1127: What Do Marketers Really Wish They Could Say to Their CEO w/ Rebecca Kalogeris

WEBVTT 1 00:00:00.040 --> 00:00:04.799 Wouldn't it be nice to have several thought leaders in your industry know and Love 2 00:00:05.000 --> 00:00:10.230 Your brand? Start a podcast, invite your industries thought leaders to be guests 3 00:00:10.349 --> 00:00:15.429 on your show and start reaping the benefits of having a network full of industry 4 00:00:15.429 --> 00:00:25.699 influencers? Learn more at sweetfish MEDIACOM. You're listening to be tob growth, 5 00:00:26.100 --> 00:00:30.780 a daily podcast for B TOB leaders. We've interviewed names you've probably heard before, 6 00:00:30.980 --> 00:00:34.619 like Gary Vander truck and Simon Senek, but you've probably never heard from 7 00:00:34.700 --> 00:00:38.810 the majority of our guests. That's because the bulk of our interviews aren't with 8 00:00:39.009 --> 00:00:43.689 professional speakers and authors. Most of our guests are in the trenches leading sales 9 00:00:43.729 --> 00:00:48.570 and marketing teams. They're implementing strategy, they're experimenting with tactics, they're building 10 00:00:48.609 --> 00:00:52.759 the fastest growing BTB companies in the world. My name is James Carberry. 11 00:00:52.799 --> 00:00:56.320 I'm the founder of sweet fish media, a podcast agency for BB brands, 12 00:00:56.439 --> 00:01:00.159 and I'm also one of the cohosts of this show. When we're not interviewing 13 00:01:00.200 --> 00:01:03.840 sales and marketing leaders, you'll hear stories from behind the scenes of our own 14 00:01:03.880 --> 00:01:07.629 business. Will share the ups and downs of our journey as we attend to 15 00:01:07.709 --> 00:01:11.870 take over the world. Just getting well? Maybe let's get into the show. 16 00:01:18.030 --> 00:01:21.500 Welcome back to BTB growth. I am your host for to day's episode, 17 00:01:21.579 --> 00:01:25.540 Nikki Ivy, with sweetfish media. I've got with me today Rebecca Calle 18 00:01:25.579 --> 00:01:32.299 Jeris, who is vp of sales and marketing at pragmatic institute. Rebecca, 19 00:01:32.459 --> 00:01:34.689 how you doing today? I'm doing excellent, Nick, excited to be here. 20 00:01:34.890 --> 00:01:38.129 I love it. We talked about this offline. I'm here in a 21 00:01:38.170 --> 00:01:41.890 lot of sunshine coming from your end. I'm super excited about this conversation, 22 00:01:41.930 --> 00:01:47.280 especially because what we're going to be talking about is a some research that you 23 00:01:47.400 --> 00:01:53.319 guys did where you sort of got to get inside the minds of product managers 24 00:01:53.439 --> 00:01:57.719 and marketers and see what were some of the things that they'd like to say 25 00:01:57.959 --> 00:02:00.989 to their CEO if nothing was on the line. Right, and we'll get 26 00:02:00.989 --> 00:02:04.909 into that. Here is the second but first I'd love it, Rebecca, 27 00:02:04.909 --> 00:02:07.469 if you would just give us a little bit of background on yourself and what 28 00:02:07.590 --> 00:02:10.870 you and the folks have pragmatic institute have been up to these days. Sure. 29 00:02:12.349 --> 00:02:15.020 So, I have been in the marketing advertising space for my whole career. 30 00:02:15.340 --> 00:02:21.219 That most of my career in software, super passionate about technology and while 31 00:02:21.219 --> 00:02:24.419 I was at once software company, became really clear to me that we didn't 32 00:02:24.419 --> 00:02:28.539 really have a vision for our product right we didn't really understand what we were 33 00:02:28.539 --> 00:02:30.650 going to do, and so I was like we need to start a product 34 00:02:30.689 --> 00:02:35.169 management team and by CEO is like yes, you should do that, and 35 00:02:35.210 --> 00:02:37.650 I was like yeah, and then I was I don't really know what that 36 00:02:37.770 --> 00:02:42.409 means. So I took this training and my dad recommended this training because he 37 00:02:42.490 --> 00:02:44.360 was also in software, and I took it. I was like this is 38 00:02:44.360 --> 00:02:47.520 quite and I implemented what I learned. We started a product management group there. 