Meeting Title: GTM Team Sync Date: 2025-09-15 Meeting participants: Justina Spinn, Ryan Brosas, Hannah Wang
WEBVTT
1 00:01:16.750 ⇒ 00:01:17.460 Justina Spinn: Hi!
2 00:01:19.590 ⇒ 00:01:20.630 Ryan Brosas: Hey, guys.
3 00:01:22.240 ⇒ 00:01:28.159 Hannah Wang: Okay, so… I think we can just go over…
4 00:01:28.370 ⇒ 00:01:37.270 Hannah Wang: some of the stuff that we mentioned earlier in today’s meeting, and then at the end, Justina, if you have any questions, you can just let us know, and we can
5 00:01:37.720 ⇒ 00:01:40.199 Hannah Wang: Walk through some things with you, so…
6 00:01:40.200 ⇒ 00:01:40.600 Justina Spinn: Sounds good.
7 00:01:42.200 ⇒ 00:01:49.459 Hannah Wang: I guess first thing for GigRadar, I feel like that’s a fast change, so Ryan, do you want to pull that up, and then we can look at it?
8 00:01:52.650 ⇒ 00:01:53.390 Ryan Brosas: Yeah, sure.
9 00:01:57.740 ⇒ 00:02:09.570 Ryan Brosas: So… Yeah, for Gig Reader, I still haven’t… See any progress of, like, on…
10 00:02:09.690 ⇒ 00:02:16.300 Ryan Brosas: Otam’s account… Otam’s side, so it’s all… Roberts…
11 00:02:16.300 ⇒ 00:02:16.990 Hannah Wang: Yeah.
12 00:02:17.910 ⇒ 00:02:18.800 Ryan Brosas: So.
13 00:02:18.800 ⇒ 00:02:30.250 Hannah Wang: Maybe our, filters are too strong for Bhutan, like Robert said, so we should just change… The…
14 00:02:32.380 ⇒ 00:02:36.290 Hannah Wang: I cannot speak today. I’ve changed the…
15 00:02:36.290 ⇒ 00:02:37.110 Ryan Brosas: Yeah.
16 00:02:37.110 ⇒ 00:02:38.470 Hannah Wang: Minimum…
17 00:02:38.820 ⇒ 00:02:47.280 Hannah Wang: rate, the hourly rate, whatever we set, just don’t have one, so we can broaden our scope, and then…
18 00:02:48.800 ⇒ 00:03:00.599 Hannah Wang: Yeah, even the fixed budget, I think maybe get rid of that. Just because, like Robert said, you know, his first gig was $5, so I think we just need something,
19 00:03:02.850 ⇒ 00:03:06.480 Hannah Wang: I still see that it’s, like, 2 days ago, though. I’m wondering…
20 00:03:07.470 ⇒ 00:03:15.249 Hannah Wang: Was that the AI agent development using TeamPal? Did that just appear right now? After we changed the filter?
21 00:03:16.830 ⇒ 00:03:24.120 Hannah Wang: I forgot, because if it didn’t, then we didn’t apply to that, and that’s, I don’t know why…
22 00:03:25.310 ⇒ 00:03:26.719 Hannah Wang: We didn’t.
23 00:03:46.960 ⇒ 00:03:55.870 Ryan Brosas: Yeah, I think this is the other day… then,
24 00:04:05.460 ⇒ 00:04:09.290 Ryan Brosas: 4… 7… No project.
25 00:04:56.940 ⇒ 00:04:59.380 Hannah Wang: Is there a reason why the last one isn’t turned on?
26 00:05:01.080 ⇒ 00:05:07.339 Ryan Brosas: Yeah, this is something I did on… over the weekend, so instead of, like.
27 00:05:07.680 ⇒ 00:05:22.809 Ryan Brosas: Like, chat GPT, like, this is just, you know, redundant of keywords. I just added, like, automation, which is what we’re currently offering, automation and artificial intelligence.
28 00:05:23.010 ⇒ 00:05:23.760 Hannah Wang: Yeah.
29 00:05:24.270 ⇒ 00:05:26.180 Ryan Brosas: So… Yeah, I want to…
30 00:05:26.180 ⇒ 00:05:27.970 Hannah Wang: turn it on. Oh, go ahead.
31 00:05:27.970 ⇒ 00:05:32.379 Ryan Brosas: confirm it first, but yeah, I can turn it on.
32 00:05:35.230 ⇒ 00:05:38.629 Ryan Brosas: Yeah, it’s… Yeah, I can turn it on, this one.
33 00:05:39.140 ⇒ 00:05:39.940 Hannah Wang: Okay.
34 00:05:40.230 ⇒ 00:05:47.140 Hannah Wang: Do you need to hit save? I don’t know.
35 00:05:49.710 ⇒ 00:05:54.520 Ryan Brosas: Okay, so that’s it, it’s on.
36 00:05:55.550 ⇒ 00:05:56.070 Hannah Wang: I think…
37 00:05:56.070 ⇒ 00:05:56.620 Ryan Brosas: we…
38 00:05:56.790 ⇒ 00:05:57.180 Hannah Wang: Huh.
39 00:05:57.180 ⇒ 00:05:58.850 Ryan Brosas: Okay, sorry, go ahead.
40 00:05:58.850 ⇒ 00:06:00.079 Hannah Wang: Oh, you can go ahead.
41 00:06:01.080 ⇒ 00:06:06.709 Ryan Brosas: So, as for Robert, as he wants to add more…
42 00:06:07.060 ⇒ 00:06:12.650 Ryan Brosas: Do we want to turn this on also, like the product analytics?
43 00:06:13.580 ⇒ 00:06:19.429 Hannah Wang: I feel like Robert said his was okay, like, he was saying even if we make all those changes, his proposal
44 00:06:20.270 ⇒ 00:06:24.640 Hannah Wang: rate is… it’s not gonna increase that much. I think we should focus on UTAMs.
45 00:06:24.900 ⇒ 00:06:25.760 Ryan Brosas: Yeah, okay.
46 00:06:26.420 ⇒ 00:06:34.099 Hannah Wang: and… So… Like, we haven’t applied to anything because there hasn’t been a job.
47 00:06:34.870 ⇒ 00:06:38.290 Hannah Wang: Right? Like… .
