Meeting Title: Sales Campaign Onboarding Sync Date: 2025-08-28 Meeting participants: Robert Tseng, solrios, Hannah Wang, Ryan Brosas
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1 00:00:38.820 ⇒ 00:00:40.150 solrios: Hello, Robert.
2 00:00:41.860 ⇒ 00:00:42.619 Robert Tseng: Hey, Saul.
3 00:00:46.070 ⇒ 00:00:46.910 Robert Tseng: Are you?
4 00:00:47.910 ⇒ 00:00:50.239 solrios: Good, good, thanks for asking. How about you?
5 00:00:51.540 ⇒ 00:00:52.380 Robert Tseng: Hey, well.
6 00:00:53.010 ⇒ 00:00:54.799 solrios: Good to hear, good to hear.
7 00:00:56.430 ⇒ 00:01:01.939 Robert Tseng: Yeah, let me just… I’m trying to get Ryan and Hannah to join, too, so….
8 00:01:02.320 ⇒ 00:01:02.640 solrios: Okay.
9 00:01:02.640 ⇒ 00:01:05.759 Robert Tseng: I’ll just give him my… I’ll give him a minute. We’re all so bit early.
10 00:01:06.800 ⇒ 00:01:09.050 solrios: Yeah, just, yeah, a little bit.
11 00:01:09.840 ⇒ 00:01:10.460 Robert Tseng: Okay.
12 00:02:07.520 ⇒ 00:02:09.509 Robert Tseng: Oh, hello. Hey, Anna.
13 00:02:11.640 ⇒ 00:02:12.450 Robert Tseng: Okay.
14 00:02:12.680 ⇒ 00:02:22.060 Robert Tseng: Cool. Well, I guess I’m not gonna wait for Ryan. I think if he joins, he joins. This meeting’s recorded anyway. Yeah, so have you met anyone else on the team yet, or… I’m not really sure.
15 00:02:22.210 ⇒ 00:02:25.850 solrios: Not yet. I have talked to Rico, but that’s it, yeah.
16 00:02:26.060 ⇒ 00:02:32.020 Robert Tseng: Okay, got it. Cool. Well, yeah, so I wanted to… well, I guess, I’ll…
17 00:02:32.310 ⇒ 00:02:39.040 Robert Tseng: kind of Hannah introduce herself, but, she… she will be kind of somebody that you’ll probably be talking to daily.
18 00:02:39.360 ⇒ 00:02:42.169 Robert Tseng: She works with,
19 00:02:42.330 ⇒ 00:02:59.210 Robert Tseng: the design team, and then she also kind of helps with strategic accounts and partnerships. And then, Ryan is, kind of somebody who helps more on the content side and builds lead lists. So, I don’t know if you want to just do a quick intro, and then I’ll also kind of
20 00:02:59.520 ⇒ 00:03:01.969 Robert Tseng: Share more about what we’re going to cover on this call.
21 00:03:03.840 ⇒ 00:03:05.579 Hannah Wang: I do a quick intro, ….
22 00:03:05.580 ⇒ 00:03:06.170 Robert Tseng: Yeah.
23 00:03:06.550 ⇒ 00:03:15.579 Hannah Wang: Okay. Well, I feel like Robert said everything, but yeah, I’m one of the designers here, along with, Anne. She’s the other designer, but I also…
24 00:03:15.830 ⇒ 00:03:20.640 Hannah Wang: Kind of help with partnerships and sales, and just kind of…
25 00:03:20.860 ⇒ 00:03:36.589 Hannah Wang: being the middleman for, like, making assets, and also just strategizing and everything. I’m in LA, so, about the furthest away from everyone, basically. I heard you’re from Austin, right? So, that’s pretty cool.
26 00:03:37.040 ⇒ 00:03:37.440 solrios: Well.
27 00:03:37.440 ⇒ 00:03:39.159 Hannah Wang: You’re in Austin. You’re in Austin.
28 00:03:39.160 ⇒ 00:03:40.150 solrios: And now….
29 00:03:40.150 ⇒ 00:03:40.590 Hannah Wang: No.
30 00:03:40.590 ⇒ 00:03:44.150 solrios: No, I’m based in Guadalajara, Mexico.
31 00:03:44.150 ⇒ 00:03:44.950 Hannah Wang: Oh, cool!
32 00:03:44.950 ⇒ 00:03:45.280 solrios: Yeah.
33 00:03:45.280 ⇒ 00:03:45.790 Hannah Wang: Okay.
34 00:03:45.790 ⇒ 00:03:47.299 solrios: Yeah. So, yeah.
35 00:03:47.300 ⇒ 00:03:48.300 Hannah Wang: I… did you meet?
36 00:03:48.300 ⇒ 00:03:52.209 Robert Tseng: Blue People is in… Awesome. No.
37 00:03:52.210 ⇒ 00:03:57.549 Hannah Wang: Oh, I… I’ve heard… I don’t know, maybe that was another interview, but… okay, cool.
38 00:03:57.550 ⇒ 00:03:59.620 solrios: Yeah. Yeah.
39 00:04:02.100 ⇒ 00:04:13.159 Robert Tseng: Cool, well, yeah, so, like, I guess we found Soul through Blue People. I don’t know if you remember that event, but, like, they’re based in Texas, so maybe that’s kind of where things kind of got confused a bit. …
40 00:04:13.160 ⇒ 00:04:24.880 Robert Tseng: But yeah, I guess on this call, I know, Sol, you’re starting with us kind of part-time. I’m pretty sure you’re part-time to start, and then, yeah, I think kind of the goal is just to kind of get you running on, like.
41 00:04:25.180 ⇒ 00:04:34.560 Robert Tseng: one or two campaigns to start, so I’m just… we’re just gonna go through that end-to-end. And then, yeah, Hannah and Ryan are also kind of observing, because they’ve seen this process before.
42 00:04:34.560 ⇒ 00:04:46.570 Robert Tseng: But I’ve also made some… some adjustments, so I think it’ll be just kind of helpful for everyone to align on. So, yeah, I guess, like, I’ll share my screen, and then, you can feel free to…
43 00:04:46.730 ⇒ 00:04:53.399 Robert Tseng: kind of jump in wherever. So I think… have you been at Access to Notion yet, Sol?
44 00:04:53.680 ⇒ 00:04:56.270 solrios: Yeah, I do have access to everything, yeah.
45 00:04:56.650 ⇒ 00:05:08.520 Robert Tseng: Okay, great. So I think the sales motion is a good place to start. I’m not going to cover this too much on the call. We usually go through this doc on Mondays when we do our kickoffs. We typically try to…
46 00:05:08.520 ⇒ 00:05:22.119 Robert Tseng: launch new campaigns, like, at the start of the week, just so we’re not kind of scrambling towards the end, and it actually gives us enough time to kind of see them through. But you can see through all the benchmarks here, there’s a lot of rhetoric on, like, the different playbooks that we run and everything.
47 00:05:22.150 ⇒ 00:05:31.980 Robert Tseng: This is just if you want to kind of get a more holistic view of, like, what we’re doing, everything on the sales side. Specifically for you and where we want to start.
48 00:05:32.060 ⇒ 00:05:38.349 Robert Tseng: Yeah, we have a couple strategy playbooks, and so, this… you’ll… you should…
49 00:05:38.650 ⇒ 00:05:41.710 Robert Tseng: I should share all of these, …
50 00:05:42.700 ⇒ 00:05:51.449 Robert Tseng: spreadsheets with you. I’ll probably reshare them in the channel and pin them, but, here we have, pretty much scripts for these different playbooks.
51 00:05:51.950 ⇒ 00:05:58.870 Robert Tseng: I think there are a few that are live right now, so… these are live, and then…
52 00:05:59.390 ⇒ 00:06:08.520 Robert Tseng: Yeah, so I guess, like, Mutual Intro, for example, this is the one that we would probably have you assigned on first. So this is basically…
53 00:06:08.600 ⇒ 00:06:22.100 Robert Tseng: going through our… going through our existing network, you know, between UTAM and my network combined, we probably have, like, 6,000 contacts at this point on LinkedIn alone. Okay. And then we’re trying to use them to try to
54 00:06:22.120 ⇒ 00:06:32.850 Robert Tseng: connect with their network, so it’s actually quite a wide list. So, Sales Navigator is probably something that you will come to. The list is already kind of built out for you. Like, if you just come here.
55 00:06:32.860 ⇒ 00:06:48.600 Robert Tseng: It’s already pre-filtered by, kind of, organization size, eliminating some of the functions we don’t care about, and, like, all the stuff is kind of already preset. So, there are, like, 20,000 possibilities, and we just kind of need to go in and qualify them and add them to a list, so…
56 00:06:48.690 ⇒ 00:06:54.459 Robert Tseng: What, what this, what this list is, is let’s just kind of take an example. So…
57 00:06:54.460 ⇒ 00:07:11.529 Robert Tseng: I’m… even I’m looking through this, like, this doesn’t really… this is not the right fit. She’s an associate director of a… of a university. It’s not really something we would go after. So there’s, like, some… some guidance on the types of, personas you would go after, but that’s kind of in the sheet.
58 00:07:11.530 ⇒ 00:07:20.149 Robert Tseng: Okay, but let’s say Olipop. Olipop is a CPG company, they’re a beverage brand. I have 5 contacts with them. It’s great.
59 00:07:20.890 ⇒ 00:07:22.199 Robert Tseng: I probably…
60 00:07:22.550 ⇒ 00:07:27.200 Robert Tseng: Like, who do I know? Oh, okay, they probably work with one of my former employers, that’s probably why.
61 00:07:27.530 ⇒ 00:07:31.340 Robert Tseng: Okay, great, but, … Oops.
62 00:07:32.570 ⇒ 00:07:34.710 Robert Tseng: What was that about? …
63 00:07:36.010 ⇒ 00:07:42.969 Robert Tseng: Yeah, so I want to look at who the connections are. Yeah, there’s, like, a few people here, so I’d probably just, like, hit up
64 00:07:43.320 ⇒ 00:07:52.579 Robert Tseng: probably Casey, because I’m talking to him right now, but we could also, pay and ping Oscar. So these are, like, two people that I would add, so let’s just take Casey…
65 00:07:52.700 ⇒ 00:07:57.589 Robert Tseng: And I would be adding him to this list.
66 00:07:58.140 ⇒ 00:08:07.819 Robert Tseng: Sorry, not this one. This is actually retired. So, Ryan, you were maintaining this spreadsheet before, but, this is… this is retired. So, I’m gonna actually remove that.
67 00:08:08.030 ⇒ 00:08:11.780 Robert Tseng: I’ve kind of split it out into two tractors. This is…
68 00:08:12.190 ⇒ 00:08:23.180 Robert Tseng: GTM Outbound Tracker, so this is for Soul, so she’ll kind of go in here, and the neutral here is Casey, the lead name is, … forgot the guy’s name?
69 00:08:23.490 ⇒ 00:08:29.470 Robert Tseng: It’s probably gonna be, … Timothy Joseph.
70 00:08:32.600 ⇒ 00:08:43.420 Robert Tseng: Joseph, we haven’t really added him to a list yet, but we should. I think there’s a few different options here. You can kind of go and kind of peruse what, like, which one’s which.
71 00:08:43.419 ⇒ 00:08:53.760 Robert Tseng: But to me, this is, like, a sales lead. I wouldn’t say as high ICP, because operations is not necessarily our sweet spot. It’s still, like.
