Meeting Title: Brainforge Sales Strategy and Content Planning Date: 2026-01-07 Meeting participants: Robert Tseng, Luke’s Notetaker, Luke Scorziell
WEBVTT
1 00:01:16.330 ⇒ 00:01:17.570 Robert Tseng: Okay, thanks.
2 00:01:36.280 ⇒ 00:01:37.150 Luke Scorziell: 8.
3 00:01:38.440 ⇒ 00:01:39.320 Robert Tseng: Hey, Luke!
4 00:01:40.180 ⇒ 00:01:40.840 Luke Scorziell: John.
5 00:01:41.870 ⇒ 00:01:43.029 Robert Tseng: Good, how are you?
6 00:01:44.480 ⇒ 00:01:44.830 Luke Scorziell: Good.
7 00:01:44.830 ⇒ 00:01:46.890 Robert Tseng: I’m gonna grab my food, but I’ll be right back.
8 00:01:47.120 ⇒ 00:01:47.840 Luke Scorziell: Okay.
9 00:01:54.900 ⇒ 00:02:03.300 Robert Tseng: It’s, rachel’s working from home today, so she has time to fix me a bowl, which is great.
10 00:02:03.960 ⇒ 00:02:09.640 Luke Scorziell: Nice. That was, somewhat relieved yesterday when you told me that I didn’t have to work so early.
11 00:02:09.970 ⇒ 00:02:10.870 Robert Tseng: Oh, man.
12 00:02:11.470 ⇒ 00:02:15.189 Robert Tseng: Yeah, no, I mean… I knew… yeah.
13 00:02:15.550 ⇒ 00:02:19.129 Luke Scorziell: I like getting up early and whatnot, but yeah, I was like…
14 00:02:19.620 ⇒ 00:02:24.839 Luke Scorziell: I, like, showered this morning, ate breakfast, it’s like, wow, I feel great.
15 00:02:24.940 ⇒ 00:02:28.870 Robert Tseng: So, you gotta… Do what’s sustainable.
16 00:02:29.340 ⇒ 00:02:29.690 Luke Scorziell: Yeah.
17 00:02:29.690 ⇒ 00:02:32.360 Robert Tseng: Staying in the game is the hardest thing. Yeah.
18 00:02:32.360 ⇒ 00:02:36.219 Luke Scorziell: Yeah, I think I was just excited to get… get… hit the ground running, so…
19 00:02:36.460 ⇒ 00:02:37.180 Robert Tseng: Yeah.
20 00:02:37.180 ⇒ 00:02:40.739 Luke Scorziell: But yeah, well, I’m sure I’ll adjust, and…
21 00:02:41.260 ⇒ 00:02:46.160 Luke Scorziell: Just starting a new job and everything is, you know.
22 00:02:46.880 ⇒ 00:02:52.169 Robert Tseng: Yeah, I mean, after it went from 0 to 100 real fast here, so, yeah.
23 00:02:52.290 ⇒ 00:02:53.150 Luke Scorziell: That’s that?
24 00:02:53.630 ⇒ 00:02:56.369 Luke Scorziell: I was telling, one of my roommates, I was like, yeah.
25 00:02:56.660 ⇒ 00:02:59.240 Luke Scorziell: Not too much onboarding, mainly just,
26 00:02:59.420 ⇒ 00:03:04.280 Luke Scorziell: Jumping straight into that. Which is probably the best way to learn, honestly.
27 00:03:05.000 ⇒ 00:03:05.600 Robert Tseng: Yeah.
28 00:03:05.850 ⇒ 00:03:07.630 Luke Scorziell: At least in this kind of environment.
29 00:03:11.020 ⇒ 00:03:12.810 Luke Scorziell: How’s everything going on your end?
30 00:03:13.940 ⇒ 00:03:15.099 Robert Tseng: Good.
31 00:03:15.600 ⇒ 00:03:17.229 Robert Tseng: I think,
32 00:03:20.670 ⇒ 00:03:27.159 Robert Tseng: I mean, now that you’re here, and there’s more momentum on the sales side, I think that’s given me more motivation to come back in and do
33 00:03:27.500 ⇒ 00:03:31.650 Robert Tseng: do stuff on the sales side that I’m not… Done.
34 00:03:32.110 ⇒ 00:03:34.909 Robert Tseng: I mean, Utam and my positions have basically flipped.
35 00:03:35.480 ⇒ 00:03:37.430 Luke Scorziell: 2-4 of last year, like…
36 00:03:37.770 ⇒ 00:03:43.350 Robert Tseng: I was swamped with clients, and I basically stopped selling, and then he was able to do some selling.
37 00:03:43.670 ⇒ 00:03:48.970 Robert Tseng: And then things kind of, like, flip at this point. And it’s… it’s not great, because that means, like.
38 00:03:49.520 ⇒ 00:04:00.019 Robert Tseng: he’s not doing any selling right now, and, you know, maybe his pipeline will dry up eventually. I mean, we overlap on some stuff, but it’s just… we need to, like, have a way where it’s just continuously coming in.
39 00:04:00.220 ⇒ 00:04:05.139 Robert Tseng: Without us having to, like, just, like, swing so much in one direction or the other.
40 00:04:06.770 ⇒ 00:04:09.420 Luke Scorziell: Are you each selling, like, Services, usually, too.
41 00:04:10.320 ⇒ 00:04:17.110 Robert Tseng: Yeah, I mean, the way… the business he brings in, what I bring in, they’re just… they’re slightly different. Sometimes there’s overlap, but…
42 00:04:17.589 ⇒ 00:04:19.930 Robert Tseng: Like he mentioned yesterday.
43 00:04:20.050 ⇒ 00:04:27.080 Robert Tseng: like, the way that our… and this is part of, like, why the ICP doc, which I feel like I want to go through a little bit with you as well, because.
44 00:04:27.080 ⇒ 00:04:27.420 Luke Scorziell: Yeah.
45 00:04:27.420 ⇒ 00:04:32.170 Robert Tseng: I think the first time to… it’s always helpful to kind of share more, like, how I think about it.
46 00:04:34.140 ⇒ 00:04:39.920 Robert Tseng: Yeah, people are always like, oh, why don’t you just, like, do one specialized thing in, like, one service area or whatever, but, like.
47 00:04:40.110 ⇒ 00:04:56.349 Robert Tseng: I think what we’ve… our whole thesis for coming together was, like, we’re able to serve clients at every stage in their, like, kind of cycle. I kind of just found this image here that I thought was helpful. This is, like, you know, classic business cycle, and so…
48 00:04:57.260 ⇒ 00:05:01.480 Robert Tseng: The data needs for, like, an early-stage company,
49 00:05:01.550 ⇒ 00:05:19.860 Robert Tseng: I am actually probably better suited to do that, because you don’t need all the bells and whistles, no data warehousing, you don’t need to invest in all these expensive engineers, like, you’re really just looking for, like, some directionality and, like, where the business should be going, what features to launch, like, initial trends on users, so…
50 00:05:19.950 ⇒ 00:05:36.249 Robert Tseng: Yeah, that’s kind of where I was, like, playing more when I met him, which is why I had way more clients than he did, but, like, there were also just smaller clients, and they would cycle through a lot faster. His work is… his body of work is more suited for, like, like, kind of…
51 00:05:36.440 ⇒ 00:05:43.970 Robert Tseng: They’ve got some product fit, and you’re just, like, pouring on the resources, wanting to build a scalable foundation as, like, the company, like, really picks up.
52 00:05:44.310 ⇒ 00:05:48.489 Robert Tseng: So, yeah, you don’t really need to invest…
53 00:05:48.920 ⇒ 00:05:54.040 Robert Tseng: Because, yeah, I mean, if you’re investing in a data engineering team as an organization.
