Talent + Talks Podcast

Video is the key to more sales post COVID-19 with Todd Hartley - Talent + Talks Episode 3

August 26, 2020 Scott Rivers Season 1 Episode 3
Talent + Talks Podcast
Video is the key to more sales post COVID-19 with Todd Hartley - Talent + Talks Episode 3
Chapters
Talent + Talks Podcast
Video is the key to more sales post COVID-19 with Todd Hartley - Talent + Talks Episode 3
Aug 26, 2020 Season 1 Episode 3
Scott Rivers

Today's Talent + Talks Podcasts features Todd Hartley of Wirebuzz.  You can find todd every day on LinkedIn giving his audience tremendous value by giving away the secrets to successful social selling through today's business platform, the internet!  Using tools like Wystia, Vidyard, LinkedIn, Calendly, and many other software tools, Todd and his team at Wirebuzz consistently over delivery on the needs and wants of his audience. 

If you have not taken the opportunity to connect with Todd on LinkedIn, please do so, and please let him know that you heard this on the Talent + Talks Podcast with Scott Rivers.

Links from Today's Podcast:
Todd's New Program:  www.wirebuzz.com/remote-sales/
Todd's Company:  www.wirebuzz.com
Todd's LinkedIn Profile:  https://www.linkedin.com/in/videotodd/
Speechify:  https://www.getspeechify.com/

Cerca Talent:  https://www.cercatalent.com

#toddhartley #talenttalks #cercatalent #videosells #letsdothis

Show Notes Transcript

Today's Talent + Talks Podcasts features Todd Hartley of Wirebuzz.  You can find todd every day on LinkedIn giving his audience tremendous value by giving away the secrets to successful social selling through today's business platform, the internet!  Using tools like Wystia, Vidyard, LinkedIn, Calendly, and many other software tools, Todd and his team at Wirebuzz consistently over delivery on the needs and wants of his audience. 

If you have not taken the opportunity to connect with Todd on LinkedIn, please do so, and please let him know that you heard this on the Talent + Talks Podcast with Scott Rivers.

Links from Today's Podcast:
Todd's New Program:  www.wirebuzz.com/remote-sales/
Todd's Company:  www.wirebuzz.com
Todd's LinkedIn Profile:  https://www.linkedin.com/in/videotodd/
Speechify:  https://www.getspeechify.com/

Cerca Talent:  https://www.cercatalent.com

#toddhartley #talenttalks #cercatalent #videosells #letsdothis

Scott Rivers :

Welcome back everyone to another Talent + Talks Podcast. I'm your host, Scott Rivers. Looking forward to another great show. I'm hoping that you had a chance to listen to last week's show or actually it was two weeks ago with David Rutherford. I still go back to I think that at this time, right now, we need leadership more than ever. And I feel like that going back and listening to that, listening to some of his ideas, which I feel are actionable would be a great thing to do. I'd love to get your feedback on that podcast. And then moving forward, we're really looking more on to the sales and marketing side. So as we, as we're talking to our clients in the area of life sciences and diagnostics and genetics, you know, I feel like today is it's a different calling. It's a different job going out and doing sales today. I think that we're having to pivot and start looking at phone sales, as much as we are active in person sales. And certainly we're using zoom, we're using new tools. And in fact, we did an interview with Monster.com not long ago when we talked about some of those new tools that people are using, which are great, especially for interviews. But we're looking at new ways and looking at new things in order to be successful with selling right now. So I'm excited about today's guest. And by the way, I think I mention the word "really" about 50 times as I'm getting started with this, so bear with me. I'm going to try not to use it during the introduction, and we'll see how it goes. Today's guest is Todd Hartley. Todd is just someone who I think the world has done an excellent job here and he is all over LinkedIn. Todd is a 2019 Rising Star winner. He's a five time Telly award winner. In 2019. Vidyard named him as one of the people to follow. He's worked with some of the best in the business, including Tony Robbins, which he's going to talk about as part of our discussions. In addition to LinkedIn, you can find him over at www.wirebuzz.com where he is the CEO. And in fact, he gives a couple of links during our discussion that I'll put in the show notes, where you can go and learn more about working with Todd and working with wire buzz. He's actually working with some of our clients now in the business businesses that we serve on the recruiting side. And so, again, I think that this guy is doing some great things in the world of marketing and sales. And again, going back to that I feel like you know, today more than ever, there's a telephone sales, training and presence that's needed now. And so we're going to try to provide as much of that information as we can. I'm Really, I did it. I'm really excited about this podcast and a lot of others that we have coming up, please stay with us. Please continue to give us feedback. If you get a chance to like and share this, whether you're watching this on YouTube or iTunes or iheart, radio or any of those others, please give us a like, give us any feedback positive or negative on those channels as you can. And without further ado, This is Todd Hartley. Well, Todd, again, I really appreciate the time. I know how busy you are. And with everything going on right now I continue to see you on LinkedIn. I continue to see you on videos. We talked earlier about you doing some stuff for Tony Robbins. I saw that earlier this week. Really a lot going on. So I really want to just say first and foremost, thank you for joining us.

