Sales Hustle is now Sales Transformation
July 16, 2021

Episode #120 New Ways To Engage With Customers Throughout The Buyer’s Journey with Kris Rudeegraap

In this episode of the Sales Hustle Podcast, Collin Mitchell welcomes Kris Rudeegraap as he shares how to get started and win more deals with “team selling”. Let’s hear from Kris as he talks about creativity and how it differentiates yourself from the competition.


Kris Rudeegraap is the CEO and Co-Founder of Sendoso, the leading Sending Platform that helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. 

Kris has more than a decade of sales experience and has spent time at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales, which helped inspire the idea for Sendoso. 

Connect and get in touch with Kris Rudeegraap on the links below.

LinkedIn: https://www.linkedin.com/in/rudeegraap/

Website: https://sendoso.com/about-sendoso/

Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!

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Transcript

Episode 120 - Kris Rudeegraap

Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales makers across various industries. The only place where you can get what you're looking for. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin. What is happening? Sales hustlers. Welcome to another episode. I'm super pumped. I've got Chris Rue to gap today, the co-founder and CEO over at San DOSO leading sending platform. Chris has more than a decade of sales experience, uh, and he had spent some time at sales at Talkdesk, uh, capstone and many others.

[00:00:53] And we're going to jump into a topic that I think might make you few of you a bit curious of what is team selling. If you're not doing that. How can you get started? And you know how this could maybe help you win more deals, Chris, welcome to sell his house. Thank you so much, Colin. Excited to be here.

[00:01:09] Yeah. Yeah. Awesome, man. So just before we jump into talking about team selling, which is a topic we have not covered, so I'm super excited to jump into that. Had some conversations with people about team selling. And I think a lot of people think, oh, you know, that's something that they only do in enterprise sales and that's not necessarily true.

[00:01:25] And I think that, uh, you have some great insights to share about that. Uh, but just give us the short, you know, cliff notes, version of your sales story. Yeah. So I spent about 10 years in software sales at various tech companies in San Francisco, uh, full cycle sales, you know, closing, you know, uh, enterprise deals.

[00:01:43] Mid-market deals probably closed. Five 10 million in revenue in my, uh, 10 years there. Um, and it was at my last company at talk desk where I found myself trying to be a bit more creative of a sales person instead of just Austin out a million emails. I found myself writing handwritten notes. I'd go steal swag from our spike closet, or I'd find quirky gifts.

[00:02:03] And. That then, uh, you know, led me to thinking like, Hey, how can this be better? And how can I make it more efficient? And that's when I started stenosis. So for the past five years, I've been a CEO, but you know, sales personnel. Awesome. Um, I have to ask what's the quirkiest gift you sent out when you're, you know, back then be being creative.

[00:02:24] Yeah. So I would go and look at people's backgrounds and then like, I'd send out like random things from, uh, Amazon. So, you know, you'd find me like seeing that someone had like a random dog toy or like a, a baby one Z with their sports favorite sports team. So some of that stuff really worked out well when I was building rapport and trying to, you know, that kind of, uh, No down area in between after the demo.

[00:02:48] And when you're trying to close the deal and you're trying to not be awkward or not just say like, Hey, what's going on any updates? I would, you know, send something more personal and that would always get their response. Yeah. Awesome. I love that. I don't think people, I mean, people weren't doing that when you started that, right?

[00:03:05] I mean, people, some people do, and I think a lot of sales reps want to do it more. It's just the effort involved with so high to do it manually. You know, trying to get marketing to help was kind of tricky. So it was definitely a lot less, um, you know, uh, usual, uh, but you know, you'll still find salespeople that have, you know, or stories are all, you know, shoot the shit with a salesperson.

[00:03:27] And they're like, Hey, I should have started this. I did this 10 years ago. Like that's how I got meetings. Yeah. Yeah, no, I love that. And send us a clearly makes it, makes it a lot easier. So it doesn't have to be so difficult. Yeah. So, all right. So something, you know, we hopped on here and I said, you know what, just really lights you up.

[00:03:45] What, what topic do you think we could, we could riff on for awhile. And, uh, we CA we came up with teams selling, right? So for those who maybe don't know, like, what does team selling look like? Uh, you know, where let's, let's start there. What is team. Yeah. So I think a team selling is ha you know, as an account executive, trying to close the deal, how do you widen up team?

