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In this episode of the Advanced Selling Podcast, I share an age-related epiphany that I m actually older than I think I am.
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I also recount a very warped VHS series from my childhood called Faces of Death.
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And Bill and I share our bold predictions for 2022.
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See what you think, right or wrong, we shall see.
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Welcome, everybody, back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I m Brian Neal.
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Happy 2022.
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I m Bill Kask.
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Yeah, got to get the dust off here.
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The old vocal cords and the flow, show flow.
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We re back, day one, day of record.
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This is January 3rd.
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This is a release date, day of release date.
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Cool topic.
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We re going to be talking about our
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2022 sales predictions.
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That s the topic.
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What do we as prognosticators in the sales business believe is going to occur?
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We will do this as long as nobody in our audience goes back a year from now and checks on whether we got it right or not.
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Did we do this last time?
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I don t think we did.
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We ve done it before, but I don t think we did it last year.
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Yeah, we ve got a few of those.
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We ll get there.
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You ve got an announcement about Insider this week, correct?
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Yeah, Insider this week.
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It s on Friday.
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If you are not already an insider, go to advancedsellingpodcast.com, and there s a little Learn About Insider thing there.
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We ve got the community starting up again.
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It s an hour and 15 minute call.
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We re going to be talking about how to digitize your sales process.
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It is, we ve got five to seven ideas that you can implement almost immediately for no cost that will help you digitize your sales process, because we know that you can t be everywhere.
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You just can t.
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I know we d love to be, but we ve got to start using digital technologies.
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I know most of you already do, but we re going to dive deep into five to seven things that you can do to really help speed up your sales process.
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And when you say at no cost, you mean the things you re going to teach don t cost anything.
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Not the Insider.
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No, the Insider has a massive cost.
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Yeah, but the tools, I think it s important that we give you things that you can use almost immediately.
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It s a great time to join Insiders.
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January, why wouldn t you invest in yourself?
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Like I ve said in the past, the fee is so, so nominal compared to the value that you get in that program.
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It s phenomenal.
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Bet on yourself, as we say.
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Always, always, always.
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So I had a, I had a, over the holidays, got to spend a little time at my, my parents live in a, um, a retirement community, 55 and older retirement community in South Carolina called Sun City.
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And this is like a city.
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I mean, there s like 7,000 homes and grocery stores and strip malls within the community.
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Everyone drives around golf carts.
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Starbucks.
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Starbucks.
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Is there a Starbucks, I think in the Winn-Dixie maybe?
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or in the Publix, one of the things, right?
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Here we go.
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It s South Carolina, man.
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But so we re, you know, it was just me and my wife.
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Our kids were away and my parents weren t there, just us.
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So we re, you know, the pool, hot tub, we had record, like, heat, weather.
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It was beautiful.
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And so we met all these kind of new P s talk, like people do, and went and talked to people.
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So you live down here?
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Yeah.
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So they kept asking me, so you guys moved down here?
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You guys move down here? 
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And I go, no, my parents live here.
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My parents, after about four times, I m realizing I am close enough.
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I could actually be in the retirement community at age 52.
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And I told my wife, who s much younger, I said, this is a problem.
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Like when we first started coming down here, I was like 39.
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They re like, oh, you come, your parents live here.
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Yeah.
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Now they re like, when you guys move in, where do you live?
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I m like, in Indianapolis.
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Oh, OK.
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Are you thinking about moving here?
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Like, no?
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Oh, no.
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Oh, no, no, no, no.
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Not for a long time.
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So that was just kind of an interesting thing.
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And I know when my parents first moved there, they said one of the things that, because they were in their late 50s, early 60s, they re like, you know, it s really great, but there are a lot of old people here.
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That s what they kept saying.
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Well, now, 14 years later, the people I was meeting in the hot tub are closer to my age, and they re the old people.
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It s interesting, isn t it?
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It s what happens.
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It s what happens.
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Life carries on, doesn t it?
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So that was kind of fun.
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Okay, let s do this, you ready?
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All right, I m ready.
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Predictions, and I do like the idea of listening to this again in January, just to see how right we were, just for fun.
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Yeah, because I don t think we re going to come up with things that are so wild and outlandish that we will get kicked off the air for it a year from now.
