April 12, 2023
#91 Elevate Your Sales Game and Scale Your Tech Startup with Gary Garth's Expert Insights
Join us as we sit down with Gary Garth, founder and CEO of elev8.io, Great Dane Ventures, and AcceleratorPlatform.io, and learn from his 20+ years of experience in sales and entrepreneurship. In this episode, Gary shares the biggest lessons learned throughout his entrepreneurial journey, his approach to evaluating startups, and why founders should prioritize sales. We also discuss current trends in the tech and startup world, as well as Gary's advice for aspiring entrepreneurs.
Plus, don't miss out on the chance to get Gary's book, 'The Zero to 100 Million Sales Blueprint,' for free using the coupon code 'cto' at checkout from here:
www.0to100million.com
Apply at checkout COUPON: cto
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Hello, and welcome to a new
episode of the CTO show with
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Muhammad.
My name is Muhammad and each
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episode.
I discussed different topics
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from the technology, like
digital transformation
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cybersecurity emerging Tech.
A, I know code and so on and at
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the same time, we discuss topics
related to business specially in
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the startup and an
entrepreneurship.
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And in some episodes I would
have with me a special guest Our
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thought leaders who are
entrepreneurs themselves, who
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would share with us their
insights about both the world of
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startups and Tech if possible.
And today, I am very happy to
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have with me.
Gary Garrett, who's joining me?
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I think you are in Colombia,
right, Gary, that's correct.
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We made million Columbia to be
exact.
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Okay, nice.
So again he's an entrepreneur
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himself and he have like long
experience, he's a Serial
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entrepreneur, he started many
companies but the area that he
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Socialized.
And I think it would resonate
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also with the audience because
we talked about startups, but
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starting a start-up without
getting the revenue and
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surpassing certain amount of
Revenue.
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You know, if we don't reach
that, it doesn't make any sense.
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So, this is why I have Gary with
me today.
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Gary just introduce yourself
like little bit about your
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background and what you are up
to.
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Absolutely.
And thanks again for having me
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on your show.
Mammoth, I am a Serial
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entrepreneur.
I'm a part-time angel.
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Investor invested in a few
projects and I'm an author of
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the recent book published called
the sea route, 100 million
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sales.
Blueprint I run a couple of
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companies right now, they're all
in the arena of tech and and
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digital marketing.
So to a couple of Projects.
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I focus on a lot right now is a
growth accelerator for companies
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where we help companies with
their like a 360-degree
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Solutions.
So it's lead generation
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technology enablement.
And then also sales an element,
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I'm currently living in Midian
Columbia, immediate km everybody
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in the show since I presume the
majority, has a strong interest
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in technology.
Etc.
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Immediately has this vision of
becoming the Silicon Valley.
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Lee of Latin America.
They actually have this program
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here run by run by the
government where they invite
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foreign investors to come down.
If you work with in Tech, and
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then you can be set up and get
five years tax exception.
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So, that's when people ask me.
What the heck, are you doing
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begin Colombia?
Then when I was running my last
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company, a, I read in an agency
for about 10 years.
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We're fortunate to experience
some exponential growth.
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Like where thousands of clients
300 employees were nominated
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fastest growing company for
years in a row on the Inc, 5000
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list.
But long story short, when I was
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then at that point living in
Miami, is this organization Pro
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Columbia came knocking on my
door and say Gary why are you
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guys not in Colombia and I was
like that's a damn good question
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fast forward a couple of years.
I saw the shares in that company
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and I decided, you know, it's
time to pack up pack my bags and
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try a little experiment
Adventure, South of the Border.
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So here I am.
And that's It's a little
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background of me that's great.
And I'm always curious to learn,
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you know, specially from fellow
entrepreneurs about their
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successes.
So you have successfully exited
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six companies including an
eight-figure digital marketing
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agency.
I am sure, maybe it's a
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traditional question, but you
know what where the biggest
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lessons you learned throughout
this journey?
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It's difficult questions because
I have a lot.
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I always tell people my book
could have been labeled 101.
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Things not to do in business
because it's a it's accumulation
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of my learnings.
But I think one thing that has
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stood by me and still does is
well, two things one is customer
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centricity, make everything
around the customer and secondly
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equally important is it's
putting sales first So I say
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that because I work with a lot
of companies, I've invested in
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several companies, I managed
marketing campaign, sales
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campaigns for thousands of
companies, and I saw a certain
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pattern, you know, you could
have the greatest greatest
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Concept in the world and a very
strong, very strong position,
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affordable product better than
the competition.
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But if you're lacking in sales,
the extensor you going to cease
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to exist and it's common
knowledge. 80% of companies
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startup cease to exist, within
18 months, right?
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What it's about, furthermore,
10% of those remaining 20%,
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don't even make it above a
million dollars in annual
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recurring Revenue.
Hmm.
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So for me I always tell founders
of a new co-star top six.
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It has like put you have to also
become the chief sales officer,
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right?
You have to, you cannot just
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expect some to hire somebody
else and for them to sell you
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products, if you can't do it.
It.
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And if you do not have that
skill set, then you got to
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somehow figure out how to
compliment that because I always
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say rather have a fulfillment
problem than sales problem.
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Obviously, you need to have a
strong product Etc, but
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essentially, if you generating
Revenue, if you have enough
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sales, then you can always find
solutions for the wrist
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typically, right?
So that would be my two big
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takeaways.
I would say after all these
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different projects, that's very
informative.
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Very You know, like to the
point, I would say thank you for
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sharing that, you know, these
lessons now being an expert.
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Now after all this long journey,
I would say in an
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entrepreneurship, I am sure
because now you become an
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investor yourself.
So if you can tell me, like, how
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do you evaluate startups to say?
Yep, I should invest in these
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guys.
They look like they have a high
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potential.
Action.
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What would be the
characteristics of such
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startups?
Yeah, great question.
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I would say first and foremost,
is the disclaimer.
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I'm not your conventional angel.
Investor.
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What I saw is just in my last
project, we were reselling
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marketing services, to other
marketing agencies in a white
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label format.
So, I came across all these
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different tools dashboards
software as a service platform.
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Homes that we needed as
additional plugins in order to
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create a overall solution and
very often.
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I saw these great products where
I was like damn this is better
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than the rest of the market.
Why is this cheaper, why are
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they not more popular?
Am I, what am I missing here?
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What's the my blind spot here?
So what I try to do is try to
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look for great products that are
already have some sort of Market
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penetration, but maybe they
don't have a strong,
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go-to-market strategy, the
business.
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And efforts are lacking because
that's where as a in Angel vest
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I could come in.
Apply my skill set as some
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strategic know how, add a little
bit of capital at my
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infrastructure to support
network and then aim to 210
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exhales basically, that's the
kind of vehicles.
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But when I came down here, just
to rewind the clock, two years
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ago I went to all these
different textile, conferences,
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Etc.
I got pitched at least 100 times
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and I see that many startups,
you know, the majority.
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Especially in Tech, they put a
lot of emphasis on the product
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Etc but sales and the
go-to-market strategy is like a
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little bit left to the end.
So when I came in and asked and
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like simple questions, like
what's our client acquisition
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strategy, and what's the, what's
going to be the burn rate?
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What's your three year Financial
forecast?
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What?
Who's the competition?
