The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 years ago

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


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

And what’s the best way to do that?


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 engagement platform helping companies, sellers and customer success engaged with buyers and customers in the modern sales era. Check out sales engagementcom for new episodes resources in the book on 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 VP of sales at outreach. In today I have with me the man, the myth, the legend, mark the sales hunter. Are you doing sir? I am doing good. Yes, it is the legend. I don't know legend, I know way, let's not go in there. Let's not lets just 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 I first figured out that I could actually use twitter for something interesting other than like wasting my day. I followed maybe a dozen people. I'm not sure if you wear this mark, but you're one of the dozen people that I followed and 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 you kind of pack around with, and it just really was like this stell use of awesome sales contents. I wanted to thank you for that and have a second 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 Jelly sandwiches 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. My whole 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 passionate about sales and I think that's a that's a big giant leap, but I'm passionate about sales, because what is sales? It's about helping others see and achieve what 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's neat. Yeah, is it? It crazy how much motivation plays into how excited you are about your sales job. Oh, it's so much more than people. You know people at who? So? They say, mark, you're a motivational speaker. No one. I'm not living in a van down by the river either, but it does come into play, because it really does. It changes how we see things. How we see ourselves is how we see other people. I love to ask this question of sales people. Does making sales calls jazz you? I mean, do you get jazz but 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 drained you? 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 I can help people with. Yeah, and when you're in that mindset, who? So? I guess we do call it motivation, but I can't motivate 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're going to see. Yeah, it's so interesting. I was really lucky in one of my trials by fire in my early sales career is I was the dreaded credit card telemarketer and in college I would go work from seven pm to eleven 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. So be ninety eight nose to two yeses. And what I learned in that was about prospecting calls and bringing it back to what you're saying earlier is I learned that 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's going to identify with you as a person or your for your value prop and you got to just get your way through those nose because that person that needs you, you have to get them to say yes, yeah, and and and 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 no big deal, just next, next. Yeah, it's really funny. So tell me a little bit about your story of how you got to be and feel this way about prospecting. Like what it was your like little moment where it all started to click in for you. Well, my moment, fact. You were a telemarketing I sold sides of beef over the telephone, I mean 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 could tell you the whole story is how I wind up there, but we don't have 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 five years to really for a click in several other jobs when I began to realize it'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's why you sell. Yes, Simon Senek wrote the book why. I get that, but really think about that. Why do we do what we do? Because I believe that I can help other people. And if I believe I can help other people, then I owe it to them to get in touch with them. So that's why I'm passionate about sales. Yeah, what helps you get someone to know that you can help them? Let me give you a little example again from my early sales career, as I would stand in the middle of the entrance and the mall of the worst named shoe store in the world. This no joke.

