Meeting Title: GTM Team Sync Date: 2025-09-26 Meeting participants: Justina Spinn, Hannah Wang, Ryan Brosas
WEBVTT
1 00:00:36.630 ⇒ 00:00:37.650 Justina Spinn: Pain.
2 00:00:39.160 ⇒ 00:00:42.980 Hannah Wang: Hi. How was the conference yesterday?
3 00:00:43.430 ⇒ 00:00:47.009 Justina Spinn: It was good. It was all above my head, but it was good.
4 00:00:47.010 ⇒ 00:00:53.350 Hannah Wang: Oh, I’m sure, yeah, same. If I… if I went, I’d just be floating around, and…
5 00:00:53.350 ⇒ 00:00:53.800 Justina Spinn: Yeah.
6 00:00:53.800 ⇒ 00:00:56.160 Hannah Wang: Not knowing what people are talking about.
7 00:00:56.810 ⇒ 00:01:08.879 Justina Spinn: It was interesting, but yeah, didn’t… I think the most beneficial thing for me was, like, being able to see what I’m, like, talking to people and, like.
8 00:01:08.880 ⇒ 00:01:10.000 Hannah Wang: Oh, yeah.
9 00:01:10.000 ⇒ 00:01:11.460 Justina Spinn: how he kind of works.
10 00:01:11.460 ⇒ 00:01:22.850 Hannah Wang: people. He’s good at working people, and so is Robert. Both of them are very… yeah, I would just freeze and not know what to say if I was him, but…
11 00:01:23.800 ⇒ 00:01:26.420 Hannah Wang: We’re just all built different, so…
12 00:01:26.420 ⇒ 00:01:29.289 Justina Spinn: Yep, we have our strengths.
13 00:01:29.290 ⇒ 00:01:32.990 Hannah Wang: Yeah, my strength is behind a laptop and not talking.
14 00:01:32.990 ⇒ 00:01:35.010 Justina Spinn: like that.
15 00:01:35.360 ⇒ 00:01:40.610 Hannah Wang: No, but you’re a teacher, so I feel like you have some… some gifting there, probably.
16 00:01:40.610 ⇒ 00:01:48.319 Justina Spinn: Yeah, in front of kids is fine, but put me in front of an adult, and I’m like, I’m good.
17 00:01:48.320 ⇒ 00:01:49.620 Hannah Wang: I feel you.
18 00:01:51.700 ⇒ 00:02:08.660 Hannah Wang: Okay, I feel like this type of sync is probably helpful for us to do, so maybe we can aim for every Friday, or maybe midweek, or something like that. But, today, I wanted to talk about, I guess.
19 00:02:08.780 ⇒ 00:02:18.009 Hannah Wang: the status of the leads, and adding them to HubSpot, but I feel like you already did that, Justina, right? Like, you…
20 00:02:18.010 ⇒ 00:02:26.989 Justina Spinn: I think I saw it. Yeah, because, well, I thought that Robert wanted me to follow up on them, because he put that in the Slack, and then it turns out he already followed up.
21 00:02:27.550 ⇒ 00:02:30.160 Justina Spinn: That’s why I put him in HubSpot, so that I could follow up with him.
22 00:02:30.160 ⇒ 00:02:31.210 Hannah Wang: I see.
23 00:02:31.830 ⇒ 00:02:35.190 Justina Spinn: But yeah, so… but that’s my plan, is like.
24 00:02:35.810 ⇒ 00:02:49.539 Justina Spinn: like, as long as I can get just, like, a list of people with their information and their emails, I have to have that, like, then I can just… like, it’s super easy for me to just do the HubSpot portion of it.
25 00:02:49.540 ⇒ 00:02:49.890 Hannah Wang: Okay.
26 00:02:51.370 ⇒ 00:02:57.880 Hannah Wang: Yeah, I know Utam also sent a message, about adding to Reuters.
27 00:02:58.390 ⇒ 00:02:58.940 Justina Spinn: Yeah.
28 00:02:58.940 ⇒ 00:03:03.020 Hannah Wang: in there as well, and that should be here at the bottom.
29 00:03:03.090 ⇒ 00:03:06.299 Justina Spinn: Do we have emails for them, or no?
30 00:03:06.300 ⇒ 00:03:12.039 Hannah Wang: I forgot, Ryan, do we have emails for these people? Some of them, right?
31 00:03:12.040 ⇒ 00:03:13.080 Justina Spinn: Instagram.
32 00:03:13.080 ⇒ 00:03:14.010 Ryan Brosas: E.
33 00:03:14.230 ⇒ 00:03:20.420 Justina Spinn: Okay, so then I, like, how am I getting these other emails? I don’t…
34 00:03:20.590 ⇒ 00:03:27.389 Hannah Wang: Okay, so… oh, so the caveat with, Reuters is that…
35 00:03:27.580 ⇒ 00:03:42.039 Hannah Wang: we only scraped some of the people because we ran out of LinkedIn requests. Like, we can only send 100 a week, and I think Utam hit his cap while we were going through this list, so I think maybe…
36 00:03:42.450 ⇒ 00:03:43.670 Hannah Wang: run.
37 00:03:44.170 ⇒ 00:03:50.650 Hannah Wang: Mmm, maybe, like… The process can be…
38 00:03:50.850 ⇒ 00:03:54.569 Hannah Wang: Like, whoever we get approved of for connecting with.
39 00:03:54.910 ⇒ 00:03:59.300 Hannah Wang: Ryan just immediately scrapes all the emails,
40 00:03:59.570 ⇒ 00:04:06.780 Hannah Wang: through clay, so that you have it. I think this was kind of last minute, so we didn’t scrape it, but…
41 00:04:07.360 ⇒ 00:04:12.830 Hannah Wang: Yeah, Ryan can get you the emails through Clay, basically, so…
42 00:04:13.130 ⇒ 00:04:20.810 Hannah Wang: I mean, I guess you could manually go in and kind of check, like, contact info. Some people put their email, some people don’t.
43 00:04:21.079 ⇒ 00:04:23.250 Hannah Wang: Let me see…
44 00:04:24.270 ⇒ 00:04:37.089 Justina Spinn: So, also, something else to think about, is that, I just met with Robert, and I feel like him and Utam do not fully agree, like, Utam told us to put everybody in there, right?
45 00:04:37.090 ⇒ 00:04:37.960 Hannah Wang: Huh.
46 00:04:37.960 ⇒ 00:04:40.389 Justina Spinn: Robert doesn’t think we should do that, so…
47 00:04:40.390 ⇒ 00:04:41.350 Hannah Wang: I see.
48 00:04:42.080 ⇒ 00:04:49.300 Justina Spinn: Yeah, we need… like, I need to understand… like, he said, like, events are fine, I guess, but, like, would we really put, like…
49 00:04:49.500 ⇒ 00:04:53.899 Justina Spinn: He doesn’t want people in HubSpot who are never gonna respond to us, and I’m like.
50 00:04:54.340 ⇒ 00:04:57.090 Justina Spinn: Well, like, if, if…
51 00:04:57.600 ⇒ 00:05:08.940 Justina Spinn: like, for the campaign specifically, I told him we were gonna have to wait until him and Utam, like, make a decision on that, I think, because, like, if we’re sending out all these emails to people.
52 00:05:09.180 ⇒ 00:05:15.430 Justina Spinn: And he said 4% is responding, he only wants that 4% in there, but then Utom said everybody.
53 00:05:16.810 ⇒ 00:05:17.360 Hannah Wang: Ha…
54 00:05:17.910 ⇒ 00:05:22.620 Justina Spinn: Right. Like, so, yeah.
55 00:05:22.720 ⇒ 00:05:23.210 Justina Spinn: I don’t.
56 00:05:23.210 ⇒ 00:05:29.070 Hannah Wang: Okay, maybe we can talk about it on Monday, when they’re both together.
57 00:05:29.510 ⇒ 00:05:32.889 Hannah Wang: And they can kind of hash it out. I…
58 00:05:35.050 ⇒ 00:05:45.749 Hannah Wang: Yeah, I don’t know, because then I don’t want to just bloat HubSpot with a bunch of contacts that will never talk to us, so I kind of agree with Robert, but at the same time, like, if we’re running
59 00:05:45.870 ⇒ 00:05:51.769 Hannah Wang: a campaign that we think is relevant to past people we hit up, like, it would, I guess, be…
60 00:05:52.200 ⇒ 00:05:54.920 Hannah Wang: Nice to… Hit them up.
61 00:05:55.660 ⇒ 00:06:06.240 Justina Spinn: Right, and I think that, like, I mean, the benefit of us… I see both sides, I really do. Yeah. I think that, like, the other benefit of putting everybody in there would be…
62 00:06:06.660 ⇒ 00:06:11.739 Justina Spinn: knowing that, like, okay, we’ve already sent 4 emails to Ray.
63 00:06:12.040 ⇒ 00:06:18.940 Justina Spinn: Or we’ve already, you know, like, we can see how many emails we’ve sent to people, since we’re not emailing from HubSpot.
64 00:06:18.940 ⇒ 00:06:19.820 Hannah Wang: I see.
65 00:06:20.090 ⇒ 00:06:29.650 Justina Spinn: You know, so, like, we can see how many campaigns they were a part of, and, like, track that, because if you email people too many times, then they don’t feel like you’re really gonna turn them off, you know? So…
66 00:06:29.650 ⇒ 00:06:30.370 Hannah Wang: Yeah.
67 00:06:30.370 ⇒ 00:06:33.039 Justina Spinn: Yeah, I don’t know. I don’t know what the…
68 00:06:33.370 ⇒ 00:06:43.150 Justina Spinn: Here it is. Everything is just, like, so… so much more disconnected than I’m used to. This is, like, really, really str… I’m struggling.
69 00:06:43.150 ⇒ 00:06:55.729 Hannah Wang: Yeah, I mean, this is… HubSpot is a new thing, like, we… like, probably end of… beginning of Q3 is when we decided, okay, let’s do HubSpot. Everything else before that, we were in Notion, so…
70 00:06:56.340 ⇒ 00:06:58.570 Hannah Wang: Yeah, that’s why it kind of feels…
71 00:06:58.770 ⇒ 00:07:02.150 Hannah Wang: messy and all over the place, and then… yeah, I think…
72 00:07:02.490 ⇒ 00:07:08.420 Hannah Wang: I think the way Robert does stuff is different than the way Utam does it, and they don’t… they need to align.
73 00:07:08.420 ⇒ 00:07:09.489 Justina Spinn: Yeah. Or else, like…
74 00:07:09.490 ⇒ 00:07:11.489 Hannah Wang: Like, it’s just confusing for us.
75 00:07:11.880 ⇒ 00:07:15.800 Hannah Wang: So you’re saying UTAM wants even the nose.
