The Customer Experience Podcast
The Customer Experience Podcast

Episode · 3 years ago

49. 4 Tactics Every Salesperson Should Steal From Marketing w/ Scott Barker

ABOUT THIS EPISODE

The benefits of being a lifelong learner are priceless. But, have you ever considered learning more about a different profession in order to improve the work you do?

That’s exactly what Scott Barker has done on multiple occasions. Scott is the Head of Partnerships at Sales Hacker and the host of The Sales Engagement Podcast; although, don’t pigeonhole him as solely a sales pro yet.

In this episode of The Customer Experience Podcast, Scott and I discuss:

  • His definition of customer experience
  • What the line between marketing and sales really looks like
  • 4 tools sales pros should borrow from the marketing team
  • How to explore other worlds in order to inform your own work

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I started spending more time on linked in about three years ago and the amount of opportunities I've created from it. Last year, you know, my revenue target was in the multi millions and I attributed seventy percent of that was either directly linked or at least influenced by, linked in. The single most important thing you can do today is to create and deliver a better experience for your customers. Learn how sales, marketing and customer success experts create internal alignment, achieved desired outcomes and exceed customer expectations in a personal and human way. This is the customer experience podcast. Here's your host, Ethan Butte. Hey, welcome back to the customer experience podcast. Today's guest has a sound theory that the new generation of successful modern sales professionals will have to steal from the playbooks of marketing teams. Will Get some specific and actionable guidance on that from a gentleman who lives in works at the intersection of sales and marketing. He's got years of experience and Business Development, sales and sales management. He's a head of partnerships at sales hacker and a sales engagement of angelisted outreach. Scott Barker, welcome to the customer experience podcast. Thank you, Ethan. Very excited to be here and this topics of thing that is is certainly near and dear to my heart, so excited to dive into it. Yeah, and I think your background obviously lends itself really well to it and we'll get into the detail there. But I you know, in reading up, you know I we've been connected on Linkedin for a while. We've chatted before and and just in reading up in advance of this episode, you are a pretty prolific content creator but still a sales guy at heart who's still, you know, working on that edge to master the sales craft and train other people on it. So I'm excited for what you're going to bring. Before we start where I always start, which is the definitive definition of customer experience, I'd love for you just to give me a minute on this. Like a few words about interfit, the integrated fitness society. You've been working with those folks for over two years now. What are they trying to do there and what's your interest in in interfit? Yeah, Really Cool nonprofit that I'm involved in and it's a little grassroots organization here in Vancouver, Canada, where I'm from, and what they are doing is essentially they want to give people that are mentally and physically handicap the same experiences that you get as a normal person. So there's little things that you never think about, like experiencing nature, going into hikes. So one of the things that they do to reduce isolation and mentally and physically handcapped people is we will go out and we'll take them on like really grueling hikes, like really cool going up the mountain. Will like hike the chief with these people. Will get like six volunteers to help, you know, horse their wheelchairs up these things and stuff, and they get to experience some of these beautiful, breathtaking moments that we often take for granted and it's...

