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How To Achieve Top-Tier Sales Meetings With Bob Marsh [Episode 149]

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87% of executives find conversations with salespeople to be unhelpful. So how can you lead one of the 13% of helpful ones?

Don’t panic. In this episode, Doug C. Brown speaks with Bob Marsh, professional speaker and mentor, and CRO of ImpactEleven. Doug and Bob discuss the reasons behind the statistics, building trust and confidence in yourself as a speaker, why clear and captivating communication is the key to the conversations you want to have, and much more.

In this episode you will learn:

 

Episode’s guest – Bob Marsh

CEO Sales Strategies | Bob Marsh | Sales Meetings

Bob Marsh is a sales keynote speaker with a proven history as a hands-on seller and executive. Bob has been a sales leader and CEO at two category-creating companies, has raised millions in venture capital, sold two companies, and has won and grown business from some of the top brands in the world. 

Visit his website: www.meetbobmarsh.com

transcript

How To Achieve Top-Tier Sales Meetings With Bob Marsh

I have a great guest, and I’m grateful to have him on. His name is Mr. Bob Marsh. You can find him at MeetBobMarsh.com. Bob is the Chief Revenue Officer of a very successful company. He has started software companies in the past and done VC funding companies and all kinds of different companies. He’s also a highly regarded speaker. We’re going to talk about two things. 1) Why do 87% of CEOs nowadays report that their meetings with their sales channel are frankly useless to them? They view it as a waste of time and they view it as it wasn’t helpful. How you can be in the top 13%, not the bottom 87% of that statistic, then we’re going to talk about how you convey your expertise, competence, confidence, trust and listening skills.

How do you do this through employing speaking? In other words, if you’re not a speaker in some capacity, I’m not talking about necessarily trying to go sell from the stage. That’s not what I’m talking about or speaking about. What I’m talking about is how we convey and communicate our message in an environment that can be on stage, that can be on a show like this, that can be in a web presentation or in a group environment of some sort, where you’re positioning yourself as that expert in positioning yourself in the conveyance of information that brings huge value to your particular audience, which in turn brings business to you. In fact, this can be one of your marketing channels alone when you are looking for new clients and to bolster repeat business for your business. We’re going to go speak with Bob in a moment.

For those of you who are interested, maybe you’re good at selling, but you want to get better or you want to think and act like a 1% earner. If so, then reach out to us at YouMatter@CEOStrategies.com. We have an upcoming class that we’re going to be running on this specific subject, and we are also running classes on how to find your ideal buyers and queue in on those because when you are only working with ideal buyers, you are working much smarter, much more leveraged, and not as hard as you probably are now. Without further ado, let’s go speak to Mr. Bob Marsh.

Bob, welcome to the show. Thank you so much for being here.

Thanks. It’s good to see you.

An Alarming Statistic

I’m happy to have you here as a full-time Chief Revenue Officer of a company and a guy who I believe, based on my conversations with you, has huge clarity about how to use the power of voice and speaking in general on how to increase sales. I wanted to do an episode on this, but before we went there, there was the statistic that we were talking about many times, which is 87% of CEOs now view salespeople or sales meetings that they have with salespeople to be useless.

That’s a good summary. First of all, I want to get a credit where it’s due. Scott Van is the researcher who put this together. He’s a former Forrester guy. The statistic is that 87% of executives find their conversations with salespeople to be unhelpful. That’s the stat. I love the stat. We talked about it when we were chatting before. The reason is because it makes it very clear what you need to do to stand out. When you see that the majority I often think of, salespeople, who you’re selling against aren’t necessarily your competitors. It’s the other crummy salespeople for those competitors. If you can simply stand out compared to them, and it’s not that hard when 87% of executives don’t like the conversations they’re having with sellers, that becomes a wonderful opportunity to stand out from the competition.

I know probably some of the reasons myself, but why 87%? That says to me, 13% are great conversations. It’s like, “I had 100 meetings this month with salespeople.” This sounds like follow-up statistics like 50% never follow up and 13% follow up more than three times. Why is it such a high number?