Mark the name of the store was the athlete's foot. Why, you remember? I'm going to say was a kinny shoes or pay lass or something like that, but wow, athletes foot. Oh yeah, but I don't know what was going on there, but I stand there in one day I just realized, like listen, everybody's walking by and I could see all the shoes that I could be selling and they just don't know I can help them. And so actually stepped out of the store and into the flow of traffic and I went out bound, if you will. I went prospecting and I got people to come into the store and I became like, you know, the the best seller out of seven store chain and I work twenty hours week out, so people that work forty or fifty hours a week and all that kind of stuff. And that was kind of like my idea of like hey, I need to go outbound, I need 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 you got to go out like it can't be just, you know, waving your hands hoping people come in. Well, yeah, you know, I got one 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 was not comfortable for them. That that's one one of the biggest things you have to realize is you got to be comfortable with your ability to help people and to engage. And this is all this, the whole thing. Sales begins with a 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 you again, I've had a great I've had a great conversation with you. That that's that's all I'm trying to do. And if I do that, I get to move you further a law and my whole thing is I want to have you faint. It's funny, but an hour ago I was on the phone with a gentleman who is trying to sell me a business proposition, very high, very he wants me to invest in his company and but it's kind of 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 but just talking away, and I said Hey, and all he was doing was talking about himself. You talk about a bad sales call, that was a bad sales call, because what is it about? It's about engaging the other person. Mark, when you stepped into the mall to sell shoes, you didn't say, Hey, look at these great shit. You had to engage people. You had to engage people where they were in their conversation in their life. That's what sales is all about. Yeah, so true. So it's interesting to me, like you know, to get that kind of level of authenticity in and a prospecting motion. Like it all starts with the first conversation. And you know there's a lot of people that listen to this podcast because it's about sales engagement and you know there's a million like the thirteen steps to the best cold called. I would love to know from someone like you that'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 should it be something that just comes out based on what you know about the person you're about the call? Well, that's a little bit of a loaded that's a 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 come in and they read from a script. They very much read from a script and it's word for word, but by the time it goes live, by time that curtain goes up, it is so natural, the conversation is so natural. That's really what we're trying to do see. So we do have a script, but those are kind of talking points. My whole objective is when I call you, we don't have to so many people over complicate things and 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'm calling you. I'm interrupting you. I get it. I get I'm interrupting you. So all I'm trying to do is engage you enough to be able to get a time devil follow up conversation. Now, ideally, in that same call, 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 something about you. When I learned something about you, I have got the playback information I need, because here's how this works. I get you on the phone and my objective is to ask you, is to get you a follow up meeting. To do that, I may have to ask you a question, I may have to engage you in a little piece of conversation. That's fine, which is what I want to do, but I want you to share with me something. Now, guess what I've got? You've shared with me something. So we get this meeting set up. Will say us for next Tuesday at two o'clock. Right, okay, fine, I can hang up 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 I know that was interesting. I'm anxious to learn more about that, or anxious to know more. Now. What have I done? I've just done three things for you. A wait a minute. This guy was talking to this play I was talking to. Listen to me. Yeah, she actually listen. Here be they actually value what I said and see, as a result of 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 voice mail. 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 and I'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 happens so frequently. Well, there's you know, there's all this study of personality types and people's how they react to stuff. There's no person in the world that doesn'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 be authentic. It's got to be authentic. You have to demonstrate that you care. But when you demonstrate that you..., it's amazing how much the other person will open up and remember. Here's the whole thing. The person may feel they have needs, but are they there needs that? Now I hate to use the I hate to invoke Steve Jobs here, but let's go ahead and book see jobs. When he came out with the IPHONE, we didn't know that we needed a phone, a camera and a music player all in 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, educate us, engage us, share it. Yeah, AH, that that's really all the sales process is. Yeah, and in the end, what did he do? He got US realized that, man, we need to spend a boatload 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 and think for a second and I'm like, okay, yeah, that happens sometimes. That's not the norm. Like how do you? So I want to start that line of thought by asking this, like how do you turn the script into that natural, slowing conversation? Like how do you is it just practice? Is it just repetition? Like how do you teach people to get through that awkwardness? Because I got scripted like two days ago and it was horrible. Yeah, well, yeah, I mean everybody it has to first of 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 know what, Hey, no matter how bad this call goes, the sun is still going to come up in the morning. Yeah, okay, and no matter which way this call goes, it's not going to change the course of mankind tomorrow. Relax, relax, just have a conversation and then I think what happens is authenticity comes through, and it's going to come through because ninety eight percent of us have a great person oelity. Now, every family has a weird uncle and a weird an. Okay, now, as long as you'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 your passion overcome your professionalism. Is sometimes we're wrapped up and sounding smart and sounding professional that we just lose our passion for what we're doing and helping somebody be you know. You know what's funny is when you are yourself and when you're authentic, you hear and you listen a lot better. Yeah, it genuinely changes when you're trying to be somebody or...

