[SPEAKER_01]: This is The Sales Grady Podcast.
[SPEAKER_01]: Hi, I'm Jeb Blunt, bestselling off their fanatical prospecting objection, sales EQ, and ink.
[SPEAKER_01]: And I'm here to help you open more doors, close bigger deals, and rock your commission check.
[SPEAKER_02]: Welcome back to The Sales Grady Podcast.
[SPEAKER_02]: I'm Jeb Blunt Jr. and you're host.
[SPEAKER_02]: And today we are talking about outbound with,
[SPEAKER_02]: Mr. Outbound, maybe.
[SPEAKER_02]: He's brought so much energy to these events at the last several years.
[SPEAKER_02]: Mr. Victor Antonio, one of my favorite people in the sales world, but also just one of my favorite people in general.
[SPEAKER_02]: The man's 3D Prince mushrooms for his garden.
[SPEAKER_02]: So I'm just throwing that fact out.
[SPEAKER_02]: He didn't know that I was going to share that in the intro.
[SPEAKER_02]: But today we're going to be talking about outbound because Victor is one of our keynote speakers.
[SPEAKER_02]: He's going to be joining us for several of the sessions throughout the week on November 9th through 12th.
[SPEAKER_02]: Go get your tickets at
[SPEAKER_02]: Yeah, thank you for having me back, but I think I need to clarify their shroom comment.
[SPEAKER_02]: He did say 3D printed shrooms.
[SPEAKER_02]: He should add for my little grand daughter, okay?
[SPEAKER_02]: He told me 3D printed, but he winked when he did it.
[SPEAKER_02]: I don't know.
[SPEAKER_02]: I I'm not sure how to read that.
[SPEAKER_02]: You do with the information with what you will.
[SPEAKER_02]: Victor, I
[SPEAKER_02]: I appreciate you being here and you have written some of the best books in sales, people should go take a look at those in fact.
[SPEAKER_02]: One of your books is kind of a precursor to everything we're going through now, which is sales ex machina.
[SPEAKER_02]: You've got the future of selling, which is the rise of AI agents, which is kind of a follow-up to that book.
[SPEAKER_02]: It's your newest one.
[SPEAKER_02]: And then you've been at outbound several different times, and this year the theme is breaking through buyer resistance.
[SPEAKER_02]: Give us just some unfiltered thoughts.
[SPEAKER_02]: Where are you at with outbound in November or breaking through buyer resistance and your new book?
[SPEAKER_02]: How is this starting to meld together for what you're going to bring to the stage and to our audience in Las Vegas?
[SPEAKER_02]: Yeah.
[SPEAKER_02]: Well, first of all, your father, Jeff Blunt is Mr. Alpavs, just be clear with fanatical prospect, you may have what a block, boy, boy, boy, boy.
[SPEAKER_00]: We all want that book, not the most smoke of your father's backside, but it's like when people ask for a prospecting book as well.
[SPEAKER_00]: The only one I can think of, an article prospecting, if you want to go get the book, just be done with it.
[SPEAKER_00]: I'm looking for it out on, you know, it's not going to jab and he was like, yeah, it's going to be about buyer resistance.
[SPEAKER_00]: That is like bin my topic.
[SPEAKER_00]: for years because, you know, when I created the sales influence podcast, it was always like finding the why and how people bought.
[SPEAKER_00]: My background is an electrical engineering, and one of my favorite classes was always physics.
[SPEAKER_00]: And that's where we learned about, you know, coal efficiency frictions, you know, block sliding on an inclined plane, how do you calculate the friction, how do you reduce the friction with different types of bearings and stuff like that.
[SPEAKER_00]: And I always love that concept of friction.
[SPEAKER_00]: The more I can reduce mental friction or cognitive loading, the more somebody's more like this,
[SPEAKER_00]: And it's really a science to kind of reduce to me friction in human terms, JBJ, it's like lowering anxiety.
[SPEAKER_00]: If I can lower the anxiety, they're more likely to move forward with the deal.
[SPEAKER_00]: And so what I'm excited about outbound is that, you know, that's going to be the centerpiece.
[SPEAKER_00]: Is how do you reduce buyer resistances?
[SPEAKER_00]: Because all products in today's market, all products or services, more or less, we reach the level of what I call product parity or service parity.
[SPEAKER_00]: Almost everybody has the same thing.
[SPEAKER_00]: innovations become so disruptive.
[SPEAKER_00]: What we're going to see over the next 5 or 10 years we can talk about that with regard to AI, but I can say that the cost of innovation is going down by the pace is accelerating, which means more churn.
