LIVE COLD CALLING SHOW - Episode 4 - SPECIAL GUEST OPNBX

Mr Thompson Mr bloody fron back again we're back again and this one is going to be different I've got a good feeling about this one there's lots and lots of exciting things going on I just want to check that we've gone live because you know the world is like sometimes there are some technical difficulties so you just um yeah we are live says we've live right woo okay it's live so I guess s there a there's a few different things Going on in this show isn't there there is there is while we while we get

the uh the numbers up obviously the the first 30 seconds everyone's just putting down their coffees and saying it's 3:00 where are those Schmucks that do the cold calls exactly we've got a bit of a different setup today for anybody that is viewing um it's going to be faster it's going to be quicker it's going to be harder it's going to be a lot more enjoyable like the way you've taken that I feel like you're flirting with me I am I am uh we had a couple of comments last time just saying like it's great

but what I want to see is more cold calls more cold calls constant constant cold calls one after the other and obviously we can't do that like you're dialing my fingers are only so fast so if I was to say that we have a new dialer system that we're triing that could be exciting that could be really exting a little company Reached out to us and said look guys we want to get behind you we want to support you you're not doing enough dials what if we could power dial what if we could put this

call on steroids and I said hey guys all calls are us sard are approved but listen they knocked on the door we had a chat and today we're proud to say we'll be using the nooks platform to power the show Round of Applause well done for securing that he had to sell his soul And not only that but we thought well now we can talk to more people we want to give back we don't just want to be calling for whamp we don't just want to be buying Jack new houses we want to be helping

out businesses we want to be helping out people who are open-minded they want more meetings in the diary and they've got really good products so Jack who who have we got as our special guest today we've got a couple of guys that I like From possibly my favorite state in the United States of America what what would you say my favorite state is if you had to guess California no I think more musical theater uh no it's not I've lost I don't know musical what states associated with Musical therea oh nice okay I see the

connection okay should we bring them in should we bring in our guest for today We'll explain the concept we'll explain what's going to be going on for the next hour and then we'll start talking and dialing does that sound like a plan to you that sounds like a bloody good plan okay let's introduce to the show from open box it's George and Dylan yeah thanks thanks for having us on we're super excited thanks for being thank you so much thank you so much guys so for the audience the people at home the People in the

office I guess George and Dylan give us a bit of context how how come you guys are here today you know we met a year ago in a cold calling show just like this originally we were cold emailing solution and you're probably wondering like what the heck we do now well we acquired a company since then we took those technology our core techn and build a new hoop platform so I know you have no idea what the heck we're actually doing today so very excited to See how you come up with a call calling track

and see if you can book more meetings than you did last time right so just just for context so so you've acquired a new C company you're not doing what you were doing anymore people aren't going to believe this but me and Zach actually don't have a clue what you do and and I know that's a little bit of ant and deck you probably you even said before this don't trust the website if you've looked at Our website it can't be trusted like we we're doing new things so if you if you tried to get

ahead and look at our website that's not going to help you on on the C cord so that's not even wor the bit that we have got is we did get your ICP we think so we've got some data in the background that's it um so I suppose to to kick things off just for the audience who are the ICP and what problems do they need to have to make it worthwhile having a conversation with You yes our ICP is going to be sales leaders SDR leaders and kind of revops folks right anybody that's building

maintaining Tech stack and trying to figure out how to get their sales teams to be more efficient and effective right and few problems that you know we're all sellers all cold callers here um few things that plague the salespeople today is a spending time reaching out to companies that actually don't give a Hoot about what you do um and that's why we get rejections and that's part of what makes you know shows like this funny right um but it can be a serious waste of time for sellers in the day-to-day flow they're reaching out to

companies that aren't actually interested in the problems they solve um another problem is actually doing the research to narrow down that list of you know your your total market and saying okay who are the people that actually Might have an interest in what I can do and then the third is once you have that research and you have that list of accounts how do I go make compelling messaging to reach out so what openbox does is automates a lot of the research to narrow down that market using some pretty cool AI machine learning and then

prioritizes those accounts puts the data right in the CRM so when reps are dialing we're contextualizing conversations and then goes one step Further to write the email copy and get the outbound sequences set up um that's kind of the the quick rundown we can dive into it or talk more about the problems if you guys if you guys want let me know where you want to go as you can probably see by mine ex Zach's faces this is live we don't we are learning this for the first time um guys let me let me hit

you with this if I was a five-year-old and you had to explain it in a real nutshell how would you do That I would say that trying to think of an analogy on the fly now you put me on the spot um a 5-year-old if I were to say that I have broccol to sell and you don't like broccoli why would I sell you broccoli it's probably a waste of my time right um instead um I'm gonna go sell broccoli to the weird kid down the street that really likes broccoli right I should probably sell

