0
SPEAKER_02
In this episode of the Advanced Selling Podcast, I share my concern with Javelin Referee s safety, Bill and I clean up up an Adam and you don t know me from Adam confusion, and we dip into the co-video mailbag and take an audio question from Damien who asks, how do I unseat an underperforming competitive incumbent?
0
SPEAKER_01
Hey, welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
0
SPEAKER_01
I m Bill Kasky, one of your hosts.
0
SPEAKER_01
I m Brian Neal.
0
SPEAKER_01
So welcome back.
0
SPEAKER_01
For those of you who are new, I know we have a lot of new listeners.
0
SPEAKER_01
We ve watched our numbers over the last few months, and they go up.
0
SPEAKER_01
And we re just assuming that it s new people.
0
SPEAKER_01
So we release a new episode every Monday.
0
SPEAKER_01
Brian and I have been doing this now for 700 plus episodes.
0
SPEAKER_01
It s amazing.
0
SPEAKER_01
We re not quite tired of each other yet.
0
SPEAKER_01
We re getting closer.
0
SPEAKER_01
And we batch these we sometimes come together and do a couple at one time sometimes one at one time We try to stay current with content.
0
SPEAKER_01
Yeah, and we hear from our listeners a lot So if you have not emailed us or sent us some kind of a recorded audio, you can record it on your phone We ve got one today who incidentally he did a great job on a wonderful job on the audio
0
SPEAKER_01
And you can just send it to listener at advancedsellingpodcast.com.
0
SPEAKER_01
If you don t mind, we ll play it for you.
0
SPEAKER_01
And we ll use your first name, your last name.
0
SPEAKER_01
We ll give out addresses.
0
SPEAKER_01
We ll do anything, or we ll do nothing.
0
SPEAKER_01
That s great.
0
SPEAKER_01
Or we won t even play it.
0
SPEAKER_02
It s amazing.
0
SPEAKER_02
We ve been doing this a long time.
0
SPEAKER_02
It s a lot of episodes.
0
SPEAKER_02
It s really happening.
0
SPEAKER_01
14 years.
0
SPEAKER_01
This is our 14th year.
0
SPEAKER_02
It s really, really great.
0
SPEAKER_02
So this is a unique thing.
0
SPEAKER_02
So my football season started this past week.
0
SPEAKER_02
You get going on these things they call OTAs, where you go out in your ref practice.
0
SPEAKER_02
And you get back in the groove.
0
SPEAKER_02
You re taking rules tests.
0
SPEAKER_02
I m getting back in the groove.
0
SPEAKER_02
And I was away for the weekend fishing with my son.
0
SPEAKER_02
And we were watching a track meet that was live.
0
SPEAKER_02
It was the NCAA National Track Meet.
0
SPEAKER_02
And we re watching the field events.
0
SPEAKER_02
And we re watching the javelin throw.
0
SPEAKER_02
And I got to thinking, I wonder if anyone s ever gotten hit by a javelin in the competition.
0
SPEAKER_02
And I googled that, and guess what?
0
SPEAKER_02
There s a whole lot of video of judges, so the referees, the refs of the javelin, running out to get a good spot and getting speared in the arm.
0
SPEAKER_02
I m trying not to laugh at these guys.
0
SPEAKER_02
When you see
0
SPEAKER_02
Like, here s a picture of one.
0
SPEAKER_02
I m showing you this, but you see this guy, this judge is coming in to get a nice spot, right?
0
SPEAKER_02
He s getting speared right in the shoulder.
0
SPEAKER_02
And I m thinking, is he turning to run?
0
SPEAKER_02
No, I m thinking you re a javelin judge.
0
SPEAKER_02
You kind of know what s going on here, don t you?
0
SPEAKER_02
Shouldn t you kind of stay back, back in the 600 feet range, knowing that they throw about three.
0
SPEAKER_02
Once it s in the ground, then you can come running up to get this spot.
0
SPEAKER_02
You don t need to.
0
SPEAKER_02
No, it is not an instantaneous thing.
0
SPEAKER_02
You re not trying to see if the guy toe-tapped for a catch in the end zone.
0
SPEAKER_02
It s not one of those.
0
SPEAKER_01
Maybe the referees get judged, though, as to how quick they get out there to get it out of the ground.
0
SPEAKER_02
Get on a javelin spot?
