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Ryan: Hello! And welcome to the 1st series of
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Ryan: coffee. Talk with, get started in sales.
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Ryan: Our 1st guest, Nick Alley. Welcome!
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Ryan: How are you, Nick?
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Nick Alley: I'm great. It's an honor to be the 1st guest here, just to to be a part of the team, very excited.
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Ryan: Nice, and of course our lovely host, Morgan.
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Morgan: Hello, yeah, no, thank you so much for joining. And Nick, really excited to like, share more of your story, to help motivate other people that are in the same exact boat as you are in.
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Ryan: Yeah. And as as promised, our big topic today is
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Ryan: how to get interviews for sales jobs in this job market. In this economy, Nick's been doing a a great job, and you know it's
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Ryan: I. Wanna say it's not a secret, but we want to know exactly what Nick is doing, because he's doing it. He's doing such a great job of it. But
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Ryan: we're not trying to make it a secret or anything like that. But we want to help people realize that. Hey? Here's the work. You gotta do it, and that's really it. But I'm gonna take it over to Nick, Nick, what you know.
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Ryan: Tell us a little bit about yourself first.st
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Nick Alley: Yeah, love to. So I come from the music world. Actually.
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Nick Alley: I've been in the music bit game for
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Nick Alley: since out of college, basically got my start in radio promotions. So I was one of those street team members. A lot of people would see on the street various shows, you know, just promoting
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Nick Alley: artists that we have on our radio stations throughout Boston region
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Nick Alley: that led to working in live entertainment for many years.
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Nick Alley: 1st started off in kind of just venues within the Boston area, and that also blew up into festivals across the
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Nick Alley: the nation. So
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Nick Alley: it's been a great ride. I've really enjoyed that part of my life, but I also am at a different stage after, you know, being 22, it's a little bit different than being 29 to see kind of how life goes. And you know, different goals after that amount of time. And now I'm looking to make a transition into the sales world.
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Ryan: That's that's true. It is a huge difference. At 22, when you're out of college.
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Ryan: It I think you're
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Ryan: kind of faking, being professional. It's like, All right, college is done. I got a degree. And I'm gonna get a job and be professional serious now. But you're 22 and you're fresh out of college. Let's be serious at 29, at your age. Now I think you're exactly right. It's just like, Hey.
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Ryan: I got a few years under my belt. Now I kind of know the direction I want to go.
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Ryan: But could we rewind just a little bit? I just want to know more about the street motions. I kind of forgot this part about you, because it
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Ryan: to me it's like
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Ryan: that is like the door to door selling, you know like, that's the hardest
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Ryan: job of a salesperson. Just talk to me about it like what? What was it like? What's your approach?
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Nick Alley: Sure. So I was
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Nick Alley: quite often just more so, acting as the brand or the brand ambassador for some of these
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Nick Alley: radio stations. So
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Nick Alley: we were just kind of put in perspective. I was doing more than just one. So each time I was doing a gig it would be dependent on which one that I'm also representing. So you're seeing a whole bunch of different crowds as well.
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Nick Alley: trying to understand exactly what type of genre and type of people come with that genre.
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Nick Alley: and it really forces you to be knowledgeable of a lot of different
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Nick Alley: fan bases and demographics. You know, there might be a brand partnership that might be going on with a rap
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Nick Alley: radio station that would be completely different than a country one.
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Nick Alley: So it was a lot of it's a lot of a learning curve, and to, you know, try to seal these deals, and how you would also create those connections over time and build rapport is just completely different each way you go. So
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Nick Alley: while it was very entry level, it was a lot of Wow, okay, I'm being handed like lots of different things and lots of different events. And sometimes it was very, a very simple event. Where maybe you just go and you, you table. And you, just, you know, talk to people about whatever you're giving out free swag.
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Nick Alley: But then there are times where
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Nick Alley: I remember just as a funny aside here
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Nick Alley: I had to wake up at like.
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Nick Alley: I didn't even wake up. I was working a show the night before.
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Nick Alley: and I
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Nick Alley: went from the show because we had to be on site at the radio station for 3
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Nick Alley: in the morning, because they do obviously morning broadcasts early.