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But maybe we will, off the air, whatever air is.
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I do.
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Oh, I erased my COVID one.
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That ll get us kicked off the air.
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OK, yeah, thank you.
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That information about predicting COVID.
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OK, here s one, my number one.
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I predict a human recoil, a human recoil, I believe, after yet another COVID surge.
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People are done being locked up.
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We re seeing that, of course.
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We re getting surging numbers, and people are still out doing their thing.
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And I think people are going to crave face-to-face again.
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I just do.
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I think managers are.
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I was reading and listening to some content over the break about that, about how leaders have not been taught to manage remotely.
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They re going to default to face-to-face.
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And in some way, shape, or form, we re going to get this recoil back stronger than we did in 2021.
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I know we had a little bit of that.
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I think we re going to have a lot of that in business.
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The big CES.
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The Consumer Electronics Show, it s on.
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I read it s on, but a bunch of people are not there.
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Still, people are craving that.
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So that s going to be pent-up demand.
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That s my first prediction.
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Human recoil.
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And that goes for sales meetings, retreats, panel discussions, local, national level, international.
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I agree.
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I think even sales calls and sales visits at some point, like, hey, let s get together and break bread and see each other face to face next week.
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You know, we, living in the Midwest, we have probably not been locked down like some of the coasts have been.
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Is that fair?
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I mean, we ve been, frankly, we ve been open the whole time.
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Now, there s been some things that have been, you know, 20% capacity, restaurants, things like that, but we ve been open.
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I just think there s, has been a certain reluctance to go back to face-to-face for individual meetings, but I ve also noticed that this year, I don t think it s gonna be that way.
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I think it s gonna be wider open.
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So we didn t touch on the politics of COVID there, so we should not get shut down for that.
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No, no, I think we ll be okay.
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No, no, no.
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That s how I get to my COVID prediction.
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No, I m kidding.
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Well, I ve got one here that I have, I ve probably talked about this until I m, you re nauseous or I m nauseous.
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And that is the importance of personal brand.
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But I have seen in the last few months, I ve got two brand new clients that I m just starting to work with this year.
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And both of them are heavily committed to building the brand of the salesperson.
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These are business-to-business organizations.
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And so I m wondering, and this is just two, so data-wise it s not significant, but I m wondering if the message finally has gotten out that it s time.
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Because of what we ve been through and how important online branding is, maybe this is the year that people will finally start to realize that you better pay attention to your personal brand.
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The year of the personal brand.
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That s fantastic.
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Could be.
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And you know what?
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It should be.
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If it s not going to be, it should be.
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Because it should be.
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Because it just needs to be.
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It s the front door to all of our interactions.
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I ve noticed on Clubhouse, I may have mentioned this, on Clubhouse, which I ve not really paid much attention to, but a couple of months ago, I was looking.
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And a lot of the branding rooms, the personal branding rooms, were really heavily populated.
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So I m wondering if that s a signal
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that the trend is, okay, it s time to build your personal brand.
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Because really, it s all that matters.
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And with careers being in flux and the recoil, as you call it, the reset and all these things, your personal brand will carry you.
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But if you have none, you will be in the dark.
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Yes.
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Yeah, because that s still the first stop, isn t it?
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Yeah, personal brand.
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What can I find out about Bill before I meet him?
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Yeah.
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Okay, this one is a little dramatic, so I might soften it a little bit.
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I wrote down, I predict the death of the demo.
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The death of the demo or the death of the presentation.
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Now, I said it s dramatic because death means it s over.
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I m going to pull back on that and say it s going to be a slow death.
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It ll be a slow death, because people will not want to do it.
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I love slow deaths.
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Slow deaths are the best kind, aren t they?
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Yeah, I just feel like the value that buyers get from sitting through and watching a demo is diminishing over time.
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And at some point, the market s going to say, I ll do the demo on my own.
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Create a space where I can do the demo in real time, just like podcasting is on demand.
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People can listen when they want, how they want.
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They can listen to us on three speed.
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They can fast forward through the rant.
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You know, we re in an on-demand, I want it the way I want it right now.
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And I don t think people want to sit through a guided demo with a sales professional these days.
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Now, I don t think that s going to replace an interaction, a Q&A session, a discovery.
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I don t think that.
