Hey, Wes.

What's up, brother?

Oh, man, I'll tell you, you know, I was just thinking, I said something to Carson.

She, she said something about you being all over the place.

I said, randy has been all over the place.

I haven't even talked to him.

I think it's because we'd seen you there for, I don't know, about three or four months.

I think we saw you three or four times, so.

I think so.

Exactly.

Exactly.

Now all of a sudden.

Yeah, and it's, uh, it's a, it's that busy time.

I, I, I've, the, the January, February, March for me is probably the busiest time travel wise because of shows.

And you know, so there's, you know, you got a combination of national trade shows, association meetings and shows, customer open house events.

And, and they're, I've got, I've got sometimes two a week right now.

So it's in long, long two, three, four, day one.

So yeah, it's busy, but that's okay.

That's, that's, that's why it works out.

We, we work these racking stacks in when we can, and, and we just keep having amazing guests and, and every now and then we even allow really, really, really good ones to come back.

And that's the case today, right?

Yeah.

And, and, uh, we have all been on his show.

He's been on our show.

My daughter's been on his, his show.

So, uh, uh, Ian is like a, uh, member of the, of the, uh, uh, Building Wins and Wyatt family.

He is exactly great guy and, and, and an incredible sales pro and coach, teacher and all that kind of stuff.

And you know, he's, he's a speaker, an author, a coach, sales mentor, and like, as you mentioned, he hosts a podcast, Confessions of a Sales Pro, which I'm going to be blessed to be on for my second appearance with him here soon.

So, yeah, you know, he's just the consummate pro, as they say.

And I think we can probably quit talking, just go talk to the big guy himself.

What do you think?

Let's do that.

And a snazzy dresser, I might add.

He is a snazzy.

Chuck the shirt out.

I feel like I should be.

Can you take me off screen while I go change?

I feel a little underdressed.

Right?

All right.

All right, let's do it.

Welcome to Building Wins Live with host, the hybrid Road Warrior himself, Randy Schaffee, and producer director Wes Wyatt.

Whether we're talking about sales, marketing, tech, or industry news, we want to bring you the best Tips, tricks and info to build wins.

Now let's get to the show.

My brother, how are you?

I'm great, my brother.

How you doing, Randy?

Great.

By the way, man, it's great to have you back and see if we don't screw this one up.

Maybe we'll do better if you don't.

Get it right the first time.

Try, try again.

We'll just keep doing it.

We'll do it over and over till we get it right.

But I, I do feel like with we had to pay, pay respect to your dress for the day.

I, I felt like I really should go and like spiff up my image a little bit here.

I mean, I'm here with my, what have I got on today?

My Under Armour shirt.

But yeah, you know, that's all right.

You're the guest so you should look better.

Well, it's funny, it's, it's sort of like Zoom apparel.

Right?

Like ever since COVID we all got nice shirts with our boxers.

Exactly.

Or you're wearing boxers.

Just don't, don't ask me to stand.

I understand.

You know, I think it's that age old thing.

And it's funny, especially when the whole Zoom and teams and Google Meet and all that became big, probably more so during COVID than any time.

How many people would, would make that mistake and get up for a minute and they got their shorts on or they got hopefully shorts on, but underwear, whatever.

It's like, yeah, okay, you might want to, if you think you're going to get up, practice that before it starts just to see what it looks like.

Right.

Because we've all been refill your coffee cup.

You could be in trouble.

You could, you could.

And I remember when in, during COVID especially when I couldn't travel, I was doing, Wes and I were doing sometimes two or three live shows a week or recording some because you couldn't travel, so you might as well do shows.

And I remember that I used to have like three shirts hung in my, in my office slash studio so that, that I would jump up in between and put on a different shirt.

Maybe adjust this just a little so a little different angle, you know, so, and then I figured out one day that the bulk of my audience, and it just is because of the nature of my industry, it tends to be male.

You know, I do have a lot of great lady followers as well, but I realized that us men especially you could wear that same shirt tomorrow and I wouldn't notice.

Right, right.

I, I, and, and so I thought, you know what?

There's nobody going to watch a show on Friday and then another one on Monday and go, that was really interesting.

But you know, Randy had the same shirt on.

That's because you recorded them back to back.

And no one knows that.

And nobody knows that.

Exactly.

So I stopped worrying about that.

So I used to do that.