39 00:02:47.560 --> 00:02:52.479 I took what I learned a bunch of other companies kind of really developed 40 00:02:52.599 --> 00:02:57.039 sort of as a around specialists and understanding the market and helping kind of build 41 00:02:57.120 --> 00:03:00.229 go to market and product strategies. And then as I was kind of looking 42 00:03:00.270 --> 00:03:06.229 for my next opportunity and there was a position in Arizona for pragmatic, which 43 00:03:06.229 --> 00:03:08.789 is the company who did the training, that so opened my eyes to really 44 00:03:08.830 --> 00:03:13.979 how to do product and that's I always joke around that it's really unusual to 45 00:03:14.020 --> 00:03:16.939 get to be able to market something you're truly passionate about that you truly believe 46 00:03:17.020 --> 00:03:20.979 in and it makes a difference. And for me it was like this or 47 00:03:21.020 --> 00:03:23.819 diet coke, and I didn't want to move to Atlanta, so this seemed 48 00:03:23.819 --> 00:03:27.729 to me a really good choice. And so since that I've been here almost 49 00:03:27.729 --> 00:03:31.210 eight years. We've really grown as a company. But what we're really most 50 00:03:31.330 --> 00:03:38.729 focused on is providing education and education resources for product management and product marketing groups 51 00:03:38.169 --> 00:03:42.280 who really are trying to figure out how to build and market products the people 52 00:03:42.360 --> 00:03:46.159 actually buy, the ones they get passionate about, the ones they share stories 53 00:03:46.199 --> 00:03:50.319 about all the time. And so how can we teach companies to find those 54 00:03:50.360 --> 00:03:53.560 right opportunities and turn down the ones that aren't? So that's that's what we 55 00:03:53.680 --> 00:03:58.789 do here. We also just bought a data science training company because we just 56 00:03:58.949 --> 00:04:03.030 kept seeing sort of that innerconnection between products and data and how you need to 57 00:04:03.110 --> 00:04:08.229 make both sort of market driven and data driven decisions, and so we've kind 58 00:04:08.270 --> 00:04:11.780 of been integrating that in, which is also Super Fun and super exciting to 59 00:04:11.860 --> 00:04:14.419 watch. I love it. Boy, I gotta Tell You, you make 60 00:04:14.740 --> 00:04:16.819 what you do and where you work sound like so much fun. I mean 61 00:04:16.819 --> 00:04:19.139 I love my job, but I'm like, Oh, I was really I 62 00:04:19.300 --> 00:04:23.660 want to go to there. This is great. It's great, I have 63 00:04:23.779 --> 00:04:26.290 to say you know again, you're very fortunate when you get to do something 64 00:04:26.410 --> 00:04:28.930 you love. So it's a good place over it feels like actually, I 65 00:04:29.050 --> 00:04:31.129 do, I get to do this every day. So I'm no complaints here. 66 00:04:31.569 --> 00:04:38.529 And speaking of complaints, no, they weren't complaints. But you guys, 67 00:04:39.000 --> 00:04:44.759 your team asked product managers and marketers they could say one thing to their 68 00:04:44.920 --> 00:04:48.639 CEO without fear of retribution. What would it be? So we're going to 69 00:04:48.720 --> 00:04:53.589 talk about some of the responses here in a moment, but I have to 70 00:04:53.709 --> 00:04:57.790 know, like what, where were you guys at that you decided, hey, 71 00:04:57.910 --> 00:05:00.149 this is the thing we need to do and this is something we need 72 00:05:00.189 --> 00:05:02.310 to look into. What what's sparking? Well, you know. So we 73 00:05:02.509 --> 00:05:06.139 teach. Yeah, we deal with tens of thousands of product managers on a 74 00:05:06.180 --> 00:05:10.980 regular basis and they're in our classroom and we're hearing stuff and you know, 75 00:05:11.019 --> 00:05:14.500 you kind of you hear the murmurs from the students. And then we talked 76 00:05:14.579 --> 00:05:17.100 to the CEOS afterwards and you could just tell there was a disconnect. It 77 00:05:17.220 --> 00:05:21.649 doesn't mean one side was wrong, but there was