Join us in this exciting episode of Standing Out as we sit down with special guest Josh Lyles. As the founder and CEO of Salesdash CRM, Josh brings a wealth of knowledge and an insightful perspective on how technology accelerates the sales cycle for freight brokers.
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
Join us in this exciting episode of Standing Out as we sit down with special guest Josh Lyles. As the founder and CEO of Salesdash CRM, Josh brings a wealth of knowledge and an insightful perspective on how technology accelerates the sales cycle for freight brokers.
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
What is this thing about freight memes? F3 meme meme that's a funny word. Meme what is a meme? I'm gonna look that up. What's a meme?
Speaker 2:All right.
Speaker 1:Here's how things go. What's up everybody? Welcome to Standing Out. I'm Trey Griggs, your host and the founder and chief encouragement officer of Beta Consulting Group. Do me a favor check us out online at betaconsultinggroupcom. See how we're helping speed up that sales cycle by creating customer testimonial videos. Have your customers sell on your behalf. Check it out. Click on the button there to schedule an appointment with yours truly. Tell us your story. Help you tell yours to the world. Also, find us on social media. I'm at Trey Griggs 24 as well as Beta Consulting Group. We're out there all over the place. I'd love for you to connect with us.
Speaker 1:A lot of good things happening right now in the world of FreightX over on the X platform, twitter platform. What are we calling it these days? Is it X yet? Is it Twitter still? What's going on with that? But make sure you check out FreightX over on there. We're having a good time with the crew over on that platform as well.
Speaker 1:Also, before we start the show, as always, got to give a shout out to our friends over at SFPI Logistics making it happen. Listen, if you're a Freight broker out there and you're just tired of having your MC or dealing with the back office, the admin, all that other stuff that you just don't enjoy. Make sure that you look into what SPI has to offer for you as well. Go to successspi3plcom. They've got the tech, the systems, the back office support to help you just stay in your sweet spot, which is probably hauling freight, slinging freight out there, meeting with customers and booking trucks and all that good stuff. Again, check them out at successspi3plcom. Again, thank you to our friends over at SFPI Logistics for sponsoring the show. Good folks up there in Vancouver, british Columbia, if you haven't been up there, make sure you make your way up there. It's a phenomenal place.
Speaker 1:All right Time to bring on our guests on today's show. So excited to have this guy on the show. I got to meet him, I think, for the first time in person, maybe at the Bitfrater Golf Tournament or a little before that. It's hard to remember, everything's kind of a blur right now, but he's doing some great things out there in the logistics space, building a new CRM called Sales-CRM. Please welcome the founder and CEO of Sales-CRM. I don't know if it's a dot serum or not. Anyways, sales-crm, give it up for our good friend Josh Lyles in the house. We got to let this. Just play a little bit, man. We got to let it play. What's up, man? Welcome?
Speaker 2:to Atlanta. Let's go.
Speaker 1:There it is. Are you from Atlanta? Is that why this is the song? Is this I am.
Speaker 2:I am Marietta Georgia.
Speaker 1:Marietta, I'm from Nashville.
Speaker 2:I've been here for five years. Somehow, some way.
Speaker 1:Nashville's a good spot. Dude, I'm a Midwest guy in. St Louis, only five hours from Nashville. We love that place. It's a blast there. Now it's home. You think you're staying. You're going to go back to Atlanta. What do you think?
Speaker 2:I think, even if I hop around again, I don't know where. I'm just keeping my options open. Are you nomadic?
Speaker 1:Do you like to move around, see new things, give new things?
Speaker 2:I loved moving here and just getting away from home. It's just because I kind of like the challenge of having to figure things out and explore new areas and stuff. I don't know, one day I want to be like Natalia and be at the beach who knows where else, maybe in the mountains.
Speaker 1:Our podcast director in case anybody's wondering who's down in Florida, that's right down there. I'm a nomadic guy. I like new cultures, new places, seeing new things. You may one day, my friend, you may want to invest in an RV and drive around and see the country. You'd probably love that. It's phenomenal.
Speaker 2:If it was for a year, I would be open to that.
Speaker 1:Yeah, oh, it's great. We took these seven-week trips six-week trips in the summer with our kids. There's no better view of America than from behind the windshield of an RV. In my opinion, you may have to jump in and check that out. All right, Listen before we get the show started. We appreciate you being on the show. First of all, are you a coffee drinker or a water drinker? Coffee drinker, which one do you want? We're going to send you one of these. Which one do you want?
Speaker 2:Coffee for sure, I'm big on the mushroom coffee. Are you on?
Speaker 1:that Really. No, I don't drink coffee. You tell me about this. This is something.
Speaker 2:Roy from Silo got me onto it a while back Mushroom coffee.
Speaker 1:Is that what I think it?
