Meeting Title: Sales-Automation-Contd Date: 2024-08-20 Meeting participants: Atharv Gudi, Abigail Zhao, Patrick Trainer, Uttam Kumaran
WEBVTT
1 00:00:26.580 ⇒ 00:00:27.550 Patrick Trainer: A.
2 00:00:28.150 ⇒ 00:00:29.729 Atharv Gudi: Hey, Barrett, what’s up?
3 00:00:30.370 ⇒ 00:00:31.810 Patrick Trainer: Other much. How are you.
4 00:00:32.330 ⇒ 00:00:36.070 Atharv Gudi: Code. I gave my gre at long last.
5 00:00:36.440 ⇒ 00:00:38.360 Patrick Trainer: Yeah, how was it?
6 00:00:38.360 ⇒ 00:00:42.190 Atharv Gudi: It was decent. I think we got I did pretty well.
7 00:00:42.190 ⇒ 00:00:42.990 Patrick Trainer: Yeah, it’s.
8 00:00:42.990 ⇒ 00:00:45.099 Atharv Gudi: At the bare minimum to
9 00:00:45.360 ⇒ 00:00:49.079 Atharv Gudi: get into all of the universities. I want to get into.
10 00:00:49.080 ⇒ 00:00:54.770 Patrick Trainer: That’s that’s good. Wait! Did you just took the jury, or you got your results back.
11 00:00:54.920 ⇒ 00:00:56.600 Atharv Gudi: I just took it today, like.
12 00:00:56.940 ⇒ 00:00:58.900 Patrick Trainer: Oh, okay, okay, yeah.
13 00:01:00.590 ⇒ 00:01:05.570 Patrick Trainer: yeah. I ended up taking both the gre and the Gmat.
14 00:01:06.150 ⇒ 00:01:08.600 Patrick Trainer: I like, I like the Gmat a lot better.
15 00:01:09.270 ⇒ 00:01:11.869 Atharv Gudi: Okay, is it? Was it a program?
16 00:01:12.400 ⇒ 00:01:13.210 Patrick Trainer: Was it? What.
17 00:01:13.540 ⇒ 00:01:15.819 Atharv Gudi: Longer in terms of like. During.
18 00:01:16.324 ⇒ 00:01:19.859 Patrick Trainer: No, they’re oh, in terms of preparation.
19 00:01:20.492 ⇒ 00:01:23.469 Patrick Trainer: No! I’d say they were about the same.
20 00:01:25.370 ⇒ 00:01:30.160 Patrick Trainer: The gmat was like. So I had like a a i did
21 00:01:31.100 ⇒ 00:01:34.460 Patrick Trainer: what econ in undergrad
22 00:01:35.135 ⇒ 00:01:38.510 Patrick Trainer: and so the gmat was like a lot more.
23 00:01:39.480 ⇒ 00:01:42.639 Patrick Trainer: I felt like like math and like logic, heavy
24 00:01:44.390 ⇒ 00:01:56.860 Patrick Trainer: and it just kind of like aligned more with what I was thinking. So I honestly didn’t spend too much time like prepping for the Gmat the the gre was a little bit different.
25 00:01:59.420 ⇒ 00:02:00.170 Patrick Trainer: but.
26 00:02:01.132 ⇒ 00:02:06.939 Atharv Gudi: Is a bit I don’t know what a what at a like the Gi. Math is. Just so.
27 00:02:06.980 ⇒ 00:02:10.590 Atharv Gudi: either you it’s the easiest thing ever, or you have no idea so.
28 00:02:10.590 ⇒ 00:02:16.470 Patrick Trainer: Right? Right? Right? And also like the way that the the questions
29 00:02:16.946 ⇒ 00:02:20.860 Patrick Trainer: are like, keep coming at you. You know how like, if you
30 00:02:21.520 ⇒ 00:02:34.030 Patrick Trainer: like. It starts easier and then gets progressively more difficult. But that, like progressive difficulty like it, changes based off of your like past answers.
31 00:02:34.810 ⇒ 00:02:35.660 Atharv Gudi: Be done.
32 00:02:35.660 ⇒ 00:02:36.610 Patrick Trainer: Yeah.
33 00:02:36.780 ⇒ 00:02:37.540 Atharv Gudi: Oh, my God!
34 00:02:37.540 ⇒ 00:02:41.620 Patrick Trainer: Yeah, it’s like dynamic in that sense. And so
35 00:02:41.770 ⇒ 00:02:42.890 Patrick Trainer: and then, like.
36 00:02:42.890 ⇒ 00:02:46.570 Atharv Gudi: So that’s no, that’s not fair.
37 00:02:47.204 ⇒ 00:02:50.379 Patrick Trainer: Yeah. And so it like.
38 00:02:50.880 ⇒ 00:02:56.789 Patrick Trainer: it’s almost like like a multiplier like, if you if you do better on the back end.
39 00:02:57.510 ⇒ 00:03:02.230 Patrick Trainer: You like. Your score has like a like a higher weight.
40 00:03:02.840 ⇒ 00:03:05.059 Patrick Trainer: But then, if you get
41 00:03:05.070 ⇒ 00:03:12.069 Patrick Trainer: like questions wrong on the front end, it’s like you don’t get that opportunity to have that like weighted score.
42 00:03:12.790 ⇒ 00:03:13.920 Patrick Trainer: and so
43 00:03:14.500 ⇒ 00:03:15.230 Patrick Trainer: but.
44 00:03:15.930 ⇒ 00:03:16.583 Atharv Gudi: I see.
45 00:03:16.910 ⇒ 00:03:22.764 Patrick Trainer: I ended up getting into grad school and completing that. So I guess it worked out.
46 00:03:24.250 ⇒ 00:03:25.050 Atharv Gudi: Yeah.
47 00:03:25.120 ⇒ 00:03:27.320 Atharv Gudi: Hello, I’m in good time.
48 00:03:27.370 ⇒ 00:03:30.110 Atharv Gudi: We are just discussing my gre today.
49 00:03:30.110 ⇒ 00:03:30.840 Uttam Kumaran: No.
50 00:03:31.670 ⇒ 00:03:35.420 Uttam Kumaran: I didn’t want to message you, but cause I was like I could be like.
51 00:03:35.610 ⇒ 00:03:38.470 Uttam Kumaran: I don’t know. I just. I was like, I don’t wanna jinx anything.
52 00:03:38.470 ⇒ 00:03:43.130 Atharv Gudi: Oh, no, yeah, it it was. It went fine. It went. I think I did adequately. Okay.
53 00:03:43.410 ⇒ 00:03:46.090 Atharv Gudi: think I did better than adequately. Okay. But
54 00:03:46.220 ⇒ 00:03:48.289 Atharv Gudi: I don’t want to say anything too early.
55 00:03:48.290 ⇒ 00:03:49.679 Patrick Trainer: Yeah, that’s that’s good.
56 00:03:50.350 ⇒ 00:03:52.930 Patrick Trainer: Did you have to take it at like a testing center?
57 00:03:53.190 ⇒ 00:04:01.629 Atharv Gudi: Yeah, but I but the one the one I took it at was right next to a Metro station, and I’ve got one near my house. So I just hopped on the train.
58 00:04:02.180 ⇒ 00:04:07.180 Atharv Gudi: This is convenient for me. But in India the testing centers are usually like
59 00:04:07.550 ⇒ 00:04:11.169 Atharv Gudi: outside the city. Sometimes. Yeah.
60 00:04:11.410 ⇒ 00:04:13.859 Patrick Trainer: Yeah. The one that I took it at it was like
61 00:04:14.090 ⇒ 00:04:17.240 Patrick Trainer: it was terrible like the environment was so bad like
62 00:04:17.290 ⇒ 00:04:26.299 Patrick Trainer: I was. It was like in a basement, and it was like that, like kind of like yellow, like light. And it was like super cold.
63 00:04:26.550 ⇒ 00:04:30.089 Patrick Trainer: And we’re I was sitting on like a metal chair.
64 00:04:30.180 ⇒ 00:04:32.879 Patrick Trainer: It was yeah, it was awful.
65 00:04:33.100 ⇒ 00:04:34.800 Patrick Trainer: And then, like.
66 00:04:34.890 ⇒ 00:04:37.369 Patrick Trainer: you have like these cubicles
67 00:04:37.920 ⇒ 00:04:42.330 Patrick Trainer: and then they give you like the 3 m headphones.
68 00:04:42.330 ⇒ 00:04:43.050 Atharv Gudi: Man.
69 00:04:43.050 ⇒ 00:04:52.659 Patrick Trainer: And it was just like it was so like foreign to any like testing environment that I had ever been in. And it was just like
70 00:04:53.460 ⇒ 00:04:59.359 Patrick Trainer: I don’t know, like we were literally in a basement, and, like you had to like, put all of your stuff in like a lock.
71 00:04:59.360 ⇒ 00:05:00.290 Atharv Gudi: I’m welcome.
72 00:05:00.290 ⇒ 00:05:05.719 Patrick Trainer: Box beforehand, and then go through like a security like metal detector.
73 00:05:05.810 ⇒ 00:05:09.476 Patrick Trainer: And it was like it was just awful on all accounts.
74 00:05:09.810 ⇒ 00:05:12.270 Atharv Gudi: Better experience with Tsa. Sometimes.
75 00:05:12.669 ⇒ 00:05:14.269 Patrick Trainer: Yeah, yeah, quite, literally.
76 00:05:15.850 ⇒ 00:05:17.490 Patrick Trainer: yeah, absolutely.
77 00:05:18.970 ⇒ 00:05:20.630 Uttam Kumaran: Nice. That’s good. I’m glad
78 00:05:21.480 ⇒ 00:05:25.469 Uttam Kumaran: I I hope I never have to take a test ever again.
79 00:05:26.445 ⇒ 00:05:27.659 Patrick Trainer: Yeah, me, too.
80 00:05:28.210 ⇒ 00:05:29.105 Uttam Kumaran: Yeah.
81 00:05:31.030 ⇒ 00:05:37.819 Uttam Kumaran: yeah, I I would like to go. I think I’d like to go back to like culinary school. I don’t think I could really do school school ever again.
82 00:05:38.290 ⇒ 00:05:42.159 Uttam Kumaran: But I do think it’s like this. If I hit it this big, and then I’m able to
83 00:05:42.450 ⇒ 00:05:46.079 Uttam Kumaran: just using a laptop forever. I would go cook.
84 00:05:46.650 ⇒ 00:05:47.770 Patrick Trainer: Yes.
85 00:05:48.080 ⇒ 00:05:49.690 Patrick Trainer: yeah, that’s like a
86 00:05:49.990 ⇒ 00:05:51.719 Patrick Trainer: like going into
87 00:05:52.460 ⇒ 00:05:54.270 Patrick Trainer: like and like a non
88 00:05:54.470 ⇒ 00:05:55.890 Patrick Trainer: tech job
89 00:05:56.050 ⇒ 00:05:59.749 Patrick Trainer: like in the future, like, just like straight business.
90 00:06:00.060 ⇒ 00:06:01.779 Uttam Kumaran: No, I would go start to the bottom.
91 00:06:01.780 ⇒ 00:06:02.549 Patrick Trainer: Jets. And
92 00:06:02.990 ⇒ 00:06:04.350 Patrick Trainer: yeah.
93 00:06:04.350 ⇒ 00:06:08.299 Uttam Kumaran: Start from the bottom and just wash dishes and cut onions.
94 00:06:09.890 ⇒ 00:06:14.999 Uttam Kumaran: and then I don’t have to get pinged. I don’t go get calls, not good.
95 00:06:15.340 ⇒ 00:06:18.550 Patrick Trainer: I’ve always thought like like a brewery would be cool.
96 00:06:19.170 ⇒ 00:06:22.829 Uttam Kumaran: Yeah, yeah, you just go chill, drink beer talking about beer.
97 00:06:22.830 ⇒ 00:06:23.655 Patrick Trainer: Yeah.
98 00:06:24.650 ⇒ 00:06:26.050 Uttam Kumaran: Just make up stuff
99 00:06:26.060 ⇒ 00:06:27.930 Uttam Kumaran: doesn’t matter. They’re already bought. It.
100 00:06:27.930 ⇒ 00:06:29.290 Patrick Trainer: Exactly.
101 00:06:32.510 ⇒ 00:06:35.310 Patrick Trainer: Yeah, so don’t don’t be afraid of our like.
