Meeting Title: Sales Team Weekly Planning Date: 2025-09-16 Meeting participants: Amber Lin, Hannah Wang
WEBVTT
1 00:01:01.930 ⇒ 00:01:03.490 Amber Lin: Hello!
2 00:01:04.150 ⇒ 00:01:05.160 Hannah Wang: Bye.
3 00:01:05.920 ⇒ 00:01:14.890 Amber Lin: Hi, so for today’s meeting, I want to talk a bit about sales, because Rico’s transitioning from client projects to PM sales.
4 00:01:14.890 ⇒ 00:01:15.300 Hannah Wang: Okay.
5 00:01:15.300 ⇒ 00:01:27.900 Amber Lin: So I want to make sure that we have all the projects in linear, and we can do a quick audit of how the tickets look right now, and then we can just chat a little bit, see how things are.
6 00:01:29.210 ⇒ 00:01:33.349 Hannah Wang: Okay, and then maybe we can… well, I don’t know if…
7 00:01:33.680 ⇒ 00:01:41.650 Hannah Wang: I forgot the last update with Cody Tech, but maybe we can… oh, right, you’re going to the… his con… his, event, right? In October?
8 00:01:41.650 ⇒ 00:01:42.220 Amber Lin: Right.
9 00:01:42.220 ⇒ 00:01:42.930 Hannah Wang: Okay.
10 00:01:43.410 ⇒ 00:01:50.519 Hannah Wang: Sounds good. Sales, there is no PM, so… There’s no tickets, so…
11 00:01:50.520 ⇒ 00:01:55.410 Amber Lin: Hmm, okay, how do you guys currently manage, to-dos?
12 00:01:55.410 ⇒ 00:02:13.650 Hannah Wang: Well, I feel like Robert and Utam are trying to take me out of sales, because, you know, how I mentioned I just want to do design stuff, so that’s why we hired Justina and Sol. So currently, I don’t know if you’re in the sales channel, but…
13 00:02:14.170 ⇒ 00:02:17.930 Hannah Wang: you are. Essentially, it’s just, like, oh, at…
14 00:02:18.130 ⇒ 00:02:24.190 Hannah Wang: Justina, can you do this? At Soul, can you do this? So it’s a lot of ad hoc.
15 00:02:24.350 ⇒ 00:02:34.220 Hannah Wang: stuff, and I don’t really know how much structure there is around sales. I don’t know if you want to consider go-to-market inside sales, too.
16 00:02:34.220 ⇒ 00:02:36.100 Amber Lin: Yeah, yeah, I would… that would be interesting.
17 00:02:36.100 ⇒ 00:02:39.309 Hannah Wang: Okay. And I guess partnerships, too, but…
18 00:02:39.310 ⇒ 00:02:40.990 Amber Lin: Yeah, all of it.
19 00:02:40.990 ⇒ 00:02:46.620 Hannah Wang: we don’t use linear at all, we just have a bunch of Google Sheet trackers.
20 00:02:46.620 ⇒ 00:02:47.480 Amber Lin: Mmm.
21 00:02:47.480 ⇒ 00:02:53.710 Hannah Wang: And because things are so… fluid and change.
22 00:02:54.090 ⇒ 00:03:06.150 Hannah Wang: a lot, like, they’re very volatile, so… I don’t really know if tracking in linear is the best thing to do, because I think we’re just gonna be constantly moving stuff around and canceling tickets, and…
23 00:03:06.270 ⇒ 00:03:08.140 Hannah Wang: There’s no routine.
24 00:03:08.140 ⇒ 00:03:13.050 Amber Lin: Okay. Is there, like, a set task that each person needs to do?
25 00:03:13.050 ⇒ 00:03:17.129 Hannah Wang: Yeah. I mean, each day is kind of…
26 00:03:17.250 ⇒ 00:03:20.649 Hannah Wang: too granular. Let me say just each week, so…
27 00:03:20.840 ⇒ 00:03:30.899 Hannah Wang: Ryan handles a lot of, like, the clay enrichment, lead list building, like, hey reach, instantly automation stuff.
28 00:03:31.590 ⇒ 00:03:38.340 Hannah Wang: And then… I handle more partnership stuff, so, like, events.
29 00:03:38.510 ⇒ 00:03:46.489 Hannah Wang: and strategizing with our partners. So I do partnership stuff, and then the sales coordinator’s jobs are…
30 00:03:46.670 ⇒ 00:03:51.720 Hannah Wang: Well, I think Robert has a lot they want to do, but we’re starting with just,
31 00:03:52.380 ⇒ 00:03:56.169 Hannah Wang: basically a campaign called Mutual Intro.
32 00:03:56.620 ⇒ 00:03:56.980 Amber Lin: It’s gonna be.
33 00:03:56.980 ⇒ 00:04:04.280 Hannah Wang: mutual intro intro playbook, where basically they go on LinkedIn, look for mutuals, that Robert has with
34 00:04:04.610 ⇒ 00:04:09.490 Hannah Wang: people, and then, like, hitting them up on LinkedIn and messaging them.
35 00:04:09.510 ⇒ 00:04:25.529 Hannah Wang: So that’s kind of like… and then I think the sales coordinators also do ad hoc stuff, like, adding stuff to HubSpot, and updating HubSpot, helping with follow-up emails. So those are the three kind of worlds I think there are.
36 00:04:25.530 ⇒ 00:04:35.990 Hannah Wang: And then, I’m just gonna share my screen so you can visually see what I’m talking about. Hold on, let me… wrong window.
37 00:04:37.670 ⇒ 00:04:41.460 Hannah Wang: Oh, okay… so…
38 00:04:43.700 ⇒ 00:05:02.400 Hannah Wang: So there’s a lot of Google Sheets, but basically this one is the Marketing Hub sheet, and this is where we track all the campaigns. So that’s where Ryan and I overlap a lot. He takes more of, like, the lookalike campaign content stuff.
39 00:05:02.980 ⇒ 00:05:13.529 Hannah Wang: I handle more of, like, the partnership and activation event attendance stuff. So it’s just me and Ryan on this list, basically.
40 00:05:13.990 ⇒ 00:05:24.779 Hannah Wang: Ideally… the sales coordinators would take over more direct outbound stuff, like GigRadar and LinkedIn messaging, so…
41 00:05:25.360 ⇒ 00:05:43.009 Hannah Wang: like, this was originally assigned to Sid, but I think because she’s gone now, I guess someone changed it to me. And then Sid was also in charge of Circleback past leads, so anything that’s directly reaching out to leads, I think, would be salespeople, but…
42 00:05:43.510 ⇒ 00:05:47.760 Hannah Wang: Anyway, these are all of our campaigns that we have, and then…
43 00:05:47.950 ⇒ 00:05:48.400 Amber Lin: Yeah.
