Intention + Attention // Clubhouse

January 12, 2021

2020 walks out, and in walks clubhouse. What impact is it having so far?

Last year was our time to dive deeper into the tools we could utilize to maximize our impact. In a time where we could no longer be in offices and carrying out business as normal, we all had to create and recreate our own “normal” in our homes. But then it became hard to balance the work/life distinction and for many, I’m sure you felt the pressure of needing to figure out which places you could commit your time and for how long.

Looking back on all of the things I committed my time to this year professionally between LinkedIn, my Patreon group, Thursday Night Sales, The Surf & Sales podcast, writing two books … my time spent on all of these things outside of my core business was immense, but also paid off handsomely. Without having to pivot and develop new channels during COVID a majority of those opportunities probably wouldn’t have happened.

So, where does a new app fit in and how is it already impacting the professional landscape?

The NYTimes originally wrote a post in December of 2020 about the creation story of Clubhouse and how it began as a Silicon Valley app that grew in popularity in the tech and venture capital world but quickly, due to it’s live-stream-like qualities, broadened into chat rooms full of speed daters, theatre auditions, talk shows … and who knows how it will continue to progress.

Now more than ever, the key ingredient to success in my opinion is: be intentional with your time. My official position on Clubhouse after a few days:

If you’re using any of these tools for prospecting or networking, choose which one is serving you the most and be intentional in how you use it. It’s extremely easy to lose track of time on Clubhouse because it no longer requires the demand like Zoom does of you being presentable and right in front of everyone’s face. If you struggle with productivity and balancing personal downtime: good luck here.

You quite literally never know what’s going to be in a room — even if it has a specific title, it’s hard to keep the topics in check, even for the moderators. It can be easy for attention to shift away and lose track of time, so go in with a game plan. Don’t be afraid to push the conversation and contribute to create what you want to get out of these opportunities.

It’s a great place to go listen to folks who have no experience and limited success or brand on LinkedIn convince you they’re experts because they got in early and therefore feel like positioning themselves as experts on all things sales and business.

Example: I listened to someone with no more than ten engagements per post on LinkedIn for several months, teaching people how to increase their engagement…on LinkedIn. WTF!

Advice: BE VERY CAREFUL who you go and listen to if it has ANYTHING to do with your career, money, and so forth. Do some research on who is dispensing advice on Clubhouse before you listen to it on Clubhouse.

As professionals step into this new space, the possible use cases are endless (especially if you do have an existing network that migrates over.) Soon people will figure out a monetization strategy such as creating organized groups that charge to be involved in the rooms they’ve created.  Perhaps the hardest part: Sifting through the noise.

The hardest part of getting in and getting our hands dirty in the app is finding the right groups and networks. Success is going to come once you’re intentional with who you’re following, building groups with, what chats you’re joining and figuring out what your purpose is in being there.

How are you looking at using Clubhouse in your sales stack, if at all? How do you see it serving you in business? Where does it fit into your daily routine; is it a hindrance or is it a positive addition?

If you’re looking for other ways to stay off of Clubhouse this week:

Tequila Tuesday — “How to Scale Yourself”
Click here to register

Thursday Night Sales is back this week:
Click here to register

The Surf + Sales podcast dropped three new episodes on Monday for season two! If you haven’t checked them out you can find them here.

Guest blog post for Hoopla on “How to Build a Sales Pipeline.”

BELAY’s The One Next Step wherever you get your podcasts! https://lnkd.in/d6bFBf7

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Embrace Video : Embrace Your Face

January 05, 2021

HOW DO YOU STAND OUT? 

Let’s be honest: if you’re still spraying and praying your cold emails and cold calls to prospects: you’re probably not.

With a new year comes new opportunities to prospect and engage your pipeline. One of those new windows of opportunity to start getting comfortable with:

Video prospecting.

We relied heavily on video in 2020; from family FaceTimes to sales organizations pivoting from office spaces to Zoom meetings across the world. Adding video is now a must-have, not a nice-to-have in your sales stack if you want to break through the noise and insert genuine personalization and humanity into your sales approach.

