How to Sell More in 2009

Here comes 2009. I’m ready, are you? The end of the year is a time to reflect on the past year and plan for the New Year. The economy has made things a little rougher for all of us, but as I have said before, commerce is still happening in America. America is still open for business. As we look forward I would like to point out that the difference between winning and losing in 2009 is a matter of doing things just a little bit better than your competition.

A slight edge matters.

I played a lot of softball over the years. It was my preferred form of recreation. Some people golf, others bowl, I played softball. One measure of success in softball is a 300 foot fence around the perimeter of the playing field. A softball hit over the fence is a home run. A fly ball that lands short of the fence is generally caught for a fly out. No kidding…hit the ball 295 feet and you are out, and probably discouraged. But hit the ball 305 feet and you hit a home run, score a run, possibly win the game and feel pretty darn good. The difference between victory and defeat is 10 feet or less on a 300 foot field, or plus or minus 3%. I would say that the player who hits the softball 305 feet only has a slight edge over the ones who fell short.

This lesson plays well when applied to the selling profession. What can we do to improve our chances of beating our competition and winning more sales? There are a whole lot of things to do that can help you win more often by establishing a sight competitive edge.

Here are a few things to do…

Upgrade your image. This means clothing, grooming…the works.
Upgrade your attitude. Always be positive, always be pleasant.
Upgrade your listening skills. Ask probing questions and then listen. Buyers will tell you what you need to know to make the sale.
Upgrade your product knowledge. Devote regular time to establishing and maintaining expert status on your product or service and your industry.
Keep your sales skills honed with books, tapes and seminars.
Hang out with top producers, winners. Learn how they do things.
Upgrade your sales tools. Software, prospect lists, website, new lead generating methods.
Prioritize your work. Know what is most important and what is less important.
Observe prime selling hours. Don’t waste any prime time. Do other non-selling things during non-prime hours.
Always ask for the order. That’s why you have a job.
Don’t give up if prospects say no. No means non-yes. Keep trying.
Always ask for a referral. If you are good customers will be happy to help you.

These are a handful of ways to be a better salesperson than your competition. There are more, but following my advice will be a great start to separate you from the competition and will give you the edge you need to win in 2009.

Hunters and Farmers

Some time ago someone unknown to me coined the term hunter and farmer to classify types of salespeople. In terms less kind, Scott Alexander, in his classic sales book “Rhinoceros Success”, separated salespeople into two categories, farm yard animals and jungle animals.

Rhinoceroses are formidable

Alexander noted that farm yard animals are fenced in and are content. They enjoy the security of the farm. While jungle animals are out in the wild, on the prey, moving quickly, trying to win the day by being faster, stronger and cleverer than their opposition. He paints a picture of a 3,000 pound animal with thick skin on the run that is just about impossible to stop.

There really are hunters and farmers

In the real world, my world, there are farmers and hunters. I see them every day. There is nothing wrong with being either, or a mix of both, until bad times arrive.

What happened?

In the beginning of their journeys, all entrepreneurs were hunters. They prowled the jungle for new business and, more often than not, bagged the big ones. As they established their businesses, they had less time to hunt and were required to spend more time farming their customer base for the next repeat order.

Automotive suppliers and their dilemma

The farming phenomenon is amplified when doing business in Detroit. In the automotive supplier category companies are required to pay close attention to their existing customers in order to keep orders flowing and customers satisfied. A handful of very big and profitable customers are hard to land and easy to lose. Smart entrepreneurs changed their ways once their hunting days were over. Farmers they became. Relationships and customer service drove and maintained business. They also prospered.

Nothing wrong with farming until the bottom drops out

Something happened to the domestic automotive business over time. There is nothing good to report. The bottom of the business, particularly in the Detroit region, has officially dropped. Not quite out of site, but dropped nonetheless. The industry is in a pickle. Automotive suppliers and everyone benefiting from their legacy of success (read my last post) are trimming, cutting and closing. It is ugly.

The cheese has moved (another favorite book of mine)

There is a core of automotive suppliers that are strong and tough enough to keep their doors open while making the changes required to continue their operations. Specifically, they will regroup, retool, plan and move forward. There is going to be a new economy and they understand that they will have to work their way back for the chance to play in new industries and return to prosperity.

