Meeting Title: Robert <> Justina Kickoff Pt. 2 Date: 2025-09-16 Meeting participants: Robert Tseng, Justina Spinn
WEBVTT
1 00:02:28.360 ⇒ 00:02:29.290 Justina Spinn: Hey!
2 00:02:30.980 ⇒ 00:02:32.060 Robert Tseng: Hey, Justina.
3 00:02:32.350 ⇒ 00:02:33.290 Justina Spinn: How are you?
4 00:02:33.770 ⇒ 00:02:34.780 Robert Tseng: Good, how are you?
5 00:02:35.010 ⇒ 00:02:36.500 Justina Spinn: Feeling good.
6 00:02:38.800 ⇒ 00:02:40.999 Robert Tseng: How was the… how was the first day yesterday?
7 00:02:41.570 ⇒ 00:02:47.139 Justina Spinn: It was good. Lots of information to take in, but it’s good. Yeah. Okay.
8 00:02:48.670 ⇒ 00:02:55.250 Robert Tseng: Yeah, I mean, I know, I know it can be a lot, so definitely feel free to just keep sending questions,
9 00:02:55.490 ⇒ 00:03:03.720 Robert Tseng: to the channel, I think, you know, Hannah and Ryan could probably help answer most of them, and then I’m obviously available to help wherever as well.
10 00:03:04.050 ⇒ 00:03:07.799 Justina Spinn: Okay, perfect. What, I guess, like…
11 00:03:08.410 ⇒ 00:03:13.689 Justina Spinn: Is Hannah and Ryan, like, they’re primarily marketing, or have they been doing…
12 00:03:14.060 ⇒ 00:03:17.149 Justina Spinn: what… what is their role? Yeah.
13 00:03:17.150 ⇒ 00:03:20.500 Robert Tseng: I guess everybody here has, like, multiple jobs.
14 00:03:20.500 ⇒ 00:03:22.470 Justina Spinn: Right. So.
15 00:03:22.470 ⇒ 00:03:26.120 Robert Tseng: Hannah is actually our designer, so she’s our lead designer.
16 00:03:26.270 ⇒ 00:03:38.249 Robert Tseng: But I think we also just needed, more support on the marketing side, so we tried to, like, give her a role that was more,
17 00:03:40.270 ⇒ 00:03:46.969 Robert Tseng: Related to… because she creates all the assets, so, like, any of, like, the…
18 00:03:47.140 ⇒ 00:03:54.669 Robert Tseng: one-pagers, the decks, like, all that stuff, that’s… that comes from her, and then Anne kind of supports her as a supporting designer.
19 00:03:54.910 ⇒ 00:04:09.939 Robert Tseng: So… Yeah, I think… She is, able to… Help with getting… the other folks, the…
20 00:04:10.910 ⇒ 00:04:13.960 Robert Tseng: Well, I guess you heard yesterday, she’s just trying to…
21 00:04:14.330 ⇒ 00:04:28.020 Robert Tseng: better manage the distribution, because I think we’ve created a lot of things now, but, like, it’s unclear what to use what and when. So, I think that’s, like, one… one part. And then she’s helping with
22 00:04:28.200 ⇒ 00:04:46.189 Robert Tseng: we call… we call her, like, the partnerships lead right now. So when we… when we’re doing, like, events and, that involve… that are a bit more high-touch and involve, coordinating with, like, a partner or client, marketing team, because we need to…
23 00:04:47.420 ⇒ 00:04:55.550 Robert Tseng: yeah, create a visual for, like, an event invite, or…
24 00:04:55.790 ⇒ 00:05:09.849 Robert Tseng: Yeah, just, like, and everything around, like, event planning, I guess, she’s kind of supports as well. So, that’s really, like, what she’s focused on. She kind of knows enough about everything else, though, on the sales side to be able to step in and help.
25 00:05:10.070 ⇒ 00:05:15.039 Robert Tseng: Okay. But yeah, that’s… that’s generally what she’s focused on.
26 00:05:15.150 ⇒ 00:05:32.059 Robert Tseng: And then Ryan is… yeah, he, he, content is his main role. He was just here first to, help us, like, push posts out. All the blogs on the website were written by him. And,
27 00:05:32.340 ⇒ 00:05:49.369 Robert Tseng: Yeah, and now he’s been doing lead list building, because he’s pretty good with these automation tools, so when we make requests of, like, hey, I want to be able to find a head of e-commerce at organizations that are more than 200 people, you can go and create that list.
28 00:05:49.390 ⇒ 00:05:58.470 Robert Tseng: And then we have him scheduling some campaigns right now, but they’re just, like, very basic, like, outbound campaigns near 8Reach. AREACH.
29 00:05:59.050 ⇒ 00:05:59.760 Justina Spinn: Okay.
30 00:06:00.070 ⇒ 00:06:00.710 Robert Tseng: Yeah.
31 00:06:01.300 ⇒ 00:06:04.550 Justina Spinn: Okay, that’s good to know, thank you.
32 00:06:07.680 ⇒ 00:06:11.949 Justina Spinn: Okay. I went and tried to do some…
33 00:06:12.050 ⇒ 00:06:16.770 Justina Spinn: like, tried to pull some leads. I went through, like, Sales Navigator and all of that, and…
34 00:06:16.930 ⇒ 00:06:28.160 Justina Spinn: the good news is, is that I found one that was already on the list that you guys had reached out to, but obviously that’s not great news, because you already reached out to them.
35 00:06:28.890 ⇒ 00:06:37.289 Justina Spinn: Yeah, so I think that I’m just gonna, like, take a little bit more time to try to figure out, like, what…
36 00:06:37.680 ⇒ 00:06:50.040 Justina Spinn: exactly, you guys are looking for with those leads, by, like, reading through some of the stuff and just, like, taking a look at other people you guys have already contacted and that kind of thing.
37 00:06:51.770 ⇒ 00:06:56.120 Justina Spinn: And then I was looking around on HubSpot.
