The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 5 months ago

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

ABOUT THIS EPISODE

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 RevenueExecutive Experience. I'm your host, Chat Sanderson. As we approached the twohundred and fifty episode of the Podcast, I want to take some time tolook back at all the ground we've covered together. To that end, I'llbe periodically resharing some of my favorite episodes. This is one of them, andI hope you enjoy you're listening to the BDB revenue executive experience, apodcast 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 tothe right place. Let's accelerate your growth. In three, two, one,we're fining your ideal customer fit to moving up market, from B Tocto be to be and everything in between and, of course, my favoritetopic, customer experience, and maybe even a little discussion around customer experience indepth. Who knows? So to help us, we have with US DarrenDawson, cofounder and president of bomb bomb, a human centered communication platform that enablesusers to simple personal videos to leverage their best asset themselves, and he'salso author of Rehumanize Your Business there and thank you for taking time and welcometo the show. Thank you chat to appreciate you having me. I justquick correction now. My cml wrote that book. I don't want to betaking 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 isdefinitely one that's worth checking out for everybody. So please pick up a copy andthen you can shoot Ethan a note tell him I screwed up and tellthem Chad screwed up. So a good problem. So before we jump intothe topic of the day, we always like to start with a question tokind of help our audience get to know you a little bit better and wouldlove to know and maybe in quarantine and covid and all that, maybe maybefound something new, but always surprised to learn what you're passionate about that thosethat only know you through work may be surprised to hear about. Well,I do. I'm a history guy. I love reading history, so Idon't know if I picked it up during Covid I definitely been reading a fewmore books on that. But you know, for me really the is tied intowork. But I'm one of Myne were humanized shirt today. I thinkthat's either. Would what the reason we started bombomb, fun story that maybepeople don't know about and is integral to conner and I, is that 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 bombomb isthat that is to help people who were being the humanized. And so bombombwe support a community in Africa, that...

...same community, but we realize itwas better to grow this business that could really help that more than kind ofliving there and then we also help local nonprofits, right like we support acommunity here. It's called dream centers. They provide free health care for womenhere and Carl Springs, Colorado, and then Mary's home, which provides ahome for homeless families. So that is bom bombs, big hairy, dishousgoal. I mean, I want to humanize your business with video, butwant to do that so I can actually help these people that are being dehumanizedall over our world right now. So that's kind of our things. That'swhat 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 justwe love. It's who we were and we just the reason we're inthe videos. We think it's better to be facetoface with people, because humansare different, like we're, you know, we're we have intrinsic value and that'swhere the genesis of the idea came from back in two thousand and sixand we've it was. It was to enable those things and we've kept withthat. 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 noblepurpose behind the business, but that has to be the most closely tied andGenesis Story I've or. That hats off. That's really that's awesome. That's verycrazy, very cool that we had the folks of bombomb last year's fun. They they adopted, will not wed the community adopt us. So wehad these kids that live in Africa adopt bomb bombers. It was really cooland so and it's kind of like a penpal thing, you know. Sothe 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'retrying to accomplish, and so it was fun. Yeah, that that isawesome. And so why video? When the Genesis for the start back twothousand and six and you were looking for and at first I guess I shouldask, is is he living in Africa? No, he's not. We he'sbest couple times. No, are we've yeah, our friends have comeover 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 morethan five million dollars. We could really do some damage, right, likeright, right. And so what was the when the I just started?Was it a round video? I mean, I understand the human rehumanization, buthow? 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. This is 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, fifty customers. I I was running a sales team. Yeah,how do we leverage time, right, as a resource? And we thoughtwe'll Gosh, if we could send this, and we knew that. You know, I think as salespeople we have abilities, right, like you're goodin front of people, you have passion enthusiasm for what you do, andthose things that it's transfer of passioneism that usually help people buy from you andwe wanted to deliver that. We knew the email was email. Is thething. This is like two thousand and six. And so how do youdo 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, Youtubewas private at the time. It was tough and it was just a videoof him saying I'm kind of Cousky. You know, if if I couldhelp you in any way, call me at my personal number, and thepointed in the number is crazy dumb. Sent as an attachment, which isa big deal, because that's why I was so short, because there's anattachment 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 tooearly. Chad was very early video. Okay, like now everybody is tryingto do this, but we were definitely old school. And Anyway, hesends 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 becausebecause, again, we're always trying to find the business that fit the humaneye. This one's it, this one could do that, this one's yeah, legs, you know. And so we had careers. So we cowpledtogether 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 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 forthe 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 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 awesome bomb right, like wedefinitely torched on unr grand personal money, easy, like like vapor. Mywife love that. She was like that's all. I'm sure she loves hearingthat story. Loves the finally, the back of that I was married Connor, was it? You know, we're about that our first child. Youknow, 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 monthshave been quite a ride for all of us. Have you seen a hugeuptick change in the way people are approaching video responsiveness to it? Maybe thathas the 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, in some ways. Know, I think that the pandemic created anincessity to the original need of being facetoface more often and then in aplace where you couldn't be. For us, it was like we'd have enough timeto be facetoface all the people we needed to be. I think witha 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, howcan I deliver this? And again, time becomes this interesting constraint. It'sa constraint, not like it's a constraint in that time and distance, likeI want you to get my message and hear it and and and receive iton your time. But again, I have all this freedom now, likeI can working from home, like my days are more compact. I mightmight work later at night. So there's this different so the person you mightbe trying to contact, what are there? What's their difference? DIFFERENCE IN TIMES? That makes sense. So this yes, furness video really caught onmore in the mid market. Right or enterprise companies have a had an immediateneed for that. So we really grew in the last two and a halfyears, really even before the pandemic. We're really growing there, but evenmore so now, growing that in that sector we were very much before wecall it vs be, very small business. Realists are Solo preneurs right. Realestate mortgage title huge for US Financial Advisors. These folks that needed tocommunicate in a personal way to it. There people, you know, theirsphere of influence or database or whatever it might have been. And so wereally have pivoted in the last two and a half years up market from thisvsb thing, where that was the need. It was a great tool for thatbecause it was this relationship builder. You know, they get referral based. I need referrals more. Is a big part of their business. Andnow 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 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 want to sayin recorded history, but I don't know that that's true, we have atrue global shared reality. Right, everybody has has experienced this pandemic in oneway or another. It's shut things down. What we've noticed is that that timecomponent that you're talking about, which is critical, we actually just hada meeting that the day where we're talking about. You know how much timeI'm saving not running from here to the airport, going through securities, sittingand waiting, getting on a plane, flying somewhere, finding a cab grabbingmy luggage. If I checked it in...

