The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 2 years ago

How The Phone Can Be Your Winning Secret for Prospecting w/ Mark Hunter

ABOUT THIS EPISODE

“It’s about helping others achieve what they didn’t think is possible, “ he shared.

And what’s the best way to do that?

Communicate.

Sales has progressed in so many directions in recent year. It can be confusing to keep up with the latest. In this episode, we get back to the basics with Mark Hunter, aka, The Sales Hunter.

Welcome to the sales engagement podcast.This podcast is brought to you by outreach dot ioh, the leading sales engagementplatform helping companies, sellers and customer success engaged with buyers and customers in themodern sales era. Check out sales engagementcom for new episodes resources in the bookon sales engagement coming soon. Now let's get into today's episode. Everybody,welcome to the sales engagement podcast. It's me, Mark Costago and the VPof sales at outreach. In today I have with me the man, themyth, the legend, mark the sales hunter. Are you doing sir?I am doing good. Yes, it is the legend. I don't knowlegend, I know way, let's not go in there. Let's not letsjust can be good in bad mark. So that's right, I know.That's why I mean I like to you a good path right away. Why? Mark has been a leading content provider for years. I remember when Ifirst figured out that I could actually use twitter for something interesting other than likewasting my day. I followed maybe a dozen people. I'm not sure ifyou wear this mark, but you're one of the dozen people that I followedand I got exposed to all this great content. You articles, you've written, books, you've written, webinars you were on and other people that youkind of pack around with, and it just really was like this stell useof awesome sales contents. I wanted to thank you for that and have asecond why you kind of introduce everybody to who you are what you do.Well, yeah, thank you for tweeting about all the peanut butter and Jellysandwiches you were having back then, because we remember, remember the early days. That's all we used to tweet about. What what you're reading? So okay, let's get off about hey, you know what I mean. Mywhole world is really about sales. And you know, sales isn't a job. It is it isn't even a profession. I had somebody say, Oh,you're a professional salesperson. I said no, I'm not. I'm passionateabout sales and I think that's a that's a big giant leap, but I'mpassionate about sales, because what is sales? It's about helping others see and achievewhat they didn't think was possible. Man, when you do that,that's a great reason to wake up everybody. That's cool, that's fun, that'sneat. Yeah, is it? It crazy how much motivation plays intohow excited you are about your sales job. Oh, it's so much more thanpeople. You know people at who? So? They say, mark,you're a motivational speaker. No one. I'm not living in a van downby the river either, but it does come into play, because itreally does. It changes how we see things. How we see ourselves ishow we see other people. I love to ask this question of sales people. Does making sales calls jazz you? I mean, do you get jazzbut making sales calls? Or do they drain you? And it's amazing.Let's spin this around. Prospecting calls. Do Prospecting Calls Jas you were drainedyou? Let me tell you something. When people say old they drained me, I go, well then you're not...