Todd Hartley :

It's my pleasure, you know my favorite space is in life sciences and medical marketing and specifically oncology in genetics and genomics, because it allows wizards like you and me that help optimize the marketing and sales paths on a daily basis to directly be affecting the lives of patients or elevating the care for physicians. And that opportunity to talk with you and to be able to share the insights is worth everything.

Scott Rivers :

Yeah, I love it. I love it. That sounds great. Well, let's start with this. All of us have certain things that we do to make sure that we continue to get better and better in our trade. You know, we sharpen the sword on a daily basis, if you will, what are the things that you're doing during this time to make sure that you're staying sharp? What are you reading? What are you listening to kind of give me some insight there?

Todd Hartley :

Sure. I actually believe that the end results of your year will be a direct relation to the knowledge that you acquire and your ability to use it to help serve others and help them achieve their goals. So I'm on a very consistent daily learning. I'm a believer that one hour a day, in three years or five years turns you into one of the world's experts on a topic. And my career has really been based on that. So I do a, every time I get into the car, actually, every time I leave the office, I put my headphones in, and I've got an app called . That allows me to take all the articles that I want to read during the day. And it reads it to me when I get into the car when I go to the gym when I go on a walk at night. And it allows me to consistently be learning without having to be stuck in front of a computer longer.

Scott Rivers :

Yeah, that's great. speechify fantastic. We'll make sure to capture that. Put it in some notes. let people go look at it. As far as people anyone else that you're you're actively listening to something you're reading right now.

Todd Hartley :

Yeah, right now I'm reading Traffic Secrets from Russell Brunson. His book just came out. Russell is a digital guru. And this is his latest book in probably about 30 days. I'll do a review on it. I think it'd be an excellent place for people to get started.

Scott Rivers :

Cool. That's great. I appreciate it. Well, listen, what prompted me to you, and I've been seeing you all over the place. As I mentioned, LinkedIn is what we do, right? That's kind of our professional social platform. And so we're all over LinkedIn. I see you everywhere. So what you're doing is working number one, but what really drew me to you was I saw the video Rockstar rules in the attention economy. So as I started looking at that, and I started looking about, you know, what are our clients going to be facing trying to get into the hospitals and laboratories? You know, are we in the attention economy still, number one, and if you could kind of walk through those rules that you discussed, I thought they were pertinent today, as as much as they have ever had been really.

