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

ABOUT THIS EPISODE

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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The reality. The KPIS 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. The single most important thing you can do today is to createand deliver a better experience for your customers. Learn how sales, marketing and customersuccess experts create internal alignment, achieved desired outcomes and exceed customer expectations ina personal and human way. This is the customer experience podcast. Here's yourhost, Ethan Butte. When you constantly learn from the best, you becomethe best. That's the thesis of our guest today on the customer experience podcast. So today we're going to learn from some of the best salespeople who knowthat the secret to improving customer experience is no secret at all. Our guestspent a few years as a marketing director, spent a few years as a territorymanager for you PS selling supply chain solutions. For the past decade he'sbeen blowing out as quotas in sales and account management roles and he currently servesas manager of strategic accounts at Maria Genetics, but the project will spend most ofour time talking about is the pirates guide to sale, which is theresult of interviewing top sales people over five years and then organizing and publishing themost interesting innovations and best stories and a newly released book. Tyler Manky,welcome to the customer experience podcast. Oh thanks are having me. I'm reallyexcited to be here. Yeah, me too. I think a project thatyou undertook completely self initiated is really cool and interesting. I'm excited to getinto it. But before we get going, let's talk for a minute about yourlinkedin description. So you know, we all have that little description thatgoes with our names and a lot of people use it, you know,to to act mention their company or other things that they're working on. Somepeople use it for keyword stuffing or self promotion. But you've got a smallpiece of advice and inspiration next to your name. All it says is startsmall, dream big. What's the motivation there? It's interesting you bring thatup. I think it's kind of twofold. The first part of it is toremind myself. You know, I'm somebody who has a lot of ideas, and you know that can be both a positive and a detriment. Sowhen you're in sales or those of us that have entrepreneurial spirits and think thatway, we can all relate to times where, you know, we seethe vision and all the different directions that things can go, but rarely doyou get to the finish line without, you know, taking the proper step. So my experience has been you have to start small and really own yourcrafts with a small substic customers and sort of branch out from there and letthose individuals sort of be your ground troops and your initial group and collection ofcustomers that help spread the word. So good. Let's start in earnest,where we always start, which is your thoughts or your care juristics or yourdefinitions of customer experience. When I say...

...customer experience, what does that meanto you? Well, I mean I think when it comes to customer experienceit's a challenging one because at times you've got things that the customer themselves don'trealize that they need, but then in other instances, you know, thoseof us that have to pitch things or create things for customer experience will thinkthey need something and they don't actually need it. So I think there's thisjugstaposed thing going on here where you have to really intrench yourself into the customersstate of mind and find that happy median between what is needed and what isone that to create something of true value for a customer. And you knowso I think it's a challenging thing just because, like I said, attimes they don't know exactly what the next best thing would be, but thenagain we don't either. So you really have to intrench yourself to find thathappy place where they truly have a valued experience. That I like, thisthis tension between wants and needs. You know, we've one of the thingsthat we've set around here at bombomb for a while is sell them what theywant, but give them what they need. I just really like that tension.I like the way you spoke to it. Let's get to the piratesguide right off the top here. What was the spark for this project?Yeah, so I had wanted to break into medical sales and those of yourlisteners that know anything about medical sales, it's kind of a tough field tobreak into and a lot of times you have to kind of earn your earnyour way in. And so I had taken on this role at logic whichis which was called a surgical sales specialist role. And basically what that wasis you would go out and fill in open territories in and around the country. So if there was a maternity leave or if somebody had been let go, you would fill in until that replacement was brought and so I remember interviewingfor that and the guy who hired me, who's now made it all the wayup to Co at another large device company, he told me this willbe the hardest year of your career. Are you willing to do this?And so I like the challenge. I took it on. But the beautyof 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 race ora little wig room to make mistakes and not beat yourself up. And soit was like learning sales, medical sales, by drinking from a fire hose.You know, every territory I took on, I have to relearn everything. New Sets of doctors and I made so many mistakes in that year.I came out of it, you know, feeling really confident in my abilities,but I also realize, you know, I learned so much for my mistakes, but I also learned so much from all the counters, because itwas kind of like a pirates guy adventure in and of itself. I waslearning from all the best that were all...