44 00:05:48.800 ⇒ 00:05:53.079 Amber Lin: Does Robert have to tell everyone what to do each day?
45 00:05:53.910 ⇒ 00:06:00.039 Hannah Wang: No, there is, like, a… let me just share my whole screen.
46 00:06:04.090 ⇒ 00:06:18.190 Hannah Wang: So, when we started GoToMarket, well, obviously, ideally, Robert wouldn’t lead it, but there’s no one else to lead it right now, so that’s why he’s doing it. So he made, like, a…
47 00:06:18.800 ⇒ 00:06:22.619 Hannah Wang: Oh… I don’t even know what it’s called anymore.
48 00:06:23.950 ⇒ 00:06:31.220 Hannah Wang: Anyway, he has, like, a Notion doc, with… everyone’s responsibilities.
49 00:06:31.330 ⇒ 00:06:37.029 Hannah Wang: Pipeline… oh, here we go.
50 00:06:39.300 ⇒ 00:06:42.239 Hannah Wang: Yeah, so this might be a little bit outdated, and the.
51 00:06:42.240 ⇒ 00:06:42.690 Amber Lin: Okay, sorry.
52 00:06:42.690 ⇒ 00:06:51.079 Hannah Wang: adjusted now, but basically, yeah, you can see, like, each person has their own tasks.
53 00:06:51.080 ⇒ 00:06:52.030 Amber Lin: Hmm.
54 00:06:53.090 ⇒ 00:07:11.730 Hannah Wang: Yeah. So, on Mondays, we have a kickoff meeting where we discuss all things go-to-market, including, the camp… three campaigns that we’re gonna focus on, because we’re only gonna do three a week. Any partnership updates, any sales account updates, and then…
55 00:07:12.310 ⇒ 00:07:20.629 Hannah Wang: And then if we… if we’re blocked, they help unblock us during that meeting. So that’s… the Monday is kind of when we all sync, and then…
56 00:07:20.790 ⇒ 00:07:22.929 Hannah Wang: We kind of figure out what to do.
57 00:07:23.070 ⇒ 00:07:32.120 Hannah Wang: And that’s when we, like, go… go over this sheet, and also this sheet. This sheet is something I’m in charge of, where
58 00:07:32.810 ⇒ 00:07:40.189 Hannah Wang: Okay, well, I guess I do partnership stuff, but I also do, like, strategic sales accounts, so, like, trying to think about
59 00:07:40.350 ⇒ 00:07:44.839 Hannah Wang: Angles that we can… Kind of approach these more…
60 00:07:46.000 ⇒ 00:07:49.620 Hannah Wang: our dream clients type of, I guess.
61 00:07:50.110 ⇒ 00:08:09.220 Hannah Wang: yeah, so I… I try to update this, and, like, give updates on, like, which partner and sales accounts we’re going after for that week. So that’s… this is directly owned by me, and then this is owned by the sales coordinators, so…
62 00:08:09.330 ⇒ 00:08:17.480 Hannah Wang: This is the mutual intro playbook, and the job of the sales coordinator is to, I think, add 10
63 00:08:17.790 ⇒ 00:08:25.130 Hannah Wang: basically leads a day, like, find 10 of them, and then find a mutual that connects Robert with the lead.
64 00:08:25.250 ⇒ 00:08:31.180 Hannah Wang: And then put their thing, and, like, eventually get approval to send the message.
65 00:08:31.370 ⇒ 00:08:33.469 Hannah Wang: So that’s what those sales coordinators do.
66 00:08:33.669 ⇒ 00:08:36.089 Hannah Wang: So that’s a long-winded way of saying…
67 00:08:36.350 ⇒ 00:08:40.000 Hannah Wang: That we all do a little bit of… Everything.
68 00:08:40.000 ⇒ 00:08:47.209 Amber Lin: I see. So currently on the team, it’s you, Ryan, Sales Coordinator, and Robert.
69 00:08:49.610 ⇒ 00:08:50.180 Amber Lin: Okay.
70 00:08:50.180 ⇒ 00:08:54.679 Hannah Wang: I mean, Utam chimes in here and there, because he has input for.
71 00:08:54.680 ⇒ 00:08:55.110 Amber Lin: Yeah.
72 00:08:55.110 ⇒ 00:08:56.809 Hannah Wang: And pains to run, and stuff.
73 00:08:56.810 ⇒ 00:09:04.440 Amber Lin: Okay. And what’s the cadence of your meetings? I know you guys have a Monday meeting, but do you guys have other meetings throughout the week?
74 00:09:04.440 ⇒ 00:09:15.980 Hannah Wang: Yeah, so, well, before Sid… before when Sid was here, she had, like, a Friday morning meeting, where it was just me, Ryan, and her meeting up, because she
75 00:09:16.320 ⇒ 00:09:17.440 Hannah Wang: onboarding.
76 00:09:17.560 ⇒ 00:09:22.790 Hannah Wang: But now, we only have a Monday meeting, but…
77 00:09:22.790 ⇒ 00:09:24.300 Amber Lin: Like, it’s enough.
78 00:09:24.300 ⇒ 00:09:40.820 Hannah Wang: No! It’s not. Yeah, it’s not… not enough. So, I… on Monday, this past Monday, Robert was like, okay, let’s have a check-in on Wednesday. I don’t know if that’s gonna be a occurring thing, or if it’s just one-off this week, but I feel like we need to.
79 00:09:40.840 ⇒ 00:09:46.950 Hannah Wang: two meetings. One on Monday, one on Wednesday. And then they… they just constantly tell us.
80 00:09:47.020 ⇒ 00:09:52.050 Hannah Wang: keep, like, ping… pinging your updates in the GoToMarket channel.
81 00:09:52.280 ⇒ 00:09:52.800 Amber Lin: That’s love.
82 00:09:52.800 ⇒ 00:09:54.620 Hannah Wang: We try to do, but…
83 00:09:54.620 ⇒ 00:09:57.910 Amber Lin: What’s the difference between the go-to-market and sales channel?
84 00:09:58.230 ⇒ 00:10:07.130 Hannah Wang: Sales is more, like, calls that Utama and Robert have, like, they update.
85 00:10:07.130 ⇒ 00:10:07.900 Amber Lin: Mmm.
