#CX 51: Pirating the Best Sales Tips and Tactics w/ Tyler Menke

WEBVTT 1 00:00:00.000 --> 00:00:08.310 The reality. The KPIS should be the customers measurement, not the companies, 2 00:00:08.869 --> 00:00:12.429 and I think so often we come up with the KPIS and the measurements and 3 00:00:12.509 --> 00:00:18.750 metrics and then we push them on the customer. As Steve Jobs once said, 4 00:00:18.789 --> 00:00:22.539 it's more fun to be a pirate than to join the navy, and, 5 00:00:22.660 --> 00:00:25.859 as the guest you're about to spend some time with said, when you 6 00:00:25.940 --> 00:00:30.140 learn from the best, you become the best. My name is Ethan Beauty. 7 00:00:30.219 --> 00:00:33.420 I'm the host of the CX series here on the B tob growth show, 8 00:00:33.740 --> 00:00:38.490 the chief of angelist at bombomb and the CO author of Rehumanize Your Business. 9 00:00:38.810 --> 00:00:43.369 In this conversation, Tyler minkey joins us to talk about all of the 10 00:00:43.450 --> 00:00:47.530 things that he's learned over the years. He served in a number of sales 11 00:00:47.609 --> 00:00:51.600 rolls and as he faced new challenges, he would reach out to people who 12 00:00:51.600 --> 00:00:56.719 would face something similar before. He's done dozens and dozens of interviews and recently 13 00:00:56.759 --> 00:01:02.960 compiled some of his best sales tips into the pirates guide to sales. We 14 00:01:03.119 --> 00:01:07.189 talked about what the best sales people have in common, his value process, 15 00:01:07.950 --> 00:01:15.150 why you should take ownership of your customers, Kpis and more enjoy this conversation 16 00:01:15.549 --> 00:01:21.379 with Tyler Menky. When you constantly learn from the best, you become the 17 00:01:21.500 --> 00:01:25.140 best. That's the thesis of our guest today on the customer experience podcast. 18 00:01:25.500 --> 00:01:29.060 So today we're going to learn from some of the best salespeople who know that 19 00:01:29.140 --> 00:01:33.209 the secret to improving customer experience is no secret at all. Our guest spent 20 00:01:33.250 --> 00:01:36.049 a few years as a marketing director. It's been a few years as a 21 00:01:36.090 --> 00:01:41.010 territory manager for you PS selling supply chain solutions. For the past decade he's 22 00:01:41.010 --> 00:01:44.890 been blowing out as quotas in sales and account management roles, and he currently 23 00:01:44.969 --> 00:01:49.920 serves as manager of strategic accounts at Maria Genetics. But the project will spend 24 00:01:49.959 --> 00:01:52.959 most of our time talking about is the pirates guide to sale, which is 25 00:01:53.000 --> 00:01:57.959 the result of interviewing top sales people over five years and then organizing and publishing 26 00:01:57.239 --> 00:02:02.150 the most interesting innovations and best stories and a newly released book. Tyler Menky, 27 00:02:02.349 --> 00:02:07.510 welcome to the customer experience podcast. Thanks for having me. I'm really 28 00:02:07.549 --> 00:02:09.110 excited to be here. Yeah, me too. I think a project that 29 00:02:09.189 --> 00:02:15.030 you undertook completely self initiated is really cool and interesting. I'm excited to get 30 00:02:15.030 --> 00:02:16.659 into it. But before we get going, let's talk for a minute about 31 00:02:16.699 --> 00:02:21.460 your linkedin description. So you know, we all have that little description that 32 00:02:21.500 --> 00:02:23.979 goes with our names and a lot of people use it, you know, 33 00:02:23.219 --> 00:02:27.819 to to act mention their company or other things that they're working on. Some 34 00:02:28.020 --> 00:02:31.449 people use it for keyword stuffing or self promotion. But you've got a small 35 00:02:31.569 --> 00:02:36.930 piece of advice and inspiration next to your name. All it says is start 36 00:02:37.050 --> 00:02:40.530 small, dream big. What's the motivation there? It's interesting you bring that 37 00:02:40.650 --> 00:02:44.050 out. I think it's kind of toofold. The first part of it is 38 00:02:44.169 --> 00:02:47.280 to remind myself. You know, I'm somebody who has a lot of ideas 39 00:02:47.639 --> 00:02:53.719 and you know that can be both a positive and a detriment. So when 40 00:02:53.759 --> 00:02:57.919 you're in sales or or those of us that have entrepreneurial spirits and think that 41 00:02:58.080 --> 00:03:00.229 way, we can all relate to times where, you know, we see 42 00:03:00.270 --> 00:03:07.669 the vision and all the different directions that things can go, but rarely do 43 00:03:07.830 --> 00:03:10.310 you get to the finish line without, you know, taking the proper step. 44 00:03:10.430 --> 00:03:15.139 So my experience has been you have to start small and really own your 45 00:03:15.259 --> 00:03:21.860 crafts with a small subset of customers and sort of branch out from there and 46 00:03:22.020 --> 00:03:28.090 let those individuals sort of be your ground troops and your initial group and collection 47 00:03:28.210 --> 00:03:31.689 of customers that help spread the word. So good. Let's start in earnest, 48 00:03:31.729 --> 00:03:36.330 where we always start, which is your thoughts or your characteristics or your 49 00:03:36.370 --> 00:03:39.530 definitions of customer experience. When I say customer experience, what does that mean 50 00:03:39.610 --> 00:03:44.159 to you? Well, I mean I think when it comes to customer experience 51 00:03:44.199 --> 00:03:49.599 it's a challenging one because at times you've got things that the customer themselves don't 52 00:03:49.599 --> 00:03:53.039 realize that they need, but then in other instances, you know, those 53 00:03:53.080 --> 00:03:58.789 of us that have to pitch things or create things for customer experience will think 54 00:03:58.830 --> 00:04:01.310 they need something and they don't actually need it. So I think there's this 55 00:04:01.909 --> 00:04:08.509 juxtaposed thing going on here where you have to really intrench yourself into the customers 56 00:04:08.909 --> 00:04:15.860 state of mind and find that happy median between what is needed and what is 57 00:04:15.979 --> 00:04:20.740 wanted to create something of true value for customer. And you know. So 58 00:04:20.819 --> 00:04:25.569 I think it a challenging thing is because, like I said, at times 59 00:04:25.610 --> 00:04:30.170 they don't know exactly what the next best thing would be, but then again 60 00:04:30.209 --> 00:04:33.050 we don't either, so you really have to intrench yourself to find that happy 61 00:04:33.170 --> 00:04:38.839 place where they truly have a valued experience. That I like. This this 62 00:04:39.040 --> 00:04:42.360 tension between wants and needs. You know, we've one of the things that 63 00:04:42.480 --> 00:04:46.519 we've set around here at bombomb for a while is sell them what they want, 64 00:04:46.600 --> 00:04:48.360 but give them what they need. I just really like that tension. 