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How Marketers Can Get More In Tune with Sales Reps
63 Plays6 years ago
In this episode, CEO Jack Kosakowski of The Creation Agency gives marketers insights and tips on how to think more like a salesperson and to uncover what your sales team really needs from the marketing department.
Jack covers:
- The similarities between prospecting and lead generation
- How the amount of content noise and chaos requires marketers to help salespeople stand out and apart to get more conversations
- His own experience in both sales and marketing roles
- How sales and marketing alignment is a must
- The big problem of not aligning content strategy between sales and marketing
- The need to help create sales enablement content to help buyers and reps relate to one another
- What marketers should do when there is a wall between sales and marketing
- How marketers hurt their reputations with sales teams when they don't define the MQLs, SQLs process
- The need to get more proficient with marketing technology and understanding data to develop a data-driven sales and marketing process
- The blur between social selling and personal brand building
- AI buzz versus reality in sales and marketing
- What salespeople should remember about working with marketing
- Why marketers need to talk one-on-one with reps to learn more about their day-to-day challenges
- The benefits of helping a sales rep build his or her personal brand
- His dream job
Want to reach out to Jack? Connect with him on LinkedIn.
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Transcript
Introduction to B2B Mix Show
00:00:00
Speaker
Welcome to the B2B Mix Show with Elena and Stacey. Each week, we'll bring you ideas that you can implement in your own marketing strategy. We'll share what we know and advice from industry experts who will join us from time to time here on the show. Are you ready to mix it up? Let's get started.
00:00:18
Speaker
Hi, everyone. I'm Stacey Jackson. And I'm Elena Jackson. We are the co-founders of Jackson Marketing. And in case you still haven't heard, we are also sisters. We're bringing you episode 19 of the B2B mix show. Stacey, what's the topic of
Aligning Marketing with Sales
00:00:32
Speaker
today? Today's topic is for all you marketers out there who are looking for ways to be more in tune with your sales team. This episode is all about learning how to think like a salesperson.
00:00:44
Speaker
And a lot of times we hear a lot about sales and marketing alignment these days and a lot about how these two teams need to be communicating and collaborating to be aligned. Today, we have a Sales and Marketing Rockstar joining the show who will help all of you marketers out there learn to think like a salesperson to help in your sales and marketing alignment efforts.
00:01:05
Speaker
And I've been following Jack for a while now because he was on Bernie Borges podcast, social business engine years ago. And ever since then I've been following him on social. So I can tell you he is the real deal. And his name is Jack Kozakowski and he is a sales practitioner who is changing the negative image of millennials. He is the global head of B2B social sales execution for the creation agency, which is a sales training and marketing agency.
00:01:31
Speaker
And he is also the co-founder of skillslab.io and a renowned sales blogger and podcaster. You can find Jack's content in the New York Times, Harvard Business Review, Forbes, and a ton more top media publications. Jack, welcome to the B2B mix show. Well, shoot. Can we do that intro again? Sounded real nice. I like that.
00:01:55
Speaker
Just keep that on a loop. We don't even go any further. We're glad to have you. Yeah, we are. Thank you for joining us.
Jack Kozakowski on Sales and Marketing Alignment
00:02:07
Speaker
Would you like to tell us a little bit more about the creation agency and skills lab.io?
00:02:12
Speaker
Yeah, so actually, I think in the intro, you said I was the global head of sales, but I've actually got promoted since then. So I'm the CEO of the US division of a creation agency. We are a global marketing agency. We have offices in Europe and then we have offices in the US.
00:02:30
Speaker
And we got about nine employees globally and what we do is we help companies build demand and build a brand and build demand. And we do that in a variety of innovative ways, but essentially we're a marketing automation shop and then we do a lot of we run a lot of social media for companies as well some of the fastest growing tech companies.
00:02:53
Speaker
So that's my day job. And then my other day job is SkillsLab.io, which is actually the media wing for creation agency. And so we kind of run the Gary Vee model, my business partner and I, Jason Sibley. And that is to give tons of value, educate people on the newest, latest and greatest tools and innovative technologies and ways to just generate more demand for their business. It's kind of our way to give back and then
00:03:23
Speaker
We also do have a demand gen side of that as well.
