Meeting Title: Account List Management Strategy Sync Date: 2025-08-01 Meeting participants: Robert Tseng, Hannah Wang
WEBVTT
1 00:00:57.800 ⇒ 00:00:58.535 Hannah Wang: Hello!
2 00:01:00.450 ⇒ 00:01:01.790 Robert Tseng: Hello!
3 00:01:02.890 ⇒ 00:01:05.480 Robert Tseng: Sorry. Let me just respond in this email, real quick.
4 00:01:05.870 ⇒ 00:01:06.560 Hannah Wang: Okay.
5 00:01:48.130 ⇒ 00:01:52.990 Robert Tseng: I just got a deal, Ellie, mental health responded. And we are.
6 00:01:53.160 ⇒ 00:01:56.209 Robert Tseng: I just wanna get that sent over to Rico so you could send it.
7 00:01:56.660 ⇒ 00:01:58.520 Hannah Wang: Oh, nice! Yay!
8 00:01:58.520 ⇒ 00:01:59.120 Robert Tseng: Yeah.
9 00:02:07.960 ⇒ 00:02:10.610 Robert Tseng: operations. Rico
10 00:02:51.630 ⇒ 00:02:58.960 Robert Tseng: contracts to move us forward, added to, okay?
11 00:03:11.090 ⇒ 00:03:12.155 Robert Tseng: And
12 00:03:23.710 ⇒ 00:03:28.539 Robert Tseng: okay, well, whatever I can report back on that later. Let’s just do our call.
13 00:03:31.980 ⇒ 00:03:32.945 Robert Tseng: Yeah.
14 00:03:35.970 ⇒ 00:03:37.470 Hannah Wang: I’m confused.
15 00:03:38.220 ⇒ 00:03:39.240 Robert Tseng: Are you confused?
16 00:03:39.370 ⇒ 00:03:40.780 Hannah Wang: Okay, yeah, I know there’s a lot of
17 00:03:40.780 ⇒ 00:03:45.630 Hannah Wang: confused I just met with them at 9, and everyone’s kind of
18 00:03:46.080 ⇒ 00:03:50.904 Hannah Wang: confused I’ll try to help clarify with them.
19 00:03:54.740 ⇒ 00:04:02.539 Hannah Wang: I mean, we we get the gist we get like who owns what I think. That’s very clear.
20 00:04:03.660 ⇒ 00:04:05.028 Hannah Wang: this is not it?
21 00:04:07.532 ⇒ 00:04:21.940 Hannah Wang: These are like the nitty, gritty stuff which is fine. I asked it to ask her questions in the doc so that on Monday we can talk about it. I asked all of them to ask their questions, because I think they tend to not do that, including me.
22 00:04:22.836 ⇒ 00:04:24.570 Hannah Wang: And I just told them.
23 00:04:24.820 ⇒ 00:04:37.022 Hannah Wang: oh, if you don’t ask questions, it looks like you’re not doing anything. But I know you’re like reading the Doc and doing stuff. So ask your questions. It’s okay to like, push back and ask questions. So I encourage them to do that.
24 00:04:37.660 ⇒ 00:04:42.459 Hannah Wang: So I guess our main question is like, who
25 00:04:42.660 ⇒ 00:04:49.490 Hannah Wang: is going to help populate these lists? I’m assuming it’s Ryan.
26 00:04:49.490 ⇒ 00:04:49.810 Robert Tseng: Yeah.
27 00:04:50.298 ⇒ 00:04:52.250 Hannah Wang: Okay? And then he.
28 00:04:52.250 ⇒ 00:04:53.900 Robert Tseng: Well, me and Ryan, I guess. But yeah.
29 00:04:53.900 ⇒ 00:05:02.449 Hannah Wang: Oh, okay, so just to clarify. These lists are like, are they just
30 00:05:02.800 ⇒ 00:05:07.899 Hannah Wang: like the golden standard type companies like what we should base our search off of.
31 00:05:08.340 ⇒ 00:05:10.879 Hannah Wang: like the companies that are currently in here.
32 00:05:11.350 ⇒ 00:05:17.740 Robert Tseng: Yeah, so I did.
33 00:05:20.360 ⇒ 00:05:22.140 Robert Tseng: Yeah, I mean, I tried to.
34 00:05:23.650 ⇒ 00:05:26.970 Robert Tseng: I mean, I’m have. Have you gone into sales? Navigator? Therefore.
35 00:05:27.110 ⇒ 00:05:30.058 Hannah Wang: Yeah, let me share my whole desktop.
36 00:05:31.390 ⇒ 00:05:32.060 Robert Tseng: Yeah.
37 00:05:34.840 ⇒ 00:05:40.370 Hannah Wang: Yeah, over here. Yeah. So I know they’re all here. Are they like.
38 00:05:40.370 ⇒ 00:05:40.710 Robert Tseng: Yes.
39 00:05:40.710 ⇒ 00:05:41.730 Hannah Wang: And everything.
40 00:05:42.173 ⇒ 00:05:44.850 Robert Tseng: Yeah, I did. Well, I mean, like, obviously, they’re not like.
41 00:05:45.500 ⇒ 00:05:53.370 Robert Tseng: there aren’t that many in each list. And so I think part of it is like, Okay, at least, I put a few that are in there that are kind of on target
42 00:05:54.039 ⇒ 00:05:55.079 Robert Tseng: like the
43 00:05:56.310 ⇒ 00:06:04.420 Robert Tseng: I think, for you like the partners, and this the partner accounts like, I don’t expect these to be like AI generated, I mean.
44 00:06:04.540 ⇒ 00:06:06.869 Robert Tseng: I think these are kind of
45 00:06:07.690 ⇒ 00:06:17.348 Robert Tseng: we should add in the ones that we’re talking to. Obviously, I think that’s part of it. Maybe as far as like defining what each one is like. I tried to do that in the doc.