So when we do Wes and I do some RA stacks, we use three, sometimes up to three a day.

Certain times I used to switch in between each one.

I don't do that anymore.

You get what you get because number one, I usually don't do them in the order that I record them.

Right.

So, you know, this one might be this literally this week and the one I did in 20 minutes to now might be three, four weeks from now.

Nobody pays any attention, so.

Right.

But anyway, well, welcome and not, you know, that was a whole lot of nothing.

But anyway, we do nothing.

Well, that's one thing.

We do nothing very well, my friend.

That's one of the things I'm best.

On building wins with you.

So much for having me back.

It's great to have you back.

And as we discussed, you're sitting there looking at the, the water and looking at out your window in Vancouver, but looking across at the US So wave at us all.

You know, we all happy.

There you go.

Hi from Canada.

So.

So I think we got all the important stuff like who you are, your speaker, author, coach, sales mentor and and host a Confession of the Sales Pro, which is an outstanding show and look forward to chatting with you again soon on that.

But your focus recently has been on kind of three areas, right?

If I'm not mistaken, the three Ps, if you will, people, process and performance.

Let's chat about that a little bit today.

What are the three P's and let's take us through what you're doing, if you don't mind.

Certainly, Randy.

Happy to expand on that a bit.

People.

I mean, I get brought into sales organizations typically to improve their sales organization, not just their process, but the people have a lot to do with sales success.

So one of the things that I do is a sales assessment.

I will come into an organization, interview their management, their leadership team, interview all of their sales people, you know, like a 90 minute one on one interview with each of them going through all aspects of the effectiveness model, which is value proposition, sales process, sales competencies, sales management, marketing.

So I look at all aspects and then I put together a recommendation report back to management with the situation as it is and I summarize the observations and I Like to make not 16 recommendations because that can paralyze organizations but five or six.

So I, I come from the position of if I had ownership in the company, if I had some stock, what five or six things would I want to change?

To create a well oiled selling machine that creates customer loyalty for life.

So one of the outcomes of the sales assessment, Randy, something I call a sales talent scorecard which looks at the top 10 criteria that good selling for that company should have and then going across is all of their salespeople and their ratings.

So that creates an overall team rating.

And a lot of decision making gets, gets made as a result of that.

Who should we keep, who do we need to develop and maybe who's just not the right fit given where we want to take the organization.

Decisions happen and when you bring in new people to the organization, new sales talent, you score, you use the scorecard to improve your overall average.

So it's a, it constantly becomes a live, breathing, dynamic document that is always looking to improve the overall average and there therefore continue to improve the organization.

So that, that's the people side of it.

It's quite often where I start.

Other organizations will say no, we've got great people, we just, we don't have process and we're just lacking performance.

And okay, you can start that.

Sometimes the people, the assessment comes after the fact depending on the situation.

But a very healthy place to start is the people side.

And then I move us into the process which I've.

Through the last 25 years, as you know, I've been doing sales training globally.

I've taught over 17,000 people in eight countries around the world.

So I laid down a two day consultative sales training program which is the foundations of the process.

One of the things we're managing in sales process is the pipeline which is deals that are in play to help grow the revenue and of course margin for the organization.

So we've developed our own software called Sales look which, which is an app.

It's not a CRM, not meant to replace CRM at all.

It's meant to free your salesforce, giving them more time to do what they do best, which is to sell more.

And so it's very simple.

It completely has our sales methodology integrated and built into it.

So when you look at your sales look app.

Wow, we just went through the two day court.

That's exactly what we're talking about.

We're on the same page.

So that makes tracking the pipeline, reporting the pipeline up to management far easier than it's, than it's ever been.

And then we move into the process side, Randy, which, which is really where the rubber meets the road, the assessment.

Yes, we might have changed some people, hired some new ones.

We've trained them.

Now they, you know, now we're all ready to, with more process and things, to go ahead and do things, but now we've got to put the rubber on the road.

And that's what performance is all about.

So there's, there's three aspects to the performance side of things.

And one is something that we call Pipeline Wednesday.

And what this is is an outreach campaign.

Every second Wednesday, for a three hour block of time, the sales force do nothing but outreach, call and book new meetings with new prospects.

Which is doing what?

Building their pipeline.

Right.

So a year and a half ago, I didn't engage with a client in New York.

They had a pretty much my plan when I got there, did the assessment, we did a lot of changes.

