Sales Hustle is now Sales Transformation
April 29, 2022

#297 S2 Episode 166 - IT TOOK LONG ENOUGH: Colin Cray On Successfully Handling And Completing Extra Long Sales Cycles

Collin meets Colin here on the latest episode of Sales Transformation! Today, Collin Mitchell welcomes Colin Cray, another sales individual from the BombBomb documentary about digital pollution. Colin C. is a Business Development Manager in the E-mobility space and had some of the longest sales cycles ranging from 2 to 5 years of completion, and we will be digging into that on this newest episode of Sales Transformation!


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HIGHLIGHTS

Colin on selling his whole life
Learning the basics with door-to-door
Importance of doing research and coming prepared
From Weeks of Sales Cycle to Years of Design Cycle

QUOTES

Collin M: “The people who push through and like deal with rejection and getting their teeth kicked in, and managed to be successful in door-to-door sales, typically go on to do some pretty awesome things.”

Colin C: “Coming prepared, always shows this person's not just a typical salesperson who's coming by saying, Hey, we do all this.”

Colin C: “If you're always targeting the same person having a negative result, you might not be targeting the right person. If you're showing information that isn't important to them. Well, you're wasting your time.”

Connect with Colin Cray and learn more about his work in the links below:

LinkedIn: https://www.linkedin.com/in/colin-cray-6a2965a8/
Email: colin.cray98@gmail.com

Let’s also support Colin Cray’s event by visiting Cathy Cray 5K!

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


Collin meets Colin here on the latest episode of Sales Transformation! Today, Collin Mitchell welcomes Colin Cray, another sales individual from the BombBomb documentary about digital pollution. Colin C. is a Business Development Manager in the E-mobility space and had some of the longest sales cycles ranging from 2 to 5 years of completion, and we will be digging into that on this newest episode of Sales Transformation!

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Colin on selling his whole life
  • Learning the basics with door-to-door
  • Importance of doing research and coming prepared
  • From Weeks of Sales Cycle to Years of Design Cycle

QUOTES

Colin C: “I took pretty much all the building blocks that I knew from those other jobs into this new one, and that's how pretty much from successful it's always fun adequate prospecting, but doing it.”

Collin M: “The people who push through and like deal with rejection and getting their teeth kicked in, and managed to be successful in door-to-door sales, typically go on to do some pretty awesome things.”

Colin C: “Coming prepared, always shows this person's not just a typical salesperson who's coming by saying, Hey, we do all this.”

Colin C: “If you're always targeting the same person having a negative result, you might not be targeting the right person. If you're showing information that isn't important to them. Well, you're wasting your time.”

Collin M: “I'm not saying sales is not a numbers game. But they think that sales is only a numbers game, and it's not.”

Connect with Colin Cray and learn more about his work in the links below: 

Let’s also support Colin Cray’s event by visiting Cathy Cray 5K!

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Looking to start your own Podcats? Book a FREE strategy call. 🚀

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 DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:56] All right. Welcome to another episode of sales transformation. Very excited today to have Colin Cray on he's a business development manager in the mobility space. Um, he's been in this space for quite a while. I've done a lot of interesting things. I actually came across him. Uh, through the BombBomb documentary, um, which I really enjoyed about, uh, digital pollution.

[00:01:19] So, uh, Colin, I know you spell your name incorrectly, but that's okay. I'm going to forgive you. Welcome to the show. Anyway. Thank you calling for having me. Appreciate it. I know you got a double, a call in a single column. What are you gonna do? So take us back a little bit. Um, where did your sales journey start?

[00:01:37] Give us some of your sales experience. We got to dig into. Um, and then you've got one of the longest sales cycles that I've heard of, and we're going to dig into how to keep people engaged throughout that process with a two to five year sales cycle. Um, so, but before we dig into that, give us a little bit of your background.

