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Welcome back 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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Bill is coming to you live from Denver, Colorado, USA.
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And I m not, I m here in Indy.
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Is it nice out there?
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Denver s great.
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It s beautiful out here.
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It s probably 75, 50 in the evenings.
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And I m only out here for a few days, but we happen to record a couple episodes here while I was here.
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So now my daughter lives out here, so I m staying with her and then getting ready to stay downtown tonight at a hotel.
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So anyway, there was someone speaking of like there was a young woman who will remain nameless who was talking about safety during traveling.
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And she was going to a trade show and she was saying she never goes, says where she s going, never says where she s staying.
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And has like, you know, well, it has a one drink limit, all this stuff.
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I m like, it s really good, you know, good little tips for especially a young person going to a trade show.
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She also put something up about her mental health, which I also thought was great.
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You know, and she took a picture of her calendar showing her.
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mental health appointments at the top of the picture was where she was staying at the next trade show with the exact address.
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I m like, whoopsie daisy, whoopsie daisy.
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Anyway, so just make sure if you re traveling and you don t want people to know where you re staying, you scrub any of the pictures you put up of your calendar that might include where you re staying.
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Anyway.
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Or just take your shiv with you wherever you go.
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I don t know if we talked about this, but I got a LinkedIn message after that episode where I was talking about this little shiv that I d crafted.
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And this guy, I can t remember who it was, sorry for the listener, but he says, make sure you take your shank with you.
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Not a shank, that s a prison thing, I think.
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I don t know.
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All right, so today we re talking about Bill and Brian s toolbox.
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Neither of us, I ll speak for myself, but neither of us are really handy men, are we, Bill?
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No, I m not.
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I don t think, you re not gonna find either of us, you know, doing big, big do-it-yourself projects, you know, rewiring things, putting in a switch, nothing like that.
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But when it comes to selling,
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we keep some tools around, don t we?
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So these could be anything.
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These could be a book.
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This could be a podcast, a person to follow, a tech stack thing, anything at all.
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So people always want to say, what are you listening to?
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What are you thinking about?
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What are you talking?
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What do you use?
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So this is some of those things, stuff that we use.
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You want me to start?
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You want to start?
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I ll start.
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This is a person that I follow, that I have grown to enjoy over the past two or three years, and his name is Ed Mylett, M-Y-L-E-T-T.
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He just wrote a book called The One More Thing, or One More Thing, and it s about
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It s about everything in life we could improve if we just do it one more thing, like one more rep if you re lifting weights, or one more mile if you re running, or just take the incremental dose and just do that.
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And it could be one more person that you call or one more person you reach out to.
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And it was a whole book about that, but there was a lot more to it than just the, you know,
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the suggestion there.
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It was a lot of psychology, and I really like it.
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Ed s a little, he can be crazy sometimes, but I like his form of crazy.
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Yes, yeah, he s an intense guy.
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He s intense.
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He s intense.
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It works for him.
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He s got a great business built up too.
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All right, so I ll go down the same path of the, we ve talked about this person, I think you follow this person too, but I can t get enough of Sadhguru right now.
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And if you re looking to feed your mind, especially in terms of an abundant mindset or more mostly for me as a perspective thing.
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The more I just listen to Sadhguru talk about perspective, it s just so, so helpful.
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If your sales results aren t where they want them to be or you want them to be or you re unhappy in your job or anything like that, great reframing of just getting connected back to the source and really understanding what you are as a person and your energy is really all you have.
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And he s just a clever way to say things, Sadhguru does.
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He is really smart, I think.
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I love him.
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And I was listening to, do you know a guy named Gabor Mate?
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No.
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He s an Austrian psychologist who does a lot of work with the addicted community in, I think, Winnipeg or Canada somewhere.
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And he s become a public speaker.
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He s been on Joe Rogan, and he s kind of a
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kind of the world psychologist right now.
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And he was, that s how I heard of Sadhguru.
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It s through him.
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Because he said, they asked Tim Ferriss or somebody asked him, what the best meditation process?
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He goes, oh, it s by far it s Sadhguru.
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And then I heard him ask the other day, well, you re still using Sadhguru.
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He goes, oh, Sadhguru and I aren t seeing eye to eye these days.
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And I think it s because
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Sadhguru has just exploded on the scene and he s got TV shows and he s got, and I m wondering how much of that s like, Hey, you know, it s kind of like Jocko Willink.
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Uh, Jocko got a lot of flack from Marines because they re like, you know, you know, don t be making a business out of this, but he did.
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Right.
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Right.
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Right.
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Yes, he did.
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So is it my turn?
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Your turn?
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Yeah.
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Yeah.
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We got people.
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Cue Bill.
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Let s go to book or a publication of some kind.
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It could be a podcast, a book.
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I mentioned this last episode, The Sovereign Individual.
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I really would recommend you get that and you can get it on audio
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And I think it helps you make sense of business.
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It s not a political book.
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It s really about a deeper form of how society is working now and why we ve got some of the issues we have.
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And as I said last week, he relates it all back to technology.
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And he takes you through the last 200 or 300 years, the agriculture, industrial revolution to the information age.
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And he says, we have been in the information age for 20 years.
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We still don t understand it.
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We still don t know the power of it.
