0:02

All right,

0:06

well, welcome back today. Thrilled to death to

0:08

be with a longtime

0:11

friend, fan, friend. I've been a fan

0:13

of his for a long time and very rare

0:15

that we get interviews with local people who

0:18

have founded

0:19

software companies that support

0:21

salespeople. So thrilled

0:23

to death to have my friend Bill Johnson with

0:25

me, the CEO and founder of SalesView,

0:27

live from Indianapolis, Indiana. And Bill, thanks

0:29

for being with me, man. Brian,

0:31

I can't thank you enough for

0:33

having the opportunity to join you on

0:36

this podcast. And I love that you were talking

0:38

just before we got going, we're doing a little pre-show work. And

0:40

those of you who listen to my podcast, you know, we don't do a ton of pre-show work. We just

0:43

go, Bill's kind of that way. We can riff for probably

0:45

longer than we care to admit. But the one thing we just were talking

0:47

about was we've

0:50

been doing this for a minute, both of us. And

0:52

I want to start there because I want to give

0:55

some perspective to like, we've got a lot of young listeners.

0:58

You know what I mean? And let's talk about where sales

1:00

was and where it's headed

1:01

first. And I loved what you were saying. You

1:04

were sort of self-describing your initial

1:07

entree into the sales function. Let's talk about

1:09

where it's been, where it's going to start with. Sure.

1:13

And I'm a dinosaur when it

1:15

comes to selling. You know, I chose

1:17

the sales role because I wasn't part of the Lucky

1:19

Eats sperm club.

1:21

Had to make my own way. And

1:26

I knew the harder I worked, the more money

1:28

I could make. And back when

1:30

I started selling, there

1:32

were no SDRs. There were no BDRs.

1:36

I went and bought a $495

1:38

Harris Industrial Directory that had all

1:40

the names of companies in various cities.

1:43

And so you'd find who you were trying to target,

1:45

the VP of engineering, VP of sales.

1:48

You picked up the phone and you called because

1:50

email didn't exist then. No. And

1:52

you picked up the phone and you called. And then secretary

1:55

answered the phone. Yes. And

1:57

said, I'm sorry, Don's not in

1:59

right now.

1:59

Can I take a message? Yeah, Bill Johnson

2:02

calling and, you

2:04

know, uh, probably want 10% of the

2:06

time. He'd actually call

2:08

back, which is pretty good.

2:11

It's a little different today. She's

2:14

got a multitude

2:17

of data tools and intent

2:19

tools and all this stuff.

2:21

And as I was sharing, I've got 76,000 unopened

2:24

emails in my. I

2:28

just, I don't take the time to delete

2:30

them. Um, and I

2:32

recognize the challenge that if you're a 22, 23, 24 year old

2:35

entering this

2:38

sales career, I, I still

2:40

love it. I've got one of my daughters is here

2:43

and I love it, but man,

2:45

it's, it's, uh, I think about

2:48

it was hard when I was young. It's

2:51

harder today, in my opinion. Yes.

2:54

The noise is great. Didn't know. I

2:56

saw, I love that statement. The noise there's a lot of noise

2:59

and this is where I think as we evolve

3:01

and I love. So a couple of things. So

3:03

that 495 for the Harris directory, is that right? What it was. Yeah.

3:06

I mean, I'm not going to ask the year. That's a lot

3:08

of cash then 83. Right.

3:10

That's a lot of cash, 495 bucks, a lot of cash.

3:13

And all you got, and it was a lot

3:15

back then was the phone number and the name. Right.

3:17

And it's so, even when I started

3:20

in sales coaching, my number one, the number one subject

3:22

I got when I started in this business in 1997, June 3rd, 1997, I started

3:28

doing this was how to get past the gatekeeper.

3:31

I didn't, I haven't, I haven't heard that in 10 years, how to get

3:33

past the gatekeeper. No gatekeepers anymore. Right. There

3:36

are no, no gatekeeper doesn't exist anymore.

