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S4 Ep04: Liz J Simpson on Authentic Sales Strategies
12 Plays3 hours ago
In this episode, hosts Dave and Trygve bring on Liz J Simpson, a nationally recognized B2B sales and thought leadership strategist. Liz shares her experiences and insights from her journey, starting with her unexpected impact at a HubSpot conference in 2019. She emphasizes the importance of mastering sales fundamentals, building business acumen, and maintaining authentic human connections despite evolving technologies like AI. Liz also discusses the concept of 'big money' as funds that create a significant impact, and shares advice on saying no to the wrong clients. The conversation covers practical sales strategies, the value of persistence, and the importance of supporting and understanding the roles within a sales team. The episode is filled with relatable anecdotes and valuable advice aimed at both novice and experienced sales professionals.
Connect with Liz on LinkedIn:
https://www.linkedin.com/in/lizjsimpson/
…
Dial It In Podcast is where we gather our favorite people together to share their advice on how to drive revenue, through storytelling and without the boring sales jargon. Our primary focus is marketing and sales for manufacturing and B2B service businesses, but we’ll cover topics across the entire spectrum of business. This isn’t a deep, naval-gazing show… we like to have lively chats that are fun, and full of useful insights. Brought to you by BizzyWeb.
Links:
Website: dialitinpodcast.com
BizzyWeb site: bizzyweb.com
Connect with Dave Meyer
Connect with Trygve Olsen
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Transcript
Introduction to Dial It In Podcast
00:00:08
Speaker
Welcome to Dial It In, a podcast where we talk to fascinating people about marketing, sales, process improvements, and tricks that they use to grow their businesses. Join me, Dave Meyer, and Trigby Olson of BusyWeb as we bring you interviews on how the best in their fields dialing it in for their organizations.
00:00:26
Speaker
Let's ring up another episode.
Sponsorship by WeFixHubSpot.com
00:00:30
Speaker
ah We're back. We are. i'm excited. That was a whirlwind the last episode. It was one of my favorites of all time because dan Tyre as the godfather of sales and HubSpot, he talks even more than you do, Trigby. It was so fun watching you try to get a word in edgewise.
00:00:49
Speaker
How many questions did we ask? Two? One and a half. One and a half. In a 45-minute podcast? Yeah. And for our guest benefit, yeah we got 45 minutes in. And so we're like, so first question. Second yeah like question number two.
00:01:06
Speaker
Always good. I think I'm going to be tripping over my words for a completely different reason this week, but we'll get into that in a second. Do we have a sponsor for today? We do actually. We're sponsored today by WeFixHubSpot.com.
00:01:22
Speaker
Is your HubSpot portal cluttered and inefficient? WeFix HubSpot powered by BusyWeb specializes in customizing and optimizing your HubSpot experience. Our team of certified experts offers tailored solutions, including training, re-onboarding, architecture reviews, and data restructuring in the universe of loop marketing, ensuring your portal aligns perfectly with your business needs.
00:01:44
Speaker
Don't let a disorganized system slow you down. Go to WeFixHubSpot.com to schedule your complimentary consultation and start transforming your HubSpot portal today.
Meet Liz Simpson, B2B Sales Strategist
00:01:55
Speaker
Today's guest, I think, I have this whole bio that is long and extensive. I certainly can read. But I met this person six years ago in 2019 at HubSpot's Inbound Conference.
00:02:13
Speaker
And i i didn't know who she was. And I read the the blurb. was like, yeah, okay, I'm going to go there. And then I saw her walk on stage. And I immediately went snarky. Who on earth is this person?
00:02:27
Speaker
She had this like leopard print skirt on with a t-shirt and she had like these hula hoop earrings and because earrings are her thing. And oh my God. And I'm in love with her earrings. And I have been ever since I met her.
00:02:44
Speaker
And she's African-American and she's got short hair. And was just like, I don't know what's going to happen, but I'm here for it. And then over the next 45 minutes, my jaw progressively dropped and i fell in work love with her because of how she approaches selling and sales and who she is a person. And i have been a utter devotee to ever since then, because as I teach classes and how to sell,
00:03:11
Speaker
People say, who are your sales heroes? She is first on the list. When you think of the devil and the fairy godmother on your shoulder, when you try to make decisions, she is who I think of. And literally think about her like three times a day as I'm trying to decide when the prospects are getting lippy, how I'm i'm going to respond. Cause she said she's amazing. I'm in love with her. I'm I love her mind. I love her shoes. I love her earrings. All right. I can go on and on and on.
00:03:37
Speaker
Liz Simpson is our guest today. She's a nationally recognized B2B sales and thought leadership strategy strategist who has trained more than 20,000 professionals, including people who have appeared on this podcast, graduated over 1,000 accelerator participants, and influenced more than $250 million dollars in new business.
00:03:57
Speaker
As the founder of Stimulus, Liz helps organizations earn trust, build authority, and close bigger deals faster. She is recognized by LinkedIn. This is going to where it's going to get lengthy because she's is there it's pretty long.
00:04:10
Speaker
She's recognized by LinkedIn as one of the top 15 sales influencers. She is a LinkedIn sales insider. Sure, insights have been featured on NBC, CBS, NPR, and Essence. She is also a HubSpot Inbound fellow, a sales hacker.
00:04:28
Speaker
She is a top female sales speaker, and she is also the receptor in Numerates Awards. Got to take a breath to get through this next part, including San Antonio Business Journal's 40 Under 40, now Bo's Women Business Owner of the Year.
00:04:43
Speaker
And, oh, it's only two things, but I'm sure it's longer. Liz, she's passionate about equipping leaders to thrive in the modern workplace by aligning thought leadership with practical sales and a implement. Ladies and gentlemen, my sales fairy godmother.
00:04:59
Speaker
Little tip then. Oh, no. Thanks for having me. That has to be best intro ever. How am I going to do an interview when I'm going to be cracking up the tag? I don't claim the comedy is good, just that there's plenty of it.
00:05:13
Speaker
um We do offer services where we'll offer ah an audio sound clip for you before any of your upcoming events. I think that would be a good lead up. I've been sold already. We've just started and I've already been sold service. And I'm buying, by the way. I'm buying that.
00:05:30
Speaker
I'm just so happy you're here. Dave, askker can bring ask for something intelligent while I retain my composure. I'm so honored. Thank you both. I appreciate it I appreciate the invite, the introduction.
00:05:41
Speaker
You really have been such an advocate and champion for me. We've talked privately, like i genuinely appreciate you, how you show up in the world and your support. So I'm honored to be on this podcast. Let's go. oh Amazing.
