40 Years of Sales Knowledge in 78 Minutes - Part 2 [LIVE Sales Coaching]

are you struggling with getting your stall deals move forward into close are you wanting your projects move with urgency you want to book more means and generate more pipeline are you working tons of hours and feels like you're spinning wheels getting nothing done that's exactly we're going to cover today which I'm going to share 40 Years of sales knowledge in under 2 hours hey I'm Marcus Shan former number one sales director at cintos Corporation where I led 110 person sales or to profitly deliver over 190 million TCB each year and before that I going 12

times hit number one in all 12 roles and now I'm a sales training coach of the fastest growing companies and Reps in the world now what most people don't realize is ignorance is the biggest tax we all face meaning if we are ignorant to knowing how to solve a problem the cost is not getting the result for instance if you don't know how to effectively multi-ad move deals forward you're going to have a low win rate that leads to missing your number potentially and caution yourself what you could have earned so let's just say your

Tech sales AE with a 200k OT let's say with accelerators you can earn 500k by doing over 200% to your number if you you don't know or have the skill set to earn 500k every year you're not hitting that unfortunately it's costing you the ignorance tax of the net difference whether you want to admit it or not so let's just say if you're missing your number by a little and you're earning 180k that ignorance tax you're paying is 320k the net difference that's what it costs you for not knowing how to max your comp that's

why for today I want to help you reduce or eliminate your ignorance tax I'm pulling out a recording from one my Private Client coaching sessions in which clients that pay me up to $50,000 to get directly coached and it's lean to them closing millions of dollars in new logo business despite the market these are rside companies like Salesforce workday zero and a lot more I'll be going over six main core topics you'll see me coach live and share exactly what to do to get results you'll see pull exact frams from my book and a lot

more let's go ahead and Dive Right In all right cool let's get rolling Matt my man you up first question about your a yes your seasonal accountants all right they're always busy running deadlines and then of course come taxi in may they don't want to talk to you right and your your question is hey how can I position yourself to plan have this inev busy season coming up so what's your current strategy now you haven't play yeah so what I'm trying to do is be as proactive as possible and just tell everyone hey I know

what's going to happen as I'm calling all of my accounts and basically saying let's just schedule a couple of meetings throughout the tax season let's just keep them brief just so I can check in and keep the ball rolling so that's pretty much it otherwise I am a bit nervous because I know it's going to be challenging because this is Q4 so that's our highest Target as well yeah so by for a lot of GRA there's some seasonality right and there's actually some sales Pros where they can only sell three months of the year just

so you know right so even though you have this like bucket of January through May well it's really January through probably April but then they'll have probably the extension that you have to worry about right because the industry you can't control that's the first you can't control an IRS tax Schedule okay yeah you can't control uh their customers all you can really control is really how you show up each day and the biggest thing you can really do right now is L Focus juicing your pipeline up that's the biggest thing you do which is like

Lally starting now because you're going to already start getting your holiday objections on top of the tax season objection so your goal now is first off I think you can leverage a couple things number one having time now because you going be too busy if they try to push you to off the January 2nd that's the first thing they're say Hey listen like Matt why don't you give me a call in the new year and you can say hey listen yeah I work with a lot of different accounts I'm making a guess right now you

know Marcus come January through that's called May because you're client a tax season you're can be even crazier so I hate for us to delay even longer because we have potentially some opportunities to help you if it makes sense to switch over from to over to us that'll actually save you some money so if you have discuss more detail how's this come Thursday dat so my point is you want to create that urgency now to have a conversation right that that's the biggest thing and then at the very least if you can't get those means

you want to be nurture them and you can still do the thing you mentioned you you do your best to pre-plan to try to like put means throughout that quarter but that's a reality of it okay that's a first piece to it any questions on that no it's all good you just have to rant you just have to put in more of the work now because you know it's going to be a real obstacle for for sure and this is a separate question but related is I have so much middle and bottom of funnel that

I'm closing right now that I am struggling with my time management piece of actually calling top of funnel which is a good problem to have but at the same time like I'm need to be proactive with what's about to come because if I just only take the time to close my middle and bottom of funnel then I'm going to be without a pipeline right that's right so that's where I mentioned like even doing the time mod right but this is where it's like what can you eliminate off your time or off your plate what can

you just stop doing completely because especially your wedding coming up in a couple months you have a lot of stuff going on you're going it's going to get crazier this might be the season of just buckling Down super hard for now because you already know like it'll be naturally slower because of the market you go after right see what you can do from that perspective all right yeah um the second thing I would also focus on as well is you know generally speaking if you're going after somebody's smaller accounts where they're literally accountants doing the

work there still opportunity there smaller accounts though but reality is if you're go after bigger accounting firms where the actual CEO is not in the business he or she's running the business those are Al really opportunities for you because even through q1 you'll still be able to have conversation with them because they're still running the business because they're generally not in the weeds they have a team of 30 accountants doing all the work and they have hundreds of clients right so that's where it's like start also thinking from that perspective of going up Market to

the actual decision makers who are not actually doing the work so they their time is not getting compressed because of the work schedule does that make sense yes yeah so you're saying be should hire and which I have a cap unfortunately until I get promoted to senior but 175 is like the max clients that a firm can work with for my territory but so it's hard like today it's actually a funny story I identified a really great opportunity with this accounting firm and I thought it was just going to be like 120 clients I was

like awesome she seemed super eager and she's actually I have six offices and I have, 1400 clients I'm like and I can't I have to give it up it's too bad you can't so you can't close each one huh I know exactly it has to six different accounts right I was like just one office and then I did the math and I was like oh that would still be 200 but anyway so I 100% agree if I find some people that are higher up then there's not so much day-to-day stress from like tax season which

I totally agree with the only problem is and it's good it's just like finding a little bit of a needle in the hay stack with the ham that I'm working with but definitely good that's a good call out yeah for sure you just max you might find out Mt because of the Tam you're going after they may not have those exactly right and that's okay right yeah but CH hopefully there that point with a scale in their business where maybe they are doing some of the work but maybe they're a little bit less involved right

maybe instead of having like X number of clients per an accountant a higher number for each accountant maybe they have only the big the biggest ones right yeah so like you might find some of those if you're a little lucky again you can only control your your actions that's it you hope you control what you can't control right and it's also so for sure it sounds like everything you're talking about is like the proactive approach like that today this month the December a little bit of January because like clients are still just getting documents and

stuff people but what's the messaging then because when when it comes February to like May because for me I try to always like you said adjust for your attitude and all that kind of stuff like the positive is they're more engaged with their clients than at any point during the year so it's easier to have these kind of conversations and so the way I try to te it up is saying hey we're not going to do this February April or May or whatever I just April March whatever yeah and I tell them let's make sure

that our goal is come may you know 15th or whatever that then that's when we sign that's when we make things happen and that's when we actually do it so that's how taag season happens but or Q4 ends April 1 so that's when q1 starts so I still have to make it work for January feary March so it's like trying to figure out how to especially when I come back like my wedding's on the February and then I get back on the 5th so then I'm like the season of what am I going to get

now so so first off we know they're going to be very busy February through through April right that's just the nature of the market you sell into now in your heart do you believe despite how busy they are you can still help them 100% yeah okay beautiful so that's probably the most important thing because when you come back from your wedding come back from your honeymoon then it's like all right when you're starting get on the phone you do an Outreach you need your belief to transer on the phone so like you you go for