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Have you done research on them.
They were lacking all the
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answers and that, so that would
be another.
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Other detractor, and I would say
as an entrepreneur, as a new
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startup, you looking for
funding, you got to know the
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answers to all those questions.
Like, that's just a red flag
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when you don't because you want
somebody who's like, look
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turned, every single Stone and
investigated, like, okay, how
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are we going to make this
successful?
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And that's by no means that you
should go into some analysis
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paralysis.
But it's just, you know, you
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wouldn't want to be betting with
that kind of investment, right?
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Is that, we rather go to the
casino and put it on Red or
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black?
Yeah, that's will bring me to
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ask you the following question,
right?
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And I asked that question on
purpose.
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Now you mentioned when you were
doing your introduction the
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importance of sales and I think
I would be surprised if any
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founder doesn't know that, if
they don't themselves, have the
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same skill, they should do
something about it.
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Now, I know that.
You wrote a book, you wrote
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recently was all about how to go
from zero to a hundred billion
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dollars, right?
Yes.
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Now I want to little bit.
Of course, like we will not read
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the book or here on the air
today.
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But I mean, you can't like just
summarize the key things, you
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know, that Founders should know,
right?
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And you know, what is the
roadmap that they have to plan?
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So they know yes.
We are now Day Zero.
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We're going to reach 200 million
and in Europeans, like a
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question inside the question,
what is the normal time frame to
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reach this milestone?
Oh, that's typically like a
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five-year to a decade at least,
right?
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And obviously, I would say, the
first sooner million is the most
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difficult one up to 10 million
for that matter, right?
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Because that's where there's a
lot of transformational
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processes in the company.
What I put in my book is
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everything from the beginning,
stop begin with the end in mind
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and then build out a plan and
framework accordingly and yes
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you're right.
Most Founders most everybody
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knows sales is instrumental for
success but how They attack it
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is a little bit backwards,
right?
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I put a whole chapter on that
like failing.
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To prepare is preparing to fail,
right?
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Where essentially you want to
stop we're having a sales plan,
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right?
Instead of like, instead of very
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common.
It's like okay, we have a
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product hit.
Let's build a website.
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He is a pricing screen.
Let's go out and go and Pitch
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now.
That's okay to get some initial
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feedback Etc.
But initially you want to stop
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by doing proper research
understanding who should Your
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customer profile and maybe even
doing mystery shopping with the
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competition.
So see how do they position
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themselves?
How can you find some unique?
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Differentiating factors that can
give you some some market share
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in a, you know, an intriguing
way for prospects.
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So, so I start out with a whole
section on strategic marketing
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because that's key to when you
start launching all your
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marketing campaign.
So you can send the right
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message to the right, people at
the right time and construct
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your offer.
Right then the next thing I dive
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into it's like, once you are
done all this as a Founder,
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right?
Maybe you're a great engineer,
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great programmer.
And you just don't have the
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sales DNA.
And even though I put in my
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book, The Great salespeople are
made not born you.
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I do also say that you should
double down on your strengths
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and delegate the rest.
So, I have a whole chapter
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devoted to, okay, if you want to
go out and find a co-founder
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like the witch, I have a
questionnaire with 50 questions
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to identify, do we have the same
values?
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Do we have the same vision so
that we can align because we all
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know if you go into a
partnership and is it goes out
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that can be both when it's
successful, you experienced a
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massive success.
That is like, how do we manage
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Equity Dividend the dividend
distribution.
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What if we get an offer that you
know you need to align on
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everything before, right?
That's almost like a prenup.
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So to speak at least making sure
that aligning values and vision
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and everything.
And if you don't have that
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co-founder, how can you go out
and make a key Higher by, for
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instance, creating an employee
stock, option, plan and
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providing some Equity over four
or five year period to get the
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right people on board, that has
that long-term Vision as well.
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That's a key element.
And then next thing, after
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you've done all the research, I
say, well very common, this
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especially in B2B is direct
sales comment, but Channel sales
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is often overlooked like, in
other words, finding a
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distribution Network that can be
To Affiliates, it can be you
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know wide label agreements.
Some of the biggest companies
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right?
Google Microsoft all of them
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rely on challenges is the
predominant Revenue driver for
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them.
So investigate what are the the
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right sales channel.
So you are have a whole chapter
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4 then next is.
Okay.
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Now we've got to start building
out the sales team and it's
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okay.
How do we find the right sales
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hires?
I'm under the notion that again
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that Gracie has people are made
not born.
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So instead of finding an
Experience rep at a competing
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company that's going to ask for
six figures and you already
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bootstrapped as a start-up
Instead try to look for like I
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have top 20 attributes you
should look for.
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So you're looking for like the
attitude and attributes is then
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see if you have the right
coaching firm work, if you have
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a sales plan, if you have a
90-day onboarding plan and you
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have all the all the elements in
place you can make most people
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successful.
So then it goes into Sales
249
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Management.
Then it goes into the best
250
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advertising channels as for
acquisition.
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How to compliment inbound and
outbound together.
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It goes into sales operations, a
huge one for me because it's all
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about, you know, processes,
documentation CRM, integrating
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system, Etc.
And then it goes into several
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00:14:26,600 --> 00:14:29,900
other chapters such as the
significance of technology for
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00:14:29,900 --> 00:14:34,400
scale, which is, you know, it's
like from the recent state of
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00:14:34,400 --> 00:14:40,100
sales report by Salesforce, they
clearly indicate that at today's
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leading companies all use
technology as a multiplier right
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00:14:45,300 --> 00:14:48,300
to accelerate.
Its so, but I've also seen the
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flip side in terms of companies
that just at that to, they adopt
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every single new cool
application.
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00:14:56,000 --> 00:14:57,700
That is launched at that they
fail to see.
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00:14:57,700 --> 00:14:59,600
Okay, how's everything going to
be integrated?
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And it's my team going to adapt
a top two technologies and then
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00:15:04,100 --> 00:15:08,200
it goes into Outsourcing,
certain certain things of your
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sales and business operations.
Duration how to integrate that.
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00:15:11,800 --> 00:15:14,300
So covers the whole Spectrum in
terms of like, okay, here's a
268
00:15:14,308 --> 00:15:16,300
journey.
If you're scaling your company,
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what one of the considerations
you need to?
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00:15:18,900 --> 00:15:23,900
To make yes the 10,000 foot over
you a very brief one and what's
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00:15:23,900 --> 00:15:25,700
the time frame?
Because I ask you about time
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frame.
What do you think is?
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00:15:26,900 --> 00:15:31,600
You know, the average time frame
to reach the 100 million ARR
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00:15:32,800 --> 00:15:35,600
Five to ten years.
That gift?
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00:15:35,800 --> 00:15:40,500
Yeah, makes sense.
You you touch on a point which
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00:15:40,500 --> 00:15:45,500
is you know like about cultures
value and you know, the other
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00:15:45,500 --> 00:15:49,900
stuff.
But at the same time, I need a,
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00:15:49,900 --> 00:15:53,600
I like to listen from different
opinions and this is why I'm
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00:15:53,600 --> 00:15:59,400
asking you this question.
Now, of course, you have the,
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00:15:59,800 --> 00:16:04,600
the phase where you are, still
in the early phases, you're
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00:16:04,600 --> 00:16:09,800
trying to figure things out.
