Dominate the Competition with a Compelling 3-to-5 Word Marketing Message with Greg Rosner

In part 5 of our Masterclass Series on "Building a Strategic Marketing Plan for Your Business," host Eric Dickmann interviews Greg Rosner. Greg is the Founder of PitchKitchen.com, a sales enablement agency based in New York whose mission focuses on fixing bad sales messages, virtual presentations, and company home pages that make themselves the hero of the story instead of their customer.

PitchKitchen has helped hundreds of SMB organizations upgrade their story which has allowed their salespeople to double their close rate. Greg has taught communication skills at The New School in New York City and has developed the 12 Conversations and is the host of #salestherapy show on Linkedin.

For additional resources on this episode and from our other episodes in this Masterclass Series, visit https://fiveechelon.com/masterclass

For more information about Eric Dickmann and The Five Echelon Group, visit https://fiveechelon.com/

For more information about Greg Rosner, visit https://www.linkedin.com/in/gregrosner or at PitchKitchen at https://www.pitchkitchen.com

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Transcript

Eric Dickmann: 0:00

Hey, Greg. Welcome. You liked that music? Huh?

Greg Rosner: 0:04

digging that.

Eric Dickmann: 0:05

Yeah, you got to have a little pump up music to get started here. Hey, welcome to the virtual CMO podcast in our masterclass series around building a strategic marketing plan. I'm really glad that you could join us today.

Greg Rosner: 0:17

Sure. Cool.

Eric Dickmann: 0:18

Yeah. So, uh, as we were talking just a little bit about in the, in the pre-call, uh, this is part five of our series. So we started out talking about what it means to build a strategic marketing plan. And then what is your target market and ideal customer profile really important to have those things identified. And then in part. Three, we talked a little bit about product market fit and competitive differentiation, and then moved on to really creating your brand story. What does your brand represent? What does it mean? And I'm really excited today that now we're going to be able to explode that out a little bit and talk about really dominating the competition with a compelling three to five word marketing message. And you are the guy that I sought out to talk about this, because I know that this is a focus of your company pitch kitchen. And I was wondering if you could just start out the conversation today. By giving folks a little bit of a background on what you do and what his pitch kitchen.

Greg Rosner: 1:11

Yeah. Sure. So I'm Greg. And I started pitch kitchen. About four years ago, having a really, a whole career in selling a commodity services, like language translation services to companies like Apple and Texas instruments and IBM. And language translation. That means website translation. And that means using all sorts of artificial intelligence and software. And so I was selling all that stuff. And, uh, I realized that the marketing, that the marketing material that I got from marketing. Uh, was really bad. The sales decks that we had to use the, uh, even the homepage. That we refer to our customers too. I was really embarrassed to send our customers to them. Because there was just so self-serving, there were so focused on how great we were and how perfect our offering is. And that what's inspired me to just build my own sales enablement. Uh, sales slides and that, uh, I use that for myself and for my team, my sales team, and, uh, we were having good success and I decided that it was a real opportunity to do that on the side, start a side hustle, helping other sales teams. Develop their sales messaging, and slides to have better conversations. So, uh, I quit my job and did that full time because, um, it was really lucrative. Uh, because it's really filling a big need, this gap between sales and marketing that, uh, I found, so pitch kitchen is focused on, uh, fixing bad sales, presentations, and boring homepages that sadly make themselves the hero of the story.

Eric Dickmann: 2:51

Hmm. I think that's great. You know, I worked at Oracle for 18 years and I'm very familiar with a lot of ugly sales presentation, sales decks, and it's not really anybody's fault. You know, people are trying to do the right thing. But there is this idea, like you said, if people being a little self serving, they want to talk so much about what their product or service does that they forget that it's really about engagement with your target buyer.

