No More Call Reluctance

If you are in sales, you must know the term "call reluctance" as it related to cold calling, right?

What the term means is you are AFRAID or RELUCTANT to make calls, that you KNOW could lead to getting an appointment or making money. But you don't do it. Why?

Well, if you're like most sales people, you HATE COLD CALLING!

Yep, I said it. And that is PRECISELY why I created Cold to Gold Mind Spark Session sales training workshops. You see, the reason why most people HATE COLD CALLING is because they do not have a SYSTEM to help them prospect more effectively and efficiently. Not only that, they also do not usually have a system to DRAW MORE PROSPECTS to your door. Do you have such a system? I do! It makes a WORLD of difference to my business, too.

Now, the system I created for turning cold calls into GOLD CALLS is a 12 step process I teach in Cold to Gold sales training workshops. I also review the mental thought process, the approach, the strategies, how to plan, and the technical ways people just never think of to help you get in the door. You also learn how to sell to the C-level, and other creative strategies.

Well, I can't spill all the beans here, but if you're interested it is likely because you know you NEED training like this. Guess what? I'm hosting my next workshop August 16, 2010. It lasts five days, M-T-W-TH-F and is scheduled from 10:00AM til 11:00AM PST August 16 through the 20. You can sign up here:

Announcing COLD TO GOLD ONLINE workshop August 16, 2010 – August 20, 2010 (held 10:00AM PST – 11:00AM PST each day M – F) is the way to go. Here is the link for the ONLINE August 16 – 20 workshop:

http://fb.eventpal.com/PurchaseTicket.aspx?eid=2087

Once you purchase your ticket, you’ll receive information about the workshop from me within 24 hours. I look forward to seeing you at the registration or online! If you have any questions, or for a group discount, please email me directly. This workshop is sure to sell out, so act quickly while tickets are still available.

Scott – your Trainer
805.459.6939
ARRiiVE.com
ColdtoGold.com

Cold to Gold: Mind Spark Sessions - OVERCOME the FEAR of COLD CALLING and get the POWER to GET IN THE DOOR SUCCESSFULLY.

“Gain the confidence to call and savvy to market -- 30% More Qualified Meetings (Sales Growth) in 30 Days or the Workshop is FREE.”

Look forward to seeing you on the call - stop hating cold calling are start loving GOLD calling. It's a world of difference.
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New Sales Training Workshops

Part of growing your business often includes learning new methods how to get in the door and network better.

Join me as I host a class through ARRiiVE Business Solutions, called "Cold to Gold: How to Overcome the Fear of Cold Calling and Get In The Door Successfully" as a "Mind Spark Session" workshop.

Next workshops:
IN PERSON: July 1, 2010 from 1P - 5P in San Luis Obispo, CA, at KCBXnet - for a discounted $397.00 per person (normally $497 pp).

WEBINAR: For those who do not live close to San Luis Obispo, you will want to sign up for the webinar this coming June 15. The webinar is one hour a day and runs from Tuesday through Friday from 10:00 am to 11:00 am each day for four (4) days. You need to sign up by June 13th. There will be another webinar mid-July, too. Webinar format Cold to Gold is just $297 per person.

"Cold to Gold offers a clear and dynamic system to help people 'get in the door' and skyrocket sales success." -- Alan Harris, Former Senior Program Manager Remedy

You do more than learn how to open the door; you learn how to interact with prospects in ways that lead to a sale. Because how you relate to your prospect is as important as the solutions you create or offer your prospect.

Cold to Gold is the only course that breaks down both the mental process and each step of customer attraction, from “push” methods, such as calling or email to “pull” methods such as events, speaking, and networking. This program weaves ARRiiVE Training's proven principles of success into every session for maximum takeaway. In the end, you will learn how to go from “Cold” to “Gold” with your prospects through our unique Mind Spark Session TM workshops.

