MIND: How To Better Communicate In A Modern World with Garrett Leake Artwork

The Trey Angle

Trey Martinez, Houstonian Entrepreneur, brings you the best insights, frameworks and ideas to implement into your daily life to step into that best self you imagine! Bringing you incredible visionaries with one outcome, to EMPOWER! Join the community & enjoy some Good Conversations with Good People, #Word, and Modern Health by The Trey Angle! About Trey Martinez...he specializes in helping entrepreneurs create duplicatable systems to scale their business. If you want to create a successful online business, build a system to create time freedom, and make big profits then he can definitely help you.

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The Trey Angle

MIND: How To Better Communicate In A Modern World with Garrett Leake

February 19, 2021 • Trey Martinez • Season 1 • Episode 18

Welcome to Episode 18 of the Trey Angle.

In this episode, Garrett Leake and I discuss the changing environment of modern business and how to better communicate and set yourself up to succeed in 2021.

So if you want to an actionable step towards your best self, overcome your mental blocks, and learn from someone who's in the trenches himself and pushed through his own pit!

JOIN OUR "EVERLASTING CHANGE" COMMUNITY HERE: https://treymartinez.com/discord

In this episode, you'll discover:

Episode Title: "How To Better Communicate In A Modern World"

Growing Into Sales & Marketing
Communication-Based On Value
Social Media Prospecting
The Winner Self Talk
AppDynamics
IQ vs. EQ
& MORE!

About Garrett:
Garrett Leake is a driven Account Executive helping companies in an application-driven era. Providing a code-level monitoring solution to provide end-to-end visibility and correlation between application performance and business outcomes. His goal is to help bridge the gap between IT and business and see his clients succeed in their goals.

More Information
Learn more about how you can improve your results by breaking through with Garrett's solutions by messaging him on LinkedIn.com/in/garrett-leake-3bb508107 - "Click Here"

How To Better Communicate In A Modern World Links & Mentions From This Episode:
Connect with Garrett
LinkedIn - @garrett-leakevin
Instagram - @garrettleake

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Thanks so much for being with us this week. Have some feedback you'd like to share? Please leave a note in the comments section below!

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Thanks for listening!

