With the constant change our customers face daily, the increased uptake of technology and busy being the new norm, we must continue to evolve our strategies to ensure that we are reaching our prospects and increasing our conversion rates. This week Mario Martinez Jr. joins the podcast to discuss omni-channel prospecting, what it is and how you can incorporate it into your current sales strategies.

Mario Martinez:

Mario is a sales expert, having been named one of 2019’s top sales influencers he has spent most of his life in sales, Mario knows what works and what doesn’t. A confident speaker and super knowledgeable, he is passionate about helping Sale Professionals increase their sales knowledge and adopt additional channels in their sales process.

Places you can find Mario:

• https://twitter.com/M_3jr
• https://www.linkedin.com/in/mthreejr/
• https://vengreso.com

Timestamps:

[02:10] – Mario Introduces himself and his journey into sales

[05:20] – What Mario did at the start of his career that made him successful

[07:45] – Is Mario still a learner of sales?

[12:30] – No room for complacency in sales

[15:40] – What is omni-channel prospecting?

[18:30] – Understanding omni-Channel prospecting and how you can use it

[24:50] – The importance of personalising your message and who should be responsible for it

[28:50] – The PVC sales methodology

[34:50] – The BVBV strategy

[37:45] – What should we stop doing immediately as sales professionals

[42:05] – Biggest influence on Mario

[44:30] – Sales: art or science?

So the fastest growing digital sales transformation training company in the world this week, we're talking omni-channel prospecting. You're probably thinking what the hell is omni-channel prospecting with so much debate going around about Dewey. Do we call. Is it social? Do we sell on social? We're going to debunk some of those myths.

We're going to break that down and say, what is a prospecting strategy that is going to drive successful? Across all channels. High-performing sales professionals. Don't just wait for one channel of prospects to come to them. They don't just use social as a means of starting the conversation. They don't just use the phone to engage with prospects.

They have an omni-channel approach. They have various channels with a drawing leads and engage with their prospective customers. So this week's an awesome episode in March. So much well to share with us, and we're going to really break down what those myths are before we get into today's show. As always, if you're liking what we were talking about and some of these concepts like us share us and rate us on iTunes or wherever you listen to podcasts.

Also hit me up on LinkedIn. I'm loving the, uh, the InMails and the, and the messages about the podcast and what you like also share with us, you know, what some of the stuff we could improve. So guys, I know that you're probably saying, hurry up, get onto the show. So without further ado, it's the Mario and Luigi show.

Welcome to the show, Maria. We're pumped to have you on.

Now I officially have a Luigi, Mario. Absolutely.

I get that. I get that all the time. And Hey, where are you? Where's your brother, Mario. And so finally it's Mario and Luigi on, on the wine show.

Hey, you know what we should do? We should actually do a video and we'll call it the Mario and the Weegee show.

Absolutely, man, that actually can go pretty viral. I'm telling you, you can go viral.

Uh, Hey, got started in the world of.

And, uh, one day the, the district manager walked in and said, uh, I need to talk to you about some of the, some of the D your, your, your, your, your sales revenues. And I said, sales revenue. So he said, uh, uh, your, your, your, your, your revenues, you are leading the store and sales, and you're not even a sales person.

You're actually a photo finisher. And you're like, you know, top three in the, in the top, sorry, top five in the, uh, in the, in the region. And I was like, what? So. Long and short of it was, I ended up, uh, that was in high school. I ended up graduating from high school and going off to UC Berkeley at Cal over here, and I needed to transfer, uh, from the Concord store to the Berkeley store.

So I put in a transfer request to be a photo finisher at the Berkeley store and he denied the. And he came in and said, uh, I can't, I can't, I can't support a changeover in a, to going to as a photo finisher, but I will support you going in as a salesperson. Uh, and so he forced me into a, that was retail sales.

A year later, I started doing, um, some, uh, an internship for a B2B sales and about nine months into that, that. I got a job at a software company doing telemarketing now called SDR work. Right? Yep. And, uh, six months later I was promoted into, um, uh, a junior account executive position made it into president's club my first year, and then on, into an account executive role at the age of 20.