72 00:08:53.840 ⇒ 00:08:57.420 Robert Tseng: worth shooting a shot, so I would put him as a medium ICP.
73 00:08:57.890 ⇒ 00:09:01.409 Robert Tseng: So, I would take that, now that he’s in a list.
74 00:09:01.600 ⇒ 00:09:02.710 Robert Tseng: …
75 00:09:12.630 ⇒ 00:09:16.010 Robert Tseng: Okay, something is off about this copy-pasting.
76 00:09:16.420 ⇒ 00:09:18.820 Robert Tseng: But, …
77 00:09:23.730 ⇒ 00:09:26.949 Robert Tseng: Oh man, this is… no good.
78 00:09:28.680 ⇒ 00:09:31.719 Robert Tseng: Okay, well, you should be able to copy the list.
79 00:09:31.820 ⇒ 00:09:37.179 Robert Tseng: into… Here… it’s not really showing anything right now.
80 00:09:37.380 ⇒ 00:09:40.330 Robert Tseng: This is… could be Olipop.
81 00:09:40.950 ⇒ 00:09:43.680 Robert Tseng: He’s, what, Senior Director of Ops?
82 00:09:44.710 ⇒ 00:09:59.039 Robert Tseng: Yeah, it’d be good to just drop their LinkedIn links in there, and then stage, you know, we’re just gonna… these stage is already kind of labeled for you, so, you could just continue to copy and paste these. So the initial ask, and then as far as option.
83 00:09:59.210 ⇒ 00:10:05.219 Robert Tseng: Yeah, it’s either 1, 2, 3, or 4. So you kind of just pick, pick your, pick your choice. Like, I think,
84 00:10:05.410 ⇒ 00:10:09.879 Robert Tseng: yeah, I don’t think there’s really… I would say we should probably just…
85 00:10:09.990 ⇒ 00:10:15.380 Robert Tseng: go through all four, because I’m trying to… we’re kind of testing, like, what actually works better.
86 00:10:15.720 ⇒ 00:10:16.080 solrios: Are you thinking?
87 00:10:16.080 ⇒ 00:10:19.310 Robert Tseng: just kind of cycle through whichever one. But let’s see, option one…
88 00:10:19.590 ⇒ 00:10:27.529 Robert Tseng: And then you have a copy of pretty much the message that you’re gonna send them, and then that’s it. Like, that’s the message that you would go and
89 00:10:27.680 ⇒ 00:10:29.969 Robert Tseng: said Casey, so…
90 00:10:31.410 ⇒ 00:10:38.409 Robert Tseng: This is actually not great. Sorry, whoever, someone was doing this before, that’s not actually the copy.
91 00:10:38.520 ⇒ 00:10:40.139 Robert Tseng: Copy should have been from here.
92 00:10:43.530 ⇒ 00:10:45.249 Robert Tseng: Yeah, so I would be, like…
93 00:10:46.660 ⇒ 00:10:50.650 Robert Tseng: Hey, Casey, notice you’re connected to Timothy.
94 00:10:51.670 ⇒ 00:10:55.220 Robert Tseng: I’ve been following their work at Olipop.
95 00:10:56.060 ⇒ 00:10:56.740 Robert Tseng: Polly.
96 00:10:56.740 ⇒ 00:10:57.370 solrios: Hmm.
97 00:10:57.770 ⇒ 00:11:00.030 Robert Tseng: Great. Okay. And then…
98 00:11:00.180 ⇒ 00:11:11.760 Robert Tseng: We’re not connected yet, so that’s fine, and … yeah, but then we should just send… send… send the message. So, assuming that message gets sent, then we… then we can move forward from there.
99 00:11:12.210 ⇒ 00:11:15.019 Robert Tseng: Yeah, I’ll probably, like, yeah, go ahead.
100 00:11:15.020 ⇒ 00:11:25.670 solrios: Sorry, so everything’s going to happen through your LinkedIn, I mean, because that way I will be able to actually see your mutual friends. If it was mine, I cannot do that, right?
101 00:11:25.670 ⇒ 00:11:27.529 Robert Tseng: Yeah, no, you have access to mine, so…
102 00:11:28.070 ⇒ 00:11:35.360 Robert Tseng: have access to OnePass. If you don’t, Rico, give it to you, we’ll give it to you. You should be in on my Sales Navigator. You’ll have access to this sheet.
103 00:11:35.480 ⇒ 00:11:47.179 Robert Tseng: And so the goal is not… I mean, you’re really just adding 5 to 10 a day of this. I would say probably aim a bit higher at first, because I’m going to add a column here that will all qualify, whether it’s a good fit or not.
104 00:11:47.180 ⇒ 00:11:47.840 solrios: And then?
105 00:11:47.840 ⇒ 00:11:53.030 Robert Tseng: But… Yeah, actually… …
106 00:11:53.520 ⇒ 00:12:10.310 Robert Tseng: Sorry, this is… at this point, this is when the message is set, so this is not where you add the lead. You would be adding it to here, which is pretty much the same thing. It’s just a bit more details on whether or not I’ve given approval on the lead. Once I do, then you can pull the lead over into the mutual intro tracker, and then, like, we can kind of go from there.
107 00:12:11.070 ⇒ 00:12:20.390 Robert Tseng: So, yeah, I guess, like, this has the hyperlink to the Sales Nav, list, specifically. It’s pop up.
108 00:12:21.390 ⇒ 00:12:28.049 Robert Tseng: And then some guidance on titles to look out for, intense signals.
109 00:12:28.060 ⇒ 00:12:36.429 Robert Tseng: To really, like… yeah, and then I also want notes on, like, what… why you’ve kind of chosen something, so I can better, help you assess, like, what…
110 00:12:36.430 ⇒ 00:12:48.089 Robert Tseng: you know, if this is the right fit or not. So, yeah, I guess I’ll be pretty much just be looking… I mean, all of this, I’ll probably clear out. This was from somebody else. I don’t really think it was a good fit.
111 00:12:48.710 ⇒ 00:13:02.439 Robert Tseng: Just delete all that, so you can kind of just start from… from the line down. So, yeah, I would say probably… probably go for 10, 10 a day at first, just so we can… I can, like, once… once a day, I’ll go in, I’ll look, see if I approve it.
112 00:13:02.440 ⇒ 00:13:08.929 Robert Tseng: And then if I approve it, then the following day you can go and you can, you can send out, send these out. So, …
113 00:13:08.990 ⇒ 00:13:15.339 Robert Tseng: Yeah, there should be a sequence here for the first message, then the second message.
114 00:13:15.570 ⇒ 00:13:20.920 Robert Tseng: And like, you can kind of reference all of these scripts here to be able to help you navigate that.
115 00:13:20.990 ⇒ 00:13:37.699 Robert Tseng: And if you’re more of a visual person, I have a visual… I have it diagrammed out here as well. So this is what the flowchart looks like. So we can kind of talk through… there’s an initial ask. If they say, okay, we’ll do it, then we move on to a sequence where we give them
116 00:13:37.730 ⇒ 00:13:43.600 Robert Tseng: The message, they may make a connection to us, and then we finally get in touch with the lead.
117 00:13:43.680 ⇒ 00:13:49.289 Robert Tseng: They could decline, and there’s, like, yeah, you can… you can look through this and ask me any questions, but maybe…
118 00:13:49.380 ⇒ 00:13:58.699 Robert Tseng: I guess for Hannah and Ryan, you’ve probably never seen this, but I’m trying to be very… I’m trying to illustrate everything more clearly, of, like, how these sequences will go.
119 00:13:59.310 ⇒ 00:13:59.930 solrios: Okay.
120 00:14:00.100 ⇒ 00:14:02.250 Robert Tseng: So… Yeah.
121 00:14:04.940 ⇒ 00:14:05.860 solrios: Okay.
122 00:14:06.830 ⇒ 00:14:12.920 Robert Tseng: Okay, yeah, so that’s… that’s the… that’s the first campaign, and I… yeah, I just think that…
123 00:14:13.370 ⇒ 00:14:16.700 Robert Tseng: If we can really get this going, it’ll help
124 00:14:16.870 ⇒ 00:14:35.209 Robert Tseng: a lot. Like, this has been our most successful campaign, and our volume has been very low. This is, like, we’ve hit less than 20 people, and I’ve booked, like, 3 meetings off of this. So, this is really the only campaign I care about, in terms of, like, from an outbound perspective, because it’s the only one that’s been working the past, like, 2 or 3 weeks. So, …
125 00:14:35.210 ⇒ 00:14:38.050 Robert Tseng: Yeah, I think that’s… I’ll be paying a lot of attention to that one.
126 00:14:38.140 ⇒ 00:14:55.159 Robert Tseng: I don’t expect that to take you all your time, though, so I do want to kind of just touch on a couple of the other ones that we’re… that we’re… that we’re live on. I don’t… not expecting you to take it on, like, today, but I’ll just kind of intro it, so you can ask me questions about it as well.
127 00:14:55.320 ⇒ 00:15:04.919 Robert Tseng: The other one is the Circle Backtracker. And so, I guess before I dig into that, just to kind of clarify for Hannah and Ryan.
128 00:15:04.940 ⇒ 00:15:10.110 Robert Tseng: This… this tractor used to be a lot of other things, but I’ve kind of split it out.
129 00:15:10.130 ⇒ 00:15:25.999 Robert Tseng: there is now a social media engagement tracker, which we’re paused on right now. We’re not… I’m not gonna have anybody be doing comments right now, just because I don’t think we have the bandwidth, and I’m going to be out next week, so I don’t really want to manage this. But yeah, I think Ryan’s…
130 00:15:26.030 ⇒ 00:15:28.659 Robert Tseng: lead lists, I basically moved into here.
131 00:15:28.750 ⇒ 00:15:35.570 Robert Tseng: Because I didn’t really see a point of having two separate places. So… yeah, I think…
132 00:15:36.550 ⇒ 00:15:43.450 Robert Tseng: you know, this is, like, a nice-to-have. It did help. It amplified, like, our LinkedIn stats, for sure. Like, if I go to LinkedIn.
133 00:15:43.650 ⇒ 00:15:47.739 Robert Tseng: And I just want to show you guys the impact of the comments, …
134 00:15:50.780 ⇒ 00:15:55.140 Robert Tseng: Posts… not posts, I’ve got analytics. What are my analytics?
135 00:15:56.630 ⇒ 00:16:03.770 Robert Tseng: It’s… discussions… And maybe we’ll do past 28 days.
136 00:16:05.340 ⇒ 00:16:06.970 Robert Tseng: That’s 14 days, I mean?
137 00:16:09.390 ⇒ 00:16:10.780 Robert Tseng: …
138 00:16:16.050 ⇒ 00:16:24.210 Robert Tseng: Okay, obviously these spikes are when, Ryan was posting, and so obviously there’s some… there’s some boosting at that point.
139 00:16:24.380 ⇒ 00:16:33.799 Robert Tseng: Actually, now that I’m looking at it, I don’t know if comments really boosted impressions much. I don’t think they really drove impressions to the posts, and I don’t think this measures content.
140 00:16:33.950 ⇒ 00:16:36.190 Robert Tseng: Impressions.
141 00:16:36.510 ⇒ 00:16:39.390 Robert Tseng: However, does it drive engagement?
