Beyond the Mail Merge: How to Master True Relevance in B2B Sales | Leslie Venetz - 2033

Only 10 percent of sales messages actually explain why something should matter to the buyer. The other 90 percent are just decoration on a generic pitch. That stat comes from Leslie Venetz https://www.linkedin.com/in/leslievenetz, who audits thousands of sales messages every year and just released her USA Today bestseller, Profit-Generating Pipeline. She broke down what real relevance looks like, and the exact method she uses to build it. What Relevance Actually Means (And Why Most Sellers Miss It) Leslie defines relevance simply: a message has to be relevant to the person receiving it, not to the seller sending it. The biggest problem she sees is that most outreach centers on the seller's process, product, and company goals instead of the buyer. When she audits sales messaging, and she reviews thousands of messages a year, only about 10 percent actually explain why a piece of information should matter to the prospect. The Mail Merge Era: When "Fake Personalization" Felt Like Magic Back around 2012, Leslie ran a basic mail merge strategy that felt groundbreaking at the time. Prospects were genuinely impressed just to see their name and company pulled into an email. That tactic hasn't disappeared. It's evolved into things like mentioning a prospect's new job title or congratulating them on a funding round. The problem is the same one it's always been: something can be true about a prospect without being relevant to them right now. Personalization Versus Relevance Leslie draws a clear distinction: personalization is a fact about the prospect. Relevance is why that fact should matter to them today. I shared my own experience of digging through my inbox after the pandemic and realizing most pitches weren't even relevant to my actual role, let alone my actual problems. The real gap, in Leslie's words, is that most sellers never get into the buyer's emotional state, the specific pressure a person is under right now, not just their job title or industry. The Earn the Right Philosophy: De-Centering Yourself From the Pitch Leslie's core philosophy is called Earn the Right: before asking for a meeting, a call, or a contract, a seller has to earn the right to that person's attention. That means shifting language away from "I'm an account executive at [Company] and we sell [Feature]" toward messaging built entirely around the buyer's specific situation and outcome. The shift shows up in something as simple as word choice. Leslie says the biggest difference she sees in client messaging is emails that stop being about I, we, and our, and start being about you and your. The Five-Filter Segmentation Method Leslie's starting point for anyone new to territory planning is the five-filter method: four firmographic filters plus one demographic filter, layered together to turn a broad list into a hyper-specific one. She recommends starting with the demographic filter first, since narrowing a title, like going from "IT executives" down to just "CIO," forces a seller to ask what that exact role actually cares about. That one change alone, narrowing from a broad title to a specific one, has increased reply rates by more than 12 percent for her clients. A Real Client Example: Narrowing a Healthcare IT List Leslie walked through a real example from a global software company: a list originally aimed at "IT executives in healthcare" got narrowed down using all five filters. The firmographic filters included US-only, hospitals specifically, revenue between 100 million and a billion dollars, and customer service departments over 100 people. They also added a signal: whether the hospital had missed a recent best-of list. That detail alone reframed the entire pitch around better patient outcomes and service rankings, instead of generic product features. Shorter Emails, Longer Cadences A common mistake Leslie sees even after sellers embrace outcome-focused messaging: trying to cram everything they want to say into a single email. Her fix is to trust the cadence. Spread the story about a buyer's likely outcomes across multiple touches instead of one dense pitch. That shift also means holding off on a hard call to action early in a sequence, and letting later touches carry more of that weight. Why "More" Isn't a Strategy When results slow down, Leslie sees most teams reach for the same lever: hire more reps, send more emails, make more calls. Her pushback is direct: more is never the answer on its own, because it skips the harder work of understanding who you're actually talking to. Good segmentation is what makes every other activity, calls, emails, cadences, actually worth doing in the first place. The Marriage of Art and Science in Sales Leslie pushes back on using AI as a way to fully remove the seller from the process. If a prospect is expected to give their time and attention to a reply, the seller owes them a message that was actually written with care. The science side is the data: confirming you're talking to the right person, at the right account, about the right thing. The art side is judgment: knowing that just because something is technically personalized, like mentioning a promotion, doesn't mean it's the most relevant or human thing to say next. One Thing to Do Right Now to Get More Relevant Leslie's starting point for any sales leader: audit your current sales messaging and count how often it uses I, we, my, and our instead of you and your. That audit gives you real data on how self-centered your outreach actually is, even if it doesn't feel that way from the inside. From there, use AI for research instead of mass automation. Learn what a specific persona at a specific type of account actually cares about, then build that into the message. "More is not a strategy." — Leslie Venetz Resources Grab Leslie's book, Profit-Generating Pipeline: A Proven Formula to Earn Trust and Drive Revenue. https://salesledgtm.com/bookVisit Leslie's company, The Sales-Led GTM Agency. https://salesledgtm.com/Connect with Andy Paul, Leslie's mentor and host of The Win Rate Podcast, on LinkedIn. https://www.linkedin.com/in/realandypaul/Join our LinkedIn cohort and learn to prospect the right way. https://thesalesevangelist.com/linkedin-prospecting-course/Visit Blue Mango Studios for help creating podcast production content. https://bluemangostudios.com/ Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey http://thesalesevangelist.com/survey. https://tsesales.typeform.com/to/lc5yAa8P We’d love for you to join us for our next episodes by tuning in on Apple Podcast https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885, Google Podcast https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC, Stitcher https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald, or Spotify https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA. Audio provided by Free SFX, https://freesfx.co.uk/ Soundstripe https://soundstripe.com/, and Bensound http://www.bensound.com/. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

