Ep 39. 30 Days of Sustainable Selling: Busting Sales and Marketing Myths

Hello founders and welcome to today’s episode. I am so excited to dive into what I am calling the 30 Days of Sustainable Selling. This is a month long series where I am going to dive into [00:01:00] everything selling specifically for those of you who consider yourself purpose driven, impact driven just like me. We are going to talk about how to feel more aligned and authentic and values driven in your selling while also, and very importantly, moving the needle on your revenue goals so you can grow your company. You can make an impact in the world and reach your goals.

Today we’re going to start off with our very first week and I’m gonna be talking a lot about what selling is and what it isn’t. So many founders get stuck with strategies that are not working well. Lots of clutter. Brain drama and just lots of, unhelpful thinking going on in their brain as it relates to selling. Simply because they have so many misconceptions around what it is, how it’s supposed to be structured, and what the [00:02:00] point is from week to week. We are going to really uncover lots of these misconceptions today, and I’m going to help you to think about it completely differently so that you can move the needle more simply. Even if you have been in business for a while, even if you have a sales and marketing person other than yourself, this is going to be such an important episode because there will be something that I say that you might be thinking about in the wrong way, and shifting your thinking just a little bit can simplify a lot of what you are currently doing. So let’s dive into week one of sustainable selling and look at busting sales and marketing myths.

To dive in, I want you to think about your sales and marketing strategy. What is the machine that you are currently designing? Developing testing, refining the machine that allows you to [00:03:00] meet people to tell them what your company does and to offer to help them. Ultimately, bringing brand new people into your world and selling them what you do, what you offer, what is that machine? Now your answer to the question is really important because if you are not clear on what that machine is or you have too many of them. This is going to be your first red flag. So I’m just starting off with a bang here by saying that the first myth that so many founders have is that they need to be doing sales and marketing tasks when in reality they need to have a sales and marketing machine. A customer journey, a sales funnel, whatever you wanna call it, a step a by step process that [00:04:00] you bring a customer through all the way to the sale in a linear fashion. I like to think about this as a linear progression, especially for new founders or those who have not scaled their business to multiple revenue streams or have not built out a large team capable of handling a very complex sales and marketing department. You really do need a step by step process of customer does this, then customer does this, then customer does this, then customer does this. Anything that is going to require you to have all these moving pieces where you find yourself just doing lots of little like random tasks, like posting here and sending this and doing that is really going to drive this myth more deeply embedded into your business that sales and marketing is difficult and that it requires a lot and that it’s confusing and [00:05:00] that you wish you didn’t have to do it.

That’s something that I hear a lot of founders say to me, which I wish I just didn’t have to do business development. I just wish I didn’t have to do all this sales and marketing. I wish I could just do the fun part, right? Which is like designing or delivering the offering. Lots of entrepreneurs love to develop the content, to develop the concepts, the ideas to serve the actual customer and to be on the floor, but they really hate that social media part.

Now, this episode is not about talking you into loving social media, although I will talk about social media a little bit later on. But what I want you to first consider is the entire mindset that you hold around your machine, your sales funnel. Do you feel like you need to do a lot of tasks or are you really clear around the sequence of people finding you, people learning about what you do, [00:06:00] people engaging with you, and then ultimately buying. That should be really clear in your mind from day one. If you do not have that clarity of the three steps, four steps, five steps that you are setting up and testing with a particular audience, then I really think it is so crucial to just pause, to just stop. Stop posting, stop spinning, stop freaking out, stop wasting your time and let’s get clear on that progression, that machine. The one of the most important things that I think founders really don’t understand or they underestimate, is the importance of making decisions and getting clear on the strategy before they start implementing. And it sounds so silly when I say it like that. But it’s easy to accidentally start taking action even though you do not have [00:07:00] the strategy laid out, and you haven’t made the fundamental decisions about what you’re actually trying to achieve when you take action.

I have done this before, so this is not something that I am saying looking down on any of you. I think it is so easy to do, especially when you go on social media and everybody is like looking busy and looking good and looking super successful and you feel like I have got to get on line as quickly as possible. I’ve got to start building my thought leadership. I need those social media channels. I need to build an audience. I need to build my email list. We need to start a podcast, right? Like it just goes straight to the task in order to build your quote unquote credibility, instead of saying, what is the simple three step, four step, five step process that we want to use this year and really commit to testing over and over and over and over again in order to bring [00:08:00] in customers.