They don’t know how or forgot how to hunt

These struggling companies need help with change. They understand that they need to change. Change means finding new customers in different industries, to replace their lost automotive business. The domestic automotive industry will never be the same and it may go away for ever. In order to land new business they need to get back in the proverbial jungle and hunt for new opportunities. It is sad to say, but most of them don’t know how or forgot how to hunt for new business.

Help is here

I’m happy to report that our federal, state, county and local governments, coordinating with our network of colleges, universities and service organizations are doing everything they can to help individual companies survive. They have programs, training, hands on and self-help initiatives and sometimes financial aid to help struggling companies, particularly those harmed by unfair trade or the decline of the domestic automotive industry.

Is it you?

If I have just described you, and if you need a helping hand, contact me. I can help.

dave@davebilbrey.com

Save A Salesman - Save Our Economy

There is a business slowdown in America. Blame whoever you may. I sure have some well formed thoughts about what happened and why, but I think that we should be looking for answers, searching for solutions.

We’re still open for business

How bad is the economy? Well, in some niches, things are bleak, but, for the most part, commerce is happening all around us. People are buying and selling things. Business has not stopped. America is still open for business.

The solution to the slow economy is more sales

When a sale is made there is a substantial trickle down effect on the economy. For example: Tracing the money distribution trail of an automobile sale can get complicated in a hurry. How many companies, how many people get a piece of the pie when a car is sold? Yes, the salesman (saleswoman) earns a commission, as does the dealership and all employed. The car maker earns revenue, as do all of the suppliers, their employees, raw materials distributors, shipping companies, packagers, miners, grocers, barbers, dog groomers, and the financiers that loan everyone in the food chain money. (Forgive me if I missed you in my example)

A salesman is a terrible thing to waste

It might sound silly, but I’m convinced that salespeople are the answer to the economy and have the potential to turn things around in a hurry.

There is no such thing as a bad salesman

As in any other professional category, there are good ones and some not so good ones. Those who sell less typically earn less, so there is a natural balance to the system. We need salespeople performing at any level now more than ever.

Support your local salesman

If you are considering investing in your future, think about investing in your sales team. Give them training, support and the tools needed to open up new accounts in new markets to jump start growth that will turn things around. This strategy is the only rational fundamental self-help answer for business to boot strap back to success.

No salesman left behind

If you employ salespeople and if they are willing to get out there and fight for business, you are on the right track. They need leadership and your support. If they need encouragement or a kick in the duff, it is your duty.

Good luck and good selling

Let me know if you need my help. www.davebilbrey.com

Price, Quality and Service

Artie Goldstein

In the early 80’s my company was acquired by Scott Laboratories. Scott Laboratories manufactured and distributed biological supplies to hospitals and clinical laboratories. I traveled to West Warwick, Rhode Island to meet my sales manager, Artie Goldstein. Artie was a tough guy with a sense of humor. He was from New York, The Bronx. He reminded me of Don Rickles, but was much younger and well built. My initial impression was that before he fired anyone he beat them up.

A Wise Man

Artie reminded me of something I already knew, that selling on low price is a loser. Artie did a great job of framing his message…the best ever. Artie told me that Scott Laboratories offered customers three things: price, quality and service. Not bad, I thought, until he said that customers could pick any two of the three, but not all three. In the real world, our world, nothing could be truer. If you low ball price it is very hard to maintain quality products and services.

Educate Your Buyers

The answer to price competition is to educate buyers. If you have a good relationship with your customer, ask them what they drive or where they live. Not surprisingly, you’ll probably learn that they drive a nice car and live in a nice neighborhood. They don’t drive a Yugo or live in a Motel. If they did they would certainly be paying less, but they choose not to. Rice and two day old bread is a really cheap meal, but who is on that diet? Get the point? So, why do you have to be the lowest priced vendor to earn business? The answer is that you don’t! Talk to your customers about value. Transactions based on the lowest price are rarely in the best interest of buyers or sellers. Real value is a nice mix of price, quality and service.

Thanks Artie…Wherever You Are

Learn to Sell

Been There, Done That

This year marks my 38th year in sales. I have had a great career. Selling afforded me an opportunity to, as has been said, to be what I could be”. A lot of these years I was off on entrepreneurial journeys, reaching for the gold ring. I grabbed it once in a while, lost it a few times.

