Mastering B2B Outbound Sales In 2024: Strategies and Tactics for Account Executives and Sales Team

[00:00:00] B2B Outbound Sales Event: Insights from 9 Practitioners

[00:00:00] Taylor Wells: What's Up GTM listeners? 
[00:00:01] Taylor Wells: In this episode we're going to be highlighting a recent event I hosted all around b to b outbound sales, prospecting and everything in between. 
[00:00:12] Taylor Wells: In this event we it's a little bit unique where we had nine different practitioners that are all experts in different areas. 
[00:00:19] Taylor Wells: It could be tapping into niche communities, social selling, cold email, cold calling, how to maximize conferences, how to get warm introductions, how to make sure your email domains are set up correctly to do any sort of email prospecting. 
[00:00:35] Taylor Wells: It was a packed full event. 
[00:00:37] Taylor Wells: I personally learned a ton. 
[00:00:38] Taylor Wells: I'm going to be rewatching the recording myself just because these speakers really respect all of them. 
[00:00:43] Taylor Wells: They all really brought a lot of really interesting insights. 
[00:00:46] Taylor Wells: I'm excited for you to listen in. 
[00:00:48] Taylor Wells: This is also something we're going to be doing moving forward as well. 
[00:00:50] Taylor Wells: Hopefully every month we're going to be doing a different topic, go to market topic. 
[00:00:55] Taylor Wells: Next month will be inbound marketing. 
[00:00:58] Taylor Wells: We'll probably do a partnership, one maybe community led growth, product led growth, different go to market motions and tactics you can use to grow your organization. 
[00:01:07] Taylor Wells: We'll bring on experts in this fast paced, high intensity event format where we're really laying it all out for you. 
[00:01:14] Taylor Wells: I'm almost thinking this as like the TikTok of b two B events in the sense that we're combining really fast paced, insightful, the best of the best insights, but in a more of long form format where you're kind of getting best of both worlds. 
[00:01:28] Taylor Wells: So hope you really enjoyed this. 
[00:01:30] Taylor Wells: Let's jump right in to b two b outbound listening from nine practitioners, nine different practical topics. 
[00:01:37] Taylor Wells: Hey, everyone, thanks for joining us today. 
[00:01:40] Taylor Wells: We're going to get right started jumping in with Will, talking about how to do great cold emails. 
[00:01:49] Taylor Wells: Hey, Will, thanks for joining us. 
[00:01:50] Will Aitken: Hey, Taylor, thanks for having me, Matt. 
[00:01:52] Will Aitken: Good to be here.

[00:01:53] How to Send a Good Cold Email in 2024

[00:01:53] Will Aitken: All right, folks, my name is Will Aiken, chatting about how to send a good cold email in 2024. 
[00:01:58] Will Aitken: So let's talk about that, shall we? 
[00:02:02] Will Aitken: Taylor, you're going to ask me questions or do you want me to spiel for nine minutes? 
[00:02:06] Taylor Wells: What's the deal? 
[00:02:07] Taylor Wells: Let's spiel for nine minutes. 
[00:02:08] Taylor Wells: I'd love to hear. 
[00:02:08] Taylor Wells: We got a short time frame, so I love to hear. 
[00:02:11] Taylor Wells: Give me your three to five best cold email practices. 
[00:02:15] Taylor Wells: Let's do it. 
[00:02:16] Taylor Wells: All right, I'm going to go through them. 
[00:02:18] Will Aitken: So first of all, before we even start considering writing an email, we need to keep some rules in mind for our cold emails. 
[00:02:25] Will Aitken: People get a lot of cold emails these days and most of the folks we're reaching out to, they're super freaking busy. 
[00:02:30] Will Aitken: They're like, got a million things to do on their plate. 
[00:02:32] Will Aitken: And although most buyers would prefer getting a cold email over a cold call, the reason why they prefer that is because it's way easier to ignore. 
[00:02:38] Will Aitken: So we got to recognize that when people are in their inbox, when they're looking at these cold emails, when they're receiving over 100 cold emails a day, in some cases, we need to give ourselves the best chance of actually getting them to read the email. 
[00:02:49] Will Aitken: Which means that there are a few considerations to make. 
[00:02:52] Will Aitken: Number one, we got to get that bad boy opened. 
[00:02:54] Taylor Wells: And to do that we got to. 
[00:02:55] Will Aitken: Write a good subject line and make sure our preview text does not tip people off that what is in the email before they open it is something useless. 
[00:03:04] Will Aitken: Because even if the message is great, if they think it's cold email, they're on defense mode. 
[00:03:08] Will Aitken: They're trying to save time, they're trying to get their job done. 
[00:03:10] Will Aitken: So they're just going to whack the leap for anything that looks like a marketing or sales email. 
[00:03:13] Will Aitken: So my first thing to consider is to get your emails opened. 
[00:03:17] Will Aitken: Stop trying so hard. 
[00:03:18] Will Aitken: This is quite a hot take in some cases because people are like, oh, whack their name in the subject line, do this, do this crazy pattern interrupt. 
[00:03:25] Will Aitken: I go the complete opposite direction. 
[00:03:27] Will Aitken: You want to do everything you can to make sure your email doesn't raise alarm bells in the minds of your prospects. 
[00:03:33] Will Aitken: It doesn't make them go, this is definitely a sales and marketing email. 
[00:03:36] Will Aitken: So instead I'm a real big fan of literally one word subject lines. 
[00:03:41] Will Aitken: I know that sounds like not much, but if you can just summarize the content of your email in just one word, then it's going to pique their curiosity more than saying some creative question or including their name in the subject line or whatever it may be. 
[00:03:57] Will Aitken: Now the other consideration in your inbox. 
[00:03:59] Will Aitken: If you look in your inbox right now, you're going to see the subject lines of the emails and then the preview text. 
[00:04:03] Will Aitken: The preview text is almost as important as the subject line. 
[00:04:06] Will Aitken: If they look at that and they're not sure about it, they might default to look at the preview text. 
[00:04:09] Will Aitken: Most cold emails from salespeople, they start the exact same way normally starts. 
[00:04:14] Taylor Wells: Hey Taylor, I hope you're doing well. 
[00:04:18] Will Aitken: I wanted to reach out because I noticed this thing. 
[00:04:24] Will Aitken: So to again avoid fitting into that pattern of spamming sales and marketing emails, just try and start your email in a different way. 
[00:04:32] Will Aitken: Basically don't start the email with yourself. 
[00:04:34] Will Aitken: Instead jump straight into the body of the email. 
[00:04:37] Will Aitken: A lot of them also start with hey Taylor, I hope you're doing well. 
[00:04:40] Will Aitken: How are you? 
[00:04:41] Will Aitken: Whatever. 
[00:04:42] Will Aitken: If we can actually just try and move the first bit of the email to a little bit further along the way. 
[00:04:47] Will Aitken: So we're not starting with hello Taylor or hi Taylor or Hey Taylor or good morning Taylor, and instead just go straight into the body of the email and then tack Taylor's name onto the end of that so we still know it's for him. 
[00:04:58] Will Aitken: Then we're also going to see a lot more wins. 
[00:05:00] Will Aitken: So how does that actually sound? 
[00:05:01] Will Aitken: Because now we're getting to the body of the email. 
[00:05:02] Will Aitken: When we talk about preview text, my email body itself is going to be broken down into four segments and it's going to be short, ideally under 75 words. 
[00:05:15] Will Aitken: That's the sweet spot, I find. 
[00:05:17] Will Aitken: I'm going to make sure it's not formatted like one big bulky paragraph. 
[00:05:20] Will Aitken: Because let's be real, when we open something and we look at it and it's long, our eyes immediately glaze over and we don't want to read that. 
[00:05:27] Will Aitken: So we're going to split out of lots of white space, kind of like a LinkedIn post. 
[00:05:30] Will Aitken: You know how everyone does the double spacing on LinkedIn posts? 
[00:05:33] Will Aitken: Same reason it's easier to read something when it's broken out for you. 
[00:05:36] Will Aitken: And the four paragraphs I'm going to use are these. 
[00:05:40] Will Aitken: So I call this framework, the OPSA framework and I just call it that because I want to give it a name. 
[00:05:46] Will Aitken: But it starts like this observation that's about them that you've noticed to get their attention, show you've done their research and explain exactly why you reached out to them. 
[00:05:54] Will Aitken: In particular, P stands for problem. 
[00:05:57] Will Aitken: Then you're going to tie a problem into the observation you make up front, highlight that challenge or problem for that customer, again further explaining why you're reaching out, but also not talking about your product or solution up front. 
[00:06:08] Will Aitken: Because we don't want to be pitching in these things because again, that meets the pattern of most sales and marketing emails solution. 
[00:06:14] Will Aitken: So that could be a customer story or a little bit about how you help customers solve the problem that you just mentioned. 
[00:06:19] Will Aitken: And then a stands for ask, which is typically in a cold email, a closed ended question that makes it super easy to respond to. 
[00:06:28] Will Aitken: So let's go through a little framework here. 
[00:06:30] Will Aitken: Observations that's going to sound like this, hey Taylor, it looks like this thing is happening. 
[00:06:35] Taylor Wells: Or I could even just start with. 
[00:06:38] Will Aitken: Looks like this thing is happening, Taylor. 
[00:06:40] Will Aitken: And then I'm avoiding hitting that pattern of hey, Taylor. 
[00:06:43] Will Aitken: Which pretty much every cold email to. 
[00:06:44] Taylor Wells: Taylor. 
[00:06:47] Will Aitken: And it looks like this thing's happening. 
[00:06:48] Will Aitken: And that's not going to be some weird personalization, like it looks like you went to this university or it looks like you love cats and dogs. 
[00:06:54] Will Aitken: It's going to be something about Taylor's business that suggests, or allows us to hypothesize that a problem is taking place. 
[00:07:01] Taylor Wells: So I could say, hey, Taylor, looks. 
[00:07:04] Will Aitken: Like your marketing team's headcount is down 2024. 
[00:07:06] Will Aitken: And then we can go into a problem statement related to observation. 
[00:07:11] Will Aitken: If I'm selling a LinkedIn ad management service, I could say a lot of folks, when they have headcount reduction, where people leave or there's layoffs taking place, they find that there's no one left to manage ads or managing ad campaigns becomes one of the most time consuming. 
[00:07:28] Taylor Wells: Tasks on the team. 
[00:07:30] Will Aitken: So that's my problem statement. 
[00:07:32] Will Aitken: Now I'm elaborating on a problem and it's related to the observation, the fact that Taylor's teams got smaller over the past year, let's say. 
[00:07:38] Will Aitken: And then I go into the solution companies, work with us to leverage our expertise and make sure those don't get dropped off. 
[00:07:46] Will Aitken: And then I can go into a question, does this sound interesting? 
[00:07:50] Will Aitken: Does it sound like it's worth a chat? 
[00:07:53] Will Aitken: Have you worked with any agencies in the past? 
[00:07:55] Will Aitken: And that's the perfect framework for a first touch cold email. 
[00:07:58] Will Aitken: That again, observation explains why you're reaching out. 
[00:08:02] Will Aitken: Problem. 
[00:08:02] Will Aitken: This is something that I think might be happening as a result of what I looked at. 
[00:08:06] Will Aitken: Solution. 
[00:08:07] Will Aitken: This is how we help other companies with that problem. 
[00:08:09] Will Aitken: And then ask a closed ended CTA that makes it super duper easy for them to get back to your email.

[00:08:15] Tips for Effective Email Marketing

[00:08:15] Will Aitken: That's a lot right there, Taylor. 
[00:08:17] Will Aitken: Have I hit nine minutes yet? 
[00:08:18] Will Aitken: Sometimes time flies. 
[00:08:20] Taylor Wells: You got probably another 30 to 60 seconds. 
[00:08:22] Taylor Wells: Just real quick for observation. 
[00:08:24] Taylor Wells: I love that you're first a pattern disruptor. 
[00:08:26] Taylor Wells: And with marketing and sales, I think one of the biggest takeaways I've ever gotten is just be different. 
[00:08:32] Taylor Wells: Right. 
[00:08:32] Taylor Wells: If everyone else is doing something, try to stand out a little bit. 
[00:08:35] Taylor Wells: Anything for a follow up email real quick before we go on to Mandy. 
[00:08:39] Will Aitken: I was hoping I'd have time for that. 
[00:08:41] Will Aitken: So that's great. 
[00:08:42] Taylor Wells: Yeah. 
[00:08:42] Will Aitken: So again, follow up emails. 
[00:08:43] Will Aitken: You want to just now, if your first email didn't work, you want to switch up the tone, the pattern, what you're saying in the email. 
[00:08:49] Will Aitken: So any follow up emails, whether it's one, two, three potentially follow up emails, make sure they're spaced out, but try and switch the message in those. 
[00:08:56] Will Aitken: So, people, because your first email was short and didn't do too much pitching, your second email could maybe clarify a little bit more exactly how you help your customers. 
[00:09:05] Will Aitken: And there you go into a bit more detail of your service. 
[00:09:08] Will Aitken: Or you could maybe highlight another challenge that you help customers solve because you can probably assume that if the first one didn't land, then it's worth switching up the tone. 
[00:09:15] Will Aitken: What you don't want to do is just be bumping thoughts circling back on this touching base because those things tend to lend to unsubscribes and of course, spam reports, which are bad news for your domain reputation, which I believe you've got Jesse in to talk about today. 
[00:09:29] Taylor Wells: A little bit later. 
[00:09:30] Will Aitken: And I'm sure he'll touch on that as well. 
[00:09:32] Taylor Wells: Totally will. 
[00:09:33] Taylor Wells: Awesome. 
[00:09:34] Taylor Wells: Thank you so much. 
[00:09:34] Taylor Wells: I'm sure we could spend another hour talking about email in general, folks. 
[00:09:38] Taylor Wells: Go follow Will. 
[00:09:39] Taylor Wells: We'll put your link in, the show notes and everything. 
[00:09:41] Taylor Wells: Great content. 
[00:09:42] Taylor Wells: We'll love all your content, especially on LinkedIn. 
[00:09:44] Taylor Wells: Thanks so much, Will. 
[00:09:46] Will Aitken: Thank you, Della. 
[00:09:46] Taylor Wells: Thanks for inviting me.

[00:09:48] The Power of Social Selling: Stand Out and Build Relationships

[00:09:48] Taylor Wells: All right, let's bring Mandy on stage. 
[00:09:51] Taylor Wells: I've been following your content on LinkedIn for a while around social selling. 
[00:09:54] Taylor Wells: So in the next 8910 minutes or so, give us your rundown on your best practices for social selling. 
[00:10:00] Mandy McEwen: Yes, definitely. 
[00:10:01] Mandy McEwen: So this is a perfect tee up for Will's awesome chat there. 
[00:10:06] Mandy McEwen: And what I like about what we're talking about today is we're all talking about ways to stand out, right? 
[00:10:11] Mandy McEwen: Like Will's talking about, hey, you need to look different. 
[00:10:13] Mandy McEwen: You need to be different. 
[00:10:14] Mandy McEwen: So what I love about social selling is it allows you to stand out. 
[00:10:18] Mandy McEwen: And so when we're talking today about cold email and cold calling and all the ways to stand out, when you start with social, it's actually not that cold, right? 
[00:10:27] Mandy McEwen: So we're trying to start on social to build these relationships, to engage with people. 
[00:10:32] Mandy McEwen: And that is the way everything is shifting, right? 
[00:10:34] Mandy McEwen: Every single person that's on this today, all these speakers, they have a presence on LinkedIn. 
[00:10:38] Mandy McEwen: They understand the power of social slang. 
[00:10:40] Mandy McEwen: They could all talk about the same things I'm about to talk about because they get, it's not, we're not in a silo anymore. 
[00:10:46] Mandy McEwen: We're not just doing cold call, cold email. 
[00:10:48] Mandy McEwen: It really needs to come together because that is the way that the market has shifted. 
[00:10:52] Mandy McEwen: So people want to do business with people that they know, like and trust. 
[00:10:56] Mandy McEwen: So if I'm going to reach out to you, Taylor, and I'm going to hit you up on cold email or even cold call, and you might be interested in my products, you might visit my LinkedIn profile. 
[00:11:06] Mandy McEwen: And if it's crap and I haven't posted in nine months, and there's like two things on it, you might be like, nah, I don't know. 
[00:11:13] zoë hartsfield: Right. 
[00:11:14] Mandy McEwen: And this isn't even if I'm reaching out on LinkedIn, I was talking about this is where people go. 
[00:11:18] Mandy McEwen: They're looking to see, does this person have a presence and a company. 
[00:11:22] Mandy McEwen: So this is the power of social, and the challenge is with salespeople. 
[00:11:27] Mandy McEwen: That's why I'm here in Vegas right now speaking about this exact same thing is they're just not doing, just quite frankly, they're not doing it. 
[00:11:34] Mandy McEwen: And it's almost like you don't know what you don't know. 
[00:11:36] Mandy McEwen: They don't understand it. 
[00:11:37] Mandy McEwen: They don't know really how they should be using it. 
[00:11:39] Mandy McEwen: They're just leveraging sales navigator to do some basic research and maybe to build some lists so they're not taking it that step further. 
[00:11:47] Mandy McEwen: Like when I was speaking yesterday in front of 379 plus people here in Vegas, and I asked a question, how many of you are leaving comments? 
[00:11:54] Mandy McEwen: Like at least one comment a week on people's posts, right? 
[00:11:58] Mandy McEwen: And there's like two people that raise their hand, they're not even leaving comments.

