What Marketing Wishes Sales Knew

WEBVTT 1 00:00:00.040 --> 00:00:00.250 Mhm 2 00:00:05.940 --> 00:00:10.100 Hi everyone welcome back to be to be growth. My name is Olivia Hurley and 3 00:00:10.100 --> 00:00:14.580 today I'm joined by our very own dan Sanchez, he's the director of audience 4 00:00:14.580 --> 00:00:20.690 growth dan. How are you doing today? Doing well? Good. I'm so glad. Well I 5 00:00:20.690 --> 00:00:25.460 love talking to you, recorded call, not recorded call and I want to pick your 6 00:00:25.460 --> 00:00:30.850 brain a little bit about this idea of sales and marketing alignment. We're 7 00:00:30.850 --> 00:00:35.060 hearing it all the time, we hear about it with A B. M. We hear about it just 8 00:00:35.070 --> 00:00:39.590 in general about how you know, strategy alignment and all of these things. Um 9 00:00:39.600 --> 00:00:45.270 but as a salesperson, I'm super curious if you were to kind of break down what 10 00:00:45.280 --> 00:00:49.380 you on the marketing side. Wish that I knew and then just kind of make it 11 00:00:49.380 --> 00:00:54.050 general to, I'm super curious about what are the essentials of marketing 12 00:00:54.050 --> 00:00:57.920 that a salesperson needs to know in order to give successful feedback to 13 00:00:57.920 --> 00:01:03.580 use content properly, all to help marketing get the best leads for the 14 00:01:03.580 --> 00:01:09.480 sales person. Whoa. So one at a time, what are we starting with? Tell me 15 00:01:09.490 --> 00:01:13.910 first, what are the marketing essentials that every salesperson 16 00:01:13.920 --> 00:01:19.550 should know if you would speak for all of us. Yeah, so three things marketing 17 00:01:19.550 --> 00:01:24.350 essentials, things that sales people need to know about. Marketing. 18 00:01:24.840 --> 00:01:28.970 Marketers really see themselves as the same team. An extension of sales. 19 00:01:28.980 --> 00:01:32.320 Actually think like my main goal as a marketer is to make sure the sales reps 20 00:01:32.320 --> 00:01:36.690 are successful. My main goal is to set them up for the best that they can 21 00:01:36.690 --> 00:01:41.890 possibly be like I want to co own revenue. I hate I hate being held 22 00:01:41.890 --> 00:01:46.030 accountable. That just leads because we all know that system can be gamed like 23 00:01:46.040 --> 00:01:50.400 in all sales reps know that marketers can deliver a lot of really bad leads 24 00:01:50.400 --> 00:01:54.240 really fast. There are like box galore out there that will fill out lead forms 25 00:01:54.240 --> 00:01:58.580 for you if you set your campaigns out right that are just like never ending 26 00:01:58.580 --> 00:02:02.960 left messages for a sales rep. But doing it well can be pretty difficult 27 00:02:03.040 --> 00:02:06.360 doing marketing well. I know doing sales really well. It can be difficult. 28 00:02:06.640 --> 00:02:11.550 I've had some time in the sales seat. I've worked at 34 different call center 29 00:02:11.550 --> 00:02:16.300 roles before trying to do sales can't say it was really good at it. But I 30 00:02:16.300 --> 00:02:22.120 kind of have felt the sting the burn of that kind of rejection and working in 31 00:02:22.120 --> 00:02:26.200 order to be understood and discovering what people's goals and problems are in 32 00:02:26.200 --> 00:02:29.420 order to best serve them. So I kind of have some understanding and I'd say 33 00:02:29.420 --> 00:02:33.200 like both marketing and sales would actually benefit really well from 34 00:02:33.200 --> 00:02:38.870 probably actually swapping at some point like sales, taking some marketing 35 00:02:38.870 --> 00:02:43.470 tasks and say marketing, taking some sales calls I just think is really 36 00:02:43.470 --> 00:02:47.670 healthy to develop a healthy respect for each other's roles Knowing that 37 00:02:47.680 --> 00:02:51.320 we're one team and we really have to work together to get to revenue 38 00:02:51.330 --> 00:02:55.930 together and most of the teams I've worked on have been like smaller where 39 00:02:55.930 --> 00:03:00.420 it's like the marketing teams, about 25 people at the most and the sales is 40 00:03:00.420 --> 00:03:03.600 probably like 30 or something. So that's the largest organization. I've 41 00:03:03.600 --> 00:03:06.400 worked out where those teams were that big and there's organizations, words 42 00:03:06.400 --> 00:03:09.650 like so much drastically bigger. It could be a very different kind of 43 00:03:09.650 --> 00:03:12.980 conversation, needing all kinds of meetings and buy in at so many 44 00:03:12.980 --> 00:03:16.340 different levels. Usually it's just mean the sales director kind of going 45 00:03:16.340 --> 00:03:19.950 head to head, working through what, how to achieve a problem or whatever. But 46 00:03:19.950 --> 00:03:23.710 yeah, I think the essentials are we want to work with you, We understand 47 00:03:23.710 --> 00:03:26.240 that we have a lot of the upfront process. You have a lot of the 48 00:03:26.240 --> 00:03:29.840 background process, but I still think marketing works throughout the whole 49 00:03:29.840 --> 00:03:33.540 sales process, wants to work through the whole sales process with you and 50 00:03:33.540 --> 00:03:37.810 sales, we want to include you in the front part of what we're doing, so that 51 00:03:37.820 --> 00:03:41.900 there's just alignment, not just in the middle when the handoff happens, but 52 00:03:41.910 --> 00:03:45.460 alignment from what sales expects marketing to be doing at the very 53 00:03:45.470 --> 00:03:49.150 beginning of the relationship and what sales is doing at the very end of the 54 00:03:49.150 --> 00:03:54.040 relationship with marketing, is there a way that you if so if you were a 55 00:03:54.040 --> 00:03:58.380 marketer and you were in the sales role you'd swapped and you had all the 56 00:03:58.380 --> 00:04:02.120 content that the sales enablement content than you'd created for the 57 00:04:02.120 --> 00:04:05.580 sales people. Do you think there would be ways that you would use that 58 00:04:05.580 --> 00:04:10.290 differently than a typical salesperson? Yes. I'd probably use more of it 59 00:04:10.290 --> 00:04:12.960 because I'm familiar with what's out there and what we've written and stuff. 60 00:04:13.440 --> 00:04:17.690 So I'd be figuring out different ways to use it at the same time. I would 61 00:04:17.690 --> 00:04:21.610 probably find out really quickly, let's say this is not sweet fish media and 62 00:04:21.610 --> 00:04:25.500 I'm already talking to customers but I'd probably find out really quickly 63 00:04:25.500 --> 00:04:30.270 what questions people are asking that we have no content on. It becomes 64 00:04:30.270 --> 00:04:33.190 really apparent when you're talking to customers like what their actual pain 65 00:04:33.190 --> 00:04:36.350 points are like what is going on. But like if marketers aren't talking to 66 00:04:36.350 --> 00:04:40.990 customers or or even different they might be talking to customers like on a 67 00:04:40.990 --> 00:04:44.440 podcast or something. But if you're not actually on the sales call, you know 68 00:04:44.440 --> 00:04:47.640 it's really different when it actually comes down to them evaluating like what 69 00:04:47.640 --> 00:04:51.100 kinds of questions are they asking? What what are their hurdles, what what 70 00:04:51.100 --> 00:04:54.680 are their bosses asking? You know, all of a sudden I'd probably discover that 71 00:04:54.680 --> 00:04:58.530 there's some gaps in the content mix um to actually be able to use in best 72 00:04:58.530 --> 00:05:03.280 serve sales. So then maybe it is super valuable that the marketing person sit 73 00:05:03.280 --> 00:05:07.320 in the sales seat to just be able to get really good until I think so 74 00:05:07.330 --> 00:05:11.350 otherwise like sometimes if sales only ever been in sales, they probably don't 75 00:05:11.350 --> 00:05:15.460 even know what marketing could do to assist that are simple things for 76 00:05:15.460 --> 00:05:19.870 marketing to knock out an extra blog post on this may be helpful 77 00:05:19.870 --> 00:05:23.280 illustration that just, you just need that one extra page that pulls things 78 00:05:23.280 --> 00:05:27.380 together visually in your pitch deck That is getting tight together and you 79 00:05:27.380 --> 00:05:31.260 know, we don't know what that is until we felt the pain of pitching it. My 80 00:05:31.260 --> 00:05:34.710 gosh, I've literally put together pitch decks, marketing designed the pitch 81 00:05:34.710 --> 00:05:37.700 deck, thinking it's gonna be so great for sales and then I've actually gone 82 00:05:37.710 --> 00:05:41.420 to like sell it and I completely gave up on the pitch deck within 30 seconds 83 00:05:41.420 --> 00:05:45.330 and just went to manual mode. I'm like actually that didn't work at all. I 84 00:05:45.330 --> 00:05:48.890 spent all day on this thing and it's completely useless within 30 seconds. 