INSIDE Inside Sales

Victor Vatus Goes Off Script

July 11, 2022

INSIDE Inside Sales

Tune in to INSIDE Inside Sales with Darryl Praill for actionable strategies and tactics from top sales experts to increase your sales development success. Darryl has unscripted conversations with the leading sales experts, from veteran sales pros to the newest rising stars. If you’re looking for lively debate, spirited conversations, and proven sales know-how, you’ve come to the right podcast.

In a crowded marketplace you need to be memorable. But when everyone's using omni-channel prospecting, a strong personal brand, and social selling, what's your point of difference?

In this episode, Darryl is joined by Victor Vatus, Founder of Sell Me This Pen for a homage to doing what no one else is doing. They discuss the power of adopting a guerrilla mindset in everything from how you sell, who you sell to, and who you sell for. They also remind you why creativity is leagues more important than a big budget when it comes to standing out.


Find Victor on LinkedIn or at the Sell Me This Pen website.

Connect with Darryl on LinkedIn.


Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need VanillaSoft.

INSIDE Inside Sales is now a member of the Sales IQ Network. We partner with sales pros to help them become the best they can be. Find out more by checking out our Create Pipeline Course.

Darryl Praill
Host @ INSIDE Inside Sales Podcast + CMO @ AgoraPulse
Victor Vatus
Founder @ Sell Me This Pen

[00:00:00] Darryl Praill: My name is Darryl Praill. I'm your host and you, my friend, well, you and I we're gonna go on a journey every single week, talking to the industry's most accomplished sales legends, as they share with us, their tips, their tricks, their techniques, and their tactics to becomes sales rockstars. You simply need to do what they're doing and you will achieve similar nirvana. If you like to laugh, you like to be entertained, if you'd like to go off on tangents and tell stories, you're going to love what you're going to hear next. Sit back, relax, it's going to get real.

How is everybody doing today? Oh my goodness. I am pumped. Let me tell you pumped, stoked, excited about this next episode. And I think the reason I'm excited about it. It's because it kind of does it blends my, loves it blends my passion for marketing. What I would call marketing. You can be the judge when the episode is done with my passion for sales.

That's one of the biggest conversations we have anymore is, you know, you, you still have talk about sales and marketing alignment. We're not talking about sales and marketing alignment today, but we're talking about sales and marketing alignment. How important that is. And one of the things I like to tell people over and over again is that it's not sales.

It's not marketing it's revenue. Those two practitioners of two different crafts are a team working together to achieve revenue. I was given this example recently about to a friend of mine. I said, it's like being on a soccer pitch or from my European friends, a football pitch. Right. I said, you've got your defenders and you've got your strikers, but together you can cover the length of the entire pitch.

Alright. But you need each other, you need each other, they serve different roles. Okay. So what happens when you take. The best skills of, of, of a defender and the best skills of a striker are the best skills of a marketer, best skills of a sales rep. When you bring them together, what you generate is a revenue machine.

It's incredible. And that's what we're gonna talk about today, but I wanna kind of set the tone cause you know, I like doing that way back in 2006. I had just as the CMO sold this company that had been brought on nine months earlier with a three year mission, they brought on a new CEO and he hired me.

The two of us were tandem it together to sell this company. We had a three year window. We did it in nine months. It was crazy. The stuff we did, we plan we displaced the number one vendor. in the space within that nine months, we were number three. So what happened was they bought us because they took out the competition and all the investors got their money and a big appeal to them was that they also got the management team because that management team had just kicked their ass and they wanted that talent.

So the story goes, it's a story you've all heard before, fast forward a month after the deal closes, boom, I'm gone. A week later, boom, the rest of my former management team gone. Okay. It is what it is. Didn't see that coming I should have, but I didn't my own pride and ego and vanity blinded me. Lessons learned.

So I'm sitting there going for the first time in my life. I, I don't know. I don't have a job. I have to go look for a job I've been recruited. I've I, I, I look for a job once and I never looked for a job again. Like this is nuts. What do I do? And I realized that if I was gonna be a good marketer, that I need it to get myself a job.