...right and then spending all this timehotel. I'm not wasting that time. So right I'm actually seeing more impactof the business. The challenge becomes how do you continue to maintain those connectionsthat everyone was used to doing when we press the Flash, when we usedto go out and have drinks together or go to dinners? And I thinkeverybody 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 gofrom VSB and go up market kind of how have you guys? Have youapproached that? How is it changed anything for you with the business, theway you position it? Where the uses that even that you've seen for theway people are using the video? It was it was tough. I meanthe toughest thing is he had this internal biased mindset toward this. Right.We were very, very, very good at this, like we understood theirproblems. We but those problems are different up market, and so I actuallywe hired a firm to help us walk through that and consult us through justthe vernacular, I mean in really working through my executive team, like weneed to lead here and not use these words anymore. It's where we havevsb in s and being and let's adopt this and make it part of theculture. That was very difficult. took a year and a half and we'restill 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 donethis for a very long time now. Right, right. And so nowgoing to up market, thinking through these critical moments in either a sales processor even a customer x success process. You've the executive process where where weneed to inject a human I think, in the asynchronous way, and Ithink it's a double back on you. Yes, one, are the someof the things we're seeing. You know, used to be maybe, say wewere I was trying to get you two have mean with me or andtalk about what we did. I'd have been with you. You'd arrange anothermeeting with these other people. Maybe, like there's this step, step,step in our sales process. I think those things are now becoming like morenot like you send the video and that video can instantly be shared with thatother 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 thinkas long as my one issue that I see more and more here is thatwe're using video as a as a as a video voicemail, right, likeor 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 tobe one minute. Maybe, maybe it needs to be a minute. Butif you're delivering value and you believe the value that you're delivering and you canuse passion enthusiasm, because you're a salesperson after all, let's deliver that andthen, you know, ask that it be shared other people in the communityin their environment. Not who else should...