48 00:06:38.290 ⇒ 00:06:38.855 Ryan Brosas: Hmm…
49 00:06:39.420 ⇒ 00:06:45.019 Hannah Wang: Like, it’s zero because… like, I’m wondering if it’s zero because it’s an issue from gig radars?
50 00:06:45.340 ⇒ 00:06:52.309 Hannah Wang: End, or if there just hasn’t been a job that We can apply to.
51 00:06:54.520 ⇒ 00:06:57.900 Ryan Brosas: Hmm, yeah, that’s kind of, like, strange, because
52 00:06:58.080 ⇒ 00:07:05.440 Ryan Brosas: Of… is it go… Is the tracker, or this… this automation only works on weekdays? Because…
53 00:07:05.540 ⇒ 00:07:06.490 Ryan Brosas: Yeah, it’s not.
54 00:07:06.490 ⇒ 00:07:07.290 Hannah Wang: Oh.
55 00:07:07.290 ⇒ 00:07:20.550 Ryan Brosas: pending… it… as I, you know, it’s not… there’s no, like, progress on… on OTAMS. We already, like, set something for Otams’ side.
56 00:07:20.750 ⇒ 00:07:21.860 Ryan Brosas: And…
57 00:07:22.120 ⇒ 00:07:22.669 Hannah Wang: But, like.
58 00:07:22.670 ⇒ 00:07:23.210 Ryan Brosas: stop.
59 00:07:23.340 ⇒ 00:07:29.129 Hannah Wang: everything on this view right here are the jobs that it should auto-bid for, right? But…
60 00:07:29.130 ⇒ 00:07:29.660 Ryan Brosas: Yeah.
61 00:07:29.660 ⇒ 00:07:35.189 Hannah Wang: like, 3 days ago is Friday, and Friday was when we changed everything, so I feel like
62 00:07:35.990 ⇒ 00:07:39.999 Hannah Wang: It makes sense that, like, it doesn’t retroactively apply
63 00:07:40.200 ⇒ 00:07:51.460 Hannah Wang: to jobs, right? So, we should be looking at… looking to see if there was anything posted Saturday, Sunday, and if we didn’t apply to those, then…
64 00:07:51.620 ⇒ 00:08:09.860 Hannah Wang: there’s something wrong with our setup, or something. So I’m just wondering, like, if something is wrong with our setup, or if there just hasn’t been a job that we can apply to. So that’s why I asked earlier, like, oh, this. This was on Saturday, I think? So, like, did this appear
65 00:08:10.030 ⇒ 00:08:13.310 Hannah Wang: Right after you changed the minimum
66 00:08:13.410 ⇒ 00:08:20.049 Hannah Wang: budget an hourly rate, or was this there before? I feel… I didn’t look closely, so I… I don’t know.
67 00:08:20.270 ⇒ 00:08:22.510 Hannah Wang: Maybe you don’t know either, but…
68 00:08:22.510 ⇒ 00:08:23.559 Ryan Brosas: the.
69 00:08:25.730 ⇒ 00:08:30.790 Hannah Wang: Or we can just look at… look at it, right? Like, let’s, like…
70 00:08:31.030 ⇒ 00:08:37.350 Hannah Wang: Hourly… we had set it to 55, was it? Our hourly rate, or was it something else?
71 00:08:38.450 ⇒ 00:08:43.479 Ryan Brosas: I think the hourly is 50, I guess?
72 00:08:43.700 ⇒ 00:08:48.859 Hannah Wang: Yeah, so that means this appeared after we got rid of the minimum.
73 00:08:49.400 ⇒ 00:08:50.450 Hannah Wang: So…
74 00:08:50.710 ⇒ 00:08:57.880 Hannah Wang: it makes sense, like, we haven’t applied to anything because there was nothing… this wasn’t here before we changed.
75 00:08:58.150 ⇒ 00:09:00.529 Hannah Wang: the filter. So…
76 00:09:01.490 ⇒ 00:09:13.570 Hannah Wang: and it’s not gonna, like, retroactively apply, right? Or can we, like… is there, like, an option for us to, like, send… like, click into this and just send out a proposal, like, manually?
77 00:09:16.360 ⇒ 00:09:19.140 Ryan Brosas: Hmm… I’m not sure,
78 00:09:19.140 ⇒ 00:09:20.399 Hannah Wang: Okay, no worries.
79 00:09:23.340 ⇒ 00:09:27.990 Ryan Brosas: Yeah, I think there’s no option of sending it manually.
80 00:09:27.990 ⇒ 00:09:28.340 Hannah Wang: Okay.
81 00:09:28.340 ⇒ 00:09:33.099 Ryan Brosas: But I can reach out to GigBrader team if that is possible.
82 00:09:33.300 ⇒ 00:09:35.580 Ryan Brosas: So, I, I, we don’t really know.
83 00:09:36.230 ⇒ 00:09:43.890 Hannah Wang: I think it’s okay. I think GigRadar, we pay for it because we don’t want to do things manually. So, let’s just…
84 00:09:43.960 ⇒ 00:10:03.570 Hannah Wang: see, like, tomorrow, if something is posted between now and tomorrow, like, let’s see if something comes up, and if… if we are able to apply to it, because, yeah, this was… this wasn’t here, and then this was on Friday, so we just need to keep monitoring it. So I think that’s good, as long as we got rid of the…
85 00:10:03.690 ⇒ 00:10:04.770 Hannah Wang: Minimum.
86 00:10:05.060 ⇒ 00:10:07.369 Hannah Wang: filter,
87 00:10:08.160 ⇒ 00:10:14.609 Hannah Wang: Yeah, that should be good. So, let’s check on this tomorrow, and then go from there. Does that sound good?
88 00:10:15.020 ⇒ 00:10:15.960 Ryan Brosas: Yeah, that sounds good.
89 00:10:15.960 ⇒ 00:10:20.480 Hannah Wang: Okay, cool. Okay, so next I want to talk about ShopTalk, so…
90 00:10:20.860 ⇒ 00:10:32.230 Hannah Wang: I know you made Robert a list of people who positively engaged, right? So, he said he was gonna work on the copy, and then you’re gonna manually send
91 00:10:32.340 ⇒ 00:10:33.589 Hannah Wang: Send those out.
