0
SPEAKER_01
In this episode of the Advanced Selling Podcast, Bill creatively changes the lyrics to one of my favorite Beck tracks.
0
SPEAKER_01
We mention TikToker Daniel Mack, who s got 4 million followers.
0
SPEAKER_01
Maybe we ll have 4 million listeners after that.
0
SPEAKER_01
And we give advice to both hiring managers and salespeople who are looking for their next gig.
0
SPEAKER_00
Welcome back to the Advanced Selling Podcast, the 2021 edition.
0
SPEAKER_00
Welcome back after the holidays.
0
SPEAKER_00
Brian and I are back here in studio and we re anxious to give you a piece of our mind.
0
SPEAKER_00
We ve got a lot of stories, a lot of fun things going on this year.
0
SPEAKER_00
We are the number one sales training podcast in the world.
0
SPEAKER_00
I think.
0
SPEAKER_00
Are we still?
0
SPEAKER_00
Longest listen.
0
SPEAKER_01
I mean, there s a big debate about that, but it was number one.
0
SPEAKER_01
We re glad you re here.
0
SPEAKER_01
We re glad you found us.
0
SPEAKER_01
We re asking you to tell all your friends in 2021 about the Advanced Selling Podcast.
0
SPEAKER_01
Sometimes I wonder people like it s their little secret.
0
SPEAKER_01
Like the little secret they keep in their back pocket.
0
SPEAKER_01
But this is a big community.
0
SPEAKER_01
We ve got a community of 14,000.
0
SPEAKER_01
How many people are in the LinkedIn group?
0
SPEAKER_01
About 12,000, I think, on LinkedIn.
0
SPEAKER_00
12,000-ish, like that.
0
SPEAKER_00
We would have had 14 if we hadn t gotten thrown off there for a couple months.
0
SPEAKER_01
We send out a weekly email, too, that everybody should subscribe to.
0
SPEAKER_01
So to get the weekly email, they send their email to.
0
SPEAKER_01
UltimatePregame.com.
0
SPEAKER_01
UltimatePregame.com.
0
SPEAKER_01
It s called that because you get a pregame.
0
SPEAKER_01
So if you re prepping for a sales call, you get this really nice little pregame format you can use that helps you get ready for a sales call.
0
SPEAKER_01
And then you can hear from us on a weekly basis where we are very pithy in our writings.
0
SPEAKER_01
Pithy?
0
SPEAKER_01
Pithy.
0
SPEAKER_00
I wonder if our listeners would like to hear the stats, too, real quickly.
0
SPEAKER_00
Sure.
0
SPEAKER_00
Because when I listen to a podcast, I m always interested, is this thing going to 150 people, or 7, or 7 million?
0
SPEAKER_00
It looks like our monthly downloads are about 125 to 140,000 per month.
0
SPEAKER_00
That means that across the library of 600 and some episodes, 140,000 downloads a month come from that.
0
SPEAKER_00
Our subscriber base, as near as we can tell, and Apple is not real
0
SPEAKER_00
real good with specific numbers.
0
SPEAKER_00
It s about 15,000.
0
SPEAKER_00
So if you re a regular listener to the podcast, you are one of 15,000 people who listen on a regular basis, weekly basis.
0
SPEAKER_00
So those are the two numbers that we kind of keep our eye on.
0
SPEAKER_01
And we are lifelong downloads.
0
SPEAKER_01
We re in the 12 million range, Travy.
0
SPEAKER_01
I think we re in about the 12 million download range, which if you do podcast stuff, that s a pretty decent little podcast we got going here.
0
SPEAKER_01
for the salespeople from Indiana people.
0
SPEAKER_01
Anyway, that s good.
0
SPEAKER_01
And then, yeah, we have, what we said, 14,000 people in the LinkedIn group or something like, 12,000 LinkedIn group?
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
If you haven t joined, yeah, go to the LinkedIn group and join, because.
0
SPEAKER_00
It s fun.
0
SPEAKER_00
Yes.
0
SPEAKER_00
So Happy New Year.
0
SPEAKER_01
Happy New Year to you too.
0
SPEAKER_01
Did you have a good holiday?
0
SPEAKER_01
Great holiday.
