Sales Hustle is now Sales Transformation
March 17, 2022

#265 S2 Episode 134 - A Marketing Perspective on Creative Outreach with Ryan O'Hara

Today’s episode of Sales Transformation is special, as Collin will have his first ever marketer in the show. Ryan O’Hara, VP of Marketing and Growth in LeadIQ, joins Collin and shares his story on getting into marketing and his professional career.

Ryan shares his unique approach in prospecting and how he turned hilarious videos into great prospecting tools with surprisingly amazing results.


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HIGHLIGHTS

  • From skateboarding to marketing
  • Keeping the creative juices flowing
  • Ryan’s unique strategy in prospecting
  • Utilizing call out videos and surprising results
  • Tips for creating prospecting videos with low resources
  • The formula to prospecting videos

QUOTES

Ryan: “A lot of the times I'd come up with a good idea. I'd repeat the same idea, I would just change the inputs.”

Ryan: “Make a whole campaign around it, grab a list of top 10 accounts to try to break into, come up with one really good idea and go repeat it 10 times and personalize it a little bit more about the person than your company you're offering and work from there.”

Ryan: “Let's face it, you can write the greatest email in the world, and you're only gonna get a certain open rate.”

Ryan: “You have to do more than one step. The whole reason you're doing this is to make your cold email, your social follow up, your InMail and your cold calling, all that stuff more interesting. If you do the first thing, something really cool. All the other parts just kind of fall into place.”

Ryan: “If you can find something that you have in common with the prospect, you'll have a much higher conversion rate in response than if you just randomly pick something that's about where they work and their role.”

Learn more about Ryan in the link below: 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcast can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation today. I've got Ryan O'Hare. He is the VP of growth and marketing over at lead IQ and the first marketer ever to be on the show. I think we're like, I dunno, 240 episodes in, so, uh, you know, Ryan obviously can talk about sales and prospecting. I went on his show recently.

[00:01:16] And we're going to have a ton of fun, but Ryan kick it off. Where did you, where did your professional career start? Or if you want to give us, you know, maybe before that, to give us a little context. Yeah. So many years ago when I was a wee little ad, um, in high school, I was that kid that would go skateboarding with my friends, but I never got better.

[00:01:37] So they were all good. And I was like, ah, crap. So I got a camera and I just started filming them and cutting them and editing skate videos with my friends that they would go and do tricks and stuff. And I'd throw on music that was. Definitely illegally downloaded. You know what I mean? Definitely legally, not illegally.

[00:01:54] Um, you know, back then in the Napster days, but, um, yeah, I used to make skateboards and I learned how to video edit and stuff. And, um, that kind of turned into a job at a company called dine, my senior high, uh, college. I did a project with. And they were like, Hey, why you help start a YouTube channel? And then when I finished my internship with them, they were like, Hey, we can't hire you to be our marketing person.

[00:02:17] We don't have any marketing people yet go out to the field and learn more about marketing. Talk to us maybe in a year from now and we can consider it. And then about six months later, uh, I got a job offer for them to be their first BDR. And the rest is history. I turned into a prospector. I wanted to do stuff in marketing, but I caught a treated my prospecting job.

[00:02:35] Like a marketer. Like I was doing marketing for one company at a time when I was prospecting and a long story short on that end, I turned into a marketer and that's kind of where I went, but our company blew up. I was, uh, I did training and sales training and teaching people all the prospect there. I taught people about the products.

[00:02:52] Um, and I just got to do a bunch of really cool stunts to get the company off the ground. In 2016, Oracle bought them for 600 million bucks. Wow. Wow. You're you're with, we like to call a Swiss army. Right. You've got sales and, and marketing, which is super rare, but I love that of the skateboarding story there.

[00:03:13] Uh, yo, if you're not good at skateboarding tricks, then figure out a way. Do you still get invited to all the fun skateboarding activities? I definitely, I definitely had a wall. What's funny is I'm probably better at skateboarding now at 34 years old than I, or 35 years old. Back then. And I, you know, I'm easily in less, less good shape the men.

[00:03:35] Uh, okay. So take me back to your days as a BDR and something that really stood out is you viewed that role as a marketer. Tell me what that means. Yeah. So I wanted to go and work in marketing really badly and I couldn't get into that right away. I graduated college like 2018 or 2008, 2009. That's like when the recession was happening and everything.

[00:03:59] So like all the senior marketers are getting laid off from their jobs and taking the entry-level marketing jobs. So I CA the way I approach it, the first couple of months, I was shy and stupid. And I looked at what all the other reps are doing at the company. There were two or three other reps that were account executives.

