Discover How Great Salespeople Embrace An Entrepreneurial Mindset

Join Patrick Riley President and CEO of Genhead and myself as we dive into an engaging discussion on the intersection of entrepreneurship and salesmanship. Discover how great salespeople embrace an entrepreneurial mindset to excel and why every entrepreneur must harness their inner salesperson to thrive. We explore real-world insights on personal branding, the art of storytelling in sales, and practical strategies for overcoming challenges. This episode is a treasure trove for anyone eager to elevate their sales game or grow their business in the fast-paced world of AI and technology.

 

Contact Pat

Website – www.genhead.com

Phone Number – 920-205-3589

 

Special Thank you to our Sponsor Genhead – www.genhead.com

 

Robb Conlon – Intro and outro – Westport Studio - https://www.westportstudiosllc.com/

 

The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489

 

Leighann Lovely: I am thrilled to record another episode of Love Your Sales with Patrick Riley, the CEO of Genhead, also our official sponsor of the Love Your Sales podcast. Patrick. Riley is a 30 year veteran in the sales industry. He has experience in senior management roles in manufacturing and logistics and technology sector .

Most recently, Mr. Riley was the CEO of new horizons of [00:02:00] Wisconsin. Um, but now the CEO of Genhead

 I am wildly thrilled to invite him to come on for the second time , to talk with me again about, you know, sales. And I am going to allow Pat to tell you a little bit about GenHead and their mission. So Pat, welcome again to the show. And why don't you tell us a little bit about.

Leighann Lovely: Your business now, Genhead.

Patrick Riley: Sure. I'm happy to be here. Thanks for having me again. Uh, Genhead is, uh, breaking new ground, uh, in AI, uh, lead generation and RevOps. And, uh, we are using artificial intelligence in every part of a company's front end. So everything from lead generation, To marketing automation, uh, to sales automation and [00:03:00] CRM activities.

Uh, we are a, a single, uh, location that can manage all of that under one. Uh, app and, uh, all your rev ops can be now managed in one place. And we can leverage AI to make it as effective, uh, and cost effective as possible for small to medium sized businesses. So small businesses can actually now, uh, join the AI revolution, uh, and, and benefit from it, uh, using GenHead.

And it's very exciting.

Leighann Lovely: It's, and it's, it is because I'm, I'm obviously a client customer of GenHead, I use GenSuite and it is an amazing tool. It really takes you from zero to a hundred.

Patrick Riley: Yeah. It's so

Leighann Lovely: cool.

Patrick Riley: I mean, it really, it, it's so cool. Every [00:04:00] day we're doing new things. I mean, we, we literally added a feature on Sunday that is going live on third or went live well today, Thursday went live today.

That's how fast AI is making our business change for our clients. It's, it's so exciting, you know, to be a part of it. Uh, and to, to watch these kids and I, I call them kids 'cause I've been around for a while. Uh, be able to, to take ideas that people that are more seasoned like ourselves have, you know, is it possible to do this?

And they go, mm sure. Gimme a day. And the next thing you know, you, you have the ability now to do, you know, XYZ and it's just incredible to be a part of it.

Leighann Lovely: So wait a second. Was I notified of the new feature that's happening?

Patrick Riley: You will be. You will be. Okay. It's [00:05:00] really cool. Awesome. You'll

Leighann Lovely: like it. Awesome.

You'll like it. Yes. And I always, I always look forward to the new features that pop up as you know, as a ground level, you know, user of the, of the, um, the suite and being able to, um, obviously then convey that to, you know, people that I work with on how they need to be using the, the product. Right.

Patrick Riley: Yeah. So it's neat.

Leighann Lovely: Yeah. And I've, I've only scratched the surface as I've continued to use the product and, you know, continue to learn new things on my own, um, as I navigate through it. So it's, it's definitely fun. So, so, you know, obviously it didn't bring you in here or bring you on to sit here and talk all day long about.

Selling your product. However, I'm sure that we, you and I could do that all day, but

Patrick Riley: I could, I could do that, but I think we're here to talk about, uh, a topic that we, uh, that we worked on together. So we should probably get into that.