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Yeah, there we go. I see it. All right. You ready, man Let's do it. Let's do it. So like, Hey everybody, what's going on. Trey Martinez here. And I am stoked about this. We're back on the podcast, train that's number one 2021. I think that your shirt is perfect for the way I'm feeling. It's time to give back to everybody with memorization. That's right. so for those of you don't know, this is Garrett leak and, we've been buddies since college and we reconnected recently and it was so exciting. We didn't actually didn't have enough time to talk, because we were catching up on so many different things and, we started to realize our worlds kind of collide or they, they, crossover with marketing and sales. Of course that's any business. so first off, thanks for jumping on, Of course I'm excited to be here. As Trey said that you were one of the first people, I think I've met down in the dorms at Texas state, you and Colt man, like good friends right off the bat. So it's, it was great to reconnect the other day. I actually saw you in Colt, the album, the social media out hiking the other day. And I was like full circle, man. Full circle. Yeah, exactly. It's funny. I was at right before this, I was on the phone with him. So he'll be, he'll be a little jealous. So we'll throw this in his face a bit this next time. Yeah, exactly. He's like, it's time. It's time for a podcast, all that. So anyway, for those who don't know, Garrett's working with a suite, it's not start-up at all. I mean, they're gone, these guys are crushing it. It's just, you got the opportunity to be in it at a very like kind of early age. I'd say the company called app dynamics. You guys were just purchased by Cisco recently, right. About three years ago. So I joined just post acquisition. So I got to see a little bit of the startup side as it was transitioning into the, the monster house that is Cisco, which I'm sure they would love that we're having this on a zoom being the owners of WebEx. But you know, I'll, I'll let it slide this time. Right. It's true. I'll have to find that for next time. but, but yeah, for those who don't know, you know, Garret's based out in Dallas and, again, we met in San Marcos and I want to talk about marketing and sales because whenever you and I were catching up, I started seeing how you, and I think so much like in leveraging technology and having to do a lot of the heavy lifting. It's not that we're afraid of doing work. We just liked working a little bit smarter. so I guess before we get to the nitty gritty of marketing and sales, I guess tell people where you were, whenever we met and how you are, where you are now. Yeah. So I mean, you're a hundred percent right The technology aspect. And we'll get into that here in a second, but it's, it's about being able to scale you. You gotta do business at scale, and this is the ability to leverage that, to automate processes that can make it easier on that front. But going back to toy, Matt, just an eager died way too much energy college kid knew I wanted to be in sales of some. I knew I wanted to be working with larger corporations, being able to help them solve problems, the type of problems I had no idea. I just knew I wanted to be selling something. So Texas state, fortunately, we had a sales program there, but it also to be in the sales program, you had to be in the marketing program, sales and marketing, they're forever going to overlap. It's, it's one of those things and it depends on how you talk to on which one they think drives business more it's sales. But besides that, that point, I mean, it's, it's great to be able to utilize both of them with persona based marketing that is soft sells, being able to create conversations, get your product information out there. after, after I graduated from Texas state started working at ADP great organization for learning how to hit the ground running in sales. You're knocking on doors, you're picking up the phone, calling people and you're, you're starting conversations and trying to help them out. I did that for about two years, then got brought over to app dynamics and it's, it's been an awesome learning process, learning the SAS markets, enterprise software, working with big companies to solve big problems. And it's, it's been awesome and it's been an awesome ride and I can't wait to, to see where it keeps going. Yeah, absolutely. I mean, bug guy eager and a ton of energy. That's a fact you've had a ton of it, but what's so cool. I actually did not know that you went through the program nor did I know that, you know, it takes to save, had a really good sales program. So that's cool. Yeah. It's a fantastic program. I've had a few friends that have gone through it as well. They're all doing well now. And that's, that's what you love to see is teaching some of the, the art of sales because you have your art and you have your science. The science is the process is behind to get business closed, get people involved in those gauges, in the arts. You can teach some of the art, but some people just have the art it's being to articulate, have those conversations, keep people engaged. And that's actually, that was a point that one of my mentors brought up to me the other day, which is talking through some things and, you know, in these, in these roles and just life in general, we're always trying to get better. Having that growth mentality, keep pushing forward, even like hardships come. But through those conversations, it was breaking down things that I personally need to get better at and kind of looking at it, the difference between the art and the science and figuring out where can we get better. So I thought that was a great point. And I think if you break that down, cause there's, there's an art and then there's a science behind marketing to that. And they all overlap. I mean, sales and marketing, like I said earlier, they intertwined forever, but it's not something that just happens from a sales organization, an entrepreneur going to sell something, someone trying to market something you're in marketing and sales and every aspect of your life every day, you're selling