[00:04:13] They weren't full-time prospectors. And I would look at what they were sending. And I tried to. And I didn't hit my number and I was struggling. And then the chief revenue officer at the time, Kyle York sat me down and said, Ryan, I hired you to be, you go be yourself, go like you've made all these funny, cool videos on YouTube.

[00:04:29] When you intern for us, why aren't you doing that in your prospecting? And that's exactly what I did. Like I just started, I'd look at a company. I tried to make sure I only went after companies I cared about at first. Cause we didn't have, you know, we had an empty Salesforce. We didn't have all these target accounts.

[00:04:43] And I tried to pick companies that I. And I would find ways to make that person feel really special for the company that I worked for. Um, today it's a little different, cause there's way more information about individuals online. You flash forward, you know, 12 years later, um, you can prospect anything for someone based on their individual interest and what they're putting on their LinkedIn profile.

[00:05:04] Oh, talks and podcasts that their feature on and stuff. And so like, that's kind of the shift today versus 12 years ago. But, um, if I go back a decade back then you could kind of get away with doing stuff about a company. So if I saw someone worked at ups, I would send them a package in the mail from you from ups, like, and, and, and be like, Hey, I didn't have to send you anything in a prospect to you, but I did.

[00:05:28] I wanted to use her service to prove that I use ups all the time. And I love you guys. And like, I would do random stunts like that. I would basically treat it like I would do a stunt to get in and get in front of someone. Um, and we were doing this every day. I do simple stuff. Like when smartphones first came out, I used to just take pictures of myself, holding a note.

[00:05:46] And I would draw iHeart company name and then I'd write a love poem to them over a cold email and send that to them. If they didn't answer I'd cold, call them, be like, Hey, I wrote you a love poem over the inbox. Did you check it? Like, and they'd be like, oh, I didn't even see that. Or like, they'd be like, no, I didn't.

[00:06:01] Or they'd say go pound sand. And I'd known that's not the right contact. I'll go after someone else. Yeah. And this was, this was around 2010, right? Yeah. This is like, I was doing all the BDR stuff really heavily for. 2010 to 2013, 2014. Uh, and then I kind of shifted more into a marketing role there and did marketing and stuff.

[00:06:21] And, um, I did training too. So all of our prospect training for prospecting, I trained reps on when I was there. There were three reps when I left there over 90. So like I did a lot of training with people. It was, I, I actually fell into training accidentally. Basically there were new hires. I'm like, Hey, do you guys want to learn how all this tech crap works?

[00:06:40] And they're like, yeah, sure. And so we hopped into. And our CTO saw me doing it and said, wow, this is actually pretty good. And one of the reasons I knew it is what I was an intern there, making videos and stuff. Um, I heard these people talk about this stuff over and over again when I was cutting the videos.

[00:06:55] So I learned like it's like getting bit by a radioactive network admin or something. And now I have like powers understand what a network admins talking about because I was editing this footage and stuff from them from like talks and whiteboard videos and stuff they're making for customers. Um, so I was easy for me to teach people about the.

[00:07:11] And at the same time, teach them best practices about personalization and prospecting and what to do you want to cold call and what to say on a cold email and all that stuff? Yeah. I love this. I mean, I think 2010, there wasn't a lot of people doing stuff like this. This was probably such a, uh, w was able, you were able to stand out in a big.

[00:07:31] Right. There's more and more people doing, you know, more creative stuff with their outreach these days. Right. And like you said, it's a little bit easier with access to data specifically around people rather than just companies. Um, but I'm curious, where did you come up with all these ideas? How did you keep the creative juices flowing as a seller to come up with?

[00:07:52] You know, all of these sort of, you know, creative ways to catch your prospect's attention. Colin, do you ever make music? I never make music. So if you ever play music before anyone that does audio production and makes music and stuff for, I make it for a hobby. So like, if you were watching a video of this, I have a bunch of stuff in my background of instruments and stuff to that play.

[00:08:13] Um, there's a thing called transposing. And basically the idea is that if you play stuff at one note, you can transpose it up or down the scale of music and change what key it's in or what Okta it's in and whether it's higher or lower. A lot of the time I'd come up with a good idea. I repeat the same idea.

[00:08:28] I would just change the inputs. So like, I'll give you a good example. When I was at dine, I made music videos for prospects. I Nick Hager, who's our video guy and does the editing on my podcast that I do. We, we like got together, uh, with this guy, Tom Dennison, who was an unbelievable musician that worked at dine with me.

