The Pavilion Podcast
The Pavilion Podcast

Episode · 3 months ago

Ep 128: The Biggest Education Travesty with Paul Fifield

ABOUT THIS EPISODE

Ep 128: Is a throwback to Ep 66: The Biggest Education Travesty with Paul Fifield

Part of the TGIM (Thank God It's Monday) series hosted by Tom Alaimo.

Alright everyone, Welcome back to thePavilion podcast where revenue leaders learn the tips tricks and tactics thatthey need to be successful in their roles. This is your host of the mondayshow. Thank God. It's monday tom limo. I work over at dawn and I put this showtogether every monday for you for the next two weeks. Just like you are, I'mgoing to be on podcast vacation, sipping a mai tai chilling, eating alobster roll whatever I want to do. We're gonna give you a playback of someof our best episodes of the year. So enjoy these will be back with somefresh content for you in september after Labor Day after I gain £10 ofrelaxation over the next few weeks while I want to get one quick shout outto our sponsor and then we'll get straight into the episode. This episodeis brought to you by drift. More than 50,000 businesses use drift to growrevenue and increase customer lifetime value faster drift, helps theircustomers aligned sales and marketing on a single platform to deliver aunified customer experience where people are free to have a conversationwith the business at any time on their terms, learn more adrift dot com. Let'sget straight into the conversation. Feel free to leave us a review andsubscribe on apple and Spotify and hit me up on linkedin. My name's Tom Alamo.Work over at com. Alright, Straight to the episode piece. All right, Paul fivefield, Welcome to the revenue collective podcast. Good evening orafternoon to you. How you doing? Very good. Hi tom. How's it going? Great.Great to be here. Yeah, I'm excited to have you. And I always love to know,especially in this day and age where folks are, are quarantining out of, soyou're just in, in London, London proper or where are you? Yeah, the realproper London. So North London, a place called Crouch. And if you want to bespecific. Yeah. And I haven't had a haircut for three months. I can't tellwhat the hat or maybe that's why they, that's why I've hacked it with myselfand it's, I'm not a great hairdresser. Yeah. Yeah. Hey, well this is a, thisis a good time for you then because that's your, that's your built inexcuse. Yeah. They're opening in one month. We've had them closed for three.Oh wow. So you got, you got another month of hat wearing to go self hacking,self hacking and hat wearing. Yeah. Yeah. I love it. I love it. Well, I'mexcited to have you on the show. There's a bunch of different topics Iwant to get into and we're gonna talk probably for the bulk about salesimpact academy before we do that. I'd be remiss if I didn't bring up one ofthe earlier career experiences that I found pretty interesting just fromlooking at your linked in the first thing you did. You know, followinguniversity looked like you took $10,000 or, or you know, an equivalent fromyour mom's credit card to start a company and then ended up running thatcompany for what five or six years...