...around me and, you know,ten different geographies around that country. So that's sort of where my inspiration camefrom. I'm like, I wonder if I can continue to accelerate this processby getting other cop sellers on the phone and and other business minded people onthe phone and and kind of firing all the best ideas from them. Sowhen in that process, you know could, because a lot of us are doingyou know, if we're learning and growing and challenging ourselves. We're gettinginvolved in in products and circumstances, maybe not as crazy as yours, youknow, being at filling around the country, but you know, we're all learningand growing, but so, so few people actually take the time todocument it. Were you documenting it as you were going? I had nointention really of getting to a published work until much more recently, but I'vealways been sort of a left brainer and I've always liked to write and playguitar and draw and sketch and so, you know, it's just kind ofa part of my daily routine to do that. And so I had alot of notes and a lot of things that I've written about. I've writtensome articles on Linkedin and I remember few years back the article that kind ofwent the most viral, you know, on a smaller scale, was onethat was, you know, of that topic. Basically, you know,here's a bunch of ideas and you know, take what you want for yourself andyour own selling system. And so that was when I was like,how I wonder if there's something here. You know, and most most salesbooks that I've ever read, and I'm a big reader. I like alot of stuff on behavioral psychology and even philosophy and some of the deeper subjects, but the sales books are typically written by researchers, not actual be tobe sales so I thought there might be a niche here. Nice it soundslike, from a customer experience standpoint. That is one point of differentiation.The research is in primary research with people who are actually out there trying tosolve customers problems. Right. Yeah, and I incorporate a lot of,you know, stuff from sales books I had read that, you know,I found a value and stuff from, you know, other business books,people like Ray Dalli Oh and Daniel conoman and and some real true thought leaders. There's certain subject matter that I don't feel like us in sales, evenif you are a master or going to be as good as you know,Daniel Connoman, when it comes to decision making. To sure. Yeah,we Allan on his research in in the book that we wrote here Rehumanize YourBusiness. So you're obviously an accomplished salesperson as you were undertaking this, butI'll bet you still learned to ton by talking with a bunch of other greatsalespeople. was there anything that surprised you in this journey where you like likea real Aha for you? You yeah, and you're exactly right. I mean, I learned so much for this process and that's why I hope,you know, others will see the value...

...and what I wrote. But no, I would say the biggest surprise to me is that salespeople get pigeonholed,like we like for years, they'll say. You know, companies will be seekingyour looking for a challenge, some sort of label. The best salespeoplehave almost nothing in common from a personality standpoint, not not that I couldfind. You know, I remember my first sales job training with somebody andthinking, Gosh, you know, if this is how I have to be, I'm not sure I'm going to be able to pull this off. LikeI don't have near the energy that guy has, I don't have near thechuave a appeal. And yet I slowly but surely found that it's about yourown system and there's no, you know, personality. I've met introverts that arejust tremendously great sales people. So that's probably the biggest thing. Yeah, it's really interesting. I obviously am working with a lot of people tryingto get them to be more comfortable using video in their work, whether they'rein marketing, sales, customer success, leadership management, and it's the samething. A lot of people think they need to be this big, specific, dynamic personality, but really all of us are succeeding every day on whowe are, and so having that confidence in there and some systematic approach andsome discipline goes a long way. One of the phrases in the subtitle ofthe pirates guide to sales, it's interesting to me, is this why tobuy. Talk about that, like moving moving people from why to buy,like talk about that language and what's behind it. I think in the evolutionof sales, you know, we've gone from you know, back in theday when there was less competition, you would build a relationship with people,and then, if you think about has ow our business and our economies change, we got to a place where there was a lot of problem because everythinggot much more automated and systematic, and so that's when spin selling came out. And then we got to a place where there were so many people tryingto fix and and find problems that it was those that could really shift perspectiveand build that and walk that tension line that the challenger came about. Ireally think we moved so fast paced today that you have to sort of takebits and pieces from everything and combine an into your own system. But nothinghas changed. You know somebody, we all like to buy. We canall think of a time where we bought something and it was a great process, you know, like whether it be chick fil a for lunch or,you know, your new apple life. We can all think of something thatwe bought where the experience was great, and so really that comes down tothe fact that that customer or that product is understanding, you know, whyyou're there. You know the eye is is basically the motivation. So thethought of feature, advantage benefit, you know, I think Simon Synecd itright and that when you can understand the...

