Success Stories

Relationship Marketing With Kody B: Mike Weinberg

Business development is the center of all sales and/or marketing. If you are interested in expanding or growing your business, or want a personal development plan to learn how to better yourself as an individual and salesperson, then keep reading.

I want to introduce Mike Weinberg: Mike is a Sales coach, consultant, speaker and author of several books including 2 Amazon bestsellers. Mike’s passion is “helping companies and salespeople win more New Sales.”

He is a been there, done that kinda guy, reaching the top of the sales performance chain, and loves teaching others how to achieve the top as well.

It’s quite evident that Mikes an expert at new business development & sales management, and he is on a mission to simplify sales.

Mikes impressive bio includes:

  • Top producing salesperson in 3 companies
  • Named a top sales influencer by Forbes and other publications
  • #1 sales influencer to follow on Twitter
  • He’s consulted on 5 continents this past year

Mike has been in the trenches doing what he teaches others to do. He is most certainly one of those people who adds huge value with his contribution to the professional sales world.

Listen in as Mike sheds light, and shares a solution to one of the biggest struggles in business development as a salesperson…

Kody Bateman: Hello, everybody. Kody Bateman here at Relationship Marketing Podcast show. We are excited for yet another incredible episode and I’ve got an amazing guest on for us today.

 

First of all though, I’d like to thank all of our listeners, our expanded audience, our growing audience who are growing very rapidly and more and more people are tuning in now and downloading this podcast. Hopefully, we are providing some good content for you.

 

If you are in sales or if you are in marketing or if you want to expand or grow your business, if you’re interested in expanding yourself individually, have a personal development plan, learn how to better yourself as an individual and as a person in sales, this is the show for you. We are very excited to put on this show each and every week and the Relationship Marketing Podcast.

 

So here, we learn about relationship marketing principles and how it is changing the way people do their business. In fact, for those of you who are new on the show, I have a book titled The Power of Human Connection: How Relationship Marketing is Transforming the Way People Succeed. Lots of feature stories in here, about 25 different feature stories from people of all different industry talking about how they incorporate relationship marketing to better their business, to increase referrals, and to increase the bottom line.

 

So that’s how the show is about. And you never know what we’re going to talk about here. It depends on where our guest wants to talk about. So without further ado, I want to introduce to you the one and only Mike Weinberg. How are you doing, Mike?

 

Mike Weinberg: I’m doing great, Kody. Thanks for having me.

 

Kody Bateman: Well, I’ll tell you, it’s an honor to have you on here. I know we’ve been trying to get you on for some time now and we finally are able to get you here. It’s just an honor to have on. Now, my key is I’m going to tell our audience quite a bit about you. I’ve got a little bio that I do want to read because I think it’s important that people understand where you come from and the contribution you’re making out there.

 

But first of all, I think this is your first book, New Sales Simplified. I’m going to hold this up for our YouTube followers. If you are just looking at it, if you are just listening to this, you’re not going to see it, but YouTubers, here it is, New Sales Simplified. And we’re going to come back to the jacket on here because some of my questions are actually right off of the jacket. So I’m interested to do that.

 

But let me read to you a little bit about this guy. He is a consultant, a sales coach, speaker, and author on a mission to simplify sales. By the way, Mike, just to cue you up, I’m going to ask you – I’m going to start out by asking you this whole simplify sales things. Everybody is interested in that. How do you simplify the sales process? So we will probably going to start there.

 

His specialties are new business development and sales management. His passion is helping companies and salespeople win more new sales. Before launching his own firm, Mike was the top-producing salesperson in three companies. So he has been done that kind of guy. He is not just a consultant that tells you what everybody else is doing. He has actually done it and has been at the top of the sales performance chain and now, he is teaching others what he did.

 

I love interviewing people that have been in the trenches and you certainly have. Forbes and several other publications have named Mike a Top Sales Influencer. He has been named the #1 sales expert to follow on Twitter and he has led workshops and consulted on five continents in this past year.

 

He is also the author of two Amazon bestsellers. His first book, we’ve already mentioned, New Sales Simplified, has been a bestseller for six years, was recognized by HubSpot as the #3 most highly rated sales book of all time.

 

His second book, Sales Management Simplified is being called arguably the best book that has ever been written on sales management in an unequal blueprint for leading salespeople and building high performance sales teams.