So back in 2006, I did some crazy things. I said, okay, pre let's see what kind of a marketer you are. And I built myself my own website. I wasn't a website builder myself. I had hired people for that before, but you know, money's tight because I just gotta let go. So built myself. My own website, bought myself my own domain, created my own email addresses.

I know And then I started getting radical and I talked to like in my, my community and I found a network. My network gave me 11 names of companies that they thought were really hot and happening and hiring. In my community. Great. That was my target audience. And then I, I took a picture of myself.

Holding a pretend piece of paper, like a, like a banner. And then I went and downloaded some free software some paint software, and I put, you know, a white piece of, of a square between my two hands. It looked like I was now holding a piece of paper. And then I, I customized that picture 11 times and I would say ABC Inc needs Darryl Praill learn more at

And then I went to the Walmart and I printed those off for 29 cents a pop. And then I went to the local coffee shops from Canada. That's Tim Hortons, and I wanted their coffee cups, but they wouldn't give me the coffee cups because they can't. So I, I gave them 20 bucks for their day camp where they send kids every year.

And in exchange that 20 bucks, they gave me a ream of cup. So I got this ream of cup that are Tim Hortons. And then I bought roughly 12 or so 13, $2 coffee coupons from Tim Horton's. So finally I went and got some very fancy, fancy stationary. And I went with a, with an envelope and I got a fountain pen. So this is what I did.

In the stationary. I personalized, I wrote a note to every single one of them, and I said, dear Ms. CEO, Jane Smith, I have noticed your company's got some problems, a, B, and C. I can fix them, learn how ill do it by going to darrylpraill. And I put that in the fancy envelope and on it, I said, let's meet for coffee. So they got a coffee invite with the coffee coupon in the coffee cup with a picture of me holding a URL, a picture of a website specific to them.

I then put it inside a six by six by six inch cube box. And I two day FedExed it to each of them. Why that, why not an envelope or something smaller? Because I knew if I made it multidimensional, any gatekeepers would go, this box is weird and they would hand deliver it to the actual CEO and say open this box.

And then I sat back and I watched my visitor count for every single one of those landing pages that I had created. So two days later, I saw that they've been delivered. I watched the count and as soon as it went up, plus one ding, I picked up the phone and I called them and I say, hi, Ms. Smith. This is Darryl Praill.

By now you've got my coffee date. I'm calling to confirm the date that works for you. And they'd be like, well, how do you know that I've got it? And I said, well, because I tracked the pack, which is as I'm looking at the site counter. And by now you've read my offer. I'll come to you of those 11, I got seven interviews with CEOs of those seven interviews, I got four job offers.

That was radical. That tactic then got put into a book called Guerrilla Marketing for Job Hunters. It's had three or four editions. And they called it the coffee caper in that book, the author, David Perry, who's a recruiter, he talks about how, what he did one time when he wanted to hire this phenomenal CTO, but couldn't get ahold of him.

Was he rented a food truck. He, that, that the recruiter always went to outside their office every single day. And he actually paid the owner of the food truck to let him staff it for the next week. And on the third day that CTO finally came to the food truck. And then the, he was able to say, dude, I've got an offer for you.

And because of the food truck angle, because nothing else had worked, he got that CTO hired him for his client, made his big ass commission. Life is good. In both of these scenarios, I was selling myself, David Perry was selling his recruitment services. What they managed to do was actually close a deal. That's really the best. They got the prospect, they did their pitch, they overwhelmed them and they got the deal.

[00:08:34] Sponsor: Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need VanillaSoft. Go to

[00:08:49] Darryl Praill: Too many of you, our hiding behind doing the same old, same old. And you wonder why your results reflect what you're doing. It's exactly what your competition is doing. And today, ladies and gentlemen, we're gonna have some fun and talk about some examples of what you could do to change the game.

Like I did, like my friend did, and there's no better person than the person who did this to me. Victor Vatus he is the founder of Sell Me This Pen, check him out at, Sell Me This Ironically another sales recruitment firm, but he didn't, he didn't corner me when he was here. He cornered me when he was a rep, just like you.

