The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 7 months ago

Don’t Assume Nothing: Sales Enablement Insights w/ Jonathan Ashkenazi

ABOUT THIS EPISODE

Yes, they picked up the phone. But that doesn’t mean they actually want to talk to you — or that they have time right now.

Make this your motto: Don’t assume nothing.

In this episode, I interview Jonathan Ashkenazi, Head of International Sales Development at Guardicore, about “Don’t assume nothing.”

What we talked about:

  • Conscious selling & the triangle of fit
  • Dos and don’ts of cold calling
  • The right response to “Now’s not a good time”
  • Changes in the sales enablement space

Check out these resources we mentioned during the podcast:

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.
 

Welcome to the sales engagement, apodcast, this podcast is brought you by outreach, the leading sales engagementplatform and they just launched outreach on outreach the place to learnhow outreach well does nout reach learn how the team follows up with every leadin record time after virtual events and turns them into revenue. You can alsosee how outr ecins account based plays, manages reps and so much more usingtheir own sales engagement platform. Everything is backed by data pulld fromout reach processes and customer base, when you're done you'll be able to doit as good as they do, and to outreach don io on out reach to see what theyhave going on. Now, let's get into Teday's episode. Jonathan! It's superexcited to have you joining us today for the sales engagement podcast. Howare you doing this morning? So I'm doing great, so I'm super excited to beon your podcast. It's an honor and really privileged, and thank you forhaving me guys. Yes, I think you cay lip yeah, definitely so to kick thingsoff for those of you who do not know- or this is your first time joining thepodcast today I am Keitlan Kelly and I managed the sales development team forthe MIA region as well as cofounder of sdris anonymous, which is a communityfor all SRS, either leaders, SRS or new s years to join and ask questions thatthey may have and get feedback from different leaders within the industry.We are joining today with Jonathan Ashkanazi, which hopefully I'mpronouncing that last name correctly. Correct me. If I'm wrong, but Johnamayou like to introduce yourself so sure, yeah, first of all, you'R pronounceditas good as possible. Si Tash Canazi right. So you were, you were prettyclose, so my name is Johnathan as Kanazi. I've been working in tech salesfor ten plus years and if I count any type of job itself, it's been twentyyears now, since my first...

...job at thirteen, I was a a kid backthen and fell in love with this industry, a d. let's say it this way,yeah. So I've been ahead of sales development in Guardicor for theinternational region. Basically it's worldwide beside North America, UnitedStates and Canada for the pest three and a half years, guardincords acybersecurity product I aimed at large enterprises. So that's a challengin anda very interesting area to develop. Yes, definitely you had mentioned youstarted out at thirteen, I'm curious. What was that First Sale Sto atthirteen, so without mentioning that, of course,the name of the place, because it's not super legal to do that. But I helplet's call it this way. In Israel there is a weekly bookfair where around thecountry there are gatherings and they're selling books from differentcompanies and Baktan a family friend was selling there. So I got ajob as bookseller and it happened that I was the best seller for this oneparticular book. It was the first time that there was a book for kids, whichis a cushion book right, so they could fall asleep on the book. They could tryto chew any people super cute and I fell in love and once I fell in Lon itwas so easy to sell it. People would just see my eyes shine and they're likeokay, give me to for both of my kids and that's when I started off, and Irealized that I actually got a gift. was the smile and just making peopleunderstand that I love what I do. I love that I think that goes long way,having Te Passion for something and having that shrine. Througho, yeah,yeah, fantastic I'd. Ask that because I my family has a company and so at a youngage as well. I think it was like maybe ten thirteen. I was stuffing envelopeswithin voices. That was my first job, so OANE bookeeping. I started off inbookkeeping. That's good! That's important! Exactly alrighdy! Well,fantastic is super excited to kind of dive into some of your experiences Gere?U, after spending, you know ten plus...