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It s more of the traditional, hey, the first step or early step just passes.
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Can we set up a demo, Bill?
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Can I show you our product or our stuff or whatever?
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Let me show you the program.
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I think people are just kind of done with that.
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I think the buyers are done with that.
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That s interesting, because I think you re onto something there.
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And maybe there s two different kinds of demos.
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There s the demo that kind of gets you interested in the solution or the product.
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And then there s the demo, which is where we take all of your information as a prospect, and we move it into like a presentation.
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But that initial demo, there s no reason for that to be a one hour with 1,000 slides.
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That should be online.
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It should be available when the person wants it.
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You can put it behind a wall, an email wall of some kind.
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I wouldn t even do that.
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I mean, right, if you re trying to get somebody interested in your product, and you ve spent the time was talking to a guy the other day, one of my coaching clients, and he says, you know, I think we need a 10 minute video that walks people through kind of what you re talking about this demonstration of how our business and our practice works.
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And I said, Well, you re going to need to spend some money on this.
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Because you can t just look into the camera and have the camera down and you re looking into it and the lights behind you It looks it looks like crap if you re gonna do a demo to this hundred thousand dollar product It better look like a freaking million dollar product.
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That s good.
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And and he agreed He said oh, no, I so I said, you know, you need to drop ten grand on the demo video.
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Yeah, or or more yeah, but
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I think if we re going to go this direction of demos on demand, it had better be damn good.
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Absolutely.
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Has to be.
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Because you don t have a human being there.
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Correct.
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Yes.
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And it better work.
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Yeah, it s good.
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I like that.
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Slow death.
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The slow death of the demo.
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The slow death of the demo.
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Is there, yeah, I guess slow death versus fast death.
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Remember the show Faces of Death?
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Do you remember that back?
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That was kind of a, that was probably, you were probably in high school.
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This was like when I was in,
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like sixth grade, there were these VHS tape series called Faces of Death.
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You could rent them.
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And it s literally like these videos of like people dying and stuff.
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It was very warped, but you know, as a preteen, if you re a preteen boy, man, like, dude, did you see Faces of Death 3 is out.
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Like, okay, geez, what s wrong with us?
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Gen X, we were raised by wolves.
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Sorry.
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Okay.
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My second one here is,
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is not dramatic like yours was, no slow deaths here or anything.
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And that is, I was watching a guy named the Naz Daily.
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You ever seen him?
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Nazir, he s Israeli and he s big in the Arab world, the Israeli world, Asian.
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He does a lot here too, but he s global.
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And he did a thing the other, three years ago he started
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Video a day for a thousand days.
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Oh, geez.
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That was his goal video a day for a thousand days now These videos were one to two minutes.
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Yeah, so they were short, but he did it every day for a thousand days Guess how many because how many followers he has now across all platforms?
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Five hundred thousand.
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Forty million.
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Oh my gosh.
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Are you serious?
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Forty million.
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Forty million?
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And they were interviewing him.
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He was on a podcast.
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He was really good, really interesting dude.
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He s probably 30, 35.
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He said, what s the big thing this year?
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What s the big thing in social media?
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He says, LinkedIn video.
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Oh, wow.
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And we ve been hearing that for a while.
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But he says, you ve heard it, but it s not even, he said, the problem with LinkedIn, and I agree with him, I see what he means, is you have all these people, hundreds of millions of people, and not much content.
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Whereas on YouTube, there s so much content because it s a content machine.
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LinkedIn is still a networking machine.
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If you can create really good solid content, go to LinkedIn, do it every week, every day, whatever the cadence is, you will find that you will build your audience and build your business if you re producing high quality content for LinkedIn, because there is such a scarcity of it.
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Really good.
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I like that.
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Is it my turn?
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It is.
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Okay, good.
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Let s see.
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Third, this is for the sales leaders and for the sales people.
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It s kind of, I don t like the word bad.
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It s less good for the sales leaders as it is for the sales managers and owners of businesses or people that run businesses.
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I believe there s going to be continued and heightened downward pressure on filling roles.
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And I think wages on the guarantee side of sales comp are going to continue to climb rapidly.
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And I m seeing this with my clients, I m sure, too, Bill.
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The amount of money that s being thrown at salespeople on the guarantee side is through the roof.
