(audience chatter)
- Optimism.
I'm gonna be on a Snapchat optimism kick.
I'm sorry. It just hit me.
Optimism. I'm fucking selling optimism.
It's the Optimism Unicorn!
It's the Optimism Unicorn, DRock.
Have you ever seen one before?
It's rare.
- Thank you.
- You keep asking questions, we'll keep (audio cuts out).
Love it. Let's move forward to the selfie and
get the hell out of here.
- Thank you. Yeah.
Jesus Christ.
Where?
- Yep.
- [Garrett] Gary, can I show you something real quick?
- We gotta roll, we gotta roll, we gotta roll.
- "House of Cards", load up
I want to put a quote there.
(inaudible)
We already did "Go do." Do you want something else?
- [Gary] Yeah, I do.
Because if you want something you don't have that much time.
- [Front Desk Woman] Gary! - [Gary] Yes, hey!
- How you doin'? - [Gary] Good. How are you?
That guy bumped into me,
I almost got in to a fight.
Or, you know, maybe as I get older,
something with the eyes, I'm getting older
I'm starting to realize I'm more like you kind of thing.
You know?
I'm thinking about putting a Facebook post of
the video and the entire article in like one post.
The video accompanied by the long form text.
I want to try that.
Being in there, there's some reason you guys want that
but I want way more pro and con reactions (censored).
The first one's perfect.
(censored) is perfect.
That's the kind of stuff I want more of.
Marketing talk and referencing marketing is not interesting.
And the other thing we can do, just as a strategy,
they mention the brand but we go back 5 or 10 tweets
and we find out they're trying
to make the basketball team. Right?
And we get (censored) to surprise him
and help him practice.
I'm a big believer that a name is nothing until you make it.
Nobody knew what Google or Facebook or Nike meant
until it was made.
This campaign is going to be meaningful to their business
because of how we execute more
so than the hashtag or the theme.
You know what I mean?
And they're both great.
To me, I just want to give everybody context
to how I roll if I get more involved in stuff
like this is I'm more in the
"no" business than the "yes" business.
You know what I mean?
For me, if something's just so insane and I'm like,
"What the hell?"
Listen, I'm crazy so that's never gonna happen.
Because it's difficult for people to wrap
their head around it after
you've been branded in their mind.
I think it requires enormous amounts of
humility and patience for the person that's going through it
and I will give you one other thing
and I think this is probably the crux of the article for me
if I was reading it
the biggest problem is people are trying to rebrand themselves
in something they're not good at or capable of doing.
I'd love to be a rapper.
I'd love to rebrand myself a rapper.
I was actually a marketing and business guy
which is why it was easy for me
to transition from a wine personality.
But if I try next week to position myself as a
hip hop artist, I've got a problem.
And I think I'm seeing a lot of people trying to
re-position themselves as entrepreneurs or
as thought leaders in certain genres
when they are actually not that.
I'm feeling it a lot because of entrepreneurship.
Everybody wants to be an entrepreneur even though they
never sold anything in their god damn lives.
Now, that doesn't mean you can't be.
But before you start branding I think there is a very distinct
thing I'm about to tell you.
I would rebrand myself as somebody who's going through
the journey of becoming an entrepreneur versus branding
myself as an entrepreneur.
Got it?
And I think that's the powerful distinction.
I think people are faking the funk.
I think people are way too bought into faking it
until you make it.
Faking until you make it will make worked when
nobody was watching.
Something I don't think I talk a lot with you guys about this
whole fake it 'til you make it thing which I think was a really
good strategy for a long period of time the problem right now
is so many of you are faking it in public.
Fake it 'til you make it was great 'cause nobody was watching
and you were faking it by doing it and you were learning,
you were learning on the job is
probably the more noble way to say it.
The problem is so many of you now are saying you're there
before you're there.
We encountered that yesterday again in Denver.
Lovely kid.
"Why am I not making money?"
You're not selling anything.
That's it's most basic form of entrepreneurship.
You're just not there yet.
You may get there.
So I think it is super important for people to start
understanding what's really happening in the ecosystem which
is so many of you are projecting a personality in social and it
just really matters that there's something behind it.
And that's kind of personal brands is what we were
talking about there.
Please, that little distinction and replay it right now DRock,
I want you to do the (buzzing).
(tape rewinding)
So many of you are projecting a personality in social and it
just really matters that there's something behind it.
There's a distinction between, there's a very big distinction
between I'm going through the journey of becoming this
and I am this.
