Infusion 2024_Idea Slides

[Audio] Welcome to Infusion 2024. We're happy to be able to share a short profile of the Business Development Team that we hope will give a better idea of the things we do day to day to represent I-N-I-T out in the public transit world. Our primary goal is to grow our customer base and generate new revenue to help lead us into the future..

[Audio] Before we get started, we'd like to present you with a quick view of what you can expect to see and here over the next few minutes. It's something that we like to call our upfront contract. That helps us make sure that we're aligned on the objective of our conversation. First, we'll introduce the team, then we'll take you through a day, a week, a year, sometimes longer, in our pursuit of the deal and what it takes to get us there. Here we go with the introductions.

[Audio] We hope most of these faces are familiar to you all. Carl Commons is our Chief Revenue Officer and we'd like to congratulate him on his promotion to C-E-O in January. Scott Walsh is the Director of Business Development and the leader of our BD team. He is faced with the daunting task of trying to keep track of what the rest of us are up to. The rest of us consist of Ryan Mackem who handles the Southeast Region and lives in Virginia; Jose Calderon who manages a territory that spans from NY to Texas from his home in Pennsylvania; Glenn Gonzalez works from Tampa and represents the entire suite of CarMedia Lab solutions across the Americas; and hailing from Vancouver in the Great White North is Brent Ritchie who represents I-N-I-T across Canada and the Western US. The other two guys are fictional characters that we may or may not aspire to emulate. So, with introductions out of the way, let's try to explain what it is that we really do..

[Audio] Just saying the term "salesperson" conjures up different ideas for everyone. From the buttoned-down pro to the polyester-wearing used car guy to the slick TV pitch man to the "is the sales team on another course today?", everyone has their view of what it means to be a salesperson. Honestly, it's all of those things and somedays we're not even sure who we are or what we're doing. Some of you probably already guessed that too..

[Audio] Well, here's our take on it. We thought we'd keep it high-level so this slide pretty much sums it up, let us explain..

[Audio] Sales is easy right? Of course it is, look at these guys, obviously anybody could do that job..

[Audio] But that's because we're really highly driven dynamos that love constant punishment and occasional reward. There's only one way to get great at something, and that's by training. Whether it's training your body or your brain, yes, we have brains too, if you don't train to improve, success will be elusive. So that's why Carl has indoctrinated us into the Sandler Training system, because….

[Audio] He knows that training is what will produce results..

[Audio] And turn us into semi-psychotic sales animals.

[Audio] So we show up, we put in the reps and we train harder than last time because, Carl says that more training equals more sales and he's the boss so we work it!.

[Audio] Did I mention it seemed like a good idea at the time….

[Audio] But we show up to start each training session, fully invested and ready to perform, at least, that's how we feel when we show up.

[Audio] And sometimes we get a little carried away celebrating the greatness of our team but still, we show up again the next morning with our brightest smiles, and we put in the reps and get it done.

[Audio] Until Carl says "you've done it, you're ready, lets get out there and sell something to someone!".

[Audio] And that's it in a nutshell, mostly. It's really just arithmetic, sales arithmetic..

[Audio] Just the basic A-B-Cs of sales. Master the basics and you can win first prize. We all know what first prize is don't we?.

[Audio] That's right. The ever-present and crippling fear of failure is really our primary motivator, even though we talk a big game, inside we all know that,.

[Audio] That's right, nobody remembers who lost. Except us, and we'll keep that deep inside and let it slowly destroy our souls until we get another shot to redeem ourselves. So that's it. Sales is easy because we're great at it. Shake and Bake!.

[Audio] OK, for those of you who still don't quite get it, let's try this one more time..

[Audio] In 4 minutes or less, here we go again, pay attention, it happens fast..

[Audio] We have plans, we always have plans. Rarely does anything go according to plan..