46 00:06:17.610 ⇒ 00:06:18.210 Hannah Wang: Yeah.
47 00:06:18.640 ⇒ 00:06:22.090 Robert Tseng: Yeah. So I think these are
48 00:06:22.900 ⇒ 00:06:27.489 Robert Tseng: kind of list that I probably lean more on you to kind of build out
49 00:06:27.910 ⇒ 00:06:31.159 Robert Tseng: more in touch with, like what partners we’re talking to.
50 00:06:31.290 ⇒ 00:06:31.890 Hannah Wang: Yeah.
51 00:06:32.970 ⇒ 00:06:42.140 Robert Tseng: and you can feel free to like change the list to whatever makes sense for you. I just thought that that would be a, it’s just a starting point. So yeah.
52 00:06:42.760 ⇒ 00:06:46.110 Hannah Wang: So what’s the difference between the list here and the list here?
53 00:06:46.400 ⇒ 00:06:52.030 Robert Tseng: Yeah. So accounts they’re they’re specific organizations. And so I think, like, maybe I’ll just
54 00:06:52.130 ⇒ 00:06:54.829 Robert Tseng: yeah, if you go to the homepage. If you go to the homepage
55 00:06:55.835 ⇒ 00:07:01.189 Robert Tseng: and then you filter by account list. Let’s just pull up one account list. It’s in the filter by all alerts.
56 00:07:01.950 ⇒ 00:07:06.480 Robert Tseng: Oh, no, like, just even in the in the in the feed. Yeah.
57 00:07:06.480 ⇒ 00:07:08.033 Hannah Wang: Oh, oh,
58 00:07:08.810 ⇒ 00:07:12.519 Robert Tseng: Yeah. So this would be one example where it’s like, Okay, great. I mean.
59 00:07:12.750 ⇒ 00:07:31.859 Robert Tseng: for I don’t. I don’t necessarily want your time going here, or if you feel like you have a fast way to just go in and quickly follow. Obviously, there’s only one fund in here. But like, yeah, you get like a you look at this, you know, just I don’t know, like once a week or like, and you just kind of on top of like, okay, well.
60 00:07:33.330 ⇒ 00:07:43.639 Robert Tseng: legal tech fund here. The updates like, they, they’re going to a conference. They just hired someone like they just made an investment or like
61 00:07:44.950 ⇒ 00:07:51.280 Robert Tseng: or yeah, or there’s like a post that’s like worth us engaging with, like, I don’t think you have to comment on everything.
62 00:07:51.390 ⇒ 00:07:57.580 Robert Tseng: But yeah, so ideally like, that’s kind of how I think you can stay on top of like what
63 00:07:58.020 ⇒ 00:08:03.900 Robert Tseng: our target partners are doing. Yeah. So I think that’s
64 00:08:04.930 ⇒ 00:08:14.190 Robert Tseng: but for, like Ryan and Sid, I mean Ryan’s building the list. But I want Sid to literally respond to every comment like on in in our list.
65 00:08:14.950 ⇒ 00:08:21.759 Robert Tseng: So if she, if she filtered by, you see if you reset the filters, yeah. And then you go off of lead list.
66 00:08:23.040 ⇒ 00:08:23.899 Hannah Wang: And she picked.
67 00:08:23.900 ⇒ 00:08:34.429 Robert Tseng: Like influencers, data, and AI experts. These guys post all the time they have good engagement. I want our. I want us to be engaging with all of these posts.
68 00:08:34.780 ⇒ 00:08:35.210 Hannah Wang: Oh!
69 00:08:35.210 ⇒ 00:08:42.029 Robert Tseng: So like you can like click on one of them. So let’s just click on Demos, or whatever like you have to click on the person you can just.
70 00:08:42.030 ⇒ 00:08:42.390 Hannah Wang: Yeah.
71 00:08:42.390 ⇒ 00:08:44.790 Robert Tseng: Open his posts and view.
72 00:08:46.130 ⇒ 00:08:57.350 Robert Tseng: yeah, so it shows up there. We like like comment or like and comment it, or whatever. And then, like I want her to like, knock out that many comments on on these on these lists. So.
73 00:08:57.350 ⇒ 00:08:58.150 Hannah Wang: Okay.
74 00:08:58.470 ⇒ 00:09:00.089 Robert Tseng: Yeah, so.
75 00:09:02.300 ⇒ 00:09:10.360 Hannah Wang: That’s helpful. So because, like how I interpreted the doc, it was more so like, Oh, these are like
76 00:09:10.550 ⇒ 00:09:22.370 Hannah Wang: the types of companies per category that we should be looking for for leads from like more of like an inspo like account
77 00:09:22.500 ⇒ 00:09:30.599 Hannah Wang: list. That’s to me what it felt like. And then to me this was like, Oh, I I know accounts as companies and leads as people, but.
78 00:09:30.600 ⇒ 00:09:30.980 Robert Tseng: Yeah.
79 00:09:30.980 ⇒ 00:09:34.149 Hannah Wang: To me like it seemed like this was the list that we like.
80 00:09:35.220 ⇒ 00:09:48.849 Hannah Wang: We just like dump every potential lead into, and then do something with, but I think it makes more sense that it’s just like, Oh, it’s accounts versus lead, and both of the lists are just like to help us keep track of
81 00:09:49.110 ⇒ 00:09:52.950 Hannah Wang: who we’re engaging with, or like who we’re going after.
82 00:09:52.990 ⇒ 00:09:57.983 Robert Tseng: Yeah, I for you. I think you should take more of the account. Perspective.
83 00:09:58.590 ⇒ 00:10:16.429 Robert Tseng: like, you don’t need to be following every single employee of an account like it just doesn’t really make sense, like, I think, yeah. So the account list should be smaller, like, you’re kind of maintaining them in that in the sense that like, yeah, I only really want, yeah, you should only really be kind of keeping up with like.