38 00:06:57.590 ⇒ 00:07:02.140 Justina Spinn: And… I guess I’m just kind of, like, wondering, like, what…
39 00:07:02.150 ⇒ 00:07:18.749 Justina Spinn: what do you want my, like, main priority to be? Like, what do you want me to focus on for the time being? Do you want me to really focus on, like, leads and, like, trying to build up those lists? Or do you want me to focus on, like, HubSpot cleanup, and, like, trying to get information in there, like…
40 00:07:18.960 ⇒ 00:07:20.720 Justina Spinn: Where does the priority lie?
41 00:07:21.320 ⇒ 00:07:28.680 Robert Tseng: Yeah, so, I mean, I think you should know some basic HubSpot stuff, so…
42 00:07:29.170 ⇒ 00:07:31.380 Robert Tseng: I’ll just log in with profile.
43 00:07:37.470 ⇒ 00:07:43.379 Robert Tseng: Yeah, so, like, in here, all I really will care about is, at least for now.
44 00:07:43.530 ⇒ 00:07:47.220 Robert Tseng: Yeah, making sure that every…
45 00:07:47.390 ⇒ 00:07:56.450 Robert Tseng: you know, lead is actually tracked. So, the deals section, we have a few things set up already. I don’t really look at all deals. I only really look at
46 00:07:56.660 ⇒ 00:08:01.979 Robert Tseng: To do or in progress, but we have different statuses here that are, like.
47 00:08:02.480 ⇒ 00:08:06.170 Robert Tseng: And this is something where I was saying,
48 00:08:08.510 ⇒ 00:08:16.710 Robert Tseng: Compared to sales, and how we understand the sales funnel,
49 00:08:18.200 ⇒ 00:08:25.210 Robert Tseng: Yeah, to me, these are the different stages. We’ve created a lot more stages in HubSpot for…
50 00:08:25.460 ⇒ 00:08:30.450 Robert Tseng: I don’t… I guess these are a little bit more descriptive of, like, what action needs to be taken.
51 00:08:31.000 ⇒ 00:08:37.839 Robert Tseng: but yeah, I think you… to develop a perspective of how you, like, map these stages.
52 00:08:37.940 ⇒ 00:08:39.889 Robert Tseng: To these things, like.
53 00:08:39.990 ⇒ 00:08:48.429 Robert Tseng: when I’m talking about sales process, I’m not thinking through, like, I don’t know how many steps it is, like, 20 steps. I’m just, like.
54 00:08:48.750 ⇒ 00:08:52.709 Robert Tseng: Lead gen, they’re the first contact, there’s a meeting booked.
55 00:08:53.300 ⇒ 00:09:05.329 Robert Tseng: qualification is even not really even a step for me, in my opinion, but then there’s, like, some proposal stage, and that’s it. Like, to me, it’s, like, a pretty simple, like, four… like, three to five step
56 00:09:05.470 ⇒ 00:09:15.920 Robert Tseng: like, funnel, I understand that we need other stages to capture, like, what actions to be taken, to move people along in the different stages, and so that’s why they’re broken out this way.
57 00:09:17.360 ⇒ 00:09:33.879 Robert Tseng: But yeah, so, you know, there is a bit of, like, HubSpot cleanup to do, because, like, there’s to do here. Not all of this is, like, you know, have we actually followed up with all these folks? Like, I think there’s kind of a need to, like, chase this down to some extent, and just get a sense of, like.
58 00:09:34.440 ⇒ 00:09:44.189 Robert Tseng: Hey, Horty, are we actually doing any of them? Like, I would say anything that’s TBD, I would just clear out, like, this is, like, we’re not really doing anything with them.
59 00:09:44.600 ⇒ 00:09:46.790 Robert Tseng: But… yeah, so…
60 00:09:48.300 ⇒ 00:09:54.399 Robert Tseng: like, because HubSpot is so messy, it’s not that helpful. It’s kind of the way I… what I’m saying, and like…
61 00:09:55.080 ⇒ 00:10:01.800 Robert Tseng: In progress, since this is what I look at, this 40K, to me, should be 300K. Like, this, to me, is…
62 00:10:01.920 ⇒ 00:10:07.160 Robert Tseng: The number… the amount of revenue, potential revenue in our active pipeline.
63 00:10:07.600 ⇒ 00:10:08.530 Robert Tseng: So…
64 00:10:08.690 ⇒ 00:10:16.059 Robert Tseng: you know, every deal starts at 5K. Some, you know, as we talk to them, they’re bigger than others, like.
65 00:10:16.160 ⇒ 00:10:21.510 Robert Tseng: And… but this is just, like, a placeholder, so… I think…
66 00:10:22.410 ⇒ 00:10:30.810 Robert Tseng: Yeah, that gives you a sense of the volume that we need in order to hit 300K. Like, I want this pipeline to be filled, so… Right.
67 00:10:31.020 ⇒ 00:10:35.719 Robert Tseng: We need to be engaging with at least that many leads, because…
68 00:10:35.970 ⇒ 00:10:45.839 Robert Tseng: but this is, like, less than 10, like, I can handle this on my own, and I don’t really… like, for the number of… as we’re trying to scale up, like, we…
69 00:10:46.040 ⇒ 00:10:52.680 Robert Tseng: we need… yeah, we just… we just need to be able to handle, like, bigger volume. So,
70 00:10:53.310 ⇒ 00:10:59.030 Robert Tseng: Yeah, like, I… if you had to pick one place to keep clean and…
71 00:10:59.240 ⇒ 00:11:10.940 Robert Tseng: just really dialed in on, like, this is the one. Like, I need to… I want to make sure that we’re… we’re hitting that target of 300K.
72 00:11:11.680 ⇒ 00:11:14.200 Robert Tseng: Yeah, like, I think this… the…
73 00:11:14.410 ⇒ 00:11:30.690 Robert Tseng: the speed has dropped over the past couple weeks, but yeah, we… in order to hit our goal, of 300K active pipeline at any given moment, this, yeah, this number needs to go up, so…
74 00:11:31.060 ⇒ 00:11:43.019 Justina Spinn: Okay, and so, are you guys, like, how are you and Utam using HubSpot right now? Like, so, I guess some of the things that I was, like, looking at,
75 00:11:44.670 ⇒ 00:11:56.419 Justina Spinn: like, specifically whenever we were talking about, like, the circle back contacts and that kind of thing, like, some of those people aren’t in HubSpot, and, like, you guys don’t have, like, emails linking or anything like that, so, like…
76 00:11:57.110 ⇒ 00:11:57.780 Justina Spinn: How is…
77 00:11:57.780 ⇒ 00:12:01.370 Robert Tseng: Yeah, if they’re not there, they need to be added to HubSpot, so…
78 00:12:01.370 ⇒ 00:12:02.140 Justina Spinn: Okay.