...looks like you got absorbed by a largerfirm. So massively successful from alone from your mom coming straight outof school. So I'd love to hear you tell that story. Sure. Yeah wow. You've gotyou've gone way back, we go deep. Yeah I don't really talk about this verymuch but I'm obviously very happy too. So this is like back in It was likeback in 2002 And that would this would have been my third company actually bythen by then as well. So yeah I just I took a got my mom to give me like £10£10,000 offer Crown credit card bless her. Don't worry mama is just going towork. It's going to be all good. And we set up a I mean we set up a productioncompany and we will really focus back then on creating content for the web.But you gotta remember I'm a I'm a fairly old git so this was like back inLike 2001, 2002. So like like there was like dial up was the main way that youaccess the Internet back back back then. So we'd be creating this content forvarious customers and like eight people would watch it. So so the economics andwhen those eight people did watch it was a pretty rubbish experiences, likewaiting to download video on like a 56 K access to the internet was just not agreat experience. But yeah, basically we created a production company and webranched out into all sorts of other things. We, we made tv programs, Wemade adverts, we made lots of editorial short form content on the web, which isreally what we're kind of known for. We made some of the worst television youwill ever ever ever see. And we made some some kind of cool stuff as well.So yeah, that's that's what it was. Yeah. And then we got kind of absorbedinto a sold effectively sort sort of into a larger group. And then, and thenthe journey continued. So you were just an entrepreneur at heart comingstraight out of school, like that's a that's a gutsy move, you know, to dothat with no prior experience. Yeah, it's kind of interesting. I found out,I don't know if this happens in America but in your third year you can do ayear like in, in industry and I was doing a computer science degree becausemy mom, it was, it was my second degree and I remember my mom, I was hangingout and down in a place called Devon in the south of England over the summerand my mom came down, she's like, you've got to get back into universityand I'm like, okay mom and she brought down all these prospectuses of theseuniversities and she's like Computers look like they're going to be reallybig and this is like 1997. And I'm like okay, I'll just go and do computersthen. And I just I just started to, the degree is my second, my second attemptto a degree in computer science. And then you have found out in year threeyeah, well you're three, you go into industry, but then I found out youcould start your own company. I was like how cool. I've I've always, youknow, wanted to do that. And so instead...

...of going into industry and getting itgoing and doing a year at Microsoft, which by the way back then was that waswhen Microsoft wasn't cool and it was like, fuck, I'm not, I don't want to dothat as it sounds awful. And I started my own company. The first company waslike a web kind of like agency thing, which was terrible. Like the people I'dstarted with didn't I thought they were good at programming and they were rubit and it was a terrible, terrible experience. Anyway, I just never wentback. I just kind of, I got the bug, did another one, did another one, didanother one, did another one basically. Yeah. Yeah. And and then from there itlooked like you you had a number of stents, you know, managing tens andhundreds of millions of dollars in revenue running sales organizationsbefore starting sales impact academy about two years ago or a year and ahalf ago at some point in 2019, like you mentioned before the call that theproblem you're trying to solve is the, I think the quote is the biggesttravesty and an education in the last 30 years so one, correct me if I'mwrong, but to like tell me a little bit about like the problem that you'reseeing here. Cool. So I think sure I'd love to so I think that and I'll comeonto that that kind of grand educational failure statement in asecond. But you did get it pretty pretty much bang on. Yeah, I think youknow my career ends attack really really took off in about 2011. I cofounded a company called sorrows in new york, we raise some capital and and,and and started growing that and thankfully that that when has gone onto become a pretty successful company, we sold like half of it last year to aprivate equity firm for Just over $100 million. So that's what I was prettycool and I was like the VP of sales in in that company but it was pretty scaryexperience because we just raised, you know, we just raise some money from a,from a tier one Bc in new york, great craft, I was put in this role of the VPof sales as, as the co founder doing Exactly, fairly commercial kind of like,naturally kind of quite commercial and everyone kept saying like, just just gobuild this repeatable scalable, like revenue operation, like how do you dothat? I mean it sounds so easy, but like, like how, like, how do youactually do? And there was no book, there was no, there was no nothing,what, when I say there's no book, I found a book which has just beenpublished, it was very fresh called predictable revenue, right? And I don'tknow if you're familiar with the book, predictable revenue, but like, Iliterally had just been published and I, because I was panicking, I was like, Iwas searching on the internet, literally going repeatable skater ofall revenue and you do this, I don't want to get fired and sent back toEngland, I kind of like move my entire family to new york, I was crapping mypants like uh and I found the Prince for revenue and I read it cover tocover and I'm like, oh my God, this now makes complete sense. I always knew Iwas always fairly good with like sales cycles and that kind of thing, but Iwas, and I was like, the way that you...