...years and sales. Can you tell me alittle bit more about your journey and really what excites you about being inthe sales development function? Yeah, of course, so so looking at thedeck cells, I started off as a part time, while still college right was astudent was looking for a job and just again leaning into my talent rather getgoing against it, an being a waiter or something I went to be in over themarket over the phone salls person for a sauce company for a translationcompany, and then it started off from there. So it started off as a part timeselesman and then I moved Axtiar to be in inside Selles. That's actually agood story to tell Bhes the ars out there and people who consider and thingso I work for a specific company, which is a small company not to known as anISR inside sales that would close deals up to fifty thousand dollars head TheiRush Ad, the closing and also had the pains of no vacations, no sleep. Thirtyfirst of December closing day, I don't know what new years ev is until I get aPo right, so I had all of those and then life took me away and I had totake a break. So I took a break for a couple of months and when I was lookingat job I used, I thought o actually maybe doing some account executive jobs.I was like the world of sales. Maybe it's! I want to try something else andwithin one week I went to two different interviews for count managers and bothof them told me Te Senins, rer, listen, I don't know about a count manager, butif you want the job in sales, I got one for you. So by the second time I askthem. What is it? And I said, your energy- your vie, the way you TALHK,you are salesman, so I realized okay, I cannot chit. I cannot cha run from myfaith right. I cannot just avoid it so looking at some inside jobs andanything, and then I got this offer to be an SDR at a very big cyber company.Okay- and that excited me because I was like okay siber is interesting. I lovethat this is super fascinating for me and I really believe in what they do,but as the Ar was you know many people...

...from Isr or ae jobs when they hearabout going to as the ar they think of it. As a emotion now I don't say this way, since one thing Iread so I I wish I could credit the place. I read it, but it was about sixyears ago when I started as Te r job that I read it, and that was the mostamazing thing for me going to this job. They said somethingin the sense that the SBR is the person that has the most visibility into acompany's business throughout the entire company included the CEO, andthey explained it as such that es the r knows everything that closed right,because we talk about it in our meetings. Everybody know that closedeals perfect every des the are also sets on the weeklies. So you heareverything that is in progress, so he knows the pest, he knows the present,but he knows something that nobody else does. He knows the future. He knows whohe's he gongto call next, because we prospect right- and I know before mymanager who I'm going to call today- I know befor the co who's going to be thenext demo. Before I announced it. I knew it first that we're going to haveademo with this company that later on might be the future present Etceera Ilike, when I saw that I was like okay, that's an amazing place to be. I wantto be in the control of the futures, company of the company's future story,and and that's something that really got me excited myself:development per se and throughout the last sixt year I had countledopportunities to become an a and e Isr. Whatever you want to look at that, I'mnot so much into field. I love the inside position, got Ta, Know YourStrength, Bat. I decided that won't lead people, because I saw the power ofSDRs and the value that they bring. So I started learning more about teamleading and getting a team, and today we are a team of six going to seven, asI need to just finish. The last hiring and that's been an exponential growth. Westarted to two thosend, a twenty with two with three. Actually somebody juststarted and we had to not cut off and...

...we did grow from three to seven in thisyear, which is unbelievable and made me really proud of everybody, because it'sabout them, I would never go anywhere without the Tam. They I'm just justlooking ahead and seeing what they doind I'm proud right. So I love that Ilove taking people with lot. No much experience, building a path for their life. Itdoesn't have to be Insales, it could been marketing could be in customersuccess, but given them something they seeng them grow that something that Ireally love in self development, because it's human development as well.It's not just about the self development right. I love that answer.I think that I can fel your passion through this podcast or already rightnow, it's like just imagine when you're leading your teams, they can fill it aswell and replicate that energy. One thing you had mentioned there was. Ihave never heard that before about how the SDR sees everything even more thanco, because they do see that future. I think that is an amazing mindset tohave as an str, and I can't like to go back and share that with my team aswell. I think one thing that we do yeah one thing wed always focused on is youknow the SCR is theire resilient and they kind of create opportunities outof nothing as well as it kind of builds that great skills foundation to getthem onto the next thing. But I love how what you oald just mentioned-There's kind of be more in the moment in recognizing the power that you haveand they built the kind of the opportunities you can form for acompany and where you can help make it growd. I would had to that another thing: Ifwer talking about how to I want to say Morein, very ttame, butit's more than that its how to connect them, because sometimes there is thisterrible notion in many companies that a the ars are the less part of the Panowe're not the less part of the puzzle, weare the first and sometimes the mostimportant part of the Paza. You Ask Marketing to get you lid. Who Do youthink follow up on those lads who do you think set up those meetings for youwhut? Do you think Wen through all the bad ones and got the good ones? That'sUS guys! Now more than that now I know I know I'm talking to you guys and theIPO is not something you're on the Ma on the table for you. But it's ease onthe table right. It's not something!...

