ladies and gentlemen will you please welcome back to the stage Patrick Blair hey everybody thank you for being with us for the people in the back they're going to bring some more chairs in I know it's getting crowded back there so I'm very excited to introduce Gary Vaynerchuk as our next speaker gary is a great guy he's an entrepreneur he's been in every type of business a lot of you know him very well from social media it's going to be a very energetic very exciting presentation right now and we look forward to seeing it Gary come on up [Music] who it is dark thank you so much for that warm welcome excited about this I think when I think about making something happen in the world selling something getting a donation getting voted for whatever the transaction is I always break down that world into sales and marketing and I think that I spent a lot of time these days in the marketing funnel and really helping a lot of my digital startups and my friends in digital marketing oh thank you so much good reaction to the darkest Jets jersey that makes me super happy I'm trying to convince a lot of people go from sales to understand the value of marketing but I'll tell you right now through and through when I when I pass away and they open me up I am a Salesman through and through and I've been my whole life Big Ups to the sales people so coming to a sales conference is a lot of fun for me and I think there should be more of them in our space because I think the issue with a lot of my marketing friends and people is it's very up in the clouds and it doesn't really end up creating the thing that I think we're all you know tied to which is the transaction what is the KPI like what are we actually trying to do I'm gonna give you a little background of where I came from for the people in here that don't know my story because I think it matters and then I want to talk about what I would do if I was in this audience I think what I try to do as a salesman is I try to reverse engineer I try to figure out while on stage who the audience is I try to figure out what Simon and Seth have and Arianna and Frederick have already said because I know they're spiels really well and and I'm trying to think about what can I say that's different that is going to actually bring value and the truth is and I know those four very well frederick i think is a purebred salesman um but i really do think that i was born very lucky and that i think my parents are very opposite and i think i feel very in kinship with my marketing and with my sales and so that's what i want to focus on because i think a lot of people here could make a lot more money if they eliminated two things one laziness to be Frank and and too idealistic points of view of how they've made their money in the past I think one of the biggest concerns I have sitting here in a world where I'm hungry to get one to two people three people to get a lot of value out of this talk is the way you made your money before is my enemy the way you've been successful yesterday is my enemy it is stunning if you understood what runs through my head every morning on how little I think anybody should give a about anything I achieved yesterday back you're really only as good as your last at-bat and the thing that I'm most passionate about I think many of you guys and gals can agree with me on this is the landscape of sales and all of communication in our society has had a fundamental shift over the last decade because of technology and there's just a lot of people that are doing things that are not bringing them real value for their actions my my religion in sales is attention before I even think about how to sell you my SAS product because it's better than the one that you're using or my wine or why you should use vaynermedia and my agency or new pair of sneakers or whatever you're selling in this room mid market enterprise small start-up the one thing that connects us is the end person's attention and this is what I want to focus on at first my career of being obsessed around attention started when I was six and I'm not kidding this is an interesting story I was born in the Soviet Union I came here as a kid my dad eventually got a job as a stock boy in a liquor store in New Jersey I originally lived in Queens then I grew up in Edison New Jersey in Edison when I was six and seven years old I tricked manipulated sold I sold I sold my friends on the idea of standing behind a lemonade stand all day and so when I was six years old I had a six lemonade stand franchise in Edison New Jersey how many of you remember big wheels those little bikes guys remember I used to ride my big wheels at the end of the day every summer and pick up my cash like I was little Tony Soprano so it was a Salesman early on but it's funny it wasn't the reason my friends were behind the register selling the lemonade and I wasn't it wasn't cuz I was fancy it wasn't because I didn't want to do the work it's because and this is me now realizing this years later it was because I was obsessed with attention while my homies stood behind the lemonade stands I walked up and down the street by the way for a lot of the youngsters in here this was the 80s when kids just went outside and did random so I would walk I would I would walk up and down the streets and literally this sounds sick I am I would sit at the cross-sections of streets tinguely Lane in New Jersey Inman Avenue in New Jersey I would sit there and I would watch people I would sit in for an hour I'm seven six seven eight