84 00:10:16.900 ⇒ 00:10:27.059 Robert Tseng: yeah, low volume like 5. Let’s just say 5 strategic accounts, 5 partners on a on any given week, because I don’t want you to be spinning your head on like 50 or whatever right?
85 00:10:27.968 ⇒ 00:10:44.201 Robert Tseng: But like, you’re yeah, you’re just paying attention to them. And you’re like, Okay, this is what they’re up to like. This is how we can engage with them. You know, there’s no real yeah, it can either be. There’s actually an opportunity for us to reach out to them.
86 00:10:44.750 ⇒ 00:10:57.469 Robert Tseng: yeah, we connect with this person we can try to like hit them at like different kind of like what I did from like the la talent conversation. Right? I go. I meet glimpse. I’m like great. There, I know that they’re I just talked to their partnerships. Person.
87 00:10:57.700 ⇒ 00:11:21.559 Robert Tseng: I mean, things are not always in your control, like I knew they hired an events person. So I kind of came out of that conversation. I had like one meeting with them. And I was like, Okay, I think there’s an opportunity to do co-marketing with them, and there’s an opportunity to like post sell. Like, just you know, we we share our partner, Kit, with them. We get their partner, Kit. We can. You know, we’re going after the same company. So maybe there’s something we can do together
88 00:11:22.180 ⇒ 00:11:43.190 Robert Tseng: yesterday’s call afterwards. I was telling you, Tom. Well, Matt Matt seemed very low energy, whatever like it just didn’t seem as hyped as he was when we talked in. La, you know, maybe set things up with him. But at least Mary is in the loop, and Mary’s fresh on the team, and she had a lot of great ideas for how we could kind of partner on events. Fine like that’s that’s the momentum we’ll go after.
89 00:11:43.190 ⇒ 00:11:43.590 Hannah Wang: And.
90 00:11:43.590 ⇒ 00:12:12.760 Robert Tseng: Like the Matt thing. He doesn’t seem like the decision maker, he kept saying. Oh, Sean is gonna be the guy. And oh, 2 months later, like he didn’t have like a, it’s not like a okay. This is a good opportunity now. So in my mind, it’s like, Okay, well, that’s kind of the direction of this partnership. We’re just gonna do that slack channel. We’ll stay engaged there really try to make Mary our advocate. I think we just kind of go after the person who’s the most excited about us. Yeah. So like that to me, I’m just talking through that as an example of like how I think about the partnership
91 00:12:13.384 ⇒ 00:12:17.879 Robert Tseng: and then for you like you’re working with with. Now you get. Now you have Mary, and
92 00:12:18.149 ⇒ 00:12:43.320 Robert Tseng: we’re going to the same events, you know, like there’s like opportunity for us to drop like little videos of like, Hey, by the way, like the go to market automation thing we do. This is what we do for our team. This is helpful for your team. We don’t have to keep selling them on our direct service. But it’s like you have the opportunity to kinda keep building that relationship with Mary. She has a much bigger budget than you do for like events. And so and she probably learns stuff like you could learn stuff from her like.
93 00:12:43.900 ⇒ 00:12:47.210 Robert Tseng: I mean. So anyway, I I just, I’m trying to.
94 00:12:47.360 ⇒ 00:12:54.670 Robert Tseng: Yeah, okay? So I I think that’s where the creativity of like, well, this is how you kind of explore how you can build the relationship with them.
95 00:12:55.360 ⇒ 00:12:56.890 Robert Tseng: By kind of.
96 00:12:57.000 ⇒ 00:13:11.810 Robert Tseng: But yeah, we’ll just. We’ll just we’ll just see how that how that goes. Right? So you kind of know, like we’re in a bunch of partner slack channels that we, Tom, set up that are just dead, like people respond like once a month like it’s just. I don’t even know why we’re in them like I don’t.
97 00:13:11.990 ⇒ 00:13:18.740 Robert Tseng: I think we should only be talking to partners that we have momentum with so kind of want you to be kind of the owner of like.
98 00:13:18.940 ⇒ 00:13:25.720 Robert Tseng: okay, well, these 5 partner leads, or whatever we’re just gonna call partners. These 5 partners.
99 00:13:26.040 ⇒ 00:13:38.649 Robert Tseng: you know, we have daily or weekly engagement with them. We already have something on the books like there clearly is some momentum. Let’s just keep leaning into those ones. But, like all these other Rando partners like we’re not, gonna
100 00:13:38.780 ⇒ 00:13:52.489 Robert Tseng: you know. We just relegate them to follow up next month or follow up next quarter, or whatever and so like that way. You’re always managing like a smaller list to start. And we can see how that scales up. But like.
101 00:13:52.750 ⇒ 00:14:13.829 Robert Tseng: yeah, like, that’s how I envision like what you’re doing. That’s very different from Ryan and Sid. I think Ryan and Sid, they’re just building big lists, and Sid has to hit volume. If she doesn’t hit volume. I’m switching her out for someone else like that’s just how like I’m measuring her her performance. So I yeah, you’re and I’m that’s not how I’m measuring.
102 00:14:14.220 ⇒ 00:14:16.470 Robert Tseng: That’s not how I how I see your role. So.
103 00:14:16.470 ⇒ 00:14:33.510 Hannah Wang: Yeah. So for the list that are in the account list are they? Should I include companies that are leads and not actually like cause we have partners that we’re currently working with. And we signed an agreement with. So I’m assuming, obviously, those aren’t gonna be here right. These are the ones that we’re trying to go after.
104 00:14:33.700 ⇒ 00:14:36.309 Robert Tseng: Yeah, yeah, so there is kind of like, a.
105 00:14:36.310 ⇒ 00:14:37.000 Hannah Wang: Yeah.
