Transcription
When I first signed up, I was a broken man. Emotionally, just completely and utterly broken. I'm a failure in all aspects. I was my number, which I was not hitting. I was a terrible father. I wasn't a very good husband because I was angry about not being able to hit this number. I didn't feel like I had the skill sets to get to where I needed to get to.
I said, "Okay, what does it look like if I lean all the way into this? What does it look like if I go through all of the coachings that Ian has in Untap Your Sales Potential?" I said to myself, I'm going to completely lean into this. I'm going to do a training a day. I'm also going to show up for the Wednesday coaching calls. I'm going to come to coaching hours. I'm going to have predict on every one of my deals. I'm going to act like I'm the client and I am actually trying to purchase this. What would I need to know? What do I need to show?
I hit my annual quota in Q3. Q3 of this year, I hit my annual quota. And so Q4, which I said to myself, hey, no one's ever done like $500,000 in a quarter. No one had ever done it here. I did it.
>> How do you feel about yourself now? Just the man you are standing here.
Um, so let's kick off. Uh, this is going to be fun, guys. So I'm going to introduce you. Um, Aeman is a corporate AE. He works at Aauna. His story is a little different. We got a lot of enterprise AES, but we do have mid-market folks and SMB folks in the in the room, too. And he actually has 4,000 accounts, which I was like, "Holy crap." 39 years old, four years married. He was a silver member, not a gold member, which also speaks to my heart because I put so much into silver program for two years. First year didn't really take it seriously. Second year really like went all in and started applying everything that he learned. His average deal size, what is it around 20k, 30k?
>> Yep. About like two million, two million on 20k average deal size, which is a lot, a lot of hustle, a lot of like deals. You're doing a lot of deals and your quota is 13, so basically over 150% of plan this quarter. He's going to do 750, which is 3 million on a deal size that is not like, "Oh, I sold two deals and I got to three million." So the, the work ethic and the consistency is huge. Doubled his income from 220k to 420k last year, which is huge to make over 400k in your role. And, um, he, he said, your words, is, "I had the faith of a mustard seed when I started, but I trusted the process."
So what I, what I'd love to do is like, I want to use this to for you to coach everyone. So maybe we'll spend, I, I'm gonna aim for 15 minutes of just like sharing your story and, you know, >> understanding. And then I really do want to, because your story is one of like discipline and application. The biggest thing that I, I got when I spoke to you is like, you've applied everything. And I promise you guys, if you do the things we teach in this program, it works, but it's not easy to do. It's all, it's a new way of working. It's a new way of thinking. So maybe just kind of share your story a little bit in terms of like, where you were at when you started the program and, and, um, you know, kind of give some context coming in.
>> Yeah, happy to help fill in there. So, hi everyone, He Alexander. Um, I actually started a program after leaving Salesforce. I was in a very, very like, very dark place at that time. Just to give you guys a little bit more context around it, while I was at Salesforce, um, it was, I started Salesforce in 2021. Um, in my son was born in 2022. Uh, May, he's born in August of that year. May of that year, my mother-in-law was diagnosed with a very rare throat cancer. Um, she ends up passing away, unfortunately, was transitioning two days prior to my son being born. So you can understand the lows of something like that, my wife, what she's dealing with, and then the highs of of us having our first kid together. Um, from a mental mindset standpoint, I'm a new dad. I'm trying to sell a product I had never really sold before. Um, I had come from ADP selling, you know, largely benefits and then selling a platform and a SAS and being a core AE at Salesforce. I didn't feel like I had the skill sets to get to where I needed to get to. Um, I was very much in a dark place at that time. She passes away. We're trying to raise our son. Fast forward, um, I leave Salesforce and I start at a sauna. That December, I'm ready to get going there. I feel like a new renewed energy, like, okay, I can start a fresh here. I can start a new here. I get to a sauna and our sales kickoff is in February. Um, and before, I want to say a week before our sales kickoff, I get a call from my stepbrother that tells me that my dad has just transitioned. And so I've lost two very, very important people. I have this very, very young son and now I need to go and sell this product and I need to get hit the ground running. So, while I'm at, I have to literally go to my, go to Miami to help kind of package up all of his stuff and then, and then I [snorts] immediately drove to Orlando where our sales kickoff was. So, imagine that. I'm not even processing what I'm going through in terms of the funeral, helping set that up, and then also starting this new role. Long story. So, those first two quarters at ASA were awful. Awful. I was not in the mental stage.
The program at this point, or you had >> I was in a program, in a program. >> You had joined and all this happened. So your head wasn't in a space to really focus on sales because you had a new baby and, you know, a new job and two passing of of your father and your mother-in-law all within the same like six-month period.
>> Yeah. So I remember speaking to, and shout out to Tanir, you know, when I first >> he's on the call, so you can, you can tell. When I first signed up, it's funny because Tanir and I connected a month ago and he's like, "You're in a completely different place now." Because when I spoke to Tan, I was a, I was a broken man.
>> Emotionally, just completely and utterly broken. And it's funny because I was talking to Ian before everyone joined. I said, you know, listen to Mike Sullivan's, you know, fireside chat. I said to myself, like, I've had that thought. I've thought to myself, "Would my family be better without me?" I'm a failure in all aspects. I was my number, which I was not hitting. I was a bad, I was a terrible father. I wasn't a very good husband because I was angry about not being able to hit this number, who, which I identified myself with at that point in time. So those >> first two months, uh, first two quarters at ASA were horrible. I think I hit like 53% and 56%. I know because Q3 I was essentially going to be put on a plan.
>> Mhm. >> And I was put on a, a pseudo plan. It wasn't a formal plan. It was a plan to get you on a formal plan. And what happened in between that Q, I say Q2 to Q3, and what has carried me over is that like, I said, "Okay, what does it look like if I lean all the way into this? What does it look like if I go through all of the coachings that Ian has in Untap Your Sales Potential?" Even to the point where Ian has 68 books. I don't even know if you guys know this. There are 68 books that Ian recommends that he's like, "I read these things and it changed my life." The first book that helped me propel me was Think and Grow Rich. So, I'm reading Think and Grow Rich and thank you so much for introducing me to Napoleon Hill. He has completely and utterly changed my life.
>> That's amazing. He's amazing.