...passionate about sales, because I'm.I love making prospecting calls because I'm passionate, because I believe in the outcome Ican help people with. Yeah, and when you're in that mindset,who? So? I guess we do call it motivation, but I can'tmotivate you. Only you can motivate yourself. Okay, I'm throwing too much out. Anyway, it really comes down to how you believe is how you'regoing to see. Yeah, it's so interesting. I was really lucky inone of my trials by fire in my early sales career is I was thedreaded credit card telemarketer and in college I would go work from seven pm toeleven pm Monday through Thursday, and I would make one hundred dials an hour. And you were good if you could make two sales an hour. Sobe ninety eight nose to two yeses. And what I learned in that wasabout prospecting calls and bringing it back to what you're saying earlier is I learnedthat every know was a chance for me to get closer to a yes.There's always somebody that's going to say yes to you. There's always somebody that'sgoing to identify with you as a person or your for your value prop andyou got to just get your way through those nose because that person that needsyou, you have to get them to say yes, yeah, and andand you know what? No children were harmed, no animals were hurt,no blood was spilled in those ninety eight calls. It's okay, it's nobig deal, just next, next. Yeah, it's really funny. Sotell me a little bit about your story of how you got to be andfeel this way about prospecting. Like what it was your like little moment whereit all started to click in for you. Well, my moment, fact.You were a telemarketing I sold sides of beef over the telephone, Imean her I sold side. That wasn't that wasn't when I was in college. That was after I got out of college. Oh, I got first, my first sales job, right, first real sales job. I couldtell you the whole story is how I wind up there, but we don'thave time for that. But Anyway, I was sell on sides of beef, not only on the phone but walk and in the restaurants and you know, etc, etc. But you know, and and I hated that job.I hated a job because I was fixated on the sides of beef.But it didn't click with me for several years and it really probably took fiveyears to really for a click in several other jobs when I began to realizeit's about the outcome. You help people, it's the outcome it's not which,it's not what you sell, it's not even how you sell, it'swhy you sell. Yes, Simon Senek wrote the book why. I getthat, but really think about that. Why do we do what we do? Because I believe that I can help other people. And if I believeI can help other people, then I owe it to them to get intouch with them. So that's why I'm passionate about sales. Yeah, whathelps you get someone to know that you can help them? Let me giveyou a little example again from my early sales career, as I would standin the middle of the entrance and the mall of the worst named shoe storein the world. This no joke.

Mark the name of the store wasthe athlete's foot. Why, you remember? I'm going to say was a kinnyshoes or pay lass or something like that, but wow, athletes foot. Oh yeah, but I don't know what was going on there, butI stand there in one day I just realized, like listen, everybody's walkingby and I could see all the shoes that I could be selling and theyjust don't know I can help them. And so actually stepped out of thestore and into the flow of traffic and I went out bound, if youwill. I went prospecting and I got people to come into the store andI became like, you know, the the best seller out of seven storechain and I work twenty hours week out, so people that work forty or fiftyhours a week and all that kind of stuff. And that was kindof like my idea of like hey, I need to go outbound, Ineed to like really start prospecting. I'd be interested to see, like,what kind of tips do you have that help people understand that, like yougot to go out like it can't be just, you know, waving yourhands hoping people come in. Well, yeah, you know, I gotone side note. I bet you had some enemies in that chain too,because you have other sales people that you were beating because you are doing outbound. You were, you were you're getting out of your norm. That wasnot comfortable for them. That that's one one of the biggest things you haveto realize is you got to be comfortable with your ability to help people andto engage. And this is all this, the whole thing. Sales begins witha conversation sit that's all sales begins with, is a conversation. Yea, if I can just have a conversation with you and earn the right,the honor and the respect and the privilege to be able to meet with youagain, I've had a great I've had a great conversation with you. Thatthat's that's all I'm trying to do. And if I do that, Iget to move you further a law and my whole thing is I want tohave you faint. It's funny, but an hour ago I was on thephone with a gentleman who is trying to sell me a business proposition, veryhigh, very he wants me to invest in his company and but it's kindof a I'm going to do some work for them, etc. Etc.Kind of an equity position, and he spent probably fifty five minutes just butjust talking away, and I said Hey, and all he was doing was talkingabout himself. You talk about a bad sales call, that was abad sales call, because what is it about? It's about engaging the otherperson. Mark, when you stepped into the mall to sell shoes, youdidn't say, Hey, look at these great shit. You had to engagepeople. You had to engage people where they were in their conversation in theirlife. That's what sales is all about. Yeah, so true. So it'sinteresting to me, like you know, to get that kind of level ofauthenticity in and a prospecting motion. Like it all starts with the firstconversation. And you know there's a lot of people that listen to this podcastbecause it's about sales engagement and you know there's a million like the thirteen stepsto the best cold called. I would love to know from someone like youthat's been doing it for so long and so well and train so many people, like do you really think people should...

