Meeting Title: Brainforge Content Strategy and Lead Nurturing Sync Date: 2026-01-05 Meeting participants: Robert Tseng, Luke Scorziell
WEBVTT
1 00:00:21.110 ⇒ 00:00:22.600 Luke Scorziell: Hey, how’s it going?
2 00:00:22.970 ⇒ 00:00:26.140 Robert Tseng: Hey! Good, I’m just, heating up some lunch.
3 00:00:26.520 ⇒ 00:00:30.869 Luke Scorziell: Oh, nice. I was running upstairs, grabbing some, breakfast.
4 00:00:31.260 ⇒ 00:00:31.980 Robert Tseng: Nice.
5 00:00:32.110 ⇒ 00:00:37.169 Robert Tseng: If I need to be in front of a screen, though, just let me know. Otherwise, I was hoping I would just…
6 00:00:37.290 ⇒ 00:00:40.170 Robert Tseng: Say offline, or, like, off… off-camera.
7 00:00:40.510 ⇒ 00:00:41.839 Luke Scorziell: Oh, you’re good, okay.
8 00:00:42.010 ⇒ 00:00:42.360 Robert Tseng: Okay.
9 00:00:42.360 ⇒ 00:00:46.720 Luke Scorziell: I was, like, in the middle of trying to make a coffee, and then I ran down here.
10 00:00:47.270 ⇒ 00:00:59.079 Robert Tseng: Well, I kind of figured I would just do this daily with you. I mean, I’m sure you’re seeing a bunch of things for the first time, and you just want to chat through what you’re seeing, so, I mean, I don’t really have an agenda for this… for this set of the call.
11 00:00:59.270 ⇒ 00:00:59.860 Luke Scorziell: Oh, cool.
12 00:00:59.860 ⇒ 00:01:02.259 Robert Tseng: Some days I will, but someday I do not.
13 00:01:03.150 ⇒ 00:01:05.010 Luke Scorziell: Yeah, I think,
14 00:01:08.340 ⇒ 00:01:10.660 Luke Scorziell: So, I… I guess I can just…
15 00:01:10.880 ⇒ 00:01:13.170 Luke Scorziell: go over what I’ve been thinking about.
16 00:01:13.170 ⇒ 00:01:13.780 Robert Tseng: Yeah.
17 00:01:15.400 ⇒ 00:01:20.010 Luke Scorziell: So… yeah, talked to Ryan, had him… basically…
18 00:01:21.230 ⇒ 00:01:29.700 Luke Scorziell: like, really just encouraged him that I’d rather see, like, content just get turned back on and up and running than have it be, like.
19 00:01:30.440 ⇒ 00:01:32.660 Luke Scorziell: perfect right now, and… Yeah.
20 00:01:32.910 ⇒ 00:01:35.500 Luke Scorziell: And that, like, as we,
21 00:01:36.240 ⇒ 00:01:44.079 Luke Scorziell: as we iterate and do things, or, like, start getting content up on both accounts, then we can kind of make adjustments from there.
22 00:01:44.080 ⇒ 00:01:44.640 Robert Tseng: Yeah.
23 00:01:45.180 ⇒ 00:01:49.770 Luke Scorziell: And he was a little concerned about, like, the… 30%,
24 00:01:51.300 ⇒ 00:01:55.360 Luke Scorziell: Or, yeah, like, the leads are coming from marketing, and I think he…
25 00:01:55.790 ⇒ 00:02:02.260 Luke Scorziell: Just needed some clarification that it was, like, We weren’t expecting that, like… This week, you know.
26 00:02:02.280 ⇒ 00:02:04.509 Robert Tseng: Yeah, yeah. Like, over time.
27 00:02:05.980 ⇒ 00:02:09.040 Luke Scorziell: So I think, yeah, having, like, the expectations set with him.
28 00:02:09.520 ⇒ 00:02:17.810 Luke Scorziell: And then, yeah, he’s great. I think, like, the amount of ownership, I feel like he’s taking over stuff, and just, like, the attitude that he has has been really…
29 00:02:18.160 ⇒ 00:02:20.630 Luke Scorziell: motivating for me.
30 00:02:20.990 ⇒ 00:02:21.570 Robert Tseng: Yeah.
31 00:02:21.770 ⇒ 00:02:31.299 Luke Scorziell: And… I was a little… Yeah, maybe disappointed with the stuff with Jed. I didn’t… I mean…
32 00:02:31.900 ⇒ 00:02:35.220 Luke Scorziell: the last I remember with that campaign was that I had just been like.
33 00:02:35.770 ⇒ 00:02:39.380 Luke Scorziell: like, pretty much thought I wrote the draft for him and said to send it.