...are successful in sales is yourpipeline, it always, always, always, always starts with high quality,consistent pipeline into the sales function, you can get a lot else wrong,get, but start start there and it was always unclear to me how you did ituntil I read that book, then I emailed erin and mary lou and I was like, youknow, well actually emailed erin Ross who wrote it, offering him a job, heturned me down, but they've ended up agreeing to do a consultancy gig andthat and that was great. And I put my first str function at Sarah's and youknow, it's still, there's a very big str function there today. And then Icame back to the UK in about 2015, joined a student company. We went, thatwas a wild ride. We went from 2 to $40 million in revenue in like three years.I built 100 person plus, you know, organization in four countries that runaround the gamut from SDRS and a S two CS reps, But here's the thing and thisis kind of, I'm now getting to the problem, which is like, I didn't enjoymuch of that journey and there's a couple of reasons I didn't enjoy thejourney very much, which is couple of maybe slightly slightly challengingceos, but on a more personal level, it's incredibly stressful To basicallybe responsible for growing and delivering exceptional revenue growth,like 150, 300% annual revenue growth, and at the same time have to learn howto do your job right and this goes to the fundamental like problem solving,which is if you think about it sales on a global perspective is probably thebiggest profession that is totally and utterly without any educational support.Now, if you think about finance or you think about like law or you think aboutH. R. Right, these big major professions that are very important tothe functioning the actual functioning of a global society, right? They've hadover many, many decades, hundreds of billions of dollars have been investedin these professions and not just university and post university, likespecialist schools like law school, but continuous professional development inwork, right? If you're in finance, you have to study and take exams everysingle year while you're working. And if you fail them, you can't practicefinance anymore. It's pretty major educational infrastructure around theseprofessions to ensure the world has the correct supply of highly skilled peoplein these professions, until you get to sales where there's absolutely nothing,absolutely nothing. It's not even like, oh there's a bit there and it's a bitrubbish, it's literally nothing. And if you think about it, here's aninteresting stat for you, most people don't know this, 50% of the world'scompanies are B two B okay, and within every B to B company, the driver ofgrowth of everything, right, nothing...

...happens until you sell something that'sthe classic phrase, the driver of growth is your sales and marketingfunction. So if you think about it, this is a problem that affects half theworld's companies. And you're probably talking about a body of people aprofession when you include customer success B. Two B. Marketing and strSundays and all the rest of it. And rev ups you probably talking what 250million people who are totally uneducated in their job. They haven'tgot the core skills because it hasn't been taught. And that is one of themost absurd enormous giant letdowns from an educational perspective thatyou could you could possibly imagine and no one's really talking about it inthat context. But that's the truth and what it means is cos then are forced tobecome educators. They're forced to go I'm going to build a sales function andnow I have to build a support function to train the sales function how to dotheir job. And that is absurd. That is it's like crazy that you think I'mgoing to go and build a finance function and now I'm going to build afinance training function to teach the finance function how to do their job.And the same with law. And then that So that's the problem. It's completelynuts. And that's why I said the opening just before we started recording it'sthe biggest educational travesty in the last 30 to 50 years. Yeah and I I agreewith that And you know I've been saying for for a while to like you knowthere's no outside of like, while you're at your job, there's rarely anyclasses in college, there's definitely no classes in high school or anythingbefore that. And you know, I didn't even know sales was a real job until Istarted doing it. There was no one that told me in college to B two B sales waseven a job opportunity, you know, it's like maybe I'll the market or somethinglike that, you know, I don't want to sell cars. That was like my only, thatwas my only vision of like what a salesperson could be. So there's solittle education, what's your take on as solving the problem? Because there'sother sales trainers out there, right? Like some are small, some are bigger.Like what, what's your take on like where you're trying to bring salesimpact academy and how that fits into the landscape to solve the problem.Yeah, cool. So here's an important thing for us is that I never, I like,we sort of band the words sales training okay. Because kind of salestraining has very cut that out, it's okay, it's fine. You can, you can say,hey man, freedom of speech, right? Um, but we sort of ban it as a part of ourlexicon because the connotations of sales training is so terrible. It'sbasically middle aged man in a really shit suit in a really shit hotel withno Windows teaching you some shit on terrible on terrible power points fordays on end and it's, and this guy...

