1300: Actions Marketing and Sales Leaders Need to Take in a Recession w/ Steve Benson

WEBVTT 1 00:00:04.599 --> 00:00:08.070 Welcome back to BEDB growth. I'm Dan Sanchez with sweet fish media, and 2 00:00:08.189 --> 00:00:11.910 today I'm joined with Steve Benson, who is the CEO and founder of Badger 3 00:00:12.070 --> 00:00:15.269 maps. How are you doing today, Steve? Pretty good. How are 4 00:00:15.269 --> 00:00:18.789 you doing? I'm doing well. Thanks for making time to record this episode 5 00:00:18.829 --> 00:00:22.899 with me. Today we're talking about actions marketing and sales leaders need to take 6 00:00:23.140 --> 00:00:26.780 in a recession, but before we do, I wanted to dive a little 7 00:00:26.820 --> 00:00:31.500 bit about how you even see this recession unfolding. It's kind of a different 8 00:00:31.500 --> 00:00:35.579 recession where in how are you seeing marketing and sales teams even reacting to it 9 00:00:35.700 --> 00:00:39.969 in general? Well, I think there's a lot of a lot of unknown 10 00:00:40.009 --> 00:00:44.009 unknowns right now. People are trying to figure out where the place their bets, 11 00:00:44.130 --> 00:00:47.969 what what actions to take, and there's there's a ton of stuff that 12 00:00:48.049 --> 00:00:54.320 we don't understand about what's happening and there's confusing things happening in the economy in 13 00:00:54.399 --> 00:00:58.119 general. You know, the stock market is disjointed from, you know, 14 00:00:58.399 --> 00:01:03.640 underlying economic performance and metrics and and people are, I think, trying to 15 00:01:03.679 --> 00:01:06.030 figure out what are we looking at? Is this going to be a quick 16 00:01:06.069 --> 00:01:10.310 bounce back? Is this going to be a slow recovery. We're going to 17 00:01:10.349 --> 00:01:12.549 stay we're in a recession right now. Are we going to see is it 18 00:01:12.590 --> 00:01:15.349 can be a prolonged one or one that we can kind of pop out of 19 00:01:15.950 --> 00:01:21.500 more quickly than than a lot of recessions are just because of the nature of 20 00:01:21.620 --> 00:01:25.299 this, or is it going to be industry by by Industry, which would 21 00:01:25.299 --> 00:01:30.900 probably be my guess, that this will be a long term procession and damage 22 00:01:30.980 --> 00:01:34.849 to certain industries, whereas others will be able to pop back a lot quicker 23 00:01:34.969 --> 00:01:40.489 and won't be nearly as damaged. So we've done a number of shows already 24 00:01:40.489 --> 00:01:45.489 about like the effects of what this recession, this pandemic, might do and 25 00:01:45.650 --> 00:01:49.799 some strategies to kind of deal with it. But something I was talking to 26 00:01:49.280 --> 00:01:53.719 Steve About before we even got on this show was about ways businesses can cut 27 00:01:53.760 --> 00:01:57.719 cost or not cut costs. I mean we often hear the textbook answers. 28 00:01:57.840 --> 00:02:00.750 The is the reduced expenses that often gets cut from sales or marketing. But 29 00:02:00.909 --> 00:02:07.069 how are you approaching this at Badger Map specifically? Well, we've tightened our 30 00:02:07.189 --> 00:02:09.629 belts where we can. On a lot of the easy stuff. We haven't 31 00:02:09.629 --> 00:02:14.430 had to make I guess what I would call the a lot of the hard 32 00:02:14.509 --> 00:02:19.419 decisions yet, and that's we're in a different position a lot of companies would 33 00:02:19.419 --> 00:02:23.780 be, just because, as a software company, software is relative a relatively 34 00:02:23.860 --> 00:02:27.060 sticky product. We know people can stop going to restaurants in a day, 35 00:02:27.099 --> 00:02:30.129 but if you pull up love in your software, you've got to even if 36 00:02:30.169 --> 00:02:32.330 you're not using a piece of software for a little while, you don't often 37 00:02:32.409 --> 00:02:36.569 want to pull the plug on it because it's you have to reset it all 38 00:02:36.610 --> 00:02:40.250 up and there's a lot of value built into it. So we did experience 39 00:02:42.289 --> 00:02:46.319 a nasty hit to revenue, but you know, so I think we've dropped 40 00:02:46.319 --> 00:02:52.520 by like seven hundred k year in in revenue coming in. But that was 41 00:02:52.759 --> 00:02:57.039 that was stomachable for us in a way that we didn't have to. We 42 00:02:57.319 --> 00:03:00.909 haven't had to make a round of layoffs or or salary reductions or anything. 