34 00:02:39.380 ⇒ 00:02:48.550 Robert Tseng: Yeah, to just send it. I mean, that’s what it looked like in Slack. I mean, I know I’m, like, being a little bit painful on the call, but I’m just like, I don’t know, man, like, how many…
35 00:02:49.020 ⇒ 00:02:54.200 Robert Tseng: However, let it run its course, like… I
36 00:02:55.370 ⇒ 00:03:08.459 Robert Tseng: I think it’s just… it’s obvious, like, the systems that we have in place. If you don’t have any tickets assigned to you, tickets are two weeks late, there’s no context, like, I haven’t… I don’t know. There’s… there’s not really much he can… he can say, so…
37 00:03:08.840 ⇒ 00:03:12.370 Luke Scorziell: Yeah, yeah. So, I think… I don’t know, like.
38 00:03:12.370 ⇒ 00:03:15.820 Robert Tseng: It’s night and day between him and Ryan, so, like, I’m not, like…
39 00:03:16.520 ⇒ 00:03:22.810 Robert Tseng: I don’t really want to spend any more time with Jed, like, one-on-one, to be honest, so… .
40 00:03:22.810 ⇒ 00:03:23.400 Luke Scorziell: Yeah.
41 00:03:23.740 ⇒ 00:03:38.869 Robert Tseng: I’m kinda… well, my priority is obviously to turn on the pipeline as well, so I’m gonna go out and I’m gonna send a bunch of messages, like, I’m gonna do whatever I’m gonna do this week, and if he’s not really helpful in doing it, then I think… I think that’s pretty much done by the end of this week.
42 00:03:39.460 ⇒ 00:03:43.310 Luke Scorziell: Yeah, okay. I mean, yeah, I think I trust your instinct, too, and maybe.
43 00:03:43.310 ⇒ 00:03:44.000 Robert Tseng: Yeah.
44 00:03:44.000 ⇒ 00:03:46.830 Luke Scorziell: Like, just saying what you’re saying.
45 00:03:46.830 ⇒ 00:03:47.440 Robert Tseng: Yeah.
46 00:03:47.440 ⇒ 00:03:48.290 Luke Scorziell: But…
47 00:03:48.420 ⇒ 00:03:57.840 Luke Scorziell: Yeah, because I had hoped… I mean, I think, like, it’s not like it’s all lost or anything, but obviously, like, there’s a difference between that… that campaign having gotten out right before Christmas and…
48 00:03:58.130 ⇒ 00:03:59.500 Luke Scorziell: Getting out.
49 00:03:59.810 ⇒ 00:04:00.509 Luke Scorziell: In the news.
50 00:04:00.510 ⇒ 00:04:15.910 Robert Tseng: I mean, at this point, I don’t want to send it as is. Like, obviously the copy has to be readjusted, now that, like, some of the timing has changed, and, like, whatever. Like, I just… if anything, I just want to see the list. I’ll send all the messages myself, or at least, like, kind of review the copyright. That’s fine.
51 00:04:15.910 ⇒ 00:04:17.920 Luke Scorziell: Yeah, so,
52 00:04:20.829 ⇒ 00:04:39.200 Luke Scorziell: Okay, so that’s that, and then, basically, having assigned that to, Ryan to do the content stuff, then I think what I’d like to spend a little bit of time on then is just continuing to learn more about BrainForge, the company, the offerings, the clients.
53 00:04:39.390 ⇒ 00:04:40.409 Luke Scorziell: Yeah.
54 00:04:40.760 ⇒ 00:04:50.130 Luke Scorziell: And then using what I learned there to start, developing… like, a more…
55 00:04:50.800 ⇒ 00:04:55.799 Luke Scorziell: hopefully an insight-driven content strategy. I think my, like.
56 00:04:57.790 ⇒ 00:05:08.090 Luke Scorziell: Yeah, I think the quality… I don’t know, Ryan is very good with the, like, building out… he’s built out this, like, super cool AI system and whatnot to write posts. I think, like.
57 00:05:08.660 ⇒ 00:05:15.219 Luke Scorziell: I’ll be interested to see how that compares to maybe, like, if we experimented with some, just, like.
58 00:05:15.840 ⇒ 00:05:22.620 Luke Scorziell: Posts that are either a little more, like, human-written or human insight-driven than just, like, what we pull from
59 00:05:23.050 ⇒ 00:05:27.650 Luke Scorziell: Whatever knowledge base we upload, so…
60 00:05:28.020 ⇒ 00:05:34.570 Luke Scorziell: So that’s probably something, I don’t know, that I’m thinking about in my mind. I’d be open to hearing your thoughts, too, but .
61 00:05:34.570 ⇒ 00:05:35.230 Robert Tseng: Yeah.
62 00:05:35.760 ⇒ 00:05:38.540 Luke Scorziell: Yeah, I think, like, as far as, like.
63 00:05:39.660 ⇒ 00:05:45.219 Luke Scorziell: If the AI content is only ever gonna… Like, talk about what we’ve…
64 00:05:45.520 ⇒ 00:05:51.500 Luke Scorziell: what it, like, it has versus any, like, new thinking that we’d want to do. So I guess, like, maybe my thought there would be that
65 00:05:51.710 ⇒ 00:05:55.419 Luke Scorziell: maybe the thought leadership content that you and Utam write.