 

He has got other books too but we will probably bring that up interview and we would like to get things started. So Mike, what a nice intro. That’s pretty cool. Some of the accomplishments that you have out there, we really appreciate the contribution that you’re making in the professional sales world.

 

I want to jump right in with this book, New Sales Simplified. You got a couple little things on here, The Essential Handbook for Prospecting and New Business Development. So there are a couple of things going on on the jacket itself. If I’m going into a bookstore and I look at this, I’m going to share with you what is going to draw me in. I’m very interested that you’re saying this is a handbook for prospecting and new business development, those two things together, I’m really anxious to hear your angle on talking about prospecting and new business development at the same time in a simplified way. So that’s what draws me in, prospecting, new business development simplified.

 

So if I were at a bookstore, that’s what would draw me in. I’d be interested to read the book. So in a nutshell, brother, tell us what all that means, what I just said. What does that all mean? Now, how is that for a question? Now, that’s a question.

 

Mike Weinberg: That’s an excellent question. You know what? I love the question. I’ve never been asked that way after six years of talking about this book as a bestseller. It’s fun to hear your angle. I’ll start here with you, Kody. There are a lot of people in sales that are good at various aspects of selling. They’re good at service. They’re good at retention. They’re good at product knowledge.

 

Where I see a lot of salespeople struggle is when it comes to initiating a new relationship by creating a sales opportunity, being proactive. So there’s a lot of mystery and confusion around that big word “prospecting.” It kind of makes people freak out. There had been a lot of writing, there’s a lot of controversy on LinkedIn, a lot of nuovo experts telling us that in today’s world, the customer will come running to you when they are ready and they are prospecting and picking up the phone and colder outreach people doesn’t work.

 

So part of the reason we wrote the book was to set the record straight and simplify what it takes to put together a successful new business development focused attack plan. And often, an important component of building new business is the prospecting to initiate the dialog, to get somebody into a discovery conversation so you can understand more about them and their situation and their needs.

 

So that’s where the whole piece comes from in terms of prospecting a new business development. And in simple and I’m sure we will unpack this as we get into this conversation, there’s so much noise today and so much confusion that I kind of carve that little corner of the sales world from myself as the guy that will just tell you the simple truth, who will summarize your issues pretty quickly on the things that are getting in the way of you winning more new business. And then I will give you a very simple framework for the approaches, the attitudes, and even some of the techniques that you need to execute to start filling up the funnel, the pipeline with new opportunities.

 

Kody Bateman: OK. Good. Good. Good. So again, as you say all those things, I keep thinking of the word “simplify.” So everybody is interested in the sales process. In today’s day and age, there’s a brand new sales process. I mean it’s not like it was 10, 15, even 5 years ago. Sales process changed.

 

And what you’re saying is, New Sales Simplified, talk to us a little about the – let’s kind of skip past prospecting. You prospected, you found somebody that you’re now going to present to, and there’s a process now. There’s a process to the sales approach. I know prospecting is part of it but we’re going to skip through. You’ve already found someone. You’re now creating relationship and seeing if you could do business together and you’re going to do it in a simplified way. So share us the simplified sales process from that point forward.

 

Mike Weinberg: That’s great. And I love that you got to the word “relationship.” So quickly and since this is your Relationship Marketing Podcast, I had a pretty good feeling we would get there.

 

Kody Bateman: Right.

 

Mike Weinberg: So let’s talk about – we’re now in a dialog, right? And that’s a very important word. We might in our mind think it’s a pitch or it’s a presentation but I find that those words really mess up salespeople because they think they’re supposed to talk a lot where they’re supposed to talk and present first.

 

And if we’re really going to build a relationship with somebody, what I’m hoping that we were going to do even in a sales context is that we are going to get them to take their guards down and we’re going to do everything possible, and I’m sure you’re going to resonate with this because of your whole business, we’re going to do everything possible to come across as a friend and as an adviser, and as a consultant who wants to work with them and help them. We’re there to have a dialog, not to pitch at somebody.

 

So one of the first things I’d share that I talk a lot about in the book particularly, when we’re structuring, a sales conversation, the more formal way to say would be sales call or even a presentation. We want to make sure that we own the flow of it in such a way that we have a plan that we don’t do the show up and throw up thing where we come in and it’s blah, blah, blah and it’s all about us and our product and our history and how great we are.