[00:01:56] You're a hundred percent. Background on it. I love Boston, Massachusetts, but from a sales side, I mean, from a professional standpoint, I actually read at a college, it was office supply sales. Um, but if you typically asked me when I truly believe I started selling is actually when we also, I mean, from grade school, I mean, you pretty much.

[00:02:15] Finding your likeability. And that's how you find your friend group. And you're selling who you are as a person. So you've been selling, not just me, everyone, your whole life. Um, but then even though professional sense was office sales door to door, had the old mantra and everything. Uh, every door, every floor, we don't know what's in store.

[00:02:32] So I love that man. Always supplies to, but not door to door. Oh. And so some of the best lessons I've ever learned was from that end. And I looked at it for about four to five months and they thought I'd be all like the basic of like Jones effect, bullet theory, things. I was like, okay, whatever, which you now to this day, I'm so happy.

[00:02:50] I did that because it comes in great handy across the board for just pretty much the pillars of selling.

[00:02:58] Oh, absolutely. So my issue is I always smile, so I know it's of course it makes someone more mad. Um, but yeah, so, but usually, and of course it's, it's, you know, it'd be a quick deescalation of like, Hey, I understand just you understand I'm selling pencils. I mean, you're getting upset over pencils. So I probably got the really pissed off.

[00:03:21] I was blessed though. So growing up my mother, so my fault. He himself owns his own, uh, manufacturer essentially to give sales company. So I understood selling from a principle standpoint and my mother was a psychologist. So I would have the sales hat on. And if someone gets so visibly upset with me, I'd go, okay, something's going on in your life?

[00:03:41] So then I kind of switched the hats saying, well, what, what did my mother do? So like, Hey, is everything okay? So usually half the time that deescalate a scenario and they say, you know what so-and-so had in my life, come back to. A hundred percent totally understand that. And that kind of to this day is something, especially now with the whole digital realm of humanizing samples.

[00:04:02] Um, but yeah, we'll continue down that later, but yes. And then from there, uh, Barlow sides international, I went into selling science from the big giant billboards down to like a channel letters you see on, in front of a building. And I did the same method. I went door to door saying, Hey, you want. Um, and from that quickly, I learned more or less the creative side, which was, Hey, how can I hit more, but actually have the information that they're going to care about.

[00:04:27] So I pretty much started my prospect and career from there. So I would actually go on town websites and I would look at the traffic count, like, Hey, so when I went over. I would say, Hey, just so you know, every week over a hundred thousand vehicles drive by your front, you should really look at it, you know, updating your signage, because that is your brand.

[00:04:45] That is who you are to the community. Right. And that right there, like, okay, this person took the time to do some research. Let me sit down with them. And then from there, you know, we have the conference. Uh, so we did that about a year and a half, and that was a lot of fun. I had a lot more creativity with that.

[00:04:59] I got more bold down the road. Like if I was outside to say a ice cream shop, I would draw quickly saying, Hey, why don't use the hypotheses as an ice cream cone? Like, oh, that's a great idea. Like, let's talk further. Okay. Uh, and now we are where I am today for the last six, about six years, which is technology solution.

[00:05:17] Um, which as you mentioned has a very long design cycle, which is more than the electrical opponent and sub system assembly side of, uh, the world, which of course is, you know, you're designing electric component system. For the overall application of safe vehicle and automation test equipment, maybe in the semi and MRI system in the medical.

[00:05:38] So, and we're designing custom power solutions. So that of course has a lot of design and verification and saved and compliances that went into it. Um, but it took all the pretty much the building blocks, what I knew from those other jobs into this new one. And that's how pretty much from successful. It's always fanatically prospecting, but doing it.

[00:05:57] So first was always stumbling. But then honing the craft of, okay. Who's the audience I'm talking to. Who's going to actually care about. And that's kind of where we are now. So I have a main focus in the mobility sector. Um, it's something I find amazing because it's the emerging market, all excitement, and I'm just blessed to get, to talk to some brilliant people every single day, including yourself calling.

