The Customer Experience Podcast
The Customer Experience Podcast

Episode · 1 year ago

59. The Pirate's Guide To Sales: Learn and Steal from The Best w/ Tyler Menke


When you constantly learn from the best, you become the best. Today we’re learning from some of the best salespeople, who know that the secret to improving customer experience is no secret at all. My most recent podcast guest spent a few years as a Marketing Director before becoming a Territory Manager for UPS, selling supply chain solutions. For the past decade, he’s been blowing out his quotas in sales and account management roles. He currently serves as a Manager of Strategic Accounts at Myriad Genetics.

On this episode, I interview Tyler Menke, Manager of Strategic Accounts at Myriad Genetics and author of The Pirate’s Guide to Sales: A Seller’s Guide for Getting from Why to Buy

We chatted about everything from Simon Sinek, TED Talks, losing a parent, ending a book, and why medical sales are so hard to break into. You’ll also hear about:

  • Our mutual adoration for Simon Sinek, Daniel Kahneman, and TED Talks
  • Establishing VALUE
  • How strategic accounts is like a quarterback
  • What sales should understand about marketing

Check out these resources we mentioned during the podcast:



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En reality, becape tiy should be thecustomers measurement, not the COMFACS, and I think so often we come up withthe KPIS and the measurements and metrics, and then we push them on thecustomer. The single most important thing you cando today is to create and deliver a better experience for your customers,learn how sales marketing and customer success experts create internalalignment, achieved desired outcomes and exceed customer expectations in apersonal and human way. This is the customer experience podcast, here'syour host, eath and Baute. When you constantly learn from the best youbecome the best. That's the thesis of our guests today on the customerexperience podcast. So today we're going to learn from some of the bestsales people who know that the secret to improving customer experience is nosecret at all. Our guests been a few years as a marketing director spent afew years as a territory manager for ups selling supply chain solutions forthe past decade, he's been blowing out his quotas in sales and accountmanagement roles, and he currently serves his manager of strategicaccounts at Maria Genetics, but the project will spend most of our time.Talking about is the pirates guide to sal, which is the result ofinterviewing top sales people over five years, and then organizing andpublishing the most interesting innovations and best stories and anewly released book Tyler menky welcome to the customer experience podcast, allthanks for having me, I'm really excited to be here. Yeah me too. Ithink the project that you undertook completely self initiated is reallycool and interesting. I'm excited to get into it, but before we get going,let's talk for a minute about your linked indescription, so you know weall have that little description. That goes with our names and a lot of peopleuse it. You know to atmention their company or other things that they'reworking on some people use it for keyward, stuffing or Selfpromotion, butyou've got a small piece of advice and inspiration. Next, your name, all itsays, is start small dream, big. What's the motivation there, it's interestingyou bring that up. I think it's kind of toful, the first part of it is toremind myself you know, I'm somebody who has a lot of ideas, and you knowthat can be both the positive and and detriment so when you're in sales,those of us that have untrepreneurial spirits and think that way we can allrelate to times where you know we see the vision and all the differentdirections that things can go, but rarely do you get to the finish linewithout you know taking the proper step, so my experience has been. You have tostart small and really Pon your craft with a small sufstatic customers andsort of branch out from there and let those individuals sort of be yourground troops and your initial group ind collection of customers that helpspread the word so good. Let's start in earnest where we always start, which isyour thoughts or your characteristics, ar your definitions of customerexperience. When I say customer...