85 00:05:48.900 --> 00:05:53.290 Yeah, so sometimes you're just disconnected and that's why you have to 86 00:05:53.290 --> 00:05:58.490 talk and work it out together. Do you think sometimes sales people don't know 87 00:05:58.490 --> 00:06:02.650 what to ask for from marketing, Like don't maybe don't even know how to give 88 00:06:02.650 --> 00:06:07.960 feedback. I think in a lot of situations sales fills, I mean I'm, I'm 89 00:06:07.960 --> 00:06:12.330 kind of speaking for sales so it would be probably better to ask. You probably 90 00:06:12.330 --> 00:06:16.280 know better than I do, but it's my assumption that a lot of sales or like 91 00:06:16.280 --> 00:06:19.870 Phil a little isolated, like they have their quota and then it's kind of like 92 00:06:19.870 --> 00:06:23.560 a do whatever you need to do. It's necessary in order to meet that quota, 93 00:06:23.940 --> 00:06:26.900 which can look and some, some organizations have very tight 94 00:06:26.900 --> 00:06:29.740 parameters around what they can do. And some have more loose parameters. 95 00:06:29.740 --> 00:06:34.280 Usually the bigger you are, the more type parameters use an SDR, an account 96 00:06:34.280 --> 00:06:37.640 rep can do and the smaller it is, the more flexibility you have to come up 97 00:06:37.640 --> 00:06:44.250 with your own stuff or going like hire a designer effort to make some 98 00:06:44.440 --> 00:06:49.150 interesting sales collateral or write your own email copy or whatever it is. 99 00:06:49.740 --> 00:06:53.670 So I've worked in organizations before where they were like essentially doing 100 00:06:53.670 --> 00:06:57.320 marketing but improvising themselves coming up with stuff, building little 101 00:06:57.320 --> 00:07:02.150 web pages out of google sites, building their own little pdf set of power point. 102 00:07:02.160 --> 00:07:06.270 They look bad, but some of them, you know, they address different things 103 00:07:06.350 --> 00:07:09.360 than what marketing would have ever known to address. So they're doing 104 00:07:09.360 --> 00:07:12.090 their best to hobble together things that marketing could have helped a lot 105 00:07:12.090 --> 00:07:15.460 in. But marketing didn't know that they were working on them until we actually 106 00:07:15.460 --> 00:07:18.690 visited the sales floor and saw what was going out sometimes outside of 107 00:07:18.690 --> 00:07:23.160 content. What is going to be helpful for marketing to know from sales in 108 00:07:23.160 --> 00:07:27.540 order to get the best leads possible. Is there other information aside from 109 00:07:27.540 --> 00:07:32.860 like I could use this content from marketing, What do I need from sales. 110 00:07:33.240 --> 00:07:39.200 Honestly, the best thing I could ever get from sales is more updates. Unlike 111 00:07:39.200 --> 00:07:42.880 how things are going often don't hear from sales often. That's probably been 112 00:07:42.880 --> 00:07:45.810 true for most places. I've worked to have to go looking for it, but I never 113 00:07:45.810 --> 00:07:49.410 get like, hey, like customers have shifted recently, I'm starting to hear 114 00:07:49.410 --> 00:07:52.910 this competitor, they're starting to ask this question more than they used 115 00:07:52.910 --> 00:07:57.950 to. Hey, I've had two people tell me this blog post didn't do this, that 116 00:07:57.960 --> 00:08:02.130 didn't actually answer the question or whatever it is, like staying in that 117 00:08:02.130 --> 00:08:05.760 conversation. I'm usually hunting out the information, but there's probably 118 00:08:05.760 --> 00:08:11.510 like hundreds of things that are going on that if I knew about half of them, I 119 00:08:11.510 --> 00:08:15.530 could probably help you with with quite a few of them and you had no idea. But 120 00:08:15.530 --> 00:08:19.640 I'd love to help