This applies to a scale up, not just a startup, right? Whenever you are developing a scale strategy, a plan to take you to the next level of revenue, the next size of business, you’re always looking at expanding the audience, using what you’re already doing, or adding another sales funnel, or adding another revenue channel, which would right, obviously need a sales funnel to go along with it. There’s always going to be this element of what is the machine behind this goal. It’s got a couple of pieces and we really need to be clear on what those pieces are and how we are going to build those and implement those every week and test those and refine those every week rather than, I’m just doing a lot of stuff I like to call founders who get in this trap of like just doing a lot of stuff [00:09:00] as like splattered paint on the wall. I know that sounds so awful, but I say this with so much love because. It’s more of a reminder to myself because my brain, my human brain, I’m very type A. I don’t know if any of you listening are Type A. Most of you probably are. If you’re listening to this podcast, you really like structure organization, you like to know that you’re moving the needle, and so that can turn into task orientation really quickly. It can make you really busy really quickly, but you have to be careful of cluttered action plans and to-do list items that are not actually required. That’s why I really like founders to bring themselves back to what is the one sequence that I want to bring my customers through. Am I really clear on how I’m testing that over and over and over again in the same way, over and over and over again.

All right, so that is the first myth. We don’t do sales and marketing tasks. We [00:10:00] develop a sales funnel, a very specific machine. This alone just completely will change how you show up to your sales and marketing on a daily basis and on a monthly basis. It will also change the way that you strategize in your quarterly meetings, the way you think about growth altogether the entire year. So that is step number one. Do you have those decisions all made and are you clear and do you have that simple strategy in your back pocket ready to implement?

Now I teach something called the Andra Cycle to all my clients. So if you’ve listened to this podcast for any length of time, you’ve probably heard me talk about the Andra Cycle. It’s a really helpful tool or structure for you to use really every day in your business to keep yourself organized, to keep yourself focused on what’s important in the moment, and to coach yourself whenever you’re feeling [00:11:00] stuck. There’s only three steps to the intra cycle. Make a decision, implement, evaluate. And you just repeat these steps over and over and over again. Now, there are best practices. There are certain mindsets we need to hold. There are a certain way of approaching each of those steps. So a lot of what I’m doing with my founders on a weekly basis is helping them to make really solid strategy decisions to implement and market and sell really strongly, and to evaluate in a effective data-driven way.

We’ve already talked a bit about the mindset that is really helpful to hold when you are making those initial sales funnel decisions. We need to know exactly what the steps are and we need to keep it super simple. The other thing that I will add before we dive into the next phase of the OnTrac cycle and what you need to keep in mind for that, is that you [00:12:00] don’t want to strategize too far in advance, but you also don’t wanna be too shortsighted. So there’s like this sweet spot where you’re thinking about the machine that you’re building, where you’re keeping in mind the ultimate vision. But you are creating a more simple strategy now in order to walk your way to that ultimate goal over time without any unnecessary clutter. It’s really leaning into the lean startup methodology while having a very big vision for what you’re creating. And again, there’s a really nuanced, sweet spot to that.

You know that you are not thinking in the best way when you are strategizing around the sales and marketing strategy, if you cannot make a decision. If you are an analysis paralysis. If you can’t decide. Or if the vision is super [00:13:00] unclear. You don’t really know what the business might look like or how you want it to be in three years. You should really know what you are building toward. There might be some question marks, but you really need to know the ultimate vision and to feel safe and compelled by that so that you can backtrack to a more simple milestone at a more simplified version in order to implement in a very quick and effective way now. We should never be stuck at the decision making stage or unclear about what our strategy is and just, you know, jumping to implementation, we should get help and support to make those strategy decisions effectively before we move on. That kind of goes back to what I was saying before, which is that we can’t be splattered paint on the wall. We can’t be task orientated. We shouldn’t be on social media posting to build an audience if we have not really fully understood the machine that we are building and testing. [00:14:00] Now, once you are clear on that and it’s simple and it’s not cluttered and it’s aligned with the vision and you don’t have any drama about it, we’re ready to start taking action on that sales and marketing strategy. We’re ready to leave decision making and enter into implementation that second step of the entre cycle.

There’s a couple of misconceptions that get people stuck here. And I wanna talk about these, and it might take us a while to get through them. I don’t have time to go through everything that’s in my full training on sustainable selling, but I’m gonna try to get through a few of the most important items here for you today so you can get started.