54 00:05:54.200 ⇒ 00:06:11.459 Robert Tseng: you know, you’re hiring 3 people, paying probably, like, 500 grand a year, at least, just to, like, get that started. We are able to kind of size it down, do it much faster, and at a lower price point, because, you know, hiring 3 engineers full-time is, like, a lot of money.
55 00:06:11.460 ⇒ 00:06:11.860 Luke Scorziell: So…
56 00:06:11.860 ⇒ 00:06:25.490 Robert Tseng: And so that’s kind of, like, where we’ve been able to catch some organizations that haven’t actually gone all in and hired the big data team and, like, have decided to just work with us to help them kind of through this next stage.
57 00:06:25.490 ⇒ 00:06:32.940 Robert Tseng: And I’d like us to be able to kind of keep stacking on things, like, as we grow with organizations.
58 00:06:34.220 ⇒ 00:06:47.170 Robert Tseng: But then, obviously, enterprises, like, they’re already quite mature, like, they already have a lot of the foundations, but really, like, maybe things were kind of set up on a shaky foundation, and they need to drastically change the tooling.
59 00:06:47.170 ⇒ 00:07:01.889 Robert Tseng: they maybe lost, like, a core team member, or multiple team members, and they just need, like, bodies to go and, like, clean some stuff up. So, I mean, there’s all this other, like, bigger budget stuff that happens with more mature companies that
60 00:07:02.140 ⇒ 00:07:06.129 Robert Tseng: It’s less interesting work, but, like, it’s easy for us to take on.
61 00:07:06.230 ⇒ 00:07:12.850 Robert Tseng: And that’s kind of what I was talking about with, like, with ABC, with Insomnia cookies, or whatever, where
62 00:07:12.870 ⇒ 00:07:29.140 Robert Tseng: these companies are not looking for us on LinkedIn. They’re not going to be the recipients of our outbound marketing, at least not right now. We show up to them through referrals, through conferences, like, and, like, somehow getting lucky with the timing there. So,
63 00:07:29.970 ⇒ 00:07:32.920 Robert Tseng: Anyway, like, Yeah, so…
64 00:07:33.030 ⇒ 00:07:51.359 Robert Tseng: I think this is, like, the universal summary for, like, what it means to be a partner for a data-driven organization as they scale. We’ve seen all these situations. Like, we know what a data… what data needs are for every one of these, and so I think that’s the type of content that I would like to be pushing out on, like.
65 00:07:51.840 ⇒ 00:08:07.400 Robert Tseng: what’s the difference between, like, an early-stage company versus a mature company? And, like, you know, kind of to demystify, like, the fact that, like, oh, if you’re a small guy, you don’t get to have the same, like, chops that, like, a big guy has, which is not true. Like, I think…
66 00:08:07.430 ⇒ 00:08:09.590 Robert Tseng: The needs are just different, you just…
67 00:08:09.600 ⇒ 00:08:26.400 Robert Tseng: You know, the oracles and the Sales Forces of the world will always just sell you, we’re the one… we’re the one platform that does everything. Look at us, like, Uber runs on us, and you as a small business should run on us as well. Like, that’s how the products pitch, like, they’re…
68 00:08:26.400 ⇒ 00:08:39.979 Robert Tseng: themselves, but, like, that doesn’t make any sense, because you’re gonna sign up for Salesforce if you’re a small business, and you’re gonna use, like, one feature while paying, like, ridiculous prices, and that’s kind of where they get the margin from you. So…
69 00:08:39.990 ⇒ 00:08:45.020 Robert Tseng: yeah, I think, like, service organizations like ours, like, serve to, like.
70 00:08:45.170 ⇒ 00:09:04.699 Robert Tseng: basically call out, like, the BS of the products that people are buying, and being like, you’re locked into all these, like, ridiculous contracts on the promise that they’re gonna do all these things for you, but they’re not a services company. You have to go and, like, actually figure out how to use them, and that requires, like, some, like, bridging of, like.
71 00:09:04.990 ⇒ 00:09:16.040 Robert Tseng: understanding your needs and figuring out, like, what features or, like, capabilities you should actually be using for your current stage. And that’s kind of, like, where, like, where we sit.
72 00:09:17.520 ⇒ 00:09:17.910 Robert Tseng: Yeah.
73 00:09:17.910 ⇒ 00:09:19.730 Luke Scorziell: That’s interesting, yeah.
74 00:09:21.290 ⇒ 00:09:24.650 Luke Scorziell: I mean, that would be an interesting post, too, of, like, what is the difference between a
75 00:09:25.330 ⇒ 00:09:32.029 Luke Scorziell: like, ERP product versus a… like, the Brainforge service.
76 00:09:32.440 ⇒ 00:09:36.690 Robert Tseng: Yeah, yeah, yeah. But yeah, it is kind of…
77 00:09:37.710 ⇒ 00:09:43.080 Robert Tseng: Yeah, like, we’re not gonna be so much teaching, like, we’re not teaching new things.
78 00:09:43.490 ⇒ 00:09:54.750 Robert Tseng: I think there’s a lot of product companies that already do that. I think, yeah, we’re just in the business of, like, in the content that we put out, we’re, like, just clarifying or demystifying things.
79 00:09:55.010 ⇒ 00:09:55.630 Luke Scorziell: Yeah.
80 00:09:56.910 ⇒ 00:09:57.740 Robert Tseng: Yeah, so…
81 00:09:57.740 ⇒ 00:10:00.360 Luke Scorziell: Well, it’s interesting, because probably companies that…
82 00:10:01.280 ⇒ 00:10:03.619 Luke Scorziell: Like, more on the enterprise side.
83 00:10:04.390 ⇒ 00:10:06.230 Luke Scorziell: Would think to work with.
84 00:10:06.470 ⇒ 00:10:13.040 Luke Scorziell: like a Oracle, SAP or Sage, I guess, is the other one.
85 00:10:13.040 ⇒ 00:10:13.610 Robert Tseng: Yeah.
86 00:10:13.830 ⇒ 00:10:17.369 Robert Tseng: Versus… We want to be a partner for those big guys as well, because…
87 00:10:17.560 ⇒ 00:10:21.950 Robert Tseng: clients are going to come to them, be like, hey, we don’t actually know how to use Oracle, like, what do we do?
88 00:10:24.710 ⇒ 00:10:32.180 Robert Tseng: So, they either reached out to Oracle, or they put out, like, a big RP. Like, we’re bidding on an Oracle thing right now.
89 00:10:33.800 ⇒ 00:10:34.470 Luke Scorziell: Huh.
90 00:10:35.390 ⇒ 00:10:39.829 Robert Tseng: And it’s like, that’s not a deal that we would have gotten directly from, like, the client.
91 00:10:40.100 ⇒ 00:10:43.110 Robert Tseng: It’s because they’re part of some…
92 00:10:44.230 ⇒ 00:10:50.810 Robert Tseng: Big alliance or whatever, like, some networking thing that, like, Has, like, a…
93 00:10:51.000 ⇒ 00:10:55.310 Robert Tseng: we’re part of a group called the BDO Alliance. It’s, like, a big…
94 00:10:56.880 ⇒ 00:11:08.439 Robert Tseng: it’s primarily accounting to start, but, I don’t know, there’s a lot of Fortune 500 companies that, whenever they need, like, a big digital transformation project.
95 00:11:08.440 ⇒ 00:11:18.599 Robert Tseng: they’ll go and they’ll just, like, flash the Bat signal on that alliance, and then people bid on… on projects. So, we’re kind of in the process of bidding on a couple things there.
96 00:11:20.820 ⇒ 00:11:36.319 Robert Tseng: But… but yeah, otherwise, like, people… if you need Oracle help, you’re not gonna be posting about it on LinkedIn, you’re not looking on LinkedIn, you’re not even going to job platforms and hiring individuals, like, it just takes too long. You’re gonna go to, like, something exclusive.
