1271: Pain Points for Prospects (& What to Do About Them) w/ Adam Springer

WEBVTT 1 00:00:05.599 --> 00:00:08.949 Welcome back to be tob growth. I'm looking lyles with sweet fish media. 2 00:00:09.230 --> 00:00:13.310 Today I'm joined by Adams bringer. He's the founder over at startup sales and 3 00:00:13.390 --> 00:00:16.149 the host of the startup sales podcast. Adam, welcome to the show. 4 00:00:16.149 --> 00:00:19.149 How's it going today? Man, I'm really excited. Thanks, Logan. 5 00:00:19.750 --> 00:00:24.500 Absolutely. We're going to be talking about better understanding your prospects, pain points 6 00:00:24.539 --> 00:00:28.500 and really what to do about that. Before we get into today's topic, 7 00:00:28.579 --> 00:00:30.899 though, Adam, give us a little bit of background, a little bit 8 00:00:30.899 --> 00:00:35.460 of context. Why is this something that you're so passionate about? and well, 9 00:00:35.659 --> 00:00:38.929 it kind of started a long time ago. You know, I've always 10 00:00:38.929 --> 00:00:44.210 been a salesperson my whole life, one of those lifer guys. But as 11 00:00:44.250 --> 00:00:49.049 soon as I kind of got into be to be and more complicated sales process, 12 00:00:50.119 --> 00:00:54.000 I started seeing like a lot of the mistakes that the companies were making, 13 00:00:54.039 --> 00:00:57.000 in the sales people are making. So I started to break it down 14 00:00:57.039 --> 00:01:00.759 and look for myself on how I can meet that quota and achieve it, 15 00:01:00.359 --> 00:01:06.069 and that's allowed me to like really break it down and see the patterns, 16 00:01:06.670 --> 00:01:10.310 and that's how I like got started and then since then I've I've actually been 17 00:01:10.349 --> 00:01:14.109 the first sales person for three different startups and and one of them's Unicorn, 18 00:01:14.150 --> 00:01:17.430 one of them's on its way and the other one is doing very successful. 19 00:01:17.829 --> 00:01:19.980 So that's how I kind of got going and why I really like this. 20 00:01:21.739 --> 00:01:25.260 Yeah, absolutely, Man. I for the last two years have been the 21 00:01:25.379 --> 00:01:27.739 first sales person in a fast growth company here at sweet fish, so I 22 00:01:27.780 --> 00:01:32.019 can definitely relate to that. was very new to me. For Ten years 23 00:01:32.099 --> 00:01:36.530 I was in sales in more established industry, more established company. So it's 24 00:01:36.730 --> 00:01:40.609 definitely a different ball of wax. So what you alluded to there is actually 25 00:01:40.609 --> 00:01:42.450 the first thing I kind of wanted to dig into. Is What is the 26 00:01:42.609 --> 00:01:49.359 problem that you've noticed in most sales processes when it comes to uncovering pain and 27 00:01:49.640 --> 00:01:55.079 then using that effectively to sell into the organization or the buyers perceived pain? 28 00:01:56.040 --> 00:02:00.599 Well, I think the biggest problem is the pain is ignored. A lot 29 00:02:00.680 --> 00:02:02.989 of companies just think that hey, we've got such a great product, people 30 00:02:02.989 --> 00:02:07.110 will buy it because it's so fantastic, and then that's not the case, 31 00:02:07.349 --> 00:02:09.710 and but that's how they sell it. They go to the demo, they 32 00:02:09.710 --> 00:02:14.909 go to the calls and all they talked about is how great their features are 33 00:02:15.030 --> 00:02:17.300 and all the benefits of it, but that's not how people buy, you 34 00:02:17.419 --> 00:02:21.620 know, it's it's kind of like if you're walking to a used car lot 35 00:02:21.860 --> 00:02:23.259 and the guy comes up to you, the car salesman comes out to you 36 00:02:23.300 --> 00:02:25.580 and just like, look at this car, it's got the cool radio. 