Who Should AttendSales people - whether they are new hires or have been on the job for a while. Cold to Gold will turn you into a sales leader because it develops you from sales person into confidante.
You Will Be Able To:

• Build sales strategy to map your approach to prospects buying method and cycle
• Learn better communications skills to connect with decision makers
• Drop the fear of cold calling through a warm system of interaction
• Learn headlines and copy that creates higher open rates, return calls, and letter opens
• Display confidence in yourself and your company and build credibility instantly
• Ask the right questions to determine qualified solution opportunities
• Gain tools to immediately win commitment to productive meetings
• Influence the conversation so that it reaches a mutually beneficial conclusion
• Follow up in a way that creates additional sales opportunities

Sign up your team for a Cold to Gold workshop at http://www.coldtogold.com/, or call 805-459-6939 to discuss a group discount.

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Draw Prospects To You

If you're a subscriber to ARRiiVE: Innovations In Business, you more than likely either run a business or contribute to a business in the capacity of sales, marketing, or management.

As such, your position demands you to build relationships. There is no way around it: you have to send emails, make phone calls, meet people at networking or business mixers, and also might be blogging, tweeting, and need ways to improve your success to maximize your time.

Sound familiar? This is why I created Cold to Gold Mind Spark SessionsTM - the whole idea is to provide a short, effective, and efficient workshops where I personally teach you my methods to get in the door with phone, email, mail, and other tactics, and how I draw prospects to me through my blog, radio show, videos, and more. This is EXACTLY the INFORMATION YOU NEED to help you SELL MORE!

I STRONGLY URGE YOU TO SIGN UP if you need these skills! If you're running a team, I STRONGLY URGE YOU TO SIGN UP YOUR TEAM. There is no program in the market place of sales training available today that so quickly and effectively teaches you how to get in the door and build long-lasting successful business relationships in such a powerful and memorable way.

And, for the months of April and May, 2010, I'm offering a special ten for eight discount - in other words, just enter "10for8" in the discount field at ColdtoGold.com (click "Start Now" to order) or CLICK THIS LINK:

http://coldtogold.eventbrite.com/?discount=10for8

It is simple and easy - each class starts on Tuesday at 10:00 a.m. PST through 11:00 a.m. PST and runs every day through Friday of the week you start. If you miss a class, each class if recorded. That's four sessions, across four days - so you never even have to leave the field or your office to learn this information!

Again, just use this link and sign up today:
http://www.coldtogold.com/

or for a team of 10, use this link:
http://coldtogold.eventbrite.com/?discount=10for8

Call me at 805.459.6939 with any questions.

Most companies have NOT been training their supposed "sales experts" on cold calling, how to get in the door, and such - they focus on product knowledge. How can your sales team show what you have to offer if they never get the appointment? Don't make that mistake, sign up today:

http://www.coldtogold.com/

For a team of 10, use this link and get a discount:
http://coldtogold.eventbrite.com/?discount=10for8
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Cold Calling Is Not Dead

One of my competitors often writes about how "Cold Calling is Dead." Oddly, I still receive plenty of phone calls in my business. How about you? Therefore, Cold Calling is NOT dead!

However, I will point out that if you start blindly calling people without a plan, you are likely to run into frustration. In addition, frustration leads to anger, which builds resentment, and creates an unhappy employee. We do not ever want to be unhappy in our job, right? Therefore, you ought to call from a PLAN.

One of the ways I improve my cold calls through a plan is to turn cold calls into  WARM CALLS. The best way to do that is to find out information about the person or company you are calling. It is much like using a "prop" when a single man approaches a single girl. One of my friends is a master at this technique of what dating experts call "The Approach". He uses props to open the conversation. For example: "How is the food here? Good? I love that dish! I make a similar recipe... have you tried that, too?" and bingo, he is in a conversation with a pretty brunette about gourmet cooking. It happens most women love a man who can cook, so at the same time he opened one of his own favorite convesations. That creates passion. If you can create conversations where both parties are PASSIONATE about the topic, both will likely walk away stronger friends.

I tried it the following day at a bookstore. I noticed a cute woman thumbing through a book. I stop and asked her "How is the book? Any good?" and we were immediately talking about something SHE was interested in discussing. The book sounded interesting, and I love reading, too, so it was easy to talk about the book with her. The reason this works is because you are aligning yourself iwth your prospect's interests.

