1167: Delivering Personalized Communication Across Marketing, Sales & Customer Success w/ Camille Beatty Falor

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 --> 00:00:45.729 with tactics. They're building the fastest growing be tob companies in the world. 10 00:00:46.369 --> 00:00:49.850 My name is James Carberry. I'm the founder of sweetfish media, a podcast 11 00:00:49.890 --> 00:00:53.119 agency for BB brands, and I'm also one of the CO hosts of this 12 00:00:53.240 --> 00:00:57.520 show. When we're not interviewing sales and marketing leaders, you'll hear stories from 13 00:00:57.520 --> 00:01:00.000 behind the scenes of our own business. Will share the ups and downs of 14 00:01:00.039 --> 00:01:04.349 our journey as we attempt to take over the world. Just getting well, 15 00:01:04.989 --> 00:01:14.989 maybe let's get into the show. Welcome back to be tob growth. I'm 16 00:01:15.030 --> 00:01:18.819 your host for today's episode, Logan Lyles, with sweetfish media. I'm joined 17 00:01:18.859 --> 00:01:23.340 today by Camille Beattie, failure. She is the vice president of sales over 18 00:01:23.500 --> 00:01:26.019 at Event Corps. Camille, how's it going today? It's a beautiful sunny 19 00:01:26.019 --> 00:01:30.420 day in Seattle. Those sunny days tend to happen a little bit more out 20 00:01:30.459 --> 00:01:34.890 here in Colorado than in Seattle, from what I've told anyway. But Camille, 21 00:01:34.969 --> 00:01:38.010 I am glad that you're joining me on a Sunday Day and hopefully it's 22 00:01:38.010 --> 00:01:42.090 sunny when our listeners are hearing this. We're going to be talking about using 23 00:01:42.290 --> 00:01:48.680 very customized, personalized communication across all three sectors of your go to market team, 24 00:01:48.719 --> 00:01:53.200 from marketing to sales to customer success, in your case, delivery over 25 00:01:53.319 --> 00:01:55.840 at Event Corps. But before we jump into that, I would love for 26 00:01:55.959 --> 00:01:59.000 you to share with listeners a little bit about what you and the team are 27 00:01:59.079 --> 00:02:01.510 up to and your background a little bit. Thank you so much, Logan. 28 00:02:01.989 --> 00:02:06.829 So my background is in sales. I've been in some sort of sales 29 00:02:06.950 --> 00:02:09.789 roll for the last twenty eight years. The last ten of them I've been 30 00:02:10.270 --> 00:02:16.340 selling software of different iterations, both custom and SAS so selling, selling and 31 00:02:16.460 --> 00:02:23.539 more selling. Event Court itself is an organization. It's located in Seattle. 32 00:02:23.939 --> 00:02:30.650 We make custom event registration software, which is a somewhat niche market. We 33 00:02:30.849 --> 00:02:36.169 especially try to work with people who have complex or white glove events that require 34 00:02:36.250 --> 00:02:40.370 just a little bit more extra TLC than a more traditional type of event. 35 00:02:40.889 --> 00:02:44.840 I love it. That's great context because we're going to be talking about, 36 00:02:44.840 --> 00:02:47.199 you know, when you need to deliver a custom experience, how do you 37 00:02:47.360 --> 00:02:53.080 customize your language, your messaging and your communication between all of the functional roles 38 00:02:53.080 --> 00:02:57.960 that are going to be interacting with prospects and with customers? And so I 39 00:02:58.080 --> 00:03:01.189 think folks listening to this, whether they lead a sales, marketing or CS 40 00:03:01.349 --> 00:03:07.389 team, even if they're not in custom event software, if they are selling 41 00:03:07.550 --> 00:03:10.389 something, custom software or service, they're going to be things they'll be able 42 00:03:10.430 --> 00:03:15.419 to take from this. So let's start with marketing, since they're usually the 43 00:03:15.620 --> 00:03:20.300 first function to whose communication is going to reach the end user, and not 44 00:03:20.419 --> 00:03:23.539 even an end user, yet a prospect. It seems like everyone we're talking 45 00:03:23.620 --> 00:03:29.129 to these days is at least trying to start an account based pilot or in 46 00:03:29.289 --> 00:03:32.289 your case is more account based on the whole, just to begin with. 47 00:03:32.490 --> 00:03:37.930 So tell us a little bit about how you guys manage