August 6, 2025 • 32 mins
In this episode, a former top-ranked commercial truck sales rep, Sean Lyden of Systematic Selling, breaks down what actually works in freight sales!
We talk about the 90-day rule in B2B, how to reframe cold calls as shopping for customers, and why your Ideal Customer Profile isn’t just about who to target, but also who to avoid. Sean also shares his dial-based prospecting strategy, KPI tracking tips, and why consistency beats intensity every time!
If you're a freight broker, carrier representative, or logistics founder, this is the kind of tactical strategy that can immediately shift your sales game. Want better conversions and a stronger pipeline? Tune in and start doing the work!
About Sean Lyden
Sean is the founder and CEO of Systematic Selling, where they help SMB owners and their sales teams in the service trades scale their sales (without the chaos).
Sean is a former U.S. Top 25 medium-duty truck sales rep (GMC, Chevrolet, Isuzu brands), has been in sales for 28 years, has handled over 1,200 coaching sessions for founders, owners, and their sales teams, and the co-author of Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success (2024).
Connect with Sean
- LinkedIn: https://www.linkedin.com/in/seanlyden/
- Newsletter: https://www.systematicselling.co/
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:04):
Came back with a bank window down yelling now money anything hey oh got the foot on the gas pedal to the metal when I'm getting to the back hey Got the foot on the gas pedal to the metal when the lane moving fast hey Let them all cross if they hate them let them hate them Make a bigger boss.
Speaker 2 (00:25):
A what is up, ladies and gentlemen?
We are back.
We are live.
It is a freight coach podcast, the top podcast in transportation, coming to you guys every single weekday, 8:30am Pacific, 10:30 Central, to break down some industry headlines.
But most importantly, you guys provide some actual insight into what you can do with all of this information.
If this is your first time tuning in, welcome.
(00:45):
This is the real side of freight, ladies and gentlemen.
And I do say that before every single show.
And what I mean by that is I only speak with transportation professionals because at the end of the day, you guys, I want to talk to the right individuals who have done what you're looking to do or who are currently doing what you're trying to achieve.
So you can take that information, apply it, utilize it and see a meaningful difference in your business and your life.
(01:05):
Happy Wednesday, everybody.
I got a very special guest for you guys here today.
I'm going to bring him up in a second, but I do got to put these little announcements out there.
We drop a weekly newsletter, you guys.
It just dropped this morning.
It's all freight focused.
At the end of the day, it's if you want to go to the FreightCoach.com, which is just right at the bottom of the screen here, go to the freightcoach.com it will prompt you to register.
(01:27):
I'm not going to sell in auto, assign you up for my stuff.
I just don't believe in it fundamentally.
If you want to do that, cool.
But like, at the end of the day, I want to earn that stuff.
So if you want to get a part of that, you guys, it drops every Wednesday.
It's all about freight.
Talk about the industry rates, all of that stuff in there.
So check that out.
And speaking of getting to the point on getting rates, you guys, how do you sell?
(01:49):
Right?
Like, it's every day I scroll on social media.
There's two camps out there.
There's the just get in there and start making dials.
And then there's the if you're not training your people, you're missing out on an opportunity.
But then there's no substance behind that, right?
Like, it's very easy to sit there and point out the high level.
You need to train Your people.
All right, well, how do I train my people?
(02:10):
And there's nothing that comes behind that.
And we're going to talk about that today, you guys.
So I have my good friend Sean Lyden back on the show.
Sean, it's been a while, man, and I appreciate you taking the time to join me today to talk about sales systems.
Speaker 3 (02:22):
Chris, thank you so much for having me.
It's always a blast jamming with you, my friend.
Speaker 2 (02:28):
No, dude, it is.
And it's like, you know, because we really connect on like the sys, like systemizing your day and the processes.
Because it's one of those things, man, where I, for so long I thought that I could just kind of free ride throughout my days and just kind of show up and do stuff when I felt like.
And you know, and this is, you know, you Guys, I'm 39 years old.
(02:50):
This is a realization I had probably about a year and a half ago in my life.
And I'm not afraid to admit it.
Like, I gotta follow a system because you follow a system whether you want to admit it or not.
But I was like, I had to follow a system that I could actually move my business forward, not follow a system when I felt like doing it.
(03:12):
And, you know, so just kind of like a brief, kind of like recap.
Sean, what is it that you do out there?
You've been in sales, you have a business around sales, you know, systemizing and all of that.
So go ahead and tell people about that.
Speaker 3 (03:24):
Yeah, I'm a former commercial truck sales rep and now I'm a founder.
But it was during that time that when I joined that dealer about 20 years ago, I had zero sales experience.
And within three years in the business, I was ranked among the top 25 in the country.
(03:44):
Medium duty truck sales.
And it's not because I'm some outgoing extrovert, I'm actually an introvert.
But I happened to land at a dealer that was fantastic at sales systems.
It was fantastic at training, and it had a fantastic sales culture.
(04:05):
To give you an idea of what that was like, it was if any of the other sales reps used high pressure tactics or things like that out there, it wouldn't be the sales managers pulling them aside.
It'd be one of us as peers pulling that person aside.
Say, hey, look, that's not how we do things here.
So that was a powerful experience.
And then I built from that experience in my company.
(04:28):
Right now, it's systematic selling.
And what we do is provide sales systems coaching and Training for growth minded founders and their sales teams looking to scale their sales.
Without the chaos.
Speaker 2 (04:41):
Yeah.
Speaker 3 (04:42):
And it's that aspect of without the chaos where systems come in.
Speaker 2 (04:48):
Yeah.
And you know, so speaking of the chaos, like what is the chaos that you're describing there?
Because I, you know, from my seat.
The chaos comes in when you only do the stuff when you feel like doing it.
And then you sit up in 90 days and you're like, why are none of my leads converting?
Nobody's answering the phone and stuff like that.
(05:09):
So what is that chaos?
Speaker 3 (05:11):
Yeah, you hit on two things there.
Number one, there's a book by Steven Pressfield, the War of Art, where he talks about this idea of resistance.
And resistance is what keeps you from fulfilling your potential.
Well, what I found is that systems slay resistance.
(05:32):
They force you to do the things you need to do when you need to do them, whether you feel like it or not.
And that other aspect of 90 days and B2B sales, I call it the 90 day rule, what you do or don't do today will either build your business or bite you in the butt.
(05:53):
Not days from now.
And so it is being and doing everything that you need to do today, knowing that you won't feel the immediate impact, but if you keep chopping away at that tree, it will eventually tumble.