106 00:14:37.000 ⇒ 00:14:39.409 Robert Tseng: Yeah, default shouldn’t really be here, I guess, because.
107 00:14:39.410 ⇒ 00:14:39.730 Hannah Wang: Exactly.
108 00:14:39.730 ⇒ 00:14:51.060 Robert Tseng: Already. They’re already a client. So we can remove them. So like, yeah, I mean, there’s like some list kind of cleaning stuff that you can kind of do. Maybe you move them to like active, you know, customer clients or something, and that’s like a.
109 00:14:51.060 ⇒ 00:14:51.440 Hannah Wang: Right.
110 00:14:51.440 ⇒ 00:14:58.870 Robert Tseng: Maybe helpful this for you at some other for something else. But yeah, kinda want you to just kind of take over like how we.
111 00:14:58.870 ⇒ 00:14:59.210 Hannah Wang: Okay.
112 00:14:59.210 ⇒ 00:15:00.999 Robert Tseng: And keep track of these account lists.
113 00:15:01.350 ⇒ 00:15:06.869 Hannah Wang: So I can get rid of. Is there any of these that you want still in here, or are they stale.
114 00:15:08.400 ⇒ 00:15:09.930 Robert Tseng: So
115 00:15:10.720 ⇒ 00:15:27.140 Robert Tseng: bespoke. I want to keep yeah, like inner world. I would keep as well like we lost them as a lead. But I think Jesse is a advocate like he can. He’ll he may come back around. We just kind of have to stay stay with them.
116 00:15:27.567 ⇒ 00:15:39.309 Robert Tseng: Moss and torches like, I don’t really have a moss. I have a advocate. I mean, I would take, maybe moss and torches out. Actually, they’re just maybe that that’s like, let’s not kind of overdo it.
117 00:15:41.819 ⇒ 00:15:42.669 Hannah Wang: Remove.
118 00:15:42.830 ⇒ 00:15:43.530 Robert Tseng: Yeah.
119 00:15:43.530 ⇒ 00:15:51.790 Hannah Wang: So I’m not refreshing this list every week. Right? It’s just like me maintaining and like keeping up with
120 00:15:51.990 ⇒ 00:15:57.379 Hannah Wang: these 3 to 5 companies per sales and per partner.
121 00:15:57.910 ⇒ 00:16:03.499 Robert Tseng: Yeah, well, so I think 3 to 5 is probably a little bit too small, like, I think
122 00:16:03.890 ⇒ 00:16:05.449 Robert Tseng: or 5 to 10,
123 00:16:05.680 ⇒ 00:16:17.335 Robert Tseng: yeah, so like maybe the strategic one like, I don’t know how you want to separate this out like there are some we just took out of list like 4G’s. I had one conversation with a Vp of marketing there.
124 00:16:17.820 ⇒ 00:16:25.049 Robert Tseng: yeah, I would like to go after them, but they’re just like it’s like a pretty far stretch like I don’t really know how I would get to them. So
125 00:16:25.390 ⇒ 00:16:26.570 Robert Tseng: Whereas like
126 00:16:26.940 ⇒ 00:16:35.550 Robert Tseng: yes, I I think this that’s kind of where you kind of have to construct like the Icps, or like kind of the the lists of like
127 00:16:36.120 ⇒ 00:16:42.590 Robert Tseng: what? Who fits into what list and like? What are the different tactics to go after them. Like
128 00:16:42.980 ⇒ 00:16:51.618 Robert Tseng: one of our clients does this, which is crazy like I think. I I’m not. I just want to show you like. This is what this is. What like actual people do.
129 00:16:54.050 ⇒ 00:16:58.919 Robert Tseng: default copy. Icp signals.
130 00:17:06.290 ⇒ 00:17:10.480 Robert Tseng: Yeah, so like, this is default and their head of
131 00:17:10.650 ⇒ 00:17:16.089 Robert Tseng: go to market. Who is Ryan? He has a hundred Icp signals. These are like
132 00:17:17.159 ⇒ 00:17:22.550 Robert Tseng: Businesses who have experience with this, who have, who stated that they have these issues,
133 00:17:23.980 ⇒ 00:17:37.835 Robert Tseng: like and use these tools. This combination suggests blank. And I’m sure they’re going into a list like we’re building stuff for them to put them into a list, and they’re gonna go after them in a certain way, like, that’s kind of
134 00:17:38.530 ⇒ 00:17:42.140 Robert Tseng: I mean, you don’t need a hundred combinations, but, like
135 00:17:42.260 ⇒ 00:17:45.429 Robert Tseng: what I gave you is just like a starting point. So.
136 00:17:45.840 ⇒ 00:17:55.519 Robert Tseng: I think there is like a manually curated list of like 5 to 10 that you’re like actively thinking about on a weekly basis. And like
137 00:17:55.950 ⇒ 00:17:58.140 Robert Tseng: you, switch those out like, I think, within a week.
138 00:17:58.490 ⇒ 00:18:02.799 Robert Tseng: figure out whether or not you can assess whether or not an account should stay there or not.
139 00:18:03.300 ⇒ 00:18:14.829 Robert Tseng: But then maybe there’s other lists that are this, just like a catch, all list of like, yeah leads that we had stay in touch with or whatever. And you can assign stuff like that to sit, because, like, maybe, it is kind of like figuring out like.
140 00:18:14.930 ⇒ 00:18:22.049 Robert Tseng: well, we have stuff in Hubspot that’s already there. And like, you’re kind of just spending time copy pasting stuff into sales nav because
141 00:18:22.160 ⇒ 00:18:32.550 Robert Tseng: Hubspot doesn’t have a feed like, you know, it’s just. It’s just a listener like any activity needs to be streamed into Hubspot, whereas, like in sales navigator.