[00:12:02] The Friendly Leader Method for Engaging with Prospects on LinkedIn

[00:12:02] Mandy McEwen: And so I want to talk now about my friendly leader method, which is essentially what I just said. 
[00:12:08] Mandy McEwen: But this works really well when obviously people are active. 
[00:12:11] Mandy McEwen: I understand that not all of our prospects are actively using LinkedIn, but there's other ways you can do this. 
[00:12:15] Mandy McEwen: You can even engage with a company page and then start dialogue from there. 
[00:12:19] Mandy McEwen: But how my friendly leader method works is you go, you have a list of prospects. 
[00:12:24] Mandy McEwen: Obviously this works amazingly if you have sales navigator. 
[00:12:26] Mandy McEwen: If not, you can still do this with the free version of LinkedIn or LinkedIn Premium, but you go and you engage with them. 
[00:12:31] Mandy McEwen: So if they're posting content, awesome, engage with it, leave a comment like it, et cetera. 
[00:12:36] Mandy McEwen: If they're not, look for something else on their profile that you can relate to. 
[00:12:39] Mandy McEwen: You can call something out that's personal. 
[00:12:41] Mandy McEwen: You could also go engage with their company content. 
[00:12:43] Mandy McEwen: So I've actually had clients, land clients they were going after from engaging with their company content alone because they started to see that familiar face, and then they start engaging with other people, sending connection requests throughout the company, and then you send a connection request after you engage whether know, on Twitter even. 
[00:13:00] Mandy McEwen: Right. 
[00:13:00] Mandy McEwen: It could be anything like, look to see where this person is. 
[00:13:03] Mandy McEwen: What are they doing on social? 
[00:13:04] Mandy McEwen: Are they on Twitter? 
[00:13:05] Mandy McEwen: We talked about Twitter yesterday, too, because in know, Twitter or x, sorry, x, I'm still not used to calling is still a viable way to reach out to people to engage, to retweet, to respond, to start the dialogue. 
[00:13:18] Mandy McEwen: So it's all about starting that conversation and then standing out.

[00:13:21] Building Relationships and Trust in Sales

[00:13:21] Mandy McEwen: So what can we do to mention that? 
[00:13:23] Mandy McEwen: Hey, I actually did my homework, and I know about you. 
[00:13:26] Mandy McEwen: Let's seem like real human beings here. 
[00:13:29] Mandy McEwen: That's why I call it my friendly leader method, because essentially, as salespeople, we're just trying to be everyone's friend. 
[00:13:34] Mandy McEwen: And if we're doing that in a way that is genuine and it doesn't come across slimy, it works really well because most salespeople are just like, I want to hit my numbers. 
[00:13:43] Mandy McEwen: I want to blast out as many as I can, throw a stuff at the wall, and hope it sticks. 
[00:13:47] Mandy McEwen: So that's a method that I have been utilizing my clients, and it's successful. 
[00:13:53] Mandy McEwen: But you have to think outside the box, too, when it comes. 
[00:13:56] Mandy McEwen: Know, where are these people hanging out? 
[00:13:57] Mandy McEwen: Does that make sense? 
[00:13:59] Taylor Wells: I love it. 
[00:13:59] Taylor Wells: Mandy, anything from a leadership standpoint, because I imagine, especially building relationships, building friendships, takes time. 
[00:14:05] Taylor Wells: Right. 
[00:14:06] Taylor Wells: It's not just the sales cycle or the marketing cycle, if you would, is going to be longer than maybe some people expect, but it proves great results in the long run. 
[00:14:16] Taylor Wells: How to create a culture of it, and how can leaders create a culture? 
[00:14:20] Taylor Wells: If you mind a follow up question. 
[00:14:23] Mandy McEwen: Yeah, that is a really great question. 
[00:14:25] Mandy McEwen: Lead by example. 
[00:14:27] Mandy McEwen: Right? 
[00:14:27] Mandy McEwen: So when I'm working with companies, I want the leaders to actually do what I'm saying. 
[00:14:32] Mandy McEwen: And so the best successes that I've seen with companies that I've worked with is the leaders are doing the same things that I'm telling the SDRs and AES to do. 
[00:14:40] Mandy McEwen: Right. 
[00:14:40] Mandy McEwen: So if we can get them to at least partly do what we're talking about here and get them to, it's all about, like, we need buy in from the top. 
[00:14:50] Mandy McEwen: We need people to believe in this. 
[00:14:52] Mandy McEwen: It's not just about what tactics do we do. 
[00:14:54] Mandy McEwen: How do we talk to people? 
[00:14:55] Mandy McEwen: How do we resonate? 
[00:14:56] Mandy McEwen: How do we not look like a slimy salesperson like everyone else? 
[00:14:59] Mandy McEwen: Those are all like, obviously, okay, we agree with that. 
[00:15:02] Mandy McEwen: But does leadership actually believe in the power of social? 
[00:15:06] Mandy McEwen: Do they believe that this works? 
[00:15:07] Mandy McEwen: And what are they doing themselves. 
[00:15:09] Mandy McEwen: And so it all starts at the top, right? 
[00:15:11] Mandy McEwen: And so it's difficult to come into an organization where the leaders aren't doing crap on social and they don't really care unless they're ready to change and make that change and care. 
[00:15:21] Mandy McEwen: That's a whole different ballgame. 
[00:15:23] Mandy McEwen: But we have to have the leaders also be in this because this is what their teammates are looking to them for. 
[00:15:28] Taylor Wells: Also. 
[00:15:28] Mandy McEwen: It's like, hey, I want to see if you believe in this and you're doing it, then I'm going to follow suit. 
[00:15:33] Mandy McEwen: But if you don't, why the hell am I doing know? 
[00:15:37] Taylor Wells: Well said. 
[00:15:38] Taylor Wells: Love that.

[00:15:38] Maximizing time on LinkedIn

[00:15:38] Taylor Wells: Mandy, any thoughts on even. 
[00:15:41] Taylor Wells: I'm sure you have lots of thoughts on this as far as like time commitment and how much, especially from a know a C suite or whatnot that are thinking about integrating this. 
[00:15:49] Taylor Wells: And then for the rest of their, I can see especially lean by example know how do I have time and then how do you think about that and how do you advise your clients on that? 
[00:15:59] Mandy McEwen: Yeah, that's a really good point. 
[00:16:01] Mandy McEwen: I'm glad you brought that up. 
[00:16:02] Mandy McEwen: So I am a huge fan of time blocking. 
[00:16:06] Mandy McEwen: And so we have a 1 hour a day checklist that we have for our clients and we encourage everyone to time block. 
[00:16:13] Mandy McEwen: And I do it in 15 minutes increments. 
[00:16:16] Mandy McEwen: So, for example, every single day. 
[00:16:18] Mandy McEwen: And it could vary on the day depending on what you have going on, but it could be spend 15 minutes leaving comments on prospects and industry leaders post, spend another 15 responding to messages, spend another 20 sending x number of connection requests, send another 20 on looking in sales navigator. 
[00:16:36] Mandy McEwen: So when you are serious about doing this and you actually put specifics, not just like, hey, I'm going to spend an hour a day on LinkedIn. 
[00:16:44] Mandy McEwen: We have a checklist, look at it, follow it. 
[00:16:46] Mandy McEwen: Don't just go on and meander around and then before you know it's 50 minutes later and you've done absolutely nothing. 
[00:16:52] Mandy McEwen: You have to be diligent with your time. 
[00:16:54] Mandy McEwen: But this also goes back to leadership too. 
[00:16:56] Mandy McEwen: Is like, are you allowing your people to make an effort, a concentrated effort on LinkedIn? 
[00:17:01] Mandy McEwen: Because it's all about consistency, right? 
[00:17:02] Mandy McEwen: Social is all about consistency. 
[00:17:04] Mandy McEwen: You have to be doing it every single day for it to actually pay dividends. 
[00:17:08] Mandy McEwen: And so I love the time blocking strategy because it's there, it's on your calendar and it's very specific on what they want to do. 
[00:17:14] Mandy McEwen: And then they can even set a timer. 
[00:17:16] Mandy McEwen: So that's ideally how I like to go about doing it. 
[00:17:19] Mandy McEwen: And it keeps everyone structured because our days are crazy. 
[00:17:22] Mandy McEwen: Like, there's so much going on, we're getting bombarded. 
[00:17:24] Mandy McEwen: And if we can have that time and then just shut everything out and actually do it, it doesn't take very long for you to see results. 
[00:17:32] Taylor Wells: I love that. 
[00:17:33] Taylor Wells: I'm sure you get better and better the more you do it, obviously, and that consistency over time.

[00:17:37] Social Selling: Building Relationships through Online Engagement

[00:17:37] Taylor Wells: Any closing thoughts, Mandy? 
[00:17:40] Mandy McEwen: Yeah, so closing thoughts is just do it. 
[00:17:42] Mandy McEwen: I feel know, and this is coming up more and know. 
[00:17:45] Mandy McEwen: I've been doing this for a very long time, but specifically, social selling, concentrated effort just in the last few years. 
[00:17:50] Mandy McEwen: And confidence is a huge thing. 
[00:17:52] Mandy McEwen: So if I can leave you all with anything, it's like, have the confidence to go out there and do what we're talking about because there's not enough people doing it. 
[00:17:59] Mandy McEwen: And so you might be worried, like, I don't know what to say. 
[00:18:01] Mandy McEwen: I don't know what to comment. 
[00:18:02] Mandy McEwen: I don't know what to post. 
[00:18:03] Mandy McEwen: You just have to go out there and do it and realize that you're the only one judging yourself. 
[00:18:07] Mandy McEwen: You're looking too far into it. 
[00:18:09] Mandy McEwen: You're thinking too much. 
[00:18:10] Mandy McEwen: Just go out there, do it. 
[00:18:12] Mandy McEwen: Engage, build relationships, send messages, send voice notes, send videos. 
[00:18:16] Mandy McEwen: Act like you would in person at a conference to people. 
[00:18:19] Mandy McEwen: Right. 
[00:18:19] Mandy McEwen: Like, always think of that. 
[00:18:20] Mandy McEwen: Like, what would I say to this person if I was face to face with them? 
[00:18:23] Mandy McEwen: And you just have to be consistent. 
[00:18:24] Mandy McEwen: But the biggest thing that I see over and over again is just the confidence factor of, like, I'm scared. 
[00:18:29] Mandy McEwen: I don't know what to say. 
[00:18:30] Mandy McEwen: What if I say the wrong thing? 
[00:18:31] Mandy McEwen: And it's just when you get in the habit of doing it time and time again, it just becomes like, second nature and easy, and you build your confidence up over. 
[00:18:39] Will Aitken: Ah. 
[00:18:39] Taylor Wells: Love it. 
[00:18:40] Taylor Wells: Well said, mandy. 
[00:18:41] Taylor Wells: Thank you so much for coming on, folks. 
[00:18:42] Taylor Wells: Go follow on LinkedIn. 
[00:18:44] Taylor Wells: Guns are great information on social selling. 
[00:18:46] Taylor Wells: Thanks again, Mandy. 
[00:18:47] Taylor Wells: Safe travels.

[00:18:48] 

[00:18:48] Taylor Wells: All right, we got Zoe here today. 
[00:18:50] Taylor Wells: Hey, Zoe. 
[00:18:51] Taylor Wells: Hi. 
[00:18:51] zoë hartsfield: How's it going? 
[00:18:54] Taylor Wells: Well, thanks for coming on and. 
[00:18:58] Taylor Wells: Yeah, Zoe, honestly, there's probably, like, 20 things I could ask you to share about, but we have you on the dock to talk about how to maximize conferences and booking meetings at conferences. 
[00:19:09] Taylor Wells: So let's dive right in. 
[00:19:11] Taylor Wells: What are your thoughts? 
[00:19:12] zoë hartsfield: My gosh, I have so many thoughts. 
[00:19:14] zoë hartsfield: But I think the real trick about conference and event follow up, maximizing the value of those events, like, 90% of what you need for follow up to book a demo happens before the event occurs. 
[00:19:27] zoë hartsfield: And just like anything else in sales, like whether you're prepping for cold calls or demos or presentations. 
[00:19:33] zoë hartsfield: The power really is in the prep.

