Full Transcript — Meeting between Dmitri Sunshine and Oliver Sholder
Oliver Sholder: This meeting is being recorded.
Oliver Sholder: Hello, Oliver.
Dmitri Sunshine: What’s up, brother?
Dmitri Sunshine: It’s been many years.
Oliver Sholder: How many years?
Dmitri Sunshine: I don’t know, man.
Oliver Sholder: That’s five years, something like that.
Oliver Sholder: By the way, I’m gonna go for a little walk because I’ve been sitting for so long.
Dmitri Sunshine: Yeah, sure, man.
Dmitri Sunshine: Good to see you around your place.
Dmitri Sunshine: You’re still in Portland?
Oliver Sholder: Say that again?
Dmitri Sunshine: You’re still in Portland.
Oliver Sholder: I. I am.
Oliver Sholder: I may be somewhat like splitting my time between Portland and.
Oliver Sholder: And Los Angeles.
Oliver Sholder: This is my house.
Oliver Sholder: It’s my downstairs.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: Beautiful.
Oliver Sholder: It’s a.
Oliver Sholder: It’s a nice, nice spot.
Oliver Sholder: This is.
Oliver Sholder: I’m going to walk outside.
Oliver Sholder: This is my.
Oliver Sholder: It’s my yard right here.
Oliver Sholder: Yeah.
Dmitri Sunshine: Gorgeous.
Dmitri Sunshine: Gorgeous.
Oliver Sholder: You left Portland.
Oliver Sholder: You’re in Sedona?
Dmitri Sunshine: No, Boulder.
Dmitri Sunshine: Boulder.
Oliver Sholder: I was close.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: But I lost your video.
Oliver Sholder: Oh, well, I. I’m just gonna do audio.
Oliver Sholder: Just.
Dmitri Sunshine: Okay.
Oliver Sholder: If we need video, I can do it.
Oliver Sholder: But I’m.
Oliver Sholder: I was on.
Oliver Sholder: Oh my God.
Oliver Sholder: I almost feel like I have to like cleanse my energy because I.
Oliver Sholder: My last.
Oliver Sholder: I have some really high paying clients and closing a lot of deals and I took a call to help someone with their CRM who’s a solo entrepreneur as a favor.
Oliver Sholder: Who’s this girl in Ashland and she’s just like such a hot mess and she’s telling me how she can’t afford her rent and she needs to get this CRM so she can make money and this and that.
Oliver Sholder: Wow.
Oliver Sholder: And wanted me to do this stuff for free, which I told her I can’t.
Oliver Sholder: So.
Oliver Sholder: Anyway, I’m here though.
Oliver Sholder: What.
Oliver Sholder: What did you want to.
Oliver Sholder: Well, I. Yeah.
Oliver Sholder: What did you want to talk about?
Oliver Sholder: I’m kind of curious.
Oliver Sholder: You know, I think you had reached out about.
Oliver Sholder: I think so.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: So I also just launched a consulting firm.
Dmitri Sunshine: So we’re focused on operational resilience, but also I mean playing that fractional CIO and fractional CISO roles, focusing more on the wealth management ecosystem.
Dmitri Sunshine: That’s just due to this kind of long, longer term play.
Dmitri Sunshine: Tell you more about that later if you have time.
Dmitri Sunshine: But the.
Dmitri Sunshine: But yeah, I wanted to connect and see like where.
Dmitri Sunshine: Where are you looking for partnerships and how have you been able to do partnerships in the past?
Dmitri Sunshine: Because it seems like you were quite successful with a previous consulting firm you had.
Oliver Sholder: Yeah, well, I actually have a new consulting firm that does the same thing.
Oliver Sholder: I’ve closed for businesses that I’ve been a sole owner of.
Oliver Sholder: Actually this one I have a business partner that gets some.
Oliver Sholder: Some profit share.
Oliver Sholder: But I’ve.
Oliver Sholder: I’ve closed about 200 an hour.
Oliver Sholder: So a lot, A lot of hours billed and most of that has been referrals.
Oliver Sholder: So my companies have done Salesforce implementation and consulting and optimization, mostly working with current Salesforce customers because they never have it set up right.
Oliver Sholder: So it’s a pretty good business model.
Oliver Sholder: And most of the business gets referred from Salesforce and some of it gets referred from other people.
