Transcript below. Here you can find the condensed show notes.
Scott:
Today on the sales success stories podcast I am super excited to be talking with Kyle Gutzler. Kyle is the number one senior account executive at PayScale out of Seattle where he literally doubled his sales last year and sold over a million dollars. Welcome to the show Kyle
Kyle:
Hey Scott, thanks so much for having me
Scott:
So Kyle and I connected because of the great post you wrote on linked in called, how I doubled my sales in one year. That basically went viral he just posted that a few days ago but regardless of when you’re listening to this show I know I can accurately say that he it’s been liked and shared thousands of times and I actually recommend you take the five minutes to read Kyle’s post before listening to the rest of this and you can get there real quickly by going to top one dot fm forward slash two X. the number to the letter X. that will take you right to that post or go to top one dot FM forward slash fourteen the number fourteen where you’ll find all of this episodes show notes and links to everything we talk about or mention over the course of what I know is going to be a pretty long conversation just because we’ve got so much great stuff to talk about.
Also when you’re done reading Kyle’s post do us a favour and leave a quick comment mentioning Kyle and I and the fact that you’re listening to the show I would both appreciate that a lot.
So Kyle we’re basically going to dig into this thing in detail point by point but oh, why don’t you start and outline the seven adjustments that you made to double your results to start.
Kyle:
Yes, so there are seven on here, the first one on there is, I sold myself. Then I ignored the perception of what’s possible. I took absolute control of my sales process. [00:02:00] I set huge goals. Then I have my M.V.P.’s. I took massive action and I always move forward. So those are the, those are the seven.
Scott:
Cool and we’re going to talk about every one of those points in detail but before we go there, Kyle I’m curious I mean this is a pretty significant transformation what triggered all of this, like was there a switch that got flipped and if so what flipped that switch
Kyle:
Yeah I think you know for me Scott, I was I was never somebody that was like struggling with my sales performance. I always felt like I was a good performer and kind of like maybe a slightly above average performer, and for me it just didn’t settle well, like I always had aspirations to be a top performer really in anything that I do, and so I guess that the switch kind of came naturally just after the first of the year. I felt like at the conclusion of two thousand and fifteen, I had built up a good amount of momentum, momentum and then going into two thousand and sixteen, I just felt like it was my moment.
Scott:
Awesome and we talked a little bit yesterday is as we were kind of preparing that this wasn’t a, you didn’t start everything over it wasn’t really a massive change can you talked about that?
Kyle:
Yeah so for me, I can’t I kind of almost look at it as one degree shifts in a lot of areas like it wasn’t a massive overhaul of my whole process. And in my article I kind of reference that at the end like I stayed the same person, my values remain the same, a lot of the things that I did remain the same but there were some things that I definitely shifted. A couple of things that were intentional and then there were certainly some things that I just kind of reflected back on honestly when writing this article which was about a week ago.
That I noticed that I did and I was able to put that all together in the article for everybody to check out
Scott:
Yes so let’s start going through those points, let’s start with, you sold yourself talk about that
Kyle:
Yeah [00:04:00] so for this one, I mean I felt like I in selling myself what I mean by that is, I made the switch from basically looking for other key leaders and managers to help me close deals, and not necessarily just help close deals but like in some instances actually close the deal for me, and I think probably a lot of the listeners have been in that situation before, where you have somebody doing the majority of the work for you.
To making the shift to actually becoming the man, in owning the responsibility of the sale and essential being sold on my capabilities to, to be the one that’s in control and that’s ultimately going to be selling the deals
Scott:
Yes so really kind of point of emphasis it’s you sold yourself not sold Kyle but, but more you took control and decided I’m going to be the one that’s, that’s doing this effort and be more in control
Kyle:
Yeah that’s exactly right and I think you know it’s a little easier said than done I think if you’re listening to this then you’re probably wondering like how do I get to that point? And for me personally like a lot of that has to do with self-confidence and the way that I was able to become work confident as a sales person is I would say one of the main things was just repetition and I almost compare it to like if you were going to the gym, like it’s something that you constantly have to work on you’re going to see results if you are in the gym more often and consistently and so with my sales process I just really tried to jam repetition do as many calls as possible and really live in that moment as much as possible and so I ultimately became more confident as a sales person, and the thing that I think too is like there’s a lot of people on the sales floor that they’ve actually got a ton of potential and I was one of those people that I felt like I was good.
But I needed that breakthrough moment and I needed to kind of take it to the next level, and people have it inside of them like that that’s my belief and it’s basically just a matter. Of getting to that [00:06:00] next step and realizing what’s possible for your-self. It would almost be like if you were you know in front of a mirror and you were rehearsing what you want to say and then you go out to say it to somebody and it comes out totally different.
So like we have it inside of us to perform well but it’s, it’s my belief that once you get confident in the things that you say. Then your results start to really click and that’s what happened for me.
Scott:
And how do you think about I think a lot of times kind of getting that level of confidence or you use one of my favourite words to describe this in the article, you talk about swagger right, and not in not in a cocky way but in just a very self-assured like and know what I’m doing, and it comes across, but I think a lot of times it’s kind of catch twenty two, where you’ve got if you’ve got to have some success to feel that confidence, and then it kind of builds but how do you how do you kind of get there so you know what was that and maybe a couple that with you know what, what did you use as is the motivation of the drive to start to make some of these things happen
Kyle:
Yeah, I mean I’m going to, going to fall back to the repetition as, as one point but I also want to follow up with something that I think was really instrumental for me, and it’s honestly kind of hard to explain but, but the, the easiest way that I could describe it as I cut loose on the calls. I cut loose in the conversations that I was having with people, and I got out of my comfort zone a lot more.
I got more bold with people I called them out on things and I was doing things that I didn’t do before, because I was a lot more reserved and I just didn’t have that confidence, so I think maybe for people listening to this that the best thing that you can do is throw yourself in uncomfortable situations. Say things that you wouldn’t normally say, challenge people write all the things that you know in your personal relationships it doesn’t come across as natural, but for the purposes of selling I think it’s so important to do, [00:08:00] to do that and to push yourself outside your comfort zone and when you do that at least for me and that’s when I started to develop the swagger and it didn’t feel so weird when I called somebody out when I was bowled in a certain moment and so I would say that you mix that with the repetition and that’s kind of the recipe to get to the swagger level.