Greg Rosner: 3:17

Yeah. Yeah, it's engaging with your target buyer. It's also engaging with the ideas that your target buyer needs to understand, or the ideas that they understand, but they need you to shine more clarity around those ideas. And so those ideas, for example, HubSpot HubSpot came out in 2012 with this concept of what they called inbound marketing. And that's an idea that they had slides on. They had website content on, and it was an idea that they believed that that was the future of. Uh, of, of marketing. Uh, and they also appeal to customers who believed that in that marketing was the future as well, and something they should spend time on. So there was selling to people that we're talking about, an idea, they were promoting an idea that's gonna. That their ideal customers believe in already. And I think that's great marketing. That's a great marketing where you are not talking about yourself. You're not promoting your slogans or not about how awesome you are. But they're how awesome a particular idea is, and that idea or that, that path, or that. A method that our approach is the approach that leads to winning. And that's what I think, sadly, too many marketing teams, miss, they just focus like, Hey, I'm a marketer, I'm a CMO. Uh, I'm tired to do marketing. I'm going to market the hell out of this company. I'm just going to Mark it all day long and I'm going to shop for the mountain tops, how great our product does. But the reality is, and you know, this, I know this, we all know this. Nobody really cares about you or your product. People care about themselves and their businesses. And if you're coming to them, you know, with your fancy pants solution, talking about how great you are, uh, sadly that doesn't work anymore.

Eric Dickmann: 5:14

No, that's so true. And I think you also mentioned something earlier that I think is really important. You know, we talk a lot about this concept of a buyer's journey and really, you know, there is this handoff between marketing and sales. That sometime is not a very. Uh, kind of contiguous process, right? Marketing is putting out all this fancy, uh, uh, messaging to the marketplace and then sales comes in with a completely different approach to how they do it. And so there's a disconnect between what customers may be I've seen on the website. Do you deal with that a lot? When you talk to your clients?

Greg Rosner: 5:47

Yeah, and this is the principle that I rest on. So, uh, Seth Godin just said yesterday, That the purpose of marketing. Is. Is change. The purpose of marketing is, is to, is to promote. The change. Uh, And I think that's a great definition. Uh, but the purpose of sales then is to help facilitate that change. So there's a perfect alignment in marketing sales. If your marketing is like, let's go back to the HubSpot analogy. If marketing is. To promote this idea of inbound marketing is the new better way to go about your marketing. Then the purpose of the sales team at HubSpot is to help people adopt and facilitate that change to, to start doing inbound marketing instead of outbound. Um, so, uh, that, I think there's the alignment.

Eric Dickmann: 6:47

Yeah. I think that that makes a lot of sense. And it's so important because you know, that buyer's journey really is from before your customer to when you're in the buying process, to when you are a customer, you know, there are opportunities throughout that continuum and it's important that that messaging is consistent through there.

Greg Rosner: 7:06

About the buyer's journey, too many people talk about the damn buyer's journey as it. The end of the goal is that they're a customer. They buy a sign on the dotted line and press hard twice. So it goes through the carbon copies. Just kidding. That's a reference to that. So that's, to me, that's not the buyer's journey. The buyer's journey is their before state, before they met you. Uh, their current way of doing things that is, you know, maybe it's untenable, maybe it's okay. Maybe they're good to, to continue doing the things that they're doing today. Hopefully, if you're selling something to them, that's going to help them be better. Then the future, the journey that they're headed to is, is not to work with you, but to achieve that, that state, that future state, where they're, they're achieving their goal, where they're successful, where there have a better reputation or they're getting more customers or whatever their future state is. I think that that's the filter that I look at, what a buyer's journey. I think too many people think about buyer's journey to be, Oh, we put the finish line. Is when they are a customer and that's not the finish line because a year later they're going to move because so many SAS businesses today rely on, you know, their renewals and they're not going to get renewals. If they think their buyer's journey stops at the finish line of. Uh, sales.

Eric Dickmann: 8:28

I think that's a great way to look at it. That's a very, uh, people can look at it very transactionally, right? And it's not, it's really a journey gets what, what are you enabling that customer to do? Because they've purchased your products or service and how can you help them on that, that full journey. I'd love to sort of dig into some of these points a little bit more with you. So let's start with the first one, which is really around simplifying your sales message, whether that's something on your website or in your presentations. So what do you think are the elements sort of have a good, strong sales message?

Greg Rosner: 8:59

Yeah. Um, So. Uh, the sales message really needs to be. When I say singular sales message is the platform for. Uh, are you still there by the way?

Eric Dickmann: 9:14

Yeah, I'm still here.