[00:04:06] That's going to help you get that deal across the finish line, whether it's introducing you. Uh, so really top of funnel or you build influence across the buying committee. And so ultimately team selling is getting as many more people involved, uh, to get that deal. Um, and, and, and give us some examples, right?

[00:04:25] Cause I mean, like you saying, like, Hey, maybe, maybe my CEO, CEO knows their CEO and uh, they can, you know, make some things happen or, or, or have us, you know, better influence, um, or, or that's one example. What are some other examples of, of people, you know, it takes a lot, you got to do a little research, you gotta do your homework to figure out like, Hey, how can I make it?

[00:04:44] Leverage my network, some relationships, you know, to really stand out in, within the committee versus, you know, maybe the three to five other people that are in, you know, going after this deal. Yeah. So I think, you know, a lot of salespeople will kind of start and stop with their immediate sales group or their VP and figure out, Hey, who am I?

[00:05:02] Sales team can, can influence. I think the next layer out is the entire company. So how do you build rapport with others at the company and leverage that as part of like, Hey, maybe, uh, our VP of customer success knows somebody and can help connect the dots there. I think the, the layer outside of that, You know, the executive team and the relationships that the executive team has.

[00:05:23] I think a layer outside of that is executives, um, investors and advisors. Um, and so, you know, we've got, um, you know, more than a hundred advisors, you know, angel investors, everyone that ultimately wants to see some dosas successful and wants to help. And so this is, uh, you know, how we can connect the dots there.

[00:05:41] Um, and then I think there's also. Kind of past customer or some way where you, you know, you've done some homework where you can actually see, Hey, I know this account I'm trying to break into. I see that they have a VP that used us previously, like, you know, let's connect those dots to. And so it's almost like using data from your system, um, and being smart around that.

[00:06:02] Yeah. I mean, there's, there is a ton of options there, right? So, you know, people, I think start with the first layer and leave it at that, or, or don't even do that at all. Hopefully not, but, but really widening those additional layers of just really seeing where we can connect some dots to, you know, uh, stand out in the deal and, you know, pull some levers to, to, to get the deal to close.

[00:06:27] Exactly. And I think that, you know, uh, some people will, so think about maybe partners is another extension and you have partners where you're doing maybe some co-selling with. And I think that's going to be an extension of the team too. And some, you know, AEs and salespeople really, you know, work with partners.

[00:06:41] Some just kind of think, ah, I don't want to waste my time, but I think that's another extension of your, of your quote unquote team that can help you and get influenced into that. Yeah. And so like other partners like that may or may be integrated with, and they're currently using stuff like that. So, so what are some things that, you know, need to really be uncovered in the beginning of the selling process to see where you can maybe connect some of those dots when you need to, to get the deal to move forward.

[00:07:10] Yeah. So I think it's all about, um, one building a bit more of a framework around this and operationalizing it. So an AA doesn't feel awkward reaching out to the CIO saying, Hey, how do you, can I, you know, get an intro here. So it's really, um, you know, building a little bit of sales enablement around it. Um, you know, there's a NABI technology that you can invest in that helps you uncover overlaps between partners.

[00:07:35] Um, Uh, software that helps uncover like, uh, connections between advisors and VCs. And so, um, there's maybe some software to invest in, in some enablement. Um, and I think once you've kind of, you know, put a little bit more effort into it, you can start to track it and see the results versus, you know, most companies probably just have this as like a one-off thing that, you know, good salespeople are doing others aren't training.

[00:07:59] Yeah. I mean, so you're saying that there's, there's some, some technology out there that can help connect some of these dots, correct? Yeah. So we use some, uh, for, for, for partner co-selling and, and overlapping. When we think about team selling there, we use a software called co-sale there's another one called crossbeam we use, so those are good for like seeing overlaps of, of customer data sets.

[00:08:20] Um, you know, there's a software called cabal that I use that lets my sales team see what advisors and investors we have. And could see some overlaps in their first connections there. And so some of that, um, has been really helpful in, um, in uncovering that, um, and you know, for the most part, uh, kind of a secret power that we have where we really have invested in, in kind of team selling.

[00:08:42] And, uh, it, you know, for that reason why it pisses me off when our team doesn't do it, man, I mean, you, you, you got, you just listed, you know, three tools that you guys are using to, you know, take this thing pretty seriously. So I'm curious, like when did you guys really start to get serious about team selling and, and what sort of, you know, results did you start to see, uh, from, you know, starting to adopt and take that model a little bit more serious.