97 00:11:36.390 ⇒ 00:11:46.999 Robert Tseng: that’s accredited because there are other organizations of your size that have used it, and, like, yeah, just a backdoor way of, like, trying to find people, so…
98 00:11:47.130 ⇒ 00:11:51.980 Robert Tseng: Yeah, like, I… that’s… I think, like, the whole…
99 00:11:52.100 ⇒ 00:12:08.179 Robert Tseng: like, how we reach those people is just gonna… it’s just very different. Like, anything that we do on the content side with your LinkedIn, newsletter, it’s probably mostly gonna be people in this… in this stage of growth. And maybe you’ll get a few, like, really
100 00:12:08.450 ⇒ 00:12:14.009 Robert Tseng: You know, like, operators that want to be in the know from bigger organizations that, like.
101 00:12:14.480 ⇒ 00:12:34.410 Robert Tseng: they’re not necessarily buyers, they just want to know, like, what’s the latest, and they’re trying to keep up with Twitter and LinkedIn news. They may, like, sign up for our content, and could be, like, an internal champion, but I’m sure none of our buyers are, like, on… on LinkedIn at that size, which is… which is fine. Like, that’s… that’s not how I would expect us to acquire them anyway.
102 00:12:36.520 ⇒ 00:12:39.600 Luke Scorziell: Okay, that’s interesting. Yeah. Good to know.
103 00:12:44.770 ⇒ 00:12:48.620 Luke Scorziell: So we’re still doing… focus… like, we still want both, but…
104 00:12:50.240 ⇒ 00:12:52.410 Luke Scorziell: Eventually trying to move more towards…
105 00:12:52.570 ⇒ 00:12:55.230 Luke Scorziell: Like, the mature, more mature companies?
106 00:12:57.140 ⇒ 00:12:59.090 Robert Tseng: Yeah, I mean, I think, like, the…
107 00:12:59.850 ⇒ 00:13:07.990 Robert Tseng: Yeah, like, the content piece, the outbound, like, just the outbound strategy is really to just, like, go after these clients, like.
108 00:13:08.130 ⇒ 00:13:11.269 Robert Tseng: I don’t think we could reasonably be talking about
109 00:13:11.430 ⇒ 00:13:16.949 Robert Tseng: I think we can share nuggets of enterprise stuff in our content and kind of test it out.
110 00:13:17.670 ⇒ 00:13:33.939 Robert Tseng: But I’m just, you know, if you’re just doing, like, a mind map of, like, where people actually are, you’re… these buyers are not on LinkedIn. Like, we’re gonna meet them at conferences, in-person events, and, like, these exclusive alliances. So, that’s just kind of how… how it is.
111 00:13:34.280 ⇒ 00:13:36.320 Luke Scorziell: Yeah, okay. Good to know.
112 00:13:42.230 ⇒ 00:13:44.159 Luke Scorziell: Brought back my physical notebook.
113 00:13:46.690 ⇒ 00:13:47.700 Luke Scorziell: A lot easier.
114 00:13:47.830 ⇒ 00:13:52.260 Luke Scorziell: Well, Cole, do you want to walk through the, I subdue.
115 00:13:57.580 ⇒ 00:14:00.389 Robert Tseng: Yeah, I’m assuming you’ve read it, so I’m just gonna… gonna give, like.
116 00:14:00.390 ⇒ 00:14:00.940 Luke Scorziell: Yeah.
117 00:14:00.940 ⇒ 00:14:03.340 Robert Tseng: The voiceover, so… I’m…
118 00:14:04.850 ⇒ 00:14:09.159 Robert Tseng: Yeah, I mean, I would like to create our own version of this, but really, it’s kind of like.
119 00:14:10.670 ⇒ 00:14:14.060 Robert Tseng: Post seed is not really… host.
120 00:14:14.740 ⇒ 00:14:18.289 Robert Tseng: Series A. Anyway, that’s a little bit too much.
121 00:14:18.790 ⇒ 00:14:24.980 Robert Tseng: Probably more like… Let’s just call it. And, 30 million.
122 00:14:27.620 ⇒ 00:14:32.490 Robert Tseng: Up to 30 to 100, 500 million plus, enterprise unicorn.
123 00:14:35.310 ⇒ 00:14:45.750 Robert Tseng: Yeah, I think these are… and then these are just, like, distress sign… distress signals. Okay. Yeah, I tried to, like, stitch together some structure that was basically, like.
124 00:14:47.200 ⇒ 00:15:07.160 Robert Tseng: Yeah, like, who… describing the different stages that we should be, kind of, speaking to, I think we should just pick one for you for now to just focus on, and if I were to pick one… well, if I were to pick one, then I would be targeting this one. Like, I don’t think we need to do any more content that’s this. There’s a lot of that out there already.
125 00:15:07.190 ⇒ 00:15:13.999 Robert Tseng: And we’ve… we’ve had a lot of interesting experience, in this segment. So, yeah, I would just, like.
126 00:15:14.880 ⇒ 00:15:19.640 Robert Tseng: I… you know, all of the… most of the companies that we’re working with are somewhere in this right now.
127 00:15:21.440 ⇒ 00:15:29.379 Robert Tseng: Yeah. And then, who we don’t serve, I mean, I’m just trying to, like, add some language on, like, what we’re not… who we’re not talking to.
128 00:15:30.960 ⇒ 00:15:41.469 Robert Tseng: There’s already more robust documentation on, like, how we do deals and everything, but just, like, very high level for the sales team, like, pricing-wise, like, just wanted to include some of those details there.
129 00:15:41.740 ⇒ 00:15:56.680 Robert Tseng: And then, ICP profiles, I finally, like, finished the template and kind of put it in, so hopefully this is just a way for us to kind of, like, start to dial in, so, like, these are active, like, maybe you… like, this one, I know for sure this is… this is somebody we want to be talking to.
130 00:15:56.850 ⇒ 00:15:57.790 Robert Tseng: And I…
131 00:15:58.870 ⇒ 00:16:09.099 Robert Tseng: Yeah, like, to go back into Utam and my network, we have these people in our networks already, like, you’d be able to find people just, just, like, figuring that out. And,
132 00:16:09.220 ⇒ 00:16:14.389 Robert Tseng: yeah, like, I… I think there’s… there’s one part where you’re at… you’re pushing,
133 00:16:14.640 ⇒ 00:16:32.370 Robert Tseng: the content out where, yeah, we’ve shown you different content formats, there’s a content volume goal, like, Ryan will be churning out those accounts, but, like, yeah, you’ll be most effective if you really understand who these ICPs are. So, even if you’re just going back into Utam and Mai’s network.
134 00:16:32.700 ⇒ 00:16:37.750 Robert Tseng: I mean, just getting on calls with some of these people, I’m sure they’d be fine talking to you. So, like.
135 00:16:38.840 ⇒ 00:16:43.569 Robert Tseng: Yeah, like, I have a guy who used to be head of growth at Eden who left.
136 00:16:43.570 ⇒ 00:17:00.700 Robert Tseng: If you want to spend some time talking to him, like, you… you can. So, if you… I think you should probably be doing a mix of, like, ICP interviews, like, trying to, like, talk to people who are… who we… who we’re describing, to, like, really check our assumptions here, and, like, continue to
137 00:17:00.700 ⇒ 00:17:01.589 Robert Tseng: you know.
138 00:17:01.820 ⇒ 00:17:20.920 Robert Tseng: expand your understanding of it. And then, as you continue to learn the business, and you’re translating, like, the technical jargon into, like, the story for this person, then you’ll better be able to, like, speak for this person. So, that’s kind of how I would approach it if I were you. I’d pick, like, one to three, maybe this… maybe these are the ones that we can kind of decide.
139 00:17:20.920 ⇒ 00:17:23.960 Robert Tseng: I mean, definitely this one is ready to go.
140 00:17:23.960 ⇒ 00:17:24.650 Luke Scorziell: Yeah.