37 00:02:25.699 --> 00:02:28.620 It's like, well, you don't care about the radio, you want to 38 00:02:28.979 --> 00:02:31.729 you know, you want big wheels for off roading, and they didn't take 39 00:02:31.770 --> 00:02:37.449 the time to to understand that pain. Yeah, absolutely. I have a 40 00:02:37.689 --> 00:02:40.330 story that I've shared on linkedin exactly like that. Will probably link to that 41 00:02:40.449 --> 00:02:44.639 in the show notes. It was literally, you know, as buying our 42 00:02:44.840 --> 00:02:49.400 first SUV as a family, had our first kid and we were looking to 43 00:02:49.439 --> 00:02:52.400 upgrade because I had a little volks so I can getle my wife had a 44 00:02:52.439 --> 00:02:55.159 dodgeny on both very small cars. It suck to get the baby seat in 45 00:02:55.240 --> 00:02:59.870 and out of that. And you know, I was on the car lot 46 00:03:00.110 --> 00:03:02.550 and I hear the heels of the sales lady walking up behind me and she 47 00:03:02.750 --> 00:03:08.590 proceeds to show me this giant suburban with tricked out rims and leather seats and 48 00:03:08.789 --> 00:03:13.300 all these different things issues, pointing out all these things that I was trying 49 00:03:13.340 --> 00:03:15.900 to tell her I do not care about I care about safety. I don't 50 00:03:15.900 --> 00:03:20.659 want something this big, and she just was not listening and she was like, 51 00:03:20.780 --> 00:03:23.060 well, look how cool this is and look at this leather and I 52 00:03:23.139 --> 00:03:28.009 was like I don't care, but she was just completely not listening. So 53 00:03:28.330 --> 00:03:31.610 that is a perfect example of what not to do and I think it's awesome 54 00:03:31.610 --> 00:03:36.930 you bring that up because that's like the quintessential story in my mind, of 55 00:03:37.050 --> 00:03:39.889 dealing with the salesperson on the other end. So you've talked about before, 56 00:03:39.969 --> 00:03:44.319 Adam. There as the way you define it, there are really three different 57 00:03:44.360 --> 00:03:46.879 types of pain points. Can you unpack those a little bit and then we'll 58 00:03:46.879 --> 00:03:52.599 get into how to identify those and then what to do as you identify the 59 00:03:52.680 --> 00:03:57.069 different types of pain points that you're uncovering, if you're doing better discovery, 60 00:03:57.069 --> 00:04:00.710 better qualification, unlike the used car sales people that we've dealt with in the 61 00:04:00.750 --> 00:04:06.789 past. Man, that's a loaded question. The three different kind of pain 62 00:04:06.909 --> 00:04:12.860 points that that I found they are they fall into the say of these three 63 00:04:12.979 --> 00:04:17.420 categories over and over again, and it was before I actually explain what they 64 00:04:17.459 --> 00:04:21.379 are. It's really important to also keep in mind that it depends on the 65 00:04:21.459 --> 00:04:27.250 persona, of who you're talking to, because the same pain could be felt 66 00:04:27.290 --> 00:04:30.769 in a different way depending on the persona. So that it will make sense 67 00:04:30.810 --> 00:04:35.449 in a minute. So the first pain type is financial. So that could 68 00:04:35.490 --> 00:04:41.240 be this cost a lot of money, or it could even be man hours, 69 00:04:41.279 --> 00:04:44.199 like it this, this takes me five hours a day to accomplish. 