...experience, what does that mean to you?Well, I mean, I think, when it comes to customer experience, it's a challengingone, because at times you've got things that the customer themselves don'trealize that they need, but then in other instances you know those of usthat have to pitch things or rate things for customer experience. Well,think they need something and they don't actually need it. So I thinkthere's this just tepose thing going on here, where you have to really entrenchyourself into the customers state of mind and find that happy meting betweenwhat is needed and what is wanted to create something of true value for acustomer, and you know so I think it's a challenging thing is because, like Isaid at times, they don't know exactly what the next best thing would be, butthen again we don't either. So you really have to entrench yourself tofind that happy place where they truly have a valued experience at I like this,this tension between wants and needs. You know we've one of the things thatwe've said around here at Bombam for a while is sell them what they want, butgive them what they need. I just really like that tension. I like the way youspoke to it. Let's get to the pirates guide right off the top here. What wasthe spark for this project yeah? So I had wanted to break into medicalsales and those of your listeners that know anything about medical sales. It'skind of a tough field to break into and a lot of times you have to kind of earnyour earn your way in, and so I had taken on this role at Hologic whicis, awhich was called a surgical sales, specialist role, and basically, whatthat was is you would go out and fill in open territories in and around thecountry. So if there was a maternity leave or somebody had been, let go youwould fil in until that replacement was brought, and so I remember interviewingfor that and the guy who hired me whes now made it all the way up to coo atanother large device company. He told me this will be the hardest year ofyour career. Are you willing to do this, and so I like the challenge I took it on,but the beauty of that year is all of us in sales. We can be pretty hard onourselves right and so, when you're, given a territory, that's not yours andvery little detail around it. You give yourself a little bit of brace or alittle wayroom to make mistakes and not beat yourself up and so it'as likelearning sales, medical sales. By drinking from? U P Fire Hodes, you knowevery territory I took on to have to relearn everything new sets of doctors,and I made so many mistakes in that year. I came out of it. You knowfeeling really confident in my abilities, but I also realized you knowI learned so much fror. My mistakes, but I also learned so much from all theencounters because it was kind of like a pirate's guide venture in and ofitself. I was learning from all the... that were all around me and youknow ten different geographies around that country, so that's sort of wheremy inspiration came from I'm like. I wonder if I can continue to acceleratethis process by getting other copsellers on the phone and otherbusiness minded people on the phone and and kind of firting all the BESTT ideasfrom them. So when in that process you know because a lot of us are doing, youknow if we're learning and growing and challenging ourselves we're gettinginvolved. I in products and circumstances, maybe not as crazy asYouras, you know, being at fillin around the country, but you know we'reall learning and growing, but so so few people actually take the time todocument it. Were you documenting it? As you were going, I had no intention really of getting toa published work until much more recently, but I've always been sort ofa left Reiner and I've always liked to write and play guitar and draw IngSketch, and so you know it's just kind of a part of my daily routine to dothat, and so I had a lot of notes and a lot of things that I've written aboutI've written some articles on Linkin- and I remember a few years back, thearticle that kind of went the most viral you know in a smaller scale, wasone that was you know of that topic. Basically, you know here's a bunch ofideas and you know take what you want for yourself and your own sellingsystem, and so that was when I was like Huh. I wonder if there's something here,you know and most most salesbooks, that I've ever read and I'm a bi reader. Ilike a lot of stuff on behamoral psychology and even philosophy and somesome of the deeper subjects, but the sales books are typically written byresearchers, not actual be to be sales. So I thought there might be an NeshareNice. It sounds like from a customer experience standpoint. That is onepoint of differentiation. The research is in primary research with people whoare actually out there trying to solve customers problems right, yeah and Iincorporate a lot of you know, stuff from sales books. I hadread that you know I found a value and stuff from you know: Other businessbooks, people like Raydallio and Daniel Coneman, a and some real true thoughtleaders. There's certain subject matter that I don't feel like us in sales.Even if you are a master, are going to be as good as you know, Daniel contemen,when it comes to decision making sure yeah we leaned on his research n in thebook that we wrote here, rehumanize Your Business, so you're, obviously anaccomplished salesperson, as you were undertaking this, but I'll bet youstill learned a ton by talking with a bunch of other great sales people. wasthere anything that surprised you in this journey, where you like, like areal Aha for you, yeah and you're. Exactly right I mean Ilearned so much for this process and that's why I hope you know others wwillsee the value and what I wrote. But..., I would say the biggest surprise tome is that sales people get pigeonal like we like for years. They'll say youknow, companies will be seeking youre looking for a challent or some sort oflabel the best sales people have almost nothing in common from a personalitysandpoint. Not Not that I could find you know. I remember my first sales jobtraining with somebody and thinking Gosh. You know if this is how I have tobe. I'm not sure I'm going to be able to pull this off like I don't have nearthe energy that guy has. I don't have near the cuave appeal, and yet I slowly butsurely found it. It's about your own system and there's. No, you knowpersonality. I've met introverts that are just tremendously grade salespeople. So that's probably the biggest thing yeah. It's really interesting. Iobviously am working with a lot of people trying to get them to be morecomfortable using video in their work. Whether they're in marketing salescustomer success, leadership, management and it's the same thing, alot of people think they need to be this big, specific, dynamic personality,but really all of us are succeeding every day on who we are and so havingthat confidence in there and some systematic approachand. Some disciplinegoes a long way, one of the phrases in the subtitle of the pirates Guid tosales. It's interesting to me is this: Why to buy talk about that like movingmoving people from why to buy like talk about that language and what's behindit, I think in the esolution of sales. You know: We've gone from, you know.Back in the day when there was lass compotition, you would build arelationship with people and then, if you think about, has our business andour economies change, we got to a place where there was a lot of problems,because everything got much more automated and systematic, and so that'swhen spin selling came out and then we got to a place where there were so manypeople trying to fice and find problems that it was those that could reallyshift perspective and build that and walk that tension line that theChalenger came about. I really think we moved so fast bace today that you haveto sort of take bits and pieces from everything and combining into your ownsystem, but nothing has changed. You know somebody we all like to buy. Wecan allhome think of a time where we bought something in. It was a greatprocess. You know like whether it be chickfillet for lunch or you know your new APP life and we canall think of something that we bought where they experience was great, and soreally that comes down to the fact that that customer or that product isunderstanding. You know why you're there, you know the. Why is isbasically the motivation, so the thought of feature advantage benefit.You know, I think Simon Syndicated right and that when you can understandthe why you can cut a lot of the fat... know and get to the core reason whysomebody would have any interest prior to data dumping, so th that's sort ofthe thought, but I think that in today's world, it's far morechallenging than ever to understand and just sell to the, why you know, I think,that's the part from Simon Cynix works that I've read that is sort of missingit's kind of a challenging endeavor to understand that yeah and there's a bigbehavioral economics, conversation and problem to be solved there. One of thebig pieces in there to me in the pirates guide is the value acronym. Canyou just speak to that a little bit? I think it. There are a lot of reallyimportant ideas there and I'd love for you just to speak a little bit aboutthat acronym of Value Yeah. So if you read the book, you'll seethere's some tems in there about lean six sing. Myve I've got a lean, sixsigma certification, Bron certification, and when you go through that process orif you know anything about lean manufacturing, a lot of it is like theywere the Simon cynics before the sum an Cynex. They were trying to understandthe why behind by for customers and create something of value in somethingthat ties directly to Itene, but I want Tahad just used an acronym of value.The sort of highlight some of the lesser thoughtplaces to look for adding value to the customer, so using the Acronym v standsfor variability so in. If you think about it, anytime, there's variabilityof product or service. That's going to be something that if your products canhelp with it's going to add, va Youe, likewise tea being automation. So ifyou can automate a manual process or automate something for a customer,that's going to immediately brig up time and be a value, the l being forlower cost. You know there are a number of different ways to lower cost outsideof just the price itself and if you think about products like appleor truly innovative products anytime, youcan uniquely differentiate for your customer. If you can create somethinguniquely different for their brand with your product or service, then you'regoing to be seen as somebody that can add value and then lastley access wastewe all get so busy. We forget and become blind to the waste in front ofus. So having somebody come in and be able to find that waste and rid the thecompany or product of it is usually a good place to love. Yeah there's a lotin there. When I hear variability and product or service, I feel like thosewhen people experience that that's a shake of trust or confidence. It's likethis isn't what I expected, or this isn't quite what I got last time, likeit kind of shakes that up a little bit. I think automation speaks a little bitto the elimination of friction and and just making things more, seanless,obviously eliminating waste and in...