3:38

So interesting. Um, now

3:41

I want to talk about the, this is so funny

3:43

you bring this up. So the sales thing

3:45

is hard. It's hard to get attention. And then there's

3:47

also, cause we have all this technology, you would

3:49

think it would be easier. Cause we have

3:52

all the data, all the knowledge we can find anybody's

3:54

email. We can buy systems that like

3:56

load up emails and then even we've

3:59

auto dialers. dial the phone for us. You

4:01

know, I didn't have that we'd go one at a time old school,

4:03

right? And so what

4:06

where's the gap there? Why is it harder?

4:08

Because I agree it's hard. And

4:11

we have all these tools to make it easier doesn't make any

4:13

sense. I want your take on that.

4:14

Well, I think, you know,

4:18

the big challenge is so

4:21

I'll go back a little bit my career where I

4:23

was selling mechanical

4:25

design software, and there were five companies

4:28

and doing it doing half a billion

4:31

a year each. And I would tell

4:33

competitors, I would tell companies, look,

4:35

the only difference between us all is the

4:38

person sitting across the table from you and you

4:40

got to trust them. And if you don't trust them, you shouldn't buy

4:42

from them. And then along

4:44

came an upstart that revolutionized

4:47

the whole industry that was five

4:49

times more productive than

4:52

everybody else. And I got fortunate to join

4:54

them. And then they displaced the

4:57

other five competitors over time.

5:00

The challenge today, in my opinion,

5:02

is, you know, we

5:04

make it easy for sales reps

5:07

to send emails, we make it easy for them

5:09

to find phone numbers for to find cell

5:11

phone numbers. I

5:13

think what's lacking is

5:16

the innate ability

5:18

to help sales reps

5:20

different differentiate and

5:23

drive the value of their solution

5:25

so that it is recognized

5:28

by the prospect they're selling to. I mean,

5:31

somebody came to me and said, you know,

5:33

you invest $1 you'll get $5

5:36

back. Should I'm all in? Right,

5:39

right. And

5:41

then I think you're right. We spend here's

5:43

what I'm seeing. You said

5:45

so we've got all the email, we've got the email cadences.

5:47

So we set up all the email cadences and serum, Jen,

5:50

the email cadence is working. We I'm sure

5:52

you as a CEO and me as a founder

5:54

of blind zebra.

5:55

I get I can't tell you how many of those things a

5:57

day, right? And it's the cadence. You just watch it go.

6:00

Right in authentic. It's not targeted

6:02

even when it is like so we're IU guy

6:04

Indiana University people right? It's that's us

6:07

so I'll get one that says you know

6:09

the subject line says go Hoosiers Hey

6:11

Brian, I see you went to IU go Hoosiers and then

6:13

it start I'm like you have no idea where

6:16

Indiana is or what a Hoosier. Yeah, I

6:18

flunked out my third Really right exactly

6:20

exactly. I think graduate exactly

6:22

had to go to

6:25

School hard knocks things so I like

6:28

the idea of The

6:31

value thing and I think that one of the problems

6:33

is the attention has turned

6:36

to getting the meeting and Away

6:39

from the communication of the value along

6:41

the way to those cadences

6:43

are shit, right? They just they're awful

6:46

There's no value in the cadence. What if there were value

6:48

in the cadence? Maybe I would have a better result

6:50

They'd be able to lean into that. What are your thoughts on that? Oh your

6:56

Cadence tools make it easy to

6:59

blast people a variety

7:02

of Lousy content amen.

7:04

Amen to that everybody listening write that down

7:06

to what it is. It is that's sad

7:09

isn't it? It's you know, and

7:11

I'm like I said, I'm not saying it's easy

7:14

to find relevant content

7:16

that Tweaks people's

7:19

ears so they want to hear more. They want

7:22

to meet with you They want to play more

7:24

but man it that's what you

7:26

have to work on if you want

7:28

to be successful today, yes

7:32

the other thing I think about the the Time

7:35

spent on trying to get the meeting with the cadence

7:37

and the follow-up on the cadence and all that jazz and the chase chase

7:40

Chase to try to get a demo. That's a big,

7:42

you know Software thing of chase chase chase try

7:44

to get a demo or someone else's chase chase chase

7:46

try to get a meeting And when they get the

7:48

meeting because they've been chasing so long It's so hard

7:50

to chase and find people then they just vomit

7:53

everything and they get there in the spew I just use pew

7:55

spew right how many times have you seen that Brian?