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Nick Alley: So back in the day we had a contest, for, like the best backyard backyard house in
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Nick Alley: New England, and people got to vote so sorry this is the side now, but long story short, we ended up going to these people's house at like 4 o'clock in the morning. With all this radio equipment and prizes and everything in between, we get there. It's like Tent City. Everybody's expecting it, because we're doing like a party, too, at 6 o'clock in the morning.
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Nick Alley: and we just get there. People are blaring creed
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Nick Alley: at like 4.th
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Nick Alley: It's wild. So, anyway, long story short, there.
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Nick Alley: I got to learn how to be expecting the unexpected at the most craziest of times, and I think that's just the music industry.
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Nick Alley: No, that's.
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Ryan: That's that's awesome. And, Morgan, do you do you hear all this like? I mean.
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Ryan: I know you. I'm like the King of Analogies, but I mean, there's there's so many analogies, you know, and it's like it's just so parallel to
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Ryan: to prospecting, you know. You gotta know your ideal customer profile, you know. And that's what you're doing. You have to do. Your research. And everything is just so similar. And that's what we that's what we teach, you know, is that how to transition from what you're doing now to just a quote, unquote, proper
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Ryan: tech sales. Job.
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Ryan: yeah.
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Morgan: I mean, it's definitely dealing with the unexpected. I mean, that's that's the gig that you're going after. And that's the gig that you've been doing so, and just rolling with it and making the most of it. So what? What was kind of like the tipping point for you, Nick? That like made you say I'm gonna go after tech sales because, granted, you're still making money, you're doing music. You love it like. What made you shift to say, you know what I'm I'm gonna go after this.
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Nick Alley: Yeah, I wanted to go over tech sales. I had done a tech sales job, actually, during the pandemic.
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Nick Alley: That's kind of how I got my 1st foray into that world.
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Nick Alley: And funny way of even getting that gig was. I don't know if you guys remember this app called Clubhouse.
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Ryan: Yes.
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Nick Alley: I only.
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Ryan: I was on a I think I was on the waiting list for that one during
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Ryan: yeah, like, I couldn't get in. Yeah, during the pandemic. I couldn't get in.
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Nick Alley: So right? So I think that was there was wait list. And
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Nick Alley: at the time it was amazing. So for those who don't know, basically, it's it's almost like if discord was in a more professional way where you could join a whole bunch of different professional group settings and networking groups. And they would have like every day. Somebody would be putting on some sort of like event where they would be talking about how to get your next job during a pandemic, or like
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Nick Alley: financial budgeting, or whatever that might be. So I went to the one of the ones that people were hiring gigs for, and they were talking about an event tech company. And I was like, Oh.
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Nick Alley: that sounds like something I could mishmash. Both of my interest in had the interview connected with the person who told me about the job. And again, I didn't know anything about sales at the time other than a non traditional selling of various ways of getting tickets out.
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Nick Alley: So it was a little bit of a shock for me. I was very happy that I got the job. Yeah, that was my 1st foray into it, and
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Nick Alley: it was super cool to see like a more traditional sales way of it, like you got to be creative. You know, you got to still work with a lot of different people
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Nick Alley: try to understand which demographics are looking for events and trying to educate people on virtual and hybrid events, and such a
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Nick Alley: mysterious time of of if events were even ever going to come back.
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Nick Alley: So it was all. It was an interesting, just kind of wow. Okay, I'm really just like
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Nick Alley: going out there. I'm trying my best here to connect with people. And it was cool, like sometimes, like, obviously in a sales role like you're gonna get the nose. People never want to talk to you again, whatever. But then there are people like, Wow, like.
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Nick Alley: you guys really saved us, or like you were really able to like.
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Nick Alley: still, help us get these funds for the year that we utilize a lot of our events for any of our marketing leads, or anything like that. So
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Nick Alley: to be a part of that is super cool. At the end of the day, like while it's still sales, it was still helping people achieve their goals of what they wanted to hit throughout the year. During a crazy pandemic year.
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Nick Alley: so yeah, that's kind of how I found tech sales. And then that company kind of did a little bit of reorganization. So
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Nick Alley: we ended up not
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Nick Alley: staying together after the reorganization.
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Nick Alley: Well, that.