141 00:17:24.650 ⇒ 00:17:25.500 Robert Tseng: and…
142 00:17:25.690 ⇒ 00:17:44.879 Robert Tseng: yeah, I guess, like, we could check with Utam on anything else he wants to focus on, but, I mean, I wouldn’t… sometimes we say too many… too many things, and it’s just not really focused, so I’d rather you just kind of just pick one and start to, like, kind of build this feedback loop for yourself.
143 00:17:44.980 ⇒ 00:17:45.940 Robert Tseng: Where…
144 00:17:45.950 ⇒ 00:17:58.100 Robert Tseng: yeah, you kind of figure out, like, how you want to learn this ICP, and then, like, how you’re gonna tie… tie, like, the things that you’re learning about the business and the offerings to this ICP.
145 00:17:58.100 ⇒ 00:18:06.130 Robert Tseng: that’s what’s missing here. I haven’t mapped… like, we have the services page, but, like, what I would like to do is take this one step further.
146 00:18:07.460 ⇒ 00:18:10.700 Robert Tseng: And, I can just go here.
147 00:18:10.700 ⇒ 00:18:12.969 Luke Scorziell: app services to the ICP.
148 00:18:12.970 ⇒ 00:18:20.770 Robert Tseng: Yeah, there’s still, like, stuff that’s, like, this is all stuff of, like, what we do, that’s, like, not really…
149 00:18:21.940 ⇒ 00:18:24.959 Robert Tseng: I don’t have, like, the angles to give you on how to…
150 00:18:25.450 ⇒ 00:18:31.119 Robert Tseng: pitched these to ICP yet. Like, I just kind of… when I’m talking to this person, I usually have our services.
151 00:18:31.270 ⇒ 00:18:51.179 Robert Tseng: page pulled up, and based on what I’m hearing, like, I’ll start to just, like, navigate around this and start to put some ideas out there, and that’s usually how I figure out whether or not we can… we have something that we can move forward with. So, I think that… that part is still, like, a very… it’s… it’s a dance that, like, nobody…
152 00:18:51.430 ⇒ 00:18:56.409 Robert Tseng: like, it’s not scripted, so I think trying to make this a little bit more,
153 00:18:56.600 ⇒ 00:19:01.830 Robert Tseng: Digestible for someone like you to come in and understand how we do that.
154 00:19:02.270 ⇒ 00:19:07.320 Robert Tseng: I don’t know if, like, a strict mapping is helpful, because, like, I feel like that feels very rigid, like.
155 00:19:07.680 ⇒ 00:19:09.429 Robert Tseng: once again, I think just…
156 00:19:09.580 ⇒ 00:19:21.859 Robert Tseng: kind of, the more you understand, like, what we do from one side, and then you’re talking to, like, people within this ICP, like, I’m hoping that you’ll be able to kind of draw those connections yourself, like, I think that’s…
157 00:19:21.990 ⇒ 00:19:28.089 Robert Tseng: That’s the only way for you to really learn it. Yeah, like, my mapping is not gonna make sense to you unless you go through that anyway.
158 00:19:28.610 ⇒ 00:19:34.510 Luke Scorziell: Yeah, okay. And I think focusing on just one for now would be helpful for me, too, because I think I’ve…
159 00:19:35.270 ⇒ 00:19:36.839 Luke Scorziell: Yeah, maybe.
160 00:19:37.270 ⇒ 00:19:40.329 Luke Scorziell: Sorting through all the different, like.
161 00:19:40.470 ⇒ 00:19:49.339 Luke Scorziell: And there’s a million different things that happen, but kind of figuring out, okay, if we literally… if that’s… if we just want to focus on scale-up CMOs, VPs of growth.
162 00:19:49.470 ⇒ 00:19:57.360 Luke Scorziell: That’d be super helpful, because then I can start reaching out to them, I can start,
163 00:19:58.230 ⇒ 00:20:05.909 Luke Scorziell: putting… Because I can also start developing content based on that, too. Like, like, there’s, like, all those…
164 00:20:06.330 ⇒ 00:20:11.759 Luke Scorziell: I talked to 30… CMOs, posts, or, you know, stuff like that.
165 00:20:11.760 ⇒ 00:20:21.250 Robert Tseng: Yes, yes, yeah, that’d be a great… that’d be a great post. But yeah, so, like, you could go to… I don’t know if you use Sales Nav much, but you can go into either… probably use mine, and then…
166 00:20:22.880 ⇒ 00:20:31.940 Robert Tseng: I have a lot of these, like, lists already created, but you can go through… I mean, I haven’t cleaned this since, like.
167 00:20:32.260 ⇒ 00:20:33.630 Robert Tseng: 3, so…
168 00:20:35.080 ⇒ 00:20:39.269 Luke Scorziell: And is this stuff… Primarily right now, due through,
169 00:20:41.040 ⇒ 00:20:43.929 Luke Scorziell: I mean, at some point, I’m open to using my LinkedIn profile, too.
170 00:20:45.020 ⇒ 00:20:55.130 Robert Tseng: Yeah, yeah, I mean, I think just for now, like, you’re not… you’re not gonna have the same network we do, so… Yeah. This is ours. But yeah, I think eventually, if we’re…
171 00:20:55.520 ⇒ 00:21:01.930 Robert Tseng: Once you feel good about things, and we’re launching new campaigns, then yeah, we should throw your account into the mix, too.
172 00:21:03.500 ⇒ 00:21:07.790 Robert Tseng: But yeah, between UTAM and I, we probably have, like.
173 00:21:08.340 ⇒ 00:21:12.159 Robert Tseng: 6,000 people, 7,000 people on our network. So,
174 00:21:12.460 ⇒ 00:21:17.750 Robert Tseng: Yeah, like, you can just use this, you can look at some of the safe searches, try to understand, like, how…
175 00:21:17.940 ⇒ 00:21:20.480 Robert Tseng: this works, like, I think this is probably…
176 00:21:21.980 ⇒ 00:21:24.279 Robert Tseng: It’s a valuable tool for you, like, this is…
177 00:21:24.280 ⇒ 00:21:27.679 Luke Scorziell: I used to use Sales Nav, in my last job.
178 00:21:28.510 ⇒ 00:21:31.799 Robert Tseng: Oh, okay, great. So, then you already kind of know all this. Great.
179 00:21:32.210 ⇒ 00:21:32.670 Luke Scorziell: Yeah.
180 00:21:32.690 ⇒ 00:21:38.260 Robert Tseng: Okay, then I don’t have to… I don’t have to… go too much into that.
181 00:21:38.850 ⇒ 00:21:42.559 Luke Scorziell: I actually miss… miss having Sales Nav. It was so nice.
182 00:21:43.350 ⇒ 00:21:48.099 Robert Tseng: Yeah, no, I mean, we could just… we could just put Sales Nav on your account, so we should just,
183 00:21:49.830 ⇒ 00:21:51.509 Robert Tseng: Let me just make a note.
184 00:21:52.490 ⇒ 00:22:01.219 Robert Tseng: Can we test the new expense?
185 00:22:02.330 ⇒ 00:22:06.950 Robert Tseng: approval on Luke wanting to get sales?
186 00:22:07.620 ⇒ 00:22:12.020 Robert Tseng: Sales Nav… Also, maybe there’s a…
187 00:22:12.680 ⇒ 00:22:18.699 Robert Tseng: org discount we get, now that we would have 3 plus users.
188 00:22:21.710 ⇒ 00:22:22.560 Robert Tseng: Good luck.
189 00:22:23.290 ⇒ 00:22:26.120 Robert Tseng: Alright, so we’ll see kind of how that goes.
190 00:22:29.700 ⇒ 00:22:30.660 Luke Scorziell: Yeah.
191 00:22:31.700 ⇒ 00:22:33.760 Robert Tseng: Sweet. Anything else you want to go over on this? Yeah.