 

So we want to get someone talking and then when it’s our turn to message, which we will circle back to in a minute, we want to really lean with the things that matter to the person we’re talking about because when you think about any relationship and people that you enjoy being around, one, you want someone who asks you questions and who listens well because it demonstrates that they care. But two, when they talk, man, it gets really boring really fast when people are completely self-absorbed and always talking about themselves and what they are doing. And our messaging will be a lot more compelling if we focus around the issues that mattered to our prospects and to our customers.

 

So, there is a start to the dialog I think of what I’m thinking when we think about a simplified sales conversation. It’s getting our mind right. Yeah, we are looking for a dialog and we are looking to consult. We are not looking to pitch and puke on somebody.

 

Kody Bateman: OK. So, you’re looking for a dialog, meaning that you go in, you ask lots of questions, and you try to get to what their core needs are, their core pain is, things like that. So while you were explaining that, I thought of a lot of sales books I read in the past and scripting came to mind. There has been a lot of talk in the past about having scripts, being – really know exactly what you’re going to say and be prepared for all objections, et cetera, et cetera. Know what to say.

 

Here’s my question. In today’s you-got-to-be-able-to-dialog relationship world, does scripting even work? I mean how – what do you think about scripting? Talk to us about that.

 

Mike Weinberg: OK. Brilliant, brilliant question. And I’m going to give you a 2-part answer. I’m going to talk out of both sides of my mouth.

 

Kody Bateman: OK.

 

Mike Weinberg: Enjoy the paradox we will create here because you’re asking a really important question. My answer is yes and no. Nobody wants to be scripted or sounds scripted. That’s not natural. It doesn’t come off as authentic. You don’t want to appear that you’re marionette and someone is pulling your strings or you’re just a wind-up doll and someone has turned you lose.

 

But at the same time, we do want to be prepared. And if there are some very compelling talking points that we have memorized and can make them come across very conversational. So the phrase I like to use is that we’re conversationally comfortable using some compelling talking points about how we help other people. And I absolutely think we want to be prepared and not just winging it every time.

 

But scripted I think that even that phrase takes it a little far for me because it makes me – it conjures up images in my mind of the telemarketer who is dialing the phonebook and is reading off of a screen and there’s no personal connection, there’s no warmth, there’s no – it’s manufactured. So I think it’s a little bit of both. I don’t want to be scripted but I do want to be prepared because we should do – I do want to work on getting our messaging crisp and compelling and about the issues we address and about why we’re better and different than maybe other alternatives. So I want to be prepared with really good language but I don’t want to settle canned or manufactured. Is that a fair …?

 

Kody Bateman: Yes, it’s a good yes and no answer. It’s a very good yes and no answer. And especially in today’s world, we talk about relationship marketing but we talk a lot about how you implement relationship marketing within the sales process. And this is a very important part of it. You have create dialog, genuine dialog.

 

Now, that’s my next question. There’s dialog and then there’s genuine dialog. And there’s a big difference. And my mission and probably your mission, to teach what the difference is between dialog and genuine dialog because a lot of people are kind of dipping their foot into the whole relationship thing now but it’s still on their mind that they are there to close a sale and they’re going to make sure they get the sale done.

 

So let’s talk about dialog, creating dialog versus genuine dialog. What’s the difference and how do you get to genuine dialog?

 

Mike Weinberg: Oh my gosh! Yeah, that’s great. Let’s start with something really important. Let’s start with our heart and our motivation for selling. And let me go back and quote my dad from 25 years ago when I first got into sales and he was immediately who said that I was going into sales because I had always said, “I’m not doing that. It’s your thing. I’m not a salesperson.”

 

And before I moved from New York to St. Louis to take over this big territory I was inheriting in my first sales position, he said, “Mike, the most important thing I can tell you is that your number one goal as a salesperson is to always help your customer win, and if your motivation is to help your customer win, you will always win in sales.”

 

And I will tell you, Kody, wiser words have never been spoken. And I’ve taken that advice to heart and I’ve adopted it over the years and I have different ways of framing it. But here’s how I would answer your question at least to start, genuine dialog means you genuinely care. And if your motivation as a professional seller is truly to improve your client or your prospect’s condition that you are really driven because you think you can produce a better outcome for them than they have right now, that’s a very pure motivation to sell.

