Sales Hustle is now Sales Transformation
June 20, 2022

#333 S2 Episode 202 - TRAIN & GO, WITH TRAINYO! Tom Slocum on Providing Sales Career Opportunities under Guidance From TrainYo

Background, experience, and previous work are things that most sales organizations look at when hiring a new addition to the team. But what about the people who really want to get into sales but have none of these required experiences? Are we just gonna leave them behind? That is Tom Slocum and the TrainYo team’s mission, to provide sales career opportunities for people from odd job backgrounds and help them transform into highly skilled sellers.

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

Tom's Sales Story
What Is TrainYo
Odd Backgrounds Of TrainYo Trainees
Challenge For Non-Tech Backgrounds
The TrainYo Training Process
TrainYo Graduates' Success Stories

QUOTES

Tom: “TrainYo takes underserved undervalued people that normally get overlooked or out of the UK or US market now that would love to break into the SDR role and find out how to do it correctly and get the skills they need to be successful in it.

Collin: “There's so many hidden gems of people that would do well.”

Tom: “We had another one Robert, who had never done sales in his entire life, Robert is and then he came through the program just recently, and within three days of finishing the program had secured himself a job.”

Tom: “Fight to get in, right, don't give up. It's not going to be easy. It is going to be hard. I'm not going to lie. This sounds all great butterflies, but you're gonna get rejected. You do have to go through quite a few interviews to get these candidates dropped somewhere.”

Connect with Tom on LinkedIn and learn more about what he’s been working on!

Trainyo LinkedIn
Trainyo Website

Connect with Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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


Background, experience, and previous work are things that most sales organizations look at when hiring a new addition to the team. But what about the people who really want to get into sales but have none of these required experiences? Are we just gonna leave them behind? That is Tom Slocum and the TrainYo team’s mission, to provide sales career opportunities for people from odd job backgrounds and help them transform into highly skilled sellers.

Join Collin Mitchell today as he interviews Tom about the ins and outs of the TrainYo program and how it helped people from various walks of life in landing their first sales jobs, only here in the latest 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

  • Tom's Sales Story
  • What Is TrainYo
  • Odd Backgrounds Of TrainYo Trainees
  • Challenge For Non-Tech Backgrounds
  • The TrainYo Training Process
  • TrainYo Graduates' Success Stories

QUOTES

Tom: “TrainYo takes underserved undervalued people that normally get overlooked or out of the UK or US market now that would love to break into the SDR role and find out how to do it correctly and get the skills they need to be successful in it.

Collin: “There's so many hidden gems of people that would do well.”

Tom: “We had another one Robert, who had never done sales in his entire life, Robert is and then he came through the program just recently, and within three days of finishing the program had secured himself a job.”

Tom: “Fight to get in, right, don't give up. It's not going to be easy. It is going to be hard. I'm not going to lie. This sounds all great butterflies, but you're gonna get rejected. You do have to go through quite a few interviews to get these candidates dropped somewhere.”

Connect with Tom on LinkedIn and learn more about what he’s been working on!

Connect with Collin on LinkedIn and find out what’s new in Sales Transformation and other things he’s up to!

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, swim, or break through 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 a fully managed revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Very excited to have Tom slum back on the show. I think this is his second, maybe even third time. I don't know, but I love having Tom on the show. Um, he's a 15 year sales vet helping the next generation find a career in sales. He's the VP of sales over at trio and founder of community.

[00:01:16] Um, so Tom, welcome to the show, man. How you doing? Thank you for having me. Yeah. It's been a jam. I think it is like our second or third. Um, but it's always just so much fun jamming with you on, on the world that we're in. We cross over so often. Uh, but things have been a whirlwind. It's been a, a last couple months of major changes, major growth.

[00:01:33] Uh, but I'm very excited about it all. It's been a good time. Yeah. So lots changed since you've been on the show last, why don't you tell. People a little bit who maybe haven't, you know, heard you on the show before. Just give a little bit of background, you know, where did your store sales story kick off?

[00:01:49] Yeah, my sales story kicked off 15 years ago. Uh, back in the year of 2007. Uh, when I jumped into discover card financial services. Um, and then it just kind of progressed from there. Right? I've I've done real estate. I've done car sales. Uh, I was a server, uh, worked at the restaurant industry. And then about six years ago, I found myself in, uh, sales development, right after being like a full sales cycle, AE I've only ever done outbound and education and goad and Yelp.