Todd Hartley :

I'm so excited that you bring this up because I don't I haven't been teaching the rock star rules. lately. It was part of my European speaking tour from last year. I love this topic because if you look at music, and you look at the music industry, you'll understand how attention or the way we market to attention of our prospects is different. So 25 years ago, the number one songs and the top 100 less those all those 100 songs, average 23 seconds of musical setup before the lyric started. But today, the top songs have words starting within the first five seconds. And the reason is we have to get to the point we have to be hyper relevant, super interesting in order to command attention. And there are bands that teach this so for example, one off the top of my head is, is if you want to know how to structure your page in the attention economy, you should think a john mayer, you know, gravity always wants to bring me down so you want to move people all the way through one page. And and there's a whole series of these but people when they come on to their page onto your page in their head, they're saying the same thing that you're saying when you go onto somebody else's page looking for a product or service. They're saying like Lenny Kravitz would say, Are you going to go my way? And that may seem simple to people, but the reality is, we all want to learn a certain way. We want to go through the information a certain way and people are four times more likely to watch video than to read text. That is the way today that doesn't mean you don't use text, but you use it sparingly if you want to go their way. And you help educate people. So make a so it makes buying from your business. a no brainer.

Scott Rivers :

Yeah, yeah. And so you discussed a couple of people also in that video, and I'll play parts of it on here, if you don't mind as we go through it all. But man, you know, you go through songs 20 years ago, and it takes 15 20 30 40 seconds just to get to a word and today, it's Bam. And I think you even talked about this today on LinkedIn, you know, the length of videos, how long should videos? How long should they be? Is there a set time? The truth is if you're capturing attention and holding attention, it doesn't matter. It's all across, right? It's the same same thing with music. These these people are getting it today, the artists are understanding that, yes, you've got to get going quickly to capture attention, because frankly, and I know you've talked about this other times, with the attention deficit disorder that is become much more prevalent today. And I know that you battled that growing up, I battled it as an adult today, you've got to capture attention. And if you can capture it quickly, you're golden.

Todd Hartley :

Let's spend a few moments on that for a second. The conventional wisdom around video length and attention is totally wrong. And marketers are giving bad advice to clients on a daily basis on this topic. As you mentioned, I struggled with attention disorders. I got help by the University of Arizona's Salt Center, which is the nation's leading academic support program for students with attention disorders, and here's what I've discovered, because every semester I go back and I teach a weekend workshop for students, college students with attention disorders. And the first thing I ask is, I don't ask about school, I asked about what are you passionate about? And when I find out what they're passionate about, oh, yeah, I love Minecraft. And what I'm really doing is like, cool. You love that? How long can you spend doing that I can spend all day doing that I forget to go up and get up and go to the bathroom. Great. So maybe you don't have an attention disorder. Maybe you have an overabundance of competing options for attention, which is completely different. Because if I put you in front of something that you're interested in, you don't have a disorder, like you can't pay attention. You actually are hyper interested. So as marketers our big lesson is look at Netflix. Like people sit on their couch and put a divot on their couch in where their butt sets, because they sit there for six hours, which shouldn't be an indicator for everybody that you don't have an attention problem, you have a selection bias. And for marketers, if you want to be great, don't consider your prospects as being weak or inferior or defective, recognize you got to up your game and be more entertaining, and being more relevant to them. And you know what will happen? People will give you the right amount of attention so you can transfer the knowledge, so they buy from you. And that's like, I don't know why that's mind blowing to people. I know it isn't for you. But for a lot of people. They're like, Yeah, that's great, but maybe only like 30 seconds is that how long the video should be and they miss the Netflix learning.

Scott Rivers :

And I work with marketing teams all the time, and they talk about my videos on on LinkedIn, it's two minutes, right, two minutes. If you go more than two minutes, you're wasting time. Probably my best videos are those where I grabbed the phone, hold it up in front of my face and talk and it may go three minutes may go Five minutes, but those are the ones that are capturing the most attention. I love it. Let me ask you this. So let's talk about sales and marketing, especially post COVID-19. And this is really why I started this part of the podcast this season is dedicated to helping our clients figure out how to be the most effective moving forward, calling on clients that probably aren't letting them in the door. So with your experience in medical, my experience in medical, I think this is a great combination. So let's get a couple of things out there, from your perspective, how these medical companies can and should be capturing attention right now, with salespeople that can't even get in the door. What are some things they could be doing?

