This week Darin hits the ground running, James pumps the brakes, and Garret kicks off some new teams. All of that and the guys discuss the plans for the sales in 2021 and all that it entails.

00:00:00 - Pre Show

Mac Pro vs M1 Mac

00:01:46 - Show Start

Missing a “Nerd”

00:02:02 - Follow-Ups 

Listener Becca - Where’s the “five thumbs up” image?

Nervous excitement around the 2021 Plan

“It was time”

00:04:19 - The Headlines

Darin

So excited and ready to hit the ground running

James pumps the brakes

50% on Product Backlog

Just lean in and own it

50% on Performance Monitoring

“What, and where, and why”

Garret

Back from Vacation

“Hiking and Biking”

Kicking off the new teams

Focus and Projects

James (only one headline ) 

Magic Cookies gave me a sore throat

Nope...not the cookies

62 out of 70 hours sleeping

Goals for People Processes in the company

VC kick-off

Can’t wait for Tyler to get back on Monday

Call to the Listeners:

We need a “single pane of glass” for our projects

00:17:08 - Topic 2 (1) - Restructure and Transition (Part 2) - What are we doing with the Sales Side of Infoplus

Focus on Customer Success through a Product First Mindset

“Tie those customers to the product”

Took the sales side of the company and shifted into Cross-Functional Teams

Q1: Lay the Foundation

Q2-4: Make it great!

How are we going to sell Infoplus?

Sandler Sales System

How do we implement SME (subject matter expert) sales approach

How are we going to approach onboarding?

“Build, Review, Iterate, Train, Approve, Repeat”

How are we going to approach Lead Generation?

Darin’s dynamite drop in

James - “Build is scary”

Opportunity to brand something else

What is the Sandler Sales System (in Garret’s words)

Having a prospect sell us on using our software

The perfect sales expert

“If you abuse it, I’ll let you know”

Question from Darin? Can you talk about SME based onboarding vs Project Management Onboarding because I’ve heard both?

“It seems like you don’t have anything in place for marketing.”

Sales gets Darin’s “Seal of Approval”

Note: Garret has set a personal record for time speaking on the podcast

00:41:45 - Questions and (Seriously) Long Answers 

Listener Becca:

I had a visceral reaction to James’ visceral reaction (visceral used more in 30 seconds than ever in human history).

 As someone who isn’t wired like an engineer I would find myself wanting. James, do you have a reaction to that?

James says “Do Do”

For the folks that don’t work at Infoplus...I’m curious what context to the conversation I’ve missed. Are you worried about the shift from 2020 to 2021 alienating employees? 

00:50:21 - End of Show 

“Re-minder” (it’s like a reminder, but with a Lollipop in your mouth)

Follow us at twitter @onlywaytofail and send feedback for your Two-Handed reply from Darin

We still have Twitter!

00:51:05 - Aftershow  

LG 5K Ultrafine Monitor

James agrees with Marco on this monitor

Garret’s DISC assessment

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