65 00:04:48.399 --> 00:04:51.399 I like the way you spoke to it. Let's get to the pirates guide 66 00:04:51.439 --> 00:04:57.029 right off the top here. What was the spark for this project? Yeah, 67 00:04:57.110 --> 00:05:02.629 so I had wanted to break into medical sales and those of your listeners 68 00:05:02.709 --> 00:05:06.139 that know anything about medical sales, it's kind of a tough field to break 69 00:05:06.180 --> 00:05:10.740 into and a lot of times you have to kind of earn your earn your 70 00:05:10.779 --> 00:05:15.620 way in, and so I had taken on this role at logic, which 71 00:05:15.620 --> 00:05:20.490 is which was called a surgical sales specialist role, and basically what that was 72 00:05:20.569 --> 00:05:25.730 is you would go out and fill in open territories in and around the country. 73 00:05:26.050 --> 00:05:29.970 So if there was a maternity leave or if somebody had been let go, 74 00:05:30.649 --> 00:05:36.600 you would fill in until that replacement was brought and so I remember interviewing 75 00:05:36.720 --> 00:05:40.680 for that and the guy who hired me. It's now made it all the 76 00:05:40.720 --> 00:05:44.600 way up to COO at another large device company. He told me this will 77 00:05:44.600 --> 00:05:47.920 be the hardest year of your career. Are you willing to do this and 78 00:05:48.680 --> 00:05:51.870 them? So I like the challenge. I took it on. But the 79 00:05:51.990 --> 00:05:57.149 beauty of that year is all of us in sales we can be pretty hard 80 00:05:57.189 --> 00:06:01.550 on ourselves, right, and so when you're given a territory that's not yours 81 00:06:01.589 --> 00:06:05.500 and very little detail around it, you give yourself a little bit of grace 82 00:06:05.699 --> 00:06:10.579 or a little wiggle room to make mistakes and not beat yourself up. And 83 00:06:10.740 --> 00:06:14.180 so it was like learning sales, medical sales, by drinking from a fire 84 00:06:14.300 --> 00:06:16.579 hose. You know, every territory I took on, I have to relearn 85 00:06:16.699 --> 00:06:20.930 everything, new sets of doctors and I made so many mistakes in that year. 86 00:06:21.569 --> 00:06:25.170 I came out of it, you know, feeling really confident in my 87 00:06:25.250 --> 00:06:29.170 abilities, but I also realize, you know, I learned so much for 88 00:06:29.329 --> 00:06:32.759 my mistakes, but I also learned so much from all the encounters, because 89 00:06:33.439 --> 00:06:38.639 it was kind of like a pirates guy adventure in and of itself. I 90 00:06:38.839 --> 00:06:42.600 was learning from all the best that were all around me and, you know, 91 00:06:42.759 --> 00:06:46.949 ten different geographies around that country. So that's sort of where my inspiration 92 00:06:47.069 --> 00:06:50.029 came from. I'm like. I wonder if I can continue to accelerate this 93 00:06:50.230 --> 00:06:57.350 process by getting other cop sellers on the phone and and other business minded people 94 00:06:57.470 --> 00:07:00.310 on the phone and and kind of firing all the best ideas from them. 95 00:07:00.860 --> 00:07:03.819 So when in that process, you know could, because a lot of us 96 00:07:03.819 --> 00:07:08.259 are doing you know, if we're learning and growing and challenging ourselves. We're 97 00:07:08.300 --> 00:07:12.740 getting involved in in products and circumstances, maybe not as crazy as yours, 98 00:07:12.819 --> 00:07:15.970 you know, being at filling around the country, but you know, we're 99 00:07:15.970 --> 00:07:18.930 all learning and growing, but so so few people actually take the time to 100 00:07:18.970 --> 00:07:25.050 document it. Were you documenting it as you were going? I had no 101 00:07:25.209 --> 00:07:30.199 intention really of getting to a published work until much more recently, but I've 102 00:07:30.199 --> 00:07:35.240 always been sort of a left brainer and I've always liked to write and play 103 00:07:35.360 --> 00:07:40.800 guitar and draw and sketch, and so, you know, it's just kind 104 00:07:40.800 --> 00:07:43.800 of a part of my daily routine to do that. And so I'd had 105 00:07:43.839 --> 00:07:46.709 a lot of notes and a lot of things that I've written about. I've 106 00:07:46.750 --> 00:07:51.389 written some articles on Linkedin and I remember a few years back the article that 107 00:07:53.110 --> 00:07:56.470 kind of went the most viral, you know, on a smaller scale, 108 00:07:57.069 --> 00:08:01.379 was one that was, you know, of that topic. Basically, you 109 00:08:01.459 --> 00:08:03.620 know, here's a bunch of ideas and you know, take what you want 110 00:08:03.819 --> 00:08:07.579 for yourself and your own selling system. And so that was when I was 111 00:08:07.620 --> 00:08:09.699 like, hi, I wonder if there's something here. You know, and 112 00:08:09.779 --> 00:08:13.209 most most sales books that I've ever read, and I'm a big reader. 113 00:08:13.730 --> 00:08:20.889 I like a lot of stuff on behavioral psychology and even philosophy and some of 114 00:08:20.930 --> 00:08:24.930 the deeper subjects, but the sales books are typically written by researchers, not 115 00:08:24.370 --> 00:08:28.639 actual be to be sales so I thought there might be a niche here. 116 00:08:28.560 --> 00:08:33.279 Nice it sounds like. From a customer experience standpoint. That is one point 117 00:08:33.320 --> 00:08:37.879 of differentiation. The research is in primary research with people who are actually out 118 00:08:37.879 --> 00:08:43.669 there trying to solve customers problems. Right. Yeah, and I incorporate a 119 00:08:43.789 --> 00:08:46.070 lot of up, you know, stuff from sales books I had read that, 120 00:08:46.350 --> 00:08:50.429 you know, I found a value and stuff from, you know, 121 00:08:50.590 --> 00:08:56.580 other business books, people like Ray Dalli Oh and Daniel Conoman and some real 122 00:08:56.659 --> 00:09:01.259 true thought leaders. There's certain subject matter that I don't feel like us in 123 00:09:01.419 --> 00:09:03.419 sales, even if you are a master or going to be as good as 124 00:09:03.700 --> 00:09:07.820 you know, Daniel Condoman, when it comes to decision making to sure. 125 00:09:07.980 --> 00:09:11.210 Yeah, we leaned on his research in in the book that we wrote here. 126 00:09:11.250 --> 00:09:16.450 I rehumanize Your Business. So you're obviously an accomplished salesperson as you were 127 00:09:16.529 --> 00:09:20.169 undertaking this, but I'll bet you still learned to ton by talking with a 128 