00:05:57
Speaker
It's delightful to meet you. And Trigby and I were talking a little bit before the show. And I said, I swear I've seen Liz before. Have we been on a podcast or something together? And I placed it.
00:06:07
Speaker
I was at the same inbound talk that Trigby was. And we were both blown away and sharing notes across the room. And so I'm so delightful to have, delighted to have you with us.
00:06:18
Speaker
um A lot has changed since 2019 though. So tell us what's new in your sales coaching in your world because, and I know there's so many different approaches now and so much more data.
00:06:31
Speaker
How do you think we've changed in the past six years? Yeah.
The Role of AI in Sales
00:06:36
Speaker
Wow. So many things to bring up. When you were asking that, the first thing that came to mind is that as much as change, so much stays the same.
00:06:43
Speaker
The crux of the work that I do and the focus has always been that in order to be great salespeople, we have to be obsessive about human behavior and we have to step up our business acumen.
00:06:55
Speaker
If I'm going to be a trusted advisor, if I'm going to lead the sales process, that's not something I pretend to do. That actually means that I have the business acumen and insights to deliver value in a conversation. Additionally, i can adopt right set of thinking, meaning that I understand how humans make decisions and I can empower you and lead you through this decision by understanding your psychology.
00:07:17
Speaker
And that's still the same. And human beings are still trying to catch up to figure out how to do that. What I think is different in 2025 is that now AI can accelerate that.
00:07:29
Speaker
That used to be a process where it was really challenging for a lot of individuals. How do I short business acumen? What type of research do I have to do? What circles do I need to be in? What books do I need to read so that I can mirror the type of language and communication of my ideal buyers?
00:07:45
Speaker
Now you can put in a great prompt An AI can feed you what to say, right? Or it can help give you the resources to show up your knowledge. So it's going to be really interesting to see how technology is applied to enable sales professionals to grow their acumen and to improve their communication. But to me, at the core, we're still chasing the same things.
00:08:10
Speaker
and Yeah, I love and the basics are absolutely all the same and more important than ever, I think, because it's easy to get lazy if the AI is doing most of the work, right? So real human connection can't be faked.
00:08:22
Speaker
Right, 100%. ah hundred first percent But I do think the other piece, I work with a lot of experts who hate the idea of selling. there's They're still in denial. That's what they're doing in business, which is hilarious to me.
00:08:32
Speaker
so While I'll say we were just talking about before about some HubSpot, it's new AI tools and technologies and agents and things that it's releasing. And so what's really cool is the ability to really have these just-in-time insights, right?
00:08:48
Speaker
that AI can support with because for my individuals, like my doer sellers who are in denial of sales, they don't want to claim to be salespeople. They have these insights, they have the expertise, but they're just bogged down. And it's okay, if I had these many prospects, I've had these many clients, how do I provide these just in time insights? How do i but don execute on a sales playbook if I have so much on my plate?
00:09:13
Speaker
And so I'm super excited about for the people who are willing to do the work, about how now you can program it in a way to add value to clients at scale. Like the idea of a broadcast email that is customized per prospect is like beyond next level. I'm so excited.
00:09:31
Speaker
Okay. I've caught up. I've got my, back are you a less I got my legs under me. Oh, okay. Something's been troubling me all year. And so this season of selling that we're doing is I'm bringing together all the people that I really respect and I really have been mentored or learned from. And obviously you're on that list. And so my question is this, to start with it on the macro level, Dave, thank you for letting me catch my breath a little in a world That we're in where half of the population literally hates you for who you are and what you believe.
00:10:06
Speaker
And then half of the world is overwhelmed by the machine gun noise
Importance of Authentic Connections
00:10:12
Speaker
of people using AI poorly. yeah How on earth are we really supposed to sell effectively anymore? Yeah.
00:10:22
Speaker
Yeah, I think we make things harder than they are. Like, is there going to be a day that AI surprises us or echoes us so well that we're confused by it Probably, but we're nowhere near there. No one's AI has ever tricked me yet.
00:10:40
Speaker
Like, yeah I see it mile. We're not there. So I don't think those are true problems. I just think people who are not very skilled are great at excuses each year. Like you and I, come on, let's talk about it.
00:10:55
Speaker
Every year there's a new advancement that all of a sudden it's like the state of sales is disrupted. No, it's just mediocre people continue to be disrupted. Learn the basics. So... I'm a mom, I have a 21, 20 year old and an eight year old. and my son played basketball when he was younger. and it was really interesting because when we started out when he was in elementary school and they're playing basketball, it's as a parent, you're trying to support, but no one's making baskets. And we're just there watching these kids like throw balls everywhere.
00:11:24
Speaker
But there was something about mastery of fundamentals. Like when you're young, like I should not be trying to do half court shots at eight. That's fun. But really, I should be learning like what are the proper skills and fundamentals to master the game?
00:11:38
Speaker
And then what's interesting is that when I watched him play basketball in high school, the best students were the ones who mastered fundamentals. Because I'm skilled at taking shots, now I can take a half court shot because that's my forms on point. Like it's all mastery of fundamentals.
00:11:53
Speaker
I think there are a lot of salespeople or a lot of times in the industry, people are chasing half court shots. So every year there's a new half court shot. Every year there's a new crossover and people are like the market's disrupted.
00:12:06
Speaker
But the professionals who've always mastered fundamentals, they're always going to be light years ahead because I've already had fundamentals. So now when there's a new advancement, I know how to apply the advancement to the fundamentals.
00:12:19
Speaker
Right. And so When you talk about half the people possibly being polarized by your viewpoint and identity, and then half the people are just overwhelmed, like there is something about truth and authenticity and consistency and omnipresent that always pierces through the noise.
00:12:35
Speaker
Do I know who I am? Do I know who I'm talking to? Am I speaking their language? Am I on the channels that they're looking for? and I showing up consistently? Is my brand presence alignment?
00:12:46
Speaker
Am I true to who I am? Because I can only show up consistently as who I am. Am I adding value? Am I speaking about the concerns that are top of mind for them and that are priority? And am I providing enough value where they're like, yes,
00:12:58
Speaker
I will give you time, not because it's about 30 minutes, but because I trust that whatever going provide in that time is going to help me move the needle. Like we're still there. Nothing's changed from my perspective.
00:13:10
Speaker
And I think that the one A of that is that I think really good salespeople understand and really bad salespeople don't is if you're going to put yourself out there, you're going to get hurt.
00:13:22
Speaker
Oh, and you got it. And you got to just roll with it. And yeah I had a... We had an opportunity at BusyWeb earlier this year where we did full blown pitch and they went dark.