[00:19:35] Tips for Preparing for a Conference and Wraparound Events

[00:19:35] zoë hartsfield: So I kind of want to talk about how do you prep for a conference? 
[00:19:39] zoë hartsfield: For a wraparound event that usually happens at a conference like a happy hour, your company throws on the back end of something like a saster or an inbound where you're inviting prospects. 
[00:19:49] zoë hartsfield: And the way that you prep is going to depend on the type of event and your specific organizational structure. 
[00:19:54] zoë hartsfield: But I have a couple of tips that I used as a rep and frameworks that I'll offer and hopefully people can kind of take them and apply them to their situation. 
[00:20:02] zoë hartsfield: So my first tip is you should be working like make marketing your best friend and figure out who the heck is going to be in the room beforehand and then find out, can I invite my prospects? 
[00:20:14] zoë hartsfield: So for a conference, maybe you can't invite people to the conference itself, but if your team is throwing a happy hour the first night of the conference, you can invite your prospects to that happy hour. 
[00:20:24] zoë hartsfield: So you should be coordinating with your marketing team. 
[00:20:26] zoë hartsfield: Hey, this is my top list of accounts. 
[00:20:27] zoë hartsfield: These are the people local to that city. 
[00:20:29] zoë hartsfield: I would really like an invite to these three people. 
[00:20:31] zoë hartsfield: Can we make sure that we send it out? 
[00:20:33] zoë hartsfield: I'll send it out personally. 
[00:20:34] zoë hartsfield: However, you can coordinate that with your team. 
[00:20:36] zoë hartsfield: It's just really important that if you have the opportunity to be in person and be in front of your prospects, be in front of them, and they don't necessarily have to be attending the conference if they're a local. 
[00:20:46] zoë hartsfield: Like, I recently went to a conference and we threw a dinner on the back end of it and there were three prospects that we invited that were top tier accounts that weren't at the conference at all, but they were locals to that city. 
[00:20:59] zoë hartsfield: So take advantage of being in person whenever you can. 
[00:21:03] zoë hartsfield: The thing about if it's a conference is you may not get to see the entire invite list. 
[00:21:08] zoë hartsfield: Even if you're a sponsor, you're not going to see all 10,000 people who registered, but you can definitely see who's sponsoring the conference. 
[00:21:16] zoë hartsfield: So I would say go to the conference website and look through every single sponsor, cross reference that with your account list. 
[00:21:23] zoë hartsfield: Okay, I know that 15 of my top accounts have a booth at this conference and then try and figure out, okay, maybe their sales leader is going to be here, maybe not. 
[00:21:32] zoë hartsfield: Your perfect prospect will be there, but how can you get in front of that logo and start building a relationship? 
[00:21:38] zoë hartsfield: So I would make note of every single potential account that is going to be sponsoring that conference and get in front of them. 
[00:21:44] zoë hartsfield: And then I would also invite people from those logos to your wraparound events as well. 
[00:21:50] zoë hartsfield: Even if you can't get like your number one prospect, maybe you can get the sales manager and you sell to directors of sales, or maybe you can get their marketing manager, but you sell to rev ops. 
[00:22:00] zoë hartsfield: Can you get an in with these companies? 
[00:22:03] zoë hartsfield: And yeah, the conference website is like a great way to do a little bit of that, like back channeling, finding some of those top accounts and cross referencing it with your list. 
[00:22:11] zoë hartsfield: You should also go visit their booths and say, what's up? 
[00:22:13] zoë hartsfield: I would not go to their booth and pitch ever. 
[00:22:16] zoë hartsfield: I think that's kind of rude, personally. 
[00:22:19] zoë hartsfield: Like, they're trying to sell, you're trying to sell. 
[00:22:21] zoë hartsfield: I get it. 
[00:22:21] zoë hartsfield: But go say hi, listen to their pitch, have a conversation, invite them to your happy hour. 
[00:22:26] zoë hartsfield: That's a good way to start building some relationships. 
[00:22:29] zoë hartsfield: But yeah, the magic of follow up. 
[00:22:32] Jesse Ouellette: Is having a reason to follow up. 
[00:22:35] Jesse Ouellette: And there are two things you need. 
[00:22:37] zoë hartsfield: One, I would suggest you build your follow up sequence, at least the framework of it, before the conference even happens. 
[00:22:44] zoë hartsfield: Have like a sequence skeleton or your three touches that you know you want to do. 
[00:22:48] zoë hartsfield: Have something loosely written before the conference occurs so that when you get back the next day you can start running that sequence. 
[00:22:55] zoë hartsfield: But you also need to be able to create a reason to follow up. 
[00:22:59] zoë hartsfield: And I kind of have three c's that I use for memorable follow up. 
[00:23:03] zoë hartsfield: One is conversation. 
[00:23:05] zoë hartsfield: If I have a really good conversation with somebody, I'm taking notes on my phone. 
[00:23:09] zoë hartsfield: I love to ask the question, what's something you're looking forward to in the next 90 days? 
[00:23:14] zoë hartsfield: And somebody might be like, oh, I'm going to run a marathon, or, oh, my daughter is having her first baby, or whatever. 
[00:23:21] zoë hartsfield: Put that in the notes and then put a calendar reminder on your calendar. 
[00:23:25] zoë hartsfield: If they say, hey, my kids are going back to school in two weeks. 
[00:23:30] zoë hartsfield: I can't wait. 
[00:23:30] zoë hartsfield: I'm going to get a break now. 
[00:23:32] zoë hartsfield: You have a piece of relevance and personalization that you can mention just super briefly in your email when you follow up with them of like, oh, yeah, we talked about this. 
[00:23:41] zoë hartsfield: I hope the kids are enjoying the week back at school or something like something legitimate that you talked about. 
[00:23:45] zoë hartsfield: Don't stretch it too far, don't get weird with it. 
[00:23:48] zoë hartsfield: But I've had a lot of success asking people what they're looking forward to and then sending them like, a good luck the day before their marathon or something like that. 
[00:23:55] zoë hartsfield: So conversation notes are critical. 
[00:23:57] zoë hartsfield: I keep them on my phone. 
[00:23:59] Jesse Ouellette: Content. 
[00:24:00] zoë hartsfield: Can I take a picture with the person? 
[00:24:02] zoë hartsfield: Can I film a video with the person? 
[00:24:04] zoë hartsfield: I'm so sorry. 
[00:24:05] zoë hartsfield: I don't know what Zoom has done with this update. 
[00:24:07] Matt Liebman: I love that. 
[00:24:08] zoë hartsfield: Always gives a thumbs up. 
[00:24:09] zoë hartsfield: It's gotten weird. 
[00:24:11] zoë hartsfield: But can I take a piece of content with them that I then can send to them afterwards? 
[00:24:15] zoë hartsfield: I love recording a video, chopping it up into something that they could then post themselves. 
[00:24:19] zoë hartsfield: Like if I could get a video of them giving me their elevator pitch or something like that, give it to my editor, have them chop it into like a TikTok style content and then send it to them a week later and be like, hey, just like, we made this for you. 
[00:24:31] zoë hartsfield: No pressure to use it, but I wanted you to have it because you looked so good and you sounded so great. 
[00:24:34] zoë hartsfield: And I think this is a great piece of content. 
[00:24:36] zoë hartsfield: Great chatting with you, whatever. 
[00:24:38] zoë hartsfield: So you have a reason to follow up, you're giving them something. 
[00:24:40] zoë hartsfield: And then the third thing would be context gifting. 
[00:24:42] zoë hartsfield: So similar to the conversation and the content. 
[00:24:46] zoë hartsfield: If you talked about something, if they were like, oh, that thing I'm really excited about is my first granddaughter is going to be born in three weeks. 
[00:24:53] zoë hartsfield: Can you send them like a onesie or something? 
[00:24:56] zoë hartsfield: There's interesting ways to use direct mail after interacting with somebody in person, using some real personalization, and again, having a reason to follow up. 
[00:25:05] zoë hartsfield: But you need to create that follow up moment when you're in person, be thinking about the follow up as you're talking to them. 
[00:25:12] zoë hartsfield: I prefer to have a meaningful conversation and hit them up about a demo after the event. 
[00:25:18] zoë hartsfield: But I've also had success booking a demo right on site if it makes sense. 
[00:25:22] zoë hartsfield: But if I'm going to follow up with them after the event, I better have a reason to. 
[00:25:25] zoë hartsfield: So you want to create one of those memorable moments, and I leverage those three C's, conversation, content and context gifting. 
[00:25:32] zoë hartsfield: What am I at with time? 
[00:25:34] zoë hartsfield: I've been rambling. 
[00:25:35] Taylor Wells: No, you've been great. 
[00:25:36] Cliff Simon: This is awesome. 
[00:25:37] Taylor Wells: You got about one more minute. 
[00:25:38] Taylor Wells: I just love, first of all, just like some of the two things that stood out so far is like, number one, one of the best questions as to be a good friend, a non judgmental friend, is just ask somebody what they're looking forward to in the future. 
[00:25:49] Taylor Wells: And I love that's a great way just to build a relationship with somebody to figure out what they're excited about. 
[00:25:55] Taylor Wells: Oh, I'm having technical problems now. 
[00:25:59] Taylor Wells: I love that. 
[00:26:00] Taylor Wells: And then also having the content you're giving them something of value. 
[00:26:06] Taylor Wells: That's just so cool. 
[00:26:07] Taylor Wells: And, I mean, it takes a little bit of effort as far as creating content for them. 
[00:26:12] Taylor Wells: So much of folks create content at an event for ourselves, which is great, but I love how you've kind of turned that upside down and given it to them. 
[00:26:20] Taylor Wells: Really powerful stuff.

[00:26:22] 

[00:26:22] Taylor Wells: Anything else in the last minute you want to share with the audience that we haven't talked about? 
[00:26:27] zoë hartsfield: I guess the recap of if you take away three things from this is like, partner with your marketing team to identify those top accounts ahead of time, research who's going to be in the room. 
[00:26:38] zoë hartsfield: And one of the best things we did at Apollo is we started identifying top prospects for our own hosted events. 
[00:26:44] zoë hartsfield: We just put like a little sticker on their badge. 
[00:26:47] Jesse Ouellette: That's it. 
[00:26:48] zoë hartsfield: Just like a little sticker. 
[00:26:50] zoë hartsfield: And that's how we know, like, oh, this is a top account. 
[00:26:52] zoë hartsfield: And so anyone on the team who's talking to them is just aware of that as we're chatting. 
[00:26:57] zoë hartsfield: It doesn't necessarily mean that we approach the conversation super differently. 
[00:27:00] zoë hartsfield: It just means that we're thinking about it in terms of, okay, we've identified this person as somebody who would probably be able to use our tool, so that may shift the conversation slightly. 
[00:27:10] zoë hartsfield: And then finally, I love telling people what the subject line of my follow up email is going to be. 
[00:27:16] zoë hartsfield: And I usually use like an inside joke that we created during the conversation. 
[00:27:19] zoë hartsfield: So if we were talking about it and they were like, oh, I got these hot pink running shoes for my marathon. 
[00:27:25] zoë hartsfield: My subject line for when I follow up with them is hot pink running shoes. 
[00:27:28] zoë hartsfield: And it's like, I'm going to try and take a note of something that they said during the conversation as a subject line for the follow up. 
[00:27:34] zoë hartsfield: And that's just something I keep in my. 
[00:27:36] Taylor Wells: Oh, Zoe, so good. 
[00:27:38] Taylor Wells: Awesome stuff. 
[00:27:39] Taylor Wells: I'm going to rewatch the recording of your session for sure. 
[00:27:41] Taylor Wells: Just some really cool takeaways along with Will and Mandy. 
[00:27:45] Taylor Wells: Thanks again for coming on, Zoe, take care.

[00:27:48] Best practices for email infrastructure to avoid the spam folder

[00:27:48] Taylor Wells: All right, we got Jesse. 
[00:27:50] Taylor Wells: What's up? 
[00:27:51] Matt Liebman: Hey, how we doing? 
[00:27:52] Matt Liebman: Good to talk to you. 
[00:27:55] Taylor Wells: Well, doing well. 
[00:27:56] Taylor Wells: Thanks for coming on. 
[00:27:57] Taylor Wells: Really excited for your session on kind of how to avoid the spam folder and talking about email infrastructure. 
[00:28:05] Taylor Wells: We've seen lots of new changes with Google and Yahoo and things that are affecting folks and just the oversaturation of our inboxes. 
[00:28:16] Taylor Wells: I'd love to hear lay it out for us. 
[00:28:18] Taylor Wells: What are some best practices for email infrastructure? 
[00:28:21] Matt Liebman: Really what it is, it's more about keeping your volume low, really. 
[00:28:26] Matt Liebman: Where you're tied down right now. 
[00:28:28] Matt Liebman: Where a lot of people are a little bit confused is right now it's your domain name that carries the reputation. 
[00:28:36] Matt Liebman: So you could definitely do a lot of damage really as a company if you're not watching this. 
[00:28:42] Matt Liebman: One of the things that I've seen a lot of challenges is a lot of the sales engagement platforms out there are sort of encouraging you to use your primary domain name, which it doesn't really matter how much you spent on that tool or whatever it is, it's just not a good idea to send kind of low quality, cold emails with your primary domain name. 
[00:29:05] Matt Liebman: Right. 
[00:29:06] Matt Liebman: It's going to get you in trouble. 
[00:29:08] Matt Liebman: What? 
[00:29:08] Matt Liebman: You're not going to see it right away. 
[00:29:10] Matt Liebman: Right. 
[00:29:10] Matt Liebman: What's going to happen is it'll start to turn into more of like a shadow ban where you're sort of like not in the inbox anywhere but you don't know it. 
[00:29:17] Matt Liebman: No one's telling you. 
[00:29:18] Matt Liebman: You got something on your face but nobody's telling you or whatever. 
[00:29:21] Matt Liebman: Right. 
[00:29:22] Matt Liebman: It's kind of that analogy. 
[00:29:23] Matt Liebman: But this is happening a lot more. 
[00:29:26] Matt Liebman: Teams are sort of getting their sequencer and of course everybody has pipeline goals and I think that's very fair that they're doing it. 
[00:29:33] Matt Liebman: But what's really happening right now is teams are just really bizarre because they're doing it with their primary domain name. 
[00:29:42] Matt Liebman: In most cases that I see out there today still. 
[00:29:46] Matt Liebman: So that's the biggest problem right now. 
[00:29:48] Matt Liebman: Still facing sales teams with email? 
[00:29:52] Taylor Wells: Yeah, 100%. 
[00:29:53] Taylor Wells: Especially small organizations that don't have the domain reputation or the volume or the clout that maybe Salesforce has from a domain standpoint. 
[00:30:03] Taylor Wells: So what are your thoughts on how to solve that? 
[00:30:07] Matt Liebman: Yeah, so there's a few ways to solve it. 
[00:30:09] Matt Liebman: Number one, if you're going to look at it, you really have to look at it as like a ratio. 
[00:30:12] Matt Liebman: Right. 
[00:30:12] Matt Liebman: So it's like you have all of these other emails going out of your company. 
[00:30:16] Matt Liebman: You have your forgot password, your bulk email from marketing your company, just regular communication with vendors, HR, offer letters, things like that. 
[00:30:25] Matt Liebman: That's all kind of good quality email. 
[00:30:27] Matt Liebman: Right. 
[00:30:27] Matt Liebman: That's emails that you want to be sending out of your company. 
[00:30:30] Matt Liebman: No problem. 
[00:30:31] Matt Liebman: You're going to get at least a high enough engagement rate. 
[00:30:33] Matt Liebman: It's not going to hurt you. 
[00:30:34] Matt Liebman: Nobody's going to mark those as spam. 
[00:30:36] Matt Liebman: When people start marking it as spam, which by the way, if you want to get rid of spam, just do everybody a favor and hit report as spam. 
[00:30:43] Matt Liebman: That's the best way to do it. 
[00:30:45] Matt Liebman: Don't try to install something that sort of circumvents it or puts you into a donation. 
[00:30:50] Matt Liebman: Just do what the Internet tells you to do and hit report as spam. 
[00:30:54] Matt Liebman: So the best way around it right now is if you do want to send more emails, you're going to have to really start to invest in really a lot of people are doing it, alternative domain names, right? 
[00:31:05] Matt Liebman: So they're starting to set up multiple domain names. 
[00:31:09] Matt Liebman: Now. 
[00:31:09] Matt Liebman: This is where it gets to a little bit of a discussion around two areas, one being security. 
[00:31:16] Matt Liebman: Because when you do this, you do have to downgrade the security of your company, right. 
[00:31:22] Matt Liebman: For the tools that are doing more of the warm using, there's some tactics that Google is not really cool with, or Microsoft. 
[00:31:31] Matt Liebman: They don't want you using these tactics. 
[00:31:33] Matt Liebman: They don't want you warming up your emails and things like that. 
[00:31:36] Matt Liebman: So you end up using a lower security model on your sort of connection. 
[00:31:41] Matt Liebman: Now, I think it's a great idea. 
[00:31:43] Matt Liebman: Like if you're going to do like go for it, right? 
[00:31:46] Matt Liebman: It's one of those things, but it's a performance and brand thing too. 
[00:31:50] Matt Liebman: You want to make sure that you could do a lot to get yourself out there on social media. 
[00:31:54] Matt Liebman: But is it really where you're at? 
[00:31:56] Matt Liebman: And I think some companies it is right where I'm seeing it really work well is founder led email. 
[00:32:03] Matt Liebman: That is a very nice area to do it. 
[00:32:05] Matt Liebman: Now where it's really starting to struggle I've seen is it's sort of like the empty offer, sort of late stage, maybe used to be a unicorn, maybe not anymore, or maybe they're still kind of close to it, late stage and they're kind of just struggling. 
[00:32:25] Matt Liebman: They're sort of sending these emails. 
[00:32:27] Matt Liebman: They're just sort of zombieland, right. 
[00:32:29] Matt Liebman: It's a little bit bizarre that they're still doing it now. 
[00:32:33] Matt Liebman: The downside now mean, I know Google pulled back a lot of the teeth in that sort of, but we're starting to see a lot of changes and we're monitoring about 55,000 inboxes right now. 
[00:32:46] Matt Liebman: So we have a pretty good visibility of what's going on and they're definitely cracking down. 
[00:32:51] Matt Liebman: I mean, if you get several complaints, report a spam, you're going to start to see problems and they're going to keep going. 
[00:33:00] Matt Liebman: And my prediction right now, the worst thing that we're seeing is they're starting to do these lockouts where you've got to actually appeal. 
[00:33:08] Matt Liebman: So not only does that person not have their inbox for a couple of days, right. 
[00:33:13] Matt Liebman: They get locked out of it. 
[00:33:15] Matt Liebman: Right. 
[00:33:15] Matt Liebman: They don't get any company emails so nobody can get through to them and all that. 
[00:33:19] Matt Liebman: So there are some experts in the field and there's a lot of people out there that are sort of talking about it. 
[00:33:25] Matt Liebman: And I have some people that have some great content that I've seen out there. 
[00:33:30] Matt Liebman: But just be careful. 
[00:33:31] Matt Liebman: With a lot of these growth tools, you really have to understand what you're doing. 
[00:33:35] Matt Liebman: You can definitely downgrade your security. 
[00:33:38] Matt Liebman: Like I said, there's some complexity on setting these up. 
[00:33:42] Matt Liebman: You do have to kind of go around the Google sort of authentication system to do it. 
[00:33:49] Matt Liebman: So these are some things that you really want to talk to somebody who really knows what they're doing on this, rather than just say, oh, let me just go grab the quick app that's in the App Store. 
[00:33:59] Taylor Wells: Right. 
[00:34:00] Matt Liebman: Those are some of the things that I think people are really struggling with right now. 
[00:34:04] Taylor Wells: Very cool. 
[00:34:05] Taylor Wells: Thanks for sharing.