Todd Hartley :

First and foremost, salespeople, we need to get to the next level. The old rules still apply in the sense that the role of sales and marketers Listen up the role of marketing is still the same. It's to get your prospects to know what you know and to believe what you believe. But being able to get in person with people access is now denied. Now the trick is before COVID, 82% of buyers people we're all trying to sell to said that they don't want to talk with a salesperson until they're ready to make a buying decision. 82% which means we need to allow people freedom, the same freedom that you as a customer crave and desire to go on your own rabbit hole journey and to learn what you can learn before you narrow it down. Businesses that that adopt that philosophy and put videos following the Lenny Kravitz Are you going to go my way and john mayer, gravity always wants to bring down you're going to put a customer journey for a breast surgeon so they can learn about your breast surgery device. And you put all the relevant information and you transfer the big heavy knowledge stuff. In Video, people will digest it learn about you and want to do business. with you and, and your sales team to now get back to your core question. Your sales team's job is to be the Sherpa. It's always been to be the Sherpa to recognize who needs help guide them to the appropriate information either over the phone or on zoom. And then after the call, continue to be the Sherpa by grabbing your phone use what you got. This is pretty damn good. Grab your phone and say, Hey, Doc, it was great spending time with you today. I know you asked an important question. They should be sweeping up. I know you asked an important question about the turnaround time on replacements for our device. Well, I went and spoke to our team and we could get you this between, you know, two or three days whenever you need it. Just let us know. Would you like me to set up a time with your nurse navigator to make sure that we get these on auto rotation for you or whatever. I love it. Salespeople have to be interactive and if you can't get in the door, you still have to pass over the human traits of eye contact a nice smile. somebody that's easy. To work with that, listen, just use video Now to do that and be hyper personal and relevant with people, and they'll continue to buy from you.

Scott Rivers :

I love it. I love it. And listen, we I know you're doing this as well. And in fact, I mentioned listening to some of the stuff that you've done for Tony Robbins here lately, by the way, guys and girls. I've never had Tony mentioned me on Twitter. Todd has just so you know, so so we might want to listen to him a little bit. But But that being said, You've mentioned a couple of tools in some of those videos. You were actually named as a 20. Was it 2019 people to follow by Vidyard vid yards a tool that I use? Are there any other tools that you that you use or want to throw out there that may be good because, frankly, taking a video and shooting it off in text, it's not going to give you what you want. You want to be able to measure this and see who's opening it and really see where it's going, right?

Todd Hartley :

You want to know look, we don't have body language anymore. If remote selling is now the name of the game. You can't sit there and evaluate how many Interested somebody is by their body language. So the way you do that is use a video player like Wistia or Vidyard that allows you to track on the back end covertly who is interested attention span is digital body language. So if somebody watches like 80% of your video, you should be able to and this is what I help people do all the time. Have that video player send an email to your sales rep that says john from Cedar Sinai just crushed 98% of video, Dr. John is interested. And then you just reach out to dr. john. And so what we've done in our own office, is when we started doing this five years ago, we had a nine week sales cycle before we started educating people with video. But then when video became the primary way that we Convince and Convert, or even a supportive way if we're doing everything like over the phone or via zoom, we decreased our sales time from 9 Weeks down to 3 weeks, which made our each of our salespeople three times more, more efficient. And it tripled their take home commissions. It's like a no brainer. This is all about optimization. So what do businesses need to do? They need to sharpen their tools, learn a new trick pivot to prosper. And most of that game revolves around the smart use of video and digital marketing tactics that you can build in your website and then train your team to replicate off of That's fantastic. More tools Soapbox by Wistia is a great tool. I know Vidyard has go video, it allows you anytime you need to submit a proposal. The low success rate way of submitting a proposal is sending off a PDF and then washing your hands on it going out cool guy saying if they want it, they'll come to me. The reality is that company is probably talking to three other vendors. So There's a way that you stand out is you use soapbox or go video to create a video where you put the proposal on the screen next to you. And you look into the camera and you walk that review committee through the proposal with the right level of energy, certainty, and clarity. And before you know it, not only did everybody on that review committee, watch your video, because people are lazy, you know, four times more likely to watch a video than to open and read text that kind of lazy. And before you know it, people on that review committee all know like and trust you Plus, you got the opportunity to make a friend and make eye contact and show them that all your Chiclets in your mouth are going in the same direction. And so it's like hopefully, all we're doing is developing friends and using these digital tools to help us stay in front of people.