00:09:20.289 --> 00:09:24.440 bunch of other great sales people. was there anything that surprised you in this 129 00:09:24.519 --> 00:09:30.600 journey where you would like like a real Aha for you? Yeah, and 130 00:09:30.799 --> 00:09:35.279 you're exactly right. I mean, I learned so much through this process and 131 00:09:35.399 --> 00:09:39.590 that's why I hope, you know, others will see the value and what 132 00:09:39.669 --> 00:09:43.309 I wrote. But no, I would say the biggest surprise to me is 133 00:09:43.429 --> 00:09:48.590 that salespeople get pigeonholed, like we like, for years, they'll say, 134 00:09:48.789 --> 00:09:52.019 you know, companies will be seeking your looking for a challenge, some sort 135 00:09:52.019 --> 00:09:58.419 of label. The best salespeople have almost nothing in common from a personality standpoint, 136 00:09:58.500 --> 00:10:01.779 not not that I could find. You know, I remember my first 137 00:10:01.779 --> 00:10:05.539 sales job training with somebody and thinking, Gosh, you know, if this 138 00:10:05.580 --> 00:10:09.049 is how I have to be, I'm not sure I'm going to be able 139 00:10:09.049 --> 00:10:11.610 to pull this off. Like I don't have near the energy that guy has. 140 00:10:11.809 --> 00:10:16.730 I don't have near the UAVE a appeal. And yet I slowly but 141 00:10:16.850 --> 00:10:22.840 surely found that it's about your own system and there's no you know, personality. 142 00:10:22.879 --> 00:10:28.919 I've met introverts that are just tremendously great sales people, so that's probably 143 00:10:28.919 --> 00:10:31.279 the biggest thing. Yeah, it's really interesting. I obviously am working with 144 00:10:31.519 --> 00:10:37.309 a lot of people trying to get them to be more comfortable using video in 145 00:10:37.429 --> 00:10:41.149 their work, whether they're in marketing, sales, customer success, leadership management, 146 00:10:41.190 --> 00:10:43.230 and it's the same thing. A lot of people think they need to 147 00:10:43.309 --> 00:10:48.309 be this big, specific, dynamic personality, but really all of us are 148 00:10:48.470 --> 00:10:52.700 succeeding every day on who we are, and so having that confidence in there 149 00:10:52.779 --> 00:10:56.740 and some systematic approach and some discipline goes a long way. One of the 150 00:10:56.820 --> 00:11:00.700 phrases in the subtitle of the pirates guide to sales, it's interesting to me, 151 00:11:00.860 --> 00:11:05.529 is this why to buy. Talk about that like moving moving people from 152 00:11:05.610 --> 00:11:09.649 why to buy. Like talk about that language and what's behind it. I 153 00:11:09.809 --> 00:11:13.850 think in the evolution of sales, you know, we've gone from you know, 154 00:11:15.090 --> 00:11:16.850 back in the day when there was less competition, you would build a 155 00:11:16.850 --> 00:11:22.200 relationship with people and then, if you think about has ow our business and 156 00:11:22.360 --> 00:11:26.120 our economies change, we got to a place where there was a lot of 157 00:11:26.279 --> 00:11:31.799 problems because everything got much more automated systematic, and so that's when spin selling 158 00:11:31.909 --> 00:11:37.190 came out. And then we got to a place where there were so many 159 00:11:37.710 --> 00:11:43.269 people trying to fix and and find problems that it was those that could really 160 00:11:43.309 --> 00:11:48.419 shift perspective and build that and walk that tension line that the challenger came about. 161 00:11:48.700 --> 00:11:52.620 I really think we move so fast spaced today that you have to sort 162 00:11:52.659 --> 00:11:56.779 of take bits and pieces from everything and combine an into your own system. 163 00:11:58.580 --> 00:12:01.529 But nothing has changed. You know somebody we all like to buy. We 164 00:12:01.929 --> 00:12:05.610 can all think of a time where we bought something and it was a great 165 00:12:05.769 --> 00:12:11.289 process, you know, like whether it be chick fil a for lunch or, 166 00:12:11.409 --> 00:12:13.809 you know, your new apple life, and we can all think of 167 00:12:13.929 --> 00:12:18.080 something that we bought where the experience was great. And so really that comes 168 00:12:18.159 --> 00:12:24.600 down to the fact that that customer or that product is understanding. You know 169 00:12:24.679 --> 00:12:30.470 why you're there, you know the why is is basically the motivation. So 170 00:12:30.909 --> 00:12:35.429 the thought of feature, advantage, benefit, you know, I think Simon 171 00:12:35.509 --> 00:12:39.509 syndicated it right and that when you can understand the why, you can cut 172 00:12:39.509 --> 00:12:43.990 a lot of the fat. You know, and get to the core reason 173 00:12:43.070 --> 00:12:48.740 why somebody would have any interest prior to data dumping. So that's sort of 174 00:12:48.779 --> 00:12:52.740 the thought. But I think that in today's world is far more challenging than 175 00:12:52.820 --> 00:12:58.059 ever to understand and just sell to the why. You know, I think 176 00:12:58.059 --> 00:13:01.009 that's the part from Simon Sentex works that I've read that that is sort of 177 00:13:01.129 --> 00:13:05.210 missing. It's kind of a challenging endeavor to understand that. Yeah, and 178 00:13:05.289 --> 00:13:11.929 there's a big a behavioral economics conversation and problem to be solved there. One 179 00:13:11.970 --> 00:13:16.120 of the big pieces in there to me in the pirates guide is the value 180 00:13:16.320 --> 00:13:18.840 acronym. Can you just speak to that a little bit? I think it 181 00:13:20.720 --> 00:13:24.080 there're a lot of really important ideas there and I'd love for you just to 182 00:13:24.159 --> 00:13:28.870 speak a little bit about that acronym of Value. Yeah, so if you 183 00:13:28.990 --> 00:13:33.429 read the book you'll see there's some themes in there about leansig sing my I 184 00:13:33.710 --> 00:13:37.269 I've got a lean six sigma certification, broad certification, and when you go 185 00:13:37.470 --> 00:13:41.539 through that process or if you know anything about lean manufacturing, a lot of 186 00:13:41.620 --> 00:13:46.580 it is like they were the Simon sentex before the Simon Senex. They were 187 00:13:46.059 --> 00:13:52.980 trying to understand the why behind by for customers and create something of value in 188 00:13:54.179 --> 00:13:58.129 something that ties directly to EU Jane. So I went ahead and just used 189 00:13:58.169 --> 00:14:03.570 an acronym of value. The sort of highlights some of the lesser thought places 190 00:14:03.690 --> 00:14:09.360 to look for adding value to the customer. So using the acronym V stands 191 00:14:09.399 --> 00:14:13.279 for variability. So any if you think about it, anytime there's variability of 192 00:14:13.399 --> 00:14:18.960 product or service, that's going to be something that if your product can help 193 00:14:20.080 --> 00:14:24.350 with, it's going to add value. Likewise, the a being automation. 