Sales Hustle is now Sales Transformation
Oct. 14, 2020

Episode #6 S1-EP6 Delivering The Disciplines Of Winning To Business with Marc Nudelberg

This episode of Sales Hustles features Marc Nudelberg. We will get to know more about Marc on this episode in his journey to becoming a very successful sales coach. Marc talks deeply on how his experiences from being a football coach, digital marketing for ESPN, and to becoming from an entrepreneurial family helped shape him to be a successful sales coach.


Marc talks about the deep importance of having a proper sales process in your business. This is part of his philosophy as a Sales coach as well as this brings more quality in sales delivery.  

Marc also talks about the importance of having a deep research before engaging into different types of sales approaches like cold calling, pitching, etc.

You can hear more about Marc at an open forum every morning from 8:00AM - 8:30AM EST at www.getontheball.com. This is free live training with interaction from sales professionals and entrepreneurs.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. 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.

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Transcript

OKEpisode 6 - Marc Nudelberg

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, 

[00:00:05] Marc Nudelberg: [00:00:05] where we bring you 

[00:00:06] Collin Mitchell: [00:00:06] the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking 

[00:00:17] Marc Nudelberg: [00:00:17] for 

[00:00:17] Collin Mitchell: [00:00:17] to up 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.

[00:00:29] Clients. I'm your host, Colin Mitchell. All right, everybody. Welcome to another episode of sales hustle. We got a special guest Mark Newburgh, who is the president of on the ball. And we know he's going to bring nothing but sales fire for you guys. Some things that you can implement to up your game in sales, and he's got something special for you at the end.

[00:00:50] So stay tuned, Mark. Welcome to the show. How you doing? 

[00:00:54] Marc Nudelberg: [00:00:54] Oh, it's my pleasure, man. I'm doing fantastic. It's just a tenacious Tuesday. I don't know what day this episode is dropping, but for us it's the Tuesday and, uh, you know how it is man, on the 

[00:01:04] Collin Mitchell: [00:01:04] hustle. Yeah. Yeah, no, I'm, I'm happy to have you on here and dig into a little bit more of your story and experience with sales, you know, growing up with a father that just bleeds sales through and through, uh, I'm sure you have some great stories for us, but, and you also didn't have the more traditional.

[00:01:22] Path to sales. So I want to talk a little bit about that and kind of talk about some of your experience. So, so give us the, the Mark Middleburg story, the high level short version so that we can pack it with nothing but fire and tactical stuff for fun. 

[00:01:34] Marc Nudelberg: [00:01:34] The 32nd overview of my life is I grew up with a father who has written a book called confessions of a serial salesman, grew up in an entrepreneurial family.

[00:01:44] And so business has always been at the forefront. Of what we do. I chose to go on my own path after college and started a college football coaching career that I was very successful. And it took me to places like Florida state, the university of Florida, university of Cincinnati, to name a few at the end of a 10 year career in that.

[00:02:04] Yeah. I decided to get out and get into the business world and, uh, Joined ESPN and was selling digital marketing there. And I think when I tell people that I had success in sales and I've never made a cold call, it blows their mind like that to me is the thing that most people are like, what do you mean?

[00:02:24] You never made a cold call and I was just raised in a different mindset. And then when I got into the sales game, I didn't need to do that to have success anymore because, because there were so many other ways to create outreach that was more efficient and effective that my dad trained me on. I went and used it at a ton of success with it.

[00:02:48] And from there got into the coaching and training business with my father and we are scaling on the ball training as we speak. 

[00:02:57] Collin Mitchell: [00:02:57] Awesome. I love it. All right. So, so many good things there. I'm going to start to pick, pick at them. We can dig deeper. Um, number one, like, I mean, that just sounds like cruel punishment to not be able to make cold calls.

[00:03:09] Cause I personally love making cold calls. Um, there's a lot of people that don't that shy away from it. Try to do it. A boat, everybody's got their style and their flavor that works. And that's what I think is so great about sales. There's some core values and things that you do, but your methods and your outreach and how you do it can be different.

