Meeting Title: GTM Team Sync Date: 2025-09-24 Meeting participants: Hannah Wang, Justina Spinn
WEBVTT
1 00:00:09.720 ⇒ 00:00:10.940 Justina Spinn: Hey!
2 00:00:12.010 ⇒ 00:00:13.890 Hannah Wang: Hi, how’s it going?
3 00:00:14.890 ⇒ 00:00:16.079 Justina Spinn: Good, how are you?
4 00:00:17.490 ⇒ 00:00:20.040 Hannah Wang: Hanging in there.
5 00:00:21.690 ⇒ 00:00:25.810 Hannah Wang: It’s… it’s a crazy life, you know?
6 00:00:25.810 ⇒ 00:00:28.080 Justina Spinn: Yup.
7 00:00:28.920 ⇒ 00:00:31.940 Hannah Wang: Okay.
8 00:00:32.330 ⇒ 00:00:38.820 Hannah Wang: Do you do anything besides Brainforge? Like, do you have other… Like, another job or something.
9 00:00:38.820 ⇒ 00:00:45.169 Justina Spinn: No, I don’t. Yeah, I’m just supposed to be doing, like, starting off part-time here, and then working.
10 00:00:45.170 ⇒ 00:00:45.760 Hannah Wang: Okay.
11 00:00:45.760 ⇒ 00:00:46.640 Justina Spinn: time.
12 00:00:47.010 ⇒ 00:00:50.830 Hannah Wang: What were you doing before? Were you also, like, a sales coordinator?
13 00:00:50.830 ⇒ 00:00:56.219 Justina Spinn: I was in sales operations before, which is why I’m taking on, like.
14 00:00:56.380 ⇒ 00:01:02.780 Justina Spinn: a lot of the HubSpot pieces, like, building stuff out, just because I know all of that already. Right.
15 00:01:03.330 ⇒ 00:01:05.399 Hannah Wang: So, yeah. Cool.
16 00:01:06.150 ⇒ 00:01:09.620 Hannah Wang: Did you study, like, business or something, and…
17 00:01:09.620 ⇒ 00:01:18.660 Justina Spinn: I did not. I went to school to be a teacher, and I was a teacher for 5 years, and then… Yeah, and then I had my son, and after, like.
18 00:01:18.900 ⇒ 00:01:21.589 Justina Spinn: Working as a teacher for the first year, and.
19 00:01:21.590 ⇒ 00:01:21.920 Hannah Wang: black.
20 00:01:21.920 ⇒ 00:01:25.150 Justina Spinn: having my son, it was just, like, so much.
21 00:01:25.150 ⇒ 00:01:25.910 Hannah Wang: Yeah.
22 00:01:25.910 ⇒ 00:01:35.830 Justina Spinn: Yeah, and I just… I was giving, like, my all to, like, 25 other random kids, and then coming home and having nothing to give to my son, and I was like, this isn’t it! Right.
23 00:01:35.830 ⇒ 00:01:39.680 Hannah Wang: Customers, they deserve so much more pay than…
24 00:01:39.680 ⇒ 00:01:42.080 Justina Spinn: So much more.
25 00:01:42.080 ⇒ 00:01:51.740 Hannah Wang: I feel like everyone pivots at least once in their life, so… so I get you. Yeah, I was actually an engineer before this.
26 00:01:51.740 ⇒ 00:01:52.360 Justina Spinn: Oh, really?
27 00:01:52.360 ⇒ 00:01:55.739 Hannah Wang: engineering, and I was like, you know what?
28 00:01:55.900 ⇒ 00:01:58.130 Hannah Wang: I don’t like this at all.
29 00:01:59.100 ⇒ 00:02:04.510 Hannah Wang: I… I pivoted to… UX design, but…
30 00:02:04.510 ⇒ 00:02:07.610 Justina Spinn: now I’m here, so…
31 00:02:07.690 ⇒ 00:02:13.659 Hannah Wang: But then… but then in the midst of, like, my fun employment season, I tried to…
32 00:02:13.820 ⇒ 00:02:23.280 Hannah Wang: get into photography, like wedding photography, so I’m actually trying to do that on the side, because I actually really enjoy doing that.
33 00:02:23.280 ⇒ 00:02:24.220 Justina Spinn: Awesome.
34 00:02:24.220 ⇒ 00:02:27.649 Hannah Wang: But yeah, it’s a… it’s a crazy world. Crazy life.
35 00:02:28.410 ⇒ 00:02:29.550 Hannah Wang: I can’t.
36 00:02:30.010 ⇒ 00:02:30.820 Justina Spinn: Damn.
37 00:02:31.340 ⇒ 00:02:35.740 Justina Spinn: to decide what you want to do with your life for the rest of your life.
38 00:02:35.740 ⇒ 00:02:39.749 Hannah Wang: Yeah, it’s… It’s crazy. I don’t know how you balanced…
39 00:02:40.290 ⇒ 00:02:44.429 Hannah Wang: your… your son and work. It’s…
40 00:02:44.590 ⇒ 00:02:54.269 Hannah Wang: Yeah, like, because my husband and I were trying to start a family now, and I’m just like, oh, how do moms… how do moms do it?
41 00:02:54.270 ⇒ 00:02:56.070 Justina Spinn: That’s a lot.
42 00:02:56.070 ⇒ 00:03:10.900 Hannah Wang: You’re working, but then… and obviously you’re tired after work, but you have to, like, engage with your children and, like, take care of them, and even if you’re tired, it’s a very selfless, selfless role to be a parent, so…
43 00:03:11.080 ⇒ 00:03:16.409 Justina Spinn: It is. Kudos to you. Thank you, thank you. You’ll experience it soon.
44 00:03:16.410 ⇒ 00:03:16.880 Hannah Wang: Man.
45 00:03:17.930 ⇒ 00:03:23.979 Hannah Wang: So, yeah, I mean… because your son is… is he a 5… 5? I’m assuming you’re on 5?
46 00:03:23.980 ⇒ 00:03:24.720 Justina Spinn: 4.
47 00:03:24.720 ⇒ 00:03:26.370 Hannah Wang: 4? Okay, yeah.
48 00:03:26.480 ⇒ 00:03:32.290 Hannah Wang: I’m sure those first couple months were… Intense, like, the.
49 00:03:32.290 ⇒ 00:03:32.850 Justina Spinn: Yeah.
