The Pavilion Podcast
The Pavilion Podcast

Episode · 9 months ago

Ep 67: What does Stan Lee Have to do with Sales w/ Bolaji Oyejide


Ep 67: What does Stan Lee Have to do with Sales?

Part of the "Is This a Good Time?" series hosted by Brandon Barton.

Hello, everyone. And welcome back tothe revenue collected podcast. I am your host, Brandon Martin, and you'relistening to Is this a good time? The show where I asked revenue Collectivemembers some really basic questions, and they have great answers. In a short,15 minute conversation, we released shows Tuesdays and Thursday. So if youhit the subscribe button, I'll make sure that a bottle of wine shows up atyour house for every show you listen to. Possibly our guest today is Bellagio.Yeah, he'd director of demand Gen. Metadata, and we talk about how Stanleychanged his life. This episode is brought to you by Quota Path. Acommission tracking software builds for sales, operations, finance andaccounting teams. If running commissions and payroll has you runningfor the hills, quota path is for you. Quote a path helps organizations trackand manage commissions and pay their teams accurately and on time every time.Keep your team motivated and on target. Simplify your commissions at quota patdot com slash revenue dash collective and give your reps the gift oftransparency. All right, let's do this Episode 21 of Is this a good time?Alright, everyone. I'm so excited to have our next guest on the revenuecollected podcast we have with us today. Bellagio. Oh, yeah. G day. Make sure toget that right. Who's the Director of demands and metadata dot Io biology. Sogreat to have you on. It's fun to be on the show. Man, this is my big moment.It is not because you have you have been on stage is so clearly this is theleast important thing you're gonna do all week. But I'm pumped to learn aboutyou and, uh, Franklin to introduce you to a lot more folks in the revenuecollective. That's the game we're playing anyway. This is all meat. Nofiller. We try to jump right in. So why don't you tell us a little bit aboutyour current role, What you do. And then how did you like How did you getinto this role? What was your career path to get here? Most definitely. So Iwork at metadata. I've been there for a little over a half a year. Metadata isa demand generation platform. We sort...

...of connect the dots for marketers fromawareness to revenue. And we do it in a predictable, repeatable fashion so thatmarketers can one day not just earn that CMO see that we all want. But theycan have the quantifiable results to actually stay in that C M O. C. Sothat's what metadata does in a nutshell. But how did I get here? I've been justto be SAS for goodness, Brandon, 20 years now, right? And I haven't takenthe most predictable path to get here. I started out learning Brand at Procterand Gamble, the home of the soap opera. I practiced it at IBM. I found myselfmore suited for smaller companies, and so I got to work at Red Hat. I workedat Alfresco Software, a tiny open source company based in England, and Idid the entrepreneurial thing 10 years before landing at my very first SiliconValley startup. Metadata. We are an underdog in our space, which is exactlyhow I like it. It suits my personality just fine, and so I'm really excited tobe able to help brands from this seat that I sit in. How did you find thisjob specifically? Dude, I applied for over 300 jobs before getting this one.What Flat out? That's no exactly. That's no exaggeration. So I told you Iwas an entrepreneur, right? I a Children's book brand. I actually wrote50 kids books that that's the story if you want to go down that rabbit hole.But it was an awesome adventure, but I need all 50 of them from my two yearold. But but But no, I'm telling you, I got something for him now. I can talkto the kids, but yeah, I learned a ton from being an entrepreneur and fromrunning a marketing agency. And at a...