The business world is a LITTLE different than dating, but not much. I will tell you why: forming conversations with ANY person always starts with what THEY are interested in discussing. So, you must learn about your prospect's interests in order to RELATE to them. And, more importantly, for them to RELATE to you.

Try this technique the next time you make a cold call to attempt to turn it into a warm call. Do enough research to feel like you know something interesting about the person you call. Look them up at LinkedIn. Look up their company and read their last five press releases, annual report, and product descriptions. Start to identify with them, and you will find that your opportunity to cold call is not dead, but in fact that opportunity is alive and well. Cold calling is never dead if you can relate to your prospect.

Find ways to relate to your prospect and your prospect will likely RELATE back with you.

You'll gain training like this and information of this caliber, and much more, when you sign up for Cold to Gold: Mind Spark SessionTM sales training workshops. These communication workshops help sales executives and others who wish to "get in the door" to learn how to open doors more successfully and build long lasting business relationships. Learn more at ColdtoGold.com.
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Cold to Gold Mind Spark Session

Attention: the next Cold to Gold Mind Spark SessionTM is scheduled for April 6, 2010, at 10:00AM.

Registration for this powerful online workshop will close one hour prior to the start of workshop. Only 25 seats are available for this session, which runs each day from Tuesday through Friday next week, from 10:00 a.m. until 11:00 a.m. So, hurry while you can still get in!

Cold to Gold is a system of selling created by Scott Andrews, CEO of ARRiiVE Business Solutions.

You'll gain access to the mind shift, techniques, and methods that help you get in the door, form better qualified meetings, and highly successful business relationships. These are the techniques used by Scott to land multimillion deals with IBM, EMC2, Data General, and other sales organizations. For example, Scott wrote Jay Leno a letter and Jay returned Scott's call personally. Scott never met Jay prior to sending the letter. You'll learn the techniques Scott uses to get responses like this. Can your business use a lift?

To sign up for this workshop, please visit http://www.coldtogold.com/
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Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.
Please note: The disclaimer re: warranty or terms is listed at ColdtoGold.com re: any assumption or statement of earnings you may make from ColdtoGold.
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Is Cold Calling Frustrating You?

If you're trying to grow your sales revenue success, I'm sure you may be frustrated with cold calling. I can understand why. So many people SOUND like a SALESPERSON. It almost makes you want to hang up on them! For instance, from the last five salespeople who called me regarding "Event Hosting" and "Sales Force Automation" software, FOUR of the FIVE sales people started their call with this question:

"How are you today?"

Seriously. They were that bad! How did they know how I would respond? I could have been having a really bad day! Asking "How are you today" makes you sound like a salesman from the first sentence. That's not something you want to do, is it?

Cold calling is not easy - especially if you don't have a system. Fortunately, you don't have to fret any more, as I've created a system to help you remove the fear of cold calling and get in the door, called Cold to Gold Mind Spark SessionsTM.

Introducing:

Cold to Gold Mind Spark Sessions TM

Rapid Learning Workshops SM

I call my workshops "Mind Spark Sessions" because I've created a rapid learning workshop system that is the closest thing to a "Vulcan Mind Meld" - truly exchanging the my ideas from my head to your head - over four different sessions (modules) that offer the highest impact transfer of learning, interactive workshop, testing, and proof of concept available in education. Mind Spark Sessions go beyond a workshop - they impact your results immediately. The last company I taught Cold to Gold information signed the largest deal in their history just three months later. Now, success like that is cause for celebration.

Cold to Gold Mind Spark Sessions go beyond sales skill training and enter the domain beyond persuasion by offering each participant or sales representative information that contains the secrets to sales superstar special powers. Yet, almost anyone can learn these secrets to immediately increase sales:

First, I focus on the mental shift that must occur to help you make a successful call. This is also equally critical in sending a cold email, or in showing up at a prospect's door unannounced. It is even critical to your website design, so, Marketing people ought to listen up (or attend), too. What's cool about this mental shift is you start to have fun selling again, too. Shouldn't sales be more fun?

I first taught this mental shift to Tim G. while at DecisionOne fifteen years ago. Tim later went blew away his quota the first year selling, then continued skyrocketing his stellar success with Compaq and then HP!