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Ryan: That's a good segue. So from there.
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Ryan: So
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Ryan: that's an interesting. I didn't know how. That's how you got that that 1st job. So like, let's bring it fast forward to today, you know. Like.
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Ryan: how do you get your your interviews now? How do you get your jobs now?
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Nick Alley: Yeah, I think there's a few different ways. I've approached it, and I think the biggest that I would say for people who are looking for it is that you gotta change your approach every now and then.
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Nick Alley: And because I think you people will get into this cycle of okay, like, it's not working, but it's gonna work. But if you keep doing something over and over again, it's literally the definition of insanity, right? So
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Nick Alley: I always try to make.
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Ryan: So each message you have is a personal message to to each.
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Ryan: each company, each recruiter.
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Nick Alley: Yeah, I think it's well, yeah. So I mean to kind of piggyback off of what you were saying, too. I utilize like Linkedin a lot. I think that's a underutilized thing that people who are in the job market don't utilize or looking for a job, because I think a lot of times. There's this like
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Nick Alley: nervousness of what to even post and like. There's a lot of things you could post, but people don't know like, especially with the open to work
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Nick Alley: banner. I feel like there's a lot of like stigma behind it or whatnot. And if they post, they're like, Oh, no! Like does this even like? Do I have any credibility or anything? And for me, like I've thought of ways how to keep at least that presence going, because I think we've talked about it in the past as well like content is content, and sometimes my posts go off. Sometimes I get like a like, but
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Nick Alley: you know it's
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Nick Alley: it's taken opportunities for people to take a look at my profile that I would have never even found otherwise. So you know, doing that part of just being active, and at least once a week I'm posting on there just to
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Nick Alley: start conversation. Get, you know, some eyes on me, but then you also have to do it the other way around, too, of, you know, reaching out to these companies that you really want to work for
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Nick Alley: doing the research and kind of going back off to what you were saying like.
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Nick Alley: you can't just go in there with a generic email or reach out. Yeah.
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Nick Alley: I usually try to find at least like that one bit of information. It doesn't have to be like anything crazy. But I mean, it's you can do a Google search. You can check the trades like it's not that difficult to find something from a company who
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Nick Alley: oh, like we just crossed. We just went public or Oh, we just hit like 1 million sales, or we just hired, you know, just like
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Nick Alley: anything to to at least show that you did a little bit of research, I think, goes a long way.
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Nick Alley: yeah. And then the only other thing that I've I've really been doing to connect with these people for interviews at the moment is just literally cold emailing, cold calling, which is crazy. Somebody who's, you know, not employed at the moment.
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Nick Alley: But you know, once you are able to figure out that system of how you know, people's emails are formatted for certain companies. I've gotten people who are like don't do that like. I don't want to hear from you. But then other companies are like, Oh, my God! Like, Thank God! Like somebody actually reached out to us, because, you see all the time, too, like there are people throwing lobs out on Linkedin, too, of like, wow! We had a hundred candidates that reached out for this this job. But only
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Nick Alley: 2 of them actually sent us an email saying what they'd be interested in
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Nick Alley: or like. I've been sending mock emails of what I would send to outbound prospecting, or something like that, like just ways to stick out. Isn't that hard for people if they do, the time and effort kind of what you were saying as well of
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Nick Alley: figure out, do it, and just doing it.
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Ryan: No, that's that's a hundred percent. It, you know. It's it's funny you get the interview before you get the interview, meaning
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Ryan: you have to show them while you know how to prospect into your your job applicants, you know. So if you you're showing them what you can't, what you're capable of even before you get that 1st interview, which is just kind of wild for me, you know, like, that's a whole different discussion. There. It's just like.
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Ryan: just give me the interview first, st and I could prove it. But you know that's not the way companies want to do it. It's just like, Hey.
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Ryan: reach out to the CEO first, st and then start reaching out to everyone else, you know, and and see. They want to see how you kind of attack your prospecting 1st before they even interview you. So that's a that's a great strategy. Yeah, nice job.
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Ryan: So it's not.