[SPEAKER_00]: So what's going to matter is, how do we convince people to buy something we have?
[SPEAKER_00]: and how do we do that in such a way that they feel comfortable and a big part of that is understanding what holds them back from making them buying decisions.
[SPEAKER_00]: So I'm excited about our bond and for those who've never been the outbound you should go and the biggest reason is I'm going to use the word intimacy.
[SPEAKER_00]: I think that's cool word to use for outbound because there's a little bit about the speakers and then you have access to all the speakers like nobody's hiding in a green room.
[SPEAKER_00]: And you got some of the best speakers on stage, obviously include to yourself and your father.
[SPEAKER_00]: So the best speakers on stage, and you have access to them, and I think that's the biggest value point because I can't tell you how many times I've been doing a vet, and I had access to the speakers, and it's the conversations that you have while you're at the buffet line.
[SPEAKER_00]: But when you sit at the table or you're at the booth and you're standing there and you run into a speaker and then you have a conversation where you able to ask those little questions that make all the difference in the world.
[SPEAKER_00]: So that's what I love about up on.
[SPEAKER_00]: That's the biggest thing.
[SPEAKER_02]: I think about a conversation you and I had when we were sitting in the booth there's nobody in the hallway everyone was in the room it was you getting ready to go up on stage but you're standing out in the sales gravy booth and we were just having a little chit chat and we were having this like a deep discussion about AI and how it's going and I don't even know if we were right about the predictions we made at two years ago or whatever that hell we were talking about but I love that conversation because it really gives you insight
[SPEAKER_02]: which you can learn your content, you can get the great motivation from different speakers, you can see how they start to piece together different ideas.
[SPEAKER_02]: But when you're in those little conversations, you get to see how they think about specific scenarios that unlock the knowledge that they share with you into an application, it becomes a wisdom.
[SPEAKER_02]: for you that I like this physics and approach with breaking through buyer resistance.
[SPEAKER_02]: I have been noticing this as well in my working days where I'm working with sales teams is the especially a top of the funnel.
[SPEAKER_02]: Like when it comes down to the prospecting piece, we just always wear the most friction is for someone trying to trade time for value.
[SPEAKER_02]: It feels like you're pushing a block up a 45 degree angle and there's no ball bearings and it is simply just friction.
[SPEAKER_02]: The block is becoming heavier and heavier and heavier,
[SPEAKER_02]: The need for pipeline is even stronger today than it was maybe even 10 years ago because people have more information.
[SPEAKER_02]: What are you learning about marketplaces in your work that has helped you understand the relationship of friction when it comes to trading your time at the top of the funnel as a buyer for a meeting with a sales rep who's selling you something that ostensibly looks and sounds like everything else.
[SPEAKER_00]: Oh man, that's such a loaded question.
[SPEAKER_00]: It's good one.
[SPEAKER_00]: I'm going to start with the urgency.
[SPEAKER_00]: The urgency to get that one meeting.
[SPEAKER_00]: Once you get the one meeting, salespeople need to have this urgency.
[SPEAKER_00]: This might be only shot I get at this person, which means followed with urgency is preparation for that conversation.
[SPEAKER_00]: In other words, it's so hard to get a meeting these days.
[SPEAKER_00]: I mean, I think it's even harder.
[SPEAKER_00]: I love the videos that you're posting on LinkedIn.
[SPEAKER_00]: I think it is where you're recording all the calls you're making and going through that.
[SPEAKER_00]: I actually zoom in on your sheet.
[SPEAKER_00]: I said, all right, where has he had on the sheet?
[SPEAKER_00]: By the way, go to JBJs.
[SPEAKER_00]: I'll link them profile.
[SPEAKER_00]: He's like calling people writing it down like a score sheet old school.
[SPEAKER_00]: I'd love to, Beth.
[SPEAKER_00]: But I think it's getting harder to get people on the phone.
[SPEAKER_00]: But here's what's happening with the large language models, right?
[SPEAKER_00]: In the AI piece, you know what I was going to talk about that.
[SPEAKER_00]: And that is, and I think it was a CMO of Hubsbod, who first highlighted this day, that really got, wow, this is different.
[SPEAKER_00]: He says, more people are using the large language models, whether it's, you know, blogs and thruphic, perplexity, chatch and BT, growth, whatever, maybe.
[SPEAKER_00]: And what they're doing is they're using that as a search engine.
[SPEAKER_00]: Now, like four years ago, it's a document.
[SPEAKER_00]: It's documented on it.
[SPEAKER_00]: It was the three or four years ago that I wrote a link to them that the search engine result page, the SERP, is dead.
