The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year 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 to the revenue collected podcast. I am your host, Brandon Martin, and you're listening to Is this a good time? The show where I asked revenue Collective members some really basic questions, and they have great answers. In a short, 15 minute conversation, we released shows Tuesdays and Thursday. So if you hit the subscribe button, I'll make sure that a bottle of wine shows up at your 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 Stanley changed his life. This episode is brought to you by Quota Path. A commission tracking software builds for sales, operations, finance and accounting teams. If running commissions and payroll has you running for the hills, quota path is for you. Quote a path helps organizations track and manage commissions and pay their teams accurately and on time every time. Keep your team motivated and on target. Simplify your commissions at quota pat dot com slash revenue dash collective and give your reps the gift of transparency. 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 revenue collected podcast we have with us today. Bellagio. Oh, yeah. G day. Make sure to get that right. Who's the Director of demands and metadata dot Io biology. So great 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 the least important thing you're gonna do all week. But I'm pumped to learn about you and, uh, Franklin to introduce you to a lot more folks in the revenue collective. That's the game we're playing anyway. This is all meat. No filler. We try to jump right in. So why don't you tell us a little bit about your current role, What you do. And then how did you like How did you get into this role? What was your career path to get here? Most definitely. So I work at metadata. I've been there for a little over a half a year. Metadata is a demand generation platform. We sort...

...of connect the dots for marketers from awareness to revenue. And we do it in a predictable, repeatable fashion so that marketers can one day not just earn that CMO see that we all want. But they can have the quantifiable results to actually stay in that C M O. C. So that's what metadata does in a nutshell. But how did I get here? I've been just to be SAS for goodness, Brandon, 20 years now, right? And I haven't taken the most predictable path to get here. I started out learning Brand at Procter and Gamble, the home of the soap opera. I practiced it at IBM. I found myself more suited for smaller companies, and so I got to work at Red Hat. I worked at Alfresco Software, a tiny open source company based in England, and I did the entrepreneurial thing 10 years before landing at my very first Silicon Valley startup. Metadata. We are an underdog in our space, which is exactly how I like it. It suits my personality just fine, and so I'm really excited to be able to help brands from this seat that I sit in. How did you find this job 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 I was an entrepreneur, right? I a Children's book brand. I actually wrote 50 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 year old. But but But no, I'm telling you, I got something for him now. I can talk to the kids, but yeah, I learned a ton from being an entrepreneur and from running a marketing agency. And at a...

...certain point I decided I want to make my way back into corporate because goodness, we all know that B to B Tech changes so quickly. It's like dog years in reverse. And so, like, I want to jump 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 me she was like, no disrespect, by the way, Brandon, when somebody gives you that preface 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 know what you've done. Some tech. I actually built one of the first the world's first social media social networks back in 99 when Zuckerberg was take that Zuckerberg. I've written all these Children. Well, I've been a soccer Children's soccer coach, you know, youth soccer coach of the year. You know, I've written programming. I've done marketing. She didn't know what to do 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 that don't make sense. Most of us would have seen or heard of the late Steve Jobs Stanford commencement speech, where he talks about how it's hard to connect the dots. And this is this is a marketing lesson. This is a sales lesson. It's super hard to connect the dots. Looking forward. If you haven't traversed that path before, it doesn't make sense. How going from a is going to lead you to be to see all the way to Z. You're like, No, I can't see it. But then, after you've gone through the struggle and you've taken the slings and arrows and you look back. You're like, Ah, that's why I had to go through that path. I had to cross that moat. I had to slay that dragon to get to this particular mountaintop. And so as salespeople or as marketers were trying to take prospects through a path that they haven't traversed before And we're telling them, trust me, this is the path you need to take. But a lot of times 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's so important, Especially for when you're trying to create demand, you need to be able to give people results in advance. You need to be able to show them that invisible bridge you need to show them somebody walking across that bridge before they're going to trust you and take that first step. So that's how my convoluted path got me here. I love it. I love it. It's such an interesting story. Shame on that recruiter, and I'll plug the revenue collective as usual now that you are part of it as a, you know, maybe six months ago. You'll never have this issue of sending out 300 resumes again. I promise you that because people already in the in the revenue collective enjoy you and and have have had learned from you already. I know that because you were shout out on one of the earlier podcast, which is why we're here. So already opening your you know, our eyes to who you are and the talent that you have. So that's great. Well, tell me a little bit about a story 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 show and you've been watching a show on TV, you know? And then it's like you're number 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 versus hustle. Luck versus hard work. This is the one I'd like to share to me. Luck was at age 10, discovering my first Stanley comic book. Alright, I told you I 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, I got to know You gotta hook them branded as a market. You gotta hook them with the 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 think he was from New York. I was a socially actually kid, right? Struggled with being 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. Type A alpha males, Charismatic knew what to say to the young ladies and the whole nine. And I was like, Man, like, I guess I'm just I'm just gonna suck for life like this is just it. But I found that first Stanley comic book. It was a Spiderman 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 a case study, I'm unpacking for you. When When Stanley introduced Peter Parker to me. This kid was a nerd like me, right? Brandon? This kid was awkward. He was anxious. 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 a costume and the same people that were knocking him down, he was picking them up, right? Because he now had he found his superstar. And I was like, I don't know what my superpower is, Brandon, but one day I'm going to find it, and I'm gonna be somebody, Brandon. Okay, so that was luck. And it seems like it might seem like a hokey story. Okay, But seriously, that social anxiety thing was real. Like even in college, I had social anxiety is serious, but at a certain point, you say, How does this kid with social anxiety end up becoming like a public speaker? I'm speaking at Ted X, And how do you traverse that path? This is the same magic trick that we are trying to perform as salespeople or as marketers were trying to take somebody at the beginning of their journey, and we're trying to convince them that Yes, you too can transform into 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 a case 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 really well. 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 mean I don't have to fix everything? I can still be socially anxious, but still contribute in some meaningful way. Okay, so that was the luck for me because I didn't overcome that social anxiety for another 10 years. All right? And when I became a yeah, when I became a dad, Brandon, I said, I don't want my kids to have to wait till their twenties before they become comfortable in their own skin. You see what I'm saying? And so I started to write superhero Children's books. So what Stanley did for me when I was a 10 year old kid in Nigeria. I said, I'm going to do for my kids right now and I wrote 50 Children's books. I guess what? When I turned 40 years old, my wife told me Stanley is going to be appearing at a comic convention in Orlando and we need to go And I went and I got a photograph with Stanley at age 40. That's where the hustle comes in. Okay? You asked about luck and hustle at age 10, I lucked to discover that comic book I hustled for 30 years, became a public speaker, spoke on the stage of TX, published 50 books and at age 40 Stanley looked at my comic books and he said, Nice job, kid. That's what hustle can 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, you know, wanted to take that. That's awesome. Let's follow that up. Great hustle there on a daily basis, sales and marketers have little things that they do to try to get, you know, edge, if you will. What is a tactic that you would 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 marketing marketing today is sort of a contradiction. We have short term goals, and long term goals were trying to balance the organization, telling us to generate more leads, right? Capture...

