Episode 108: How Personality can Make or Break Sales – Shawn Karol Sandy & Dianna Smith Geairn

Predictable Prospecting
Episode 108: How Personality can Make or Break Sales - Shawn Karol Sandy & Dianna Smith Geairn
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With artificial intelligence becoming more and more able to take over parts of the sales process, how can you make sure that you stand out as a salesperson? Your own personality can give something to the sales process that robots can’t.

In today’s episode, I’ll talk to Shawn Karol Sandy and Dianna Geairn of the SellOut Show about the importance of bringing personality into the sales process. Listen to the episode to hear what Shawn and Dianna have to say about the approach they recommend for sales conversations, how to experiment with sales scripts, and why you should try recording or videotaping yourself and listening to how you sound during a sales conversation.

Episode Highlights:

  • Shawn’s and Dianna’s backgrounds
  • How Shawn and Dianna decided to start The SellOut Show
  • Why Shawn and Dianna take a less-structured approach to sales conversations
  • Where personality comes into the sales process
  • The recipe for bringing personality into the top of the funnel
  • Experimenting with sales scripts or templates
  • How sales and marketing can work more closely together
  • Why you should record and listen to yourself
  • The importance of practicing sales skills

Resources:

Shawn Karol Sandy

Dianna Geairn

The SellOut Show

The Irreverent Sales Girl

The Selling Agency

Transcript: 

Marylou: Hey everybody. It’s Marylou Tyler. This week I have two guests. This is a first. We’re at episode 105. Dianna and Shawn, I am going to let them talk about their individual practices but they are the hosts of The SellOut Show. If you guys haven’t found that yet, go look for it. It’s a really great show. They’re coming on the show today to talk about what’s happening with your jobs with AI. Everybody’s freaking out. I just saw a LinkedIn post just the other day where they did a demonstration of getting to an appointment all the way to an appointment in a B2B sales environment using AI. No person involved, no human. They had the ability to answer questions. They had the ability to check time on calendar. It’s a pretty scary thing. But they have a really great point about how to stay active in that role, how to stand out in that role.

I’m going to stop talking so I can introduce them and let them take it away. Welcome to the show, you two.

Dianna: Thank you.

Shawn: Thanks, Marylou.

Marylou: So go ahead and whoever wants to go first, give us an understanding of what you do individually, then how you came together for The SellOut Show, and then we’ll segue right into this personality piece that I think it’s very important.

Shawn: Okay. Thanks for having us. I’m Shawn Karol Sandy. I’m the Chief Revenue Officer of The Selling Agency, where we coach humans how to sell to other humans because selling like robots or jerks is really 2010, although selling like robots is still happening.

Marylou: Exactly.

Shawn: I built The Selling Agency to help sellers and sales teams really just deeply differentiate their offers in their go-to-market strategies to profoundly connect with buyers and their customers. That piece is so important to me, differentiation to profoundly connect. That’s where that humanness comes in.

We work with a lot of different types clients, a lot of our clients are in mature, highly commoditized, highly competitive spaces where they’re competing on the slimmest of margins and they got to stand out.

We absolutely love what we do. I’m out of Memphis, Tennessee, I travel all over the place, and Dianna and I come together to do The SellOut Show. I’m going to have her tell you how we came together to do that. I love working with this woman, Dianna Geairn.

Dianna: Marylou, I’m so excited to be a part of your podcast. Thank you so much. One of my favorite parts of the pipeline is prospecting. Prospecting, prospecting, prospecting. I think it’s the extreme athlete world of sales. I am in love with your book.

Marylou: There’s two, there’s Predictable Revenue, which was 2011 and Predictable Prospecting, which is 2016, pick either one.

Dianna: You guys have to get Predictable Prospecting. It is absolutely gorgeous how you map it all out. Anyway, that’s a little plug for you but I’m really honored to be here.

