Cold Prospecting for Inside Sales with Grant Cardone

hey honored to be part of the webcast I want to thank first of all our Menino inside sales click dimensions in Microsoft you guys are awesome unbelievable for you to offer this kind of value to your clientele to entrepreneurs to business owners and sales teams around the world really appreciate you thinking enough of me number one to share this content with your people and number two for all of you that are watching particularly the audience I want to thank the audience all of you out there taking the time invest in your time and your energy

your time is more valuable than anything else and my goal is to help as many people as I possibly can grow and build their business again I'm honored and humbled that that you would spend your time to invest your time and energy with me because you can be doing something else look here's the facts okay we're talking about coal prospecting today we're talking about how to fill a pipe line up so full until it just gushes on you okay now I've started I started and operated a five companies six companies I actually started one of

them failed I sold it actually before we dissolved it and but of the six companies five are extremely successful we'll do just shy of a hundred million dollars this year in sales nobody knows me nobody knew me when I got started okay the whole deal was how do I get people to know me obscurity is the biggest killer is the biggest destroyer of great ideas obscurity is the giant killer of all great ideas and great talent so people don't know you they're not going to buy from you it will not matter whether you have the

next Holy Grail or holy bread or whatever it is the perfect product will not cannot possibly solve problems that people don't know you so we're going to be talking today about how do you leverage and look you be you be crazy we would be crazy not to embrace technology today and leverage the technology of CRMs like Microsoft Dynamics we'd be ignoring is's not to use scrubbing mechanisms and predictive analytics that that are provided by inside sales or marketing automation and drip campaigns I use all these here at my office most of this stuff I don't

even quite put my head all the way around but I'm always looking at as a business owner how do I use retargeting how do I use marketing automation how can I use a drip campaign how can I make it look authentic and organic and communicate with an email list or somebody I found on Facebook how do I use all the streaming mechanisms today oh by the way how do I also go out and knock on somebody's door or use their phone how do I combine old and new technologies because the reality is this okay you'd

be foolish not to use technology whether it's old or new you be foolish and you will be unsuccessful if you don't so today we're focused on coal prospecting how do I take somebody off a LinkedIn or Facebook stream how do I use a maybe google.com how do I use Google+ or an email list or hey Jared gave me a lead or I was on the phone with inside sales and Microsoft and they're like hey we got a sales organization and there's another department another person they run that but you really should make that phone call

this called coal prospecting how do I fill my pipeline up so full that I got so many leads I don't have to pay for advertising well the benefits first of all for me to learn anything I got to go back and say why am i learning this alright I wish they would have done this for me in school when I was in the fifth grade I didn't know why I was going to math class our English class okay well you got away you got to read got not account why so first first you got to

know benefits what are the benefits of cold prospecting because look nobody wants to call prospect and nobody wants to make a cold call number one you don't have enough leads okay you don't have enough leads you need to understand you don't have enough leads your bank account your bank account is determined by the leads you have your business's success is determined by the leads you have the the success of your business in the future is determined whether or not your out of obscurity do people know me do I have a lot of leads my closing

ratio is going to be low okay you know that I know that the way not to be frustrated with a low closing ratio is to have lots of leads it solves all problems okay number one you don't have enough leads lots of leads solve lots of problems means I don't have to spend as much money in advertising it means my sales people don't have to be as good it means I don't have to worry about scripts as much even though I still need a script and I can actually be dissatisfied with my conversions I just

said it I just said what every executive doesn't want to put up with our conversion suck that's right they do they suck ok they're always going to suck they're going to suck forever so get you a lot two leads ok and then you can start working on how to how do I get better at converting these leads number two your income depends on your pipeline your paycheck your depends on your pipeline the savings account you have depends on your pipeline seventy six percent of all individuals in America live paycheck to paycheck over fifty percent of