scale and personalization from 48 00:03:38.210 --> 00:03:44.159 that marketing communication standpoint. So we're a small company and balancing the need to 49 00:03:44.240 --> 00:03:50.400 have a scalable outreach process with the need to have something that's very personalized was 50 00:03:50.680 --> 00:03:53.080 something we took very seriously. So, of course, as with many people, 51 00:03:53.080 --> 00:04:00.629 were adopting the account based philosophy and we work very hard to understand our 52 00:04:00.750 --> 00:04:04.469 prospects before we reach out to them, so all of the communication that's going 53 00:04:04.669 --> 00:04:10.219 to them has an element of the personal included in it. For example, 54 00:04:10.659 --> 00:04:15.060 we have a prospect who really likes cheese and it just so happens that we 55 00:04:15.220 --> 00:04:20.180 recently found an article about cheese. So we were able to understand that person's 56 00:04:20.220 --> 00:04:25.170 perspective and their love of cheese through Linkedin, which is so funny that you 57 00:04:25.250 --> 00:04:29.610 can learn things like that about someone on Linkedin, and then we were able 58 00:04:29.649 --> 00:04:33.329 to craft an email that included both the reflection of their love of cheese the 59 00:04:33.449 --> 00:04:38.529 article about cheese and then transition it into hey, you know, here's a 60 00:04:38.569 --> 00:04:43.439 reason why we should get together and talk, and that kind of not lengthy 61 00:04:43.839 --> 00:04:48.199 but very personalized communication is successful for us. It allows us to have a 62 00:04:48.439 --> 00:04:54.509 more immediate personal connection with the prospect then, say, a bulk email or 63 00:04:54.709 --> 00:04:59.230 or something that's very sort of scatter shot. Yeah, absolutely. So, 64 00:04:59.670 --> 00:05:02.790 as you guys are looking at those opportunities, who's kind of leading the charge 65 00:05:02.949 --> 00:05:09.660 in finding those personalization pieces? Is it your BEDR SDR team doing research on 66 00:05:10.100 --> 00:05:13.540 primarily linked in, which I know is kind of go to number one for 67 00:05:13.660 --> 00:05:15.899 most of us that are in BB. So we're not SASS. So we 68 00:05:15.939 --> 00:05:19.500 don't have a BEDR team at all. It's all done by the AE's. 69 00:05:20.300 --> 00:05:26.050 The majority of our business starts with referral, so we have a very large 70 00:05:26.129 --> 00:05:32.730 referral in bound lead network for relationships and then we exponentiate off of referrals with 71 00:05:32.889 --> 00:05:39.839 introductions, and that is where we get the connectivity between Hey, this person 72 00:05:40.160 --> 00:05:44.800 is introducing us to this person. So it makes it relatively straightforward to identify 73 00:05:45.000 --> 00:05:49.470 targets. It's the after the target is identified. It's that getting them to 74 00:05:49.589 --> 00:05:54.269 engage with US step. That has always been a challenge and that's why we 75 00:05:54.389 --> 00:05:59.230 implemented this more focused approach to speaking with or reaching out to people. Yeah, 76 00:05:59.389 --> 00:06:02.750 I love it. So as we make that transition from the messaging that 77 00:06:03.029 --> 00:06:08.459 marketing is is helping with on the front end you've got sales who are walking 78 00:06:08.740 --> 00:06:14.180 customers through a longer sales cycle and a custom software type of environment. I 79 00:06:14.300 --> 00:06:18.290 imagine that in that sort of environment, again to the personalized approach, it's 80 00:06:18.370 --> 00:06:24.290 much less okay. You need to know these three ticks of every demo and 81 00:06:24.610 --> 00:06:28.769 your sales people almost become pre customer, success or in your case, what 82 00:06:28.889 --> 00:06:33.519 you guys called delivery predelivery, because they need to be asking questions not just 83 00:06:33.680 --> 00:06:39.000 to qualify the pain but to figure out what is the delivery team going to 84 00:06:39.199 --> 00:06:42.759 deliver? Right? HMM, that's exactly true. And in our industry there 85 00:06:42.800 --> 00:06:46.000 has to be some sort of compelling reason to move forward. That's the most 86 00:06:46.120 --> 00:06:54.589 pivotal portion of US obtaining new business. So when we are beginning to enter 87 00:06:54.670 --> 00:07:00.430 into conversation beyond that pre sales type of conversation, all of the behaviors that 88 00:07:00.579 --> 00:07:05.620 great sales people need to have are still required. There're still good question asking, 89 00:07:05.660 --> 00:07:10.699 excellent listening, seeking to understand the needs of the client and all those 90 00:07:10.819 --> 00:07:15.810 more traditional sales behaviors. It's the application of those two our particular product and 91 00:07:15.889 --> 00:07:23.810 deliverable, that becomes more specific. So we first seek to understand their organization. 