you pizza right and so what we do is we do research to help us Figure out what kind of food you and your friends like so that we can approach you with the right with the right angle or the right offering okay keep going give me a bit more um bit more on that so you need a different angle or a different analogy or a different food do you not like pizza or broccoli no I like it I mean just more you keep going as I my brains ticking in the back the background here focus

on okay as you're As you're working in the background um the real object is to the goal is to reduce the waste that that sellers do and you know there's a crazy statistic that I believe it's from HubSpot that sellers only spend about 80% of their only 20% of their time selling right and those of us that are in seat can understand um like okay yeah that 80% is going to a bunch of things um a lot of it is spent on account research right and so That's I'm like I'm like dude when you think

of sales when you think of being a good salesperson you think about building relationships um closing deals maybe even doing a rock solid demo or you know shaking somebody's hand um as a customer right that's what this is all about um doing the account research and kind of the heavy lift before a conversation ever starts is the grunt work that um sometimes feels like a cheese grader on your forehead um and That's that's what that's what we do technology is at the point where that stuff can be automated and scaled and what that means if

that's the case is people just have more conversations and the human value ad can be Amplified even more okay okay for anyone that's yeah yeah I was just about to say for anyone that's just joined us and is lagged as to what's going on the live cold calls are coming very very soon uh George and Dylan from openbox are telling us about their product that we don't know about and we're going to be pitching it live to their ICP and this is our first time hearing about it doesn't get better than this Zack Thompson over

to you last couple of bits the uh competitive space is this the sort of thing where you'll speak to and they'll say oh no we already use x company to solve that problem so that that's a great question um the way and it's a new space right This kind of AI prospecting automated research stuff um so there are companies out there doing things like this Mo most of what we see is people that haven't settled on a vendor they're just kind of like hey what is this um how does it work the way I explain

it if you know you think about a zoom info or a cognism that can you know categorize your data and go give you really good um sense of you know these segments and so maybe you have a Mid-market segment that's in the fintech space a mid-market segment that's in the health Tech space and those are the companies I'm selling to that's kind of a top down approach let's take the market and let's segment down you think about what we do we build bottom up signals to kind of fill in that picture for you so if

there's very specific triggers that you look for in a in a health tech company like you know maybe something around HR hiring or Initiatives we go find those specific signals and help fill in the picture so you take you know a list of 10,000 accounts you're like okay this is it and then we go find those signals to prioritize who people should be reaching out to so I hope that kind of gives a pict on where we sit within the tool stack right okay I think I think I've got a way of navigating that but

let's see Famous Last should we just should we Just dive in because I feel like it could have the opportunity to be a car crash or a success and let's just dive in and maybe we've got some more questions as we go um we are using a new dialer so you're probably going to hear a conversation in the next 30 seconds am I going first you go first my guy okay okay this is live entertainment it's a new system scary I if you can hear everything if you can't then I heard I Heard a doorbell

so it's giving me good signs so at the moment the dialer the parallel dialer is working in the background it is dialing through the ICP we should have got open box to prioritize the list of people we're going to call I don't know what why we've not done that we do what they did so for this episode we are using Nooks which is the new Dialer for us I'm excited can you hear that no ah okay was happened did some did anybody Say anything uh yeah no it was a voicemail but you probably should have

got it no okay let me uh share again you remove I'm going to little technical hiccup you you do yours while we uh while I remove okay you remove that and I'm gonna add to Stage okay there we go let's see if this is going to work can you hear that yeah can hear that Oh that's not Mark is it um Mark laon yeah it is oh Mark I'll be very honest with you as I'm sure you get many of these it is a sales call I don't know if that makes you want to hang

up the phone or or let me run through in 30 seconds completely up to you I I am I'm literally just in the middle of something workwise um and it's I don't know whether you're it's probably you're probably trying to do it In relation to what my old job was in technology I'm guessing but because I'm not in that and haven't been a number of years now H okay so it sounds like you don't lead a sales team anymore no no definitely not okay doing anything exciting I'm just I'm doing carpentry and and all sorts

of things like that I just I got I got the hell out of technology haven't done it for 40 years I was fed up with it I don't blame you Like like our Lord and savior Joseph right I'll leave you to it thank you for that okay thank youe bye you can have another one for that Jack I'll try another one okay the views are going up I told you we've got the open box team so it's going to be a big episode okay we're going again we're darling you hit the button you can to

