1118: Is Automated Marketing Turning Your Buyers Off? w/ Lindsay Cournoyer

WEBVTT 1 00:00:00.320 --> 00:00:04.160 There's a ton of noise out there. So how do you get decision makers 2 00:00:04.240 --> 00:00:09.310 to pay attention to your brand? Start a podcast and invite your ideal clients 3 00:00:09.550 --> 00:00:19.390 to be guests on your show. Learn more at sweetfish MEDIACOM. You're listening 4 00:00:19.429 --> 00:00:24.179 to be tob growth, a daily podcast for B TOB leaders. We've interviewed 5 00:00:24.219 --> 00:00:27.859 names you've probably heard before, like Gary vanner truck and Simon Senek, but 6 00:00:27.980 --> 00:00:32.259 you've probably never heard from the majority of our guests. That's because the bulk 7 00:00:32.299 --> 00:00:36.810 of our interviews aren't with professional speakers and authors. Most of our guests are 8 00:00:36.929 --> 00:00:41.729 in the trenches leading sales and marketing teams. They're implementing strategy, they're experimenting 9 00:00:41.770 --> 00:00:46.450 with tactics, they're building the fastest growing BEDB companies in the world. My 10 00:00:46.490 --> 00:00:50.320 name is James Carberry. I'm the founder of sweetfish media, a podcast agency 11 00:00:50.399 --> 00:00:53.439 for BB brands, and I'm also one of the CO hosts of this show. 12 00:00:54.079 --> 00:00:57.840 When we're not interviewing sales and marketing leaders, you'll hear stories from behind 13 00:00:57.840 --> 00:01:00.159 the scenes of our own business. Will share the ups and downs of our 14 00:01:00.200 --> 00:01:06.269 journey as we attempt to take over the world. Just getting well, maybe 15 00:01:06.909 --> 00:01:15.390 let's get into the show. Welcome back to BDB growth. I am your 16 00:01:15.430 --> 00:01:19.420 host for today's episode, Nikki Ivy, with sweetfish media. Guys. I've 17 00:01:19.459 --> 00:01:25.019 got with me today Lindsay Cornway, a WHO is vice president of marketing exonofy. 18 00:01:25.180 --> 00:01:26.819 Lindsay, how you doing to day and great, nick, thanks so 19 00:01:26.900 --> 00:01:30.700 much for having me on the show. I've been looking forward to our chat. 20 00:01:30.299 --> 00:01:33.409 Me Too. It's going to be so much fun. First of all, 21 00:01:33.450 --> 00:01:36.290 I love girl talk, I love I love to be able to have 22 00:01:36.409 --> 00:01:40.530 these dogs and I love the topic that that you selected to bring to us, 23 00:01:40.569 --> 00:01:45.370 which is this level of excitement that you have around the resurgence of brand 24 00:01:45.530 --> 00:01:51.040 marketing in Bab and and how, within that, you guys are taking a 25 00:01:51.159 --> 00:01:56.799 more empathetic approach than a lot of folks mayhet maybe in in your approach to 26 00:01:56.959 --> 00:02:00.319 to marketing these days. So I'm excited to dig into that. But before 27 00:02:00.480 --> 00:02:02.349 we do, let me I would love it if you would just give us 28 00:02:02.349 --> 00:02:06.150 a little bit of background on yourself, with you in the folks that Exon 29 00:02:06.189 --> 00:02:09.629 if I've been up to these days. Yeah, so my name is Lindsay 30 00:02:09.870 --> 00:02:15.229 and I've been the VP of marketing here at Exono. Bye for just about 31 00:02:15.229 --> 00:02:19.139 a year now, but I've actually been with the company for almost five years, 32 00:02:19.219 --> 00:02:22.460 which in you know, startup, scale up world, as an eternity. 33 00:02:23.500 --> 00:02:29.020 I joined as the director of Brandon Marketing Communications and I did that role 34 00:02:29.219 --> 00:02:34.810 for about three and a half years. Then moved into leave the marketing programs 35 00:02:34.849 --> 00:02:38.370 team and build that out and then shortly after that I was asked to move 36 00:02:38.449 --> 00:02:42.050 into the VP role. So have been doing that for about eleven months. 