definitely a disconnect between what 78 00:05:21.810 --> 00:05:27.569 the students were frustrated or eat about or even excited about from the from the 79 00:05:27.649 --> 00:05:30.089 sea suite, and what the sea suite thought everyone was focused on. And 80 00:05:30.209 --> 00:05:32.089 so we thought, man, if what happens, if you could just like 81 00:05:32.649 --> 00:05:36.560 take away that filter and they could really have a direct conversation, what would 82 00:05:36.560 --> 00:05:41.040 that look like with a hey, an anonymous survey that might actually get into 83 00:05:41.079 --> 00:05:46.560 tell us that's what we did. Heck yes, okay, so I want 84 00:05:46.600 --> 00:05:49.990 to start with what what surprised you? Where there any answers that you know? 85 00:05:50.230 --> 00:05:55.230 Maybe in your experience you you hadn't heard those sorts of things before. 86 00:05:55.269 --> 00:05:59.589 You didn't anticipate that this these were concerns for these folks. That's a great 87 00:05:59.589 --> 00:06:01.750 question. I feel like part of me is like how you know you you've 88 00:06:01.790 --> 00:06:04.740 been in the industry a lot. There are some definitely common themes, but 89 00:06:04.939 --> 00:06:11.660 some of these sort of uncommon ones. I think there was more conversations about 90 00:06:11.660 --> 00:06:16.980 a quality in the workplace then we had seen before. It doesn't mean that 91 00:06:17.180 --> 00:06:21.930 there hadn't been inequality issues or you know the we ask compensation questions. We've 92 00:06:21.970 --> 00:06:27.610 seen it, but the the topic was far more top of mind in the 93 00:06:27.730 --> 00:06:30.009 answer to that. Then we'd seen before both sore like make sure you have 94 00:06:30.689 --> 00:06:34.519 representatives of all kinds of groups, make sure you're treating people equally depending on 95 00:06:34.600 --> 00:06:39.199 where they're back from, and respect what they bring to the table. Men 96 00:06:39.240 --> 00:06:44.399 sort of move away from them of those inner guard preferences. That is so 97 00:06:44.600 --> 00:06:47.550 interesting. And so you mentioned a bit that the methodology was an anonymous survey. 98 00:06:47.670 --> 00:06:49.910 That I have any folks. Did you? Did you guys ask this 99 00:06:49.949 --> 00:06:55.389 question to so we got about just shy of twenty five hundred responses. WHOA 100 00:06:55.949 --> 00:07:00.269 okay. So so that's it. That's the real disort of discernible data point 101 00:07:00.709 --> 00:07:04.379 and it's really is really interesting to me that that these equality questions came up 102 00:07:04.420 --> 00:07:09.819 here. And so we're talking about you mentioned within the quality questions were questions 103 00:07:09.860 --> 00:07:14.259 of representation and questions, it sounds like, of diverse. The an inclusion, 104 00:07:14.300 --> 00:07:17.410 which sounds buzzy but clearly buzzy, just means people are talking about it 105 00:07:17.449 --> 00:07:19.810 and if this is on these people's minds and we're talking about it for a 106 00:07:19.930 --> 00:07:24.410 reason, wow, so it's really valuable. I've got a question here in 107 00:07:24.449 --> 00:07:27.850 a minute about what you guys plan to do with this information. That you 108 00:07:28.050 --> 00:07:30.600 that you collected and how you guys put it out there. But talk you 109 00:07:30.680 --> 00:07:33.959 mentioned that there were some common themes. Give us a couple of those. 110 00:07:34.680 --> 00:07:39.199 So one of the things that we definitely hear a lot is, you know 111 00:07:39.360 --> 00:07:43.240 you as from the product teams talking to the CEO, is that you need 112 00:07:43.360 --> 00:07:47.509 to set and stick to a strategy that's sort of constant change of focus and 113 00:07:47.550 --> 00:07:53.029 movement and sort of the feeling that they're chasing the latest shiny object or the 114 00:07:53.110 --> 00:08:00.540 latest big contract is something extraordinarily disruptive and if even if in between the announcements 115 00:08:00.579 --> 00:08:03.379 of strategy change, there may be a ton