Hiya. Hiya. Hiya. You alright? How are you? I was waiting for the Jon Snow-esque intro. I don't normally... Because usually I'm gonna let you into a little secret. It was all in the paper. Does the bit at the start. Oh, you've told me that two hours in. No, but you know when you're it before and you just start. fair, fair. When I told you I can do a Jon Snow-esque intro if you want. No, no, it's fine. I'm a bastard.

Yeah, an intro is absolutely you soon you just know I can't be the man you want a bastard it's very so it thanks anyway shut up So the power of choice in mentorship I'm read you a little quote. Okay, who's it by? Seneca again great guy. He's he's that is great ⁓ consider those who not because they are inconsistent, but because they lack effort

are too restless to live as they truly want only as they first started. Wow. Amazing. What comes to mind guys? It's a question. It's a question all the time. What comes to mind? Do I have one? I'm not sure. Do monkeys have souls? Is it only people? I'm not sure. But let's find out. Let's delve deeper. Mentorship. Okay. There's lot of people like...

I'm here my mentor and I betha get married. You don't have to marry your mentor. I do it just happened. Yeah Congrats. You're on the honeymoon now, aren't you? But you drop him if you get married and I betha where do you honey me? We're doing it later in the year. Not in I betha We're going to Singapore and Bali Wow sales pays well Sales pays well and for sales to pay well Do think mentors are important to get to that?

So good. I did the segue segue Thompson. They call him. We're professional. Seneca. Whoa. From Sophie to Seneca. I do think mentorship is important. However, it doesn't always need to be a person. No. What could it be a dog? I do love my dog. She's called Mambo. Mambo. Yeah. Mambo the mentor. You're not realizing what we're doing. It is genius. I gave up when I dogs are involved. You don't like dogs. Do you not? I don't like them.

Isn't that weird? That's wild. Whatever. Dogs in the wild. Dogs in the wild. Do you know how many girls names are mentioned in the song Mambo? I bet you don't. You don't like women. Number five? No, it's not. Go on. I think it's 13. Lucky number 13. Right, anyway, we're getting off track here. Pack it in. Mambo the mentor, back over to you. Mentors don't have to be people, you're right. they dogs in the wild.

I can't wait to say you're going to finish this one. mentors aren't people. No, what I mean by that is you don't always have to have like a mentor that you're like messaging every two minutes. Like, oh, help me with this deal or oh, I don't feel very well today. Right. So your mum is like your mentor. So much alliteration. It's amazing. It's amazing. What I mean by that is I think you can be your own mentor. Oh, go deeper. I think you can learn enough on your own that well.

I say on your own, mean the, the learning aspect of it, as in the time that you give to better in yourself, you can do through now LinkedIn. I genuinely think I spend two hours a week, I would say that is just purely like on LinkedIn and like saving posts and going through any posts I've saved through the week on like actionable tips from LinkedIn influencers or whatever you want to call them. ⁓ not you, mate.

Not either of you actually. That's called Uno Fuck You. And we'll put Uno Fuck You in Instagram comments. Because people will watch this and like, but I want to know. Who do you follow? Who you follow? Who do you go to? swear to God if you say Chris Ritz then you can get out. No, no, Wow. Wow, that's very What about a Masa D and a- I don't think I know who that is. Well, good.

Why? Do you not like him? I don't know doesn't matter. Let's move on. Sarah from Pareto. Is she doing real calls though? Sarah, let us know if those are real calls. She is American, yeah. But she plays him out loud. Did she start doing that? Because people probably said the same thing to her, they? People are like, want to hear what's going on. Because you could just make it up, couldn't you really? You could. That's what I thinking. But no, she does. Brian LaManna. Who's that? Works at Gong. Okay. Brian's great. He's got a... Certificate smile.

Yeah, that's what I was gonna say. No, I was gonna say he's got a... What do you subscribe to? Newsletter. Newsletter. Right. he's got like really quick actionable things every week. It's really good Is it themed in a certain... It's enterprise sales basically. like, hit send this voice note. This is a quick follow-up script you can use. Put this in your cadence. Do this on day seven. Like it's really good. Nice. You know what? This year I've really got into newsletters and I know that's gonna sound stupid but...

You're about 20 years late. No, no, but I think I'm signed up to all my favorite news ads and it's just it's like so digestible. Yeah. What are your favorites? What I like. So Hill blooms. I like James Clears three to one. I like Shane Parrish. Farnham Street comes on a Sunday. I heard I got an email from a soap in this morning and got a newsletter from him. Yeah. Email. The story of the three tigers.

Story of the free Tigers. No, I share it. Yeah, this is why it's good And then it gets you thinking and then you're stuff like this where to go if this isn't going animal-based stories Yeah, let's So the one of the one of the helpers went to the king and said that I'm One of the one of the one of of the mentors to the king went to the king and said there's a man

in the village who says there's a tiger in the village and he says that's ridiculous. One man don't believe his claims. There won't be a tiger in the village. And then he said, okay, but if I said there was two men in the village that said there was a tiger in the village, would you believe him? said, maybe a little bit, but still it's a bit ridiculous. And he said, what if there were three men that said he was like, well, I think I would believe that. So the story is called the three tigers because actually just when you hear something from one person,

you would shut it down immediately and two people may be so, but then three or four or five or six you start to say, well, maybe it is true, but actually you should question everything. That's the story of the three times. That does actually relate. What do you do the story though? Oh, sorry. Delivery was. Yeah. The delivery was weird. do you mean? You you went like, I've got this really amazing story. And then one is the story of the three tigers. And I'm not really sad about it. You started to talk about animals. I'm not sad to talk about.

