Torlando On Business

Giving a talk is a powerful way to gain favor with people who don’t know you. When you’re in the sales and marketing sphere and you just want people to give you two seconds to share what you do it’s hard to not feel like a fly that got in the house. You’re buggin’ people! But giving a powerful talk gives you the keys to the city. Here’s how to do it.

Nobody wants to talk to anyone that is going to take their money. Is that fair? Is that a fair idea? I think that is true. Right? Nobody wants to be talked to by someone asking for money. And yet, when companies employ an outbound marketing or sales strategy it’s just way too tempting to not go for the kill right then and there.

CRM’s are 100% essential and most SDR’s and Account Executives live and die in the CRM, but it’s also the place where good leads go to die.

Nothing happens in high-ticket sales until you book a meeting. The higher the ticket the more time you need to spend to build a relationship of trust necessary to qualify for getting someone to depart with precious resources.

Your organization has a spirit to it, that can either be good or bad. If it goes uncultivated, useless weed seeds grow every which way. If you nurture that spirit and cultivate something with substance you can do great things as a company.

Do you know what activities lead to success? That’s a lead measure. Something you can measure that will lead to a desirable outcome. In particular for those outcomes that require the choice of another person.

Every marketer needs to pull out the notes app on their phone right now and create a bullet list of all the things they know they are competent in and then start cutting that list down until it’s three or less. Then lay claim to being an authority in those core competencies.

Something really powerful is happening in the networking space and as zoomed out as we’re all getting, the flood gates are wide open and there is no way they’ll ever close again.

To take your ideas to the next level they have to go through a gauntlet. You have to wrestle with them. You have to put them to the test against other people. But never back down from something you believe in because someone else doesn’t see it the same way. You can change it, you can adapt it, you can eventually let it go but don’t let it go without a fight.

There isn’t really any such thing as not doing marketing. Every act that brings a message into the world is a piece of marketing. The way you price your offer. The way you execute. That sends a message. It’s inescapable. You either do it intentionally or you don’t. The most thoughtful marketing in my opinion is the marketing that considers its implications within the American culture. Or whatever culture you’re a part of.

We walk our whole lives on the edge of triggering our flight or fight response system. An unexpected noise sends a jolt of adrenaline straight up our spines often for nothing. A comment that attacks our beliefs raises our blood pressure and we end up consumed all night in idioligical fight mode. Every human interaction is either going to make us feel safe or threatened. Today, in our ever increasing vitriolic society, safety is a message that our personal brands have to convey.

About a decade ago I graduated from art school. People who haven’t gone to art school seem to think that it’s easy. It is not easy. Art school is hard. Art school doesn’t give out useless degrees. In fact, they are the most practical degrees for how life actually works after school.

Having friends who know you because of your career is wildly important and valuable. Sometimes you need people who care about you in the context of work. These are colleagues who will probably never buy from you and they don’t work with you but they will champion you and help you see your blind spots.

The challenge I have with having a lot on my mind is that I often have too much to say. I’m working on that. I’m trying to give people more room to speak.

A quick quote from Rich Silverstein from the MasterClass Series: