B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 3 years ago

30: Drive Sales by Investing in Your Personal Brand w/ Dale Dupree

ABOUT THIS EPISODE

What does being a major signed heavy metal musician and an amazing salesperson  have to do with each other?

Everything.

Dale Dupree is widely known as the Copier Warrior as well as being the host of the Selling Local Podcast and leader of the Sales Rebellion. Dale understands personal branding in a way that many in the corporate world do not.

On a recent episode of The B2B Revenue Acceleration Podcast, Dale joined me to discuss personal branding. Particularly the critical need for authenticity, transparency, and creativity.

While it may cost you in the short term, these branding traits are critical. They will set you apart and drive more sales.

He explains how developing his authentic brand has led to more closed deals, the push back he has received from corporate culture, despite record sales, his best practices for personal brand building, and how all mistakes are good.

You were listening to be to be revenue acceleration, a podcast dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry. Let's get into the show. Hi, welcome to be to be a revenue exceleration. My Name is opinion with you and I'm up today with del Dupre, also known as the Cup your Wayo. Are You doing today? They doing great. Thanks for having me on. No problem at tour. So today we will be talking about from muting your personal brand to increase sex. But before we get into details, can you please introduce yourself to all agience and tell US small about whys? The Cup your wire? Absolutely, I'm happy to so. My Name's Dale Dupree. I live and have been born and raised, which is unheard of by most people in Orlando, Florida. Typically people that are from Florida came from a cold state and they came here to get away from the snow, but I was actually born in a hospital down the street from where I live. The copyer ware. His origins start with my father. In one thousand nine hundred and eighty four. My father found it a small business. It was a copyer firm. And then I was born in one thousand nine hundred eighty five, and so people like to say that toner was running through my blood from the day that I came out of the room. So inevitably I went and I worked with my father throughout my upbringing and I actually ended up, around the time I was seventeen, touring the world with my band, who was assigned to a major record label. We played heavy metal music, which a lot of people here that and then look at me and go what. Yeah, but about the time I was twenty one, twenty two, I decided that the music scene wasn't where I wanted to spend the rest of my career, that I wanted to create something a little bit bigger than and what I had done in that scene as well too, I wanted to honor my father's legacy be a little bit closer to my family, and so I made the choice to come back and and work for my dad, which was easy at the same time too, so because I knew my dad would hire me, because I would just tell my mom if he wouldn't in the first place and get him in trouble. So so I spent the next about ten years with my father, working alongside of him in the copyer industry and even through an acquisition when we sold the company.

And that's that's me in a nutshell. Okay, so they I know that you've been walking for them as a cookie records you just mentioned, but many people, we also knew you as being the host of the selling local podcast was it will be familiar with you as the leader of the sense rebellion. So I'd like to learn more about our running these power and projects alongside your daily joke and you to drive more sales, more reputation to what was you? I think it's a great question because it was one of the first focuses that I had to have in that if we're passionate about something and we want to make a career out of it, but we also have these five six other things we want to do, we can get lost inside of that. And so for me, who the copyer warrior is and what the selling local podcasts and also what the sale the concept of the sales rebellion is is that they all compliment back to to me to deal dupre when and at the end of the day, that's who lays down and goes to sleep. And so when I started the selling local podcast, because I decided that I wanted to start speaking to my audience a little bit more, and my audience being my buyers. I wanted them to see deeper into my thought process as a salesperson and I thought that it would build rapport with them. And so in selling local, I tell my stories about my sales triumphs and failures. I talked about my my theories behind sales. I talked about a lot of different things that typically we would just want other salespeople to hear, but not me, because I'm an open book and I like transparency and I love vulnerability. I think that it builds a better relationship and I think that people buy from those that they like and they trust. So so I decided to start selling local so that people can see more of my culture and get that look, you know, behind the curtain, the sales rebellion. You know, I started earning the nickname of being the leader of the sales rebellion just because my whole life really I've been a rebel, you know, from the time that I was in music to the to coming home with for my father, I've always justin belt against the norm. So I wasn't about to say Av Midwood...