...script out that first conversation or shouldit be something that just comes out based on what you know about the personyou're about the call? Well, that's a little bit of a loaded that'sa little bit of a loaded question and I equate it to a Broadway play. When a Broadway play is going to be put together, the actors comein and they read from a script. They very much read from a scriptand it's word for word, but by the time it goes live, bytime that curtain goes up, it is so natural, the conversation is sonatural. That's really what we're trying to do see. So we do havea script, but those are kind of talking points. My whole objective iswhen I call you, we don't have to so many people over complicate thingsand it's just get you on the phone, engage you and get a meeting setup. That's all it is. That's all not because I know what I'mcalling you. I'm interrupting you. I get it. I get I'm interruptingyou. So all I'm trying to do is engage you enough to be ableto get a time devil follow up conversation. Now, ideally, in that samecall, I'm going to I'm going to gain a piece of information,I'm going to learn something about you. And here's why I love learning somethingabout you. When I learned something about you, I have got the playbackinformation I need, because here's how this works. I get you on thephone and my objective is to ask you, is to get you a follow upmeeting. To do that, I may have to ask you a question, I may have to engage you in a little piece of conversation. That'sfine, which is what I want to do, but I want you toshare with me something. Now, guess what I've got? You've shared withme something. So we get this meeting set up. Will say us fornext Tuesday at two o'clock. Right, okay, fine, I can hangup the phone with you and I can immediately send you back an email,either right away or if you hey, thanks for sharing and you mentioned,and I put in the email exactly what you shared with me, and Iknow that was interesting. I'm anxious to learn more about that, or anxiousto know more. Now. What have I done? I've just done threethings for you. A wait a minute. This guy was talking to this playI was talking to. Listen to me. Yeah, she actually listen. Here be they actually value what I said and see, as a resultof that, they'll be much more likely to engage with you and see.So I can use that in an email. I can use that in a voicemail. I can use that when I start off the conversation with you, say, next Tuesday at two o'clock comes around and I call you andI'm going to say remember, Mark, last week when we were talking,you mentioned this. What does that? It automatically creates a connection. Yeah, that's gold. That's that. That prevents radio side islands, which happensso frequently. Well, there's you know, there's all this study of personality typesand people's how they react to stuff. There's no person in the world thatdoesn't want to be heard everything exactly. And what is it doing that?It is just can't now to see, here's something. It's got to beauthentic. It's got to be authentic. You have to demonstrate that you care. But when you demonstrate that you...

...care, it's amazing how much theother person will open up and remember. Here's the whole thing. The personmay feel they have needs, but are they there needs that? Now Ihate to use the I hate to invoke Steve Jobs here, but let's goahead and book see jobs. When he came out with the IPHONE, wedidn't know that we needed a phone, a camera and a music player allin one device. We didn't know that. I mean we had needs for music, we had needs for camera, we had needs for a phone,but we didn't realize that we needed at all on one device. Say.And so what did he have to do? He had he had to engage us, he had to educate us, he had to engage us, educateus, engage us, share it. Yeah, AH, that that's reallyall the sales process is. Yeah, and in the end, what didhe do? He got US realized that, man, we need to spend aboatload of money to get rid of that flip phone. To get enough, I fought and built the biggest company man is ever known. Oh yeah, exactly, Jacquelin. How do you get so? I mean listen,I hear you talk and I start to get excited and then I sit andthink for a second and I'm like, okay, yeah, that happens sometimes. That's not the norm. Like how do you? So I want tostart that line of thought by asking this, like how do you turn the scriptinto that natural, slowing conversation? Like how do you is it justpractice? Is it just repetition? Like how do you teach people to getthrough that awkwardness? Because I got scripted like two days ago and it washorrible. Yeah, well, yeah, I mean everybody it has to firstof all, do you believe in how you're going to help that other person? I mean, again, this comes back to that mindset we're time.Do you believe in how, in that you can help the other person?And if you do that and then you realize that, waitnut, you knowwhat, Hey, no matter how bad this call goes, the sun isstill going to come up in the morning. Yeah, okay, and no matterwhich way this call goes, it's not going to change the course ofmankind tomorrow. Relax, relax, just have a conversation and then I thinkwhat happens is authenticity comes through, and it's going to come through because ninetyeight percent of us have a great person oelity. Now, every family hasa weird uncle and a weird an. Okay, now, as long asyou're not that weird uncle, that weird and you're okay, have a conversation. You know, it's funny, we say around here at outreach that yourpassion overcome your professionalism. Is sometimes we're wrapped up and sounding smart and soundingprofessional that we just lose our passion for what we're doing and helping somebody beyou know. You know what's funny is when you are yourself and when you'reauthentic, you hear and you listen a lot better. Yeah, it genuinelychanges when you're trying to be somebody or...