He had a commission that he wanted to achieve. He had a quota, he had a hit and he targeted me Victor. Welcome to the show, my friend.

[00:09:42] Victor Vatus: Hey Darryl, thank you so much for having me here. Super excited.

[00:09:45] Darryl Praill: All right. So let's start with the, the story. Let's tell the world, what did you do to get my attention? I'll let you tell the story.

And then what I, what I might do is I might tell you afterwards, I'll tell the audience how I reacted to what. His, his antics, if you will, his tactics were what I experienced them as the recipient. So let's start with that story. Go for it.

[00:10:09] Victor Vatus: Yeah. So I was selling leads at the time and we were attending a lot of events and you attended the MarTech. In Boston back in Europe, Vanilla Soft days, actually, I wasn't there. I was there the day after for another convention. So someone from my team gave me a bunch of business cards of folks that they had talked to. And the business card I'm referring to is actually right here. It's a collectible at this point.

And the reason why I really wanted to talk to you is because on your. First you had told my colleague that you might be potentially interested in buying leads and then they're on your Twitter handle. It said opinionated. I was like, okay, that's funny. I wanna talk to this person. There's something about this person that I wanna learn and this gonna spark my curiosity.

And so then I checked your LinkedIn. And I saw that you were so active, cuz I, I didn't know you, I didn't know you before. And I was like, all right, this guy's putting himself out there is having this crazy content. I have to talk to him. So I sent you an email, very candidly saying, all right, well you talked to my colleagues.

Sounds like you might be interested. Let's chat. No answer. What's up. So now there's a phone number in there with an extension. So as a seasoned sales guy, come voicemail. No answer. All right. Well, you're active on LinkedIn. I'll send a LinkedIn message. LinkedIn request. I reach out, no answer. Okay. This guy's busy.

There's something I'm pretty sure I sent a video to you on LinkedIn. No answer. And that cycle kept on going. And the only reason why I kept on going was first, you told, told my colleague I might be an interest. And in my book, it's way more than enough to be able to follow up with someone. And then that Twitter handle again, I'm like, there's something fun about this guy.

And I, I want to connect with him. I wanna learn more about what he is trying to achieve. And I think I, I counted at a time. It took probably 13. Touchpoint for me to, to be able to connect with you. And then we it's a story for another time, but we went through the sales cycle and I remember you telling me, oh, you're asking me for the business.

I like it. And I'm like, okay, this guy's like super seasoned about the sales stuff. And I could tell we were gonna get along well. And this is why I was pursuing the opportunity so much because from. You know, human to human perspective. We were connecting. I thought very well. And so this is why I was like, I need to, to do business with this person.

So that's my side of the story, but we'd love to, to hear on your side how it is to, to be on the receiving end.

[00:12:52] Darryl Praill: Okay. So when you listen to that folks, you're thinking to yourself why I do that? I do multichannel outreach. Well, back in the day, not a lot of people were doing multichannel outreach when Victor and I first met.

And that's the first part. Second part was what Victor's not telling you is the. His messages were . It was all you could tell. It was almost a game to him. Like he wasn't taking himself seriously, per se. He was like, okay, I've done this, I've done this. And I've done this. Maybe this will work. Right. And, and I was getting them and I would I go, yeah.

Yeah. Mm. Yeah. But, and then after a while I'm like, okay, this guy's got Moxie. And I, I think it, I dunno if it was the video, I can't remember exactly what it was, but you had done something that was. Definitely outside the box. And I finally, I, he wore me down cause I'm like this cat deserves a call because he is chasing me.

He's fun. He is trying every tactic. He's different from the rest. He stood out. That's the best way I can say Victor stood out with his tone, with his style, with his technique and with his pure. Persistence of travel of pursuing me. I, I just laughed. Yeah, you got it. And, and Victor and I connected right away because of that.

No, Victor and I had never met before, but we established a bond because he was, he, I, as a marketer, I respected him. Let alone, as a sales colleague, I respect, I, he had my double respect in that one, but that's. The warming act. I wanna talk about some crazy stuff that you've done. And the whole point here folks is I want you to start thinking outside the box.