[00:34:06] Best Practices for Setting up Secondary Domains in Email Marketing

[00:34:06] Taylor Wells: Anything else? 
[00:34:06] Taylor Wells: Any best practices? 
[00:34:07] Taylor Wells: Let's say somebody are looking to set up secondary domains. 
[00:34:11] Taylor Wells: Any thoughts on Demarc, SPF, obviously email warming up, stuff like that. 
[00:34:17] Taylor Wells: Any thoughts there? 
[00:34:18] Matt Liebman: Yeah, so a couple of things that are really working well right now. 
[00:34:21] Matt Liebman: So I would say, first of all, if you're going to do the domains right, you could definitely get a pile out a bunch of domains and then send a bunch of emails. 
[00:34:28] Matt Liebman: There's no question that works. 
[00:34:30] Matt Liebman: It's not going to impact your domain name. 
[00:34:32] Matt Liebman: So it's a safer way to go. 
[00:34:34] Taylor Wells: Right. 
[00:34:34] Matt Liebman: For that. 
[00:34:35] Matt Liebman: If you can get the security thing handled, you're fine. 
[00:34:38] Matt Liebman: However, where people are really making an impact is when they're starting to do a lot more of these, I'd say, relevant campaigns. 
[00:34:46] Matt Liebman: What I mean by that is they're putting together spreadsheets or some people are using tools like clay rows, gigasheets, some of these tools that can sort of bring in APIs and relevant information. 
[00:35:00] Matt Liebman: That's real time, and they can bring that into their campaign and be very prescriptive or sort of relevant in this reach out. 
[00:35:09] Matt Liebman: Right. 
[00:35:10] Matt Liebman: You would never know. 
[00:35:11] Matt Liebman: That's what's funny. 
[00:35:12] Matt Liebman: I always laugh at people who are know they automation can't really write these emails very well. 
[00:35:17] Matt Liebman: You probably haven't gotten one from somebody I've either. 
[00:35:21] Matt Liebman: I've been working with or maybe Eric or some of the other people that are really good at this. 
[00:35:25] Matt Liebman: But there's definitely ways, right? 
[00:35:28] Matt Liebman: You can real time pull in the data and you can pull it in from any source, right? 
[00:35:33] Matt Liebman: Like LinkedIn or any of these sources and you can pull this into these campaigns. 
[00:35:38] Matt Liebman: And what I'm finding is it's really aligned to a lot of these people who have realized, wow, I can get into the inbox. 
[00:35:44] Matt Liebman: So it's really all that matters right now. 
[00:35:46] Matt Liebman: I mean, the message itself is so secondary to actually landing in the primary inbox right now. 
[00:35:54] Matt Liebman: And I kind of have been talking about this for a good three years now after I was sort of fired for challenging our email system of spam and then I started my own company. 
[00:36:06] Matt Liebman: And it's just the little things that matter, the details do matter. 
[00:36:11] Matt Liebman: And I think you got to start following people that are doing a lot of this, like automation relevant. 
[00:36:15] Matt Liebman: I'm going to be starting to put out some content on this, but also when you're doing the health of these domains, keep it under 50 a day. 
[00:36:23] Matt Liebman: I would say the warm ups you want to be doing at least we usually do about 35% to 45% warm up balance. 
[00:36:31] Matt Liebman: So if it's like 50 emails out, you want to send 35% to 45%. 
[00:36:35] Matt Liebman: But if you're not getting a 5% reply rate, don't keep going. 
[00:36:39] Matt Liebman: Right. 
[00:36:40] Matt Liebman: You do have that power now, now that you're off your primary domain and you definitely could do it right, but it's better to not do it right. 
[00:36:48] Matt Liebman: Like find out why you're not over a 5% right. 
[00:36:52] Matt Liebman: Are you not asking a relevant question? 
[00:36:54] Matt Liebman: Is there something else? 
[00:36:55] Matt Liebman: Are you not targeting the right audience? 
[00:36:58] Matt Liebman: Don't just abuse it there. 
[00:36:59] Matt Liebman: Now, when you do get one that works, this is the fun part. 
[00:37:02] Matt Liebman: When you get one that works, throw the hammer down on it and let it go because I've had a few of these that they just work. 
[00:37:09] Matt Liebman: You know, it, you're seeing like 10% response and you're seeing like 20% to 25% positive. 
[00:37:18] Matt Liebman: And then you know you've hit the audience right. 
[00:37:21] Matt Liebman: And that prints right. 
[00:37:25] Matt Liebman: If you've never seen this happen, it's pretty fascinating. 
[00:37:31] Matt Liebman: I've ran a couple of campaigns that you hit this stroke of genius and you're like, whoa, this is pretty crazy because you're not really doing anything there, right. 
[00:37:40] Matt Liebman: And you're being relevant. 
[00:37:41] Taylor Wells: I love it, Jesse. 
[00:37:42] Taylor Wells: I love the combination. 
[00:37:43] Taylor Wells: Even back to Will's session on writing and having personalization and having copying emails that are relevant and unique in combination with the technical side. 
[00:37:54] Taylor Wells: Right. 
[00:37:54] Taylor Wells: Making sure you have the right technical stuff. 
[00:37:56] Taylor Wells: And I've gotten into the weeds of setting up and I did some outbound invites to this event and learned a lot. 
[00:38:05] Taylor Wells: It's very fascinating. 
[00:38:06] Taylor Wells: The world we're in with that.

[00:38:08] Tips for Improving Email Deliverability

[00:38:08] Taylor Wells: One question before we finish up. 
[00:38:09] Taylor Wells: Hank asks how can an SDR figure out if his emails are being marked as spam? 
[00:38:15] Matt Liebman: Yeah, actually there's an email address. 
[00:38:19] Matt Liebman: Least get the basics right. 
[00:38:21] Matt Liebman: I think I sent it over to you. 
[00:38:22] Matt Liebman: Maybe you can leave it in the. 
[00:38:23] Taylor Wells: I could put that over to you. 
[00:38:25] Matt Liebman: But it'll send you an automated response. 
[00:38:27] Matt Liebman: What's wrong with your email? 
[00:38:28] Matt Liebman: If you want to try that the other way, you can do it. 
[00:38:31] Matt Liebman: I'll tell you. 
[00:38:32] Matt Liebman: This is another one quick thing you don't know actually, so you can find out if your settings are right. 
[00:38:38] Matt Liebman: But that's not going to tell you if they're getting marked as spam. 
[00:38:40] Matt Liebman: So there's no way to really detect if they're getting marked as spam. 
[00:38:44] Matt Liebman: Google does not tell you their guidance right now for everybody that's wondering is to check out the postmaster, which is very vague. 
[00:38:54] Matt Liebman: And there's a lot of even question on if it's even tracking. 
[00:38:58] Matt Liebman: If you're sending to other Google workspaces, it sounds like a lot of it's just about their personal, their gmail accounts which it's like, okay, well, so they really don't care if you're doing know they've kind of gone back a few steps but they are locking accounts out. 
[00:39:12] Matt Liebman: We are seeing that getting, I'll tell you where you're going to really know if you're starting to see that message where they say, hey, you got to go check with your it team. 
[00:39:22] Matt Liebman: We think you might be spamming or whatever. 
[00:39:24] Matt Liebman: If you get that one, that's a red flag. 
[00:39:26] Matt Liebman: If you get the next one, the next one says your IT team is told they've got to appeal the suspension. 
[00:39:34] Matt Liebman: And when that happens, that is when you probably need to try to outsource this function in your company. 
[00:39:41] Matt Liebman: That part if they have to click appeal now you're going to be off the system for two days and you've really disrupted business. 
[00:39:51] Matt Liebman: Right. 
[00:39:51] Matt Liebman: This is a good time to start outsourcing that function. 
[00:39:55] Matt Liebman: I would not continue to do the cold email systems that you're doing. 
[00:39:59] Matt Liebman: You're either emailing the wrong people, you're doing the same domain name over and over. 
[00:40:05] Matt Liebman: There's just an infinite number. 
[00:40:07] Matt Liebman: I mean I've seen the ones who are just emailing Google's top customers and hardcore spamming to like, like, like which is one of their bigger, like you wouldn't want to do that, right. 
[00:40:20] Matt Liebman: You get caught doing that, one day they're going to block two or three. 
[00:40:24] Taylor Wells: Of your accounts totally. 
[00:40:26] Taylor Wells: And it's really sad. 
[00:40:27] Matt Liebman: And by the way, it does work very well for event marketing. 
[00:40:30] Matt Liebman: So think about other use cases like what you're doing here. 
[00:40:33] Matt Liebman: You could drive pretty significant traffic and also be very personal and think of it as a new ad platform for you. 
[00:40:41] Matt Liebman: You don't always have to get that know, maybe it's to distribute brand awareness or reach but don't be annoying on there. 
[00:40:49] Taylor Wells: Right. 
[00:40:49] Matt Liebman: Like I have as many protections against spam and cold emails. 
[00:40:53] Matt Liebman: Know I'm sending a lot of cold emails but I'm also blocking them as. 
[00:40:56] Matt Liebman: So that's it. 
[00:40:58] Taylor Wells: Really. 
[00:40:59] Taylor Wells: I love it. 
[00:40:59] Taylor Wells: Jesse, good stuff. 
[00:41:00] Taylor Wells: Yeah, I put that email to check for the spam in the chat. 
[00:41:05] Taylor Wells: Thanks for coming on. 
[00:41:05] Taylor Wells: I love your end as far as use it as a new platform for even like thought leadership webinar invite sharing content doesn't have to be about meetings. 
[00:41:13] Taylor Wells: It can be about brand awareness, building your brand, building that relationship. 
[00:41:16] Taylor Wells: Another touch point. 
[00:41:17] Taylor Wells: Thanks for coming on, Jesse, thanks a. 
[00:41:19] Matt Liebman: Lot for having me and I appreciate all the time. 
[00:41:22] Taylor Wells: Take care.

[00:41:24] Getting Warm Intros: Expert Tips and Advice

[00:41:24] Taylor Wells: All right, we got Matt. 
[00:41:26] Taylor Wells: What's up, Matt? 
[00:41:27] Laura Erdem: What's up, t? 
[00:41:28] Laura Erdem: How you doing, man? 
[00:41:29] Taylor Wells: Doing well, doing well. 
[00:41:30] Taylor Wells: It's been a minute. 
[00:41:31] Taylor Wells: Thanks for coming on. 
[00:41:32] Taylor Wells: We want to talk all about getting warm intros. 
[00:41:36] Taylor Wells: So let's lay it out for sure. 
[00:41:39] Laura Erdem: Hi, everybody. 
[00:41:41] Laura Erdem: Great to meet you all. 
[00:41:43] Laura Erdem: I have the honor of crossing over the midpoint of our event today, so I want to give everybody permission. 
[00:41:50] Laura Erdem: If you've been sitting this whole time, stand up, stretch it out, get yourself feeling good because you got another half of really great information.

[00:41:59] Getting Warm Intros - Insights from the Conversation

[00:41:59] Laura Erdem: And my name is Matt Liebman. 
[00:42:00] Laura Erdem: I work at revenue IO. 
[00:42:02] Laura Erdem: And like Taylor said, I am here to talk to you about getting warm intros. 
[00:42:07] Laura Erdem: I'm going to break it down in two different ways. 
[00:42:10] Laura Erdem: One reason that you'd want warm intros is because you want to work somewhere. 
[00:42:14] Laura Erdem: You're applying for a new job, which I know is really relevant to a lot of people right now. 
[00:42:18] Laura Erdem: Another reason that you'd want a warm intro is because you're trying to open a sales opportunity. 
[00:42:23] Laura Erdem: So there's two different paths here and we'll talk a little bit about both of them. 
[00:42:28] Laura Erdem: The first thing that's really important to share with everybody here, and I will preface what I'm saying, these are my opinions. 
[00:42:37] Laura Erdem: I don't know facts. 
[00:42:38] Laura Erdem: I only have opinions, as we all do. 
[00:42:39] Laura Erdem: But in my opinion, cold applications do not work in 2024. 
[00:42:45] Laura Erdem: If you are on this call and you're looking for a new role or you're going to be looking for a new role over the next year. 
[00:42:51] Laura Erdem: A cold application is not going to work, especially if you are in the tech sector, like so many of us are. 
[00:43:00] Laura Erdem: The amount of layoffs that we've seen, the amount of candidates that are out there, it is very, very different than. 
[00:43:06] Taylor Wells: It used to be. 
[00:43:07] Laura Erdem: So how are you going to earn that job that you want, that you know you're perfect for? 
[00:43:12] Laura Erdem: The way you're going to do that is you're going to find your way in through a warm introduction, not through a cold application. 
[00:43:20] Laura Erdem: So the platform, we've all talked about it a lot today. 
[00:43:22] Laura Erdem: We're talking about LinkedIn, and when we're talking about LinkedIn, I'm going to give you some advice that has worked really well for me and has worked for my friends. 
[00:43:30] Laura Erdem: You might disagree with it, but I'm going to say it anyway. 
[00:43:33] Laura Erdem: The normal person that is trying to get hired and is trying to earn an intro via LinkedIn, what do they do, Taylor? 
[00:43:41] Laura Erdem: They look up who the hiring manager is, or they look up the VP or the CRO of that function and they'll send a video. 
[00:43:50] Laura Erdem: They might use Will's framework to send a really compelling message and find out how they're going to get to the front of the line. 
[00:43:59] Laura Erdem: If I'm that VP of sales and I'm looking for an AE, that's not going to put you to the front of the line unless your message is perfect and it might be follow those framework. 
[00:44:09] Taylor Wells: Maybe it is. 
[00:44:10] Laura Erdem: There's another way to get to the front of the line that in my opinion is a lot easier. 
[00:44:15] Laura Erdem: So what I do is I add people on LinkedIn that are local to me regardless of the job that they have. 
[00:44:24] Laura Erdem: So I live in Portland, Oregon, just like ut. 
[00:44:27] Laura Erdem: We're having really crazy snow and ice right now. 
[00:44:29] Laura Erdem: When I am trying to get into a new company or I'm trying to get that introduction, I go to that company and I see who lives in Portland and that is who I'm adding on LinkedIn. 
[00:44:39] Laura Erdem: If there's nobody in Portland, I'm adding the people that live in Oregon. 
[00:44:42] Laura Erdem: And why am I doing that? 
[00:44:44] Laura Erdem: There is a natural psychological barrier that comes down when somebody lives in the same place as you. 
[00:44:51] Laura Erdem: If you meet a stranger and they tell me I live in Portland, I instantly have trust for that person. 
[00:44:57] Laura Erdem: It's illogical. 
[00:44:58] Laura Erdem: It doesn't make sense. 
[00:44:59] Laura Erdem: There's no reason that I should trust them. 
[00:45:01] Laura Erdem: But it is the way that we psychologically work. 
[00:45:04] Laura Erdem: So that's step one for these intros is you want to be adding people that live where you live. 
[00:45:09] Laura Erdem: You're going to get really high acceptance rate, and you're going to have that barrier of who is this stranger? 
[00:45:14] Laura Erdem: Be lowered because you live in the same place. 
[00:45:18] Taylor Wells: So that's step one.

