Meeting Title: Robert <> Justina Kickoff Date: 2025-09-15 Meeting participants: Justina Spinn, Robert Tseng, Amber Lin
WEBVTT
1 00:04:48.250 ⇒ 00:04:49.789 Robert Tseng: Hey, Justina.
2 00:04:51.680 ⇒ 00:04:52.679 Robert Tseng: How’s it going?
3 00:04:53.010 ⇒ 00:04:54.410 Justina Spinn: Good, how are you?
4 00:04:55.610 ⇒ 00:04:58.160 Robert Tseng: Doing well. Mondays are usually kind of…
5 00:04:58.300 ⇒ 00:05:04.980 Robert Tseng: Busy back-to-back meetings, so if one goes long, the other ones all go long, and it’s kind of like that.
6 00:05:05.590 ⇒ 00:05:06.630 Justina Spinn: Oh, jeez.
7 00:05:07.900 ⇒ 00:05:09.589 Robert Tseng: Today’s day one for you, right?
8 00:05:09.590 ⇒ 00:05:10.430 Justina Spinn: Yes.
9 00:05:10.650 ⇒ 00:05:24.709 Robert Tseng: Okay, cool. And then, I know… just remind me again, like, you’re starting part-time, and then we’re kind of… we’re supposed to give you an answer within, like, a week or two weeks on, like, full-time or not, or what, so I’m not exactly sure what…
10 00:05:24.710 ⇒ 00:05:41.529 Justina Spinn: Yeah, I think that it was really just, like, kind of ramping up, like, would be part-time, just, okay. He said, like, no more… I think the contract said, like, no more than 20 hours a week, and it was until October 15th, but I don’t know if we…
11 00:05:42.140 ⇒ 00:05:42.870 Robert Tseng: Okay.
12 00:05:42.910 ⇒ 00:05:44.669 Justina Spinn: I think we’ll probably…
13 00:05:45.590 ⇒ 00:05:49.289 Robert Tseng: make it. We’ll… we’ll… we’ll make a decision before that, yeah.
14 00:05:49.290 ⇒ 00:05:50.770 Justina Spinn: Yeah.
15 00:05:51.510 ⇒ 00:05:52.670 Justina Spinn: Yeah, hi.
16 00:05:52.940 ⇒ 00:06:00.199 Robert Tseng: we want to drag that out for that long. But okay, cool. I also have Amber on this call, because she’s gonna come and help
17 00:06:01.350 ⇒ 00:06:09.599 Robert Tseng: project manage some of, like, the sales work as well. I know you were just on that earlier call, the kickoff that we have with
18 00:06:09.870 ⇒ 00:06:12.320 Robert Tseng: with Hannah and,
19 00:06:12.870 ⇒ 00:06:26.279 Robert Tseng: Ryan, and those are the folks that you’ll probably be leaning on day-to-day, just, like, kind of help you get up to speed, and if you need to coordinate with people, those would probably be your go-to people. But yeah, I think we’re trying to…
20 00:06:26.920 ⇒ 00:06:35.529 Robert Tseng: just run a tighter… tighter operation. I think the… yeah, I mean, the track record has just been…
21 00:06:35.690 ⇒ 00:06:39.040 Robert Tseng: We’ve tried multiple people, kind of.
22 00:06:39.320 ⇒ 00:06:49.059 Robert Tseng: we’ve done so many iterations of his team, like, this is probably, like, the fifth one that I can think of, so, like, I… I do think that, as far as, like.
23 00:06:49.690 ⇒ 00:06:54.889 Robert Tseng: teams within Brainforge goes, it’s still a pretty young and, like, immature team.
24 00:06:55.000 ⇒ 00:07:01.710 Robert Tseng: So that’s why we’re really excited to have you, because we feel like you have more experience than most of the team does on, like, being able to
25 00:07:01.990 ⇒ 00:07:11.989 Robert Tseng: plugged in and see things at a… from an organization efficiency perspective, and, hopefully you’re opinionated about
26 00:07:12.150 ⇒ 00:07:19.250 Robert Tseng: How you want certain processes to be structured, and you can really own, kind of, the objectives that we’re… that we’ve set.
27 00:07:19.490 ⇒ 00:07:23.710 Robert Tseng: But if you need help chasing anyone down, and…
28 00:07:23.740 ⇒ 00:07:36.959 Robert Tseng: yeah, just feel like communication is kind of, like, broken. I think Amber is kind of the go-to person to kind of help, like, probably, she’ll probably see the problem before you do, but also, yeah, if you need
29 00:07:36.960 ⇒ 00:07:46.239 Robert Tseng: her support. I think she’s… she’s… she does that for most of the other teams on… here. So, yeah, just wanted to give that context.
30 00:07:46.600 ⇒ 00:07:47.330 Justina Spinn: Okay.
31 00:07:48.020 ⇒ 00:07:48.610 Robert Tseng: Cool.