Overcoming Outdated Strategies
00:03:27
Speaker
Let's go ahead and get down to some business and attempt to transform the minds of all these marketers listening. First, let's start with, why do marketers need to think like a salesperson? Well, I don't really think you have a choice anymore.
00:03:42
Speaker
I think this is funny because I've always asked this question, what's the difference between lead generation and prospecting? There's not really much of a difference, right? I mean, prospecting, it's the exact same thing. We label it two different things for two different departments. So the outbound strategy only that used to work is really, really tough for organizations today.
00:04:11
Speaker
And that's why marketing agencies are on the rise, right? Because companies used to be able to do it without marketing. They're like, hey, we just hired enough good sales people and they'll call their way right into this growth.
00:04:21
Speaker
And we kind of know that that's dissipated, right? Now, has it disappeared? No, I'm not going to be the guy that's going to argue with you that cool calling is dead or anything like that. I don't believe that. But what I will say is that marketing has never been more important than they are today. But the problem is now marketers have to start thinking differently because so many companies are now adopting digital
00:04:43
Speaker
marketing tactics and lead generation and social media that, you know, just been markets kind of flooded. It's noisy. So, you know, as a marketer, now you almost have to think like a salesperson and think, how am I going to capture this data and get my salespeople a conversation? And unless you're thinking from a more sales perspective, it's a really, really tough thing to accomplish in marketing. Yeah.
00:05:10
Speaker
You started off in marketing, right? And then you kind of moved over to sales. Is that correct?
Sales to Marketing Transition
00:05:15
Speaker
No, actually I started in sales. So, um, I know it was one, one way.
00:05:21
Speaker
Uh, but yeah, no, I started in sales. So that was the thing is like, I used to think kind of marketing was kind of a joke for many years. And then when I was at act on as a regional sales manager, I was just trying to figure out, you know, new ways to get business. Cause I hated cold calling. I absolutely despised it. I hate getting cold called. So I absolutely hated cold calling, right? Like, you know, I don't like to do something to somebody else that I hate getting done to me. So, um, you know, when I was at act on, I thought, you know, Hey, I'm going to try this whole, like,
00:05:50
Speaker
LinkedIn thing was kind of new and I'm like, there's got to be something in this where I can have a value versus ask strategy and still get the appointment and then get an appointment that's farther down the line and actually get an appointment where people want to talk to me. I think that's the problem with sales today, right? It's like, well, we could set a ton of meetings, but how many of those people actually want to talk to you? I think that's something we really have to think about.
00:06:14
Speaker
Right. There's a lot of talk about sales and marketing alignment and you've seen both sides of the fence. Do you think it's alignment is too concrete of an idea and that there needs to be more of a marketing needs to have empathy or a deeper understanding for sales and vice versa? No, I think they have to work together on everything. I mean, you're seeing it now with a lot of
00:06:37
Speaker
innovative tech companies, you're seeing that marketing is actually starting to own the BDRs or the SDRs because of the simple fact that what usually happens is marketing is kind of like in a world of its own, sales in a world of its own. So marketing goes up this crazy, great campaign. They don't even really talk to sales about it. They launched the campaign. A bunch of leads come in and the SDRs are the people setting the appointments or the sales people are like, what are these? Right?
00:07:01
Speaker
They call a few of them, they might not be too qualified. Well, marketing's not really said to them, hey, these are kind of like top of the funnel, middle of the funnel weeds. They're not really warmed up yet. So this is how you talk to them, right? We're not going to actually try to set an appointment with these people. We're just going to do kind of an intro call just to say, hey, did you need some more information? We saw you downloaded
Role of BDR in Marketing
00:07:21
Speaker
something.
00:07:22
Speaker
You know, just the shift in seeing that BDRs are now being owned by marketing and not sales is showing to you that this is the shift in what's happening between, you know, whether sales and marketing alignment was a nice to have versus what it is now, which is a need to have because of all the inbound strategies and campaigns that are happening. You know, who's the middleman between those and how is it, how does everybody know they're on the same page so that they actually get the same results they're both looking for to achieve.