...those leads, capture that demand with actually generating or creating new demand. And it's a challenge because sometimes marketers focus too much on the brand on the storytelling, and they don't actually make sure they meet their numbers that they hit their numbers for the current period this month. This quarter, whatever it is, other marketers or other sales people focus so much on closing the deals this quarter. 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 know you'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 are able to balance both short term priorities and long term are not only going to hit their numbers in the short term, but they're going to It's almost like being a hunter and a farmer at the same time. And so I'd like to teach people is you've got to be able to give your prospects or your customers results in advance. Okay? You want them to buy from you give them results in advance. So when you approach somebody for the first time and you want them to buy the first question in their mind that they're asking is does your solution even work? Brandon doesn't even work. And so you need to prove to them give them a case study, you know, show them demos. Show them that it works for for at least someone. Then the next question they're going to work is Yeah, I know it worked for Brandon, but Brandon is super capable. He's talented. Does this work for everyone? Right. So now you need to not only show them that it worked once. Show them a framework. Okay? Show them how it's repeatable, predictable. Show them the formula. They're like, Okay, okay. I see the formula. But you know what? My situation is different. You don't know my 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 to show me you need to do a risk reversal. Make it safe for me to actually try before I buy. Let me get some results before I ever go into my wallet. That's why things like podcasts work. Because we're giving people value here. They ain't got to spend a dime, but they're already gonna get results. Let me tell you something if you take some of the stuff one of the things I've shared today 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're like, let's have a conversation. So basically, you got to show people give people resulted, and those are three steps by which you can do that. I love it. This is a great thing. I hope people can kind of take that and bring it into their own process to get things done, as they say. Look, lightning round style. Well, we're gonna 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 talk about stuff. I don't care. But we will go lightning round. What? To keep position? You're hiring for content marketing. So bring on more people. We're hiring marketers across the board in our organization because our ideal prospects are marketers. And so hiring from your customer base is always a good thing. Love it. And okay, so now go into both the high level shoutouts people whose content you follow and love to kind of hear from them, and they 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. He created marketing showrunners. He's the host of a podcast named Three Clips. If you are looking to do any sort of podcasting, you need to be listening to Jay. Steve. What? He's the marketing at Seismic. Steve is, uh, posts a lot of content on LinkedIn. Very pithy. Very funny guy. Sometimes snarky. I love Steve's content. Check him out. I'm actually going to throw a few, uh, out of left field ones in there. Neil...

DeGrasse Tyson. Some of you will know him. Others not. Check out. Start talk radio. That guy can make the most boring content. Absolutely engaging. My kids love him. Even if you're not into astronomy, the way delivers content you can learn from and then I'll just throw in 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. Dan Sanchez. He's the co host of the BDB Growth podcast, and he works for sweet fish media. And then Daniel Murray, He works out. Yeah. Yeah, that's very good, folks over there. And Daniel Murray at Service Tighten. Those are all folks that are up and comers. You might not know them now, but you will know him soon. Love that. Love that. And of course, last but not least, my the important question to me of all these. Where should I go? Eat? Give me one place. Where Your secret spot, man. I got you. I got you. I'm gonna give you 31 is Bahama Breeze. It's a franchise restaurant. You may or may not have it in your city. If you don't have bahama breeze in your city, go to your local Jamaican restaurant. That is a low key, one of the best leading experiences you will have. And then finally, this is not in your local city, but sorry for you. 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 like I have to just sit back and let you take the mike. I love it so appreciative of you. And I can't wait to continue and see your development and and continue our friendship in relationship. Thank you. I'm loving what you're doing. I'm loving the vibe of the show. 15 minutes of value, All me 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 of adrenaline that I did from from talking with theology. He's the best. Thank you for listening. If you love the show, please write a review in the Apple podcast or Spotify app. Send it to some friends and make sure to hit that subscribe button so you get every episode reminder. This episode was brought to you by quarterback. Quota Path is the first radically transparent and to end compensation solution from sales reps to five minutes. Get started for free at quota path dot com slash revenue. Dash Collective. I had a lot of fun today. Hope you did, too. Now good question numbers. Mhm.

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