that close say hey can we can we have a a deeper conversation come this Thursday at 8 and they're like listen Matt like as you probably know because this is our crazi time we're so busy can you call us in May so you at that point you need that belief so deep to say you know what Marcus that's exactly why we need to meet because I know you're this is the best time to actually talking now because I know you're deep with your CL we can help you with this specifically so I promise not to

waste your time just some time discuss in more detail this Thursday at 8 and then it comes to cost of inaction conversations look that's great Marcus I love hearing that or Matt whatever but the thing is I'm in tax season and I can't have this conversation this is going to have to wait till May and then I'll say that's probably going to be more realistically June or July because your kids are gonna be on vacation and you're gonna be going to the Grand Canyon or whatever so then it becomes like this whole thing it always

does so why you have to control it more and they say that then it's like listen I totally get that that's literally exactly what Andy say who runs a similar size firm as you it's mid taxing but we literally hop on a quick five-minute conversation had did a deep into his situation and now he's set up and we're not making any TR train now but he's set up to actually achieve XYZ benefit come May 1 so again I promise to not waste I know you're very busy so if this week doesn't work how about next

week let's call it Tuesday at 4 p.m. noce how the floats because when the belief is really high by this isn't the objection handling part of the of the course I did what I just did so it's you're able to transf that belief over to them they're like okay this guy is like pretty freaking confident about this there's something about this so like you're Whoever has the highest conviction on the phone ultimately wins that's what to and I have pretty strong conviction I'm confident in that regard but I also think it's reality too like I

have a million people coming in my door like I myself because then I'm an empathetic person so I'm like I would be pissed if if someone trying to sell me something when I'm in my busiest season so then that's where my conviction takes a little bit of a hit not a lot but just like a tiny bit because like yeah I get that but think about this they're busy because of clients right and I listen to call recording yesterday right inefficiency was a really big thing right because if they're using a subpar product or service

aren't they less efficient and wasting more time yeah yes absolutely but they're going to say Oh Marcus hey but we're so we're too busy we we can't we don't have time to implement this and that's okay so my point is more so like it's you want to train your mind to like hey they might say that and I'm an empathetic person but I also have Sati belief that I know long-term wise it's the best thing to do yeah and again you also know your goal is not to just sell them on that first call even

it's a five minute conversation but if you get them Le to understand be bought into like why they exist problem and then tease you up for future meetings hopefully that goal at least switch you over me right it's more about detaching from the alchem like how can I make sure we open their eyes to see the problems they're having MH because also think about this like when they're doing taxes and they're going through like say they're using QuickBooks and they're going through like they're trying it's all it's a huge mess in there trying to F

reconcile stuff and it's a whole problem they're probably more aware of the problem at that point right so you want have that belief now and by the way so when you're on the phone going to book that meeting multiple NOS dude they might still push you off that's totally fine but you just do your best go through three four five NOS and if it's still no no problem and then at the very worst you can tee up the Terminator script okay remember the Terminator script I do yeah so you can end your call with something

okay obviously I get it you're so busy not gonna push you any harder obviously this is not a good time yeah so how about this usually when I talk a lot of accountants first couple months are the craziest right especially up until April 15th how about we just pencil in that I'm just going to reach out to you after April 15 call the 16 or 17th see havee of time and discuss more detail would that that be okay with you 99.9% of the time they're going to be like sure man whatever two months not whatever

it's not an appointment though but now you can call that person on the 17th what day it is and you use a Terminator script on all this I hear is you got to have pipeline you gotta my point is when you have pipeline sves a lot of problems right but there is the nature of the Beast where it's literally their busy season so it's harder to sell them to them it's not impossible it's just hard and and my mindset is not that it's impossible well there's no chance I get into my quota that's not my

mindset at all it's just that hey reality is busiest season highest Target we have in our quarter or in our gear and how do I do that but this here's the cool part Matt is because of what you sell into that means your competitors want the same concerns too the same worries your peers same so everyone you're competing against right they all run the same issues but if you have a different way of thinking about I'm do more up front but also when I'm on the phones with them I'm going to make sure I'm so

good at hand objections that maybe you know right now I can't convert every single one if I can convert more than everyone else I'm already going to be ahead of them that's a good point so I know especially when I hear other people on these calls and which is awesome to see by the way y'all but the competitor is of course like number one for us but for us it's really more so status quo the number one competitive status quo they do nothing yeah and and so that's the challenge right it's just like hey you're

doing this thing that's really inefficient you're so stressed I can care you don't even want to have a conversation with me that's the reason why I'm trying to call you in the first places to help you with that so it's a little bit Yeah so I I it's hard and that's the competition because they're so overwhelmed and it's hard to get them to like to take a moment to just illuminate what could be for them and you can't do on a CO call no for sure on the coold call you're only I'm trying to get

off the phone as fast as possible on the coold call I'm trying to lock the meeting up because I know they're not in a state of mind to be thinking about their problem I can't really illuminate pain points on on the call all I can really do is come with the really clear point of VI of what's going on how I potentially help with them and my goal is I want to book that meeting with them so I can do a deep dive to really validate that point of view to provide that value so actually

in my opinion I think it's not good to measure talk time or how long the call goes because you can have a 15-minute cold call but if it doesn't go anywhere who cares unfortunately have cold call like very rare to be an exact who has that much time to talk to it's like he like someone mid or low and I'm like I'm thinking like oh what a great conversation but doesn't go anywhere what a waste of my time and resources right so I share with you is you are going to run into that concern objection

but all you can control is how well you like Co call how well you handle their objections and you go for a closing that me that's all you can really control you know because at the very worst you'll still have to not have a real conversation till after the season's over yeah like at the very worst that's all it's going to be right so that's why I ask you first if your belief is really high when your belief is really high then you're willing to Le towards kind of push some a little more if you

will and have a little more like term aggression in it because we can help them yeah okay that's super helpful anything the belief stuff have a big Pipeline and yeah man time that's like where I'm at right now but it's all good so try know you're St yeah I got complete faith in you come on man you're you're 2x a second place person yeah you got this man I believe in you I appreciate it I appreciate it yeah that's super helpful yeah I think that's it for me so thank rock and roll Zam Zam what's

up brother hey yeah I I got 10 minutes to perfect yeah so before I had to hop on the call I actually forgot what I wrote don't worry I I got it pulled up brother I I got you I got your back okay you get some all email metrics first you have a low pickup rate 161 dials three connects okay just in two weeks alone yeah just in two weeks and remind me again because your new company now it's all Enterprise right yeah it's all Enterprise and for me I'm just so pumped up and I'm

like dude this is tough coming in4 I remember and I I was reflecting back I like w how did I have way better success obviously with that's one different company I came in to start Q3 so it's like a little bit pretty good and I'm trying not to make excuses but at the same time this is tough I'm pause you're beating yourself up too much brother you've only been there for two weeks all right like you're being hard know it's just don't be hard yourself well I'm looking at my target it's like am I doing

the right amount of kpis am putting more work dialogue a little bit first of 161 dials three connects it's not it's some data but it's not a lot of data first off yeah that is what is that let's see 3id 161 that's like a 1.8% connector rate and I'm assuming here you talking about connector like where there's a gat keeper or decisionmaker the answers is that right I'm counting only decision makers no problem and you have direct dials no okay beautiful sell numbers too just direct dials sell numbers as well I'm using which I don't

