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68: Failing Forward with Josh Fedie of SalesReach

Published March 9, 2021
Run time: 01:04:55
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A podcast episode about everything and nothing. Tim riffs with SalesReach Founder & CEO Josh Fedie on a number of topics, including how to protect your idea from getting stolen, the ups and downs of being an entrepreneur, why it’s important for companies to have a CEO who is publicly visible and vulnerable, and the future of Clubhouse.

In this episode, you will learn:

  • The power of storytelling in getting people to connect with your brand
  • How people’s natural inclination is to verify before they trust
  • Why entrepreneurs who fail forward have tremendous value
  • Why there isn’t much you can legally protect when it comes to tech

This episode is brought to you by The Jed Mahonis Group, where we make sense of mobile app development with our non-technical approach to building custom mobile software solutions. Learn more at https://jmg.mn.

Recorded February 18, 2020 | Edited by Jordan Daoust | Produced by Jenny Karkowski

Show Notes:

Josh Fedie on LinkedIn

SalesReach

Kurt Schmidt and The Schmidt List

Sarah Edwards

Random Celebrity Generator

Clubhouse

Episode Transcript:

Tim Bornholdt 0:00
Welcome to Constant Variables, a podcast where we take a non technical look at all things technical. I'm Tim Bornholdt. Let's get nerdy.

Before we get into this week's episode, I have a quick favor to ask. We are conducting a survey of you, our listeners, to hear your thoughts on the show and to help us plan content and pick guests that matter to you. We also really want to hear what some of your favorite podcasts are that you listened to. So if you have a minute, please head to constantvariables.co/survey. You can even fill it out while you're listening to this episode. That's constantvariables.co/survey.

Today we are chatting with Josh Fedie, founder and CEO of SalesReach, a SaaS based sales acceleration and enablement tool for business development reps. SalesReach helps teams accelerate sales by creating a better buying experience. Josh joins the show to touch on a number of topics, including how to protect your idea from getting stolen, the ups and downs of being an entrepreneur, why it's important for companies to have a CEO who is publicly visible and vulnerable, and a whole lot more. So without further ado, here is my interview with Josh Fedie.

Josh Fedie, welcome to the show.

Josh Fedie 1:26
Hey, Tim, honored to be here. Thanks for having me as a guest, buddy.

Tim Bornholdt 1:29
The honor is all on this end of the microphone. Like I was telling you when we first started chatting here, you can't go on LinkedIn without seeing you somewhere, whether you're commenting on somebody or posting a video. So it's nice to have as face to face of a conversation as we can get with COVID. But I'm really looking forward to learning from you here on this podcast today.

Josh Fedie 1:51
Yeah, I love it, man. Yeah. And like I was saying before, it's all by design, right? I don't want you going to LinkedIn and not stumbling upon something that I'm doing on there. This is all by design. I'm obnoxious, and I own it. And it's fine. Don't worry about it.

Tim Bornholdt 2:02
Well, why don't we start there? What's the design? Like how did you end up saying LinkedIn is going to be my area of focus for finding my target audience here?

Josh Fedie 2:13
Yeah, it was. I mean, it honestly, it was a very strategic conversation that I had with my initial investor, when we decided to start this business, when we decided to start SalesReach. And that's actually a very simple thing to understand. I knew that the types of people that hang out on LinkedIn were exactly the types of people in roles and organizations that would be my target market, right? LinkedIn is full of a couple of different things. LinkedIn is full of recruiters. LinkedIn is full of financial planners and advisors. And LinkedIn is full of sales professionals and other customer facing teams. Right? So customer success people that work in onboarding, training, those specifically, sales, customer success, onboarding, and training professionals, those are the people that we wanted to have our product and service in front of as much as humanly possible. And what I knew, just from watching other SaaS based businesses that I thought were really winning in the space, specifically on LinkedIn, and driving a lot of interest and revenue on LinkedIn, what I knew is that they were starting from a place of helping, from a place of producing content that their ideal buyer would consume and find helpful in their own journey, identifying products and solutions that would be a fit for them. And I really wanted to double down on that.

I think that one thing that a lot of people have learned in the last couple years is the power of storytelling. And storytelling is important for not just the people that work for an organization or at an organization. But storytelling, specifically coming through the voice of the CEO, is incredibly powerful. Right now, people are falling in love with brands, because they feel more closely connected to the CEO of the business that they're looking into.

And so I wanted it to be a very big focus of ours to produce content right from day one. And I sat down with my lead investor and I said, Here's the deal, here's what I can do. These are two different paths. we can go down. Either I can hire a videography company, or a podcast production company, and I can pay to play on LinkedIn. I can buy some ads and whatnot and play some things on there. Or what I can do is I can go spend an insane amount of money right now, buy a whole bunch of equipment, cameras, editing software, microphones, so that I can produce as good of content as I can possibly produce on my end independently. And yes, it's going to take me a little more time. I'm going to have to learn these tools. And I'm going to have to spend time editing and producing the things when I'm done with them. But I said, I believe that I can do this. And I believe that we will see a bigger success if I'm doing these things. And he was very supportive. He said, Go for it, man. I said, Okay, but I'm probably gonna spend like $40,000. He said, Go for it. If you're going to do it, if you're going to actually do it, then go do it. So, Tim, like, I'm not kidding, man. I went out, I bought the best cameras money could buy. I bought the best lenses money could buy, bought the best audio setup that money could buy. I went absolutely nuts, and started producing content at a very regular clip, at a very high level for your typical salesperson. Can I just say that, I mean, most sales professionals don't know how to use these tools, or at least, you know, two, three years ago had no idea how to use these tools. Now they're starting to get a little more proficient in them, because our jobs kind of depend on it, honestly. But that, honestly, the effort that I put in in producing content early on, I can attribute that to 100% of the business that we brought in for the company. I can also attribute that to about 75% of the additional funding that we've raised, when we did decide to move forward with a seed round on our company. So it has done everything for our business.

And I don't regret a second of it. Because I don't think that I could have told the stories in the way that I wanted to tell the stories had I been waiting on somebody to show up in my office to help me produce these things. I think learning those skills and being able to just hit record when the idea hits me, that's more the type of person I am. I'm not a planner. I like to just do things.

It's like when I told you I don't want to do a pre show for this podcast interview. Because if I don't know how to talk about it, then I don't want you to ask me about it. Right? Like, if you ask me something, and I honestly don't have an answer, I'm just gonna say, Wrong. Wrong question, Tim, let's move to the next one. Right? Like that's not in my wheelhouse. And I'm not gonna sit here and talk about things that I have no idea about. I want to talk about things that I actually know, right. And so it really helped me, man. It helped me get off the ground.