We did the training and then we put them on the performance program.

And in one year, we built a $70 million pipeline just on Pipeline Wednesday.

So it becomes competitive.

It becomes, you know, no one wants to lose a Pipeline Wednesday.

So the salespeople text me their appointments, who they're, who they're meeting.

And when I update the online scorecard and scoreboard and I text it back to the group thread, so they've got play by play, up to the minute scoreboard on, are they winning or losing the campaign?

So that gets that competitive.

You think salespeople are a little competitive, Randy?

Just.

Yes, just a bit.

Just a bit.

That just generates a whole lot of activity.

And it builds pipeline.

It actually builds sales muscle.

Once you've been doing it for a few months, it's something you don't want to ever stop doing because it generates pipeline and revenue.

The activity pipeline results, that's the order that it flows in.

So without Pipeline Wednesday, we're not really driving results yet.

So that's one of the things.

On a monthly basis, I do one on one, one hour reviews with each sales rep in the program.

And that's looking at their activity, looking at their pipeline customers, coaching them on what they need to do more of or less of, maybe holding them accountable on their goals or activity goals.

And then I take all of those monthly sales reviews, I integrate it to a report to management so they can see how their people are progressing along the way.

The third and last part of the performance stage is something that I call the Top Deals Roundtable.

Now this is something I facilitate via Zoom so it can be remotely done from anywhere.

And it's a one hour every second week zoom call.

Each salesperson will pick the top five deals in their pipeline and they'll talk about those deals and I'll coach them on strategies.

What about this?

Have you met that person?

Where is it in the pipeline to help them win the deals?

So that's what it is again.

Pipeline Wednesday, monthly sales review and of course the top deals roundtable.

That's the performance piece.

That is a lot of stuff.

So you're obviously way more.

This is obviously coaching and training, but it's heavy emphasis on mentoring during the process, which I think is hugely important.

Right?

Absolutely.

And part of it is I've got some clients who I've been doing this with for years and they don't want to stop the performance piece because it's, it's driving results and the ROI they're getting is, is huge.

Or they'd stop.

Some companies would like me to eventually mentor their sales leadership to take the baton to, to pass the wheel over to them so they continue to drive the same level of performance.

So either way works for me.

I'm just happy to see my clients get the results they're.

They're hoping to get.

Shirt.

Sure.

And I really enjoy or appreciate the.

Like you said, they will.

Your clients will sometimes pick and choose.

Sort of a la carte, if you will.

But I like your theory and I think it's on purpose.

I'm sure getting to know you well over the last couple three years.

People, process and performance, as you sort of alluded to that people, it's pretty important, Vitally important.

Right.

That comes first in this process.

Absolutely.

Randy.

I mean I've done it where clients, I think I might have alluded to it where clients.

Oh no, our people are good.

They just get in here and do the rest of your, you know, your program for them.

I'm like, all right, fine.

And once we start doing the monthly sales reviews and I'm not seeing activity goals be met, I'm not seeing any real improvement of a pipeline.

They're still not getting meeting their goals.

Well then you know, at some point you can train someone, come coach someone and maybe they're the wrong someone.

So that's why it's my favorite place to start.

I'd rather them get best return on investment.

So let's make sure we've got the right people before we start.

And some people are.

No, no, he's my uncle.

He's, he's my sister in law.

So you got to deal with some situations.

Right.

But certainly people is.

Is a huge part as you alluded to.

Right.

Well and the, I love the idea with the, the, the Wednesday meetups, the monthly meetups because that, that Wednesday, what you call that Wednesday, every other Wednesday, that Pipeline Wednesday.

Yeah.

That really puts a focus on and makes that muscle memory almost as you had said that at least for this period of time, every other Wednesday I am going to be fully engaged in developing the pipeline.

Right.

Because it can get pretty easy to.

You start getting a few people in the pipeline.

You're working some deals, life is pretty good.

It's easy to get away from the things that you knew worked.

Right.

So this kind of forces you back to some kind of a.

As Martha Beck always says, the way you do anything is the way you do everything.

Yes.

And I think I love that concept of that is it.

It forces you to go back is discipline.

I talk about discipline a lot and that's really a discipline right there is.

This is.

My calendar's going to be free.

Not free, but my calendar is going to be plugged in every other Wednesday regardless of what else I do.

I'm doing Pipeline Wednesday.

Right?

Exactly Randy.