...not. This comes back to the days in college when we would cram for the final. The next day we would cram for the final and we might be able to retain this information for maybe six hours at best best, because we be getting in the shower at five am to go to that class at seven or right that final and and by noon we've forgotten about it. But when you had that class that you thoroughly enjoyed, that you loved, wow, that knowledge stayed with you and you heard a lot more, you listen a lot better, you processed a lot 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 the right to ask someone a question, and then there's the other side, which is if you can't ask questions, you don't really know how you can help someone. How do you like bring those two together? How do you make those 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 put the word media behind it. You know, you do. You really do have to have a social media footprint. You have to have a sort it is amazing how you know, and we've all seen this. We've all been in companies where somebody who just is known as a rock star can say anything and wow, that was brilliant, and you can have this other person who really 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 because it is amazing how the Messenger does change the message, and this is important for salespeople to understand. The message impact is going to be dramatically received differently and interpreted differently depending on the Messenger. And the Messenger is created by what your social footprint, not only for yourself but for your company. So do you are you a person that espouses like hey? You need to have your own brand, you need to be posting content, you need to be adding value, 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 more difficult. Well, it's got to be a little bit of both. Let's run down this path. First of all, if I'm a salesperson with a larger company, I can't sit there. My company's not going to allow me to 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 can see good content and call ment on it. Yeah, and share it and push it out. Ten minutes a day. That's all it takes. That's all it takes. I don't have to look through twenty five cat videos and everything 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 my own 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 lot of content, but I will still find myself there's an article on business insider or for something, that's great article. Wow, it's interesting and I'll share it on my social media, I'll share... on Linkedin, I'll share it on 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 to three minutes to do, but I still do that one it. What are you doing? You're creating brand at you are creating personal brand equity. But if 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 the bank. I don't know where you bank, but where I bank. My Bank is not take clicks and likes and and and everybody. Everybody gets into this big argument off you just post enough stuff on us. The reason people love 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 an online connection so I can have an offline conversation. Well, it's I'm no joke. 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 social if if a rep has a hundred percent of their time to devote to those three 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 be telephone. Number two will be email. Number three will be social media. Now here's why? Okay, telephone, especially during the day, because I want 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 in the morning, thirty, six o'clock. You can reach people outside those norm windows. Email I'm going to use second, and social media I'm going to use third, 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're not there, but it's right then in that moment. But what I see sales people do is a start off by social media. Oh, let me clean up and do all my social media and and they miss the best two 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 phone calls. Please, you're killing me people. So I'm going to let you rant a 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 word right now. All. So, social selling. I hate it. I hate the word social selling because, first of all, social media, it's social media. It's not just because I'm connected with you does not give me the right to be selling to you on the platform I'm going to. I may engage you in a conversation I made. I may do all that, but then what I want to do is, let's pick up the phone, let's have a conversation. I can't stand this. People for some reason think that 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 that we don't know, and I got no problem with that. I got a problem 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 ninety five Neddadadda. I was like, oh please, you're killing me. That is 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 earn the right. But here's what I've found. So many people will sit there and say I'm going to do social selling to make my number the only number you'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 social media. Pick up the phone and make the call. But social media is fun, it's sexy, it's easy, it's cool, it's it's it's I don't have to talk to people. Well, hello, guess what, folks, I'm holding an iphone on my hand. gues what? It is a really cool device. You can actually talk into it. What about this new vein? 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 when we make a statement, that's a blanket statement and it works well if you're selling blankets, but you and I are not selling blankets, so it doesn't work. See. So No, it first of all, cold calling. I get it. It's not going to work in some industries. I totally get it. But there's a lot of industries where it works very, very well, very very effectively. But here's the whole thing. Is it truly cold calling in this day and age, or is it more informed calling? Is it? In other words, it may be cold calling, but I know these fifty companies in this industry. For instance, if I'm in the staffing Labor arena in a particular city, well, guess what? And and I'm cold cold calling businesses that higher that employ more than ten employees and have between 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's like saying is the earth? Is Earth still round? Really? Wow? Okay, I'm sorry, I think it is. I just I don't understand the 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 have an objection, you're not there to overcome it. So you're letting their own 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 try to 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 an email to make a decision. Yeah, I want to just engage them in more thinking that we're going to deal with on a telephone call. Yeah, thanks, funny. When we get done here, I have a company that I need to call that. We've been...

