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In this episode of the Advanced Selling Podcast, we talk firefighting, fire hoses, and the like.
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Bill shares one of my favorite personal quotes.
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And we take a co-video mailbag question about what to do when your ops delivery or product team costs you money.
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Welcome to the Advanced Selling Podcast, the longest running sales training podcast in the history of sales training podcast.
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My name is Brian Neal.
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I m Bill Kasky.
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And we are glad that you re here.
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We re here every week on the Monday release to give you knowledge, ideas, tips, thought, therapy, whatever you want to call it.
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And a little humor.
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And a touch.
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Sometimes, just a touch.
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The word I always describe it is it s moderately funny.
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That s what I say.
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So we re glad you re here.
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We want this to be a fun, great place where you come and get a little shot in the arm.
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I know a lot of you listen to us on your drive in from work.
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Some of you listen to us on the treadmill.
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And we re really, really happy that you re here.
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We are on the road.
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Bill s laughing.
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We re on the road this year.
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Please send us an email if you want us to come to your event.
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We re doing one of these.
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We re doing a live podcast recording in May.
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for a client that s asked us to come out and do this.
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Really, really fun experience for your sales team.
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You ll learn a lot.
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It s fun.
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It s great energy.
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It s much better than watching some guy in a three-piece suit stand up there.
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With PowerPoints.
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With PowerPoints and tell you what he told you back in 1989.
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Send us an email.
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If you want us to come out to your event, listener at advancedsellingpodcast.com, put in the subject line, come see us, and we ll tell you how that all works.
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Those PowerPoint things that you described, those are forgettable.
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Those were forgettable trainings.
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Forgettable.
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And how many times have we been to training?
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And if I were to ask you a year from now, who was that that came in and what did you guys talk about?
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Nobody.
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No.
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We kind of, is that the one where Brian got really loaded that night and embarrassed himself?
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Yeah, that was.
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I can t remember what happened during the day.
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But you will be, it will be memorable.
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It will be memorable.
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You may not remember everything we said, but you ll remember that we were there.
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And you still might go out and get tanked up the night before, but you ll remember the shots of fireball and Bill and Brian recording the podcast live.
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I was laughing when you were talking about that.
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I had a meeting here about two weeks ago, and it was with a
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A local company, and there was a prospecting meeting.
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They called, and we decided to meet.
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And one of the people in the room was a podcast listener, and the other three were not.
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And so I got in, and I said, we started talking.
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I said, I don t know if any of you listen to the podcast.
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And the three sour people around the table had not.
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And the one person who brought me in, she was an avid podcast listener.
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And she goes, I do.
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I love it.
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I don t know why these guys don t listen.
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She goes, I think it s hilarious.
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She didn t say moderately funny.
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She went right to hilarious.
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So it was really easy to connect with her.
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And I pretty much shoved everybody else.
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Why don t you guys go about your business?
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But it is funny when people are listeners, how much more rapport you feel like you have with them.
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Totally.
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And they do, and it s hot.
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When you listen, and we ve had people, we were in Indianapolis, Indiana, and I ve had several, I know you have too, where you meet people, and they go, wait a second, are you the advanced selling podcast guys?
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Like, yep, we are.
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And then they re trying to see if you look like what they thought you looked like, because that s the other thing that happens when you hear someone s voice all the time.
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Well, before we get started today, Brian, you and I have been mentoring and training sales professionals for 15, 18, 20 years.
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And one of the most important elements to career success is aligning yourself with a company that develops employees, values their customers, and has a portfolio of products that can compete with anyone.
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That s why we recommend our advanced selling podcast listeners have CenturyLink at the top of their list.
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when you look for a new career opportunity.
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With the recent acquisition of Level 3, the new CenturyLink has become a world leader in the areas of cloud security, real-time communications, managed services, and hybrid IT.
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If you re a top performer, which I know you are, who is looking for a fresh start in 2018, visit centurylink.com slash advanced selling and join their talent community.
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Once you join the talent community, a member of the team will reach out soon to contact you and see if a career at CenturyLink is the right step for you.
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All right, so topic today.
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Yeah, we re going to dip into the Covideo mailbag.
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You ve heard us talk about our partners at Covideo.
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If you are looking for a way to stand out, this is the way to do it.
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You go to advancedsellingpodcast.com slash Covideo, C-O-V-I-D-E-O.
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And they have a wonderful program and a wonderful platform to allow you to send personalized emails.
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instead of regular emails, static emails to your clients and prospects.
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And those listeners, we ve had several that have told us this is a wonderful, wonderful tool.
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Great suggestion by the podcast.
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And our friends at Covideo have got a special offer for you to start with them.
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So it s advancedsellingpodcast.com slash Covideo.