Have a call oh that's not Boris is it yeah it is Boris I'm going to be very honest with you as I'm sure you get so many calls like this it is a sales call I don't know if that now makes you want to slam the phone down or let me have 30 seconds completely up to you yeah that's what you were saying a great question can I run through in 30 seconds and if by the end it's boring or not relevant we we can leave it there is That fair i i l have a

minute before uh before I need to connect to the call so I need to be quick what are you trying to say I'll be very quick with you um so I guess if I told you that I'm typically invited in by sales leaders but if they're honest they might be struggling with one of the following problems so their sales team spend too much time researching companies rather rather than focusing on outbound and and getting in Front of of new companies or you might tell me your team is spending uh too much time speaking to the

wrong people who deep down are never going to be a match for you and the company this is the part where you tell me none of those problems exist everything's perfect and your team always speak to the right people okay that's that's fair can can I ask you one last question before I he went oh oh he went how was that as a pitch George and Dylan give it give it to me give me some feedback on that I like it I really like the part where you said um deep down will never be a

fit that was that was a good line my head like my first my first love you know was never a fit never a fit okay Zach you gonna give us some let's see if it works now can hear sounds like it's doing something that's my ring Doorbell can't be hello that's not Miller is itell hello is that Miller hello hello that's not Miller is it yeah sorry can you hear me I can hear you can you hear me yes I can now yes how are who is it sorry I I didn't catch the name well

I think you're going to hate me I'll be very honest it's actually a sales call of all things so I don't know if that makes you want to throw your phone out the window or let Me have 30 seconds it's totally up to you it depends what it is I'm I'm just uh pulling out of the drive so it depends I can let you know quite quickly if I'm interested or not well let's do that then I I'll fly through it if you're not interested I I'll let you get on with your drive um so

I'm typically brought in by sales directors who are getting frustrated with a few different things so one is they feel like they're spending time reaching out to companies That aren't ready to buy sometimes they're not even interested in what they sell and they're spending a lot of time doing that the second problem is they have a team that are researching and they're doing that all the time and they feel like if they could speed that up they'd be able to focus on selling much more or lastly when they do reach out they're not always confident

that the messaging is absolutely bang on and they're losing some confidence when they Do that now now I've got a feeling you're going to tell me none of those problems apply and I'm barking the wrong tree um yeah I think you're probably right to be honest I mean um a lot of what you described there we we manage inh house and we've kind of abandoned a lot of the things that don't really work uh quite some time ago uh probably not a need and I'm probably not the right person to approach Anyway okay okay can

I ask one last question then before I let you go yeah sure if I went and and bothered someone else in the business who maybe this was more in their wheelhouse which one of those problems do you think would jump up more is it spending too much time researching reaching out to the wrong types of companies or not feeling confident with the messaging I I to be honest with you I think we we we've kind of been through We we've we've kind of done stuff ourselves we've done stuff through agencies um Etc and we've never

really been that successful so in the end what we've done is we've just kind of settled on on a group of Target accounts that we're confident in and we're just undertaking some general marketing at the minute so we we we're starting to see some results from that that is uh much better than than all the other things that we've tried okay okay and I Suppose last thing from me if I said what I had was actually a piece of AI that took the guesswork out of to targeting those accounts I'm guessing you'd tell me you'd

stick with the marketing agency before the robots take over um yeah I don't know I mean to be honest with you I I don't know that you you could like for instance what what we're into is is multi-site multi-site food and beverage businesses that's what we're into MH and our Target list is Really anything above five outlets and we've got a complete list of everything above five Outlets so I don't know that you would be able to kind of you know I don't know that you'd be able to kind of improve on that at all

okay it sounds like when you reach out to those companies that that match that it's always the right time to reach out to them and they always welcome you in and say we're ready to buy well though I mean what what we do Is we we we're we're assessing their intent so we're not really we're not really wasting any time contacting people call um so that that's what we're doing at the minute and we've been through quite a big procurement process um with you know to to to to look at the possibility of Contracting someone

like yourselves to to add some artificial intelligence to the process and we've decided at the end of that procurement Process that it's not the right time for us the the the the return on investment analysis doesn't quite work for us just yet okay the return on investment analysis what what does that mean [Music] sorry calling back I think I just lost him I think I just lost him he did say he was driving that was a great mate the questioning was on fire I think three conversations in thank you no for the uh The parallel

dialer there that that you can show um for anyone looking for a new parallel dialog check Nooks out um three conversations in people are recognizing the problem so George and Dylan is this like common is this are these the kind of conversations that you're having yeah you know this is what's exciting you know being able to use our own dog food we're literally targeting people that are having the problems we know we can solve for so usually when we're having Conversations with us they're like interrupting us immediately even allowing us to talk because like what

the heck we're literally this is perfect time we're literally starting this right now we're talking to our po of directors next week how can we chat about this now this is gonna sound insane this is the first time we've used no I don't know how to call someone back uh what what um have you got your mobile there or is that just absolute Chaos I think that's just chaos isn't it um oh he's calling you back hello hello hello hello hello oh hello is that adri is that Aran yeah yeah hi oh hello I think