142 00:18:32.690 ⇒ 00:18:42.460 Robert Tseng: the accounts, the people, like all the post engagement, it automatically flows into that platform. So it’s more of a top of funnel tool Hubspot to me as a Crm. It’s more of like a
143 00:18:42.790 ⇒ 00:18:53.909 Robert Tseng: you know. Once. Once we do anything about it, then the activity gets logged. But it doesn’t actually show us anything about what these people or accounts are doing. It’s completely reliant on what we input into the system.
144 00:18:54.860 ⇒ 00:18:56.280 Robert Tseng: So, okay.
145 00:18:56.740 ⇒ 00:19:20.570 Robert Tseng: yeah, like, I, I think my my ask for you. I was just like, okay, well, at least I want to know that you’re actively thinking about 5 to 10 accounts weekly, and you’re giving us an assessment of like, hey? These were the strategic accounts I thought about and like these are what we could do, you know, and like Yes, no, and like, if it’s no, then we take them out of the list and we
146 00:19:20.570 ⇒ 00:19:27.729 Robert Tseng: move on if it’s like, Okay, great like, we reached out to Torthy Tacos, like the the plan is to
147 00:19:27.750 ⇒ 00:19:38.770 Robert Tseng: connect with the Vp of marketing torqueous Taco is gonna show up at an Austin event. They’re based in Austin. And U. Time you’re gonna go to that event. Then maybe you keep them in that list, and you kind of extend them long.
148 00:19:38.770 ⇒ 00:19:39.210 Hannah Wang: Speaker.
149 00:19:39.660 ⇒ 00:19:40.160 Hannah Wang: I see.
150 00:19:40.160 ⇒ 00:19:43.869 Robert Tseng: But yeah, like, I just kind of yeah, some something about
151 00:19:44.370 ⇒ 00:19:49.249 Robert Tseng: like, yeah, I think you’re, you’re like, what you’re doing is like, we’re
152 00:19:51.670 ⇒ 00:19:59.760 Robert Tseng: like we’re able to like the lead stuff that, like Ryan and Sid do. It’s like very short, like
153 00:20:03.730 ⇒ 00:20:06.480 Robert Tseng: It’s like a very short feedback loop. It’s just like.
154 00:20:07.250 ⇒ 00:20:25.020 Robert Tseng: Add to list, shoot a message and just hope for the best, you know. But, like yours is like, Okay, well, who are the accounts we actually think are the best ones for us to go after. And yeah, you’re not gonna get it right. I’m sure your 1st list is probably not gonna be great. But then
155 00:20:25.520 ⇒ 00:20:29.110 Robert Tseng: eventually, like, you’re gonna get to a place where?
156 00:20:29.310 ⇒ 00:20:50.960 Robert Tseng: Yeah, next, the next 5 is that you put out every week is just gonna get more and more targeted. And then our success at like going after those accounts is gonna go up to. So I think that’s that’s kind of what it is like. I understand that it will take time to kind of ramp up to having an understanding of who is actually like a good partner, Target, who’s a good.
157 00:20:50.960 ⇒ 00:20:51.310 Hannah Wang: Yeah.
158 00:20:51.310 ⇒ 00:20:55.330 Robert Tseng: Account target for us. But yeah, that’s that’s kind of what.
159 00:20:55.330 ⇒ 00:20:56.080 Hannah Wang: Okay.
160 00:20:56.080 ⇒ 00:20:56.819 Robert Tseng: It is.
161 00:20:57.020 ⇒ 00:21:03.570 Hannah Wang: I see. And then finding those 5 to 10
162 00:21:03.830 ⇒ 00:21:13.200 Hannah Wang: should I just like do like a look alike, or I guess, what’s your suggestion for helping me find those 5 to 10 per week.
163 00:21:13.200 ⇒ 00:21:15.980 Robert Tseng: Yeah. So on the partner side, we already have.
164 00:21:15.980 ⇒ 00:21:16.780 Hannah Wang: I mean, there’s a ton.
165 00:21:16.780 ⇒ 00:21:31.749 Robert Tseng: Yeah, so we could start there. We can just add those in. And just you, you’re kind of doing the thinking of like, okay, well is amplitude and mixed panel actually like really worth our time at this point, what do we know and don’t know about them, and like trying to like piece those pieces together.
166 00:21:32.181 ⇒ 00:21:44.510 Robert Tseng: And a lot of the stuff is kind of just maybe in Utah, in my brain or whatever. And so maybe we just need to just like blah blah about it. But like I mean, the point is for you to kind of get us a sense of it as well.
167 00:21:44.510 ⇒ 00:21:47.540 Hannah Wang: Okay, yeah. And then for, like
168 00:21:48.310 ⇒ 00:22:01.739 Hannah Wang: engaging with these account posts like, Do do I just do it for you like I’m so scared to. I’m not scared to do that, but it’s like I don’t know how to talk like you. I guess that’s why we’re building out a bot or whatever. But like.
169 00:22:02.280 ⇒ 00:22:09.017 Robert Tseng: Yeah, I mean, that’s that’s not really taking that long. I mean for me, like I don’t know. Let’s just pick one like
170 00:22:09.610 ⇒ 00:22:14.779 Hannah Wang: I mean, I’ve seen your messages before, like I’ve seen some leads that you’ve talked to, and I looked at the message.
171 00:22:15.000 ⇒ 00:22:25.839 Hannah Wang: You got like ghosted a ton. But you just you’re like, Hey, like good to connect like something something. Oh, Ps, this like, I don’t know how to talk like you, but.
172 00:22:25.840 ⇒ 00:22:30.165 Robert Tseng: Yeah, I mean, you know, if you think this but well, like so like this dude like,
173 00:22:30.420 ⇒ 00:22:30.970 Hannah Wang: Yeah.