...why, you can cut a lotof the fat, you know, and get to the core reason why somebodywould have any interest prior to data dumping. So that's sort of the thought.But I think that in today's world is far more challenging than ever tounderstand and just sell to the why. You know. I think that's thepart from Simon Senex works that I've read that that is sort of missing.It's kind of a challenging endeavor to understand that. Yeah, and there's abig behavioral economics conversation and problem to be solved there. One of the bigpieces 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 lotof really important ideas there and I'd love for you just to speak alittle bit about that acronym of Value. Yeah, so if you read thebook you'll see there's some themes in there about lean six sing my. I'vegot a lean six sigma certification, broad certification, and when you go throughthat process or if you know anything about lean manufacturing, a lot of itis like they were the Simon Senex before the Simon Sentex. They were tryingto understand the why behind by for customers and create something of value in somethingthat ties directly to Eugene. So I went ahead and just used an acronymof value. The sort of highlights some of the lesser thought places to lookfor adding value to the customer. So using the acronym V stands for variability. So any if you think about it, anytime there's variability of product or service, that's going to be something that if your product can help with,it's going to add value. Likewise, the a being automation. So ifyou can automate a manual process or automate something for a customer, that's goingto immediately bring up time and be of value. The l being for lowercost. You know there are a number of different ways to lower costs outsideof just the price itself. And if you think about products like apple ortruly innovative products, anytime you can uniquely differentiate for your customer, if youcan create something uniquely different for their brand with your product or service, thenyou're going to be seen as somebody that can add value. And then,lastly, access waste. We all get so busy we forget and become blindto the waist in front of us. So having somebody come in and beable to find that waste and and rid the the company or product of itis is usually a good place to look. Yeah, there's a lot in 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 like, this isn't what I expected or this isn't quite what I got last time. Like it kind of shakes that up a little bit. I think automationspeaks a little bit to the elimination of friction and and just making things moreseamless, obviously eliminating waste and in lowering...

...costs throughout the supply chain and maybepassing those on to the customers savings or, as you said, like lowering costmight not actually be in the price at all. And then, ofcourse, unique differentiation is really what brand experience and customer experience are about.I just really like what you've done there and it's really useful. Last I'llask about specifically around the book is this idea of burning of the boats.Now it's a phrase that a lot of people use intermittently, but it's onethat's so fun and interesting and bold. Talk about the way you use itin this context. Obviously the boats lend themselves to the pirating theme, butyou know, talk about what's really behind it. Yeah, so one ofthe things that I always appreciate when I'm reading a book is understanding a littlebit about the author and their why. And I was really struggling to comeup with something to conclude the book and I had landed on that in myoutline, you know, the burned the boats thing, but I was scaredbecause of the cliche. So if you read that, it's a very heartfeltyou know, I can't read it without crying because I lost my daddy aftera sixties birthday this path may, and so it's a conclusion that talks aboutone of the key learnings I had through that reading process and how I neverwanted to go back to the way of thinking that I had prior to thisperiod of enlightenment. And so, in a similar way, the book concludeswith you know, hopefully you've taken away things that you'll carry with you andyou'll never look back, and so you know the point not being your traditionalburn the boats and that you're going to throw out everything you've learned prior toreading this, but in essence that hopefully you've had some things that will challengeyourself to continue to grow and sell better and connect more appropriately. Beautiful.There are so many things that you offered there that remind me of my ownjourney in organizing thoughts and doing some writing, including the loss of a parent andstruggling to figure out how to end a book. But will say thatmaybe for a personal conversation. Fun Steve Jobs quote around the book and thenwe'll move on is it's more fun to be a pirate than to join thenavy. You know you've already mentioned apple a couple of times. How muchdid that quote mean do you around this team? Obviously the pirates guide isis stealing, in begging and borrowing the best ideas from other salespeople. Buthow much did that quote lend itself to the theme? For you? Itreally when I was trying to conjure up and to use, you know,what you just said. It's exactly what you're trying to do when you've gotthis framework of ideas, is how are you going to organize it in away that can be easy to follow but but also, you know, memorable, and that that quote is what actually drove the whole thing. And sofor me, when I heard that quote and I was trying to come upwith the framework, I was like that that's it, that's in essence,what we're doing here is just what you...