I’m Dianna Geairn. I’m the creator of The Irreverent Sales Girl where my mission is to bring a dash of dignity into the art of selling. I’m a hired gun sales practitioner for companies that want to outsourcing with their sales. That’s what I do for money. I’ve been blogging for nine years now as The Irreverent Sales Girl and my whole mission is to encourage those people who get out and schlep it out every day to be their absolute level best at sales and have their own muse. They can have their irreverent sales girls, their muse for a while. That’s what I did for a long time but I really encourage people to find the something that Shawn and I talk a lot about is find your own natural genius and your own art in selling because I think that there’s no one particular way to do it. That’s my message.

One of the things that I noticed—this has nothing to do with your show—is a lot of the shows that are out there about, business and sales they’re so serious. I’ve always thought—I’m sort of an Eddie Murphy generation—that entertainment was a really great way to learn new techniques and learn new skills.

When I met Shawn Karol Sandy, I was blown away by how hilarious she is, smart too, and motivated. I’m like, “I’ve got to figure out a way to do something with this woman,” and we both been really excited about what video can do. So I just called her up one day and said, “Let’s do a videocast. It will be the business show that answers the question—Do business shows have to be boring?”

Once a week, we record on YouTube. We’re now on Stitcher, which I’m really excited about. We’re about to be on iTunes. We got 51 episodes and basically, we get on together and we talk a little bit about what’s going on in our practices but then we dig into the sales topic. We have some really cool guests. That’s how we came to be The SellOut Show.

Marylou: That’s great. I didn’t realize that you were on YouTube only right now. I thought for some reason you have moved over already to iTunes. So note to self, have to look on YouTube to get some more information. When you moving over to Stitcher?

Dianna: Well, we’re already on Stitcher. I will have to tell you, every 11 year old can get a podcast that makes sense. It’s not easy for us to figure this out. Of course, we’re working full-time jobs, full-time businesses. Anyway, we’re almost there.

Marylou: Yeah, good. Okay. Yeah, you’re right. Eleven year olds can get their own and figure it out. I have seen so many young athletes who have their own shows now. They have millions of followers. It’s just mind-boggling, it’s crazy.

So, without further ado, let’s get to the topic of the day. I shared with the ladies offline that I had just come from teaching, a workshop for one of my favorite vendors on the planet, Outreach.io, out of Seattle. I taught a very structured workshop on prospect personas and the whole goal of that was to compartmentalize and bucketize the conversation canvas with prospects.

It does involve scripting, it does involve using keywords throughout your conversations whether email, voice mail, voice-only, direct mail, social, whatever that canvas looks like, but sprinkling in with purpose, the terms, the sentiment, the awareness, the behavior that you know your prospect is experiencing, and trying to get them off the fence into conversation with you.

From our conversation with Shawn and Dianna, it seem very, very great topic today because they’re talking from a completely different angle and have a completely different way of looking at this. So without further ado, let’s get on this topic’s personality. What made you guys decide to take away the structured approach to conversation that were very comfortable in my world in sales process with?

Shawn: I love what you’re talking about but I think there’s a balance. I take personas in my own practice and move it a little bit further along what we call customer currency. You have to have some assumptions. You have to have some assumptions about what that stakeholder role is experiencing and what vertical do they cover in their position, and we’ve got to have some assumptions about what our buyers are thinking, feeling, and experiencing.

Have you ever tried to herd cats? People are not going to follow a linear path so let’s take some assumptions but then what our personality—and that’s just really where we connect to people’s humanness. I think that, that is the next level and that is the place for sales people to really knock it out the park.

Dianna and I spend a lot of times talking about the top of funnel because I think when you do that so well, the rest is almost a natural conclusion. If you seen our show, you know we’re not shy on personality and that’s something that we love. That’s a natural topic for us to start talking on and speaking on when we take The SellOut Show live to stage – that’s one of the topics that we talk about.