And you know, when I'm teeing it off and I'm introducing it to sales teams, it's not wing it Wednesday.

It's not show up say who do I think I'm going to call today?

No, no, no, that's got to happen on Monday and Tuesday.

You've got to get your, your list ready because from, from 9, typically it's 9 to noon depending on industries and time zones.

All you're doing is outreach.

So your list is already there.

You're not looking people up on LinkedIn, you're not checking out websites.

All of that's got to already been done.

It's a bit like having a party.

Yeah.

If, if you want to clean your house, have a party, you know you'll get your house clean before your guests arrive.

Right, Exactly.

Have pipeline Wednesday.

The same as you're talking about muscle memory.

That sales muscle gets developed and it's an ongoing every two week thing.

So it's not something, it's never one and done.

And we keep, we keep stats, we keep the standing.

So there's always, you know, one sales rep might have won it last Wednesday, but next Wednesday the next sales rep wants to take the crown away from them.

So it becomes competitive.

But the outcome is everyone's getting better looking pipelines.

Right.

So the activity that leads to the pipeline and the pipeline leads to the Result a lot of people.

You know, I've taught over 17,000 people and I always ask this question in my classroom.

How many of you wake up every morning and can't wait to make 30 cold calls?

Right.

I had one hand go up, right.

And I was like, gosh, I wish we could clone that individual.

Right.

There's the only one that loves doing it.

Right.

So.

Right.

That's why we've made a game out of it, to make it fun.

So to, to take the hardest part of selling, which is the cold call.

Is it better to call referrals?

Oh, absolutely.

Call them first.

Is it better to, you know, ask your customers for referral?

Yes.

These are all things you want to do, but you're constantly building that new list.

Some companies from a marketing standpoint will go out and, and buy lists for their salespeople, industry lists.

So there's lots of different ways to feed a list, but you always have to keep it fresh.

My advice to anyone on Pipeline Wednesday, you call someone, you can't get a hold of them, you leave a voicemail, you tell them you're also going to email them.

But until you get an absolute no, they stay on your list.

Two weeks later, I'm going to call them again, right?

Until someone says, stop calling.

I've had one person say years ago, how do I make you stop calling me?

And my answer was, buy something.

There you go.

There you go.

I love it.

That's awesome.

You know something that you really hit on a thread through this, which I, I think is so vitally important is this preparation?

Because you just said you don't show up at 9 o' clock on your pipeline Wednesday and go, yeah, I guess I better flip through Google or flip through LinkedIn or someplace and, and try to find a lead or two to call.

You've already lost at that point.

Right now there is literally no time to catch up.

So I think preparation is, is so important.

And that's something that I put in my calendar.

It's in there every single day, 365 days a year.

Never goes away.

There's three things, but at 7:30 now it can be different times.

It's just so it's there but preparation, right?

You always got to prepare for tomorrow, today.

And that's a bit of a stretch.

I mean, I'm not saying you wait till tonight to prepare tomorrow.

You might be preparing for next week or next month or next quarter, but the theory is the same, right?

You can't wait.

It's time.

That would be literally like, it drives me crazy.

And I'd love to have you speak on this, guys that'll salespeople that will walk into a customer or call a new customer and ask them what they do.

Do you guys do this?

Do you guys make this widget?

Do you guys offer this service?

It's like in today's world, if you don't know that you're wasting their time, your time, and you're looking foolish because back in the day I just said Google them, for Pete's sake.

Look up their website nowadays, find them on LinkedIn.

You know exactly what they do, what they sell, who your competitors are.

And so that's all part of that preparation, isn't it?

To be more prepared before you even make that initial call.

Absolutely, Randy.

Preparation.

The old saying, if you get 30 minutes to chop down a cherry tree, the first 20 minutes you're sharpening your axe.

I mean, you know, Henry Ford, the secret to success is preparation, right?

It's, it's.

And I agree.

And I think we've always got to be in execution mode and planning mode, right?

Because, and maybe you draw a ledger down the front of your notepad that what do I have to get ready to do?

Okay, I've got this coming tomorrow.

How do I get ready?

How do I best get ready for that?

You know, practice doesn't make perfect.

Perfect.

Practice makes perfect.

So that dedication to the preparation, Randy, we're on the very same page with that, my friend.

Certainly.

And Pipeline Wednesday is no different.

You have to be ready.