years old I would sit in for hours and I would watch cars drive by and I would try to see if I could see their faces and I could figure out which three or pull to put the lemonade stand sign on because that would be the better one because they would see it and buy lemonade at early it was intuitive to me at such a ridiculous age that the number one asset was the attention and then what I had to say is what mattered that the creative that the product that the copy' was the variable that the thing I said on the other side of the phone was the variable but before I could say it no matter how good my game was did I actually have their attention or was I speaking to somebody that wasn't paying attention I believe that the far majority of this room has become disconnected with the reality of the end consumers attention that we have taken for granted whether through laziness not being compensated for it or whatever other variable you are not being good at what you do I don't know I believe that the market of sales has lost its way it just as I think it's the speed of attention shift in today's society I went on to have a very big baseball card business when I was 12 and 13 when I was 12 13 I was selling baseball cards in the malls of New Jersey and I was making two to three thousand dollars a weekend as a baseball card salesman I don't know about you guys but when you have fought when you're 14 and you have $30,000 in cash under your bed and you're not selling weed you're a good salesman so that was good by the way I plan on buying the New York Jets which I think projected by the time I'm ready is gonna cost me between five and eight billion dollars and I'm convinced that when I was 13 and had $30,000 in cash it will be the richest I've ever been and just couldn't even begin to think about spending that kind of money when I was 14 my dad ruined my life dragged me into the liquor store paid me two bucks an hour to bag ice he now owned his own store in Springfield New Jersey and I went from like being my own entrepreneur and doing my thing to working in this store called shoppers discount liquors that I hated because I bagged ice for 15 hours a day and walked home with 30 bucks I was a bad it was 2 or 3 years were the dark ages of my professional career when I was 16 17 I was allowed upstairs I realized people collected wine that was interesting to me because I was into collecting and I embarked on my career my career took an interesting turn because I discovered the Internet and in 1997 I launched one of the first e-commerce wine businesses in America called winelibrary.com I grew my dad's business from a three to a sixty million dollar business in five years I did it through sales and marketing I did it in two ways one I was out marketing everybody by buying Google AdWords by doing EEMA how many people here do email marketing raise your hands in 1997 I had a two hundred thousand person email database selling wine that had 91.3% open rates right yeah now it wasn't cuz I was such a hero like that same list now I was like 31.3 it's because nobody was doing it and the thing that I want to talk to you about is the stunning excuses that my salesmen friends make up for not doing snapchat or Facebook or Twitter or Instagram or LinkedIn content I love my sales friends or like I do LinkedIn I'm like no no you don't do LinkedIn you sit there and you try to connect people and you're spambot you not a Salesman anyway sorry um truth truth like I do LinkedIn sales no you don´t you just click buttons and you hope and pray and you ctrl copy and paste the same message to every person because you're lazy so anyway real estate when there's a new vacation destination or new town or Hudson Yards is being built right here the people that buy first if they're right when you don't get the beachfront property by waiting for years for what's the value of it I am NOT I believe that a purebred salesperson is never crippled if her or his actions are not fruitful I believe a purebred salesperson understands that that's part of the game that that's part of the hustle that there's so much upside by doing a new tactic even if you hit it once out of every nine times the overall ROI of all those hours becomes a net positive score and that is why I think I've been successful because my career in sales has been predicated of not being crippled by overworking to learn something new period it is it is insanity and let me use that word aggressively it is insanity for you to disrespect all the social media platforms today and what they can mean for sales for you you have to understand if one person execute transactions through it then you can - the problem is it's hard the problem is it takes time the problem is there's a lot of easier ways to do it today but those things go away anybody here that's been doing email sales for 15 years knows what I'm about to say which was 10 and 15 years ago it worked better right it worked better because we play in one game my friends all of us you're trying to reach that person on the other end we play in b2b arbitrage of attention it's just supply and demand how many people by show of hands is that interesting let's start with this let's establish that lying is the devil and I have no interest in your head nods I want full hands okay here we go how many people here now in 2016 actually actually hate it when another person another human being calls them raise your hand raise it high I want people look around look around raise it higher just real high please these