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Morgan: Sounds like you've tailored your messaging for each one that you've reached out to. But you're also going different methodologies in terms of like you're going, Linkedin, you're going cold email, you're doing cold
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Morgan: calling to get them tell me more about how you've identified, what kind of companies you're going to go after what? What's kind of like your dream job.
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Nick Alley: Yeah, I
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Nick Alley: I'm really looking for an organization that
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Nick Alley: is is growing, but also established. I don't know if that's the best way to say that. But I have, after like doing a few months of
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Nick Alley: basically prospecting companies and being from a startup before I do love the startup world, I think there's some opportunity. But I'm also looking long term to
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Nick Alley: grow. And just like Learn myself. And I know a lot of these bigger companies understand? Kind of like have more traditional training things going on.
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Nick Alley: there's a lot of opportunity to network with people who have grown or already gone through these type of things. So would love to go through something.
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Nick Alley: you know, in that world. But also when it comes to looking for these tech companies. I've also been looking for companies that are really solving a need to and I think a lot of people
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Nick Alley: will say that they're solving a need. But they're
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Nick Alley: there's a lot of competition, or they are not marketing it the right way, like there's there's. And I also am talking to a lot of these people that I'm I think I'm interested in. But like
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Nick Alley: again, maybe they're not even communicating with me when I am reaching out to them. So like I'm getting flags of like good companies and bad companies, and I'm obviously not going to put any blast. But I think again, if you're not doing the trial and errors of yourself like
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Nick Alley: you might go into these companies. You're like.
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Nick Alley: This is not what I expected it to be, but if you are doing it prior to that. Does that answer your question, Morgan? I'm not sure if.
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Morgan: But but I'm curious. Tell me a little bit more about like the specific examples of, like the red flags that you've gotten, and also some positive things that you've seen, and obviously you don't have to name companies. But, like, give the listeners a little bit more of the specifics that you're experiencing.
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Nick Alley: Sure. So, for example.
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Nick Alley: I had applied for a different for our role back in like April or so, and somebody reached back. I was like, Hey, I'm so sorry we didn't. We couldn't connect in April, but we did keep you on file for May when we were hiring for our next round of cohorts, and I was like, Oh, that's awesome like.
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Nick Alley: I'm glad that, like. Obviously, I was a little upset, that I was just kind of putting my application out into No Man's Land. But I was happy that they were transparent enough to be like.
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Nick Alley: Hey, like that's on us for not communicating that we couldn't give you a job beforehand or like you didn't even get like an automated response or anything like that.
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Nick Alley: also, green flag. Anybody who is giving me feedback, because I understand that.
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Nick Alley: You know, some of these companies are having like hundreds of
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Nick Alley: I wouldn't say thousands, but maybe they are getting hundreds of thousands, applicants of things. And
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Nick Alley: I understand that it's you know, I've gotten feedback where we can't provide feedback right now. But you know, keep an eye out for our career page.
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Nick Alley: And
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Nick Alley: I mean.
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Nick Alley: when people do go out of their way to just even tell me, hey? Like
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Nick Alley: we would have loved to see Xyz during your interview, or
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Nick Alley: or you know this happened instead, internally. So it's like, All right, that's cool like it doesn't really require too much for me to know like it helps me with my own interviews and things. As I'm going through the job interview process. So I do love people who are at least able to communicate, because that's usually a good sign of like. Okay, like it wasn't a it was a No for right now, but maybe in the future when the next things open up like I could keep going.
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Nick Alley: And I think that's also, you know, just a segue to
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Nick Alley: prior or not a segue. But an aside from our previous conversation.
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Nick Alley: people don't follow up a lot, and I think there's a lot of that animosity of just
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Nick Alley: once. They are not hired, or they get a no like, they won't continue to maintain the relationships for these jobs that they want. And I think that's really
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Nick Alley: not the best way to go about that.
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Morgan: Jessica.
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Nick Alley: Contact with people, and to hey, just check in every few months, because at least it shows like, Oh, okay, like, they were actually interested, but I I digress
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Nick Alley: bad signs.
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Nick Alley: I recently set up like I recently was given a job.
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Nick Alley: and you know I know that they were kind of startup, but I wanted to negotiate my salary. Which a whole nother topic we can go into about.
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Morgan: Yeah.
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Nick Alley: By the second.
