WEBVTT 00:01.087 --> 00:02.968 [SPEAKER_01]: This is The Sales Grady Podcast. 00:03.308 --> 00:08.470 [SPEAKER_01]: Hi, I'm Jeb Blunt, guest-selling author, fanatical prospecting objection, sales EQ and ink. 00:08.851 --> 00:13.653 [SPEAKER_01]: And I'm here to help you open more doors, close bigger deals, and rock your commission check. 00:15.062 --> 00:15.843 [SPEAKER_03]: nice to meet you guys. 00:15.863 --> 00:16.524 [SPEAKER_03]: Thank you so much. 00:16.904 --> 00:23.773 [SPEAKER_03]: My question is how do you get budget for outbound because now I'm moving into a leadership role and I want to be able to say hey this is a worthwhile thing. 00:23.793 --> 00:31.743 [SPEAKER_03]: You have to have the dollar amount of tasks to it but it's no more expensive than any trade show we ever go to and we're just looking at least at that case and you know who's more about value that. 00:31.903 --> 00:47.454 [SPEAKER_01]: I think getting budget for yourself shouldn't be too hard part of it's on us part of the onus is on us to give you the material that you need to say this is worthwhile and we recognize that which is not a lot of money when you think about it but for budgets it is so if you're doing that for yourself. 00:47.594 --> 00:52.237 [SPEAKER_01]: What we need to do is give you the ammunition to go and say, this is why I want to go there. 00:52.317 --> 00:53.798 [SPEAKER_01]: And most companies would be okay with them. 00:53.818 --> 00:56.039 [SPEAKER_01]: Yeah, we're for companies who always said, yeah, go do that. 00:56.059 --> 00:59.361 [SPEAKER_01]: And I'm good with my own people who say, could give me a legitimate reason. 00:59.422 --> 01:00.482 [SPEAKER_01]: Here's what I'm taking away from it. 01:00.522 --> 01:03.964 [SPEAKER_01]: So if you want to get money for the rest of your team, there's a couple of things you can do. 01:04.064 --> 01:05.585 [SPEAKER_01]: You can do it as a reward. 01:05.625 --> 01:07.206 [SPEAKER_01]: So I'm going to take my best people. 01:07.287 --> 01:12.570 [SPEAKER_01]: So you can say, I want to have like $5,000 in a bucket that I can send them and their travel calls as well. 01:12.710 --> 01:14.531 [SPEAKER_01]: If you were for a small company, do as a team of it. 01:16.012 --> 01:21.514 [SPEAKER_01]: did this for small companies because big companies can afford to have sales kickoff meetings, small companies can't. 01:21.974 --> 01:26.196 [SPEAKER_01]: So a lot of people who come to outbound, they bring their entire team, and that's their sales kickoff meeting. 01:26.376 --> 01:32.218 [SPEAKER_01]: And that's one of the reasons why we're doing it at this resort this year is because it's such a neat place to take your team. 01:32.398 --> 01:41.022 [SPEAKER_01]: The teams who come get time to huddle, to work, to go through what they've learned, and then their school places to eat, so that you can go out and spend time with each other. 01:41.222 --> 01:42.282 [SPEAKER_01]: So you can make that case 01:44.803 --> 01:47.844 [SPEAKER_01]: Malting, we're taking everybody because this is going to be our training event this year. 01:48.024 --> 01:55.326 [SPEAKER_01]: And then for yourself, I think if we can add the leadership component on some lot easier for you to make the case that I'm learning how to drive outbound in our team. 01:55.566 --> 01:56.046 [SPEAKER_01]: That's great. 01:56.106 --> 01:56.706 [SPEAKER_01]: Thanks to that. 01:56.986 --> 01:57.326 [SPEAKER_01]: Perfect. 01:57.406 --> 01:58.527 [SPEAKER_01]: Dennis, I think you had a question. 01:58.747 --> 01:58.987 [SPEAKER_00]: I do. 01:59.007 --> 01:59.487 [SPEAKER_00]: Jeb, thanks. 01:59.607 --> 02:02.988 [SPEAKER_00]: This is a new technology of recording sales calls. 