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• 1:53Speaker 00

  Relevance, you gotta have it. And if you don't, in today's day and age, you're not going to be successful in sales. My guest, Lesley Venets, is going to tell us exactly why. And you should check out her new book. Check it out.

• 2:15Speaker 00

  Hey, hey, hey, everyone. Welcome to another great episode of the Sales Evangelist Podcast. I'm your host, Donald C. Kelly, the Sales Evangelist. And I'm so excited for another great episode. I'm so excited to be here with you today. On this fantastic episode, I have the one and only Lesley Venetz. And Lesley and I, we go way back and she has a wealth of knowledge and sales experience. And you can find that information all just littered all over the place, especially on her LinkedIn profile. You can see her experience there. Right now, she just launched a new book and it's pretty amazing. You can find more information about it. It's Profit Generating Pipeline. And we have a link down in the show notes. And Lesley just opened up for the one and only Tony Robbins. And that was pretty cool. And you can find details about that as well.

• 2:59Speaker 00

  But Lesley's going to talk about it, but you can connect with her on LinkedIn. You could see some of the posts. But Lesley and I are big passionate fans about relevance. And right now, I feel that many of us need to have relevance and we can't do sales the old school way that we've done it in the past. You gotta come with information that make you stand out as relevant to that particular individual and relevant to some of the challenges they're facing. So Lesley's going to break that down for us. And if you haven't gotten paper and notes yet, or a notepad, or whatever you use, go ahead and get that because she's going to go into a masterclass right now. Check it out.

• 3:34Speaker 00

  Lesley, welcome to the show.

• 3:36Speaker 01

  Thank you. I'm here. I'm so excited.

• 3:39Speaker 00

  Well, I'm pumped to have you and you've just had a whirlwind of stuff going on. Congrats on the audiobook and also the, obviously the book launch and so forth. See that you're doing some amazing stuff with that. But you know, why did you take right now as this time to go into the labor of a book and create another sales book? What was on your mind?

• 4:00Speaker 01

  It is a labor. You got that right, Donald. A couple of things. I mean, I think one is that as cheesy as it might sound, I truly do feel like sharing knowledge is part of my sacred calling. Like I am here to share my knowledge with people and being able to put it in book format. And books are pretty affordable when it comes down to it. It gave me an opportunity to share what I know works with more people. And beyond that, Andy Paul, who you probably know has been a mentor for many, many years. Yeah, just an incredible person, an author, a multi bestselling author himself. And he helped me break down some of my limiting beliefs because originally I was like, why would I write a book? Who would care what I have to think?

• 4:45Speaker 01

  Hasn't everything already been written? And he made some very compelling points that while many, if not all, things in sales have already been written about in some way at some time. I have never shared my perspective on how I have sold, what has worked, what hasn't. And he really empowered me and encouraged me to share my voice and my knowledge. So shout out to Andy Paul.

• 5:09Speaker 00

  Big shout out. Andy is a legendary. And we've, I've been able to, you know, learn from him for a number of years now as from his content. I had him on a show, but yeah, legendary. So we'll link back to Andy's episode in the show notes. So if you don't know Andy, go meet him. Well, I'm glad you did that though. I'm glad you did take your take and shared your insights because I mean, the world obviously needs our own voices, right? And what we have, and you have some amazing stuff. One of the things that I love that you talk about and I'm passionate about is relevance. Can we go deep on relevance? Is that okay?

• 5:43Speaker 01

  I would be delighted.