...just it's such a beautiful organization to be a part of. So it's about reducing isolation and giving experiences to people that have mental and physical handlifts that sometimes prevent them from doing so. It's beautiful. I love what you're doing, especially, of course, the connection with nature, which is a big thing theme for me, and in this idea of there's so much it's easily taken for granted, so that people identify those and create experiences to cover those gaps. It's just awesome. So let's go more broadly now on experience. You know, the theme of the show is customer experience. How do we create and deliver it more effectively for folks across the different teams inside organizations? When I say customer experience, what comes to mind for you? Yeah, so when you say it, I immediately almost put my my buyer hat on, right, and I think of when I think of customer experience, it's the the feeling I get from my first interaction with your organization right up until I sign on the dotted line and and probably beyond right. So it's the customer experience. Could Span Ten people at your company that I speak to. It could span your cold email sequence that you send me. It could spam all the way into you know. Are you delivering it in a Docu sign? So you're making my life easy and I don't have to go and put it in like a random pdf editor or you know, I think now more than ever, it's it's not just about adding value through the experience, but it's also about removing friction, because we all the very, very complex lives and to me, customer experience is trying to make my life a little less complicated. Well, still solving my problem. So good. You covered so many of the themes that have emerged. I think this pushing onto my fifty conversation or so, and the frictionless piece is critical. The idea that so many people will affect what the customer experiences, even though sometimes they're on different sides of these kind of arbitrary walls and fences and divisions that we create. And so how do we do it more holistically? Really, really good. Let's get onto this sales borrowing from the marketing playbook. I I as soon as we kind of chatted about that as a place to go with the conversation, I immediately identified some thoughts that I had about what might be driving this. But from your perspective, you know, is these ideas emerged for you? You set the table a little bit. What's going on, what's changing or moving? Where a salesperson is going to be compelled to start taking on some of the you know, marketing tools, tactics and things? What motivated that that line of thought for you? What's the scene here? Yeah, so I think it goes back to something that you just said about these arbitrary lines that we draw on the sand, right, and I think I actually dropped out of business school, so maybe I missed this class on the arbitrary line.

But I never saw them when I was young and I was probably much to my managers and my my CEOS headaches at the at the time of when I was young and I never really understood these these lines that we drew. And so I would I would learn so much from marketing and I would learn so much from customer success and I just wanted to understand the complete picture because I found out that when I understood the complete picture I could play my role much, much more effectively. So I think it was originally spun out of just interest. And then the other thing is I often say is in all of my roles, all of them in Tech Anyway, I sold into marketers. So again, any any good salesperson that's worth their weight knows that you need to understand your buyer as as well as they understand themselves, at least if not better, in order to be a helpful, consultative salesperson. So I think you know, I sold into marketers too long and somewhere along the way I turned around as like, well, what happened? I think I became a marketer and now I don't know which one I am, but I think that's kind of how it how it unfolded for me. Yeah, as Mosis is a powerful thing and it's really it's really important you think. I think what you said there is also kind of at the heart of what motivates me to have these conversations, which is, even if you are, even if you're not going to adapt these amazing things as Scott is about to teach you as a salesperson, just the context of what are some of the touches up stream and the consequences of those, so that I can understand the buyer or the customer when they reach me and then where do they go after this and how can I ease that transition or educate people down the line, like just this contis this end end context. Even if you don't start adapting those things, you can still iron some of the edges out, manage the transitions better or even just understand the context. I completely believe that your experience in talking up stream and downstream of your spot in a sales team dramatically improved your performance as a salesperson. M Yeah, it definitely did, and I've been lucky to be at the top of Moost leaderboards because of that. And then the only other thing I would add is also to do the same for which I alluded to, to for your your prospects right, like really understand. Like for me, I sold into event marketers for a long time and so I learned how and I literally went and created my own events here because I wanted to learn what it was like to be them and I started to enter for sales form and all these things in Vancouver so that I could learn what it takes and like the headaches for these event marketers and what their day today looks like. And so you know you can't do that and if you're selling...