0
SPEAKER_02
I don t know.
0
SPEAKER_02
But if we have any javelin judges that are listening, I would love to riff on that a little bit from an officiating standpoint.
0
SPEAKER_02
I just feel bad for these guys on one hand.
0
SPEAKER_02
On the other hand, I m like, what are you thinking, dude?
0
SPEAKER_02
Stay back.
0
SPEAKER_02
It s a javelin.
0
SPEAKER_02
It s a spear, a pointy spear coming at you at 25 miles an hour, 300 feet.
0
SPEAKER_02
It s just crazy.
0
SPEAKER_02
Yeah, that s funny.
0
SPEAKER_02
It s just I ll check that out.
0
SPEAKER_01
We ll see if we can put that on the website.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
If you just Google crazy javelin throw accidents, you ll see that right there.
0
SPEAKER_02
Very funny.
0
SPEAKER_02
OK, back to the listener.
0
SPEAKER_02
Covideo mailbag.
0
SPEAKER_02
By the way, if you haven t done so already, go check out our friends at Covideo, advancedsellingpodcast.com slash Covideo, C-O-V-I-D-E-O.
0
SPEAKER_02
They sponsor our little mailbag here.
0
SPEAKER_02
And this is an audio question today from our mailbag.
0
SPEAKER_01
So before we get to Damian, Brian, I want to know this.
0
SPEAKER_01
I want to know if our listeners are frustrated by leaky sales funnels with prospects falling through the cracks in deals that don t close.
0
SPEAKER_01
There s a lot of leaky and cracks there.
0
SPEAKER_01
That s a leaky, cracky deal.
0
SPEAKER_01
But it happens all the time.
0
SPEAKER_01
I mean, in the business you and I are in, we hear that a lot.
0
SPEAKER_01
What happened?
0
SPEAKER_01
What happened to that one?
0
SPEAKER_01
Why didn t we close that one?
0
SPEAKER_01
Well, Outreach.io, the leading sales engagement platform, supports sales representatives and managers by making it simple to humanize and personalize communication at scale, automating the soul-sucking, leak-cracking, manual work
0
SPEAKER_01
in dramatically increasing the productivity and efficiency of all teams.
0
SPEAKER_01
You can check them out at outreach.io.asp to chat with them.
0
SPEAKER_01
And also, you can download there a free copy of their new book called The Book on Sales Engagement.
0
SPEAKER_01
Aptly named.
0
SPEAKER_01
And for listeners of the Advanced Selling Podcast, once again, outreach.io slash ASP sales engagement is huge today.
0
SPEAKER_01
So they wrote the book on it.
0
SPEAKER_01
So make sure you go download that and set up a time to chat with them.
0
SPEAKER_02
Love it.
0
SPEAKER_02
So we re going to take a listen to Damian s question and then give you a few comments and tips on how to handle the situation.
0
SPEAKER_00
Hi, Bill and Brian.
0
SPEAKER_00
My name is Damian.
0
SPEAKER_00
I m a really big fan of everything that you guys do.
0
SPEAKER_00
I m an avid listener of the podcast.
0
SPEAKER_00
I follow you guys on social media and over the years have extracted just a ton of great tips, tricks, and advice from the content that you deliver.
0
SPEAKER_00
I m a territory manager at a leading software company.
0
SPEAKER_00
To give you some context as to the industry that we play in, our products are deployed at the data center level within an organization.
0
SPEAKER_00
I m currently tasked with displacing an incumbent player at a large state government.
0
SPEAKER_00
While I m a newcomer to the company, I ve been here for about 7 months.
0
SPEAKER_00
I m certainly mindful of the previous attempts that my predecessors have made to prove value in this account.
0
SPEAKER_00
They ve run technical trial processes, proof of concepts, made cost proposals, and more.
0
SPEAKER_00
The incumbent solution is very problematic and quite frankly is a pain in the you know what for the operations folks that are tasked with using it.
0
SPEAKER_00
This is validated, I ve heard this first hand from a number of the employees of the organization and I would estimate that we probably have around 20 champions at the company that have used our product in a past time and truly do love the product.
0
SPEAKER_00
I want to get our next attempt right with this organization.
0
SPEAKER_00
And with that, I wanted to ask you guys how I can leverage the champions and the rapport and the buy-in that we have at the organization to help me build a business case to the executive decision makers and the budget holders at the organization.