You talk about doing it next year orthis year, but you want to go there, and this is the hope of many companiesthat you talk to and use your product right at the end of the day, and when Italk to the compt to the team- and I tell them ithing guys, what you will dotoday will determine whether we will be there or not whether we will stay thisanonymous start up. People Know Our Name, think that you literally have theability to create such a amount of pipeline. That would make them numbersdouble, and the cruwl of Double Oul is on you guys, and we give you everythingand it will be worth I to you in the long run and that's how you connectthem to a goal more than just oh, their number right. You make hundred percentyou make hundred fiftis okay, but if you are part of a company that went IPOand you look at the names on the board and you'R like mine, Mine, Mine Mine,this is the feeling inside that make me go everyday work yeah! It's amazing! It's about getting theminvested right, and so that's an awesome way to do it. SoJonathan Pobes, when we had spoke, had mentioned another great tagline that Ilive so never assume nothing, and one of the few things that you hadmentioned was a key to success is conscious selling. Can you tell me alittle bit more about consciousselling of what that means to you so for Conscien selling? I have to goback and this one I can credit. Unlike the other quote, this one is a tectique.I learned from a person a very, very fascinated person called GORUGANECIA.You can find in up under go roganesha conscience selling and he basicallytook the sandler technique, which we all know, and he took it somewhere else.He took it to the human level. Okay, now he's a person with his ownfascinating story recommended to look into him. I preachhes words to my team.Every day I have the recording, I played it to them and he talked aboutthe fact that in our business we should...

...not look at ourselves sort of salesmenbecause it self people- and they did this amazing exercise for US- and hetold us to first associated the word salesman self person. He wrote it on awhite paper, big white paper, Rode Seeman and everybody throug in what isthe first association and sorry guys, everybody listening to this podcast.None of them were good. Okay, I'm not going to mention them, because I don'twant to insult nobody, but go tell your bl. Your friend, you became aselesperson see their faces because there is something connected withsleaziness there's something connected with lying, something with deceivingright, and unfortunately, I've been around so long that it doesn't come outof nothing. That's been a school in Ald School of thinking, Thet! That's howyou get stuff done, but that's not true. Now he came, and he told us aboutslipping this over the head, making us part of their life part of their emotion and what I like to take the without goingtoo much into this session. He talked about the triangle of feat: okay, thatno business can be done without the triangle of fit. First of all, you needto check for technical fit right because everybody want to sell sale.Sele sell, do you know if you, if you can even solve this technical problembefore you go ahead now, assuming that you solve this problem, business fitcan even pay for your solution. I love outrich. I love your competen, itdoesn't matter. Okay, can I even afford it? I cannot so know nothing to talkand then the less part wheach people forget the personal fit, because I cantell you that in my life I avoided or tried to avoid my best to buy frompeople. I don't like. Okay, I don't care how much theirproduct was dude. I tried my best to find any alternative on the market justnot to buy from them. I did not want them to make the money because they didnot do a good job. They did not treate me with their right respect, yeah as abuyer. Now it's funny because when I'm...

...the buyer, I can be the hardest personon an SDR, but I can be the best person for an as t arant, a D, and if you wantwe can talk about that later. But when I go out an outbone which I still doright, I'm a team leader inm ahead of- and I still has the arm for someregions, and I cannot look at the day without doing someoutbounding or talking to clients right yea, but if there is no person of it,this guy doesn't want to buy fror you so so so go in to the idea of reallytrying to help be conscious of the person you speak with Beiware of theirtime. Don't assume nothing? What do I mean by that? Don't assume that theyneed your product even if they say on their webpage. I need your product goaround. Ask. Could this be? Maybe the web page iswrong. Maybe something was not dad updated, don't assume it. You know whathe ask for a demo right. You get this demor request. You Assume, Oh, my God.He wants to buy my product, no, no go with the assumption that he willclicked it trong and he actually doesn't know what you're talking about.Never assume that he knows you never assume that he cares about you, neverassume that he needs you possibly he would be all three, but by going with the notion andrespect to him that you did not assume. Even if I did my research, I can go andthe difference, Beween Assumption and leading question okay. So so Catlin youwork for out rich. Now I can assume you use out rich, so I can go okay, sokilly new use out reach. I made an assumption, I don't know maybe you're going rogue,maybe you're using one of your competitors- God forbid! So what I wasdoing this case o work catliy you use out rich right, yeah. Yes, of course I did exactly so in thiscase. First of all, I got interaction. I got this yes osecondowll. He respectsme for not assuming anything yeah, okay and I led with a question yeah, andthis is a whole play of interaction.