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And a lot of it gets back to individual freedoms within the nations.
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And I think it would be good for every sales professional to read because it foretells the future.
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And he s been spot on with some of the things he talks about.
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I think we could all learn from that.
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So that s my book.
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Love it.
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I ll go book two.
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I ll go Atomic Habits.
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James Clear probably mentioned this before.
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Atomic Habits is a book that you can reread and re-listen to, I listen to books, and each time find a new thing.
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That s the way I ve experienced that.
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And it s also a thing where you can kind of apply or apply something and then go apply something else and something else, kind of applying what the book is about to the book itself.
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in a way to make these little small habits add up over a long period of time.
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And I think for salespeople, it s critical to look at your habits that you have.
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You have habits, that s one of those things he talks about in the book.
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You have them, they re either helping you or hurting you.
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More of the two, but you have them.
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And it s a matter of recognizing that first, and then trying to figure out what habits will help you the most and avoid the ones that don t.
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So that s my book.
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That s really good.
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Yeah.
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I like James clear.
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I ve heard him interviewed.
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I like his, uh, vibe.
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He feels, he feels to me very grounded and not much of a showman just really believes in his material.
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And, um, so I like that.
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Yeah.
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So I ll go next, TechTool.
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Yeah, do it, TechTool.
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This is one of the tools that I never hear anybody talking about.
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And I use it all the time.
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And it s an iPhone, iOS platform.
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It s an editing platform called VideoShop.
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And it s $20 a year.
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And you can literally do full-length film, B-roll, titling, change the size.
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So in other words, if you shoot video, let s say you re going to start shooting video for LinkedIn, I know a lot of times the person shooting the video feels like they have to do one take.
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And I ve heard people say, oh, I got all the way to three minutes in, then I made a mistake and had to start over.
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I m like, oh, no, that s not the way to do it.
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You have to make sure that you have some way to edit these clips together on your phone, and VideoShop is that package.
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And it just makes life so much easier.
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We don t use titling and stuff like that, but you can use B-roll.
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But the biggest use of it is just combining clips so that you don t have to start from scratch every time you mess up.
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That s brilliant.
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Boy, I wish I would have known about that sooner.
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I didn t know that existed because I ve been here doing LinkedIn video.
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You don t want to be perfect, but you know, you screw up sometimes.
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You forget to say something.
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Do it again.
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Do it again.
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It s great.
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Plus, I think the idea that you don t have to do it perfect
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relieves you from that pressure, and you probably can do it better knowing there s a plan B. If I don t do it perfect, I can just shut it down, start it up again, clip those two, trim them, and boom, I got it done.
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What about, what s it called again?
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Video shop.
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Video shop, got it.
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Video shop.
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Okay, last one, my tech tool.
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I ve talked about it.
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I m gonna do two quick ones.
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One is Crystal Nose.
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Crystal Nose is one of my favorite tools.
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You gotta get Crystal Nose.
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Little widget that sits on Google Chrome and goes to someone s LinkedIn page and basically tells you how to speak to them, how to sell to them, how to negotiate a price.
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And it s so accurate, it s scary.
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Everybody, every salesperson should pay for Crystal Nose on their own.
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That s the first one.
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Second one is called Boomerang.
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Boomerang is a way, it s a focusing tool for email, because we re so distracted by email.
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You can pause your email inbox while still using the email outbox.
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And our team uses that when they re in a productivity pod because you don t want the distraction of the inbounds, but you still want to email in a set period of time.
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So Boomerang helps you do that.
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You pause it, pause it for 20, 30 minutes, just do a bunch of outbound emailing stuff.
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You won t be distracted.
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And then you turn it back on and all your,
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inbox comes in together.
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Boomerang.
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That s great.
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That is so true.
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Because when you re in the, when you re in the emailing mode, when you re emailing people back, those things pop up, it s distracting as heck.
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Completely.
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And I think it totally can pull you away for hours.
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Because you know, customer pops up, and all of a sudden they want something like, oh, crap, I got to get that to him.
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You re off, you re gone, out of your prospecting rhythm, or whatever you re doing.
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Boomerang.
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That s it.
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One last final thing.
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If you, you know who Herb Alpert is?
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Oh yeah, Tijuana brass, of course.
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He was up at the Palladium up in Carmel last weekend and he s 87 years old.
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Wow.
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And he is worth hundreds of millions of dollars because he had A&M records and he sold it.
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And so he played for an hour and a half, but he talked for an hour.
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Oh, did he really?
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He didn t.
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He played hardly nothing.
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And people were a little disappointed in long stories.
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And when he played, he was fine.
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But he didn t play the whole song.
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He played kind of a medley.
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And I feel like sometimes, this is a good note for all of us.
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Sometimes at some point, you just need to say,
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I m done.
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Yeah.
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Yeah.
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Yeah.
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Walk away.
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Yeah.
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Yeah.
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Walk away with your head high, you know, kind of like Peyton, Peyton Manning did.
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John Elway, some of those guys that play sports, they knew when to get out.
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And Serena Williams, same thing.
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So anyway.
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Yeah.
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All those Denver people you re talking about.
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That s right.
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Yeah.
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Why is that?
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All right.
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I ll see you next time.
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Talk to you.
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See you.
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Bye.