37 00:02:42.050 --> 00:02:44.560 So I would say, you know, I'm still a new VP. I'm 38 00:02:44.599 --> 00:02:49.039 learning the ropes. So it's fun and exciting and crazy all at the same 39 00:02:49.080 --> 00:02:51.680 time. But I really love my job and I have a great team here 40 00:02:51.680 --> 00:02:57.159 at exonify and what we do is is well, our platform is a modern 41 00:02:57.199 --> 00:03:01.189 learning platform and we play in the corporate learning space and we're built specifically for 42 00:03:01.310 --> 00:03:07.550 frontline employees. So if you think about retail associates, call center agents, 43 00:03:07.189 --> 00:03:13.300 people who work at in plants on the floor or drivers, field workers, 44 00:03:13.379 --> 00:03:17.539 you know they don't typically have access to corporate email and they rely on doing 45 00:03:17.620 --> 00:03:23.699 their training by reading binders and manuals and you know, their team huddles and 46 00:03:23.900 --> 00:03:28.849 stand ups, and what we know is that just doesn't translate into knowledge and 47 00:03:29.009 --> 00:03:31.889 behavior change. So what Exoni fight does is deliver that quick and of learning 48 00:03:31.969 --> 00:03:36.650 every day. It's a short burst that's woven into the flow of work and 49 00:03:36.770 --> 00:03:39.530 it really reinforces the things they need to know to do their job. So 50 00:03:39.969 --> 00:03:44.879 it's based in brain science, so you remember what you've learned and it's fun 51 00:03:45.280 --> 00:03:49.080 and it's engaging and it's quick and people just love it and we're seeing, 52 00:03:49.240 --> 00:03:53.800 you know, really great results with our customers and we're impacting their businesses by 53 00:03:53.120 --> 00:03:58.310 really building that workforce who knows and does the right things. I love it 54 00:03:58.430 --> 00:04:03.909 so much. Brain Science and fun in the same sentence. You don't hear 55 00:04:03.990 --> 00:04:08.590 that very often. But then, speaking of that, we talked of line 56 00:04:08.629 --> 00:04:12.900 about what the sort of traditional background or career trajectory is of folks who end 57 00:04:12.900 --> 00:04:15.939 up in VP of marketing roles. And, by the way, congrats on 58 00:04:15.060 --> 00:04:19.220 your upcoming anniversary in this role. Thank you. Let me talked about how 59 00:04:19.259 --> 00:04:26.569 it usually does come from some sort of maybe dimension, more analytical types of 60 00:04:26.649 --> 00:04:29.649 roles in what your journey has been. So tell us a little bit about 61 00:04:30.329 --> 00:04:34.009 what that was like for you. Yeah, so before I came to Exoni 62 00:04:34.050 --> 00:04:39.839 Fi, I was lucky enough to work in another great tech startup, software 63 00:04:39.920 --> 00:04:45.519 start up in Kitchener Waterloo here in Ontario, Canada, and I did everything. 64 00:04:45.800 --> 00:04:49.439 So I did brand, I did product marketing, social and I really 65 00:04:49.519 --> 00:04:54.709 got exposure to the entire gamut of things that, you know, make up 66 00:04:55.029 --> 00:04:58.310 the whole being, to be marketing saying. But when I came here to 67 00:04:58.430 --> 00:05:01.750 exonify, like I said, I was hired to look after brand and marketing 68 00:05:01.790 --> 00:05:08.100 communications. So you know, my path to VP really hasn't been that. 69 00:05:09.220 --> 00:05:12.019 I don't yeah, like like you said, they pick usually people who are 70 00:05:12.060 --> 00:05:15.779 deep into analytics and spreadsheets and numbers and bead marketing has really become that and 71 00:05:15.939 --> 00:05:19.819 I just have a totally different view on things and I'm really a brand marketer 72 00:05:19.980 --> 00:05:24.889 at heart and I think in today's world of bed marketing, brand is so 73 00:05:25.009 --> 00:05:29.050 critically important and really the only way you can stand out. So you know, 74 00:05:29.089 --> 00:05:30.930 I'm not the traditional candidate, but I think, you know, I 75 00:05:31.089 --> 00:05:34.050 bring a fresh, new perspective to the teams. Yeah, my vote, 76 00:05:34.050 --> 00:05:39.680 guys. I approved this message. So no, but I I like the 77 00:05:39.720 --> 00:05:45.120 way that you frame that. I think you're absolutely right with the the I 78 00:05:45.199 --> 00:05:50.389 guess, the tendency toward the analytics and all the technology that's supports that and 79 00:05:50.509 --> 00:05:55.470 what a big space that is. It's no wonder that that need to be 80 00:05:55.509 --> 00:06:00.029 marketing has gone this sort of direction. That's become all about what's automated and 81 00:06:00.069 --> 00:06:03.660 all