>> He really has. David Goggins, Double Down. You Can't Hurt Me. [clears throat] I said to myself, I'm going to completely lean into this. I'm going to do a training a day. I'm also going to show up for the Wednesday coaching calls. I'm going to come to coaching hours. I'm going to have predict on every one of my deals. I'm going to act like I'm the client and I am actually trying to purchase this. What would I need to know? What do I need to show? And I remember one of the calls that we were on from, from a team perspective, and Ian was like, "You guys got to shift your mindset. Stop selling and show up for as for service for your clients." I said, "What would that look like if I started to do that?" And so I started to show up as for service for my clients and I started to lean into that. And what came out of that, just to give you guys a better understanding of what the results look like. So Q3 ends, we hit 100%. We're like, great. Q4 comes around and there are like president club winners on my team at this point in time.
>> Mhm. >> I completely destroyed them. I'm 140% of plan in that, in that Q4. That carried over into this year. So Q1, get new books. Q, Q1, Q2, number one in the rank. Number one on the rank. I hit my annual quota in Q3.
>> Q3 of this year, I hit my annual quota. And so Q4, >> which I said to myself, hey, no one's ever done like $500,000 in a quarter. No one had ever done that here. I did it.
>> So I said, what can I do on Q4? So I set a goal of 750, of which I'm almost there. I just got off a call with a client right now and hopefully got another call later today and hopefully we can help get this over the line so we can get to that number. Um, and then I ended up closing one of the largest deals in this segment. And I want to give you guys an understanding of what my mindset was at this time. I closed the largest deal in this segment. The largest. And you know what I was doing at that time? I was making champagne risotto for my family. And I was wondering to myself, how much broth do I need to add to this risotto? Because never believe the recipe. It always takes longer than it really says on there. And my sales manager calls me, texts me, and he's blowing me up, calling me like, "Yo, you just, this, they just signed." And I'm like, I'm like, "Okay, great. Wonderful." Because through Ian, I found stoicism. And I know I had done everything I needed to for that deal. So whether they closed or not, it meant nothing to me at that point in time.
>> So let's, let's talk about two things. Um, one, you, you kind of glossed over it, but you said, "I started to serve. I started to have a service mindset, like I'm, I'm here to serve." Tell me kind of what the difference was for you in terms of how you interacted when you were, call it a sales mindset versus a service mindset. What does that mean for people that are wondering?
>> From a sales mindset, I feel like we are much more using like bludgeoning our clients to try and buy this product. "You need to buy this product. Look at all these awesome features. Look at all these things that this thing does." Who cares?
>> Why do When I started to show up for service, I changed my mindset of like, "Wait, why is the organization buying this? And why are you buying this? What are you standing to gain out of this? And how can I help you?" And when I started leaning in more into that, it started unc, started uncovering, and my clients started opening up so much more that deals just started to close themselves, to be very honest with you.
>> So, you were more curious in terms of like trying to understand their motivation.
>> Yeah. Way more. Was it more conversational and less presentations? What does that look like in >> Oh, for sure. Way more conversational. I know that this probably sounds really corny, but that really, really large deal I closed was that guy and I, his name is Howie. Like, we text often. Um, his kid does travel baseball, and so he tells me often about places that he's at. And like, again, like I'm on text with this guy, like this is, and with most of my clients, we, I can pick the phone up and just call them and say, "Hey, where are we with this and where do we need to get to in order to get this done?"
>> I love it. So that was the first thing. So you just started. Was there something that shifted in that like Q2 to Q3 period where you just said, you know, from 53, like you said, "I'm, I'm committed." Did something happen or what, what was the aha moment that made you like really >> I mean, the plan itself, and it, the plan because I was just like, "I'm dealing with this hurt, trying to understand how to position this product properly, and now I'm on this plan." And I said to myself, "Well, who do I want to be? And who do I want to show up as on a day-to-day basis?" So, um, it was one of the exercises we did. We had, you made us write a, a mission statement. And if you guys would allow me to, I'll read my mission statement to you really quickly because I feel like this is what really helped ground me and to, I guess, who I become right now. So, it starts out with, "I wake up every day with purpose, not just to succeed, but to become the man my wife, my son, and my family can be proud of. I'm their rock, unwavering, present, and dependable. I honor the legacy of my grandmother and father by living with integrity, courage, and drive, knowing they're still watching, still guiding. I'm not average, I'm more than enough. I'm disciplined. I'm fearless. I am confident without ego. Every conversation I have, every challenge I face is shaping me into the best version of myself. A leader, a provider, an example for my son. Sales is a vehicle not just for income, but for impact. It gives me the freedom to give my family the life they deserve, to take my wife on a five-star Italian vacation, and to show Ryan, my son, what's possible when you never doubt yourself. My values are rooted in growth and unconditional love. I don't shrink in the face of fear. I rise. I do this for I do this for them. I do this for me. I refuse to waste this life and I say, 'Let's get after it.'"
>> It's beautiful, man.
>> Yeah. It gets me every time because it just like, it just brings me back to like, "Dude, why are we doing this?"
>> You know? So once I'm like grounded in that, I don't think there's like anything that can stop me. There's nothing that's too hard, too difficult, you know, for me in that day.
>> How do you feel about yourself now? Just the man you are standing here today.
>> Work in progress. But I, you know, I like to think that I'm a pretty good dad. I'm a pretty good husband, you know, like those are the things that really, really like matter to me. I sell software to help my clients just save time so that they can spend more time with their family, their loved ones, and do things outside of work.
>> That's fire. [laughter]
>> I'm serious, you guys. So, so do you see how I want everyone just to like soak that in. Do you see how he thought about selling software?
>> Yeah. I want to help save time so my clients can spend more time with their families and their love. I haven't heard that before. I love that.
>> Yeah, I tell every one of my clients that, like, that's why we're here. That's why we're doing it. Like, there are KPIs that you guys need to hit, and we can show you how you can get there. But like, ultimately, what's the motivation and what's the drive for you? Like, how much time are you spending on this?
>> So >> yeah, I think, I think that's the biggest thing. I mean, I, if I could only teach this, I would because it's so important, but you genuinely have to care. You have to care about your clients.
>> I care about everyone in this program >> to that degree, like that. We obsess about it. Isaac cares, [laughter] >> you know, Tan Beer, because we, we want, you guys are paying good money, a lot of money, and we want to make sure your life changes because of this program. And you want your clients to have their lives change because of, you know, what you're helping them achieve. So, it's, it's really, you have to care more about helping your clients, you know, than you do about helping yourself. It, it's so, it's so counterintuitive, but that's what service, um, service selling is. Isaac, if you don't mind putting in the chat just from inward to outward selling. Um, I, I, that video that I made because it's, um, it is the thing. If you just care, you're gonna not try and pitch, you're not gonna try and impress, you're not gonna, you're just gonna have conversations. And when you just have conversations, you sell way better because you're humanizing the interaction. Because >> the truth is that AI now and and any research the client does can tell you everything about the product or the features or the top vendors or what to do. But ultimately, you know, people still buy from people. And, and if they know that you're out to help them and you just show up and have a conversation versus the person who's pitching, that is going to um, land deeply. Uh, I want to also ask you, what you did before we open it up to the group. There's a lot, you did, um, a lot. Holy. But I, I, I want to start with two things. I want to ask first, like, what was your consumption of the program? Like, because there's a lot of silver members, a lot of gold members, and people always say, "Well, I don't know how to get the most out of this program." So maybe you can give some guidance on when you really went all in, how were you consuming the, the, the program resources? What did that look like?