174 00:22:31.290 ⇒ 00:22:46.119 Robert Tseng: Yeah. AI targeted message. I didn’t actually end up seeing him at the conference tried to circle back with him. And now he’s like, yeah, sure. Let’s let’s let’s talk. This is a partner. Lead? General Mills, he leads the venture arm at General Mills.
175 00:22:47.190 ⇒ 00:23:01.210 Robert Tseng: Interesting. Cpg. Brands, Cpg investments. I think it could be a good one. He’s based in la I know that General Mills is, you know, they they probably are well, real well resourced. But, like he, you know.
176 00:23:01.390 ⇒ 00:23:07.247 Robert Tseng: I don’t know if any company that General Mills is actually invested in. That’s that’s like that. Great. So like
177 00:23:07.790 ⇒ 00:23:17.369 Robert Tseng: I don’t know. Anyway, I I’m interested. Great like. This is like an action item that I would, you know, probably want help kind of setting up so yeah, you could kind of
178 00:23:17.520 ⇒ 00:23:21.819 Robert Tseng: take this, you could even add General Mills as like an example. And you can use this. And
179 00:23:21.940 ⇒ 00:23:25.789 Robert Tseng: yeah, now, the takeaway is, yeah, you’re gonna help us set up
180 00:23:25.900 ⇒ 00:23:31.460 Robert Tseng: an appointment with with Miles. And I’m gonna try to just get on a call with him.
181 00:23:32.800 ⇒ 00:23:33.400 Robert Tseng: Yeah.
182 00:23:33.820 ⇒ 00:23:34.710 Robert Tseng: So.
183 00:23:35.030 ⇒ 00:23:50.220 Robert Tseng: but people, people ghost. And they come back around this dude is like, Yeah, I would like, you know, he’s reached out to me up work before some Christian dude based in Australia hits me up 6 months later. He’s like, Hey, I’m trying to raise money for my product. It’s this like Bible thing, or like.
184 00:23:50.220 ⇒ 00:23:50.950 Hannah Wang: Okay.
185 00:23:50.950 ⇒ 00:23:57.825 Robert Tseng: Do you know anybody? And it’s like cool. I was like, thanks for reaching back out. I’ll see what I can do. I haven’t done anything but
186 00:23:59.090 ⇒ 00:24:06.069 Robert Tseng: But yeah, it’s like, well, so even if people ghost me like, I mean, clearly, he thought about me 6 months later, like I.
187 00:24:06.070 ⇒ 00:24:06.480 Hannah Wang: Yeah.
188 00:24:06.480 ⇒ 00:24:14.219 Robert Tseng: I think it’s just the the partnership. And the strategic account stuff is like a long, it’s like a long, longer play. Yeah, longer.
189 00:24:14.460 ⇒ 00:24:18.269 Robert Tseng: Yeah, even this dude like the Matt’s boss. He’s like my.
190 00:24:18.270 ⇒ 00:24:18.630 Hannah Wang: Yeah.
191 00:24:18.630 ⇒ 00:24:19.460 Robert Tseng: Like.
192 00:24:19.460 ⇒ 00:24:20.880 Hannah Wang: Oh, no way.
193 00:24:21.080 ⇒ 00:24:25.139 Robert Tseng: Yeah, I knew him from high school. We went to a camp and we went to Usc. Together.
194 00:24:25.300 ⇒ 00:24:35.840 Robert Tseng: But ghosted ghosted, you know, tried to meet up never happened like it took 6 months for me to actually have like a conversation. And then I pitched his dude. Which is Matt, right? So like, it’s just like.
195 00:24:36.330 ⇒ 00:24:36.690 Hannah Wang: Okay.
196 00:24:36.690 ⇒ 00:24:40.150 Robert Tseng: I mean, I don’t know like there’s there’s I’m sure.
197 00:24:40.150 ⇒ 00:24:41.429 Hannah Wang: Relationship building.
198 00:24:41.430 ⇒ 00:24:51.800 Robert Tseng: It’s just relationship building. Yeah, you’re just like, it’s just like online dating a bunch of people. It’s like, well, you want to make it online. You don’t want to keep it online. You don’t want to stay in the Dms. You want to just.
199 00:24:51.800 ⇒ 00:24:52.190 Hannah Wang: Right.
200 00:24:52.190 ⇒ 00:24:54.290 Robert Tseng: Meet in person if you can. Right. So
201 00:24:56.660 ⇒ 00:24:57.430 Hannah Wang: I see.
202 00:24:57.430 ⇒ 00:25:08.844 Hannah Wang: Okay, that’s helpful. Because I think I mean, I appreciate you building out the playbook and stuff. But I think it was just like a lot for us to ingest. And we’re we were like, what do we do?
203 00:25:09.130 ⇒ 00:25:09.830 Robert Tseng: Yeah.
204 00:25:10.400 ⇒ 00:25:20.367 Hannah Wang: So I guess I kinda wanna help Sid and Ryan, I think I’ll have them watch this video because I think it’s helpful. So for them like, if you go, if I can share my screen now.
205 00:25:23.830 ⇒ 00:25:29.989 Hannah Wang: oh, okay. So for these lists.
206 00:25:30.500 ⇒ 00:25:35.820 Hannah Wang: like I, it was helpful for you to show me that this is how you can do it, cause I was like.
207 00:25:35.820 ⇒ 00:25:36.160 Robert Tseng: What?
208 00:25:36.160 ⇒ 00:25:45.699 Hannah Wang: The point of building this list out, and I understand now it’s to filter the homepage so for these lists like, how do you recommend them
209 00:25:46.560 ⇒ 00:25:49.769 Hannah Wang: like, I guess this is kind of
210 00:25:50.370 ⇒ 00:25:59.170 Hannah Wang: like, based on the accounts that I go after. I can just like Funnel the C-suite head of whatever people into these lists, and then like.
