The Operating Partner

Over 30 years building and fixing revenue streams. Behavioral Economist. Sales motion, positioning, deal flow.

[The Operating Partner @Oper8ingPartner]

So true. I once had a Rolls-Royce customer (he bought many over a long period of time) who let me go on and on about the mirror matched wood trim on the dash and door caps. He nodded many times. Asked if he had any questions he said (politely):

"No. I'm just going to let you talk until you say something that convinces me not to buy it"

We sat in silence for an extremely uncomfortable three or four minutes.

The silence was broken when I asked: "Are you free on Friday to come pick up the car?"

☕️

[VBTS @VBTSSales]

Most sites already have the infrastructure.

They just haven’t changed the workflow.

It’s about time!

[VBTS @VBTSSales]

Chasing the lowest freight rate wins today.

Building a better system wins long term.

It’s about time!

[VBTS @VBTSSales]

The shift is already happening:

From truck-powered systems → site-powered systems

The Hourglass Bulk Delivery System is just the beginning.

It’s about time!

[VBTS @VBTSSales]

Silica dust.

100+ decibel blowers.

Hour-long unloading processes.

How is this still considered standard?

It’s about time!

[VBTS @VBTSSales]

High-volume, repeat lanes are where inefficiencies hide best.

Because “it works”… until you measure it.

It Works ≠ It’s Efficient

It’s about time!

[VBTS @VBTSSales]

Most dry bulk operators try to solve driver shortages by hiring.

The better question: Can we do the job with less?

With the Hourglass Bulk Delivery System, we can.

It’s about time!

[The Operating Partner @Oper8ingPartner]

@TheGeoMethod “Just” is so weak.

[The Operating Partner @Oper8ingPartner]

@PEoperator On it!☕️

[VBTS @VBTSSales]

Would a 15-25% reduction in cost change your business?
If not, you’re already elite.
If yes, you should see what we’re building.
It’s about time!

[The Operating Partner @Oper8ingPartner]

@TheGeoMethod Utterly brilliant! Yes, that one more question til you hear the truth!

[The Operating Partner @Oper8ingPartner]

I recently pitched a sponsorship for an event (side gig, long story) where, in the end, the prospect said they'd pay half the asking price.

So, obviously a pulse is a good sign the patient is alive. But, per your comment @lawrencekingyo, being a broke deal.

I said: If I take half I want half your sales for 60 days leading up to the event and 90 days after.

They choked on it. Well, I know you'll sell about $2M of product in and around but directly attributable to the event so $50,000 isn't a bad deal is it?

[The Operating Partner @Oper8ingPartner]

@LindySalesGuy @ImAntCalabrese Whaaaaa?! @ImAntCalabrese ! This is incredible!!

[The Operating Partner @Oper8ingPartner]

@TheGeoMethod 9 and 10 are cardinal sins

[The Operating Partner @Oper8ingPartner]

@ThxxasBlxze Pizza

[The Operating Partner @Oper8ingPartner]

Just pitched this to a CEO client in a ‘dirty and difficult’ industry.

“Let’s make it easier for the right people to say yes. Don’t chase, don’t beg, don’t ’negotiate’ out of the barn. The right people will come us and they’ll pay what we are asking bc they ‘get it’. “

He said: “I’ve tried the other way it isn’t worth the energy, I just never thought of saying ‘no’. So let’s try!”

I’m so sure of this and you are spot on, per the usual @TheGeoMethod !

[The Operating Partner @Oper8ingPartner]

I was interviewing a sales person once and they asked for the OTE and why we didn’t publish it. “It’s useless” was my answer “and, I don’t want to trap you with a self imposed limitation. Dazzle me and I’ll pay you batshit crazy money”. You never know. He’s still with that company 12 years later.

[The Operating Partner @Oper8ingPartner]

@ImAntCalabrese @DialDraper 🫡☕️

[The Operating Partner @Oper8ingPartner]

@lawrencekingyo These are all true.
☕️

[The Operating Partner @Oper8ingPartner]

So simple nobody sees it:
If ai replaces workers and everyone gets fired, there’s no market left to buy or sell anything to. Economy collapses.
Why on earth would anybody ‘want’ let alone ‘allow’ that to happen? They won’t.
Use ai to become better and more productive, now you’re more valuable.
@TheAMimms you’ve got it right. ☕️

[The Operating Partner @Oper8ingPartner]

@Nicolascole77 @Tim_Denning 100% true. I’ve been saying “let’s do this differently” for years. Applying only to a project or task, now I’m applying this to my work and career. And…🚀☕️🤠