...said. We're going out and takingthe best ideas and learning from the best and pirting them. So you know, apple was famous, apparently, for flying pirates flag on top and andimploring their people to go learn from the best and and innovating that regard.So you know, I think that that was a big part of the titleand also what lended itself to the framework. Cool. Congratulations again on just crushingquota after quota after quota. My motivation here on the show is tostart having a clearer and better conversation across marketing, sales and customer success inparticular, but throughout the organization, about how to create better alignment toward abetter customer experience, because even in a healthy culture we can find ourselves alittle bit siload and so they're a couple really interesting things about your career thatI would love to ask you about to start drawing some of these connections.And the first one is, you know, when I look at your your profileon Linkedin, I feel like a couple of these roles, their salesrolls, but they're there. They seem to be a blend maybe of accountexecutive and account manager, which in a lot of organizations are two separate size. It's the house talk a little bit about a traditional sales roll versus anaccount management roll. Do you see that yourself? And my is my observation, even in the Ballpark, and what do you think about that? Well, I think is it relates to the you know, the the parallels andhope, well, hopefully, the parallels between marketing, sales and customer experience. You know, there's a variety of different roles within companies and they allhave sort of a cross poll nation, so to speak, but I mean, I think for me personally working in a large corporation, there ten,you know, in a purposeful way, there tends to be a silo anda segmentation of different roles, even from inside sales to outside sales. Butto answer your question and strategic accounts, you know I work closely with allsides of the table and so you really do find a lot of commonalities andI have to typically be the quarterback the create that sort of common thread orgolden thread that weaves through the customer messaging. It really is a challenge. Ilove what you're doing because I think often times there is a disconnect betweenmarketing and sales and even between marketing, sales and customer. You know,I really think we tend to always go to the same wells and for informationand that can lead you down a path that you know, as you redoinga lot of things after the fact. Think the more observation you can doof the customer on the ground floor prior to launching or producing anything, thebetter off you'll be. Absolutely and then creating feedback loops, because different peopleare experiencing and touching the customer at different points and in different ways. Weall see the customer a little bit differently.

Part of it's the way we haveour metrics set up. Metrics can create some alignment. But so doyou definitely see yourself as a salesperson rather than account manager? Absolutely yeah,and I mean I think I I often will have to jump into different seatsand I certainly enjoy all aspects of business, but traditionally I've been more in asales role. But Yeah, you touched on something there with the metricsthat that also kind of sticks in micrawl. I think that that metrics are super, super important. You know, I think it's the difference between apersonal trainer and going on your venture this January first on yourself to lose weight. You know, somebody takes your body fat percentage, cluster all, takesall your measurements when you step on the scale the end of February and himand lost any weight they can. They can show you all the other placesthat you had success. But in the book I talked about KPIS and Ireverse the you know how Simon sent it. Reverses it with the Golden Circle.I reverse it with Kpis because in reality, the Kpis should be thecustomers measurement, not the companies, and I think so often we come upwith the KPIS and the measurements and metrics and then we push them on thecustomer and I think that's where you were. Things go awry because you're not necessarilymeasure measuring the right things. You can understand what's important to the customerand measure those things. Now you've got something about them right and you startto understand the value that you're actually providing even better. That's a really,really great insight. So you your Cincinnati Guy. You went to school atXavier and you did it an undergraduate degreeanda and an MBA there and your undergradwas in marketing, an entrepreneurship, and you spent your first few years ofyour career as a marketing director. How do you think that marketing study andmarketing work earlier in your career set you up for a successful sales career?Well, I mean that was another fire hose experience. I was working fora entrepreneur and he had sort of grown pretty quickly and at the same timehe lost his marketing director and I was just an intern still in college whenthey offered me the full time position and all of a sudden was in yeknow, I was like, I'll take this on. I'm marketing director andand I have over a million dollar budget with franchise's and I would have tomeet with all these business owners, you know, these franchise's, and Iwas the guy that was in charge of their budget. So just, Imean I 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 pitch your market. But I think that, to answer yourquestion, I think that role taught me so much just about, you know, the humility and the understanding of where people and business centers are coming from, because there's so much pressure and that...