00:07:52
Speaker
Do you think that the companies where they have kind of put the BDRs up under marketing so that they can do some of that qualification first before it goes over to sales, do you think that in those situations they don't have as much frustration between those two departments as companies that haven't kind of taken that approach yet?
00:08:12
Speaker
I think the frustration's always there. One always thinks the other one's not doing their job. I don't think that will ever go away. That's true. But the fact that companies don't align their content strategy, right? So one of the first things I always look at is I say, okay, how many of your blog articles were outlined and put in the name of a salesperson inside your organization?
00:08:34
Speaker
or how many of those are written by a ghost writer, sales had no input. Well, that's usually a key to whether or not somebody has a good content strategy and it's actually working, right? You'll notice that companies, that marketing team sits with sales and says, okay, what are the five rebuttals you're getting and why are we not closing these deals? Or where's the gap? And the salesperson goes, well, we know this is one hindrance. Okay, can you tell me about that? Can you outline five points for me?
00:09:03
Speaker
that we could put into a blog article and then you could use that as a way to prospect or a way to quit deals from getting unstuck in the pipeline. And we're going to put this in your name, right? So that the salesperson now can kind of become the authority. But on top of that, now that salesperson has a piece of content that'll help them stop a deal. And I'll tell you, when salespeople get involved and they're the ones that start to tell and give guidance to marketing on what to write about and give them the points, that's when you'll start to see actually people read your content, right?
00:09:32
Speaker
Most companies have a crappy content strategy because they have a bunch of people writing content that have actually no real clue what the day in the life of one of their buyers is. Right. And that's one point that we had talked about before we got on the call with you today is that the sales people really, I mean, the marketing people really need to get more in tune with sales and maybe even shadow them or, or at least interview them and learn how can
Empathy in Content Creation
00:09:59
Speaker
they
00:09:59
Speaker
better empathize with the buyer and their needs so that they can create the right content and support the sales team. Yeah, it's amazing how many companies just waste money on marketing collateral and marketing content without having any sales people's input. And on top of that is, you know, you're kind of in the we're kind of in the authority and
00:10:20
Speaker
influential stage, which is like, okay, if I'm a buyer, and you sent me something as a salesperson, that marketing route, you're just another salesperson trying to sell me. Now, if you wrote something authoritative, and you were the one that wrote it, and I'm like, okay, well, you kind of know what you're talking about. This is kind of a pain point I have. I'm looking at you a little bit differently when you're delivering content that I've
00:10:43
Speaker
that looks like you've actually created it, right? So, you know, there's just there's so many different angles on that. But I think that the number one reason you have to start to get a line on your content strategy with sales is just for the simple fact that just because you know how to write about something and you read about it and then you wouldn't put it on paper. That is not intriguing.
00:11:02
Speaker
It's more intriguing when somebody actually feels like, wow, you're talking to me. That's the same exact pain I have. And marketers, if they're not in the weeds with the salespeople, they're really not going to ever have a pull from that. Right. It's going to be all pretty. Yeah. I mean, it's going to be pretty weird. A lot of these companies are building content for SEO. Yeah, I'm not a fan of that.
00:11:26
Speaker
Yeah, and maybe there's too much of a broad awareness mindset and not that I need to help this person have a one-to-one conversation and build a relationship and trust. Yeah, I think a little bit of that. But at the end of the day, your content is there for one reason, one reason only. And that's, how can a potential buyer relate to it? And it can
00:11:49
Speaker
help them personally and professionally and fix one of their problems. Too much content is just written. It's the same old thing said over and over and over. It's really not too much value because a marketer is not a right marketer. There's nothing wrong with that. But those days are over. We're flooded with ghostwriting content. That's what it is. You can sniff it a mile away.
00:12:14
Speaker
And so if you really want to get anything an outcome out of the content you create you have to have somebody that actually is in the weeds and can relate to the buyer that you're writing it for. And it's just oversaturation and even linkedin is starting to become very oversaturated with people posting just articles upon articles of stuff.