43 00:03:00.909 --> 00:03:05.110 We just tighten the belt in a few places. But it was all, 44 00:03:05.750 --> 00:03:08.270 quote unquote, easy stuff. So what are some of those easy things you 45 00:03:08.349 --> 00:03:14.419 guys are doing other than layoffs? See, all right, so we didn't 46 00:03:14.419 --> 00:03:17.699 do the layoffs. We we kind of went through every lot, every costline. 47 00:03:19.780 --> 00:03:23.180 I went through with the different heads of different apartments and went through all 48 00:03:23.219 --> 00:03:25.379 the places money was going and figured out where we could, where we could 49 00:03:25.379 --> 00:03:30.849 make cuts. Renegotiated rents. For the US we were a will to stop 50 00:03:30.889 --> 00:03:36.810 paying rent in a bunch of places we have offices and Europe offices and here 51 00:03:36.889 --> 00:03:40.129 in California, offices in Utah and then the Philippines, and we were able 52 00:03:40.129 --> 00:03:47.800 to reduce our footprint in terms of costs there a bit, but certainly revenue 53 00:03:47.879 --> 00:03:52.199 still. We were not nearly able to make up for the lost revenue with 54 00:03:52.439 --> 00:03:57.669 those cuts, but we fell. The revenue fell really quickly in the back 55 00:03:57.750 --> 00:04:01.870 half of the March and and then all through April and then kind of flattened 56 00:04:01.909 --> 00:04:05.229 out in May and we've actually picked up a little bit. So we're growing 57 00:04:05.310 --> 00:04:10.219 again here in June. So that's good. Taking open, I mean opening 58 00:04:10.259 --> 00:04:13.659 up those excel sheets and kind of finding like little bit here, a little 59 00:04:13.659 --> 00:04:16.459 bit there to make up the difference. Where do you hoping this will do 60 00:04:16.620 --> 00:04:23.100 you in the long term for Badger maps? Well, I would say that 61 00:04:23.180 --> 00:04:26.970 it's just that this is not helpful to us at all. I mean it, 62 00:04:27.170 --> 00:04:30.610 we're not a few software companies actually benefit from this, like as a 63 00:04:30.649 --> 00:04:34.810 few companies in general and if you're a cleaning company or a chemical company that 64 00:04:34.930 --> 00:04:41.319 makes hand sanitizer or if you're a zoom meetings, obviously you know that this 65 00:04:41.439 --> 00:04:44.319 has been good for you. But this this is clearly bad for us, 66 00:04:44.480 --> 00:04:48.279 but it's it's not catastrophic, I wouldn't say so. We're just, you 67 00:04:48.360 --> 00:04:51.949 know, are are. What I'm looking to do is just kind of growth 68 00:04:53.509 --> 00:04:57.149 through the remainder of the year and hopefully get back to where we're at the 69 00:04:57.189 --> 00:05:00.069 beginning of this year. So which is kind of a lost year in terms 70 00:05:00.110 --> 00:05:02.750 of growth for us. But but I think we'll be able to, you 71 00:05:02.790 --> 00:05:05.670 know, balance. But I think we've kind of balanced the ship here and 72 00:05:06.029 --> 00:05:10.379 now we're just trying to start started sailing again in the right direction. I 73 00:05:11.060 --> 00:05:16.019 mean it makes sense. If you just hold tight and keep all your staff, 74 00:05:16.019 --> 00:05:18.899 you're going to be able to win that business back eventually when things level 75 00:05:18.939 --> 00:05:23.209 out and give you a head start when things do start to grow again. 