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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasting.
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I m Bill Kasky.
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I m Brian Neal over here.
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We release episodes every Monday at 6 AM.
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And I know thousands of people are sitting right next to their phones at 6 AM waiting to get notified.
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Go ahead.
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I was wondering if anybody has their alarm set to wake up to the Advanced Selling Podcast.
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Because you can do that.
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You can put a song in there.
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We should have like a ringtone.
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Do they have those anymore, ringtones?
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Oh yeah, sure.
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We should have a ringtone.
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Sure.
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Let s work on that.
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Brian, why don t you work on that?
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Yeah, I ll put that on the to-do list.
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No, but we re grateful for all of you.
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We ve been at this for 17-ish years.
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I think this is heading into 18.
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I don t know.
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Anyway, yeah, it is 18.
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We re just grateful that you spend your valuable time with us every week, and our numbers are
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You know very consistent a hundred thousand downloads a month and that s where we ve been for a long time We don t we don t grow much, but we don t shrink much.
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And so we re just grateful for all of your
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Cards and letters, keep them coming.
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Love it.
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Cards and letters, keep them coming.
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So I ve been listening to some old Paul Harvey lately, Bill.
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That should bring back some nostalgia for it.
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I like Paul Harvey.
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We re turning into Paul Harvey a little bit, though, aren t we?
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Like, oh, remember those guys that used to do that podcast we used to listen to?
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Remember when they used to have podcasts?
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That s right.
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That s going to be a thing, isn t it?
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That s funny.
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I was 16 years old when I started listening to them.
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Now I m middle-aged.
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Exactly.
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I ve got three kids and I m a grandparent.
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I mean, if you were 24 as a sales guy and you started listening to bands when you were 24,
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34, 44.
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You ve been along for the ride, haven t we?
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Probably seen some, you know, some births, some graduations, some weddings come from the Advanced Selling Podcast.
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Big reach there.
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Okay.
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These are, uh, this, these are two unrelated things, but I want to get your take.
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Cause one annoys me and the other one made no sense.
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The first one makes no sense.
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This is a newscaster saying this talked about a, um, uh, stray dogs and a stray dogs attacking people and stuff like that.
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Okay.
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Here s the sentence.
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The newscaster said, and you tell me if there s some flawed logic in the sentence.
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They said, here s some tips on how to handle dogs.
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Never approach a stray dog that isn t yours.
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Aren t all stray dogs not yours?
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Because if it was yours, it wouldn t be a stray dog.
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Is that fair?
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A little redundant, I thought.
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The producers are writing that.
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Never approach a stray dog that isn t yours.
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I was trying to find a way to make that make sense.
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I couldn t find a way to make it make sense.
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Like, well, the dog s a stray.
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I mean, it s mine, but we kicked it out of the house.
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I mean, I don t know.
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Or his name is Stray.
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I don t know.
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Stray.
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It s an old Stephen Wright.
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Remember Stephen Wright?
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It s an old Stephen Wright joke.
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Remember Steven Wright, the comedian, the real dry?
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Steven Wright, you know Steven Wright?
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Oh, yeah.
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He said, I live in a one-way dead-end street, that guy.
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Yeah.
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I ve got a life-size map of the world.
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One mile equals one mile.
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Little things like that.
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But he used to say, I got a new dog.
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I named it Stay.
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It s very confused.
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Come here, Stay.
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Come here, Stay.
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Come here, Stay.
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He named his dog Stay.
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That s very fun.
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Steven Wright.
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He s classic.
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This next one is a pet peeve.
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OK.
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I am, I love LinkedIn.
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You love LinkedIn.
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I think you love LinkedIn.
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I don t want to put words in your mouth, but maybe not.
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But anyway, I m a LinkedIn fan.
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I think when you use it for the good of it, and we talked a little bit about LinkedIn Influencers a few weeks ago, LinkedIn Influencers is not my thing.
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But just if you use it for its purity, it s a really great tool.
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I get so perturbed
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put off when people require me to put their email in to connect with them that really shouldn t be blocking the world.
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Does that make sense?
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So some people have their setting that you can t connect with me unless you have my email.