[00:45:19] Using LinkedIn to Build Your Network Locally

[00:45:19] Laura Erdem: Okay, now I've got six people that live in Portland that have accepted my LinkedIn request at the company that I want to work for. 
[00:45:27] Laura Erdem: So what am I going to do next? 
[00:45:29] Laura Erdem: I am going to send them a DM. 
[00:45:31] Laura Erdem: That is a video. 
[00:45:33] Laura Erdem: That video. 
[00:45:35] Laura Erdem: I've tested this with both platforms. 
[00:45:37] Laura Erdem: That video needs to be using LinkedIn's native video capabilities, which means you got to do it on your phone. 
[00:45:44] Laura Erdem: I've tried doing it via loom, and if you do it via loom, you can know if they've watched it or not. 
[00:45:49] Laura Erdem: You get a third of the responses using an outsourced video platform versus using LinkedIn's native. 
[00:45:55] Laura Erdem: Why? 
[00:45:56] Laura Erdem: Because when you open that DM in LinkedIn, all you got to do is hit play. 
[00:46:00] Laura Erdem: If you did it from their native platform, if you use a link, they've got to go to it. 
[00:46:03] Laura Erdem: It just has a psychological effect on people. 
[00:46:06] Laura Erdem: It makes them not want to reply and watch that video. 
[00:46:11] Laura Erdem: So you're on your phone, you can't record LinkedIn videos on dms on your computer. 
[00:46:16] Laura Erdem: You've got to do it on your phone. 
[00:46:17] Laura Erdem: You're recording a video, introducing yourself. 
[00:46:19] Laura Erdem: You have a limit of two minutes. 
[00:46:21] Laura Erdem: The LinkedIn platform will not let you go past two minutes on your video. 
[00:46:26] Laura Erdem: There's another tip that I think works. 
[00:46:28] Laura Erdem: It's my opinion, walk around while you make this video. 
[00:46:34] Laura Erdem: Sounds silly. 
[00:46:34] Laura Erdem: Sounds stupid. 
[00:46:35] Laura Erdem: I'm telling you, it has a positive impact. 
[00:46:38] Laura Erdem: It feels not threatening. 
[00:46:42] Laura Erdem: When I am walking, you see me outside, you see the background behind me changing. 
[00:46:46] Laura Erdem: It creates again this ability of trust, because what are we doing? 
[00:46:50] Laura Erdem: We're trying to get a stranger to do you a favor, straight up. 
[00:46:53] Laura Erdem: And what is that favor, by the way? 
[00:46:55] Laura Erdem: You're going to ask them to refer you in. 
[00:46:57] Laura Erdem: So your video, you're limited to two minutes. 
[00:47:00] Laura Erdem: You introduce yourself for 30 to 45 seconds. 
[00:47:02] Laura Erdem: You spend 15 to 20 seconds explaining why you want the role and why you'll be awesome. 
[00:47:07] Laura Erdem: And then you humbly ask for a referral where you literally say the words, taylor, I know we don't know each other, but I wanted to humbly ask you if you would refer me into this position. 
[00:47:21] Laura Erdem: Then you use a really important line, which is you say, I'm guessing that when I get hired, it would include a referral bonus for you. 
[00:47:30] Laura Erdem: It's important to include that, because the vast majority of companies will give a referral bonus. 
[00:47:34] Laura Erdem: If you refer somebody that gets hired, then you just say, I know that we don't know each other super well. 
[00:47:39] Laura Erdem: If you have any questions about my qualifications, please let me know, and I'd love to explain them to you. 
[00:47:44] Laura Erdem: But if you'd be willing to refer me in, I think it's going to help me land this job that I'm really excited about. 
[00:47:50] Laura Erdem: So those are my strategies. 
[00:47:52] Laura Erdem: If you're trying to get a new job, you add people that are local to you, you send a video, you walk around while you're on that video, and you humbly ask for that referral. 
[00:48:02] Laura Erdem: Now, if you're trying to get in for sales, if you're trying to get a meeting with the company, there's a couple of things I do differently. 
[00:48:09] Laura Erdem: I do still add locally, by the way. 
[00:48:11] Laura Erdem: Again, we're trying to lower that barrier of you're a stranger. 
[00:48:14] Laura Erdem: I'm adding locally to people and trying to ask them if they'll make that introduction. 
[00:48:19] Laura Erdem: But before I send them a message, I turn on their notifications on LinkedIn so that I know every time they post. 
[00:48:26] Laura Erdem: So I know, okay, this is the company I'm going to want to meet with. 
[00:48:28] Laura Erdem: I got accepted by these people in Portland, and I'm liking and commenting on at least five posts before I make my ask. 
[00:48:37] Laura Erdem: That's because now I am familiar and my ask is going to have more credence. 
[00:48:42] Laura Erdem: The last thing that I do before I send that message, asking for that introduction to book a demo with somebody that's in a different department, is I make sure that the way I open my conversation in dms with that person is with a compliment. 
[00:48:56] Laura Erdem: It could be something that has to do with an award that they've won, that their company has won. 
[00:49:01] Laura Erdem: It could be something about one of their posts. 
[00:49:03] Laura Erdem: Holy cow. 
[00:49:03] Laura Erdem: Was so cool to see that you did that. 
[00:49:05] Laura Erdem: Thank you for sharing. 
[00:49:06] Laura Erdem: I thought it really inspiring. 
[00:49:08] Laura Erdem: There's no ask on the end of it. 
[00:49:10] Laura Erdem: It's just opening that conversation. 
[00:49:11] Laura Erdem: So we're building that trust, and then once the DMs are going back and forth and you've built a little bit of trust, then you again humbly ask for that introduction. 
[00:49:21] Laura Erdem: So I think I'm about at my time, but that's the way that I use LinkedIn and I try to make sure that I can find some great. 
[00:49:31] Taylor Wells: Matt, awesome. 
[00:49:33] Taylor Wells: Yeah, I love the perspective of connecting locally. 
[00:49:35] Taylor Wells: Obviously, that's how we met, and I think that's such an underutilized opportunity because I never see it happening. 
[00:49:42] Taylor Wells: I never get invites from people locally, ever. 
[00:49:45] Taylor Wells: It's always somebody from the other side of the planet or other side of the country. 
[00:49:49] Taylor Wells: And I think about that a lot, too. 
[00:49:51] Taylor Wells: Like how do you build your network locally? 
[00:49:52] Taylor Wells: And I think there's so much power. 
[00:49:55] Taylor Wells: Originally LinkedIn was that way. 
[00:49:56] Taylor Wells: Right? 
[00:49:56] Taylor Wells: Originally LinkedIn was super local. 
[00:49:58] Taylor Wells: And we're actually seeing, even from the algorithm, we're seeing it going back more towards not necessarily local, but first connections. 
[00:50:05] Taylor Wells: Right. 
[00:50:06] Taylor Wells: First degree connections and creating. 
[00:50:08] Taylor Wells: I see a lot more content for my first degree connections. 
[00:50:10] Taylor Wells: Not so much people I follow. 
[00:50:11] Taylor Wells: Right. 
[00:50:12] Taylor Wells: So I think there's a lot of power in that and a lot of what you said there anything in like 30 seconds or so, any last tips or anything in closing to wrap us up?

[00:50:22] Insights from a Conversation with Will Aitken, Mandy McEwen, zoë hartsfield, Jesse Ouellette, Matt Liebman, Cliff Simon, Laura Erdem, and Tyler Washington

[00:50:22] Laura Erdem: I think just to close. 
[00:50:25] Laura Erdem: I don't know if I'm seeing something different, but the chat is pretty quiet. 
[00:50:28] Laura Erdem: But we have a lot of people here. 
[00:50:30] Laura Erdem: Throw where you are in the chat, if you don't mind, and if you see somebody, that is where you are. 
[00:50:37] Laura Erdem: Shoot them a connection. 
[00:50:38] Laura Erdem: And let's start to get those local networks moving so that we can all see where we are. 
[00:50:43] Laura Erdem: And trust me, you're going to get exponentially more people accepting your requests when you ask for requests from people that live in the same place. 
[00:50:53] Taylor Wells: I love it. 
[00:50:54] Taylor Wells: Matt, thanks so much for coming on. 
[00:50:56] Taylor Wells: Really appreciate your insights and, yeah, take care. 
[00:51:00] Taylor Wells: Thanks again.

[00:51:01] Tapping into Niche Communities: Drive Revenue with Targeted Marketing

[00:51:01] Taylor Wells: All right, we got Cliff. 
[00:51:05] Taylor Wells: What's up, Cliff? 
[00:51:06] Tyler Washington: Hey, how's it going, Taylor? 
[00:51:08] Taylor Wells: Doing well, doing well. 
[00:51:09] Taylor Wells: Thanks for coming on. 
[00:51:11] Taylor Wells: You're going to be talking to us all about how to tap into niche communities. 
[00:51:17] Taylor Wells: And even Mandy was talking about maybe more the macro communities, the large communities, social selling on, like LinkedIn. 
[00:51:23] Taylor Wells: Cliff, you're going to kind of bring us some insights into how to build drive revenue with tapping into more of the niche kind of private communities. 
[00:51:31] Taylor Wells: So lay it out for us. 
[00:51:32] Taylor Wells: Cliff, thanks for coming on. 
[00:51:34] Tyler Washington: Yeah, thanks for having me. 
[00:51:35] Tyler Washington: Appreciate it.

[00:51:36] Building Authentic Relationships in Community-Led Growth

[00:51:36] Taylor Wells: My name is Cliff. 
[00:51:36] Tyler Washington: I'm the CRO at Carabiner group, and we've grown pretty substantially over the last few years focusing on that community led growth motion. 
[00:51:46] Tyler Washington: A lot of that shows up in places like slack nowadays. 
[00:51:49] Tyler Washington: But this is not something that's brand new. 
[00:51:52] Tyler Washington: Right. 
[00:51:52] Tyler Washington: This stuff I was doing years ago, pre pandemic, showing up locally, right. 
[00:51:58] Tyler Washington: Typically at those conferences. 
[00:52:01] Tyler Washington: And if your company wouldn't pay for you to go to the conference, it was showing up at the bars and the restaurants and the places and sniping the people that had the appropriate badge. 
[00:52:10] Taylor Wells: Right. 
[00:52:11] Tyler Washington: But building authentic relationships with people, getting to know them. 
[00:52:16] Tyler Washington: Now that we're in a post pandemic world, we do that in places like Thursday night sales and sales assembly and pavilion and Rev ops, co op and Revgenius and Wizops and on and on and on and on. 
[00:52:28] Tyler Washington: The secret to that is showing up consistently and actually building relationships. 
[00:52:34] Tyler Washington: I think all too often people are very willing to go into these places to try to reach some type of. 
[00:52:40] Taylor Wells: Commercial reward, but don't realize that no. 
[00:52:44] Tyler Washington: One wants to be sold to. 
[00:52:45] Tyler Washington: So you have to show up consistently with empathy, be helpful and actually provide value to the community. 
[00:52:52] Tyler Washington: And by doing so, you start building out a brand, people start knowing you, and you start generating the word of mouth and referral business that so often drives most b to c brands. 
[00:53:05] Tyler Washington: There's definitely this undercurrent with the b to b of folks wanting to get there and I think we've seen a lot of that over the last few years. 
[00:53:13] Tyler Washington: Email is becoming really difficult as Jesse's talked about. 
[00:53:17] Tyler Washington: Outbound is something that most people aren't well trained on and there's still a lot of need for that. 
[00:53:22] Tyler Washington: Social selling is still, I think, in its infancy. 
[00:53:25] Tyler Washington: There's a lot going on, but you need to be able to reach people and build those relationships and that's what really drives the business and that's what helped Caribina grow so quickly over the last few years. 
[00:53:37] Taylor Wells: That's great, Cliff.

[00:53:38] Building Long-Term Relationships and Driving Revenue Through Authentic Engagement

[00:53:38] Taylor Wells: So it sounds like obviously finding those communities where your ICP, your ideal customer profile, lives, engaging with them authentically, with empathy. 
[00:53:47] Taylor Wells: How about some practical things? 
[00:53:48] Taylor Wells: What does it look like? 
[00:53:49] Taylor Wells: Answering questions, getting on a one on one call and providing value. 
[00:53:53] Taylor Wells: No pitching. 
[00:53:53] Taylor Wells: Tell me about your thoughts and what have you seen has worked to build those long term relationships and drive revenue. 
[00:54:02] Tyler Washington: Yeah, no pitching. 
[00:54:03] Tyler Washington: 100% right. 
[00:54:05] Tyler Washington: With places like pavilion and wood ops. 
[00:54:08] Tyler Washington: The way we leaned in originally, and the way I leaned in originally was I've come from almost two decades of go to market experience, varying industries I blame and just offer advice. 
[00:54:18] Tyler Washington: It wasn't a, hey, I'm going to solve this problem for you. 
[00:54:21] Tyler Washington: It was, I've seen this or dealt with it in x, y or z fashion before. 
[00:54:26] Tyler Washington: I'm happy to workshop that idea with you and see if we can help you come to a conclusion and we'll meet each other in the process. 
[00:54:33] Tyler Washington: And it was never an ask about, oh, we do this, that or we can build this for you. 
[00:54:37] Tyler Washington: What that ended up turning into was people being interested in reciprocating. 
[00:54:43] Tyler Washington: Maybe they moved some money, they asked at the end of a conversation, inevitably be, what can we do for you? 
[00:54:50] Tyler Washington: I'm like, if you know anyone that needs help with rev ops, if you could remember my name, that'd be fantastic. 
[00:54:56] Tyler Washington: And I can tell you the amount of times that folks have reached back out. 
[00:55:00] Tyler Washington: Three months later, four months later. 
[00:55:02] Tyler Washington: I just had one last week, 18 months later. 
[00:55:06] Tyler Washington: So these things do it the right way. 
[00:55:10] Tyler Washington: It's about building the relationships, treating people like people. 
[00:55:14] Tyler Washington: Good things do come. 
[00:55:15] Tyler Washington: If you're looking for really practical ways to go in and do it slack. 
[00:55:20] Tyler Washington: As a keyword notification, you can go into the preferences, set up your keyword and you can respond to those keywords when they show up. 
[00:55:28] Taylor Wells: Right. 
[00:55:30] Tyler Washington: It's super straightforward to the point where I was booking on average 83 meetings a month. 
[00:55:40] Tyler Washington: Using that as a topic, very easy if you want me to show you how to do it really easily. 
[00:55:49] Tyler Washington: But you do that, couple that with a DM and yeah, again, you're not asking for time. 
[00:55:55] Tyler Washington: You're offering your expertise and your help. 
[00:55:58] Tyler Washington: Don't go in there selling. 
[00:55:59] Tyler Washington: There's nothing that'll ruin your personal brand and your image worse. 
[00:56:03] Taylor Wells: I love it, Cliff. 
[00:56:04] Taylor Wells: And any advice you have.

[00:56:06] Tips for Navigating Sales Conversations

[00:56:06] Taylor Wells: So I know there's a lot of situations where I think about, I know a lot of folks are in the cybersecurity industry that are on this event, and they may be an account executive and they're selling to a CISO chief information security officer and they may be asking really technical questions. 
[00:56:25] Taylor Wells: How do you navigate when they're asking a question that's beyond maybe your expertise? 
[00:56:30] Taylor Wells: How do you bridge that gap? 
[00:56:31] Taylor Wells: Do you bring in resources? 
[00:56:33] Taylor Wells: Do you find somebody that's the expert? 
[00:56:34] Taylor Wells: Any thoughts there for that? 
[00:56:35] Taylor Wells: I know it's kind of a unique situation, but any thoughts there? 
[00:56:41] Tyler Washington: So what I would say to that in any situation is you should be striving to learn all of those answers. 
[00:56:47] Tyler Washington: If you want to be the expert and have your customers and folks in the community see you as an expert, you need to take the time to actually put in the work. 
[00:56:55] Tyler Washington: This is not an overnight thing, right? 
[00:56:57] Tyler Washington: We had fantastic results in communities, but it took on average four to five months for us to get a first deal out of community, and then it started building up. 
[00:57:07] Tyler Washington: The other thing to remember with this, too, is that it's not just digital. 
[00:57:10] Tyler Washington: Everyone seems to be going back to in person, all my CRO buddies who are having success right now in top of funnel. 
[00:57:17] Tyler Washington: The majority of the deals are either coming from word of mouth referral from people that they're meeting in person, local events, dinners, conferences. 
[00:57:26] Tyler Washington: So getting back out in person and building human face to face connections vitally important. 
[00:57:32] Tyler Washington: That's why I'm where I am today, at home in New York, seeing folks. 
[00:57:36] Tyler Washington: I'm going to be in Scottsdale next week, seeing folks. 
[00:57:38] Tyler Washington: I'm being San Francisco the week after that because the face to face is so important. 
[00:57:45] Taylor Wells: Love it, Cliff. 
[00:57:46] Taylor Wells: Awesome.