Then, there is the moment which
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we have the product Market fit,
right?
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Yes, yes, right.
And then after the product
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Market, fit, this is where you
start to think about the next.
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The next scale, I would say how
talking about this.
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00:16:25,400 --> 00:16:29,800
What I'm curious to know from
your experience is, sometimes we
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00:16:29,800 --> 00:16:31,900
see startups.
Once there is the product
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00:16:31,900 --> 00:16:35,100
Market, fit.
They pivot, right?
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00:16:35,100 --> 00:16:37,600
A lot.
And then they drive their tails
290
00:16:38,100 --> 00:16:40,900
towards that.
But while you know the market
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00:16:40,900 --> 00:16:43,400
maybe doesn't want this pivot at
that time.
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00:16:45,400 --> 00:16:49,200
What does your you know General?
I would say, advice for Or
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00:16:49,200 --> 00:16:52,000
companies that think they are
struggling.
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00:16:52,000 --> 00:16:54,700
But actually maybe they have to
wait a little bit before they go
295
00:16:54,700 --> 00:16:58,100
to the next phase, you know,
like what really they should
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00:16:58,100 --> 00:17:01,900
wait for before doing this pivot
in their messaging and their
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00:17:01,900 --> 00:17:04,000
product and their technology is
whatever.
298
00:17:05,099 --> 00:17:08,000
Yes, great question.
That's typically where a lot,
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00:17:08,300 --> 00:17:11,099
you know, they crumble in that
process because it's damn
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00:17:11,099 --> 00:17:14,000
difficult, right?
Maybe you have proven the
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00:17:14,000 --> 00:17:19,300
concept to some extent with some
clients, you got a great Great
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00:17:19,300 --> 00:17:21,700
salesperson.
You tried it in a certain Geo,
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00:17:21,900 --> 00:17:24,000
but then there's certain other
factors if you want to expand it
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00:17:24,000 --> 00:17:28,500
into new markets, new segments
with different approach or you
305
00:17:28,500 --> 00:17:31,600
just trying to add a team to the
equation and scale things,
306
00:17:31,600 --> 00:17:33,000
right?
Maybe you've been very Hands-On
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00:17:33,000 --> 00:17:36,100
in the process with everything.
So I would say, the key word
308
00:17:36,100 --> 00:17:41,800
there is, you know, shoot
bullets, fire bullets and then
309
00:17:41,800 --> 00:17:44,200
shoot cannonballs.
So once you lock yourself in on
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00:17:44,200 --> 00:17:46,600
something, and there's a product
Market fit to your point, you
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00:17:46,600 --> 00:17:51,600
prove the concept you scale it
in the Same Dimension, what's
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00:17:51,600 --> 00:17:54,100
key for that?
And I think everybody knows that
313
00:17:54,100 --> 00:17:58,300
but kind of forget it when you
in that journey is
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00:17:58,900 --> 00:18:01,900
documentation.
Its documentation is
315
00:18:01,900 --> 00:18:06,700
implementation or processes and
it's try to automate as best as
316
00:18:06,700 --> 00:18:10,700
possible with a coaching firm
work overlapped about it because
317
00:18:10,700 --> 00:18:13,400
I see, I see I've seen a lot of
different scenarios and I've
318
00:18:13,400 --> 00:18:16,300
done a lot of mistakes where,
you know, sometimes it's just
319
00:18:16,300 --> 00:18:18,800
about document document document
and they have a head hold on.
320
00:18:19,000 --> 00:18:20,800
Knowledge base with all these
processes.
321
00:18:21,400 --> 00:18:24,300
But people don't know how to
navigate, how to adopt it, the
322
00:18:24,300 --> 00:18:28,200
things get lost in translation.
So it's all about determining
323
00:18:28,200 --> 00:18:30,500
the best practices.
Rolling them out, putting them
324
00:18:30,500 --> 00:18:33,700
into systems, and then educating
your team on it because that's
325
00:18:33,700 --> 00:18:36,200
at this, at the same time in
order to scale, you need to
326
00:18:36,500 --> 00:18:39,600
scale, human capital, so to
speak and get everybody to
327
00:18:39,600 --> 00:18:42,300
perform at the best.
I think that's the difficult
328
00:18:42,300 --> 00:18:44,000
part.
So if you throw, if you pivot at
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00:18:44,000 --> 00:18:46,500
that point into a new product
category, you're starting all
330
00:18:46,500 --> 00:18:50,400
over you, almost missed it.
To feel in my opinion and I
331
00:18:50,408 --> 00:18:52,700
think we share, you press the
reset button.
332
00:18:53,800 --> 00:18:59,300
Yes, that's cool.
Gary like I'm asking this
333
00:18:59,300 --> 00:19:05,700
question because myself, you
know, I always wanted to, you
334
00:19:05,700 --> 00:19:09,200
know, have this multiple
startups, you know, multiple,
335
00:19:09,200 --> 00:19:12,300
you know, being a Serial
entrepreneur and I will, I'm
336
00:19:12,300 --> 00:19:15,300
still on the hunt out.
Say, you know, for the right
337
00:19:15,300 --> 00:19:19,100
path, let's say, let's call it.
I hope that I started.
338
00:19:19,100 --> 00:19:24,300
Now, what I wanted to ask you is
like if someone want really to
339
00:19:24,300 --> 00:19:30,000
have, you know, the same career
path that you have done, what
340
00:19:30,000 --> 00:19:31,400
are the steps that they should
follow?
341
00:19:31,400 --> 00:19:34,800
Because I know one of the things
the things I try to do on the
342
00:19:34,800 --> 00:19:40,400
show like other than just
sharing news and Tech Trends.
343
00:19:40,800 --> 00:19:45,300
I'm interested also the for
people to learn from, you know,
344
00:19:46,000 --> 00:19:48,300
successful entrepreneurs.
And this is why I'm asking you
345
00:19:48,300 --> 00:19:54,800
this question.
That's a difficult one.
346
00:19:55,800 --> 00:19:58,900
I would say, Obviously, you pick
a copy about pick up a copy of
347
00:19:58,900 --> 00:20:03,100
my book that specifically to get
in my head and understand I
348
00:20:03,100 --> 00:20:05,800
unwrap all the Learners.
It is it those by the the head
349
00:20:05,800 --> 00:20:09,600
of sales at Google, Microsoft
and Amazon and a lot of other
350
00:20:09,600 --> 00:20:12,700
smart folks.
So, and I basically I solved a
351
00:20:12,708 --> 00:20:14,500
lot of the learnings from all
these great people.
352
00:20:14,500 --> 00:20:15,900
I had the privilege to work
with.
353
00:20:16,200 --> 00:20:21,100
But to that extent, I would say
Well, really, what?
354
00:20:21,100 --> 00:20:27,500
What is what is your objective
or on my on my end I think it's
355
00:20:28,600 --> 00:20:30,900
typically always had a great
hunger.
356
00:20:30,900 --> 00:20:33,500
So I think the biggest thing is,
assessing yourself, ma'am.
357
00:20:33,500 --> 00:20:36,400
It and saying, okay, how bad do
I want this?
358
00:20:36,800 --> 00:20:40,900
And it's the tied up with a why.
