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In this episode of the Advanced Selling Podcast, I share a unique Microsoft tool with an uncomfortable name, my family of origin work history makes a visit, and we do a bring your problem to work day and share a client problem with each other.
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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast training history.
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I m Brian Neal.
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I m Bill Cass.
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Kind of jacked that one up, didn t I?
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Hey, everyone, we re getting hits for the fall season of sales meetings.
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So if you want us to come out and visit you, send us an email.
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Just put in the subject line, come see us.
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We got a couple of those this week, actually.
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And we ll take you through the process on what it would be like to bring Bill in, to bring Brian in, or to bring both of us in to your sales meeting.
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If you want to jazz it up a little bit, have a good outcome.
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You know, we go to these sales meetings and we do our gig, and then almost always people come up afterwards and they re like, that was the best.
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sales meeting thing we ve ever seen.
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That s not a brag statement on us.
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People run out of stuff.
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It s just people run out of stuff.
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And when you get us two together, the podcast stuff, it s just a unique, cool, fun thing.
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And it s not just fun.
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You ll get usable stuff.
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We dig into the audience.
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We pass out money.
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It s one of the little fun things we do.
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Give away cash.
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We bribe people, bribe our audiences.
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You know what I love, too?
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And here s a recommendation.
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If you have us out, make sure there s music there.
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Yeah.
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Like when you re coming back from break or going to break, there s nothing worse than 100 people entering into a hall that s stone silent, and it s like, ugh.
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So have a little music, a good playlist.
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Brian, I know you ve got some really strong playlists.
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Yeah, and we re trying to add.
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I was listening to a, my daughter was playing a Spotify playlist the other night that was really good.
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And it was basically, she s a senior in high school, and it was music from the 2010s.
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And you know what the Spotify, the guy who did it, the playlist, you know what the title of the playlist was called?
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And it was from 2010, 2012?
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Throwback.
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Throwback.
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I m like, throwback.
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This was popular when I was having kids and stuff like that.
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It s just funny.
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The perceptions, throwbacks, seven weeks later.
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Hey, you re a Mac user.
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I m a Mac user.
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There is a function on the Mac called gray.
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There s another subject.
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Bill, for those of you who don t know, Bill has really big hands and is really good at shortcuts on a keyboard.
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And he can do a four-key keyboard shortcut with one hand.
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It s really amazing to see.
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Maybe we ll get a picture and video.
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But there s a thing.
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There s a little app on the Mac called Grab.
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You know what Grab is?
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Grab, am I right?
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Yeah, yeah, Travis knows Grab.
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Screenshot?
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Yeah, but it s like Grab.
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Is there a separate app?
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Yeah.
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I don t know, but it s on my Mac.
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So it s a screenshot thing, right?
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So you want to do that?
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Yeah.
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Well, I was at a client who uses Microsoft products on one of those big smart boards.
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And the little section came up.
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And here is what the Microsoft version of Grab is called.
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And I m showing this to Bill.
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Do you see what it s called there?
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Surface lagoon?
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No, down a couple with the scissors.
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Snipping tool.
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Snipping tool.
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And I m going, now wait a second.
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Who came up with that?
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Now, for those of you who ve had kids and decided to eat men, who don t want to have kids anymore, there s a verb for that, right?
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We usually say, no, I got snipped.
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That s what you say, right?
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And I thought, who in God s green earth would name the screenshot thing at Microsoft snipping tool?
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It just didn t feel right for me.
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If you re getting ready to name something in your company, and you have meetings about what the name is, just film those.
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Please film those and send them to us.
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Because we want to know how these names come together.
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I got it, I got it, I got it.
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Snipping tool.
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Oh.
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Done.
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Oh, you like that?
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Everybody like that?
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Everybody have a snipping tool?
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We good?
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Everybody have an objection.
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Nobody has an objection, so let s go.
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I m going to call my urologist and ask him if he could post some of his snipping tools up on the website there.
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Yeah, I like screenshot.