32 00:07:48.730 ⇒ 00:07:56.529 Robert Tseng: Yeah, I think, this is… I’m… I’m gonna probably do a walkthrough of…
33 00:07:56.740 ⇒ 00:08:05.750 Robert Tseng: just the notion that I kind of shared with you earlier this morning. I don’t know if you got a chance to look at it yet. And then we’re gonna go very specific into a couple of, like, the…
34 00:08:06.450 ⇒ 00:08:17.890 Robert Tseng: workflows that I’d, you know, ideally like you to kind of just kick off, as you’re getting onboarded as well. So, give me a minute to just, like, pull everything up. Let’s see…
35 00:08:37.750 ⇒ 00:08:43.940 Robert Tseng: Okay, so… Yeah, I’ll just start here.
36 00:08:44.500 ⇒ 00:08:47.960 Robert Tseng: Yeah, so if you want to just kind of get a sense of, like.
37 00:08:48.530 ⇒ 00:08:56.820 Robert Tseng: just to ground yourself in, like, what Braveforged is, what we do. I think this is kind of, like, our way of trying to tell the story, so you can kind of look through this stuff.
38 00:08:56.970 ⇒ 00:08:59.089 Robert Tseng: In different formats.
39 00:08:59.190 ⇒ 00:09:08.160 Robert Tseng: Yeah, and then… Yeah, as far as, lead… lead generation,
40 00:09:09.060 ⇒ 00:09:20.630 Robert Tseng: I think, just to expand on this a bit more, you know, we run… we have all of these different channels, so on outbound, we are sending outbound messages on LinkedIn.
41 00:09:20.790 ⇒ 00:09:25.690 Robert Tseng: Which is kind of that Hey Reach campaign that,
42 00:09:25.870 ⇒ 00:09:42.259 Robert Tseng: Ryan was talking about earlier today, so that’s kind of all detailed out here. Catalan, we’re not really actively doing. Upwork is another active strategy for us. We use a platform called GigRadar. I wish I had a visual to show you kind of, like, how all the different systems that we use, but I don’t, so I’m just kind of.
43 00:09:42.260 ⇒ 00:09:48.569 Justina Spinn: Hannah and Ryan met with me right before this, and I… Hannah pulled all of them up for me, so I was able.
44 00:09:48.570 ⇒ 00:09:49.249 Robert Tseng: I wish it did.
45 00:09:49.250 ⇒ 00:09:50.550 Justina Spinn: Yeah.
46 00:09:50.550 ⇒ 00:10:03.810 Robert Tseng: Okay, great. Yeah, if you’ve heard something before, just let me know, otherwise I’ll just kind of assume that you’ve… I’ve… yeah, like, I’ll just… I’ll breeze through some of it more. Yeah, so those are the outbound channels. Inbound-wise,
47 00:10:04.160 ⇒ 00:10:10.859 Robert Tseng: yeah, I would say, you know, we get some, like, this is through our content, I guess, so…
48 00:10:10.980 ⇒ 00:10:20.020 Robert Tseng: through our website, we get some leads, people that go to log onto the website, and they fill out a form, and we get to contact them through that. We have,
49 00:10:20.110 ⇒ 00:10:27.999 Robert Tseng: yeah, content, LinkedIn posts, so that’s another thing that Ryan is responsible for. He posts, content on both UTOM and my account.
50 00:10:28.040 ⇒ 00:10:43.380 Robert Tseng: And then Hannah hosts events, so she organizes webinars, gets us set up with other partners on doing, like, in-person events as well. So, yeah, both Utam and I are kind of, like, would show up to those, and…
51 00:10:43.390 ⇒ 00:10:49.259 Robert Tseng: Yeah, like, through the people that we meet there, that ends up… they become leads as well for us.
52 00:10:49.330 ⇒ 00:10:59.409 Robert Tseng: And then on the referral side, we’ve built out, like, a pretty wide partner network, which maybe you remember from today’s call, that I think it’s a bit too fragmented, and we’re not really
53 00:10:59.510 ⇒ 00:11:04.699 Robert Tseng: Having a very concentrated approach to how we approach the, to how we follow up with them.
54 00:11:06.270 ⇒ 00:11:13.630 Robert Tseng: There’s a couple different places. There was that spreadsheet that Hannah showed you that was probably more like this.
55 00:11:13.760 ⇒ 00:11:20.720 Robert Tseng: This was me trying to give her, like, just a more simple place, like, a single sheet for her to go and track.
56 00:11:20.830 ⇒ 00:11:25.010 Robert Tseng: Like, her activities on helping us to push partner efforts along.
57 00:11:25.180 ⇒ 00:11:42.419 Robert Tseng: But this is, like, kind of the original place that we kind of tried to map out all of our partners. We separated them out into tiers, so you can kind of talk… look through it here. So, Tier 1 is basically partners that have actually given us, you know, customers that are… that we’re… that we’ve gotten revenue from.
58 00:11:42.490 ⇒ 00:11:49.299 Robert Tseng: and then all the way down to people who are currently in discussions to explore potential partnership opportunities. So…
59 00:11:49.410 ⇒ 00:11:53.539 Robert Tseng: I would say that Hannah’s still kind of, like, the go-to person on, like.
