#BestOf2019: What Marketers Need to Understand About The Sales Enablement Renaissance w/ Jake Braly

WEBVTT 1 00:00:05.599 --> 00:00:09.869 Are you trying to establish your brand as a thought leader? Start a PODCAST, 2 00:00:10.349 --> 00:00:15.429 invite industry experts to be guests on your show and watch your brand become 3 00:00:15.470 --> 00:00:21.429 the prime resource for decision makers in your industry. Learn more at sweetphish MEDIACOM. 4 00:00:26.300 --> 00:00:30.460 You're listening to be tob growth, a daily podcast for B TOB leaders. 5 00:00:31.059 --> 00:00:34.539 We've interviewed names you've probably heard before, like Gary Vander truck and Simon 6 00:00:34.619 --> 00:00:38.929 Senek, but you've probably never heard from the majority of our guests. That's 7 00:00:38.969 --> 00:00:43.570 because the bulk of our interviews aren't with professional speakers and authors. Most of 8 00:00:43.609 --> 00:00:48.170 our guests are in the trenches leading sales and marketing teams. They're implementing strategy, 9 00:00:48.250 --> 00:00:52.719 they're experimenting with tactics, they're building the fastest growing BB companies in the 10 00:00:52.759 --> 00:00:56.280 world. My name is James Carberry. I'm the founder of sweet fish media, 11 00:00:56.520 --> 00:00:59.679 a podcast agency for BBB brands, and I'm also one of the CO 12 00:00:59.840 --> 00:01:03.880 hosts of this show. When we're not interviewing sales and marketing leaders, you'll 13 00:01:03.880 --> 00:01:07.590 hear stories from behind the scenes of our own business. Will share the ups 14 00:01:07.629 --> 00:01:11.230 and downs of our journey as we attempt to take over the world. Just 15 00:01:11.390 --> 00:01:18.780 getting well, maybe let's get into the show. Hey, everybody, logan 16 00:01:18.859 --> 00:01:22.540 with sweet fish here. Before we get straight into today's interview, I wanted 17 00:01:22.620 --> 00:01:25.939 to let you know about another podcast you might enjoy. If you were a 18 00:01:26.099 --> 00:01:30.579 regular listener of this show, you'll probably really like the B Tob Revenue Executive 19 00:01:30.620 --> 00:01:36.930 Experience With Chad Sanderson over at value selling associates. Chad is a good friend 20 00:01:36.930 --> 00:01:41.209 of ours here at Sweet Fish, a phenomenal podcast host. I really liked 21 00:01:41.329 --> 00:01:45.810 one of his older episodes from probably a year back, with Todd Capony, 22 00:01:46.049 --> 00:01:52.239 the author of the Transparency Sale. Great conversation about leveraging honesty, transparency and 23 00:01:52.400 --> 00:01:57.120 a value added approach in BB sales. Check out the BB Revenue Executive Experience 24 00:01:57.359 --> 00:02:01.549 With Chad Sanderson on apple podcast or anywhere you do your list. All right, 25 00:02:01.750 --> 00:02:07.469 now let's really get into the show. Hey, everybody, logan with 26 00:02:07.549 --> 00:02:09.430 sweet fish here. It's a New Year and, at do decade, and 27 00:02:09.509 --> 00:02:14.990 we're celebrating by rounding up the top twenty episodes as we look back on two 28 00:02:14.990 --> 00:02:17.819 thousand and nineteen. Will be sharing them here throughout the month of January in 29 00:02:17.939 --> 00:02:23.020 our Hashtag best of two thousand and nineteen series. Today's episode is number eighteen 30 00:02:23.259 --> 00:02:27.860 in our countdown of the top twenty episodes of two thousand and nineteen. Here 31 00:02:27.900 --> 00:02:30.370 in the best of two thousand and nineteen series, we spoke with Jake Brawley, 32 00:02:30.409 --> 00:02:35.129 VP of marketing over at high spot, about what marketers need to understand 33 00:02:35.449 --> 00:02:40.530 about the sales enablement renaissance. Welcome back to BB growth. I am your 34 00:02:40.569 --> 00:02:44.919 host for today's episode, Nikki Ivy, with sweetfish media. Guys, I 35 00:02:45.039 --> 00:02:49.520 got with me today Jake Brayley, vice president of marketing for high spot. 36 00:02:49.560 --> 00:02:52.479 Jake, how you doing today? Going Great? Any thanks, good, 37 00:02:52.560 --> 00:02:53.759 