So I've been selling since I was 19 years old. It's 20. Uh, 20, I guess now 22 years. Oh, holy crap. Now, 22 years. So that's, that's me in a nutshell. And that's how I got started, man.

Uh, in terms of my ambition. So, um, you know, when I say a student of learning and a student of sharing, um, I always wanted to learn what, when nobody else. So that I can showcase my knowledge to other people to create value within the organization primarily internally. And I would do that with all my sales peers and I would manage up.

And the reason for that was, um, I started out in, uh, making six figures, uh, at the age of 20 years old and I was killing it, crushing it. And I got promoted, moved into different organizations where I was 22 years old. And. The, the age of most of the average sales person, sons. Yeah. So, um, I really needed to be able to showcase value and show a level of maturity that was quite different than, than, than everyone else.

Um, in terms of engagement and sharing and, uh, becoming a student of learning. So that, that was one. Uh, that, that I would say, you know, really helped. And then, um, I was, I've always, always, always, always been goal oriented. So always had a plan, what my personal goals were and my professional goals always had them document it, still have them document it every year I review those goals.

Um, they include now family law, family related items. Uh, I reward myself for achievement. I, um, uh, Don't get rewards when I don't achieve. So yeah, I mean, I just very goal oriented. Those are the three things that I would say. Uh, I, I was student of learning and sharing number one, uh, extremely ambitious and hungry.

Uh, and I'm very much goal oriented and I rewarded myself. I didn't reward myself when I didn't make, make my goals. Okay.

Then I started producing videos about that. Then I started producing my own. The selling was social podcast. Um, and that's essentially when, when you become a student of sharing, a student of sharing, um, other people begin to look to you as a source of guidance or wisdom. And that has always been a cornerstone of P uh, a pillar in.

And my arsenal, if you would, to be able to help me achieve the different types of miles. Yeah.

And one of the things that I find fascinating is. You know, sales guys that might be at the, you know, 35 to 40 years old or, and sometimes younger that are just like, nah, I've been doing this before. I've had sales training before not really open to learning anything new. Um, and I find that happens in a lot of, you know, a lot of industries.

It's not just fixated to one industry. I'm finding it across tech and finding it across a whole variety of industries. Um, do you, do you see that sort of similar sort of behavior we salespeople.

There's also the, you know, the boomer category, but generally what I see is. That at the age of especially 45, I would say there's no empirical data that I have for this. This is just my bias assessment, if you would. But that age 45 and older, um, we become, uh, Kentucky. Content with what we've done, how we got there, it's the way to do it.

And we don't recognize and realize that there's another way to be able to engage and connect, um, with, uh, buyers and sellers or, um, you know, learn that, uh, in order for me to address. I've got to learn and we rely on rest, rest on our laurels on, you know, our past experience, our past knowledge, but the world is changing so fast, man, so fast.

And if you look at, look back at, uh, you know, just, you know, Technology spaces. Uh, I just have this statistic here from Jay McBain from Forester. He was just on my podcast. No idea about this, but 10 years ago, there were only 10,000 SAS companies. Fast forward, 10 years to today there's 175,000 SAS companies worldwide.

So, so the world is changing so fast and so are the individual niches and micro niches behind that, that we as sellers, we, as leaders need to change and adapt with that. Whether it's technology, whether it's a trend, whether it's culture, whether it's social, whatever it might be, we need to be thinking about how do I change and how do I evolve all the time.

Born 65 to 77 and now becoming the decision makers, they are the ones in the role they're holding the purse strings. Um, yeah, they fall and they fall within that category that you're talking about. They get a bit complacent, um, and not so keen to look at change. Um, now given the, our topic today is all around sort of, you know, selling with digital and omni-channel, um, you know, how, how is this going to affect company's ability to.

You know, or salespeople's abilities to change when they're becoming.

We still to this day, Have cold calling days as opposed to prospecting day. Yeah. Right. So, so prospecting day would look at, uh, how do you leverage an omni-channel approach and any day, any sales activity, I'm going to send videos. I'm going to send an, uh, a LinkedIn connection request. I'm going to send an email.