66 00:05:55.810 ⇒ 00:06:02.980 Luke Scorziell: Could be that, like, more… Like, strategic, forward-thinking, content vertical, and we can…
67 00:06:03.530 ⇒ 00:06:06.819 Luke Scorziell: use the AI for, the other stuff, but…
68 00:06:07.810 ⇒ 00:06:13.449 Luke Scorziell: Yeah, I don’t know, so I just, maybe that’ll be, like, something I’m maybe experimenting with, with Ryan.
69 00:06:13.450 ⇒ 00:06:26.939 Robert Tseng: what I meant by hourglass earlier is, like, from the top, like, yeah, there’s ICP, vision, kind of those types of, like, categorical things that I need to define, which, I mean, I’m continuing to add stuff to the ICP page.
70 00:06:28.360 ⇒ 00:06:35.799 Robert Tseng: And then, the other side of the hourglass, every… every, like, Lane for content.
71 00:06:36.420 ⇒ 00:06:43.020 Robert Tseng: long-form inspiration, or, like, even within, LinkedIn posts, medium-form content, there’s…
72 00:06:43.250 ⇒ 00:06:50.159 Robert Tseng: Speaking to those 5 different, like, stages of, for, for a lead.
73 00:06:50.520 ⇒ 00:06:50.960 Luke Scorziell: Indeed.
74 00:06:50.960 ⇒ 00:06:55.599 Robert Tseng: What are the different formats of posts for each of those stages?
75 00:06:56.380 ⇒ 00:06:59.620 Robert Tseng: And, like, kind of putting… putting that structure together.
76 00:06:59.680 ⇒ 00:07:12.440 Robert Tseng: that’s what I meant, like, for… as you’re… like, yeah, you’re gonna learn more about the business, but I don’t expect you to zero-shot, like, create posts. Like, I think you just need to build the structure so that Ryan can… Ryan can produce it once you give him, like.
77 00:07:12.450 ⇒ 00:07:25.329 Robert Tseng: hey, if you want to go after Stage A, here is format 123 that you can use, like, iterate on those 3 things. Like, I… I think that’s… that’s what he needs. Like, he doesn’t know, like, what formats he should be testing.
78 00:07:25.330 ⇒ 00:07:28.740 Luke Scorziell: Oh, okay. So, like, literally just kind of giving him…
79 00:07:30.090 ⇒ 00:07:34.449 Robert Tseng: Okay, that makes sense. Otherwise, it’s just gonna be whatever his AI spits out. Yeah.
80 00:07:34.450 ⇒ 00:07:36.119 Luke Scorziell: Cause on some level, like.
81 00:07:36.950 ⇒ 00:07:43.920 Luke Scorziell: If at some point it makes sense, like, I just write a few posts, and then just send them to him and say, here are the kind of posts that we want to keep writing.
82 00:07:44.690 ⇒ 00:07:50.900 Robert Tseng: Yeah, I just outlined a few things, like, that’s why I sent you… I’m tagging you more examples of things that I see. So, like…
83 00:07:51.020 ⇒ 00:07:57.659 Robert Tseng: the post I tagged you in this morning, even though we don’t have the ICP ready, it will never… it’s always a moving target.
84 00:07:57.660 ⇒ 00:07:58.050 Luke Scorziell: reality.
85 00:07:58.050 ⇒ 00:08:05.170 Robert Tseng: There’s, like, a whole… yeah, I think, like, we don’t want to be, like, lose the forest and the trees, like, it’s like,
86 00:08:05.820 ⇒ 00:08:23.130 Robert Tseng: we can still talk about what Brainforge is and what we do not serve without talking about… specifically to the ICP. Like, ICP posts is just really just one… one part of the story, so, I just feel like… I feel like you’re not… you should be able to kind of build on… on things that are adjacent to this.
87 00:08:23.680 ⇒ 00:08:25.439 Luke Scorziell: Yeah, okay.
88 00:08:25.440 ⇒ 00:08:25.970 Robert Tseng: Yeah.
89 00:08:26.610 ⇒ 00:08:28.650 Luke Scorziell: That sounds good to me. So that’s…
90 00:08:30.770 ⇒ 00:08:35.839 Luke Scorziell: Yeah, I mean, those are the kind of two… I guess things that I’m…
91 00:08:36.890 ⇒ 00:08:45.910 Luke Scorziell: There’s a couple of things that I’ve been thinking about, and then… And let me…
92 00:08:52.190 ⇒ 00:08:53.300 Luke Scorziell: Hmm…
93 00:08:57.600 ⇒ 00:09:04.370 Luke Scorziell: And then, like, honestly, past that, I think, is more just, in my mind, have been thinking strategy, but I don’t know what you’ve been…
94 00:09:05.200 ⇒ 00:09:07.849 Luke Scorziell: if there are other areas that then I can just hop on.
95 00:09:08.260 ⇒ 00:09:12.999 Luke Scorziell: Or that feel most urgent to you, after we get the content pipeline kind of turned back on?