Second, I teach something that is practically NEVER taught in sales training courses, yet is the SINGLE MOST POWERFUL KEY TO SUCCESS and creates a FLOOD of PROSPECTS in your sales funnel. This key, alone, will open more doors to you, make your website more powerful, help you create better sales emails, letters, phone scripts, and communicate LIKE A SALES GOD with your prospects.

Every time I've taught this concept to a sales team, that sales team starts increasing their success almost overnight. Now, for the first time ever, I'm teaching it in Cold to Gold Mind Spark Sessions.

Third, I show you personal tactics to not just cold call, but actually GET IN THE DOOR. Learn some of my personal NINJA METHODS I've used to successfully dial into the Senior Executive's office - without them ever giving me their phone number. One of my tactics I teach will reveal the senior executive's phone number over 80% of the time! Do you have that kind of system now? If you're selling in an enterprise environment, especially, you'll gain new abilities that give you the confidence to truly RID the DREADED FEAR of COLD CALLING FOREVER! Well, at the very least, you'll be more confident and a lot less afraid to call ANYONE and know you have a high chance to succeed at building a relationship with that person. You may not win them all, but wouldn't it matter if you could win just a few more? I'm sure you know what it means when you WIN MORE.... you MAKE MORE!

I once wrote a letter to Jay Leno. Yes, the head of NBC's Tonight Show returned my call PERSONALLY. Can you write a letter that does that? You will have the ability to write letters that open doors you would think totally closed to you before learning Cold to Gold. Does it always work? Of course not - nothing does - however, you'd be surprised at HOW MUCH MORE SUCCESS  you'll have in both SALES and MANAGEMENT when you learn Cold to GOLD.

In addition, I not only teach push techniques, such as making a phone call, sending an email, or mailing a letter, but also PULL techniques, which create something I'll call "Cat String Theory" - where the cat is the prospect and the string is your system and the CATNIP is in your hand! The whole point of cat string theory is to turn the table where instead of chasing after prospects, the PROSPECT CHASES YOU! It's powerful, it works, and they LOVE you for it. HOW COOL is THAT?! Your prospect becomes a customer as you deliver a solution not as a salesperson, but as YOU BECOME THEIR TRUSTED ADVISOR, expert, or even CONFIDANTE. If you don't know how to do this, then this module in Cold to Gold alone is worth the price of admission, which, by the way, is only $297 US for a Mind Spark Session (online workshop price, plus ticket fee from EventBrite) as of March, 2010. Move quickly - this won't be offered at this price for long.

Last, we put it all together. Each piece of the puzzle is carefully laid out so you can see how to better plan, strategize, target, and then DESIGN A CAMPAIGN that attracts your IDEAL customer to you and repels the prospects who will waste your time. If you're like me, the last thing you want is a prospect who won't buy wasting your time, right? Well, this CHANGES where ONLY PROSPECTS WHO BUY - or at least a lot higher percentage of them - are the people attracted into your money making machine. I'm a huge fan of qualifying prospects so only the best prospects end up in my pipeline or on my forecast. As a result of utilizing Cold to Gold, your pipeline will grow more reliable and the time wasters go "goodbye". Speaking of wasting time, the worst mistake you can make is to learn about a system that can change your life and..... wait.... and wait... or worse yet, do nothing. You're not that person, though, right? I mean, if someone showed you that you had gold in your very own backyard, and how to mine for it, would you be digging a hole right now or would you simply walk by and leave it there? That's what I thought. Go to Cold to Gold and click "Start Now" to begin - right now.

Cold to Gold sessions are started on Tuesdays, and continue each day of the week through Friday. So, not only are Mind Spark Sessions different - but they are simple and easy - you don't even have to leave the "field" or fly anywhere or sit in boring hotel conference rooms to learn this information. You can learn everything from your home office or even the comfort of your home.

Cold to Gold is the system you've been looking for to help your rocket blast off! I'm teaching Mind Spark Sessions personally, and also including a FREE special bonus "Gold Map" to help map out the whole process and in addition I'll include a FREE special KEYNOTE for the first 10 people who sign up right now!