Why is it bad? Let’s step back a little bit. What’s going on in the world right now? I think that affects it. What I would say is overall, the world’s getting a lot more complicated. There’s more information overload. Our brain can take in 74 gigabytes of information every single day. That’s the equivalent of sixteen full-length movies. We all know it’s getting worse, more data, more alerts, more video, everything coming at us. There’s a point of reference from hundreds of years ago, 74 gigabytes of information is how much someone would take in an entire lifetime. It’s growing. Every year it’s saying it’s increasing by another 5%. This is very normal. More information coming at us. We all know it’s getting worse. The good news is that our brains are designed to address this.

Neuroscientists study this. It’s called selective attention. Our brains learn to figure out, “what should I focus on and what should I ignore” that’s the first thing going on. More information than ever before. The second thing is you’ve got shrinking attention spans, which attention spans are going down on top of all this information coming at us. The average human being many years ago, our attention spans were around twelve seconds. Nowadays, it’s less than eight. It’s hard to maintain people’s attention. Your ability to capture and retain someone’s attention becomes a vital strategy to the ability to communicate effectively with other executives. Back to the heart of your question, like why is this going on in the world of sales? It’s because the majority of salespeople and sales organizations are trying to overcome this with brute force.

CEO Sales Strategies | Bob Marsh | Sales Meetings
Sales Meetings: Your ability to capture and retain someone’s attention is a vital strategy to communicate effectively with other business executives.

“I’ve got to call more people. Send more emails. It’s a numbers game. I can try to personalize a little bit by inserting first name, title, this thing, and it’s not working.” If you look at the statistics on this, many years ago, it took an average of 300 touches, emails, calls and attempts to uncover a single sales opportunity. Nowadays, it takes 4 times that, 1200 to uncover a single sales opportunity. All these things coming together, a distracted world, short attention spans, sales organizations trying to use brute force broadcast messaging to overcome it – it’s not working. What that leaves you with is the majority of executives are saying, “All these conversations and attempts to talk to me are failing and unhelpful.” That’s why this is going on. Now we’re in a better position to overcome it, which I know we’ll get into.

Delivering Value And Building Confidence

If everything is noise, white noise, pink noise, brown noise, whatever noise, then is it about personalization? I feel like this about the hotel industry lately because when I’ve been traveling recently, it’s been like digital check-in, no one talks to you anymore. Hospitality is gone, I’m a diamond member here and there. I don’t even get free water when I walk through the door now because nobody’s even paying attention to me.

It’s one of those things that I agree with you that the world is getting more complicated. I think we’re seeing it in all kinds of facets, but, certainly, in a sales meeting, this is insane to have CEOs feeling this way because what ends up happening is by nature and that selective thing that you were talking about, our brains, it’s like, “Salesperson’s coming through.” We’re getting trained like, “This is going to be a commoditized conversation.” It’s going to even get more difficult for salespeople to cut through that noise and cut through the clutter and get that person to go, “I want to hear more about that.” What do they do? From a sales perspective, in that case. Is it all about communication? What is it?

It’s always a combination of things. I think at the very core, it’s developing your expertise and bringing value to the table, that’s first of all like being an expert in your industry. I think a lot of people are more of an expert in their craft than they give themselves credit for that. If you think about it, let’s say, if I’m a salesperson, or even if I’m an executive in a company, and I’m working for the company that I’m with, we’re in the world of how do we help develop professional speakers or executives. We talk about that every single day, all day, every day. Nobody else does that. Our customers don’t do that. If you’re selling microchips or whatever your widget is, that’s what you do all day every day. You read about it. You talk to customers. You are a source of information because you talk to all these customers. You’re learning what’s going on in the marketplace. You’re becoming an expert.

That’s the first thing. A) You have to be an expert. Do your research, understand your craft, understand your industry, understand your customers and how other customers are using your products. That’s how you develop your expertise. It’s a lot easier than I think we think it is, but the second part of that is confidence and presence. You talk about how you break through. One of the ways to do it is to stop acting like a salesperson. What I mean by that is that we need to stop thinking of sales as something we’re doing to somebody and start thinking of it as an active service where we’re being an expert and helping a customer make the right decision for themselves. Where that comes from is eliminating this old-school (well-deserved in many ways) mentality that as a salesperson you are subservient or less than the customer.