[SPEAKER_00]: And I remember several people like, no, Google's not dead.
[SPEAKER_00]: I said, and it's current form.
[SPEAKER_00]: I'm telling you, it's dead.
[SPEAKER_00]: Because nobody's hitting the blue lines anymore.
[SPEAKER_02]: Yeah.
[SPEAKER_00]: And so what they found is, and again, this is the CMO HubSpod.
[SPEAKER_00]: Now I'll try to court back early, but there's another study came out after his.
[SPEAKER_00]: He basically said, if someone goes to Google and then goes to your website, versus somebody who goes to a large language bottle and then goes to your website, there are four export likely to the colors if they went through the large language model.
[SPEAKER_00]: What is the implied there?
[SPEAKER_00]: They implied there is that they've taken themselves further along the buyer journey,
[SPEAKER_00]: they've educated themselves and now I always say they're looking for three things when they call you.
[SPEAKER_00]: Clarification, confirmation, and the confidence to make that buying decision.
[SPEAKER_00]: Now, let's not skip over that last part, the confidence piece.
[SPEAKER_00]: Because part of reducing friction in the buyer's mind is you need to transfer, we used to say that sales is a transference of emotion.
[SPEAKER_00]: Transrants is really now a transfer of confidence.
[SPEAKER_00]: Like when I'm talking to you and I'm trying to sell you, you've gone through this process.
[SPEAKER_00]: I've made this short list, right?
[SPEAKER_00]: It's a big cough now.
[SPEAKER_00]: You're going to look for confirmation.
[SPEAKER_00]: Does it do this?
[SPEAKER_00]: Yes, it does.
[SPEAKER_00]: Clareification.
[SPEAKER_00]: Can you explain how that would work with this?
[SPEAKER_00]: Here's how it works.
[SPEAKER_00]: And then they want to feel that confidence in your answer because they want to feel confident in making that decision.
[SPEAKER_00]: Another study, I think it was Harvard, I know it's Forbes, that says now they're 8x more likely to close if they come through a large language model.
[SPEAKER_00]: You can see that now they're becoming more educated.
[SPEAKER_00]: The phrase I used in another LinkedIn article, I called them the last mile buyer.
[SPEAKER_00]: I came from the telecom space and you can only drive fiber optic up to a certain point, a note, and then the last mile had to connect to the house.
[SPEAKER_00]: So that was always about the last mile.
[SPEAKER_00]: And so I think that's it.
[SPEAKER_00]: Customers are going, getting educated.
[SPEAKER_00]: And in that last mile, they need you, the salesperson, who now becomes the ultimate value differentiator
[SPEAKER_02]: We just had a question on Ask Jet on our Wednesday podcast where people come and ask Jet literally like whatever question they want, he responds to it and I'm going to ask you when ask a victor.
[SPEAKER_02]: This, it was a CTO and his organization sold software for HR organizations.
[SPEAKER_02]: He was on the podcast.
[SPEAKER_02]: Interestingly enough, because a CEO had had a conversation with another person in business who had this app or whatever that was going to take the human out of the loop of sales.
[SPEAKER_02]: And he was tasked with a CEO to take humans out of sales and build agents that essentially did all of this.
[SPEAKER_02]: And Jabba asked the question of, how complex is this decision for most companies?
[SPEAKER_02]: If I went to your website, could I just click the button?
[SPEAKER_02]: Now, that's an interesting question in its own right, but where I go further from that is, yeah, they can click the button, but most people are looking for confidence in their decision.
[SPEAKER_02]: So, where do you think the sales profession relating it back to breaking through buyer resistance is going to be shifted in the next few years?
[SPEAKER_02]: So that you as a thought leader, you look at the scenario with the CTO and you think, how do you even think about that as a business leader?
[SPEAKER_02]: Do you take humans out of the loop?
[SPEAKER_02]: Where do humans get taken out of the loop?
[SPEAKER_02]: What is the percentage that's going to be done by AI?
[SPEAKER_02]: And how does sales people exist in a world like that?
[SPEAKER_02]: Which you're taking on that entire situation and maybe give us some insights into where how you think about it?
[SPEAKER_02]: Man, you can do a whole podcast just on that question.
[SPEAKER_00]: We have to view sales now on a spectrum, simple to complex.
[SPEAKER_00]: And then almost think of Pac-Man gobbling up.
[SPEAKER_00]: And AI Pac-Man gobbling up the starting from the simple.
[SPEAKER_00]: That's kind of the visual I have in my head.
[SPEAKER_00]: If it is a simple decision, a more transactional, so we'll say transactional versus complex, that's the spectrum.