Don't shoot your message at him if hedoesn't want to hear you ask him not, in those words, do you want to hear me,but try to understand? Is this even relevant? Why are you calling becausear you help other with your position? Is this relevant you do you want tolisten more and be nice about it, be genuine about it. Just be yourself beconscious of who you are and the fact that you're talking to other humans,that's the whole idea behind it yeah. I think that that's extremely importantin today's environment, as well just really connecting with people andtaking that even like when we first reached out Youto, like even I, thosesimple five sevgments ten seconds like how are you how's your day, going likethat angees the tone of every conversation, and I think it'sextremely important to build that report upfront, especially when you'rein the sales world so yeah to that I'll. Add that it's much more important thaneven people understand because people think I'm on the phone. You knowas an EI people think I'm on the phoneal day yeah. I am on the phone,I'm just not speaking to anybody right. People don't pick up. So when you doget this chance to be human, to bring some energy back into you, yeah use itleveget, don't be shy to be human and be vulnerable woright, one of the bestsentences that people don't use is, I don't know that's true. I don't know. Let me ask somebody whoknows better to me. I, like you, you're, not another Selfperson, who knowseverything and says the wrong thing. I don't know you know what I just started:I'm not that technical, I'm not the SE, whatever be honest, be conscious of who you areand what they want. Yes, I love that all right. So ' going to move on to thenext question here and I can imagine as head of international sales development,you probably get prospected. Quite often I would love to know what is thebiggest mistake. You ware seeving, when you are receiving whether it's a colcall or a cold email is therey. One...

...mistake that really pops out to you so so I'll start with amistake and for the sake of our listeners, I'll also give a tip of goodthing, because it's not nice always to focus on the bed. So, let's start withwhat you shouldn't. Do Yeah On't assume that I care about your product in anyway. Okay, don't assume that JUDG, because you do xy that I really go. I'mgoing to read your message, okay, and don't assume that if you call me- and Ipicked up the phone, I have time to speak- okay, don't bombard me! Okay!Now I am getting phone calles because Icall different countries. I get confoncos back to my name, my mobitefrom different countries, especially if I prospecte a UKOFF andokay. I woild get a phone call for Luka. I don't know if it's a prospect I'llalways pick it up always because if it's a prospect, you know I'll go outof that meeting for you. But I pick up- and I understand it's- A it's a vendorand I trie to Caiim lic an made not a good time, and he keeps talking and Ineed to tell him again. This is not a good time this guyis burnt and I'm notgoing to mention names of this vendor, and it happened that you call mecuptimes. I tried to explain them and Idd never pick up the phone call thereception, okay, but I workd Fridays and many times, I'm here alone in theoffice. So I stumbled pret like by the thereception ofit, and I heard the fhone ring and I was like okay, let's pick itup and it was him. I did not tell him it's me and I just was not very nice tohim because he could have been on my gude side. Remember the first person offit now he was not rude on the phone. Hewas not anything that you was on my God of court. No, listen to your guy! I'mtelling you it's not a good time to speak! There's only one answer to that:Guy's. Anybody who listens to that there's only one answer. Sorry tobother you one would be a good time to come. Somebody tells you it's not a good timeto speak. You don't keep talking beside one sentence. Sorry to disturb you.When would be a good time to call. You will be shocked. How many of them willtell you when would be a good time to call you put ten minutes in theircalendar? You got a proper call set in instead of being the bugger that didn'tget a hint that I'm in a meeting or I'm...

...doing something yeah. I take don'tassume that I want to speak with you right now, just because I picke it upthe phone and don't assume that I care about what you do, because you send mea generic email. Okay, what does work? Remember its conscience. Remember thepersonal remember about being human, I'm all about the human side. Now youcan assume something that people like people right. This is a known thing, soa couple of good tips. So, one time, once recently I got a great email. Allthey did was personal, the first, the first sentence. Okay, that Ben saidthey actually connected it to somebody I really like, and I recommendeverybody on this line and listeners to picker bookup Trish BERTUCI. If youdon't know where you gotta know her she's amazing, she has one of the bestsele development books out there for leaders and leaders that want peoplethat want to be leaders and hecherst wrote something in the first linerabout t at, and you know what Thad got me to open his email and read throughokay. Now funny thing I can tell you is a competitor of the company that sponsors this podcast right now and the topic isrelevant fror me because I'm ahead of self development, I look atselfenableman tools. I want to learn you tools, but I would not look at it ifdema would be a hundred percent templitizes without really evenacknowledging something about me personally, so acknowledge my love forthis author opened ail red. It was interesting enough. I took a dem, Itold Thim Oul that you wish it would be so easy with everybody. Remember I toldyou earlier that I can be the worst for says trs, but also the best, because ifyou do a good job, first of all I'll, take it a meeting or listen to yourpitch. Second of all, even tell you so that's one tip and this lady on Linetin sent me a really good voice,noit, which really got my attention and she was the only one. So she got it tospeak with me. Be Different. Don't be the same, don't as soon that I careabout your message, Jus, because I went to your website or s cometing. Yes forsure you had mentioned the author Trish.