...and rebellion seems to be like going way together. Yes, they do. So I again, I just I've run with with that over the years as well too. But recently I have made a transition inside of my career that I haven't announced to anybody yet, and I'm essentially I'm running a little bit further and deeper into the thought of being the leader of the seals rebellion instead of it just being a concept. And again I'll be announcing soon what I'm doing. But I think I prefer that most people get imaginative with what's going on. I like the experience behind work and and life. I like the thought of it being an adventure. I like I don't like the doll and the mundane and the bland. And so I've been launching this new project for about thirty days and people are messaging me gaily and going hated, I miss your announcement, but the truth is is that I'm going to run it until people are so curious that they're about to explode. I like it. Oh, that's the Tis a fall audience. So he good. Yeah, everybody should follow you now on the daily basis. Ree fresh, refresh, refresh. Okay, good, but obviously know this the sending real code and this set is rebillion of them. The actually generated business for you. You can can you say to tell Agians for a probably me. Okay, I've actually cruised that deal. All that piece of business came from me being out done, bringing up my own bread. Yes, absolutely so. The and the copyer Warrior in general as a brand has also been huge for me because if you think about copiers, most people will say, well, that's a commodity product that twenty people sell in my area and they knock on my door or they call my phone all the time. And then the most annoying, obnoxious people that I can think of, although there are some good ones out there. I'm not bashing all copy yourselves reps, but because of our heart industrious is such a commodity we are. We are trained and taught to dial Dow Dow, Dow Dow until we find an opportunity and then press as hard as we can full court to get that deal done so that we can cash a check and then get to the next, get to the next, get to the next. So for me, I decided to slow that down and I said, wow, you know, I'm going to create the copyer warrior. And so when I walk in and I'm the twenty guy out of the other...

...nineteen that show up before me, that's they will look at me differently, that I will cause curiosity, that I will be this undeniable force and my industry for my buyer and for no other reason, and not for my boss, not for my company, but for my buyer, to serve my buyer, to give them an experience and to help them to understand the mists of the industry, all the things that they have known to be, quote unquote true for so long that really are false. And so, using the selling local podcast, I did occasionally have a guest on here and there and still do, that will be aligned with me so that I can talk to their audience and and maybe even speak with their company a little bit more about what I do. So the idea of the podcast is again that to help people to see a little bit closer and deeper into who I am, but because people enjoy listening to it, especially in my area here, when I knock on your door, people know the copyr Warrior, they listen to the PODCAST, they've heard of it still from billion. So it's been both good with inbound and in my ouebound efforts and helping people to recognize me. I think he's very refreshing because there's orders for some. So I would say a touch of humor in the way you go about it, which which I think is very important in the community, potentially boring market, if you will. Yeah, so being a little bit different, I'm trying to search for the world eccentric, should I say. I think that's there is what absolutely like. Absolutely it's just it's just refreshing. It's just refreshing because you know people would like on the personal level and I think that's that's that's makes the whole difference. Dosus yours legate coming white shirts, but maybe Red Tie? All dressing the same, all looking the same, will probably very sad. So yeah, I think, I think. I think putting putting a smile on people face when the open up the dice is important. But around the podcast and and at all idea of your personal brand and all that, I'm interesting you to tondersand the origin of it is. It wasn't your own personal initiatives that was it part of the company strategy I would that all started and a company probably would have preferred, not so much my dad company, who I was...

...with for four years before he sold, and then and again. I've been in the copy industry for thirteen years as a salesperson at this point, so it's been quite some time. But I had four years under his wing doing my own thing and being a copyer warrior. When I showed up to another company, I did realize that I was going to get lost in this bullpen if I wasn't careful and and the company probably would have preferred that I just do what they ass but when I started bringing in the big box, and I did within the first year, I became the number one rapid company that bought us and I never came off of that mantle and eventually became the VP of sales for their company as well too. So I think that they were okay with what I did, but you know, they didn't give me a budget and help me promote it, or I did it all on my own accord. I did it because, again, nobody cares as much as you and I wanted to change the game. I wanted to be something different. So I knew that personal responsibility was going to come in to play and and that I was just going to have to make choices to run with this, even if it meant sacrificing out of my own pocket and and maybe even, some days, not being able to put gas in my car. But those days were few and far between, because being off and pick and going out and investing in myself, people saw that, because I was willing to do that, that they knew that I would be willing to put in the time and effort to serve them appropriately. So it translated. Okay. And and when they may not to supported you financially or you know, I could just try to strategize around it. I did try to stop you. I've got at any point, people as Youtube, to stop doing what you're are doing and concentrate on your job. Or what he what he quotes. Yeah, I have. I have had a leader come to me and tell me that he didn't like the way that I was portraying myself and wanted me to change my pad. That happened to me. Obviously I'm a sales rebel and so I didn't really listen to it, but I'd love it, how enough, to talk to him. I'd love to talk to that my own one of the boring center is right, I guess old school boring. And Yeah, don't hold know some that the centricity sometimes would it excited plans and get them to to choose you of our someone else. Right. Well, and I think the other thing is is that that corporate culture wants to control the way...