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And if you sign up, we d love to see you send us a Covideo.
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We d love to see that, right?
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And you can shoot us a note to listener at advancedsellingpodcast.com.
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Use Covideo to do it.
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And maybe we ll even give away a laptop sticker for that.
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Oh, easily.
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We could do that, right?
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We ve got 47,000.
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We have an entire truckload.
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We bought, yep, we got a 52-foot swing door semi-truck full of AdvanceLink podcast laptops.
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It s a 78-year supply, as near as I can tell.
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And I got one-upped by a client, this guy who
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gave me a sticker for his podcast, and it s a magnet.
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And I m like, why didn t I think of the magnets?
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I don t know how much more they are, right?
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So you re not cluttering up your beautiful Mac.
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Anyway, so if only.
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If only.
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If only.
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OK, here s a question from Ashley.
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Hi Bill and Brian, I am a long time listener and believer in the advanced selling podcast and just want to take a quick minute to ask you both a question.
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I do marketing for businesses across the country and lately within my company there has been
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a bit of a breakdown in operational post-sale process, um, causing some internal errors and just leading to poor execution of my clients  campaigns.
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Um, it has put me in save mode for sure.
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And, um, I ve been putting lots of time and effort into regaining the trust in the relationship, um, and just making up for the errors that have been made and trying to fix things.
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So,
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That also has left me a bit burned out.
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I haven t had a lot of time to prospect since I ve been scrambling to keep these relationships and my pipeline is pretty empty and just the energy for prospecting isn t really there right now.
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If you have any great tips for refocusing and re-energizing when it comes to the prospecting process, I would love to hear them.
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Thanks.
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Thanks, Ashley.
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Nice audio.
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Very well.
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That audio is incredible.
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Wow.
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You kidding me?
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Might want to listen to that again just for the audio, huh?
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Now, we need to send her a sticker.
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Oh, we can do that.
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I ll deliver it.
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I ll handle it.
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OK, you know.
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And in full disclosure, Ashley s been a client of mine for almost 10 years.
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But I didn t know.
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So it s not a shill.
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You didn t ask her to send it.
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Oh, no, no.
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No, I had no idea when she sent it over.
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I m like, OK, wow.
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OK, so it looks to me like we have three different issues here.
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One is, how do you handle it as a sales professional when there are operational errors or things that you can t control that are going wrong inside your company?
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Number two is this prospecting.
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How do I prospect when I m not really feeling it?
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And number three is the whole burned out thing.
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So maybe we could take each one of these and spend a little time on it.
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It s almost like three podcasts within a podcast.
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Because really, all three of these topics could be separate episodes.
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But in the interest of answering the question, and thanks, Ashley, for this, let s give this a start.
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Want to do the apps thing first?
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Is that OK?
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Yeah, that s the most difficult one.
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That is.
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So let s take that first.
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I agree.
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And it s so funny.
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When Ashley sent this in, and I know their firm, I know some of the struggles she said, well, and I thought, man, I bet a lot of people deal with this.
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I bet a lot of people deal with fulfillment issues, and what we sold them doesn t work in the way, and the salesperson has to get back into it.
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It s really hard.
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So I think that, like you said, Bill, the first thing is this is a hard thing to deal with.
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And so for whatever that s worth, if misery loves company, you re validated because you know how difficult it is.
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The things that come up for me here first, I always start in that thinking column, is I want to talk about the word detachment and using it in a different way.
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We tend to talk about on the podcast here detachment in terms of the sale and the loss or gain of the sale and letting things go.
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Detachment really goes throughout your whole life.
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It goes with relationships and things and events all around everything that you do.
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This is a place where I think detachment is your friend.
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You ve got to
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understand the part of this that you control and the part that you don t.
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And there s a lot of this that you do not control when it comes to operational things.
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They ve got a management team, they ve got their own issues and that sort of thing.
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So first piece of advice is pull that concept of detachment full forward for you and around this and just start to dwell on it because that s going to lead you to the behavior to detach internally first.
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That s exactly where I was going to go with it is you have
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Yeah, it s the whole, what can I control and what can t I control?
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And the old serenity prayer that always comes to mind when I think about control is, grant me the serenity to accept the things I cannot change, the courage to change things I can, the wisdom to know the difference between what I can control and what I can t.
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I added that little, but that s a real powerful, it s a real powerful,
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operating stance.
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But the biggest thing here, and you mentioned it in the pre-show a little bit during the show, is this idea that once I start to lose belief in my team, it s like a football or basketball team, if you don t have confidence in your teammates, that s a huge thing.
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And as a football official, I know you see this, is when a team does not have confidence in every position,
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Now they start thinking about, well, I can t send him right because John over there, he can t tackle anybody.
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And if you start feeling that way, then that puts a little hesitation in your step.