What was the do? You have a specificbook that you would recommend to the listeners for thet, so there is I'll.Tell you exactly the name of the book. I don't want to say it wrong, becauseTrish Bertuzi she's a very she's leaving a group accompany that does OlThevet, it's called the cell development playbook literally straightup and that's the first book I picked up when I started hiring that helped mewith my hiring process. Still today I listen to it. I gave it t one of myteam members to look at it. I recommend there actually starting to be a lot ofbooks on selfdevelopment out there. I try to read as much as I can even stuff that I know why, because it'sgood to confirm and not pould hear an astrisk for theinternational lass as drs out there. Not Everything can translate. Okay,meaning that thing that work in the United States do not necessarily workin UK or other regions of Europe or Apek or South America be vigilant.There are the ideas behind and there is the tactics to do it. Not Everythingwoul translate and most of the stuff is written based on us as the arts, so useit with a grain of salt. But what I loved about Trish Book is that it was really a mind blowing and a mindsettingof how to do it. Not necessarily there say this talk that no, how should youlook at building a team? How should you look at training? How should you lookat ramp up and that really helped me to grow form? As I said from managing oneperson in Nineteen to seven in to thousanty o one on twenty yeah, sothat's a heck of an exponential growth. SO THAT'S AMAZING! I love Er Tine, awesomealready so kind of with your experience- and you know you have some experienceetinthe sales engagement, space, yep kind of seeing how, like the Merment,has changed over, especially over the last year exsate, but it's changingrapidly. What kind of impact would you say using this s? Patform has had onyour team over the years mobe when you...

...were Mnagin beform to where we are now so so exi would like to start before Imanage okay. As we said, we do. I've been looting for many years beforethere was any salls in ablement to right. We would have sells force, wewould work from there. If I wanted do bless the Ame, a lie would dos excelone time I did it too much. It got our email blocked and the it hated mearight. I did. I did a DOK merge from a from Word Back ofl school. How to senda lot of emails out invites, and actually I was introduced tooutriach right- that was the first product I've seen ever insells theenablement. It was back in twenty late, fifteen or early sixteen. I can't putexactly my finger ight where a new manager came in to my previous companyand told me to use it now. Maybe you know it's the individual crontibutorthorgt of mind that being the best, I don't need that. I don't want that andI think something about the rigidness that was enforced about me made me notlike it. So while I was an individual contributor, when somebody told me toyou have to do those steps, I didn't like it, but then something changedwhen I was a minater. I said that T as a minater I'll bidle, the cadencessequences. The way that I want to the way that I think they should be doneand funny thing is about a year and a half ago I was in a outrach session. Isaw seven right and he talked about thatGogi sequence right, Anis Tang. I do almostthe same thing without even knowing about it, because it felt so human lie.Don't go all crazy, be social, be Nice Bethink and I was like okay, that's whyit worked better for me rather than what I was told before right and ithelped my team tremendously. So, first of all, I could leverage my knowledgeright. I would build for, for all of them would build the first sequences. Iwould build the template. I would let them basically do their job Efrom, aperson who knows the job or right Im man as the are. I still do that I di itfror my living, so I would not give you...

...something that I would not want to usemyself right. I encourage them to make the wheelrounder rather than to invent the will before sells enableman tools. Everyonewould have his own way still today many companies the are Ds Day as that Tha,the top guys don't use those toos and each one has his own way of doingthings, that's good, but not for scale. If you want a scale, you want to havesome method and what I love about out Ridge and it's competitors which we'renot going to name. Obviously it's your show right here about all those sellsenablement tos. What I love about them is that really they can take myknowledge as as a top as they are in the past. He it to Mys yerd and, as Itold him, be better than what I ever was why, because they built upon myknowledge and instead of building a caden from scratch or building atemplate with no knowledge, take my templat make it yourse. Take mycadeence change it around, make it better. I love it and I would do thesame for me after a year of looking at Someon, my Kennets that we had. Oh,that that's not good. Look at my template. Like oh did I write down mycad. I would always fix them up and I love the they can do it and they cancreate their own cadence from mind. They can create their own cadene fromscratch, but they don't have to invent a Wilm and obviously thei ability toreach out my like very personally. Yet as I like to call it Semiotomaric, youdon't have to go. I don't like atomation sorry for anybody who listenson this Comi P. I don't like aromation, I like Sanny attomation. My templatesare ready, but I would leed to click and just to confirm no MISTAC fortenright. That's my philosophy and the sells enablemel tools that are outthere most of them and, of course, outridge. Allow you to do that to workin scale, yet smart personalize. Yet much so it's one to many, but not oneto too many. That's what I like. Yes, I love that that is, I 'm so true, wherethe platform definitely can empower...