86 00:10:07.900 ⇒ 00:10:16.639 Hannah Wang: oh, I had a call with blah, or like, hey, can you add this to HubSpot? Go-to-market is more of, like, the strategy stuff, so it’s like…
87 00:10:17.220 ⇒ 00:10:22.330 Hannah Wang: Partnership stuff, the campaigns, all the playbook stuff that we’re doing.
88 00:10:22.880 ⇒ 00:10:23.460 Amber Lin: Okay.
89 00:10:23.460 ⇒ 00:10:24.790 Hannah Wang: I think.
90 00:10:24.790 ⇒ 00:10:26.130 Amber Lin: Okay, and then…
91 00:10:26.310 ⇒ 00:10:38.679 Amber Lin: If, say, on a daily basis, what would be some updates that you provide, or what are some typical tasks that you need to do and then, get done, essentially?
92 00:10:38.920 ⇒ 00:10:43.109 Amber Lin: Weekly, and then daily, ideally, but if not weekly.
93 00:10:43.370 ⇒ 00:10:49.219 Amber Lin: Because I’m trying to think of how we should structure the projects, how we should structure the check-ins, and…
94 00:10:49.220 ⇒ 00:10:51.350 Hannah Wang: How Rico can manage this.
95 00:10:51.530 ⇒ 00:11:02.840 Hannah Wang: Well, my week looks different every day. My week looks different every week, because it depends on the campaign. Because some campaigns are, like.
96 00:11:03.120 ⇒ 00:11:04.430 Amber Lin: slower…
97 00:11:04.430 ⇒ 00:11:14.490 Hannah Wang: cadence, but, like, for example, the Shop Talk campaign, that we’re… it’s, like, tomorrow, like, basically, so, like, this whole beginning of the week was focused on that.
98 00:11:14.960 ⇒ 00:11:19.570 Amber Lin: Okay, and so each… essentially, each week, we would set the priorities, right?
99 00:11:19.570 ⇒ 00:11:21.389 Hannah Wang: Totally, yeah, on Mondays.
100 00:11:21.390 ⇒ 00:11:26.799 Amber Lin: Okay, but then throughout the week, it would generally be… generally be those type of tasks.
101 00:11:27.200 ⇒ 00:11:31.240 Amber Lin: Yeah, it’s like, oh, I, like, sent out this thing…
102 00:11:31.240 ⇒ 00:11:36.190 Hannah Wang: for this event, and, like, I scraped the leads here, or, like, I updated this.
103 00:11:36.190 ⇒ 00:11:37.700 Amber Lin: I sent out messages.
104 00:11:37.950 ⇒ 00:11:43.950 Hannah Wang: you can look through the GoToMarket channel, you can see, like, oh yeah, Ryan’s updates, like, my updates.
105 00:11:43.950 ⇒ 00:11:44.790 Amber Lin: Okay.
106 00:11:45.110 ⇒ 00:11:49.360 Amber Lin: What’s the typical turnaround time for your items?
107 00:11:50.590 ⇒ 00:11:51.470 Hannah Wang: What does that mean?
108 00:11:51.670 ⇒ 00:11:57.149 Amber Lin: So, from when it’s assigned to when it’s delivered, what’s the typical time for that?
109 00:11:59.820 ⇒ 00:12:06.229 Amber Lin: Like, for you, and for Ryan, and for the sales coordinator, like, what is the length of tasks, typically?
110 00:12:07.330 ⇒ 00:12:19.619 Hannah Wang: Mine depends, because mine is more strategic and long-term… like, it’s a long, long game, versus… I’m not focused on, like, execution and volume, I’m more focused on strategy and, like.
111 00:12:20.250 ⇒ 00:12:26.719 Hannah Wang: So mine’s a slower game, so mine depends. I don’t have an answer for you for that. For the sales coordinators.
112 00:12:26.910 ⇒ 00:12:32.520 Hannah Wang: this should be a daily thing. Like, every day, they should add leads, and then…
113 00:12:33.150 ⇒ 00:12:37.989 Hannah Wang: yeah, maybe update the channel or something. And then Ryan’s is also…
114 00:12:38.180 ⇒ 00:12:49.669 Hannah Wang: Ryan is, like, closely tied with mine for some of the campaigns, so sometimes his is a long-term, like, long game. Sometimes it’s like, oh yeah, scrape the leads.
115 00:12:49.930 ⇒ 00:12:53.880 Hannah Wang: Here, and, like… run this campaign.
116 00:12:55.230 ⇒ 00:13:05.590 Hannah Wang: Yeah, so Ryan and I are mostly campaign-based, so, like, the campaigns differ. Like, some of them are quicker, like the lookalike ones, I think.
117 00:13:05.590 ⇒ 00:13:06.050 Amber Lin: Mmm.
118 00:13:06.050 ⇒ 00:13:07.400 Hannah Wang: quicker.
119 00:13:07.850 ⇒ 00:13:10.370 Amber Lin: I also saw Jake, I forgot about him.
120 00:13:10.370 ⇒ 00:13:11.220 Hannah Wang: Yeah.
121 00:13:11.530 ⇒ 00:13:12.370 Hannah Wang: Ugh.
122 00:13:12.760 ⇒ 00:13:21.250 Hannah Wang: Jake is more on the client, like, the testimonial side, so getting client testimonials, and then he’s also…
123 00:13:21.250 ⇒ 00:13:21.630 Amber Lin: eat.
124 00:13:21.630 ⇒ 00:13:22.640 Hannah Wang: building…
125 00:13:22.830 ⇒ 00:13:33.530 Hannah Wang: subject matter expert, SME, SME playbooks. So he’s calling a bunch of subject matter experts, and we’re building out playbooks so that we can co-sell with…
126 00:13:33.840 ⇒ 00:13:38.780 Hannah Wang: like, Ian Bergen, he’s a commercial insurance dude, and then we have, like, a…
127 00:13:38.850 ⇒ 00:13:47.299 Hannah Wang: auto dealership playbook with Troy. Troy’s, like, a consultant in the auto dealership world, so ideally, we would co-sell with him.
128 00:13:47.340 ⇒ 00:14:04.360 Hannah Wang: to target, like, auto dealership clients and stuff. So, yeah, he’s more of, like, the calling a bunch of people and, like, getting materials. He’s also helping with content, but I guess that’s not related to sales, so,
129 00:14:05.250 ⇒ 00:14:06.060 Hannah Wang: That’s…
130 00:14:06.060 ⇒ 00:14:10.799 Amber Lin: How does this sales team and then the content and marketing team tie together?
131 00:14:11.590 ⇒ 00:14:13.890 Hannah Wang: Bro, I don’t know.