[Audio] We always have a plan, a meeting plan, an opportunity plan, a deal plan, a contingency plan a fallback plan a recovery plan and an exit plan. But when all else fails, we do what salespeople have done since the great Canadian, Alexander Graham Bell, yes, he was Canadian (actually the same place Scott is from),he invented the telephone. We go back to basics and rely on the Cold Call because it's a time tested super effective way to sell stuff..

[Audio] Yes, super effective. And we log those calls, all of them, and we make so many Cold Calls it's just really hard to keep track of them all.

[Audio] Well, I guess someone is keeping track. But really, the leads we were calling were weak, not interested at all, super cold leads.

[Audio] Well, that's our story, and we're sticking to it. But regardless of how many times people hang up on us and tell us they're not interested, among other things, we persist..

[Audio] Because Carl has ingrained in us, through the world class Sandler training that we never quit, we never give up, ever. So we try a different way, and connect with a million random transit people on LinkedIn to see if anyone knows who we are..

[Audio] And sometimes they do! And sometimes they even message back and sometimes they even want to book a meeting with us. O M G It works!.

[Audio] And then, we get to turn on our charm, give them our pitch and then tell them the price..

[Audio] Oh yes, yes we can charge you that much, because we're going to bring you value that you simply can't get from anyone else..

[Audio] But wait, I thought you and I had a thing, that we were both really excited about this deal?.

[Audio] Let me tell you why we are so awesome that that price won't even matter anymore.

[Audio] It is awesome, isn't it! Why don't I send you a proposal and you can share it with your team and we can move it forward..

[Audio] Wait, what?. When a prospect tells you they didn't like your proposal sales humor Be a lot cooler if you did.

[Audio] Brent: "It's going great Scott, they're really taking their time to be thorough right now so we can zip through the contracting part later. Yeah, they love it, it's going to be a terrific deal". Scott: That's great. What else have you been working on while we wait for this customer to get back to you?.

[Audio] That's when you realize that when Carl and Scott look in the Salesforce C-R-M and don't see the optimistic view you've been telling him about, we all know what's coming.

[Audio] Data. If it's not in Salesforce…it doesn't exist..

[Audio] So, we get busy, we put all of our prospects and opportunities and contact people and the CapEx and Opex and everything into Salesforce so now it exists! Until….

[Audio] You lose your connection and find out nothing was syncing properly. So you re-enter it, all of it, and then you can get a clear picture from the data. And it doesn't look good. At all..

[Audio] And you succumb to the shameful knowledge that you're officially, in a sales slump. But don't forget all of the sales training and the sunny outlook you bring to the job everyday. Just when you're feeling like that's the end, you get that email, from that customer, who said give them a few months, and guess what, it looks like….

[Audio] They might be back! So, you re-engage, get the momentum up and finally, it's time to ask….

[Audio] Do we have a deal?. DEAL.

[Audio] Yep, It's a deal!. Deal GIFs | Tenor.

[Audio] I love you man!. WHEN THE CUSTOMER BEEN TALKING TO FOR MONTHS FINALLY BUYS.

[Audio] I totally knew that would happen, I am an unbelievable salesperson, I did it all by myself. I did this!.

[Audio] Finally, this guy managed to close a deal, and it's actually a good one!.

[Audio] Everyone is getting in touch with you, saying "great job, well done, nice deal". And just when you're riding high and ready to take on the world, Scott calls you. He says, "Hey buddy, that's a terrific deal, we knew you could do it, you've really been pulling things together and your pipeline looks really strong. It's so good in fact, that we've been reviewing your numbers for this year, and we have great news!".

[Audio] Of course it is.. YOUR NEW snits GOAL IS: jNE HUNDRED BILLION DOLLARS! memecrunch.com.

[Audio] And things seemed to be going so well. a couple of lego figures standing next to each other with the words `` you 've gotta stop pretending everything is awesome ''.

[Audio] But you remember the purity of the wisdom of your senior executive team and how much they believe in you and everyone else in the company to get the job done.

[Audio] And you resolve, to sit up straight, and put on a big smile before you pick up the phone and make the next call. Smile and dial, let's go!.