[00:08:46] And we got a recording studio and made a. Eighties montage song. And we just made montages for different prospects. And most of the content, the videos was about them. I, that, that idea where brilliantly, like we had, like, I think 80, it was like 83% of the people we prospect it turned into customers, not just the responses we heard back from everybody, obviously.

[00:09:04] Um, back that up for a second, he didn't say 83% response rate, like 83% of the capable customers. Big difference there. Yeah. So like we w and this thing blew up, this is before there were prospecting platforms for video. So like, we were, we were sending people, a landing page with a YouTube video embedded audit that was unlisted.

[00:09:25] And the only way that way we could track whether they watched it or not. But like, we. Scent. Uh, we had six companies that we made music videos for. The only one that didn't turn into a customer was Expedia. So this podcast is not brought to you by Expedia, by the way, I have a graduate Expedia because of this.

[00:09:40] It goes back for years. Anyway, everyone else that we made the videos for the first 15 seconds, the last 15 seconds were identical. The middle was customized to the prospect and we just filmed montages and stuff and sent it to them and it worked. Um, so you're changing the hook. Yeah, and we changed the lyrics.

[00:09:57] So that guy, Tom Dennison, that was singing the videos. He would like punch in vocals about the prospect. We would write them together and then he would record it. And then we filmed around what he was saying. So for example, one prospect that we went into was Hulu, right? We found out the guy that we're prospecting, who really liked Kevin.

[00:10:15] So we filmed a whole, a whole song where we referenced Kevin bacon and we talked or, you know, what it was, he liked to show that Kevin bacon was on. I can't remember what the show was. And in this song we like have the guy that's in the music, video foot boosting over town. So he's just dancing in the middle of the office and stuff.

[00:10:31] And like we, we go film these things and stuff. Um, the, the point I was going to make earlier is that idea worked. I transposed that idea and did the same thing. And I also did another company charts span, where we made stuff customized for people at lead IQ. I grabbed my piano and I less budget version of this because we were a startup at the time.

[00:10:49] I was like the only business person that was working full-time I grabbed my webcam and I just filmed myself singing on my piano to these different target accounts. And instead of doing one, which a lot of people will go do, I cranked out like 12 songs in one day and I heard back, I got ops and 40%.

[00:11:05] Doing that like transposing the idea again. And that was 2016 when we did that. So like you could reuse ideas and just swap out the inputs instead of a music video, the high production glossy stuff. I did a ghetto looking a webcam video and did this and it worked too. I mean, it wasn't as it wasn't 83%, but 40% is pretty good.

[00:11:24] Like, I'll take that. That's better than making 12 songs in piano is a much better Friday afternoon for me than cold calling a hundred people and having one person turned into. Um, that that is a interesting comparison there. Right? So I'm curious, right? Cause there, there is other people that, that have taken this sort of approach.

[00:11:43] I don't know where they picked it up. Maybe, maybe they picked it up from you. Maybe they picked it up from somebody else that you've worked with in the past. Um, there's more people that, you know, are being more creative and doing these raps and songs and all this sort of stuff. You see, you see it on LinkedIn.

[00:11:57] So it has become more popular. Um, but it's not like mainstream where people are doing it on the regular. Um, why do you think most people, maybe sellers specifically struggle with getting started in being like that creative with the way that they reach out and focusing less on quantity and more on quality?

[00:12:17] Yeah, I think it's because it comes from an old way of thinking about sales. I mean, if you go back in time, we're going to do an old D old history lesson here. This is where like had flashback to black and white reenact. Everything. Sales is basically stayed the same since 19. Um, what, so back in the old days, I used to have kiosk at train stations.

[00:12:37] And what would happen is if you're a B2B seller, you would assume business people were on trains. So you would have a kiosk at the train station. Can you pitch whatever business thing you have now to scale that they started doing door to door, where they go to businesses and knock on doors. Problem is when you walk into a business back in the thirties and forties, you didn't have, I mean, over a hundred years ago, you didn't have any information about the business except maybe.

[00:13:04] What they did. So you'd knock and you, all you have is whatever's there in front of you, the sign and the people you talk into you. So what did, what did they do? They perfected scripts with no personalization. And then when cold calling became popular, they took those scripts and brought them to the phone.