142 00:16:40.030 ⇒ 00:16:44.509 Robert Tseng: Nope, also looks pretty… Pretty much the same. …
143 00:16:45.400 ⇒ 00:16:57.399 Robert Tseng: But, yeah, clear lift in the follower, kind of, like, situation. So, I do think that there’s… there’s some correlation between, like, the comments and the number of followers I was getting. I was getting, like, 10 a day.
144 00:16:57.480 ⇒ 00:17:16.360 Robert Tseng: You know, for the past, like, 2 weeks at some point before we… before the comments dropped. So, I guess, even now as I’m talking through this with you guys, like, the comments don’t necessarily drive more engagement, but they do bring more people to our… our profiles. I’m sure Utam has probably a similar trend on his profile as well.
145 00:17:16.450 ⇒ 00:17:24.409 Robert Tseng: So it is… it is… it is good to have, because it’s definitely grown our, follower count, but it’s just not the most urgent thing for me right now.
146 00:17:24.750 ⇒ 00:17:28.569 Robert Tseng: But I did want to see… I want… I did want you guys to see the performance of that.
147 00:17:29.400 ⇒ 00:17:30.740 Robert Tseng: Any questions on that?
148 00:17:31.700 ⇒ 00:17:33.879 Robert Tseng: Or does that surprise anybody?
149 00:17:35.600 ⇒ 00:17:36.310 Hannah Wang: No.
150 00:17:37.080 ⇒ 00:17:38.360 Robert Tseng: Yeah, okay, cool.
151 00:17:38.660 ⇒ 00:17:47.559 Robert Tseng: So anyway, so that’s kind of where this is. We’re just gonna kind of pause that for now. Yeah, the really… the focus for Soul is really just to run the mutual intro book, so…
152 00:17:47.720 ⇒ 00:17:50.309 Robert Tseng: Yeah, our volume is down.
153 00:17:50.500 ⇒ 00:18:09.940 Robert Tseng: we were expecting probably, like, 30 or 40… 40 to 50 messages a week, so we definitely didn’t hit that this week, so hopefully with, as Seoul wraps up, she can get us back to that number, by next week, is kind of the point. I’m not trying to introduce you too much. So yeah, I think that’s…
154 00:18:10.990 ⇒ 00:18:13.409 Robert Tseng: That’s that. Okay. Yeah.
155 00:18:13.620 ⇒ 00:18:20.050 Robert Tseng: On the Circleback stuff, so basically what a circleback campaign is, I’ll start again from this diagram.
156 00:18:20.660 ⇒ 00:18:36.119 Robert Tseng: These are folks that we’ve talked to before. Maybe they dropped out for various reasons. Maybe it wasn’t the right time, and then we just told them we’d follow back, you know, later on. There’s out of budget, wanted to outsource, loss goes to Dragon Feet.
157 00:18:36.240 ⇒ 00:18:42.499 Robert Tseng: And where these statuses come from is they come from HubSpot. So, I go to HubSpot…
158 00:18:43.160 ⇒ 00:18:45.070 Robert Tseng: Go to my account, which…
159 00:18:45.250 ⇒ 00:18:55.360 Robert Tseng: we need… Rico also needs to give you access to HubSpot if you haven’t seen it yet. I run through this with the team every Monday. So, we look at our existing deals, …
160 00:18:56.150 ⇒ 00:19:02.980 Robert Tseng: Yeah, we see our pipeline. I only really care about what’s in progress. We could see that our in-progress pipeline is about
161 00:19:03.400 ⇒ 00:19:07.850 Robert Tseng: 50? I don’t know what all of these are. Delete them all.
162 00:19:10.690 ⇒ 00:19:12.649 Robert Tseng: Or should I delete them? What is this?
163 00:19:13.560 ⇒ 00:19:16.680 Robert Tseng: Discovery call integration, yeah.
164 00:19:18.100 ⇒ 00:19:20.629 Robert Tseng: Okay, yeah, kind of not clean.
165 00:19:21.140 ⇒ 00:19:25.569 Robert Tseng: But yeah, this is another part that you will probably be spending a lot of time in.
166 00:19:25.860 ⇒ 00:19:26.890 Robert Tseng: …
167 00:19:31.860 ⇒ 00:19:47.279 Robert Tseng: Yeah, so we’re off track. I think this should be 300, so we’re… yeah, we’re just… we just kind of dropped… completely dropped off this week. So yeah, I think this is really not where we want to be. Like, we want to be having, like, 30 active leads.
168 00:19:47.430 ⇒ 00:19:48.730 Robert Tseng: …
169 00:19:49.160 ⇒ 00:20:08.810 Robert Tseng: in progress at any time. So, but anyway, this is, like, kind of… you can look through the different deal stages, you can… yeah, I think it’s important to… if you have any questions about deal stages, like, I guess this team, Ryan and Hannah, can help you with that, to better understand what is what. I think it’s pretty straightforward, because it’s just to-do, in progress, or completed.
170 00:20:08.910 ⇒ 00:20:15.590 Robert Tseng: But for a circleback, we were just talking about, … Specifically…
171 00:20:23.470 ⇒ 00:20:27.000 Robert Tseng: Do we not even have a circle back, like, list in here? Okay.
172 00:20:28.650 ⇒ 00:20:31.429 Hannah Wang: I think it’s in Google Sheets. I don’t know which one, though.
173 00:20:31.940 ⇒ 00:20:32.540 Hannah Wang: Let me try….
174 00:20:32.540 ⇒ 00:20:36.080 Robert Tseng: Okay, well, it’s… I mean, there is one here, but it’s just like…
175 00:20:36.230 ⇒ 00:20:39.480 Robert Tseng: It’s not really synced to… whatever, it’s…
176 00:20:39.970 ⇒ 00:20:45.459 Robert Tseng: whatever helps you guys keep track of your own stuff, I guess. There is one here, like, I don’t… this is kind of just….
177 00:20:45.460 ⇒ 00:20:46.350 Hannah Wang: So, yeah.
178 00:20:48.340 ⇒ 00:20:50.060 Robert Tseng: Yeah. So…
179 00:20:51.110 ⇒ 00:21:07.480 Robert Tseng: I mean, this is static, right? This is not synced to HubSpot. Nothing gets added here. If anything, I feel like we’ve already hit up all of these people, so as far as I’m concerned, this is, like, this list is zero at this point. So, I don’t really think this is where we would go. …
180 00:21:07.740 ⇒ 00:21:21.659 Robert Tseng: Yeah, so I think there’s some… there’s some, like, maneuvering that needs to happen in order to keep the circle back live, because I feel like we just one-shotted this and got zero responses, so I don’t think we did… I don’t think this was a very effective campaign. …
181 00:21:21.810 ⇒ 00:21:33.290 Robert Tseng: But at least you can see that here’s the company, here’s the deal stage, we had some notes with it, and, you know, that helped guide some of the messaging of which sequence we would send them down.
182 00:21:33.790 ⇒ 00:21:42.929 Robert Tseng: very similar thing to Mutual Intro. All the playbooks are just literally right here. So, depending on the status, you can just go and you copy-paste, like, a message into that, so…
183 00:21:42.940 ⇒ 00:22:01.089 Robert Tseng: I don’t think the volume here is as high, and it’s not going to be as consistent, just because I don’t think it’s fully well integrated. So, once again, this is more of just an intro. It’s not… I’m not expecting you to own this right away, but this is probably, like, the next campaign that we want to kind of, like, right-size.
184 00:22:01.490 ⇒ 00:22:01.869 solrios: I mean, that’.
185 00:22:02.150 ⇒ 00:22:16.019 Robert Tseng: I think we’ve talked to enough companies that we should at least be circling back with sub-one every week. And, yeah, like, that… that to me makes… would make sense. So, I just… I don’t know why we’re not, but we just haven’t been.
186 00:22:16.140 ⇒ 00:22:17.070 Robert Tseng: Abby.
187 00:22:17.810 ⇒ 00:22:36.199 Robert Tseng: Okay, so those are the two main playbooks that are running right now. There’s a job posting thing that that’s… Ryan’s been running that. I don’t really think this is that important, so, like, yeah, so I would say, Ryan, if you have other things that you need to do, and you need to support Sol as she has questions, like, I think that’s…
188 00:22:36.280 ⇒ 00:22:41.599 Robert Tseng: more important, I also assigned, kind of, Yeah, within ShopTalk.
189 00:22:41.710 ⇒ 00:22:51.359 Robert Tseng: with this event that I’m going to. They gave us 2,000 companies. I can literally pull up every single ICP there, or every, every, every attendee that’s going.
190 00:22:51.360 ⇒ 00:23:11.150 Robert Tseng: And I can book 64 meetings with them in 3 days while I’m there. So, like, I think that, to me, is a much more curated list. I would prefer that over, us going after job postings, because I’m literally gonna be in Chicago, and I will be in front of all these people, so I think that’s probably a better use of our time to get that list
191 00:23:11.180 ⇒ 00:23:14.960 Robert Tseng: To get that Shopify, ShopTalk activation right.
192 00:23:15.210 ⇒ 00:23:16.070 Robert Tseng: …
193 00:23:17.340 ⇒ 00:23:27.030 Robert Tseng: Yeah, I… think that’s enough to cover for now. There’s a bunch of other stuff that’s, like, kind of in the works, but I think…
194 00:23:27.560 ⇒ 00:23:32.710 Robert Tseng: Yeah, I just wanna… Narrow what we’re doing to just…
195 00:23:32.960 ⇒ 00:23:47.440 Robert Tseng: we’re only going to be running, really, one outbound campaign, which is the mutual intro. I mean, we have the HeyReach targeting and the Shopify, the other activation that Hannah and Ryan, you’re touching on, but…
196 00:23:47.440 ⇒ 00:23:57.179 Robert Tseng: for all intents and purposes of life, we just gotta… yeah, we just gotta limit the number of campaigns that are going on live, otherwise nothing’s really moving. So…
197 00:23:57.270 ⇒ 00:24:00.760 Robert Tseng: I think that’s kind of my… midweek.
198 00:24:00.950 ⇒ 00:24:15.330 Robert Tseng: kind of adjustment. And anything new that you guys want to propose, I’m open to hearing it on Monday, but I guess during the week, I just want to make sure that we’re, actually executing on the ideas that we’ve put out. So, …
199 00:24:15.720 ⇒ 00:24:17.050 Robert Tseng: Yeah, I think…
200 00:24:17.330 ⇒ 00:24:26.150 Robert Tseng: Any questions, or kind of… yeah, I don’t have any other content, so I, I just want this to be as helpful as possible.
201 00:24:27.530 ⇒ 00:24:38.979 solrios: So, if I do have any other question, or any help with the processes that you just explained, or the campaign that I’m just going to be working on, I’ll… I can ask Hannah, or Ryan, or you, right? I mean….
202 00:24:39.530 ⇒ 00:24:53.690 Robert Tseng: Yeah, so you can just post your questions in the Sales GoToMarket AI channel. Hannah and Ryan will be the first line. If it needs to come to me, then I’ll answer it, but I’m more or less expecting the team to be able to answer, like, 80% of the questions.
203 00:24:54.250 ⇒ 00:24:56.420 solrios: Okay. Okay. Yeah. Gotcha.
204 00:24:58.790 ⇒ 00:25:00.020 solrios: Alright.
205 00:25:01.390 ⇒ 00:25:02.020 Robert Tseng: Yeah.
206 00:25:02.160 ⇒ 00:25:12.189 Robert Tseng: Okay, so, yeah, I mean, today I know you just get… you’ll get your bearings, make sure that you feel comfortable. It’d be great if you could send me a couple tests, so I can actually review over….
