[00:00:00] Luigi Prestinenzi: By the Sales IQ Network, this is the Sales IQ Podcast. I'm your host, Luigi Prestinenzi, and each week we'll be going on a journey that will inspire you, motivate you, and help you be the best sales professional you can be. Our focus will be on mindset, tactics, and the strategies that will enable you to create more pipeline and win more deals

And just like that, the clocks ticked over, and it's February in 2022. Wow. Time is going fast. And I'm really excited about this month, because this month on the Sales IQ Podcast, it's all about prospecting. Now we changed the format of the show this year. We wanted to change it up, right.

We've been around for a few years and we wanted to change it up. And this year we had got themes. Each month, we focus on a particular theme and within the theme, we have multiple pieces of content that really build that theme and bring it to life. In the month of January, it was all about mindset because as we know in sales mindset is crucial.

Mindset is what's going to help us work through all the challenges that we can encounter each and every day. Now mine says not something we just do once and we stop. We have to be focusing on this. This should be our number one focus. Every single day, because there are just things that happened that we can't control.

And there are things that can impact us in a negative way, if we're not careful, and we need to be able to reframe that. And Mike, shall we say the positive out of every single situation and we learn from every situation so that we can be the very best we can be. And there were some great episodes. I mean the Larry Long Jr episode was awesome.

He brought the energy, Ian, he brought some incredible thoughts. You know, thinking about it life as a sales professional, and even the episode with Craig and looking at what high-performance is and how you can really create that high performance mentality. But for this month, a month of prospecting, this is going to be an incredible month.

And I'm hoping that you take this month to really set yourself, set yourself some objectives, aim for the stars. We went through goal setting last month as well. So. Really think about what do you want to be achieving this year? And from a prospecting perspective, what do you need to be doing? What is your activity matrix need to be so that you can not just meet your target, but exceed your target.

And if you want the sales calculator, if you want the sales plan template, we'll put in the show notes, we can access it. Will actually pop that into the show notes so that you can access. The sales tools and a whole bunch of other tools in our sales IQ community. So we'll make sure we put that in the show notes for you to access, because these are things that you can do immediately.

That's going to give you a clear, defined roadmap on how you can achieve the prospecting targets that you need to achieve that will ultimately lead fewer, achieving your end results.

[00:02:57] Sponsor: This podcast is brought to you by the Create Pipeline program from Sales IQ Global. This program will equip you with the skills, tools, and confidence to run an outbound strategy so you can generate more qualified opportunities and close more deals. Hear what Ellis from DocuSign has been able to achieve since joining the program and our incredible community.

"So, my name's Ellis, I work at DocuSign as an ABR. And the reason I started Sales IQ was like you was because I really needed that guidance and that training to make sure that the outreach that I was doing was hitting the nail on the head.

So I was lucky enough to start the program early on in this role and since then I've been pretty successful and last quarter I finished on a 185%. So I've I've seen some huge results by adopting the principles."

Our next cohort is starting soon. So to learn more, go to www.salesiqglobal.com, or if you have a team of sellers, talk to us about our in-house offering. Control your pipeline, control your destiny, with Sales IQ.

[00:04:04] Luigi Prestinenzi: Well, we starting the prospecting block with Paul Riley. Who's going to talk about how you can prospect through tough times. Now we're going into kind of you three, who would have frigging thought that would be going into three years of this madness. The pandemic, the gift that keeps on giving.

But the reality is we are still going through some turbulent times and the unintended consequences of this whole sort of process that we're going through. It's creating additional challenges. We've got labor challenges, we've got supply chain issues. You know, the working from home sort of models is still in place.

And I think, you know, that we're never going to go back to work full time, but there will be a time where we have some sort of hybrid work model, but there are a whole lot of challenges that we are experiencing it. And as sellers that can impact us in a negative way. What I love about this episode is Paul's going to talk about how you can reframe things, how you can look at how you can look at challenges as an opportunity, how you can reframe things and really look at things and go well, actually, just because it's a challenge might create some dissatisfaction within the customers or the prospects that I'm talking to within their current suppliers and that dissatisfaction.