[00:03:27] There is no one size fits all. Um, and a lot of people think to be a good sales leader, a good sales coach, you really need to be a great motor. Right. And I think that obviously you have a bundle it's of experience from coaching. How do, how have you been able to relate that into your sales career and as a sales coach?

[00:03:46] Marc Nudelberg: [00:03:46] Yeah. So the thing that came out of coaching to me was process. Like, what I realized is that most people around me in the sales world really didn't have a process or a simple process that they were able to rinse and repeat effectively and quickly because no matter what kind of outreach you're trying to do, it's still a numbers game.

[00:04:09] But, you know, those numbers depend on how much quality and action you put into those things. So creating the process for myself and having my dad to help me do that obviously was a great gift, but getting comfortable with that process and getting comfortable with that language, because I don't think that cold calling is necessarily a bad thing, but how do you cold call?

[00:04:34] Right. Like to me, the term cold means straight up. I don't know anything about that person. And I'm just calling and trying to present my product to them immediately. The second after they pick up the phone, we don't believe in that in training. That doesn't mean we don't believe in using the phone, but we believe if you're going to use the phone.

[00:04:55] The most effective way to do that is to have some kind of commonality is what we call it, which is the hook that connects me to that person that all I'm selling in the first 15 minutes is a virtual cup of coffee. If I can't get somebody to say yes, go ahead. Sorry 

[00:05:12] Collin Mitchell: [00:05:12] this, before we go too much further, I just thought I don't want to miss that point.

[00:05:15] Okay. So just to be clear, Mark's not saying don't use the phone, but use the phone properly. Use the phone more efficiently. Use it more informed, right. A hundred percent. Okay. So, and you know, and I know, I know your style cause we've talked before and I know that your style to the core is quality over quantity and that's through and through with the, using the phone.

[00:05:43] Email LinkedIn. And I think there's something important about that because a lot of people are used to, you know, sending a lot of stuff out there and seeing what sticks and that's working less and less these days. And so having a quality network, having a quality list, having a quality people, you know, list of people to call.

[00:06:03] Is what you're saying is what you guys teach and what you believe works best. 

[00:06:07] Marc Nudelberg: [00:06:07] Here's what I know from coaching. Here's what I know from being successful in sports. Here's what I know from having success in sales is that you can never control the outcome. You just can't I don't care if it's the scoreboard.

[00:06:21] I don't care if it's your monthly budget. I don't care what the outcome is that you're trying to get to you can't control it, but what you can control are the activities. And so as a sales professional, I know the one thing that I need to own across the board in order to be successful is attention. So how do I get people's attention?

[00:06:45] To me, the answer to that is show up differently. If I have to use it the phone, how do I show up differently through a phone? If I have to use the email, how do I show up differently through email? But I have to use social media. How do I show up differently through social media? That to me is you have to have a tool belt of how you create conversations.

[00:07:09] Collin Mitchell: [00:07:09] Alright, so give us an example, whatever medium you want of showing up differently. 

[00:07:15] Marc Nudelberg: [00:07:15] So to me, if I don't care what form it is, whether it's social media, whether it's phone, whether it's email. I'm showing up about a thing that they did. I don't care how deep I have to research. I don't care how far down Google I have to go.

[00:07:33] I'm going to find something that they wrote in interview that they were in a picture that was posted. I'm going to find something that I know means something to them. And that's the first thing I'm talking about with them before I go anywhere else is that thing that I know that matters to them and is about them.

[00:07:52] To me, if it's email using video is the number one thing that people should be doing. Then if they're not doing it, they don't understand the amount of success that could be having as opposed to just sending a regular email. 

[00:08:05] Collin Mitchell: [00:08:05] Yeah. Yeah. And showing up differently makes such a big difference. And you know, what.