I know that may sound a little
359
00:20:40,900 --> 00:20:43,400
fluffy and so forth but we all
have the resources and
360
00:20:43,400 --> 00:20:47,200
resourcefulness in order to make
things happen like a, my current
361
00:20:47,200 --> 00:20:52,000
journey is because we specialize
lies a lot in in helping
362
00:20:52,000 --> 00:20:54,100
companies from a growth
acceleration standpoint.
363
00:20:54,100 --> 00:20:57,500
But one of the big verticals
that we penetrated is the is
364
00:20:57,500 --> 00:21:01,400
that diction treatment and the
mental health care industry for
365
00:21:01,400 --> 00:21:03,500
me.
It's very personal because I had
366
00:21:03,500 --> 00:21:09,600
a post to me family that has
struggled with those issues.
367
00:21:09,600 --> 00:21:14,400
So it directly helping these
like 23 million Americans that
368
00:21:14,400 --> 00:21:18,300
are suffering from from
addictions or the one out of
369
00:21:18,300 --> 00:21:20,400
three Americans.
The Experience, the health
370
00:21:20,400 --> 00:21:24,100
issues mental health issues.
For me, it's almost a little bit
371
00:21:24,100 --> 00:21:26,300
of.
It's my purpose to some extend.
372
00:21:26,300 --> 00:21:30,200
I'm very driven, I feel some, I
feel a great reward and that
373
00:21:30,200 --> 00:21:33,400
helps me, you know, put forth an
extra effort and go through the
374
00:21:33,400 --> 00:21:35,400
hard times.
When I feel like giving up, I
375
00:21:35,800 --> 00:21:39,600
get reminded about it.
I actually I created this is
376
00:21:39,600 --> 00:21:44,600
called the gold screwed and
greatness planner and and I
377
00:21:44,600 --> 00:21:47,000
offer that to all my employees
and clients Etc.
378
00:21:47,000 --> 00:21:49,000
Because it's been a great tool
for myself, too.
379
00:21:49,400 --> 00:21:54,100
You know, to stay on track, try
to try to establish my goals
380
00:21:54,100 --> 00:21:57,500
based on my purpose and my
internal drivers and then
381
00:21:57,600 --> 00:22:00,700
constantly daily remind myself
of that because if you don't do
382
00:22:00,700 --> 00:22:03,600
that then you know it's an
opposite.
383
00:22:03,600 --> 00:22:07,700
Going to be a lot of adversity.
You you kind of feel so yeah.
384
00:22:08,800 --> 00:22:10,100
Awesome advice.
I would say.
385
00:22:10,100 --> 00:22:13,700
Now before we close the final
question, I want to ask you
386
00:22:13,700 --> 00:22:18,900
Gary, like again, you are in the
in the scene of startups and
387
00:22:18,900 --> 00:22:20,300
business.
And Tech.
388
00:22:20,300 --> 00:22:23,600
What are, you know, the trends
that you are seeing?
389
00:22:24,300 --> 00:22:27,800
You know, what are the hot
startups out say from from what
390
00:22:27,800 --> 00:22:31,600
you're following?
In which verticals in which
391
00:22:31,600 --> 00:22:36,500
areas.
That's a difficult question.
392
00:22:36,500 --> 00:22:38,900
To answer difficult questions
today.
393
00:22:39,000 --> 00:22:42,000
Yeah, no.
No I'm thinking because I think
394
00:22:42,000 --> 00:22:45,200
there's so many different shifts
occurring right now.
395
00:22:45,600 --> 00:22:48,500
I don't want to say anything
with AI and chechi extra because
396
00:22:48,500 --> 00:22:51,900
the whole whole world is talking
about that, but it's obvious,
397
00:22:52,400 --> 00:22:54,400
it's obvious.
I'm trying to think of other
398
00:22:54,400 --> 00:23:00,100
categories that that I'm
considering I think everything
399
00:23:00,100 --> 00:23:05,000
in general is going to be much
more Performance Based whichever
400
00:23:05,000 --> 00:23:07,600
it is.
What if it whether its marketing
401
00:23:07,600 --> 00:23:11,100
with its sales, whether it's
Consulting, everything is going
402
00:23:11,100 --> 00:23:14,300
to be like am I going to pay for
desired outcome and an
403
00:23:14,300 --> 00:23:17,500
incremental Roi or the
guaranteed effect?
404
00:23:17,500 --> 00:23:20,700
I think this the market in
general is too saturated with
405
00:23:20,700 --> 00:23:23,700
promising office and they said
us, I think that's what we're
406
00:23:23,700 --> 00:23:27,300
working towards.
I think a i AI is going to be a
407
00:23:27,300 --> 00:23:31,600
big Amplifier of that whole
notion.
408
00:23:31,900 --> 00:23:34,900
Yeah, that's what I said, final
question but I should think
409
00:23:34,900 --> 00:23:37,500
scarce one becomes the
curveball.
410
00:23:37,600 --> 00:23:41,400
Yeah, no, because recently I'm
asking this to to my guests and
411
00:23:41,400 --> 00:23:43,100
I like to have different
opinions.
412
00:23:43,500 --> 00:23:47,900
Are we going to see more
solopreneurs?
413
00:23:50,000 --> 00:23:56,900
Or one-man businesses.
I don't think so actually.
414
00:23:57,500 --> 00:24:04,700
Okay find is that is that is
that align with the common
415
00:24:04,700 --> 00:24:06,000
answer you get for that
question?
416
00:24:06,300 --> 00:24:09,200
No I got mixed answers.
Usually some people are very
417
00:24:09,200 --> 00:24:12,700
excited about the topic.
Some people they they approached
418
00:24:12,700 --> 00:24:17,600
it similar to what you did.
Honestly I believe it's a same
419
00:24:17,600 --> 00:24:20,100
movement.
Let's see how long it will
420
00:24:20,300 --> 00:24:23,100
continue because you know what's
happening with the tech layer.
421
00:24:23,200 --> 00:24:26,500
A of sand and all the stuff
that's going on.
422
00:24:27,400 --> 00:24:30,200
That's great.
But also to hear from an expert
423
00:24:30,200 --> 00:24:34,300
also about your views because I
like to have mixed views also on
424
00:24:34,300 --> 00:24:37,100
my show.
So that's yes, good to know.
425
00:24:37,300 --> 00:24:42,000
Well Gary, thank you very much
for having the time what I will
426
00:24:42,000 --> 00:24:47,200
do I will share with the
audience, the links for the
427
00:24:47,200 --> 00:24:50,400
website of Gary where you can
find his books where you can
428
00:24:50,400 --> 00:24:52,800
find the guy that he's just
showed also as well.
429
00:24:53,300 --> 00:24:56,300
If you want to connect with him,
thank you very much.
430
00:24:56,300 --> 00:24:59,000
Gary again for joining me on
this episode.
431
00:24:59,200 --> 00:25:02,700
And for the audience, if you are
watching this on YouTube, don't
432
00:25:02,700 --> 00:25:04,900
forget to subscribe to the
channel if you are listening
433
00:25:04,900 --> 00:25:07,800
this on your favorite podcasting
platform.
434
00:25:08,000 --> 00:25:12,400
Also, don't forget to subscribe
there and recommend us and share
435
00:25:12,400 --> 00:25:14,200
it with your friends and
colleagues.