79 00:12:02.140 ⇒ 00:12:15.609 Robert Tseng: I don’t think Rutam and I will be in HubSpot very often. This is what we will look at. This is the only view I care about in, like, HubSpot, and I will, you know, I would want you to, you know, in those Monday planning meetings, I want to pull this up and be like.
80 00:12:15.710 ⇒ 00:12:23.310 Robert Tseng: This is the… these are all the leads that we have, kind of coming up, that we’re in progress with, and then we’re going down the list, and…
81 00:12:24.020 ⇒ 00:12:28.149 Robert Tseng: just making sure that we have a next step for every person. A lot of the time, it’s…
82 00:12:28.380 ⇒ 00:12:33.990 Robert Tseng: Robert needs to go and adjust something, Utah needs to make a call, or what… whatever it is, and…
83 00:12:34.450 ⇒ 00:12:46.130 Robert Tseng: all of these actions probably involve us in some way, but, like, to own the readout of these… of this reporting, like, I think that’s kind of what we… what we want you to… to do.
84 00:12:46.130 ⇒ 00:13:04.639 Justina Spinn: Okay, and how is that… so, if… are you guys going… do you want, like, tasks assigned to you guys? You’re saying you’re not really gonna use HubSpot, so, like, how am I communicating that, besides that Monday meeting? Like, is that the only time that I’m gonna be communicating, like, what your next step should be for these, to move them forward?
85 00:13:04.920 ⇒ 00:13:13.110 Robert Tseng: Yeah, so I guess, like, you can… The way that we’ve,
86 00:13:15.410 ⇒ 00:13:26.640 Robert Tseng: Yeah, right now, Hannah and Ryan just send daily updates. Right now, this process can change, but I just need some consistency here, so at least now I know exactly, like, what they did, and if they need any, like.
87 00:13:26.890 ⇒ 00:13:34.610 Robert Tseng: need us to take any action, like Jake does this too, we can just look at this and take an action off of that. So, for you, like, I would say, like.
88 00:13:34.740 ⇒ 00:13:46.709 Robert Tseng: hey, you know, once a week, you’re letting us know… I mean, we would have already talked through all the steps here. Utom and I will go and try to take action on those things. If nothing has actually moved,
89 00:13:46.710 ⇒ 00:13:56.429 Robert Tseng: I will… if we took a step, we’ll probably should come back in here and try to, like, clear it out, or something, like, make some sort of sign so that, like, there’s not… like, it’s done.
90 00:13:56.530 ⇒ 00:14:09.990 Robert Tseng: And then if anything is still outstanding by the middle of the week, then you just send us a reminder. But, like, you kind of, like, own all the leads that are in this stage, like, as long as they’re in progress to kind of keep moving them along.
91 00:14:10.010 ⇒ 00:14:19.239 Robert Tseng: They’re not… yeah, like, it’s not always gonna be on… on us. Like, we want to, you know, get to a place where we’re just jumping on calls.
92 00:14:19.240 ⇒ 00:14:32.580 Robert Tseng: And then after that, everything else is kind of taken care of. But before we get there, like that, we’re just… we’re… we’re trying… that’s… that, to me, is the dream state. I would just… we just… we have to kind of chip away out of that.
93 00:14:33.130 ⇒ 00:14:33.860 Justina Spinn: Okay.
94 00:14:35.330 ⇒ 00:14:38.970 Justina Spinn: Alright, okay, so.
95 00:14:38.970 ⇒ 00:14:43.019 Robert Tseng: So, like, this one, Visto follow-up on QualCall, I mean…
96 00:14:43.090 ⇒ 00:15:01.920 Robert Tseng: I think this is a dead lead, but for example, like, this is not a great next step, like, this should… and this doesn’t have to come from me or Utah. This could just be you looking at the previous discovery call, getting the notes from the demo platform, and then drafting that email and putting it in our inbox so that we can go and send it. So, like.
97 00:15:02.010 ⇒ 00:15:13.630 Robert Tseng: that’s… anything that’s, like, following up or whatever, like, I don’t think it should come from us unless, like, we need that, like, extra push for whatever reason, because… yeah.
98 00:15:14.410 ⇒ 00:15:16.240 Justina Spinn: Okay, so I’m going to view…
99 00:15:16.240 ⇒ 00:15:16.629 Robert Tseng: Excuse me.
100 00:15:16.670 ⇒ 00:15:24.030 Justina Spinn: demos… That you guys completed for, like, figuring out what the next steps are. And then… How.
101 00:15:24.030 ⇒ 00:15:32.800 Robert Tseng: And we’ll call it out in this channel. We’ll be like, hey, just had a call with Doobie Cars, which, I mean, we should clear this out. I’m just gonna go through this now. I’m just gonna say.
102 00:15:33.010 ⇒ 00:15:41.099 Robert Tseng: Lost, ghosted, home from college, lost, not right time.
103 00:15:41.220 ⇒ 00:15:47.220 Robert Tseng: Zisto… Also… lost.
104 00:15:48.650 ⇒ 00:15:50.050 Robert Tseng: Not right time.
105 00:15:50.330 ⇒ 00:16:00.020 Robert Tseng: Casey, we are in… we are in signing, so, you know, Follow-up since on 9-15.
106 00:16:01.270 ⇒ 00:16:07.780 Robert Tseng: send another reminder online.
107 00:16:08.780 ⇒ 00:16:19.370 Robert Tseng: 18. So this would be one where you would take action, where I’ve already had two calls with Casey, first was the qual call, and then we had a proposal discussion.