96 00:09:14.290 ⇒ 00:09:27.420 Robert Tseng: Yeah, well, I think, like, the circle back’s important, like, making sure that everybody gets the message that we want, so, like, kind of basic middle of funnel, just, like, lead nurturing stuff that needs to turn on, and then the top of funnel, like, those are…
97 00:09:27.420 ⇒ 00:09:35.130 Robert Tseng: the outbound. So, content, outbound, and nurturing, those are the three things that need to be on before we think about anything else in the future.
98 00:09:35.640 ⇒ 00:09:37.170 Luke Scorziell: Okay, wow.
99 00:09:39.410 ⇒ 00:09:40.330 Luke Scorziell: Oh.
100 00:09:47.290 ⇒ 00:09:55.349 Luke Scorziell: And then, is that kind of maybe then where we’re thinking? So, if we get content turned on with Ryan, and then outbound, just kind of building, maybe.
101 00:09:55.350 ⇒ 00:09:59.630 Robert Tseng: Yeah, I’m working on the nurturing stuff now, because as I’m gonna basically take over Jed’s stuff.
102 00:10:00.740 ⇒ 00:10:10.869 Robert Tseng: Or, like, yeah, I mean, that campaign needs to go out, like… Yeah, I’m not so worried about hitting up net new leads right now, I just want to make sure that the ones that we have, like, we have, like.
103 00:10:11.370 ⇒ 00:10:14.170 Robert Tseng: A clear sequence for how we’re actually retargeting them.
104 00:10:18.060 ⇒ 00:10:20.100 Luke Scorziell: With, and that’s with the nurturing.
105 00:10:20.760 ⇒ 00:10:33.460 Robert Tseng: Yeah, that’s for the circlebacks, the lost leads, the… anybody that we’ve talked to in this past 3 years, like, you know, we already have, like, you know, thousands of leads from… from just that. So.
106 00:10:34.140 ⇒ 00:10:34.780 Luke Scorziell: Hmm.
107 00:10:34.960 ⇒ 00:10:39.599 Robert Tseng: Obviously, I’m not expecting to send thousands of messages, but, like, I think those are some of the…
108 00:10:40.130 ⇒ 00:10:54.209 Robert Tseng: To me, these are just basic, routine things that we need to be doing. Every circle back lead needs to be getting a message from us at least once a quarter. Every lost lead, every time there’s a milestone about Brainforge, we need to be… we need to be telling them about it.
109 00:10:54.210 ⇒ 00:11:08.259 Robert Tseng: We need to be creating stuff that, like, okay, these are our top 5 performing posts, these are relevant to you, like, we wanted to share… reshare that with you. Like, I… just getting that level of engagement at the start of the new year is important.
110 00:11:08.660 ⇒ 00:11:18.449 Luke Scorziell: Yeah, and because this is some… so, in your mind, are those more personalized, approaches, or… because Ryan and I had also talked about doing a newsletter.
111 00:11:18.630 ⇒ 00:11:21.519 Luke Scorziell: I’m starting to get that back up and running again.
112 00:11:22.360 ⇒ 00:11:32.870 Robert Tseng: Yeah, I mean, newsletter’s fine, it’s just… it’s just, like, you still have to get the sign-up, which is kind of difficult, but we have everyone’s emails within our leads list, we should just be sending them emails.
113 00:11:33.200 ⇒ 00:11:33.890 Luke Scorziell: Yeah.
114 00:11:33.890 ⇒ 00:11:39.709 Robert Tseng: Yeah, and then inviting them to subscribe to the newsletter, say, like, kind of stays tuned for more updates, like, that’s a way to…
115 00:11:40.020 ⇒ 00:11:41.970 Robert Tseng: Get people signed up on your newsletter.
116 00:11:50.900 ⇒ 00:11:52.580 Luke Scorziell: Sweet.
117 00:11:56.000 ⇒ 00:11:59.940 Robert Tseng: Yeah, so I expect, kind of, this week, this week, next week.
118 00:12:00.410 ⇒ 00:12:06.280 Robert Tseng: We’re kind of just, like, hitting the ground running, trying to get the basic things up again.
119 00:12:06.500 ⇒ 00:12:07.000 Luke Scorziell: Yeah.
120 00:12:07.000 ⇒ 00:12:16.139 Robert Tseng: Once they’re running, then we can kind of… we can go back to doing more of a balance of strategy and execution. But, like, we just… we have to turn everything on.
121 00:12:16.650 ⇒ 00:12:17.340 Luke Scorziell: Yeah.
122 00:12:17.340 ⇒ 00:12:18.120 Robert Tseng: Yeah, sure.
123 00:12:18.120 ⇒ 00:12:19.040 Luke Scorziell: Yeah.