because honestly, if, if like sales can't be successful, then 121 00:08:19.640 --> 00:08:23.170 no, none of us are going to be successful. I almost see like sales is 122 00:08:23.170 --> 00:08:33.110 batman marketing is Robin, I am here to help and serve batman. So whatever, I 123 00:08:33.110 --> 00:08:39.049 just need batman to talk to me. So with a new company, the opportunity to, to 124 00:08:39.179 --> 00:08:44.150 sell to somebody different or to find out that there's a better ideal buyer 125 00:08:44.540 --> 00:08:51.100 is totally possible. And as that change occurs, whether it's fast or slow, that 126 00:08:51.100 --> 00:08:55.170 means marketing is going to need to create different content. If you were 127 00:08:55.170 --> 00:08:59.040 kind of, to create like an ideal scenario where that happened, what 128 00:08:59.040 --> 00:09:04.290 would sales be telling you? So if that's happening, there's a few 129 00:09:04.290 --> 00:09:07.570 different things that might be going on one year startup and you don't really 130 00:09:07.570 --> 00:09:10.440 know who your market is and you're still trying to figure it out. So you 131 00:09:10.440 --> 00:09:14.020 thought it was this person now, it's shifting to this person. So at that 132 00:09:14.020 --> 00:09:18.110 kind of a situation like marketing and marketing and sales are really small 133 00:09:18.110 --> 00:09:22.200 departments and it's easy to like just talk and meet weekly in order to 134 00:09:22.200 --> 00:09:26.500 compare notes of what we're hearing in a larger organization. Usually one 135 00:09:26.500 --> 00:09:29.760 person is the market and maybe you're starting to find that there's a whole 136 00:09:29.760 --> 00:09:33.220 new market and marketing would love to know about that because there's more 137 00:09:33.220 --> 00:09:35.930 collateral needs to be built around this new market. And that happens all 138 00:09:35.930 --> 00:09:39.400 the time. We find this product is great and it works for this. And then all of 139 00:09:39.400 --> 00:09:42.150 a sudden there's this whole other group that's like, actually we love it too. 140 00:09:42.440 --> 00:09:45.170 For a totally different reason. You're like, oh, shoot, okay, that's a new 141 00:09:45.170 --> 00:09:48.620 vertical for the product kind of like, I don't know, this is kind of a failed 142 00:09:48.620 --> 00:09:52.940 product, but segue. You know, those like nerdy looking scooters right? At 143 00:09:52.940 --> 00:09:56.130 first, it was like tourists and then it became like, eventually they figured 144 00:09:56.130 --> 00:09:59.670 out like, oh, shoot mall cops like these things, right? So it's a wholly 145 00:09:59.670 --> 00:10:03.320 different thing. And that was kind of an older case study because those have 146 00:10:03.320 --> 00:10:06.060 panned out and there's totally different tech on that level now. But 147 00:10:06.240 --> 00:10:11.210 new verticals open up on the bigger level. And sometimes with established 148 00:10:11.220 --> 00:10:16.030 products and markets sometimes and this usually happens slowly, but some like 149 00:10:16.030 --> 00:10:19.500 some customers, well you'll just lose more and more sales because the new 150 00:10:19.500 --> 00:10:23.250 competitors come in usually undercutting the big person and uh you 151 00:10:23.250 --> 00:10:27.040 have to make a pivot there too. But if sales are starting to get the sense 152 00:10:27.040 --> 00:10:31.200 that it's not, they're losing more, losing things to a new competitor of 153 00:10:31.200 --> 00:10:35.300 some kind and that we need to make a shift either to a new market or change 154 00:10:35.300 --> 00:10:38.230 the product. Then those are all conversations. Usually that one has to 155 00:10:38.230 --> 00:10:43.470 be had with the product team too. So few different scenarios. Yeah, but 156 00:10:43.480 --> 00:10:47.850 marketing should be involved in all those things and they're going to be 157 00:10:48.240 --> 00:10:53.190 probably the last to know and sales needs to be the one telling them Yeah. 158 00:10:53.190 --> 00:10:58.220 Usually sales will just keep, we'll just pivot and uh marketing still 159 00:10:58.220 --> 00:11:03.380 producing blog posts for the old person, the old target, our