sales people miss quota why because they don't have a full pipeline I traveled to Indianapolis yesterday I went to Indianapolis we flew out of Miami yesterday we had a meeting there we saw seven clients while I was there I keep filling my pipeline up so while I was there while I had a meeting there while we had a meeting with 12 decision makers of a fortune 1000 company we also did seven other meetings there they were cold walked in hey I'm in town just want to say hi to you these are cold okay I know

the list I pull the list hey let's do a list from people that have done business with me I went over a list of about 50 people in Indy I'm like I know those people those people those people those people we target is seven out of the 50 stopped by walked in hey what's going on man I don't have time for your date still walked in still said hello hello now today we're going to follow up on a phone and then an email and then add those people to a drip campaign right I'm going to

maximize technology and muscle just old traditional stop by drop in but again you got another benefit why hey man my paycheck I need a paycheck my kids my kids I cannot send my kids to private schools if I don't have prospects in my pipeline I don't have the money I'm out of money I can't pay for the things I want and the things my family deserves unless I have a lot of cold prospects we have a t-shirt says who's got my money it reminds my sales staff who's got my money somebody I don't yet know

okay so remember you want a co prospect because the people you don't yet know are the ones that can one give you money and number two for your service or product and number two make your company better known number three coal prospecting is how you scale a business it's how you scale a business now most startups today in Silicon Valley are not spending marketing and dollars and advertising dollars on becoming known what they're doing is they're starting to get a notoriety okay and out of obscurity because of some breakthrough something they did they get covered

by a convention or a conference right they get they get picked up in a Wall Street Journal or blew me a Bloomberg's right they get they get some coverage or they did a webcast now this studio that I'm sitting in today is a cold prospecting uh innovation basically it's a tool we basically use this studio now how can you spend that much money on a studio can you can you open this this just went to a USA Today thing how can you spend so much money on a studio how can you make sense and not

having prospects right any prospects we use this studio to deliver content I was at Fox News Fox News did a story on me and my book was coming out seller be sold and it was actually my third book if you're not first you're last was coming out I was a Neil Cavuto show I talked about this book being a pipeline filler that a business could literally explode if they knew how to prospect being first in the buyers mind and he's like that sounds like a tag Adele the nights of whatever that movie was I'm like

no no dude it's about being first on the buyers mind out of obscurity obscurity kills businesses cold prospecting Cavuto is what I'm doing today on your show and he's like what I thought you were here to talk about the book I am doing coal prospecting I'm doing cold prospecting that's what I'm doing on your show today he's like I can't be your shamelessly plugging your show and your business needs to charge your your shamelessly plugging your your business I said hey man that's what businesses must do today I'm using FoxNews now I'm telling you that

to tell you this everybody that's doing coal prospecting you need to be thinking about how do I get media attention for my name how do I break out of obscurity you have to know the benefits okay number one you don't have enough lead number two your income depends on your pipeline and number three you got to scale your business I'll do anything to get people to know me anything what I'm doing right now is getting people to know me okay how can i multi-purpose this content and throw it up on Facebook LinkedIn Google+ YouTube snapchat

Twitter how can I take pieces and parts of this and throw it right into the right places oh by the way how can I take a link to this video and send it out to my client list that yesterday I went to Indianapolis to see and six of the seven couldn't see me you understand I want to use I want to intertwine all these technologies how do I start help getting inside sales in technologies to help me basically scrub content to find out who is the best lead in my marketplace how do I most maximize

maximizes and if you're a manager right now you're asking do why don't people do this now man I love what you're telling people grant Mike I can't get my people to do this yeah you know why cuz it's hard why don't you just tell people the truth man it's hard okay and then once you tell them the other half of this truth it's hard to fail okay folks look it's hard not it's hard to get by on too few leads it's hard to feed your kids when you don't have money it's hard to buy organic

foods making 40 grand a year I'm just telling you the truth failing is hard cold prospecting is hard success is hard failing is hard okay warm cold warm calls are hard cold calls are hard look I've been calling my family is hard it's all hard everything's hard so what you got to pick your heart you want to fail you want to succeed I believe this succeeding is actually less work than failing so is cold-calling hard yes okay is calling on seven businesses yesterday and only six of them see me hard being away from home getting