0
SPEAKER_01
Great.
0
SPEAKER_01
Yeah, we shut the shop down.
0
SPEAKER_01
So we went two weeks away and shut it down.
0
SPEAKER_01
It was really great and got a little R&R.
0
SPEAKER_01
Long story, was going to Florida just for a minute.
0
SPEAKER_01
Yeah, I don t know.
0
SPEAKER_01
We don t have HIPAA laws here, right?
0
SPEAKER_01
I can say I had COVID.
0
SPEAKER_01
I can say that out loud.
0
SPEAKER_01
So I had COVID.
0
SPEAKER_01
So now I m clean.
0
SPEAKER_01
So I m good.
0
SPEAKER_01
So you go to Florida, which is, there s no COVID in Florida.
0
SPEAKER_01
I ll show you some videos of that.
0
SPEAKER_01
There s definitely no COVID in Florida.
0
SPEAKER_01
But we had to switch.
0
SPEAKER_01
We were going to go to Marco Island.
0
SPEAKER_01
Then I had to go work a game during the vacation.
0
SPEAKER_01
And the flights were bad.
0
SPEAKER_01
So we switched over to Miami.
0
SPEAKER_01
Not a huge Miami fan.
0
SPEAKER_01
It s just OK.
0
SPEAKER_01
Went to South Beach.
0
SPEAKER_01
South Beach.
0
SPEAKER_01
Just OK for me.
0
SPEAKER_01
You didn t go there on New Year s Eve, did you?
0
SPEAKER_01
No, no, no.
0
SPEAKER_01
We were there before that.
0
SPEAKER_01
No, we came home on New Year s Eve.
0
SPEAKER_00
Yeah, Miami Beach.
0
SPEAKER_00
Just OK on South Beach.
0
SPEAKER_00
Yeah.
0
SPEAKER_01
Yeah.
0
SPEAKER_00
Just OK.
0
SPEAKER_00
There s some good little cigar shops along there.
0
SPEAKER_00
Yes.
0
SPEAKER_00
Not on the main drag, but on the next street over.
0
SPEAKER_00
And the little, I don t know.
0
SPEAKER_00
what do they call them, little outdoor cafe area.
0
SPEAKER_00
It s really kind of nice.
0
SPEAKER_00
But yeah, it s a lot of concrete to me.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
And it s a lot of cars, like a lot of Lamborghinis and Ferraris, which is great if that s your deal.
0
SPEAKER_00
Did you get your picture taken next to any of them?
0
SPEAKER_00
Did you say, hey, Stephanie, come over here.
0
SPEAKER_01
There is a great TikTok guy.
0
SPEAKER_01
What s that guy s name?
0
SPEAKER_01
Who s the TikTok guy that will put it up because we ll get some social media juice from this cat?
0
SPEAKER_01
He goes around and stomps people in cars like that and asks them what they do for a living.
0
SPEAKER_01
That s all he does.
0
SPEAKER_01
He goes, hey, excuse me, you got a great car.
0
SPEAKER_01
Can I ask what you do for a living?
0
SPEAKER_01
And that s it.
0
SPEAKER_01
And he goes, the next one, the next one.
0
SPEAKER_01
It s a TikTok account.
0
SPEAKER_00
It s really good, actually.
0
SPEAKER_01
Are people pretty generally?
0
SPEAKER_01
You think so, mostly.
0
SPEAKER_01
Of course, you don t know what he cuts out.
0
SPEAKER_01
Yes, and now they know him.
0
SPEAKER_01
So they go, and they re like, hey, yeah.
0
SPEAKER_01
And then it s everything you d think.
0
SPEAKER_01
People like a lot of YouTubers.
0
SPEAKER_00
I like that better than, can I clean your windshield?
0
SPEAKER_00
I mean, if you re going to come up to my car, I think I like that.
0
SPEAKER_00
Because you get a little social media action there.
0
SPEAKER_01
Ritwil s got it here.
0
SPEAKER_01
It s Daniel Mack.
0
SPEAKER_01
It s Daniel Mack.
0
SPEAKER_01
How many followers does he have on TikTok there?
0
SPEAKER_01
He has 4 million followers, Daniel Mack.