And here's one thing I'll end it with. I don't want people listening to be like, Okay, Josh's content gets a lot of views, because he spent a lot of money on all this stuff. And I don't have the money to spend on this stuff. So I guess I just shouldn't bother. False. That's not how it works. I've produced content with my high end equipment. I've produced content with just my cell phone, and I get equal results. And I see people on LinkedIn all the time doing incredible things with a very low budget, literally only using their cell phone and their earbuds for their microphone and their monitoring. You don't have to go crazy on the production value and the equipment. That's something that I learned. I wouldn't have believed that before when I first started going. But that is something that I've learned. However, I still like producing at a high quality, because I'm a bit of a nitpicker. And I like to see things that I produce come out in as good quality as I possibly can make them.

Tim Bornholdt 8:11
Well, that makes sense. And I feel the same way. We, just a couple of weeks ago, started toying with video at JMG. And I have a background in video production. And I'm used to working with very expensive equipment as well. So it was a challenge for me to just play with what I had around here. But then it was kind of fun too. The best engineers are ones that can work within the constraints that you're given, to produce, you know, unique and incredible results. And, you know, skipping ahead, I would call that the full Kurt Schmidt, of somebody that goes out and buys the $40,000 of gear and to go tinker around with it. You can do that and obviously you get, you know, a very successful product at the end of the day. But yeah, I would agree you. If you have an iPhone from the last three years, it very likely shoots in 4k and the audio quality is really good. And you can get something up and off the ground by going on Amazon and buying a tripod mount and just hitting record and then you kind of add on piece mail, get maybe a nice light or two or get a nicer microphone, get the preamp, get all the mixing. You can take it there. But if you don't just start doing it, then you're kind of just throwing money at something and pretty much just lighting it on fire.

Josh Fedie 9:30
Yeah, absolutely. I mean, look, it's not the tools that you have at your disposal. Is what you're talking about actually bringing value to people? And if the answer to that is yes, then it doesn't matter how you produced it. Right? And speaking of Kurt Schmidt, I mean, I used to work for Kurt Schmidt. I used to work for the team at Foundry in their business development space, right. And you know, when I was working there with Kurt, like the podcast was a big topic of conversation between him and I. Because we both knew that this is going to be an incredible business development tool for us, and how can we best leverage this? How can we boost the signal? How can we boost the quality? Should we be incorporating video? When I started there, he was not using video in his podcast in any capacity. We started playing around with it. And then long after I left and started my own business, COVID hit. And now he's doing a ton of video with it. Right now he's doing all the crazy live streams, and he's doing an incredible job producing that stuff. And the level of the output has really stepped up. I mean, the audio has always been incredible with what he does. But now he's incorporating that visual element of it as well. And really all this is doing for him and when we're producing content that way, is making it possible for us to share that content, chop it up in micro segments and share it in all different ways, across all different channels, and really find a ton of value in literally everything that we produce.

Tim Bornholdt 11:01
One thing I wanted to go back and touch on because I didn't want to leave it aside, you had mentioned the importance of like the CEO being the face of the company. And we've seen this, like, there's a guy who famously gave all of his employees a minimum of $70,000. I'm trying to remember. It's Dan Priest or something.

Josh Fedie 11:20
God, don't. I'm not gonna talk about him. No, don't.

Tim Bornholdt 11:25
That's fine. We don't have to talk about him. But my greater point is he is like the face of the company. And whether you love him or hate him, he's a polarizing figure. But, you know, he put himself out there as the face of that company. And it led to, you know, people flocking to his services. And I would argue that, you know, you mentioned the same thing with SalesReach that putting yourself in that face of the company role and putting yourself out there as much as you have has really, you know, driven a lot of the growth. But my question for you is, how comfortable was it for you to jump into that role? Was it something that you have had a lot of experience being kind of the face and the star and at the front getting all the attention? Or was this something that you had to slowly work into and get comfortable with?

Josh Fedie 12:08
This was insanely uncomfortable for me in the beginning, like, I can't overstate that enough. Like this was insanely uncomfortable for me in the beginning. So I had a little bit of an easier path into it, because like you, I do have a background in music, recording, and editing. Okay, so the tools that I was using to edit music are very similar to the tools that you use to edit video, except I now had to learn how to use a camera. And I had to learn how to use it to shoot video, and how to stage things properly. And I had to learn about lighting. And I had to learn about focal distance, and I had to learn all kinds of stuff that I hadn't had to learn. But once I learned those tools, then you know, I got over the fear of the tools. I think, for me, the first fear was the tools. Will I be able to actually use the tools to take whatever I create and turn it into anything that anyone would want to listen to? So for me, it was getting over the tools first. The benefit that I have is that I'm a very curious person, man. And I love learning how to do things, especially if it's technology. That's just something that I love doing. That's the way my brain is hardwired. So I got over that fear.

The second fear was how ridiculous I look on camera. I mean, let's be honest, dude. Tim, I am not like a Mr. Brad Pitt over here, right? I'm not John Stamos. Like I see myself on camera, and I'm like, Dude, your right nostril is way bigger than your left nostril all the time. Every video you make, it drives me nuts. And there's no fix for that. There's no filter for that. And, you know, you have everyone has these nervous tics that they say. I have the word right. I say the word right all the time and I'm constantly sitting there going, Josh, stop saying right at the end of every sentence. People don't always have to agree with you, you know? So you're constantly nitpicking yourself, criticizing yourself. And nobody's great at it at first.

But what I will say is that after I got started, after I actually started producing content, and after I kind of figured out what lane I should stay in, and the things that I should actually talk about, the things I was actually qualified to talk about, once I realized that the things I was actually qualified to talk about were in fact things that people wanted to learn more about, were things that people actually were seeking wisdom in that space. Then it was like I can't stop. I can't stop talking now. Not to mention, it literally brought my company so much more exposure because you can see and feel with every time I put something out, people when they feel, when they see the CEO, they feel like they know the CEO. When they've heard the stories from the CEO, they feel like they know the CEO, and everybody has this impulse to cheer for the person that they know. We just do. Right?

Tim, we all have friends where we love them so much that we want to help them succeed. And if all we have to do is sing their praises from the mountaintops one time to this one person in this one room on this one day, we can't wait to be like, Yeah, I know the founder. I know the founder. Everybody loves to say they know the founder. It's the most human thing in the world when you can actually say that. And so the more you can be out there on channels, the more people can actually get to know you and then actually do know you, like I'm not saying people feel like they know me that don't know me. They actually know me, they've heard my story. I've been honest about my background, I've been honest about the successes and all the failures in my background. They know who I am. I engage with them in social channels. And when we could be face to face I engaged with people face to face as well. I'm a very available person, and I want to be very available. But never forget the power of, I know a guy, right? Or I know a girl. If you know somebody, you can't wait to tell somebody that you know them. If you're passionate about what they're doing and you think that what they're doing is actually going to be beneficial to the person you're talking to, you can't wait to make that solid introduction and connection. But if the brand isn't good about telling the brand's story, about bringing you into their family, about bringing you into their group of friends, then what are you evangelizing? And why would you want to evangelize? That is really the question.