on a plane flying all the way over there being rejected difficult yes it is so what just tell people the truth number two the reason people don't prospect is because it's easier for your company to advertise you you guys and gals would rather spend money to create a lead it's easy I'll write a check I get a lead maybe for instance we're getting ready to drop an ad campaign on CNBC and Fox Business I'm gonna bury the radio with my name every morning when you drive to work you're going to hear Grant Cardone is the

greatest sales person on planet Earth you're going to hear basically some some semblance of that ad right now we've held off on that ad for six years because I've been having to warm the market up so that when I dropped the ad while you're driving down the road you're like I think I heard that guy before see what I'm doing is I'm taking them every day every day I have a priority collé prospects build a pipeline warm it up get your name familiar in the marketplace so that when I do spend money in advertising I'm

going to spend more money this year in advertising than I've spent the last 25 years combined because for 20 years I've been warm in that market up I shouldn't tell you it's been 20 years because really it's only been five for the last five years I became aware of how to use technology like I'm discussing today like you're being provided today likes available to everybody today if you embrace it click dimensions and Microsoft you're unbelievable inside sales have unbelievable webinars right now to distribute and disseminate your your word and Armony know what you're doing right

now for your clients to say hey I can scrub data I can get predictive analytics so you can know who to drop into who's most likely buyer who's most qualified who's looking see I can use Facebook like that today if I do the right thing and have the right creativity with building a pipeline wait why don't I do a pipeline on a webcast on how to build leads who would watch that webcast companies that want leads now what do I know I'm a sales training organization I'm going to go watch those leads hey post sure

you post in facebook uh you know in a live stream mentions or periscope post your company so we can collaborate and I can network you with the right other people who doesn't want to disseminate their own name they drop in comments on my Facebook stream I did this the other night we have 4900 comments half of those were companies saying I made an organization that needs leads and every organization that needs leads needs to know how to convert leads and that's what we do at my company right so those become leads for me I'm basically

taking a cold prospect saying come out show me your face okay give me your name give me your email and then I could start contacting those people now again I'm gonna go back why do you need to do this because you got to know the benefits you got to know why people don't do it you got to know this is a priority okay number three your company is not requiring this to be done right now see the reason your people don't call prospect right now is number one it's hard number two you advertise you basically

make it easy for you give them so many leads it's unbelievable right you spend money to advertise they're like why am I going to call somebody cold I got a lead here then they complain about the leads easily stuck okay number three they're not required management management require your people to do the coal prospecting and don't say did you say show me did you go see those people by the way we need to ask Heath who he actually saw yesterday show me who you went and saw and then management follow up hey my guy went

in there yesterday no he didn't then fire that guy for lying to you so you have to as a company I know Microsoft you know don't we we don't we don't treat people like that no no you guys need to start pressing people so they filled their pipeline up so they properly use the technology the technology developments today are so unbelievable but looking unless you got a big freaking heart and lots of passion and a commitment your people are not going to utilize the technology they're going to say it didn't work no you didn't work

management didn't work we didn't press people to be great number four people are not properly motivated 72% of people are disengaged at their jobs I'm talking about people making lots of money little money and barely getting back people are disengaged with their jobs so your job you know everybody wants to go to heaven nobody wants to die everybody wants the ABS nobody wants to go to the gym right everybody wants to be in great shape but then they want to sit down and eat Oreos okay everybody wants to be famous but they don't want to

show up for the audition you got to pay the price pay the price today so you can pay the price tomorrow get your people properly properly motivated all right let's talk about some best practices for coal prospecting how about we do that number one existing customers why would I go after people I don't know when I got people that I do know people have done business with maybe they're good for a second sale maybe it's about thank you maybe it's about who do you know okay hey John just thinking about you anything we can do

for you a grant cardone here you bought our program I notice you have unbelievable usage right now and you're really doing great with the program talk to one of your people yesterday they said you're really winning with it let me ask you a question who do you know like you committed like you professional like you interested like you motivated like you who do you know so I'm going to start with existing customers number two employees people within my own company I got people and worked in every department here I go to them all the time