108 00:16:19.380 ⇒ 00:16:29.010 Robert Tseng: we’re in signing right now. He says he’ll sign by Friday, or he’ll, like, get us a final, like, scope by Friday.
109 00:16:29.240 ⇒ 00:16:40.129 Robert Tseng: We’re still waiting on that. I did send a follow-up yesterday, and another follow-up needs to go out on Thursday. So, this would be one where, like, I don’t… you can… you can nudge that one.
110 00:16:40.230 ⇒ 00:16:42.530 Robert Tseng: Yeti, I’m calling…
111 00:16:42.970 ⇒ 00:16:52.220 Robert Tseng: Rob calling on 9-16. So I’m calling them today. And, this one, I don’t know why it’s… there’s nothing there, so I’m just gonna delete it.
112 00:16:52.630 ⇒ 00:17:00.089 Robert Tseng: Hellofresh, UTAM called them on Friday 12, so there are some things here.
113 00:17:00.190 ⇒ 00:17:09.650 Robert Tseng: like, I think we have to go through a formal RFP process, it’s gonna be much longer, so this will probably sit here for a while. But yeah, like, I think you can… you can go and call out and be like.
114 00:17:10.170 ⇒ 00:17:27.820 Robert Tseng: hey, for these 5 leads, this is what the next step was. Have we done it? If not, what’s the next step? And just, like, get either me or Utam to… to give a response on that. I think that’s… that’s how you can keep nudging it along if you don’t exactly know how you can action the next step.
115 00:17:28.020 ⇒ 00:17:41.469 Robert Tseng: If it’s on us, but some of these, like, you will… it’ll be on you, which is, like, you know, the Casey follow-up needs to happen, the HelloFresh one is not clear, UTAM didn’t make it very clear what the next step was, and so we need to keep just
116 00:17:41.480 ⇒ 00:17:48.109 Robert Tseng: pressing him on, like, okay, what’s the next step here? And he’ll… he’ll kind of have to… he’ll have to break that down.
117 00:17:50.010 ⇒ 00:17:50.760 Justina Spinn: Okay.
118 00:17:57.970 ⇒ 00:18:04.870 Justina Spinn: Alright, I guess, like, as far as, like, trying to… I don’t know.
119 00:18:07.090 ⇒ 00:18:16.089 Justina Spinn: trying to, like, find, like, the emails and all that communication, like, I’m just trying to think of ways to, like, bug you guys a little bit less with that.
120 00:18:16.680 ⇒ 00:18:25.180 Justina Spinn: Like, are there… can you guys, like, sync your emails so that the… because if you sync your emails to HubSpot.
121 00:18:25.180 ⇒ 00:18:41.270 Justina Spinn: it will automatically associate it to that contact in there, and then that will automatically associate it to any deals that those people are associated to. And so I’d be able to go into the deals and see, like, okay, yeah, Robert followed up with this person,
122 00:18:41.270 ⇒ 00:18:46.230 Justina Spinn: Like, there’s communication happening here, versus, like, having to go…
123 00:18:46.840 ⇒ 00:18:53.670 Justina Spinn: look… like, am I looking at each individual inbox if that’s not the case, or… does that make sense?
124 00:18:54.200 ⇒ 00:18:59.529 Robert Tseng: Yeah, I mean, we have our… we should have it synced already, so I’m not exactly sure how it works, but…
125 00:19:03.660 ⇒ 00:19:08.589 Justina Spinn: If we go to General… And then email.
126 00:19:10.560 ⇒ 00:19:13.039 Robert Tseng: Yeah, like, it should be synced already.
127 00:19:13.340 ⇒ 00:19:21.339 Justina Spinn: Okay Okay. I guess the ones that I looked at just didn’t have.
128 00:19:21.730 ⇒ 00:19:28.689 Robert Tseng: But yeah, like, some of this naming stuff, like, not poorly named. Like, this business has a name, it’s not…
129 00:19:29.010 ⇒ 00:19:32.300 Robert Tseng: I’m just gonna change it. It’s actually FoamPro…
130 00:19:33.050 ⇒ 00:19:50.919 Robert Tseng: the deal size, we already quoted it at 10K, so, like, this kind of stuff, like, I don’t feel like I need to say, like, if… if the person who’s managing this is kind of on top of this, you know, you should… you should just know that. There’s no contact here, so, like, I would just go and create a contact, you know, I would just,
131 00:20:02.450 ⇒ 00:20:08.130 Robert Tseng: Yeah, like, this one, I don’t know why this thread is not being captured in HubSpot, but this is Casey…
132 00:20:08.910 ⇒ 00:20:19.869 Robert Tseng: Home Pro, casey, Isaac… Co, and…
133 00:20:20.950 ⇒ 00:20:26.069 Robert Tseng: Delete, lead status is in progress, it’s fair.
134 00:20:27.070 ⇒ 00:20:34.639 Justina Spinn: It looks like on your, Gmail, you might not have the HubSpot extension, and if you don’t have that, then it won’t log anything.
135 00:20:35.010 ⇒ 00:20:37.140 Robert Tseng: Oh, really? So, how do I do that?
136 00:20:37.620 ⇒ 00:20:45.170 Justina Spinn: You can… Like, let’s see, HubSpot extension…
137 00:20:50.540 ⇒ 00:20:52.190 Justina Spinn: If you…
138 00:20:53.450 ⇒ 00:20:55.100 Robert Tseng: It needs to be a Chrome extension.
139 00:20:55.100 ⇒ 00:20:58.349 Justina Spinn: Yeah, it’s a Chrome extension. Yeah, right there.
140 00:21:12.370 ⇒ 00:21:13.190 Robert Tseng: Okay.
141 00:21:15.230 ⇒ 00:21:16.220 Robert Tseng: So…
142 00:21:16.220 ⇒ 00:21:19.319 Justina Spinn: Now you have that little HubSpot thing up at the top, so yeah.
143 00:21:19.320 ⇒ 00:21:21.140 Robert Tseng: Oh, I see.
144 00:21:23.960 ⇒ 00:21:26.640 Robert Tseng: Great, yeah, I mean, like, this is what I want.