132 00:14:14.080 ⇒ 00:14:14.690 Hannah Wang: I flew.
133 00:14:14.690 ⇒ 00:14:20.810 Amber Lin: Do they use your content, or do sales assign you tasks, or how does it relate to each other?
134 00:14:25.890 ⇒ 00:14:32.000 Hannah Wang: Well, content… is, like, I guess a type of campaign.
135 00:14:32.260 ⇒ 00:14:33.070 Amber Lin: Good.
136 00:14:33.910 ⇒ 00:14:43.099 Hannah Wang: like, content is just posting on LinkedIn. That’s, like, Ryan’s… like, other than go-to-market, he’s also doing content stuff. So I feel like there’s not much…
137 00:14:43.540 ⇒ 00:14:45.510 Hannah Wang: Overlap?
138 00:14:46.220 ⇒ 00:14:53.270 Hannah Wang: like, for me, I split the two. Like, I either do go-to-market, or I do marketing, but they’re… it’s not, like…
139 00:14:54.010 ⇒ 00:14:56.209 Hannah Wang: I don’t really… yeah.
140 00:14:56.760 ⇒ 00:15:12.639 Amber Lin: Hmm, I see. Okay. So, I think from what I heard, we can run on one-week sprints, we have weekly planning, and then we can have, like, one or two stand-ups throughout the week. And then, currently, how does Robert
141 00:15:12.920 ⇒ 00:15:21.810 Amber Lin: contribute to this team? Like, what’s his involvement look like? What does he take care of, and how does he lead meetings or assign tasks? Like, what does he do?
142 00:15:22.650 ⇒ 00:15:29.539 Hannah Wang: Well, I guess one question is, do they know that we’re trying to do sprints for sales?
143 00:15:30.740 ⇒ 00:15:32.350 Amber Lin: You mean who?
144 00:15:32.350 ⇒ 00:15:34.689 Hannah Wang: Or, Robert and Utam?
145 00:15:34.690 ⇒ 00:15:43.820 Amber Lin: Yeah, they… I think they want Rico to run these teams. We might not do sprints, but we’ll have the cadence of one week, which is essentially sprints.
146 00:15:44.230 ⇒ 00:15:50.159 Amber Lin: What we need to get done needs to get done, and someone can look over that and make sure communication gets through.
147 00:15:50.160 ⇒ 00:16:00.620 Hannah Wang: I see. So… Robert… leads, or kicks off the Monday meeting.
148 00:16:01.360 ⇒ 00:16:09.070 Hannah Wang: He’s like… or Utam also joins. So, during that meeting, we figure out what our game plan is for that week.
149 00:16:09.230 ⇒ 00:16:20.789 Hannah Wang: And then… Yeah, and then, the non-Robert, non-Uutan people are the executors, so we execute it, and then…
150 00:16:20.790 ⇒ 00:16:26.470 Amber Lin: Also, they determine what campaign or what we want to do this week.
151 00:16:27.080 ⇒ 00:16:33.890 Hannah Wang: Or, like, we… we give sugge… or, like, ideally, I would give, like, suggestions and stuff, but, like, they give the green light. They’re like, okay, yeah.
152 00:16:33.890 ⇒ 00:16:34.340 Amber Lin: Hmm.
153 00:16:34.340 ⇒ 00:16:35.700 Hannah Wang: these three.
154 00:16:35.700 ⇒ 00:16:36.050 Amber Lin: Okay.
155 00:16:36.340 ⇒ 00:16:39.439 Amber Lin: Do we ever report on any? Sorry, sorry, go ahead.
156 00:16:39.440 ⇒ 00:16:46.400 Hannah Wang: Sorry. I was just gonna say they’re the… they’re the ultimate decision makers, like, they’re the ones who give the green light, yeah.
157 00:16:46.400 ⇒ 00:16:54.859 Amber Lin: Okay. Do we have to report on anything? Anything like campaign performances, metrics, new leads? What do we have to report on?
158 00:16:54.860 ⇒ 00:16:57.419 Hannah Wang: Yeah, all… they’re all right here.
159 00:16:58.070 ⇒ 00:17:04.420 Hannah Wang: I honestly don’t know how to track some of these, but yeah, we would.
160 00:17:04.770 ⇒ 00:17:08.700 Hannah Wang: Ideally, after a campaign is done, ideally, we’d…
161 00:17:09.220 ⇒ 00:17:16.900 Hannah Wang: Have a retro, maybe async, and be like, okay, this number of leads, this metric, this metric, and then the.
162 00:17:16.900 ⇒ 00:17:18.960 Amber Lin: What a song.
163 00:17:18.960 ⇒ 00:17:22.879 Hannah Wang: I’m stuck at this, by the way. I would need help with, like, I wish someone…
164 00:17:22.880 ⇒ 00:17:25.000 Amber Lin: Michael did this pretty well, we asked him to do.
165 00:17:25.000 ⇒ 00:17:25.319 Hannah Wang: Really?
166 00:17:25.329 ⇒ 00:17:30.099 Amber Lin: do something with… for tickets. I think… I think if he can help.
167 00:17:30.099 ⇒ 00:17:37.350 Hannah Wang: handled that, so… I literally suck at this, so… I don’t like numbers, I don’t like data, like, I can’t.
168 00:17:39.610 ⇒ 00:17:54.670 Hannah Wang: But yeah, it’s just hard to keep track of everything, bro. Like, there’s so many things going on, and like, I’m like, I don’t remember what we posted, and like, I don’t know how many people engaged with this and that, I don’t want to go chase it down, like, that’s…
169 00:17:54.670 ⇒ 00:18:00.689 Hannah Wang: so tedious to me, I don’t want to do that. But anyway, yes, we would…
170 00:18:00.690 ⇒ 00:18:06.120 Amber Lin: campaign. What’s included in a campaign? Is it only on LinkedIn, or is it.
171 00:18:06.120 ⇒ 00:18:06.940 Hannah Wang: Also, like…
172 00:18:07.050 ⇒ 00:18:12.419 Amber Lin: in-person campaigns, or where do we get those numbers from? Like, how do we define a campaign?
173 00:18:12.420 ⇒ 00:18:19.420 Hannah Wang: Yeah, I don’t… I don’t know. I don’t know, like, I’m pretty sure I’m supposed to be coming up with that, but I suck at it. But,
174 00:18:19.420 ⇒ 00:18:36.309 Hannah Wang: It depends, like, there’s… like, some campaigns, like, Utom is speaking, and then some campaigns, like, it’s just conference attendance, and some campaigns, it’s, like, blah blah blah. So you can see all the activities here, it’s just all over the place.