>> Yeah. So I was going to the office like two days a week. Um, and so to be, I said it before, right? Before I was sporadic at, at say the least. I had not gone through any of the recordings. I hadn't, um, I would show up to maybe one group call maybe a month and I'd be like, late, and I wasn't like, you know, so I, I went from that to like, "I'm going to do a recording a day."
>> And I, I, like went through it like two or three times because the whole course >> So you went through the portal, you went through all the Kajjabi content. Okay. Did you do the bonus modules too, like cracking the code for executive engagement and PS?
>> Yes. I found all of your books. Of course, I went through all of that.
>> Okay. So, you went through the workbooks, the Kajjabi portal, and the bonus module. So, keep in mind, guys, this is, this is >> I don't know, at least 50 hours of of training with those. They've been. But, but, but Mike said it on his fireside chat. I mean, you're, you're training yourself like you're working out. You don't just go to the gym one day and say, "Hey, I'm in shape right now." It has to be a consistent thing that you're doing. So, I built that into my day along with listening to the Daily Stoic. And just so you guys are aware, I know we probably, Isaac, shout out to Isaac, Adam, Coat, Chris, all a part of our weekly calls, aka our mastermind. Um, like I'm up at 4:15. I'm in the gym by 5:00 in the morning. I come home, I get my son ready, I get him ready for school, I take my wife to the train. By the time I get back, I listen to the Daily Stoic. I read one passage of Marcus Aurelius's meditations per week to really truly try to understand what Marcus was coming for and what message he's trying to convey to us. Um, read my weekly mission statement, my mission statement. I would literally throw on a recording, literally take notes on that on what Ian is teaching. Um, and then from there, yeah. So, my consumption in terms of the, of the program in itself was completely all in. And then you were going to the weekly, and then you started, you started going every week to the weekly calls with me.
>> Every week. I showed up every single week.
>> And then what about like off. And then you were in a 12-year group. What about office hours?
>> Office hours. Talk about deal rooms. Yeah. Yeah. Because I want to see what deals other people are working on and how they're positioning it and what they're saying, what challenges they're running into. Like, I wanted to become completely obsessed with this.
>> Yeah. Guys, I don't want to like, I don't want to minimize this. Yeah. It's a big investment of your time. But if you are wanting to make four, five, six, $700,000, you are literally developing the skill set and the mindset and the discipline to become the person who can do that. And that absolutely is how you, you don't come just by coming once in a while or half-assing it. You, you have to, you have to change who you are if you want to change your income. It's that simple. And the way the change you are starts with commitment to learning and growing and applying. So the last part I want to ask about before we open it up is the application. So you applied a lot. You mentioned the mission statement. You mentioned inward to outward selling and just having conversations. You mentioned process thinking. Can you just elaborate on process thinking a little bit with stoicism because that seems to be a big one for you.
>> Yeah. Yeah. So the way I look at it from a process perspective is that like, I'm way, and Ian talks about this all the time, is that like, I'm way more focused on my inputs than the outcomes of what those inputs are going to get. Right? If I show, like, how am I showing up for my clients, right? Am I listening to them? Right? That's one of the biggest things that I take into consideration. But at the end of the day, like >> when I look at the work that I'm doing, I feel like I'm doing good work. So what comes along with that is that like, I believe, faith of a mustard seed, great things are going to come on the other side of this if I do the right inputs. If I, and what are my RGA looking like today, right? Am I spending the time I need to? I created an ISO matrix to understand even from the 12-week year, what is super important urgent right now that I need to get involved with, and what's crap that I can just like offset and offboard to like other people within my organization to take care of for me, right? So I can focus my time and effort there. You, um, you put the inputs in and you trust that the results are going to come. And that, that's daily discipline instead of thinking about the results, right? You think about the results, the results won't come. You think about the inputs that lead to the results. Process thinking is focus on the activities that lead to the results you want rather than the results themselves.
So, so you applied that. You did 12-week year, you still do it. You're in the accountability group. Addition by subtraction is another big one you mentioned to me. What did you do there? What, what was subtracted?
>> You know what's crazy? I was in the gym the other day and someone said, there's a, heard overheard this in the conversation and then they would, it's like, as we go into the new year, they said, "In order to pick something up, you got to put something down."
>> That's right.
>> I want you guys to think about that. In order to pick something up, think your hands are so, is, are heavy. You're holding all this stuff, right? But you want to pick up something new, right? You want to be the best seller. You want to provide this life for your family. You want to pick that up. What are you going to put down in order to get there? So, one of the things I put down, I deleted every freaking social media thing that I have. I don't have any social media. Even to the point, I don't even go on LinkedIn like that because I feel like it's negatively affecting your brain waves seeing all these people rejoice.
>> It really is. It just takes your time away. It's just like an hour's gone in the morning. Instead of going on a run or, you know, meditating, now you, "Oh, I've been on my phone." It's like, >> Exactly. It got to a point in where when I'm in an office and I see account executives, cuz like they are just so trained now. Like they'll get off a call and what do they do? They immediately jump on their phone. They're just scrolling, scrolling, scrolling. I'm like, "You could be doing so much right now." I read a lot more now. I do a lot of audiobooks. I, I gave up a lot of podcasts that I listen to just to consume more audiobooks in there. You know, Napoleon Hill has a great book. It's like a series of books. Um, it's called The Laws of Success, right?
>> Yeah, I read that one.
>> Have you done Outwitting the Devil?
>> Yeah. So, that was the second book I read after Thinking, Think Rich. Like, really changed my life. But Outwitting the Devil, re, guys, if you haven't, you can pick it up. You can listen to the audiobook. You don't have to sit and read it.
>> Do it. Do it.
>> How the devil is gnarly. That's like my favorite Napoleon Hill book. Even just >> So you guys are aware, what we're talking about, Napoleon Hill is sitting there and having a conversation with the devil to say, like, "What are the things that you do to hold humans back from truly becoming who they can become?"