76 00:07:16.190 ⇒ 00:07:21.540 Justina Spinn: I don’t know. Because we messaged, remember we messaged in the channel? Let me see…
77 00:07:21.540 ⇒ 00:07:22.230 Hannah Wang: Right.
78 00:07:22.710 ⇒ 00:07:26.899 Justina Spinn: And he said, all of them. He said, we’re playing the long game, didn’t he? Where’s that up?
79 00:07:27.340 ⇒ 00:07:28.240 Hannah Wang: long.
80 00:07:28.970 ⇒ 00:07:30.160 Justina Spinn: Break.
81 00:07:30.840 ⇒ 00:07:36.799 Hannah Wang: Let’s see, everything should end up in HubSpot, even if they don’t respond.
82 00:07:37.490 ⇒ 00:07:43.300 Hannah Wang: I see, so I think what Robert wants is… okay, so I think Utam…
83 00:07:43.680 ⇒ 00:07:49.660 Hannah Wang: doesn’t want the noes. Like, he wants the yeses, but then he wants all the yeses, but…
84 00:07:50.150 ⇒ 00:07:56.409 Hannah Wang: For Robert, he only wants the yeses that responded back to us.
85 00:07:57.820 ⇒ 00:08:03.059 Hannah Wang: So it’s, like, a subset of the… Right. …the yeses. So, yeah, I don’t…
86 00:08:03.280 ⇒ 00:08:11.090 Hannah Wang: I don’t know. We can… we can think about… talk about that on… on Monday, and I think your reasoning for
87 00:08:11.670 ⇒ 00:08:21.680 Hannah Wang: Like, tracking… tracking everyone that’s a yes makes sense, just so that we know how many campaigns they were participating in, or they were a part of.
88 00:08:23.320 ⇒ 00:08:27.979 Justina Spinn: Unless… Like, if… if instantly, or, like, whatever…
89 00:08:28.640 ⇒ 00:08:34.350 Justina Spinn: Whatever other platforms you guys are using, if it’s tracking that, then fine, like, that’s… is it?
90 00:08:35.740 ⇒ 00:08:41.260 Hannah Wang: Yeah, I think so. I think I showed this to you on Wednesday really quickly, so maybe…
91 00:08:41.929 ⇒ 00:08:48.589 Hannah Wang: Let’s see… so this is… Let’s go to Shop Talk, I guess.
92 00:08:50.090 ⇒ 00:08:56.269 Hannah Wang: Or is it fleets?
93 00:09:02.960 ⇒ 00:09:08.909 Justina Spinn: So, like, if you go into, like, one of those individual people, like, are you able to see what else they’ve gotten?
94 00:09:09.840 ⇒ 00:09:11.210 Hannah Wang: Exactly.
95 00:09:11.210 ⇒ 00:09:16.000 Justina Spinn: something that’s checked ever, you know? Like… Does that.
96 00:09:16.000 ⇒ 00:09:17.609 Hannah Wang: Ryan, do you know the answer?
97 00:09:17.610 ⇒ 00:09:18.230 Justina Spinn: me.
98 00:09:18.960 ⇒ 00:09:23.399 Hannah Wang: Because this is, like, per campaign, but I don’t know if there’s, like, a per lead view.
99 00:09:23.400 ⇒ 00:09:24.560 Justina Spinn: Right.
100 00:09:24.560 ⇒ 00:09:33.400 Ryan Brosas: You can check, the campaign… then… needs…
101 00:09:38.740 ⇒ 00:09:45.750 Hannah Wang: But, like, in these activities, like, if, let’s say, Melissa’s part of, like, a… another conference.
102 00:09:46.450 ⇒ 00:09:48.919 Hannah Wang: And then we, like, tried to send her emails.
103 00:09:49.120 ⇒ 00:09:53.979 Hannah Wang: for that conference, will that show up here, or is it only for Shop Talk?
104 00:09:54.820 ⇒ 00:10:03.809 Ryan Brosas: I think, we can do, like, unified all of this, integrate this on HubSpot, I guess?
105 00:10:05.200 ⇒ 00:10:09.799 Hannah Wang: See, so… so… instantly doesn’t show that comprehensive view.
106 00:10:09.940 ⇒ 00:10:15.520 Ryan Brosas: No, because this is more likely, focusing on the outreach only.
107 00:10:16.720 ⇒ 00:10:19.149 Hannah Wang: Yeah, it’s campaign-specific, yeah.
108 00:10:19.150 ⇒ 00:10:22.930 Justina Spinn: Let me go look at, like… okay, so Melissa, I’m gonna go
109 00:10:23.860 ⇒ 00:10:30.339 Justina Spinn: we have this instantly integration, like, shouldn’t… should Melissa be in here, and should it show me that she’s…
110 00:10:31.390 ⇒ 00:10:36.690 Justina Spinn: Getting these emails, like… Goalie… Melissa, I don’t see…
111 00:10:36.690 ⇒ 00:10:39.510 Hannah Wang: Bully Nutrition is the company.
112 00:10:39.510 ⇒ 00:10:48.759 Justina Spinn: the company in here, and we have 7 contacts, but Melissa’s not one of them. So, like, how are we… how…
113 00:10:49.390 ⇒ 00:10:53.439 Justina Spinn: What does this integration do? Yeah, that’s…
114 00:10:53.910 ⇒ 00:11:00.239 Justina Spinn: If it’s not giving me, like… I don’t know if it’s.
115 00:11:00.240 ⇒ 00:11:03.950 Hannah Wang: not, like, integrating. I’m wondering if we have a…
116 00:11:04.510 ⇒ 00:11:10.480 Hannah Wang: a contact at HubSpot that can… Walk us through…
117 00:11:14.060 ⇒ 00:11:17.020 Hannah Wang: Because I, for, for example, for,
118 00:11:17.890 ⇒ 00:11:28.529 Hannah Wang: what’s that thing called? GigRadar? We have, like, someone from the GigRadar team, like, support, the support team, so we, like, ask him questions and stuff.
119 00:11:28.530 ⇒ 00:11:32.749 Justina Spinn: HubSpot has, like, a general chat that I can chat into, but I mean, I might
120 00:11:33.240 ⇒ 00:11:37.989 Justina Spinn: I mean, we did… we paid a lot more for HubSpot than I think we’re paying here.
121 00:11:37.990 ⇒ 00:11:38.530 Hannah Wang: I see.
122 00:11:39.810 ⇒ 00:11:46.560 Justina Spinn: Let me see if I can find it… yeah, I mean, I can… I can do, like, a support ticket to them, basically.
123 00:11:47.070 ⇒ 00:11:54.500 Hannah Wang: Yeah, cause… or maybe because that integration was set up after this…
124 00:11:54.610 ⇒ 00:11:56.810 Hannah Wang: campaign was that? Like, does it…
125 00:11:56.930 ⇒ 00:12:08.980 Hannah Wang: I don’t know if it fills in retroactively all the campaigns we’ve done in the past, or if it’s, like, once we set the integration, only the campaigns moving forward are, like, imported.
126 00:12:09.320 ⇒ 00:12:10.220 Justina Spinn: Yeah.
127 00:12:10.220 ⇒ 00:12:20.770 Hannah Wang: So, let’s check Reuters, I mean… Leads. Like, chorus Docs, let’s see.
128 00:12:24.480 ⇒ 00:12:26.660 Hannah Wang: Okay, nope.
129 00:12:34.170 ⇒ 00:12:36.190 Justina Spinn: Not seeing…
130 00:12:36.190 ⇒ 00:12:37.570 Hannah Wang: Tob to toe.
131 00:12:38.750 ⇒ 00:12:39.090 Justina Spinn: Beautiful.
132 00:12:39.090 ⇒ 00:12:46.479 Hannah Wang: Okay, no. Yeah, I don’t… I don’t know what that integration… instantly, and HubSpot integration do.
133 00:12:51.770 ⇒ 00:12:52.440 Justina Spinn: Nice.
134 00:12:52.870 ⇒ 00:12:57.389 Hannah Wang: I don’t know if we need to talk to Instantly, or if we need to talk to HubSpot.
135 00:12:57.390 ⇒ 00:13:06.570 Justina Spinn: I know. I think, honestly, like, I’ve tried to talk to HubSpot before about integrations, and they don’t… they won’t help you if it’s not, like, HubSpot related. Okay.
136 00:13:06.570 ⇒ 00:13:10.949 Hannah Wang: Then maybe we need to talk to it instantly,
137 00:13:16.400 ⇒ 00:13:20.229 Hannah Wang: Or if there’s, like, a… I don’t want a chatbot, I want, like, a real person.
138 00:13:24.320 ⇒ 00:13:29.369 Hannah Wang: Well, anyway, yeah, we can… Yeah, let’s talk about…
139 00:13:32.290 ⇒ 00:13:44.030 Hannah Wang: Yeah, I think we can do this offline, obviously, like, looking for support stuff, and then, yeah, on Monday, we can talk about which leads, like, a subset of yes or all yeses, because I think they’re split.
140 00:13:44.300 ⇒ 00:13:45.600 Hannah Wang: Yeah, so…
141 00:13:45.750 ⇒ 00:13:50.949 Hannah Wang: Do you want me to write that down somewhere, or do you think you can remember to bring it up on Monday?
142 00:13:51.250 ⇒ 00:13:53.070 Justina Spinn: I can’t remember. Okay.
143 00:13:53.070 ⇒ 00:13:53.660 Hannah Wang: Cool.
144 00:13:54.350 ⇒ 00:13:59.610 Hannah Wang: Alright, another thing… Yeah, so those are all the leads,
145 00:14:00.050 ⇒ 00:14:03.630 Hannah Wang: Do you need any other, like, assistance? I know you need…
146 00:14:03.930 ⇒ 00:14:09.610 Hannah Wang: emails, right? For… do you need… I don’t know if the Circle Back people have emails.
147 00:14:11.330 ⇒ 00:14:17.770 Hannah Wang: Yeah, I need email… literally, like, any list that needs to be in HubSpot, I need emails for, so… Okay.
148 00:14:17.770 ⇒ 00:14:34.560 Justina Spinn: if you guys… because you guys have more knowledge of these campaigns and these events and all of this stuff, like, if you guys just want to go through and, like, highlight which ones are ready to go, then I can jump in there and I can grab all this stuff that I need. But I do need emails on all of them, so…
149 00:14:34.710 ⇒ 00:14:35.110 Hannah Wang: Okay.
150 00:14:35.550 ⇒ 00:14:42.350 Hannah Wang: Well, okay, I think we will scrape emails based on what they say on Monday.
151 00:14:42.350 ⇒ 00:14:43.150 Justina Spinn: Yes.
152 00:14:43.270 ⇒ 00:14:45.210 Hannah Wang: I don’t want to scrape everyone and then…
153 00:14:45.210 ⇒ 00:14:45.710 Justina Spinn: Right.
