The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 1 year ago

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


As we approach the 250th episode of the podcast, I want to take some time to look back at all the ground we’ve covered together.

To that end, I’ll be periodically resharing some of my favorite episodes — this is one of them. I hope you enjoy it!

Like most, your company started pumping up the volume on your digital channels last year. You may only be getting 5% on your emails, but you just need to send more, right? Well, what about that 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.

In this episode, 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.

Welcome everyone to the B Tob Revenue Executive Experience. I'm your host, Chat Sanderson. As we approached the two hundred and fifty episode of the Podcast, I want to take some time to look back at all the ground we've covered together. To that end, I'll be periodically resharing some of my favorite episodes. This is one of them, and I hope you enjoy you're listening to the BDB revenue executive experience, a podcast dedicated to helping executives train their sales and marketing teams to optimize 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 B Toc to be to be and everything in between and, of course, my favorite topic, customer experience, and maybe even a little discussion around customer experience in depth. Who knows? So to help us, we have with US Darren Dawson, cofounder and president of bomb bomb, a human centered communication platform 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 time and welcome to the show. Thank you chat to appreciate you having me. I just quick correction now. My cml wrote that book. I don't want to be taking anybody's Oh it's our book, but I did not write up even, okay, even be dead, you know, never one, I think right there. They're fantastic. I can't spell, so I just had them do it. They're grid. I appreciate that and I've had ethan on the show, so I hope, I hope you will forgive me, but it is definitely one that's worth checking out for everybody. So please pick up a copy and then you can shoot Ethan a note tell him I screwed up and tell them Chad screwed up. So a good problem. So before we jump into the topic of the day, we always like to start with a question to kind of help our audience get to know you a little bit better and 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 about that 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 been reading a few more books on that. But you know, for me really the is tied into work. But I'm one of Myne were humanized shirt today. I think that's either. Would what the reason we started bombomb, fun story that maybe people don't know about and is integral to conner and I, is that kind of want to go live in Africa and support a community there. He went there in a trip and met some people that were starving, frankly, and so there are a whole idea was to create a SASS company because that was reoccurring revenue. If we could get that to like a five million dollar business or even less, he could go live in Africa and I'd run the business and you know, we could. That was a thing, and so we made our business about rehumanizing the planet, because it's the goal for bombomb is that that is to help people who were being the humanized. And so bombomb we support a community in Africa, that...