...going back and forth and and she sent me an email this morning with a couple questions. So I kind of I 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 we get done here, I'm going to be calling here. Now. I could have provided all that information in the email, but no, I want to gage in a conversation. Yeah, I think it's crazy. I have the same exact thing a rep just the other day. I was like, Hey, how should I respond to this? I said with a phone call and hell, and they probably looked at you like really, yeah, well, I just talked to him yesterday. Well, I don't care, you just talk on this morning, like call them. You know when people say, well, I just talked to them yesterday is well, how many times have you use the restroom? Okay, so get that. I mean if you have called them as many times as you've used the restroom day, then okay, yeah, maybe you call them too many times, but no, make the call. I really think that there's this. So one thing I've learned from my guy that I currently work for. His Day's Matt Millen. He worked for Tony Robbins for nine years. So I get a lot of that kind of like mindset stuff. Yeah, so many people are telling themselves an untrue story. The story is I'm going to bother this person. The story is I'm not going to do well in the call. The stories they're going to tell ask me something I don't have the answer to or I'm going to blow it or only have one chance with this guy and I've screw up the phone call. It's all going to go to hell. Like I think that that's the if you can change that story that you tell yourself to the one that you've already proposed, which is I can help this person, this person needs me, I have something of value to share with this person. That one little trigger can change how likely you are to pick up the phone and do yeah, change your sales career. Let's debunked that. Let's debunked that here for a second. When somebody sister and says, what if they ask me a question? I don't know. That's great. That gives me the perfect 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 I like to use, and this is a little bit strange, but work with me on this, if you are sitting at a home one night and you look out the window and you see a home down the street. You don't know the people there, but you look down the street and it's on fire, what would you do? You would immediately try to call them and reach out to them to find out, you know, make sure they're out of the house. You would sit there and say, well, you know what, I might be disturbing them if I call them. Let me do some research. You know, it's after six PM. Maybe I should just wait and call them. Maybe I should send them an email. No, you would. You would call, you would immediately, you'd go bang on their door, you'd immediately help them. This is where we get so messed up. We get so messed up. Yeah, you're not disturbing anybody because, remember, you can. The reason you're disturbing them and the reason you have you have this mindset is because you aren't fully sold as to the outcome that you can help people with. And... they didn't wake up this morning and saying, Oh man, I hope mark, this guy, mark, calls me today, nobody wakes up and says that. My kids don't even wake up and say that. Now they don't. But if I reach out to 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 I love it, outreach. You are a key part of it. So let's go 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 other three founders of outbound, Jebblunt, Mike Winberg Anthony Internal, and we spent two days together. We were with a lot of the video crew during that time working out, and it is an event that tops it's served to sole at or takes over a rock show to disrupt a sales meeting. That's the way to describe it. I mean that's this is a big event. We got Jeffrey getamer coming, Bob Burg coming, while the Waldman Colonel Wal the Waldman fighter pilot calling Frances and Real Waltz Victor Antonio, plus the four of us. We've got I think, eleven people doing breakout sessions on the third day. 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 the world. I think we're up to about thirty five states already. It's a huge event. Well, Martin, when you were talking to us about it and pitching our reach and getting involved, he told me a story about like the emotional impactice. Oh yeah, yeah, both. This will be the third one and it has every year. We keep doubling, at doubling, doubling. Will have over one hundred people that are shorten and both years we've had people come up to US afterwards crying, crying because of the impact that we had on it. They were right at the point of throwing in the towel on sales, just at the point throwing in the towel, and we showed them the clarity, we showed them the messaging. fact, it's funny. I had a gentleman email me. He sent me a note the other day said Mark, I can't begin to tell you how much you and Anthony have changed my life from a sales perspective. You know, came down by our got your books, read them, how much you have changed, and that to me, that's that's life changing. I mean it really is. I mean it really is kind of creepy. But I tell you what, we take it so seriously because I don't know what I don't know what statistics to believe, but you know, more sales people miss their quota than make their quota. The amount of turnover of sales people as astronomical and it's too bad. And what we want to do... we want to not just enthuse you. This is not a Tony Robbins as Zig zigular type of moment where we'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 this and you're developing your plan. Are you getting motive it? Yeah, you are. I mean there's no a sentence about me with the level of stuff that we have, I mean, going on during those couple days. It's mind blowing. But you you walk out with a plan that you can implement and I think that's the big that's the big difference. We're excited to be a part of it. I know that, like our DNA is a company we were started with for strs going out bound. Still Eighty five, ninety percent of our revenue is generated through outbound prospecting. Like this is the kind of thing that we think we help people with with a great solution, a great platform. You guys help them with the techniques and all of the soft skills and the motivation, and I like it's just like a nice little marriage of hey, you can go to a great conference sponsored by a great tool that's really there to help you be a better seller and the provide for your family 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 be a part of it. So, Oh, let me tell you something. We have an opening, we have an you know, just like in a sales called, you gotta open strong. You got a close strong, believe you. We have got strong openings for both days. We've got strong closes for both days. We've got some cool sizzle in between. I mean this thing is so if you do how much money we're spending on staging, on staging alone, and the number of video people we will have there in the type 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 is a dynamite venue. It's right in downtown Atlanta, so plenty of hotel rooms right there. You can take Marta right from the airport, right from the terminal, right there to the world congress centers, or stop right there at the World Congress Center. You can't beat it. I mean seriously, it really 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 outreaches all about. So that's really I mean, I think it's a perfect combination, perfect relationship. Where can they find out more information? Well, for outbound, they go to outbound conferencecom, outbound conferencecom. Fact, we got some information up there already. We've already sold hundreds of tickets already. Like I said, we've already I mean the number countries and states coming, but we're loading more and more. Will kind of get we got the agenda worked out and so by time this air is at agenda will be out there and you'll see that you'll see all the other people and man, and you start seeing the video, you start seeing the videos from last year and start reading commentary 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 year before and we're already running, I think, about twenty two and a half percent last year coming back again again this year, and and that percentage is going to go higher. What's that say? That says there's something there, that says it must be pretty cool. So, yeah, people coming back with the yeah, well, the compliment. Yeah, yeah, April twenty four and two thousand and five are the main stage days. April twenty three is kind of our VIP Day and April Twenty Six is what we call our elite track day. That's the breakout sessions. Will have nineteen breakout sessions. Well, Hey, I want to thank you so much, mark for coming on the podcast. If you wanted to get a hold of you or check out what you do personally. Where they get that? The sales huntercom the sales huntercom. Hey, it's pretty easy. Boom, handsome man with unbelievable advice. I mean that's a winning Combo. So, Oh, you're talking about yourself right? Yeah, not yet, one day, but hey, thanks so much, marking for everyone listening. We really appreciate you listening to the sales engagement podcast. If you need anything, check out sales engagementcom let us know. Will be able to help you out. Make sure you check out outreach dot io if you have any questions about what outreach does and will talk 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 on sales 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. See you on the next episode.

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