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Highlights

• Starting out his career on the shoulders of giants.
• Dealing with the CRM challenges that salespeople face and where Nimble comes in.
• How to go about effectively enabling your salespeople.
• Selling GoldMine and taking a 10-year hiatus before starting Nimble.
• Why empathy is important in sales leadership.
• The diverse experiences that made Nimble the amazing CRM that it is today.
• His pride and passion for family and helping people.

In today’s episode of the Science of Selling STEM, I had a chat with Jon Ferrara, the Founder, and CEO of Nimble, a social sales and marketing CRM company. He is a SaaS entrepreneur and CRM pioneer. He’s mostly known for founding one of the first CRMs, GoldMine, in the 1990s. In 2010, he re-imagined CRM by building Nimble. John’s core values are building products that help others achieve their passion, plan, and purpose, and what drives his success. 

We will discuss how CRMs started and how to get usability and usage. Jon will then teach us how to sell and where to start with our selling. He will share how a big personal challenge he faced after selling GoldMine (His previous company) changed his life forever. And he will explain how Nimble is more than just another CRM solution. Enjoy!

Quotes

“People don’t buy great products, they buy better versions of themselves” - Jon Ferrara

“If you lead with empathy then you’re really leading with listening, and a desire to understand the people that you’re interacting with, and how you can serve them” - Jon Ferrara

“If you really truly get in the trenches with your team, with your customers, and understand their plight, and adjust what you’re doing with each of them in an individualized way, that resonates with people” - Jon Ferrara

“Leading your sales team with empathy really helps for you to better understand the constituency around them, to serve them better, and to produce more” - Jon Ferrara

“The best product comes from your own need, because you’re passionate about it and you understand the problem” - Jon Ferrara

Learn More About Jon in the Links Below:

LinkedIn - https://www.linkedin.com/in/jonvferrara/

Email - Jon@Nimble.com

Website - https://www.nimble.com/

Subscribe to Nimble and Use the Code “JON40” To Get a 40% Discount For The First 3 Months.

Connect with Wesleyne Greer:

• Wesleyne’s Website - https://transformedsales.com/
• Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/
• Wesleyne on Facebook - https://web.facebook.com/wesleynegreer
• Wesleyne on Twitter - https://twitter.com/wesleynegreer
• Email Her at wesleyne@transformedsales.com

As a sales manager, you are judged by the

performance of your team, and you're praised when they do

well. But one thing that you've not been able to figure out is

how to get everyone on your team consistently hitting quota every

single month. On the Snack size sales podcast, we discuss the

science of selling stem sales leadership in the science,

technology, engineering and manufacturing fields is

difficult. You will learn from sales managers just like you

that will give you actionable insights and tips on how to

develop as a leader and achieve your revenue targets every

single month. So pop your headphones in and get ready to

listen to my guests today. They will give you information and

inspiration to ensure that you have actionable insights that

you can put into place today. Hello, and welcome to another

episode of the science of selling stem today. I am so

excited. I have John Ferrara, the CEO of nimble, how are you

done?

I'm good Wesleyan. I'm super excited to be here

today with you and more importantly, your audience

because I think that we all grow by helping other people grow.

And so I hope that our conversation today leaves the

people listening with some inspiration education that helps

them to become better, smarter, faster tomorrow.

Awesome. I'm excited to dig in with you. Let

me tell you guys a little bit more about John. He's a SAS

entrepreneur and a CRM pioneer. He's mostly known for founding

one of the first CRMs Goldmine in the 1990s in 2010. He

reimagined CRM by building nimble, the simple CRM for

office 365, and G Suite. John's core values are building

products that help others achieve their passion, plan and

purpose and what drives his success. So you as my children

say, back in the 1900s, they like to share with you a nice to

know, in the 1900s, you built a whole CRM and now you're on

another one that we want to know how did you start your career?

And how did you get to where you are today?