192 00:22:34.030 ⇒ 00:22:36.810 Luke Scorziell: Yeah, I guess with the scorecard,
193 00:22:38.080 ⇒ 00:22:44.329 Luke Scorziell: So, process right now is, you know, I can go kind of talk to people, do all this…
194 00:22:44.620 ⇒ 00:22:51.450 Luke Scorziell: Reach out, figure stuff out, but… so there are then specific questions that we’re wanting to be… like…
195 00:22:53.780 ⇒ 00:23:02.870 Luke Scorziell: maybe answering in those initial conversations? Is this more of, like, after you guys have the first meeting with the sales? Like, more of a sales-style meeting?
196 00:23:03.350 ⇒ 00:23:04.889 Luke Scorziell: What are the… what’s the…
197 00:23:04.890 ⇒ 00:23:11.680 Robert Tseng: Yeah, I mean, within our call, when we call, we’ll figure these things out within the first call. So, I mean, I’m not, like, so…
198 00:23:14.230 ⇒ 00:23:21.159 Robert Tseng: robotic about it, and I’m not, like, kind of going down a checklist. I’ve always hated talking to reps that felt like they were just qualifying me through a list.
199 00:23:21.330 ⇒ 00:23:24.270 Robert Tseng: But yeah, I’m trying to understand
200 00:23:24.610 ⇒ 00:23:32.129 Robert Tseng: I quickly understand their business within the first, like, the first blurb, and then, yeah, I think this, to me is the most important thing, like.
201 00:23:33.020 ⇒ 00:23:43.229 Robert Tseng: I mean, all of these things are important, but, yeah, so it is kind of an interview process, like, I think the disco calls to pitch with Matt.
202 00:23:43.850 ⇒ 00:23:46.459 Luke Scorziell: Yeah. And I think,
203 00:23:47.190 ⇒ 00:23:51.510 Luke Scorziell: Well, this is… I mean, as the content can be a little more geared toward
204 00:23:52.360 ⇒ 00:23:57.239 Luke Scorziell: people whose jobs are under pressure, or, like, speaking with these pain points, hopefully the calls that we get will be…
205 00:23:58.090 ⇒ 00:23:59.510 Luke Scorziell: You know, higher quality.
206 00:24:00.000 ⇒ 00:24:00.570 Robert Tseng: Yeah.
207 00:24:01.080 ⇒ 00:24:09.939 Luke Scorziell: So, okay, and is that, like, obviously, I think top priorities that I have right now
208 00:24:10.330 ⇒ 00:24:15.390 Luke Scorziell: are, just getting that edge to, segment.
209 00:24:15.700 ⇒ 00:24:16.540 Luke Scorziell: Beck.
210 00:24:16.840 ⇒ 00:24:18.240 Luke Scorziell: And one pager?
211 00:24:18.590 ⇒ 00:24:22.999 Luke Scorziell: So I sent some stuff to the design team to try to get them going on that.
212 00:24:23.280 ⇒ 00:24:24.490 Robert Tseng: Yeah.
213 00:24:24.790 ⇒ 00:24:30.709 Robert Tseng: I know that one was, like, kind of a lot of pieces all in one project, but I think that’s just, like, a good example of, like.
214 00:24:31.910 ⇒ 00:24:38.399 Robert Tseng: I mean, you’re really running something end-to-end. You’re taking, like, a service that we have, and then you’re getting it ready to go in front of a…
215 00:24:38.630 ⇒ 00:24:55.130 Robert Tseng: ICP, there’s, like, the short term, like, we just need something so that we can jump on the call and start testing it. We don’t have to wait for things to be perfect. Like, the design team is working on stuff that’s gonna last a long time, and that may take a bit longer, so you’re kind of, like, being able to
216 00:24:55.690 ⇒ 00:24:58.839 Robert Tseng: Run both tracks, like, the slow and the fast track at the same time.
217 00:24:59.530 ⇒ 00:25:02.700 Luke Scorziell: So even just getting, like, a Google Doc, like, kind of what you showed me, of.
218 00:25:02.700 ⇒ 00:25:09.059 Robert Tseng: Yeah, just Google Doc, couple slides, just want Zoran to be able to talk about it when he jumps on the call with the lead on Friday.
219 00:25:09.720 ⇒ 00:25:11.529 Luke Scorziell: Cool. Yeah.
220 00:25:13.630 ⇒ 00:25:14.960 Luke Scorziell: And then…
221 00:25:18.880 ⇒ 00:25:22.860 Luke Scorziell: Let’s see… So that’s kind of, yeah, one party that I can start.
222 00:25:23.510 ⇒ 00:25:24.330 Luke Scorziell: I think…
223 00:25:25.100 ⇒ 00:25:31.469 Luke Scorziell: I kind of just want to get Ryan maybe, like, a bank of content ideas that he can just run with, which is kind of what…
224 00:25:32.260 ⇒ 00:25:34.789 Luke Scorziell: Bhutan sent,
225 00:25:36.980 ⇒ 00:25:45.070 Luke Scorziell: So I might try to just brainstorm… brainstorm some more ideas, but otherwise, honestly, I actually think that starting to reach out to some of these ICPs would be a pretty good,
226 00:25:45.610 ⇒ 00:25:47.720 Luke Scorziell: Like, priority to start.
227 00:25:49.210 ⇒ 00:25:53.469 Robert Tseng: You’re on the Sales One Pass, right? And you’ve used that? Or shared logins?
228 00:25:53.470 ⇒ 00:25:56.190 Luke Scorziell: Yes, that has, like, HubSpot and whatnot on it.
229 00:25:56.550 ⇒ 00:26:00.279 Robert Tseng: Yeah, it has HubSpot, but I think it also has,
230 00:26:01.960 ⇒ 00:26:08.149 Robert Tseng: It also has our LinkedIn, so, I believe so. This is in our, yeah, very first sales…
231 00:26:08.380 ⇒ 00:26:11.180 Luke Scorziell: Oh yeah, I think I logged in to your, your LinkedIn.
232 00:26:11.730 ⇒ 00:26:16.590 Robert Tseng: Okay, great. Yeah, so you should be able to just go in and you can use our Sales Nap.
233 00:26:16.980 ⇒ 00:26:17.600 Luke Scorziell: Okay.
234 00:26:19.280 ⇒ 00:26:25.740 Luke Scorziell: And then… I guess, zooming out, Contract-wise.
235 00:26:28.300 ⇒ 00:26:29.490 Robert Tseng: I guess, like…
236 00:26:30.810 ⇒ 00:26:36.770 Luke Scorziell: And it’s no real issue that I have or anything, just it probably looks like I’m a full-time employee.
237 00:26:38.430 ⇒ 00:26:41.079 Luke Scorziell: Based on the contract that we… we have.
238 00:26:42.390 ⇒ 00:26:43.020 Robert Tseng: Oh.
239 00:26:43.020 ⇒ 00:26:46.950 Luke Scorziell: So I don’t know if maybe, like, adjusting some of the language around, like.
240 00:26:48.490 ⇒ 00:26:54.009 Luke Scorziell: It was something I briefly mentioned to my mom, because she’s an attorney, not… not in the
241 00:26:54.420 ⇒ 00:26:59.409 Luke Scorziell: new one, but just feels like, oh, like, you know, if ever push comes to shove, like, you’re gonna be…
242 00:26:59.740 ⇒ 00:27:03.309 Luke Scorziell: Listed as a full-time employee, whether or not you’re an independent contractor.
243 00:27:03.840 ⇒ 00:27:04.700 Luke Scorziell: Oh.
244 00:27:04.720 ⇒ 00:27:05.480 Robert Tseng: Huh.
245 00:27:05.840 ⇒ 00:27:11.140 Luke Scorziell: And then… I just plugged it into ChatGBT to kind of get its perspective, and it was basically, like.
