1269: 3 Tips to Enable Effective Remote Selling During COVID-19 w/ Russell Wurth

WEBVTT 1 00:00:05.160 --> 00:00:08.390 Welcome back to be tob growth. I'm Logan lyles with sweet fish media. 2 00:00:08.669 --> 00:00:12.750 Today I'm joined by Russell Worth. He is the VP of sales enablement at 3 00:00:12.830 --> 00:00:15.789 Chow Pad. Russell, how's it going today, sir? Look, I'm 4 00:00:15.789 --> 00:00:19.629 having a great day and always excellent to meet a fellow broncos fan here in 5 00:00:20.109 --> 00:00:24.980 the high country. Yes, absolutely, broncos country is alive and well. 6 00:00:25.019 --> 00:00:29.780 We are better together at home today, but looking forward to if and when 7 00:00:29.820 --> 00:00:33.740 we're going to start football again. But today the topic of the conversation is 8 00:00:33.859 --> 00:00:37.090 not football, as much as you and I could talk bronchos. For the 9 00:00:37.170 --> 00:00:41.009 next twenty minutes or so we're going to be talking more about the changes for 10 00:00:41.329 --> 00:00:45.570 sales teams in remote selling based on the covid nineteen pandemic right now, and 11 00:00:45.810 --> 00:00:50.159 what both sales and marketing teams can do to work together to enable their teams 12 00:00:50.600 --> 00:00:54.600 to a better degree given the current circumstances. Before we dive straight into that, 13 00:00:54.679 --> 00:00:57.520 Russell, give us a little bit of background on yourself and what you 14 00:00:57.640 --> 00:01:00.280 and the show pad team are up to these days. Yeah, sure, 15 00:01:00.439 --> 00:01:03.920 so. Thanks again. Looking for the time and really have really excited to 16 00:01:03.960 --> 00:01:07.590 be here and my background I've been in marketing and sales nail and for about 17 00:01:07.629 --> 00:01:11.989 ten years. Before that's spent about fifteen years doing a lot of back in 18 00:01:11.069 --> 00:01:15.150 soccer relevant systems integration. So I've seen the engineering side of the House. 19 00:01:15.189 --> 00:01:19.219 Thinking sales marking is easy until I had to do it, so realizing how 20 00:01:19.299 --> 00:01:23.219 challenging it is and started about sales nailed because realizing there's always that last all 21 00:01:23.260 --> 00:01:26.980 of messaging communication need to be solved for with marketing and that's for sales comes 22 00:01:27.060 --> 00:01:32.930 in and I'm really excited to be involved with sales now because it's so close 23 00:01:32.969 --> 00:01:36.250 to the action of solving customer problems. And you know, with show UPAD 24 00:01:36.409 --> 00:01:40.170 I've been a customer for about seven years and they finally recruited me to join 25 00:01:41.129 --> 00:01:45.569 the company to do a couple things. You'll solve and address enablements that we 26 00:01:45.650 --> 00:01:49.840 have internally, but also externally, sharing best practice and examples of good it's 27 00:01:49.879 --> 00:01:53.560 all the marketing and nailing practitioners that are out there and working with a lot 28 00:01:53.599 --> 00:01:56.280 of sales leaders. So for show up have you know it's a complete sales 29 00:01:56.319 --> 00:02:00.159 mail the platform and we aligned sales marketing to drive right mow faster for sales 30 00:02:00.239 --> 00:02:05.790 delivering onboarding, training and coaching solutions and again, really excited to be part 31 00:02:05.790 --> 00:02:09.349 of the community, the company and this podcast. Absolutely, Russell, I 32 00:02:09.469 --> 00:02:15.780 love hearing those stories of you know, customer turned employee because, man, 33 00:02:15.900 --> 00:02:21.620 you just have such a leg up in being empathetic to the customers that you 34 00:02:22.139 --> 00:02:25.020 that you serve, knowing that you've been on the other side, having empathy 35 00:02:25.180 --> 00:02:30.530 for the people that you're serving internally because you've been a