can't say it on call he's not gonna be very happy he's number one a over there come on okay all right all good okay so let's talk about this for a second $161 three connects first off were you able to convert any of the connects no I was not able to convert when I had that one of the three connects I know I stumbled it and then the second time I tried to connect he really wasn't interested at all so that's okay yeah that's okay you're not going to convert 100% right so if you can

convert even 33% that's not bad right cuz average is 20 conversion okay so I think the first piece if you're want to focus on what you can't control is making sure your talk track is Nails practicing it and also objection handling all right so you can just at least work on that we don't have enough data yet because again the rec conversation doesn't tell you anything it could also just been three bad calls right could have been three bad days those guys had right guys or GS had so that's not enough to determine that but

you can control that the second piece to think about is the other 158 dials you made did you run the voicemail play I would say like their 30% I run the Voice voicemail so I was that was another thing that I was really hesit is how do I actually leave a voice so let's just say I'm calling Marcus Chan you Marcus Chan and Marcus I'm calling in regards to do I say my company name or do I actually say your name I mean your company thing good question so remember the reference is going to be

deal a similar company in their space of right that's a customer of yours and you guys have a proven product right it's a customer so it should sound something like this tonality hey Marcus Z I'm call reference to ABC please call back my cell whatever your number is again my cell is thanks click I was confused about what I put as reference because I think I've been doing it absolutely wrong got the right to anality got the right pace and know how to say phone number and then thanks to get them curious but I think

when I say the reference I say I my company's name or I say their actual company's name which I think that really will that would that would make any sense I know I've been the i' be like what's this what's this call him about you don't want confusion you want curiosity curiosity creates Human Action so what you want to think about is first off I could have sworn you're running the same play I did that's why I'm trying to really didn't you get callbacks when you ran that play I did so I just want to

make sure it's still applicable almost two years later D I've been running this play for over 15 years it crushes and that's why I'm like I'm always I always laugh people like how much of it works because you haven't done it well enough it's simply that yeah but but back about the voice I think that it's going to be a huge game changer again so I had to say in reference to your competitor so if I say it's like your Mar doesn't have to be a competitor so people some people get weird on that right

so ideally the most ideal I think the highest conversion is going to be referring a siiz company in the same industry that ideally is not a competitor some people get really about competitors right it can be a little Hit or Miss I'm trying to really think of example so I say in if I'm calling cogs so if you're calling kogs which is it's breakfast cereal right we're talking about yeah I probably wouldn't reference probably General meals I mean you could it just until you know the industry so well where they're cool with it so in

some industry you sell into they cool if you work with the competitor in fact they want to hear that and I don't know if that's going to be the same for in considered in food for example if I was to Cal breakfast cereal what's maybe another food company that's not breakfast Tyson like meat perfect there you go you can see there oh cool Tyson interesting that's interesting what's that all about or and this potentially could be complimentary right it could be like I'm I'm talking a lot I'm making this up it could be a you

reference a large lar food processor that does fruit like blueberries so it's very complimentary in terms of breakfast cereals and fruit that P can go with it right okay all right those are some examples right there one in doubt if you're not sure you could try competitor yeah so example Hi Marcus it's Zane I'm call reference to General Mills please call me back same thing so that will probably get called back too but sometimes people get a little bit weird with it that's the only so you have you can test a little bit just just

be cognizant of that I will no man I've been doing it the whole time that's okay that's okay you were you were on the right track we just be off a little bit we're just going to get you back on the right track right exactly so that's second thing you want to focus on the third thing I would recommend here is you want to make sure you're really consistent with the voicemail 30% of the time I try to okay versus like you want to do it 100% of the time you don't overthink it so let's

just say for example if you left 158 voicemails all right let's just say even only 10% call you back which is very low for run that play but even 10% calling you back that's like 15 16 calls back and if you have your scripting dialed and your objection hand dialed if you canver let's call even 20% the low end now you're going to book like two three meetings office callbacks and on top of that the resistance is actually down because they're calling you which is different than you calling them cool perfect go back you got

jet all right all right yeah no this all good go crush it be consistent all right talk soon all right cool Mr May what's up my man let's light this candle how are you my friend let's light this candle I'm good man I'm good there you go I'm good all right cool so first question is you want to come with better Discovery question you start outbound more okay so only driving qualified appointments ah okay so this is more so um questions when you co call them is that right correct because I'm going be ramping up

my outbound yep and yeah before start saying yeah I can come meet you I need to have a little bit more of a plan so I think the first piece is because you have a pretty good siiz territory with the list you built are they at least within the parameters from the demographics perspective that fit into what you want to go for you consider a qualified Prospect from a data perspective oh yeah yeah like the list that I built like they'll fit within the ICP okay perfect so hopefully they're in the right qualifications sphere okay

and what Now by qualifications are you meaning like within their cycle because specifically I'm talking about the education sector yeah you know that'll go on a fiscal year budget so I think one of the things is what you want to think about is a lot of refs especially because in education if they know the buying CLE be open at a certain time they only really Outreach then and so then now you're competing with everyone else trying to do the same thing which you can't play that game I prefer to be like planting seeds when's their

buy and cycle start for you start usually July 1 because their fiscal just starts July one so you think about this if it's July 1's or buying cycle and right now because schools are going to basically shut down for a week in November shut for probably two weeks in December I always try to start booking meetings now right to plant those seeds yeah so if you get multiple meetings in advance come July one they're not thinking like who am I going to talk to who who am I get to spend time with who I spend

money with they're already thinking we already know Tim's a guy we've already agreed some me Tim if we need to put an RFP out we've already crafted the RFP to fit within the parameters Tim has so Tim is going to be the guy and you want that before the buying cycle happens and and this might tie into question number two as well so oh yeah yes does tie into it depends because if you're going to be outbound if they bigger accounts 100% you want to be booking means them okay even now if there G to

be a huge a customer lot of spend like I want to establish myself as their trusted advisor as a go-to person so this way you're not fighting anybody else really you're basically already show you're the number one person to talk to I don't call it taking an order but you're basically going to be taking an order come July like you want to position yourself at that point where it's we've already assigned to everything we already have everything totally good you just need to sign the line and we can start working together and and to give

you more context just for instance like yesterday I'm working with the high school and we're looking at doing a new weight room and it should be it be anywhere between 70 and 90k yep and I came across this opportunity just add a trade show they came up they saw I was the equipment guy hey let's meet up so it booked a meeting yeah and my thought process is there's so many more opportunities out there but they just need to be made aware of me that's it but to call through we'll call it 400 accounts and

book meetings with every single one of them I'm trying to figure out what's a more strategic way to do a little bit more in-depth discovery on the phone yeah before I proceeded driving on site so this kind this kind of ties into it right so what are some things you want to find out then ideally so they say y that sounds good I'm willing to meet with you because reality if you call try do R discovery on the call with them on a c call too busy it's not GNA happen absolutely but after they agree

and they're sold on having a meeting with you and you bolt on a few qualification questions they're a little more apt to answer those questions all right so what are some things at the very minimum you want to find out about to make sure it's going to be worth your time to have meeting with them I guess if we're talking specifically the ICP of high school is are you considering a weight room upgrade in the next 12 months now here's the thing that means they're aware of the problem they have yeah and typically when you

called outbound someone if they knew they had a problem they would have reached out right and us a very small percentage and maybe they didn't reach out but they already been researching already they're us usually at the unaware stage if I pull this up because especially with the education sector I would say a majority of them are problem aware are they aware of the problem and are they wanting to make a change so be very specific problem aware is like they have a problem and they're already thinking like what are we going to do to