Can create an opportunity for me. And that's, what's awesome about this episode because this episode's really going to make you think a little bit differently when it comes to prospecting and how you can capitalize on a challenging market, how you can turn the challenge that exists in a market into an opportunity and really own that opportunity when it comes to prospecting.

So this is a great episode and we have some killer episodes coming up this month for prospecting, both strategy and tactics. That's going to allow you to create more qualified pipeline for yourself. So I can't wait to get into this episode. And as I said before, jumping into the show notes, check out the sales IQ community.

Cause it's got some pretty cool tools, tips, a whole lot of content there that will help you be the very best you can be. Welcome to the show Paul

hey, Luigi.

[00:05:59] Paul Reilly: Thanks for having me.

[00:06:00] Luigi Prestinenzi: I'm really thrilled to have you online. And especially after one of our great friends, Mike Weinberg you know, binged a whole bunch of his podcasts one day and listening to your podcast, I actually listened to it twice, I enjoyed it that much. So thank you for coming on our podcast today.

[00:06:16] Paul Reilly: Absolutely. No, I was, you know, it's interesting Luigi. Listening to Mike's podcast. You know, we all, we all have bad days, right. You know, where we just, we find it hard to keep pushing through and all that. When he launched the podcast, I was having kind of a, eh, kind of a bad day and I listened to it and it charged me back up, you know, it's, it's like the old saying that the plumber is the last to fix his own pipes and that day I needed to hear the message. So and I'm thrilled to hear you say that, and I'm thrilled to be here.

[00:06:44] Luigi Prestinenzi: Yeah, no thanks man. And I actually look and we'll pop, we'll make sure we pop the show notes and we'll put a link to Mike's for that particular episode, but I just love the way that you frame things up when it came to the way you looked at things.

And I think, you know, obviously you can talk to us a bit about you know, you book and staff, but I think for any seller, any sales person or sales professional, listening to this episode, no. Selling through Tufts on these real right. We've really experienced very turbulent past couple of years. But before we get into that topic I would love to, for you to share with our listeners a bit more about yourself and how you started in the world of sales.

[00:07:19] Paul Reilly: Oh yeah. So sales, gosh, I, my first sales job was actually when I was 16 years old, I was selling car washes. So I sold car washes for the local company called waterway here in St. Louis. And I sold, you know, I, my goal was to try to sell the customer on the best possible wash for their vehicle. Now, obviously we're getting a lot of high end cars running in there, you know, your Mercedes, your, your BMWs, everything.

And it was really, I found to be a thrilling experience, talking to customers, understanding what they want, and then. Selling them on the dream, you know, the right carwash, you know, whatever it was. I really loved the experience. And so from an early age, I, I do believe I had a knack for it. When I got into college, I sold jewelry.

After that I sold painting services. Actually I launched a painting company. In college didn't make a lot of money, but I learned a lot of lessons on how to, how to run a business, which was great. But you know, I think that the thing that really drew me to sales initially was the fact that you control your own destiny.

It is the greatest meritocracy in the world. You are paid, what you are worth, the harder you work, the more successful you can be. It is it's such a rewarding. Experience even to this day you know, today I had a couple calls with clients. Great calls closed a couple of, you know, nice deals. Yep. I love that feeling.

I, I it's addicting to me. It truly is addicting. So I absolutely love it. I'm passionate about sales. I'm a sales person at heart, and I don't see that changing. I just don't see a changing

[00:08:57] Luigi Prestinenzi: Yeah, and it's interesting. Right. I think if you ever as a sales pro, right. That feeling you get, when you. You've worked with a client you've worked really hard and you arrive at that point, a decision it's such an awesome feeling.