customer. That just 36 00:02:30.129 --> 00:02:34.210 always, I think, is a recipe for success. So we're going to 37 00:02:34.250 --> 00:02:38.449 kick off the conversation today talking a little bit about how leaders can support their 38 00:02:38.490 --> 00:02:40.969 sales teams based on the current environment. Can you talk a little bit about, 39 00:02:42.210 --> 00:02:45.560 you know, some of the challenges you see right now, as well 40 00:02:45.599 --> 00:02:49.599 as some of the tactical advice that that you're giving to, you know, 41 00:02:49.759 --> 00:02:53.759 your internal sales team as well as some of the sales teams you guys are 42 00:02:53.800 --> 00:02:57.759 yea, with all this talk ad digital transformation, we've seen over the past 43 00:02:58.000 --> 00:03:00.990 two years, I'd say you know this, this has been pretty interesting how 44 00:03:00.990 --> 00:03:05.389 fast everybody's just had to digitally transform, you know, going from working in 45 00:03:05.430 --> 00:03:07.270 an office, even casually, or even sales people, which I'll talk about 46 00:03:07.310 --> 00:03:10.629 a bit that traditionally could only meet with customers on site and B to be 47 00:03:10.949 --> 00:03:15.539 now the sudden everybody's stuck behind the computer, behind the laptop, almost all 48 00:03:15.539 --> 00:03:17.699 day long, and asking those be tob sellers to go fully digital, it 49 00:03:17.939 --> 00:03:21.740 really is challenging. It's not that they can't use the tools, it's just 50 00:03:21.860 --> 00:03:23.460 think about a day in the life. You know, people like you and 51 00:03:23.500 --> 00:03:27.210 I loving might be used to sitting in front of our laptops all day long 52 00:03:27.330 --> 00:03:30.409 with a writing content or doing podcast but for sales people, they give and 53 00:03:30.530 --> 00:03:35.849 get energy when their face to face with people. And even though technologies like 54 00:03:35.930 --> 00:03:39.050 web conferencing can make that easier, we're still asking them to be, you 55 00:03:39.090 --> 00:03:42.680 know, in front of their laptop most of the day instead of traveling to 56 00:03:42.759 --> 00:03:45.879 sites where they could mentally prepare for a meeting or after the site they could 57 00:03:45.919 --> 00:03:49.560 mentally kind of wrap things up in their mind over their notes or even go 58 00:03:49.599 --> 00:03:53.240 out to dinner and do some additional selling and negotiating over dinner and building that 59 00:03:53.360 --> 00:03:55.750 personal or so this challenge. You know, I'm hearing about it. You 60 00:03:55.789 --> 00:03:59.270 know we're seeing it internally with our own company. Show up had in our 61 00:03:59.270 --> 00:04:01.909 B tob sales but all the sale all the companies I'm talking to in salesers 62 00:04:01.949 --> 00:04:05.110 and talking to that's the biggest challenge, you know, is we've just completely 63 00:04:05.189 --> 00:04:10.819 changed be tob saling selling overnight. Yeah, absolutely, I know that. 64 00:04:10.979 --> 00:04:15.259 I went through an adjustment period. I actually love it because I'm one of 65 00:04:15.300 --> 00:04:19.579 those introverted sales people. I love the the small environments. I've never been 66 00:04:19.740 --> 00:04:24.529 one too. I just love going to conferences and work in the stinking room 67 00:04:24.649 --> 00:04:28.850 and just that's just not me. But the the one to one or you 68 00:04:28.930 --> 00:04:30.529 know, I'm presenting to a small group of five or six, I just 69 00:04:30.649 --> 00:04:35.050 I love that. And so when I went from ten years of local regional 70 00:04:35.209 --> 00:04:41.199 sales of copiers and office equipment, all hand to hand in person, one 71 00:04:41.319 --> 00:04:45.199 to one, and came over to sweet fish and and head up sales now 72 00:04:45.360 --> 00:04:48.240 for the last two years here at sweet fish where everything is