154 00:14:45.710 ⇒ 00:14:48.020 Hannah Wang: We’re not adding them, so…
155 00:14:48.410 ⇒ 00:14:48.800 Justina Spinn: No.
156 00:14:48.800 ⇒ 00:14:56.930 Hannah Wang: Actually, I think for these people, I do think we already have emails. Yeah, we do. We ran every ShopTalk person
157 00:14:57.500 ⇒ 00:15:01.599 Hannah Wang: kind of, I guess, every… I don’t know, like, I feel like Robert…
158 00:15:02.120 ⇒ 00:15:08.359 Hannah Wang: And Utam went to this conference, and they probably talked to people that are on… not on this list, right? Because you can just meet.
159 00:15:08.870 ⇒ 00:15:10.310 Hannah Wang: anyone, so…
160 00:15:12.560 ⇒ 00:15:16.889 Justina Spinn: Right. I felt like the table talk people were pretty safe to add.
161 00:15:16.890 ⇒ 00:15:18.340 Hannah Wang: Yeah, totally.
162 00:15:18.340 ⇒ 00:15:33.890 Justina Spinn: clearly he talked to these people, but yeah, like, I mean, I think, again, this is gonna… like, now that we’re talking more, like, this brings up more questions, like, do you want everybody who attended this conference, or do you want the people that you talked to, or do you want the people who you know could be potential clients, or like…
163 00:15:34.330 ⇒ 00:15:36.719 Justina Spinn: What do we want to do?
164 00:15:36.720 ⇒ 00:15:43.510 Hannah Wang: Right. I try to keep track of, like, who accepted our connection requests, at least from Utam’s account.
165 00:15:44.920 ⇒ 00:15:51.970 Hannah Wang: So I’m like, oh yeah, do we want to add these people, even if they didn’t respond? Like, they just accepted the LinkedIn request?
166 00:15:54.290 ⇒ 00:16:04.839 Hannah Wang: Yeah, because I don’t… I haven’t been looking… I mean, I don’t, like, stock their… I don’t like to go through their messages too much, so it’s like, I don’t know who…
167 00:16:06.310 ⇒ 00:16:13.180 Hannah Wang: Yeah, who, like, responded, who followed up, joseph Cano.
168 00:16:16.300 ⇒ 00:16:17.260 Hannah Wang: Joe.
169 00:16:18.520 ⇒ 00:16:23.010 Hannah Wang: Yeah, see, like, he accepted our request, but, he didn’t respond.
170 00:16:23.340 ⇒ 00:16:31.670 Hannah Wang: And so, yeah, do we even want to add him to HubSpot, or… or not? So yeah, we need to confirm that.
171 00:16:31.930 ⇒ 00:16:35.940 Hannah Wang: And then for Circleback, I…
172 00:16:36.200 ⇒ 00:16:39.189 Hannah Wang: I, low-key, don’t have access to this.
173 00:16:39.450 ⇒ 00:16:41.689 Justina Spinn: I don’t know who…
174 00:16:42.040 ⇒ 00:16:52.279 Hannah Wang: I think it was her previous sales cord person, but I think her email is disconnected, so I don’t know who can give me access to this.
175 00:16:53.240 ⇒ 00:16:58.600 Hannah Wang: Like, who this email is sent to? Is it Utam? I don’t know. I don’t think so.
176 00:17:03.840 ⇒ 00:17:04.659 Justina Spinn: Let me see if…
177 00:17:06.240 ⇒ 00:17:14.470 Hannah Wang: I’m gonna ask Rico… Okay… I’ll do that after this call, but…
178 00:17:15.980 ⇒ 00:17:17.779 Justina Spinn: Okay. Yeah.
179 00:17:18.800 ⇒ 00:17:19.980 Hannah Wang: Do you have access?
180 00:17:20.180 ⇒ 00:17:21.149 Justina Spinn: No, I don’t.
181 00:17:21.150 ⇒ 00:17:22.210 Hannah Wang: Okay.
182 00:17:23.010 ⇒ 00:17:27.510 Hannah Wang: Okay, no worries. Alright, so…
183 00:17:27.710 ⇒ 00:17:34.540 Hannah Wang: Yeah, because, like, I think I mentioned this on Wednesday too, but the Circleback people, I also don’t know.
184 00:17:34.710 ⇒ 00:17:37.000 Hannah Wang: Who we’re going after.
185 00:17:37.190 ⇒ 00:17:40.110 Hannah Wang: Ryan, do you have access to this, by any chance?
186 00:17:41.680 ⇒ 00:17:44.329 Ryan Brosas: Let me check…
187 00:17:45.270 ⇒ 00:17:55.839 Justina Spinn: I’m, like, pretty positive that I… I think I had that open, and something closed on me today, and said that my, like, viewership had expired, or something like that.
188 00:17:55.840 ⇒ 00:17:56.430 Hannah Wang: Yeah.
189 00:17:56.430 ⇒ 00:18:00.860 Justina Spinn: Maybe, like, her information just got, like, removed from our system, I don’t know.
190 00:18:00.860 ⇒ 00:18:04.640 Hannah Wang: Yeah, I also… I was able to open this on, like, the.
191 00:18:04.640 ⇒ 00:18:07.409 Justina Spinn: Yeah, I opened it, yeah, Wednesday.
192 00:18:07.610 ⇒ 00:18:08.780 Justina Spinn: So…
193 00:18:08.780 ⇒ 00:18:12.735 Hannah Wang: I’ll ask Rico to give us access, but…
194 00:18:14.210 ⇒ 00:18:23.570 Hannah Wang: Yeah, I feel like the previous coordinator added these leads to HubSpot already, I think, so…
195 00:18:23.920 ⇒ 00:18:27.799 Hannah Wang: Yeah, once we have the list, we can double check.
196 00:18:27.800 ⇒ 00:18:31.150 Justina Spinn: Yeah, and then I also, I mean, I have this circle back.
197 00:18:31.340 ⇒ 00:18:36.220 Justina Spinn: Tracker, also. I don’t know if both people are the same one.
198 00:18:43.920 ⇒ 00:18:50.560 Justina Spinn: Yeah, so these people, I was, like, looking through to see, like, what their interactions had been.
199 00:18:50.810 ⇒ 00:18:54.589 Justina Spinn: I don’t… I don’t know. Okay.
200 00:18:54.590 ⇒ 00:18:59.420 Hannah Wang: Can you share your screen? I don’t know if you’re sharing it. Oh, you sent it in the chat, okay.
201 00:18:59.820 ⇒ 00:19:00.689 Hannah Wang: Let me see.
202 00:19:01.760 ⇒ 00:19:13.040 Hannah Wang: Oh yeah, the… this… I think this was… Yeah, I don’t know.
203 00:19:14.590 ⇒ 00:19:23.660 Hannah Wang: We can… we can confirm. Okay, so let me write down our action items to confirm with Tom and Robert. So, number one is…
204 00:19:23.780 ⇒ 00:19:28.440 Hannah Wang: Do we want all yeses, or subset of yes?
205 00:19:28.630 ⇒ 00:19:33.909 Hannah Wang: who… Connect positively engaged with us.
206 00:19:34.030 ⇒ 00:19:36.180 Hannah Wang: Circleback campaign.
207 00:19:36.610 ⇒ 00:19:39.029 Hannah Wang: need to ask Rico.
208 00:19:40.740 ⇒ 00:19:45.260 Hannah Wang: For Doc, and confirm what the source of truth is.
209 00:19:46.550 ⇒ 00:19:48.060 Hannah Wang: And then…
210 00:19:48.990 ⇒ 00:20:00.770 Hannah Wang: Okay, I’m gonna send a list of to-dos in our chat after, but I’m just typing it out as a draft for now. So, okay, let’s move on to the next action item, which is…
211 00:20:01.610 ⇒ 00:20:03.540 Hannah Wang: Oh, sales follow-up. So I think…
212 00:20:04.740 ⇒ 00:20:13.239 Hannah Wang: yeah, I don’t think Ryan is needed for the rest of this, I think it’s just you and me, Justina, I can, like, help you through things. But…
213 00:20:14.080 ⇒ 00:20:16.650 Justina Spinn: Ryan, will you stay for just one more second, though?
214 00:20:16.650 ⇒ 00:20:18.640 Hannah Wang: Yeah, if you had anything, yeah.
215 00:20:18.640 ⇒ 00:20:25.570 Justina Spinn: If there… for LinkedIn, do you know if there’s a way to, like, have a hyperlink in your text, like…
216 00:20:25.870 ⇒ 00:20:28.649 Justina Spinn: Am I able to link… like, am I able to type?
217 00:20:28.920 ⇒ 00:20:32.250 Ryan Brosas: Brainforge, and then link the website.
218 00:20:32.340 ⇒ 00:20:33.410 Justina Spinn: to that.
219 00:20:34.080 ⇒ 00:20:35.250 Hannah Wang: In DMs.
220 00:20:36.020 ⇒ 00:20:37.300 Ryan Brosas: No.
221 00:20:37.460 ⇒ 00:20:37.890 Justina Spinn: No.
222 00:20:40.460 ⇒ 00:20:42.910 Justina Spinn: Cool.
223 00:20:42.910 ⇒ 00:20:43.680 Hannah Wang: Yeah.
224 00:20:44.540 ⇒ 00:20:45.650 Justina Spinn: Alright.
225 00:20:45.860 ⇒ 00:20:48.980 Hannah Wang: Okay, so yeah, Ryan, I think…
226 00:20:49.290 ⇒ 00:20:56.370 Hannah Wang: I think maybe moving forward, like, for every campaign that we do, Justina will loop you into it, because
227 00:20:56.480 ⇒ 00:21:04.260 Hannah Wang: I think it’s… Just easier if you have, like, the whole context of start to finish versus, like.
228 00:21:04.400 ⇒ 00:21:08.850 Hannah Wang: being like, hey, Justina, here’s a list, like, do stuff with it.
229 00:21:09.140 ⇒ 00:21:15.990 Hannah Wang: I think just, at least for one of the event campaigns moving forward, well, if you can…
230 00:21:16.250 ⇒ 00:21:26.340 Hannah Wang: We’ll, like, send updates and stuff, so just, like, read through it, and then I’ll also write up, like, a document of, I guess, the steps that we take.
231 00:21:26.440 ⇒ 00:21:31.689 Hannah Wang: For these types of event campaigns, and so…
232 00:21:31.830 ⇒ 00:21:45.319 Hannah Wang: Yeah, I think it’s probably just a lot, because it’s, like, there’s so many moving parts, and… yeah, you’re looped into a lot of things at weird times, so maybe just having the whole context would be helpful, but yeah, I’ll write up, like, a…
233 00:21:45.950 ⇒ 00:21:47.940 Hannah Wang: Doc. Next week.
234 00:21:48.150 ⇒ 00:21:52.990 Hannah Wang: For the steps, and kind of where each of us plays a hand in it.
