Sales Hustle is now Sales Transformation
Aug. 9, 2021

Episode #130 Close More Deals By Sending Personalized Content with Dailius Wilson

Collin Mitchell welcomes Dailius Wilson in this episode of the Sales Hustle Podcast. Let’s hear from Dailius as he shares how customers appreciate when offers are presented creatively with value and how creating more “immediate value” can bring more sales.


Dailius Wilson is the Vice President for Growth at GetAccept as well the Head of Sales Research & Chair of the Advisory Board at Sales Research Labs. Based in Silicon Valley, Dailius helps technology businesses scale towards successful exit. He specializes in sales strategy, growth marketing, churn prevention, customer advocacy, and outbound lead generation. 

Dailius’ favorite career moments so far includes:

- Writing the Top LinkedIn article in 2017/18 on "How to Sell this Pen".

- Being named in the Australian 30Under30 list.

- Appearing on the Ellen Degeneres Show for singing.

- Working as a pro-bono mentor in sales/marketing for the Australian Government (go Aussie go!).

- Having his writing republished by Tony Robbins, Guy Kawasaki, Hubspot & others.

Learn more about Dailius on the link below:

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

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

Please make sure to rate and review the show on Apple.

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

Transcript

Episode 130 - Dailius Wilson

[00:00:00] 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. To up your sales game today's episode is brought to you by sales cast sales CAS helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin.

[00:00:35] All right. What is happening? Sales hustlers today? I've got Dale Lewis, Wilson. He is the VP of growth at get accept and the head of sales research at sales research labs. And he's got some interesting topics that we're going to talk about today. Some things that he's passionate about Dallas Wilson is currently the VP of growth that get a Sept, which was named this year by Excel is as one of Europe's top 100.

[00:00:59] [00:00:59] SAS companies, uh, Dallas, thanks so much for coming on the show. How are you doing good to be here? Colin, great day to talk about sales. That's the sure. Oh yeah. Any day of the week is a good day to talk about sales. Um, I love everything about sales. I believe it's the best profession on this planet. Um, for me, you know, it wasn't like my plan B or backup plan.

[00:01:20] Uh, you know, it wasn't like I was sought out to do something else and didn't work out and got into sales, like many other people. That's kind of the most common story that I hear for me. There was no other opportunities and sales was the only one willing to take a chance on me. So I thought I'd make the best of it.

[00:01:35] Yeah. It's we, we love having you here and all your content helps us get better. So you're doing a great job. Yeah, well today, you know, it's, it's about you, man. I really want to get you on here and talk about some of the things you love talking about. Um, love the content that you're putting out there and the work that you're doing on the sales community.

[00:01:53] So before we get started, um, just give us the short version of your sales story, how [00:01:58] you got into sales, any highlights, anything like that, but keep it short so we can get into the good tactical stuff to, uh, deliver an educational message here to all the sales house. Thank you very much. So my dad was a senior leader at HP in APAC.

[00:02:15] So grew up listening to the calls pretty much every day. And my brother and I would just play game boy in the back of the car. But secretly I was listening, listening, passively to all those conversations and. When I had the opportunity to just out of high school, I knew that I wanted to try sales immediately in a retail context.

[00:02:37] So I actually joined Harvey Norman, which is the Ozzy equivalent of best buy, or maybe the electronics section at Walmart. And instead of applying to that job casually, I remember walking around the entire place and cataloging all the items. And then when I came to the interview, I, I suggested this [00:02:57] different price bundles that were most profitable, and that was what got me the job.

[00:03:02] And I took it from there and basically call and I made it the lifelong profession. I did study elements of law and was thinking about medicine. But in the end I just found that, uh, I loved the meritocracy of sales. Yeah. You could be a 20 year old or a 21 year old. And it didn't matter how old you were, as long as you were smashing goals and influencing people in a positive way.

[00:03:28] You could be promoted to leadership, you know, straight away. You didn't need time on your side. Awesome. I love that. So you, you, you landed your first sales job coming in there telling them how they could do things differently before you even had the job a little bit, but you have to build some rapport once you start presenting that stuff.

[00:03:50] But that's the challenge of sale in a way that some of these methodologies frame is, is [00:03:56] educating and not being afraid to teach people things or to come in there with new information. But I didn't know that at that time, I just read, uh, I think a death of a salesman was probably the only sales related book I had read at that point.

[00:04:12] Wow. Wow. Yeah. I mean, challenging people's thinking is a great way to build rapport and make them think or consider something that they hadn't before. Yeah. And I challenged everyone listing here is you probably have your standard price book and the bundles that you put together, but really think how can you push that creatively and present offers that.