is done remotely, 73 00:04:48.600 --> 00:04:51.199 there was an adjustment period. I think I had a little bit less 74 00:04:51.199 --> 00:04:55.829 of that just based on, you know, my personality and those sorts of 75 00:04:55.870 --> 00:04:59.149 things. But we've had other sales people here on the sweet fish team in 76 00:04:59.189 --> 00:05:01.189 the past that you know it was more of an adjustment for them. They 77 00:05:01.230 --> 00:05:03.990 were like, oh great, this is my first time fully remote. But 78 00:05:04.430 --> 00:05:08.980 hang on a second. We don't have kind of that, you know, 79 00:05:09.100 --> 00:05:13.300 that bullpen environment that I normally feed off of. You mentioned kind of missing 80 00:05:13.500 --> 00:05:15.980 the handshaking in the facetoface with customers, but there's also, you know, 81 00:05:16.100 --> 00:05:20.569 challenges in not having, you know, that bullpen environment either for motivation or 82 00:05:20.649 --> 00:05:24.970 cross pollination of ideas, those sorts of things. So what are some of 83 00:05:25.009 --> 00:05:27.889 the things? I know you had two or three specific tactics you wanted to 84 00:05:27.930 --> 00:05:32.449 share Russell for sales leaders to help address some of these challenges for sellers today. 85 00:05:32.490 --> 00:05:34.839 Yeah, and let's talk about the one you brought up is, and 86 00:05:34.839 --> 00:05:38.519 I think that's a virtual bullpen. So, whether you're a sales team that 87 00:05:38.680 --> 00:05:41.800 has had the literalle pain, you know, where you're working in an office 88 00:05:41.839 --> 00:05:45.959 environment or a more virtual bullpen, that's important. You know, one thing 89 00:05:46.079 --> 00:05:48.519 established here and I've encouraged other sales theaters to establish, is just a daily 90 00:05:48.639 --> 00:05:54.149 cadence find that time for what we call stand up call. This comes from 91 00:05:54.149 --> 00:05:58.310 agile development and quite literally, as best to have people stand up because if 92 00:05:58.350 --> 00:06:00.910 you're sitting down, you kind of get comfortably, can kind of get distracted, 93 00:06:00.949 --> 00:06:03.540 but if you're standing up and on video, your focus is on you 94 00:06:03.620 --> 00:06:06.259 know, you're not going to get distracted, you're going to be on point, 95 00:06:06.300 --> 00:06:11.339 on your game and the sessions again have something lively to open the session 96 00:06:11.379 --> 00:06:14.540 up, you know, every time. So that way it's you know what, 97 00:06:14.740 --> 00:06:18.129 what's something a favorite books of Parti's reading or something they enjoy watching on 98 00:06:18.250 --> 00:06:21.810 streaming or some new insight they found. You know, maybe keep it a 99 00:06:21.889 --> 00:06:27.089 little topical with with what's going on in current environment, but not so piffling 100 00:06:27.170 --> 00:06:30.050 political, but certainly lights. So that way you get that engagement going. 101 00:06:30.529 --> 00:06:32.839 Save the big topics for last in these agendas so that we kind of get 102 00:06:32.839 --> 00:06:38.360 everybody's attention, so everybody's waiting on complants or quotas. Save at for last. 103 00:06:38.439 --> 00:06:40.920 You know, try to take care of some of the early things that 104 00:06:41.000 --> 00:06:44.360 get people's attention, but the most important thing is just make the make sure 105 00:06:44.399 --> 00:06:46.949 those video cameras were on. There's there's nothing, you know, unexpected that 106 00:06:46.949 --> 00:06:49.230 people are going to have, you know, with with these virtual bullpens, 107 00:06:49.310 --> 00:06:53.310 virtual stand up. So that's one of the things. I think that's helpful. 