[SPEAKER_00]: And as you move towards the complex, you need salespeople.
[SPEAKER_00]: but I would say more than sales people, you need subject matter experts who happen to be salespeople.
[SPEAKER_00]: That would be my thing.
[SPEAKER_00]: And so I've talked to many companies about AI, right?
[SPEAKER_00]: People always ask me questions about AI.
[SPEAKER_00]: The questions came in last year when I wrote the book of the future of selling the rise of AI agents.
[SPEAKER_00]: And by the way, part of that sub-sider I took out because it was too negative.
[SPEAKER_00]: It was the rise of AI agents in the fall of modern selling.
[SPEAKER_00]: It was too dramatic.
[SPEAKER_00]: What I meant by that is how we've been selling is it now we're gonna sell in the future?
[SPEAKER_00]: because customers are going to want different things because the access to tools is just incredible.
[SPEAKER_00]: Anybody who understands, for example, how to vibe with any type of large language model, is going to be able to get so much more information that when they call somebody, they want to talk to a subject matter expert, somebody who is at parity with them in terms of knowledge level.
[SPEAKER_00]: On the spectrum of easy and transactional by-by-humans, right?
[SPEAKER_00]: I said years ago,
[SPEAKER_00]: only because it's a fact that if I have a thousand skews, right, products in my inventory, and I add a new product, the way we have to do it today is that we have to train everybody on this new product.
[SPEAKER_00]: Well, with a lot of language about it, you just upload the PDF and it's trained, like matrix, I know Kung Fu, right?
[SPEAKER_00]: And so who doesn't want to talk to a more informed bot?
[SPEAKER_00]: But I think people a couple of years ago didn't understand that we were using linear thinking to
[SPEAKER_00]: Now, people are going, oh, I see what you're going to figure.
[SPEAKER_00]: And I'm a little mad sometimes because I got yelled at a lot and argued with a lot.
[SPEAKER_00]: And I'm like, I'm telling you, this is going to accelerate.
[SPEAKER_00]: And so there will be a point where we will call something, you know, a company and the AI will sound human.
[SPEAKER_00]: And it'll be a subject matter expert.
[SPEAKER_00]: Now, I truly believe at the end of the day unless a bot's going to make the full decision, there's got to be a human in there.
[SPEAKER_00]: And this is why I think salespeople now have more valuable role, but I will say the transactional salespeople are going to be start dwindling as companies start shifting, you know, how they're organizing, how they sell and just make everything more AI centric.
[SPEAKER_00]: But at the high end of the spectrum, the complexity side of the spectrum, I think that's where you're gonna see a lot of high value players, like the best of the best salespeople will live in that zone.
[SPEAKER_00]: And that means they're trained on their product and they know how to sell.
[SPEAKER_02]: Yeah, I agree with you.
[SPEAKER_02]: I think that there's a time for the transactional sales rep who is really in, let's be very clear here.
[SPEAKER_02]: Transactional sales is not necessarily easy.
[SPEAKER_02]: It's just simpler in terms of the go-to-market motion.
[SPEAKER_02]: It doesn't make it easier.
[SPEAKER_02]: But like, I saw
[SPEAKER_02]: telecom as well.
[SPEAKER_02]: And I don't know if in 20 years that the small business rep who's selling telecommunication services for, you know, a fiber optic line, it may be a VoIP system.
[SPEAKER_02]: I don't know if they exist because if I'm a business and I can just buy that off the website and I know what the pricing is and I've got LLMs that can help me make the decision on that.
[SPEAKER_02]: Like, I just don't know if I'm personally as a business owner going to rely on, you know, JBJ out in the field.
[SPEAKER_02]: Who came to your door unless I'm just finding extra business as the conversation to get more complex.
[SPEAKER_02]: You're right.
[SPEAKER_02]: I think it will turn into this amazing place like almost like sales competition to its highest degree like Sparta.
[SPEAKER_02]: Where the sales reps at the top are the people who are just amazing at process and are and they do everything ultra high performers do now.
[SPEAKER_02]: you're a leader, you've let businesses and you're going to outbound.
[SPEAKER_02]: And this sounds really cool.
[SPEAKER_02]: I think on an individual level, you've got to level up.
[SPEAKER_02]: You've got to train.
[SPEAKER_02]: You've got to be better at sales.
[SPEAKER_02]: You've got to be a subject matter expert.
[SPEAKER_02]: You've got to learn the business.
[SPEAKER_02]: You've got to be intentional about how you use your time.
[SPEAKER_02]: These are things that sales reps are going to learn an outbound.