0
SPEAKER_01
So we re going to mention him.
0
SPEAKER_01
We ll put a mention out.
0
SPEAKER_01
This is the first sales coaching podcast Daniel Mack s ever been a part of.
0
SPEAKER_01
That should elevate that to about 5 million on TikTok after this one.
0
SPEAKER_00
Daniel, come to 54th Street, Indianapolis.
0
SPEAKER_00
D-Mack.
0
SPEAKER_00
A couple of nice cars out there.
0
SPEAKER_00
D-Mack to the studio.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
I don t think my car would be his expectation.
0
SPEAKER_00
No.
0
SPEAKER_00
All right, so our topic today.
0
SPEAKER_00
You go ahead.
0
SPEAKER_01
This is for the sales leader, sales manager.
0
SPEAKER_01
So we thought, New Year s topic, what s going on there?
0
SPEAKER_01
I was inspired by a LinkedIn post that I saw from our man Kenan, who s Jim Kenan, but he goes by Kenan, talking about his frustration in someone recruiting
0
SPEAKER_01
and asking for only salespeople to apply that have SaaS sales experience.
0
SPEAKER_01
SaaS sales experience only.
0
SPEAKER_01
So it got us thinking, which I think is a great, like, what does that mean?
0
SPEAKER_01
And he was saying in his post, like.
0
SPEAKER_01
For us old men, could you tell me what SaaS is?
0
SPEAKER_01
I m sorry, yeah.
0
SPEAKER_01
Software as a service.
0
SPEAKER_01
Oh, it s S-A-A-S.
0
SPEAKER_00
SaaS.
0
SPEAKER_00
It is two A s.
0
SPEAKER_01
SaaS.
0
SPEAKER_01
OK.
0
SPEAKER_01
Software as a service.
0
SPEAKER_01
His point was salespeople are salespeople at their core, especially the good ones.
0
SPEAKER_01
And it doesn t matter if they re selling bubblegum or lawnmowers or sass, they re good.
0
SPEAKER_01
And the experience is only limited.
0
SPEAKER_01
So got us thinking here for this episode, for the sales leaders who were in the recruiting mode,
0
SPEAKER_01
What are some flaws in logic or myths or fallacies that we ve seen sales leaders engage in when it comes to recruiting, when it comes to finding who they re looking for, how they recruit, that sort of thing?
0
SPEAKER_01
What are some mistakes they make?
0
SPEAKER_01
And for you who are salespeople, we re not going to leave you out, how should you navigate through this if you re trying to find your next sales role, sales gig, that sort of thing?
0
SPEAKER_00
You want to just go back and forth?
0
SPEAKER_00
Because I didn t take any time to write these out, so they re going to be appearing as we go.
0
SPEAKER_00
Oh, I love that.
0
SPEAKER_01
I love when that happens.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Here, I ll do one just so I can get it out and get the other one lodged in, locked and loaded in the chamber, as we say.
0
SPEAKER_01
You re not on tiktok, are you?
0
SPEAKER_01
I spent way too much time on tiktok in the break.
0
SPEAKER_01
There s a trend on tiktok That s what they call them.
0
SPEAKER_01
All right, please bitch.
0
SPEAKER_00
I m a Yeah, the first thing I think is that leaders tend to look tend to over index or overemphasize Experience.
0
SPEAKER_00
Yes, they say
0
SPEAKER_00
Well, he s had 20 years of experience with Adidas or Adidas, or she s been with Oracle for 10 years.
0
SPEAKER_00
I think we overemphasize that.
0
SPEAKER_00
And especially if it s more than 15 to 20 years, it starts to get into your 42 to 45 years old if you re hiring those types of people, and some of you are.
0
SPEAKER_00
I would be very careful about using experience as the number one filter.
0
SPEAKER_00
Because a lot of times what happens is they have experience selling bubble gum, in your example, but they don t have experience creating content that makes the frickin  phone ring.
0
SPEAKER_00
So the question is, as Wayne Gretzky was alleged to have said, you don t know.
0
SPEAKER_00
It was his dad that said, don t skate to where the puck is.
0
SPEAKER_00
Skate to where the puck is going to be.
0
SPEAKER_00
Yes, yes.