02:03.008 --> 02:07.829 [SPEAKER_00]: Like to have a game film, a game tape, but what is new is something I'm working with. 02:07.929 --> 02:09.130 [SPEAKER_00]: I'd love your opinion on it. 02:09.250 --> 02:10.370 [SPEAKER_00]: I'm using AI. 02:11.010 --> 02:12.591 [SPEAKER_00]: to dissect the calls. 02:12.631 --> 02:20.196 [SPEAKER_00]: How many questions were asked, what kind of questions open ended, closed ended to the salesperson try to at least address the needs? 02:20.436 --> 02:21.537 [SPEAKER_00]: It depends on the prompts. 02:21.757 --> 02:24.199 [SPEAKER_00]: But have you had any experience with anything like that? 02:24.379 --> 02:26.360 [SPEAKER_00]: And what would be your advice? 02:26.441 --> 02:28.342 [SPEAKER_00]: The pitfalls, the pros, the cons, 02:28.662 --> 02:31.042 [SPEAKER_01]: I've got a client right now, this testing it at scale. 02:31.082 --> 02:31.963 [SPEAKER_01]: So there's a company. 02:32.003 --> 02:34.323 [SPEAKER_01]: They record every call and it uploads all the calls. 02:34.563 --> 02:36.523 [SPEAKER_01]: It's not working very well at scale. 02:36.784 --> 02:47.806 [SPEAKER_01]: The only way that it can work at scale is that they have to tell the AI, all of the keywords, everything they wanted to say, and sells as messy enough that with the consulted up-type of sale that doesn't really work. 02:48.046 --> 02:55.227 [SPEAKER_01]: If you're doing it in a small scale where you're pulling the transcripts and you're dropping into the chatGPT, and then you have a specific prompt that says, 02:55.527 --> 03:00.831 [SPEAKER_01]: Give me a ratio of open-in versus close-ended test that prompt and then it gives you an accurate answer. 03:00.992 --> 03:03.374 [SPEAKER_01]: I think it could be a really good tool for coaching. 03:03.474 --> 03:16.705 [SPEAKER_01]: That then it can get a little bit messy over more than, you know, handful of cells people, but we're it can help you and this is for all the leaders is let's just say that the cells call either on the phone or there in a virtual environment. 03:17.265 --> 03:25.387 [SPEAKER_01]: You can easily grab the transcripts, drop them in the chat GPT, and you can say, give me a highlight of all the times that you use this keyword. 03:25.527 --> 03:26.847 [SPEAKER_01]: How many times did they use this? 03:26.907 --> 03:28.608 [SPEAKER_01]: Or what type of questions did they ask? 03:28.708 --> 03:33.069 [SPEAKER_01]: I'm sitting here doing this blind, so I don't know what prompts you're using, but I would play around with the prompts. 03:33.229 --> 03:39.790 [SPEAKER_01]: That should be a really great place to begin a side-by-side or right along with someone. 03:39.950 --> 03:42.411 [SPEAKER_01]: When I say side-by-side, you're going to sit and watch the mix and calls. 03:42.771 --> 03:44.711 [SPEAKER_01]: Are you going to sit down and do a one-to-one with them? 03:47.232 --> 03:49.655 [SPEAKER_01]: You could also look at words you don't want to say. 03:49.775 --> 03:52.458 [SPEAKER_01]: You could have chat GPT do that for you as well. 03:52.858 --> 03:54.861 [SPEAKER_01]: You could also have chat GPT do a summary. 03:54.881 --> 03:55.982 [SPEAKER_01]: So I do this for podcast. 03:56.002 --> 03:57.684 [SPEAKER_01]: Like I'll just drop an audio transcript. 03:57.704 --> 04:00.507 [SPEAKER_01]: I'll say give me a summary of this conversation in bullet points. 04:01.027 --> 04:02.629 [SPEAKER_01]: And it'll just give you a quick summary. 04:02.809 --> 04:08.335 [SPEAKER_01]: I think from a coaching standpoint that it's a brilliant way to speed up. 04:09.016 --> 04:19.642 [SPEAKER_01]: your ability to become aware of the sales behaviors, the key thing, as you begin to perfect those prompts, build a prompt library and then play with them to see if you get different answers. 