00:12:35
Speaker
Let's say that the sales team just doesn't necessarily want to spend time giving information to the marketing team or there's just some wall there. What should a marketer do in that instance? Because then they don't really know what their sales reps are dealing with on a day-to-day basis and what to write about. So how should they handle that situation?
00:12:57
Speaker
Well, I think you just sit with the VPSLs and you say, you better never ever complain about our leads again, right? I mean, like if you're not going to work with us, then don't work against us, right? So I think, I would guess that doesn't happen very often.
00:13:15
Speaker
You know, if it does happen, those companies are going to be around that long. If they don't want to, you know, if their sales team does not want to work with the marketing team and doesn't want to give them input. I think the problem is most of the time sales is begging to do that, right? But it's so siloed that sales isn't either. Maybe they're reaching out to the marketing team and they're just kind of like.
00:13:34
Speaker
Marketing's not listening. I would say it's more marketing not listening to sales than sales not listening to marketing in my experience. You know, most salespeople are begging to give you input, right? They're like, man, I hate, why are we writing blogs about this? Like who cares? Like, you know, can we change the strategy or why did we write this ebook? This ebook doesn't do anything for me. Hey folks, let's take a break to hear about today's sponsor. And we are back.
00:14:03
Speaker
What do you think those main obstacles are that the marketers face when it comes to trying to create that sales enablement content? Not talking to sales, which is the obvious, but are there other things that are blocking them? Right. It's a process, right? Identifying what's an MQL, what's an SQL. I think too many marketing teams are passing over MQLs to sales and they're going,
00:14:30
Speaker
At that point, you got to be careful because if you pass over too many crappy leads to your sales team, they'll just quit taking you serious and they won't even follow up on any of your leads. I think that's a big piece. How do we work together to really nail down, whether that's a lead scoring, I think lead scoring is still relevant, but kind of a thing of the past.
00:14:49
Speaker
Like how do we identify how long marketing holds onto a lead and then gives it to sales, which campaigns are hotter than others, you know, that should go straight to a salesperson. I mean, you know, one of the struggles is like a webinar, right? If somebody signs up for a webinar, do you pass that right to sales? We have this argument with our, I would say argument, we have this discussion with every single client as to should they follow up right away or should they hold onto it,
Handling Webinar Leads
00:15:13
Speaker
right? A lot of them want to follow up right away with that lead. It's like, eh.
00:15:17
Speaker
You know, I mean, I don't know about you guys, but I sign up for a lot of webinars and I could be a bad experience. You don't want to get called by everybody.
00:15:24
Speaker
Yeah. And also I don't want to get called before the webinars even happen, right? Yeah. I just signed up for your webinar. Your webinar is not for two weeks, but your SDR is trying to set up a appointment with me. Like I'm already like, give me a little time. Let me learn a little bit. Yeah. Like there's the experience of that. So I think that's a big struggle. I think the other one is technologies and tracking.
00:15:50
Speaker
I think marketers are not very good at setting up systems that can give them the credit they deserve and actually hold sales accountable. I mean, if you're a marketer, you really should be able to figure out, okay, where are our leads coming from? Do we know that a reason? UTM links and a marketing automation platform
00:16:11
Speaker
to be able to say, okay, these are the, where the high quality leads come from, or this is where we need to invest more money in paid advertising. They just don't have a system in place. And that really is going to hurt in marketing because nobody's actually going to be able to track. And it's just going to be a big guessing game as to what's working, what's not, you know, you gotta, you gotta, we're in the age of where you can actually build a data driven marketing and sales process. And it only worked out better for both of you, both teams to kind of be on the same page, to build that stack, to get to a point where
Data-Driven Marketing and Accountability
00:16:42
Speaker
You actually can say, this is working, this isn't working, we need to do more of this and less of this. And then hold each other accountable for actually following up on the leads, right? Sales needs to follow up and call these things. Why aren't you calling them? We haven't even touched this.