Tim Bornholdt 16:46
Oh, yeah, and it's hard when you're building a business, you're trying to expand your reach, like keeping that level of personality and engagement with everybody. Like, I would assume that it was a lot easier for you at the beginning of SalesReach to, you know, maintain all these relationships and connections and foster all these friendships. But as you've been growing and increasing your spread, I don't know what the douchey VC word is for social engagement these days. Whatever it is, influence, as you've been pushing out that reach, I would imagine that playing the way that you played it from the beginning is the right way to do it. Just be honest, and tell a consistent story and share your growth and as things are going. Because yeah, then you have people rooting for you, as opposed to people that try to do these, like, you know, get rich quick or get like followers quick, influence quick, and you just kind of lose that messaging and you lose that personality. Where if you have been consistently seeing somebody sharing their progress over time, and even like I've watched from the beginning with you, you did have all the high quality equipment and everything but it's like I've seen your editing skills have also improved along with that. And it's just like, it's fun to see somebody start in one place and move to where they are now and to feel like you're part of that journey as opposed to just you know, Oh, cool SalesReach. I guess I use that for my business and whatever. It's like, no, did you see like Josh did this thing and it's so cool. And oh, look at this cool product he has too. It's like night and day difference.

Josh Fedie 18:20
Yeah, I mean, to this day, my daughter's favorite video that I've produced, but by the way, my children Google me, right? They Google me. It's the most insane thing in the world. You have children. So you'll experience this at some point. They'll start googling things and then they'll start being curious, what do our parents do? And they'll just type your name into the search bar. And it was so funny to me. I came home one day and my daughter said, because they have no idea what I do. But my daughter looks at me and goes, Oh, Dad, are you a YouTuber? And I said, No. What? Why? And she goes, I saw this hilarious video, I love marketing Josh. And I said, Are you kidding me? You did like a deep search on your dad. You found the double Josh videos. That's insane right. I had to sit down and air stream them for my son so you can see these and now my daughter will constantly make this joke where in one of the marketing meets sales Josh videos where I do a video of myself talking to myself but it's my sales half talking to my marketing half and having altercations just like sales and marketing does. But there's one video where marketing or sales introduces marketing and says, You know, I think everybody really missed you, in kind of a, you know, clever sort of funny way. Haha, nobody missed you and marketing charges like, Oh, yeah. Oh, yeah. No, they missed me. That's my daughter's favorite thing I've ever done in my life right there.

But what I would say is that consistency is really what matters. But what matters beyond that is just being authentic to who you are. We have all met people that we fell in love with based on things that they produced. Or have created in real life. And we walked away from that meeting and said, Well, that person's a jerk. Why was I engaging with that crap? Why did I help that person get rich? I am who I am. And it took me a long time to get to a point where I was comfortable just being who I am, talking the way I am, saying the things that I want to say, wearing the clothes I want to wear. But I'm very comfortable being who I am today. Because I don't want to be surrounded by people that don't like me for who I am. And there's plenty of people in this worl., I'm going to be able to find enough people that like who I am for who I am, to make a living doing what I do, right. And if I piss off half of the people in the world with the stuff that I produce, and I shouldn't be making them mad, I'm not doing anything controversial. I'm not talking about religion or politics every single day. I'm talking about sales. So there's gonna be some people that disagree with my methods of sales. And there's gonna be other people that absolutely love my methods of sales and the coaching and advice that I give. That's fine. But I don't need the people that disagree with me to get on my bandwagon. I just don't need that to be successful. And I think that when you finally learn that you can be yourself all the time, and still find success, that's when you actually find success.

I was talking to a friend of mine, not horribly, long ago. But I mean, it seems like yesterday, it was probably a year ago because it was pre COVID, Sarah Edwards here in Minnesota. And you know, she's way into fashion. I don't know if you know Sarah Edwards, She's incredible. But she's way into fashion. And I told her, I said, Do you remember the time where you learned that you didn't have to wear a three piece suit to every networking event? Like do you remember that day? And she's like, Oh, my God, I love it. Yes. And for me, that was a big moment. Because I've never been comfortable getting overly dressed up. And part of working in the tech space for as long as I have that's been incredible is the fact that I can wear a T shirt and jeans every single day to the office. And I'm better dressed than most people. They're, I mean, I'm kind of kidding. But kind of not, right. I mean, that's like the tech industry has so much more of an allowance for what you can wear. However, I was always in the business development space in the tech industry. So I always had to have a suit in the office somewhere. So when I went out to the networking events that night, I'd get all fancy, I'd put on the tie, I'd look ridiculous, I felt ridiculous. I didn't feel comfortable. Now when I go to events, I'm wearing my SalesReach shirt, my SalesReach T shirt. That's what I wear every single day. I wear the exact same outfit because I'm comfortable. And it helps maintain some branding from it from a visual standpoint for me. And honestly, I couldn't care less. If you think it's weird that I wear the same shirt every single day, I'll remind you I have 15 of the same shirts, so then I wash them. But if it still bothers you, I couldn't care less. Because I'm comfortable in myself, I'm comfortable in my clothing. And it helps me maintain a visual branding that I can maintain and I can keep going. The worst thing I could ever do, can you imagine if I sat down here and I said, You know what? I'm running a sales technology organization. I want to get on the bandwagon of being this loud sales training person. I'm gonna steal Grant Cardones thing. I'm going to steal his shtick. I'm going to record a video of me yelling at my salespeople about how if they want to be as successful as me, they have to do X, Y and Z and blah, blah, I can do that. I could do that all day long. I would look like a fool. And that's not who I am. I can't maintain that. So people would meet me in real life and be like, Oh, I thought you were gonna be like real high energy, like tweaked out, like probably on 15 Red Bulls, like acting goofy and screaming about sales. Yeah, I can't maintain that. But I can maintain who I am. And that's the important thing everybody should be focusing on.

Tim Bornholdt 23:53
I couldn't agree more. It's like not everyone can be Gordon Ramsay yelling at their chefs and having all these quick witty British one-isms that you know are deep and cutting. It's like, and even Gordon Ramsay, it's like he has three different shows because he has three different personality types that come out. But at the end of the day, it's like they all have the single similar thread of like you can feel the passion of cooking come through in those different ways. One is he's yelling at people that are trying to be professional chefs and making rookie mistakes and then there's a different one with Master Chef when he's trying to like help people just like home cooks trying to become professional. So it's like he's not screaming at them unless you know they're screwing up hot dogs or something, which I've seen in the past, but the point remains is like being your authentic self is going to win every time.