60 00:11:54.400 ⇒ 00:12:03.489 Robert Tseng: pushing things along with partners, at least for now. But yeah, just kind of letting you know that that’s, like, a part of our process as well.
61 00:12:05.820 ⇒ 00:12:16.110 Robert Tseng: And… yeah, so I’ll just kind of focus more on go-to-market today. What did… what did they cover with you on their call? Did they show you any playbooks specifically, or…
62 00:12:16.490 ⇒ 00:12:29.059 Justina Spinn: No, we didn’t talk about that, yet. They kind of showed me, like, what GigRadar looks like, talked about, like, ShopTalk, and, like, when I, like, fix some of those things that we talked about in that first meeting today.
63 00:12:29.320 ⇒ 00:12:44.300 Robert Tseng: Oh, right, okay, so they were… you were just kind of shadowing them, and they were making their changes. Yeah, so, yeah, I guess it’s good for you to know, like, what they’re up to, but, yeah, so I would say, let’s just kind of go into one of the playbooks right now. So the… one of the main ones, there’s a strategy
64 00:12:44.320 ⇒ 00:12:49.800 Robert Tseng: the booksheet. I don’t know if you’ve gotten this… access to this before, so I’ll just share this with you.
65 00:12:50.230 ⇒ 00:12:55.289 Robert Tseng: Oh, that’s Justin. Sorry, I don’t think I have yours.
66 00:12:55.730 ⇒ 00:13:01.250 Robert Tseng: Where do you get… Okay.
67 00:13:04.950 ⇒ 00:13:19.529 Robert Tseng: Yeah, so this one is called the Mutual Intro Playbook. This is one that I came up with. I think there’s some, looming walkthroughs here, so you can walk through this to kind of look at step-by-step, like, how you should kind of approach it.
68 00:13:19.580 ⇒ 00:13:26.880 Robert Tseng: So I think I’m not gonna go into each one here. But basically, the sequence is we’re looking at
69 00:13:26.900 ⇒ 00:13:43.210 Robert Tseng: UTAM and my existing network, on LinkedIn of our first-degree connections, and trying to see if they can put us in con- connect us to a second-degree connection, that’s a good target for us. So…
70 00:13:43.320 ⇒ 00:13:47.989 Robert Tseng: Yeah, this is a sequence of messages that we would send out, to…
71 00:13:48.220 ⇒ 00:13:56.280 Robert Tseng: folks, it’s honestly not that many, it’s really just, like, two messages, probably. So just ask if people would be willing to make that introduction.
72 00:13:56.340 ⇒ 00:14:14.440 Robert Tseng: Now, once they do, then the goal is ultimately to book a meeting, and so once the connection is made, I usually, like, you know, I would usually just step in and probably just take over the messaging from there. Yeah, we haven’t really built out, like, a full sequence all the way to the meeting book.
73 00:14:14.550 ⇒ 00:14:27.389 Robert Tseng: But yeah, I think this is, like, this has been a pretty high hit rate for us, a good way to get warm intros to people that we otherwise would have a hard time getting in front of. But yeah, I think that’s… that’s the point of this campaign.
74 00:14:27.870 ⇒ 00:14:28.570 Justina Spinn: Okay.
75 00:14:29.110 ⇒ 00:14:33.399 Robert Tseng: Yeah, so I’ll take this, I’ll share a couple things with you.
76 00:14:34.080 ⇒ 00:14:41.149 Robert Tseng: And… just so you have it in place… Financial intro.
77 00:14:41.910 ⇒ 00:14:42.900 Robert Tseng: Good book.
78 00:14:43.900 ⇒ 00:14:57.690 Robert Tseng: So, what I will share… so I’ll let you kind of catch up on… on how that works, and you can ask me any questions, but once you are running it, you would go into this outbound tracker, so I would pin this as well, so this is,
79 00:14:57.980 ⇒ 00:15:01.060 Robert Tseng: Outbound tracker… And…
80 00:15:01.620 ⇒ 00:15:09.979 Robert Tseng: Yeah, there’s a few lists in here. I haven’t updated it in a couple weeks, but, for example, this one is the Mutual Intro Outbound Tracker.
81 00:15:10.080 ⇒ 00:15:21.400 Robert Tseng: So you would kind of go in and fill out these fields. So I think part of it is trying to add, like, up to 10, like, around 10 a day is kind of what we’ve been hoping for.
82 00:15:21.560 ⇒ 00:15:39.999 Robert Tseng: So you would, you know, you’ll be able to see in the sequence, you pretty much, you come to Sales Navigator, you look for the mutual intro lead list here that I’ve already kind of built out the filters for, then you start to go in through, and you just look through, I don’t know, let’s just jump to a page and just see…
83 00:15:40.040 ⇒ 00:15:45.719 Robert Tseng: Okay, I mean, you can add some more filters here to exclude industries, but…
84 00:15:45.890 ⇒ 00:15:52.960 Robert Tseng: let’s say… let’s just find one. So I’m just scanning through a lot of them, these are not great fits.