Speaker 2:is. You hear it initially and you think one of two things either it's super gross or it could be not the right kind of coffee that you need. No, I mean there's a couple of different kinds of mushrooms. Some of them help more with just nervous system focus and then some of them can help more with immunity. But to me it's just the right amount of energy. It's never jittery and it's an acquired taste that takes a little bit of time to get used to. That's interesting. That's normally what I'm drinking.
Speaker 1:So it's made from mushrooms and somehow they brew it together. I can't even conceptualize this.
Speaker 2:I've looked it up once. There's some crazy extraction process that is way over my head and I said you know what? I at least like it now and it gets the job done, so I've just left it at that Nice, that's cool.
Speaker 1:We'll send you coffee and we appreciate you being on the show. Thank you, that'll be great to have on your desk there by your side. Have a little mushroom coffee. I'm not a coffee. I've never had a cup of coffee, not one, ever, not once.
Speaker 2:No, that's so impressive, man, because you're one of the most active people that I know. I would think that you're operating on two to three cups of coffee a day.
Speaker 1:Never had a cup of coffee, because.
Speaker 2:I don't know how you do it. I mean just watching the intro video. I'm like he's on three cups right there.
Speaker 1:No, unfortunately, this is all natural, josh, I don't know what else to say, it's just the way to you know the quick story real quick is this my dad drank coffee when I was growing up and he would have instant coffee, the Folger's instant coffee, in the morning and every day. This is kind of gross, but listen, deal with it. Every day he'd go sit on the toilet for like 20 minutes and halfway through sitting on the toilet he would yell out Trey, bring me my coffee. And I'd go in the kitchen and make his instant coffee and I took it to him on the toilet. And I don't know if that experience just I'm like this is not good, I don't want anything to do with this.
Speaker 1:So I have never had coffee and I'm not a bitter tasting kind of a guy, I'm a sweet tooth guy. No coffee. So, yeah, oh, that's your alma friend. If you made it this far without it, just stick to the water. I'm saving a lot of money at Starbucks. I mean, my kids are wasting it for me, but I'm saving quite a bit at Starbucks because I just a hot chocolate drinker from time to time. All right, josh, this story's about you. This show is about you, not me. So let's talk about you, my friend, coming off on the heels of Technovations, where you were up on stage at the Shark Tank for sales dash serum. Let's back up a little bit. How did you get into the transportation industry?
Speaker 2:So I was actually working for Tesla and when I moved to, I moved from Atlanta to Nashville. When I was working for Tesla and my first two friends that I met here in Nashville I actually didn't really know anybody that actively lived here in Nashville, but the two first friends that I met were in the space and they were working for One Point Logistics who was owned by Keep Truckin at the time and we were just good friends, Like we would hang out all the time. We met through college buddies and so, yeah, we would just hang out. It was odd for me because they would always be out with their coworkers and I didn't hang out with my coworkers like that. They just all got along really well and you can obviously tell that tight knit culture and a lot of camaraderie.
Speaker 2:But once I let them know that I was going to be looking for another job and I didn't really care what city I was going to be in or what I was going to do. I just wanted to stay as a sales manager and sales leadership and I knew a good amount of their team. So they just told me that I should come interview. So I did and I checked it out. The culture was awesome I had to go outside a few times and just a lot of energy and they had a pretty good differentiator for themselves in the market. I mean, they were owned by an ELD company which was pretty unique and so just went for it. I didn't know anything about it going into it, but we're still in it now, or at least on the software side.
Speaker 1:You are definitely still in it. So it was the fraternity aspect that really kind of drew you in. Like these guys are hanging out together, having fun together and you're like this is kind of cool and it just was somewhat enticing. It sounds like a little bit, Is that right? Yeah?
Speaker 2:I mean, they were just they to me. I just saw them as just all good friends that they worked together. I didn't they didn't even talk about work or what they did. I had no idea you know why they may even, you know, been wanting to hang out all the time. But once you, once I got to learn more about logistics and what pre brokerage was from just going on the onsite and what they were trying to do on a daily basis, and when you just understand the opportunity and transportation just in general, it was definitely something that was enticing to go after.
Speaker 1:Nice. Well, let's back up just a little bit to Tesla. So you were at Tesla, what were you doing there?
Speaker 2:So I started off as a product specialist at a mall in Atlanta Linux mall. That stores no longer there, but I started off basically just capturing leads, so anybody that would walk in. Primary job was educate them on electric vehicle technology. Get their name, email, phone number if we could set them up for a test drive, and I became a sales advisor for them where I hosted most of the test drives, worked to close deals and then got into management Just kind of organic.
Speaker 1:Nice One fact I heard about you you've been on two calls with Elon Musk. Is this right?