Speaker 2 (06:08):
What causes most people to not do their job as a sales rep?
Right.
And by and like, we'll talk about prospecting first.
Right.
Like what is from all the people that you're talking to?
Right.
Because I'm sure all of your clients that you work with are probably small to mid size or even large businesses out there.
And I guarantee all of them are like, Sean, we're not selling enough.
(06:31):
We, our sales reps aren't doing anything.
What do you, or what have you identified causes the biggest apprehension from a sales rep to do the job that they're literally hired to do?
Speaker 3 (06:44):
Yeah.
There are two levels to that.
On one level, you take an experienced sales rep.
They've, they've had some success, but they've stopped prospecting.
And so now their pipeline starts getting dry and they're wondering what's going on.
And the mentality there that they have is that they're too good to prospect because hey, if I were successful, you know, the successful reps don't need to go out and find new business.
(07:10):
So it's a, it's a little bit of that aspect.
The second level is for the newer ones where they have that apprehension.
They have that apprehension because they fear rejection.
They fear rejection because they're looking at prospecting wrong.
The way that I teach clients to think about prospecting is that you're shopping for customers, not the other way around.
(07:35):
And so you think of prospecting the way that you would shop for, like, I love cars, so I could sit all day and look for prospects of cars that I would want to buy or homes or jewelry or clothes, whatever it is that lights your fire that you shop for.
That's the way that I drill down and teach people from a mindset aspect of how to approach prospecting is to look at, hey, you're shopping for customers.
(08:07):
And that shifts that power dynamic and gets over that reluctance.
Speaker 2 (08:12):
Do you think most individuals don't know who their actual prospects are and that's why they struggle with prospecting?
Right?
Because like, I, I try and talk about this on the show a lot is like, I mean, with you look at transportation as a whole, it's a massive market share, right?
And you know, you think you have to offer everything, but I've just found that the more refined I am in my outreach and you know, whether you're calling a drive in or a refrigerated shipper or an open deck shipper, it's focusing one style out there to really kind of get in and separate yourself.
(08:46):
And, and I think it, you know, you could even go further back and more refined.
Like in my business, I want to find those shippers that move like consistent volume, right?
Like, I want to remove the one off or the two off a month style opportunities that come along with it.
Because, like, I'm looking to build a business here, and it's really hard to build revenue on inconsistent revenue.
Speaker 3 (09:13):
Yes, you bring up a huge point.
So system one of the systematic selling framework is messaging.
And the key component of messaging is your ideal customer profile, your ICP.
And without having clarity on that, 90% of the time, you're going to be chasing after bad customers.
(09:36):
So that clarity helps you filter out and it gives you two levels of clarity.
One is, who should we pursue?
And the second is who should we avoid?
What are the red flags that we need to be looking at?
And then you think about it in terms of quantitative and qualitative on your icp.
(09:59):
Quantitative is, are we going after the right job title?
Are we going after the right size of opportunity?
Qualitative is, do they fit someone that we want to work with?
You know, is there chemistry here?
Are they ethical?
Are they whatever it is that fits what you're Looking for having that defined.
(10:25):
And that's the biggest disconnect when I see when owners then begin to hire sales reps is they're sending out sales reps going sink or swim.
Go out.
I hired you to sell.
Go sell.
Who do I go after?
Speaker 2 (10:38):
Yeah, I think more.
More people spend a lot of.
And I'm guilty of this, right?
It's chasing revenue, you know, because like, when you're starting something from scratch, you know, because most people get into an industry working for an established company, right?
Like, very rare.
Does somebody go out and be like, hey, I experience in freight.
(11:00):
I'm going to invest in starting a freight brokerage and start selling, even though I don't even know what a truck is.
It's rare.
I'm not saying it doesn't happen, but it's very rare.
And you get into that desperation mode really quick when you have no money.
You know, you're like, any revenue will do.
And it's.
So it's.
It's a massive hurdle that you need to overcome.
(11:23):
Like, I, you know, because I talk about in my business, when I first started out, like, I didn't make any money for like 16 months.
Like, I broke even.
After, I think it was like the.
That year mark, I started breaking even.
And then I think I actually made money around 15 or 16 months.
And it took me that long to get rid of my pricing structure and what I was going.
(11:44):
And really just refine it.
And it was because I was chasing pennies is really what it was.
I was too sporadic.
I was selling my time, essentially, and trading time for dollars.
And.
And that was a massive oversight that was out there.
So it's like, what is.
What is like step one here, Sean?
When you're.
When you're going in and you're working with an organization, they're like, hey, we need to implement a system here.
(12:07):
We have nothing.
We know who are.
We'll even expedite it and be like, we know who our ideal customer profile is, our icp.
We have that locked in.
How are you working with the sales team to really implement a system?
Speaker 3 (12:20):
Yeah, well, first off, I'll look at what are they doing now and seeing if that's working.
Right.
Is this process working?
Awesome.
Let's do more of it.
Where are the vulnerabilities?
Let's shore that up.
But specifically in this instance, you go, okay, how are you currently reaching out to these folks?
You know who they are?
(12:41):
How are you getting in front of them?
How are you making them aware that you exist?
They May go, hey, we're cold calling, we're cold emailing, we're DMing them on LinkedIn, we get them coming inbound from SEO.
So step one is to go, okay, where are you doing it?
(13:03):
And now let's look at the effectiveness of it.
How is your cold calling working?
What are the stats around that?
What are the I don't care about open rates on your emails, what are your reply rates and what types of replies are you getting?
What is the messaging that you're using?
So you drill down based on the performance of what they're doing to see where the opportunities for improvement might be.
Speaker 2 (13:33):
It's, you know, because like I think that with where we are in with technology and opportunities like you don't just need to cold call anymore or door knock.
You know, you can utilize email, you can utilize DMS and social media and social selling and creating content and all of that stuff.
(13:55):
So you know, from my perspective, it's like I think you again, I just believe in you got to just choose one method and really go with that.
I'm a fan of cold calling because now it seems like nobody's doing it.
It seems like more people than not and if they are calling, they're rushing to the sale at that point.
Speaker 3 (14:16):
Yep, I agree with you to a sense.
Right.
There needs to be a tip of the spear mode of making that initial contact.
I think of every relationship in sales being on the trust continuum from 0 to 10.
0, I don't know you, I don't trust you to 10.
They are raving fans and they will beg to buy whatever you're willing to sell them.
(14:41):
The initial outreach, that cold call takes it from a zero to one.