76 00:05:23.490 --> 00:05:27.529 Yeah, and we we had a lot of the people that quit, a 77 00:05:27.569 --> 00:05:30.930 lot of seven Hird K that we if we lost, isn't gone forever. 78 00:05:30.490 --> 00:05:32.810 You know, a lot of it. You know, we make a piece 79 00:05:32.850 --> 00:05:35.560 of software. Ful Field sales people who are not able to be in the 80 00:05:35.600 --> 00:05:40.720 field right now, and so as they were quitting, they were telling us 81 00:05:40.759 --> 00:05:44.360 we're not quitting, we're pausing, we're going to a part where we want 82 00:05:44.439 --> 00:05:46.959 this service again. We just were not able to go out in the field 83 00:05:46.959 --> 00:05:48.759 right now, and this is what organizes our time in the field and where, 84 00:05:49.110 --> 00:05:51.870 you know, we're looking to reduce costs. Of all, the big 85 00:05:51.949 --> 00:05:56.069 boss said, cut costs from where we can, and this is one of 86 00:05:56.069 --> 00:05:59.430 the costs we cut. But we want this back as soon as we really 87 00:05:59.470 --> 00:06:01.389 go back out in the field because it does assist in this for us. 88 00:06:01.470 --> 00:06:05.699 So I now I don't know what percentage of them and then, and like 89 00:06:05.819 --> 00:06:10.139 I said that there's so many unknown unknowns in the situation. I don't know 90 00:06:10.339 --> 00:06:14.939 what percentage of them are actually just furloughed for a little while. I'm going 91 00:06:14.980 --> 00:06:17.769 to be brought back. I don't know which ones these businesses are going to 92 00:06:17.810 --> 00:06:21.089 go bankrupt. So there's I don't know if we're going to get back twenty 93 00:06:21.129 --> 00:06:25.610 five percent of those people. You know, I'd say ninety percent of them 94 00:06:25.689 --> 00:06:29.170 told us as they were leaving we're coming back, but I don't know if 95 00:06:29.290 --> 00:06:31.610 actually we're actually going to get back ninety percent or fifty or twenty five? 96 00:06:31.879 --> 00:06:36.000 That that I don't know. I'm kind of I'm modeled. I modeled out 97 00:06:36.000 --> 00:06:41.959 about fifty and did some sensitivity analysis around that. But I think I think 98 00:06:42.000 --> 00:06:46.079 about three hundred fifty K that seven hundred comes back to us. So honest 99 00:06:46.120 --> 00:06:49.709 time, are you leaning more heavily into marketing sales or drawing back? I 100 00:06:49.790 --> 00:06:56.470 would I haven't changed marketing. Our sales expenses. So some of our some 101 00:06:56.589 --> 00:07:01.860 of our advertising expenses fell, naturally because ads became cheaper. But so certain 102 00:07:01.899 --> 00:07:08.339 budgets that we were using all of aren't being completely used now. But on 103 00:07:08.420 --> 00:07:11.819 the balance, the most of our sales and marketing costs are in the people 104 00:07:12.060 --> 00:07:15.730 right. So it's my sales team, it's my customers says team, it's 105 00:07:15.810 --> 00:07:19.930 my marketing team. So and I haven't fired or furloughed or cut their salaries. 106 00:07:20.050 --> 00:07:24.649 So those, the majority of the costs, are still the same as 107 00:07:24.649 --> 00:07:27.930 they were. How has it been leading a team that in this time when 108 00:07:28.170 --> 00:07:31.079 they don't even know what's going to happen next to or that? I'm sure 109 00:07:31.120 --> 00:07:34.680 their jobs have changed dramatically if they're not out on the road maybe like they 110 00:07:34.720 --> 00:07:39.879 used to be. Yeah, I mean I think communication and being clear with 111 00:07:40.000 --> 00:07:43.480 people is really important in these times. You know, I've tried to be 112 00:07:43.480 --> 00:07:46.990 as transparent as possible. I gave them kind of I gave the whole the 113 00:07:46.069 --> 00:07:51.470 whole company kind of a year's here's, you know, worstcase, here's best 114 00:07:51.589 --> 00:07:56.709 case