Speaker 2:That's right, yes, I have Like with like you and Elon.
Speaker 1:Was it a group call? Please let us know what was this about.
Speaker 2:Small group regional calls. But I was definitely nervous going into the first one because there was word. It was never confirmed, I don't know. I heard that on one of the operational ones that somebody got fired because there was a small problem that he perceived as really small, that if they couldn't solve they weren't worth being in a leadership position. So we were all kind of nervous going into them because if you brought up something bad, but I had something that I actually thought was a problem that we could solve to help us sell, deliver more cars, so I did bring it to the table but it was just a small regional call. So there's probably 10, 11, 12 of us, but it was cool. I mean that's even more dangerous.
Speaker 1:There's less people there, all eyes on you, but you went for it. Did he respond to your question and your suggestion, or was it more of a group discussion at that point?
Speaker 2:He did. I actually was trying to predict this the whole time. What would he ask? As soon as I brought it up, which was I felt that he would just ask well, how would I solve it? And so I just had to have that ready to go. But it was just based. All I was trying to do was just open up more time for our sales people to sell more cars, and there was a way that I knew that we could change some resources internally with some different teams, that we had to open up some of that time for us to sell more cars. So that was really it, and he took action actually fairly fast. It was pretty cool.
Speaker 1:So you got to recommend what you would do differently and he's like, yeah, let's do it. He didn't say, yeah, let's do it.
Speaker 2:He just said okay. And then, well, yeah, 24 or 48 hours later they just made notes about some changes that they were going to make and they did relieve some of the time. So I mean, that's a really quick thing. That was an end of quarter push for us, so that lasts a day or two or however many days are left at the quarter, and then you just go back in the next quarter and you're probably doing something totally different.
Speaker 1:So yeah speed and change had to be kind of a crazy part of the culture there. Because they act pretty quickly, they fail fast. How has that helped you now that you're building technology, which we're going to get to? But how is that like? That moment must have been somewhat pivotal for you.
Speaker 2:It was because it's one of those things where I don't know, like going in different environments, like perfectionism just wasn't like. I think. I just got to a point where I knew it wasn't reality and you try more by action and you learn from doing so. I guess you know it's almost a fail forward sort of mentality, so it was good, but it was just. It was all through a lot of massive action.
Speaker 2:I think is what I took and you had, I think one of the other bigger things that I always say that I took from him and just kind of that culture was always problem solving right and it was all problem solving towards how can we sell, deliver more cars and how can you just be more efficient with your days. And that was that was really it. So took a lot of good time management practices, practices to work with the team, you know, when it came to some of the aggressive goals that we did have. But it was a lot of fun. I don't I don't regret any of those days. It was. It set me up for success, I think, going forward in my career.
Speaker 1:Yeah, that's awesome. And I've heard the saying that you know 90% or heck, you could probably even say 50%, but in the market is actually more valuable than 100%. Not in the market, you know. So it doesn't be perfect to launch and to try something and see what happens. And it is when you learn, you know, when you, when you figure out, oh that didn't work, okay, let's scrap that, oh, let's tweak it, let's change it. And now you're doing that with sales dash CRM. So you were, you were in for a brokerage. You ended up being with Silo for a while with a good friend, andy Shields, and Brian Roy and the crew over there, and then you broke off to start sales dash CRM. Talk about that transition. Did you leave to start sales dash CRM, was it? This is like the dream in your mind, or what? What brought you to this place where, like, I'm going to go for it?
Speaker 2:You know. So I had actually already started it. I just didn't have a good go to market strategy for sales dash in terms of who I was targeting, my am I positioning? Going back to a little bit of you and I, was a side hustle.
Speaker 1:You were side hustle in this at Silo.
Speaker 2:Correct Yep, love it, and so we were just building and developing it, but it really wasn't getting anywhere with it and eventually just got to the point where I wanted to really see if I could just make it a reality. And I needed to do that by being fully in it. And there was a couple of skills that I really wanted to go focus and try to get better at, especially when it came like marketing and advertising. So, yeah, I just went for it and, long story short, I mean it probably took four months after I left to get to the point where I made the decision just to niche down and focus solely in freight. That took about four months.
Speaker 2:I had two months of prospecting that was able to get some good costs or not, get good customers, good conversations and a few customers. And then I went to the TIA conference in Orlando, had a lot of really good conversations, built a lot of really good relationships there and then pretty much from that point on, I just said scrap any other industry, anything else that we're doing freight only. There's some opportunity for us to develop the product that's very freight specific. So that's where we've been and that pivot happened earlier this year and we're just, we're going after it hard now.
