36: Asking for Referrals + John needs your vote!

all right let's get going here hey everybody it's john barrows with j barrows consulting on make it happen monday happy monday everybody hopefully you're all having a good day and had a great weekend uh coming here to the old home stretch here i uh i spent uh last week was a bananas week for me i was in uh let's see dc atlanta and dublin and then came home and then this weekend i was going to do a kind of a little bit of downtime this weekend but found out my daughter got into a commercial so we went up to burlington vermont for the entire weekend to watch her shoot a video she's seven years old so it's pretty cool to watch her kind of go through that process and uh it was a fun learning experience for me but anyways back on track this week this is my last week of absolute bananas and then i'm shutting it down as of friday because i need some mental break here before i go absolutely crazy um and also before sales kickoff uh season starts because i um that's my busiest time of the season so a lot of what's happening this week i have two training sessions this week but i also have um uh some planning sessions with my team so morgan my ceo megan and then this kid lucas who's helping me out with planning and doing a lot of the social stuff we're all getting together on thursday and friday and really going over what the year looked like like what we did good and what we did bad this year what we could improve on and then setting some plans and some very specific goals for next year and i'm going to talk about that later after i hit on this topic today of referrals but you know one of the most important things i think everybody can do right now with all the insanity that's going on is force some time to reflect on what happened last year and also think about planning what next year looks like so you're not just stuck going through the motions right because you get on that hamster wheel it's hard to get off if you're not setting goals then somebody else is dictating the path and and you're just along for the ride if you're setting goals then you have a chance at dictating where you go so for instance take your quota next year forever whatever your quota is and double that and say okay if my quota is a million dollars or if i have to get 10 or 20 meetings a month or something like that then i'm going to take that i'm going to get two million dollars i'm going to take it and make it 30 meetings a month and see how i back into those numbers and what activities i need to be able to do to hit those targets and then map out what your activities need to be able to do on a daily basis to be able to hit that so we'll talk a little bit more about that because there are some questions that came in i posted a question out there on social about what you guys wanted me to talk about today and one of the topics that came up was referrals so hit on that first and then address some of those questions but the referral thing um i'm going to talk about this in context in a couple of different ways one is asking for referrals from people on like linkedin or or just partners but then also asking for internal referrals within organizations and the premise here is i think people are super obviously referrals is a great way of sell when when somebody you know makes a suggestion to somebody else and say hey john you should talk to this person and that's somebody i i value their opinion i will talk to that person and i will have that conversation and so those are the warmest most open conversations i've had is when somebody else suggests i talk to somebody and there's a trust factor there the problem is is that most people are super lazy when dealing with or asking for referrals you know and i'm going to use linkedin as an example here i was a super early adopter on linkedin i was you know i think i was member 10 132 so way early on i didn't even know what linkedin when it first what it was when it first came out i was just yep sure okay fine i'll just accept all this stuff and so i have well over 10 000 connections on linkedin and i get at least at least five to ten requests a week from people saying hey john i see your one connected to so and so whoever that is uh could you make the introduction for me now my answer to that every time if that's the approach is hey i see your one connected to so and so could you make that introduction my answer to that is always absolutely not or i might not even i might not even uh respond to you if it's that generic of an approach right because first of all the likelihood of me knowing who you're reaching out to on my linkedin i know less than one percent of the people on my linkedin profile i've gotten to the point where i just accept everybody because i i'm taking a different approach to most uh on linkedin where i'm trying to get as many people i'm trying to connect with as many people because i want to i'm doing the personal brand building pretty heavy because that's my company too i still recommend other people do it but before i was doing the jade barrows brand what i would do is i was very selective about my linkedin network if you requested a linkedin request for me i i would reply back and say look i'm happy to connect with you let me just make sure we set very clear expectations about how i manage my linkedin network if i'm connected to somebody if i'm one connected to somebody and you look for a recommendation or a referral there i'll make that connection and i expect the exact same thing from you so if i see your one connected from somebody and i want a referral to somebody i expect you're going to make that if i take the right approach that's how i used to deal with it because i was a sales rep within a company and my network was pretty tight now i've just opened it up to say all right i want to connect with everybody it's a different strategy now based on what i'm doing but that said since i've shifted that strategy again i know less than one percent of the people that are in my in my network well enough to to say oh yeah sure no problem go talk to that person or for them that person to recognize a referral from me being like oh yeah who's john yeah i know him but uh you know i don't really know him so first of all likelihood of me knowing the person you're reaching out to not i and the likelihood of me