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Just another reason.
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You know, I hate, you know, Microsoft s going to kill us, but I m the man.
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Although they helped the stock market yesterday.
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Oh, did they ever.
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Holy schmonkeys.
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All right.
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Really good.
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Hey, gang, before we get into our topic, question again.
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Are you skipping lunch every day so you have time to complete all those tasky things, calls, emails, texts, other sales touches that you have to do to build your sales pipeline?
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Gosh, I hope not.
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Outreach.io, the leading sales engagement platform, supports you, the sales rep, and your manager by making it simple to humanize and personalize communication at scale, automating some of the soul-sucking manual work and dramatically increasing the productivity and efficiency of all of your revenue-generating teams.
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You can check them out at outreach.io slash ASP.
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That s outreach.io slash ASP and chat with them.
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And you will receive a free copy of their book on sales engagement aptly titled The Book on Sales Engagement.
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Go to outreach.io slash ASP.
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That s outreach.io slash ASP.
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So topic today is Brian and I have, you know, we run the gamut from having topics prepared and all scripted out, not.
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to just things that we hear at our clients.
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And so we thought what we d do today is do a little rant where he brings a problem that he s seen some of his clients wrestle with.
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I ll bring one similarly.
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And we ll kind of play off each other a little bit and talk about how we can help.
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So I am confident that the topic that I ve heard from my clients applies to a lot of our listeners.
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And I suspect you the same thing, too.
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And I m just going to tell you, not because I don t love you, but I picked a hard one.
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I picked one that I struggle with, because I need some input on what you think we should do with this.
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I picked one that sounds easy, but in between knowing it and doing it is like a gap five miles long.
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You need a snipping tool to get past that gap.
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So you want to go first, or do you want me to?
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I ll go.
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OK, because this came up essentially twice in the same training session yesterday.
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Situation here is that I m dialoguing.
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So my client is selling something to their customer.
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And there is a process that happens away from where they are, an approval process, like a legal documentation.
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So yeah, let s say I m going to buy a new computer system.
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And I ve talked to the users.
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And they re all in.
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They re good to go.
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Budget s approved.
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Everything s good.
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They re just waiting on, air quotes, final sign off.
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from corporate.
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That s a thing that came up twice yesterday.
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And my client has been checking in, air quotes again, and going, you know, and the check-ins now are like, have you heard anything yet?
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No, still waiting.
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But I haven t forgot about you yet.
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It s in legal.
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We should be good.
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It s in legal.
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It s in contract.
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It s in procurement and that sort of thing.
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And so my client s asking me, what do I do with this?
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What do I do with that situation?
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And so I d love your input on what you think someone should do when they get the question or the statement back from the customer.
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We re all good, all positive, good.
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We re approved.
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Just waiting on final sign-off.
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Just waiting on legal.
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Just waiting on procurement.
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Yeah, I had this very thing happen in one of my groups by a guy who it s the biggest deal in the company s history.
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And it s a hospital, a large hospital chain in California.
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Yes, one of these was a hospital.
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OK, yeah.
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There s just lots of procurement and legal and contract.
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Lots of jobs in the hospitals.
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OK, so my mind first goes to don t do anything that ll jack it up.
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OK, that s good.
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So sometimes I think we get frustrated and impatient.
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It s like, OK, well, we need to call the CEO.
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It s like, wait a minute.
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Don t do anything that you would be sorry for later.
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Yes.
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So first, do no harm.
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Is that the Hippocratic Oath?
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Yeah, speaking of hospitals.
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Speaking of hypocrites.
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Yes, we should have worn our scrubs today.
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Oh, yeah, that s right.
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We should podcast in scrubs next time.
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When we re diagnosing, we ll get one of those, what are those things called, stethoscopes that you put in your ears and you listen to the heart?
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We should do that.
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That s what that s called?
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Did you not know that s what that was called?
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I was just asking.
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Well, you don t have much of a background in medical.