Scott Rivers :

Yeah, that's great. I love it. I think it's great. The other piece of that and I'm sure you coach this as well as, by the way, there's part of it. That is you just want to You want to create and send things out. But the other part is, if it's really bad, you really screw it up. You can start over. Yeah, you put out your best product and send that Man, I love it.

Todd Hartley :

I think that's about 40 takes to get a video, right? Seriously 40. But, it's worth it. If I got that far along down to the goal line, and I send a PDF. I deserve not to get the Yes. But if I punch it in the right way, and give my internal champion the tools to rally around me and teach my unique value to their team. They're gonna say yes, yeah,

Scott Rivers :

that's so true. And I had the luxury again, I do my homework. So I had the luxury of seeing some of your, your filming over the past four or five years. And it seems that your team likes to film you throughout the process. And then they take all of those cuts where you mess up and everything and they put it into one single video. It's fantastic.

Todd Hartley :

These people are relentless. They love to make fun of me. I've got another one. That'll be coming out in the next couple of days, and I'm doing a webinar that will be announced in the next couple days for Tony Robbins and a portion of it. When I'm talking about getting comfortable, you know, repetition, as Tony says is the mother of skill, which also means the more times you have to do your videos over, the better it's going to get and the more auto pilot, you'll get up here because you've had enough reps at it. Right? Oh, I think that's important. Thank you for bringing that up. We all screw up.

Scott Rivers :

Absolutely. No doubt. Well, listen, we're all about talent here, right? We talked about attracting talent. We talked about recruiting talent, we talked about retaining that talent. Once you get it on board. I want to ask you, because you've got a big company, you got a lot of people that you're hiring and bringing in. So from your perspective, what are the things that you really look for in talent? What are those things that you're trying to identify when you're searching for talent? And then as a follow up to that, what are you ultimately hiring for? Then on the opposite side of that, what do you ultimately fire for as well?

Todd Hartley :

Where are unique? I know companies say that. I totally believe it. We're looking for what we call OKG’s, our kind of guy or our kind of girl. And and OKG for us as somebody that works primarily from here. Okay? they love what they do. They love making relationships being a person of their word. And they’re somebody that thinks way out of the box. Oh, and earlier you asked me about education, OKG’s are people that are on a daily commitment to learn and grow. So I'm looking for all of those things. But I'm also looking for somebody that's pretty damn easy to hang around. You know, I want less rocking of a boat, and more rowing together as a team. So I'm often looking for people that have had played on team sports, and that was a successful part of their life and I'm looking for a humility of spirit. I really am like, I know I'm doing this interview with you and, and I'm, I got my talk show host voice on and all that good stuff. But I'm looking for humility of spirit. Because if I'm going to be around people on a daily basis I need humble not arrogant, I need hungry learners not know it alls. I think I think you know what I mean?

Scott Rivers :

I do, of course. Absolutely. So you're looking for those things you ultimately hire based on those things. Those are the things your ultimate pulling the trigger.

Todd Hartley :

I don't even care about experience. Sometimes I really don't. If somebody has a team sports background, and they're, they're comfortable and open and willing to be coached. I can take them further and faster than somebody who's old dog that isn't willing to learn new tricks. And those in old dog who knows it all, is probably going to get weeded out by this team behind me before it happens for me. They'll notice it before me.

Scott Rivers :

Yeah, makes sense.

Todd Hartley :

Right? Like, like an old dog new trick is the one that's like, dude, I already sent the proposal off. I sent them a PDF. And the new dog is on the crates, that personal video that she leads with her heart, and is obsessed with providing massive clarity whenever they communicate to our prospects.