[00:13:19] When, when cold email became popular, they took those phone scripts and started putting them on emails. And guess what we're doing with LinkedIn and mail today, we're literally sending the same crap that we send in a cold. And on video scripts. How many? Yeah, dude, like call it. How many people, how many times do you get someone selling to you with a video?

[00:13:36] That what stuff they would've just said in an email and you're completely missing the point of this stuff. If we nuke sales and reinvented it today, it would look very. Like, and like, I think that the best way to kind of think about this is wouldn't it be great if I could go through my inbox as a customer or as a prospect and enjoy it.

[00:13:55] Like people watch the super bowl for, for ad sometimes. Like, that's something you hear a lot. Unfortunately they now put them online early, so it kind of ruins the appeal, but like some people just watch the Superbowl to watch the ads. Like that's actually a thing that people do. Why aren't we going to say, it's funny.

[00:14:10] Some, one of the most popular ads too, was the simplest. Oh, yeah. The what? The QR code one, the Coinbase, the Coinbase literally broke their app. Yeah. Yeah, exactly. But like the way to think about it is people watch this stuff to watch the stunt, right. They want to see what's happening on this end. Why aren't we doing that in our inbox?

[00:14:29] I should go through cold emails and look forward to it. I should be smiling. I should be laughing. I should be seeing this person be like, wow, this person is extraordinary. I need to do something. And that's kind of the. Sales could be. And that's kinda like what I did. I tried to do as a prospector when I did that full time and I still do stunts occasionally that the newest thing I've been experimenting with, um, lately has been, I call it a social call out.

[00:14:52] So, what we do is we make something about a company and instead of sending it to V either video card or Luma or one of those platforms or BombBomb, like instead of just firing off an email with an email, with the video, I now put it on social. And I say, Hey, I don't know. I make it about the company.

[00:15:09] Instead of the person I say, I don't know anyone that works at this company, but I made this for them. If you guys know them, tag them and people tagged them in like those book, like crazy. I think that one, like we, every single time we've done it. How many times have you done that? I've probably so the problem is I can't do that.

[00:15:26] If I did that on my feet all the time, people would unsubscribe and hate me. I've probably done it at least six or seven times now since August. So like, When you get it, when you take those sorts of shots, you got to make sure they're worth it, right? Like this is not, you're not going to do this for every single prospect in your, you know, account list.

[00:15:46] Right. But you're going to do it for your, your high value targets. I'll tell you this though. If I'm a rep, I would do it once a week. If you get to the point where you're consistently posted on social, what you should be posting. My rule is every six days, LinkedIn, something with their newsfeed. They want you to put content out every six days.

[00:16:05] If I, but if I'm a rep, what I would do is I would do one call up post a week. Don't call it the person called the account. You don't want to call it, give me an example. How would you call out? Like, so I'll give you example. I'll give you example one afternoon. Last summer, I feel. 20 prospecting videos of Mina tuxedo auditioning to be a spokesperson for a company.

[00:16:27] And the company was the target account. We made a bunch of these videos and it's like, again, transposing, same thing that I did with the music videos, except different concepts re wrapping it. And the joke is every video that I did, I'm a terrible spokesperson. So like it's me trying to sell their product.

[00:16:44] We some of our reps, prospect with and stuff with email. And I was like, you know what? I had no content this week. I was on vacation this week. Why don't I throw one up on social? So I did one for a log being the company logged me in, I threw it up on social and in the post they said, Hey guys, we've been trying to break in to log me in.

[00:17:01] I don't know anyone there. Um, that I personally, I don't know a lot of people. But I thought I'd make this for them. Hopefully it impresses them. If you know anyone at log me in, do you think would laugh watching this tag them below and I'd put the video up and it just gets mobbed with people coming in and tagging people from logging in.

[00:17:20] And the other cool part is I'll take that same post that. Dump it into a channel in slack at lead IQ and say, if anyone has any connections that leader ed, while being, can you tag them below? And some of the lead IQ employees that aren't even in sales will go and tag people, they know, log me in. Now those pills.

[00:17:36] See it. Sure enough. If you will click on a LinkedIn video, if you put a video out, you can actually see who viewed your video. Even though I put that video out and it had. I don't know, let's say that one. I think probably at 11,000 views, if I go and look at the metrics for 1300 of those were allowed me in place.

[00:17:54] So like it's worth it. The targeting works for that stuff. And the other cool part is because of network effects. If you do the social out, Um, it, if someone likes it from log Meehan, it gets put on their feed for other people that were work at log me in. So I'm trying to basically create contagious content inside that account.