I'm going to make a phone call. I'm going to send text messaging. That's a prospecting day. Yep. Uh, cold calling day is you have a non, uh, expecting participant that you're dialing for dollars to try to get a, yes, to get an appointment, to be able to have a meeting, to be able to have an opportunity, to be able to have clothes, something.

Yep. Why like that, to me is the stupidest thing that a sales leader can do. Um, I'm all for prospecting days all for it, but we gotta throw out the cold calling days because yes. Notice what I said, I gave you five different examples. One of them includes the facts. One of them includes the phone. So that's, that's, you know, one fifth of how we might engage with a potential buyer is through the phone.

Yeah. That is very different than what you and I did when we were, you know, learning how to sell 20 years ago. The only thing we had was the phone, right. That was it. Then email started taking it, um, you know, mainstream and then we. You know, email followups. Right. So, so, but beyond that, that's what we've been measuring and, and still to this day, Sales leaders are measuring how many phone calls you made and how many emails you sent out?

It boggles my mind over the fact that we're measuring salespeople to a productivity based KPI, sorry. Excuse me. To an activity-based KPI, not a productivity based KB.

Right. And I've got my opinion on it. Um, and you know, I think this is where I go the definition of, because if I look at, you know, when I coach any, you know, B2B, let's talk, talk about it in the B2B world, because I think in the B2C world, it's completely different. But when we, when we're in B2B, if a sales person or a sales profession, Is Pez prospected, and they've only got a name and that don't have any other research about that person.

I call that laziness because I'm saying, you know, back when I was cold calling, I would at least owed by dad. I would actually buy the IBISWorld report or do my, my research of the industry. So before I made that engagement call, I call it engagement call. I had a bunch of research and it gave me a certain narrative that I could engage with them and have a meaningful conversation.

Um, that's different for me. That's a, that's a different methodology in the way that we engage. Right. And take it. Let's take it back a step. Cause you, you really, um, you, you've made a couple of really strong comments there. How to leverage omni-channel firstly definition. What is an omni-channel.

Media channel. So it could have been direct mail, phone call, email, uh, social. They used one to w uh, one to two channels. They got a 10% engagement rate. Yep. 10%. But if you increased the media channels that you used to engage with the buyer B2B, all B2B to just minimum three. Two four. So this looked like phone, email, a video message, a LinkedIn, a message could be replaced video and LinkedIn.

A direct mail piece, uh, could be a, um, um, some other social touch on a different, on a different network. Um, you could also leverage text messaging, so replace any one of those media channels with anything. So if you increase from one to two at 10%, and you go from three to four, you increase your engagement rate with buyers by 300%.

Holy shit. You go from 10%. To 40% engagement. Right. That's just by levering an omni-channel approach. Now, why is that? The reason that is, is because buyers are there just like a cold call, you're interrupting and you're reaching out to someone cold. In my opinion, there's very few occasions that we should be making cold calls.

Most of our calls should be cooked and said what I, what I would call the lukewarm call, or at least they somewhat know of you because. You've looked at their LinkedIn profile. You've engaged with them on social. Uh, you've sent them a video message. You've sent them an email message. Now you followed up with a phone call now you're going to connect with them on LinkedIn.

Right? So this is an omni-channel approach that by the time that you connect with them on LinkedIn, they've now seen you four or five times. That's omni-channel omni-channel prospecting is leveraging all channels by which a buyer might engage with. And what are you looking for? A couple of things you're looking for.

Number one, uh, we just did a, a, uh, a webinar event with three C M owes, uh, that are extremely well-known companies. And it was called entering the mind of the marketing buyer marketing executive buyers. All three of them from varying size of organizations, technology based organizations, all three of them said the following.

If you try to call me, I will not answer. I do not answer my phone unless I know, unless I see the caller ID period and a discussion, I will not answer. Here's what they said. If you leverage multichannel, they called it multi-channel omni-channel right. If you leverage an omni-channel approach to engaging with me, number one.

I'm expecting you to do that. Absolutely. You better do that. So you can get to know me. You better check out my LinkedIn profile. And if you're selling to CMOs in this case, you better check out my Twitter feed. You should understand who my company is. You should understand what some of my business challenges are.