246 00:27:11.730 ⇒ 00:27:17.759 Luke Scorziell: Basically, like, the provision around committing 40… 40 hours a month.
247 00:27:17.990 ⇒ 00:27:20.309 Luke Scorziell: And, like, only working on…
248 00:27:20.630 ⇒ 00:27:28.019 Luke Scorziell: like, I don’t think I had any exclusivity cause. I can share with you what I found on ChatGPT.
249 00:27:28.820 ⇒ 00:27:35.060 Luke Scorziell: But, like, it’s not really a hindrance as much to me, like… you know, obviously I’m…
250 00:27:35.440 ⇒ 00:27:41.459 Luke Scorziell: Kind of just in and down to work on whatever, but just for maybe on both of our sides legally.
251 00:27:41.950 ⇒ 00:27:50.980 Robert Tseng: Yeah, yeah, I mean, I… sorry, I didn’t draft this, so I’m not really sure what I should change, but if we should change anything here, just let me know. Like, I think we can…
252 00:27:54.700 ⇒ 00:27:58.820 Robert Tseng: Yeah, I mean, I see this…
253 00:27:59.740 ⇒ 00:28:10.639 Robert Tseng: Yeah, I’m… I’m not… I’m not entirely sure what… what we’re… what you want me to change, so I guess you could just leave comments in it. Like, I guess nothing’s been signed yet, so you… yeah, we can make amendments to this.
254 00:28:10.910 ⇒ 00:28:12.620 Luke Scorziell: Okay, cool. Yum.
255 00:28:13.620 ⇒ 00:28:17.729 Luke Scorziell: Yeah, other than that, that sounds good, and then we should be… I think that’s…
256 00:28:18.170 ⇒ 00:28:24.720 Luke Scorziell: all… pretty much all I have. And then with the design team stuff, I guess, like, we kinda…
257 00:28:26.220 ⇒ 00:28:30.200 Luke Scorziell: like, am I leading… should I just plan on kind of leading that?
258 00:28:30.500 ⇒ 00:28:31.930 Luke Scorziell: Those… that team?
259 00:28:31.930 ⇒ 00:28:42.009 Robert Tseng: Yeah, I spoke with Hannah yesterday, so… I told her that you were gonna run the stand-ups moving forward. I mean, it’s pretty… it should be pretty light touch, kind of like what I did on the sales side.
260 00:28:42.010 ⇒ 00:28:44.350 Luke Scorziell: Yeah. I think you should pretty much be…
261 00:28:44.350 ⇒ 00:28:50.189 Robert Tseng: Aware of everything that’s moving on their team, because it’s relevant to stuff that you’re asking them to do.
262 00:28:50.320 ⇒ 00:28:57.799 Robert Tseng: Yeah, so… I mean, that’s the only…
263 00:28:58.070 ⇒ 00:29:00.480 Robert Tseng: That’s the extent, like, I’m not expecting you to…
264 00:29:02.950 ⇒ 00:29:07.250 Robert Tseng: Like, approvals and stuff will end up still coming… through…
265 00:29:10.310 ⇒ 00:29:12.700 Robert Tseng: I think that’s a little bit unclear to me, like.
266 00:29:13.580 ⇒ 00:29:17.650 Robert Tseng: Yeah, rather than Rico kind of pushing the work forward, like.
267 00:29:18.130 ⇒ 00:29:27.110 Robert Tseng: yeah, I’m shifting that over to you, but, as far as, like, reviews on their work, like, I think it’ll still end up coming to me and Utah, so…
268 00:29:27.580 ⇒ 00:29:31.429 Luke Scorziell: I think I’m okay with that for now, until…
269 00:29:31.990 ⇒ 00:29:43.290 Robert Tseng: Yeah, because I don’t know if you’re very opinionated about how things should look. Maybe you do when it comes to, like, designing landing pages and certain types of assets, but otherwise, in general, everything they produce just ends up coming to me in Utah.
270 00:29:43.890 ⇒ 00:29:48.340 Luke Scorziell: Okay, yeah, I mean, I can kind of start to filter a little bit, too. Yeah.
271 00:29:48.540 ⇒ 00:29:54.339 Luke Scorziell: So that it’s not, like, everything, everything, but… Sweet, that sounds good.
272 00:29:54.450 ⇒ 00:29:58.119 Luke Scorziell: Was there anything else on your end that you were thinking about wanting to talk about?
273 00:29:58.800 ⇒ 00:30:11.140 Robert Tseng: Well, yeah, I guess if you… I mean, I… I’m gonna block off some more time for sales stuff today. Like I said, connecting the services to ICP is probably a big… big… it’s the next big chunk that I want to do.
274 00:30:11.550 ⇒ 00:30:12.880 Luke Scorziell: Huh.
275 00:30:15.830 ⇒ 00:30:19.040 Robert Tseng: stores, like, content volume, I mean, I…
276 00:30:19.230 ⇒ 00:30:27.379 Robert Tseng: Yeah, I know this is the first week, so push out the first post. The first circle back campaign, Rico’s actioning on, so I’m happy about that.
277 00:30:29.240 ⇒ 00:30:31.079 Luke Scorziell: Yeah. I might…
278 00:30:31.080 ⇒ 00:30:37.639 Robert Tseng: also be kind of… I want our outbound LinkedIn campaigns to be going out again, so that’s probably the other thing that I’ll be…
279 00:30:38.860 ⇒ 00:30:54.419 Robert Tseng: try to push this week on. So, before we were doing mostly event-based activations, so, like, here’s an event, go and scrape all the signals on people talking about the event, and hit them with, like, a connection message. That was part of our outbound campaign.
280 00:30:54.630 ⇒ 00:31:01.470 Robert Tseng: We’ve exhausted a lot of, campaigns that are, like, Based off of just, like.
281 00:31:02.510 ⇒ 00:31:08.740 Robert Tseng: sales nav searches, so, like, regional-based growth executives.
282 00:31:09.560 ⇒ 00:31:15.840 Robert Tseng: and then hitting them with a 1-2 message sequence and trying to get them on LinkedIn. I feel like we’ve already pretty much saturated
283 00:31:16.290 ⇒ 00:31:17.330 Robert Tseng: Everyone.
284 00:31:18.990 ⇒ 00:31:27.219 Robert Tseng: using that type of campaign. There’s probably a few more that we could do, but, I don’t really think that’s a priority for me to go after
285 00:31:27.400 ⇒ 00:31:41.589 Robert Tseng: LA-based people, although, like, since your account is pretty new, and if you want to get on Sales Nav, and we want to start testing these types of campaigns, especially for you to go and speak with people, you’re welcome to.
286 00:31:41.720 ⇒ 00:31:48.910 Robert Tseng: I just think that it’s probably a harder sell than, like, using one of our accounts to go after a first-degree connection, because, like, they’re…
287 00:31:49.250 ⇒ 00:31:56.109 Robert Tseng: you’re not gonna have to go wait for the connection request and then get the message, so that’s why I’m saying you should probably just try to.
288 00:31:56.640 ⇒ 00:32:03.449 Luke Scorziell: I do have a fair number of, like, EMOs, and… because even at the last job that I was at, it was a lot of connecting with C-suite.
289 00:32:03.940 ⇒ 00:32:04.590 Robert Tseng: Okay.
290 00:32:04.590 ⇒ 00:32:05.140 Luke Scorziell: Boom.
291 00:32:05.310 ⇒ 00:32:12.150 Luke Scorziell: So, not that I’ve… I mean, yeah, probably some of them get back to me, some of them won’t.
292 00:32:12.920 ⇒ 00:32:18.479 Robert Tseng: But even just, like, that curiosity place of, like, hey, I’m just starting a marketing role… Yeah.
293 00:32:18.480 ⇒ 00:32:22.320 Luke Scorziell: And would love to chat with you about, like, coming at it from that perspective, I feel like.