Are there key accounts that you're targeting? Maybe anchor accounts. You wanna go after whale accounts, maybe they're targeted accounts, you know, target account selling or account based marketing, you know, large accounts that you really want. And you're not getting traction with them. As Victor described initially with me, what are some tactics that you could do that might catch their attention?

So Victor, let's just kind of cause like, this is what you do. Over and over again, you're, you're just, you're notorious for this. So let's talk about some, maybe some examples that worked that were really crazy as well as I will. I wanna know, like, have you ever done something that didn't work that you go oof, but Hey, I tried.

So where do you wanna go first? Let's do something. Let's do something like an example or two or three, a crazy outta the box stuff. That worked really well for you.

[00:15:30] Victor Vatus: Yeah, for sure. The number one I can share is the simplest one. And I love being, I love games to your point earlier, and I love the, the whole sales craft and the uncertainty and, you know, thinking outside the box.

And so the, the number one I have is pre C I was selling leads and there was this big VP marketing kinda IQ at the. Who I knew was a potential way up for me. And I checked his LinkedIn profile and deep down in the you know, bio section, there was the fact that he likes drones. So I went on Amazon, I got a drone for like 25 bucks.

I shipped it to my house. I kinda unpacked it and made it easy for him to already assemble. I repack it. And I put a note in there and I said, Play with this for two minutes and then call this number. My phone number, my cell phone. Very cryptic, no information, no business card. No, no, no, nothing shipped it to his office with his name same kind of shipping with you.

I had the signature and everything. And why do you know, after I got the email? Probably. An hour later, I get the call and I'm like, well, thank you so much. I saw you like drone. I thought I would send you something you can use in the office. And here's why I'm what I'm. Full transparency. I didn't close the contract, but at least I got the call and I thought, okay, this was good.

But this is something that I used to do pre COVID a lot now with remote work and everything, it's is getting tougher. I can share a second one that I have right now.

[00:17:07] Darryl Praill: I want, I want you to, but I want stop there for a second and there's gonna be people out there right now saying, well, I can't do a drone to every single person that I, I want to talk to.

Okay. You can and let me explain why. Okay. Because you're thinking like a sales rep, who's just, you know, hammering the phone and sending emails as a marketer. I look a big thing I look at is customer acquisition cost my C CAC. Right. And part of that is cost per lead. Part of that is cost per conversation.

All right. So for example, it's not uncommon for me to get for a Google paper, click lead, just a lead. To be two to $300 per lead. That's very, very normal because I'm gonna spend, you know, maybe $10,000 a month, an example, simple math. Right. And I, and if I only get, you know, what's that five times 10 50 leads at a $10,000 spend that's 200 bucks.

My math is right. That's 200 bucks a, a lead. So. If you gonna go spend 200 bucks on a cheap, you know, it's not a, he didn't say I got him a DJI mini three, I got him, you know, something before the office, then you're actually less than my, that $200. So you're actually saving me money as a marketer. I want you to think that way, some of these things you're, you're gonna give me an objection to what Victor's saying.

I'm gonna push back onto you and say, you're looking at it wrong. You look at it in the big picture. Anyway, that was just the marketer in me. Speaking next example.

[00:18:37] Victor Vatus: Yeah. So I have a cheap example. If you want something that costs nothing. So when COVID hit, we're big on events in our industry and the event got cancel.

Literally three days before it was supposed to happen. We were given a list of all the attendees that were supposed to meet there. It's a lot of business, a lot of money. And so what I did is I took Photoshop. I, I took a class 15 years ago on Photoshop. So I have like basic skills and I created an email with a scenario saying, This is what the, the interaction was supposed to look like.

And I put the booth that we were supposed to have. I put two of our reps sitting in front of it and I did the scenario and it's like, well, I was supposed to say, Hey, what brought you to the event? And then you were supposed to say, Hey, well, I might be on the look at for some leads. And then I was supposed to say this and this, I did the whole conversation.

And then I said, well, if you want to continue the conversation. Unfortunately, we can't have, because of COVID just hit the link and let's book some time and I got 65% reply rate on this one with crazy good comments on how creative it was. And you know, kinda like the chuckle they got from reading the email, and just try to turn a negative situation to a positive one, really.