• 5:46Speaker 00

  All right. So how would you define relevance first off in the context of selling?

• 5:50Speaker 01

  I think context of selling, relevance means that it has to be relevant to the recipient of the message. And I really focus on the recipient of the message, thinking it's relevant. Because the biggest, I think, challenge for sellers is that they are so centered. Like it's about them and their sales process and their product and their company that what they often think is relevant is not anything that their buyer, their prospect, or their customer even, is going to care about. And then one of the other things I would love to get your opinion on is a lot of this like fake relevance or disingenuous personalization that we're seeing out there.

• 6:35Speaker 00

  Yeah, I think, well, first off, your definition, I love the definition and how you hit that spot on there. And that helps set the frame for this. And yeah, we can dive into that fake relevance. I think that was something you probably, you know, you hit upon before in the prep call that we saw in the early days, let me say five years ago, right? Where it was, you know, do your merge tags or maybe 10 years, you know, do your merge tags and add something about the person's school or add something about their company from the news or whatnot. Though at that point, that was revolutionary. It was like, cool. You're not just pitching me. I think that's one of those fake relevancy factors that we see pop up these days and people think they're being relevant. What are some of the ones you're coming across and you see?

• 7:18Speaker 01

  It'll all be the first one to raise my hands. I ran a mail merge strategy, maybe like circa 2012, and it was groundbreaking. Like my colleagues, people from other business units were coming to me to be like, how have you made this magic happening? So I've done that and I can verify that at the time, like that truly was groundbreaking. And even prospects would be like, wow, this is amazing. Like field merge name, field merge company name. That also, I think, brings up a really important point, Donald, that often people confuse what they might describe as personalization with relevance.

• 7:58Speaker 01

  And so often when we're talking about being relevant to the buyer, the seller's like, oh, okay, I'm going to personalize. And so maybe 10 years ago, that personalization was a subject line with their name in it or a field merge that had their company name. And it's evolved since then. But a lot of that fake personalization that I see now, I think a really common one is just reading the news back to your prospect. Like I see you're the founder at company or I see you got a new job. And then you see it a lot with like triggers. Congrats on your series A, like, right? And it's personalized in that, yeah, it is something that is true about them or about their company.

• 8:42Speaker 01

  But I think it's important to recognize that just because we tell somebody something that is true about them, doesn't mean that it's relevant. And I audit, just like you, I mean, I audit hundreds, probably thousands of people's sales messaging every single year. And I would say maybe only 10% of those messages actually connect the dot between something that is true, that bit of personalization, and why it should actually matter to the prospect, why it's relevant.

• 9:15Speaker 00

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• 10:18Speaker 00

  And I think that last piece is what triggers hit me the most. When I first came up on this relevancy thing, it was probably, I want to say a post pandemic. My team and I, we were just going through and I was like, why am I, my executive assistant was taking over my inbox and doing a lot more with the inbox. And so as I kept paying attention more to it, a lot of the things that I was getting were emails to me that weren't for me in the organization. I was like, if anyone looked at anything, they could see they can reach out to Marine for that, or it was, you know, reach out to Christina for it. So it was, all of these things weren't relevant to me in particular. And I started digging deeper into it and I'm like, how many of these people know what my problem is that is relevant right now?

• 10:59Speaker 00

  Besides the fact that yes, you're a business owner, so therefore you must need a cheaper CRM and you want to bring down costs. Like that's a given. Everybody would love to bring down their costs, but what wasn't necessary going into the emotional state. And I think that's where people get lost. How do I get into the emotional state of the individual right now? What is it that sales managers going through that is new to the organization? And they are growing. Like, can you give me something that is going to be relevant to the issue that I'm facing on a day to day basis? And that's where I feel a lot of people drop the ball because that's harder, right?

• 11:28Speaker 01

  Yeah, it's harder and it's more time consuming. It does pay dividends. Like you get compounding results from taking the time to do that level of segmentation and research. Something that I talk about a lot is like my earn the right philosophy. And core to that is this idea, this call to sellers and sales leaders to de-center ourselves from the process so that we can center our prospects. And I see this happening a lot, that what is easiest to talk about is our product or service and the features of it. And so we have these incredibly self-centered or company-centered narratives in all of our messaging. I'm your account executive from blah, blah, blah. We sell our company, my product, right?