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There are a few people that I get Snoop.
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I m like, okay, I see that you got to have Snoop s email that, you know, or whatever, just follow him.
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But I m talking about some people that just really shouldn t.
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In fact, it s almost doing them a disservice.
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Like there s some local people that own some small growing businesses that I d love to help.
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And I said, a connection request to the CEO.
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I have to have her email to connect with her.
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I m like, what are we doing here?
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You re missing the point.
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You know what I mean?
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Are they trying to protect themselves from salespeople?
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I don t know.
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So if you have that setting, I d be curious to know why you have that setting.
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I ve never heard of that setting.
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I didn t know it was even a deal.
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So if you try to connect with someone, they can set it to where, hey, a personal email is required.
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If you know Brian s email, put it in here and we ll send the connection request to him.
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And I m kind of like, huh?
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Like, it just doesn t make any sense to me.
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Yeah, that doesn t.
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You know, if you re a really famous person or you like the CEO of a publicly traded company, there s some I understand that.
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But for the rest of us, it just doesn t make any sense.
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And if you don t like what people say, you just unfollow them real quick and block them.
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Right.
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You know, it s really an alternative to that.
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But in the spirit of LinkedIn to help each other, I m like, why wouldn t you?
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And who knows?
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You know, that s the other thing that ticks me off.
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Because like, I, in one case, I was trying to do business with someone.
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So I m trying to call them to get something like to buy stuff from them.
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I need their email, like what, you know, I don t know.
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It just irritates me.
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Yeah.
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Doesn t make any sense to me.
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Yeah.
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So
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I m not sure I use LinkedIn well enough.
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I do some content on it.
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I do some lives on it.
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I post things on it, but I m not a big fan of, you know, sitting down and introducing myself to people.
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So, so therefore I don t do that.
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So therefore I would not have seen, I wouldn t have experienced that.
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Got it.
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Got it.
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Got it.
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Yeah.
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I mean, it s, it s a, it s a, it s a, it s a, it s a, it s a, it s a,
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But it does seem kind of weird.
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I m sure Snoop Dogg has probably an email newsletter.
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That s why he s watching your email.
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He desperately needs one.
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OK, so here is the topic today I wanted to talk to you about.
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One of the things that I m doing in our business now is looking at all the things that we do and deciding what I need to cut, what I need to double down on.
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We re always doing that, probably on an ongoing basis.
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I know you do in yours.
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Yes.
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One of the things that I ve realized is that over the years, I have been teaching things that we ll call them counterintuitive, against the grain, unorthodox, non-orthodox, unorthodox, things that I have found work that other sales trainers, if they would see that, they would smirk.
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They would say, oh, why are you teaching that?
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And so I thought it would be a good topic to maybe you share a couple of things that you, you instruct and coach your people, your clients on that would be considered against the grain or outside the comfort zone and tradition.
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And I ll do the same and see if we, these don t need to agree.
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In fact, they may not, you may have opposite things here.
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Probably not, but I like it.
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So yeah, why don t you, uh, yeah, I ll kick us off, shall I?
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Um,
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There is a strong, resounding wave of people that coach behavior and funnel flow.
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And the more you have in the funnel, the better.
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And I think people can t, we talked about this last session, people can t maintain certain levels of behavior.
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It s too much for them.
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They burn out.
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The other thing that happens when you start to, people say, well, it s really about this.
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How much opportunity you got?
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It s just a math question.
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You got to have a million dollars in the pipeline to spit out 50,000.
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When you say that to people, all they think about is filling the thing with the number, not the right people.
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And so I think funnels are much better if they re very accurate and the right type of companies are in the funnel at the right time.
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It s not the size of the funnel.
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It s the quality of the funnel.
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And I think there s way too much attention put on the size of the funnel and very little attention put on the quality of the funnel.
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People that say size of the funnel, they ll say, Oh no, no, we talk about quality.
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Like I ll just play your videos back.
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No, you don t.
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90% of your time is talked about how much you have in the funnel and the calls and calls and calls and prospect and prospect and get more, get more.
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And you got to pull back from that because the buyers are done with that.