50 00:03:33.020 ⇒ 00:03:33.910 Hannah Wang: Newborn life.
51 00:03:33.910 ⇒ 00:03:50.419 Justina Spinn: Yes, it has not been easy, and honestly, that’s why we’ve decided to only have one, because I’m like, I don’t think I’ll ever want to do this again. Like, I love him, I love him dearly, and I’m so, so, so glad that I have that baby in my life. But, you know, with just one, you get, like, the joy of,
52 00:03:50.420 ⇒ 00:03:55.079 Justina Spinn: being a parent, but also, like, a little bit less chaos. Oh, yeah, totally.
53 00:03:55.250 ⇒ 00:03:56.010 Justina Spinn: Totally.
54 00:03:56.010 ⇒ 00:03:56.860 Hannah Wang: Yay.
55 00:03:56.860 ⇒ 00:04:02.499 Justina Spinn: I’m actually an only child, so… Oh, really? Okay, tell me how you feel about it.
56 00:04:02.500 ⇒ 00:04:03.610 Hannah Wang: I…
57 00:04:04.060 ⇒ 00:04:13.589 Hannah Wang: I… I don’t know what I missed out on, like, I… because I don’t know what it’s like to have siblings, so I can’t really gauge if it’s better or worse, but…
58 00:04:13.590 ⇒ 00:04:14.200 Justina Spinn: Yeah.
59 00:04:14.200 ⇒ 00:04:15.040 Hannah Wang: I don’t know, it’s…
60 00:04:15.870 ⇒ 00:04:29.439 Hannah Wang: I’ve… I like to think that I don’t really give off only child energy, like, because, you know, there’s that, like, stereotype that they’re, like, spoiled, or don’t like to share and stuff, so… I think I turned out okay, but…
61 00:04:30.440 ⇒ 00:04:35.719 Hannah Wang: It would have been nice to have… I’ve always wanted an older brother.
62 00:04:35.720 ⇒ 00:04:36.240 Justina Spinn: him.
63 00:04:36.240 ⇒ 00:04:37.629 Hannah Wang: Just for, like…
64 00:04:38.030 ⇒ 00:04:46.759 Hannah Wang: yeah, to feel, like, protected, and, you know, but I feel like now that, like, I think my husband fulfills that, so it’s okay now, but,
65 00:04:47.190 ⇒ 00:04:50.750 Hannah Wang: Yeah, it’s… it’s… he’s also an only child, so…
66 00:04:50.750 ⇒ 00:04:51.620 Justina Spinn: Oh.
67 00:04:51.620 ⇒ 00:04:58.959 Hannah Wang: It’s interesting, we have a very small nuclear family, so that makes me want 2 to 3, but…
68 00:04:59.420 ⇒ 00:05:01.630 Hannah Wang: I’ll start with one, and we’ll see.
69 00:05:01.630 ⇒ 00:05:03.819 Justina Spinn: We’ll see where it goes.
70 00:05:03.820 ⇒ 00:05:04.290 Hannah Wang: Yeah.
71 00:05:04.420 ⇒ 00:05:09.880 Justina Spinn: That’s fair. I did… I wanted two until I had one, and then I was like, mmm, never mind.
72 00:05:09.880 ⇒ 00:05:10.570 Hannah Wang: I learned that.
73 00:05:12.220 ⇒ 00:05:13.289 Hannah Wang: Do you have siblings?
74 00:05:13.290 ⇒ 00:05:15.279 Justina Spinn: I have a sister, yeah.
75 00:05:15.280 ⇒ 00:05:16.650 Hannah Wang: Okay, yeah.
76 00:05:16.650 ⇒ 00:05:22.919 Justina Spinn: She’s 5 years older than me. Okay. And, like, growing up, we weren’t really friends. We are now, but…
77 00:05:22.920 ⇒ 00:05:24.080 Hannah Wang: Yeah.
78 00:05:24.080 ⇒ 00:05:30.989 Justina Spinn: There’s, like, such a big age gap, you know? Like, five years isn’t a big deal when you’re an adult, but, like, when you’re younger, like, that’s a big gap.
79 00:05:30.990 ⇒ 00:05:31.690 Hannah Wang: Yeah.
80 00:05:31.950 ⇒ 00:05:34.020 Justina Spinn: So… Yeah.
81 00:05:34.020 ⇒ 00:05:37.890 Hannah Wang: It’s like, if you’re a freshman, she’s, like, a freshman in college, so…
82 00:05:37.890 ⇒ 00:05:41.459 Justina Spinn: Exactly, yeah, totally different planes of life at that point.
83 00:05:41.460 ⇒ 00:05:42.150 Hannah Wang: Yeah.
84 00:05:42.150 ⇒ 00:05:43.520 Justina Spinn: Yeah, so…
85 00:05:43.520 ⇒ 00:05:47.080 Hannah Wang: Ugh. Well, yeah, I wanna, like…
86 00:05:47.260 ⇒ 00:06:03.879 Hannah Wang: I know we’re here for work, but would love to chat about non-work stuff in future non-work meetings. But yeah, it’s nice getting to know people outside of work, because everyone has lives, and we’re all people, so it’s just fun.
87 00:06:04.070 ⇒ 00:06:05.220 Justina Spinn: Thank you.
88 00:06:05.330 ⇒ 00:06:09.639 Hannah Wang: But okay, I don’t know if Ryan…
89 00:06:09.970 ⇒ 00:06:22.129 Hannah Wang: We’ll join, but I think that’s okay. So, I think we can start off with, the S2D stuff. Is that sales to something? Does that… is that what it is?
90 00:06:22.130 ⇒ 00:06:42.210 Justina Spinn: Yeah, I think I got it figured out. I guess it’s, like, a new process that Justin’s putting into place, so, like, nobody really knows what it is. But I basically just took the information that I could find about that deal, and then just stuck it in a chat GPT and told it to…
91 00:06:42.210 ⇒ 00:06:49.439 Justina Spinn: give me answers, so I don’t know, but we don’t need to talk about that. It’s fine, I think it’s figured out, but we’ll see.
92 00:06:49.910 ⇒ 00:06:52.679 Hannah Wang: AI is… is our best friend.