[SPEAKER_02]: But as a leader, you
[SPEAKER_02]: This is a different game.
[SPEAKER_02]: You've got to foster people into your organization that fit this profile for the next few years and you've got to be ahead of it as well.
[SPEAKER_02]: What is your take on why leaders who are coming to outbound should be paying attention to what you're going to bring to the conversation?
[SPEAKER_00]: They're going to be under higher pressure to perform more.
[SPEAKER_00]: probably with less assets and less resources.
[SPEAKER_00]: So, you want to be it out, because you need better strategies if not newer strategies to how to grow your business.
[SPEAKER_00]: So, you know, there'll be people like they're like me who understand AI, right?
[SPEAKER_00]: Who gives a deep conversation how you can begin restructuring your business.
[SPEAKER_00]: If I'm a sales leader, I always use my four cube framework.
[SPEAKER_00]: The four cube framework is that there's only four ways to grow your business, right?
[SPEAKER_00]: Game new clients retain existing ones, grow the existing one, and then reactivate those who stop buying.
[SPEAKER_00]: That's it.
[SPEAKER_00]: So now you have the framework.
[SPEAKER_00]: The question then becomes, is how do you begin to go after these different quadrants to grow your business?
[SPEAKER_00]: And so, you're going to meet people there who are using not only, let's put sales tactics aside for now, right?
[SPEAKER_00]: They're going to be using different tools and different processes to go after new businesses.
[SPEAKER_00]: They're going to use different tools and different processes to grow their businesses, upsell cross out.
[SPEAKER_00]: That's why they have to be there.
[SPEAKER_00]: I would look at Outbound as you're going there to collect some gold coins.
[SPEAKER_00]: And the gold coins are new ways of thinking that you can take back your company.
[SPEAKER_00]: So when you're boss, also know as the president and CXO, the company says, all right, what are you doing next year to grow your business?
[SPEAKER_00]: You have some answers.
[SPEAKER_00]: Well, I got a couple of coins.
[SPEAKER_00]: I want to share with you what I think we should be doing.
[SPEAKER_00]: So that's why if I put myself in a management position,
[SPEAKER_00]: of how I'm going to grow the business and what better place to be than Alpa to get those gold coins.
[SPEAKER_02]: It's an amazing value that I bring back every year at the end of this little in between conversation.
[SPEAKER_02]: It is the you'll apply knowledge from the stage that we learn from other people who join us is now I come back to the business and I'm energized.
[SPEAKER_02]: You've just taught me about the four cues and I you know my brain went to okay, how do my list look?
[SPEAKER_02]: How am I you know figuring out my go to market motion?
[SPEAKER_02]: what is my messaging around this?
[SPEAKER_02]: Do I have strategy for this?
[SPEAKER_02]: If I do start to succeed in the top of the funnel, do I have the process to even follow through on any of those things?
[SPEAKER_02]: And if you are a leader in your there and you've got a bunch of handful of gold coins, you bring them back to your organization.
[SPEAKER_02]: People are going to be able to make you even more confident with the decisions you make, because they're going to go, yeah, I don't know what's wrong with 13 of these coins.
[SPEAKER_02]: But there's something wrong here.
[SPEAKER_02]: Let's focus on these other ones.
[SPEAKER_00]: I want to do a call back to reducing friction, right?
[SPEAKER_00]: And that's it.
[SPEAKER_00]: Customers are calling you.
[SPEAKER_00]: And I say clarification, right?
[SPEAKER_00]: Confirmation or confidence.
[SPEAKER_00]: Here's the thing.
[SPEAKER_00]: You're going there as a sales leader.
[SPEAKER_00]: And here's what's going to happen.
[SPEAKER_00]: You're going to have conversations.
[SPEAKER_00]: Not only with speakers, you're going to be a table.
[SPEAKER_00]: City around people.
[SPEAKER_00]: And you're going to ask questions, what are you doing?
[SPEAKER_00]: Oh, you're doing that.
[SPEAKER_00]: Okay.
[SPEAKER_00]: I'm doing that too.
[SPEAKER_00]: Boom.
[SPEAKER_00]: There's your confirmation.
[SPEAKER_00]: Person on your left.
[SPEAKER_00]: What are you doing?
[SPEAKER_00]: I'm doing that.
[SPEAKER_00]: Help me understand that.
[SPEAKER_00]: Clareify that for me.
[SPEAKER_00]: Right?
[SPEAKER_00]: And then if you see people doing certain things to start shouting out, like, yeah, a lot of people are doing this.
[SPEAKER_00]: It's going to give you the confidence to go back and say, okay.