124 00:12:21.230 ⇒ 00:12:28.059 Luke Scorziell: And… Yeah, okay, so I can… and then with the outbound…
125 00:12:28.890 ⇒ 00:12:37.359 Luke Scorziell: would you want me to kind of help on building some, like, leads lists, or starting to get some stuff together of who we can start reaching out to, who’s within, like, you and you, Tom’s network?
126 00:12:44.150 ⇒ 00:12:51.819 Robert Tseng: I mean, my preference is for you to kind of manage the… I mean, I know I… it may sound, like, kind of, overlapping, but…
127 00:12:52.670 ⇒ 00:13:00.440 Robert Tseng: the… the nurturing piece, like, because that’s tied to the newsletter and, like, content, like, I prefer you to kind of get those up.
128 00:13:00.930 ⇒ 00:13:07.860 Robert Tseng: the ICP stuff that I’m doing is going to inform… like, I’m basically building three things. One is, like, kind of…
129 00:13:08.330 ⇒ 00:13:20.299 Robert Tseng: a template for, like, an ICP, like, profiles database. So, like, all the different ones that we’ve talked about, they’re all gonna go into this database, and then each one of them has a template describing, like, what these ICPs are.
130 00:13:20.750 ⇒ 00:13:32.360 Robert Tseng: And there’s going to be a scorecard, so every lead moving forward is going to have to be scored to see if they’re an ICP fit or not. Well, those are the three things I’m putting together on the ICP side. That’s going to make
131 00:13:32.490 ⇒ 00:13:39.690 Robert Tseng: I think that’s kind of a… we need to do that before we… we do the net new leads, so I’d rather you kind of just focus on
132 00:13:39.800 ⇒ 00:13:47.010 Robert Tseng: Well, obviously, getting content turned on is your top priority, but, you know, obviously, if things are parallel, happening in parallel, then…
133 00:13:47.850 ⇒ 00:13:49.760 Robert Tseng: Yeah, making sure the circle back…
134 00:13:50.110 ⇒ 00:13:53.580 Robert Tseng: Just, like, anything middle of funnel is kind of accounted for.
135 00:13:53.990 ⇒ 00:13:55.490 Luke Scorziell: Yeah, okay. Yeah.
136 00:13:56.250 ⇒ 00:14:02.149 Luke Scorziell: So it’s a circle back, lost leads… and then are there stuff that, like, you would want to communicate, too?
137 00:14:02.500 ⇒ 00:14:08.199 Luke Scorziell: I mean, obviously I can look through, but, like, victories and messaging and stuff that we can be sending about
138 00:14:09.190 ⇒ 00:14:12.419 Luke Scorziell: you know, I don’t know, I guess message mining for…
139 00:14:13.040 ⇒ 00:14:15.210 Luke Scorziell: What would be relevant to those people?
140 00:14:16.050 ⇒ 00:14:30.479 Robert Tseng: I think that’s where… I don’t know if you’ve looked through our design marketing assets. I keep asking Hannah to give you a walkthrough. I don’t know if she’s going to be able to. I feel like you should just look through it and ask each of my questions. You should… that’s how we’ve been talking about our wins, so…
141 00:14:32.220 ⇒ 00:14:35.949 Luke Scorziell: Which is where I got all the stuff that I had written in that email, I think.
142 00:14:36.690 ⇒ 00:14:38.980 Robert Tseng: Yeah, I saw it. Like, there’s some…
143 00:14:40.450 ⇒ 00:14:48.149 Robert Tseng: I mean, small things like, you know, if we’re circling back with, like, a SaaS company, we’d give them when they’re relevant to SaaS.
144 00:14:48.810 ⇒ 00:14:57.469 Robert Tseng: But if it’s a brand, like a CPG brand, then it’s more stuff that’s not… like, I wouldn’t talk about StackBlitz with, like, a CPG brand.
145 00:14:57.860 ⇒ 00:14:58.750 Robert Tseng: Wow.
146 00:15:00.020 ⇒ 00:15:03.689 Robert Tseng: So, there are some, like, judgment calls that I make there on, like.
147 00:15:03.820 ⇒ 00:15:10.250 Robert Tseng: what’s relevant to share with who. It’s really just based on industry, usually size of organization, Wow.
148 00:15:10.780 ⇒ 00:15:11.640 Robert Tseng: Yeah.
149 00:15:11.930 ⇒ 00:15:16.700 Robert Tseng: So, I mean, it doesn’t have to be that much more personalized than that, but,
150 00:15:17.620 ⇒ 00:15:20.430 Robert Tseng: Ideally, if there’s context on that lead.
151 00:15:20.730 ⇒ 00:15:24.069 Robert Tseng: where they left off on, and you can find that. It’s like…
152 00:15:24.410 ⇒ 00:15:29.290 Robert Tseng: oh, iCustomer… I mean, iCustomer’s not a good one, I don’t want to work with them, but if…
153 00:15:29.710 ⇒ 00:15:34.529 Robert Tseng: Customer A did not work with us because of price, then…
154 00:15:35.120 ⇒ 00:15:38.799 Robert Tseng: You know, maybe there’s, like, some thought that goes into
155 00:15:41.310 ⇒ 00:15:52.530 Robert Tseng: maybe price wasn’t the best one. Maybe it’s, like, they went with another one due to fit. Like, I think about this telehealth company that we were supposed to work with in Brooklyn. I lost that deal.