[00:04:35] Unique because the customer will always appreciate it. And if you give a customer a good deal, if you help them save money, they'll remember that for life. But what they won't remember is the person who, who tried to charge them an arm and a leg, and they end up needing to [00:04:55] sell their soul, to buy a product.

[00:04:57] They're not going to be happy campus in that instance. No, probably not. I mean, um, but more importantly, like, you know, people remember how you make them feel, right? So, um, what you say, what you do, how you do it, you know, they'll remember some of that stuff, but if you're, if you keep the goal in mind of just delivering a great experience, whether that means working together or not, people remember that that's how you build high-quality relationships, a high quality network that never stops.

[00:05:28] I agree with that. And we also think about value. That's what sales leadership always talks about. How do you present value? But that's very difficult as someone who is emerging in your career, or you sell to very difficult industries and stakeholders where you as an individual, you're not really sure how you can give that value.

[00:05:50] I think there's a good way to dichotomize it or think about it [00:05:54] in two parts. There's. Immediate value, what you can do for someone now. And in the case of a great brand like HubSpot, they have free analyzer tools that the sales reps can use to give value to that company immediately, even before the first call.

[00:06:11] The second area isx. And that's often the only place we focus in on sales. And because that's after they've bought our product is when they experience that future value. But if you can prioritize creating more immediate value, you'll see more sales because people want to talk to more about what you can do for them in six months from now or a year from now.

[00:06:34] Um, yeah, it's it's and it's hard if you're like new and role to really think. That far out. Right? Cause you're like, I just need to get onto board. I just need to close a deal. I just need to set up another meeting. Um, I think it's a lot of, you know, like long [00:06:53] sales cycles is not for everybody. Um, there's some, you know, reps that just, they just do better.

[00:06:58] It. Much more transactional type of deals. Um, and, and there's other people who have the patience for the longer sales cycle and can think more long-term and can really focus on the person and building the relationship rather than just getting the sale or the booking, the meeting. Right. I'm really a big fan of salespeople.

[00:07:18] If you're out there or you haven't found your first sales job and you're looking, I really think that you should start and B to C high velocity sales. The reason is, is that it gives you that thinking on your feet, when you call someone. Have to in that 30 seconds think of a hook that's dynamic and relates that situation.

[00:07:39] So I remember in one of my early jobs, I was calling tradespeople and I'd have to say, you know, oh, company X, I heard you are the best plumber on this street. I actually eat at this restaurant [00:07:52] all the time, down the road. Right. And immediately I have rapport with them. When I came to be to be where the, these deal values are a lot higher, but generally speaking, we have more time in this kind of selling.

[00:08:06] I found that beta C high velocity experience really helpful because everything seemed like it was in slow-mo coming from that world. And so maybe it's helpful for you to do a job with a little bit more of that pressure, because if you Excel, B2B will be super easy for you. Yeah, that's, that's a, that's a great tip there.

[00:08:27] I've not heard that one before. So, um, but you know, I have talked to a lot of great salespeople that started in like retail or consumer, or, you know, more B to C and then switched to B2B and have done really well. So it makes a lot of sense. Um, but let's dig into some of the topics that you love talking about most and, um, You know, let's talk one first about like creating [00:08:51] a daily cadence of content that, you know, builds relationships and drives revenue.

[00:08:55] What does that look like? And you know, what tips do you have for somebody who's maybe trying to get started? And hasn't quite figured that out it's easy for me because I've been passionate about sales my whole life, and I've normally been working with other sales leaders and marketing technology leaders.

[00:09:11] So the technology, I, uh, sorry, the content I can put out. It's very close to my heart because it's things that I do every day. So it's like, I'm sharing it with my peers. However, let's take an example of, if you work in cybersecurity and you sell to a CSO or CIO and you've, you're just out of university or college.

[00:09:34] Good luck trying to think about things to give value to them. Right. So. My, my Dumbo. One bit of advice is to try and fill your calendar once a month with a stakeholder in that industry for, for a 30 minute meeting. [00:09:50] And in that meeting, you should be asking them what kind of language should I use? What kind of things would make you open an email?

[00:09:58] What kind of magazines and content sources do you subscribe to? Once you start doing those interviews, uh, once a month, you can pivot that content to inspire your daily content creation. So you should be talking about your industry and giving value to all the people that you've spoken to because 90, 95% won't buy.