[00:02:17] And so I found this space that I really enjoyed. I love being a hunter. I love booking the meetings in that top of the funnel. And so, uh, last six years I've been building and scaling some sales development teams at a couple companies. And then two years ago kind of took another pivotal move and moved into community.

[00:02:35] I joined rev genius. Kind of jumped in there, started building like a little, uh, incubator for SDRs and AEs to kinda have a virtual sales floor back when COVID hit. Right. Um, and now mm-hmm, because of all this journey, now I've stepped into a VP of sales role within a company called trio. So I'm taking on their go to market strategy.

[00:02:55] I've got a squad of four FDRs, um, and we're just rocking and rolling and it's cool to kind of get back under the hood. And then I'm in the progress of building out a brand new community, uh, based around sales education. Something really that's never been done before. It's a big project, uh, but we'll be launching that here in a few months and kind of towards the end of the year.

[00:03:14] But, uh, it's been a hell of a journey, man. , it's been fun. I've done everything. Um, and it's just kind of cool to kind of see those pieces all come together and, and build what I have today. Yeah, man. Congrats on the new role. Uh, I have no doubt that you're gonna absolutely crush it. Um, and I know that, you know, a thing or two about building community.

[00:03:35] So I know the, the community community is gonna be a wild success as well. Um, but give us a bit of a, give us some context, right? Cause what we're gonna talk about today is how to break into tech sales, right? Which is yep. Through and through what you're doing today is helping people do that. And, but for people who maybe don't know what.

[00:03:53] What is trio. Yeah. Trio is awesome. Right. Um, so what trio is, is they're based out of the UK, uh, through their founders, Sunil and. Who built this company based on their own experiences, they had broken into tech early on, and it was hard for them. They were from underserved markets. They didn't have the same opportunities as others.

[00:04:15] And it took them a hard time to get involved. And they found out once they got involved, what this world opened up to, that they wanted to make a model to help others behind them do the same thing. So trio takes underserved undervalued people that normally get overlooked or out of the UK or us market.

[00:04:31] Now. That would love to break into the SDR role and, and find out how to do it correctly. Right. And get the skills they need to be successful in it. So they go through an eight week program where they're coached by industry SAS leaders on cold calling, email branding, all the things they need. Well also getting to play an experiment with the tech that these SDRs typically use in a day to day, right?

[00:04:54] So they could get their bearings, kind of understand the role. They're learning some health things. Now, some mental health things and trying to understand the, the frustrations to the role, right. They go through eight weeks, get everything you need to then, uh, help have us help you land your first role as an SD.

[00:05:10] We work with many companies that are open to taking these kind of roles and working with us. And so we'll put you in place with those, um, when they have openings, right. To help you get in there, we do a lot of that work for on that next, you. Uh, it's completely free to all the students, right. You just gotta go to trio.com apply for the next cohort.

[00:05:30] Um, and then we can get you in there. Right. And you can go through the program. They're nightly classes. So they work within people's schedules. Um, they're not like at eight in the morning, you know, they're late in the evening when everybody's done. Uh, so they can do normal stuff. Um, but it's great. It's a great company.

[00:05:44] I'm excited to be involved. Um, they have great values and, and truly care about the person to then put them in these great companies that make sense, um, and can give them support. They need to build a healthy career in, you know, sales development. Awesome. I, I love everything about it. Um, so I'm curious, what, where do a lot of these overlooked underserved people typically come from like a lot of industries doing now prior to wanting to get into tech sales.

[00:06:14] A lot of 'em are teachers, you know, a lot of the big pushes from teachers, uh, we've got military vets who just kind of come outta the military. Don't really know what to do next, but they've got those characteristics, right? They're hunters, they're these individuals that are gritty, right. Resilient. Um, and they're just trying to find a home, uh, bartenders servers, uh, you know, young kids that are just getting outta college that want to take into the, get into the world of the right.

[00:06:38] Most of them gotta start at that baseline SCR role and then work their way. Um, so it's those kind of people. Right. And a lot of those industries and people, our world is completely just non-existent to them. Right. They don't know the, the night and day of LinkedIn, like we do. Right. They ask, why are you posting on LinkedIn?