• 12:13Speaker 01

  It's just this incredibly self-centered language. And like, I think to overcome that, the first step that sellers and sales leaders have to do is better segmentation. Because it is going to be almost impossible to understand what outcomes matter most to your prospect. Like what is truly relevant, what's going to get their attention? If you are not crystal clear on who you are speaking to. So I think the most important step in getting relevant messaging out there that most people skip is actually the segmentation of their territory or of their lead list.

• 12:50Speaker 00

  Go deeper onto that. Like maybe you could use an example, maybe one of your clients or, you know, how, how would you go about? What are some different types of segmentation that someone can adopt if they're trying to be relevant? And we can come up with a scenario.

• 13:03Speaker 01

  Yeah, yeah, yeah. So the first thing that I teach is a five filter segmentation method. So anybody that is newer to this type of like territory planning or account segmentation, I think this is the easiest place to start. And we layer in four demographic filters and then one demographic filter. And so I can tell you, like, I can give you an example from a specific client, because this is the example I just used when I opened for Tony Robbins.

• 13:29Speaker 00

  Yeah, that's a pretty big deal.

• 13:33Speaker 01

  Yeah, thank you. Thank you. It was like, it was very special, very incredible. So here's what I often hear when I start working with clients. I'm like, okay, thanks for sharing these messages with me. Who are they written for? And it almost always sounds something like, oh, for, you know, pharma and CPG and macut manufacturing clients and mid-market, but sometimes also finance and sometimes, you know, also to hospitals, but sometimes also to startups. And so we have this very broad idea of maybe generally who we could sell to.

• 14:12Speaker 01

  And instead of taking the time to break that down and not ask ourselves, who could we sell to? But instead asking ourselves, as I segment this broader audience of folks into smaller lists, I'm able to ask, why would they buy from us? How can I earn the, you know, earn the right to their attention or to their time or to their consideration? And so I had a client, like a global software company based in New York City. And when I started working with them, their lead list sounded kind of like that. But they had one particular set of emails and it was going out to IT executives in healthcare. And so even just putting that five filter method over the emails that were going to IT executives in healthcare.

• 14:57Speaker 01

  And we'll go backwards because we'll start at the demographic filter because I like this small change, Donald. I've seen this increase reply rates like 12 plus percent. Because like, raise your hand if you've been victimized by a business executives like you type email. Like probably every single person listening to this. And so just changing it from all business executives or for them, like all IT executives to just the CIO does a couple of things. One, it forces you to ask, why would a CIO care about or approach this topic differently than perhaps like a director of cybersecurity?

• 15:38Speaker 01

  Right? Because even though they're both IT executives, they're going to have very different priorities. They're going to be measured by their boss in very different ways. So it forces us as the seller to position our messaging differently. And it also removes a bit of that crutch of being like, no, we're personalized. It's personalized because I'm sending it to IT executives. So they know it's for them. Right? And that's one of those like fake personalization crutches that I see a lot. So start with the, the demographic one. Again, just that simple switch I've seen increase reply rates by 12%. And then add four demographic filters. And I always tell folks to start with thermographics because they're right, they're in your CRM, they're so easy to use.

• 16:18Speaker 01

  So for that client, we did only in the US, instead of healthcare, we did only hospitals. We did revenue band between a hundred million and a billion, because we assumed at that revenue band, we'd be most likely to reach the CIO directly. And then we did a customer service over a hundred, customer service departments over a hundred headcount. Cause it was a customer service chatbot. So that was the threshold where we felt really confident that the business case would be strongest. And then in that example, we actually added a signal in as well. And the signal was that the hospital had not made the US News and World Report best of list.

• 16:59Speaker 01

  Right? And so it's, it's building this list and it's giving us this why now reason where we are not centered at all. We're like, okay, we're able to make these assumptions about what's going on in this business, where they can get value, what outcomes probably mattered to them related to the signal. And it completely changes the type of messaging that can be sent out because it's no longer like our chatbot and we'll save you time. And I believe, and instead it's 100% focused on better patient outcomes and better customer service rankings.

• 17:35Speaker 00

  What did that sound like when they started crafting messages?

• 17:39Speaker 01

  I would say the biggest difference, and I've seen this not just with that client, but with many, many clients, is that the emails stop being like I, our, we, my. And they start sounding like you, they, your. And so like, it's, it's a change in just who is the center of the emails. And you can see that in just the simple audit of how much of that like I, me, our language versus like you, your, they, them language is being used. So that's a pretty big one. And I think something else that I often see with clients is that they will make the first leap to writing outcome centric emails.

• 18:22Speaker 01

  But they will still put this tremendous pressure on themselves where they feel like every single email has to communicate everything they've ever wanted to say to this prospect.

