Meeting Title: Justina <> Robert Standup Date: 2025-09-22 Meeting participants: Robert Tseng, Justina Spinn
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1 00:00:12.480 ⇒ 00:00:13.630 Justina Spinn: Hey!
2 00:00:13.990 ⇒ 00:00:15.020 Robert Tseng: Hey, Justina.
3 00:00:16.780 ⇒ 00:00:18.470 Justina Spinn: Nope, it’s not coming on.
4 00:00:18.880 ⇒ 00:00:22.840 Justina Spinn: Hello. How are you? How are you?
5 00:00:22.840 ⇒ 00:00:23.909 Robert Tseng: How was a good weekend?
6 00:00:24.280 ⇒ 00:00:26.040 Justina Spinn: It was good. How was yours?
7 00:00:26.880 ⇒ 00:00:29.339 Robert Tseng: It’s good. I just came back and…
8 00:00:29.540 ⇒ 00:00:31.819 Robert Tseng: Rusted. They didn’t really do anything.
9 00:00:31.820 ⇒ 00:00:34.520 Justina Spinn: I’m sure.
10 00:00:34.930 ⇒ 00:00:40.140 Robert Tseng: It’s good to be back, and I’m not going anywhere for a while, so hopefully…
11 00:00:40.280 ⇒ 00:00:42.819 Robert Tseng: Thing, it would be… it would just feel more normal.
12 00:00:43.090 ⇒ 00:00:43.860 Justina Spinn: Yeah.
13 00:00:45.710 ⇒ 00:00:59.519 Robert Tseng: Cool. Well, I know we only do this kind of 15 minutes here and there, so, I’m just gonna wanna make sure I give you all the direction you need. I saw you some… I saw you send some messages, so I’ll just kind of reply to those real quick. So…
14 00:01:01.120 ⇒ 00:01:02.570 Robert Tseng: Yeah, I think…
15 00:01:03.380 ⇒ 00:01:13.799 Robert Tseng: So, yeah, regarding Marie, I’ll respond to Marie, no worries. She’s, like, a former client of mine, actually, so I feel like I might want to give her a little bit more. But yeah, I think,
16 00:01:13.960 ⇒ 00:01:19.000 Robert Tseng: Yeah, so I think… I’ll take the draft that you sent, and I’ll pretty much send her…
17 00:01:19.360 ⇒ 00:01:30.089 Robert Tseng: you know, a version of that, I might just add, like, one or two more sentences, so… so that’s good. I think there were a few other messages in my inbox I’ll take… I’ll clear out, so don’t… don’t worry about that.
18 00:01:30.280 ⇒ 00:01:34.970 Robert Tseng: Yeah, and I mean, I think I’m just gonna pull it up and just see who else I need to respond to.
19 00:01:37.660 ⇒ 00:01:42.080 Justina Spinn: I think we still… we still needed to send Frank a blurb.
20 00:01:42.080 ⇒ 00:01:47.500 Robert Tseng: Right, yeah. So, Frank, Marie… And…
21 00:01:50.470 ⇒ 00:01:55.120 Justina Spinn: Catherine said that she basically, like, wasn’t gonna connect us.
22 00:01:55.680 ⇒ 00:01:56.739 Robert Tseng: So… Oh, yeah.
23 00:01:56.740 ⇒ 00:02:00.869 Justina Spinn: Send her something back, and then, Paul.
24 00:02:02.750 ⇒ 00:02:05.410 Robert Tseng: Yeah… Right.
25 00:02:05.410 ⇒ 00:02:07.190 Justina Spinn: I think that was it so far.
26 00:02:07.680 ⇒ 00:02:09.360 Robert Tseng: Yeah, I’ll,
27 00:02:13.710 ⇒ 00:02:17.560 Robert Tseng: Yeah, I’ll respond to all those folks.
28 00:02:17.890 ⇒ 00:02:18.870 Justina Spinn: Okay.
29 00:02:19.290 ⇒ 00:02:21.319 Robert Tseng: Yeah, it’s me,
30 00:02:26.530 ⇒ 00:02:33.789 Robert Tseng: Yeah, actually, if you don’t mind, just… yeah, if you could respond to Catherine, like, I’ll just tell you who I will respond. I’ll respond to Paul.
31 00:02:34.650 ⇒ 00:02:38.569 Robert Tseng: And… Frank and Marie, yeah.