[00:06:17] So you, so you talked about a lot there in like under five minutes. So we're going to unpack a little bit of. Um, well, I always have a tender respect. People hear me. They're like, man, why do you always say that? But I'm going to say it again. I always have a ton of respect for people who do to door to door and start out in sales, in door to door.

[00:06:35] And then actually. Stick with sales, because I think there's a lot of people that start in door to door and they're like, oh my gosh, sales is not for me because quickly it's way quickest way to find out if you like it or not a hundred percent of grades. Like, you know, we are AOK with this and, and, and the people who pushed through and like deal with rejection and getting their teeth kicked in and managed to be successful in door to door sales.

[00:07:04] Um, typically go on to do some pretty awesome things from the people that I've talked to, like, you know, um, and I talked to some pretty elite sellers and some pretty successful top performers. Um, and a lot of them, you know, started out in door to door. Um, you know, when you're cold calling and you're doing inside sales, like, okay, what's the worst that could happen.

[00:07:23] Somebody is going to hang up on you. So what, um, but when you're right there, like interrupting somebody's day, standing in front of them, you're a lot more. A hundred percent. So I was lucky I was doing B2B door to door. People go to B to C and actually knock on someone's house, absolute respect, um, because that's a whole nother realm of truly just interjecting yourself in someone's day.

[00:07:47] But yeah, a hundred percent. All right. So, so then from there, you, you got into a role where you were selling signage and you talked about something that I was super interested in and a one lean into a little bit. Cause it's, it's a valuable lesson for a lot of people is rather than just. You know, every door, every floor, I don't remember the mantra, but when you started to actually show up with something that was important and something that was relevant to actually drive a business conversation, uh, tell me a little bit more about that and what it was like from when you were going door to door, not using that method to using that method.

[00:08:29] No, 100% XO. It was really the whole mindset. 'cause when you're knocking on that door originally, you're really just doing marketing until they actually piqued the interest the sales had doesn't turn on. So that's why, if, you know, if you listened actually to that BombBomb documentary that we're calling a speaking of, I mentioned that I'm ready to say, I see marketing and sales to a point is one of the same.

[00:08:50] It depends how you look at it from the angle. So your marketing hats on it. So I'm going okay. Marketing showing I know about their business. I know about their market, the demographic, and what's going on. So just being, you know, coming prepared, always shows, okay, this person's not just typical sales person.

[00:09:07] Who's coming by saying, Hey, we do all of this. Do you use that? I already know what you do. I want to show you what, how, how we can amplify that for you, because you're not paying for me. You're paying for the end result of what, whatever I'm selling to you at that time. Yeah. So, and I learned that because obviously I said that without saying, Because it applies to anything you sell, whether it be a product or a service.

[00:09:31] Yeah. And I think the thing that, you know, people who don't take this sort of approach in they're like, man, that's, that's a lot of time, like you go do that research, you, you know, come with this information prior to like, even knowing if they're willing to have a conversation. Yeah. It is. You know, what, what is the goal like to knock on a lot of doors or to make a lot of calls or to talk with people who have some level of interest?

[00:09:58] Of course. So, and I've heard, you know, other guests of yours, it also comes back to your personal brand, but as well as the company brand that you're talking about, if you're outreaching a hundred people a day and you're not really looking at what they do, what the company is, who they are within that realm.

[00:10:13] And you're saying, you know, I heard a lot of times. Obviously I'm electrical hardware, a little separate from the SAS community, but if you're always targeting the same person, having a negative result, you end up be talking to the right person. If you're showing information that isn't in pertinent to them, well, you're wasting your time.

[00:10:28] So yes. Does it take a lot of time to do prospecting properly? But if you actually have the information, which a big thing, a big thing I harp on is the power of information. People only make decisions based on the information they have. If you're not providing that information upfront of, Hey, this is who I am.

[00:10:42] So what we offer to help. You're not going to have a great chance to get one in there because that's your first bitch. Go back to day one at grade school. You're picking yourself. If you come off like a jerk, everyone's going to think you're a jerk. Yeah. Yeah. And I love that. You said wasting your time because there's so many sellers who don't respect their own time enough.