Well, I think I started my career on the

shoulders of giants, right? I think that we all are here on

this planet because of the work that other people did. And it

was really a blend of my father who was one of the top Lincoln

Mercury guys in the country in the 50s. And Subaru dealer, one

of the first ones in California in the 70s. And my uncle John,

who invented radar and microwave at MIT in the 40s these people

inspired me to take chances with life to never say shoulda,

coulda, woulda, and also, I'll attribute the space program

based out of Texas, the space program really inspired me to

look towards science as a way to achieve my dreams. And so when I

when I graduated from high school, I bought my first

computer in 1978, very few people in my town had a computer

in those days, I worked my way through combined computer

science degree at a computer game store. And it was there, I

saw the adoption of micro computers by businesses at

scale, and learned about their needs, because I then graduated

from my degree and went to work in business. And it was there

working in business that I saw the adoption of PCs and the need

for software to drive the productivity of those solutions.

And more importantly, it was at a company in Texas in Dallas

that I was working at in sales. And they basically there was no

CRM, there was no contact management outlook and

Salesforce didn't exist. And it was the days of DOS Disk

Operating System. So PCs didn't even have a program that

integrated email contacts and calendar and sales and marketing

automation. And as a salesperson working as part of a field team.

I needed something to not only manage my contacts, but to

collaborate with my team about the contacts that we were

simultaneously engaging with. And all I had to arm myself was

scraps of paper that I made notes on my day timer that I put

my appointments and my contacts on and a spreadsheet that I put

my forecast on, and I said there's got to be a better way I

couldn't find it. So I quit my job but I started goldmine.

Wow. So how did you find yourself as a computer

science major in sales?

Well, you know, the funny thing is Westland is that

I never wanted to be my dad and my dad was the consummate

entrepreneur salesperson. I wanted to be an astronaut. I

wanted to be more my my uncle who was a pioneer in electrical

engineering with radar microwaving satellite

communication. So I bought a computer and I studied computer

science, but you know, you can't avoid your heritage you you

become your father or your mother without a choice. And so

I found that I had to pay for my school and I got this job in a

computer store and I found out that I was really good at sail.

But the way I ended up as a computer science major in sales

is I spent two years at an aerospace company, Hughes

Aircraft and did systems work, I spent a year at a startup out of

Boston and did systems engineering, pre and post sales

work in order to support the salesperson. But I saw that

really, the opportunity for growth wasn't in the pre or post

sales role who was in sales, because those are the people

that are on the point of the customer in action, and the ones

that get rewarded most. So I had to try my hand at it. And as I

tried to do sales, I struggled because we're still working in

the the dark ages of sales automation, which is paper. And

I knew there had to be a better way to not just arm myself, but

my team around me. And what I wanted was a tool that

integrated the contact hours connecting with the

conversations I was having the activities are his driving and

of those activities that are driving the pipeline that I'm

managing. But I wanted to be able to do that not just for

myself, but my entire team in my district office, but to

collaborate with the corporate people, because it's not the

salespeople that touch the customer. It's everybody in the

whole journey pre and post cycle, including product

marketing, management, shipping accounting. And so I saw the

need for not just contact management for a team or CRM for

a team, but a blend of contact management and sales or

marketing automation for the whole company. And that's what

really caused me to go out and pioneer outlook and Salesforce

before i There existed with goldmine.