[00:18:12] And I I've done this now for the, the spokesperson video. I think I've done. Four of them posted all four have turned into meetings. I've done some other campaigns too. Like we did. Um, I don't know if you saw this call and we did another one where I tried to do this for companies. So we did one for, um, the holidays.

[00:18:29] What I did is I did a post and said, Hey, we're going to be quality themed, uh, prospecting videos, tag, an account that you want us to make and we'll make the video for them. And then all we would do is on the lead IQ account. We would post to the account. The person was trying to break into and tag the rep and that one produced nine meetings for reps to, and that one we did, we made.

[00:18:46] 37 videos in 48 hours for people. It was very tiresome, but like I had a whole set up, we got a bunch of properties. It booked nine meetings for reps and every single meeting that we booked, we donated to toys for tots for the holidays too. So like we tried to help get feedback from reps by incentivizing them for charity and stuff too.

[00:19:04] But like, this is, this is like, this is how we could be spending our time prospecting. And it's way more fun. Like. Uh, and the, yeah, it might sound gimmicky of realist into this and being like, Hey, I can't do this. It won't be gimmicky if you, if you don't do one-offs avoid one-offs and just do, like, make a whole campaign around that.

[00:19:21] Grab a list of top 10 accounts that trying to break into, come with one really good idea and go repeat it 10 times and personalize it a little bit more about the person then your, your company, your offering, and work from there. All right. So I want to get your, your ideas on a few things, right? For. Wow.

[00:19:38] Thanks so much for having Ryan on the show. He's such a bad-ass. These are some awesome ideas. I want to go put them into action, but. I've got a jerk for a sales leader that all he cares about is how many calls I do every day. And maybe we're a smaller team and I don't have any video editing skills. I'm not musical.

[00:19:59] You know, what are some ideas? What's a, how can a seller dip their toes with limited resources into this sort of approach to prospecting first things. First pitcher boss. If they say no, then that's fine. If you need help, lean on your marketing team. If you work somewhere, if you don't have either of those options, the easiest thing to do is do it on a holiday.

[00:20:24] Or do it, do it on a weekend, take a Sunday, block off three hours, make a bunch of these things. And then if you don't have resources from your company, honestly, you should be looking for another job if that's the case. But if you're in a situation where you can't get that stuff, you can go on sites like fiverr.com on you can get someone to cut your video for you.

[00:20:44] If you don't know how to do that stuff, if you want to learn yourself most. Thing most like PCs and Macs come with default software, you can use, like, I movie, you could edit stuff on your phone if you'd like to. Um, but I would recommend take a couple hours on a Sunday and do it, send those things out on a Monday.

[00:21:02] You're not done when you send it out, you have to follow up with the person, but guess what's cooler instead of cold calling someone and be like, Hey Colin, can I talk about how I spent shot you an email last week? Did you see the videos? That's a way better opener than, Hey Colin, can I have 15 minutes to chat?

[00:21:18] The reason I'm calling his own to see if we could figure out a way to get leads from LinkedIn sales navigator, into your sales tools in one click. Does that sound interesting to you? Which one do you think is going to convert a lot better? Yeah. Well, I actually like the one that you used previously where it's like, Hey Ryan, did you see the love poem I sent you?

[00:21:34] Yeah. Yeah. I'm getting choked up. Just thinking about it, but go do it on a weekend. Take a couple hours. And the cool part is if it works. Yeah. What is your manager to be mad? You booked meetings like, is that, is that, is that like the result that you're gonna get? The other thing is if you put, the more time you put into doing this stuff for prospects, the less bad you'll feel being persistent.

[00:21:57] You know what I mean? Like I don't, I I've never felt bad when we did that music video camp. We felt we heard back from three of them right away. Uh, I followed up with a couple the second time and when I didn't hear anything, I called them. And when I called them, I eventually took a couple of touches for some of them, because let's face it.

[00:22:14] You can write the greatest email in the world, and you're only going to get a certain open rate. I mean, you know what I mean? Like you can stretch and do whatever you can on that. And there's tricks to get a higher open rate, obviously. Um, they'll work really well that I could go into too. But like that sort of.

[00:22:29] That's best. You're going to get a 50 to 60% open rate on a cold email. Yeah. But the key takeaway here is don't just put all these time, this time and effort into, you know, some creative outreach and then not follow up. Right. Cause there's going to be people that are going to do that and then be like, oh man, this whole thing Ryan was talking about doesn't work.