[00:10:20] But if you successfully add half of those on LinkedIn, you'll start building a passive audience of people who are happy to hear from you. And. When they first think about that topic, they don't think about anything else except you. And so I actually changed my name to remove my last name. Now my name's Taylor sales tips.

[00:10:43] And so whenever anyone thinks of sales, they think of me and I have 20 to [00:10:49] 30 in mails a day. From all over the world and, and I think that's a good place to be. So I'm hoping for you guys out there that you're able to follow that daily cadence and build an audience for you. Yeah. I love the play on the name there too.

[00:11:05] That's just fantastic until they ban me. But if you're listening, LinkedIn, just, you know, talk to me first year, you gave me an award in 2017 for the most popular article on this. I brought a lot of people to link down and went to Liam about it now. So take it easy on me if you're listening. Yeah, yeah, yeah.

[00:11:25] They should cut you a break. So, all right. So, uh, all right. So I love this example of, you know, interviewing the types of people. You know, first of all, let's back up, you talked about, you know, what books do they read? What blogs are they subscribed? Where do they hang out, learn how to speak their language, carve some time out of your calendar.

[00:11:45] To talk to these types of people and learn from them. [00:11:48] Um, and that's one of the things I love about, you know, the podcast format too. And, you know, if you don't have the budget to maybe, you know, start a podcast or resources to have somebody manage one for you, and you're just trying to get started, you know, like you could just do a video series or you don't even have to put the content out and just, you know, look exactly like you were saying, just learn from these people.

[00:12:07] Maybe buy them lunch, buy them a cup of coffee, whatever the case is, and start to learn that language to create. You know, the knowledge base to put out the type of content that's going to attract your customers. Right. And it's easy. When you get started in the con of like being consistent with content to get frustrated, right.

[00:12:27] Especially when you start to get into that mindset of like comparing yourself to daily, a sales tips who gets tons of engagement. Right. And you're just getting started. It takes time, it takes patience, it takes consistency. Right. And the biggest thing that I think most people don't consider about content.

[00:12:46] It is, [00:12:47] there's so many people that are seeing your content that aren't engaging, that aren't liking it. But if they're you're right buyers, you're staying top of mind with them. And that's part of a long-term, you know, nurture strategy of a relationship. I agree, and you really need to think about the vehicle as well.

[00:13:07] So for instance, if you're selling again to security or to real estate, just buy a domain for $5 on square Squarespace and call it real estate today, or security insights today.com. It takes five seconds to put a blog on it. And then you have a second job title, more credibility, and you can connect with whoever you want in the world and listen to Colin, everyone.

[00:13:30] Cause Colin's the master. I mean, he's not doing this for free. He does have some interesting side businesses. And so Colin's connecting with some of the best people in the world, and this is a great mechanism. So I think this is a good opportunity where [00:13:46] you can learn from your host. He's one of the best.

[00:13:50] Well, thank you. Thank you. I'm still, I'm still learning myself. I mean, one of the biggest benefits of having people like you on the show as well is like, I get to learn from some of the best people, you know, in sales and, uh, and create awesome content. And, uh, you know, I would say out of everything, I mean, the show has been a lot of fun, but still the most valuable thing.

[00:14:13] Out of the whole thing is the, the relationships that I get to build with the people that come on that's, you know, what makes, makes it worth, you know, 130 episodes, three episodes a week of just, you know, that's what keeps me going. Yeah. But it's funny. Once you start getting into your world of content, you'll find niches that you specialize in topics that you have.

[00:14:35] Certain power or magic towards. And I remember I created this increased wireline business.com, which is now sold, but, uh, [00:14:45] that, that was more related to marketing and some sales topics. But within a year, year and a half, I was ranked top 50 in the world in essay SEO and getting hundreds of leads. And I was just a kid at university.

[00:14:58] I, I wasn't really prepared for all of it, but I think it, especially if you're in an industry, let's say. Say medical, there's hardly any content in there for industry professionals. It's all very siloed in journals and research. So take your opportunity and, and think big. And remember I was saying this to, uh, a gentleman.

[00:15:20] I was speaking to an India the other day. As long as you have an internet, connection and passion for what you do and drive, you can make it anywhere at the moment with the beauty of online business. Just, just stay positive. And remember when people don't like your content, it's okay. As long as you believe it has merit and worth stay patient, [00:15:44] because I give the example, how many times have I, I surf every day.

[00:15:49] How many times have I pulled aerial moves or done amazing things and not a single person has been there to see it, but I know that it's worth it. Right. So just keep focused. And once you hit traction, Thousands of people will come and relook at all your, all the content that sits there. And if it's good, that's a little treasure trove for them, a little mine of golf that they'll enjoy.