The first misconception when we’re out there and we are, you know, running our ad or we’re emailing a prospect, or we’re posting on organic marketing strategy on social media. One of the most important [00:15:00] misconceptions to be on the lookout for is the need to get a certain outcome short term from a particular group of people. Meaning that you really, really, really, really need a certain outcome in order to feel okay. You know that you are attached to an outcome. You’re attached to a yes. You are attached to success short term, from a particular person or a particular group of people, if you are nervous to go out and take the action. So if there is imposter syndrome, if there is procrastination, you know that you have this mindset challenge. Again, this can happen to anyone. So it doesn’t mean you’re a bad business owner or a bad entrepreneur, it just means that you’re caught in a very, very normal misconception and it’s really easy to clear it up. It’s really hard to test anything objectively and to look at data [00:16:00] and then to make a small tweak to it and then to, you know, try again in a slightly different way if you’re attached to an outcome, because there will just be too much pressure. The nervous system is like, okay, there’s a potential threat. We might not succeed, so maybe we shouldn’t do it at all. Or we should really, really keep thinking about what the right way is so that we don’t get it wrong because our brain’s thinking, we have to get this right now, we have to get this right with this person. And that will keep you stuck forever because that’s not what selling is.

Selling is never trying to get a particular outcome or being attached to a particular outcome from one person or even a group of people. So if you’re sending an email to one prospect or five prospects and you really want the yes or you really are attached to them getting back to you, that’s gonna cause a lot of inner drama when they don’t reply back right away. Or it’s [00:17:00] gonna cause you to go down this negativity spiral if everybody just ghosts you or if they write back I’m not interested, leave me alone. Right. Or if you’re running an ad and the same thing happens.

You really have to be in the right mindset in order to be able to take action quickly and effectively without all that procrastination and without all that drama. So, you know, if you’re caught in this, if it’s you who’s kind of like holding back from taking action, waiting, overthinking, or like getting an analysis paralysis of like, why aren’t they? Riding back should just feel like, okay, that happened, let’s look at what we did, and then let’s just make a guess of what we could try differently and let’s just go again with the next group of people.

That leads me to the correct way of thinking about it. So if the wrong way of thinking about it is I need a yes, I need them to reply, I need a certain outcome from [00:18:00] this particular person or this small group of people, then the right way of thinking about it is I am always just testing something on a very large audience and that audience will never run out. That I can do that with curiosity. So that I can gather data, and I know that if I get a bunch of nos or I don’t get the response that I’m wanting, I don’t get the conversion rate that I’m wanting, the engagement that I’m wanting, whatever, on that particular step of my customer journey, then I will just take a guess on what I could tweak, and then I will just run a bunch of more people through it because there is an endless amount of people.

Do you see how one mindset is in a lot of scarcity and the other is in just a lot of abundance? There are just tons of people who probably could use my solution. So I just have tons of chances to test. [00:19:00] It removes all of the drama, all of the pressure. This was a big aha moment when I first started experimenting with, and you probably laugh for those of you who really work in LinkedIn on Sales Manager. But I think that was the first time that it actually hit home for me because it was smaller than the audience sizes of Facebook, right? So if you’re familiar with Facebook ads, you know that you put in the audience criteria and it will just tell you the number of people in that audience. It’ll be like, you know, 2 million people in this audience and it’ll try to get you in this green zone where it’s not too narrow and not too broad, but you never look at the faces or the names of the people in that audience. You see this big number.

Now for a lot of entrepreneurs, this is enough to just get them out of the drama. So if you are stuck feeling like your audience pool is like [00:20:00] really small, and every single email you send, or every single conversation you have at a networking event or every single phone call you make, or any kinda conversation you have with a prospect is there’s a lot of weight on it, like you really need that Yes or that sale, or you just really want it in the moment. I would recommend that you just do a bit of work to look and to remind yourself of what your audience size actually is. Go into the Facebook Ads Manager, plug in your audience even if you do not wanna run an ad this month, and just look at the millions of people in your audience or the hundreds of thousands of people in your audience, if you’d like.