85 00:15:53.070 ⇒ 00:16:02.879 Robert Tseng: LAFC corporate partnerships is not, like, the right persona, so you kind of have to get a sense of, like, who the right ICP is. Director of Catering, obviously, is not for us.
86 00:16:03.070 ⇒ 00:16:10.129 Robert Tseng: Customer success? Okay, like, that’s possible. So, I would… I would just look at this and…
87 00:16:11.770 ⇒ 00:16:18.210 Robert Tseng: And, yeah, like, this could be somebody… that I would take.
88 00:16:18.590 ⇒ 00:16:29.500 Robert Tseng: So I’d take, like, Ben, and so I’ll just say Benjamin Roy, is… What was that?
89 00:16:29.900 ⇒ 00:16:32.090 Robert Tseng: And,
90 00:16:32.430 ⇒ 00:16:40.099 Robert Tseng: Oops. And okay, I have two mutuals, so there’s Drew and Scott. Let’s just say it’s Drew.
91 00:16:40.230 ⇒ 00:16:51.749 Robert Tseng: And… Smokey… And he is the, what, like, head of customer success, company is called Privy.
92 00:16:52.260 ⇒ 00:16:57.639 Robert Tseng: why is this person a match? Well, he’s the head of… head of CS,
93 00:16:57.890 ⇒ 00:17:03.910 Robert Tseng: you know, privy is maybe, like, a… well, I don’t know what even privy is. Let’s just take a look.
94 00:17:04.780 ⇒ 00:17:13.530 Robert Tseng: for V is a… okay, it’s an email, SMS, like, SaaS tool, so… saaS…
95 00:17:13.630 ⇒ 00:17:19.130 Robert Tseng: tool for CPG brands, estimated…
96 00:17:19.359 ⇒ 00:17:25.189 Robert Tseng: 5 to 10 million in revenue, which is actually a good fit for us. So, I think…
97 00:17:25.760 ⇒ 00:17:26.799 Robert Tseng: That would be…
98 00:17:27.079 ⇒ 00:17:37.069 Robert Tseng: possibly a bit. So as far as, like, lead list goes, like, I would, you know, you could qualify them and just say they are…
99 00:17:44.780 ⇒ 00:17:46.990 Robert Tseng: Oops, I kinda lost the person.
100 00:17:49.670 ⇒ 00:17:57.610 Robert Tseng: I would save him… as a ISCP fit.
101 00:17:58.110 ⇒ 00:18:05.010 Robert Tseng: Okay, so… That’s that, and 9, 15, changing…
102 00:18:05.580 ⇒ 00:18:19.680 Robert Tseng: Great. So that… that’s that, and so you just put up a list of 10. Then, you know, once a day, I’d go in, I’d check, and I’d review it. I’d be like, you know what? Actually, you know, there’s just, like, an actual real… I’m just gonna go through it for real, so…
103 00:18:19.890 ⇒ 00:18:24.560 Robert Tseng: looking through privy, like, I’ll look into it, I’ll better understand, okay,
104 00:18:24.800 ⇒ 00:18:29.210 Robert Tseng: pretty good fit, but actually, I think that I would…
105 00:18:29.570 ⇒ 00:18:39.610 Robert Tseng: and this is actually a decent account for us, so, like, I might actually go in and try to connect with a couple other people. So, even here, if you think this is a good fit, like, I would start adding…
106 00:18:39.870 ⇒ 00:18:47.079 Robert Tseng: like, I’d probably add, like, a head of marketing is probably a better fit for us than a customer success, to be honest, so,
107 00:18:47.300 ⇒ 00:18:53.820 Robert Tseng: Yeah, like, I would also add, like, Katie Samuelson as, like, a possible person, so…
108 00:18:54.680 ⇒ 00:19:00.259 Robert Tseng: Everything is pretty much the same, because it’s the same account.
109 00:19:00.730 ⇒ 00:19:08.720 Robert Tseng: DG of Marketing, and… Yeah, like, I…
110 00:19:09.270 ⇒ 00:19:19.219 Robert Tseng: I’ll either approve to, like, reach out for you to run the sequence, or, like, in this case, I would, you know, for somebody like…
111 00:19:20.260 ⇒ 00:19:24.620 Robert Tseng: I don’t know, like, the CEO, I have, like, 10 connections with him,
112 00:19:24.770 ⇒ 00:19:28.280 Robert Tseng: I might just see if there’s anybody here who I…
113 00:19:28.700 ⇒ 00:19:42.360 Robert Tseng: I’m strong… yeah, so, like, Clint is, like, a good buddy of mine, so, like, I’ll probably ask him specifically to connect me, to that. So, yeah, like, I’ll be able to, like, make those, make…
114 00:19:42.510 ⇒ 00:19:53.579 Robert Tseng: make that call myself on, like, if I want to connect to anybody else, like, I’ll, like, go and make that connection. But then I’ll say, like, okay, I approve these two for you to go reach out to
115 00:19:54.180 ⇒ 00:19:59.040 Robert Tseng: Probably actually not with Drew, like, I don’t want Drew to…
116 00:19:59.280 ⇒ 00:20:11.609 Robert Tseng: some folks, like, I don’t… and you wouldn’t know this, but some folks I’m not super good friends with, so I’m not going to ask them, like, 10 times to, like, connect me to 10 people. Like, I’m gonna save that favor for somebody, I guess.