70 00:04:44.279 --> 00:04:47.000 Well, that cought time, is money. So that's the first one. 71 00:04:47.079 --> 00:04:51.079 The second one would be emotional. So let's say, as a salesperson, 72 00:04:51.199 --> 00:04:57.709 I hate logging calls and I hate putting everything into the crm, but that's 73 00:04:57.709 --> 00:05:00.629 an emotional pain. That's not a financial pain. And then the third one 74 00:05:00.709 --> 00:05:04.829 is a business need, something that the business has to have in order to 75 00:05:04.870 --> 00:05:10.300 continue doing business. So, for example, we, especially in these times, 76 00:05:10.339 --> 00:05:14.899 we need zoom or some kind of communication channel to talk to people, 77 00:05:15.420 --> 00:05:17.740 and so that's a need to have in order to do business. So those 78 00:05:17.740 --> 00:05:26.370 are the three kinds. Now, if you're a CEO and a financial pain, 79 00:05:26.449 --> 00:05:29.689 let's say if you're selling a crm, a financial pain is like, 80 00:05:29.810 --> 00:05:32.170 okay, you're going to be able to track better, keep better track of 81 00:05:32.290 --> 00:05:38.480 your your prospects as they go through the funnel. So that's the benefit of 82 00:05:38.639 --> 00:05:42.759 a crm. But the pain is is right now we're not. We're losing 83 00:05:44.120 --> 00:05:46.319 prospects and they're falling through the crack. So that's the pain and that's a 84 00:05:46.360 --> 00:05:51.029 financial pain. For the sales person, the same pain is felt as an 85 00:05:51.029 --> 00:05:58.910 emotional pain because now I have I'm following, I have prospects falling through the 86 00:05:59.029 --> 00:06:02.949 cracks and it makes me look poorly, it makes me look poorly to my 87 00:06:03.069 --> 00:06:08.300 management and makes me lose my potential rays that I was going to get, 88 00:06:08.300 --> 00:06:12.420 which kind of goes into financial but it's the same pain but it falls into 89 00:06:12.420 --> 00:06:15.860 different categories. Yeah, okay, makes sense. And then business need in 90 00:06:15.980 --> 00:06:21.930 that same sort of scenario might be, hey, we need visibility into how 91 00:06:23.529 --> 00:06:28.490 our sales velocity, we need visibility into those sort of numbers so that we 92 00:06:28.610 --> 00:06:32.519 can forecast accurately, so that we can present the right information that investors are 93 00:06:32.560 --> 00:06:35.879 asking for. Is In this scenario? Is that kind of what you would 94 00:06:35.959 --> 00:06:41.199 categorize as some of the business needs felt in this in this a crm example? 95 00:06:42.720 --> 00:06:44.680 I mean you're on the right track, but I would say no, 96 00:06:45.319 --> 00:06:49.189 and the reason is is because it should be a need. You should have 97 00:06:49.269 --> 00:06:54.149 visibility, but you don't really need it in order to do business. So 98 00:06:54.750 --> 00:07:00.189 the lack thereof tends to be a financial pain. But a business need is, 99 00:07:00.430 --> 00:07:04.420 let's say you're in the health tech and you need come hip a compliance 100 00:07:04.500 --> 00:07:08.740 well, and I sell hippo compliance. That's a need. That's something that's 101 00:07:08.779 --> 00:07:11.420 very strong. You need to have this. If you don't have it, 102 00:07:11.939 --> 00:07:15.009 you're not going to be in business. Yeah, those sort of regulatory compliance 103 00:07:15.170 --> 00:07:20.329 things, legal needs that you know there is going to be severe consequences, 104 00:07:20.410 --> 00:07:26.930 not not necessarily opportunity cost or missed financial gain, but kind of a and 105 00:07:27.170 --> 00:07:30.639 either or a yes no, a past bail, if you will. Those 106 00:07:30.680 --> 00:07:31.959 are the sorts of things you want to look for in the business need. 107 00:07:32.120 --> 00:07:34.680 All right, that makes total sense to me. What are some of the 108 00:07:34.759 --> 00:07:41.480 ways that you're coaching sales people adam to uncover the different types of needs? 