One of the things that really helped me though was to look at my audience. In the LinkedIn sales manager. There was something about looking at the actual faces of the people and to see those in the thousands, that just really [00:21:00] resonated with me because my brain was like, oh, those are like real people. Oh my gosh, there’s like thousands of them. Even just in that one little niche criteria, and I’m not, that’s not even my whole audience. That’s just like one country or one job title that is not even scratching the surface, but just to look and to scroll through and to see all those human faces of the profile pictures, that really helped me to settle into oh, I am safe to test things. I am safe to try out this sentence or to try out this angle or to try describing, you know, this in a particular way because I know that if that doesn’t resonate, there’s like millions of more people for me to test on, even if they don’t, you know, they don’t show interest right away. That doesn’t mean that now my business is not in their world, on their radar. That doesn’t mean that they won’t start following my organic social media posts, for example.

So if this is you, I just want you to [00:22:00] remind your brain of the audience size so you can get out of that neediness. Now you might catch yourself as well from time to time getting super needy. You’ll be in a sales conversation, you know, you’ll, you’ll be in a meeting. You really want this deal. You’ll really want this customer because you’re super excited about that project or that collaboration or just having that customer and helping them, and you won’t get it and you will have normal negative emotion and that’s okay. We can’t always get rid of negative emotion. But what we don’t wanna do is to procrastinate and or to not take effective sales and marketing actions rather quickly throughout the week to test and tweak because we just have a misconception around the audience size and what we’re doing. We are always just testing different messages, different sentences. Even just testing, changing one word can be really different.

[00:23:00] A lot of founders think that they post something organically on social media and they’ll get crickets, and they’ll make that mean that their business won’t succeed, or that what they do is not valuable or they’re not qualified, or they’ll make it about them when they have like literally not even scratched the surface of their audience. It’s about understanding the size of your audience, and it’s also about understanding that we’re always just testing and tweaking, almost random messaging changes, random different ways of describing the same thing over and over and over again in order to see what resonates. But it has nothing to do with your value. It has nothing to do with the value of your ideas and the value of how you wanna serve the world and help people with problems. That is so worthy. There’s nothing about the response that people give you that has any say whatsoever on whether your business will succeed in that moment [00:24:00] or whether or not you should feel good enough or ready enough or valuable enough.

So if you’re feeling that imposter syndrome, if you’re feeling that failure after testing something on such a small audience size, you really want to look at this me just not understanding the audience size issue or is this me getting caught up in this business, you know, patting me on the back and making me feel worthy and better about myself? Because you have to be willing to go through a lot of nos as a founder and if those are so painful for you, what I would suggest is that you ramp up reach.

Now, a lot of business coaches, they will say if you have imposter syndrome, if you have procrastination, if you’re feeling super pressured and unsure about, executing yourselves and marketing strategy, we just [00:25:00] need to do mindset work to believe more Now, you know that I love mindset. You know that I love to teach the nervous system, and it is a very powerful tool, but sometimes we can just completely get rid of the need for some of these other approaches like working on your thoughts and mantras and, you know, nervous system work when we just give the nervous system a better viewpoint. For example your audience is not that big, like, why aren’t you tapping into your larger audience?

What I would suggest if you’ve got a lot of imposter syndrome is to think about a different machine. If you’ve got a lot of drama around walking into a local business to say: Hey, I offer so and are you interested in putting this on your shelf? Are you interested in buying this? This is just an example, [00:26:00] but if you have a lot of drama about showing up in person, walking into a store, and having a human interaction face to face, if that is too nerve wracking for your nervous system, that level of visibility and that instant feedback in the moment, why not choose a different sales funnel, a different machine that doesn’t trigger your nervous system, that allows you to get in front of a larger audience faster. Doesn’t that just make sense?

Let’s say that you are just starting a business and you want to try to sell something to local businesses. You might be able to walk into 10 different local stores per day if you just went on a walk downtown to just see if you can get in front of a decision maker inside the shop and to show them what you offer to see if they wanna buy it. Now that could be a very great way to spend one [00:27:00] week just getting comfortable being an entrepreneur, talking about what you do, embodying the founder of that and just trimming the fat off of your pitch. So I’m not saying that it’s not a good use of your time for a short period. It can really help you to make a lot of shifts. However, if you have that as your sales funnel and you procrastinate on that and you find yourself not doing it, or not finishing or having a lot of nervous system dysregulation leading up to it or after it, so much so that it causes a lot of drama, you can’t objectively evaluate and use rapid learning, then there is no point in doing that. It would be much better for you to rethink, okay, what is the sales strategy that I can do more quickly and more simply that is not going to trigger my nervous system.