Not only does it pave a road of opportunity to bring personality and creativity to cold outreach, but it helps warm up the conversation, which can be the hardest part in the process for salespeople. Imagine being on the receiving end of countless, robotic emails a day telling you why you need a product you have been given little to no information on and have yet to be fed any value to want to carve time for. Video prospecting mitigates the biggest flaws in the sales processes and makes you, the recipient, the center of attention. If anything, we’ll start seeing shifts into creative video prospecting through other social channels like TikTok or Instagram, but that’s enough for another conversation. In 2021, perhaps the greatest gift we can give someone is our full, undivided attention.

Still not convinced? Even C-suites are recognizing the impact video is making on them. A friend of mine told me about her cold outreach strategy to Roque Versace, Chief Revenue Officer of Troops.ai, who gave a fair testimonial to the impact of video prospecting. After making a majority of the sales pitch through LinkedIn messaging with voice notes and video, she asked for feedback and was told:

“The voice message is a sub-optimal step, go straight to video. It’s good and I’ve heard it’s getting good responses.”

Bam. People are talking about the impact video is having and if it’s garnering attention: it’s time to take action.

The one downfall of video: you can’t fake it. Your tonality, inflection, passion … it’s all going to come across on your face. If your confidence and knowledge of the prospect isn’t there, it will show. It’s going to take more time to put together a video than it will be tossing together and editing a previous email template. If you’re putting together a list of high-quality, high-touch prospects, doing your research on them and truly personalizing your messaging (while coming across as sincere) is the way to be impactful.

So be bold. Be intentional. Be different. Stand out!

Embracing video will take you further in your pipeline than outdated techniques and bulk templates will. And please, for the love of all things good and holy in this world, show us your blooper reels. Humility goes a long way in the process. Optimize reality over email subject lines.

Who is the first prospect that comes to mind that you’ve been wanting to get on the hook and feel isn’t taking the bait? Go after them with video. A solid tip is to start with doing some behind-the-scenes work on their LinkedIn profile to see the kind of recent activity and posts that they have put out. This will help make an even warmer intro and segue the conversation and create some immediate common ground. Even if video doesn’t immediately make an impact with the original contact, it can create a more seamless transition into garnering a referral.

In case you need more reasons to dip your toes in, here are my “Top 5 Reasons You Need Video in 2021.” 

5. Not doing video is “sooo 2020,” and 2020 sucked. Embrace digital — and Embrace your face. It’s not going anywhere.

4. Your prospects and clients are tired of boring text-related communications. According to RevenueGrid, prospects are receiving upwards of 88 emails per day on average from sales teams. It’s time to stand out and get comfortable pitching on-screen.

3. It’s not just for prospecting anymore. Video accelerates the pipeline and helps define which opportunities are real versus “hopium” opportunities.

2. You can send one to friends and family when you don’t feel like actually talking to them!

1 . It’s ALWAYS free with no credit card required. Vidyard is the online video tool built for success. Learn more.

Need creative inspiration? Learn more and read an article about how an SDR from Dynamic Signal used Vidyard to prospect his Buffalo Wild Wings account and book a meeting.

Looking for more? Some important events for this week that you don’t want to miss out on:

Tuesday, January 5th: Surf + Sales Bonfire Session with Corporate Bro

Register here: https://theharrisconsultinggroup.com/corporate-bro-takeover

Thursday, January 7th: Thursday Nights Sales is back with the first episode of 2021!

Register here: https://thursdaynightsales.com

Go check out how Richard Harris and I rounded out 2020 with our 200th episode of the Surf + Sales podcast! You can find them on all streaming platforms.

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From Rep to Manager

December 29, 2020

It’s THE FINAL COUNTDOWN… I know you can’t read that without singing the song…you’re welcome.

If you haven’t seen it on Linkedin, Thursday Night Sales or Patreon… On January 1st, Ryan Walker and I are releasing a book entitled, “From Rep to Manager: A Step by Step Guide for Taking the Leap into Sales Leadership”. [You can get it early today if you like!]

Our collaboration came about organically after Ryan read my five part series of newsletters called, “Becoming a Manager”. Ryan mentioned he really liked it and that I should write a book and expand upon the ideas. My response was, “Why don’t you expand on what I wrote and we can release it as co-authors?” He said, “Hell yeah”, and it was off to the races as we cranked this out. I am really proud of it and know that it is filling a gap in the market – Sales Leadership training – that I am really passionate about.