Then I would think of what are the tools that can advance them from a 1 to a 3 or a 4 where they're ready to give you that opportunity to bid on that piece of freight.
(15:03):
So that's where I see LinkedIn Connect requesting with folks, note on LinkedIn, sending them a thank you DM when they accept your request and then cultivating that relationship by engaging on their content and so forth while continuing with your cold calls.
(15:25):
So it's a mixture of tools, but choosing one that will be the tip of the spear in my business.
So we're in two different businesses right now.
When I was selling trucks, I was in a similar business as you.
I called that an incumbent type business.
Someone is already buying what you're selling, they're just not buying from you yet.
(15:49):
And in that way cold calls Are a great way of doing it or cold emails can do it as well.
I did a mixture of both.
Now in my business, I'm in a discretionary business.
They may or may not be using what I sell.
So the way that I build my clientele and get those initial leads is I talk about that problem that my ICP deals with on LinkedIn.
(16:16):
So I use LinkedIn and I use in person networking as my tip of the spear.
It all depends on the type of business that you're in and what is working to get Those people from 0 to 1 onto your trust continuum.
Speaker 2 (16:32):
Yeah, I think that, that's kind of where, I mean, I, I agree with that.
I think that I'm out there when I'm cold calling and prospecting, for example, I'm, I am adding them on LinkedIn.
As soon as I get the name of the person, I'm going to go in, I'm going to add them on LinkedIn.
I'm not going to send a message with it or anything like that.
But then my thing is that they connect with me if they accept my connection request and you know, maybe they see the content, maybe they see the podcast, maybe they have some familiarity with it.
(16:58):
And now is this going to work for everybody?
Absolutely not.
But at the end of the day, I want them to recognize and get familiar with the name because eventually when I get them on the phone, I just want a little bit of a comfort to be like, hey man, I've kind of seen enough of your stuff on social media.
You know, I align with some of your posts or, and they're not going to tell you that on the phone, but again, they're going to actually maybe give you 30 seconds.
(17:20):
And I think it's also very important, Sean.
And it's also a very overlooked step is understanding where you're at in the sales process, you know, because I feel like the very first interaction with somebody, you should never, I like the term pitch slap.
You should never pitch slap them right away.
For me, my entire strategy is this is who we are, this is what we do.
(17:42):
I'm really just calling to introduce ourselves because anybody out there who's been selling in freight over these last three to four years understands how few and far between some of these opportunities have become.
So it's like a lot of it is I want to position myself as a subject matter expert.
That's the real thing.
Like, hey, let's move this needle down exactly right.
(18:04):
And it's like to me, it's like they're not going to trust you after the first time, you call them the second time, third time, probably even the fourth time.
Right.
But eventually I've been doing this long enough to know that in due time something's going to happen and they're going to be like, who should we reach out to?
And I just, I want them to have a positive mindset on Chris Jolly that they're going to be like, I want to reach out to that Chris guy because he's respected what we said.
(18:28):
He's never pushed for it.
Because I, I hate the pushy sales rep. To me, when I'm the one who's the buyer, I'm not going to bring that same energy out to my prospects and just try and guilt them.
Speaker 3 (18:39):
Into an opportunity 100%.
And Chris, the what you described there is the philosophy that we teach at System X.
Selling.
And it's sales isn't about convincing people to buy.
It's about finding or creating alignment between the customer's problem and your solution.
(18:59):
And what you're doing there as you take each step in that process and you're building trust.
Is you're looking for alignment?
Is there alignment here?
Awesome.
Let's take that next step.
If there's no alignment here, that's fine too.
No harm, no foul.
We move on.
(19:20):
But when you focus on alignment versus convincing, going back to your original question of what holds people back from prospecting, doing cold calls, cold outreach of any sort, it's that feeling that they have to use high pressure, that they have to win them over on the first call.
(19:41):
No, you're more of an intelligence agent.
You're going out and trying to identify whether there is enough alignment to even take the next step.
The moment you do that, it eliminates that fear and that hesitation in your prospecting process.
Speaker 2 (19:58):
Yeah, I think that is what cripples most individuals, is it is the fear of it.
And again, I'm not here to ever say that I'm immune to those emotions.
I am a regular human being.
I have emotion just like everybody else does out there.
But for me, this is why it's so important to set clear metrics on what you're going to hold yourself accountable to every single day.
(20:23):
And again, I'm not going to sit here and say that every single day of the week.
I am at a hundred percent on my.
What I set out to do every single day because things happen.
You know, like, I get that, but I feel like more people focus on.
I'm only going to do things when I'm motivated to do them.
And you need to build a.
And this is why I'm all about small, digestible bites, small steps forward.
(20:47):
Because if you're struggling to make sales calls in a day and you throw a number like 50 in front of somebody, that's a daunting number.
I don't care what anybody says.
So it's like, all right, why don't you just start with having to make five?
All right, let's get that routine.
And then I just call it like the Buy five initiative, essentially.
Right, Sean, where it's like, hey, we did five a day this week.
(21:08):
All right, let's move it up to 10, all right?
And then let's just watch it.
And then let's just take those small incremental steps forward.
And yes, it's an investment, but in due time, your sales reps are going to be consistently rocking out.
Would you rather have them make 30 every single day or 50 once in a week?
Because that's really what it boils down to, man.
Speaker 3 (21:26):
I, I love that.
And I.
Once you get what that initial number needs to be, whether it's 5, 10, 20, 50, whatever that case might be, then you run your KPIs, conversion rates through each stage.
So in my business, my sweet spot number as a founder that I can reasonably handle is 30.
(21:50):
What I call 30 touches a day, calls, DMs, texts, whatever the case might be, 30 touches a day.
That translates into a certain number of what I call one to ones.
These are informal get to know you initial conversations with a prospect, not quite discovery.
Now I'm.
(22:10):
What I'm looking for in the one to ones is looking for, is there alignment that this could be an actual prospect.
Now I've got a certain number of one to ones that translate into prospects.
Last year it was one out of four.
One to ones would become a prospect.
This year through improvements and efficiencies, it's one out of three.
(22:34):
And so that number then tells me, out of prospects, how many of those convert into discoveries?
And then out of discoveries, how many of those convert into proposals?
And then proposals, the sales, all those numbers run down so you know exactly where you need to be.
And my number 30 touches a day, it's like clockwork.
(22:57):
It's in my head.
I know that's my tip of the spear.
I do that all my other numbers are going to take care of themselves.
Speaker 2 (23:04):
No, I, I think that's exactly how it's done.