00:13:35
Speaker
And yeah so I did my go to move, which is I went, i got three dozen donuts and I drove them down to the office and i was like, Hey guys, I got food. Who wants to talk? And then they took the donuts, shared them with everybody. And then three weeks later said, yeah, we don't want to work with you because that we thought that was rude that you came down to our office with food. I was like, but you took the donuts.
00:13:57
Speaker
Interesting. So and once I got past the funk of who doesn't like donuts? Yeah. yeah of course, you're going to take the donuts. But that I have learned now that said more about them than it did about me.
00:14:11
Speaker
A hundred percent. And I was thinking about that and I'm not trying to speak for your pockets at all at BusyWeb, but I do think about that. I've, even before we hit record, I was cracking up. like, oh my gosh, how am I going to do this podcast? Every organization, we have a culture. We have the ethos, right? If you don't have a sense of humor, yeah, like you took the donuts, you ate them.
00:14:30
Speaker
i don't know if that's, if that was the deal breaker for you, then honestly, maybe you did me a favor. Yeah. And that's cool. yeah but let's What probably happened, Trigby, was just an extended carb crash. so you know They were just grumpy after they were tired. Maybe.
00:14:45
Speaker
i didn't I didn't get great donuts. I don't know if I get really good donuts. I think that's what it is. I just got dunking because I was short on time. had to go through the drive-thru.
00:14:55
Speaker
and If that was the thing, it was like, hey, you cheaped out on the donuts. I can understand that. but I think the challenge is And how I go back to my list training is that the discipline of showing up every day.
00:15:10
Speaker
Yeah. And doing the thing, you might be doing it by yourself and you might not be seeing something, but then what's going to happen is nine months later, somebody is going to say that thing that you said really made a difference for me. Absolutely. That's the...
00:15:23
Speaker
For me, that's the power of numbers and KPIs of focusing on effort as sales professionals, right? like I literally remember, you know, incorporating go for no in the book. And I was like, what is this tiny go for no book like that we're having a whole day training about?
00:15:39
Speaker
but But that was something that was eye opening for me. I am going for the no. If you have 100% close conversion, you're doing it wrong. Like, And I have entrepreneurs like solopreneurs. Yeah, have 100% close conversion and they think that's awesome. I'm like, no, you don't.
00:15:54
Speaker
What are you doing? And so we know that we know and depending on what your conversions are, it's okay. This 30 to 50% conversions. Great. That means I'm signing up for so many no's. So I'm heads down facing my nose so that I can get to the yeses.
00:16:09
Speaker
But yeah, and then dealing with businesses, there's so many things that I find in coaching individuals. that they assign meaning to and their meaning is completely off. Right? Maybe that person who had an issue with the donuts was a bad actor in the organization that doesn't reflect everyone else. And then that person turns over and the organization is actually we thought that was cool.
00:16:30
Speaker
Right? So like we we waste too much time assigning narratives to things when people aren't spending that much time thinking about us. So what are some of the best ways you've heard people say no or the say the bad actors, the silly ways people have not lost business? Because you are such a coach and and people have got to tell you just fantastic stories.
00:16:49
Speaker
Yeah, I get interesting ones. To be honest, most people people are not forward with their no's. The most painful no's are the ones you don't get.
00:17:01
Speaker
Yeah. Like the person who ghosts you. I think that's the most painful because you create narratives around what happened. Like at least you got closure. Like kind of sucks, but honestly, that's a gift. Like I'm one those people like, give me my no quick and fast. if Don't belabor it. If this is not aligned, give it to me. But yeah, I think the biggest ones are just have the conversation or the ones who like, we're going to talk.
00:17:24
Speaker
And then they're like, give us a couple weeks. And then we're talking again. And now we're meeting and then they just ghost them. I think those are just the most painful ones. But I don't know that I have the crazy stories around how they say no per se.
00:17:37
Speaker
I'm gonna go on my soapbox, my suit box for a second. Cause that's one of the things that I think people genuinely don't understand. If you have a salesperson who's even moderately good, they're have, they're gonna be task oriented and they're gonna be follow-up oriented. So if you say, call me in two weeks, they're gonna call you in two weeks because that from the sales side, that's exhibiting trust. You said two weeks, I waited two weeks.
00:18:02
Speaker
And then if you don't answer again, that's on you. That's not on them. And that might be a thing. You might be overwhelmed. The prospect might not have an opportunity to talk to you, but don't just keep pushing people down because what's invariably going to happen is the concept of sales karma. I a hundred percent believe in is if you need something from other people and you're not giving in response, then you are going to get tagged and you going to lose out down the road because the universe tends to take even itself out.
00:18:31
Speaker
I agree. And I just i actually my last coaching call last night, I was just talking to someone who it's like this $168,000 deal.
Integrity in Client Relationships
00:18:40
Speaker
And so she talked to CEO CFO, there's they've said yes, verbally three times. And what they wanted to do is announce it to the team.
00:18:49
Speaker
And then they already have invoice contract to execute. And so they've given all these verbal yeses, but she's it's a big deal for her. So she's excited. She's scared to be excited. She's Liz, they haven't signed paid invoice. This is what's happened.
00:19:01
Speaker
She wants to celebrate. And she's this has been a couple months of communication and and touch points, et cetera. And so what I told her is I'm like... I trust people at what they say. I'm not saying celebrate the deal, but she was like, should I do this and this? I'm like, operate.
00:19:17
Speaker
operate under the assumption that you're going do what you said you're going to do. And if you're going to do something else as an adult, I would hope that you would take agency to be a person of your word and say you're going down a different direction.
00:19:31
Speaker
And so she's like worrying about it. But I'm like, the CEO, the CFO said that what they're going to do. And I would hope that people would operate in integrity. And so far, they haven't shown themselves to be people who say they do one thing and operate in a different lens.
00:19:45
Speaker
But I do hope the leaders know that if it's a no, say no. If you're not sure it's happening in two months, say that. If you give me a verbal yes, then be a person of your word and integrity. And that's a relationship. Like, especially in my clients, there's so many our service providers and consultants.
00:20:00
Speaker
I 100% think sales is a two-way street. yeah like i don't want to chase you. like I really operate as if the moment that you execute this agreement and pay this invoice, I am rolling up my sleeves and I have skin in the game and I am delivering on the transformation and the outcome that we agreed upon.
00:20:19
Speaker
i understood the challenges, the culture, and I am really racking my brain of how can I be a great partner to achieve this effort? So I want to know that you are going to respect this relationship as well. And part of that integrity is, and I even was telling her, i'm like, when there's delays, I don't go into a narrative of they're not going to pay or work with me.
00:20:39
Speaker
Literally, I was like, are they struggling with the communication plan for their team? Should that be something you offer? Should you be part of that meeting? Because I don't have time to worry about you not being who you say you are.
