Description

In this high-energy episode of the Get Shit Done Experience, host John welcomes David Herbow and Michael "Spike" Engelman, the dynamic founders behind Level Up Social Networking Events. They pull back the curtain on the changing landscape of sales and how their unique approach to networking is disrupting traditional methods. David and Spike share the genesis of Level Up, fueled by their own frustrations with conventional networking, and reveal their strategies for building genuine connections and driving business growth. The conversation is packed with actionable advice for salespeople, from mastering the art of "working the room" to leveraging social media for authentic engagement. This episode is a must-listen for anyone looking to transform their sales approach, build a powerful professional network, and truly "get shit done."

KEY TAKEAWAYS

• The Evolution of Sales: Traditional cold calling and email tactics are less effective; the new era demands relationship-driven sales and personal brand building.
• Intentional Networking: Successful networking events have a clear purpose and attract specific types of professionals, moving beyond "just bodies in a room."
• Reciprocity is Key: True referral partnerships are built on a give-to-get philosophy, where actively making introductions for others leads to mutual benefit.
• Beyond the Business Card: Leveraging LinkedIn QR codes and immediate digital connections (like sending a selfie via DM) creates more memorable and actionable follow-ups than traditional cards.
• The Power of Personal Branding: In today's market, people follow profiles, content, and personal brands, making it crucial for salespeople to document their activities and showcase their expertise online.
• Working the Room: Effective networking involves active listening, asking open-ended questions like "What brought you here?", and finding commonality to build genuine rapport.
• Creating Your Own Opportunities: Salespeople should proactively build their networks and generate leads rather than solely relying on company-provided resources or waiting for opportunities to knock.
• The Introvert's Advantage: Level Up events are designed to be comfortable and authentic, fostering an environment where even introverts can thrive and build valuable connections.

QUOTES

• "Break the mold of like the old traditional sales style of come in, you make a hundred dial a day, and hopefully you catch some people. That's just not the way of really selling and getting to know people anymore."
• "People don't follow business cards. They follow profiles, they follow content, they follow personal brands."
• "Quality leads the ICP, but follow it up on personality and then moving forward... develop different circles of peripheral referral partners."
• "If you're hungry... you gotta go out there and kill some stuff."
• "What do you need from me? Leave that open ended to again like help that aspect of like, I'm truly in it to help you out."
• "Sometimes all you gotta do is just put the environment in place and let the magic happen itself. You don't gotta force things. Things will happen naturally, organically, authentically."
• "If opportunity doesn't knock, build a door."
• "Come in with an open mind. You know, don't come in with the aspect of I'm gonna come in and I'm gonna hit a home run here... but I'm gonna hit a single."

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Timecode

00:00 Introduction: Getting Shit Done in Life's Challenges
02:24 Introduction to Level Up Founder
03:50 The Evolution of Content Creation and Social Selling
06:30 Origin Story: How David and Spike Met
08:50 The Frustrations of Traditional Networking Events
13:00 Fundamental Principles of Level Up
17:00 The Birth of Level Up: An Outlook Invite
19:00 The Changing Landscape of Sales and Networking
23:45 David's Advice as a Director of Sales: Qualified Leads & Referral Partners
32:00 The Importance of Reciprocity in Networking
34:00 Addressing the "All Salespeople" Objection in Networking
39:20 The Need for Networking Training in Companies
43:00 Strategies for Working the Room at Events
47:00 The Power of Digital Follow-ups (LinkedIn QR, DMs, Content
52:00 The CEO/Founder Level Up Event
57:00 Leading from the Front: CEOs and Networking
59:30 "What Grinds My Gears": Common Networking Misconceptions
01:03:00 The Vision for Level Up: Membership Portal and Expansion
01:08:00 Advice for Young Salespeople: Create Opportunities & Be Creative
01:10:30 "If Opportunity Doesn't Knock, Build a Door
01:12:00 Final Thanks and Call to Action