...that's teaching you who's middle ageddoesn't really care about it And hasn't done it for 15 years, right? That'skind of like, and yes, I'm of course there's probably, there's good salestraining in this bad sales training, but it's generally pretty, prettyineffective. And actually one of the major flaws of traditional oldfashioned sales training is you pull a whole team off site, you know, they'reoff site for a day, sometimes a whole week, which is just crazy. It's a wholeweek of not selling and also it's not a good learning experience, but if youthink about how human beings learn, we don't learn by being bombarded withinformation for a week or a day or even a half a day, right? That is not how welearn and there's a reason why university degrees are stretched outover three years and I remember when I was doing my second failed failedattempt at a degree, often thought like why is this so long we could probablydo this in a year, but it's partly because human beings just don't learnin this kind of like pack it all in boot camp star learning. So, but here's the thing, so we like, wedon't call this sales training, were an education company, I'll just kind of gofrom a mile tangent just just while I remember it so well, venture back. Sowe raised a little bit of sees, uh, actually precede it was like aconvertible loan note almost exactly a year ago. Just a very small one to getus going. And it's an education based VC in London and I remember one of the,one of the partners said to me this wonderful, this wonderful statement,which I've never forgotten, which is the root solution to all problems iseducation. And I was like, whoa, that's a big, that's a big statement. I waslike, wow. And I was like, actually it's true, right? Actually, it reallyall comes down to education. So I do firmly believe that the solution tothis, this, this huge problem that we have in our profession, we can solvethat through high quality education. And I think when you change the lensand think about this as a, we can solve this with education rather than solvethis with training. I think it does change things quite a lot. And, andthat's where we are. We're creating an education platform. The way that we'reapproaching it is that this is a long term relationship we have with people,you know, we're expecting to have a relationship with people for many, many,many, many years. You know, our educational offering literally startswith new to Roll SDR and we have a fantastic new to Roll SDR course calledalbum prospecting sarah brazier from gong as we're talking about earlier on.He's joining this guy called Mark Colgan and they're going to be coteaching that multiple times a year and we'll run that four or five times ayear and we have that and we have right up to, you know, and most ambitiouscourse yet, which is aimed at Cros called the definitive Guide to Revenueleadership. And we have Mark roberts teaching on that. We have P Crosbywho's like the Professor of revenue in...

...in in the UK and Mandy cole who wasliving social, had a brilliant career there and we have other guest stars anda bed who's the C. R. O of outreach and ELISA think you took Tableau from 02billion That legends group legends. All right, yeah. Are putting together a 24hour over 12 week, you know, of course, which is, which is everything you needto know to be a brilliant modern revenue leader. So we're running thegamut right across this kind of broad, broad kind of range of topics and theway that we sort of deliver our teaching As we only teach two hours aweek. So, you know, I know again what it's like to be in a very high pressuresales environment. So what we don't want to do is interrupt the salesmotion. So it's literally two hours of learning a week and it's highlytechnical and practical learning. It's not methodology, there's not like asales impact academy way. It's a, this is how to be a great SDR, this is thefoundations of how to be a great SDR here at all the foundations to be agreat A. E and how you manage a deer sales cycle from opportunity to closeclose one and following these different like milestones across the sales cycleand here's the best practice at every stage across that sale cycle. Here'sbest practices on how to be a great rep, Here's best practice on how to uselinked in effectively for prospecting and sales. Here's best practice on howyou use video and we've got two execs from Vidyard and his best practice nowuse video and prospecting and sales and it kind of goes on and on and on and onand we're just, we're just basically creating these very, very powerful andimpactful learning journeys and we're now creating some more micro learningjourneys like four hours over two weeks. We're releasing one on Cold Calling andevery month you can just dive in and do four hours of live learning with someepic people every single month. If you're accompanying your hiring peopleregularly and say, hey, we use the phone line outreach, dive into likecells. In fact Academies Cold Calling boot camp. It runs, it runs every month,make sure you enrolled onto the next one bang bang bang bang and we'rekeeping people educated. So the cadences and the other big thing isthat we're live and that has a massive, massive impact on adoption and thencompletion as well because it goes into calendar, it's a bit of an event. Imean we had a, we had a great milestone for us about four weeks ago with SAMnelson from outreach. You know, we had 1000 people in a class. It was wild. Itwas awesome because I was sat there thinking, well I sat there thinkingthis is quite funny because no one knows that there's 1000 people here.People were coming and asking questions. And I was thinking, would you ask aquestion so freely if you knew there was 1000 people here anyway. But it waslike, wow, we're literally this is what this is my dream that we can start toteach at a really big scale and what I want this to get to is that one daywe're teaching 20,000 people live,...