Greg Rosner: 9:15

Yeah. The sales, when I say the sales message, what is not so much your elevator pitch, which is like a sentence. But what is the. The essential story that you're all about. And, uh, I'm writing a book now called the 12 essential conversations. Uh, in sales therapy. Uh, the 12 essential conversations that are needed to help a customer along that buyer's journey. Um, and, and again, with the goalpost being, not the sale, but the, where they are successful. And I think the fundamental sale. The, the attributes of a great sales message is number one. It, uh, it's not, self-serving, it's not a slogan that promotes are great. You are, it's a slogan that points to the future state that your customers want to be in. So for example, like. Uh, Donald Miller. Well, let's talk about Donald Miller's story brand at the moment. Uh, Donald Trump. So, uh, yesterday was inauguration day. Uh, yes, Donald Trump was president for four years. It's a fact, uh, it's another fact that his slogan that had five words make America great. Again. Uh, spoke to his people. It was started with a verb like Simon Sinek, start with why. Like, um, uh, Nike's just do it. And the three of those slogans speak to their tribe, speak to their people, speak to their constituents. About a future vision of themselves or a, like, what do you need to do so that you can be successful? And so I think those are really powerful things to have a three to five word hashtag or a story. That's not about you, but it's about the place that you are helping your people get to. And I say you're. Let me just stop there. Uh, I'm sorry if I'm rambling, but.

Eric Dickmann: 11:12

no, you're not rambling at all. I think that makes a lot of sense. It's very action-oriented but you know, I think we've talked about on this show before that there aren't really that many truly unique. Products in the marketplace, most things or an iteration of something that's already there. And so I think that there's a temptation for a lot of businesses to want to say more because they feel like they need to say more to differentiate their product from their competitors. How would you respond to that? Or just this notion that we've just got to say more because that's really where the differentiator comes in.

Greg Rosner: 11:50

Uh, when you used to say, you're saying that people need to say more. I'm sorry.

Eric Dickmann: 11:54

Yeah, when they are, whether it's their sales message or the verbiage on their website that they feel they need to explain in, in very robust terms, sort of why they're different, because it's, it might not be obvious as to why company A's all that different from company B.

Greg Rosner: 12:10

Right. Well, it's interesting. Well, so many things I'm thinking about. I had a poll on LinkedIn last week and the pole was, uh, what's your biggest competition right now. And there were three choices. One was your direct competition of companies selling similar products and services. To customers who are distracted doing other things and three. Uh, I have no competition. And believe it or not, nobody voted for one nobody. So it's like, I think it's an L it's too. Self-centric to think that you need to be spending time talking about how unique your thing is. I think the focus should be on. On on the problem that your customers are facing, talking about that problem. And the w and if you can describe your customer's problem. Better than they can even describe it themselves. They will automatically think that you have the absolute best solution for them because you know about that better than anybody. So that's a great differentiator between you and your competition, but to the degree, to which you've described that their problem. What do you think about that?

Eric Dickmann: 13:24

No. I think that makes so much sense because, you know, that's kind of marketing one Oh one, I think in that you want to focus things in terms of what is a pain point and how your solution sort of addresses that pain point. But the temptation is to go in and say, this, these are all the things that make our product better. I I'm always surprised, you know, if you watch a television ad, you know, they'll say, Hey, we've got this great new. product and it's got more of. Vitamin Q in it. Okay, well, so what. So, what does vitamin Q actually do for me? Um, but there's just this temptation and say, we've got more of this. We've got better this and well, do I need more of this? Do I need this to be better? What are you actually solving by adding these things to your product or service? And I think there's just this temptation to always say what's in it.

