Mastering Modern Sales with Stephen Pia
"Sales is about having conversations." - Stephen Pia
In this episode of The Traveling Saleslady Podcast, Co-Host Syya Yasotornrat and The Traveling Saleslady sit down with sales expert Stephen Pia to discuss the evolving world of sales. They dive into the power of communication, the shift in sales techniques, and the impact of coaching on building successful strategies. Stephen shares insights on how sales pros can "manage up," understand client needs, and sell with authenticity and fun. 💡
Discover why motivation isn’t just about money and how building genuine relationships is key to long-term success.
Calling all seasoned sales rep or just starting out, this episode is packed with game-changing tips to elevate your sales career!
Learn more about Stephen Pia and Coach Media: https://www.coachmediapros.com/
Enjoy the journey on ‪@TheTravelingSaleslady‬ website: https://thetravelingsaleslady.com/
Transcript
Good morning, good afternoon, good evening.
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:Welcome to the Traveling Sales Lady podcast.
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:This week, we're gonna have some fun, I think, Traveling Sales Lady.
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:This is a fun one because this is like sales and everything that we talk about within
sales itself.
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:So do wanna give us a little more information with our guest, Mr.
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:Steven?
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:Yes, yes, I'm excited, Sia.
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:I am excited to speak with Steven and dig into his insights.
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:Our guest today for our viewers is Stephen Pia, who is the founder, the sales trainer, a
coach, years and years and years and years.
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:I don't wanna date him, but he has years and years and years of sales experience.
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:And Stephen, maybe as a way of getting started, do you just wanna do a quick intro on your
background?
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:I think that would help everyone.
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:Sure.
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:So prior to launching the training and coaching company 24 years ago, I worked in the
technology media space at a company called Ziff Davis.
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:And we put on events, we launched digital sites, we had publications, and it was all
geared towards serving an audience of technology enthusiasts and so forth.
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:And yet I always wanted to be a coach.
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:You know, I was riding home one day when I was a senior in high school and I saw these
coaches painting a house.
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:And I was like, which one of you owns this home?
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:And they cling, cling, cling, cling, cling, cling off the ladder.
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:And they're like, we don't, we don't own this home.
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:We have to paint to make ends meet.
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:And I was like, I don't like to paint.
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:And so one of the corporate world would always have this desire to coach.
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:When I launched the company, it fulfilled that dream.
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:So,
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:So that's kind of how, that's the backstory of how it got started.
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:And so do you, oh, sorry, see, I'm cutting you off.
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:This is not good.
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:This is what conversations are all about.
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:I mean, we're really excited.
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:So Steven, like I know this day, so I spent almost 20 years in tech sales.
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:So I know about you guys and you guys put on a good show.
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:Let me tell you, you guys, I really enjoyed a lot of the events that you guys would host.
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:And just like the output of the content you had was really awesome.
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:So that's awesome.
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:Yeah, that's great.
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:We were known for it, is great.
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:So now here at Coach Media, it's pretty simple.
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:We work with revenue organizations and really three distinct groups, either the leadership
of revenue, the individual contributors within the sales ranks could be SDR, BDR, AE,
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:Enterprise, or our fastest growing area is customer success.
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:is a real, real push in today's B2B companies to up-level their customer success team so
the salespeople aren't living in the quagmire of the deal and they can stay becoming going
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:and being strategic and having the CS rep sort of own the day-to-day relationship with the
client.
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:And so I have a question about that.
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:From your start,
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:20 something years ago in sales to where you're at now and where you're seeing a shift in
the trend.
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:How about as far as salespeople in general compared to the trend, do you see different
attributes within salespeople, different motivators?
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:And maybe you could dig into that a little bit.
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:Yeah, well, at the core, the fundamentals of sales has never changed nor will ever change.
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:That said, there are things that have happened over the years that have created
opportunities for salespeople to get better.
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:One in particular, just their ability to get information so quickly in their hands.
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:You know, oftentimes an example of that is when we're coaching sellers, we'll say to them,
whether it's an outreach note or kicking off a meeting, like how dare you kick an outreach
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:note or meeting note off without doing a show me you know me, without showing the person
of the
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:team you're meeting with like, by the way, congratulations on this, where they're looking
like, of course he should have known that.