It's not the commission check. It's not the fact that you're gonna get paid for it. It's, it's just a great feeling knowing that, you know, you created something from. And I've always said if the day comes where I lose their feeling, it's time for me to get a new job. It's time for me to change professions, because that's what, that's why we do what we do.

Right. Exactly. That, that sense of satisfaction that we've put the hard work in to get a particular outcome.

[00:09:31] Paul Reilly: Yep. It's even better when, you know, when you're going up against a worthy competitor, you know, like one of your really good competitors that you, you know, you perhaps you've got a good relationship with. But you win, right? You beat them that, I mean that even fuels the fire even more right.

[00:09:47] Luigi Prestinenzi: And that competitive element and last month, but for a lot of our listeners, we really focused on the mindset of a sales professional and what it takes to really be, you know, make 2022 the best yet. And that nature is such an important element when it comes to sales professionals and not just.

Beating your colleagues, but like you said, beating a competition, but ultimately beating yourself, you know, doing right today a little bit better than what you did yesterday and just improving a little bit each and every day. So I would love to talk because obviously in a, in a, in a challenging marketplace, in an environment where, you know, we haven't experienced the last two years has been incredibly tough.

This whole pandemic. It seems like it's a gift that keeps up on no matter how far we progress, we kind of find that something else happens and it impacts the market in a certain way. What from it, from your perspective, and you've all. You know, a book about this stuff, but what can sell is do to really prospect during tough times so that they can own their own destiny and take back control in, in a very turbulent marketplace.

[00:11:00] Paul Reilly: Yeah. W what a great question. You know, when you, when you think about it, yeah. We're still in the midst of this, you know, I equate where we're at with this pandemic. It's, it's similar to going on a, on a car trip, right? Maybe a 12 hour car trip. And you're right at the end of the trip, right? You, you, you have, you know, maybe 10 kilometers left, you know, a few miles left and then you hit a two hour traffic jam or we're in that two hour traffic jam right now.

We're almost there. We're almost finished, but we just gotta keep hanging on. You know, when I think about what sellers can do during these during these times, there's, there's a few things that we need to stop doing, right? And we need to start with that. You know, when you're trying to make positive behavioral change in your life, it can only happen when you stop doing the negative things and embrace some of the new positive habits.

One thing that I hear quite a bit from, from salespeople, and there's no easy way to say this. Too many salespeople, whine and complain. There's a lot of self pity out there where people are feeling sorry for themselves. You know, we don't have enough product to sell. We don't have enough people to support.

There's a lot of complaining. And, and I understand that in complaining, isn't always a bad thing because people that complain are still passionate enough to care about, about their profession. So I get that and I'm not sitting here telling you I never complained, but. Too much complaining too much self pity.

It does no good for us. And I would ask the listeners to think about this question. When's the last time you felt better after feeling sorry for yourself. Can you think of a time in your life where you complained and you took the poor me mindset and then you actually felt better afterwards. You won't be able to find an example of.

You know, so it stopping the self-pity and that means we just have to embrace what we're going through and find a way to move forward. But going hand in hand with that we also need to make sure that we are creating a nice positive environment for ourselves. We, you know, in, in the book we call this either positive mental programming or positive environmental programming.

Positive mental programming is about retraining our brain to find the opportunity and the struggle it's retraining our brain to find the positive when we experienced negative events. And one thing I would encourage sellers to do is to positively reframe any negative event that happens throughout the day. All right. Positive reframing is simply looking at the negative event.

And identifying the positive outcome that can come from that negative event. Doing that little thing is going to eventually train your brain to just automatically find the positive in the negative. And through tough times, you're going to experience plenty of negative events. You're going to experience plenty of setbacks.

So, so just finding that that positive outcome will keep you focused on looking for those, right. We, we have the tendency tendency to find what we're looking for, right. So why not look for the past? So then, you know, there's a couple ideas.