156 00:15:54.500 ⇒ 00:16:02.369 Robert Tseng: we’ve worked with, like, 2 or 3 more health companies since then, so, like, I would… that would be a relevant one to go back to them with.
157 00:16:05.140 ⇒ 00:16:11.389 Robert Tseng: Yeah, I don’t know how quickly you’ll be able to pick up those things, but to me, the inputs are pretty simple, it’s just…
158 00:16:11.500 ⇒ 00:16:13.580 Robert Tseng: Lead, loss, reason.
159 00:16:13.980 ⇒ 00:16:21.650 Robert Tseng: And, like, time, like, time-wise, like, you… that’s enough context to figure out why we lost the deal for the circlebacks, and then…
160 00:16:21.860 ⇒ 00:16:29.119 Robert Tseng: You’re, like, trying to map that to, like, relevant things that we have done that are based off of industry,
161 00:16:29.710 ⇒ 00:16:38.840 Robert Tseng: Or, if you don’t know, then just, like, ask in the channel. Maybe we could just slap you some things. Like, I’m sure Utomo and I probably know all of this stuff off the top of our heads.
162 00:16:40.440 ⇒ 00:16:42.060 Luke Scorziell: Yum, and with,
163 00:16:42.490 ⇒ 00:16:46.340 Luke Scorziell: like, the best place to find all this stuff is gonna be on HubSpot, under the…
164 00:16:47.470 ⇒ 00:16:49.050 Luke Scorziell: Pipeline of… let me see…
165 00:16:49.050 ⇒ 00:16:54.850 Robert Tseng: Theoretically, I mean, I don’t… I don’t know, like, I’m not in HubSpot, so… Yeah.
166 00:16:57.000 ⇒ 00:17:02.600 Robert Tseng: Notion, HubSpot. I mean, HubSpot should be the source of truth. I don’t feel like anybody has really been
167 00:17:03.440 ⇒ 00:17:09.340 Robert Tseng: like, yeah, once again, like, I mean, this is supposed to be Jed’s world, and I don’t really think he’s made it any cleaner.
168 00:17:10.180 ⇒ 00:17:19.670 Robert Tseng: Yeah, so it’s a mix of HubSpot, Notion, Slack, like, I think you check those 3 things, you just plug the client name into those 3 places, and maybe you’ll find… find something there.
169 00:17:20.430 ⇒ 00:17:22.349 Luke Scorziell: Yeah, okay. Yeah.
170 00:17:23.440 ⇒ 00:17:28.690 Robert Tseng: And ideally, once you find it, then you would actually just update HubSpot, so you don’t have to go through that process again.
171 00:17:30.910 ⇒ 00:17:32.680 Luke Scorziell: Yeah, to then update…
172 00:17:33.340 ⇒ 00:17:38.050 Luke Scorziell: Oh, like, if they’re not in HubSpot, putting them in a HubSpot, and then if I move them from one stage to another.
173 00:17:38.400 ⇒ 00:17:45.889 Robert Tseng: Or if the context isn’t in there, like, the lost reason is not in there, because it’s actually locked up in emails and Slack or whatever.
174 00:17:46.210 ⇒ 00:17:47.449 Luke Scorziell: Okay.
175 00:18:00.750 ⇒ 00:18:10.579 Robert Tseng: Yeah, I wouldn’t spend too much time, like, noodling around on a lead. If you can’t find it quickly, and you’re just like, hey, this lead, two quarter, like, Q3 2025,
176 00:18:10.950 ⇒ 00:18:17.019 Robert Tseng: Says it’s lost, don’t know why, like, just slack us, and we’ll probably be able to tell you.
177 00:18:17.650 ⇒ 00:18:18.320 Luke Scorziell: Yeah.
178 00:18:18.420 ⇒ 00:18:24.120 Luke Scorziell: So maybe then, like, creating a list of… or I don’t know, I could make, like, a Google Doc or something, or a Notion page.
179 00:18:24.120 ⇒ 00:18:32.939 Robert Tseng: I think you should just Slack them one by one, like, I don’t really… I don’t really care. Like, Slack to me is, like, the quick response, like, if I see something, I’ll always respond.
180 00:18:34.190 ⇒ 00:18:43.679 Robert Tseng: But, like, as far as approving work and, like, kind of aggregating work, like, I’m not gonna do that in Slack. I’m just, like, I’m just… I’m just answering questions on Slack.