are human beings our fellow human beings who actually hate when another human being calls them let me tell you why and then let me tell you why it's important for this conversation the reason they hate it is because time has become the number one asset to every person in this room the emerging pillar in our society besides the health and wellness of our family and money the number one emerging pillar of value to everybody in this room and everybody in this conference and everybody outside is time and calling somebody when they weren't expecting it has now become stealing ones time because we have the alternative of when that person calls you can say just text me just email me I will call you back on my time it is my belief that when I audit the sales ecosystem and all the startups I'm involved with and all the businesses I'm involved with that salespeople steal their clients time for their vested interests instead of reverse engineering the value of that person's time it is in our best vested interest to send that email it is in our best vested interest to make that phone call we are not reverse engineering the fact that these people have become busy now another thing that's extremely fascinating for me being in this room is I grew up in B to C my whole life right only seven years ago when I started vaynermedia did I go into the b2b world just for the people that don't know here I have a 650 person social digital agency that have grown in last four years from a 3 to a 100 million dollar business in sales not valuation and by the way that's another conversation for another day and I think the thing that will be interesting to a lot of people here is I've done that mainly on not selling like we don't really do RFPs I'm not interested in selling somebody who I would tell you my number like if somebody said what's your most religious sales tactic it is not to try to sell to somebody who's unsellable I think one of the most fascinating things that I bought it when I look at the sales ecosystem is how much people take time trying to convert somebody who's unconverted yes your product might be eight thousand times better but if that bosses boss is best friend homeys with the alternative legacy software you lost and then I watch people think that they're going to convert it on merit there's a merit there's just human beings making human decisions and I think we need to get a lot less romantic about that and start being much more practical about the ecosystem let me tell you another way that I've grown that business that I think as instead of pontificating and cursing up here let me give you a direct tactic that I think a lot of you guys can use a couple books ago because I decided to write those kind of things I wrote a book called the Thank You economy super interesting to me it's the notion of if you provide so much upfront value to an individual can you actually guilt them into buying especially if all your actions are predicated on not expecting them to buy it that's the big part when the energy of your tactics is to convert you will lose when your energy is to disproportionately bring value and let the chips fall where they may you will win it will change your behavior it will change the energy of the execution let me give you a story vaynermedia there was a certain CMO that I really wanted to get to because I wanted their business right I don't like doing rfp's because it's a crapshoot and we're not very good at them right and I have the fortune nature of having a brand so a lot of business comes to me but this one wasn't and I wanted it so I decided to follow and this is my number one number one tactic for every person's room that I am positive that if you actually the work and do it that you will email me and this is really the reason I'm giving this is because I want you to email me in four months be like hey bran I saw you New York at the sales machine conference I figured a little bit ridiculous but I did this thing and it actually worked cool thanks that's it that's what I want and here's a tactic how many people here on b2b sales raise your hand awesome coming from B to C and now being in b2b and being part of companies like buddy medium percolated and wildfire that we've had successful exits in and watching the landscape of sales in that environment I've done very well most my b2b investments I am stunned how much easier it is to be a b2b salesman than a b2c salesman you literally know the name of the person you're selling to this is a big deal this is a big deal because by knowing the name in 2016 you have the opportunity to use big data in your advantage on a micro level to create the world that you want let me explain I found the CMO that I wanted on Twitter some of the people that you're trying to get to won't be on Twitter they may be on LinkedIn they may be on Facebook they may be on Instagram but the fun part is 60 to 70 percent of your prospects are on one of these platforms and putting out data publicly on what they like and what they're into I follow this individual and I noticed that he was a humongous st. Louis Cardinals baseball fan this is when my plan went into action I started watching everything he was tweeting about ironically I would you know I'm like a cobra in the grass I'll tell you the number one thing that I think really separates good salespeople from bad salespeople is patience I'm patient as right so I was staying in the grass just waiting collecting content being patient really mapping what he's into paying attention