A lot of times as a seller, as an executive, when we get in front of a customer, we change our mindset where, where we put the customer up on a pedestal for a variety of reasons. We look up to them. We’re jealous of them. They have a job we want. We need that deal. This wind would change the trajectory of our company and it changes how we act and how we carry ourselves. One of the pillars that I talk about in my speech is called noise canceling confidence. I call it that because I think of the analogy of noise-canceling headphones. They’re all about how I ignore, how I take outside noise and decode it and then create silence so I can focus on what I want to focus on. I use this analogy because we all have noise in our own heads that erodes our ability to speak up.

We question ourselves. We wonder if we’re really the experts. We put the customer up on a pedestal and all this thing. The research around this is amazing. There was a study about that. There was a fascinating book called You Have More Influence Than You Think. The summary of it is that people are twice as likely to say yes to our request than we give ourselves credit for. The greatest example of this that I read is when somebody is looking at somebody checking into a doctor’s office. They want to see people’s willingness to speak up. Here’s where the study works. Somebody walks into a doctor’s office, checks in for their appointment, and sits in the waiting room. He is the only person in the waiting room. A few minutes go by, and a little bit of smoke is sent into the room.

CEO Sales Strategies | Bob Marsh | Sales Meetings
You Have More Influence Than You Think: How We Underestimate Our Power of Persuasion, and Why It Matters

They want to see is the person going to speak up like, “We got a problem here.” Seventy-five percent of the time someone will speak up and say, “I think we’ve got an issue.” It makes you wonder like, “What about the other 25%?” They go running out of the room. Here’s where it gets interesting. In the second phase of the study, they add one more person to the room who brings a little social pressure. Someone checks in the appointment, sits down, smoke comes in the room, 75% are likely to speak up. They look over and they’re like, “Why is that person not reacting?” This other subject of the study is told not to react at all, 38% of the time someone speaks up, it drops in half simply because there’s another person in the room, adds a third person to the room, and plummets to 10%.

This is a building that might be on fire. What do you do when you’re with a customer who you need their business, who you looking forward to doing business with, then you tend to hold back? This whole idea of confidence is about believing in ourselves, overcoming the natural human tendency, not a personal thing, to hold back that we wonder and we hold back. We don’t speak up. That area of confidence and how we carry ourselves with confidence is one of the ways to stand out because any executive that we meet with, if they don’t sense an element of confidence and presence from you and they feel like you’re acting like the subservient salesperson, mentally, they start tuning you out. Oftentimes, we do this to ourselves more than the customer doing it to us.

If people are not getting this confidence thing, think about the guy that we were in high school with who was always the jerk, but always had the good-looking girl. Why? He was confident. Confidence is sexy when it comes down to it. Executives will test salespeople, especially if they score on the DISC score, high D. They’re going to push back or if they have an environment where they are doing consensus buying and they’re in an environment where people push back a lot, they’re going to push back on that salesperson to see if they can handle it. I see a lot of salespeople crumble at that time, even when they have the expertise that you’re talking about. They know what they’re talking about. I think that it’s such great information because if somebody’s not confident about that process, it erodes our ability to be confident in them as a human being.

Think of it like this. If you want your customer to trust you, to be confident in you, which is what we’re looking for, you’ve got to be confident in yourself. You can’t be an arrogant jerk. That’s not it at all. The point is like the ability to communicate with confidence, clarity and conviction, which affects how other people perceive and feel about you. Your analogy to the high school scenario is a funny one, but it’s not just about being perceived as likeable. It’s about trust. Customers buy from people they like and trust. Likability is important. We all want to think we’re likable, but we have our good days and bad days. The number one reason people buy from somebody is because of trust.