yourself to people you're selling your ideals. You're marketing yourself as well. Like what do people perceive you as that that's your brand Yup. Yeah, but it makes me think of a quote that I picked up. I think this past year it was just worded so well because as you, as you, and I think everybody knows marketing and sales. Yeah. That goes hand in hand, but marketing sets up the sale agreed. And it can set it up even better. You can, you can go in with some hard sales, but if you got a great marketing on top of it, it makes it a lot easier. Right. What the client should expect when they get engaged in that conversation, it sets the mood sets the tone. Right Right. There you go. Because if you reach out to someone, we have computers in our pockets. Now they're going to look you up. They're going to look at this processes. And what they see is that that's their first impression, unless you're able to catch them out of the blue on a cold call and they have no ideal about your product or service. That's probably going to drive the first impression. Yeah. And this actually, I've never heard anybody talk about the art and science of marketing, you know, having it like that. And you know, when I think of the art and science, I can think of a lot of other things, you know, I even think of boxing. you know, there's the science of it, but then there's the art of it too. But something that I've even talked about since we jumped on the phone, catching up was now that I think about it, your art, the way that you told me, how you broke down, one of these prospects that you're working towards, you use art by hockey. You want to touch, touch on that. Yeah. Going into prospecting. And you, you try to figure out a way to personally connect with someone. I mean, no matter what your product or service you're selling, there's going to be competitors out there saying the exact same thing. Whether what you do is the same thing. This is where you get lost in marketing. And this is some of the downfalls of marketing because you might have someone who to your client's superiors is a competitor, but truthfully, when you break it down, they don't do what you do. They pitch the same message you do, but capabilities or actual functionality, it might not be there. So there's there, there's the change in that. But it's understanding things that are important to them. And I think even a better story than the hockey. One was one that, I was looking at a prospect and unfortunately we didn't end up doing business together. It wasn't a right fit. But getting the conversation is it's one of the hardest part about sales. And with that notice that the guy really, he enjoyed hiking. He worked with boy scout troops with his son. He was in the boy Scouts when he was younger. So he really enjoyed those things. So that's something that I love myself. I love getting out in nature. I love going hiking, doing all these things and, you know, send them a few emails, call them a few times. Never got anything back from him figured, Hey, let's get creative with this. I went and bought a medical kit from REI. That's like a picture from my last hike wrote on the back of it. Hey, this is a picture from my last hike, figuring that you like hiking as well. I think that this medical kit could come in handy for you. And with that, send it over to him and he's like, yeah, I'd love to have a conversation. Wow. That's, that's awesome. I've heard about that story. I'm thinking of, of just creative ways to, again, start a conversation and build trust. I mean, at the end of the day, that's really what we're doing here. And it doesn't matter if we're talking about dating. If we're talking about sales and marketing, it's the same thing. You want to build a comfortable environment for you to have the actual conversation, to get to the decision that you want. Right. Humanize yourself. There you go. There you go. It's relate-ability I mean, I'm starting to realize, and I think we talked about it too in marketing. and it, it can go further than that, but it's a lot better to know exactly who you're going for rather than just having a gunshot approach to everything. Cause like you said, if you knew your end user, which is this guys, you know, maybe they've got this position on a roll, but like you knew even deeper, Hey, this guy likes hockey or he likes outdoors. I know how to relate to that. Cause that's who I am too. I can talk that language. Right. and then using that to have the conversation, become that human and use that aspect to do business. Right, Right. And in our, in our space. Oh, sorry. Go ahead. No, you're good. You're good. Yeah. I was going to say, and you, you talked earlier about the utilizing technology to be able to help along these paths that we're taking here. And that's one of the things like having these personal connections to people that takes time, time is our most valuable asset that we have. You can't spend all your time just doing stuff like this because you know that meeting, we got a meeting, it didn't turn into anything. It's still a positive cause I can cross that organization off. They're not going to be a good fit for us, move on. But you also have to be able to scale that. So you need to understand who is our decision-maker and the economic buyer in these processes. Who's going to be able to actually fund the project or make the decision on I'm going across the end of the day. So with, with scalability and utilizing technology, you can automate some of these outreaches, maybe to people who, you know, are dealing with the issue, but they might not be the person who can go and fix the issue. But those conversations are still just as important because you can understand what's important to them as a person. And you're not having to spend all the time doing the personal connection. The personal connection is you have an issue and I can help you out. Let's figure out how I can make your life better and use that information to help work with the decision-makers in the process to help make their org a happier organization and more efficient at the end of the day. Which I mean, that's a huge pause word. We can help you be more efficient. I mean, that's