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:It's been all over the wires.
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:Like back in the day, it was a little bit more difficult to kick a meeting off where they
show me, you know me because it was just harder to glean information.
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:So that would be something in particular that is just violently changed.
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:A salesperson that goes to a meeting today, if they're not already half informed about the
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:the company, they're going to get laughed out of the room, virtual or in person.
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:Where at the past, it would be, take as much time as you want to learn about us, you know,
because you couldn't have found this information anywhere.
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:So that just in particular has really changed.
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:You know where I'm going and I'm thinking about this, and it's kind of funny, is I'm
thinking years ago, right, you could go into a prospect's office and sit down and you
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:might see a painting in the back of a horse.
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:and you'd mentally make a note, ooh, Mr.
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:Smith likes horses.
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:That's our common, and now I'm thinking everything is digital as you're horse coming
across as a race car or something else where you can't even keep, know, where we've gone
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:digital that that whole thing has just changed too.
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:Yeah.
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:And, and we should already know the guy likes horses before we even start the meeting.
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:Exactly.
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:about that.
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:That's changed.
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:I mean, it's a little thing, but just the dynamic of that is kind of interesting.
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:Can I just tell you what you totally remind me of you guys was it's a key and peel skit
and it was supposed to be a play on the gosh was it was a
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:It was a Kevin Spacey movie and he played the, like he, like the twist at the end was he
was that guy.
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:I forgot the name of the movie, but basically he and Peele did a scene out of there where
the detective is like interrogating him and the guy's like, so, and then he's basically
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:riffing based on all the posters and pictures he sees behind the detective.
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:So he's like, so what's your name?
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:And then there's like a picture of a horse named like Billy.
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:He's like, Billy.
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:You've got it.
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:I will send you that link, Stephen, because I think it's what you just articulated.
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:It's such, it just, it's on the nose and it's pretty funny.
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:If you haven't seen it, hilarious.
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:Yeah.
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:I'm in.
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:sorry.
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:I didn't mean to digress, but it was just cracking me up when you were just describing it.
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:was like, my God, it's a Keane Peel video.
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:Too funny.
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:Too funny.
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:What do people want to know when they bring you on to coach?
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:sales teams for example, what are they looking for from you to is it inspiration, is it
reminders, is it all the above?
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:If they get inspiration out of it that's a bonus I tell folks I either coach individually
or teams.
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:You know if you get inspired that's an extension benefit.
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:The goal is to get great at the basics right.
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:Everybody talks about getting
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:getting back to the basics.
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:My running joke is I need to get people up to the basics, right?
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:In terms of sales, there were just some fundamental things that sellers need to be great
at and skills.
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:And one of the things we're trying to do is, and I need to be careful about how I position
this, but
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:My belief is this whole methodology thing that's been around for years, I think that's
starting to lose a lot of steam.
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:They're way too complicated.
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:They're way too difficult for salespeople to be trained on and implement.
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:We're just trying to help companies look at, they're just defining skills, sellers have to
be great at, right?
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:Right.
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:Let's just focus on that.
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:I.E.
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:Can they manage their business?
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:Can they manage their time?
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:Can they get meetings?
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:Can they prepare for them?
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:Can they ask good questions?
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:Can they deliver their value proposition?
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:Can they do some level of competitive positioning?
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:Can they manage proposal requests?
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:Can they overcome objections?
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:mean, do we have to call it a methodology?
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:Can we just be great at those skills?
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:So that's kind of where we're at.
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:if I can, well, let me stop there, but there's one really cool thing we're doing with
companies, but I'll stop there and see if there's any follow on question from that.
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:For me, you've nailed it on the head as far as like, I left in 2017, okay?
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:So like for me, it's like all those, the rigmarole and discipline that I had to when I
worked at a tech company, I hate to say it, but you're giving me like flashbacks of like,
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:oh my God, do I have to go back into the CRM and update everything all over again, over
again?