Greg Rosner: 14:14

It's. Yeah, it's a temptation, I think too. Also talk about happy talk. I see so much happy talk on websites, homepages. You know, be this, do that be awesome. You can do this with this. But this. The problem with that is there's no skin in the game. People like, look at that Like, you know what Matt who cares, but I know from selling multimillion dollar deals, Uh, that took nine months and like 14 people to get to make happen that you don't sell by talking about happy things about how great things can be and how perfect your solution is a seamless, integrated fit to blah, blah, blah, that nobody cares about. Uh, you only get to a sale, uh, when, when you really get your customers to realize that they too realize, and to acknowledge that if they did nothing. Between now and a year from now. That and you ask them the question. Would you be okay with that? If not it with these five things that we talked about that you're dealing with, would you be okay with that with not making a change? And if they say like, no, we will not be okay. Well, that basically is the starting point for a sales discussion. Um, and in that, when you're talking about what you're not okay with. That is the, the juice that gets people to make a purchase. It's not the juice isn't talking about the goals like, Oh, you know, lose weight. Feel great. You know, that doesn't motivate anybody, you know? Uh, Luke great in a suit. That may not help people lose weight. What does help people lose weight? You know? The, the cold reality of how they feel, how they physically feel, uh, and talking about how does that make you feel to, you know, Huff and puff? When you walk up a flight of stairs or to not be able to wear your best suit, what does that make you feel?

Eric Dickmann: 16:14

Or it's an emotional connection, right?

Greg Rosner: 16:16

What's that.

Eric Dickmann: 16:17

emotional connection.

Greg Rosner: 16:19

Yeah. How does it make you feel? Would that be okay if nothing happened, would you be good if in five years or two years went by and no change. And a lot of people would be like, yeah, I guess, you know what, I'd be okay with that. That they're, they're not a customer.

Eric Dickmann: 16:35

You know, um, I think one of the interesting things too, is we sort of talk about, you know, sort of designing your messaging. Is that not every business has long sales cycles. Not everybody has to have a PowerPoint deck that they present the customers for many businesses. The selling actually takes place on a web or through an ad. And one of the things that I thought was very interesting when I reviewed the, uh, the pitch kitchen website. Is that your website is loaded with proof points. You have, this is what a message looked like before. This is what a message looked like after over and over again, you very clearly sort of articulate the before and the after and anybody without even reading the text can see that there has been streamlined messaging put in place here. And then you also have testimonials and things like that. Why do you think proof points are so valuable to companies in terms of building out their messaging story?

Greg Rosner: 17:32

Well, that's one of the 12 conversations that need to happen. And I'm not going to go through all them quickly, but you need to have a before and after conversation. Because we talked about a buyer's journey. Well, the before is where they're pretty much at now. And why would they even take one step on your damn journey unless you were clear with them about what would be on the other, you know, when they crossed the river? Uh, and the river cost money and the river is dangerous and the rivers change. And there's so many people that invested time and money and dollars. To be where they are today. So there's so much at risk for a business to make a change, to start any change of journey. That, uh, unless you have that single conversation of one of the 12th. Uh, to talk about the outcomes and the results that they can expect. Um, Then that's an essential conversation of the 12th. You know, there's another conversation, which is great. I want that, but how are we going to get there? You know, we have, you know, 19 other systems and we got 4,000 people and we're invested in all these different, you know, applications and whatever the complexity is of the deal. They're confused. They're like we want those outcomes, but there's, you know, to be honest with you, this is not going to happen quickly. This is going to be painful and expensive. And then you show me this PowerPoint slide, where there's 19 steps that we have to take to get there. Excuse me, but we're not gonna, we're just gonna keep doing what we're doing.

Eric Dickmann: 18:59

Mm.

Greg Rosner: 18:59

So any sales person that thinks that their biggest competitor isn't the status quo is, is, is living a dream.

Eric Dickmann: 19:06

Oh, that's so true. Well, you know, one of the things that I also was struck by, you know, just recently, we kind of celebrated the anniversary of the introduction of the iPhone. Uh, Steve jobs made an iconic presentation that day when he introduced the iPhone. And I think, you know, he was a master at what he did. Right. And I think there are a lot of people who would love to sort of emulate that style and really put forth the presentation that truly addresses those pains. But let's face it. Not everybody is a Steve jobs. Not everybody has a team of graphic designers to put together a beautiful PowerPoint. Not everybody is going to spend days in rehearsal. To get everything right. And so there is also that danger right of over simplifying it, and then not being able to communicate effectively.