294 00:32:22.830 ⇒ 00:32:24.140 Luke Scorziell: Would be.
295 00:32:24.140 ⇒ 00:32:31.530 Robert Tseng: Yeah, if you have a good Rolodex and you want to hit people up, like, I mean, I’m sure that’s probably the best… you’ll get the best response rate that way.
296 00:32:32.130 ⇒ 00:32:39.199 Luke Scorziell: Okay, so, and then, like, when you say, like, kind of getting the outbound campaign
297 00:32:39.520 ⇒ 00:32:43.540 Luke Scorziell: Just going again, is that something you want to own, or you want me to start to…
298 00:32:43.700 ⇒ 00:32:45.180 Luke Scorziell: Think about, like…
299 00:32:45.180 ⇒ 00:32:51.839 Robert Tseng: I’ll… I’ll push out the first one, and then kind of do the handoff. I think that’s been how we’ve been doing it.
300 00:32:52.140 ⇒ 00:33:03.350 Robert Tseng: Just so you can kind of see, like, maybe the standard, or, like, kind of how I… how I approached it. And then, I think after that, like, you know, kind of expecting you to… to… to…
301 00:33:03.810 ⇒ 00:33:10.050 Robert Tseng: You’re not gonna own everything, but, like, you know, pick off the pieces that you feel like you can do better, or you want to do.
302 00:33:10.500 ⇒ 00:33:12.550 Luke Scorziell: Yeah, okay, yeah.
303 00:33:13.610 ⇒ 00:33:18.459 Luke Scorziell: Sweet. And then… Yeah, and then content.
304 00:33:18.730 ⇒ 00:33:29.779 Luke Scorziell: With content, like, I think I’m just still getting up to speed to the point where it’s, like, I’m learning the business, and then I’m getting to the, like, translating that into then what I should start sharing online.
305 00:33:29.980 ⇒ 00:33:30.970 Luke Scorziell: Yeah.
306 00:33:32.150 ⇒ 00:33:37.370 Luke Scorziell: Do you have, like, recommendations on maybe how I can speed up that process for myself?
307 00:33:54.260 ⇒ 00:34:01.100 Robert Tseng: I think, honestly, just… just kind of start earlier than you think you should, or, like, I think you should be following accounts, too. So, like,
308 00:34:02.220 ⇒ 00:34:10.430 Robert Tseng: Yeah, once again, I don’t know where this lives anymore. Like, people don’t like spreadsheets for some reason, so… I used to have this thing where…
309 00:34:11.150 ⇒ 00:34:14.510 Robert Tseng: This one?
310 00:34:15.070 ⇒ 00:34:21.850 Robert Tseng: Yeah, like, I would have the team build lists, and then, like, people would just go, and you click into these lists, and you just follow them.
311 00:34:22.040 ⇒ 00:34:25.190 Robert Tseng: I kind of have them in some way in…
312 00:34:25.380 ⇒ 00:34:31.900 Robert Tseng: Sales Nav, where I have account lists, so if I’m doing, like, Haha, please.
313 00:34:34.400 ⇒ 00:34:36.070 Robert Tseng: I don’t think they’re the best ones.
314 00:34:46.790 ⇒ 00:34:51.570 Robert Tseng: Oops. So, yeah, I mean, like, this guy, so…
315 00:34:52.010 ⇒ 00:35:00.390 Robert Tseng: Yeah, so I didn’t really know much about this stuff either, but I was, like, trying to learn, trying to, like, yeah, I’ll just, like, read people’s posts and, like, try to…
316 00:35:00.760 ⇒ 00:35:06.949 Robert Tseng: I’ll just read them, like, some of these trusted experts, I guess, and then I would try to, like, internalize
317 00:35:07.120 ⇒ 00:35:08.200 Robert Tseng: well…
318 00:35:09.700 ⇒ 00:35:21.029 Robert Tseng: how is our… how’s the Brainforge perspective different? And, like, if I were to rewrite this type of post, like, how would I do it? I wouldn’t necessarily go and actually rewrite every single one of them, but sometimes I’ll come across
319 00:35:22.020 ⇒ 00:35:40.439 Robert Tseng: it’s… it’s especially nice when I come across a post that I disagree with, but I’m like, great, then I have, like, a very opinionated perspective, like, and I can, like, kind of just think about, like, what… how would… how would Braidforge, like, how should I… if I would represent Braidforge in, like, kind of commenting or making a similar post, like, how would I… how would I do that?
320 00:35:40.910 ⇒ 00:35:41.510 Luke Scorziell: Huh.
321 00:35:42.120 ⇒ 00:35:49.400 Robert Tseng: But yeah, I think really it’s just trying to not just consume a lot of content, but engage with, like, relevant content.
322 00:35:49.650 ⇒ 00:35:55.250 Robert Tseng: Is probably the best, best way to kind of learn how to connect the pieces together.
323 00:35:55.550 ⇒ 00:36:00.000 Robert Tseng: Because you’ll pick off things like, oh, I really like how they talked about this thing.
324 00:36:00.130 ⇒ 00:36:08.040 Robert Tseng: we don’t… we don’t talk about it that way. Or it’s like, hey, actually, like, something we do is… is… is better than, like, what I… what I’m seeing here.
325 00:36:08.130 ⇒ 00:36:24.810 Robert Tseng: Yeah, I mean, I would say technical people are not good storytellers, so I’m sure you’ll see things, and you’ll be like… I think there’s a better way of saying that, for… and you’re always thinking about the audience that you’re trying to write to, and this is, like, kind of how I rip post ideas off that end up into the post-inspo as well, so…
326 00:36:26.150 ⇒ 00:36:34.570 Robert Tseng: Yeah, I think, obviously, short, like, form LinkedIn, Twitter posts are an easy way to just consume that stuff.
327 00:36:35.360 ⇒ 00:36:46.100 Robert Tseng: you know, I just… I just read stuff, like, at least 15 minutes a day, but there’s also longer-form articles that we share all the time, within our… within our Slack, so I’m sure it’s just, like, kind of…
328 00:36:46.790 ⇒ 00:36:51.680 Robert Tseng: Familiarizing yourself with those resources will also help, too.
329 00:36:53.030 ⇒ 00:36:55.530 Robert Tseng: But yeah, I don’t expect you to pick it up overnight, like…
330 00:36:55.920 ⇒ 00:37:08.179 Robert Tseng: Amber’s been here for about a year, she knew nothing about the space. Took her 6 months before she was even really able to say anything. I mean, I expect you to kind of pick it up faster than she did, but, yeah, like, I think…
331 00:37:08.630 ⇒ 00:37:24.809 Robert Tseng: even now… well, I mean, I just think it’s incredible. She’s… she’s a year into her first job out of college, and she’s learned… she’s doing stuff that took me, like, 3 years to do in my career. So, like, I wish, like, you know, I think you will just, like, pick things up quickly, just as you ask more questions, and…
332 00:37:24.950 ⇒ 00:37:42.730 Robert Tseng: Yeah, if you just have a, like, a way of… your angle is, like, you’re trying to tell good stories to people who are our buyers or our ICP, so I think, that’ll help frame things better for you, as you’re kind of sifting through all the noise of the content that is out there.
333 00:37:43.680 ⇒ 00:37:46.979 Luke Scorziell: Yeah, okay. I mean, even the whole…
334 00:37:48.470 ⇒ 00:37:52.710 Luke Scorziell: The whole conversation with Soran yesterday, I was like, Man.
335 00:37:52.900 ⇒ 00:37:57.549 Luke Scorziell: flirting a lot about how… I don’t know, like, it’s stuff that’s just…
336 00:37:58.510 ⇒ 00:38:16.270 Robert Tseng: I don’t even know what Loron’s saying, like, half the time, to be honest. Like, yeah, man, we’re working on the same project. So, I just think I’ve… I’m able to describe the impact of his work better than he can at this point. So, yeah, I think it just, you know, you know this from your skill set, like.