Leighann Lovely: [00:06:00] Right. Before everybody goes, okay, what are they doing? I'm having a sales podcast where they're just going to sell us stuff.

So we, we talked, um, you know, prior to this about the idea that, um, Entrepreneurs are salespeople, but salespeople as entrepreneurs, the whole promise that, and so let's, let's dive into that. The whole concept that, one, a salesperson taking more of that entrepreneurial type mindset, would it be, or yeah.

So let's, let's dive into that. Yeah.

Patrick Riley: So what we were talking about the other day, and it just sort of came to me as we were just sort of bouncing ideas off of each other is that salespeople need to be entrepreneurs and entrepreneurs, small business owners [00:07:00] need to be salespeople. And so if we take sort of the first part of that, uh, and talk about that first.

Sales people, good, good, and great. And that's really what you talk about on your podcast, which is one of the things that I like about it is you don't talk about how to be a mediocre sales people, you talk to a person, you talk about how to be a great salesperson. And so I really believe to be a great salesperson, you have to take an entrepreneurial, uh, mindset, a concept.

However you want to phrase it or, or, or, or get, get your head around it. Um, you have to feel like you are in business for yourself. And if, if you, if you have an employer, let's say you're a salesperson for a company to feel like that company is your [00:08:00] biggest supplier, but you are in business for yourself, because if you don't have that kind of mindset.

You will, you will have limits to how well you can ever do. You will put limits on yourself. Either, either you, you will do them purposefully, uh, or they, they will just, they will just float in your mind. Well, I can only make this many calls today because that's what the company says. You know, you're supposed to, you're supposed to make 50 calls.

So I made my 50 calls and I'm done. Right. That's what, that's what an employee does. What great salespeople do is they throw that out and they say, I need to hit my personal goals. For my family and for me as a high achiever. And I don't care [00:09:00] what the company says. I don't care if the company says make 50 calls, I'm going to make 80 calls because I know that I need to hit that ultimate.

Uh, outcome and here

Leighann Lovely: and so go ahead. And what you're saying is it's completely resignating with me right now, because I, anytime anybody set a bar for me, whether it be in high school sports, whether it be in, you know, the. And when somebody said to me personally, so now I'm, I'm, I'm, you know, it's resignating with me here for just a moment, but it was, oh, you can't do this or, you know, here's what, you know, we, your expectations.

It was always, oh, well, you think that's all I can do. Great. I'm going to do this. And that was always the thing that, well, I'm going to blow that record out of the water.

Patrick Riley: And that, [00:10:00] yeah, in my entire career and, and I've, I've, I've sold. Um, about a billion dollars of product in my career. I never had a quota and I, but I was always a high achiever and, and my bosses never felt that they needed to give me a quota because I was being, I was difficult for them because I was bringing in so much business that they had to figure out how to supply it.

Right. Because I had a mindset that I was my own little bit. I was my own little unit. And it doesn't make you not attached to the company that you work for. In fact, it makes you more attached to them because they become reliant on you more than anything else [00:11:00] because you're their engine. Okay, when you become when you become the top sales person, you become the top sales earner for one.

Okay. But you also become their growth engine and they will come to you and say, okay, you are doing something that is different than everybody else. How are you doing this? Right, right. You a lot of times those high achievers don't have time, uh, to, to, to deal with the people that are not willing to make the sacrifices and that gap between I'm going to make my 50 calls because that's what the company says.

And I'm going to do whatever it takes to hit my personal goals. That gap is the gap between good and great. And I think it's an entrepreneurial [00:12:00] mindset that I'm in business for myself.

Leighann Lovely: Absolutely. And this goes back. So I'm gonna, I'm gonna do a callback here really quick to the first conversation that I had with, with Sarah Bauer, um, on episode one, where we talked about sales being the only profession in the world where you can write your own ticket, where you are absolutely unlimited.

You are paid for it. You are paid exactly what you are worth, meaning that if you go in and you want to just meet the quota that your, that your company sets for you, you are being paid exactly what they told you that you would be paid basically. But if you decide that, wait a second, I don't want to make the 120, 000 that they said that I could make in my first or second year, I want to make.