...to brain surgeons, might be more difficult to go and perform their task. I think there's some laws against that. Yeah, but you can create these, you know, kind of simulations and it's really fun and you get such a better understanding and you know then you you're no longer the salesperson that is hounding them. They'll they'll honestly start coming to you because you have helpful tips. They truly view you as a consultant that is going to help them get their job done better. So really good. I mean a lot of folks talk about customer empathy and you know, the best case scenario there may be reading about it, interviewing customers, asking good follow up questions when they're in engagements with prospects and customers, but actually doing their jobs is really next level. It's really, really smart. So let's get into a couple these tips, like what just just maybe go through a handful of things that marketers typically and traditionally would take responsibility for that the salesperson could maybe fold into their own tool set. Yeah, so I do. I typically do a few exercises when I talk through this and because this is a podcast, I'll tell you a little bit about some of the exercises that you can go and and do with your own teams and I'll kind of run through it. So the first thing that I would urge you, as a sales professional to do, and if you're not a salesperson in your and see us or you're marketing, you can still take some some to this and I would take this to your to your sales ce, is you'll usually find when I ask a marketer, you know, about their value problem, you'll get a really nice value prople like what you know, bombombs value prop but what's bombombs value problem? We help you get facetoface with more people more often. We find that helps you build trust faster, communicate more clearly and connect with people more effectively. I love it. So I love you prove my point. So typically, when you ask a marketer, you'll get one or two sentences. It's very succinct. When you ask a salesperson, Hey, what's your value problem, you are going to typically get a massive monolog of, you know, all these features and benefits and all we work with these people and that goes on and it goes on and it's it's this thing of it's why I believe there's beginners luck and sales, because in the beginning you don't actually know that much. So you keep it really short and succinct and you don't throw just, you know, getting at the wall, so to speak. So what I usually do, the exercise I usually get people to do, is write down their value problem. It turns into this, you know, half a page and then we go through and you crossed all the buzz words and you crossed all the filler words and you kind of rework it. So one of the things that I think I did well was I used very, very simple language, like like I was talking to put like an eight year old. I would never use any language that it wouldn't be suitable to speak to an eight year old. And when you do that, your buyer were will actually be the one...

...that looks to make it more complex and they usually use like Obic, oh, do you mean like this and this? But yes, exactly, that's what I mean, and so they ask for the more complexity, and that's the exact position that you want to be in. So learn copywriting skills, learn how to use simple language when you're communicating your message. And there's a great, you know, Albert Einstein quote the most of us are familiar with. If you can't explain it to a six year old, you don't know it yourself. And I took that very literally and I truly would think of not in a bad way, but my buyers is like eight rows. They don't live and breathe this stuff like you do. You know, they they don't know. They are infants when it comes to your industry. So treat them as such, not in a condescending way, but use the simple language, and it worked wonders for me. And so yeah, I guess what I would urge people to do is cut your value prop down to one or two sentences. If you can't do it in two sentences, you know I don't think you actually know your product or service well enough and maybe you need to learn it a little bit better, right, and or your customer. You maybe don't know the customer well enough either. That's what I love so much about your your your offer. There that in a lot of cases, when you offer a really succinct picture position, that they start filling in any of the natural blanks around it, which he gets them in engaged and then be lets you understand how they're looking at it or how they're listening to you, which all of a sudden you have more information that you can use to push it farther and more in a more personal way, even exactly exactly. That's it. And if anyone's ever done complex or enterprise deals where there's a lot of different avenues you could take it, they basically become the driving force. Right when they say, Oh, is that like? This and this, like okay, they're focused on that use case, and then you're like, Yep, exactly, and then you can go. So it's almost like they're guiding your your value prop when you use simple language. But it yeah, so that's one. The only bonus I have on that one is we do have tools, you know, conversational intelligence tools now like goings in the chorus, so you can actually record your calls, you can listen to them and, you know, when you have an answer to a question, see if you can, you know, listen to it and then see if you can use fifty percent less words. As another one that I that I usually tell people to do. Going straight into number two, which is, of course, something I'm extremely passionate about, because SALESAC or or big community or big about community, and I'm always shocked every time I go into organizations and ask this question. Almost no one knows it is as salespeople we need to learn to contribute to online communities. Marketing knows this, marketing spends money and...