I don't want to have an abrupt transition but we're like 25 minutes into this and I haven't even given you a chance to talk about SalesReach or like who you are or what you've done.

Josh Fedie 24:48
We don't need to talk about that stuff. And listen, on the Gordon Ramsay note, look anytime you get an opportunity to scream donkey at somebody, do it, right. I mean, like come on. Is there anything more fun than just screaming donkey at somebody when they screw up? It's just ridiculous, right? Like, nobody wants to be that person and maintain that.

But yeah, I mean, look, if you want me to pitch SalesReach, I can pitch it. But I try not to, I try not to get too salesy with this stuff, man, because I don't want to put people off with the sales stuff. If they want to know what SalesReaches, they're gonna, here's the thing. This is how sales works today. If what I'm saying is resonating with whoever's listening to this, and I think you have a listenership of like, two, right? Maybe three?

Tim Bornholdt 25:29
It's my dad, and Jenny, who produces it, and Jordan, who edits it.

Josh Fedie 25:35
Okay, so three, that's two more than I have on my podcast. So congratulations. If any of those three people listening are interested in the things I'm saying, we all have a natural tendency to verify before we trust. We do. And I think this is the important thing that I'll say is professionals need to remind themselves, this is why we don't need to be spammy. This is why we don't need to get on the rooftop and scream, You should be using Sales Reach because sales reach is going to help you better humanize the sales process. And it's going to help you be more organized so that your customers don't have to dig through emails to find all the stuff you're sending to them. Because you want to make it easier for them buy from you. So they will buy from you. Look. There. I just did the elevator pitch. There it is, right? You don't want to have to do that. Because what I know is that people's natural inclination is going to be to verify before they trust me. They're going to go and seek me out on LinkedIn. They're going to see if they agree with the content that I'm putting out there. And then they're going to find out that I'm the CEO of a sales technology company, and who doesn't have a business that has challenges in their sales team right now, who doesn't? I mean, like, honestly, nobody should be raising their hands. Everybody's looking to make more revenue, always, always, always right. So they're going to then inquire about what we do. And all roads will lead to a demo, if it makes sense.

But here's what I'll say. So the reason I was excited to talk to you is because we have similar backgrounds, Tim. I spent many, many years of my life working in the Creative Services space. I spent many years in a business development role in digital product development firms. And what I learned while I was doing that was that my brain is wired in a way where it's not easy, but it's easier for me to make sense of complex technologies that should be used in partnership to achieve an end goal, right. And I really fell in love with that whole process. And then one day, the right idea struck, and I actually built it myself 15 years ago, Tim. So you were asking like, this was before we started recording, you were asking, Are you the kind of guy that actually builds this stuff? Are you the kind of guy that's more of a solutions engineer and understands how this stuff goes together? I would say I'm more of like a solutions engineer. Though I'm not a true solutions engineer. Those people are way above my paygrade.

But I read an article 15 years ago. This article changed my life. It said in 10 years even salespeople will need to know basic HTML. They took the time to write even salespeople, which kind of offended me. Who's this guy, right, even salespeople. But I took it as a challenge. And I started teaching myself how to code. And because of that, a couple years after that, I actually launched my first business, which was a marketing agency. And I hated my sales process. So I built my own version of what became SalesReach by myself 15 years ago, that was my own sales tool. I couldn't scale it. It wasn't something that could repeat across organizations. And I didn't have any vision to do that. It was my secret tool that I used to help win businesses and it worked incredibly well. But then fast forward in my life, after working at digital product development firms, I started learning about inbound marketing. And that's when I realized this thing that I built 15 years ago was a huge gap in the marketplace.

So here's the gap. Buyers are different today. Buyers are self informed today in the b2b space and b2c. It's all human to human, let's just be honest, it's all the same thing. It's people seeking out other things, and from other people that will help them in their life, whether it's in their personal life or business life. But consumers today, they buy in a different way than they did even five years ago. And then COVID hit and it totally changed yet again. But regardless, they're seeking out their own information. And our marketing teams are really good at putting up a lot of information on our websites. And so, buyers today do 70% of the work by themselves without a salesperson. That's a published fact. They're going to your site, they're going to your competitors' sites. They're identifying your solutions, and they know their own problems. These are all a bunch of things that salespeople used to help them identify, and they don't need us for that anymore. And so when they come to us, the stat says that you have less than 3% of the time you used to have with any person when you're trying to land a deal, because you have to factor in all the time they're spending with other vendors as well. And the fact that 70% of it's already out the window. So how do you be effective in 3% of your time? And that's where the idea for our business came in, was, if marketing teams are organizing things in a personal way this way, why does the personal interaction stop the seconds somebody identifies a product fit or a solution fit and wants to talk to sales. That shouldn't be the moment that we forced them into a phone call only. That shouldn't be the moment where we start emailing them all kinds of stuff, spamming them like crazy, right? We should keep them in a space that they've been comfortable and allow them to make their own decisions, but equip them so that they can make their own decisions. And that was the basic idea around our product. So it's an asset management system, organize the materials that they need to review at the stage they're at in their sales process, or customer success journey, infuse it with some personalized video to humanize the sales process a little bit more and better walk them through the process of buying from you and make it easier for them to evangelize your product and service to their team when they have to bring it to on average nine people at their organization that you're not talking to make a decision. Let's just make that simpler for people to buy. So we call it buyer enablement. That's our focus here. So I told you, I wasn't going to talk about my company. And then I spent 10 minutes doing it, I'm sorry.

Tim Bornholdt 31:24
No, it's just fine. I'm really glad you gave that background. And I was really happy that you said that one of your big strengths also is being able to kind of find these complex solutions and apply them to, you know, problems that people have, and making technology not so scary for everybody else. One part of the story I wanted to hone in on and just kind of get a little more detail about was, so 15 years ago, you built the bones of SalesReach, essentially, you had the framework in place for it. And now you're this mega successful, multi trillion dollar organization.

Josh Fedie 31:59
Oh, geez, let's just say it till it's so. Yeah.

Tim Bornholdt 32:03
Yeah, you got to put positive vibes out into the world.

Josh Fedie 32:06
I'm okay with it.

Tim Bornholdt 32:07
But clearly, you went from you're trying to get back at this guy who slighted you with that article about salespeople can't code. You've got that project, and then you transitioned into making this your full time gig. I'd love to hear more about that in between stage of when you decided, you know, agency life is not really the path I want to focus on anymore. I really want to blow up this SalesReach thing. What was that process like for you?

