Transcript
WEBVTT
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Yeah,
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welcome back to be to be growth. I'm
Logan Lyles with sweet fish media. I'm
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joined today by dan Sanchez. If you're
a regular listener of this show, you
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know him, he's our director of audience
growth and one of the primary co host
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of this show. I think this is the very
first time he and I are together on an
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episode. Just the two of us dan. How's
it going today man? Dude, I can't
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believe it's been, I've been working
here and doing podcast episodes for
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well over a year and we, this is our
first episode together. It's crazy. We
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need to make this more of a habit.
We're kicking it off today with
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something I'm really excited about.
You've been socializing this on
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linkedin. I've been socializing it with
our team. You have been as well. We've
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been thinking about this idea where
we've kind of been giving different
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advice or maybe sometimes even
conflicting advice about your B two B
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podcast strategy and that's because
there are, we haven't up until now
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really defined. These are the different
plays. These are the different
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strategies you can use. So what we want
to outline today are the four primary B
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two B podcasting strategies. Number one
is demand jin number two, we're calling
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industry influence. Number three A B. M,
which has a lot to do with content
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based networking is we've talked about
a ton on the show and the number four
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is a customer success strategy for your
podcast. We're going to talk about why
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you would do each one of these where
they overlap and where they don't and
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how they compare on some different
things like what should be your primary
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goal, What's going to be the audience
size, that sort of stuff? So any other
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thoughts in kind of how we came to this
and why it's important to outline these
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four a little bit more distinctly
before we get into the nitty gritty dan.
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Yeah, I mean it kind of came as we kind
of have like, we kind of knew about two.
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It's like, well you can emphasize
audience growth or you can emphasize
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what we typically push customers
towards his account based marketing.
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But after doing strategy sessions with,
I don't know, dozens of companies over
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the last year, I started to find that
customers were like, well we're gonna
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do it this way. And I'm like, well if
you're going to do it this way, then I
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guess you would do it like this and
that makes a lot of sense because then
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if you're working with customers can
reduce turn, if you do it this way, you
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can gain influence. And I found a
couple other use cases where I'm like,
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actually there's, there's a good blunt
here, there's a couple other, quite a
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few ways to use a podcast is very
flexible, but when I narrowed them down
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and kind of group them together of like
types, it really came down to four. So
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after we started with five at the
beginning of this week posted in length
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and got some conversations going, kind
of debated it back and forth on a live
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chat and now we're here and I think we
got it pretty well figure it out. So
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I'm excited to dive into the floor what
they are, what they aren't and how, how
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they can work, some of them can work
together. Yeah. And where they overlap,
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there are four main things we'll talk
about similarities and differences
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between each of them, but the four
things we definitely will touch on in
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each of the four will be what's the
primary goal of this podcast strategy?
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What's the main content type? What is
the time to impact? And then what is
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the expected audience size? Are you
really aiming and measuring based on
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audience size even based on the
strategy that you're going for? So
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let's kick it off. Number one is demand
jin, where you're really prioritizing
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audience growth. Right? Tell us a
little bit about those four criteria,
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if you will then first and what this
play really looks like. What is it
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prioritize them? We'll dig in, yep. So
demand jin is probably what most people
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think of when they think of a podcast,
but demanding is by far the most common
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business or B two B podcast, you'll see
out there. It's you and your subject
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matter experts usually sitting in front
of a microphone. Sometimes it's solo,
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sometimes it's co hosted, so there's
two hosts, but generally they're both
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subject matter experts sharing their
expertise on the show in order to kind
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of share what the content type is, is
thought leadership really, it's a
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thought leadership play, but you're
using thought leadership in order to
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generate demand about what you bring to
the table. So we don't use this one if
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we did this podcast will be called the
BdB podcasting show and it's not, it is
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a BdB growth show. We'll talk more
about how B two B growth fits into the
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A. B. M. Play. Um as I'm thinking about
it, I'm trying to think of like some
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popular shows around this of course are
the state of demand gen of course is a
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demand gen play with chris walker,
giving out lots of thought leadership
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and he has multiple formats that he
does, but it generally him talking
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right, it's generally christmas ideas
or him reacting to some questions or
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him consulting some customers, but
everybody's listening to because they
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want to know what he's thinking about
demanding and how he's applying it to
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different scenarios. The impact for
this is long term. It does take a long
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time to build up an audience unless you
have substantial audience somewhere
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else. Some other owned channel, like
you have a large newsletter, then of
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course you're going to kick it off real
fast. Have a friend. Um Austin Bell
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sack who had a huge lengthened
following huge web traffic. So when he
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kicked off his podcast within like
eight months he was getting 15 k
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downloads in an episode or whatever,
but he had massive owned audience
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somewhere else. So naturally he could
take that audience with him otherwise
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this is a long, long road you're gonna
be doing to build an audience and have
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an impact here and then the expected
size that you're shooting for is large.