00:16:56
Speaker
Yeah. And I think even with the marketing automation, when someone implements that in their company and they don't fully understand it, they focus on maybe the vanity metrics that are easy to look at like, Oh, we got this many followers or whatever, and not focus on the data that really leads to money eventually. Exactly. There's no easy.
00:17:18
Speaker
process anymore. So that makes it even more apparent as to, okay, we're running ads on multiple different channels and we're putting all this ad spin in there and we're doing all this different creative and we have no way to be able to understand thoroughly what kind of quality of leads is coming from where and be able to optimize our budget. We're bad marketers. I'm sorry, but you're a bad marketer if you can't figure out
00:17:43
Speaker
If you're spending $10,000 a month on paid ads and you're doing it on PPC, you're doing it on your social LinkedIn ads, you're doing Facebook ads, you're doing Instagram ads, you're doing search. If you don't understand how many leads and what cost per lead from all those channels are and which ones are the highest converting, you're a bad marketer. You need to figure that out. That's a big deal.
00:18:06
Speaker
Yeah, that's something that you should know because that's going to lead you to make the strategy that is going to work best for your company and bring in more revenue.
00:18:16
Speaker
Exactly. So do you think that there's any kind of like confusion between social selling versus social media marketing with between the two teams? Or do you find that there's like a blurred line there these days? Because I know some people call social selling is social marketing, it's not social selling. And do you do you find that that gets kind of muddy waters?
00:18:38
Speaker
I think where the blur comes in now is social selling and personal branding. I think that's a big blur because essentially if salespeople are doing social selling correctly, they're also building a personal brand. Personal brand is a byproduct of really good social selling as a salesperson and as a marketer and whatever, as an executive. But you're more strategic when you're social selling.
Social Selling vs. Social Media Marketing
00:19:01
Speaker
That's why the word selling is in it, right? When you're social marketing, it's a little less strategic.
00:19:06
Speaker
I'm gonna put this out there. This one message, I hope it resonates with a thousand people versus I hope it resonates with this one person or these 10 people that I'm trying to have a conversation with.
00:19:16
Speaker
As more AI and automation enters marketing and selling becomes a little more being out there in social media or whatever, do you think that the two roles are going to emerge a bit more and maybe taking on that, how to think like a salesperson mindset as a way to kind of future-proof your career as a marketer?
00:19:39
Speaker
You know, AI from my experience pretty much sucks still. Now, you know, what I think is interesting is like, you know, like course.ai, for example, like they do a call.
00:19:49
Speaker
they do AI call, they record your calls, they describe your calls, they prescribe what you're saying and how much you're talking and how much somebody else is talking. So I think there's some technologies that are in the infancy stages like that that are really, really good that you can capitalize on right now, which is analyzing sales calls, sales conversations at scale, and letting a technology analyze what you're saying wrong and what you're saying right, what you need to say more of, what you need to say less of, and that it's ongoing one-to-one coaching. But as far as marketing goes,
AI's Role in Marketing and Sales
00:20:20
Speaker
You know, I've got a few technologies. I use one for, um, we use one for ads called companion labs, which is pretty cool. And so essentially what it does is it takes down and breaks down your Facebook and Instagram ads. And then it tells you, you know, if you've got a million people and like a lookalike audience, it tells you.
00:20:35
Speaker
I'm gonna break this down into a hundred thousand. You need to spend X amount of money here to get the most return. So it kind of predicts what audiences you should be targeting and how much you should be spending. That's an infancy kind of stage of AI. But other than that, I'm not seeing too much real AI happening yet in marketing. So it's just a bunch of scare tactics.
00:20:58
Speaker
when it comes to losing your job at this point. It's just an overused buzzword that, you know, sounds innovative and gets people excited. But, you know, when we test these things all the time, and I'll tell you when I get into them, like, it's no different. I'm still doing manual process, you know, regardless of what the AI is. Yeah, I found the same. Like, it's not as smart as you're led to believe it is. It's just it seems like just a lot of different pieces put together to pull in the specific information that you need. Yeah, I think I think AI is good for data, but I
00:21:29
Speaker
I'm just not convinced that it's going to be good for human interaction. Yeah, I agree. I mean, you're not going to be able to con people through a bot to believe that this is a real conversation. Now, with that being said, it could be an experience where people don't care if they're having a conversation with a real person. They just want to get to the point, figure out what they're trying to achieve. And if that's a bot, more power to it. But I think this whole idea that we're going to replace sales and marketing with AI is ridiculous.