175 00:18:36.500 ⇒ 00:18:39.350 Hannah Wang: There’s too much going on. Like, before…
176 00:18:39.470 ⇒ 00:18:46.670 Hannah Wang: I’m glad we, like, cut it down to 3 campaigns at once, but, like, For example, like, even tracking…
177 00:18:47.100 ⇒ 00:18:57.550 Hannah Wang: like, my partnership… like, I don’t know why we added partnerships into campaigns. I guess we want to track how many leads each partner brings in, but, like.
178 00:18:57.600 ⇒ 00:19:17.279 Hannah Wang: I just cannot, like, stretch across all of these partners and, like, constantly keep track, like, oh, this partner brought in this lead, and, like, this partner brought in this lead. Maybe… I’m sure that’s what a partnership head does, but, like, I don’t want to do that. I’m just helping out until the partnerships person. So, like.
179 00:19:17.480 ⇒ 00:19:21.970 Hannah Wang: I… I’m… I feel stretched again. Like, I know they’re trying to
180 00:19:22.310 ⇒ 00:19:25.780 Hannah Wang: off of some stuff, but I…
181 00:19:26.090 ⇒ 00:19:28.390 Hannah Wang: Anyway, I’m just ranting about life.
182 00:19:28.500 ⇒ 00:19:30.030 Hannah Wang: Anyway, yeah, this…
183 00:19:30.030 ⇒ 00:19:30.810 Amber Lin: Makes sense.
184 00:19:30.810 ⇒ 00:19:41.039 Hannah Wang: This is the current state, so I think tracking-wise, like, yeah, we could use some help with that, like, basically Monday.
185 00:19:41.680 ⇒ 00:19:51.499 Hannah Wang: it just felt like, yeah, we weren’t doing a good job tracking, because none of the numbers were here, and Utam was like, we need the numbers here, and I was like, okay.
186 00:19:51.580 ⇒ 00:20:05.120 Hannah Wang: That’s why it’s filled out for the ones that are active. And then the ones that aren’t active… ugh, there’s, like, so many. Why are they all high priority? I don’t understand, like…
187 00:20:06.160 ⇒ 00:20:06.670 Hannah Wang: Yeah.
188 00:20:06.670 ⇒ 00:20:09.919 Amber Lin: What are… what are… oh, these are all campaigns.
189 00:20:09.920 ⇒ 00:20:14.669 Hannah Wang: Yeah, bro, like… well, some of them are backlogged, some of them we paused it.
190 00:20:14.670 ⇒ 00:20:15.590 Amber Lin: Oh…
191 00:20:15.590 ⇒ 00:20:23.109 Hannah Wang: Some of them we proposed it, but I feel like Ryan just assigned… like, to Ryan, everything is a high priority.
192 00:20:23.110 ⇒ 00:20:23.510 Amber Lin: I’ve…
193 00:20:23.510 ⇒ 00:20:24.880 Hannah Wang: That’s why it’s all high.
194 00:20:26.840 ⇒ 00:20:27.870 Amber Lin: Okay.
195 00:20:27.870 ⇒ 00:20:28.470 Hannah Wang: Yeah.
196 00:20:28.470 ⇒ 00:20:33.470 Amber Lin: So, I’m… I’m trying to sum it up. Let me share screen, we can…
197 00:20:34.220 ⇒ 00:20:37.119 Amber Lin: We can write down some stuff together.
198 00:20:37.260 ⇒ 00:20:51.199 Amber Lin: So, purpose… Set up, management processes, team members… Anyone else I’m missing?
199 00:20:51.200 ⇒ 00:20:54.370 Hannah Wang: I don’t know if Sol… Soledad is still here.
200 00:20:54.370 ⇒ 00:20:56.679 Amber Lin: I think my friend paused her for a bit.
201 00:20:56.680 ⇒ 00:20:59.420 Hannah Wang: Okay, yeah. Then I think that’s it.
202 00:21:00.040 ⇒ 00:21:01.199 Amber Lin: Yeah, okay.
203 00:21:06.850 ⇒ 00:21:11.080 Amber Lin: Any other pain points that we should note down?
204 00:21:18.300 ⇒ 00:21:24.739 Hannah Wang: I mean, we kind of already addressed it, but just having, like, a set number of things to focus on per week.
205 00:21:25.440 ⇒ 00:21:36.849 Hannah Wang: And then… well, this… I guess this is a part of go-to-market, but with the partnership stuff, I know Rutam is talking to Holly. Holly is, like, a partnership, fractional, helping person.
206 00:21:36.970 ⇒ 00:21:50.039 Hannah Wang: So, like, yeah, that would be helpful for her to help us narrow down which partners to focus on, because we’re, like, stretching ourselves across, like, a lot of partners, and we don’t know how to be more strategic about that.
207 00:21:50.350 ⇒ 00:21:53.590 Hannah Wang: Yeah.
208 00:21:59.040 ⇒ 00:21:59.970 Hannah Wang: Yes.
209 00:22:02.490 ⇒ 00:22:09.140 Amber Lin: Partnerships, and then we do… We do, like, events… posts…
210 00:22:09.570 ⇒ 00:22:11.860 Amber Lin: What else do we do with partners?
211 00:22:12.050 ⇒ 00:22:20.560 Hannah Wang: Well, for, like, vendor partners, we try to, like, use their tools with clients.
212 00:22:25.820 ⇒ 00:22:28.999 Hannah Wang: Yeah, but yeah, events, posts,
213 00:22:30.740 ⇒ 00:22:49.010 Hannah Wang: In an ideal world, we would, like, have a newsletter every month or something, basically going out to all our partners and being like, hey, this is… these are all the case studies we added this month, these are some assets we added, like, just so you can, like, pitch it to your… or to your leads.
214 00:22:49.150 ⇒ 00:22:53.299 Hannah Wang: Which, like, I guess that falls on me, but I haven’t done that.
215 00:22:53.300 ⇒ 00:23:03.789 Amber Lin: You have a lot to manage, like, going across two focus areas and multiple in them, it’s not… it’s, like, when there’s too much, you just… no one gets anything done.
216 00:23:03.790 ⇒ 00:23:04.200 Hannah Wang: Yeah.
217 00:23:04.200 ⇒ 00:23:05.430 Amber Lin: Which is how it is.
218 00:23:05.680 ⇒ 00:23:12.100 Amber Lin: And then campaigns, partnerships… what else?
219 00:23:12.100 ⇒ 00:23:19.510 Hannah Wang: Like, I guess… Playbooks, so that’s, like, the mutual… mutual intro playbook.