207 00:25:13.090 ⇒ 00:25:18.459 Robert Tseng: And then, kind of expecting you to be at least adding 10 people a day moving forward.
208 00:25:19.680 ⇒ 00:25:26.650 Robert Tseng: Yeah, so that’s kind of… yeah, that’s… that’s… I think that’s… that’s the expectation. Yeah, the other stuff’s…
209 00:25:26.930 ⇒ 00:25:41.409 Robert Tseng: Yeah, as you’re learning, going through Notion, trying to understand, like, any, like, larger questions that are not so, like, can I get access to this, what is this definition, or whatever, you can save those for our Monday, kickoffs.
210 00:25:41.420 ⇒ 00:25:57.339 Robert Tseng: We’re open to kind of… that’s when we really plan, like, campaign adjustments for the week. So, yeah, definitely open to you kind of expanding your own scope and, you know, identifying where you want to contribute.
211 00:25:57.340 ⇒ 00:26:05.139 Robert Tseng: yeah, I’m just kind of starting you with something, small, just so you can have a… so you feel like this… you have something you can go after now.
212 00:26:05.900 ⇒ 00:26:10.279 solrios: Okay, so Mondays, what time’s the meeting?
213 00:26:11.250 ⇒ 00:26:24.210 Robert Tseng: I think… well, for next Monday, I’ll probably adjust it, actually, so this is good that everyone on this call is here, because I’m going to be, out of the country, but…
214 00:26:24.460 ⇒ 00:26:29.789 Robert Tseng: I will make the ambulance call. Typically, we do, …
215 00:26:31.100 ⇒ 00:26:38.719 Robert Tseng: We usually do 11 a.m. Eastern, which… what is that? … It’s, like, 7pm.
216 00:26:39.650 ⇒ 00:26:41.460 Robert Tseng: Where I am? I’m just doing.
217 00:26:42.810 ⇒ 00:26:43.800 Robert Tseng: ….
218 00:26:46.450 ⇒ 00:26:50.749 Hannah Wang: Oh, well, Monday’s Labor Day, I’m not gonna be in town. Oh, right.
219 00:26:51.050 ⇒ 00:26:56.979 Robert Tseng: Yeah, yeah, okay, sorry. Not Labor Day, then. Okay, well, I’ll move it. We’ll do… we’ll do Tuesday, I guess.
220 00:26:57.120 ⇒ 00:27:01.370 Robert Tseng: I forgot, yeah, everyone’s off on Monday. … I argue.
221 00:27:01.370 ⇒ 00:27:08.270 solrios: Am I… am I off as well? I mean, I’m in Mexico, you know, like, different things, but you want me to work in something, or…?
222 00:27:08.870 ⇒ 00:27:26.150 Robert Tseng: Yeah, no, you can stay on. I’m gonna be… I will still be on, like, but I guess, like, the rest of the team will not be. I mean, my hours are limited, because I will be, like, 10 hours ahead of you, probably, I’m not really sure. Eastern Tubation…
223 00:27:26.730 ⇒ 00:27:32.799 Robert Tseng: Yeah, so that would be 9pm my time. Yeah, so I think that would be fine, so…
224 00:27:33.230 ⇒ 00:27:46.849 Robert Tseng: Yeah, I can still meet at this time if you want. I can do a review with you at this point, and then I’ll probably schedule another one for the team here. So, let me just make sure that I get that going.
225 00:27:47.310 ⇒ 00:27:48.510 Robert Tseng: …
226 00:27:52.290 ⇒ 00:28:01.290 Robert Tseng: … Right in… Oh… Hi, man.
227 00:28:01.610 ⇒ 00:28:02.560 Robert Tseng: That’s not.
228 00:28:05.300 ⇒ 00:28:07.430 Robert Tseng: I… I don’t know your email.
229 00:28:08.090 ⇒ 00:28:12.520 solrios: It is Soledad, like, S-O-L-E. Got it. Yeah. Okay.
230 00:28:13.240 ⇒ 00:28:14.849 solrios: So let’s add something.
231 00:28:15.030 ⇒ 00:28:15.860 solrios: Yeah.
232 00:28:16.560 ⇒ 00:28:23.499 Robert Tseng: Yeah, okay, great. So we’ll still do… yeah, I could do one that’s just Seoul, and I’ll add you to these moving forward.
233 00:28:24.120 ⇒ 00:28:29.600 Robert Tseng: Hopefully this will… Boom, so you should have that all the time now.
234 00:28:30.180 ⇒ 00:28:36.640 Robert Tseng: partnerships, we will, like, I will move this to…
235 00:28:38.060 ⇒ 00:28:42.719 Robert Tseng: I would prefer to just do it right after the call, because I’ll probably go to bed after that.
236 00:28:43.580 ⇒ 00:28:47.510 Robert Tseng: … I’ll do…
237 00:28:52.010 ⇒ 00:28:57.360 Robert Tseng: pretty… And, we can do…
238 00:28:57.980 ⇒ 00:29:02.719 Robert Tseng: Yeah, I don’t… I don’t think Sol needs to be on that, Hannah. It’ll just be us, I guess.
239 00:29:02.720 ⇒ 00:29:07.260 Hannah Wang: I have a marketing planning meeting every other week. Oh, you do?
240 00:29:07.590 ⇒ 00:29:12.090 Hannah Wang: at 9 Pacific, so that’s, like, right after the leads review meeting.
241 00:29:13.040 ⇒ 00:29:15.929 Robert Tseng: Okay, alright, forget it. Bye.
242 00:29:15.930 ⇒ 00:29:19.430 Hannah Wang: We can maybe move that around, I don’t… I don’t really know.
243 00:29:19.430 ⇒ 00:29:27.009 Robert Tseng: Yeah, no, it’s okay. I… I don’t want to over-commit either, so I’m technically off, but I will still be off, so….
244 00:29:27.010 ⇒ 00:29:42.469 Hannah Wang: I have a question. When do we talk about campaigns? Because there’s another meeting after the partnerships one, but you’re not in it, I think. But I feel like you should be in it, so… but I don’t want to have a ton of meetings, so… we should consolidate, or something.
245 00:29:42.870 ⇒ 00:29:50.500 Robert Tseng: … Oh, this is you leading that, I see. Oh, I see. ….
246 00:29:54.020 ⇒ 00:29:58.649 Hannah Wang: Like, we could talk about… I don’t know, I feel like we should just have one meeting where we talk about
247 00:29:58.970 ⇒ 00:30:04.150 Hannah Wang: Everything, and not have, like, separate meetings for all of this.
248 00:30:04.570 ⇒ 00:30:07.980 Hannah Wang: These are all kind of, like, go-to-market stuff anyway.
249 00:30:08.730 ⇒ 00:30:09.380 Robert Tseng: Yeah.
250 00:30:10.750 ⇒ 00:30:14.919 Robert Tseng: Well, it seems like this is not even… this is not booked on a Monday right now, so….
251 00:30:14.920 ⇒ 00:30:15.440 Hannah Wang: Yeah.
252 00:30:15.440 ⇒ 00:30:20.930 Robert Tseng: … I’m not… I’m not really seeing…
253 00:30:22.590 ⇒ 00:30:28.070 Robert Tseng: I’m not really seeing the conflict. I have your calendar on here, so why don’t we just move it to this block?
254 00:30:29.770 ⇒ 00:30:30.749 Hannah Wang: For next week.
255 00:30:31.320 ⇒ 00:30:31.930 Robert Tseng: Yeah.
256 00:30:32.680 ⇒ 00:30:34.919 Hannah Wang: But then the following weeks is still Monday.
257 00:30:35.760 ⇒ 00:30:44.579 Robert Tseng: Yeah, I mean, same… same with… I mean, I guess we’ll just have to… we’ll have to adjust it. I’m not… I don’t really know what you guys talked about that meeting, so I… I’ve….
258 00:30:45.040 ⇒ 00:30:49.589 Hannah Wang: I mean, no one has been coming, so, like, I’m like, what’s the point of it? So….
259 00:30:49.590 ⇒ 00:30:50.140 Robert Tseng: Oh, I see.
260 00:30:50.140 ⇒ 00:30:50.920 Hannah Wang: Like, that’s why I love it.
261 00:30:50.920 ⇒ 00:30:53.399 Robert Tseng: Oh, it would be nice to just….
262 00:30:53.400 ⇒ 00:30:53.940 Hannah Wang: Huh.
263 00:30:54.540 ⇒ 00:31:05.079 Robert Tseng: kill it if we don’t need it, so… but I don’t know, because I haven’t been in it, so I don’t want to just go in and make that decision without observing. But yeah, if you said no one’s been coming, then yeah, we shouldn’t have it.
264 00:31:05.080 ⇒ 00:31:19.859 Hannah Wang: But I do feel like we should talk about campaigns somewhere. Like, I feel like this week was messy, because we never… like, no one showed up to that, and maybe I should have followed up, but, like, the Blue People stuff, the ShopTalk activation stuff, like, I wanted to kick that off, but, like, yeah, so….
265 00:31:19.860 ⇒ 00:31:20.600 Robert Tseng: I see.
266 00:31:21.540 ⇒ 00:31:28.659 Robert Tseng: Yeah, I mean, that makes sense. I feel like that should all go into the same hour, like, we ended that call early, so, ….
267 00:31:28.660 ⇒ 00:31:29.260 Hannah Wang: Yeah.
268 00:31:29.480 ⇒ 00:31:33.750 Robert Tseng: Yeah, maybe we just, for this, for the purposes of next week, we just assume that it’s…
269 00:31:33.860 ⇒ 00:31:36.270 Robert Tseng: We’re gonna cover it all in that hour.
270 00:31:36.430 ⇒ 00:31:45.039 Hannah Wang: Okay, and then moving forward, where’s the go-to-market kickoff meeting gonna… like, is that gonna be the leads review meeting, or like….
271 00:31:45.040 ⇒ 00:31:45.449 Robert Tseng: It is.
272 00:31:45.450 ⇒ 00:31:46.130 Hannah Wang: Okay.
273 00:31:46.250 ⇒ 00:31:47.070 Hannah Wang: Okay.
274 00:31:48.310 ⇒ 00:31:48.920 Hannah Wang: Okay, so….
275 00:31:48.920 ⇒ 00:31:50.650 Robert Tseng: The naming, I’ll adjust it.
276 00:31:50.990 ⇒ 00:31:51.490 Hannah Wang: Okay.
277 00:31:51.490 ⇒ 00:31:54.899 Robert Tseng: Yeah, yeah, sorry, I didn’t know that people weren’t showing up to that, so….
278 00:31:55.130 ⇒ 00:31:56.000 Hannah Wang: It’s fine.
279 00:31:56.000 ⇒ 00:32:02.409 Robert Tseng: Yeah, it’s okay, I mean, things just… things are shaped, so you can always… you can always move meetings around. Nothing is really set in stone.
280 00:32:02.640 ⇒ 00:32:03.260 Hannah Wang: Yeah.
281 00:32:04.010 ⇒ 00:32:04.530 Robert Tseng: Okay.
282 00:32:04.530 ⇒ 00:32:05.230 Hannah Wang: Okay.
283 00:32:05.230 ⇒ 00:32:09.270 Robert Tseng: Cool. … That sounds good.
