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How to hit revenue targets in a recession | Sahil Mansuri (Bravado)
53 segments available
Sahil Mansuri is the CEO of Bravado, the world’s largest online sales community. Sahil is passionate about sales, and his experience dates all the way back to 2008, working for Obama’s presidential campaign. During his time at Glassdoor, Sahil was able to close some incredible accounts, including Facebook, Google, Microsoft, and Amazon. In today’s podcast, we talk about why sales is a crucial part of any business and how to continue selling successfully through a recession. We get super-specific on building a conservative plan for the near future and cover everything from where to place your best salespeople to restructuring comp plans. The episode is full of great advice about how to shift with this market, improve agility, and perhaps grow an even stronger business with happier customers. — Find the full transcript here: https://www.lennyspodcast.com/how-to-hit-revenue-targets-in-a-recession-sahil-mansuri-bravado/#transcript — Where to find Sahil Mansuri: • Twitter: https://twitter.com/svmansuri • LinkedIn: https://www.linkedin.com/in/sahilmansuri/ • Email: sahil@bravado.com — Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • Twitter: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ — Thank you to our wonderful sponsors for making this episode possible: • Flatfile: https://www.flatfile.com/lenny • Merge: http://merge.dev/lenny • Miro: https://miro.com/lenny — Referenced: • Bravado: https://bravado.co/ • Stumbling on Happiness: https://www.amazon.com/Stumbling-Happiness-Daniel-Gilbert/dp/1400077427 • All-In podcast: https://www.allinpodcast.co/ • How I Built This podcast: https://www.npr.org/series/490248027/how-i-built-this • The Blacklist on Netflix: https://www.netflix.com/title/70281312 • The Newsroom on Hulu: https://www.hulu.com/series/the-newsroom-3d51e070-e77d-4294-ac83-cab80d3f94dd • The West Wing on HBO Max: https://www.hbomax.com/series/urn:hbo:series:GX5nwgQDNJZ6aoQEAAAHJ • Jeopardy!: https://www.jeopardy.com/watch • Frasier on Hulu: https://www.hulu.com/series/frasier-0cb9b63b-de82-4751-99c9-1cb12118ab9d • Slack: https://slack.com/ • Zoom: https://zoom.us/ • Grain: https://grain.com/ — In this episode, we cover: (00:00) Sahil’s background (08:26) What is Bravado? (10:27) How to shift your sales strategy to meet the market (12:00) How to set a conservative plan that still allows you to lean in when growth is possible (19:06) Why the downturn in tech may not be over anytime soon (21:34) How Bravado gets its data from users and creates global benchmarks (23:04) Why SAAS has an outdated comp structure (33:23) Why companies are resistant to restructuring comp plans (37:18) The problem with hypergrowth in today’s market (41:18) Why it’s time to shift into a retention-based strategy (43:28) Why your best sales staff should transition to post-sales for customer retention (51:20) What are warm intros, and how can existing customers help you get new ones? (59:30) How Sahil was able to get Facebook’s account at Glassdoor (1:08:08) Why CEOs are actually salespeople (1:12:50) How to survive a downturn (1:19:44) Lightning round — Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.
Segments Timeline
Planning in Uncertain Times
Sahil Mansuri discusses the challenges of planning for 2023 amidst economic uncertainty. He emphasizes the need for a conservative approach while also highlighting the importance of setting short-term milestones that allow for growth when conditions improve. This segment sets the stage for understanding how to navigate sales strategies during a recession.
"it's hard to plan what you should do for all of 2023 and I think the advice that most Founders are getting from their boards is when you have limited visibility you have to plan in the most conservati..."
Sahil Mansuri's Sales Journey
In this segment, Sahil shares his extensive background in sales, starting from his early days on the Obama campaign to his success at Glassdoor. He highlights his unique perspective on sales, shaped by his experiences and the community he has built at Bravado, which serves over 300,000 sales professionals.
"and spend based on hitting those targets welcome to Lenny's podcast I'm Lenny and my aim here is to help you get better at the craft of building and growing products today my guest is sahil mansuri sa..."
The Importance of Sales in Tough Markets
Sahil emphasizes the critical role of sales in any business, especially during turbulent market conditions. He discusses how founders should adapt their sales strategies, including rethinking quotas and focusing on customer retention, to thrive in a recession. This segment provides actionable insights for improving sales techniques.