[00:09:10] I mean, I got to say for the very beginning, I mean, being a founder that was an ex salesperson for a decade and my co-founder is also an ex sales person. And so we had selling in our DNA. So as the company matured and I was, you know, a CEO at a much larger company, I always thought that this needed to happen.

[00:09:28] And so I was able to orchestrate it very early on. Um, I saw the value that investors and advisors could bring us. So I've built like a hundred plus advisory group, um, that now helps us out. So, um, you know, day zero was, was started, uh, for this, uh, in terms of how we thought about this. And I think, you know, we we've scaled out a bunch of, you know, 400 plus people now.

[00:09:50] So, you know, we, we, we still are working to make sure it's incorporated in our DNA for all the new hires and try to build, you know, a sales enablement around. But, um, very early on, you know, it was my belief that, you know, as a CEO or anyone at the company, we're all in it to win it and we all want to help get deals across the finish line.

[00:10:10] Yeah. Yeah. Yeah. And, and, and so do you have like any, you know, um, uh, examples of, of just, you know, to, to, to give somebody who maybe doesn't have. All of these fancy tools, right? Maybe a smaller company, uh, then San DOSO in, in how they could, you know, go about trying to find some of those common threads. I mean, I think you could use spreadsheets or Google sheets to see like, Hey,

[00:10:40] You know, you've got to start somewhere, but at least you're getting transparency and Hey, who are all our angel investors or Hey, where all the LinkedIn connect people that I should connect with, or, you know, maybe there's some, uh, you know, you could do a mini training that doesn't cost anything in terms of, Hey, everyone, let's be on the same team to get deals and people might reach out to other people.

[00:11:02] You know, uh, so I think there's ways that you can do it through training and manual processes, um, until you, you know, really you want to overinvest in it and really, you know, maybe I use some software that, yeah. Yeah. Yeah, but I mean, it's gotta be part of the, the, it's gotta be part of the selling culture, right.

[00:11:21] Because I mean, there's probably there's, I know there's so many, you know, organizations that don't even have full transparency of like here's all of our investors and, you know, people that are, you know, you know, rooting for him. It's very true. And I think that's, um, you know, partially, you know, starting from the top, being that I am the CEO, it gives me the luxury of kind of tops down and spreading the word that way.

[00:11:45] But, you know, I think there's probably a lot of executives. Um, and you know, if you're an, a listening or an SDR, you know, going to your boss, going their CRO, et cetera, you know, there's, um, you know, probably a tactical strategy that you can roll up, roll out and ask for it. You know, maybe it just, um, is low-hanging fruit that no one's even said, Hey, let's formalize this more.

[00:12:06] Or, um, you know, let's, let's track this too. You know, we've got some Salesforce tracking around this, so we try to tag campaigns, uh, so that we can see the efficacy of some of these, uh, refer social referrals. Yeah. Yeah. Let's get this process off the Google sheet.

[00:12:25] Um, awesome. Okay. So I love the idea of this and, and, and I think that, um, you know, I think team selling has been a thing for, you know, larger organizations for quite some time, especially. In a different lens, right. Where they have maybe the ag or the account manager. And then they have different, you know, specialists that come in for certain products or certain to work with certain roles and things like that.

[00:12:49] Um, but you know, what are your thoughts about this being done, you know, with smaller sales organizations? Yeah. I mean, I think with smaller organizations, you might be able to have the luxury of knowing everybody too. So you might be able to connect the dots between, oh, this is someone on our product team.

[00:13:05] Like, oh, this is someone on our support team. And so you might have a more tight knit group, although I would say. You know, maybe there's a little bit of extra effort needing to go in, especially with so many remote hires during COVID that you might not like meet someone at the water cooler and have comfortability to being a product manager.

[00:13:21] So you're connected to, you know, someone that I want to sell into or someone who's influential in this deal, like hook up the, the, you know, the intro. I think there's maybe some. Some outside of your comfort zone asks and, and so any ways that you can network with more people too. So I think there's maybe indirect benefits for salespeople networking across the company with other employees, uh, at least as it results with team selling too.

[00:13:47] Yeah. I mean, especially if there's certain roles that you're selling into, like you should be getting to know. Very well, those people at your own organization that have that role, right. And, you know, start to learn their language a little bit, start to, you know, see how, you know, what their day looks like, what their problems are.

[00:14:08] And, you know, a lot of people typically are connected to similar people. So they might be connected to people, you know, in these, uh, companies that you're trying to sell into. And so, you know, asking can be uncomfortable, but you're not going to get the help that you need. If you don't have. Exactly a hundred percent.