[00:08:10] Not every time you do it, is it going to work? You know, they're still gonna be some people that aren't going to pay attention, but if you have that process and that discipline to consistently do it, you're going to get more yeses, more wins, more positive replies than if you're not 

[00:08:26] Marc Nudelberg: [00:08:26] it's the same way as having a process to going about cold calling old school, cold calling.

[00:08:30] Now I'm talking about smiling and dialing, right? Like all you're doing is, you know, nothing about the people on this list. You're just calling people, trying to use your script. To keep people on that's a process, right? Well, if you back that process up a little bit and say, before I do any of that, I'm going to spend 15 minutes on research.

[00:08:52] Just 15 minutes. You don't even have to go into the hours of research. So you could do spend 15 minutes on finding something that's important and relevant to that person and making your outreach about them and not you. When you say, when you deliver value immediately and you care about what other people care about now, you've got a real comp.

[00:09:15] Now you've got a real opportunity to build a relationship because the reality is, is that people buy from people they know like and trust. And then the story, I don't care. What thing it is, everything is commoditized now. So the real difference maker is if everything is the same, I want to work with somebody that I know like, and trust.

[00:09:35] So, how can you build that foundation of knowing, liking and trusting in the first, very first interaction that you have with a prospect? 

[00:09:45] Collin Mitchell: [00:09:45] Yeah, I mean, no, no buying from, so let's say interacting with somebody that, you know, like, and trust is, is the first step, right. But then you gotta have, you gotta have some, some skills, some problem solving skills to be able to actually land the client.

[00:10:00] Marc Nudelberg: [00:10:00] You need to be an expert. You need to be an expert. You need to understand not only what you recommend and the value that you have, but you need to understand the market that you live in. You need to understand the industry that you work in and how you position compared to everybody else so that you can truly, I mean, everybody uses the term consultative sales.

[00:10:23] It's not really consultative. It's just being an expert. It's being able to, you advise somebody on a Y matter period, that's it. And if you can't, I asked the right questions to understand somebody else's business, to figure out how to position yourself as a valuable asset. You've got, no, you got no chance.

[00:10:44] You can make the, well, you can make all the friends in the world, you still to be able to position yourself as something valuable that they should have. 

[00:10:51] Collin Mitchell: [00:10:51] Right. So it's two part it's it's it's showing it's showing up differently, right? It's showing up differently being that person that they can like or trust, right.

[00:11:01] To get the conversation started and going and being an expert on solving whatever problem it is that you solve and be able to communicate that effectively to drive that relationship too. Becoming a customer. 

[00:11:15] Marc Nudelberg: [00:11:15] So you earned the right to talk business by showing up and making it about them to get the conversation going.

[00:11:23] Once the conversation has started, the natural transition is to say, well, what is it that you do? You know, tell me your story. Their story is naturally going to. Include what it is that they do. And then they're immediately going to respond. Well, tell me about what you do. You know, let me learn more about you now.

[00:11:42] So now you've earned the right to talk business. So now is the time where you're able to showcase your expertise, not by hitting them with all of these different statistics. But by understanding where they come from in their business or not saying, Hey, you know, you kind of brought up some really interesting points about your business.

[00:12:02] I love to hear more about that. I'd love to understand how you're doing business works. That way. Maybe I can find a way to deliver value to you to help you solve a problem or uncover a new opportunity that you didn't know existed. 

[00:12:18] Collin Mitchell: [00:12:18] Alright now pay attention folks. Cause this is, this is a super important point and I don't want you to miss it.

[00:12:24] What Mark's saying is that it's, it's it's quality over quantity for sure. And I know that this is accurate. Um, my good friend, Ian Coniac at Salesforce who is, has one top enterprise sales rep of the year, many times. At a company that has almost 50,000 employees, his, his, his biggest secret to his success is spend more time on less people.