108 00:06:53.670 --> 00:06:56.230 So now we're asking sales rips to spend a lot of time in front 109 00:06:56.230 --> 00:06:59.310 of their laptop and they're just not used to operating like that. So when 110 00:06:59.310 --> 00:07:01.300 I've done is encouraged than to go back to their mode of operating that they've 111 00:07:01.339 --> 00:07:04.300 done the past, which is getting on their smartphone, getting on their tablets 112 00:07:04.620 --> 00:07:09.500 and consuming content that way, whether it's listening to an internal podcast for nextal 113 00:07:09.579 --> 00:07:13.060 podcast, some training that we might have, a reading content go out on 114 00:07:13.100 --> 00:07:15.930 the back patio'll go on the couch. You know, try to get away 115 00:07:15.930 --> 00:07:18.009 from the laptop so you can get a better learning environments of things you need 116 00:07:18.050 --> 00:07:24.410 to know, market conditions, competitive intelligence, value proposition or even some videos 117 00:07:24.529 --> 00:07:29.610 of best practices of how the best sales reps position to objection hailing or discovery. 118 00:07:29.850 --> 00:07:31.519 So getting away from that laptop of Ule, encouraging a lot of reps 119 00:07:31.560 --> 00:07:34.279 there in order to do that, just to change it up a bit. 120 00:07:34.839 --> 00:07:39.439 Yeah, I really like that. Sometimes. It was probably like six months 121 00:07:39.639 --> 00:07:43.959 in joining this sweet fish team where I realized, Hey, I'm not really 122 00:07:44.000 --> 00:07:46.790 kind of taking advantage of working from home, and what I meant by that 123 00:07:47.029 --> 00:07:49.389 is, you know, I'd go upstairs, I'd come into my office where 124 00:07:49.389 --> 00:07:54.310 I record our podcast from and I have my sales calls from, and I 125 00:07:54.389 --> 00:07:58.269 would be sitting from from pretty much eight hundred twenty five. You know, 126 00:07:58.350 --> 00:08:01.899 sometimes eating lunch up in my office, which is another thing, like take 127 00:08:01.899 --> 00:08:05.420 a break you're working from home, especially if your family's here. Take advantage 128 00:08:05.459 --> 00:08:09.939 of that added family time. But then realizing like hey, I could take 129 00:08:09.019 --> 00:08:13.689 that call with my team, you know, walking right now. If you're 130 00:08:13.689 --> 00:08:15.970 going to do that, take a call or listen to a podcast, walk 131 00:08:15.970 --> 00:08:20.329 can make sure it's properly socially distance. But nonetheless, most of us still 132 00:08:20.410 --> 00:08:22.970 have an environment where we can go out and, you know, walk the 133 00:08:22.050 --> 00:08:26.199 dog or just change scene, or going to the pack patio. I had 134 00:08:26.279 --> 00:08:30.720 a time recently where I moved to the back patio, was doing some emails 135 00:08:30.920 --> 00:08:33.519 and I was like Hey, I'm going to send a few bombomb videos to 136 00:08:33.679 --> 00:08:35.840 connect with some of my customers and I spoke to it. I was like 137 00:08:35.919 --> 00:08:39.799 hey, sorry for the onlocation feel, but I needed to move from the 138 00:08:39.840 --> 00:08:43.710 office. I think we are going to get much more comfortable kind of seeing 139 00:08:43.789 --> 00:08:48.470 different environments, different working styles, different work attire than we're used to seeing, 140 00:08:48.830 --> 00:08:52.269 and I think, as opposed to letting that hinder us, we can 141 00:08:52.350 --> 00:08:54.429 lean in there and we can make more human connections with our buyers. So 142 00:08:54.710 --> 00:08:58.500 a little bit off topic there. You've talked a little bit about stand up 143 00:08:58.539 --> 00:09:01.820 calls, getting time away from the office with some of the other advice that 144 00:09:01.860 --> 00:09:05.100 you're giving their rustle. You know, the other thing back to recording videos 145 00:09:05.139 --> 00:09:09.340 on the back patio, it's prioritizing sales coaching. I've encouraged our sales managers 146 00:09:09.379 --> 00:09:11.850 to record themselves