solve this problem so when you call someone generally speaking they're not really quite there yet an outbound right especially with the outbound because yeah I'm catching the other day I they're think other problems they have going on right majority are here which is like they're unaware yes so what company you with what's this all about yep what do you guys do exactly the nice thing you have have a physical good so it's probably a little bit easier but so if you were to ask them hey are you actively looking to make a change on that

first call they're going to say no they're gonna say no but if you think about this because of the cool part of what you do you're just can literally be a walk around their facility which is amazing you can you can literally be like hey let's take a look at your equipment oh wow hey I noticed here it's this is what's going on I noticed here these bolts are falling off as weight y were you aware of that like what would happen if this fell on someone while they're working out so what happens is so

majority prospects have what's known as a latent need okay like it's latent they're not aware there's a problem that's majority cold process to reach out right or basically you talked to versus active means there's an active pain so they know it's a real issue they're are actively looking for a solution they know it's a problem so if you were to ask them that question hey so are you can make a change most are going to be like no we're not or maybe we are but not until July I probably wouldn't ask that question because because

your Discovery can help you take them from latent to active based on what you do for example I'm sure youve probably seen it with some of the ads you work with I'm sure some of them and ads really on top of it might look at a little bit of minor wear and te we have to change this versus some other people are like ah it's fine or be falling apart like I think it's okay in their mind standard of replacing is just so whyde we just have no idea so I think probably think that what

might be some other qualification questions that you're thinking through so I guess I'm just trying to think of if I were to start heavily outbound basically I I wouldn't want to ask I guess what my thought process is is let's say I've got 400 accounts I'm going to call through y I think I would just want to get them all booked with a short Discovery call to then book an onsite that's right yeah 100% 100% I'm just trying because I've been running into they do Zoom calls right these ads yeah yeah they they should be

but I haven't done it with them yet so I think if I can just bridge that Gap to start doing that'll put me so much ahead of the game yeah 100% because the cool part is in your hybrid rle where you have a mix of inperson and virtual like 100% you should definitely book that meeting if it's unknown book it on Zoom right tool you want to use and then this way you can run the discovery on them and it makes sense you can schedule a walk through of the facility as well and it does

have beely a pain right say or does have to be like there are actively changes but they're like you don't think about we're not really sure yet it's a mix of old and new equipment you say hey so okay if it makes sense you might potentially be open to maybe making a change as that right yeah potentially okay cool maybe let's do this thing so let me look my calendar I'm already going to be in XYZ area on this time how about we schedule a facility walk through we'll just do a walk through show me

your weight room and I'll just tell you think should you make a change then you're totally good you'll save that budget for something else but if there's some opportunity to maybe place a couple things or make it better I can show you that too would you be cool with that cool the discovery is a little bit different right yep so you can definitely do that for sure so that two or is this a discovery is a further Discovery is all it is exactly and I think if and this is good just to walk through this

with you out loud because first initial phone call is to book a zoom Discovery meeting because I just need to be efficient with my time because all of the travel as you're just sitting in a vehicle that's right so if I can figure out a way to make sure that I'm outbound to all these Ops yep but I'm being efficient to where I'm actually going to be on site with okay so now I just need to think through I just need to think through what specific questions I want to ask on that first discovery call

which I can dive into that more I'll run the discovery call yeah exactly because I'm thinking from qualification perspective the only thing I really would care most about is having more decision makers at that meeting absolutely that's the biggest thing for me I'm like I need the right people on the call with me so you can build that into your your call call still okay tell me more about that because that is something I'm trying to get better at you call Marcus Marcus you know what Tim you sound like a cool cat yeah let's hop

on a zoom call we can tell you about my situation right I can even I'll bring my phone I'll show you some stuff if it's easier great awesome looking forward to chat more at Thursday at 2 o'clock all right cool hey usually I jump on these first calls like a lot of people like to have as well as other people that potentially might helping pick out equipment or making a decision regarding it they want to have present too so who else should be invited to this conversation with us so this we can get all the

facts on the table it it's amazing ask that they might be like yeah actually I need invite so and or let's just say for example you book with the assistant ad right the actual ads probably make the call Hey listen so usually all these call makes a lot of sense is usually the ad lik to be involved as well because it's obviously their show so I think that's Ethan right which you be cool if I invite Ethan on the invite to show up as well can you have a conversation with them you they said no

no problem you're get qualification and just to give you more context if we're talking specifically with high schools I'm going to be reaching out and trying to set a meeting with an athletic director the ad yep but ideally I'm going to want the business side of it on that meeting but I don't want like the strength coach I don't want like the coach on there because they're just too emotional and they're not thinking about it from a top down perspective so I think marus ad I'm talking you know let's get meeting set up who on

the business side would also need to be or I guess who do you think would also be good from the business side to sit in on this meeting I think think that's how I would attack it yeah you can say yeah you can say and usually Marcus when I have conversation with ads they like to involve the business manager as part of the conversation as well so this way we plant some seeds too so this way they hear everything and we're not just trying to ask for some budget at the end so this way they're

part of the process too now who might that be in your guys situation or if you know the name hey is that Eric that I see I did my little did my homework yeah that is Eric okay cool it would be cool if invited Eric now they're resistant I don't want to buite him quite yet like I want to have conversation first you with you for hey no problem just want to give you heads up that's usually how it goes so we can talk about it more when we have our Zoom call coming up whatever

date and time so now that would be so beneficial you prevalidated the decision maker absolutely so now in that Discovery you need to dive deeper build more trust with this Prospect so this way we can Bridge a gap and bring in Eric the business person just doing those two just doing that on the front end would be so efficient and saves you a lot of time it would save so much time it yeah okay all right that that that gives me enough context because yeah I need to be efficient with the outbound so that I'm

not just going I'll meet you and all of a sudden it's five 5 hours round trip drive time and it's like a 10K op yeah oh yeah you don't want that um okay this kind of has in a second one right so you want to start to Market them right so will your marketing team not do this for or do you have to do it no they'll they'll market but it's email and okay what I'm thinking Marcus is let's go old school let's get up a piece of paper in the mail and so again I'm

thinking 350 to 400 high schools you know Mark it to the ad Y and it would just be a physical mailer three times a year just constantly being when they think of it they think of me oh because even though iio is not that big there's not a lot of suppliers but it just shocks me how many times when they're like oh yeah we got some equipment it's dang I'm not known enough well enough so this would be one aspect of doing it so I like your heads at and I like the physical mailer I'll

probably try to find some local kid to do it for me like what do you mean I would get some high school kid who wants to make some money right like I give him all the resources I'm like all right here's this list I'll pay you like 150 bucks this is what you need to do and you stuff these envelopes and you la I don't want to do any of this so that's hire someone local person to do it like that you can like get in the stuff right yeah but what I would do take

a look at some of your materials you have stuff like this right that's just random ones I pick but I got mark Mar make this yeah and then I do is you can probably find something online there's different Services now where it it basically you could PPE up a letter looks handwritten yes that's what I'm looking for because my handwriting is garbage garbage handwriting right I mean you could just type it up and then just sign it right and then have a kid or whoever do it I don't even want to do that because if