235 00:21:53.190 ⇒ 00:21:58.179 Hannah Wang: And then, hopefully, things will be a bit more streamlined after this.
236 00:21:58.330 ⇒ 00:22:06.359 Hannah Wang: But yeah, I think, Ryan, that you’re good to go. Yeah. Thanks for joining.
237 00:22:06.530 ⇒ 00:22:08.269 Ryan Brosas: Okay. Thank you, guys.
238 00:22:08.430 ⇒ 00:22:09.650 Hannah Wang: Alright, bye.
239 00:22:10.540 ⇒ 00:22:20.630 Hannah Wang: Okay, so what I wanted to talk about next was sales follow-up emails, specifically with
240 00:22:21.750 ⇒ 00:22:26.000 Hannah Wang: collateral, like, sales assets, so let me share my screen again.
241 00:22:27.020 ⇒ 00:22:38.410 Hannah Wang: Where is it? So, I don’t know if you’ve looked at this before… This is our platform.
242 00:22:38.980 ⇒ 00:22:50.049 Hannah Wang: And… I guess to back up even more, let’s see, what’s a client?
243 00:22:50.910 ⇒ 00:22:52.390 Hannah Wang: LA Mental Health.
244 00:23:10.810 ⇒ 00:23:21.020 Hannah Wang: Okay, so… I think what’s helpful in, like, a lot of sales follow-up emails specifically is linking
245 00:23:21.870 ⇒ 00:23:24.710 Hannah Wang: Sales assets in the email, so…
246 00:23:24.910 ⇒ 00:23:34.629 Hannah Wang: I think this is something I drafted for Robert back in July, but as you can see here, like, always at the end of an email.
247 00:23:34.940 ⇒ 00:23:43.539 Hannah Wang: I… I don’t know at what stage this is. I don’t know, like, the sales pipeline stage names or whatever, but I think this is, like, a…
248 00:23:43.800 ⇒ 00:23:45.479 Hannah Wang: After, like, a…
249 00:23:45.760 ⇒ 00:23:57.270 Hannah Wang: a consultation call, or, like, a disco call, like, when we send a follow-up email, like, hey, thanks for chatting, like, this is what I heard you need,
250 00:23:57.700 ⇒ 00:24:03.810 Hannah Wang: And then, like, here’s… like, an SOW…
251 00:24:04.760 ⇒ 00:24:12.300 Hannah Wang: or I… yeah, basically, like, at some point in the follow-up pipeline, like, we send
252 00:24:12.500 ⇒ 00:24:22.829 Hannah Wang: assets, especially right before they, like, sign with us, when they’re still, like, in limbo of if they want to go with us or not. I think just tacking on
253 00:24:23.360 ⇒ 00:24:26.499 Hannah Wang: These assets establishes us as, like, a bigger
254 00:24:26.680 ⇒ 00:24:35.450 Hannah Wang: just, like, an authority figure in our consultancy world, and, like, lets the lead know, like, hey, we’re actually legit. So…
255 00:24:36.800 ⇒ 00:24:50.620 Hannah Wang: this is, like, yeah, an example of, like, our capabilities deck. It’s just, like, a slide deck. There’s, like, a bunch of one-pagers and stuff like that. And so what’s helpful when you draft follow-up emails specifically for leads.
256 00:24:50.640 ⇒ 00:24:57.130 Hannah Wang: is if you attach, like, relevant sales assets, I think we aim to do three.
257 00:24:57.380 ⇒ 00:25:04.130 Hannah Wang: 2 to 4, but I usually do three. And the place that you can find it is…
258 00:25:04.500 ⇒ 00:25:07.389 Hannah Wang: on our platform, under Marketing Assets.
259 00:25:07.780 ⇒ 00:25:10.650 Hannah Wang: I know right now this is not very,
260 00:25:11.000 ⇒ 00:25:19.679 Hannah Wang: intuitive, like, it’s kind of confusing, and I feel like, low-key, I’m the only one who uses this, so I know it pretty well, but…
261 00:25:20.740 ⇒ 00:25:40.660 Hannah Wang: I’m gonna work with the AI team to make this more intuitive for… for the rest of the sales team. That’s kind of what Robert was talking about on Monday, about go-to-market, like, sales enablement. It’s just to, like, reorganize this and make it a lot more intuitive. And so…
262 00:25:41.890 ⇒ 00:25:48.309 Hannah Wang: I guess, like, I just kind of wanted to conduct, like, a usability test, like, on you, like, looking at this.
263 00:25:48.530 ⇒ 00:26:07.289 Hannah Wang: what would be helpful for you to see? I have a couple ideas down already, so I will share that with you, but anything that I don’t mention that you think would be helpful, like, feel free to let me know, and then I’ll talk to the AI team.
264 00:26:07.940 ⇒ 00:26:15.680 Hannah Wang: But yeah, basically, like, this is obviously the current design as it is, and I think what’s…
265 00:26:16.680 ⇒ 00:26:22.199 Hannah Wang: it’s… it’s okay, but I think what would be more helpful is changing it to, like, a…
266 00:26:22.760 ⇒ 00:26:34.319 Hannah Wang: a flat structure, so I guess more of, like, the list view instead of, like, a folder view, because I feel like probably clicking into it and, like, trying to find stuff is not…
267 00:26:34.890 ⇒ 00:26:42.710 Hannah Wang: that, like, you just want to do one clicks, not three clicks. So I think what I was thinking yesterday was.
268 00:26:42.890 ⇒ 00:26:50.959 Hannah Wang: Changing it to a flat structure, and adding, like, tags. Or adding, like, grouping it into…
269 00:26:51.120 ⇒ 00:27:08.039 Hannah Wang: different sections. So, like, oh, case studies, decks, one-pagers, diagrams. And then within that, having, tags. So, having tags for the food, so either AI or data, because we work with both,
270 00:27:08.390 ⇒ 00:27:09.310 Hannah Wang: I guess…
271 00:27:09.980 ⇒ 00:27:29.320 Hannah Wang: I would add the asset type tag, just so that in the all view, like, you can filter by a specific tag if you wanted to. But I feel like that’s kind of redundant, because we have these, like, divisions. But anyway, yeah, adding tags for, oh, this is a deck, this is a one-pager, etc.
272 00:27:29.580 ⇒ 00:27:48.950 Hannah Wang: Eventually, adding, like, the industry, this is probably more useful for case studies. So, like, oh, this is a AI ecomm case study, this is a SaaS data case study. Obviously these tags, you can select multiple at once, and then it just gets narrower, like, the results.
273 00:27:49.100 ⇒ 00:27:58.740 Hannah Wang: And then, having, like, an other tag, because… There’s, like, Notion pages for…
274 00:27:59.310 ⇒ 00:28:10.290 Hannah Wang: like, partner stuff that we do, that we send to partners, so just adding that tag. I think this would be more for me, but these three definitely would be helpful for the sales team.
275 00:28:10.490 ⇒ 00:28:15.559 Hannah Wang: So yeah, having tags and then being able to, like, toggle
276 00:28:15.720 ⇒ 00:28:20.830 Hannah Wang: somewhere, like, oh, I want an AI case study, and then it just shows you the AI case studies.
277 00:28:21.150 ⇒ 00:28:24.570 Hannah Wang: So that’s kind of my new proposed structure.
278 00:28:25.720 ⇒ 00:28:44.880 Hannah Wang: Another thing I was thinking is changing the name of the file, so right now it’s just the URL, like, name, but I feel like it’s kind of hard to read, so I would probably change it to just Capability Stick, or General Services one-pager, or something like that, and not having all the underscores.
279 00:28:46.220 ⇒ 00:28:53.300 Hannah Wang: And then on top of that, adding, like, 3 more columns, so I guess the first column would be…
280 00:28:53.430 ⇒ 00:28:54.610 Hannah Wang: the title.
281 00:28:54.770 ⇒ 00:29:08.019 Hannah Wang: might be redundant to the name of the file, but whatever. So having the title, and then having a description, and what this description is, is, like, in some of Robert’s follow-up emails.
282 00:29:08.510 ⇒ 00:29:13.380 Hannah Wang: In some of Utam’s follow-up emails, I do something like.
283 00:29:13.510 ⇒ 00:29:18.519 Hannah Wang: Oh, AI capabilities stick, and that’s hyperlinked, and then I do, like, a…
284 00:29:19.710 ⇒ 00:29:30.440 Hannah Wang: I’m like, oh, AI capabilities deck, hyphen, this deck, like, etc. Blah blah blah blah. And it’s just, like, a small blurb that we can…
285 00:29:30.660 ⇒ 00:29:34.080 Hannah Wang: Put, so that the league knows what the after is.
286 00:29:34.150 ⇒ 00:29:36.039 Hannah Wang: So, for example, like.
287 00:29:36.070 ⇒ 00:29:45.449 Hannah Wang: Oh, general services. This is an overview of what we do and the services we offer. So, this is kind of the description you want to use in emails and messages.
288 00:29:45.450 ⇒ 00:29:57.329 Hannah Wang: Like, even for case studies, like, if you just put, oh, this is an… this is a automating account-based marketing campaign case study, like, that’s not very descriptive. So you would put this description next to it.
289 00:29:57.880 ⇒ 00:30:07.719 Hannah Wang: So that’s the second column, and then maybe the third column is, like, a what is this column? And that’s more so for you. So it’s, like, a description on what
290 00:30:07.950 ⇒ 00:30:09.030 Hannah Wang: It is.
291 00:30:09.130 ⇒ 00:30:12.059 Hannah Wang: So you know what it is.
292 00:30:12.560 ⇒ 00:30:29.660 Hannah Wang: Yeah, so that’s kind of the three more cons I would add, and I would probably take out the size of the file and the folder. I would keep the hits, because I would probably sort the all by greatest number of hits to least.
293 00:30:29.830 ⇒ 00:30:37.550 Hannah Wang: Just so you know what we use the most, and then I would keep the actions. So, copy… this is the copy link action.
294 00:30:37.650 ⇒ 00:30:45.329 Hannah Wang: And then… Yeah, so that’s kind of the proposed
295 00:30:46.030 ⇒ 00:30:53.999 Hannah Wang: change that I would make to this… site. And…
296 00:30:54.490 ⇒ 00:30:58.249 Hannah Wang: Last thing, because I know I’m word-vomiting on you, but…
297 00:30:59.170 ⇒ 00:31:03.680 Hannah Wang: The sales asset notion doc was what we were using before
298 00:31:03.890 ⇒ 00:31:08.069 Hannah Wang: this platform was built. So that’s why there’s a lot more
299 00:31:08.350 ⇒ 00:31:15.220 Hannah Wang: fields filled out, because this is what I used to help me draft the emails. So I would just, like.
300 00:31:15.390 ⇒ 00:31:27.909 Hannah Wang: if it’s an AI client, I would… and I would try to think through, okay, what… what would be helpful for them? And I would probably attach, like, the deep dive of their… our AI services, so I just, like, copy-paste these into the email.