Oliver Sholder: And a small portion is cold calling.
Oliver Sholder: And I’ve.
Oliver Sholder: In the last.
Oliver Sholder: In the last 60 days, I’ve closed about 450,000 in new business.
Dmitri Sunshine: Holy.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: Beautiful.
Dmitri Sunshine: Wow.
Dmitri Sunshine: Wait, that’s.
Dmitri Sunshine: I mean, is that like for the year or like.
Oliver Sholder: No, in, in, in.
Oliver Sholder: In the last 60 days, I’ve closed 450,000 in sales.
Dmitri Sunshine: Holy, man.
Dmitri Sunshine: Okay, so.
Dmitri Sunshine: So Oliver, how, How like what.
Dmitri Sunshine: Can you share any more about your, like what, what secrets?
Dmitri Sunshine: What’s your magic to this?
Oliver Sholder: I’m just good at what I do.
Oliver Sholder: And people, people need this and I’ve been doing it for a long time.
Oliver Sholder: I don’t actually do the work myself, but I scope projects out myself if you know anyone.
Oliver Sholder: So I’ll actually tell you.
Oliver Sholder: 400,000 out of that 450.50k comes from like four deals.
Oliver Sholder: And then the other 400 comes from one deal.
Oliver Sholder: And this guy, you know, I, I would, I would, I would give this.
Oliver Sholder: We have a.
Oliver Sholder: Well, so we’re giving 10 referral fees to anyone that refers us business.
Dmitri Sunshine: Yep.
Oliver Sholder: And.
Oliver Sholder: And basically if you know anybody that uses Salesforce, I will give them minimum 2 hours of non salesy free consulting.
Oliver Sholder: That’s the same type of strategy consulting.
Oliver Sholder: I’ll even do config work for them for free.
Oliver Sholder: So it’s a really high value offer.
Oliver Sholder: It always makes people look good.
Oliver Sholder: And a lot of times, you know, most companies that are on Salesforce are not using it very well.
Oliver Sholder: Yep, some.
Oliver Sholder: Some are.
Oliver Sholder: Most are not.
Oliver Sholder: And so that’s kind of our, you know, offer.
Oliver Sholder: And we.
Oliver Sholder: I have a E signature referral agreement.
Oliver Sholder: That’s just a 10, 10% mutual referral agreement both ways.
Oliver Sholder: I also work with a lot of financial services firms.
Oliver Sholder: I’ve worked with some of the.
Oliver Sholder: Some very prominent, like, you know, firms that have like 100 or more financial advisors.
Oliver Sholder: But I think, I mean, just to be candid with you, like if there’s a way I can help you out, I’m open to that.
Oliver Sholder: But from my end, like if you know any companies, people on Salesforce, like make an intro, I will give them some free consulting.
Oliver Sholder: I’ll hook them up and if it makes sense, which often it does, you know, be able to help them out with some strategy or, you know, with, you know, like, doing a project.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: Yeah, I would love that.
Dmitri Sunshine: I mean, can you.
Dmitri Sunshine: Would you be willing to shoot over your referral agreement?
Dmitri Sunshine: Like, how you have it set up?
Oliver Sholder: Yeah, I mean, it basically just says, I’ll give you 10% if.
Dmitri Sunshine: Or.
Oliver Sholder: And you’ll give me 10% if we refer something in writing.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: And, like, what’s the scope on that?
Dmitri Sunshine: Is that just for the first project?
Dmitri Sunshine: The first year?
Oliver Sholder: I think it’s for.
Oliver Sholder: I’d have to double check.
Oliver Sholder: I mean, if there’s something that would, you know, like.
Oliver Sholder: There’s something.
Oliver Sholder: Yeah, I’d have to double check.
Oliver Sholder: I think it’s.
Oliver Sholder: I think it’s 10 for a year.
Dmitri Sunshine: Okay.
Oliver Sholder: But usually a decent bulk of the revenues for.
Oliver Sholder: For a year from the first year.
Dmitri Sunshine: Dude.
Dmitri Sunshine: Well, I mean, what kind of help are you needing with this?
Dmitri Sunshine: Like, you said, you’ve got people doing some of the work, so you’re just doing mostly scoping.
Dmitri Sunshine: But, like, what else?
Dmitri Sunshine: I mean, I’m looking for, like, what are the partnership ways and what are.