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It s crazy in some cases.
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And I think it s partially because people still know sales is the engine of the company, and they ve got to invest in it, and that s where the markets are.
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And I don t see that changing.
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I think that that s going to get worse before it gets better.
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Meaning higher, the demand for salespeople will become higher and the wages will go.
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They ll continue to go up.
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Yeah.
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So it s kind of a buyer, or what do you call that?
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That would be a seller s market, right?
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Seller s market for salespeople.
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So if you re a salesperson, good for you.
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I think the caveat there is to watch out that you don t just chase money around.
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It can be very tempting, and that s why I bring this up as a prediction, as a prognostication.
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Salespeople can get really tempted, grass is greener with the big, and the incomes are big enough to make people like, oh my gosh.
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Like I just had a client, wonderful salesperson, very coachable, left my client to go to a totally different industry.
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And my client s super happy for her, it s not competitive, but she got like 2X, and this is a six figure person, 2X guaranteed.
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So it s easy math.
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If you re making $120,000 and someone comes along and says, hey, Bill, I m going to guarantee you $240,000 for three years, it s really hard to say no to that.
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And so that s going to be real for everybody.
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But be careful that you just chase, because we ve talked about it so many times, just that extra bump in paid does not make life better, usually.
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Usually.
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No.
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And I had a similar kind of thing where a guy was offered a lot of money in the tech space.
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And he went, but not until he really got serious about the culture of the company, the new company.
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How were leads going to come in?
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What were his true responsibilities?
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Not just quota responsibility, but what else was he going to be asked to do?
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And he got very detailed.
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He had a meeting with the CEO.
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They sat down.
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And this is a fairly small company right now, but it could be big.
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But he got so comfortable then, the decision became easy.
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So not only was more money and more opportunity, but the culture just fit him better than where he was.
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That also could go the other way too.
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Totally, totally.
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And then you re bummed because you left great culture for an extra five grand a month and it s just not worth it.
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Don t burn your bridges because you may be going back.
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Oh, look at that.
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Don t burn bridges.
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I learned that at Yellowstone.
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Oh, see, I need to watch Yellowstone.
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Is it good?
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Is it great?
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My wife watches it.
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Everybody says it s great.
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It is.
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I mean, Kevin Costner s really good.
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But it s a little much for me.
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Sometimes those shows after the third or fourth season, they just get so wacky with some of the plot lines.
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I feel like they get lost.
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They realize once they ve got something good, that gives them license to do anything.
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Do anything.
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They can t lose.
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And they kind of can.
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Yeah, they can t lose.
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Totally Lost was like that, wasn t it?
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Lost was like that.
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Succession, do you watch Succession?
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I heard it s pretty good.
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Succession is good.
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It s good.
1
SPEAKER_01
But again, it s just they have to keep creating content.
1
SPEAKER_01
And I can just hear the production means, hey, let s have him keel over during a meal sometime.
1
SPEAKER_01
OK, well, what should the story be around that?
1
SPEAKER_01
I think they re looking for the shock and awe.
1
SPEAKER_01
And then they write the story around it.
1
SPEAKER_01
OK, number three here is, for me, is something we re going to talk about this Friday.
1
SPEAKER_01
It s digitization, I should probably learn how to say it if I m going to be doing, of the sales process.
1
SPEAKER_01
And you talked about it here a little bit with the demo, with the online.
1
SPEAKER_01
That would be an example to me of digitizing something that
1
SPEAKER_01
Before was physical where we had to be there for the demo.
1
SPEAKER_01
Yes, I would even suggest that you look at your sales process from the time that a person purse person a person first connects with you or you connect with them and
1
SPEAKER_01
all the way to the end, and look at all the different phases and milestones and things that happen along the way, and ask yourself the question, where could I go digital?
1
SPEAKER_01
Because if you just say, well, let s do webinars, well, webinars may or may not work.
1
SPEAKER_01
But if you re in the process of maybe your first,
1
SPEAKER_01
First meeting with a potential prospect is a phone call.
1
SPEAKER_01
And then the next meeting is a face-to-face call.
1
SPEAKER_01
Maybe somewhere in between, you could wedge in a recording, an executive summary of a webinar or something.
1
SPEAKER_01
So the idea here is to look at your sales process and decide, where can I add digital to it?