okay once a week hey who do you know I go to the shipping department the accounting department I just find an accounting person because I'm like you've been here three months and never gave me one lead what's wrong with you you're trying to tell me you don't know somebody that doesn't need our product or you just disengage you're just not interested you're not on the team I need everybody every department not just the sales department generating leads I was working in a car dealership I went to the service department they have 80 employees in the

service department hey guys what's the last time you gave the the sales department a lead why not okay why does not the seamstress at the clothing store give leads to the sales department when we know she knows people what is the laundry the laundry the cleaner not get the people taking tickets for the cleaning not make sure their family and friends actually clean clothes at that same laundromat okay so work your families and friend now all the social streams all the social connections the LinkedIn the Facebook the Twitter the snapchat all these are different tones

different personalities and different opportunities clearly LinkedIn is the monsters the king is the mack daddy because there's professionals basically dropping into a space saying this is a career space this is a professional space I know those are business owners but don't neglect how many people were in that Facebook stream can you pull it up just now 20,000 people joined a stream on Facebook now what people would tell me snapchat Twitter and Facebook are not as good as LinkedIn for draws if the content is if the content that I'm delivering is business-related if my facebook channel

is about pushing business not pictures of my kids if it's about delivering great content to sales people sales organizations companies about growing and expanding I'm going to get those clients so it is really the intention of that channel that is going to drive whether there's interest on that channel or not somebody asked me recently hey what do you like for coal prospecting which channel do you like the best I like the one they're on ok if you're asking what social medium does somebody like the best you don't understand social media ok I like them all

the best particularly if you're there and you're interested in my product ok blocks I write a blog every day or a article I don't really even know the difference between a blog and an article today but every day every day I use medium Linkedin entrepreneur.com where else do we post up business insider Huffington Post I'm writing something somebody if I got to buy a PR release I will ok I am writing something to someone every day and I'm multi-purpose that content typically I'll turn a blog or LinkedIn article into a video ok so I'm going

to multi-purpose everything and I must send those links out to clients how many email strategies will we send out this week to our to our database ok millions I got I got an email list that's big I use it over and over and over again I do not worry about people saying hey take me off your list unsubscribe don't send me anything I send people lots of stuff if you don't want to be on my list tell me I'll take you off no problem I'm going to replace you with somebody else that wants to be

on your list i reward clients for adding people you understand I do shows I constantly deliver shows like this every week we're delivering shows book reviews business book reviews ok network marketing shows why would I do shows on network marketing I'm not a network marketer because I admire network marketing I'm not there to promote the company I'm there to promote the industry why would I do a roofing conference I'm not a roofer look at me okay why would I do a why would I do a stream on a conference on a sales meeting I did

in New York City where I'm negotiating with a guy named Charles Koppelman in his group why would I do that stream because this shows the insides of a business meeting and it attracts the right people so think creatively commit to building this taking this cold planet we live on a 7 billion 7.3 billion people how do I warn these people up to my message I know they're not all their shows webinars industry related successes we just did a roofing conference there was 500 600 roofers in the room extremely successful what do we do now we

come home we make a list of every roofing group that we can find using the technologies available scrub it do predictive analytics I want to know every roofer in this country anybody that has anything to do with roofing tacking insulation anything and everything to do with a roof and I want to contact hey when's your next conference are you going to a conference I just spoke at a conference now I got to start making those calls are those emails it could be a cold email could be a cold call it could be dropping in on

their Facebook page or it could be this how do you win a battle you do it all okay you do the air you do the foot campaign you do it all you do everything why would I go from the air we know those campaigns don't work I'm going to drop in and use every piece of technology I can now the basics of prospecting are this number one you got to have the right attitude I know you're watching this right now saying this guy's a freaking animal I am okay it's on my chest okay I got