00:20:51
Speaker
I'm going to trust that's who you say you are. And then I'm going to think about as a sales professional, how can I be a better partner? Should that been part of our scope? Should the change management, should the rollout been a part of our scope?
00:21:02
Speaker
So that's how I think about it. And yeah, for those listening who are buyers, know that great professionals and partners, that's what we're doing on our end. So don't waste our time if that's not where you're at in the process.
00:21:15
Speaker
When does selling stop? Never. You're always selling, right? The name of the game is retention and expansion. Every conversation I have is just like and one of my pet peeves with like clients and they're like, this was a coffee chat.
00:21:27
Speaker
This was a discovery call. This was a, I'm like, everything's discovery. It's how you communicate. That's how I communicate in life. If I'm talking to a girlfriend, I'm like, Hey, what's going on? What you've been up to? How can I support you?
00:21:39
Speaker
How's that working it for you right now? Girl, what are you trying to get achieved in the next six months? Like that is as sales professionals, my belief, like, In order to do this well, it has to be how you communicate all the time.
00:21:51
Speaker
I'm always asking discovery questions. I'm always trying to understand how I can roll up my sleeves and partner alongside people. And if that's what you view sales to be, which is how I view it, I'm trying to be a trusted advisor and partner in every place that I find myself, then that then I'm always selling.
00:22:07
Speaker
Because, as this and especially as business owners, every day my business is morphing and changing shape and new challenges are showing up. And if we really are in the business of being trusted advisors and partners, that means every day that I haven't spoken to my clients, something could be changing that I could be the solution for.
00:22:28
Speaker
I love more. And yeah the most important thing that I'm hearing is that it's less about trying to game the system or work a number, and it's more about just being an empathetic helper, problem solver. You're...
00:22:42
Speaker
genuinely interested and invested in your mutual success. So why wouldn't you want to pick up the phone and check in with your friend, right?
00:22:53
Speaker
Even if that friend happens to be a client and even if they pay you money, that's part of the deal. I think that's where a lot of, especially younger sales folks get into trouble. They're like, I hate trying to trick people into doing it. It's like, well, we're trying to trick people. You're trying to listen and empathize and come to a solution together. It's like, why wouldn't we want to have that kind of a conversation?
00:23:16
Speaker
A hundred percent. And I think where a lot of, if you talk about younger professionals might get tripped up is I think that's where business acumen is important. Cause I remember that I've, I have felt the sleaziest and sales roles where didn't really know the map of my buyer's world.
00:23:33
Speaker
I only knew the specs on a piece of paper and how much the widget costs. ever So I'm asking questions, but I don't know how to navigate these questions. I don't know how your answers might inform ah different product or a different service. so like The benefit of business, like if you can take business acumen and and great skills, they're a perfect match.
00:23:57
Speaker
But if I give you questions in a process and you don't really have the business acumen to to know, oh, if they say that, that means this is happening. Or I read this a report and here's how this report translates to my buyer's world.
00:24:12
Speaker
Then everything is fake. Like we're giving people discovery call questions who don't know how to navigate the answers to them. So I do think that's what's important. As we're talking about things that irritate me and in terms of authenticity, I think one of the things that the last part of that whole cycle is if I'm going to be authentic with you and genuinely try and figure out how you can solve a problem and you say no.
00:24:37
Speaker
okay, I'm fine with that. I'm going to walk away because I'm a professional and I'm a grownup and I don't mind having my feelings hurt. But I've, I realized this recently that I called a couple of people that I really got along with. And because I said, I wanted to know how they solve the problem. It wasn't because I wanted to win or because I wanted, but they wouldn't talk to me. They'd ghost me. And like, then you're just, you're putting everyone into that transactional framework and you don't are, you are giving yourself the opportunity to actually be better and be curious about what comes next.
00:25:10
Speaker
And I think that's just completely losing it So the other, the second question I wanted to ask you, question number two, famous question number two, we're 2600 and I did it. One of the things that you do Liz is you help solo entrepreneurs and people who are starting business learn how to be sellers and to promote themselves.
Knowing When to Say No in Sales
00:25:26
Speaker
And we talked a lot about ah authenticity.
00:25:29
Speaker
One of the things that I think everybody really has trouble learning in their selling career is how to say no to people and when it's a bad fit for somebody. Yeah.
00:25:40
Speaker
I can think of all sorts of great examples when somebody says, I'll reinvest down the road if this works out, if you do it for free. That's a red flag for me. No, no danger. Will Robinson or things like that. So walk us through what are some ways people need to be better at saying no to money?
00:25:56
Speaker
Yeah, I'm definitely not going to act like I have a masterclass on this. I probably spent over a decade failing at this. What do we call it? a Commission breath? Like I definitely, definitely sure I have funky commission breath. That's what we're gonna call it now.
00:26:15
Speaker
Man, commission breath is funky. But I will say for me, I didn't connect the dots until I was really a part of an organization where fulfillment, product, service delivery helped me to understand the cost.
00:26:33
Speaker
Because For a large part of my sales career, I sold it and moved on. Like I'm a hunter. I'm like, I'm hunting, drop it. There you go. Pay me my commission. I hit my quota.
00:26:45
Speaker
Go on to the next. And I think that's the challenge when there's not a function within an organization that ensures all teams understand each other's roles and how they impact each other.
00:26:57
Speaker
so I'd say I didn't really, um probably being pet pleasant about it, but yeah, it was me having access to a fulfillment team who shoot me out on two or three clients that were just WTF, like serving them as a nightmare.
00:27:13
Speaker
We shouldn't be servicing them. But honestly, to be fair, leadership didn't feel that way. So that was right. So I leadership is you're hitting your numbers, but I have other team members who are like, this is negatively impacting us. And that was the pattern disrupt for me because I'm like, wait a minute, I'm hitting my sales numbers, but maybe it's not good. Why?
00:27:30
Speaker
So that's that began. That's one part of the beginning. I'll also say, I don't know. I don't know that when I was like purely sales prospecting and closing, don't know that I was being trained on say no.
00:27:45
Speaker
That's not, I really can't think of roles where they were just like, it was like, are you hitting quota? Does that make sense? Like no one was clapping my hands. I didn't think about it until that happened. Now it's different because now I run a business and I say no, heck of a lot. Now I'm not like policed.
00:28:03
Speaker
yeah them here like we're gonna bury us and it took me it took someone saying something to me and being like okay i'll be held accountable help me understand how this impacts the business and understanding to some degree on a high level how it can negatively impact a business but i didn't get the master class until i ran a business and i understood that the time and energy the number of inbox emails, the number of touch points, like literally being able to put a dollar sign to how much it costs me to serve the wrong clients.