and not think of heavy production, because this isn't going on 147 00:09:13.450 --> 00:09:16.330 youtube and it doesn't need to be heavily polished. If inspiration strikes you, 148 00:09:16.529 --> 00:09:20.450 if you've got some insight you want to share with your reps, take out 149 00:09:20.450 --> 00:09:22.330 your smart phone, record it right there and share that with your reps. 150 00:09:22.409 --> 00:09:26.559 and being able to do that, I think, is very powerful because it's 151 00:09:26.559 --> 00:09:28.799 natural, you're in the moments, you're relaxed and you can do that. 152 00:09:28.919 --> 00:09:33.080 Just like you were sharing how you record some of those videos from prospecting so 153 00:09:33.200 --> 00:09:37.720 that sales coaching. Again, inspiration can strike wherever and as we're getting more 154 00:09:37.759 --> 00:09:41.110 and more digital, sales managers can start seeing, you know, some recordings 155 00:09:41.149 --> 00:09:43.830 of sales calls so they can provide that live feedback and were less about the 156 00:09:43.870 --> 00:09:48.669 production and more about that real time feedback, doing it in a comfortable setting 157 00:09:48.710 --> 00:09:52.539 and less proper absolutely, especially if you have millennial sellers on your team. 158 00:09:54.379 --> 00:09:58.700 One thing I've heard from kind of generational experts, if you will, is 159 00:09:58.820 --> 00:10:03.220 that, you know, millennials engine z just crave that immediate feedback. If 160 00:10:03.259 --> 00:10:07.730 you're doing an annual review or quarterly review, then you might as well call 161 00:10:07.769 --> 00:10:11.450 it an exit interview. I've heard even some people go so far to say, 162 00:10:11.730 --> 00:10:15.889 you know, we we use course DOT AI for sales call recording here 163 00:10:16.090 --> 00:10:20.330 and it's just been a game changer and I would just recommend to sales leaders, 164 00:10:20.330 --> 00:10:22.720 as you talk about. You know, if you're using a tool like 165 00:10:22.799 --> 00:10:26.919 that that's great for recording and capturing those sales calls, what about capturing that 166 00:10:26.960 --> 00:10:31.799 feedback and giving it to them quickly? Two tools I use all the time 167 00:10:31.919 --> 00:10:33.720 or bombomb, as I mentioned, for sending videos, and not just two 168 00:10:33.720 --> 00:10:37.710 prospects but to our internal team, either to group communication or one one. 169 00:10:39.070 --> 00:10:43.269 And another one is loom. I think it's used loomcom will link to both 170 00:10:43.309 --> 00:10:46.389 bombmb and loom in the in the show notes here. No sponsor links or 171 00:10:46.389 --> 00:10:50.500 anything like that, just tools. I use loom. You can record a 172 00:10:50.580 --> 00:10:54.899 quick screen capture, add some voice over, some human element, because I 173 00:10:54.980 --> 00:10:58.019 imagine there are some sales managers like maybe pulling back from some of that critical 174 00:10:58.100 --> 00:11:01.940 feedback they need to give to their reps because they're not sure how it's going 175 00:11:01.940 --> 00:11:05.250 to be taken. When you record video might not be perfect, might not 176 00:11:05.370 --> 00:11:09.049 be great production value, but you can communicate like you more like you would 177 00:11:09.409 --> 00:11:11.690 one to one. So let's talk a little bit more about sales and marketing 178 00:11:11.929 --> 00:11:16.769 teams working together right now. Russell, you know, your VP of sales 179 00:11:16.769 --> 00:11:20.399 enablement. What you guys do at show pads all about sales enablement. You 180 00:11:20.559 --> 00:11:22.919 live and breathe that connection between sales and marketing. What are some of the 181 00:11:24.039 --> 00:11:30.919 unique challenges and opportunities here when it comes to marketing supporting sales and just deal 182 00:11:31.039 --> 00:11:33.509 