145 00:21:28.020 ⇒ 00:21:34.749 Justina Spinn: Yeah, that’ll make everything for me a little bit easier, if you and Utron both have that going.
146 00:21:35.270 ⇒ 00:21:37.029 Robert Tseng: Yeah, Utah probably has this already.
147 00:21:37.190 ⇒ 00:21:38.620 Justina Spinn: Okay, cool.
148 00:21:41.480 ⇒ 00:21:51.830 Justina Spinn: Alright, cool. Well, that will be helpful. So, I guess, like, the ones that are ongoing right now, like, I’m obviously gonna have to ask you, like, what’s going on with the emails and that kind of thing. Yeah.
149 00:21:52.160 ⇒ 00:21:55.179 Robert Tseng: But that’s good to know, and I can try to, like…
150 00:21:55.270 ⇒ 00:22:04.420 Justina Spinn: poke around on some of those open ones right now, and see if there’s any cleanup that needs to happen, and, like, ask about those. And then…
151 00:22:06.680 ⇒ 00:22:17.390 Justina Spinn: I know that Uten was talking about snippets quite a bit, just kind of, like, making that easier for you guys. I found some…
152 00:22:17.750 ⇒ 00:22:25.589 Justina Spinn: I don’t know if this is something that you guys would want. I found Hannah’s email follow-up. Let me send it to you real quick.
153 00:22:26.370 ⇒ 00:22:32.699 Justina Spinn: I found this, and I don’t know if this is something that you guys would like me to turn into…
154 00:22:33.710 ⇒ 00:22:38.360 Justina Spinn: Like, some of these emails turn them into snippets.
155 00:22:39.700 ⇒ 00:22:40.790 Robert Tseng: Can you send me something?
156 00:22:41.270 ⇒ 00:22:42.350 Justina Spinn: Yes.
157 00:22:43.670 ⇒ 00:22:48.630 Justina Spinn: Sorry, on here, not on… Slack on Zoom.
158 00:22:51.740 ⇒ 00:22:56.379 Robert Tseng: I don’t know if I can look at the Zoom chat while I’m sharing my screen.
159 00:22:56.550 ⇒ 00:22:57.560 Justina Spinn: Yeah, that makes sense.
160 00:23:07.120 ⇒ 00:23:09.470 Robert Tseng: yeah.
161 00:23:09.750 ⇒ 00:23:14.949 Robert Tseng: So… Yeah, I mean, yeah, you can use… you can use this… this…
162 00:23:15.560 ⇒ 00:23:16.929 Justina Spinn: stuff, I mean, like…
163 00:23:17.400 ⇒ 00:23:27.789 Robert Tseng: I would say, you know, what’s helpful is you just, at least for now, because I’m not, you know, we’re still getting familiar, to be able to just draft it,
164 00:23:28.830 ⇒ 00:23:36.820 Robert Tseng: And, yeah, like, if it shows up in the drafts, like, I’ll read through it, and then I’ll decide whether or not to send it, and yeah, like, you could just put…
165 00:23:37.090 ⇒ 00:23:40.240 Robert Tseng: Just… just make it easy for us, us to send.
166 00:23:41.020 ⇒ 00:23:41.710 Justina Spinn: Okay.
167 00:23:42.030 ⇒ 00:23:42.610 Robert Tseng: Yeah.
168 00:23:43.040 ⇒ 00:23:48.290 Robert Tseng: But yeah, like, I would maybe not send directly from our accounts right away.
169 00:23:49.690 ⇒ 00:23:54.010 Robert Tseng: At least not until I feel comfortable with, kind of…
170 00:23:54.120 ⇒ 00:23:56.270 Robert Tseng: Yeah, the drafts that you’re writing, yeah.
171 00:23:56.540 ⇒ 00:24:03.149 Justina Spinn: Absolutely, we’ll not be doing that, until you give me the say-so. Yeah.
172 00:24:03.740 ⇒ 00:24:09.699 Justina Spinn: Okay, cool. And then… I guess just, like, other…
173 00:24:10.050 ⇒ 00:24:16.350 Justina Spinn: like, HubSpot cleanup type of things, like, I know that you’re saying that the,
174 00:24:16.460 ⇒ 00:24:19.390 Justina Spinn: The in-progress ones are gonna be, like, the focus.
175 00:24:19.660 ⇒ 00:24:29.520 Justina Spinn: But I noticed that there was, like, some other deals on there that don’t have any companies associated. Are you guys, like, logging companies? Do we care about companies within…
176 00:24:29.670 ⇒ 00:24:34.000 Justina Spinn: HubSpot, or are we just focused on… .
177 00:24:34.270 ⇒ 00:24:43.310 Robert Tseng: Yeah, I think we should… I think we do. Every deal should be tied to a business. Okay. And there should be one… at least one associated contact to it.
178 00:24:44.260 ⇒ 00:24:44.660 Justina Spinn: Okay.
179 00:24:44.660 ⇒ 00:24:50.629 Robert Tseng: all this other stuff that’s just kind of, like, not actionable right now. I mean, I’m just looking here.
180 00:24:59.070 ⇒ 00:25:05.880 Robert Tseng: I mean, everything is fair game, as long as there’s an action. So, like, Abide, for example, is a former client of mine, like…
181 00:25:06.450 ⇒ 00:25:13.100 Robert Tseng: yeah, like, I could move this into in progress, and then just try to reach back out to them, and maybe it’s, like.
182 00:25:13.280 ⇒ 00:25:18.720 Robert Tseng: Robert reached back, or, like, follow up.
183 00:25:19.570 ⇒ 00:25:31.160 Robert Tseng: with, it’s either Kathleen, or… Mike.
184 00:25:32.740 ⇒ 00:25:41.699 Robert Tseng: like, I’m just using this as an example. It’s like, okay, this is the former client, we try to bring them back up, like, I… any… anything goes, like, I… I…
185 00:25:42.970 ⇒ 00:25:48.989 Robert Tseng: I mean, I look at this number, and this, like, freaks me out, because this just means that we have no pipeline right now.
186 00:25:48.990 ⇒ 00:25:49.720 Justina Spinn: Alright.