Animals power in numbers. Yeah. What I took from that though is how important it is that you have multiple champions in deals. Because if one person's taken it to CFO and saying, I think we could save 30 grand if we buy the software. Sorry. It's all software based, but software tech. They're going to probably go, right. Who else cares about that? If they say, Oh, I've got Zach and Jack and Jamie and everyone else that cares. They'll probably be more likely to buy.

That text or the boxes. Oh God. Have you found that that has been something you really, it's like essential. You lean on that a lot. How can I win as many? And so said before you start, so I've got an account I want to break into and you sell into marketing, right? Marketing tech. Yeah. What are the key kind of job roles that you think I have to get in front of these when I start? So yeah, from a like user perspective, it's performance marketers, PPC managers that manage like Google ads and meta ads and basically the ad team.

But then from any sector that we sell into, I need at least one person at either VP director or C-suite level that's like bought into the project, even just from a theoretical point of view. Like we would be interested in running a POC or running an audit or doing whatever. But actually one thing we've started to do now, we offer like a free audit. So our software without boring you all basically

stops businesses from wasting money on invalid traffic, like bots and scrapers and data centers from clicking on their ads and wasting money. And we run an audit on their ads free for two weeks. So there's no obligation, but they can basically see how big the problem is before they commit to a contract with us. And one thing that we now do is say we need someone from C-suite to basically say that, yes, we're happy to run this project with you. Because what we found was if we didn't, if I hadn't done that as part of the sales process, we were getting like

doing the audit, putting loads of time into the project, speaking to loads of people, and then it would go to C-suite and they go, yeah, but we don't have budget or, ⁓ we're not actually interested in doing this. So now I make sure there's like that exec buy-in from the very start. Otherwise we won't invest the time in it. And we kind of position it as like, we're investing time in running this audit with you, whether it's free or not. It's still my time, the tech time, like the implementation, that shit.

So yeah, that's a bit that's really helped. It's like getting that exec buy in. That's really, really good. I like we don't. It might sound patronizing, but I love when like salespeople respect their own time and they say actually it's 50 50. Yeah. And you're not putting someone on a pedestal because at the end of the day, you've got a solution that like you're just one person that's made nearly a million pounds. Like there'll be other people within your organization is solving genuine problems. Have you ever had a situation where somebody's tried to be a blocker, but you've still won the deal?

Yeah, a few actually. ⁓ and this is one thing that when we talk about like champions and testing them out, there have been a few times where I've, I've kind of said, we need other people involved and they said, well, this is my thing. This is like my baby, my project. And like, I, I'm, I'm the owner of it. And I've said, yeah, but we like, typically when we see success, we ha we have to have X type of people or as many type of people involved. And they've said, well,

tough shit basically, like this sits with me. And to be honest, it can create some friction, but I think just being really, like you said, valuing your time and being really like almost challenging people. think as well, people like to be challenged. definitely have bought for, I think if I had like two salespeople trying to sell me something and one challenged me on my way of thinking and the other just agreed with everything I said, I'd be way more interested in the person that challenges me and like why.

Like they're clearly more confident in what they've got to deliver and they understand me better to even feel like they could do that. So I think, yeah, just challenge back if there's anyone that's, and I've definitely done that before, is like challenge people if they've tried to me out. That's great advice. I wonder if you could give us one more little bit of advice, quite practical episode this, but you're obviously someone who would get, like say you were selling to our business, you might have a meeting with Jack, then you also need buy in from Ben, our Ops Director, from me.

from maybe like someone in the sales team, how would you take the meeting from Jack and turn it into the meeting with me or Ben or whoever else it was in my team? What have you found works there? Trying to understand like what the process is first. So if, if Jack's got all of the power, as in like you've got the budget and you can make that decision. Why did you laugh then when you said he's got all of the power? I don't know. I even got one share in the company. It's not in my mind, just pretending.

Yeah, if you've got all the power and you are the right person for me to speak to it's more of a I totally understand that you've got other priorities that you need to focus on How about you introduce me to them and I'll take that off your shoulders So like position position it as a I'm not trying to go around you or work with them outside of you It's just like I'm trying to do you a favor so that you don't have to then regurgitate everything we've gone through together That usually works really well, especially if they're like, no, want to take control of this. I want to introduce you and

I want to control the narrative. It's like, yeah, but I'm trying to do you favor. That usually works well. Or ⁓ if they potentially aren't the right person, they do need to be involved, but they don't have any power. They've just got influence. ⁓ Talking about how other deals or similar businesses in their space have come on board and seen success. And typically we structured it like this and we had these people involved. Do you think that would be useful if we did the same for you? And also...

especially English people, we like to know that someone else has been there before. We don't really like take risks without knowing, someone in my space has done that. So I can kind of copy that. So given that like social proof of it as well, we've done that before. So let's just do it again. Really good. I think this has been my favorite day of the year so far. Wow. I've been Jack Frimson. I've been Zach Thompson. Been so fellas. Remember you would die. Go go Power Rangers. I like Zach's shoes.