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There s no doubt about it.
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And it s very real.
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This is one that I think a lot of people want to mask over and go, well, we ll deal with that.
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That s not your problem.
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Go back out there, son.
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That s right.
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That s right.
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You can t do that.
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That s a head in the sand issue there.
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And so I think you ve got to work to address this head on.
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You just got to understand, as Bill said,
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and you take that serenity prayer and break it down word for word and line by line, it s a really great thing to dwell on, that you don t have control over parts of this and parts of it that you do.
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Activity-wise, internally, what I d say is you have to be really careful to stay out of the blame game here.
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Because you re internally selling just like you re externally selling.
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And if people feel attacked, they will defend.
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And what usually salespeople will do in this case is they attack the operations.
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And when they attack the operations, the operations doesn t go to work on the solution to the problem.
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No.
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They go on work to defend their position and point out everything that you as the salesperson did wrong going into this.
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So it s really, you have to be massively humble
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in this drill to approach a problem like this and keep your ego out of the way.
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Because you need the ops people to buy in to help you here.
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And you cannot attack them.
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It does not work.
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Yeah.
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Because at some point, it s costing you money.
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And when it costs you money as a sales professional, you ll take that burden in, and you ll slap people around with it.
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And that s just not helpful.
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Because I always believe that people aren t sitting around conspiring against you as a salesperson.
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And sometimes I think we feel that, like, yeah, I ve heard them talk about sales team.
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They don t like sales people.
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Maybe they don t like us because of the way we treat them.
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Maybe not.
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I don t know.
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But I don t think we can take that baggage with us because it s not helpful.
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That s a really, really good point.
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Let s go to the second one.
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She talked about prospecting.
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She said prospecting behavior has suffered because she s spending a lot of time putting out fires, et cetera.
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I always like that term, putting out
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Fires.
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Putting out the fires.
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I m drinking from a fire hose and putting out fires.
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It s a nice callback.
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Yeah, I was at a speech down in Evansville, and I brought my son with me.
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And as we were leaving, this house across from where the speech was was on fire.
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There s four fire trucks and stuff.
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And these guys were just, it s so interesting.
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It s a fire.
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So it s someone s house.
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It s a really nice house.
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Really?
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Pretty lawn.
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And they re just beating the hell out of the roof.
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You know, like, I don t think the people were home.
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I was like, man, that s, you know, what are you going to do?
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It s brutal.
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Yeah.
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Anyway.
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So the question is, what kind of tips do we have for Ashley around prospecting?
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And my first thought here is, I know we have a cadence of how we prospect.
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And so I don t know what Ashley s is, but let s say there s some kind of outbound cadence to this.
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And so if you re in a mode where
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If you re in a mode where that s not working for you, either because you re mentally not there or because it just stopped working, then find another mode, find another pillar, find another way to do the same thing.
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And maybe by trying something new and reinventing yourself a little bit, you can bring more energy to it than you have right now.
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For example, and I m not trying to show one of our
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one of our sponsors, but Covideo.
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Is there a way to use a Covideo product or application, it doesn t have to be Covideo, but anybody s, where you re actually sending video messages to people.
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I wasn t sure if it made sense for us to talk.
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Let me tell you a little bit about what we do.
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I know what you guys do a little bit.
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Does it make sense?
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I ll follow up with you later.
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Something that changes the game a little bit might get your brain back into it.
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That s a great idea.
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And I know Ashley s actually a user of CoVidia.
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She loves to do it.
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She loves to teach other salespeople how to do it, too.
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So that s great advice.
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And I bet she hasn t done it around this.
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No, no.
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But I know she s used it in the way you re talking about, on the prospecting side.
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She s used it on the follow-up side.
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But that s a great, great bit of added advice there.
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I also would encourage you when you re stuck is there s prospecting before the prospecting.
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Sometimes it helps you ease into the water.
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And if you re feeling uncomfortable and angsty, you feel like you don t trust your team anymore or what, to call a new big prospect is probably not the best thing to do right away.
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So think of what you can do in a pre-prospecting phase that s just walking into water.
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Some examples would be you can prospect connectors.
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So you might call someone else who you re trying to form a relationship with to
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refer business back and forth is an easy way in.
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You may pick some lower risk people to prospect, because your mojo s not up yet.
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And you re like, these people aren t like the ideal fit.
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They re not like a huge, behemoth, ideal client for me.
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And so it allows you to get your mojo back.
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Stella s Got Her Groove Back, is that what that movie was called?
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That is.
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We need some music.
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Is that in the 90s, Stella s Got Her Groove Back?
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Yeah, you got to get your groove back.
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And so you do that, I think, by easing into it.
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If you re starting your new workout regimen, you don t start off with 10 miles the first day.