for all alignment there? Yeah, I think this is we can where the 183 00:11:33.549 --> 00:11:39.230 pivots really fast. To digital has presented opportunity for marketing. You know, 184 00:11:39.429 --> 00:11:41.830 no longer can we do events in marketing, which were typically a big driver 185 00:11:41.950 --> 00:11:45.710 for be to be, you know, especially getting in person, building a 186 00:11:45.750 --> 00:11:48.419 relationship, as you mentioned, you know, getting to the conference floor and 187 00:11:48.820 --> 00:11:52.539 having some of that energy and excitement. So one thing I've done successfully working 188 00:11:52.580 --> 00:11:54.419 with some of the marketing teams. Is just a rethink how we want to 189 00:11:54.620 --> 00:12:00.139 package and position content for sales. It's less about heavy on production, it's 190 00:12:00.179 --> 00:12:03.409 more about time to market. So let's not aim for the perfect, perfect 191 00:12:03.409 --> 00:12:05.889 video. Let's just get some good enough things, both for our sales team 192 00:12:07.009 --> 00:12:09.929 and our customers, and I think we're seeing a lot of success that just 193 00:12:09.049 --> 00:12:13.529 that rapid production and rapid deployment that we can do that again. This isn't 194 00:12:13.570 --> 00:12:16.480 going on a website for all prosterity. It's one of those things we're just 195 00:12:16.519 --> 00:12:18.600 putting in the hands of the sales team to share with some of their prospects 196 00:12:18.600 --> 00:12:22.639 because, frankly, I've encouraged marketing people. Look, if you're not feeding 197 00:12:22.840 --> 00:12:24.600 sales these things, they will do it themselves. I mean Logan, you 198 00:12:24.639 --> 00:12:28.240 mentioned a couple tools you use. It wouldn't surprise you to hear the average 199 00:12:28.240 --> 00:12:33.909 direct uses sixty three different stass applications across P to the organizations. Yeah, 200 00:12:33.909 --> 00:12:37.870 it's tremendous and they can find these things easily. They can quite often buy 201 00:12:37.909 --> 00:12:41.470 them with their credit cards, to you comment on an expense reports. So 202 00:12:41.950 --> 00:12:45.299 more and more marketing needs to be aware of what sales is doing and how 203 00:12:45.379 --> 00:12:46.379 to best support that. And that's one of the things I've seen. Is 204 00:12:46.620 --> 00:12:50.500 is is to say, look, here's what sales is trying to accomplish and 205 00:12:50.580 --> 00:12:52.820 what they're doing today. Let's work together to better enable them, to get 206 00:12:52.860 --> 00:12:58.100 them not the perfect pitch check, but just a slide library picture that content 207 00:12:58.220 --> 00:13:01.490 is easily accessful. Let's not overwhelm them with contents, you know, in 208 00:13:01.529 --> 00:13:03.730 their cloud storage or in their email. Let's structure in a way. This 209 00:13:03.889 --> 00:13:09.409 is pure were addressing and here's unique ways to reach those prospects through video, 210 00:13:09.610 --> 00:13:13.559 through infographics, and then get to our data sheets and power points in the 211 00:13:13.639 --> 00:13:16.399 like. Yeah, absolutely. I mean we're just such big believers in in 212 00:13:16.840 --> 00:13:20.080 that methodology. Here at sweetfish. We help, you know, customers with 213 00:13:20.240 --> 00:13:24.240 their podcasts and we have questions about well, when should the ADS Bot go 214 00:13:24.480 --> 00:13:28.710 and and it's got to be this perfectly polished, this American life sort of 215 00:13:28.789 --> 00:13:33.830 thing, and we've just seen we've never had kind of that journalistic, this 216 00:13:33.990 --> 00:13:37.669 American life type of production here on this show. And yet, because we 217 00:13:37.789 --> 00:13:41.539 focused on the quality of the content, getting it out quickly and consistently to 218 00:13:41.659 --> 00:13:45.220 