"closed some incredible deals including a wild story about cold emailing Cheryl Sandberg at Facebook and what that led to in this episode we focus on what Founders should change and how they do sales d..."
Adjusting Sales Strategies for Market Conditions
Sahil explains how the current economic climate necessitates a shift in sales strategies. He discusses the importance of focusing on existing customers through cross-selling and upselling, rather than cold prospecting, due to budget constraints and hiring freezes in many companies.
"for everyone with that I bring you sahil mansuri hey Ashley head of marketing and flat file how many B2B SAS companies would you estimate need to import CSV files from their customers at least 40 and ..."
Forecasting and Quotas in a Downturn
In this segment, Sahil shares insights on how founders should adjust their forecasting and quota-setting processes in light of recent data showing a significant increase in sales reps missing their targets. He stresses the need for realistic expectations while avoiding drastic cuts that could raise red flags.
"onboarding is one of the highest leverage opportunities for both sign up conversion and increasing long-term retention giving people to your aha moment more quickly and reliably is so incredibly impor..."
Understanding Sales Performance Metrics
Sahil discusses the importance of tracking sales performance metrics through tools like the seller portfolio. He shares statistics indicating that a large percentage of sales reps and companies are currently missing their quotas, highlighting the need for a strategic response to these challenges.
"this because Flawless data onboarding acts like a catalyst to get them and their customers where they need to go faster if you'd like to learn more or get started check out flat file at flatfile.com L..."
The Impact of Market Conditions on Sales
Sahil reflects on how market conditions have shifted over time, particularly noting the challenges faced by sales teams during economic downturns. He discusses the implications of these changes for sales strategies and the importance of adapting to meet evolving market demands.
"of days and save countless weeks building custom Integrations letting you get back to building your core product mergers integration speed up the product development process for companies like ramp dr..."
Navigating Q4 Challenges
Sahil Mansuri discusses the alarming trend of over 80% of companies missing their Q4 revenue targets. He highlights the implications of this trend, including layoffs and the difficulty in forecasting for the upcoming year. Sahil emphasizes the need for a conservative approach to planning while remaining adaptable to market changes.
"data that we're seeing that over 80 percent of companies will miss their Q4 goals and so in a world in which the vast majority of sales reps are missing quota and the even larger vast majority of comp..."
Setting Conservative Revenue Plans
In this segment, Sahil Mansuri outlines strategies for setting conservative revenue targets amidst uncertainty. He suggests establishing short-term milestones that allow companies to adjust their spending and growth strategies based on performance. This approach helps mitigate risks while preparing for potential market shifts.
"previous you know 10 years and then October was just a bloodbath uh on companies that do monthly quotas 85 of sales reps missed quota in October for their monthly number and I think it's going to be e..."
The Unique Nature of Current Market Uncertainty
Sahil explains how the current economic climate presents a unique challenge for CEOs and sales leaders, many of whom have not experienced such volatility before. He contrasts this downturn with past events like COVID-19, emphasizing the internal issues affecting the tech industry and the need for leaders to adapt their strategies.
"leadership in advance so that there's no debate about what to do when you actually get that is awesome advice as a PM it makes me think a little bit about moving to an agile Sprint sort of system vers..."
Leveraging Data for Sales Insights
Sahil shares insights on how Bravado collects data from sales professionals to create global benchmarks. He explains the 'give to get' model that incentivizes accurate reporting, allowing sales teams to understand their performance relative to others in the industry.
"long time it's interesting that this is the first year where you're finding that companies have to do this before we um get to the next topic I wanted to come back to the stats that you had real quick..."
Rethinking Compensation Plans
In this segment, Sahil discusses the differences between sales compensation plans and those in other professions. He explains the structure of base salaries and on-target earnings (OTE) in sales, highlighting how performance directly impacts earnings and the importance of aligning compensation with company goals.
"topic comp plans you have some advice for how teams should think about comp plans for their sales people what's your advice so comp plans are or compensation plans for sales are very different than th..."
The Shift from Growth to Retention
Sahil emphasizes the growing importance of customer retention over new customer acquisition in today's market. He illustrates how traditional sales success metrics may not account for churn and renewal rates, urging companies to adapt their compensation structures to prioritize long-term customer satisfaction and retention.