...same community, but we realize it was better to grow this business that could really help that more than kind of living there and then we also help local nonprofits, right like we support a community here. It's called dream centers. They provide free health care for women here and Carl Springs, Colorado, and then Mary's home, which provides a home for homeless families. So that is bom bombs, big hairy, dishous goal. I mean, I want to humanize your business with video, but want to do that so I can actually help these people that are being 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 noble purpose. Feeding business right there. That is awesome. I mean, I mean it's just we love. It's who we were and we just the reason we'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 intrinsic value and that's where the genesis of the idea came from back in two thousand and six and we've it was. It was to enable those things and we've kept with that. And so a bomb. That's why you come to work every 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 talk about noble purpose behind the business, but that has to be the most closely tied and Genesis Story I've or. That hats off. That's really that's awesome. That's very crazy, very cool that we had the folks of bombomb last year's fun. They they adopted, will not wed the community adopt us. So we had these kids that live in Africa 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 wanted to partner with. It was really a fun thing and so really galvanize this idea 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 the start back two thousand and six and you were looking for and at first I guess I should ask, is is he living in Africa? No, he's not. We he's best couple times. No, are we've yeah, our friends have come 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 this business more than five million dollars. We could really do some damage, right, like right, right. And so what was the when the I just started? Was it a round video? I mean, I understand the human rehumanization, 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 it was, 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. This is definitely the best and biggest. But that that problem we saw was how can we be in front of more people more often with the message, a sales message, frankly, like,... know, he had a hundred, fifty customers. I I was running a sales team. Yeah, how do we leverage time, right, as a resource? And we thought we'll Gosh, if we could send this, and we knew that. You know, I think as salespeople we have abilities, right, like you're good in front of people, you have passion enthusiasm for what you do, and those things that it's transfer of passioneism that usually help people buy from you and we wanted to deliver that. We knew the email was email. Is the thing. This is like two thousand and six. And so how do you do that on email? Like well, video, video could do that. How do we do that? Vido, email and connor cobble together this, like we hosted it in a server, in a closet. Mean, Youtube was private at the time. It was tough and it was just a video of him saying I'm kind of Cousky. You know, if if I could help you in any way, call me at my personal number, and the pointed in the number is crazy dumb. Sent as an attachment, which is a big deal, because that's why I was so short, because there's an attachment and this is two thousand and six. Mean, I mean, okay, four perspective, youtubes, private, iphone, Gen one, no, no camera in it. Flock can was a big deal. We were too early. Chad was very early video. Okay, like now everybody is trying to do this, but we were definitely old school. And Anyway, he sends out and everyone was like this is amazing. How did you do it? Look, what service did you use to do this? We're like, wait a minute. 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. This one's it, this one could do that, this one's yeah, legs, you know. And so we had careers. So we cowpled together some cash, through it in a trash can lit it on fire. That's how it was back then. I mean I felt like that because we hired developers. This was before this is all like so, like you do this and you do this and you that. Wasn't like that then. It was like venture capital, being like we're gonna fund that SASS start up for the zero revenue, like no, right, there was no clean development line. So we really blew through like a hundred grand of our own money. Then got another friend of ours to come in. He's our third cofounder, Great Dude Kevin Dibble. He had exited a business, he had some cash but more importantly, he had ran development for that company. So he helped this formula in our first development team and really because he loved the idea and got it going. So some of the fun awesome bomb right, like we definitely torched on unr grand personal money, easy, like like vapor. My wife love that. She was like that's all. I'm sure she loves hearing that story. Loves the finally, the back of that I was married Connor, was it? You know, we're about that our first child. You know, he's say God's fun back all...