7:57

100,000 million. I can't even tell

8:00

you there's no number big enough. So what

8:03

is one to do if one is leading a sales

8:06

team, or if I'm a salesperson

8:08

and I'm kind of evaluating, it's nice to timing

8:10

this to go into 2024. What

8:13

are some things that I can do or some things

8:16

I can take inventory of that, as

8:19

I head into 24, might up my skill,

8:22

ability, that sort of stuff?

8:24

You know, I

8:26

look at it

8:28

back when I was a dinosaur, you

8:30

had face-to-face meetings. And so you could

8:33

sit in somebody's office and look and see

8:35

if they had a cross on the wall

8:37

or pictures of their kids

8:39

or their wife or their bowling league

8:41

or whatever. So you'd learn a little bit about

8:43

them without having to ask a lot of questions. And

8:46

in the virtual world, you know, I

8:48

tasked my sales reps to

8:51

say, learn two

8:53

personal things about

8:56

the person you're talking to. You

8:58

know, it's not always show up and throw up.

9:00

It's not show up and throw up. It shouldn't

9:02

be show up and throw up. Because,

9:05

you know, despite the virtual world,

9:07

sales is still a relationship game.

9:10

People do buy from people. Yep. And

9:13

you

9:13

got to figure

9:15

out a way to

9:19

personalize the selling relationship.

9:21

And if you don't do that, man,

9:24

you better have the cure for cancer. Yeah.

9:27

Right. I'm buying from you. No,

9:29

because the other thing, too, it diminishes people don't want to hear

9:31

this salespeople, especially, is

9:33

that if you can't personally bring

9:36

some element of that, like a knowledge

9:38

thing or a connection or whatever, and if

9:40

I can automate all the cadences, eventually

9:42

I can automate the whole damn thing. I don't need these salespeople.

9:44

So we're almost doing ourselves a disservice by

9:46

not doing that. And so, and here, so you hit

9:49

on a topic that just drives me freaking

9:51

crazy. So I'm a LinkedIn junkie. I love LinkedIn.

9:54

And here's what people don't do on

9:56

LinkedIn, in my opinion. So I go to

9:58

a profile and just

9:59

randomly go into one.

10:01

And they I see the first one. So here's this person,

10:03

her name is Lisa, she lives in Dallas, okay,

10:05

I just clicked on something. So and

10:08

what they look at, they're like, Oh, what does she do? There's her title,

10:10

maybe they look at what her title there, then they stop.

10:13

And this personal stuff, you got to give

10:15

yourself a chance on LinkedIn to scroll past

10:18

this stuff, and get on down here.

10:20

So here it says she did overseas volunteer

10:22

work for six years in Japan.

10:25

Six years, she did that. That's very

10:28

interesting. My cousin lives in Japan. And

10:30

I, if you flunk down three years, I flunk

10:32

down to Japanese as a minor at Bloomington,

10:35

Indiana in about 18 months, flunked

10:37

out of Japanese, but I'm so interested. That's

10:39

such a unique thing, isn't it? Yeah,

10:42

and it drives me nuts that people to your so I love

10:44

your charge to your sales team, find

10:46

something personal. And then what I'm saying, if you need a tool

10:49

to do that, holy cow, LinkedIn is

10:51

so easy, just to be you got to

10:53

scroll down a minute, just a little bit

10:55

down. You know what I mean?

10:57

drives me nuts.

10:58

Right. And, and then

11:00

all you have to do is ask one open ended

11:03

question. What was it like spending

11:06

six years in Japan? Sit. I don't

11:08

know. Minutes later, 20 minutes later, right?

11:10

You know, good. What

11:13

was it like spending? Didn't that a great? Yeah,

11:15

see, everyone listening to this, you take that. Well, what was it like

11:17

spending six years in Japan? That's

11:20

it? Right? No one's doing that.

11:22

You know, well, hey, thanks for taking the time today. I thought

11:24

what I do is like asking a few questions about your business.