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:Now running my own business, I understand why we needed to do it now more than ever, but
back then, man, that's-
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:If I could have had someone help me with that portion of it, because that's like the
mundane data entry.
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:Who did you speak with?
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:When's the last time you talked to them?
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:Like all that stuff.
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:So how do you help particularly field reps maintain that level of discipline?
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:Because I'm hearing you, but I remember my like terrors of like, my God, I just been on a
plane all day.
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:now I got to go in the CRM and update everything.
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:How do you address that for sales professionals?
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:Well, if you take a step back, what's the most important asset for a seller?
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:Information.
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:Right.
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:Right.
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:And so you help sellers understand how important that is.
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:And the fact that part of what we teach salespeople is to manage up.
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:Point being, when a seller is complaining and confetting and bemoaning to me that their
manager is doing this, I stop them in their tracks and say, time out.
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:That's an indictment on you, not your manager.
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:The only reason I ask in my manager training all the time, raise your hand if you like to
micromanage.
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:Nobody ever raises their hand.
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:I'm like, did I ask the wrong question?
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:Let me ask it again.
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:Come on, managers like 30 of them in a room, raise your hand if you like to micromanage.
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:Nobody raised their hand.
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:And I'm like, okay, you're confirming my point.
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:None of you wake up in the morning and say, I cannot wait to micromanage my sales team.
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:No, but you all have done it, right?
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:And everybody.
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:30 out of 30 will go, and you're probably doing it today, right?
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:And 30 out of 30 will raise their hand.
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:I'm like, you don't like it, do you?
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:And they're like, no.
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:I'll say, so get your sellers to bloody manage you.
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:Get them to manage up.
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:And so that goes back to the point of sales hygiene and information.
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:You can't do that as a seller if you're not inputting and first of all, tracking and
recording the right information and then
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:making sure from a sales hygiene perspective, you put it in there.
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:So our big thing is managing up, which is kind of a unique way of looking at it, right?
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:Yeah.
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:I was going to say too, I think you make a good point when you have a CRM, I think the
differentiator between your people that truly are sellers want to put that information in
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:because that becomes their holy grail of the information and allows them
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:to manage up when I think manage up, think, hey, manager, please help me.
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:Can you jump in on this call?
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:I've gotten to this point, I'm stuck here, but let me give you all the details.
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:And can you help me because I wanna close that business.
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:I want that.
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:So it's managing up and pulling when needed.
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:Now, not all the time and not using it as an excuse, that's the key.
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:But I think that is a big differentiator.
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:I always think in sales, there's a big difference between
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:want to and have to.
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:And if you can inspire want to, huge, huge differentiator.
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:just do a double click on that all day long.
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:And quite frankly, one of the things, I'm going to just do a quick riff tonight.
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:One of the things that's sadly missing in the corporate revenue world, and I ask this all
the time to chief revenue officers, and I do it as a joke when I first meet them, I'll be
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:like, can you do me a favor?
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:You can screen share.
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:Can you pull up an individual coaching plan of one of your sellers?
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:I'm like, and not the scorecard, not whether out of revenue.
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:And I tell them, I don't care about revenue.
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:Like I don't care about the scorecard individual coaching plan that you and that person
are working on a you and one or, or them in one of your directors or RVPs.
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:Well, you can pull it up and show me where they are against competencies and skills and
where they are against them and what their next step.
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:And they're like, we don't have that.
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:No one, no one in 24 years.
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:has pulled up an individual coaching plan.
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:So what we're trying to do is work with our clients to say, at some point in the future,
everybody in the revenue organization is going to be able to go, hey, here's my ICP, my
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:individual coaching plan.
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:And I'm really good at this.
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:I'm really good at that.
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:And I'm working with Deanna on asking better discovery questions.
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:That's my weak spot.
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:And for the next month, this is what we're doing.
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:Isn't that all you coaches out there, all you managers and leaders that say you're
coaches,
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:Why don't you have an individual coaching plan with your team?
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:That's resonating big time in the marketplace.
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:mean, big time.
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:Cause everybody knows the second they hear that they're like, he's so like, he is so
bloody right.
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:How dare we not have that?