187 00:25:49.720 ⇒ 00:25:51.220 Robert Tseng: Like, yeah, so…
188 00:25:51.730 ⇒ 00:26:01.299 Robert Tseng: If, you know, if our… if our deal… if our… if our deal amount is dropping to this point, like, this is, like, less than 10% of what it should be.
189 00:26:01.430 ⇒ 00:26:14.460 Robert Tseng: Then, Utam and I, you know, this is a red alert for us, we need to drop whatever we’re doing, go in, and literally manually find leads to pull back into cycle, and give us… give us more shots on goal. Like, we just…
190 00:26:14.460 ⇒ 00:26:26.520 Robert Tseng: That absolutely must happen. If this dries up, the business is gonna die within, like, 6 months, pretty much. So, like, I think that’s just kind of… like, to me, this is the most important metric for us from, like, a sales perspective.
191 00:26:26.520 ⇒ 00:26:36.489 Robert Tseng: Making sure that we have good pipeline, because this will directly translate into meetings booked and whatever. So, yeah, it’s not on you to fill this by yourself.
192 00:26:36.490 ⇒ 00:26:48.229 Robert Tseng: But if it does drop below a certain number, you should let us know. Or if there’s, like, hey, there’s a lot of stuff sitting here that’s stale, there aren’t very clear actions, we don’t know what to do, then, yeah, that needs to be brought to our attention.
193 00:26:48.430 ⇒ 00:26:57.920 Robert Tseng: And so, like, I, yeah, I really want you to own, like, the performance here. It’s not… you’re not, yeah, you’re not going to be…
194 00:26:58.230 ⇒ 00:27:02.529 Robert Tseng: Well, yeah, I mean, part… some of the work that you’re doing on the,
195 00:27:02.820 ⇒ 00:27:14.580 Robert Tseng: Talking about, like, the, I don’t know, like, the tracker, in a good place.
196 00:27:15.740 ⇒ 00:27:20.389 Robert Tseng: tracker, or is it the metrics? Sorry, there’s just so many of these,
197 00:27:23.570 ⇒ 00:27:26.949 Robert Tseng: I… I believe this is what I’m talking about.
198 00:27:29.010 ⇒ 00:27:47.199 Robert Tseng: Yeah, so, like, these all count as leads, like, once they get approved, and you send a message, as soon as the first message goes out, they should be considered a lead. You can bring them into in progress, and there’s actually some momentum that we can build there. So, I think, like, the mutual intro is gonna supplement this, the circle back is gonna supplement this.
199 00:27:47.210 ⇒ 00:28:02.390 Robert Tseng: Utam and I will, like, individually… you know, we have other channels coming in, so when an Upwork deal comes in, like, I… I’ll put it in here. So, like, there will be multiple people trying to contribute to this.
200 00:28:02.430 ⇒ 00:28:09.390 Robert Tseng: to try to bring this pipeline number up. But yeah, at least to me, on this Tuesday.
201 00:28:09.520 ⇒ 00:28:17.009 Robert Tseng: I mean, there’s a lot of stuff on my plate, but I need to block off some time in the afternoon, and I need to do whatever I can to bring this number up, so…
202 00:28:17.010 ⇒ 00:28:17.530 Justina Spinn: Hmm.
203 00:28:17.530 ⇒ 00:28:26.809 Robert Tseng: I think that’s… that’s the way that you should see it as well, like, these are just different levers that you can pull on to try to add more volume to this pipeline.
204 00:28:27.250 ⇒ 00:28:27.680 Justina Spinn: Got it.
205 00:28:27.680 ⇒ 00:28:28.250 Robert Tseng: Yeah.
206 00:28:28.470 ⇒ 00:28:29.390 Justina Spinn: Okay. Yeah.
207 00:28:29.570 ⇒ 00:28:30.520 Robert Tseng: So…
208 00:28:30.800 ⇒ 00:28:43.020 Robert Tseng: I guess in short, it’s like, yes, from a reporting perspective, and you telling us, like, the health of our pipeline, this is the main view that I want to review at least once a week, hopefully at the beginning of the week.
209 00:28:43.090 ⇒ 00:28:49.029 Justina Spinn: And then the actions throughout the week are going to basically directly impact this. You’re going to be adding leads to this.
210 00:28:49.030 ⇒ 00:28:59.880 Robert Tseng: If we need your support in, like, kind of pushing, like, messages along, drafting things after calls, you know, you’re gonna help with that as well. So,
211 00:28:59.980 ⇒ 00:29:16.270 Robert Tseng: like, yeah, like, that’s… this is the closest way that, you know, you’ll be able to see how your work directly ties to revenue, and then, like, yeah, I mean, that makes it very easy for us to decide how to resource better, like, yeah, like, I think,
212 00:29:16.620 ⇒ 00:29:22.470 Robert Tseng: That’s… yeah, that’s kind of… That… yeah, that’s all I have to say for that.
213 00:29:22.740 ⇒ 00:29:23.500 Justina Spinn: Okay.
214 00:29:24.750 ⇒ 00:29:26.680 Justina Spinn: Okay,
215 00:29:30.360 ⇒ 00:29:33.040 Justina Spinn: Alright, that sounds good.
216 00:29:34.360 ⇒ 00:29:38.240 Justina Spinn: Yeah, so I can…
217 00:29:38.410 ⇒ 00:29:42.880 Justina Spinn: Yeah, look through some of those deals, and then obviously try to help you guys…
218 00:29:43.050 ⇒ 00:29:54.930 Justina Spinn: push through some, and I know that you’re gonna do some this afternoon. Is there anywhere that, like, this information lives right now that’s not just in y’all’s brains?
219 00:29:56.400 ⇒ 00:29:57.929 Robert Tseng: Like.
220 00:29:58.340 ⇒ 00:30:11.699 Justina Spinn: to where I could, like, help that information? Like, like, you just changed one of them from, like, one deal stage to in progress. Like, is there any way that I can help with that right now, or is it, like…
221 00:30:11.830 ⇒ 00:30:17.159 Justina Spinn: Those are just things that you guys… you guys know, or based off of what the next step says.
