Stop Whining. Build Your Own Data.” Benjamin Dennehy Rant

0:00Benjamin Dennehy:For fuck's sake, just call someone, anyone. But I'm being upfront. You may be shit at selling. Who gives a fuck? Just evil bastards and they just crawl. Then shut the fuck up. I have no sympathy for salespeople. Hi, I'm Benjamin, the UK's most hated sales trainer.

0:25Benjamin Dennehy:I don't buy data because I'm not an idiot. it. The good thing, the only thing I'd say about buying data, the only thing data companies tend to get right is the phone number, because that's probably the most publicly easiest thing to figure out. Everything else is scraped from public documents. So you get someone's uncle, an aunt, director, director, because most companies house data is full of all these people that have nothing to do with the day-to-day running of a business. So what I did when I was setting out to develop my database was every day for half an hour to 45 minutes, The goal was I would put 10 new contacts into my spreadsheet.

0:56Benjamin Dennehy:I didn't even use a CRM system. I mean, there's no point to a CRM system. Yeah? And then I would get the phone number and the job title. And that'd take Google. So you want to get in front of the marketing director for, I don't know, KitKat. Google marketing director KitKat. And you'll get a name. Now, the name could be old. Who gives a fuck? You've now got a name. See, now you can phone up and ask for that person. They go, oh, he no longer works here. And then I use my techniques. Get the hell out of here. Hell out there. No, no. No, surely he can't be. No, he left. When did he leave? Six months ago.

1:27Benjamin Dennehy:I go, well, who the hell placed him? It must have been Barry then. No, you get the name wrong. And then they correct you and they give you the new name. Now I've got a name. Every day I would do that and I could find 10 names. You do that five days a week, you now got 50 validated contacts. At the end of month one, you have 200. You only need 200 because you're never going to talk to 200 decision makers in any given month. So you've got enough to be phoning through, and whenever I'd start to deplete it, I'd do the exercise again. And that is how I did it. I didn't need to spend loads of money on data.

1:59Benjamin Dennehy:I didn't need a fancy CRM system. I need your name, your job title, and your phone number. And if you said fuck off, you went red. I'm spending a lot of money on data. I know. It's just. That's what I'm learning here. No, think about it. If you've got a sales team of 10 people, and every one of them are doing this every day, how much data are you going to have validated? So you don't need to spend money, but there's people, oh, I've got to spend money on this, got to do it. No, you've got lazy salespeople. I swear to God, I don't know what the average salesperson does for eight hours a day because I do fuck all and I work quite hard.

2:31So I don't know what people who don't work hard and I know they don't work hard. What are they doing all day? What the hell are you doing all day? How many calls you made today? 40. 40. But you've been here eight hours.