...not. This comes back to thedays in college when we would cram for the final. The next day wewould cram for the final and we might be able to retain this information formaybe six hours at best best, because we be getting in the shower atfive am to go to that class at seven or right that final and andby noon we've forgotten about it. But when you had that class that youthoroughly enjoyed, that you loved, wow, that knowledge stayed with you and youheard a lot more, you listen a lot better, you processed alot better. Yeah, it's interesting. So there's just kind of dichotomy,which is number one, you have to earn some social capital to have theright to ask someone a question, and then there's the other side, whichis if you can't ask questions, you don't really know how you can helpsomeone. How do you like bring those two together? How do you makethose two well, I truly believe you do have to have social capital.So let's let's run down. We brought the words social, so let's putthe word media behind it. You know, you do. You really do haveto have a social media footprint. You have to have a sort itis amazing how you know, and we've all seen this. We've all beenin companies where somebody who just is known as a rock star can say anythingand wow, that was brilliant, and you can have this other person whoreally is not known, nobody really respect, nobody likes as they don't know them. They say the exact same thing and people just gloss over it becauseit is amazing how the Messenger does change the message, and this is importantfor salespeople to understand. The message impact is going to be dramatically received differentlyand interpreted differently depending on the Messenger. And the Messenger is created by whatyour social footprint, not only for yourself but for your company. So doyou are you a person that espouses like hey? You need to have yourown brand, you need to be posting content, you need to be addingvalue, or are you more like hey? They just can't not find you,like if you're a ghost online, like that makes it very much moredifficult. Well, it's got to be a little bit of both. Let'srun down this path. First of all, if I'm a salesperson with a largercompany, I can't sit there. My company's not going to allow meto waste my time developing content. No, that's what the marketing department for,that's what other people are for. But what I can do I cansee good content and call ment on it. Yeah, and share it and pushit out. Ten minutes a day. That's all it takes. That's allit takes. I don't have to look through twenty five cat videos andeverything else. No, it's just ten minutes a day. Backs now,if I'm a Solo Preneur, sure then I'm going to write some of myown content, I'm going to put some other content out there. But again, I can still take other content and share it now to comment to it. Even to this day, I mean I still I put out a lotof content, but I will still find myself there's an article on business insideror for something, that's great article. Wow, it's interesting and I'll shareit on my social media, I'll share...

...it on Linkedin, I'll share iton different side and I'll add a comment. Hey, this is really interesting.Look at point three. It really did it and again takes me tothree minutes to do, but I still do that one it. What areyou doing? You're creating brand at you are creating personal brand equity. Butif you're in a part of a company, and I write about this my book, every minute you spent on social media has to earn its way.It has to earn this way and you can't take clicks and likes to thebank. I don't know where you bank, but where I bank. My Bankis not take clicks and likes and and and everybody. Everybody gets intothis big argument off you just post enough stuff on us. The reason peoplelove social media is because they're afraid to pick up the phone and talk.That's creepy. No, you don't want to. I want to create anonline connection so I can have an offline conversation. Well, it's I'm nojoke. Literally on my little list of questions here, as you've been talking, I just typed it. How do you prioritize calls versus emails versus socialif if a rep has a hundred percent of their time to devote to thosethree things, how do you break out how they should be spending their time? Number one is going to be the telephone. Number One's going to betelephone. Number two will be email. Number three will be social media.Now here's why? Okay, telephone, especially during the day, because Iwant to try to reach you on or reacher, but they don't don't hesitate. I mean you can reach people at seven o'clock in the morning thirty inthe morning, thirty, six o'clock. You can reach people outside those normwindows. Email I'm going to use second, and social media I'm going to usethird, because social media has a has longer shelf span, lifespan.Then would a then would a phone call, because phone call you either there you'renot there, but it's right then in that moment. But what Isee sales people do is a start off by social media. Oh, letme clean up and do all my social media and and they miss the besttwo hours, two hours of the day because they're dinking around on social media. Then they go well, then I got to take care of email.Oh you know what days done. I didn't have time to make those phonecalls. Please, you're killing me people. So I'm going to let you ranta little bit here on, alas, if I haven't already. Okay,I'm going to give you, I'm going to give you a trigger wordright now. All. So, social selling. I hate it. Ihate the word social selling because, first of all, social media, it'ssocial media. It's not just because I'm connected with you does not give methe right to be selling to you on the platform I'm going to. Imay engage you in a conversation I made. I may do all that, butthen what I want to do is, let's pick up the phone, let'shave a conversation. I can't stand this. People for some reason thinkthat just because how many times have you connected to somebody? And again,as we all look to expand our various networks, will connect with people thatwe don't know, and I got no problem with that. I got aproblem that. Then they turn around and send you this this immediate message.Wow, check out this, it's from...

