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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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Bill Kasky.
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We are here every Monday.
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As you know, we re thrilled that you are here.
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We would love to come visit you on the road sometime in 2018.
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I m just on the road, Bill.
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You know, it s interesting.
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I m doing two gigs in the same area.
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within like four days of each other.
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But I had to come home.
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Oh, really?
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Yeah.
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Yeah.
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I went to Cedar Rapids, Iowa, actually to Iowa City for a gig yesterday.
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And then Sunday, I leave to go back to Cedar Rapids, same hotel.
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I actually left my sport coat in the hotel that I m going to be staying in.
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Oh, perfect.
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Isn t that nice?
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Yeah.
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On purpose.
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Yeah.
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One less thing to pack.
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Right.
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In Coralville, Marriott, if you re looking for me.
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That s where I ll be on Sunday night.
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No, but we re glad you re here.
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Send us an email, listener at advancedsellingpodcast.com.
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We ve been on the road for months and months and months talking to podcast listeners and being in front of them.
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and we d love to come see you, just say, in the subject line, come see us.
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Do we have a little button to push there now on the website or something like that?
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I thought we had a little button to, do we not have that?
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To push where you push it and we show up?
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Yeah, it s like a pneumatic tube, right?
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You see a hologram of me and Bill.
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Those are not bad.
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Those little animated things that, have you ever seen that Saturday Night Live?
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Yeah, oh yeah.
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Where Jim Carrey s the.
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I don t know if we have a button to push, but there s something on the website, advancedsellingpodcast.com.
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And one of the things that we ve added in the past six months is we can either come see you, or there s a digital version of that too.
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So if you say, you know what, we don t want you to come see us, but we want you to digitally communicate via video, we can also do calls and video conferences and things like that.
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That sometimes is a little bit better than coming to see you.
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But either way, we re good.
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And on the edge of bragging, every time we go, Bill, you will attest to this, people are like, wow.
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We re so glad we called you two guys to come out and visit us.
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So we d love to come see you.
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Come see us.
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Send us an email.
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We ll get the process rolling there.
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You know, Brian, we have a lot of rock star listeners to the Advanced Selling Podcast.
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And here s the question.
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Are you looking to start the new year with a company that is digitally transforming the world?
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CenturyLink and Level3 have joined forces.
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The new CenturyLink is hiring sales experts and rock stars nationwide.
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If you re a top sales performer and you want more out of 2018 than years past,
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then CenturyLink is the key to ascending your career to record levels.
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Take the first step.
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Visit CenturyLink.com forward slash advanced selling and join the talent community.
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A member of the CenturyLink team will be in touch soon to discuss your future.
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That s CenturyLink.com forward slash advanced selling.
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Today, we re new in 2018, not new like we ve never been here before, but we are starting the year off.
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And as part of a personal business planning template that we use, there s a little section in there when we look back at the previous year, the previous six months and say, as I look forward, what do I want to start doing?
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What do I want to stop doing?
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What do I want to continue doing?
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That was an old
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corporate little framework to just sort of think forward.
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What do I want to start doing?
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What do I want to stop doing?
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What do I want to continue doing?
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So a lot of people use this little framework.
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And we re going to use a version of that today, or do a little bit of that.
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If we re counseling you on having a bang up 2018, and we were allowed to offer three or four things at the most, what would we tell you to start, stop, or continue doing in some way, shape, or form?
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So Bill s got four.
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You have four?
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Get four.
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I ve got four, but I m sure that we ll have a common one here.
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Oh, so you put an extra on there.
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And I ve got three.
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I think you re going to like one of mine, especially.
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Oh, OK.
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I m just telling you.
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Especially.
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Probably not what you re expecting, especially.
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Don t get me started on that one either.
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Oh, I also want to do a shout out to Ashley Cuellar.
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Hey, Ashley.
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Ashley sent us a list of the most commonly misused words.
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She did, didn t she?
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And she is a grammar person.
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Junkie.
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Junkie, and said that you guys need this.
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So maybe sometime in the future, we ll look at some of those.
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Most of them were pretty good.
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I got most of them, but there was one there that was interesting.
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So Ashley, thank you so much.
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And we ll get to that in subsequent episodes here.
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How did you know how to say Ashley s last name?
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Baseball there s some baseball players that way are yeah.
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Yeah, cuz it s I think see you I m presuming it s a Hispanic origin kind of name.
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I ve known Ashley for seven years.
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So she she s always Ashley back to me That s why do you know her say she s one of my clients.
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She s been a clone.
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Oh, I didn t know that was a perk.
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Oh
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Yeah, it s amazing that you said that.
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She s going to be so happy.