Dmitri Sunshine: Because right now, you know, just getting started is.
Dmitri Sunshine: I don’t know if.
Dmitri Sunshine: I don’t know if it was easy for you because you had, like, a natural transition or if you have to kind of, like, you know, bust ass to get to market initially.
Oliver Sholder: I’ve been.
Oliver Sholder: I’ve been doing this for a long time, but, you know, the thing that I do is I set up systems to help people sell more.
Oliver Sholder: So.
Oliver Sholder: Always said my best client is my own business because I create a lot more value for the clients I work with than what I charge them.
Oliver Sholder: Yeah.
Oliver Sholder: So.
Oliver Sholder: And I. I do.
Oliver Sholder: I do some sales coaching and consulting where I’ll, you know, I’ll.
Oliver Sholder: I. I actually just do this really for, like, friends and people in the community.
Oliver Sholder: I don’t offer it ever.
Oliver Sholder: I. I really stay out of projects.
Oliver Sholder: I. I oversee them from, like, in some internal meetings, I’ll check in on things.
Oliver Sholder: But.
Oliver Sholder: But if you were.
Oliver Sholder: Well, I actually.
Oliver Sholder: Let me.
Oliver Sholder: Let me ask you this.
Oliver Sholder: Like, so you just launched your business.
Oliver Sholder: You.
Oliver Sholder: I’m guessing, like, do you have any clients?
Dmitri Sunshine: Not yet, no.
Oliver Sholder: Okay.
Oliver Sholder: What are your goals with the business?
Dmitri Sunshine: So the goal is to scale this up because, I mean, we’re providing, you know, essentially like this, making sure people’s shoelaces are tied and stay tied.
Dmitri Sunshine: Because there’s a lot of companies that don’t realize, like, you know, their backups don’t restore like they don’t have, you know, if one person leaves that holds all the keys, how screwed they are.
Dmitri Sunshine: You know, so having all these like basics in place so you know, we’ve got a package that would kind of take people through in a 10 day sprint and then you know, if there’s remediation necessary that’s like a separate package we put together based on how much is necessary.
Dmitri Sunshine: But to grow that and just you know, see if we can offer that, like see what kind of smart cuts are available in terms of can we work with VCs or someone else who’s got a bunch of, you know, startups or smaller companies where they need this kind of work to make sure that you know, they’re, the people that they’re investing in aren’t going to fall apart because they didn’t realize, you know, like it’s, it’s like it’s kind of.
Dmitri Sunshine: You ever been hiking or running with someone, you’re like dude, you’re, your shoes are untied and they’re like I’ll be fine.
Dmitri Sunshine: And they end up tripping.
Dmitri Sunshine: I mean that’s, that’s kind of what we’re hoping to prevent.
Dmitri Sunshine: Right Is being able to, to actually get people’s shit together in a, in a very well packaged way.
Dmitri Sunshine: And a lot of this, I mean people could just follow our checklists but they’re not going to.
Dmitri Sunshine: It’s like you have to handhold them.
Oliver Sholder: Do you.
Oliver Sholder: I mean it sounds like you have a really good offering.
Oliver Sholder: It sounds like there’s a persuasive selling point for why.
Oliver Sholder: Why to hire you to help with security and risks.
Oliver Sholder: Do you have a sales background
Dmitri Sunshine: or
Oliver Sholder: is that something you’re, you’re learning or figuring out as you go?
Dmitri Sunshine: I did a good bit of founder led sales with my.
Dmitri Sunshine: Because you know, I ran a software company for.
Dmitri Sunshine: I know Was that like 13 years?
Dmitri Sunshine: My ex wife is still running that.
Dmitri Sunshine: It’s in child welfare management.
Dmitri Sunshine: So I was doing a lot of sales until brought my wife, ex wife in and she took over the sales.
Oliver Sholder: What was your ARR for that company?
Dmitri Sunshine: You know, it grew very.
Dmitri Sunshine: It was meant to be like much more of a lifestyle business so it only got to like 500k.
Dmitri Sunshine: But that’s without really like without too much hustle.
Oliver Sholder: What, what would you like?
Oliver Sholder: Let’s just say things go well.
Oliver Sholder: What would you like your revenue to be two years out from now?
Dmitri Sunshine: I mean easily in the seven figures.
Oliver Sholder: Cool.