The ability to communicate with confidence, clarity, and conviction affects how others perceive and feel about you. Click To Tweet

When you dig into the research, what you’ll find is what they say, the reason they didn’t buy from somebody isn’t like, “I thought they were devious, going to steal my money, it wasn’t legit.” It was that, “I didn’t trust that they knew what they were talking about. I didn’t trust how the process worked because they didn’t walk me through it. I didn’t trust that the pricing was clear.” It’s about trust. Your ability to communicate with confidence makes someone feel like, “I feel confident in that person by the way they carry themselves and they clearly communicate with conviction. I’m hearing expertise come out of them. They’re communicating to me. They’re asking me good questions.” It’s all about trust.

Speaking With Conviction

I love what you said because it’s communicating with confidence and conviction. What I’ve learned in all of my 60 now going on 62 years, it’s crazy, is that it’s a learned skill that people can learn how to be confident and speak with conviction. One of the greatest ways I found, and I found this by accident because I was a professional DJ for a long time in my early days, and we used to do these coordinated things to music – one of them was when we had weddings, I would get the whole wedding party up on the floor, say, there’s 300, 400 people, I’d get them all around the bride and the groom.

I would tell a story that the bride and the groom had no idea that I was telling. I would say, “Joe and and Mary thank you for coming to their wedding today, and they love you much. They’ve decided to take you on a vacation with them, a trip with them, they’re going to pay out of pocket 100% for everybody in this room.” The bride and groom would’ve been looking at me like, “What are you doing?”

I would go into the line and say, “Yes, ladies and gentlemen, right now Joe and Mary are going to take you all the way to New York City,” and then you would hear music on in the background. We were coordinating the music. We would get them to do a dance. It was an icebreaker. One time I’m out amongst all the people and I said, “All the way to New York City,” and I hear, “Funky Town,” come over the music. I’m like, “But first, we’re going to funky town!” No one ever knew. I had conviction in the moment, then we worked right back into the whole skit that was supposed to be there.

The point is you learn this from speaking in front of people. You get this skill from being out there and practicing your craft of how to be an expert, how to be confident, how to have persuasion, how to build trust. What I love about what you do is you teach people how to do this. Can we segue into that? How does one learn from a guy like you, an expert in doing this, speaking from stage, on podcasts and on web presentations because that in itself positions you as an expert as long as you know what you’re talking about?

That comes back to what we talked about because there are people who know what they’re talking about, but they don’t believe that they do. On the other side, there are people that don’t know what they’re talking about, but think they do. You have to find the right balance. I believe that ends up showing itself in different ways over time. Nowadays, we talk about complicated, confusing, complexity, etc. The value of expertise is higher than anyone. One of the ways to stand out is to share your voice and expertise.

One of the best ways to stand out is to share your voice and expertise. Click To Tweet

I’ll go back. Having spent my career in sales, I was always in front of people. I’m naturally more of an introvert. When I get in a room with someone I can ask them questions and communicate with confidence, but I had to learn that. It wasn’t natural. I noticed that it made a difference. in 2012, I started my own company as a venture capital-backed software company in the sales technology space called LevelEleven. We experienced very rapid growth. Our primary marketing channel was getting me on stage. This was before I became as familiar with the professional speaking world, which I’m in the middle of right now. I wasn’t getting paid for these, and I probably could have been, but that was never the point. We were always looking for where are conferences, company meetings and stages that I could get on to talk to sales leaders and executives about how to build a high-growth sales organization.

My purpose was to generate business and elevate our brand. Nowadays, I’m a paid speaker. I get hired to come in and talk. Back then it was all about raising our brand. Many of the executives who are on here can learn from this and maybe even try it. What I did is I learned like, “If I’m going to get up on stage, I need to communicate actual value. I need to believe that I have something to bring to the table, but then I’ve got to take the time to organize my thoughts into something that’s coherent and understandable that people can understand. I’ve got to paint the picture of what’s the problem in the world. What are my four pillars? What are the three keys? Whatever it might be, communicate that clearly.”

I got to spend time understanding the research, topics and the whole thing. I would get up on stage and I would talk about how to build a high-performance sales culture, how to build a metrics-based sales organization and whatever the topics were, but I had to deliver value, not do this go up and get the sales pitch. At the end of it, it was like, I’d give my presentation on how to build a high-growth sales organization and how to use metrics to operate with predictability. My company can help you with all of this.