109 00:07:41.519 --> 00:07:45.910 have their radar up for okay, I I know what the financial need is, 110 00:07:46.029 --> 00:07:49.670 but I don't know if I've connected anything emotionally here to uncover, because 111 00:07:49.949 --> 00:07:53.910 you know, as Todd Capony has been on the show in the past, 112 00:07:53.990 --> 00:07:58.110 saying we tend to think that be to be buying is logical. It's actually 113 00:07:58.110 --> 00:08:01.620 a lot more emotional. We make the decision emotionally and then we back it 114 00:08:01.779 --> 00:08:05.779 up with logic and with reason, quote unquote. If you're watching this, 115 00:08:05.899 --> 00:08:09.220 you can see the air quotes. If not, then maybe not. But 116 00:08:09.699 --> 00:08:13.050 talk to us a little bit about uncovering each one of these and some of 117 00:08:13.089 --> 00:08:16.689 the strategies to ask better questions, to not just say hey, do you 118 00:08:16.810 --> 00:08:20.850 need this? How many seats do you need? Right, that's just basic 119 00:08:20.889 --> 00:08:26.730 qualification. That's not really discovery, right exactly, and that's not really driving 120 00:08:26.769 --> 00:08:31.160 up the pain either, because in order to drive up the pain it you 121 00:08:31.360 --> 00:08:35.080 need them to speak about the problems that they're having, not you telling them, 122 00:08:35.159 --> 00:08:37.039 Hey, you have this problem, because, while that is true, 123 00:08:37.200 --> 00:08:41.909 it's not as impactful as them telling you. While, yeah, I spend 124 00:08:41.990 --> 00:08:45.070 three hours a day doing this, it's so repetitive and it's so boring and 125 00:08:45.190 --> 00:08:50.750 it's causing me to lose lose time and and momentum on other aspects of what 126 00:08:50.830 --> 00:08:54.549 I need to get down on a daily basis. So it's really important to 127 00:08:54.629 --> 00:08:58.740 do this excess siys. And in order to go deeper, what you first 128 00:08:58.820 --> 00:09:03.259 want to do is lit take that list of financial, emotional business needs, 129 00:09:03.980 --> 00:09:09.059 write down each of the different pains that you have as per your your persona 130 00:09:09.139 --> 00:09:11.889 that you sell to and then take like, let's say, the top two 131 00:09:11.889 --> 00:09:15.409 or the top three. If you could do this even more, it's even 132 00:09:15.450 --> 00:09:18.809 better. But you take the top two or three of each and you break 133 00:09:18.850 --> 00:09:22.850 it down on to a much deeper level. So in order to do that, 134 00:09:22.009 --> 00:09:26.240 you you could draw out a quadrant and on the left side you have 135 00:09:26.799 --> 00:09:31.039 pain, which people want to move away from. Typically, most people want 136 00:09:31.039 --> 00:09:33.679 to move away from pain. And what do they want to move towards? 137 00:09:33.679 --> 00:09:37.919 They will go to the other side, which is pleasure. So you're in 138 00:09:37.000 --> 00:09:41.669 a sales deal. You're trying to get people away from their pain and towards 139 00:09:41.710 --> 00:09:45.870 their pleasure. But you have things that are happening now and you have things 140 00:09:45.909 --> 00:09:48.990 that are happening in the future. So that's your quadrants. You have pain 141 00:09:50.029 --> 00:09:52.100 in the now, pain in the future, pleasure in the now pleasure in 142 00:09:52.139 --> 00:09:58.580 the future. So the pain in the now is a frustration and then pain 143 00:09:58.620 --> 00:10:03.019 in the future is something that you're scared of. Pleasure in the now is 144 00:10:03.059 --> 00:10:09.450 a want, pleasure in the future is a dream, and so if you 145 00:10:09.490 --> 00:10:13.730 actually kind of pause and draw that out, what you will actually see is 146 00:10:13.730 --> 00:10:16.529 you'll have a broke down into those four quadrants. And what you want to 147 00:10:16.570 --> 00:10:22.679 do is take that pain point that we discovered later, earlier, and we 148 00:10:22.480 --> 00:10:28.159 want to really figure that out here. How does this affect my persona, 149 00:10:28.399 --> 00:10:31.720 the person that I'm speaking with that pain