Dianna: Yeah. I was going to just jump in too, Marylou. One of the things that I think is brilliant about what your work is about—you really explore the science of selling and there’s an art to the science, of course. But I do think the work that you’re talking about with personas and the keywords and really understanding what your customer’s day is like and what they’re responsible for. So it’s very much in line with, especially what Shawn was just talking about knowing where your customer eats lunch, what is their currency, what matters to them, absolutely critically important.

But at some point, we crave, humans crave connection and the personality is where you stand out as somebody who went the extra mile to create a meaningful connection beyond the persona. I don’t pretend to know what your message is because I wasn’t at Outreach.io but I think that there’s a nice blend there if that makes sense.

Marylou: Yeah, because what I was trying to do really is systematize where it makes sense, which opens up the door for more personalization. That’s really where I’m at. It’s almost as if I have a little virtual assistant who’s warming up the chill of these targeted accounts—the folks of the target accounts, just to the point where something sounded interesting in my conversation with them.

Now, the conversation is more offline, so it’s either email or I may have left a voicemail but done it in a very structured way or with purpose, then and only then do I talk to the people that bubble up to the top.

The persona development is really looking at how do we take seemingly thousands of records and read through them in a way that allows us to build conversations faster and with more mechanized approach. Once it gets to the point where we’re having that belly-to-belly conversation, that’s when I think, for sure the personality of the actual salesperson is going to make or break the deal. Knowing exactly what to say, knowing exactly how to say it, but spooning in who you are as a human, that is what’s going to set things apart, I think, going forward.

I like the idea, though, of if you have this many records, thousands of records that you’re waiting to trying to figure out, “Where do I start?” Putting it through some type of mechanized process that is thoughtful and really thinks through the day in the life of the prospect persona, the understanding of how they like to consume information, when they like to consume information, that’s the kind of work that we were doing in that workshop. It’s getting to the point where can actually have a conversation with a prospect.

Shawn: I think personality in the sales process, it actually starts way before that. Can you show up and demonstrate your personality in your LinkedIn profile? In the stuff you share? In your social profiles and social sharing and stuff because before you even get to those conversations—we all do this now, someone reach out to us before we even think about responding—we’re going to go check them out. We’re going to go, “What are they all about?” Our brains are future prediction machines.

We’re still really primitive in the way we think, in the way we function. Our brains are future prediction machines and that if I have a conversation with this person, what’s going to happen? What is the likelihood that they’re going to bore me to tears? What is the likelihood they’re going to be completely self-centered and try to sell and push?

I’m going to take what I see out there and then put that together with my previous experiences and make an assumption. Your personality and putting that into your entire sales process, even your social and even before people get to know you, that could be a competitive advantage and it’s a preview of what it’s like to work with you. That is, I think, one of the genius parts of putting your personality out there even before you’re connecting with people so they have the opportunity to see, “Hey, this person—they don’t have that kind of sense of humor,” or, “Oh, that’s some really sharp thinking,” or, “That’s out-of-the-box.” They’re probably not going to bore me to tears or just completely be self-centered.

Marylou: Right, right. How does one go about encapsulating personality in these different formats? When we’re working with starting conversations—I’m talking top of funnels—of people you don’t know, this is called outreach, targeted outreach, we don’t know them yet, they don’t know us yet, necessarily. We don’t know where they are in that spectrum of knowing aware of us. How do we put our own personality into these things? Is there recipe that we would follow?

Dianna: There is, actually, there is a recipe. You’re going to love it.

Marylou: I love recipes.

Dianna: You said something really important just a minute ago, Marylou, which is purpose. When you are a person who is really evangelistic about your product and you truly understand the difference that working with your company using your product, using your service, makes for your clients, and why it’s a game changer for your customers, then you become purposeful.

I have a quote I think you will love, which is, “Your prospects are counting on you to find them.” They are crazy busy and when you get really smart about understanding the needs of your marketplace, the personas that need you, and you become purpose-filled, that evangelism, that passion will come through in the way that you speak and the way you reach out to somebody, and it will matter that you knew just a little bit more about their day and a little bit more about what is going to make their life better, so that it’s worth the 15–20 minute initial conversation with you.