...right. So now fast forward. We fast forward 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 uptick change in the way people are approaching video responsiveness to it? Maybe that has the has changed over the last say, twelve months in terms of way people are using it or leveraging it or engaging with it? In some ways, yes, in some ways. Know, I think that the pandemic created an incessity to the original need of being facetoface more often and then in a place where you couldn't be. For us, it was like we'd have enough time to be facetoface all the people we needed to be. I think with a pandemic it caused a problem of I need to be facetoface by can't be. So we're going to use zoom to be facetoface, but like, how can I deliver this? And again, time becomes this interesting constraint. It's a 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 receive it on your time. But again, I have all this freedom now, like I can working from home, like my days are more compact. I might might work later at night. So there's this different so the person you might be trying to contact, what are there? What's their difference? DIFFERENCE IN TIMES? That makes sense. So this yes, furness video really caught on more in the mid market. Right or enterprise companies have a had an immediate need for that. So we really grew in the last two and a 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 much before we call it vs be, very small business. Realists are Solo preneurs right. Real estate mortgage title huge for US Financial Advisors. These folks that needed to communicate in a personal way to it. There people, you know, 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 up market from this vsb thing, where that was the need. It was a great tool for that because it was this relationship builder. You know, they get referral based. I need referrals more. Is a big part of their business. And now we saw though the pandemic Mordrobe, this need for asynchronous facetoface. Right, I'm not going to jump it up plane and right doing the dinners anymore. So I think bomb, bomb, you know, helps that need right now 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 interesting is, all right, so for the first time, I want to say in recorded history, but I 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's shut things down. What we've noticed is that that time component that you're talking about, which is critical, we actually just had a meeting that the day where we're talking about. You know how much time 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 spending all this time hotel. I'm not wasting that time. So right I'm actually seeing more impact of the business. The challenge becomes how do you continue to maintain 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 the asynchronous component of it. Now when we talk about going up stream, when you 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 the business, the way you position it? Where the uses that even that you've seen for the way people are using the video? It was it was tough. I mean the toughest thing is he had this internal biased mindset toward this. 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 and consult us through just the vernacular, I mean in really working through my executive team, 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 make it part of the culture. That was very difficult. took a year and a half and we're still doing it. Right. I still like that. That's are old by, as 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 up market, thinking through these critical moments in either a sales process or even a customer x success process. You've the executive process where where we need to inject a human I think, in the asynchronous way, and I think it's a double back on you. Yes, one, are the some of the things we're seeing. You know, used to be maybe, say we were I was trying to get you two have mean with 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 this step, step, step in our sales process. I think those things are now becoming like more not like you send the video and that video can instantly be shared with that other buying group or whatever it is, and it's succinctly collapses that 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 and more here is that we're using video as a as a as a video voicemail, right, like or we're just repeating whatever that script was in the text email. Right. I think that's horrible, like, like we need to be more valuable. They're like you have the opportunity and this whole thing where the bee 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 delivering and you can use passion enthusiasm, because you're a salesperson after all, let's deliver that and then, you know, ask that it be shared other people in 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 screen share, maybe it's what is the value you're bringing? I think that's so important when in the sales process. So I think that's how videos should be used, not just whatever you're saying on the phone or whatever you're saying in the text email. Right. So I think it's just well, that's a mind shift. It is a definite minds if people. This is where we're like preaching, because we believe right and wherever. We've been doing this a long time. So one of our core competencies is be the guide, guidance to success, like we want to. First of all, you're afraid of being on camera. Everyone is. So we got to get you over that and then we got to tell you don't do this, do this, and you know in the customer I love customer experience in this context because 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 miss and it's brand, okay, but the brand should be your people, it should be your culture, it should be breathed out through them. And when they can't go and and see you at a trade show, well, how how can we get excitement around our brand? Passion for the brand? I think people still, if you believe that people still buy from people they know, like in trust, you should think about using video in that context. I think, to make sense. I don't jumping through a lot of well, no, it's great's great. I mean it's great when you think about the customer 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, it kind of became a buzz word like it. People would talk about it, but they didn't understand everything that would go into it or how to optimize it, you know, stuff like that. But I feel like now, with the pandemic, you really don't have a choice, like you can't this frinching on somebody of your 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 at 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, smooth them that way. This, this really is about that touch point, the touch point of making sure it still remains human to human and said that experience between memory, turned off contract, like that's the renewal of it. Right's focus on the sales part of it, but like, okay, what's the on boarding feel feel like? What is that CE USM curly business review feel like? Do I like you, like still might call me craze, very important but the machines won't be able to do that. I'm sorry, like I don't we get a lot of people like Ai. I'm like, yeah, you're right, there's a place for it, but not here, like n right here. Yep. And so do you have stats that... can share with the 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 as a voicemail, but anything that you can share to kind of illustrate it for us? The one thing I can offer you is that we did. We just have a large customer and before they were a customer, ran we're in a pilot, but we ran a control group and the pilot group, and basically 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 twelve percent more pipeline. So less volume. And what I mean by volume is this when we when you and I maybe get off of this time together and 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'll have six and you know easily that trying to and they're all saying the same thing. So with this, hells you. Is that what I called digital less, digital pollution, because this is digital pollution. Guys like I'm sorry, this much inbound for a cold outbound, or the fifty phone numbers. I get that. I don't know. I never, I literally never answer them anymore. Was the last time you answered the phone call from some of they didn't say wife or like best friend, like it just doesn't happen. Then linkedin is just polluted. It's just being polluted. We're being I got a text yesterday for Free Hulu for a year. HMM, that sounds right. I don't believe you. I don't believe you. So that with this tells me? 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 Linkedina or text it, because we're okay with a freaking five percent open rate or two 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 open it. Sent ten more and column. I don't know. We got to figure 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 better pipeline, and this was in a sales context. But I also think that, and I'm I get my Unbi but quantify to me, please, the telephone right now in your business, or quantify to me email. We have to find a different way to communicate that's more human, the human transparent, I think. I think in my opinion, and we're jump around...