0
SPEAKER_00
Which apparently it s controversial as to whether he ever actually said that.
0
SPEAKER_00
I m sure he did.
0
SPEAKER_00
But it s used in a lot of corporate training.
0
SPEAKER_00
But the point is that.
0
SPEAKER_00
Are you hiring somebody who has the skills of the future, or are you hiring somebody that has the skills of the past?
0
SPEAKER_00
And if you ve got somebody who s 20 years with Oracle or a large company, and they ve not really been entrepreneurial at all, and you re going to be asking them to be an entrepreneurial territory manager or builder,
0
SPEAKER_00
They re used to having leads set in front of them.
0
SPEAKER_00
How effective are they going to be?
0
SPEAKER_00
Probably not very.
0
SPEAKER_00
So my request for sales leaders would be, think about the skills of the future.
0
SPEAKER_00
Who do you want your people to become in the next year or two?
0
SPEAKER_00
With all the stuff that s happened over the past year, there s a future salesperson that you need to define.
0
SPEAKER_00
And then hire that person who can grow into that, rather than somebody who has 20 years of cold calling experience.
0
SPEAKER_01
That s great.
0
SPEAKER_01
That s great.
0
SPEAKER_01
I m going to go the other direction on that, too.
0
SPEAKER_01
This is good, because I ve got a friend right now who s 50, going on 51, who s looking actually for some sort of sales or sales leadership gig and is afraid that he s in that kind of no man s, no woman s land where he s too far along.
0
SPEAKER_01
And I think the other thing to be careful of is don t discount people who ve got too much experience not being able to keep up with some of the things we re talking about with social media and that sort of thing.
1
SPEAKER_02
Because you, and me, and you re better than I am, I think, when you look at this podcast, neither of us are in the millennial range at all.
1
SPEAKER_02
No.
1
SPEAKER_02
And this is a very younger thing to do, to have a podcast and that sort of stuff.
1
SPEAKER_02
So some people, I think- Did you know the statistics have come back?
1
SPEAKER_01
Every millennial now has a podcast.
1
SPEAKER_01
Did you know that?
1
SPEAKER_02
Every millennial has a- except for Will.
1
SPEAKER_02
Will s Gen Z. Oh, okay.
1
SPEAKER_02
Gen Z. So that, so I guess what I m saying there is, yeah, on both ends, don t make these judgments about, well, they re a little too seasoned for us.
1
SPEAKER_01
No.
1
SPEAKER_01
And I thought where you were going with that is your 50-year-old friend needs to get his you-know-what in gear and go learn this stuff.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
Because it s one thing to say, well, you know, I m 50.
1
SPEAKER_01
I mean, I can t learn podcasting.
1
SPEAKER_01
You know what?
1
SPEAKER_01
It s three chords and a microphone, and you can podcast it.
1
SPEAKER_02
And I know we re not using a microphone.
1
SPEAKER_02
We re not using a pod, like two men in a truck.
1
SPEAKER_02
Beck song.
1
SPEAKER_02
Two turntables and a microphone.
1
SPEAKER_02
Bill s rewriting Beck lyrics.
1
SPEAKER_02
I love this.
1
SPEAKER_02
Is it Beck?
1
SPEAKER_02
It was Beck, yes.
1
SPEAKER_02
So where was I before you took me down that track?
1
SPEAKER_02
Well, you said that the person who s on the back side, the back nine, they need to get their butt kicked.
1
SPEAKER_02
Back nine.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
And you can t keep saying, I don t know how to do that.
1
SPEAKER_01
Because if you have one year left, if you re 64 and you re getting ready to retire, you re probably not even listening to a podcast because you don t really care.
1
SPEAKER_01
Forget about it.
1
SPEAKER_01
Don t learn anything.
1
SPEAKER_01
Because just go cash your coupons.
1
SPEAKER_00
Yeah, it s silly.
1
SPEAKER_01
But if you ve got 10, 15 years left, what s stopping you?
1
SPEAKER_01
I mean, Google is a good place to start.
1
SPEAKER_01
How do I podcast?
1
SPEAKER_01
How do I create a video series?
1
SPEAKER_01
How do I shoot video in my home and my studio?