00:28:36
Speaker
They're not going to refer me. They're going to complain. There's going to be scope creep. They're going go outside of our capabilities. My team's going to be drained. It's going to impact culture. They're going to email us three times more than normal client. So now that I contextually understand that I'm like, for all of that time, I probably could have brought in two of my dream clients if we said no.
00:28:57
Speaker
And so I understand that better now. And I'll be honest, I train entrepreneurs on that. But that is normally one of those lessons like children where they have to learn on their own.
00:29:08
Speaker
And it just becomes, oh, I remember you told me that. yeah right But everyone wants to find out for themselves. It's like the entire sales process is to me is like baseball pitching. You are on your own and you can win or lose a game by yourself. And the entirety of it is learned by callousing over and making mistakes going, i don't okay, I'm not going to do that again.
00:29:30
Speaker
Like I'm still going to bring donuts to people, but yeah. Just not to those people. don't think there's a lesson in that at all. i Yeah, I don't either. i think that's ah it it gets back to the Maya Angelou idea. They showed me who they were. ah Yeah, people have. Yeah, don't forget what you say. And there's all sorts of legitimate reasons to say no to somebody. But because I brought you donuts, it's not one of them. So tell us about stimulus and about your training program. We literally had somebody on six, nine months ago, a woman named Rebecca, who lives here in Minnesota.
00:30:03
Speaker
Oh, dead part. Yeah. See, and i was mentioning about how I had a so ah sales free godmother and she's, is it me? was like, no it's not. It's this woman named Liz.
00:30:16
Speaker
Me too. I adore Rebecca. She, and everybody adores Rebecca. So tell us about your program and about stimulus. Yeah. So the current stimulus is a lot of what we talked about. We focus on helping professional service firms, so like experts who are selling their services to organizations.
00:30:36
Speaker
We help them close bigger deals and help them with thought leadership marketing. So that's the core of what we do. We do it through many different ways, right? Training, coaching, workshops. et cetera.
00:30:47
Speaker
One of the core programs I have, which referencing Rebecca, gosh it's been like five years now. So during COVID, women accounted for 100% of the job losses. And I want it to do something level the- What?
00:30:59
Speaker
Is that true? Yeah, it is. Yeah. In the US s during COVID, women accounted for 100% of the job losses. So yeah, so that's what led to during COVID at the time I was like, you know what, I'm gonna do a call once a month just to help empower women like to grow their businesses and that one call a month turned into a global movement that just took over my life for a few years.
Empowering Women Entrepreneurs with Stimulus
00:31:21
Speaker
And so what we created was an accelerator program where in the accelerator program, we taught them everything from positioning, how to sell to organizations, how to package, ROI-based pricing, marketing.
00:31:34
Speaker
And so we would take often solo consultants from idea six-figure corporate deals in six to 12 months, which at the time, the stat was less than 12% of women-owned firms achieved six figures in a year.
00:31:49
Speaker
So we were we were creating massive impact because we had women closing six-figure deals in a matter of months, which is why we were called the 12%. So Rebecca is one of my favorite one of my favorite stories and someone who makes me very happy.
00:32:04
Speaker
Oh, excellent. I'm sure she'll be happy to hear that soon. What is big money? Man, big money is money that's larger than you. It's money that creates impact, right? It's where you shift from scarcity and I can cover my bills, I can cover my 401k to have enough overflow and abundance to create changes in my community, to give to social causes, to hire teams.
00:32:27
Speaker
So oftentimes we're thinking about just getting by, but bigger money is no, it's not about you. If you have the skills and expertise to create impact, then make as much money as you can, not because it's about you, but because it's about overflow.
00:32:40
Speaker
See, Dave, when I talk about big money, this is what I mean. yeah That's what I mean. Because that was when I met when I saw her originally, she was wearing a T-shirt, her big money motivation. I'm like, ah what is the 2005 Honda Civic that this woman is going to sell me? And then she just changed my life.
00:33:02
Speaker
I love it. I love it. Yes. I just think that those, are they say there's so many people who want to do good. and at the heart, I was just telling someone that for me, I didn't believe in Santa Claus, but I know like kids who like believed in Santa Claus and they found out Santa Claus wasn't real. And it was like, earth shattering. Like, I know I'm so sorry. This is horrible. Cause I think you might.
00:33:24
Speaker
and and Andy, we're going to have to edit that. So I felt a moment where you're like, what And it's earth shattering and the world has been lying to me and the things that I believe to be true aren't true. What else are they not telling me?
00:33:36
Speaker
That wasn't Santa Claus wasn't that thing for me. But what it was for me is like I studied, I loved history and like legendary people created impact and like in music and culture and art and Nobel Prize winners and all these amazing distinctions.
00:33:52
Speaker
And I literally thought we lived in a world where the smartest people were the most successful and make the most money. Like I thought life works, like I'm the smartest, I create a lot of impact, so then I live a life of abundance.
00:34:04
Speaker
And I realized that a lot of the most significant heroes in our history died broke and without financial legacy. And that was my there's no Santa Claus moment. Like what is wrong with humanity that you could do so much good and not have enough to take care of your family or things of that nature. And so at the crux of what I do,
00:34:24
Speaker
That's big money. Who are the people who are doing good and changing lives and creating transformations? Who are the organizations that are creating advancements for our society? And how do we make sure that they're getting equitable compensation based off of the impact they're creating for our world?
00:34:39
Speaker
Okay, so first of all, I'm going to reject the premise of what you just said, Nikki. Man of Claws of course exists because I see it in every Hallmark movie that I'm forced to watch. And he lives, ah he is the hometown guy who's surprisingly ruggedly handsome through new who was there all along.
00:34:57
Speaker
But, but secondly, I think I'm, I have an 11 year old who still believes in, and we're getting a little sketchy with the breathing. He's starting to cry. his Dad, don't tell me, but tell me to tell me, but don't tell me. It's,
00:35:11
Speaker
and I think that in anything you do, and my second comment, which I'm dovetailing in here is that I think one of the most important lessons that I learned in life is from Charles Dickens at Christmas Carol, where he says the word enough is the most enigmatic word in the English language, because it means something different to everyone.
00:35:30
Speaker
well And as i going back to my son, as I'm trying to figure out, ah yes, we're reaching that point where he's probably going to know, and I'm hoping that he's just going to be a bro about it, not actually ah ask me literally the question, but...
00:35:47
Speaker
There, I think of it more in terms of creating magic for people and doing the things that behind the scenes that suddenly the opportunity drops in somebody's lap. Suddenly, all sudden the thing drops in your lap.