92 00:07:24.250 --> 00:07:27.490 What are the goals of their organization with the event that they're holding? 93 00:07:27.930 --> 00:07:31.160 Who is the audience? What is the messaging that they want that audience to 94 00:07:31.279 --> 00:07:36.600 see when they are going through their registration process to attend the event? What 95 00:07:36.759 --> 00:07:42.160 that means is that while we are through our demonstrating in our selling trying to 96 00:07:42.240 --> 00:07:46.629 represent the value proposition of working with both a custom software company and someone who's 97 00:07:46.670 --> 00:07:50.949 got a higher price point, we also need to understand when we are delivering 98 00:07:51.110 --> 00:07:57.389 for them, what makes it custom. So to do that, throughout the 99 00:07:57.470 --> 00:08:03.100 entire sales process we continue to refine and refine and refine the specifications and we 100 00:08:03.220 --> 00:08:09.620 also include delivery at a pretty early point in the sales process. So we 101 00:08:09.740 --> 00:08:16.129 already know a lot about the client from or the prospect from presales. We 102 00:08:16.329 --> 00:08:20.730 translate that into a deeper understanding of their organizational purpose and the purpose of the 103 00:08:20.850 --> 00:08:26.089 event that they're holding, and then we get an initial set of specifications and 104 00:08:26.290 --> 00:08:31.720 then we start to include the lead project portfolio manager at Event Corps and she 105 00:08:31.200 --> 00:08:37.480 helps us go from a pretty good landscape to a very detailed level of specification 106 00:08:37.519 --> 00:08:43.950 about what we need to build for the client and that communication from pre sales 107 00:08:43.070 --> 00:08:48.029 to close deal is completely predicated on how well we do a job gathering the 108 00:08:48.110 --> 00:08:56.659 specifications and understanding the client. Today's growth story centers around exactly ASSASS company that 109 00:08:56.779 --> 00:09:01.220 helps enterprise companies with their incentive compensation. They'd work with search marketing agencies in 110 00:09:01.259 --> 00:09:07.460 the past, but they'd had issues with transparency and Roy. They wanted to 111 00:09:07.580 --> 00:09:11.370 improve net new leads via their organic and paid search channels, so they reached 112 00:09:11.409 --> 00:09:16.809 out to directive optimizing search engine market share for exactly what was the top priority? 113 00:09:18.210 --> 00:09:22.289 Directed did this by improving search engine visibility for target audiences at the bottom 114 00:09:22.330 --> 00:09:26.480 of the funnel. In order to generate qualified leads. They focused on value 115 00:09:26.519 --> 00:09:33.879 driven content on relevant, winnable terms, landing page testing on PPC platforms and 116 00:09:33.000 --> 00:09:41.110 a laser focus on third party directory optimization, specifically Cap Tera. Directive grew 117 00:09:41.309 --> 00:09:46.269 sales accepted lead volume by one hundred percent, increased Cap Tera conversion volume by 118 00:09:46.389 --> 00:09:52.980 three hundred and thirty six percent and boosted pre qualified clicks to Cap Tera by 119 00:09:52.139 --> 00:09:56.139 thirty nine percent. If you're looking for results like this with your search engine 120 00:09:56.179 --> 00:10:01.820 marketing. There's a good chance directive can help. Visit Directive consultingcom and get 121 00:10:01.820 --> 00:10:05.539 a free customized proposal. All right, let's get back to the show. 122 00:10:05.580 --> 00:10:13.049 HMM. I've heard John Barrows and other sales leaders talk about this recently that 123 00:10:13.450 --> 00:10:16.809 you know. I think it