[00:57:46] The Golden Rule: A Key to Success in Marketing and Sales

[00:57:46] Taylor Wells: Any final thoughts the next 30 seconds? 
[00:57:48] Taylor Wells: Anything to leave folks with that we haven't covered? 
[00:57:52] Tyler Washington: I think the biggest thing is just treat people the way you want to be treated. 
[00:57:55] Matt Liebman: Right? 
[00:57:55] Tyler Washington: The golden rule exists for a reason. 
[00:57:57] Tyler Washington: If you can remember what to think long term, the things that you do today, especially if you're early in your career, will have a lasting impact. 
[00:58:06] Tyler Washington: If you do things the right way and focus on a long term plan of success will lead you to the best outcomes. 
[00:58:15] Taylor Wells: I love that. 
[00:58:16] Taylor Wells: The golden rule. 
[00:58:17] Matt Liebman: Yeah. 
[00:58:17] Taylor Wells: I think that's so powerful when so much of marketing and sales is not that. 
[00:58:22] Taylor Wells: Right. 
[00:58:23] Taylor Wells: We're trying to hack our way into a meeting versus actually treating people how they wanted to be treated. 
[00:58:28] Taylor Wells: So using some empathy. 
[00:58:30] Taylor Wells: So cool. 
[00:58:30] Taylor Wells: Cliff, thanks so much for coming on. 
[00:58:32] Taylor Wells: Safe travels. 
[00:58:33] Taylor Wells: Really great insights. 
[00:58:34] Taylor Wells: Talk to you soon. 
[00:58:35] Tyler Washington: Thanks for having me. 
[00:58:36] Taylor Wells: Take care. 
[00:58:36] Taylor Wells: Bye.

[00:58:38] Selling and Outbound Strategies

[00:58:38] Taylor Wells: All right, we got Laura. 
[00:58:41] Taylor Wells: What's up, Laura? 
[00:58:42] Taylor Wells: Hey. 
[00:58:42] Jesse Ouellette: Hey, how's it going? 
[00:58:45] Taylor Wells: Doing well. 
[00:58:45] Jesse Ouellette: Can you hear me? 
[00:58:46] Taylor Wells: Thanks for. 
[00:58:47] Taylor Wells: I can hear you. 
[00:58:49] Taylor Wells: Great. 
[00:58:49] Jesse Ouellette: Wait, I'll just remove this one then. 
[00:58:51] Taylor Wells: Yeah, I can hear you. 
[00:58:53] Taylor Wells: Can you hear me? 
[00:58:54] Jesse Ouellette: Yeah, now I can hear it. 
[00:58:55] Jesse Ouellette: I just had to remove this thing. 
[00:58:57] Jesse Ouellette: Yeah. 
[00:58:57] Taylor Wells: How's it going? 
[00:58:59] Taylor Wells: Doing well. 
[00:58:59] Taylor Wells: Doing well. 
[00:59:00] Taylor Wells: Thanks for coming on. 
[00:59:02] Taylor Wells: I'm sure you could talk a lot about selling in general and outbound and all that fun topics.

[00:59:08] The Impact of Marketing Tactics on Sales Careers

[00:59:08] Taylor Wells: But I have a unique topic for you, which is how to do marketing as a seller. 
[00:59:13] Taylor Wells: And what I've noticed from your LinkedIn is like you're a seller, obviously, but you also do amazing marketing, whether it's creating content, social selling, and just doing really good marketing. 
[00:59:28] Taylor Wells: I'd love to hear your thoughts on first, what impact has that been on your career as a seller? 
[00:59:34] Taylor Wells: Figuring out some of the marketing tactics and programs and then maybe some best practices of how to get started, of how to create content or how to do events or all that fun stuff. 
[00:59:46] Jesse Ouellette: Yeah. 
[00:59:47] Jesse Ouellette: Well, I was a very typical salesperson. 
[00:59:51] Jesse Ouellette: I was at Gartner, I was at Red Hat. 
[00:59:53] Jesse Ouellette: And you do the stuff that you're told to do as a salesperson. 
[00:59:56] Jesse Ouellette: And then I joined dream data, which has a very typical CMO that is maybe atypical, but he's very numbers driven as well, kind of lesser creative as you would expect a CMO to be. 
[01:00:11] Jesse Ouellette: But then I figured out once we started to do LinkedIn, stuff that people know us for right now was that people, as Cliff is saying, would prefer to be treated like people. 
[01:00:24] Jesse Ouellette: Like treat me the way. 
[01:00:28] Taylor Wells: As a. 
[01:00:28] Jesse Ouellette: Normal person would be treated. 
[01:00:31] Jesse Ouellette: Catch me where I am, at the social platforms I'm at, or at any of the slack communities I'm at, and so on. 
[01:00:41] Jesse Ouellette: So try to put yourself as a salesperson into the shoes of your buyers with AI coming over and so on. 
[01:00:49] Jesse Ouellette: Everybody's tired of the boring stuff like, oh, we at dream data, we sell this and that and digital transformation. 
[01:00:57] Jesse Ouellette: And I scrolled past by just before I was even saying this message, nobody cared. 
[01:01:03] Jesse Ouellette: But if you can figure out what your buyers care about and start to talk that language, not just what you're selling, this is the key thing. 
[01:01:14] Jesse Ouellette: So I'm selling to marketers. 
[01:01:16] Jesse Ouellette: And it's not only attribution that is in their heads. 
[01:01:19] Jesse Ouellette: They care about campaigns, they care about events, they care about scroll stopping stuff. 
[01:01:24] Jesse Ouellette: There is a lot of stuff that they care about. 
[01:01:27] Jesse Ouellette: But in addition to that, they care about the person that is going to be in front of them when they have the problem that you solve. 
[01:01:34] Jesse Ouellette: If you're saying to financial professionals, you would say, oh, they're not on LinkedIn, they're somewhere else, oh, they are on LinkedIn. 
[01:01:41] Jesse Ouellette: And if you were writing about topics that interest them, not just that specific tool that you're selling that will stop their scroll as well. 
[01:01:53] Jesse Ouellette: So kind of think about it as not as a one to one seller. 
[01:01:57] Jesse Ouellette: How do I shovel this into the eyes and the inboxes of all of my buyers, but catch them there when it's delightful, when it's nice, if it's not expected, it might be nice, but at the same time, then they can choose to scroll past by it. 
[01:02:17] Jesse Ouellette: And that is the way that you would meet them as a person. 
[01:02:21] Jesse Ouellette: And this has been driving most of the stuff that we're doing at dream data, especially with LinkedIn, with events and so on. 
[01:02:28] Jesse Ouellette: It's entertaining, it's not dry sales stuff. 
[01:02:34] Jesse Ouellette: And I see a lot of salespeople moving away from that kind of, oh, my manager told me I need to send 100 emails and do 100 calls. 
[01:02:43] Jesse Ouellette: That's what I'm doing. 
[01:02:43] Jesse Ouellette: And this is the sequence and so on and so forth. 
[01:02:46] Jesse Ouellette: Even your sequence can be creative and scroll stopping. 
[01:02:50] Jesse Ouellette: And imagine if your sequence that you're creating is coupled with the audience you're building on a social platform. 
[01:02:59] Jesse Ouellette: Where your buyer's at. 
[01:03:00] Jesse Ouellette: Maybe they're on Reddit, Twitter, whatever that is. 
[01:03:03] Jesse Ouellette: But in addition to the sequence that you have done, hopefully it's very nicely crafted, very targeted. 
[01:03:10] Jesse Ouellette: And then sometimes you meet them somewhere else. 
[01:03:13] Jesse Ouellette: It's like, wait, that name I've seen before, I've seen this person on a video. 
[01:03:18] Jesse Ouellette: So, like, put the personality in it. 
[01:03:22] Jesse Ouellette: It will not hurt. 
[01:03:23] Jesse Ouellette: It will only help you be a better salesperson and actually enjoy to be that salesperson as well because sales can be very tough once in a while. 
[01:03:34] Jesse Ouellette: Well, then make it fun. 
[01:03:35] Jesse Ouellette: And then people meeting you as well. 
[01:03:39] Taylor Wells: I love that. 
[01:03:40] Taylor Wells: I love that. 
[01:03:40] Taylor Wells: Making it fun for yourself and for other folks. 
[01:03:44] Taylor Wells: And I love, I think one of the most powerful things I've ever had was when I got on a sales call and the person says, I feel like I already know you because they've seen you so much online, right. 
[01:03:56] Taylor Wells: And I've had that happen a couple of times where I'll never forget that moment because this is like, oh, my gosh, this is that power you're talking about, right, of having, being in multiple places, connecting with people at scale. 
[01:04:07] Taylor Wells: And then I think from a marketer's perspective, thinking about, like you said, scroll stopping, right. 
[01:04:14] Taylor Wells: Thinking about the context of how you're reaching folks and understanding that we are all fighting for attention ultimately, right. 
[01:04:22] Taylor Wells: And attention is what marketing is all about. 
[01:04:25] Taylor Wells: And getting their attention is a lot of the battle. 
[01:04:30] Taylor Wells: Right. 
[01:04:31] Taylor Wells: And keeping it and engaging them.

[01:04:33] Sales and Marketing Collaboration: Insights from Industry Experts

[01:04:33] Taylor Wells: I'm curious, your thoughts on folks, marketers, and I've seen more a trend of this laura, folks, AES and sdrs, creating content and hosting events, webinars and so love, I love the trend. 
[01:04:48] Taylor Wells: Where can you see folks? 
[01:04:50] Taylor Wells: They're like, hey, you know what? 
[01:04:51] Taylor Wells: I've done the typical outbound stuff, but I'd love to kind of do some marketing things. 
[01:04:55] Taylor Wells: How can they get their feet wet, gain some skill and. 
[01:04:59] Taylor Wells: Yeah. 
[01:04:59] Taylor Wells: Any thoughts there on how to get started? 
[01:05:02] Jesse Ouellette: I think an easy way to dip your toes into this is to try video to start with because it's one of the very intimidating things. 
[01:05:10] Jesse Ouellette: If you don't do that, if you're not doing video, you will think, oh, what will that finance manager think about me if they saw that video of me? 
[01:05:19] Jesse Ouellette: Well, I mean, while you don't have the audience, that finance manager will not see that anyway. 
[01:05:25] Jesse Ouellette: And you will kind of start to figure out what kind of things your audience likes. 
[01:05:31] Jesse Ouellette: So that's one of the things. 
[01:05:32] Jesse Ouellette: And at the same time, couple up with your marketing, figure out what is it that they're doing and is there anything different that you could be doing in addition to the sequences that you're doing in any tool that you're writing and stuff like, like when you're talking, like salespeople creating events. 
[01:05:54] Jesse Ouellette: Well, this is beautifully crafted, what Melissa has done, because she's selling to salespeople. 
[01:06:01] Jesse Ouellette: Salespeople love to follow influencers. 
[01:06:03] Jesse Ouellette: And let me couple that together. 
[01:06:06] Jesse Ouellette: So she learned what is it that my buyers care about and for me to get in front of them? 
[01:06:12] Jesse Ouellette: Besides that, it is probably going to become her side gig. 
[01:06:16] Jesse Ouellette: She's attracting the audience in a fun way. 
[01:06:20] Jesse Ouellette: And think about the same for your buyer. 
[01:06:22] Jesse Ouellette: Whoever you're selling to, where is it that they're gathering? 
[01:06:26] Jesse Ouellette: What is it that they care about? 
[01:06:28] Jesse Ouellette: And try it out in small scale because nobody's watching while that you're doing this, nobody's watching. 
[01:06:34] Jesse Ouellette: You're not blasting huge emails. 
[01:06:36] Jesse Ouellette: You don't have a huge audience, but you will build that up very slowly. 
[01:06:40] Taylor Wells: So just do it. 
[01:06:43] Jesse Ouellette: If you see something inspiring or another good idea is to find the influencers or thought leaders that your buyers follow and have a look at what type of content they're creating or what type of things they're doing. 
[01:07:00] Jesse Ouellette: So you can maybe mimic some of that stuff or try to do your own thing inspired by it and see if doing a little tweak on videos or voice or picture, whatever that might be, or side events might be the way that you would delight your buyers and be that different type of either salesperson or salesperson coupled up with marketing, who works in that beautiful dynamic. 
[01:07:29] Taylor Wells: So good. 
[01:07:29] Taylor Wells: I love that. 
[01:07:30] Taylor Wells: And I love looking at, obviously, the content that your ideal customer is consuming. 
[01:07:36] Taylor Wells: Look at the influencers and replicate or do a variation of that because first, it's probably working, right? 
[01:07:44] Taylor Wells: Actually, that's one SEO hack for like YouTube. 
[01:07:47] Taylor Wells: If you want to rank high on YouTube, go look at all the folks that have really high ranked YouTube videos and just copy their title. 
[01:07:55] Taylor Wells: Change just a little bit and you'll rank super high, too. 
[01:07:58] Taylor Wells: So it's the same kind of methodology. 
[01:08:00] Taylor Wells: Know, don't try to reinvent the wheel, right? 
[01:08:02] Taylor Wells: Just do your own little spin. 
[01:08:03] Taylor Wells: Like this format of events. 
[01:08:05] Taylor Wells: I actually got this from Gary Vaynerchuk and I took this fast paced format, did my own little tweak of, you know, it's so far going pretty well for the first one, a couple of technical issues, but anything you can close us out with, Laura, last 30 seconds, anything we haven't covered yet? 
[01:08:24] Jesse Ouellette: Yes, events. 
[01:08:25] Jesse Ouellette: Remember, if you're doing events, side events on small scale or your own events, try to always adapt the same too. 
[01:08:34] Jesse Ouellette: Like, don't do the same thing everybody does, then it will be so much easier. 
[01:08:38] Jesse Ouellette: Especially if you're selling in a niche section. 
[01:08:41] Jesse Ouellette: If you're selling to marketing and sales, there's a lot of creativity that you have to do to be that a different type because a lot of companies are doing different stuff because they're creative. 
[01:08:51] Jesse Ouellette: But if you're selling to, I don't know, legal or something else, then there is so much you can do because the boringness of events out there is kind of huge. 
[01:09:07] Taylor Wells: I love that. 
[01:09:08] Taylor Wells: Well said. 
[01:09:09] Taylor Wells: Yeah. 
[01:09:09] Taylor Wells: Especially in the b two B world, there's lots of opportunity to be creative. 
[01:09:13] Taylor Wells: Thanks so much, Laura. 
[01:09:14] Taylor Wells: I really appreciate you coming on. 
[01:09:17] Taylor Wells: Take care. 
[01:09:17] Taylor Wells: Thanks so much. 
[01:09:18] Taylor Wells: Thanks, Taylor. 
[01:09:19] Taylor Wells: Bye bye.