and here's the middle case, which is actually what I think is going 115 00:07:56.750 --> 00:08:01.420 to happen, and here's how will respond. And I think people really appreciate 116 00:08:01.500 --> 00:08:05.339 that kind of transparency. They they they want to know what what's coming, 117 00:08:05.459 --> 00:08:09.060 even if it's bad news, and and kind of what the what to be 118 00:08:09.100 --> 00:08:13.610 able to look for. In a time when most companies are like slashing their 119 00:08:13.649 --> 00:08:18.089 sales and marketing budget, like, what would you encourage the marketers and sales 120 00:08:18.170 --> 00:08:22.290 reps to say to up our leadership in order to preserve that like you guys 121 00:08:22.370 --> 00:08:28.079 have. Well, yeah, and I'm and I guess I should say I 122 00:08:28.240 --> 00:08:31.680 come from the perspective of a marketer, a salesperson. That's my background. 123 00:08:31.680 --> 00:08:35.279 So I run the company now, but you know, my background is all 124 00:08:35.559 --> 00:08:39.240 is all marketing and sales. So you know, I tend to see those 125 00:08:39.320 --> 00:08:45.470 areas of the company is as engines of value and and they are expensive areas 126 00:08:45.470 --> 00:08:50.230 of the company, obviously, but like a salesperson or a marketing person, 127 00:08:50.389 --> 00:08:54.870 is an engine of revenue and you know, revenues the lifeblood and or of 128 00:08:54.870 --> 00:08:58.659 an organization. So you really have to be very careful making cuts to those 129 00:08:58.700 --> 00:09:01.500 areas because they may cost you more than a game. So if you're if 130 00:09:01.500 --> 00:09:05.700 you're a leader of one of these teams, think you want to say if 131 00:09:05.740 --> 00:09:09.179 there are weaker links in the team, like now is a you know, 132 00:09:09.419 --> 00:09:11.649 that's a great place to look to cut costs. But you know, so 133 00:09:11.809 --> 00:09:16.889 newer reps that or newer marketers that haven't scaled up is a place that you 134 00:09:16.970 --> 00:09:20.129 can look and so you want to be able to show your show whoever is 135 00:09:20.210 --> 00:09:24.919 holding the first strings. Hey, I've looked at this. You know you 136 00:09:24.759 --> 00:09:28.840 it's also worth worth thinking about that. You know, it's one thing that's 137 00:09:28.840 --> 00:09:33.200 change in the world is that it's no longer a candidates market, it's a 138 00:09:33.240 --> 00:09:37.720 buyers market. Mean that we're coming off of an economy is very low unemployment, 139 00:09:37.919 --> 00:09:41.990 where it was basically impossible to hire a great marketer or a great sales 140 00:09:41.990 --> 00:09:45.909 up. I mean not impossible, but really hard. And now, you 141 00:09:45.990 --> 00:09:50.909 know, on the back end to this it's a great time to hire great 142 00:09:50.990 --> 00:09:54.940 people. So that's a great point to make up the chain to is that. 143 00:09:54.179 --> 00:09:58.860 You know, hey, I I looks to cut the low performers a 144 00:09:58.580 --> 00:10:03.980 you know, I tightened the where pot where it was where we're like term 145 00:10:03.100 --> 00:10:05.740 the fat, where things were weren't necessary, like, you know, this 146 00:10:05.860 --> 00:10:09.889 campaign or that campaign that weren't more as profitable or weren't we didn't know. 147 00:10:11.009 --> 00:10:13.730 We're working, but now you know you could. You could go to them 148 00:10:13.769 --> 00:10:16.850 and say, Hey, I know times you're tough, but this for this 149 00:10:16.049 --> 00:10:20.610 this person is now available on the market and we can make an investment here 150 00:10:20.649 --> 00:10:26.039 and and in. It appears that if we hire this great rep or this 151 00:10:26.159 --> 00:10:28.399 great marketer, they'll pay back three x wo or paying them. So it's 152 00:10:28.440 --> 00:10:31.559 a we wouldn't we weren't able