102 00:06:35.794 ⇒ 00:06:39.699 Patrick Trainer: Abigail, and the thar of like of our like
103 00:06:40.020 ⇒ 00:06:43.599 Patrick Trainer: being bashed and chewed up through the tech system.
104 00:06:43.912 ⇒ 00:06:57.680 Uttam Kumaran: No, I mean I I’m happy that we can. We’re like I used to have this conversation when I was in the system. I feel like I’m a little bit outside the matrix now. But yeah, I mean, I feel like this.
105 00:06:57.680 ⇒ 00:07:00.389 Patrick Trainer: No, it’s it’s still fun. It’s still fun. Yeah.
106 00:07:00.620 ⇒ 00:07:01.270 Uttam Kumaran: Yeah.
107 00:07:03.543 ⇒ 00:07:05.250 Uttam Kumaran: cool. So
108 00:07:05.320 ⇒ 00:07:09.869 Uttam Kumaran: I I’m back in the figma. I think today.
109 00:07:10.713 ⇒ 00:07:15.286 Uttam Kumaran: I wanted to go through talking about
110 00:07:16.250 ⇒ 00:07:17.789 Uttam Kumaran: how people move
111 00:07:17.980 ⇒ 00:07:19.030 Uttam Kumaran: from
112 00:07:19.310 ⇒ 00:07:21.480 Uttam Kumaran: different segments of an opportunity.
113 00:07:22.160 ⇒ 00:07:27.450 Uttam Kumaran: And then I also wanted to maybe skip a step and talk about like how we’re actually
114 00:07:27.640 ⇒ 00:07:31.469 Uttam Kumaran: going to be targeting like different industries.
115 00:07:31.983 ⇒ 00:07:39.270 Uttam Kumaran: So if everybody’s in figma and wants to follow, or I can share a screen, let me know.
116 00:07:40.040 ⇒ 00:07:41.799 Patrick Trainer: Bill, you share the screen.
117 00:07:42.270 ⇒ 00:07:43.010 Uttam Kumaran: Yeah.
118 00:07:48.350 ⇒ 00:07:49.529 Uttam Kumaran: Everybody go with this.
119 00:07:50.510 ⇒ 00:07:51.730 Patrick Trainer: Yeah, that looks good.
120 00:07:52.180 ⇒ 00:07:53.180 Uttam Kumaran: Okay, cool.
121 00:07:53.520 ⇒ 00:07:54.990 Uttam Kumaran: So
122 00:07:57.340 ⇒ 00:07:58.250 Uttam Kumaran: let’s
123 00:08:00.590 ⇒ 00:08:07.159 Uttam Kumaran: so basically, today, I want to go through what is commonly called just like
124 00:08:08.014 ⇒ 00:08:16.186 Uttam Kumaran: basically like the lead funnel and I’m gonna kind of start from the beginning, which is like,
125 00:08:17.917 ⇒ 00:08:32.180 Uttam Kumaran: it’s basically how an opportunity moves from something on ether to like getting action on to. Then there’s a negotiation process, and then finally, it closes right now, we basically have this process tracked
126 00:08:32.620 ⇒ 00:08:45.049 Uttam Kumaran: in notion. And this is something pat that we talked about potentially doing this in Hubspot. But basically notion. Here we have, like all of our leads, each lead has, like a status which is like.
127 00:08:45.140 ⇒ 00:08:48.219 Uttam Kumaran: are we in contact? And I’m actually just gonna copy this.
128 00:08:48.796 ⇒ 00:08:56.779 Uttam Kumaran: We’ll walk through this, which is like, what’s the status? Have we talked to them. The company? Are we working with someone on it? What industry are they part of?
129 00:08:57.151 ⇒ 00:09:00.910 Uttam Kumaran: Things like that? So I’m just gonna paste this in here.
130 00:09:03.700 ⇒ 00:09:05.430 Uttam Kumaran: could use this as reference.
131 00:09:06.752 ⇒ 00:09:08.559 Uttam Kumaran: Basically, we have.
132 00:09:08.870 ⇒ 00:09:11.364 Uttam Kumaran: These are the different like lead
133 00:09:12.080 ⇒ 00:09:16.990 Uttam Kumaran: stages. And you’ll commonly see this called like a stage.
134 00:09:17.100 ⇒ 00:09:17.975 Uttam Kumaran: Basically,
135 00:09:20.930 ⇒ 00:09:23.521 Uttam Kumaran: I’m going to call this
136 00:09:24.720 ⇒ 00:09:25.820 Uttam Kumaran: you search.
137 00:09:49.950 ⇒ 00:09:50.680 Uttam Kumaran: Yeah.
138 00:10:01.240 ⇒ 00:10:02.090 Uttam Kumaran: okay.
139 00:10:02.220 ⇒ 00:10:06.600 Uttam Kumaran: so let me just change the colors on these
140 00:10:11.330 ⇒ 00:10:12.090 Uttam Kumaran: shocked.
141 00:10:12.720 ⇒ 00:10:26.611 Uttam Kumaran: Okay? So basically, we have various stages of what’s called like a lead funnel, or what’s also called opportunity stages. I think we’ll just call it opportunity stages for now
142 00:10:29.210 ⇒ 00:10:32.029 Uttam Kumaran: and basically like, if we were to take
143 00:10:33.610 ⇒ 00:10:39.160 Uttam Kumaran: like an example company, like, let’s say, we have Acme Corp.
144 00:10:39.240 ⇒ 00:10:44.180 Uttam Kumaran: and we are selling to Acme Corp, basically, what happens is
145 00:10:45.770 ⇒ 00:10:56.386 Uttam Kumaran: let’s say, we through one of our emails or through one of our contacts, or someone text me that, hey, Acme Corp is looking for data help
146 00:10:56.880 ⇒ 00:11:02.950 Uttam Kumaran: immediately that gets put into our initial stage of the funnel, which is like they’re interested. Right? This is like there isn’t tent.
147 00:11:03.090 ⇒ 00:11:14.179 Uttam Kumaran: They have a need. They need someone like us. We we don’t know any other details, right? So that we become like, we just start having like a research stage. Right? What are the things that we’re looking at in this stage?
148 00:11:14.727 ⇒ 00:11:15.920 Uttam Kumaran: We’re looking at
149 00:11:16.010 ⇒ 00:11:17.040 Uttam Kumaran: things like
150 00:11:19.020 ⇒ 00:11:20.320 Uttam Kumaran: industry.
151 00:11:21.330 ⇒ 00:11:23.021 Uttam Kumaran: We’re looking at.
152 00:11:27.030 ⇒ 00:11:35.237 Uttam Kumaran: looking at revenue. We’re looking at employees we’re trying to see like their tech stack.
153 00:11:38.400 ⇒ 00:11:41.200 Uttam Kumaran: it’s bigger. We’re trying to see their tech stack.
154 00:11:41.210 ⇒ 00:11:43.280 Uttam Kumaran: We’re trying to get a sense
155 00:11:43.440 ⇒ 00:11:44.065 Uttam Kumaran: of
156 00:11:44.830 ⇒ 00:11:52.890 Uttam Kumaran: like, what sort of data help do they need again across de ae
157 00:11:53.330 ⇒ 00:11:54.720 Uttam Kumaran: analysis.
158 00:11:54.850 ⇒ 00:11:56.090 Uttam Kumaran: etc.
159 00:11:57.850 ⇒ 00:12:02.100 Uttam Kumaran: And then we also want to try to identify the key decision makers.
160 00:12:02.650 ⇒ 00:12:22.819 Uttam Kumaran: And we want to identify. Yeah, so that’s basically again, we’re like going through basically what we what we talked about yesterday, which is in here which is like, what are the things that we want to learn about? The folks right? We want to. We want to develop some sort of Icp, and we want to understand how we compare our why with their
161 00:12:22.910 ⇒ 00:12:24.089 Uttam Kumaran: with their need.
162 00:12:24.210 ⇒ 00:12:25.552 Uttam Kumaran: Right? And so
163 00:12:26.350 ⇒ 00:12:34.309 Uttam Kumaran: those are things that we look to learn. We’re right now, we’re using a mix of Apollo and like AI, basically and Linkedin to kind of do these sorts of things.
164 00:12:34.440 ⇒ 00:12:50.659 Uttam Kumaran: But then we basically find out. Okay, here’s like, here’s their profile for this client. The next thing is like an intro gets made. So usually like someone introduces like, Hey, this is the head of growth. It’s somebody, and we have an initial conversation with them at this point. The things that we’re trying to understand are
165 00:12:52.210 ⇒ 00:12:53.768 Uttam Kumaran: we’re trying to understand budget.
166 00:12:54.650 ⇒ 00:12:59.050 Uttam Kumaran: So we get an intro gets made. We book a meeting. Actually. So this is just like, basically, the
167 00:12:59.270 ⇒ 00:13:10.149 Uttam Kumaran: the initial part was like, Hey, can you guys meet like when we chat? But once they move to requirements in that meeting, we get understanding about what they’re actually looking for. So we’re getting looking for budget. We’re looking for tools
168 00:13:11.450 ⇒ 00:13:17.189 Uttam Kumaran: looking for timeline. We’re looking at who the stakeholders are. We’re looking at who the decision makers are.
169 00:13:17.730 ⇒ 00:13:21.109 Uttam Kumaran: and we need all that information to begin to put together a proposal for that
170 00:13:21.550 ⇒ 00:13:22.970 Uttam Kumaran: at this moment.
171 00:13:23.120 ⇒ 00:13:28.700 Uttam Kumaran: This is the hardest thing to get Intro made. And basically meeting books.
172 00:13:30.870 ⇒ 00:13:34.189 Uttam Kumaran: This is gonna be our key, Kpi, basically
173 00:13:34.240 ⇒ 00:13:37.069 Uttam Kumaran: for everything at the moment, everything after this.
174 00:13:37.780 ⇒ 00:13:57.030 Uttam Kumaran: Well, we’re gonna put basically to the side. But I do wanna walk through kind of like what happens in the stage. Right? So for everything, we’re gonna have some level of research and some level of targeting, a meeting gets booked, the meeting happens. We find out, like what their, what their needs are. We then make a proposal? There’s some sort of
175 00:13:57.190 ⇒ 00:13:58.160 Uttam Kumaran: like
176 00:13:58.410 ⇒ 00:14:00.930 Uttam Kumaran: we basically click
177 00:14:00.980 ⇒ 00:14:02.599 Uttam Kumaran: to gather
178 00:14:03.906 ⇒ 00:14:06.170 Uttam Kumaran: a great forged proposal
179 00:14:06.660 ⇒ 00:14:10.543 Uttam Kumaran: to give you a sense of what this looks like.
180 00:14:12.440 ⇒ 00:14:13.690 Uttam Kumaran: we have
181 00:14:13.910 ⇒ 00:14:18.359 Uttam Kumaran: pretty nicely designed proposals that we do
182 00:14:19.143 ⇒ 00:14:20.370 Uttam Kumaran: for clients
183 00:14:20.720 ⇒ 00:14:26.030 Uttam Kumaran: now. So if you go to like, we have a sales assets. Page, if you go to sales, assets
184 00:14:26.595 ⇒ 00:14:31.959 Uttam Kumaran: and you go to yeah, like, here’s an example of, like what our proposal would look like.
185 00:14:32.810 ⇒ 00:14:39.780 Uttam Kumaran: So we basically put together like, what’s the problem, like any sort of dialogue that we talked about the goals.
186 00:14:39.930 ⇒ 00:14:42.700 Uttam Kumaran: And then we basically can put together pricing on like
187 00:14:43.690 ⇒ 00:14:45.039 Uttam Kumaran: what people need.
188 00:14:45.150 ⇒ 00:15:03.749 Uttam Kumaran: Right? The nice thing about this is one people typically send this in like a Google Doc, or in like a ugly word document. Ours looks really really nice. I just got off a call with someone that we sent a proposal to. They’re like, this looks like, really amazing. So those are the kind of reactions that we’re trying to get like
189 00:15:03.750 ⇒ 00:15:28.060 Uttam Kumaran: this is something that you would get from a company like Accenture, and instead, you’re getting it from a company like ours, right? And so very nicely designed looks super professional. Everything’s clearly laid out. This is something that ideally should take, like one to 2 days to put together, because we’re not going to get all the questions answered here instead, it’s like we had a conversation with them. We’re basically translating all that into like this document saying like, Hey, Hey, here’s our 1st pass. What do you think?