194 00:14:24.549 --> 00:14:28.950 So if you can automate a manual process or automate something for a customer, 195 00:14:28.029 --> 00:14:33.269 that's going to immediately free up time and be of value. The L being 196 00:14:33.389 --> 00:14:35.789 for lower call us. You know, there are a number of different ways 197 00:14:37.029 --> 00:14:41.580 to lower costs outside of just the price itself. And if you think about 198 00:14:41.860 --> 00:14:50.779 products like apple or truly innovative products, anytime you can uniquely differentiate for your 199 00:14:50.860 --> 00:14:56.129 customer, if you can create something uniquely different for their brand with your product 200 00:14:56.169 --> 00:14:58.649 or service, then you're going to be seen as somebody that can add value. 201 00:15:00.009 --> 00:15:03.370 And then, lastly, access waste. We all get so busy we 202 00:15:03.570 --> 00:15:07.320 forget and become blind to the waist in front of us. So having somebody 203 00:15:07.360 --> 00:15:13.039 come in and be able to find that waste and and read the the company 204 00:15:13.240 --> 00:15:16.240 or product of it is is usually a good place to look. Yeah, 205 00:15:16.240 --> 00:15:20.559 there's a lot in there. When I hear variability and product or service, 206 00:15:20.600 --> 00:15:24.590 I feel like those when people experience that, that's a shake of trust or 207 00:15:24.669 --> 00:15:28.590 confidence. It's like, this isn't what I expected or this isn't quite what 208 00:15:28.629 --> 00:15:31.070 I got last time. Like it kind of shakes that up a little bit. 209 00:15:31.350 --> 00:15:35.029 I think automation speaks a little bit to the elimination of friction and and 210 00:15:35.669 --> 00:15:41.500 just making things more seamless, obviously eliminating waste and and lowering costs throughout the 211 00:15:41.700 --> 00:15:46.460 supply chain and maybe passing those on to the customers savings or, as you 212 00:15:46.500 --> 00:15:48.460 said, like lowering cost might not actually be in the price at all. 213 00:15:48.899 --> 00:15:54.370 And then, of course, unique differentiation is really what brand experience and customer 214 00:15:54.450 --> 00:15:56.929 experience are about. I just really like what you've done there and it's really 215 00:15:56.929 --> 00:16:02.409 useful. Last I'll ask about specifically around the book is this idea of burning 216 00:16:02.450 --> 00:16:06.080 of the boats. That's a phrase it a lot of people use intermittently, 217 00:16:06.240 --> 00:16:10.279 but it's one that's so fun and interesting. In bold talk about the way 218 00:16:10.279 --> 00:16:12.799 you use it in this context. Obviously the boats lend themselves to the pirating 219 00:16:12.879 --> 00:16:17.120 theme, but you know, talk about what's really behind it. Yeah, 220 00:16:17.200 --> 00:16:19.990 so one of the things that I always appreciate when I'm reading a book is 221 00:16:22.110 --> 00:16:27.149 understanding a little bit about the author and their why. And I was really 222 00:16:27.190 --> 00:16:33.779 struggling to come up with something to conclude the book and I had landed on 223 00:16:33.940 --> 00:16:37.019 that in my outline. You know, the burn the boats thing, but 224 00:16:37.179 --> 00:16:40.860 I was scared because of it the cliche. So if you read that, 225 00:16:41.220 --> 00:16:47.059 it's a very heartfelt you know, I can't read it without crying because I 226 00:16:47.370 --> 00:16:52.289 lost my dad day after a sixties birthday this path may, and so it's 227 00:16:52.330 --> 00:16:56.330 a conclusion that talks about one of the key learnings I had through that reading 228 00:16:56.450 --> 00:17:02.759 process and how I never wanted to go back to the way of thinking that 229 00:17:02.879 --> 00:17:07.519 I had prior to this period of enlightenment. And so, in a similar 230 00:17:07.559 --> 00:17:11.519 way, the book concludes with you know, hopefully you've taken away things that 231 00:17:11.759 --> 00:17:17.150 you'll carry with you and you'll never look back, and so you know the 232 00:17:17.509 --> 00:17:21.509 point not being your traditional burn the boats and that you're going to throw out 233 00:17:21.549 --> 00:17:26.190 everything you've learned prior to reading this but in essence that hopefully you've had some 234 00:17:26.430 --> 00:17:33.460 things that will challenge yourself continue to grow and sell better and connect more appropriately 235 00:17:33.019 --> 00:17:40.500 beautiful. 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There are so many things that you 250 00:18:53.490 --> 00:18:59.119 offered there that remind me of my own journey in organizing thoughts and doing some 251 00:18:59.319 --> 00:19:02.640 writing, including the loss of a parent and struggling to figure out how to 252 00:19:02.680 --> 00:19:06.880 end a book. But will say that maybe for a personal conversation. Fun 253 00:19:06.960 --> 00:19:10.000 Steve Jobs quote around the book and then we'll move on is it's more fun 254 00:19:10.029 --> 00:19:12.630 to be a pirate than to join the navy. You know you've already mentioned 255 00:19:12.670 --> 00:19:15.950 apple a couple of times. How much did that quote mean do you around 256 00:19:15.990 --> 00:19:22.630 this team? Obviously the pirates guide is is stealing, in begging and borrowing 257 00:19:22.710 --> 00:19:26.740 the best ideas from other salespeople, but how much did that quote lend itself 258 00:19:26.779 --> 00:19:30.220 to the theme for you? It really when I was trying to conjure up 259 00:19:30.339 --> 00:19:34.339 and to use you know what you just said. It's exactly what you're trying 260 00:19:34.339 --> 00:19:37.650 to do when you've got this framework of ideas is how are you going to 261 00:19:37.730 --> 00:19:44.329 organize it in a way they can be easy to follow but but also you 262 00:19:44.410 --> 00:19:48.049 know memorable and that that quote is what actually drove the whole thing, and 263 00:19:48.250 --> 00:19:52.730 so for me, when I heard that quote and I was trying to come 264 00:19:52.769 --> 00:19:55.599 up with the framework, I was like that that's it, that's in essence, 265 00:19:55.680 --> 00:19:57.599 what we're doing here is just what you said. We're going out and 266 00:19:57.759 --> 00:20:03.920 taking the best ideas and learning from the best and pirting them. So you 267 00:20:03.000 --> 00:20:07.630 know, apple was famous, apparently, for flying pirates flag on top and 268 00:20:07.710 --> 00:20:12.150 and imploring their people to go learn from the best and innovating that regard. 