220 00:23:19.990 ⇒ 00:23:27.290 Hannah Wang: Yeah, that’s more on the sales coordinators to do.
221 00:23:29.750 ⇒ 00:23:31.729 Amber Lin: And then, sales assets?
222 00:23:32.410 ⇒ 00:23:33.230 Hannah Wang: Like, designing…
223 00:23:33.230 ⇒ 00:23:35.740 Amber Lin: Is that… is that design? Oh, I… okay.
224 00:23:35.740 ⇒ 00:23:36.750 Hannah Wang: design, yeah.
225 00:23:36.750 ⇒ 00:23:40.659 Amber Lin: Jake does, like, what… what is…
226 00:23:41.080 ⇒ 00:23:48.710 Hannah Wang: Yeah, Jake is doing… oh, Jake is doing… well, his stuff falls under campaigns, too, like SME playbooks.
227 00:23:49.000 ⇒ 00:23:51.610 Hannah Wang: Yeah.
228 00:23:51.960 ⇒ 00:23:53.120 Amber Lin: What does that mean?
229 00:23:53.420 ⇒ 00:24:08.100 Hannah Wang: Yeah, so it’s like, he’s basically interviewing experts in a certain subject, and then we’re co-branding a white paper, or co-branding a playbook, and then we’re gonna run a campaign to target
230 00:24:08.460 ⇒ 00:24:10.319 Hannah Wang: specific…
231 00:24:11.020 ⇒ 00:24:25.159 Hannah Wang: companies that are relevant to that playbook topic, and then, like, blast out the asset and be like, hey, like, are you having trouble with this? Like, here’s a playbook, book a meeting with us.
232 00:24:25.160 ⇒ 00:24:27.090 Amber Lin: Okay.
233 00:24:27.550 ⇒ 00:24:33.040 Amber Lin: Alright, and then, is it just… campaign…
234 00:24:33.190 ⇒ 00:24:38.750 Amber Lin: So, the internal playbooks are just how we run different things, right?
235 00:24:39.670 ⇒ 00:24:41.399 Hannah Wang: Yeah, that’s, like, the…
236 00:24:42.200 ⇒ 00:24:48.729 Hannah Wang: Well, I might be getting the terminology wrong, so maybe we can, like, have a meeting with Robert someday, but…
237 00:24:49.210 ⇒ 00:24:54.949 Hannah Wang: Like, the mutual intro… mutual intro playbook is…
238 00:24:55.240 ⇒ 00:25:02.110 Hannah Wang: the sheet I showed you where, like, they go look for leads and a mutual. Yeah, so that’s…
239 00:25:03.790 ⇒ 00:25:05.810 Hannah Wang: Oh, what was your question?
240 00:25:05.810 ⇒ 00:25:07.820 Amber Lin: No, but that’s all I… that’s all I wanted to know.
241 00:25:07.820 ⇒ 00:25:08.500 Hannah Wang: Oh, okay, okay.
242 00:25:08.500 ⇒ 00:25:20.660 Amber Lin: So… so I’m trying to figure out what the… Key areas are… so there’s… Sales Navigator Content Production.
243 00:25:21.300 ⇒ 00:25:25.050 Amber Lin: And then… like…
244 00:25:33.940 ⇒ 00:25:35.260 Amber Lin: Mmm…
245 00:25:44.450 ⇒ 00:25:51.080 Amber Lin: And for LinkedIn, all the posts just serves campaigns, or does it… is it also a separate thing?
246 00:25:52.160 ⇒ 00:25:57.349 Hannah Wang: So for LinkedIn posts, there’s, like, thought leadership posts, which is…
247 00:25:58.340 ⇒ 00:26:08.210 Hannah Wang: like, Ryan… or it’s like, yeah, you know what thought leadership posts are. So, thought leadership post from Utom and Robert, and then if we have, like, an event.
248 00:26:08.500 ⇒ 00:26:24.280 Hannah Wang: Happening, promoting that, and… What else is there? I think that’s… Most of it.
249 00:26:28.550 ⇒ 00:26:32.390 Amber Lin: Okay.
250 00:26:32.900 ⇒ 00:26:39.099 Amber Lin: So these are the go-to-market I think these are all go-to-market.
251 00:26:39.900 ⇒ 00:26:43.379 Amber Lin: Or how does… what… what else?
252 00:26:43.580 ⇒ 00:26:46.020 Amber Lin: Is… because there’s also, like…
253 00:26:46.330 ⇒ 00:26:49.160 Hannah Wang: This all looks like top of funnel.
254 00:26:50.060 ⇒ 00:26:51.550 Hannah Wang: It’s all top of funnel, yeah.
255 00:26:51.550 ⇒ 00:26:56.069 Amber Lin: Okay, so you… two handles, like, mid-funnel, lower funnel?
256 00:26:56.380 ⇒ 00:26:56.970 Amber Lin: Stop.
257 00:26:58.310 ⇒ 00:27:10.489 Hannah Wang: Bofu is mostly Tom and Robert right now, and then Mofu… I feel like on Monday we mentioned we don’t really do a good job of Mofu, but yeah, all of this is top.
258 00:27:15.690 ⇒ 00:27:29.220 Hannah Wang: like, nurturing the leads and stuff, I feel like usually that goes to Utai and Robert. Like, for example, if we send out a message, like, automate sending out a message, and then if they reply,
259 00:27:29.880 ⇒ 00:27:34.769 Hannah Wang: Robert and Tom go in themselves, and then, like, take it from there. Yeah, so they do…
260 00:27:35.190 ⇒ 00:27:38.140 Hannah Wang: Do everything that’s not top of funnel.
261 00:27:45.760 ⇒ 00:27:46.620 Amber Lin: Okay.
262 00:27:46.960 ⇒ 00:27:54.839 Amber Lin: Strategic… where does HubSpot come in? Is it… does HubSpot cover the whole funnel?
263 00:27:55.630 ⇒ 00:27:56.490 Hannah Wang: Yes.
264 00:27:56.490 ⇒ 00:27:58.200 Amber Lin: Oh, okay.
265 00:27:58.430 ⇒ 00:28:00.979 Amber Lin: What other tools do we use?
266 00:28:01.750 ⇒ 00:28:05.420 Hannah Wang: Hubspot, LinkedIn, Upwork…
267 00:28:09.000 ⇒ 00:28:11.069 Amber Lin: Clay…
268 00:28:11.070 ⇒ 00:28:12.380 Hannah Wang: Hey, Reach.
269 00:28:12.720 ⇒ 00:28:14.200 Hannah Wang: instantly.