00:36:03
Speaker
And that if you do all of these little things and you have this sales discipline that I learned from stimulus is all sorts of good things happen. And maybe it's Hannah and maybe it's you and maybe, and then here's my third completely mixed analogy is there's a great line from the TV show Yellowstone where one of the guys says karma takes a lot of different forms today it's me.
00:36:26
Speaker
Well, like that. I say that all the time when I'm talking, we call IPAs your income producing activities. When I'm training and coaching clients on it, it's it's about momentum.
00:36:37
Speaker
And I do believe that it might be the 50 actions that you take, or it might just be the reward for the 50 actions you take. Either way, regardless, take the steps. All right. I'm writing that income producing. Because IPA means something different to me and Dave.
00:36:53
Speaker
oh Oh, okay. Got it. I think I followed on the drink. Great. Yeah. I'm going to avoid that now because I'm getting- really? Yeah. Well, the IPAs anyway.
00:37:05
Speaker
I like income producing activity. Yeah. Now I'm like, 10 years ago, I thought Michelob Ultra was stupid. Now i was like, yeah, this is actually a good thing. Great. Liz, a big part of what you do in your business seems to be around- thought leadership and really bridging a path and building a brand on who
Building a Thought Leadership Brand
00:37:29
Speaker
you are. And I know that's a big part of the coaching that you do.
00:37:32
Speaker
So for let's call them mid tier salespeople that are really trying to make a name and have things get easier by being bigger.
00:37:44
Speaker
Can you give us some tips on how to become that thought leader? Yeah, 100%. Definitely think it's a team activity, right? It starts with the organization's positioning, right? So what are the core values of the organization?
00:37:58
Speaker
What's their positioning? And then where is their alignment between the beliefs of the organization and my own beliefs? Because as sales professionals, we're building ah brand that fits underneath the umbrella of the organization, if that makes sense. Literally, we're looking at, okay, what are the pillars, core values, and positioning of the organization?
00:38:18
Speaker
Who are you? What's your viewpoint? How do you approach things? What's your personal brand? And then where's their congruency within these two? And then that's what we double dial on, right? So there might be posts that are emotional and they humanize you.
00:38:32
Speaker
But of course, most of the posts should be about what brings value to the ideal buyer. So if I had a team of sales professionals, then maybe 60% of the content is something that could be disseminated to the team.
00:38:44
Speaker
But it's like that 40%, the viewpoint, the unique point of view of team members that they would add in as well. And depending on obviously this varies based on the makeup of the organization. a lot of our clients, our marketing efforts are like executive round tables or masterclasses or hosting events or white papers or things of that nature. So on one hand,
00:39:07
Speaker
A lot of thought leadership is going to come from the organization, but it's, we call it market ecosystem. So how we look at it is there's most marketers, we do the same thing. We just call it different vocabulary, right? So for us, we're looking at, okay, what's the market ecosystem of our buyer? What are the channels that our buyer uses? Publications, what events do they attend?
00:39:25
Speaker
What books are they reading? Who are the centers of influence? And then for each individual, not only is it your personal brand, but it's like, what are the two to three channels that you're focusing on to create omnipresence with the mind of your buyer?
00:39:39
Speaker
And the thought leadership is going to vary by that channel. So we have some who are like, maybe theirs is industry events. Maybe there's someone who are they're hosting workshops on behalf of their organization.
00:39:50
Speaker
Then we're trying to figure out how do we take the insights from the organization, but also instill your personal brand new flavor, right? So for Tribes, oh my gosh, we cannot have this stark, boring, right?
00:40:02
Speaker
We would have to infuse who you are and your humor into it, which this podcast is brilliant. This podcast is a channel, right? And from that... people can then see the different nuances and personalities build affinity for them. But you all are both operating with the distinct personal brands under one umbrella. And I don't know if I answered your question, but that's really the my thesis of how I approach thought leadership is that's a terrible idea. What time are we leaving?
00:40:31
Speaker
Absolutely. Because if, Maybe it's a good idea. Maybe it's not. Some of the things that I've come across in my life are the, what I think are the dumbest ideas ever, but there, there's a million ways to make a living in America and none of them are wrong.
00:40:51
Speaker
and Man, it's funny you say that because one of the questions we ask in positioning, I'd literally say is like, what pisses you off? I have learned so much more about my identity. of This is so dumb.
00:41:02
Speaker
To your point, like, why are we doing this? Why do we keep doing this? Why do we keep talking about this? Actually, I'm annoyed that you asked the question. Let me give you a better question to ask. What's your favorite dumb thing that we've ever had to do, Tasha?
00:41:15
Speaker
Oh, and these are all related to Trigvy, so I love all of them. But at one point, I think Trigvy was three weeks in in working with BusyWeb. And Trigvy's been with us more than a decade. Oh, is this the butt heater?
00:41:28
Speaker
It is. all So, okay. So we had this wonderful, very nice person come into the office and she was very excited about her brand new product and wanted to try and get us bought in to help her do something for free for her to blah, blah, blah. Right. So we had the conversation and she grabs this big bag.
00:41:49
Speaker
goes, okay, this is going to change your life. And Trevi goes, okay, game on. And so she proceeds to pull out this sort of chair thing And what it was is it was basically butt microwaver.
00:42:04
Speaker
So it it emitted some sort of EMPs or something to warm up and loosen up your back and do all these things. But it was literally when we got down to brass tacks, it was a butt microwave.
00:42:18
Speaker
And trigvy was a good sport. we We didn't wind up working with that person because it was just a little too wackadoo. Yeah. Well, there's so many. And as a salesperson, you've got roll with it and your job to be empathetic and to help them find a way.
00:42:33
Speaker
Sometimes we have to help them find a way out of their goal because it's completely silly. Yeah. Like you probably would have been responsible for cancer across the Midwest. and depression Like um really tanned pineis.
00:42:49
Speaker
ah Just... So many more people with a nice orange hue on their butt. and yeah I think my favorite was a guy who made me sign an NDA.
00:43:04
Speaker
which is always usually, that's usually a red flag for me. If yeah you sign an NDA, mean because it means you're not really confident in your product. And then I signed the NDA and his big whole pitch was as people get older and they go into nice restaurants, they're going to, and they, it with the nice lighting, the downlighting and the smooth jazz, they can't read the menu.
00:43:25
Speaker
So what his big product was is he figured out a way to put an led light on the bottom of a salt shaker. So then you could pick it up and scan the menu like you were Indiana Jones spelunking a date.
00:43:40
Speaker
And I mentioned to him, it's considered bad luck if you throw salt over your shoulder.
00:43:48
Speaker
So you're doing this with salt. And at a date, you keep throwing salt on the guy behind you. You probably really did say this. I really did. I was in the room. but was bri though You're going to be salting the food of the guy behind you while you're trying to meet the menu.