436
00:25:14,500 --> 00:25:19,100
And as usual, if you have any
question, comment about this
437
00:25:19,100 --> 00:25:22,600
episode or the show in general,
don't hesitate to reach out to
438
00:25:22,600 --> 00:25:25,200
me either by By email Twitter or
LinkedIn.
439
00:25:25,300 --> 00:25:27,300
Thank you very much and until we
meet next time.
440
00:25:27,400 --> 00:25:29,400
Bye bye.
Thank you very much.
00:00:06,500 --> 00:00:09,000
Hello, and welcome to a new
episode of the CTO show with
2
00:00:09,000 --> 00:00:10,700
Muhammad.
My name is Muhammad and each
3
00:00:10,700 --> 00:00:13,100
episode.
I discussed different topics
4
00:00:13,100 --> 00:00:16,500
from the technology, like
digital transformation
5
00:00:16,500 --> 00:00:20,400
cybersecurity emerging Tech.
A, I know code and so on and at
6
00:00:20,400 --> 00:00:24,400
the same time, we discuss topics
related to business specially in
7
00:00:24,400 --> 00:00:26,200
the startup and an
entrepreneurship.
8
00:00:26,400 --> 00:00:30,100
And in some episodes I would
have with me a special guest Our
9
00:00:30,100 --> 00:00:32,600
thought leaders who are
entrepreneurs themselves, who
10
00:00:32,600 --> 00:00:36,700
would share with us their
insights about both the world of
11
00:00:36,700 --> 00:00:40,500
startups and Tech if possible.
And today, I am very happy to
12
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have with me.
Gary Garrett, who's joining me?
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I think you are in Colombia,
right, Gary, that's correct.
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We made million Columbia to be
exact.
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Okay, nice.
So again he's an entrepreneur
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himself and he have like long
experience, he's a Serial
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entrepreneur, he started many
companies but the area that he
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Socialized.
And I think it would resonate
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also with the audience because
we talked about startups, but
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starting a start-up without
getting the revenue and
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surpassing certain amount of
Revenue.
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You know, if we don't reach
that, it doesn't make any sense.
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So, this is why I have Gary with
me today.
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Gary just introduce yourself
like little bit about your
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background and what you are up
to.
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Absolutely.
And thanks again for having me
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on your show.
Mammoth, I am a Serial
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entrepreneur.
I'm a part-time angel.
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Investor invested in a few
projects and I'm an author of
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the recent book published called
the sea route, 100 million
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sales.
Blueprint I run a couple of
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companies right now, they're all
in the arena of tech and and
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digital marketing.
So to a couple of Projects.
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I focus on a lot right now is a
growth accelerator for companies
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where we help companies with
their like a 360-degree
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Solutions.
So it's lead generation
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technology enablement.
And then also sales an element,
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I'm currently living in Midian
Columbia, immediate km everybody
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in the show since I presume the
majority, has a strong interest
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in technology.
Etc.
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Immediately has this vision of
becoming the Silicon Valley.
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Lee of Latin America.
They actually have this program
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here run by run by the
government where they invite
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foreign investors to come down.
If you work with in Tech, and
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then you can be set up and get
five years tax exception.
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So, that's when people ask me.
What the heck, are you doing
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begin Colombia?
Then when I was running my last
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company, a, I read in an agency
for about 10 years.
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We're fortunate to experience
some exponential growth.
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Like where thousands of clients
300 employees were nominated
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fastest growing company for
years in a row on the Inc, 5000
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list.
But long story short, when I was
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then at that point living in
Miami, is this organization Pro
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Columbia came knocking on my
door and say Gary why are you
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guys not in Colombia and I was
like that's a damn good question
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fast forward a couple of years.
I saw the shares in that company
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and I decided, you know, it's
time to pack up pack my bags and
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try a little experiment
Adventure, South of the Border.
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So here I am.
And that's It's a little
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background of me that's great.
And I'm always curious to learn,
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you know, specially from fellow
entrepreneurs about their
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successes.
So you have successfully exited
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six companies including an
eight-figure digital marketing
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agency.
I am sure, maybe it's a
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traditional question, but you
know what where the biggest
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lessons you learned throughout
this journey?
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It's difficult questions because
I have a lot.
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I always tell people my book
could have been labeled 101.
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Things not to do in business
because it's a it's accumulation
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of my learnings.
But I think one thing that has
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stood by me and still does is
well, two things one is customer
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centricity, make everything
around the customer and secondly
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equally important is it's
putting sales first So I say
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that because I work with a lot
of companies, I've invested in
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several companies, I managed
marketing campaign, sales
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campaigns for thousands of
companies, and I saw a certain
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pattern, you know, you could
have the greatest greatest
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Concept in the world and a very
strong, very strong position,
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affordable product better than
the competition.
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But if you're lacking in sales,
the extensor you going to cease
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to exist and it's common
knowledge. 80% of companies
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startup cease to exist, within
18 months, right?
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What it's about, furthermore,
10% of those remaining 20%,
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don't even make it above a
million dollars in annual
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recurring Revenue.
Hmm.
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So for me I always tell founders
of a new co-star top six.
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It has like put you have to also
become the chief sales officer,
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right?
You have to, you cannot just
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expect some to hire somebody
else and for them to sell you
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products, if you can't do it.
It.
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And if you do not have that
skill set, then you got to
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somehow figure out how to
compliment that because I always
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say rather have a fulfillment
problem than sales problem.
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Obviously, you need to have a
strong product Etc, but
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essentially, if you generating
Revenue, if you have enough
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sales, then you can always find
solutions for the wrist
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typically, right?
So that would be my two big
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takeaways.
I would say after all these
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different projects, that's very
informative.
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Very You know, like to the
point, I would say thank you for
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sharing that, you know, these
lessons now being an expert.
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Now after all this long journey,
I would say in an
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entrepreneurship, I am sure
because now you become an
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investor yourself.
So if you can tell me, like, how
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do you evaluate startups to say?
Yep, I should invest in these
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guys.
They look like they have a high
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potential.
Action.
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What would be the
characteristics of such
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startups?
Yeah, great question.
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I would say first and foremost,
is the disclaimer.
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I'm not your conventional angel.
Investor.
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What I saw is just in my last
project, we were reselling
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marketing services, to other
marketing agencies in a white
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label format.
So, I came across all these
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different tools dashboards
software as a service platform.
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Homes that we needed as
additional plugins in order to
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create a overall solution and
very often.
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I saw these great products where
I was like damn this is better
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than the rest of the market.
Why is this cheaper, why are
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they not more popular?
Am I, what am I missing here?
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What's the my blind spot here?
So what I try to do is try to
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look for great products that are
already have some sort of Market
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penetration, but maybe they
don't have a strong,
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go-to-market strategy, the
business.
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And efforts are lacking because
that's where as a in Angel vest
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I could come in.
Apply my skill set as some
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strategic know how, add a little
bit of capital at my
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infrastructure to support
network and then aim to 210
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exhales basically, that's the
kind of vehicles.
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But when I came down here, just
to rewind the clock, two years
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ago I went to all these
different textile, conferences,
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Etc.
I got pitched at least 100 times
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and I see that many startups,
you know, the majority.
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Especially in Tech, they put a
lot of emphasis on the product
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Etc but sales and the
go-to-market strategy is like a
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little bit left to the end.