Oftentimes we don’t need to get over imposter syndrome. We need to support our nervous system with something that [00:28:00] is less dysregulating. For example, do you need to switch to a Facebook paid ad strategy? Do you need to purchase a software that will help you do a direct outreach campaign where you are not literally the one writing and sending every email? Can we automate that to support your nervous system so it’s just less confronting and can get you in front of hundreds of people in the time it took you to walk into 10 shops? We can actually support our nervous systems while also scaling up our reach, which is the funnest thing of all that. We get to do that in today’s age. I just think that is so fun

[00:29:00] Now, that brings us to the next myth. We’re going on a progression. Okay. I want you to go on this progression as well, where you start with what is my machine? What are the three, four steps? Do I feel really clear about that and grounded about that? Am I taking action on that? Do I have any drama about the audience size and really needing a yes and getting stuck in a lot of like, oh no, this business is not working. Or if you’re finding a lot of procrastination or imposter syndrome, we want to re-look at changing the machine because we really need you understanding how big your audience is so that you can receive all those nos in a more objective way, and to get more curious with what you’re shifting from week to week.

That leads me to the next myth and the next misconception that I think is really helpful for you to think about at this stage, which is, do I feel very impactful? Do I feel aligned? Do I feel purposeful? Do I [00:30:00] feel like I am in full service of serving the world in a positive way, or do I feel sleazy right now? This is actually the first point that I would ask this question. Most founders ask this question way too early and it’s actually the wrong question or the wrong challenge to be solving. We should only be solving it once we know what the sales funnel is. Once we’ve supported our nervous system with a machine in a process and set up that helps to support our current capacity and our current nervous systems limits so that we don’t have all of that procrastination and drama. Then, at that point we want to lean into: Hey, am I feeling pushy and sleazy and salesy here, or do I feel like I am really, really in service when I am sending this email? Or letting this ad hit the world [00:31:00] or talking about this in my organic social media post or, or picking up the phone and asking a business owner if they’re struggling with the problem I solve. This is the only point that I would be asking this question because it is really important that you feel aligned, unlike you were in full service. Otherwise, you will get stuck right back into that drama where you’re not objective or you’ll get stuck right back into that procrastination. Now, this problem, this brain drama issue at this point for founders, comes from one of two places or one of two reasons.

The first reason is because if a misconception around what the purpose is. And the other one is about not really believing in what you offer. So I’m gonna talk a little bit about those today and we’ll dive deeper into this in the next couple of episodes ’cause remember, we’ve got 30 days, so we’ve [00:32:00] got four episodes all about sustainable sell selling. But the first reason why this sometimes comes up at this point is because the founder thinks that they need to convince people to buy. They think that sales is about persuasion, about proving yourself, about looking good, about getting approval.

Now, founders who are in the middle of a capital raise also get this confused where they think about When I pitch my company, I’m looking for the gold star. I’m looking for the investors to be impressed. I’m looking for the yes. So it gets them into this really convincing energy, but more importantly, from a nervous system perspective, it gets you into this place of performance. So I want you to imagine that it’s like putting yourself up on a stage and then putting a panel of judges on the other side of you. No one likes that. That does not calm the nervous system, that ramps up, fight or flight because now you have to perform because you’re on the stage being [00:33:00] judged. Nobody likes that kind of visibility where someone is saying you’re either good enough or not good enough. That is just an unnatural, unnecessary thing for the nervous system, and yet this is the position. This is the mindset that we often have about selling. Now, I think some of this goes away when you’re not, you know, trying to get a yes from like four people that week. But it also can go away when you start to see sales differently.

Selling is not about convincing. It’s not about proving. It’s not about persuading, performing, getting a yes or looking good or looking professional, or any of these other misconceptions. It is about helping people see what they cannot see on their own. Helping to uncover blind spots that they have and making them aware of something that they would be thrilled to know about that is currently not on their radar. This is how I feel [00:34:00] when my direct outreach campaign goes out. I’m like, I’m so excited for the people who this will reach. I’m so excited that this video, this two minute video, will reach their hands. It is so impactful. Even just the content in that video is life changing. My impact in the world is expanding every single time. I just let founders know that they have a nervous system and then that there’s tools to use so that they don’t have to stay stuck in these old, outdated traditional ways of thinking and doing business, if they just knew how to work with their nervous system as they followed the lean startup methodology. Everything would change for them. So I feel really aligned blasting that out, paying for ads to go out using software to help me reach more people. There’s no ounce of sleaziness in my body because I’m never convincing someone to buy something that. They wouldn’t just [00:35:00] absolutely love to get ahold of.