Scott:
And did you ever worry that you were wasting an opportunity or you know taking too big of a risk in that process because that’s a that’s a careful balance as well right some sort of being aggressive in the way that you are trying things out and not feeling like Shoot I’m I can’t waste of this opportunity I think a lot of people feel you know
Kyle:
Yeah know, I see what you’re saying I mean I think it’s it really is a process of trial and error and figuring out what works for you. I can tell you for me personally I was pleasantly surprised, when I started to really step outside of my comfort zone and I’ll just use challenging as an example. I can’t tell you how many deals for me close to last year that I literally almost started busting up laughing when it closed because I was thinking man mean this guy but it had some this call I can’t believe that it just closed, but the more that I started to push myself outside of my comfort zone and outside of my boundaries that maybe I had in two thousand and fifteen actually to better results that I started to get.
Scott:
Nice so let’s go on to the next one you ignored the perception of what’s possible
Kyle:
Yeah that’s right so I think you know for sales people honestly quotas do a little bit of a disservice, because I think the way that people view a quota is it’s almost like a destination, and personally for me in my sales career I’ve seen a lot of people once they hit their, their quota then they’re then they kind of start to coast right.
And I’ve noticed for me if I can continue to accelerate and continue to work off of momentum, of you know if I have if I’ve sold some deals and I’ve hit my quota. There’s really [00:10:00] an opportunity for you to take off and maybe the second half of your month of the second half of your quarter. So for me it’s always been about ignoring what other people have done at my company and what other people have sort of identified as what’s possible, in terms of targets that you can hit how many deals you can close within a given month, the size of the deals that you close, the total volume of sales over the course of a month and I outlined in my article but I think because of that mind-set I was able to set a couple of records for our company, both by selling the most amount of units for our segment within a given month, and then the most dollar amount. So basically sales dollars over the course of a month as well
Scott:
Yeah and let me provide a little bit of perspective for the for the listener also because Kyle and I did spend quite a bit of time chatting yesterday, in fact one of the things I think I’m going to try and do we did record that conversation not all of it is something that will be able to make public, but I’m going to probably take some pretty significant snippets of that and put it in our sales success community, so if you’re not already a part of the SEO success community if you I guess the easiest way is if you text top one that’s the number one so T O P The number one to four four four nine nine nine just follow the process and that’ll get you an invite to that SEO success community and we’re going to load that thing up with some pretty interesting bonuses but one of the things that Kyle talked about yesterday was I, I was asking about kind of putting this in context and understanding you know percentage of plan where, where was this and Kyle your answer was:
Well I think it was like one hundred forty percent but I don’t even know and I think that’s really important like the quota was never a number that was on your radar it was it was much, much bigger goals and now let’s take this a little bit out of order, because I think that’s a really natural transition point to your next point what which was you set huge goals so let’s, let’s talk about that.
Kyle:
Yeah so I [00:12:00] think the, the main goal that I had set at the beginning of two thousand and sixteen was, I wanted to sell a million dollars of new business over the course of two thousand and sixteen.
Typically the structure of my goal setting is it’s not going to be all career related and this is honestly something that’s kind of been ingrained into me just in my upbringing. My dad Steve Gutzler, he’s huge leadership influence and does keynote speaking in coaching sessions and so you could just imagine like the amount of influence he has on me on topics like goal setting.
So one of the things that he had me do it a very early age is actually map out different categories of goals and then come up with specific goals for each of those categories and then also try to take it a step further like how are you actually going to reach those goals. So I break it down into I mean last year what I did was I did work goals financial spiritual health and physical personal development and then fun was the last category but for the purposes of this conversation my, my main goal that I set out for in two thousand and sixteen was to be able to reach a million dollars.
Scott:
And talk about how that actually happened because that’s, that’s a great story
Kyle:
Yes so the first half of two thousand and sixteen was awesome, in the first six months I think I had sold six hundred thousand. So I was well on my way to hit that goal. There were I mean just because of the nature of our business there were a couple of months where things were a little bit dry for me, but then in Q four I was really able to cover a lot of ground and kind of do some make up work.
And I was telling Scott literally on the last day of the last month of that year literally in [00:14:00] the last day of the year I on the last phone call that I made I actually exceeded the million mark, and was able to actually hit that goal and it was just I mean I can’t even describe the moment, it was amazing.
Scott:
Yeah and one of the things we talked about a lot to you you’ve had a couple of sounds like really strong sales managers that you’ve worked with talk about them and the impact that they’ve had. In just that overall kind of contribution how you partnered with them.
Kyle:
Yeah I mean I feel like I’ve always naturally just kind of gravitated to high performers or people of influence and leaders within companies and so. There have definitely been a couple of key people that I’ve worked with here at pay-scale and other companies that I’ve worked with, worked at. And I think you know for me what’s really helped me is number one just taking the initiative to involve, involve myself with those people, but number two just trying to focus on being coachable and in actually being able to take the things that they teach me and scale it myself, in other words not becoming reliant and not having a crutch with that person but being able to take the things that they do and they say and really work it into my process, and an example is like one of my biggest mentors he actually moved on to another company but I still do a lot of the things that he taught me I still say phrases that he said on the phone and I’ve been able to kind of latch on to some of that stuff.
Scott:
Good stuff and we when it comes to the goals. I’m curious how did you do against the other categories right, you obviously did extraordinarily well in the career category, did that sort of transfer over and allowed you to have a lot of success in other areas or are there are there are some that suffer just because of the focus in on the million dollar goal
Kyle:
No I mean I [00:16:00] I feel like I was able to hit just about everything. You know if you’re if you’re doing well in your career in your work and you’re crushing your targets then I would hope that you’re doing well financially too.
And then you know other categories like health and fitness, that’s always been something that’s been important for me and I see a lot of crossover with that and the performance that I have in work. So I try to stay consistent with that it’s a little more difficult to actually create meaningful targets with that, but it could be as simple as hey, I want to get in the gym four times per week, now I’d like to work out for at least forty five minutes. Simple things like that and then in a category like fun maybe you want to plan a couple vacations, so I was actually able to go to Europe twice last year and so it wasn’t like I, I was all work I still was having a lot of fun, and I was able to hit some of those goals as well
Scott:
Yeah nice and you did say that if that, you know you had this great start to the beginning of the year and then there was a bit of a of a slow period, how did you make sure that that didn’t just allow the wheels to come off the bus and take you off course and kind of get back get back on and regain the momentum that you had and finish strong
Kyle:
Sure I mean I think honestly the biggest thing is continuing to surround yourself with people of influence and people that bring you up. I’ve made both an intentional effort to try to surround myself with people that bring the best out of me, while also kind of removing the people that are toxic in my life, the ones that you know if I was going through a tough season would almost feed into that in a negative way, so I would say the relationship piece is probably the biggest aspect of that. But then I kind of got into this in the article little bit towards the tail end but using situations like that to actually create energy and movement for you, in other words like if you’re going through a slump and there should be no better time [00:18:00] to get after it right and to be prospecting and to be building up your pipeline and to doing everything that you can to get things back on back on course, so I maybe it’s me, I’m sure the same way Scott but it’s like if things start to drift off a bit, I want to do everything possible to get back on course
Scott:
Yeah you know it’s funny I had a sales manager friend of mine early on he had this great saying he’s like you know when things are going right and you get off a call and you’ve got great news maybe you just closed a deal the best thing you can do is pick up the phone and make that next call and then he would say you know when, when something goes completely sideways and throws you off you know maybe you lost a deal that you that you were really counting on the best thing you can do is pick up the phone. So, either way the best next step is just kind of keep going, you know take on take on that action.