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The whole purpose of it is to grow a
large audience. You're shooting for a
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large one unless you have some kind of
like really niche knowledge that so
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niche that only like a few people in
the world want to hear it, but they,
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those people really wanted, you know, I
don't know, maybe more than a few
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people, but you get what I mean. Yeah,
absolutely. And this is this is the
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type of B two B podcast strategy, I
would say most of our potential
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customers come in asking us about
unless they've really heard about
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content based networking and they want
to go with strategy number three, we're
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going to talk about in a bit which is
the primarily a B. M focused play. But
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this one is the goal is audience growth.
The content type is thought leadership
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good example with chris walker just
because you're doing a demand jin
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strategy with your BdB podcast doesn't
mean that thought leadership, content
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has to be just solo episodes. That
might be a big part of it and likely it
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will be, but it could be this sort of
episode, right, where you have two
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people from one company riffing on
something within their realm of
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expertise, you could interview some
customers and prospects and industry
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thought leaders as well, but the
primary focus is sharing the thought
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leadership from your team's perspective
and just because you have internal
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people talking doesn't mean it's going
to be crappy, I mean that just depends
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on how actionable and how much thought
leadership they actually have versus
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they're just plugging the product or
the service or, or whatever before we
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go on to 23 and four dan. You know, we
talk a lot about what should the
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premise of your show be? What should
the format, how should you name your
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show, how close to your company or your
product versus your Baier's expertise.
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What are some of those things that you
think about if you're going with
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podcast strategy number one, which is a
demand in play, I haven't spent a lot
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of time thinking about like how premise
complain to these though. I know
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premise could absolutely, once you lock
down the strategy, it actually makes
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the premise development a lot easier. I
do think if you're going to demand jin
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side an audience growth premises
probably most important in this
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category because your goal is audience
growth and having a powerful premise, a
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reason that mixes it up and has a
different angle on it, or a journey or
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some kind of mash up of a different
content in order to keep it interesting
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is only going to matter the most on the
demand gen side because premise
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development shines the most would to
capturing people's attention and
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keeping their attention so they have a
reason to show up to your podcast over
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and over and over again. Even when
competition becomes more fierce your
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premises, what's going to keep people
engaged? That's really good advice.
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Okay, let's step to number two. This
one was the hardest one for us to name.
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Um we went through a few different ones
and this might have been one where we
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act number five and marched in, I can't
remember, but right now anyway, we're
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calling it industry influence, what is
this strategy before we get into the
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four criteria, if you will the
breakdown. This is the one that
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actually kicked off the whole
conversation because I had a customer
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recently. First, they were kind of
unhappy. I felt like they were unhappy
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with the podcast. They're like, well we
haven't seen sales grow when I actually
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asked them like, oh, like what have you
been doing with it? Who have you been
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interviewing? How has that been going?
What the ceo started telling me, he's
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like, actually we've been using it to
meet and greet lots of people in the
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industry and break into the american
market from the UK and now we're making
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traction because like all of a sudden
we're able to kind of open the door for
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all the gatekeepers. We're actually
meeting with thought leaders where I'm
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meeting with some customers, but I'm
building relationships with them
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getting by in. Like all of a sudden I
have a much stronger industry influence
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because I'm able to get time with the
people who matter in the industry, the
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gatekeepers. And so that's a powerful
play in and of itself without demand,
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gen without account based marketing.