glad to hear it's so. Guys, Jake and I are going to be 38 00:02:53.879 --> 00:03:00.349 talking today about the sales in able miant renaissance, some of the trends and 39 00:03:00.469 --> 00:03:06.270 really getting into why it's happening, why now and why it had all and 40 00:03:06.789 --> 00:03:08.270 I'm excited to get into it. Before we do all of that, take 41 00:03:08.389 --> 00:03:10.669 on. Love for you to just give us a little bit of background on 42 00:03:12.110 --> 00:03:14.620 yourself and what you and the foes that high spot I've been up to these 43 00:03:14.659 --> 00:03:17.620 days. Yeah, yeah, it's great. Yeah, so, as you 44 00:03:17.659 --> 00:03:22.979 said, Nikem the VP of marketing and high spot really responsible for driving our 45 00:03:23.060 --> 00:03:27.569 global demand for our solution, but for high spot. I've spent time in 46 00:03:27.650 --> 00:03:30.930 and around a lot of different technology companies, from large too small. Spend 47 00:03:30.969 --> 00:03:36.610 some time at Microsoft scene companies through IPO, so I've got a lot of 48 00:03:36.849 --> 00:03:40.409 diverse experiences. But most of my background before high spot was actually marketing to 49 00:03:42.120 --> 00:03:47.400 IT professionals and technology buyers, and so part of what's made this job so 50 00:03:47.599 --> 00:03:53.639 interesting for me and really aligning my passions is I get to market to people 51 00:03:54.039 --> 00:04:00.229 like myself and I have a direct understanding and empathy for the kind of pains 52 00:04:00.870 --> 00:04:02.949 that the people were selling and marketing to have lived through, because I've lived 53 00:04:02.990 --> 00:04:08.430 through it myself. So it's a really good alignment and my career to have 54 00:04:09.069 --> 00:04:12.900 that kind of opportunity. So it's been fun at high spot. I've been 55 00:04:12.900 --> 00:04:16.060 here two years. In that space of time we've gone from fifty employees to 56 00:04:16.459 --> 00:04:20.220 over three hundred and fifty and we continue to grow at a pretty rapid scale. 57 00:04:20.819 --> 00:04:25.089 And it's exactly what you said at the beginning. It's because this whole 58 00:04:25.129 --> 00:04:30.290 sales enablement space is really going through a renaissance. It's extremely hot right now. 59 00:04:30.649 --> 00:04:32.850 So let's get into it. Man, I love the way you set 60 00:04:32.970 --> 00:04:38.959 this up so what is it you think is the major reason why we've seen 61 00:04:39.079 --> 00:04:43.560 this sort of uptick, more than uptick, right this that right spike in 62 00:04:43.680 --> 00:04:46.920 the buzziness and in the application and adoption of sales enablement. Yeah, you 63 00:04:47.000 --> 00:04:51.639 know, it's interesting because as a marketing professional, historically we're often doing a 64 00:04:51.720 --> 00:04:56.149 lot of what we call enable my traditional enablement, and I've been doing it 65 00:04:56.230 --> 00:04:59.509 for fifteen years of my career. When fact, when I was at Microsoft, 66 00:04:59.670 --> 00:05:02.430 that was a known function and known term, and it was largely because 67 00:05:02.750 --> 00:05:06.699 we had a lot of different products and we were innovating the technology on a, 68 00:05:06.939 --> 00:05:11.019 my Gosh, three to five your basis. So imagine being a seller 69 00:05:11.660 --> 00:05:15.579 and having to keep all of that knowledge. It really requires an ongoing function 70 00:05:15.699 --> 00:05:19.259 to focus on that too. Fast forward to today and think about what's happened. 71 00:05:19.339 --> 00:05:25.089 Well, let's take Microsoft is an example, SASS software. Those innovation 72 00:05:25.290 --> 00:05:30.810 cycles are happening constantly and the number of products that technology is touching totally proliferated. 