what everyone's selling nowadays, but you know, sometimes it's true and sometimes it's a, it's a pipe dream and it might not be the right fit for, for us as the seller or them as the organization. And that's, that's when you just have to operate based off Goodwill. And like, my goal here is to help you. No, I like that. It makes me immediately think of, would I rather be approached by somebody to solve my problem right off the bat or to build rapport to me then potentially sell me something that doesn't even work for me. You know what I mean Of course there's, you know, I think people like both, because again, there's the human aspect, but at the end of the day, can you solve my problem Right Yeah. No one likes being sold to right. And likes being sold. I know like I was in Nebraska furniture Mart the other day looking at some stuff and I was just like, I was annoyed when people came up to, to talk to me, to sell me, I get it. It's your job. You work on commission. We're in sales too. We, I a hundred percent understand, but I want to do my due diligence. I want to do my process. I want to come into my own decisions before I'm sold to at that point. Yeah. I know your stuff. Know how to close me and all those things. So if you can help work with the prospect that you're working with and look at it from a psychological standpoint, like you might know that every organization or every person in their position has a similar problem. But if you tell them that they have that problem, they're not going to be happy. Cause it's like, why are you telling me I have problems Ooh. But when you sit there and have a conversation with them, then let them come to the realization on their own from a psychological standpoint as a human you're like, yeah, that makes, that makes more sense. So it's, it's truly trying to, work with them utilizing, which actually I'll get into that in a second. That's another point, but to work with them, to ultimately help them out from a humanistic standpoint, which I don't know if humanistics that word, but regardless We get it. no, but that's, that's true. I learned something and that reminds me, I was in retail. So I worked at Nordstrom whenever I left Texas state came back to Houston, I went to Nordstrom. I wanted to be around vs. Successful people. And I knew, okay, if I'm in the gallery yet here in Houston and I work at Nordstrom and if I can get into that men's designer section, I'm going to be around some pretty influential people. And that was true. But I did notice that there was many times when I ever, you know, someone comes in, I'm like, I don't want to feel like I'm selling you. I just want to see, you know, first off I'm greeting you. And then I want to just see if I can point you in the right direction, besides that you do your deal. You know, because I, if you put yourself in the other person's shoe, just like you said, a lot of people were like, dude, I'm good. I'm good. I'm fine. Leave me alone. You know what I mean but it, it's trying to find out the other person's perspective on how can this person help me right now Maybe. Yeah. Just leave me alone. You nailed it on the head. And that's, that's what I was about to get into. And I said, let's hold off on this a second. Cause you have, you have IQ, obviously how intelligent someone is based on this. But I think even more important than IQ and you've read outliers by Malcolm Gladwell. It goes into this. Once you get to a certain point of IQ, there's no definition of success. Like there, you're not going to be more successful just because you have more IQ points. I think it's past like 15 IQ or something like that. It's based on the time you put in to become an expert at something as well as the way to work with people from an emotional standpoint, it's called it's called ETQ. How can I understand what this person, how they want to interact If they want me telling them a lot of information to be able. Cause they're very analytical. That's what you have to do. You have to be able to adapt to how that person wants. And I think that is almost more important than IQ, because if you're able to find things, you, you have intelligence. People are intelligent in different ways, but being able to read people and how they want, that's super important. Like in that Nordstrom example, sometimes someone just wants to be left alone. And if you leave them alone until they kind of give you that look or something, yup. They're going to be more willing to buy from you. If someone's sitting there, ask them over and over again, they might be pissed and they might want it, but they might leave and come back and someone else gets it because they didn't like how you interacted with them. Yeah, absolutely. I mean, it also drives Which one more point before you get into this, because I think this goes with it as well with, with the interactions as well. It's it's that thin line between you don't want to become cause you're you, you're in sales, you're selling you're commission-based you're trying to get this done. You don't want to be a customer service rep there, right Because you can, you can read on that, but it's that thin line. Okay. When do I push for the close When do I do this And when do I set that expectation Because expectations are extremely important and Nordstrom, they understand you're a sales support person. So that expectation is already set. But if you're out trying to sell something on your own, they might not realize that this is your actual role and what you're for. So setting those expectations up front is very, Hmm. That's good, dude. And it's funny cause I actually just posted on that this past week because I had a great conversation with one of my best friends, Brandon, and he said this and it stuck with me and I feel like it's going to stick with me for awhile because it's true. Our world and reality is based off of expectations. A lot of the times when we're disappointed, it's because we put the wrong expectations on somebody a hundred percent. And if you put the right expectation on somebody, it can lead to a lot of fruit. Oh yeah. One of the hardest things to put expectations on is yourself and sales. It is, it's not