Scott:
So you know for I ask about how he took control of his sales process I want to ask you the listener to help me think our founding sponsored nudged dot a I by getting yourself a free account, so nudge uses artificial intelligence to help you find actionable insights on your prospects and customers, so just go to top one dot F.M. forward slash nudge, that’s N U D G E top one dot F.M. forward slash nudge and get your account today, because if it weren’t for them this show wouldn’t be happening and I wouldn’t be having this awesome conversation with Kyle. So Kyra let’s talk about how you took absolute control of your sales process
Kyle:
Yeah it was interesting because you know since I wrote the article I just had a ridiculous amount of people writing comments, and sending me messages and asking questions and I think the fact that I wrote on the article, Hey I’d be happy to write a post on this topic alone is probably the reason why so many people asked follow up questions on it. But it is something that I think is so important and I think you know if I were to break it down. Into a couple [00:20:00] of things that are really important for taking control of the sales process I would say the first thing is have a commanding presence and to literally audibly sound like you’re in control on the call.
I almost compare it to like think back to the days when you had a substitute teacher take over the class. I’m sure you probably had a substitute that didn’t have much control of the classroom and it’s like literally by the way that they carry themselves and the way that they talk to the class.
For instance when I was growing up like I used to always be the person that would drive teachers nuts and if there was a substitute, it was like my job to make their life a living hell and so there were the substitutes that could literally shut me down, in a matter of twenty seconds by taking control and then there were teachers that literally just let me walk all over them. I compare that to the sales process because that’s what happens on the phone right, you have people that in some instances take advantage of you on the call, or they’re going to be the one that dictates what the next steps are and what the timelines going to be. So for me I have I found that I have a lot more control when I when I take the wheel and I sound like I’m in control. So that’s something it comes back to what we were talking about earlier like you need to practice that if you’re somebody that doesn’t normally do that on the phone will then practice it like it it’s something that you can change just like anything else, it’s like a muscle that you can develop so you just have to get out there and actually do it and try it.
I think the next thing is, is almost just like reflection and remember that actually most people want to be told what to do, believe it or not, like this is probably in this isn’t scientifically backed, Scott so maybe I’m wrong on this but it’s my belief that actually most people want to be told this is the way that it works, and here’s the steps to do it and here’s when we’re going to get on a phone call next in [00:22:00] so when I’m talking to people I have absolute control of the process, because I actually fundamentally believe that people want to be told what to do.
Not everybody in my opinion is the type A personality and you’ll get those people on the phone that they want to have the control and that’s okay, like I would say don’t be so rigid with your process to the point where you can adapt on the phone and recognize, hey, this person is wanting it their way and they have to have the call next Friday for instance, and I wanted to have it on Monday that’s okay, you know be willing to be flexible for that type of situation.
Another thing that I would add is, is just you know in order to have control it’s the power of you have to think about the power of asking and there’s so many examples that I could give for this topic but I’ll give you an example literally two hours ago I was on the phone with one of our reps, because I help lead up the team here so I’ll jump on some other people’s demos from time to time and we had a really great call and the person said, you know why don’t we target for our follow up call the twenty ninth so March twenty ninth which from the time that we’re recording this that’s a couple weeks out.
My response to that was hey, you know what and I apologize if this comes across as selfish but the end of the month for us especially the end of the quarter is extremely busy. I’m looking at my calendar right now and it’s already starting to get pretty full. How about we just do it a week or two prior, and I just simply asked and the result of it was we shaved eight or nine days off the process, because she goes oh yeah no problem why don’t we do that and that’s that I mean that’s to me one fundamental part of having control is just being willing to ask
Scott:
And Kyle what does the rest of that sales process look like, you know what, what are the steps are you outlining the whole thing or [00:24:00] you just you know pushing them to make sure that you’ve got a really well defined kind of next step
Kyle:
Yeah I think something that I’m, that I’m a big believer of is talking in terms of how other customers have one with, with my process or how other customers have essentially gone through the steps to get something approved. I think it’s one thing if you’re a salesperson and you say this is why you do it this way because I have a quota quoted to hit, verses you know I’m, I’m going to speak kind of from a neutral standpoint and tell you here’s how this other customer did it. Not me right, and you kind of put yourself as a neutral third party, and so I’m a big believer of saying what our customers would tell you, or here’s how this customer did it, in having kind of a bank of different customer stories that are good that are ultimately going to help your timeline and you can use that really for any topic, not just timelines but literally every aspect of, of your sales process, rely as much as you can on talking about how other customers have done it and how they’ve ultimately won.
Scott:
Love that love that so to, to kind of other ideas for those listening, one I had an amazing conversation way back in episode three with Justin bridge Mohan of influent of who’s got a really, really interesting process where he actually will ask his clients to opt in, to the way he works because it’s proven kind of the path for his customers to be the most successful and we even did a follow up video interview just on that topic alone. So if you go kind of find our You Tube channel you can go look that up. I also recently did an interview with another fan of the show Andrew Bermudez who runs digs dot A I, and they did they looked at a big hunk of data from the clients they do a lot of work in the commercial real estate space and [00:26:00] what they were finding is something that there was a very small subset at-at the top of the stack that was getting something like twelve times the results, of the average performers and so they, they looked at a whole ton of data to try and find some correlation and understand what is the behaviour that creates that type of a result and what they found was those top-top folks were having twelve time for results they always had and again this is real estate so it’s very local.
They had after that first conversation, they had on the calendar a face to face meeting within a few days, and the impact on their close ratios was tremendous and then they actually did that Andrew and his team went back and kind of a be tested that with an average performers and just sort of inserted they, they left some folks alone like up keep doing it the wrong way that you’ve been doing yet and keep getting it wrong results.