73 00:05:30.889 --> 00:05:36.360 So you think about being a seller in today's market and good luck keeping 74 00:05:36.360 --> 00:05:42.519 up with your buyers unless you have technology that can address some of the issues 75 00:05:42.600 --> 00:05:46.240 of getting knowledge to you at the point in time when you're ready to put 76 00:05:46.240 --> 00:05:48.319 it into play and getting to you the things that you need to put into 77 00:05:48.360 --> 00:05:54.230 play, meaning the sales assets, you know, onto the presentations, all 78 00:05:54.269 --> 00:05:57.550 of the shape, the things you need to use to effectively sell right. 79 00:05:57.670 --> 00:06:00.350 And so it's what you and I were talking about offline. Right. This 80 00:06:00.870 --> 00:06:05.019 this traditionally sort of what's aught of as an art, right in selling being, 81 00:06:05.259 --> 00:06:10.939 I hate to use the term, but infiltrated, but actually love to 82 00:06:10.939 --> 00:06:16.339 use the termed by the science. And it has that sort of transforming so 83 00:06:16.540 --> 00:06:20.850 many different experiences. Is Transforming the experience of the folks, the practitioners, 84 00:06:21.170 --> 00:06:26.889 as its transform the experience of the customers, the prospects and then, of 85 00:06:26.970 --> 00:06:30.129 course, the experience of the folks who enable the practitioners, which is what 86 00:06:30.290 --> 00:06:35.240 you're you're talking about. So why now is this happening? At it any 87 00:06:35.279 --> 00:06:41.480 other time in terms of how it affects what's happening with sales people? Yeah, 88 00:06:41.800 --> 00:06:45.240 so it's great questions. I think if you look at the market dynamic 89 00:06:45.279 --> 00:06:46.829 of what's happening, think of yourself as a buyer, the way that you 90 00:06:46.870 --> 00:06:51.550 do research and conduct research for your own personal purchases. The same things happening 91 00:06:51.589 --> 00:06:56.509 with business buying. Right there's so much more information. It's readily available. 92 00:06:57.389 --> 00:07:01.379 People who are evaluating solutions, they have free access to a lot of information 93 00:07:01.420 --> 00:07:03.779 if they want it. And so on the other side of that, if 94 00:07:03.779 --> 00:07:09.060 your sales rep you're not only expected to meet that knowledge level, which, 95 00:07:09.540 --> 00:07:12.379 if you think about it, that's close to impossible. If I'm selling hundreds 96 00:07:12.379 --> 00:07:15.769 and hundreds of products and I have buyers are asking, you know, three 97 00:07:15.850 --> 00:07:20.050 specific questions on these three specific scused. Yeah, I'd better be equipped real 98 00:07:20.170 --> 00:07:25.370 time to answer that to add value. And what's more than that is those 99 00:07:25.449 --> 00:07:29.610 buyers expect a seller to add value beyond just the base level of knowledge. 100 00:07:30.199 --> 00:07:32.560 And so to do that, you think about a seller that's operating that environment, 101 00:07:33.240 --> 00:07:38.680 you have to have technology and support on your side to be able to 102 00:07:38.800 --> 00:07:42.480 address that dynamic. The other thing that's happening, Nikki, is if you 103 00:07:42.600 --> 00:07:47.110 look at even true, more traditional industries, technology is touching everything now, 104 00:07:47.629 --> 00:07:51.949 and so, you know, let's take tractors and example. Those are highly 105 00:07:53.069 --> 00:07:58.779 sophisticated machines now with, you know, onboard IOT and a lot of sophisticated 106 00:07:58.860 --> 00:08:03.819 technology, and so even in traditional industries, those sellers have to be have 107 00:08:03.980 --> 00:08:07.540 a level of technical depth that historically that wasn't the case, and so the 108 00:08:07.860 --> 00:08:13.209 the need to have an increased level of knowledge and ongoing training and learning has 109 00:08:13.290 --> 00:08:18.769 totally spiked and because of that, sales enablement has become a mustab for a 110 00:08:18.810 --> 00:08:22.129 lot of companies to just be competitive and the environment that we're dealing with today. 111 00:08:22.490 --> 00:08:24.850 Yeah, What's interesting, as you talked about your how you, as 112 00:08:24.850 --> 00:08:28.959 a marketer have been doing this. I mean, it's called sales enablement, 113 00:08:28.040 --> 00:08:31.279 right, but you, as a murder have been doing it for fifteen years. 