Dr. Jeremy Weisz 18:25
Yeah. As you’re doing that, I’ll pull it up and we could take a look and then you could maybe point out some things that were important to include. Right. Because obviously, you know, you looked at the website and different things that they should, and maybe there’s certain things they shouldn’t be doing before you got Ahold of it. Right.
So I’ll pull it up here. Maybe talk about some of the key features. And then people can use this for their own website. Like what? What are some best practices here that we’re seeing that people can use for themselves?
Humberto Bejarano 19:02
Yeah. So I mean here it’s just about making the navigation very intuitive and very specific to the students that are looking for specific prep courses. A lot of this stuff is very kind of complex. And so, you know, if you go into the MCQ one, which is one of their more popular courses and just going to, yeah, you know, Calgary or Edmonton.
Dr. Jeremy Weisz 19:23
Do they do it in person or is it.
Humberto Bejarano 19:27
Yeah. So you can actually purchase a course, but you can also do it in person. So you can schedule an appointment there. But you know, this is kind of very kind of a comprehensive, in-depth look at what you can expect. And, you know, there’s a lot of different things components on here, but it’s almost like you need to take out all that complexity and just simplify it so that anybody that is looking at this information says, okay, you know what?
It’s also about the reviews, right? They have excellent reviews. And then if you’re interested, you can actually open up WhatsApp or telegram and ask more questions. There’s a community there that will be able to kind of, you know, assist and you can learn more about, you know, how long it takes, what the, you know, passing rate is, etcetera, etcetera. So a lot of really kind of it’s just a way on how you kind of present that information.
And Doctor A-Z is a really, you know, kind of good leader for the Academy. He’s kind of developed all these training courses and he’s a doctor himself. So yeah, it’s just, you know, making it very kind of streamlined, easy to Easy to understand and showing the success that the, you know, the company has had.
Dr. Jeremy Weisz 20:39
How did they find you?
Humberto Bejarano 20:42
You know what? I’m not 100% sure. Right. So I’m not 100% sure.
Dr. Jeremy Weisz 20:48
That’s always interesting to hear. Kind of the. Sometimes it’s a winding road behind that. What about I know you helped an e-commerce company in the automotive space. What did you do there?
Humberto Bejarano 20:59
Yeah. So, you know, this is just a recent, you know, small business that reached out to us. You know, typically not a project that we would kind of take on, but, you know, the need was there. And so we decided to kind of give it a shot. So again, you know, one of the biggest things that we noticed is the conversion, you know, the client had spent thousands of dollars on driving traffic to a website that just wasn’t converting.
And so we completely redid the website. You know, we did some custom videos of people demonstrating the Demonstrating the product. We ran ads. And, you know, for a business that didn’t make any sales previous to us. We were able to, you know, we went from basically $0 to $50,000 in product sales for a $200 product in under six months.
So the client’s actually been very, very happy with us. We’re now starting to kind of expand and run campaigns in France and Japan, because we kind of deem that there’s a market there for this product. And so, you know, those are just kind of two small examples of some of the clients that we’ve helped. But we’ve done lots of things in logistics and training, and we do a lot of stuff in home services and beauty. And so, you know, whether you’re a person that does renovations or you do ceiling texturing or you have a law firm, whatever it is, you know, we don’t necessarily put ourselves in a box.
We’ll work with anybody. We just really like to understand the needs first, and then see if it’s a good fit with our process and our team.
Dr. Jeremy Weisz 22:36
What was the hardest position to hire for? I know you mentioned there’s a lot of departments and you know, from SEO, UX, UI, project management, developers, what was what’s a hard sell?
Humberto Bejarano 22:48
Sales is always the toughest to hire for, right? It’s you know, it’s not necessarily about your sales skills. It’s also about how well you are with, you know, people. Right? And it’s just one of those positions that it just is.
It can seem very daunting and it can demoralize you quick. Right. And so I think sales is the toughest position in any company. Right. Whether you’re an AE, an SDR, business development rep, a sales rep, etc. like, I think that every single sales position has its challenges.
Dr. Jeremy Weisz 23:27
In the hiring process for sales. What are some of those items that you make sure to ask, or what’s part of the sales process or hiring process that’s important when you’re hiring a salesperson?
Humberto Bejarano 23:40
Yeah. So I mean, we really like to understand, you know, how so first off, you know, I don’t actually take part in the first interview. We have an HR coordinator that kind of gauges. So we do a video submission. So if you are interested in one of our positions they do have to submit a video.
And they go through kind of a specific process. But you know, we like to find out okay, what’s important to you in sales, what kind of drives your, you know, your commitment and moving forward. So are you money-driven? Are you recognition driven? These two types of salespeople, are they you know, they can be very different.