...conferences. Marketing knows where our buyers live. Sales people, we we don't have our head up for some reason on this. And you know, you can basically type in, insert your fire persona here and Group on Linkedin and there will be one. You know, they'll be a group of Fortyzero of your your buyers just sitting there interacting with each other. And this isn't an open invitation to go join those groups and then just start spamming people and sending them messages. This is an invitation to just show up, show up, make thoughtful comments on content, share original content that's not necessarily company branded, because that's, you know, gets people's radar up right away and it's a boat again, just like the first point, it's getting them to lean into you. So if they see Scott Barker, you know, commenting and making all these thoughtful posts, this guy's helpful. Like I've learned some stuff from this guy. Let's double click and see what he's all about. Oh, cool, on his page. Looks interesting. What's this company? And then they're actually going. And if you do this effectively, you can actually build your own legen machine. And it sounds crazy, but I have done it and living proof, and I'll tell you, as a salesperson, when I got my first, you know, my own inbound lead where someone's like hey, man, I saw you work for this thing. I saw you in this, this community, and I think we're in the field for this. I can you jump on a call. My my jaw completely dropped and there. What world are we living right now? This is insane, but that's marketing. Does that right, like marketing crates and inbound engine. So there's no reason we can't do what they've done on a macro level and do it on a micro level for yourself. And you like that in groups more than you like it openly on, you know, a wall just to your connections because it's such a target group of potential buyers. Yeah, I think I think both is important. Right. When I use the word communities, it can be broad, like linkedin itself is a community, you know, it's just a larger community. So if you're being very prescriptive with who you're adding and things on, you can do it more broad but I think like for some quick wins finding these communities, because the job of targeting is is kind of already done for you. So I would say my kind of action item on this one is just go find those communities. There is blogs, there is linked in groups, there is Sass, there's slack channels. are a big one these days, and go find them, share an article, share your opinions and, you know, don't do the hard cell. And then the last one, which is kind of a bonus that I usually use as a challenge to people, is there's also no reason why you can't start your own community as well for your personas. It's easier than ever to spin up...

...a slack channel or a group or get a blog going. You can all do user generated content. It doesn't actually take that long to do. And you might be saying yourself like okay, that works, but not for my industry, and I get that all the time and day. I hear that all the time about all kinds of things, like yeah, but you don't understand. Yeah, I've seen this done in the copier industry, people selling comes. I've seen this done in the dental industry. You can. You can create a community for anything. So I don't buy that it doesn't work for my persona. It just takes a little bit of up front work but trust me, the the dividends will be well worth it in the end. Good. Yeah. Then my third one is kind of similar, but this is more about building a brand for yourself. So there's that one's kind of like the demand Jen portion, which marketers think of, and then marketers also think about brand a lot. And as sales professionals, CS professionals, whoever, we don't think about brand for ourselves all that much, which is going to, I think, change over the next few years and we're already seeing it people that are paying attention to this. You know, visibility creates opportunity and I've seen it over the course of my career. I started spending more time on linkedin about three years ago and the amount of opportunities I've created from it. Last year, you know, my revenue target was in the multi millions and I attributed seventy percent of that was either directly linked or at least influenced by linked in and my my personal brand. So ways to get started like that could be a whole other Webinar, but let's stay. Let's stay really high. When you see brand and you see personal brand. Yeah, just give a few more words around that. I think the I think the concept can feel intimidating because it sounds so formal, but kind of just make it without giving a five step play book, because that's a separate conversation. In of itself, just make it approachable for folks. Yeah, so either when I when I say personal brand, I can guess that most of the listeners did one of two things that I could never do that or the other ones world their eyes, and that never especially sales people, there's this funny stigma that it's like, I don't know it's really it's funny, but I think for me, and I'll answer this question with kind of my favorite quote, which is you can escape competition through authenticity. So what building your own personal brand is is just showing you as the human, because there is no other you out there in the universe, and that is how you escape competition. Because we live in the information age. Knowledge is a commodity. People can learn the things that you learn. People can be the expert like you...