He's not meeting with ideal buyers at
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all, but he is using it to break his
company into a competitive market in a
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place in the US where it's there, it's
very competitive for security. And so
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that's what kicked off the whole thing
is, I'm like, wow, there's really a
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play here and it's not the first time
I've heard about it, I've heard of
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other people using this play to quickly
go from, nobody knows who they are,
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they just entered and they know nothing
about this industry to quickly lining
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up 30 40 people interviewing them all
and quickly learning about the
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industry's he's talking to the top dogs
and then everybody knows who he was. I
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can't remember the exact industry and I
won't say who it was, but like, it was
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a quick way to become known in the
industry in a relatively short amount
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of time without having to like go to a
conference and shake everybody's hands,
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which you're not gonna get an hour with
all those people anyways, they're
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usually speaking on stage and hard to
get a hold of. But to get them on the
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podcast isn't that hard? So it goes
well. Yeah, exactly. So I would say
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strategy is number two and three are
really going to be about what people
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have heard us talk about the most
content based networking right? Where
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you're creating content with the people
you want to know and the people you
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want to know you as opposed to creating
a podcast and hoping that they listen
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to it or trying to get it in front of
them through typical digital marketing
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just going straight to them. So
strategy number two is content based
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networking, even though you're not
going directly to potential customers
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to have them on his guests, you're
going to industry influencers, you're
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going to maybe potential resellers,
potential partners, right. For us, we
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can do content based networking in this
strategy of industry influence and
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build relationships with chris walker
at refined labs and matt Heinz Heinz
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marketing and other folks in the B two
B marketing space. And we've had them
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on this podcast and we've partially
executed uh this strategy because we're
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creating good content. And so what's
interesting here is the first three
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strategies have some overlap. So you
can see we're already talking about how
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this overlaps with the A. B. M. Play
because it's about the relationships
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more than the first strategy. But if
you're interviewing people that you
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want to get to know in the industry,
they're probably going to have some
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thoughts that your potential customers
want to hear as well. So it overlaps
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with number one as well because you may
be able to build a good audience and
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develop some thought leadership even
though you don't have thought
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leadership to share yourself yet. Right?
You did a great episode on like a 90
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day action plan to thought leadership.
We should link to that in the show
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notes on on this one man. So the goal
is really first and foremost, building
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relationships with industry influencers,
partners, referral partners, folks like
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that. The content type is probably
going to be more heavily focused on
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outside interviews because you're
interviewing these people, you want to
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build relationships with. The impact is
more midterm. So maybe not as long as
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the demand gen play because the
relationships can start to make things
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happen and then the audience sizes
maybe medium, right? Because like we
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said, it overlaps with number one, but
the audience size isn't really what
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you're optimizing for. It's not your
primary goal. So you shouldn't expect
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to go with strategy number two of
industry influence and measure the
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success just based on downloads and
streams. They miss anything there,
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correct me if I'm wrong on any of that
man, I just love how this one blends
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like this one is so common and you
should be doing this to some degree
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whether you go to the demands inside or
the A B. M side because it is a really
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great way to build influence. Like I
was just talking to Logan like we're in
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podcast agency. So like he's already
talking to some people at Descript
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right? The podcast editing company or
uh tech company. And I'm like, but if
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we didn't have relationships already,
it wouldn't that be that hard to find
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them on linkedin and shoot the medium
and be like, hey, come talk to us on
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our podcast, tell us about what you're
thinking about podcasting. And I bet
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the content would actually be really,
really good. Right? And we should
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probably have them on anyway just to
build a relationship even more. Right?
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Yeah, well in case in point, if we were
going really with strategy number one,
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which has never been our primary goal
with with GDP growth, stay tuned for
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more on that. We could still have them
on this show because podcasting is part
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of GDP growth. But then if we also had
a show that went with strategy number
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one and this was the BdB podcasting
show or meta the podcast about BTB
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podcasting, we could also have Descript
on. Right? And so again, strategy
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number two overlaps really nicely with
one and three in a couple of, of
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different ways.
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We've already kind of given a taste of
what number three is going to be, the
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third one is a B. M. Or account based
marketing, Pure content based
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networking with potential buyers. I
mean we've explained this a ton, but
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for folks that are new and for
consistency here, let's outline what's
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important here. What's the goal? What
are you doing if you're going with
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strategy number three dan? Yeah, for
this one, the goal is to build
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relationships specifically with buyers
or potential buyers. The main content
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type is interviews. The impact is about
short to midterm as far as when it's
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going to impact your revenue and
expected audience size is going to be
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small to medium sized. This will never
be probably have the same potentials.
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Audience sizes demand gen because
you're optimizing for audience growth
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there, but it does have the potential
to be fairly large. I mean this shows
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fairly large and it's an A B. M. Based
show within that though, I wanted to
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outline like there's really three
different approaches you can even take
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within this one, Double um 1 1 cir here
is that you, there's three different
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types of ideal buyers that you can use
the show to reach. one is reaching just
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prospects who don't, who don't even
know who you are, you reach out to them
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cold and be like, hey, so you're doing
great things. Your company would love
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to have you on our show to talk about
it right? And you walk through pre
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interview to a P. O. V. Discovery, you
unlock some great nuggets that they
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have to share, You share it on the show.