[00:12:55] Marc Nudelberg: [00:12:55] Yup. 150%, because w w whether you refer to it as a sports term, and you say, well, they're all at, that's not all that bats are the same. So when you qualify a quality at bat and baseball, that means that guy waited to get the pitches he wanted to see in order to hit. He might've had to foul off some garbage pitches.

[00:13:19] He might've missed that. A couple of ones that he thought he was going to nail, but a good at bat means he got a lot of swings at the pitches that he wanted to see. I'm interested in having quality at Beth as a sales professional, not just a thousand at bats. You get up at a thousand at bats and look at three straight pitches and go sit down.

[00:13:37] You're never going to make the hall of fame. But if every time you step up to the plate, you've got quality at bats where you're getting balls that, you know, you can hit. I guarantee you you're going to have a much better average than others. So that's a straight baseball reference. But to understand applying that to the sales game, not all prospects are created equal.

[00:13:57] And let me give you a big heads up right now. If a prospect doesn't like you, the chances of them doing business with you are absolutely zero. So why wouldn't you get that out of the way early? Why wouldn't you clearly be who you are, be transparent and authentic and genuine, and try to invest in who they are as people.

[00:14:17] And if there's not a connection, great, it took you 10 minutes to figure out that you don't like each other and you don't have to waste any more time chasing a lead that you'll never get, as opposed to spending the 10 minutes, seeing that there's a connection and then taking it a step further to say, okay, great.

[00:14:31] We like each other. Now, how can we help each other? 

[00:14:35] Collin Mitchell: [00:14:35] I think that's, that's, that's so important. I mean, getting that taken care of that right away before you waste any time, both, both yours or the prospects, right. So you got something for me, 

[00:14:48] Marc Nudelberg: [00:14:48] so of Salesforce and I, and I absolutely have to tell this story because this is amazing to me because they are a leader in the sales industry, right?

[00:14:56] Like their CRM that they are. This massive company that represents sales. They, they send me an email about a customer experience report that I want to read. It's got data in it, right. And I'm like, I love this. This sounds like something I want to read. So I click it, I download it. So I immediately get sent into their sales fall.

[00:15:16] Right. Yeah, of course, that's great. I think that's unbelievable marketing and turning marketing tools into Legion. Great. The miss was that immediately after I down that, that, that, that, uh, report I got hit with cold calls and cold emails from the same rep that immediately went into wanting to talk to me about how I can use Salesforce to help my business.

[00:15:42] Now what a miss. I came into your world and downloaded a report from your company, your site, and you don't take the time to look the three seconds extra to see what it was that brought me in to say, Hey, Instead of going right to how Salesforce can help you. Hey, Mark saw that you downloaded our customer experience.

[00:16:04] Report would love to walk you through the data and talk to you about the report so that you have a clear understanding of what it is. And then maybe we can have the opportunity to talk about how Salesforce might help you. Bam I'm in for that conversation all day. Yes. 

[00:16:21] Collin Mitchell: [00:16:21] So the MIS is not leading with value, wanting to help, wanting to serve, taking the time to see what it is that you even gave a shit about before trying to go for the conversation.

[00:16:35] Marc Nudelberg: [00:16:35] 150%. And, and like, to me to be a sales rep at Salesforce is the greatest thing ever. Because if you thought like a CEO of your own company, you'd be like, this is all mine, all of this data, all of this marketing material, all of this is mine. All I have to do is use it to my advantage, to deliver value, to as many people as I can.

[00:16:57] They're making the job easy for you. I showed up on an inbound leads list. All you have to do is convert it to a conversation, but because you don't understand how to lead with value, you miss the immediately. 

[00:17:09] Collin Mitchell: [00:17:09] Oh, and for sure, they've got more data than just what you dealt with. They've got your, they've got your socials.

[00:17:15] They've got what you care about. They've got, they've got more information than most to lead with value and have a more informed conversation. 