The guys why don’t why don’t you try kind of this new technique and again they saw something like a four X. improvement in in result, so I think you’re exactly right it’s taking control of that process, and your people want to be lead and if you do that from a place of confidence and I love what you share about it, it’s not because this is the way that helps you close deals
Kyle:
Yeah
Scott:
It’s this is the way that other customers have been successful in getting this solution in place and seeing results very quickly
Kyle:
Yeah absolutely
Scott:
So Kyle, let’s move on and talk about your M.V.P.’s what are those
Kyle:
So again this is something that my dad had come up with and actually passed along to me. So what an M.V.P. stands for is, you’re most valuable and profitable and this began, I think with my dad started to talk about this. He was talking in terms of his M.V.P. customers. So the customers that are going to drive the most profitability for him and those are the ones that he probably wants to spend the [00:28:00] majority of the time really taking care of, but then it kind of evolved into what are your M.V.P. hours of the day, what are your M.V.P. activities that you do throughout the day, your M.V.P. prospects for instance.
So I guess if I could give you an example for me a like one of the things that I try to be really intentional, intentional about is number one understanding where, where my where my slots are in terms of valuable hours of the day, and then really dedicating activities that are going to drive my productivity more than anything during those hours of the day. So it’s almost like you know if you’ve been in a corporate setting and you’ve been in a company that holds a lot of meetings. And they hold meetings during hours of the day that are like critical for your business and for prospecting or for having meetings like nothing in my mind is more frustrating than that or, or doing things like you know administrative work in the early hours of the day. So specifically for me I’ve found that in this is partly because I’m on the Pacific Time Zone and so when it’s seven am for me it’s ten AM for people on the East Coast. I have to protect hours of seven A.M. to eleven A.M. Those have to be my hours for things that are ultimately going to close business and I don’t want to waste those hours on activities and meetings and things that really aren’t going to drive my productivity.
Scott:
Kyle did you have to push back I mean did you have to reset some expectations with your leadership and sort of get some of those types of meetings off of your schedule
Kyle:
Yeah I mean it’s, it’s a tough conversation. I think there’s, there’s an art to that I’m, I’m still learning. I feel like I’ve done a really good job of getting things down in terms of how you work with people externally. One thing I’m really trying to work on is, is there’s there is these internal, I don’t want to say [00:30:00] battle but, but a process that you need to get down to, where you have to be delicate with people right I mean I think you know at least where I work like people can be sensitive, like if you if you push back on certain items and so I definitely have and I’ve been intentional on saying, hey, look I’m not going to be able to get to that type of thing until the end of the day, because it’s not that that’s not that valuable to me.
I find it important right if we were to put it on a list of items that I have it’s probably going to fall closer to the bottom and so yeah, I think it’s, it’s definitely important to get that out there and communicate it to leadership
Scott:
Now in addition to kind of identifying the most valuable and profitable part of your day did you identify the M.V.P.’s in terms of activities and the things that you’re doing whether it be in that window or other windows?
Kyle:
Yeah I think you know, for my for my type of selling it’s honestly pretty simple in terms of the activities that we do. I would say I’m, I’m a little bit more protective on the topic of prospecting for instance like if I have carved out some time to do prospecting like those, those hours or that hour is going to be sacred to me, and I’m going to prioritize that over other things. I also try to just keep my attention on one thing at a time, because I’ve noticed like the more you know the more I’m multitasking at least the less I’m actually getting done overall, for instance if you’re going to spend an hour making phone calls and then in between those phone calls you write an e-mail and then you know you’re fielding some inbound e-mails that you get and then you get side-tracked talking to, you know the person next to you.
By the end of that hour if you were to look back at how many phone calls you’ve actually made maybe it’s like four or five right, and you don’t want those kind of results so for me it’s really being intentional on blocking those hours out and it’s not overly complicated on the different types type of thing. That I could be doing but it’s going [00:32:00] to be prospecting having meetings you know working on contracts all of those things that are ultimately going to help me close a deal
Scott:
And what percentage of your day or how much time are you committing to prospecting.
Kyle:
I would say probably twenty five percent of my day. And what one thing that I had actually recently read.
That just kind of opened my eyes on the topic this is a book by Jeff blunt, it’s called fanatical prospecting, which I feel like is just coming up all the time now and I see it all over and posts on Linked In and so forth, but the thing that that I learned in this book is the things that you’re doing now the prospecting that you’re doing now is really going to be what pays off in the next sixty to ninety days. So if you’re having one of those months you still need to be prospecting to kind of build for the future months that are ahead because I’ve certainly had those kind of up and down roller coaster where I just crush it one month and then the next month it’s a little bit dry.
And I never really thought back to the fact that that probably was attributed to not prospecting and so for me, even if I’m crushing it, I still want to dedicate hours of the day and I would say probably about twenty five percent of my days dedicated to prospecting
Scott:
And let’s talk a little bit more about some of the specifics of your time so what when does your day typically start
Kyle:
So I usually I mean it fluctuates a little bit I’m usually up by five thirty. And it’s kind of interesting like in the morning I almost compare it to like a military drill where I’m just shower and I try to get out the door as soon as possible and then I’m in the office usually by about six fifteen to maybe six forty
Scott:
Man your machine. Oh I was I was going to ask what the rest of your morning routine looks like, but it doesn’t sound like there’s much time for anything
Kyle:
Well so usually what I try [00:34:00] to do is I try to prep a lot of things that usually take time in the morning so that could be I mean I’m not the type who’s just going to not eat breakfast in the morning, and so one of the things that I’ll do either the night before or all just pack it really quick in the morning is I’ll actually take my breakfast, my breakfast into work.
There’s usually a couple of things like when I’m at my house all you know maybe have a handful of mixed nuts just to kind of hold my stomach over for a couple hours. Be sure to drink you know a good amount of water and probably drink and thirty out of water like first thing in the morning.
Most recently I mean it’s kind of a weird thing that I’m doing but I have a tablespoon of apple cider vinegar in the morning, which has its weird help benefits and yeah, that one’s probably going to be people by going to think that’s weird but you know those things really only take me a couple of minutes and then I’ll pack my breakfast and then I’ll actually take it into work.
I, I both value sleep and so I don’t want to be getting up outrageously early and then you know having to spend a long amount of time at my house before I actually get into work and so that’s why I try to make my morning pretty quick but then I also value the fact that I need to be in the office talking to people, at nine thirty ten thirty Eastern Time which is six thirty seven thirty Pacific time so that’s one of the I don’t necessarily want to say disadvantages of being on the pacific time but it’s just something you have to deal with, if you want to be selling on a national scale
Scott:
Yeah for sure and is there a time maybe it’s an afternoon activity or an evening activity that your setting up the plan for, for that core selling window from seven to I think you said about eleven o’clock
Kyle:
I usually don’t, I mean I’ll, I’ll do work related things into the evening but I’m, I’m not, I’m not so organized to the point where I’m actually doing some prep work the night [00:36:00] before, honestly the evening for me is that’s when I’m kind of working on my own personal development that doesn’t necessarily have to do with my company. So that could be you know reading content and looking at things online and you know checking out different authors and that sort of thing and I’ll watch videos it’s pretty sporadic but.