04:19.722 --> 04:24.445 [SPEAKER_01]: The pitfall is everybody's figuring out that the software company just want to say to the software. 04:24.765 --> 04:34.370 [SPEAKER_01]: But when you really get into it, is it really creating something that allows you to coach and I've got insanely mixed results with my clients. 04:34.410 --> 04:36.091 [SPEAKER_01]: I don't have anybody going down. 04:36.111 --> 04:36.971 [SPEAKER_01]: This is a home run. 04:36.991 --> 04:38.012 [SPEAKER_01]: They've knocked it out of the park. 04:38.052 --> 04:40.493 [SPEAKER_01]: But I think the way you're doing it is brilliant. 04:40.733 --> 04:41.713 [SPEAKER_01]: I got to go play with that. 04:41.813 --> 04:44.715 [SPEAKER_00]: It's experimental and the secret sauce is the prompts. 04:44.975 --> 04:45.135 [SPEAKER_00]: Yeah. 04:45.255 --> 04:48.317 [SPEAKER_00]: And if you don't get the result that you want, you change the prompts. 04:48.597 --> 04:48.757 [SPEAKER_00]: Yeah. 04:48.857 --> 04:49.817 [SPEAKER_00]: And that's the cool thing. 04:49.877 --> 04:53.019 [SPEAKER_00]: And you can keep changing them until you get the result that you want. 04:53.139 --> 04:55.420 [SPEAKER_00]: And you can even ask the AI to tell you a better prompt. 04:55.880 --> 04:56.180 [SPEAKER_00]: Thanks. 04:56.480 --> 04:58.700 [SPEAKER_02]: This is a question about Greg who couldn't be here in Jeb. 04:58.740 --> 05:03.681 [SPEAKER_02]: How do I create urgency to sharpen the sales sol and hone their skills from my two senior successful reps? 05:03.721 --> 05:05.822 [SPEAKER_02]: There seems to be a lack of desire to do so. 05:06.022 --> 05:09.743 [SPEAKER_01]: Got someone who's been selling for a long time, they're pretty successful, and they get complacent. 05:10.163 --> 05:17.985 [SPEAKER_01]: That's the conversation I had earlier with a large stalker company who said, we got all these enterprise reps and they're all complacent and they're not chasing new opportunities. 05:18.105 --> 05:19.385 [SPEAKER_01]: There's a couple of ways you look at it. 05:19.785 --> 05:23.327 [SPEAKER_01]: One way to look at it is are they successful at what they're doing. 05:23.407 --> 05:26.388 [SPEAKER_01]: In other words, you gave them a quota and they were achieving their quota. 05:26.628 --> 05:32.171 [SPEAKER_01]: And you look at them and go, they're not really honing their skills, but somehow another they're making their number every single year. 05:32.391 --> 05:36.053 [SPEAKER_01]: In some cases, you got to think, am I wasting my time in energy? 05:36.353 --> 05:42.636 [SPEAKER_01]: Trying to get someone to believe the same thing I believe when they're actually doing exactly what I asked them to do. 05:42.856 --> 05:45.277 [SPEAKER_01]: Sometimes what happens is we get attached to their potential. 05:45.297 --> 05:49.139 [SPEAKER_01]: We want them to be excited about growing and developing, but they just don't want to. 05:49.299 --> 05:53.422 [SPEAKER_01]: We were talking to a company, a small sales team about a team, hobbling sales group university. 05:53.502 --> 05:57.145 [SPEAKER_01]: And they were telling us about their sales people, same thing, they went on to invest in themselves. 05:57.306 --> 06:00.889 [SPEAKER_01]: They were, I call them, crusty old sales people that have been around for a long time. 06:00.989 --> 06:02.630 [SPEAKER_01]: And they're like, hey, they don't like learning anything. 06:02.770 --> 06:05.272 [SPEAKER_01]: And I said, this is not the right solution for you. 06:05.292 --> 06:06.353 [SPEAKER_01]: I mean, I really appreciate you. 06:06.453 --> 06:10.356 [SPEAKER_01]: I'd love to have your money, but your people aren't going to use it, because they don't want to use it. 06:10.537 --> 06:13.439 [SPEAKER_01]: And we're not going to be able to motivate them somehow and to using it. 06:13.639 --> 06:16.220 [SPEAKER_01]: Second answer is if they're not hitting their numbers, right? 