And it's, you know, you need to set that and build up to that.
And it's, you know, because I think, and this is a way for you to avoid the it once you experience success, because you're going to experience success at some point that keeps you going when you've got that consistent business coming in.
(23:29):
Because I think that's a whole other conversation that we could have.
Is this.
Because that stifles a lot of people.
This is like, hey, I landed a couple of accounts, I'm good now, I don't need to prospect as much.
Or all of a sudden the air quote, busy work comes in and you know, so it's like I want to ask like if you know to a founder out there who's listening to this or a sales leader out there who's listening to this, who is feeling overwhelmed about like just actually doing this every single day, what tips do you give people, Sean, to where it's like you need to build this into your day.
(24:01):
How do you advise that they build it in?
Speaker 3 (24:04):
Yeah, what I advise them to do beyond the time blocking aspect, meaning you carve out specific time as if it were a meeting on your calendar, that this is what you're doing.
Besides that, what I teach them to do is think about your prospecting in terms of a dial.
(24:24):
So when you've got to, you know that dials from a 0 to 10 that you turn it.
And when things are slow, you can take that dial to 7, 8, 9, or maybe even 10 in terms of what you can invest prospecting wise.
Then as things get super busy, you dial that down a bit.
(24:45):
So maybe in my case, instead of 30 touches a day, I dial that down to 20 or 15.
In this case, you're dialing it to say a three or a two.
The important point here is never let that dial go to zero because then the 90 day rule kicks in.
And that 90 day rule of B2B sales is whatever you do or don't do today will either build your business or bite you in the butt 90 days from now.
Speaker 2 (25:15):
Yeah.
Speaker 3 (25:16):
Protect yourself.
Never let that dial go to zero.
Speaker 2 (25:19):
Yeah.
And that's one thing that I mean for me, it's like my power hour every day.
I call it a power and I got it from Jeb Blount Books in this is where that's, it's a really good start for a lot of people.
And you know, talks about that power hour.
My power hour is between 10 and 11 o' clock Eastern Time every single day.
And I just come in and I I get 30 dials in a day.
(25:41):
And then.
Or 25.
Anywhere between 25 and 30 in.
In that hour.
And then I will finish my remaining calls after this show.
And I break it down like that because it's like I am a. I've just come to realize that most people, like, as the day progresses, they do not want to talk at all.
They.
They're already thinking about what's going on for dinner and stuff like that, and they're.
(26:03):
They're checked out.
So it's like, I want to get in.
I want to hit them early.
And then I'm just more of a morning person at the end of the day, Sean, where, like, if I don't do stuff right away, I won't do it.
It's also the reason why I get up early and go to the gym early.
It's because if I don't, I won't.
Speaker 3 (26:18):
Yeah, you're factoring in your energy level.
In fact, I would say that is the.
The most important aspect of when you make those calls is when you're dialed in, because then you'll.
You'll impact the energy level of whoever you contact.
Speaker 2 (26:35):
Yeah.
And.
And that's my.
That's another very important point.
Right.
Is.
Is it's like, man, if you're a morning person, structure your day around that and do all of that.
And I also just believe in doing the things you don't want to do first, like just ripping the band aid off.
And, you know, it just makes it more manageable.
Because I think the one thing that is never discussed at depth, and maybe it has, and I just haven't seen it yet, is it's the human emotion factor that comes into it.
(27:05):
Right.
And I think that is the most overlooked thing, Sean, is.
Is on why stuff isn't getting done.
And it's because people don't take the time to build into it.
They believe in going 0 to 100.
And again, if you're an experienced sales rep, you should be able to rock out 50 cold calls in a day.
If you are, that's your sole job.
But if you're just starting out, and this is what I think most people need to go back and look like.
(27:28):
You might have been doing this for a couple of years, but if you've never followed a structure, I want to tell you guys right now, you have to implement a structure inside of your day.
Start with 5, start with 10.
Choose a number that you look at and you're like, I'm going to rock that out.
And then the measurable comes with how long it takes you to accomplish that.
(27:49):
Right.
It might take you two hours to make ten cold calls, right?
It might and it does.
And then you start to be like, all right, how do you scale that back?
And then maybe when that.
That 10 goes from two hours down to an hour, then you add five on.
All right.
And then you just build up from there and you follow that day in and day out.
And again, it's building a system that you're going to follow because more days than not, you will not feel like doing that.
(28:13):
You will not.
The last thing you want to do is pick up the phone and get told no.
Speaker 3 (28:18):
Yeah.
Have you ever read the book Eat that Frog by Brian Tracy?
Speaker 2 (28:23):
I don't think so.
Speaker 3 (28:24):
Okay.
That talks exactly about what you were speaking about when it comes to taking the things that if you don't do them now, then you won't do them.
The whole idea is, you know, if I start the day eating my frogs, the things I absolutely don't want to eat, the rest of the day will just be making bank.
Speaker 2 (28:49):
Yeah.
Speaker 3 (28:50):
And that's the concept.
A lot of times I will go, okay, what are the frogs I've been trying to avoid this morning?
What frogs can I eat just to challenge myself to get those things out of the way?
Because it does not matter how long you've been doing this.
I've been doing sales of some sort for 27 years.
(29:12):
And I still, as Steven Pressfield talks about in his book.
Yeah.
I still deal with that resistance.
Speaker 2 (29:21):
Yeah.
Speaker 3 (29:21):
You gotta fight it.
It's like.
It's like a daily battle every day.
Speaker 2 (29:26):
Exactly.
We all do.
Right.
I'll be the.
I'll be one to admit it as well.
I have that daily battle as well.
But once you rip that band aid off or eat that frog that you're talking about and you kind of get into it and you rock a couple out and you realize, like, hey, 99 of the time, people are actually pretty cordial.
You.
You just kind of get back into that routine and do it.
Sean, I appreciate your time.
(29:47):
And this flew by.
I knew it was going.
How does anybody reach out to you to find out more about what you got going on?
Speaker 3 (29:53):
Sure.
They can check out my newsletter at systematic selling dot co. Or they can come visit me at LinkedIn.
That's at Sean M. As a Matthew Leiden.
That's my profile on LinkedIn.
Speaker 2 (30:08):
Perfect.
Sean, thank you so much for your time.
Hey, absolutely, man.
That's going to be it for today, ladies and gentlemen.
If you guys can't find Sean at all, hit me up.
I'll gladly put you guys in contact with them, but that will be it.
If you got value in what you heard, subscribe to the show, you guys.