Speaker 1:So you started being a CRM basically for anybody, and then at some point you're like you know what we need to niche into freight and I think the most difficult aspect for any entrepreneur starting out especially a product entrepreneur like you are is product market fit. What was that journey like where you had to realize if we're going to be successful, we've got to go this direction, be niche focused, and then you're probably continuing to find fit as you go. What was that conversation like in your head to get there?
Speaker 2:Yeah, so I've always been a person that's very interested in just small business and entrepreneurs and solopreneurs and I think, compared to, like, the extremely large enterprises, always just been a bigger fan of those that are just scrapping at a smaller level, and so I really wanted to start with smaller businesses no-transcript Again, really, until you start doing the action right, getting people into the systems. There was just certain things that I had to realize, like why these systems may be a better fit for teams in particular. Right, you need somebody that's gonna hold salespeople accountable or operations people accountable within the system. Typically if you're a solopreneur or somebody that's just you know, maybe like a real estate agent on their own or, let's just say, even a freight agent on their own. Sometimes that self-accountability is not always there because you're just thinking I gotta do anything and everything that just comes my direction and being more Reactive rather than proactive, right. So those were some of the things that and again, until you get it out on the market and you sort of see what the feedback is and what the interest is, what the appetite is out there, you just don't know.
Speaker 2:And, yeah, I'd gotten to a tough spot where I was like I don't, I don't really know what to do here, but the big. I just had a it was actually a conversation with my brother. I was like you're right, you know what, next week I'm just gonna take massive action and I'm gonna hit the phones hard and I want to have conversations and I, from that point, I haven't really had like a doubt. It's just more so, just continue that going forward and that's really it. So for me, I mean, I cold call, I do every like. I'm a sales and marketing nerve, but I cold call, I cold email, I do all my content. I built my website, you know like basically everything besides our programming and developing. I do oversee the product management, what the vision is, but everything else. For me it's actually fun because I get to learn all these things and I think it'll also help with our growth and scale as we go forward.
Speaker 1:Yeah, and you know I got to say it's gonna help you tremendously the fact that you are a sales guy and a sales and marketing Person in terms of your business, because too many founders Maybe don't have those skills or afraid of that and they don't go after that. I try to maybe outsource it or delegate that too early on. I can only imagine the things that you have learned from these conversations that you either implemented or removed from your product that has helped make it better just from being there. I think that's one of the biggest things that founders miss out on when they don't focus on sales Are those conversations to make their product, their company, better at the beginning, which is when it's most critical.
Speaker 2:Yeah, so it definitely helps with the product in terms of what should you do or what should you not do and focus on. You made a really good point about this in our conversation, but you focus so much on your perspective right versus the customers and so often we don't we don't realize how simple the customer keeps it and what they describe, what we actually do, or how they use the system or how the system is effective for them, especially when it comes to software and I was just having a conversation with another founder about this but sass sales and software sales is still in the newer space for me to understand how people buy software. It is really interesting and that's what's been. Fun also going to these conferences is hearing some of the the people that are software consultants within the space kind of talk about as A company, which our accountability looks like, how the accountability actually looks like you know Actually being the customer but what you should be thinking about as a buyer. And then I just will listen to a bunch of other podcasts and people that are in the space that that discuss this.
Speaker 2:But Once you get a number of different customers, it definitely helps with your roadmap, but especially when it comes to just messaging and positioning, utilizing the language that your customers speak about Does make the most sense and your marketing hits home better.
Speaker 2:And I can speak to this from being somebody that's doing it, because that's the way that a lot of the times they're going to describe it. And it's funny because when I was in brokerage and overseeing sales teams, that's the way that I used to coach my sales teams was the exact way that your customer, that your shipper, is telling you about a problem. You need to be jotting that down, the exact way that they worded it. There's a lot of things in logistics that all mean the same thing, but sometimes it's just a different word, that it's described, but the way that they use it is the way that you need to be speaking with them and your calls and your emails, and so jotting that down and I do the same thing in my CRM when I'm on demos the way that they're describing it to me is the way that I'm writing that down, because that's also one of my use of marketing, but in my follow-ups to them as well.
Speaker 1:Yeah, that's so true. The way your customers say it is the way your prospects will hear it. I mean that to me as a universal principle of marketing that every company should be employing, and a lot of companies don't do that. It's like they're afraid to talk to their customers, which is weird, but I've seen that a lot where there's just like I don't know if we want to ask them these types of questions. But man, customers can be the biggest places for gold when it comes to marketing and getting better at that, which is, which is awesome. So you love sales, clearly. What is it about sales that you love that you're building a CRM for sales and marketing professionals?