...only one thousand nine hundred and ninetyfive Neddadadda. I was like, oh please, you're killing me. Thatis not social selling, that's selling. That's no, that's stupid selling.So I mean it's social first, educational second, and then you eventually earnthe right. But here's what I've found. So many people will sit there andsay I'm going to do social selling to make my number the only numberyou'll make his clicks and likes and even that you'd have a hard time.And I've watched more people go broke investing all their time and effort into socialmedia. Pick up the phone and make the call. But social media isfun, it's sexy, it's easy, it's cool, it's it's it's Idon't have to talk to people. Well, hello, guess what, folks,I'm holding an iphone on my hand. gues what? It is a reallycool device. You can actually talk into it. What about this newvein? I guess it's not that new. Maybe it's getting tired. But like, cold calling is dead. Like, why are people say it? Well, to me, that's a blanket statement. Yeah, I mean whenwe make a statement, that's a blanket statement and it works well if you'reselling blankets, but you and I are not selling blankets, so it doesn'twork. See. So No, it first of all, cold calling.I get it. It's not going to work in some industries. I totallyget it. But there's a lot of industries where it works very, verywell, very very effectively. But here's the whole thing. Is it trulycold calling in this day and age, or is it more informed calling?Is it? In other words, it may be cold calling, but Iknow these fifty companies in this industry. For instance, if I'm in thestaffing Labor arena in a particular city, well, guess what? And andI'm cold cold calling businesses that higher that employ more than ten employees and havebetween ten and a hundred and skill sets of what I can supply them with. Well, is it cold caller informed call? I call that informed call. HMM, I owe it to them to get in touch with them.See, so I mean it little bit as a little bit nebulous. It'slike saying is the earth? Is Earth still round? Really? Wow?Okay, I'm sorry, I think it is. I just I don't understandthe hesitation of picking up the phone like the I tell my reps, Hey, listen, if you read an email, that's great, but when they havean objection, you're not there to overcome it. So you're letting theirown brain come up with their own objections and then having to overcome that.That's one of the one of the big risks. What happens is we tryto provide them so much information in an email that they can make a decision. I don't want, I don't want to give anybody enough information in anemail to make a decision. Yeah, I want to just engage them inmore thinking that we're going to deal with on a telephone call. Yeah,thanks, funny. When we get done here, I have a company thatI need to call that. We've been...