00:44:03
Speaker
And he goes, no, we're going to have a special cover on it. So then you put the cover on the salt shaker so that when you hold it up, it's like, but then when you want to salt your food, you're going to take it, go, and and then all of a sudden salt's going to get over your plate. No, we've solved for that. And I was like, I wish you the best.
00:44:21
Speaker
Yeah. that That was probably, but again, that guy's probably a thousand air by now and is has a very highly functioning Etsy store. and Yeah.
00:44:34
Speaker
Probably.
00:44:38
Speaker
Oh my God. Bless it. I think our universal favorite one was the guy who called in and said, I want you guys to build me an e-commerce website. I said, great.
00:44:50
Speaker
What's your product? And he says, t-shirt. was like, great. How many SKUs do you have? I only have one. Okay, cool. What's the t-shirt? He said, it's a picture of Justin Bieber.
00:45:02
Speaker
And underneath it says, I love Jesus.
00:45:06
Speaker
I'm clearly in the wrong business. I love Jesus too. bar will we
00:45:13
Speaker
Has Justin given you permission literally like this? No, no, I don't need to do that because i heard him say it once that he loves Jesus. So I'm quoting him.
00:45:29
Speaker
Oh, bless it. But it's photo, boo. And it's this point where I'm in the conversation, like with the butt microwave and the salt guy, I'm honestly like my my first inclination, and that this is a universal axiom, and I've been here, I've worked at Busy Rep for 10 years, and I still feel this way.
00:45:49
Speaker
Once I get to that point in the conversation, i think to myself, what did I do to Dave that he hired a secret shopper to test me.
00:45:59
Speaker
you Cause now I need to get out of this. yeah. so yeah And I think, I think the other favorite was the guy who wanted to in 2017, wanted us to put on a rock concert with Madonna and Prince and three other people to promote cancer awareness, which I think is an admirable goal, yeah,
00:46:29
Speaker
I didn't have the heart to tell him that Prince was dead. Oh my God. I cannot. And he wanted to pay for the website and monthly payments because he was having budget profits. And Madonna. Right. And there was the thing. It was like, you guys will help me figure out how to get Prince and Madonna on stage. all once Once we get a great website, everything else will fall into place.
00:46:49
Speaker
I am dumbfounded right now. Like i am genuinely... These are the real calls you all are getting. The copy.
00:47:01
Speaker
Kudos to you all. Like, I just have to say this. Kudos to you all for not just taking the website. here's like Who cares about, it's not my business to figure out how you do it. Brian, I'll throw up. I'm gonna i'm to get the product and I don't think I can blow it on the podcast because I don't think it's going to work.
00:47:18
Speaker
Alternatively, Dave and I have a friend who has cornered the market on Aztec death whistles. Interesting. And here it is. I'm going hold it up to the camera.
00:47:30
Speaker
It's about the size of a fist with a skull. Wow. And if you blow into it, there's that it's a whistle. It sounds like a blood curdling woman's scream.
00:47:44
Speaker
Okay. So really, the first question, Liz, is you need to ask yourself is why don't I have this already? Secondly is where do I find Was that the first question? ah and so but You helped reorder them for me. It's not Amazon. And he sells literally dozens of them a week. His best selling day, we sold 800 one one day So help me understand, because you started this. Yeah.
00:48:07
Speaker
What is the function of this? Help me understand. It's you blow it, and then it what makes a blood-curdling scream like a woman screaming. And I think the original instance of it when you were an Aztec warrior you to frighten your enemy. So if you're in the woods and you're surrounded your enemy and you blow the Aztec death whistle, it sounds like a woman screaming.
00:48:31
Speaker
I've never understood why that would there therefore be terrifying. If I'm sitting quietly and I hear a woman screaming, I'm like, okay, come get some. Because if that's the best you got, and you haven't even started, we haven't even started fighting yet.
00:48:44
Speaker
and mean, okay.
00:48:47
Speaker
But my knowledge of Aztec weaponry and tactics are as poor at best. So that's all it does is you blow it and it makes it sound like a woman's blood curdling scream.
00:48:59
Speaker
Yeah, but silly idea, great execution on the sales and he's making good money. he's making money hand over fist. Almost anything can make money. That's the thing. That's such a hard call. Even some of the things that you said that I've seen silly, like that's been a challenge for me, especially having, we work with larger organizations, but on the smaller business side,
00:49:20
Speaker
That's always the hardest thing. Because there's some things that I see in the marketplace that I'm like, I know for a fact that you had come to me, i would have laughed. But it's killing it. And so it's so hard to discern that.
00:49:32
Speaker
So for me, luckily on the sales side, what I tend to turn away are unrealistic revenue goals. yeah Like, and know that thinking of viral, but if you have no market fit and you're trying to make a million dollars in three months, go find somebody. No, thank you. i don't want to sign up for these type of goals.
00:49:47
Speaker
Sometimes the harder ones are like, People come with ideas and I'm like, yeah, I don't know if that's viable or not, but here's the sales system. yeah right right Like if it is, sell it this way and maybe you can create a market from it. But that's so hard. turn Things that I say no to is if I say, who are you who are you selling to? And if the answer is everybody, then no.
00:50:08
Speaker
No, would lose half my clients because everybody says that. Yeah, no, you're not telling everybody. Then I usually followed that up by saying, unless your food, love or warmth, everybody doesn't need it.
00:50:21
Speaker
And then a guy who worked for me works for me. still does. I said that in front of his presence. And after the meeting, he pulled this aside. He says, you can't buy love. And I'm like, oh yeah. So I can't say, I can't say that now.
00:50:35
Speaker
The Beatles would probably disagree, but that's okay. You can rent it, baby. I think we're i think we're getting off topics. Liz, congratulations because you're my sales North star. So as a parting shot here, what is the advice that you can give everybody on how to continue to persevere in the face of nonstop noise?
00:50:55
Speaker
systems. I talked earlier about, okay, there's business acumen. I talk about there's the skill set of how you communicate, understand human psychology, income producing activities, but we do the hard work upfront, right? Business acumen, you're continually learning, but you do that hard work upfront, the strategy work.
00:51:14
Speaker
So that day by day, you're just focusing on the efforts and activities, right? And I don't think sales professionals are get enough credit for what I believe is like we are top performing athletes in our game day in, day out. I think the biggest thing is that if you're having to do a lot of thinking and making a lot of decisions around your sales and income producing activities,
00:51:38
Speaker
then you need a system, right? And that's what technology or processes are for. So that it's if it's on my calendar at this point, it's non-negotiable and it becomes discipline and less about emotion. And I think it's also important for organizations to give support. I talked to some organizations who haven't really checked in with their sales professionals for a few days. I'm like, these are the people who day in and day out are taking it to the chin.