117 00:20:11.620 ⇒ 00:20:31.089 Robert Tseng: So, for Drew, I don’t know him that well. I’d rather… I prefer to save that for someone else, and I’ll… I’ll go a different route through to Benjamin. Maybe I’ll just connect with him myself directly, or… or not, and with Katie, like, maybe I’ll exercise it. So, I think there is a bit of a back and forth here. I just need you to kind of put, like, a list of 10 for me, like, every day, and…
118 00:20:31.090 ⇒ 00:20:44.789 Robert Tseng: like, that’ll give me something to take action on, or, like, I’ll be able to ask you to approve it. Or I’ll approve it so that you can go and actually run the sequence on those folks. So,
119 00:20:45.460 ⇒ 00:20:48.939 Robert Tseng: Yeah, I’ll just pause there. Any initial questions on that?
120 00:20:50.440 ⇒ 00:20:52.510 Justina Spinn: No, not right now.
121 00:20:52.730 ⇒ 00:20:53.800 Justina Spinn: Okay.
122 00:20:53.800 ⇒ 00:20:54.360 Robert Tseng: Cool.
123 00:20:54.760 ⇒ 00:20:56.739 Amber Lin: I have a question.
124 00:20:57.090 ⇒ 00:20:57.690 Robert Tseng: Yep.
125 00:20:58.000 ⇒ 00:21:00.389 Amber Lin: When do you want that ready by each day?
126 00:21:01.460 ⇒ 00:21:12.620 Robert Tseng: Well, so I usually run this in the mornings, so… yeah, like, sales is, like, the first thing I do in the morning. So, you know, whenever you get to the day, like, I’ll probably be checking your work from the previous day.
127 00:21:12.620 ⇒ 00:21:14.570 Amber Lin: Okay, so by end of day. Great.
128 00:21:14.570 ⇒ 00:21:15.170 Robert Tseng: Yeah.
129 00:21:16.690 ⇒ 00:21:25.110 Robert Tseng: Yeah, so that’s one way of getting, you know, our target was, what, 30 leads a day? So that’s one way to, like, get 10
130 00:21:25.300 ⇒ 00:21:32.869 Robert Tseng: like, 10 leads a day already from there, and this is a collective effort. Like, you’re not responsible for, you know, adding 30 leads yourself.
131 00:21:33.180 ⇒ 00:21:39.150 Robert Tseng: So other campaigns that we run, we have the circle back, thing, so this is, like, folks that we…
132 00:21:40.650 ⇒ 00:21:45.700 Robert Tseng: Are already in our first, degree network,
133 00:21:48.020 ⇒ 00:21:50.629 Robert Tseng: Let me see, maybe there’s a more visual way to show this.
134 00:21:56.590 ⇒ 00:22:00.890 Robert Tseng: This… need nurturing sequences… commercial…
135 00:22:05.540 ⇒ 00:22:09.359 Robert Tseng: Okay, great. So… this will…
136 00:22:11.710 ⇒ 00:22:20.429 Robert Tseng: Yeah, this is basically the visual diagram of how the mutual intro works, so you can kind of see what that looks like. I built it out for the Circleback campaign as well.
137 00:22:20.510 ⇒ 00:22:36.739 Robert Tseng: So this is kind of more reliant on HubSpot. So in HubSpot, we go back and we look at leads who are labeled with these statuses. Based on their status, there’s a sequence that we can run with them. So if it’s yes, then, like, then we probably go into…
138 00:22:37.820 ⇒ 00:22:45.269 Robert Tseng: here… And… Actually, I brought this back into…
139 00:22:45.470 ⇒ 00:22:59.849 Robert Tseng: work in progress, so, like, I probably would adjust, but basically the messaging is like, hey, last time we spoke, the timing wasn’t right, but look at all the cool things that we’ve been doing. Like, would love to revisit this with you. Like, that’s… that’s the idea of this campaign.
140 00:23:02.870 ⇒ 00:23:16.079 Robert Tseng: Yeah, I mean, there is probably an extent where we’ve already, like, done this with a lot of folks, and maybe we just gotta, like, chill and, like, pull off for a bit. However, I do…
141 00:23:16.590 ⇒ 00:23:25.709 Robert Tseng: like, even as you’re… as I’m personally going through the visual intro, because I will do this daily as well, or whenever I get the chance.
142 00:23:25.730 ⇒ 00:23:37.689 Robert Tseng: sometimes, like, I’ll come across, somebody who’s like, okay, let’s just say, wait, like, I just saw Sander, I haven’t talked to Sander in a while, like, we tried to work with him.