point? How does that pain point 150 00:10:31.720 --> 00:10:37.429 affect them in these ways? What is this pain point x, let's call 151 00:10:37.470 --> 00:10:41.029 it? What is a frustration that comes from pain point x? What are 152 00:10:41.110 --> 00:10:45.029 something that they're scared of from pain point x? If we don't get this 153 00:10:45.110 --> 00:10:48.830 solved, and the dream and want is pretty much just the opposite. So 154 00:10:48.950 --> 00:10:52.980 once you actually start the map that out, then you really get to get 155 00:10:54.019 --> 00:11:00.139 a good empathy and the picture of what your client is experiencing, what they 156 00:11:00.940 --> 00:11:03.610 what pain they have and what they need. And then from there you could 157 00:11:03.730 --> 00:11:09.649 really dive down and and ask the right questions during the qualification calls. But 158 00:11:09.690 --> 00:11:13.250 it goes beyond that. Using this, let's say you want to put an 159 00:11:13.250 --> 00:11:16.570 explanation video on your website. Most people put an explanation video. Here's our 160 00:11:16.610 --> 00:11:20.159 product, here's what it does, and it well, that's cool. It's 161 00:11:20.159 --> 00:11:24.840 features again, but if you use it where you touch points all four points 162 00:11:24.519 --> 00:11:30.759 of their pain, then your explanation video. When they and the person watches 163 00:11:30.840 --> 00:11:33.429 it, they're like, wow, this is exactly what I'm feeling, this 164 00:11:33.509 --> 00:11:37.429 is exactly what I'm what I need right here. They've you've sold them on 165 00:11:37.629 --> 00:11:41.990 just on the explanation video. Everything else is a technicality, you know, 166 00:11:41.149 --> 00:11:45.830 pricing in everything and just over say has to getting budget and things. But 167 00:11:46.710 --> 00:11:50.419 once you have that, it's it's Golden. Yeah, I love the way 168 00:11:50.460 --> 00:11:52.700 you laid that out. So, looking at it visually, you go you've 169 00:11:52.740 --> 00:11:56.100 got pain pleasure. Sure, that's kind of your ex access. Your y 170 00:11:56.259 --> 00:12:01.529 axis is is now, in future, you've got frustration or want, and 171 00:12:01.610 --> 00:12:05.730 then you've got something they're scared of or fear. To make that one word 172 00:12:05.809 --> 00:12:09.330 fear or dream. So frustration or want, fear or dream. And Yeah, 173 00:12:09.370 --> 00:12:13.490 I like the connection you made here to not only sales people but to 174 00:12:13.649 --> 00:12:18.960 marketers as well. You know, we recently redesigned our entire website at sweet 175 00:12:18.000 --> 00:12:22.559 fish mediacom and we put a video up at the top. Now we're not 176 00:12:22.679 --> 00:12:26.000 a SASS platform, where a service business, but we have some sort of 177 00:12:26.039 --> 00:12:33.309 explainer video there and the video opens up with the pain, the frustration that 178 00:12:33.590 --> 00:12:35.710 we've identified that we are trying to solve for, and that's the fact that 179 00:12:37.830 --> 00:12:43.070 most people, the greater majority of people, are unhappy in their jobs and 180 00:12:43.669 --> 00:12:46.580 the you know, the research shows, and the data shows, that we 181 00:12:46.659 --> 00:12:52.100 spend ninetyzero hours on average at work in our lives, and so that really 182 00:12:52.259 --> 00:12:56.980 sucks. Ninetyzero hours of our life shouldn't suck. And so talking, talking 183 00:12:56.019 --> 00:13:01.610 about that and then painting the picture to Hey, if you find content through 184 00:13:01.769 --> 00:13:05.169 our network of podcasts, here's what you know work could look like. You 185 00:13:05.289 --> 00:13:09.850 can own your career, you can find a new path, you can learn 186 00:13:09.929 --> 00:13:13.840 from people who have gone ahead of you, you can learn from people who 187 00:13:13.840 --> 00:13:18.120 are sharing their expertise in different industries, and so kind of painting that picture. 