[00:13:53] Luigi Prestinenzi: Yeah. That's great advice. And I think you're absolutely right. Like, there's a, there's a lot of things we can't control, but we can control the response that we have when, when, when things happen.

And you know, from again, I think because what I often find is people to sellers and about prospecting and they're saying, oh, I haven't got enough opportunities in the pipeline. Things are happening in my customers. I can sometimes hear excuses as to why they're not prospecting and why they're not creating pipeline.

And then that's having some down downstream impact on their pipeline because in the deals that they do have, they don't want to lose them. In some cases they're being quite reactive and that emotion started to kick in and that fear of loss and they're coming across as, as a little bit desperate. Right.

Because they need those deals to close because they don't have enough in the back coming, you know, coming through the pipeline. Again, from that positive reframing perspective, if you have been sitting there going on, I haven't got enough pipeline, I'm not creating enough pipeline. I'm not getting out there and I'm not being proactive.

What can I do to make that shift?

[00:15:00] Paul Reilly: Sure. No. Great, great point. One thing you mentioned, it reminded me of people salespeople conducting a pipeline review when they know that they don't have enough in there. One thing that will happen, they will, they will do anything they can to revive a dead deal.

They'll leave a dead deal in their pipeline just because they don't want to admit that. Not going to happen. And in fact, the pipeline review session looks like a scene out of a little movie, a weekend at Bernie's, you know, and they try to keep that guy alive. That's what it looks like. It's weekend at Bernie's because salespeople don't want to admit, Hey, the deal's dead.

First things first I've, I've found that tough times are good because they will remove the mask, let let's face during good economic times, you can hit your quota just as a result of a good economy and doing some work. But during tough times, it's the tough times actually revealed that a problem that existed long before.

So here's a couple of things that I would consider if I'm a sales person prospecting right now, here's what our research shows during tough times, salespeople reduce their selling activities. They will reduce their selling activity, which means your competition is reducing their selling activity.

So if you bump your activity up just a little bit, you could almost, you can almost double your coverage. Vis-a-vis the competition. All right. So your competition is resting on their laurels, waiting for things to improve. The next thing that I would keep it. It is that during tough times, like right now, I'm sure Australia is facing issues.

Just like we are in the States when it comes to supply chain constraints labor shortages, any number of issues from the pandemic. What happens during these tough times? Customers get frustrated with the level of service that they're receiving from their current partners, which means their level of dissatisfaction is your window of opportunity.

Now is even, I would say a greater time to go out there and prospect and think about this. In the book I talked about prospecting filling the pipeline. And I came across a study and I think it has an interesting parallel for salespeople. All right. You know, we always talk about salespeople that going out there, fishing for opportunities.

Well, this one study showed that was a study of over 2,500 commercial fishing expedition. Commercial fishing. Right? So the researchers, they analyzed all these different fishing expeditions and they were able to describe the fishermen into two categories, either exploiters, exploiters, or those fishermen who would go to the same exact fishing spots, the other.

Were called explorers. Explorers were the ones that were willing to fish new ground, right? New, new fishing spots. They were going out there. They were more adventurous, right? That's similar to salespeople who are willing to go out there and prospect. Well, here's what they found out. The explorers, the ones who would go out and try new things, try new areas.

They would outperform the exploiter. All right. But they would only outperform them during tough times. Right? The commercial fishing world, they faced regulation, weather concerns. There's tough times in that industry. Yeah. The explorers, the ones willing to go out there and find new opportunities were the ones that would thrive.

Yeah. You think about how that applies to salespeople, right? The salespeople that are willing to go out there and prospect to find new verticals, to go after, to find new opportunities, those are the ones that are going to thrive during any sort of tough time, whether it's a recession, pandemic, you name it.

[00:18:23] Luigi Prestinenzi: Yeah. And again, like you said, that's a, that's a real mindset. I'd actually love this because the level of dissatisfaction is your window of opportunity. You know, that's, that's, that's a reframe that is saying, huh? There are things that are happening. There's external events that could be a negative or actually a positive for me because it's allowing me the opportunity to have a conversation with somebody that could have a high propensity to change as a result of what's happening in their world.