You build a relationship, you do not
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pitch them ever, but trust me
relationship, people are smart, they'll
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check you out, right? So that's one
play and that's probably the most
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common place what we're doing.
Oftentimes with this show, not always,
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but often um the second one is bringing
someone onto the show who's already in
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your pipeline, some a lot for a lot of
B to B companies, people in their
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pipeline can be in there for like
months to year sometimes, like it's a
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long pipeline, sweeten the deal, like
bring them onto the show, building a
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relationship that way. Not only do you
build a relationship with the key
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stakeholder, but they're probably
excited to be on the show. They share
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it out to their social media, multiple
people within their account are seeing
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it and also becoming more familiar with
who you are and what you do with your
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show. So it's a great way to kind of
like accelerate the deal. Again, it's
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not through pitching them or strong
arming them or uh like bait switching
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that switch, but it's about building
genuine relationships because we tend
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to do more business with the people we
trust and more time spent talking and
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making adding value to them by giving
them audience is great. Now the third
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one is fun and that is finding current
customers of larger accounts that might
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have different divisions that you want
to get to know right if you're working
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with one division, you know, you'd be
just as equally effective at producing
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some good results for the second
division, a great way to get an
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introduction is to ask them for an
introduction and say like, hey, I'd
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love to have so and so on the podcast,
could you warm introduction me to the
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person to the customer you're already
working with. If you're doing a great
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job in providing value for them, that's
an easy introduction for them to make
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because now they get to extend the
value themselves and you get to build a
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relationship with that other division
and do what we've already been doing
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with ideal fires, who don't know us. So
those are kind of like the three
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different avenues that we've seen. A B
M can work at building revenue for BTB
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company Strategy. No three, the goal is
all about building relationships. The,
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the content type obviously is
interviews because of its relationships.
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You need someone to interview to build
the relationship with. The impact can
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be short because those can map really
quickly. And I love that. # three has
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three kind of subsets and that's the
way I've always explained it to our
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potential customers that want to use
this strategy is you can use it to
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engage and get to know people who don't
know, you. people who already know you.
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So like you said, number two people who
are in your sales pipeline and you
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could say, hey, could we have your boss
on the podcast to have them speak to
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this industry trend or something like
that. So it could be even within type
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number two, within strategy, number
three, there could be multiple people,
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you could engage the person you're
talking to their boss, someone else.
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And then number three, um we have some
customers that are using this strategy
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and it is strategy number three A. B. M.
But they're not interviewing any
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prospect accounts from their target
account list. They're interviewing
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current customers where they have
expansion Upsell and cross sell
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opportunities. So the focus is still on
relationships, but there are three
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types of people you might want to build
relationships with within this strategy.
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People who don't know you, people who
already know you and people who are
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already buying from you. So I think
there's also some overlap as we, you
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know, talked about in industry
influencers and folks that you might
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want to build relationships because of
the how you name the show and how you
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set up the premise that will allow you
to go there too. Anything else there,
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man, before we go to number four, I
think before we go to number four, it's
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important to specify that just because
we're saying the goal of industry
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influence and a B. M is building
relationships. It's not like we're not
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developing audience for them and it's
not like they're not developing
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relationships with the demand inside
their developing relationships there
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too. You're doing all these things.
It's just like what some are optimize
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more for one thing versus the other.
And if you try to really go at both,
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they kind of get in the way, it just
becomes a problem. So you really have
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to optimize for one and no, you're
still building audience in A B. M.
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You're not like have an audience of
your just your mom and you're inviting
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them on being like, yeah, we're gonna
make you look really good. And then you
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have an audience of like two and then
you don't even release the episode.
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It's not on Apple, it's not on Spotify.
And you're like, I gotta, that's not
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what we're saying here, right? We're
saying what is the top priority because
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what we found is that if you're not
tracking the right things like your
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conversation with our customer based in
the UK, you may think that you're
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failing when you're actually not or if
you try to prioritize all of them, you
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may hit a ceiling and you might get
frustrated. Which candidly we've been
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talking about internally, we've tried
to do all four of these with me to be
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growth and it's put us at a point where
we're like, we got to optimize for one,
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right? And then you can have a
secondary. And you can maybe get a
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little bit from one of the others as a
third piece, but you really got to
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choose what's your top priority out of
these four, which one does it most
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naturally overlap and then optimize for
those and I love what you said. They're
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like, don't just make the content
crappy, don't just phone it in like
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content based networking, they're still
content as part of it. And so you still
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need to make your guest look good. You
should be trying to grow the audience
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so that you can legitimately say, hey,
I'm going to share this with our
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listeners and your listeners shouldn't
just be your mom. Although if you get a
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customer and the only listener is your
mom, you should send her a thank you
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ambassador. Something nice. All right,
we're going to talk about number four.