114 00:08:31.559 --> 00:08:35.519 And as so much talk these days about, you know, companies experience 115 00:08:35.639 --> 00:08:41.389 is misalignment between sales and marketing, when not really, because marketers have been 116 00:08:41.470 --> 00:08:46.389 doing this sales function, really this enablement, which is a sales function, 117 00:08:46.470 --> 00:08:48.509 all this time, and I think that that's the key, right, that's 118 00:08:48.629 --> 00:08:52.950 this sort of bridge in a way, that's that's necessary and that I think 119 00:08:52.990 --> 00:08:58.139 it's going to sort of propel the profession in the space and peep and, 120 00:08:58.539 --> 00:09:03.220 you know, improving the experience for people involved. Talk a little bit about 121 00:09:03.340 --> 00:09:07.019 in your experience or you know, just in your in your expertise, the 122 00:09:07.139 --> 00:09:11.210 role you think sales enablement plays in that alignment. Oh, it's huge and 123 00:09:11.210 --> 00:09:16.409 I'm going to go past marketing because really the whole renaissance and redefinition of sales 124 00:09:16.409 --> 00:09:22.090 enablemen. That term used to mean sales department. enablemen used to mean enabling 125 00:09:22.289 --> 00:09:24.960 sellers. The Way I think about that is a term. Today we're really 126 00:09:26.000 --> 00:09:31.080 talking about how do you enable your organization to drive more sales, and so 127 00:09:31.200 --> 00:09:35.879 it's not just about a traditional sales wrapper, a salesperson. It's any customer 128 00:09:35.960 --> 00:09:41.509 facing role in the organization, and especially in large organizations, but I've also 129 00:09:41.549 --> 00:09:46.110 been in some small organizations. All of those touch points and those customer facing 130 00:09:46.190 --> 00:09:50.629 rolls, unless you have good alignment across all of those teams, you can 131 00:09:50.710 --> 00:09:58.580 be delivering a very disjointed customer experience, a very disjointed brand experience, and 132 00:09:58.659 --> 00:10:01.379 as a marketer you care a lot about that. In fact, you call 133 00:10:01.460 --> 00:10:05.220 them sales artist. I think that's a great term because in the old days 134 00:10:05.259 --> 00:10:07.850 what happened is, you know, the salesperson has their go to sales deck 135 00:10:09.330 --> 00:10:13.330 that they store in their hard drive and over two, three or four years 136 00:10:13.370 --> 00:10:20.009 that thing becomes the Frankin deck which has multiple brand elements and a multiple messages, 137 00:10:20.049 --> 00:10:24.399 whether their current or not, and I've seen a lot of sales artistry 138 00:10:24.879 --> 00:10:28.720 with some slides at marketing never produced. And so you're right to say there's 139 00:10:28.759 --> 00:10:33.039 a love hate relationship with the seller who's going out there and figuring out the 140 00:10:33.080 --> 00:10:35.110 best way to sell. But as a marketer you're saying, well, my 141 00:10:35.230 --> 00:10:39.750 Gosh, we're so far off brand. At the same time, marketing is 142 00:10:39.789 --> 00:10:43.429 hungry for understanding, like well, why is the seller adapting that and what 143 00:10:43.549 --> 00:10:48.629 are they adapting and is it working? And so, with the technology we 144 00:10:48.710 --> 00:10:50.659 have available today, and that's exactly what high spot does, where sales enabled 145 00:10:50.779 --> 00:10:56.500 platform. Now you have that capture and you can actually get visibility into Oh, 146 00:10:56.580 --> 00:11:00.299 I see what's being changed and adapted. It not only that one better 147 00:11:00.779 --> 00:11:05.730 which we've never had. Are Those changes effective? Is it driving higher engagement 148 00:11:05.769 --> 00:11:11.330 and is it driving more closed deals? So there's the alignment aspect, I 149 00:11:11.409 --> 00:11:13.610 think is super important, and the only way to do that is to have 150 00:11:13.730 --> 00:11:20.159 all of this available in one centralizer