00:52:04
Speaker
Like they need to be empowered. They need accountability. I think we are like the raggediest admin to like when people are surprised, like they're not filling out the paperwork. Your best people won't like choose your battle. You want them to take the action. You want them to be great at filling out paperwork. Right. But I think having the processes so that they're not having to make these manual decisions. And it's like, this is my discipline.
00:52:25
Speaker
This is the rhythm. I do this consistently. And then we have the culture and processes as a team where someone's pouring into me, reviewing the deal tape, and I'm improving every day. I think that's just what it has to be.
00:52:39
Speaker
And I think being perpetually optimistic, even in the face of abject fact failure. Yeah. Yeah, because it's a learned skill that you have to get.
00:52:51
Speaker
You have to realize that your next sale is going to be better. And the next thing is always going to be better. Yeah. And that's really just understanding the game. Like, I think that to not understand that is to be naive and disconnected from people who do it well. Because if you talk to anyone who's at the top of their game, literally everyone I talk to is I'm better because I failed more than you tried.
00:53:16
Speaker
Yep. Like literally when I train my clients, use my like I'm like, f it up, you haven't failed fast enough. Like stop talking to me You're like, oh, you're so much better at me than this. Yeah, because I've had thousand times the conversations you've had.
00:53:28
Speaker
How dare you think you'd be better than yet? Fail faster. And realizing that like you don't wake up good at this. You're committed to this and you grow and each day improves.
00:53:40
Speaker
And whether it's business or sales, if you study it, it's if you look it's like investing. Stop looking at today and look at the chart. Yeah. So it'll be peaks and valleys, but I'm going to keep going and I'm going to ride it out.
00:53:52
Speaker
So that's what it's about. I had this great experience this week that really made me think of you because we have an existing client who wanted a bunch of change. And so the person that was the account manager, she put together like what she wanted to do and how we wanted to do it. And she's brought it to me and she's, what do you think? And was like, what do you think? She's i don't know what you, what do you mean? What do I think?
00:54:12
Speaker
You're the expert here. And she was really bent around the axle. And finally I said to okay, let's put this aside. Tell me what's the worst that can happen here. And she goes, they say no. It's like, but that's not the worst thing they can. We want that.
00:54:28
Speaker
Yeah. What do you mean we want that? And so I had to explain to her that if they say no, then that's where the negotiate, they either going to say yes. At which point we get everything we want.
00:54:39
Speaker
They get a better everything or they say no. And then we really start talking. Yep. So I had, I literally had to explain to her what going for the Noah was and she, and a lot of people work with me do this, which I completely understand. They roll their eyes and go, okay.
00:54:58
Speaker
Yeah. I was blessed to have a dan that never said yes first, like ever. but Oh my god, yeah. I was definitely the child. i was encouraged to debate, you know, back in the day when news was a big thing and you sit down and watch the news with the appearance. Like, I was encouraged to debate and share my ideas. And if someone has a viewpoint, how do you share your viewpoint and change their mind? And so...
00:55:22
Speaker
As a kid, like, ah probably would have fell out if I asked my dad something. He just said yes. What helped is i built thick skin around no. No means that I haven't built my case. No means, I don't know why he said no.
00:55:34
Speaker
Do you know mean? Like, to your point, there's work for me to do. It's not done yet, right? And because like I'm like, why? Why no? Because of this. But what if we did this?
00:55:44
Speaker
Then this. Then I always learn, like, to your point, it's always negotiation. What are the concessions that I'm open to? Have I fostered understanding? What perspective is he coming from? And let's say, yeah, sometimes it's a legit no, but I learned from why that's a no as well. So I agree with you I love that.
00:55:59
Speaker
My parents, one of the best things they ever did for me was we moved to Minneapolis when I was 10. but We lived in St. Paul because that's different and that's better than Minneapolis. But the local newspaper in the dead of winter hides a medallion somewhere in the city and about something about the size of a hockey puck. And then every day they publish clues in the newspaper.
00:56:23
Speaker
and where do to you get it so my parents sat me down and explained this to me and said if you can make a case to us to figure out of where it is and both of us agree that you've got it we will take off work we will pull you out of school and we will go look for it That is so freaking fun. And what I didn't realize until considerably later in life is what they were really instilling in with in me it was a sense of curiosity.
00:56:56
Speaker
And my goal at the time was I don't want to go to school. So I self-taught myself history. self-taught myself linguistics. I self-taught myself puzzles.
00:57:08
Speaker
I self-taught how to construct an argument, how to make the case. And there was twice where I made the case and they pulled me out of school, took me out of work, took off work and we went looking for it.
00:57:22
Speaker
you and Oh my gosh. that's I might have to borrow that. I need my newspaper or something to do something like that. Exactly. ya Dave, what have we learned today? I'm worried about Aztec whistles and I need the link. I hope that's in the show notes.
00:57:40
Speaker
Once you turn the camera off, I'll roll the whistle for you. Yeah, it's wild. The biggest thing in this conversation, and first, absolute ray of sunshine and positivity, and thank you, Liz, for sharing, because this is so cool, especially for a profession that, let's be honest, is hard.
00:58:02
Speaker
Mm-hmm. And to have that, to get up every day, to be willing to get kicked in the teeth because you believe in what you do and who you are and being the engine of possibility for your clients is tremendous.
00:58:16
Speaker
And I love that you've given us tools and reminders on just how to do it, how to set up a process and how to just keep grinding until you get to big money.
00:58:27
Speaker
And that's so cool. So Liz, thank you so much for being with us. Thank you for having me. This is literally, this has to be the most fun interview I've ever had. So thank you. I appreciate it.
00:58:41
Speaker
Liz, one last question before we wrap up. Where can people find you? Because they should find you. And I can honestly say that of the five people that have genuinely changed my life, you are one those five.
00:58:53
Speaker
Yeah, I'm honored. Oh, God. Now I got him on my case. Now I just I am growing capacity to receive compliments like that's an honor. They can find me on LinkedIn Liz J. Simpson.
00:59:05
Speaker
Use the J because it's so many Liz Simpsons branding note right there. So I am Liz J. Simpson. And anywhere you would Google Liz J. Simpson, you'll find me. But please let me know you came from this podcast. I can just give Busy Web their flowers on the amazing work that they're doing, their consistency and their reach.
00:59:21
Speaker
Thank you for being here. So this has been another episode of dial it in hosted by him. His name is Dave. My name is trig v produced by Andy Watowski and Nicole fairclow with apologies to Tony Kornheiser. We will also try to do better the next time.