Wow. And, you know, I think the crazy thing

is, it's like you said that that was back in the 80s 90s. When

you had that realization,

it was 1989 when I had that realization,

and it's crazy that companies still don't have

it figured out today. I mean, 2022, and they still aren't like

using paper and doing crazy things. Hallelujah. And

amen. I'm and I'm going to tell you the history of

contact management, because contact management is the root

of SFA, Salesforce, automation and CRM. And it's one of the

reasons why CRM today is broken as his contact management. So

let me give you some history and bring us to the present of what

the problem is. So historically, contact management was a

Rolodex, it was that thing that you put the business cards in,

but it didn't enable you to automate that process, because

it was just a Rolodex of cards. And so somebody smart figured

out how to build a recall date system with six by nine cards

and a little metal box. And what you did is you put the name of

the person, you're outreaching, to the note on the call and the

recall date of when you said you got to follow up with them. And

typically in a call, you say, I'm gonna follow up with you in

two weeks, right? Now, if you don't do what you say in

business, that's the basics, you don't win games. And so the

recall date, six by nine index card system was really the root

of foundation of the idea of goldmine. But more importantly,

the blending of that recall date system, which is just like your

pipeline of people, you're calling on to your Rolodex,

which is your entire network. And imagine you wanted to be

able to do that for a whole team. And that was the idea of

Goldmine back in the day, and Outlook didn't exist. So in

those days, outlook was a Outlook Express, which was an

inbox it didn't have contacts or email connected. And the funny

thing about Microsoft is they don't innovate, they iterate,

they wait for somebody else to build a market, and then come on

when it's big enough to build something good enough to

dominate the market, and then use their muscle to dominate,

which is billions of users and hundreds of 1000s of bars. And

by the time Microsoft introduced outlook, which was a copy of

Goldmine, we had already had two to 5 million customers around

the world using our product. And so Goldmine was not just the

first CRM, it was the first contact manager for teams. And

the idea behind that is everybody in the company is

touching the customer simultaneously pre and post

sales cycle. And it's not just prospects and customers that you

need to connect with to grow your business. At nimble. We

connect to editors, analysts, bloggers, influencers, third

party developers, investors, advisors, so there's a

constituency that you need to connect with outside your

business. And there's a whole team of people within your

company. And so Goldmine was the contact manager for whole

companies back in the day when none existed. And when outlook

introduced contact management Goldmine by that time has

shifted up into SFA. And CRM SFA is essentially the rifle on the

map the tools of soldiers, their salespeople need to win wars

boots on the ground. And then if you think about the CRM, it's

more of the engine for reporting on the activities of the

salespeople and the managing of the leaves that you turn into

customers. And so CRM is really for management. SFAs for

salespeople. And contact management is for the whole team

to manage the relationships. And so what happened was outlook

became the team contact platform. So serums forgot about

contact management, and they became more SFA and really more

CRM big Gotta serums don't give you the SFA tools you need like

the outreach, email template tracking software, the sales

intelligence. So when you buy a CRM today, you got to buy

outreach, IO SalesLoft, and LinkedIn Sales Navigator or

zoominfo, all the above, and then trying to integrate that to

your CRM and then trying to teach salespeople use it, and

they don't talk to each other well, and so that's why today,

contact management is broken. Because today, if you want to do

contact management for a team, your choice is Google Cloud

works or workplace, whatever they call it. Now, they keep

changing the name. It's basically Gmail, and Microsoft

365. And so if you're a business, you have to choose

your business operating system, which is email contact calendar.

And the problem is, is that Microsoft and Google contact,

don't do good contact management for the team, because every team

member in your company has separate contact database, and

the contacts aren't linked to the email calendar, let alone

the social and so your sales reps don't live in your CRM,

they live inside of email, and now more and more LinkedIn. And

so the reason serums fail is lack of use of bad data. And

that's why they call it Salesforce because that got

forced salespeople to use it back.

I love that. The day Goldmine was not just the whole team's

contact that form but the SFA, the salesperson needed and the

reporting CRM features that management needed. And today

that all that's broken, because Google and Microsoft don't

provide good team contact management and stick around

don't provide contact management or as of a and so what happens

is companies buy Salesforce or whatever. And then they buy

sales off outreach, LinkedIn Sales, navigator zoominfo, but

then their team doesn't have a good contact platform. So what

happens is the team uses spreadsheets for relationship

management. So in closing, there's 225 million global

businesses less than 1% use any CRM, most people CRM or contact

platform is spreadsheets, post it notes, and email. And that's

what nimble fixes.

Wow, that was a deep dive into the the

challenges with the CRM, you know, from my mind side, what I

see is the low adaptability rate of sales people using the CRM,

and then sales managers just using it as a punishment tool to

beat them over the head, right, just beating

reports of the CRM until the sales reps not

performing. And then they go on beat them with the CRM. And so

the problem is, is serums don't work for the salespeople, they

work for it and they have to go to get to use it. Imagine if the

serum worked for you by building itself automatically from the

contacts, email, calendar and external social data that you

have. And basically unified the contacts for your entire company

and team, enrich it with people and company data. So you don't

have to google them, you nimble them. And this is the history of

interactions. And then we're lived where you work. We live in

our inbox, we live inside of social we live on business

webpages where we're researching people. And imagine if you had a

serum that was sitting there like a little nudge that would

basically say, Oh, this is Wesleyne Greer, this is where

she's from. This is what her business is about this winter

podcasts about this the history and actions that our team has

had and enabled me to get the context and insights I need to

engage. But then more importantly, the ability to log

the note and schedule the next task wherever I happen to be

engaging, that would enable salespeople to adopt it more and

that's why I got back in this business. 10 years ago, I

started using social saw is going to change the way we work

play, buy and sell I look for relationship manager that was

connected to social couldn't find it oh look to conduct

management CRM saw they're broken. So I said, You know what

my kids are now all in school, I got time on my hand. I'm gonna

get back up on that saddle. And I'm gonna ride into the breach

again.