Oliver Sholder: Well I, I guess what, what was, was your intention that maybe I would have Referrals for you or I guess what.
Oliver Sholder: Because I, I have an idea to share that I think I can help you out with.
Oliver Sholder: But I’m curious why you.
Oliver Sholder: What you’re thinking going into this meeting.
Dmitri Sunshine: Yeah, well, two things.
Dmitri Sunshine: I mean a.
Dmitri Sunshine: Just thinking back to people that I know, people that been successful doing this and so you’re one of the people that came up and I appreciate, I think you reached out also on Facebook at some point when I posted something.
Dmitri Sunshine: So there was that reminder on top of it.
Dmitri Sunshine: And then, and yeah, and then like I would love to figure out how to partner more because like I’ve got CRM background.
Dmitri Sunshine: Right.
Dmitri Sunshine: Or ERP background.
Dmitri Sunshine: But.
Dmitri Sunshine: But like I don’t necessarily want to deal with salesforce.
Dmitri Sunshine: So it’s like if we can like I’ve, I’ve been really drawn to the idea of guilds.
Dmitri Sunshine: I don’t know if you’ve ever participated any.
Dmitri Sunshine: I haven’t.
Dmitri Sunshine: But the concept of like.
Dmitri Sunshine: Especially when the guild can go and do like some of discovery process and really match people up to the people in the guild but in the meantime without a guild just even having that, that ability to just have like the partnerships in place and the, you know the.
Dmitri Sunshine: I think the 10 referral fees is kind of like a light partnership is the way that I see.
Oliver Sholder: Yeah.
Oliver Sholder: Well, I’ll.
Oliver Sholder: You know what I think is gonna move the needle for you the most is building.
Oliver Sholder: Building an outbound process.
Oliver Sholder: And so we’ve, we have kind of cracked this magic code.
Oliver Sholder: So there’s a tool called Apollo IO.
Dmitri Sunshine: Yep.
Oliver Sholder: Are you familiar?
Dmitri Sunshine: I am.
Oliver Sholder: Have you used it recently?
Dmitri Sunshine: I haven’t.
Dmitri Sunshine: I’ve actually been leaning more into how much data we can scrape because I mean we’re doing the Claude Claud code max.
Dmitri Sunshine: And so trying to.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: Essentially I don’t.
Dmitri Sunshine: I’m still like fumbling around with the, the outbound sales process but trying to see how much of that we can leverage because I, I mean we should probably pay for Apollo at some point but just been hesitant to commit.
Oliver Sholder: Why is that?
Dmitri Sunshine: For a couple reasons.
Dmitri Sunshine: So like with the attorneys, for example, there’s the state bars with private foundations, there’s the like you could pull down data sets for these so we can get a lot of data for free and then run our own enrichment with quad code.
Dmitri Sunshine: Like having agents that go and scrape and just try to pull together emails that will kind of hit upon more about them.
Dmitri Sunshine: Right.
Dmitri Sunshine: So essentially building out our own data sets from publicly available data and then doing scraping on top.
Oliver Sholder: Yeah.
Oliver Sholder: So I, I had started using Apollo probably 10 years ago.
Oliver Sholder: And then when I sold my business, I hadn’t used it for two years.
Oliver Sholder: And then when I got back into, I was shocked because they improved it dramatically.
Oliver Sholder: And so you can get the data from it and they have really good data and they have a little pop up bar.
Oliver Sholder: So I’m on link.
Oliver Sholder: If I’m on someone’s LinkedIn profile, I clicked one button, it shows me their phone number, syncs it to Salesforce, and then if I click the phone number, it’ll call them.
Oliver Sholder: So it’s a really, really efficient process.
Oliver Sholder: But the main thing, you know, you get, you get credits every month.
Oliver Sholder: There’s like a 100 version.
Oliver Sholder: And you don’t have to use any of those credits for data.
Oliver Sholder: You can use it all for outbound emails and you can have it, You can have it auto write the emails using AI and it actually does a really good job.
Oliver Sholder: And you can have sequences.
Oliver Sholder: So you could have like send an email.
Oliver Sholder: Obviously if they respond, they’re removed from the sequence because you’ll just chat with them.
Oliver Sholder: But if they don’t respond, it’ll just send them like a couple more messages.
Oliver Sholder: And it syncs with Salesforce and then Salesforce.