>> And he gives an entire game plan. And he was so ahead of his time. Just so you're aware of it.
>> He looked up to Henry Ford, Carnegie. Like, he ran in these circles with these men who, and these people who achieved such greatness, and they literally just pulled it from from the ether. They had a mastermind.
>> That's right.
>> Fires home.
>> And he talks about, "I would numb them out. I would have them consuming media so they didn't have to serve more. I would give them nicotine or addictive substances to be able to alter their state to the point where they couldn't just be like, literally it's like I would have them in a herd mentality where they would be angry together against the politicians." Like, it's like, "All, it's crazy."
>> Yeah.
>> It's, it's basically like the norms of society now. So, so fundamentally, I thought that was one of my, honestly, that book blew my mind.
>> That's a great book.
>> Um, so mindset, habits, right? So, you've applied stuff as well as anyone I've, I've met in this program. And then you talked about skills. So, you, you said, and then we'll get into, I want to open it for questions, but you said four skills. 80/20 rule, right? So, just rapid fire. 80/20. What is that?
>> Uh, um, 80% of your revenue is going to come from 20% of the accounts that you guys are working on right now. Huge book business for myself, right? I needed to pinpoint, understand like, what are these 20 accounts and how can I extrapolate it out the 80% of the revenue that I need in order to get to the number I need to get to. So that's first and foremost. Don't waste your time. Do not waste your time. Add up how much you want to make annually. Divide that by how many hours you're going to work this, this year, and come up with a number. Ian had us do that already and say, "Okay, how much, how much time am I wasting right now? How much money is this costing me?" Don't waste your time on accounts that are going to buy anything. Get to the, get to why.
>> Get to why. Prospecting discipline. You 50/50 touch points a day.
>> Ian thinks this is crazy, guys. Yeah.
>> I do. I do. 50 a day is insane. I don't even know how you would reach that many people. But talk about that.
>> Isaac and my accountability team knows this right here that like, and I'll come every single week. Every single week when I come in there, it's 250 touches I got to get this week. That it breaks down to 50 touches a day. That's mail. That's an email. That's a call. That's, you know, it's not. It's a meeting. That's not. I know it sounds like a lot, but when you get into the discipline of it, then like, I've always felt when I hit those 50 touches a day, 250 touches a week, great things happen. One, my pipeline just grew exponentially from there.
>> Um, but I was spending my time on the right things, I felt like.
>> Yeah. Yeah. Income planner, we can drop in. Isaac can drop that. Um, how many hours does it take to do 50 a day?
>> I try to, I block out like two hours a day. So, two hours of prospecting a day.
>> Two hours.
>> I love that rule for everyone. I mean, it's 25% of your time if you're working an 8-hour day, but it's, that's nothing happens without a meeting. And so many people are scared of prospecting. We could probably do a separate master class on that. But, um, next one you said is predict for all your big deals. Like, just tell people about predict and what, what you do with that.
>> I think predict is a way that I qualify every single deal that I can come out of that deal, out of that conversation, understand exactly why this company's buying it, why they're leaving, looking at my company, what key metrics they're looking to move from here, how do we get this deal done internally within their organization, where I feel a lot of AEs lack, what their timeline looks back, so we can walk that back so I can get to my forecast. I hit my forecast within 5%. I'm within 5% of what I'm forecasting at the beginning of the month because of that. And it's, it's predict has gotten such, become such a big thing in my process. And I've done so well here that like, I'm coaching strategic account executives on that, and their CEs on how to properly like qualify deals. When I go to meet with our CRO to talk about large deals and large bets that, that we're looking to have come in this quarter, I'm so confident in those conversations because of it.
>> I love it. And it's just like, why do you need to change? What's driving this? Who are the decision makers? Do we know what their process looks like for purchasing and what their budget approval process looks like? Do we know, uh, are they engaged? Right? Are they, they get back? Are we on text with them? That's the whole point is to be able to predict what deals you should invest your time and resource in and do that upfront. How early do you do predict when you when you meet with the >> It's my first call. We're going, we're, we're starting to fill that out on the first call. I'm going to extrapolate as much information, guys.
>> First, when you're first impressions are lasting impressions. So when I first meet with them, they're going to give me as much information as I can as they can sometimes because they're in a desperate state. We're having this conversation for a reason. So I'm going to extrapolate as much of that to fill out that predict as I can on that first call. It'll also help your conversation flow. And for people who are, um, you know, for people who don't use it, I just put it in in the chat, but it's basically a way to qualify which deals are most likely to close. And if you can answer those questions right with certainty, those deals have a very high, very high likelihood of closing when, when they have a strong reason, when you've done a business case, when you, um, have quantified the value, when you know the cost of staying the same is, you know, is significant versus the investment changing.
>> Love that question. Actually, a lot of new hires will hear me on calls when I'm in the office and go, "We love that question." Like, I always ask my clients, "What happens if you do nothing at all? What does that mean to you?" And I just sit and let the silence sit there, and they will always jump in and be like, "It'll mean this, this, this for our business. It'll mean this for me."
>> Yeah.
>> Gets emotional, gets them thinking. And the last piece is coaching to buy software. Coaching to buy software. So you said you coach them on how to buy because a lot of people don't know how to buy. What is that? What does that look like?
>> So when I was at Salesforce, I was a part of the new logo motion, which is that was a very tough motion, I'm telling you. And as a person who hadn't sold software before, I didn't understand the mechanisms of what it took to actually buy software.
>> So when I'm actually meeting with my clients, when I'm wrapping up that first call, I walk them through what the process is going to look like moving forward. So much so that like, I'm actually coaching them because no other AEs are doing that. No one's walking them through the buying process >> of what it should look like for them to buy software. And I always pause when I present that slide to them. And I say, "Is there anything you would add or change to this in terms of how you guys buy software before?"
>> And most people are embarrassed. They're not going to say, "Oh, I don't really buy software that often."
>> So, they're typically like, "No, this looks actually perfect." And I always say, especially when I'm in competitive situations.
>> "If Great. So, now you understand this. If any other account executives tries to deviate from this, I want you to pull them back on track to make sure that they're doing things the way that we're doing things. So, you're seeing true value. And when you're in that, when I'm in that mode right there, I'm in the driver's seat right now. This is deal."
>> Can you show this screen where you kind of show what the process looks like that you share with me?
>> Yeah. >> It's a one-pager. It's just super simple, but it's just like communicating expectations that here's what's going to happen. There's so much like certainty for clients when you tell them, "Here's how it's going to go," that, um, that really gives them like assurance that you know what you're doing.