ironically it coincided with my fantasy baseball league right so I'm in my fantasy baseball Draft I've got the team I want I've got a couple of empty slots on the reserve thing I'm like you know what I'm gonna I'm gonna draft this up-and-coming rookie Cardinals player for many other reasons than just winning my fantasy baseball team so I drafted got anybody any Cardinals fans in here any couple maybe two or three I drafted a guy by name of kolten Wong infielder for the st. Louis Cardinals before he was even in Major League Baseball and so then I wait and I wait for kolten Wong to get up to the major leagues and I wait for kolten Wong to do something good and then I see what I needed to him tweeting about kolten Wong which allowed me to jump into that tween say hey I'm kolten Wong on my fantasy team isn't he awesome and he replied yeah he's awesome that's it patience remember don't close on the first date all right so we interact a little bit more about the Cardinals they're making their playoff run and somewhere about three weeks later he tweets me back and says hey I see that you're CEO of a digital agency we're thinking about you know maybe changing up our roster a little bit is this something we could talk about we Shore Ken [Applause] I want to give you real data here less than an hour of work being patient spread off of probably about four months I was able to convert that strategy into a three point six million dollar paying client write sales sales but sales not that look like here's a blank email that I'm going to blast everybody is obsessed with scalability everybody is obsessed with scalability and all the action in sales is scaling the unscalable I believe that sales even in today's environment is still a very face-to-face game right I think a lot of us agree with that I think the biggest disconnect from the people that just heard that in this room that have done that their whole lives that were like yeah hell yeah is that they don't realize that technology is now the scaleable gateway drug to the human interactions I sell I'm going to Cleveland right now after this there's a basketball game I want to say and I'm going to sell on that plane on the way there because I'm using technology Twitter Facebook LinkedIn and these platforms as a gateway drug to create an interpersonal relationship there are people I know very well that I've spent very little time with in real life but I do that through those channels and then when we see each other there's a total different feeling I have for these three individuals these are people I could never even have a relationship with without these technology these are people that I haven't met more than once but I feel enormous kinship towards them and the dude with the jet Jersey because because I've put in this sales work why do you go golfing with a client why do you eat a steak with a client why didn't go to networking events you do it to create context at scale you do it to create context the absolute closer and the enabler and the jabbing and the flirter and the the bad essence of energy is context right if you know that girls you know boyfriend if you know their interest in the Cardinals you have leg up on the competition it's why you spend time with your clients and the decision makers and the influencers of the decision makers because you are building context what technology today does and these five or six platforms that are the current state of social media do all at the fingertip of your phone when you're going to take a piss or fly in a Cleveland or whenever you want ultimately scalable you can do it any time 6 p.m. 1 a.m. whenever you want however you roll you get up early you get up late you can hustle in these platforms and create context and the fact of the matter is and almost nobody does it nobody does it because they lack patience they sure do you know how many of you in this room have a point of view on what Facebook or LinkedIn or Twitter can do for your business and you've never used the product it's real thanks for that one clap I liked it and so we live in 2016 in a world where the majority of you when you live like a normal human being and don't put on your sales outfit for the day would never convert on the actions that you take as a sales person during the work day the amount of you that delete every email that you get that is a bulk email the amount of you that will never answer that phone the amount of you that would net who here is super fired up to go home and go through their direct mail carefully and so I'm fascinated by the disconnect of who you are as a human being and how you act when it's in your vested financial interest for another human being to act the way you want because it's more convenient for you that is the arbitrage and that will always be the arbitrage for ever so many of you have done business because of word-of-mouth right how many people here have landed more business because of word-of-mouth from a prior transaction raise your hands if you didn't raise your hand you just don't understand or you're lazy and that's interesting too when I think about social media all I think about it as is as the plumbing of word-of-mouth in our society I'm fascinated by how much business I do with somebody after I actually sell them and what I do with them to create that word-of-mouth versus what I did to get them in the first place the enormous amount of energy that we all deploy as salespeople to get the business versus what we do with that business even if it's handed off