...lowering costs throughout the supplychain, and maybe passing those on to the customer savings or, as you said,like Loren cost, might not actually be in the price at all and then of course,younique differentiation is really what brand experience and customerexperience are about. I just really like what you've done there and it'sreally useful last thing I'll ask about specifically around the book. Is thisidea of burning of the boat? That was a phrase that a lot of people useintermittently, but it's one that's so fun and interesting and bold talk aboutthe way you use it in this context. Obviously, the boats lend themselves tothe pirating theme, but you know talk about what's really behind it yeah. Soone of the things that I always appreciate when I'm reading a book is understanding a little bit about theauthor and their wine, and I was really struggling to come up withsomething to conclude the book and I had landed on that in my outline. Youknow the burn the boad thing, but I was scared because of the cliche. So if youread that it's a very heartfelt, you know, I can't read it without trying,because I lost my dad day after his sixtieth birthday, this pathmay, and soit's a conclusion that talks about one of the key learnings I had through thatbreathing process and how I never wanted to go back to the way of thinking that I had prior tothis period of enlightenment and so in a similar way. The book cincludes withyou know hopefully you've taken away things that I you'll carry with you andyou'll. Never look back, and so you know the point not being yourtraditional burn. The boats in that you're going to throw out everything,you've learned prior to reading this, but in essence that hopefully, you'vehad some things that will challenge yourself to continue to grow and sellbetter and connect more appropriately, beautiful there're. So many things thatyou offered there that remind me of my own journey in organizing thoughts anddoing some writing, including the loss of a parent and struggling to figureout how to end a book, but will save that maybe for a personal conversation,fun, Steve Jobs quote around the book and then we'll move on. Is it's morefun to be a pirate than to join the navy? You know you've already mentionedapple a couple of times. How much did that quote mean to you around this team?Obviously, the pirate's guide is stealing in begging and borrowing thebest ideas from other sales people. But how much did that quote? Lend itself tothe theme for you it really when I was trying to conjure up and to use, youknow what you just said: hit's exactly what you're trying to do when you'vegot this framework of ideas is. How are you going to organize it in a way thatcan be easy to follow, but, but also you know memorable and that that quoteis what actually drove the whole thing, and so for me, when I heard tha quote,and I was trying to come up with the framework, I was like that. That's ITTHAT'S INESSENCE! What we're doing here... just what you said: We're going outand taking the best ideas and learning from the best and and tirating them. Soyou know, apple is famous apparently for flying pirates, flag on top and andimploring their people to go, learn from the best and an innovate in thatregard. So you know, I think that that was a big part of the title and alsowhat lended itself to the framework cool, congratulations again on justcrushing quota after quota after quota. My motivation here on the show is tostart having a clearer and better conversation across marketing sales andcustomer success, in particular, but throughout the organization about howto create better alignment toward a better customer experience, becauseeven in a healthy culture, we can find ourselves a little bit silo, and sothere are a couple really interesting things about your careers that I wouldlove to ask you about to start drawing some of these connections and the firstone is. You know when I look at your your profile on linked in. I feel likea couple of these roles, their sales roles, but there there they seem to bea blend, maybe of account executive and account manager which, in a lot oforganizations, are two separate sides of the House, talk a little bit about atraditional sales role versus and account management roll. Do you seethat yourself and my is my observation, even in the ball park, and what do youthink about that? Well, I think, is a relate to the you know, the theparallels and hope. Well, hopefully, the parallels between marketing salesand customer experience. You know there's a variety of different roleswithin companies and they all have sort of a cross olination so to speak, but Imean I think for me personally, working in a large corporation there, ten, youknow in a purposeful way, there tends to be a silone and segmentation ofdifferent roles, even from inside sales to outside sales, but to answer y oquestion in strategic accounts, you know I work closely with all sides ofthe table, and so you really do find a lot of commonalities and I have totypically be the quarterback the grade that sort of common thread or golden thread thatweaves through the customer messaging. It really is a challenge. I love whatyou're doing, because I think often times there is a discoect betweenmarketing and sales and even between marketing sales and Custo. You know, Ireally think we tend to always go to the same wells and for information, andthat can lead you down a path that you know. Has You redoing a lot of thingsafter the fact? I think the more observation you can do of the customeron the ground floor prior to launching or producing anything thet, better off,you'll, be absolutely and then creating feedback loops, because differentpeople are experiencing and touching the customer at different points and indifferent ways. We all see the customer...