...going back and forth and and shesent me an email this morning with a couple questions. So I kind ofI responded a little bit and I added some more questions. I said,great, I'm looking forward to our conversation later on today. So when weget done here, I'm going to be calling here. Now. I couldhave provided all that information in the email, but no, I want to gagein a conversation. Yeah, I think it's crazy. I have thesame exact thing a rep just the other day. I was like, Hey, how should I respond to this? I said with a phone call andhell, and they probably looked at you like really, yeah, well,I just talked to him yesterday. Well, I don't care, you just talkon this morning, like call them. You know when people say, well, I just talked to them yesterday is well, how many times haveyou use the restroom? Okay, so get that. I mean if youhave called them as many times as you've used the restroom day, then okay, yeah, maybe you call them too many times, but no, makethe call. I really think that there's this. So one thing I've learnedfrom my guy that I currently work for. His Day's Matt Millen. He workedfor Tony Robbins for nine years. So I get a lot of thatkind of like mindset stuff. Yeah, so many people are telling themselves anuntrue story. The story is I'm going to bother this person. The storyis I'm not going to do well in the call. The stories they're goingto tell ask me something I don't have the answer to or I'm going toblow it or only have one chance with this guy and I've screw up thephone call. It's all going to go to hell. Like I think thatthat's the if you can change that story that you tell yourself to the onethat you've already proposed, which is I can help this person, this personneeds me, I have something of value to share with this person. Thatone little trigger can change how likely you are to pick up the phone anddo yeah, change your sales career. Let's debunked that. Let's debunked thathere for a second. When somebody sister and says, what if they askme a question? I don't know. That's great. That gives me theperfect reason just set up another fault, to set up another phone call.I love that. Here's the other well, I'm disturbing them. The example Ilike to use, and this is a little bit strange, but workwith me on this, if you are sitting at a home one night andyou look out the window and you see a home down the street. Youdon't know the people there, but you look down the street and it's onfire, what would you do? You would immediately try to call them andreach out to them to find out, you know, make sure they're outof the house. You would sit there and say, well, you knowwhat, I might be disturbing them if I call them. Let me dosome research. You know, it's after six PM. Maybe I should justwait and call them. Maybe I should send them an email. No,you would. You would call, you would immediately, you'd go bang ontheir door, you'd immediately help them. This is where we get so messedup. We get so messed up. Yeah, you're not disturbing anybody because, remember, you can. The reason you're disturbing them and the reason youhave you have this mindset is because you aren't fully sold as to the outcomethat you can help people with. And...

...now they didn't wake up this morningand saying, Oh man, I hope mark, this guy, mark,calls me today, nobody wakes up and says that. My kids don't evenwake up and say that. Now they don't. But if I reach outto them and then I might be able to AH, see Steve Jobs.We didn't know we needed an iphone camera and music player in the same device. Right. Well, you have an awesome event coming up in April,right, hey out bound. Yeah, and you guys are participating and Ilove it, outreach. You are a key part of it. So let'sgo and riff on outbound for Hey, April twenty three through the twenty six. Fact, I was just in a meeting for two days with the otherthree founders of outbound, Jebblunt, Mike Winberg Anthony Internal, and we spenttwo days together. We were with a lot of the video crew during thattime working out, and it is an event that tops it's served to soleat or takes over a rock show to disrupt a sales meeting. That's theway to describe it. I mean that's this is a big event. Wegot Jeffrey getamer coming, Bob Burg coming, while the Waldman Colonel Wal the Waldmanfighter pilot calling Frances and Real Waltz Victor Antonio, plus the four ofus. We've got I think, eleven people doing breakout sessions on the thirdday. If you buy that ticket, it is a huge one hundred people. We got people already coming from I think seven different countries from around theworld. I think we're up to about thirty five states already. It's ahuge event. Well, Martin, when you were talking to us about itand pitching our reach and getting involved, he told me a story about likethe emotional impactice. Oh yeah, yeah, both. This will be the thirdone and it has every year. We keep doubling, at doubling,doubling. Will have over one hundred people that are shorten and both years we'vehad people come up to US afterwards crying, crying because of the impact that wehad on it. They were right at the point of throwing in thetowel on sales, just at the point throwing in the towel, and weshowed them the clarity, we showed them the messaging. fact, it's funny. I had a gentleman email me. He sent me a note the otherday said Mark, I can't begin to tell you how much you and Anthonyhave changed my life from a sales perspective. You know, came down by ourgot your books, read them, how much you have changed, andthat to me, that's that's life changing. I mean it really is. Imean it really is kind of creepy. But I tell you what, wetake it so seriously because I don't know what I don't know what statisticsto believe, but you know, more sales people miss their quota than maketheir quota. The amount of turnover of sales people as astronomical and it's toobad. And what we want to do...