to an account person if you were that point of reference your ability to stay in that ecosystem and bring value is it incredible and again I implore you to understand the value of public data let me give you a b2c scenario but you can deploy this in your own world Wine Library before Thank You economy I wanted an example for my keynotes about how I was doing the Thank You economy so it was very passionate about having somebody buy something on wine library that was inexpensive and then overwhelming them with a gift based on their big data I love sports so no question this is another sports story guy buys a case of Pinot Grigio for a hundred eleven dollars we made 17 bucks and profit on the case we had to find people with unusual names because we had to find them on Twitter and it was still 2011 so finally we found one they were having a tough time finding people on Twitter that were buying wine for the first time I wanted a first time customer guy buys a case of Pinot Grigio in Chicago we made 11 bucks they find him he has an unusual name like Vaynerchuk you know we find him it's definitely him and we look and we find his Twitter his whole Twitter stream is about Jay Cutler the quarterback of the Chicago Bears just tons of Jay Cutler I love you Jay Cutler there's then a great I tell the Thank You Department which is something we have at Wine Library which is not customer service its offense customer services defense the Thank You Department kicks in and we go and buy him a $350 Jersey signed by Jay Cutler and we send it to him ROI negative on that transaction I think we can all agree and so now I'm pumped we finally found somebody we sent it I'm you know my keynotes are coming up I'm gonna have a great studies gonna buy a lot of wine he's gonna do something it's gonna be unbelievable I can't wait to tell all of you three weeks go by didn't get back to us so like what the I'm grateful asshole so nothing I'm like calling four times and I'm like you sure like I know it's in spam like get the IT department I'm like this is impossible nothing I'm boarding a plane to Orlando I get a phone call Gary like yeah they're like we got something I'm like finally I'm like what did he do better look okay better they're like listen to this I'm like okay we just got an order from Plano Texas I'm like okay for $6,000 worth of red burgundy I'm like great now that's great but wait to hear the note in the order like cool dear why my brain first of all what a great red burgundy selection you have make sure you don't ship this it's hot here hold it for a while ship it when it's cooler next PS you sent my friend John a Bears Jersey the other day when he bought some wine from you PSS I'm a huge Bruce Springsteen fan [Applause] for very little money and for a solid amount of effort you could go home from this conference and go through your entire rolodex of everybody that you sold something to in the last year go on social media look at their data and do something that shows effort let me tell you what's not effort the at scale handwritten note that wasn't handwritten it was just a tactic to fake effort what about actual effort what about actually sending me something about the Jets or root beer or Lionel Richie because it's very easy to figure out I like those three things what people are under estimating is the word-of-mouth ecosystem that we actually live in because this thing has changed our behavior I don't know if you've noticed but we now have all defaulted into this amazing notion that we should tell the world everything about everything always about all everything it's what we do for some reason everybody needs to know our two cents on the game last night on where the world's going this is what we do we share now you may not like it it's the reality of the marketplace and one thing that people share more than anything is when they are caught off guard or that they can feel that somebody gave them more effort than the market my belief is that the greatest version of a person in the world is a purebred salesperson let me tell you why my definition one man's definition of a purebred salesperson is one that is obsessed with providing more value to the other person than they ask for in return when you make that mental shift and more importantly when your actions start speaking that things start to massively unlock I have built both my very large businesses on one backbone which is I want to know what this person is going to say at my funeral I have no interest in selling in something I don't believe I know for a fact that there is a staggering percentage of people here as they become educated in the mark they sell in that they actually do not believe that their product is the best I could not function in that environment I'm not judging you we all have our different paths and different things loans mortgages respect not trying to go there but I would tell you that when you fully believe in what you sell through and through it gets a hell of a lot easier when you actually give a about the other person more than you it gets triple easy it gets triple easy my friends and so I implore all of you to understand that we are living through a marketplace now where our consumers have more information than ever you're not going to win a deal on inefficiency of information of our consumer and so I implore you to start producing two things one leading with the heart and reverse engineering what your end consumer whether they bought from you or they're your prospect what makes them tick