...a little bit differently, part of it'sthe way we have our metric setup. Metrics can create some alignment, butso you definitely see yourself as a salesperson rather than a count manager.Absolutely yeah, and I mean I think I I often will have to jump into differentseats and I certainly enjoy all aspects of business. But traditionally I'vebeen more in a sales role, but yeah you touch on something there with themetrics that that also kind of sticks in microw. I think that that metricsare super super important ow. I think it'st difference between a personal trainer and going on your venture this January.First on yourself to lose weight. You know somebody takes your body. Fivepercentage. Cholesterol takes all your measurements. When you step on thescale, the end of February and haven't lost any weight, they can, they canshow you all the other places that you had success. But in the book I talkedabout KPIS and I reverse the you know how Simon Centic rerverses it with theGolden Circle. I reverse it with Kpis because in reality, Bhecapeti should bethe customers measurement, not the companies, and I think so often we comeup with the KPIS and the measurements and metrics. And then we push them onthe customer, and I think that's where you were things go arive because you'renot necessarily measur measuring the right things. You can understand what'simportant to the customer and measure those things now. You've got somethingabout him right and you start to understand the value that you'reactually providing even better. That's a really, really great insight. So youyoure a Cincinnati Guy. You went to school at Zavior and you did anundergraduate degree and in an Mba there and your Undergrad was inmarketing an entrepreneurship, and you spent your first few years of yourcareer as a marketing director. How do you think that marketing study andmarketing work earlier in your career set you up for a successful salescareer? Well, I mean that was another firehose experience. I was working for entrepreneur and he had sort of grunned pretty quicklyand at the same time he lost his marketing director and I was just anintern still in college when they offered me the full time position andall of a sudden was in. You know. I was like I'll take this onI'm worketing, director and, and I have over a million dollar budget withFranchisees, and I would have to meet with all these business owners. Youknow these franchisees and I was the guy that was in charge of their budget.So jus I mean you know for me it was all about understanding what was goingto be the common thing that would help the most entrepreneurs, not what Iwanted to to finth our market. But I think that to answer your question, Ithink that role taught me so much just about you know the humility and theunderstanding of where people when business ewters are coming from,because there's so much pressure in...