you're gonna hate me that you've called me back but I'll be very honest it's actually a sales call so I don't know if you want to throw your phone out the window or let me have 30 seconds it's Totally up to you is it uh what you trying to tell me recruitment um T sales I'm one of the worst kind of soft of people I'm in software sales so I'm actually trying to book a demo with you that's the purpose of the call now that you know that would you rather stick pins in your eyes

or let me have 30 seconds to tell you why I thought because I'm in I'm in sales I'm trying to do exactly the same thing you do day in day out what's your software Do okay well we've basically got a piece of AI software it solves three main everything's AI now of course even me even you don't know if I'm real anymore do you it's actually gayi it's not AI anymore that's what my boyfriend's called um anyway um so the the the AI basically solves three problems one is companies feel like they're spending a lot

of time reaching out to their targets and maybe it's at the wrong time they're not ready To buy or even interested in what they're trying to sell them the second one is they've got one of these modern sales teams that would rather spend time researching than actually dialing or reaching out to potential prospects and they want to speed that up a little bit and the third one is when they do reach out they're not always confident that the messaging is going to be banged on but I've got a feeling this might be the part where

you tell me none of those Problems apply and I need to get back to my boyfriend yeah I've been doing this for seven years and this is the most impossible thing to do on anything calling wise because we like need to work with something else but that it's definitely not something we're going to do even like super experienced T Exel agency in our space really really hard and we've got a bunch of those we have used in the past but we're not using any at the moment so that's where I'm at but I'm a terrible

and I'm a terrible Prospect no budget not a mass sales not a massive sales team no no desire to do it never will do it again and that's where we're at okay okay that can I ask you one last question before I let you go yes what what would have to change to make you consider something like this again uh we tried everything it was never it's just the it only works when we're highly Focused and we know they've got an application that works with us and they're big enough and then would just make it

lucky okay okay so if something was pointing your sales team in the right direction not interested would rather guess yeah no the only time we're successful is when we've got super good data on what someone's got got and we know they've got a problem we can go and solve it that's kind of how it works and It sounds like you've got that already not enough of it but yeah genuinely I've been doing this 20 years I know what I'm doing seven years here it's hard yeah no I'm and no Outsource Penny sales company would ever

ever even understand what we do let Al try might get the old few meetings but it's really Niche it's really really niche okay okay well I I'm a the the company I Work for is is a piece of software so it's so it's an AI piece of software that basically would Point your sales team in the direction of people who this person's got the problem you solve it's I'm not I'm not trying to sell myself but you can buy me if you want the sales the sales team is just just me and my colleague that's

it really team it's just us so tiny okay okay um I don't suppose you know anyone else who might be less fortunate than you be open to a Conversation like this or a high school bully I can go and bother them on your behalf as well if you like no this time no thanks no okay all right anyway good good luck mate on the next one wish you the best take care bye cheers bye that was beautiful you found yourself a new husband there I know I just try my my current one it you really

are trying to make sales great again one step at a time you want to jump in Jack and do one I'm Going to jump in if that's all right if you don't mind say okay hey just a note boys if they say Niche like that that's actually one of our Specialties if they're like ah yeah no data provider has what what we can it's like yeah that's what we do the bottom up approach they can signals right we essentially replicate their plays if they if they can find research on their accounts we can do it

and and programmatically do it okay it was it Was beautiful yeah for for anybody just joining now Zach's Zach doesn't know what open box does he's just found out 27 minutes ago um I think it's brilliant um I thought it was going to be that guy ringing back it was that's why I answered it and then it wasn't him it was someone else okay right um a lot more calls today isn't it you can tell can you hear that big time that's not Ben is it it is hello oh Hi Ben um I'll be very

honest with you because I'm sure you get many of these it is a sales call I don't know if that makes you want to up or let me have 30 seconds well it depends what you're selling good question I guess can I run through in 30 seconds and it by the end it's not relevant or you hate the sound of my cotney voice we can leave it there is that fair yeah fine I've got I do have a meeting in two minutes at 3:30 so yeah sure we can do that well I guess if I

told you that I'm typically invited in by sales leaders who have they been honest might be struggling with one of the following problems so they look at their sales team and they're spending too much time researching companies rather in than focusing on the outbound maybe it's that they're spending too much time speaking to the wrong people who are never going to be a fit or a match or when they do reach out they're not 100% sure that the messaging is Going to hit I do have a feeling this is a bit where you tell me

none of those problems exist everything's perfect and you're always spot on with your messaging yeah I get 100% response to all my on my outbound efforts yeah okay wow what's the secret he says sarcastically well I I I guess out the the three that I mentioned there was there one that stood out to you the most Ben like research or like not being a market fit when you reach out or or just Not doing enough outbound it's probably probably the last one I think you know we we we have we have a quite a Select