150, 000. I want to make the 180, 000. I want [00:13:00] to make the hundred, which is why great salespeople always look to make sure that there is no cap. Am I going to be capped? If I hit 200, 000 and then I can't get any higher. Well, that's not the job for me. Like I want to be able to know that the sky is, you know, that the moon, that the universe is flailing my hands, then is the absolute limit because I don't.

I don't want anybody to have to put me in a box and say, here's what you're going to make. And there are people out there. We need everybody else. We need everybody else to know that this year I'm going to make 80, 000 and that I'm perfectly comfortable with that. And then next year, hopefully they'll give me a, my 3 percent raise, and I will continue to make my way up that ladder.

And I'm going to be comfortable and I'm going to be happy and I'm secure. But then there's the other side of the [00:14:00] You know, of the world where like, Hey, I will work for my whatever base, 60, 000 base. And I will go out and I'll make 200, 000 at the end of the year because I worked my butt off to be the best at what I was selling.

But that takes somebody. I

Patrick Riley: never put caps on every, every job, every sales job that I hired for. Um, and, and I, and I, and I put that in the job description that your earnings are unlimited because I didn't want somebody that was comfortable with having their, uh, earnings cap.

Leighann Lovely: Right. And there shouldn't be, if the company is making money.

Why are we capping what the, the salesperson is capable of making? And again, going back to your point, if the person looks at this, if I, as the salesperson go, [00:15:00] my company is also my client and you treat them as, okay. They're also my client and my, like you said, the engine. To be able to support my other clients.

So I'm in the middle, I'm the entrepreneur. I treat them like a client here. I treat them together. I marry them together to make the happy match. You truly are acting as an entrepreneur.

Patrick Riley: Absolutely. You are sell, you are, you are selling the products or services, uh, that your company that, that pays you.

Provides to the marketplace at large, that makes sense and and you are, you are putting those, you're marrying those things together, but you're doing it. The other part of this, uh, that I wrote down that I wanted to make sure that we hit is is high achievers that [00:16:00] have the entrepreneurial mindset not only do not, uh, limit themselves from an activity standpoint, but Uh, which is important.

It is hard work. I mean, the activity is hard work. Sometimes it can be a grind. Sometimes it can be tough. There's a lot of doors to knock on and things like that, even if we're doing it virtually. But the other side of it is creativity. High achievers are creative. They don't follow the basic script of how to find new business.

And so they will, uh, find a new way to knock on a new door. They will go to networking events or they will go to, uh, chamber of commerce. So they'll go, I mean, and, and those are real basic ones, but they, they will [00:17:00] find where their market goes and they will get there and they will become a part of their marketplace.

And that allows them to be a trusted advisor. And when they become a trusted advisor, they're no longer selling anything. They're providing value to their marketplace and the product or service that they're providing is just, just flows in because that's what the, that's what their, their, their market needs.

And, and so that creativity. Combined with the hard work and the feeling that I'm in business for myself, those three areas, I think, define a high performing salesperson, regardless of what they do. Market or market conditions. [00:18:00]

Leighann Lovely: And here's why, because they are top of mind. They're the trusted advisor.

They're the person who's constantly in front of everybody. So that when their network, their community, their people go, Oh, I know somebody who has that problem. I'll talk to you. They're the person. Even in, and, and. Everybody, when I think of my, when I have a plumbing problem, I have my person when I have a guy, right?

I got it. I got

Patrick Riley: it. You got a guy,

Leighann Lovely: right? And so, you know, when I, and in my network, the first thing that I do when I have something that I need, when I have a need, when I think, oh, I need a landscaper, I need this, I need that. The first thing I do is go to my community. Because my community has [00:19:00] a guy and we say a guy, a gal, a person, we got, we got a person.

Patrick Riley: It's no longer a guy, but, but we joke and we got, I got a guy, right? Exactly. It's like a thing, right? Right. And the great, the great salespeople become that person and, uh, and, uh, they do it by, by those kind of those three tenets. Of creativity, you know, work ethic, uh, and, and sort of stick to it. And this is, is, is another, another big part of it is, is, is if it doesn't work once they don't give up and, uh, and that's, that's really a big part.