pository that's always currents, always up to 151 00:11:20.200 --> 00:11:24.279 date, and through AI machine learning, which is a big part of why 152 00:11:24.399 --> 00:11:28.480 now we have these technology available, they get smart about hey, look, 153 00:11:28.600 --> 00:11:31.200 this does. These are the pieces of content that have worked in the past. 154 00:11:31.909 --> 00:11:35.110 So, based on the engagement. You have in front of you customer 155 00:11:35.190 --> 00:11:39.309 facing role here or the things you should use and here's how to use them. 156 00:11:39.350 --> 00:11:41.870 And so that's really the big thing that sales tech tells, nable with 157 00:11:41.909 --> 00:11:45.269 technology addresses today. Yeah, it's sad. It sounds like you guys have 158 00:11:45.350 --> 00:11:48.580 have stricken that balance that we talked about between the art and the science. 159 00:11:48.620 --> 00:11:54.059 And I think the more salespeople start to embrace and think about themselves as artist, 160 00:11:54.179 --> 00:11:58.340 flash scientists and the what the the more marketers get credit for the art 161 00:11:58.419 --> 00:12:01.889 that they produce, you know, or at least the art that they enable, 162 00:12:03.450 --> 00:12:05.289 the better off we're going to be. So so that that's it. 163 00:12:05.490 --> 00:12:11.610 The sales enablem renaissance. Why is it happening? Because sales is changing. 164 00:12:11.409 --> 00:12:15.169 Why is it happening now? Because, more than ever, we have the 165 00:12:15.289 --> 00:12:20.159 technology to make it happen and make it happen in an effective way. And 166 00:12:20.799 --> 00:12:24.720 you know, how can folks make the most of it? In capitalized strike 167 00:12:24.759 --> 00:12:28.600 that alignment. Go make friends. I couldn't start it better myself. I 168 00:12:28.600 --> 00:12:31.509 couldn't have said it, and it's really true. You know. That's the 169 00:12:31.590 --> 00:12:33.429 thing. I've lived this now and for me, having dealt with this pain 170 00:12:33.629 --> 00:12:39.549 so so many years in my career and have solution for it. That's awesome 171 00:12:39.549 --> 00:12:43.149 in and of itself and I have luxury of also, in the role that 172 00:12:43.149 --> 00:12:46.179 I have being a high spot, that I get to evangelize to others so 173 00:12:46.299 --> 00:12:48.740 that they don't have to feel the pain anymore. So it's an exciting time 174 00:12:50.139 --> 00:12:52.980 with what's happening in the sales and marketing space and I just think with the 175 00:12:54.059 --> 00:12:58.059 technology we have available today, we're just going to continue to see incredible innovation 176 00:12:58.809 --> 00:13:01.850 to lets people do their jobs better and let's an organization be much more aligned. 177 00:13:03.090 --> 00:13:05.649 So I think that those are the historical pain points and I'm seeing those 178 00:13:05.649 --> 00:13:09.649 things get better. So that's really exciting time for us in technology right now, 179 00:13:09.690 --> 00:13:11.850 for sure. For sure we've all, all of us in the space, 180 00:13:11.919 --> 00:13:16.919 have sort of a front seat, of front real seat to, you 181 00:13:16.000 --> 00:13:20.919 know, this big tied shift that's happening. I think, like you said, 182 00:13:20.919 --> 00:13:24.039 it's there's no other word to describe it's an exciting time. It's story 183 00:13:24.120 --> 00:13:28.590 time and this growth story is about search engine marketing. Okay, so the 184 00:13:28.669 --> 00:13:33.590 story revolves around e sub, a project management SASS company specifically for subcontractors. 