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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name is Bill Kasky.
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We have been here every Monday for 17 years.
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What a great ride.
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It s been so much fun.
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You know, we re celebrating birthday month, that s part of our topic, and we ve had such a great time.
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We ve had people that have been listening since day one, which is just amazing, isn t it?
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And we ve had people who just found us.
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I just talked to someone and said, I just found you.
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I said, good luck.
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You ve got 16 years and 11 months to catch up.
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Looking forward to it.
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Lots of fun.
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Lots of great guests over the years.
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Lots of great advice.
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Lots of programs.
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We ve got The Insider rolling right now.
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And we just really, really love our audience and what we do.
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And we re really lucky to be able to bring this show to you every week.
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You know, I remember one time when we were up in Chicago, you and I together, I can t remember what it was for.
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Knoll.
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Knoll Textiles.
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Could have been Knoll.
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I think it was.
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Anyway, it was really early.
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And we started talking about radio.
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recording and you know the radio station we started talking about oh i used to love it when we used to do this and you re like you did that too i did that and there was um and i m kind of a geek when it comes to stuff like that so the other day we were uh driving and i said to my wife said jane remember the days when we used to know where cars were from in indiana because the license plate noted the county by number so there s 90 there s 92 counties in indiana
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And it went alphabetical.
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So if you had a license plate 1A777, 1 denoted the county.
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And I went through.
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Which was Adams.
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Which was Adams County.
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Okay, there you go.
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You re welcome.
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To us.
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I went through, I bet I got 75% of them.
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I started with 1, 2, 3, 4, all the way through.
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Allen County, Fort Wayne.
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There was some, yeah, Allen County, Bartholomew, Columbus, keep rolling.
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Let s go.
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I did not know.
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Five is Brown, six is Decatur.
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Anyway, I could go on.
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Same.
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It s an Indiana thing for you listeners.
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But it is an Indiana thing.
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And then I thought, why do I remember those?
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I know.
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What part of my brain is still being populated by crap that does not matter?
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I m from Evansville.
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Do you know what Evansville was?
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Vanderburg County?
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Vanderburg County.
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84?
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82.
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Very close.
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84 was Vigo County.
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That s Terre Haute.
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Okay.
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So those of you listening to this, if you re from Indiana, you re like, oh my god, these guys are old and legit because this is like a real deal.
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This was a thing in our state.
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It really was.
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Now, do you know that a lot of unmarked cars were from 45?
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Unmarked police cars?
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That was... It s up north.
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It s...
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Hammond, Gary, Lake.
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Could be Lake County.
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Well, let s see, Lake, Marion, yeah.
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Because Marion s coordinate.
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9 was Marion, correct?
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We gotta move on.
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53 was Morgan.
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That s, Martinsville was 53.
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No, no, no.
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Monroe, Monroe, my fault.
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My bad.
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Thank you.
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Monroe, thank you.
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Okay, so we did a video, I did a video here a couple of weeks ago where I told the group that we were celebrating our September s birthday month.
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We had a couple of comments.
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Dave Price said, happy birthday to the first, longest running and best in my humble opinion.
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BD Dalton said, thanks for the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun, the sun,
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Fun times.
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You guys are a Monday ritual.
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That s cool.
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Randy, congratulations.
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Ute, we re going to come back to his.
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Mark, we re going to come back.
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Oh, Mark Reinicke said, thanks so much for sharing great stuff.
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You ve made a positive impact on thousands of salespeople.
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I m grateful to be one of them.
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Billy Sue said, you make me happy.
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Oh, it s nice.
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I love listening to your podcast on long walks, but also because you re both charming and entertaining.
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How nice is that?
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Ashley said, I can t, I think you know her.
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Ashley, I can t even fathom the number of episodes I ve listened to, nor can we fathom the number we ve done on drives and flights.
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I barely knew what a podcast was 17 years ago.
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So I applaud the intuitive.
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Sarah says, when I worked in sales, your podcast accompanied me every morning and evening commute.