[00:22:47] Yeah. Like don't do. Try it out. And the other, the other part too, is you have to do more than one step. The whole reason you're doing this is to make your cold email, your social follow-up your InMail and your cold calling. All that stuff is more interesting if you do the first thing really cool. Like if you do something really cool, all the other parts just kind of fall into.

[00:23:09] Yeah. Do you know, do you have any recommendations like in these videos, like, do they need to be, you know, just interesting entertaining, relevant to the problems you solve? Like, is there any sort of formula that you could recommend for folks? All right. There's two things. If you're doing a video that is about the prospect, you don't need to pitch your stuff.

[00:23:28] Don't bother, use your email and your other stuff to pitch it. Like, Hey, I did this video for. I figured you, why you want to get this in front of some more customers? Here's I can help, like, whatever your problem you're solving is on that end. If you're doing pitching in your actual video, this is the structure I would fall.

[00:23:43] How has a prospect special to you? Why you contacted. Who are they like, who are, sorry? Who are you? Like, why, what, that's your value prop or what problem you solve and what do you want them to do? If you answered those four questions in a video, you're gonna make your prospect feel a lot more special. The house, the prospect specialty, you do something interesting to show that your cool tip.

[00:24:04] The closer thing you can do is if you can find something that you have in common with. Yo a much higher conversion rate on response than if you just randomly pick something that's about where they work and their role that stuff's okay. But like that worked 10 years ago, it doesn't work anymore. Yeah.

[00:24:19] And are you trying to bring comedy into him at all times? Yeah, but if you're not funny, you don't have to be like, I've seen some great prospecting videos. I saw a guy from a video card who would, he would flip. He, he would say, Hey, Ryan just wanted to talk to you about how we can make video magical. And he like had a coin in his hand.

[00:24:38] He flicked it and it lit on fire and disappeared. Like find talents that you have. No one ever said, boy, I can't wait to work in sales. We will have skills. Prior to becoming a seller and you can, you can act off of those things too. Got it. Yeah. Cause if you force it, trying to be funny, then it's not going to go well, I'd imagine.

[00:24:57] Yeah. I mean, you can make, if you're going to be funny, don't make fun of the person make fun of yourself. Like I might make fun of her copy. Like, um, I did a video once for a prospect. Where I told them it was actually a Steve, Steve Richard from exact vision. I was like, I have this straight to DVD version of your haircut.

[00:25:14] And like that got a laugh and got a response. And then it turned into us getting a meeting and now we're tight with the exact vision. You know what I mean? Like I also think that there's another part of this where, um, if you can, you've got a little post-it that you can put on your monitor right on. It always be extraordinary.

[00:25:29] Like always try to find something that's extraordinary that you can do. The people you're prospecting. The reason they're in buying positions is because they're extraordinary. That's how they got there. Yeah. Yeah. This is awesome. All right. So thanks for all these nuggets, man. I mean, people, did you see the documentary that BombBomb put out?

[00:25:50] I didn't, but I, I just hung out with those guys last week at the leadership summit, I just talked to Ethan and Steve and those guys. Yeah, so they just dropped it today and it's about, you know, digital pollution. Right. And they basically interviewed people, you know, like the CMO at HubSpot and other people as well, you know, getting their take and the type of outreach that they're getting on a regular basis and how ridiculous it is.

[00:26:12] Um, so the takeaway here is like, do you want to be the, you want your outreach to be. Digital pollution. That's you know, not going to break through the noise, it's not going to get attention. That's going to frustrate your prospects or do you want to send them something that might make their day or give them a laugh every time that we do bad outreach, it teaches a prospect.

[00:26:31] Ignore it for everyone. So this is our, this is our chance we can reset sales today. Yeah, Ryan, thanks so much for coming on. Really appreciate it. Where can people get into your world and learn more from you? Couple of things. Uh, if you want to go check out some of our stuff, you should go make a free lead IQ account.

[00:26:50] You can do that on our website, or you could follow me on LinkedIn. Um, we also have a podcast that, um, Colin helps us out with a little bit too. Like you give us, you've been given us some, some help on, on that. You were a guest recently, really well-played episode, by the way, a lot of people, he, uh, Collin wrote some tips on how to start a podcast.

[00:27:07] You should check that out. It's a good episode. Yeah. We'll drop the link there to get connected with Ryan and also to check out the podcast. If you enjoy today's episode, write us a review, share the show with your friends, and I'm always listening for your feedback. You can go to sales, transformation.fm and drop me a voice DM, and I'll get back to.

[00:27:27] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard. Yeah. It's free sales cast.community.

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