Market and we know who' go after reasonbly know they they kind of Target Persona just you know we you know in terms of the outbound messaging I think we get it right it's just you know you have to get the quality and the ideally the quantity right you know which is which is difficult okay and I guess this Might sound like a really stupid question but how do you know that's a problem uh probably just because you don't we don't generate enough meetings and it's a problem because you know we have just being candid you

know I'm not decision maker just again being up front with you um I'm an AE so I'm I'm you know not really an SDR but I'm typically having to spend a lot of my time doing SDR work okay and not generating enough meetings I guess when you went to the The rest of the team and said what can we do to pick up the pace or maybe try and get some more meetings in the diary what did they say I think I think it the challenge is it requires a lot of focus to to do

that and you know when you're doing you know Discovery calls when you're doing sales meetings as well it's difficult to kind of keep focused okay okay I I appreciate you said you've got to go into a meeting at halfast I guess I do yeah I do now Yeah that's fair I guess if if I said that we had a piece of AI Tech that solved all those problems I guess how against seeing that would you be yeah I mean give me call in in 45 minutes and then you know I'd rather give you the the

time you deserve rather than just fing you off here um you know I'll be again I'm not a decision maker but I'd like to you know let let you know understand what you have okay that's lovely I I'm I'm going to be in a A very important meeting in 45 minutes but what I'll do is I'll get my CEO to give you a call back and and he can run through and if it's not a fit we we can just leave it there is that fair yeah yeah fine that's fine that's fine amazing really really

lovely speaking to you and and I'll get him to give you a call back in 45 all right thank you no worries take care yes bye bye bye bye you but you You Gotta Be You gotta Be nice and respect the clock sometimes because some people do have meetings at half clock some people do deserve uh some people do have meetings at half P what I don't like is when someone says I'm going to into a meeting and it's 3:23 and you think no bastard in the history of man has ever had a meeting at

3:23 um you bastard okay beautiful stuff um what I'm gonna do is I'm gonna fire this over to you guys um at the end and you guys because we're going live onto Another show we're doing the s show live after this we're going to be talking about how to write a bloody cold email what's the world coming to guys cold emails um right Zach I'm gonna add you in and you fancy another go I'll have another go just tell me if you can definitely hear when I press start calling okay here we go do you

hear that yeah I can hear it Nook to the rescue no hello that's not Ryan is it it is yes Oh right you're going to hate me for this but I'll be honest it's actually a sales call so I don't know if you want to hang up on me immediately or let me have 30 seconds then decide it's up to you yeah you got 30 seconds why not okay appreciate that um so I'm typically invited in by sales leaders who are spotting a few problems at the moment one is they feel like their team is

spending a lot of time reaching out to companies that aren't ready to buy or ar Even interested in what they sell maybe that's not it but the team feels like they're spending too much time res searching and not enough time selling and they really want to speed up that process or lastly when they do reach out to people they're not 100% confident that the messaging is going to land now I've got a feeling this is the part where you tell me none of that applies I need to go and bother someone else yeah I think

we're okay I'm not Quite sure uh would you know I'm going to hear you out but I'm going to ask you a question what would you do in that situation I mean how much you know about the business and if you're saying the see is spending too much time outreaching but not selling what difference can you make that they all all all good questions I appreciate the uh the turnaround there at the end as well um so if I said I had I I had a piece of AI technology that solves that Problem would you

tell me AI is a buzz word and you don't believe me uh I wouldn't I just say how personal is it because I think the problem as you say with Outreach is the fact that for instance we have our teams triing a u you know like LinkedIn AI so Sending message to people people are very aware now unless is a personal message um so yeah I don't think uh yeah well I'm intrigued to you know understand how that AI would work how is that going to Make it more personal okay okay I suppose just so

I can tell you a bit more we can probably build this a bit together is it is it more the spending time time reaching out to companies that aren't interested is it the confidence in in the messaging could you give me no because we know which companies we want to reach out to and even if they're not interested now it's about understanding the market and you know you're always going to have people that aren't ready To buy but I'm just intrigued to understand how you would uh get get a better idea of which companies are

looking to rep platform than we would okay and and how would that work at the moment in terms of when you do reach out you mentioned LinkedIn before Ju Just so I can see how it would how it would integrate got a number of list like we know you know um yeah we're pretty inched with the market um so yeah we have a number of Different um uh a number of different Avenues in which we target clients okay okay so it sounds like everything's going quite well you sound a bit more fortunate than some people