269 00:20:12.910 --> 00:20:18.269 So you know, I think that that was a big part of the title 270 00:20:18.430 --> 00:20:23.099 and also what lended itself to the framework. Cool. Congratulations again and on 271 00:20:23.259 --> 00:20:29.339 just crushing quota after quota after quota. My motivation here on the show is 272 00:20:29.420 --> 00:20:34.299 to start having a clearer and better conversation across marketing, sales and customer success 273 00:20:34.660 --> 00:20:38.970 in particular, but throughout the organization, about how to create better alignment toward 274 00:20:40.529 --> 00:20:44.690 a better customer experience, because even in a healthy culture we can find ourselves 275 00:20:44.730 --> 00:20:48.089 a little bit siload and so there're a couple really interesting things about your career 276 00:20:48.170 --> 00:20:52.079 that I would love to ask you about to start drawing some of these connections. 277 00:20:52.400 --> 00:20:55.200 And the first one is, you know, when I look at your 278 00:20:55.839 --> 00:21:00.880 your profile on Linkedin. I feel like a couple of these roles their sales 279 00:21:00.920 --> 00:21:03.589 rolls, but they're there. They seem to be a blend maybe of account 280 00:21:03.589 --> 00:21:08.269 executive and account manager, which in a lot of organizations are two separate sides 281 00:21:08.309 --> 00:21:12.789 of the house. Talk a little bit about a traditional sales roll versus an 282 00:21:12.789 --> 00:21:18.349 account management rolled. You see that yourself and my is my observation, even 283 00:21:18.349 --> 00:21:21.339 in the ballpark. And what do you think about that? Well, I 284 00:21:21.420 --> 00:21:25.700 think is it relates to the you know, the the parallels and hope, 285 00:21:25.740 --> 00:21:30.019 well, hopefully, the parallels between marketing, sales and customer experience. You 286 00:21:30.099 --> 00:21:36.009 know, there's a variety of different roles within companies and they all have sort 287 00:21:36.049 --> 00:21:38.529 of a cross all nation, so to speak. But I mean, I 288 00:21:38.650 --> 00:21:44.609 think for me personally working in a large corporation, there ten, you know, 289 00:21:44.849 --> 00:21:48.759 in a purposeful way, there tends to be a silo and a segmentation 290 00:21:48.400 --> 00:21:53.880 of different roles, even from side sales to outside sales. But to answer 291 00:21:53.920 --> 00:22:00.519 your question and strategic accounts, you know I work closely with all sides of 292 00:22:00.680 --> 00:22:06.029 the table and so you really do find a lot of commonalities and I have 293 00:22:06.190 --> 00:22:11.950 to typically be the quarterback, the create that sort of common thread or golden 294 00:22:11.069 --> 00:22:15.579 thread that weaves through the customer messaging. It really is a challenge. I 295 00:22:17.299 --> 00:22:22.140 love what you're doing because I think often times there is a disconnect between marketing 296 00:22:22.220 --> 00:22:26.180 and sales and even between marketing, sales and customer. You know, I 297 00:22:26.339 --> 00:22:32.529 really think we tend to always go to the same wells and for information and 298 00:22:32.690 --> 00:22:36.289 that can lead you down a path that you know, as you redoing a 299 00:22:36.329 --> 00:22:38.650 lot of things after the fact. I think the more observation you can do 300 00:22:38.849 --> 00:22:45.000 of the customer on the ground floor prior to launching or producing anything, the 301 00:22:45.119 --> 00:22:49.640 better off you'll be. Absolutely and then creating feedback loops, because different people 302 00:22:49.680 --> 00:22:55.559 are experiencing and touching the customer at different points and in different ways. We 303 00:22:55.640 --> 00:22:57.160 all see the customer a little bit differently. Part of it's the way we 304 00:22:57.240 --> 00:23:02.309 have our metrics set up. Metrics can create some alignment. But so do 305 00:23:02.349 --> 00:23:07.390 you definitely see yourself as a salesperson rather than account manager? Absolutely yeah, 306 00:23:07.509 --> 00:23:11.430 and I mean I think I I often will have to jump into different seats 307 00:23:11.509 --> 00:23:17.859 and I certainly enjoy all aspects of business, but traditionally I've been more in 308 00:23:18.220 --> 00:23:21.940 a sale US role. But Yeah, you touched on something there with the 309 00:23:22.099 --> 00:23:26.380 metrics, that that also kind of sticks in micrawl. I think that that 310 00:23:26.619 --> 00:23:32.289 metrics are super, super important. You know, I think it's the difference 311 00:23:32.329 --> 00:23:37.289 between a personal trainer and going on your venture this January first on yourself to 312 00:23:37.450 --> 00:23:41.559 lose weight. You know, somebody takes your body fat percentage cluster all, 313 00:23:42.119 --> 00:23:47.960 takes all your measurements when you step on the scale the end of February and 314 00:23:48.000 --> 00:23:49.640 him and lost any weight they can. They can show you all the other 315 00:23:49.799 --> 00:23:55.599 places that you had success. But in the book I talked about KPIS and 316 00:23:55.640 --> 00:24:00.390 I reverse the you know how Simon sent it reverses it with the Golden Circle. 317 00:24:00.430 --> 00:24:03.750 I reverse it with Kpis because in reality the Kpis should be the customers 318 00:24:03.869 --> 00:24:07.509 measurement, not the companies, and I think so often we come up with 319 00:24:07.589 --> 00:24:12.220 the KPIS and the measurements and metrics and then we push them on the customer 320 00:24:12.859 --> 00:24:18.380 and I think that's where you were. Things go awry because you're not necessarily 321 00:24:18.420 --> 00:24:22.539 measure measuring the right things. You can understand what's important to the customer and 322 00:24:22.740 --> 00:24:27.450 measure those things. Now you've got something about them right and you start to 323 00:24:27.529 --> 00:24:32.210 understand the value that you're actually providing even better. That's a really, really 324 00:24:32.289 --> 00:24:37.289 great insight. So you your Cincinnati Guy. You went to school at Xavier 325 00:24:37.769 --> 00:24:41.960 and you did it an undergraduate degreeanda and an MBA there, and your Undergrad 326 00:24:41.240 --> 00:24:45.759 was in marketing, an entrepreneurship, and you spent your first few years of 327 00:24:45.839 --> 00:24:49.319 your career as a marketing director. How do you think that marketing study and 328 00:24:49.400 --> 00:24:53.549 marketing work earlier in your career set you up for a successful sales career? 