190 00:15:28.080 ⇒ 00:15:34.470 Uttam Kumaran: This is? Usually the stage that takes like one to 3 months right between getting an introduction made.
191 00:15:34.560 ⇒ 00:15:48.840 Uttam Kumaran: between getting the requirements, getting the proposal negotiating all of that is like, Hey, are you free this week? Oh, can we do next week? Oh, I skipped the meeting. Those are the things that we lose a lot of time on. But again, basically, we’re we’re just negotiating.
192 00:15:48.980 ⇒ 00:16:06.380 Uttam Kumaran: We have a common document that we use to negotiate once that’s like settled on. We then basically can move to like, okay, let’s get that sign. And then we have actually like more formal documents that we sign to basically get a contract in place. And then we can kind of begin working
193 00:16:06.700 ⇒ 00:16:09.572 Uttam Kumaran: right? So I kind of quickly breezed through that. But
194 00:16:10.120 ⇒ 00:16:13.269 Uttam Kumaran: that’s the gist of our like contract process.
195 00:16:13.560 ⇒ 00:16:17.320 Uttam Kumaran: the big thing that again, we’re gonna be focusing this on, how do we go from
196 00:16:17.330 ⇒ 00:16:21.310 Uttam Kumaran: scaled research and scaled booking of meetings
197 00:16:21.490 ⇒ 00:16:22.570 Uttam Kumaran: right? And so
198 00:16:22.960 ⇒ 00:16:42.569 Uttam Kumaran: everybody that we email out they are a potential opportunity. And this is where, like Pat, we’re thinking about having a Hubspot again, like trying to move everybody into a place where they get sent an email. We know we made some contact. Have they looked at the email? What do we send them. And the content of the email ideally should be based on this
199 00:16:42.700 ⇒ 00:16:48.739 Uttam Kumaran: right. This is information where we pull from Apollo we pull from Linkedin, and we’ll pull from a couple of other sources.
200 00:16:49.040 ⇒ 00:16:55.999 Uttam Kumaran: So that’s the gist of like opportunity stages, and I just breezed right through that. But any questions.
201 00:16:58.590 ⇒ 00:16:59.390 Uttam Kumaran: Here.
202 00:17:08.250 ⇒ 00:17:09.720 Uttam Kumaran: Let’s move on.
203 00:17:10.139 ⇒ 00:17:12.569 Uttam Kumaran: I do want to talk a little bit about
204 00:17:14.500 ⇒ 00:17:19.169 Uttam Kumaran: our industry targets. And then I want to spend
205 00:17:19.180 ⇒ 00:17:22.609 Uttam Kumaran: the back half of this meeting, talking about some actually specific
206 00:17:22.920 ⇒ 00:17:24.430 Uttam Kumaran: to dos.
207 00:17:26.250 ⇒ 00:17:27.200 Uttam Kumaran: So
208 00:17:27.599 ⇒ 00:17:29.031 Uttam Kumaran: I wanna let’s take
209 00:17:29.530 ⇒ 00:17:35.950 Uttam Kumaran: Let’s take our like manufacturing industry as like an example. And I think I have.
210 00:17:36.740 ⇒ 00:17:39.439 Uttam Kumaran: That’s somewhere here. Yeah.
211 00:17:40.920 ⇒ 00:17:42.109 Uttam Kumaran: sorry. I’m just moving
212 00:17:42.310 ⇒ 00:17:46.000 Uttam Kumaran: around. So this is our like manufacturing industry. Right?
213 00:17:48.370 ⇒ 00:17:58.100 Uttam Kumaran: So for every industry, we need a couple of things right? There’s both the manufacturing industry. And what what are the things that like we we need from
214 00:17:58.450 ⇒ 00:18:14.842 Uttam Kumaran: like, what? What is an industry actually mean in terms of like, what are attributes of an industry? Right? So we have to know? Like things like like location, like, where are the where are the top companies located. We need to know, like, what are their main data problems.
215 00:18:15.770 ⇒ 00:18:19.099 Uttam Kumaran: what are the common titles
216 00:18:19.540 ⇒ 00:18:21.239 Uttam Kumaran: of folks that work?
217 00:18:22.038 ⇒ 00:18:24.901 Uttam Kumaran: With data, we need to look at?
218 00:18:27.470 ⇒ 00:18:33.141 Uttam Kumaran: So location, what are the main data problems? What are their common titles like common
219 00:18:34.750 ⇒ 00:18:36.283 Uttam Kumaran: data solutions?
220 00:18:37.940 ⇒ 00:18:46.766 Uttam Kumaran: We also wanna maybe know a little bit about how the industry works with outside partners are they? Do they commonly work with external partners?
221 00:18:52.350 ⇒ 00:18:58.739 Uttam Kumaran: Right? Do they commonly work with contractors like, what’s the communication
222 00:18:59.030 ⇒ 00:19:00.070 Uttam Kumaran: pattern
223 00:19:01.200 ⇒ 00:19:26.850 Uttam Kumaran: email phone. Right? So, for example, people in the e-commerce industry are always on their laptop, always online, they’re always on email and things like that some people in manufacturing they only respond to phone calls, or they only respond to like higher touch things like, Do you have to go person or something. So this is the things we want to understand about the industry. The next thing is understanding who the persona is.
224 00:19:27.180 ⇒ 00:19:29.392 Uttam Kumaran: And so this is things like,
225 00:19:30.440 ⇒ 00:19:36.349 Uttam Kumaran: just gonna move this here. These are really like what I mentioned here, which is like, what are the common titles?
226 00:19:37.415 ⇒ 00:19:40.030 Uttam Kumaran: So what are the common titles.
227 00:19:40.240 ⇒ 00:19:41.979 Uttam Kumaran: We wanna know
228 00:19:42.820 ⇒ 00:19:45.100 Uttam Kumaran: like revenue size.
229 00:19:45.280 ⇒ 00:19:47.207 Uttam Kumaran: We want to know
230 00:19:47.980 ⇒ 00:19:58.090 Uttam Kumaran: like sub industry. So continuing to whittle down like who in this industry we actually are going after. The next thing we’re doing is basically thinking about our messaging.
231 00:19:58.110 ⇒ 00:20:03.069 Uttam Kumaran: So the nice thing about our messaging is that we do have a lot of materials on
232 00:20:03.530 ⇒ 00:20:06.859 Uttam Kumaran: how we communicate and like who we are as a company.
233 00:20:06.880 ⇒ 00:20:11.880 Uttam Kumaran: So these are, gonna be common things like our brand voice.
234 00:20:13.900 ⇒ 00:20:39.039 Uttam Kumaran: this is gonna be things like our our services and things like that. Basically like, what are we translating to these guys about us? How do we actually do messaging. How do we take all these things and basically codify it into, hey? This is who we are. Here’s how we typically work with clients like you do you have 10 min to speak? The last thing is the case. Studies, blog posts and service documents. So these are all.
235 00:20:39.050 ⇒ 00:20:48.170 Uttam Kumaran: What are the relevant sales materials that we can share, to establish trust
236 00:20:48.500 ⇒ 00:20:49.330 Uttam Kumaran: and
237 00:20:50.650 ⇒ 00:20:53.140 Uttam Kumaran: we also want to establish social proof
238 00:20:54.750 ⇒ 00:21:01.569 Uttam Kumaran: right. Have these folks done this before? Successfully?
239 00:21:01.700 ⇒ 00:21:07.460 Uttam Kumaran: Right? So these are the things that we need. Basically when we’re targeting any industry, we need to know.
240 00:21:07.510 ⇒ 00:21:11.020 Uttam Kumaran: what is it about the industry that’s that’s unique. When it comes to data?
241 00:21:11.090 ⇒ 00:21:15.589 Uttam Kumaran: Who are the people that we’re going after in that industry? Both the companies and
242 00:21:15.630 ⇒ 00:21:19.729 Uttam Kumaran: the actual people within the company? What’s our messaging
243 00:21:19.930 ⇒ 00:21:27.170 Uttam Kumaran: and the water materials that we can send to those folks to give you a sense of like what this looks like. If you could go to notion
244 00:21:27.527 ⇒ 00:21:34.729 Uttam Kumaran: and you go to industries, you’ll see that we have a couple of industries here, and we have one that like is considered. Live right.
245 00:21:34.900 ⇒ 00:21:42.829 Uttam Kumaran: So if you go into manufacturing. Actually, I I’ll kind of start there, and we’ll kind of layer on a couple more things like partners. So
246 00:21:42.950 ⇒ 00:21:55.449 Uttam Kumaran: one, we said, Okay, what’s our industry? Our industry is manufacturing. Here are the titles of folks that are going after. Again, I actually generated a lot of this with AI, basically, I just was like
247 00:21:55.600 ⇒ 00:22:14.180 Uttam Kumaran: told Chatury, bt, this is what we’re going after. Here are the problems that we solve. Give me some of the titles that could be possibly working. So none of these are like off the dome. Everything we’re doing is like using AI to basically generate these. The thing that I want to convey is that we can’t just do this for one industry at a time.
248 00:22:14.240 ⇒ 00:22:32.205 Uttam Kumaran: We’re going to be tackling 3 to 5 industries simultaneously, so we need to have the Icps ready for every industry, the sales materials ready for every industry. And all these need to kind of be like, done in an automated way where each of us are using AI in the same way. So that’s kind of how we want to use projects and things like that.
249 00:22:33.290 ⇒ 00:22:35.200 Uttam Kumaran: So we have the buyer titles.
250 00:22:35.610 ⇒ 00:22:43.700 Uttam Kumaran: We also have the account filters. So at the moment we’re looking at companies with 10 million in revenue 50 plus employees, and we want to look at folks in these like major
251 00:22:44.119 ⇒ 00:22:53.359 Uttam Kumaran: industrial hubs, right? Like Indiana, North Carolina, Texas, and in particular, we were going after Texas, based companies for the initial push that we’re doing
252 00:22:53.650 ⇒ 00:23:03.069 Uttam Kumaran: here’s like, kind of like their tech stack that they kind of commonly use Erp platforms, analytics platforms. You just get a sense of like, what could these guys be leveraging?
253 00:23:03.130 ⇒ 00:23:29.999 Uttam Kumaran: And then here’s a list of their challenges, right? Supply chain issues. Maybe they want to optimize logistics. Maybe they want to do some sort of data driven decision making about like how they’re selling about how to do compliance. Things like that. And here are some of their pain points, right? They need to understand their fabrication process. They don’t have executive dashboarding again, basically trying to think about like, what are things that we could pitch them that’s unique to their industry.
254 00:23:30.130 ⇒ 00:23:36.860 Uttam Kumaran: These may or may not be similar to other industries, but again, like as narrowly focused as we can get. We have
255 00:23:36.880 ⇒ 00:23:42.910 Uttam Kumaran: all of this. Actually, we pass to AI to basically help us write those emails.
256 00:23:43.060 ⇒ 00:23:46.380 Uttam Kumaran: Right? So all of this is like requirements gathering, basically.
257 00:23:47.870 ⇒ 00:23:58.950 Uttam Kumaran: so this is exactly like where we start. So all of this is things that we need to deliver per industry and continue to improve over time. So this is probably one of the 1st
258 00:23:58.960 ⇒ 00:24:15.580 Uttam Kumaran: kind of like automations or things we’ll look to do is like, how do we go from new industry to the titles, the people. We’re going after the Icp, the materials that are relevant and the filters that are necessary. And then also the problems that they’re facing.
259 00:24:16.780 ⇒ 00:24:20.906 Uttam Kumaran: The last thing I’ll mention is also, we may go after these.
260 00:24:21.690 ⇒ 00:24:24.309 Uttam Kumaran: we may go after these industries with partners
261 00:24:24.450 ⇒ 00:24:25.860 Uttam Kumaran: right and
262 00:24:27.850 ⇒ 00:24:32.700 Uttam Kumaran: partners can be like come in like a variety of
263 00:24:32.820 ⇒ 00:24:37.662 Uttam Kumaran: shapes and sizes, so A partner could be
264 00:24:39.680 ⇒ 00:24:41.130 Uttam Kumaran: partner could be
265 00:24:44.890 ⇒ 00:24:47.779 Uttam Kumaran: another another consulting firm.