The recipe as it were—this is what I have my cool colors do when I’m training them—is to actually spend some time thinking about what your product does for people when it works. Where were they before they met you, what was the process like working with you, and what is their life like now? So really getting immersed in that feeling of the difference that you make, and then working through what are the things that I want to say and what do I want to accomplish in each of my calls.

Once you done that structured planning, you can make yourself shine. That passion, that purpose for why you are even interrupting their day is what has people put meetings on the calendar with you. That’s what I think.

Marylou: Yeah. You know, this is sounding very synergistic. It’s not as point-counterpoint. We started the conversation, I’m like, “All right we get to do a little boxing today. How fun.” I have my folks go through in my classes, a value grid. I call it a UVP, Unique Value Proposition, but it’s for the product itself. As part of my classes, they have to fill this thing out and it becomes the talking point essentially for ‘why change, why now, why us?’ Why should we change what we’re going now? I love my comfy status quo. I don’t want to make any decisions on anything if I don’t have to. Why now? What’s that sense of urgency?

It’s amazing how many of my students do not understand that, to even put into a personality of why or how or being purposeful. They don’t necessarily understand or haven’t taken to the level of being deeply knowledgeable and emotionally ready to discuss why their product matters and why they matter with their product. Those two things are missing. They’re not things that are taught to reps, I don’t think, in a very good way.

Shawn: Yeah and we’re discussing the delivery of that and your personality is the vehicle. How can we show our humanness when we connect with someone and humor? God, I love humor. Think about memes and what the world we live in today, and how important humor is in so many of the touch points in our daily basis. Empathy, demonstrating through your delivery and prospecting, what’s important to me about you. When we’re talking about prospecting and bringing personality, how do we deliver our messages, communicate, and warm people up with humanness, empathy, showing what’s important to you or to me about you. That’s where bringing your personality, your own unique sales gets in here.

I’m always looking for great similes, metaphors, and analogies. I take so much of this from nature. Think about zebras. Zebras all have the same stripes. That’s their survival measure. They blend in, they’re indistinguishable. You can’t tell one from another. But in sales, if you’re a zebra and your messages are all the same, your delivery is all the same, you’re indistinguishable. On the sales end of things, is just absolute death for getting someone’s attention. I think Gary Vaynerchuk said, “Attention is my religion,” right now. How do I get someone’s attention? That’s when your personality can drive that as your competitive advantage.

Dianna: Yeah, that’s brilliant. I had to jump in there because something you said, Marylou, is really interesting. I think we’re probably 5–7 years, if not more, into the world of selfies thing and it used to be that we take our cameras out when we’re doing an adventure exploring something, we take pictures of the people that were important to us and how we saw them, the experiences that are important to us. And now, we’re so interested in ourselves that it doesn’t surprise me at all that it takes a little retraining to learn how to get over in somebody else’s world. I think that’s what personality allows you to do.

When you know who you are, but then you get interested in who somebody else is so that you can make that meaningful connection, your personality shines through and develops a continuity of experiencing you across all channels. You mentioned digital and you mentioned email, you mentioned voicemail. If it does take 12–18 touches, which in some sales it does these days to get an engagement, each time you show up and express your interest in investment in somebody else’s success that provides a continuity of experience, it builds that probability and trust that is so critically important for a long-term sales relationship.

Marylou: Exactly. I’m trying to always figure out how can we put a system together to get the other 90 conversations done, so that the 10 that really matter we’re handling, but sound like us, feel like us, and get people excited, without us having to actually do it. That’s where I focus a lot of my work, is how to write in a way, how to speak in a way that is engaging, that’s fun like you said.

But I also want to caution all of us that we have some problems here, especially if we’re in a corporate environment where we are told what to say, how to use a template, whatever it is, we can’t necessarily become different because we’re told to use it in the format that it’s used. So, how do we get around that?

Shawn: I’m the person who’s always been in trouble with the marketing department.

Dianna: You’ve been talking with the wrong people here.