...is we want to not just enthuseyou. This is not a Tony Robbins as Zig zigular type of moment wherewe're going to come in and and row. No, no, this isn't.This is this is you got to work book and you're working through thisand you're developing your plan. Are you getting motive it? Yeah, youare. I mean there's no a sentence about me with the level of stuffthat we have, I mean, going on during those couple days. It'smind blowing. But you you walk out with a plan that you can implementand I think that's the big that's the big difference. We're excited to bea part of it. I know that, like our DNA is a company wewere started with for strs going out bound. Still Eighty five, ninetypercent of our revenue is generated through outbound prospecting. Like this is the kindof thing that we think we help people with with a great solution, agreat platform. You guys help them with the techniques and all of the softskills and the motivation, and I like it's just like a nice little marriageof hey, you can go to a great conference sponsored by a great toolthat's really there to help you be a better seller and the provide for yourfamily or reach your career goals or whatever your purpose is for being in sales. And you know, I'm really excited to come down this year and bea part of it. So, Oh, let me tell you something. Wehave an opening, we have an you know, just like in asales called, you gotta open strong. You got a close strong, believeyou. We have got strong openings for both days. We've got strong closesfor both days. We've got some cool sizzle in between. I mean thisthing is so if you do how much money we're spending on staging, onstaging alone, and the number of video people we will have there in thetype of tools and techniques. I mean we're in the Georgia World Congress Center, the Georgia Ball Room. It overlooks Mercedes Mercedes Been Stadium. It isa dynamite venue. It's right in downtown Atlanta, so plenty of hotel roomsright there. You can take Marta right from the airport, right from theterminal, right there to the world congress centers, or stop right there atthe World Congress Center. You can't beat it. I mean seriously, itreally is. It's cool, it's we're excited to have you guys there,because this is the whole thing. It is about outbound and that's what outreachesall about. So that's really I mean, I think it's a perfect combination,perfect relationship. Where can they find out more information? Well, foroutbound, they go to outbound conferencecom, outbound conferencecom. Fact, we gotsome information up there already. We've already sold hundreds of tickets already. LikeI said, we've already I mean the number countries and states coming, butwe're loading more and more. Will kind of get we got the agenda workedout and so by time this air is at agenda will be out there andyou'll see that you'll see all the other people and man, and you startseeing the video, you start seeing the videos from last year and start readingcommentary and testimonials from people who were there. That the number of people we had. About thirty percent of the crowd...

...last year came back from the yearbefore and we're already running, I think, about twenty two and a half percentlast year coming back again again this year, and and that percentage isgoing to go higher. What's that say? That says there's something there, thatsays it must be pretty cool. So, yeah, people coming backwith the yeah, well, the compliment. Yeah, yeah, April twenty fourand two thousand and five are the main stage days. April twenty threeis kind of our VIP Day and April Twenty Six is what we call ourelite track day. That's the breakout sessions. Will have nineteen breakout sessions. Well, Hey, I want to thank you so much, mark for comingon the podcast. If you wanted to get a hold of you or checkout what you do personally. Where they get that? The sales huntercom thesales huntercom. Hey, it's pretty easy. Boom, handsome man with unbelievable advice. I mean that's a winning Combo. So, Oh, you're talking aboutyourself right? Yeah, not yet, one day, but hey, thanksso much, marking for everyone listening. We really appreciate you listening to thesales engagement podcast. If you need anything, check out sales engagementcom letus know. Will be able to help you out. Make sure you checkout outreach dot io if you have any questions about what outreach does and willtalk to you next time. This was another episode of the sales engagement podcast. Join US at sales engagementcom for new episodes, resources and the book onsales engagement coming soon. To get the most out of your sales engagement strategy, make sure to check out outreach dioh the leading sales engagement platform. Seeyou on the next episode.

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