1
SPEAKER_01
Come on, guys.
1
SPEAKER_01
Come on.
1
SPEAKER_01
You have to learn this stuff.
1
SPEAKER_01
You don t have to be obsessed with it, but you ve got to learn it.
1
SPEAKER_01
Did you hear what Elon Musk said about college, which was so true to me?
1
SPEAKER_02
No, but.
1
SPEAKER_02
The only thing you need college for is to have fun and to learn to do your chores on your own.
1
SPEAKER_02
Everything else you can learn on the internet.
1
SPEAKER_02
Everything else you can learn on the internet.
1
SPEAKER_02
It s true.
1
SPEAKER_02
It s so true.
1
SPEAKER_01
You re starting to hear Elon Musk, Gary Vee, Seth Godin, Joe Rogan, all these guys that have millions of followers start to disc college.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
And you start to get 50 million, 100 million people listening to those folks, it s going to have an impact.
1
SPEAKER_00
Because people at some point are going to say, yeah, you know, Elon Musk has given me, he s worth $150 billion or whatever.
1
SPEAKER_02
Yes, yes, yes, yes.
1
SPEAKER_01
OK, so your turn.
1
SPEAKER_02
Here s another.
1
SPEAKER_02
So here s something else that I think people make a big mistake about when they re hiring is they think that I m going to go more specific, not just experience, but specific industry experience.
1
SPEAKER_02
And even more so, people think that if they ve got a book of business, they re going to bring it with them.
1
SPEAKER_02
That never, ever, ever works.
1
SPEAKER_02
It never works.
1
SPEAKER_02
So if you sell dental equipment, and you re going to switch teams and go from one dental equipment to another, the sales manager thinks you re going to bring this big drove of customers over with you, and it never, ever pans out that way.
1
SPEAKER_02
Salespeople, this is hard to hear.
1
SPEAKER_02
I know you think all of your customers will leave the company you re with.
1
SPEAKER_02
If you leave, they will not.
1
SPEAKER_02
None of us are that good.
1
SPEAKER_02
None of us are that good.
1
SPEAKER_02
They will stick with the company almost always before they ll follow a salesperson to the next gig.
1
SPEAKER_02
I m telling you, it just happens over and over and over.
1
SPEAKER_01
Yeah, it happens in the financial planning world a lot, where a person goes from the book of business, and then they pay the person coming in based on that book.
1
SPEAKER_01
Like, we ll give you a million dollar bonus to bring your $100 million, and they end up with $10 million over, and then there s that.
1
SPEAKER_01
Yeah, the shifting, the movement.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Yeah, it happens.
1
SPEAKER_01
So is that because the brand of the company is so strong versus the brand of the individual?
1
SPEAKER_01
So I feel connected to Raymond James versus feeling connected to the broker.
1
SPEAKER_02
Yeah, I think it s different for consumers and businesses.
1
SPEAKER_02
So when we go business to business selling,
1
SPEAKER_02
So if I use Gong as a software or Salesforce.com as a CRM, and I really like my account executive, and they switch and go and start selling sugar, I m not going to call them.
1
SPEAKER_02
You know what I mean?
1
SPEAKER_02
Financial advising, maybe.
1
SPEAKER_02
Accounting, maybe.
1
SPEAKER_02
Just depends, I think.
1
SPEAKER_02
I think it s a slightly different way to look at that.
1
SPEAKER_01
But I think you re right.
1
SPEAKER_01
I think the pitch, then, for why you should move if you re a customer, and you ve been dealing with me, and I ve been with a big firm, and now I m going to a small firm, that s really important, how you lay it out, how you proclaim it, your story, why you changed, versus just the expectation of, oh, they re going to switch because I play golf with them.
1
SPEAKER_01
Because it s me, exactly.
1
SPEAKER_01
And it s like, wait a minute.
1
SPEAKER_01
The cost of switching is too high today.
1
SPEAKER_01
That s what it is.
1
SPEAKER_01
Just to be switching here and there based on that.
1
SPEAKER_02
Yeah.
1
SPEAKER_02
And cost doesn t mean monetary in that sense.
1
SPEAKER_02
It s just a pain in the butt.
1
SPEAKER_02
It s like switching banks.