[00:06:56] Isn't that? Where you just find a job mm-hmm right. They're not even tapped in. Um, many of them don't know how to get in front of the interviewers. Uh, you know, the HR, the recruiting people like we do, right. We preach all the time, go be creative, go make videos, go do this. And they. Do what, how do you even do that?

[00:07:13] What are you talking about? Make a video on my phone. Like what, you know, they're just so they just don't have those opportunities and HRS, aren't going to dig for those people, right? You don't see your HR team going to the local restaurants, right. Looking for talent. Right. That's not what they're doing.

[00:07:29] So these people just go unnoticed and, and unless they can find somebody to give them a helping hand or somebody like us that's tapped in that can guide them. They may never get in. They're just gonna battle that every day. Yeah. Never find out they're getting hit in the automated systems. So it's those kind of people, uh, that, you know, just need some help.

[00:07:46] They're like, yo, I wanna break in, but I, I need to help. Where do I go? Yeah, it's tough, right? Because I mean, they're commonly gonna be overlooked because of how they look on paper, maybe, right? Like their past experience or wherever their current job is. Um, they're gonna be judged based on that. And it makes it really hard for these folks to, to, to break into sales or even, you know, make more specifically tech.

[00:08:11] Yeah. Yeah, you're getting missed on paper, right? This teacher comes through, you can't even comprehend. And, and the only way for you to sell yourself is to get that phone call and actually be able to speak to the person. If that never comes. They're just looking at what the paper says about you and. I've written off some resumes before and then got that person on the phone and been like, well, shoot, had I seen it like that.

[00:08:32] That's incredible. Right. And you could kind of piece it together, but you need the context. So it's really missed. But you see in our world, it happens every day. Right. We know Eli Garcia was in hospitality. Broken very well. Julia from duly was a teacher now was a customer success manager, right. With duly big company.

[00:08:53] And these people, Joshua Morgan was a teacher coming over. Right. Um, but they all had help. Right. They found how, how to get involved. They started putting in the work, but on paper, they didn't look good. They were rejected. Bree Sprague, you know, Bree Bree came from the LMM world. Right. She was trying to get into textile and they looked at that, like, it didn't even exist.

[00:09:12] And she was making six figures for like 10 years running MLMs, which if you've ever done them, they're, they're tough. Right. That's, that's a grind every day. But on paper it was like, oh, you've been doing L MLM for 10 years. That's not even a job. So she had a really hard time until people would actually speak to her.

[00:09:29] And she broke down what her day to day looked like and the skills that she had and the mentality she had. That that's then when people looked at her differently and we're like, okay, you can transition here, but on paper you were just like, no, I'm not gonna take that. You didn't really, you know, you worked for an MLM.

[00:09:45] Yeah, man. I mean, there's, if you think about it, there's gotta be so many hidden gems of people that would do so good in sales. Right? Because the funny thing is, is a lot of the things that people think make people good in sales. Isn't always right. Like it's really the person. Right. And like, even sometimes it might just be more about their background, like, you know, military people or, you know, people that have maybe had a little bit of a harder time just at life in general, typically from what I've seen.

[00:10:18] And I even know from my own personal experience, like I didn't go to college. I barely made it through high school. And like my first job was moving furniture. You know, and like I had to literally beg for my first sales job, because even my stepdad didn't wanna put his neck out there for me, cuz he is like, right.

[00:10:35] Eh, I don't know if you're gonna make me look bad here. right. Experienced. I'm not sure exactly. So there's, there's, there's so many hidden gems of, of people that would do well. Um, and, and a lot of times you even see it where let's talk about textile specifically, right? Yes. Where people think. Oh, you've never sold software.

[00:10:56] So like you're gonna get passed up. Right. So they may have sales experience and they might get passed up for, uh, a tech sales job because they don't have tech sales experience as well. That's even the harder one. Right. Cause then you take it a next step, which is that, that experience of not just sales in general, but how do you do it with tech now you're going through another barrier and you're like, dude, how many barriers are there to get here?