Why did we take the last quarter of the year and dedicate our valuable time to this project?

As I said a moment ago, there’s a large gap in sales training that no one talks about and worse, no one teaches about. The gap is how to become a good sales leader. We have sales training easily available for every part of the sales process and for every role. LinkedIn is buzzing with sales training for anyone and everyone. Except the transition into sales leadership. No one is discussing how to tell if management is really the right place for you and how to do it well once you’re there. The gap is far and wide and we see it all the time through stories of poor sales leaders. We hear horror stories about bad managers and leaders who feel in over their head. It’s pervasive and it’s time to change. But it all starts with you figuring out if leadership is where you want to be.

The best way to change it is by filling in the gap with knowledge. The best way to do that is to write some books to share my knowledge. I read a tweet the other day from Jack Butcher that said, “1. Help yourself  2. Build a System  3. Help Others”. This hit me hard and I realized it’s what I’ve been trying to do for years now.

That’s what I’m doing here. I’ve been a rep who moved into leadership and Ryan has made that transition himself. Sharing our collective knowledge on how we did it and reflections of the journey in a way that can help others carve their path, that was our goal. I challenge you this week to reflect on when you helped yourself, what you did to help yourself, and then decide how you’ll share your knowledge with someone else. Imagine if we collectively and openly shared our knowledge with each other, just how many gaps we could fill.

I’m excited for Ryan to share his hard won knowledge with everyone too. The guy was a front line, top producing rep for a high growth tech company. When he transitioned to help build Victory Lap, it was to pay it forward. Ryan’s life was deeply impacted by the folks along the way who stopped to help him, sharing their time and knowledge. At Victory Lap he spent his time matching talented people to the right sales role across hundreds of companies. Today he is building the sales team at Beyond Pricing, as their new Director of Sales. His personal growth is reflected in our book, and we hope it’s meaningful along your journey.

‘From Rep to Manager’ is designed to help you explore if going from being an individual contributor to a sales leader is right for you. Not all rock star sales people will make good managers and vice versa. Yes, the salary goes up, so does having to give a shit about everyone and everything else. Once you decide that you’re capable of being an empathetic and direct leader, we dig into what the path looks like to get you into a management role. If you’re not hitting your numbers now, you’re not getting hired for the next open role. Find small things everyday to improve your current pipeline and numbers, document what you’re doing and the results. Be organized and effective each day. When it comes time to interview, be prepared with a good mindset, have a plan, and if you don’t get it ask for feedback. Don’t be pissed, or dramatic, regroup and try again. You’ll eventually get the role, then you need to do it well.

Legendary basketball player and coach Dawn Staley had a killer quote in the Netflix Series: “The Playbook – A Coach’s Rules for Life” that fits perfectly here:

What is delayed is not denied.

Here is an excerpt “From Rep to Manager”:

If you want to be a great leader, focus on diversity. Embracing, understanding, appreciating and respecting people that look, sound, and think differently than you is the first step in building a successful team. Candidates of diverse backgrounds will not just magically fall into your talent pipeline. You have to build a network of influence, and proactively seek out organizations that help people from underrepresented communities unlock professional opportunities.

The sales community needs to do better. Leaders must be intentional about mandating a culture of diversity, equity and inclusion within their organizations. It’s one thing to say it, and it’s another thing to live it.

Being intentional about integrating people into your team from all walks of life, and all areas of representation… That is leadership. 

We’re looking forward to sharing from Rep to Manager with everyone Jan 1st but if you’d like a copy early… enjoy it now.

One book ends and another book begins. What about those who are sales managers but are trying to figure out if being a VP Sales is right for them?

My next book – “More than a Number: The Modern VP Sales Playbook” – is coming sometime in Spring of 2021. More Than A Number is about the life and times of a VP of Sales. How to become one, how to be a good one, and how one should be treated in the role. I’m hopeful this will be a great guide to having a quality VP Sales life.

At the end of a shitty year for some, and a great year for others, I’d like to say thank you. Thank you doesn’t really cut it for the amount of support I’ve been given this year. Your support from Scott Leese Consulting, The Surf and Sales Summit, The Surf and Sales Podcast, Thursday Night Sales and my Patreon group mean the world to me. I’m deeply grateful. I’m always open to helping you in any way I can and look forward to sharing 2021 together.