I speak to what made you want to keep keep talking to me well I'm just intrigued to understand you know how because if I were to even if I had a tool for outreach it has to be fair you'd have to understand how we work as a business in order to outreach and I'm Just trying to work out how you would have a better understanding of which companies are looking to rep platform than we would just through this tool yeah okay so I I'll try not to be too much of of a Salesman and make

the mistake of explaining software to you on a call call um but no I'm we sell software so you know the pain then okay so effectively that that in terms of answering your question it would use a a Bottomup approach so you would basically give us the the triggers and the markers for what would need to be happening within a business to make it an opportune time for you to reach out to them and the the AI would sit in the background and and pick up on that and alert your team right these guys are

ready to go they're showing the right signals um and obviously there's those other problems that we would solve as well um I'm guessing the that the LinkedIn piece is you've been doing that for a little while the AI on LinkedIn has that been working quite well in terms of solving some of that um yeah yeah I mean I think yeah that has been working well okay so in terms of a a comparison rather than me explaining it over the phone would you be against me showing you how this would work and if you're not interested

at least you've seen what's out there yeah I mean look well this is what we do To people we show them a demo and then normally they sign up so I mean if you've got a a tour that is going to be beneficial then um yeah we're more than happy to see it have you um have you got your diary there I do yeah when you looking at uh right so I mean maybe Friday morning um Friday Friday 11 11 a.m. or something I haven't got I've I've only got really late on Friday I've only

got half five I'm guessing on Friday you'll be longer on at half five well I know it's just we got to see stuff what about tomorrow tomorrow nothing if we were looking at next week instead how I've got 400 p.m. on the 25th 26th the 28th do either of those work uh okay well let's go 4 p.m. on Monday we've got meeting three to four so the Relevant people will be 4 pm on Monday okay perfect um I will could I just weirdly I've got your mobile number I want to conf let you go if

that's okay is is there no it's not that that's that that is a good question as well it's it's it's more Cas of is there any reason I'll be crying into my coffee on Monday because you'll be thinking what have I done why have I committed to doing that With the salesperson okay okay well let's uh let's go over all that on Monday I'll file this over to your diary now appreciate you taking the time and you will speak on Monday all the best take care cheers he did it yeah two for two two for

two two for two and that's why they call him the goat you guys are picking up steam here look at that I just need to make sure Cuz that guy said a different company than I've got written down here you're not showing my screen are you no no no not sharing it we switched it off uh anyone that's just tuned in Zach has just booked a meeting live he didn't know what the product was he didn't know what the service was he just picked up the phone and he's had a conversation about the problems um

and that's why he's my best friend and that's why I admire him uh George D let's let's go to You and get some feedback from you in terms of that conversation what are your thoughts that was beautiful um really I think somebody put it in the in the in the comments it's a master class on thank you how to how to do this thing um yeah excellent that's very very kind yeah the the only thing I would say is he in terms of the technology he asks what makes it personalized one thing we do is

we link the account research to the Emails and so that's that's where the relevancy comes in it's not some generic like oh yeah I can tell AI wrote this right you're going after problem based research and going doing a problem based campaign that's the language that in the emails is going to be about that problem you're going after you can solve for it beautiful can we uh in the comments can we get like a big round of applause for Mr Zack Thompson for his curly ego can Get it well done that was that was beautiful

that was just like a real master class right if it's all right with you I'm going to uh right okay let me put uh okay that's in your diary now jent whoever's it's Dylan's diary got well bloody done right I'm GNA log on I can't let you be the one that books all the meetings i' got I got to get something surely okay let's try there's no attachment to the Outcome I can hear you if I didn't have a meeting at four I'd call that guy back come on pickup come on pickup right this what

we do all day one call is all it takes fall in love with me so in the background we've got n oh that's not Andy is it it is oh Andy I'm going to be very honest with you because I'm sure you get many of these it is a sales call I don't Know if that makes you want to hang up now or let me run through in 30 seconds completely up to you it probably it probably does and I hope you do you you accept my apologies if I'm not interested no that's fine if

you're not interested I I'd more than happily accept your apologies I guess can I run through in a 30 seconds and if it's not relevant I I'll leave you alone forever is that fair how forever was a long time how about How about trying 10 seconds 10 SEC can I be really honest with you I've never done it in 10 seconds before and I don't want to disappoint you cly is that are you are you s are you selling me something that's business orientated or personal if well like let's put it like this if I

said I was calling you to try and book a meeting to talk about a piece of AI what would you tell Me I would say I'm not interested I'm afraid okay and is that you're not interested because I've cold called you you're not interested because you don't trust AI or you're not interested because it's a a Wednesday afternoon and you want to be in the pub so I don't know whether you actually know what I do but uh I actually sell Quantum Computing Services which include Ai and machine learning so I'm not really in the