If you leverage the omni-channel. Number two, you personalize that message, right? You personalize that message and not, oh, I noticed that you speak, um, you know, uh, uh, Chinese, uh, by the way, I'd like to have a meeting. No, no, no. That's not what we're talking about. Right? So, so if you personalize that message and um, if you provide multi, multiple touch points, the warm it up, warm me up to wanting to talk to you.

Then I will engage with you if, if there's any level of interest in terms of the service or, or, or that you've got to offer. So that was extremely important to hear that from CMOs that are from leading technology organizations that are giving advice, it was, it was giving advice to salespeople and sales leaders on what not to do when engaging with them.

And I, you know, I, it also depends on the industry. Just mind you, um, we're, we're, we're working with another organization. And they're in the transportation and logistics space. And the basic average age of the sales rep is 55 years old. Wow. And the buyers are also of that age bracket. However, an interesting trend is taking place over the last two years.

And the trend is they call them the. The MBAs are now coming in. I was like, what's the MBA. It's exactly what it sounds like. MBA master's of business administration, all the MBA tech heads are coming into the businesses. And they're saying we're no longer going to run this transportation business, like a good old boys transportation network, right?

Yeah. We're not going to do that. That's dumb. We're going to use technology to guide. And we're going to use technology to be able to help us advance. We're gonna use technology to be able to make us better, faster, quicker, and be able to increase profitability and all of a sudden in the last, in the last, um, a year or so, what's happening is, is the 55 year old a sales guy or.

Yep way, the way they used to do business, not happening with the MBAs. They're not getting those relationships with because of the good old boys or gals network, right. That's not happening as a result of that. They're having to learn how to go about and become a modern seller. So to engage with a modern buyer,

Um, 20 years younger than the previous guy. And he's all about digital transformation. He's all about, you know, new CRM and, you know, core principles and the way we engage our customer and, you know, the bar, the bar has changed. It's really interesting that you bring that up because you know, they had traditional industries that haven't really changed for a number of years.

Retail. I'm going to know all those details before even arriving to a dealership. Right? Think about how you buy cell phones. Now you look at price plans, everything we do from a consumer standpoint, Amazon, whatever. All of it is done with research base online. What are all, most of our research is online.

Now we absolutely need questions answered. And that's why we go into the stores. That's why we call customer support. That's why we, um, uh, ask for people for referrals, right? That's why we, we look, we get on the message boards and say, Hey, who's used this particular. Any particular issues. That's why we typing Google on the product name that we're looking for.

And we're looking for what, what, what, what has been reported about that particular product? Now that's a consumer buying behavior. So here's the thing. The pro-sumer is the professional who's buying business related services B2B, right? Yep. Buying habits by which they've, it's ingrained, it's indoctrinated in our blood of how we go about buying from a consumer standpoint, have transcended over into the professional buying standpoint.

So, you know, whether you want to say it's 50% or 70%, uh, uh, that buyers are, are through the research process of getting information prior to pick up the phone and calling a salesperson. I don't care what the number is, is a. Freaking big, high number. Right? And so we need to be thinking about how to sell to the pro-sumer, not the business purchaser or business influencer.

We need to think about how their buying habits in the consumer world affect their buying habits in the business world. And, and it's no different.

I appreciate you sharing that with me. Might just going to go back a step. We talk about personalize the message. So we're leveraging Omni channel, you know, video, et cetera, that message that should, you know, he's being personalized now, given there's a marketing role that work, you know, in, in tandem with sales.

Who should control that message? Should it be a sales generated message or should it be a marketing generated?

And that is turned that MQL into an SQL right. Sales Paul. And they're going to go through their normal process, sending out, you know, uh, messaging value-based emails, um, you know, looking at getting them to take an appointment or by one of the two, depending on what the product or service take an appointment or buy.

Yeah. Right. So, so, so marketing needs to do what marketing needs to do when it comes over from marketing as an inbound lead seller receives now a lead. You still must personalize that particular message back to the marketing side of the house. Think about this. What are the companies like Netflix, Facebook, uh, Airbnb, Amazon.

What do all those companies have in common? Every single time you go to their site?