93 00:06:52.680 ⇒ 00:07:00.499 Justina Spinn: Yep, I appreciate it, especially because I don’t… I know nothing about, like, what we’re actually doing for these customers yet, so I’m
94 00:07:01.730 ⇒ 00:07:02.660 Justina Spinn: I don’t…
95 00:07:02.960 ⇒ 00:07:13.710 Justina Spinn: I don’t understand any of that world. I’m coming from, like, when I did sales operations, it was in an ed tech company, and so it’s just very different. Yeah.
96 00:07:13.710 ⇒ 00:07:15.670 Hannah Wang: super technical, like, AI.
97 00:07:15.670 ⇒ 00:07:18.589 Justina Spinn: Yeah, I’m like, I don’t know what these words mean.
98 00:07:18.590 ⇒ 00:07:29.010 Hannah Wang: I know, I know. I… I only kind of get it because I stare at the words all day when I design stuff, but… yeah, it’s…
99 00:07:29.300 ⇒ 00:07:36.190 Hannah Wang: It’s confusing, so I also ask AI, I’m like, explain this to me for dummies style.
100 00:07:36.190 ⇒ 00:07:41.679 Justina Spinn: No, literally, I do that as well. Like, please explain this to me like I’m a child.
101 00:07:41.680 ⇒ 00:07:42.710 Hannah Wang: 5-year-old, yep.
102 00:07:43.220 ⇒ 00:07:43.630 Hannah Wang: Exactly.
103 00:07:45.080 ⇒ 00:07:59.650 Hannah Wang: Okay, sweet. So we can talk about the other stuff. So, I kind of want to talk… to talk about the process for, like, an event or a conference we go to, and how we build our lead list.
104 00:07:59.830 ⇒ 00:08:01.710 Hannah Wang: From that, so…
105 00:08:02.260 ⇒ 00:08:17.909 Hannah Wang: I’m still kind of, like, new to this too, but the TLDR is… like, for example, today, Robert’s attending a conference in New York, and I think our playbook for that and the strategy that’s been working is basically hit up
106 00:08:18.150 ⇒ 00:08:37.429 Hannah Wang: anyone within our ICP who’s going to that conference. Ideally, like, two to three weeks before the event, just so we can get, like, a warm connection, and then the goal to build that warm connection is for us to go hit them up in person during the conference, and basically
107 00:08:37.510 ⇒ 00:08:46.550 Hannah Wang: further build a relationship and then pitch to them. That’s kind of the strategy for, conferences and events and stuff like that, so…
108 00:08:48.600 ⇒ 00:08:54.800 Hannah Wang: Yeah, today’s conference that Robert’s going to is a bit different because it was kind of last minute, so…
109 00:08:54.950 ⇒ 00:09:04.470 Hannah Wang: Ryan and I, like, built a lead list, and we, like, manually message people on LinkedIn, but normally there’s…
110 00:09:04.670 ⇒ 00:09:11.629 Hannah Wang: we use both email and LinkedIn, and I’ll… I’m planning on writing, like, an SOP for this.
111 00:09:11.740 ⇒ 00:09:15.969 Hannah Wang: Just because I don’t think it’s written anywhere on the whole process, but…
112 00:09:17.550 ⇒ 00:09:18.770 Hannah Wang: we…
113 00:09:20.080 ⇒ 00:09:29.659 Hannah Wang: Yeah, it’s tricky, and it depends on every conference, but some conferences, we have an attendee list, so we just filter through that attendee list.
114 00:09:29.800 ⇒ 00:09:42.180 Hannah Wang: for people who fit our ICP, and we go after them, and then we build the lead list from there. For other conferences that… where we don’t have a lead list, the strategy is, like.
115 00:09:42.290 ⇒ 00:09:51.780 Hannah Wang: try to figure out what type of conference it is, and then… so if it’s, like, a consumer packaged goods conference, we’re obviously gonna go after, like.
116 00:09:52.120 ⇒ 00:10:01.570 Hannah Wang: things that you see on the shelves at stores, like, companies that pertain to that, and then we, target, like, head of marketing, head of growth, head of product.
117 00:10:01.650 ⇒ 00:10:16.510 Hannah Wang: those people who are within the region of the conference, and then we send a message, like, hey, are you in the area? Would love to… are you in the area? Are you going to this conference? If so, would love to say hi.
118 00:10:17.070 ⇒ 00:10:19.599 Hannah Wang: Anyway, that’s a very long-winded way of…
119 00:10:19.650 ⇒ 00:10:22.050 Justina Spinn: Dang.
120 00:10:23.100 ⇒ 00:10:25.539 Hannah Wang: That’s how we build a lead list, so…
121 00:10:25.710 ⇒ 00:10:26.240 Justina Spinn: Okay.
122 00:10:26.240 ⇒ 00:10:34.230 Hannah Wang: So, this sheet is gonna be, like, our hub for all the lead lists. That’s kind of what we…
123 00:10:34.470 ⇒ 00:10:40.680 Hannah Wang: decided on on Monday, I think, when I briefly chatted with Robert.
124 00:10:40.680 ⇒ 00:10:44.480 Justina Spinn: But the point of this list is.
125 00:10:44.700 ⇒ 00:10:51.520 Hannah Wang: One, for us to track everyone, basically, but also, two, for…
126 00:10:51.630 ⇒ 00:11:06.070 Hannah Wang: Robert or Utam to go into this conference and easily be able to see, like, okay, these are the people that we messaged, who engaged with us positively, and who should I go after and find?
127 00:11:06.070 ⇒ 00:11:15.940 Hannah Wang: day of. So I kind of added a col- I added a column, hit up day of, and I’ll make, like, a filter for it, so that you can filter by yes or no, and then…
128 00:11:16.150 ⇒ 00:11:22.780 Hannah Wang: just so that Robert and Utam, they can easily look for these people and hit them up.
129 00:11:24.140 ⇒ 00:11:39.900 Hannah Wang: Yeah, so all of our leads are going to live here, ideally. Before, there was, like, 3 to 4 sheets everywhere that everyone individually was kind of making, and then, like, doing plug and play and stuff, but…
130 00:11:39.900 ⇒ 00:11:40.290 Justina Spinn: Yeah.
131 00:11:40.290 ⇒ 00:11:49.070 Hannah Wang: Yeah, this is gonna be the source of truth. So, I don’t know how… You wanna tackle, like.
132 00:11:49.810 ⇒ 00:12:03.099 Hannah Wang: the… I guess migrating all of these later to HubSpot. I know that you set up, like, the Instantly and HeyReach integration, I think that’s what you did, so hopefully.