301 00:31:27.970 ⇒ 00:31:44.690 Hannah Wang: So this is why this is fleshed out more, because I was working on this before this happened, and obviously this one doesn’t have the title and description, and I asked the AI team to make it, but I think it’s in their backlog, but I’m gonna press on them more to bring this into their sprint.
302 00:31:45.310 ⇒ 00:32:01.880 Hannah Wang: So yeah, is there anything else that would be helpful for you? Because I know, for me, it’s a little bit easier, because I’ve been doing this since, like, I don’t know, June or something, so I kind of know, like.
303 00:32:02.110 ⇒ 00:32:14.040 Hannah Wang: I guess, what we attach and stuff, but for you, like, you’re gonna be looking at this probably for the first time and starting to apply it to follow-up emails, so anything else besides
304 00:32:14.140 ⇒ 00:32:24.439 Hannah Wang: the stuff I rambled about. If that would be anything else that would be helpful, let me know, because I want to help you and Robert and the rest of the team.
305 00:32:24.600 ⇒ 00:32:30.949 Hannah Wang: Find things easily, and not have to scroll a ton.
306 00:32:31.440 ⇒ 00:32:38.780 Justina Spinn: Yeah, no, I mean, all of that sounds like… like you… dude, it’s gonna be a lot easier.
307 00:32:38.780 ⇒ 00:32:39.290 Hannah Wang: Okay.
308 00:32:39.290 ⇒ 00:32:44.460 Justina Spinn: I think that I can definitely give you, like, more feedback after, like, that stuff is set up, and then.
309 00:32:44.460 ⇒ 00:32:44.920 Hannah Wang: Totally.
310 00:32:44.920 ⇒ 00:32:48.700 Justina Spinn: you know, like, I start actually using it, but, you know, yeah.
311 00:32:48.700 ⇒ 00:32:50.650 Hannah Wang: Totally. I think that’s a great start.
312 00:32:51.210 ⇒ 00:32:52.020 Hannah Wang: Sweet.
313 00:32:52.130 ⇒ 00:33:04.120 Hannah Wang: So yeah, like, any follow-up things that they ask you to do? Where is the sales?
314 00:33:04.510 ⇒ 00:33:08.350 Hannah Wang: Yeah, anytime they’re like, oh.
315 00:33:08.640 ⇒ 00:33:14.680 Hannah Wang: Well, it’s… again, it depends on the stage that they’re in, but… You can kinda check…
316 00:33:15.410 ⇒ 00:33:29.390 Hannah Wang: like, their previous threads and see how they did it. I’m sure you’ve looked at their emails before already, but it’s been a while since I’ve done sales follow-ups specifically, just because I…
317 00:33:29.580 ⇒ 00:33:33.929 Hannah Wang: I was just helping out, I’m not, like, a salesperson, so…
318 00:33:34.140 ⇒ 00:33:39.350 Hannah Wang: It’s been a while since I’ve looked at this, but… Let’s see…
319 00:33:45.130 ⇒ 00:33:46.580 Hannah Wang: Do-do-do…
320 00:33:48.360 ⇒ 00:33:57.190 Hannah Wang: Yeah, this is more technical. It’s okay. I’m just… I’m struggling to remember what follow-up emails I helped them with, like, what our past leads were, but anyway.
321 00:33:57.530 ⇒ 00:34:03.219 Hannah Wang: Yeah, I will get the AI team to… Implement this, and then…
322 00:34:03.770 ⇒ 00:34:06.479 Hannah Wang: Have you test it out and see how it goes.
323 00:34:07.900 ⇒ 00:34:17.259 Hannah Wang: Yeah, so that’s what I wanted to talk about. And then I think the last thing is probably just our Slack messages about the stuff Robert sent you.
324 00:34:17.510 ⇒ 00:34:25.420 Hannah Wang: does that all kind of make sense? Like, let me know if… If there’s something that’s not…
325 00:34:25.420 ⇒ 00:34:26.380 Justina Spinn: Yeah.
326 00:34:26.380 ⇒ 00:34:27.420 Hannah Wang: Clear.
327 00:34:35.290 ⇒ 00:34:39.279 Hannah Wang: This is crazy. How does he keep track of all this? I don’t know.
328 00:34:39.489 ⇒ 00:34:51.009 Justina Spinn: Yeah, I don’t know. And him trying to tell me things, I’m like, I don’t know what you’re trying to say to me right now. Yeah. Like, this is great, it works in your brain, but…
329 00:34:51.010 ⇒ 00:34:51.880 Hannah Wang: No, no.
330 00:34:57.529 ⇒ 00:35:02.209 Justina Spinn: I don’t know. I honestly haven’t even gotten a chance to read through this, because I was meeting with him whenever he sent off.
331 00:35:02.210 ⇒ 00:35:02.620 Hannah Wang: Oh.
332 00:35:03.790 ⇒ 00:35:06.389 Hannah Wang: I can just, like, walk you through it, then.
333 00:35:06.390 ⇒ 00:35:07.100 Justina Spinn: Okay.
334 00:35:07.460 ⇒ 00:35:11.380 Hannah Wang: Yeah, so I think you got the CES Stuff.
335 00:35:11.380 ⇒ 00:35:15.940 Justina Spinn: Yes, all of those are… yeah, we’re good on those. Okay.
336 00:35:19.060 ⇒ 00:35:26.169 Justina Spinn: then he wants some leads added into HubSpot if they don’t exist already, but then, yeah, I need help scraping the emails.
337 00:35:26.170 ⇒ 00:35:26.520 Hannah Wang: Yep.
338 00:35:27.070 ⇒ 00:35:38.050 Justina Spinn: Okay, so I can’t really do much with those now. Don’t get emailed,
339 00:35:39.810 ⇒ 00:35:47.129 Justina Spinn: And then circle back in HubSpot, like, I can do that, but again, if they don’t exist in HubSpot, then I need emails…
340 00:35:49.830 ⇒ 00:35:56.370 Justina Spinn: Yeah, and then lead and partner. I mean, is… is LEED just like we…
341 00:35:56.600 ⇒ 00:35:59.809 Justina Spinn: Haven’t worked with them yet, and then partners were working with them?
342 00:35:59.970 ⇒ 00:36:15.950 Hannah Wang: Oh, so lead is more for sales, so any sales lead. Partner is more so… like, have you… do you know… like, when I… when we talk about partnerships, like, do you know what that means? It’s okay if you don’t, but just want to know, like, where your understanding is.
343 00:36:15.950 ⇒ 00:36:24.219 Justina Spinn: I think… I feel like there’s a lot of terminology that’s, like, used, differently, at different places. Totally.
344 00:36:24.620 ⇒ 00:36:32.000 Hannah Wang: Yeah, dude, when I… when I first was like, what the heck is a partner, what the heck is a lead? Like, I have no idea, so…
345 00:36:32.000 ⇒ 00:36:36.830 Justina Spinn: Like, literally even between, like, just using HubSpot and Salesforce, those are…
346 00:36:36.830 ⇒ 00:36:37.830 Hannah Wang: No!
347 00:36:37.830 ⇒ 00:36:41.660 Justina Spinn: And so I’m like, okay, what is a lead to you guys? What is a partner to you?
348 00:36:43.480 ⇒ 00:36:54.930 Hannah Wang: Oh, oh boy. Okay, yeah, so a lead for us is just any sales. Like, anyone that we’re trying to sell to that’s not a current client, that’s a lead.
349 00:36:54.930 ⇒ 00:36:55.480 Justina Spinn: Okay.
350 00:36:55.610 ⇒ 00:37:04.629 Hannah Wang: And a partner is different, so we’re not exactly selling… we’re not selling to partners, we’re collaborating with partners, so it’s, like…
351 00:37:04.770 ⇒ 00:37:10.990 Hannah Wang: For Shop Talk, for example, the conference in Chicago, like, we hosted the spot events.
352 00:37:11.190 ⇒ 00:37:22.859 Hannah Wang: With Glimpse. Glimpse is another company, they’re, like, a SaaS company, but we’re, like, working with them to get leads and also, like, exchange leads and…
353 00:37:22.860 ⇒ 00:37:32.859 Hannah Wang: yeah, just partnering with them, literally a partner, versus, like, we’re not trying to sell our services to this company. So that’s what partner…
354 00:37:32.900 ⇒ 00:37:52.189 Hannah Wang: partnership is, like, when we talk about partners, partnership, it’s just people… we’re not selling to these people, we are working with them to get more leads, like sales leads, basically. So, maybe another example I can give is CorralData. They’re also another SaaS company,
355 00:37:52.670 ⇒ 00:37:55.200 Hannah Wang: But, they…
356 00:37:55.490 ⇒ 00:38:08.760 Hannah Wang: they’re purely SaaS. They don’t offer services like we do, so our hope is that we can partner with CorralData, because CorralData, we hopped on a call with them a couple months ago, and they said.
357 00:38:08.810 ⇒ 00:38:16.690 Hannah Wang: that, yeah, people use their platform, but they also get a lot of, like, questions about, oh, how do I, like.
358 00:38:17.360 ⇒ 00:38:36.620 Hannah Wang: make this compliant with this law, and like, how do I implement it so that it is compliant? And, like I said, Corral doesn’t do any implementation services, so that’s where we would come in as Brainforge. Like, Corral, if they have a client, and the client’s like, hey, help me implement this.
359 00:38:36.690 ⇒ 00:38:48.100 Hannah Wang: Corral would be like, oh, actually, we don’t implement this, but we know who does, Brainforge, and they would refer that lead to us. So it’s just… yeah.
360 00:38:48.320 ⇒ 00:39:00.640 Hannah Wang: literally partnering to exchange leads and, like, work with them to pass leads to each other. Does that make more sense? About, like, distinction between partner and spare?
361 00:39:00.810 ⇒ 00:39:01.789 Hannah Wang: Our partner and lead.
362 00:39:01.790 ⇒ 00:39:05.109 Justina Spinn: I… I do think that that’s important, then, to have.
363 00:39:05.110 ⇒ 00:39:06.450 Hannah Wang: Okay. Yeah, totally.
364 00:39:06.450 ⇒ 00:39:16.900 Justina Spinn: in HubSpot, so I may… I’m gonna make a property on companies that’s literally just, like, a checkbox that says, like, partner company.
365 00:39:18.010 ⇒ 00:39:19.240 Hannah Wang: Yeah, I…
366 00:39:19.240 ⇒ 00:39:19.710 Justina Spinn: Yay.
367 00:39:20.520 ⇒ 00:39:27.460 Hannah Wang: I also know, like, I don’t know if this view was deleted by someone.
368 00:39:27.720 ⇒ 00:39:34.840 Hannah Wang: it’s okay if it was, but I know our previous sales court, like, there was a partnership view.