181 00:18:46.020 ⇒ 00:18:50.120 Luke Scorziell: But then, with each of these, is it, like, creating a custom email that we can then…
182 00:18:50.480 ⇒ 00:18:52.519 Luke Scorziell: Just quickly send out, or…
183 00:18:52.760 ⇒ 00:18:55.340 Luke Scorziell: Was that kind of the… Hope that you’re…
184 00:18:55.340 ⇒ 00:19:04.670 Robert Tseng: Yeah, I mean, I think the template that you have, or that you’re working through, I mean, maybe it’s more than one version, maybe it’s just a couple. I wouldn’t do a… necessarily a custom one for every single person, but…
185 00:19:05.460 ⇒ 00:19:16.799 Robert Tseng: I mean, maybe that’s just… yeah, I don’t really think there’s that many. There’s probably less than 50 that you would hit from the past quarter to two quarters, so maybe that is kind of something that we should just manually schedule out.
186 00:19:17.350 ⇒ 00:19:18.140 Luke Scorziell: Okay.
187 00:19:21.870 ⇒ 00:19:35.159 Luke Scorziell: Cool. And then what about the kind of shifting to the… that meeting that you, Tom, mentioned? Did you have any more context on… on what that would look like, and is it… that’s just kind of collecting the internal stats on how we’re doing with getting new deals from…
188 00:19:35.900 ⇒ 00:19:42.300 Robert Tseng: I don’t honestly know why he wants to implement that right away, but, so I wouldn’t schedule it this week. I’d do it next week.
189 00:19:43.270 ⇒ 00:19:43.670 Luke Scorziell: Okay.
190 00:19:43.670 ⇒ 00:19:49.429 Robert Tseng: And I think it’s on a bi-weekly cadence, right, or something? I used to have…
191 00:19:49.740 ⇒ 00:19:55.450 Robert Tseng: I think I told you… I tried to get… Delivery to be involved.
192 00:19:55.680 ⇒ 00:19:56.550 Robert Tseng: with…
193 00:19:58.000 ⇒ 00:20:05.439 Robert Tseng: sales and ICP definitions, or whatever. We have that Figma, I kinda… I flashed it on the screen before, shared the link with you.
194 00:20:05.540 ⇒ 00:20:20.029 Robert Tseng: So we just went through, did these workshops on, like, oh, problem, problem-solution matching. I mean, that’s… that was the… that’s… that was the version that I ran. I think what he’s envisioning is a little bit more…
195 00:20:20.680 ⇒ 00:20:31.589 Robert Tseng: well, yeah, it’s more exclusive, only the CSOs, or, like, whoever, I think the service leaders as well, and he’s just hoping to have, like, more of a direct line of
196 00:20:31.770 ⇒ 00:20:36.580 Robert Tseng: Communication between the sales and delivery leaders, and so you can…
197 00:20:37.300 ⇒ 00:20:57.240 Robert Tseng: Well, yeah, it’s kind of up to you, like, you know, these are all the people who are running the projects, like, what would you want to learn from them on those calls? Like, I can… we can plan what the agenda is, like, I don’t think it’s that urgent to do this week, so I think it’s just putting a placeholder on the calendar next week, and we can figure out what… if we want to make any adjustments to that call.
198 00:20:57.630 ⇒ 00:20:58.359 Luke Scorziell: I don’t.
199 00:20:58.550 ⇒ 00:21:06.019 Luke Scorziell: Okay. I mean, I think, like, the… because one thing I noticed is that we have the key, like, highlights in Notion,
200 00:21:06.120 ⇒ 00:21:24.240 Luke Scorziell: That, like, we could be putting under each client, and that’s, like, the easiest way, I think, for us to, like, have continual content that’s up-to-date, continual, like, if we do start a newsletter, like, stuff that we can talk about in the newsletter is just to see, like, what are the wins that we’re getting with clients, and having them feel a little more focused on, like, the…
201 00:21:24.600 ⇒ 00:21:34.180 Luke Scorziell: Revenue outcomes, or just the, like… because, like, key quotes from clients will be pretty invaluable, for us to start using on content as well.
202 00:21:34.730 ⇒ 00:21:52.790 Robert Tseng: Yeah. I think Utam and I always send, like, inspo posts, like, we’re on LinkedIn all the time, so, like, I don’t know if it’s helpful for you to aggregate, like, what we’re sharing, like, hey, for newsletter, here are some examples of newsletters, what we like and don’t like about them, like, because, I don’t know, it’s more like a vision board or, like, a Pinterest for content, like…
203 00:21:53.390 ⇒ 00:22:05.750 Robert Tseng: I don’t know if you work that way, but, I think if you’re starting something from scratch, and we don’t really know, like, what you’re… like, I think it’s kind of hard to, like, visualize, like, what you’re aiming at, so…
204 00:22:06.110 ⇒ 00:22:23.259 Robert Tseng: I don’t know, I find it to be helpful, like, I have my own curated list of people that I follow, and, like, I just keep going through their content, and, like, that’s where I get a lot of my inspiration from. We talk about how’s the same on Twitter, like, I’m more on LinkedIn than he is, but, yeah, I think, like, those are…
205 00:22:23.380 ⇒ 00:22:30.309 Robert Tseng: And we’re obviously subscribed to a bunch of newsletters as well, so, like, I feel like we consume a lot of the content that we’re trying to produce.
