Day 2 of Rainmaker 2016 is about to wrap, and in case you missed it, we’ve been live blogging the keynotes, panels, and breakout sessions throughout the event. Yesterday, we had Kyle Porter and friends giving an overview of our history, what’s new, and what’s coming with SalesLoft. The rise of the Sales Development Cloud is officially here.
Gary Vaynerchuk (or, better known as, GaryVee) is a New York Times and Wall Street Journal Best-Selling author, investor, public speaker, and serial entrepreneur. Along with his brother AJ, GaryVee founded VaynerMedia, a social media-focused digital agency that focuses on social media strategy services to Fortune 500 companies.
And he’s here with us at Rainmaker 2016.
At an early age, Gary knew he wasn’t going to be a scholar. As an immigrant child with a rough upbringing, he knew his best shot at success was self-awareness. Some of his tips for being self-aware:
#1. Stop making excuses for why you don’t know how to do things. You didn’t grow up driving — but you figured it out, didn’t you? Technology is no different. It’s constantly changing, and you need to get with the times.
#2. Understand what’s about to happen. If you really understand what it means to build a business (with no money) then you understand the need to day trade attention.
What does day trading attention mean? Look at one behavior in people, and find a way to trade business for it.
One thing that I’ve learned about B2B is it’s easier than B2C because you fundamentally know the person you’re selling to. Attention is the only thing we sell against.
Intent matters. No matter how good tools set you up — if it’s automated, its AUTOMATED. You have to incorporate personalization for it to mean anything. It’s all about the supply and demand of attention.
Automation is the beginning of the end because it causes laziness.
Time is the newest human commodity that everyone cares most about. And what’s the biggest stealer of time? Salespeople. The majority of people today are fiercely protective of their time. And while the phone is still the number one way to sell, it’s on it’s way out.
The moment that you’re most vulnerable when the thing that makes you money hits it’s apex.
Innovation is similar to cancer. You don’t see it until it comes, and then it’s over. We are living through the single biggest culture structure since the printing press and the industrial revolution. And it’s going to ruin you if you don’t get on board. If you’re building tools for your sales engine, then that’s great. But to not build a brand on top of your sales engine is a mistake.
Brand is the only thing that transcends technology.
No matter what you do, you need to provide your target audience with value. Level up your thinking in sales and marketing. Old habits die hard. You can work and you can tweak, but what happens when big things happen? What happens when your tool becomes obsolete? This market is unforgiving. It’s changing and it’s changing fast.
There’s no ROI in brands. It’s not math, it’s art. You can’t touch it, it doesn’t work that way.
Social media is the slang term for the current state of the internet. 53% of people’ attention to technology is spent on social media. If you don’t understand that, then you deserve to be put out of business.
Final thoughts: How do you earn people’s time?
It’s all predicated on value exchange. Empathy is the most important way to measure the value exchange meter with your target audience. It’s about context, not content. Jab, Jab, Jab, Right Hook is all about bringing someone the value that they need without asking for anything in return.
That’s not even half of what GaryVee has to offer for your business. His book #ASKGARYVEE just came out — go read it, and learn more about how you can hustle your way to entrepreneurship success and self-awareness.
We hope you enjoyed our live blogging throughout the Rainmaker experience. Please comment below any of the blogs your thoughts on the keynotes, sessions, and events that happened throughout the event! Thank you so much for joining us for the rise of the Sales Development Cloud!
Join us in Atlanta from March 11-13, 2019 for Rainmaker 2019!