market to buy AI Solutions myself no that's Fair I guess can I run through briefly why I've chosen to call you and then and then if it's not relevant I I'll leave you I don't I don't think it's going to work out one way or another for a variety of reasons I haven't mentioned but good attempt I like your approach and I hope the next person bites how's that I hope I hope they nibble thank you didn't go for it you have fun don't you you have a bloody good laugh don't You we were talking

about it earlier different different openers let's see right let's try another one right rejected yeah that worked a bit didn't it when I did that before when I was just like I'm the worst kind of software I'm worst kind of sales I'm ringing to book of meeting to demo you a piece software oh do that as well get there up front right we're trying again we got about 10 minutes George and Dylan who was your Money on who was going to get the meeting it's me right oh that's not Lee is it speaking Lee I'm

going to be very honest with you as I'm sure you get bombarded with calls like this it is a sales call I don't know if that makes you want to hang up or let me have 30 seconds completely up to you how can I help sure well I I'll run through and then if it's not relevant or it's boring we can leave it there is That fair yeah are you uh um what are you just to do a CCTV or what are you do um what's your business no I wish I was to do with

CCTV I guess if I if I told you I was calling to talk to you about a piece of AI that might help your sales team be a little bit better I have a feeling you're probably going to tell me you don't have a sales team and it wouldn't be relevant speaking to you um well it wouldn't be relevant Speaking to me I don't get involved in any of that kind of purchasing um so um yeah so okay thank you very much okay thank you very much byebye very odd save his save his number for

one of our other clients at CCTV please right I'm just going to go straight in I'm GNA get the 30 seconds this time you need seconds that's Socratic open it come on mate you're better than that well that's not Jeremy is It who's calling Jeremy I'm I'm going to be very honest with you because I'm sure you get so many calls like this it is a sales call I don't know if that makes you want to hang up or let me have 30 seconds completely up to you what you want good question can I run

through in 30 seconds and if it's not relevant it's boring we can leave it there is that fair Brant uh so Jeremy I'm I'm typically invited in by sales leaders who who if they are honest they might be Struggling with one of the following problems so their sales team spend too much time researching companies rather than focusing on outbound uh the sales team is spending too much time speaking to the wrong kind of people who are never going to be a match or when they do reach out they're not 100% sure the messaging is going

to hit I have a feeling this is the uh part of the call where you say none of those problems exist you want to F your pH phone out The car and your sales team have a 100% hit rate right go on okay well I I guess out the three problems I mentioned what one stood out to you the most uh I uh I no longer work well I I I do work for Crimson TI but I work in a non non-exec capacity so I think you're looking at my profile on LinkedIn for Crimson Tide

uh I now run that deal with data indexing and we are very much a startup so I've only Just started uh a different line of work uh at the moment I've just recruited a Tey marketing girl to do appointment generation for us so uh I'm in very very early stages uh and are short on cash for investment into sales so hence a cheap Teddy marketing girl up exactly where I am okay interesting and when you say say recruiting is that she's working for you now or she's starting fairly soon on a consultancy basis is she's

not full-time she's paid on a per Appointment basis okay and and can I ask you a bit of an honest question yep on on a scale of 1 to 10 how how would you rate that experience so far uh impossible to grade it until she's actually started generating work so she's only been working for me for I would say uh 10 days the first meeting that she's organized was absolutely uh very very impressive so my first impression was if you can generate a Lead like that and you can generate 10 leads like that for the

price I'm paying you I am more than happy to continue paying that price but it is early day and we are du to have catchup meeting at the end of this week to find out how how she's getting on so um but it is very much on a per appointment basis and it's cheap as chips okay interesting and I I guess it sounds like it is obviously very early days but I guess if you could support her by saying actually here's a List of people that have uh there specific signals or they've triggered that they

are going to be interested which means you you you're going to have better conversations I guess how how against hearing a little bit more of that would you be uh I think it's too early for me to be prejudging what she how sucess so I I would say that the first one that she's done is very Good oh I think you've gone through the black wall tunnel can you hear me Po Girl he's gone I no poor t marketing girl anyway a go want to try have another go okay let's add you to the stage

um meeting set so you got one meeting in the diary secured that's yours that's what you can Take home you got call back at 45 callbacks mean nothing but he was a nice guy hello that's not Ben is it yeah oh hello Ben I think you're gonna hate me but honesty is the best policy it's actually a sales call so don't know if that makes you want to hang up on me immediately or let me have 30 seconds it's okay okay um I'll fly through it if you're not interested I'm sure you know what button