211 00:25:59.430 ⇒ 00:26:04.469 Hannah Wang: or maybe that’s not a good strategy. But yeah, like, how do you recommend? They like
212 00:26:04.600 ⇒ 00:26:07.890 Hannah Wang: or Ryan populates these 1, 2, 3.
213 00:26:07.890 ⇒ 00:26:27.270 Robert Tseng: Yeah, so I did number them in terms of priority. I mean, I don’t expect them to everything. I think the number one is the most important. I think those are the lowest risk. Yeah, they’re just people that we’re not actually selling to. They just have, like, you know, thousands of followers that even the comments that we leave on them they get like thousands.
214 00:26:27.270 ⇒ 00:26:27.630 Hannah Wang: Right.
215 00:26:27.800 ⇒ 00:26:34.860 Robert Tseng: And that will that will funnel traffic to us. And then people get more. It’s just like a way to amplify the content work that Ryan’s already doing.
216 00:26:35.805 ⇒ 00:26:40.760 Robert Tseng: So yeah, I think like that one, I think.
217 00:26:42.550 ⇒ 00:26:52.280 Robert Tseng: Yeah, Ryan should be. Ryan should build out the lists more. And then Sid should just be, you know, making sure that each of them have engagement so.
218 00:26:52.280 ⇒ 00:26:52.690 Hannah Wang: And then.
219 00:26:53.021 ⇒ 00:27:09.599 Robert Tseng: Yeah, I think, like, right now, there’s only 16 people in that in the priority one, whatever. And so you know, that’s at Max, probably 16 like comments a day, which is not the volume that I want her to hit. I want her to hit 30. So
220 00:27:10.121 ⇒ 00:27:20.030 Robert Tseng: even that, I think, can can be better like. Obviously, as Ryan basically adds like 10 to each of those lists, then she will have 30 to to add.
221 00:27:20.030 ⇒ 00:27:20.470 Hannah Wang: Absolutely.
222 00:27:20.470 ⇒ 00:27:21.870 Robert Tseng: Engaged with daily.
223 00:27:22.191 ⇒ 00:27:38.430 Robert Tseng: But then most of them are not posting every day. So maybe those lists have to be more like 20 in each one. And so that’s like kind of what Ryan has to do. And then, you know, once he does that, then, as far as like partners, leads, and like in the second one, like court. Q, 3.
224 00:27:38.851 ⇒ 00:27:49.999 Robert Tseng: This one is more like, okay, like specifically people from Hubspot that are in our active pipeline like, I wonder if the AI team can help us? With this?
225 00:27:50.010 ⇒ 00:28:08.980 Robert Tseng: Because if we come and I are living in Hubspot and updating statuses. There, we’re adding contacts and stuff we don’t wanna like. Then basically redo the same thing. And like, add people manually twice into these lists. So it would be nice if we could actually just be able to sync those
226 00:28:09.623 ⇒ 00:28:14.560 Robert Tseng: to somehow, like, maybe it doesn’t work one directionally from
227 00:28:14.660 ⇒ 00:28:18.769 Robert Tseng: Hubspot to Linkedin. But like maybe it goes from Linkedin to Hubspot.
228 00:28:18.910 ⇒ 00:28:31.505 Robert Tseng: in which case that tells me I shouldn’t be adding contacts in Hubspot, I should only be adding them to these lists, and then these lists will automatically pull into Hubspot. Maybe that’s how the system works. I don’t know.
229 00:28:32.190 ⇒ 00:28:36.660 Hannah Wang: Yeah, I mean mine said. There’s no way to like pull anything into
230 00:28:36.910 ⇒ 00:28:41.689 Hannah Wang: Linkedin. I guess we can ask Mustafa, but I think he said. Mustafa also doesn’t
231 00:28:41.820 ⇒ 00:28:45.210 Hannah Wang: know like how to automate
232 00:28:45.410 ⇒ 00:28:54.630 Hannah Wang: cause. His concern was like, Oh, manually adding, everyone, it’s gonna it takes a long time. It’s like not efficient. So I feel like what he, his strategy.
233 00:28:55.370 ⇒ 00:28:57.360 Hannah Wang: I think, was, gonna be like.
234 00:28:57.920 ⇒ 00:29:18.970 Hannah Wang: do a bunch of look like clay, like enrichment stuff for like searching companies. And then, like he was like, Oh, maybe we can just keep them in a Google sheet instead of like manually adding everyone into into Linkedin but now I see your strategy. It’s like, Oh, if we’re going yeah and Hubspot, there’s like a ton of contacts that we can like
235 00:29:19.230 ⇒ 00:29:23.460 Hannah Wang: reach out to right. That’s like the strategy.
236 00:29:23.860 ⇒ 00:29:31.520 Robert Tseng: Yeah. And I I think what Ryan’s saying makes sense, I think, like the value. Add comments, tracker thing. Sorry if I could just replace the screen share one more time.
237 00:29:32.151 ⇒ 00:29:40.340 Robert Tseng: Yeah. So we’re not gonna use like sales navigator, because it’s like, it doesn’t really can sync to Hubspot. Yeah. Whoa, this is not
238 00:29:41.530 ⇒ 00:29:44.529 Robert Tseng: Whoa, whoa! Someone updated this.
239 00:29:44.760 ⇒ 00:29:45.450 Robert Tseng: Huh?
240 00:29:46.110 ⇒ 00:29:47.649 Hannah Wang: Yeah, they’ve been working on it.