...one percent marketing budget in a franchisefee is a lot, you know, because it's coming it's coming right offthe margin, and so, you know, I think it made me feel superrespectful and indebted to doing the best I possibly could with their money.And then, as you grow and expand into roles where there's more money andlarger companies and stuff like that, creating that unique value from a marketing sideand being laser focused and arguted and not using too much of a shotgun approach. You know, that's something I'm never forgotten. Really good. Is thereanything that you wish more salespeople understood about marketing or marketers or the marketing process? Well, I mean I think that they're different. You know, Isee frustration across both sides from time to time and I think the more youunderstand, just like when you know you hear about a couple going through adivorce and you pick sides, you know there's often two sides of story anduntil you understand both, it's really hard for you to have an opinion,at least one that's right. But I think for me, just understanding thatthey're very different roles. You know, marketing is going to have to builda brand and branding is still relatively new to salespeople. They don't necessarily understandthe value. They want to drive something. Now you know they're not always islong term or visionary. And then likewise, you know salespeople will attime see marketing push things that they know their customers aren't going to respond tobecause there wasn't enough testing done on the ground level. So I think thebiggest thing is just them working together, because there's a lot that can belearned by that happening. Completely agree. So are there? Is there anythingthat you remember or took away from your time at ups? You had avery complex sale. It seems like obviously a very large company. You're gettingprobably deep into your customers businesses. Is there anything you know a decade remove, that you remember from your time at Heps? Oh, absolutely, andwhat was interesting about that job is as soon as you tell somebody worked orsold for UPS, they think of package world, where it's the postal servicethat x and ups. But I worked in the free forwarding division, youknow, ocean and air freight, and I'm sure people don't realize this,but there's thousands of those companies out there. It really a broker and a travelagent for for larger shipments, and so ups was by no means,and they're probably still not the largest player. I mean they were like fifteen totwenty down the list. So they couldn't, they didn't have the purchasingpower to be the lowest cost provider. But then at the same time everybody'sheard of ups, so they expect them...

...to have good pricing. So forme understanding the value and in how complex it is to get something from pointa to point b through customs, customs brokerage and how important that was.But then, most and most importantly, the thing that ups had that mostabove them on the compederal list didn't was the technology. So as soon asI started realizing how important it was for a customer and understand that their oceanshipment was, you know, ten days out, s out cleared custom theycan see visibility of that. You know that that could lend itself to thedifference between a thousand dollars for shipping container. You know more, because if it'sno good, if it's cheaper but it shows up a week late inyour all your product goes out a weekly. So yeah, and you didn't seethat delay coming five days out right. That visibility is such a huge valueadd it's really good. Now you had. This is something I pickedup off your linkedin profile. You you were invited to give a speech tonew hireside best practices for your first year in sales at ups. Yeah,it's you. Do you remember? How did you get that invite? Andthen do you remember any of the top takeaways for folks? Yeah, Iwonder why they picked me now, thinking back, you know, by nomeans was I any sort of top seller at that point. So I rememberwhen I went in there, the biggest thing that I I set out todo is just start with a lot of questions. Now, how are thingsgoing for the new hire? which challenge is where they experience thing? Whatfrustrations did they have? And I did very little planning. I would havedone a lot more planning had I done that today, but that's that's howI 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 yearand I had a guy recently that got brought onto myriad and he talked abouthow, when I came and talk to new higher class, how I rememberedsome of the things I said. It's funny, I don't remember exactly.That's funny. Well, curiosity goes a long way. I mean, Ithink starting with questions is always a great place to start, and I guessas we approached the clothes here, I got one more quick question for you, the MBA. What were your considerations prose cons as you did, asyou wondered if that was a worthier investment of time and money. What weresome of the factors that led you to pursue an Mba at Xavier after doingyour Undergrad? Yes, so my dad had worked it it Xavier and Iso first and foremost, I had a financial benefit, so I had gottena, you know, substantial reduction and cost that you know it's some dayexpire, or at least I thought so. I wanted to take advantage of that. But secondarily, I remember thinking at the time and hearing from otherpeople the connections will make. But then just how much you learn from yourclassmates, and that's something that you know.