to get someone this quid, this good six 153 00:10:31.639 --> 00:10:35.710 months ago and now we can't. Man, it's so good. It's such 154 00:10:35.710 --> 00:10:39.629 an opportunity if you're able to find those people. Now. As a company 155 00:10:39.710 --> 00:10:43.230 that focus on field sales, you have a lot of expertise in the area. 156 00:10:43.389 --> 00:10:46.230 You probably have a lot of field sales agents yourself, and I know 157 00:10:46.350 --> 00:10:50.539 bb growth we have a lot of sales reps listening to the show right now. 158 00:10:50.659 --> 00:10:54.580 What some of your recommendations for field sales reps is are not able to 159 00:10:54.659 --> 00:10:58.779 go out and more as easily and go business to business and meet with their 160 00:10:58.820 --> 00:11:01.820 customers and meet with prospects, do demos. What's your advice to them? 161 00:11:03.419 --> 00:11:05.409 Yeah, for sure, I'm just because the nature of our customer base. 162 00:11:05.490 --> 00:11:09.370 I mean I've heard a lot of really hard stories in this right now. 163 00:11:09.490 --> 00:11:11.610 Write. A lot of field sales reps are like well, I'm furloughed because 164 00:11:11.649 --> 00:11:15.889 I'm not able to go to the field. So I was, my team 165 00:11:16.049 --> 00:11:20.600 was. The was basically just put on pause here, assuming that you you're 166 00:11:20.639 --> 00:11:22.279 not for a load, though, I think the key is to stay productive, 167 00:11:22.360 --> 00:11:26.519 keep generating new sales cycles, keep generating new leads as a marketer, 168 00:11:26.320 --> 00:11:31.990 keep moving existing sales cycles and leads down field. and which can be trickier 169 00:11:33.029 --> 00:11:37.110 it gets, because sales cycles expand during a time like this, right they 170 00:11:37.190 --> 00:11:41.429 became they become longer, you can't demo your products in person, that sort 171 00:11:41.470 --> 00:11:46.299 of thing which can which can screw things up a bit here. But I 172 00:11:46.340 --> 00:11:50.139 guess focus on filling the top of the funnel. So instead of focusing on 173 00:11:50.179 --> 00:11:52.220 the middle in the end of the funnel, because a lot of things are 174 00:11:52.299 --> 00:11:56.980 going to be paused or kind of frozen, and so your job is to 175 00:11:58.100 --> 00:12:01.009 tea things up, right. So just keep filled, piling things into that, 176 00:12:01.330 --> 00:12:05.289 you know, get keep working on the top of the funnel to get 177 00:12:05.330 --> 00:12:07.889 it to the middle and get them basically ready to say, well, okay, 178 00:12:07.970 --> 00:12:09.730 when things heat up, we're going to go, because we are just 179 00:12:09.769 --> 00:12:15.529 all kind of treading water right now. But there's this as things to pop 180 00:12:15.610 --> 00:12:18.159 your company out. You kind of want to tee a whole bunch of stuff 181 00:12:18.399 --> 00:12:22.240 up. So how to do that? You do more prospecting, more list 182 00:12:22.360 --> 00:12:26.759 generation building, more groups of people. Get it, getting awareness up about 183 00:12:26.960 --> 00:12:35.750 your about your product, spending time investing in building relationships with your ideal customers. 184 00:12:35.950 --> 00:12:39.750 People are paying, people are engaging in material right now more so it's 185 00:12:39.750 --> 00:12:45.700 a great time to invest in social skill, social selling. There's in this 186 00:12:45.940 --> 00:12:48.220 this is a big enough topic for a book here at it just in and 187 00:12:48.299 --> 00:12:52.539 of itself. But they got I've had several great people on I podcast who 188 00:12:52.659 --> 00:12:58.129 focus there solely on social selling and I think it's really worth looking into how 189 00:12:58.250 --> 00:13:03.690 to have all the clever things you can do in social selling to generate leads 190 00:13:03.769 --> 00:13:07.490 and deep in relationships