audience for like 160 00:11:03.380 --> 00:11:07.570 six months. And we're like, oh I didn't realize you changed could have produced 161 00:11:07.570 --> 00:11:14.290 a lot of other content, you could have told me. Yeah, for sure. Well, so a lot 162 00:11:14.290 --> 00:11:21.750 of, a lot of people sell to marketers, not everyone, but some people get the 163 00:11:21.750 --> 00:11:25.420 pleasure of selling directly to the piece of marketing directors of 164 00:11:25.420 --> 00:11:33.090 marketing. And if they are new to the world of marketing and I'm just talking 165 00:11:33.090 --> 00:11:36.940 about myself here, If there was anything, I feel like I've had this 166 00:11:36.940 --> 00:11:40.530 like immersive experience into the world of B2B marketing and I've learned 167 00:11:40.530 --> 00:11:45.550 a ton, but it hasn't ever been like listed out in in priority has and if 168 00:11:45.550 --> 00:11:50.970 you were to kind of hand off a list of of like a syllabus for somebody who's 169 00:11:50.970 --> 00:11:56.960 selling to marketers of what they need to know um whether it's industry trends 170 00:11:56.970 --> 00:12:02.400 or what's going to be the priority for a typical marketer as of today, what do 171 00:12:02.400 --> 00:12:08.850 you think? Maybe the top uh one or two areas of of information? They should No 172 00:12:08.860 --> 00:12:13.910 really well about marketers from a sales perspective. Yeah, marketers 173 00:12:13.920 --> 00:12:18.560 generally have too many things going on, they're busy, they're overwhelmed, 174 00:12:18.940 --> 00:12:22.320 they're being asked to take on a lot of different priorities. And this is 175 00:12:22.320 --> 00:12:26.050 honestly the largest challenge for almost all B two B marketers. We did do 176 00:12:26.050 --> 00:12:29.550 a survey of 100 different BB marketers and this was overwhelmingly the biggest, 177 00:12:29.560 --> 00:12:33.910 the biggest problem they're running up against is that there's them, their 178 00:12:33.910 --> 00:12:37.560 executives, even some of their direct reports are all seeing these new shiny 179 00:12:37.570 --> 00:12:42.300 ways of doing things, strategies, tactics, tools And it's not clear which 180 00:12:42.300 --> 00:12:45.670 one is the winner which one is going to be the right thing, but they get sucked 181 00:12:45.670 --> 00:12:48.980 up into trying to accomplish all of them and no matter what size they are 182 00:12:48.990 --> 00:12:51.530 because this is a problem with two people on the marketing team is the 183 00:12:51.530 --> 00:12:54.270 problem with 50 people on the marketing team. They're still trying to 184 00:12:54.270 --> 00:12:57.320 accomplish too much instead of staying focused on the two or three things that 185 00:12:57.320 --> 00:13:01.120 are actually going to work if you can just do only those things over time and 186 00:13:01.120 --> 00:13:05.130 do them remarkably well, they're going to win. So that's kind of like what's 187 00:13:05.130 --> 00:13:08.150 going on within most marking departments, Their little scatterbrain, 188 00:13:08.160 --> 00:13:11.730 they're chasing after too many shiny things. So I think trying to help them 189 00:13:11.730 --> 00:13:15.270 when most of them know that otherwise I wouldn't have shown up on the survey. 190 00:13:15.270 --> 00:13:18.210 We asked them what their biggest struggle was and that's what came up. I 191 00:13:18.210 --> 00:13:24.130 think the other thing is a marketers can smell your bad sales emails from a 192 00:13:24.130 --> 00:13:29.540 mile away. So uh send genuine ones, send authentic ones, put a personal 193 00:13:29.540 --> 00:13:35.670 video in there because I accidentally sent a D. M. On linkedin. I just 194 00:13:35.670 --> 00:13:38.370 archived it right away because it looked like a pitch smelled like a 195 00:13:38.370 --> 00:13:41.780 pitch. Somebody was literally coming to me saying, hey, I want to bring you 196 00:13:41.780 --> 00:13:44.490 clients, I have clients and I think a lot of them would do well with 197 00:13:44.490 --> 00:13:49.360 podcasting. But literally three weeks before I had that same pitch got on a 198 00:13:49.360 --> 00:13:53.160 phone call with the guy and he was trying to sell me like his marketing 199 00:13:53.160 --> 00:13:56.670 services. I'm like, oh you made it sound like you had a bunch of clients, 200 00:13:56.670 --> 00:14:03.180 you already had that wanted a podcast but you, you got me, you wasted 5, 10 201 00:14:03.180 --> 00:14:07.620 minutes of my time now. So the next time that thing came along, I spammed 202 00:14:07.620 --> 00:14:11.350 it. That guy was hungry though and he reached out to James and reached out to 203 00:14:11.350 --> 00:14:14.040 me multiple times and I was like ok I'll give you a meeting and I'm like oh 204 00:14:14.040 --> 00:14:17.040 it looks like a legitimate like you actually do want to partner with this. 205 00:14:17.040 --> 00:14:22.700 Fantastic. His email was very well crafted but it sounded, it smelled like 206 00:14:22.700 --> 00:14:27.720 spam and marketers can see them difference like a mile away. So be 207 00:14:27.720 --> 00:14:31.580 careful and how you send your emails, your D. M. S. And your messages try to 208 00:14:31.580 --> 00:14:35.810 make them genuine, try to try to read their profiles and customize it or lead 209 00:14:35.810 --> 00:14:39.840 with overwhelming value, which one's breakthrough for you. Then as a 210 00:14:39.840 --> 00:14:44.340 marketer ones, anyone where they felt like they even took two seconds to 211 00:14:44.340 --> 00:14:48.550 actually read my profile or understand this a little bit of who I am if they 212 00:14:48.550 --> 00:14:52.470 customized it in a way I knew couldn't be automated. And because I do a lot of 213 00:14:52.470 --> 00:14:55.420 marketing automation, a lot of marketers do we know what's possible to 214 00:14:55.420 --> 00:15:00.020 automate, right? So it's just, it's just so obvious. I wouldn't even worry 215 00:15:00.020 --> 00:15:03.050 about personalizing it with like first name, like that's anything that can be 216 00:15:03.050 --> 00:15:07.820 automated isn't a good sign to make it personal. That's why I love personal 217 00:15:07.820 --> 00:15:12.310 video. Like with bom bom videos, it's like a freakin secret weapon because 218 00:15:12.310 --> 00:15:16.700 you break everybody's barrier with that and they actually watch it. They might 219 00:15:16.700 --> 00:15:19.300 not be in market for what you're selling but they're going to consume 220 00:15:19.300 --> 00:15:22.190 the message. If you send them a personal video, especially if you have 221 00:15:22.190 --> 00:15:26.050 the whole white board with their name in it. Like what's up chuck, They're 222 00:15:26.050 --> 00:15:30.760 going to fricking click that and they're gonna watch it. Oh my gosh, do 223 00:15:30.760 --> 00:15:36.140 you have a white board easel whiteboard? Yes, here it is. It's like a little 224 00:15:36.140 --> 00:15:40.180 tiny white board you can buy on amazon for like 10 bucks or something's by a 225 00:15:40.180 --> 00:15:43.710 peck of white board markers and the little, what I love about bom, bom and 226 00:15:43.710 --> 00:15:46.870 loom does this to, to some degree of a bomb bomb. Does it better? An email is 227 00:15:46.870 --> 00:15:50.290 that it captures a gift. So if you inserted in the email has that first 228 00:15:50.290 --> 00:15:53.380 five seconds, you can have a picture of you holding up the white board being 229 00:15:53.380 --> 00:15:58.290 like put their first name on it and you waving Hey Yeah, that that's going to 230 00:15:58.290 --> 00:16:00.860 increase your click through rate and people are gonna consume your message 231 00:16:01.140 --> 00:16:05.060 from there. It's up to your message to carry the weight. But like if, if 232 00:16:05.070 --> 00:16:08.450 people can tell that it's not automated, they're going to give you the time and 233 00:16:08.450 --> 00:16:11.040 they'll, they'll even give you a fist bump if you do it well because 234 00:16:11.040 --> 00:16:14.360 marketers, marketers are just going to spam your messages all day every day. 235 00:16:14.840 --> 00:16:20.290 We were talking about this the other day of how it can quickly make things 236 00:16:20.290 --> 00:16:25.330 super, you know, disarmed people who maybe are not thrilled with you in just 237 00:16:25.330 --> 00:16:29.310 a way of being like on the other side of the screen I'm a person and I am 238 00:16:29.310 --> 00:16:32.520 either