was from Jake Dunlap most recently as well. 124 00:10:16.250 --> 00:10:20.210 You don't have a closing problem, you have a qualification problem. If you're 125 00:10:20.210 --> 00:10:24.200 not qualifying, well then then you're not going to close. Well, those 126 00:10:24.240 --> 00:10:28.399 are going to be directly correlated and I hear that in what you're saying here 127 00:10:28.440 --> 00:10:33.559 as well. Something that you mentioned their Camille, about bringing your delivery team 128 00:10:33.960 --> 00:10:39.549 alongside your salespeople in the sales process very early reminds me of something we talked 129 00:10:39.549 --> 00:10:45.029 about in a previous episode with Matt Gingrick. Over at Bombora. They kind 130 00:10:45.029 --> 00:10:50.299 of flipped the the language around their trials and turned them into pilot, which 131 00:10:50.419 --> 00:10:54.860 meant bringing customer success in along sale, alongside sales earlier. Tell us a 132 00:10:54.860 --> 00:10:58.299 little bit about how that dynamic works. We are maybe some of the potential 133 00:10:58.419 --> 00:11:03.220 pitfalls when it makes sense to have those two functions tag team together earlier in 134 00:11:03.259 --> 00:11:07.649 the sales process, but the dynamic can be interesting can be challenging if you 135 00:11:07.690 --> 00:11:11.009 don't set it up the right way. I'm assuming right that's very true. 136 00:11:11.049 --> 00:11:16.370 So I've been an event corper about of about a year and when I started 137 00:11:16.490 --> 00:11:22.279 here a large portion of the sales process included a massive demo download with a 138 00:11:22.519 --> 00:11:26.600 lot of very heavy detail and it might take as long as an hour. 139 00:11:26.679 --> 00:11:31.919 So we made two pivots based on what you just said. When we do 140 00:11:31.200 --> 00:11:35.470 demonstrations for people they're very targeted. These are the things we know are important 141 00:11:35.470 --> 00:11:41.029 to the client from listening to them. We specifically focus on those three to 142 00:11:41.190 --> 00:11:45.110 five elements. So instead of here is how you A to Z register, 143 00:11:45.750 --> 00:11:48.779 here's how we do the type of edge of invitations you're looking for, here's 144 00:11:48.860 --> 00:11:54.419 how we handle payments and here's how we do are reporting so that we are 145 00:11:54.460 --> 00:11:58.700 speaking to the things that are elementally important to the client or prospect, as 146 00:11:58.860 --> 00:12:03.210 well as reinforcing we've heard what they had to say. And then, when 147 00:12:03.250 --> 00:12:07.289 we include the delivery person, those conversations sound like this. We understand you 148 00:12:07.409 --> 00:12:11.929 want to do fill in the blank feature. How do you want that to 149 00:12:11.090 --> 00:12:15.409 look for your attendee when they go through the registration process? And then we 150 00:12:15.490 --> 00:12:22.519 have them describe it and then our specification or our project portfolio manager is able 151 00:12:22.639 --> 00:12:28.399 to describe how that would work at a granular level. So we're taking listening 152 00:12:28.440 --> 00:12:31.549 to them, reflecting that we understood, listening again, reflecting to them that 153 00:12:31.629 --> 00:12:37.149 we understood, and then representing that understanding in the proposal so that when they're 154 00:12:37.590 --> 00:12:41.029 signing that contract they are seeing things that nothing is a surprise. They know 155 00:12:41.110 --> 00:12:46.940 exactly what they want to get and having delivery involved in that conversation means that 156 00:12:46.059 --> 00:12:50.620 when it rolls through delivery we're more likely to have a successful engagement with the 157 00:12:50.700 --> 00:12:54.340 client. Yeah, absolutely. You know, in cases that are maybe a 158 00:12:54.379 --> 00:12:58.690 little bit higher volume sale not necessarily quite as customized, you can do some 159 00:12:58.889 --> 00:13:03.409 things to get sales and customer success or delivery on the same page. For 160 00:13:03.529 --> 00:13:07.730 instance, at sweetfish, here we use CORUS DOT AI as a call recorder 161 00:13:07.970 --> 00:13:13.639 and call transcriber and I've found that just hearing entire calls or snippets of calls 162 