[00:16:15] Yeah. Yeah. Yeah. And so now I want to, uh, I mean, all of that is I totally agree with and you know, it's it's you got to do, I think the key though, is, is find something that you enjoy talking about, right? And, and as you start to kind of find your voice or find the things that light you up or that you're passionate about, you know, it'll take some trial and error in figuring that out, but if you stick with it, you will figure it out.

[00:16:43] [00:16:43] Um, so now I want to transition a little bit and I want to talk about, um, some of the things. That are coming out in, in, in the sales research report that you, you know, you've been working on, what are some interesting things or what are some things that maybe surprised you a little bit in, in the data?

[00:17:00] Yeah. Thank you for asking. So just as a bit of context, everyone, and Colin, you said I could swear on this podcast, so maybe I might do it now, but I was actually required. It's required. Yeah. I was so frustrated with all the bullshit that comes out from. All the different brands. Uh, and a lot of, uh, we do the brackets thought leaders.

[00:17:21] You know, a lot of these people aren't even excelling in sales, but they might've excelled at what we just talked about and building content. Right. So what I wanted to do was join some of the best brands in the world, and even some of the brands that compete against each other. Why? Because we all have a common goal to advance sales.

[00:17:40] You can't learn [00:17:42] sales at university, right? So what ha what hope do you have other than learning through content like this and other online content? So I joined some of those amazing brands together, like outreach and big yard and gong and chorus, and together, what we've done is we serve. Thousands of different buyers and put the insights together into academic star reports that everyone can can learn from.

[00:18:09] So that's at sales research labs.com and the last one is we, we flipped the script and we started saying, well, buyers, what do you expect from sellers? Because buyers in essence are the ones that are signing the checks, right? So we need to know what they're thinking. And the data was pretty overwhelming.

[00:18:27] I thought people. Don't want to talk to salespeople. I know that, but it's really looking grim. It's trending down towards, you know, a six out of 10, five out of 10 for wanting to talk to sales. [00:18:41] Um, but people think that salespeople aren't doing a good job. The average rating was 6.6 out of 10 for a sales rep and they're rating our research skills about a six.

[00:18:52] So it's crazy. People just aren't happy with what we're doing, so we need to get better. Don't we. Yeah. Yeah. Yeah. So I'm curious how many people, uh, how many buyers were participated in the survey? Yeah, so we had a couple of hundred, uh, but what I did is filtered them down based on the depth of their responses and also their seniority.

[00:19:17] So. What makes this research unique is, uh, more than a quarter of the buyers as sea levels at large companies, which is rare to get that kind of insight. And if you're in the enterprise, don't worry. If you feel that you're frustrated and sales, that sectors the least enthusiastic to speak with sales and they're least happy [00:19:40] after they've spoken with.

[00:19:41] So you're not alone there. Uh, but the main thing was that buyers want sales to become more customized. And they, when we asked them what can salespeople do better? They said, they need to understand our needs, our pain points and our use case and tailor solutions to us. It's not, you know, 2015, where you can send a link to a blog article that explains your product.

[00:20:06] You need to get in depth and show. That, that word again, value. And back to my previous point, if you're struggling to do that, or don't know, the easiest way is to keep talking to people in the field when their guards down around these coffee chats and informative chats. And I think that will enhance your discovery of research and, and your prep.

[00:20:28] So one final point is that. Transparency is key. We always talk about it, but hiding information, answering questions, indirectly [00:20:39] limiting features. So, you know, when you turn things off in your trial and avoiding pricing, these were all key detractors. So when you do these, uh, the likelihood of you being able to close false.

[00:20:51] So I think the research has really cool and a great partnership between everyone to advance sales further. Wow. So you would say the biggest thing for salespeople to take away from, from the report is. To be more transparent, authentic, honest, and more customized in, you know, customized in the demo, customized in the discovery, customizing the solution, customize at every stage of the sales cycle to meet the buyer, you know where they're at and not just, Hey, you know, we need to check these boxes and these are the only, you know, offers that we have that maybe don't fully fit what you're looking for.

[00:21:36] Yeah. And think about [00:21:38] it. If you're buying a suit, if, if every single element of that suit is designed to you, it fits like a glove. I remember that movie. I loved it. I would Jackie Chan the tuxedo, right. He pressed the button and that just was perfectly on him and that he had all those wonderful abilities.