[00:11:19] Right. And how many do I have to jump through? Um, But you're right. You gotta look at the characteristics, right? If you're sitting there wondering, Hey, am I built for sales? Like, would that be the life that I could do you make a good point? Right? Do you have a chip on your shoulder? Are you resilient? It, it's looking back at that word grit, right?

[00:11:37] Athletes do a phenomenal job. They know how to work as a unit. They've went through the struggles of those ebbs and flows, you know, on the sports team. They know what a loss is like and how to recover military vets do different things within their, their roles. Right? They know how to not leave a man behind and work as a unit as well.

[00:11:55] Um, and they know what it's like to be at the very bottom sleeping in a hole in the middle of Afghanistan for a night. Right. Um, you just gotta look at teachers, do a really good job. Um, but you just gotta find those characteristics where, you know, you've had a little hardship in your life, um, because, and let's get to the why that is.

[00:12:12] Colin. Why, why is it that you have to know that? Or why is that that characteristic it's because let's be real, 80% of sales is rejection. It's what we deal with more than any other thing we deal with in any part of the sales world, the number one thing everybody can align on that is in your friend circles or in, in, in sales in general, is.

[00:12:32] It's the nose. It's the rejection. It's the, the nasty calls you get, or the things that are said to you via that email and then taking even further the pressures from your leadership team, right. And the rejection you're getting internally from trying to move up or get the support you need from your manager's just constant.

[00:12:51] Really it's a struggling role all the time, but then there's these moments of just magic, the 4th of July fireworks, fire off. And it keeps you going every day because there's, those wins those moments, the friendships, right? It's, it's a really great industry, uh, and could really change somebody's life for long term.

[00:13:09] The skills are transferable, um, and they help a long way. You gotta get over that rejection part first.

[00:13:17] Yeah. Yeah. And I mean, a lot of these people that you've mentioned, you know, they eat rejection for breakfast. right. It's like real, oh man. Somebody can tell me no on the phone. So what you know, like I'm ready to make the next call. they eat? They do eat it. They hungry. Tell me. Yeah. Yeah. So, so tell me a little bit about the program.

[00:13:38] Like somebody that's, you know, getting started with trio, like what are, you know, what is kind of, I don't know if we have enough time to go, like all the way from a to Z, but just gimme like high level sort of break it down. Like, what skills are you guys working on with these folks? You know, what does sort of day one look like?

[00:13:55] And. You know, what are you doing to get them ready? You know, to break into tech sales. Yeah. So week one is all about the intro period, right? We're showing you the introduction to the program. What your expectations are gonna look like, the frameworks we're gonna tell you what an SDR even does. And we do this very early on because sometimes people might find us and think that the SDR role is, is what it's all out to be.

[00:14:17] Right. Then they dive in and they're like, nevermind. Right. Not for me. I did not realize it was that way. So we try to get that early. Right? Let 'em know what they're gonna be doing. We introduce 'em to the SAS industry. Um, sub sectors within their market maps, kind of understand what SAS is all about and then a wider overview of roles in the space.

[00:14:36] Right? Give them the ecosystem. Week two, uh, is all about cold calling. Um, so week two, they start diving into understanding the challenges of cold calling. We bring in some coaches. That come and do, uh, some teachings from some of the industry. I do a few personally, before I even joined training, I was doing a few, some of the other homies that we both know come in and coach, um, and try to give them those cool calling basics.

[00:15:01] Then week three. Yeah. Uh, we get into email writing your messaging, sales engagement platforms, cold calling, um, and object now within cold calling the next piece, right. That active listening, the objection handling. But in that whole week, we're teaching you now how to go out to market with your message, what email writing looks like in today's modern, uh, space.

[00:15:22] Again, we're having industry leaders that are very strong, like will Allred, uh, Erica, Stacy, some of them come coach, talk a little bit about email. And then we start introducing our first tech piece, uh, which is teaching 'em what a, uh, sales engagement platform is or what we call an SEP. Then we go into, you know, personal branding, job hunting, uh, then interviewing, booking the meeting, uh, lead gen discovery, calls, tech tools, sales psychology, right?

[00:15:51] And now we start getting granular as the weeks go. Uh, and then the final week in graduation, we start introducing 'em to their metrics. What they're gonna expect with their companies, what they're gonna be tied to, how to over, uh, how to work within those right. Understanding the typical day of an SVR. Um, and then, uh, we do professionalism day where then we start showing them how to manage up and across within the org.