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Sharing Open Jobs

December 22, 2020

Let’s get you a Job for the Holidays

I’ll say this one more time this year: Create a list of the top 10-20 companies you want to work at, and send me everything I’d need to share your information with their Hiring Manager.

Please reference this old newsletter if you’re not sure how to begin: How to Get More Intro’s

The jobs below come from my LinkedIn post

Jobs available where I am your direct intro:

HeyDay [dot] co – is hiring 1-2 BizDev sellers (3-7 yrs exp) to generate active acquisition opportunities through direct seller outreach, relationship development and category expertise.

Agora Systems [helloagora dot com] is hiring a technical sales engineer who can guide customers through sales + onboarding with regards to their IT + integration q’s AND a product marketing manager.

Tradewing [dot] com is hiring 3-5 full-cycle AEs

Servicecore [dot] com is starting the search for a Head of Sales to help scale the team up. If you like building sales orgs, this could be for you.

And finally, If you know anyone in sales on the West Coast looking for a job, my friend is actively looking to fill a Client Partner and Enterprise BDR role at Popular Pays [dot] com.

Other job openings from commenters on my post:

Thomas Parbs– https://www.haasalert.com/ Looking for 1-2 passionate, driven SDRs, preferably (but not required) with Telematics/SaaS experience (calling into mid-market and enterprise public safety accounts), and 1-2 full cycle AEs with the same passion and hustle, same telematics/saas experience preferred (but not required) for our public and private sector sales.

Matthew Gounod www.Canto.com -has 5+ SDR openings and several AE openings, looking for January start dates

Maxee Whiteford www.Seamless.ai – is hiring SDRs

Paul De Barros https://www.chargebee.com/ – hiring for Account Executives remote, send me a message to chat.

Sara Kneeland www.wearestoryblocks.com -should have some AE openings in the near future, but for anyone in the DC area looking for Product, Marketing, Engineering, etc., shoot me a message! 

Glenn Bravy https://www.securecodewarrior.com/ – Secure Code Warrior: Adding on: My company is hiring enterprise AEs and BDRs. All remote

Craig Fisk https://www.ricoh-usa.com/en/about-us/careers – BDRs

Josh Smykal https://modernize.com/ – We are hiring for multiple positions at Modernize. Customer Success, Sales, Engineering, Marketing, and Support  See www.modernize.com/careers

Jessica Peluso https://joinhandshake.com/ – We are hiring for all sorts of roles at Handshake as well. AE’s, Sales leaders, SDR’s, marketing, product, engineering, recruiting and more! You can find them all here: jessp.me/OpenRoles

Scott Einaugler https://leoforce.com-  I am looking for 2 mid market reps- 1-2 years of sales experience. Perfect for the sdr that is looking to make the jump to full sales

Jacob Vandenbark https://evopayments.com/ – EVO Payments I’m hiring for some SDR positions in Cincinnati OH. Fintech sales to B2B companies

Crystal Stephens https://www.womply.com/careers/jobs/ -We’re hiring!! Specifically someone in the Sales/revenue operations space!

More:

TripAction – https://www.linkedin.com/company/tripactions/jobs/ SDR, AEs, and Mid-Market AE

Yearend. – https://angel.co/company/yearendtax/jobs?inFrame=1 Full Stack Dev, Tax Account
Drift – https://www.linkedin.com/jobs/search/?f_C=5337093&geoId=92000000 Customer Success, AEs, MidMarket, SDR, Sales Engineers, little bit of everything

Gravy- https://www.linkedin.com/jobs/search/?f_C=34218979&geoId=92000000 , Full Stack Dev and SDR

Clari- https://www.linkedin.com/jobs/search/?f_C=2706103&geoId=92000000 SDRs, AEs, Developers

STOPit Solutions- https://www.linkedin.com/jobs/search/?f_C=3363809&geoId=92000000 Sales Operations Director

Quorum- https://www.linkedin.com/jobs/search/?f_C=9265725&geoId=92000000 Demand Gen Manager, and AEs

Now is a great time to be proactive and intentional about where you want to work next. Use the resources around you, including me, to get what you want.

My appearance on The Lowly SDR podcast

I built my first unicorn – Qualia has done it – and I’m super excited to see them continue to grow.

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