185 00:13:35.350 --> 00:13:39.750 Even though e sub had incredible customer attention, they struggled with growth. Being 186 00:13:39.789 --> 00:13:45.779 a niche service, they discovered that there was little demand expressed for their solutions 187 00:13:45.860 --> 00:13:50.860 within search engines. To take on this challenge, be sub hired directive consulting, 188 00:13:50.379 --> 00:13:56.210 the BB search marketing agency. After refining targeting, pre qualifying clicks with 189 00:13:56.289 --> 00:14:01.289 an ad copy and developing custom landing pages, directive was able to increase e 190 00:14:01.450 --> 00:14:07.090 subs marketing qualified leads by seventy one percent, while decreasing their cost per lead 191 00:14:07.210 --> 00:14:11.120 by sixty five percent. I have a hunch that directive can get these kind 192 00:14:11.120 --> 00:14:16.360 of results from too, so head over to directive consultingcom and request a totally 193 00:14:16.399 --> 00:14:22.200 free custom proposal. That's directive consultingcom. All right, let's get back to 194 00:14:22.279 --> 00:14:28.269 this interview. So now, Jake, that I have successfully picked your brain, 195 00:14:28.909 --> 00:14:31.549 seeing what jewels I could get out of it, I'm interested and what 196 00:14:31.750 --> 00:14:35.710 you are putting in it. Tell us, Jake, about what learning resource 197 00:14:35.350 --> 00:14:39.259 you've have been been engaging with recently. That is, you know, forming 198 00:14:39.299 --> 00:14:41.860 your approach, or and it just got too excited, he's saying. It's 199 00:14:41.940 --> 00:14:46.139 interesting with a lot of things excite me the if I think about the literature 200 00:14:46.899 --> 00:14:50.059 and some of the things I think are new and interesting. Book called Naked 201 00:14:50.179 --> 00:14:56.250 Sales is actually one that I've recently read and it's really it's applying kind of 202 00:14:56.330 --> 00:15:01.090 some of the concepts of design principles, but really, at the end of 203 00:15:01.090 --> 00:15:07.049 the day, what it's about. It's about putting yourself into the empathy seat 204 00:15:07.129 --> 00:15:11.120 of a customer by going and experiencing firsthand. It's the tactile. Let me 205 00:15:11.200 --> 00:15:16.360 actually not just do research. It's actually ironic in some ways. It's the 206 00:15:16.399 --> 00:15:20.000 opposite of the technology. It's actually going and putting yourself through the paces of 207 00:15:20.240 --> 00:15:24.029 like what does it feel like to be a customer, to be working with 208 00:15:24.149 --> 00:15:28.350 the company? So as a seller, you can be much more value add 209 00:15:28.029 --> 00:15:31.950 to that engagement. And so we go back to, like you know, 210 00:15:31.990 --> 00:15:35.309 as a seller today you have to raise the bar and what you're bringing in 211 00:15:35.350 --> 00:15:37.700 the table. You have to come with new insights and new value add to 212 00:15:37.820 --> 00:15:43.580 actually add something to that selling process, and I think that book nails that 213 00:15:43.740 --> 00:15:46.659 concept. By Sam Luck, you got to take it to the next level 214 00:15:46.740 --> 00:15:50.009 and go and figure it out. Yeah, I kind of I definitely want 215 00:15:50.009 --> 00:15:52.210 to read this. It sounds like I was just having a conversation the other 216 00:15:52.210 --> 00:15:56.610 day with my colleague here, Logan Miles, whose verger of partnerships and Co 217 00:15:56.730 --> 00:16:00.370 hosted the show, and we were talking about this idea of going, you 218 00:16:00.490 --> 00:16:03.799 know, beyond when we say we're doing research, right, when we say 219 00:16:03.799 --> 00:16:07.200 we're doing it in this targeting of Alvet like, but going beyond persona and 220 00:16:07.320 --> 00:16:11.480 going to the actual person, right. Yes, that's right. So, 221 00:16:11.879 --> 00:16:14.679 you know, letting that sink in. So there was this guy in viewed 222 00:16:14.720 --> 00:16:18.870 on the show and he has his book, I believe it's called the compelling 223 00:16:18.909 --> 00:16:22.429 proposal, and part of what he does is he consults sales people, but 224 00:16:22.549 --> 00:16:26.710 they also consults buyers who are going through the process of, you know, 225 00:16:26.830 --> 00:16:30.870 making these SASS purchases and things like that, and so he gave all these 226 00:16:30.909 --> 00:16:33.779 insights and it sounds like a lot like what what this book is talking about, 227 00:16:33.779 --> 00:16:37.220 