 

Yes, I’m going to make money off of my clients and I’m going to enjoy trying to win a sale because that’s how I make a living. But my true motivation is to help them. And I will tell you, even in my business today as busy as I am, there are times my competitive instinct kicks in and I try to win a deal because I’m convinced that I’m the best solution for the prospect. And my motivation is to see them have a better outcome and I think that I’m the best solution for them.

 

So if you view your job as a seller to improve your client’s condition, that’s a heck of a motivation. You come across as truly authentic and genuine and your prospects can actually smell that on you. And I think that’s the difference. And that’s why when you’re really good, you also sell from an abundance mentality and you believe there are plenty of opportunities out there.

 

I don’t need every deal. And sometimes you need someone and after a dialog with them and understanding where they are and what they can afford and what’s going on in their world, with integrity, you can look at them and say, “You know what? I’m probably not the best fit for you and here’s why. And let me suggest this other alternative that might be a better fit for where you are.” And you do that clean hands and a pure heart because you truly want the best for your client.

 

So I start there on genuine. And we can then talk about messaging and how to set up the conversation. But my dad just beat that enemy and he was right. So that’s how I think we come across. Buyers resist salespeople. They are tired of being lied to. They have been manipulated. They have their time wasted. When you’re really authentic and normal and genuine, they can smell that on you and it’s immediately a different type of conversation and it’s not this adversarial, “I’m pitching, you’re resisting. I’m trying to close you.” It’s, “Hey, let’s talk. Let me share what I do. Let me ask you questions. If we have a good fit here, it will take care of itself.” Does that make sense, Kody?

 

Kody Bateman: Oh yeah, it makes perfect sense. So in other words, a lot of what we talk about is release on the outcome. If you learn how to release on the outcome, it’s like I’m not – a lot – again, a lot of salespeople even today, they are focused on the outcome. It’s like, “I’m going into this presentation and I want to come out with sales.” So when the focus is on the outcome then people feel that too. Your prospect or your customer feels that too. They are feeling, “Yeah, this guy is really trying to hit me up here and make this thing happen.” Versus completely release on the outcome, “Look, I’m just here to …” just like you just said, “I’m just here to see if we can work with each other. See if there’s a fit.”

 

Mike Weinberg: Yeah, I love that expression. I love – that to me, that’s the ultimate consultative sale. Let’s get together. Let’s talk. Even when I’m prospecting and I’m trying to really push somebody to meet with me or I’m coaching a salesperson how to secure that meeting, I push really hard. But my point is always, “Let’s get together. We will see if we are a fit. And if not, that’s great.” You’re going to get value from the conversation but there would not be a next step. And if you really believe that you can bring a great outcome, you’re always happy to have the dialog.

 

But I never heard it phrased the way you said it, “I love to just release the outcome because I can’t control that.” And from a faith perspective, I believe I can do a lot of work and I can plant a lot of seeds and I can follow a great process but I can’t make crops grow. I don’t make the flowers come out of the ground. So I do my part and then I have to release what the end result will be but I know if I do my part well and I’m faithful and I push and I have – I’m high integrity and I have my prospects and clients’ best interest at heart that good things are going to happen.

 

Kody Bateman: No question. It sounds like your dad was a great mentor. Is he still around or …?

 

Mike Weinberg: Yeah, he is. And every once in a while, I get a good dose of wisdom on the phone when I’m humble enough to ask for it.

 

[Laughter]

 

Kody Bateman: Oh, that’s great. So as I go into this book, this first book, New Sales Simplified, I have to put the glasses on here again.

 

Mike Weinberg: I understand the glasses.

 

Kody Bateman: I just love the way you have things laid out here. It’s pretty simple because even in the table of contents, you go into the chapters and what the chapters are about, I’m going to read a couple of these chapters. You’ve done a great job. I have not read this book. I’m anxious to read it and I’m already confident it’s going to be amazing simply because of how well the chapters are titled.

 

So we go into this, Sales Simplified and a Dose of Blunt Truth. That’s Chapter 1, Sales Simplified and a Dose of Blunt Truth. All right. Give us the dose. What’s the dose of blunt truth. Tell us.

