Description This week Tyler is in Tennessee, Garret discovers his Quad 1, James gets to be a bulldozer, and Darin sends an all company email (almost). All of that and the guys discuss an 8 week slide in sales. Show Notes 00:00:00 - Pre Show Morning routines mess with Netflix habits at night Using “daylight savings” to your advantage 00:01:57 - Show Start Making things awkward trying to move forward without a Tyler to cue Follow-Ups 00:04:18 - Follow-Ups (James saves the day) Garret - Sandler Update Cookbook for Success What do you want and need What money do I need to make to achieve it How does that look at a daily activity level Prospecting Cookbook Prospecting Worksheets Realtime follow-up from “literal” Darin “Net New Conversations means?” 00:08:53 - The Headlines Darin Reached the end of the Q1 Epic in Strategic Product Darin sent “Level 10 Overview Email” to the entire company (in a special Darin kind of way) Fill in project Helping support team move into Hubspot as new support system The Tyler and James monkey has landed with “DIM” Level 10 disaster of a planning meeting (recovered with a second planning) Kicked off successfully Darin tells a Story (just like C-3PO) Darin vs James on “fear of the unknown” Depends on your definition of what’s “hard” Garret LT L10™ - Scored a 4.2 Single issues discussed and not solved FUD around sales Sales lost its fun James is a couch and Garret’s “cute” when he’s angry Retail and 3PL Sales L10™ - both scored a 4 Put everything in the light Pressure of sales has everyone down Acknowledge the failure and take the opportunity to create value within it Garret gives the team a “Braveheart like” speech “Once you put light on things, they lose their power” Put the gorilla in the light James Midwest Tech Connection Conversation with 30+ Venture capital firms Used some commitments during a “rough” call (it ended early) EO Mentor meeting Communication styles (good, bad) Who not How book recommendation Quad 1 work in Hubspot Bulldozer style cleanup Now slowly building back up Hubspot health Dashboard Darin was “very mean” to James Worst meeting James has had Garret takes proper credit for the failure Tyler’s not here, so its his fault Darin (round 2) Product team L10™ was “OK” (without both James and Tyler 00:41:09 - Topic 2 (1) - 800 pound elephant (Sales stopped 8 weeks ago) Sales fell flat on its face from a 30 story building Took weeks to come to light Question 1 from Darin What Broke? Garret’s answer: The sales oversight machine (broke or...didn’t exist) Step 1 put out the fire (manual and effort) Step 2 build the machine James’ answer: Missed contracts for 1 week Missed contracts for 2 weeks Started some conversations Missed contracts for 3 weeks This is bad Started digging in week 4 Week 5 comes Contracts signed is a great “trailing” indicator to track Plenty of vanity KPIs Leads is great leading indicator So if you have the beginning and the end (what’s tracking all the middle steps) TL;DR: Leads were coming in, the machine in the middle stopped, nothing was coming out the other end Half million dollar (mess) up “Can’t change that. We’ve done bought this. How do we get a half million dollars of value?” James learned 3 things Need the sales oversight machine He let sales get too far away from him This is a quad 3 for Garret (sales management) Question 2 from Darin If we haven’t had the machine, how have we avoided this historically? Question 3 from Darin How much of this is my fault for being removed from the leadership team? Garret discovers his Quad 1 (with a little help from James and a sales slump) 01:08:03 - Questions and Long Answers N/A This Week 01:08:04 - End of Show “God those show note are good and the email is maybe the best part” 01:08:50 - After Show - James’ Espresso WARNING - It goes full coffee nerd The Credits Hosts, Garret Richardson, Tyler Samples, Darin Kelkhoff, and James Maes Show Notes by Garret Richardson Proofing and Title by Darin Kelkhoff Editing, Mixing, and Mastering by Brenton Wainscott