>> Yeah. Let me show this real quick to you guys. And again, this is, I know Ian is talking about this, but this is like super simple. Super simple. You have a kick-off call where we're doing predict. Our discovery call is where we'll do a reverse demo of what they're actually doing and how they're working now. And I have my SC on that. We get to the technology demonstration, and I always say, when you get the technology demonstration, it should feel like Christmas day. "Hey, I asked Santa for this. Santa bought me exactly what I needed and what I wanted because I asked for this. There's no surprises there." Everyone knows what they're getting out of this. Between, and then we have our proposal. Now, when you get your proposal, that can include a business value case or business case of that nature, but we'll talk about pricing and go through what that looks like. And if everything makes sense, and we have our go-live date. I pause, say, "Based on this, is there anything that you would change in terms of how you typically bought software in the past?"
>> So simple. Really is.
>> It really is. You could stop sharing it. It, it's, guys, it's not rocket science. [snorts] That's why I like your story. It's like the right mindset, focus on the inputs, know your why, you know, and anchor to your mission statement, trust the process, serve, have conversations, be strategic with your time, subtract things that aren't serving you, have accountability and and people to support you with 12-week year. Focus on the biggest clients. Be consistent with prospecting. Qualify religiously with predict and teach customers how to buy and set the expectations. I mean, you, you have applied everything we teach. I mean, all the, at least the most important things. And, and I, I just want to commend you. Um, sorry, I, I broke my promise. I thought it would be like 20 minutes. It's 35 minutes now. I just, I want everyone to like know what he's doing in case you guys don't ask. So that's why I went through everything. Um, because it works. These are all things that we teach in detail in the program. So let's open it up. We got 25 minutes. I'd love for everyone here to like get some wisdom, um, and, and coaching, uh, from the man himself. So Joel, you can, uh, you can take us away.
>> Yeah. So I appreciate everything that you've talked about so far in terms of knowing loss and having that effective mindset and your, your daily motion, you know, was experiencing loss last year. But my question for you is, you're applying a lot of concepts that are on an enterprise level into a mid-market space. And you mentioned, or Ian mentioned, how you had over 4,000 accounts and you're doing 50 touches a day. My question for you is, how do you scale outreach? You know, continue to be timely, relevant, and valuable on a, a level where you're reaching out to a lot of people and not letting quality get lost in the volume.
>> Yeah, that's a great question, Joel, and I hear you. Um, we actually have great tools here at ASA. So, we, one of them is, uh, Pocus, which pulls from our accounts and kind of has like plays that we can kind of do and we can kind of tweak, tweak them from there. Um, and then we have Outreach, too. So, I can like keep track of where I'm at in terms of an outreach to a particular client and understand what the messaging looks like from there. So, from a scaling perspective, that's what I, that's what I utilize.
>> And quick follow-up, and this will be it, and someone else can go. Are there any sort of intent signals or anything that you use to, you know, sort of strike up a conversation or just things that you leverage besides the tool set in terms of, you know, finding messaging that you think is attractive to, you know, certain prospects?
>> Yeah, that's a great question. So, when we were talking about the 80/20 rule and 20% of those clients essentially going to give me 80% of my revenue, like I put them all on Google Alerts. So, if like a Google Alert comes up and it's like, "Oh, so and so, we have a new CRO or whoever's changed jobs." Immediately reaching out to them and picking the phone up and calling them. Um, but like most of you guys have renewals that come into your, in your book of business. Like that's another opportunity to to reach out to a client. Um, changing of a billing owner. It's a lot of different reasons why you can reach out to them to say, "Hey, I see that you have done X, Y, or Z. Would love to get some time on your calendar to discuss better with you." And I think one of the leading things that's helped me this year is that like, most clients don't have an AI strategy. And we have a really robust AI offering here at ASA. So I'm always eager to have conversations with them about, "What is your AI strategy? How are you thinking about implementing that?" And that, that's a, I don't know. I just gave you guys a free way to book so many meetings. It's crazy.
>> So on that note, you, you mentioned 50 a day. What, what, how many, um, of those touch points are phone, like picking up and calling them?
>> Oh, that's a great question. You got to do 50 calls a week. Okay. That's it.
>> So, you're doing about 40 emails or LinkedIn messages and then 10, 10 calls. So, 50. I like 50 calls a week. I really like that.
>> 50 calls.
>> And how many people pick up out of the 50?
>> That's a great question. You're looking at like a, you, I'm batting right now at a 50% clip. 50% of those people are going to pick up the phone. Some.
>> Yeah.
>> No.
>> Yes.
>> That's super high. Where do you get their cell phones?
>> We pull in, again, we have Outreach. So Outreach will scrub and then pull in their information, information from LinkedIn, from other various web places, and pulls their number right into there.
>> So it's pretty accurate.
>> Craving human interaction, guys.
>> Yeah.
>> They're craving it. If you get them on a phone, they want to talk to someone. They don't want to just receive an email.
>> And when you talk to, when you get them on the phone, That's insane, dude. That's really high. Um, when you get them on the phone, do you reference the, the note you sent? Do you send an email first or >> Call? I start off my calls all the same way. "Hi, this is He Alexander. Um, typically I'll say, I always say, 'I'm your, I'm your assigned account manager.'" Even if they're not a paying client, I'm your assigned account manager. "I hope I haven't caught you at a bad time."
>> And I pause, and they'll say, "No, no, no. But if you allow me 30 seconds to explain why I'm calling, I can explain that." Pause. They'll tell you whether or not this is a good time. If it's not, great. Give me a call back at this time right here. Or, "Yes, why are you calling?" "Hey, since you're a note over regarding X, Y, or Z, wanted to get your thoughts on this and see if we can have some time to go a little bit more in depth. I know most teams are struggling with this, this, and this. Are you experiencing the same thing?"
>> I don't think that's it's that is not sophisticated. I'm sorry.
>> But you do. You're doing it. It's not that it's sophisticated. You're doing it like the way that it rolled off just tells me how often you do it. You, you didn't blink or hesitate, but like that warms it up. It's not like it doesn't need to be hyper-personalized because your volume. You're not going to hyper-personalize every outreach like you would when I'm, cuz I'm teaching like POV development. I'm teaching big, big deals. But you know the problems they're facing. You send them a specific note. When you send the note, is the same note to everyone or do you tailor it?
>> No, I tailor it. I mean, come on. When you have Chat GPT, I can tailor it and find. I literally use Ask. I literally build it, especially for my big bets.
>> Like I have built out POVs for all of them.