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They don t want that.
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They want to be approaching a very, very reasonable, logical way to quickly, early on in the process, figure out if it s time to talk or not, you know?
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So to me, I m a quality of funnel guy, way more than I am a quantity of funnel guy.
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So when you talk about the funnel, you re talking about the pipeline or the inventory of prospects.
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Yes.
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Yeah.
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I think it s way too focused with traditional sales coaching on the size.
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Yep.
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On the amount.
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And then managers get irritated when the deals that are in the funnel don t close.
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That s it.
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Well, you said this was a 60%.
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Now it s down to 40.
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What the hell happened?
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And the reality was it shouldn t have been in there in the first place.
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Ever.
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Ever.
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And it s in there because the sales manager s been on your butt to get your funnel up.
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See?
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That s right.
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It s counterintuitive to me.
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Yeah, and I think we ve tried to solve that by putting these odds, these numbers up there
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There s a 60%, 90%.
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But that really doesn t, that s just an arbitrary number.
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That doesn t exude quality.
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Not at all.
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It makes no sense.
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It s stage.
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It s all based on stage, which makes no sense.
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It s all fake.
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It s all fake.
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Yeah, it s fake news.
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Fake news.
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That s my first one.
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OK, well, my first one is similar in that I think we are taught
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that if we want more, we have to work harder.
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And this is kind of the Western philosophy of the Puritan, the hard worker, the grinder, that if we want to increase our income from, let s just say, $100,000 to $200,000, we want to double our income in the next year, that the solution for that is harder work.
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It s more calls.
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It s, like you said, more people in the funnel.
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And I think that that cause a it causes burnout be it s not true.
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It s just not true that you have to work twice as hard to make twice as much just not true have to work differently.
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You might have to invest some money in some other types of assets or platforms or whatever to attract more people to you.
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And maybe you have to shoot more video or do some things.
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It s not that it doesn t require any more work.
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It just doesn t require the doubling of the work that got you to $100,000.
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Jay Abraham wrote a book years ago, said, what got you here won t get you there.
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And are you familiar with Myron Golden?
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No, I don t think so.
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He s a preacher, and he also does business stuff.
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He has a YouTube channel.
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He s really good.
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He s funnier than half.
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And he says, what got you here won t get you there.
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What got you here probably won t even keep you here.
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Oh, that s good.
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I like that.
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And that s his.
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That s not mine.
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Newton.
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It was a Newton.
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But that s even true.
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And so this whole idea of grinding and this philosophy of, well, if I m going to work, if I want to make twice as much, it s got to work twice as hard, just the way it is.
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That s just not true.
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There s a whole different way to go about prospecting, selling, using some of these assets that are available to you that we re just not using because we have bought into.
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And I actually think I m going on a rant here.
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I ll stop.
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Go.
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I think sales training, I think these sales training coaches and people who are out there pitching those services actually keep people stuck down there in that one-to-one analog, I ve got to make 75 calls this week, because that s what they re teaching.
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And so I think sometimes sales training actually does harm to us, because it s keeping us in this old game of one ounce of effort equals one ounce of juice.
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Love it.
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It s good rant.
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One ounce of effort equals one ounce of juice.
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I like.
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One ounce of squeeze equals one ounce of juice, because we ve always heard juice is not worth the squeeze.
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We need a half a squeeze for eight or 10 of the ounce.
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Yeah.
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It s concentrate.
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That s what it is.
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Concentrated.
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Okay, so for us, and this is a thing, too, we re, in fact, in the direction Blind Zebra is heading, we are essentially exiting the sales training and coaching space, simply because we don t think that s where the answers are.
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And one of the very flawed things for me, that I think is rampant in all sales training, sales coaching, we talked about on the podcast, I know you agree with this one,
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is the baseline intention behind all things we do.
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What is the baseline intention behind all of the questions I teach you, all of the openings I teach you, all the call to actions and email I teach you, all of the medic, what is the intention behind all that?
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The intention behind all that is to get the deal.
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That s what I believe.
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I think everyone that in the sales coaching world, when they look at their material, and what they re teaching, it lacks intention of being helpful to others and just right place, right time.