Earn Baby Earn

There is nothing purer to me as a salesperson than to be compensated fairly for performance. No matter the details of the pay plan, selling more means earning more.

When my enlistment expired, I came home to Michigan and entered the workforce. There were more Aviation Electronics Technicians than available jobs. I had a young wife and baby girl to support, so I had to go to work. I took my first sales job…small salary with a nice commission plan. I was off on my excellent adventure.

Learn Baby Learn

My Sales Manager and Branch Manager, Joe Pessendorfer and George Gianacopolis, encouraged me to enroll in the Dale Carnegie Sales Training program. What good advice that was. If you’re fixing cars, a Motors Repair Manual is essential. If you are in sales, the “Five Great Rules of Selling” will show you the way. I attended Dale Carnegie and learned how to sell. Since 1970 I have participated in just about every other sales class, seminar, conference or event that came to town.

Take What You Need, Leave the Rest

Mark Thelen, Zig Ziglar, Brian Tracy, Tom Hopkins and Max Sachs are some of the great teachers of selling over my career. I have seen all of them and others. I have studied, absorbed and applied the best of their material. These great sales teachers speak to the spectrum of strategies, tactics and motivational issues that face salespeople on a real time basis. After all, how do endure a career where failure is the norm and success is an exception? To sustain and succeed as a professional salesperson you need to understand the lay of the land and you need to study and apply the lessons offered by those that have gone before. In my opinion, there is no bad sales training. There is good, better and best sales training. You don’t have to accept or agree with everything taught, just be sensitive to good ideas and advice and make them yours. Leave the rest behind.

You Don’t Know What You Don’t Know

I was at a meeting recently with the executives of a local automotive supplier. Others attending the meeting were representatives of the state and county. I was there as an independent sales “turn around” consultant. The company is in a free fall. Sales have disappeared. Many of their customers have gone bankrupt or have just closed their doors. The phone isn’t ringing and the clock is running. Their sales force needed a sales “tune up”, some strategic planning and intense hands-on support.

I just happened to be sitting at the end of the big conference table looking directly at the CEO who stared at me and declared that “You can’t teach selling”. The comment was directed at me. My initial thought was that people learn how to make biscuits and gravy, how to tune a guitar, how to throw a curve ball, how to grow tomatoes…and how to sell.

I wish the gentleman well. He was very successful in the old days. The old ways worked then, why not now? Pick up the phone…pound the rock. Reflecting on the moment, I had a vision of a Japanese Army Officer, in World War II, charging a Marine machine gun with a sword.

Shameless Self Promotion

In the spirit and in honor of all sales trainers and coaches that have gone before me, I am going to host sales training events on Tuesday morning’s beginning on October 14th. The material is about strategies, tactics and tools to sell more and win in a difficult economy. The first four Tuesdays will focus on salespeople and the sales process. The last two Tuesdays will focus on all of the issues related to employing salespeople, Building and managing a sales staff is a very difficult job, based on the reality that most sales people under perform or outright fail. The details are posted on www.davebilbrey.com

Zero Comments

Some of you have pointed out that I don’t have any comments posted to my blog. I know that you are “out there”. To comment, please register, or send me an e-mail dave@davebilbrey.com

Change and Reality

There are a couple of things I always try to stay in touch with. These two are change and reality. I can’t say that I really like either one, but they are real, they are formidable and can cause us lots of problems if we ignore them.

Change

Things are changing rapidly in the business world. In Michigan, the automotive industry has changed over time…not for the better. The trickle down effect of the domestic automotive decline has touched the lives of everyone from auto workers to my barber, Mike. Things have changed and will never be the same.

I remember a friend telling me how difficult it was to sell copy machines in the early days. More often than not, he was confronted with objections like “What do we do with all of this carbon paper?” We've fought change forever.

In 1982 my company sold computer hardware and software to doctors. When 190 megabyte hard drives became available they retailed for $9,750. We made $3,000 on each sale and could not keep up with the demand. Those were the good old days for computer hardware (happy dreams material). Now I can buy a 4 gigabyte thumb drive for about $20 at the drug store. Somewhere along the line we stopped selling hardware. Things changed.

Ten years ago, my software vendor sold to a bigger company who dumped a bunch of rules on the reseller channel. The changes were not well received. There was a lot of complaining by the resellers. Matt Lefkowitz, a colleague from San Francisco, suggested that we all read “Who Moved My Cheese”. It was a small and expensive book that pointed out that the “cheese” was gone…get over it and move on.