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Morgan: I just said, That's a beast. But yes.
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Nick Alley: Yeah, right? Right? But when I told them like I was, I was very transparent like, Hey, like, Thank you so much for the offer like I'm super excited to get started, would love to talk about salary, wage benefits all that jazz when you have a moment.
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Nick Alley: and it took them like a week to get a hold of me.
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Nick Alley: And
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Nick Alley: I was like, Okay, like. And like, I got an email to like
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Nick Alley: waiting for my, what was going to be my boss. I had to reach back out myself to be like, Hey, like just checking in like what's going on here. And they were like, oh, I completely forgot about you. Sorry! And that was like
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Nick Alley: crazy to me like, how do you forget an employee like that's it's it's
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Nick Alley: your job, is almost. It is your livelihood at the end of the day. Right? It's a big part.
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Ryan: Yeah.
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Nick Alley: So to
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Nick Alley: to put that emphasis of not even really.
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Nick Alley: I don't know. It spoke a lot
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Nick Alley: to me about that company, and how that was run. So I I'm glad I dodged the bullet there. But that's just obviously the extreme example. But you know, I think it's
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Nick Alley: it's yeah, it's a it's a bloodbath out there at the moment, for sure. But I think it's being positive and keeping yourself motivated
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Nick Alley: helps.
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Ryan: No, that's great. We have like 5 more minutes left. So, Nick, I wanna make sure we get everything in so like.
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Nick Alley: Please.
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Ryan: Let's wrap it up. We're gonna have 3 last questions for you. So one is the like, I guess the biggest lesson that you have
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Ryan: or like from your interviews, or from your process right now.
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Ryan: slash, you know, or like the big of the biggest advice you would give to someone just starting their job. Search right now.
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Nick Alley: Okay, I would say.
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Nick Alley: I would say.
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Nick Alley: be prepared to learn during the process.
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Nick Alley: I think I am completely different from when I was starting my job hunt
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Nick Alley: to
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Nick Alley: where I am now, especially after working with you guys for the last few months
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Nick Alley: I've gone at my approach is completely different.
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Nick Alley: You know, before I was kind of blindly applying. And now I'm able to
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Nick Alley: categorize what I want, what these companies are giving me. If I have to compromise, like, you know. Sometimes you just gotta. But it might work out long term for yourself. So I think
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Nick Alley: one just kind of prepping yourself that
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Nick Alley: if you really want something, it might be a while like, keep an eye out for these companies that you really want, because they might not have a job opening that you're qualified for right away.
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Nick Alley: But you know, just to check weekly or making those connections. For when it is happening, because I think that's also huge of
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Nick Alley: having that people are always in the back of your mind. Once you start that connection and I've had plenty of people who are like, oh, hey! It's finally time, like we're finally hiring for our next cohort, and I'm like great like. I'm glad it took like, you know, 3 months, but like. I've fostered the relationship with the person from this company. And now it's time. So I think just, you know, kind of what we were talking about before making sure that we're utilizing the network.
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Nick Alley: preparing yourself for things and just getting creative during the time while you are doing job hunting like, if you need to find another job during downtime. I'm freelancing still on the side while I'm job hunting, so take it easy. Breathe a little bit, and you know.
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Ryan: I like that a bit second question.
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Ryan: is there anything
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Ryan: speaking of being creative? Is there anything like that you thought of?
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Ryan: This would be a good idea, but it's kind of like out of the norm.
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Ryan: you know, but you haven't tried yet.
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Nick Alley: Regarding, Sorry.
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Ryan: Stop searching. Yeah, just be like, you know, like, this would be a great idea. But that's kind of crazy, you know.
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Nick Alley: Yeah, I think we talked about this internally not too long ago. But
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Nick Alley: I am really interested on how
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Nick Alley: what a video platform or short form content, especially on Linkedin, could look like.
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Nick Alley: you know. I think there's like a little bit of discrepancy of some people love it. Some people don't like they're over like, there's too much video content now. But at the end of the day, like Content's content, and people love to consume that.
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Nick Alley: So I think that it would be interesting to try to do like
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Nick Alley: kind of something of this nature where you're putting your face to a name. You're able to see your personality a little bit more. People are able to understand, like exactly who they're working with rather than just somebody typing over things like.