In the evening time like if there’s something that I’m doing that’s, that’s relevant for this conversation it would be that
Scott:
Got it, what is what does the rest of the day look like so you’ve got this kind of core selling block what happens from eleven until say the end of the day and is that is that structure pretty consistent every day or is Monday different from Tuesday which is a little different from Friday?
Kyle:
So a lot of it’s going to be built around the appointments that I have throughout the day, so I would I would hope in a given day that I have one or two appointments in the afternoon. And the nice thing is like a lot of those you know, other customers that I might be working with that are on Pacific Time kind of come around in the afternoon. So it’s not like you know once one o’clock comes around I’m unable to talk to anybody like that’s a good opportunity for me to switch gears and maybe start talking to some people in California for instance. So for me it kind of changes from day to day, it could be I’m doing a meeting because it’s on the calendar or I’m going to do a little additional prospecting or it could be you know those three or four things that just got be prioritized to the end of the day and I’ll be tackling it at that point.
Scott:
Got it, okay, and you talked about your evening being kind of personal self-development what does that look like what is your information diet in terms of the types of things that you’re reading and listening to and watching
Kyle:
Yeah so like I said it it’s it changes pretty frequently and I think a lot of that is probably attributed to just the fact that a lot of information that we receive now is through social media. And so if [00:38:00] you’re scrolling through something then the odds are you’re probably kind of bouncing around to different thought leaders and different people that you follow. So there’s one piece of it that’s just totally spontaneous if I see an article that catches my eye I’ll check it out.
There’s, there’s a couple of people that I like to follow occasionally and in these are all just huge names but Gary Vaynerchuk, Tony Robbins, Grant Cardone and most recently Jeb blind to the fanatical prospecting book. So a lot of big names that I I’m sure a lot of people are well aware of that I like to dig into just a little bit further beyond, you know just kind of the spontaneous stuff that I see on social media
Scott:
Yeah fair enough, and the last thing on the M.V.P. topic what was the biggest shift you made to your M.V.P.’s because you wrote that you used to be wasteful and when and where you directed your attention.
Kyle:
Honestly I would I would say it, it comes back to the time aspect and during kind of those, those golden hours of the day. I was extremely wasteful with those hours and I didn’t prioritized them and I didn’t recognize that they were so valuable, again for me like it’s difficult to recognize the majority of the world is on lunch time right now, if it’s nine o’clock where I’m at right, and so that the first part of the day for me has, has become just so much more important and so much more intentional with where I focus my efforts and again I don’t want to be committing to meetings that aren’t going to be of value. I don’t want to be committing to tasks that you know don’t require much creativity and that’s the other thing too is like I feel like for me and for most people in that first half of your day more than likely that’s going to be when you’re really firing on all cylinders and when you have the most creative capacity. So why not target activities that are the highest value right [00:40:00] in push off some of the things that literally you could do with a blindfold on at the end of the day, and so that’s, that’s kind of the purpose of just being intentional and shifting things around a little bit
Scott:
Yeah and I think you know it helps to just take advantage of those natural energies and one of the things I try and do fairly similar structure, right then, the morning is when I am most amped super high energy, that’s when I’ll do the, the hard stuff that it’s just got to get done, and then as I start to have kind of that energy low in the afternoon that’s when I like to put my appointments because I never low when I’m having a great conversation right now right when I are talking it’s pretty it’s actually quite late
Kyle:
Yeah
Scott:
In my day and you know, I had to get up at three thirty this morning, because that was the only time that the prep was going to happen for the
Kyle:
Yeah
Scott:
Based on the conversation we had late yesterday afternoon. But again it’s just kind of taking advantage of those opportunities and knowing where they are and knowing your yourself, which is a pretty good transition to your next point which was you took massive action talk about that
Kyle:
Yeah so I feel like so when I was taking massive action, I felt like there’s, there’s a few things that go into that so I felt like, I was surrounding myself with the best people and I made that a regular thing too. So not only was I targeting people and I consider this action, so you might be thinking action like just making phone calls that’s going to be a piece of I, but part of the action is you need to target the people that are successful and that are where you want to be.
And do your best to make that something that you do on a regular basis so one of the things that I have done with a couple other people that I consider top performers at our company is, we go out once per month, we go out we have a brunch on a Friday I think it’s the first Friday of every month and we just talk about things. And you know [00:42:00] when you’re rubbing shoulders with people that are top performers it just you know it starts to rub off on you and it keeps your game sharp right, and so I would say you know the first thing you need to do and when taking massive action is reach out to people that are really where you want to be, and it’s hard for me to, to nail down specifics like, like dials but the general feedback that I get is, man you’re just always on the phone and I don’t track my metrics that tide to say hey I’ve made sixty two phone calls today but again to feedback is always, I’m just on the phone more than anybody else on the floor. I’m doing more meetings and if I don’t have meetings I’m scheduling the meetings right, and I’m always getting people on the phone as much as possible.
So I think you know if I were to break it down to some different things like I, I want to have as many add buds as possible so a huge amount of meetings with people in even if there are meetings that aren’t going to close business for you it’s still again you’re working that muscle and so in the moments right, and I wrote about this little bit in the article when it’s game time to get the ball on your hands you’re going to sink the shot right, because you’ve been doing it for the last several days, and you’ve been talking to a ton of people and it just becomes sort of like second nature.
So there’s that and I want to spend like kind of like relatively speaking when you if you have the opportunity to work in an office environment use that as somewhat of a benchmark right, you don’t necessarily want to focus solely on that but I want to feel like I have the sense that I’m doing twice as much prospecting as anybody else, and you can kind of tell right, especially at our office it’s an open concept and so we know like when people are making dials and trying to schedule demos and that type of thing so I want to feel like I’m doing that type of activity just a lot more than other people are doing and if you mix that with just the ability that I have on the phone, then I’m you know it’s just a recipe to do a lot better than other people.
I want to also do things outside of work you know [00:44:00] that are you know going to make me feel good about you know the time that I’m having in the office and so what I mean by that is, do things that are really going up your game so if that’s again surrounding yourself with other people or could be something as simple as going to the gym and kind of getting your mind right in your body right. Those are things that I, I try to emphasize as well outside of work. And I really want to have a ridiculous network of successful people that are pulling me vertically that are pointing upward and also removing people that are and I said this before but they’re kind of like toxic for you, and that are going to be bringing you down and get it going to start bad habits and that type of thing so action in all aspects, everything from dials to e-mails to meetings to the people you surround yourself with
Scott:
Nice and I’m going to ask how you set the bar for yourself around what that massive action means so it doesn’t sound like you’re tracking necessarily like a specific quantity of activity, is it more that metric of just the comparison and like okay, well if I’m doing twice as much as the average I should be seeing twice the results, like how would it were you using as kind of a yardstick for that?