[00:17:24] Marc Nudelberg: [00:17:24] Yeah, they're not, or she's not using it. I should say, I should say, I don't know. Maybe I'm sure there are people are in the organization that are using it, but she was not.

[00:17:33] Collin Mitchell: [00:17:33] Alright, well, if they're listening, maybe they can, uh, figure that out and put her back to training her or whoever it was. I hope so. Or maybe even better, maybe you should reach out and offer a training, training, coaching, mentoring, get them. Uh, you can definitely use it. So you have some data to lead with an informed conversation.

[00:17:59] Marc Nudelberg: [00:17:59] So I responded to that after, after she sent me for, because I wanted to see what would happen. You know, she sent me four calls. 

[00:18:06] Collin Mitchell: [00:18:06] I love doing that. Sometimes just seeing 

[00:18:08] Marc Nudelberg: [00:18:08] a real company I did and I responded and said, Hey, Alessia, do you know what brought me into the Salesforce funnel? And then I got no response back.

[00:18:18] So I don't know if I asked her a question she didn't want to answer, or she wasn't prepared to answer, but I wanted to get into a dialogue. Let me, let me teach you how to help play this game. Um, and I don't know. I don't know if she wasn't interested or whatever. 

[00:18:33] Collin Mitchell: [00:18:33] Alright, so, so Mark, tell me how, how, where what's your responsibility in driving sales for four on the ball and how do you practice what you preach?

[00:18:44] Marc Nudelberg: [00:18:44] So I'm constantly in a BizDev responsibility. Um, while I am coaching and training organism and individuals, I'm also responsible for filling my own pipe and qualifying new, new, new prospects and moving them through our own sales process. So while I'm coaching and training, I'm actually doing what I'm coaching and training people to do.

[00:19:08] And the easiest way to see that as go to my social media. Look at the way I personally market myself on a daily basis. Look at the way we're putting content out there every single day in order to stay top of mind for my network. And then I'll bring you into my message inbox to show you how I'm converting connections to conversations through social media.

[00:19:32] Collin Mitchell: [00:19:32] Okay. And do you, what, or do you find that that's like a necessary thing for you to be an effective coach is to be on the frontline of sales yourself day in day, 

[00:19:42] Marc Nudelberg: [00:19:42] 150%. I think, I think nothing against other trainings. I think most trainings are very cookie cutter and this is, you know, this is the method that we teach and there's no adaptability to it.

[00:19:59] I think because we're constantly out there and that's both my dad and myself, because we're constantly out there doing it ourselves. We're able to see what's happening in the environment and we adapt our own teachings. We continue to evolve with what's happening. We're talking to people about how to properly use your insights, your, your, your LinkedIn story.

[00:20:19] We're talking to people about how to convert a message to a video through LinkedIn messaging because we're using it. We're doing it. So it's not like, we're just like, Oh, well here's the update. Here's what you should do with your stories. Now start reading scripts and putting your commercials there. And then, and then the, no, this is just another way to engage with your network, but how are you going to use it the same as you're using your Instagram story?

[00:20:44] I would say no. I would say, if you represent a product or you represent a service, this is an unbelievable opportunity to let people behind the curtain and say, this is how we produce this thing. This is how we create the curriculum for what we do do. This is how I go about my own prospecting. Right? You want to get a look at how a sales coach actually does his own sales process?

[00:21:05] Let me show you all my story, not going to create a post about that, but I can update you minute by minute moment now about what's happening in my day and how it works. 

[00:21:16] Collin Mitchell: [00:21:16] Awesome. Now, do you find it? 

[00:21:19] Marc Nudelberg: [00:21:19] I'm going to take a, I'm going to take a selfie right now. And so, like, that's another thing that's going to get put on the story and I may get to share it with your audience in my audience.

[00:21:29] Collin Mitchell: [00:21:29] Oh, yeah. I mean, creating content is part of the sales process, right? It's your brand is so important. People, you said, you said it yourself, right? People do business with people that they like and trust and putting out content is the easiest way to do that. Because a lot of times, by the time you have those conversations, they feel like they already know you.

