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.

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

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