and move people from an early lead into the middle of 191 00:13:07.570 --> 00:13:11.919 the phone when you talk to your prospects over zoom or on the phone, 192 00:13:13.080 --> 00:13:18.039 as opposed to being facetoface. You know the key is to sell and to 193 00:13:18.480 --> 00:13:22.559 to really be productive right now and move these things forward. So get one 194 00:13:22.559 --> 00:13:26.559 of your when you get on the phone, build a relationship, help them 195 00:13:26.600 --> 00:13:33.590 understand how they will benefit from your solution and that way, when they get 196 00:13:33.750 --> 00:13:37.190 to the economic situation where they can move forward, they're all teat up and 197 00:13:37.269 --> 00:13:41.379 ready to go. And it's pretty likely that when things do turn back on 198 00:13:41.700 --> 00:13:46.299 for your customers, it's the same time that your sales reps, you know, 199 00:13:46.620 --> 00:13:50.659 field sales up to be able to get back out in front of those 200 00:13:50.700 --> 00:13:54.850 customers and actually close those deals in persons. I'm hoping that you know, 201 00:13:54.929 --> 00:13:58.850 at least for us and my work, my advice to other people would be 202 00:13:58.889 --> 00:14:01.409 to get things all teat up and then you know when things open up, 203 00:14:01.450 --> 00:14:05.809 you can you can knock then all the pens. It's fantastic. Man. 204 00:14:05.049 --> 00:14:07.889 I took a bunch of notes while or even while you're speaking. I'm like, 205 00:14:09.409 --> 00:14:13.320 yes, prospecting, building awareness. I even think like building building more 206 00:14:13.399 --> 00:14:18.799 solid relationships with their current customers just seems like such a strategic thing you can 207 00:14:18.840 --> 00:14:22.080 do, especially since customers might be dropping off. So spending extra time calling 208 00:14:22.159 --> 00:14:26.470 them, listening to their there things that are in their way, obstacles, 209 00:14:26.549 --> 00:14:30.509 things that are keeping them awake at night and trying to help them as much 210 00:14:30.509 --> 00:14:33.669 as you can seems like a great way to fill fill that time as well 211 00:14:33.710 --> 00:14:37.580 as maybe even, you said, you know, doing the work that you 212 00:14:37.860 --> 00:14:41.740 can jump on as soon as as soon as they are ready to get back 213 00:14:41.779 --> 00:14:46.059 on the street and begin working again. So one of the things you said 214 00:14:46.139 --> 00:14:48.779 was building awareness. What is it? What would you recommend they do to 215 00:14:48.860 --> 00:14:56.090 build awareness? Specifically? Well, that that highly depends on on your company 216 00:14:56.330 --> 00:15:01.169 and kind of what where your ideal customer where their eyeballs are right. So 217 00:15:01.090 --> 00:15:07.840 it can be you know, I mean if you're selling a consumer package good 218 00:15:07.879 --> 00:15:11.039 I can be advertising on the right the right platforms, which is not his 219 00:15:11.120 --> 00:15:15.120 tricky. Right now it's changed. It is a highly dynamic world and the 220 00:15:15.159 --> 00:15:18.600 way people are consuming things is is changing. But I think the key is 221 00:15:18.679 --> 00:15:26.789 to take your get your message to where your ideal customer is and and and 222 00:15:26.950 --> 00:15:28.789 sometimes that can be expensive, which is hard to stomach in this in these 223 00:15:28.870 --> 00:15:33.029 times, especially on the marketing side. But that's the real key to building 224 00:15:33.029 --> 00:15:39.340 awareness is is finding where their eyeballs are. socials great for this, like 225 00:15:39.539 --> 00:15:41.419 like I mentioned a second ago. I think I think that's a you know, 226 00:15:43.139 --> 00:15:46.940 almost everyone's customers or floating their rivalls are floating through their linkedin profile in 227 00:15:46.980 --> 00:15:52.250 