I'm talking 400 mailers times three times a year yeah I can't so there's like Services just got to find them like they'll basically print this looks like handwriting yes and then I would have that kind of almost like a cover or inside and then whatever CL you want to provide yes okay and think about the junk now you get at home so like it's it's always envelopes and stuff like that right okay if there's a package don't you ually open the pack first versus the mail yes so even it's a parcel size but it's a

bulky package you're like what the heck is this thing with all this other junk mail like you gra that first instinct right so because people curious it's the same thing you want lever chair so I would do do something similar where it's like larger and what I would do is depending budget you want to spend on this I would find something that you could stick inside that's like bunny shaped okay I mean we have we literally have a it's a keychain bottle opener with our I I want something like something funny a squishy like weight

I'm going to look up what are these things this is not I'm looking for oh plush barbell what is this thing no no that's too big oh stress toy okay look look at this oh dude like I'm thinking like sub Goofy and Squishy so you when you stick that inside a parcel stands out it it stands out so you think about any parcel which is like this size okay yep y then it's GNA be bulky because you put that thing inside and then what's in there what's inside and they open up like what the heck

is this oh that's cool so you address it in your letter right or you can talk to your company get some of these and PR your logo on right and even because I'm just trying to think of some of the swag that I still I even this isn't unique but have a bunch of Koozies and Koozies are okay Koozies are okay so they flatten that's a thing yeah so you want something is dimensionalized yeah because what happen when it's dimensionalized um it looks like K drop scrib handwritten dcom see that could be thank you what

this looks like look at this ah yeah good drop there good drop there thank you Carrie thank you on the um looks like it's robotic yeah oh see I love that I'm GNA start using this something squishy it's dimensionalized so the packaging the reason the dimension is really important so I see something very similar so when it's dimensionalized when they get other male if it's on top it slides down right and whenever you have bunch stuff slide so usually goes on top if they don't open immediately they're like all the other looks the same these

envelopes what's this weird package here that's the first thing that you always grab totally totally if it stands out yeah so so I'm going to formulate see how much this is all going to cost and even if I could do one of the squishy things one time per year and then I I just need to get something that's different that's efficient that's right I actually sorry I actually have an idea with that if you don't mind oh yeah please do I so I work and I had a vendor who he had rable vinyl flooring so

his business card was on a piece of flooring and I always remember that and it always stuck out so if you haveing then it's flat and easy to ship but it's still like that sticks out especially with the quality of it that's true because I S like that oh man and my flooring manufacturer oh they would they'd send me a whole bunch it could be a business C you could do that same concept on that like the card that I use it's a magnet so that way every time people get they go oh what's this

so what if you made your business card this weight it just has a QR code I'm just making it up you had to figure how get all printed right but oh man it will be your name and QR code right I I love this the squishy barbell Ah that's dope good because you can have your letter right that's using scribe handwritten and then you can put a QR code that basically is your contact information right yes there's like free QR creators you can find right and the key is like you can templatized well that's exactly

what I want to do you tempti this and then you hire you know a kid to basically put these together for you it could be a neighborhood kid if you want right yeah um to do it or you could probably find someone on task rabbit to do it for like relatively inexpensive to basically put it together you know and then they they just mail it out boom and what you can think about as well to switch it up right is from a timing perspective you can do shoe man I I would actually Leverage holidays for

you and to give you a quick context like for this ICP we have our large Statewide trade show it's always at the end of March yeah you you'll see people there as well and then October is when we have our regional ones that I go to yeah you can also like you do October one you could do like a holiday thing in December yeah like you'd have to do obviously beginning December before school is out um but you get some sort of holiday theme thing that you want to send M if you want to be

budget into that right yep going take some work to get set up that's the only thing yeah I like setting out like the Halloween because nobody does that so it's a good one Valentine's Day that'd be a good one to do D every holiday is good brother yeah want get lucky at St Patrick's Day April showers bring May flowers St patties that'd be good too because that'd be right before the Statewide May some sort of pre summer thing yeah you know June like could be just like a barbecue theme July Fourth of July why you

can create stuff aside of holidays you don't have to do all of them let's get thinking a little bit from yeah a marketing perspective ideally get your company to help you with the stuff well absolutely just because I need to think this is one of my main three icps would be the high school athletic directors and I just think differently on how to get on the radar just because they're just all day every day getting bombarded by parents vendors coaches athletes admin and so no one's sending them a squishy weight yeah how much influence do

you have on the marketing team at your company because you've been there a while pretty oh yeah pretty good yeah will they be down to do ads I can't remember if we currently add ads on what social because your target market is not gonna be hang in LinkedIn but they'll probably hang on Facebook Instagram maybe even Tik Tok I think they you can do be on Twitter as well but I don't think you do Twitter as be hit or miss yeah but what what you could do is this is this is a marketing play you

can just talk to them about which is you take your your list right all information you can upload it as a targeted list into the platforms and then you can run ads that drive towards them right so the US It's relatively low cost because you already have the lead data and you're saying hey these 350 400 people these ads I want you to put these ads in front of them it could be you can have awareness ads okay you can have conversion ads so there's many things you can do with it right so for instance

an awareness ad might be like I think it probably a couple months back show me some of the stuff they do on LinkedIn with some the really cool before and afters right like ones with the custom like mascot or color themes the those are pretty badass very visual yep like being able to utilize that as as ads could be very powerful so like just even as awareness so you're just driving those eyeballs towards them oh absolutely so basically get my team a list of name last name and I guess what data do I need emails

I need their emails okay I I can get that because it's all public sector so it's online yeah you emails so you need that and you can test to see how well it does are you able to look like if if you look at Facebook right now can you see if we are currently running ads yeah because I think this is where my ICP would probably most this is where they hang out yeah okay what we should be under just because I want to see if our retail side of the house there you go because

running outs Curr okay a look okay let's take a little peek let see what ads you guys are running take a sneak maybe they're already running ads and this is our retail side of the house so like stuff goes into people's homes but this is that's so so they're already see they're driving people to go to the store right these are B Toc ads so but they okay they run a lot of ads so they're gonna know all about this yeah can you maybe check real quick see just to see if our commercial arm does

it and thank you for looking at this well there we go so I guess we probably just run it through the retail side okay yeah you probably just run through that but still we're definitely running it there okay I mean you guys are running it for sure dude I would talk to for sure because that would be huge yeah if I could oh man if we could start targeting them all right yeah I I'll get with my marketing team because you can have them do like Target ads awareness ads conversion ads you can also have

them do if they probably have their site pixeled which means like they got some code on there meaning they can send ads to people that visit certain pages M okay for example if they visited pricing pages on your on the site for the commercial side yeah you could say all right only show uh these book a call ads for people that visit a pricing page price oh man so you can do a lot of stuff with it if as long as you have the data for it that would be huge because yeah we do get

both our internal website I'll get internal leads request a quote but then also our manufacturers if they're on their website but if we could have something where if people go to the pricing that it follows that' be huge and those are pixel ads right yeah looks like they're probably pretty SV for marketing teams they probably already have pixels already on there and they might only do it for bet to C so they may not do it for B to B so they can run and see if they they probably already have it pixeled already they

could try little retargeting as with a low budget but the reality is is like shoot man even if your cost to acquire a customer is like 10K but if it's a 100K deal you're still running what's called 10x row ads trying to ad spend so you're still running very profitable ad that's true yep so they could test and see how well it works it could be hit or miss with B2B but shoot man why not try it out the Market's already on there oh that's huge man just adding the ads component and then with what

we talked about with the the mailers yeah let's go let's go brother cool brother good stuff good any other questions that's all I got that's all I got for today I know I'll have more but good to see you my man good to see you keep crushing it keep attacking the day thanks Carri see you guys all right cool all right Cynthia what is up how you doing hi Marcus doing great awesome great to see you all right pull us up C so we got a Deal review here it goes to exper the sales cycle