143 00:23:37.750 ⇒ 00:23:47.650 Robert Tseng: like, last year didn’t end up working out, I’d love to send him a message and just kind of share with him what we’re doing. So then I would just add Sander to this list as well.
144 00:23:47.790 ⇒ 00:23:55.480 Robert Tseng: So this is kind of like, an example Whoa.
145 00:24:05.030 ⇒ 00:24:12.240 Robert Tseng: This is actually Mark Bus… Also, the CEO,
146 00:24:15.740 ⇒ 00:24:22.330 Robert Tseng: And yeah, so, like, this is one way that I will add leads to a circle back,
147 00:24:22.840 ⇒ 00:24:35.439 Robert Tseng: list as well, for you to go back and follow up with these people. Now, I’m not sure if we’ve already hit all of these people yet. I think the last person didn’t seem to have updated this tracker, so it’s kind of a bit…
148 00:24:35.550 ⇒ 00:24:40.309 Robert Tseng: of a wash, like, I might have to just delete everything and start over from scratch again.
149 00:24:40.420 ⇒ 00:24:43.090 Robert Tseng: Which, I mean, I’m not gonna make that decision right now.
150 00:24:43.250 ⇒ 00:24:51.899 Robert Tseng: But this is one way to kind of have some circle back, leads as well. In addition to having
151 00:24:52.020 ⇒ 00:25:02.330 Robert Tseng: HubSpot, making sure that everyone that is in those… in these statuses in HubSpot is actually thrown into the sequence, which…
152 00:25:02.530 ⇒ 00:25:06.860 Robert Tseng: once again, like, I wish… That… that list was…
153 00:25:06.890 ⇒ 00:25:14.920 Robert Tseng: clearly just pasted here. It’s like a one… it’s a one-time exercise. I don’t know if it was ever done. My hunch is it never was.
154 00:25:14.930 ⇒ 00:25:29.899 Robert Tseng: So, yeah, I think, like, just to have, like, a single place where you have all the possible leads that we could be circling back with, and then having some, checkpoints for me to approve on whether or not we should go and, like, actually
155 00:25:30.220 ⇒ 00:25:34.460 Robert Tseng: message them, just, I think it’s always good to just let me just take a quick look.
156 00:25:34.500 ⇒ 00:25:50.399 Robert Tseng: And then we can, we can send… you can send the email, send the LinkedIn, whatever it is, to actually, to run with that sequence. So, this is, like, a second thing that should be running in parallel, that’s less about, like, adding
157 00:25:50.500 ⇒ 00:25:58.530 Robert Tseng: net new leads on a daily basis. It’s just more, like, Making sure that
158 00:25:59.190 ⇒ 00:26:15.389 Robert Tseng: you know, leads that we have… that we have come across before are actually getting followed up on probably, like, 3 to 6 months down the line. So, those are kind of the two main playbooks that
159 00:26:15.500 ⇒ 00:26:21.439 Robert Tseng: I… Just want you to kind of get familiar with and get started on.
160 00:26:22.440 ⇒ 00:26:29.429 Justina Spinn: Okay. Yeah. And are these people who are, like, specifically on the circle back tracker, are these people that are on HubSpot right now?
161 00:26:29.840 ⇒ 00:26:35.580 Justina Spinn: Like, can we do some sort of automation on HubSpot to make this happen, or, like, are you hoping…
162 00:26:35.580 ⇒ 00:26:39.389 Robert Tseng: Yeah, I mean, so that’s another thing where, yeah, I don’t… I don’t know what…
163 00:26:39.680 ⇒ 00:26:51.009 Robert Tseng: I don’t know what happened, like, I feel like I’ve been asking for this for, like, a month, and it didn’t get done, so… If you feel like you can run it in HubSpot and you don’t want to use this, like, that’s totally fine.
164 00:26:51.120 ⇒ 00:26:53.769 Robert Tseng: I just, like I mentioned.
165 00:26:53.890 ⇒ 00:27:00.370 Robert Tseng: as I’m going through LinkedIn, and I find folks that are already first-degree connections.
166 00:27:00.370 ⇒ 00:27:00.960 Justina Spinn: Right.
167 00:27:00.960 ⇒ 00:27:20.719 Robert Tseng: they’re not captured in some of our messaging. Like, Arteen is another one. I’m like, oh yeah, I haven’t talked to Arteen in a while, I’d like to just message him and see what’s going on. Or, like, Jeremiah, someone I also like… so there’s a few folks here where I don’t know if they’re in… I doubt they’re in HubSpot, but, like, I know these are guys that I could, message again, and…
168 00:27:20.750 ⇒ 00:27:22.390 Robert Tseng: like.
169 00:27:22.740 ⇒ 00:27:37.060 Robert Tseng: I will either just go and do it myself and track it and just, you know, mark it as, like, I already sent a message, or if I just need to just add it to a list, like, I want a place to be able to do it without having to put a bunch of buttons in HubSpot.
170 00:27:37.360 ⇒ 00:27:38.070 Justina Spinn: Yeah.