241 00:29:47.650 ⇒ 00:29:49.842 Robert Tseng: Nice. Okay, well, anyway,
242 00:29:50.760 ⇒ 00:30:01.840 Robert Tseng: yeah, it looks different. Well, anyway. So I just kinda start from here. Yeah. So if it makes sense to just like, create the list here, and then, you know so and so is just
243 00:30:02.070 ⇒ 00:30:13.139 Robert Tseng: clicking into each of these like, I don’t know if that’s like. I don’t think workflow wise. That’s any faster, because you’re gonna have to click into John Gray and then go to his like
244 00:30:13.770 ⇒ 00:30:27.080 Robert Tseng: post and then like, do something here, whereas if it showed up here, then you can just do it in the platform or not have to do all this switching back and forth. So I don’t necessarily think the Google sheet is faster. Maybe there is a way, but that’s kind of.
245 00:30:27.820 ⇒ 00:30:31.730 Robert Tseng: On you guys to figure out how to automate your work? I guess so.
246 00:30:31.730 ⇒ 00:30:32.150 Hannah Wang: Workflow.
247 00:30:33.460 ⇒ 00:30:43.319 Robert Tseng: yeah. So I mean, yeah, if this I do think this is easier to maintain, because, like, you know, I know how tedious it is to build this in here. You literally have to go and manually go, and like.
248 00:30:43.320 ⇒ 00:30:43.660 Hannah Wang: Yeah.
249 00:30:43.660 ⇒ 00:30:59.090 Robert Tseng: Add and remove people here. You can just duplicate like clean out rows very quickly. So maybe this does end up being faster, and this must make sense. But yeah, so I think that’s that’s kind of on you guys to to figure out what what works. So.
250 00:30:59.090 ⇒ 00:30:59.730 Hannah Wang: Okay.
251 00:30:59.950 ⇒ 00:31:08.199 Robert Tseng: Yeah, I I guess you don’t have to use exactly the list that I started with. I just you know the the platform is here.
252 00:31:08.350 ⇒ 00:31:15.100 Robert Tseng: But it. What is helpful is that I can load lists directly into like this view.
253 00:31:15.230 ⇒ 00:31:17.200 Robert Tseng: and I can just
254 00:31:17.780 ⇒ 00:31:32.529 Robert Tseng: knock them all out in like one by one. I can just go here and like like, and be like awesome like, and just kind of hit all of these in this in this list like you can filter it by.
255 00:31:33.070 ⇒ 00:31:38.870 Robert Tseng: I think, sort by latest.
256 00:31:39.860 ⇒ 00:31:42.440 Robert Tseng: Oh, well, yeah, something like that.
257 00:31:42.590 ⇒ 00:31:44.470 Hannah Wang: Yeah, okay.
258 00:31:44.800 ⇒ 00:31:52.620 Hannah Wang: that that’s helpful. So for for them, it’s like, based on the 30 to 50 account leads that we have in
259 00:31:52.770 ⇒ 00:32:04.800 Hannah Wang: each of those lists like some of them post every day, some some don’t. So just like hitting the 30, whoever it is, and commenting and engaging with their posts like that’s their mission.
260 00:32:04.970 ⇒ 00:32:06.050 Hannah Wang: I guess.
261 00:32:06.450 ⇒ 00:32:07.060 Robert Tseng: Yeah.
262 00:32:07.390 ⇒ 00:32:12.290 Hannah Wang: Okay, and then you said, getting that list
263 00:32:12.710 ⇒ 00:32:15.459 Hannah Wang: like Ryan can help fill it in.
264 00:32:16.450 ⇒ 00:32:18.160 Hannah Wang: And he I’m sure
265 00:32:18.690 ⇒ 00:32:23.020 Hannah Wang: I’m sure he maybe he doesn’t like. Maybe he doesn’t have a strategy on how to
266 00:32:23.290 ⇒ 00:32:34.659 Hannah Wang: populate it. But you said also, Hubspot, you can just bring in contacts from there as well, because we have a lot of leads, and like in all stages in the pipeline, so.
267 00:32:40.284 ⇒ 00:32:41.649 Robert Tseng: Sorry. I think you got cut off.
268 00:32:41.650 ⇒ 00:32:41.970 Hannah Wang: Maybe.
269 00:32:41.970 ⇒ 00:32:42.699 Robert Tseng: Pretty sure what you’re saying.
270 00:32:42.700 ⇒ 00:32:45.650 Hannah Wang: Start there and bring in people from Hubspot, or something.
271 00:32:46.550 ⇒ 00:32:50.489 Robert Tseng: I? Yeah, I think you got cut off the last 30 seconds. I didn’t hear what you said.
272 00:32:50.490 ⇒ 00:32:53.097 Robert Tseng: Yeah, it said, my Internet was unstable.
273 00:32:54.623 ⇒ 00:33:00.529 Hannah Wang: I was saying, in terms of like helping Ryan populate those lists like you said
274 00:33:00.910 ⇒ 00:33:08.329 Hannah Wang: the contacts and Hubspot we could just like bring them in and stuff, and also obviously look for other leads. But.
275 00:33:08.990 ⇒ 00:33:16.269 Robert Tseng: Yeah, I mean, I would just start with like, what’s active in pipeline in Hubspot, like, I think that’s probably where it is. And then.
276 00:33:17.350 ⇒ 00:33:18.100 Robert Tseng: yeah.
277 00:33:18.290 ⇒ 00:33:19.020 Hannah Wang: Okay.
278 00:33:20.190 ⇒ 00:33:37.429 Hannah Wang: okay, we will try doing this. This is very helpful. I think just a visual and talking through things. Yeah, cause I read that Doc, like so many times trying to understand everything. But seeing the system in place is helpful. So
279 00:33:38.008 ⇒ 00:33:43.646 Hannah Wang: yeah, I’ll send them this video. And then hopefully, they’re less confused.
280 00:33:44.170 ⇒ 00:33:45.570 Robert Tseng: Okay. Thanks.
281 00:33:46.430 ⇒ 00:33:47.060 Hannah Wang: Yeah.
282 00:33:47.650 ⇒ 00:33:50.569 Robert Tseng: I gotta jump to my next call. Okay, alright, bye.