266 00:24:50.640 ⇒ 00:24:52.000 Uttam Kumaran: We worked with
267 00:24:54.250 ⇒ 00:24:56.095 Uttam Kumaran: partner could be
268 00:24:57.490 ⇒ 00:25:01.430 Uttam Kumaran: someone in the industry that we know.
269 00:25:02.480 ⇒ 00:25:05.669 Uttam Kumaran: And the reason why all these are important is that
270 00:25:06.740 ⇒ 00:25:21.270 Uttam Kumaran: anything that we could do where we have some support externally from, hey, we know someone that worked at a company, or we know a company that focuses on this industry. Maybe outside of data. We want to bring them in and see whether they can help us. So the nice thing is also a notion
271 00:25:21.360 ⇒ 00:25:22.500 Uttam Kumaran: we
272 00:25:22.650 ⇒ 00:25:27.719 Uttam Kumaran: have a partnerships, database of, like everybody that has worked with us
273 00:25:27.920 ⇒ 00:25:34.139 Uttam Kumaran: kind of like what they do in terms of partnerships who the main contact is, and we’ll start to link this to industries.
274 00:25:34.150 ⇒ 00:25:43.789 Uttam Kumaran: So again, if someone could get us an intro easier if someone, if mentioning someone makes a sale easier if we need more insight into one of these questions, we can hit someone up.
275 00:25:44.170 ⇒ 00:25:47.279 Uttam Kumaran: These are the things that we’re partners like really, really come in handy.
276 00:25:49.360 ⇒ 00:25:56.019 Uttam Kumaran: So I’ll stop there in terms of like looking at. An individual industry.
277 00:25:57.390 ⇒ 00:25:59.170 Uttam Kumaran: Any questions?
278 00:25:59.467 ⇒ 00:26:01.959 Uttam Kumaran: This. And I kind of want to like start here as like
279 00:26:02.180 ⇒ 00:26:08.149 Uttam Kumaran: the main way we think about how we’re going to do automated outreach. Given a specific industry?
280 00:26:14.090 ⇒ 00:26:17.069 Uttam Kumaran: any questions, is this like totally left field.
281 00:26:18.090 ⇒ 00:26:19.929 Patrick Trainer: No, this looks all good.
282 00:26:27.242 ⇒ 00:26:29.360 Uttam Kumaran: I want to spend some time
283 00:26:29.890 ⇒ 00:26:33.869 Uttam Kumaran: given the industries given we went through. How we sell.
284 00:26:34.100 ⇒ 00:26:35.970 Uttam Kumaran: I want to talk a little bit about
285 00:26:36.100 ⇒ 00:26:38.100 Uttam Kumaran: like, actually like what
286 00:26:38.250 ⇒ 00:26:40.769 Uttam Kumaran: we’ll be doing. Because this has been the really like
287 00:26:40.790 ⇒ 00:26:48.385 Uttam Kumaran: heady conversation for today. And yesterday, and I kind of want to maybe do that.
288 00:26:50.320 ⇒ 00:26:55.779 Uttam Kumaran: I don’t know. I think, Pat, this is where I want to think a little bit about how we do this flow charting like
289 00:26:56.270 ⇒ 00:27:00.029 Uttam Kumaran: to give you an example, I want to think about how we go from, like.
290 00:27:00.440 ⇒ 00:27:08.500 Uttam Kumaran: how we actually track the flow from each of these systems and then basically start to track like, is Hubspot. Connected to this?
291 00:27:08.820 ⇒ 00:27:12.489 Uttam Kumaran: Are these connected? Do we have a workflow from for creating
292 00:27:12.710 ⇒ 00:27:14.909 Uttam Kumaran: Icps and updating them
293 00:27:15.110 ⇒ 00:27:17.009 Uttam Kumaran: like, how should we do that.
294 00:27:20.010 ⇒ 00:27:33.173 Patrick Trainer: so the like, I think of it, kind of like how we document like software systems, or like the interconnectedness there, like, it’s if you think about it like in terms of or in in terms of, like
295 00:27:33.590 ⇒ 00:27:36.599 Patrick Trainer: like relations, there is that, like
296 00:27:36.690 ⇒ 00:27:42.280 Patrick Trainer: primary and foreign key, essentially like relating back to to those systems.
297 00:27:42.290 ⇒ 00:27:43.363 Patrick Trainer: And so.
298 00:27:44.210 ⇒ 00:27:51.560 Patrick Trainer: like each system is going to have its own sort of like bucket, or like boundary
299 00:27:51.580 ⇒ 00:27:54.180 Patrick Trainer: like you have there at in Apollo.
300 00:27:54.380 ⇒ 00:27:54.760 Uttam Kumaran: And that.
301 00:27:54.760 ⇒ 00:28:05.829 Patrick Trainer: And as we go like iteratively deep, like, there’s going to be those like sub buckets and sub boundaries of of where things happen. And so it’s like you can
302 00:28:06.700 ⇒ 00:28:10.559 Patrick Trainer: that allows you to like zoom in and then zoom out.
303 00:28:10.580 ⇒ 00:28:11.760 Patrick Trainer: I in
304 00:28:12.340 ⇒ 00:28:21.220 Patrick Trainer: like arbitrary fashion, in the sense that, like as you zoom in. It gets more granular, getting down to the actual like
305 00:28:21.260 ⇒ 00:28:28.919 Patrick Trainer: piece of the the workflow, like the actual action. And then, as you zoom out, that’s when you’re seeing kind of like more of.
306 00:28:28.920 ⇒ 00:28:29.540 Uttam Kumaran: I hate! Listen!
307 00:28:29.957 ⇒ 00:28:52.079 Patrick Trainer: Type of like, yeah, yeah, like the big like system components. And so like, if you like, zooming out from like Apollo or like a zoom info or whatnot like we have those 2 nodes, but then, like they kind of converge as you zoom out into like an enrichment node.
308 00:28:52.650 ⇒ 00:28:53.160 Uttam Kumaran: Yeah, so.
309 00:28:53.160 ⇒ 00:28:57.966 Patrick Trainer: We have those these like different stages of like
310 00:29:00.360 ⇒ 00:29:03.410 Patrick Trainer: like discovery, and then enrichment.
311 00:29:03.520 ⇒ 00:29:04.980 Patrick Trainer: And then
312 00:29:07.160 ⇒ 00:29:07.880 Patrick Trainer: like
313 00:29:08.250 ⇒ 00:29:10.870 Patrick Trainer: qualification, or like the sales loop.
314 00:29:11.210 ⇒ 00:29:21.910 Patrick Trainer: Yeah, so yeah. And so, like all of these, like that comes that has its own boundary. And then zooming out like that boundary
315 00:29:22.270 ⇒ 00:29:25.189 Patrick Trainer: just becomes like that a main box.
316 00:29:27.320 ⇒ 00:29:28.520 Patrick Trainer: and so
317 00:29:28.924 ⇒ 00:29:37.159 Patrick Trainer: in like. That’s where you’re able to make the connections like you make the connection at like a higher, like abstracted level.
318 00:29:37.960 ⇒ 00:29:39.040 Patrick Trainer: And then.
319 00:29:39.710 ⇒ 00:29:45.480 Patrick Trainer: as you pass through those stages, that’s where the more like specific things happen.
320 00:29:46.740 ⇒ 00:29:54.950 Uttam Kumaran: Yeah, I think, kind of, I, I want to think exactly like that. Basically, I I don’t know whether that all happens with one flow, or we almost have like
321 00:29:55.180 ⇒ 00:30:03.299 Uttam Kumaran: object relationships and workflows. To give you an example, I found this like template. And I think that’s a good place for us to start. Basically, it’s like
322 00:30:03.450 ⇒ 00:30:07.402 Uttam Kumaran: a lead. And let’s just walk through this, for example. So a lead
323 00:30:08.800 ⇒ 00:30:09.860 Uttam Kumaran: a lead
324 00:30:11.290 ⇒ 00:30:15.970 Uttam Kumaran: comes through ads lands on a landing page.
325 00:30:16.220 ⇒ 00:30:16.960 Uttam Kumaran: The
326 00:30:17.190 ⇒ 00:30:18.880 Uttam Kumaran: a lead is created.
327 00:30:19.290 ⇒ 00:30:20.820 Uttam Kumaran: and then it looks like.
328 00:30:21.040 ⇒ 00:30:24.889 Uttam Kumaran: assign back the leads. Okay, the filter the leads get assigned
329 00:30:25.010 ⇒ 00:30:26.550 Uttam Kumaran: to someone.
330 00:30:28.530 ⇒ 00:30:30.820 Uttam Kumaran: the Bdr check something.
331 00:30:31.460 ⇒ 00:30:35.099 Uttam Kumaran: The lead is interested. If they’re not interested.
332 00:30:35.130 ⇒ 00:30:37.940 Uttam Kumaran: they get filtered out, or something like that. Right? So there’s
333 00:30:38.010 ⇒ 00:30:42.370 Uttam Kumaran: the the problem with this one is like there are a lot of shapes
334 00:30:42.400 ⇒ 00:30:44.009 Uttam Kumaran: I’d rather have like
335 00:30:44.390 ⇒ 00:30:46.890 Uttam Kumaran: action versus, you know, like.
336 00:30:47.210 ⇒ 00:30:49.360 Uttam Kumaran: what are the what are the
337 00:30:50.270 ⇒ 00:30:54.099 Uttam Kumaran: like? What are the what are the different things we need. We need like system
338 00:30:54.280 ⇒ 00:30:55.690 Uttam Kumaran: versus like
339 00:30:56.550 ⇒ 00:30:59.310 Uttam Kumaran: action. Right? Like, that’s what I’m trying to think about.
340 00:30:59.690 ⇒ 00:31:04.960 Patrick Trainer: Right. I actually have something that here let me pull up
341 00:31:05.770 ⇒ 00:31:06.760 Patrick Trainer: sales.
342 00:31:06.940 ⇒ 00:31:09.260 Uttam Kumaran: So there’s almost like these switches.
343 00:31:09.340 ⇒ 00:31:12.309 Uttam Kumaran: There’s like an action. And then there’s like a
344 00:31:15.450 ⇒ 00:31:18.749 Uttam Kumaran: Yeah, I kinda I’m I’m just gonna like, write down kind of like.
345 00:31:20.050 ⇒ 00:31:24.269 Uttam Kumaran: just gonna create these shapes right now, let’s just just go from there.
346 00:31:30.060 ⇒ 00:31:32.239 Uttam Kumaran: I do like this, this person.
347 00:31:36.010 ⇒ 00:31:38.339 Uttam Kumaran: Abigail. Does this all make sense a little bit.
348 00:31:38.964 ⇒ 00:31:40.300 Abigail Zhao: Yeah, yeah, I’m following.
349 00:31:40.300 ⇒ 00:31:40.940 Uttam Kumaran: Okay?
350 00:31:42.430 ⇒ 00:31:48.340 Uttam Kumaran: Because the biggest thing I want to get to is like, I want to break up cool. Who’s owning this connection between this and this
351 00:31:48.500 ⇒ 00:31:52.485 Uttam Kumaran: right? That’s how we’re gonna break up into like actual tasks.
352 00:31:53.610 ⇒ 00:31:58.629 Uttam Kumaran: so I’m kind of deciding between, like, I want to kind of create a legend to start with, which is like
353 00:32:00.920 ⇒ 00:32:03.379 Uttam Kumaran: And this is almost gonna be a decision.
354 00:32:04.960 ⇒ 00:32:08.679 Uttam Kumaran: This is gonna be like a sales material.
355 00:32:10.150 ⇒ 00:32:13.320 Uttam Kumaran: And this is gonna be like, this is gonna be like the lead.
356 00:32:13.796 ⇒ 00:32:17.480 Uttam Kumaran: Trying to think how like, what else, what else we need like.
357 00:32:20.980 ⇒ 00:32:22.840 Patrick Trainer: Hold on. Sorry I’m putting.
358 00:32:23.270 ⇒ 00:32:24.229 Uttam Kumaran: Oh! Hold on!
359 00:32:24.230 ⇒ 00:32:27.000 Patrick Trainer: Notes. They’re consolidating notes.
360 00:32:34.150 ⇒ 00:32:35.090 Patrick Trainer: Let’s.
361 00:32:47.530 ⇒ 00:32:49.019 Uttam Kumaran: Just gonna ask Claude.
362 00:32:49.560 ⇒ 00:32:51.085 Uttam Kumaran: what what do you think?