32 00:02:38.680 ⇒ 00:02:39.729 Robert Tseng: And then…
33 00:02:40.300 ⇒ 00:02:44.159 Robert Tseng: I guess if there’s any… if there’s anybody else that you need to. I know I reached out…
34 00:02:44.280 ⇒ 00:02:55.810 Robert Tseng: directly to a few folks myself, so I’ll also be, asking them. But, let’s see…
35 00:03:05.220 ⇒ 00:03:11.530 Justina Spinn: And then, for the ones that we sent, I think, on the 18th…
36 00:03:12.040 ⇒ 00:03:18.710 Justina Spinn: How many days… yeah, they were all sent on the 18th. How many days…
37 00:03:18.710 ⇒ 00:03:19.440 Robert Tseng: After…
38 00:03:19.440 ⇒ 00:03:20.089 Justina Spinn: Give it a week.
39 00:03:20.090 ⇒ 00:03:21.340 Robert Tseng: Okay.
40 00:03:23.140 ⇒ 00:03:25.679 Justina Spinn: And then send the…
41 00:03:26.840 ⇒ 00:03:28.910 Robert Tseng: Yeah, just, like, give them a nudge if they haven’t responded.
42 00:03:28.910 ⇒ 00:03:30.070 Justina Spinn: Okay.
43 00:03:31.560 ⇒ 00:03:33.689 Justina Spinn: I’ll give it a unique, yeah.
44 00:03:38.460 ⇒ 00:03:42.019 Justina Spinn: Okay, and then I was also going to look at,
45 00:03:42.800 ⇒ 00:03:45.710 Justina Spinn: Some contacts on the circle back.
46 00:03:46.450 ⇒ 00:03:47.490 Justina Spinn: Tracker? Yeah.
47 00:03:49.970 ⇒ 00:03:56.530 Justina Spinn: I was hoping to get those all into HubSpot so that it’s a little bit easier for me to, like, track them.
48 00:03:56.900 ⇒ 00:03:57.510 Robert Tseng: Yeah.
49 00:03:57.510 ⇒ 00:04:11.320 Justina Spinn: Are you… like, some of those already are in HubSpot, so that’s great, but I was gonna try to get all on there. Are you wanting everybody followed up with, or only the people who have the deal stage circle back?
50 00:04:11.680 ⇒ 00:04:16.829 Justina Spinn: Or, like, do we want to do, like, the ghosted ones, dragging feet, all of those as well?
51 00:04:17.170 ⇒ 00:04:19.889 Robert Tseng: Is there a list I can look at?
52 00:04:20.180 ⇒ 00:04:23.296 Justina Spinn: Media… I don’t…
53 00:04:28.000 ⇒ 00:04:31.320 Justina Spinn: I’m just looking at the outbound tracker.
54 00:04:34.020 ⇒ 00:04:35.630 Robert Tseng: Okay.
55 00:05:03.610 ⇒ 00:05:10.589 Justina Spinn: So depending on, like, what we want to do with them, I can, I made that, like, follow-up.
56 00:05:10.720 ⇒ 00:05:13.069 Justina Spinn: Date,
57 00:05:14.130 ⇒ 00:05:22.469 Justina Spinn: in HubSpot for, like, each company, so we could put, like, a follow-up date on these companies, so that it’ll notify us in Slack.
58 00:05:23.760 ⇒ 00:05:26.179 Justina Spinn: I don’t know, like, when…
59 00:05:26.860 ⇒ 00:05:36.619 Justina Spinn: it’s gonna be a little bit tricky for me to, like, try to figure out what should be done next without having, like, all the context, and, like, some of it’s in HubSpot, some of it’s not, you know, so…
60 00:05:37.270 ⇒ 00:05:41.060 Justina Spinn: Just really, like, You know, whatever your preference is here.
61 00:05:41.850 ⇒ 00:05:45.509 Robert Tseng: Yeah, sorry, was I… were you gonna show me a list? Because I don’t… I have no idea what you were saying.
62 00:05:45.510 ⇒ 00:05:48.089 Justina Spinn: Yeah, sorry, I slacked it to you.
63 00:05:48.090 ⇒ 00:05:48.840 Robert Tseng: Okay.
64 00:05:49.200 ⇒ 00:05:53.130 Justina Spinn: the GTM outbound tracker for the circle back.