92 00:10:34.440 ⇒ 00:10:41.050 Ryan Brosas: Yeah, I… yeah, I will send that, manually, because it’s really, like, Just a few.
93 00:10:41.050 ⇒ 00:10:41.700 Hannah Wang: Okay.
94 00:10:41.700 ⇒ 00:10:43.080 Ryan Brosas: Yeah.
95 00:10:43.470 ⇒ 00:10:48.109 Hannah Wang: Okay, cool. And then I had a… I wanted to talk about UTAMs, so…
96 00:10:48.830 ⇒ 00:10:57.859 Hannah Wang: I know that we stopped the… so we finished instantly, right? The instantly outreach for, groups A and B for UTAM, right?
97 00:10:58.800 ⇒ 00:10:59.350 Ryan Brosas: Yeah.
98 00:10:59.670 ⇒ 00:11:10.189 Hannah Wang: Okay, so I’m thinking maybe for HeyReach, you know how last week I told you to deposit? I’m thinking maybe we can change the messaging to be something like.
99 00:11:10.410 ⇒ 00:11:19.099 Hannah Wang: Oh, hey, sorry, looks like the event is at max capacity, but would still love to
100 00:11:20.000 ⇒ 00:11:25.870 Hannah Wang: like, book a time with you to chat. The… yeah, so, like.
101 00:11:25.900 ⇒ 00:11:32.629 Hannah Wang: It’s going beyond just the spa activation, because their goal is to book as many meetings as possible, and these are…
102 00:11:32.650 ⇒ 00:11:37.520 Hannah Wang: I guess, essentially qualified leads, in a way, because we kind of checked through it, so…
103 00:11:37.540 ⇒ 00:11:53.359 Hannah Wang: I will work on the messaging, and then get approval from Tom, but I think we should unpause this, and instead of inviting them to the activation, we should just be like, hey, do you want to chat with me? Because
104 00:11:53.410 ⇒ 00:11:58.979 Hannah Wang: That’s kind of similar to what we’re gonna do with Robert anyway, and it’s just, like.
105 00:11:59.080 ⇒ 00:12:03.530 Hannah Wang: The goal is just to get UTAM in front of these people.
106 00:12:04.510 ⇒ 00:12:08.230 Hannah Wang: What do you think? Does that sound reasonable? Like, does that make sense?
107 00:12:08.510 ⇒ 00:12:16.590 Ryan Brosas: Yeah, I think that would make sense, because we are not wasting any leads, and we are maximizing everything that would make sense, yeah.
108 00:12:16.790 ⇒ 00:12:28.110 Hannah Wang: Okay, so, because I know I tried to look around HayReach just before this meeting, and it looks like we sent out 14 invite, or 14, sequences.
109 00:12:28.370 ⇒ 00:12:30.980 Hannah Wang: To… messages, to leads, so…
110 00:12:31.100 ⇒ 00:12:35.879 Hannah Wang: I think we can unpause it, and then, just send it out to the rest of…
111 00:12:36.610 ⇒ 00:12:38.360 Hannah Wang: The people, yeah, that one.
112 00:12:38.570 ⇒ 00:12:41.889 Hannah Wang: How do you track how many leads are in that campaign?
113 00:12:43.390 ⇒ 00:12:46.980 Ryan Brosas: On… Here.
114 00:12:46.980 ⇒ 00:12:48.470 Hannah Wang: Oh, okay, cool.
115 00:12:49.650 ⇒ 00:12:57.529 Hannah Wang: 60, okay. So we only sent out, like, a fifth of the… messages, essentially. Yeah.
116 00:12:57.870 ⇒ 00:12:58.960 Hannah Wang: And does this…
117 00:12:59.190 ⇒ 00:13:07.439 Hannah Wang: Can we do all of the remainder of the people in one go, or is it like a… you can only do, like, 10 at a time?
118 00:13:08.220 ⇒ 00:13:21.930 Ryan Brosas: Yeah, so basically, how HeyReach works is more of, like, a step-by-step basis. For example, ShopTalk, we’ve been running this for quite a long time.
119 00:13:21.930 ⇒ 00:13:28.669 Ryan Brosas: And it’s not done yet, because, my, my, my steps here is pretty much,
120 00:13:29.260 ⇒ 00:13:36.339 Ryan Brosas: long. So, severe day, Monday, too long to wait, so… Doing, like.
121 00:13:36.480 ⇒ 00:13:48.630 Ryan Brosas: like, liking a post one day, then following one day again, and there’s, like, 5 days, 5 days, 5 days, and I have to do one day. So basically, it’s kind of, like.
122 00:13:48.910 ⇒ 00:13:50.280 Ryan Brosas: not…
123 00:13:50.490 ⇒ 00:14:09.460 Ryan Brosas: the… that fast as, as instantly, like, you know, you can just… just put, like, a specific, date to wait, and then you can set, another sequence of email. Here is a step-by-step, sequence, so it’s not…
124 00:14:09.560 ⇒ 00:14:21.379 Ryan Brosas: We can, we can push, like, like, connect right away, or… because it’s not natural if we connect right away, and we didn’t, you know, view or like or something.
125 00:14:21.480 ⇒ 00:14:22.020 Ryan Brosas: So…
126 00:14:22.020 ⇒ 00:14:28.400 Hannah Wang: Can we go to Utam’s… the Uten sequence performance and see where all the… where, basically, where we stopped?
127 00:14:30.940 ⇒ 00:14:41.500 Hannah Wang: So did we already… so the numbers next to it mean we… we did it. Like, we already did it? Okay, so we are already at the point where we sent the connection.
128 00:14:41.950 ⇒ 00:14:50.470 Hannah Wang: request, but I’m… and I looked at, I think, lead analytics? I forgot the Where, or…
129 00:14:50.940 ⇒ 00:14:57.700 Hannah Wang: Where’s the list of people that we already, like, sent out messages to? Is that here? Oh no, these are errors.
130 00:14:58.380 ⇒ 00:15:06.320 Ryan Brosas: Yeah, you can see if we connected, is, if, if there’s, like, a green here.
131 00:15:06.630 ⇒ 00:15:10.250 Ryan Brosas: And, yeah, this is, like, a green status here.
132 00:15:10.250 ⇒ 00:15:13.529 Hannah Wang: Oh, oh, oh, I did not see this down here, okay.
133 00:15:13.750 ⇒ 00:15:23.419 Hannah Wang: Okay, and then how do we… so the green status means they accepted the connection?
134 00:15:23.810 ⇒ 00:15:24.700 Ryan Brosas: Yeah.
135 00:15:24.700 ⇒ 00:15:28.119 Hannah Wang: And then after that, that’s when we send the message, right?
136 00:15:29.640 ⇒ 00:15:35.510 Ryan Brosas: Yeah, after the connect, yeah, they will be receiving the connect request, or connect message.
137 00:15:36.420 ⇒ 00:15:46.810 Hannah Wang: I see. So, for this one, for example, it’s gonna use the previous connection message, right? Like, it already sent, like, the, hey, come to Shop Talk thing?
138 00:15:47.360 ⇒ 00:15:48.170 Ryan Brosas: Yes.
139 00:15:48.170 ⇒ 00:15:52.499 Hannah Wang: Okay, I guess we could… yeah.
140 00:15:52.820 ⇒ 00:15:53.660 Hannah Wang: Great.
141 00:15:58.800 ⇒ 00:16:02.200 Hannah Wang: Okay, I see. Okay,
142 00:16:02.700 ⇒ 00:16:17.489 Hannah Wang: Yeah, I’m just gonna manually do this too, because not everyone accepted our request anyway. So for everyone who kind of accepted our request and we sent a ShopTalk invitation, I’m just gonna…
143 00:16:17.620 ⇒ 00:16:21.079 Hannah Wang: follow up and be like, oh, it’s booked, but…
144 00:16:22.050 ⇒ 00:16:24.870 Hannah Wang: Would love to grab time with you still, so…
145 00:16:25.210 ⇒ 00:16:30.530 Hannah Wang: Okay, actually, so, okay, let’s not un… pause it.
146 00:16:30.910 ⇒ 00:16:35.030 Hannah Wang: Actually, I don’t know. Sorry, I’m just talking out loud right now, but what do you think…
147 00:16:35.200 ⇒ 00:16:43.730 Hannah Wang: we should do. Should we, like, unpause it, and then… send What message to everyone, or…
148 00:16:44.220 ⇒ 00:16:47.129 Ryan Brosas: Yeah, I think, there may… there’s, like.
149 00:16:48.390 ⇒ 00:16:56.599 Ryan Brosas: how many remaining, leads that we still haven’t connected with, so there’s, like.
150 00:16:57.400 ⇒ 00:17:01.570 Ryan Brosas: How many total? 60? So there’s, like, 11…
151 00:17:02.040 ⇒ 00:17:18.289 Ryan Brosas: Like, my is not working, so there’s, like, a few that we haven’t hit, so I think just changing a… our connect request would be good, and then,
152 00:17:18.450 ⇒ 00:17:21.829 Ryan Brosas: Like, set another, or, well, manually follow.
153 00:17:21.839 ⇒ 00:17:22.159 Hannah Wang: Yeah.
154 00:17:22.160 ⇒ 00:17:25.430 Ryan Brosas: Would be much more, you know, makes sense.
155 00:17:26.130 ⇒ 00:17:36.770 Hannah Wang: Okay, so we can unpause this so that the 11, or however many remaining leads, we send a request, and we’re gonna change the messaging.
156 00:17:36.890 ⇒ 00:17:44.790 Hannah Wang: And then, for those who are… we already connected with, I’m just gonna manually go in and send a follow-up. That… that sounds right, right?
157 00:17:44.790 ⇒ 00:17:46.790 Ryan Brosas: Yeah. Okay.
158 00:17:47.720 ⇒ 00:17:58.750 Hannah Wang: Okay, cool. So I’m gonna work… I’ll work on the messaging, and then I’ll get approval from Utam, and then I’ll let you know when that’s done, so that you can change the messaging and the campaign,
159 00:17:59.240 ⇒ 00:18:03.430 Hannah Wang: And unpause it. Okay.
160 00:18:05.640 ⇒ 00:18:17.730 Hannah Wang: Yeah, so we did get Gradar, we did ShopTalk, let’s see… I feel like that’s everyth…
161 00:18:17.960 ⇒ 00:18:22.320 Hannah Wang: Thing… let me look at my message I sent earlier,
162 00:18:24.090 ⇒ 00:18:32.769 Hannah Wang: Yeah, ABC, Urban Stems, you’re working on that, and then we can fill in the tracker asynchronously.
163 00:18:33.540 ⇒ 00:18:34.670 Hannah Wang: Yeah, that’s…
164 00:18:34.670 ⇒ 00:18:37.790 Ryan Brosas: Currently, like, currently doing that.
165 00:18:37.790 ⇒ 00:18:42.280 Hannah Wang: Yeah, so how are you doing that? Are you just, like, manually…
166 00:18:42.460 ⇒ 00:18:43.469 Ryan Brosas: Yeah, I’m wondering…
167 00:18:43.470 ⇒ 00:18:45.289 Hannah Wang: Okay, I guess.
168 00:18:45.290 ⇒ 00:18:46.609 Ryan Brosas: Yeah, I’m manually doing that.
169 00:18:47.210 ⇒ 00:18:48.200 Hannah Wang: Okay.
170 00:18:48.650 ⇒ 00:18:50.530 Hannah Wang: Okay,
171 00:18:51.610 ⇒ 00:19:03.920 Hannah Wang: Cool. I think that’s everything, I guess, urgent-wise that I wanted to talk about. So, I guess the remainder of the time, we don’t have to go all the way to 45, but…
172 00:19:04.150 ⇒ 00:19:12.169 Hannah Wang: Justina, if you have any questions, or if you kind of want to see, like, other workflows, feel free to…
173 00:19:12.300 ⇒ 00:19:21.039 Hannah Wang: bring it up right now, so we can just, like, talk you through it. I know it’s a lot. I feel like it’s… yeah, it’s a lot of information to ingest, and…
174 00:19:21.130 ⇒ 00:19:32.899 Hannah Wang: As you can see, Ryan and I are still trying to do our best. Right. Yeah. So, yeah, do you have any questions? I guess I can give you, like, context as to what ShopTalk is, or…
175 00:19:33.000 ⇒ 00:19:37.620 Hannah Wang: I don’t know if you have experience with GigRadar, but I can also…
176 00:19:37.620 ⇒ 00:19:54.219 Justina Spinn: tell you what that is. Yeah, no, just give me all of your information. I have not used, like, any of these platforms before, so… Okay. The only thing that I’m, like, super familiar with that you guys use is HubSpot, so, yeah, just tell me whatever you got.