Josh Fedie 32:33
I mean, my life has gone in so many different directions, Tim, that it's ridiculous. But what's funny about it is that all of the things that I've done over the last 15-20 years of my life, all made sense. When I got to the place I'm at right now, they all made sense. So going back 20 years when I got out of high school and never went to college, because who's got time for that? I want to get out there and make some money, right? I thought I was going to be a professional musician. That was my dream. So I started playing music, working in recording studios, understanding how to use editing software, just stuff that I was passionate about, nerdy, geeking out about. And eventually I built my own recording studio in my house. So I could just do this stuff by myself. And that's as far as I'll go on that story for now. But that was the first toolset that I learned. And then while I was in music, one of my bassist's father owned a marketing agency. And he's like, I heard you could sel.l And I'm like, Yeah, of course I can sell. I was working at a telemarketing office in a car dealership, right. I didn't know what I was doing. I was just learning things. But confidence is key. And I said, Yeah, I can sell. He goes, We need someone to help sell over here. And that's when I started falling in love with marketing. And I learned that marketing is something that just my brain is so wired for. I just, marketing and sales are so similar, and people weren't really talking about that 20 years ago, but I knew it right from day one. Just like getting into the psychology of what is going to help influence people, that is both a marketing and a sales function right there. That is something that both marketing and sales people are prolific in. The main difference is marketing is usually behind the closed door doing it, influencing people in a different way in a digital way or in a printed way at that time. Salespeople have to influence people face to face, but regardless, it's all influencing people. But I fell in love with marketing. And I fell in love with sales. At the same time, I learned that if I'm selling in a creative space, that it's actually something that I can get behind. It's something that I actually enjoy doing. Because if I'm selling things I believe in then I just go go go go go. Everything just you know from there, I went into owning my own marketing agency, which I was not qualified to do. Again, I never went to college. How many people own a marketing agency for five years of their life and never went to college for marketing? Right. That's a crazy idea. But it worked. It worked.

Okay, well then I moved on to the next thing. I actually became the director of marketing for Northern Brewer. And Northern Brewer was where I really started embracing photography and videography and my efforts to try to help that brand really just speak to their audience. Their audience was home brewers and, man, if you want to see somebody geek out over making their own beer, like Northern Brewer was an insane experience, right? Especially for me, because I don't even like beer. And it was kind of controversial when they hired me because I'm like, Guys, I only drink scotch. I don't like beer, I don't like it. Like, I won't even drink this in our tap room, because I don't like it. But I didn't have to like it to be able to speak to the audience. Because I was more listening to the audience, just like I do in sales. I was more listening and trying to bring to them what they were asking for, the value that they needed. So that got me into videography, into photography. Then from there, I went back into working at digital production firms. And that's when my sales efforts really supercharged, right, when I started including more video in my proposals and getting into figuring out the technologies around how people are buying and really deep diving in all of that. And then when I just identified that when someone comes to us and wants a custom digital product built, and this is how we architect it, how is that any different than when I identify a problem in the marketplace, when I can see how we could put that together than me just hiring my own team to put it together. And for me, it was honestly pretty simple, because I had already had one business in my past that had already failed miserably. So I already have that failure in my background, right, can't be any worse than that was. Let's just try this again in a different way. Right? It really wasn't that hard, just jumped right in and went for it. Don't regret a single second of it. It's been absolutely incredible. But all of those different things that I did in my background influenced my personal style of selling, which then turned into literally the products that we ended up building. It's just a productized process based flow of literally all the things that I had been incorporated into my own sales efforts, streamlining it and making it simpler so that organizations could repeat it across their entire sales team. And guess what, it works. So we're all happy.

Tim Bornholdt 37:23
I always think of those statistics that you read of how most entrepreneurs are in their, you know, 40s or 50s, like just in the middle to moving towards the end of their careers. And I think it's makes, when you tell that story, it all kind of clicks and makes a lot of sense. Because you have to have lived life and experienced actual problems. Not you know, I don't want to put a judgment on anyone's problems. But you know, you have to actually go out and see what other people's problems are and see if like you can find one that resonates with you. And then take your extensive background in lots of different areas, and apply that all to focusing to solve that one problem. And it's something where I think, like you were talking about before, how you and I have it seems like very similar connecting paths, because I also consider myself to be an immensely curious person. And I love bringing on all kinds of different people onto this podcast, because then I can get to ask them like questions and pique my own curiosity. And I think I've been experiencing some of that myself lately of all these things that I've done in my life of video production and audio production and running an app development business and making my first website when I was in first grade, like all of this stuff kind of adds up together to then when you add like one more little piece of the pie into the one more little ingredient into the pot or whatever the metaphor is, then all of a sudden, it all makes sense. It all clicks, everything, you have clear focus. And it seems like that's really what happened with sales, was like you have all these disparate experiences that everything kind of slowly comes together. And then all of a sudden, one day it like just becomes crystal clear. And you're like, Okay, this is it. Now I can move forward and build this thing. And it's going to provide a ton of value to a ton of people.

Josh Fedie 39:13
I love what you're saying here. I want to clarify a couple things just so that I don't want to discourage anybody from entrepreneurship. But I think that what you're saying is really important. I know a lot of people in the startup community in Minnesota, and a lot of those people are, you know, young, fresh out of school, had an idea they're trying to make it happen, some of them will be successful. And as we know, statistically, most of them will not, right, 90% of them will fail. That's just the way it works. And I don't want anyone to hear what you're saying and say, Okay, so then I should probably just wait till I'm 40 because that's when I'll have enough life lessons where I can actually make something meaningful. I would say that's false. But what I would say to people and I know you're not saying that, Tim.

Tim Bornholdt 39:59
Took the words right out of my mouth. Nobody should do this. This sucks.