I talk to you? Well,could you share this video with them? Maybe it's a screen share, maybeit's what is the value you're bringing? I think that's so important when inthe sales process. So I think that's how videos should be used, notjust 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 wegot to tell you don't do this, do this, and you know inthe customer I love customer experience in this context because there is no better customerexperience than the human experience people I want. I think they want to experience youin a your business in its human miss and it's brand, okay,but the brand should be your people, it should be your culture, itshould be breathed out through them. And when they can't go and and seeyou at a trade show, well, how how can we get excitement aroundour brand? Passion for the brand? I think people still, if youbelieve that people still buy from people they know, like in trust, youshould 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 alsofelt as we were getting into the pandemic, it kind of became a buzz wordlike it. People would talk about it, but they didn't understand everythingthat would go into it or how to optimize it, you know, stufflike that. But I feel like now, with the pandemic, you really don'thave a choice, like you can't this frinching on somebody of your youneed to have a chief customer experience officer. You need to think about that orthat needs to be a part of someone's role at the sea level.I believe that. Yeah, absolutely, I mean, because how else youcan't have your people take them to a well, take him to a baseballgame or football game or, you know, smooth them that way. This,this really is about that touch point, the touch point of making sure itstill remains human to human and said that experience between memory, turned offcontract, like that's the renewal of it. Right's focus on the sales part ofit, but like, okay, what's the on boarding feel feel like? What is that CE USM curly business review feel like? Do I likeyou, like still might call me craze, very important but the machines won't beable to do that. I'm sorry, like I don't we get a lotof people like Ai. I'm like, yeah, you're right, there's aplace for it, but not here, like n right here. Yep.And so do you have stats that...

...you can share with the audience?But I don't know if it's pretre pre pandemic or during pandemic or just statson effectiveness of using video the right way, not as a voicemail, but anythingthat you can share to kind of illustrate it for us? The onething I can offer you is that we did. We just have a largecustomer and before they were a customer, ran we're in a pilot, butwe 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, thepilot group sent three times fewer emails but created twelve percent more pipeline. Soless volume. And what I mean by volume is this when we when youand I maybe get off of this time together and I go into my inboxor in my linkedin or text or whatever, what will be there? Just ajust a pile of stuff, right, like okay, boom boom, boom, boom boom, like I I'll have six and you know easily thattrying to and they're all saying the same thing. So with this, hellsyou. Is that what I called digital less, digital pollution, because thisis 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 timeyou answered the phone call from some of they didn't say wife or like bestfriend, like it just doesn't happen. Then linkedin is just polluted. It'sjust being polluted. We're being I got a text yesterday for Free Hulu fora year. HMM, that sounds right. I don't believe you. I don'tbelieve you. So that with this tells me? Is that human connection? You can actually dial up back. So, because what's the end ofit? Chad like, like it's the packalypse. It's like nuclear it's likewe're just going to send more emails, more Linkedina or text it, becausewe're okay with a freaking five percent open rate or two or whatever, butwe forget about the ninety eight percent that hate you. What you we sendthem like ten more. Okay, they didn't open it. Sent ten moreand 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 tellyou it took them less volume to create a better pipeline, and this wasin a sales context. But I also think that, and I'm I getmy Unbi but quantify to me, please, the telephone right now in your business, or quantify to me email. We have to find a different wayto communicate that's more human, the human transparent, I think. I thinkin my opinion, and we're jump around...

...a bit here, but when youlook at what Tim Cook is saying about privacy, Google, you know threedays ago to have said we're not going to let you track people through thesewebsites 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, likebecause if you open your email right now, do you actually think that that personsent 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'relike 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. Theyjust took his words and made his face say it. So I think there'ssomething around or videos going to be the authenticated part of communication. I willknow 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 thanthe senders. That's what we mean by that and I don't think right nowwe mean that. Right now we are we are Gunn Ho on. Igot 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 saywhat you know. How can I help the recipient right now? This, this is empathy, people, when we need more of that in thisworld 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 helpother people succeed? Man, if you send that message, I don't carewhat 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 intothat end of that social dilemma. Dude, like we are is bad out there, okay, yeah, it's dead and business. It's just, youknow, yeah, we're in. I mean we basically we're in this worldwhere everybody has their own reality and it's and I can and I can ductlip my face and put it on his scramming make my running through all typesof filters. I could do a tick tock whatever, and it and it, it seems to create this fake sense of reality, this fake sense ofyour life, which has true negative impacts on how we interact with and empathizewith other human beings. That's it? So, Noman, we're seeing thenegative shift. Yeah, Oh, yeah, no, one is considering the negativeeffects 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? Idon't know. What, just what about it? Like, what dowe think the care of? Did we even think about the eighty or didit? All we care about was our need, which was the ten orthe five that opened it. And then when you apply it personally, likethere is trauma being created here. I'm sorry, like so this is thisis 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 wethink about the business, we think about, you know, bomb going into twothousand 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 tothe 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 touse video. I could see that being it has to be a video orit's not. ME. You know, how do we make sure that we'renot 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 myfinancial 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 becomingvery much a part of our lives. My honor prediction might be the emailmight be very popular again, because it's the platform. You own that.Yeah, facebook, you know, they own that. What's the one thatyou own? Still? That's your database. I mean that's that might seem crazyold school, but it is going back aways, but it makes sensewhen I read that. Okay, I can no longer put an ad toyou 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 haveopted in to talk to me again. We've got away from that. Toyou, like who is given permission to communicate? Like that's going to becomea thing again if you're at yeah, if you're not considering permission in abig way, permissions, it's right around the corner. I don't see howit's not. You know. So I think, especially with all the changes, so a bomb. Im more thinking about those things. We're thinking aboutidentity, authentication, permission. How do we create threads that are permitted insecure? The other thing we're spending a lot of time on a security wewant to be the most secure video plot form. So bar none like youusing 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 biggestcustomers are financial services and mortgage customers. In the security that we've had togo through to get there, I think...