>> Good. Good.
>> So I can >> You're doing it at scale. That's the thing. Like I want, like, because a lot of people think, "Oh, I can't do this at scale," or it doesn't. But like AI does allow you to do it at scale. And tools like Outreach that you know, automate the, the sending of of these, um, emails at least, and the follow-up notifications for you to call and actually follow up are, are, are built for scale. So I, I think that is a myth in a sense that you can't do this at scale. You certainly can. You certainly >> There's two questions that came in via chat. Okay, let, let's, uh, let's take William first before the, the chat, because again, I, I'm, I'm loving that you're [laughter] I think this is so different than some of
The calls because your territory is big. Uh, Will, you got your hand. Yeah, thanks so much for your time. This, I'm literally on my third page of notes right now. This is gold. Um, I also have over 4,000 accounts. I'm at Salesforce. So there's kind of this, and I'm a specialist seller. So I have this initial touch point of having to, uh, align with the core teams before reaching out to customers. Um, as you're qualifying these opportunities, it's, and maybe this is like more of a Salesforce related issue. I'm having a trouble kind of like backing out of like a discovery where there is some of those touch points, but it's maybe not as qualified of a lead as it should be. How do you kind of like deprioritize those contacts that you've already made, especially if I'm also managing these core relationships where I have basically begged them to get me in front of the client and now it's like, oh, actually, this isn't a great opportunity now that I've sourced it out a little.
>> Yeah. Yeah, I used to be a core AE. So like, I understand exactly like, cuz you're like, don't touch my accounts. These are my accounts and I need it's like, you want to get paid and I get paid. Like, if you have a, if you have an opportunity to, to, to connect with that client and there's a buying signal window there, like, why not lean into it? I'd rather be like, hey, I'd rather ask for forgiveness than ask for permission at that point. But that's the way I would kind of look at it from your standpoint, especially if you have solid enough reason of why you're reaching out to this client.
>> Right. I guess to clarify my question, like, if you're doing, you know, 50 touches a day, 50% pickup rate on phone calls, like, you're building a strong pipeline, you have to qualify those opportunities along the way. How are you, when a qual, when an opportunity is not qualified, how are you, you know, they picked up the phone, there's some initial interest, but they're not actually worth your time? You said like, protect your time. How do you message to the client and or message to the core team that this is not worth your time while still maintaining a solid relationship in case it does become later?
>> Yeah. Yeah. Yeah. It could be because timing could be off. It could be a lot of factors. And I think that's a really great question is that the way I look at it from my, from my vantage point is that like, I try to fill out predict as much as I can in terms of qualifying those opportunities. And if I have a good enough business case or reason of why or what is the status quo of them keeping the status quo, then I'll lean in more to it. But if I don't, then you can always say, "Hey, I feel like we're all here, here, and here." Um, happy to have this conversation with you in terms of this at a later time. Do you think that makes sense and kind of put it back on the client from there?
>> I love that. Okay. So, you're just being super transparent both with the client and with the customer so that if this criteria changes, then let's, let's regroup. But until then, let's, you know, let's punt until there's a little bit more urgency.
>> Exactly. And I always like appreciate you for not wasting their time.
>> Perfect. Thanks so much.
>> You're welcome. Do you, um, I'm assuming you want to get them off the phone quickly if there's any interest and then you just get the meeting. That's the right way to do it. Okay. You're not trying to qualify on the phone. You're trying to get a meeting on the phone to be clear when you're prospecting.
>> I want to get a meeting so I can properly >> see them qualify this deal and see if this, there is, there is this worth me pursuing.
>> Do not qualify on the phone. You guys, if there's any interest on the phone, >> sounds like there's some good interest. You have some time when you know, we're focused. We're both focused. We really go deeper, right? So, it's >> that and if they still want to talk and learn more, give them a little bit, but keep going back. We're not here to like go through, go through a full discovery.
>> Yeah, just bait them in and keep it moving. Yeah.
>> Let's go. Um, next question. A couple in the chat. What are your thoughts on voicemails and voice notes when they don't pick up?
>> I learned this when I was at ADP. Uh, a voice note or a voice message is another touch. So, do it. Get good at it. Be okay with it.
>> I did that every time. I just do a text voice note. That's what I do because they, it disappears. You can see it. I, I've said that you can leave a voicemail. You want to leave something, but voicemails just don't get opened as much as text messages do. I still have like a big backlog of voicemails. Um, how many, how many hours do you work? What is your work?
>> Great. I have, I start at 8:30. I, and I have to pick my, my wife if she takes a train into the city. Um, she's usually on a 5:45 train. I need to pick up my son by like 5:00, um, before we head over there. So, 8:30, I take like a 30 minute, actually, I do take like a 30 minute lunch sometimes. I, I put that into my calendar moving forward and then I try to go for a walk, you know.
>> So, 8 hour, about an 8 hour day.
>> Yeah. Eight hours. Yeah.
>> 8:30 to 5 minus the lunch is is eight hours.
>> Yeah. So, yeah, not working 10, 12 hours. You don't need to do that if you're doing the right things.
>> You absolutely don't. I wouldn't advise you to work more than eight hours, frankly. I mean, it's like you're inefficient if you're working that much. Um, congrats on the success. May have missed this, but deals. How many? How many deals?
>> Oh my god. Oh my god. A lot. How many deals did you close?
>> I closed a lot.
>> I, yeah, I closed a lot of deals. I would love to give you like an accurate, Oh my god. I, I will probably come back to you guys with a more accurate number. How many deals I close? I got to the point where I closed so many deals that like,
>> What about per month? Like average per month.
>> Uh,
>> About eight deals a month.
>> About eight deals. No, north to that. Probably. Yeah, probably a little north to that, you know, 10, 12 deals a month. Something along those lines.
>> So, it's probably closer to 15k average deal.
>> So, yeah, it's that's probably what it comes in at. But I got so good at it and utilizing all this stuff that like, if I was in a competitive situation, I lost a deal. I would be perplexed of why I lost that deal. I would really ask a client afterwards like to really, it's usually when it's a group setting that I would lose a deal when like too many people, too many cooks in the kitchen type of thing. But I always want to understand like, why did I lose that deal and how can I improve moving forward and I learned a lot, lot of valuable lessons by failing. So, yeah.
>> Let's get some more questions, guys. We, we got a, we got a golden opportunity here to like, really go deep on so many things, you know, program, application, prospecting, mindset, habits, all of it. I mean, you implemented all of it. So, Jacob.