...certain point I decided I want to makemy way back into corporate because goodness, we all know that B to B Techchanges so quickly. It's like dog years in reverse. And so, like, I want tojump back in. But the funny thing is, when you have a nontraditional resume,Brandon, people don't know how to handle you. I had one recruiter tell meshe was like, no disrespect, by the way, Brandon, when somebody gives you thatpreface of no disrespect, nothing good is coming after that. And she was like,No disrespect, but you are a mongrel right, You're a mongrel. I don't knowwhat you've done. Some tech. I actually built one of the first the world'sfirst social media social networks back in 99 when Zuckerberg was take thatZuckerberg. I've written all these Children. Well, I've been a soccerChildren's soccer coach, you know, youth soccer coach of the year. Youknow, I've written programming. I've done marketing. She didn't know what todo with me. And so, yes, 300 job applications. But this job found me.And you know what? A lot of times we go through a journey as professionals thatdon't make sense. Most of us would have seen or heard of the late Steve JobsStanford commencement speech, where he talks about how it's hard to connectthe dots. And this is this is a marketing lesson. This is a saleslesson. It's super hard to connect the dots. Looking forward. If you haven'ttraversed that path before, it doesn't make sense. How going from a is goingto lead you to be to see all the way to Z. You're like, No, I can't see it. Butthen, after you've gone through the struggle and you've taken the slingsand arrows and you look back. You're like, Ah, that's why I had to gothrough that path. I had to cross that moat. I had to slay that dragon to getto this particular mountaintop. And so as salespeople or as marketers weretrying to take prospects through a path that they haven't traversed before Andwe're telling them, trust me, this is the path you need to take. But a lot oftimes are like you're telling me if I...

...if I step, if I step off this cliff,I'm not gonna plunge to my death, But I don't see anything down there. So it'sso important, Especially for when you're trying to create demand, youneed to be able to give people results in advance. You need to be able to showthem that invisible bridge you need to show them somebody walking across thatbridge before they're going to trust you and take that first step. So that'show my convoluted path got me here. I love it. I love it. It's such aninteresting story. Shame on that recruiter, and I'll plug the revenuecollective as usual now that you are part of it as a, you know, maybe sixmonths ago. You'll never have this issue of sending out 300 resumes again.I promise you that because people already in the in the revenuecollective enjoy you and and have have had learned from you already. I knowthat because you were shout out on one of the earlier podcast, which is whywe're here. So already opening your you know, our eyes to who you are and thetalent that you have. So that's great. Well, tell me a little bit about astory of hard work and luck that has kind of been a part of your journey.Okay, I love this question. See, this is like when you're a fan of the showand you've been watching a show on TV, you know? And then it's like you'renumber gets called. I'm like the dude on the price is right. Running down,hugging people, kissing babies. Okay, here's the question. Right. Luck versushustle. Luck versus hard work. This is the one I'd like to share to me. Luckwas at age 10, discovering my first Stanley comic book. Alright, I told youI told you all I was sort of non traditional. Let me let me unpack it.Can I unpack this, Brandon for the people? Can I unpacked this? I mean, Igot to know You gotta hook them branded as a market. You gotta hook them withthe headline. Brandon. All right. So I grew up in I grew up in Nigeria, right?Totally different world from Stanley.

You know, this guy from Queens? I thinkhe was from New York. I was a socially actually kid, right? Struggled withbeing shy, being that introvert being the wallflower. And, you know, to me,it seemed like everybody else around me. All the other guys were outgoing. TypeA alpha males, Charismatic knew what to say to the young ladies and the wholenine. And I was like, Man, like, I guess I'm just I'm just gonna suck forlife like this is just it. But I found that first Stanley comic book. It was aSpiderman comic book. And when I found the character Peter Parker Okay,Alright, folks, hang with me. If you don't read comic book because this is acase study, I'm unpacking for you. When When Stanley introduced Peter Parker tome. This kid was a nerd like me, right? Brandon? This kid was awkward. He wasanxious. He got beaten up by the bullies. He got laughed at by the girls.Okay, that was during the day. But at night time, this same dude put on acostume and the same people that were knocking him down, he was picking themup, right? Because he now had he found his superstar. And I was like, I don'tknow what my superpower is, Brandon, but one day I'm going to find it, andI'm gonna be somebody, Brandon. Okay, so that was luck. And it seems like itmight seem like a hokey story. Okay, But seriously, that social anxietything was real. Like even in college, I had social anxiety is serious, but at acertain point, you say, How does this kid with social anxiety end up becominglike a public speaker? I'm speaking at Ted X, And how do you traverse thatpath? This is the same magic trick that we are trying to perform as salespeopleor as marketers were trying to take somebody at the beginning of theirjourney, and we're trying to convince them that Yes, you too can transforminto this individual at the end of the journey. And what are they gonna do?They're not gonna believe you. So what Stanley did for me is he should be acase study. He didn't tell me Peter Parker was all powerful. He told me no.Peter Parker can do this one thing. He got one move. He can do that reallywell. But in all of the areas of life,...