369 00:39:35.300 ⇒ 00:39:43.749 Hannah Wang: I cannot seem to remember where it is, if it’s there at all anymore.
370 00:39:43.750 ⇒ 00:39:46.030 Justina Spinn: On HubSpot, or somewhere else?
371 00:39:46.640 ⇒ 00:39:51.950 Hannah Wang: like… there was a view on HubSpot of just our partners.
372 00:39:52.140 ⇒ 00:39:52.630 Justina Spinn: Okay.
373 00:39:52.630 ⇒ 00:39:54.390 Hannah Wang: And…
374 00:39:55.130 ⇒ 00:40:07.270 Hannah Wang: this was the debate of, like, oh, it was initially in Notion, but you want me to move it to HubSpot? But now they’re like, oh, just track it wherever it makes sense for you, so that’s why I track it in
375 00:40:07.630 ⇒ 00:40:11.099 Hannah Wang: this Google Sheet.
376 00:40:11.240 ⇒ 00:40:17.910 Hannah Wang: And they’re like, okay, if that works for you, that works for you, but I think if you’re gonna end up adding, like, a partner field.
377 00:40:19.200 ⇒ 00:40:28.399 Hannah Wang: which it seems like we should. I might migrate over there eventually. Oh, let me see.
378 00:40:28.660 ⇒ 00:40:38.770 Hannah Wang: So this link… Yes, so if you look up Glimpse AI, They’re under circled back.
379 00:40:39.220 ⇒ 00:40:43.260 Hannah Wang: Let me try to find another partner. Let’s see, Fresh Paint.
380 00:40:44.590 ⇒ 00:40:48.900 Hannah Wang: Oh yeah, so there’s, like, a partnerships pipeline.
381 00:40:49.200 ⇒ 00:40:49.670 Justina Spinn: Hmm…
382 00:40:49.670 ⇒ 00:40:58.950 Hannah Wang: I don’t know where to find that, but that was there. But I don’t really use HubSpot anymore, so you can kind of do with it whatever you want.
383 00:40:59.060 ⇒ 00:41:03.180 Hannah Wang: It doesn’t… it wouldn’t… it won’t affect me, because I don’t use it.
384 00:41:03.300 ⇒ 00:41:05.200 Hannah Wang: to keep of stuff.
385 00:41:05.900 ⇒ 00:41:06.680 Hannah Wang: Yeah.
386 00:41:07.630 ⇒ 00:41:11.230 Justina Spinn: Like, what were those deals being used for, then? Like…
387 00:41:11.840 ⇒ 00:41:19.360 Justina Spinn: Are we, like… so, like, if we’re, like, a partner with them, are we, like, a partner with them for, like, a period of time, or are they, like, always our partner?
388 00:41:20.220 ⇒ 00:41:28.189 Hannah Wang: they’re always a partner, but whether or not we do work with them ebbs and flows. So, like.
389 00:41:28.490 ⇒ 00:41:31.370 Hannah Wang: You can see all of these partners here, like.
390 00:41:31.950 ⇒ 00:41:39.189 Hannah Wang: current week means, oh, should we focus on them for this current week, yes or no? And they’re no, because, like, they either…
391 00:41:39.650 ⇒ 00:41:51.549 Hannah Wang: they’re not responsive, or, like, there’s no, like, big event we can collaborate on, or stuff like that. So, it always ebbs and flows. Like, some partner might be dormant for, like.
392 00:41:51.550 ⇒ 00:42:00.220 Hannah Wang: 5 months, and then maybe next… some random month, like, an opportunity comes up, and they’re suddenly top of mind. So…
393 00:42:00.790 ⇒ 00:42:04.759 Hannah Wang: Long-winded way of saying, oh yeah, they will always be…
394 00:42:05.400 ⇒ 00:42:09.389 Hannah Wang: partners, because we signed, like, an NDA with them, and…
395 00:42:09.930 ⇒ 00:42:13.960 Hannah Wang: Yeah, but whether or not we work with them.
396 00:42:14.540 ⇒ 00:42:18.299 Hannah Wang: At any given week depends on…
397 00:42:19.050 ⇒ 00:42:23.040 Hannah Wang: circumstances, like… like what I mentioned, yeah.
398 00:42:24.760 ⇒ 00:42:27.010 Justina Spinn: Okay,
399 00:42:31.390 ⇒ 00:42:40.669 Justina Spinn: Like, I guess it’s just like… So, like, I just…
400 00:42:40.670 ⇒ 00:42:41.420 Hannah Wang: Yeah.
401 00:42:43.920 ⇒ 00:42:46.980 Hannah Wang: And you can think about this, too. I don’t… you don’t need to, like…
402 00:42:47.440 ⇒ 00:42:55.079 Hannah Wang: come up with the answer right now, but… yeah, like, for example, with partners, like, we do have email threads with them, too.
403 00:42:55.290 ⇒ 00:42:57.750 Hannah Wang: So I guess…
404 00:42:57.880 ⇒ 00:43:02.139 Justina Spinn: I don’t see why it needs to be… a deal, I guess?
405 00:43:02.140 ⇒ 00:43:03.000 Hannah Wang: Yeah, it doesn’t.
406 00:43:03.000 ⇒ 00:43:03.540 Justina Spinn: to be.
407 00:43:03.540 ⇒ 00:43:07.250 Hannah Wang: deal. I think our previous coordinator just did that, and
408 00:43:07.410 ⇒ 00:43:09.540 Hannah Wang: Utam and Robert don’t have very…
409 00:43:09.710 ⇒ 00:43:14.649 Hannah Wang: strong opinions about… about HubSpot, so…
410 00:43:15.250 ⇒ 00:43:21.120 Hannah Wang: Yeah. I also don’t think it should be a deal. Maybe it’s just, like, a lead.
411 00:43:21.700 ⇒ 00:43:22.650 Hannah Wang: And…
412 00:43:23.590 ⇒ 00:43:25.700 Justina Spinn: But, like, I… so, let me show you.
413 00:43:25.700 ⇒ 00:43:26.100 Hannah Wang: Earth.
414 00:43:26.100 ⇒ 00:43:32.365 Justina Spinn: So…
415 00:43:33.800 ⇒ 00:43:40.570 Justina Spinn: Okay, so… Like, I literally just made a company property…
416 00:43:41.650 ⇒ 00:43:48.569 Justina Spinn: For, like, the one that he sent me, a partner company, and then it’s just like, yes.
417 00:43:48.590 ⇒ 00:43:49.820 Hannah Wang: So that we can spill…
418 00:43:49.820 ⇒ 00:43:53.090 Justina Spinn: filter, and we can see…
419 00:43:53.980 ⇒ 00:43:59.090 Justina Spinn: Where did my company go? I just put that on branch, maybe I put it on something wrong.
420 00:44:04.240 ⇒ 00:44:06.030 Justina Spinn: Or maybe it didn’t save.
421 00:44:09.260 ⇒ 00:44:10.220 Justina Spinn: Weird.
422 00:44:10.860 ⇒ 00:44:17.219 Justina Spinn: Yeah. Oh, I think I only input Paul. I don’t think that I actually populated this, but… sorry.
423 00:44:17.220 ⇒ 00:44:18.020 Hannah Wang: You’re good.
424 00:44:18.320 ⇒ 00:44:25.070 Justina Spinn: So yeah, so, like, then if you go to partner companies, all of our partner companies would pull up here.
425 00:44:25.270 ⇒ 00:44:26.240 Hannah Wang: Mmm…
426 00:44:26.240 ⇒ 00:44:36.189 Justina Spinn: Since there’s, like… like, deals need to be, like, going through stages and stuff, and, like, maybe the process to get to a partnership is, like, stages? I don’t know.
427 00:44:36.740 ⇒ 00:44:42.170 Hannah Wang: Yeah, I think it’s a very similar pipeline as, like, sales.
428 00:44:42.400 ⇒ 00:44:46.580 Hannah Wang: Companies, cause there’s, like, a…
429 00:44:46.890 ⇒ 00:45:02.460 Hannah Wang: disco call, like, you hop on a call together to see if the partnership will even work, and then there’s, like, a period where you have to draft up, like, a proposal, which is, like, an NDA, and then, like, that has to be reviewed by each company.
430 00:45:02.590 ⇒ 00:45:04.250 Hannah Wang: And then after that.
431 00:45:04.560 ⇒ 00:45:13.580 Hannah Wang: if it’s signed, it’s, I guess, quote-unquote, the deal is won. Like, we won the partner, so we’re starting to work with them. So I do think…
432 00:45:13.860 ⇒ 00:45:32.109 Hannah Wang: it’s similar. Yeah, and those tiers… the tiers are basically, like, oh, Tier 1 is top of mind, like, we should be working with them right now. Tier 2 is, we’ll keep them in mind, and Tier 3 is, like, oh, low prio, like, we’re not thinking about them at all.
433 00:45:32.320 ⇒ 00:45:38.189 Hannah Wang: This is analogous to the notion
434 00:45:38.640 ⇒ 00:45:47.499 Hannah Wang: that we have for partners, so I will send that over in Slack, But basically, yeah.
435 00:45:47.620 ⇒ 00:45:55.020 Hannah Wang: everything that was in Notion was just migrated over to HubSpot. Like, so the tiers…
436 00:45:55.400 ⇒ 00:45:58.600 Hannah Wang: You can see that in Ocean.
437 00:46:00.070 ⇒ 00:46:02.340 Justina Spinn: Okay. Yeah.
438 00:46:02.860 ⇒ 00:46:13.830 Hannah Wang: So… Yeah, so I guess it is similar to, like, a sales deal, but, like, Kind of different, and…
439 00:46:15.100 ⇒ 00:46:18.540 Hannah Wang: Yeah… yeah.
440 00:46:20.160 ⇒ 00:46:28.640 Justina Spinn: Okay, so, like, Paul. He marked Paul as a part in… .
441 00:46:31.400 ⇒ 00:46:36.580 Hannah Wang: I see. So, Branch, I’m assuming, is, like, another agency, and…
442 00:46:37.070 ⇒ 00:46:43.169 Hannah Wang: this is kind of like a lead research. If we’re trying to compare it to, like, a sales pipeline, this is, like.
443 00:46:43.650 ⇒ 00:46:49.349 Hannah Wang: lead research stage, where we’re, like, scoping each other out, and then…
444 00:46:49.650 ⇒ 00:46:57.150 Justina Spinn: Like, if we’re keeping everything the way that it is, then I need to go into Branch and make them a deal under the partnership.
445 00:46:57.550 ⇒ 00:46:58.660 Justina Spinn: pipeline.
446 00:46:58.940 ⇒ 00:47:00.150 Hannah Wang: I see.
447 00:47:02.950 ⇒ 00:47:06.259 Justina Spinn: Which is fine, if that’s what we want to do.
