[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.. 

Scene 1

Infusion 2024 – Business Development Team

[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. 

Scene 2

[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.. 

Scene 3

A person in a suit smiling

Description automatically generated

[image] A person smiling for the camera Description automatically generated with medium confidence

[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.. 

Scene 4

WHAT MY
WHAT SOCIETY
WHAT MY
MOM THINKS I DO
THINKS I DO
FRIENDS THINK 1 DO
WHAT ITHINKIDO WHAT IACTUAUYDO

When nobody understands what you really do all day

What my family thinks I do
What Marketing thinks I do
What my friends think I do
What I think I do
What society thinks I do
What I really do

[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.. 

Scene 5

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

Scene 6

ONE TELLS YOU
WORKING IN SALES MUST,BE EASY

[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…. 

Scene 7

[image] Pile of American dollar banknotes

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

Scene 8

SALES TRAINING!
SO HOT RIGHT NOW
P •makeameme.org

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

Scene 9

A little humpday morning motivation - GIF - Imgur

[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!. 

Scene 10

From Concept to Completion: The Journey of an App — Part VI | by Jonathan  Buehler | Geek Culture | Medium

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

Scene 11

AND THEN I SAID
SALES TRAININGIEQUALS SALES!
makeameme.org

[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. 

Scene 12

THE MORNIN!
ZOOM
SALESPEOPLE 5 MINUTES LATER

[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. 

Scene 13

WALKING INTO THE SECOND DAY
OF A TRAINING COURSE
WHEN YOU'VE SPENT ALL
NIGHT IN THE HOTEL BAR

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

Scene 14

a person is running in the snow in front of a building

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

Scene 15

[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?. 

Scene 16

a man in a suit and tie is pointing at a blackboard and saying `` always be closing . ''

[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,. 

Scene 17

[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!. 

Scene 18

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

Scene 19

emmett from the lego movie says i think i got it

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

Scene 20

Kick Up Your Sales Strategy with GIFs - Zight

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

Scene 21

Image result for everyone has a plan until they get punched in the face mike tyson

[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.. 

Scene 22

The sales manager coming up
with a plan for getting over
the coronavirus sales slump

[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. 

Scene 23

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

Scene 24

30 Hilarious Sales Memes for a Dose of Office Laughter

[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.. 

Scene 25

[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.. 

Scene 26

[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!. 

Scene 27

They accepted
my LinkedIn
connection
request
The replied to
my message
They want to
book a meeting

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

Scene 28

YES l'" SELLING SOMETHING
ME, IT'S GOOD
i-ngffp.com

[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.. 

Scene 29

Customer: "You can't charge
rates that high! ! "
Me: "Don't believe me,
just watch! "
J. Knox

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

Scene 30

When your prospect sends you mixed signals

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

Scene 31

When you become really
good at overcoming
objections

[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.. 

Scene 32

A Christmas Movie A Day — A Movie for Christmas Day 2019 The Lego Movie...

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

Scene 33

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?. 

Scene 34

SALES PROSPECT SAID TO CALL
BACK MONTHS.
I GUESS YOJCOULDSAY THINGS ARE
GETTING SERIOUS.
makeameme.org

When you get a little too optimistic about a deal

[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. 

Scene 35

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

Scene 36

When your sales manager asks for an updated forecast

[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…. 

Scene 37

NOT SIMPLY
MANAGE CUSTOMER DATA WITHOUT CRM

[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.. 

Scene 38

[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…. 

Scene 39

When you’re the only member of the team in a sales slump

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

Scene 40

SOJYOU'RE
THERE'S A CHANCE
quickmeme.com

Scene 41

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

Scene 42

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

Scene 43

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!. 

Scene 44

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

Scene 45

Finance, when the first milestone gets paid

[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!". 

Scene 46

Top 23 Great Job Memes for a Job Well Done That You'll Want to Share

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

Scene 47

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 ''. 

Scene 48

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. 

Scene 49

GIVE UP YOU SHALL NOT
SUCCESSFUL YOU-SHALL
ma eameme.orö

[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!. 

Scene 50

Infusion 2024_Idea Slides

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.

avatar

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

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.

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.

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.

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

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…

He knows that training is what will produce results.

And turn us into semi-psychotic sales animals

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!

Did I mention it seemed like a good idea at the time…

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

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

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

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

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?

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,

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!

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

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

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

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.

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

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

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.

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.

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!

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

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.

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

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

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.

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?

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

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

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…

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.

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…

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

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

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

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!"

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

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!