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Are you saying that your baseline intention is to get the deal?
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Or you think that s traditional?
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That s traditional.
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Yeah.
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I m the opposite.
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Cause you never sound like that was your, Oh God, no, no.
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That s what everybody s teaching.
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That s why I want to get away from that.
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Cause that s just, it s not an anything I find.
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I don t find, I don t find high intention in anything.
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I, anyone, and these are really, I respect all these guys and gals doing this, but it s all meant to get, it s all meant to get.
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And I think people are done with that.
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I think buyers are done with that.
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They just want to have a reasonable, balanced business conversation to explore things at the right time for the right reasons.
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That s it.
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It s just so simple.
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We make it so hard.
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That is counterintuitive, I think.
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Well, that s really good.
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We can rant forever.
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No, around just a grant.
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Totally, totally agree.
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We haven t even talked about this before, really.
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But
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this idea of what is our intention when we enter into the marketplace, not even just with a prospect, but just we get up in the morning and we go about our business, what s our intention?
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Is it to corral people into our funnel and to sell them and move them through as quickly as we can because we got to get this closing rate down from 90 days to 65 days, and if we can t at 27 percent, yes, if that s our intention,
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that will be apparent to the world.
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It ll be apparent to your audience.
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And if your intention, if you do what we were talking about here and have a little bit higher form of this, look to help people, look to be a resource.
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I m not saying help them for free.
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I m not saying do the work for free.
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But initially, you have to be this person who is out there.
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Look, we ve got a podcast.
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We do this all the time.
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We do video.
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We shoot things.
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We have webinars.
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We re always giving stuff away till at some point we sell.
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But so many companies don t see it that way.
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They see it as, well, why would I do a free webinar?
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They ll get my information when they buy from me.
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Yeah, they will, but your competitor is doing a lot of free stuff.
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And you won t even get a seat at the table.
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Sorry.
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We don t do webinars, but we do do a 14 email cadence to our prospects, too.
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It s all automated, too.
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It s awesome.
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You just hit Enter.
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It s great.
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It s very valuable for the other people that are receiving it.
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They love it.
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We blast emails every day for 14 days.
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Let s talk about that.
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Let s go a little deeper into intention.
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Intention has got to be real and pure.
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And what that means is if someone came to us and said, hey, Bill and Brian,
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Will you guys help me set up a podcast?
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I d be like, hell yes.
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Or they say, are you capable, Bill and Brian, of teaching someone how to do a podcast?
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I m like, absolutely.
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Absolutely.
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My intention is pure.
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I want to help them.
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I m like, you need to pay.
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If you really want to get serious about podcasting, it s worth every dime to pay me and Bill to teach you how to do it.
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Because we ve been doing it for 17 and 1⁄2 years.
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We ve got really good results.
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So your intention, as long as it s clean, can be clean.
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Now, if someone came along and said, hey, well, Bill and Brian, will you guys help me teach my high school son how to change the oil in his car?
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I d be like, no, that s not really what we re good at.
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No, not my deal.
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No, there s a better place to go do that.
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So good intention doesn t mean, like you say, you don t give away stuff for free.
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It doesn t mean you can lean in.
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It doesn t mean you don t say you can t help everybody.
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Because there s some people you can go, yeah, frick, I can help you.
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Absolutely.
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So yeah, that s so true.
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Well, if somebody came to us and said, hey, we want to start a podcast.
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And we have a lot of listeners who have started podcasts.
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We have a lot of people.
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I have a one pager that I send to people, and it s what?
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It s what to do.
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It s six or seven steps to it.
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But now, if they said, can you walk me through this?
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Can you spend a few hours and walk me through it?
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I can t.
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Not for free.
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I mean, I just can t.
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Because if I did, I just can t.
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But I m giving you a start.
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I ll give you a start on it.
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And I ll give you a start on it.
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And that s better than just saying, no, I can t do anything.
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You ve got to pay $1,000 an hour for a consult.
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And most people do.
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So where are we with this?
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So I was ranting unintentionally.
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Counterintuitive, yeah.
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Counterintuitive.