133 00:12:03.100 ⇒ 00:12:03.520 Justina Spinn: food.
134 00:12:03.520 ⇒ 00:12:08.110 Hannah Wang: Like, these contacts will be in there as well.
135 00:12:08.310 ⇒ 00:12:11.720 Hannah Wang: But yeah, I feel like we should kind of streamline.
136 00:12:11.930 ⇒ 00:12:20.959 Hannah Wang: streamline these things. So, what are your thoughts of, like, yeah, given this list… and we did this manually, too, so they’re not even in those automatic
137 00:12:21.360 ⇒ 00:12:23.849 Hannah Wang: Platform tool things, so…
138 00:12:24.090 ⇒ 00:12:30.489 Hannah Wang: yeah, kind of just walk me through how maybe you’re thinking of migrating this to HubSpot.
139 00:12:31.430 ⇒ 00:12:33.200 Justina Spinn: Okay.
140 00:12:34.320 ⇒ 00:12:36.420 Hannah Wang: And if you have any questions, let me know.
141 00:12:36.420 ⇒ 00:12:46.040 Justina Spinn: Yeah, okay, so really, like, I feel like the biggest learning curve, or, like, what I’m gonna have to really figure out is, like.
142 00:12:46.470 ⇒ 00:12:49.589 Justina Spinn: Being that we do so much with LinkedIn.
143 00:12:49.590 ⇒ 00:12:52.809 Hannah Wang: Yeah. I think that we’re gonna have to.
144 00:12:53.530 ⇒ 00:12:59.339 Justina Spinn: get the LinkedIn integration, but I do think that it’s, like, limited in HubSpot with what we have right now, so…
145 00:13:00.240 ⇒ 00:13:03.910 Justina Spinn: Like, previously, what…
146 00:13:04.250 ⇒ 00:13:17.099 Justina Spinn: what I did for, like, conference attendees and, like, that kind of stuff at my other job was, like, just basically importing all of the contacts, but we do have to have their email address for them to be, like…
147 00:13:17.480 ⇒ 00:13:23.969 Justina Spinn: imported into HubSpot, because HubSpot looks at the email address as, like, a key. Right.
148 00:13:24.100 ⇒ 00:13:32.570 Justina Spinn: So, we would need that, and then, like, based on the email domains, it makes the company, and it does all of that automatically in HubSpot.
149 00:13:34.120 ⇒ 00:13:43.900 Justina Spinn: And then, after that, then I could tag them with, like, a property saying, like, you know, it’s the customer engagement summit that they attended.
150 00:13:43.900 ⇒ 00:13:44.260 Hannah Wang: That’s fine.
151 00:13:44.260 ⇒ 00:13:59.069 Justina Spinn: we know them from. So, like, later on, Utam and Robert can go into HubSpot, and they can be like, okay, I want to reach out to everybody who attended this customer engagement summit, and, like, we can, you know, reach out to them that way.
152 00:14:00.670 ⇒ 00:14:07.160 Justina Spinn: So… You said that Clay is able to, like, pull emails and stuff?
153 00:14:07.220 ⇒ 00:14:16.699 Hannah Wang: Yeah, so I don’t know the magic behind that. Ryan does all of that, but yeah, it should be able to grab… extract the emails,
154 00:14:16.840 ⇒ 00:14:19.639 Hannah Wang: So that shouldn’t be a problem, and I do think…
155 00:14:20.130 ⇒ 00:14:23.320 Hannah Wang: Yeah, we agreed on, like, importing everyone, right? Not just the people.
156 00:14:23.320 ⇒ 00:14:26.960 Justina Spinn: Yeah, he said everyone, because we’re playing the long game.
157 00:14:27.500 ⇒ 00:14:28.160 Hannah Wang: Okay.
158 00:14:28.160 ⇒ 00:14:32.019 Justina Spinn: Yeah, so I mean, I think, like.
159 00:14:32.410 ⇒ 00:14:49.679 Justina Spinn: ideally, and I guess this would probably be more for, like, Ryan would get this, and I know that Robert had mentioned, like, if it’s just, like, one email, like, that I need to find, then I need to do it, but if it’s, like, a list of emails that need to be found, he would like Ryan to do it. So I guess, like.
160 00:14:50.960 ⇒ 00:14:53.059 Justina Spinn: it would just be, like, I need…
161 00:14:53.220 ⇒ 00:14:59.930 Justina Spinn: I just need a spreadsheet whenever we attend conferences that just says, like, this is the person’s name, their job title, their email, like, that’s…
162 00:14:59.930 ⇒ 00:15:00.400 Hannah Wang: Okay.
163 00:15:00.400 ⇒ 00:15:11.269 Justina Spinn: That’s it. And then I can get… and yeah, the company and that stuff. The stuff that’s already on there. The only thing that we would need extra is the email. Okay. So as long as we can have that,
164 00:15:12.960 ⇒ 00:15:18.279 Justina Spinn: I think that we are… good, and I can do everything that I need to do on my end.
165 00:15:18.440 ⇒ 00:15:20.209 Hannah Wang: It would also just be, like.
166 00:15:20.360 ⇒ 00:15:28.889 Justina Spinn: like, just, like, tagging me in Slack or something and saying, like, that we have a new list or something, just so I have some kind of communication on it.
167 00:15:28.890 ⇒ 00:15:29.550 Hannah Wang: properly.
168 00:15:29.920 ⇒ 00:15:36.299 Hannah Wang: Yeah, I mean, I think… Yeah, it’s just gonna be constant interaction between the three of us.
169 00:15:36.750 ⇒ 00:15:44.870 Hannah Wang: I think in our Monday meetings, we always try to go over the campaigns, and I feel like
170 00:15:45.150 ⇒ 00:15:54.889 Hannah Wang: there’s always… like, each conference is basically a campaign, so you’ll hear the conferences that we’re planning on attending,
171 00:15:55.360 ⇒ 00:15:57.880 Hannah Wang: I don’t think the…
172 00:15:59.760 ⇒ 00:16:07.230 Hannah Wang: Customer Engagement Engagement Summit one is here. That was the last minute thing that Robert said he’d go to, and I was like, alright, so…
173 00:16:08.400 ⇒ 00:16:21.970 Hannah Wang: Yeah, we’re gonna have to add that in here, but no worries about… oh, it’s right here, yeah. So, I’ll probably link… update this sheet, and yeah, you’ll… you’ll be in the loop for all of that on Mondays and throughout the week.