222 00:30:17.970 ⇒ 00:30:30.600 Robert Tseng: Well, yeah, so I think every lead that gets in here… so this is, to me, like, every lead should be considered to-do, and then, like, yeah, that makes it easy for us to go into one place, and I’ll be able to live, like.
223 00:30:30.710 ⇒ 00:30:38.739 Robert Tseng: okay, you know, this is not really a lead. Like, Rachel is, like, a partner, so I’m gonna move her out of this. This is not really supposed to be here.
224 00:30:38.920 ⇒ 00:30:42.790 Robert Tseng: archer.
225 00:30:45.800 ⇒ 00:30:47.880 Robert Tseng: Yeah, I don’t know, I don’t really know what…
226 00:30:47.880 ⇒ 00:30:59.270 Justina Spinn: So I guess, like, my question with that is, like, how… how would I know that? Or is it, like, we’re gonna get this cleaned up, and then moving forward, things are gonna, like, be a little bit easier for me to, like, jump in and handle that kind of thing?
227 00:31:00.120 ⇒ 00:31:07.680 Robert Tseng: Yeah, I think you’re… you don’t need to move stuff out of to-do to In Progress. Like, I think you’re just, like, kind of making sure that there is enough stuff here, so…
228 00:31:07.680 ⇒ 00:31:08.660 Justina Spinn: Like…
229 00:31:08.660 ⇒ 00:31:16.159 Robert Tseng: Hey, I’ll… you know, we can… we can just go through this now, like, I don’t think this is that… takes that long. So this is, like.
230 00:31:17.520 ⇒ 00:31:21.250 Robert Tseng: bad candidates…
231 00:31:23.700 ⇒ 00:31:40.530 Robert Tseng: Yeah, I mean, I would just default, just move anything that’s with this TBD thing. This was done by someone else before you that I just didn’t really agree with it. Like, we’re not really circling back with these folks if we’ve never reached out to them before. So, like, I mean, I…
232 00:31:41.100 ⇒ 00:31:42.380 Robert Tseng: I kinda just wanna…
233 00:31:42.490 ⇒ 00:31:48.590 Robert Tseng: I don’t know, sorry, R05’s not the right way to do it, I just, because then we can at least go back to them if they’re on the loss.
234 00:31:49.000 ⇒ 00:31:51.520 Robert Tseng: I…
235 00:31:55.180 ⇒ 00:31:57.230 Robert Tseng: I’ll just say…
236 00:32:00.410 ⇒ 00:32:02.979 Robert Tseng: Not right time. And,
237 00:32:11.570 ⇒ 00:32:24.819 Robert Tseng: Like, I’m not gonna do all of these right now, I’m just gonna go through a few, just so you kind of get a sense. AirDog, this is worth circling back. I reached out to them a couple months ago, so, this to me, I mean, we’ll keep it in the circle back, I’m not gonna move it yet.
238 00:32:24.920 ⇒ 00:32:33.420 Robert Tseng: Glimpse, same thing, Gate McGaw is a partner, so some of these are just, like, didn’t really… my…
239 00:32:34.210 ⇒ 00:32:40.860 Robert Tseng: My perspective is, the person that was managing this before, they were just trying to, like.
240 00:32:41.070 ⇒ 00:32:59.000 Robert Tseng: make their numbers look good, so they just threw whatever the heck they wanted in here, and it didn’t really make sense. So… and then nobody has gone back to clean it up. I don’t think it’s a priority to clean it up, but it is kind of just, like… I… it looks like… it’s like a schlop to me right now, like, most of these are not really weeds, like…
241 00:32:59.880 ⇒ 00:33:10.230 Robert Tseng: 1-800-FLOWERS, it’s… it should not be circled back. We’ve never actually talked to them, if you looked in our emails or whatever, so… Like, maybe this is part of a campaign that we should be doing, but…
242 00:33:10.300 ⇒ 00:33:25.989 Robert Tseng: I don’t want to be putting maybes into this list. Like, HubSpot needs to be super clean. The maybes can be handled from Ryan, because he has all these lead lists that are not in HubSpot. But until we’ve made contact with someone, they should not be in this list.
243 00:33:26.420 ⇒ 00:33:39.070 Robert Tseng: Yeah, and like, so anyway, like, I think that’s… there were just certain, like, ground rules that were not being followed, that, like, I don’t know, I mean, I could just delete everything and redo it from scratch, but…
244 00:33:39.090 ⇒ 00:33:51.439 Robert Tseng: I… I mean, we… nobody has gone in here to actually do that, which is why I’m saying the only tab that I look at and I trust that is up-to-date is in progress, because to me, this is, like.
245 00:33:51.640 ⇒ 00:33:57.899 Robert Tseng: Everyone on this list is somebody that we are actively talking to. We have a real shot at a deal with.
246 00:33:57.900 ⇒ 00:33:59.219 Justina Spinn: And.
247 00:33:59.220 ⇒ 00:34:02.280 Robert Tseng: Yeah, I mean, I know our numbers for, like, what
248 00:34:03.100 ⇒ 00:34:08.590 Robert Tseng: I mean, generally, I know 25% of deals, we get a meeting with.
249 00:34:08.810 ⇒ 00:34:15.300 Robert Tseng: And then another 25% of those actually get to a proposal stage. So I underst- I have, like, some…
250 00:34:15.840 ⇒ 00:34:24.769 Robert Tseng: sense of the drop-offs. I don’t think they’re rigorously tracked, and so I think that’s something that needs to be, like, kind of… we have to move towards that. But…
251 00:34:25.070 ⇒ 00:34:30.929 Robert Tseng: I think that’s why I know that if the pipeline is 25K right now.
252 00:34:31.030 ⇒ 00:34:36.749 Robert Tseng: And 25% of that comes through. You know, that’s… that’s like…
253 00:34:37.130 ⇒ 00:34:55.509 Robert Tseng: to me, in the next month, only… this is, like, a potential 5K out of this… out of this group of 5, and, that would be considered a down… a down month for us, because we… we need to be… or, like, yeah, so anyway, like, that’s… that’s why I get worried when I see this number, because I know that
254 00:34:55.960 ⇒ 00:35:06.760 Robert Tseng: this is our potential. We’re not… we’re gonna get less than 25% of that. We’re actually gonna get 25% of 25%, so that’s more like, you know, like,
255 00:35:07.600 ⇒ 00:35:16.910 Robert Tseng: net, like, 5%. So, the purpose of having a 300K pipeline is so that we can get 5% of that every month.