0
SPEAKER_00
I look forward to your thoughts and advice.
0
SPEAKER_00
And again, thank you so much for everything that you guys do.
0
SPEAKER_02
Great audio Julian Are you serious leave that in there?
0
SPEAKER_02
I m sorry guys.
0
SPEAKER_02
You know when you come with these out romance much fishing Yeah, Damien and Julian much javelin catching telling you what did you get speared in the head so it would be bad wouldn t it?
0
SPEAKER_02
I m just getting hit with a javelin in general.
0
SPEAKER_02
It d be bad.
0
SPEAKER_01
You drop the thing.
0
SPEAKER_01
Oh, it s a video you showed me It looks like it was coming in the back
0
SPEAKER_02
Oh, man.
0
SPEAKER_02
He lost something, some blood.
0
SPEAKER_02
Anyway, we focus.
0
SPEAKER_02
So thanks, Damien.
0
SPEAKER_02
Right?
0
SPEAKER_02
Good.
0
SPEAKER_02
Getting the listeners right here.
0
SPEAKER_02
You re good.
0
SPEAKER_02
Good audio, really well-articulated question here.
0
SPEAKER_02
We love the, not just the good audio, but the well-articulated question we love.
0
SPEAKER_02
So this is great.
0
SPEAKER_02
This is a really good, complicated situation, because I heard lots of things that make me cringe.
0
SPEAKER_02
I heard incumbent, incumbent problems, lots of people involved in a process, got to go up to procurement, it sounds like, and it s a state deal.
0
SPEAKER_02
Did you say?
0
SPEAKER_02
It s a state government deal?
0
SPEAKER_02
Did you get sick to your stomach when you were hearing about it?
0
SPEAKER_02
Those are rough.
0
SPEAKER_02
So this is a good one.
0
SPEAKER_02
We love the hard questions here.
0
SPEAKER_02
Damian, thank you very much.
0
SPEAKER_02
Is Damian right?
0
SPEAKER_02
No, you re right.
0
SPEAKER_01
You re right.
0
SPEAKER_01
So the last time last week we talked about making sure the question that was being asked was the right question I mean, it really feels like this is it feels like yeah, you know, he s looking for a way He s looking for a journey or a path to find to get in front of the right people here to use the 20
0
SPEAKER_01
Samad folks who like him and who are also in pain with the current incumbent Yes, and he s wondering what his path is here.
0
SPEAKER_01
So I first off I think that s good The first thing that the jump to my mind was I
0
SPEAKER_01
the heavy lifting part.
0
SPEAKER_01
And what I mean by that is if, Brian, I m sure that you have trained sales teams before where the sales team comes in, you get hired, you re presented with a territory and a book of customers, and they say, here you go, Brian, go at it, all the best.
0
SPEAKER_01
There s no marketing support, there s no branding, there s no LinkedIn, there s no advertising, there s nothing.
0
SPEAKER_01
It s all the heavy lifting is on the salesperson to do.
0
SPEAKER_01
And it feels to me like here, and of course, we don t know the details.
0
SPEAKER_01
They may have a lot of help from marketing.
0
SPEAKER_01
But it seems like, Damian, you need to figure out how you can build this brand of your company quickly in the eyes and ears of the people that you re trying to reach.
0
SPEAKER_01
Because if you go in as yet another vendor,
0
SPEAKER_01
Who has and and the 20 people down below me if I m an executive and they re all chirping away chirping away saying you got it You got to change.
0
SPEAKER_01
I hate this.
0
SPEAKER_01
We ve got too much pain if you don t have a brand to help pull you through and but it could be something simple like You know shooting shooting a series of videos on on the kinds of problems that you know people have
1
SPEAKER_00
and specifically the kinds of problems you know this company has.
1
SPEAKER_00
And then forward those videos or somehow get those in the hands of the people.
1
SPEAKER_00
You can literally do that on LinkedIn just by either tagging people or advertising to them.
1
SPEAKER_00
But it seems like there needs to be some kind of
1
SPEAKER_00
Brand support.
1
SPEAKER_00
It s like air cover.
1
SPEAKER_00
It s like something goes in prior so that when you get there They ve watched a couple of your videos.
1
SPEAKER_00
They start to get a sense of who you are because you ve been in the business seven months They don t know you from Adam.