Greg Rosner: 19:57

Yeah. So that's why I think it comes down to the 12 conversations. Instead of the focusing on the slides or the homepage, because if you can really nail what these conversations need to be, what the story's about, what the before and after story really needs to be, what the plan needs to be, what the, uh, problem discussions need to look like, what the goal discussions need to. I'm just throwing out some of the. The 12th, once you really nail those, then you're like, well, I know what my slides need to be. I know what my white boards need to be. Uh, I know what, what the before and after story is. And then it's, it's easier to then design your slides so that you could pull out the jackets of. Spades to say, okay, now I need to have the before and after conversation with Bob, Susan and Jamil. Um, or now I need to have the problem discussion with four other people because they they're aware of the after. So. You can assemble your conversations and design your conversations based on where, you know, your people need to be, and you need to be visual. This is a post COVID world, and you know, you need to use your screen as a stage like Steve jobs would use. His screen is a stage and interact with your content, interact with these conversations and interact with your audience. At the same time, you've got to do both, and there's a great opportunity to do that. Well, Uh, but it's also a great opportunity to do a terribly and not do it.

Eric Dickmann: 21:27

Well, and it's interesting because you talk about these 12 conversations we were talking before about the buyer's journey and the fact that it really is a journey that takes them sort of before they're our customer all the way through, and then to ultimately the outcomes that they're trying to achieve by purchasing your product or service. And it sounds like the way you frame these conversations is that they come in at very specific points in that continuum to be able to say, you know, this is what's needed now is we engage with the customer to sort of help them over that next hurdle or to give them the vision of where they're going to be.

Greg Rosner: 21:59

Right. So the sale of the buyer's journey is at the 50 yard line. In my view. That's where the sale is and the journey it's not at the, you know, The one or the, the goalpost. And I think, I think that's kind of sums it up. So that, uh, You know, when people are creating slides. You know, you know, Sales people always like to consider themselves to be the trusted advisor. So that's the, that's the role here? And marketing needs to design. Conversations for their salespeople so that they can be that trusted advisor.

Eric Dickmann: 22:32

Hmm.

Greg Rosner: 22:33

Not the, the, uh, shill on the mountaintop that they paid money to live on the corner. You know, the guy that they pay us to come to the carwash, you know, or whenever with the sign, that's not the job of a sales person.

Eric Dickmann: 22:48

Yeah.

Greg Rosner: 22:48

But a lot of marketing people just give to salespeople, the sign, you know, here. Use this deck that with these colors and these fonts and Oh, and just like, you know how in fact, why don't you just send that to your customer? You don't need, we don't even need you as a salesperson. Just send them the deck. And it's beautiful deck. It's gorgeous. Like why wouldn't they buy? Right. So of course we know that that doesn't happen. You know, in fact, why do you need to send them a deck, send them to your website? Oh, you don't want to send them to your website because you're ashamed. Because the website is also terrible. So it's like, there is a tension between sales and marketing because sales are really the ones. I mean, I, my heart bleeds for salespeople because I don't think. Most salespeople are given what they need. Two armed to have the right conversations. They're kind of, you know, making it up as they go along. And I think marketing needs to cause that change, that sales helps facilitate.

Eric Dickmann: 23:44

I think that's very true. And I think, especially if you have a business that the product or something is not necessarily that different or unique, not that configured for every customer, it's much easier for marketing to provide more support to sales. Uh, because there's a little bit of consistency in what goes out, becomes a little bit more challenging, right? Unless you have a larger team, if you're doing a lot of custom things for, for every customer, but I want to sort of drill into this point that you mentioned sort of on, on visual tools and engagement, because really that's the last aspect of this as engaging with your customers. You know, we're still, uh, here in early 2021, where at a time of Kobe, a lot of people are working remotely. That probably is going to change a little bit, but working has definitely changed. And so it was always challenging when you get in front of a room of people and you went through a presentation deck and an hour long. You know, a set of speakers. Now it's even more challenging because you're remote. You've got people on their laptops with distractions in their homes. They can mute you and you don't really necessarily know what they're doing. So, how do you look at that in today's age and say, we need to step it up, or we need to do things differently to get our messages across to our customers. You can't necessarily just do things the same way you were before.