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:Good for you.
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:Yeah.
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:So that's been, that's been a real winner in terms of a theme and a mantra, right?
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:Yeah.
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:Hey, traveling sales lady.
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:I just had a thought.
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:Is it time, Sia?
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:Is it time for our Click to Commerce segment?
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:I think so.
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:sleep with your head in the wrong position is a pain in the neck.
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:You deserve Towsie Comfort for head, neck and back support.
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:Go to TowsieBrands.com and get your comfort on.
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:What do you see, Stephen, I'm curious, in the eyes of a seller that is super, super
excited, where you can tell you're coaching a team and you see it in the eyes or you hear
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:it in the voice, what is the fun part that you think lights up salespeople?
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:In addition to, hey, I hit my goal, I got money in the bank, I did that.
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:What do you think are some things that light people up?
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:I've been saying this for years.
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:I don't think most sellers are money motivated.
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:But that's the thing, but it's funny when a seller's interviewing for them to say they're
not money motivated, they think that would be taken the wrong way.
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:So everybody says it because they think it's the answer they're supposed to give, but I
don't think that's what motivate them.
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:think what motivates a seller is them gaining outcomes on work that they're doing, them
gaining positive feedback from their boss or from their peers.
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:them gaining positive feedback from a client or a prospect telling them they're doing a
good job.
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:To me, that praise will always be the bank.
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:That's the bank of goodwill.
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:That's the tank that any seller needs to be full or trending towards full.
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:Those are the things that motivate sellers.
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:I agree with you.
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:It's all about feeling good.
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:You know, you gotta, I think sales is tricky.
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:You have to perform, you get paid to perform, but you've gotta feel good.
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:You gotta feel good about what you're doing and who you're working with and who you're
meeting with and all of those circles.
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:Yeah, and we're not, I tell sales all the time, we're not saving lives here, gang.
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:Be yourself, don't ever change.
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:I can't stand any of those trainings that say, personality, hey, mirror person, no, no,
no, no.
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:For the love of God, you work with me, you will never change one iota of who your
authentic self is.
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:Because again, that is just so overrated and overblown and complicated.
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:And so, and that's the other thing, just have fun to your point, Deanna.
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:Just have fun and have fun with people.
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:Most people want to have a good time when they're talking to a seller.
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:They want to admit that it was a good conversation.
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:left me with a memory.
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:laughed a few times.
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:You know, uh, sometimes I think salespeople are so bloody rigid and I got to follow this
and I, I, I'm up against the clock and I can't have a joke.
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:I, it's like, what's the man think about it?
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:What's the main goal of any salesperson at the end of a meeting?
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:What's what's 99.9 % of the time.
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:What's the only goal of a meeting.
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:I was gonna say get it to the next step.
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:That to me is what did you come in for the objective?
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:Did you meet it?
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:Just to get another at bat to get another meeting.
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:Yeah.
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:And so what's the rush?
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:One of the things that I'm seeing with sellers I'm like slow down.
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:There's an old adage, take your time to hurry up.
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:Slow down.
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:Yeah.
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:They're not gonna say yes to you today.
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:They're not gonna say yes to you in the next meeting.
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:Some of these sellers I'm selling have a year, they're trying to sell.
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:$700,000.
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:Just live for another moment.
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:And so when sellers gravitate towards that, they're like, then I can have fun on a call.
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:I don't have to feel like I'm speed dating this relationship or speed dating this deal.
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:I can just have fun and let it just happen.
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:And I'm still following a process, if you will.
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:And so I'm just trying to encourage salespeople to just have more fun on their calls.
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:So it sounds like to me, really, what you're emphasizing is getting away from that
transactional relationship and more truly a real relational relationship type engagement.
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:So how do you overcome that for publicly traded companies where, mean, come on, I mean,
look, the reason why sales is so much fun is because for sales folks, you can let your
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:personality shine.
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:As you say, your authentic self.
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:But how do you balance that with, I can assure you, if it took me a year to do a deal, I
would have gotten let go of my position in the roles that I was in.
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:So how do you balance that and how do you address that?
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:Well, depends on, course it depends.