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I still dip in from time to time.
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David, happy birthday.
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Can t believe it s been 17 years.
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Thanks for all the memories.
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You guys are consistent with your messages.
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No one has all the answers.
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You respond.
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Bruce said the thing I ve learned from the podcast, detach from the outcomes.
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I love to hear that over and over and over, because I need to be reminded.
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So we want to take a couple of these where people have actually asked us for some advice.
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And let s go back to Ute, who s from Germany, I believe.
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Yes.
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He says, love your podcast.
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Would love to hear some ideas on how to finish strong in 2023.
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Love it, Ute.
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He s asked us questions before, correct?
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Pardon me?
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I think Ute s asked us some questions before.
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He may have even sent in an audio question in the past.
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Oh, he might ve.
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Yeah, he might ve.
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I think.
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Yeah.
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Was a great question.
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And as we were preparing for this, we prepared for days for these episodes, as you all know.
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Like days we re preparing for the show.
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I m sorry.
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I meant minutes.
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And I said, you know, this is a topic we ve done several times in the past.
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And one of those evergreen topics that you just need to hear each year, don t you?
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just how to finish strong.
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So we ll do, I ll give you a couple of my ideas, Bill, maybe you can give a couple.
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So I m a huge fan.
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I m just starting to do this with my clients.
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The first step for this for me is to separate open opportunities into in the year, for the year, in this year, for this year.
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One of my clients gave me that phrase.
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and 2024 deals.
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And just make two lists.
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And if you have 25 open opportunities, make two lists and you say, okay, these 25, I ve got 11 in this year for this year, and I ve got 14 that are probably 24 deals and start there.
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And then that becomes, that gives you immense clarity on what to work on first.
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So that s the first step.
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It s really easy.
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Don t overthink it, you ll know you ll get deal momentum, you know, you ll have indicators, you ll be in a certain stage of the process that will say I can still get this thing done before the end of the year.
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And then there ll be others like, you know what, long shot, I m gonna bump them into 24.
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Yeah, yeah, that s good.
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The thing that you put in there, I think, that I want to capitalize on is this idea of the plan.
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Here we are, end of September-ish, if you re listening to this when it goes live.
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And so we ve got three months, probably two months, really, because December s rough.
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But let s just say three months.
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And I think it would be useful to take a half day, get away from the office, get away from distractions and screens, and just spend a few hours planning out.
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Start to make those lists, like Brian said.
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Immediate opportunities, next year opportunities, people you haven t spoken with in a while, people you haven t, I ve got several people that I ve got proposals out to, quasi proposals, and I haven t heard back, nor have I called them back.
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And so those are the kind of people you want to make sure you have a list of all those things.
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And the list that you create is probably going to be done pretty quickly, because a lot of it s outreach.
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A lot of it s checking in with people.
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I would also say on that planning document, you want to say, what am I going to do in the next 30 days?
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Not just client stuff and prospect stuff.
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you know what am I going to do to get ready for 2024 because we can t ignore that too I don t want to get to middle of December and say well we haven t done anything so start to think about some tasks that will get you ready for next year some tasks like you said that ll finish off this year strong but I think the plan is the main thing and most
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I know this is going to be offensive to some.
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Most salespeople aren t very good at planning.
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And I think we need to get back to that, especially during these crucial moments of the year where we ve got 75 days to really get the numbers up and finish strong.
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I think a plan is job number one for you.
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I love that.
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I actually love your idea, Bill.
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I actually love the taking the time off as much or more than the plan.
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The half a day to step away and go, OK, I got three months to go.
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Let me sort out my stuff, get it together.
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I mean, I definitely want to plan.
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But just having the discipline and or the desire to take the half a day and look at that as productive.
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Not a day off, right?
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It s a focus, like we re going to get ready to roll here.
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And then it s like ready, break, go.
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I love that.
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And it could be a whole day.
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I mean, if you re not used to taking that kind of time off, probably a half day.
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I would suggest you take a half day at the end of each month planning the next month.