And if you're feeling really ambitious after this one, rank the show on itunes and Spotify.
Because if you saw value, your network's going to see value as well.
(30:30):
I appreciate you guys.
I love you guys, and we'll be talking to you soon.
Speaker 1 (30:38):
Came back with a bank window down?
Yelling now money at that?
Hey, oh?
Got the foot on the gas pedal to the metal?
When I'm getting to the back?
Hey?
Got the foot on the gas pedal to the metal when the lane moving fast?
Hey, hey?
Let them all cross?
If they hate, then let them?
Made them make a bigger ball?
Speaker 2 (30:59):
Hey.
Came back with a bank window down yelling now money anything hey oh got the foot on the gas pedal to the metal when I'm getting to the back hey Got the foot on the gas pedal to the metal when the lane moving fast hey Let them all cross if they hate them let them hate them Make a bigger boss.
Speaker 2 (00:25):
A what is up, ladies and gentlemen?
We are back.
We are live.
It is a freight coach podcast, the top podcast in transportation, coming to you guys every single weekday, 8:30am Pacific, 10:30 Central, to break down some industry headlines.
But most importantly, you guys provide some actual insight into what you can do with all of this information.
If this is your first time tuning in, welcome.
(00:45):
This is the real side of freight, ladies and gentlemen.
And I do say that before every single show.
And what I mean by that is I only speak with transportation professionals because at the end of the day, you guys, I want to talk to the right individuals who have done what you're looking to do or who are currently doing what you're trying to achieve.
So you can take that information, apply it, utilize it and see a meaningful difference in your business and your life.
(01:05):
Happy Wednesday, everybody.
I got a very special guest for you guys here today.
I'm going to bring him up in a second, but I do got to put these little announcements out there.
We drop a weekly newsletter, you guys.
It just dropped this morning.
It's all freight focused.
At the end of the day, it's if you want to go to the FreightCoach.com, which is just right at the bottom of the screen here, go to the freightcoach.com it will prompt you to register.
(01:27):
I'm not going to sell in auto, assign you up for my stuff.
I just don't believe in it fundamentally.
If you want to do that, cool.
But like, at the end of the day, I want to earn that stuff.
So if you want to get a part of that, you guys, it drops every Wednesday.
It's all about freight.
Talk about the industry rates, all of that stuff in there.
So check that out.
And speaking of getting to the point on getting rates, you guys, how do you sell?
(01:49):
Right?
Like, it's every day I scroll on social media.
There's two camps out there.
There's the just get in there and start making dials.
And then there's the if you're not training your people, you're missing out on an opportunity.
But then there's no substance behind that, right?
Like, it's very easy to sit there and point out the high level.
You need to train Your people.
All right, well, how do I train my people?
(02:10):
And there's nothing that comes behind that.
And we're going to talk about that today, you guys.
So I have my good friend Sean Lyden back on the show.
Sean, it's been a while, man, and I appreciate you taking the time to join me today to talk about sales systems.
Speaker 3 (02:22):
Chris, thank you so much for having me.
It's always a blast jamming with you, my friend.
Speaker 2 (02:28):
No, dude, it is.
And it's like, you know, because we really connect on like the sys, like systemizing your day and the processes.
Because it's one of those things, man, where I, for so long I thought that I could just kind of free ride throughout my days and just kind of show up and do stuff when I felt like.
And you know, and this is, you know, you Guys, I'm 39 years old.
(02:50):
This is a realization I had probably about a year and a half ago in my life.
And I'm not afraid to admit it.
Like, I gotta follow a system because you follow a system whether you want to admit it or not.
But I was like, I had to follow a system that I could actually move my business forward, not follow a system when I felt like doing it.
(03:12):
And, you know, so just kind of like a brief, kind of like recap.
Sean, what is it that you do out there?
You've been in sales, you have a business around sales, you know, systemizing and all of that.
So go ahead and tell people about that.
Speaker 3 (03:24):
Yeah, I'm a former commercial truck sales rep and now I'm a founder.
But it was during that time that when I joined that dealer about 20 years ago, I had zero sales experience.
And within three years in the business, I was ranked among the top 25 in the country.
(03:44):
Medium duty truck sales.
And it's not because I'm some outgoing extrovert, I'm actually an introvert.
But I happened to land at a dealer that was fantastic at sales systems.
It was fantastic at training, and it had a fantastic sales culture.
(04:05):
To give you an idea of what that was like, it was if any of the other sales reps used high pressure tactics or things like that out there, it wouldn't be the sales managers pulling them aside.
It'd be one of us as peers pulling that person aside.
Say, hey, look, that's not how we do things here.
So that was a powerful experience.
And then I built from that experience in my company.
(04:28):
Right now, it's systematic selling.
And what we do is provide sales systems coaching and Training for growth minded founders and their sales teams looking to scale their sales.
Without the chaos.
Speaker 2 (04:41):
Yeah.
Speaker 3 (04:42):
And it's that aspect of without the chaos where systems come in.
Speaker 2 (04:48):
Yeah.
And you know, so speaking of the chaos, like what is the chaos that you're describing there?
Because I, you know, from my seat.
The chaos comes in when you only do the stuff when you feel like doing it.
And then you sit up in 90 days and you're like, why are none of my leads converting?
Nobody's answering the phone and stuff like that.
(05:09):
So what is that chaos?
Speaker 3 (05:11):
Yeah, you hit on two things there.
Number one, there's a book by Steven Pressfield, the War of Art, where he talks about this idea of resistance.
And resistance is what keeps you from fulfilling your potential.
Well, what I found is that systems slay resistance.
(05:32):
They force you to do the things you need to do when you need to do them, whether you feel like it or not.
And that other aspect of 90 days and B2B sales, I call it the 90 day rule, what you do or don't do today will either build your business or bite you in the butt.
(05:53):
Not days from now.
And so it is being and doing everything that you need to do today, knowing that you won't feel the immediate impact, but if you keep chopping away at that tree, it will eventually tumble.
Speaker 2 (06:08):
What causes most people to not do their job as a sales rep?
Right.
And by and like, we'll talk about prospecting first.
Right.
Like what is from all the people that you're talking to?
Right.
Because I'm sure all of your clients that you work with are probably small to mid size or even large businesses out there.
And I guarantee all of them are like, Sean, we're not selling enough.
(06:31):
We, our sales reps aren't doing anything.
What do you, or what have you identified causes the biggest apprehension from a sales rep to do the job that they're literally hired to do?
Speaker 3 (06:44):
Yeah.
There are two levels to that.