[01:09:22] Interview with Tyler

[01:09:22] Taylor Wells: All right, we got Tyler. 
[01:09:25] Taylor Wells: What's up, Tyler? 
[01:09:28] Taylor Wells: How you doing? 
[01:09:28] Kevin Hopp: Doing good. 
[01:09:29] Taylor Wells: You? 
[01:09:29] Kevin Hopp: Can't complain. 
[01:09:29] Taylor Wells: How about yourself? 
[01:09:31] Taylor Wells: Doing well. 
[01:09:32] Taylor Wells: I got to tell you, if I had a nickel for every single time somebody called me Tyler, I wouldn't need to work. 
[01:09:38] Taylor Wells: So my mom even called me Tyler when I was like six years old, and I will not forget it. 
[01:09:43] Taylor Wells: So kudos to you for having a cooler name and thanks for coming on.

[01:09:49] The Power of One-to-One Video in Sales

[01:09:49] Taylor Wells: I've seen a lot of your content on LinkedIn around one to one video and creating. 
[01:09:55] Taylor Wells: And even in this event, folks have mentioned using video to get warm introductions, using video and all different formats. 
[01:10:04] Taylor Wells: I'd love you to lay it out. 
[01:10:05] Taylor Wells: What are your thoughts on creating these one to one videos, hyper personalized videos? 
[01:10:09] Taylor Wells: And what have you seen work and what's the power of it? 
[01:10:13] Kevin Hopp: Yeah, I think videos are super powerful. 
[01:10:16] Kevin Hopp: I think the one important thing about video is that's actually your chance to not only showcase your product, but showcase you as a person. 
[01:10:24] Kevin Hopp: I think a lot of times that we get lost in emails and cold calls, that we lose the personality behind it and we lose the human touch. 
[01:10:32] Kevin Hopp: So I think with the beauty of video, that's the one opportunity you get to actually show your personality. 
[01:10:38] Kevin Hopp: You actually get to show that smile, you get to show that energy and show them how passionate you are about that product. 
[01:10:43] Kevin Hopp: And one thing I even picked up on is even if you don't have the best script in the world, as long as you're showing that you're happy and you're genuinely excited about this product, that prospect is more than likely going to take the meeting just because they see how passionate you are. 
[01:10:58] Kevin Hopp: So it's like, why not take a chance on this guy? 
[01:11:00] Kevin Hopp: He seems pretty passionate about it, so he's talking pretty strongly about it. 
[01:11:04] Kevin Hopp: Why not give him that opportunity? 
[01:11:06] Kevin Hopp: So I definitely think videos are super powerful and I highly recommend everybody to hop on that train. 
[01:11:12] Taylor Wells: Very cool.

[01:11:13] Personalized video prospecting

[01:11:13] Taylor Wells: How can folks get started? 
[01:11:14] Taylor Wells: What are some things, some low hanging fruit of application of when to use kind of one to one personalized video? 
[01:11:21] Tyler Washington: I got you. 
[01:11:22] Taylor Wells: Yeah, we'll start there. 
[01:11:23] Kevin Hopp: I actually made like a little presentation. 
[01:11:25] Kevin Hopp: Maybe I am over prepared for this. 
[01:11:27] Kevin Hopp: No, let's do it. 
[01:11:27] Taylor Wells: Go through it. 
[01:11:28] Taylor Wells: Yeah, please. 
[01:11:29] Kevin Hopp: Just wanted to give people kind of an idea of what I do just to get more watches. 
[01:11:36] Kevin Hopp: So of course, just going into video prospecting, like I said, this is just like being able to. 
[01:11:42] Kevin Hopp: Can you see my screen for one? 
[01:11:44] Taylor Wells: Yes. 
[01:11:44] Taylor Wells: You look great. 
[01:11:45] Kevin Hopp: So, yeah, just being able to just showcase yourself and your product.

[01:11:50] Saving Time with Video Outreach

[01:11:50] Kevin Hopp: And before we hop straight into videos, I just want to talk about some of the biggest blockers that people run into. 
[01:11:57] Kevin Hopp: And that's wasted time. 
[01:11:59] Kevin Hopp: Why people give up because they're wasting so much time on these videos because they're not getting responses. 
[01:12:05] Kevin Hopp: Emails are going to spam, they're not getting delivered. 
[01:12:09] Kevin Hopp: I think those can be like the biggest heartbreaks when it comes to videos. 
[01:12:12] Kevin Hopp: So after a while, when you sit back at the end of the day and you're looking like, hey, I made no progress. 
[01:12:17] Kevin Hopp: And then at that point you're just like, man, this isn't productive. 
[01:12:20] Kevin Hopp: Maybe I'll just go back to emails. 
[01:12:22] Kevin Hopp: Maybe I'll just start calling more. 
[01:12:24] Kevin Hopp: So I just came up with this framework to kind of get around that so people can actually get more watches and save time versus putting in all that time and not moving anywhere. 
[01:12:35] Kevin Hopp: So this is called the permission slap. 
[01:12:38] Kevin Hopp: So basically it's a strategic approach where you basically ask your prospect for permission before you actually send them the video. 
[01:12:45] Kevin Hopp: And it's a quick message just asking, like I said, just asking permission and why. 
[01:12:50] Kevin Hopp: This is different. 
[01:12:51] Kevin Hopp: Most reps, they send a pitch slap where they immediately ask for time or they try to sell a product, but with this, it's more consent based. 
[01:13:00] Kevin Hopp: You're trying to add value and you're actually building a relationship and a sense of trust versus just assuming that they're having that problem in wanting to buy your product. 
[01:13:10] Kevin Hopp: And this is kind of like, kind of like a diagram to show you what it looks like correlated with your outreach sequence. 
[01:13:18] Kevin Hopp: So let's say like your first day. 
[01:13:20] Taylor Wells: You have a call, you have a. 
[01:13:21] Kevin Hopp: Connection request, and you also have an email. 
[01:13:24] Kevin Hopp: That email is going to set you up for the social sequence that I'm about to get into. 
[01:13:29] Kevin Hopp: And it's a game changer. 
[01:13:30] Kevin Hopp: It's worked a ton for me, and it saves so much time. 
[01:13:34] Kevin Hopp: So this is kind of like an example. 
[01:13:36] Kevin Hopp: So we have this first email. 
[01:13:38] Kevin Hopp: So if you notice in my CTA, I'm not asking for time, I'm not asking to book a meeting. 
[01:13:42] Kevin Hopp: I'm not asking for them to sign that check today. 
[01:13:44] Kevin Hopp: I'm asking them like, do you mind if I send a short video on how to a and b? 
[01:13:50] Kevin Hopp: This way, it's like they either can answer the question yes or they can say no. 
[01:13:54] Kevin Hopp: Either way it goes, the goal of this is only to drive a response or see if that email actually works before I go take all this time and make this video. 
[01:14:03] Kevin Hopp: And then if it does go through, then I can either send a generic video that's pre recorded so I can explain the email, explain the product a bit more just to drive some more interest. 
[01:14:12] Kevin Hopp: Or if they say yes, I can send a personalized email, a personalized video, and get super personalized. 
[01:14:18] Kevin Hopp: Either find a post on LinkedIn or some research on their company page. 
[01:14:23] Kevin Hopp: So once you hit that first trigger, kind of like what that looks like, you send your LinkedIn connection request. 
[01:14:29] Kevin Hopp: Don't include a note, of course, because that's going to be like the first red flag. 
[01:14:33] Kevin Hopp: When you include a note, they can see the note in that connection request. 
[01:14:36] Kevin Hopp: So when they hit accept, it automatically comes through. 
[01:14:38] Kevin Hopp: So you definitely want to avoid that. 
[01:14:41] Kevin Hopp: And then assuming that they accept that connection request, don't be in such a hurry. 
[01:14:46] Kevin Hopp: Maybe wait about two to three days. 
[01:14:48] Kevin Hopp: I know you're definitely going to be eager to hit them up and send that video, but you definitely want to wait just to give them that grace period. 
[01:14:54] Kevin Hopp: And then you want to send that initial message, literally just asking for permission. 
[01:14:57] Kevin Hopp: So this is an example that I sent to Kevin Dorsey, like, hey, Kevin, mind if I share a short video on how to a and b? 
[01:15:05] Kevin Hopp: They can either a answer or b say no. 
[01:15:09] Kevin Hopp: If they do, they say yes, I go make the video. 
[01:15:13] Kevin Hopp: If no, I keep it pushing. 
[01:15:15] Kevin Hopp: I'm not pushing back at all. 
[01:15:16] Kevin Hopp: I ask permission, they say, no, keep it pushing. 
[01:15:19] Kevin Hopp: And same thing. 
[01:15:20] Kevin Hopp: Follow up, send a short follow up. 
[01:15:22] Kevin Hopp: Do you mind if I bump this up in case you missed it? 
[01:15:24] Kevin Hopp: Mind if I share the video? 
[01:15:27] Kevin Hopp: And believe it or not, the follow up is actually more powerful than the initial statement, the initial question, especially if you're selling to GTM folks, they know how sales works, so they'll actually acknowledge your follow up. 
[01:15:38] Kevin Hopp: And more than likely it's going to do better than that initial message. 
[01:15:42] Kevin Hopp: And this is actually my favorite. 
[01:15:44] Kevin Hopp: So this one is where you share a valuable asset. 
[01:15:47] Kevin Hopp: Whether it's an insightful article, video content, thought leadership, or something. 
[01:15:53] Kevin Hopp: I did while I was doing my prospecting. 
[01:15:55] Kevin Hopp: I made a master list of all the companies that were hiring and then I would make a hiring post, tag all of those companies and then send them to the prospect that I'm going after. 
[01:16:05] Kevin Hopp: So that's definitely a good way to provide value and build a sense of trust just to kind of refer them back to your video. 
[01:16:12] Kevin Hopp: And this one is also interesting, just offering them an exit. 
[01:16:16] Kevin Hopp: Ask for transparency. 
[01:16:17] Kevin Hopp: Like if they're not interested and they're not responding, just give them an easy, no pressure way to opt out. 
[01:16:22] Kevin Hopp: Hey, does it make sense for me to reach out or should I cool off and stay friends? 
[01:16:26] Kevin Hopp: This guy actually still booked a meeting because he was pretty tied up. 
[01:16:30] Kevin Hopp: It's not like he didn't intentionally not respond. 
[01:16:33] Kevin Hopp: He was just pretty busy. 
[01:16:34] Kevin Hopp: And I ended up actually booking the meeting, asking him if he wanted to opt out, but he still wanted to book some time. 
[01:16:40] Kevin Hopp: So that framework is like a good way just to kind of save some time. 
[01:16:44] Kevin Hopp: It's pretty rough out here trying to even get responses. 
[01:16:48] Kevin Hopp: So just kind of going through that framework is an easy way just to help you save time and get those videos out a lot faster. 
[01:16:54] Kevin Hopp: Because once you get that, yes, it's like, okay, now I can spend the next 20 minutes and really drive through this video, send it to them. 
[01:17:03] Kevin Hopp: And I already know they're likely to respond because they already accepted the request. 
[01:17:07] Kevin Hopp: I know that was a mouthful, but definitely wanted to get that out. 
[01:17:11] Taylor Wells: I love it, Tyler, that was great. 
[01:17:13] Taylor Wells: And I love how there was really strategic follow ups, ways to add value, even your thumbnail. 
[01:17:20] Taylor Wells: I think that was one of the first videos I saw that you posted was like, how to create a really unique thumbnail. 
[01:17:24] Taylor Wells: Because that's probably one of the biggest parts I don't see is like, even whether back to YouTube analogy, like a thumbnail is like king, I get people's attention, right? 
[01:17:33] Taylor Wells: And make it super personal.

[01:17:34] Practical Tips for Using One-to-One Video in Marketing

[01:17:34] Taylor Wells: Anything in closing, last 30 seconds that you would just in regards to one to one video even just getting started, or any other practical tools you use, use your iPhone, use your computer. 
[01:17:45] Taylor Wells: Any thoughts there in closing? 
[01:17:47] Kevin Hopp: Yeah, so I actually picked this up pretty late. 
[01:17:50] Kevin Hopp: I'm actually pretty sad about it, but I didn't pick this up until after I got into the marketing world, but use a teleprompter. 
[01:17:58] Kevin Hopp: When I first started, I was just trying to memorize my script, trying to be a perfectionist and get everything right. 
[01:18:03] Kevin Hopp: But literally, just download a teleprompter on your phone. 
[01:18:06] Kevin Hopp: If you angle it just right, if you put it above your eyes and tilt it down, you can't tell you're reading at all. 
[01:18:12] Kevin Hopp: So basically, that's a good way just to kind of keep you on script and keep you below time. 
[01:18:16] Kevin Hopp: So that way you're not just rambling and going off script. 
[01:18:19] Kevin Hopp: You can adjust the reading speed to your liking. 
[01:18:22] Kevin Hopp: And like I said, it's just, like, a good way just to kind of keep you on track so you're not just rambling and it saves you so much time. 
[01:18:28] Kevin Hopp: That's at least, like, ten minute save right there. 
[01:18:30] Kevin Hopp: Just trying to get your script right. 
[01:18:32] Kevin Hopp: So I think that can be a game changer for everyone just looking to get started, especially if you're scared to record in the first place. 
[01:18:38] Kevin Hopp: Now it's like, just write it down and you're reading your words so you're confident. 
[01:18:43] Kevin Hopp: You can be as confident as you want to be is your words. 
[01:18:45] Kevin Hopp: You feel strongly about this, so just read it. 
[01:18:48] Taylor Wells: That's all you have to do. 
[01:18:49] Taylor Wells: Tyler, I love that. 
[01:18:50] Taylor Wells: Great closing thought. 
[01:18:52] Taylor Wells: Thanks so much for coming on. 
[01:18:53] Taylor Wells: Really appreciate your insights. 
[01:18:55] Kevin Hopp: Absolutely. 
[01:18:55] Taylor Wells: Thanks for having me.

[01:18:59] The Evolution of Cold Calling in 2024

[01:18:59] Taylor Wells: All right, closing us up. 
[01:19:02] Taylor Wells: What's up, Kevin? 
[01:19:03] Kevin Hopp: Yeah. 
[01:19:03] Taylor Wells: Let's talk about cold calling. 
[01:19:05] Taylor Wells: I love to hear your thoughts on, like, 2024, cold calling. 
[01:19:08] Taylor Wells: Let's. 
[01:19:09] Taylor Wells: Let's talk about some tactics that work, creating a culture of it. 
[01:19:13] Taylor Wells: Lay it out for us. 
[01:19:17] Cliff Simon: Okay, cool. 
[01:19:18] Cliff Simon: Let's talk a little bit about it. 
[01:19:19] Cliff Simon: It's 2024. 
[01:19:21] Cliff Simon: Cold calling is dead. 
[01:19:22] Cliff Simon: Everyone should just use video and email and social selling and just get popular on LinkedIn and make a bunch of posts and everyone just calls you and wants all your shit. 
[01:19:32] Cliff Simon: That's all I see on LinkedIn is just, like, people talking about ways to avoid talking to strangers because it's awkward. 
[01:19:41] Taylor Wells: All right. 
[01:19:41] Cliff Simon: I'm not here to tell you that cold calling is super easy. 
[01:19:43] Cliff Simon: All you got to do is pick up the phone. 
[01:19:46] Cliff Simon: Love people that say that. 
[01:19:47] Cliff Simon: All right, sure. 
[01:19:48] Cliff Simon: I'll pick up the phone. 
[01:19:49] Cliff Simon: How many times do I call someone? 
[01:19:51] Cliff Simon: What do I say when I get them on the line? 
[01:19:53] Cliff Simon: What if they already have a provider? 
[01:19:55] Cliff Simon: How do I overcome objections? 
[01:19:56] Cliff Simon: There's, like, all of these things, right? 
[01:19:58] Cliff Simon: There's all these things that get in the way of us making cold calls. 
[01:20:03] Cliff Simon: Now, what's cool about it being 2024 and the evolution of technology is it's never been easier to get into conversations. 
[01:20:13] Taylor Wells: Right? 
[01:20:14] Cliff Simon: What I mean by that is the hardest thing you can do is the thing that I started out doing, which is the NASDR did has probably done at some point, which is okay, I want to call Taylor. 
[01:20:25] Cliff Simon: I'm going to look him up on Zoom info, find his number, I'm going to punch into my cell phone and listen to it, leave a little voicemail saying something like, hey Taylor, I'd love to sell you my solutions. 
[01:20:35] Cliff Simon: Call me back. 
[01:20:36] Cliff Simon: Number is three one. 
[01:20:38] Cliff Simon: Right. 
[01:20:39] Cliff Simon: A lot of people do that now because it's 2024. 
[01:20:43] Cliff Simon: The dialer market is starting to heat up. 
[01:20:45] Cliff Simon: The dialer market is starting to heat up meaning there are tools that leverage artificial intelligence buzzword, that leverage data science, that leverage tech to get you into a lot of conversations in a short period of time. 
[01:21:00] Cliff Simon: So it's a bit of a chicken and the egg problem for most organizations, the chicken being I want to get a bunch of net new meetings with people that I don't know, that I don't have relationships with the egg being. 
[01:21:13] Cliff Simon: I need to talk to them and communicate with them. 
[01:21:15] Cliff Simon: But the way I'm communicating with them right now, they're not responding right. 
[01:21:19] Cliff Simon: What's the problem with cold email and cold video and cold all these other things? 
[01:21:23] Cliff Simon: If no one replies, then there's no back and forth. 
[01:21:28] Cliff Simon: The thing that I love about cold calling and you can tell my personality, I'm a little bit out. 
[01:21:33] Taylor Wells: Like it's immediate. 
[01:21:35] Cliff Simon: If I want to call Taylor and I want to talk to Taylor about what's going on in his organization, I'm going to pick that phone right now. 
[01:21:41] Taylor Wells: I'm going to do it and I'm. 
[01:21:42] Cliff Simon: Going to learn something right then and there. 
[01:21:44] Cliff Simon: And I could have sent him a hundred emails and a dozen videos and he just clicks spam, spam, spam, spam, spam. 
[01:21:50] Will Aitken: But as soon as I get him. 
[01:21:50] Cliff Simon: On the phone, I say, hey, Taylor, look, the only reason I'm calling is I help people like you with business problems like this. 
[01:21:57] Cliff Simon: What does that look like in your organization? 
[01:22:00] Cliff Simon: All of a sudden we're in a conversation, one to one, talking about your business. 
[01:22:03] Cliff Simon: So long story short, what's changed in 2024 is that there are so many options to use technology to get into a high number of conversations in a day. 
[01:22:15] Cliff Simon: And that is different.