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But for a quarter, I think you d use at least a half day.
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Get in the groove of blocking out.
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And then do that for October, too.
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The last week in October, take a couple hours.
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It s planning month for November.
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You d be shocked at how much you can get done when you have a list of things to do.
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And you ll also be shocked
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and how much time we can waste.
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And I m guilty of that if there s no plan, so.
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Best part about the plan for me is the stuff I m not gonna do.
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Is deciding like whatever, like we did the deal list and the deal list is a 2040, like, you know what?
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I m just going to let that one sit.
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Let it be.
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It just clears you up.
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It s really good.
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But you re consciously doing it rather than just a default.
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You default to no behavior.
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All intentional.
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I ve made a conscious choice.
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Yeah.
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OK, who s our next question?
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Oh, go to the next question?
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Yeah.
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Did we finish that for Uta?
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I think we did, yeah.
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We re going to get to a couple of questions.
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OK.
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There was one here about,
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One of them is kind of tough to answer.
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Oh, I think one, I don t see it here, but you can, I think you can.
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characterize it as partners and strategic partners?
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That s what it is.
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Yeah.
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So yeah, one of our commenters asked, you know, and he said something effective like, hey, age-old question, I know, but how do I maximize my results selling through manufacturers, distributors, you know, a second or third tier person or group?
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So if I work for a manufacturer that makes something, but I sell my product through distributors, how do I
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you know, maximize that share of space.
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So can I start with that one?
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Yeah, go ahead.
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Yeah, my thought there is, I think everyone in these roles, and this doesn t apply to everyone I understand, but there s still some takeaways for I think anyone listening here, even if you don t sit through a third party or a secondary party, is you have to step back and ask yourself and kind of do three concentric circles.
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At the core, my product is my offering that s feature-functioning stuff.
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Outside of that is the processes that I have and the ways to do business and the ways that I can help and serve people, like that can be like customer experience sort of stuff.
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But on the external is how can I help and add value to these people s lives in general?
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that may not have anything to do with that thing that I sell.
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So if I sell an electronic component that goes into a transmission, and I m calling on the transmission manufacturer, most people spend all their time on two things.
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One is what my component does better than my competitors, and two, how much it costs.
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And that s all the value you bring.
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That is not valuable to people.
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I can look that stuff up.
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Instead, think outside.
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What are they struggling with outside of the components that I sell?
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Are they having logistics transportation issues?
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Because I have some friends in the logistics business I could connect them to.
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Are they having hiring issues?
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Do I know someone that can provide?
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I ve got a person that specializes in recruiting for veterans and
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you know, retired military people.
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There s just anything you can do outside of what you do.
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And that s the part that people miss.
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They re so hyper-focused on their thing and how much it costs.
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And that s it.
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It s got to expand past that.
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That s how you keep attention from others, by sincerely showing them that you re interested in their overall well-being.
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That s really good.
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That s good.
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So rare.
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So rare.
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We just get in the, in the, you know,
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That s what I do.
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Yeah.
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maybe have nothing to do with us.
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When you said that, I was thinking that if you have, I assume that most people who are listening that have strategic partners or channels or whatever you want to call them, they have a list of those people.
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Hopefully, you have a list.
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So if you want to send an email, you don t send it to the direct people.
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You send it right to the strategic partners.
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And the question is, do you really know their business?
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Do you know what they re struggling with?
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So make a list of things that is outside, I would say, make a list of all the things they re struggling with.
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And then, like, I ve got an example of this.
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You know, Jeff Worrell.
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Do you remember Jeff?
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Of course I know Jeff, yeah.
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He did a podcast that he was selling to physical therapists.
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I may have told this story before.
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Physical therapist in Indiana, and he was selling supplies.
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And he started a podcast where he would invite people onto his show who worked with physical therapists in marketing, and business development, and financial accounting, those things that he didn t do.
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He was a supply guy.
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But guess what?
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His physical therapy prospects and customers always tuned in because they were going to learn something.