>> Yeah, this has been super helpful. Thanks for your time. Uh, I guess my questions around RGAs and then making those emails and dials like closing that, you know, amount of business in a month. I'm sure you're dragged into a lot of meetings. So,
>> Yeah.
>> Is a day like, "Okay, I made five dials. I can't make the rest. I have to go pick up my wife." Like, do you backload it or?
>> Okay, if you didn't, if you made five dials and you only had five touches that day, your next day is like 95. How you going to get there? Like, Isaac knows cuz every single week I would show up to accountability thing, it was always 250. And how did I progress on the 250? And as I started to get into emotion of like, I'm selling a lot of deals, like, I'm in a lot of processes, it's like, I have to be very strategic with my time also too and corner that off because like, I need to, I need to hit the front end of this. I need to feed the beast. I have to feed the beast. If I don't,
>> And these deals start to fall out, I'm going to be in a bad place. I really don't want to be there. I, um, I love it and and I, I just like, um, just, I don't know, something about the silver, the silver application has been huge for you because we got Fallon on, we got, you know, I think Adam just upgraded. But, um, you're, you're, you're really leveraging a lot of the group like that 12-week convention, the 12-week year accountability group and that, you know,
>> My mastermind.
>> That's so, that's so important. We set up these things. Isaac set up these things so that you guys have each for accountability and, you know, you've taken advantage of that. Um, Fallon, uh, I just got your midway survey that was good, good to read and you said it was life-changing too. So, I'm so, I appreciate. I do read those things. So, um, what's your, uh, what's your question?
>> Well, um, I'm, I'm glad it got to you, Ian. And I was really excited, um, which, and I'm not typically excited to fill out surveys, but I was with that one just because of the amount of impact this program, um, has had for, you know, obvious reasons, right? But the, like, I cannot write fast enough to keep up with all of these, um, gems and this, um, excellent, um, information that's being dropped. And what I love about this is that, um, is we're into tactical stuff too, including how to get the most out of the program. And like Ian mentioned, like, I'm, I'm a silver member, um, would like to be able to, um, upgrade to, to gold, um, at some point, but this makes me feel like, okay, well, I can, like, I can >> I know I can make change, but like, the, the path is even clearer, right? Just do, do the stuff. It's, it's >> it's not hard. It is, but it's not. It is, but it's not. So anyway, um, my actual questions are and I have two quick ones. One is, what's your, uh, the, the sales cycle typically for your, your product?
>> That's a great question. Right. So I get this question often. People are like, how quickly, like, can you turn things around? I mean, it's, I would say it's anywhere. It depends if it's a large enough deal. Like, I have a deal that's been like in a sales cycle for like eight months right now, but you can have some that can move a little bit quicker than that. Can be around a 60-day sales cycle or a 90-day sales cycle for that. So,
>> Um, it's typically, that's typically what it looks like. You'll have some quick hitters that come in like, I think everyone has those like, hey, it's a 30-day sales cycle, but like, that's few far in between. So, it's more like a 60 to 90 day sales cycle sometimes and it can stretch out all the way to eight months.
>> Okay. Just curious, my, um, what we're selling is like, uh, a year, right? So, but it still, it's still [clears throat] helpful that you can scale up or down. And my second question is, um, a couple of minutes ago, you mentioned like how your company has great tools that you, you use and you mention Pocus, which I had never heard of before. I just Googled it and and I'm thinking, okay, this looks awesome. Can you talk a little bit more about, uh, how impactful or not impactful it is in your day-to-day?
>> Yeah. Yeah. Because I have such a large volume of a book, right? So Pocus will go through and scrub through the book and utilize buying signals in there to say, "Hey, this play could be the play you should utilize for this particular contact on this particular account. All I need to do is go in and action that and then go ahead and utilize Outreach." One thing I will tell you is that like, that sounds super easy, but I'll pull up some AEs Pocus and like, you, you're supposed to get to like zero there. They'll have like 500 here, 400 here. Like, they're not, they're just not doing the work that, and they, they have the tools to make it that much more easier. So,
>> Yeah.
>> Thank you.
>> Got to leverage the tools and you're leveraging all of it. You're leveraging Predict, you're leveraging Ask Ian, Outreach, Pocus, like using,
>> And, and guys, this is not easy. You know why this is not easy is because we are human beings and we naturally resist discipline and we naturally resist structure. We naturally resist change. And you didn't. You got to a point where you're like, I'm on a PIP and you know, I paid all this money and I'm just going to try it. Look what's happened. Your life has changed and now you're proud of who you are and you don't have all these vices and habits. And it's totally like, why I, I, I wrote about this and I have a video coming out on on Tuesday about this exact topic is like, I want everyone in this program to feel proud of how they show up and the person they become. And that for me is like, you're, you're a shining example of what's possible when you put in the work and when you, when you apply what we teach and it's very reassuring as someone who's created a lot of this stuff to see people use it and get these results. So, I, I just, I love your story.
>> It was, um, it was actually a former member who put me on to Ian. Um, I had been at sales. I hadn't heard, I had heard about him, but I hadn't heard about Untap Your Sales Position. So, Cortez.
>> Yo, I literally sent a message to him the other day. I said, "Thank you so much for for introducing me to this. It completely changed my life. I'm a completely different person, completely different seller. Like, I can pick this up and go do this anywhere else. It would look the same exact way."
>> Yeah, this is so good. Uh, Shane.
>> Yeah, thanks so much. Really appreciate it. Um, two questions. First, if you wake up at 4:15, what time do you go to bed?
>> Yeah, great question. Um, I'm like an old man now. I'm in bed at like 9:00. I read. I try to read like 30 minutes a day. So, I'm in bed at 9:00. I'm from 9:00 to 9:30. You'll catch me reading. So, I'm, yeah, I just finished The Count of Monte Cristo. It's like a 1500 page book, but like,
>> Yeah.
>> Good. Good for you. Uh, my second question is, I love this idea of like Predict on the first call. Are you literally going through the call like all those questions on the first call and just trying to qualify that way? Like you just,
>> I'm trying to get as much as I can there. I want to, I mean, the, the, the first part of Predict is a problem. What are you looking to solve? Like, why are we even having this conversation? Why are we here today? No one that wakes up one day and goes, "I want to buy software as a service." No one does that. Like, get to the real why they're doing it. Why did they even pick your company? So I really hone in on on those questions. The other parts of that, and then obviously the business impact this is going to have for the organization is super important to me. So I'm trying to extrapolate as much of the Predict in terms of as I can from there to qualify this deal to help me understand whether or not this makes sense for me to even pursue moving forward.
