"I Could Do More Business With the People I Have on Hand" — Transcript

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1. 0:00My name is Alberto. Uh I own a software
2. 0:02consulting firm based in Puerto Rico. So
3. 0:05we do software businesses and automation
4. 0:07mostly for government agencies. Okay.
5. 0:09>> Just because in Puerto Rico that's the
6. 0:11biggest customer.
7. 0:12>> So uh we started exporting a few years
8. 0:14ago and it's going good. Um um
9. 0:19what
10. 0:19>> do you pay no taxes or do you have to
11. 0:20pay taxes?
12. 0:21>> We we can we can have that conversation
13. 0:23later.
14. 0:24>> We pay we pay uh less taxes on
15. 0:27>> No. [laughter] We pay less taxes on
16. 0:29exports.
17. 0:30>> Yeah. Yeah. Of course.
18. 0:31>> And we do export services
19. 0:32>> and we get tax credits on R&D. Um
20. 0:35>> uh we are at the 4 million mark and um I
21. 0:38put in the intake form 10 million just
22. 0:41because I want to get out of that place.
23. 0:42>> Sure.
24. 0:43>> Um but I really after doing the Aida
25. 0:45exercise yesterday, I think I want to I
26. 0:48want to do 2250.
27. 0:50>> Okay.
28. 0:50>> Uh just so I can grow my multiple and
29. 0:53maybe exit.
30. 0:54>> Sure. Uh my biggest uh problem when I
31. 0:57came here I thought it was marketing and
32. 1:00sales.
33. 1:00>> Mh.
34. 1:01>> And uh after being here two days I think
35. 1:03it's hiring and focus.
36. 1:05>> Okay.
37. 1:06>> Um we do very little ad spend like very
38. 1:09little.
39. 1:10>> Okay.
40. 1:11>> Almost less than 5,000 a month or less
41. 1:13than 1,000 a month.
42. 1:15>> Well government's your your customer,
43. 1:17right?
44. 1:17>> Yeah.
45. 1:18>> I mean are they is the government
46. 1:19responding to ads?
47. 1:21>> That's a real question. Like
48. 1:22>> Yeah. Uh, well, we get we get
49. 1:24appointments. Yeah. Um,
50. 1:26>> from people who work at agencies.
51. 1:27>> Yeah. They need they have needs. And
52. 1:29>> you were the first person I've actually
53. 1:30ever heard.
54. 1:31>> Well, it's not the federal government in
55. 1:32Puerto Rico. It's kind of a little bit
56. 1:34different. [laughter]
57. 1:36>> It's the government.
58. 1:38>> It's the government.
59. 1:39>> Got it. Um, but but we we have found
60. 1:41traction uh by outsourcing services to
61. 1:44companies in the US.
62. 1:45>> Okay. that have to do the business or
63. 1:48the software inside of the US, right?
64. 1:50>> But they want a cheaper price or less
65. 1:52expensive. Okay.
66. 1:54>> And so we have been getting traction
67. 1:55with those clients uh for the federal
68. 1:58government, not directly.
69. 2:00>> Okay.
70. 2:00>> Um so uh we want to increase the
71. 2:04revenue.
72. 2:04>> So let me ask the question. So you said
73. 2:06that you feel like you're stuck is focus
74. 2:09which I'll get to in a second and the
75. 2:11other was manpower, right?
76. 2:12>> Yeah.
77. 2:13>> Okay. So, right now, if we go through
78. 2:15all this thing, do you have more
79. 2:16business than you can handle?
80. 2:17>> Uh, no. I could I could do more business
81. 2:20with the people I have on hand.
82. 2:21>> Okay. So, then do you still feel like
83. 2:22you're manpower constrained?
84. 2:24>> Well, uh, maybe not the right people for
85. 2:26the right job. Um, um, and marketing.
86. 2:29We're doing very little videos and we
87. 2:30have our production.
88. 2:31>> But all that is demand.
89. 2:33>> What?
90. 2:33>> All that's demand though.
91. 2:35>> Yeah. I should be
92. 2:36>> delivery wise. Deliverywise.
93. 2:39>> I'm okay.
94. 2:40>> Okay. I can do more with what I can I
95. 2:42can get up to six million with what I
96. 2:44have right now.
97. 2:45>> Got it. So you have 50% that's sitting
98. 2:46there.
99. 2:47>> I when I meant hiring I think it it's
100. 2:49more in the sales um more sales people.
101. 2:52>> But you are demand constrainted.
102. 2:54>> Yeah.
103. 2:54>> Okay. You could use more customers than
104. 2:56than you have.
105. 2:57>> Yeah.
106. 2:58>> Okay. But to get more customers you need
107. 3:00to get leads and then convert those
108. 3:02leads. Right. The getting lead side the
109. 3:04ads seem to work. Okay.
110. 3:06>> Yeah.
111. 3:06>> Okay. So then downfunnel, right?