1
SPEAKER_02
It s just not worth it.
1
SPEAKER_02
It s a pain.
1
SPEAKER_02
You got another one?
1
SPEAKER_01
Yeah, my other one probably has to do with when you are interviewing this person as a candidate, are you asking them to give you an example of their work and of their thinking?
1
SPEAKER_01
So I just had a lady who was in one of my small group coaching programs, and she quit a job.
1
SPEAKER_01
And then three months later, she was asked to join another company.
1
SPEAKER_01
And one of the things I told her to ask them, they should have been asking her, but they didn t.
1
SPEAKER_01
I said, you should ask the candidate or the company.
1
SPEAKER_01
Let s say that we do this and I come to work with you, let s just say January 1st, 2021.
1
SPEAKER_01
What are the first 90 days look like?
1
SPEAKER_01
Yeah, what what exactly do you expect of me?
1
SPEAKER_01
What can I expect of you?
1
SPEAKER_01
Let s talk about what the nighty day what the ramp up time is the orientation time and she said they had no answer Yeah until she asked and then they got back with her and said you ve prompted us to think through this a little bit more and they hire Salespeople all the time.
1
SPEAKER_01
I can t imagine why they wouldn t have that but now she is very clear about what it s going to take to be successful Yes
1
SPEAKER_01
You as a sales leader can be asking your candidates the same thing.
1
SPEAKER_01
Let s say you get this job.
1
SPEAKER_01
What do your first 90 days look like?
1
SPEAKER_01
Yes.
1
SPEAKER_02
That is so good.
1
SPEAKER_02
You know what else?
1
SPEAKER_02
So we talked about on what we re preparing for this for the 45 seconds that we prepared for it.
1
SPEAKER_02
Including the sales team, the salespeople, same deal.
1
SPEAKER_02
Salespeople, what Bill just said, you need to do all the time.
1
SPEAKER_02
You need to be prepared.
1
SPEAKER_02
And even if they don t ask,
1
SPEAKER_02
You can tell them, let me show you what I would do here the first 90 days when I got here, based on the research that I ve done.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
Don t even wait for him to ask.
1
SPEAKER_02
Don t even wait for him to ask, and then just say that, or just lead with it.
1
SPEAKER_02
You ve got to be prepared to do that.
1
SPEAKER_02
The other thing I see, so now I m giving my advice to the salespeople.
1
SPEAKER_02
So many salespeople, and I think this is generational.
1
SPEAKER_02
I do.
1
SPEAKER_02
I think it s a millennial thing.
1
SPEAKER_02
Travis, you re the resident millennial here.
1
SPEAKER_02
Tell me if I m wrong.
1
SPEAKER_02
I don t know if they re rule followers by nature, or they don t like conflict by nature.
1
SPEAKER_02
I think that s kind of a stereotypical.
1
SPEAKER_02
But if it says five to seven years SaaS sales experience, they won t apply.
1
SPEAKER_02
I m like, why wouldn t you apply for that job?
1
SPEAKER_02
He says, well, it says five to seven years of SaaS experience.
1
SPEAKER_02
Here s a Gen Xer answer.
1
SPEAKER_02
I m like, I don t care.
1
SPEAKER_02
I never looked at the thing that says MBA required or preferred.
1
SPEAKER_02
I m like, I don t care.
1
SPEAKER_02
I m good at what I do.
1
SPEAKER_02
Solicitors not invited.
1
SPEAKER_02
Exactly.
1
SPEAKER_02
And so roll through that stop sign is what I m telling you here on the advice piece.
1
SPEAKER_02
Just because it says it doesn t mean anything.
1
SPEAKER_02
If you re good.
1
SPEAKER_02
We say this in football refereeing, when people are trying to move up.
1
SPEAKER_02
The phrase is, if you re good, they ll find you.
1
SPEAKER_02
If you re good, they ll find you.
1
SPEAKER_02
Same with recruiting athletes and stuff.
1
SPEAKER_02
You don t have to worry about going and getting seen, all this stuff.
1
SPEAKER_02
If you re good enough, you ll be found, almost always.
1
SPEAKER_02
So plow through the stop sign.
1
SPEAKER_02
If you re nervous, well, it says I ve only got two years, and it says four.