...50,000 people live, half a million,half a million people live. And the mode of teaching that we're developingis that we're creating these implementation packs so that once assoon as the class is finished, the managers or the team leads or theleaders of the VPs, whatever locally. Let's take a break team, come back andlet's discuss what we've just learned, We've got these implementation guides,we're going to half an hour more because just SAm nelson just droppedsome seriously good stuff on how outreach have perfected sequences toget to get cut through with their prospects. Now, let's talk about it asa team, we've got this implementation guide, Here's some documentation, we'regonna do a quick, quick quiz, we're gonna do a short exam and we're gonnaembed this learning for 20 minutes and then back to work and we just literallyput it into practice immediately and bang, see the results. And so we havethis kind of like almost event scale learning classes followed by localembedding through three managers and team leads. And that's how I believethat we can make a massive dent in helping hopefully one day millions andmillions of people to sort of uh, to be educated in, in, in, in the core skillsin our profession and that, that you hit on two of the things that, you know,I find to be really tough with with sales trading one being, you know, theold, you know, middle aged white guy that, that hasn't sold anything in 20years, which that's not everyone, but that's, you know, that that happens. SoI love that you've got people that are in the field, right? Because SAm nelsonis still at outreach, you know, he's doing the job and he's also is alsoteaching this and you have just a legendary cast and folks that youdropped there and the other piece is the reinforcement, right? So I'd loveto talk a little bit more about that because for my experience, someonecomes in, even if it is a live training in person or you know virtually withwith Covid you know you get hyped up, someone brings them in for sales kickoff and you're hyped up on this person and for like a week you're like oh I'mgonna do all the stuff they said and then like if you ask them a month later,I don't remember anything. So like how would you if I'm a VP of sales orrunning a team like we just invested in this, whether it's money time resources,all of it. We took our sales people off the phones, how am I making sure thatthey continue to actually do this for the rest of the year. You well I thinka few a few things to unpack there and again I think the other differentapproach that we have fundamentally there were a subscription based model.Now obviously all revenue collective members as part of their subscriptionof their membership, get access to cells and practicality on on anindividual basis. Excuse me. Yeah and look we've got I think we've alreadygot 1000 R. C. Members already on boarded onto the cells and backedacademy platform which is awesome. A whole bunch of already gone throughsome groups and courses and the...