And, you know, I think that you made a lot of

good points, right? The biggest challenge with adopting all I

mean, the sales SAS tech stack every single day. I mean, it

gets bigger and bigger and bigger. I mean, there's so much

stuff out there. And one key thing that we have to understand

is that our salespeople, our sales managers, they need easy,

right? It's like, I have this quota, I have to hit these KPI I

have so many things I have to do. I can't log into 10

different systems, I can't do all these things. So one thing

is make the system soft. Okay, if the systems don't talk,

what's the better thing it's to actually have a system that does

these things for you. And as somebody who's a sales

consultant, and sales trainer, I tried a whole bunch of different

CRMs. And so I remember using nimble one of the things that I

really liked was as soon as I signed in, I was like, oh, every

single person I've ever emailed ever in Outlook is just in there

automatically, right? And so I think that when we think about

okay, I gotta Get my salespeople using something right. And you

mentioned the the big bad wolf. It's called Salesforce because

you have to force the people, the salespeople to use it talk

to me about, you know, when you see, hey, I made this to really

think about how sales people are using a system and to help

enable them, what types of things do we need to do, whether

it's through software or through our actions to enable our

salespeople? Well, let's just

talk about the job of a salesperson. You know, in

the old days, the salespeople would build their brand on the

promises they make and the experience they deliver. And

people would basically recommend their friends after they bought

for them, because they provided such a great experience, they

would not come back and buy again, but they drag their

friends with them. Today, what we've got is we've got these

SDRs that are being fed these eyeballs generated by AdWords.

And they're basically putting them on these automation tools

to spam them with a bunch of automated emails to try to get

them into a phone call conversation. And you've seen

this right?

Yes, it is, automation is killing the

profession of sales, it is killing us.

But if you're a sales person, in fact, a

business professional, because everybody's in sales, listen to

me today, if you want to get your prospects and customers and

ideally their influencers, to pick up the phone and call you

when they need their products and services, and to drag them

friends with them, then you need to become their trusted advisor,

which means you've got to stop talking about yourself, stop

talking about your products, nobody cares. People don't buy

great products, they buy better versions of themselves. So what

you want to sell is people that have risen themselves by

becoming their trusted advisor by giving you knowledge away,

because you've forgotten more about your products and services

and your customers will ever know in their lives. And imagine

if you rather than talking about how great you are your products

are you talk to your customers about how they can be great by

sharing content that is inspirational, educational, and

around the areas of promise your products and services. So how to

be better, smarter, faster, whatever you sell, even if it's

talking about the industry itself, or even competitors,

what you do is you're inspiring educating people on a daily

basis, you need to do that in the places where your

constituency has conversations about how to be better, smarter,

faster. And they do that in places like Twitter, and

LinkedIn, and Instagram and blogs and LinkedIn groups in a

lot of different places. So you want to build an identity that

has a really great avatar where people can see your eyes in your

face, because that's the heart to your soul. And you want to

build an identity in these places, and then regularly share

content. And if you can't write content, and I'm not a writer,

I'm a math computer science major. I curate content from

people that inspire me in and around the years are my products

and services promised and when I curate it, I attribute their

name and a hashtag to category. And so category might be lb

social sales or marketing. And then I share that on my

identities and with different identities. I share different

amounts on Twitter, you know, maybe five to eight times a day,

LinkedIn a few times a day. And then I listen and engage not

with the intent to sell people stuff, but to serve them. And so

what I try to do is I try to when people connect with me,

I'll nimble them because nimble lives in my browser, and I can

hover on it on a Twitter message or LinkedIn message or business

article or an email and I'll build the record or bring up the

record if it doesn't exist. And then I will look at their

background, who are they? What are they about and find ways

that I might be able to add value and communicate back to

them in a relevant authentic way? We're I'm blowing wind in

their sails and just making a connection on how many times is

people connected with you, and you immediately get this

message? Hey, Wesleyan, have you thought about using this service

or doing this thing right now don't sell people don't connect

and sell, connect and serve service is the new sale. So if

you build an identity in the places where your constituency

haven't conversations, you share content to inspire and educate

them, you listen, engage with the intent to serve, then your

brand will grow as a trusted adviser when people need you.