Reality

I have sold and supported software for small manufacturers in Michigan for over a decade. My “cheese” is gone, at least for the foreseeable future. That is reality.

Software is just about the last thing on the mind of most Michigan manufacturers. Many are struggling to deal with the changes forced upon them by the downturn in the domestic automotive industry and because of other slow economy issues.

Change and Reality Create Opportunity

I love the sales profession. “The nuts and bolts of selling” is the tag line for my Sales Mechanics seminars, speeches and books that have been my hobby over the years. Selling is a science and an art that requires “blocking and tackling” skills. Selling can be taught and can be learned. I enjoy helping people analyze and solve sales problems. My clients and prospective software clients need sales support a lot more than software.

The Problem

My manufacturing software prospects can’t buy software because of slumping sales. Most are in survival mode.

My Solution

Help local manufacturers enter new markets, meet new customers and build their sales back to profitable levels.

The New Me

So, there you go. I’m making a difference, day-to-day, one company at a time. It is sure fun helping people understand, deal with and overcome the changes and the realities facing small manufacturers in Michigan. If you know a company that needs this type of help, please send them my way. dave@davebilbrey.com

Create New Business by Going A.P.E.

An Astute Observation

I got a haircut last week. Mike, my Barber, is certain that Michigan is in a recession. Mike is a pretty smart guy, so I always consider his opinion.

Regional manufacturers and suppliers, particularly those tied closely to the automotive industry, are struggling due to the slowdown in automotive sales and because of general economic conditions. In order to survive, many have downsized their operations leaving expensive machines and skilled workers idle. The trickle down effect on the community has been devastating

Most of these manufacturers acutely understand that they have to fight to secure new business in order to keep their doors open and to return to prosperity; and they must move quickly.

The obvious answer to the problem is to continue working with their remaining existing customer bases while searching for new customers in other industries where their products and services are needed. This is a tall order for any organization, regardless of industry sector.

For most, business has been secured over the years by referral, entertaining and through formal RFP processes. Often the business development for any manufacturing orders was often a long and time consuming process. The processes by which manufacturing services are sold and bought have changed; and they may never be quite the same again.

The business development challenge for most small to mid-sized manufacturers is crafting and implementing focused, hard hitting outreach programs and the time required to locate new markets and develop new customers. Most need to hire a professional talent to turn things around, while some are up to the challenge.

Proven Plans for Recovery

Sales recovery plans are based on the application of sound principles and the use of powerful sales and marketing tools that facilitate locating, approaching, engaging and closing new business from new customers.

Going “A.P.E.” and Getting Results

The “A.P.E.” process is a straightforward assault on what’s bothering Mike the Barber and everyone else in the region. The steps in the process are analysis, planning and execution.

1. Analysis

The process to develop new customers in new markets starts with analysis. The analysis includes an clear understanding of everything about a company’s history, their products and services, their customer base, their value proposition and any differential advantages. This information is fundamental to developing meaningful outreach programs and hard hitting messages for those programs.

2. Planning

After a clear understanding of the existing “environment” is established, specific business information can be used to identify new markets, potential customer profiles, compelling messages and a “connect the dots” plan to execute.

3. Execution

The final step to go “A.P.E.” is in the execution of the plan, including the acquisition of lists and tools, staff training and management of the staff and activities. This means sales calls, trade shows and other activities at the request of the manufacturer.

If you decide to go “A.P.E.”, focus on the process, work at breaking out of your current situation. You will see results and be on your way to turning things around permanently.

No is Non-Yes

Selling is a tough game. Successful selling requires a lot of activities that result in a lot of rejection sprinkled with some success. It takes a lot of grit and faith to stick with it and keep selling under these difficult circumstances. It is never easy.

The numbers work out something like this: You lose most of the time and once in a while you get a cookie. Fortunately for us, if you hang in there you can earn a lot of cookies and some of them are pretty big cookies.

I have been on the sales firing line for almost forty years. I can tell you that the first decade wasn’t as good as it could have been because of my sensitivity to rejection. I wanted to make every sale; I wanted everyone to like me. When I got a severe rejection I took it personal (Who wouldn’t?).

The good news, for me, was that I never gave up, I never quit, and I worked hard to keep a positive mental attitude and to throw the rejections aside.