knowing you well enough to put my name on you way lower i mean i could have met you five years ago at an event or something like that or trained you five or six years ago i mean you could be an axe murderer for all i know there's no way i'm going to put my name on you if you're going to take this generic approach but if you go on my linkedin profile and you say hey john i see your one connected to morgan for instance say morgan and i weren't working on it and i see your one connected to morgan and man i've been following him for a while now and i've been noticing his sdr chronicles and and you know one of the things i wanted to talk to him about is we're working with a lot of other people like morgan and we're helping them address these challenges and i was wondering could you make that introduction for me so you almost ghost right the email right so i can just really just forward it along with the morgan if you do that your chances of me making that introduction go up exponentially right so you know i look i'm probably not going to put a ton of weight behind it but i'll say hey morgan this kid puts some effort into it um you know take a look let me know if you're interested if you are let me know and i'll make that connection right so it goes up exponentially if you put in that type of effort but i'd say out of the say i get 10 requests a week maybe maybe one of them is personalized to that person as opposed to just hey john could you make the connection and this goes also back to just personalization in general this weekend because i was sitting up in uh in burlington vermont with not a lot to do but sit there you know watch the set get broken down and set up and there's a lot of downtime so i did a lot of downtime stuff and one of the things was i went into all my linkedin messages and i had over 500 messages on linkedin and i feel bad because i don't really i don't check my messages all that often on linkedin because i get so much spam on there it's usually people trying to pitch me a product in a generic page or hey congratulations on your work anniversary by the way don't congratulate me on any work anniversaries it means zero to me that you do that i i hate to say it but it's more spam than anything else so anyways there was a whole bunch of that crap and so i just started mowing through every one of them and you know only 35 of the 500 plus i think i forget what the total number is but only 35 of them were actually personalized where somebody went on and had a real reason they were reaching out to me and wasn't a template 35 and it was it was i did the numbers it was 0.05 of my messages on linkedin were customized to me so guess which ones i responded to 35 of them it's the same thing with the referrals okay so the more and i get it i understand we're trying to do things at scale but if you are genuinely reaching out to somebody to make an introduction for you to somebody else that you want to get in touch with you better put in the effort all right and that is so that's linkedin that's kind of the obvious approach it's same holds true for existing accounts so say um say you're working with a customer and you're doing some really good work with them in a certain division or whatever it is but you want to go high wide and deep right you want to get into a different department in a different organization you know different part of the org chart if you will so let's use the easy ones like sales and marketing say i'm training sales and we're doing we're crushing it on the sales side of the house and i want to go talk to marketing well unless you have your champion of all champions right where you're like hey you know so and so i know i know we're crushing it for you you mind making the introduction to marketing i'd really appreciate it look if you if you have that kind of relationship then go for it most of us don't with our customers most of us don't have that like hey you're my boy type of thing do me a solid and even if you do i still don't think you should take the hey do me a solid and make that recommendation right you still need to put in the effort so when you are going high wide and deep within existing accounts you can ask for referrals in one of two ways or you can leverage that relationship in one of two ways one is you go after the person that you have the relationship with and you ask for the referral the other is you go after that person that you want to talk to and reference this person so i'll go through both options when i'm working with somebody on the sales side of the house and i want to get to somebody on the marketing side of the house i gotta go find out what's going on on the marketing side of the house to have a reason to make the introduction so usually that comes in the form of doing research on them you know having doing some homework um you know looking on their website or looking at the linkedin profile of the person that is that is head of that division so i can say to my point of contact hey sarah you know we've been working together for a while now and from a sales side of the house and i really appreciate our relationship here and use this phrase as i learn more about your business i actually noticed some really cool stuff going on on the marketing side of the house and i was wondering if you could make an introduction to me over there because a lot of our clients who use this over here on the sales side also leverage us over here on the marketing side and i'd love to just see if that could be something we could work on together could you make that introduction so again there's got to be that reason right so that's if you you know that's the approach i take if i have a pretty solid relationship with that person and i think they will make the recommendation but i again i have to almost ghost write the email about why so they can just forward it over and do no work the other approach is if this person isn't really i'm not really tight with my main point of contact i have a decent relationship with them but they may or may i don't you know they may or may not make the recommendation um then i'll go after the other person and i'll reference this person so as an example i'll say something like on the mark say i'm going to say sarah's on the sales side of the house and jim's on the marketing side of the house i'll still again go do my