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:Every seller that goes to a company, there is an average deal length that they're told on
day one.
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:Like if Deanna tomorrow was to start a new job and you were her boss and you said,
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:Deanna on average it takes eight months and three weeks for us to close a deal.
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:If you're six months in, you shouldn't be getting anybody.
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:Now there's benchmarks and are you achieving the benchmarks in terms of the deal flow?
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:But if you haven't closed the deal, you shouldn't have closed the deal.
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:takes eight months.
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:And on the flip side, if the average deal length is 47 days and you're six months in and
you haven't closed the deal.
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:Okay.
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:Something's not.
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:something's off here a little bit, right?
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:So your question is a good one, but it has to be rooted in benchmarking and what's real
and what isn't real to make it sort of a real, whether or not it's time for having a real
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:conversation or not, I would like to say yes to that.
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:Maybe because like I said, because I spent a lot of time in tech.
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:You know, the idea of it being as this, I think the argument would have been is,
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:Well, then in your pipeline should always be in different, you should always have multiple
stages, multiple opportunities in different stages.
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:So as one is funneling through, you always got that train flow kind of thing.
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:So can I ask you this?
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:Because, it's, there are different personalities that resonate and let me be very clear.
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:One does not need to be an extrovert in order to be successful in sales.
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:Okay.
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:That is not what I'm trying to say at all.
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:But I do notice that, like, let's say, for example, our different roles within sales,
right?
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:You've got your business development, right?
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:The quote, person that seeks out the deals, the hunter, right?
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:The name that we'd often hear about.
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:And then you have those that are account managers who are, they farm the account.
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:So they're very relational and maybe manage a little bit more of that day to day.
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:And then there's the inside, for example, inside sales where they really are truly Johnny
on the spot.
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:They're sitting at the desk, can catch the...
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:the paperwork stuff, if you want to call it that.
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:So how do you address that, like in your coaching?
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:Do you deal with one group of sales more than other, or is it all job descriptions?
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:It varies.
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:If there are common skills that all those different three or four group functions and
roles you mentioned, if there are some common traits that they all have to be good at,
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:then they can get trained together.
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:and then separate it out in workshops back to their own group for the workshops.
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:But there's also times when certain roles and functions have different skills that the
other groups don't have to be as good at.
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:so, you know, you were diagnosed, you know, any training company is diagnostic in terms of
who would get that and who wouldn't get that.
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:If you will.
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:so that's kind of how that, that plays out.
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:And with Stephen, know on the fun side of sales, you've been to some pretty cool
countries.
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:Where's your favorite place to travel to from a, I'm going to ask you business and
personal.
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:Business, where's your favorite spot?
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:My two favorite spots, at least domestically, is probably Washington DC and the West
Coast, the San Francisco area, partly.
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:the West Coast because I've been there so often.
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:actually know it better than even when I grew up in Boston.
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:I know the West Coast better than I even know Boston.
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:In DC, because I like to walk and it's just a great walking city, walking the monument.
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:so those, those two sort of jump out.
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:And, and, and I think a second thing is any smaller kind of city like, the second cities,
I think it's so much more fun than the, than the big.
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:huge cities and so forth.
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:then internationally, I'd probably say my favorite one might've been Stockholm.
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:I went to an ice bar where you can only have two drinks.
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:If you've ever been, maybe, but you have to wear a snorkel and all the glasses are made
out of ice and there are 25 vodka drinks.
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:so, but because the colder you are, the quicker alcohol goes to your head.
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:Literally.
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:after one, you're already like, woo.
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:And so they just, they will not serve you more than two.
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:And the entire bar is made of ice.
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:The bar is made of ice.
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:Everything's made of ice.
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:So the only thing that's not ice is the, is the suit that you have on.
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:That was just the coolest.
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:That was the thing.
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:Literally, literally the coolest thing.
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:Hey, check mark.
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:That was so cool.
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:Yeah.
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:It's interesting that you mentioned some of the little,
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:know, different cities.
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:I was last year in Saratoga, New York, and I thought to myself, last time, convention
center was across the street from a hat shop.