So absolutely love that. And also I love the fact that you've identified that the increased increase your selling time because your competitor is going to decrease it. So they're becoming a little bit complacent and again, it allows you that opportunity. So I love this because it's essentially what you're talking about is a mindset shift.

It's the end of the market shift is more opportunity to pounce and create something for myself.

[00:19:11] Paul Reilly: Absolutely. And now, and this may sound incredibly cold Luigi, but now is the time to go after your weak competitors. All right. And I know that sounds incredibly cold, but we got to remember that there are companies that may not survive this, the companies that are going to get swallowed up, you know, there's companies that just frankly, are, that were already struggling before this pandemic that aren't going to make it back.

Position yourself to be able to support their customers because their customers need support. And if, if the weak competitors are going out of business now is the time to position yourself.

And I don't mean to be the, you don't want to be the catalyst to drive your competitors out of business, or maybe, you know, maybe you do. I don't know, but yeah. Position yourself, right. Position yourself to be there, to support them.

[00:19:57] Luigi Prestinenzi: But on the flip side, If that's happening in the market with sellers decreasing the time the dissatisfaction levels are increasing and you're the sales professional and your company is going through that turbulent time as well.

What can we do to double down on the fact that our need to also protect the people that I'm serving?

[00:20:17] Paul Reilly: Yeah. You know, it, that's a great question. You know, and, and I wanna, I want to mention a buzzword right now and I hear it all the time and it's misused so much in business, especially in sales, right?

The term partners. I hear, I hear companies say all the time, I want to say this to prospects. I want to partner with you from the very beginning, right? You and you can't truly partner with a customer until they become a customer. You can't partner with the prospect rather until they become a customer. So.

When we talk about partnering, it happens in the context of a defensive selling strategy, meaning we can only partner after the sale takes place, because a partnership is about two companies working together towards a common goal. And you can't work towards that unless they are a customer. And so we were very deliberate in that using that word partnership in our book and my book rather.

The interesting thing about that word partnership. All right. Partners are the term partners is actually a nautical term as well. A partner is a thing that will hold the mast of a wooden ship in place. And keep it from ripping the whole of the ship out now partners become especially important during windy, unsettling sees where the wind is.

Howling. The storms are, are coming. What a perfect analogy for when our customers need us the most. We're the partner. We're the ones stabilizing the ship for our customers. And there are several ways that we can do that. One of them is about regenerating value. It's about looking at our customer relationships that we have and asking ourselves, okay, what can I do to enhance the overall experience?

How can I make it easier to do business with our company? What does our customer hate doing that I can do for. But simple questions like that will force us to dig deeper. So we call that value regeneration and, and that whole idea of regeneration, it stems from what happens in nature. You know, when you, when you think about, I mean, think about wildfires, right?

Australia, absolutely decimated with wildfires. I was reading the other day. There's a, there's a tree here in the states. I don't know if you haven't in Australia, it's called a lodgepole pine. The shell of this tree is so hard. The only thing that will break it down so that the seed can actually germinate is extreme heat like that of a wildfire wildfire creates destruction, but it also provides opportunity for us to grow as well.

[00:22:44] Luigi Prestinenzi: I think, I think, you know, hearing this is awesome because. You're right in the midst of crisis, a wildfire, which can be devastating. There is, there is a green re things are going to be reborn again as a result of destruction and chaos and crisis and chaos. You know, that, that whole term value regeneration I think is awesome because I think for a lot of sellers, we kind of win an account.

We can become a bit complacent, right? They'll renew you. They're working with. And at some point the value that we're creating can kind of drop each and every time. And so I love that because you kind of saying, well what we need to do is really think about how do we serve them even more? How do we take this opportunity to reevaluate what value means to them, and then build on that so that we can cement the relationship even further so that when our competitor knocks on the door, they say, My we upon now, we're at level, you know, we're at this level we're not open to change because these guys are doubling down on, on the value they create for us. I think that's awesome.