...are. So that's not enough anymore, but people, what people can't do is replace you. Write the human and people buy from humans. And so it's just about expressing your viewpoints on things, showing your knowledge. And a good way to think about it is, you know, when you got a new boss one time and the boss you know, you knew that you were awesome, but the boss didn't know it yet because he was just brand new and you know, three years down the line the boss figured out you're awesome. You guys had a great relationship and it was fantastic, but you know, there was that warming up period where you assessing each other out. Well, what if you could showcase all of your knowledge and all of you on a daily, weekly basis and that period of time that took maybe three years. Bick Oh, you know, Ethan actually really knows its stuff. That took a month. You know, because you're showcasing all you're giving it all away. So that's what you're doing, essentially for your buyers, your prospects, everyone in your network. When you create a brand as you're just your showcase, your knowledge and you're giving her away for free, with no strings attached. That's kind of how I think there's a bit of a long winded dancer. No, no, I love it because it reminds you two really important things. One is that's that's kind of where bombomb fits in a little bit to the conversation, especially in like a sales cadence or something. It's this putting forth who you are in a really honest, simple way through a video. For the exact same reason you said is you're not one in a million, you're one of a kind and you are your own best differentiator. or Be Yourself. No one else is more uniquely qualified. Right. All these ideas are true, and so it's it's just being yourself. And I think you also spoke to something that holds a lot of people up. I see it a lot when I coach people on using video to connect and communicate, and that's this idea that the people take for granted what they know right, and so they think also, already wrote a post on that or this guy already talked about that, but no one's going to do it the same way you are, with your own unique background, perspective, language experience, and so I think a lot of people sit on the sidelines are like, I don't really have anything to offer, but you have really everything to offer, and it doesn't have to be this mind blowing thing that's a revelation to yourself in the world. It just needs to be how you view things, how you think about things, how you approach him. So I thought that that answer was fantastic. Yeah, I love you. Actually mentioned a great point that I that I didn't touch on, is that's a huge limiting factor for people and they feel like they need to be profound and you and you need to get out of your your own way, because it's it's a it's fear and be it's you're doing it a disservice for someone out there. So here's how he usually I break that down. Is If you, let's say you know entry level position, you're our bed are and it's your first week as a Bedr and you think there's no way anyone can can learn from me.

Well, there's a bedr out there where it's their first day on the job and they can learn a ton from someone who has gone through an entire week and they're sitting there and it's nine o'clock and they have no idea what to expect right, so they can learn a time for me. And then the BEDR that it's their first day on the job, like there's no way in anyone can learn anything from me, there's someone who's trying really hard to get that BEDR position who can learn an immense amount from you and we'll be able to relate to you much better than they could relate to Mr sales development leader who's been doing this for eight years. That is telling you hey here, so you get a job and they're like yeah, but that's not relevant to me, like that's a totally different world, right. Yeah, so, like you said, you you have a unique viewpoint that people can definitely get value from, no matter where you sit in experience and skill whatever. There's a little bit of a curve to finding your voice and getting comfortable doing it. But to your point, a lot of what holds us up is fear. So I guess I'll just tack on a bonus for this one and then we'll get to the fourth one, which I really, really like and I'm the least well versed in in the most curious to learn about, and it's this idea that just writing a little bit every day and if you don't feel comfortable publishing or doing video. If you don't feel comfortable publishing, I guess that's okay. But the when I say practice on practice writing, looksite. I mean every so much your stuff on Linkedin and it's clever, it's fun. I kind of shear your voice in it a little bit, but you've been at it for a long time. In the beginning I'm sure it took you while to kind of find that voice, but whether you're writing or recording videos, I encourage you just to publish it. That's the best way to learn and grow in in these things like because you do need to find that voice a little bit. It's not going to be there in the beginning. So if you feel uncomfortable and you're like I can't do this, that's a normal natural feeling. HMM, publish it anyway. Yeah, totally. It's about at back. I wrote about this, I think last last week. You know, I learned early on in my career that it wasn't so much I used to wait decisions so, so heavily and I would think about them and agonize the forever. I had the idea. Exact right, yeah, exact, and then I realized that it wasn't about even making the right decision, it was making a decision, standing by it and then seeing it unfold and learning from it and then the next thing. So this is how you can think about your first couple linkedin posts. They're going to be the wrong decision, probably, but you'll see how how it goes right and and you'll get better over time. Great, give us the fourth one. Let's do it. So the fourth one came from maybe being a little bit of like a control freak of mend me like a personal okay, I'm identifying with you so far. Keep going right. Yeah, so this was I I just hated relying on other people for my success. I didn't want to have...