They're going to serve content that is in that genre of movies. Right. If I'm a, if I'm a, you know, Western. They're going to serve up content that's in the Western category because they start to see and observe the type of information and things that I'm consuming. Marketers need to be smart. Marketers need to serve up that exact same type of content, uh, to their buying community and understand where's the Weegee navigating on my site.

Is he going to a training pages or is he going to. How to pages on blog content, or maybe he's going to the content pages on how to do content, uh, content, right. For, for, for sales. Yeah. Whatever the case might be. I need to be able to provide valuable content that maps to where you're navigating on the marketing side.

Okay. That's personalizing the content to you on the sales side. Let's just pretend that Luigi turns from an MQL to an SQL. It's now routed over to Mario Martinez junior to go ahead and, and start calling on, on this particular, uh, uh, The first thing that happens is seller gets the lead. And, uh, oftentimes what we see is the SDR gets it.

They have a whole slew of leads that they're trying to go through. They pick up the phone and they call, um, Mario Martinez and they're like, uh, um, or I'm sorry, they call Luigi. And they're like, hi Luigi. I noticed that you downloaded, you know, um, the ebook, uh, you know, 707 dare. They have us to be able to, um, uh, seven deadly sins on, on LinkedIn.

Um, I wanted to see if you wanted to have, you know, more discussion. Well, Did they notice that, um, Luigi's actually from a competitor? Yeah. So that's the point. Yeah. So, so there's no research, there's nothing going on. And, and so when you make that phone call, first off, you make that phone call with insight.

Yeah. That's what you need to do, make that phone call with insight so that you know who it is that you're calling. Once you understand that now you can tailor your messaging, right? Or you reach out to that individual. Uh, some of our buyers are socially. Many of them, in some cases it might not be, but it doesn't mean that they're not engaged on social media.

Right. That's an important distinction. Um, they may be an active consumer of information, but not an active, uh, pusher of information. So just because you don't see content doesn't mean that the active, so what do you do in terms of personalization? We have our, what's called our PVC P the C sales methodology, and we teach this in our selling with linkedin.com.

Uh, training course selling with linkedin.com. Now in the PVC method. You're going to first, uh, P your, um, your, uh, your message. What is the P no, we're not talking about urine. We're talking about, we're talking about personalize your message. Okay. Now what could personalization mean? It could be things related to something you posted.

It could be something as easy as you looked at my profile. It could be something like this. One of my favorites that works all the time. Yeah. If Luigi has on his LinkedIn profile that you speak, I don't know, pick a language Cantonese, right. Thai, whatever. I'm going to go to Google translator and I'm going to go write my subject line in Cantonese.

Yeah, that's right. Yep. That's personalization. And in the first sentence, I'm going to say. I did my best. I'm trying to personalize, uh, the subject line. I was trying to say this. I don't know if I did it right in Cantonese, but your profile mentioned that you speak Cantonese. So I thought you might give me a tip or two on that, right?

Yep. Totally less hair down. Now it's down. People are like, oh, well at least he tried. He obviously read his, my information. Yeah, no, no. That's just a, a unique, unique one for, for, for doing, um, um, someone's has an alternate language. Right. But, but personalization. Um, has two elements. You're either personalizing to the buyer or you're personalizing to the individual.

So the buyer persona or the individual, when there's nothing there, maybe you sell the small business. Maybe the small business doesn't even have a LinkedIn or Facebook page, right? Maybe the person that you suspect that you're selling to doesn't even share content. There's nothing that. Now you personalize to the buyer persona.

So D first line of defense is person. If there's nothing there, you can't find anything. There's absolutely no information on social, about the individual, about the company that you can leverage to be able to engage and connect with someone like yourself, Luigi, I'm selling to you. I'm going to personalize to my buyer.

What is the business problem that you are trying to solve? Once I understand that now I can develop messaging and bring in valuable content. To help solve that problem or provide content to help solve that problem. That's the V and PVC bring valuable content, bring value. That's what buyers are looking for.

What's the value you're going to bring me. So P personalized V value buyers want value. How do you bring value through content through education, through awareness? Because they're on that path already. Then you bring the C that's the. To action, call to action. Now, most sellers make the mistake of wanting to go straight from, uh, I just met you, uh, at the, uh, at the bar, and now I'd like to go home with you and have a meeting.