"a salesperson have to sell one million dollars of software in order to make two hundred thousand dollars of money but that one million dollars of software is is only around new business so the vast ma..."
Rethinking Sales Success
In this segment, Sahil Mansuri illustrates the flaws in traditional sales success metrics by comparing two sales reps. He argues that the industry needs to reward salespeople who prioritize customer satisfaction and retention, rather than those who simply close deals without considering the long-term impact.
"difference 99 of SAS companies are set up this way right every SAS company you know of with very small exceptions hubspotmonday.com there's there's a handful of them except for a very few SAS companie..."
Modernizing Sales Compensation
Mansuri advocates for a modern approach to sales compensation that aligns the interests of the business, the customer, and the sales rep. He emphasizes the need for compensation plans that reflect the importance of customer retention and satisfaction, rather than outdated practices that focus solely on immediate revenue.
"much did that affect sales rep Beast performance do we go back and revise and say well wait a minute actually sales rep bees customers Will Wait better and actually we should probably have rewarded sa..."
The Complexity of Sales Compensation
Sahil discusses the complexities and lack of transparency in sales compensation plans. He points out that many companies change their compensation structures frequently, leading to confusion and inefficiency. He calls for a more stable and transparent approach to incentivizing sales teams.
"time all of the things that we're talking about around retention and renewal rates and stuff are coming up and so I would say that you know my my general advice to companies is to say what are the met..."
The Need for Long-Term Thinking
In this segment, Mansuri emphasizes the importance of long-term thinking in sales strategies. He contrasts short-term revenue spikes with sustainable growth, arguing that companies should prioritize building solid businesses over chasing immediate profits.
"and to instead come up with compensation that aligns the incentives again of the customer the business and the rep and the leader and so I think that you know setting up a longer Horizon where if the ..."
Building Customer-Centric Businesses
Mansuri stresses the necessity of creating products that genuinely provide value to customers. He argues that businesses should focus on customer satisfaction and retention rather than just top-line revenue growth, highlighting the importance of a strong go-to-market strategy.
"very obvious like this is how it should work I imagine a reason it doesn't is it adds complexity and then there's this like feedback loop that's a lot longer because you don't you have to wait to see ..."
The Reality of Sales Leadership
Sahil discusses the lack of diversity in sales leadership and how traditional hiring practices hinder innovation in sales strategies. He calls for a reevaluation of how sales leaders are chosen and the need for fresh perspectives in the industry.
"Target cpg customers so cpg customers are worth extra commission and so like the companies tend to weigh down comp plans with um basically a bunch of that doesn't have anything to do with how the comp..."
The Challenge of Short-Term Optimization
Mansuri addresses the challenge of prioritizing short-term revenue optimization over sustainable business practices. He argues that this mindset leads to poor decision-making and ultimately harms the business in the long run.
"off of because this seems obvious first of all it's obvious because of how they explained it and I it's not I'm taking credit for it it's just that like I'm giving you a lot of context that you would ..."
The Importance of Customer Value
In this segment, Sahil emphasizes that the ultimate goal of any business should be to deliver value to customers. He critiques the focus on metrics like revenue growth at the expense of customer satisfaction, advocating for a shift in priorities.
"leadership and it's one of the things that we really Champion here at bravado is this idea that you know why 92 percent of sales leaders are VPS of sales are met uh over 85 percent of sales leaders ar..."
Navigating Market Changes
Mansuri discusses how recent market changes necessitate a reevaluation of sales strategies. He highlights the importance of adapting to new economic realities and focusing on building resilient businesses that prioritize customer relationships.
"other thing Lenny that I think is is problematic is everyone allows us to optimize in the short run when it comes to revenue and sales that's really I think the the other Big Driver if I offered you a..."
The Future of Sales Strategy
Sahil concludes by discussing the future of sales strategies in light of recent economic shifts. He emphasizes the need for companies to adopt a long-term perspective and focus on sustainable growth through customer retention and satisfaction.
"would have signed up for playing yeah it's interesting hearing you describe the way it should be structured and then hearing you pitch this I would definitely pick go one like let's grow let's get thi..."
Building Products Customers Love
Sahil Mansuri emphasizes the importance of creating products that genuinely provide value to customers. He discusses how many companies focus solely on revenue metrics rather than ensuring customer satisfaction and product value, which can lead to long-term issues. This segment highlights the need for a strong go-to-market strategy that prioritizes customer delight.