a tattoo it says beast the beast I say that kiddingly I don't need a tattoo okay I am a beast I am committed to growing my business and I know growing my business is not about me becoming likable by everybody it's me becoming known by everybody some people are not going to like my delivery today so maybe some of the companies here that sponsored having this webinar for you today would be like yeah he took it a little far when he said that my job is not to get everybody to like me my job is

to get and your job is to get everybody to know you and fill that pipeline up you you're trying you got to have the right attitude you're trying to get everybody to like you because your pipeline is too narrow broaden that pipeline up get everybody to know you and you can have the attitude and I'm here I have a great company I have a great product we have great value we help customers now I can get everybody know me because I have that attitude of like I'm breaking out of obscurity number two activity level needs

to be enormous I can't rely on one webinar or one vlog or one article or one post or one stream or one social media or one phone call or one email the activity must be at enormous levels I wrote a book called the 10x rule most people that read the 10x rule except for one person that called me three years later and said Tim does 10x mean 100 I'm like dude you're the first person they got it 10x we really wasn't about 10 multiplier it was about 100 multiply times a hundred okay so you need

enormous activity levels enormous we have salespeople in my office that make 400 to 500 phone calls every day to cold customers expectations the expectations you have on yourself your company your group should be again at the right level people fail because their expectations are too low people quit quit their goals quit making phone calls and quit prospecting because their expectations are not correct if you get a 1 or 2 percent return rate on cold hey pat yourself on the back you're in the free you're in the money okay have reasonable expectations okay on on the

the the hit rate and have unbelievable expectations of the activity level you understand so don't get disappointed because you only had a two percent conversion have an enormous push up for activity that's only way you're going to get that number up will you get better yes okay but the only way you're going to get great did anything is frequency you got to get high expectations of activity in order for anybody to get better no matter what the script is now look we build scripts here for a living for companies we did we literally customize scripts

and customer experience processes for companies around the world all right I don't care how good that customer processes are the script isn't no matter how perfect it is if I have one person to talk to it's still one person okay if I convert it 100% is still one person nobody's going to hear we did great with one person no you're going to think you were lucky with one person well have anything to do with the script so what you got to do is you got to get that frequency and activity you got to go wide

and you got to get great okay and you got to do it daily the only way processing prospecting is going to work is if you're doing it every day if you're thinking every day I'm writing a book right now and I talk about I talk about hiring and recruiting and you're like what does this have to do with hiring and recruiting hiring and recruiting is the number one way to grow a business it's not through customers is through great talent internally right this is a major problem how do I recruit great talent how do I

recruit great talent I'm going to recruit great talent to do that what I want to be doing is I want to be looking as a priority for great talent there's a gentleman named Larry van tal he's a multi-billionaire real estate developer and Larry when Larry looked at anybody he didn't he all he could see he'd look right through you okay and all he's looking at is I wonder if he'd work for me I wonder if I can get him to work for me he's always recruiting now that's the way I want you to think as

a business owner always be recruiting for talent and always be recruiting for this if if they're not going to work for me they're going to buy for me are they going to buy from me will they buy from me do they know somebody back from me what size are you like if you're selling clothes what size has got boy that jacket would look good look at his shoe size always be looking for somebody to be a prospect and this has got to become a priority in your company before any kind of predictive analytics work before

the CRM works before any anything is going to work before any technology you've got to get this massive desire to say is that a prospect is that a prospect is that one and talk about it everyday and then start teaching people the tools and the strategies behind this look if there's no heart there's no obody right it doesn't matter there's got to be some heart and then there's got to be a strategy and the strategy is critical when you ask for a referral just go to your staff today and say hey ask me for a

referral they're going to want to do one of three things and I guarantee you they're going to do the two wrong things more often than the right thing in fact that probably I'd be willing to give you I'd be willing to give you this ebook if anybody in your company asks the right way okay the right way to ask for referrals who do you know and your people won't even make Newton ask for the right way they won't even ask the right way they're going to ask this do you know someone they're going to ask