[00:11:02] You know, they think I'm wasting my prospects time. Well, if you're showing up, not prepared, Giving them the same old sales pitch that everybody else has given them, then yeah, you're wasting their time and you're wasting their time. But what most sellers don't realize is your time is just as valuable as their time.

[00:11:17] You're a human being. You put, they put their pants or their skirt on the same exact way as you, and you want to come from a place of a little bit more power, a little bit more relevance and, you know, be preparing. To have a business conversation. Yeah. A hundred percent facts. I mean, and then it's also just asking her questions.

[00:11:37] I mean, sales of the root core is having conversations and making sure you're asking one being of course, attuned to what you're doing, connecting with them. And then. That's more or less. What I do is say, I already know what you're doing. How are you doing different from the others I work with? Well, let me hear that.

[00:11:52] And let me tell you, Hey, we do offer that we don't have that, whatever it is, but it's just listening and finding the hotspots. That actually matter, because if I went in there with a gambit of what I currently. Well, it's very overwhelming and they're like, wait, I don't do any of that. And I'm sure you get it all the time calling from all these random.

[00:12:08] I mean, I get them every day. If it's from head hunters, um, someone trying to sell me email list, it just is like, but you didn't take the time to even see my target. Yeah. Yeah. It's I mean, those are the folks that are that think, and I'm not saying sales is not a numbers game, but they think that sales is only a numbers.

[00:12:31] And it's not correct. And to that point, I mean, we mentioned things that might fire you up. There's this whole new motion or motion of KPIs, these key performance indicators, where you have a lot of these young ADR SDRs, whatever acronym they want to go by, but it's the entry level. Hey, let me touch a thousand people.

[00:12:51] And, uh, and a lot of times the training's not really teaching them on how to cultivate those basic sales things. You know, the new form of what a relationship is. So they just think all this activity is great and no one's actually looking of what's coming out of it. And it's actually kind of to me, cause it's on the far has no, I think it's giving a bad brand.

[00:13:10] I think social selling is obviously a very fast and the best approach currently today, but it's quickly becoming, you know, Well, people don't know what social selling is. That is part of the issue that you could sense your like the, you know, how sales has a negative association to it, right. Where people are like, well, I'm in sales and no social sailings become like the new telemarketer.

[00:13:35] It's like, oh man, my phone's ringing. Who's this going to be? Hello? I'm calling about your car. And that's what happens when you don't actually take the time to learn who you're talking to? Well, yeah, I mean, the thing is, is there is a way to do social selling, right? But most people don't know what that is.

[00:13:52] The, you know, connect with, you know, a bunch of people and pitch, slap them with something that they didn't ask for. It isn't even relevant. That's not social selling. I mean, social selling is building relationships on the platforms and bringing them off the platforms in a meaningful way through adding value and even value.

[00:14:10] We could do a whole episode on what does it mean to actually add value? Add value is not sending some blog posts that they don't care about or some marketing PDF that's boring and they have no interest in reading and never asked for it. Like that's spamming them. Yes. And so. The content you're sending because a lot of the spam, oh, it's so-and-so national thing.

[00:14:32] It's like, wait, what? I thought, I thought I'm falling. Like no electrical designer magazine white telling me it's like for the fifth time, it's, you know, a cookie day, like content needs to have meeting in like, It point behind it. I a hundred percent agree with that. Yeah. Yeah. And, and the thing is, is like, they didn't ask for that.

[00:14:52] Right. So, I mean, if you're going to, like, I'm not saying I don't reach out to people cold on LinkedIn to build relationships. Like I absolutely do. Um, but I don't send them anything they didn't ask for. You know, you want to give them the opportunity to say, oh, that's interesting. I'm gonna raise my hand. I say, yes, I'd love to see that I'm interested in that.