"of the day there is no replacement for building a product that customers love and having a great go to market motion that brings up product and that value to your clients and ensuring that they actual..."
The Role of Miro in Product Development
Mansuri introduces Miro as a tool that facilitates collaboration and idea generation among teams. He explains how Miro can help in product strategy development by allowing teams to brainstorm, gather feedback, and iterate quickly. This segment showcases the significance of using collaborative tools to enhance product development processes.
"Miro creating a product especially one that your users can't live without is damn hard but it's made easier by working closely with your colleagues to capture ideas get feedback and being able to iter..."
Focusing on Customer Retention
In this segment, Mansuri discusses the critical shift towards retaining existing customers rather than solely pursuing new growth. He highlights the challenges of cold outreach in a tough market and the importance of nurturing current relationships to ensure business survival. This advice is particularly relevant in a recessionary environment.
"Lenny to see my most popular podcast episodes my favorite neuro templates you can also leave feedback on this podcast episode and more that's miro.com Lenny that's a great segue to the third topic whi..."
The Importance of Customer Success Managers
Mansuri advocates for reallocating top sales talent to customer success management roles during economic downturns. He argues that retaining existing customers is paramount and that skilled salespeople can effectively enhance customer relationships and ensure satisfaction. This segment provides actionable insights for businesses looking to adapt to challenging market conditions.
"and Enterprise sales Cycles are you just getting longer everyone you know we we are lucky to have a couple of investors who have really really broad exposure to the tech Market you know everything fro..."
Adjusting Sales Strategies in Tough Times
Mansuri explains the necessity of adjusting sales strategies in response to longer sales cycles and reduced customer spending. He emphasizes the need for businesses to focus on maintaining their customer base and adapting their approach to selling in a recession. This segment offers practical advice for navigating a challenging sales landscape.
"so first let's you know psychologically when times are tough people hoard people keep their things close and people trust the safety of those they know versus those they don't this this is basic human..."
Engaging Customers for Retention
In this segment, Mansuri discusses the importance of engaging customers to prevent churn. He suggests that companies should prioritize customer success and relationship management over new sales efforts. This approach is crucial for businesses aiming to survive and thrive during economic downturns.
"nobody's doing it uh every people are signing things they're signing for three-month Pilots or kind of like you know also I mean the deal sizes are coming down Etc I mean you this is all very common m..."
Leveraging Customer Insights
Mansuri highlights the value of leveraging customer insights to provide additional support and resources during tough times. He encourages companies to share market data and trends with their clients, positioning themselves as valuable partners rather than just service providers. This segment underscores the importance of being proactive in customer engagement.
"the case because you got to actually be able to build trust build the relationship evangelize something that they haven't bought before so you typically take your best talent and put it in pre-sales a..."
Creating Value Beyond the Product
Mansuri discusses the need for companies to create value beyond their core products, especially during economic challenges. He suggests that businesses should focus on providing insights and support that help customers navigate their own challenges. This segment emphasizes the importance of being a trusted advisor to clients.
"think putting your best people on it is one good way to start now there's a lot of people who are going to listen to this and think that's crazy like why would I take my best performer in a tough mark..."
Using Data to Support Customers
In this segment, Mansuri explains how companies can utilize their unique data to provide valuable insights to customers. He encourages businesses to share relevant benchmarks and trends that can help clients make informed decisions. This approach not only strengthens customer relationships but also enhances the perceived value of the service.
"like what else should you so I think that what often goes underserved is the opportunity to help your customers uh themselves survive so let's take a I don't know what's what's a good product example ..."
Adapting to Market Changes
Mansuri discusses the importance of adapting to market changes and understanding customer needs during economic downturns. He suggests that companies should focus on providing insights that help clients navigate hiring and budget decisions. This segment highlights the need for agility and responsiveness in business strategies.
"of that and finding ways of of becoming less of a tool as part of the SAS stack and more of a value-added advisor that can help you actually plan and prepare for what to do next I think most companies..."
Creating Exclusive Insights for Clients
Mansuri emphasizes the value of creating exclusive insights for clients to enhance their experience and retention. He suggests that companies should invest in research and data analysis to provide tailored reports that address customer needs. This segment reinforces the idea of going above and beyond to support clients during challenging times.