00:22:00
Speaker
So you heard it from the sales marketing rockstar. You're okay. You're not going to, your job's not going to be taken by AI. I mean, there are jobs that will be taken by it. Oh, that's true. That's true. For any sales professionals that might be listening, what do you think they need to remember when it comes to thinking like or empathizing with the colleagues in marketing? You know, I don't know if empathy is the right word, I guess, but I just think, you know, you got to want to care what, you got to want to care about what the other sides, how you can help the other side.
Collaborative Strategies for Improvement
00:22:29
Speaker
And you have to do it with like the right motive, right? A lot of salespeople are like, you know, the motive is get me more leads. Like, okay, well, great. Well, what, you know, what's your real, if that's your motive, then screw you, right? No. What's your motive is like, you actually want to help us understand, you know, what you're going through on a day to day so that we can help create you content.
00:22:49
Speaker
that will actually help you drive more sales conversations because I think sales people only just want to rely on marketing when marketing give them everything they want to lay down. But those days are over. It's not going to happen. Salespeople, marketing can only get you so much, right? You got to figure out how to get the rest. But if you have a really good motive to say to your sales team, like, hey, where are you guys missing a gap? You guys want, can I help you get a customer and do a customer testimonial, right? I mean, how many salespeople
00:23:14
Speaker
are helping marketing get the customer testimonials. I mean, there's just little things like, you know, if you want something from one team, you know, a lot of times you have something that they need in order to get you that. So how are you being proactive and what's your motive on, you know, collaborating to say, hey, let me get you this, right? Being proactive and say, hey, I've got a customer that's kicking, we've got a customer that's kicking ass right now. And I just talked to him and they said they would love to do a little testimonial. You only set up the time for you guys, right?
00:23:41
Speaker
Like help them out. I mean, a lot of times marketing might not even know who your truly successful customers are because nobody's telling them. Right. That's what I was about to say. They may not even know that that conversation happened where all this great stuff was said. True. And so how are they going to take that and use that if they don't even know about it? Exactly. That's exactly it.
00:24:03
Speaker
Are there any final thoughts that you would give marketers to try and get into that salesperson headspace? Salespeople love to talk about themselves. So I think, you know, if you just sit down with people, say, Hey, I want to buy you lunch, right? Like I want to, you know, I want to buy you lunch today and I want to pick your brain. You know, I want to hear about, I want to hear about your day, right? I'm interested in what your day looks like.
00:24:26
Speaker
Take that one-on-one time and just get out of the office. Get out of the office and then offer to help them build their personal brand through a marketing perspective. Say to a salesperson, hey, I'd love to sit down and we're going to ask you these five questions about what you think the future of X, Y, and Z looks like in our industry. What's wrong with making your salespeople famous? It only does you well to
00:24:53
Speaker
use the people internally, and it doesn't have to be sales people, it could be your customer success reps or whatever, but there's so many creative ways that you can get people and your own employees involved in your marketing, and very few companies are doing
Leveraging Internal Insights
00:25:05
Speaker
it. It doesn't really make sense.
00:25:07
Speaker
I wonder if they just go about it the wrong way, especially if they're looking for subject matter experts or people to help do a blog and they just throw it to them like, Hey, will you write a blog? It's like, you need to take the time and the effort. Like you said, take them to lunch, talk to them, write it up and then let them put their name on it. I mean. Yeah. You know, another thing is, okay. So we see this a lot with clients. So come on and they're like, Hey, we've got all this content. We're getting, we're struggling. Like nobody's,
00:25:36
Speaker
reading it, nobody's sharing it. I'm like, okay, great. Well, you know, here's an idea. Why don't we take one of these posts?