65 00:06:29.590 ⇒ 00:06:32.160 Robert Tseng: Yeah, I think we should just…
66 00:06:32.650 ⇒ 00:06:35.249 Robert Tseng: Yeah, we should just message all of them.
67 00:06:35.840 ⇒ 00:06:36.510 Justina Spinn: Okay.
68 00:06:36.960 ⇒ 00:06:37.520 Robert Tseng: Yeah.
69 00:06:39.230 ⇒ 00:06:45.859 Robert Tseng: if they haven’t received one already, like, I think… I know you’re, like, having to bridge the gap between stuff that was before or whatever, but…
70 00:06:45.990 ⇒ 00:06:59.769 Robert Tseng: Yeah, if you just, like, take the extra step to look at, like, if we had sent them something on LinkedIn. If we’d sent them something on email before, it’s fine, you can send another email. But, like, if we had messaged them on LinkedIn, like, 2 weeks ago, they probably shouldn’t get another message.
71 00:07:00.440 ⇒ 00:07:05.389 Justina Spinn: Okay, so whenever we circle back with people, are you wanting it on email, or are you wanting it on LinkedIn?
72 00:07:06.910 ⇒ 00:07:21.859 Robert Tseng: I think… I mean, email is the preferred, but I would say for most of these contacts, we’re on LinkedIn. But, like, there’s one here, like, Sander. Sander doesn’t… I don’t talk to him on LinkedIn. So, like, I have his, like, personal number and stuff, so, like, maybe I would exclude him from the list.
73 00:07:22.440 ⇒ 00:07:34.109 Robert Tseng: But yeah, I think this tracker just doesn’t have, like, a validation column for me. Whoever had built this before, like, didn’t… there’s, like, I don’t… I don’t know if any messages were sent, like, I can’t.
74 00:07:34.110 ⇒ 00:07:34.810 Justina Spinn: I love it.
75 00:07:34.810 ⇒ 00:07:35.570 Robert Tseng: goodness.
76 00:07:35.690 ⇒ 00:07:40.399 Robert Tseng: So, I just put that highlighted line there, and I added Jeremiah, but like…
77 00:07:40.710 ⇒ 00:07:49.369 Robert Tseng: I just added him, like, last week while I was reviewing your, you know, your work, and I just saw him as, like, hey, I think that’s somebody we should probably hit up to.
78 00:07:50.170 ⇒ 00:07:50.740 Justina Spinn: Okay.
79 00:07:52.180 ⇒ 00:07:54.260 Justina Spinn: Sounds good.
80 00:07:54.980 ⇒ 00:08:12.339 Justina Spinn: I might make another column in here or something, and, like, leave you notes and see, like, if I can find any emails or any LinkedIn messages or anything like that. And then maybe we can, like, review that, and you can tell me who you want reached out to, and all that. So I’ll look through those, and then…
81 00:08:14.150 ⇒ 00:08:17.099 Justina Spinn: Let me see…
82 00:08:21.240 ⇒ 00:08:30.110 Justina Spinn: I was gonna try to do some cleanup on HubSpot as well, it looks like…
83 00:08:30.650 ⇒ 00:08:34.739 Justina Spinn: I know that we’re gonna have, like, the meeting later on today that you…
84 00:08:35.230 ⇒ 00:08:40.389 Justina Spinn: want me to read out, like, the progress on some of those deals that we’re working on? Yeah.
85 00:08:41.090 ⇒ 00:08:48.749 Justina Spinn: So I’ll have that ready, and then, I know that we had talked about those, like, TBD deals. Do you want me to still clean those up and, like.
86 00:08:49.570 ⇒ 00:08:50.320 Justina Spinn: Good.
87 00:08:50.680 ⇒ 00:08:53.699 Justina Spinn: Like, do you want them closed, or…
88 00:08:54.480 ⇒ 00:08:56.339 Justina Spinn: Deleted, or what do you want?
89 00:08:56.340 ⇒ 00:09:03.440 Robert Tseng: Yeah, I mean, I think the TBD ones don’t have any real action on it. I think we should just take them all out. Just start from scratch. Should be easier.
90 00:09:03.800 ⇒ 00:09:08.269 Justina Spinn: Okay Is deleting the best way? Do you want me to just delete everything?
91 00:09:08.270 ⇒ 00:09:09.349 Robert Tseng: Yeah, I think we should just delete them.