177 00:19:54.220 ⇒ 00:20:01.309 Hannah Wang: Sure. I can share my screen. It’s good that you know HubSpot, because I don’t know HubSpot that well.
178 00:20:01.310 ⇒ 00:20:02.400 Justina Spinn: So, I guess.
179 00:20:02.400 ⇒ 00:20:02.720 Hannah Wang: Great.
180 00:20:02.720 ⇒ 00:20:04.420 Justina Spinn: Perfect.
181 00:20:04.510 ⇒ 00:20:10.660 Hannah Wang: Awesome. Let me pull up everything I need to pull up…
182 00:20:12.310 ⇒ 00:20:24.120 Hannah Wang: Okay, so, first of all, I don’t know if you have seen this website before.
183 00:20:24.200 ⇒ 00:20:37.389 Hannah Wang: So basically, this is something that our AI team built out. It’s a Zoom meeting hub, so I’m gonna send you the link, over Zoom. So basically, as you can see, this meeting right now is being recorded.
184 00:20:37.390 ⇒ 00:20:44.879 Hannah Wang: And all the recordings go to here. So you can see earlier we had this meeting, so it’s already… it’s, like, connected with Zoom.
185 00:20:44.930 ⇒ 00:20:51.019 Hannah Wang: And it, like, imports the meeting and the audio and everything somehow using backend
186 00:20:51.240 ⇒ 00:21:04.219 Hannah Wang: AI magic. So you can see here there’s, like, a summary, there’s a transcript here, you can create linear tickets, and linear is our task management system, so similar to Jira and all the other
187 00:21:04.360 ⇒ 00:21:08.070 Hannah Wang: you know, platforms out there, but we use Linear.
188 00:21:08.220 ⇒ 00:21:24.159 Hannah Wang: So yeah, and then you can kind of, like, talk with it if you have questions, like, oh, what was discussed during… during this meeting, and then it’ll, like, hopefully summarize everything pretty succinctly. I don’t know, AI does funky stuff sometimes, so…
189 00:21:24.160 ⇒ 00:21:24.830 Justina Spinn: Yeah.
190 00:21:25.470 ⇒ 00:21:45.470 Hannah Wang: So if at any point you don’t remember what we talked about, you can always reference our meetings, because most of them are recorded anyway. So even this meeting will be here later, so you can reference it for the future. So, kind of wanted to intro that to you, because this is helpful.
191 00:21:45.680 ⇒ 00:21:48.540 Hannah Wang: Just so that you don’t have to, like, remember everything.
192 00:21:48.700 ⇒ 00:21:49.370 Justina Spinn: Right.
193 00:21:49.370 ⇒ 00:21:53.750 Hannah Wang: Can just reference it. Okay. Okay. And then,
194 00:21:54.990 ⇒ 00:22:10.739 Hannah Wang: Let’s see what else. So, yeah, I’ll kind of go over, I guess, this sheet. I know there’s a lot of tabs down here, but basically, this is the sheet we use to track all of our marketing efforts. That goes from, like, campaigns to…
195 00:22:10.850 ⇒ 00:22:18.769 Hannah Wang: like, LinkedIn stuff to… yeah, just anything that’s outbound that helps with, kind of, the top of funnel for sales. So…
196 00:22:19.100 ⇒ 00:22:33.899 Hannah Wang: I know, let me sort this. So, yeah, Ryan and I need to fill this out, but basically, these are all the ones that are active. So, the ones that we mentioned earlier is ShopTalk. So, ShopTalk is a CPG, consumer packaged goods, kind of
197 00:22:34.350 ⇒ 00:22:50.839 Hannah Wang: company founder event conference thing that’s happening this Wednesday to Friday in Chicago. Shop Talk, they have, like, spring events, they have fall events, I think it’s a very big conference, basically, like, all these brands.
198 00:22:50.840 ⇒ 00:22:51.370 Justina Spinn: programs.
199 00:22:51.370 ⇒ 00:23:03.769 Hannah Wang: basically come to the conference. So, obviously there’s gonna be a lot of, potential clients that we can work with here, so that’s why we’re, like, focusing all of our efforts on
200 00:23:03.840 ⇒ 00:23:23.340 Hannah Wang: Doing campaigns to reach out to people who are coming to this conference, and just setting up sequences so that we can put ourselves in front of these people, because, we… we try to hit, like, the founder slash C-suite slash VP levels, and…
201 00:23:23.530 ⇒ 00:23:36.210 Hannah Wang: I believe there’s, like, an ICP doc in our Notion, and I know Robert was referencing it, and it’s, like, ever-changing. I see you viewed it an hour ago, so great. That’s… that’s there.
202 00:23:36.260 ⇒ 00:23:52.890 Hannah Wang: And what we’re doing for ShopTalk is… I think what a lot of companies do is they put on activations around conferences so that, like, a smaller group of people can come together and you can network. So, something that we’re doing with, a company called Glimpse,
203 00:23:53.880 ⇒ 00:24:06.929 Hannah Wang: That’s not right. Glimpse… right here, try Glimpse. They’re basically, like, a software product, basically, and we’re trying to, do a partnership with them,
204 00:24:07.050 ⇒ 00:24:08.100 Hannah Wang: And…
205 00:24:08.350 ⇒ 00:24:22.380 Hannah Wang: yeah, so this is kind of the one activation that we’re doing. This is our first activation we’re doing. Activation meaning just, like, an event around a conference. We’re partnering with Glimpse to host one, and yeah.