...that it looks to the market place, but they forget that the market place wants to do business with actual human beings. Yeah, don't want to call eight hundred number to get a robot to dial eight different extensions, to leave four different voicemails and be transferred ten times. That's the way that they look at it. And so I was bringing that change into our market place and having a lot of success out of it. But I understand. I understand why corporate culture does it. You know, you and II, though, would think it's crazy. But this is the truth. Is that even with numbers that were Earth Shattering, and I'm sure it's true for some people listening to this that have been in my shoes as well, you know, the corporate culture comes to you and says, Hey, we love your numbers, but we don't like how you're getting them. So we're going to have to ask you to stop. Yeah, I thought about that rig in the past, but it's a it's interesting because I think, you know, when a company should be very careful and and US operatic as a company while being we want to confort the way people will speak about us. Elle sees what we do. All use OCAS and all that. So everything that is all the VC's solution product. We want a little bit of controtb all that. However, when it comes to the individual, you know, I guess anyone can do whatever they wants. You know, is and obviously for what you do is a little bit more public. And I've not listen to all the episode of telling local podcast of you know so, so I don't know if it's some place you had some crazy idea. These some crazy stuff. I don't know. But I think when in Shan stuff, you know, people can truly stuff you. Everybody's got to be is everything. Go do things on the site, you know, and I think you can truly interact with that and all interject with it. And then, I end of the day, if it's bringing the numbers and people are speaking about you, you maybe it's creating journalism on anythingens. But there you go. So, coming back to what you've done and and your experience in doing it, and you know I want you to ask you question to Ondstan if it was a painful process, if you was supported by the company, by individual and an undostomity, was not as simple as you know people may think. So what advice would you...

...give to us or individuals that are planning to invest in the personal brand to drive more sels, and also, is there any platforms, tactics, way of doing it in in basically, what are your best practices? Yeah, so number one, my best advice to people's to find mentors and creative people they can surround themselves with when developing a personal brand. A personal brand is not just your opinion or your way of looking at life, it's also that you have to have this creative backbone in order to be able to translate it to everyone, because not everybody sees the world the same way. So it's important to understand the psychology behind a personal brand, in the psychology behind your buyer and the creative impact that you can truly have by thinking outside the box when putting your personal brand together. And so the coloration of and color scheme or Swatch of your of your brand itself, the look in the feel of when someone heads to your website, when you hand them the business card, when you radically educate them on a first touch cold call, they should be able to understand who you are and it should be nuanced from start to finish throughout the process, and so my advice, first and foremost, is to hire people to help you. That's what I did. I surrounded myself with some of the best creative types and I am a very imaginative person and, like I mentioned to you, I played in a band and we weren't, just, you know, yelling and screaming at the top of our lungs. We were playing very intricate music. We were creating perfection on a daily basis. Is the way that we looked at it, and you have to look at your personal brand from the same perspective. You have to you have to have an arrogance about your personal brand, a healthy one, so that you take pride in the way that it is portrayed to other people, but that you also have done your due diligence and had others held you accountable. Now, just because you think it's cool, doesn't mean that everybody else will. Is kind of my rule when it comes to a platform. Linkedin was huge for me. There's not a lot of people posting on Linkedin. Are Using...