[00:15:10] Or I'd like to chat right now. People are sending their calendar links and all this other junk that nobody asks for. Um, so anyway, I don't want to go on too big of a rant. Let's get back on track here a little bit. Um, so tell me about the work that you do now. And then I want to get into the weeds of this two to five year sales cycle, which is insane.

[00:15:33] I mean, I'm an impatient person by nature. I'm just going to keep it real here for a second. There's no way I could do your job. Yeah. I mean, it's, it's very true. I mean, I, I feel like in sales, you want that instant gratification. And that was a huge adjustment I had to make when I joined this industry because I was coming from a sales cycle where I could leave that day with a purchase order.

[00:15:55] Like, Hey yeah, exactly. I told him today. Awesome. Here we are. Um, and then you, the signs like that feels like it might've been a week. And then all of a sudden I'm in this sales cycle, I'm like, oh, I don't want to see things for two to five years. And that's all based. So from a sales standpoint, in the century, we call it a sales cycle, but really it's a design cycle.

[00:16:18] So if you think about an isolate component that goes in and overall system, and that system could be anything from the medical semiconductor. The mobility space, automation, robotics, you name it. So my big joke was, if it turns on, I will talk to you and you're like, gee, sounds like a bad joke.

[00:16:40] That would be an engineering joke that would crush. But the point is that there's electricity about. We can totally have a conversation across the gamut of solutions that we might offer and services. And we're really, it's the, you know, the long design cycle is they're not, no, one's going to buy a, you know, off the shelf solution, ready to go.

[00:17:01] They're going to buy maybe one or two. So that's going to be a bench test. So, Hey, we're going to put in a lab for, to see. Put it under the stress of what we know our application going to be. Then from there, they're going to go to like a DVD days or it's like a designer vacation prototype. There's all these different milestones within the design.

[00:17:17] And then of course, okay, great. We have the prototype. They need to submit it to safety and certifications. So depending on where it's going to be in the round. So medical, as you can imagine, there's a lot of things that go. So from those, obviously those are more on the five-year. And it also depends on medical device.

[00:17:34] I mean, if we're talking like MRI system, five years, maybe more, uh, and at home device, there are still of course compliance and certifications that need to be met. Um, but yeah, it's pretty much goes board. And so actually when the longest one is railway, but it's also the longest standing solution there'll be in the market.

[00:17:52] So you can design something in say 1995. They'll still be going until 2045. So that lifecycle, that product is very long. Um, so yeah, so I'm in the mobility range though. And of course the design cycle is about two to five years, maybe a little longer. Um, obviously if it was shorter, we see a lot more EVs out there, but right now certifications compliance and safety regulations are being enforced, but also.

[00:18:17] Pretty much, you know, written law right now. It's an emerging market. Um, especially you started including autonomous vehicles in there. Uh, so, and even furthermore, we do have a global supply chain issue, which is specifically really hurting the electronic, you know, The electronic components. And then of course there's some foreign affairs that may affect certain areas where you would never think components are coming from, but those are actually met, you know, countries, origin for a lot of those kinds of, uh, metals that are used in building components.

[00:18:50] So there's a lot of moving parts, I guess, things to extend the sales cycle. Yes, exactly. So we've been seeing it already. I mean, like we have a bill of materials that builds our product and some of those materials on that bill. We have 56 week lead times. We already talking over a year right there, and then you don't manufacturing.

[00:19:07] So if everyone's wondering, like why is it taking to roll things out? Well, there you go. Um, it all cataracts. Uh, all right. So biggest question that I have is how do you keep prospects excited? And engaged when the sales cycle or design cycle is that amount of time, a hundred percent. And honestly, it's the power of information.

[00:19:34] Um, cause if I cannot provide them the physical product to do all the testing, it is the information I can provide to them so they can do the simulations best possible. To make those decisions without having the product in house. Um, and that's going across the board and of course it's constant contact with them, but only on printed, like if they ask for an update on solicited, of course.