206 00:24:22.680 ⇒ 00:24:36.220 Hannah Wang: the… the partnership kind of event lead from Glimpse, Mary, her name is Mary. Mary and I kind of, like, put this talk together, and we just talked, asynchronously throughout the past couple weeks to kind of…
207 00:24:36.840 ⇒ 00:24:44.930 Hannah Wang: get people to come to the activation that we’re hosting, basically a spa event. So,
208 00:24:45.330 ⇒ 00:24:50.869 Hannah Wang: Yeah, we do have, like, a list of people that are coming. I believe it’s in the Marketing Hub
209 00:24:51.460 ⇒ 00:25:11.430 Hannah Wang: sheet under ShopTalk. So these are the confirmed attendees. Obviously not everyone is in our ICP, because some of these are from Glimpse’s ICP, but I try to put, like, my reasoning here, for the ones that we want to talk to, because UTAM will be there. So this is just, like, one avenue we’re trying to get
210 00:25:11.540 ⇒ 00:25:19.929 Hannah Wang: in front of people, and then kind of the thing that Ryan and I were discussing previously about using PayReach and Instantly to reach out to
211 00:25:20.000 ⇒ 00:25:32.129 Hannah Wang: kind of the rest of these folks here, that’s kind of what we were referring to. So, HeyReach, is basically automation for LinkedIn. So, it helps us
212 00:25:32.130 ⇒ 00:25:40.549 Hannah Wang: basically import all of the leads that we want to hit up, and then set up a campaign. So, for example, ShopTalk follow-up groups A and B,
213 00:25:40.830 ⇒ 00:25:44.039 Hannah Wang: Groups A and B referring to A and B here.
214 00:25:44.190 ⇒ 00:25:53.250 Hannah Wang: And there’s more information up here, but yeah, HRH is basically all things LinkedIn, and instantly is all things email. So.
215 00:25:53.660 ⇒ 00:26:09.480 Hannah Wang: kind of the sequence that we do is we use both LinkedIn and email to send out invites or send out messaging. So, email will have, like, the bulk of the information and details, and then LinkedIn is kind of sent
216 00:26:09.590 ⇒ 00:26:14.890 Hannah Wang: or set up later. It’s like, hey, I sent you this email in case you missed it, like.
217 00:26:15.100 ⇒ 00:26:26.349 Hannah Wang: check your inbox, I sent you an invite. So that’s… those are kind of the two automation platforms that we… that we use. There’s a third one called Clay.
218 00:26:28.650 ⇒ 00:26:42.010 Hannah Wang: Clay… basically helps with enriching leads. So, obviously, like, if you have someone’s LinkedIn account, sometimes they don’t have, like, their Gmail available, so we basically, like.
219 00:26:42.150 ⇒ 00:26:55.880 Hannah Wang: target all these people, and then we, like, scrape the internet and stuff like that to… to find their email and all their contact information, and Clay automates all of that. So, Ryan is kind of, like, our expert for Clay.
220 00:26:56.260 ⇒ 00:27:06.139 Hannah Wang: So if you need him to build, like, a lead list, and you need all the contact information, like, he’s… he’s… he can help you set up a clay,
221 00:27:06.510 ⇒ 00:27:13.899 Hannah Wang: automation, and then get you all that information. So, yeah, those are the three, kind of, tools that we…
222 00:27:13.960 ⇒ 00:27:30.510 Hannah Wang: use, and Ryan… Ryan touches all of this, basically. Like, I’m also pretty new to this, and I don’t set up any of the campaigns. Like, Ryan graciously does that for us. So those are the three, kind of, tools that we use pretty often.
223 00:27:31.350 ⇒ 00:27:31.950 Justina Spinn: Okay.
224 00:27:31.950 ⇒ 00:27:33.639 Hannah Wang: Do you have any questions so far?
225 00:27:34.460 ⇒ 00:27:39.120 Justina Spinn: I… yes, but not ones that I can put into words yet.
226 00:27:39.120 ⇒ 00:27:43.270 Hannah Wang: Okay, no worries. You can always, like, message us in the channel, or you can DM us.
227 00:27:43.270 ⇒ 00:27:43.990 Justina Spinn: Right.
228 00:27:43.990 ⇒ 00:27:54.340 Hannah Wang: And then kind of going on to GigRadar. So, GigRadar is all things Upwork. So, this helps us send out proposals automatically.
229 00:27:54.340 ⇒ 00:28:07.660 Hannah Wang: to job postings versus, like, you know, manually scrolling through Upwork and trying to find jobs, and then, like, copy-pasting a proposal and all of that. Like, GigRadar does that automatically for us.
230 00:28:08.390 ⇒ 00:28:21.330 Hannah Wang: Yeah, so that’s GigRadar, so that’s kind of the thing that we were talking about in the beginning of this meeting. Essentially, Robert’s Upwork is poppin’, like, it… it’s pretty good. He’s had a lot of…
231 00:28:21.440 ⇒ 00:28:24.340 Hannah Wang: clients and stuff like that.
232 00:28:26.400 ⇒ 00:28:32.419 Hannah Wang: And I think even before, joining Brave Forge, like, he had Upwork, so I think he has, like, a lot of previous jobs
233 00:28:33.320 ⇒ 00:28:49.200 Hannah Wang: But for, Utam, I don’t have his account pulled up, but yeah, he doesn’t have any past job, like, experience, jobs, completed jobs, so that’s why we kind of lowered our budget, so that we can just get anything, just to see.
234 00:28:49.200 ⇒ 00:28:49.930 Justina Spinn: Like…
235 00:28:49.930 ⇒ 00:29:01.119 Hannah Wang: And get, like, you know, feedback and stuff like that, and build up our portfolio. So, that’s kind of what… the two things that we talked about, during this… this meeting earlier.
236 00:29:02.700 ⇒ 00:29:15.939 Hannah Wang: And so, yeah, I think probably what you’ll need access to is everyone’s LinkedIn account. So, yeah, I have Robert’s LinkedIn, I also have, Utom’s LinkedIn.
237 00:29:16.780 ⇒ 00:29:18.310 Hannah Wang: in another…
238 00:29:18.530 ⇒ 00:29:37.259 Hannah Wang: workspace. This is, like, a cool, browser called Arc. It’s… yeah, that’s why it looks funky. The tabs are not at the top, but basically it allows you to have, like, different workspaces per email, so this is just, like, my personal email workspace, and I have UTAM stuff logged in, so I can just easily access it. And this is my work…
239 00:29:37.500 ⇒ 00:29:44.130 Hannah Wang: workspace, I have all of Robert’s stuff logged in readily accessible, but yeah, maybe…
240 00:29:44.440 ⇒ 00:29:50.890 Hannah Wang: if you have one pass, if not, you can talk to Rico, he’s every… he’s our ops person.