270 00:28:15.850 ⇒ 00:28:22.749 Hannah Wang: I think that’s it.
271 00:28:23.340 ⇒ 00:28:23.990 Amber Lin: Okay.
272 00:28:25.440 ⇒ 00:28:33.990 Amber Lin: Partnership, HubSpot, strategic accounts… So I’ll add that to… Captain.
273 00:28:47.730 ⇒ 00:28:48.530 Amber Lin: Okay.
274 00:28:59.190 ⇒ 00:29:04.319 Amber Lin: Okay. What’s at the middle of funnel?
275 00:29:06.440 ⇒ 00:29:08.110 Hannah Wang: I don’t know.
276 00:29:08.830 ⇒ 00:29:15.130 Amber Lin: Okay, all good. I’ll check with… I can check with… For operator.
277 00:29:17.760 ⇒ 00:29:22.659 Hannah Wang: Like, I don’t… I guess I don’t really know the difference between middle and bottom.
278 00:29:23.040 ⇒ 00:29:34.870 Amber Lin: Yeah, I think it’s… I think middle is once we have all the leads, and then we’re trying to convert them, but we have the leads. The top funnel is to get the leads.
279 00:29:34.870 ⇒ 00:29:37.689 Hannah Wang: Yeah, okay. And then bottom is, like.
280 00:29:37.690 ⇒ 00:29:40.890 Amber Lin: I think converting… yeah, closing.
281 00:29:41.770 ⇒ 00:29:45.030 Amber Lin: That’s my understanding, but it also might not be correct.
282 00:29:45.030 ⇒ 00:29:46.620 Hannah Wang: Okay, okay.
283 00:29:46.620 ⇒ 00:29:48.950 Amber Lin: I’m gonna just go ask…
284 00:29:57.040 ⇒ 00:29:57.795 Amber Lin: Mmm…
285 00:30:52.660 ⇒ 00:30:56.290 Amber Lin: Do you think daily stand-ups are necessary?
286 00:30:56.290 ⇒ 00:31:00.650 Hannah Wang: No, I feel like Robert and Utam aren’t even gonna come.
287 00:31:00.650 ⇒ 00:31:03.979 Amber Lin: Oh, they’re not. Mostly just for the team, do you think, daily?
288 00:31:03.980 ⇒ 00:31:08.030 Hannah Wang: Oh, no, it’s… even for marketing, it was too much. I think.
289 00:31:08.950 ⇒ 00:31:10.759 Hannah Wang: Three times is enough.
290 00:31:10.760 ⇒ 00:31:15.449 Amber Lin: Okay, I guess we can alternate between those two, or just combine both.
291 00:31:16.040 ⇒ 00:31:16.550 Hannah Wang: Oh.
292 00:31:17.830 ⇒ 00:31:18.570 Hannah Wang: Yeah, I think.
293 00:31:18.570 ⇒ 00:31:24.039 Amber Lin: We manage all of them, so it’s whatever, because it’s all this… we’re just so small, it’s all the same people.
294 00:31:24.040 ⇒ 00:31:25.960 Hannah Wang: I know, I know.
295 00:31:26.210 ⇒ 00:31:32.959 Hannah Wang: Yeah… Although, I guess my one feedback is I wish stand-up was a bit shorter, because, like.
296 00:31:32.960 ⇒ 00:31:34.740 Amber Lin: Oh, is it 30 minutes right now?
297 00:31:34.740 ⇒ 00:31:37.569 Hannah Wang: Well, this morning it was 30 minutes.
298 00:31:37.570 ⇒ 00:31:40.060 Amber Lin: Oh, I see. We’ll work on that.
299 00:31:40.060 ⇒ 00:31:45.679 Hannah Wang: Yeah, yeah, it’s just we try to go through each ticket. Like, Rico’s very thorough.
300 00:31:45.680 ⇒ 00:31:46.310 Amber Lin: So we let go.
301 00:31:46.310 ⇒ 00:31:51.949 Hannah Wang: through each… the status of each ticket, and then I’m like, okay. I… I feel like it’s…
302 00:31:51.950 ⇒ 00:32:03.089 Amber Lin: Okay, I see. He’s very receptive to feedback, so I’ll note that, and then I know Justin’s helping him train a little bit, so we’ll improve the stand-up time.
303 00:32:03.090 ⇒ 00:32:04.400 Hannah Wang: Sweet. Okay.
304 00:32:04.400 ⇒ 00:32:05.110 Amber Lin: Yep.
305 00:32:10.050 ⇒ 00:32:23.520 Amber Lin: Top of funnel is lead sourcing, outbound, LinkedIn presence, event campaigns, partnership, and then middle of funnel is lead qualification, follow-up, partnership development case studies, playbooks.
306 00:32:23.520 ⇒ 00:32:25.100 Hannah Wang: Oh, I see.
307 00:32:25.100 ⇒ 00:32:27.909 Amber Lin: The bottom is conversion, then close.
308 00:32:27.910 ⇒ 00:32:31.119 Hannah Wang: Yeah, so bottom is all UTAM and…
309 00:32:31.120 ⇒ 00:32:31.770 Amber Lin: Makes sense.
310 00:32:32.020 ⇒ 00:32:32.630 Hannah Wang: Yeah.
311 00:32:32.630 ⇒ 00:32:41.439 Amber Lin: Yeah, do they need any tracking? Do they forget anything, or is there, like, emails that don’t get drafts, so things get delayed?
312 00:32:41.960 ⇒ 00:32:52.030 Hannah Wang: I’m not sure. I feel like they’re pretty good about it. But…
313 00:32:52.390 ⇒ 00:33:00.340 Hannah Wang: I also… I also don’t know the entirety of all the leads in the funnel right now, so I can’t really tell you.
314 00:33:02.960 ⇒ 00:33:03.810 Hannah Wang: But…
315 00:33:04.170 ⇒ 00:33:14.699 Hannah Wang: I feel like they batch all their work, so, like, every couple days, they give, like, an update, like, oh, one, proposal sent to blah, 2, proposal in progress, like, three, so…
316 00:33:14.700 ⇒ 00:33:15.470 Amber Lin: Mmm.
317 00:33:15.470 ⇒ 00:33:16.380 Hannah Wang: Yeah, it’s…
318 00:33:16.590 ⇒ 00:33:17.490 Amber Lin: Okay.
319 00:33:18.130 ⇒ 00:33:29.589 Hannah Wang: I don’t really… oh, I think the goal of tracking is to track in HubSpot. So HubSpot, we want to be, like, a comprehensive view of our entire pipeline.