11:26

And they blew into that, you know, up front

11:28

contract from Sandler and like, oh, that you know, and then

11:31

right into the business stuff. I say no, it's interesting.

11:33

My cousin lives in Japan, I studied Japanese, I was horrible

11:36

at I see. What was that like? Then

11:38

you're there, right? Like, oh, God,

11:40

you're diff, you just differentiate your instantly.

11:43

And the money sales reps instantly.

11:46

Nothing to do with your product. Nothing to do with what you do. Nothing to

11:48

do with feature function. Just by being

11:50

a human. That's it. So funny. I

11:53

go crazy. As you know, I've referee football,

11:55

the national football, he it says it right there,

11:58

my LinkedIn profile. I've

12:01

got to go back and count all the cadences. I'm a part

12:03

of that are air quotes personalized I haven't

12:06

had one person mention that

12:08

you talk about a lay down. I'm like, what

12:11

are you doing here, man? Drives

12:13

me nuts. Oh my gosh. You had a nerve

12:15

with me Okay. So now so we've

12:18

oh, I want to validate something else She said and I love

12:21

this this comes from a young woman. I think it's her second

12:23

sales job I know a friend of a friend.

12:25

I know I think she's less than 30 or right

12:27

there like so she's young in her sales career We're

12:30

on a training call the other day. She goes Brian. I gotta tell you

12:32

something. I go what she's like Face

12:34

to face is the way to go and I'm like, whoa,

12:37

you know hearing that from a Gen Z or I'm like She's

12:39

like I've been chasing this one client that are prospect

12:42

blah blah blah blah blah and finally I'm like screw it I'm gonna

12:44

go see him and I wouldn't see we had the best meeting that

12:46

I talked all stuff got to know each other went to lunch We've

12:49

lost the art of face to face. We think we think we

12:51

think the scale wins So we stay back here

12:54

behind the mic behind the zoom, right? Yeah,

12:57

no, it's it's funny it a previous

12:59

job. I was accused of being the VP

13:01

of golf Because

13:05

I would try you know, I try

13:07

to get the decision maker out on the golf course

13:09

and If they

13:11

went I never once

13:14

talked business. It was all Family

13:17

that was a good shot. Oh

13:19

man, your putters not working very well, you know and

13:22

inevitably inevitably They'd

13:26

come around and say hey, you know, we've been out here to three

13:28

hours. You haven't brought up your product once I said,

13:30

you know The golf course is for you

13:32

to get to know me a little bit and

13:34

me to get to know you and I'll share a Funny

13:37

anecdote on that. Yeah You

13:41

can go to any Lowe's or Home Depot

13:43

and find Aaron's lawn and garden tractors

13:47

For sale. Yeah back in the

13:49

early 90s. We were trying to sell engineering

13:51

software to Aaron's lawn and garden And

13:54

so we invited Dan Aaron's Oh Happen

13:57

to have the right last name. I think you know, it's

13:59

good to say, I know there wasn't a guy named Aaron. At

14:03

that time he was, he's now president and

14:05

CEO and he sits on the Packers board.

14:08

So he's going to be the NFL. Yeah.

14:10

Do I invited him out

14:13

to play golf at whistling straits

14:15

up in Wisconsin? Yeah. Right. He was by there

14:18

and, um,

14:20

he, uh,

14:22

we on the 12th hole, he finally

14:24

says, Hey, Billy says, you know, it's been fun playing

14:26

golf with you, but you haven't brought up your product

14:29

one time. He said, you know,

14:31

I, I, I'm out here. I want to learn

14:34

about your product a little bit, but I've enjoyed it.

14:36

And, and, uh, and

14:38

I gave him a good analogy and

14:41

they bought nine

14:43

years later, working for a different company

14:46

happened to be 15 minutes away.

14:48

And I called him up and said, Hey, Dan, I'm in

14:50

the area. Can I swing by and say, hi, not trying

14:52

to sell him anything. And

14:54

he was president of the company. He told

14:57

us, he told his admin, yeah,

14:59

find 15 minutes or build and come by. Awesome.

15:01

Awesome.

15:02

Right. Yeah.