research on the marketing side of the house find out why i want to talk to jim and why it's different than what i'm talking to sarah about and i'll say to jim hey jim i've been working with uh sarah for a while now to address your sales needs in these areas and man we've been doing some great stuff together over here again as i learn more about your business i noticed the stuff that you're doing over here on the marketing side of the house and i would love to talk to you because a lot of our clients again who use this over on the sales center house leverage us on the marketing and this is why what's the best way to get some time on your calendar so that way you've separated the conversation right because if sarah catches wind that you're trying to expand without really without leveraging her but it's something that's something similar to what she could address she's probably going to get pissed off but if it's totally separate now it's oh sorry sarah i didn't realize that you you know you also manage that stuff as well that's why i was just trying to expand the audience here because we bring value in different areas so you might still piss off sarah but at least you did it and it was a separate conversation so the overwhelming point here is to make it easy for the person that you were asking for the referral from to make that referral by giving by having a reason why you want to talk to this person and almost writing it out in that email and then asking them to pretty much forward it over to you and then the last piece on referrals i'll mention is when we're dealing with partners all right we do i used to deal with a lot of partners and we'd always have this this you know we grab lunch or something or breakfast or you know to a new partner and say oh yeah let's definitely share some leads you know like why don't you go back to your office and i'll go back to mine and uh and i'll look to see if there's anybody that fits your profile i'll make some recommendations and you can do the same we'll start there and then we'll see where it goes and then it would never you know nobody would ever go back to their office and just hand out two or three people for them to talk to so what i used to do is i would just again it would make it very easy for people to make referrals for me and this goes to customers as well by the way if you're looking for external referrals to like other customers that fit their profile first of all two things you have to do one is you have to identify and do a one-pager on the exact ideal customer profile of the type of clients you're looking for right size industries scenario whatever it is as tight as you can get it like look these are the type of clients and i recommend focusing on your tier one ideal customer profile then come up with a list of i used to call my hit list right where these are the these are like the 25 these are the 50 logos i absolutely want to get into because i've done that profiling exercise and i know these are the ones so for instance i used to carry that list around with me in my back pocket as it printed out every time i had a conversation with somebody and so when the conversation came up and hey why don't we make some referrals for each other what i would do be like great you know what here instead of just going back to the office and i would open up that list and be like do you know anybody on this list because these are the exact accounts that i definitely want to get into and they'd say oh yeah absolutely i know that okay could you make those introductions for me and by the way before you do let me go back to my office and let me go kind of see where i stand with each one of them as far as who i'm talking to and those type of things and i'll send you an email on each one of those about the reason i want to reach out to them and then you can just forward that along would you do me that favor yeah absolutely john no problem so or if they didn't know anybody on that list then i would say okay well here's kind of my my really specific ideal customer profile here uh if you could find somebody within your territory or within your region or within your customer base that fits that profile those are the referrals that i want so again you've got to make it easy for people because if you don't they'll never do it um and and that's goes for existing accounts that goes for new accounts um that goes for you know linkedin that goes for any of any other way you have to do the work to get to earn the referral okay and just don't be lazy with it and also with the linkedin stuff if you really genuinely want to connect with somebody on linkedin just don't personalize it because just uh you know especially when you're reaching out to influencers and stuff like that like i can't tell you i there's people out there that have way more connections than i do and you know keenan's one of these like he actually did a linkedin post of all the different messages that he had in linkedin and how none of them were personalized and it really does just kind of like yeah all right okay fine you go into this bucket but if the people that want to leverage and network and and really get the most out of these relationships they put some effort they add value they have reasons those are the ones that i pay attention to and those are the ones that the executors pay attention to as well all right so i'm going to kind of stop on that one and open it up to q a right now um and again we had some questions that came in before this but if you have any questions right now that you want to jump in on uh by all means um hit me up right just right into the the chat form here in facebook uh but some of the questions actually richard uh good friend of mine richard harris how you doing richard i don't know if you're watching but um he asked what should reps be doing now to finish the year off successfully and prep for next year and that kind of goes to what i was saying prior to you know when i when i kicked things off here which is first of all right now go take a look at the blog post that i wrote last week on what you should be doing right now to figure out which deals in your pipeline are actually going to close it is december 12th right december 11th right now and if you don't know your deal is going to close by like if you don't have like a sign date where the client