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:And you think about that.
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:I cannot remember the last time I was in a hat shop.
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:I don't even wear hats.
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:So I'm not even sure why I went in, but it intrigued me enough.
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:had kind of a break in between.
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:wasn't long enough to go back to the hotel, but it was happening.
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:I'm like, I'm going in.
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:And I just spent like 15 minutes looking at different hats.
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:They had these funky purses for people.
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:was very unique.
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:when I left there, I thought to myself, I wouldn't normally go to a hat shop, but I'm glad
I did type of thing.
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:And that's in Saratoga for anybody that's traveling to that convention center.
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:I had never been to Saratoga.
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:In the last two years, I've gone to Saratoga.
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:Believe it not, just so funny you bring that up.
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:That main street they have there with all the restaurants is awesome with a capital A.
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:Anybody that listens to this, go to Saratoga.
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:Sure, the horse racing's great, but there is a street that has one restaurant after
another and it's just got such a cool vibe.
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:I highly recommend it.
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:And I bet you now if you go, you're going to be searching just because the hat shop.
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:Maybe I would love to see hat jobs hat hat hats make a comeback.
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:I think hats are so nice.
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:They're cool I think they're I think they're especially on women.
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:I think they're so adorable on women Yeah, good stuff.
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:can say that in this right?
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:Yes, you can yes you can so as we kind of come up to the the half hour mark Steven any
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:Anybody who is looking, let's say someone's in college, they're graduating in May, sales
used to and still can have a stigma around it, right, of, stay away from those people.
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:Nobody likes to be sold, right?
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:To me, selling is just, if you get really good at it, it's really just about having
conversations and seeing if there's a fit.
376
:And if not, you make a new friend and a new connection and you never know down the road.
377
:if you circle back in same capacity or a different capacity.
378
:what would be one piece of advice that people could take from you as a very tenured coach?
379
:I don't want to say the old guy.
380
:No, I'm kidding.
381
:I'm only kidding.
382
:I know you well enough.
383
:But a very tenured, very experienced, very successful coach of an organization, what's one
takeaway piece of advice?
384
:Yeah, I would say I'm going to...
385
:sort of dot, dot, dot, where you just talked about, buyers don't want to be sold.
386
:All they want is a salesperson to help them make a decision one way the other.
387
:And so the key word and theme that we use throughout our entire engagement is a
salesperson's, success all comes down to their ability or inability to communicate.
388
:Cause fundamentally that's what we're doing all day long, whether it's an email.
389
:Whether it's a zoom call, whether it's an in-person meeting, whether it's a proposal we're
writing, whether it's overcoming an objection.
390
:If you think about it, it's either a written skill or an oral skill or all we do all day
long as a seller is we communicate internally and externally.
391
:So if you've ever come to one of my sessions, you probably wouldn't have been asked that
or you would have continued talking to Dan and you would have said, cause Steven, I know
392
:you literally all you talk about in your sessions is,
393
:Your ability or inability to communicate is what sets you free.
394
:Right.
395
:Now what's interesting though, here's what, here's another thing has changed in 24 years.
396
:Think about now how many colleges where you can get a minor in sales.
397
:It's crazy.
398
:I actually lecture at where I went to college and there's now, think 470 colleges in this
country that offer sales as a minor.
399
:And it is hotter.
400
:Then Bryant University, local New England is on fire as another college that's doing
really good in that realm.
401
:So now today, kids are coming up with a minor in sales and the whole thing has changed.
402
:They already want to get into sales.
403
:It's just a dramatic shift.
404
:It's crazy.
405
:That's awesome.
406
:That's awesome.
407
:Well, great.
408
:See you.
409
:Any parting words from you and your tech sale?
410
:background and how this all ties together?
411
:just, it is so funny because it's sales to sales.
412
:doesn't matter what industry you're in, right?
413
:It's all about relationship as you had said about, do you have the ability to communicate?
414
:Can you make the people that you are, you know, your clients or your buyers, are they
comfortable with their decision?
415
:It's like, like us going to a retail store, right?
416
:Like do I feel good buying that pair of shoes that I don't need, but darn it, it's so
cute, right?