15:03

I mean, easy, easy, easy. You

15:05

know, if you can, you know, and not everybody

15:08

plays golf and not every prospect plays

15:10

golf, but if you can get somebody away

15:12

for four hours

15:15

to spend with you. Yeah. It's,

15:19

it is what your young lady said

15:21

face to face. It is. It is. Her

15:23

name is Lindsay. She said that. And I just wish,

15:26

uh, you know, I think we had the COVID thing we, and then zoom

15:28

came along and I appreciate the efficiency, but

15:31

what it's, we've made it binary. We

15:33

said, we, we made it gone. We've, we used to do

15:35

face to face and now we only do zoom.

15:37

We only do teams like that. That's, we've gone too

15:39

far. Right. Let's go back the other way. It's

15:42

good. And some, and, and unfortunately

15:45

some big companies, um, and

15:48

we have several of them that

15:51

refuse to let any of their employees

15:54

do something like that. Yeah. Right. Even

15:57

though, you know, they've been customers for five

15:59

years. or six years.

16:01

And

16:02

I'd love to reward them with the opportunity

16:04

to get out for four hours. It's

16:07

not like we're doing kickbacks or any illegal,

16:09

but it's, oh, we can't have,

16:13

you can't send us anything worth

16:15

more than $25. How much did that Yeti

16:18

mug cost? Yeah,

16:20

totally. 100% thousand. Yeti's

16:22

are growing. So let's talk about,

16:25

there's something that came up your group.

16:28

I heard one of your team members talk

16:30

about this idea. I want to switch gears into this

16:33

a very hot topic. So CRMs

16:36

for a lot of salespeople are the devil. They

16:38

hate them, feel like it's big brother talking to

16:40

them all the time. And I heard one of your teammates

16:43

talk about this and several of my clients

16:45

heard this and I asked what's stuck from some of

16:47

the people you heard talk at this event we had. And you

16:49

said, they said, this

16:51

guy said, make your CRM, your

16:54

what

16:57

do you say? Your system

16:59

of action over a system of record. Make

17:01

it a system of action over system of record. And

17:04

I heard it here lots

17:06

of stuff as you do like through the years, very few

17:08

things stick. That thing is stuck. So

17:11

can you talk about what it means for a salesperson

17:14

who despises their CRM to make

17:16

their CRM their system of action over their system

17:18

of record? Yeah,

17:20

that's, it's a great, it's

17:24

a struggle because traditional,

17:26

it's why sales view exists. It's why we

17:30

do what we do. But the

17:32

challenge is the

17:35

traditional CRM was

17:37

a system of record. It was meant

17:42

to capture names, contacts,

17:44

phone numbers, supposed to capture activity. The problem was it

17:47

was too hard to

17:49

load activity. And so

17:52

I do, I, you

17:54

know, as a career sales guy, I always look for the easiest

17:57

way to get a deal done.

17:59

done. Yes. And CRM

18:02

has done nothing

18:04

to help me get a deal done. Correct.

18:07

Yes. Well, CRM, right?

18:10

Right. Did you log that appointment

18:12

you had on Tuesday with Brian Neil?

18:16

I'll make sure I go put it in. Right.

18:19

And nobody knows that I made 10 phone

18:21

calls to get that appointment with Brian Neil, because I

18:23

didn't log it. Right. Right. And

18:26

the fundamental

18:28

issue is there is, you

18:31

know, there's a salary being paid

18:33

for a rep to do that activity

18:36

or those actions. And

18:38

if it's not recorded anywhere,

18:40

there is no history of

18:42

the action that was done. And we

18:47

know that the sales

18:49

rep turnover game is not

18:52

any better today than it was 30 years ago.

18:54

I mean, if you're

18:56

rocking it and got a good product

18:58

and you're selling it a lot, you're sticking around, if you're

19:00

not, you're going on to the next job. And that's,

19:03

you know, you look at people's LinkedIn profiles

19:05

and they're one year, one year, one

19:07

year, one year, like, okay.