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You run, walk three miles and ease into it.
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So ease back into it when you re trying to get your mojo back.
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I think that s right, and it also brings up this word momentum, is you do have to start to recreate momentum that you might have lost while you were doing this.
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And so old Moe, got to get old Moe working for you.
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Get the Moe back.
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Get the Moe on your side.
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OK, the third one is burned out as a result of this.
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Yeah.
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Sometimes I think there can be a little shame that goes along with this prospecting thing.
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I think it s easy for us to sit back and have our manager say, hey, I don t care what you re feeling.
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You got to go out and make these calls.
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And then when you don t feel like it or they re not successful, shame enters into the picture.
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And we never talk about shame.
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We don t talk about it enough and I think it s a it s a big factor because when I m feeling shame I am not at my best now and that s when my burnout starts to happen.
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It s like I start to question my very You know belief in myself and whether I should even be in this business or not And so I think you really have this is serious.
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I mean burned out.
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I think we just burned out You don t take a couple days vacation burned out can be much better
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It can border on depression sometimes, clinical depression.
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So I think you have to be mindful of this.
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And if you re feeling that, don t discount it.
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Yes.
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That s an excellent point, the whole idea of how I feel about myself in this.
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Because I feel like I m not doing it.
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And I know Ashley carries a lot of personal burden responsibility around things like this.
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And I know a lot of our listeners do, too.
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I m not doing my job.
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I m not doing what I m supposed to be doing.
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I know if my boss comes and asks me, I m going to be in trouble.
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Those are all shame-based sort of things that are not healthy at all.
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And so to clear the air, that s really, really important.
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A good idea sometimes, this is an action-oriented thing to help you in a situation like this, is to go back to people and places and things that make you feel good out of the shame.
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You re not trying to fill yourself externally.
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You don t want to fill your internal voids with external things.
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And it s a good reminder, though, of how good you are sometimes.
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Sometimes you have to look externally.
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I m actually pretty good at this and I can do a good job here.
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So what do you think about, as you were talking and this question came in, what do you think about the idea that
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If I don t enjoy something, let s just say prospecting, since that s what she asked, but something has happened, or I never have, I don t enjoy outbound, what do you think about the idea that if I truly don t enjoy it, but I love the business, maybe my lack of enjoyment is something that a force deep within me is trying to tell me that there s a better way.
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What do you think about that?
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Because I think when I don t enjoy it, it s more like, like you said before, you have to enjoy it, just go do it.
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And I think, well, wait a minute, if I don t enjoy it, is there anything that I could do that I would enjoy and I d bring my heart and soul into that would get the same results or better?
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But do we listen to that?
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That s part of your intuition too.
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I know we re going to be doing another podcast on that.
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Yeah, I just really struggle.
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to find the merit and justification for doing something that you sincerely don t enjoy.
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Or aren t good at.
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Or aren t good at, or both of those things.
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It s really hard for me to squire.
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I d love for someone to chime in here, or send me a LinkedIn note, or put it in the group saying, here s why you should do things you don t like, like the eat the frog idea.
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And I get that.
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Like, there are things that you don t love to do.
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But man, I m all in on the do what you love and what you re great at, and 95% of the time, and things will be OK.
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So if you don t like it.
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cold call outbound prospecting.
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There are so many other ways to do that.
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And it s still outbound.
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SPEAKER_00
It s still outbound.
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It s just a different version of it that fits with you.
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Go ahead.
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So maybe that s the idea of listen to your gut.
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If your instincts are telling you, have
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to do something.
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But that something doesn t have to be something that you don t like and you re not going to do it and you re not going to get results.
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It s better to find something.
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As you said, Brian, there s lots of different ways to do that today.
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And we ve talked about some on the podcast and we haven t talked about others, but listen to that instinct.
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Yep.
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Massive.
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Okay, if you d like to get with us, one thing you can do is send us a question, and it s an audio question, would be preferable.
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SPEAKER_00
You can send it to us at listener at advancedsellingpodcast.com, and we will send you a little gift.
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SPEAKER_00
You already know what it is by now.
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SPEAKER_00
It s a little sticker for your computer.
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SPEAKER_00
It s not a magnet, I ll tell you that.
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SPEAKER_00
Not a magnet, it sticks, sticks right on, never comes off.
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SPEAKER_00
So if you want to do that, we d love to hear from you also.
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SPEAKER_00
If you are interested in having one or both of us come in and do some type of retreat or a strategic planning session or sales meeting, you can send us a note with the subject line, come see us to listener at advancedsellingpodcast.com.
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SPEAKER_00
That concludes this test of the emergency broadcast.
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SPEAKER_00
See you next time.
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SPEAKER_00
Bye.
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SPEAKER_00
Bye.