Sean Adams ™️

iorad

Helping companies power their knowledge loop. Create lightning fast tutorials for effective training, onboarding and scaling. 

Never take another screenshot again
https://meetings.hubspot.com/sean-adams

VP of Partnerships

Head of Sales

Partnership Leaders

Member

Fathom

Never take manual notes on a zoom call again. Here is my personal library of tutorials on how I use Fathom: https://www.iorad.com/help-center/131915?roleId=8990

Sign up free: https://fathom.video/invite/djosqg

Advisor

ServiceTitan

Working as an advocate for high growth Home Service companies. Providing strategic guidance and support on how to implement technology to overcome the challenges of the industry. 

Helping companies adopt a cloud-based, all-in-one software solution to:

- Alleviate double entry and data loss 
- Streamline routing, tracking and managing of crews, salespeople, products and materials
- Create seamless communication between the office and field staff
- Capture and manipulate job costing, overhead recovery and expenses to ensure profitable bidding
- Eliminate paper throughout the organization and instill habits of simplicity 
- Setup internal processes that promote scale and make rapid growth manageable

Account Executive

SingleOps

Helped landscape & tree services identify opportunities for operational improvement through the use of cloud-based technology.

Integra Consulting

Providing strategic management and tactical operational experience for growing businesses. We help our clients streamline and organize their companies through the implementation of technology-infused tools that allow them to dominate their industry.

Owner/Principal

Contractor Innovation

A hands on coaching firm that helps services business owners conquer the chaos and thrive. 

  - Create and optimize documented systems and processes to organize operations and initiate scale
  - Implement software and technology to streamline operations and back-office processes
  - Provide critical advising on new hires, management excellent and recruiting best practices
  - Develop a reliable sales machine to consistently produce new opportunities eliminating peaks& troughs
  - Utilize a bidding/estimating system that positions accountability and profit as main objectives

Owner

Integra Group LLC 

Founder of Integra Group LLC & Adams Greenscapes LLC :
 www.integra-phila.com

- Chief Estimator
- Bidding Procurements
- Crew Management
- Lead Generation
- Salesman
- Construction Management
- General Contracting
- Landscape Design Coordination
- Operations Management
- Materials: Supply and Distribution

Owner Principal

Adams Greenscapes

A full service property management company focusing on design/build and top tier maintenance and installation services in the landscape and Tree space.

Founder

Have you ever had to explain how to do something digitally? 

You take some screenshots, add graphics, text overlays or whip out your camera and record a video. 

Before you know it two hours has passed, all to explain a 3 minute task.

Then you send it off to the recipient and they get overwhelmed trying to open a second screen between your explanation and actually doing the task side by side. 

What if you could create a screen shot-less, GPS-like tutorial experience that was interactive and engaging in seconds instead of hours?

Insert iorad.

We track ourselves on one metric: Speed.

How fast can we help you get your knowledge from the people who have it to the people need it. 

Break up with screenshots for good.

Want to try it for FREE?

https://www.iorad.com

Head of Sales & Partnerships

I don’t do a great job of unplugging from work. 

But March Madness is my exception. 

Binging 32 games in 48 hours with good food, friends and family.

Hard to beat. 

One of my favorite weekends of the year. 

Watching these college kids give it their all is incredibly inspiring.

💥Unpopular Leadership Advice💥 
(Especially for entrepreneurs)
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“Boring leaders are the best leaders.”
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Skeptical? Here’s three thoughts to consider: 

1️⃣ Entrepreneurs love innovation, change and ideas. They’re adaptable and can shift their mind quickly. That’s good. 
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2️⃣ Entrepreneurs are also notoriously impatient, impulsive and inconsistent. And inconsistency in the leader creates insecurity on the team. That’s bad. 
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3️⃣ Most people hate unnecessary uncertainty. So when entrepreneurs change their minds quickly, it feels like chaos. No one likes to work in chaos. 
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That’s why the best entrepreneurs embrace “Boring Leadership”. When you’re boring it means you’re practicing the art of consistency and discipline. 
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When you’re boring, it means you’re taking the time to let ideas settle, refusing to change plans too quickly, even if a better idea comes along, and committing to creating a more stable, structured, and secure environment.
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When you’re boring, you are giving people the gift of consistency. And the reality is, consistency is the foundation of trust.