...that one percent marketing budget and afranchise fee is a lot. You know because it's coming, it's coming rightoff the margin, and so you know, I think it made me feel super respectful and indebted todoing the best I possibly could with their money and then as you grow andexpand into roles where there's more money in larger companies and stuff,like that, creating that unique value from a marking, side and being laserfocused and argued, and not using too much of a shock, Gon approach, you know,that's something: I've never forgotten really good. Is there anything that youwish more sales people understood about marketing or marketers or the marketingprocess? Well, I mean, I think, that they'redifferent, you know, I see frustration across both sides from time to time andI think the more you understand just like when you know you hear about acouple going through a divorce and you've big sides. You know there'soften two sides of story and until you understand both it's really hard foryou to have an opinion. At least one that's right, but I think for me justunderstanding that they're very different roles, you know marketing isgoing to have to build a brand and branding is still relatively new tosales people. They don't necessarily understand the value they want to drivesomething now you know they're not always is long term or visionary andthen likewise, you know sales people, one time see marketing push things thatthey know their customers aren't going to respond to because there wasn'tenough testing done on the ground level. So I think the biggest thing is just themworking together, because there's a lot that can be learned by that happeningcompletely agree. So are there? Is there anything that you remember ortook away from your time at Oups, you had a very complex sale. It seems likeobviously, a very large company you're, getting probably deep into yourcustomers. Businesses. Is there anything you know a decade, remove thatyou remember from your time at ups, oh absolutely, and what was interestingabout that job as as soon as you tell somebody you worked ore sold for ups,they think of package Pobem, where it's the postal service beds and ups. But Iworked in the free, flording division. You know ocean and airfreed, and I'msure people don't realize this, but there's thousands of those companiesout there. It reallly a broker in a travel agent F for larger Shitments,and so ups was by no means and they're, probably still not the largest player.I mean they were like fifteen to twenty down the list, so they couldn't. Theydidn't have the purchasing power to be the lowest cost provider, but then, atthe same time, everybody's heard of ups,... they expect them to have good price.So, for me, understanding the value and how complex it is to get something frompoint a to point b through customs customs brokerage and how importantthat was, but then most most importantly, the thing the ups had thamost above them on the competior list did and was the technology. So as soon as I started realizing howimportant it was for a customer to understand that their oceanship met wasyou know, ten days out, nine ays out cleared custom. They cand seevisibility of that. You know that that could lend itself to the differencebetween a thousand dollars. forshipping container, you know more because ifit's no good, if it's cheaper, but it shows up a week late in You'R, all yourproduct goes out a week late, so yeah and you didn't see that delay comingfive days out right. That visibility is such a huge value ad. It's really good!Now you had. This is something I picked up off your linkedin profile. You, youwere invited to give a speech to new hires on Best Practices for your firstyear in sales at ups yeah. I you do remember. How did you get that inviteand then do you remember any of the top takeaways for folks yeah? I wonder whythey picked me now thinking back Youh. By no means was I any sort of topseller at that point. So I remember when I went in there. The biggest thingthat set out to do is just start with a lotof questions. No, how are things going for the new hire whic challenges forthe experiencing? What frustrations did they have and I did very littleplanning. I would have done a lot more planning hat. I done that today, butthat's that's how I started and then I just spoke to all the things that I hadjust gone through. You know that I had just experienced in my first year and Ihad a guy recently that got brought on to myriad and he talked about how, whenI came and talked to a new hiher class, how he remembered some of the things. Isaid it's funny. I don't remember exactly and that's funny. Wellcuriosity goes a long way. I mean, I think, starting with questions isalways a great place to start, and I guess, as we approach the close here, Igot one more quick question for you: The NBA. What were your considerationspros cons as you ju, as you wondered if that was a worth your investment oftime and money? What were some of the factors that led you to pursue an NBAat Zavior after doing your Undergrad Yeah, so my dad had worked at in Zavior and I so first inFormas I had a financial benefit, so I had gotten a you know: Substantialreduction and cost that you know w it some day expire, or at least I thoughtso. I wanted to take advantage of that. But secondarily I remember thinking atthe time and hearing from other people, the connections Yomake, but then justhow much you learn from your classmates...