And you don't even update your, your, your pipeline.

You don't update sales.

Look, while you're making those three hours, make notes, update later, you want to smile and dial for three straight hours.

And you're not trying to sell anything.

You're trying to sell the value of having a 20, 30 minute meeting.

That's all you're trying to get.

You're trying to get in the door to say hello, explore their needs, position your value and see if there's a fit.

That's all the goal is on Pipeline 1.

You see, and I love that, Ian, because so many people I think young.

And that can be young as in chronological age or young just in the profession of sales.

Don't they make a mistake sometimes of trying to sell too soon?

Are we ready to sell yet?

How do I even know what you're about?

What you do isn't an interview process both ways.

We always think that they're interviewing us, but as a sales pro, we better be interviewing that customer.

And that's where the preparation comes in is I've got three quarters of that interview done already because I already know what you sell.

I know who you're buying it from.

I'm going to probably have a pretty idea what your price structure is based on your size because I've already figured out how big you are.

So you've got a lot of that done before you even start that process.

But I would love to hear your opinion on this.

But I see so many guys that it's like the first phone call they would make on this Wednesday deal, for example, would be trying to sell something and you hit it on the right on the head a minute ago.

This is about literally getting the next step.

Let's get the appointment right.

That's all.

And, and I, a lot of times we forget that you give them too much.

There's no reason for the appointment.

Right.

I, I've got enough that I don't think I'm interested.

Am I on target with that at all?

You're totally on target with it.

And I, I, part of my two day training, I got videotaped interviews with three CEOs.

Right.

And, and I, I asked them three different questions.

What do you hate about salespeople?

What do they do that just makes you want to throw them out of your office?

And some of the feedback from that question, Randy, is profound.

It really is.

And salespeople are usually taking notes in the class.

Can you play that video again?

They're in shock.

How should a salesperson get prepared to have a meeting with you?

And that bang on point with what you're talking about?

Your job on the first call is to leave it in the trunk of your car.

What's it?

Whatever you sell your product, your service, your subscription.

You're not trying to sell a product.

You're trying to sell the value of a relationship with you so that you've already done your homework, your pre work, you understand the company, maybe you've got some ideas on what their business pains are educated and ready to come in talking about that, asking questions about that and what does that say to the prospect?

Wow, you've done your homework.

You're not just making a cold call here.

This is someone who's invested in the process and is in a better position to help me because they are right?

So you've already built some relationship because of that pre work, that homework that exists.

And then the other thing you got to watch out for is when things are going well.

On that first call, you're getting a sense that you're going to get another meeting.

The worst thing you can do is try and throw a cheesy clothes at them.

Would you like to buy a blue one or a red one which hands the marble in like.

No, I mean all you're trying to get as a result out of that first call is another call.

Maybe with other people, other decision makers in the organization.

Don't try.

I'd rather them say, well, how can I get a hold of this?

Oh, thanks for asking.

Instead of how many would you like?

Right.

I'd like to create the demand and let them ask about the supply rather than the other way around.

Exactly.

And there's a.

There's.

It's been said many a time in many different ways.

And what you just hit on is, is.

Is spot on.

Is, is.

How do, how do you.

How do I sell more?

Stop selling.

Right.

Especially there's a time to close.

Yeah.

But you have to earn that right.

And you have to be in that position where the timing is right because you don't want to miss an opportunity to close.

You want to be aware that there's those buying signals for the guys almost screaming, please let me buy something.

And then you get some salespeople that under certain training programs.

Well, hold on, Ian, but I've got seven more steps to go through yet.

No, no, no, no.

I have zero steps.

I have get my pad out, press hard, there's three copies.

Right?

I mean, right.

I mean, but, but I've seen guys that, especially if they're taught in.

And I am by no means a pro in this area because I'm not a same day closer.

I'm a relationship program type guy.

But I've been around and know that industry enough and work and train some of these people in my products that I got this 12 step system.

Well, we need to walk through each step and yes, sometimes you do, but I say you walk through that system like we just said until the guy says so.

I'm a little short on time, Ian, but I love everything you've got to say everything about the product.

The price is right.

What do we do to get going here?

Great.

Yeah.

We don't go for me.

Let's put together a proposal or a quotation or in fact, just give me the order.

Just give me order.

Right.

I'll write it on the back of my hand right now if we need to.

Right?

Absolutely.

I call that Randy overselling.