about what them coomes sort of formulaic and we're all sort of run in 82 00:06:03.699 --> 00:06:09.339 the same play because we're always all got our faces buried in these reports and 83 00:06:09.379 --> 00:06:12.660 spreadsheets. And listen, not for nothing does matter, because we're all, 84 00:06:12.860 --> 00:06:16.740 you know, still trying to achieve this ultimate goal of revenue growth. That 85 00:06:16.939 --> 00:06:21.410 just doesn't mean that it can't be creative, that doesn't mean that it can't 86 00:06:21.410 --> 00:06:26.050 still be fun and that there can't still be innovation within that. So talk 87 00:06:26.089 --> 00:06:30.170 a little bit about how you what you bring to what you guys do from 88 00:06:30.209 --> 00:06:36.000 that connective. Well, I think you know, technology and automation analytics have 89 00:06:36.279 --> 00:06:42.399 are so helpful in so many ways, but the problem is is that software 90 00:06:42.480 --> 00:06:46.120 has literally exploded and taken over the world. I mean there's a platform for 91 00:06:46.230 --> 00:06:51.829 everything under the sun and there's about a hundred or a thousand versions of so 92 00:06:53.269 --> 00:06:56.629 you know, when I think of my life as a VP, I'm literally 93 00:06:57.149 --> 00:07:01.660 bombarded by drs all day long. So you know, they're emailing me, 94 00:07:01.699 --> 00:07:05.339 they're calling me. I have not picked up my phone in three years, 95 00:07:05.699 --> 00:07:10.699 like literally, I don't even know why I have one because I know it's 96 00:07:10.699 --> 00:07:15.540 always a Bedr on the other end of it, like it's just it's too 97 00:07:15.620 --> 00:07:18.930 much. And I think as mark leaders and sales people we've done ourselves a 98 00:07:19.129 --> 00:07:25.009 disservice thinking that people want to hear from us, you know, like we 99 00:07:25.170 --> 00:07:30.600 haven't earned someone's time or the right to ask for their time if they've never 100 00:07:30.680 --> 00:07:36.199 shown any interest in our solution. And you know, product features and functionality 101 00:07:36.319 --> 00:07:39.839 or not, how you stand out. You know, in a world of 102 00:07:39.959 --> 00:07:45.389 infinite supply and so many platforms out there, you have to work at your 103 00:07:45.550 --> 00:07:48.790 brand and making that emotional connection with people, because at the end of the 104 00:07:48.870 --> 00:07:53.910 day, people pick partners that they like, that they want to do business 105 00:07:54.029 --> 00:07:57.990 with, that they have a connection with. So you can send automated emails 106 00:07:58.029 --> 00:08:01.620 all day long, but if you don't connect with people and legit genuinely want 107 00:08:01.660 --> 00:08:05.420 to help them, you know, I think you're in big trouble. Today's 108 00:08:05.500 --> 00:08:11.660 gross story revolves around search engine marketing. Delphis, a big data platform, 109 00:08:11.060 --> 00:08:15.170 had hired an agency to manage their Google adds. A few years ago, 110 00:08:15.730 --> 00:08:18.889 but they weren't seeing the results they wanted to see. Being such a technical 111 00:08:20.050 --> 00:08:22.889 be tob solution, they set out to find a team that could take on 112 00:08:22.970 --> 00:08:28.920 their challenge. After countless proposals, they found the perfect fit directive consulting, 113 00:08:28.360 --> 00:08:33.759 the B Tob Search Marketing Agency. And just one week after launching directives campaigns, 114 00:08:35.279 --> 00:08:41.470 Delphi saw their lead volume double and their costper lead drop by sixty percent. 115 00:08:41.269 --> 00:08:43.909 I have a hunch that directive can get these kind of results for you 116 00:08:45.029 --> 00:08:50.629 to, so head over to directive consultingcom and request a totally free custom proposal. 117 00:08:50.149 --> 00:08:54.980 That's directive consultingcom. All right, let's get back to this interview. 