Leighann Lovely: And in my coaching, I talk about the three buckets to success. And there's, you have to hit all of them. You can't deny your cold calling. You can't deny your social. [00:20:00] And when I, you know, I talk about social being not just your being out and networking, but also your social posting and that type of thing and,

Patrick Riley: you know, digital is key now.

Leighann Lovely: Correct. You know, there are, there are, are multiple different avenues that you have to make sure that you're continuously, you know, and you're in person, you're, you're, you know, all the different things that you have to make sure that you're now, as we transition into an entrepreneur as a salesperson, I'm going to just make this last statement because The other thing that a salesperson, even representing a company, they have, what they're doing here is branding themselves.

And people forget, they're like, no, I'm with a company. I don't need to be on LinkedIn positioning, but here's the thing. You're branding yourself as the expert in [00:21:00] fill in the blank for that company. And even if you leave that company, you still want to serve that same industry. If you've really positioned yourself properly, sometimes your clients follow you because they love you.

You bring up,

Patrick Riley: you bring up an excellent point. And it's a point, it's a good transition point because it's, it's one of the anchors of, uh, both great salespeople and great entrepreneurs and that both of them and that's personal branding. Because an entrepreneur needs personal branding and great salespeople need personal branding.

Correct. Uh, you know, and, and yes, it's tied in with their corporate roles. But [00:22:00] they also need to have branding that is separate from that. And, uh, and, and it's very important today. You know, I post on LinkedIn. I try to post every day. I'm not, I'm not getting to every day yet, but I'm doing probably every other day right now.

You're doing what? Where, where I'm trying to post on, I've got like five topics that I think I know something about. And I'm trying to post on one of those five topics every day. That's my, that's my goal. And I'm getting there. I'm working on it. And, um, and that is part of my personal brand is to add, try to add value to my, to my network on LinkedIn, which is pretty good.

And, and share some things that I think that I know, um, and, uh, and that is upping my personal brand. Yes, it [00:23:00] helps Genhead, but it's not coming from Genhead. It's coming from me and, uh, and good and great salespeople and good and great entrepreneurs understand that, that they need to be out there in the digital marketplace, especially also person to person working on their personal brand.

Because that helps them to become a trusted advisor, a

Leighann Lovely: trusted

Patrick Riley: expert

Leighann Lovely: and a subject matter expert in their area of expertise. And here's an example, you know, people who knew me from my previous career, HR. So I had an HR podcast, right? When I pivoted to love your sales, people were still going, wait. Can I still come to you with my HR questions?

And I'm like, well, yeah, sure. No, well, no, I'm really more of a sales, trying to do the [00:24:00] sales, but I had branded myself for so many years in that space. I, I did what I was planning on doing. And it, if you can do that to the point where, where it's actually hard to separate yourself at that point where people are like, wait, that is, that is what that is.

And it follows you. You've just branded yourself. The right way

Patrick Riley: you've just, and that's, and that, that branding is important. And so as, as we start to talk about the, the entrepreneur as a sales person, this is where we start to talk about a pain point because, um, I know a lot of solopreneurs, um, through, uh, various organizations that I belong to and [00:25:00] the prototypical solopreneur.

Is someone who is really good at doing something, whatever it is, maybe it's coaching, maybe they're a plumber, maybe they're a welder, maybe they're, uh, an accountant, uh, you know, they could be, uh, an attorney, whatever it is there, but they're good at a skill and they want to go out and get into business for themselves.

Great. The problem then lies that they're good at what they do. But they're not necessarily great at running a business, right? And you and I, you and I have seen, you and I have seen our share of these people. And they're really good people and lovely people and really good at what they do. But what happens a lot of times is they start [00:26:00] this and maybe they even have a customer when they start.

A lot of times that's what happens is, is, is they have a relationship with someone or a couple of people and they say, you know what, that's enough for me to get started. And they get started. Well, they'll start coming in and they start figuring it out that they can't make a living on two customers. And, and they start panicking cause they don't really know what to do.