"to your customer base I think about let's pick another example that I think is really easy which is greenhouse or lever or another applicant tracking system if you're an ATS you know and and all of a ..."
The Psychology of Customer Retention
Mansuri discusses the psychological aspects of customer retention, emphasizing the importance of building trust and relationships. He suggests that companies should leverage customer events and experiences to strengthen bonds and reduce churn. This segment highlights the human element of sales and customer engagement.
"business decisioning and I think moving from a world where you just focused on like how could I you know Jam product down your throat so how do I use my unique perspective in the customer segment we s..."
Strategies for Closing Deals
In this segment, Mansuri shares strategies for closing deals in a challenging market. He emphasizes the importance of warm introductions and maintaining energy within the sales team. This advice is crucial for businesses looking to navigate the complexities of selling during economic downturns.
"just shared and I want to make sure we also get to this other topic that I think is also going to have a lot of great nuggets which is around just advice for closing deals in this time you touched on ..."
The Energy of Startups
Sahil Mansuri discusses the energy-driven nature of startups, emphasizing that belief and momentum are crucial for growth. He acknowledges the harsh realities of startup failure but advocates for maintaining energy and optimism, rather than adopting a mere survival mentality. This segment highlights the importance of balancing realism with a proactive approach to business.
"particular are effectively energy driven and the more energy the more belief the more momentum that you have the more Tailwinds you have the the the more things grow and feel possible but of course if..."
Investing in Customer Engagement
Mansuri suggests that during tough economic times, companies should invest in customer engagement through in-person events. He proposes organizing a customer trip to foster loyalty and retention, leveraging the psychology of human connection. This strategy aims to reduce churn rates by creating memorable experiences for customers.
"what I mean by keeping the energy going is to say okay let's get so here's something it here's a couple ideas first is let's cut a bunch of stuff but keep some money that we're going to invest in doin..."
Leveraging Customer Events for Sales
In this segment, Sahil explains how in-person customer events can facilitate new deals. He advises against mixing customers with prospects at these events, focusing instead on nurturing existing relationships. By encouraging customers to refer others during informal interactions, businesses can generate warm introductions that lead to new opportunities.
"know it's not going to change everything but it'll change something I bet it would because you know at the end of the day People Are People the sales is done by people it's a belly to belly human spor..."
The Power of Text Over Email
Mansuri shares a critical sales tip: prioritize text messaging over email for introductions and follow-ups. He argues that text messages are more effective for closing deals, as they foster immediate communication and accountability. This segment emphasizes the importance of maintaining connections and being persistent in sales efforts.
"teams stop here they'll basically get the name and then they'll be like okay got the name actually not the right way to do it you get the name and you say great can you make me an e intro right now ac..."
Building Relationships in Sales
Sahil reflects on the significance of building genuine friendships with clients rather than just transactional relationships. He shares personal anecdotes about his sales experiences, illustrating how investing in relationships can lead to long-term success. This segment underscores the human element of sales and the importance of trust.
"first call yeah obviously not forever but in the first 10 20 minutes messages I keep the person on and that allows you to ensure that you know the person ghosts you which happens a lot I'm sure you kn..."
Closing the Facebook Deal
Mansuri recounts the story of how he successfully sold to Facebook while at Glassdoor. He details his strategic approach, including creating a comprehensive report on employee sentiment and cold emailing Cheryl Sandberg. This segment highlights the importance of understanding the buyer's psyche and providing value beyond just selling a product.
"because otherwise I don't think it's gonna I don't think just relying on a bunch of sdrs and cold emails and stuff is going to get you through the next six to 12 months I love that tip I feel like the..."
The Chess Game of Sales
In this concluding segment, Sahil compares sales to a game of chess, emphasizing the need to think several moves ahead. He expresses satisfaction in executing a well-planned strategy that others may overlook. This metaphor encapsulates the strategic mindset required for successful selling, especially in challenging economic conditions.
"whatnot but like that's the kind of it takes in order to close deals right so like this idea that like I'm gonna go on to my CRM system and fire up 100 cold emails and and I'm going to close business ..."
The Art of Sales Beyond Quotas
In this segment, Sahil discusses the intrinsic motivation behind successful sales, arguing that great salespeople are driven by passion rather than just commissions. He reflects on the satisfaction of understanding customers deeply and transforming their perspectives, which is essential for thriving in sales. This insight underscores the emotional and psychological aspects of effective selling.