above and beyond being the decision maker of your product and number two start thinking about the people you've sold to after you've sold to them and understand what they can mean to your business by you actually caring about them as well because they're still valuable to you even though you hooked up got it cool I'd like to spend the rest of my time very honestly with you on QA so I know that the mics are back there so if you guys can start lining up I'll wait for people to get back there and please don't be shy is the part so I don't like the mics that stand I like to move it around I find people are lazy don't just want to walk by here please go there I'd love to get far more detailed those are my fundamental principles on on sales I think it's stunning how many people have not recognized that technology doesn't replace the way we all sold technologies enabling the scale of how we old sold and I think that's probably if you asked me what I wanted to leave with more than anything it's that because I'm I felt like I fly all around the country to close my deals I want to be in the goddamn room I don't even like Skype like I lose the context I need to feel the energy but the amount of work that I do to get on third and a half base through Facebook Twitter Instagram is remarkable and the context I have on the levers that I need to pull in that room sold before I got there you like that thanks man that was a good way to thank you all right the good part what's your name my man my name is Sean Sean me clearly well you inspired me to leave my corporate job to create my own business because according to you I'm 25 I'd be stupid to stay in my corporate job I believe that so I followed what you said but deal do you have the chops to pull it off well I've been doing it a year and I've been making more money working for myself taking Tuesday off and working on asada because I took the risk Mazel Tov thank you good for you all right Joe rally turned me on to so she's standing right I see I see so I got to give her the credit are you gonna are you are you willing to kick our little Commission everything's negotiable she made me read one of your books before I worked for her but um go ahead right now I help sales and marketing work together and as the things is sales managers they want KPIs like a Saul's touches that make sense yes one thing I advocate for like the social selling is use LinkedIn touches okay instead of call metrics yeah they're against it and what you're talking about even pushing that further right using LinkedIn Twitter or other tools but the corporate sales people and even marketing managers and directors VPS they don't want to go that way they still on 150 calls a day yes so how do you incentivize them or say hey you got abandon the old kpi's allow there's like there's only one way the CEO of that company has to change the incentives let me let me tell you how quickly you can get a sales force to do it from every single thing that is wrong at vaynermedia is one billion percent my fault right it's run from the top you can get a sales force to get involved in social tomorrow make the KPIs around that if you actually incentivize the behavior they will do it one thing I love about us me being a Salesman result we're easy like we are reverse engineering how we get our bonuses and our money we are blindly tomorrow your company said if you send out a thousand tweets that are not automated by hand and that's how you make your bonus you're sending a thousand tweets not by hand and that's how you're making your bonus so the answer to your question my man is it's not in the middle it's not in the upper middle it's the gal and the guy at the top that has to change all the rules to the behavior of the sales organization and it happens really quick I'll tell you this is gonna throw you for a loop I have forced some of my startups to add more calling in as a KPI because they want to go completely automated and technology and they disrespect the phone now do I think the phone is losing and conversion yes I do I think it's it's behavior in the market do I think it's zero absolutely not do I think it's silly to just have one move yes I do awesome thank you so much thank you my man over here hi Gary how are you man great man big fan of your snapchat channel thank you for not watching all the time Thank You Man so from Gainesville Florida big tech scene there yeah John Spence speaker he's from there too yep no test to it so I like I like using business as a force for good good so that's like what I've been doing my entire life so here's here's this thing that we're doing now we do microfinance loans okay for needy entrepreneurs yeah in East Africa okay through cultural tourism and we doing it 0% interest I love it so let's take it off it's number one - and TripAdvisor common lonely kind of guidebook now yep so we're getting all the tourists but the other thing what you do is we do have a site called sagen that thought org okay we do a mentoring for k-12 students to get them interested in STEM fields yes by partnering them with primary students teachers classrooms and families with NASA scientists early career scientists it's great virtually around the world okay and that's taken off and that's partnership with call second foundation ss4 well to exceed so here's my new business idea and I want you're blessed your criticism about it so I just acquired my dream house you did right before coming here I was in Montreal without the Gainesville Florida sign a piece of paper