Kyle:
Yeah I think you know I almost I’m visually I’m almost visualizing like a pipe chart so comparing yourself to other people that’s going to be one piece of the pie but I don’t think that you want to be completely ignorant to statistics and just have no sense of how many tiles you’re making so that’s something that I’ll certainly check tabs on, from time to time and just make sure that that I am where I want to be.
One, one cool sort of diagram that I saw our sales director put together one time was, in any given day you want to have a win in that win should be ideally you close a deal, so for us that would be a great accomplishment within a day, if you could sell a deal or you’re not selling a deal then you [00:46:00] want to work backwards and you want to have at least had two meetings with people right, so you’ve if you didn’t close a deal, you gave yourself the opportunity to close a deal by having two meetings.
If you didn’t have two meetings then you should have at least schedule two meetings right, so you’re working backwards even further and if you didn’t schedule two meetings then you should have at least put in the effort to schedule those two meetings, so you should have made a certain amount of dials and so we have kind of our own metric of ideally where you’d want to be with dials. So I’m not going to get super paranoid if I didn’t make a certain amount of dials if I close to deals in one day right, and so it’s all kind of you know you have to look at all pieces of the pie. But ideally for me I do want to be making a good amount of dials and stacked up against other people, I do want to be making the most but at the end of the day like the whole goal is to be closing business so if I’m closing business but not leading the leader board on dials I’m okay with that.
Scott:
Yeah and to be clear you’re not talking about closing the same deal in the in the same day, that’s a deal in a day because I think your sales cycles is a little bit longer than that
Kyle:
Yeah, yeah so our sales cycle is usually forty five days or so
Scott:
Yeah absolutely so Kyle talking about the way that you surround yourself with the best people I assume that you are the one that sort of instigated the Friday brunch thing how, how else are you seeking out and finding who you want to surround yourself with and putting that into action
Kyle:
That’s a great question, so I think you know it’s going to be a mix of things when, when you’ve when you’ve reached a good amount of success that I think it becomes a little bit easier to say you know we both have a mutual interest in getting together, whereas before getting to that point it might be a little trickier to, you know get in front of somebody that is a top performer.
But it’s going [00:48:00] to be a mixture of, you know, getting together with people that are at your work environment that are essentially where you want to be or that are pushing you kind of to that next level.
And then you know reaching into your own personal network, it could be you know, family extended family different mentors that you have and doing your best to be intentional about getting in front of them on a regular basis and talking to them.
So figuring out which people in your life are really driving your productivity and you know, upping your game so to speak so there’s, there’s going to be that and then you know I’m, I’m like the other people that have been messaging me on Linked In I’ll do that from time to time like if there’s a you know a person that you admire and you’d like to spend a little bit of time with them or you know, have a quick phone call with them or ask them a quick question, taking the initiative through that medium and reaching out to somebody through Linked In. Setting up appointments with, with people that you can actually happen in person with so there’s it’s similar to the other question I feel like the, the answer is going to be definitely a mixture of things
Scott:
Yeah you know it’s interesting because it’s one of the things I actually regret a little bit looking back when, when I was on Will Barron’s show Will, Will runs the salesman podcast and he asks a great question about you know if you could go back in time, and give your younger self some advice I think we’ve all heard this this idea and I think it’s typically attributed to Jim Roan, who said you’re the average of the five people you spend the most time with. I mean I’ve heard that my entire career but you haven’t acted on it aggressively enough until very recently and you know one of the things I’m trying to do with this show is create that opportunity even if somewhat virtual right maybe, maybe folks don’t know you personally and they’re not spending time with you on a, on a monthly basis going to brunch [00:50:00] but they can listen to this conversation they can come back to this conversation and listen to it again, they can listen to the other interviews and the other conversations we’re having and expose themselves to people that are in that position and the reality is it’s, it’s challenging to surround yourself with people at the top of their game because well they’re kind of busy right
Kyle:
Right, yeah I mean I think you know what’s, what’s worked for me with actually getting people’s time. Is being very clear on the expectations of what you want to accomplish in a call or in a meeting. And I talk about making it extremely easy for people to say, yes, and for me if somebody were asking for my time I would probably want to know how much time it’s going to be. I want to know you know is there something in it for me, and it’s not you know a deal breaker if, if there isn’t but that’s also good to know, I mean for instance but doing this podcast it’s something that’s mutually beneficial and that was very clear.
And then just you know the different things and the desired outcome that you’d like to actually cover as part of that meeting so I’m, I’m a lot more, I guess there’s a much higher likelihood that I’m going to get together with somebody or mentor somebody if I know those things, and so I try to be aware of that if I’m trying to set time with somebody or establish a mentor. That I want to be really clear with the expectations.
Scott:
Absolutely great, great advice, so Kyle the last point of your seven adjustments that you made was that you always move forward, what does that mean?
Kyle:
Yeah I think the idea is so look all of us have had our own set of trials and things that we have to go through just as part of life. It’s not all going to be like if you’re if you’re you know going through a great season in your sales career it’s not always going to be [00:52:00] like that. So I guess the point that I was trying to make with this is no matter what season you’re in there should always be an excuse to, to move forward and to push forward.
You know if you’re not where you want to be and I think we had touched on this a little bit, there should be every excuse to, to want to get back on track and do to do whatever it takes to, to elevate your performance whereas you know there’s been times where of course they’ve closed you know very significant deals and the next morning is extremely easy to get out get out of bed and get back after it, because you’ve got kind of that fire and motivation.
So remind yourself of that remind yourself that no matter what season that you’re going through whether it’s up or whether it’s down that there should be a natural excuse for you to search forward.
Scott:
Well speaking of seasons let’s, let’s take a giant step back in and go back to number of seasons how did you get into sales in the first place?
Kyle:
Yes so I think this is so similar probably to most people that have gotten into sales I guess the easiest way to describe it as a sort of stumbled into it. It all began when I actually took an internship when I was in college so I started. Saw a presentation from a guy he was talking to one of our hospitality classes and one of the things that he said is, hey if you want to make any real money then you need to get in sales, and I see some of you guys you know, looking into these positions in hospitality like working for a restaurant or a hotel or something like that.