So back in my days at Apple, I spent 10 years with Apple, as you know.

And my first job there was looking after dealer sales, the partners who had stores and selling.

So I was watching some of the, the dealer sales staff demonstrate the Macintosh to people.

And you with the mouse.

Oh, look at this.

And you could see the customer just reaching for their wallet.

They wanted to take two home with them.

Right.

And there's one sales guy, oh wait, there's more.

Let me show you what else it can do.

And so yeah, no, I'm ready to go.

He said, no, no, but there's more.

And the guy walked out the door and didn't buy.

So he was overselling.

And what comes down to not listening?

I mean right.

When you boil it back to its bare bones, it's listen to the customer, respond to their needs.

And sometimes their needs is to buy something and move on with their day.

Well, they'll always.

Right.

Customers almost always will tell you how to sell them.

If you just ask some open end questions and shut up and listen.

They'll tell you exactly.

And, and you're, you're spot onto that because I know some, some people in the, the home improvement world that are that, that will get you booted quicker than probably anything.

Is the dreaded incredible demo person.

But they never come back with a sale.

Right.

And that's exactly what I just said.

I can spend three and a half hours building this whole project on your kitchen table for you.

But the husband and wife like want to go to dinner tonight and they've seen enough 12 minutes in.

Yeah.

That I would just like to buy this roof from you please, if I could.

Absolutely.

Right.

I remember when we used to take customers down to Cupertino back in the Apple and I'm talking big enterprise size account.

And the briefing staff were so good in Cupertino they would, there'd be a questionnaire for the sales rep to fall to fill in to allow to have a briefing.

And it forced the salesperson to say what does the customer want to see and why is that important to them?

And those two questions are way better than let me show you all the bells and whistles, what I've got.

Right.

So what's in it for them and why is that?

The why is probably going to address their business pain.

And that's exactly.

Yeah.

Because what's your why?

We talk about that a lot.

But it's the customer's why that's important, not my why.

Exactly.

My why in.

In this relationship amounts to about zero value.

Right.

They know my why.

I'm a sales guy.

They probably my why is I want to sell you something.

Right.

And then Randy's is a win one.

When I'm coaching sales people, I'm looking at they've got a deal in their pipeline and it's sitting and qualified, which is a good place to be.

I asked seven questions and one of them is when is this order going to happen?

And I might hear an answer like, well, in March.

And then I'll say, well, why is March important?

Well, they, it's going to happen in March.

I said, no, no.

Why is that date important to the customer as well?

You know, because I need the commission in April.

That's the wrong answer.

Wrong answer, not the right answer.

That's funny.

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Let's get back to the show.

That's funny.

So another thing that popped in my head as we're talking it so we.

You're obviously very process.

Well people, but process and performance oriented.

And with process comes a mindset of being very dedicated, very following some very A becomes B becomes C becomes D. But we just talked about it and I think it reminds me of something that I have every morning at 7:30 in my phone, which is to adjust to be an adjuster.

Because sometimes the best laid plans, wherever you fall in this whole process, you've got to make adjustments.

Right.

And so do we have to guard against being.

So we want to be dedicated and disciplined enough to follow the steps at work.

But we also have to be ready to make that adjustment or that adaption if and when the time comes to make it and recognize that it's time to do that.

Right.

Yeah.

Now the pipeline is, and I know what you're saying, I mean sales methodology, tools, process does need to be consistent.

There is a massive amount of room for personality, style, flexibility.

Every customer journey is unique, often to itself.

So the pipeline is about reporting.

Where is it actually right now?

It's in that.

Let's.

We got that up on the screen.

Thanks Wes.

So we've Moved a deal from, as an example, from discovered in the process to qualified.

That means we've gained enough information and believe we're on the short list.

Things are.

We presented, we met the decision maker.

Right.

So however that happens is really up to the salesperson and the customer.

It's a relationship.

Right.

This is just a way to give us a standard status for tracking all of our processes.

So when the manager rolls up all the pipelines.

Now, forecasting doesn't become an art form.

There's some predictive business science going on underneath it.

Right.

But you're right.

Flexibility.

Everyone's gonna.

As long as we're all singing the same song, we're all going to maybe play different instruments and how we contribute to the band.

Right.

But someone plays lead guitar.

Great.

As long as we're all on the same song.

And that's what the pipeline really is about.

Standardizing the process.

Yes.