the BB world here. They're obviously on other types of social media as well. 228 00:15:52.090 --> 00:15:54.330 Now, I think right now is a great time to be spending time 229 00:15:54.330 --> 00:15:58.090 on Linkedin, if you have the time to spend writing, writing content, 230 00:15:58.529 --> 00:16:04.639 going and commenting on a lot of your perspective customers posts and adding as many 231 00:16:04.679 --> 00:16:08.960 connections as possible. Yeah, but people who are your perspective customers right and 232 00:16:10.200 --> 00:16:12.039 be a great use of time right now. What else would you say? 233 00:16:12.080 --> 00:16:17.559 Are just good tips, things that marketing and sales teams need to be keeping 234 00:16:17.559 --> 00:16:22.389 in mind during a time such as this? Well, I guess you know 235 00:16:22.590 --> 00:16:29.230 what one thing is is. It gets back to building pipeline and how you're 236 00:16:29.590 --> 00:16:33.580 needed to change your messaging in a time like this, ever so slightly. 237 00:16:33.059 --> 00:16:38.379 So you need to change your messaging from will help you do better, or 238 00:16:38.500 --> 00:16:42.659 here's how will help you. You know, here's how will help you succeed 239 00:16:42.820 --> 00:16:47.610 more and talking about the kind of the almost focusing on the positive. You 240 00:16:47.769 --> 00:16:51.850 need to change that to will help. The message needs to be will help 241 00:16:51.889 --> 00:16:56.649 you do more with less. So you need to show them how much, 242 00:16:56.809 --> 00:17:00.570 so how much in terms of dollars, that you'll help them do more with 243 00:17:00.690 --> 00:17:04.759 less. Could be less money, less manpower, could be less resources. 244 00:17:04.960 --> 00:17:08.839 But everyone out there is is is trying to do more with less. And 245 00:17:08.920 --> 00:17:14.319 it went when times were good and my sales seem a bad your maps, 246 00:17:14.359 --> 00:17:18.990 for example. Their messaging to customers was, will help you sell twenty percent 247 00:17:18.109 --> 00:17:26.029 more with your field sales team, and now our message has to be with 248 00:17:26.190 --> 00:17:30.779 bad your maps, your outside sales team can generate the same revenue even though 249 00:17:30.819 --> 00:17:36.140 your team is twenty percent smaller. And that's a subtle difference. But you 250 00:17:36.220 --> 00:17:38.859 know it's saying. It's saying a very similar thing, but one of those 251 00:17:38.940 --> 00:17:45.369 messages is going to resonate way more during a recession. Man, that is 252 00:17:45.369 --> 00:17:48.210 a great tip. Learning how to just speak to what people are feeling, 253 00:17:48.210 --> 00:17:52.170 learning how to get them to speaking to what they're they're feeling about saving and 254 00:17:52.210 --> 00:17:56.170 getting more out of what they currently have. Is there any final thoughts you 255 00:17:56.289 --> 00:18:03.079 have for our audience? Well, I guess you know what. One thing 256 00:18:03.160 --> 00:18:07.039 that really jumps out at me right now is it's a great time to recruit 257 00:18:07.079 --> 00:18:12.349 great people. The market for hiring great salespeople, great marketers has been so 258 00:18:12.630 --> 00:18:18.549 bad for years and it's it's never it's never been better than right now, 259 00:18:18.670 --> 00:18:22.829 at least in recent history. There are so many really talented sales and marketers 260 00:18:22.869 --> 00:18:26.140 out there and laid off, they've furloughed and through no fault of their own 261 00:18:26.259 --> 00:18:30.539 right. So look, if you have the ability to make an investment in 262 00:18:30.619 --> 00:18:36.059 these times, look to recruit those people and invest in in in your future 263 00:18:36.220 --> 00:18:40.180 sales and these guys can bring in more money at the margin. And it 264 00:18:40.259 --> 00:18:42.809 doesn't the argument doesn't count if you would have gotten that money anyway. But 265 00:18:44.009 --> 00:18:47.289 if they can, because you can get great talent and you can get it 266 00:18:47.369 --> 00:18:51.569 relatively cheaply, it's it's possible to have them bring in way more money than 267 00:18:51.609 --> 00:18:56.440 they cost. So why wouldn't you do that? Perfect Steve, where can 268 00:18:56.480 --> 00:19:02.279 people learn more about you? In Badger maps and even I your linkedin course. 