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OK, she s going to send us another note.
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See Neil, it s not words.
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We don t mispronounce your name.
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Yeah, thank you very much.
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OK, OK, here s what we want to do.
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Start doing.
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I ve got one.
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Can I go first?
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Go.
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Start building your personal brand.
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Start building your personal brand.
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I just feel that too many salespeople have not seen the power of building the personal brand.
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You know listening.
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We did a lot of this work at the end of the year.
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We got a program for it now, Personal Brand Makeover.
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It s just a necessity.
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I was out of my speaking gig in Iowa.
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This woman said, can we take an elevator selfie?
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I m like, what is that?
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She said, well, it s something that I do here.
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I ve done it since I started.
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When I m in the elevator with people, I always take an elevator selfie.
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I post it up on my LinkedIn social media stuff.
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I m like, you re so smart.
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That s a personal brand.
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Just a little thing.
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And everyone in the whole company, there s 400 people in this company, they all knew about Elevator Selfie.
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Isn t that great?
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It s just great.
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It s a little bitty, like, sticky thing, but it s her brand.
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It s part of this woman s brand.
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So build your personal brand.
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Start doing that now.
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I ve got one here, and I don t know if it s a start, but the idea is, I ve got, you know, everybody s got goals for 2018, you got business plan, you got objectives, whatever.
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So by the end of the year, you want to have something different, more, better, richer, whatever.
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The question is not, I mean, one of the questions is, what do I need to do to get there?
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That s the easy one, we always need to answer that question.
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But another question I ve been thinking about a lot, and I work with some of my clients on is,
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Who do I need to be to get there?
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And who do I need to be takes a very different turn from what do I need to do, because these are personal attributes, they re personal values.
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Who is the type of person, what are their attributes that would accomplish a goal like I ve set out?
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Yes.
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So if I want to go from $100,000 to $200,000, I want to double my income in 2018, what type of person does that?
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And who does that person need to be?
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And if you start down that path, I think you find some very interesting things.
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It causes you to reflect and say, well, am I the type of person who could do that?
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Maybe I am, maybe I m not, or maybe I am, but there s some changes I need to make about my values, or about my approach, or how I see the world, or whatever.
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So that would be something that you might start doing by asking, who do I need to be?
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That s outstanding.
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That is a start.
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Start being.
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That is a start.
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That s a great start.
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Start being the person who gets those goals accomplished.
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Yeah, that s really, really good.
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OK, here s a stop for me.
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The stop for me, and there s a big hubbub on LinkedIn about this, is cold calling dead.
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There s a big hubbub, right?
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It s cold calling dead.
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And so what I want to say is stop doing inefficient cold calling.
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Stop doing inefficient cold calling.
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I think the problem with the hubbub is people are defining cold calling in a billion different ways.
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Is it phone 48 dials a day?
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That s what cold calling is.
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Some people are doing drop ins.
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Stop doing that.
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Start doing, to go back, do concerted, efficient, outbound behavior.
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I don t care what it is.
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It can be email.
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It can be visits.
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It can be sending out white papers.
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It could be sending out videos.
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It could be dropping in.
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But do some sort of outbound behavior regularly.
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It could be sending a co-video.
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It could be sending a video, emailing a co-video.
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But stop doing the inefficient type.
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Stop looking at it and saying, well, I m just going to sit here and make 50 calls, and no one s going to be there, and do that 100 times a day.
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So stop doing that.
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It burns you out.
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It does.
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You can t do that.
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I know some of these SaaS companies, they have the inside sales team, and we ve laughed about that before.
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Maybe not as much on air as off air.
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But the point.
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The point is that my daughter works for one of those companies.
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And it s a very good company.
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She loves her work.
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She loves the company.
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It s a young person s company, a lot of energy.
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But about a year to a year and a half, all you can do that.
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And they burn out.
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And so the question is, how do you fashion a job that isn t just good for a year?
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Yes.
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You can do outbound behaviors not just about dials.
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And everyone wants to make it just about dials.
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And it s not just, it is about dials, and it s about a whole bunch of other things.
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And there are a way to do good, efficient dials, not just massive quantities, pull the stats out, and say, see, see, look, yeah, you make 1,000 calls, you sell, you know.
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Yeah, you sell one.
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OK, good for you.
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OK, I ve got to stop as well, and I didn t know how to,
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phrase this or proclaim it, but what do I need to say no to in 2018 in order to accomplish these goals that I have?
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Because I think we have this thing where we keep piling on and adding on to our already growing list of stuff.
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And sometimes we just have to say, you know what, that thing that I used to do?
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I mean, I did this in 2018.
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We were doing something that wasn t working.
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And it was Facebook Live.