And it’s like that the reality is that if you have any desire to make a good income then you probably shouldn’t be doing those things. And so I think that’s kind of what intrigued me a little bit was just the opportunity from a financial standpoint. I always felt like I was I was pretty good with people so it, it seemed like it was sort of a natural career to go into, but there were so many things that I [00:54:00] needed to hone and work on in order to actually become a good sales person.
But initially getting into it was, was doing this internship kind of getting a feel for it and then that naturally lead to you know as soon as I got out of college literally the week after I graduated I was I was in a work setting and working for this corporation full time and selling for them, and so they made it pretty simple for me because I did the internship basically stumbled into that and then they gave me the offer before I graduated college, it’s so naturally I began working for them. And I was unhappy with the company and you know after a year or so of little over a year working for them and then I actually made the transition over to PayScale and I’ve been there ever since.
Scott:
Nice and knowing what you know now I mean is there anything that you would have done differently along that path or, or maybe a way that you feel like you could have made the shift of a two X. shift a little bit quicker
Kyle:
Yeah well I think you know the, the thing that I did well was you know relatively early in my career I’ve I feel like I’ve gotten to a high level of performance as a sales professional. So in that sense I’ve done things right and I feel like in my little world in the company that I work for I I’m doing well for them which is great. The thing that I’m realizing now is they want something that’s so much bigger than the company and I don’t ever think that I’ll be a company man.
I just have desires that are a lot greater than just working for somebody else and building somebody else’s corporation, it’s great, I love the company that I work for, but the thing that I have realized is going to accelerate some of the some of the goals that I have for my life is the relationships that I’ve built. So I guess the only thing that I would have done differently Scott, is maybe earlier on in my career made more of an intentional [00:56:00] effort to build quality relationships that weren’t necessary necessarily relationships that were immediately going to benefit me, because I think you know last several years or so, any time I’m speaking to somebody new, and I’m building a relationship the odds are I’m probably trying to sell them my product right, and now I think the shift has been hey, I just want to build these great relationships and more than likely have a mutual benefit from the relationship and that’s what I’ve been starting to notice and I’ve done a couple of things and I posted this this article for instance which got an awesome response that that would be maybe the one thing that I would I would shift.
Scott:
Got it, and is there a particular sales philosophy of it that you subscribe to?
Kyle:
Nothing that I have, I’ve necessarily subscribe to like I said there’s been a few people that I’ve pretty consistently followed.
One thing that I sort of latched onto in two thousand and sixteen was the challenger survey model, which I was able to see, see a pretty good deal of success from, but in terms of like religiously subscribing to something that I always check into in content from and that sort of thing nothing formal.
Scott:
Got it, and any kind of go to tools or apps or other things in in your arsenal that are contributing factors
Kyle:
Yeah I would say one thing that I really like in this, is just standard for anybody who’s a sales professional at our company, is we have a software start a software it’s just basically a web program that we have access to and it’s called the high spot. So high spot is actually a content management solution so it, it manages your content that you have within your company as sales professionals, but it also makes it really easy to then send that content out to other people, not only [00:58:00] send that content but then actually be able to track when your prospects are opening it and for how long they’re looking at it.
Which is been pretty cool, because you know like if you follow up with somebody and you send them three different things that they asked, you have a sense of number one if they even looked at it, and number two how much time they actually spent looking at it, and so you know for certain you know the person who says Oh yeah, I, I checked out that I checked out that case study that you sent over to me it was pretty interesting and I’ll never say like hey, I know you didn’t look at it because we have this software that tells me that you don’t.
But it’s good for it’s good for you and you know sometimes what will help me do is, if I have a meeting with somebody in a couple of days and I recognize they haven’t even looked at it I’m not going to say hey, I’m watching you and I know you didn’t open this but I might say hey, I just want to make sure that you got the content that I sent along, something that’s going to kind of give them the nudge that they need to look at it.
The other thing is like when we went from, so when I started working at this company it was around one hundred twenty employees and now we’re at four hundred. And so as we’ve scaled as we’ve grown as a company our content was just flying in a million different directions and we had no consistency with what it was that we were sending to people. And a lot of times we called it like there was tribal knowledge around the company of what things you should use and what scenarios, but we’ve gotten a lot smarter with the content that we send what actually works, and if somebody puts together you know an awesome like return on investment packet or something like that, it’s good for everybody else to be able to easily access that information and then work it into their own process.
Scott:
So Kyle you mentioned the size of a company I suppose I should have asked this earlier can you put your results last year in perspective for us a little bit in terms of percent [01:00:00] of plan and the size of your team and you mention you broke a couple of records what were those
Kyle:
Yeah so as beginning with percentage of plan I think I landed somewhere close to one hundred forty percent of my plan. The way the structure of our segment worked was, we had four teams and on each team there was about twelve or so reps, so collectively there was about forty eight reps. Give or take and I guess the, the award that I received was the senior account executive of the year a couple of the, the milestones that I was able to achieve and I guess the other records that I was able to set were the amount of dollars that I sold within a given month, which was two hundred thirty seven thousand, and then I in that same month they sold seven separate deals and I would say like a good month as if you sell two or three.
And so that that kind of changed I guess my perception on what was actually possible, kind of going back to what we were talking about earlier. So I’ve actually hit that seven mark two different times but that was, those were the records that I was able to get, and then I guess the achievement that I was able to get as well at the end of the year
Scot:
Awesome, that’s great stuff and you know what I like to hear about that is one of the types of people that I try to avoid interview on the show is I’m not really interested in the folks that were number one, because they walked into and sort of lucked into a mega deal that may or may not have happened without them.
Kyle:
Alright
Scott:
So you know the fact that you’ve got such a broad kind of distributed set of results and it over the course of a year and this is a lot of different deals. So switching gears a little bit, who is the most successful sales person you know personally especially in your efforts just surround yourself with the best.
Kyle:
Yeah I would [01:02:00] say you know the there’s really a couple of people that come to mind and there’s people that I like know of, or that I’ve met but I think it’s more impactful to really think about somebody that I’ve, I’ve lived in the process with, and I’ve been able to sell alongside of and alternately learn from, so I would say Zach Batson, is the most talented sales professional that I’ve worked with, and he was in a leadership position here at my company, and I worked directly with him quite a bit.
And there were you know a number of different deals that we worked on where he and I were like the perfect dual. On calls like he his style just meshed so well with mine, and then like I had mentioned earlier I felt like I did a pretty good job of just latching on to some of the principals and things that, that he taught me either directly or indirectly and I was able to pick up on those things and kind of weave it into my own process and sort of make it my own.
Scott:
Nice, and what would you want to know about top sellers in other organizations so those you don’t know that are maybe even further ahead than you are.