[SPEAKER_00]: Here's what I discovered was there.
[SPEAKER_00]: So the gold coins are not just on stage.
[SPEAKER_00]: They're in the conversations at the table, in the social gatherings.
[SPEAKER_00]: There's so many things you can gather.
[SPEAKER_00]: And I want to emphasize that because everybody puts the onus on just learning from the speaker.
[SPEAKER_00]: No, there's people there who have the same problems.
[SPEAKER_00]: They're solving a different ways why not gather those coins as well.
[SPEAKER_02]: Victor to your point some of those people who are seeing the room have just as much experience as the speakers to and some of them more and some of them have different scenarios that might relate to you a little bit better.
[SPEAKER_02]: Some of them have the ability to take on the speaker's toe to toe in a really deep conversation and you can just sit there and listen to it and you've won like you're the winner in that situation it's amazing what happens.
[SPEAKER_00]: I think you're right because I've done the workshops and I've been in conversations with people and I am that speaker.
[SPEAKER_00]: I'm so secure with myself that when someone says something and makes me make my head tilt like, wait a minute, tell me get what you're doing because I want to understand and then they give me something.
[SPEAKER_00]: And I can't tell you how excited I is when I gather a gold coin from an audience member that person has been in the business 20 years.
[SPEAKER_00]: No, Victor, here's how we do it, here's why it works, here's how we're doing, you know, and you're like, what does that work for you?
[SPEAKER_00]: Yeah, here's our clothes for you like, I didn't know that.
[SPEAKER_00]: And I come away as a speaker feeling like that's awesome.
[SPEAKER_00]: But here's what also happens.
[SPEAKER_00]: Not only do I get the gold coin, everybody that room gets to coin as well.
[SPEAKER_00]: You know, could we had a moment these conversations are happening in the room and the folks they're going to be on stage and then in the workshops are not people who hide behind PowerPoint slides.
[SPEAKER_00]: You can have toe to toe conversations.
[SPEAKER_00]: You know, I'm always saying, bring it on.
[SPEAKER_00]: Let's go.
[SPEAKER_00]: You know, because I've lived it and who do you want to be around?
[SPEAKER_00]: People who've done what you want to do.
[SPEAKER_02]: It's the most impactful part of this entire conference is the ability that everyone in the room is a learner, every single person, including the person on the stage.
[SPEAKER_02]: Even more so actually, in the case of our speakers is that it's fun when you just write that moment you just brought up is someone asked the question in the room stops.
[SPEAKER_00]: No, it's a look like the record scratches and Victor tells us head and goes that's interesting you talk now Keep going and what I love about that is that it emboldens other people who have opinions to talk because my job is not to be there and say Yeah, I am all a nipotent all knowing listen to me
[SPEAKER_00]: And so these are great conversations we're having because obviously that one person can have all life experiences.
[SPEAKER_00]: But it's those moments that you're having in those rooms with those conversations and I've lived in the real world.
[SPEAKER_00]: And so I've done the engineering.
[SPEAKER_00]: I've done the software.
[SPEAKER_00]: I've done the product management.
[SPEAKER_00]: I've done the VP of sales.
[SPEAKER_00]: I've done the international market.
[SPEAKER_00]: I've done the president sales market and then CEO of a technology company.
[SPEAKER_00]: I've done it.
[SPEAKER_00]: Let's have the conversations.
[SPEAKER_00]: But I think what's different and why it's even more critical for people to want to go to these
[SPEAKER_00]: everything is changed, so dramatically just in the last three to five years.
[SPEAKER_00]: And you're going to be the room with people who understand that and maybe able to guide you.
[SPEAKER_02]: I want to ask you some quick outbound questions that are just fun.
[SPEAKER_02]: Something for the end of the podcast to get people excited about you and what you're going to be doing there.
[SPEAKER_02]: But first we'll start with one of my favorite questions, which is, what is your sales spirit animal Victor?
[SPEAKER_02]: Oh, squirrel man.
[SPEAKER_00]: You're probably using my squirrel.
[SPEAKER_00]: I'm sorry, but he'll tell you he used my squirrel.
[SPEAKER_00]: I've always had my favorite animal in the squirrel.
[SPEAKER_02]: Sure.
[SPEAKER_02]: You're really the power behind sales gravy.
[SPEAKER_02]: You name me JBJ and you've got the squirrel.
[SPEAKER_02]: So I don't know what we're even doing up here.
[SPEAKER_00]: By the way, I actually, if you look at this shelf, somewhere in there this book called Why The Squirrel kept winning, which I wrote almost 15 years ago.
[SPEAKER_00]: It's the squirrel, man.