of conversations that the executives are 116 00:08:03.420 --> 00:08:07.500 having right so they're kind of going along with the change and they see how 117 00:08:07.540 --> 00:08:11.819 it happened incremental, but it's what's happening a little bit further down is they 118 00:08:11.889 --> 00:08:16.970 got information and then so many months later they got different information than it just 119 00:08:16.290 --> 00:08:20.410 feels the opposite, and so they feel like they're constantly shifting and every time 120 00:08:20.449 --> 00:08:24.730 they shift they lose momentum and a little bit more frustration because they're not being 121 00:08:24.769 --> 00:08:30.920 able to kind of complete any today's growth story is about a brand we all 122 00:08:31.040 --> 00:08:35.080 know well airbnb when they were trying to maximize growth among work travelers. Are 123 00:08:35.200 --> 00:08:39.080 B be new. They needed to develop an execute a content strategy to reach 124 00:08:39.200 --> 00:08:45.429 multiple personas at different stages of the customer journey. Enter hub and spoke marketing. 125 00:08:45.509 --> 00:08:50.230 Hub and spoke managed creative content development and crafted a custom publishing process that 126 00:08:50.309 --> 00:08:56.340 allowed airbnb to develop more content in less time. The end result a lot 127 00:08:56.419 --> 00:09:01.659 of content across multiple channels, all strategically nurturing leads through to conversion. Within 128 00:09:01.740 --> 00:09:07.059 the first six months, are BNB nearly tripled the number of companies enrolled in 129 00:09:07.139 --> 00:09:11.210 their AIRBNB for work program they also saw huge increases in user adoption, with 130 00:09:11.330 --> 00:09:16.090 work travelers booking longer stays and more guests per booking. If you're looking for 131 00:09:16.289 --> 00:09:20.690 strategic content at scale, I've got a hunch hubbands boat can help. Head 132 00:09:20.730 --> 00:09:28.279 over to hub spoke dot marketing growth to schedule your consultation with a content specialist 133 00:09:28.320 --> 00:09:33.600 today. That's hub spoke dot marketing growth. All right, let's get back 134 00:09:33.600 --> 00:09:37.000 to the show. You know, I feel that I know it's says there 135 00:09:37.039 --> 00:09:41.870 that you guys were talking them to product managers and marketers. I spoke with 136 00:09:41.950 --> 00:09:46.470 the a marketer the other day he was a CMO actually, and he was 137 00:09:46.549 --> 00:09:52.429 talking about just that, right, where you have this sort of squeeze on 138 00:09:52.980 --> 00:09:56.860 marketing teams in and, I would imagine, on product marketing teams as well, 139 00:09:56.019 --> 00:10:01.419 where you know you've got your strategy that you're trying to enact and then, 140 00:10:01.580 --> 00:10:05.860 like you said, you've got these outside disciplines, right this, whether 141 00:10:05.860 --> 00:10:09.049 it's a suite or, you know, the sales team or whatever, who 142 00:10:09.409 --> 00:10:13.409 are because, like you mentioned, they're they're chasing a a contract or a 143 00:10:13.490 --> 00:10:18.289 shiny object common sort of plop down on the desk of product folks and of 144 00:10:18.370 --> 00:10:22.240 marketers. Hey, here's this thing, forget the strategy you guys have been 145 00:10:22.240 --> 00:10:24.320 working on, in the path at you guys are on. Here's this thing 146 00:10:24.360 --> 00:10:26.360 we need to look at now, now, and he called that assembly line 147 00:10:26.919 --> 00:10:31.000 marketing and he was like this has to die. So it's interesting that that 148 00:10:31.120 --> 00:10:35.429 this is something that you guys found as a theme as as well. What 149 00:10:35.549 --> 00:10:39.269 else? What else kind of came up as a theme? So I think 150 00:10:39.309 --> 00:10:43.590 another one is is sort of the the constant conversation about opinions, right, 151 00:10:43.710 --> 00:10:48.429 that we need to make strategy discussions, whether it's product or marketing. We 152 00:10:48.549 --> 00:10:52.899 have to have those discussions and make those decisions based on facts and an understanding 153 00:10:52.940 --> 00:10:56.220 of the market and not the opinion of the highest, you know, the 154 00:10:56.259 --> 00:10:58.299 most important person in the room, or the opinion of the biggest customer. 