says yes we will sign on this date and you have a meeting on their calendar and you're just kind of and you haven't talked to them in a week or so the likelihood of it happening is not high but what i would do is for clients that i hadn't talked to in a little while and i'm getting nervous about i don't want to call just to touch base and check in and see where we are on the contract right that's kind of annoying what i would do is do what my favorite nugget is which is sending my summer an email if you haven't done this already again you can type in j barrow's uh favorite nugget and you'll find out what this is usually what i do is use this after every meeting that i have with somebody to to document our conversation and hold them accountable for it but if i haven't done it up until this point and i'm waiting and i'm kind of sweating to see if they're going to close or not by the end of the year i'm still going to leverage this same approach so what i'll do is i'll reach out to my main point of contact of the client that i thought you know that i think is going to close by the end of the year and say hey you know what i've been thinking a lot about our opportunity that we've been working on together here i'm really excited about moving forward with you i just wanted to make sure that we were still on the same page with everything could you do me a favor and review this just to let me know if it's all accurate and if i missed anything here and then just bullet out kind of the core stuff like your current situation is this your timeline is this your priorities are this and i mean that from a business standpoint but also from a decision-making process standpoint right so from a business moving into 2018 you're going to be you know focusing on xyz and this is what you're trying to accomplish and then but from this decision your your priorities when making this decision are one two and three well and rank them like this is the most important and this is you know everything else and then your timeline and whatever and and these are the next steps and see if they respond back if they respond back with hopefully some confirmation and stuff like that then you're obviously i think in pretty good shape if they don't respond back to that email and again this is factual stuff do not spin this from a sales standpoint don't say oh and we're the best solution you've ever seen in your life or whatever purely to confirm what you heard from them right if they don't respond to that i'd be real worried about that deal closing by the end of the year here okay so focus on the focus on the deals that you know you can close and don't focus on the deals that that are you're saying there's a chance you know those 20 percenters that you're just hoping on and you're going to beat them up and and don't just i don't know i'm i i get it i understand what's going to happen at the end of the year here with discounting but do your best not to use the discount close the discount close is one of the saddest closes out there when you've done all this work you've earned the right to close them you know you're the best solution and now you're sweating it because the end of the year is coming and you're not going to hit your target so you proactively call up a client and who will close who probably close in january right but you call them up and you're like hey you know what if you close in december 3rd by december 31st i'll give you a 20 off or 10 off that's just i really recommend against that unless it's an absolute necessity to hit your to hit your number um because first of all it really diminishes your value forget about the diminishes the price and discounting discounting diminishes your value and the value that the client sees in the product because if you positioned it at this level as far as value is concerned and then you you know all of a sudden discounted by 20 now they're looking at like well wait a minute like how much profit was in there for you guys are you just making up your prices so now i devalued your whole solution and you might lose the deal because of it by the way and the other problem with discounting is you give up that you say hey i'll close you know if you close by the end of the year um i'll give you this discount and they say yes and then they don't well now you're the asshole either way right because now january first of all you're probably bugging the crap out of them all the way up until the end of the year and then january hits and they're like yeah sorry i couldn't get to it our year end was crazy uh you still want to move forward here can i get that discount now you're going to be the jerk either way right you either have to tell them no sorry and everybody knows the discount doesn't go away i mean your profitability doesn't change between december 31st and january 1st so everybody knows the discount's still there um and and the other thing or the other thing you got to do is you got to be a jerk and go back to your manager and say hey boss uh can i can i extend that discount now you're going to be the jerk either way so do everything you can not to to use the discount close because it really diminishes everything that we do in sales um but again i get it we're going to have to use it um i would recommend if you do give away a discount get something in return and i don't just mean to sign contract get something like a testimonial or a case study or a multi-year contract you know what i mean say okay look i could probably knock 20 off if you sign up for a two-year contract if you sign up for a three-year contract or something like that or instead of 20 licenses you buy 30 licenses so at least have some teeth teeth to it uh so it's more than just you're just giving away a discount uh and you've heard me talk about this before but i'll throw it in again please moving into 2018 get the word discount out of your vocabulary and change it to the words flexibility and creativity all right look i'm i'm happy to get flexible with my pricing i can totally get creative here but get the word discounting out of your vocabulary all right because flexibility and creativity is a different conversation than discount discounts a dollar or a percentage off of the price creativity is hey let's talk about some additional things we might be able to add here multiple level contracts you know