284 00:32:09.390 ⇒ 00:32:15.649 Robert Tseng: I mean, I can stay on for a little bit more if you guys have any questions, otherwise, I think we’re at time, so….
285 00:32:16.220 ⇒ 00:32:18.720 Hannah Wang: Can I talk about the Shop Talk stuff?
286 00:32:19.170 ⇒ 00:32:20.500 Robert Tseng: Yes, let’s do it.
287 00:32:20.500 ⇒ 00:32:32.059 Hannah Wang: have you. So, I don’t… I didn’t watch your loom that you sent Ryan. Can you give me more context into that, and if that bleeds into the activation that we’re doing? Because I know he’s doing, like.
288 00:32:32.320 ⇒ 00:32:49.439 Hannah Wang: because I know for talent commerce, that one, like, he… you and Ryan did, like, an activation for, like… or an activation, a campaign for reaching out to all the attendees, like, a month before, so you can, like, build a warm intro. But, like, I feel like that kind of bleeds into
289 00:32:49.730 ⇒ 00:32:55.789 Hannah Wang: the activation that we’re trying to do, where I’m just trying to basically send out invites to people.
290 00:32:55.930 ⇒ 00:32:56.870 Hannah Wang: …
291 00:32:57.730 ⇒ 00:33:04.519 Hannah Wang: So I don’t, like, I feel like they’re gonna bleed together, but I didn’t watch that video, I don’t know if that touches on the activation or not, but…
292 00:33:05.500 ⇒ 00:33:09.530 Hannah Wang: Yeah. I feel like we should consolidate it, or something.
293 00:33:10.100 ⇒ 00:33:17.389 Robert Tseng: Okay, yeah, let’s talk about that. … I’m trying to just…
294 00:33:21.750 ⇒ 00:33:24.959 Robert Tseng: I mean, am I… do I have the right things pulled up? This is what I’m…
295 00:33:25.080 ⇒ 00:33:26.650 Robert Tseng: Don’t they think it is?
296 00:33:28.740 ⇒ 00:33:31.330 Hannah Wang: I… let me….
297 00:33:32.650 ⇒ 00:33:34.320 Robert Tseng: Wanna change my password already?
298 00:33:36.270 ⇒ 00:33:37.020 Robert Tseng: Oh.
299 00:33:50.160 ⇒ 00:33:52.499 Robert Tseng: Something is wrong with my copy-paste.
300 00:33:53.870 ⇒ 00:33:57.610 Hannah Wang: It’s bolded, that’s why I think it’s… Oh.
301 00:34:10.770 ⇒ 00:34:17.309 Robert Tseng: Okay, yeah, so I’m trying to understand, like, you have this list, I really like Yes.
302 00:34:17.550 ⇒ 00:34:35.699 Hannah Wang: the… the… okay, it’s confusing, there’s too many sheets, but these are just event speakers, but those aren’t the people… those aren’t, like, the CPG companies that are coming to ShopTalk, so if you go to Brainforge Additionals.
303 00:34:35.900 ⇒ 00:34:38.729 Hannah Wang: Or I guess leads, sorry, go to the next tab.
304 00:34:39.300 ⇒ 00:34:48.770 Hannah Wang: So those are all the people from companies that are going to attend the conference, not the speakers, and my plan was to hit them up with an invite.
305 00:34:48.920 ⇒ 00:34:56.610 Hannah Wang: Saying, hey, we have an activation on the 17th, wondering… would love to connect, and if you could come. …
306 00:34:57.260 ⇒ 00:35:05.780 Hannah Wang: But I don’t know the work that Ryan’s doing. Like, is the thing on the right, like, the speakers, or are they the people?
307 00:35:05.780 ⇒ 00:35:07.030 Robert Tseng: These are attendees, yeah.
308 00:35:07.030 ⇒ 00:35:08.230 Hannah Wang: Attendees, yeah.
309 00:35:08.680 ⇒ 00:35:26.929 Robert Tseng: Yeah, so we, like, we did, like, some clay stuff to get this, and then this is, like, the actual list, so I don’t expect this to be a fully, like, one-to-one match. I think… I don’t know the criteria for how we pulled this list in, but I’m assuming you went off of… if they engaged with ShopTalk content, then they were thrown into this list?
310 00:35:27.830 ⇒ 00:35:29.729 Robert Tseng: It’s not actually attending these, right?
311 00:35:30.150 ⇒ 00:35:35.090 Hannah Wang: So there’s a… there’s a list, that Mary sent me.
312 00:35:35.240 ⇒ 00:35:43.429 Hannah Wang: Let me try to find it. Basically, after you signed up, like… well, I didn’t have it, but I’m sending it over Zoom, all the links.
313 00:35:43.880 ⇒ 00:36:00.099 Hannah Wang: There’s… so that third link that I sent are the companies that are actually attending Shop Talk. So, Ryan went through all of those companies, and I tried to do, like, the ICP match, and that’s the comment that you gave, like, anything less than 10,000 employees, or whatever. I was like.
314 00:36:00.120 ⇒ 00:36:08.980 Hannah Wang: Okay, well, I’m just gonna start with a subset. So that… I pulled that list, we enriched those companies and got the leads, and that’s what you’re looking at on the left.
315 00:36:09.210 ⇒ 00:36:09.980 Hannah Wang: ….
316 00:36:09.980 ⇒ 00:36:10.750 Robert Tseng: I see.
317 00:36:10.750 ⇒ 00:36:27.780 Hannah Wang: So these are the companies that are coming, and I was like, I just want to blast an email and a LinkedIn message and invite them, and then just… if no one… no one from this list can come, then we’ll just pull another subset of the clay table that Ryan sent, and then we’ll send out more emails. ….
318 00:36:28.740 ⇒ 00:36:30.189 Robert Tseng: Okay, and what’s the cap?
319 00:36:30.470 ⇒ 00:36:31.050 Robert Tseng: Or, like.
320 00:36:31.050 ⇒ 00:36:32.040 Hannah Wang: So yeah, so….
321 00:36:32.040 ⇒ 00:36:37.049 Robert Tseng: These are, like, kind of the details that I feel like I didn’t get. I just, like, got a list, and it was, like…
322 00:36:37.810 ⇒ 00:36:47.409 Robert Tseng: I don’t know what to do with this, and I just, like, looked at, okay, I mean, yeah, like, I just… I don’t think it was very clear, like, what exactly I needed to do with this, so….
323 00:36:47.650 ⇒ 00:36:51.889 Hannah Wang: Sorry, I should have made that more clear, or we should have hopped on a meeting, but…
324 00:36:52.050 ⇒ 00:36:57.069 Hannah Wang: Sorry, I don’t… whoa… Did you just format it? Because it looks different.
325 00:36:57.190 ⇒ 00:36:58.030 Hannah Wang: I’m sure….
326 00:36:58.030 ⇒ 00:37:00.379 Robert Tseng: I may have, like, just…
327 00:37:00.620 ⇒ 00:37:07.639 Robert Tseng: I might have shrunk, like, the… the ropes, because they were, like, really fat, so I just, like, made it easier to read.
328 00:37:08.010 ⇒ 00:37:10.029 Hannah Wang: Yeah, so…
329 00:37:10.150 ⇒ 00:37:26.079 Hannah Wang: Yeah, with this list of people, like, I have a Notion doc that I’m pretty sure I sent a bunch of times, and I feel like things get lost in threads, so maybe that’s why you haven’t felt like you were updated, but I have been sending messages of my.
330 00:37:26.080 ⇒ 00:37:26.460 Robert Tseng: Yeah.
331 00:37:26.460 ⇒ 00:37:34.110 Hannah Wang: my thought process. But anyway, there’s a Notion doc of the sequence that I’m going… planning on sending. It’s called…
332 00:37:34.220 ⇒ 00:37:37.999 Hannah Wang: if you… I think it’s ShopTalk, or…
333 00:37:38.250 ⇒ 00:37:42.720 Hannah Wang: Let’s see… nope, yep, campaign brief, yep.
334 00:37:42.820 ⇒ 00:37:57.979 Hannah Wang: So if you look at the number 3, that’s the messaging that I’m planning on using. So gonna send 2 emails, basically. The first one ideally, would have been today. It’s getting a little too close to the date of the activation.
335 00:37:58.070 ⇒ 00:38:11.180 Hannah Wang: This is kind of based on Mary’s messaging, so I’m working with her on that, and then I’ll also send a LinkedIn message as well, and then I’ll do a follow-up email next week, or I guess whatever week after. …
336 00:38:13.510 ⇒ 00:38:25.620 Hannah Wang: I don’t know if all of that is accurate, I feel like I just copy-pasted from a previous campaign, because I just wanted to get the messaging right, and then start that activation, or start the campaign, basically.
337 00:38:25.820 ⇒ 00:38:28.860 Hannah Wang: So don’t look at number 5, it’s not accurate.
338 00:38:29.010 ⇒ 00:38:30.780 Hannah Wang: It’s not up to date.
339 00:38:32.030 ⇒ 00:38:33.540 Hannah Wang: Sorry, just like that.
340 00:38:33.540 ⇒ 00:38:35.380 Robert Tseng: bug that I’m trying to catch.
341 00:38:35.380 ⇒ 00:38:36.360 Hannah Wang: Oh, it’s okay.
342 00:38:37.760 ⇒ 00:38:38.730 Robert Tseng: Sort of. Yeah.
343 00:38:39.180 ⇒ 00:38:41.240 Hannah Wang: So yeah, I don’t know if…
344 00:38:41.490 ⇒ 00:38:50.589 Hannah Wang: this… the work that I’m trying to do bleeds in with, like, the work that Ryan’s trying to do for hitting up people and getting, like, a warm
345 00:38:50.780 ⇒ 00:39:03.209 Hannah Wang: connection with them. Because if Ryan’s gonna reach out to people, like, might as well invite them to the activation as well, instead of just doing, like, a whole separate two-step… treating them as two separate campaigns, like, just kind of.
346 00:39:03.210 ⇒ 00:39:07.900 Robert Tseng: Yeah, so you’re sending all of this from my… from my LinkedIn already? Is that correct?
347 00:39:07.900 ⇒ 00:39:12.789 Hannah Wang: No, no, no, we… I want to. I… we’re not doing… it didn’t start yet.
348 00:39:13.290 ⇒ 00:39:15.149 Robert Tseng: Yeah. Okay, …
349 00:39:16.630 ⇒ 00:39:20.170 Robert Tseng: Yeah, I mean, I feel like yours makes sense, we should just do… we should just do yours.
350 00:39:20.320 ⇒ 00:39:30.809 Robert Tseng: I mean, this is, like, I was just like, I don’t know why we haven’t reached out to anybody yet, so I, like, saw that I can just book meetings with people and, while I’m there, so….
351 00:39:33.080 ⇒ 00:39:39.979 Hannah Wang: So, just reach out via LinkedIn now, instead of the ShopTalk thing that you told Ryan to do.
352 00:39:40.860 ⇒ 00:39:46.870 Robert Tseng: … Yeah, I mean, I don’t know how inclusive of this list
353 00:39:47.630 ⇒ 00:39:56.199 Robert Tseng: like, I don’t know the overlap. I imagine they’re probably the same people, although I tried to cherry-pick a few, and I didn’t see any. I didn’t see them, so, Chris.
354 00:39:56.370 ⇒ 00:39:59.019 Robert Tseng: Chris Terry! Dr.
355 00:39:59.460 ⇒ 00:40:00.270 Robert Tseng: Elizabeth.