00:13:13.759 --> 00:13:18.639 with prospects that become customers with our producer team, which is our equivalent of 163 00:13:18.720 --> 00:13:24.679 your delivery team, there's less that is lost in translation. Right in having 164 00:13:24.759 --> 00:13:28.269 to shift those conversations over and explain what was said and and what was the 165 00:13:28.350 --> 00:13:31.909 intent and those sorts of things. You guys have the advantage of delivery being 166 00:13:31.950 --> 00:13:37.029 involved in those conversations earlier because you've set it up that way. It's not 167 00:13:37.110 --> 00:13:39.149 like, Oh, you have that advantage because it's just happens to be that 168 00:13:39.230 --> 00:13:43.299 way. But let's talk about delivery in how they take it to the final 169 00:13:43.419 --> 00:13:50.179 step in the presentation and the actual delivery and execution to still deliver on that 170 00:13:50.379 --> 00:13:54.539 custom communication that we've been talking about all the way through the buyer journey here 171 00:13:54.580 --> 00:14:00.289 today. All right, so seventy three percent of the Event Corps Organization is 172 00:14:00.450 --> 00:14:05.049 dedicated to delivery, which is, in my opinion, a ridiculously high percentage. 173 00:14:05.049 --> 00:14:09.000 So we automatically include certain things in any build that we're doing. So 174 00:14:09.120 --> 00:14:13.480 we always have a technical lead and we always have a client focused lead. 175 00:14:13.960 --> 00:14:20.039 So the client always has someone advocating for them internally as a human being, 176 00:14:20.440 --> 00:14:24.830 and then they also always have a technical lead who understands the entire scope of 177 00:14:24.870 --> 00:14:30.549 their project and then manages the sub technical delivery, like who's the web producer, 178 00:14:30.590 --> 00:14:35.269 who's the developer and so forth. So instead of being oh great, 179 00:14:35.309 --> 00:14:39.179 I gave him the specifications. I hope it comes out okay. What they're 180 00:14:39.179 --> 00:14:41.059 getting is, every step of the way, here's what we're doing, and 181 00:14:41.220 --> 00:14:46.779 then we're very deliberate about our Qa and our review process so that the client 182 00:14:46.820 --> 00:14:50.100 always feels involved. It's a buzzy word to use. We focus on that 183 00:14:50.259 --> 00:14:56.090 collaboration between what the client wants and what we can deliver, and it's great. 184 00:14:56.210 --> 00:15:00.610 Usually the client feels engaged and listened to and then we're able to deliver 185 00:15:00.690 --> 00:15:07.200 something really fantastic. The pitfall is that when that communication is not done well, 186 00:15:07.799 --> 00:15:11.200 the product isn't really what it needs to be. The client feels unheard 187 00:15:11.240 --> 00:15:18.440 and attrition is a big problem with any software company. So the better job 188 00:15:18.519 --> 00:15:22.590 we do understanding the client, the lower our attrition rate. So that, 189 00:15:22.789 --> 00:15:26.710 I mean there's so many business reasons to implement good listening and we've all heard 190 00:15:26.710 --> 00:15:31.590 about it since kindergarten that your ears should be open more than your mouth. 191 00:15:31.509 --> 00:15:37.179 Yeah, absolutely. One of my favorite Ted talks of all time is ten 192 00:15:37.259 --> 00:15:41.460 ways to have better conversations. I'm blanking now on who gave that Ted talk, 193 00:15:41.620 --> 00:15:46.580 but she also wrote a book on communication style. I'll find that and 194 00:15:46.620 --> 00:15:48.539 I'll put it in the show. Notes after we're done here. But one 195 00:15:48.539 --> 00:15:54.809 of the things she said is forget the the things like have interesting questions to 196 00:15:54.850 --> 00:15:58.009 ask, pretend like you're paying attention. And the crux was if you're paying 197 00:15:58.009 --> 00:16:02.730 attention, you won't need to make it look like you're paying attention. So 198 00:16:02.850 --> 00:16:07.200 the more that we can train marketing, sales and customer success to actually pay 199 00:16:07.200 --> 00:16:11.559 attention and be good listeners, then that personalized communication and everybody being on the 200 00:16:11.639 --> 00:16:15.919 same page is going to happen. But if it doesn't start there, you 201 00:16:15.000 --> 00:16:21.149 can't document a conversation where the customer was actually, you know, prompted to 202 00:16:21.230 --> 00:16:25.190 to give you the good information that you need to deliver on if that didn't 203 00:16:25.190 --> 00:16:27.590 happen in the first place. So before we focus on those handoffs, we 204 00:16:27.669 --> 00:16:33.299 have to train everyone to be good listeners and that informs that personalized communication. 