easy. It's not easy. You might, you might love just for easy numbers. You make a hundred cold calls. You might get 10 people who answer for who tell you never call me again. You get one meeting. Like if you look at that from a perspective of, Oh, I only got one out of a hundred, you're probably not going to be very happy. If you look at it from the perspective I got a meeting set that can ultimately I can help them out and I can also grow my business. You're going to be a lot happier. Yep. Yep. I was actually looking at a video from a guy named Frazier Brooks. He's big on social. and one of the things that he was saying, it was kind of breaking it down into numbers. And then he says, okay, if the, if the average sale for a customer is X amount of dollars and you know that you need to hit these numbers. Yeah. Like you said, you can get overwhelmed and be like, Oh my gosh, I gotta, I gotta reach out to how many people, Oh, no way. That's going to take me X eight hours to reach out to, you know, 500 people or whatever, you know, through social or whatever channel it is. But if you know that you're going to make X amount of dollars and you break it down just with math, you're going Oh, okay. For every outbound reach, I'm that much closer to my goal and actually helping somebody it's all Right. That's the science of sales right there. Man. Being able to break down the individual tasks that lead to success. Yeah. Because now you don't see it as just, I got to go through the motions more as, okay. I'm that much closer. And if you also have a good mindset on it, you're going to make better phone calls, which you're probably going to increase your numbers and just overall have better success. Right Oh, a hundred percent when I'm calling people. I normally walk around my room because you're much more casual. Yeah. It's when you're sitting there on this, like you're going to be rigid trying to be, I don't want to mess up when you're walking around. It's just like, you're talking like you and me right now. We're just having a conversation. Yeah, no, that's a good point. So I got asked you, you were in an environment where you're able to be at an office, you know, just like everybody else before all this happened. How have you transitioned to this kind of COVID environment for your business You know Yeah. I, I think some of the, the positives were even being an office. It was still a virtual role. So I sold to my territory from virtual and being a part of Cisco. We have access to some of the, the best virtualization equipment for collaboration and things like that out there. Like we have a WebEx teams it's very similar to, I'm sure you've heard of Slack a way that you can just communicate back and forth. It's also integrated with WebEx so we can jump on calls. I actually have a WebEx monitor sitting behind here. So it's been, it's been great. As far as the flow of doing business, it hasn't changed that much. I mean, the tough part has been not being able to interact with your peers all the time. I mean, being around people, keeping that positivity, beating off each other's energy it's that that's much harder digitally. So, I mean, I think even having just conversations over the phone with some of your buddies, whether they work with you or not, or just like-minded people and being able to bounce those off, and then also the importance of having mentors. I mean, yeah. Having someone who you can go to and be like, I'm having a bad day, this is not exactly like, I, I'm not happy in where I am currently. I need some advice. How, how do I get this mindset myself back on track Which I know I even got a little off topic. Did I answer your question there Absolutely. I mean, it's, it's building community and that's something that's kind of coming to my mind, over these past several months is how I build community. How can I build community online Because if I'm not able to meet with people and then I, you know, just like you have the fortunate of having friends all over. So can I always meet with them regardless No, unless I fly to that city. but now it's like, how can I, I feel like we're all more in that mindset of how can we create and have maybe not create, but how can we have community and stuff like that is, it's so crucial because at the end of the day, we're at our, a heard community. We're used to being a tribe. We're used to being with people. so that's cool. I like that. I'm going to have to start using some of that too. But one thing I really want to dive into, personally is number one, again, most of y'all, if you, if you don't know Garrett, then this is, you know, this is different, but I have seen a huge transition in Uman from obviously whenever we're in the dorm rooms is that we're just having, we're having some fun, good time, but yeah, absolutely. But until now it's like, you stepped into a power in yourself. What was the pit I like to call it the pit. What's the pit that you had to go through to know, Hey, this is who I am. This is my worth. Yeah, man. I, I think that it's, it's a process in the grind. I mean, it's, it's getting out and doing things and failing at them being humbled. I mean the more like in sales, you fail every day. I mean, in most things in life, you might fail at something every day. And I think a lot of in today's society, people are scared to go out and fail. They, especially like people are treated as they're younger. Like, Oh, you didn't fail. You got, here's a trophy for last place. That, that sets a bad, it's a bad mentality because it's at the end of the day, it's not all about, Hey, you got to win, but you have to learn how to lose, to be able to win. Which I know there's some people out there who probably would disagree with that as like, we want to win at all costs and you know, a hundred percent, that's the goal. We want to be successful. We do want to win, but you're not always going to be a winner. I mean, even look at the Michael Jordan example, he didn't make, what was it The G was it junior high or freshman basketball I think both. Yeah. He didn't make them. And he's arguably the greatest player to ever play the game now. And the way you do that is you, you humble yourself. I