[00:20:03] Darryl Praill: And so that's 65% response rate. So notice he didn't say he had 65% people, you know, respond and buy, but he has 65% response rate that's because not everybody's in a situation where they can buy rate now, but in Victor's case, you know, everybody needs leads eventually.

So when the time comes for leads, Victor's gonna be top of mind compared to every other person out there. Part of that assumes that Victor continues the dialogue afterwards through LinkedIn, they do a connection, maybe occasional sequence or cadence that they touch base periodically, but it starts with that.

That's the start of a relationship for them to reply is huge. Look at the example where he is trying to prospect me. I ignore. So many of his initial overtures for them to reply means they bought into you. That is a huge buying signal. So that's killer. I love that one. Now that was the Photoshop. I wanna talk about your blog story.

Tell me about your blog story.

Yeah, so same gig selling leads. We were really active in the home security space and there was obviously I was selling to marketing. So marketers have this tendency of putting themselves out there. So that creates a lot of things we can use from a sales perspective to engage with them and, and kind of stand.

And so this person was big on blogging and he had just wrote an article a day before I started my interest around his firm where his title was, are you getting robbed by your home security provider? And then it was a big article. And so I rewrote the article saying, are you getting rubbed by your lead generation provider?

And I transformed everything. He was saying from a home security perspective to a lead generation perspective. And I wrote the article and I sent it his way and six minutes after hitting send, I got a reply from him saying, all right, when can we chat? And it probably took me 45 minutes to, to write the, the, the blog article, rewrite it for it to make sense.

And you're like, well, I'm not gonna spend 45 minutes every time I want to reach out to someone, but sometimes. You cannot feel those things. And I felt this was the direct thing to do, and I felt this was gonna work. And I. For me, there was no other option than for this person to reply to me. It was inevitable.

Yeah. So I love what Victor's saying there, because it ties back what he was. It wasn't just the antic. The antic was BR was actually inspired cuz he's playing to the guy's passion and the, and the recipient of that can see the effort. He knows that Victor has truly read his blog and then he's plated on him and, and we all.

Respect that professionally. And then we get a, we get a chuckle lot of it. It's, it's funny. It's genuinely funny. And, and it's also, if that formula of trying to convince somebody why you need a home, you know, security system is if they thought that was the formula of reaching out to engage his audience, that formula being used back on them should equally work because they're the ones who create the formula in the first place.

But the point he made hear was I wanna already hammer on, was he said, I can't do that 45 minutes for everybody. Remember my story, the coffee caper, I targeted 11 companies. I did not target 500 companies. I targeted 11 companies as my initial phase. This, I used the story about, you know, a specific target list whales or, or your, your large, you know, accounts.

You're going, you target accounts. You're gonna go after these are where you'd want to use that. The other thing is, is for Victor to see this blog. Victor had to not only be following the company, Victor had to be following the key people in that account. The key contacts, you know, the head of sales ahead of marketing, head of op head of finance, whatever it might be.

And who are your target personas? That means he was monitoring their feeds. He was monitoring their feeds. So if you monitor the feeds, then that becomes a chance for you to actually get really hyper, personalized, and contextual with them, with your outreach to them. Exactly. Like Victor did. Now we are gonna get to some negatives, but I open up talking about an example of it's not sales versus marketing.

It's a revenue team. Just like on a sports team, you could have your, your strikers and, and, and your defenders working together. To win the match. So you've got a sports team example. I love this example. This is gorilla marketing. Talk to us about that example.

[00:24:43] Victor Vatus: Yeah. So CEO of a pretty large company, more than 5,000 employees, it's a big call center firm.

And I checked his LinkedIn profile and we started our partnership programs with our, with call centers. And on LinkedIn it said he. A big fan of my own team, which is PSG, which is a football slash soccer team out in, in Paris, France. And at that time, that was three years ago. There were rumors that Zan is the greatest soccer player in France.