Speaking of that music, I was just.

Not that this matters to anything, but I was in fifth grade.

I played the cornet, which is like a trumpet.

When I say I played it, I was sixth chair.

There's only five chairs.

That's how.

So they.

We had one concert in sixth grade, and my music teacher said, so, Randy, you're gonna.

We're gonna have the concert.

She said, just put it up to your lips, act like you're blowing, and just move your fingers up and down.

But it'd probably be best if you didn't play.

You were playing the same song, though.

But I was playing it.

I was humming it in my head.

Yeah.

And I had.

I, you know, I, I felt that was a better performance than the next month when we had a play and I was a red Robin, which was another story for another day.

But, you know, things that haunt you.

Yes.

So, Ian, thank you so much.

That's some great insight.

I'll always love chatting to you about this and your, Your, Your people process and performance.

And in a minute, we're going to talk as we really end, on how people can get a hold of that and how they can take advantage of this with you.

I always like to ask at the end, instead of FAQ and SAQ should ask questions, is what did we miss today that you spent the last 20 minutes saying, Randy, you shut up and asked me this.

There's got to be something.

I think I, I mean, you guys are such great hosts.

The second time back for me on your.

Your Building Wins podcast, which is a fabulous podcast.

You do an awesome job at it.

So I'm just blessed and Grateful to be here with you today.

I'd love to make an offer.

I'd love to give something away.

We like that.

So our, our part of our process component is the sales look app.

So it's pipeline management software.

It's not CRM.

There it is on the screen again.

Thanks, Wes.

And so this is a tool to help track and manage your pipeline.

It's very simple.

It takes zero time.

You can do it on a phone, a tablet, a computer.

And we're getting rave reviews with the software.

It completely integrates the methodology that I teach.

But I'd like to give all of our listeners a 30 day free trial of sales look.

As long as you give us some feedback on what you thought that would be valuable for our ongoing development efforts as we are, we are also developing a newer platform of it as we speak.

But I'd like to get it in the hands of salespeople far and wide to get their first impressions of how it might be able to help them.

So Wes, there'll be a link on LinkedIn here, but that's the page you'll go to sign up for your free trial.

And yeah, I love helping salespeople sell more and this tool will help you do exactly that.

Awesome.

Hey, the price is right and the quality is high end.

That's, that's, you know, the first thing that drew me to you was your, your high level of professionalism, which still remains.

But you're a pretty darn good guy too, you know, I like that.

I appreciate that.

I feel the same about you, my friend.

I appreciate it.

Appreciate it.

Well, so folks, man, take advantage.

This is, I can say this if, if, if it's something that Ian puts together, my friends, you want to try it?

You want to try it?

It's going to be good.

You're going to enjoy it.

What do you got to lose?

30 Days.

Check it out, how we've been running, how to get a hold of you across the bottom.

People want to chat with you.

They can reach out to your website, they can reach out to you on LinkedIn, follow you on LinkedIn.

I assume you're taking new clients.

Yes, definitely.

I mean I've got, I'm fairly active with a couple of right now, but there's always room for one or two more.

Depend on size and so on.

And I'm not afraid to get on airplane, so it doesn't matter where you are.

I'll jump on a bus in the sky anytime to help someone out for sure.

There you go.

Beautiful, Beautiful.

Ian, I appreciate the time.

As always, my brother.

Thank you, Randy.

Thank you, Wes, and thank you all for listening.

All right.

Thank you, my friend.

Cheers.

Cheers.

All right, Ian Selby.

That is good stuff.

That is the, the consummate sales pro right there.

I have been blessed the last two or three years to get to know Ian quite well and he's first class, knows what he's talking about.

An outstanding coach.

Read his stuff, follow him on LinkedIn or other social media, but especially LinkedIn, and follow what this guy has.

It's really, really good and you will not be sorry.

Check out his 330 day offer.

That's it for today.

I am going to get out of here and get on to Some Other Source 1 Marketing work for the rest of the afternoon and some dinner.

So as always, remember, love what you do, do what you love, Live it, love it and own it.

And while you're at it, go make today your best day ever till tomorrow.

Cheers, my friends.

Thank you for listening to Building WINS Live.

You can find information on radio, Randy, Wes, our guests, show notes and anything related to the podcast at BuildingWins Live.

On behalf of the whole Building Wins team, don't forget, make today your best day ever until tomorrow.