On one level, you take an experienced sales rep.
They've, they've had some success, but they've stopped prospecting.
And so now their pipeline starts getting dry and they're wondering what's going on.
And the mentality there that they have is that they're too good to prospect because hey, if I were successful, you know, the successful reps don't need to go out and find new business.
(07:10):
So it's a, it's a little bit of that aspect.
The second level is for the newer ones where they have that apprehension.
They have that apprehension because they fear rejection.
They fear rejection because they're looking at prospecting wrong.
The way that I teach clients to think about prospecting is that you're shopping for customers, not the other way around.
(07:35):
And so you think of prospecting the way that you would shop for, like, I love cars, so I could sit all day and look for prospects of cars that I would want to buy or homes or jewelry or clothes, whatever it is that lights your fire that you shop for.
That's the way that I drill down and teach people from a mindset aspect of how to approach prospecting is to look at, hey, you're shopping for customers.
(08:07):
And that shifts that power dynamic and gets over that reluctance.
Speaker 2 (08:12):
Do you think most individuals don't know who their actual prospects are and that's why they struggle with prospecting?
Right?
Because like, I, I try and talk about this on the show a lot is like, I mean, with you look at transportation as a whole, it's a massive market share, right?
And you know, you think you have to offer everything, but I've just found that the more refined I am in my outreach and you know, whether you're calling a drive in or a refrigerated shipper or an open deck shipper, it's focusing one style out there to really kind of get in and separate yourself.
(08:46):
And, and I think it, you know, you could even go further back and more refined.
Like in my business, I want to find those shippers that move like consistent volume, right?
Like, I want to remove the one off or the two off a month style opportunities that come along with it.
Because, like, I'm looking to build a business here, and it's really hard to build revenue on inconsistent revenue.
Speaker 3 (09:13):
Yes, you bring up a huge point.
So system one of the systematic selling framework is messaging.
And the key component of messaging is your ideal customer profile, your ICP.
And without having clarity on that, 90% of the time, you're going to be chasing after bad customers.
(09:36):
So that clarity helps you filter out and it gives you two levels of clarity.
One is, who should we pursue?
And the second is who should we avoid?
What are the red flags that we need to be looking at?
And then you think about it in terms of quantitative and qualitative on your icp.
(09:59):
Quantitative is, are we going after the right job title?
Are we going after the right size of opportunity?
Qualitative is, do they fit someone that we want to work with?
You know, is there chemistry here?
Are they ethical?
Are they whatever it is that fits what you're Looking for having that defined.
(10:25):
And that's the biggest disconnect when I see when owners then begin to hire sales reps is they're sending out sales reps going sink or swim.
Go out.
I hired you to sell.
Go sell.
Who do I go after?
Speaker 2 (10:38):
Yeah, I think more.
More people spend a lot of.
And I'm guilty of this, right?
It's chasing revenue, you know, because like, when you're starting something from scratch, you know, because most people get into an industry working for an established company, right?
Like, very rare.
Does somebody go out and be like, hey, I experience in freight.
(11:00):
I'm going to invest in starting a freight brokerage and start selling, even though I don't even know what a truck is.
It's rare.
I'm not saying it doesn't happen, but it's very rare.
And you get into that desperation mode really quick when you have no money.
You know, you're like, any revenue will do.
And it's.
So it's.
It's a massive hurdle that you need to overcome.
(11:23):
Like, I, you know, because I talk about in my business, when I first started out, like, I didn't make any money for like 16 months.
Like, I broke even.
After, I think it was like the.
That year mark, I started breaking even.
And then I think I actually made money around 15 or 16 months.
And it took me that long to get rid of my pricing structure and what I was going.
(11:44):
And really just refine it.
And it was because I was chasing pennies is really what it was.
I was too sporadic.
I was selling my time, essentially, and trading time for dollars.
And.
And that was a massive oversight that was out there.
So it's like, what is.
What is like step one here, Sean?
When you're.
When you're going in and you're working with an organization, they're like, hey, we need to implement a system here.
(12:07):
We have nothing.
We know who are.
We'll even expedite it and be like, we know who our ideal customer profile is, our icp.
We have that locked in.
How are you working with the sales team to really implement a system?
Speaker 3 (12:20):
Yeah, well, first off, I'll look at what are they doing now and seeing if that's working.
Right.
Is this process working?
Awesome.
Let's do more of it.
Where are the vulnerabilities?
Let's shore that up.
But specifically in this instance, you go, okay, how are you currently reaching out to these folks?
You know who they are?
(12:41):
How are you getting in front of them?
How are you making them aware that you exist?
They May go, hey, we're cold calling, we're cold emailing, we're DMing them on LinkedIn, we get them coming inbound from SEO.
So step one is to go, okay, where are you doing it?
(13:03):
And now let's look at the effectiveness of it.
How is your cold calling working?
What are the stats around that?
What are the I don't care about open rates on your emails, what are your reply rates and what types of replies are you getting?
What is the messaging that you're using?
So you drill down based on the performance of what they're doing to see where the opportunities for improvement might be.
Speaker 2 (13:33):
It's, you know, because like I think that with where we are in with technology and opportunities like you don't just need to cold call anymore or door knock.
You know, you can utilize email, you can utilize DMS and social media and social selling and creating content and all of that stuff.
(13:55):
So you know, from my perspective, it's like I think you again, I just believe in you got to just choose one method and really go with that.
I'm a fan of cold calling because now it seems like nobody's doing it.
It seems like more people than not and if they are calling, they're rushing to the sale at that point.
Speaker 3 (14:16):
Yep, I agree with you to a sense.
Right.
There needs to be a tip of the spear mode of making that initial contact.
I think of every relationship in sales being on the trust continuum from 0 to 10.
0, I don't know you, I don't trust you to 10.
They are raving fans and they will beg to buy whatever you're willing to sell them.
(14:41):
The initial outreach, that cold call takes it from a zero to one.
Then I would think of what are the tools that can advance them from a 1 to a 3 or a 4 where they're ready to give you that opportunity to bid on that piece of freight.
(15:03):
So that's where I see LinkedIn Connect requesting with folks, note on LinkedIn, sending them a thank you DM when they accept your request and then cultivating that relationship by engaging on their content and so forth while continuing with your cold calls.
(15:25):
So it's a mixture of tools, but choosing one that will be the tip of the spear in my business.
So we're in two different businesses right now.
When I was selling trucks, I was in a similar business as you.
I called that an incumbent type business.
Someone is already buying what you're selling, they're just not buying from you yet.