Oliver Sholder: You do the like, you know, mid and bottom of the funnel activities.
Oliver Sholder: And we’re about to upgrade our Salesforce instance because we’re getting an upgrade for being a Salesforce partner.
Oliver Sholder: But we’ve been using the 60 a month version of Apollo that’s really good.
Oliver Sholder: But we’ve got the like, it’s like 90 or 100amonth and I have two users on it.
Oliver Sholder: We have been booking multiple meetings per day from our outbound and our cadences and it’s like we have these sequences where part of the sequences is making calls and, and even sending LinkedIn messages.
Oliver Sholder: And so if you’re interested in that, I’d be happy to, you know, we could get you set up with like kind of some of the basics for, you know, in the ballpark of like 2 to 4K.
Oliver Sholder: And I think, I think it would have really good ROI because these tools are very specific to Claude, super powerful.
Oliver Sholder: And maybe you don’t, you know, you get the data from somewhere else.
Oliver Sholder: But we’ve tried a lot of different tools and I know you can repurpose the AI tools for this.
Oliver Sholder: But Apollo is an AI tool that is specifically for outbound sales and it, it is definitely the best tool on the market for Going from like no contact to getting.
Oliver Sholder: Man, I’ve had like four people call me like no contact to, you know, getting someone to say like, oh, you know, we don’t know that much about our security risks, but that sounds interesting.
Oliver Sholder: Can, if you’ve got 15 minutes, you know, let’s chat and, and you can have the whole thing even like give a, like a calendar link or whatever kind of link.
Oliver Sholder: So you just get stuff booked.
Oliver Sholder: So if that’s of interest to you.
Oliver Sholder: We have had a ton of success with that.
Oliver Sholder: And I think for being, you know, like, I think if you want to just try to be really budget conscious, you can and not do it.
Oliver Sholder: But I have a hard time imagining that it wouldn’t pay for itself many times over.
Oliver Sholder: And we usually do much more expensive projects.
Oliver Sholder: But I like, you know, for like people in the community or starting up a business that doesn’t have any revenue, doing something light and I think we could be your partner for a long time, but we can get you set up for you know, between like 10 to 20 hours of our time.
Dmitri Sunshine: Well, I definitely consider that we need to get the first clients in because put it that way, that’s where I’m at with just my Runway because I essentially had this match key startup that was pre revenue for too long.
Dmitri Sunshine: And so I probably waited get, you know, thinking it’s like, okay, like this month can finally make the sales that could make this happen.
Dmitri Sunshine: And yeah, so this is me scrambling right now to kind of get, get this up and running and to pull in some revenue.
Dmitri Sunshine: But Oliver, I do appreciate that.
Dmitri Sunshine: I mean the, there’s a.
Dmitri Sunshine: Appreciate the generosity and I’m gonna, I mean, gonna take the nudge and get started with Apollo.
Oliver Sholder: And yeah, I can, I can give you a link.
Oliver Sholder: You might, I think you might get like 10 off with our link because we all, we also, we haven’t done anything with it, but we liked Apollo so much that we joined their partner program.
Oliver Sholder: So I can, I can give you a link that I think you get something, some kind of credit for it.
Oliver Sholder: And I’ll, I’ll tell you as well, with Apollo, you, you, it’s annoying.
Oliver Sholder: You won’t really be able to use it for like five weeks.
Dmitri Sunshine: Oh, you’re talking about.
Dmitri Sunshine: Because of the domain email warm up.
Oliver Sholder: Yeah, yeah, it has, it has to do that.
Dmitri Sunshine: I’ve already got one that’s being warmed up through.
Dmitri Sunshine: I forget what it’s called.
Dmitri Sunshine: Truly inbox.
Oliver Sholder: Oh, nice.
Oliver Sholder: Yeah.
Oliver Sholder: Well, if, and, and you know as well, if, if you wanted to be even More budget conscious and just do like.
Oliver Sholder: I mean I don’t.
Oliver Sholder: It’s like not at all profitable for us, but I would do it for you as a friend is like if you just wanted a couple hours, you know.
Oliver Sholder: Darren, Darren, I. Darren’s our main Apollo guru.
Oliver Sholder: I do sales consulting and we’ve got about eight Salesforce developer consultant architects on our team and, and two other sales people.
Oliver Sholder: But you know, I, I would definitely in.