00:25:44
Speaker
We've got to redo it and then let's put it on your salesperson's LinkedIn, right? Let's publish it under their LinkedIn. And since we're not getting any love on the blog, let's give it to the salesperson to try to get some love and some credibility on LinkedIn, right? Start some conversation. What most people realize is that content is the new bridge to conversation. So where you post that content and who it's from will decide who gets the conversation from that content.
00:26:09
Speaker
And so many companies want to put everything on their blog, but at the end of the day, if your real goal is to help your salespeople start publishing under their name and letting them put it on their LinkedIn, right? Help them build some content in their LinkedIn profile because that's only going to help you in the long run and that's going to really help you build their relationship with your salespeople.
00:26:28
Speaker
Yeah, and that's who the customer or the prospective customer needs to trust. I mean, sure, you want them to trust your brand, but first they have to trust the person that's going to lead them to the deal or the sale. 100%. So we have a for fun question just to kind of wrap it up.
Jack's Dream Role and Creative Marketing
00:26:47
Speaker
So if you weren't doing what you're doing now, what would be your dream job? Oh, wow. I mean, to be fair, this kind of is my dream job.
00:26:58
Speaker
I was gonna say just got upgraded as Elena said earlier. Well, I don't know if being the CEO is my dream job. But no, I think I think more of like just
00:27:14
Speaker
creating something fun and being able to test. I mean, one of the things that's cool about running an agency is you get to buy a lot of technologies they barely use, right? You get to play with the latest tools. You get to see if this works. You actually have some money to test some different types of ads. You can create any kind of content you want. So I think it's just kind of like the creative aspect of
00:27:41
Speaker
The role is really what keeps me alive every day and excited to wake up in the morning. Then you get to pass that on. One thing we do a lot is we test stuff internally. That's what we have skills lab for. A lot of times we're going to test something before we go try to get money from a client for it. Say, let's try this. We call it the skills lab for a reason. It's literally like a lab of
00:28:06
Speaker
me and a few other people, my business partners that we like, like, Hey, we want to try this. This looks cool. Let's test this on skills lab before we, you know, try to go pitch it and get money from a client. We want to kind of know what we're doing and see if it actually gets results. So I think that's the exciting thing. I don't know if I would, I don't know if I'd want to know any other career. Well, that's great. Then it's great when your passion and dream aligns with your life.
00:28:32
Speaker
Now don't get me wrong, there are days where things just aren't working right. And that's kind of frustrating for now. Well, sure. Yeah. Yeah, we all have those days and we just want to go live on a beach somewhere. Exactly.
00:28:43
Speaker
So all right, people, you have Jack's information about how to get in the headspace and in the right headspace and kind of think like a salesperson.
Applying Sales Mindset in Marketing
00:28:53
Speaker
So he's armed you with the information. You need to start thinking that way. And it's up to you to apply it to your strategy to start seeing results. So, Jack, if people want to get in touch with you, how should they reach out to you? Yeah, just I'm super active on LinkedIn. So just text me on LinkedIn and reach out and
00:29:12
Speaker
If you've got questions, I'm always down to have a conversation. Great. We will include your link to your LinkedIn profile in our show notes. Don't worry people, you don't have to go look it up. We will connect you through the show notes. Jack, thank you so much for joining us today. We really appreciate it. Yeah, thanks for having me. Yes, thank you.
00:29:33
Speaker
And if you want to get in touch with me or Stacy, you can hit us up on social. On Twitter, you can find Stacy at Stacy underscore Jax. That's S T A C Y underscore J A X. And you can find me at Elena underscore Jax, A L A N N A underscore J A X. If you're not a Twitter fan, look us up on LinkedIn. And don't forget you can always leave us a voicemail on the anchor mobile app. Have a great week. Bye.
00:30:02
Speaker
The B2B Mix Show is hosted by Stacy Jackson and Elena Jackson of, you guessed it, Jackson Marketing. If you need help with your B2B inbound marketing efforts, visit us at JacksonMarketingServices.com.