171 00:27:38.530 ⇒ 00:27:39.520 Robert Tseng: Yeah. Okay.
172 00:27:40.980 ⇒ 00:27:42.580 Justina Spinn: Sounds good.
173 00:27:44.420 ⇒ 00:27:45.040 Robert Tseng: Okay.
174 00:27:45.040 ⇒ 00:27:52.049 Justina Spinn: Cool. I don’t think that I have access to Sales Navigator or HubSpot yet.
175 00:27:52.330 ⇒ 00:28:04.809 Robert Tseng: Yeah, so Sales Navigator, you’ll have to use my LinkedIn, so my LinkedIn creds are in OnePass. If there’s anything about, like, login, you should, just ask Rico, and Rico will help you get onboarded there.
176 00:28:04.810 ⇒ 00:28:07.529 Justina Spinn: Okay. But there should be a 1Pass…
177 00:28:07.700 ⇒ 00:28:10.870 Robert Tseng: Sales.
178 00:28:12.220 ⇒ 00:28:14.070 Robert Tseng: Shared vaults.
179 00:28:15.580 ⇒ 00:28:22.959 Robert Tseng: Manage access… Maybe I can just add E to it right now.
180 00:28:29.480 ⇒ 00:28:30.850 Robert Tseng: Let’s see…
181 00:28:38.670 ⇒ 00:28:42.970 Robert Tseng: Great.
182 00:28:43.340 ⇒ 00:28:49.300 Robert Tseng: Okay, so hopefully that gives you… Everything you need.
183 00:28:52.880 ⇒ 00:28:59.759 Amber Lin: Also, question on the sales assets. Justin, do you have access to them? I think they’re in Google Drive or Figma.
184 00:29:02.090 ⇒ 00:29:02.920 Justina Spinn: Let’s see…
185 00:29:25.800 ⇒ 00:29:30.939 Amber Lin: I can check in the channel, and probably also check with Hannah, because she knows where all of them are.
186 00:29:32.890 ⇒ 00:29:47.800 Robert Tseng: Okay. Yeah, well anyway, so in this, OnePass vault, you’ll have access to everything, so you can log in to both, mine and UTAM’s LinkedIns from there, so you… Utom doesn’t have Sales Navigator, I think, so you can only use my account for that.
187 00:29:48.570 ⇒ 00:29:53.350 Robert Tseng: And, okay, so that’s that.
188 00:29:53.600 ⇒ 00:29:56.959 Robert Tseng: I forgot if there was another question that you had asked.
189 00:29:57.900 ⇒ 00:30:00.580 Justina Spinn: No, that was it for right now.
190 00:30:00.800 ⇒ 00:30:01.460 Robert Tseng: Okay.
191 00:30:03.220 ⇒ 00:30:11.950 Robert Tseng: Great. Yeah, so I mean, this is, like, I’ll keep collaborating with you to keep adding to this, and if you don’t want to use this, it’s fine. This activation tracker…
192 00:30:13.370 ⇒ 00:30:20.989 Robert Tseng: You don’t have to worry about this. I don’t really think that this got… like, this doesn’t seem to be… nothing’s moving here. I’m gonna delete that.
193 00:30:27.270 ⇒ 00:30:31.339 Robert Tseng: Yeah, these are just, like, other lead lists,
194 00:30:31.690 ⇒ 00:30:37.709 Robert Tseng: kind of a similar idea to the tracker, but I was just trying to, like, think about different types of connections, so…
195 00:30:38.720 ⇒ 00:30:44.789 Robert Tseng: Direct connections… okay, you don’t have to worry about any of this. We’ll just keep it simple, just these two trackers is good.
196 00:30:44.950 ⇒ 00:30:48.809 Robert Tseng: What else can I show you on this call?
197 00:30:52.470 ⇒ 00:31:04.960 Robert Tseng: Yeah, this is more about social media engagement. I’m not gonna cover this right now, but the idea… you’re not gonna do this, like, this week, but the… it was a similar objective.
198 00:31:04.990 ⇒ 00:31:14.419 Robert Tseng: rather than, direct messages and connections, it was about commenting on, influencer lists that we had already set up. So…
199 00:31:15.220 ⇒ 00:31:31.910 Robert Tseng: These kind of got dropped over the years, but… or the months, but, I had set up a few different lists of… these are the target influencers. I would have the team go and, yeah, just basically turn this into a list that you can… a saved list on Sales Navigator.
200 00:31:32.110 ⇒ 00:31:33.400 Robert Tseng: And just…
201 00:31:34.030 ⇒ 00:31:40.049 Robert Tseng: See, you know, if any of these people are posting on a daily basis, you just go in and you just…
202 00:31:40.230 ⇒ 00:31:44.349 Robert Tseng: Just comment something, and just comment, we’re tracking the comments here.
203 00:31:44.380 ⇒ 00:31:50.970 Robert Tseng: That was a way of signal-boosting, kind of, our own content, because, that’s just partially how the algorithm works.