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Yeah, so that s the first thing I would think of is do no harm.
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Yeah, do no harm.
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That s really good.
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And you could even say that to the person and reference the Hippocratic Oath.
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You know, I know when you view people in procurement, oh, this is not the hospital.
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And then the second thing I gave my client to do was go prospect.
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Because what are you going to do?
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How are you going to influence an attorney that sits in a back room somewhere where the paperwork is on his or her desk?
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Are you really going to do anything?
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Calling the person to check in is OK occasionally.
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But at some point, is that person like, look, I told you last week for the last seven times.
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So if you can bring value to that equation, if you can
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bring something different or valuable, then I d say do it.
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But if you re just calling, checking in, I don t like that.
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I love that idea of, I love the let it be.
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Just be still with it, because everyone freaks out about it.
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And then I think, OK, so if we do something different, do we think something s going to change?
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So do we think if we call the procurement guy that he s going to like that and that s going to go well?
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Usually not, because it s illegal.
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It s like, who are you?
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And they re so far removed from what s really going on.
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It s more of a tactical administrative thing, like they re going through a stack of papers on their desk, looking at them one at a time, analyzing them, putting them in the computer system.
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Priorities don t figure into this.
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No, they re not.
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It s just a stack.
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It s a cube.
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They ve got a high authority thing, but they don t have any influence, and they re not a user of the thing.
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So I m with you on the prospecting.
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That s a really good angle that I didn t take with my client.
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I do love the idea of if I m going to play the check-in game, can I be valuable?
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In other words, if I know this client or customer has other problems outside of what I do,
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So if they re having trouble hiring or finding labor, and I ve got a client that s in the staffing business, I m like, hey, just say, hey, I know a side of our deal as we re waiting on it.
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I m trying to think of other ways I can be helpful here.
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I know you mentioned you were struggling to fill your second shift.
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I ve got a buddy who s in that business.
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Would you be cool if I connected you guys?
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Just stuff like that.
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Or if I don t get this deal, I might be interested in that second shift position.
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We call it, I m from Evansville, Indiana, small town, Southern Indiana on the border of Kentucky.
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We call it second trick.
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Do you ever call it that?
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That s what we did back in the day.
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I know you grew up in Carmel.
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We didn t have suckers in Carmel, did you?
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Working second trick.
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And you know what else you say when you got a job at those places?
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I got on.
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I got on it.
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I got on it.
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Well, I heard he s working thirds.
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He got on third trick?
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Yeah, he got on third trick.
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Oh, really?
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Did you hear about that?
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Yeah, Kenny.
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These are my people.
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I know.
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This is where I grew up.
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I love it.
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Yeah, I heard Kenny got on third trick down at Alcoa.
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OK, so here s mine, if we can get on third trick, Evansville shtick.
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So I don t know if that helps.
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I think that detached.
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I think we just have to say, OK,
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I ve done all I can, and I ve just got to keep moving through the market.
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And if I obsess about it, and I start to lose sleep, and then they call, and I call them back in five minutes, oh, man, then it just feels needy to me.
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OK, so my problem is, and I m going
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And I face this a little bit, but also my clients do, is everybody knows they need to be doing more content.
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I don t think we re at a place where we need to convince sales professionals, especially in the B2B area, to create content for LinkedIn, any social platform you re on.
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And I m not a big fan of being on all of them, although if your clients are on all of them, then you probably need to be.
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But let s just say LinkedIn, since that s probably the primary one.
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And so everybody knows they need to create content, but the gap between creating it or knowing it and actually doing it and hitting publish is a big gap.
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And people will make up all sorts of excuses, and then occasionally,
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I ve got a group where there s one lady who s just like clockwork.
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She s doing it every day and her views are going up.
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She s starting to get good comments.
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So it s not that it doesn t work.
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It s just that the gap is big between knowing and doing.
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What do you tell them?
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It s what we do, and we don t know the answer.
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We stop and think.
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Now, if there were a class in here, what I d say, well, I know what I d do.