363 00:33:13.290 ⇒ 00:33:20.519 Uttam Kumaran: So this is also kind of, I’ll walk you through how I use AI. But this is basically what I do like every half hour on something like this.
364 00:33:20.600 ⇒ 00:33:23.320 Uttam Kumaran: And I’m trying to remind myself that actually, I don’t need to like
365 00:33:23.380 ⇒ 00:33:33.891 Uttam Kumaran: do work anymore. I can just ask it for questions. So basically, I’m gonna ask you, like, we’re trying to map out our sales buses from leads to meeting booked. Where
366 00:33:35.340 ⇒ 00:33:38.070 Uttam Kumaran: doing this in fig jam.
367 00:33:38.240 ⇒ 00:33:46.959 Uttam Kumaran: basically trying to create a legend for each of the components
368 00:33:47.320 ⇒ 00:33:48.840 Uttam Kumaran: of the flow.
369 00:33:49.120 ⇒ 00:33:52.620 Uttam Kumaran: There are systems like Hubspot
370 00:33:52.880 ⇒ 00:33:55.409 Uttam Kumaran: Apollo. Instantly.
371 00:34:00.130 ⇒ 00:34:01.220 Uttam Kumaran: there are
372 00:34:01.340 ⇒ 00:34:04.970 Uttam Kumaran: instantly. So, Zapier.
373 00:34:06.300 ⇒ 00:34:09.469 Uttam Kumaran: there are documents
374 00:34:10.530 ⇒ 00:34:11.699 Uttam Kumaran: like
375 00:34:12.230 ⇒ 00:34:15.280 Uttam Kumaran: sales materials
376 00:34:15.530 ⇒ 00:34:17.076 Uttam Kumaran: in studies.
377 00:34:18.739 ⇒ 00:34:21.544 Uttam Kumaran: There are messages
378 00:34:23.400 ⇒ 00:34:24.817 Uttam Kumaran: or touch points.
379 00:34:25.389 ⇒ 00:34:27.950 Uttam Kumaran: My emails for
380 00:34:28.770 ⇒ 00:34:31.489 Uttam Kumaran: sales, materials, case studies.
381 00:34:31.889 ⇒ 00:34:33.029 Uttam Kumaran: I’m just gonna do
382 00:34:34.159 ⇒ 00:34:41.400 Uttam Kumaran: pages. Their message touch points like emails or linkedin messages or calls.
383 00:34:42.701 ⇒ 00:34:47.690 Uttam Kumaran: There are workflows that connect each.
384 00:34:48.650 ⇒ 00:34:51.070 Uttam Kumaran: ie. Moving
385 00:34:52.195 ⇒ 00:34:54.460 Uttam Kumaran: lead from Apollo
386 00:34:54.920 ⇒ 00:34:57.080 Uttam Kumaran: to Hubspot.
387 00:35:02.280 ⇒ 00:35:03.410 Uttam Kumaran: Here’s.
388 00:35:06.710 ⇒ 00:35:11.869 Patrick Trainer: Okay, Udem I’ve got. I’ve consolidated some stuff I can share my screen.
389 00:35:12.300 ⇒ 00:35:15.430 Uttam Kumaran: Yeah. Yeah. Or if you want to hop into figma, you can just throw it in there.
390 00:35:16.222 ⇒ 00:35:19.420 Patrick Trainer: It’s all written in like mermaid.
391 00:35:20.190 ⇒ 00:35:20.760 Uttam Kumaran: Top of it.
392 00:35:21.118 ⇒ 00:35:22.550 Patrick Trainer: Yet. So it’s I
393 00:35:22.590 ⇒ 00:35:23.970 Patrick Trainer: do. Everything is
394 00:35:24.200 ⇒ 00:35:24.950 Patrick Trainer: code.
395 00:35:27.760 ⇒ 00:35:29.740 Patrick Trainer: So let’s share screen.
396 00:35:32.460 ⇒ 00:35:36.190 Patrick Trainer: Okay? So okay, y’all can see this. Let me actually get the
397 00:35:36.430 ⇒ 00:35:37.080 Patrick Trainer: preview.
398 00:35:37.080 ⇒ 00:35:37.660 Uttam Kumaran: Nice.
399 00:35:41.620 ⇒ 00:36:00.379 Patrick Trainer: Alright so well. So I’ll explain. Kind of like what this is. This is just like a it’s called mermaid. It’s a way of creating like diagrams but it’s a way of like doing it declaratively in the sense that, like it allows you to version control things as well as like.
400 00:36:01.490 ⇒ 00:36:03.169 Patrick Trainer: be explicit about
401 00:36:03.460 ⇒ 00:36:06.439 Patrick Trainer: the connections. And of all the notes.
402 00:36:06.580 ⇒ 00:36:19.269 Patrick Trainer: So over here, basically, what I have is we’ve got like the main components of like what a sales motion is. And so we have this. It’s just like a big tree.
403 00:36:19.380 ⇒ 00:36:25.680 Patrick Trainer: And so like, what does a sales motion entail? And what are the components of it? It’s like we’ve got our tech stack.
404 00:36:25.940 ⇒ 00:36:34.669 Patrick Trainer: And what is the more granular pieces of what a tech stack is, or a sales motion tech stack. We’ve got our Crm
405 00:36:34.720 ⇒ 00:36:37.500 Patrick Trainer: automation engagement enrichment
406 00:36:38.128 ⇒ 00:36:48.609 Patrick Trainer: but then we also have, like our data management sales and marketing alignment content strategies. So on and so forth. It goes far further in.
407 00:36:48.730 ⇒ 00:36:53.450 Patrick Trainer: But then we also have, like key elements
408 00:36:53.790 ⇒ 00:36:56.099 Patrick Trainer: of this. And so
409 00:36:57.040 ⇒ 00:37:02.901 Patrick Trainer: Udom. I think this is kind of speaking towards what you’re talking about of like, how do we
410 00:37:03.750 ⇒ 00:37:12.139 Patrick Trainer: like link these systems? And I think this is pretty specific, like, representative of what you’re talking about there.
411 00:37:12.310 ⇒ 00:37:15.483 Patrick Trainer: And so we have this like data enrichment.
412 00:37:16.510 ⇒ 00:37:23.270 Patrick Trainer: yeah, bucket, or what we call and like in that, we have company data that goes into like account creation.
413 00:37:23.350 ⇒ 00:37:26.490 Patrick Trainer: which goes into discovery and assignment
414 00:37:26.936 ⇒ 00:37:43.190 Patrick Trainer: which we have professional inflow flowing into there. All of this kind of happens in terms of like automation here. So we have these like triggered actions, and so like, what are all the components that relate to triggered actions?
415 00:37:43.580 ⇒ 00:37:48.520 Patrick Trainer: And that’s like assigning to a sales rep move. Moving to different campaigns.
416 00:37:48.520 ⇒ 00:37:49.000 Uttam Kumaran: Yeah.
417 00:37:49.000 ⇒ 00:37:56.519 Patrick Trainer: All of those are triggered actions, but then we also have, like contact attributes, engagement, tracking.
418 00:37:56.890 ⇒ 00:37:59.699 Patrick Trainer: How all of these like workflows and
419 00:37:59.790 ⇒ 00:38:01.099 Patrick Trainer: fall into that.
420 00:38:01.170 ⇒ 00:38:05.350 Patrick Trainer: But then, like, we have these like outside buckets, which are like
421 00:38:05.610 ⇒ 00:38:07.610 Patrick Trainer: what we do ask, like
422 00:38:07.830 ⇒ 00:38:08.730 Patrick Trainer: people
423 00:38:09.260 ⇒ 00:38:13.269 Patrick Trainer: and that’s basically like a feedback loop of like us
424 00:38:13.450 ⇒ 00:38:19.160 Patrick Trainer: going from like 1st principles of like analyzing and optimizing it to like
425 00:38:19.220 ⇒ 00:38:20.690 Patrick Trainer: looking at or
426 00:38:21.120 ⇒ 00:38:23.030 Patrick Trainer: contacts like asks
427 00:38:23.657 ⇒ 00:38:37.509 Patrick Trainer: like in like, there’s there’s that human element of like analyzing these things. It’s like we can use AI and do math models to to do all of this. But at the end of the day. It’s like it’s you
428 00:38:38.052 ⇒ 00:38:47.950 Patrick Trainer: like understanding and and assay like a gut intuitional level of like, does this actually make sense? Does it pass the the sniffs test
429 00:38:48.444 ⇒ 00:38:57.330 Patrick Trainer: and so we also have, like stage details of kind of like going from stage to stage in
430 00:38:57.380 ⇒ 00:38:59.279 Patrick Trainer: the sales process
431 00:38:59.400 ⇒ 00:39:05.109 Patrick Trainer: and what that looks like. It’s like we have that awareness stage. They become a lead.
432 00:39:05.560 ⇒ 00:39:07.090 Patrick Trainer: And then we nurture that.
433 00:39:07.090 ⇒ 00:39:07.690 Uttam Kumaran: And lead.
434 00:39:07.690 ⇒ 00:39:35.029 Patrick Trainer: That lead passes on to a qualified marketing qualified, which we nurture. Those sales accepted nurture. Those go in looping all the way down, and discovery. Showing how we present like their solution, answer and take answer to their problems, moving those into opportunities, sending them the proposal, negotiating that again, all having this feedback loop
435 00:39:35.080 ⇒ 00:39:37.640 Patrick Trainer: going back to like nurturing it.
436 00:39:37.840 ⇒ 00:39:39.409 Patrick Trainer: getting that commitment.
437 00:39:39.440 ⇒ 00:39:45.480 Patrick Trainer: sending the contract. And then we have this like fork of like actually closing the deal.
438 00:39:45.490 ⇒ 00:39:51.260 Patrick Trainer: and that goes into like close one close lost, and then closed one going into
439 00:39:51.380 ⇒ 00:39:53.510 Patrick Trainer: actually doing the work.
440 00:39:54.032 ⇒ 00:39:59.660 Patrick Trainer: And then we have, like example of like, what is this nurture stage?
441 00:39:59.700 ⇒ 00:40:07.359 Patrick Trainer: And this kind of like follows like a flow chart of like how we think about. And this is, these numbers are all like
442 00:40:07.880 ⇒ 00:40:23.090 Patrick Trainer: arbitrary. They’re all kind of like made up, but it encompasses like the the just. The idea of what’s going on here. And so we like, create these new leads we give them like, are these leads like worthy enough?
443 00:40:23.170 ⇒ 00:40:36.409 Patrick Trainer: Are they like good leads, or are they bad leads? So it’s like you assign attribute like a score to them. If it’s no, it’s like cold leads, not very, not very good. And so you put them into the more like
444 00:40:37.010 ⇒ 00:40:55.759 Patrick Trainer: general bucket. Not very like specific but then you have, like the engaged segment, or like people that have like a like a higher, like they’re self selecting in the sense that they’re like looking to buy something they’re not just like passively clicking through.
445 00:40:55.940 ⇒ 00:41:10.739 Patrick Trainer: And so that’s like when you send them like an email and then depending on how they interact with that email that’s going to then loop back and like further score that lead or
446 00:41:11.110 ⇒ 00:41:12.587 Patrick Trainer: it’s going to
447 00:41:13.150 ⇒ 00:41:19.999 Patrick Trainer: prompt, like different actions. And so kind of like, essentially, the way to think about this is like.
448 00:41:20.070 ⇒ 00:41:23.190 Patrick Trainer: it’s like an if this, then that. And it’s like, how
449 00:41:23.270 ⇒ 00:41:25.978 Patrick Trainer: or is our sales motion?
450 00:41:26.860 ⇒ 00:41:28.740 Patrick Trainer: reacting towards.
451 00:41:28.740 ⇒ 00:41:29.290 Uttam Kumaran: Yeah.
452 00:41:29.290 ⇒ 00:41:30.560 Patrick Trainer: Like.
453 00:41:30.700 ⇒ 00:41:34.269 Patrick Trainer: what things are actually happening and going on.
454 00:41:34.280 ⇒ 00:41:46.780 Patrick Trainer: And so like, you send them emails, do they click on the buttons within those emails. And then like, if they’re clicking those buttons and looking to it, it’s like, you know, that they have like this like
455 00:41:47.150 ⇒ 00:42:08.600 Patrick Trainer: they’re looking for a solution to their problem. And then, like, this creates that like touch. Point of like, okay, let’s go out and and talk to them. And that’s how you see, that’s like you’re basically like whittling down the like through the noise. Like, if you think of all your leads as noise, these leads are the ones that are creating signal and like.