One thing I do want to talk to you about like, cause you mentioned this partnership doesn't occur until you become a customer, right? Until the relationship kicks in during tough times. If we are prospecting, how can we create some form of value? So that they see us differently in con E in a world, which can be a bit of a sea of sameness when it comes to sales professionals.

[00:24:11] Paul Reilly: Yeah. Sea of sameness. Wow. I love that. That's a mic drop phrase right there, you know, cause it's things do blend in and they look and feel the same. So a few things come to mind. I'm going to dive into some, a little research that we did a few years ago, we did a buyer study and we wanted to figure out, okay, how can salespeople create more value?

What can they do to, to help gain a better foothold within some opportunities? And in a few things came up when we asked decision-makers in our study, How can salespeople create more value? The number one response was deliver meaningful, excuse me, deliver meaningful insight early in the decision-making process.

So we can, you know, and I don't know if that's anything groundbreaking. I think that's something we've already suspected, but, but even simplifying that further. Early on in the sales process, sales professionals have to be able to tell decision makers, something that they don't know already. We want to get that aha moment where they, and every time they experience that we're delivering value.

To get there early in the process, you know, unfortunately, customers, prospects, rather don't always call us and say, Hey, I'm going to begin my buying process right now. So why don't you come join in and all that? We've got to get there early. We got to get there often and we got to get in front of the right people.

So we asked decision makers again, why would you be willing to meet with salespeople? That was one of the questions. And the number one response was I would meet with a salesperson because it appears they can help solve a business problem that I'm currently experiencing. That was the number one response.

So if we can identify problems and deliver insight that can help us sell different from the very beginning. The other thing is, is relying on, on, you know, the true uniqueness of your solution. You know, the unique selling proposition that term has been around since the early 19 hundreds by Ross Reeves and old ad executives, the guy that came up with it.

But it's still a relevant concept today. Customers and prospects, they are, they're asking themselves, you know, Luigi, what makes your solution different than everyone else? They, they may not ask that question, but they're certainly thinking. Being able to articulate that and then linking that differentiator to meaningful impact is the other point.

It's easy to be different. It's hard to be different and meaningfully impactful to the customer. So being able to, to highlight that either in your solution, in, in your approach to selling and then it's also about, it's about proactively taking control of that sales conversation and changing the way the customers thinks the way that prospect.

[00:26:43] Luigi Prestinenzi: Yeah. And again, you've just, you've just dropped her a few incredible nuggets, right? Because telling them something, they don't know that unrecognized need that level of insight and value. That's essentially already going to help them see actually, you know what, this guy's creating some, or this person's creating some value before we even start to purchase from them.

And. It helps solve a business problem, I think. And that for any, it doesn't matter what the prospecting strategy sales people are using across any channel. If we're not focusing on the problem and the outcome, we can help our prospects and customers in fundamentally, all we're doing is feature pushing and we're just pushing some features about what we do.

So again, I love the way that you've reframed this to say, let's the customer let's focus on the inside that we can deliver and really think about the problem they're trying to solve. And then really frame up the message that could enable them to say value in taking a meeting. Engaging with us as a sales professional.

So absolutely love what you've kind of framed up there. Excellent. Yeah. And just thinking about this. So again, so you've talked about a couple of key things here. I love the fact from exploiter to explore a regenerating value, thinking about delivering insight, understanding business problems and also thinking about kind of the value that you can create earlier in the sales process, based on some of the studies that you've seen.

You prospecting. A lot of people can say, well, it's unsolicited. Things are changing. We should be white. You know, we should be waiting for them to research ours. Buyers, you know, 57% we say studies are down the process of searching first. What are you saying for a prospecting perspective? I mean, with the people that you're coaching right now, and some of the people that you work with what are people doing differently?