...to wait for marketing to go and like build me a case study, or I didn't want to wait for these inbound leads to come in. So I started learning about the the whole sales funnel from kind of start to finish. So I started learning a lot about demand Jin and there's a good quote too, and it's the more of the world is specialized and more would be run by generalists. So I started teaching my think myself things like like I movie, so I could create bitter content. I started teaching myself Canva, which is a great tool if your sales professional, because I just started creating my own sales enablement material. If we didn't have like an Roi calculator, I would go make it in canva and try and make it look as sexy as I could and then I would slap it on our marketing team's desk and be like Hey, I did this, can you maybe like make it a little bit better and they were usually stoked. Sometimes I get a slap on the wrist if I didn't get their sign off. So I would I would urge you to get their sign off. But now, like more than ever, it's so easy to teach yourself things like tools are getting so unbelievably intuitive and what would take you four years in graphic design school, now you can go learn in an afternoon on Canada, which is pretty and not take anything away from graphic designers, because there's incredibly nuance them. There's tons of stuff that I can't do, but there is little hacks that you can get. You at least halfway there now with a lot of tools that are that are coming up. So take time to build some of those like hard skills. I would say that some of some marketers have. So it urge you to learn Canava. And then I also spent an absurd amount of time learning how to build and manage my sales text act. So I didn't want to just understand the technology that, you know, I lived in every day, like the outreach that it's just like they're like. I wanted to understand, you know, if we were using bomb on my how did bomb bomb work within outreach and like what were the other capabilities? And, you know, I would buy some of my own licenses. I remember buying my first sales and have license because my sales manager wouldn't go for it, and so it's like well, okay, I'm just going to do it and then, you know, you build your own kind of business case for it and when you do that you're able to just find small tweaks that you can make from a tech standpoint that can really influence, you know, the whole kind of sales funnel. So my fourth one is just learn how to own the whole sales funnel. And it doesn't mean that you have to own the whole sales funnel, but just learn how to like pretend that you you didn't have any other resources and it was just up to you and it will be a really kind of fun experiment and thought experiment to do and extremely helpful. When I think that goes a little bit back to the top two and just having context. So even...

...if you're not going to produce fifteen graphics a month using canva or whatever, or you're not going to edit twelve movies a week, and I movie, just the context in the appreciation for and ability, when you need to, to be able to pull that string and get something done and and again ask permission, you know, and it's funny, we we go through the same thing. You know. I think so many of themes you offered your especially succinct and relevant. Messaging and copywriting. I think that's super relevant to the CS side in addition to the sale side. I think what you offered here in terms of owning the whole sales funnel, you could also offer into a CS organization, because there are different people in different seats that need to support different unique customers and at a certain point, you know, we're at this point. We're building enough process inside our organization that, yeah, you do actually need some league time to get this stuff. You know, a few years ago, if a CS person needed something for an important, you know, on boarding session, we just drop what we're doing and whip it up. But I mean we're we're a little bit past that now, and so I think, I think what you've offered here is relevant to people kind of throughout the organization, including including marketing. I have like fourteen more questions, but I'm not going to walk you through all that. My I think out of respect for your time and that in a listeners as well. It's been really, really good. I've enjoyed I guess I will ask one more before I go to to a close that I really enjoy doing, so I he's learn a lot from it. What are some sales myths that are out there? They've been maybe Zombie you walking now for a year or two or five like. What are a few sales myths or sales practices that just need to be put down for good? There's tons of them, I know, right, and many. Yeah, there's so I here's here's my any absolute throw it out, cold calling is dead. It's an absolute throw it up. Anything that speaks in black and white terms is false. Sales is incredibly nuanced and so different from organization to organization. So anything that speaks to an absolute truth or a silver bullet is unfortunately been completely debunked in it it won't and won't get to there. Yeah, I love the silver bullet. is a really important add there. I think that's what's how a lot of, I think, unsophisticated or dishonest or desperate sales people go to market. And the sad thing is the reason you can sell silver bullets is that some buyers are just seeking them, like please, yeah, give me some magic. We call it magic because a guy came up to our never mind, funk story. Yeah, he came in through Tradeho bruth and was asking for something and and one of our guys replied and was like, Um, we don't have that kind of magic, and he's like, well, tell me more about this magic. Like know, like it doesn't exist. It's not going to do that for you. That's like beyond. Yeah. So relationships are our number one core value here a bombomb hand here on the show, and so I always like to give you the chance to think or mention someone who's had a positive of impact on your life or your career and to give a mention...