so you have the H School District all right you met have the director supervisor through real quick via Google meet they visit two sites they got dishwasher grant for four sites gr gen 26 okay all right you visit to met pmer team C wants the wants to find how much it cost at a hood okay so the onsite was them survey on the 10th and then you follow to my phone all right she mentioned the person answer the Hood question and returning on end of October okay do you happen to know who the person is

that you're supposed to meet with you know the name of the person phone number yes I know the director then the site supervisors for each High School those are the ones that I met during the site yes cool do they give you any direct dials or numbers for the person that's on vacation no what electrical person the maintenance person it was not there okay all right and ultimately you need to be able to talk to this person before he can provide like proper pricing to basically hopefully get locked up is that right what I need

to know is that yes like the electrical that way can recommend the specific equipment and then we can go forward with the quotes Okay cool all right so you reach up beginning November confirm update and she was in the meeting okay do you have a cell number Direct like a direct di or just an office line for her for the side direct not not the director be supervisor yeah I do not have a cell so I can yeah I don't I don't have her cell number okay and is the director of the economic buyer yes

okay cool and gu who is guiding you to talk to the the maintenance guy is it the director or the supervisor the supervisor okay not for me to talk to him it's more she's talking to the person she's following up with a maintenance person to give me the answers that was the next steps that we agreed on okay and she was supposed to give me the answers yeah got it okay so this is I do this makes sense now so I would do you have you have email address as well I'm assuming yes okay so

I would have an email draft it up be very simple right because I saw he that the pricing goes up January 1 as well so we can like Leverage this as subtle pressure okay so you can say something like and I wouldn't actually send it yet just you want to draft it up and then you can literally have the sub line be like Hood that's what they're trying to cover right the hood so it could be like hi name just tried calling you I haven't heard the update regarding the Hood from your maintenance guy yet

reach KN I do want to give you heads up that all our pricing does actually go up come January 1st so I want to make sure if we're able to find the the the best solution that you get the best possible price can we hop on a quick call to address the hood situation thanks that's it so have it drawn up don't say quite yet and then you're going to call first and then are you getting voicemails typically or are you getting like someone who's answering someone is answering so I only tried calling back twice

and then one email I see they open it yes okay so she's opening it great what I would do is I would call again when's the last time you called by the way uh Monday noay Tuesday yesterday or week I remember have to look at my hot spot that's okay that's okay give it a little buffer so at least a one or two day buffer so if he called yesterday I wouldn't call again today I just call him like tomorrow so at least a couple day buffer and the call is going to be direct to

email message if somebody answers if it's a voicemail that's fine we'll do something similar so let's say the answer they say hey oh yeah no no supervisor is in the meeting right now okay hey no problem do you happen to know when she'll be out of the meeting yeah I asked those questions yester so I just checked I called yesterday good so she said oh yeah she'll be she she say no they're running a meeting three of them the people that I met the director and the two side director for a meeting Beau and a

conference coming up uh tomorrow I'm leaving to I know yep so that's one of my email that I said hey are you going to be going there okay rep that's good maybe you'll see it in personal which should be really cool right if possible who knows anyways I would call and if you get the message hey there's still in a meeting or she's not here right now whatever and they don't know what they're can back right whatever I would just ask hey cool so does she have voicemail you send me to right she does not

have voicemail which that's some that's is the case because School are H Miss if it's no we don't have that we don't have we don't have a voicemail but you can leave a message with me okay you can say all right cool hey is Cynthia with company X she doesn't have to call me back I'm just about to send her an email just tell her to check her email and then let me know via email that's it thanks so much okay that's if she doesn't answer if there's a voicemail if there is voicemail then I'll

leave a very short voicemail that sounds something like this it'd be like hey name it's Cynthia no need to call me back about to send you an email please check your inbox thanks very short right some many companies transcribes and sends an email to them then she'll see that and read it too it'll be very easy and the goal is hope she reads the email kind of sees a little little bit of urgency and then hopefully she'll say hey let's let's jump on a call have a conversation that's the angle I would go okay so

then what so what I'm hearing is try call her like since I called her yesterday to a couple of days and call her leave a message in order for guide her into my email that's it and then that's the and then the email that you're referring to is that draft email that you were mentioning earlier today that's it that prices come up and okay all of that now the question is so that's a size supervisor for one of the high schools so then should I reach out to the director that she's off the picture but

she makes a decision so she's letting her team work on that I would I'll give it a little bit of time still just in case right so we don't know about what's going on with with this with the supervisor so since you've already this will be your second time reaching out if you haven't heard anything you already have rapport with that director so let's just say for example tomorrow you you call you don't get an answer you a voicemail or message whatever send an email out that's tomorrow's Thursday and then you still haven't heard anything

let me back up yeah I'll wait till probably Tuesday because there's a conference as well in case maybe that conference who know you don't see here but maybe it's just busy give her till like at least Tuesday if you still haven't heard at that point I'll would reach out director and that conversation with the director is more hey want just bring you the speed really quick you know so far this is what we're doing I do want to give you a heads up you know I'm waiting on one last thing to finalized pricing is fin

pricing we haven't got that yet but just want to give you a heads up is you know all our pricing does go up come January 1 so I want to make sure you the best possible pricing and solution so this way at the best price and ideally before January 1st right so can you help me with getting information I need to to guide them so we make sure this gets done properly okay that's a focus on conversation okay and also perhaps I could use the leverage of the fact that winter break does when most schools

want things get done and installed 100% yeah that's actually very good point actually so it's a little bit easier to have if you can talk about both those things it's better to have a phone conversation right phone conversation so this way say hey there's a couple things I just want because you told me this is an important part of the project what you want to leverage number one what a lot of schools will do is while kids are actually out of school during break that's when we do install the sooner we get done the better

the second piece that's also really important as well is right now with the best pricing possible and come January 1 it does go up so I want to make sure we get you completely lock until you fully maximize that budget at the lowest possible price point with the best solution and doing it in a time frame that actually makes sense where it's not going to disrupt the school so can you help me with facilitating some of these conversations because right now we're LEL of a stand a little stall okay yeah okay so that I have

another school that with a similar situation so I can apply the same thing that's right that's exactly right I love you brought the point up about the uh school being out so like anytime you can like Leverage that those points in time as time urgency to their benefit those are so powerful because they know they're yeah you're right like that is the best time okay so really good point thank you okay I have a a second question of course we got time yeah okay great it actually inspired me by Tim asking question about the marketing

because I'm targeting this School nutrition associate directors so there's a school nutrition Association and they have online magazine but really so then my company decided yeah let's invest in an ad we don't have a marketing team I've been working on what's the message I want to be different yeah everybody else's equipment and here it is I want to be different more like to the heart like what they're looking for but then after listening to T I was like wondering I was wondering because we don't know the ROI for this magazine it's the first time my

company is going to invest in this I haven't done the research I'm not in marketing like I don't have time for that yeah so then my question is my job is not my job it sounds terrible it's a reality though you you only I have multiple hands here and like there's no yeah so because I'm leading the with the schools so I wonder if I should propose instead of investing that money into the holidays what you're saying to mailing things to do use uh the physical objects whatever to mail what are your thoughts between that

like an ad in the magazine that we don't know was going to pay off yeah um versus something that I can even drop off for mail to and I also Southern California I have a colleague in Northern California so the ad will have foros yeah so I think the thing is you have to find a if they do the magazine ad they'll have to find a way to track the return on investment and it's not to say it's impossible but like they would probably have to I'm going to talk a lot if I was them