329 00:24:53.589 --> 00:24:57.990 Well, I mean that was another fire hose experience. I was working for 330 00:24:57.990 --> 00:25:06.509 a entrepreneur and he had sort of grown pretty quickly and at the same time 331 00:25:06.710 --> 00:25:10.619 he lost his marketing director and I was just an intern, still in college, 332 00:25:10.660 --> 00:25:14.539 when they offered me the full time position and all of a sudden was 333 00:25:14.660 --> 00:25:18.180 in you know, I was like I'll take this on. I'm marketing director 334 00:25:18.380 --> 00:25:25.569 and and I have over a million dollar budget with franchise's and I would have 335 00:25:25.609 --> 00:25:29.849 to meet with all these business owners, you know, these franchise's, and 336 00:25:29.970 --> 00:25:33.569 I was the guy that was in charge of their budget. So just, 337 00:25:33.809 --> 00:25:37.680 I mean I you know, for me it was all about understanding what was 338 00:25:37.799 --> 00:25:41.279 going to be the common thing that would help the most entrepreneurs. Not What 339 00:25:41.400 --> 00:25:45.880 I wanted to to pitch your market, but I think that, to answer 340 00:25:45.880 --> 00:25:49.789 your question, I think that role taught me so much just about, you 341 00:25:49.910 --> 00:25:56.430 know, the humility and the understanding of where people and business owners are coming 342 00:25:56.470 --> 00:26:00.349 from, because there's so much pressure and that one percent marketing budget in a 343 00:26:00.430 --> 00:26:04.460 franchise fee is a lot, you know, because it's coming it's coming right 344 00:26:04.539 --> 00:26:08.099 off the margin, and so, you know, I think it made me 345 00:26:10.180 --> 00:26:17.019 feel super respectful and indebted to doing the best I possibly could with their money. 346 00:26:17.579 --> 00:26:21.609 And then, as you grow and expand into roles where there's more money 347 00:26:21.690 --> 00:26:26.130 and larger companies and stuff like that, creating that unique value from a marketing 348 00:26:26.170 --> 00:26:32.609 side and being laser focused and arguted and not using too much of a shotgun 349 00:26:32.690 --> 00:26:36.960 approach. You know, that's something I'm never forgotten. Really good. Is 350 00:26:37.000 --> 00:26:42.920 there anything that you wish more salespeople understood about marketing or marketers or the marketing 351 00:26:42.960 --> 00:26:48.430 process? Well, I mean I think that they're different. You know, 352 00:26:48.630 --> 00:26:55.990 I see frustration across both sides from time to time and I think the more 353 00:26:56.109 --> 00:27:00.589 you understand, just like when you know, you hear about a couple going 354 00:27:00.670 --> 00:27:04.339 through a divorce and you pick sides. You know there's often two sides of 355 00:27:04.460 --> 00:27:10.299 story and until you understand both it's really hard for you to have an opinion, 356 00:27:10.980 --> 00:27:14.339 at least one that's right. But I think for me just understanding that 357 00:27:14.420 --> 00:27:18.250 they're very different roles. You know, marketing is going to have to build 358 00:27:18.289 --> 00:27:23.690 a brand and branding is still relatively new to sales people. They don't necessarily 359 00:27:23.730 --> 00:27:30.680 understand the value. They want to drive something now you know they're not always 360 00:27:30.880 --> 00:27:36.599 is long term or visionary. And then likewise you know salespeople will at time 361 00:27:36.680 --> 00:27:41.480 see marketing push things that they know their customers aren't going to respond onto because 362 00:27:41.480 --> 00:27:47.230 there wasn't enough testing done on the ground level to I think the biggest thing 363 00:27:47.309 --> 00:27:52.190 is just them working together, because there's a lot that can be learned by 364 00:27:52.309 --> 00:27:56.789 that happening. Completely agree. So are there? Is there anything that you 365 00:27:56.910 --> 00:28:00.779 remember or took away from your time at ups? You had a very complex 366 00:28:00.859 --> 00:28:06.980 sale. It seems like obviously a very large company. You're getting probably deep 367 00:28:07.180 --> 00:28:11.259 into your customers businesses. Is there anything you know a decade remove, that 368 00:28:11.299 --> 00:28:15.329 you remember from your time at ups? Oh, absolutely, and what was 369 00:28:15.410 --> 00:28:18.890 interesting about that job is as soon as you tell somebody worked or sold for 370 00:28:18.970 --> 00:28:23.970 UPS. They think of package world where it's the postal service, Fedex and 371 00:28:25.049 --> 00:28:29.319 ups. But I worked in the free forwarding division, you know, ocean 372 00:28:29.440 --> 00:28:33.359 and air freight, and I'm sure people don't realize this, but there's thousands 373 00:28:33.400 --> 00:28:37.400 of those companies out there. It really a broker and a travel agent for 374 00:28:37.680 --> 00:28:44.750 for larger shipments, and so ups was by no means, and they're probably 375 00:28:44.789 --> 00:28:48.029 still not the largest player. I mean they were like fifteen to twenty down 376 00:28:48.069 --> 00:28:52.029 the list. So they couldn't, they didn't have the purchasing power to be 377 00:28:52.150 --> 00:28:56.579 the lowest cost provider. But then at the same time everybody's heard of ups, 378 00:28:56.660 --> 00:29:02.299 so they expect them to have good pricing. So for me, understanding 379 00:29:02.859 --> 00:29:07.579 the value and how complex it is to get something from point a to point 380 00:29:07.660 --> 00:29:12.490 be through customs, customs brokerage and how important that was. But then, 381 00:29:12.609 --> 00:29:17.930 most and most importantly, the thing that you ps had that most above them 382 00:29:18.009 --> 00:29:22.730 on the compederal list didn't, was the technology. So as soon as I 383 00:29:22.890 --> 00:29:26.559 started realizing how important it was for a customer and understand that their ocean shipment 384 00:29:26.799 --> 00:29:30.720 was, you know, ten days out, nine days out, cleared custom 385 00:29:32.480 --> 00:29:36.440 they can see visibility of that. You know that that could lend itself to 386 00:29:36.519 --> 00:29:42.750 the difference between a thousand dollars for shipping container. You know more because if 387 00:29:42.910 --> 00:29:47.630 it's no good, if it's cheaper but it shows up a week late in 388 00:29:47.670 --> 00:29:52.980 your all your product goes out a weekly. So yeah, and you didn't 389 00:29:52.019 --> 00:29:56.819 see that delay coming five days out right. That visibility is such a huge 390 00:29:56.819 --> 00:30:00.900 value. Add it. It's really good. Now you had this is something 391 00:30:00.900 --> 00:30:03.220 I picked up off your linkedin profile. You you were invited to give a 392 00:30:03.259 --> 00:30:07.730 speech to new hire side Best Practices for your first year in sales at ups. 393 00:30:08.769 --> 00:30:11.369 Yeah, it's you. Do you remember how did you get that invite? 