456 00:42:08.600 ⇒ 00:42:09.100 Uttam Kumaran: Yeah.
457 00:42:09.100 ⇒ 00:42:10.499 Patrick Trainer: Through, and you you
458 00:42:11.270 ⇒ 00:42:16.699 Patrick Trainer: go and like you attack that signal or not, attack that signal, but, like you go and contact that signal
459 00:42:17.338 ⇒ 00:42:26.420 Patrick Trainer: and then like. So at each further down stage, it’s like you’re giving the lead in, like the the chance or the opportunity to
460 00:42:26.880 ⇒ 00:42:35.400 Patrick Trainer: give you back more feedback and like to engage with and create signal for you, and then like
461 00:42:35.490 ⇒ 00:42:38.519 Patrick Trainer: eventually, if it’s it’s all no, and they’re
462 00:42:38.810 ⇒ 00:42:43.470 Patrick Trainer: kind of like not giving signal. Then it kind of like just goes back into
463 00:42:43.940 ⇒ 00:42:46.090 Patrick Trainer: like a more kind of like
464 00:42:46.630 ⇒ 00:42:48.170 Patrick Trainer: general bucket.
465 00:42:48.240 ⇒ 00:42:52.220 Patrick Trainer: And so it’s like, yeah, they kind of they like, they cool off
466 00:42:52.653 ⇒ 00:42:58.830 Patrick Trainer: but then, like the flip side of that is, you just give them kind of like the the
467 00:42:58.980 ⇒ 00:43:00.619 Patrick Trainer: not the full on.
468 00:43:00.620 ⇒ 00:43:01.420 Uttam Kumaran: Gotcha.
469 00:43:01.420 ⇒ 00:43:11.769 Patrick Trainer: Gung! Ho! Stuff! It’s like you kind of like drip it, and you just like allow them to like, get warmed up by themselves. Because like, if you think like, if
470 00:43:11.980 ⇒ 00:43:19.389 Patrick Trainer: you have, if you’re following this like no path where people aren’t engaged, they’re not really thinking about it. If you
471 00:43:19.720 ⇒ 00:43:26.240 Patrick Trainer: immediately send out like a sales rep to like contact them. It’s either gonna one like scare them off
472 00:43:26.270 ⇒ 00:43:34.407 Patrick Trainer: and be like, oh, no, like I’m not going to talk to you, and that also, like it wastes your time or your sales reps time.
473 00:43:34.890 ⇒ 00:43:56.110 Patrick Trainer: and it but it also it doesn’t give like the opportunity for them to kind of like self select. I know when I get either like cold outreach emails, or if I look at a product and like want to demo it. I want to demo it on my own in my own time, and if I get like a like a call
474 00:43:56.120 ⇒ 00:43:59.499 Patrick Trainer: or an email from sale from some
475 00:43:59.710 ⇒ 00:44:00.480 Patrick Trainer: sales. Kid.
476 00:44:00.480 ⇒ 00:44:01.120 Uttam Kumaran: Yeah, yeah.
477 00:44:01.120 ⇒ 00:44:04.999 Patrick Trainer: Looking to do it. It’s like I’m immediately turned off and like
478 00:44:05.120 ⇒ 00:44:10.170 Patrick Trainer: like, unless I, unless I like, really want the product and willing to give them money
479 00:44:10.230 ⇒ 00:44:18.549 Patrick Trainer: like I. It’s I don’t want to talk to you like I don’t waste. Don’t waste my time like I’m doing it on my own time. And so
480 00:44:18.600 ⇒ 00:44:19.960 Patrick Trainer: that’s kind of like
481 00:44:20.400 ⇒ 00:44:26.509 Patrick Trainer: you create these touch points that give the lead like the opportunity to
482 00:44:27.570 ⇒ 00:44:32.699 Patrick Trainer: present to you that like how they’re thinking about your solution.
483 00:44:33.270 ⇒ 00:44:33.820 Uttam Kumaran: Yeah.
484 00:44:36.780 ⇒ 00:44:39.520 Uttam Kumaran: So I mean, this is, that’s perfect. I guess.
485 00:44:39.710 ⇒ 00:44:41.600 Uttam Kumaran: Pat, my question is like.
486 00:44:41.910 ⇒ 00:44:46.040 Uttam Kumaran: how do we break that apart into
487 00:44:46.470 ⇒ 00:44:47.920 Uttam Kumaran: like time?
488 00:44:48.090 ⇒ 00:44:49.210 Uttam Kumaran: Basically.
489 00:44:51.400 ⇒ 00:44:53.290 Uttam Kumaran: The goal for this team is like.
490 00:44:53.750 ⇒ 00:44:54.790 Patrick Trainer: Right, right.
491 00:44:54.790 ⇒ 00:44:56.620 Uttam Kumaran: Between, between, yeah.
492 00:44:56.620 ⇒ 00:44:57.170 Patrick Trainer: Is.
493 00:44:57.370 ⇒ 00:45:03.349 Uttam Kumaran: Well, also, it’s like I also wanted. We have, like, we have a bunch of things going on right? We have systems.
494 00:45:03.360 ⇒ 00:45:05.180 Uttam Kumaran: right? We have the documents
495 00:45:05.370 ⇒ 00:45:06.620 Uttam Kumaran: we have.
496 00:45:07.000 ⇒ 00:45:09.210 Uttam Kumaran: like the workflows between them.
497 00:45:10.452 ⇒ 00:45:12.170 Uttam Kumaran: We also have.
498 00:45:14.200 ⇒ 00:45:15.010 Uttam Kumaran: like.
499 00:45:15.470 ⇒ 00:45:22.469 Uttam Kumaran: yeah, we have the workflows between them. We have these touch points right where you actually, the workflow does a touch point, the workflow.
500 00:45:22.760 ⇒ 00:45:31.980 Uttam Kumaran: The workflow does something. It could be email, it could be slacking us something. Right? So I basically want to break all that down into
501 00:45:32.400 ⇒ 00:45:33.570 Uttam Kumaran: into tasks
502 00:45:33.870 ⇒ 00:45:43.109 Uttam Kumaran: right? And like, kind of basically have your flow and then assign each of us like your jobs to take care of how Hubspot moves between this
503 00:45:43.150 ⇒ 00:45:48.550 Uttam Kumaran: and that’s a workflow component. And then like that’s that’s owned by you right? And take a 1st pass at that.
504 00:45:48.550 ⇒ 00:45:52.979 Patrick Trainer: Right. So like the 1st step of that is one like
505 00:45:52.990 ⇒ 00:45:55.699 Patrick Trainer: defining what those stages
506 00:45:55.990 ⇒ 00:46:03.279 Patrick Trainer: like or what the what the buyer personas are, who you’re targeting, and then, like
507 00:46:03.890 ⇒ 00:46:15.570 Patrick Trainer: coming through of like, what are your sales stages like? We? We have that. But then, like we need to have like concrete and then alignment on that. It’s like this is how we’re going to think about it.
508 00:46:15.650 ⇒ 00:46:19.369 Patrick Trainer: And then the next step to that is defining like
509 00:46:19.830 ⇒ 00:46:20.680 Patrick Trainer: what
510 00:46:22.610 ⇒ 00:46:31.229 Patrick Trainer: things or happenings are going to or like define the passing of that stage, like, how like, what
511 00:46:31.880 ⇒ 00:46:34.729 Patrick Trainer: like? How does something move from
512 00:46:35.409 ⇒ 00:46:42.030 Patrick Trainer: like a product qualified lead to an actual opportunity. And like, is that
513 00:46:44.080 ⇒ 00:46:50.090 Patrick Trainer: getting a good signal on a phone call? Or is that getting like them opening up
514 00:46:50.110 ⇒ 00:47:04.430 Patrick Trainer: 5 emails like stuff like that. Yeah, these concrete steps. And that’s what’s going to guide like, the okay, how do we automate this? It’s like, because you you can’t automate like a system unless you know the
515 00:47:04.730 ⇒ 00:47:07.810 Patrick Trainer: the intermediary steps of like
516 00:47:07.890 ⇒ 00:47:12.899 Patrick Trainer: how it’s going to go. It’s like you have to be very explicit in like
517 00:47:13.070 ⇒ 00:47:28.900 Patrick Trainer: a needs to happen. a, 1, a, 2. Okay, and then. Now we’re at the B stage b, 1, b, 2 b, 3, and going through that. And that’s going to allow us to like back into that automation phase of it.
518 00:47:28.990 ⇒ 00:47:40.879 Patrick Trainer: Part of that, though, is discovering kind of like, what’s working, what’s not? How are, how are potential customers, clients reacting to these things? And a lot of that
519 00:47:41.020 ⇒ 00:47:52.680 Patrick Trainer: is like, first, st you have to get that like gut intuition and like build from the bottom up rather than from this, like 1,000 foot view and going down. And so that’s like.
520 00:47:52.820 ⇒ 00:47:54.660 Patrick Trainer: that’s the like.
521 00:47:54.730 ⇒ 00:47:57.140 Patrick Trainer: Almost like just doing it manually.
522 00:47:57.200 ⇒ 00:48:03.310 Patrick Trainer: and then like seeing how these go, and like trying these like scripts or.
523 00:48:03.310 ⇒ 00:48:03.850 Uttam Kumaran: Yeah.
524 00:48:03.850 ⇒ 00:48:06.800 Patrick Trainer: Flows, and then it’s like, if you notice that
525 00:48:07.020 ⇒ 00:48:12.230 Patrick Trainer: like, this step doesn’t make sense at all. Then like, if we were to
526 00:48:12.600 ⇒ 00:48:18.589 Patrick Trainer: have tried to automate that like upfront. Then we’ve just like wasted a lot of time and then have to rip that out.
527 00:48:18.990 ⇒ 00:48:20.090 Uttam Kumaran: Yeah, I agree.
528 00:48:20.090 ⇒ 00:48:20.720 Patrick Trainer: Yeah.
529 00:48:20.830 ⇒ 00:48:21.569 Patrick Trainer: so that.
530 00:48:21.570 ⇒ 00:48:22.469 Uttam Kumaran: That’s kind of.
531 00:48:22.470 ⇒ 00:48:23.070 Patrick Trainer: Yeah.
532 00:48:23.260 ⇒ 00:48:26.460 Uttam Kumaran: The nice thing on there is I in terms of
533 00:48:26.610 ⇒ 00:48:51.439 Uttam Kumaran: getting a person like in terms of manufacturing industry. We’ve done the manual work for email for one. Right? That was my goal is like it took me about like a month to like grab my head around all that. And then our goal is like. Now let’s can we do that in the next industry in 2 weeks? And then also, it’s not only launching it, but then we’ll have a process for leveraging the data to improve it right? But again.
534 00:48:51.440 ⇒ 00:48:51.910 Patrick Trainer: Exactly.
535 00:48:51.910 ⇒ 00:48:56.030 Uttam Kumaran: I want to establish what all the objects are before beginning to be like. Cool.
536 00:48:56.290 ⇒ 00:49:04.040 Uttam Kumaran: Abigail, can you work on this workflow? Okay, I’m going to go work on this this like Icp for this industry and then break down. Basically.
537 00:49:04.100 ⇒ 00:49:11.779 Uttam Kumaran: when we launch a new campaign, what are all the things that need to happen, because some of the workflows will reuse some of the stuff is going to be net new every time.
538 00:49:11.780 ⇒ 00:49:12.510 Patrick Trainer: Right.
539 00:49:12.510 ⇒ 00:49:22.560 Uttam Kumaran: So I do think that let’s decide on like a place to start that way. Well, what we can like. If there’s something that we can each take home
540 00:49:22.590 ⇒ 00:49:26.480 Uttam Kumaran: today and then maybe come back tomorrow or Thursday.
541 00:49:27.242 ⇒ 00:49:28.719 Uttam Kumaran: With like a
542 00:49:28.850 ⇒ 00:49:31.219 Uttam Kumaran: okay like. Here’s what we found out like
543 00:49:31.420 ⇒ 00:49:33.209 Uttam Kumaran: on the left here is like.