to press so um I'm typically in invited in by sales Leaders who've spotted there're having a few problems with their team could be that it feels like they're spending a lot of time reaching out to companies that aren't ready to buy or even interested in what they sell maybe that's not it but the second thing is they feel like the sales team spending a lot of time doing research and not enough time actually selling and reaching out to people and they want to speed that process up or maybe it's none Of those things but they're

not confident when they do reach out that the messaging bang on but I've got a feeling this might be a part where you tell me you don't have any of those problems and when you reach out to your customers you've got a 100% hit rate uh we don't have a we don't have a problem in that area um so we're all we're all good actually it's um we've got other problems in the business but actually our sales model is um is is Working really well at the moment so okay that's that side is all good

can I ask one last question then before I let you it sounds like I probably can't help you but it's always interesting for me to know what do you think the secret is why do you think they're doing so well well the sales model that we we have developed is taken about um 17 years to develop it's been 17 years in the making yeah so it's been a lot of Trial and error to get to that point so it's been honed and honed and honed wow over those years how long did it take to get

it so what confident in it say again sorry how long in that Journey 17 years to now how long was it until you were confident that we've got something that's pretty bulletproof now how long was it till we were confident that we had it um uh I would say probably about 18 months ago we we we sort of reached that Point where we were really satisfied with it I would say wow okay that's dedication okay good okay um and I'm guessing if they could have a tool that was sat helping them even more it's probably

perfect as it is um I mean nothing's perfect I suppose but we was was open to looking at other things but we do have different departments or different sales kind of channels if you like So um we've got one sales Channel that's been performing you know extremely well for for many years the direct sales operation I was just talking about is the one that we've been Hing for a longer period of time okay but yeah there isn't really a a gaping hole there where we're sort of um very concerned about conversion rates or um at

the moment okay and the sales team do do They because I know you've got a few different verticals what what does the direct sales team focus on um just to double check something here who who where you calling from sorry I didn't I didn't catch that no sorry yes sorry so my name is Zach I'm calling from a company called open box AI open Fox box with a B Box open box AI okay sorry I didn't I might not have mention that at the top that's okay um and and so you AI would suggest You

do augmented sort of sales um tools do you um that help sort of accelerate the process yeah so so basically what we'd spotted was sales teams tend to not know confidently when they should be reaching out to people and as a result they're often reaching out to people at the wrong time they're not really sure if they're kind of ready to buy or even have a conversation with them or they're spending so much time on Research that they're not really focused on selling And obviously they want to speed up that research part um but as

I said that that might be something that that that direct sales team that are having that Focus don't really struggle with yeah no that's not a problem we have okay okay I was doing so well yeah go on well I'm you know I'm always you know I'm I'm I'm a sales person myself you know I've been a sales person on my life so I'm always Interested in hearing from other salese you know but I don't you know there there isn't um we've got gaps in other parts of the business we've got to fix some bues

to put out but it's postale stuff to be honest you won't be able to help us with okay okay can I ask you one last question then before I let you go yeah sure what would have to happen to make you consider looking at something like this what would have to Happen in the future what would have to happen [Music] um I don't actually know exactly what is you're offering so that's difficult question to ask I don't know what would have to happen to to consider it what is it you what is it you're offering

what's your uh solution or your so so tell you yeah okay so so think of it as a best Friend to your salespeople that would arm them with you know that company that you're trying to Target now is the time to reach out to them I've found all this information out on them here's what they're looking at here's why they'd be interested it arms them with all the information so when they reach out it's a bit more bulletproof than than any guess workor that's probably the best way to me explain it's very hard as a

sales person For me to explain software over the phone you have you have to forgive me if I butchered that so it's like um a kind of a re Search tool that kind of gives you up to-date information on the business gives you a better chance of converting that into a you know it's it's you're likely to have a warmer client reception basically yeah so yeah exactly so so so slightly more Proactive and real time than research so say you know sales people they need to be the first one through the door this is going

to give the the tools to make sure that they they are there and AI is one of those things that if we don't integrate it it's going to climb into our ears and take over our brains yeah yeah um so what would have to happen um I guess what would have to happen is we would have to Have uh I suppose some major problems with with um our ability to get you know the marketing funnel booking enough appointments into the diary that kind of stuff okay but we we don't we don't have a problem with

that at the moment right okay the messaging and everything I mean you are you are talking to us at a time where we like I said we're at the at the at the end of an 18year virtually process of honing and okay guys we have to get ready to Dive into the next show we're go going live in 2 minutes so we're going to end this call Zach's probably going to book another meet him I'm talking while he's talking thank you for watching Big shout out to no our sponsor for the episode that's the dialer

cognism um and yes we are going live in one minute on the sell better email show Link in the comments see you next week open box check them out thank you so much guys see you soon did he book