394 00:30:11.450 --> 00:30:15.809 And then do you remember any of the top takeaways for folks? Yeah, 395 00:30:15.809 --> 00:30:19.609 I wonder why they picked me now, thinking back, you know, 396 00:30:19.690 --> 00:30:23.359 by no means was I any sort of top seller at that point. So 397 00:30:23.519 --> 00:30:29.559 I remember when I went in there, the biggest thing that I I set 398 00:30:29.640 --> 00:30:32.440 out to do is just start with a lot of questions. Now, how 399 00:30:32.519 --> 00:30:36.509 are things going for the new hire? which challenge is where they experience thing? 400 00:30:37.069 --> 00:30:41.150 What frustrations did they have? And I did very little planning. I 401 00:30:41.190 --> 00:30:42.869 would have done a lot more planning had I done that today, but that's 402 00:30:44.309 --> 00:30:48.109 that's how I started and then I just spoke to all the things that I 403 00:30:48.269 --> 00:30:51.900 had just gone through. You know that I had just experienced in my first 404 00:30:51.940 --> 00:30:56.500 year, and I had a guy recently that got brought onto myriad and he 405 00:30:56.660 --> 00:31:00.339 talked about how, when I came and talk to new higher class, how 406 00:31:00.380 --> 00:31:03.289 I remembered some of the things I said. It's funny, I don't remember 407 00:31:03.369 --> 00:31:07.890 exactly. That's funny. Well, curiosity goes a long way. I mean, 408 00:31:07.930 --> 00:31:11.250 I think starting with questions is always a great place to start, and 409 00:31:11.369 --> 00:31:14.730 I guess as we approached the clothes here, I got one more quick question 410 00:31:14.890 --> 00:31:19.200 for you the MBA. What were your considerations? Proscons as you did, 411 00:31:19.279 --> 00:31:23.079 as you wondered if that was a worthier investment of time and money. What 412 00:31:23.160 --> 00:31:26.960 were some of the factors that led you to pursue an Mba at Xavier after 413 00:31:27.119 --> 00:31:33.750 doing your Undergrad? Yes, so, my dad had worked it at Xavier 414 00:31:33.990 --> 00:31:37.390 and I so. First and foremost, I had a financial benefit, so 415 00:31:38.430 --> 00:31:45.309 I had gotten a, you know, substantial reduction and cost that you know 416 00:31:45.670 --> 00:31:48.579 it's some day expire, or at least I thought so. I wanted to 417 00:31:48.579 --> 00:31:52.380 take advantage of that. But secondarily, I remember thinking at the time and 418 00:31:52.420 --> 00:31:56.019 hearing from other people, the connections will make. But then just how much 419 00:31:56.059 --> 00:32:00.299 you learn from your classmates, and that's something that you know. I think 420 00:32:00.339 --> 00:32:06.210 if anyone has the opportunity to do an MBA or something like that, if 421 00:32:06.289 --> 00:32:09.329 you can get in, you know it's much more challenging. Obviously if you 422 00:32:09.490 --> 00:32:15.009 can do it online, that's great, but the interactions, the personal interactions, 423 00:32:15.049 --> 00:32:17.000 because at the time there wasn't as many online classes. I think only 424 00:32:17.319 --> 00:32:22.000 a blo online, but I mean the interactions and what you learn from all 425 00:32:22.039 --> 00:32:27.680 your classmates was was absolutely the most powerful. And then just a deeper dive, 426 00:32:28.160 --> 00:32:32.549 particularly in statistics. I think statistics is so important in business and you 427 00:32:32.710 --> 00:32:37.750 just really scratch the surface in your Undergrad so I remember thinking that all the 428 00:32:37.869 --> 00:32:43.750 statistics deep dive was well worth it. Yeah, I agreed. I did 429 00:32:43.869 --> 00:32:49.220 my mba in person predominantly, and it was to get that facetoface time with 430 00:32:49.660 --> 00:32:52.539 all these other working professionals. Of course, the the folks that were leading 431 00:32:52.579 --> 00:32:57.779 the classes were also accomplished in valuable in their own way. And for me, 432 00:32:58.339 --> 00:33:00.769 definitely statistics, but then also finance. That was kind of like the 433 00:33:00.890 --> 00:33:04.970 weader course, and my MBA program is like that. Was the maker break. 434 00:33:04.970 --> 00:33:07.170 If you're like a marketer or, you know, some of these other 435 00:33:07.609 --> 00:33:13.000 even a sales sales based person, if you could grind your way through the 436 00:33:13.119 --> 00:33:15.519 finance class, then you knew you were going to make it. Yeah, 437 00:33:15.759 --> 00:33:19.920 and it I'm sure you would agree with this, to just being able to 438 00:33:20.039 --> 00:33:27.039 understand and read financial reports. You know, I remember not really fully understanding 439 00:33:27.230 --> 00:33:30.150 the line items coming out of Undergrad and I think that a you know, 440 00:33:30.309 --> 00:33:35.869 certainly helps the time. Yeah, relationship to our number one core value here 441 00:33:35.869 --> 00:33:38.190 at bombomb and so I like to give you the chance, before we say 442 00:33:38.269 --> 00:33:42.740 goodbye, to think or mentioned someone who's had a positive impact on your life 443 00:33:42.740 --> 00:33:45.819 or career and then, separately, give a shout out or mention to a 444 00:33:45.900 --> 00:33:50.140 company or a brand that you really like in respect for the way that they 445 00:33:50.259 --> 00:33:55.690 deliver an experience for you as a customer. So I'll have the four of 446 00:33:55.809 --> 00:34:00.369 this to her because I'm sure she wouldn't find it. But my the first 447 00:34:00.450 --> 00:34:04.329 person that came to mine is my grandma, my dad's mom. She's lost 448 00:34:04.569 --> 00:34:07.969 two kids this year and which is got to be tremendously hard, but she 449 00:34:08.170 --> 00:34:13.519 is somebody who lit she has just the best. She's in her s and 450 00:34:13.599 --> 00:34:17.920 she just has the best approach it life and, you know, she is 451 00:34:19.039 --> 00:34:24.670 just full of love and joy and you know, she's had a tremendous impact 452 00:34:24.750 --> 00:34:30.230 on my life and so many ways. She's also always been very entrepreneurial. 