 

Mike Weinberg: Yeah. Well, the simple part is there’s a prospect and they have a need, and you’re a supplier and you have a potential solution so you should be really motivated and have a lot of conversations with people that have a potential need. The dose of blunt truth is that sales is really simple and you need to initiate dialog. Your podcast, your whole business is about relationships. I make the case that salespeople would have a lot more business and a lot healthier pipelines of opportunities if they would spend more time try to initiate relationships. Instead of sitting on their butt in reactive mode and waiting, instead of hoping that a lead will come their way, they actually do something about it.

 

I’ve gotten a taste of your business because Bart has been very proactive in sending me, Bart Ratliff, who has become a dear friend and very important in your world. He sends me a lot of your items and using your technology and your tools. And it has created – it’s not only a hand start friendship but it has created business opportunities for us. He wasn’t sitting and waiting. He was initiating dialog. He was following his promptings as you guys like to say.

 

And the dose of blunt truth is tell people that there’s a lot of nonsense on the internet right now, a lot of morons on LinkedIn writing stuff that isn’t true and telling salespeople, “If you just blog a lot, when people are ready, they go come running to you with money on hand.” That’s stupid and it’s not true.

 

So the truth is reminding people, prospecting and proactive selling and initiating a dialog with people that haven’t come to you yet still works.

 

Kody Bateman: Yeah, that’s good stuff. Let’s talk about Bart for a second. Now, he is in the production here in the back so he is probably going to hear us talk about him and he might want to jump in here a little bit but we’re not going to let him. So producer, you stay in the producer box. So thanks, Bart.

 

But Bart is an interesting story because Bart comes on the scene – and by the way, you are a co-founder of the OutBound Sales Conference coming up here in Atlanta in April and I’m looking forward to being a speaker there with you. And so Bart kind of came on to the scene, the OutBound – all the OutBound people, a whole bunch of speakers and consultants and topnotch people are coming to OutBound. You’re a co-founder of OutBound along with Jeb Blount, Anthony Iannarino. I don’t know if I ever say that right. And Mark Hunter, which I’ve had the chance to interview those other guys on this podcast which has been great. You guys are high profile guys. You are high in demand. You are out there doing stuff all the time.

 

Bart is introduced to Jeb. He starts just kind of hanging out with you guys or whatever. And in the course of, I don’t know, six to eight months, he is like got close personal relationships with all of you guys, with all of you guys. I mean this is the guy that’s coming to your event. There are thousands of people go to your event. Here comes Bart but he has been able to establish relationship with all of you guys in a very short period of time. And that’s the essence of what we are talking about on this show is how he did that.

 

Mike Weinberg: Yeah, it’s a beautiful thing. I’ll take it a step further. I mean he is a unique individual and he was very proactive. What’s funny now even thinking back, Kody, you probably even know this part of the story, I mean the day of the OutBound Conference, we were having a dinner to celebrate at a pretty nice restaurant in Downtown Atlanta and somehow Bart is at that dinner with us. I’m there with the core partners in the OutBound Conference and our wives and we were celebrating and we were exhausted. And it’s a very small group of table and yet, there’s Bart eating dinner with us. And it says a lot about his ability to initiate and how likable he is.

 

But I’m an honest guy. I’m very transparent. Part of the reason, and I have no problem even being the shameless plug for what you do, part of the reason we have this relationship with Bart and the friendship is how he continued to follow up with us after our conference and I started getting very creative cards in the mail with pictures of myself at different events that he found. And part of the reason I’m fat is because I like food and someone sent me some very expensive, very tasty brownies.

 

So there’s a mutuality when someone is good to you and communicating that you gain respect for them and you have a relationship. And one of the things I teach in prospecting all the time is you can be building a relationship with someone who has not responded yet. You just don’t know it. But if you have the right attitude and you’re communicating value and persistence, and I always say it’s persistence and value and creativity. If you can combine those three things in your pursuit of somebody, persistence, value, and creativity, Bart did all of those using some very effective tools that you supply, it was natural to have a relationship.

 

And today I will tell you, we have a real friendship.

 

Kody Bateman: Yeah.

 

Mike Weinberg: Nope, not based on just social media and not based on just tools. But there’s a human affection right there, and it’s a really cool thing. And I see that a lot.