155 00:10:58.700 --> 00:11:03.940 And that push from the product team to let them do that, to let 156 00:11:03.980 --> 00:11:05.970 them take a little bit of time to talk to the market, to get 157 00:11:07.009 --> 00:11:11.529 the research so they can set a strategy based on that, was a really 158 00:11:11.649 --> 00:11:15.450 common theme that we heard. Want to end, and one of my my 159 00:11:15.529 --> 00:11:20.759 favorite quotes in this Genel area was says, dear CEO, be suspicious of 160 00:11:20.879 --> 00:11:26.120 product managers who spend more time with power points than with customers. Right there's 161 00:11:26.120 --> 00:11:28.759 spend their time making pretty power points, given their opinion in a good format, 162 00:11:30.080 --> 00:11:31.519 but they need to be out talking to the customers, to the market 163 00:11:31.950 --> 00:11:35.710 and really fearing out where things are headed so that we can be on and 164 00:11:35.830 --> 00:11:39.070 sort of ahead of that curve. You kind of answered my next question, 165 00:11:39.190 --> 00:11:46.669 which was going to be where their suggestions given on how to address these concerns. 166 00:11:46.750 --> 00:11:50.299 So that's one of them and I love it anything else that you guys 167 00:11:50.340 --> 00:11:54.100 got as far as like actionable feedback that folks gave to the to their their 168 00:11:54.220 --> 00:11:58.620 CEO. So I think there's two others that I would say. One is 169 00:11:58.820 --> 00:12:01.009 resources, right, so we know we need to do this strategic stuff and 170 00:12:01.049 --> 00:12:03.610 you want us to do it. In order for us to do that, 171 00:12:03.730 --> 00:12:07.809 you need to unlock some resources. Often that's additional personnel, but it can 172 00:12:07.889 --> 00:12:11.529 just be budgets for travel those kind of things. So that was a definite 173 00:12:11.850 --> 00:12:15.289 listen up, CEO, we're going to need you to do this piece. 174 00:12:15.919 --> 00:12:20.879 And the other one, I would say, in terms of the advice that 175 00:12:20.000 --> 00:12:26.399 they would give, was really around training and education and and really the point 176 00:12:26.399 --> 00:12:30.000 of that was both skills learning for teams, but more than anything it was 177 00:12:30.029 --> 00:12:33.909 about level setting, making sure everybody in that organization was sort of speaking in 178 00:12:33.990 --> 00:12:37.149 the same language and on the same page about what we were looking for the 179 00:12:37.269 --> 00:12:41.350 products and marketing teams to do, so everybody knew what the direction was going 180 00:12:41.389 --> 00:12:46.259 to be. Everybody had the same understanding and the same expectations, which would 181 00:12:46.259 --> 00:12:52.659 then really lower that sort of finger pointing that you see unfortunately too commonly between 182 00:12:52.700 --> 00:12:56.460 departments and make sure everybody was kind of pointed to the same true north. 183 00:12:56.059 --> 00:13:00.490 So I love this so much. What I'm interested in at this point is 184 00:13:00.809 --> 00:13:05.289 the d CEOS get this feedback. And how did you guys get that in 185 00:13:05.409 --> 00:13:09.330 their hands? I know you said as an anonymous survey. So there wasn't 186 00:13:09.330 --> 00:13:13.600 any concern about we don't want my name on this, but did the CEOS 187 00:13:13.720 --> 00:13:16.639 in question get this feedback in their hands? So, you know what, 188 00:13:16.720 --> 00:13:20.000 Nick, that's just a great idea. So we were released an overall survey. 189 00:13:20.080 --> 00:13:24.480 It had some of these tidbits and it and certainly the hope, the 190 00:13:24.480 --> 00:13:26.710 dream, of course, is all these CEOS pore over it every evening. 