204 00:31:50.990 ⇒ 00:32:04.780 Robert Tseng: But it’s a bit more indirect. It helped bring us more followers, but, yeah, ultimately, that’s not the biggest priority right now. I think just making sure that we’re getting enough actual leads is more important. So, this is, like.
205 00:32:04.870 ⇒ 00:32:09.680 Robert Tseng: you know, social media coordination is, like, part of something that I would like to…
206 00:32:09.800 ⇒ 00:32:16.730 Robert Tseng: kind of expand to, but I guess while you’re in your part-time capacity, this is probably not that… important…
207 00:32:16.850 ⇒ 00:32:19.780 Robert Tseng: Yeah.
208 00:32:24.300 ⇒ 00:32:42.259 Robert Tseng: Cool. So, yeah, I mean, I… that’s it. I don’t want to overwhelm you too much, like, I feel like I’ve kind of tampered my expectations, like, I… I feel like I have a bunch of other campaign ideas, but we just haven’t been running them because we haven’t been able to be consistent with even just these two, so I…
209 00:32:42.920 ⇒ 00:33:00.340 Robert Tseng: as long as you are able to kind of get up to speed quickly on those two, that’s all I really care about, at least for these, first couple days. And yeah, definitely would encourage you to go and, like, read through any of this stuff. I’m gonna keep, like, editing and moving things around, but
210 00:33:00.410 ⇒ 00:33:05.560 Robert Tseng: Generally, like, my focus area this week is gonna…
211 00:33:05.680 ⇒ 00:33:08.690 Robert Tseng: when I have time, is to keep…
212 00:33:09.000 ⇒ 00:33:16.269 Robert Tseng: Building out more sequences for our follow-up. Yeah, and
213 00:33:17.410 ⇒ 00:33:20.790 Robert Tseng: Yeah, I think that’s… that’s the… That’s…
214 00:33:21.040 ⇒ 00:33:38.470 Robert Tseng: Yeah, if you… anything around messaging or strategy for how to target a particular lead, or if you’re not sure if somebody’s an ICP or not, like, just send all of those messages in Slack, like, somebody will respond to you really quickly. I think that’s,
215 00:33:39.890 ⇒ 00:33:41.629 Robert Tseng: That’s what we… that’s what we can do.
216 00:33:42.170 ⇒ 00:33:56.860 Robert Tseng: Tom and I will be in… will be at a conference Wednesday through Friday, so less available, so prefer that, you know, any questions that you can send, you know, today, tomorrow, I’ll get to it as soon as I can. But otherwise, for the rest of the week, we’re probably gonna be…
217 00:33:57.030 ⇒ 00:34:02.110 Robert Tseng: more focused on the conference that we’ll be at. So, yeah.
218 00:34:02.920 ⇒ 00:34:03.510 Justina Spinn: Okay.
219 00:34:03.990 ⇒ 00:34:16.760 Justina Spinn: That sounds good. So just kind of getting up to speed on everything, and then, like, everything that you guys have in Notion, and then just looking at those Circle Back Tracker and the mutual…
220 00:34:16.969 ⇒ 00:34:21.799 Justina Spinn: Mutual intro tracker, and trying to get some leads on that.
221 00:34:21.800 ⇒ 00:34:37.519 Robert Tseng: Yeah. Yes, that’d be great. So yeah, I mean, if you can get to adding 10 to the mutual intro, you know, per day, I think that’s… that’s good enough. The circle back, there isn’t a particular number, I just want you to get familiar with HubSpot and figure out how you want to actually, like.
222 00:34:37.710 ⇒ 00:34:40.910 Robert Tseng: have that list. If you want to just keep using the Google Sheet.
223 00:34:41.280 ⇒ 00:34:46.069 Robert Tseng: I’m gonna default to keep using the Google Sheet until you tell me otherwise.
224 00:34:46.590 ⇒ 00:34:50.010 Robert Tseng: I feel like when I’ve, kind of, been more…
225 00:34:50.570 ⇒ 00:35:08.869 Robert Tseng: like, oh, do whatever you want, and you tell me, like, I feel like that has typically not really worked out, so I think I’m just… I default to just, like, at least putting something there, and you are… you definitely can adjust it, but, you just have to let me know what, like, what you’re…
226 00:35:08.990 ⇒ 00:35:19.249 Robert Tseng: what’s the best way to kind of, work with you on that? Otherwise, I’ll just keep building stuff out, the way that I’ve been doing it.
227 00:35:19.250 ⇒ 00:35:20.960 Justina Spinn: Okay, that sounds good. Yeah.
228 00:35:24.860 ⇒ 00:35:33.460 Robert Tseng: All right, well, yeah, we don’t need the full hour. I’ll be around, just slack me if you need anything, and we can always just hop on a quick huddle if, if necessary.
229 00:35:33.730 ⇒ 00:35:35.330 Justina Spinn: Okay, cool. Thank you.
230 00:35:35.330 ⇒ 00:35:37.440 Robert Tseng: Okay, alright, thanks. Bye.
231 00:35:37.440 ⇒ 00:35:38.200 Amber Lin: Bye!