Sound cool? I think it does. There are very few trainers in the industry focusing on this segment - yet improving PROSPECTING SKILLS is the HIGHEST IMPROVEMENT area to IMPROVE YOUR SALES RESULTS. Not only that, but if you learn this system correctly, not only does your FORECAST SIZE INCREASE, but also your forecast becomes MUCH MORE ACCURATE! Putting aside the numbers that sales management wants to see, moving beyond cold calling to Cold to Gold creates a system that simply PUTS MONEY IN YOUR BANK ACCOUNT. It's almost like receiving a LICENSE TO PRINT MONEY.

Now, we both know that with the FTC laws I cannot technically guarantee that you'll have as much sales success as I've had or even as other people who give me testimonials. In fact, I'd like to think you might sell more than me; however, I can't really say what will happen - your success is up to you and what you're able to do with it. One thing I can guarantee is that you'll love Cold to Gold and find it useful. If you don't love it and find it useful, simple send me an email within 30 days of your final workshop and I'll send the money back (less any expenses). It is that simple - you don't have anything to lose with a guarantee like that! You don't even have to send anything back. Just tell me, and that's that.

It's like going to a restaurant, ordering calamari, then filet mignon, lobster, and asparagus, enjoying a fine bottle of wine, then topping it off with tiramisu and a 20 year old glass of port for dessert, then walking out and paying nothing! I mean, really, it's that crazy - at least, that's what one of my competitors told me!

Can you guess why I'd offer a guarantee for Cold to Gold Mind Spark Sessions like that?

You got it - I believe in my program that much - I KNOW THIS WORKS. I know that you will love it and find it highly useful to your success at overcoming the fear of cold calling, getting in the door with prospects you previously did not even know at all, and building long lasting successful business relationships. You will likely even form more friendships and create some fans along the way! It's that powerful.

Cold to Gold isn't perfect nor is it for everybody. I mean, if you're the person who thinks every system of selling ought to dial the phone for you, write the letter for you, or meet your prospect for you, I'm sorry, but Cold to Gold probably isn't for you. Perhaps you're in the wrong profession! Seriously, you will have your part in this. But if you're the person who hears life changing information and puts it into play, then Cold to Gold will be music to your ears. And, it's only getting better, as each Mind Spark Session turns up new information (disguised as feedback) I use to make the content even BETTER.

Suppose your gut is saying to you "you know, Scott might have something here.... this just might help me"...well...LISTEN TO YOUR GUT! It's been right before. It is right now. Let's stop making the foolish mistakes that other salespeople make. Let's stop sounding like a salesperson. Let's stop blowing cold calls and start blowing away quotas! I can help you do it. We can do it together. I'm a big believer in having fun, learning some things that change people's lives for the better, and doing something that makes sales a heck of a lot more fun for everyone. The world needs more salespeople we can trust. Heck - the world needs PEOPLE we can trust, can I get an amen? Hahaha... seriously, with Cold to Gold, you gain the confidence you need to sell from integrity, honesty, and clearly, in a way that empowers you to be your best self, where clients love you, and you make more money. That's why I wrote this program. I truly want to see you succeed to the best of your capability. I love helping people get there.

For those of you reading this who normally come here for management advise, blogging advice, or team-building, well, you form relationships, don't you? Even if you don't buy, you know that I care about you and your success. Thanks for bearing with me as I share Cold to Gold - it's so exciting to me to release this to you. Without my readers I woudn't have my success. Without you, I'm nothing. So, I must say I am so grateful for you. I am so thrilled that you're in my life.

Well, I better get back to work. Talking about Cold Calling, for me, is fun - because it is no longer frustrating to make cold calls.... why? Because I have a process called Cold to Gold that turns a crappy frustration into a fun, exciting, and dynamic system that creates more relationships, friends, fans, and customers. I look forward to seeing you in the next Mind Spark Session. Let's learn this together. Let's have some fun. Let's rock our business success to a new level. Sign up for your own workshop at http://coldtogold.com/ by clicking START NOW.

To your success!