our audience, just like you're talking about marketing, in sale, in sales 219 00:13:45.220 --> 00:13:48.700 enablement, getting that content into the hands of your sales people, as long 220 00:13:48.700 --> 00:13:52.139 as it's good and easily consumed and you know it's not so rough that, 221 00:13:52.299 --> 00:13:56.169 hey, it's a video that makes me nauseous looking at her something like that. 222 00:13:56.250 --> 00:14:00.929 That that speed, that biased towards action, you're going to get a 223 00:14:01.169 --> 00:14:03.690 lot more done. So I think that holds true for your general content marketing 224 00:14:03.730 --> 00:14:07.450 efforts and I think it holds true for a sales enablemen as well. So 225 00:14:07.210 --> 00:14:11.679 just totally agree. They're Russell. As we wind things down today, Russell, 226 00:14:11.720 --> 00:14:15.080 can you speak a little bit to some of the changing dynamics you guys 227 00:14:15.120 --> 00:14:20.440 see moving forward for sales and marketing teams as we come out the other side? 228 00:14:20.600 --> 00:14:22.799 You know whatever that looks like. I know that we're all guessing what 229 00:14:22.919 --> 00:14:26.789 that's going to look like. All we know is that it's going to be 230 00:14:26.950 --> 00:14:28.789 different, right. Yeah, it's definitely going to be different. I think 231 00:14:28.870 --> 00:14:33.230 this is a great experiment we've had over the past two months with digital transformation, 232 00:14:33.350 --> 00:14:35.230 digital selling, and more and more buyers are starting to pick up on 233 00:14:35.350 --> 00:14:39.620 this. They've never had more access as a buyer to information out there, 234 00:14:39.940 --> 00:14:43.580 but more often than not they'll go to websites, and we hear this as 235 00:14:43.620 --> 00:14:46.220 sellers all the time. Is that I went through website. I still Wi't 236 00:14:46.220 --> 00:14:48.500 understand what you do. I don't quite understand it. And that's that's the 237 00:14:48.659 --> 00:14:54.649 nonstop challenge from market because they've got to create a message and content that's fairly 238 00:14:54.769 --> 00:14:58.090 generic. It's for a very, very broad audience. It's sales job to 239 00:14:58.169 --> 00:15:01.330 take that content and craft the message to the buyer, to their unique situation, 240 00:15:01.570 --> 00:15:05.370 the person they're talking to, their role, their challenges, some of 241 00:15:05.409 --> 00:15:09.320 the pain they have. And so what I think we're going to see is 242 00:15:09.679 --> 00:15:13.240 more and more digital tool adoption and, as you mentioned, a younger sales 243 00:15:13.279 --> 00:15:16.240 force that's coming on that has grown up with smartphones, they've grown up with 244 00:15:16.279 --> 00:15:20.559 tablets. They're kind of leading the way and they're actually helping showcase examples of 245 00:15:20.679 --> 00:15:22.350 good that we can tell others about. You know, we actually have a 246 00:15:22.470 --> 00:15:24.990 lot of sellers that are picking this up and saying wow, I didn't know 247 00:15:26.029 --> 00:15:28.710 you could do that, whether it's in slack or with your tablet, or 248 00:15:28.750 --> 00:15:33.110 even very simple things about how to set up various email to tips and tricks 249 00:15:33.629 --> 00:15:35.700 on your smartphone. So more and more of this digital transformation. I think 250 00:15:35.700 --> 00:15:39.860 there's a great thing. It's a forcing function and it is going to create 251 00:15:39.899 --> 00:15:43.100 that merge, I think with marketing end sales that marketing doesn't need to have 252 00:15:43.340 --> 00:15:46.059 and try to create a sixmonth editorial calendar, which is that traditional way that 253 00:15:46.139 --> 00:15:50.289 marketings rolled out every six month. A orial calendar that was created in January 254 00:15:50.409 --> 00:15:54.129 is out the window. Now we're all operating off of a different plateliod. 