And way too many of you are saying I am this
and nobody believes you.
(light music)
- [Tim] Hey, I'm Tim. - Hey. Tim.
- [Tim] Nice to meet you. - Such a pleasure.
How are you? - Thanks for coming.
- I'm good. - Thanks for having me.
- How's your day? - Good.
- Cool.
- How's it going? - It's good.
- So who's in the crowd? - Who's in the crowd?
It is about 20% enterprise,
40% mid-market
and the rest is SMB.
- On selling mainly B2B? - Mainly B2B.
- Like 90%. - Right.
- [Man] Huge fan. - Thank you, brother.
What's your name? - Peter.
- Peter, thank you. - Good to meet you, man.
- Nice to meet you. Thank you.
- Looking forward to your talk. - Thank you so much.
My point of view on how to use all the new tools that I'm good
at from a B2B sales point of view.
- [Tim] Right.
- I'm introducing you. - How are you, brother?
- Patrick Blair, nice to meet you.
- Really nice to meet you. How are you?
- Thanks for doing this. - Yeah, I'm thrilled to be here.
- This is great stuff. - Thank you, man.
Salespeople are easy.
You give them a target, they reverse,
you can make their actions, right?
- [Patrick] Right, right, right.
- I'm just curious what people are actually doing.
Are they cold emailing or are they just linking up with
everybody on LinkedIn and hoping?
Are they...
- [Patrick] (inaudible) From what I see,
- Yeah.
- [Patrick] what are you thinking?
Are you a human? - Yeah.
- [Patrick] I tell our guys that all the time--
- You're preaching.
- [Patrick] if you send your buddy that email,
does he respond to it?
- You're not responding to it.
- [Patrick] That's not humans speak.
- You mean the cold email that has--
- [Patrick] The cold email. The cold call.
- I am. Yeah.
- [Patrick] Hi Gary. May speak to you for a minute?
That's not how you speak to someone.
- I know where to go.
(light music)
- Thank you. Appreciate it.
- Awesome, man. Thank you.
Thanks for having me. - Good luck.
- And the truth is and I know those four very well
Fredrik I think is a purebred salesman
but I really do think that I was
born very lucky in that I think my parents are very opposite and
I think I feel very in kinship with my marketing and with my
sales and so that's what I want to focus on because I think a
lot of people here can make a lot more money if they
eliminated two things:
one, laziness to be very frank,
and, two, idealistic points of view of how
they've made their money in the past.
I think one of the biggest concerns I have sitting here in
a world where I'm hungry to get one to two people, three people
to get a lot of value out of this talk is the way you made
your money before is my enemy.
The way you've been successful yesterday is my enemy.
It is stunning if you understood what runs through my head every
morning on how to little I think anybody should give a fuck about
anything I achieved yesterday back.
The biggest problem is people get, the reason why I've been
successful on the boards and NGO and you know of my work is
'cause I brought business DNA to the nonprofit sector.
Let's eliminate the romance.
Don't tell me the fluff.
Tell me that I'm going to save $17,000 a year by giving you
$25,000 and I'll write you $50,000.
Got it?
- [Woman] Thank you so much. - You're welcome.
(applause)
- Thank you guys.
Bye guys.
- Look, here's the thing-- - Yeah.
- I know I've been in business development--
- Yes.
- but I have more balls and desire to do it.
- DRock, do me a favor it's time to give him an at-bat.
Get me 25 minutes at the office.
Let me give it real thought. - Okay.
- So that was awesome. - Thank you.
I think I might get fired if I ask this,
how many fucks do you give?
You don't have to sacrifice sleep for hustle.
You have to sacrifice entire seasons of "House of Cards".
You have to sacrifice Candy Crush.
You have to sacrifice being on the bowling and dart and
softball team if you want big results.
Headed to Cleveland for the game.
That should be a lot of fun.
Little networking business action.
That will be fun.
Really good day, this was a great conference.
I just spoke at Sales Machine 16.
Did a good job guys, seriously. Really good stuff.
- [Tim] Thank you, Gary. Appreciate it.
- You're welcome. Great crowd.
Sales, I talk so much about marketing and branding
that I miss the sales part so it's fun to kind of dust off
some of those chops.
Good day had some really intense, solid meetings today.
Got some really good stuff done.
Misha's school had a graduation, so did a little family time.
A nice little kind of family, branding and
running a business day.
Typical.
(light hip hop music)