Professional Sales Tips you'll learn today on The Sales Podcast ... Former professional basketball player Zig when others zag, which means sending personalized outreach Do what doesn’t scale “What is my competition not willing do that I will?” He’s been making content since 2005 He has a process for researching ideal prospects Send link to assistant to research Assistant finds pertinent information and adds it to the CRM He then makes the video intro He’ll make 5-6 each day Do enough that you can handle the replies Related episodes and posts Find The Best CRM For Your Team and Budget Start Your Free 12 Weeks To Peak™ He was always a salesperson at heart but didn’t really realize it He has a business degree and responded to a bulletin board post “make money” It was an MLM and after a couple of meetings he learned how to disrupt the negative assumptions about making money, which his college professors never mentioned He got into personal development He started selling training products to basketball players who found him on YouTube He only played one year of high school basketball then D3 basketball and made it to the pros, so people started finding him online for his mindset content It took a while for him to realize that not everyone thought like he did He stopped playing ball in 2015 and wanted to get into the professional speaking business He applied to some TED talks and got accepted Then he started writing books Build your own audience and master DTC, direct-to-consumer His mom was an educator who got her college degree when he was in college He was not “found” by the pros When he graduated college in 2004 he worked at Foot Locker store then Bally Total Fitness He went to an exposure camp for basketball players: you pay to play for two days with 200 other players Then he cold-called basketball agents, which was a flip in the script He called about 60 agents and reached 20 and sent them a VHS tape that he recorded and one agent said he’d represent him in late 2005 and got him a job in Lithuania He was blogging and sharing his videos on YouTube He got his experience writing then other players had questions on how to play overseas By 2009, he started thinking about how to leverage this into a business 2015 was his last season and he played with a different team every year Not a fan of the news Don’t follow or associate with the negative people Find your lane in which you can succeed Principles—never change, Strategies, Tactics—can change daily Your mandate as an entrepreneur is to make money, which should remain very clear If you don’t like running ads, don’t run them. Hire someone and keep your eye on them. You can do this with any aspect of your life. You can create content like podcasts Become findable Collaborate Be consistent When it comes to hiring staff, give them the “brief” that needs to be clear and detailed. You need to know what you want. If you’re an expert, I believe you should be able to produce the results and explain it to me, so here’s $100; go make it happen and explain it to me He’s not a fan of agencies…they are looking for their next client Are you—or do you want to be—a top 2% performer? Join his program. Mindset and strategic tools His first coaching client was back in 2015 via Periscope Around 2020, when speaking gigs dried up, he pivoted to more in-house stuff Sales Growth Tools Mentioned In The Sales Podcast Have Me Take a Look at Your Business Processes Get This $19 CRM Get 10% The Best Beef You’ll Ever Put In Your Mouth Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. GUEST INFO: Visit Dre Baldwin’s Site: Work On Your Game University Dre Baldwin Instagram