Josh Fedie 40:04
No, it's, look, entrepreneurship is insanely tough. It's insanely taxing. Entrepreneurs have the highest divorce rate of anyone in America. Fact, okay. And if you own a business, you know exactly why that is a published stat, right. But you do need to fail, you need to fail forward, you need to start things and learn things. I'm not saying that you can't never start a business, and then when you're 40, have enough wisdom and experience to start a successful business. For many people, that is the path and for many people, that is the best path. But the reason I say this is if you're in your 20s, and you're starting your first business, and it's hard, and you don't want to give up on it, because this is your dream, and you were so sure this was going to be successful, you need to give yourself some grace. Because what you're doing right now is learning. You're learning in a way that you could have never learned anywhere else. And the things that you're learning will eventually influence the thing that you do create that does go crazy, or what you're doing right now as an entrepreneur is just basically leapfrogging everyone else that you went to school with. Because the one thing that I've learned about entrepreneurship that has been 100% true in my own personal life, and in the lives of people that I surround myself with, is that when they strike out on their own, and they do something that generates any sort of interest or buzz, what they have done is taught themselves a million things that other people in that same amount of time did not have the luxury of learning because they did not have the ability to wear all the hats. And those people become invaluable to organizations when they are ready to get back into the workforce. Now, yes, there will always be employers that will look at an entrepreneur and say, Well, are you just biding time until your next idea strikes. And the reality is, they probably are, let's just be honest, I mean. If you're an entreprenuer, you're an entrepreneur, you want to start another business. Tim, you would never hire me in a million years. Because if SalesReach failed, you know, I would just be biding my time until I start my next business. I'm telling you right now, that's what I would be doing. Okay. But that doesn't mean that I couldn't bring tremendous value to your organization for however amount of time I'm there, because I've learned things and experienced things and I want to help apply those things to help your business be more successful in the time that I'm there. So I think as long as everybody's going into it with their eyes open, it's fine. But I just want any entrepreneurs out there to just understand, you're going to have more failures than you are going to have wins in entrepreneurship, it's just the way it goes.

The more I join this new app Clubhouse, which I don't spend too much time on it, because I predict that there's going to be a rehab center just for Clubhouse users in the near future. I really do. People are getting a little carried away with it on there. But the more I'm on there, and the more I am connecting with people that I have no busines, having direct access to, I mean, these are leaders of industry that're hanging out on there right now. And you have direct access to having a conversation with them. And they're very honest about their background. Because like me, you get to a certain point in your career, where you're no longer ashamed about the failures. And you want people to know the honest truth about how you got where you're going. And what you find is that every uber successful person that you know in this world had an epic failure, went through something in their life that would have paralyzed the hell out of you if you went through. It would have terrified you. It would've scared you to death if you would have lived through the things that they live through. And the difference between the people that become uber successful and the people that don't, is that the people that became uber successful learned from those mistakes and were able to pick themselves up and try again, and then try again, and then try again. And that is the only difference. And there is nothing wrong with saying this is too much. I don't want to go through this and getting out of the entrepreneurship thing. And just going and working for a great job for a great employer that you absolutely love what they're doing. There is nothing wrong with that at all. But entrepreneurship is a constant grind. It's a constant struggle, it is a constant stressor. And it really does take a certain breed of individual to be able to do it and to weather all the storms that get thrown at you.

Tim Bornholdt 44:15
Right. And I mean, I started my first company when I was 23. So it would be like, and that's this company. So it's not like I went and worked in a big corporate environment and gained all this wisdom and then said, Hey, I'm gonna go strike out and launch my own business. It's, you know, if you feel the urge to go out and create something, it's just like with you going out and buying all the podcasts and mic and video equipment and just doing it, that's what you have to do is just sit down and do it and know that the first thing that you create is probably going to suck a lot. Because it just does. Like the first app that I ever built was called the Random Celebrity Generator and all it was was one button that you press and it shows you a random celebrity. You just keep pressing that button all day and it just gives you different random celebrities. Completely useless app.

Josh Fedie 45:05
Tim, this is a horrible app. Why did you build this? Who needed this? Did you validate this with anybody?

Tim Bornholdt 45:11
Oh, yeah. Well, the reason I needed it is because I needed it. I knew that I needed an app that could give me random celebrities because just like it was part of an inside joke with friends of just trying to think of the most random celebrity that you could possibly think of. Which I think, by the way, we've determined that mathematically, it's Jackie Joyner Kersee is the most random celebrity that we could think of.

Josh Fedie 45:34
Wow.

Tim Bornholdt 45:35
I don't know if you can top that.

Josh Fedie 45:36
I don't even know who that is. But okay, good.

Tim Bornholdt 45:39
Oh, you don't know who Jackie Joyner Kersee is? Okay.

Josh Fedie 45:41
What does Jackie Joyner Kersee do? Who is Jackie Joynery?

Tim Bornholdt 45:45
Jackie Joyner Kersee was a heptathlete, one of the greatest Olympians of all time for the US back in like 88, 92, 96. I think she won three, like back to back to back gold medals. It was just like this crazy, crazy, talented athlete.

Josh Fedie 46:01
Well, for anybody that's listening to this wondering how to cold outreach to Josh Fedie in a sales effort, clearly, any facts about the Olympics are not going to get you any brownie points. I don't do that stuff. I don't watch that stuff. So there you go. Thank you for that useless fact, Tim, I'm so glad that I joined you today to learn this.

Tim Bornholdt 46:21
I'm full of them, man. And I'll go for hours on useless facts. But I think to get to a point of all of that, you know, I went from building that to building apps for, you know, Great Clips and Profile by Sanford health and a bunch of other big companies because I took the time to make that crappy app that only I used. And you build on your skills, and then launch something. That's really how I find that's the best path to success. But I think the thing to pivot off of what you had said, it's like, people that are trying to join the entrepreneurship lifestyle and trying to make a buck as quickly as possible, that strategy, I don't think works as well as people think it does. And they think that there's those overnight successes, like you said, those mega uber successful people. But when you dig below the surface a little bit, you just see these strings of failure after failure after failure. And it's this long game of like, Yeah, this one thing might have been a failure, but you probably connected with somebody that can help you later or you learned some skill that you can apply to your next venture. And then maybe that venture will fail. But then you've learned something else, like how to start an LLC, or how to, you know, find a good lawyer, whatever. Like you assemble all these things that in time then lead to something like SalesReach, or, you know, The Jed Mahonis Group or whatever, like you, it all compounds on itself. So you have to be in this for the long haul if you want to be a successful entrepreneur.

Josh Fedie 47:48
Don't you love when the host of a podcast puts his business at the same level as the guest's business. That was really clever of you there, Tim. No, I'm kidding. I'm kidding.

Tim Bornholdt 47:57
It's just like me calling you a trillion dollar business. You know, you have to put yourself at that level.

Josh Fedie 48:01
You start by calling me a trillion dollar business, and then you put your business at that same level. I love it. It's so good. It's so good. Will it there, buddy. Will it there. No, but listen, you know, not to go back to the Clubhouse thing. But here's what I read just the other day. The founders of Clubhouse, they had 13 other businesses they tried to start before they built Clubhouse. 13 other things that didn't take off. Now I I haven't fact checked this so I might be a little wrong. I'm sure there's somebody.

Tim Bornholdt 48:27
It was 12.

Josh Fedie 48:28
Was it 12? Yeah, exactly.

Tim Bornholdt 48:29
No I'm kidding. I have no idea.