[00:21:50] You know, if you're really putting out content consistently with process and showing up as your authentic self, by the time you actually have a conversation with people, they already know what you're about. 

[00:22:01] Marc Nudelberg: [00:22:01] Sales is a two way street in my mind. It was never that way prior to social media, but social media allowed it to be a two way street where you're able to continue to do all your outbound efforts.

[00:22:12] Phone email, social media, right? PR, which if you don't know what that is, you need to, you know, you need to figure out how to use actual physicalized items in order to be able to show up differently. And then the other piece is on a daily basis. Be marketing yourself who you are matters, not your company, not your job, marketing yourself.

[00:22:37] What are the things that are unique to you that make you who you are to not only stay top of mind for your network, so that when they have a problem that you can solve, they know that you're the person they should go to, but also continuing to build a network of people come into you from a second degree that might not have known who you were, but saw something that you said and really liked it.

[00:23:02] What a great trigger for a conversation. 

[00:23:04] Collin Mitchell: [00:23:04] Yeah, no, I agree. I totally agree with that. Um, and you know, you, you, you, if you're not, if you're not using social media to make that available to your prospects, you're missing the Mark big time. 

[00:23:16] Marc Nudelberg: [00:23:16] It's free real estate. It's free real estate. If I, if, if we told you that you could buy beachfront property in Malibu right now for a dollar, you go do it.

[00:23:25] Well, this doesn't even cost a dollar and, and the statistics are staggering. There's 3.2, 2 billion smartphone users, right. Of those users, people spend two hours and 20 minutes a day on social media. So nobody's watching TV for that long, always listening to the radio for that long, you know, where people's attentions are and they're scrolling through the feed.

[00:23:49] I could give a shit, excuse my language. If we're not allowed to curse you, but 

[00:23:53] Collin Mitchell: [00:23:53] I can, the only rule is there's no rules. 

[00:23:57] Marc Nudelberg: [00:23:57] I could care less about whether or not somebody likes comments or shares my posts. All I care about is that they saw it. Cause if they read my name and saw my face, that means I'm staying top of mind for them.

[00:24:08] And they're going to remember me if something happens and they need my help. 

[00:24:12] Collin Mitchell: [00:24:12] Yeah, no, I agree. Now I will argue that it's not necessarily free real estate because it does cost your time, but your time costs your time and you need to have process. You need to have process to have consistency. I think we're a lot of people.

[00:24:28] I don't know if you agree with this, but a lot of people fall, fall short, where they do it for a couple of weeks, a couple of months, and they feel like nothing's changed and then they give up on it 

[00:24:38] Marc Nudelberg: [00:24:38] or they don't like the gym. It's just like the gyms that wasn't any different than the gym, right? You want to lose 10 pounds.

[00:24:45] You go to the gym for two weeks. You step on the scale. You haven't lost a pound. You're like, I'm done. I'm not doing this anymore. You can give enough time. You have to put what equity have you earned in it in order to get any kind of, and a return, right? Think about your retirement account. You invest in that every month, right?

[00:25:02] You're not going to use that until you're 70 years old. Well, look at your social media the same way, invest in it daily. I love that you to put something into it daily, so that at the end of your career, you know, you've got something to fall back on. 

[00:25:16] Collin Mitchell: [00:25:16] I love that analogy. Look at your social media strategy, content creation process, the same way you look at your retirement plan.

[00:25:25] Right? So, so, and, and me personally, I have to schedule it in my. Calendar. I have two there's two times a day in my life calendar that I have social media activity scheduled. Then I have once a week where I'm going, putting out content. So there's consistency. And then I have spontaneous content that I put out as well.

[00:25:48] And then, because the LinkedIn, LinkedIn algorithm is so tricky and it's never going to show me the people that I want to see all the time. I have a cheat sheet. A Google sheet of the people that I definitely want to stay top, top, top of mind with. I have their activity URL in that sheet. And once or twice a week, I go there and I engage with those people specifically.