So somebody that’s money driven, you know, you might want to increase the commission structure, right, is somebody who’s more recognition driven is probably looking to move up. So I think it’s just understanding the type of person that you’re dealing with. I don’t think I answered your question, Dr. Jeremy. And it kind of —
Dr. Jeremy Weisz 24:43
No, I mean actually, yeah. So it starts off with a video submission. Yeah. Right. And then you weed people out. What’s the next step in the process?
Humberto Bejarano 24:53
So next step in the process is they meet with our HR coordinator. Right. And her name is Davi. So she would, you know, kind of meet with them, understand who they are as a person. We don’t necessarily look for the best skills or anything like that.
I mean, we do, but one of the biggest things that we kind of prioritize at Beanstalk is our culture, right? So, you know, we don’t care where you’re from, what your background is or anything. We just want you to have a good, positive attitude. Somebody that’s a go-getter that can be accountable. Accountability is a big part of, you know, our company.
And that can express our tagline, which is, you know, integrity by design, growth as a result. So somebody who has that integrity and, you know, is looking for a place where they can grow. Right. And then, you know, afterwards they would typically meet with, me probably for a one-on-one. And that’s where I just get to know you a little bit on more of a personal level.
And really understand, you know, the, the, the services that we sell, specifically things like SEO. It’s a beast of a service. So what that basically means is it’s not something that you can learn in 3 or 6 months. It’s always changing. It’s always evolving.
There’s always new, you know, updates. And so there are learning curves. So we do like to work with people who have been in this industry. But that’s not always like the, you know.
Dr. Jeremy Weisz 26:26
Requirement.
Humberto Bejarano 26:27
Yeah, that’s not always a requirement. Exactly.
Dr. Jeremy Weisz 26:30
Yeah. So the video submission, they made me the HR person, if they get through the kind of the culture, there’s certain specific questions you’re asking to see because it’s tough I think in an interview process to go, well this person I mean they all people usually come across well and maybe come across as having a good attitude. Right. Or accountability. What are some of the things you may ask in that process to kind of weed out people who are a good interviewer?
Humberto Bejarano 26:58
Yeah. So I mean, one of the things that we ask is obviously, what have you sold? Like what is the dollar amount or what specific industry have you sold in? You know, there’s things like, you know, high ticket offerings, which, you know, somebody that has that experience would be a good sales person. Are you have you done face to face?
Are you good? You know, with trade shows, things like that I think would help weed things out. We always look for somebody that has cold calling and cold email experience. Cold calling. Because, you know, again it’s one of those things where, you know, you get told a hundred no’s, but you need that person that doesn’t get fazed by that.
You need that person that can keep going on for another, you know, 100 no’s to get that one. Yes. And cold emailing is, you know, emailing has become one of our big kind of key frameworks of how we position our company. You know, to, to, to, to to be a little bit more than maybe some other standard companies. And so somebody that has that email marketing knowledge is a good asset for us.
There’s not really any honestly specific I mean we probably ask a lot of different questions. I just can’t think of any off the top of my head. But really it’s kind of gleaning.
Dr. Jeremy Weisz 28:18
Seems like just learning from what past experience do they have? So asking questions along those lines like what have you sold and learning because yeah, I guess past experience, past results can dictate future results.
Humberto Bejarano 28:33
Yeah. And you know, we like people that educate and train themselves. Right. So if they mention, you know, any specific, you know, of those like sales gurus that are out there. You know, the only one that I can kind of come to my head right now.
You know, Jeremy Lee miner. So if you know, if they’re invested in what they’re doing, which is sales, and they talk about sales and they follow people that are doing sales, then that also adds some kind of brownie points, right. So hopefully that answers.
Dr. Jeremy Weisz 29:08
Yeah, definitely. I have one last question before I ask it. I’m curious, your mentors. It could be, you know, actually a personal mentors in business or distant mentors meaning there’s books or, you know, resources in certain industries that you like. But before you answer that, I want to point people to check out Beanstalk growth.com.
You’ve seen it on the screen. To learn more, you can check out more episodes of the podcast on Inspired Insider as well. Just tell. Tell us a little bit more about some of your mentors. It could be throughout, you know, your years from a business perspective. Or maybe it’s books or resources from that distant mentorship side.
Humberto Bejarano 29:51
Yeah. So I started off in the same kind of position, like an entry level like telemarketing, cold caller, you know, dialer. And, you know, one of my mentors, you know, was a guy who, you know, when I came in, I saw what he was doing making 150 calls a day, but he wasn’t taking no for an answer. He was very persistent. He would follow up, and to this day, I still talk to him.