...linkedin from a content space, and when I got on it it was definitely less than one percent of the of the linkedin world. And because of that, as people, I interacted with people and they added me on Linkedin or they found me through the Algorithm, which is a beautiful thing. The linkedin algorithm is is one of the most amazing things out there for for marketing and sales people, as far as being able to push out your message and your brand. Suddenly I had nine thousand followers on my linkedin overnight, within a year, and in the process of doing so, it bled into other platforms such as my instagram and my twitter. At the end of the day, if people want to consume your content, they will. I mean I even have a youtube channel that people find, they go and they watch my video. I have tons of videos on there, but the idea is, again, that I am creating. So, more than anything, the tactics, the secret sauce, as people like to call it, it, is to actually go and do the work not just to have a picture of the copyer warrior on a site, but to have four hundred pieces of content that they can go and interact with and feel overwhelmed by, but feel educated through, feel empowered by and and again to new wance who it is that you are so that they're in a healthy way and doctrinated by your brand. So I wouldn't specify one one platform, though at the same time I have friends that have built their brand on instagram or on facebook or on a different platform. But what I would say is that remember that human interaction is so important, even in sending a message through your social media, as you are interacting with another human being. And so remember that as you're building your brand and you're creating content, that interact team with others is the most important side of it. It's the action. You can't just sit back and expect people to like you. You can't build a brand in a local territory that you're dialing people on the phones that don't know what you look like, haven't, yeah, seen your website, have no idea who you are. You have to radically educate these folks and you have to have a completely different mindset. Okay, any naive mistakes that you would advise people who are looking at reading of the...

...personal brand to avoid? But what's on the easy misticks who make? I would say that all mistakes are good when when creating your personal brand. Honestly, I made a ton of them and they helped me to learn over time what it was specifically that my market place didn't want to see from me, and it also helped me to understand that that there were certain people in my market place that I really didn't want to do business with. But I didn't know until I started to do these things. Yeah, you see that side of them that they wouldn't show you otherwise. So, but I will say this that the biggest mistake people make is that they when they hear me say, hire somebody to help you, and they go and they hire just anybody or their brotherinlaw. And not to say that your family isn't trustworthy branded right, but you need to basically, the idea is is to make sure that this is a person that you would follow, that you trust that, if they have their own personal brand, that you they're doing the things that you're trying to do in the first place. Yeah, there's not a lot of people out there doing what the copy or warrior does, and so it took me time to find somebody that just got it, and I found a few. You know, I a company called one hundred and forty two productions, is one of my favorite people to produce my videos through, because when I write a script and send it to them, they show up and they know exactly who I am, what I want done and how it will make me happy to translate it to my consumer base. They also know when I've done things that won't work and they tell me in the and right because they know. They say, these are book you can't do it this way because of what you want to accomplish, and I trust them with that. So align yourself with folks that will hold you accountable in the beginning again, but but also don't settle for less. And again, you know, I'll say ray that mistakes are imminent and they're important because they will help you to see, okay, I don't need to be doing it this way, because you just gotta do it right. You got it. You just got to suck it up and go out there and start doing it. And if you're terrible out of in the beginning, don't worry, it'll get better. Absolutely I'm really...

...agree with that, sincefor that they really appreciate your time and despective. Today's it's just for the refreshing and I'm really Drei the chets. So I'm sure you are very easy to find that if anyone wants to learn more about you on this, on your current project and like the foot truck that you are current here, anning for you. You keep yourself busy. I like it, but I did what wasn't the best way to get in touch with they did you pret the best way to get in touch with me as anywhere on Social Linkedin, I'm Dale too, prey, but instagram, facebook, twitter, I'm at Copyr Warrior. My Youtube is copyr warrior, but also head over to Copyr WARRIORCOM and go there now, because it'll be changing within the next couple of months into something completely different. So go see my origins, but also you can find my cell phone number and there. So if you really want to get ahold of me, you want to learn more about me, you want me to help you with some of your projects, I'm happy to reach out to me. Well, you're just good. She'll send for a new instagram for the one my serve, so that you go so great. So again, many things for your thing today. Really good to have youngdusual excellent. Thank you so much for having me on. I appreciate you. operatics has redefined the meaning of revenue generation for technology companies worldwide. While the traditional concepts of building and managing inside sales teams inhouse has existed for many years, companies are struggling with a lack of focus, agility and scale required in today's fast and complex world of enterprise technology sales. See operatics can help your company accelerate pipeline at operatics dotnet. You've been listening to be to be revenue acceleration. To ensure that you never miss an episode, subscribe to the show in your favorite podcast player. Thank you so much for listening. Until next time,.

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