When I think of working in sales, two movies come to mind: The Wolf of Wall Street and Glengarry Glen Ross. Ruthless sales tactics where people will stop at nothing as long as it lines their pockets with money. My old friend Lawrence takes me along his journey in the sales space from retail to B2B, and busts some myths of salesmen.

Guest: Lawrence Ly

Items mentioned:

Backdoor Banter Podcast:https://www.instagram.com/backdoorbants/

Grant Cardone training video:https://www.youtube.com/watch?v=VL1AESpPgNQ

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⁠⁠⁠⁠Music: aKu - Love Shine | aKu - The Final Blow

Chapters

0:00 Intro

1:05 How we know each other

2:41 Why is Lawrence here, how he landed his first sales job

6:59 How Lawrence and I applied for work as 16 year olds

8:43 The WORST WORK EXPERIENCE EVER

12:48 The most satisfying quitting story

16:16 Never stay with the counter offer when you quit

18:39 What was the commission there like?

19:48 Extended warranties suck, my fridge warranty issue

22:38 The motivation to get into sales - wolf of wall street?

23:59 Was uni a scam?

25:53 Experience working at Bing Lee

27:55 That mate who hooks you up with the discounted goods

29:41 Leaving for ANZ, dead people getting credit cards?

32:57 Why not pivot into high positions within banking?

35:00 After ANZ - JD Sports, crazy customers, physical threats

43:20 How was the call centre environment?

45:16 The uni capstone unit, an interesting group

48:54 EHP Labs, $100 a day?!

51:41 Whoring yourself out for any role after graduating

54:20 The work at EHP Labs

57:28 How to tailor the script for influencers

1:01:19 The dream job wasn't the dream

1:05:16 Moving to Gartner after getting fired

1:11:29 Dealing with rejection

1:12:49 Advice for someone starting in sales calls

1:21:58 Why not advance within Gartner?

1:24:02 How many states are there in Australia?

1:26:11 How do you find prospects? A buffet during covid.

1:30:00 What is Lastpass? Other password managers

1:32:27 What other sales tactics are used in B2B?

1:35:22 How is salary broken down?

1:42:39 Why stick around LastPass?

1:43:41 More hours = more money?

1:46:25 How AI has helped in the world of sales

1:47:55 How to maintain business relations

1:49:32 Funny story - Lawrence's biggest Bing Lee sale

1:56:37 Most creative way to close a sale - PRETENDING TO CONVERT TO CHRISTIANITY?!

2:01:01 Advice for someone starting sales generally

2:03:18 Reading body language, finding common ground

2:06:33 Backdoor Banter Podcast