Josh Fedie 48:30
I don't know. But honestly, my prediction is that unfortunately, Facebook and Twitter and every other social channel is basically going to destroy Clubhouse, right? They got this crazy valuation. They look like this overnight success. They're at a $1.2 billion valuation within like a month of launching. That's insane. And people look at that and they go, Oh, man, look what they did. It's so simple. Well, it wasn't that simple. They were in the industry for a very long time, grinding, grinding, grinding, trying other things that didn't work. And then they finally found something that worked. And now unfortunately, because our system is set up in such a weird way, you know more about this than most people, Tim, because, you know, we're building digital products. And I've had to have endless conversations with my lawyers about what I can and cannot trademark and patent about what I've built on my end. And there's really when you're talking about technology, there's really not much you can protect any more because everything is a variation of something that exists, which makes it something that you can't protect. And the problem and the challenge that Clubhouse is going to have is that Facebook could literally stand up and is going to and Twitter already has stood up pretty much exactly what they've done within like two months, and oh, by the way, Facebook and Twitter, there is gonna work on Android. So you know, here we go. But it's going to blow them up and all those investors that came in at that crazy valuation are really going to get burned and sour. You know, it's really unfortunate how you know, technology and innovation can be stifled because the big companies are able to just jump in and steal your ideas and take from you what you've created. I hope that doesn't happen to them. But I'm kind of predicting that's what's going to happen right now.

Tim Bornholdt 50:17
That's a good lesson that maybe we could scratch the surface on a little bit. So you know, a lot of people listening to this podcast have apps of their own, and they do have aspirations of being big tech superstars like that. How do you think people can protectl like, how are you protecting SalesReach from getting stolen? Is there anything you can do?

Josh Fedie 50:37
There's nothing I can do, Tim. But here's the thing. And here's what every entrepreneur should remember. Any company in the world could rip me off tomorrow. But guess what they don't have, they don't have me. They don't know my plan for what this is going to become. They didn't have the insight into the gap in the market that forced me to build the product that I built. And so they can come out with their second rate version of it all day long, but they don't have me. And honestly, that's the only attitude that anyone can have. There's certain things that you can protect. It happens more in the physical product space than the tech space most the time, okay. But at the end of the day, what you have to do is just be protective of the IP that you can be protective of. At the stage I'm at at the beginning of my current business, there's certain leads that come in through our website that I literally just reach out to them and I say, Because of the potential for a conflict of interest here, we're not going to have this discussion. Okay, we're just not. There's other companies where I will have them sign a noncompete before we even get into any sort of demo of the product. But for the most part, if I have any sort of uneasiness, and it doesn't happen a lot, I don't want people to think I'm turning people away left and right. It happens maybe once a month that somebody will come forward asking for a demo, using an email address that isn't their business email address. That's always the first red flag, then I do a little bit of research. And I find out that they work for a company that, you know, I could envision them building out the ecosystem I've built within their current product. I can envision how it would be done. And if I can envision it, I'm just a salesperson, if I can envision it, I definitely don't want to have a conversation with you, right? Because you're going to figure this out. So I think that you do have to be protective of your IP. And just be careful what companies you let in to actually use the product.

But using a product and talking about product are two totally different things. And I don't want people to get that confused. When you come up with an idea, you should tell everybody about your idea. Because you need to validate that people actually need that. And you need to realize that a very small percentage of people on planet Earth have the fortitude to take an idea and actually turn it into anything at all. I mean, Tim, you know, there is so many people walking around town going well, that was my idea. I wish I would have done it. Yeah, sure. Whatever. Right. Like you thought of it 15 years ago. That's great. What did you do about it? No, nothing? Nothing. But I sure wish I would have. Yeah. And do you think it would have been the success that whatever you're talking about right now became? Oh, yeah, absolutely. No, it wouldn't have, wouldn't have. Because if you were so confident, and that's what you need for it to be anything, then you would have just done it. And it would have been that but you didn't do anything. You didn't act on it in any capacity. So you know, it's great. I mean, every time, every time you have an idea, Tim, about anything that is needed in the marketplace, 15 other people in the world at that exact moment have that exact idea. Only one of those people is going to move forward with it, though. So don't be afraid to tell people what it is. Don't be afraid to evangelize it and talk about it. You shouldn't hide it from the world from an idea standpoint. But when it gets into actually letting people into your code base, actually using it and figuring out what the secret sauce is, that's where I tend to be a little bit more critical of who I'm letting into the product. So is my product as exclusive as Clubhouse? Why ,yes, it is. It's an invite only deal. So that's the way it works.

Tim Bornholdt 54:22
Well and Clubhouse. You were talking about how like Facebook and Twitter could just come by and eat their lunch any day. And they probably have, you know, they tried doing that with stories, right, like LinkedIn famously like, I think all of us tried stories for a little bit. And then it's like, Okay, well, how does this feature fit into...

Josh Fedie 54:42
LinkedIn Stories, so ridiculous. It's horrible because what you're getting at here is all these tech companies are copying all these tech companies because everything's easy in tech when you work in tech. Right? You can build anything. We can do anything. Too many people don't stop and go, but does this actually make sense with what we've built? Why are we copying? Why did Instagram copy Tik Tck? Why did LinkedIn copy Instagram? Right? Why did they do that? Did it make any sense? Are you using stories at all on LinkedIn, Tim?

Tim Bornholdt 55:21
I took one story one time. And I think Garrio Harrison commented on it. And then that was it. I don't think anybody else.

Josh Fedie 55:27
That's a good comment.

Tim Bornholdt 55:28
I know I appreciated it. But I don't see the value in it. Because I don't want, like in a business context on LinkedIn, I want my content to be a little more evergreen and permanent than like a story of my personal life. Like it is perfect on Instagram to take a video of me eating a doughnut at some fancy donut place or something and sharing that with the world. But it's not like I'm sitting and like want to throw out like a fleeting tweet about some code I'm writing to the world. I'd rather make things more permanent.

Josh Fedie 55:59
This is this is where it's important though. As consumers, we have to be smart about how we use the technologies that come out. So we don't need to go off on a tangent about how to use different social channels. But the obvious point here is that you would use stories on a channel like Instagram in a different way than you would use stories on LinkedIn. What I would say to anyone that's like, Oh, what are these stories. I've got to check it out. Here's where I've found value in LinkedIn stories. LinkedIn stories have been a great way to produce something that is not evergreen content. And when Tim uses the word evergreen content for anyone outside the industry, it's just content that isn't like widely available forever and ever and ever, stuff that people can keep going back to. Stories has been a great way to test ideas, and to see what the quick reaction will be without having to fully commit to it. It's dipping your toe in the water on a business thought or a solution, a potential solution to a challenge that you've identified that you're trying to field, will my audience be receptive to that? That's where I've found the value in stories. So I'm not saying that there's zero value to it. I don't want to say that. I just think it's all in how you use the tools that are put in front of us. And sometimes we just have to be a little bit more creative with ourselves and allow ourselves to look at it a little differently than the easy answer, which is, Oh, LinkedIn stories, that must just be like Instagram stories. I'm going to use it the same way I do. And I'm going to put up a Tik Tok. No, probably not the best fit.