...this dude is a hot mess. And I was like,If all I be good at one thing, Brandon, I could probably handle that. You meanI don't have to fix everything? I can still be socially anxious, but stillcontribute in some meaningful way. Okay, so that was the luck for me because Ididn't overcome that social anxiety for another 10 years. All right? And when Ibecame a yeah, when I became a dad, Brandon, I said, I don't want my kidsto have to wait till their twenties before they become comfortable in theirown skin. You see what I'm saying? And so I started to write superheroChildren's books. So what Stanley did for me when I was a 10 year old kid inNigeria. I said, I'm going to do for my kids right now and I wrote 50Children's books. I guess what? When I turned 40 years old, my wife told meStanley is going to be appearing at a comic convention in Orlando and we needto go And I went and I got a photograph with Stanley at age 40. That's wherethe hustle comes in. Okay? You asked about luck and hustle at age 10, Ilucked to discover that comic book I hustled for 30 years, became a publicspeaker, spoke on the stage of TX, published 50 books and at age 40Stanley looked at my comic books and he said, Nice job, kid. That's what hustlecan get you. But sometimes you need the luck for the door E in the first place.Yeah. Wow, that's just an incredible story. I love the place that you, youknow, wanted to take that. That's awesome. Let's follow that up. Greathustle there on a daily basis, sales and marketers have little things thatthey do to try to get, you know, edge, if you will. What is a tactic that youwould kind of suggest that other people can use in their daily activities.That's a good one. That's a good one. All right, so so. And b two b marketingmarketing today is sort of a contradiction. We have short term goals,and long term goals were trying to balance the organization, telling us togenerate more leads, right? Capture...