191 00:13:28.149 --> 00:13:31.990 But I think it would be really interesting to just package that information and whether 192 00:13:31.990 --> 00:13:35.350 or not you didn't do it by company, but sometimes we can tell what 193 00:13:35.509 --> 00:13:39.629 industry and just say look, CEO's of this industry, this is what's important 194 00:13:39.669 --> 00:13:43.860 to your product team. Are you listening? And here's some places that can 195 00:13:43.899 --> 00:13:46.700 help. I think that's a great idea. I'm totally going to steal it. 196 00:13:50.179 --> 00:13:56.009 Might suggest a podcast right there. You go post these conversations. I 197 00:13:56.049 --> 00:14:00.730 don't know, but this is this is really great. I I'm with you. 198 00:14:00.769 --> 00:14:01.809 I can't wait to figure out how to get this. Some people sayings 199 00:14:01.850 --> 00:14:07.289 this conversation one way, but now that I have successfully picked your brain and 200 00:14:07.289 --> 00:14:09.649 see what I can get out of it and God you gave us some some 201 00:14:09.929 --> 00:14:13.360 some really good stuff for folks to sort of chew on. It is time 202 00:14:13.679 --> 00:14:16.480 for you to tell us, Rebecca, about what you are putting in there. 203 00:14:16.840 --> 00:14:20.639 Tell us about a learning resource. Is something that you engage with, 204 00:14:20.840 --> 00:14:22.960 it has, you know, formed your approach or that it's just got you 205 00:14:24.159 --> 00:14:28.629 excited these days. So I am a a story person. I like to 206 00:14:28.870 --> 00:14:33.350 collect people's stories and I find that people stories, no matter how unrelated they 207 00:14:33.350 --> 00:14:37.309 seemed to me, they still seem to hit me at the time where they're 208 00:14:37.309 --> 00:14:39.899 most pertinent to me right like it seems unrelated, it just happens to me, 209 00:14:39.980 --> 00:14:41.860 you know, in church, it happens to what. I'm reading an 210 00:14:41.860 --> 00:14:43.860 article. I'm like, Oh, this is just what I needed to read, 211 00:14:43.940 --> 00:14:48.419 just what I needed to hear. But I'm really passionate about kind of 212 00:14:48.539 --> 00:14:52.460 collecting people's story. So we've been doing a series of will call them to 213 00:14:52.539 --> 00:14:56.610 Heato visits, which is nothing important happens in the office, but it's about 214 00:14:56.529 --> 00:15:01.090 stepping away from your data or day roll and and really talking to to product 215 00:15:01.090 --> 00:15:03.370 managers in the field. So been doing it, just a series of interviews 216 00:15:03.409 --> 00:15:07.399 and they're just, you know, they're not formal. They're not anything else, 217 00:15:07.440 --> 00:15:09.519 but like tell me about your struggles and your problems and tell me how 218 00:15:09.559 --> 00:15:13.080 you're solving them. And you know, again, when I get to talk 219 00:15:13.080 --> 00:15:16.039 to product marketers, since that's what I do, I'm like bit's you just 220 00:15:16.159 --> 00:15:20.960 geek out. Yeah, but again, I learned so much and then those 221 00:15:20.039 --> 00:15:22.389 stories stick with me in a different way than a lot of other things. 222 00:15:22.429 --> 00:15:26.669 I would say just story collectors, and you can do that anywhere, which 223 00:15:26.669 --> 00:15:28.629 is also the exciting part. Yeah, I know that because I do what 224 00:15:28.710 --> 00:15:33.950 I do. I'm collecting stories. YEA, as we speak from my son 225 00:15:33.029 --> 00:15:37.299 Room in Jacksonville, Florida. Right, that's that's a perfect setup. So 226 00:15:37.419 --> 00:15:39.539 or do you guys do this? You guys do that. That I'm really 227 00:15:39.539 --> 00:15:43.940 interested in. That is that like a for a blog or ors a video 228 00:15:43.980 --> 00:15:46.980 series. So it's actually a technique that we teach. So this is what 229 00:15:48.059 --> 00:15:50.570 we encourage both product managers and product marketers to do, is to go out 230 00:15:50.570 --> 00:15:54.049 and talk to their market and collect those stories. I. And so we're 231 00:15:54.049 --> 00:15:56.409 a big believer and I we used to call it eating our own dog food, 