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So it s your turn, because I went to the union.
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It is my turn, right?
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Yeah, sorry.
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And I piled on.
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OK, let s see.
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Next.
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Most sales big problems.
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can be fixed with really, really, really small, detail-oriented changes.
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Most big sales problems are easily fixed, and it s not with sales training and sales coaching.
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It s with process.
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It s with fundamentals of process.
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I agree.
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And everyone s talking about, well, here s what you do.
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Oh, you got a delay there.
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Here s how to convert them.
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Here s what to say.
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Do this and da, da, da, da.
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I m like, it s not about that.
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It s about these little bitty detailed behavior things that you do.
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um that you re not doing that will fix 80 of the problem that you have so sales leaders struggle with I don t know what s real in the funnel so all you have to do is inspect the funnel at depth four steps of death I have a tool that teaches people to do this but like that s and when you do that you will absolutely know what s real and no one does it go I don t want to be micromanager you know yeah
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Okay, you got to live with either a crappy funnel.
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Exactly.
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You know, or you got to do this.
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It s one of the two.
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And by doing that, you re not being bringing harm to people.
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If they have commission, they want clarity to for their own income.
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prediction.
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You teach them how to think like that, they will do it on their own.
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Absolutely.
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Because they don t want to be chasing things that aren t right.
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That s not anybody s interest.
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But you do have to take you as a leader have to take that first step.
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So look, we re going to start something new.
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We re going to really inspect what goes in the funnel before it goes into the funnel or as it gets to 50%.
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Now, OK, now, I m not going to spend time on 20% deals.
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But once it gets to 50, let s figure out whether this is real or not.
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That s it.
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Absolutely.
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And you got to do it in a framework.
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Yeah, I m sorry.
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And with the intent with the intent of helping the customer to it s not just with the intent of shoveling people through the process.
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Yes.
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My number four here was I still don t think there s we ve been talking about this for 17 and a half years now that I know how many years we ve been at it.
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is the mind is the problem and is the solution.
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How we think about ourselves, our role on this planet, our purpose in our business lives, it all gets back to that.
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And for those of you who want to radically improve your income and your results, whatever that means for you, maybe it s no more income, but it s more free time.
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Everybody wants more.
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More starts in the mind.
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It starts with, how are we organizing ourselves and our thinking and what our role here is on this planet in a way that will help us get to 2x or 5x income?
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And if your mind is not a part of that conversation, you know, when I work with high achievers, I love working with high achievers because they get this.
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They get this.
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A low achiever will say, oh, no, this is about behavior.
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High G was like, oh, no, it has nothing to do with behavior, very little to do with behavior.
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It has to do with how am I thinking about myself?
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If I think about myself and my value in the right way, the behavior will come naturally, it will come automatically.
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I can t not do the behavior.
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But if all my mindset is about what am I going to get from the marketplace, then you will stop yourself from doing the behavior.
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I ve seen.
100%.
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100% agree with that one.
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All thinking drives all doing and all saying.
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All thinking drives all doing and all saying.
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And no one tends to the thinking column.
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No one has anything codified.
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No one has a set of guiding principles written down.
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You do.
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I do.
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Our clients do.
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But 90% of the world that listens to other sales training coaching organizations, they do not have a set of guiding principles.
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They can t read them to you.
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I got mine on a laptop sticker.
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I can read them.
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I got to memorize.
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But you know, that is so critical.
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And then all things you do and say goes back to that.
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It just does.
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It just takes care of itself.
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So that s good.
SPEAKER_01
So if you have not joined us in our LinkedIn group, go to advancedsellingpodcast.com slash LinkedIn.
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That ll take you right there.
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Make sure you join.
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And if you have a comment for either one of us, don t like our hair, don t like our
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Microphones.
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Wow, you got a lot of microphones.
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I can t say that.
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I don t like our new video frame that we talked about.
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I like it all.
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So anyway, we d love to hear from you.
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You can go to advancedsellingpodcast.com for your new listeners, all the episodes, top 12, 15, 20 episodes there you can partake of.
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So love it.
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Glad you re with us.
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See you next time.
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Bye.
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Bye.