174 00:16:22.310 ⇒ 00:16:25.920 Hannah Wang: Okay, that… that’s good.
175 00:16:26.340 ⇒ 00:16:30.940 Hannah Wang: And then… okay. So, yeah, for the lead list, I’m…
176 00:16:31.470 ⇒ 00:16:37.170 Hannah Wang: Yeah, I will write, like, an SOP, but hopefully that made sense. It’s basically just
177 00:16:37.310 ⇒ 00:16:39.730 Hannah Wang: Trying to find all the people who are going.
178 00:16:40.040 ⇒ 00:16:43.070 Hannah Wang: And if we don’t have an attendee list, guessing?
179 00:16:43.070 ⇒ 00:16:45.589 Justina Spinn: Making our educated guess, and then…
180 00:16:45.590 ⇒ 00:16:52.530 Hannah Wang: going after them with, email and LinkedIn campaigns. Email is more so, like.
181 00:16:52.650 ⇒ 00:17:03.720 Hannah Wang: a more formal kind of, hey, this is who we are, this is the services we offer, like, we’re going to this conference, would love to hit you up, or something. It’s like a longer
182 00:17:03.830 ⇒ 00:17:14.919 Hannah Wang: thing, and then LinkedIn is like, hey, in case you missed my email, I emailed you something, like, would love to connect. So that’s kind of the strategy that we’ve been doing so far. And then…
183 00:17:14.920 ⇒ 00:17:15.520 Justina Spinn: turn.
184 00:17:15.520 ⇒ 00:17:26.649 Hannah Wang: after… that’s, like, obviously top of funnel, and then once it goes to, like, middle or bottom, that’s where usually Robert and Utam take over. So, like, if you…
185 00:17:27.380 ⇒ 00:17:29.310 Hannah Wang: Go into Robert’s LinkedIn.
186 00:17:29.920 ⇒ 00:17:31.250 Hannah Wang: Mmm…
187 00:17:32.280 ⇒ 00:17:38.929 Hannah Wang: Yeah, like, these are all… so this… this dude is a speaker at the conference that Margaret’s going to today.
188 00:17:39.540 ⇒ 00:17:47.199 Hannah Wang: So we… Ryan and I manually sent these messages yesterday, and he, like, accepted. So you’ll… you’ll see, like, in his…
189 00:17:47.930 ⇒ 00:17:49.320 Hannah Wang: Yeah, LinkedIn.
190 00:17:50.070 ⇒ 00:17:50.570 Hannah Wang: Yeah.
191 00:17:50.570 ⇒ 00:17:51.130 Justina Spinn: They…
192 00:17:51.130 ⇒ 00:17:57.109 Hannah Wang: They kind of take over the follow-up. Or if it’s, like, a one-off thing, they just…
193 00:17:57.240 ⇒ 00:17:59.800 Hannah Wang: Tag us and be like, hey, can you send this?
194 00:18:00.020 ⇒ 00:18:08.099 Hannah Wang: So that’s kind of how that goes. Any questions on that?
195 00:18:08.430 ⇒ 00:18:09.859 Hannah Wang: I know it was a lot.
196 00:18:12.210 ⇒ 00:18:16.470 Justina Spinn: Yeah, I mean… I don’t know, I just,
197 00:18:18.960 ⇒ 00:18:24.540 Justina Spinn: I don’t know. I feel like what I really need to do is look into the LinkedIn and HubSpot integration, because, like…
198 00:18:25.870 ⇒ 00:18:27.910 Justina Spinn: I just feel like tracking it.
199 00:18:28.020 ⇒ 00:18:37.929 Justina Spinn: like, you guys are manually tracking all of this, right? Like… Or, like, I don’t know anything about what is the platform that you guys… is it HeyReach?
200 00:18:37.930 ⇒ 00:18:43.170 Hannah Wang: Yes, yeah, I’ll log into it and show you.
201 00:18:46.600 ⇒ 00:18:48.100 Hannah Wang: Ugh, okay.
202 00:18:53.220 ⇒ 00:19:02.100 Hannah Wang: So, Harry’s… It’s… So what… what tracking are you referring to? Like, tracking who…
203 00:19:02.450 ⇒ 00:19:07.230 Justina Spinn: who’s responding, yeah, who we’re messaging, like, all of that stuff, I feel like.
204 00:19:07.970 ⇒ 00:19:08.620 Justina Spinn: Goodbye.
205 00:19:09.520 ⇒ 00:19:20.070 Justina Spinn: in one spot would be. Like, you didn’t have it in the spreadsheet, obviously, and we’re using it as a source of truth, but I feel like getting the information from HeyReach to the spreadsheet, is that manual?
206 00:19:21.190 ⇒ 00:19:26.110 Hannah Wang: Yeah, yeah. It’s just, like… There aren’t, like, there aren’t a ton of…
207 00:19:26.580 ⇒ 00:19:29.590 Hannah Wang: People that respond anyway, so, like, if you…
208 00:19:29.590 ⇒ 00:19:30.499 Justina Spinn: Yeah, that’s fair.
209 00:19:30.500 ⇒ 00:19:34.760 Hannah Wang: Go to the right here, like, we just kind of manually… Keep track.
210 00:19:34.760 ⇒ 00:19:46.869 Justina Spinn: It’s… yeah, I hate it. I don’t like manually doing stuff, because I forget, and then I’m like, oh, oops. Right, exactly, yeah, and it’s like, oh, well, one more person responded after I did all these, I think.
211 00:19:46.870 ⇒ 00:19:47.740 Hannah Wang: Totally.
212 00:19:48.060 ⇒ 00:19:49.969 Hannah Wang: Yeah, so, I mean…
213 00:19:51.650 ⇒ 00:19:57.150 Hannah Wang: Yeah, you’ll be… so this is, like, a view of one of the ShopTalk campaigns we did,
214 00:19:58.400 ⇒ 00:20:05.360 Hannah Wang: It does show you, like, oh, this person replied, this person connected, so it is there.