The idea was I was establishing myself as an expert so people would say, “I want to talk to that guy,” then also all the little snippets and examples we could use in our own marketing to push our message out to deliver expertise. People will naturally want to say, “What does this company do? Whatever he’s talking about, I want some of that.” That’s the value of being out there and communicating effectively. The ability to learn how to communicate your expertise is more important now than maybe ever before because of all the noise that exists in the world.

The ability to communicate your expertise is more important now than ever before because of all the noise that exists in the world. Click To Tweet

It’s fascinating to me what you said because when you get on stage and you do that even in a good way, not like you blow them away in the room, so to speak, people immediately go, “This person has confidence. They can get up on stage.” It builds in expertise, confidence, trust and like. All of those things get built in when somebody’s on a stage speaking. I always thought in the early days it was like the rock stars or the authors when you wrote a book or were an expert.

What did they do with the authors? They invite them to speak in front of a crowd to talk about the subject matter. What you said was you weren’t a professional speaker at the time, but you took time to do your research and figure out how to convey that value. You got up there and presented it in a manner that you felt was logical, and the audience responded to you. Why can’t every sales expert, salesperson, CEO or business owner do that once every other month?

This is an important skill that needs to be learned. It’s probably the most important skill as an executive or salesperson, the ability to communicate effectively, but the least trained on. We spend way too much time training people, closing techniques, prospecting methods, sales hacks, how to overcome objections, not pave on price and all these different things. Not that that’s not important, we have to learn some of that, but we don’t spend enough time on things like how to be a great listener, how to communicate with confidence, how to carry yourself, the importance of looking someone in the eye, writing notes, how to take good notes and do good. How to groom yourself to look like the competent person that you are. Imagine if we spent more time training and developing people how to communicate with another human being with confidence and to do that effectively, it creates better influence and more persuasion and it’s going to ultimately drive more business.

CEO Sales Strategies | Bob Marsh | Sales Meetings
Sales Meetings: You create better business influence by spending more time training and developing people on how to communicate confidently and effectively.

Going back to your question. That is a skill that I think any executive needs, but also anybody who’s out there in front of a customer who’s trying to persuade and influence somebody else, even a leader. If I’m a leader, imagine you’re in a conference room with your twelve direct reports and you can’t communicate your idea effectively. It doesn’t matter how good your ideas are, because if you can’t communicate that clearly in a way that uses storytelling, clear communication and people know like they’re riveted, they pay attention, they know what’s expected of them, they walk out of the room and know what actions they need to take, that is a crucial skill. We see this all the time in the world of professional speaking. We’ll get up on stage as a trained professional where we get paid to do this. We’ll finish our speech and then watch an executive get up on stage, and they’re terrible.

I’m exaggerating a little bit because they’re not doing terribly, but a lot of times they’re not that good. The point is, what’s a shame to me is that they’re wonderful human beings. They have incredible expertise, they have wonderful ideas about how to grow a business, how to work better with customers, but what falls down is the ability to communicate that in a way that’s captivating, incorporates storytelling, knowing how to carry yourself on the stage, how to prepare, where to look, where to put your hands and all of the things that go into preparation and delivery that affect people’s ability to hear your message. As we like to say, “Message delivered does not equal message received.” Just because you’ve delivered your message or your content doesn’t mean that anyone knew what the heck you were talking about. The ability to do that crystalline clearly is incredibly important, especially nowadays, maybe more important than ever before.

Not to make a little joke, but I want to make a little joke. As you were talking, I was thinking about every woman on the planet who would love to have their man go through your type of training so that they can listen to them and not try to solve their problems and communicate with them on a level that they want to communicate with. What I heard with the CEO was that the CEO is a fantastic CEO of the company, but they’re not a great communicator of the message. That’s a skillset that can be learned and once they learn that skillset, it makes them a more effective CEO of the company.