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This one was interesting. So I was
talking to Olivia Hurley, who's another
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host of this show podcast strategist on
our sales team and she said, hey, this
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company came to me and said they only
want to interview current customers and
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this is part of what led me to come to
you and you are already kind of
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thinking about how Logan, we need to
outline these four specific strategies,
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five slash for it's for now it's for
and I kind of walk them through. Well
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if you're only interviewing existing
customers, you need to realize some
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things that what your podcast is going
to be and what it isn't, this one kinda
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sits over on its own. So if you're
viewing all four of these as like
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circles side by side with the first
three overlapping is like a Venn
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diagram. The fourth is kind of over by
itself and we'll talk about some of the
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things that you could pull from the
other ones. But it's a it's a different
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strategy and I like the way you summed
it up the other day dance. I'll let you
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kind of laid forth strategy out
customer success strategy with your
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podcast. So the goal of the customer
success strategy is really to reduce
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churn. It's not for audience growth,
it's not to necessarily build
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relationships. So you will build those,
it's really to reduce churn and just
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help your customers become more
successful that way. The main content
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type is interviews, impact is going to
be medium. I don't know like it
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couldn't depending on how much you
reduce your and it could be a really
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big deal. If it's one of the best ways
to deliver good stuff to your customers,
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it could have a big but I'm going to
say medium and you're expected audience
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size is going to be small. It can only
be as big as your customer. Your
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customer base. If you only have 30,000
customers Then don't expect to have
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40,000 listeners. All right, Having
even 10,000 listeners would be really,
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really good if you have 30,000
customers. Right, it's probably less
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than that most of the time. But my
favorite thing about it and I've, I've
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been on some been a customer of quite a
few tools where I was so hungry, I
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wanted more. And I'm like, my favorite
thing to see from, especially from some
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sass providers was seeing customer case
studies, like who else was using this
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tool in creative ways to unlock success
and what were they doing differently
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than how I was using it? Right. I would
have loved. That would have killed for
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some more stories. Only stories I ever
got to see was like, maybe a
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competition between some customers at
their annual event. That was hardly
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enough. I wanted to see more who was
doing the best with this and that's
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what this could become, is use cases
interviewing your best customers in
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trying to tease out the tips, the
tricks, the rhythms they've gotten into
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using your service or your tool so that
other customers can become more like
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your best customers. This will probably
only ever be a weekly show, right?
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Because you can't do that many episodes
about it, but people want to consume
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audio content. It's easy to consume
that can consume it passively. And
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while you probably already have blog
posts like that, you maybe you should
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turn some of them into podcast episodes
and have it stripped comes straight
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through the customer's mouth. Not only
that, but you get to reward your best
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customers by getting them in front of
all the other customers and make them
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look like like a rock star for being
for being one of your best customers,
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reward them. And like you said, there's
relational benefits here because having
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those customers on your investing in
that relationship, there's some equity
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gain there, there's some brand affinity,
but that's not necessarily the goal. So
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what we're talking about in this fourth
strategy is interview your best
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customers about what they're doing, how
they're using your product or service.
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Again, we tried to do this a little bit
within B two B growth. At times we've
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had to separate series that we've
called, why podcasts work and how to
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podcast, right? And at times there
we've interviewed customers to say,
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let's talk about guest booking, let's
talk about um interviewing and hosting
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skills. Let's talk about podcast
promotion strategies. Now, that doesn't
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mix real well when you're trying to do
some of the other types, the first
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three strategies, because it's so
narrowly focused. So I would say here,
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if you've heard us say like don't name
the show after your expertise or don't
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have it tied too closely to your
company. That kind of goes out the
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window here because if it is aimed at
people that already know like and trust
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you, you can name the show after your
company, you can name it after a better
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way. Might be if you have a nickname
for your customer base, you know, kind
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of like Taylor Swift has Swifty's right.
Name it after them still. So actually
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still kind of falls in line with our
general thinking about naming right?