[00:14:25] It's like, if you don't ask you to, you're not going to get there. So, uh, take the first step and I think you'll see how receptive people are. Yeah, yeah, absolutely. All right. So, I mean, tell me, um, you know, how can, how can, uh, how can Sindhis Sentosa like help, you know, maybe facilitate some of those sort of intros that might be a little uncomfortable and, and make it a little bit.

[00:14:47] Yeah. So I think the way that we've done, we actually use it. So Dustin, for this purpose too, is sometimes where you're, uh, whether it's a pay it forward and you're like, Hey, can you help introduce me here? And by the way, here. You know, at door dash you gift card on me, um, for, for buying you lunch. So you can kind of sweeten the pot that way, or you can have a nice surprise and delight.

[00:15:06] Thank you. Like, Hey, awesome. Thanks for making that introduction. You know, here's a little, you know, swag bag or here's a, some, you know, some, a bottle of wine that you can send through us. So I think it's, um, you know, building that kind of thank you like mindset and really, uh, making people feel appreciated when they, when they go the extra effort to make the clinic.

[00:15:27] Yeah. I mean, I think that, you know, people, uh, No that you appreciate it. When you're asking, when you're offering something like that, which could make a huge difference. Um, and then it makes it a little less uncomfortable to ask, right? Because it's like, Hey, I know this takes a little time out of your day.

[00:15:42] Maybe it's, you know, not something that you wanted to do, but here's something to say, thank you in advance. And I think, um, they probably feel a little bit more obligated to help if you know, there's people want to know, Hey, what's in it for me. Yeah, totally. And I think the what's in it for me. Like I said, you know, give a little, uh, carrot there, but not making it feel like a, uh, a bribe or like a, Hey, you do this, I'll give you this.

[00:16:08] But it's, I think the pay it forward technique works really well. Just like, Hey, thanks for checking on this, by the way, like, let me buy you lunch today for your effort kind of thing. So you're saying that it's better to, to give that like after, or as part of the. Um, I think you could, uh, do both. I think that for certain scenarios, part of the ask, but I would say not making it like, Hey, if you can, I have to meet with this person and I will give you this, that comes across kind of a little worse than more of just like, Hey, thanks for checking on this connection.

[00:16:37] Okay. Um, and, and by the way, or APS, like, you know, grab coffee on me, he grabbed lunch on. Um, you know, grab some, some drinks on me kind of thing. And that can go a long way. Cause it, it feels more natural, um, than just trying to like, if this, then that. Yeah. I mean, the messaging is crucial in that, right?

[00:16:58] Because it can, it can definitely come off, uh, as like maybe a bit of a bribe or something like that. And, and that's going to make a, you know, somewhat uncomfortable situation feel even much more uncomfortable and weird. Right. Yeah. And I think the other part of it too, um, and we see this as another use case for snips.

[00:17:17] So it's coming back, you know, months later and closing the loop too and saying, Hey, like, you know, FEI this deal close, you know, thank you so much, by the way, I like want to hook you up with this cool, you know, swag bag. And there's a, you know, a Yeti mug get in and there's a, you know, a JBL speaker in it and this and that.

[00:17:35] So it's like, uh, uh, they're like, shit, like, this is awesome. Like that. Yeah. And then once they get something like that, I mean, the next time you ask for an intro, they're going to be like, sure. You know, who, who else in my network do you need to know? Who else would you like me to, you know, connect the dots for, like, you know, here's my whole list.

[00:17:56] Please tell me who you want intros to. Yeah. I mean, um, that, that, I mean, that's that swag bag you described there sounded like somebody. Anybody would be, you know, to get it right. I'm curious. What's the most popular gifts, uh, that people, people send on the platform. Yeah. I'd say, uh, Yeti mugs, like we've, we've sent so many.

[00:18:21] It was awesome. I think people don't can't have enough of them. They're just so useful. Um, and that's probably the, one of the number one things we've sort of sent a ton of stuff. Uh, it's actually pretty cool to see all the different sock designs and creativity that goes into socks. Um, and then a good amount of like, uh, plants like desk succulents and things like that, which are kind of a fun send as well.

[00:18:44] Um, there's a lot of personal one-off things that are really creative, but those are much more one-off than like, what are we seeing people send, you know, spending millions on Han and stuff. Yeah. Yeah. Awesome. And, and where, where do you, what part of like the, the, you know, relationship, uh, or in the sales process, do people tend to send more, uh, or do they send multiple times?