448 00:47:08.320 ⇒ 00:47:13.920 Hannah Wang: It’s just, like, conf… Yeah, I guess it’s, like, a prospect? Yeah…
449 00:47:15.330 ⇒ 00:47:21.470 Justina Spinn: But, like, is… like, how is Robert tracking these? Because, like, they seemed like they were concerned with their…
450 00:47:23.360 ⇒ 00:47:31.530 Justina Spinn: The, you know, like, the sales pipeline, which I’ve, you know, makes sense.
451 00:47:34.860 ⇒ 00:47:38.920 Justina Spinn: So, yeah, I use… I don’t know.
452 00:47:38.920 ⇒ 00:47:39.810 Hannah Wang: Yeah…
453 00:47:40.130 ⇒ 00:47:48.239 Hannah Wang: And then… and then this is where, like, I come in, because, like I said, I was tracking stuff in the Google Sheet, but then if we’re gonna have…
454 00:47:49.290 ⇒ 00:47:51.220 Hannah Wang: everything in HubSpot.
455 00:47:51.360 ⇒ 00:47:56.330 Hannah Wang: I’m just like, I’m just gonna move back to HubSpot and use HubSpot to track it.
456 00:47:59.620 ⇒ 00:48:01.040 Justina Spinn: Yeah. Yeah.
457 00:48:01.300 ⇒ 00:48:07.180 Justina Spinn: I don’t really want to, like, change the way that things are done until I, like, actually fully understand everything, you know?
458 00:48:07.180 ⇒ 00:48:07.840 Hannah Wang: Like…
459 00:48:09.580 ⇒ 00:48:19.669 Hannah Wang: So how can I help you understand, like, I guess the partnership stuff? Like, I also have kind of limited knowledge, but I’m, like, the go-to partner person for some reason, because…
460 00:48:19.670 ⇒ 00:48:20.430 Justina Spinn: Because we don’t have enough.
461 00:48:20.430 ⇒ 00:48:22.179 Hannah Wang: people to help, and I’m like.
462 00:48:22.380 ⇒ 00:48:28.959 Hannah Wang: Okay, so, yeah, how can I help you understand, I guess, the flow
463 00:48:29.180 ⇒ 00:48:34.599 Hannah Wang: Of partnerships, and, like, what partners do, and, like, the different, yeah, stuff.
464 00:48:34.770 ⇒ 00:48:35.400 Hannah Wang: Both partners.
465 00:48:37.160 ⇒ 00:48:43.089 Justina Spinn: I don’t know. I don’t know that it’s, like, that this needs to be my top priority or anything.
466 00:48:43.090 ⇒ 00:48:43.440 Hannah Wang: Hmm.
467 00:48:43.440 ⇒ 00:48:45.130 Justina Spinn: I think, I guess just, like.
468 00:48:46.400 ⇒ 00:48:55.980 Justina Spinn: whenever Robert tells me to follow, like, to put in this partnership stuff, I’m just gonna make it in HubSpot, but my concern is, like, you knowing that, I guess.
469 00:48:55.980 ⇒ 00:48:57.040 Hannah Wang: Mmm.
470 00:48:57.040 ⇒ 00:48:59.930 Justina Spinn: how are you gonna know that I…
471 00:48:59.930 ⇒ 00:49:09.280 Hannah Wang: Yeah, because, I mean, I read through… oh yeah, because this was a DM. Right.
472 00:49:10.480 ⇒ 00:49:20.419 Hannah Wang: I guess you can just ping me, and then… oh, but this is Mixpanel. So Mixpanel, I already have in my Google Sheet.
473 00:49:20.420 ⇒ 00:49:21.380 Justina Spinn: Okay.
474 00:49:21.520 ⇒ 00:49:22.240 Hannah Wang: But…
475 00:49:27.940 ⇒ 00:49:30.780 Justina Spinn: Yeah, like, there’s no alignment. Right.
476 00:49:31.090 ⇒ 00:49:37.450 Justina Spinn: I don’t know, it’s also… whoever did this didn’t associate anything to these deals, like, it’s just like.
477 00:49:37.910 ⇒ 00:49:39.180 Justina Spinn: the deal!
478 00:49:39.420 ⇒ 00:49:39.830 Hannah Wang: Yeah.
479 00:49:39.830 ⇒ 00:49:45.149 Justina Spinn: Where does it belong? So maybe mixed panel’s already in here?
480 00:49:45.390 ⇒ 00:49:47.310 Justina Spinn: It is, it’s just not associated anymore.
481 00:49:48.660 ⇒ 00:49:52.010 Justina Spinn: See, there’s nothing over here, and how is that helpful to anybody?
482 00:49:52.010 ⇒ 00:49:52.889 Hannah Wang: Yeah, right.
483 00:49:55.900 ⇒ 00:50:02.969 Justina Spinn: So yeah, like, now we have, like, a contact, and we have a company, and that’s…
484 00:50:04.070 ⇒ 00:50:11.139 Justina Spinn: So, like, now, whenever we’re emailing Mike, or anybody with this domain, it would come into here.
485 00:50:11.140 ⇒ 00:50:12.000 Hannah Wang: Mmm.
486 00:50:12.450 ⇒ 00:50:13.340 Hannah Wang: Okay.
487 00:50:13.340 ⇒ 00:50:21.329 Justina Spinn: So yeah, like, if you look… just so you have an idea of, like, what I’m… like, why I’m saying that this is… yuck.
488 00:50:21.330 ⇒ 00:50:27.930 Hannah Wang: If you look at this column right here, there’s, like, Right.
489 00:50:27.930 ⇒ 00:50:30.420 Justina Spinn: There’s, like, 4 that,
490 00:50:31.030 ⇒ 00:50:43.409 Justina Spinn: I don’t know, maybe there’s 76 total, like, I’m gonna have to go through those and, like, at some point clean that up, because that’s just, like… there’s no point having… Yeah. Having just a blank deal with nothing seen.
491 00:50:43.410 ⇒ 00:50:43.870 Hannah Wang: Right.
492 00:50:43.870 ⇒ 00:50:48.170 Justina Spinn: being low, like, yeah. So,
493 00:50:49.100 ⇒ 00:51:01.920 Justina Spinn: Yeah, who’s the other person? Matt was the other one. So it was MixPanel, and then, Branch, I.O, and then whoever this Matt guy is, let’s see where Matt is at.
494 00:51:02.460 ⇒ 00:51:06.500 Justina Spinn: Just so that you have this on your spreadsheet, we make sure you have it. Is it FlexPro?
495 00:51:07.560 ⇒ 00:51:08.200 Justina Spinn: What’s his…
496 00:51:08.200 ⇒ 00:51:10.290 Hannah Wang: She looks like it.
497 00:51:10.290 ⇒ 00:51:12.190 Justina Spinn: operators…
498 00:51:14.180 ⇒ 00:51:15.980 Hannah Wang: There’s… he’s in two companies.
499 00:51:16.150 ⇒ 00:51:18.250 Hannah Wang: Probably FlexPro?
500 00:51:18.370 ⇒ 00:51:21.370 Justina Spinn: Ahead of growth. Maybe what the message said.
501 00:51:21.370 ⇒ 00:51:22.150 Hannah Wang: Ew.
502 00:51:22.750 ⇒ 00:51:26.980 Justina Spinn: Do you think there’s another way for us to support you with Data AI and FlexPro?
503 00:51:29.690 ⇒ 00:51:32.069 Hannah Wang: But I’m like… Is this a sale?
504 00:51:32.070 ⇒ 00:51:36.870 Justina Spinn: That’s exactly what I was just thinking, like, that sounds like a sale, not…
505 00:51:37.240 ⇒ 00:51:41.069 Hannah Wang: Let me read through the… thread messages as…
506 00:51:42.330 ⇒ 00:51:43.420 Justina Spinn: Hmm…
507 00:51:43.420 ⇒ 00:51:44.510 Hannah Wang: Matt…
508 00:51:47.530 ⇒ 00:51:48.820 Hannah Wang: Let me run low.
509 00:51:49.240 ⇒ 00:51:59.870 Hannah Wang: So… Oh, I see, they connected a while ago, and then… L.A.
510 00:52:12.610 ⇒ 00:52:19.469 Hannah Wang: Pretty sure this is a sale, not a partner, maybe? Let me see.
511 00:52:26.760 ⇒ 00:52:30.809 Hannah Wang: I think he saw the word partnered in…
512 00:52:31.150 ⇒ 00:52:34.569 Justina Spinn: Hmm… should I ask him, or should I just make a deal?
513 00:52:35.090 ⇒ 00:52:44.200 Hannah Wang: Maybe you can clarify with him, because this feels like… a sale.
514 00:52:46.840 ⇒ 00:52:51.319 Hannah Wang: Yeah, he can follow up with him about it.
515 00:53:26.320 ⇒ 00:53:33.460 Justina Spinn: Okay, I will ask him. Jeez, I feel like I literally got nothing done, supposed to be done right now.
516 00:53:34.110 ⇒ 00:53:35.130 Hannah Wang: Oh, you’re good.
517 00:53:35.280 ⇒ 00:53:45.590 Hannah Wang: No, this is… this is clarifying… us clarifying things, and also us working together, because I think… yeah, I think sales and partnership, like.
518 00:53:46.170 ⇒ 00:53:50.159 Hannah Wang: I don’t know, they should just all be in HubSpot, I think, but…
519 00:53:54.310 ⇒ 00:54:02.479 Hannah Wang: How about… yeah, how about you just keep adding your stuff, like, both partner and sales, to…
520 00:54:02.780 ⇒ 00:54:11.150 Hannah Wang: HubSpot, and then I’ll keep tracking my partner stuff in my Google Sheet, and then eventually, like, at one point, if it makes sense to consolidate.
521 00:54:11.310 ⇒ 00:54:15.700 Hannah Wang: We’ll consolidate, and we’ll just keep, like, Talking.
522 00:54:15.830 ⇒ 00:54:21.309 Hannah Wang: on, like, clarifying on Monday, and then we can have, like, a sync Wednesday or Friday, and then we can…
523 00:54:21.470 ⇒ 00:54:25.469 Hannah Wang: kind of consolidate everything, if necessary.
524 00:54:26.420 ⇒ 00:54:35.330 Hannah Wang: But yeah, yeah, we’re just tracking everything everywhere, and… It’s confusing, so…
525 00:54:37.340 ⇒ 00:54:44.849 Hannah Wang: Yeah, you can focus on your sales stuff for now, because I think there’s probably more sales, like, follow-up.
526 00:54:45.080 ⇒ 00:54:54.350 Hannah Wang: action items for Robert than there is, like, partner stuff, I think. Like, I didn’t see too many Ps in that list of.
527 00:54:54.920 ⇒ 00:54:55.870 Justina Spinn: Yeah, I think that.