send me someone if you ever run across them or they're going to say here's my card send me somebody if you know somebody all those are wrong the right way is who do you know that would benefit from our product who do you know that would benefit from my service who do you know that that would that you would want to do business with me who do you know not do you know not send me someone and not here's my card send me somebody because you'll never get a lead like that so proven strategies win

either make in a call or an email or a physical contact number one you can need a script you need some kind of pitch you need some kind of processor Road the cell just like you would in a marketing campaign a drip campaign I don't want to send out the same email every time right I need a different email because he responded or she responded to a different thing so I need scripts just like you would in marketing automation you want a human being to have a script or series of scripts for instance this is

a webcast that we did it was a five-hour webcast I think this is a hundred and four pages ebook that I delivered over five hours about how to use a telephone to make cold calls there's hundreds of scripts in here there's basically scripts for different things in different situations so number one you need scripts you need lots of scripts number two I don't know you you could open a call walk in call or send an email that opens with I don't know you is it true you don't know me and I don't know you many

of you today that joined us you never heard of my name okay you don't know who I am you're like Who am I so they introduced me right Brad gives me an introduction I'm gonna turn it back over to Brad here in a little bit you might not have known me before this so Scott gives me in production tells me tells you who I am gives the bio so you could open your call your email hey look you don't know me and I don't know you that's a technique or strategy Jared you don't know me

and I don't know you okay I've cold called companies before walked into their company in today you don't know me and I don't know you I was in a company in Salt Lake City last week I'm talking to the receptionist says trying a gatekeeper there's trying to get me to the president of the company I went there cold without a meeting without an appointment of a company that's got thousands of employees and I expect to get in the front door I had a few minutes in between meetings I drop by I'm still working tailed rent

Ella tell Scott grant cardone is here uh does does uh does he know me do you know me the question is do you know You Don't Know Who I am see now I just took this question and didn't make it a question I made it a statement you don't know me see that's really a question look you don't know me and I don't know you that's a statement right in this case I said you don't know me and turn it into a question he's like yeah maybe I do you look familiar God never seen me

before my life never heard of me ever okay but basically you create the illusion with your confidence in your attitude and the willingness to say look I have a great product I have a great company Scott's expecting me I'm in town I left a message for him by the way we did I sent him an email before I came in by the way I did see what I'm doing I'm using every piece of technology possible and he gets my he's on my email strategy every week see what I'm doing I'm covering him up from every

angle all right number three be memorable you need to be memorable I love business cards as much as anybody else they're not that memorable what do people do with them see I'm throwing it away so you got you got you got to be memorable I know people that spend more time more energy and more money on how fancy their card is are they're they're they're a piece of paper they send an email out on or their website than they do their own personality you got to become memorable like me or hate me it doesn't matter

okay please know me and please remember me like me love me are eat me but please don't forget me number four is use third-party information to validate so whoever you do business with you need to let that be your leader okay I just left the Pentagon I tell everybody I left the army I'm working with the military I just left the Pentagon okay I was just ranked just given top ten most influential CEOs in the world what should I not tell people that know that goes on everything that I do now I go Pentagon top

top ten most influential CEOs in the world why wouldn't I tell people you must toot your own horn and use third parties to validate and bring you out of obscurity and cause people to want to do business with you okay your script you ready for this there's a proven script I'm going to give you the basics one little script here just because of time number one greet one name only not two don't say I'm Grant Cardone with Smith Jones obviously baccala Kedah I'm with the UH Bahama hum you know I can't even keep up with

the name of the company your name I got lost okay so I wouldn't say I'm Grant Cardone with Cardone enterprises or Grant Cardone with Grant Cardone real estate acquisitions I just say hey my name is grant okay the reason I'm calling the reason I'm calling now this becomes very complicated am I talking to a gatekeeper am i talkin decision-maker am i talking to an influencer those there's a different script for every one of those okay let's say I'm talking to the decision maker the reason I'm calling you is I was working with Jared over at