sorry for what happened or I'm thrilled we're talking or whatever it 239 00:16:32.520 --> 00:16:36.710 is, it takes out this transactional element that can be confused by the 240 00:16:36.710 --> 00:16:39.940 nature of email being email, but I don't have a white board. I need to get 241 00:16:39.940 --> 00:16:43.700 a white board because I just get away. I just smile and wave and then I have 242 00:16:43.700 --> 00:16:47.070 to go at a new, I have to add in the white board, it's so easy to throw 243 00:16:47.070 --> 00:16:50.690 their name on the white board and get them. It will earn you way more clicks, 244 00:16:50.700 --> 00:16:53.540 which will make a difference in the long run. It will actually like, it's 245 00:16:53.540 --> 00:16:58.530 like an extra five seconds of time, but it'll save you so much time because 246 00:16:58.530 --> 00:17:02.300 you'll get so many more people watching those things and I totally didn't even 247 00:17:02.300 --> 00:17:07.819 think about that being an indicator of personalization in that they might 248 00:17:07.819 --> 00:17:12.099 think this is a generic video, I'm not going to watch it. And a lot of people 249 00:17:12.099 --> 00:17:16.740 use generic videos, but there's, if you can't, you can do this with images, you 250 00:17:16.740 --> 00:17:21.680 can automatically like Photoshop and image in mass to a person, but you 251 00:17:21.680 --> 00:17:25.970 can't do it with video. So it's really hard to fake with video, which is why 252 00:17:25.970 --> 00:17:29.630 it still works and somebody will figure it out eventually and then it won't, 253 00:17:29.630 --> 00:17:34.260 but for now it's working really well. It's the, it's the new thing for a 254 00:17:34.260 --> 00:17:37.360 while. I love that. Yeah, it's worked really, really well for me and it's 255 00:17:37.370 --> 00:17:42.780 it's been an awesome way to especially get people to not get them to but but 256 00:17:42.780 --> 00:17:47.950 engage with people who maybe haven't read the first outreach or the linkedin 257 00:17:47.950 --> 00:17:52.650 message or great conversations have gone quiet. It's just a way of being 258 00:17:52.650 --> 00:17:56.440 like where are we at this? Great chat? Um so it's great for marketing, great 259 00:17:56.440 --> 00:18:01.670 for sales, big fan of it. I feel like I I feel like I have so many more like 260 00:18:02.140 --> 00:18:05.330 tools, my toolbox guns in my whole stores, whatever that expression is in 261 00:18:05.330 --> 00:18:11.690 terms of how to use content to the best of the, to the full extent that 262 00:18:11.690 --> 00:18:16.020 marketing has created it for give feedback to you guys about what you 263 00:18:16.020 --> 00:18:19.460 need, what makes you do your job better. And then also just gives me deep 264 00:18:19.460 --> 00:18:22.570 respect for what you guys are doing because in in the same way that you 265 00:18:22.570 --> 00:18:25.900 said you like to sit in the seat of a sales person, I'd like to sit in the 266 00:18:25.900 --> 00:18:29.770 seat of a marketer and because that is not my my skill set and I think it 267 00:18:29.770 --> 00:18:34.480 would quickly sometime and I'll give you a marketing task and put you 268 00:18:34.480 --> 00:18:38.250 through. It'll be really fun. Yeah, I love to do that. Well, thank you so 269 00:18:38.250 --> 00:18:43.460 much for joining me on B. Two B growth. Absolutely good to be a guest on the 270 00:18:43.460 --> 00:18:45.560 show. I also co host 271 00:18:46.940 --> 00:18:48.350 uh the best 272 00:18:51.340 --> 00:18:54.950 one of the things we've learned about podcast audience growth is that word of 273 00:18:54.950 --> 00:18:59.630 mouth works. It works really, really well actually. So if you love this show, 274 00:18:59.630 --> 00:19:03.560 it would be awesome if you texted a friend to tell them about it. And if 275 00:19:03.560 --> 00:19:07.890 you send me a text with a screenshot of the text you sent to your friend meta, 276 00:19:07.900 --> 00:19:11.530 I know I'll send you a copy of my book, content based networking, how to 277 00:19:11.540 --> 00:19:16.470 instantly connect with anyone you want to know. My cell phone number is 4074 278 00:19:16.470 --> 00:19:21.770 90 3 3 - eight. Happy texting.