They'll call you and they'll drag their friends with them.

And I have a recipe for that. It's called the Five E's of

social business, educate intent, engage, embrace and empower. You

educate with enchanting content, you engage with the intent to

grow people, and you embrace people in a way that you're

adding value to them and growing them. And I think that's why

we're on this planet. We're on this planet to grow and the best

way to grow is helping other people grow. Hmm,

that's good serve before selling. It's

something that I often say and I like how you use nimble as a

verb, you nimble them, right? So really understanding who that

person is because again, the best salespeople are doing

background research on you and they understand who you are.

They understand you as a buyer and the things that matter to

you. And then instead of just saying, Hey, my name is Wesleyne

Come buy from me because I'm amazing. You say Hey, John, I

noticed that you have a bachelor's in computer science.

I'm a chemist, I'd love to connect, right? It's like, oh,

okay, another person in my world

here stem. And you know, it really is basic. And I

think the greats already taught us all this stuff. The Zig

Ziglar is the Dale Carnegie's the Napoleon Hills. And when I

teach salespeople I say, when you go in somebody's office,

look at their walls, look at the books, they read the degree of

the school, they went to the knickknacks they collect. And

today, you do that digitally, of course, and you do that in order

to figure out who they are, what they're about to determine your

areas of commonality. And then you share that in order to earn

the intimacy and trust and get them to open up to you about

their business issues, which as a professional, you can either

solve or introduce them to somebody who could solve them.

And by doing that you earn trust. And when they do need you

or their friends need you guess who's going to get the call. And

so you actually get cold call by your prospects rather than you

calling them

hmm, switch the paradigm, right? So they come to

you. So I think one of the greatest honors is when somebody

sends me a message and they say, Hey, I see that you do this, can

you help me, I'm interested in what you do that shows that one,

your personal branding, your branding is on point, you're

speaking, as you said to your avatar, speaking to a person,

not people, not a company, a person with so many people get

wrong, you're speaking to your person, you're understanding

what their pain points are, what their problems are, and you're

actually helping them to solve them by your engaging content.

So before we started recording, you told me that after you saw

Goldmine, you had a little hiatus before starting nimble.

Tell us about that.

So I sold Goldmine when I was 40 years old. I'm 62

today, and I spent 10 years raising three babies. And I'll

tell you what waistline if you want to grow your soul, become a

present husband, father, parent, because there's no better way to

grow than to be a present father or parent, because your kids

will read, if you're present with them will reflect your

shift back at you. And if you're willing to see your shit and

work on it, that's how you grow. And I spent 10 years growing in

amazing ways. But also I was able to be present for so many

precious moments that many fathers miss, because we're all

so busy out there working. And today, both parents work, but

still the woman in many cases has to continue to take on the

role. The main role of parenting, which I found is

really difficult, because if you're present parent, your mind

goes to mush, because the chaos around you all the kids is

really taxing. And so in those 10 years, I grew incredibly, as

a human being my appreciation for the work that women do in

this world just skyrocketed, and I softened my soul in my heart,

which I think is important to do as a human being in the brief

period of time that we're on this planet. And I determine

what my purpose on this planet is, is to simply grow my soul in

the brief period of time, but I'm here. And the best way for

you to grow your soul is now helping other people grow

theirs. And the best people to do that with is that people you

love, like your close family. And so I just feel blessed, I

was able to do that for 10 years.