Scott Rivers :

Yeah, I love that. I love that. And then listen. Let's talk about the worst case scenario. Okay. What do you ultimately fire for? And before you answer that, I'll tell you this. I've got a rule in my in my company in my office, that you're not going to get fired for performance, which sounds crazy, right? There are a lot of things that I will let someone go for, but it's not going to be for performance because I take that on me. So that's that's for me to fix. There are a lot of things that can't be fixed, though. So from your perspective, what is it? Well, one of those things that just can't be fixed.

Todd Hartley :

Somebody who who doesn't live up to their word, somebody that isn't efficient with their time. And that and goes around in the office and is more of a tugboat than a sail boat. I don't want people walking around pushing people around. And actually I actually don't care about performance over. I know you aren't suggesting this. But performance is important. And it's just as as important as being a good citizen or a good member of this family here. And I've had plenty of people that were super talented, but we're abrasive to be around and that burns more of my energy and in all candor. At the beginning of my career, I thought it was all about the clients and being polite to the clients, and I didn't really have a lot of time for my co workers, on finesse way, but everybody on my team, including myself, has to be able to use that same level of finesse and polish in class that we rely on when they're client facing. And they have to use it in here as exercise when they're near each other.

Scott Rivers :

Very nice. Awesome. Todd, do me a favor, I saw something that you've got a new class coming up a new class that you've put together. Tell us more about that if you could.

Todd Hartley :

Yeah, thank you. I've got a, you know, right at the beginning of COVID. Tony Robbins reached out to me and asked if I could do a training module for his clients, Tony's a client of mine. So I was like, floored and honored. And I spent the first week creating all this material, but I also have it on my website, and I'm teaching how to pivot to prosper to remote selling in this new world where large sales teams are going out and they need to get in front of prospects and influence them and transfer knowledge and then how you track it from marketing and sales. And I teach my best techniques on a landing page on my website in 20 minutes worth of video and you can get access access to it at www.wirebuzz.com/remote-sales.com

Scott Rivers :

Awesome, man. I'll put that on the video, I'll make sure it goes in the notes. How else can people reach out to you? How else can people find you?

Todd Hartley :

I think LinkedIn is a great place. That's how you and I found each other. I want to be a good community member of LinkedIn. I think that's an important place for me to go and learn from others. And like I have with you I look forward to learning from people in the audience, and continuing to grow my own ability to, you know, educate and influence people, but I'm, I'm like, I'm like a sponge. I want to learn from people and I want to be able to help enrich other people.

Scott Rivers :

Todd, you're the man, I really appreciate you coming on. I know that everyone else will that hears this. You're showing up in all the right places. And that's how I found you. And I'm sure that's why a lot of other people are going to be seeing more and more of you. Very soon.

Todd Hartley :

Thank you, I think the trick is let's stay top of mind, whoever we're trying to influence. Let's stay top of mind. So the next time they need to solve a problem they think of you first, as the logical extension of that topic. You are the guru of that topic. But the only way you can do that is with frequency and providing massive value each and every time you interact with people.

Scott Rivers :

Well, I know we have provided value today, Todd, thank you again. We'll talk soon.

Todd Hartley :

Thank you so much.

Scott Rivers :

All right. Take care.

Todd Hartley :