• 18:32Speaker 00

  Yeah.

• 18:34Speaker 01

  Right? It's I, I find myself doing it sometimes too. And then I'm like, dial it back. The whole reason that we use campaigns or sequences or cadences, whatever term you want to say. The whole reason that we use these cadences is because we're able to then look at our segment, make some assumptions about them, derive outcomes that we believe are going to be relevant. And then tell that story about those outcomes over multiple touchpoints. And so one of the big changes I see are also shorter emails. And the sellers, the sales leaders putting less pressure to talk about specifically what their company or service is or does in their early emails.

• 19:17Speaker 01

  They are, I think, more willing to play ball with me and save some of those direct calls to action until later in the sequence or the cadence.

• 19:29Speaker 00

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• 20:14Speaker 00

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• 21:32Speaker 00

  One of the things that I found, this is fascinating by the way, and I think even thinking about like the way you did the, they didn't make the, you know, the, the health report or whatever that thing was. I can see how this emotionally can tie into that person's organization and what they're, what they're trying to achieve and how we can help them to achieve that. And the piece that I've also missed for years, and it wasn't up until, you know, recent years that I, I came across this, Leslie's was like how I need to stop, I need to look, think about this person and their upward trajectory within an organization is what I am proposing to help them with, going to help them with their career ladder or for success.

• 22:15Speaker 00

  Or are they going to look like a dope because they brought in this software that's not helping them? And I think there is, when you start thinking on that individual, the individual you're working towards. I love what you're saying, the messaging just evolves and it changed tremendously. And yeah, you don't need to give a whole lot. I, there are third guests in a row, right now I'm dead serious, that we spoke about the science of sales. And I think there's a blog post or something coming because I feel like sales, especially as we go further in the world of AI, I feel like you have to be more of a scientist or have the, you know, really have some data rather than just a pure art form. And what I mean by this, I can't just get out and wing it anymore. I'm just going to call and I'm going to use my Donald charm and I'm going to get into appointment.

• 22:59Speaker 00

  And it's more of like, are you going after the right people? Do you have the data to back that up? And are these people that are, you know, relevant to the issue that you have right now? And hearing the way you, you talk about the segmentation, those five layers, just help me to understand that if you're a seller or a sales leader, you gotta understand more of your, be more prepared, prepare yourself before you jump out and do the, the darn thing and make the phone call, just send the email. You know what I mean? Thoughts, feelings on this?

• 23:25Speaker 01

  I do, yeah, big time. Something that I come back to over and over again. It feels like maybe like the thing that I'm shouting on the top of the hill and I'm like, is anybody listening? Is that more is not a strategy. But what do we see folks do when times get tough over and over again? They decide they should just hire more reps to throw at the problem and they should send more emails, that they should make more phone calls. And so we constantly see more as the solve, but more is never the answer because more is not a strategy. I 100% agree with you that it is science, but it's, it's also still such an art. I think, so like I was saying, earn the right is my sales philosophy.

• 24:06Speaker 01

  And one of the things I come back to often in this like world of AI is when people are trying to like use AI as a silver bullet. So they literally don't have to communicate with their customers or they're doing this like in mass fake personalization with all of their messaging and it's fully automated. I'm just like, so you think that your prospect should take the time to read this email? And then to reply to this email and then it should be a positive reply? And they should also give you their like time and consideration on a demo. But you don't think that you owe it to them to write the email yourself?

• 24:49Speaker 01

  Like you think that like you can fully remove yourself from the process? And that still earns you the right to ask them for like their time and attention? I don't know. Don't, it bothers me because it feels like such a disconnect that all the ways we try to optimize are ways that we remove ourselves from doing the most important part of sales, which is creating that like genuine human connection and building trust, which is often done through some of those science pieces like, am I sure I'm talking to the right people about the right thing at the right time? But also some of those art pieces, like asking myself, hey, is telling them that they just got a promotion and then immediately talking about my product, is that actually relevant?

• 25:30Speaker 01

  Or is there something I could say that would allow me to create better, more human connection here?

• 25:37Speaker 00

  Yeah, no, I, I agree on that. And I think it's, you're spot on, on the sense of like, you can't, if we cut ourselves out of the whole process, then what is the use of us being there in the first place, right? And I think the way you've looked at the science side is the data, like can I become more relevant? And then marry that with my human behavior? And I think that's brilliant from that angle.