Nobody wants to learn for the sake of learning. 





People want to learn to reach an outcome. 

This seems so obvious but in speaking with learning & enablement teams every week… it bears repeating. 

Do I want to speak Spanish? 

Of course, but its because I think it would be a helpful life skill and I think it would help me in future travel/ business dealings. 

But not a priority for me so it gets pushed down the list. 

Your learners aren’t sitting around looking for what process to learn next. 

That’s why just-in-time learning is the future. 

People want to the how-to WHEN THEY NEED IT. 

This is why we doubled down on interactive, micro content in the flow of work at iorad 

When a learner is looking for a how-to, feed it to them where they are when they need it preferably in the least amount of clicks/steps/screens as possible.

It’s just human behavior. 

People aren’t proactive, they are inherently reactive. 

And they are busy…

They can’t keep up with their never-ending to do list

So don’t add another mandatory video session for them to have to slog thru.

It’s not going to drive learning. 

Give them context, give them scenarios and make it applicable.

Dear LinkedIn, there are a lot of people looking for jobs. Can we make some improvements to make it easier for them?

All filters, settings and products are geared towards the recruiter and not the candidate. 

Someone who is out of work isn't going to pay for LinkedIn premium and can't take advantage of any its power. 

I have contacts that I would like to help give but it is really hard to even know who is hiring. 

Some asks:

→ A filter that shows who of my 1st degree connections has posted a job listing

→ A button that shows which companies in my network are hiring and who those 1st degree connections are (without needing premium)

→ On the job listing, can we put front and center who our 1st degree connections are at this Company. You really need to search to figure this out

→ Instead of your current AI prompts like "am I qualified for this job", how about a recommended path of who the candidate should reach out to from their network to get an intro (without premium)

→ A setting or alert that lets you easily see posts from your network/feed about job opportunities and listings.

→ In "recommended connections" use AI to list hiring managers and companies growing the department that a candidate would be interested in

→ Focus on alerting job seekers to contribute to collaborative articles. These articles can be a great way to help candidates showcase their expertise.

The long tail benefit = if you create a beautiful (and free) job seeking process, those candidates will be far more likely to justify paying for LinkedIn premium once they land a role. 

What would you add?




PS - LinkedIn I love you. Your tool has changed my life and I couldn't work without you. 

The last 3 partnership deals we closed either were once a customer, or came from a customer intro. 

This makes me really happy. 

I see so much forcing going on out there in business development and partnerships..

Orgs pushing for a relationship

Begging for a meeting

Forcing an integration

While I am all for hustling and grinding it out, make sure it is on the things that actually make good and obvious business sense. 

This is why we lean so heavily in on our customer stories and workflows. 

When you take the time to actually get to know an org, insights arise.

- other tech they are using
- other initiatives that top of mind
- other services they want

These are the green flags that help you skate to where the puck is going. 

Don’t join that name brand marketplace just because. 

Take the energy and sit on demos.

Do customer interviews.

Find out who and what else would be helpful. 

I can tell you from experience nothing will open partner doors faster than “hey ABC is a mutual client and they mention you guys”

Most of the time, you are 3 feet from gold.


For a while I was pretty convinced Slack was the worst thing to ever happen to B2B.



But I’ve since done a 180.

Primarily because of one factor:   Proximity

I’m an inbox zero guy (guide in the comments if interested in my process. 
(cc: iorad)

My frustration with the instant communication function is mainly in how other people use it.

As someone who sells the power of documentation, Slack can be a black hole of processes and org know-how.

While I still think those issues are pervasive..

I’ve since learned to ignore that and lean in to the unbelievable upside of Slack.

Instant communication…

With anyone.

Anyone includes partners and customers.

Slack connect has been a secret weapon for us to break down walls and scale conversations with external teams that we historically have never been able to accomplish via email.

The reality is, most people hate their email inbox because it’s endless and half of it is spam.

Slack, on the other hand, is like your text messages.

Always on, always available, almost always legitimate.

Super quick and informal.

Just like you would chat with friends or family.