Greg Rosner: 25:01

Yeah. So getting your message across to customers. You know what I feel like on zoom calls. I I'm, I'm a big fan of making zoom calls, just really unforgettable and awesome and super engaging. And I do my best to do that. And I think you can do that by just being, uh, having fun and being creative, asking people like, shit, let me see your hands. Show your hands. I'm asking you some questions. I'm going to do a little drawing on the board. I want you to tell me, you know, what box do you think I should put the check Mark in? You know, you're doing things that you would do in a room with people, but you really, you know, pushing yourself to use the limited technology we have. There's an app that I use called Dot app at N M H M M. And it allows the green screen. If you will, behind me, it's silhouettes me to be my presentation or to be that my screen. And so it's an alternative camera and it really allows the presenter to interact, like are there in front of a stage or in front of a screen on the zoom call and then. Uh, people are more like they're looking at you and they can that you can see the screen and you're pointing to the screen and it's really pretty cool. It was spawned up in April, just during coven. It's absolutely an essential tool, I think right now, for people that want to make their zoom presentations much more engaging. I also think, you know, the simple tricks of running the poles to showing the poll up on the screen, especially with the larger groups, you know, I've got two questions for you. One, do you think what's the most important issue this year with your, with your CRM or whatever it is you're selling or with your business or a questions like, um, Uh, the don't have, uh, open-ended like of these three problems. What's the biggest problem you think for your business. And that kind of creates a conversation with the three people you need to be selling to on the call. And so you can do that, you know, with poles, you can do that. Just informally show of hands. But, uh, when people have the camera turned off, I don't know. Uh, it's harder to do that. Uh, you don't even know if they're there. Um, But, and it's, I don't know if it's polite to ask people to turn their cameras on. Um, but. I don't know. I

Eric Dickmann: 27:17

a difference. You want to see that you want to see their eyeballs. Right. You know, you want to know that they're, they're paying attention.

Greg Rosner: 27:23

Yeah, but it's hard to demand that, but I think you can, you can ask kindly. Um, because you're saying you want to be asking questions. You want to say since there's four of us, want to ask for a show of hands. So we don't all have to chime in just the interest of time. So keep your cameras on because I'll be asking you to, you know, with a show of hands, that's a sort of a, a backend way to get people that turn the cameras on. I don't know.

Eric Dickmann: 27:45

What's been interesting, I think because, you know, one of the changes that I think has really happened, uh, through COVID. Is that as people were forced to work from home, They finally were forced to turn these little cameras on that everybody's had on their computers for years. Right. But it was, you know, well, while people would share images on Facebook or Instagram, those are all very choreographed. Right. You know, you can pick a dozen takes to get that picture. You just like, but when you turn on your webcam, you know, people can see the cat in the background and the dirty laundry and the kids running through the house. And it took a lot of, I think, trust for people to finally say I'm going to open my world up to, to use so that you can see. And I think we've sort of gotten. past that now, and people are more comfortable. And I think that almost has to be celebrated in a way that when crazy things are happening, just acknowledge it. It shouldn't be a point of embarrassment. It should be, it should add some interest and excitement to the call.

Greg Rosner: 28:38

Yeah, it was an app too. That's just emerged in, in December called clubhouse.

Eric Dickmann: 28:43

Yes.

Greg Rosner: 28:43

It's all the rage or you've probably heard of it. You heard of it.

Eric Dickmann: 28:46

I actually just logged on to it for the first time yesterday.

Greg Rosner: 28:49

Yeah. So this is audio only app, but it is. It is a powerful and fascinating that an audio only app is creating so much engagement, so many real, um, experiences for me and for a lot of people. Um, Who knows what the future is, but I think in a time when people are desperate to have more connection, I'm with other people, uh, clubhouse is a place to do that.

Eric Dickmann: 29:15

What do you feel about this whole idea of sending video emails, you know, with a tool like loom or something like that? Are you a big believer in that?