I’ve been telling sales channels this forever like, “If you want more business, the master prospector will always outsell the master closer.” I think that closing skills are very important, but being able to be out there and communicate, bond with people, have them trust you and position you as an expert already gets you 70% of the sale down the line. It’s one of those things. Anybody who can do this skill over and over again is going to outsell the person who’s the best closer in the company. I know this because that’s how I used to sell. I’d get out there and proliferate leads, qualified leads.

There is an art and a science to it like anything else. We talk about on the stage, we like to call it “high stakes moments”. It could be on the stage in front of customers or your team. It could be standing in a conference room in front of your twelve direct reports. It could be standing in front of your board or in front of a bunch of investors you’re trying to sell the company to or raise capital. You’re talking about potentially multimillion-dollar moments here that the ability to communicate clearly and crisply could be the difference maker for you or customers or the lives of all kinds of people.

There is an art and a science to it. Some people are naturally pretty good at it, but even those who are naturally good at it, like anything else, unless you are trained in the craft, learn the specific proven methods for how to communicate, how to have a presence, how to tell a story and how to drive action. Anybody can learn these skills without a doubt and it can change the trajectory of your career, your business and your life.

It can turn you into President Obama.

Talk about a great communicator. We can study all kinds of examples. It’s remarkable.

That to me was one of his greatest assets. He was able to convey his message in a very eloquent way and keep your attention on that in a very positive manner. I know some of the greatest opportunities come from exactly what we’re talking about. One of the reasons I wanted you to be on this show was because this is such a concept that people should embrace now being in like you said, how do you stand out if you’re the only person that people are focused on and you’re doing this great job conveying your expertise with conviction and building trust, you stood out amongst anybody in the whole room in front of 300 people, which some of them are ideal buyers. You going to pull business out of it from that point.

There’s been a lot more talk in recent years for good reason about the importance of storytelling and that’s one small element of overall the ability to communicate effectively, whether you’re a keynote speaker, an executive, salesperson up on stage in front of your team, the ability to use stories the right way is powerful. It’s like, “What’s on the slides? How is it communicated?” There are many other parts to it, but that alone is a wonderful tip. I started developing my craft as an executive on top of it. It changed the way as I learned more of the actual skills, and I feel like I’m a naturally okay presenter, but then you’ve got to learn the skills to get good at it.

I’m still not great at it, but getting better. I’m giving this one example of storytelling. I learned if I have to stand up in front of my entire team, the ability to initiate with something captivating instantly grabs people’s attention. I’d stand up and would come up with a story. It almost doesn’t matter what it is, but I would think about like, “What’s something that one of my kids recently did? I just went to my daughter’s basketball game and here’s one of the things observed.”

CEO Sales Strategies | Bob Marsh | Sales Meetings
Sales Meetings: The ability to initiate a story is captivating. It instantly grabs people’s attention.

People zeroed in on these things. Then you make the connection to how that story relates to the message that I want to deliver. Talk about grabbing people’s attention. That’s a skill. How do you do that? How do you make sure your story doesn’t ramble on? How do you make sure it is coherent and makes the connection, how do you have creative license to make it fit the message you’re trying to get across? It’s one example of making a powerful shift in your ability to communicate.

There are two points I’d like to comment on that. Firstly, as children, this is how we learn, stories, “Read me a bedtime story.” It’s captivating for us as a child. We naturally feel good when people are telling us a great story. To your point, there is an art and a science to this. When we learn how to do this the right way, we continue to keep people’s focus and attention. When I was in the DJ business, not being braggadocious, but I was one of the top DJs in the New England area. I would be invited to McDonald’s Christmas Party and do that for all the McDonald’s corporations and big events like that. One time they had a speaker come in and I won’t mention his name because everybody would know this person, but he was one of the most sought-after professional hockey players on the planet at the time.

He came in as a speaker. He started talking about a story in the beginning, the first 5 to, 10 seconds, it was very interesting. By the fifth minute of that same story, people’s heads were hitting the table in boredom. This guy is world-famous. I was watching this and I’m going, “The power of a story, when delivered in a manner that is not captivating the attention is detrimental to this whole attention thing.” The reason I bring that up is because I want people to understand that if they don’t understand what they’re doing on a professional level, it’s okay, this is a learned skill. This professional hockey player could have easily learned how to tell a better story and doesn’t make him a bad human being because he couldn’t tell a story.