188 00:13:18.120 --> 00:13:22.159 I love the quadrant there. That hadn't quite been clear on my mind, 189 00:13:22.200 --> 00:13:26.519 that grid that you talked about out of my I really like that and, 190 00:13:26.879 --> 00:13:31.309 as you mentioned, there's application for sales people as well as for marketers 191 00:13:31.669 --> 00:13:35.830 when it comes to kind of looping back around. So you've done your discovery. 192 00:13:35.909 --> 00:13:41.309 You've asked the right questions to uncover the fear or frustration, the potential 193 00:13:41.259 --> 00:13:46.980 want or dream. Where do some salespeople miss the mark in trying to present 194 00:13:48.139 --> 00:13:52.860 their solution, their product or service in connecting those dots right like the greatest 195 00:13:52.899 --> 00:13:56.690 sales deck ever, as it's been called, from Zora, does a great 196 00:13:56.730 --> 00:14:00.570 job of this, of painting the picture of the problem, the Promised Land, 197 00:14:00.570 --> 00:14:03.330 and then how, we hope you get there. What are some of 198 00:14:03.409 --> 00:14:07.809 the ways you see sales people missing connecting the pain to the promised land and 199 00:14:09.450 --> 00:14:13.879 inserting themselves into that as the as the bridge to that promised land, or 200 00:14:15.039 --> 00:14:16.919 the dream, as you put it? It's a really good question, but 201 00:14:18.080 --> 00:14:20.080 before I do answer that, I want to touch base in something that you 202 00:14:20.200 --> 00:14:24.029 said, which I think is really important, because you said that like this 203 00:14:24.230 --> 00:14:28.230 is exactly what you did in your video, and that's because you're a sales 204 00:14:28.309 --> 00:14:30.990 person. You do it naturally and it comes natural to you. When you 205 00:14:31.070 --> 00:14:35.870 actually lay lay this out and defined this, like I explain for those that 206 00:14:35.029 --> 00:14:39.379 doesn't come natural, it really is helpful and, as you said, it's 207 00:14:39.419 --> 00:14:43.019 not just for sales, it's for marketing, but it's also for your product 208 00:14:43.779 --> 00:14:46.220 and if you if you're building your product and you're building your features up on 209 00:14:46.299 --> 00:14:52.179 this, then it's terrific. So, to come back to what you just 210 00:14:52.340 --> 00:14:56.610 asked, as far as what is the what is the biggest mistake. Where's 211 00:14:56.610 --> 00:15:01.330 the biggest drop off that sales people have with this? It would be if 212 00:15:01.409 --> 00:15:05.049 they do this and they actually understood their clients, because that's the biggest drop 213 00:15:05.129 --> 00:15:07.600 off, as they don't. But if they did this, I would say 214 00:15:07.639 --> 00:15:13.039 that it's a being afraid to ask questions, or or they'll ask a question 215 00:15:13.080 --> 00:15:16.399 and then they're afraid of silence and then they don't just shut up. Yes, 216 00:15:16.480 --> 00:15:18.240 yes, Oh, I'm so glad you said that. You know, 217 00:15:18.440 --> 00:15:22.149 one of the greatest sales books that I've read in recent history. Have listened 218 00:15:22.149 --> 00:15:26.509 to it twice. We've had Chris Vass here on the show and it's not 219 00:15:26.590 --> 00:15:28.629 even a sales book. Never split the difference. You know. He talks 220 00:15:28.669 --> 00:15:33.269 about the power of silence, the power of you know what you call mirroring. 221 00:15:33.309 --> 00:15:39.100 Yeah, we'd miss our quota and just simply mirroring those last few words, 222 00:15:39.100 --> 00:15:45.179 Mr Quota, and letting the silence hang. That is very tough, 223 00:15:45.220 --> 00:15:48.620 especially for green sales reps, to do it just it makes you nervous, 224 00:15:48.620 --> 00:15:52.649 it makes you what if the conversation falls flat? But you will be surprised. 