241 00:29:50.890 ⇒ 00:29:51.540 Justina Spinn: I got that.
242 00:29:51.540 ⇒ 00:29:54.569 Hannah Wang: I can get all the information there, and then…
243 00:29:54.820 ⇒ 00:30:02.750 Hannah Wang: I think maybe another thing that you’ll end up helping with is, kind of, like, sales?
244 00:30:03.220 ⇒ 00:30:05.000 Hannah Wang: Follow-up messaging.
245 00:30:05.000 ⇒ 00:30:05.540 Justina Spinn: Oh my god.
246 00:30:05.540 ⇒ 00:30:14.589 Hannah Wang: that’s why I have access to Robert and Tom’s email here. For a while, I was helping with, like, sending follow-up messages and stuff, from, like.
247 00:30:15.020 ⇒ 00:30:18.210 Hannah Wang: threads with clients, and I…
248 00:30:18.370 ⇒ 00:30:37.620 Hannah Wang: recorded a video for that, so if you ever need that, you can let me know. I have a Loom video recording of how I do that. But I’m sure… I know you’re meeting up with Robert later today, so I think he’ll kind of give you the more nitty-gritty of what he wants you to actually do. I’m just trying to give you, like, a high-level overview.
249 00:30:39.660 ⇒ 00:30:40.020 Justina Spinn: Okay.
250 00:30:40.020 ⇒ 00:30:42.199 Hannah Wang: Yeah, so those are the…
251 00:30:42.390 ⇒ 00:30:49.630 Hannah Wang: things that we’re kind of doing. Let me see if anything else will be helpful for you.
252 00:30:49.920 ⇒ 00:30:54.080 Hannah Wang: Let’s see…
253 00:30:54.530 ⇒ 00:30:56.880 Justina Spinn: For that Shop Talk.
254 00:30:56.880 ⇒ 00:30:57.930 Hannah Wang: Yes.
255 00:30:57.950 ⇒ 00:31:01.699 Justina Spinn: List of leads that you guys were talking about, that you guys, like, sent…
256 00:31:02.530 ⇒ 00:31:07.339 Justina Spinn: the sequence out to. Where did that list of leads come from?
257 00:31:07.600 ⇒ 00:31:16.330 Hannah Wang: Good question. So, Robert is actually attending the conference, so he had, like, a portal that ShopTalk provided.
258 00:31:16.330 ⇒ 00:31:16.870 Justina Spinn: Even too.
259 00:31:16.870 ⇒ 00:31:30.170 Hannah Wang: Okay. Yeah, because ShopTalk is super popular because they have something called Meetups. I think it’s called Meetups, but anyway, it’s like a roundtable… not roundtable, like a one-on-one kind of, like, coffee chat type of.
260 00:31:30.170 ⇒ 00:31:30.610 Justina Spinn: Okay.
261 00:31:30.610 ⇒ 00:31:37.320 Hannah Wang: So, like, within that portal, you’re able to request, like, hey, I want to meet up with you one-on-one, and it…
262 00:31:37.890 ⇒ 00:31:43.820 Hannah Wang: within that portal, it kind of shows you, like, their title and their company. So we, like, filtered
263 00:31:43.920 ⇒ 00:31:55.529 Hannah Wang: We manually went through that list, and we kind of jotted down, like, all the people that we thought would be relevant for us to hit up and potentially serve and work with.
264 00:31:55.630 ⇒ 00:31:59.239 Hannah Wang: So, that’s where that list came from. That’s a good question. Okay.
265 00:32:00.300 ⇒ 00:32:03.939 Hannah Wang: Yeah, and then… I guess another campaign
266 00:32:04.380 ⇒ 00:32:10.990 Hannah Wang: that we talked about is called Lookalike, Lookalike.
267 00:32:11.790 ⇒ 00:32:19.760 Hannah Wang: Look, yeah. So, lookalike campaigns are basically like, looking for companies.
268 00:32:20.060 ⇒ 00:32:37.480 Hannah Wang: That are similar to clients that we’ve worked with previously. So, ABC Home, we’re currently working with him. They’re like a home services company in Texas. So, obviously, since we did great work for them, like, finding other companies that are similar to them.
269 00:32:37.480 ⇒ 00:32:52.350 Hannah Wang: we can pitch, like, hey, we worked with someone similar to you, and we have a bunch of, like, sales assets and collateral case studies. So that’s why we’re running these campaigns. Urban Stems is also a current client. They’re, like, a flower…
270 00:32:52.410 ⇒ 00:33:00.200 Hannah Wang: shop, I think. They… something with flowers, so that’s why we’re running this campaign right now. Okay.
271 00:33:00.760 ⇒ 00:33:17.820 Hannah Wang: Yeah, and then… yeah, all these other ones, like, I don’t… yeah, all the ones that are not active, don’t worry about them until they become active, I guess, but yeah, I think these are kind of the ones that we kind of want to focus on. And then…
272 00:33:18.070 ⇒ 00:33:29.360 Hannah Wang: I think a lot of the ones that are assigned to me are more partnership-related, so you don’t have to worry about those. I think probably the ones with Ryan are more relevant to sales.
273 00:33:29.530 ⇒ 00:33:30.320 Justina Spinn: Okay.
274 00:33:30.480 ⇒ 00:33:36.410 Hannah Wang: Yeah, so… Don’t worry too much about that. And…
275 00:33:37.100 ⇒ 00:33:40.129 Hannah Wang: Yeah, so you have all the Notion…
276 00:33:40.480 ⇒ 00:33:44.849 Hannah Wang: I know Notion is, like, a huge thing. There’s, like, so many documents there.
277 00:33:44.850 ⇒ 00:33:51.910 Justina Spinn: Yeah, I just started clicking through stuff, and I was like, oh my god, it never ends. It’s like, this links to this, and this, and this. Totally.