The call to action does not mean that you have to ask for me. The call to action might be a form of engagement. For example, uh, I personalize a message to you. Let's say you speak an alternate language. I put the, you know, do my, my, my subject line. I tell you that I tried and then say, you know, listen, normally I, you know, when I'm speaking to sales leaders, Luigi, there's two common problems that they have.

The first problem is, is they're trying to, you know, get their sales team to create more sales conversations with more qualified buyers. And number two, they want to increase their sales. Those are the two problems that they generally have directly below. Uh, this article. I thought if you have these two problems, I thought you might find the video that I want it.

Well, how one of our customers are solving the problem of increasing win rates of value with whatever company name ABC. Uh, and then, uh, also thumbnail number two is a ebook, a white paper, a guidebook, a blog article that answers the question. How to create more conversations with your sales team in less than 60 days?

I think you'll find those two things of value by the way. Luigi, what do you think about the point found in, in the. Yeah, uh, about, uh, how to, how to create more conversations in 60 days. What do you think about the point found on, on page two under the heading, whatever it might be that talks about this?

Let me know when your thoughts, if those, if that's something that you've ever implemented in your sales organization, that's the CTA all I'm doing. I didn't say let's have a meeting. I said, let me know what you think about this particular point, and I'm asking your opinion. Does that make sense?

You've got to get to that point. You've got to get the comfort level. You got to get, you got to build some sort of rapport. And before we can start asking, you know, deeper, meaningful questions about our businesses, you know, we talk about business objections, objectives in the CEB, the Gartner model of the challenger sale.

Before we can even get to that point of discussion. We've got to earn the right. And so what I love about what you're talking about is that exchange of value and then getting them to engage with their value. Not just a matter of having a meeting, it's about, you know, giving him something and saying, what do you think?

I think that's a fantastic concept. Um, and definitely one that Alison is, uh, hopefully have got a pen and pad out and they're writing

That's gold. You've got to bring value and continue to build value to earn that right. For that call to action for the meeting, right? Yep. So BV BV, man, you got to bring value and build value.

D doesn't mean that all of a sudden, I, I I've, I've built value. I brought value, but I'm not, I haven't built value. Does that make sense? And I'm going to give you a great example. Um, uh, semi was a sales rep from conversa that. Last year a deal. Uh, and we bought converse as a software application and, uh, semi, uh, for about whatever it was about seven months that she was prospecting into us.

Um, almost every single time, almost every single time. This sales person engaged with me, she was sending me an article. About how to drive up success with your marketing qualified leads, white papers, eBooks research. And some of it was published by converse cut. Some of it was third-party content, which obviously lended towards, you know, moving towards the direction of buying conversa.

Right? Yeah. So she brought value. She kept bringing the value to me and she kept building that value. Right. So the point that. I got to find a way to, to, to, to, to, to buy from this gal because she's brought me so much value. It made me realize that I've got some big giant holes. So bring value, build value.

Yeah.

That's not just going to give value, but where I can actually build on that value to create, engage.

I'm seeing, you know, some of my clients 1%, you know, I'm like, why are you sitting in this? It's worse than cold calling, you know, that's like a cold call, you know,

You don't just take out a list and start calling down a list of, of people to cold call. You need to be targeted. You need to be focused. Who are those people? You need to do some research before you get you get to them and leverage what we call the three by three. If you're doing cold calling. Darn well leveraged the three by three, three things in three minutes about that person.

So you understand who that buyer is and what the business problems that they might have, um, that are impacting them today. That's super important. Right? So, so stop spraying and praying. It's proven. It's proven that we have sucked at it that it's gotten worse over time. Yep. And so why would we think that if we go on social and we start basically spraying and praying InMail messages or messaging to individuals, uh, and I put up a, a recent, um, post a day or two ago, uh, it's almost 20,000 views on it.

And just a couple of days. Tom showcasing these connection request messages that people send me. One of them said, this is the best all time classic. One of them said, I see you run a software company. Uh, and so I wanted to reach out to connect with you. Freaking see that I'd run a software company, you bone head, because if you saw that, that's not me, I'm either the wrong person or you lied and it's your spray and pray connection message that you're using automation to connect with me, because guess what?