118 00:08:54.980 --> 00:09:00.100 Yeah, so it's like you and I were talking off line about this, 119 00:09:00.179 --> 00:09:03.299 this dating analogy, which I love. I love dating analogies with respective marketing 120 00:09:03.620 --> 00:09:07.500 and sales and the one right, the assuming everybody wants to hear from you 121 00:09:07.659 --> 00:09:11.970 and then and then talking about what you have is like you're this guy that's 122 00:09:13.009 --> 00:09:15.850 walking up. You're like, Hey, I got this nice car outside, 123 00:09:15.889 --> 00:09:18.570 I make a sixth biggest salary and you're so, may come for a ride, 124 00:09:18.610 --> 00:09:24.250 and I know right where. If it's me right and I'm at a 125 00:09:24.320 --> 00:09:26.799 bar and I'm wearing like my tshirt with like Dexter on it. Right, 126 00:09:28.039 --> 00:09:30.879 the guy that walks up to me is like makes a joke about that show. 127 00:09:31.240 --> 00:09:33.840 Right, Oh, I love that show that you let did you hate 128 00:09:33.919 --> 00:09:35.679 the season of the series finale, because I hated it. And now we're 129 00:09:35.679 --> 00:09:39.149 in a conversation that doesn't have anything to do with what I'm certain he'll try 130 00:09:39.149 --> 00:09:43.470 and sell me on at the later time. Exact it does have to do 131 00:09:43.629 --> 00:09:46.950 with making that connection. So there's the there's the hack and there's what you're 132 00:09:46.990 --> 00:09:52.620 talking about when you say that the the approach needs to be empathetic versus being 133 00:09:52.659 --> 00:09:56.340 sort of formulaic and automatic. Talk a little bit more about some examples of 134 00:09:56.860 --> 00:10:01.340 where you've done that and gotten it right or seen that done right. Yeah, 135 00:10:01.500 --> 00:10:05.700 well, I mean I think you know indeeded being marketing. For there's 136 00:10:05.740 --> 00:10:09.169 it's been all about the MQL, and you know, people come to your 137 00:10:09.210 --> 00:10:15.009 website and they being sayings, they consume your content and you think that because 138 00:10:15.049 --> 00:10:16.769 they've done certain things, they're ready to talk to you. Oh, yeah, 139 00:10:16.809 --> 00:10:20.559 she's into me. Yeah, she's in to me. He wants what 140 00:10:20.639 --> 00:10:26.360 I'm selling. Is a lot of the time people are just learning. They're 141 00:10:26.399 --> 00:10:28.919 not ready to go on that day. You know, they they just want 142 00:10:28.919 --> 00:10:33.200 to be left alone to do their thing. And I think, you know, 143 00:10:33.399 --> 00:10:37.470 so many companies and marketers try to force people into that conversation. And 144 00:10:37.669 --> 00:10:43.950 you know, I have this vision of a world where talk to someone unless 145 00:10:43.950 --> 00:10:46.029 they've put up their hand and said, yes, I am picking up what 146 00:10:46.190 --> 00:10:50.500 you're putting down, I'm interested in your point of view and I want to 147 00:10:50.659 --> 00:10:52.980 I want to have a chat with you. I want to hear more about 148 00:10:52.980 --> 00:10:54.580 what you do and how you might be able to help. Yeah, so 149 00:10:54.740 --> 00:11:01.580 like bumble, but for me to be marketing. I'm sorry, guys, 150 00:11:01.860 --> 00:11:05.250 listen, I know there's a business idea in there. I think is this 151 00:11:05.409 --> 00:11:09.730 idea in there. You only get to talk to hand raisers. It's that. 152 00:11:09.009 --> 00:11:11.409 Yeah, but it is like if we take if we take that and 153 00:11:11.490 --> 00:11:16.009 apply it it. The reason why we're having so much fun talking about it 154 00:11:16.049 --> 00:11:20.039 this way is because the essence of what we're discussing here is is it does 155 00:11:20.159 --> 00:11:26.080 come down to humans understanding what other humans want, versus assuming what other humans 156 00:11:26.240 --> 00:11:30.519 want and sort of taking your I listen, I've spent a lot of time 157 00:11:30.559 --> 00:11:33.470 as the salesperson and they start up streets. I'm spend one time, you 158 00:11:33.509 --> 00:11:37.350 know I'm saying, just sitting out profile pigs trying to see who was trying 159 00:11:37.389 --> 00:11:41.990 to try and yeah, a, yeah, it was. It was so 160 00:11:41.149 --> 00:11:46.269 much work. And then the way it makes you feel about yourself afterwards is 161 00:11:46.309 --> 00:11:48.620 you're setting yourself, as a salesperson in particular, you're setting yourself up for 162 00:11:48.700 --> 00:11:52.700 so much undue rejection. And then, I think