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And guess what?
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He s in the middle of it.
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He s the host.
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So good.
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And I think that s an example of he could have talked about supplies, but how can you talk about supplies?
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You could, but it s better if you re bringing value to your strategic partners that may or may not have something to do with you.
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It may have something to do with you.
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Do a panel discussion.
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Invite them to a panel discussion where you bring in a couple of experts.
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It s easy to do panel discussions because everybody wants to be on a panel.
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Thank you for saying that.
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They don t have to carry the load.
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They can be there.
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They can get their sweet picture in the thumbnail.
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But think about doing a panel discussion for your industry, and you might talk about your products, but you also bring other people in.
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I love that you said it s easy.
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It is so hard to justify a small little feature in my product and or my price, and that s all I got.
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Like in Jeff s case, he s got equipment that the PTs use and stuff.
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So does everybody else have the same equipment?
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Yeah.
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Well, ours is like extra padding.
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Well, ours is pretty good.
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How much is yours?
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It s $400 more.
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Yeah, it s not worth it.
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But that s really hard to do.
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That s really hard.
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You know what s really easy?
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To call someone and say, hey, do you want to be on a panel to talk about marketing and growing patient counts for physical therapists?
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Yeah, I d love to.
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So then all you got to do is ask the questions.
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So Bill, what should I do about if I m a PT and I m trying to find more patients?
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Give me three tips.
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Absolutely.
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It s so easy.
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So easy and so different.
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It s kind of a side door.
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I wouldn t use the word back door.
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It s kind of a side door.
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And now you develop a relationship with this person and you ve, there s a reciprocation there.
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So you ve had them on your show or whatever it is.
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And now they say, you know, Jeff, we,
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You know, I see all your emails.
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Have we ever bought anything from you?
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I know.
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It s right.
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It s going to come up.
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Send one of your people in.
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What exactly do you do?
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How d you get into this podcasting thing?
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Well, actually, you know, I sell equipment.
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Do you sell equipment?
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PT s?
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Well, what kind?
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Right?
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The way it goes.
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Yeah.
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So good.
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So that s one way to think about that.
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So anyway, does that give that person enough?
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I think that s good.
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Yeah.
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So we got one more.
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Yeah, let s do one more.
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Spread the love here to the rest of the group here.
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Well, it looks to me like one of the most common things is an uncensored podcast where you drop dust bombs or other bombs.
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Adam said ASP after dark.
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ASP after dark.
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I m not opposed to that.
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I m not opposed to that.
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There s a lot of filtering that goes on.
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If you heard Bill and I speak to each other as friends and colleagues off air, none of it is printable without the NC-17.
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So they call it now, what is it called?
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Non-vulgar.
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What is it called?
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Explicit.
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SPEAKER_00
Well, explicit.
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SPEAKER_00
E, because it has a little E.
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SPEAKER_01
We intentionally, years ago, went away from the E rating, even though it s against both of our DNA, both of ours.
1
SPEAKER_01
It s an art to cursing.
1
SPEAKER_01
I think the last one had to do with finding a job.
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SPEAKER_01
Yeah.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
OK, we got Christopher Schmid.
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SPEAKER_00
Congratulations to the OGs of Sales Training Podcasting.
1
SPEAKER_00
Happy birthday from Paula.
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SPEAKER_00
Bob Gensler, congratulations.
1
SPEAKER_00
Still refer to my copy of email at regular basis.
1
SPEAKER_00
OK, so let s do I don t see the one you just mentioned, but
1
SPEAKER_00
Yep.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
So the last one was, can you just give some advice on finding a job?
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SPEAKER_01
There are a lot of people right now who are looking for a sales gig.
1
SPEAKER_01
Been a lot of riffing, as they say, reduction for, I love when people call it like, no one calls it getting fired anymore.
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SPEAKER_01
Oh, no.
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SPEAKER_01
Right?
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SPEAKER_01
Because it had nothing.
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SPEAKER_01
I love, too, people say it had nothing to do with your performance.