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Nick Alley: I think that that could be a really cool foray for people to get into, because not a lot of people have have figured out how to break into the Linkedin market or algorithm yet. So if you're trying to think of 100%, I would go that route.
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Ryan: Yeah. And then last one, what's what's 1 tool that
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Ryan: you couldn't live without, basically for your job, search.
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Ryan: software or anything.
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Nick Alley: Yeah. Linkedin.
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Ryan: It doesn't have to be software, too, you know. It could be. It could be my notebook, you know.
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Nick Alley: Oh, I do use my notebook a lot. I'm a big I love, but I'm an old school notebook guy like I love writing notes.
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Ryan: Yeah, me, too. Let's.
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Nick Alley: Yeah, it just feels good to be like either checking stuff off in person or whatnot. So. But I would say, Linkedin, I I think, Linkedin seen people we've we've talked about this before, too, but
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Nick Alley: I've seen people who have taken Linkedin, and they've become like Linkedin influencers. I've seen people who have taken Linkedin, and they tell their whole life story, and it works out for them. I've seen people who are just funny on it like
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Nick Alley: the other day I saw somebody who, instead of having the
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Nick Alley: open to work little simple on their profile picture, they changed it to desperate.
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Nick Alley: which is just like.
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Morgan: It was.
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Nick Alley: Like so funny, and it was really relatable during the moment, and I was like, Oh, my God! Like you saw the engagement that she had, too, and like people were coming out of the woodwork. They were like, this is amazing market. I think she was a social media girl, too. She was like, whatever I have no shame, and she got flooded with, Oh, my God, we're looking for somebody, for social media, for this like we get, you know, this is the wage like, and these are just comments, too. So like.
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Ryan: Yeah.
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Nick Alley: Think that again, Linkedin can be utilized as so many things as you make it as. And
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Nick Alley: you know, it's a completely different type of social media, comparatively to your Instagrams, your Facebooks, Tiktoks, whatever. But
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Nick Alley: it is what you make of it at the end of the day.
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Morgan: Yeah, and I.
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Ryan: That's great!
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Morgan: I love the parallels in this conversation of it truly is. This is your 1st sales. Job is selling yourself.
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Morgan: and like the methodologies that you're using, and all your lessons learned are the same things that an ae, that's been in tech sales for 20 years would be saying like, try different things. Keep it fresh, be creative, be authentic, be persistent. These are all things that you apply down the career path.
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Morgan: And it's really this is your 1st chance to show companies that you know how to do that. So I I really appreciate, like your time and your comments and your stories and your experience and just being authentic and real with us, and trusting us to help advise you in this way. But it's truly inspiring. And I'm really impressed with how many interviews you continuously get. But it's very clear you're being methodical. You're being diligent about it, and
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Morgan: you're getting it. So I know that you're gonna land at the best company.
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Nick Alley: Thank you.
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Ryan: Yeah.
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Nick Alley: Yeah. Y'all, I appreciate.
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Ryan: Is there is. If anybody has any questions, is there a good way to reach you?
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Nick Alley: Linkedin, I was. Gonna say.
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Morgan: This is like an ad for Linkedin. Now.
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Nick Alley: I was. Gonna say Linkedin, if you're listening to, you know, you can always
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Nick Alley: my mind.
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Nick Alley: I don't know if some people don't know this, which is crazy in 2024. But you can make your own URL on Linkedin. So if you haven't done that, I would say, go into your settings and figure it out.
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Nick Alley: But if you are looking for me personally, I'm like, I think it's a slash. And then, Allie M. Nicholas is my URL ending to find.
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Ryan: Nice. Thanks, Nick. I appreciate your time. And
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Ryan: if anybody has any questions, you could also email us at info at get startedinsales.com. And if you want, we also have a job. Pipeline. Excel spreadsheet. Sorry, Google spreadsheet that that Nick uses a lot, too, and we'll share that with you, just.
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Ryan: you know, mentioned Job Pipeline in the comments. Thanks for listening and thanks. Thanks again, Nick, for spending some time with us.
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Nick Alley: Of course.
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Morgan: Snack.