528 00:54:55.870 ⇒ 00:54:59.130 Hannah Wang: Yeah. There’s just 3Ps, yeah. So…
529 00:54:59.660 ⇒ 00:55:13.760 Hannah Wang: Yeah, and then if, like, Robert DMs you any partner stuff, just, like, let me know. We can, like, copy over the message to me, and then I can update my sheet, and then, yeah, like I said later, we can consolidate if necessary.
530 00:55:14.160 ⇒ 00:55:16.930 Hannah Wang: But okay.
531 00:55:17.300 ⇒ 00:55:21.820 Hannah Wang: Thanks for staying on this call and listening to me blab, basically. Hopefully it’s, like.
532 00:55:22.580 ⇒ 00:55:26.189 Hannah Wang: Hopefully you’re getting the hang of it, and then, yeah, I’ll keep, like.
533 00:55:26.760 ⇒ 00:55:32.269 Hannah Wang: We can keep… you can keep asking me questions, as you ramp up more.
534 00:55:32.460 ⇒ 00:55:38.890 Hannah Wang: Is there any other question you have? Like, anything else that’s confusing that I can help you with?
535 00:55:40.620 ⇒ 00:55:47.110 Justina Spinn: Mmm… No, I don’t think so. My brain’s on overload.
536 00:55:47.110 ⇒ 00:55:48.550 Hannah Wang: I’m… I’m sure.
537 00:55:50.650 ⇒ 00:55:52.549 Justina Spinn: Okay, I appreciate ya.
538 00:55:52.710 ⇒ 00:56:00.590 Hannah Wang: Yeah, and I don’t know, like, about the follow-up, or the mutual intro stuff, like, I know you probably haven’t…
539 00:56:00.730 ⇒ 00:56:10.010 Hannah Wang: had time to work on it, but I don’t know, like, what Robert… like, is he approving any of them, or are you just adding on to that sheet for now?
540 00:56:10.290 ⇒ 00:56:12.470 Justina Spinn: I’m just adding on…
541 00:56:12.470 ⇒ 00:56:13.120 Hannah Wang: Okay.
542 00:56:13.320 ⇒ 00:56:18.059 Hannah Wang: Maybe you can ping him, be like, I have some, can you check? And then…
543 00:56:18.060 ⇒ 00:56:18.520 Justina Spinn: Yeah.
544 00:56:18.520 ⇒ 00:56:21.799 Hannah Wang: Just, like, let him know that you’ve been working on it, or something.
545 00:56:22.380 ⇒ 00:56:24.739 Justina Spinn: Yeah, okay,
546 00:56:25.600 ⇒ 00:56:30.320 Justina Spinn: Yeah, I mean, I didn’t get any on Wednesday, and I didn’t get any yesterday, because I wasn’t on.
547 00:56:30.320 ⇒ 00:56:30.890 Hannah Wang: Right.
548 00:56:30.890 ⇒ 00:56:41.679 Justina Spinn: I haven’t gotten any today, because I’ve been trying to figure out what everything… I feel like I’ve been going round and round and round in circles today, and I literally have been working since 8am, and I’ve gotten nothing done, so this is really.
549 00:56:41.680 ⇒ 00:56:42.030 Hannah Wang: I…
550 00:56:42.030 ⇒ 00:56:42.640 Justina Spinn: It sucks.
551 00:56:42.640 ⇒ 00:56:44.759 Hannah Wang: Some days are like that. I’m just like.
552 00:56:44.760 ⇒ 00:56:45.510 Justina Spinn: Really frustrated.
553 00:56:45.510 ⇒ 00:56:46.640 Hannah Wang: I do. Yeah.
554 00:56:46.640 ⇒ 00:56:50.260 Justina Spinn: How do I write in updates?
555 00:56:50.760 ⇒ 00:56:59.250 Justina Spinn: just… just update, like, literally everything you did. Like, oh, I talked with Hannah about, like, partner stuff, and we have a bunch of questions for you on Monday.
556 00:56:59.250 ⇒ 00:57:12.740 Hannah Wang: You can list out the questions and be like, oh, we can talk about this on Monday if that’s easier. You can… yeah, literally, because you spent basically an hour with me, so, like, log that to them and just…
557 00:57:12.790 ⇒ 00:57:22.409 Hannah Wang: just be like, hey, I met up with Hannah, like, I didn’t get a lot of other stuff done, because I was talking with her and learning about all this, and like, we have a bunch of questions for you, and…
558 00:57:22.640 ⇒ 00:57:35.449 Hannah Wang: blah, blah, blah. So, as long as they know, like, you’re working with me, or with Ryan, and you’re, like… because I… I trust that, like, I feel like you’re doing a good job, and you’re, like, trying to learn everything, and…
559 00:57:35.570 ⇒ 00:57:49.889 Hannah Wang: sometimes, like, there’s gonna be no output, because you’re just, like, trying to learn and ingest stuff, so you could… you can totally just tell them that and be like, yeah, I was learning a lot, or something, so…
560 00:57:50.130 ⇒ 00:57:57.490 Hannah Wang: Yeah, don’t sweat it. Yeah, and then I guess to help you with prioritization, I think
561 00:57:58.280 ⇒ 00:58:08.849 Hannah Wang: I think adding stuff to HubSpot is not, like, super urgent all the time. Like, I think it is important, but I… it’s mostly just for
562 00:58:09.200 ⇒ 00:58:15.749 Hannah Wang: tracking, I guess? So… Like, I get… maybe… like, you don’t have to…
563 00:58:16.370 ⇒ 00:58:19.219 Hannah Wang: Maybe you can do, like, half of the import?
564 00:58:19.340 ⇒ 00:58:21.090 Hannah Wang: from Robert’s messages.
565 00:58:21.670 ⇒ 00:58:38.459 Hannah Wang: today, and then you can do, like, 5 mutual intros today, and, like, split your time there. Because I do think, like, the mutual intro stuff… I know Robert has been, like, harping on it since our previous sales coordinator, too.
566 00:58:38.650 ⇒ 00:58:39.710 Hannah Wang: So…
567 00:58:39.900 ⇒ 00:58:45.969 Hannah Wang: I feel like that’s still probably top of mind for him, so even if you can’t get 10, maybe just put, like.
568 00:58:46.490 ⇒ 00:58:58.849 Hannah Wang: 3 to 5, and be like, oh, I only had time to add this number, and the other time today I was spent trying to import stuff to HubSpot, we’ll continue this on Monday, or something.
569 00:58:59.570 ⇒ 00:59:04.629 Hannah Wang: I think they’re pretty gracious, like, they don’t… they just want to see you…
570 00:59:05.090 ⇒ 00:59:14.109 Hannah Wang: try something, and it’s okay if it’s wrong, it’s okay if you, like, send a message that’s not right, because you can always delete it on LinkedIn.
571 00:59:14.240 ⇒ 00:59:21.710 Hannah Wang: So, yeah, I think they’re… they’re more gracious than I think they probably sound sometimes, so…
572 00:59:22.100 ⇒ 00:59:25.949 Hannah Wang: They just want to see you try. So yeah, just…
573 00:59:26.260 ⇒ 00:59:34.109 Hannah Wang: thought I’d share that, because I… I know it can seem intense, and they’re, like, feels like they’re expecting you to do all this stuff.
574 00:59:34.550 ⇒ 00:59:37.330 Hannah Wang: All the time, immediately, but…
575 00:59:37.490 ⇒ 00:59:45.569 Hannah Wang: yeah, there’s, like, a list of prioritization, and you can even ask them, like, oh, which one should I prioritize now? And they’ll, like, tell you,
576 00:59:46.200 ⇒ 00:59:48.490 Hannah Wang: So anyway, that’s my spiel.
577 00:59:48.490 ⇒ 00:59:53.970 Justina Spinn: I mean, I… I have 40 leads on there right now that he hasn’t looked at.
578 00:59:53.970 ⇒ 00:59:54.490 Hannah Wang: Yeah.
579 00:59:54.490 ⇒ 00:59:58.659 Justina Spinn: So, like, that’s kind of a hard thing to feel like that’s top of mind, because he’s not.
580 00:59:58.660 ⇒ 00:59:59.280 Hannah Wang: Totally.
581 00:59:59.280 ⇒ 01:00:06.709 Justina Spinn: giving me any feedback on them, and he’s only given me feedback on one round of them, and I’m like, okay, that’s not… you can’t learn off of one…
582 01:00:07.010 ⇒ 01:00:07.900 Hannah Wang: Totally.
583 01:00:08.130 ⇒ 01:00:09.319 Justina Spinn: So that’s.
584 01:00:09.320 ⇒ 01:00:21.320 Hannah Wang: keep sending him messages. Be like, hey, there’s still 40, can I have feedback? Hey, there’s still 40, can I have feedback? Just every… every time you give an update, just be like, oh, friendly reminder, still have this.
585 01:00:21.420 ⇒ 01:00:39.350 Hannah Wang: Because I think they just have so much going on. And also, Robert was in conferences back-to-back, so that’s probably taking up the bulk of his energy. But yeah, I, like, I literally spam them. Like, you’re not in the… I don’t think you’re in the design channel, but I’m, like.
586 01:00:39.520 ⇒ 01:00:49.069 Hannah Wang: there’s, like, a bunch of case studies that I made for this week and last week, and every other day, basically, I was like, Utam, at UTAM, bump, at UTAM, bump.
587 01:00:50.230 ⇒ 01:00:53.239 Hannah Wang: And they don’t… at least Utam doesn’t mind that.
588 01:00:53.240 ⇒ 01:00:57.709 Justina Spinn: Yeah, I asked you, Tom, about that yesterday, because I was like, I’ve pinged you, like, 4 times on.
589 01:00:57.710 ⇒ 01:00:58.250 Hannah Wang: Yeah.
590 01:00:58.250 ⇒ 01:01:01.969 Justina Spinn: And you haven’t done anything. Yeah.
591 01:01:01.970 ⇒ 01:01:05.159 Hannah Wang: And you probably said, oh, just keep doing that, I’ll get to it, right?
592 01:01:05.160 ⇒ 01:01:06.740 Justina Spinn: Yeah, that’s exactly what he said.
593 01:01:06.740 ⇒ 01:01:11.520 Hannah Wang: Yeah, exactly. And I think Robert is a similar,
594 01:01:11.760 ⇒ 01:01:15.289 Hannah Wang: So yeah, just keep doing that, because that’s what I do.
595 01:01:16.860 ⇒ 01:01:17.560 Hannah Wang: Okay.
596 01:01:17.560 ⇒ 01:01:18.170 Justina Spinn: iron.
597 01:01:18.170 ⇒ 01:01:23.750 Hannah Wang: Yeah, let me know if you have any other questions, and, happy, happy weekend.
598 01:01:23.960 ⇒ 01:01:25.189 Justina Spinn: Thanks, you too. Bye.
599 01:01:25.190 ⇒ 01:01:25.880 Hannah Wang: Alright, bye.