(15:49):
And in that way cold calls Are a great way of doing it or cold emails can do it as well.
I did a mixture of both.
Now in my business, I'm in a discretionary business.
They may or may not be using what I sell.
So the way that I build my clientele and get those initial leads is I talk about that problem that my ICP deals with on LinkedIn.
(16:16):
So I use LinkedIn and I use in person networking as my tip of the spear.
It all depends on the type of business that you're in and what is working to get Those people from 0 to 1 onto your trust continuum.
Speaker 2 (16:32):
Yeah, I think that, that's kind of where, I mean, I, I agree with that.
I think that I'm out there when I'm cold calling and prospecting, for example, I'm, I am adding them on LinkedIn.
As soon as I get the name of the person, I'm going to go in, I'm going to add them on LinkedIn.
I'm not going to send a message with it or anything like that.
But then my thing is that they connect with me if they accept my connection request and you know, maybe they see the content, maybe they see the podcast, maybe they have some familiarity with it.
(16:58):
And now is this going to work for everybody?
Absolutely not.
But at the end of the day, I want them to recognize and get familiar with the name because eventually when I get them on the phone, I just want a little bit of a comfort to be like, hey man, I've kind of seen enough of your stuff on social media.
You know, I align with some of your posts or, and they're not going to tell you that on the phone, but again, they're going to actually maybe give you 30 seconds.
(17:20):
And I think it's also very important, Sean.
And it's also a very overlooked step is understanding where you're at in the sales process, you know, because I feel like the very first interaction with somebody, you should never, I like the term pitch slap.
You should never pitch slap them right away.
For me, my entire strategy is this is who we are, this is what we do.
(17:42):
I'm really just calling to introduce ourselves because anybody out there who's been selling in freight over these last three to four years understands how few and far between some of these opportunities have become.
So it's like a lot of it is I want to position myself as a subject matter expert.
That's the real thing.
Like, hey, let's move this needle down exactly right.
(18:04):
And it's like to me, it's like they're not going to trust you after the first time, you call them the second time, third time, probably even the fourth time.
Right.
But eventually I've been doing this long enough to know that in due time something's going to happen and they're going to be like, who should we reach out to?
And I just, I want them to have a positive mindset on Chris Jolly that they're going to be like, I want to reach out to that Chris guy because he's respected what we said.
(18:28):
He's never pushed for it.
Because I, I hate the pushy sales rep. To me, when I'm the one who's the buyer, I'm not going to bring that same energy out to my prospects and just try and guilt them.
Speaker 3 (18:39):
Into an opportunity 100%.
And Chris, the what you described there is the philosophy that we teach at System X.
Selling.
And it's sales isn't about convincing people to buy.
It's about finding or creating alignment between the customer's problem and your solution.
(18:59):
And what you're doing there as you take each step in that process and you're building trust.
Is you're looking for alignment?
Is there alignment here?
Awesome.
Let's take that next step.
If there's no alignment here, that's fine too.
No harm, no foul.
We move on.
(19:20):
But when you focus on alignment versus convincing, going back to your original question of what holds people back from prospecting, doing cold calls, cold outreach of any sort, it's that feeling that they have to use high pressure, that they have to win them over on the first call.
(19:41):
No, you're more of an intelligence agent.
You're going out and trying to identify whether there is enough alignment to even take the next step.
The moment you do that, it eliminates that fear and that hesitation in your prospecting process.
Speaker 2 (19:58):
Yeah, I think that is what cripples most individuals, is it is the fear of it.
And again, I'm not here to ever say that I'm immune to those emotions.
I am a regular human being.
I have emotion just like everybody else does out there.
But for me, this is why it's so important to set clear metrics on what you're going to hold yourself accountable to every single day.
(20:23):
And again, I'm not going to sit here and say that every single day of the week.
I am at a hundred percent on my.
What I set out to do every single day because things happen.
You know, like, I get that, but I feel like more people focus on.
I'm only going to do things when I'm motivated to do them.
And you need to build a.
And this is why I'm all about small, digestible bites, small steps forward.
(20:47):
Because if you're struggling to make sales calls in a day and you throw a number like 50 in front of somebody, that's a daunting number.
I don't care what anybody says.
So it's like, all right, why don't you just start with having to make five?
All right, let's get that routine.
And then I just call it like the Buy five initiative, essentially.
Right, Sean, where it's like, hey, we did five a day this week.
(21:08):
All right, let's move it up to 10, all right?
And then let's just watch it.
And then let's just take those small incremental steps forward.
And yes, it's an investment, but in due time, your sales reps are going to be consistently rocking out.
Would you rather have them make 30 every single day or 50 once in a week?
Because that's really what it boils down to, man.
Speaker 3 (21:26):
I, I love that.
And I.
Once you get what that initial number needs to be, whether it's 5, 10, 20, 50, whatever that case might be, then you run your KPIs, conversion rates through each stage.
So in my business, my sweet spot number as a founder that I can reasonably handle is 30.
(21:50):
What I call 30 touches a day, calls, DMs, texts, whatever the case might be, 30 touches a day.
That translates into a certain number of what I call one to ones.
These are informal get to know you initial conversations with a prospect, not quite discovery.
Now I'm.
(22:10):
What I'm looking for in the one to ones is looking for, is there alignment that this could be an actual prospect.
Now I've got a certain number of one to ones that translate into prospects.
Last year it was one out of four.
One to ones would become a prospect.
This year through improvements and efficiencies, it's one out of three.
(22:34):
And so that number then tells me, out of prospects, how many of those convert into discoveries?
And then out of discoveries, how many of those convert into proposals?
And then proposals, the sales, all those numbers run down so you know exactly where you need to be.
And my number 30 touches a day, it's like clockwork.
(22:57):
It's in my head.
I know that's my tip of the spear.
I do that all my other numbers are going to take care of themselves.
Speaker 2 (23:04):
No, I, I think that's exactly how it's done.
And it's, you know, you need to set that and build up to that.
And it's, you know, because I think, and this is a way for you to avoid the it once you experience success, because you're going to experience success at some point that keeps you going when you've got that consistent business coming in.
(23:29):
Because I think that's a whole other conversation that we could have.
Is this.
Because that stifles a lot of people.
This is like, hey, I landed a couple of accounts, I'm good now, I don't need to prospect as much.
Or all of a sudden the air quote, busy work comes in and you know, so it's like I want to ask like if you know to a founder out there who's listening to this or a sales leader out there who's listening to this, who is feeling overwhelmed about like just actually doing this every single day, what tips do you give people, Sean, to where it's like you need to build this into your day.