...to a company, big or small, that is really treating you the right way as a customer and delivering a great experience for you. Hmm Yeah, so my my personal shoutout will have to go to my guy, Max Altiller, who is the CEO of sales acron on the BEPA marketing over it outreach. He gave me kind of my shot to play on, play on the big stage, if you will, and I'll be forever grateful for that. He saw something in me and out of four hundred people that that applied, still trying to figure out what that is, but he he's been a great friend and a great mentor and he's just an incredible, incredibly savvy marketer and salesperson and business person. And then from the side of companies that are really impressed with right now, I'll sneak into I just moved and I went to this cafe down the road on the first day that I moved and had an unbelievable experience from like top to bottom. They greeted me, they asked my name, they introduced themselves, they had an amazing food. It just the whole experience right. This is the customer experience of the entire experience from start to finish was amazing and because of it I've now been back. I've been here three days. I've been there every single day and then remember my name. They're just fantastic. And then the other organized tion, which I also love, as a company called replays right now that does on demand sales coaching, which I just think is so needed in the sales industry. They're approaching the kind of coaching it's you where you literally can, like the minute you need coaching, you can like use a replace credit and get coaching like on demand, which I think is just a really cool way of of approaching it and I've heard a lot of great things about people who have given that a shot. So those are my two. I snuck to and no, that's great. I really, really like it. I like the personal connection in the first one. I mean it that disc makes all the differences, like I see you, fellow human being, and I we welcome you into our place and now we are in relationship with one another. Right. It's so easy to take that for granted when you focus on the product in the Sert, like we need to get this order of completed in onto the table, like so easy to lose sight of the what really connects people to the company, in the brand and in and even to the product. And then on the other one, how clever. I mean, if you have a need, you have it right now, and so why not make it available right now instead of having to, you know, commit to some kind of a twelvemonth and you know, if I figure monthly commitment in order to maybe ultimately in month eight, I'll get the answer. I was seeking. Yeah, months ago. Anyway, this has been awesome. I Love Your Energy, I love your expertise, I love what you've built for yourself and your natural ongoing curiosity city to become better and to learn more and to add more.

And so, if anyone wants to follow up with you or without reach, or with sales hacker or with anything that you're doing, how can people connect with you online? Yeah, best way is through Linkedin. I'm really active on Linkedin. It's just Scott Barker. You can find me and yeah, shoot me a message. Would love to connect. Awesome, Scott. I appreciate your time so much and hope you settle into the new place well and I look forward to seeing you in person sometime soon. Awesome. Thank you so much for you then. I've really enjoyed this. Clear Communication, human connection, higher conversion. These are just some of the benefits of adding video to the messages you're sending every day. It's easy to do with just a little guidance. So pick up the official book. Rehumanize Your Business. How personal videos accelerate sales and improve customer experience. Learn more in order today at Bombombcom Book. That's bomb bombcom book. Thanks for listening to the customer experience podcast. Remember, the single most important thing you can do today is to create and deliver a better experience for your customers. Continue Learning the latest strategies and tactics by subscribing right now in your favorite podcast player, or visit Bombombcom podcast.

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