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What would you guys do?
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But I don t really know what I d do.
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No, I have no idea.
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It s a trainer trick.
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No, I don t really.
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So this is good.
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And I think, to your point, I know I have this sort of battle internally.
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And I notice I go in spurts, where I kind of get in the mood to social media.
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I ll catch a wave, and I ll be doing something.
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Yeah, totally.
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And I have some fun with it.
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Then I notice myself getting lost in it.
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And then I don t pay attention to my kids, or my wife, or my friends.
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And so I m like, how do I do this?
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I got to stop this, right?
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So I pull back away from it.
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So I think the first advice I give to people is most of us have a social media modality, big word, that we feel the most comfortable with.
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So some people like to write funny things.
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Some people like to do a video.
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Some people like an audio.
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Some people like to forward something.
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Images.
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Images, whatever.
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So first, I start with, of all the things I could do, what is the easiest for me, and do I like the most?
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That kind of raises the odds that I ll do that.
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And I would start there.
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Because I think what some people do is we tell them, or they hear from you or me, you need to be doing LinkedIn videos.
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You need to be doing videos, videos, videos.
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And they re going, oh my god, I hate how I look and I like it.
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But they re really good.
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They post on Facebook all the time funny sayings.
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Or they re really good at forwarding funny YouTubes or whatever.
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And so whatever you re already doing, think about that, that you like to do, and just transfer it maybe to a different platform.
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So if someone is like, hey, I m a person who sends funny jokes or little quote cards on LinkedIn all the time, or on Facebook all the time, I just put it over on LinkedIn.
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I m already doing it.
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I do give people the rule, because what I find is a lot of people will spend hours and hours on personal social media and say they don t have time to do business social media.
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And if I audit them and I stand over their shoulder, and I see it when I walk around my clients, you see them on Facebook and stuff.
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So they re there.
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One of the rules I say is any time you post- Do they know you re there hovering over them?
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Or do you like wear a mask?
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I m in costume.
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Like the beard.
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I m always in costume, yeah.
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I do.
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I wear a UPS.
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I go browns, all browns.
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Brown shorts, brown tops, brown hat.
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And I go in, kind of like Ace Ventura in Pet Detective.
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Remember that opening scene?
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So I say, make them a rule for themselves.
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So anytime you post on this one, you post on that one.
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So if you re going to put something on Instagram, you have to go put something on LinkedIn.
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Because I m trying to connect the habits that they already have and leverage those.
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Yeah, they ve already done it, so now it s just a matter of.
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Yeah, do the same thing somewhere else, or just forces that behavior.
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The other thing that this is more of a step back philosophy thing.
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And I ve got a couple of clients that I challenge.
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They ve done such a good job.
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I think I can talk about Laurie Floring, Jack Laurie Floring Group in Indianapolis.
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There s some sales guys there.
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They re all guys, so I can say that.
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Because I think they have two females, women, who haven t yet played this game.
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But they started posting videos.
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This was really helpful.
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They had a little internal contest
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to see who could do the most videos.
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And they started going.
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Then they started to put each other in each other s videos, the sales team.
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Oh, good.
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And they re having some fun with it now.
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And they re throwing it back and challenging each other and stuff like that and talking about each other in their own videos.
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So now it s the group.
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That s great.
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It s really good.
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It s been really helpful.
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So a sales team listening may think about doing that.
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If they re individually uncomfortable, you can do a group.
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And I ve got another group where they ve got three ladies who are like, I don t know about this.
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I m like, just do it together.
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So they all do this little thing.
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They stand behind this table.
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And don t worry about the stickiness of it.
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Just do it.
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Plus, it gets three people.
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It does, and three people to post with one video.
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So it s much more efficient that way.
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Yeah, if you re a sales leader, I ve got a sales leader in one of my management groups.
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And he s doing that very thing.
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It s not a contest as much as it is just a brainstorming session.
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Everybody brings a one-minute or two-minute video.