and flew right back up here to summation we actually thank you thanks to congratulations thank you it's a beautiful Victorian from 1903 I'm gonna turn 1903 is a great year it is it was right if you have some wife in 1903 it let's rock it in there I wish so what I'm going to do is I'm going to turn it into a boutique hotel okay 10,000 per night okay to stay there okay it's create donation it's right to my 501c3 yep so everything that gets donated in your fee for staying there becomes a 100 percent donates for 501 C 3 tax write-off and then I use it entirely I'll take any salary from it to do good in the rough okay and on top of that we're going to we have our buddies that have car rental companies for exotic cars I got guys yep other friends that have jet leasing companies yep so what we're going to do is a bespoke sorta system where we're going to have the billion dollar package okay where you can for 1 billion dollars watch for the Sun on on IndieGoGo for 1 billion dollars you can buy a room in the house and you can give it to your kid and for that we'll fly you from where you are in the world to us for and then we'll show you what we're doing with your money yep and then we'll take you anywhere you want to go to see it in action and then we'll bring you also back to Gainesville and we'll show you go put in touch with thought leaders scientists anything like this happen I grow and make that happen again it's a billion dollar donation and anybody anybody who doesn't think that's cool is being silly right I love it sweet so that's blessing cool and I'm it's a blessing and I'll I'll take a get when the Ranger schedule comes out yeah this is a Montreal right upon rigidly the house is in Florida so go halves this isn't a joke got it well I don't want to go there I'm kidding here and I'll also take a night in the 10,000 dollar hotel send it Cheers cool man yes dear hi hi thank you for the talk Gary I have a question shorts like you and Beyonce we all have 24 hours a day yes and knowing that time is valuable and if you do your due diligence with clients how do you with your inbound leads vet and qualify them to know how you can get killer clients on your roster I own a digital marketing agency intuitively yeah well this is like and have you got my other question in case you answered that really quick can you tell us a story about if you did your due diligence and you've sent the $350 Jersey and all of that and you get to the very end and then you lost business or a big line like lost as a we didn't get it closed and lost yeah and then any business close to had it and then lost it you pitched it and you got really far and then it was a closed happens all the time yeah just fundamentally not crippled by it and just knew like I've never thought about that in my entire life yeah I think the biggest reason people lose is they spend all their time thinking about that and I don't give a yeah perfect I mean it's the truth by the way like like on a very serious kick and I think a lot of you are getting it dwelling dwelling on a loss micro analyzing why it happened it happened because of 750,000 different random things that you couldn't have controlled or because you up neither one of them is really that valuable to think about I'm just on to the next one thanks you're welcome it's true again there's some things that I believe in like in purebred sales and purebred entrepreneurship that have clearly gone awry in the last half decade to a decade like if you're a salesperson and you guys all know this is why you're here I mean you're here you're not scared of the loss you're not crippled by the loss now some of you are more crippled than others I think the most successful the bunch are just literally on face it's insane to me how I was scared that I was gonna have to recall one for you that's how little I remember them and they happen every month we lose pitches all the time and I'm like they're just stupid people because we're the best this what I think okay hello my name is Seaton Wilkins and yeah thanks for the talk I I can relate to you in a lot of ways one just being because I came from a b2c world yeah and now I'm going to be to be world yes there's a lot of different things and I think a lot of the themes that we've talked about in this conference as a whole and one of things we brought up is just kind of caring about that other person on the other side of the table right so what I one of the things I keep trying to think about is like how do we teach that to other people as well because I genuinely am interested in people I genuinely love to help people yes and that's kind of my philosophy on sales but we're all incentivize on that dollar like how we make our own money which is necessary and I completely get that as we should be but how do you then teach someone empathy and actually caring genuinely asking how are you and actually caring with the answer I don't know other than telling every sales person this room go reverse engineer the 500 best salespeople you've ever heard of or know and every one of them has the same stick which is they play a marathon instead of a sprint they deploy empathy and gratitude they're more patient I don't know how to teach those things when it's so in everybody's face it is so in everybody's face it's just hard it's hard to be patient because you want a new watch like like it's just real like I don't know and very honest with you I do it I put out content that scale but I really don't give a if any of you take it and go use it