Here's our rules for the attention economy. Video is not a tactic. Video is well video’s like gasoline. Video is the best accelerant for every online tactic. What are online tactics, search, socia, email, traffic sales. If it's not sales, it's conversion. Anytime you want to push it up another level, you use video, the rock star rule. Whenever you're starting an email campaign, a search campaign, a social campaign, you have to make sure that's the rule. video helps you pump up the jam. And earlier we talked about marketers but T Swizzle (Taylor Swift) knows more about attention hacking than chief marketing officers. We're going to spend a little bit of time talking about T Swizzle today, but first I want to show you I want to show you what music was like 30 years ago. And I want you to watch that clock right up there. All right. As a former radio guy, I would have to say you're listening to us radio five, k FYI. And now Madonna, crazy for you from the Motion Picture from 1985 buy a little time, I'm gonna go. And now the Material Girl, here she is. Who's got time for that? Right? Watch. Here's what t swizzle knows that most marketers don't Get right to the point. Now I'm not the one that discovered this. I was I'm a nerd for this attention topic. And I was reading a blog consistently from someone. And I said, Oh, I wonder where this guy lives, right. I travel a lot. And sure enough, he's at Ohio State University, and the next week I was going to be there. And so I hit him up and I'm like a fanboy. I showed up. He discovered that in 1985 on average, the top songs took 23 seconds for the music to start by 2015 five seconds. The marketing lesson is just quickly get to the point, right? Who uses their music on like Pandora or Apple radio or Spotify. Okay, now what do you do when you go through the music? How quickly do you change to the next song? So fast Okay, I go I run maybe four days a week and on my run my headphones have the cable right here to change the to the next song. And I'm literally running like this. Right? Here's the next rock star rule that I want you to think about. Remember, only 18% want to talk to a salesperson before they're ready to make a buying decision. Only 18% the salesperson in a traditional context has always been this like this teacher. People don't want to talk to teachers anymore. Here's your rock star rule. 82% of buyers, they don't want to talk to a salesperson until they're ready to make a buying decision, which means you need to reposition your business, your website, the role of your salespeople. I'm not saying anybody should leave here and start talking about having the salespeople fired. But what I am talking about is people want to go online. They want to do their own research, and what they're really doing what all of you are really doing when you go on to a business's website, is the first thing you're saying is, are they going to position the site the way I want to learn and there's a rock star rule here. You have to go their way if you want to get great results today, I'll show you some case studies when you start going their way. Great things happen. And so what is their way Well at the core at the base, their way, in my mind is taught best by John Mayer. And he explains the way. Right? You want to create journeys down the page for people to learn. In fact, when you think about this, you've got to put content that they prefer to learn from. We'll spend more time on that. And when Dan tire was in my office, he said, but you are the original schmucker. Right, we're here because at the time it was breakthrough, the right no one had ever heard of using video in the sales process. Right? Right. You're expected to have all that information available to them so they can make a smart decision. Now there are some people in your offices and in mine that don't think the attention economy is a real thing. They think business as usual, Todd, we've always done it that way. And if you have People in your office that think that way. There is a rock star rule for that. It's all around us. It's the way we're ingesting information today. Those are the rules for the economy.

Scott Rivers :

Thank you for listening to another Talent + Talks podcast. Today's guest was Todd Hartley. I hope that you learned a lot from him. Todd is, as I mentioned earlier, just a wealth of knowledge and information as it relates to video sales and video Marketing. Please do me a favor, reach out to him on LinkedIn connect with him. Tell him that you heard him on the Talent + Talks podcast with Scott Rivers, and let him know how much you appreciate him joining us. Also, you can find him on his website, which is wirebuzz.com, where you can see more information about the services that they offer, as well as some of the programs that he mentioned today. And finally, if you haven't done it, go ahead and check out his podcast, which is Video Marketing Mastery, and the one that I think you ought to check out is Episode 245. That's right 245 this guy is going to hit 250 I think he's there next week or the following. But 250 podcast episodes, all of them packed with tremendous information and knowledge that will help you both from a marketing standpoint and a sales standpoint as it relates to getting your brand out in the market today. So again, go listen to this one with Brynne Tillman, extremely sharp and really great information as it relates to using LinkedIn Sales Navigator. I'm Scott Rivers, your host to the Talent + Talks podcast. I look forward to seeing you next time. Please continue to like and subscribe, this podcast on wherever you're listening to it or if you're on YouTube, feel free to go back to YouTube and LIKE and SUBSCRIBE but there. Again, today's guest was Todd Hartley and we have many more awesome people to talk to. We'll see you next time on the Talent + Talks podcast.