So how that experience that you had spending

time with your kids being their primary caregiver for 10 years,

how has that translated into the way that you lead? Once you

started this new company nimble,

I think that I definitely lead from a place of

empathy, a place of empathy for our customers, for our partners,

and more importantly, our team members. And I think that if you

lead with empathy, then you're really leading with listening,

and a desire to understand the people that you're interacting

with, and how you can serve them. And also you can make

micro adjustments to the things you do the products you're

delivering to serve them better. And I think that if you really

truly get in the trenches, with your team, with your customers,

and understand their plight, and adjust what you're doing with

each of them that individualized to that particular person or

constituency. I think that resonates with people. And I

think that's one of the reasons why the Nimble brand and maybe

even myself resonates so well with others.

share an example of when you you've been able to

really use your empathy to get through a difficult situation

with a colleague or an employee. I'm really leaning into that

because I think a lot of people don't understand like empathy

versus sympathy how, okay, I'm an empathetic person, but in a

real life situation, how do you actually use empathy to work

through a difficult situation?

Well, I think that empathy really starts with

listening, really putting yourself in the other person's

shoes and understanding where they're coming from, which then

leads to solutions that you can create solutions that prevent

roadblocks and blockage from occurring. Imagine if you

weren't listening to your customer. For your team members,

or your business partners, and it got to the point where the

garden had so many weeds in it, that the other person decided to

rototill the garden rather than actually continuing to invest in

it. And so I think that relationships are a lot like

gardens that you need to get out there and attend to them and

nurture them on a regular basis. And if you do that they produce

incredible results. If you don't, then you might end up in

a divorce where you have to rototill the thing. And so I

think that leading with empathy really helps for you to better

understand the constituency around them to serve them

better, and to produce more,

hmm, that's good, produce more, serve them

better. Where's that all strong leaders should really use so you

started your career as a salesperson you had a company so

that you then took a sabbatical, if you will, for a few years

before starting your new company. So how did all of those

diverse experiences make nimble what it is today as this amazing

CRM and place that people want to work?

Well, I think that the best products come from your

own need, because you're passionate about it, and you

understand the problem. And my first company Goldmine came from

my desire to manage my contacts and to collaborate and work as a

team, both in the district office and the corporate office,

and to take those contacts and connections that were

simultaneously building and to apply some sales and marketing

techniques to drive results from them. And so I couldn't find a

solution I built it nimble really evolved from my early

adoption and Twitter and Facebook and LinkedIn. So I

listened to this thing called This Week in tech with Leo

Laporte and he interviewed the founder of Twitter back in 2008,

or nine or so. And I listened to and I said, Twitter, really,

what's that, and I went, looked at it, and basically is a place

where you can go post words and people interact with. And so I

sign up for an account and I said, Hello, world. Hello World

is sort of something that an old like Eliza artificial

intelligence thing that is just a way to sort of tech geek talk.

Anyways, I started to use it. And imagine I was a dad for 10

years at a tech for 10 years, I didn't really have my own brand,

I was out of network. And I was really out of touch with the

acronyms and ideas of the age. But as I started to use Twitter,

I started to interact with people and start conversations

and begin to rebuild my brand. And then I had shifted that

conversation into places like LinkedIn, and Facebook. And I

started to use the social networks in order to start

conversations and build my brand in and around my passions in

life, which include many things on a personal level and

professional level. And by doing that, I saw the immense power of

communication and conversation and community. And I started to

build a bigger network and connections, I look for

something to manage those newfound connections, I found a

thing called HootSuite would enable me to manage the

conversations. But it didn't allow me to tie those

conversations to contacts, I started looking at contact

management. And in the cloud, it was only Google because

Microsoft was still on prem servers. And I saw that Google

Contacts didn't link email and calendar to the contact, let

alone have context shared by team, let alone connected to

social. And then I started looking at serum and so they

weren't even about social, let alone contact management.