Tim Bornholdt 57:26
Yeah, that's a good point. I think I probably don't explore the tool as much as I should or think about it in more of a critical context than I could. But it's also, you know, with how many tools there are available to everybody, it's hard to keep up and stay on track with all of that unless you are like an immensely curious person like yourself, and you're like, Okay, well, let me sit and think how am I going to go through and use this to better my business. Because if it's launching on LinkedIn, then it's probably business related. Like I think if LinkedIn jumped on the steel Clubhouse mindset, that would be absolutely killer for them.

Josh Fedie 58:03
Without question. without question. Something like that can be powerful for LinkedIn. But again, I think that any company looking to start something like that up right now, again, just needs to look at the surroundings. Clubhouse is super popular right now, because we've all been in lockdown. We are all craving connections with people. And we're sick of being on a Zoom call all the time. The challenge with being on a Zoom call all the time is that we can't hide behind anything. People literally see the family room we live in. So we can't say we're super successful if our couch has like the arm missing, because our pitbull bit it off like two years ago, and we haven't been able to replace it yet. Right? I can't go take a picture in front of a Land Rover out in the neighborhood that's not mine and pretend it's mine anymore. It's really hard for some people to be that available and on camera all the time. And I think that that's where channels like Clubhouse right now are really winning, because in the absence of social interaction, and playing off of the fact that people don't want to always have to be on camera all done up with proper lighting and all that stuff. That's where it's winning. I don't know, I just I don't know what the future of Clubhouse is in a post COVID world. I really don't. I don't think I'm gonna want to spend as much time as I've been on it. And I'm only on it like maybe twice a week, maybe an hour each time. Right? I'm not on it that much right now. I find value in it, but not I mean, I'm seeing some people that get on at like 7am and don't get off till midnight. You know, it's kind of crazy. In a post COVID world I really hope that doesn't happen. So it'll be interesting to see what happens.

But, listen, Tim. I feel like this podcast, A, it's been nice and long. So everybody listening is like, wow, that dude, he talks a lot But, B, it's kind of like Seinfeld. It's the podcast about everything and nothing all at one time. I think we did a really good job of just covering pretty much every single base we possibly could have. So I'm really curious to hear from people when this is done coming out about where they found value and what parts of this they grabbed on to. I mean, you and me we could riff, we could just keep this thing recording for another 24 hours I think. But I think what we're gonna have to do is just do a part two one of these days, buddy.

Tim Bornholdt 1:00:30
I couldn't agree more and it's nice having like a fellow podcast host on the podcast, especially one like you were. I think there's some podcast hosts that are very produced and buttoned up and I'm not saying that you're not those things but in this context of riffing back and forth, it's nice that I don't have to do the go home and find a way to transition it out of here, so I'm glad that you did that for me. That was just clutch.

Josh Fedie 1:00:59
I saw you struggling to get me to shut up like my wife does and I thought I better just give him an easy out on this one because you know, Timmy B, you're my boy, man. I'm gonna help you out here Don't worry.

Tim Bornholdt 1:01:12
My usual podcasts that I listen to are like three plus hours anyways, so like an hour podcast is like, you know, this would be like just a light walk around the neighborhood real quick to get through this whole thing.

Josh Fedie 1:01:28
Right now there's someone on a Peloton right now going, Please, God, shut up. It's been an hour and I need to get off this stupid bike. I can't leave until I get all the value, right? ,

Tim Bornholdt 1:01:38
No, no, crank, crank it up, go uphill. Let's get this. We're gonna do one more sprint here. Josh, how can people find you and tell you how they can explain to you how they got value out of this podcast? Because I'd be damn curious to hear what people took away from here.

Josh Fedie 1:01:54
Yeah, I mean, if anything, right, we'll find out. So I think the best way to connect with me, I'm on LinkedIn a lot. So if we're not connected on LinkedIn, send me a connection request. Please, when you send me the connection request, let me know that you heard this episode, just so I know where you came from. Because I don't connect with everybody that connects with me. I try to keep my connections to people that I find value from and that find value from me, first and foremost. But LinkedIn, send me a note, if you're already connected, please send me a note. Tell me what you liked about this. If there's anything that you want me to expand on with Tim down the road, I'd love to do another episode with you, Tim. Other than that, if you go to SalesReach.io there will be a chatbot that pops up. We call him affectionately JoshBot, he looks a lot like me in a cartoon version. You can say whatever you want to him, he will accept just about anything. And all roads lead to a demo. So if what you're looking for is a demo of our software, just go engage with the bot and he'll get you a link to someone here's calendar, mine or one of the other members of the sales team. And we'll give you a full demo of the software and see if it's a good fit for your organization to help better enable your buyers to move forward with your company's deals.

Tim Bornholdt 1:03:07
Awesome. Josh, here every bit the gentlemen that you portray on the internet, and I appreciate you taking the time to chat with me today.

Josh Fedie 1:03:13
You know, what's great, I appreciate being on here as well. But as we're wrapping up, Kurt Schmidt literally just sent me a message with a YouTube question. Can you believe this stuff? I mean, are we just Kurt Schmidt's tech support, Tim?

Tim Bornholdt 1:03:24
I think so.

Josh Fedie 1:03:25
We mentioned him at the beginning of the show, so we're his fanboys. We're his cheerleaders. We're helping drive revenue and now he wants me to get off this podcast and give him an answer to a YouTube question. How fun, you know, I love that kind of stuff.

Tim Bornholdt 1:03:35
You give and you give and you give and just sometimes.

Josh Fedie 1:03:40
It's too much. It's too much. Nah, Tim, this was awesome. Thank you so much for having me as a guest. I would come back any time. I hope people find value out of this one. So really appreciate it.

Tim Bornholdt 1:03:49
Thanks, Josh.

Thanks to Josh for being on the podcast today. You can learn more about him and his company at SalesReach.io. Show notes can be found at constantvariables.co. You can get in touch with us by emailing hello@constantvariables.co. I'm @TimBornholdt on Twitter and the show is @CV_podcast. Today's episode was produced by Jenny Karkowski and edited by the magnificent Jordan Daoust.

If you have a minute quick before you leave, we'd love it if you left us a review on the Apple Podcast app. It doesn't take much time at all. And it seriously helps new people find our show. Just head to constantvariables.co/ review and we'll link you right there. This episode was brought to you by The Jed Mahonis Group. If you're looking for a technical team who can help make sense of mobile software development, give us a shout at jmg.mn.