Scott

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Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

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My Sales Team Is A Bunch Of Order Takers

Do you need more sales? Are your sales people good at taking orders but failing at making the numbers?  Have you ever said "Why won't my salespeople pick up the phone and grow some new accounts for us?"

Or, have you ever caught yourself saying "My Sales Team Is A Bunch Of Order Takers"?!

You're not alone. It is why I created Cold to Gold TM (www.ColdtoGold.com). The truth is that salespeople lack a system for getting in the door. Companies, thinking salespeople need to be trained on how to make a sale, spend tons of money on consultative selling processes and company product knowledge training sessions. Your salespeople could have all the knowledge in the world, but if they lack a system to help them actually get in the door, make a call, send an email, or get the appointment, they never get the meeting in the first place!

After realizing I knew how to get in the door AND how little companies were spending on this valuable service, I developed Cold to Gold specifically to meet this need. Cold to Gold breaks down the problem most companies have with their approach to prospecting. We analyze the error in how salespeople approach the entire prospecting process: from strategy to research, practice, cold calls, emails, letters, phone techniques, and move each Mind Spark Session TM participant from guesswork approaches that fail to surefire methods that win. Some salespeople will DOUBLE their production within just days after learning Cold to Gold.

Mind Spark Sessions are a system of learning I discovered by studying the best teachers and learning systems in the world. It is based on 4-hour workshops. I call them mind spark sessions because of the way the information is taught is the fastest way of getting the information in my brain into your brain short of a "Vulcan Mind Meld"! Mind Spark Sessions are highly effective and efficient - as a salesperson, myself, I *hate* spending time in BORING sales training workshops. But I LOVE learning when the people teaching me GET IT: my time is valuable - give it to me straight, quickly, and in a way that INSPIRES ME. Thus - Mind Spark Sessions. Your team won't even have to leave "the field" of selling to learn!

If I'm singing your song, visit http://www.ColdtoGold.com, and sign up your new hires in a Mind Spark Session (webinar). If they report back they love it, enroll the whole sales team! Try it out - I guarantee you'll get the bang for your buck. Even your salespeople who aren't "order takers" will learn some new ideas that will grow their sales, too.

Cheers! ~ Scott

P.S. - For a limited time, I'm offering corporate sponsorships for Cold to Gold. If this might apply to your firm, drop me a note at info (at) ARRiiVE [dot] com.

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Mistakes Cold Calling And Getting It Right with CEO Scott Andrews

After a few awesome guest shows, I'm hosting this week's ARRiiVE: Innovations In Business show. Broadcasting at a unique time of 8:30 A.M. PST, I've created a custom topic just for this show:

Mistakes Cold Calling and Getting It Right

ARRiiVE: Innovations In Business Radio Show features Scott Andrews, CEO of ARRiiVE Business Solutions.

NOTE: I'm doing this earlier than usual!
Wednesday, January 16, 2008 at 8:30 AM PST / 11:30 AM EST

Don't miss out on learning mistakes people make cold calling and ways to get past and correct them to blast your sales success through the roof (or at least get a heck of a lot more qualified appointments). Cold calling doesn't have to be chilly. Defrost your cold-calling and get your customers warmed up to you quickly. Learn about:

GREETING - WARM-UP - REASON - QUICK LOGIC/EMOTION TRIGGERS - NAME DROPPING - ACTION REQUESTS and MORE! Heat up your cold calls and turn them from Cold to Gold! (yep, this is part of my Cold To Gold Program http://www.coldtogold.com/) - free as a special introduction.

It's educational, fun, and easy to participate.

Simple Ways To Listen & Participate:

1. Visit Talkshoe (http://www.talkshoe.com/): Enter Talkshoe show ID 37798 to text comments and listen to the show from your computer.

2. Call in to join the show: Dial (724) 444-7444, enter show 37798 # 1 # if you wish to ask questions of the host or guest.

Also, you may click here to visit/follow the show: http://www.talkshoe.com/tc/37798 or http://www.arriive.com/arriive_liive.htm or listen in after completion of the show.
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Copyright © 2008 ARRiiVE Business Solutions. All rights reserved. Want more? SUBSCRIBE.