it. I think that 163 00:11:52.940 --> 00:11:56.299 all of that ends up driving people who might otherwise be great salespeople, are 164 00:11:56.340 --> 00:12:01.409 great professionals, out of the industry all together because you know they were doing 165 00:12:01.490 --> 00:12:05.049 it this way, that they were trained to do it, which was all 166 00:12:05.090 --> 00:12:09.210 built around automation and built around these formulas, and and getting told no and 167 00:12:09.250 --> 00:12:11.809 then internalized they well, maybe there's something wrong with you be and Theybe, 168 00:12:11.850 --> 00:12:15.610 I'm just not a very good sales person, when in fact it just was 169 00:12:15.690 --> 00:12:18.679 that their approach wasn't they weren't taught in approach that was empathetic enough. So 170 00:12:18.799 --> 00:12:24.200 I champion what you're talking about. I love this approach. I I talked 171 00:12:24.200 --> 00:12:28.279 about a lot on this show about sales and marketing and really all of bb 172 00:12:28.399 --> 00:12:33.389 revenue growth being at this inflection point where we're all figuring out our identity and 173 00:12:33.470 --> 00:12:39.269 we're in recovery from world culture. We're recovery from Hustle fors God. Yeah, 174 00:12:39.309 --> 00:12:43.389 we're getting there. It's okay to say out loud right that there are 175 00:12:43.629 --> 00:12:46.659 some people who won't buy what I have or who don't want to buy what 176 00:12:46.740 --> 00:12:50.460 I have right now. And the answer is not going to be just keep 177 00:12:50.620 --> 00:12:56.580 calling them and just keep said them more emails, exactly, because you're turning 178 00:12:56.700 --> 00:13:00.570 people off, is what you're doing, and you're actually hurting your brand. 179 00:13:00.610 --> 00:13:03.049 And you know what you think? You know, one of my favorite thought 180 00:13:03.090 --> 00:13:09.730 leaders on empathetic marketing, Brian Carroll, will always says is that marketing should 181 00:13:09.769 --> 00:13:13.519 feel like helping, because it is. So tension. Needs to be to 182 00:13:13.600 --> 00:13:18.360 help people and you know, if they're not ready to be helped, Ye 183 00:13:18.519 --> 00:13:22.480 can't help them. So be there, check in. You know, if 184 00:13:22.519 --> 00:13:26.840 you see people expressing interest in you, reach out, but do it under 185 00:13:26.149 --> 00:13:30.110 not at the eyes of trying to sell them something, but to try to 186 00:13:30.230 --> 00:13:31.350 help them be better. Yeah, and I think, you know, I 187 00:13:31.470 --> 00:13:33.830 think things like what you and I are doing right now, which is having 188 00:13:33.950 --> 00:13:39.629 this conversation that is really thinking about what do the people that we want to 189 00:13:39.669 --> 00:13:41.940 interact with itself, with want. I think that's a really good way to 190 00:13:43.019 --> 00:13:48.620 show empathy and show value without filling somebody's inbox. So I'm really glad that 191 00:13:48.779 --> 00:13:52.019 you came to talk about this with us today and and lay this out and 192 00:13:52.100 --> 00:13:56.210 let me throw all these silly analogies at you. And now that I have 193 00:13:56.769 --> 00:13:58.450 would be now that I've successfully picked a grade and seeing what I could get 194 00:13:58.450 --> 00:14:01.570 out of it, it is time for you to tell us about what you 195 00:14:01.690 --> 00:14:05.210 are putting in it. So tell us about a learning resource that you've engaged 196 00:14:05.250 --> 00:14:09.730 with here recently that is either, you know, informing your approach of this 197 00:14:09.850 --> 00:14:13.960 just got you excited these days? Yeah, you know, I think I 198 00:14:13.159 --> 00:14:18.840 learned a lot from people out there online and I think linkedin is my by 199 00:14:18.919 --> 00:14:24.039 far my favorite place to connect with other people who think the way I do. 200 00:14:24.279 --> 00:14:28.669 And you know, there are the usual suspects, like Dave G dreft 201 00:14:28.750 --> 00:14:31.149 you. Yeah, Kate Adams, who I think is really great. I 202 00:14:31.309 --> 00:14:35.470 just listen to her podcast on how she real a final last night and totally 203 00:14:35.590 --> 