...it's going to help us in whatwe're talking about here in this where I think that's going to be applied ina great, greater skin to everybody. Yeah, absolutely, absolutely. Allright. So let's Change Direction here little bit. We ask kind of allof our guests to standard questions the end of each interview, and this kindof goes to the digital pollution that we were talking about. As a asa cofounder, as the big, you know, the big Kahuna that makesyou a prospect for a lot of people and some always pays to know whensomebody doesn't have that trusted reference, referral from somebody, how did they goabout capturing your attention and earn the right to time on your calendar? Well, you know, be of value in abundance will follow. That is ourmarketing mantra. I really believe that. I mean take a second in Ijust think less is more. And how how can you help or what canyou tell me? Give me an example, a use case. Be More thoughtful. I think we're playing it. I just see it as I amin number and the numbers game and more, more, that just not going tostick, 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 statsa can and I can't remember where I sawt it, so I can attributeit, but before covid email open rates were roughly thirty six percent, thirtyto 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 bevaluable in the shortest amount of words in that subject line and that's thattakes some skill. So yeah, I think you know. If you're runningBEDR team, we're going, okay, well, I got what am Igoing to do? Increase and I'm going to just so everyone's going to disagreewith you. This is a podul like you're going to increase the volume ofstuff, but I'm gonna say maybe decrease. But just know your identity, yourideal customer profile with the problem you solve for them and bring valuable assetsand 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. Ithink that's tough for people. I get it, and especially when you're Ihave a great asset in my life. We do not have venture capital andI 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 youknow you're trying to hit the number and like how am I going to dothat? So I'm going to increase this volume, and I think that's whathappened in Covid okay, oh, we can't go anywhere. Release the hounds. They got saying. I think there's...

...this going to be this, youknow, inverse thing that happens here has to, I mean, because we'renot opening it. I mean we're okay with five percent, like Oh,thing, you know, maybe if we send more, and we gotta justsend 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 tome, 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. Idon't blast like it's some we got to be more thoughtful, but my bodyour 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 enoughon our idea, our customer profile, that will be okay. And that'snot so far we are so perfect. All right. 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, marketingprofessional services people one thing, you only have one piece of advice youcould give them that you believe, if they adopted or listen to it tookto heart, would actually help them exceed their goals. What would it be? And why? Yeah, be you be real. The I think itwins. I know it does. It's always work for me. I likea try and be a very real person with open book, and I thinkthat's what people want. You know, I think there's a lot of posturingand this going on. The more real it can be if you focus onhelping other people and being a value and being empathetic. Again, put therecipient first, not the quota. I think as a sales professionals, likeif you're not goal oriented, I always tell myself people, look, ifyour quota is your goal, that's the only goal you have, it probablyis not going to work out. You know that. That's that's like youdon't get fired if you meet this. And so what I mean by thatlike, if the if the volume of things you have to do are yourgoals, you have to have something else. And I think that makes you thinkabout maybe the other person. Having empathy for the people you're working withand 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, ifyou 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 quiteyou should's you know you got it. Otherwise it's not going to feel it'snot going to come across right. So I don't know if I gave youa suctinct answer, but I think empathy, put a recipient first, be avalued abundance will follow. All of my sales goals I made were becauseI want you to win. I want you to win now. I wantmy team to win, so they know that, like, I'm going todo 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 thehouse, 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 to have those goals and then apply that goal to the quotaand then being a pathetic and solve problems for people. I think it's morethan 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 knowit took a couple of times to get its scheduled by cannot thank you enoughfor 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 OUTA BE TOB REV exactcom share with friends, family, Co workers, like akids, 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 theBB revenue executive experience. To ensure that you never miss an episode, subscribeto the show and Itunes or your favorite podcast player. Thank you so muchfor listening. Until next time,.

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