Speaker 2:so I Got really interested in the CRM when I was at Tesla and I was put into a position when it's one of the more challenging times, because I got moved more into a leadership or a position where there was no leader or Store manager in our store, so I had to do all the management aspects of the store. But I also have a high sales goal ever that I had had at that time and and for me, I just felt that I had to get disciplined and organized and the CRM was one of the biggest spaces. But when I did that actually found that I had more time back in my day To be selling and being a lot more strapped, strategic and tactful, I would say, and what my approach was. But the thing I enjoy about sales most is just to me, it's that you're helping. So if you're actually Selling a product or if you're providing a service that is a value to people, it should be something where you should enjoy the outreach so you know that you can actually get somebody you know and help transform their situation into a better one. And so for me, at least in the CRM space, I know that people can be doing their outreach much more efficiently than spreadsheets or, for myself, using the complex CRM, that they can do it in a much more efficient, strategic way and afraid specific system of like what we have at sales dash, and so that's what doesn't make me hesitate to enjoy getting out and speaking out about it.
Speaker 2:Or, you know, let's just say making a cold call or doing a cold email, and I'm not doing as much of those right now because we've had a little bit more inbound recently, thankfully. But I still would do it because I feel confident that I'm helping somebody, not just selling them on something, because there's no value of just like a small transaction. Nothing happens out of it. We and we also have a pretty Flexible pricing plans where you could try it for a month, you could try for free for 14 days, but you try it quickly and then get out if you wanted to. And we don't lock people into super long-term contracts because we want to make Sure it's of actual value. But again, just kind of going back to, I just look at it as I'm helping people and If you believe in the product or service, then the taking those actions is going to be much easier and you just need to get out of your mind that you're just like selling, but you're helping.
Speaker 1:Yeah, what CRM does Tesla use? I'm curious, are they on Salesforce? They got their own. What do they use? They?
Speaker 2:used to use Salesforce, but then they I think they had built after I left, I think they scrapped it and then built an internal proprietary system, which probably made sense.
Speaker 1:Yeah, yeah. And Salesforce is man. It's huge. It's so complex people don't know to use it. It requires an engineer to really tailor it, customize it. Hub spot Started as a simple CRM and now they're getting a little bit more complex or getting bigger. Do you have any concerns about Loosing out on the simplicity of a CRM? The customers keep asking for more and more features, and what are your thoughts about software development around that? Keeping it simple.
Speaker 2:That's a good question. Actually it's kind of been in my head a little bit more with some of the I guess the asset have come up recently. The biggest thing for me is that if we build something out and we're going to add something, it just needs to be super simple to be able to do so. One of the challenges I actually made for myself in building the system is that most of the video tutorials need to be less than two minutes or like within two minutes. Because if it takes that long to explain how to actually do something in the system, that means the user friendliness and the user experience of it is just too complex, and so that's kind of been a more of an internal challenge. But I think that's always going to be there.
Speaker 2:But I also think it kind of depends on how big the development is. Is it a brand new product within the system or is it just something that's more of an actual feature enhancement? So we're going to really lean into that a lot. But if anything, for us it would probably be add on products going into later next year more. But we're always still going to continue to fine tune just some of the current ways that we do things to make it where it has less clicks are just easier to use. In general that's kind of the name of our game is to be as simple and user friendly as possible.
Speaker 1:Yeah, I love that. I mean, you got a white canvas. You can really do whatever you want. But whatever you do, keep it simple, because, man, it's the truly great among us that can take complex things and make them simple. I think we love and we appreciate that as human beings. So I hope you guys can keep that focus and do that. I'm sure you'll have no trouble with that. All right? So before we have a little fun today, what's the fastest way for somebody to learn more about sales dash?
Speaker 2:Go to our website, sales dash CRMcom. You can try it out for free for 14 days. You can schedule a demo. I will host the demo in the meeting. We'd love to talk with you, or you could just reach out to me on LinkedIn, josh Lyles on LinkedIn, feel free to shoot a connection request and just shoot a DM, and more than happy to talk.
Speaker 1:Sales dash CRMcom. Where'd the name come from? Real quick, where did that come from? We're going to play a game here in a minute, but I'm curious now.
Speaker 2:It's honestly just a mix of sales and dashboard. There's a lot of people that have taken it in a number of different ways, but it's really just a mix of sales and dashboard, just to keep it really simple and say like, hey, this is probably what it's supposed to be about.
Speaker 1:Yeah, and we're going to like a sales dash like where we're sprinting in sales. There's some clever aspects to it. It's good, it's good title.
Speaker 1:It's a good title, love it. Okay, we got to have a little fun, and we always like to have fun on the show. Josh, we're going to have a little fun today playing a game called what is that? Okay, josh, this is the car Lego edition of what is that? If you're not familiar with that? What we're going to do is we're going to put some stuff on the screen and you and I have to see if we can identify what it is.