225 00:15:52.850 --> 00:15:58.169 Count Two, three in your head and let the prospects start to unpack. 226 00:15:58.289 --> 00:16:00.529 Things and when they say something that you're like who I have something to 227 00:16:00.570 --> 00:16:06.320 say about that? I have I have something there. Don't interrupt them because 228 00:16:06.480 --> 00:16:10.799 you think you have an opportunity to pounce. We get way too eager and 229 00:16:11.279 --> 00:16:14.320 you know, in the best of times, eagerness from a salesperson is just 230 00:16:14.360 --> 00:16:18.710 a huge turnoff. Right now, as people are willing to have conversations, 231 00:16:18.909 --> 00:16:22.789 but you know the closing conversation might be kind of delay it if people are 232 00:16:22.149 --> 00:16:26.070 in kind of wait and see and they're taking longer to explore options and and 233 00:16:26.710 --> 00:16:30.190 vet their options and different vendors, you don't want to be too eager. 234 00:16:30.269 --> 00:16:33.580 So sorry, I'm getting off on a tangent there. But wait, you 235 00:16:33.620 --> 00:16:37.700 said there. I think you're right. So important for salespeople. Adam, 236 00:16:37.779 --> 00:16:41.539 if anybody listening to this is going to take one thing away from this conversation, 237 00:16:41.980 --> 00:16:45.379 you know we've talked about the three different type of pain points. You've 238 00:16:45.419 --> 00:16:49.889 given us a great visual I love visuals to picture both the pain and the 239 00:16:51.009 --> 00:16:55.690 pleasure that you're trying to uncover the potentials in the way that your prospects are 240 00:16:55.769 --> 00:16:59.970 thinking about it. So I love both of those. But if sales people 241 00:16:59.970 --> 00:17:03.840 are listening to this or marketers and you want them to take one thing away 242 00:17:03.840 --> 00:17:07.440 from this conversation. What would that be? Today, man, sales doesn't 243 00:17:07.480 --> 00:17:11.799 come naturally. You have to work on it and then it will be then 244 00:17:11.839 --> 00:17:15.150 it will be natural. But doing these kinds of exercises, and there's lots 245 00:17:15.190 --> 00:17:18.470 of them out there, but doing these kinds of exercises, you know, 246 00:17:18.630 --> 00:17:22.109 may take you an hour or two hours to really dive into this, but 247 00:17:22.670 --> 00:17:27.309 the results will be you know, you can't even count the it's not it's 248 00:17:27.390 --> 00:17:30.900 off the scale. So it's so, so important to do. Yeah, 249 00:17:32.019 --> 00:17:37.259 absolutely, I love that. It will definitely be time well invested. Well, 250 00:17:37.339 --> 00:17:40.819 if you like this episode, folks, there's a linkedin post I did 251 00:17:40.980 --> 00:17:44.849 on you know, really how not to qualify and uncover pain and sell to 252 00:17:44.930 --> 00:17:47.650 that that I mentioned earlier. Will Link to that in the show notes. 253 00:17:47.690 --> 00:17:49.809 We've also had Chris Voss, author of never split the difference, on the 254 00:17:49.890 --> 00:17:55.809 show a couple times before. Linked to that. Definitely some some very tactical 255 00:17:55.930 --> 00:18:00.039 things, former FBI hostage negotiator that you can use in sales. Definitely worth 256 00:18:00.079 --> 00:18:03.519 the listens to check those out. As speaking of next steps, Adam, 257 00:18:03.559 --> 00:18:07.519 if anybody listening to this wants to stay connected with you, reach out, 258 00:18:07.960 --> 00:18:11.359 follow more of your content, subscribe your podcast, anything like that. Was 259 00:18:11.480 --> 00:18:15.589 the best way for them to take next steps. There sure will. First 260 00:18:15.630 --> 00:18:18.269 of all, I created like a short, fifteen minute video to kind of 261 00:18:18.430 --> 00:18:22.589 walk people through this with all the visuals. So they want to go to 262 00:18:22.630 --> 00:18:26.779 my website, which is start up sales dot ioh and then it's backslash pain 263 00:18:27.099 --> 00:18:32.500 Pai, and so startup sales studio, backslash pain, you could actually watch 264 00:18:32.579 --> 00:18:34.980 the video and kind of dive into this exercise a lot more in depth. 