205 00:16:33.539 --> 00:16:37.500 So that's what you've got me thinking about. You can be also. Thank 206 00:16:37.539 --> 00:16:40.620 you so much for unpacking it that way. Before we wrap up, I 207 00:16:40.740 --> 00:16:44.059 love to ask a lot of our guests this question, since one of our 208 00:16:44.220 --> 00:16:47.490 core values here at sweet fish is never stopped learning. I would love to 209 00:16:47.570 --> 00:16:52.090 hear either a personal or professional development resource that you've been recommending maybe to colleagues, 210 00:16:52.210 --> 00:16:56.009 friends, anybody who will listen these days. So I have kind of 211 00:16:56.169 --> 00:17:00.049 an older one that I feel is very tried and true. It's the law 212 00:17:00.169 --> 00:17:06.359 anger competencies, which is a series of leadership development competencies that help people grow. 213 00:17:07.200 --> 00:17:11.119 There's a pretty cool process for identifying certain competencies that would be valuable to 214 00:17:11.160 --> 00:17:15.589 you to improve. An example of a competency would be dealing with ambiguity, 215 00:17:15.630 --> 00:17:19.190 which is something that's very hard for sales people. But the one that you 216 00:17:19.349 --> 00:17:23.910 made me think of today has to do with authenticity, and that's part of 217 00:17:25.029 --> 00:17:30.180 the listening competency, is that listening has to be something that you're authentically engaged 218 00:17:30.259 --> 00:17:33.740 in, because if you're not, then you're not really listening. So I 219 00:17:33.940 --> 00:17:37.380 would recommend the lawnger competency these it's a pretty cool tool, awesome, I 220 00:17:37.660 --> 00:17:41.619 love it. Camille will try to link to that in the show notes as 221 00:17:41.700 --> 00:17:45.569 well. So thank you so much for adding some value in helping us think 222 00:17:45.569 --> 00:17:49.210 about personalized communication across all go to market functions, dropping some knowledge here with 223 00:17:49.250 --> 00:17:52.849 a great resource. If anybody listening to this, Camille would like to ask 224 00:17:52.890 --> 00:17:57.450 any follow up questions? Maybe they're an event marketer and they want to pick 225 00:17:57.529 --> 00:18:02.960 your brain about some best practices or just follow up on this conversation to chat 226 00:18:03.079 --> 00:18:04.160 a little bit more. What's the best way for them to reach out? 227 00:18:04.160 --> 00:18:07.519 Oh, I would be grateful for anyone who is just to contact me. 228 00:18:08.039 --> 00:18:11.559 The best way to do that is through Linkedin, like most of us, 229 00:18:11.559 --> 00:18:15.190 I'm sure, but I be grateful for any conversation. I love to learn 230 00:18:15.190 --> 00:18:18.630 from other people to I love it. My linkedin network is one of my 231 00:18:18.789 --> 00:18:25.670 great sources of encouragement and definitely knowledge as we continue to try to never stop 232 00:18:25.710 --> 00:18:27.380 learning here at sweet fish. So thank you so much for being on the 233 00:18:27.420 --> 00:18:30.220 show today, Camille. I really appreciate it. That was really great. 234 00:18:30.259 --> 00:18:33.380 Logan, thank you so much. Have a great afternoon. Oh, I 235 00:18:33.420 --> 00:18:37.579 guess timing probably doesn't matter, but have a great time. We totally get 236 00:18:37.619 --> 00:18:41.339 it. We publish a ton of content on this podcast and it can be 237 00:18:41.450 --> 00:18:44.970 a lot to keep up with. That's why we've started the B tob growth 238 00:18:45.130 --> 00:18:48.769 big three, a no fluff email that boils down our three biggest takeaways from 239 00:18:48.769 --> 00:18:55.569 an entire week of episodes. Sign up today at Sweet Fish Mediacom big three. 240 00:18:55.880 --> 00:18:59.240 That sweetish Mediacom Big Three