If not in the world was going to do something with Paris. But nothing was too clear. And so there's the, the biggest news outlet in France for sports is called Le Kip. And so everybody goes on the website and we know the graphic charts and everything. So I went on the website and Zan was announced in a different club, but if you go on a website, you right click and you go inspect, it's easy to change a title and make it look the way you.

So instead of Zan going to whichever club, I, I wrote Zan going to PSG and I took a screenshot of that and I wrote to him and the subject line was Zan to PSG. And at the very top without saying, hello, whatever I put my screenshot. So I know it's, it's a fake one, but it's sports. It's not like I'm deceiving him or disappointing him.

It's really lighthearted. And I said, okay, do I have your attention now? I'm so sorry. It's not true. I made that up, but I just wanted you to open the email and here's why I'm reaching out to you. I think 15 minutes later, I get a response saying, ah, dude, come on, you can't joke with that stuff. You know, it would be saying if this guy's actually gonna join our, our team at Sarah, but here you should talk to this person and you know, let's get the ball.

and I felt bad in a way because I never lied to anyone when I'm trying to sell something, but this was more lighthearted sports related. So no harm, no foul.

[00:26:52] Darryl Praill: But again, and you disclosed it right away. You said I'm just, you know, you were fully transparent. And again, anybody who is caring a budget, which means they're a target by the sales rep, they understand the process.

They understand. How hard it is to be a sales rep they're empathetic to you. So yes, we may not always reply to you, but if you hook us, you know, we're gonna give you time of day to just pure respect. What is it always successful or have you had some some tactics that perhaps you thought were gonna be brilliant?

They were outside of the box, but perhaps they didn't turn out the way you. They would would've turned up.

[00:27:28] Victor Vatus: Yeah. Well obviously it doesn't always work out. Right? That's the gamble you take every day as a, as a hunter, as a salesperson, who's doing outbound prospecting. The number one example of my biggest failure of all is probably video prospecting.

So back in 2018, With a company, not too far from where you are video and all the buzz surrounding video perspective. I was like, I gotta, I gotta get on that train. So I beefed up my equipment at home and I got a better camera, better lightning, et cetera. And I proceeded to record 125 high per personalized videos to targeting 125 different marketers that were ICP for me.

And I spent, I don't wanna say anything probably three days producing all these videos. So that's three days full of hard work. And I'm not like you Dar I'm not too comfortable in front of a camera. So I'm like trying, I look at myself, I'm like, ah, dude, you sound like so weird though. So let's do another, take another take.

So those 125 were probably like 600 different recordings at some. And I send the whole thing. I'm like, all right. You know, I did what the hype told me to do. And I got a big fat, zero amount of meeting booked. And I was like, okay, I'm not ditching video prospecting out. I'm just saying in my, at the time it didn't work.

And. I tried, you know, doing the whole, the waving your hand, the board, showing their website, showing I don't know, their LinkedIn profile showing something that I know is gonna, you know, really resonate with them and video prospecting, not even once is what I'm gonna see.

[00:29:22] Darryl Praill: Well, let's close on a good news story.

Talk to me about How you close the largest deal of your life?

[00:29:28] Victor Vatus: Yeah, absolutely. So that's standing out, that's doing crazy things, but not necessarily towards prospects, more towards your environment. And so at the time I was selling fiber optics were in a big office in Montreal and it was somebody's birthday.

And I have to admit not somebody I particularly enjoyed working with at the time. So everybody was enjoying their cake in the kitchen. and it was 3:00 PM on a Friday. So typically as a sales guy, you're doing your admin work and you're wrapping up your stuff. And I decided to go in what we used to refer to as the graveyard, which was the place in the CRM, where accounts weren't under anyone's name.

And so you could just go in there, pick a few accounts and then work them the week after. And now I realize there's this huge firm. That hasn't been named under anyone. So I'm like, whoa, that's strange. Let me just give them a call. This was pre COVID. That's probably 20 16, 20 17. People were still answering their desk phone.

So I called legit connect with the guy directly and he's like, oh, it's so funny. I was going to give you guys a call on Monday, but the thing is I was still considered a junior sales guy. So had the guy. and he would've been an inbound leap. He would've given the project to someone much more experienced than I was, but since I was the one cold calling him creating the opportunity, I kept the account.