So when I came in and asked and
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like simple questions, like
what's our client acquisition
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strategy, and what's the, what's
going to be the burn rate?
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What's your three year Financial
forecast?
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What?
Who's the competition?
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Have you done research on them.
They were lacking all the
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answers and that, so that would
be another.
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Other detractor, and I would say
as an entrepreneur, as a new
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startup, you looking for
funding, you got to know the
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answers to all those questions.
Like, that's just a red flag
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when you don't because you want
somebody who's like, look
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turned, every single Stone and
investigated, like, okay, how
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are we going to make this
successful?
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And that's by no means that you
should go into some analysis
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paralysis.
But it's just, you know, you
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wouldn't want to be betting with
that kind of investment, right?
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Is that, we rather go to the
casino and put it on Red or
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black?
Yeah, that's will bring me to
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ask you the following question,
right?
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And I asked that question on
purpose.
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Now you mentioned when you were
doing your introduction the
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importance of sales and I think
I would be surprised if any
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founder doesn't know that, if
they don't themselves, have the
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same skill, they should do
something about it.
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Now, I know that.
You wrote a book, you wrote
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recently was all about how to go
from zero to a hundred billion
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dollars, right?
Yes.
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Now I want to little bit.
Of course, like we will not read
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the book or here on the air
today.
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But I mean, you can't like just
summarize the key things, you
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know, that Founders should know,
right?
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And you know, what is the
roadmap that they have to plan?
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So they know yes.
We are now Day Zero.
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We're going to reach 200 million
and in Europeans, like a
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question inside the question,
what is the normal time frame to
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reach this milestone?
Oh, that's typically like a
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five-year to a decade at least,
right?
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And obviously, I would say, the
first sooner million is the most
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difficult one up to 10 million
for that matter, right?
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Because that's where there's a
lot of transformational
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processes in the company.
What I put in my book is
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everything from the beginning,
stop begin with the end in mind
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and then build out a plan and
framework accordingly and yes
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you're right.
Most Founders most everybody
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knows sales is instrumental for
success but how They attack it
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is a little bit backwards,
right?
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I put a whole chapter on that
like failing.
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To prepare is preparing to fail,
right?
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Where essentially you want to
stop we're having a sales plan,
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right?
Instead of like, instead of very
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common.
It's like okay, we have a
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product hit.
Let's build a website.
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He is a pricing screen.
Let's go out and go and Pitch
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now.
That's okay to get some initial
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feedback Etc.
But initially you want to stop
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by doing proper research
understanding who should Your
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customer profile and maybe even
doing mystery shopping with the
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competition.
So see how do they position
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themselves?
How can you find some unique?
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Differentiating factors that can
give you some some market share
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in a, you know, an intriguing
way for prospects.
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So, so I start out with a whole
section on strategic marketing
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because that's key to when you
start launching all your
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marketing campaign.
So you can send the right
200
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message to the right, people at
the right time and construct
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your offer.
Right then the next thing I dive
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into it's like, once you are
done all this as a Founder,
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right?
Maybe you're a great engineer,
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great programmer.
And you just don't have the
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sales DNA.
And even though I put in my
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book, The Great salespeople are
made not born you.
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I do also say that you should
double down on your strengths
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and delegate the rest.
So, I have a whole chapter
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devoted to, okay, if you want to
go out and find a co-founder
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like the witch, I have a
questionnaire with 50 questions
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to identify, do we have the same
values?
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Do we have the same vision so
that we can align because we all
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know if you go into a
partnership and is it goes out
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that can be both when it's
successful, you experienced a
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massive success.
That is like, how do we manage
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Equity Dividend the dividend
distribution.
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What if we get an offer that you
know you need to align on
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everything before, right?
That's almost like a prenup.
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So to speak at least making sure
that aligning values and vision
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and everything.
And if you don't have that
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co-founder, how can you go out
and make a key Higher by, for
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instance, creating an employee
stock, option, plan and
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providing some Equity over four
or five year period to get the
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right people on board, that has
that long-term Vision as well.
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That's a key element.
And then next thing, after
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you've done all the research, I
say, well very common, this
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especially in B2B is direct
sales comment, but Channel sales
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is often overlooked like, in
other words, finding a
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distribution Network that can be
To Affiliates, it can be you
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know wide label agreements.
Some of the biggest companies
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right?
Google Microsoft all of them
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rely on challenges is the
predominant Revenue driver for
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them.
So investigate what are the the
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right sales channel.
So you are have a whole chapter
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4 then next is.
Okay.
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Now we've got to start building
out the sales team and it's
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okay.
How do we find the right sales
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hires?
I'm under the notion that again
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that Gracie has people are made
not born.
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So instead of finding an
Experience rep at a competing
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company that's going to ask for
six figures and you already
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bootstrapped as a start-up
Instead try to look for like I
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have top 20 attributes you
should look for.
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So you're looking for like the
attitude and attributes is then
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see if you have the right
coaching firm work, if you have
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a sales plan, if you have a
90-day onboarding plan and you
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have all the all the elements in
place you can make most people
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successful.
So then it goes into Sales
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Management.
Then it goes into the best
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advertising channels as for
acquisition.
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How to compliment inbound and
outbound together.
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It goes into sales operations, a
huge one for me because it's all
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about, you know, processes,
documentation CRM, integrating
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system, Etc.
And then it goes into several
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00:14:26,600 --> 00:14:29,900
other chapters such as the
significance of technology for
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scale, which is, you know, it's
like from the recent state of
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00:14:34,400 --> 00:14:40,100
sales report by Salesforce, they
clearly indicate that at today's
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leading companies all use
technology as a multiplier right
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to accelerate.
Its so, but I've also seen the
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flip side in terms of companies
that just at that to, they adopt
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every single new cool
application.
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That is launched at that they
fail to see.
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Okay, how's everything going to
be integrated?
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And it's my team going to adapt
a top two technologies and then
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00:15:04,100 --> 00:15:08,200
it goes into Outsourcing,
certain certain things of your
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sales and business operations.
Duration how to integrate that.
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00:15:11,800 --> 00:15:14,300
So covers the whole Spectrum in
terms of like, okay, here's a
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journey.
If you're scaling your company,
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what one of the considerations
you need to?
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To make yes the 10,000 foot over
you a very brief one and what's
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00:15:23,900 --> 00:15:25,700
the time frame?
Because I ask you about time
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frame.
What do you think is?
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You know, the average time frame
to reach the 100 million ARR
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Five to ten years.
That gift?
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00:15:35,800 --> 00:15:40,500
Yeah, makes sense.
You you touch on a point which
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is you know like about cultures
value and you know, the other
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00:15:45,500 --> 00:15:49,900
stuff.
But at the same time, I need a,
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I like to listen from different
opinions and this is why I'm
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asking you this question.
Now, of course, you have the,
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the phase where you are, still
in the early phases, you're
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trying to figure things out.
Then, there is the moment which
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we have the product Market fit,
right?
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Yes, yes, right.
And then after the product
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Market, fit, this is where you
start to think about the next.
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The next scale, I would say how
talking about this.
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00:16:25,400 --> 00:16:29,800
What I'm curious to know from
your experience is, sometimes we
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00:16:29,800 --> 00:16:31,900
see startups.