06:16.260 --> 06:27.285 [SPEAKER_01]: Are they're being inconsistent with the numbers or if you see there's a major change coming and they're not going to be able to get over that hump, that's when you can need to sit down with them and have a transparent conversation. 06:27.525 --> 06:31.847 [SPEAKER_01]: The world has changed, you've changed these have changed and we need to start changing as well. 06:32.307 --> 06:36.349 [SPEAKER_01]: And I want to understand you what your goals are, what you want, what you're trying to accomplish. 06:36.569 --> 06:41.033 [SPEAKER_01]: And always start there like, hey, we got a problem, things are changing, but I want to understand what you want. 06:41.233 --> 06:50.622 [SPEAKER_01]: Because sometimes what happens is we try to force training our development or professional growth down their throats versus saying, what is it that you want? 06:50.922 --> 06:59.710 [SPEAKER_01]: Engage them in a conversation, find out what they value, find out what their goals are, and then have them talk to you about what they would like as a professional development plan. 06:59.870 --> 07:06.295 [SPEAKER_01]: If it doesn't make a lot of sense to you and they're willing to step into it, praise them and let them do it, support it. 07:06.456 --> 07:10.559 [SPEAKER_01]: But work on a personal professional development plan for them that they're willing to buy into. 07:10.659 --> 07:17.525 [SPEAKER_01]: Because what happens in a lot of cases is once a person starts learning and doing things, then they're more likely to keep learning and doing things. 07:17.925 --> 07:29.254 [SPEAKER_01]: The third thing that I've done in my career, this really helped me with the crusty mature, been around for a long time, salesperson, because they kind of my trains are like, I've been to a dozen of these things and I'll stop, blah, blah, blah, blah. 07:29.574 --> 07:33.437 [SPEAKER_01]: And I know how to turn them around, because I go, cool, you know a lot of stuff. 07:34.478 --> 07:35.658 [SPEAKER_01]: Come up here and help me teach it. 07:35.738 --> 07:36.439 [SPEAKER_01]: That's what you do. 07:36.479 --> 07:37.499 [SPEAKER_01]: You have a sales meeting. 07:37.599 --> 07:39.239 [SPEAKER_01]: You say, I need your help with this. 07:39.299 --> 07:43.440 [SPEAKER_01]: Can you do some research and find out some information and teach this for me? 07:43.660 --> 07:45.821 [SPEAKER_01]: And what you'll find is that they like to do that. 07:46.161 --> 07:47.902 [SPEAKER_01]: And when they're teaching, they're learning. 07:48.282 --> 07:52.983 [SPEAKER_01]: So get them engaged in helping hold up your sales team sharing their wisdom. 07:53.243 --> 07:54.144 [SPEAKER_00]: play to their ego. 07:54.164 --> 07:55.365 [SPEAKER_01]: You're so super smart. 07:55.385 --> 07:56.025 [SPEAKER_01]: You're amazing. 07:56.305 --> 07:57.906 [SPEAKER_00]: Like you go to Salesforce conferences. 07:57.946 --> 07:59.588 [SPEAKER_00]: I bet you know a lot about Salesforce. 07:59.688 --> 08:03.210 [SPEAKER_00]: Could you walk our team through how you use it and they'll lean into it. 08:03.250 --> 08:07.053 [SPEAKER_01]: If they're failing and they won't lean into it, it's time to go get a new salesperson. 08:07.153 --> 08:08.514 [SPEAKER_01]: Figure out how to top grade that. 08:08.674 --> 08:12.337 [SPEAKER_01]: But those are the things that have worked for me and my career with the crusty salesperson. 08:12.717 --> 08:13.958 [SPEAKER_01]: It says I don't need to know anything. 08:21.845 --> 08:23.611 [UNKNOWN]: Thanks for watching!