[00:19:08] What are some like best practices around. Yeah. So we see people sending all throughout the sales cycle, whether it's trying to break into a new account and getting creative with some kind of a thing that, you know, grabs their attention and gets them to have a meeting, um, whether it's, you know, something during the, the demo meeting so that they actually attend that meeting and don't drop off.

[00:19:31] Whether it's that deal acceleration period where you're kind of in that low, like waiting for updates, let's get this across the finish line. And then also all the way into, you know, account management, customer success and the ongoing relationship thereafter, um, is, is a huge part too. Um, and I think with that too, for good salespeople who closed the deal and that customers now hand it over to, you know, the, the customer success team and the committee.

[00:19:59] You know, there's a good reason to send them something month, a quarter, a year later to keep that, keep in touch with that prospect. Um, who's now a customer, but may turn over and go into a new job at a different company and you could sell them again. And so, you know, how do you, you know, you've built so much rapport.

[00:20:18] You know, prospect time, how do you keep building rapport? And when one good way, um, could be using Sentosa send out, you know, if you hear they have a dog, maybe you send them a little dog toy a year, you know, six months later, things like that to, to stay in touch. Yeah. Or even better. You, you, you need an intro for some team selling.

[00:20:40] Yeah. So, all right. I want to dig into some of those a little bit, right. So let's talk about the first one, um, which I think the sales hustlers will be curious about. Right? So like just getting to catch their attention to potentially like book a meeting. Right. I've seen this done really. I've seen it done well, and I've certainly seen it done.

[00:20:59] Really horrible, where it feels like a bribe, a bribe for a meeting. Um, so, so what are some things that people are doing that you're seeing, you know, that they're having a lot of success with in that stage of the relation? Yeah. So I think a key part of that is connecting the item could be to the, the, uh, message that goes with that item and that maybe the value prop of what you're trying to offer.

[00:21:22] So, um, you know, that's, that's a kind of a high level catch all, but you know, you, you know, uh, it really focuses on what the message is and you can't just say, Hey, here's a bottle of wine. Like, can you meet. Like, no, no, I don't drink. Yeah. So how do you tie in that as well? So I think there's, there's kind of those generic type gifts or, Hey, it's, um, you know, maybe it's, uh, something as related to, you've done your homework and you see what university they go to and you, you know, send them, uh, you know, Baseball cap or a, you know, a coffee mug or something that's related to their Alma mater sports team.

[00:22:00] They like. And so that can grab their attention show that you did a little of research, um, and help them. Um, there's other ways of using like, uh, ETFs, like, Hey, saw you, you know, here's a piece of collateral that would be relevant to you. And, um, you know, why don't you grab lunch while you're reading it and you attach a little, uh, door dash, you gift into that email.

[00:22:22] So sending and giving without even asking in the first place, right? Yeah, exactly. So you're building rapport, kind of the pay it forward, um, option. Um, so we see that work really well for breaking into new accounts. Yeah. Okay. So then you, you, you mentioned kind of the next, you know, stage of the sales cycle, you know, which is a good time to send is like making sure they don't fall off from the demo or making sure they show up to the demo or after the demo.

[00:22:48] Let's talk a little bit about that, you know, that stage and, you know, some kind of sending best practices around that. Yeah. So again, I think it's, you know, it's in a lot of scenarios. Do you have an SDR to handing off to an AAU? So there was a handoff period and you're hoping someone shows up. So we see some best practice techniques.

[00:23:05] If you know, morning of a demo, um, sending a little coffee gift card or something else to say, Hey, you know, enjoy this, uh, coffee on me while you, you know, sitting on the demo later today. And so again, it just builds rapport, uh, versus just a boring, like reminders. Yeah. Hopefully they, hopefully that are like drinking coffee.

[00:23:24] Say, sorry, I couldn't make it to the demo. Is that Starbucks?

[00:23:30] Yeah. Hopefully get a reschedule then at least no show. I was too caffeinated. I forgot about it. Yeah. Um, but it could also be a good, uh, you know, even conversation starter too, when you jump on that call, whether you've sent them something. Um, in some cases we see people, you know, sending stuff in advance.