Because conduct management was done an outlook and social was

done in LinkedIn. In many cases, people weren't even aware of

LinkedIn yet. So back in these days, people thought Twitter is

a place where a bunch of Propellerheads had conversations

about tech, Facebook was a place to hook up with a high school

sweetheart, and LinkedIn was blazing a job. But I saw that it

was going to change the way we work, play, buy and sell. And I

started to reimagining CRM by building a contact manager for

the whole company that had serum features in it had SFA features

in it, but integrated social and the email contact calendar of

Google and I went up to LinkedIn and met with their management

and convinced them to give me their public and private API's,

which nobody ever had or had. And I integrated deeply into

LinkedIn, into Twitter and Facebook and basically pioneered

the first social CRM and pioneered social selling back in

2010 11, before people knew that social was going to be

applicable to business and really rode that wave of the

early social pioneers. Hmm. Okay,

so you again, you just kind of like those

diverse experiences. You're like, Hey, I'm trying to rebuild

my personal brand. What am I going to do? I'm going to pick

up and I'm going to try some things and then you found a

problem that needed to be solved. And as salespeople and

sales leaders, I think that that's the thing that you have

to identify what is the problem that the marketplace has to that

needs to be solved? What is your buyer, what are their pain

points and speak to those pains speak to those problems, the

lack of integration, the lack of things, talking, really leaning

into those things to help the marketplace understand what it

is that They are doing. So as we wrap up, I'm curious, you've had

a very, very amazing career, both professionally and

personally, what is one thing that you're most proud of

accomplishing?

I think the thing that I'm most proud of and most

grateful for is being a present parent and husband, I think that

we're here to grow. And the best way to grow is by helping other

people grow. Most important people to help grow are the

people that are close to you, your family. And if I have been

able to add to the world, some additional human beings that

share my philosophy, that life isn't about making money, that

it's about making memories out of moments where you're truly

present with others, and leaving this planet in a better place

than I think I've done a decent job in my life. And it's what

I'm most proud of, and grateful for.

Awesome. That's amazing. Being a present parent,

I tell people that you know, the quality of time you spend with

your kids is very important. Maybe the quantity isn't that

great if you're traveling or you know, you work outside the home,

but make those moments impactful. Make that five

minutes that 10 minutes, the five hours make it memorable for

them. So John, if people want to get in contact with you, what is

the one best way?

Well, you know what, Google me and find a

channel or identity that is most comfortable for you. In fact,

I'm going to challenge you Google yourself, because your

customers, your prospects, and others will Google you. And if

you don't show up on the first page, in a way you'd like, fix

it, go create a Wikipedia page about yourself. And basically

just do it according to the rules, cite your content, put in

an avatar, and you can actually improve the way people see you.

But to make it really easy, my email is Jalen and nimble.com.

Reach out to me and let me know how I might be able to help you

in some of your passion plan and purpose in life. And if you do

go try nimble@nimble.com. And you do feel it might add value

to you use the code John 40 JLN for zero when you become a

subscriber, and it'll save you 40% off your first three months.

Oh, that's awesome. John 40s. So go try

nimble. As I said, I've tried it. It is an amazing CRM. And

especially if you're somebody who's new to using CRM, and

you're moving from paper spreadsheets, it's great. Or if

you want to increase the usability with your sales team,

thank you so much, John, like to leave

with your audiences. This CRMs are not

just for salespeople. And really everybody needs a personal CRM,

because everybody tells you that your network is your net worth

your personal brand. Plus your professional network will help

you achieve your dreams in life. And it's more than just

salespeople that need to do that any business professional today

needs to do that. And you should have your own golden Rolodex,

your own personal CRM, because today most people serum is

Google Contacts and LinkedIn. And that's not very good,

because you don't own your Google your contacts and

LinkedIn. And Google Contacts isn't a really great contact

manager. So if you are a business professional today who

wants to build their brand and grow their network, go sign up

for nimble and start using it in the places where you're

engaging, even if your company forces you to use some other CRM

at the office. And if you're a business owner, thinking about

your company, yes, a typical company of 100 might have five

salespeople, but the rest of the people in your company are

engaging with the constituents around your business. And if you

improve that engagement, then you're going to improve your

growth. And nimble is the CRM for more than just salespeople.

And so use nimble for all the people that are enacting at your

company with the community around your company and it will

help you grow your business.

Awesome. Thank you so much, John, I have

thoroughly enjoyed our conversation today. And I'm

excited for anybody who wants to try nimble out, send me a

message, send John a message and we'll definitely help you get up

and running. So that was another episode of the science of

selling stem. And thank you so much for joining us today and

remember in all that you do transform your sales until next

time.

Thank you for joining us today on the snack sized

sales podcast. If you enjoyed this episode, subscribe and

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