Kyle:
That’s a fantastic question, I would probably you know and in this kind of has to do with the states that I’m in right now, where I don’t necessarily want to know how do you become number one, and what types of things are you doing, it which I think are great things. If we were to kind of reverse the tape to a year, year and a half ago those are probably the types of questions I’d ask, but for me since I have such an interest in things sort of outside of work right now just for the season that I’m in. I would probably ask something along the lines of what types of things are you doing outside of work that are helping to elevate your game, so you know that could go a number of different directions but I’d be curious to hear from other top performers what things they do to sort of up their game that they’re doing outside of work.
Scott:
Nice and [01:04:00] I always like to turn this question around but maybe you’ve already answered it in terms of the other kind of development that you’re doing is there anything that you would add to that that you’re doing that you would want to share
Kyle:
Oh I love that question. I would say you know for me personally you know we had a good opportunity to talk about the article today, that’s been something that I’ve, I’ve been working on a little bit is actually writing my own content. And the purpose of doing that isn’t necessarily just to create a brand for myself which is something that I’m working on a little bit, but it’s also almost like when you put pen to paper when you’re typing something up. It’s like your own declaration of that thing. And it’s like if your, if you have sort of like a sturdy foundation but then you really hammer it in. That’s what I feel like these type of things do for me is it’s great to get my name out there and the recognition that I got that article was way bigger than anything that I expected, but the thing that I’m getting out of it more than anything is taking these principles and these ideas and these things that I think to be true and really ingraining them in my mind and really you know creating a rock solid foundation and so the content piece and just kind of getting my name out there is something that I’m working on right now, and I think that helps me in so many different ways. Other than that you know there’s not, there’s not a whole ton of other ways that I would answer that other than just kind of expanding my network, and trying to be more intentional with the relationships that I’m creating.
Scott:
That’s awesome cool and finally, the last question I typically ask Kyle, what gets to try and wrap things up with something actionable that the person listening to this can apply right away, what would you suggest that someone who is doing pretty well right now but isn’t yet number one what should they do to set themselves up so that they can double their sales this year
Kyle:
Yeah I would say and we did talk about this a little bit but I’m, I’m going to reemphasize [01:06:00] it, my actionable suggestion would be in your company right now, you need to locate the people that are top performers and are essentially where you want to be, and you need to ask for their time and try to set aside some intentional hours or minutes to speak with those people and to understand what it is that they’re doing differently that’s, that’s getting the results that you ultimately want to have.
So that and you know not just people in your work environment but also outside of your work environment that are that are ultimately going to bring you up ward. So making more intentional efforts and I would say in the next week, that I guess that would be my challenge is find that person and actually reach out to them and try to set something up with them.
Scott:
That’s awesome that’s actually my favourite suggestion so far and I’ll add kind of two pieces to that, one is I think any time you are trying to open that type of relationship if. Kyle already made some good suggestions earlier about making it making it finite and defining exactly what you need I think the other thing you can think about is what can you bring a value to that relationship and that’s a place you can actually leverage me if you are reaching out to the number one seller in your organization. One of the things you might want to suggest is hey, I listen to this show called, The sales success stories podcast, and they talk to top sellers like you I would love to introduce you to Scott, and I’ll give you my email address right now, so you’re in a position that you can make that type of intro because we’ve been friends forever. You’ve been listening to me for hours, so you can send a note to Scott at top one dot F.M.
The other place that we’re trained to create this type of community with not only the guests of the show but others who are listening and really intent on improving themselves and taking things to the next level. Is that sales success community [01:08:00] so would love for you to go get involved there.
I realized I suggested that you text earlier or realize that only works in the U.S. So for those in the U.S. you can text top one to four four four nine nine nine for all the rest of you for the other thirty percent of my audience that is outside of the U.S. If you go to top one dot F.M. You can sign up for the mailing list that way and that’s all it takes once you get on that mailing list the very first e-mail you’ll get is an invitation to that success community and like I said earlier Kyle and I had nearly a two hour prep conversation yesterday. It was really wide ranging. It was really awesome covered some of the same ground but I think there’s a lot of other little tip bits in there that will be really valuable something to edit that down by the time we release this episode I would hope to have that available in that sales success community.
So again if you’re looking to continue to learn from Kyle and learn from his success that’s one place to do it the other place I would say again if you haven’t done it already go and read the article it’s well worth it it’s one that I think you may want to bookmark and keep in that you know call it a motivation motivational tickler file, so when you’re having a down day and you need something to kind of pick you up. I think it’s that type of a piece that will be really helpful in doing that and you can get there directly again at top one dot F.M. forward slash two X. and don’t forget to leave us a comment and mention that you heard Col Kyle and I talking here on the show.
So Kyle the last question I will ask is I’m sure just like we’ve talked about or you have suggested connecting with people at the top of their game obviously you’re in that position if somebody has now kind of invested the whatever it’s been seventy five or eighty minutes or so with us here today, how what’s the best way for, for them to kind of reach up and maybe ask a quick follow up question or continue to learn from you [01:10:00]
Kyle:
Yeah I think probably the easiest way to get in touch with me is just send me a message on Linked In, it’s probably there’s probably going to be a higher likelihood that I’ll respond if you write a comment and then follow up with a personal message, and typically like I said like if you can give some basic expectations of what it is that you want. As opposed to you know I’ve had a lot of people just kind of dump on me what it is that they’re going through with their sales process and how can I help. It’s a little overwhelming so when I worked with you Scott like it you just made it so simple to work with you, you followed up you said here’s exactly what the expectations are here’s what I want to talk to you, so if you send me a Linked In message give me clear expectations and give me a time and what it is that you’d like to talk about. I would say send that and then if I’m not able to reply to you just keep in mind I’m getting a lot of messages right now.
So follow up if I can’t get back to you the first time this is going to die down a little bit I can imagine the attention that I get on this article, it’s going to come to an end here pretty shortly sadly. But I would say yes follow up with another message. I’ve even told a couple of people hey, I really want to help you out but I just don’t have the time to and best in it right now, follow up with me in a week or two and I would imagine the majority of those people actually aren’t going to follow up, but if you really want to speak with me and set aside some time I would say do the initial follow up and then follow up again.
Scott:
Perfect Kyle this has been amazing thank you so much for your time for those of you listening thank you for your time and attention and listening to this point and we hope that we will share this with your audience and connect with us as we’ve described Thanks again Kyle.
Kyle:
Thanks so much Scott this is been awesome.
Thanks for listening to the sales success stories podcast to be sure you never miss an episode and for an invitation to our sales success community powered by influence [01:12:00] and subscribe to our newsletter and top one daughter F.M..
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