453 00:34:30.869 --> 00:34:37.150 My grandpa ran a surgery practice and started it from scratch and and she was 454 00:34:37.230 --> 00:34:43.420 very instrumental and helping with that, and so she's somebody who, you know, 455 00:34:43.460 --> 00:34:47.380 I still sit down with and we'll have some very serious, deep conversations 456 00:34:47.420 --> 00:34:52.179 with I always learned from so that's a first person that comes to mine. 457 00:34:52.699 --> 00:34:58.570 Great and how about a company? There's a lot of companies that, you 458 00:34:58.730 --> 00:35:04.250 know, I traditionally have great experiences with. The first that comes to mind 459 00:35:04.289 --> 00:35:08.159 is Ted talks. You know, I think that there have been so many 460 00:35:08.199 --> 00:35:13.719 Ted talks that I've listened to that have had impact on my life and oftentimes 461 00:35:13.760 --> 00:35:15.880 when I'm having, you know, not the best day, I'll try to 462 00:35:15.960 --> 00:35:21.989 find one to sort of reframe and shift my my you know, my brain 463 00:35:22.030 --> 00:35:24.989 or my way of thinking. You know, I love what they stand for 464 00:35:25.469 --> 00:35:34.230 and I love the messaging and the format and it's had a tremendous impact on 465 00:35:34.309 --> 00:35:37.579 my life and it's not something I really thought of until you ask the question. 466 00:35:37.940 --> 00:35:40.059 It's really good. I love that answer and yeah, it's I mean, 467 00:35:40.099 --> 00:35:43.219 what a challenge to take. You know, a lot of these people 468 00:35:43.219 --> 00:35:45.860 are taking their current work, or maybe even their life's or could trying to 469 00:35:46.059 --> 00:35:51.489 get it into eighteen minutes in a sensible way that's interesting and easy to follow. 470 00:35:51.570 --> 00:35:53.050 And so you get like these. You know, it's like the cliffs 471 00:35:53.130 --> 00:35:57.730 notes of you know, really, really rich and important bodies of work. 472 00:35:57.769 --> 00:35:59.730 It's so good and I love the way that you use it, that it's 473 00:35:59.730 --> 00:36:02.170 a go too when you need it. Tyler, again, this has been 474 00:36:02.210 --> 00:36:07.039 great. I sincerely appreciate your time so much. You are doing great work. 475 00:36:07.159 --> 00:36:10.639 You're surrounded by wonderful people, it sounds like, and if someone wants 476 00:36:10.639 --> 00:36:14.199 to follow up with you, they want to learn more about the pirates guide 477 00:36:14.199 --> 00:36:16.239 or anything else. What are some places that you would send folks to connect 478 00:36:16.239 --> 00:36:20.710 with you or the work that you're doing? Yeah, I would. I 479 00:36:20.710 --> 00:36:24.389 would implore anyone to just reach out via linkedin. You just search tyler manky 480 00:36:24.550 --> 00:36:29.150 and I should pop up and send me a message or connect with me that 481 00:36:29.309 --> 00:36:31.900 way. I love, you know, talking to people and connecting to people. 482 00:36:32.739 --> 00:36:36.420 Like cover five states I have a lot of windshield time, so I've 483 00:36:36.420 --> 00:36:38.579 been trying to, you know, get on the phone with people and learn 484 00:36:38.579 --> 00:36:43.380 a little about a little bit about their story. So that that's what I 485 00:36:43.420 --> 00:36:46.730 would say. The pirates guide you can just find via Google, but it's 486 00:36:46.769 --> 00:36:51.210 on Amazon, you know, candle. It will soon be on audible. 487 00:36:51.730 --> 00:36:54.130 So that's what I would say. Is Linkedin. You reach out to me 488 00:36:54.210 --> 00:36:58.530 that way, awesome, sounds really good. I'll have all this stuff linked 489 00:36:58.650 --> 00:37:01.599 up in I you know, we write up every one of these episodes. 490 00:37:01.679 --> 00:37:06.679 For those of you who are listening, if you have not visited Bombombcom forward 491 00:37:07.239 --> 00:37:10.960 podcast, just bombombcom podcast. We write all of these up. We put 492 00:37:12.039 --> 00:37:15.480 video clips in there. I link up things that the guests talk about, 493 00:37:15.480 --> 00:37:17.829 and so if you want to to learn more about tyler and some of the 494 00:37:17.869 --> 00:37:21.190 stuff that we talked about here, if you want to see him in video, 495 00:37:21.510 --> 00:37:24.150 it's all happening at Bombombcom podcast. Tyler, thank you again for your 496 00:37:24.230 --> 00:37:28.110 time. Paul. Thank you so much. This has been great. I 497 00:37:28.190 --> 00:37:31.380 can tell you're one of the you know, authentic, true, you know 498 00:37:31.539 --> 00:37:37.340 people that are out there trying to help sort of share all the messages and 499 00:37:37.860 --> 00:37:40.300 help everybody get better. So this has been a pleasure. Awesome. Yeah, 500 00:37:40.300 --> 00:37:45.170 we share a philosophy that way. I love connecting with and learning from 501 00:37:45.170 --> 00:37:47.010 other people, and then, you know, to have a format where you 502 00:37:47.050 --> 00:37:50.889 can share it with other people makes it even more valuable because it creates that 503 00:37:50.969 --> 00:37:52.889 ongoing conversation. So thank you again and so much for being part of it 504 00:37:53.050 --> 00:38:00.039 and thank you for listening. I've asked dozens and dozens of people those same 505 00:38:00.159 --> 00:38:02.880 two questions, to thank a person and think a company or a brand, 506 00:38:04.239 --> 00:38:07.800 and Tyler's answers were pretty unique. Only two or three people have ever thanked 507 00:38:07.840 --> 00:38:12.800 a family member and I think you'll agree that Ted talks are a great choice. 508 00:38:13.110 --> 00:38:17.670 If you've enjoyed this episode, you will love your visit to Bombombcom podcast. 509 00:38:19.269 --> 00:38:27.139 That's bomb Bombcom podcast. We provide short episode right ups, video clips, 510 00:38:27.579 --> 00:38:30.659 links to the people and things that are mentioned and a lot more. 511 00:38:30.300 --> 00:38:34.619 Again, my name is Ethan, but I thank you so much for listening 512 00:38:34.699 --> 00:38:40.530 and I welcome your connection. On linkedin, just search Ethan Butt Etchn Bee 513 00:38:42.010 --> 00:38:50.289 Ute. Thanks again. I hate it when podcasts incessantly ask their listeners for 514 00:38:50.409 --> 00:38:53.329 reviews, but I get why they do it, because reviews are enormously helpful 515 00:38:53.329 --> 00:38:57.480 when you're trying to grow a podcast audience. So here's what we decided to 516 00:38:57.519 --> 00:39:00.599 do. If you leave a review for beb growth and apple podcasts and email 517 00:39:00.639 --> 00:39:05.920 me a screenshot of the review to James at Sweet Fish Mediacom, I'll send 518 00:39:05.960 --> 00:39:08.280 you a signed copy of my new book, content based networking, how to 519 00:39:08.400 --> 00:39:12.550 instantly connect with anyone you want to know. We get a review, you 520 00:39:13.030 --> 00:39:14.630 get a free book. We both win.