...a bit here, but when you look at what Tim Cook is saying about privacy, Google, you know three days ago to have said we're not going to let you track people through these websites anyway, and the year we're going to be out of that business. I think that video is the is the next authentication of real people, like because if you open your email right now, do you actually think that that person sent it or was it said? Well, you could, yeah, you can tell. The automated crap, so easy 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. Now there's this deep faking stuff where, yeah, you know, President Biden said that, but was it him? But like, but it gets a shared actually what he said. They just took his words and made his face say it. So I think there's something around or videos going to be the authenticated part of communication. I will know it is for me and from this person to me when it's the video. And I think you know we're into we call it human center communication. Really, that idea is the idea that the recipients needs are more important than the senders. That's what we mean by that and I don't think right now we mean that. Right now we are we are Gunn Ho on. I got my quarter of the meat. This many outbound touches, but a little, you know, they got that hit the number. It's all about me. If we flip that just 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 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 think you have a better results. Yeah, when it's all about it, it's so. I'm sorry. Well, no, I it's and it'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 high school counselor. Of the goodness of her heart, I've been trying to get her to quit that job forever. She doesn't. True, lots of it's rough. It's rougher than this ever been into that end of that social dilemma. Dude, like we are is bad out there, okay, yeah, it's dead and business. It's just, you know, yeah, we're in. I mean we basically we're in this world where everybody has their own reality and it's and I can and I can duct lip my face and put it on his scramming make my running through all types of filters. I could do a tick tock whatever, and it and it, it seems to create this fake sense of reality, this fake sense of your life, which has true negative impacts on how we interact with and empathize with other human beings. That's it? So, Noman, we're seeing the negative shift. Yeah, Oh, yeah, no, one is considering the negative effects of all this. If it has a five, ten percent, what's good enough? Yeah, it's twenty...