356 00:40:00.270 ⇒ 00:40:04.920 Hannah Wang: people that are… Coming, or companies?
357 00:40:06.000 ⇒ 00:40:20.689 Robert Tseng: Well, I guess not every single person is here, but these are all the people who’ve made themselves open to meetings, so… and they’ve literally told us, like, what they’re trying to… why they’re there, like, that they want data and AI services, or whatever.
358 00:40:20.690 ⇒ 00:40:21.210 Hannah Wang: Oh, okay.
359 00:40:21.870 ⇒ 00:40:26.789 Robert Tseng: So, where I don’t know, this is actually maybe just a broader attendee list.
360 00:40:26.940 ⇒ 00:40:33.179 Robert Tseng: Which is fine, I think these are not actually the same thing. Like, I… like, I think for this person…
361 00:40:34.730 ⇒ 00:40:37.549 Robert Tseng: I think, I think it’s not showing.
362 00:40:37.830 ⇒ 00:40:41.319 Robert Tseng: But, like, this… There was somebody in this list.
363 00:40:41.730 ⇒ 00:40:52.070 Robert Tseng: who’s an attendee, who had that… that on… that they were… they were looking for AI and generator AI, and I checked out every box here.
364 00:40:52.930 ⇒ 00:41:02.059 Robert Tseng: And I have a meeting booked with them, or, like, I’m… I send a request to them directly. I think we can do multiple, like, it’s fine, like, I think just… just….
365 00:41:02.270 ⇒ 00:41:06.770 Hannah Wang: But yeah, I don’t… I don’t think these are actually the same thing. I see, okay, yeah. Yeah.
366 00:41:07.220 ⇒ 00:41:08.839 Robert Tseng: That’s more… yeah.
367 00:41:08.940 ⇒ 00:41:13.060 Hannah Wang: I mean, the left is more, like, broad in general, probably, just hitting up whoever.
368 00:41:13.350 ⇒ 00:41:23.219 Hannah Wang: like, I don’t even know if these people are coming to ShopTalk, because we just hit up, like, the VPs and, like, the founders and stuff, because I didn’t have any more information, I just had the list of companies.
369 00:41:23.220 ⇒ 00:41:30.299 Robert Tseng: Yeah, well, like, so this guy, Israel, VP of Data, like, I don’t believe he will be at ShopTalk.
370 00:41:30.300 ⇒ 00:41:31.809 Hannah Wang: Like, I just… Okay. I don’t know.
371 00:41:32.310 ⇒ 00:41:36.200 Robert Tseng: So… yeah, that’s why I’m… maybe I’m just in my…
372 00:41:36.420 ⇒ 00:41:39.899 Robert Tseng: Customer experience, like, this person, like…
373 00:41:40.340 ⇒ 00:41:43.880 Robert Tseng: Like, yeah, so, I understand that you use the…
374 00:41:44.690 ⇒ 00:41:52.369 Robert Tseng: you got, like, a company list from Mary, which I don’t know how she has the attendees, but…
375 00:41:53.100 ⇒ 00:41:59.800 Robert Tseng: And then we’re saying that these people are going to be at ShopTalk, and we want to invite them to our activation event.
376 00:41:59.990 ⇒ 00:42:01.010 Hannah Wang: But we don’t know.
377 00:42:01.010 ⇒ 00:42:02.350 Robert Tseng: We don’t actually know.
378 00:42:02.580 ⇒ 00:42:13.000 Hannah Wang: Yeah. Like, we just have the list of companies. I’m like, I don’t know who’s coming, so we’re just like, oh, are you coming to ShopTalk? If so, blah blah blah. If not, nice to connect, or something.
379 00:42:13.730 ⇒ 00:42:16.700 Robert Tseng: I see… I…
380 00:42:23.330 ⇒ 00:42:25.909 Robert Tseng: I mean, I guess, like, I…
381 00:42:26.150 ⇒ 00:42:30.690 Robert Tseng: This is, like, what, 100 people? 200… 300 people? ….
382 00:42:30.690 ⇒ 00:42:32.390 Hannah Wang: Maybe I should narrow it down, I don’t know.
383 00:42:32.390 ⇒ 00:42:36.469 Robert Tseng: through HayReach, it’s gonna be, what, like, 20 a week?
384 00:42:37.160 ⇒ 00:42:38.470 Robert Tseng: So….
385 00:42:38.470 ⇒ 00:42:39.000 Hannah Wang: Oh, we’re.
386 00:42:39.000 ⇒ 00:42:45.630 Robert Tseng: We’re gonna… We’re gonna get to, like, 60 or 80 by mid-September, something like that.
387 00:42:48.530 ⇒ 00:42:51.320 Hannah Wang: I see, I didn’t know we were capped for HayReach.
388 00:42:52.930 ⇒ 00:42:53.500 Robert Tseng: death.
389 00:42:53.960 ⇒ 00:42:54.900 Robert Tseng: ….
390 00:42:55.960 ⇒ 00:43:00.950 Hannah Wang: then maybe we just filter the ICP even more, just like VP of…
391 00:43:01.540 ⇒ 00:43:06.369 Hannah Wang: product, so I don’t know who’s gonna come to… come to this event.
392 00:43:07.150 ⇒ 00:43:08.230 Robert Tseng: Yeah.
393 00:43:08.230 ⇒ 00:43:08.970 Ryan Brosas: Dad?
394 00:43:10.320 ⇒ 00:43:23.870 Ryan Brosas: To, to what we’re currently targeting, which is more on, on focusing on, like, world-specific, titles. As, you can see there, there’s, like.
395 00:43:23.870 ⇒ 00:43:30.980 Ryan Brosas: other titles there that, you know, include, like, data and stuff. I can narrow that, list down.
396 00:43:31.640 ⇒ 00:43:32.030 Hannah Wang: Or I feel.
397 00:43:32.030 ⇒ 00:43:32.650 Robert Tseng: Yeah.
398 00:43:32.650 ⇒ 00:43:34.279 Hannah Wang: Here’s the list on the right instead.
399 00:43:34.280 ⇒ 00:43:41.580 Robert Tseng: Yeah, there’s 1,800 companies here. These are all actual attendees, we should just use this list. Like, we don’t know if these people are attending. Like, yeah.
400 00:43:41.850 ⇒ 00:43:42.450 Hannah Wang: Yeah.
401 00:43:43.050 ⇒ 00:43:43.630 Robert Tseng: Yeah.
402 00:43:45.990 ⇒ 00:43:46.910 Hannah Wang: …
403 00:43:47.170 ⇒ 00:43:52.150 Hannah Wang: So I guess, Ryan, you can, like, filter by, oh, this company needs this, and then you could, like.
404 00:43:52.600 ⇒ 00:43:55.620 Hannah Wang: I don’t know, send a message and also be like, hey.
405 00:43:56.300 ⇒ 00:43:59.989 Hannah Wang: You could come to the activation as well.
406 00:43:59.990 ⇒ 00:44:10.270 Robert Tseng: Yeah, there should be at least 64 people who are getting direct message from me to book a meeting with them, but they should also be getting a LinkedIn message doing the connection and invite to the
407 00:44:10.280 ⇒ 00:44:24.409 Robert Tseng: activation event thing. Like, I think that’s bare minimum. We should at least hit 64 people. But there are 1,800 companies here. Like, I think, like, maybe not everybody is a good fit, which is why in the Loom video, I talk about the filters you should use.
408 00:44:24.410 ⇒ 00:44:31.119 Robert Tseng: And so that’ll cut it down by, I don’t know, probably, like, 500 companies or something? But it’s, yeah, probably still…
409 00:44:31.940 ⇒ 00:44:33.580 Robert Tseng: I think it’ll be a better….
410 00:44:33.580 ⇒ 00:44:34.500 Hannah Wang: … Yeah.
411 00:44:34.500 ⇒ 00:44:35.919 Robert Tseng: Mixed than what we have on the left.
412 00:44:36.480 ⇒ 00:44:48.140 Ryan Brosas: Yeah, currently doing that, and I think this will be, like, manually be scraped on this one, but yeah, I can focus on this today, and, like, well, more also.
413 00:44:48.260 ⇒ 00:44:56.929 Ryan Brosas: So we can hit, like, the 500, leads for this, and start a campaign for this. Well, launch a sequence for this.
414 00:44:58.120 ⇒ 00:45:13.059 Robert Tseng: Okay. Yeah, so, I mean, I don’t want to harp on this too much, so, like, I guess, I know you guys are waiting for feedback from us, like, I don’t know, I saw there’s a lot of… I mean, people share docs with me all the time, so, like, I don’t want to, like, just say, like, I… I can just open things and understand exactly what I’m looking at.
415 00:45:13.060 ⇒ 00:45:13.520 Hannah Wang: Yeah.
416 00:45:13.520 ⇒ 00:45:18.689 Robert Tseng: But I think that’s… that, to me is the problem. Like, I opened it, and I was like, what am I looking at?
417 00:45:18.980 ⇒ 00:45:19.790 Robert Tseng: And I just….
418 00:45:19.790 ⇒ 00:45:21.700 Hannah Wang: Is it better for us to record a loon?
419 00:45:22.500 ⇒ 00:45:23.139 Hannah Wang: like, record.
420 00:45:23.140 ⇒ 00:45:42.429 Robert Tseng: Well, I… at least… yeah, I think a loom would be helpful. Like, I understand that these are not super straightforward as well, although I put, like, a README on everything, and, like, I… when you’re working in a particular tab, I’m, like, telling you specifically, like, what you’re looking for. So, maybe a Loom is helpful, but just, like, trying to make it so that
421 00:45:42.990 ⇒ 00:45:48.840 Robert Tseng: Well, yeah, like, I think I was being tagged, but, like, I didn’t know what I was… what I was supposed to… what I was supposed to say, so….
422 00:45:48.840 ⇒ 00:45:50.000 Hannah Wang: … Okay.
423 00:45:50.000 ⇒ 00:45:52.590 Robert Tseng: also, like, yeah, I don’t know, like, I…
424 00:45:53.120 ⇒ 00:46:06.850 Robert Tseng: we… yeah, it’s getting pretty close to the event, like, you know, whatever. Yeah, I just… we clearly got… we clearly got blocked, and you were not able to be unblocked, so I think we just need to…
425 00:46:07.120 ⇒ 00:46:18.759 Robert Tseng: like, how do we prevent this from… like, what kind of… what kind of broke down? Like, and… and how do we… how do you get a… how do you get a more helpful response? Like, I think that’s kind of what…
426 00:46:18.890 ⇒ 00:46:23.210 Robert Tseng: Like, that’s the managing up that I feel like you probably have to think through.
427 00:46:24.430 ⇒ 00:46:29.439 Hannah Wang: Yeah. I think things get lost in threads, so I feel like just sending messages
428 00:46:29.960 ⇒ 00:46:38.409 Hannah Wang: Directly, and the go-to-market channel with looms and more descriptive sheets would probably be best for everyone.
429 00:46:38.580 ⇒ 00:46:39.200 Hannah Wang: ….
430 00:46:39.200 ⇒ 00:46:39.940 Robert Tseng: Yeah.
431 00:46:40.440 ⇒ 00:46:41.270 Robert Tseng: Sure.
432 00:46:41.460 ⇒ 00:46:42.170 Hannah Wang: But, like.