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They re doing it next month, and everybody s got to bring one.
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Even the people who say they re not good on video, it doesn t matter.
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No.
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And then there s a little bit of life behind it instead of it feeling like an assignment and a burden.
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Yes, it does.
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You just have fun with it.
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Social media is just, and the other thing I tell people, too, to step back, we talk about this idea sometimes of inflated self-importance, inflated self-importance.
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When you put a video up,
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it s going to fly through the feeds of everyone in minutes.
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And then you re buried.
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So it s not like you re going to put a video up and your life s going to change one way or the other.
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It s not like you re going to put a video up and people are like, that was awful.
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I saw your video.
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I was really embarrassed for you.
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People aren t going to do that.
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They re going to zip by it.
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I watched it several times.
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Yeah, I showed it to a couple of friends of mine.
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I m not sure why you did that.
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Did you think before you did that?
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It s like, come on, man.
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And so don t worry.
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Don t be so worried that people care as much as you think they do.
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You can delete it.
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SPEAKER_00
Exactly.
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You can delete it.
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And you know what?
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If it s that bad, sometimes it ll be viral and it ll be famous.
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Do you remember the kid from Ball State University back in the early 2000s or 90s, the boom goes the dynamite?
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So anyone listening, just Google Boom Goes the Dynamite.
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It s this poor kid who his freshman year was in a sportscasting class, or a broadcasting class, got thrown into the sports desk late.
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And he s trying to read over the highlights, you know how they do that.
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And he falls apart.
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The kid just falls apart.
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And God bless him.
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I think he s still in the business, someone told me.
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But he felt bad for him.
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Point is, the guy s world famous for Boom Goes the Dynamite.
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So listeners will know this.
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And you can tag us or put in there Boom Goes the Dynamite.
1
SPEAKER_00
Do you remember the BBC interview with a guy who was an expert on North Korea where he was in his house and his kids came in, his wife came in, and he literally almost had a breakdown after that because he d never thought he d be invited back to BBC.
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Well, now they love him.
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They love him.
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He s the best.
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They bring his kid on, right?
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It s funny how we are.
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All right, good stuff.
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Yeah, so one thing I would have to add to that social media thing is content is always an issue as well.
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So once I decide, OK, I m going to shoot video or audio or whatever, what am I going to say?
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One simple thing that I tell people is just go back and think about what are the top 10 questions that your customers or prospects ask of you.
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What are just 10 questions and then just shoot a video or do piece of content on each one of those questions separately?
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Yeah, and I was talking to one of my clients the other day has been in the business 30 years in his business and he goes I just don t know what to what to write.
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I m like 30 years.
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SPEAKER_00
Yeah
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30 years you ve been helping customers and clients and strategic.
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SPEAKER_00
You ve been helpful for 30 years, and you can t think of what to write.
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And I slapped him across the face.
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Did you?
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That was a good move.
1
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And he said, I appreciate that, coach.
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SPEAKER_00
Then he called the cops.
1
SPEAKER_00
Yeah.
1
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He says, thanks, coach.
1
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I said, no problem, you son of a bitch.
1
SPEAKER_00
All right, so if you have a retreat coming up or a sales meeting, we d love to come see you.
1
SPEAKER_00
Just send us an email at listener at advancedsellingpodcast.com, title and the subject line, come see us.
1
SPEAKER_00
We ve also got 10,800 people on our LinkedIn group.
1
SPEAKER_00
We do.
1
SPEAKER_00
So make sure
2
SPEAKER_00
Make sure you go to advancedsellingpodcasts.com slash LinkedIn.
2
SPEAKER_02
Or you go to LinkedIn and search for advancedsellingpodcasts.com.
2
SPEAKER_02
You can do it.
2
SPEAKER_01
There s all different doors.
2
SPEAKER_01
You ll find a lot of doors to the group.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
So see you next time.
2
SPEAKER_01
All right.
2
SPEAKER_01
Bye.
2
SPEAKER_01
Bye.