1
SPEAKER_00
Yeah, right and you probably are maybe even a little uncomfortable shooting a video But maybe it s you interviewing somebody inside the company a technical resource sounds like you got some of those So I would think about this not just from what do I need to say to get in front of executives?
1
SPEAKER_00
But how do I rapidly build a brand?
1
SPEAKER_00
and some content around what I m trying to get across, the message, so that they can consume some of that.
1
SPEAKER_00
So when you get there, it s almost like the train has left the station and you re just helping it along.
1
SPEAKER_00
Yes.
1
SPEAKER_01
A lot of metaphors in there.
1
SPEAKER_01
Adam, train leaving the station.
1
SPEAKER_01
It s really good.
1
SPEAKER_01
I like it.
1
SPEAKER_01
You know, I used to think the saying, don t know you from Adam, was A-T-O-M.
1
SPEAKER_01
And I never knew that it was a name, Adam.
1
SPEAKER_01
And I m assuming, is it from Adam and Eve?
1
SPEAKER_01
Is that where that saying comes from?
1
SPEAKER_01
I don t know you from Adam.
1
SPEAKER_00
I don t know, but that s weird you would say that, because I used to think when somebody says, up and Adam, I thought it was Adam.
1
SPEAKER_00
A-D-A-M.
1
SPEAKER_00
Seriously.
1
SPEAKER_00
It was only like five years ago in my mid-50s, I realized, no, at them.
1
SPEAKER_00
Get at them.
1
SPEAKER_01
Get Adam.
1
SPEAKER_01
That s so funny.
1
SPEAKER_01
Up and Adam.
1
SPEAKER_00
Who s Adam?
1
SPEAKER_01
I was like, we don t know you from Adam.
1
SPEAKER_01
And I thought, well, nobody knows an Adam because you can t see it.
1
SPEAKER_01
Like, it makes total sense, right?
1
SPEAKER_00
It s very small.
1
SPEAKER_00
It s very tiny.
1
SPEAKER_01
Very tiny.
1
SPEAKER_01
Well, we ll have to.
1
SPEAKER_01
Call on Doug Drozen.
1
SPEAKER_01
Haven t heard from fact checker Doug in a long time.
1
SPEAKER_00
Well, we haven t given him an assignment in a while.
1
SPEAKER_01
Tell us where the saying, you don t know him from Adam, comes from.
1
SPEAKER_01
Please, Doug.
1
SPEAKER_01
Thank you very much.
1
SPEAKER_01
OK, I got real tactical on this one.
1
SPEAKER_01
That s a great piece of advice, by the way.
1
SPEAKER_01
Did that air?
1
SPEAKER_00
That marketing.
1
SPEAKER_01
It s hard to describe.
1
SPEAKER_01
Man, but it s so important.
1
SPEAKER_01
That s what he needs to do.
1
SPEAKER_00
I mean, that alone.
1
SPEAKER_00
It s the podcast.
1
SPEAKER_00
When someone hears the podcast, they hear a lot of versions of it, a lot of episodes.
1
SPEAKER_00
And they call us, like this company, Southern Indiana, did a couple weeks ago.
1
SPEAKER_00
They said, look, we ve listened to you.
1
SPEAKER_00
We re having a sales meeting.
1
SPEAKER_00
We didn t, I didn t have to, and you don t, you didn t have to try.
1
SPEAKER_00
You don t have to, well, let s come up with a script.
1
SPEAKER_00
It s like, we ve listened to you.
1
SPEAKER_00
We know what you want.
1
SPEAKER_00
Yes.
1
SPEAKER_01
So the branding.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
It s there.
1
SPEAKER_01
Yeah, that s great advice.
1
SPEAKER_01
So I m going to go, this is more on the sales tactics advice.
1
SPEAKER_01
And it s kind of all, my three suggestions are really combined here.
1
SPEAKER_01
So the first thing, you mentioned there was a team.
1
SPEAKER_01
Damien said he s got a team of people that are really for him and that the incumbent system is real clunky and a pain in the you-know-what, he said.
1
SPEAKER_01
Well, so let s first start with the team that you ve got inside and let s start to identify them into different roles.
1
SPEAKER_01
And I ve written down three roles here for you to identify them.
1
SPEAKER_01
One role is the connector.
1
SPEAKER_01
So as one person on that team, someone who can connect you through the organization.
1
SPEAKER_01
They just kind of know everyone.