You want to look at what is my energy here? Do I really believe that what I sell would just thrill the people who came in contact with it, or at least. It would thrill enough people and change enough lives and make a lot of people struggle less if they knew about it. So I’m willing to go through thousands and thousands of nos in order for it to reach someone who it can help, because I just believe so deeply in it, and I just wanna help more people. So I I don’t get all, you know, upset about the process of going on that treasure hunt. Right. I’m okay for all of it. I’m okay for all the no thank yous. I never believe that I’m convincing or like tricking or taking money from someone or trying to get them to buy something that would not be impactful for them. I’m [00:36:00] always saying: Hey, do you know about this? Like you need to know about this. This is so impactful. This has helped me so much. This has helped thousands of people so much. You really need to know about this. Hey, did you know that some of these symptoms are actually coming from this? Right. All of these eye-opening things that I’m sharing are really coming out of service, and I actually am not ever attached to a yes or a no in that moment. I’m just full in service.

That can shift a lot for you. It can help you to get on board with more aggressive sales strategies. Because a lot of times people will say: Ooh, I don’t wanna use that strategy because it’s sleazy. For example social media, right? Some people are like, Ooh, that’s so sleazy to like pop up on someone’s feed, even though they didn’t give me permission, like in the case of an ad. Right. Oh, it’s so sleazy to use the sales manager to gather hundreds or thousands and thousands of people’s names and company [00:37:00] names and all that all at one time so I can, you know, automate a sequence that would reach out to them. Right.

One of the main reasons why they’re not okay with those scaling type of strategies is because they don’t actually believe that what they offer is important enough and impactful enough to go through all of the nos that it would require. I want you to really reflect on that. Now there are certain sales strategies that I, I want you to feel really empowered to say no to. If it’s really like I don’t believe in social media, I disagree with the entire platform, then don’t get on the platform. Okay? So there is definitely a values decision to make as well around what kind of sales and marketing you’re okay with. But I would also challenge you to just look at your own behavior. Right. Have you ever found anything helpful on social media? Do you scroll social media? Do you [00:38:00] watch sporting events with the name of a company like flashing across the screen? If you do and you are okay with that, you really wanna look into, well, do I believe what I will offer is good enough? Because it’s probably not that you’re not okay with the sales strategy, even though your brain is telling you that the sales strategy is cheesy. If you really believed that what you offered was impactful and important enough, you’d be like, yeah, I’ll do that, ’cause I know I’m gonna help so many people. You really wanna be onto yourself when you’re looking down on a particular type of strategy and to look into the belief in is what I’m doing impactful? Do I wanna shout it from the rooftops?

One of the concepts that I teach in my full sustainable selling course inside Simply Sustainable is this idea of the impactful sales process, which is a philosophy that my selling is impactful, the information that I am blasting out [00:39:00] there and the aha moments and the way that I shift people’s thinking through my sales and marketing is a massive part of my social impact. It’s not just the impact that I make after I make the sale with my customers, although that is a very big impact. There is a large percentage of my impact that happens before the sale, and I feel so in service doing it.

I wanna get it out to as many people as possible and I’m going to really keep my large audience numbers in mind as I do it. I’m gonna be okay with all the testing and tweaking that it requires because I want a lot of people to get this information, even if they don’t want to continue on and buy something from my company. That will really shift a lot for your team to get more inspired, to get more motivated, to get more creative about your sales and marketing, and to get out [00:40:00] of the self-focused drama, which just feels terrible, doesn’t it? It’s never a good place to be running a business from: we wanna feel fulfilled, purposeful, aligned, authentic, and we wanna grow companies. That is on the table for those of you who really want to remember what selling is and what it isn’t.

I hope that this episode has really been eye-opening and given you some things to think about. We’ve talked about how to make good decisions about the machine and the sales funnel to get clear on it, and some of the mindset to implement. We didn’t touch a lot on evaluation from week to week as you’re testing and tweaking, but of course we will get to that. So I hope that you will join me for the next month for more episodes. There’s three more coming that I’m really excited to record very shortly. So I look forward to spending the next 30 days with you, really strengthening your [00:41:00] selling so you can make a better impact in the world.

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