...percent open right, get enough, twenty percent response. Gonna what about eighty? But what about the eighty? I don't know. What, just what about it? Like, what do we think the care of? Did we even think about 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 you apply 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 with this digital pollution everywhere, and I want to I would love to see that go away. Yeah, I am. I am with you one hundred percent. So when we think about the business, we think about, you know, bomb going into two thousand and twenty one and beyond. What's kind of the guiding light, the big target, the thing you're working on for to take the business to the next level. Yeah, I think it isn't along these lines that. I do think that video in the future is authentication. Right, it is. I could see in financial services, where right now they're very tended to use video. I could see that being it has to be a video or it's not. ME. You know, how do we make sure that we're not faking people out of their funds because that they're getting more advanced to okay, so how do we make sure that it's not a deep fake for my financial planner? And so some sort of protocol around video being mandatory for authentication, for identity, and that's right. I see like this privacy thing becoming very much a part of our lives. My honor prediction 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. I mean 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 no longer put an ad to you after you've been here. Well, I'M gonna go back to email. Maybe, I don't know, but at least the database that people who have opted in to talk to me again. We've got away 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're not 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, especially with all the changes, so a bomb. Im more thinking about those things. We're thinking about identity, authentication, permission. How do we create threads that are permitted in secure? The other thing we're spending a lot of time on a security we want to be the most secure video plot form. So bar none like you using you know, we've we began the company, we started in real estate. That led us being a mortgage that led us to being in financial services. We have a lot of history there working with those professionals from our biggest customers are financial services and mortgage customers. In the security that we've had to go through to get there, I think...'s going to help us in what we're talking about here in this where I think that's going to be applied in a great, greater skin to everybody. Yeah, absolutely, absolutely. All right. So let's Change Direction here little bit. We ask kind 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 big Kahuna that makes you a prospect for a lot of people and some always pays to 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 on your calendar? Well, you know, be of value in abundance will follow. That is our marketing mantra. I really believe that. I mean take a second in I just think less is more. And how how can you help or what can you tell me? Give me an example, a use case. Be More thoughtful. I think we're playing it. I just see it as I am in number and the numbers game and more, more, that just not going to stick, you know right. So I just get used to click, click, click, shift, elete. Yeah, subject line. Yeah, well, it's funny because you went you were talking stats, the sauce stats a can and I can't remember where I sawt it, so I can attribute it, but before covid email open rates were roughly thirty six percent, thirty to thirty six percent. COVID hits they drop to six percent open. Right, we're I haven't talking response rate. Response rates are all sub one percent, but just open rate is six percent, and so you really have to be valuable in the shortest amount of words in that subject line and that's that takes some skill. So yeah, I think you know. If you're running BEDR team, we're going, okay, well, I got what am I going to do? Increase and I'm going to just so everyone's going to disagree with you. This is a podul like you're going to increase the volume of stuff, but I'm gonna say maybe decrease. But just know your identity, your ideal customer profile with the problem you solve for them and bring valuable assets and know that the time horizon of which that might transact as not today. And so right. I mean you got to play those that formula out, you know, and the try and think about it in that way. I think that's tough for people. I get it, and especially when you're I have a great asset in my life. We do not have venture capital and I got it. I'm running a profitable business. That that's foll COO. Course, maybe over we're we want profitability and we can choose to do that, but and we're blessed for it. But Gosh, I think sometimes you know you're trying to hit the number and like how am I going to do that? So I'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 got 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, like Oh, thing, you know, maybe if we send more, and we gotta just send more. It's kind of fun to think about. But all right, so you gotta hit the number. What am I gonna do? But, man, think about being more thoughtful. That's how you going to get to me, and I like that. Right. It's the authenticity, it's the humanization, the be H gotta be don't, don't rely on the Damn Tech. Yeah, I mean, and the text good, but the messages sometimes, I mean, I'm not we use outreach, but we don'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 huge BEDR team either. We think that if we get to the right person and we've gotten there enough on our idea, our customer profile, that will be okay. And that's not so far we are so perfect. All right. So last question we called 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 professional services people one thing, you only have one piece of advice you could give them that you believe, if they adopted or listen to it took to heart, would actually help them exceed their goals. What would it be? And why? Yeah, be you be real. The I think it wins. I know it does. It's always work for me. I like a try and be a very real person with open book, and I think that's what people want. You know, I think there's a lot of posturing and this going on. The more real it can be if you focus on helping other people and being a value and being empathetic. Again, put the recipient first, not the quota. I think as a sales professionals, like if you're not goal oriented, I always tell myself people, look, if your quota 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. And so 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 makes you think about maybe the other person. Having empathy for the people you're working with and truly believing that you're going to help them. And you believe that. And so if you're working at a job that you don't believe that, if you work the bombomb and you think that I would tell you to quit today, like leaving what Tral would I do it all the time? I'm quite you should's you know you got it. Otherwise it's not going to feel it's not going to come across right. So I don't know if I gave you a suctinct answer, but I think empathy, put a recipient first, be a valued abundance will follow. All of my sales goals I made were because I want you to win. I want you to 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 today as leaders. Help them win. But you gotta have goals. But...

...that's like 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'm going to take a trip. You got to have those goals and then apply that goal to the quota and then being a pathetic and solve problems for people. 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, Hey, thank you very much for taking time to be on show. I know it took a couple of times to get its scheduled by cannot thank you enough for taking time. It's been great to have you on the show today. Chat. It's awesome, man, it's good to meet 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 a kids, listen to it so they're not on screens until next time. We wish. I'll nothing but the greatest success. You've been listening to the BB revenue executive experience. To ensure that you never miss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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