433 00:46:42.170 ⇒ 00:46:49.890 Robert Tseng: I don’t know, like, even coming to me with a list that was like, okay, here are all these people, but, like, we don’t know if they’re attending or not, and we want to invite them all to the, like.
434 00:46:50.650 ⇒ 00:46:59.699 Robert Tseng: I don’t know, we’re inviting 300 people to a massage, and we don’t know if any of them are coming to the event. Like, I felt like the list wasn’t really ready at that point, so….
435 00:46:59.700 ⇒ 00:47:06.129 Hannah Wang: I didn’t know what else to do, because I didn’t know the thing on the right existed, but now that we do, we can be more strategic.
436 00:47:06.130 ⇒ 00:47:06.870 Robert Tseng: Yeah.
437 00:47:08.970 ⇒ 00:47:09.650 Robert Tseng: Okay.
438 00:47:09.650 ⇒ 00:47:10.039 Hannah Wang: I mean, so the.
439 00:47:10.040 ⇒ 00:47:27.540 Robert Tseng: I mean, I feel like those are the adjustments that we can make. It’s like, okay, this is what we know about these people, and this is what we don’t know about them. Like, how do we get more of what we don’t know about them so that we can make this a more targeted, like, leadness? So, I mean, I know this is not necessarily your purview, and I think…
440 00:47:27.610 ⇒ 00:47:37.530 Robert Tseng: Ryan, like, as you’re creating lead lists, this is, like, the level of enrichment, or kind of, like, strategic, like, coming up with ideas of, like, how do we narrow these lists down? Like.
441 00:47:37.530 ⇒ 00:47:49.450 Robert Tseng: we’re not a volume play company. We’re not gonna… any list that’s, like, more than 50 people, I’m very skeptical of, because I’m like, how did we even curate, like, 300 people? So, I…
442 00:47:49.930 ⇒ 00:47:51.900 Robert Tseng: I don’t… yeah, I think that’s…
443 00:47:53.130 ⇒ 00:48:07.160 Robert Tseng: you know, these are… these are table stakes, yes, name, job title, whatever, but, like, I think there gotta be some other filters that we’re thinking through as well. Are they coming to the event or not? How many people are in their organization that are coming to the event?
444 00:48:07.240 ⇒ 00:48:08.469 Robert Tseng: Like, what…
445 00:48:08.510 ⇒ 00:48:24.619 Robert Tseng: what do we know? What are they seeking currently? Like, even, you know, some of this basic stuff that, like, I don’t know, I guess in ShopTalk, if you sign up, you’re required to put all this information in, so we’re able to read more about them, but, like, I think that’s… that’s more constructive for me to, like.
446 00:48:24.620 ⇒ 00:48:33.039 Robert Tseng: understand how you guys think about building leads. Otherwise, every list looks the same, and they all look like name, profile, email.
447 00:48:34.420 ⇒ 00:48:43.079 Ryan Brosas: Yeah, that is helpful. This will be noted. I will be much more, detailed on how we create, like,
448 00:48:43.270 ⇒ 00:48:46.159 Ryan Brosas: Enriched leads, so, ….
449 00:48:46.160 ⇒ 00:49:03.059 Robert Tseng: We don’t need to do too much. It’s just, like, a couple things, and we kind of think about how do we figure… how do we figure that out, right? Like, I… I only asked two questions, right? It was, like, are they coming to the event or not? Like, and, like, how do we figure out… how would we be able to figure that out? And, like, I don’t know, are there…
450 00:49:03.460 ⇒ 00:49:17.830 Robert Tseng: how many people from that company are going to be there? What services are they looking for. So, I think it’s just, like, one or two additional kind of, like, questions that you have to ask, when you’re putting together the list to try to narrow them down.
451 00:49:18.810 ⇒ 00:49:27.379 Ryan Brosas: Yeah, I think, that, that, like, I just based on, that place is based on,
452 00:49:27.570 ⇒ 00:49:28.620 Ryan Brosas: Mary’s…
453 00:49:28.690 ⇒ 00:49:38.329 Ryan Brosas: lead list, or the company that he listed… that she listed on the Google Sheets, so… and I can’t really…
454 00:49:38.350 ⇒ 00:49:51.930 Ryan Brosas: like, tell if a certain company is going to ShopTalk, so that’s one of the things that I’m not sure if the… if a certain company is going to the event. There’s no… I checked
455 00:49:51.930 ⇒ 00:50:10.370 Ryan Brosas: On… on specific, like, is there a post from this? And most of them doesn’t really, like, post or something, but, yeah, I think I can just narrow down on some… some of the, you know, CEO or a company that posted that they are coming.
456 00:50:11.640 ⇒ 00:50:14.049 Robert Tseng: Yeah, yeah, some sort of signal from there, yeah.
457 00:50:14.050 ⇒ 00:50:15.590 Hannah Wang: Yeah, sorry.
458 00:50:16.090 ⇒ 00:50:22.979 Robert Tseng: Yeah. No, so Mary just sent us a list, and then was like, you guys do the messaging? Like, what are they doing with the list?
459 00:50:23.140 ⇒ 00:50:31.029 Hannah Wang: No, no, ugh, sorry, there’s another Google Sheet. So go back to Zoom, open up the first doc, or the second message that I sent.
460 00:50:32.060 ⇒ 00:50:33.570 Hannah Wang: At 9.02.
461 00:50:34.780 ⇒ 00:50:37.600 Hannah Wang: I think… That one.
462 00:50:41.960 ⇒ 00:50:42.499 Robert Tseng: The same word.
463 00:50:42.500 ⇒ 00:50:44.829 Hannah Wang: No, not that one. The second message.
464 00:50:45.210 ⇒ 00:50:47.519 Hannah Wang: Out of all the… all four messages.
465 00:50:49.830 ⇒ 00:50:50.350 Robert Tseng: Okay.
466 00:50:50.350 ⇒ 00:51:09.940 Hannah Wang: So, she… Glimpse has enough… they have different, kind of, different ICPs, so those are the companies that they want to target, that are supposedly coming to ShopTalk based on the list of… list of supposedly coming attendees that Mary had. And then I just added, like, yeah, so those are the… the…
467 00:51:09.940 ⇒ 00:51:22.240 Hannah Wang: thing on the left, the top left, the glimpse, like, those are the people that they’re targeting. So they’re doing a separate, like, messaging thing. So I gave them, like, based on Ryan’s clay enrichment, like.
468 00:51:22.240 ⇒ 00:51:34.619 Hannah Wang: like, leads from those companies that they wanted to target. So I think they’re doing their own, like, messaging system using HeyReach and whatever that they have.
469 00:51:34.770 ⇒ 00:51:48.140 Hannah Wang: And then obviously, like, if there’s overlap, like, overlapping companies that we both want to target, we’re going to prioritize those. But they obviously have, like, different companies that they want to target that are kind of different from ours, so they’re gonna handle messaging
470 00:51:48.140 ⇒ 00:51:57.210 Hannah Wang: So they’re also starting, like, a sequence and stuff, and reaching out to people. But we’re also trying to do that for, like, companies that are more targeted to us.
471 00:51:58.370 ⇒ 00:51:59.460 Hannah Wang: If that makes sense.
472 00:52:00.430 ⇒ 00:52:01.210 Robert Tseng: Yeah.
473 00:52:02.430 ⇒ 00:52:10.619 Hannah Wang: So I wanted to narrow down the list of companies, and that’s why I sent you the clay table, and I also put my reasoning in a column.
474 00:52:10.870 ⇒ 00:52:16.309 Hannah Wang: But I think you just said, like, oh, anything less than 10,000. I was like, oh, okay, so…
475 00:52:16.350 ⇒ 00:52:35.579 Hannah Wang: I just kind of selected a subset of companies, and then based on that subset, which is over here, like, that subset of companies, that… in the other sheet, Brian grabbed, like, VPs and head of whatever from this subset, and I was thinking we go after those people.
476 00:52:35.830 ⇒ 00:52:37.879 Hannah Wang: Now we have the thing on the right.
477 00:52:38.240 ⇒ 00:52:40.619 Hannah Wang: Of, like, your Shop Talk.
478 00:52:40.880 ⇒ 00:52:43.339 Hannah Wang: Portal thing, so that’s more targeted.
479 00:52:43.730 ⇒ 00:52:50.760 Hannah Wang: … Yeah. Like, I feel like all this is so hard to explain over, like.
480 00:52:51.250 ⇒ 00:52:58.639 Hannah Wang: like, over, Slack, so I don’t know, is there, like, a… maybe I should have recorded a Loom or something, make it….
481 00:52:58.640 ⇒ 00:53:00.349 Robert Tseng: Yeah, I think so.
482 00:53:00.350 ⇒ 00:53:01.600 Hannah Wang: Yeah, okay.
483 00:53:02.000 ⇒ 00:53:08.500 Robert Tseng: But yeah, I’m just giving general feedback. Like, look, their list is, like, 20 companies?
484 00:53:08.770 ⇒ 00:53:09.310 Hannah Wang: Yeah.
485 00:53:10.270 ⇒ 00:53:22.110 Robert Tseng: our list should not be more than… more than theirs. Like, if we’re… if our list is 70, then we’re not narrowing it enough. Like, not everyone can be your ICP. Like, there’s a lot of people that we want to talk to, that’s fine, but, like.
486 00:53:22.450 ⇒ 00:53:33.070 Robert Tseng: Yeah, like, we’re… they’re just looking at every CPG company out there, maybe in a particular, like, grow… in a particular stage and beyond, so I don’t know what their filters are, but, like.
487 00:53:33.070 ⇒ 00:53:48.859 Robert Tseng: we have to be clear on what our filters are. What are they looking for? They’re looking for… they need to be… they need to have some signal for… that they’re looking for AI or data, like, services. I mean, you can study this list, try to, like, understand when you’re building out the 64, you know, person list, like.
488 00:53:48.890 ⇒ 00:54:00.600 Robert Tseng: you’re booking meetings with them, like, they’re clearly requesting services. Who are the people who are requesting that? It’s a director of e-com, it’s a director of growth, it’s a VP of whatever, like, there’s…
489 00:54:00.650 ⇒ 00:54:13.489 Robert Tseng: Yeah, director of CRM is somebody that I reached… is that I reached out to. To me, this is great. It’s… this is, like, we work with Urban Stems already. They are asking for generative AI, the head of CRM,
490 00:54:13.530 ⇒ 00:54:21.180 Robert Tseng: Yeah, like, this is the perfect fit. Like, I think this… I have a… I have a great shot at talking to this person. But yeah, like, I don’t know, like, I…
491 00:54:21.670 ⇒ 00:54:32.090 Robert Tseng: if we can’t figure that out on the AI, like, from… from, like, a lead gen perspective, just, like, just intuitively, like, go through it manually. Like, I… I don’t know, like, I…
492 00:54:32.100 ⇒ 00:54:42.519 Robert Tseng: that’s what I would do. Like, I… I don’t know, I don’t have any other real direction than that. It just… how else will you train your, like, intuition on, like, who’s a good fit for us and who’s not?
493 00:54:45.120 ⇒ 00:54:47.459 Hannah Wang: Okay, yeah, I mean, it’s not…
494 00:54:48.330 ⇒ 00:54:51.840 Hannah Wang: Not intuitive for us, but we’ll try, so….
495 00:54:52.930 ⇒ 00:54:53.560 Robert Tseng: Yeah.