different departments involved uh flexibility entails the same thing so try to shift that conversation so that's where to richard to your question you know right now focus on the deals that you can close summarize it if you don't already know get firm commit dates not just yeah they're going to sign by the end of the month but when i i put yes no meetings on people's calendars when they say yeah john we're going to make a decision on friday great great when do you want to talk on friday so and i'll say this when do you want to talk on friday so i can get a yes or no from you either way and they'll say you know a friday afternoon is good what time on friday afternoon you know what and again say this you know what do you have your calendar in front of you and then and wait for it there'll be that little awkward pause when i realize that you got them and say look why don't we just throw something on the calendar here if we need to reschedule we can uh but this way i can get a yes or no from you either way and we don't have to play chase by the way i say that one too so we don't have to play chase letting you know we're going to play chase and i'm better at it than you are all right right that's my job for crying out loud so i'm gonna eventually get through and it's gonna be weird eventually right when i do get through so let's just throw it on the calendar so i can get a yes or no from you either way letting you know it's totally okay to tell me no all right yes is the best answer in sales no is the second best answer in sales maybe your no response is the absolute worst all right so you do those things to clean up your pipeline and focus um then end of the year force time to reflect on the previous year on how you did on your goals and and what went well what didn't go well and i would actually recommend um doing this where you sit down with a friend who knows you maybe a colleague like one of your one of your peers not your manager because your manager is going to have a certain lens but maybe somebody that you're you're friends with at the office and go out and grab lunch or something and say hey look could you give me some some honest feedback about where you see my strengths and weaknesses and be totally open to that feedback from a from a genuine standpoint of hey this is where i think you really do well this is where some challenges i see from you um i do that with my my colleague and peer chris merrill uh all the time he's uh who helps you started my first company for app networks he's the one who i partner with at playground partners and and we have this you know at the end of the year it's just like all right personally life goals personal goals professional goals feedback for each other about what we see as good and bad about you know challenges and opportunities for each one of us and it's just kind of that that level set from somebody you trust and again not your manager or not somebody who doesn't know you but somebody who knows you to sit down and do that self-reflection if you will and then plan out next year all right so look at okay what's going on next year and what do i need to be do to be successful next year and i don't just mean like yeah your quota is a part of that but also at the end of next year if you sit down at the end of next year looking back would you say well what would what would determine success for this year was it just a quota thing okay or is it that i made a certain amount of money because i was able to achieve this certain thing and i was able to buy that or i was able to take this vacation or whatever it is put that out there and and then back into the numbers i usually set life goals all right where where do i want to be in my in my personal lifestyle you know for me you've heard me talk about this before where it's all about for me it's not necessarily about revenue anymore it's about time and time back with my family and how much time do i want to give you know last year what i did was i blocked off mondays and fridays for so that i wouldn't travel i'm sorry i wouldn't train on mondays and fridays in the last week of the year i'm sorry the last week of the month that was what i set last year as goals so you know i travel on mondays and fridays but i wouldn't train on mondays and fridays because leaving on a weekend and coming home on a weekend that's tough for the seven-year-old daughter same thing with last week of the month last week of the month i tried to lock in and said look i won't travel i'll train locally here but i won't travel so i set those aside um and i even said stuff like i want to take my daughter to school at least five times a month i want to i want to be the one that drives and drops her off at school at least five times a month um you know personal as far as work out a certain amount of time that one i'm horrible at but those type of things you set down like what are your personal goals and then you figure out okay oh how much money do i need to make be able to hit that and then what are my activities i need to be able to do to make the money to live the lifestyle that i want to live and and you've seen this before i'll probably be posted again which is know your equation going into 2018 take your revenue target figure out what that needs to be based on the lifestyle you want to live and what you need to do with your organization and again i recommend doubling it so you can back into the numbers there and then figure out what's your average deal size and then what are your conversion ratios through the various stages of the sales process and so you can come down to okay on a weekly basis this is what i need to do i need to be doing this many activities every single week to be able to hit my targets all right that's the activity level and then you can kind of figure out along the way where to tweak the dials as far as how to increase or decrease the conversion ratios at each one of those stages um and then uh the last thing i'll make on that point is just make sure you're prospecting right now don't just focus on closing right now right because if you close everything in your pipeline and you start january i mean you start january one with an empty pipeline this is a very unforgiving profession all right because if you close everything out you could crush your year 2017 here crush your quarter in the fourth