[00:21:55] I bet you, if you audit your own stuff, Process it's evident of all the stock standard saved generic templatized stuff that you have and bias as smarter than ever. They know that you have these automatic creation tools and these ability to harness this information quickly and do a merge where you just replace their name.

[00:22:15] You need to do better than that, because if you want to close at the minimum five figure deals, you have to earn that on average, people are speaking or looking at, uh, up to 10 competitors in every deal that you are engaged in. So that being said, it's great. I love this world. I I'm [00:22:37] happy. Yeah. If it continues and people, um, do this because it's easy to stand out.

[00:22:42] Once you've read research like this. Uh, in the field and, and get solid sales training. If you can customize your approach and stand out, it's very easy to, because the nine out of 10 other sales reps you compete against, won't be doing it. So. I think it's it's it's uh, it's, it's kind of, um, eh, something comes to mind when you say that, right.

[00:23:09] Is, is people keep saying like the phone doesn't work, the phone doesn't work. The people that are using the phone it's it works because so many people are not using the phone as much as they used to, you know? Um, but yeah, so I mean, buyers are smart. You're absolutely right about that. And they know if you're, you know, Pressing play on the demo and just rolling through features.

[00:23:31] If you're covering stuff that they clearly said they weren't interested in. [00:23:36] And okay, so let's say, you know, let's give you the benefit of the doubt. Let's say you, you, you, you do not show them something because of something you learned in discovery or through conversations. Well, make a point of actually saying that, Hey, I'm good.

[00:23:48] Not going to this cause I know you said it wasn't important, you know, I'm pretty sure this is not relevant based on what I learned, you know, in our previous conversation and confirm that. So make sure that they know that you're, you know, your demo is customized, that you, they do feel heard that you are, you know, customizing how you're going through or how you're delivering the content or the demo to them based on doing a good job and just fricking listening.

[00:24:16] Yeah, it's interesting. I say something a bit that pushes people's buttons. I say discoveries for Babers and people go, oh, what? That's one of the fundamental points of sales one, if you will, I really want that business. You should have researched the hell out of them. And your first touch [00:24:35] point should be full of great juice.

[00:24:37] Tidbits about that company and why you can help. Secondly, think about incorporating a tool to send a pre-meeting agenda. I use get accept. I've used it before I worked here and I send a list of questions with a video that covers the majority of the discovery. I'd ask anyway, on a first call or meeting bam, they fill it in.

[00:24:58] And then I come to the meeting and I look amazing because I'm able to tailor everything preemptively. So in sales, we, we so much were reactive and we set ourselves up for those situations because we're following that standard playbook. And we're just asking the customer the questions that all the other sales reps at all the other companies are asking as well in it instead focus on being proactive.

[00:25:28] And then you can use that information to tailor a better approach. [00:25:34] All right. I love that. So you're saying you have them provide you some information before hopping on a call for the first time. So essentially it's kind of like self-discovery. Yeah. And admittedly right. Things like this colon, uh, was great before the podcast.

[00:25:50] He makes me fill out a form, so he knows some things in addition to what he's explored and that was. The agenda's clear and we kick it off and we don't spend the first five minutes talking about marshmallows at the campfire. Right. We get straight into it. So you should do the same thing for your journey.

[00:26:09] Uh, think about a pre-meeting agenda or think about a basic form or also think about. Implied questions, right. Instead of we always talk about open questions and sales, like what kind of CRM are you? Are you using a better question? Is from my research I saw you might be using Salesforce. Is that correct?

[00:26:31] Right. Oh, wow. This person [00:26:33] actually did five seconds of work before this. Right. So think, think about doing some of those things and watch the deal start flowing. Yeah. Okay. So two parts there. One do do find out as many things as you can, prior to the call, that's gonna make you stand out, right? So that you don't have to waste their time covering stuff that you're capable of figures.

[00:26:58] On your own. And then the second part there, if there's some key information that you need, that's not the type of thing that you can figure out, like what CRM they use, then have them answer those questions before booking the call. Yeah. And then do you turn up and I've been on so many calls where the slide deck, 70 slides, and then they're flicking to the slides that don't relate because you didn't meet those variables.

[00:27:23] Everything life that report says everything should be customized and do not settle unless your suit fits like a glove. I want every leg and [00:27:32] every arm and the color, everything tailored, uh, and ideally forget your brand who cares about your brand? Change the colors to look like their brand's colors and remove your logos and put theirs on in every place.