Speaker 1:It's either going to be zoom in or blurred in some way, and you and our team, we're going to work on this together. Let me get some good music going. How about it? How about if we get a little bit of a little house of pain in the background here to give us a little energy here today? All right, so the first one, here we go, let's see what is. The first one is oh, we're doing a car, oh, car logo. It's not Carl Legos, carl Legos, suzuki, suzuki, nice work. Yeah, that's Suzuki. I like that. We got that one knocked it up. Yep, suzuki, let's go. I haven't seen a lot of Suzuki's lately.
Speaker 2:It's been a while for that one.
Speaker 1:Oh, okay, we got to get this next one here. The next one is Shoot. What is that? This is a car logo. This is a car logo. Yeah, this is car logo edition today this looks like a. This is a car Lego. What am I thinking?
Speaker 2:Bootleg Tampa Bay Lightning logo, that is.
Speaker 1:I know that's interesting. Is it supposed to be a Z?
Speaker 2:I can't think of any cars on the Z I I.
Speaker 1:Oh, that's a tough one.
Speaker 2:I don't know that one.
Speaker 1:I think we're going to pass on this one. What is it? Let's see what it is. That is Opel. Oh, I would not have gotten that. Yeah, that's a European brand All right. Okay, next one. Oh, that kind of looks like a Honda without the H in it A little bit yeah.
Speaker 2:I kind of like that pink Is that?
Speaker 1:is that Rolls Royce?
Speaker 2:This is what's I'm not the biggest car person in the world. That I don't. Hmm, I'm blanking.
Speaker 1:Well, we're not doing so great. What's this one here? What's going? What's what is that? Oh, fiat, oh, we knew that one. This is how this is going to go. That's Pontiac.
Speaker 2:Pontiac, that one right.
Speaker 1:Pontiac, that's kind of an old brand Pontiac, it's not around anymore, is it? Yeah, oh, here's another old one. You know this one. Yes, this is, I know it. I'm going to let you guess it. Come on, you got it. Oh, also, not around anymore.
Speaker 2:What's it start with? S? Oh my gosh, I know this. I don't know it. I'm blanking. I know that. I know the logo. I can see the cars. Well, it's a good thing.
Speaker 1:We're a team, we'll do it together.
Speaker 2:It's sad, it's sadder.
Speaker 1:Yeah, it's sadder, that's right.
Speaker 2:Yeah.
Speaker 1:Here you go, all right, next one, next one. Oh, this seems like a like, a like a Lamborghini Ferrari. It's one of those shield. You know, they got the nice shield cars.
Speaker 2:Which one do you want to go?
Speaker 1:for For Friar Lamborghini kind of thing in Lamborghini. That's. That's neither of them, is it? Oh, it's neither. What do you think it is? Which one? You said that confidently.
Speaker 2:Wow, I can't believe how bad I don't know my car logos. This is horrible. The Navy blue I don't think it's either of them.
Speaker 1:And the crown was like Bentley. Is it like? What do you think it is?
Speaker 2:No, gosh, I don't think it's either of those. It's tough when they remove, because I know there's probably the silver icon underneath, and then that's going to just dead give it away.
Speaker 1:Let's see what it is. All right, let's see what it is. Let's see what it is. We've gotten two or three so far. What is it? I don't know? Yeah, I wouldn't have got that. I wouldn't have got that, okay.
Speaker 2:It's tough to see the logos when they're not on the cars.
Speaker 1:Yeah, I know. So next one here. This one looks like a mix between England and like South Africa. What is that? Have you ever seen that it looks like. And the brewers If you mix the Milwaukee brewers, new England and South Africa, that's the logo you get right there. What kind of car is that?
Speaker 2:I have no idea.
Speaker 1:Okay, all right, we're learning a lot today. What's this logo here? It's the one Alfa Romeo.
Speaker 2:I was wondering if that was the Alfa Romeo. I actually thought about that, okay.
Speaker 1:Oh, you got to be confident. It's got to act like you're on the place. Man, just throw it out there If we don't have a guess. Okay, I know this one. You might not know this one. You might be too young for this. You know what this one is.
Speaker 2:I might be. No, I don't know what this one is. It's Mercury. Oh, it's Mercury, okay.
Speaker 1:Yeah, yeah, yeah, yeah, yeah, ford, look alike. Are they still around? No, they're also gone. I'm pretty sure they're gone.
Speaker 2:Yeah, yeah.
Speaker 1:All right, all right, last one. Last one that's Ferrari.
Speaker 2:That looks like.
Speaker 1:Ferrari yeah. That looks like Ferrari, yeah, okay.
Speaker 2:All right, listen, hey, we got, we got a car logo we got.
Speaker 1:A handful we got. What was that about? Five or six, we got. I mean some of those were cars that you and I are probably never going to own. So let's just be honest, I wouldn't even want on that. I'm a Honda, a cord guy or a truck, yeah.