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SPEAKER_01
It had nothing to do with you at all.
1
SPEAKER_01
This was just, you know, the reduction we had to, you know, make some choices that were tough.
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SPEAKER_01
We want to keep all of you.
1
SPEAKER_01
Well, that s not true.
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SPEAKER_01
That s not true at all.
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SPEAKER_01
Unless they fired their entire sales team, there s a reason they fired you and kept another person.
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SPEAKER_01
I m not saying that to be mean.
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SPEAKER_01
I m just trying to be real.
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SPEAKER_01
And it frees you up to do your next gig.
1
SPEAKER_00
Yeah, sometimes it s not firing.
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SPEAKER_00
It s just you re tired.
1
SPEAKER_00
You re done, right?
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SPEAKER_00
Done.
1
SPEAKER_00
Exactly.
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SPEAKER_00
The company is not keeping up, and the culture is rotten, and you want to get out.
1
SPEAKER_00
So what kind of advice would you give to people who are in that mode of maybe the search?
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SPEAKER_01
I love the, Bill and I always talk about the, we can t say the thinking stuff, the feeling stuff, but we can t say the word.
1
SPEAKER_01
Is he dead yet?
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SPEAKER_01
I don t know.
1
SPEAKER_01
I need a Google alert.
1
SPEAKER_01
That is such a great idea.
1
SPEAKER_01
That s the idea of the day right there.
1
SPEAKER_01
Those of you who are long-term listeners know who we re and what we re talking about.
1
SPEAKER_01
Anywho, so the first is you got to get your head, heart, and soul right.
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SPEAKER_01
You just do.
1
SPEAKER_01
And even though I said, look, you got fired, and they kept someone else, and that s all OK.
1
SPEAKER_01
And you got to say, that was that experience, and that experience is over.
1
SPEAKER_01
Take inventory of yourself and say, what do I love to do?
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SPEAKER_01
What do I rock at?
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SPEAKER_01
And go find that thing.
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SPEAKER_00
And that s what you do.
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SPEAKER_00
And get super clear on it.
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SPEAKER_00
And your tour of duty is up at the last place.
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SPEAKER_00
Don t spin it.
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SPEAKER_00
And don t pretend.
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SPEAKER_00
And don t just own it.
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SPEAKER_00
And I think that vulnerability and that realness and authenticity will show itself well and will find you to your next thing.
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SPEAKER_00
That s my first bit of advice on that one.
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SPEAKER_01
Yeah, my second.
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SPEAKER_01
My point B to that is don t be invisible.
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SPEAKER_01
Don t be obscure.
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SPEAKER_01
I ve got an example.
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SPEAKER_01
I don t want to go into it because it s a family member.
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SPEAKER_01
looking for a job in another city and hasn t done anything on LinkedIn, hasn t started planting those seeds so that when he or she, I mean, I know if it s a he or she.
2
SPEAKER_01
He or she is ready that offers will be coming in.
2
SPEAKER_01
And so if you are, if you re,
2
SPEAKER_01
working for somebody now and you re thinking, you know what, the next year I need to move.
2
SPEAKER_01
Start now.
2
SPEAKER_01
Start now with your LinkedIn profile, posting on LinkedIn.
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SPEAKER_01
Be visible.
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SPEAKER_01
Don t be invisible because you ll never get opportunities that way.
2
SPEAKER_00
So true.
2
SPEAKER_00
And you know how upset and bothered you re going to be if someone you run into them and say, you know, blah, blah, blah.
2
SPEAKER_00
Well, I m actually looking for, you re looking.
2
SPEAKER_00
I didn t know you were looking.
2
SPEAKER_00
I just hired someone.
2
SPEAKER_00
I literally made the offer three weeks ago.
2
SPEAKER_00
Uh, and you re going to blame some other, you re going to be like, well, they did.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
They re just bad timing.
2
SPEAKER_00
Like, no, I love it.
2
SPEAKER_00
Bill be out there.