496 00:54:54.490 ⇒ 00:54:55.520 Robert Tseng: …
497 00:54:57.470 ⇒ 00:55:16.359 Robert Tseng: Okay, well, I mean, yeah, so this is, like, if you… if we don’t know what those criteria are, then, like, I can keep giving those criteria, but, like, I also don’t want to make it an expansive list of criteria, because then it becomes an anti-pattern, and you’re looking at too many variables, and it ends up not being helpful at all. So, …
498 00:55:16.980 ⇒ 00:55:18.110 Robert Tseng: I…
499 00:55:19.400 ⇒ 00:55:26.280 Robert Tseng: if we need to do a refresher on ICPs and stuff like that, like, maybe that’s helpful, but I… I…
500 00:55:27.730 ⇒ 00:55:39.779 Robert Tseng: like, I… I gotta… I gotta know… like, yeah, even just, like, reading there, that’s pretty straightforward to me. Founders, CFOs, VP of ops and finance of CPG companies. That’s all they’re targeting.
501 00:55:39.860 ⇒ 00:55:53.439 Robert Tseng: they probably figured out who… who, the attendee is for that company, so if Dr. Squatch is not sending any of these folks, then they’re not gonna target Dr. Squatch. Like, I… I don’t know, like, I don’t think they thought through that
502 00:55:53.600 ⇒ 00:56:07.160 Robert Tseng: it wasn’t that, like, well thought out either. I mean, it’s just… but it got them, like, a more narrow list. Like, we could easily produce, like, a list of criteria like this, which I feel like I did for some of these other lists as well. So, I don’t… I don’t really know what the… what the gap is here.
503 00:56:15.400 ⇒ 00:56:16.320 Hannah Wang: Oh, yeah.
504 00:56:16.460 ⇒ 00:56:17.470 Robert Tseng: ….
505 00:56:19.060 ⇒ 00:56:21.880 Hannah Wang: I don’t know either, so I’ll figure that out.
506 00:56:22.720 ⇒ 00:56:24.890 Robert Tseng: Okay, well….
507 00:56:27.190 ⇒ 00:56:28.010 Hannah Wang: So I guess what’s the.
508 00:56:28.010 ⇒ 00:56:28.410 Robert Tseng: Finally.
509 00:56:28.410 ⇒ 00:56:34.289 Hannah Wang: Like, are we gonna look at the table on the right, and then target the people? Like, Ryan, are you gonna send out, …
510 00:56:35.210 ⇒ 00:56:36.859 Hannah Wang: whatchamacallit, requests.
511 00:56:37.100 ⇒ 00:56:44.820 Hannah Wang: to people on the right, because I feel like our table on the left is not very accurate, so we should maybe not look at that.
512 00:56:45.320 ⇒ 00:56:58.370 Ryan Brosas: Yeah, yeah, again, I’m currently, like, scraping and, like, adding, like, some, like, requests, yeah. While I’m, like, you know, adding some, some requests to the ShopDoc fall.
513 00:56:58.370 ⇒ 00:57:07.689 Ryan Brosas: I’m scraping them all, also, like, so it’s, like, I’m doing, well, I’m do- while I’m doing, like, you know.
514 00:57:07.710 ⇒ 00:57:21.070 Ryan Brosas: including some… some of the, like, general requests. I’m also, like, scraping most of the target, like, it… if it, like, fit on our ICP, so, we can hit also that, and, like.
515 00:57:21.340 ⇒ 00:57:29.679 Ryan Brosas: set, like, a, you know, a sequence or, you know, a link out or something for our occupation for work days also.
516 00:57:32.380 ⇒ 00:57:39.259 Robert Tseng: I’m just, like, I just picked one person. Suzanne Silverstein. She’s going… she’s on your list.
517 00:57:39.950 ⇒ 00:57:47.690 Robert Tseng: She’s also in this booking list. She didn’t say that she wants anything, which is fine. But yeah, I’ll book a meeting with her.
518 00:57:49.570 ⇒ 00:57:53.050 Robert Tseng: Yeah, like, like, so that’s… that’s one, that’s one touch.
519 00:57:53.180 ⇒ 00:58:02.089 Robert Tseng: And then she should be part of the sequence. So, I don’t think we throw everything out of, like, the window, like, it’s… you have this list already, like, I’m sure, you know, there was some thought in it.
520 00:58:02.280 ⇒ 00:58:13.800 Robert Tseng: we can probably find who’s actually going from these people. Just, like, try to do a bit of matching here. And if this is, like, not a good starting point, and we want to start from the actual source, like, that’s fine, but, …
521 00:58:14.100 ⇒ 00:58:15.420 Robert Tseng: Yeah, like, I…
522 00:58:15.910 ⇒ 00:58:29.010 Robert Tseng: like, if you need help thinking through that, like, I can… I can just… yeah, you just… you just tell me that. Like, I… I don’t think… I don’t think we’re just throwing… throwing… throwing everything out. Like, I don’t… I don’t think that’s the… that’s the conclusion, so….
523 00:58:29.440 ⇒ 00:58:34.730 Hannah Wang: Yeah. And then… So, are you okay if we start the sequence, like.
524 00:58:35.330 ⇒ 00:58:37.899 Hannah Wang: I guess next week, … Yeah.
525 00:58:37.900 ⇒ 00:58:38.690 Robert Tseng: Yeah, that’s fine.
526 00:58:39.220 ⇒ 00:58:42.919 Robert Tseng: I mean, I… yeah, we should just start it when the lead list is ready, yeah.
527 00:58:42.920 ⇒ 00:58:55.469 Hannah Wang: Okay, so Ryan, I can work with you on building that, and then I feel like we should consolidate our lists somehow, because there’s just so many… there’s too many, Google Docs… Google Sheets. So maybe we can move…
528 00:58:55.490 ⇒ 00:59:03.180 Hannah Wang: everything to Mary’s dog on the left, or something, but I’m losing track of all the… all the dogs as well, so…
529 00:59:03.440 ⇒ 00:59:06.350 Hannah Wang: … Yeah.
530 00:59:06.880 ⇒ 00:59:07.640 Hannah Wang: Sounds good.
531 00:59:07.640 ⇒ 00:59:12.110 Robert Tseng: Yeah. Okay, so you typically do Notion campaign briefs?
532 00:59:13.060 ⇒ 00:59:14.160 Hannah Wang: Yeah, so I ran over them.
533 00:59:14.160 ⇒ 00:59:28.109 Robert Tseng: And this was not my process, this was Utam’s process, so I think I need to also learn what you guys are doing, and, like, I mean, for me, I just do everything on Google Sheets. You’ve seen everything I’ve built out, so I don’t really care about Notion so much.
534 00:59:28.750 ⇒ 00:59:41.160 Hannah Wang: Well, this is a process that Sid built out, and then I… she, like, built out a brief template, a campaign brief template, and we’ve been making the briefs on Notion, and the messaging is in there.
535 00:59:41.690 ⇒ 00:59:59.410 Hannah Wang: But I feel like it’s kinda… there’s just, like, too much to fill out. I’m like, I just want the messaging, and I just want the lead list, and then we can just execute it. I don’t know if this is, like, necessary. I don’t… I feel like, Tom, like, you don’t have time to read through all of this, so…
536 00:59:59.710 ⇒ 01:00:00.550 Hannah Wang: I don’t know, but.
537 01:00:00.550 ⇒ 01:00:14.090 Robert Tseng: Yeah. Yeah. I would say customize it to whatever is helpful for you. Like, I think that she… I think she just threw it into ChatGPT, and ChatGPT always gives you more than you want. There’s no way we’re thinking about 10 steps, like, I…
538 01:00:14.090 ⇒ 01:00:29.019 Robert Tseng: I think we just care about hitting them with the first message and getting a response. Like, I think if our campaign… campaigns can just be thinking 2 or 3 steps, that’s good enough. Like, we’ll handle anything else that comes in through after that. We don’t really need to think 10 steps ahead.
539 01:00:29.510 ⇒ 01:00:30.140 Hannah Wang: Yeah.
540 01:00:30.330 ⇒ 01:00:31.940 Hannah Wang: I agree, so…
541 01:00:32.140 ⇒ 01:00:42.080 Hannah Wang: But yeah, we’ve been building the brief out on Notion, and then we also have another sheet of… that tracks, like, all the campaigns, like a master campaign tracker sheet.
542 01:00:42.530 ⇒ 01:00:44.500 Hannah Wang: That maybe you don’t have.
543 01:00:44.500 ⇒ 01:00:45.950 Robert Tseng: Yeah, I’ve seen that one before.
544 01:00:45.950 ⇒ 01:00:49.610 Hannah Wang: Okay, yeah, so we’re trying to track everything down. Yeah, I know Huton looks at that.
545 01:00:49.750 ⇒ 01:00:54.090 Robert Tseng: I don’t know what it’s called, but I know UTAM looks at that to look at what campaign is live or not.
546 01:00:54.090 ⇒ 01:01:09.010 Hannah Wang: Yeah. Well, I think that list is overwhelming, but anyway, yeah. So we have that, and then I guess Ryan builds, lead lists on a separate Google Sheet. So that’s kind of the three areas that we have.
547 01:01:09.290 ⇒ 01:01:12.040 Hannah Wang: For now, as far as I’m aware.
548 01:01:13.870 ⇒ 01:01:14.550 Robert Tseng: Okay.
549 01:01:15.130 ⇒ 01:01:20.689 Robert Tseng: … Yeah, I… I mean, I… I…
550 01:01:21.220 ⇒ 01:01:32.470 Robert Tseng: I can help there. Like, I… whatever we need to do to clean up organization, whatever I can help. I know a lot of my attention has been on outbound strategy, on, kind of, these particular playbooks.
551 01:01:32.580 ⇒ 01:01:50.320 Robert Tseng: I’m not really that involved on the event and partner side, because that was previously Utam’s domain, but you can just assume everything, like, I can… I can make a decision on that. So, if we need to go and, like, cut stuff out or whatever, like, I can make… I can make calls on that as well. So, sorry that it took, like, a while to kind of even…
552 01:01:50.320 ⇒ 01:02:00.180 Robert Tseng: having this… have this conversation. But, … Yeah, I think, I’m… I’m… In function, like the…
553 01:02:00.560 ⇒ 01:02:07.050 Robert Tseng: go-to-market lead, I suppose. So, I should… I should be, be able to make any of these decisions.
554 01:02:08.190 ⇒ 01:02:26.760 Hannah Wang: I mean, it’s okay, I feel like Slack is messy, and meetings are easier, but we’re stretched for time, so I feel like moving forward, if we just consolidate everything into that leads go-to-market, whatever meeting that we’re gonna do, that’ll make it better, because I feel like I just didn’t have the space to discuss this, and then everything was getting lost in Slack.
555 01:02:26.760 ⇒ 01:02:37.010 Hannah Wang: In threads. Yeah. So… Okay. I think I have… we have more clarity now, and then we also need to do the Blue People campaign, so we’ll do that today, and then execute this next week, hopefully. Okay.
556 01:02:37.010 ⇒ 01:02:39.620 Robert Tseng: Yeah, yeah, this is, this is fine. We’ll, we’ll get, we’ll get a…
557 01:02:39.800 ⇒ 01:02:43.039 Robert Tseng: Yeah, next week. Okay, cool. Alright, thanks, everyone.
558 01:02:43.440 ⇒ 01:02:44.710 Hannah Wang: Alright, bye.
559 01:02:44.710 ⇒ 01:02:45.760 Ryan Brosas: Thank you.