278 00:33:51.910 ⇒ 00:34:09.280 Hannah Wang: I know, it’s… it’s wild, but I think Notion is good for, like, all of our documentation and stuff, but then, as Robert mentioned, I think HubSpot, we want that to be our main place where all our deals live, so that’s where, probably you’re gonna help out with,
279 00:34:09.389 ⇒ 00:34:11.439 Hannah Wang: Yeah, even HubSpot is, like.
280 00:34:12.040 ⇒ 00:34:16.040 Hannah Wang: I don’t know it that well, so to me, this is also massive. I’m like, what?
281 00:34:16.040 ⇒ 00:34:18.310 Justina Spinn: What is that?
282 00:34:18.670 ⇒ 00:34:22.079 Justina Spinn: Yeah, but, probably the…
283 00:34:22.190 ⇒ 00:34:24.360 Hannah Wang: tab that you’ll…
284 00:34:24.520 ⇒ 00:34:43.540 Hannah Wang: look at the most is, yeah, deals, Robert’s pipeline, I knew Tom’s pipeline. These are kind of the active leads that we have. Active deals, and then, if you want, you could look at all deals, but some of these are stale, some of these are, like, not even, like.
285 00:34:43.590 ⇒ 00:34:46.899 Hannah Wang: deal-related, some… for example, like.
286 00:34:47.300 ⇒ 00:35:03.999 Hannah Wang: at one point, we wanted everything to live in Notion, so even, like, partnership stuff is in here, like, events and promotional things are in here. So, yeah, I think we tried to make HubSpot work and be our, like, source of truth, but I think
287 00:35:04.440 ⇒ 00:35:15.499 Hannah Wang: you know, as we mentioned earlier, like, oh, this should probably be the tracker for partnerships instead of HubSpot. So HubSpot is gonna be mostly sales-related, I think, and not like other…
288 00:35:16.120 ⇒ 00:35:23.460 Hannah Wang: other things, like events and stuff. Yes,
289 00:35:24.000 ⇒ 00:35:33.620 Hannah Wang: Yeah, hopefully that gave you, like, a more high-level view of, like, all the tools that we use. I know we, like, throw out a lot of verbiage.
290 00:35:33.730 ⇒ 00:35:37.860 Hannah Wang: verbiage of, like, hey, do this on this, and you’re like, what is that?
291 00:35:37.860 ⇒ 00:35:38.520 Justina Spinn: Yeah.
292 00:35:38.520 ⇒ 00:35:39.310 Hannah Wang: So, yeah.
293 00:35:39.460 ⇒ 00:35:41.440 Hannah Wang: Okay.
294 00:35:41.880 ⇒ 00:35:57.109 Hannah Wang: I think that’s pretty good, and like I said, you have the sync with Robert, so if he talks about anything and it’s still confusing, feel free to message me or Ryan, and we can try to, like, walk you through more of the nitty-gritty, because I think U-Tam and Robert are more focused on, like.
295 00:35:57.590 ⇒ 00:36:10.569 Hannah Wang: higher level, like, strategy type of stuff, and we’re more of, like, the execution people, so I understand sometimes when they say something, it’s like, technically, that’s, like, complex, but okay, we’ll, like, make it work.
296 00:36:10.570 ⇒ 00:36:12.380 Justina Spinn: Right, yeah.
297 00:36:12.380 ⇒ 00:36:21.690 Hannah Wang: Yeah, just… just feel free to let us know. And I think, one thing that has been helpful in the past for go-to-market stuff is…
298 00:36:22.340 ⇒ 00:36:26.599 Hannah Wang: Just being, like, active in the go-to-market channel, so, like.
299 00:36:26.770 ⇒ 00:36:31.839 Hannah Wang: Pasting updates daily, or, like, maybe 3… 2 to 3 times.
300 00:36:32.070 ⇒ 00:36:34.709 Hannah Wang: A week,
301 00:36:35.150 ⇒ 00:36:46.760 Hannah Wang: Yeah, because this is the channel that they look at to see, like, oh, are they blocked? Are they stuck? Are they making progress? So just be, like, over-communicative. I think they don’t mind that.
302 00:36:46.800 ⇒ 00:36:55.879 Hannah Wang: They’d rather us over-communicate than not communicate at all, because if we don’t message, then it seems like we’re not doing much, so…
303 00:36:55.920 ⇒ 00:37:01.499 Hannah Wang: Yeah, just feel free to message anything, any questions you have, and…
304 00:37:02.160 ⇒ 00:37:14.170 Hannah Wang: I think… I’ve noticed also, like, because they’re so stretched, like, their capacity is so stretched, sometimes we need to, like, follow up and bump a lot of things. So just keep that in mind. You might need to, like, link
305 00:37:14.260 ⇒ 00:37:25.859 Hannah Wang: previous threads and be like, oh, following up on this. So, yeah, that’s… those are just some things to keep in mind. But, other than that.
306 00:37:25.960 ⇒ 00:37:33.149 Hannah Wang: Yeah, happy first day. Just soak it all in, and yeah, we’re here to help you, so…
307 00:37:33.370 ⇒ 00:37:33.960 Justina Spinn: I appreciate it.
308 00:37:33.960 ⇒ 00:37:35.600 Hannah Wang: Looking forward to working with you.
309 00:37:35.830 ⇒ 00:37:36.979 Justina Spinn: Thanks, you too.
310 00:37:36.980 ⇒ 00:37:37.560 Hannah Wang: Yeah.
311 00:37:37.680 ⇒ 00:37:41.980 Hannah Wang: Okay, is there anything else before we wanted to close?
312 00:37:42.410 ⇒ 00:37:45.610 Justina Spinn: No, I don’t think so.
313 00:37:45.990 ⇒ 00:37:46.640 Hannah Wang: Okay.
314 00:37:46.690 ⇒ 00:37:47.250 Justina Spinn: Bingo.
315 00:37:47.250 ⇒ 00:37:49.669 Hannah Wang: Yeah, thanks all. Oh, man.
316 00:37:50.020 ⇒ 00:37:50.790 Hannah Wang: I was like…
317 00:37:51.050 ⇒ 00:37:52.200 Justina Spinn: Alright, bye.
318 00:37:52.200 ⇒ 00:37:52.670 Hannah Wang: by…