Oliver Sholder: In your position, working with a partner to get some best practices in place I think is definitely worth it because you can actually set the whole thing up on your own and you can do fine with it.
Oliver Sholder: But there’s a lot of things that we’ve learned from working with now with this business.
Oliver Sholder: About six clients on Apollo and we’ve worked with previously several dozen before that.
Oliver Sholder: So if it’s of interest, I’d be more than happy to help you out.
Oliver Sholder: I can send you the 10% mutual referral agreement.
Oliver Sholder: And do you have a CRM right now?
Dmitri Sunshine: Yeah, so actually repurposed ERP Next and their CRM functionality but I actually with the Match Keys software that was built on top of my old erp, so I think we’re going to use that.
Dmitri Sunshine: So that’s.
Dmitri Sunshine: Yeah, that’s a whole other topic to discuss.
Oliver Sholder: You should, you should check out Salesforce.
Oliver Sholder: They have a free version now and they have a 25amonth version that’s pretty decent and you can actually set it up on your own.
Dmitri Sunshine: That’ll be interesting.
Dmitri Sunshine: I mean the whole goal for us and why I was doing ERP NEXT self hosting was that, I mean, building out pipelines with like 5,000, you know, customers in there or prospects.
Dmitri Sunshine: I mean that was the whole goal because a lot of these, you max out pretty quickly in the free version.
Dmitri Sunshine: And I really wanted to kind of push the limits of what was possible.
Oliver Sholder: You can, you can have up up to a million leads and accounts in, in the free version.
Dmitri Sunshine: Huh?
Dmitri Sunshine: Yeah.
Dmitri Sunshine: Interesting.
Oliver Sholder: The main, the main thing they get you with is there’s not like the, you can’t do custom integrations and the automation’s limited but like for a basic CRM it’s really, really good.
Oliver Sholder: Like we’ve been, we’ve sold like, we’ve sold 450k on this 25amonth version and we’ve got a number of other deals that are going to hit later this week or next and, and you can have up to five salespeople on it and up to two with the free version.
Oliver Sholder: I would definitely recommend it though.
Oliver Sholder: You know, I don’t we don’t get any money if you buy it.
Oliver Sholder: But it’s just a good, it’s a good tool.
Dmitri Sunshine: I will definitely, I’ll take you up on this.
Dmitri Sunshine: I’m going to check it out to see what, what it will do.
Dmitri Sunshine: Yeah, yeah.
Dmitri Sunshine: And Albert, you said you were just doing a ton of cold calls.
Dmitri Sunshine: So you, your, you’re all about the cold call still.
Dmitri Sunshine: You feel like that works enough of the time?
Oliver Sholder: Oh my God, yes.
Oliver Sholder: So much, so much money in that.
Oliver Sholder: Obviously I don’t do the cold calls myself.
Oliver Sholder: I have three, three people that do the cold calls for me but they’re booking meetings.
Oliver Sholder: The Apollo data is really good so they get a lot of cell phones and we’ve got some really good scripts and some really good sales strategies.
Oliver Sholder: And I’ve got, I have a friend that runs a, he does, he’s got a pop up photo booth and he’s done, but like very successful in la and he’s done events for like corporate events for Apple Salesforce celebrities and he, he hired me to do some like sales coaching and consulting with him.
Oliver Sholder: So he just did 10 hours and it, and it’s pretty fun.
Oliver Sholder: Like I, I actually enjoy doing the, the like helping with messaging and crafting the strategy and it’s like A, you know, 10 hours is not a lot of time for a project and I, I’m putting in like five of it myself and then five for my team to do a little bit of configuration work on Apollo.
Oliver Sholder: But you know, if, if you’re, you know, I would say like if you want to, you know, you know, be you know a, like frugal, you know, you can just set, you know, the tools I told you are really good and you can set them up on your own.
Oliver Sholder: I think if you, if you wanted to spend some time paid with me, like I’ve definitely cracked the code on messaging and outbound and it’s a combo of email.
Oliver Sholder: Like the people that we book meetings with, they’re getting Multiple messages through LinkedIn, email and phone calls.
Oliver Sholder: But we take tons of Pete, tons, dozens of people that have never spoken to us and get to the point where they’re willing to have a conversation about their salesforce problems.
Oliver Sholder: And what I’m offering for you is just kind of like I, like I, I love doing coaching and like sales coaching and sort of like CRM strategy and like business strategy.