Well, what you have to do is add gas to the fire and the gas are new customers. And the way to get new customers is through selling folks. And they become

Leighann Lovely: wildly disappointed when they wake up one morning going, Oh, I have to be a

Patrick Riley: salesperson. And they hate it, right? They hate the concept of it, the very idea of an attorney, let's say, or an accountant, having to [00:27:00] go and, and in their mind, lower themselves to be a sales person to make their business work is just, Awful, right?

But the reality is, is that every entrepreneur has to be a salesperson. And, and the best way that I've, I've coached friends of mine that have been in that situation is, is to, to not feel like you're a salesperson, but feel like you're a storyteller. Because what entrepreneurs need to do. That's a little different than what salespeople need to do because entrepreneurs get some grace in the marketplace because the marketplace is not expecting an attorney necessarily, let's [00:28:00] say, well, attorneys might be a little bit different because attorneys have their own little Their own little place in the world.

But let's, let's just say an accountant, um, the marketplace is not expecting an accountant to be a great salesperson, but if an accountant can tell a compelling story, About why they are where they are and what makes them different than other accountants. That's kind of good enough, but they have to do it to people.

They have to get out of their chairs. Get out in the world and they have to do it to people that they don't know. And, and that people is sales. Now you're telling the story, which makes it softer and easier and better for them to handle. [00:29:00] Uh, because it's not so much, you know, Hey, do you want to buy something?

It's just leading them down the path of, Hey, you know what? I could use that. And we had a lot of that with Jen had in the early days. I wasn't selling anything. I was just, you know, people were asking me after I sold my last company, Hey, what are you doing? And I would tell them what we were doing with gen head and people would go, I want that.

Leighann Lovely: And I

Patrick Riley: go, Oh, okay. Um, let's get together and talk about that. I mean, I really wasn't. Even though I was, I was historically in the sales and marketing parts of businesses, I really wasn't selling it. I was just talking to people about what I was doing.

Leighann Lovely: And now let's, and I'm going to throw this in here for a second, Pat, because not only as an entrepreneur, you know, who starts off has a couple of customers and clients, they have to execute on [00:30:00] this.

And for the most part, you know, you're, you're everything. You're executing on it. You're doing the work. You're getting your website up and running. You're paying the bills. You're making

Patrick Riley: your own coffee. You're doing everything.

Leighann Lovely: You're vacuuming your office and cleaning it and making sure that all of the things are being done.

And then, now what we're saying is, yeah, lawyers, accountants, whatever you might be, by the way, by the way, you now have to get out there, get out of your comfort zone of being behind a desk and talking people through their accounting. You also have to sell. If you want to, you want to. Grow if you want to be there in a year from now, or 2 years from now, you also have to be able to continue to sell [00:31:00] the product to bring in new clients.

And no, this is not, I'm not trying to do shock factor. I'm not trying to do like, oh, my God, I shouldn't do this. It's the reality. Of entrepreneurship and unless you are a, like an immediate, like, I want this, I have to, unless you are an actual physical location where people are drawn into buy your product, like a McDonald's, people aren't going to just walk in your door now.

And I have, and Pat, you have seen plenty of attorneys stand up and do amazing pitches where you're like, wow. Okay. Um, that was. That was awesome. Like I've seen an accountants as well where they stand up and they do their, their 32nd pitch. And you're like, I didn't know that, you know, accountants got out there.

Yeah. Right. And those are the people who [00:32:00] That I didn't at the time that I first met them, I was still, I was still incorporated and I went, Oh, I'll never use them. But now I'm their client. And I'm like, Oh, okay. I had no idea that, you know, the four years ago when I first saw her do her 32nd pitch that one day I would become her clients.

Patrick Riley: Exactly. Well, and, and again, as, as an entrepreneur, you get to tell your story because it's your story. You own it. Right. Right. And, and, um, you know, with, without doing that, you will die. Right. And the number one reason that small businesses fail, and they, they fail at a very high rate. And the, and the number one reason, and it's the overwhelming reason, is that they run out of cash.