The thing that really positively changed my attitude and hardened me to rejection was something my favorite sales trainer taught me in the mid 80’s. Mark Thelen’s taught me to modify my attitude about the word no. Mark taught me and others that a no answer is not no is simply non-yes. In Mark’s opinion, a no answer was the result of a salesperson not doing a good enough job of getting to yes. So, I quickly learned to stop taking no and the associated rejection personal anymore. If the prospect said no, I convinced myself that the rejection was my fault not theirs. I just didn’t do my job well enough somewhere in the sales process to win the business. The lesson (Mark's spin) on the word no was refreshing and put things in perspective. I learned to handle rejection and the negativity associated with it..

My wife is convinced that I actually stopped hearing the word no decades ago. When I hear no it just fires me up to do a better job.

What happens in your world when you hear the word no? Most salespeople are stopped in their tracks by the word no. I deeply believe that dealing with the rejection of no getting from no to yes is one of the most important skills in selling.

An important truth in the no game is to understand that selling is a numbers game and that the burden of negative outcomes can affect you…if you let it. Failing most of the time and winning once in a while is something that you have to understand and deal with if you want to be a peak performer. It's normal. It goes along with the territory.

You will prosper it if you keep working hard, do the right things, don’t do the wrong things and never give up. Keep selling baby. And, don’t take no for an answer!

No Practical Limits

Sales careers are attractive for a variety of reasons.

Early along my journey as an adult I recognized that the sales profession would suit me just fine. Trained as an electronics technician, the lack of employment opportunities after leaving the military caused me to explore and consider other options. What I learned made my decision to pursue selling as a career. And what a terrific career it has been.

No Practical Limits

Over almost four decades in the field, I have yet to hear a sales manager or business owner say “Slow down, you are selling too much”. It just never and should never happen. As a salesperson, you can work hard while applying the sales skills and product expertise you’ve acquired to sell a lot and make a great living.

A Great Living

Productive salespeople make a lot of money. Check out the top earners and you’ll find that productive sales professionals’ compensation is on par with Physicians, Attorneys and Accountants…the good ones. Physicians, Attorneys, Accountants…those are my neighbors.

Freedom

Having no practical limits and making a great living are excellent reasons to pursue a career in sales. Another terrific attribute of selling is the freedom enjoyed by most salespeople, the outside variety. Sitting at a desk for a career would have been torture. Traveling from prospect to customer to wherever is a blessing that I’ve been aware of and appreciated all of these years.

Challenge

Did I forget to say that selling is a challenge? That is somewhat of an understatement. Real selling requires the will to engage with customers while outworking and outwitting competitors. While doing so understanding that failure is normal and success is an exception. For example, make 100 sales phone calls; connect with 10 prospects, book 3 appointments and make one sale. These numbers aren’t unusual. Any way you want to cut it failure and rejection are common outcomes for salespeople.

Rewards

The obvious rewards successful salespeople enjoy are financial. There are other important rewards earned by sales professionals, including respect and recognition from employers, peers, clients and within their industry. But, in my opinion, an equally important reward is the satisfaction gained by helping clients solves business problems as a result of purchasing your products or services. Providing value causes lots of good career things to happen and delivers real satisfaction.

A Winning Formula for Sales Career Success

Sometimes simple truths evade us.

I recently wrote about effort. It is an absolute truth that lack of effort will prevent a sales person from achieving their potential for success. Remember, no sales calls equals no sales.

Twenty years ago, or so, I became interested in learning if there was indeed a simple formula for sales success.

As a student of selling I have tried to learn as much as possible about my profession. I have been hungry to learn secrets that give me a competitive edge. I attend seminars, reads books, listens to tapes and learns lessons from the winners and losers around me. Many of the ideas and practices taught are complex, quirky and not for me, but much of what I know and how I practice the art and science of selling is the sum of ideas and practices gleaned from these lessons and from the lessons of a career in the field, on the street, fighting for business day in and day out.

On a nutty side bar: I am fascinated by a Doctor who claims to be able to create sales stars through hypnotism. That concept is a little too edgy for me. If I endorse it I may earn “kook” status with my peers. We’ll save hypnotizing salespeople for a later date.