1
SPEAKER_01
And I will almost guarantee you there s somewhere you can.
1
SPEAKER_01
That s really great.
1
SPEAKER_01
Somewhere you can.
1
SPEAKER_00
Really great.
1
SPEAKER_00
I mean, thinking, because what people do is just what you said.
1
SPEAKER_00
They say, hey, let s do a webinar.
1
SPEAKER_00
That s what they say.
1
SPEAKER_00
They don t look at their sales process and ask, where can I digitize this?
1
SPEAKER_00
They just go, we should do a webinar.
1
SPEAKER_00
That s really buzzy.
1
SPEAKER_00
Let s do a webinar.
1
SPEAKER_00
That s OK.
1
SPEAKER_00
And they plan it out.
1
SPEAKER_00
And they plan it out, and then they get six months in, like, wow, that s too hard.
1
SPEAKER_00
You ve got a client doing this right now.
1
SPEAKER_00
It s so interesting you said that.
1
SPEAKER_00
Yeah, versus asking ourselves, let s look at the process that exists already and figure out where we can digitize and do something new and different and leverage, because now I m not as heavily involved.
1
SPEAKER_00
It s really great.
1
SPEAKER_01
So here s an example I heard the other day, a lady who has a, she has a webinar series that she does, and she invites people to it, and people sign up for it online, they do Facebook ads and such to get, it s a business-to-business product, but she reaches out to every person who registers with a text video.
1
SPEAKER_01
And she does a direct text, so she asks for their text number and their registration, and then she sends a text video, just says, hey, this is Lauren,
2
SPEAKER_01
I look forward to seeing you.
2
SPEAKER_01
If you have any questions, just respond.
2
SPEAKER_01
Love to see you.
2
SPEAKER_01
Glad you re here.
2
SPEAKER_01
And she says her response rates have gone from 25% who attend to 75%.
2
SPEAKER_01
That s phenomenal.
2
SPEAKER_01
So now, because we re always, I think we re, and that s an example of not automated, that s not an automated process, but it is a digital process.
2
SPEAKER_00
Yes, it is digital.
2
SPEAKER_00
That s the difference too.
2
SPEAKER_00
You said digital in all things.
2
SPEAKER_00
We immediately think of automated.
2
SPEAKER_00
Think automated, it s not necessarily automated, it s digital.
2
SPEAKER_00
How can I replicate myself quickly, easily, and personally still?
2
SPEAKER_00
Correct.
2
SPEAKER_00
Really, really good.
2
SPEAKER_00
Correct.
2
SPEAKER_00
Really good.
2
SPEAKER_00
Hey, that s a great.
2
SPEAKER_00
I can t wait to read those back in January, see how we did.
2
SPEAKER_00
OK.
2
SPEAKER_00
Someone needs to remind us of that.
2
SPEAKER_00
Travis, will you remind us of that, please?
2
SPEAKER_00
Travis will remind us.
2
SPEAKER_00
Oh, yeah.
2
SPEAKER_01
He ll be reminding us in August.
2
SPEAKER_00
Hey, remember you guys, those six things?
2
SPEAKER_00
Not one of them have come true.
2
SPEAKER_00
You know, a year starts, you re like, oh, we ll totally remember this.
2
SPEAKER_00
You know what I mean?
2
SPEAKER_00
Do you remember anything from last January?
2
SPEAKER_00
No.
2
SPEAKER_00
Nothing.
2
SPEAKER_00
The last two years have been fun.
2
SPEAKER_00
It s a great time to join Insider.
2
SPEAKER_00
If you ve not done that, you need to be in that program.
2
SPEAKER_00
I m just telling you, you do.
2
SPEAKER_00
The next session is actually this Friday.
2
SPEAKER_00
This Friday, yep.
2
SPEAKER_00
And this is going out today live.
2
SPEAKER_00
So if you re listening to this live, it s January 7, 2022.
2
SPEAKER_00
12 o clock would be a great time.
2
SPEAKER_00
12 o clock Eastern US, good time for you to join.
2
SPEAKER_00
So hope to see you there.
2
SPEAKER_00
We ll see you on the next episode of the Advanced Selling Podcast.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.
2
SPEAKER_01
Bye.