if I if I was in run ads in a magazine like a physical magazine oh want to have a specific QR code in there so then this way I know when people scan it came from the ad so we know we spent $10,000 on this ad and we were able to book I don't know 10 qualified calls so it cost us a thou it's $1,000 per call good all right then we know we have an idea at least what the return is right and see if they close it Etc you could do that if it

could do structure that way but it depends on how good the ad is so if it's like a really small ad among miss a bunch of other ads it might get Blended in so it could be hit or miss right page that whole page a whole page okay it's a whole page ad you know like it could be useful you don't know until you try it out that's the first thing and ideally you're probably front a lot of people depending on their distribution so it could be something useful but it's a little more of a

mass blast so that's what's called like a net which is like you throw a net out there and you're hoping something into it you can have like Spears which are a little more targeted and that's doing some stuff that I mentioned with t so like you build the list and then if you can do like a physical mailer then you're physically sending things to them or physically dropping it off or or hiring people to do it for you guys which going be really powerful when you follow up book meeting it's it's a really clear Roi

it's like all right we spent ,000 like getting these I don't know squid equipment things or what whatever you want it doesn't really matter in mailers we send out a 100 of these it cost us $1,000 all right and we book 10 beans off it you can tell pretty quickly it cost you $100 per per book call which is pretty good right so you can get pretty fast and targeted right you can for sure do something like that they all cost money it's more you know what's it going to look like how how's going to

be implemented and what's going to be the ROI in my opinion if they want to be really strategic I prefer to not necess put on ad platform it's generalized because you can't control the eyeballs you know right the difference is we talk about even like digital ads because you can upload lists you can curate the target demographics to go after certain people so it's very specific the magazine little more in California there's a big billboard out there right for all the lawyers all the lawyer ads like everybody sees it right everyone sees it now this

is a little more taret Niche could hey it's probably for a certain industry so it might can work better but you're not going to know till you actually try it that's the only thing you're not gonna to try Okay so part of your thoughts is to try it out and see as long as we have a way to see that it came from that that's as long as you can track the results I think the easiest way is prob a QR code more than likely because then then you know oh hey here's a source from

it they came from literally this one campaign we ran yeah so I'm sure your marketing team can probably put that together very e very easily I don't have a marketing team I'm sure yeah whoever is goingon to run it they're looking to hire in somewhere but oh that's really do it so the Cur will take you to a link how would you track it like in your experience there a couple things you probably would have to do probably have a not a general website to go to I'll have a landing page specific for that campaign

okay you can have the lead campaign or just get their information or you have a it will cost more per lead which is a book a call campaign so like when they get to whatever page their only objective that landing page is a book a call versus a lead magnets like they basically go to a page and they want to get some sort of high value resource for free oh yes when they said like the white papers put in your email and address exactly but it's got to be something that they actually want so the

difference is with a lead campaign you'll get low lower cost per lead which is great but is it going to be the right people right is it going to be qualified leads you know depending on what stage they're at if you do a book of call campaign then you know they have a specific need they're trying to solve and they're deeper in in their journey of wanting to basically buy which means your cost per lead for that call is a lot higher which is okay but like all right we're going to sell piece of for

$100,000 even it cost us $10,000 with a call once we back out paying Cynthia and doing everything else they'll still make 40% margins on it they're like whatever great you just have to have way to track it but you have to have a landing page to go to where the only objective is do a single thing that they want for example when you're on Facebook or Instagram or Tik Tok and you click on any AD it has a very specific goal if it's on Tik Tok it's like oh we want you to buy this like

this widget okay or we want you to download this lead Magnet or we want you to book a call so it's always it's a singular goal of that page so whoever's going to have to figure out how to basically build a landing page as well so this way you don't just spend money send people to website you know okay you send Mone because then what you can do if they want to be really strategic is they can add What's called the pixel the piece of code onto that site the landing page and even if they

don't necessarily opt into a lead or they don't book a call you can have backend retargeting ads so now you can show people a different ad now for people that show up there that's a little more advanced right so you have to have someone to do to be able to do it I only know because I had to do my own business that's only I know stuff um okay but you shouldn't be responsible for all like got a lot to figure out you really want someone who knows what they're doing because when you're running like

campaigns you almost have to just picture like we're not gonna get this money back I don't like about specific like a magazine type ad is you can't AB test as easily it being really expensive so for instance you could do the physical mailers and see how all it works and follow up and call people nurture them and if it doesn't go well you can change some the messaging right it's very easy to change if you do a digital Facebook ad Tik Tok ad YouTube ad whatever if it doesn't convert while the data is bad you

can literally just reiterate and create new ads very quickly very easily for much cheaper and a magazine ads like we put it out there we hope it converts yes be like Lighting on fire very quickly that's a Down to it but it can have a good Roi potentially thank you for the I'll have the conversation internally good stuff to think about yeah um I just want to acknowledge that um I've been doing the scripts Discovery calls all that and it's paying off like I'm getting more discovery meetings I'm getting more on-site meetings and yeah so

great I love it all right thank you keep crushing it all right see you thank you bye all right cool okay all right we have one last question Ethan is not here I'm gonna cover this in a second I'm gonna make sure though Andy any questions you have before I OB cover's question yeah I guess I'm obviously I'm all I'm drinking through through the fire hose a little totally that was a lot for today's call for you God you well and it's also I just didn't have a ton of time I got through I think

5% of the first video but I still need to go back and listen to it and I wrote notes down but it just a lot absorb at once but it's all great stuff and I'm excited to jump into more this afternoon and typically on calls this is the format where prior to the call you send in your questions or a video then you'll go through an order when they're sent to you and then after that it's open Q&A is that the typical that's it okay cool and then it seems like it's okay if you hop

off early if you have to go to something else there that's right okay I should know about the format or is that pretty good sum that's pretty much it man they're pretty chill we actually got more than usual usually we get like two three submitted and we have open Q&A right okay so today we actually had five a lot of people sent little bit last minute which is fine but yeah usually it goes in whatever order it goes right so if you think like for if you're trying to plan ahead I recommend is like all

right you can be on the call you specific question you want to ask like I'll submit once you have a question in your mind okay cool just do it as soon as it pops up yeah so for example Matt or the first guy he sent his six days ago I could see thanks that's pretty much yeah majority people submit usually within 24 hours because there a reminder that goes hey tomorrow's a call make sure submit a question but if you do anytime before that then you're gonna be totally good and remind me what section that

is it's and I guess I can probably look back at the video that might be easier but submitting the videos and questions cool good questions I'm P really quick so you can see itth here you go oh man Ethan you're back good okay I'm I'm glad we're going to cover your question in a second Beautiful okay so you go in here so you'll start here M so you see in fast tips for Success so you can submit your call reviews here part of your package right so you can submit it here and then for the

coaching calls you'll see like in the calendar it'll send you an email to remind you and there's there's a little link right here okay perfect on this boom it's the same type of slightly different form but same platform you just SP here okay great answers my question and then I'm sure once I get through more of it and download more of the information that I it all start to put exactly right dude you just joined like yesterday so yeah exactly totally brother totally good sounds good what you get to e awesome Ethan my man what's

up what's happening man sorry I had to jump to a prospect call but glad you are still rocking and rolling here we're we're still rolling brother let me pull up your question really quick this is a great question how you doing you doing good I'm good man I'm good how about you yeah I'm good man I see back toback weeks I like it to back weeks yeah like it builds off of what we covered last week all right okay commercial team yes internal business case yep now they wants to all right cool so the business