417
:And sometimes you do need shoes, right?
418
:And that's the whole thing around it.
419
:So big, big, takeaways on that for sure.
420
:I'm so glad that we've connected finally after a lot of scheduling and as is sales.
421
:Our travels, know, our schedules are sometimes not ours at times.
422
:So.
423
:Yeah.
424
:No, it's, it's, it's been fun.
425
:It's funny.
426
:You just brought up something that I think is another like last, I'll give a last like
point on, I think what it takes to be great in sales today is how do you go in?
427
:a meeting and drive a need.
428
:Old school consultative selling, which the three of us have been around, is go in and
understand somebody's need.
429
:The problem today is the world is moving so fast.
430
:These buyers are so overwhelmed that we meet with, half of them don't know what they don't
know about what they need.
431
:So if you really want to be successful today, anybody watching this, figure out a way to
drive a need.
432
:These are the questions you ask.
433
:where people in a meeting look at you and say, I didn't even think I had a need, but based
on the fact we just talked about that, that to me is the Shangri-La moment in sales when a
434
:buyer in a meeting says, geez, I didn't even think we had that need, but geez, based on
what we just talked about, I guess we do.
435
:Because otherwise that meeting, I call it a patty cake meeting.
436
:Otherwise that meeting would have been patty cake, patty cake, bakers, man.
437
:And you leave and you make a friend and you end it to your point, but you didn't move the
needle.
438
:I think today to really be great in sales.
439
:You got to go in driving needs, not just understanding needs.
440
:Yeah.
441
:Yeah.
442
:And it's almost like to your point, it resonates with connecting the dots for them, right?
443
:People are so busy and it's just connect the dots for them and let them see it.
444
:And then the best feeling is when they are nodding, aha, you see the light bulb going off
because you've driven the connection of the dots.
445
:You know what we call it?
446
:Listen client into
447
:buying.
448
:Listen, client into buying.
449
:That's when you reach the hall of fame of sales when you can listen, client into buying.
450
:like that.
451
:I like that.
452
:That's going to be my takeaway from you, Steve.
453
:That is awesome.
454
:That is like, I hope people are taking notes.
455
:That's all I'm saying.
456
:We're having fun, but we're also taking notes.
457
:So I hate to wrap us up here, but so Steven.
458
:How can we all get a hold of you?
459
:What's the best way that we can get people to connect with you to learn more?
460
:Yeah, again, the company name is Coach Media.
461
:The website is coachmediapros.com.
462
:Coach Media was taken when we launched the company, so it's coachmediapros.com.
463
:our phone number is 978-265-6001.
464
:That's how you can connect.
465
:Thanks for asking.
466
:Thanks a million.
467
:We had fun.
468
:We had fun.
469
:Good stuff.
470
:Thanks so much.
471
:See you.
472
:Always fun with you.
473
:Always fun too.
474
:Always fun.
475
:Yes.
476
:And so guys, so yet again, here's the thing about sales is we have a lot of experiences
and I think a lot of there are definite different methodologies.
477
:I'm just going to sum it all up here, which is this.
478
:It has evolved the quote techniques that we have learned in the past 30, 40, 50 years.
479
:I think rudimentary humans are still human, right?
480
:But I do believe what you said, Steven, is ultimately you've got to have that level of
communication skills to evolve to whatever's trendy or on trend or whatever the need is.
481
:Technology has accelerated our need to be valuable to our prospects and our clients, et
cetera.
482
:So ultimately it's this.
483
:Lean in with your personality, with who you are.
484
:educate yourself because I think that's another thing about sales is you really got to
know the industry and business of your clients and I think you know if you're likeable
485
:people will buy from people they know like and trust and I always think that's always that
fundamental thing so Traveling sales lady.
486
:That's all I have to summarize our great chat today with Steven.
487
:Thank you so very much Want to bring it home?
488
:We will see you next time.
489
:Yeah, appreciate it.
490
:Always fun.
491
:Always engaging and we will see you next time
492
:Love it.
493
:Thanks everyone.
494
:Thanks everyone.
495
:Bye.