...and that's something that you know. Ithink if anyone has the opportunity to do an NBA or something like that, ifyou can get in you know it's much more challenging. Obviously, if you can doit online, that's great, but the interactions, the personal interactions,because at the time there wasn't as many online classes, I think Onlykeouple online, but I mean the interactions and what you learn fromall your classmates was was absolutely the most powerful and then just adeeper dive, particularly in statistics. I think statistics is so important inbusiness and you just really scratch the surface in your undergread. So Iremember thinking that all the statistics, deep dive was well worth ityeah. I agreed I did my mba in person predominantly, and it was to get thatface to face time with all these other working professionals. Of course, thethe folks that were leading the classes were also accomplished and valuable intheir own way and for me definitely statistics but then also finance. Thatwas kind of like the weeder course and my NBA programs, like that, was themaker break. If you're like a marketer- or you know some of these other, even asales sales based person, if you could grind your way through the financeclass, then you knew you were going to make it yeah and I'm sure you would agree with this too.Just being able to understand and read financtal reports. You know, I remember not really fully understanding the lineitems coming out of Undergrad and I think that that you know certainlyhelps the time yeah relationship to our number one core value here at Bombam,and so I like to give you the chance before we say goodbye to thank ormention someone who's had a positive impact on your life or career and thenseparately give a shout out or a mention to a company or a brand thatyou really like in respect for the way that they deliver an experience for youas a customer. So I'll have te forward this doerbecause I'm sure she wouldn't find it. But my the first person that came tomind is my grandma. My Dad's mom she's lost two kids this year and which hisgot to be tremendously hard, but she is somebody who she has just the best she's in her s,and she just has the best approach at life, and you know she is just full of love andjoy, and you know she's had a tremendous impact on my life in so manyways. She's also always been veryentrtreneural. My grandpa ran surgery, practice and started it from scratchand, and she was very instrumental and helping with that, and- and so you know,she's somebody who you know I still sit down with and well have some veryserious deconversations with that. I always learn from so that's the firstperson that comes to mind great and how about a company...