Back to the basics…I employed a young man who came to me with little product knowledge and limited sales skills. I instructed him to engage in a lot of sales activities ever day, without fail, while learning the ropes in our industry. He quickly began to sell more information systems than the other more experienced members on my sales team. It didn’t take long to recognize that his advantage was simply that he outworked everyone else. He made dozens of phone calls every morning, sent out dozens of letters every day, made a dozen, or so, cold calls (in person) daily, scheduled 2 – 4 product demonstrations per week and sold 2 -4 information systems a month. In reality, he neither had much product knowledge nor was he a smooth operator. He was a selling machine anyway because of his relentless effort.

Just A.S.K.

After much observation and thought. I became convinced that the following is the absolute and simple truth about the sales profession. As much as I believe that effort or "sales activity" is a key sales success element, sales skills and product knowledge are equally important elements in a successful selling career.

If all three elements are equal in value, things are probably going well for the seller. In reality, most salespeople, particularly the new bee’s have less product knowledge or selling skills than their more experienced peers. This is a normal, recurring situation that has an answer.

Just A.S.K. Dave…the simple truth

Picture a circle (or pie) with three equal pieces. These pieces are Activity, Skill and Knowledge. Let’s call this a sales career circle. If one piece is smaller than the other there is a gap that represents potential job or career failure. Not good.

The great news and hope for new, upcoming or struggling salespeople is that any area of the formula that is impeding your success can be fixed by filling the gap with another element.

If your product knowledge is limited, you can compensate for it (while you are learning the product, of course) by increasing your sales activities. What is even more encouraging is that as your product knowledge or sales skills increase, and if you maintain a high and steady number of sales activities, your theoretical career circle will expand and you will be on your way to a very successful and profitable career.

Effort

You would think that I wouldn’t have to start with a topic that we assume is covered. Effort is a non topic. Effort is a default check off. It’s not…really. I’m not sure that there is an element of selling that is more important than effort…trying.

I’m not a trained mental health provider nor am I a mind reader, but I am acutely aware that there are a lot of salespeople who don’t give their best effort. Their “try” meter is floating somewhere between zeros and unacceptable.

I’ll give you that there are circumstances that get in the way of doing one’s best. A salesperson could be overmatched by their subject, the market, the competition, or by a bad environment at work or home. I am inclined to be sympathetic to salespeople who can’t perform because circumstances out of their control.

The good news for salespeople with out of control issues that interfere with selling is that they can get in control of their circumstances. Identify, isolate and fix the problems. If it means changing employers or industry focus, just do it. It’s probably best to go easy on the personal side, but to still identify, isolate and fix what’s hurting your career and interfering with your ability to give your best effort.

I can’t be too easy on salespeople who don’t try. I don’t understand them. They almost certainly have a laundry list of excuses.

There is an 80/20 rule in this world. If you take a good look at your organization, you’ll see that a minority of your staff are delivering the best results. In the sales world, some of the people are making most of the money, awards and recognition. The others wonder why. Many of them are aware of their own barriers to success.

A salesperson doesn’t have to be a racehorse to win. A calm deliberate execution of a sales plan and process with a sufficient number of sales activities using acquired knowledge and skills and the tools of the trade will produce excellent results for anyone in the business. They just need to care. They need to try.

Mark Thelen was one of my favorite sales trainers. I went to see Mark quite a few times. He reduced the lessons of selling to the lowest common denominators. On effort his take was simple…”No sales calls equal no sales, some sales calls equal some sales, lots of sales calls equal lots of sales”. Thank you for your wisdom Mark. I couldn’t have said it better.

My first blog

My first blog. Isn't it a hoot?

It was just a few years ago that Ned Barnett introduced me to blogging, He has been very successful blogging. Ned knows a lot about a lot of things and has done a terrific job of not only getting his thoughts out to his followers but while doing so has established himself as a noted expert on a variety of topics.

So, four years later I start my own blog. My thanks to Ned for his leadership, and to Brian Austin for introducing me to Ned. I also would like to tip my hat to Dana Cadman for giving me the nudge I needed to begin my blogging journey and for Steven Graff's support of the idea. I guess I can't be accused of being spontaneous.

My topic is everything related to selling. I have ideas and opinions on everything having to do with the sales profession and am looking forward to sharing my thoughts with those who are interested, over time. Thus the title BilbreyOnSelling.

Tune in once in a while for some good stuff.