>> Do you write it down in the Predict scorecard or do you just kind of have it conversationally where you've dialed it in and you, you,
>> In Asana, we utilize tasks in here. So I'll have the client up. Have an excerpt of the client who I'm meeting with and I'll have Predict there. All the questions right there and then we record all of our calls. So I'm having this conversation, conversation. I'm not writing down in front of them all these things because I, I want to be present and so then I will literally throw the transcript into ChatGPT and have GPT fill out the rest of the Predict for me. I've already asked these questions. Just fill this information out for me.
>> Awesome. Thank you.
>> Brilliant. Brilliant. And it's, it's, it's got to be conversational. It's just, just what, what problem are you trying to solve? What's the impact of that? How long has it gone? How does it impact your, your business and, and you personally? What,
>> What's your goal? What's your ideal? What does success look like for you in terms of your future state, right? And who else, right, is involved in this that we need to bring in. It's, it's very, very much about getting really good at having conversations about them and their business. And, and that's all Predict is. It's all about them, not about,
>> I don't talk. We don't leave that conversation talking about Asana. We're not talking about Asana right now. We're talking about you and why you're here.
>> Yeah. I want to make sure it's a good fit before we even talk about the program. We need to make sure that that's so important. Um, Adam's asking about work travel. Is that something that you have to?
>> Yeah, I actually am going to Utah, uh, next month for, really, we have this new product that we're trying to sell more AI product and I, this client had purchased a smaller version of it. So, yeah, I'm putting together a team to go head out there and have that much larger conversation.
>> What do you do when you're traveling and, and your, your metrics are impacted by, um,
>> Oh, man. My, my 50 touches, huh? Yeah.
>> Yeah.
>> Whenever I'm back, I try to make it up.
>> I try to make it up. I'm sorry. I'm manic about this. I'm manic about it. I might give myself like a, a minus 50. Like, if it's a Tuesday and I know I can't get it and I'm trying to make it up there, I will try to make it up. I'll give myself a mea culpa about that because, hey, you were doing an RGA, you weren't just wasting time.
>> It's awesome. I love it. And you're using all the tools for the efficiency, using the Outreach, using Ask Ian, using the Predict, using like that's a big part of it is like the technology will help you stay organized with the 50 and the follow-ups. How many, um, do you have any kind of like sequence of touch points where you stop after five emails or calls? Like, it's, I remember when I was at ADP, then I learned this is 12.
>> 12. 12. 12. You're hitting everyone up 12 times. So when you're hitting everyone up 12 times and you have that many accounts, you can imagine 250 is like very much.
>> That's what I'm saying is so doable when I'm trying to get to 12. It takes 12 times. They may brush me off the first couple of times. Don't give up after the first non-answer. Like, keep reaching out to them and see again, if there's value there, then like, keep going. Yeah, I literally did this with, um, with a client, Kellen. I don't know if Kellen's on the call. She was the first call and she's like, "I don't got a prospect. I don't know what, what to do." Um, and I, I went with her and we like literally built this out to to be a certain number of touch points because I'm like, "God, you cannot give up. It does not matter." So, we went through this might, this you might enjoy this because you probably have a million of these built out, but we went through and we built out day zero POV develop [laughter] day one, email one, right? Touch point two, email one, call one, email two, call two, LinkedIn DM only if they accept, day 11, email three, call three, email four. So we got to like 12 touch points and that, you didn't, I didn't talk to you before this, but that was the number we said to make sense. Seven emails, three calls, two LinkedIn, and it was like over, over a month. And that's one contact. So how are you going to multiply that by so many exact, so many top 20% of accounts and, and do it with organization? You can't unless you have systems to be able to remind you and execute some of that stuff. So,
>> Don't spray and pray, guys. It's not. You'll never get anywhere with that. You will never get super hyperfocused on those 20% of your accounts that are going to really pay you. The other ones are going to waste your time.
>> 100%. 100%. Um, I, uh, we're at, we're at time. That was fun. You guys. Uh, man, you're, you're just like very inspiring and, um, it just makes me happy to see you,
>> To see you so changed in terms of like who you've become for your family and for yourself and you're just so confident. It's like, hey guys, it's easy. You deserve all that credit, man. You, you put in the work and you've applied. So, it's, it's, I don't want anyone to think, oh, this is so simple. It's, it's simple, but it's not easy because you need to do the work and you need to have the discipline and you need to have the systems and you need to actually show up and and apply. A lot of people can consume our stuff, but people to go out and apply it and start doing and reading the mission statement and start really practicing stoicism and reading the books and cutting out all the that's not serving you is is where, where the, the change happens is when you start actually applying what you learn and you've, you've done a, a masterful job of application. And I'm, I'm so, I don't want to say proud, but like, it's, it's more just like, I'm, I'm really, it just makes me happy. It makes my heart happy to see you as this man, you know, you've become. And I think, um, this will be inspiring for a lot of people. I almost [laughter] I put it on YouTube and I think this would be something that a lot of,
>> But I tell you all the time, Ian, how important I think this is for us sales individuals. We deal with so much rejection and self-doubt and imposter syndrome and all these other things. And like, this can build you up to be the person you've always wanted to be. And I thank you so much for creating this, dude. For taking the time to actually go through, create this, to go through the pain that it took to say, I want to create this cuz I brought myself through this and I want other people to do that and I did that because of this. So,
>> The pain, the pain was all the, the pain that I endured before this program. The pain was like living in the shadows and struggling with addictive behaviors and missing quota. That was the pain that I didn't want other people to go through. And you went through your own pain and, and now look at you. So, it's, it's, it's my obligation to, to give back so other people don't have to experience how hard it is to feel like a failure to be attached to your number, right? Just like you felt. It's like, no more. So, I, you will never miss quota again. You will never, like, the way you're working and the systems and what you learned, you're, you're always going to be someone who is going to have a job and, and have a great opportunity. And I, I see massive things as you go up market and you start to go to, to commercial and enterprise, like, it's only going to get bigger because everything you're learning now, you took,
>> Strategic selling and you applied it in the mid-market space and that, that's not easy to do at scale and you did that. So for anyone who is like, well, I'm mid-market, this doesn't really work or SMB, no, it works. Tamir did the same damn thing. Tamber actually like applied a lot of the principles in SMB at Salesforce and crushed it. So, it does work as long as you're doing the 80/20 and you're really hyperfocused on the accounts that are going to, um, that are going to make you the most money and let go of everything else. So, I'll see you guys. Appreciate everybody coming to this. Hope you guys have a great weekend and, uh, we'll be in touch. All right. Take care.
>> Bye.
>> Bye.