Marylou: You’re like me. Apologize later.

Shawn: Exactly. I even been in trouble with some of my clients’ marketing departments. No, I’m just kidding. I think this is where—on a higher level—having those conversations with sales and marketing, and sales enablement is super important. We have to test stuff and I think most salespeople are an awesome blend of creative and pragmatic. I know I am, I know some of the great ones are.

I’m creative enough that I want to create these specific messages and I want to test things out of the box. But I’m pragmatic enough to know that I’ve got to find a way to scale that so that I’m not reinventing the wheel every time. There’s a lot of work to be done bringing sales and marketing together. In fact, Dianna and I are working on one of the next live SellOut Show program, which is Sales and Marketing: How Can They Be Better Lovers.

Marylou: Yeah, totally. The beauty of what I do too is that we have to bring marketing in. We need that alignment in order for all this to work. This assembly line I’m putting in, the system really needs marketing’s input. But if we’re not friends with marketing, the next best thing I have found—you guys can probably confirm or deny this—is that I have my reps craft an email, so they write an email, and then I have them speak the conversation as if the persona, that person, their buyer was sitting across the table, go ahead and present in your own words what you would say to that prospect to instill that same type of sentiment as this email. Record on your phone or transcribe it.

Now we have—instead of a blank canvass for an email—a canvass that has your word, your sentiment, the way you talk, and then we’ll edit that as the test email against the control email. Every time so far—of course there’s going to be someone now that says, “That doesn’t work, Marylou”—that spoken version that has been basically assembled, outperforms the other one. Why? It’s more human. It’s more how they talk. It’s more them.

So we can still encapsulate that into a template so that if they want to customize it, they can do that to save time. But their sentiment is flowing throughout that message and it works a lot better. It’s more human.

Shawn: That’s so brilliant. I love that. That’s reverse engineering, isn’t it?

Marylou: Well, that’s Marylou the engineer. Here’s my whole premise in life, my thesis in life. If you do something more than once, chances are it can be programmed. That’s why I’m looking at it like, “All right, is it something that we can encapsulate for those outer tier clients?” Not the whales, not the targeted accounts, not the dream accounts, but the ones that are further our along the spectrum that we would love to have as clients but we don’t necessarily want to spend the time because we already have our dream that we want to work on. How do we get those guys just as excited as if we were there talking one-on-one like we do with our dream people?

That’s always been my ‘trying to figure that thing out.’ What’s the magic formula that will work 90% of the time? This, so far has been a very easy way. It also helps them once they get on the phone and actually talk to a human, because they’ve spoken all these emails out, on different pain points, with different calls to action. You were saying before, Dianna, about the call prep forms—plan A, plan B, what happens if this happens, go here, do that—all that is rehearsed into their cellphones and encapsulated into an email, or a blog post, or a direct mail postcard. Whatever it is that their buyer likes to consume information, because a spoken word is a beautiful thing. It’s when they start writing that we have these imaginary quills behind our ear all of a sudden. We have perfect English and it just doesn’t make sense. It doesn’t work.

Dianna: Yeah, but it’s like jazz. I believe that it’s B.B. King that said, “What you do is you practice your scales, you practice your scales, you practice your scales, you practice your scales, and then get on stage and then you fire your breath,” and that’s all. You’re talking about mastery, and you’re talking about reverse engineering the natural genius. You actually are working with a person to bottle, in a way, their natural genius, to engage in that first conversation. I do believe you can scale systems. That if you do things over, and over, and over again, you can scale that into a system.

But I don’t believe you can scale relationships. Relationship is what takes a deal over the line and it’s what actually keeps a deal in place, especially a lot of our customers work with once they close a deal, it’s not a transactional sale. It’s a long-term relationship or else it’s not possible for our clients. I think we’re not at all in our position. I think the two coming together are really powerful.