mean, going through those processes, I mean, in college I was, I, my, my parents, they were, I was very fortunate. They, I grew up in a place where I put in a lot of time for sports. didn't have to work in high school. They helped me through college. So, you know, there, there's just a sense of, okay, I privileged and a lot of that to be able to have that and then getting out in the working force, no one gives a shit. So like, you gotta go, you gotta go grind and earn your, earn your way there. And I'd say honestly, like I'm S I'm still doing it. I mean, I have aspirations to get further along than I am now. And you know, it's that, it's that never satisfied. And you know, it's, it's okay to be, to be upset off sad sometimes about some things when you are feeling down. But I mean to, to not, this is quoted a lot, but Rocky Balboa it's about how hard you can get hit and keep going. Yeah, There you go, man. And it's true. And something that I'm reminded of with you is you can look back at your story and find gratitude in it. It's like, if you don't ever look back then yeah. You can be looking at your situation and thinking I'm not where I want to be. And you know, you're just, you're pissed. You're, you're upset. You're, you're unhappy with where you are in life compared to knowing like, and that's the sense of power I feel from you is you're like, dude, I know where I'm going. I know who I am. And I know what I've been through to get to where I am. And I'm not where I want to be, but damn, am I working on it 692 00:24:30,130 --> 00:24:33,580 from, like I said, I was privileged to do a lot of this, but no matter what, it's having those end goals inside having little goals along the way and figuring out how, how to get to those or readjust and being honest with yourself. Yeah, there you go. There you go. Quit lying to yourself. Yeah. I mean, get real, just get real. And that's where the community can come into place. Having good people around you. I mean, of course that I was always stuck with me since I could remember is who you were around. So you become, you know, if you're around the grounds and squares, you're going to become a square. but if you're around some people who are after big things in life, you know, you're good. You're going to be doing that around people who are fit, you're going to probably become fit. You know what I mean so that's, that's something that I know you've taken to it and I've taken it to, as well, but I want to dive into again, kind of more of the systems and processes, w were we good on time Right We've got about eight minutes. Okay. So, so, yeah, I want to dive into this real quick is moving forward in 2021. What do you think, the landscape looks like for you Hold on. I want to reframe that with you, knowing what you know about sales and marketing and automation, what is, what is something that you think you can help somebody with to help their systems and processes Yeah, so, so with app dynamics, we, we monitor application processes and understand that user journey, the business can relate how well the code is performing to actual business outcomes. So, so through that, I mean COVID, and the pandemic has made everything more digitalized. Regardless if you are a mom and pop shop or a fortune 50 company, people expect the same thing as far as digital experience. There's if your app is on your phone, they expect Google, Uber, Facebook of interactions. And so being able, yeah, exactly expectations and people. Now, we strive for that instinct gratification. We want things to work perfectly. There's a stat. I think it's like 49% of like users. If, the digital experience is poor. They'll, they'll go find another supplier. And out of 51% of those same people surveyed, they will actually pay more for a more positive experience. So I think it's, it's working with people to help make their users enjoy interacting with them more. that's through the technical aspects. And I, I work with engineers on my end, too. They're they're way smarter than I am, and they're able to work those technical things, but being able to help drive that business conversation of like, this is what we're trying to do for your consumers, whether that is a online retailer, a brick and mortar store that, you know, they do some logistics out of there, but they're, they're all using these automated processes that we want to help them out with. Yeah, Absolutely. So, obviously if people want to learn more about what you're doing, what's the best way they can reach out to you Hit me up on LinkedIn. I'll always active on LinkedIn. It's a huge tool I use for prospecting as well to, to learn more about people that would be the best way to reach me, honestly. Sweet. Well, I'll put that in the, in the link, in the description And it drop it below. Yeah, exactly. so I guess to wrap this up, what would you say, if you can leave people with one little nugget that, you've, you've learned along your journey, besides giving is dope Because we know we all know it's dope. I mean, it's Dope. what would you give people I mean, dude, fail fast, stay hungry, be humble and just keep going. There we go. It's simple. A lot of the times, we know what we need to do. We really do it just, we don't want to do it and okay. A hundred percent. Yeah, of course. Yeah. We all are. and that's, it's, it's working through those things, but Hey, if you're willing to fail, that's a good start. So a hundred percent, any last words Get mentors too. Cause like, I think you mentioned this earlier. cause sometimes you need a reality check from someone who's not yourself when you get so inundated in the weeds, it's hard to, to come to the surface and get that reality check. So have some people that you trust who can call you out on this, out of the goal to make you better. And I think like networks, man, they're, they're huge. Yeah, Absolutely. Well, sweet man. I appreciate you being on with me and looking forward to all year, Dude, a hundred percent. Same to you, Trey. This was fantastic to catch up, man. I can't wait until we can go visit people and I can have you up here in Dallas man. Absolutely. I'm with you. Perfect. Perfect. I'll see you later. Bye.