...there's a lot of companies that you know. I traditionally have greatexperiences with the first that comes to mind is Ted talks. You know, I thinkthat there have been so many Ted talks that I've listened to, that have hadimpact on my life and oftentimes. When I'm having you know not the best day,I'll try to find one to sort of reframe and shift my my you know my brain or myway of thinking, you know I love what they stand for, and I love themessaging and the format and it's had a tremendousimpact of my life and it's not something I really thought of until youaskd the question. It's really good. I love that answer and yeah I mean what achallenge to take. You know a lot of these people are taking their currentwork or maybe even their life, or could trying to get it into eighteen minutesin a sensible way. That's interesting and easy to follow, and so ou get likethese. You know it's like the cliffs notes of you know, really really richand important bodies of work. It's so good and I love the way that you use itthat it's a go to when you need it tyler again. This has been great. Isincerely appreciate your time so much. You are doing great work, you're,surrounded by wonderful people. It sounds like, and if someone wants to follow up with you,they want to learn more about the pirates guide or anything else. Whatare some places that you would send folks to connect with you or the workthat you're doing yeah? I would, I would emplore anyone to just reach outtea linked in you just search Tyler Mankey, and I should pop up and send me a message or connect with methat way. I love you know talking to people and connecting to people. Icover five states. I have a lot of windshield time, so I even try to youknow, get on the phone with people and and learn a little about little bitabout their story. So that's what I would say the pirates Guy d. You canjust find be a google, but it's on Amazon you know Kandl Lit, will soon beonaudible. So that's what I would say, Jis linked in you reach out to me thatway. bawesome sounds really good. I'll have all this stuff linked up in you know. We write up every one ofthese episodes for those of you who are listening. If you have not visitedbombombcom forward, podcast, just bombomcom podcast, we write all ofthese up. We put video clips in there. I link up things that the guests talkabout, and so, if you want to to learn more about tyler and some of the stuffthat we talked about here, if you want to see him in video, it's all happeningat Bombomcom, Lsh, podcast tyler. Thank you again for your time ill. Thank you!So much. This has been great. I can tell you're one of the you knowauthentic. True, you know people that are out there trying to help sort ofshare all the messages and help oteverybody get better. So this hasbeen a pleasure awesome. Yeah. We share philosophy that way I love connectingwith and learning from other people, and then you know to have a formatwhere you can share with other people, makes it even more valuable s. Itcreates that ongoing conversation. So thank you against so much for beingpart of it and thank you for listening,...

...clear communication, human connection,higher conversion. These are just some of the benefits of adding video to themessages. Your 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 atBombamcom book, that's bomb, tombcom fuck, thanks for listening to thecustomer experience. podcast remember the single most important thing you cando today is to create and deliver a better experience for your customers,continue learning the latest strategies and tactics by subscribing right now inyour favorite podcast player, or visit Bombomcom podcast.

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