 

Kody Bateman: Genuine dialog. We just talked about it a minute ago.

 

Mike Weinberg: Absolutely.

 

Kody Bateman: Bart is a master of genuine dialog. You know when you meet him that he actually really cares regardless of what the outcome is. He really cares.

 

So part of what he does is he sends – well, let me ask you this way. You got a ton of people that want your ear. You have a ton of people that want to be part of your deal and maybe want to sell you something or maybe want to get to your audience. I mean you hit up all the time with people that you meet from all over the world and I’m sure they follow up in different ways with you. What’s the difference between how most people follow up with you and what Bart does?

 

Mike Weinberg: I’ll give you two answers. One, most people don’t follow up. You know that because you, like I am, public and people know who we are and how to find us so we’re always getting pursued by sellers, whether it’s financial adviser or someone who has got a tool they are trying to incorporate into your business. We are always getting chased by people.

 

Most salespeople are pathetic at persistence. They send one note, usually it looks like it was a manufactured note, not a natural note. Not from them personally. They are going to leave one message and they never come back and follow up. Nobody returns one message from a salesperson. That’s ridiculous. I always say if it’s important, they will get back to me.  And if someone makes the effort three, four times, they are kind of earning the right unless it’s just totally robotic in the way they are going about it.

 

So number one is they actually – the difference between Bart and others is Bart actually did follow up. And the second, I hate to use the word again because you used it but it’s genuine. There’s a personal touch. There is some research. There is some effort that went into it. It doesn’t feel like something that was canned or that some marketing joker created and would send out. When you get a card or a note that feels personal because it ties to something that – an event you just went to or something you publicly posted, there is a warmth. There is like, “This person cares enough to pay attention to what I’m doing and is celebrating with me about something.”

 

That’s a beautiful thing right there. So I think it’s A, actually doing the follow up and having a mechanism to do it effectively. And then two, is that it’s real and that it feels good like it’s from a human, not a robot. And that’s a big difference today.

 

Kody Bateman: Yeah. Now, you’ve got this OutBound Conference coming up. We’re excited to be a part of that. And actually, people will get their chance obviously. You’re one of the keynote speakers along with many other incredible people. Bart is actually going to be there doing some speaking and I’m going to share some time with him on the stage so I’m anxious and excited to do that. Hopefully, we can add some value to your conference.

 

And of course, we’re going to be talking about relationship marketing stuff, some of the kind of things that Bart does and what we’re all about here. I have a company called SendOutCards, which is a – it’s a relationship marketing tool. It’s a way for you to follow up with tangible, real greeting cards. And yes, it’s a follow up tool but we – it’s far more than that. We teach a philosophy that we’re talking about today, a philosophy of genuine connection. And so, we’re excited to be a part of that.

 

Now, I told you in the pre-show that we always like to close up our show by giving you the floor. And so this is your time. This is the time that we get to hear from Mike Weinberg whatever it is that you want to share with us. It might be part of a speech you’re doing at OutBound or whatever. And so the floor, my friend, is now yours. Give it to us.

 

Mike Weinberg: Sure. First, let me say thank you. This has been really fun visiting with you and I love your angle and your questions and it’s funny to me how natural this dialog is. We come from different places and we are doing different things but there’s a lot in common here about what’s working for people that I see in sales and you see in relationship marketing.

 

I will take advantage of the opportunity to talk a little bit about the OutBound Conference and I’m thrilled for your participation and Bart’s session as well. We started this conference a few years ago because Anthony Iannarino thought, “We should create a conference for people that want to see us.” We were always getting notes and LinkedIn messages from salespeople that say, “Hey, when can I come to one of your events?” And for a lot of us in the sales improvement world who were in demand, Jeb, Mark Hunter, Anthony, and myself for example, we don’t do public events. I’m running from city to city to city on more planes than you can count and so with those other guys doing private events for companies that bring us in to speak to their sales team.

 

So Anthony thought, “Let’s do this event. Let’s call it OutBound because we’re all about proactive outreach, not sitting on your butt and waiting for someone to drop a lead in your mouth.” Like one of the themes of this year’s conference is, “Are you a rainmaker or are you rain barrel?” just sitting there with your mouth open hoping something just kind of falls in, right?