...your team to be more efficient in theirday today, which is awesome. There was a quote that I can't recall. Iliterally just heard it earlier this week and I can't remember where I hearde from, but it was thieves, steel in geniuses borrow and what you had justmentioned. There really resonated with me in that quote kind of meaning, likeyou may be a genius in the SCR function at your org rather than having yourteam recreate all the ideas. It's like leverage, your ideas, choose them upand make hem more efficient. So so I will say that I'm not the genius, evenI just had e experience right. The the end of the day. Some of my the are lookat me in the beginning. When I would I do my Congese, how do you get ther?I've been doing this for six years and I love it and when you want to dosomething when you want to get better every day you do and and ch andeveryone inthe, my dam member. Basically, I told him the same sentenceyou will be better than I am because when I started an St Ar Mi manager,Bacgdon did not even know what an SDR is. He hired it because he heard thatit should be done. I did not know what to do. I'm giving you a starting point,which is hundred meters advance of any other person that doesn't. I want youto be better than me and I know you will be better than me because you'reamazing and I hire really I higher different people who the commonality,theyare curious, eager, smily people, my promise to them. You con to Guardicor with a smile. You leave you tha smile and I hope it will. You will notliave any time soon so and smiling is gos so far, right, Tay herit on the phone, the smile it. What makes you able to do so many calls, andso many outriaches, without grinding your soul, away, because you're gettingenergy, an hi think that our job is the teamleaders. Sometimes it just do giveback energy. That's all not! You should do do it sshu great job man. You didn'tget that meeting, but you did a great job. I see you right. That's awesomealready, so as it kind of Rond out the...

...end of this podcast and tons of greatnaggets that we've uncovered so far in here an lots of great insight Johnathan.If people want to walk away from this podcast, remembering one thing, whatwould you want that to be so I would go back to the title of this. Don't assumenothing really go with that and conlect that with my favorite acronym with him.So for you don't know with him, what's in it for me, so when you talk toprospect what's in it, for him, don't assume that you he needs you justbecause you think he needs you. Listen to him, be conscious of what hes sayingand just do' assume that he need you before. He really says so right andmake him say that that it's so easy hen n when you make people understand hat.Oh, I need a solution. What you know I got that solution for you buddy so and be yourself. Another thing,genuinity is amazing. I don't know F, it's a bit just an ead on, but I justrealized today that I don't look at my team as a team like a football team,basketball team, because in a basketball team and a football toeverybody does pretty much the same and they act the same and they do theyve.Roughly the same skill I believe in in as the archin were more like a band.One guy's know how to play the drums. One guy's know how to play the guitarthees one guy on the vocals. Don't try to make an emailer and lintener don'ttry to make a linkener a cold color if they gatheir meetings from their magicsit around and let them be Jimmy of the LN linkein right, yeah an so so justlet them be and don't assume that they want what youthink you they want. Let them listen to them as well, fantastic, all right!Well, you all heard it here. First from Johnathan Ashkanazi with Gardypor,never assume nothing! Thank you for joining us today. Thank you, Porvi me.Yes, if, if I have any other question, theyr want to connect torms an what isthe best way for people to get in in...

...touch with you, I welcome everybody toconnect with me on Linkedt in you will probably get telink. Johna Fanaskenazidepends on the time. It might say: I'm hiring it might Sam, it might not saydepends if I'm iring or not, but I love helping. I have different people thatask me- and this is, I think, the greatest joy to be a Menpor, so anybodythat wants I'm open to to twelve gladly Anhassa all right. Well, thank you,everyone and until next time- and thank you so much takling for having me andthe outriage for these amazing podcast have a great yeah day morning evening,whenever you lasten to that this was another episode of the Sales Engagementpodcast to help this get in front of more eyes and ears. Please leave us ashining five star review join us at sales engagementcom for new episodes.Resources in the book on sales engagement to get the most out of yoursales engagement strategy, make sure to check out out reached Lio. The leadingsales engagement platform see you on the next episode.

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