215 00:20:05.860 ⇒ 00:20:11.909 Hannah Wang: But yeah, I think for the sales team, it’s been more so bias for action instead of…
216 00:20:12.120 ⇒ 00:20:17.690 Hannah Wang: try to perfectly track everything, because it’s so fast-paced and, like, constantly moving, so…
217 00:20:18.420 ⇒ 00:20:23.080 Hannah Wang: Like, the feedback that I’ve gotten before was, oh, like, just…
218 00:20:23.520 ⇒ 00:20:39.489 Hannah Wang: just go for it, and then we could retroactively track later, and I think we already generally have a good sense of what works and what doesn’t, and that’s why we’re, like, focusing on these, like, in-person events and conferences and speaking engagements, but…
219 00:20:39.740 ⇒ 00:20:51.440 Hannah Wang: Yeah, HeyReach does have it, and then Instantly also does, let’s see… campaigns… Shop talk.
220 00:20:52.210 ⇒ 00:20:59.769 Hannah Wang: Oh, maybe not this one, this one. Yeah, so… Yeah, like, 2 replied.
221 00:21:01.280 ⇒ 00:21:03.059 Hannah Wang: Yeah, 3 of…
222 00:21:03.060 ⇒ 00:21:04.520 Justina Spinn: These are emails, right?
223 00:21:04.520 ⇒ 00:21:05.190 Hannah Wang: Yes.
224 00:21:05.420 ⇒ 00:21:08.890 Hannah Wang: So I don’t know, like, how we want to separate out, like.
225 00:21:09.240 ⇒ 00:21:11.980 Hannah Wang: Yeah, who replied to what, and…
226 00:21:12.500 ⇒ 00:21:17.319 Hannah Wang: whatnot. Yeah, it’s still, like, we’re still trying to… like, I’m also…
227 00:21:18.120 ⇒ 00:21:20.860 Hannah Wang: Trying to flesh everything out, and…
228 00:21:20.860 ⇒ 00:21:21.490 Justina Spinn: Yeah.
229 00:21:21.490 ⇒ 00:21:28.809 Hannah Wang: find the most optimal way to track stuff. So we’re in the same boat, so we can brainstorm and kind of think about things, but
230 00:21:29.200 ⇒ 00:21:33.360 Hannah Wang: Yeah, just… just maybe focus on… Mmm…
231 00:21:34.080 ⇒ 00:21:36.190 Hannah Wang: like, importing the leads to HubSpot?
232 00:21:36.190 ⇒ 00:21:36.650 Justina Spinn: I have.
233 00:21:36.650 ⇒ 00:21:49.320 Hannah Wang: I think usually Robert and Utom are pretty good at knowing who they talked to in person, so I feel like they usually follow up in the channel anyway, about that, so…
234 00:21:50.470 ⇒ 00:21:51.050 Hannah Wang: Yeah.
235 00:21:52.180 ⇒ 00:21:55.360 Justina Spinn: For instantly, do you… do you know how much we’re paying for that?
236 00:21:55.790 ⇒ 00:21:58.920 Hannah Wang: Good question.
237 00:21:58.920 ⇒ 00:22:02.299 Justina Spinn: I’m just wondering, because I feel like,
238 00:22:02.830 ⇒ 00:22:09.009 Justina Spinn: I mean, obviously, like, I don’t know the ins and outs of instantly, but, like, HubSpot can do this.
239 00:22:09.010 ⇒ 00:22:10.030 Hannah Wang: Oh.
240 00:22:10.930 ⇒ 00:22:14.030 Hannah Wang: We already paid for the version of HubSpot that…
241 00:22:14.510 ⇒ 00:22:16.360 Hannah Wang: Like, allows us to do this.
242 00:22:16.360 ⇒ 00:22:28.289 Justina Spinn: No, so that’s what I just talked to Robert about, because I’m trying to build out, like, a circle back sequence for, like, in order to be able to, like, send out those automatic emails, you do have to have, like, the marketing hub.
243 00:22:28.290 ⇒ 00:22:37.149 Justina Spinn: I see. And if I just want to do that, then that’s fine, and we can just… it’s, like, $20 a month for, like, just me to be able to do it.
244 00:22:37.150 ⇒ 00:22:43.260 Justina Spinn: But I do think that it would be a little bit more expensive if we wanted to, like, run all of our marketing out of it.
245 00:22:43.450 ⇒ 00:22:44.450 Hannah Wang: I see.
246 00:22:44.590 ⇒ 00:22:47.899 Hannah Wang: Yeah, it looks like it’s $97 a month.
247 00:22:47.900 ⇒ 00:22:49.670 Justina Spinn: Yeah, that’s pretty cheap.
248 00:22:50.080 ⇒ 00:22:51.500 Justina Spinn: Yeah.
249 00:22:51.500 ⇒ 00:22:52.550 Hannah Wang: Terrible.
250 00:22:53.340 ⇒ 00:23:10.590 Justina Spinn: I just… I’m not understanding how the integration works for us. I have to look into it more, because, like, whenever I… when I went to, look at the instantly integration on HubSpot, it looked like maybe somebody else who’d been deactivated or something did it.
251 00:23:11.100 ⇒ 00:23:20.330 Justina Spinn: Nothing was working. Yeah. So I just redid it, and now I’m like, okay, we gotta, like, I need to figure out where…
252 00:23:20.660 ⇒ 00:23:23.070 Justina Spinn: What information comes through?
253 00:23:23.890 ⇒ 00:23:26.330 Justina Spinn: And all that, cause, like…
254 00:23:27.770 ⇒ 00:23:33.410 Justina Spinn: like, it would just be nice to be able to, like, go into HubSpot and be like, okay, this person got this email, they’re associated with.
255 00:23:33.410 ⇒ 00:23:33.880 Hannah Wang: this deal.
256 00:23:33.880 ⇒ 00:23:41.599 Justina Spinn: Or whatever, you know, like, seeing all of those connections would definitely help, like, the sales process flow a little bit better.
257 00:23:42.070 ⇒ 00:23:45.729 Hannah Wang: It just all feels a little bit, like, disconnected. Oh, totally.
258 00:23:45.730 ⇒ 00:23:47.310 Justina Spinn: Yeah, like, everything is.
259 00:23:47.310 ⇒ 00:23:48.959 Hannah Wang: everywhere, and I’m like, oh…
260 00:23:48.960 ⇒ 00:23:50.059 Justina Spinn: Oh my god!
261 00:23:50.060 ⇒ 00:23:51.740 Hannah Wang: spot.
262 00:23:51.940 ⇒ 00:23:52.540 Justina Spinn: And, like.