And so fast forward, six months later, a seven digits deal, biggest deal of my entire career. And. It wouldn't have happened if I first enjoyed that person, my colleague. And second, if I were just doing my typical admin on a Friday afternoon, I decided, alright, you know what? There might be a chance.

And sometimes you have to be lucky as well in these tactics.

[00:31:23] Darryl Praill: And what I love about that is it shows that sometimes when you're thinking outside the box, it doesn't have to always be a tactic. Like the majority of today's episode has been about it can simply be a behavioral thing. It can. What is nobody else doing?

Because, you know, in marketing terms, we would call that a blue ocean, right. We talk about, and then it applies to sales. The, the, the, the metaphor is you can play in the red ocean, which is where, you know, when you put fish in the water and all the sharks are, and they're all trying to, they're all fighting each other for the same.

Chum the same bait and there's blood in the water and the metaphor. There's all the sharks are, are, are every single vendor or service provider out there. You're all fighting over the same possible deal. And it's just red, everywhere. Or you can go to the blue ocean. Where nobody else is. All right, it's uncharted waters, but there's no competition.

And if you do the right tactics or you do the right processes or you take the right initiative, you will get attention and you will get activity. And that's an example of thinking outside the box. Not being a, she. If you will, in today's politically charged environment, you don't have to always be sheeple.

You can simply be that individual who goes and kicks ass on your own terms. Anyway, those are just some fun examples. I gave an example. I talked about my other friend, the author, their example, but most of all, I wanted to talk about Victor who I've developed a phenomenal friendship with. He's an amazing guy.

Now, Victor, talk to me about sell this pen. I, I wanna know more about this. This is something that cuz you're you said of you being the sales rep employee. You're now the boss. So talk to us about Sell Me This Pen by, by the way. Love the name.

[00:33:18] Victor Vatus: Thank you so much. Yeah. Yeah, Sell Me This Pen. I started last September after three years as a VP self structuring a team.

I had a ton of fun. Hiring onboarding, training, coaching, and developing sales folks. And then it was time for me to you know, jump ship and start. My own business actually was asked to do a few head hunting gigs on the side as a VP to help French firms break into the us market. And I really enjoyed it and my clients were happy.

And then they kept on asking more and more and then kind of word of mouth. It became very organic. And so I decided I have a business now and then our big team of five, and we're helping, I wanna say seed two series B firms hire the best sales talent. Also retain them because it's it's a big topic. And we cover from VR to leadership roles. That's us in a nutshell.

[00:34:16] Darryl Praill: So if you go to Sell Me This Pen net guys you will see that Victor actually just lied to you. All right. He said there, there was a team of five, but it's not true. There's a team of six. There is Lulu, the office dog who apparently sniffs the best talent and snores during the interviews.

That's the best job of the entire office. So check out, you'll see a picture of Lulu. She looks like she's the hardest working one there. Anyway, that's send me this and this folks is Victor Vatus. You can find him on LinkedIn. It's very straightforward. It's that last name is V A T U S.

Of course Vatus is just the English that we were having this whole conversation. And see if I get it right in the French. You said Vatus am I even close? When I say that? Vatus?

[00:35:03] Victor Vatus: Vatus

[00:35:05] Darryl Praill: He's got it. Name English. Vatus. Vatus. Sound somewhat, you sound so fancy when you do that. I love it.

[00:35:13] Victor Vatus: Because I am. Yeah.

[00:35:15] Darryl Praill: That's right.

I love it. Anyway, folks, that's Victor check him out. He's a lot of fun. And and I'm Darryl and I hope you enjoyed this week a little different episode, but I really wanna encourage you to just, you know, do something different as the other expression goes. I'm a big believer in it. Why be normal? That's boring.

If you like today's show there's more, there's more coming next week. And there's a, almost 200 episodes in the can. That's right. We're not far off from our 200th episode folks. So you can check it all out at, where we like to say the Inside Inside Sales Show, you take care. I'll talk to you soon. Bye-bye.

This episode was digitally transcribed.

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