[00:16:14] So setting them up from day one on once that first 120 days, how they can start managing up, building their brands professionally within the orgs, and then go over some, uh, sales methodologies that they might see when they go out there and then we graduate and celebrate them, um, and then try to place them, uh, in their roles in the next few weeks after that.

[00:16:35] That's kind of high level, just kind of the whole process. Wow man. You guys to go? You guys cover a lot. Yeah. Yeah. It's a couple sessions. Uh, it's a few hours a week that they're putting in there's homework there's assignments. Um, then they're just getting some jam sessions with industry leaders, right.

[00:16:51] For an hour or two to just kind of get the real life stuff that they're learning. Um, like you would come in, right. Talk about some things within cold calling. Share them best practices, what you're seeing in the space and kind of align them to what they can expect in, you know, being a cold call out there.

[00:17:05] Right. Um, but we do it all right. It's a full eight weeks. You're taking two, three years of SDR experience and condensing it into eight weeks. Right. And not only just teaching 'em the SDR stuff, but let's just be real the industry as a whole SAS methodologies, metrics, professionalism, and, and networking and personal branding and giving them those extras on there.

[00:17:28] Um, and then giving them a foundation to successfully interview. We run simulations. We put them through interviews. We have partners that work with us to do kind of false interviews, to give them up to speed, um, and give them everything they need. Um, mm-hmm I still think it could take more than eight weeks, right?

[00:17:45] It'll take you years to figure it out, but it, it is one of the most beautiful programs I've seen. To truly put together to, to, from a, to Z to give this person the best damn shot they could ever have at getting into the SDR role. I took one of their students as a hire internally. They gave me one of their students within day four.

[00:18:03] She already secured a hat trick. She's now two weeks in she's already booked 10 meetings. She integrated into house spotlight. Crazy. The SEP we. Picked up on all of it and she's just killing it and I didn't have to do much enabling or training. She was ready to go from day one. It was incredible. I was like, damn, you know, everything.

[00:18:21] She's like, I'm good. I'm ready. Wow. Let get me on the phone. So I was like, okay. Um, and it's impressive. Right? They're they're really strong candidates coming out of there. Wow. All right. So, I mean, I'm curious, what is, I mean, I know you haven't been in this role, you know, too long at this point. Yeah. But I'm curious to know if you have some, some cool stories you could share, like just some, you know, similar to the one you just shared, you know, with your own experience, but just, you know, people that come for the program and, you know, I'm sure they.

[00:18:52] You hear, you know, what success looks like after they go through program get placed and then, you know, kind of how their life has changed. I was wondering if you could share maybe, you know, one or maybe if we have time, two of those. Oh gosh. Um, it is still early for me to know most of the customer. I know kinda three on the spot here.

[00:19:10] The one I do know is the one that happened internally, right. Just came out of it. Very strong. Uh, we had another one, Robert, uh, who had never done sales in his entire life. Um, Robert Z. Um, he came through the program just recently and within three days of finishing the program had secured himself a job.

[00:19:28] And I was like, well, damn, he was like, there's no way it's gonna happen that fast. Um, and within three days of ending the program and graduating, he had already jumped in. And before that he was a shipping and receiving clerk for all tech, right. Just a typical blue collar guy doing what we all do. Right.

[00:19:45] Yeah. And he went through the program found would've never, would've never landed an interview. Never dude. Would you have looked at that? Right. Like, like no way he was there for, you know, a couple months? No, I'll be honest. I'll be honest, man. I would've passed. I would've, I'm not making fun. Right. Let's be real.

[00:20:00] Like we would've, I wouldn't have looked at it as hard as I would've. Right. He was a mailing assistant, a forklift operator, right. The typical blue collar stuff for the last few years. Yeah. And it would've never hit your, your resume box, you know, your interview box, especially when you're competing with the real sales people out there that are also coming in that inbox.

[00:20:17] Right. With the experience and things like that. And with all this auto scoring, you're never gonna get that threshold. They're not gonna put that one in front of. So after all those years, he found trio, um, started in April, went through the program, just graduated at the end of the may. And within a few days, landed his first job starting in June at Delta data as an SDR.