right, is sort of putting really literally putting yourself into the shoes of 228 00:16:37.259 --> 00:16:40.940 the folks are going through that journey in the type of inside that you can't 229 00:16:40.940 --> 00:16:42.700 get anywhere else that will come out of that sort of experience. So yeah, 230 00:16:42.740 --> 00:16:45.940 thank you. That's a really great recomtiation. I hadn't heard that one 231 00:16:45.980 --> 00:16:48.370 yet. So, just like me, I know everybody listening is become a 232 00:16:48.529 --> 00:16:52.330 fast fan of yours and it's going to want to follow along with you and 233 00:16:52.409 --> 00:16:56.129 what the folks that high spotter up to. How can folks connect with J 234 00:16:56.490 --> 00:16:57.450 oh you? Give me a call on my cell phone. Give me a 235 00:16:57.450 --> 00:17:02.120 buzz of my pager. Now I'm kidding. You know, shoot me if 236 00:17:02.200 --> 00:17:04.079 you know all the usual place. You can find me on Linkedin. My 237 00:17:04.160 --> 00:17:10.240 last name is Bra Al, wise pronounced Prowley. It's me rightly this whole 238 00:17:10.319 --> 00:17:12.079 time. That's okay, you know, it's hard to just hard to know, 239 00:17:12.279 --> 00:17:15.750 but there's a legacy there that I think got truncated at some point. 240 00:17:15.869 --> 00:17:21.109 So I kept the pronunciation, even though from no, it doesn't matter, 241 00:17:21.950 --> 00:17:25.029 I'll tell you why. I'll tell you why. So Nikki. Folks who 242 00:17:25.150 --> 00:17:27.190 heard listen to the show may have heard musings before. Nikki is short fortn 243 00:17:27.230 --> 00:17:30.940 equal. It's one of the classic African American names from people born in the 244 00:17:32.900 --> 00:17:36.619 S of which I'm extremely proud, but people butcher it and around the second 245 00:17:36.660 --> 00:17:40.619 agree I got sick of being called the all names that don't that are not 246 00:17:40.740 --> 00:17:45.809 mine, and so I'm really like hyper vigil it typically about pronouncing people's names 247 00:17:45.890 --> 00:17:48.769 correctly and so it's like be people who know me who here doesn't going to 248 00:17:48.809 --> 00:17:52.089 be like anyway. You know, I'm not offended. I've just just do 249 00:17:52.289 --> 00:17:56.450 my job to educate on my surtain name for all my four brothers, and 250 00:17:56.849 --> 00:18:00.119 good news is if my email doesn't have that in there, so it just 251 00:18:00.200 --> 00:18:03.839 jake it high spot. That's easy enough, and announce it correctly to find 252 00:18:03.880 --> 00:18:07.720 them on Linkedin. So thank you so much, Jake, for being on 253 00:18:08.559 --> 00:18:11.680 the type of things that you and I've talked about. I could do a 254 00:18:11.799 --> 00:18:14.069 whole other show of that's what'll hap to have you on it. will do 255 00:18:14.230 --> 00:18:15.910 that. Let's do that. Thanks so much. When you have a good 256 00:18:15.950 --> 00:18:22.430 one, I would look too okay by Nicky. Hey, everybody, Logan 257 00:18:22.509 --> 00:18:26.349 with sweetfish here. If you're a regular listener of BB growth, you know 258 00:18:26.509 --> 00:18:29.380 that I'm one of the cohosts of this show, but you may not know 259 00:18:29.579 --> 00:18:33.140 that I also head up the sales team here at sweetfish. So for those 260 00:18:33.180 --> 00:18:36.420 of you in sales or sales offs, I wanted to take a second to 261 00:18:36.500 --> 00:18:41.140 share something that's made us insanely more efficient lately. Our team has been using 262 00:18:41.180 --> 00:18:45.049 lead Iq for the past few months and what used to take us four hours 263 00:18:45.089 --> 00:18:49.289 gathering contact data now takes us only one we're seventy five percent more efficient. 264 00:18:49.569 --> 00:18:55.799 We're able to move faster without bound prospecting and organizing our campaigns is so much 265 00:18:55.839 --> 00:19:00.119 easier than before. I'd highly suggest you guys check out lead Iq as well. 266 00:19:00.480 --> 00:19:06.880 You can check them out at lead iqcom. That's Elle a d iqcom. 267 -->