[00:26:08] Marc Nudelberg: [00:26:08] There you go. There you go. That's a process you've created the process to using the platform. We teach a course called LinkedIn like a pro that for those of you who don't have a process, That will give you a process. We've created the rules of engagement within this platform to create relationships, not to just connect with people and sell, but to network yourself within this environment to build relationships with people because the geographical boundaries are off now.

[00:26:38] That's the best part about LinkedIn is that you used to only be able to do business with the people that lived around you, that you could get to see now with virtual coffees and zooms and the ability to see people on a daily basis. In this one platform, you have the opportunity to do that. You just have to know how to do it.

[00:26:55] Collin Mitchell: [00:26:55] Yeah, I don't, I don't know where you picked up the term virtual coffee, but I, myself personally learned it from you and I have used it so many times had so many great meaningful conversations because of it. And have actually generated business from those conversations. 

[00:27:17] Marc Nudelberg: [00:27:17] It's, it's a no brainer 

[00:27:19] Collin Mitchell: [00:27:19] and it actually throws some people off.

[00:27:22] They're like VR, like what you don't, you don't want to sell me something you don't want to pitch features and benefits and book a demo or a discovery call. You want to have a coffee and talk about what, how we can help 

[00:27:34] Marc Nudelberg: [00:27:34] each other. 

[00:27:35] Collin Mitchell: [00:27:35] Some people are baffled. 

[00:27:38] Marc Nudelberg: [00:27:38] It's big. And to me, that that is, is showing up differently.

[00:27:42] You know, in the morning show that we do the noodle Berg daily huddle. We have an entire section now that we call the wall of shame and the hall of fame and we're highlighting people's invitations or responses that get sent to us. That are either atrocious and all about themselves and all about selling and not about connecting or the people that make it about us that understand that we did deliver value early to build a connection.

[00:28:10] Collin Mitchell: [00:28:10] Yeah, no, I think that's super smart because you know, a lot of people, if we give them the benefit of the doubt, they're doing things that way, because they don't know any better. Yeah. Or they've been taught incorrectly, you know, and, and, you know, I've seen some stuff recently that I put some content about, you know, folks saying, basically asking, begging for a demo and they'll give you an Amazon card.

[00:28:30] If you book a demo, they have no idea. If it's even. Relevant to me, or I have any need for the product, but it's like, that's some of the approaches that people are, are doing, and these are big companies. 

[00:28:41] Marc Nudelberg: [00:28:41] It's unbelievable. 

[00:28:42] Collin Mitchell: [00:28:42] It's unbelievable. And I think if we just like wrap it up and kind of sum up like some of the nuggets that you've given people here, it's like definitely a hundred percent show up different on all channels.

[00:28:54] Okay. Whichever one you choose to use. And I'm a fan of all of them. Show up differently in a simple way is basically add value. And I'm not talking about, Hey, download this ebook or, Hey, here's a gated piece of content show up. Like you actually give a shit and you want to know them before 

[00:29:08] Marc Nudelberg: [00:29:08] you start offering 

[00:29:09] Collin Mitchell: [00:29:09] help, 

[00:29:10] Marc Nudelberg: [00:29:10] make it about them, do 

[00:29:12] Collin Mitchell: [00:29:12] your research.

[00:29:13] Right. So basically what that boils down to is. Quality over quantity, spend more time with less people. Okay. And have a process. The biggest part of your process, especially for social media. It's gotta be consistency because if you show up every day for three years, four weeks, and then you go on hiatus for two or four weeks, you're back at zero.

[00:29:38] You're starting all over. 

[00:29:40] Marc Nudelberg: [00:29:40] You're not, you're not 

[00:29:41] Collin Mitchell: [00:29:41] where you were before you stopped. You're back at zero. 