...feedback has been amazing. So here's afew things but you know the business model that we have is that we're asubscription service when we call ourselves sales education as a serviceand so we're always there like and this is the other problem with the oldfashioned model which is they come in for a hit of learning, everyone getspart, you know, really pumped and they go again and you have this decay which,which happens quite quickly and then to appoint the company's dropped $100,000on, you know, blah and maybe three months later everyone's back into oldhabits and can't even quite remember what happened more to the point, theteam has changed, You've had some attrition, you've hired 10 more peopleand you know, uh so actually it was almost a meaningless worthless, afutile exercise. We're a continuous like solution. So we're always therewhere as ubiquitous as present as your crm right? And all of our courses likerepeat for five times a year, some of them are repeating on a monthly, on amonthly basis. So it's always always there. So if you're hiring people youcan stick them into the courses, everybody then gets, we ensure thateverybody's got the same level of skill all the time. So it is constant kind oflike, so we have this ability to just constant reinforcement. Number two, thelearning design is really important. Now we're not weather, this is, this is,this isn't like every course that we do is not like a string of webinars. Theseare very highly like with very, very core learning design principles, wenever teach more than 10 minutes. We have like interactive like breaks, wehave knowledge checks each week during the course. We have tests at the end ofthe courses as well. So you get a certification which you then can put onlinked in or linked in profile, we have people now tying in getting 60, orabove in your end of course exam to your variable compensation, so that'sanother like incentive to get people to really, really kind of like focus andlearn. There's another reason why people focus and learn, which is thisis such effective learning from world class people who are operating at thetop of their game. You know, you'd like to have your SAT SAM nelson's and yourcelebrations and all this kind of stuff in the field right now the stuff is sogood that it actually affects your income right? Because you sell more,you convert more, you know, you retain more customers through this learning sobut then there's this next layer which is that we're building implementationtools around each class. There's almost like a micro site of stuff that we'redeveloping around each class which empowers the local managers and thelocal leaders to then continue the learning in a 1 to 1 perspective or 12team perspective, so we can have 10,000 companies on a class, 100,000 peoplebut straight after class, all of that learning then happens locally and weempower that to happen with the...

...managers and the leaders and it's areally effective way of embedding that learning, you immediately apply it intoyour job like that and it beds in immediately. It's called ExperientialLearning in fancy shmancy educational circles and I believe as a blendedpedagogy of scale and then embedding it's pretty smart and I do thinkinfinitely scales, I think we can have a million people in a class one day andthen have this kind of local learning happen through the support materialsthat we give those local managers and just to reiterate for anyone that'slistening to this while they're walking the dog or, you know, cooking breakfastlike, you know, if you are a member of revenue collected, which you likely areif you're listening to this podcast, you do have access to this on anindividual basis to go in and you can check it out, it's for free. It's partof the subscription that you have with the community, which I wanted tounderscore, which I think is a huge step for both parties really like, Ijust think it's a great, it's a great match and I just wanted to reiteratesome folks know that, but I'm curious with you, you've done such great workin the, you know, 1.5, 2 years that, that you've been running this business.It's still in a, in a fairly early stage, you have some great content, Youhave these great partners, you're working with, Where do you see it going?Like where do you, what are the things that are most important to you as youlook out in the next 1-3 years, is it finding the right, you know, morepeople to help teach things. Is it building out the courses? Is it justlike we got a prospect into, you know, companies and start, you know, findingmore customers? I'm just more curious where your head's at with that. Mm Well we're about 15 months in so wefeel like, we've. You know, we've done it pretty, we've done a pretty decentjob so far. We we've got about 35 employees. We have about 40 coacheswere expected by the end of this year to about 100 employees. We're talkingin A R. A and M R A and India because we're subscription business and it'slooking great because of this problem is so cute and I know because like Isay, I had I know the pain, I literally felt it every day, like a dark cloudhanging over me for for a decade. So we have six schools. So the way that sellsimpact academy is structured is across six schools. So we have management andleadership, we have sales, we have prospecting, we have customer success,B, two B marketing and we're developing the rev up school and each of thoseschools has some pretty amazing industry leaders to as adjunctprofessors who are helping us build out depth in those schools. So for examplewe're just about to announce dan Steinman has just joined dan was thechief evangelist regain sight. He wrote the book on customer success calledcustomer success and he's like you know one of the leading thinkers in customersuccess and so he is now an adjunct...