2
SPEAKER_01
Yeah, but I can also send you this link to a page where I ve got a lot of content on it.
2
SPEAKER_01
And now you re not, you re, you re not competing with anybody else.
2
SPEAKER_01
Cause nobody s doing that.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
I mean, it s, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it s a, it
2
SPEAKER_01
And you say, well, I don t want to spend $1,000.
2
SPEAKER_01
Well, if you make $100,000 a year, in the next 10 years, you re going to generate $1.5 million.
2
SPEAKER_01
I think it might be worth $500 for you to build something that can be your brand, can be part of your brand, so that people will get better offers.
2
SPEAKER_01
You ll probably make it back just with your first offer.
2
SPEAKER_00
Yes.
2
SPEAKER_00
And don t, I think so many people have, they carry a little bit too much entitlement in the job search.
2
SPEAKER_00
And I m not saying to cower down to people.
2
SPEAKER_00
What I am saying is show up with a healthy confidence that can also remove some risk from someone.
2
SPEAKER_00
The point being, you might say, look, I ll do this.
2
SPEAKER_00
And if I don t get to this level of performance, I ll leave before you let me go.
2
SPEAKER_00
Just hone some stuff around that.
2
SPEAKER_00
Or say, I can guarantee you I will be a positive return or something like that.
2
SPEAKER_00
I don t want to just talk about it.
2
SPEAKER_00
What I don t want to do is come in and say, well, I command a $90,000 base salary, and I have to make up to $150,000, and you just got fired from your job.
2
SPEAKER_00
I m like, OK, be careful on that.
2
SPEAKER_00
Have some balance there, some confidence, but also some humility.
2
SPEAKER_00
And be willing to take a little bit of risk to remove risk from somebody else.
2
SPEAKER_00
and work a deal.
2
SPEAKER_00
It s very appealing to people who are salespeople.
2
SPEAKER_00
It s a unique approach to take some risk.
2
SPEAKER_01
And you need to get creative with this because people who are looking will get 35 resumes from Indeed or wherever they look.
2
SPEAKER_01
And if you can be unique, at least you get your resume set aside on another pile.
2
SPEAKER_01
And that gets you access to a meeting.
2
SPEAKER_01
And then during the meeting, make this offer.
2
SPEAKER_01
Look, here s the way I look at this.
2
SPEAKER_01
If I can t
2
SPEAKER_01
make the numbers in 90 days, I shouldn t, I mean, whatever.
2
SPEAKER_00
How are we gonna do this?
2
SPEAKER_01
It s a courageous move.
2
SPEAKER_01
You gotta be good, and you gotta, if you re gonna make that offer, you gotta work your butt off in the first 90 days to make sure that happens.
2
SPEAKER_01
Love that, love it.
2
SPEAKER_01
You will, yeah.
2
SPEAKER_00
Good stuff.
2
SPEAKER_00
Good birthday post.
2
SPEAKER_00
Good job putting that video up, Bill.
2
SPEAKER_00
Yeah, thank you.
2
SPEAKER_01
Thanks to all our listeners too.
2
SPEAKER_01
We ll probably do maybe one more on birthday month.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
But thank you for, and if you have anything that you want to share with us or want a question answered, make sure you go to advancedsellingpodcast.com slash LinkedIn.
2
SPEAKER_01
If you re not a member of the group, join the group and then post your question there.
2
SPEAKER_01
And we have somebody that reads those and we ll answer them.
2
SPEAKER_00
and send us an email, video or audio file, wishing us a happy birthday or any little note you want to say, we ll put a little compilation of those.
2
SPEAKER_00
That s listener at advancedsellingpodcast.com.
2
SPEAKER_00
We ll remind you to do that here for the next couple of episodes.
2
SPEAKER_00
Usual birthday.
2
SPEAKER_00
Yeah, got it.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
Yep.
2
SPEAKER_01
Don t give away your identity.
2
SPEAKER_01
Okay.
2
SPEAKER_01
Good stuff.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.