Speaker 2:I'm not going to do one of those.
Speaker 1:Yeah, it's not going to happen. Okay, so we got a car logo. Yeah, you owe you Talk about that I do.
Speaker 2:Where did that come from? Oh, wow, I didn't know that this is going to get brought up. Yeah, I actually I just got a tattoo that helps me, like it's on my wrist now. Basically, tells me about that. So I came across this Eric Thomas video. You know who Eric Thomas is.
Speaker 1:I do know Eric Thomas.
Speaker 2:Yes, yeah, e T, he's great and he's got a video on YouTube and just type in you owe you and it's like seven minutes long and it is intense because, like you know, you know him he's just got all the energy he's yelling at you. He's gonna let you have it. So, anyway, I listened to this video, I came across it from my manager at Tesla and it just hit home with me big time and it really helped me switch my mindset when I was in sales, and it was as simple as this. It's you owe yourself an explanation for your results, and so it's so easy for people to blame other people, to blame their manager, to blame you know the amount of customers that are walking into the door, to blame the weather, all these kinds of situations. Right, it's so easy to just blame other people for your situation, and so for me, all my wins and losses, it was just it's on me, no matter what, and it was just a constant mindset switch of just whatever happened.
Speaker 2:What could I have done If somebody wasn't, if one of my team members wasn't performing, okay, well, what could I have done to help them out? Or if somebody ended up not going forward with the sale, like, what could I have done to provide more value, or gone over with them in a consultation or something. And I think that's what helped me get into management and leadership at a younger age, because I just always took that approach and it's just stuck with me ever since. So I'm not a fan of a victim mindset, I'm just a big fan of just extreme ownership and just you owe yourself an explanation for your results. So if you're winning, great, there's something you did. If you didn't, you need to be pointing the finger at yourself and he'll let you know about it in a much more animated in your face kind of way in the video and I've listened to it hundreds of times because there's always something that sticks out in it for me and it just it keeps me grounded.
Speaker 1:Yeah, that's a powerful perspective. Et brings him in. He doesn't hold back. He probably like Jaco for the same reason.
Speaker 2:Yeah, yeah.
Speaker 1:Crazy responsibility.
Speaker 2:Yeah, yeah, jaco's good. I mean, I'm definitely more about discipline and motivation. So I, you know, every now and then I'll listen to some of those guys, but I don't listen to them religiously by any means. It's just more so anytime. You know, needed a little kicker stuff. But Eric Thomas Jaco's good. But personally I love listening to Kobe Bryant and Michael Jordan, just on their mindset, because those guys had a different mindset than Tom Brady's of the world. Yeah, I love it.
Speaker 1:We have social media of those guys talking, especially Kobe Bryant. I feel like Kobe Bryant has come back to life with social media. There's so many twists about him, not only his highlights, but just the things that he said. I mean, it's like he just gave these talks, you know, yesterday and they're just being put up on social media for the first time. It kind of gives us all a little comfort, I think. But, man, I love the social media content with all these guys. You got to love that.
Speaker 2:Yeah, I big consumer of it and mindset to me is so much of a part of the game, and so that was something that I struggled with kind of back in college was just needing to have more mental toughness, and so who better than those that are at the absolute top when it comes to mental toughness to just be following and understanding? You know how they think about anything that they do.
Speaker 1:Yeah, and you're an NBA fan as well. Being in Atlanta, are you a Hawks fan?
Speaker 2:I am a Hawks fan. But truth be told and this is this would have to be an explanation I'm a huge Golden State Warriors fan and I have been a big Steph Curry fan since college. Yes, I've dressed as Steph Curry for Halloween three times. It's an easy costume, it's super comfortable. I've got a picture I posted on LinkedIn, but I've just always been a Steph fan ever since college.
Speaker 2:Before Steph was Steph, I never thought Steph would be a top 10 player of all time. I didn't even know if you'd be an All Star, but if you just watched him back in college, I was really big in college basketball before NBA. But the guy just had a jump shot that we had never seen before, just did some unbelievable things, and so I'd actually been to every game in Atlanta that he played from his rookie year until six years in, until I moved to Nashville. So I do have some cool stories, pictures, and I was there his rookie year and it was me and probably two or three other people that went to the pregame warm-ups. That was probably it. And then, five years later, there's thousands.
Speaker 1:Was he still doing that pregame warm-up where he backs all the way to the logo and he's just making shot shot. Shoot from the tunnel.
Speaker 2:Or is that all developed? It was all developed. It wasn't that creative from the start, but he still did some crazy stuff. I mean, you don't get to the point that he's at without having a unique warm-up exercise, whole setup.