Marylou: Yeah and like you said, once the conversation starts, then my stuff goes to sleep. It’s on to the next one. I’m the duty dating. I’m constantly looking for the next person. That’s really what I like to do is do that and once we start to become boyfriend-girlfriend, I pass it off to the person who wants to build that relationship, meet the family, and do all the other stuff. That’s just not my area of expertise and that’s not what I like doing.

There is a hand-off though that also needs to happen to go from a more automated environment into a more personalized environment and 100% agree with that. I always bring up the passing of the baton, the Olympics, the USA team, I can’t remember that 1988 or something but they were supposed to win the Olympics in the event that passes the batons and they literally dropped the baton, I think it was the second round. That baton-passing is so important, so to your point, Dianna, moving from this, let technology help us warm up that chill, but once it gets to the point where we’re human-to-human, then, we disengage, we go find our new people so that we can have a more consistent and repeatable path to that personalized conversation.

Shawn: I would love to go back to one thing you said today, Marylou, and if you’re going to take something away, I want this to be one of those mark moments like, “Listen up. This is the takeaway.” You talked about recording yourself and listening to yourself. That is a genius move.

Lauren Bailey says, “300–400 times better at something, record yourself doing it, and listen to yourself.” Whether it’s a cold call, reading your email or whatever, that won’t hurt. Your personality is making sure it sounds true to you. What you done reverse engineering is you’re able to go through and say, “I wouldn’t really say that. Would a human being say that? This sounds—that’s not verbiage.” That’s not going to work.

I actually record all my phone calls and then go back and listen. You know what? That’s often the first time that you’re actually listening to your buyer on the other end. “Wow, I drove past all these clues. Oh my gosh.” So there’s the listening to yourself and listening to your buyer and really understanding, “I sound like a robot,” or, “I sound like a jerk,” or, “You know what? I really like this. How can I warm it up? How can I really express my personality in a way that they’re going to connect to?”

So, recording your calls and listening to it, and on the other hand of that, video. Video is an excellent place for you to be able to express your personality. Recording yourself, delivering something via video, connecting with people via video, these are tools that, I promise you if you go out and you invest in some time doing these things, you’ll bring you personality forward and you will see your connection with people just skyrocket.

Marylou: Indeed. I could relate a funny story but it’s so true to this notion of video. I was in Boston with my kids. We went to the Wistia conference. They had a video tool, free tool they introduced called Soapbox. So I’m like, “All right, I’m going to take Soapbox. I have a video on my computer and I’m going to record myself to my list.” I listened to myself and was horrified. What I produced, it took the first time, 45 takes before I was comfortable with, “Okay, this is who I am, I’m not trying to be someone who I’m not, and I’m going to send this out to my list.” Then I used it the same way as a cold introduction call.

I did a video inviting some people here in Des Moines, Iowa to an event that I was having, who I didn’t know. It was a wild success, 40% response rate. People saying, “Oh my gosh. I didn’t know you’re in town,” or, “I didn’t know you lived here,” or whatever it was. But the video was very important for that and I think you’re right. That gives you an idea of smiling, because smiling when your talking is huge on the telephone. And the tonality of the voice, the excitement in your voice is huge to the buyer. And to Dianna’s point, they will thank you for finding them. I’ve had Citibank, MasterCard, big accounts that said, “Oh my gosh, how did you find us?” Thirty-five million people work at my company, with 35 different roles in marketing, it’s like, “How did you know to find us?” So it’s really great.

I think the more we can do that we have all these tools now with our phones even to record ourselves—stick our phone in front of us, record ourselves talking. It’s not expensive to get into this, but it just teaches you body language, tonality, the use of words, all of the above, and for sales, it’s all about that because that is our unique personality. It is going to come out, how excited you are about your product or service. Of course, you have to be excited about your product or service.

The value grids, the UVPs, and the things that you guys were talking about, about understanding the ‘why’ behind the product, what makes it so unique, what makes you so unique selling a unique product, all those things have to be practiced ahead of time, just like an athlete. Practice, practice, practice before you start delivering.