What are some sellers doing to ensure that they're constantly filling their pipe with net new opportunities?

[00:28:31] Paul Reilly: Certainly. Less is more you know, the whole idea of just trying to throw a bunch of messages out there to see what is going to stick is, is just largely ineffective. So it's about becoming crystal clear.

On what is good business for our company and with laser-like intensity, we focus on those opportunities. You create customized messaging to initiate contact. You build familiar familiarity with those prospects in a social settings, meaning social networking. So you're engaging them earlier on with a customized message that feels right.

That is relevant to what they're facing. Now. You also have to create a profile. Of business that you want to avoid. Right? And that that's really the distinction between a good and a great seller is good sellers know what to pursue and great sellers know what to avoid because during tough times, Let's face it.

We're willing to take on almost any opportunity. Right? That's as we become more desperate to win business during tough times, every opportunity seems like it's attractive to us and to our company. So it's having the discipline to focus on the right business and then identifying those opportunities that we're trying to avoid.

We call those profit Paranas all right. And these are the, the high aggravation You know, slow pay or no pay opportunities. They, they hold information. They, they don't appreciate your value. They're not interested in and really and really partnering eventually with you. That's business. We want the competition to have so we gotta be clear on both of those and then focus with laser-like intensity on those targets.

And less is more. If you don't need a hundred targets, you need maybe 10 to go after, right? You don't need a 5,000 customer prospect universe. You, you need less, less is more.

[00:30:22] Luigi Prestinenzi: I think these things are really important because in the age of automation, a lot of technology way. Sellers and now getting access to a whole range of tools you never had access to before.

And we can simply press a button bang automatic sequence is going on. I think what you're saying is really, really important because that personalization and that relevance. In a market. Again, we talk about the sea of sameness is support because as a buyer and we saw all the time in the data, they don't just want a generic message.

They want something that's personalized, relevant for them, and they can see the reason why they should even consider a peak, their interest to go, you know what? This is a problem for me. I like this message it's relevant. I'm going to take it. So I absolutely love what you shared, but I could talk to you for hours. I think we were quite aligned.

But mate, for any of our listeners who would like to find more about you, where can they engage with you? And we'll also put some show notes of where they can buy your book. So agree now listeners sort of engage with you and find you.

[00:31:22] Paul Reilly: Yeah, no, I, I appreciate that. Thanks. So you know, the new book, obviously I'm excited about it. It's called Selling Through Tough Times and it's more info. And actually some complimentary chapters of the book are available for download at toughtimer.com. So that's the, that's the URL, check it out. Simply T O U G H timer.com. I'm on LinkedIn too.

That's by far the most active channel that I'm on is LinkedIn. So just look for Paul Riley. You know, we can throw a link up on the show notes for that as well. And then I've got a training company as well. It's called Tom Riley training. So that's the URL as well. Tom Riley training.com. And you can find more info about value-added selling, which is one of our signature programs there as well.

[00:32:09] Luigi Prestinenzi: The episode with Mike and what I was running one morning and I'm just listening to it. And I had to stop and get my notes on my phone and take some of the statements that you were, you were talking about. This is just incredible content. It's really making me think a bit differently about selling through tough times, but also creating that value and really differentiating myself in, in what can be a saturated marketplace. So I want to say, thanks for the contribution you make to our community and helping elevate the proficient of cells. And I want to say thank you for coming on the Sales IQ podcast.

[00:32:41] Paul Reilly: Absolutely. My pleasure.

[00:32:44] Credits: This show has been recorded remotely produced by Sales IQ audio editing and music production by Stefan Malliate. Show notes by Victoria Mathieson and graphic design by Julie Marshall. Don't forget to leave a rating and review on your podcast player. And if you want to find more about the programs that we offer at Sales IQ, head to www.salesiqglobal.com.

This episode was digitally transcribed.