256 00:35:17.010 ⇒ 00:35:29.390 Robert Tseng: And then that’s generally, like, how I benchmark our performance. Like, I think months kind of fluctuate here and there, but, yeah, like, I think that’s… that’s kind of why those targets are there.
257 00:35:29.950 ⇒ 00:35:30.680 Justina Spinn: Okay.
258 00:35:32.020 ⇒ 00:35:33.169 Justina Spinn: That sounds good.
259 00:35:46.070 ⇒ 00:35:48.920 Justina Spinn: Let me have my other notes that I wrote down.
260 00:35:49.880 ⇒ 00:35:52.659 Justina Spinn: Okay, well, I think that, that…
261 00:35:53.390 ⇒ 00:35:56.610 Justina Spinn: Gives me some good context.
262 00:35:59.790 ⇒ 00:36:00.849 Justina Spinn: Let’s see…
263 00:36:23.070 ⇒ 00:36:25.859 Justina Spinn: Okay, so,
264 00:36:29.780 ⇒ 00:36:36.649 Justina Spinn: Any updates that I see on here that I need you guys to take action on, posted in the channel.
265 00:36:37.380 ⇒ 00:36:40.390 Justina Spinn: I mean, it looks like…
266 00:36:43.990 ⇒ 00:36:50.899 Justina Spinn: these ones that are in here currently are… are good, right? Like, is there any that you would want called out at this point?
267 00:36:55.000 ⇒ 00:37:08.190 Robert Tseng: Yeah, no, I mean, there’s nothing here, really, to… like, these are all kind of action on right now, so… Right. This number will go up. We’re going to a conference, I have a bunch of contacts, so what’s gonna happen today, probably, is, I need to follow up and be like.
268 00:37:13.580 ⇒ 00:37:18.779 Robert Tseng: Did we message all the ShopTalk folks using the…
269 00:37:19.550 ⇒ 00:37:23.200 Robert Tseng: positive message sequence I sent you. It’s…
270 00:37:24.220 ⇒ 00:37:34.820 Robert Tseng: And there’s, like, a list of probably, like, 20 companies that, like, once he… once we get all those lined up, then I’ll… I’ll basically communicate with you in Slack.
271 00:37:35.060 ⇒ 00:37:45.510 Robert Tseng: hey, here’s another list that we need to be adding to in progress, or whatever, and that’ll be your opportunity to go in and bring these deals into HubSpot, and that’ll help… that’ll help your…
272 00:37:45.790 ⇒ 00:38:05.119 Robert Tseng: Yeah. So it’s not like we haven’t been doing anything, like, yeah, like, I… we have, like, I have, like, 12 meetings set up in the next, like, 3 days, so that’s at least 12 more, and then, like, I think this number will go up a lot. But yeah, like, it just… it’s not being tracked in HubSpot yet, so once those things come your way, I need you to add it to HubSpot.
273 00:38:05.190 ⇒ 00:38:16.839 Robert Tseng: So yeah, don’t focus on cleaning out everything in HubSpot, just making sure that this tab is clear, because, yeah, starting next week, probably want you to read out on this, kind of the way that I described. And then…
274 00:38:17.010 ⇒ 00:38:30.410 Robert Tseng: for the two playbooks that I kind of walked through with you yesterday, I want you to be adding some leads here, give me something to approve so that you can also be contributing to the pipeline as well, and not only having us, do that.
275 00:38:31.060 ⇒ 00:38:31.740 Justina Spinn: Got it.
276 00:38:31.860 ⇒ 00:38:33.759 Justina Spinn: Okay, sounds good.
277 00:38:33.760 ⇒ 00:38:34.430 Robert Tseng: freedom.
278 00:38:35.740 ⇒ 00:38:50.080 Robert Tseng: Okay, cool. Yeah, so, once again, I review this, every day, so I know I’m looking here, I don’t… these are the same two that I added yesterday. Yeah, if you can kind of get to adding 10 this, today.
279 00:38:50.110 ⇒ 00:38:59.199 Robert Tseng: And I’m gonna go and I’m gonna approve. I think I’m not gonna expect to be approved… I’m not expecting to approve all of the ones that you put in, like.
280 00:38:59.520 ⇒ 00:39:01.329 Robert Tseng: My guess is probably…
281 00:39:01.660 ⇒ 00:39:11.379 Robert Tseng: 30% is… you’re probably gonna… you’re probably gonna nail it 30% of the time, but we’ll make adjustments, and hopefully that number will go up later.
282 00:39:12.070 ⇒ 00:39:20.340 Robert Tseng: Yeah, so that way, you know, this is an opportunity for you to contribute some students here.
283 00:39:20.750 ⇒ 00:39:28.840 Justina Spinn: Can you really quickly show me your Sales Navigator page? Did you have, like, filters set on that to see it a little bit easier?
284 00:39:30.130 ⇒ 00:39:36.919 Robert Tseng: Yeah, so you could go to the safe search, there’s some safe searches here, there’s some mutual intro lead lists, you can just use this one.
285 00:39:37.080 ⇒ 00:39:44.710 Robert Tseng: I think they always… Yeah, I… yeah, you can kind of just start from here. Yeah.
286 00:39:45.090 ⇒ 00:39:46.450 Justina Spinn: Alright, that’s helpful.
287 00:39:51.970 ⇒ 00:39:52.610 Robert Tseng: Okay.
288 00:39:53.350 ⇒ 00:40:01.979 Robert Tseng: Yeah, anything else, just let me know, but I will probably have to hop off now.
289 00:40:02.400 ⇒ 00:40:03.120 Justina Spinn: Okay.
290 00:40:03.580 ⇒ 00:40:04.790 Justina Spinn: Alright, thanks.
291 00:40:05.040 ⇒ 00:40:05.719 Robert Tseng: Okay, thanks for.