[00:29:44] Marc Nudelberg: [00:29:44] You're starting over. Invest daily, invest daily, you know, in sports. We used to say that Saturdays were payday and you know, you got to pull the, whatever you put into the bank. You got to take out on Saturday.

[00:29:58] So if you didn't invest Sunday, Monday, Tuesday, Wednesday, Thursday, Friday. You had nothing to pull out on Saturday, so, you know yeah. As sales people, well, it's not quite that regimented in that schedule, but you can guarantee that every time you get a sale, that's a payday that's because of what you invested prior and put into the process.

[00:30:20] So as soon as you stop putting into the process, I guarantee you that your pipeline dries up and there go all of your revenue. 

[00:30:27] Collin Mitchell: [00:30:27] And no more payday. 

[00:30:29] Marc Nudelberg: [00:30:29] No more payday. 

[00:30:31] Collin Mitchell: [00:30:31] Alright. I hope I didn't miss anything. Did I miss any of the nuggets that you want to wrap it up here before we tell folks what you got for them?

[00:30:39] Marc Nudelberg: [00:30:39] No, just show up different guys, show up different, make it about other people. Don't make it about yourself and spend time doing research. You, you apply those three things and a process. You apply those four things into your philosophy. It's what we teach everybody that we work with. Um, we help you build a process for yourself and that's really what it's all about.

[00:31:00] Collin Mitchell: [00:31:00] Awesome. Mark. Thanks so much for joining, uh, tell people where they can find you connect with you and how they can get involved with what you and your dad had been doing. For some time that's benefited so many people. 

[00:31:14] Marc Nudelberg: [00:31:14] So if you go to get on the ball.com, you can get a part of our training is, you know, every morning from eight to eight 30 Eastern time, we are alive talking about pop culture.

[00:31:28] Talking about the business world and giving real time sales, examples, and experiences to help you people get better on a daily basis. So if you go there, you can find our huddle, you get link there, you can get a calendar link for it. So it shows up on your calendar and it's saved for you. And you can join us live we're across all the social channels.

[00:31:47] We're on YouTube, LinkedIn, Facebook, all of that. And we're having a great time with it. It's a great community of people. We interact with the comments, people connect with each other, and a lot of connections that have come from that show to there. And, uh, the best it's a way to get in touch with me is to get on LinkedIn, hit that connect button, add a personal note, make it something valuable.

[00:32:08] Tell me that you heard me on the sales hustle with Collin, that you enjoyed it. And you want to get a virtual coffee and I am in for that 100% of the time. 

[00:32:17] Collin Mitchell: [00:32:17] Oh man, there you go. He showed, he told you how to show up differently when you engage with him, listen up sales professionals. Um, and also how much does it cost to join the daily huddle?

[00:32:29] Marc Nudelberg: [00:32:29] Absolutely free. Nothing nada. Just show up. 

[00:32:33] Collin Mitchell: [00:32:33] All right. Just show up. And, uh, and I know, you know, the, you guys have built up a community. I mean, there's like a lot of commodities between the, the participants of the sales huddle and a lot of them connect and do business and network. And it's a fantastic thing.

[00:32:48] You guys got going. 

[00:32:49] Marc Nudelberg: [00:32:49] We've got other sales coaches in there. We've got CEO's, we've got Crom, we've got all kinds of entrepreneurs. It is an unbelievable place to connect with other people. Share comments, have fun, get a great start to your day. They, and, uh, and just enjoy the content. 

[00:33:04] Collin Mitchell: [00:33:04] All right. Thanks Mark.

[00:33:05] Appreciate 

[00:33:05] Marc Nudelberg: [00:33:05] it. Thank you. 

[00:33:07] Collin Mitchell: [00:33:07] Thank you for tuning in to this episode of sales hustle. Are you a sales professional 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, Colin Mitchell.

[00:33:31] And if you enjoyed this episode, feel free to. Leave us a review and share the pod cast with your friends.