320 00:33:29.590 ⇒ 00:33:30.050 Amber Lin: He’s a nur.
321 00:33:30.050 ⇒ 00:33:39.010 Hannah Wang: Sid worked on, like, transferring everything from Notion to HubSpot, and then Justina’s gonna help, like, carry, like, finish out the work.
322 00:33:39.010 ⇒ 00:33:42.419 Amber Lin: For HubSpot, who manages it right now?
323 00:33:42.880 ⇒ 00:33:54.030 Hannah Wang: It’s… Mostly… Well, ideally the sales coordinator would, but she’s ramping up, so I guess…
324 00:33:54.350 ⇒ 00:33:58.560 Hannah Wang: Utam and Robert, whenever they remember to make an update.
325 00:33:59.160 ⇒ 00:34:00.010 Amber Lin: I see.
326 00:34:00.130 ⇒ 00:34:03.709 Amber Lin: Let me note that, though, that…
327 00:34:12.790 ⇒ 00:34:13.560 Amber Lin: Okay.
328 00:34:14.750 ⇒ 00:34:22.689 Amber Lin: What are the current three campaigns that we’re running?
329 00:34:23.429 ⇒ 00:34:25.349 Hannah Wang: We are doing Shop Talk.
330 00:34:25.629 ⇒ 00:34:32.559 Hannah Wang: Shoptalk, ABC Lookalike, and Urban Stems Lookalike.
331 00:34:32.560 ⇒ 00:34:33.460 Amber Lin: Mmm.
332 00:34:34.130 ⇒ 00:34:35.170 Hannah Wang: For this week.
333 00:34:51.810 ⇒ 00:34:52.560 Amber Lin: Okay.
334 00:34:53.670 ⇒ 00:35:01.650 Amber Lin: And then, related to campaigns, there’s, like, content we need to create, and then…
335 00:35:01.650 ⇒ 00:35:02.519 Hannah Wang: Any of the food.
336 00:35:02.960 ⇒ 00:35:04.529 Amber Lin: What are we gonna do?
337 00:35:04.750 ⇒ 00:35:08.199 Amber Lin: It’s… it depends on the campaign. Oh, okay, okay.
338 00:35:08.350 ⇒ 00:35:13.550 Hannah Wang: But usually… it involves…
339 00:35:13.970 ⇒ 00:35:21.699 Hannah Wang: Almost always, it involves clay, so enriching leads, and then instantly, and or hey reach to send out messages.
340 00:35:22.370 ⇒ 00:35:24.620 Hannah Wang: That’s usually the case.
341 00:35:41.870 ⇒ 00:35:43.760 Amber Lin: So these are…
342 00:35:52.020 ⇒ 00:35:52.850 Amber Lin: Okay.
343 00:35:53.230 ⇒ 00:35:56.459 Hannah Wang: But even, like, with events, for example, like.
344 00:35:57.490 ⇒ 00:36:02.479 Hannah Wang: If… if it’s something that we’re, speaking at, like.
345 00:36:02.930 ⇒ 00:36:07.340 Hannah Wang: We proposed doing, like, a follow-up campaign.
346 00:36:07.480 ⇒ 00:36:15.140 Hannah Wang: to hit all the attendees, for example. So even that sometimes involves, hey, reach, Clay, blah blah blah, but…
347 00:36:15.650 ⇒ 00:36:20.590 Hannah Wang: We haven’t, like, had good… results from those, so I think we, like, paused.
348 00:36:20.880 ⇒ 00:36:22.179 Hannah Wang: That’s good.
349 00:36:22.180 ⇒ 00:36:22.930 Amber Lin: Okay.
350 00:36:25.130 ⇒ 00:36:26.080 Amber Lin: Okay.
351 00:36:27.140 ⇒ 00:36:32.300 Amber Lin: I see… All right.
352 00:36:32.440 ⇒ 00:36:43.650 Amber Lin: I think that’s it. I will… I will figure things out a little bit more, and then, meet with Justin, meet with Robert, maybe Utam.
353 00:36:43.840 ⇒ 00:36:49.740 Amber Lin: And see how we can support the team, and I guess support Robert and reduce their time.
354 00:36:49.740 ⇒ 00:36:57.379 Hannah Wang: Yeah, I mean, ideally, our next recruitment is a go-to-market lead, so that person would take…
355 00:36:57.380 ⇒ 00:37:06.640 Amber Lin: over what Robert is doing. Okay, are they currently, I’m like, aren’t they… I don’t be that person?
356 00:37:06.830 ⇒ 00:37:08.660 Amber Lin: Yeah. Aww.
357 00:37:08.660 ⇒ 00:37:15.079 Hannah Wang: I know there’s a job posting, but I don’t know if we’re actively recruiting right now for that.
358 00:37:15.080 ⇒ 00:37:16.080 Amber Lin: I see.
359 00:37:16.530 ⇒ 00:37:17.490 Amber Lin: Okay.
360 00:37:19.550 ⇒ 00:37:27.280 Hannah Wang: Oh, thanks. Dude, this feels like when I was pseudo-PMing marketing.
361 00:37:27.280 ⇒ 00:37:27.950 Amber Lin: I know.
362 00:37:27.950 ⇒ 00:37:31.599 Hannah Wang: Same thing. So I’m glad you are helping establish us.
363 00:37:32.290 ⇒ 00:37:33.359 Hannah Wang: Yeah, for sale.
364 00:37:33.360 ⇒ 00:37:34.839 Amber Lin: Everyone, it will get better.
365 00:37:36.260 ⇒ 00:37:38.090 Hannah Wang: Yeah,
366 00:37:39.110 ⇒ 00:37:47.030 Hannah Wang: And then Cody Tech is fine, we already talked about that. And then… is there anything else?
367 00:37:48.030 ⇒ 00:37:57.079 Hannah Wang: I think that’s it from my end. Are you still, like… do you still feel like you have a lot of free time, or do you have more stuff to do this week?
368 00:37:57.370 ⇒ 00:37:59.709 Amber Lin: Anytime. That’s why I’m helping here.
369 00:38:00.270 ⇒ 00:38:04.180 Amber Lin: I’m a little bit more free today. Tuesdays are my free days.
370 00:38:05.210 ⇒ 00:38:08.129 Hannah Wang: Oh, that’s… that’s good. Yeah.
371 00:38:08.830 ⇒ 00:38:10.569 Amber Lin: What about you? How do you feel?
372 00:38:11.130 ⇒ 00:38:19.740 Hannah Wang: Or… I… because it’s, like, starting to be wedding season, because most weddings are in fall.