[00:27:46] If you do that, you're setting yourself up for success because you show one thing, Colin, you show you care. Yeah. Wow. I love about, I love that. And it shows that you, you put the extra work in and that you're prepared and that you, you know, you, you, that's a great way to earn their business. To actually earn their business.

[00:28:10] Yeah. And think about it this way. Let's take tech sales on average, the average account executive owns more than a lawyer who's been working for 10, 15 years or most medical professional professionals around the world. You know, doctors in Sweden get paid a third of what an AI does, where you are in LA.

[00:28:30] Right. So. [00:28:31] It's crazy to think that you, you have the audacity to run cop and present a standard slide deck and take the meeting casually. No, D do these, if you look at a doctor's life that continually doing training all the time and they go to bed early and they prepare for surgery, is that putting in work?

[00:28:51] Right? Unless you end up like that new show, doctor death. So don't learn from that guy. But in saying that, say it sales, you need, you need to be doing more and you need to think again, how am I using my scalpel, my abilities to craft a custom approach for every person that I speak to. Yeah. Yeah. I love that man.

[00:29:16] Tons of tons of great daily sales tips in here. Another funny thing I thought of too, from the report that all our listeners will be scared of it. In the report more than [00:29:30] 50% of sales managers. So the people who are managing you think that sales will be obsolete within 10 years, I asked every single participant.

[00:29:38] Now many ways say that it's a 50%, 50% of sales managers. So people who for a living manage sellers think that sales will be obsolete. They devalue what you do so much that they think that you'll be replaced by computers and machines. So give them, cause to eat their words, you know, take their job and show them how your customized human approach will, will yield amazing results.

[00:30:06] Because again, The buyers aren't like your sales managers, they're expecting different things. And what's interesting too, is CEOs think sales will be most relevant in 10 years, SVPs VPs. And funnily enough, the SMB, the SMB was the second most likely to promote sales into the future. Why? Because. [00:30:29] When they are arriving at sales, they've normally done self service and all the videos and the salesperson is the last avenue.

[00:30:36] They have to get the help they need before they buy. So, you know, it's not all doom and gloom out there for sales, but to those sales managers out there, find me on LinkedIn and prove, otherwise, show me how you're helping to make your seller's lives better and not talking. Uh, naughty stuff behind their back in these kinds of surveys, because 50% is, that's not a lot, a lot of faith, you know, if I was, if I was in Vegas, I ha I had that's roulette odds.

[00:31:07] Yeah. That's, uh, I'd say that's probably the most shocking thing that I've heard in a long time. Uh, and that baffles me. I mean, to be a person responsible for, I mean, that's basically. That's basically talent that you, you basically think you're doing a shitty job of [00:31:28] managing salespeople. If that's your response.

[00:31:30] Yeah, I think so too. Uh, but again, maybe I need to dive into the data. Maybe I need to, uh, unanonymize the data and call some of them, but no, we don't do that. We make it unbiased. If it's shocking, it's got to be shocking. And I come from. Quad background, I've done statistics and economics and things. So I thought it's time we bring this into sales and it's also time that sometimes the story doesn't match the intent.

[00:31:59] For instance, if you're buying call recording technology, all the research you read and all the training's going to tell you how good it is and how helpful it is. We need this. We need this independent community of sales leaders United. And as you say to your guests, if you don't agree with me, don't agree with me even swear, we need this and sales.

[00:32:22] And so that's why I'm passionate about it. And this second reports coming [00:32:27] out and, and you can find it@salesresearchlabs.com, uh, but maybe Colin, we can collaborate on the third or fourth report. Uh, maybe there's other areas of sales. We need to. Take the microscope too, and I'd be happy to do it together.

[00:32:43] Yeah. I love that. Um, man, thanks so much for coming on today. I really appreciate it. Let people know where they can, you know, find out more follow you. What links are we going to include in the show notes for them? And then I will definitely take you up on that offer and put in, uh, it's tough spelling. So D a R.

[00:33:01] L I U S and, uh, good luck to everyone in the Olympics at the moment. That's when we're recording this. So go Australia, go Lithuania, go the U S and go wherever you're listening from and to my Japanese friends. Um,

[00:33:20] All right. Thanks so much. If you enjoyed today's show, register, review, share the show with your friends and as always, we're [00:33:26] listening for your feet. Thank you for tuning into this episode of sales hustle. Are you a sales professional looking to take your sales career to the next. If the answer is yes, then I want you to go over to sales, cast.com, check us out.

[00:33:43] 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, Colin Mitchell. And if you enjoyed this episode, feel free to, to leave us a review and share the podcast with your friends.