Once there is the product
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00:16:31,900 --> 00:16:35,100
Market, fit.
They pivot, right?
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00:16:35,100 --> 00:16:37,600
A lot.
And then they drive their tails
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00:16:38,100 --> 00:16:40,900
towards that.
But while you know the market
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00:16:40,900 --> 00:16:43,400
maybe doesn't want this pivot at
that time.
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00:16:45,400 --> 00:16:49,200
What does your you know General?
I would say, advice for Or
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00:16:49,200 --> 00:16:52,000
companies that think they are
struggling.
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00:16:52,000 --> 00:16:54,700
But actually maybe they have to
wait a little bit before they go
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00:16:54,700 --> 00:16:58,100
to the next phase, you know,
like what really they should
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00:16:58,100 --> 00:17:01,900
wait for before doing this pivot
in their messaging and their
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00:17:01,900 --> 00:17:04,000
product and their technology is
whatever.
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00:17:05,099 --> 00:17:08,000
Yes, great question.
That's typically where a lot,
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00:17:08,300 --> 00:17:11,099
you know, they crumble in that
process because it's damn
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00:17:11,099 --> 00:17:14,000
difficult, right?
Maybe you have proven the
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00:17:14,000 --> 00:17:19,300
concept to some extent with some
clients, you got a great Great
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00:17:19,300 --> 00:17:21,700
salesperson.
You tried it in a certain Geo,
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00:17:21,900 --> 00:17:24,000
but then there's certain other
factors if you want to expand it
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00:17:24,000 --> 00:17:28,500
into new markets, new segments
with different approach or you
305
00:17:28,500 --> 00:17:31,600
just trying to add a team to the
equation and scale things,
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00:17:31,600 --> 00:17:33,000
right?
Maybe you've been very Hands-On
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00:17:33,000 --> 00:17:36,100
in the process with everything.
So I would say, the key word
308
00:17:36,100 --> 00:17:41,800
there is, you know, shoot
bullets, fire bullets and then
309
00:17:41,800 --> 00:17:44,200
shoot cannonballs.
So once you lock yourself in on
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00:17:44,200 --> 00:17:46,600
something, and there's a product
Market fit to your point, you
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00:17:46,600 --> 00:17:51,600
prove the concept you scale it
in the Same Dimension, what's
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00:17:51,600 --> 00:17:54,100
key for that?
And I think everybody knows that
313
00:17:54,100 --> 00:17:58,300
but kind of forget it when you
in that journey is
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00:17:58,900 --> 00:18:01,900
documentation.
Its documentation is
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00:18:01,900 --> 00:18:06,700
implementation or processes and
it's try to automate as best as
316
00:18:06,700 --> 00:18:10,700
possible with a coaching firm
work overlapped about it because
317
00:18:10,700 --> 00:18:13,400
I see, I see I've seen a lot of
different scenarios and I've
318
00:18:13,400 --> 00:18:16,300
done a lot of mistakes where,
you know, sometimes it's just
319
00:18:16,300 --> 00:18:18,800
about document document document
and they have a head hold on.
320
00:18:19,000 --> 00:18:20,800
Knowledge base with all these
processes.
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00:18:21,400 --> 00:18:24,300
But people don't know how to
navigate, how to adopt it, the
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00:18:24,300 --> 00:18:28,200
things get lost in translation.
So it's all about determining
323
00:18:28,200 --> 00:18:30,500
the best practices.
Rolling them out, putting them
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00:18:30,500 --> 00:18:33,700
into systems, and then educating
your team on it because that's
325
00:18:33,700 --> 00:18:36,200
at this, at the same time in
order to scale, you need to
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00:18:36,500 --> 00:18:39,600
scale, human capital, so to
speak and get everybody to
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00:18:39,600 --> 00:18:42,300
perform at the best.
I think that's the difficult
328
00:18:42,300 --> 00:18:44,000
part.
So if you throw, if you pivot at
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00:18:44,000 --> 00:18:46,500
that point into a new product
category, you're starting all
330
00:18:46,500 --> 00:18:50,400
over you, almost missed it.
To feel in my opinion and I
331
00:18:50,408 --> 00:18:52,700
think we share, you press the
reset button.
332
00:18:53,800 --> 00:18:59,300
Yes, that's cool.
Gary like I'm asking this
333
00:18:59,300 --> 00:19:05,700
question because myself, you
know, I always wanted to, you
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00:19:05,700 --> 00:19:09,200
know, have this multiple
startups, you know, multiple,
335
00:19:09,200 --> 00:19:12,300
you know, being a Serial
entrepreneur and I will, I'm
336
00:19:12,300 --> 00:19:15,300
still on the hunt out.
Say, you know, for the right
337
00:19:15,300 --> 00:19:19,100
path, let's say, let's call it.
I hope that I started.
338
00:19:19,100 --> 00:19:24,300
Now, what I wanted to ask you is
like if someone want really to
339
00:19:24,300 --> 00:19:30,000
have, you know, the same career
path that you have done, what
340
00:19:30,000 --> 00:19:31,400
are the steps that they should
follow?
341
00:19:31,400 --> 00:19:34,800
Because I know one of the things
the things I try to do on the
342
00:19:34,800 --> 00:19:40,400
show like other than just
sharing news and Tech Trends.
343
00:19:40,800 --> 00:19:45,300
I'm interested also the for
people to learn from, you know,
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00:19:46,000 --> 00:19:48,300
successful entrepreneurs.
And this is why I'm asking you
345
00:19:48,300 --> 00:19:54,800
this question.
That's a difficult one.
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00:19:55,800 --> 00:19:58,900
I would say, Obviously, you pick
a copy about pick up a copy of
347
00:19:58,900 --> 00:20:03,100
my book that specifically to get
in my head and understand I
348
00:20:03,100 --> 00:20:05,800
unwrap all the Learners.
It is it those by the the head
349
00:20:05,800 --> 00:20:09,600
of sales at Google, Microsoft
and Amazon and a lot of other
350
00:20:09,600 --> 00:20:12,700
smart folks.
So, and I basically I solved a
351
00:20:12,708 --> 00:20:14,500
lot of the learnings from all
these great people.
352
00:20:14,500 --> 00:20:15,900
I had the privilege to work
with.
353
00:20:16,200 --> 00:20:21,100
But to that extent, I would say
Well, really, what?
354
00:20:21,100 --> 00:20:27,500
What is what is your objective
or on my on my end I think it's
355
00:20:28,600 --> 00:20:30,900
typically always had a great
hunger.
356
00:20:30,900 --> 00:20:33,500
So I think the biggest thing is,
assessing yourself, ma'am.
357
00:20:33,500 --> 00:20:36,400
It and saying, okay, how bad do
I want this?
358
00:20:36,800 --> 00:20:40,900
And it's the tied up with a why.
I know that may sound a little
359
00:20:40,900 --> 00:20:43,400
fluffy and so forth but we all
have the resources and
360
00:20:43,400 --> 00:20:47,200
resourcefulness in order to make
things happen like a, my current
361
00:20:47,200 --> 00:20:52,000
journey is because we specialize
lies a lot in in helping
362
00:20:52,000 --> 00:20:54,100
companies from a growth
acceleration standpoint.