92 00:09:09.350 ⇒ 00:09:10.430 Justina Spinn: CBD? Yeah. Okay.
93 00:09:10.430 ⇒ 00:09:15.249 Robert Tseng: Like, I don’t… I don’t think anybody’s talked about them, and… so…
94 00:09:16.530 ⇒ 00:09:23.890 Justina Spinn: Great. Okay, I think that was all that I had questions on for now.
95 00:09:24.220 ⇒ 00:09:37.229 Robert Tseng: Okay, great. Yeah, I mean, there are definitely some follow-ups from the conference. Vitam and I are trying to reach out to some folks, so we may kind of have you be involved there, too. People that came to the spa event, there’s probably, like, 15 people from that, and then…
96 00:09:37.300 ⇒ 00:09:44.329 Robert Tseng: We probably have, like, another 5 contacts just from people we’ve met there, so I’m expecting, like, another list of 20 people or something.
97 00:09:44.530 ⇒ 00:09:45.420 Robert Tseng: Oh.
98 00:09:46.610 ⇒ 00:09:48.380 Robert Tseng: Yeah, so…
99 00:09:48.620 ⇒ 00:10:02.940 Robert Tseng: But yeah, I mean, I think for these two… between these two, kind of playbooks so far, the mutual intro and circle back, I know you still wait for me on feedback for a mutual intro. I… I don’t know if I have time to review more leads today. I think I’m just trying to still get caught up on stuff.
100 00:10:02.970 ⇒ 00:10:09.120 Justina Spinn: But yeah, I mean, I would say when I review, probably, I sit down, and I just spend 30 minutes, and I just, like, review whatever you give me, so…
101 00:10:09.130 ⇒ 00:10:27.969 Robert Tseng: when it’s a good fit, then it’s easy, because I just look at it, it’s like two clicks, and then I just check the box. If it’s not, then I go in and I try to find, like, a different persona or whatever, so I think that’s really what slows me down. So, I mean, hopefully the closer you get towards, like, finding, like, the right people, it makes it easier to improve.
102 00:10:28.080 ⇒ 00:10:33.620 Robert Tseng: If not, then I don’t get through that many. I only just block off that time, and then that’s it.
103 00:10:33.920 ⇒ 00:10:37.519 Robert Tseng: On the circleback stuff, yeah, I mean, that’s really more, kind of.
104 00:10:38.410 ⇒ 00:10:43.990 Robert Tseng: you… once… as you’re cleaning up HubSpot, and you’re taking those who are actually
105 00:10:44.090 ⇒ 00:10:54.990 Robert Tseng: we have those circle-back statuses in HubSpot. You’re assigning a follow-up date to that, so that’ll, like, be one way that you kind of build up kind of some lists for yourself.
106 00:10:55.050 ⇒ 00:11:10.469 Robert Tseng: And then, like, this outbound tracker, you know, these are all manually inputted from me or UTAM, so I think those are ways that we’re going to be contributing to the list as well. So, maybe if it’d be helpful for us to, like, kind of specify… in my mind, like, if I add someone to the…
107 00:11:10.490 ⇒ 00:11:16.409 Robert Tseng: outbound tracker, I kind of just expect them to be kind of put into a sequence in the next… within the week.
108 00:11:16.580 ⇒ 00:11:26.119 Robert Tseng: So… and then everyone that’s kind of already in HubSpot, they should have an assigned date for the next follow-up, and that’ll just kind of keep… keep that going as well.
109 00:11:27.510 ⇒ 00:11:28.170 Justina Spinn: Okay.
110 00:11:28.800 ⇒ 00:11:29.400 Robert Tseng: Yeah.
111 00:11:29.510 ⇒ 00:11:40.319 Robert Tseng: So I think these are the two, kind of, like, campaigns that are just, like, always on, like, we should always be able to just pull more leads from here. But, I think, you know, as we’re…
112 00:11:40.980 ⇒ 00:11:52.249 Robert Tseng: And, I mean, as you’re getting… as you get used to it, like… like I mentioned, the event follow-ups are kind of… there’s gonna be more ad hoc campaigns, like, we’re gonna launch new ones. Like, these are not the only two that we launch, right? So…
113 00:11:52.270 ⇒ 00:11:53.860 Justina Spinn: I think, like.
114 00:11:53.860 ⇒ 00:11:59.069 Robert Tseng: once… yeah, I mean, we’re… I don’t know if… yeah, we’ll… we’ll kick… we’ll kick them off.