265 00:18:36.059 --> 00:18:41.220 As you said, I've also got the podcast start up sales. So it's 266 00:18:41.299 --> 00:18:45.410 more geared towards like the earlier stage rather than an established company. But there's 267 00:18:45.410 --> 00:18:51.289 a lot of like you. I interview a lot of professionals and leaders around 268 00:18:51.289 --> 00:18:56.079 the world to get their opinion and how they construct and build the sales process 269 00:18:56.160 --> 00:18:59.839 from the beginning. Besides that, you can find me on Linkedin. Yeah, 270 00:18:59.880 --> 00:19:02.839 it's, you know, on your your podcast. I just wanted to 271 00:19:03.000 --> 00:19:06.119 note, you know, back to what I mentioned earlier. You know today 272 00:19:06.119 --> 00:19:10.150 I've been in BB sales for twelve years, but the last two in an 273 00:19:10.230 --> 00:19:14.789 early stage company, being the first sales higher have been vastly different, very 274 00:19:15.069 --> 00:19:18.910 sorts of different opportunities, Challenges. It just what it looks like is very 275 00:19:19.029 --> 00:19:23.980 different. So for anybody who's in that season right now finds themselves in that 276 00:19:25.140 --> 00:19:30.539 sort of situation, I would definitely recommend your podcast because looking at sales specifically 277 00:19:30.619 --> 00:19:33.619 in that scenario, it is a little bit different and I've kind of experience 278 00:19:33.700 --> 00:19:37.900 both. So just when to encourage people there will link to that video. 279 00:19:37.569 --> 00:19:41.690 For those who are listening to the PODCAST. Maybe you saw me moving my 280 00:19:41.769 --> 00:19:45.250 hands a little bit if you're watching this on youtube, but that video will 281 00:19:45.289 --> 00:19:48.569 link to in the show notes. For those visual learners that want to take 282 00:19:48.609 --> 00:19:52.049 a next step. Really like that visual that you broke down for us today, 283 00:19:52.049 --> 00:19:55.319 Adam well man, this has been a fantastic conversation. Thank you so 284 00:19:55.480 --> 00:19:57.000 much for being our guest on the show today. Thanks, Logan, and 285 00:19:57.079 --> 00:20:06.759 really appreciate it. Hey, everybody, Logan with sweetfish here. If you're 286 00:20:06.759 --> 00:20:10.430 a regular listener of BB growth, you know that I'm one of the cohost 287 00:20:10.549 --> 00:20:12.470 of this show, but you may not know that I also head up the 288 00:20:12.549 --> 00:20:17.470 sales team here at sweetfish. So for those of you in sales or sales 289 00:20:17.509 --> 00:20:21.269 offs, I wanted to take a second to share something that's made us insanely 290 00:20:21.390 --> 00:20:25.500 more efficient lately. Our team has been using lead Iq for the past few 291 00:20:25.500 --> 00:20:29.980 months, and what used to take us four hours gathering contact data now takes 292 00:20:30.019 --> 00:20:33.099 us only one, or seventy five percent more efficient. We're able to move 293 00:20:33.299 --> 00:20:38.529 faster without bound prospecting and organizing our campaigns is so much easier than before. 294 00:20:40.009 --> 00:20:42.809 I'd highly suggest you guys check out lead Iq as well. You can check 295 00:20:42.849 --> 00:20:48.690 them out at lead iqcom. That's Elle, a d iqcom.