[SPEAKER_02]: Oh my goodness, Grace is what we're going to have to have a deeper conversation about what you mean by squirrel because we're going to differentiate you and Jeff squirrel.
[SPEAKER_02]: I have a squirrel story and it's basically it comes down to focus man and resilience.
[SPEAKER_00]: So I'm living in Minnesota.
[SPEAKER_00]: Yeah, for sure.
[SPEAKER_00]: You better, right?
[SPEAKER_00]: And so I have a neighbor, because name is Harold, right?
[SPEAKER_00]: Harold's about, I don't know, he's like 90 years old.
[SPEAKER_00]: And what he used to do is dogs go outside and have a bird feeder, right?
[SPEAKER_00]: And go out there smoke to cigarette, push them bird food and a bird feeder.
[SPEAKER_00]: And then boom, as you know, the Midwest squirrels will always eat it, right?
[SPEAKER_00]: And so one day, I pull into the driveway and Harold is greasing up the side of a tree.
[SPEAKER_00]: Just greasing it, right?
[SPEAKER_00]: Just put in grease on it.
[SPEAKER_00]: Think in that, now I'm giving you the fast version here.
[SPEAKER_00]: Thinking that the squirrel tries to get up is just going to fly right back down.
[SPEAKER_00]: guess what, squirrel got the food.
[SPEAKER_00]: Then if you've been in the Midwest, you've seen those 10 sheets they put around trees.
[SPEAKER_00]: So he did that, put 10 sheets around that, that didn't work either.
[SPEAKER_00]: Then it got real, got violent.
[SPEAKER_00]: You ever see those dog files that docked by themselves?
[SPEAKER_00]: Well, he put one of those metal ones upside down, but they had jagged edges.
[SPEAKER_00]: It was, it was about to go down.
[SPEAKER_00]: It's like, he's taking this, he's got to stop the squirrel.
[SPEAKER_00]: Squirrel kept getting the food.
[SPEAKER_00]: Now,
[SPEAKER_00]: Harold died of cancer because you're always smoking.
[SPEAKER_00]: In other words, don't smoke.
[SPEAKER_00]: But here's the sad part.
[SPEAKER_00]: I remember it was like a couple of days after he died and I pulled it to the drive and it was a squirrel eating the food.
[SPEAKER_00]: I just thought that was so disrespectful.
[SPEAKER_00]: I'm flying no, that was a sad joke.
[SPEAKER_00]: And then, but what I told my audience is why was the squirrel always going to get the food?
[SPEAKER_00]: I said look, 24, 7, 365, if it's thinking how do I get that food?
[SPEAKER_00]: And when you have that type of focus, you always figure it out.
[SPEAKER_00]: You always figure it out.
[SPEAKER_00]: I took this from James Clirque.
[SPEAKER_00]: See, highlight this book, Automic Habits.
[SPEAKER_00]: He says, there's 1,440 minutes in the day.
[SPEAKER_00]: 1% of that, right?
[SPEAKER_00]: 1% of that is 14.4 minutes, which is 15 minutes.
[SPEAKER_00]: Did you know that if you've just been 1% of your day, which is 15 minutes, getting better at something, right?
[SPEAKER_00]: In 70 days, you'll be 2x better.
[SPEAKER_00]: In 232 days, you'll be next better.
[SPEAKER_00]: And at the end of the year, 365, you'll be 37x better.
[SPEAKER_00]: That's the squirrel.
[SPEAKER_00]: It's that focused, and it's trying to figure out how do I get the food.
[SPEAKER_00]: Imagine, how do I get those big clients?
[SPEAKER_00]: That's how I used it.
[SPEAKER_00]: It's how do I go after those big anchor clients, right?
[SPEAKER_00]: And you just keep going at it.
[SPEAKER_00]: And I got great stories, which maybe I'll share it out about, of how the squirrel method worked for getting bigger counts.
[SPEAKER_00]: And that is my squirrel story.
[SPEAKER_02]: your traveler, you've been around quite a few places in your life.
[SPEAKER_02]: And you travel on planes a lot.
[SPEAKER_02]: I'm sure you are going to Las Vegas.
[SPEAKER_02]: We're going to be the beautiful red rock resort in spa Hofstrip.
[SPEAKER_02]: It's going to be awesome.
[SPEAKER_02]: We're out of places.
[SPEAKER_00]: gorgeous.
[SPEAKER_02]: It's so cool, right?
[SPEAKER_02]: Top shelf, man.
[SPEAKER_02]: We're going to have a bowling alley there.
[SPEAKER_02]: It's going to be crazy.