Oliver Sholder: So you know, if it’s something of interest, I’m happy to help you out.
Dmitri Sunshine: Yeah, it is, it is.
Dmitri Sunshine: And Oliver, I’ll definitely be in Touch with you as soon as I’m able to actually, you know, to do that.
Oliver Sholder: Okay.
Oliver Sholder: Would you want to circle back later this month or sometime in April?
Dmitri Sunshine: It would have to be sometime in April, most likely, unless something magically opens up.
Dmitri Sunshine: Yeah.
Dmitri Sunshine: And likewise.
Dmitri Sunshine: So we’ve got the.
Dmitri Sunshine: Also the same 10.
Dmitri Sunshine: It’s actually 15% for the, you know, it’s kind of founding partners deal for referrals.
Dmitri Sunshine: So I could send you over our stuff so you can have it on hand.
Dmitri Sunshine: And if you have any.
Dmitri Sunshine: Anybody who could use this kind of like, you know, essentially this operational resilience checkup to make sure that they have the rest of their.
Dmitri Sunshine: Their shit together.
Dmitri Sunshine: Yeah, we love that.
Dmitri Sunshine: And I mean, we’re also.
Dmitri Sunshine: So that’s like our wedge.
Dmitri Sunshine: And then we’re also doing responsible AI implementation.
Dmitri Sunshine: So doing agents with strong guardrails is kind of the next big thing up from.
Dmitri Sunshine: From there.
Oliver Sholder: Cool.
Oliver Sholder: Yeah.
Oliver Sholder: We set up a tool on Salesforce called the Agent Force, so we’re pretty.
Oliver Sholder: Pretty in that space as well.
Oliver Sholder: Do you.
Oliver Sholder: Do you want to find a time to circle back in April?
Dmitri Sunshine: I would need to.
Dmitri Sunshine: I mean, how far out do you book, like, in terms of your time?
Oliver Sholder: I have things booked for, like, I have things.
Oliver Sholder: I’ll book six months out.
Dmitri Sunshine: Wow.
Dmitri Sunshine: Okay.
Dmitri Sunshine: Well, thank you for jumping on with me today.
Dmitri Sunshine: I’m glad we got this time.
Dmitri Sunshine: My concern is booking something and then not being able to actually make it, because I think what you’re asking for is to have a financial commitment to.
Oliver Sholder: Is there.
Oliver Sholder: Do you not want to spend money?
Dmitri Sunshine: I can’t until there’s.
Dmitri Sunshine: There’s money coming in.
Dmitri Sunshine: That’s the.
Dmitri Sunshine: The challenge that I’ve got right now.
Dmitri Sunshine: That’s the place where I’m at.
Oliver Sholder: Okay, well, maybe I won’t try to convince you, but.
Oliver Sholder: But I think.
Oliver Sholder: I think that you’ll.
Oliver Sholder: You’ll have money come in a lot quicker and have more money to invest.
Oliver Sholder: If you spend a little bit of money on.
Oliver Sholder: On sales and outbound.
Oliver Sholder: I think it.
Oliver Sholder: I wouldn’t spend any money on culture, human resources, or a lot of other things.
Oliver Sholder: But I think that, I mean, like, the work.
Oliver Sholder: The work that we would do would be directly getting you meetings that are.
Oliver Sholder: With your ideal customer profile that are interested.
Oliver Sholder: So it might be.
Oliver Sholder: It might get you to that point faster if you don’t have any money to invest.
Oliver Sholder: If you don’t have 2k to do a project like that, you could definitely wait, but it might be depending on how much you value your time and how quickly you want to do this.
Oliver Sholder: It might be worth it for you to have like, like a sales messaging, sales strategy, CRM and Apollo setup all rolled up into, you know, all rolled up into 10 hours.
Oliver Sholder: And honestly, if you wanted and money was tight, I could do five hours for, for one K. I bill myself.
Oliver Sholder: I have someone paying me thirteen hundred dollars an hour to do this work.
Oliver Sholder: But our.
Oliver Sholder: Yeah, yeah, I have, I mean, what.
Dmitri Sunshine: That’s a good anchor.
Oliver Sholder: Yeah, yeah, I know.
Oliver Sholder: It’s.