We have found to be the go-to communication source with our partners for things like:

→ async updates
→ ideas/brainstorm / sounding boards
→ quick intro asks
→ real time problem solving/ on the fly support

📌 One of our tricks is first asking the POC if they can provide a team mates list so you can create a slack channel for the relationship.

Once those individuals, accept and join the channel, you can DM them.

Now this isn’t an opportunity to badger them.

But a quick one sentence ask or intro is going to have a much higher likelihood of a response compared to email or other channels.

Moral of the story is: meet people where they are. 

Get over your own petty annoyances and take advantage of tools that nail human behavior.

Who else is using Slack Connect for external customers and partners?

I’ve always struggled with my nutrition. 



I get lazy and always opt for what’s quick and easy. 

I’ve been subscribed to Atheletic greens for a few years to try to supplement my bad habits and try to add it to my smoothies. 

But some days I wouldn’t be hungry or would forget.  Never could stay consistent. 

Then I decided to try applying principles from the book Atomic Habits…

For a habit to stick, it has to be obvious and easy. 

So I made a small tweak to my morning routine and it changed everything. 

Instead of setting up a pot of coffee the night before, I make it when I first get up.

So inherently, I have to wait for it. 

I leave the Atheletic greens out on the counter right next to it, with a cup. 

While I wait, I slam down the green mix and I am rewarded with my coffee when I’m done.

Haven’t missed a day in two months. 

All from tweak in location and process. 
——————

If you want that process to stick, put the tutorial or guide in an obvious and easy place. 

Make learning and habit forming fun and dead simple. 

Even a weak willed person like me can improve.

I used to be really attracted by big idea people in business 

Now, I look up to boring operators who nail the basics. 

Those that are consistent. 

Steady, stable and predictable. 

Those who pick a strategy and say no to everything else. 

Those who pick beautiful execution, over flashy new fun things. 

Those who’s actions speak so their words don’t have to. 

This is who I aspire to be. 

But I have a lot of work to do. 

Cheers to those brilliant boring bastards.

I’ve read a lot of business books but I think I’m learning more from children’s stories.

I have two new twin nephews and we have been sifting through books to share. 

This gem by Shel Silverstein really hit home. 

I think we focus a lot on ‘new’.

This new feature, idea, product.

So we abandon the stars we have and forget that polish will make them shine.

The grass is greener where you water it and all that.

Most business processes are kept in the most dangerous place imaginable







Their people’s heads.

Best practices, efficient workflows, tips,  cheat codes, playbooks..

They are trapped because documenting is painful. 

Your people don’t have time to manage their to-do list

Where are they going to find the time to document all the things they do? 

The answer?

Have a process for your processes. 

It also takes a bit of a mindset shift. 

Imagine two scenarios:

1. You say “hey can you spend 20 minutes and build us a quick guide on how you do that thing in Salesforce?”

V. 

2. “Hey I keep hearing about your killer program in SF, would come be a guest on this podcast/session and share your wisdom?”

Which do you think would land better?

#1 makes them feel like a grunt, where #2 makes them feel like a celebrity. 

_________

If you are in Enablement, training, documentation, L&D - don’t be afraid to put your sales hat on and work some ego-stroking magic. 

Here is one of our favorite versions of this play:

- Invite said “expert” onto a panel, podcast, even internal spotlight session. 

- Hype and praise the crap out of them. Explain how important and impressed you and the team are with their process that you feel it’s a crime to keep it secret

- Give the expert the floor. Let them screen share and show all the great processes they instilled. 

- Take the recording, chop up into digestible components. Make an outline

- Use a documentation tool to start rebuilding the structure. iorad is your secret weapon here

- Loop the expert back into the outline and ask if they would be open to guiding you to make sure you got it right

- The majority of the time, you will find the expert ends up eager to step in to put their spin on it 

- Bonus points if you can convince them to use video over in something like iorad 😉

___________

While it might seem like you are manipulating … what you are really doing is demonstrating the power of documentation and why they should take it seriously. 

Stroke the ego, it can be a cheat code

Imagine if cooking influencers approached content like most corporate trainers do...




Nothing but technical documentation, static images and a list of ingredients. 

Can guarantee they wouldn't have millions of followers. 

Because instead, they focus on layering in personality to their instruction. 

They make it fun and engaging. 