544 00:49:33.880 ⇒ 00:49:35.849 Uttam Kumaran: I think, basically a good
545 00:49:35.960 ⇒ 00:49:42.760 Uttam Kumaran: set of like all the objects in this whole flow. Right now the systems and documents touch points, the workflows.
546 00:49:42.940 ⇒ 00:49:44.713 Uttam Kumaran: the actions.
547 00:49:46.540 ⇒ 00:49:50.560 Uttam Kumaran: I’m not exactly sure how that’s different than the workflows.
548 00:49:50.680 ⇒ 00:49:51.989 Uttam Kumaran: We have teams.
549 00:49:52.730 ⇒ 00:49:58.642 Uttam Kumaran: we have goals, analytics, and things like that is whatever. And then we have decisions and stages.
550 00:49:59.070 ⇒ 00:50:01.489 Uttam Kumaran: So let’s maybe let’s whittle down
551 00:50:01.800 ⇒ 00:50:04.639 Uttam Kumaran: for this week to just talk about
552 00:50:06.260 ⇒ 00:50:07.100 Uttam Kumaran: Like.
553 00:50:08.870 ⇒ 00:50:15.799 Uttam Kumaran: yeah, I guess, like, I don’t know. What do you think like? How can we think about the initial deliverable and then take something to go today?
554 00:50:20.310 ⇒ 00:50:30.300 Uttam Kumaran: Cause ideally, what I’m also hoping is that, like again, we’ll just create a task list and notion. And then it’ll basically be. The task is, relate to one of these objects. One of these flows
555 00:50:30.310 ⇒ 00:50:35.023 Uttam Kumaran: for one of these campaigns. For one reason, right? That that’ll be dimensionality right?
556 00:50:40.960 ⇒ 00:50:50.969 Uttam Kumaran: and then the the last thing is because some of these are document based. The reason why I like having a notion, because I’m gonna have AI hook up to the notion.
557 00:50:51.040 ⇒ 00:50:55.899 Uttam Kumaran: So you can basically do the writing there and start to get updated.
558 00:50:56.050 ⇒ 00:51:00.620 Uttam Kumaran: And then also, we’ll then be able to hook that notion into the actual
559 00:51:00.990 ⇒ 00:51:03.909 Uttam Kumaran: platform itself. So notion will be like a document up
560 00:51:04.441 ⇒ 00:51:11.230 Uttam Kumaran: ideally, cause. I don’t think there’s really I don’t wanna have. I don’t wanna have a document hub that’s centralized to one inside one of the tools.
561 00:51:14.530 ⇒ 00:51:15.870 Uttam Kumaran: you know. So.
562 00:51:15.870 ⇒ 00:51:17.789 Patrick Trainer: Right, right, exactly.
563 00:51:17.790 ⇒ 00:51:20.530 Uttam Kumaran: Good notion as like the repo for her text.
564 00:51:21.400 ⇒ 00:51:22.090 Patrick Trainer: Right.
565 00:51:29.690 ⇒ 00:51:34.910 Uttam Kumaran: I mean, I guess, like an initial initial thing I think folks could do is just maybe
566 00:51:35.060 ⇒ 00:51:38.109 Uttam Kumaran: like one is to just walk through some of the
567 00:51:39.910 ⇒ 00:51:41.320 Uttam Kumaran: Apollo.
568 00:51:43.530 ⇒ 00:51:45.320 Uttam Kumaran: instantly.
569 00:51:46.238 ⇒ 00:51:50.069 Uttam Kumaran: and zapier like just like, get started stuff.
570 00:51:51.573 ⇒ 00:51:59.779 Uttam Kumaran: I mean, I’m again. I’m pretty familiar with this, but I wanna make sure everybody is. The problem we’re gonna have is that some of these are seat based.
571 00:51:59.790 ⇒ 00:52:02.190 Uttam Kumaran: So I’m just gonna send folks. My.
572 00:52:02.730 ⇒ 00:52:04.789 Uttam Kumaran: I think a zapier isn’t.
573 00:52:05.360 ⇒ 00:52:09.649 Uttam Kumaran: If if someone received this, I might just send you my credentials, so I don’t have to pay.
574 00:52:09.960 ⇒ 00:52:13.910 Uttam Kumaran: It’s like it’s like just such a like a shit load of money.
575 00:52:14.359 ⇒ 00:52:21.100 Uttam Kumaran: So I might just send credits. I’m just gonna add everyone to this one password vault that has a bunch of sales stuff in it.
576 00:52:22.333 ⇒ 00:52:24.876 Uttam Kumaran: That way you can access that
577 00:52:26.450 ⇒ 00:52:27.450 Uttam Kumaran: But let’s
578 00:52:27.960 ⇒ 00:52:30.579 Uttam Kumaran: I mean, I don’t know what another thing we could do is maybe
579 00:52:30.620 ⇒ 00:52:33.919 Uttam Kumaran: by Thursday we could all collaborate on
580 00:52:34.570 ⇒ 00:52:35.450 Uttam Kumaran: like
581 00:52:37.200 ⇒ 00:52:42.070 Uttam Kumaran: one of these like system flows, or I don’t know. Like, how do we? What do we want to do.
582 00:52:43.990 ⇒ 00:52:44.360 Patrick Trainer: Awesome.
583 00:52:44.360 ⇒ 00:52:49.770 Uttam Kumaran: Try to try to assign owners to like each of these objects, basically, or a mix of that.
584 00:52:50.760 ⇒ 00:52:51.610 Patrick Trainer: I think
585 00:52:52.460 ⇒ 00:52:54.289 Patrick Trainer: I think, like the issue with
586 00:52:54.300 ⇒ 00:53:00.200 Patrick Trainer: assigning, like individual owners of like one system, is that like it
587 00:53:00.950 ⇒ 00:53:05.629 Patrick Trainer: spreads out alignment. And so like, I think, part of.
588 00:53:05.700 ⇒ 00:53:10.499 Patrick Trainer: especially like for initial, like sales motions. It’s like
589 00:53:11.410 ⇒ 00:53:15.629 Patrick Trainer: everyone needs to be on the same page and understand, like the full
590 00:53:15.660 ⇒ 00:53:21.850 Patrick Trainer: like flow in the full interaction of the system. Otherwise it’s like you’re going to be siloed to
591 00:53:22.060 ⇒ 00:53:26.210 Patrick Trainer: that one particular thing, and like not have that
592 00:53:26.944 ⇒ 00:53:28.039 Patrick Trainer: kind of like
593 00:53:28.140 ⇒ 00:53:30.400 Patrick Trainer: grander contextual knowledge of.
594 00:53:30.400 ⇒ 00:53:31.040 Uttam Kumaran: Yeah.
595 00:53:31.040 ⇒ 00:53:32.480 Patrick Trainer: How things interact.
596 00:53:34.240 ⇒ 00:53:38.349 Patrick Trainer: and so in in the sense it’s like, I think of
597 00:53:40.610 ⇒ 00:53:44.260 Patrick Trainer: like there’s, I guess there’s like different phases
598 00:53:44.920 ⇒ 00:53:46.200 Patrick Trainer: in like
599 00:53:47.375 ⇒ 00:53:58.430 Patrick Trainer: which I have here in another document. But I can. I’ll I’ll I’ll push this up, but it’s like we have, like phase, one of like foundation building. And that’s essentially like
600 00:53:58.760 ⇒ 00:54:06.529 Patrick Trainer: defining the process itself and the stages within it. And like that’s going to form the backbone of of the motion
601 00:54:06.945 ⇒ 00:54:21.050 Patrick Trainer: and then like. And then we pick up the tools that like, or the essential tools that we need. And that’s like, I mean, if we got notion as the Crm like that works but then also like, How are we
602 00:54:21.730 ⇒ 00:54:24.640 Patrick Trainer: pushing out like marketing materials or marketing.
603 00:54:24.640 ⇒ 00:54:25.010 Uttam Kumaran: Yeah.
604 00:54:25.010 ⇒ 00:54:27.269 Patrick Trainer: And then engaging with sales.
605 00:54:28.182 ⇒ 00:54:30.140 Patrick Trainer: We’ve already created.
606 00:54:30.500 ⇒ 00:54:41.400 Patrick Trainer: We’re to. We’ve already started creating like buyer personas, and like those buyer personas are, what’s going to guide the targeting, targeting, and messaging.
607 00:54:41.590 ⇒ 00:54:43.669 Patrick Trainer: And then, like
608 00:54:43.830 ⇒ 00:54:47.670 Patrick Trainer: further, like further down in that is like.
609 00:54:47.790 ⇒ 00:55:01.099 Patrick Trainer: how are we scoring leads? And so we need to agree on that like, is it about like demographic fit? Is it engagement? What are those thresholds that are moving it through these different things.
610 00:55:01.950 ⇒ 00:55:03.290 Patrick Trainer: We have
611 00:55:03.490 ⇒ 00:55:04.790 Patrick Trainer: core content.
612 00:55:04.890 ⇒ 00:55:09.479 Patrick Trainer: But then that core content needs to relate back to
613 00:55:10.091 ⇒ 00:55:17.329 Patrick Trainer: those like buyer personas and then like, so how do we have like? We need like awareness, content
614 00:55:17.772 ⇒ 00:55:25.790 Patrick Trainer: consideration, content of like when they’re at that consideration stage. And then, like the decision content. So like Demos.
615 00:55:25.790 ⇒ 00:55:27.800 Uttam Kumaran: What is? What’s the difference between all 3.
616 00:55:28.910 ⇒ 00:55:29.550 Patrick Trainer: Sorry.
617 00:55:29.970 ⇒ 00:55:31.870 Uttam Kumaran: What’s the difference between all 3 like, what.
618 00:55:31.870 ⇒ 00:55:35.499 Patrick Trainer: Okay, yeah. So like, the awareness content is like.
619 00:55:35.830 ⇒ 00:55:46.899 Patrick Trainer: think of, like the like, the billboard of like, what brain forge is so like blog posts, infographics just kind of like that brand awareness of like.
620 00:55:47.060 ⇒ 00:55:48.729 Patrick Trainer: what do you even do?
621 00:55:48.840 ⇒ 00:55:50.360 Patrick Trainer: And then
622 00:55:50.670 ⇒ 00:55:56.489 Patrick Trainer: like at a consideration phase is kind of like the like showing the the.
623 00:55:56.880 ⇒ 00:56:00.680 Patrick Trainer: The proof in the pudding like are like the the
624 00:56:02.930 ⇒ 00:56:06.419 Patrick Trainer: What do you call it? Like the social proof of like, okay, we’ve
625 00:56:06.500 ⇒ 00:56:10.669 Patrick Trainer: worked with like this. They’ve had. They started at
626 00:56:10.830 ⇒ 00:56:11.690 Patrick Trainer: this
627 00:56:12.960 ⇒ 00:56:21.160 Patrick Trainer: analytics like or lack of analytics. And then, like, we’ve built these systems for them. And this is how they’re operating now.
628 00:56:21.370 ⇒ 00:56:23.109 Patrick Trainer: And so that’s like
629 00:56:23.250 ⇒ 00:56:26.076 Patrick Trainer: case studies, or like
630 00:56:28.530 ⇒ 00:56:34.270 Patrick Trainer: testimonials, those sorts of things. And then like in the decision phase.
631 00:56:34.320 ⇒ 00:56:35.860 Patrick Trainer: that’s where
632 00:56:36.310 ⇒ 00:56:42.250 Patrick Trainer: that’s where you’re like trying to drive it home. And that’s like your product, Demo, of like.
633 00:56:43.180 ⇒ 00:56:50.808 Patrick Trainer: check this out like this is like showing them real or showing our like. The the snowflake workflows, or
634 00:56:52.580 ⇒ 00:56:56.180 Patrick Trainer: even kind of like more defined case studies of like
635 00:56:56.390 ⇒ 00:56:59.790 Patrick Trainer: what was Stella’s or pool parts is like
636 00:56:59.840 ⇒ 00:57:02.179 Patrick Trainer: return on investment like they
637 00:57:02.630 ⇒ 00:57:17.800 Patrick Trainer: spend like you don’t have to give numbers, but it’s like they’ve been able to increase their decision making or make their systems more efficient by XYZ. And that shows like the like. This is how it’s actually going to benefit you.