[00:19:52] But I always try to do maybe a weekly bi-weekly update depending on where it is in the design stage to make sure. The communications there. I'm not ghosting you. You're still involved. And then any information, it, it honestly, it needs to be completely visible to one another, how everything's going, and that's really the best way to keep them engaged, but also any, you know, any new product roadmap.

[00:20:15] That we might be offering that might be a burden to them. Hey, by the way. So I'm on the power conversion side. We also do like controls, telematics, HMI, displays all of these other things that might go in the realm of immobility. So it's keeping engaged on new projects. Um, so really keeping it up to date.

[00:20:31] Um, also there's always expos and shows. They usually go to them, I'll be going to them. We meet. So it's kind of all the social touches, but also the in-person touches, which are slowly, happily coming back to normal. Yeah. So you're talking about staying, staying, um, top of mind and engage with them socially, uh, in person, um, continually, continuously being a value in providing relevant information information to them.

[00:20:59] Um, and these are all of the things that you do to keep people engaged and excited, uh, in a two to five year sales cycle. So how many touch points, you know, how many meetings. Take place, um, from a prospect from verse, you know, first call to like actually delivering a product in a sales cycle like that. No, that's a great question.

[00:21:22] So. As I mentioned, I, my whole Nitschmann fanatical prospecting. And then of course doing with purpose and make sure that you hone your personal craft, which is also why I love anyone. Who's probably listening to your podcast is other sales professionals who are literally listening because they understand that this is their craft.

[00:21:39] It just is like a professional athlete. They go to the gym, they watch. They want to hear tidbits or mothers, because my big thing is I never reinvent the wheel, you know, it's okay. Others are doing this too. And so the platform you provide gone has been fantastic. Um, but go into your actual question. The sales cycle from itself.

[00:21:57] I knew so personally I do a few social touches, which could be through LinkedIn, couple of emails, a warm phone call, and it's all going back to me. And then once actually it's engaged. The information provides targeted. Oh, this guy does know what I'm talking about. It is of interest. You're looking from there, maybe a bi-weekly meeting.

[00:22:16] Then there's a period where they have to make a decision on who they're going to wear the project to. And once awarded, you're looking at weekly meetings up to probably a year. Cool just to make sure all the designs matching a lot of design changes. Tech technology keeps changing, um, especially in the mobility realm, if like, you know, we did this five years ago.

[00:22:35] IGTs which is a very where'd you efficient power supplies was all the talk. Well, now we're on Silicon carbide. Everything's Silicon carbide. Um, so you'd be completely out of date. So it keeps literally moving and as technology keeps increasing because would be more advanced. The design might change in the middle of it.

[00:22:54] So we might be, well, Hey, maybe halfway through the sales cycle technology advances and you're back to like redoing design of things that have already been decided. 100%. And then actually, so prior to immobility, I even partook in a consumer and it'd be actually, we could be two years down a project. So working, maybe, maybe we're talking to new headphones and their marketing team says, Hey, we already missed, missed the market.

[00:23:20] Trashed the entire fraud. Which also of course you can imagine makes forecasting very, very fun. Yeah. Cause then you need to pick your project strategically to make sure I where's where's the return going to be? Um, who's actually gonna make it. So, especially in the UV market, it's little, little. There's a lot of Evie startups.

[00:23:38] So it's understanding who actually is best fit to probably make an impact I'll say around, you know, in the future. Um, and that's kind of the game we're playing. So you've got a device you've got to diversify your pipeline as well, because it's extremely difficult to forecast with sales cycles this long how quick technology is changing.

[00:23:59] And also dealing with startups who could just pull the plug on the project. Like, you know, at any point they got the plug pulled on them all together. They might not make it. I mean, there's probably about 60 to 80 ed startups here in north America. Well, you probably didn't really have those brands. So you already know right there.