...those leads, capture that demand withactually generating or creating new demand. And it's a challenge becausesometimes marketers focus too much on the brand on the storytelling, and theydon't actually make sure they meet their numbers that they hit theirnumbers for the current period this month. This quarter, whatever it is,other marketers or other sales people focus so much on closing the deals thisquarter. They get into churn and burn mentality. It's like, you know what?What have you done for me lately, Brandon? You know, either you knowyou're gonna buy now, or I want nothing to do with you, and it's a dichotomy.We've got to be able to balance both marketers or sales. People that areable to balance both short term priorities and long term are not onlygoing to hit their numbers in the short term, but they're going to It's almostlike being a hunter and a farmer at the same time. And so I'd like to teachpeople is you've got to be able to give your prospects or your customersresults in advance. Okay? You want them to buy from you give them results inadvance. So when you approach somebody for the first time and you want them tobuy the first question in their mind that they're asking is does yoursolution even work? Brandon doesn't even work. And so you need to prove tothem give them a case study, you know, show them demos. Show them that itworks for for at least someone. Then the next question they're going to workis Yeah, I know it worked for Brandon, but Brandon is super capable. He'stalented. Does this work for everyone? Right. So now you need to not only showthem that it worked once. Show them a framework. Okay? Show them how it'srepeatable, predictable. Show them the formula. They're like, Okay, okay. Isee the formula. But you know what? My situation is different. You don't knowmy struggle. Brandon Okay. I've been through it, and so can it work for me?That's the third thing. Can it work for... Brandon? At that point, you need toshow me you need to do a risk reversal. Make it safe for me to actually trybefore I buy. Let me get some results before I ever go into my wallet. That'swhy things like podcasts work. Because we're giving people value here. Theyain't got to spend a dime, but they're already gonna get results. Let me tellyou something if you take some of the stuff one of the things I've sharedtoday and you get results from it. Well, if I come to you next week and I'm like,Hey, I've got this other thing that could help The trust is there. You'relike, let's have a conversation. So basically, you got to show people givepeople resulted, and those are three steps by which you can do that. I love it. This is a great thing. Ihope people can kind of take that and bring it into their own process to getthings done, as they say. Look, lightning round style. Well, we'regonna go this is gonna be the record we're gonna be. This is the longest.We're gonna pretend this is 15 minutes. But everyone likes here, and you talkabout stuff. I don't care. But we will go lightning round. What? To keepposition? You're hiring for content marketing. So bring on more people.We're hiring marketers across the board in our organization because our idealprospects are marketers. And so hiring from your customer base is always agood thing. Love it. And okay, so now go into both the high level shoutoutspeople whose content you follow and love to kind of hear from them, andthey give you different ideas. And then, of course, the up and comers got it.These are the people that give me all the fields. Brandon J. Kenzo. Hecreated marketing showrunners. He's the host of a podcast named Three Clips. Ifyou are looking to do any sort of podcasting, you need to be listening toJay. Steve. What? He's the marketing at Seismic. Steve is, uh, posts a lot ofcontent on LinkedIn. Very pithy. Very funny guy. Sometimes snarky. I loveSteve's content. Check him out. I'm actually going to throw a few, uh, outof left field ones in there. Neil...

DeGrasse Tyson. Some of you will knowhim. Others not. Check out. Start talk radio. That guy can make the mostboring content. Absolutely engaging. My kids love him. Even if you're not intoastronomy, the way delivers content you can learn from and then I'll just throwin as a marketer. Seth Godin is the boss. He's the goat, So check him out.Yes, I love it. And then up and comers up and comers. Darryl Alfonso,marketing operations at Amazon. He posts very, very smart content. DanSanchez. He's the co host of the BDB Growth podcast, and he works for sweetfish media. And then Daniel Murray, He works out. Yeah. Yeah, that's very good, folksover there. And Daniel Murray at Service Tighten. Those are all folksthat are up and comers. You might not know them now, but you will know himsoon. Love that. Love that. And of course, last but not least, my theimportant question to me of all these. Where should I go? Eat? Give me oneplace. Where Your secret spot, man. I got you. I got you. I'm gonna give you31 is Bahama Breeze. It's a franchise restaurant. You may or may not have itin your city. If you don't have bahama breeze in your city, go to your localJamaican restaurant. That is a low key, one of the best leading experiences youwill have. And then finally, this is not in your local city, but sorry foryou. My wife's jambalaya is the bone. That is unfair, man. That is unfair.Laci. It's incredible to have the conversation with you. It's almost likeI have to just sit back and let you take the mike. I love it soappreciative of you. And I can't wait to continue and see your developmentand and continue our friendship in relationship. Thank you. I'm lovingwhat you're doing. I'm loving the vibe of the show. 15 minutes of value, Allme no filler, all strength, no weakness.

Let's go. Thanks for the opportunity.All right, that's our show. I hope you got the same shot in the arm ofadrenaline that I did from from talking with theology. He's the best. Thank youfor listening. If you love the show, please write a review in the Applepodcast or Spotify app. Send it to some friends and make sure to hit thatsubscribe button so you get every episode reminder. This episode wasbrought to you by quarterback. Quota Path is the first radically transparentand to end compensation solution from sales reps to five minutes. Get startedfor free at quota path dot com slash revenue. Dash Collective. I had a lotof fun today. Hope you did, too. Now good question numbers. Mhm.

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