I mean, we both went separate directions, but, you know, he was one of the big kind of driving points in my in that specific position where, you know, I realized that, you know, you can’t just sit around and not do anything. You have to go get what you want. And that actually pivoted me to be able to obtain an outside sales role with that same company where I was very, very effective. And, you know, I was there for many, many years. And that was then before, you know, the launch of Beanstalk.
And so I think that specific mentor, you know, I won’t mention his name, he knows who he is if he sees this. But he did. You know, he was one of the guys that everybody looked at. And he won a ton of awards. And, you know, he was always just a very kind of positive guy and, and didn’t let the job itself get to him.
So if it wasn’t for him, you know, I don’t know if I would have pushed myself. It also helped that I sat right next to him for, you know, the majority of my position as an inside sales rep until I was moved to outside sales, which, you know, he also was moved. And, you know, we both did very well.
Dr. Jeremy Weisz 31:30
So, yeah, any resources that you’ve studied throughout the years that have been helpful for you? It could be books. It could be courses.
Humberto Bejarano 31:38
Yeah. You know, one of the things that helps our sales team specifically is 30 Minutes to President’s Club. So there’s a team of people there that are specific to, you know, different industries. So Ahmed Farooq Nick Jason Bay these are these, you know, these people that put together these webinars which I make our sales team, you know, attend almost on a weekly basis. And they also provide a lot of really good, helpful resources.
Some things that you can actually download directly. So if you want to check them out it’s just 30 MPC. It’s more specific to, you know, cold calling and email frameworks. But, you know, it’s been a game changer for us to make sure that kind of we’re doing what some of the other top sales reps are doing for these other big, big companies, right?
Dr. Jeremy Weisz 32:32
I’ve never heard of that before. How did you discover it?
Humberto Bejarano 32:37
So a long time ago, we trialed Zoominfo and through Zoominfo, I think I was contacted via email and that’s kind of how I got introduced. But now 30 MPC has grown and they, you know, they work with a lot of like bigger. You know, you know, they work with like Gong and Pipedrive. Zoominfo a lot of the tools that we use Otter, things like that. And so through just there you go.
Yeah. Yeah. So through just kind of following them on social media, we started to do their webinars and everything is free, right? So, you know, it really, really helped. And so even for you, Dr. Jeremy, if you, you know, it might be good for you to reach out to.
It’s interesting. These guys. Yeah. They, you know, they’re on the, on, on a, on a bigger scale than what we are. But a lot of their, you know, courses and their webinars have definitely helped our team.
Dr. Jeremy Weisz 33:37
So is that how they make money. Is the courses like the bigger courses? Do they sell them?
Humberto Bejarano 33:43
I — you know, it’s weird. Again I don’t know if I should be saying this, but it’s, you know, as soon as you kind of, you know, commit to them, then all their partners come crawling as well. So they definitely have a really good network. Let’s just say that.
Dr. Jeremy Weisz 34:00
But you know, it’s interesting. This is really cool. I appreciate you mentioning it. I’m always looking to learn. And then the audience is always looking to learn of different cool resources. So this is fantastic. I just yeah. Go ahead.
Humberto Bejarano 34:13
Sorry. In the one last person I want to mention that he’s an absolute killer is Jeremy Lee miner. If you have not checked his stuff out on YouTube or seen his Instagram videos, he’s, you know, he’s one of the best salespeople of all time. And so he’s another guy that we kind of, you know, we look at very intensely and follow some of his strategies.
Dr. Jeremy Weisz 34:35
I’ve seen his, you know, if you asked me put in a lineup, someone’s picture, I would not be able to pick it out. But I’ve definitely been retargeted by him. He’s on YouTube. He’s all over YouTube. He’s all over.
Yeah. He’s got a good YouTube ad that I’ve seen him break down like a sales process. You know which one I’m talking about?
Humberto Bejarano 34:57
Yeah. Oh, yeah. He has tons of those videos. So I think he actually has like I think he’s like.
Dr. Jeremy Weisz 35:02
This is him though, right?
Humberto Bejarano 35:04
Yeah. That’s him. Yeah I think he’s the top. He’s one of the top ten salespeople of all time in terms of I think it’s like sales amount or sales volume or something crazy like that. So, you know, you have to be, you know, somebody pretty powerful too.
And his story is really cool in regards to like, you know, how he got, you know, involved in sales and so yeah now he’s just someone that we, you know, we look at his videos, we study his frameworks. And a lot of the stuff that he says just makes sense. So it helps our team.
Dr. Jeremy Weisz 35:39
I love it. Humberto, I want to be the first one to thank you. Thanks for sharing your lessons, your knowledge, your journey. Everyone can check out beanstalkgrowth.com to learn more and we’ll see you next time. HB thanks so much.
Humberto Bejarano 35:52
Thank you so much. Take care, Dr. Jeremy.