• 26:01Speaker 01

  Yeah. Yeah, because sales should still be fun and creative, right? Like, I'd love this topic of like the marriage of the art and science of sales because to your point, like getting out there and winging it and just like throwing spaghetti at the wall. And if, you know, you're not getting results, just like hiring more reps or sending more emails, that doesn't work. Like more is not a strategy, that does not work. And so having that scientific mind while you're really looking at the data, you were experimenting and iterating with what does work and what doesn't work and treating every single like lead and every single email with care.

• 26:39Speaker 01

  But then marrying that with some of the creativity of sales and like the passion for sales and human connection. I think it is, it's such a fun topic.

• 26:49Speaker 00

  Oh yeah, I love it. Speaking about creativity, that's our boy Dale Dupree there. He's a, him and Stu Heinecke, some of the most creative people when you think about jumping into sales.

• 27:00Speaker 01

  Yeah, I was just with them in Tennessee and also with Larry Long.

• 27:04Speaker 00

  Yeah. Larry, Larry Long Jr.

• 27:07Speaker 01

  We love Larry.

• 27:10Speaker 00

  Oh my goodness, he's just like this energy ball every Wednesday, man. You get that Wednesday motivation going. Leslie, we've tackled a lot on this topic of relevance. We covered, you know, a slew of things. If I'm a sales leader and I'm looking to help my team to become more relevant, if you were to summarize it in what we talked about into maybe one little paragraph, what would that one major thing be? Those backup, what should I start with? If I am new sales leader and I want my team to be more relevant, what is that one thing I can do right now to start to become more effective?

• 27:41Speaker 01

  Yeah, I think the first thing that we have to do is a little bit of a mindset pivot. And that's going to start with having an honest conversation about how good or bad our sales copy is right now. So in this idea of like earn the right and de-centering ourselves from the process, the first thing I would do is actually go audit my sales messaging to see how much is talking about your product and your company and that I, we, my, our language. And I think that will give you not just the gut check, but give you some of that science, give you some of that data to say, hey, I didn't feel like our emails were very self-centered seller centered. But using this audit, I can see that we have some work to do.

• 28:22Speaker 01

  And then I would use that sort of reality check as a catalyst to say, how can we use AI not to mass automate, but to research, to learn more about what this particular type of person, this persona at this particular type of account cares most about right now? And how can we incorporate more of those outcomes and those emotions into our messaging going forward?

• 28:45Speaker 00

  Amazing. Let's say I, I'm, I want to get access to your book and all the fun stuff that you have to offer. And perhaps I want to connect with you, maybe you can help us. What's the best way for me to go about doing so?

• 28:56Speaker 01

  Pop by the website, it's salesledgtm.com. But if you do salesledgtm.com/book, that's where you can get it on all the major retailers. But also if you have Spotify premium, it's free, the, the brand new audio book I just dropped that I narrated myself is free on Spotify premium right now.

• 29:15Speaker 00

  Dope. All right, all of our Spotify users out there, let's go jump on Spotify and get that. And take a screenshot and tag Leslie on LinkedIn when you start reading that. I know you'll be proud of that and excited as you study that material and adopt it. Leslie, you're fantastic. You bring a lot to our world and we're grateful to have you and we thank you for taking the time to come on our show today. Appreciate you being here.

• 29:35Speaker 01

  Thank you, it was a pleasure. I appreciate you.

• 29:44Speaker 00

  That was Leslie Vanets. If you haven't connected with her, connect with her on LinkedIn, check out her book. Go ahead and connect with us on Spotify and go down, start listening to the book. You can get there for free if you have Spotify premium as she shared. And you can go ahead and check out some of her content on LinkedIn. She is massively like doing so much amazing things, so many amazing things right now. And I highly encourage you to get on a train, the Leslie train and start following her and learn from her. I know you're going to find great wealth of knowledge and it's going to help you out tremendously. Listen, I want you to thrive. I want you to succeed. I want you to raise your level of thinking and I recommend you check this stuff out. And then you start applying these principles to become more relevant. But most importantly, I want you to go out and do big things. See you on the next one.

• 30:32Speaker 00

  The Sales Evangelist Podcast is created by the Sales Evangelist Sales Training Organization. It is produced by TSC Studios. Our podcast production manager is Nancy Paul. Our audio engineer is Jershun Obayal. Our video engineer is Dusan Kunado. Guest management is done by Jill Vito and Kristy Virtus. Our content writer is Carlisa Galberith. Our graphic designer is Yurvish Savalia. And I'm your host and executive producer, Donald C. Kelly.

• 31:06Speaker 00

  Sales Podcast Network.