Right. If you don't have cash, you're out of business. And the number one reason that they run out of cash is that they don't [00:33:00] have enough sales. So it's, it's a very simple equation. You need gas to make the car. Okay. . You need to bring in new business. You must do this. It's also the same thing for a salesperson.

A salesperson must bring in new business because you have a leaky bucket. You just don't know how leaky it is because you're losing clients. Either to new technologies or competitors or changes in market or whatever it is, you're losing, business that you have right now. And you have to keep filling that bucket.

And, uh, the same is true for entrepreneurs. And I think that's why it's important that we talk about great salespeople are entrepreneurs and great entrepreneurs. Also recognize that they [00:34:00] have to, they have to do sales, uh, in some way or another now they get again. They get a little grace. Uh, I worked for a very small manufacturing company, which we turned into a nice size manufacturing company together.

Um, and and my 1st boss there, um, who was the founder of the company. Uh, and I would go on sales calls and, you know, you know, there's, there's some kind of rules to sales where you, you, you want to speak less than, than the client does, you want to ask some leading questions and get them talking and all of those kinds of things.

And you don't want to promote too much and all that kind of stuff. And this guy followed none of the rules. He would go in there, he would go in there and he would say, Listen, I founded this company and here's what we're about. And he would just, he would just, [00:35:00] just completely not follow any of the rules and people would buy they would buy because he was sincere and he was, he was the owner of the place and, , and he was very likable first of all, and I still like him.

, he was the entrepreneur. And people gave him a lot of grace. If I tried to do that as just the account executive, which was my title at the time, I would get hammered, but he could come in as the president CEO and, and founder and say, listen, this is why we founded this company. This is what we're about.

And if you want that, we're your guy and people would go, I want that and that's what entrepreneurs can do. They don't need to necessarily, you know, learn every nuance that sales people need to learn, but what they [00:36:00] do have to do is get their butt out of their chair and get out there.

And get telling their story because if they don't do that, they're going to go out of business.

Leighann Lovely: They have to get comfortable with the uncomfortable because for the most, for the most part, unless you, you know, and one of the main questions that I ask everybody that I work with, everybody that comes in either as a consulting client or as a new business that I'm, that I'm assisting in another way.

Have you ever been a sales person? And nine times out of 10, by the time they're coming to me, they're like, I haven't. And it's like, okay, so now I know where to start because most likely they don't even know how to conduct a discovery call. Most likely they don't even know. And. So often you hear all the advice out there [00:37:00] that, you know, you go to tick tock, you go to, it's always about how to close.

We're going to teach you how to close. Well, wait a second. What about teaching how to just have a conversation, a sales conversation? What about the first steps? What about getting somebody to, you know, open up to you about what their true need is, not what their want is. It's because quite often what their want is and what their need is don't totally match.

Patrick Riley: I generally, to be honest with you, in this stage of my career, I generally don't close. I don't, I don't, we get to a point where it's like, I go, I closed a big deal last for us last Friday. And we, we got done talking through all the details of what they wanted and what we could [00:38:00] do and how we would do it and the timelines and just, we just went through the project and back and forth and, and show them what GenSuite look like and how it would work.

And just, just, we just talked. Right. And we, we got done and I said, well, do you want to buy it?

And that's the beauty. And they went, yeah. And they went, yeah. We do. And I said, okay, so we'll get you a contract and we'll start next week. And they get, and the guy went, yeah, good. And that was it.

Leighann Lovely: And that's the beauty of when you become, when you become so seasoned is that your conversation, you've gotten to the point where your conversation leads them into closing themselves.

Is that you're, you're never in a state of, okay, now let's get to the objections. Let's overcome the objections. Let's do, let's do the soft close. Let's do the hard close. Let's do, you've gotten so good at figuring out how to overcome all of the objections in a simple [00:39:00] conversation that you, you don't even have to, and, and then you've gotten so comfortable that you go, okay, are you ready to, you know, is there any final questions that you have that, that I haven't covered?