[00:23:51] And so that meeting, whether it's like a little bit of a collateral to read up on, so it's a more educated conversation and you send a little booklet and that's pretty cool. Um, and then it goes, okay, you've had the demo now. And so I think that's an interesting time to introduce maybe like a nice soul swag bag or some kind of a gift box that maybe maybe mentions, um, as I think, you know, in, Hey, here's some kind of item on me.

[00:24:15] Um, and then you can trickle in other things during the next couple of weeks or months, depending on your sales cycle. I really liked that I really liked the swag bag after the demo. Right? Because like they're repping your gear. It's it's, it's basically, it's basically setting the mindset. They were a customer, you know, like they're, you know, they're, if they're wearing your gear, that's like, they're, they're, they're now fans.

[00:24:39] Yeah, exactly. And so there's a ton of different things we can see there. Or, uh, you know, maybe you, you catch wind that they've got some kiddos on the call and you send like a donut making kit. So, um, there's other things that you can do to really personalize and had to have some fun with. Um, and then, you know, we do a lot of like thought leadership content.

[00:24:58] Like maybe you follow up a week later with a book that your CEO wrote or one of your favorite books, um, or, you know, maybe you invite you inviting them to a, a webinar so that they can get some more thought leadership or, you know, a virtual event and you, you know, send them, uh, you know, uh, some wine to enjoy or some whiskey, you know, prior to that, you know, events, happy hour kind of thing.

[00:25:20] So, um, lots of different ways to intertwine it in. You know, I think the cool thing that, that I love is that it opens up creativity and creates like a competitive advantage for sales reps that are actually thinking creative, because you can differentiate yourself from another competitor, um, that is just doing the normal sales motion, um, and, you know, use creativity as your secret weapon.

[00:25:44] And I think that, you know, some salespeople are fricking great at it. And some salespeople maybe, uh, don't think about it. Yeah. Yeah. So like sending is great, but the more creative you get with the sending, the more intentional, you know, the more homework and research you do on the individual to pick the appropriate thing to send is really going to make a bigger difference is what I'm saying a hundred percent.

[00:26:08] And I think it goes back to like, you can send shit, you know, like not all sentences are yeah. So, you know, the thoughtfulness, the creativity, the, the messaging, um, it's all going to plan to that. And the, and then the unboxing experience and the followups thereafter. So, um, it's not a golden gun that you can just say, Hey, I'm going to send them something and they're going to sign tomorrow.

[00:26:28] Um, and so I think that's where, you know, a rep needs to, you know, sharpen their pencil and learn, you know, You get good at, you know, how to make cold calls or you get good at crafting good emails or you get good at being strong, doing discovery questions. You got to get good at sending and you got to get good at building rapport.

[00:26:45] And that relationship because, you know, buyers are buying from people at the end of the day. And if you have a close competitor, if you can, you know, out relationship, you know that editor you're going to win that. Yeah, absolutely. And, and, and, and frankly, you know, everybody in the deal might be sending them stuff and most, hopefully most of them are sending shit and you're sending something creative and you're going to be the one that's going to stand out and, you know, increase your likelihood of closing that.

[00:27:15] Exactly. And of course, if you were also adopting team selling and sending, then, I mean, it's pretty much a no brainer. See, I bet Teal's closed in the bag. You might as well forecast that. Yeah. Cash the commission check and spend the day. Exactly. Yes. Buying stuff now. Yeah. Uh, Chris man, thanks so much for coming on.

[00:27:38] I really enjoyed this topic. I, I enjoyed, you know, learning about these, some of these sending best practices and stuff and, and, uh, I know all the sales hustlers has got a ton of value out of this. Uh, any final thoughts, any, you know, thing that you want to let them know about? Um, anything that we're going to include in the show notes for them, all that good stuff.

[00:27:56] Yeah. I mean, I'm always happy to connect. So check me on LinkedIn maybe. Yeah. Team selling for you. Uh, they better send you something. So, uh, feel free to connect to me on LinkedIn, uh, check out our website. We'll put that in the show notes for sentosa.com so they can, uh, check out what we're up to. Um, and, uh, yeah, just, I'm excited to network with more folks.

[00:28:18] So, um, really appreciate you having me on. Awesome. Thanks so much, Chris. And, uh, if you enjoyed today's episode, uh, please write us a review, uh, share the show with your friends and as always we're listening for your feedback. Thank you for tuning in to this episode of sales hustle. Are you a sales professional?

[00:28:36] Looking to take your sales career to the next level. If the answer is yes, then I want you to go over to sales, cast.com, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host collum Mitchell. And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.