Greg Rosner: 29:23

I do it. I mean, I've got several video emails to do today. That's part of my sales work. I don't send regular emails too. Um, prospective customers anymore. I send basically a video where I use a mobile app for my green screen. So it's, I basically put their website up on my screen or I put their LinkedIn profile and then I moved to their website. And I scroll through their website and I talk a little bit about what I do, what my firm does, and I offer some suggestions. Uh, based on our experience of what would give them better leads, what would give them a clearer. A message for their business and. I've been doing this so much. Uh, that I can pretty much look at any website now and go lie with a video. And record it and send it off without even watching it. I'm starting to like getting practiced at it. So on any of our practice, I basically call this exposure therapy. It's hard to get up on a camera and to just talk and know that you're being recorded and it's being sensitive emails to someone, and they're going to judge you. They're gonna say, Oh, he's fat, he's got freckles. He's got a zit look at the messy apartment and he's in. And all that's going to go on while you're talking about their business insights. So. We have to basically, I think we have to just expose ourselves to that new reality, make peace with it and move forward. Because otherwise you're just gonna. Be drowned in a sea of email noise that nobody could really see any difference. I get great responses from those emails, people book, meetings all the time, but like, wow, that was cool. Wow. I've never seen anyone use drift. A video like that. Wow. What software are you using? So you can share your screen behind you while that's cool. I also like what you said about our website. So it's like, it's the medium and the message combined. And I think we as creative sellers and marketers have to figure this shit out because. This new times.

Eric Dickmann: 31:18

Well, you know, it's so funny because again, this is not new technology. This is stuff that has been around for a while. The ability to embed a video within. Uh, on email, but I'm lucky if I receive one of those a quarter. Uh, it's, it's still not

Greg Rosner: 31:32

Right.

Eric Dickmann: 31:33

commonplace. So I think a sales professionals and marketers who take advantage of this. Um, you know, it's like this great world of podcasting that I'm in. There are a lot of podcasts out there, but there are very few that do it regularly. There are still a wide open space for people to get into those things. And if you're not taking advantage of these opportunities, you are missing out. I think. The, the greatest thing that pivots are that businesses can do in times, like this is learn how to pivot, learn how to take advantage of new technologies. Figure out, what's working, do some experimentation and figure out how to build that engagement. I'm a big fan of Tony Robbins and I saw, you know, he gets all of his energy from doing these, you know, 10,000 person events and whatnot.

Greg Rosner: 32:16

Yup.

Eric Dickmann: 32:17

Where you just build a whole sound stage for himself so that he could literally have everybody's zoom a frame up on all these monitors that surround him. So he can recreate that vision of sort of all these people there. So he's

Greg Rosner: 32:31

not know that that's really awesome.

Eric Dickmann: 32:33

Yeah. Google it it's, it it a multi-million dollar facility to obviously to accommodate all that. But it, again, shows how people are adapting and trying to figure out this whole idea of engagement. So I love some of the ideas that you shared with us today. You know, Greg is we kind of wrap things up here today. I'd love for you to share a little bit more about pitch, kitchen, the kinds of work that you do and how people can find you on the web.

Greg Rosner: 32:59

Sure. So a pitch, kitchen.com and, uh, you can find us there. And if you are a CEO, Or a chief revenue officer or even a CMO. Who wants some support in clarifying your story, your message, your Anthem. Your, uh, platform, your conversations, in fact that your team needs to be having to help your customer along their journey. To their success. Uh, someone said, uh, I posted it on LinkedIn. I love this coat. If you could help people. Uh, live, get the things that they want in their lives. Then you could bet that you will get the things that you want in your life. And I believe that I can just feel that. Do you feel that's true, Eric,

Eric Dickmann: 33:51

I really do. I really do. I love that.

Greg Rosner: 33:54

Yeah. So, um, So, I mean, that's, uh, that's my philosophy. And so I think if I want to work with customers who believe that too, Um, and believe, and also recognize that their, their slides, their homepage is literally letting them down there. They're not really engaging with our customers in the right way.

Eric Dickmann: 34:16

Greg. I think that's great. You know, when I was looking to do this episode, I specifically hunted you out and I saw the things that you were doing on the website. And I'm such a firm believer in that as well is, you know, simplify your messaging, make sure that people really understand the value that you're providing. And, uh, like I said, you've got some great examples on your website. I will make sure to have all of that linked up in the show notes so that people can find you. And I certainly appreciate your time today being here on this, uh, this masterclass episode. Thank you so much, Greg.

Greg Rosner: 34:46

All right. Thank you so much. Thank you.

Eric Dickmann: 34:48

Thanks.