[00:24:19] They're not holding. And I think I only know of maybe, you know, other than like the big ones, like the newer upcoming ones, I could probably the ones that I know I could count on one hand, you know? Exactly. Um, and so, all right. So at what point of that two to five year sales cycle, I'm gonna probably say two to five year sales cycle at least five more times before we wrap things up here.

[00:24:39] Totally fine. It, at what point do you know that they're committed? To a deal closing. Yeah. A hundred percent. So w we call it a statement of work. So this is for project. So there's also different, you know, there's different kinds of sales within our actual companies of these, you know, equipment manufacturers.

[00:25:01] Projects, which is just custom solutions, which is mainly what project technologies. That is what we do. We are moving to off the shelf, which can be a quicker time, but until you actually have an off the shelf solution, it is with everything else. And also at that point, you can take a higher risk and taking more.

[00:25:17] Um, let's say Evie startup, like tier four, tier three customers because of that, because, Hey, this is standard product. We can push this many places, but when it comes to projects, uh, we asked for a statement of work pretty much. You're awarded the project. Everyone signs off. And at that point, so probably within two years, maybe even less, but the actual production in like, you know, revenue won't come in till five years.

[00:25:40] Like, I can't be like, okay, we've finally done it. Cause I said, it can be canceled or pulled at anytime. Wow. Wow. Yeah, this would not be the gig for me, man. I'm telling you, I don't think I would have any hair. I just, I just gave myself a little haircut for those that are listening. Um, and, uh, I don't think I would have any hair left.

[00:26:02] Yup. I mean, every day there's a new, there's a new, maybe global thing that can actually affect the entire supply chain. I mean, we recall over the summer, just all of the, uh, all the Navy yards, having issues, trying to get the boats in because they're under. Yeah. And ended like 10 weeks of lead time for everyone.

[00:26:18] So you can imagine what's another on a five-year sales cycle. It's like, yeah. And I'm sure the whole world heard about the semi's and everyone kind of postings semiconductors are backed up. But what that really means is their lead times are two years, we're talking over a hundred weeks. So then we use an.

[00:26:38] Yup. They want people use semiconductors within their solutions. So again like that, just backed up the order of all new technology by those amount of dates. Not even David years, so you can understand why the supply chain so forth and so on. But yes. Yeah, it ripples well Colin with one hour. Thanks man.

[00:26:57] For coming on. Appreciate you, um, tons of value in here. Enjoyed learning a little bit more about your stories as well. Uh, where's the best place for people to connect with you? Uh, if they want to do. No a hundred percent. Uh, you can find me on LinkedIn, Colin, Cray, uh, my work email and my cell phone and write on there.

[00:27:16] I don't hide that. So you can reach out to me. Um, my personal email, if, if you have any personal questions, call a darkGray98@gmail.com. We have no issues and then call it two Wells. We don't mind, uh, if anyone hasn't heard of the white group project, it is a. Cancer foundation that focuses on lung cancer, um, which obviously also gets a bad rep somewhere to sales, uh, predominantly because of course, everyone assimilates with smoking and actually gets the most amount of money for all research because of this.

[00:27:44] But over 60% of people with diagnosed with lung cancer have never smoked or Tufts tobacco product. Um, there is a 5k happening right now. It's called the Kathy crave 5k. If you Google Kathy Cray 5k with a CCA. Craig 5k, you able to donate to the weight room project? You also can't sign up and do it virtually.

[00:28:03] Um, it's probably the only plugin if you don't mind calling, but yeah, yeah. Yeah. Thank you so much was very great to know that and we will drop all of the links there. In the show notes, and this will actually be getting, going out really quick after we're just recording today. So I'm glad that we can maybe help support that event.

[00:28:23] Uh, again, thanks for coming on. We'll drop the links in there in the show notes for everybody. And if you enjoy today's episode, Write us a review, share the show with your friends. It really does help us out. And then as always, I'm listening for your feedback. You can go to sales, transformation.fm, drop me a voice DM, and I will get back to.

[00:28:44] 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 loadable. Yeah. It's free sales cast, doc community.

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