232 00:15:56.450 --> 00:16:00.090 and then one of our instructors goes, no, no, we drink 233 00:16:00.129 --> 00:16:04.080 our own champagne. I was like, oh, that's much better, I'm 234 00:16:04.200 --> 00:16:07.840 in. So we try to do that as well, and so we went. 235 00:16:07.919 --> 00:16:10.399 We were just so this is, you know, September. It's conference 236 00:16:10.440 --> 00:16:12.720 month, right, so we've been at a series of different conferences, talking 237 00:16:12.799 --> 00:16:15.679 to people there, not to sell them and pitch them, but to listen 238 00:16:15.759 --> 00:16:18.830 in here. So, yeah, it's great. I'm, you know, 239 00:16:18.990 --> 00:16:21.750 love it. I'm not going to lie. We're marketing, right. So 240 00:16:21.909 --> 00:16:23.509 some of those stories and they come on and they want to share them, 241 00:16:25.149 --> 00:16:26.590 you know, through a case study or a video or a Webinar, but 242 00:16:26.710 --> 00:16:32.470 mostly it's about US learning. I love it so much collecting stories. That's 243 00:16:32.509 --> 00:16:37.379 like you read my diary. I know, Rebecca, that, just like 244 00:16:37.500 --> 00:16:40.779 me, everybody listening is become a fast fan of yours and they're going to 245 00:16:40.860 --> 00:16:42.700 want to know how to keep up with you. So tell us telling people 246 00:16:42.740 --> 00:16:45.899 how to connect with you. Absolutely. So I am I would love to 247 00:16:45.940 --> 00:16:48.490 give you my twitter handle, but then you'd be lonely out there, because 248 00:16:48.490 --> 00:16:52.929 I'm a tero, I'm I say I'm a I'm a twitter watcher, a 249 00:16:52.049 --> 00:16:59.889 linkedin stalker of Beta, but I am really good about emails and really good 250 00:16:59.929 --> 00:17:03.600 about and I'm actually really good at Linkedin, so you can both get me 251 00:17:03.679 --> 00:17:08.680 at our Calla Jeris at pragmatic Institutecom, which seems unfairly hard to spell, 252 00:17:10.279 --> 00:17:15.829 but rkall Ogeres, or if you go to our website, pragmatic Institutecom, 253 00:17:15.869 --> 00:17:18.630 there's a throw a form in there. All those forms will get to me 254 00:17:18.630 --> 00:17:22.069 if you look in for me, because I would love to hear your listeners 255 00:17:22.109 --> 00:17:26.910 stories. So that would be great. Yay, I'm one hundred percent going 256 00:17:26.990 --> 00:17:32.220 to invite you back on this show so I can collect more stories from you, 257 00:17:32.259 --> 00:17:36.740 because this has been so much fun. For now, uh, because 258 00:17:36.900 --> 00:17:41.539 time have to sit out, but thank you so much for the way that 259 00:17:41.660 --> 00:17:45.490 you laid this out and for bringing this this Intel, these real concerns and 260 00:17:45.650 --> 00:17:52.289 feedback from these product managers and marketers to CEOS, and hopefully some of those 261 00:17:52.289 --> 00:17:56.730 folks are are listening. And other than that, you and I are going 262 00:17:56.730 --> 00:18:00.519 to talk after this about how to get that information out there in a bigger 263 00:18:00.559 --> 00:18:02.839 way so we don't have to wait for them to find it. But for 264 00:18:02.920 --> 00:18:04.680 now we'll close it out. Thank you so much, Rebecca. Thank you 265 00:18:04.759 --> 00:18:10.240 as my pleasure, if you're a regular listener of B tob growth. Odds 266 00:18:10.240 --> 00:18:14.750 are you might enjoy sales success stories with Scott Ingram as well well. This 267 00:18:14.910 --> 00:18:18.069 year, thanks to a partnership with outreach and sales hacker, our friend Scott 268 00:18:18.109 --> 00:18:22.869 Ingram is making the live stream of his sales success summit available for free. 269 00:18:23.349 --> 00:18:30.180 The event is on October fourteen and fifteen, featuring thirteen presentations and five panels, 270 00:18:30.220 --> 00:18:33.660 all presented by top performing be tob sales professionals. You can check it 271 00:18:33.700 --> 00:18:40.019 out and register at top one DOT FM live. That's top the number one 272 00:18:40.380 --> 00:18:41.289 DOT FM LIVE