(24:01):
How do you advise that they build it in?
Speaker 3 (24:04):
Yeah, what I advise them to do beyond the time blocking aspect, meaning you carve out specific time as if it were a meeting on your calendar, that this is what you're doing.
Besides that, what I teach them to do is think about your prospecting in terms of a dial.
(24:24):
So when you've got to, you know that dials from a 0 to 10 that you turn it.
And when things are slow, you can take that dial to 7, 8, 9, or maybe even 10 in terms of what you can invest prospecting wise.
Then as things get super busy, you dial that down a bit.
(24:45):
So maybe in my case, instead of 30 touches a day, I dial that down to 20 or 15.
In this case, you're dialing it to say a three or a two.
The important point here is never let that dial go to zero because then the 90 day rule kicks in.
And that 90 day rule of B2B sales is whatever you do or don't do today will either build your business or bite you in the butt 90 days from now.
Speaker 2 (25:15):
Yeah.
Speaker 3 (25:16):
Protect yourself.
Never let that dial go to zero.
Speaker 2 (25:19):
Yeah.
And that's one thing that I mean for me, it's like my power hour every day.
I call it a power and I got it from Jeb Blount Books in this is where that's, it's a really good start for a lot of people.
And you know, talks about that power hour.
My power hour is between 10 and 11 o' clock Eastern Time every single day.
And I just come in and I I get 30 dials in a day.
(25:41):
And then.
Or 25.
Anywhere between 25 and 30 in.
In that hour.
And then I will finish my remaining calls after this show.
And I break it down like that because it's like I am a. I've just come to realize that most people, like, as the day progresses, they do not want to talk at all.
They.
They're already thinking about what's going on for dinner and stuff like that, and they're.
(26:03):
They're checked out.
So it's like, I want to get in.
I want to hit them early.
And then I'm just more of a morning person at the end of the day, Sean, where, like, if I don't do stuff right away, I won't do it.
It's also the reason why I get up early and go to the gym early.
It's because if I don't, I won't.
Speaker 3 (26:18):
Yeah, you're factoring in your energy level.
In fact, I would say that is the.
The most important aspect of when you make those calls is when you're dialed in, because then you'll.
You'll impact the energy level of whoever you contact.
Speaker 2 (26:35):
Yeah.
And.
And that's my.
That's another very important point.
Right.
Is.
Is it's like, man, if you're a morning person, structure your day around that and do all of that.
And I also just believe in doing the things you don't want to do first, like just ripping the band aid off.
And, you know, it just makes it more manageable.
Because I think the one thing that is never discussed at depth, and maybe it has, and I just haven't seen it yet, is it's the human emotion factor that comes into it.
(27:05):
Right.
And I think that is the most overlooked thing, Sean, is.
Is on why stuff isn't getting done.
And it's because people don't take the time to build into it.
They believe in going 0 to 100.
And again, if you're an experienced sales rep, you should be able to rock out 50 cold calls in a day.
If you are, that's your sole job.
But if you're just starting out, and this is what I think most people need to go back and look like.
(27:28):
You might have been doing this for a couple of years, but if you've never followed a structure, I want to tell you guys right now, you have to implement a structure inside of your day.
Start with 5, start with 10.
Choose a number that you look at and you're like, I'm going to rock that out.
And then the measurable comes with how long it takes you to accomplish that.
(27:49):
Right.
It might take you two hours to make ten cold calls, right?
It might and it does.
And then you start to be like, all right, how do you scale that back?
And then maybe when that.
That 10 goes from two hours down to an hour, then you add five on.
All right.
And then you just build up from there and you follow that day in and day out.
And again, it's building a system that you're going to follow because more days than not, you will not feel like doing that.
(28:13):
You will not.
The last thing you want to do is pick up the phone and get told no.
Speaker 3 (28:18):
Yeah.
Have you ever read the book Eat that Frog by Brian Tracy?
Speaker 2 (28:23):
I don't think so.
Speaker 3 (28:24):
Okay.
That talks exactly about what you were speaking about when it comes to taking the things that if you don't do them now, then you won't do them.
The whole idea is, you know, if I start the day eating my frogs, the things I absolutely don't want to eat, the rest of the day will just be making bank.
Speaker 2 (28:49):
Yeah.
Speaker 3 (28:50):
And that's the concept.
A lot of times I will go, okay, what are the frogs I've been trying to avoid this morning?
What frogs can I eat just to challenge myself to get those things out of the way?
Because it does not matter how long you've been doing this.
I've been doing sales of some sort for 27 years.
(29:12):
And I still, as Steven Pressfield talks about in his book.
Yeah.
I still deal with that resistance.
Speaker 2 (29:21):
Yeah.
Speaker 3 (29:21):
You gotta fight it.
It's like.
It's like a daily battle every day.
Speaker 2 (29:26):
Exactly.
We all do.
Right.
I'll be the.
I'll be one to admit it as well.
I have that daily battle as well.
But once you rip that band aid off or eat that frog that you're talking about and you kind of get into it and you rock a couple out and you realize, like, hey, 99 of the time, people are actually pretty cordial.
You.
You just kind of get back into that routine and do it.
Sean, I appreciate your time.
(29:47):
And this flew by.
I knew it was going.
How does anybody reach out to you to find out more about what you got going on?
Speaker 3 (29:53):
Sure.
They can check out my newsletter at systematic selling dot co. Or they can come visit me at LinkedIn.
That's at Sean M. As a Matthew Leiden.
That's my profile on LinkedIn.
Speaker 2 (30:08):
Perfect.
Sean, thank you so much for your time.
Hey, absolutely, man.
That's going to be it for today, ladies and gentlemen.
If you guys can't find Sean at all, hit me up.
I'll gladly put you guys in contact with them, but that will be it.
If you got value in what you heard, subscribe to the show, you guys.
And if you're feeling really ambitious after this one, rank the show on itunes and Spotify.
Because if you saw value, your network's going to see value as well.
(30:30):
I appreciate you guys.
I love you guys, and we'll be talking to you soon.
Speaker 1 (30:38):
Came back with a bank window down?
Yelling now money at that?
Hey, oh?
Got the foot on the gas pedal to the metal?
When I'm getting to the back?
Hey?
Got the foot on the gas pedal to the metal when the lane moving fast?
Hey, hey?
Let them all cross?
If they hate, then let them?
Made them make a bigger ball?
Speaker 2 (30:59):
Hey.
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