You still learn just as much as you would in a technical training but you actually enjoy the process. 

This is why I am such a big supporter of iorad weaving in floating head video into our #tutorial builder.

Poor Sundeep Patel got sick and tired of hearing me plead for it, so he had the team build it.

I believe people like seeing, hearing and learning from people. 

Now they don't want 45 minute zoom recordings, but sprinkling in some personality, that makes a training multiple dimensional.

People can add context, and story and the WHY behind the HOW.

iorad now has the ability to capture your own floating head video in your tutorials.

Giving it that extra human 🤌🤌🤌

Dropped a few examples below.

Give it a try and let us know what you think!

Sometimes being a good partner means giving up revenue.




One of the reframes for me in shifting to becoming partner-first, was divorcing myself from the short-term. 

In conventional sales, it’s all about this deal, this week, this month, this quarter. 

The whole system is measured in the micro. 

But in partnerships, it’s a massive over-indexing on the macro. 

Sometimes this means sacrificing a direct deal now, in order to build good will with a partner. 

Sometimes it means laying up a “gimme” so that partner sees the potential. 

Sometimes it means paying to play for that event or sponsorship to get some face time. 

On paper, if measuring for the micro, partnerships as a strategy make little sense. 

But with the right time horizon, it the biggest lever an organization could have. 

It’s the law of reciprocity at its finest.


Sales coaching hack…




Each time a seller has a customer/account question, I ask that it be recorded as a notes thread on the account record in our CRM.

At the end of the month, we can run a report for all these questions, pull out the answers and document them in seller guides.

This now instantly becomes a set of playbooks, FAQs and trainings for the future.

You don’t have to try to remember every answer and cover every scenario during onboarding.

You can let day to day events become the basis for content that you can document and repurpose and trainings for others or later reference.

Anyone do something similar?

What if you can get a summary of your target account's strategic priorities without ever having to meet with them?

How about their business challenges?

Business and monetization strategy?

For me, this used to take 1-2 hours of research to get into a short summary.

Now, with AI, its automated. 

LinkedIn's new AI tool - Account IQ for Sales Navigator brings this visibility right into your daily feed.

I have been playing around with it and find it really helpful for saving a ton of time on account research and insights. 

Here is a tutorial overview of how I am using it:

cc: iorad

https://lnkd.in/g-D8BPKT

Have you tried it out yet?

iorad.com • 1 min read

Account IQ AI in LinkedIn Sales Navigator

Have you ever been shoo-ed out of a restaurant?

This happened to us recently.

We walked in to get lunch and the hostess, clearly in a chaotic state, said without saying hi "do you have a reservation?"

After saying no, she huffed and puffed and told us she would "see what she could do".

She then shuffled us over to the side and said wait here.


30 seconds in to being there, we already felt like a bother.

While we waited, 3 more groups of customers came in and she barked over to them that they were completely full and couldn't take anyone else in.

Yet there was a big bar top area and coffee lounge all open.

Not feeling the vibe, all the other groups turned around and left.

Here is the thing, we all know things get busy and hectic...

But there is a way to keep streamlined processes WHILE delighting customers.

And the thing is, it really just comes down to being proactive & helpful.

Here is my reframe for the restaurant in this example:

Hostess: "Hey there, how is it going? are you interested in dining in?"

Customer: "Hi yes we were looking for a table for two"

Hostess: "Great we are a bit full at the moment, would be about a 10-15 minute wait. Can I interest you in some coffee? We have a full menu here in the waiting area. Happy to get you started and let you know when a table is ready."

--------------------


Instead, this person needed their ego stroked and for everyone to know how busy and overwhelmed they are. 

And it costs them a lot:

All that upsold potential revenue for coffees and drinks while folks waited.. not to mention those people who were shoo-ed out could have been offended and will never come back. 

Put your ego aside. 

Everyone knows you work hard and are busy. 

People are happy to wait a few minutes, just give them options to improve their experience and make them feel welcome. 

The bar is actually shockingly low for wow-ing a customer.

🍨I think about this Steve Jobs quote often.  I do my best to make people happy and truly care a lot about building relationships, but it's just not always possible. 🍦🍧
#EdLeadership #Leadership #iTry

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