Another suggestion I always have is we have our dream accounts, our whales, start way out at the other end of the bullseye, of people that you not really care one way or another if they’re a client. You like to have them but they’re not do-or-die, and work your way into that bullseye because the more you practice and the more you’re on the phone in a single-tasking way, the better you’re going to be. By the time you get to those whales, you’ll have nailed it, you’ll feel comfortable, you’ll feel confident, it will come across, I promise you on the other end of that line.

Shawn: Practice – this still strikes some people, really as a surprise. The way we should practice our skill, I am absolutely, vehemently opposed to talking about sales and selling in way where we use the term techniques, because I think that’s about manipulation, it’s a technique. If I maneuver something this way, then I get this response, whereas, if we’re skilled enough to be able to apply our talent, that is entirely different.

So, selling does take practice. This is a performance sport. You are put there to perform, so you should be practicing and you should be looking at what skills do I need to build, what are my natural assets like Dianna says, “What’s your natural genius.” How do I improve those skills to connect with people and to help relaying, compel, and advance opportunities. I think you got to be dedicated to the practice of your skills in order to be an awesome salesperson at the same time.

Marylou: Right, I agree.

Dianna: I think they need a lot more courage to be a sales person than ever before. I think that you got to be able to swing out there and try things. To your point, Marylou, if you are in a company where you’re being boxed into a top track that doesn’t work, that doesn’t allow you to be effective, I would challenge a lot of these companies that try to box their sales people and on two things. The first one is everybody—I’m going to use a war term like the boys in sales—are all of your sales people crushing on it? Because if they are, then move forward, march on my friend. But what it takes to hire, retain, and train a salesperson – what I’ve noticed about highly competitive, highly smart, highly intelligent, mostly intelligent people, which is usually really great sales people, is if you point them to a particular direction and get out of their way, they’ll figure out a way to get there. I find that the more that marketing get sales people stuff that actually works, the more they’re going to be really interested in marketing.

But on the other side, the sales team has to come to marketing with insights. They’re the only people that are having the day-to-day conversations and they just connect there. How do you cheat marketing officer on sales calls? Do you know how do marketing team go on a ride-along? This is going to our next evolution of The Sellout Show but when you can have sales and marketing really fall in love with each other, you will be able to break open beyond what AI is going to be able to replace—but the AI conversation, but you’ve got to get better, and better, and better at making meaningful connections or email because a lot are coming for that.

Marylou: Yeah, definitely. Well, listen you two, we have gone a little over our normal time but this is such a great conversation. I wish we could continue on but to be respectful with the audience, I’d like to leave with how people can further the conversation with you two, the best place they can get a hold of you, and I’ll put everything in our show notes so that we’ll have links and what not, but if I were buying into this saying, “Alright, yes I really want to be able to stand out, I want to be me, I don’t want to feel pressured that I have to be someone who I’m not, how do I start?” What should they do?

Shawn: That’s an easy one. You can find Dianna and I all over the internet. Look for The Irreverent Sales Girl or The Selling Agency. But what we would love for your audience to do is to go to YouTube, find The SellOut Show there, and subscribe. What’s really funny is, we started doing edited versions and stuff but we found people love the raw and uncut versions of the show where you see the humanness, you see us stumble on words, or I think I’ve fallen off my chair laughing at my own joke because I think I’m pretty funny, but that’s what we really love for people to engage with us. There’s so much out there. We got great guests out there too like you do Marylou. So go to The SellOut Show on YouTube and find us there. Leave some comments and ask questions, we promise you we respond to everything.

Marylou: Wonderful. Well thank you both, wonderful to meet you via the beautiful internet. I do appreciate you taking the time to speak with us today and I’ll make sure, like I said, that I’ll put all this information in the show notes.

So you heard, go ahead to YouTube, look for SellOut Show, subscribe, and start standing outside above the crowd, get noticed, and have people come to you and say “Oh my gosh, I’m so happy you found me.”

Shawn: Yes, absolutely. Thank you Marylou.

Marylou: Thank you.