ABC he told me to give you a call okay I was working with the Pentagon recently your name came up as someone that might be able to use my services okay number two the reason I'm calling is the big claim I help them do X he said you might be interested in that the third step qualified the lead is there a recurring problem you have I'm going to give you four points here recurring problem magic question a money question or DM decision maker okay so it might ask this is there a recurring problem where sales

organization we went into the Pentagon we went into this company okay I was just ranked in number one top ten CEOs most influential CEOs in a okay we help companies become more influential on social media do you have a recurring problem with becoming known on social media what not we don't use it all would you consider that as a recurring problem yes I would okay number two if would you invest thirty thousand dollars to solve that problem if you could become one of the top most influential people in the world in your space yeah I

would spend now I just brought up my price right there okay see money question are you a decision maker at this level by the way I'm combining C and D now just because of time would you be the person to make a decision on this and or would there be other people influencing that decision now what I just did in a cold pitch is brought up my price make monster claims told him where I came from a her or she came for set a hook called a magic question or a hook and found out whether

I had a decision maker or not fourth thing I'm gonna do is ask for an appointment even if I'm in front of them aspirin appointment is now a good time or some other time do I need to come back do we have the right people in the room and then imma go for a close close on that appointment hey if I could get a closing the product or service I would do that too okay again this is 100 pages I'm doing this in 25 minutes 30 minutes today golden rules of prospecting number one never rely

on one form of communication and we're going to do some questions some Q&A after this never rely on one form of communication ever ever you want to know why you got more teeth than you got attempts okay you wouldn't have you wouldn't need a meal with one tooth okay God gave you a whole set of teeth how many teeth do we have 52 teeth check out how many teeth we got man okay you got more teeth than most people make attempts okay so the point is never rely on one form of commute how many 32

teeth okay 32 teeth you got 32 teeth you should have 32 attempts minimum okay number two prospecting is a priority in your business you have to make a commitment that prospecting is the lifeblood of your business and number three ask for help when I prospect Scott and Scott says not yet no I'm not interested call me later Scott goes on a list called help so that when I call on Jarrod or Burt a Brad Burks and Brad said yeah man I'm with you I'm gonna do the deal we're going to buy we're going to do

sales training with Grant Cardone companies right we're all-in then when I close Brad I'm gonna say Brad do you know anybody on this list is called a helpless and maybe people that I've been trying to warm up he says the I know this cat Scott Hill I work with him okay work with it three times a year on a charity event so Brad can then push me to Scott and help me so always ask for help when it comes to prospecting look I know there's a lot of information tremendous amount of information let's face it

we got your attention today we got your attention today okay you got to thank our money no you got to thank Microsoft click dimensions you've got to thank inside sales they brought you some great content if you walk away with one or two things today is this ok number one you got to make a commitment to prospecting number two you need to be using technology for you not to use technology today is foolish it's foolish it's expensive not to use technology and technology doesn't mean something just new ok it means something let's use old technologies

let's combine them and the third thing I want you to walk away with with this is no technology is any good without a person behind it it is excited passionate freaked out and ready to use that technology don't blame the technology never blame the technology blame the user okay so anything I can do to help you if you want a copy of this ebook if you go to Grant Cardone com4 slash pipeline grant cardone comm ford slash pipeline happy to give you that so you can look it over it yourself we're going to be taking

some QA also I have a university grant cardone or a card on university comm we're prospecting full-blown prospecting with scripts prompts cold calls there's over 1500 video segments there you're always welcome to go check out Cardone you I think there's a free pass board their card on you comm it's all video content so again I want to thank Scott for having me as part of the webcast today I also want to thank our Menino inside sales click dimensions Microsoft not just for putting this webcast together but for providing entrepreneurs like myself with unbelievable technology so

that I can do what I want to do which is I want to grow my business I want to scale it I want to make sure people know me I believe in my product in my service and you guys give me unbelievable technology so I can do that Brad Burks from clique dimensions is going to take it away I think Gabe Gabe Larsen from inside sales and and Brad are going to because they have real-world experience using these technologies every day they're going to be asking some questions let's do this