Great. Okay. So is this the right product for you? Do you want to buy? Yep. Okay. Excellent. So here's, here's the next steps. This is, this is our process. And that is, that is the, the, the beauty of when you get to a point in your career where you go, wow, I've, I've, I've figured this out. Like, And I remember my early days where I would have my proposal and I'd go in and I'd go through all the steps and then I'd be like, is there any questions?

And then they would come back with an objection and I'd go back to the office and I'm like, how do I overcome this objection? And blah, blah, blah. And I'd work through all the steps and I'd figure it all out. And nowadays there's, there's no, you know, there's, I, [00:40:00] I don't even think about what those objections Would look like because I'm already having conversations to put them to bed before they even come up in the conversation

Patrick Riley: Yeah, you work really hard on the front end, correct?

We when we were when we were younger we would we were too afraid to work hard on the front end Mm hmm. We were so thrilled that we had a prospect

Leighann Lovely: Coming in with our binders. Binders with our binders and our,

Patrick Riley: and our, yeah. And our, our little briefcases and all that kind of stuff. Right. And we were so thrilled that we had a prospect that we wouldn't challenge them ever.

Right. Correct. Because we didn't wanna lose them. And so what would happen is, is that we wouldn't deal with any kind of. Uh, you know, questions or is this a fit or does this work or, you know, what, what are your [00:41:00] needs or any of those kinds of things on the front end? Because we didn't want to lose them. We just, we were so excited that it was like, it was like, we had a new puppy and we were like, we don't care if it pees on the floor.

Just just give me the thing, you know, and, uh, and so then we get to the end and we hadn't done the front end work. And so that's when we got all the objections, right? And so it got to be hard at the back end. Now, when you're more seasoned, you realize. That all the work is on the front end. That's where you find out if it's a fit.

And if you do that, right, then you just go through and you're just exploring together, whether or not this product service, whatever it might be, is the right thing for both of you. Because they might, you may have a great product that works for them, but they might not have the budget. So you [00:42:00] may say, you know what, this doesn't work for us.

I'm sorry. Correct. Yes. And

Leighann Lovely: that is the beauty of, of becoming that final. That is the beauty of, of getting to, well, first being an entrepreneur and being able to. Not have to go back to your boss and be like, I decided not to work with them and have your boss go, what do you mean? Being able to make those decisions.

I think the first time that I said this isn't the right fit was the most liberating most. And I went, wow, that, that felt great. Like, I don't want to work with that person and they don't, I don't, they're not going to be a good fit for me. It just felt great to be able to say, I don't have to, like, I, But Pat, we are coming to time.

I could, I would love to continue this conversation, but you know, we are coming to time. So 30 seconds, [00:43:00] shameless pitch. If you would like to, um, you know, continue on with a little bit more information about gen head or anything else, actually. Um, so the floor is yours.

Patrick Riley: Sure, I appreciate that. Well, as I said earlier, Jen Head is leading the way with AI lead generation and marketing automation for small to medium sized businesses.

We work with everybody from solopreneurs to, uh, companies, uh, up to a hundred employees, and we help them leverage AI, uh, to grow their businesses fast. And we've been very successful doing so. Uh, we are, uh, a growing, uh, concern and, uh, have experts in. Uh, A. I. Marketing, website design, S. E. O. Uh, everything a small businesses needs to be able to take advantage of the new area [00:44:00] of rev ops.

And that's where revenue generation meets sales operations. Uh, and and bringing those two areas together helps small to medium sized businesses. Manage everything that happens on the front end of your business. So everything on the sales side and on the pre sales side gets managed and automated so that your customers are constantly getting communicated with, for example, where their orders are or, uh, customer service type things, sales issues, all of those kinds of things are automated using AI.

It's a very, very cool system. You can go to ww www dot gen head, gen head.com, um, or you can dial 8 4 4. Uh, Jim [00:45:00] had and, uh, speak to us and we'd be happy to start.

Leighann Lovely: Awesome. And in the show notes, you will be able to find the links. You will be able to find the information on how to contact, um, Jen had and, um, Pat and his team.

So again, Pat, thank you so much for this awesome conversation.

Patrick Riley: Absolutely. It was great talking to you again, Leighann. Have a great day.

Leighann Lovely: You too.