 

So we created this conference. This is the third year. I mean 20% of the people are coming back for a third time. They are getting that much value and they don’t even know that we’re going to create new content. Sometimes they just want to come back to hear the same thing again, although this year, there’s lots of fresh content and I’ll share that in a second.

 

So, I want to invite people to check out OutBoundConference.com. It has got the four of us now and we bring in some legends in to speak as well. Bob Burg, The Go-Giver, I mean he lines up exactly with your philosophy. Andrea Waltz, Go for No. I mean there are so many big names joining us as well. And then we’ve got a whole bunch of people coming that are leading training sessions, really in-demand authors and experts. And it’s just a great opportunity and it’s so affordable. We wanted people to be able to pay for it out of their own pocket. If their companies don’t want to send them, they could find a few hundred dollars to invest in themselves for multiple days of training.

 

So I would send folks to OutBoundConference.com.

 

The other thing that I just want to share is and it’s the title of my new book that’s coming out in June, it’s called Sales Truth. And it’s brutally blunt and direct. And I really – it’s partial expose of some of the nonsense in the sales improvement industry because there are just some people in this industry that are not authentic and they preach very dangerous things that gullible salespeople want to hear and it’s not true. So I call out the nonsense and share what I’m actually seeing in real companies around the globe and industry from big data to big trucks to big defense, from consulting to printing to SAS, what’s really working for salespeople to create their own sales opportunities and keep a pipeline forward, a steady stream of new business coming in.

 

So it’s a very blunt book and some of what I’ll be sharing at OutBound will be new fresh material both on the expose side of what’s not true and then bringing in just really simple best practices that I see working for salespeople in all kinds of organizations. So I’m really pumped about that, both the conference and then getting that book on people’s stands.

 

Kody Bateman: Well, that’s great. So we’ve got three books, New Sales Simplified and then you have the management book, it’s Management Simplified or let’s see what …

 

Mike Weinberg: Sales Management Simplified.

 

Kody Bateman: Sales Management Simplified. And then of course the new one that you just mentioned. Where do people go to get a copy of these books?

 

Mike Weinberg: Amazon is usually a safe bet because of pricing and availability. So Amazon.com is a great place especially the reviews. The audio books are very popular on Audible. They can check out reviews there as well. Or my website has got tons of information, MikeWeinberg.com.

 

Kody Bateman: Excellent. Excellent. Well, we appreciate that. We are looking forward to seeing you at the OutBound Conference. Ironically, we are doing something this year for the first year. You’re three years into it now. We are doing it for the first year. For the first time ever, we are going to be hosting or I’m going to be hosting what we call the Relationship Marketing Grand Summit in Salt Lake City, Utah on August 9th.

 

It’s actually part of a convention that we are having for our SendOutCards business. But one of the days we are going to set aside for a grand summit. Again, bringing in lots of key speakers. I don’t know if Bart has reached out to you on that but we probably ought to have you over there so you could make it in your schedule. We probably ought to get you on the docket so that you can come and share with us if that’s possible.

 

A lot of your buddies are going to be there speaking and we got a lot of relationship marketing experts from around the world that use our product and services who are getting incredible results in real estate, insurance, mortgage, all these different industries. And many of those professionals, specialists, what we call them RM specialists, relationship marketing specialists, are going to be there to share their stories with us. And of course, I’ll have a message for us as well.

 

So, there are a couple of events for all of you to take a look at. So you can go to – what is the website for the OutBound?

 

Mike Weinberg: OutBoundConference.com.

 

Kody Bateman: So you go to OutBoundConference.com. You can also go to RelationshipMarketingGrandSummit.com and look at details on those events. You want to make sure you get to good events and listen to good audio and read some good books like this one here to keep the saw sharpened so to speak, and that’s what we’re about here.

 

So Mike, thank you so much for your time today. Incredible. I wish we could go on for several hours because there are so many more questions I’d like to ask. But we will get you back on here again and I’d be happy to participate and help you out in any way I can as well. So thanks again, Mike.

 

Mike Weinberg: Oh, you’re so generous. This was energizing and fun. Thank you, Kody, so much.

 

Kody Bateman: All right. Take care, everybody. All of our listeners out there, we look forward to seeing you on yet another episode of Relationship Marketing Podcast and we will see you next time. Take care, everybody.

 

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