[00:20:38] And it was incredible. And it was like, damn. Um, and he, you know, was killed the interview process. The company was like, this guy nailed it. We loved him so much and we'd love to extend an offer. So they took him and picked him. Um, yeah. And. It was incredible. Um, and there's a few others, um, that we've had.

[00:20:57] I'm trying to think. Um, we have a few in the interview process right now that have been incredible, um, that have just, yeah, let me, let me think. I'll get back to you before we end and, and I'll maybe have one or two more at the top of my head. Yeah. Yeah, no, that's that's good, man. You shared two with us, so, so thank you.

[00:21:16] Um, it was there anything that he did specific that like really stood out to help him land that interview and get, and get the job video? It was cool that he was able to do such a good video. Um, for somebody that's not experienced in the world, he sent over a video to the interviewing manager, um, in his outreach, he stepped into that and was like, cool, did like a, I think it was like 45 seconds, really nice punchy video.

[00:21:40] And they thought it was cool. They were like, this is so creative and so confident the way he spoke to us, he wasn't, you know, shy or. Timid. He was just very confident and it really like hit us that he was interested in, could do this role really well. Um, and so they were intrigued by that. Yeah, it's crazy.

[00:21:58] How just a 45 second video is enough to stand out and get your shot. Um, And basically, you know, stand out amongst the, probably many people that are were applying for that job. Right. It's like they just need that first. Interview, just that shot. Um, and after going through a program, you know, they have the knowledge, they have the skills, they basically have the experiences if they have already been in tech sales.

[00:22:26] Yeah. Um, but you know, the hardest part is just getting that, getting that first interview, getting that shot, you know? Well, and what I love about this too, is most of the time, right? Like, Some of this can be self taught. You can find a network, you can tap into books, YouTube, do a lot. But what I love that also comes with trio and what they do is they go to work for you.

[00:22:49] That's what's also cool, right? Is we're finding companies that will work with you or be willing to maybe get an interview with you. You don't have to do that. Walk alone. It's not like, Hey, here's eight weeks of training. You're all good. Best of luck. We kick you out and we hope you land a. Right. That's shitty, like, cuz it's still the next step.

[00:23:07] I like you setting me up and I appreciate that foundation, but like now what do I go do? So that's what we step in also, right? Yeah. We do have our partners. We are actively looking for companies that would explore these candidates. Right. And then we'll go get you those interviews and say, Hey. Colin, we got you three set up this week.

[00:23:24] These people wanna look at you. Um, so let's start prep prepping. We'll get you into some interview prep and we'll have you ready. And we guide them through that to make sure they, you know, give the best shot at getting themselves set up there. Yeah, that's awesome, man. Tom, this has been fun having you on again.

[00:23:41] Appreciate it. Any final thoughts? Where can people connect with you? Find more about trio, all that good stuff. What are we gonna include in the show notes for them? Ooh. Yeah, I think, you know, um, The final thing I'll leave you with is, you know, fight to get in. Right? Don't give up. It's not gonna be easy. It is gonna be hard.

[00:23:58] I'm not gonna lie. This sounds all great butterflies, but you're gonna get rejected. You, you, we do have to go through quite a few interviews to get, you know, these candidates dropped somewhere. It's not just immediate, like Robert was right there. There're challenges even for yourself when you go through it.

[00:24:12] So just remember, continue to keep moving forward. Right? Keep putting yourself out there. Take the feedback you get, ask for the feedback during your process. Um, so you can continue to get better, right? And then lean on people ask for help. Don't be afraid. You can find me all over LinkedIn. That's my home.

[00:24:28] Um, that's where I live. You can go to LinkedIn. I'm Tom slum with a fire flame. And from there truly guys, you'll find everything you need on me, links, everything else that you wanna find podcast, all that good stuff, um, will all take you right from my LinkedIn. So one link make it easy. awesome. I will drop that link in the show notes.

[00:24:49] So you guys can all connect with Tom. Thanks again for coming on, man. Really appreciate it. If you enjoyed today's episode, do us a favor, write us a review. It really does help us out on whatever podcast platform you're listening on. And then also we're always listening for your feedback. You can go to sales, transformation.fm, drop us a voice DM, and we will.

[00:25:09] Back to you. 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.

[00:25:25] It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.