I think if anyone has the opportunityto do an MBA or something like that, if you can get in, you know it's much more challenging. Obviously if you can do it online, that's great, but the interactions, the personal interactions, because at thetime there wasn't as many online classes. I think only up online, butI mean the interactions and what you learned from all your classmates was was absolutelythe most powerful. And then just a deeper dive, particularly in statistics.I think statistics is so important in business and you just really scratch the surfacein your Undergrad. So I remember thinking that all the statistics deep dive waswell worth it. Yeah, I agreed. I did my mba in person predominantly, and it was to get that facetoface time with all these other workingprofessionals. Of course, the the folks that were leading the classes were alsoaccomplished in valuable in their own way. And for me, definitely statistics,but then also finance. That was kind of like the weader course, andmy MBA program is like that was the maker break if you're like a marketeror, you know, some of these other even a sales sales based person. If you could grind your way through the finance class, then you knewyou were going to make it. Yeah, and it I'm sure you would agreewith this, to just being able to understand and read financial reports.You know, I remember not really fully understanding the line items coming out ofUndergrad and I think that that, you know, certainly helps the time.Yeah, relationship to our number one core value here at bombomb and so Ilike to give you the chance, before we say goodbye, to think ormentioned someone who's had a positive impact on your life or career and then separatelygive a shout out or mentioned to a company or a brand that you reallylike in respect for the way that they deliver an experience for you as acustomer. So I'll have the flour of this to her, because I'm sureshe wouldn't find it. But my the first person that came to mine ismy grandma, my dad's mom. She's lost two kids this year and whichis got to be tremendously hard. But she is somebody who lit she hasjust the best. She's in her s and she just says the best approachit life and you know she is just full of love and joy and youknow she's had a tremendous impact on my life and in so many ways.She's also always been very entrepreneurial. My grandpa ran a surgery practice and startedit from scratch and and she was very instrumental and helping with that, andso she's somebody who, you know, I still sit down with and we'llhave some very serious, deep conversations with I always learned from that's the firstperson that comes Marne. Great. And how about a company? There's alot of companies that, you know,...

I traditionally have great experiences 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 thebest day, I'll try to find one to sort of reframe and shift mymy you know, my brain or my way of thinking. You know,I love what they stand for and I love the messaging and the format andit's had a tremendous impact on my life and it's not something I really thoughtof until you ask the question. It's really good. I love that answerand yeah, it's I mean, what a challenge to take. You know, a lot of these people are taking their current work, or maybe eventheir life's work, and trying to get it into eighteen minutes in a sensibleway that's interesting and easy to follow, and so you get like these.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 thatyou use it that it's a go too when you need it. Tyler,again, this has been great. I sincerely 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 learnmore about the pirates guide or anything else where, some places that you wouldsend folks to connect with you or the work that you're doing? Yeah,I would. I would implore anyone to just reach out via linkedin. Youjust search tyler mankey and I should pop up and send me a message orconnect with me that way. I love, you know, talking to people andconnecting to people. Like cover five states. I have a lot ofwindshield time, so I've been trying to, you know, get on the phonewith people and learn a little about a little bit about their story.So that that's what I would say. The pirates guide you can just findvia Google, but it's on Amazon, you know, candle. It willsoon be on audible. So that's what I would say. Is Linkedin.You reach out to me that way, awesome, sounds really good. I'llhave all this stuff linked up in. I you know, we write upevery one of these episodes. For those of you who are listening, ifyou have not visited Bombombcom forward podcast, just bombombcom podcast. We write allof these up. We put video clips in there, I link up thingsthat the guests talk about, and so if you want to to learn moreabout tyler and some of the stuff that we talked about here, if youwant to see him in video, it's all happening at Bombombcom podcast. Tyler, thank you again for your time. I'll thank you so much. Thishas been great. I can tell you're one of the you know, authentic, true, you know people that are out there trying to help sort ofshare all the messages and help everybody get better. So this has been apleasure, awesome. Yeah, we share a philosophy that way. I loveconnecting with and learning from other people, and then, you know, tohave a format where you can share with other people makes it even more valuablebecause it creates that ongoing conversation. So thank you again so much for beingpart of it and thank you for listening. Clear Communication, Human Connection, higherconversion, these are just some of...

...the benefits of adding video to themessages 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 videosaccelerate 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 delivera better experience for your customers. Continue Learning the latest strategies and tactics bysubscribing right now in your favorite podcast player, or visit Bombombcom podcast.

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