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We did Facebook Live every week for probably six or seven months.
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And our numbers were not growing.
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It was good for us, because we had a chance to do live video.
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And we captured a lot of content.
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But it wasn t working.
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So we just stopped it.
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We could have said, well, let s give it another six months or another year.
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You know what?
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After six months, if something s not working, it s not working.
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So don t be afraid to say no to something that s not working.
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Or if you get a lot of requests to go out to lunch or a lot of requests from small clients, it s OK.
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You have our permission to say, you know what?
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I m not taking any more clients that size anymore.
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You just have to do it.
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That s great.
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Stop saying yes.
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I used to work at Procter & Gamble.
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You know how many products there are sitting over there in the basement that never made it to market?
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You know what I mean?
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Because they tested it.
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Yeah, but for every Swiffer, so there s one that works, it s brilliant.
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There s 100 others that was some brilliant idea that just didn t make it to market, didn t make it.
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And you have to cut them off.
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That s the thing.
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Those aren t failures.
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They re just a path.
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No, it s a path to the success.
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OK, here s my continue that you re not expecting.
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You ready?
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Oh, OK.
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Continue listening and sharing the Advanced Selling Podcast.
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Continue listening to and sharing the Advanced Selling Podcast.
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Did not see that coming.
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You didn t see it coming, did you?
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Did not see that coming.
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A little self-promo.
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We know the kind of listeners we have.
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Every day, every week, we get at least an email, if not multiple emails, that say, just found you guys.
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Hey, my friend turned me on to you.
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We love you as a community.
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We hope you love us back.
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Most of you say that you do.
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And we re very thankful for that.
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So for twenty eighteen, if you want to bang your sales year out, keep listening to the podcast and telling others about it.
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It s good karma.
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It s very good.
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Very self-promotional, but very good.
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We ll take it.
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No, I m just kidding.
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Here s one more.
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Are we done or do we?
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You re done.
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OK.
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I think this is a continue, because I didn t have a continue.
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I needed to have a continue.
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We can make it a continue.
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Let s do it.
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And that is continue to better leverage your assets.
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And the assets that I m talking about here
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things like your knowledge, your wisdom, your experience in the business, your knowledge of customers and the problems they have.
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I don t think generally, and this kind of fits under with build your personal brand, but I don t think sales professionals do a good job of leveraging their knowledge and leveraging just the little tiny things that they know about the product or about customers  businesses.
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I don t think we do a good job of that.
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So my challenge to you is continue or improve
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Leveraging the assets that you have.
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Don t go out and get new assets.
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Leverage what you know by blogging, writing, producing, audio.
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I ve got a client who just signed up for SoundCloud, which is an audio hosting, and he can tweet out sound.
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So he has a lot of Twitter followers.
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And he goes to SoundCloud.
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He does a little one-minute clip on something that he learned.
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He sends it out to all his Twitter followers.
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He gets so many retweets and so many responses.
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And it takes him three and a half minutes to do.
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He doesn t have to post a big blog, but it s something that he can do where he s distributing good content.
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Yes.
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I was with a client yesterday, and this didn t come up this way.
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But what they talked about in the room was, we tend to get so focused on what we re not good at or what we don t know that we forget what we are good at and what we do well.
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And that s what you re talking about, leveraging that up.
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Most people are like, well, we still suck at this, or duh, or what.
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And there are 98% of the stuff you re really damn good at, or you wouldn t be in business at all.
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That s right.
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People wouldn t be paying you.
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So it s to focus and leverage that up.
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Leverage it up.
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Scale it up.
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Trying to pick the thing that you re not good at and go fix that.
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And go find, yeah, yeah.
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OK, well, we enjoyed being with you today, as usual.
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If you have any question, comment or voice memo question you d like to send us with good quality recording, of course, our quality, the quality of our memos have been really strong.
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And I want to compliment you.
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And I know that it s a joke, but we ve got two others that just came in that we ll be releasing here in the next couple of weeks.
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Questions from our audience, all good quality.
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I think people are running out and buying very expensive equipment to do these questions.
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When Bill says, I want to compliment you, he s not talking about Brian.
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He s talking about the listeners who have sent in the high quality audio.
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I was looking at you, but I was meaning the microphone.
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I knew what you meant.
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So if you, also, if you haven t checked out the website, go to advancedsellingpodcast.com.
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There are plenty of free and for-fee products and services there.
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And if you would love to have us out, we would love to be out at your place of business sometime in the first or second quarter of 2018.
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We re booking right now.
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So send us a note to get the ball rolling at listener at Advanced Selling Podcast.
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We d love to come out and visit.
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See ya.
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See ya.
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Bye.