1
SPEAKER_01
They ll walk you down the hall.
1
SPEAKER_01
They ll make an introduction for you.
1
SPEAKER_01
Not everyone will do that, and some will.
1
SPEAKER_01
You need to find your connectors.
1
SPEAKER_01
That s great out of Malcolm Gladwell s book, Outliers.
1
SPEAKER_01
Is that no?
1
SPEAKER_01
Tipping Point, sorry.
1
SPEAKER_01
From Tipping Point, you ll see a whole paragraph or a whole chapter about this.
1
SPEAKER_01
Next one is the messenger.
1
SPEAKER_01
So the connector gets you there.
1
SPEAKER_01
Who s carrying your message within the client organization?
1
SPEAKER_01
It s got to be the person who can articulate your value the best to the other people who you may be arm s length from.
1
SPEAKER_01
And especially in these state deals, I get sometimes you re not even allowed legally to be involved with whomever.
1
SPEAKER_01
And then the last one I wrote down is the closer, who s a GSD person that gets stuff done.
1
SPEAKER_01
You can replace stuff with whatever you want.
1
SPEAKER_01
but who s the closer, who s the person that s gonna get the thing done, get the contract signed in that group of 20, and just use those as role identifiers to help you navigate that team and help form that team versus looking at the whole team like, okay, let s all just go, put them together like that.
1
SPEAKER_01
Okay, you re the connector, you re gonna get us to such and such, and these people, you re the messenger, you re gonna be the best one articulating the value, and then you re the closer.
1
SPEAKER_01
And it could be the same person, but oftentimes they re different.
1
SPEAKER_00
I ve been in a group of, I told you this before we started, I think in a group of 20 people who work for the state and who work in probably in project management or tech data, there s probably only one or two who you could find, but you probably doesn t take a lot of trouble to figure out who those are either.
1
SPEAKER_00
So I like your idea of filtering so that then, you know what, Bob, Bob Smith, Bob Smith, Carol, you know what, I m going to call Carol and Bob today and see if they want to team up and I can help them.
1
SPEAKER_00
Yeah, absolutely.
1
SPEAKER_01
That s good.
1
SPEAKER_00
That s really good.
1
SPEAKER_00
I had two other things here written down, kind of the same two different sides of the coin.
1
SPEAKER_00
One is document and one is denominate.
1
SPEAKER_00
Oh, denominate, I like that.
1
SPEAKER_00
And so when a group of 20 people has problems, he said the current solution is problematic.
1
SPEAKER_00
Okay, so what?
1
SPEAKER_00
I mean, is this documented?
1
SPEAKER_00
Is there an assessment?
1
SPEAKER_00
Is there a survey?
1
SPEAKER_00
Is there any kind of documentation where we ve documented?
1
SPEAKER_00
I use that word three times in one sentence.
1
SPEAKER_00
It s not good.
1
SPEAKER_00
I m going to redo that sentence.
1
SPEAKER_00
Where we actually document the situations that have happened, that have occurred, the problem and the impact that those things have had on the state or on the business itself.
1
SPEAKER_00
And then can we denominate them?
1
SPEAKER_00
Can we convert it to dollars?
1
SPEAKER_00
Can we say, these 10 problems here led us to have to open up a new thing, or it cost us $30,000 in extra overtime, or whatever those denominations are.
1
SPEAKER_00
Only then can your connector, messenger, or the get stuff done person
1
SPEAKER_00
Take this and rework it and craft it and go in and deliver it.
1
SPEAKER_00
Because a lot of times we will, I think we sales professionals, we let this messenger or this get stuff done person craft that on their own.
1
SPEAKER_00
You can t do it.
1
SPEAKER_00
That s not their business.
1
SPEAKER_00
They don t do that.
1
SPEAKER_00
You do that.
1
SPEAKER_01
We have to do that for them.
1
SPEAKER_01
That s great.
1
SPEAKER_01
Damian, you re getting a lot of good stuff here, man, on this question.
1
SPEAKER_01
I m telling you, this is good.
1
SPEAKER_01
I m going to add on now to Bill s deal and take it to the next level out.
1
SPEAKER_01
And that is you then need to rehearse and practice.
1
SPEAKER_01
You have to do that with these people.
1
SPEAKER_01
You re playing sales manager, sales coach with this team now.