00:14:39.539 loved it. There's also this guy, Chris Walker will, I like. 204 00:14:41.740 --> 00:14:46.820 Yes, I think he's inside my head sometimes, like he literally his view 205 00:14:46.019 --> 00:14:50.500 points on mqls and what we're really trying to do here and through the opportunity 206 00:14:50.820 --> 00:14:54.970 for brand marketing. I just I love his content. Brian Carroll, like 207 00:14:56.090 --> 00:14:58.610 I said, on empathetic marketing. I met him at a conference years ago 208 00:14:58.769 --> 00:15:03.570 and just totally fell in love with his whole approach. He's he's got some 209 00:15:03.769 --> 00:15:07.879 great stuff. And then I've read this really cool book lately called Range, 210 00:15:07.279 --> 00:15:11.000 and it's about, you know, being a generalist. It's a specialized world 211 00:15:11.120 --> 00:15:15.519 and I know there's so much chat on that and what's better is to in 212 00:15:15.720 --> 00:15:18.480 you know, if you think about yourself as a marketer, is it better 213 00:15:18.639 --> 00:15:22.590 to to go deep and specialize or, you know, be good at a 214 00:15:22.669 --> 00:15:24.830 lot of things? And I thought that that book was really interesting and I 215 00:15:24.909 --> 00:15:30.149 consider myself to be a marketer with range, which is why I am where 216 00:15:30.190 --> 00:15:33.750 I am today. So I would say those are the things that I've been 217 00:15:33.990 --> 00:15:35.700 consuming lately. I love it. Thank you for sharing all that. There's 218 00:15:35.700 --> 00:15:39.860 a lot of overlap. You and I talked about a mutual that kind obsession. 219 00:15:41.100 --> 00:15:43.779 But appreciation for women have your heart is saying or doing it anytime. 220 00:15:45.220 --> 00:15:48.139 And I recently just discovered Chris Walker as well, but where does that come 221 00:15:48.259 --> 00:15:52.690 from? But I love him. Yeah, like everything he says. I'm 222 00:15:52.730 --> 00:15:56.730 like boo, like this bumping in my office, like I feel like you 223 00:15:56.809 --> 00:16:00.970 read my diary and I've met yeah, totally, totally. Yeah, that's 224 00:16:02.090 --> 00:16:03.559 thank you. Thank you for sharing that with us. And now I know, 225 00:16:04.120 --> 00:16:07.840 Lindsay, that just like me, everybody listening has become a fast fan 226 00:16:07.919 --> 00:16:10.200 of yours and they're going to want to know how they can keep up with 227 00:16:10.279 --> 00:16:12.879 you. So tell us. How can folks connect with you? Yeah, 228 00:16:12.919 --> 00:16:17.399 well, I would say Linkedin is the best way. Lindsay, Cornwoy a 229 00:16:17.720 --> 00:16:21.350 on Linkedin. It's French. You might not know how to spell it, 230 00:16:21.470 --> 00:16:25.149 but it's CEO. You are no oyeer. I Bet I'm the only one 231 00:16:25.190 --> 00:16:27.309 on there, so you should be able to find me. Yeah, if 232 00:16:27.309 --> 00:16:32.350 you find another Lindsay, quint why a? Yeah, tell her what's up. 233 00:16:32.389 --> 00:16:33.980 Yeah, tell how you said. What's up, Girl. Hey. 234 00:16:33.980 --> 00:16:38.299 Yeah, that's right. Yeah, but this was so much fun. I 235 00:16:38.980 --> 00:16:44.539 could ask you so many more questions, just about life and marketing in the 236 00:16:44.620 --> 00:16:48.049 intersection of the two. So they alusion that we're just going to have to 237 00:16:48.090 --> 00:16:49.210 have you on again, but for now I'm going to close it out and 238 00:16:49.330 --> 00:16:53.169 tell you thank you so much for coming to being on this show and sharing 239 00:16:53.330 --> 00:16:57.330 your unique experience and insight with our listeners. It's really been a pleasure. 240 00:16:57.330 --> 00:17:03.480 Thanks so much. That thanks thinking. We totally get it. We published 241 00:17:03.559 --> 00:17:07.000 a ton of content on this podcast and it can be a lot to keep 242 00:17:07.039 --> 00:17:11.119 up with. That's why we've started the BB growth big three, a no 243 00:17:11.279 --> 00:17:17.150 fluff email that boils down our three biggest takeaways from an entire week of episodes. 244 00:17:17.589 --> 00:17:22.509 Sign up today at Sweet Fish Mediacom big three. That sweet fish Mediacom 245 00:17:23.309 --> 00:17:23.990 Big Three