers game andmore and more that just not going to stick. You know. U, I just get used toclick. Click Click shift, delit,...

...subjet, Clint, yeah. Well, it's funnybecause you went, you were talking out stats, the sauce, Stat's Akit and Ican't remember where I sawh, so I can't attribute it, but before covid email,open rates were roughly thirty. Six percent. Thirty to thirty six percentcovid hits they dropp to six percent open right when I' talking responsorrate response rates are all sub. One percent, but just open rate is sixpercent, and so you really have to be valuable in the shortest amount ofwords in that subject line, and that's that takes some skill. So yeah, I thinkyou know if you're running a BTR team, Yo're going okay. Well, I got what amgoing to do increase and I'm going tojust, so everyone's going to disagreewith HEU. This is a pack like if you're going to increase the volume of stuff,but I'm GOIN NA say maybe decrease, but just know your identiyour idealcustomer profile with the problem you solv for them and bring valuable assetsand know that the time horizon of which that might transact is not today and soright I mean you got Ta play those that formula out you know and then Tryang tothink about it. In that way. I think that's that's tough! For people I getit, especially when you're I have a great asset. In my life we do not havebencor capital and I I'm running a profitable business that that's bonkers.Maybe Don overwe want profitability and we canchoose to do that but and we're blessed for it, but Gosh, I think sometimes youknow you're trying to hit the number and like how am I going to do that. SoI'm going to increase this volume and I think that's what happened in Covid,okay, oh, we can't go anywhere release the hounds they goy saing. Ithink there's this going to be this. You know inverse thing that happendthere has to. I mean because we're not opening it. I mean we're okay with fivepercent like Oh, then you know. Maybe we Sendin Mor We'e Gon ta just sendmore yo it'skind of fun to think about,...

...but I I gaalright, so you got to hitthe number. What am I going to do, but man think about being more thoughtful?That's how a're going to get to me and I like that right, it's theauthenticity, it's the humanization Theb, you gotto, be don't don't rely onthe Dantach Yeah. I mean in the text good, but the Messageis. Sometimes Imean I'm not we use out reach, but we don't. I don't blast like it's Um. Wegot to be more thoughtful, but my rody ARD teams on board, like I don't, havea I'm a huge BDR team either we think thatf we get to the right person andwe've gotten narrow enough on our idea customer profile that will be okay andthat's so far. We are so perfect, soright. So last question: Wecalled our acceleration insight and I think I know where this is going to go,but I'm going to ask it anyway. If you could tell sales marketing professionalservices, people one thing: you only have one piece of odvice you could givethem that you believe, if they adopted or listen to her took to heart, wouldactually help them exceed their goals. What would it be and why yeah be you be real? The I think it wins. Iknow it does it's always work for me. I like I try and be a very real personwith iopen book and I think that's what people want. You know. I think there'sa lot of pasturing and this going on and the more real it can be ifyou focus on helping other people and being of value and being empatheticagain put the recipient first, not the quota, I think, as a sales professionallike if you're not goal oriented, always tell myself people look. If yourquota is your goal, that's the only goal you 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, andso what I mean by that like, if the, if the volume of things you have to do,are your goals, you have to have something else, and I think that makesyou think about. Maybe the other person...

...having empathy for the people you'reworking. It then 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 believe thatif you work tha bombamb- and you think that I would tell you to quit today andlike leave on y Wa, I do it all the time I'm gn to Thequah. You know you got otherwise it's not going tofeel it's not going to come across right. So I don't know if I gave you asuscinct answer, but I think empathy put an recipient first bea value anabundance will follow all of my sales goals. I'm a were because I want you towin. I want you to win now. I want my team to win so en they know that, likeI'm going to do everything, I can that's my role today as a leaders helpthem win, but you gotta have goals. Wether. That's like we're going to buythe house, I'm going to buy the car we're going to give this to thischarity, but you know family, I'm going to take a trip. You Got Ta, have thosegoals and then apply that goal to the quota and then being empathetic andsolve problems for people. I think it's more than one answer. THERE'S COMPLEXRIGHT AWESOME! Now I love it. I love it. I would I suswosed say thank you verymuch for taking time to be one show know it took a a couple of times to geta schedule, but cannot thank you enough for taking time it's been great to haveyou on the show. Today. Sat It's awesome man, it's good to meet you allright, everybody that does 't fothis episode. You know the drill check usout of BTO B revizeccom share with friends. Family coworkers like a kids,listen to it, so they're, not on screens. Until next time we wish youallnothing wuth. The greatest success. You've been listening to the BTOBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes or your favorite podcast player. Thank you somuch for listening until next time.

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