quarter right now but if you have nothing going into q1 next year and you lay an egg in q1 you're good you're as good as fire in most organizations no matter how good this year was sales is a what have you done for me lately profession and if you don't have consistency in your pipeline that's why for you aes senior aes out there don't just rely on marketing and sdrs and bdrs to fill up that pipeline look at that as icing on the cake own your target own your quota don't let anybody else uh dictate whether you succeed or fail on that all right if you sdrs and bdrs out there you know crush your quota and and really focus on the quality of the leads that you're giving over um so that you can you know again hand over stuff and be promoted a lot faster because you're doing the right jobs and you're working with your aes the best way okay uh i'll do one more question here uh christian uh sharkey this one ties into inside sales uh that's a bit how to improve demos best practices and common mistakes um actually this is probably a much longer conversation than that than i have here in the next two minutes but i will try to address it in one main uh thing to think about which is context over content you've heard me talk about this before gary v is the one who got me on this he says you know everybody talks about content is king content is king he says fine if content is king then context is god and that to me is marketing versus sales marketing is context sales is content if we as sales professionals are not putting any context around our content we are no different than marketing and therefore i have no idea why we're getting paid to do what we do so for instance um uh christian on your um on your demos content is you growing through every single slide and so we're about a 30 minute demo here that i'd like to go through with you and if you have any questions just let me know okay right um and then pause and it loses does that make sense does that make sense context is hey you know we're going to spend the first five to ten minutes here really reviewing or understanding what your priorities are and what you want to get out of this then i'm going to take that 30 minutes or those 30 slides and cut them down to the probably the 10 or 15 that are most relevant to you and then as you go through the presentation you highlight the parts based on their priorities and ask for their feedback so instead of saying does that make sense you say stuff like could you give me an example of how you see that fitting into your existing workflow or could you give you could you give me an example of how that compares to what you're doing now that right there is how you you you have a conversation with people you don't pitch them on anything you have that slide deck and you kind of highlight the ones that are most relevant it's the same thing with um you know with presentations and demos and those type of things people want to be talked with not to all right that's the biggest piece of advice i can give you now there's a few other questions here that we'll go into and i'll answer them on on facebook um the one final thing i will ask is this i'm going to do another make it happen monday next week so you know hit me up with questions i'm i need a favor though i i rarely ask for this i try to give as much free content as i possibly can i need a favor from everybody who's following me on this on the podcast and on facebook live here uh there's um there's a sales development summit that's going on right now and there's a a poll to see who is the 2017 sales development thought leader of the year uh i'm on that list there's a bunch of great people on that list i i i hesitate to say this because i don't like dogging anybody but there's somebody on here who i i fundamentally believe i i just take a different approach to and i really don't want to lose too and it's grant cardone and look i know there's a lot of people who out there who love grant cardone uh he's got a much bigger following than me um he's he's he's but he's the typical glengarry glen ross wolf wall street boiler room type of sales rep that i personally just do not think it has a place in b2b sales b2c sales fine maybe but in b2b sales it's about authenticity it's about um it's about empathy it's about caring and it's not about a slick thing to say to somebody to get them to to close so i'm i'm asking my audience here to go to https slash back back whack whack sales development summit.com slash voting and vote for me or anybody else on that list like i got some great friends on this list who are incredible chad craig obviously morgan's going to be on there and my two favorite women in the entire actually three favorite women in the world uh in the world of sales trish bertuzzi lori and jill conrath um please vote for any of them uh right now grants at 321 votes i'm at i'm the closest one with 307 i would love your help uh pushing me over the edge here it's it's about with this one day and 22 hours left on this one and i would greatly appreciate it if you get any value out of what i put out there and you think that i'm you know even worthy of that vote i would greatly appreciate it all right and i'll do everything i can to keep flooding the market with good solid content that makes a difference um and and in my opinion does sales the right way because i always say this when sales done right it's the greatest profession on the world when done wrong it's the worst let's do it right and let's do it right together all right make it a great week this week everybody crush your quota do everything you can to close out your pipeline stronger prepare for next year and if there's anything that i can do to help you do that do not hesitate to hit me up on facebook on twitter on snapchat or any of those my handle on all of it is john amazon michael barrows all one word and i will answer any question that you have whenever you have it all right make it a great week everybody let's make it happen thanks for listening to the make it happen podcast make sure to subscribe so you never miss an episode and if you enjoyed the show let me know by leaving a review or sharing your favorite episode with your team if you have any topics or questions you want me to cover in future episodes hit me up on social at john m barrows that's john m as in michael barrows make it happen