638 00:57:19.440 ⇒ 00:57:23.520 Patrick Trainer: and then going through like everything following this like
639 00:57:23.760 ⇒ 00:57:26.119 Patrick Trainer: that like. So those 1st
640 00:57:26.670 ⇒ 00:57:31.750 Patrick Trainer: 4 or 5 points that I I laid out like, that’s like the core
641 00:57:33.230 ⇒ 00:57:35.289 Patrick Trainer: component, or like the core
642 00:57:35.590 ⇒ 00:57:49.090 Patrick Trainer: system of of the sales, motion, right? And then everything else that follows like the like process, refinement, and establishing like follow ups and sla’s, and like training. All of that
643 00:57:49.140 ⇒ 00:57:50.619 Patrick Trainer: comes kind of like
644 00:57:50.700 ⇒ 00:57:58.040 Patrick Trainer: comes after, and that’s like the iterative approach of like. That’s that’s the feedback loop. Right?
645 00:57:59.420 ⇒ 00:58:03.040 Patrick Trainer: And then, as we already have these and these systems are running.
646 00:58:03.080 ⇒ 00:58:18.729 Patrick Trainer: Then that comes into like this is, that’s where you start looking at like A B testing trying, different messaging versus this. It’s because, like, you need the the like, the foundation. And then like building the house. But then.
647 00:58:18.900 ⇒ 00:58:24.380 Patrick Trainer: then, after that, that’s when you’re trying out the different paint swatches of like what looks best.
648 00:58:24.927 ⇒ 00:58:28.990 Patrick Trainer: As a really kind of contrived example there.
649 00:58:30.460 ⇒ 00:58:37.610 Patrick Trainer: and then, and then it’s like everything else is just like developing more advanced workflows of like
650 00:58:38.570 ⇒ 00:58:40.179 Patrick Trainer: call routing or.
651 00:58:40.180 ⇒ 00:58:40.640 Uttam Kumaran: Yeah.
652 00:58:40.640 ⇒ 00:58:41.830 Patrick Trainer: Different like
653 00:58:42.160 ⇒ 00:58:43.190 Patrick Trainer: process
654 00:58:43.500 ⇒ 00:58:46.479 Patrick Trainer: formalities and like those sorts of stuff.
655 00:58:46.895 ⇒ 00:58:55.759 Patrick Trainer: But it’s really, it’s like you need those foundational elements. And then, once those are there. That’s where that’s when you can like.
656 00:58:56.190 ⇒ 00:58:57.830 Patrick Trainer: refine and expand.
657 00:58:59.200 ⇒ 00:59:00.599 Uttam Kumaran: So, for
658 00:59:01.630 ⇒ 00:59:03.280 Uttam Kumaran: let’s say for
659 00:59:03.610 ⇒ 00:59:05.370 Uttam Kumaran: thursday.
660 00:59:05.710 ⇒ 00:59:08.452 Uttam Kumaran: I think I can take the
661 00:59:11.590 ⇒ 00:59:15.360 Uttam Kumaran: like. I think I can take the buyer personas
662 00:59:15.720 ⇒ 00:59:17.680 Uttam Kumaran: and industries
663 00:59:21.750 ⇒ 00:59:24.190 Uttam Kumaran: and then I think maybe for
664 00:59:25.980 ⇒ 00:59:36.249 Uttam Kumaran: Abigail and a thar. I think it would be great for you guys to get really accustomed to the tools. I think me and Pat, like we’re we’ve used these stuff and it. It’s not that bad.
665 00:59:36.650 ⇒ 00:59:43.949 Uttam Kumaran: But I want to make sure that you guys have a good understanding of what the tools are capable of before we talk about what we’re going to do. Because then.
666 00:59:44.070 ⇒ 00:59:48.389 Uttam Kumaran: once you know what they’re capable of, you see the how narrow we’re going.
667 00:59:48.670 ⇒ 01:00:10.089 Uttam Kumaran: The next step, as soon as we implement is going to be to improve. So I think your task for Thursday, and then, I think, probably for a Monday or Tuesday, whenever you’re back, is just go through the getting started for these, and I’ll send those in the slack channel which would just be like, how do you just getting started learning about these tools? And we’ll go walking through like their webinars and things like that.
668 01:00:10.230 ⇒ 01:00:12.942 Uttam Kumaran: I think pat for me and you.
669 01:00:14.930 ⇒ 01:00:17.899 Uttam Kumaran: I think if you can think about the scoring
670 01:00:18.370 ⇒ 01:00:19.710 Uttam Kumaran: that would be great.
671 01:00:19.910 ⇒ 01:00:20.260 Patrick Trainer: Right.
672 01:00:21.950 ⇒ 01:00:23.050 Uttam Kumaran: And
673 01:00:24.560 ⇒ 01:00:41.850 Uttam Kumaran: yeah, if you could think about the scoring that’d be perfect. And I really love how you had it, which is like if they open an email, they get an added score. That’s like exactly what we need. Because right now, there’s emails that people have opened all 3 of my emails in a 2 week period and have not said anything
674 01:00:42.020 ⇒ 01:00:54.300 Uttam Kumaran: right? Right? And so there’s something there that you’re totally right. But then, right now, we don’t have any way of of like actioning on that. So I think if you can agree on the scoring which will give you a little bit, you’ll have to in that
675 01:00:54.380 ⇒ 01:00:56.880 Uttam Kumaran: motion. You’ll have to think a little bit about
676 01:00:57.110 ⇒ 01:00:58.719 Uttam Kumaran: the touch points.
677 01:00:58.860 ⇒ 01:00:59.430 Patrick Trainer: Exactly.
678 01:00:59.430 ⇒ 01:01:03.350 Uttam Kumaran: I’ll come to the table with the personas and the industries.
679 01:01:03.370 ⇒ 01:01:19.889 Uttam Kumaran: And like, Okay, we’re going after these 3 industries. I’ll the same thing I did for manufacturing. I’ll do for a couple of under with, which will be here are the case studies that we need, but we don’t have basically like anything around the materials and the personas I’ll take on.
680 01:01:20.930 ⇒ 01:01:39.690 Uttam Kumaran: And this may be stuff we have this, maybe the stuff we don’t have, which is great because we have a web person now, and we have content stuff that we can write. And then, if you want to take on the scoring leads, cause that that’ll take you through the process. Then let’s come together again on Thursday, right? And basically try to take a stab
681 01:01:41.510 ⇒ 01:01:42.340 Uttam Kumaran: like.
682 01:01:42.710 ⇒ 01:01:44.740 Uttam Kumaran: like putting the system together
683 01:01:45.404 ⇒ 01:01:46.949 Uttam Kumaran: here in figma.
684 01:01:47.140 ⇒ 01:01:47.800 Patrick Trainer: Right
685 01:01:48.951 ⇒ 01:01:56.110 Patrick Trainer: and then so for also, like Abigail and authority like these meetings are recorded and.
686 01:01:56.110 ⇒ 01:01:56.690 Uttam Kumaran: Yeah.
687 01:01:56.690 ⇒ 01:02:01.539 Patrick Trainer: So so, and I think we can like send out like summary, too. I think.
688 01:02:01.890 ⇒ 01:02:02.240 Uttam Kumaran: So.
689 01:02:02.240 ⇒ 01:02:02.750 Patrick Trainer: Like AI!
690 01:02:02.750 ⇒ 01:02:07.319 Uttam Kumaran: Yeah, actually, today, we literally just turned on our like meeting summary
691 01:02:07.430 ⇒ 01:02:09.180 Uttam Kumaran: agent that’s working.
692 01:02:09.180 ⇒ 01:02:09.620 Patrick Trainer: Oh, sweet!
693 01:02:10.278 ⇒ 01:02:13.810 Uttam Kumaran: And it’s going into notion automatically.
694 01:02:14.180 ⇒ 01:02:15.800 Uttam Kumaran: which is great. So.
695 01:02:15.800 ⇒ 01:02:16.350 Patrick Trainer: Nice.
696 01:02:16.750 ⇒ 01:02:18.309 Uttam Kumaran: Yeah, cause like, I know.
697 01:02:18.310 ⇒ 01:02:30.599 Patrick Trainer: I know I talked like a lot, and there’s a lot there and like it. It’s kind of like rapid fire. So I mean, even for me. I’d like to to go back and like what the hell did I just say.
698 01:02:31.790 ⇒ 01:02:37.817 Uttam Kumaran: So so like right here, this is like a, this is like a test that we’re doing. But we basically have, like our
699 01:02:38.830 ⇒ 01:02:40.050 Uttam Kumaran: like our
700 01:02:40.610 ⇒ 01:02:46.870 Uttam Kumaran: our Zoom Meeting. Bot is taking the Zoom Meetings as soon as they’re done like in this meeting. As soon as it’s done. Probably 10 min
701 01:02:46.910 ⇒ 01:02:50.850 Uttam Kumaran: this, this automation will run, and another meeting will get added. Here
702 01:02:50.950 ⇒ 01:02:55.440 Uttam Kumaran: I create. I already have a meetings notion that this will get added to
703 01:02:56.790 ⇒ 01:03:01.990 Uttam Kumaran: And then again, like, everything will be updated here and linked. So you’ll have the transcript. You have the video
704 01:03:02.110 ⇒ 01:03:04.329 Uttam Kumaran: and basically everything else you need. So.
705 01:03:05.800 ⇒ 01:03:07.470 Patrick Trainer: Fantastic.
706 01:03:10.160 ⇒ 01:03:11.584 Uttam Kumaran: So then for Thursday.
707 01:03:12.330 ⇒ 01:03:13.960 Uttam Kumaran: walk through
708 01:03:14.570 ⇒ 01:03:16.570 Uttam Kumaran: putting scoring
709 01:03:17.240 ⇒ 01:03:18.150 Uttam Kumaran: plus
710 01:03:21.170 ⇒ 01:03:22.160 Uttam Kumaran: impacts.
711 01:03:23.210 ⇒ 01:03:24.000 Uttam Kumaran: less
712 01:03:26.240 ⇒ 01:03:27.310 Uttam Kumaran: decide
713 01:03:27.560 ⇒ 01:03:28.860 Uttam Kumaran: activities.
714 01:03:32.540 ⇒ 01:03:34.810 Uttam Kumaran: Okay, cool. So I think that’s a good plan
715 01:03:34.880 ⇒ 01:03:38.170 Uttam Kumaran: on my end. I have to send the
716 01:03:38.290 ⇒ 01:03:40.609 Uttam Kumaran: learnings for those tools.
717 01:03:40.700 ⇒ 01:03:47.929 Uttam Kumaran: and then also, we’ll send out this meeting recording, and then I’m going to book some time for Thursday.
718 01:03:48.210 ⇒ 01:03:49.400 Uttam Kumaran: And then.
719 01:03:49.800 ⇒ 01:03:54.892 Uttam Kumaran: Pat, I’ll like we can just slack like today or tomorrow and kind of like on this stuff. So
720 01:03:56.550 ⇒ 01:03:58.200 Uttam Kumaran: okay, great, I’m pumped.
721 01:03:58.340 ⇒ 01:04:00.510 Uttam Kumaran: This is a great meeting. Yeah.
722 01:04:00.850 ⇒ 01:04:03.620 Uttam Kumaran: this is like the most productive meeting I had in a long time.
723 01:04:04.250 ⇒ 01:04:06.850 Uttam Kumaran: I think we do a pretty good job of productive meetings. So
724 01:04:09.600 ⇒ 01:04:10.610 Uttam Kumaran: cool, sweet.
725 01:04:11.040 ⇒ 01:04:14.350 Uttam Kumaran: Okay, guys, good luck at darf. I know you’re moving this week. So.
726 01:04:14.750 ⇒ 01:04:19.889 Atharv Gudi: Yeah. My roommates already gotten there, as we’ve spoken through this meeting.
727 01:04:20.200 ⇒ 01:04:20.660 Uttam Kumaran: Oh, nice!
728 01:04:20.660 ⇒ 01:04:21.229 Patrick Trainer: Oh, nice!
729 01:04:23.435 ⇒ 01:04:24.210 Uttam Kumaran: Cool.
730 01:04:25.310 ⇒ 01:04:26.339 Uttam Kumaran: Alright. Guys, yeah.
731 01:04:27.340 ⇒ 01:04:28.090 Atharv Gudi: Right? Well, yeah.
732 01:04:28.090 ⇒ 01:04:31.579 Uttam Kumaran: I’ll talk to you today. I’ll talk to you guys on Thursday. Yeah.
733 01:04:31.580 ⇒ 01:04:32.430 Abigail Zhao: I.