206 00:22:30.940 ⇒ 00:22:36.429 Luke Scorziell: Yeah, I mean, I think the Slack stuff is helpful just to see. I think it…
207 00:22:37.050 ⇒ 00:22:41.979 Luke Scorziell: just in the, like, rank of… throughout the day with priorities that I’m working on, like.
208 00:22:42.230 ⇒ 00:22:50.479 Luke Scorziell: it’ll be something that I’m like, oh, I could get back to that, and then it… if it gets lost in the Slack messages, it’s a little hard to find. So I don’t know if it’d be helpful, maybe, to have, like, a…
209 00:22:52.040 ⇒ 00:22:56.520 Luke Scorziell: Either, like, a dedicated channel, maybe, that we send stuff to, or…
210 00:22:56.920 ⇒ 00:22:59.390 Luke Scorziell: Like, a dock or something that we could just pick.
211 00:22:59.390 ⇒ 00:23:11.510 Robert Tseng: I think the Social Content Ideas channel is really where we send inspo, but we kind of send inspo everywhere. I used to use what’s called a flash tag, which is just a hashtag on a message that would kind of label, like.
212 00:23:11.970 ⇒ 00:23:16.690 Robert Tseng: recommendation, idea, whatever, like, there’s a whole sequence of things that I had.
213 00:23:16.690 ⇒ 00:23:35.039 Robert Tseng: But only two people in the company had adopted it, so I stopped using it. Like, for me, it’s helpful, because if I ever want to go back to, okay, what are, like, all the most important recommendations that were shared, I just type in the flash tag into the search bar, and then everything kind of shows up in one, like, shorter list, rather than having to sift through all the noise.
214 00:23:35.040 ⇒ 00:23:42.460 Robert Tseng: So, we can think about if that’s a good way for you to label, like, messages in Slack, like, I’m happy to bring that back up, like, that’s…
215 00:23:42.460 ⇒ 00:23:56.649 Robert Tseng: kind of how… that’s how Wikipedia works, so, like, I don’t… I think that makes sense to me. But, I don’t… I guess it’s kind of up to you, like, how you… it’s ultimately about how it’s helpful for you to go back and reference, right? So…
216 00:23:57.000 ⇒ 00:24:05.770 Luke Scorziell: Yeah, I think that’s fine. I mean, if there’s, like, a hash, like, if we just tag it, like, recommendation or something, and then I can just look back, and, like, have a dedicated time each week to read through them.
217 00:24:06.240 ⇒ 00:24:06.960 Luke Scorziell: Okay.
218 00:24:06.960 ⇒ 00:24:13.269 Robert Tseng: Yeah, then I’ll probably, like, bump the flash tag system again and see if that’s something we can push for.
219 00:24:14.160 ⇒ 00:24:15.960 Luke Scorziell: Right.
220 00:24:17.630 ⇒ 00:24:18.980 Luke Scorziell: And…
221 00:24:24.650 ⇒ 00:24:33.960 Luke Scorziell: Yeah, I think that’s… on my head… my end, I’m sure that other stuff will come up as I’m…
222 00:24:39.540 ⇒ 00:24:42.310 Luke Scorziell: As we get off the call and stuff,
223 00:24:46.260 ⇒ 00:24:56.940 Luke Scorziell: But yeah, I think top priority for me today is just to get the content with Ryan going, and then I can start on the lead nurturing and get a list going of the different people that we need to reach out to.
224 00:24:57.470 ⇒ 00:25:01.049 Luke Scorziell: But I guess we have that also in HubSpot.
225 00:25:03.000 ⇒ 00:25:03.700 Luke Scorziell: So…
226 00:25:08.470 ⇒ 00:25:09.090 Robert Tseng: Okay.
227 00:25:10.640 ⇒ 00:25:13.579 Luke Scorziell: And then, yeah, I guess on that meeting, too, at the,
228 00:25:14.800 ⇒ 00:25:20.080 Luke Scorziell: Alright, yeah, I kind of talked about that, so… Okay,
229 00:25:20.870 ⇒ 00:25:25.670 Luke Scorziell: Yeah, that sounds good to me. And then, I don’t know, do you have anything else on your head… on your mind?
230 00:25:26.990 ⇒ 00:25:28.639 Robert Tseng: Nope, that’s all, that’s all I got.
231 00:25:29.270 ⇒ 00:25:31.600 Luke Scorziell: Cool. Okay,
232 00:25:32.410 ⇒ 00:25:37.829 Luke Scorziell: Well, yeah, I’ll let you know, just as I’m looking through the lost leads and circle backs, what comes up.
233 00:25:38.730 ⇒ 00:25:39.480 Luke Scorziell: So…
234 00:25:43.270 ⇒ 00:25:44.959 Robert Tseng: Alright, sounds good. Talk to you later.
235 00:25:44.960 ⇒ 00:25:46.510 Luke Scorziell: Alright, let’s see, Robert.