255 00:15:54.169 --> 00:15:58.730 I think we're we're learning agile marketing and agile sales as a force and function 256 00:15:58.769 --> 00:16:00.009 and I don't think we're going to give it up anytime so, which is 257 00:16:00.049 --> 00:16:03.169 a good thing. It's going to force us to rethink. Heavy production, 258 00:16:03.799 --> 00:16:07.759 heavy on the details, but now we can this. We have to focus 259 00:16:07.879 --> 00:16:11.840 on the specifics quick points that are value add and provable. Yeah, absolutely. 260 00:16:11.879 --> 00:16:15.799 I mean, James are founder and CEO. We're just talking on a 261 00:16:15.840 --> 00:16:21.470 QA call we did with some other folks. Got Ingram recently did a sales 262 00:16:21.509 --> 00:16:26.110 success stars on linkedin round up a bunch of great tips and one of the 263 00:16:26.190 --> 00:16:30.350 things that came out of that that James and Kyle Kyle Coleman both mentioned is 264 00:16:30.429 --> 00:16:33.700 seeing a lot of engagement on Linkedin with these slide deck posts where you have 265 00:16:33.860 --> 00:16:38.779 maybe six to eight slides, because people are looking for that sort of quick 266 00:16:40.259 --> 00:16:44.179 consumption of, you know, the the tactual information that they're looking for. 267 00:16:44.419 --> 00:16:48.409 So again, I'm full of tangents today, but a lot of what you're 268 00:16:48.409 --> 00:16:52.370 saying is just being true with the conversations I'm having online, offline, internally 269 00:16:52.450 --> 00:16:56.730 with our team. Will definitely if you, if you like this episode, 270 00:16:56.730 --> 00:17:00.649 will link to a recent episode James and I did on how you can use 271 00:17:00.690 --> 00:17:04.200 zoom to create an open office environment. We didn't necessarily talk about that in 272 00:17:04.240 --> 00:17:08.240 the context of like the sales bullpen, but might be something interesting to add 273 00:17:08.240 --> 00:17:11.799 on to what Russell was saying here. Well, Rustle, this has been 274 00:17:11.839 --> 00:17:15.710 a fantastic conversation. I could talk sales, marketing, sales enablement and, 275 00:17:15.829 --> 00:17:18.230 of course, football with you all day long, but for the sake of 276 00:17:18.349 --> 00:17:21.710 time we're going to wrap it here. If anybody else listening to this has 277 00:17:21.750 --> 00:17:23.829 become a fast fan of yours like myself, what's the best way for them 278 00:17:23.869 --> 00:17:27.190 to reach out or stay connected with you in the show pad team? Yeah, 279 00:17:27.230 --> 00:17:30.740 you can find show pad of show padcom and I'm on Linkedin. You 280 00:17:30.740 --> 00:17:32.980 could probably find me on twitter but I'm not for active there, but I'm 281 00:17:32.980 --> 00:17:36.819 very active on Linkedin, especially in that community. So we're really happen to 282 00:17:36.859 --> 00:17:38.779 be on board here well, and thank you for having me and go broncos 283 00:17:40.099 --> 00:17:41.859 Russell, thank you so much for being on the show. Thanks, logod. 284 00:17:44.809 --> 00:17:48.970 I hate it when podcasts incessantly ask their listeners for reviews, but I 285 00:17:48.049 --> 00:17:52.730 get why they do it, because reviews are enormously helpful when you're trying to 286 00:17:52.730 --> 00:17:56.049 grow a podcast audience. So here's what we decided to do. If you 287 00:17:56.170 --> 00:17:59.559 leave a review for be to be growth and apple podcasts and email me a 288 00:17:59.640 --> 00:18:03.880 screenshot of the review to James at Sweet Fish Mediacom, I'll send you a 289 00:18:03.039 --> 00:18:07.039 signed copy of my new book, content based networking, how to instantly connect 290 00:18:07.039 --> 00:18:11.039 with anyone you want to know. We get a review, you get a 291 00:18:11.079 --> 00:18:11.559 free book. We both win.