112. 3:10>> So is it that the sales rep that you
113. 3:12have is fully allocated or that they
114. 3:14can't close the door?
115. 3:16>> No training, no scripting. I learned all
116. 3:18that yesterday.
117. 3:19>> Yeah, those are important.
118. 3:20>> Yeah, they I have like a few unicorns
119. 3:23that they go out and do face to face and
120. 3:25they close leads,
121. 3:26>> but I have only two.
122. 3:28>> Okay.
123. 3:28>> And uh I used to do that myself. I I
124. 3:31wanted it to get out of that area.
125. 3:33>> Yeah. And um so I that's what I learned
126. 3:36yesterday that I need to systemize the
127. 3:39selling process because I'm an engineer
128. 3:41myself. So I'm I was very good on SOPs
129. 3:44for the operating area.
130. 3:45>> Okay.
131. 3:46>> But I have no sales experience. I just I
132. 3:49just I don't know if I want to say I was
133. 3:51lucky enough to be able to talk to
134. 3:53clients and sell them.
135. 3:54>> Yeah.
136. 3:55>> Um and then I train a few people that
137. 3:57are doing that job.
138. 3:58>> Got it.
139. 3:59>> But only two. And I was talking to one
140. 4:01of your guys and he said like 35 people
141. 4:03in the team and setters closers. I never
142. 4:06thought of it that way.
143. 4:08>> Yeah.
144. 4:08>> So that's why I said a focus problem
145. 4:10maybe because
146. 4:12>> um I never thought of that. Like I never
147. 4:14thought I
148. 4:15>> would say it's a focus issue. I would
149. 4:16say it was an ignorance issue.
150. 4:17>> Ignorant. Yeah.
151. 4:17>> Yeah. Which is fine. We all are
152. 4:18ignorant. We all don't know things that
153. 4:20we should know. Um okay. So uh it sounds
154. 4:24like you know the answer to your
155. 4:25question which is that you need to build
156. 4:26an entire sales system.
157. 4:27>> Well I learn it here. So
158. 4:29>> yeah. Um well I think you should do
159. 4:32that. Um [laughter]
160. 4:34>> what about the the advertising? Like uh
161. 4:36one of your guys said that I should be
162. 4:38posting more. I do very little posting
163. 4:41like from my account.
164. 4:42>> If you let more people know about your
165. 4:44stuff, you it's unlikely that you will
166. 4:45make less money. Um that being said, the
167. 4:48point of the theory of constraint is to
168. 4:50focus on what the rate limiter of the
169. 4:52business is. And so right now if you can
170. 4:54just dial up your spend and then you
171. 4:55would have more leads than your current
172. 4:57guys can handle. the constraint is
173. 4:59sales. And so whenever you have a
174. 5:01whenever you have a pipeline, as long as
175. 5:03you have no supply constraint, any
176. 5:05increase on any like you could get your
177. 5:07page to convert better, you could get
178. 5:08your ads clickthrough rate to go up, you
179. 5:10could all of these things will will
180. 5:12yield an increase in throughput if
181. 5:14you're not supply constrained. But the
182. 5:16choke point of the business is sales
183. 5:17because if you improve your landing
184. 5:18page, they're booked out. If you improve
185. 5:20your ads, they're booked out. There's
186. 5:21nothing you can do here. So this is the
187. 5:22rate limiter. So we do this and then we
188. 5:25can we can basically push more in the
189. 5:27front end. So the second step would be
190. 5:28increasing the marketing. The first is
191. 5:29that we have to increase sales capacity.
192. 5:31>> Fix that.
193. 5:31>> Yes.
194. 5:33>> All right.
195. 5:34>> This [laughter] was good. This is fun.
196. 5:35>> Yeah. Thank you.
197. 5:37>> If you were the best salesperson in your
198. 5:39company, then your company will be
199. 5:41always capped by you. And this is what
200. 5:43the 2-day workshop is for. Now, I want
201. 5:45to be clear before I get into what it
202. 5:46is. This is for million-dollar plus
203. 5:48businesses that are trying to scale
204. 5:50their sales team where you are still
205. 5:52probably vast majority of the match.
206. 5:54either you're literally taking calls or
207. 5:55you are a big percentage of the revenue
208. 5:57or you have to be constantly on the
209. 5:59sales team in order to get this to work.
210. 6:00If you're in any of those settings, then
211. 6:02this is absolutely for you. And so if
212. 6:04you are tired of your sales relying on
213. 6:06you and want a sales system, that skills
214. 6:08beyond you, then apply. That's the
215. 6:10[music] deal. And so if it is a fit, we
216. 6:11look forward to seeing you out here. And
217. 6:12it's a great time. We're talking about
218. 6:14sales. Like how could you have a better
219. 6:15time? Don't take my word for it. Here's
220. 6:16what other people are saying of our
221. 6:17workshops. They're primo. And uh yeah,
222. 6:20can't wait to see you out here.