19:10

Yes. And so the

19:12

history, that system of action that

19:15

everybody's done is,

19:16

if it's not there, it's gone. So it is, it's

19:20

incumbent upon companies

19:23

to

19:24

help make their CRM

19:26

become a system of action. That's

19:29

what, that's what we enable. Trying

19:32

to turn this into a commercial, but I think

19:34

it is one of those things that people

19:36

need to look at. How do we,

19:39

how do I make it easier for

19:41

a rep to log all their

19:43

actions that they do? So not

19:46

only for history's sake,

19:49

but

19:50

let's figure out what works,

19:52

you know,

19:54

if

19:55

some specific email content

19:57

is driving a 10% response rate

19:59

versus is the typical 0.0001%, by all means,

20:04

we should leverage that across the organization,

20:06

but it's not that that action

20:09

isn't recorded,

20:10

nobody learns. That's right.

20:12

We don't know why people bought and we don't know

20:14

why they didn't buy, right? Yeah.

20:17

Interesting. And I love this. So, and I even

20:19

think, I mean, I know you all have software

20:21

that helps with this, but on the other side of that, I think

20:23

just a mental shift, and I'm with

20:26

you, I'm glad you said what you said, which is it's

20:28

the company's responsibility to

20:30

make the CRM, the sales person's

20:33

system of action over the system of record.

20:35

And I think that's not how companies

20:38

think about it. Many companies think of it the opposite.

20:40

I wanna get this data put together so

20:42

I can manage my sales team. So

20:45

I love that. And then I just think the

20:47

mental shift of that in general is

20:50

step one. There are some things I can

20:52

do that I don't need software to do, right?

20:55

That just, you know, just some common sense

20:57

sort of things like to say, okay, I'll

21:00

use myself as an example. So if things don't get

21:02

on my calendar, they don't exist

21:04

and they don't happen. So if I had

21:07

some follow-up mechanism with my CRM

21:09

that would force me to schedule a meeting or

21:11

something like that, or

21:13

tell me what to do, I would, that would

21:15

be a system of action for me versus

21:18

just recording my notes on something

21:20

will be a thing. Or if

21:23

it helped me, if CRM

21:25

helped create space for me to make proposals,

21:27

because I hate writing proposals, whatever it is. So

21:31

I think there are some things people can do just to flip and

21:33

I would challenge sales leader, not many sales leaders listen

21:35

to our podcast, they should, they don't, but

21:38

the sales teams can forward this episode to them, say, hey

21:40

boss, listen to this at, you know, minute 21, 39.

21:45

Is they should evaluate all the stuff they require

21:47

their sales team to do and ask the

21:49

question, is this requirement helping

21:52

them close a deal? I loved what

21:54

you said there. And if it is, let's

21:56

keep it in, if it's not, let's don't. And if it is

21:58

like you said, let's learn, then we have to, like extracted

22:00

the stuff to learn from. Don't just like do it to

22:02

say, oh, hey, we learned that you suck. You don't have to make enough

22:04

calls. How about, hey, we learned

22:07

that, you know, our, our, our

22:09

hotspot for getting a meeting booked is between

22:11

stage 11 and stage 13 in our cadence.

22:14

And you're giving up at stage eight or whatever. I

22:17

don't know. I like that idea of

22:19

the company's responsibility. Well,

22:22

I think, you know, what we see is

22:24

the really good reps

22:27

that are highly successful, they

22:31

will find a way to do, to

22:33

have a system of action and nine

22:36

times out of 10, it's an Excel spreadsheet.

22:38

Yep. Because the CRM is too laborious

22:41

and it's a lot easier to put a check in the box

22:44

that you know, call one, call two, email

22:47

one,

22:47

and

22:48

they do it themselves. Yep.

22:50

And

22:52

it's, um, you know, it's totally

22:54

privacy for corporate America

22:56

when that happens, but it is, it's

22:58

a thing. Uh, so, uh,

23:01

talking to Bill Johnson, CEO, founder of SalesView

23:04

and, uh, how can people, so our listeners

23:06

that are any, and I will say he won't say

23:08

it cause Bill's not this way, but I will, his, their

23:11

product is awesome. We have, uh, several blinds,

23:13

your clients that let sales view,

23:15

uh, overlay their CRM. And

23:18

I love it. Cause here's my description

23:20

of what your product does, Bill. And this,

23:22

and I'm this way, I'm a lazy guy. Like

23:25

I do a lot of stuff in life, but I fancy myself

23:27

lazy. Cause I do what you said. I try to find the

23:29

easiest path. That's my lazy way. And

23:32

what sales view helps me do is it basically

23:34

helps me not think. I almost don't have to think.