269 00:19:02.359 --> 00:19:04.000 I watched a little bit of your linkedin course before I got on this 270 00:19:04.119 --> 00:19:07.880 call and it was fantastic. Where can people aren more from you? Yeah, 271 00:19:08.559 --> 00:19:11.710 so my, My, you can look me up on Linkedin. A 272 00:19:11.789 --> 00:19:15.509 lot of my stuff is kind of linked off of that. So the linkedin 273 00:19:15.630 --> 00:19:18.470 course is going to be linked off or courses or linked off of that. 274 00:19:18.309 --> 00:19:25.180 My podcast outside sales talk is linked off of that. And if it's badger 275 00:19:25.339 --> 00:19:29.740 you're interested in learning more about suing field sales team, I guess the websites 276 00:19:29.740 --> 00:19:33.259 the best place for that. So just you know, badger mappingcom or Google 277 00:19:33.380 --> 00:19:37.619 has fantastic. Thanks again for joining me on the show. Absolutely thanks for 278 00:19:37.660 --> 00:19:45.210 having me. Hey, everybody, logan with sweet fish here. If you're 279 00:19:45.210 --> 00:19:48.369 a regular listener of be tob growth, you know that I'm one of the 280 00:19:48.490 --> 00:19:51.849 cohost of the show, but you may not know that I also head up 281 00:19:51.890 --> 00:19:55.359 the sales team here, is sweetfish. So for those of you in sales 282 00:19:55.400 --> 00:19:57.880 or sales ops, I wanted to take a second to share something that's made 283 00:19:57.880 --> 00:20:03.359 us insanely more efficient lately. Our team has been and using lead Iq for 284 00:20:03.400 --> 00:20:07.670 the past few months and what used to take us four hours gathering contact data 285 00:20:07.910 --> 00:20:11.309 now takes us only one. Or seventy five percent or efficient we're able to 286 00:20:11.430 --> 00:20:17.990 move faster without bound prospecting and organizing our campaigns is so much easier than before. 287 00:20:18.470 --> 00:20:22.019 I'd highly suggest you guys check out lead Iq as well. You can 288 00:20:22.059 --> 00:20:32.059 check them out at lead iqcom. That's Elle a d iqcom. Are you 289 00:20:32.180 --> 00:20:36.289 on Linkedin? That's a stupid question. Of course you're on Linkedin. Here's 290 00:20:36.289 --> 00:20:40.170 so we fish. We've gone all in on the platform. Multiple people from 291 00:20:40.170 --> 00:20:42.609 our team are creating content there. Sometimes it's a funny gift for me, 292 00:20:44.210 --> 00:20:47.809 other times it's a micro video or a slide deck, and sometimes it's just 293 00:20:47.930 --> 00:20:52.599 a regular old status update that shares their unique point of view on BB marketing 294 00:20:52.680 --> 00:20:56.880 leadership or their job function. We're posting this content through their personal profile, 295 00:20:57.279 --> 00:21:02.200 not our company page, and it would warm my heart and soul if you 296 00:21:02.319 --> 00:21:06.390 connected with each of our evangelists. will be adding more down the road, 297 00:21:06.549 --> 00:21:11.230 but for now you should connect with bill read, our COO, Kelsey Montgomery, 298 00:21:11.390 --> 00:21:15.750 our creative director, Dan Sanchez, our director of audience growth, Logan 299 00:21:15.789 --> 00:21:18.500 Lyles, are Director of partnerships, and me, James Carberry. We are 300 00:21:18.539 --> 00:21:22.460 having a whole lot of fun on Linkedin pretty much every single day and we'd 301 00:21:22.500 --> 00:21:23.380 love for you to be a part of it,