Ability To Tell Stories

He still was that world-famous guy for his talents in hockey. To captivate an audience, there is a process to it. I know you’ve got this down to a science and that’s why I was grateful to have you on the show because I believe anyone in sales, and by the way, almost every human being on the planet, whether you realize it or not, because we’re always selling something, you’re selling to your spouse folks to stay in your marriage every single day of your life. Whether you realize it or not, your kids are selling to you, you’re selling to your kids. The ability to tell stories and communicate on the level of what you can do, Bob, and how you can teach people is incredibly important. I implore everyone reading this to please look into learning how to do this no matter where. Bob, to that point, if readers want to get ahold of you and talk about this, where would they go? How do people learn more about you?

Credibility And Communicating

I want to tie a bow on two quick things you said and then I’ll have you share kind where to go. First of all, I love your story about the hockey player because it’s such an example of people often thinking, “If I was a former hockey player, a professional athlete, or a successful executive, people would pay attention to me,” and that’s not true. You can have that credibility, but if you can’t communicate your story in a way, it doesn’t matter. On the other side, your ability to very clearly communicate can overcome the lack of credibility sometimes. Balancing those two things is incredibly powerful. The second thing you mentioned that I want to talk about is I do agree that we should be careful about like, if you’re in sales because everybody’s in sales to a degree.

CEO Sales Strategies | Bob Marsh | Sales Meetings
Sales Meetings: You can have credibility, but it won’t matter if you can’t communicate it in any way.

It’s the ability to say, “Do you need to persuade and influence other people? Who needs to do that?” You gave the example of if you’re married you do, but in day-to-day, if you carry a quota, of course. If you lead a team, you need to persuade and influence these people to align with your vision, execute your vision, and work together. If you’re an executive trying to raise capital, if you’re trying to sell your company, if you have a board that you need to manage, if you have a team you’re trying to lead, if you have customers you’re trying to influence, you’re persuading, influencing and your ability to do that effectively and how you communicate and present is critically important. Back to your question, and thanks for asking. MeetBobMarsh.com is my website. You can check out some of my ideas and some of the things that I do as a professional speaker.

I’m the Chief Revenue Officer of a company called ImpactEleven. You can go to ImpactEleven.com. We help people develop themselves as professional speakers, but more relevant to our conversation, because we also work with corporations and executives on how to develop exactly what we’re talking about, and how to develop the ability to deliver messages with communicative conviction. We do this through private training as well as these academy workshops where we bring people together in a room for a day and a half and we go deep on all these things and do it in a collaborative way. There are many different ways that we can help you out. You can reach out to me directly on my website or find me on LinkedIn. I’m happy to talk about it. I love the topic. I’m always happy to chat with people about it and if we can be helpful, that’s great.

I want to thank you so much for being here and bringing your A-game plus.

Except for the sinus infection.

Closing Words

That’s something we share in common. Those of you with sinus infections, you’re in the club, you get on and you do these things and that’s the sign of a professional. You show up regardless. I appreciate and am very grateful you’re here. I know that people who are reading are feverishly taking notes. Maybe some of them are laughing and some of them are crying in their vehicle like, “I got to get this skill.” If you are, you are absolutely correct. Get the skill. It’ll take you a long, long way. I’ll leave people with this thought when I don’t know how to present myself on stage or speak.

I was President of Tony Robbins companies with Tony and Chet Holmes and I went to a speaking conference one time, and I wanted to check it out. It was a friend and he said, “Will you come up and say a few words?” I was not prepared with anything whatsoever. All I did was tell a couple of stories as you said about your kids, things and in this case, how you hire better salespeople. I told a little story about that. I don’t think the delivery was amazing by any means. I didn’t know what I was doing, but I had my youngest daughter at the time and she was seven years old with me. I got off the stage and about 38 people or came right up to me and my daughter was by my side and she was surrounded by all these 38 people.