115 00:11:59.280 ⇒ 00:12:09.469 Robert Tseng: I think, in my mind, the shop talk follow-ups are the most important ones, because that event just happened, so that’s probably the only one that I’ll, like, mention later on today’s call.
116 00:12:10.020 ⇒ 00:12:19.849 Justina Spinn: Okay, and do we have, for those, do we have, like, a list of emails, or is it just, like, you guys just had, like, some people that you met that you just jotted down?
117 00:12:20.090 ⇒ 00:12:34.070 Robert Tseng: Yeah, some emails, some not. I would say if we need to get an email for anyone, Ryan should go get him. So if anything, I’ll just send him a list of accounts, I’ll send him a list of people, and then he needs to find the LinkedIn and the emails. Yeah.
118 00:12:34.070 ⇒ 00:12:43.049 Robert Tseng: So, I don’t want you spending your time, like, going around digging around for contacts. I think, obviously, if it’s, like, a one-off one, then you should just do it yourself, but…
119 00:12:43.080 ⇒ 00:12:55.129 Robert Tseng: if there’s, like… if you get a list that you don’t know who to contact, like, you should just put… push it back to Ryan and tell him to give you… give you the contacts. I feel like… yeah, I feel your time is better used, like, kind of…
120 00:12:55.230 ⇒ 00:12:56.290 Robert Tseng: in the…
121 00:12:57.560 ⇒ 00:13:03.659 Robert Tseng: actually, like, drafting and sending the messages, because, yeah, I don’t really think that’s what Ryan should do.
122 00:13:04.230 ⇒ 00:13:04.890 Justina Spinn: Okay.
123 00:13:04.890 ⇒ 00:13:05.720 Robert Tseng: Sounds good.
124 00:13:06.200 ⇒ 00:13:07.140 Robert Tseng: Okay.
125 00:13:07.500 ⇒ 00:13:08.080 Robert Tseng: Yeah.
126 00:13:09.010 ⇒ 00:13:11.730 Robert Tseng: Oh, anything else?
127 00:13:12.210 ⇒ 00:13:12.980 Justina Spinn: Nope.
128 00:13:14.440 ⇒ 00:13:16.130 Justina Spinn: That’s it for me.
129 00:13:16.400 ⇒ 00:13:23.910 Robert Tseng: Cool. Yeah, I mean, I think the HubSpot already looks better, like, I mean, the Slack notifications are much cleaner, like, on the sales, I can actually see…
130 00:13:24.240 ⇒ 00:13:33.740 Robert Tseng: the activity that’s coming on the deal, like, it… it makes more sense to me. It’s, like, stuff that’s actually in progress. Although, I don’t really know what Hey Marvin is. Now I’m looking at it, and I’m like, what is this?
131 00:13:33.740 ⇒ 00:13:36.849 Justina Spinn: I don’t either, that wasn’t on there,
132 00:13:37.560 ⇒ 00:13:42.390 Justina Spinn: Whenever I signed out on Friday, so I don’t know if that was something.
133 00:13:42.390 ⇒ 00:13:55.219 Robert Tseng: Oh, right, okay, I know what it is. Yeah, this is, great. No, I think it’s good. It came in through email, because, one of our partners connected, Utam to this, to this lead. So, no, I mean, that’s, that’s totally valid, so I think it’s… it’s good.
134 00:13:55.560 ⇒ 00:13:56.490 Justina Spinn: Okay, cool.
135 00:13:56.870 ⇒ 00:13:57.410 Robert Tseng: Yeah.
136 00:13:58.390 ⇒ 00:13:59.400 Justina Spinn: Alright.
137 00:13:59.400 ⇒ 00:13:59.960 Robert Tseng: Cool.
138 00:14:00.170 ⇒ 00:14:05.609 Robert Tseng: Now I’m looking… yeah, it’s an in-progress discovery call. Cool, so it’s all… it’s all categorized correctly. Great.
139 00:14:05.870 ⇒ 00:14:11.509 Robert Tseng: Yeah, okay. Alright, well, I’ll… I’ll see you later then.
140 00:14:11.850 ⇒ 00:14:12.980 Justina Spinn: Alright, sounds good. Bye.
141 00:14:13.500 ⇒ 00:14:14.550 Robert Tseng: Right.