[01:22:18] Creating a Culture of Calling: Importance of Outbound Calling

[01:22:18] Taylor Wells: Very cool. 
[01:22:18] Taylor Wells: I love it. 
[01:22:19] Taylor Wells: I've seen some of the different providers out there and the dual dialers and pretty cool. 
[01:22:26] Taylor Wells: I love your thoughts on any kind of creating a culture of calling. 
[01:22:29] Taylor Wells: How do you get from the top down and getting, I know that's a big part of what you do. 
[01:22:35] Cliff Simon: Yeah, so calling culture is the term that I've kind of coined. 
[01:22:40] Cliff Simon: It's the number one reason why people don't use dialing solutions is they don't have calling culture. 
[01:22:47] Cliff Simon: Or the number one reason why dialing companies lose customers is number one is probably price these days because there's so many competitors, they just go shark each other's accounts. 
[01:22:58] Cliff Simon: As soon as the renewal comes up, one guy's like, all right, I'll give. 
[01:23:01] Taylor Wells: It to you for half of what. 
[01:23:02] Cliff Simon: They were charging you. 
[01:23:03] Cliff Simon: It's starting to get like that, particularly in the tech space. 
[01:23:05] Cliff Simon: Like b two. 
[01:23:06] Tyler Washington: B tech. 
[01:23:06] Cliff Simon: Really sharky. 
[01:23:08] Cliff Simon: But the other giant reason is lack of calling culture, right? 
[01:23:12] Cliff Simon: So what happened in 23 and now 24? 
[01:23:16] Cliff Simon: We continue to see this hamster wheel of tech layoffs, just, and all these ceos are saying, well, hey, Mr. 
[01:23:24] Cliff Simon: VPS sales, you hired 35 people last year. 
[01:23:26] Cliff Simon: How come you missed your number by 25%? 
[01:23:28] Cliff Simon: And he says, well, I just need more of this and that and that fired, right? 
[01:23:32] Cliff Simon: So that happens. 
[01:23:33] Cliff Simon: And when that turnover happens, the next guy that comes in might be a hot to trot LinkedIn influencer type guy who's like, we're using social selling. 
[01:23:41] Cliff Simon: We're just going to do social selling. 
[01:23:43] Cliff Simon: I need to put all my budget into event marketing. 
[01:23:45] Cliff Simon: We're doing webinars, we're doing social selling. 
[01:23:47] Cliff Simon: I'm doing content, I'm doing this. 
[01:23:49] Matt Liebman: Got a podcast. 
[01:23:50] Cliff Simon: I need less sdrs. 
[01:23:51] Cliff Simon: I need less this. 
[01:23:52] Cliff Simon: Then you cancel your dialer contract, right? 
[01:23:55] Cliff Simon: Because your culture is not about calling. 
[01:23:58] Cliff Simon: It's not about conversations. 
[01:23:59] Cliff Simon: Now, I don't want to talk too much shit. 
[01:24:01] Cliff Simon: Like, there are 100 ways to skin a cat, all right? 
[01:24:04] Cliff Simon: You can get meetings, you can build pipeline doing a ton of different things. 
[01:24:08] Cliff Simon: Now the reason I suggest people lean into outbound calling and cold calling specifically is of the immediacy, the binary nature of it, right? 
[01:24:18] Cliff Simon: It's not this like, okay, I'm going to send 3000 emails and wait and see what comes back. 
[01:24:22] Taylor Wells: It's like, there is a fact of the matter. 
[01:24:25] Cliff Simon: If you make x amount of calls, you're going to get x amount of conversations. 
[01:24:29] Cliff Simon: So it's controllable. 
[01:24:31] Cliff Simon: And because it's controllable, it's scalable, right? 
[01:24:35] Cliff Simon: That's what I hope leaders that are watching this start to look at and understand, like, oh crap, I can't control if Google shuts down the amount of number of emails I can send in a day and my domain gets blacklisted because the last leader had people just spamming, spamming, spamming, spamming. 
[01:24:51] Cliff Simon: So now my domain's shit and I can't get an email out. 
[01:24:53] Cliff Simon: I can't control that. 
[01:24:56] Cliff Simon: You can totally control if your reps are going to call and have a conversation with someone you're marketing. 
[01:25:00] Cliff Simon: That's a cultural thing. 
[01:25:02] Cliff Simon: Because the biggest problem is, okay, I don't have tech for it. 
[01:25:06] Cliff Simon: Okay, I don't have a process for using any tech for it. 
[01:25:08] Cliff Simon: Okay, what do I see when I. 
[01:25:09] Taylor Wells: Get on the phone? 
[01:25:10] Taylor Wells: Training. 
[01:25:11] Cliff Simon: How do reps get comfortable talking to strangers on the phone? 
[01:25:14] Taylor Wells: Particularly now. 
[01:25:15] Cliff Simon: We're, like, looking at Gen Z coming into the workforce. 
[01:25:18] Cliff Simon: I'm a millennial, right? 
[01:25:19] Cliff Simon: So as a millennial, yeah, sure, I had a smartphone, but I didn't get. 
[01:25:24] Laura Erdem: It until college, right. 
[01:25:26] Cliff Simon: Didn't exist. 
[01:25:27] Cliff Simon: Gen Z has been doing everything Digital, everything iPad, everything. 
[01:25:30] Cliff Simon: Scroll, click, for so long that their natural tendency to have conversations is very low. 
[01:25:39] Cliff Simon: So training should get more and more popular, right? 
[01:25:41] Taylor Wells: And I think it will. 
[01:25:43] Taylor Wells: Interesting perspective. 
[01:25:45] Taylor Wells: I love it. 
[01:25:46] Taylor Wells: Curious your thoughts on.

[01:25:47] Practical tips for more effective conversations

[01:25:47] Taylor Wells: In closing, we got a couple more minutes left. 
[01:25:49] Taylor Wells: Just love to hear your thoughts on anything practical. 
[01:25:51] Taylor Wells: I love you. 
[01:25:52] Taylor Wells: At the beginning, you kind of talked a little bit about how to frame the conversation, but anything, obviously using dialing technology, that's super practical. 
[01:26:01] Taylor Wells: Anything else practical that you can leave folks with as far as things that you've been like, oh, wow, this has just been a game changer for how we've gotten conversations, for sure. 
[01:26:12] Cliff Simon: Very practically speaking, it is not like the process that I charge in consulting to bring to organizations, and I just hold their hand to walk them through it. 
[01:26:23] Cliff Simon: It's not rocket science. 
[01:26:24] Taylor Wells: Okay? 
[01:26:25] Taylor Wells: It's not rocket science. 
[01:26:28] Cliff Simon: Build a list where everybody in there cares about one thing or has one or two very common problems. 
[01:26:35] Cliff Simon: And the answer, Mr. 
[01:26:36] Cliff Simon: CEO, is not call ceos and call HR directors and call vps of sales because they all need to buy your platform. 
[01:26:44] Cliff Simon: No one gives a shit about your stuff. 
[01:26:45] Laura Erdem: Right? 
[01:26:46] Cliff Simon: Build lists based on Persona, based on the people, what they care about, not what you care about. 
[01:26:53] Taylor Wells: Right? 
[01:26:54] Cliff Simon: 90% of orgs these days build lists based on what I want. 
[01:26:57] Cliff Simon: Well, I would love to get a meeting with their director and the VP and bring the CEO along too. 
[01:27:01] Cliff Simon: Hey, there's a board member. 
[01:27:02] Cliff Simon: Put them in a sequence, too. 
[01:27:03] Cliff Simon: I want everybody buy Acme solutions. 
[01:27:06] Cliff Simon: That's the way people. 
[01:27:08] Taylor Wells: It's selfish. 
[01:27:08] Cliff Simon: It's super selfish. 
[01:27:09] Cliff Simon: It's like driven on. 
[01:27:10] Cliff Simon: I need to get meetings. 
[01:27:11] Cliff Simon: I want to talk to these people.

[01:27:13] Rethinking the way you build your list for outbound sales

[01:27:13] Cliff Simon: All right, I'm asking you practically rethink the way you build your list. 
[01:27:18] Cliff Simon: Build your list based on what these people these 150 people, what they should care about. 
[01:27:25] Cliff Simon: And why would they care about? 
[01:27:25] Cliff Simon: Because they're in a similar industry, because they're a similar title, a similar responsibility level. 
[01:27:30] Cliff Simon: Then I build a script, and these match. 
[01:27:33] Cliff Simon: They're like, one to one. 
[01:27:34] Cliff Simon: This was like 1945. 
[01:27:36] Cliff Simon: It would be literally a rotary phone on the desk with a stack of cards and a piece of paper in front of it. 
[01:27:43] Cliff Simon: And that's it. 
[01:27:44] Cliff Simon: That is what we do when we are over here. 
[01:27:46] Cliff Simon: And then we have another rotary phone over here with a different stack of cards and a different piece of paper. 
[01:27:50] Taylor Wells: In front of it. 
[01:27:51] Cliff Simon: That's the process that works really well with outbound, because one of the other things that a lot of people watching this right now are saying, well, yeah, Kevin, I make calls. 
[01:28:01] Will Aitken: Yeah. 
[01:28:03] Taylor Wells: And I say, all right, walk me. 
[01:28:04] Cliff Simon: Through a day to day. 
[01:28:06] Cliff Simon: Well, I go in, and I see HubSpot tasks. 
[01:28:09] Cliff Simon: And then sometimes marketing will send over something. 
[01:28:12] Cliff Simon: And you look at it, it's like 15 to 25 calls a day at different times, scattered. 
[01:28:18] Cliff Simon: Well, why didn't you call Bob? 
[01:28:20] Cliff Simon: Why didn't you call Elizabeth? 
[01:28:22] Cliff Simon: Well, you know, last time I talked to Bob, he was just getting out of a meeting, and I just want know. 
[01:28:26] Cliff Simon: Give him some. 
[01:28:27] Cliff Simon: You know, we personify what we think is going on in all our prospects lives, and then we tell ourselves stories about why we shouldn't call them, because calling is disruptive. 
[01:28:37] Cliff Simon: So if you have this process where we got the rotary phone, we got the people we want to call and exactly what they might care about, we just go run that process. 
[01:28:45] Cliff Simon: And what you find is some of the people don't care. 
[01:28:48] Cliff Simon: Cool, bye. 
[01:28:49] Cliff Simon: What you find is some people say, send me some more information. 
[01:28:52] Matt Liebman: Cool. 
[01:28:52] Laura Erdem: Follow up. 
[01:28:53] Cliff Simon: Send them information. 
[01:28:55] Cliff Simon: Follow up with them. 
[01:28:56] Cliff Simon: Call them in two or three days and say, hey, what do you think of my information? 
[01:28:58] Cliff Simon: I'll say, hey, most sales reps don't call me back. 
[01:29:01] Cliff Simon: Right. 
[01:29:02] Cliff Simon: And just keep running that process. 
[01:29:04] Cliff Simon: And then I have two or three of those going at one time. 
[01:29:06] Cliff Simon: And that's your calling funnel. 
[01:29:08] Cliff Simon: It's not super complicated. 
[01:29:11] Taylor Wells: I love it. 
[01:29:11] Taylor Wells: Kevin, thanks so much for sharing.

[01:29:13] Insider's perspective on dialers and dialing technologies

[01:29:13] Taylor Wells: Anything in closing, last 30 seconds, any thoughts to leave that we haven't covered already? 
[01:29:19] Cliff Simon: No, not necessarily. 
[01:29:20] Cliff Simon: I just think I am a third party consultant for probably or third party referral partner for, like, 14 different dialers and dialing technologies and things. 
[01:29:33] Cliff Simon: So if your organization is seriously looking at this and saying, all right, Kevin, what does this really look like? 
[01:29:38] Cliff Simon: I can tell you what they don't want to tell you, which is how the integrations really work, how the price point really stacks out, what the real difference is between this and this. 
[01:29:49] Cliff Simon: There's all the flashy marketing stuff, but I'm like one of these insider dudes in the industry who's I've used 15 different dialers. 
[01:29:55] Cliff Simon: I know how it works. 
[01:29:56] Cliff Simon: I've implemented over 50 different instances. 
[01:30:00] Cliff Simon: So if you want the inside scoop on how dialers work and what dialers are different, I hate to use the word better because they're all good at something. 
[01:30:08] Cliff Simon: Every dialing solution is good at something. 
[01:30:11] Cliff Simon: It's hard to tell with all the marketing and content and everything, what's what. 
[01:30:15] Cliff Simon: So reach out to me if you want to talk about know. 
[01:30:18] Taylor Wells: Not a sales pitch at all. 
[01:30:19] Cliff Simon: It's very consultative conversation. 
[01:30:21] Taylor Wells: I love it. 
[01:30:22] Taylor Wells: Kevin, great value add and definitely put your information in the show notes for folks to follow up with you. 
[01:30:28] Taylor Wells: Thanks for coming on, Kevin. 
[01:30:29] Taylor Wells: Really appreciate you. 
[01:30:33] Taylor Wells: Take care.

[01:30:35] Highlights from the Conversation on Go-to-Market Strategies

[01:30:35] Jesse Ouellette: Whoo. 
[01:30:35] Taylor Wells: We did it, folks. 
[01:30:36] Taylor Wells: We got through all nine. 
[01:30:38] Taylor Wells: Excellent information. 
[01:30:39] Taylor Wells: Thanks everyone for sticking through really great stuff and we'll definitely send out this recording afterwards. 
[01:30:45] Taylor Wells: So if you want to share this with your team, this will hopefully be a series that we continue to do monthly. 
[01:30:49] Taylor Wells: Next month we're going to be doing one on inbound marketing other GTM topics. 
[01:30:54] Taylor Wells: So really looking forward to continuing the series. 
[01:30:56] Taylor Wells: If you have any feedback or any thoughts on additional topics you'd like to cover in future events, please send them to me once again. 
[01:31:03] Taylor Wells: We'll send out the recording here shortly. 
[01:31:05] Taylor Wells: Thanks everyone for participating and take care.