263 00:23:52.540 ⇒ 00:24:02.169 Hannah Wang: Having this tracker, this, like, sheet thing, I’m like, we wouldn’t really need this, like, at least the metrics on the right over here, if everything was in HubSpot.
264 00:24:02.500 ⇒ 00:24:11.719 Justina Spinn: Yeah, no, for sure. HubSpot can report on all of that for you. And maybe that’s something, like, later on down the line, whenever, like, we’re, like, a bigger company or whatever, but, like…
265 00:24:11.980 ⇒ 00:24:13.429 Justina Spinn: I do think that…
266 00:24:13.640 ⇒ 00:24:17.160 Justina Spinn: I don’t know, I just saw a lot of success with that at my other company, so…
267 00:24:17.160 ⇒ 00:24:18.230 Hannah Wang: Okay.
268 00:24:18.230 ⇒ 00:24:22.990 Justina Spinn: Something to keep in mind, I suppose.
269 00:24:22.990 ⇒ 00:24:24.260 Hannah Wang: Yeah.
270 00:24:24.760 ⇒ 00:24:32.539 Hannah Wang: Yeah, I mean, yeah, probably our previous coordinator tried to set it up, but maybe she didn’t get too far with it, so…
271 00:24:32.910 ⇒ 00:24:34.689 Hannah Wang: Yeah, but if it’s…
272 00:24:34.870 ⇒ 00:24:45.250 Hannah Wang: like, if it’s too much effort, like, either talk to the AI team, or we can, like, talk about it on Mondays, like, about what you tried, and, like, the blockers you’re running into.
273 00:24:45.420 ⇒ 00:24:46.770 Justina Spinn: Yeah, okay.
274 00:24:46.770 ⇒ 00:24:48.150 Hannah Wang: Okay, and then…
275 00:24:49.100 ⇒ 00:24:51.770 Hannah Wang: Okay, so for, like, the time being.
276 00:24:51.770 ⇒ 00:24:55.390 Justina Spinn: Anything that has a lead list on here.
277 00:24:55.600 ⇒ 00:25:01.499 Justina Spinn: So anything that’s in column I, am I good to…
278 00:25:02.110 ⇒ 00:25:07.150 Justina Spinn: like, I’m assuming that those probably mostly don’t have an email, so maybe we…
279 00:25:07.970 ⇒ 00:25:10.410 Justina Spinn: Like, do you think that they want to go, like, back?
280 00:25:11.470 ⇒ 00:25:12.850 Justina Spinn: Oh, really not…
281 00:25:12.850 ⇒ 00:25:19.460 Hannah Wang: moving forward, we’re putting stuff in. Like, should I be going back through all of these lists? I think probably…
282 00:25:19.630 ⇒ 00:25:32.650 Hannah Wang: So, I don’t think the tech and tequila one… like, this was UTAM speaking, and the people in the audience, they weren’t really people we could sell to, necessarily, so we paused this campaign.
283 00:25:32.650 ⇒ 00:25:40.220 Hannah Wang: So maybe not this one. I know Circle Back is something that they want to do, so yes to this one. And…
284 00:25:41.010 ⇒ 00:25:43.899 Hannah Wang: yes to shop talk, but…
285 00:25:44.330 ⇒ 00:25:55.449 Hannah Wang: this is the wrong list. Maybe we can hop on another call tomorrow or something, just so… just to do, like, a ShopTalk debrief, and I can just run you through
286 00:25:56.230 ⇒ 00:26:09.590 Hannah Wang: everything, that we did for ShopTalk. But yeah, maybe… maybe just focus on the circle back ones for now, and maybe…
287 00:26:10.140 ⇒ 00:26:13.370 Hannah Wang: the Customer Engagement Summit.
288 00:26:14.020 ⇒ 00:26:15.750 Justina Spinn: Okay, or…
289 00:26:15.750 ⇒ 00:26:23.280 Hannah Wang: For this one, we need a GET email, so,
290 00:26:26.690 ⇒ 00:26:30.259 Hannah Wang: Yeah, so maybe I can ask Ryan to do that?
291 00:26:30.400 ⇒ 00:26:37.380 Hannah Wang: Yeah, so maybe just focus on the circle back ones for today, like, I guess.
292 00:26:37.380 ⇒ 00:26:44.139 Justina Spinn: But, like, there’s nothing… like, there’s no… there’s only companies, there’s no contacts or emails.
293 00:26:45.830 ⇒ 00:26:47.060 Hannah Wang: Yeah…
294 00:26:47.060 ⇒ 00:26:54.580 Justina Spinn: Which I can go, like, so what we have… what I added into HubSpot was, like,
295 00:26:54.760 ⇒ 00:27:03.260 Justina Spinn: on the company level, I have, like, a follow-up date, so that they know, to go…
296 00:27:03.690 ⇒ 00:27:06.360 Justina Spinn: So, like, if you go into one of the companies…
297 00:27:06.360 ⇒ 00:27:06.970 Hannah Wang: Yeah.
298 00:27:07.240 ⇒ 00:27:13.160 Justina Spinn: Yeah, the follow-up date over on the left-hand side.
299 00:27:13.710 ⇒ 00:27:25.019 Justina Spinn: Right now it says 11-3. Yeah, so, like, that, I could go through, and I could mark all of these as, like, a follow-up date, and then we would get notifications of that through Slack.
300 00:27:25.060 ⇒ 00:27:36.039 Justina Spinn: But, like, obviously it’s not great without a contact, because, like, who are we emailing? I mean, I guess it’s whoever the contact is on there, but not all of them have contacts.
301 00:27:36.040 ⇒ 00:27:37.260 Hannah Wang: Right. Yeah.
302 00:27:39.100 ⇒ 00:27:44.190 Justina Spinn: I mean, I can work through this, it’s just gonna be a little bit, like, again, more manual than,
303 00:27:44.520 ⇒ 00:27:52.889 Justina Spinn: Like, if we just had a list of contacts, but I can do that for this. I think that maybe that’s the best way to go forward with this, if there’s no contact.
304 00:27:52.890 ⇒ 00:28:04.239 Hannah Wang: Yeah, I know our previous coordinator who was working on Circleback, like, I don’t really… I haven’t been following up with it, but I know there has been discussion about, like, oh, there’s not enough information.
305 00:28:04.650 ⇒ 00:28:06.199 Hannah Wang: So I don’t know, like.