...professor and he's helping us build outthe C. S. School A few weeks back we landed channing Farah. He's the globalhead of rev ups for hubspot and he's helping us develop, develop and designthe rev up school. We've obviously got marc roberge helping us with the salesschool. We've been working with mary Lee Tyler for a long time now she'shelping us build out the prospect in school. So one of the most importantthings for us is now building just unrivaled depth across each of thoseschools so that you could almost each of those individually could be a spinoff business. They've got that much depth depth in them. So that's kind oflike number one And that's getting to probably were about 25 courses. Now weprobably want to get to 100 100 plus buy in in about 12 months in 24 monthswe're talking maybe 250. At that point we've probably got the mostcomprehensive in depth learning catalog for go to market teams all over theworld. The second thing is developing more on demand content that's gonna beimportant. The third thing is that we're opening up our ASia teaching slotin H two this year. So 8:30 a.m. Mumbai time, which is going to be fantasticfor all revenue collective members out there. I should also just say thatwe're going to need hundreds of teachers. So anybody that's interestedin teaching with us, please please please do get in contact. Hello atsales impact dot io. Or just email me paul at sales impact dot io. And thenthe whole of Asia gets opened up to our life teaching product as well. So atthat point we then have a life teaching product all over the world and then wejust, we just don't, we just kind of like continue to scale right? And likeI say, I really want to build out this, this, this support materials andsupport programs and like I say, I I really want us to, to, to, to, at somepoint within the next couple of years be having 2030 40,000 person classesbecause you know, we are absolutely mission driven. I mean, I'm, I'm really,really want to help as many people as I can with this challenge and there'smillions and millions and millions and millions of people to help. So with alot of work to do to, to, to really lift the industry and support all thesepeople to be, to be brilliant and what they do and I think the, the impact, ifwe, if we, if we achieve that, the impact I think could be absolutelyextraordinary. Yeah, I agree. And I'm excited for it. I love the mission thatyou're on and I'm excited to see where you guys go in the next few years,building out the content, continuing to get great coaches, expanding worldwide.You know, again kudos to you for kind of pushing this through on the revenuecollective. I think all the members collectively are grateful to be able toexperience this as part of uh you know what we're already doing through thecommunity. So paul, I know we're getting short on time. I'm curious likeany last thoughts that you have and then I know that you just dropped youremail, but if there's any other ways...

...that folks can get connected with youor or learn more about sales impact academy, let us know and we can, youknow, make sure to tee that up. Yeah, sure. I mean, linked in is always goodand pretty, pretty active there. So paul paul five field and you'll be ableto find me pretty easily my email paul at sales impact on I o I mean I've beena member of the revenue collective for about three years in the London chapter,so I'm very familiar with the network, I've known Sam Jacobs for for a longtime. I'm just really, I'm grateful for the partnership hugely as well and I'm,you know, it is one of the most exciting things to happen to thecompany and I think to your point earlier on the partnership is just sucha beautiful partnership and it just brings such enormous benefits to bothto both parties and fundamentally two members, which is which is fantastic.So I'm just really excited to be playing my part right to try and helpthe brothers and sisters in the sales world to do well and not be stressed. Imean it really comes down to that. Is that a basic, is a basic kind ofmission. So honestly I could go with a little bit less stress. We're gettingclose to the end of quarters, a good mission. I can't say I'm going toremove all stress but hopefully the distress of I don't know how I do myjob that that bit we can tackle the end of quarter pressure. Like that's alwaysgonna be there. You have of course on that of trying, trying to hit yournumber before the end of the quarter. There you go. No course need no courseneeded. It's awesome. Follow, I appreciate you coming on again,everyone check out you can definitely connect with paul and linkedin, checkout sales impact Academy paul. Thanks for being so generous for a good timeand no, thank thank you very much. I'd love to love to chat, cheers tom Allright, thanks for checking out that episode. One last shout out to ourpartners over at drift Drift is sponsoring this episode, and they arethe new way that businesses by from businesses. Go check them out at driftdot com. Hit me up on length in. I'm tom Alamo. Work over at gong and untilnext week we'll be back another. Thank God. It's monday piece. Say something. Mhm.

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