1
SPEAKER_02
Who cares?
1
SPEAKER_02
Go make your case.
1
SPEAKER_01
And leaders even though I know that hr sometimes forces leaders to put that into the description of the you know requirements Yes, don t ignore somebody who has two and a half years or four years If they re an all-star soccer player and they they re amazing because you re going to miss people that way
1
SPEAKER_01
Yes, I never have liked it s like that five to seven or three to five or whatever.
1
SPEAKER_01
I just I know what that is That s just a filter, right?
1
SPEAKER_02
But what is it?
1
SPEAKER_02
Why do you exactly so?
1
SPEAKER_02
Okay, we like someone with five to seven years of experience.
1
SPEAKER_02
You ve got eight
1
SPEAKER_01
Eight s a little too much.
1
SPEAKER_01
No, no, five years.
1
SPEAKER_02
4.2 years is a little late on us.
1
SPEAKER_02
Seven more months, we d probably look at you.
1
SPEAKER_02
But no, it s the dumbest thing ever.
1
SPEAKER_02
And it s random.
1
SPEAKER_02
Ask any HR person, how did you pick five to 10 in this ad?
1
SPEAKER_02
They don t want, none of them will have an answer.
1
SPEAKER_02
Yeah, let me show me the science.
1
SPEAKER_01
Baloney.
1
SPEAKER_01
Here s one last thing I would recommend, and then we ll, as I heard a podcast guest or host the other day said, we ll land the plane.
1
SPEAKER_01
But he said it like five times.
1
SPEAKER_01
Well, let s land this plane.
1
SPEAKER_01
OK, one time s enough.
1
SPEAKER_01
How digitally minded are your candidates?
1
SPEAKER_01
Are they in this century, or are they in the last century?
1
SPEAKER_01
And this goes also for 25-year-old, millennial, 30-year-old.
1
SPEAKER_01
I m not just talking about older people.
1
SPEAKER_01
The point is that when you communicate with them, do you get the sense that they ve really embraced technology?
1
SPEAKER_01
Or do you get the sense that they re
1
SPEAKER_01
They re on Facebook, but that s the only technology they ve embraced is from a social
2
SPEAKER_00
from a social media consumption standpoint.
2
SPEAKER_00
Do they send you a video after the fact?
2
SPEAKER_00
I think I ve told you a story about how Cara got, my daughter got one of her jobs.
2
SPEAKER_00
She interviewed with four people and she created a video out on our patio afterwards and she sent it to the people.
2
SPEAKER_00
It was one video for all four.
2
SPEAKER_00
I appreciate your time today.
2
SPEAKER_00
I hope this works out.
2
SPEAKER_00
If not, it s been great.
2
SPEAKER_00
And she got the job like within three days and the lady said, we sent this to the CEO and the CEO said, hire her.
2
SPEAKER_01
Just fantastic.
2
SPEAKER_00
So that s an example.
2
SPEAKER_00
That was several years ago.
2
SPEAKER_00
But that s an example of just, do you embrace technology?
2
SPEAKER_00
That s great.
2
SPEAKER_00
And if you don t, as we said earlier, you d better start.
2
SPEAKER_01
Do.
2
SPEAKER_01
Do.
2
SPEAKER_01
That was fun.
2
SPEAKER_01
First one back in the saddle.
2
SPEAKER_01
So by all means, go to ultimatepregame.com.
2
SPEAKER_01
Put your email address in there.
2
SPEAKER_01
We ll give you this ultimate pregame thing.
2
SPEAKER_01
More importantly, you re going to hear from me and Bill every Tuesday in a little pithy,
2
SPEAKER_01
email newsletter.
2
SPEAKER_01
We d love to have you join us there.
2
SPEAKER_01
And then tell all your friends about the Advanced Selling Podcast.
2
SPEAKER_01
We re really trying to grow our listenership this year.
2
SPEAKER_01
No better place to start than our loyal listeners.
2
SPEAKER_01
We re very, very thankful for all of you.
2
SPEAKER_01
So that s it.
2
SPEAKER_01
We ll see you next time.
2
SPEAKER_01
See you.
2
SPEAKER_01
Bye.