"how Facebook became a customer request that is an insane story I feel like those are like moments that sales people live for how did you feel once you got that email that day where you're just like fr..."
CEOs as Salespeople
Sahil Mansuri elaborates on the role of CEOs as salespeople, explaining that the essence of starting and running a company involves constant selling. He outlines the various stakeholders a CEO must convince, from investors to customers, and emphasizes that successful founders must be adept at selling their vision and capabilities. This segment highlights the interconnectedness of leadership and salesmanship in business.
"salesperson is I think you have to be willing to you know go beyond just the oh and I want to hit my quota or whatever if you're a founder and you're trying to like sell in this market it's like how d..."
Balancing Optimism and Pessimism in Sales
In this insightful discussion, Sahil explains the delicate balance between optimism and pessimism that great salespeople must maintain. He warns against 'happy ears'—the tendency to misinterpret positive signals from potential clients. This segment provides valuable lessons on how to prioritize leads effectively and avoid wasting time on unqualified prospects, which is crucial for sales success.
"yeah sure as heck no startups product is great right like everyone wants to be like oh we're gonna go change the world we're not changing the world today right you've got you know one 100th of the fea..."
Innovation in Tough Markets
Sahil shares how Bravado adapted to a challenging market by innovating their sales model. He discusses the launch of Bravado Flex, a commission-only sales role designed to connect companies with sales talent without the burden of full-time hires. This segment illustrates the importance of rethinking business strategies and adapting to market conditions to drive growth.
"selling you and that ability to juxtapose is what you know diverges good from great because good sales people will get misled by customers who tell them they want to buy but if you would really press ..."
Changing the Rules of the Game
In this concluding segment, Sahil emphasizes the need for companies to rethink their strategies in light of market challenges. He encourages founders to innovate rather than optimize, suggesting new pricing models and flexible work arrangements. This discussion reinforces the idea that adaptability and creativity are essential for navigating economic downturns and achieving sustainable growth.
"and I love doing it and I'm learning more and more every day from the failures and shortcomings I have it's very clear that you you love doing it it's so interesting just to watch the energy when you ..."
Empowering Sales Through Innovation
In this segment, Sahil Mansuri stresses the need for innovation in sales strategies to survive economic downturns. He encourages founders to break free from preconceived notions of success and take bold actions that can lead to new insights and opportunities in the market.
"around sales hiring as a market and I think that's the sort of innovation that you have to bring to the market if you want to survive in the downturn which is you can't just sit there and just try to ..."
Lightning Round: Quick Insights
Sahil Mansuri participates in a lightning round, sharing his favorite books, podcasts, and TV shows. He recommends 'Stumbling on Happiness' by Dan Gilbert for its insights into decision-making and sales psychology, and discusses his enjoyment of shows like 'The Blacklist' and 'The Newsroom.'
"book that I think every person should read it's called stumbling upon happiness yeah Dan Gilbert I think is the author yeah that's right that's right it's a really fun book a lot of interesting studie..."
Tools for Sales Success
Mansuri shares his favorite tools for enhancing productivity in sales, emphasizing the importance of Slack as a central operating system for communication. He also highlights Grain, a tool that allows users to create clips from Zoom meetings, making it easier to share valuable insights from customer interactions.
"SAS products that you find incredibly useful at your company especially new ones but if not anything that are just I love these products I'm a huge Luddite because my favorite tools to use are pen and..."
The Essence of Sales
In a heartfelt conclusion, Sahil Mansuri reflects on the true nature of sales, emphasizing that effective sales should feel delightful and not pushy. He praises Lenny for his accomplishments and reinforces the idea that great salespeople create value and foster genuine connections with their customers.
"um great maybe maybe that one great love it so heal this was amazing I feel like I want to be a salesperson now you infected me but I still would be really bad at it but there's a lot of nuggets in th..."
Connecting with Sahil Mansuri
Sahil Mansuri shares how listeners can connect with him and learn more about Bravado. He invites engagement through email and LinkedIn, encouraging feedback on the platform to continuously improve the user experience. This segment highlights the importance of community and communication in sales.
"like I want to go back to the first principle right which is that sales when does when done well does not feel salesy sales when done well is a delightful experience people love paying you money peopl..."