363
00:20:54,100 --> 00:20:57,500
But one of the big verticals
that we penetrated is the is
364
00:20:57,500 --> 00:21:01,400
that diction treatment and the
mental health care industry for
365
00:21:01,400 --> 00:21:03,500
me.
It's very personal because I had
366
00:21:03,500 --> 00:21:09,600
a post to me family that has
struggled with those issues.
367
00:21:09,600 --> 00:21:14,400
So it directly helping these
like 23 million Americans that
368
00:21:14,400 --> 00:21:18,300
are suffering from from
addictions or the one out of
369
00:21:18,300 --> 00:21:20,400
three Americans.
The Experience, the health
370
00:21:20,400 --> 00:21:24,100
issues mental health issues.
For me, it's almost a little bit
371
00:21:24,100 --> 00:21:26,300
of.
It's my purpose to some extend.
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00:21:26,300 --> 00:21:30,200
I'm very driven, I feel some, I
feel a great reward and that
373
00:21:30,200 --> 00:21:33,400
helps me, you know, put forth an
extra effort and go through the
374
00:21:33,400 --> 00:21:35,400
hard times.
When I feel like giving up, I
375
00:21:35,800 --> 00:21:39,600
get reminded about it.
I actually I created this is
376
00:21:39,600 --> 00:21:44,600
called the gold screwed and
greatness planner and and I
377
00:21:44,600 --> 00:21:47,000
offer that to all my employees
and clients Etc.
378
00:21:47,000 --> 00:21:49,000
Because it's been a great tool
for myself, too.
379
00:21:49,400 --> 00:21:54,100
You know, to stay on track, try
to try to establish my goals
380
00:21:54,100 --> 00:21:57,500
based on my purpose and my
internal drivers and then
381
00:21:57,600 --> 00:22:00,700
constantly daily remind myself
of that because if you don't do
382
00:22:00,700 --> 00:22:03,600
that then you know it's an
opposite.
383
00:22:03,600 --> 00:22:07,700
Going to be a lot of adversity.
You you kind of feel so yeah.
384
00:22:08,800 --> 00:22:10,100
Awesome advice.
I would say.
385
00:22:10,100 --> 00:22:13,700
Now before we close the final
question, I want to ask you
386
00:22:13,700 --> 00:22:18,900
Gary, like again, you are in the
in the scene of startups and
387
00:22:18,900 --> 00:22:20,300
business.
And Tech.
388
00:22:20,300 --> 00:22:23,600
What are, you know, the trends
that you are seeing?
389
00:22:24,300 --> 00:22:27,800
You know, what are the hot
startups out say from from what
390
00:22:27,800 --> 00:22:31,600
you're following?
In which verticals in which
391
00:22:31,600 --> 00:22:36,500
areas.
That's a difficult question.
392
00:22:36,500 --> 00:22:38,900
To answer difficult questions
today.
393
00:22:39,000 --> 00:22:42,000
Yeah, no.
No I'm thinking because I think
394
00:22:42,000 --> 00:22:45,200
there's so many different shifts
occurring right now.
395
00:22:45,600 --> 00:22:48,500
I don't want to say anything
with AI and chechi extra because
396
00:22:48,500 --> 00:22:51,900
the whole whole world is talking
about that, but it's obvious,
397
00:22:52,400 --> 00:22:54,400
it's obvious.
I'm trying to think of other
398
00:22:54,400 --> 00:23:00,100
categories that that I'm
considering I think everything
399
00:23:00,100 --> 00:23:05,000
in general is going to be much
more Performance Based whichever
400
00:23:05,000 --> 00:23:07,600
it is.
What if it whether its marketing
401
00:23:07,600 --> 00:23:11,100
with its sales, whether it's
Consulting, everything is going
402
00:23:11,100 --> 00:23:14,300
to be like am I going to pay for
desired outcome and an
403
00:23:14,300 --> 00:23:17,500
incremental Roi or the
guaranteed effect?
404
00:23:17,500 --> 00:23:20,700
I think this the market in
general is too saturated with
405
00:23:20,700 --> 00:23:23,700
promising office and they said
us, I think that's what we're
406
00:23:23,700 --> 00:23:27,300
working towards.
I think a i AI is going to be a
407
00:23:27,300 --> 00:23:31,600
big Amplifier of that whole
notion.
408
00:23:31,900 --> 00:23:34,900
Yeah, that's what I said, final
question but I should think
409
00:23:34,900 --> 00:23:37,500
scarce one becomes the
curveball.
410
00:23:37,600 --> 00:23:41,400
Yeah, no, because recently I'm
asking this to to my guests and
411
00:23:41,400 --> 00:23:43,100
I like to have different
opinions.
412
00:23:43,500 --> 00:23:47,900
Are we going to see more
solopreneurs?
413
00:23:50,000 --> 00:23:56,900
Or one-man businesses.
I don't think so actually.
414
00:23:57,500 --> 00:24:04,700
Okay find is that is that is
that align with the common
415
00:24:04,700 --> 00:24:06,000
answer you get for that
question?
416
00:24:06,300 --> 00:24:09,200
No I got mixed answers.
Usually some people are very
417
00:24:09,200 --> 00:24:12,700
excited about the topic.
Some people they they approached
418
00:24:12,700 --> 00:24:17,600
it similar to what you did.
Honestly I believe it's a same
419
00:24:17,600 --> 00:24:20,100
movement.
Let's see how long it will
420
00:24:20,300 --> 00:24:23,100
continue because you know what's
happening with the tech layer.
421
00:24:23,200 --> 00:24:26,500
A of sand and all the stuff
that's going on.
422
00:24:27,400 --> 00:24:30,200
That's great.
But also to hear from an expert
423
00:24:30,200 --> 00:24:34,300
also about your views because I
like to have mixed views also on
424
00:24:34,300 --> 00:24:37,100
my show.
So that's yes, good to know.
425
00:24:37,300 --> 00:24:42,000
Well Gary, thank you very much
for having the time what I will
426
00:24:42,000 --> 00:24:47,200
do I will share with the
audience, the links for the
427
00:24:47,200 --> 00:24:50,400
website of Gary where you can
find his books where you can
428
00:24:50,400 --> 00:24:52,800
find the guy that he's just
showed also as well.
429
00:24:53,300 --> 00:24:56,300
If you want to connect with him,
thank you very much.
430
00:24:56,300 --> 00:24:59,000
Gary again for joining me on
this episode.
431
00:24:59,200 --> 00:25:02,700
And for the audience, if you are
watching this on YouTube, don't
432
00:25:02,700 --> 00:25:04,900
forget to subscribe to the
channel if you are listening
433
00:25:04,900 --> 00:25:07,800
this on your favorite podcasting
platform.
434
00:25:08,000 --> 00:25:12,400
Also, don't forget to subscribe
there and recommend us and share
435
00:25:12,400 --> 00:25:14,200
it with your friends and
colleagues.
436
00:25:14,500 --> 00:25:19,100
And as usual, if you have any
question, comment about this
437
00:25:19,100 --> 00:25:22,600
episode or the show in general,
don't hesitate to reach out to
438
00:25:22,600 --> 00:25:25,200
me either by By email Twitter or
LinkedIn.
439
00:25:25,300 --> 00:25:27,300
Thank you very much and until we
meet next time.
440
00:25:27,400 --> 00:25:29,400
Bye bye.
Thank you very much.