23:37

It just tells me what to do. Um,

23:39

that's my like, kind of, you know, state school

23:41

version of the. Yeah. I

23:44

love that you said that Brian, cause it's a great segue.

23:46

We had a large financial services

23:49

client

23:50

that a 200 reps.

23:53

A 26 year old new hire

23:55

was 300% of plan is first year.

23:59

I got invited to a

24:02

meeting with the SVP of sales

24:04

who basically called him in and he

24:06

just said, how did you do it?

24:09

What did you do? This has never

24:11

happened before, a rookie

24:14

blowing everybody away. And he said, well,

24:17

I showed up here, my boss said, hey, we got this

24:20

tool, SalesView, it helps you organize

24:22

your day, I want you to use it. He said, first day

24:24

was a little

24:25

weird.

24:26

Second day, second week, it

24:28

got a little better. By the third week,

24:31

I would walk in and my day was in front

24:33

of me. Right. Usually Wednesday, Thursday,

24:35

Friday. Right. And 30 days later,

24:37

people started applauding me for

24:40

calling them back when I'd say I would

24:42

or the persistence. And

24:46

the SVP said,

24:48

okay, you just

24:50

follow the process that we enabled, yep. Yep.

24:53

We had to get everybody. He said, well, you pay

24:55

him a salary, don't you? You tell him you either

24:57

use it or you go find another job. That's it. I

25:00

mean, literally, that's it. That's, I mean, it's just, but

25:02

that's exactly what it does. It just plans your day

25:04

for you and you don't have to go through some of the cumbersome

25:06

things that you might on the back end of the CRM and tasks

25:09

and all this baloney and stuff. And it's just, it's a really great

25:11

tool. So I encourage all of our listeners to check it out. How can

25:13

people find you or SalesView,

25:16

Bill?

25:16

Well, it's bill.salesview.com is my

25:19

email and I'm

25:20

on LinkedIn and send

25:23

me a message. I try to respond

25:26

and go from there. 78,000 unopened emails.

25:29

I don't know about that. I'm kidding. I'm teasing.

25:32

The sales call, you'll respond, right? The

25:35

problem is the, everybody

25:38

takes one minute. Make sure your content is

25:40

relevant. Yes, yes, yes.

25:43

I do see the subject line, you know,

25:45

and you know, yeah, I've got

25:47

a pixel blocker. So they don't. Pixel

25:50

blocker, that's funny. Yeah.

25:53

So the subject line I would just put there, I want, I

25:55

listen to Brian Neal's podcast and I want

25:57

a demo. I want to see SalesView.

26:00

By the way, Sales View is spelled funny ish,

26:03

right? Well, it's S-A-L-E-S.

26:06

V is in Victor. U is in Umbrella.

26:09

E is in Elephant. V-E, not V-I-E-W.

26:13

Yeah, we got to tell people that. You know,

26:15

there's this thing called the web. I was going to

26:17

slow to figure it out. By the time

26:19

I figured it out, V-I-E-W

26:21

was already taken. Reagan, you can probably buy it back

26:23

for like 250 grand now, couldn't you? Something

26:25

like that. Yeah. Okay. Hey,

26:28

man. Thanks for being with me. That was awesome. And so

26:30

we'll send all of our podcast people to you

26:32

and all of our clients

26:35

to at least check out what Bill

26:37

does. Their work is great and

26:39

it solves the problem that most salespeople have, which

26:42

is trying to figure out what to do next and makes

26:44

all your CRM way, way easier. So

26:46

it's an agent of or a system of record or

26:49

a system of action rather. It's

26:51

good. All right, man. Go Hoosiers.

26:54

Thank you, Bill. Appreciate your time. Thank

26:59

you.