337 00:38:16.690 ⇒ 00:38:23.239 Robert Tseng: just because you’re good at your job doesn’t mean you know how to talk about it. So, you know, you’re probably better at talking about things, better than…
338 00:38:23.610 ⇒ 00:38:29.489 Robert Tseng: probably, I would say, almost everyone here. So, I think, I think you’ll be fine.
339 00:38:29.860 ⇒ 00:38:46.870 Robert Tseng: don’t be intimidated, you can make wrong assumptions. Just, like, test, like, what you’re describing in the channel, and we’ll always give you feedback. You could just, like, post it at any of our technical channels and be like, hey, this is how I’m, like, this is the draft, like, get a review on it, and, like, make the engineers kind of be like.
340 00:38:47.060 ⇒ 00:38:53.809 Robert Tseng: That doesn’t make any sense, or like, that’s well said, or something, you know, like, just lean on the team to get that safe feedback.
341 00:38:54.290 ⇒ 00:38:57.879 Luke Scorziell: Yeah, I wonder, I don’t know, it’s interesting, I just had this idea, but I wonder if it’d be…
342 00:38:59.040 ⇒ 00:39:09.630 Luke Scorziell: because, like, I am not from the AI data background or whatever, and I think everyone on my LinkedIn probably knows that. So it’d be interesting to say… to do, like, I’m gonna do a 30-day series on, like.
343 00:39:10.040 ⇒ 00:39:11.000 Robert Tseng: Oh!
344 00:39:11.000 ⇒ 00:39:13.239 Luke Scorziell: Me learning.
345 00:39:14.090 ⇒ 00:39:14.480 Robert Tseng: Yeah.
346 00:39:14.660 ⇒ 00:39:16.940 Luke Scorziell: how to do, like, AI and…
347 00:39:17.070 ⇒ 00:39:22.770 Luke Scorziell: Or the things I’m learning in data and AI, and then, like, just post, like, one thing a day or something on my account.
348 00:39:22.880 ⇒ 00:39:27.900 Luke Scorziell: Because I think that was the thing with Ryan, was that he came up… he’s come up with these couple drafts on…
349 00:39:28.480 ⇒ 00:39:33.040 Luke Scorziell: Like… Whatever,
350 00:39:33.770 ⇒ 00:39:42.740 Luke Scorziell: using his GPT, and, like, it’s fine, but, like, I just spent, like, 5 minutes writing something, and was like, you know, this is, like, 10 times better, in my opinion.
351 00:39:42.740 ⇒ 00:39:44.380 Robert Tseng: That’s how I’ve always felt, yeah, yeah.
352 00:39:44.380 ⇒ 00:39:51.939 Luke Scorziell: And and I love, like, Ryan’s great, he does a lot, but maybe even just… that could be a good way of, like, ramping up content.
353 00:39:52.270 ⇒ 00:39:58.809 Luke Scorziell: as a… We get started, too, because then maybe that could be stuff that can be, like, re-shared.
354 00:39:59.080 ⇒ 00:40:03.010 Luke Scorziell: by, yeah, huh.
355 00:40:03.010 ⇒ 00:40:03.660 Robert Tseng: Yeah.
356 00:40:03.800 ⇒ 00:40:17.429 Robert Tseng: So, and, like, I think there’s, like, very low-effort ways for you to kind of do that. So even if you just, like, set aside, like, some time each day, you know, in your 30-day challenge, and you’re just like, I’m gonna learn blah blah blah, and, like, you just start screen recording, you’re using Loom.
357 00:40:17.480 ⇒ 00:40:23.820 Robert Tseng: And then if you want, like, we have a video editor, he’ll go and cut it up, he’ll turn it into short-form video content.
358 00:40:23.920 ⇒ 00:40:37.920 Robert Tseng: you just… you just basically end up… as you’re learning, you’re recording a demo series that ends up kind of being… that can be used as LinkedIn content as well. So not everything has to go through Ryan’s, like, GPT post thing, like, generated thing, so…
359 00:40:37.950 ⇒ 00:40:49.430 Robert Tseng: I do think videos are probably better, too, but I don’t know how you feel about being on camera and everything, so I don’t know, I’m just giving you other ideas for how you could
360 00:40:49.900 ⇒ 00:40:58.749 Robert Tseng: Maybe, like, lower… lower the bar, the barrier to entry for you to, like, you know, turn your learning journey into content as well.
361 00:41:01.030 ⇒ 00:41:05.520 Luke Scorziell: Yeah, that’s actually so funny, I 1 million percent forgot about this, but
362 00:41:05.680 ⇒ 00:41:09.730 Luke Scorziell: I had scheduled some posts to go out today, actually, on my LinkedIn.
363 00:41:09.880 ⇒ 00:41:10.740 Robert Tseng: Hmm.
364 00:41:10.960 ⇒ 00:41:16.720 Luke Scorziell: So, I don’t even… because I was doing a podcast last year on marketing.
365 00:41:18.130 ⇒ 00:41:18.860 Robert Tseng: Nice.
366 00:41:24.830 ⇒ 00:41:28.479 Luke Scorziell: No one’s… no one’s engaged with it yet, that’s fine.
367 00:41:28.480 ⇒ 00:41:30.330 Robert Tseng: I’ll engage with it. I’m gonna…
368 00:41:31.670 ⇒ 00:41:33.149 Robert Tseng: That’s what we… that’s what we gotta do.
369 00:41:33.340 ⇒ 00:41:37.309 Luke Scorziell: This guy actually, she’d be really great to talk…
370 00:41:38.040 ⇒ 00:41:40.900 Luke Scorziell: I mean, he’s probably… he’s really expensive, but
371 00:41:43.410 ⇒ 00:41:48.349 Luke Scorziell: He’s a great, like, probably the smartest guy that I’ve talked to on marketing.
372 00:41:48.350 ⇒ 00:41:49.020 Robert Tseng: This guy?
373 00:41:49.250 ⇒ 00:41:49.820 Luke Scorziell: Yeah.
374 00:41:50.620 ⇒ 00:41:57.959 Luke Scorziell: Like, brilliant. Like, he also specialized in working with, like, AI and… But Bran, yeah, he’s like…
375 00:41:59.330 ⇒ 00:42:00.900 Luke Scorziell: He’s pretty gutted.
376 00:42:17.560 ⇒ 00:42:22.059 Luke Scorziell: I think that’d be fun. That’d honestly be really fun, to be like, Hey, everyone, you know me.
377 00:42:25.080 ⇒ 00:42:25.900 Luke Scorziell: Nice.
378 00:42:28.940 ⇒ 00:42:29.949 Luke Scorziell: Oh, I should just send them.
379 00:42:29.950 ⇒ 00:42:30.830 Robert Tseng: Nice.
380 00:42:30.830 ⇒ 00:42:34.169 Luke Scorziell: the chat, have everyone go, go, show some love.
381 00:42:34.200 ⇒ 00:42:40.270 Robert Tseng: Yeah, that’s what we do. Yeah, you should just post, yeah, anytime a post goes out, I ask the team to show some love.
382 00:42:43.600 ⇒ 00:42:47.179 Luke Scorziell: Oh, no wonder he hasn’t… I think I need to edit it, too, so… edit.
383 00:44:12.490 ⇒ 00:44:17.999 Robert Tseng: Okay. Well, if nothing else, I’m gonna get ready for my next call in, like, 15 minutes, so…
384 00:44:18.000 ⇒ 00:44:19.900 Luke Scorziell: Cool. Okay. Yeah, that’s good.
385 00:44:20.290 ⇒ 00:44:21.870 Robert Tseng: Cool. Alright, thanks, Luke.
386 00:44:22.020 ⇒ 00:44:23.329 Luke Scorziell: Yep, I understand.