1
SPEAKER_01
And you re taking Bill says, OK, get all the denomination, get the story down.
1
SPEAKER_01
You can t just do that and say, OK,
1
SPEAKER_01
Let me know how it goes.
1
SPEAKER_01
You really need to think about this.
1
SPEAKER_01
And people get real uncomfortable and awkward.
1
SPEAKER_01
So you don t have to say, hey, let s role play it, because that makes people squirm.
1
SPEAKER_01
But you can say, hey, let s just flip through the slides as you re sitting talking to Bill.
1
SPEAKER_01
Just kind of take me through what you re thinking about, how you re going to position this.
1
SPEAKER_01
And it ll come out.
1
SPEAKER_01
You don t have to put people on the spot with the role play.
1
SPEAKER_01
You can, but sometimes people squirm.
1
SPEAKER_01
So next level down, say, let s just talk through it.
1
SPEAKER_01
So just take me through kind of maybe the slide deck we put together and how you re going to articulate this to him.
1
SPEAKER_01
I just would love to.
1
SPEAKER_01
hear it and take it in, process a little bit.
1
SPEAKER_01
And people say, well, I m going to tell them, da, da, da, da.
1
SPEAKER_01
Good, that sounds good.
1
SPEAKER_01
Or he might go, hmm, you know what?
1
SPEAKER_01
In that place, I would replace this with that.
1
SPEAKER_01
And he d coach and rehearse.
1
SPEAKER_00
That is so good.
1
SPEAKER_00
Got to.
1
SPEAKER_00
That s so true.
1
SPEAKER_00
Got to.
1
SPEAKER_00
I mean, I did an exercise with one of my clients the other day where I asked them to audio record their, if somebody, if they walked into a client and said, and this client said, hey, well, or prospect said, tell me what you do, Brian.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
What would you say?
1
SPEAKER_00
And I asked them to record what they would say, send it to me.
1
SPEAKER_00
I had it transcribed.
1
SPEAKER_00
And it s cringeworthy.
1
SPEAKER_00
Well, I mean, not that they weren t saying the right things, but it doesn t flow.
1
SPEAKER_00
These things didn t start properly.
1
SPEAKER_00
There was no upfront agreement, as we talk about.
1
SPEAKER_00
So I think there s a lot of little tiny details in a thing like this that matter, that if you re not there to coach them through, they will not pay attention to them.
1
SPEAKER_00
And then they ll end up coming back to you and say, ah, they don t want to spend the money right now.
1
SPEAKER_01
Yes, exactly.
1
SPEAKER_01
Exactly.
1
SPEAKER_00
All right.
1
SPEAKER_01
Is that good?
1
SPEAKER_01
Bring us in, baby.
1
SPEAKER_01
It s good, man.
1
SPEAKER_01
Bring us in.
1
SPEAKER_01
Listener at advancedsellingpodcast.com, a little tagline says, come see us.
1
SPEAKER_01
Put it in there.
1
SPEAKER_01
Just went up to speak to a group in Cleveland, podcast listeners up there.
1
SPEAKER_01
Just so great to meet the podcast listeners live.
1
SPEAKER_01
And it s great for both of us.
1
SPEAKER_01
We really love it.
1
SPEAKER_01
So if you re a salesperson, send it up the line to your sales manager or whoever organizes the event.
1
SPEAKER_01
And if you re a sales VP and you want to have a very unique experience, the clients that have brought us in would say, that was the best.
1
SPEAKER_01
They say that.
1
SPEAKER_01
They just do.
1
SPEAKER_01
They say it to us.
1
SPEAKER_00
They don t say that when we leave.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
And it s funny, too.
1
SPEAKER_01
They whisper.
1
SPEAKER_01
They go, I m just going to tell you.
1
SPEAKER_01
I had a guy say this.
1
SPEAKER_01
He goes, I ve been in this company for almost 30 years.
1
SPEAKER_01
He goes.
1
SPEAKER_01
That s the best presentation we ve ever had.
1
SPEAKER_01
Whisper.
1
SPEAKER_01
Whisper.
1
SPEAKER_01
Don t tell anyone now.
1
SPEAKER_01
Because we want to keep everything normal and average.
1
SPEAKER_01
Anyway, that s it.
1
SPEAKER_01
We ll see you next time.
1
SPEAKER_01
See ya.
1
SPEAKER_01
Bye.