Speaker 1:Yeah, I'm not a huge Steph Curry fan. I wouldn't say I'm a Golden State Warriors fan, necessarily. I don't really have an NBA team, but I'll watch Steph Curry because it's great. I'll watch greatness all day long. I don't care, and he's somebody who has changed the game Like he changed the way kids play game. That's incredible.
Speaker 2:People giving some stuff for it too, cause these kids are pulling up from half court and all this stuff. But I'm more of a fan of the game. So I mean, I I'm a big point guard fan. So Steph Damien Lillard, kyrie Irving, like you know, they're all rivals and whatnot, but I just love watching those guys play and just how they all approach the game and what their styles are. To me that's unique. So it's not even just one person. I just enjoy good basketball for the most part.
Speaker 1:I agree with that completely. I played college of ball. Love college of ball, love watching it. We just don't have NBA teams here in Missouri, unfortunately so you know, we're always watching from the distance.
Speaker 1:It's unfortunate, I know it's unfortunate, but what I do love, you know, people don't talk about they don't. They don't copy LeBron's moves, they copy Steph's moves, Like he's changed the game and that's. That's pretty powerful. Jordan changed the game. Magic Johnson probably changed the game a little bit. There's some other guys back in the day and Steph Curry, I mean it's, you know. I mean Kobe was like Michael Jordan 2.0. He was great, but he just did a lot of Jordan stuff, you know.
Speaker 2:Oh, I mean he was a mirror image of Jordan and there's, there's videos, and then literally doing the same, moves on the same spot.
Speaker 1:I know it's so good it's incredible it's.
Speaker 2:it's a little eerie to watch that because they I mean that, but that's, that's who Kobe studied, and so that's what happened. And yeah, we're seeing this with.
Speaker 1:Steph, yeah, he practiced all the moves. It was so good. Okay, so I have to last last question before I let you go. You get to go to one more NBA game for your life. Who are the two teams that are playing?
Speaker 2:Do I get to make any teams in history? Let's do or like right now yeah.
Speaker 1:Let's, let's do in history Any two teams in history. What game are you going to? Oh, it's easy.
Speaker 2:It's going to. It's going to be like the 96 bulls versus the the 2017, 2016 Warriors. For sure, that's exactly right. Everybody wants to see that, Everybody wants to see that.
Speaker 1:That's that would be. So. I mean, I just wish there's got to be an AI tool that can make this happen. There's got to be something out there. I wish I just see what this matchup might have been like. I'd watch it. I'd watch a virtual basketball game. If it was the 96 bulls and, like the 2016 gold state Warriors, I would watch that.
Speaker 2:I know I'm the newer generation. I think the Warriors would would definitely handle them personally.
Speaker 1:But because because I mean like Kevin which rules are we playing with?
Speaker 2:I know and look that's. That's interesting too. But man like I know Jordan's out there. But when you got staff and Kevin Durant and Clay Thompson and Drey Montgomery were much better at that time, I mean that was that was a crazy. I think, I think that was the best team we've ever seen.
Speaker 1:That was a crazy good team from top to bottom. I mean the shooters, I mean just unbelievable. So we may just have to never know. I don't know, we'll never know, I'll just see what happens with that. But listen, josh, it's great having you on the show. Thanks for coming on today and I'm excited for you, man. Same thing, we need to help you with sales dash and all that, man, because no one has the safe to reach out. Last question who have been the entrepreneurs, the industry, that helped you the most? Myself not included, I'm not throwing myself out there. Who are the ones that are, because I know there's a big part of the network. Who's really helped you out? Full shout out, oh gosh.
Speaker 2:I mean I can roll through it. I think a number of them. But Andy Shields from Silo has been been a help. Nate shoots over there at the Boothstrapers guide. I love his group that he's got. You know, there's a bunch of like random other entrepreneurs that I do follow, but a lot of the ones that I think that I talked to on it on like more of a weekly, monthly basis built a good relationship with Brad Perling over at Bitfrater. So you know a lot of other Fratik founders. I wish I had the names of them right now, but just Sorry, I put you on the spot, it's okay.
Speaker 1:But, man, it's a blessing to be in your network. Man and I get. I'm excited for you. So again, thanks for coming on the show. We appreciate it. We'll have to get you back on here again in a year when things have blown up for you.
Speaker 2:Sounds good. Thanks, troy, I have to catch you on the golf course soon too.
Speaker 1:I know, man, we got to get out there. We'll talk to you soon, see, josh.
Speaker 2:Thanks for having me.
Speaker 1:Cheers Everybody. Make sure you come back every Tuesday for another great episode like this one with Josh. We got a lot of them coming up here as we head into the holiday season and into season three, starting in January of 2024. Again, shout out to our friends over at SPI Logistics for their support. Until next time, stop standing. Still start standing out. We'll see you guys. Bye.