I don't run a software company. I run a sales training company. Right. So, so either you, you were, you were too dumb and careless in your, and your spray and pray on the wrong person that you didn't mean to send the message to. Or I was the right person that you meant to send the message to, but you sprayed and prayed because you applied one message to everyone and you sprayed it out.

And you're praying that something's to. And every time we do that, every time we do that, we lose the 90 and we may get one person to respond, but we lost the other 99 people that we, that we reached out to in that, in that group of a hundred. Absolutely. So stop spraying,

Um, yeah. Yeah.

All you have to do is type in selling with linkedin.com and this whole entire training program, uh, around how to message and how to leverage PVC will be inside there. And guess what? It's only X dollars per, per year, right? It's by the way, it's it's for, uh, 5 97 per year, uh, for, for, for this, for the sales training program.

So. Yep. Please buy it because this will help you not ruin your sales opportunity. That's gone. All right. So

And I ask all my guests this, um, this question, the biggest influence in your sales career.

So he was home every day. Um, but he would get up, he'd be gone by five 30 in the morning. He wouldn't be back. So oftentimes, sometimes at nine o'clock at night, cause he was working overtime to help support the family. Um, and my dad always pushed me to try, you know, he said, Hey, if you want to be a truck driver like me, it makes great money.

It's obviously raising a family of seven, right? Yeah. So he always said, but whatever you do be the best at it. I don't care what your, if you want to be a truck driver, if you want to be a doctor, just be the best at it. And never settle. Never, never settle less for the best. And whenever someone tells you, you can't.

Always remember that you can right. Prove them wrong. So I would probably say that it's nothing that influenced my sales career, but more in me as an individual and as a person, um, I saw my family struggle. I saw my mom and my dad when they, my mom made food and cooked for everyone I saw when she didn't eat.

She wanted to make sure that her baby. And I saw that sometimes there wasn't enough food for her. And so, you know, now as an adult, I think back, I never really stopped to think, oh my God, I got to give some of my food to my mom. I just never thought of it because my mom made it, never seen, never made it seem like that, that she was going without, it was all about her babies.

And, um, and so that, that instilled a different type of. Um, just drive inside of me. And I think that's, what's influenced me in terms of my career success so far. Yes.

Although my mum didn't teach me the sort of work ethic of sales, it's more about the work ethic of life, you know, and, and what was required to be successful. And I look at some of the success that I've had in, in my selling career so far. Um, one of the major reasons was I at work to my company. Um, because they're not necessarily having necessarily had the MBI or the, or the certain skills, it was more about I'm prepared to do what others aren't prepared to do or go that extra 1%.

So I appreciate you sharing that with us, Mario, and yeah, you bet. In your opinion, is sales and art.

So whether they're science or an art sales is the art of helping, uh, your buyers. Yeah. Fantastic.

So I appreciate you sharing it with us. So I appreciate the content that you put out, um, and what you're doing to improve. Uh, you know, the sales community, Mario. So I want to say thank you. Um, and before we let you go, are you able to tell our listeners where they can find a bit more about you or how they can connect with you or look at your program?

And we'll also put that in the

I'm the CEO of Vengreso and Vengreso.com is our website. And then of course, just type in selling. Linkedin.com uh, order the, uh, the training program now. And you're going to get a lot of these insights, right inside of that. It's about seven and a half hours worth of training. It takes you all the way through, from, um, how to, how to, uh, uh, the mindset you need to have on today's digital age to bring.

All the way to developing a cadence program. So take

Really appreciate it. And, uh, yeah, man, I look forward to catching up when I'm back in the U S

There is no right or wrong, regardless of the thought, you know, regardless of the influences you're listening to and what they're saying, we can pick key pieces of information. From all the thought leaders and design a strategy that works for us. Remember what works for you might not work for someone else.

We don't always necessarily have to copy others. We've got to design a prospecting strategy that works for ourselves. So my challenge to you this week is what is the strategy that you're going to use to drive more prospects into your pipeline so that you could be the best sales professional you can be.

This episode was transcribed digitally, some errors may be present.