Oliver Sholder: I, I sold a business for, for multiple seven figures and I’ve, I’ve had a lot of, I, I have a lot of things that, that work.
Oliver Sholder: But anyway, I’ll just say like if you want to work together for five hours for a thousand bucks, because our company rate is $200 an hour, I build myself out at more.
Oliver Sholder: But I would be happy to just do that for you because I think you’re a cool guy and you seem like someone who would be easy to work with.
Oliver Sholder: So if you, if you’re interested in
Dmitri Sunshine: that,
Oliver Sholder: I’d be happy to.
Oliver Sholder: I think like we have a minimum of 2K.
Oliver Sholder: But if you wanted to do like, do some Apollo strategy and you can build the, like, you can build all the stuff and then just turn it on once the, I, the, you know, once it’s been warmed up.
Oliver Sholder: But if you wanted to work together and you know, we’re willing to do something like sign an agreement in the next say like in the next 10 days, I’d be happy to do a thousand dollar project for you for five hours and get you like the highest value stuff I can.
Dmitri Sunshine: Okay, so Oliver, let me think about this because it is really tight right now.
Dmitri Sunshine: It’s, I mean it’s also just like a very challenging time.
Dmitri Sunshine: We’ve also got a.
Dmitri Sunshine: My wife and I are going to have our son in May, mid May.
Dmitri Sunshine: So there’s a lot of, yeah, there’s a lot of juggling.
Dmitri Sunshine: But let me, let me get back to you.
Dmitri Sunshine: And what I would actually love is, I mean, I think I can get a lot of the baseline set up and then what I would love is actually help to go beyond that baseline.
Dmitri Sunshine: Like, you know, helping at the baseline I think is, you know, that’s for people.
Oliver Sholder: I think you should do as much, as much as you can yourself.
Oliver Sholder: And you’re clearly tech savvy, so you should do that stuff yourself instead of paying us 200 bucks an hour.
Oliver Sholder: But there’s a lot of just.
Oliver Sholder: You don’t know what you don’t know.
Oliver Sholder: And I think the thing that would honestly help you, the most is me just doing some sales strategy consulting with you to help you build out a process and just kind of like not so much like doing the stuff, but just showing you what to do.
Oliver Sholder: So I will.
Oliver Sholder: I’ll.
Oliver Sholder: I can.
Oliver Sholder: I’ll shoot you an email.
Oliver Sholder: We.
Oliver Sholder: We have like a hard, hard minimum that’s 2k, which is honestly really low because we’re doing like pretty.
Oliver Sholder: Pretty large projects.
Oliver Sholder: But I’ll.
Oliver Sholder: I’ll just shoot you an email, say, you know, five.
Oliver Sholder: Five hour project for a grand.
Oliver Sholder: And if you are interested in that, you can let me know.
Dmitri Sunshine: Okay.
Dmitri Sunshine: All right, well, thank you.
Dmitri Sunshine: Yeah, and shoot me over the.
Dmitri Sunshine: The referral agreement too with that, please.
Oliver Sholder: Sounds good.
Oliver Sholder: I will.
Oliver Sholder: I’m writing.
Oliver Sholder: Writing this down.
Dmitri Sunshine: So
Oliver Sholder: let’s.
Oliver Sholder: Let’s see here.
Oliver Sholder: Give me one sec.
Dmitri Sunshine: Yeah,
Oliver Sholder: Cool.
Oliver Sholder: Yeah, I’ll.
Oliver Sholder: I’ll get that over to you.
Dmitri Sunshine: Awesome.
Dmitri Sunshine: Awesome.
Dmitri Sunshine: Thank you, Oliver.
Dmitri Sunshine: Dude, thanks for connecting with me and getting on this call.
Oliver Sholder: Absolutely.
Dmitri Sunshine: Yeah, dude.
Dmitri Sunshine: And yeah, just keep us in mind.
Dmitri Sunshine: I’ll shoot you over our, you know, one pager and pitch deck and you can also see the site from there.
Dmitri Sunshine: But yeah, dude, would love to let them be in touch.
Dmitri Sunshine: I’ll let you know about this and let’s see if we work together soon.
Oliver Sholder: Okay, that was great.
Dmitri Sunshine: Enjoy your day.
Oliver Sholder: Thank you.
Oliver Sholder: Same to you.
Dmitri Sunshine: All right, ciao.
Oliver Sholder: Okay, bye.