HIGHLIGHTS01:11 The beginning of Michael's sales journey in the early days of 2000 and where he is now04:46 True moments where Michael had almost had to stop what he was doing but how he was able to jump from that ledge successfully06:37 What Michael experienced with online retailers and how he was able to bring it to his own company and beyond11:32 Customer Acquisition vs. Customer Retention14:41 How Post Pilot started and where it is now19:55 Final thoughts and where people can get started for Post Pilot and connect with MichaelQUOTES07:13 "It was interesting to look under the hood of how these eight or nine-figure brands really operated and for the entrepreneurs out there who think 'Gosh this hundred, two hundred million dollar companies must just be running like clockwork.' When you look under the hood, a lot of times it's a lot messier than you would think."09:13 "One of the core advantages of Post Pilot is it makes sending direct mail as easy as setting up an email campaign or an automated flow. Where you can set triggers based on behaviour, you know? Like it's been more than sixty days and they haven't come back, trigger a personal card to go out to them."11:03 "Most businesses think they need more customers, but what they actually need is more revenue. So, your existing customer base, and I'm not saying take your eye off customer acquisition, absolutely do that. But before you go out and keep spending on your customer acquisition, you gotta make sure that retention model is at least dialled in where you know when you acquire a new customer you've got a better chance of retaining that customer over time."18:22 "It's really cool. There's nothing that beats receiving a hand-written card in the mail in an envelope, with a stamp, hand-written address on it, opening it up, and seeing a personalized card inside? Whether it's from an e-commerce store to a salesperson who just did a demo for a product to a prospect and what's to send a follow-up note ... you can do it in minutes, it's personalized and an unforgettable experience."19:16 "It's hard to compete on just features and value propositions because your competition can copy that. If you create an unforgettable brand experience and surprise and delight your customers ... that's what's gonna be memorable, that's what's gonna create loyalty, and that's what's gonna keep them to keep coming back to you and keep doing business with you for a long time." Learn more about Michael:LinkedIn - https://www.linkedin.com/in/mepstein1/Website - https://landing.postpilot.com/podcast?podcast=Sales+TransformationIf you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple. Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/ Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.