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But the goal is not a huge audience
size. It's, you might measure success,
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not based on a number of streams per
episode, but hey, we have 500 customers
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and we've got 300 people listening to
the show. How do we get that to 400
375
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maybe that's really the ceiling. Right
And how is that impacting turn? There's
376
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some other useful things that you could
do with this type where you're
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interviewing customers, you're doing
sort of audio case studies as well as
378
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tips and tricks for other customers
that could be used by your customer
379
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success team as added content. You
could also provide this to your sales
380
00:25:22.120 --> 00:25:25.900
team. You probably not going to give
this to your marketing team to go do
381
00:25:25.900 --> 00:25:29.280
brand awareness with this sort of
content. But when you have people at
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decision stage with your sales team,
they could absolutely use this as sales
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enablement content. Like we've got
someone we're talking to and they're
384
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concerned about guest booking for their
podcast. If we have an episode with
385
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this sort of strategy where we've
interviewed customers, we could give
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that to our sales team and they can
share it at that point in the sales
387
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process. So it's still going to have an
impact on sales, but it's more sales
388
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and customer success More so than
broader marketing with strategy number
389
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four with a customer success focus on
your podcast, man, I just feel like we
390
00:26:01.610 --> 00:26:05.600
unpacked one of the best pieces of the
year. I'm like, what else should we
391
00:26:05.610 --> 00:26:08.860
should we talk about here? I mean
that's so we've got the four types.
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00:26:08.870 --> 00:26:15.540
Okay, let's sum it up. We've got demand
jin we've got industry influence A. B.
393
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M. And then customer success. So if
you're thinking about a podcast, think
394
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about these what you're really trying
to optimize for because we've talked
395
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about the goal, the main content type
the time to impact and then the target
396
00:26:29.380 --> 00:26:33.930
audience size, small, medium or large,
based on which way you're going to go
397
00:26:33.940 --> 00:26:37.770
demand jin and industry influence
overlap pretty nicely. Industry
398
00:26:37.770 --> 00:26:42.010
influence overlaps with A B. M. As well
as, you know, back to number one and
399
00:26:42.010 --> 00:26:46.580
then number four kind of stands on its
own but still has some impact on on
400
00:26:46.580 --> 00:26:50.080
sales. And it's not just something that
your customer success team would have
401
00:26:50.080 --> 00:26:52.860
to do, you know, by themselves. It
might be something that marketing and
402
00:26:52.860 --> 00:26:56.970
customer success do together and then
it impacts sales and CS and marketing
403
00:26:56.970 --> 00:27:01.860
gets a little bit of something out of
it, man, I I just think we have so much
404
00:27:01.860 --> 00:27:06.870
clarity here so that if you have a show
and you're kind of hitting a ceiling or
405
00:27:06.880 --> 00:27:10.530
you're not sure if it's working, you
might be measuring the wrong things or
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you might be trying to do too many
things with one show because we've
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talked before about like don't have
multiple shows because it's hard enough
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to grow an audience for multiple shows,
you know, push it into one. But I think
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candidly that's where you know, we have
run into some issues trying to shove
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all four of these plays into one show.
So more coming on that soon from, from
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dan and I for sure. But if you're
thinking about a podcast, hopefully
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this was helpful for you connect with
dan and I on linkedin. You can search
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00:27:39.840 --> 00:27:43.770
dance hashtag. I don't have a hashtag
yet. His is cooler than mine. Uh dan
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00:27:43.770 --> 00:27:49.420
Chaz D A N C H E Z. Or you can just
find us dan Sanchez Logan Lyles. Pretty
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easy to find on linkedin as always.
Thank you so much for listening, dan.
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This was good. We got to do it again
soon. Mhm
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At sweet fish. We're on a mission to
create the most helpful content on the
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internet for every job function and
industry on the planet for the B two B
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marketing industry. This show is how
we're executing on that mission. If you
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00:28:11.150 --> 00:28:14.590
know a marketing leader that would be
an awesome guest for this podcast,
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00:28:14.600 --> 00:28:18.120
shoot me a text message. Don't call me
because I don't answer unknown numbers,
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00:28:18.130 --> 00:28:24.560
but text me at 4074 and I know 33 to 8,
just shoot me their name may be a link
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00:28:24.560 --> 00:28:28.470
to their linkedin profile and I'd love
to check them out to see if we can get
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them on the show. Thanks a lot. Okay.
Mm hmm. Yeah.