like I really don't like I can't come to your house and make you do it like and and by the way it's called meritocracy and capitalism the people that do it win and the ones that still think there's some short-term system that they're going to be the one person that's going to figure it out in Russian sales they don't win as much as it should be cool hey Gary d-roc here T Brock is here it's right there d-roc stand up dear otter the man do you rock to rock the little pug 50 rock is he's been shooting Gary live so pickles dailyvee let's super badass I appreciate stalk about it we talked about sales today I believe in marketing and branding I put out a daily vlog two three times a week that follows me around it shows the stories of being an entrepreneur people watch it they like it and then they want to do business with me it's not super complicated like so so if you put out content you know it's one thing to do surprise and delight the Jets jersey things of that nature what about if you actually put out videos or audios or written articles about your stories and how you were a good salesperson or your best things or it's how do you bring value I bring value to people my ecosystem I want zero in return because I know the network effect creates the return so I run a DJ entertainment agency we do events all over the city yes and also digital marketing consulting yes you inspire me to actually film kind of a day-in-the-life I just shot it on Sunday love it and I think I like to think I live a very interesting life worth sharing I think I think so you know I think reality TV and voyeurism and human behavior proves we all do like everybody the whole 15 minutes of fame thing is now that everybody's famous to 15 people the markets going to decide how interesting you are you're going to either be interesting to a million people or 74 but it's clearly got an opportunity it sounds like you answered it before I even ask the question it's what I'd like to do but you know pretty much find some valuable what advice would you give to somebody that really hasn't created a lot of video content has some following office limit just live it like nobody wants anything that's manipulated right like just do you like you may think it's interesting I may not it doesn't matter the easiest thing to do is to be yourself it's also the hardest thing to do right and so I would tell you as somebody who loses you know how I've lost business I cursed in a board meeting and somebody was very conservative and said let's not give business to that I so so like but that's okay because Irene net-net and I will tell you that it's really the one thing I can't do is not be myself it's been the thing that has absolutely separated me from the pact awesome thank you got it I'm gonna sneak one more in let's do it last question I'm so sorry they're like buzzing me here go ahead darling but you gave me up on Twitter on promise Lancer hi Gary I work for a non-profit and I know you've you've done a lot of work with nonprofits as well yes what we we rely tremendously on volunteers and we're trying to monetize that volunteering we're showing companies there's a value to that and translate that to charitable contributions how do we honor them do you have any ideas of how we can honor that contribution of volunteering but also you know surprise and delight those potential you know customers essentially these corporations that have these charitable contributions to give in a way that makes sense for a non-profit I I want to make sure I'm following this right give me a little bit more context like go a little more detail what do you guys do so we sell opportunities for employee engagement so team-building yeah and so volunteering but a lot of companies they say well we're already giving their time why do you want to also have a charitable contribution whereas the reality is there's a cost to running these events and there's also a value to these ending and I see and what those employees are doing is actually something charitable yes so they write so you're not taking them to softball games that group is team-building around doing something charitable and so the organization thinks you're almost double dipping yes yes challenging for sure uh so I think you know as I think about that what I I reverse engineer I think one of the things you need to think a whole lot about is the ROI of a cohesive unit and retention something I'm very passionate about is emotional intelligence versus IQ right I think one thing to really businesses are funny they like money so the first place I would go is to run a report or analyze what actually happens to the retention of their employees if they actually do this if you told me as CEO of vaynermedia that on top of giving you my people during their work hours to build a home that I have to give you ten thousand dollars but you're gonna save me twenty seven thousand because 2.7 of my employees are going to stay for a year longer and I'm not going to spend money on recruiting and replacement costs because when that's the ethos go there the biggest problem is people get to the reason I've been successful on the boards and NGO and you know of my work is because I've brought business DNA to the nonprofit sector like let's eliminate the romance don't tell me the fluff tell me that I'm going to save 17,000 dollars a year by giving you 25,000 and I'll write you 50,000 got it thank you so much you're welcome thank you guys I'm sorry bro I'm sorry thank you you know bye guys [Applause] [Music]