[SPEAKER_02]: So we have golf.
[SPEAKER_02]: We're going to be doing all kinds of stuff.
[SPEAKER_02]: But you as a traveling guy, you're going to outbound what should attendees and what do you what would you might bring if you were attending this outside of a notebook and the clothes that you're like, what was an extra thing you would pack that would make outbound even better?
[SPEAKER_00]: I wouldn't be something to record all the sessions.
[SPEAKER_00]: Obviously, you can do it on your phone, but you have something like, plot one of those things to record everything.
[SPEAKER_00]: Because you're going to get into so many conversations, you don't have to remember all this stuff.
[SPEAKER_00]: And then come back home to a little data dump in your AI.
[SPEAKER_00]: I have to give you a summary.
[SPEAKER_00]: I mean, the way I would do it is I would record as many sessions I can download the files, right?
[SPEAKER_00]: Then upload them to something like notebook, LM, or something like that, or chat should be T. And then almost use it as a database.
[SPEAKER_00]: Because then you can just query it.
[SPEAKER_00]: Okay, Jeb Blunt spoke about this, remind me, again, what were his three big things that related to my business that, that, that, that, that, that, that, that, Victor Antonio spoke about this, that, that JBJ spoke about this.
[SPEAKER_00]: So that's the one thing I would bring.
[SPEAKER_00]: I would highly recommend people to record the sessions.
[SPEAKER_02]: I think that's a brilliant way to use the technology that's available to us today.
[SPEAKER_02]: I mean, what a different role, even from 2021, 2022.
[SPEAKER_02]: We didn't have, I was kind of out there, but it wasn't as relevant.
[SPEAKER_02]: you record conversations.
[SPEAKER_02]: And that could be the side conversations you have at the bar, you know, with whoever you're sitting next to after the sessions, it could be at the fire pit.
[SPEAKER_02]: It could be with Victor in the hallway.
[SPEAKER_02]: If you can record those conversations and then have a data dump 16 months from now, you're going to come across the problem and go, I don't know how to answer this.
[SPEAKER_02]: And then instead of doing 25 hours of research, you can use the data dump and you might have something in there and it saves you, you know, due to the end two seconds.
[SPEAKER_00]: So really I think if people start looking at those conversations as knowledge bases that you can query those and by querying those again, you don't have to remember everything it's almost like you can call that your outbound agent if you used all those recording and then so all the speakers that we put all the meant one file in any large language model we call that an outbound agent and then in my mind I would go, okay, I know I heard it out, I don't know who said it I'll go to the outbound agent and just
[SPEAKER_02]: it doesn't matter who said it.
[SPEAKER_02]: That's the beauty of it.
[SPEAKER_02]: It doesn't matter who said it.
[SPEAKER_02]: As long as you have it, you have something to go on.
[SPEAKER_02]: Somebody said it.
[SPEAKER_00]: Somebody, I think it was like this.
[SPEAKER_00]: In fact, I would hardly recommend that.
[SPEAKER_00]: Just call it an outbound agent when you upload all the files, put it on the one agent or one folder.
[SPEAKER_02]: I want to give you your time back in your day because we are going to be preparing for outbound after this podcast.
[SPEAKER_02]: You are going to be joining us for all of the days, including I believe the main session and the leadership as well.
[SPEAKER_02]: I'm sure you'll be there for lots of different activities we're doing in outbound.
[SPEAKER_02]: Thank you so much for joining us.
[SPEAKER_02]: Where can people follow you ahead of time?
[SPEAKER_02]: Get some more information and connect with you ahead of outbound.
[SPEAKER_02]: Victorantoneau.com, or your firemeat LinkedIn, Victorantoneau.
[SPEAKER_02]: Easy to find, is really tall.
[SPEAKER_02]: And he has a wonderful accent.
[SPEAKER_02]: He's one of the best speakers that we bring to the stage.
[SPEAKER_02]: Think y'all so much for listening to this.
[SPEAKER_02]: If you haven't gotten your tickets, you need to go to outbound conference right now.
[SPEAKER_02]: And that's outbound conference.com.
[SPEAKER_02]: We are only bringing about 400 people to this conference and we are almost so out of our ticket.
[SPEAKER_02]: So if you have not gotten your tickets right now, go to outboundconference.com and if you're a leader, looking to bring a team, get in touch with Victor, get in touch with myself.
[SPEAKER_02]: We can help you with group rates.
[SPEAKER_02]: We can help you getting your team to that conference.
[SPEAKER_02]: Victor, thank you so much for joining us today and we will catch you at outbound.
[SPEAKER_00]: Thank you again.