case you guys put together was it more like a PowerPoint deck type of thing we seen the past right and it's candidly manage marketing material and all that it's very pretty right very corporate very corporate very corpy we collaborated on it with the HR team we use their data but it you receive the PDF and it's okay we need to I was saying to my chro yeah this is too dressed up we need to ugly this up a little bit but no just to add a little bit more context to this because I asked the

chro is there skepticism on data that we worked on because this is your data and she said not so much that it's more the CFO gets why they should move from what we outlined in the business case it's more so around he knows the the move makes sense but why do we have to move away from the system that we're on today he has an idea of why but basically needs their gripes is more or less what it is so I think internal business case is the term that's used but it's hardly a business case

right it's more the things that are going on with the system today that are really going to slow us down and and those touched on in our and outlined in our collaborative business case but again I think it's more of an exercise to put the HR team through so that he has something that's a little bit more defensible when ultimately I think it's going to require board approval so yeah man that makes a lot of sense he me approval as well as part of the process it sounds like there may be which is annoying that

I say may because we have access to the CFO directly on this one and he says typically with an investment of this size they don't need to go to the board but just given how things have been over the course of the past 12 months he could see that perhaps needing to be a step and so we're going to have confirmation on that in the next week or so okay so he's going look into it got it yeah in the last 12 months for any other Investments or changes has he had to go to the

board fell under the threshold that they normally don't have to well candidly this is the largest investment that they've looked at making over the past 12 months by a pretty substantial portion and I didn't ask that they said oh yeah this is the biggest transaction that we were looking at making the other thing is very important to take into consideration is there is likely a liquidity event of some sort that is coming on the horizon whether an acquisition or a merger and they're not at Liberty to say but they the way they articulate it hey

there's some really exciting news that we can't share with you that's great for the organization that's going to be taking place prior to the end of the year but because of that change that's why we're needing to get crafty on the payment terms as well because they are wanting to delay the payment timing up until next year flow situation yeah yeah got it um and do they see aligning to helping them with whatever event they're doing for the future 100% And I think that's yeah because in terms of HR System and if you're going in

and and bringing in let's just say it's an acquisition and I mean I don't want to make that assumption but if that's something that they're doing that's a nightmare process with this current Sy that they have got and if the CFO has to go to the board to get approval if you find that out if he didn't have to does he feel good about it yes okay yes okay that's if he can come to an agreement on the on the payment yeah terms then yes okay okay good yeah so we and really that being said

that's why this is almost like a an exercise like what are we doing here man I think just add an extra step yeah a DIY work for the HR team almost yeah who who knows you might just want to hear the core reasoning behind it right yeah okay so makes a lot sense basically we have to figure out how to Prov a template frame to Mak to make it very easy right and compell that looks like their companies internal document do they have a a an internal memo template they currently use at all uh I

do not believe so that's something I can dig into good to find out right because I'll show you a template that I use it's not mine it's from Nate nazarella I if you seen that um it's a really good tool to utilize and I'll pull it up right here here you go so this is the onepage business case so this is a temple you want to build with them together yeah okay say cool I got some ideas here here's what we can do you basic after you put together this is n Temple you can throw

it inside their memo for template on top of that so the fonts match up it looks like an internal thing that was made that's the biggest thing there a look internal and let me share really quick actually I'm do I'm G copy this page because you can watch this breakdown we did n a great explain I use my own business now this tool it's it's better than anything else I ever used this you the tool too overall kind of key things is like they have some sort of B compelling title right here right what's the

main headline you know what's the main issue okay what's the problem so this way they can list in there specifically from the ch's perspective the exact problems and what have they tried yeah and they recommend approach and then they can have different key metrics here now I'll show the this is nice I like what he does here so like scenario they don't take any action what's the impact of them whatever key metric is going to be yeah what's the minimum benefit what's the best case yeah I really like this so it's very simple to utilize

right so I another example is same template that I utilized same Concepts yeah I really like this and it's written away it's like very neutral so like you don't want to write a for them you want to pull up like all right let's just like here's this template we can utilize and then you just talk it through with them you might have to have multiple meeting massage it a little more right so this way it get really gets the the points across and all you really doing is you have probably done all the hard work

already in in your Google slide deck you just make it in a more simple bullish and manner it's all you're doing yeah I like this I like the Simplicity of it right because that's our comes off it looks nice right if you're presenting to the board it looks great but something like this set simple I think is really what is going to land here and again it's seems like this is more more of an exercise than to hear from them rather than this is what's going to be used in the event that they do go

up to the board but I think have like the simplified version will be really impactful for them yeah do you have a next step on the calendar already yeah it's not until the 25th because they're going to meet internally when when does the CFO want that by yeah so the CFO wanted that but wants it by mid December but we obviously want to speed that up because from a fiscal year perspective yeah we have January but we want to get this done before the holidays they want to get this done before the holidays especially if

they have an event coming up what whatever event they have whatever that event I'm like actively looking at the news I I've got alerts to them I wait to see like what is this event do they say like when December the kind of looking do or they said December they said prior to the holidays prior to the holidays and once they sign the dot a line like how long does it take to implement the whole solution anywhere from 4 to 6 months there there we're not looking at a go live until late next year like

so you can't we can't leverage as part of year but the commercial I mean because here's the thing like what they're needing from a commercial term perspective is you know pretty big ask so that's what we're using as the lever is hey you've gotta get this done prior to January 15th is what we've yeah man yeah so but this business case this I think this is money because makes it easy for them to and I like we have the meeting um the 25th so we and the plan is to talk through that so I think

that's a perfect template because hey all right I think I'm going to come with hey based off of what you've already shared with me here's maybe some things that I think we can include let's build this out together um is the CFO part of that meeting on 25th no because the thing is it's he's not supposed to know that meeting Happ happening we're going okay we're going to be talking through cuz they said yeah we need to get our our ducks in a row and put together in an internal business case and man I've seen

this show before in terms of just with the pace at which they move there's always something that comes up and and things can get busy and and so it's next it's December 15th and they still haven't gotten their ducks in a row so to speak like no let's let's not if he can get them to push that meeting up sooner yeah I'm gonna ask because I think it's because it's like if they're thinking they're gonna have it ready by even the conversation it might be like Hey listen like I look at the calendar we got

things coming up and we got all these things coming up as well like I think probably makes sense is you know I got this template you can utilize can we move the call up sooner so we start working out now I think this will make it easier for you the case yeah do a lot of heavy heavy lifting for you so you can take literally that version and just translate it based off the do original business case right and then all you're doing is is editing and tweaking literally on that call right yeah I like

that and adding to it right so had I did all the heavy work 80% of work I translated over to this but I need your help now to make it on Ethan let's tweak this together yeah so I think that'll help and I'll probably remove some that pressure off them because what if in this whole time they're thinking that they're trying to get ready for the 25th I think they're really just trying because they got a pretty big HR team for the size of organizations that were were working like 15 people and everyone on the

team really wants this which is good but I think they're Cascade they're going to be meeting with the team to really brainstorm all the things that they compile yeah and to have as much ammunition to justify the case yeah my brother cool man anything else no this is it um super man so I I'm glad you came back home I'm like I guess I'll have to cover this without without him on but awesome always pleasure my man talk super let me know how it goes all right take it easy brother yeah we'll do Che see