306 00:28:06.600 ⇒ 00:28:13.820 Hannah Wang: if this list… like, I think this list was a lot bigger than it was, and we narrowed it down.
307 00:28:13.880 ⇒ 00:28:15.940 Justina Spinn: These are the approved.
308 00:28:16.780 ⇒ 00:28:19.000 Hannah Wang: Companies we want to circle back with.
309 00:28:19.310 ⇒ 00:28:21.450 Justina Spinn: So, maybe…
310 00:28:21.690 ⇒ 00:28:29.430 Hannah Wang: Maybe you can sync with… Robert on this, because I’m not entirely sure what the status of this is.
311 00:28:29.540 ⇒ 00:28:32.760 Hannah Wang: And, or if we want.
312 00:28:33.030 ⇒ 00:28:37.760 Hannah Wang: I believe we want to do this, but, like, I don’t really know…
313 00:28:38.690 ⇒ 00:28:49.190 Hannah Wang: the stat, yeah, like, if we want to focus on this, or do other stuff. So maybe we can bring it up on Monday, just, yeah, what to do for…
314 00:28:49.690 ⇒ 00:28:51.870 Hannah Wang: The past leads, and…
315 00:28:51.900 ⇒ 00:28:53.230 Justina Spinn: That’s right.
316 00:28:53.230 ⇒ 00:28:59.270 Hannah Wang: And then… and then I can hop on a call with you tomorrow for… for Shop Talk and for…
317 00:28:59.690 ⇒ 00:29:03.639 Hannah Wang: this customer engagement one, and then I can kind of…
318 00:29:04.060 ⇒ 00:29:08.370 Hannah Wang: Go through the nitty-gritty, and we can talk about, like, what to do and stuff.
319 00:29:08.540 ⇒ 00:29:09.200 Hannah Wang: Regardless.
320 00:29:09.860 ⇒ 00:29:18.030 Justina Spinn: Cool, and then, are you able to get with Ryan and just ask him for those emails? Yeah. Oh, I think you commented on it, okay.
321 00:29:18.350 ⇒ 00:29:19.770 Justina Spinn: Yeah, okay.
322 00:29:20.440 ⇒ 00:29:21.130 Justina Spinn: out, and then.
323 00:29:21.130 ⇒ 00:29:21.480 Hannah Wang: looked on.
324 00:29:21.480 ⇒ 00:29:26.060 Justina Spinn: Tomorrow, I’m, with Utam at a conference in Austin.
325 00:29:26.060 ⇒ 00:29:27.540 Hannah Wang: Oh, right, okay.
326 00:29:28.980 ⇒ 00:29:30.390 Hannah Wang: How about Friday, is that okay?
327 00:29:30.390 ⇒ 00:29:32.029 Justina Spinn: Yeah, yeah, that works.
328 00:29:32.260 ⇒ 00:29:34.700 Hannah Wang: Cause I also want to talk about…
329 00:29:34.830 ⇒ 00:29:42.140 Hannah Wang: the follow-up email process? Like, I… did I send you looms that I recorded previously about…
330 00:29:42.140 ⇒ 00:29:48.810 Justina Spinn: I remember you saying something about wounds, but I don’t know if I watched. I know I did not watch them, I don’t know if you sent them.
331 00:29:48.810 ⇒ 00:29:49.330 Hannah Wang: That’s okay.
332 00:29:49.330 ⇒ 00:29:50.720 Justina Spinn: So much stuff!
333 00:29:50.720 ⇒ 00:29:55.869 Hannah Wang: I know, dude, yeah, it’s… everything is just so much in Slack.
334 00:29:55.960 ⇒ 00:30:11.429 Hannah Wang: But I also want to talk about the sales follow-up messages, and the process that I did, and what seemed to work when I did it, and then I can kind of knowledge transfer more of that stuff to you, specifically with,
335 00:30:12.920 ⇒ 00:30:15.990 Hannah Wang: like, attaching a lot of our sales collateral.
336 00:30:15.990 ⇒ 00:30:16.889 Justina Spinn: I mean, that would.
337 00:30:16.890 ⇒ 00:30:21.469 Hannah Wang: Now, I’ll kind of walk you through that and give you some pointers, just cause…
338 00:30:21.580 ⇒ 00:30:25.960 Hannah Wang: yeah, I think I tend… I like to attach 2 to 3.
339 00:30:26.020 ⇒ 00:30:36.079 Hannah Wang: Assets after, like, a disco call, and be like, hey, thanks for the call, like, here are some resources that you might find helpful, and attach a bunch.
340 00:30:36.100 ⇒ 00:30:50.340 Hannah Wang: Okay, not a bunch, maybe two to three. So, like, one kind of overview, one-pager deck type of thing, and then maybe, like, one to two case studies. So… and obviously we have, like, data and AI, so I will kind of walk you through
341 00:30:50.420 ⇒ 00:30:53.999 Hannah Wang: And point you to things that help me.
342 00:30:54.000 ⇒ 00:30:54.590 Justina Spinn: Okay.
343 00:30:54.590 ⇒ 00:31:00.760 Hannah Wang: write the emails, so we can talk about that on Friday, too.
344 00:31:00.760 ⇒ 00:31:01.500 Justina Spinn: Okay.
345 00:31:01.500 ⇒ 00:31:02.670 Hannah Wang: Yeah, so…
346 00:31:02.670 ⇒ 00:31:03.449 Justina Spinn: Go ahead.
347 00:31:03.590 ⇒ 00:31:11.160 Hannah Wang: I will schedule a time for that in my early AM, and then… Yeah, we can…
348 00:31:11.670 ⇒ 00:31:26.660 Hannah Wang: We can go from there. And we can also have, like, a weekly sync, you and me and Ryan, just so that we don’t have to, like, communicate everything over Slack, because it’s hard, because there’s a lot of moving things. Or even just between you and me.
349 00:31:26.660 ⇒ 00:31:27.360 Justina Spinn: Okay.
350 00:31:27.360 ⇒ 00:31:31.810 Hannah Wang: Yeah, so… We can kind of figure that out later, but…
351 00:31:32.540 ⇒ 00:31:36.730 Hannah Wang: Okay, looks like we have to hop onto the stand-up, so see you there.
352 00:31:36.730 ⇒ 00:31:38.509 Justina Spinn: Alright, bye.