I looked down at her and I could see her face like, “What are you doing with my father? Why are you here talking to my dad?” because of her perception of me as her dad. The perception of the people in the audience was I had this expertise because I was speaking, because I told a story, because I was able to convey a message. Even though I didn’t believe it at that time, I was very professional at doing that. The reason I wanted to bring that forth is because there are some people that go, “I don’t know if I could ever learn that skill or whatever it might be.” Maybe their confidence level isn’t at that point.

I want to assure everybody that a guy like Bob can take and train you in a lot quicker fashion than you think to be a heck of a lot better than you are. Please don’t fear it and don’t get the inertia of in between the decision of should you or should you not do this. I am in full agreement with what you said, Bob, in 2024 on, which we’re recording right now, this skill of differentiation and standing out and being an expert and being able to communicate and being perceived as confident and an expert in our field is all about having the ability to communicate that. I thank you for being here. Any closing words sir?

That’s a great way to wrap it up. I think one of the points is that we can all get better at this. It doesn’t need to mean that I want to be a professional speaker and do this for a living. That’s not the point. If you want to, great, but if anybody can get a little bit better at this, the leverage that that creates in your career is tremendous. If you’re here and you can communicate a little bit better, all of a sudden the output you get from the work you do every day increases.

If you can communicate better, the output you get from your daily work increases. Click To Tweet

If you’re a pretty good communicator, you can get a little bit better. Anybody can get even a little bit better. It will change the impact that you’re able to make on your own career and the world if we make it a lot better, which we can absolutely do. We’re here and ready to help you out. Any little improvements will make all of us get a lot more fulfillment, happiness, and success. It’s a great way to close it out. I appreciate your time.

Same here. Thanks for being here.

I hope you have a lot of notes because the reality is I love the fact of information overload of what’s going on. Bob was clear in conveying that information on how we’re getting bombarded with data and all kinds of statistics. The reality is that well, we’re getting sixteen movies of information a day. Back years ago, you got sixteen movies a year. That’s going to clutter the mind. It’s going to get people to do selective listening and they’re going to screen it out for their own brain. They’re protecting their brain. The brain will always protect itself. Using your speaking skills to be an expert in positioning yourself with confidence, and persuasion, building trust with people, and taking that ability to listen at the same time.

If you are able to convey this information to other people, they’re naturally going to gravitate toward you as I said. At the end of this show, just getting up on stage, not knowing what I was doing, but using the power of a story and being able to tie it into points, I was able to do that enough so that 38 people came up afterward and wanted to talk about how to do business together.

If you want to learn more about speaking, please do. If you don’t want to be a professional speaker, that’s okay, but learn how to speak in front of an audience to convey what you do and the value you do. That will not only serve you in business. It serves you in your personal life because you become a better communicator and listener. People appreciate that, and that’s where rapport goes up.

If you love this show, I’d ask you to please go give it a five-star review. I know it takes a moment. I know Apple doesn’t make it that easy for whatever reason, but I’d be very grateful if you would please give it a review if you could. If you want to learn how to get better at communication or speaking, reach out to Bob directly. If you want to learn how to, let’s say you’re good in sales and you want to get better, or you’re at a place where you’re like, “I want to learn how to think, act and have the confidence of a 1% earner,” we are running a class on that as well as we’re running classes on how to get into your ideal buyer so that you’re constantly speaking consistently with that person who’s very interested in what you’re doing, not the pretender market or even the potential market, but those who are actively looking and how do you put all your energy and efforts into that so that you’re working smarter, not harder.

If you’re interested in either one of those, reach out to us at YouMatter@CEOStrategies.com and let us know we answer all inquiries. If you don’t hear back from us within a day, we didn’t get your email so send it again if you wouldn’t mind. We will get back to you as soon as we get that email coming in. Until next time, go out and sell something. Go help someone with a problem or an opportunity that they’re seeking and please play win-win. Make sure they win, you win, someone else wins. Don’t discount because when you discount down, you have to sell multitudes of things to make up for that discount. Hold the margins whenever possible. Go make somebody happy. You can do that by communicating with them and by helping them resolve a challenge or gain a better future. Until next time, to your success.

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