Meeting Title: GTM Planning + Kickoff Date: 2025-10-06 Meeting participants: Transkriptor, Rico Rejoso, Hannah Wang, Ryan Brosas, Robert Tseng, Uttam Kumaran
WEBVTT
1 00:06:02.080 ⇒ 00:06:03.000 Ryan Brosas: Hey, guys.
2 00:06:04.870 ⇒ 00:06:05.600 Rico Rejoso: Hell yeah.
3 00:07:17.410 ⇒ 00:07:18.470 Robert Tseng: Hello.
4 00:07:19.830 ⇒ 00:07:22.590 Robert Tseng: Hello. What is this transcriptor?
5 00:07:24.550 ⇒ 00:07:25.939 Uttam Kumaran: I have no idea.
6 00:07:26.730 ⇒ 00:07:27.890 Robert Tseng: Who’s using this?
7 00:07:30.140 ⇒ 00:07:31.669 Rico Rejoso: Not sure…
8 00:07:34.650 ⇒ 00:07:35.860 Uttam Kumaran: Anyone here?
9 00:07:36.920 ⇒ 00:07:37.850 Robert Tseng: Alright, he’s out.
10 00:07:37.850 ⇒ 00:07:39.960 Ryan Brosas: Not… not mine.
11 00:07:41.530 ⇒ 00:07:42.499 Robert Tseng: That was yours?
12 00:07:43.330 ⇒ 00:07:44.520 Ryan Brosas: Nope.
13 00:07:44.520 ⇒ 00:07:45.370 Robert Tseng: Oh, okay.
14 00:07:46.120 ⇒ 00:07:46.850 Robert Tseng: The heck?
15 00:07:48.270 ⇒ 00:07:50.219 Uttam Kumaran: Maybe it was Justina, I don’t know.
16 00:07:50.560 ⇒ 00:07:53.030 Robert Tseng: I don’t know. I’ve just submitted it as spam.
17 00:07:53.370 ⇒ 00:07:59.520 Uttam Kumaran: What I… what I started doing is, I… I’ve been going into Google Admin, and I can actually block
18 00:07:59.860 ⇒ 00:08:03.019 Uttam Kumaran: certain services, so I will go block this one.
19 00:08:03.460 ⇒ 00:08:05.630 Robert Tseng: Okay, I just reported it as spam, so…
20 00:08:05.630 ⇒ 00:08:06.230 Uttam Kumaran: Hopefully.
21 00:08:06.230 ⇒ 00:08:07.020 Robert Tseng: Yeah, that did it.
22 00:08:07.350 ⇒ 00:08:08.260 Uttam Kumaran: Okay.
23 00:08:09.360 ⇒ 00:08:13.749 Robert Tseng: Okay, well, hello everybody, I know,
24 00:08:14.020 ⇒ 00:08:19.830 Robert Tseng: Once again, our team has changed. So… Yeah, I know.
25 00:08:19.830 ⇒ 00:08:21.310 Uttam Kumaran: Catch a break.
26 00:08:21.310 ⇒ 00:08:23.790 Robert Tseng: I know. It takes some time to just…
27 00:08:24.050 ⇒ 00:08:35.379 Robert Tseng: Yeah, I think, Justina is somewhat, like… I mean, I don’t think you guys are really reaching out to her anymore at this point, but we did ask her to be available for questions if we run into anything, this week, but…
28 00:08:35.530 ⇒ 00:08:39.429 Robert Tseng: Yeah, some things are gonna have to shift, I guess.
29 00:08:40.140 ⇒ 00:08:41.490 Robert Tseng: I’m not gonna…
30 00:08:42.179 ⇒ 00:08:48.860 Robert Tseng: I think we were all pretty slammed on the delivery side towards the end of the week, too, so I didn’t really pep for this call as much as I wanted to.
31 00:08:49.120 ⇒ 00:08:56.449 Robert Tseng: But yeah, I think what would be good is just to kind of go over the OKRs again, or the objectives and KPIs, and then…
32 00:08:58.220 ⇒ 00:09:10.460 Robert Tseng: And we’ll kind of just talk about, like, who’s owning what at this point. So, yeah, with, I think Justina being out definitely impacts, this… this KPI of having new pipeline.
33 00:09:10.650 ⇒ 00:09:16.079 Robert Tseng: I haven’t opened up HubSpot yet, but if we go and just take a look…
34 00:09:17.270 ⇒ 00:09:27.330 Robert Tseng: Just take a look now… Oops, I’m at deals…
35 00:09:30.690 ⇒ 00:09:34.450 Robert Tseng: That’s… Higher than I thought.
36 00:09:34.870 ⇒ 00:09:38.680 Robert Tseng: I mean, some of this stuff is just, like, I guess, between…
37 00:09:41.520 ⇒ 00:09:51.609 Robert Tseng: me, Utam, kind of trying to stay upon… I think she did set up all the automations so that when we see activity, they come into Slack, so we’re able to go in and action those.
38 00:09:51.720 ⇒ 00:09:52.750 Robert Tseng: Yeah.
39 00:09:52.880 ⇒ 00:10:01.159 Robert Tseng: So yeah, I guess I’m not gonna spend time on this call going and update this, but I think Utam and I can kind of just keep updating these for now.
40 00:10:01.410 ⇒ 00:10:07.950 Robert Tseng: And… Yeah, I guess that’s… that’s just gonna be how it is for now.
41 00:10:08.400 ⇒ 00:10:15.029 Robert Tseng: For the HubSpot dashboard that she created, Utop, was that helpful for you? Are you still looking at that? Is that through here?
42 00:10:15.580 ⇒ 00:10:23.079 Uttam Kumaran: Yeah, I mean, I was… I’m just gonna keep adding more stuff to here. I think it’s helpful, like, I feel like it’s,
43 00:10:23.770 ⇒ 00:10:29.950 Uttam Kumaran: Yeah, I mean, this is something I think, Ryan, you can start to take over, but I think it’s helpful for us to look at this. I mean, it’s…
44 00:10:30.130 ⇒ 00:10:36.910 Uttam Kumaran: really, for me, what I’m gonna do is when I build the monthly operating deck, or we update the OKRs, I wanna see them all here.
45 00:10:37.050 ⇒ 00:10:45.230 Uttam Kumaran: So I still think some of this is, like, not… like, we don’t need to see all the deals we’ve ever created, but I want to know, like, what’s in different stages.
46 00:10:45.330 ⇒ 00:10:47.699 Robert Tseng: Yep. In terms of value and number.
47 00:10:47.700 ⇒ 00:10:49.270 Uttam Kumaran: That’s what’s most important to me.
48 00:10:49.710 ⇒ 00:10:55.359 Robert Tseng: Okay, so I guess you’ll kind of guide Brian on the… on the reporting of that.
49 00:10:55.570 ⇒ 00:10:55.970 Uttam Kumaran: Yeah.
50 00:10:56.740 ⇒ 00:10:57.890 Robert Tseng: Okay, cool.
51 00:10:59.100 ⇒ 00:11:09.639 Robert Tseng: Alright, and then as far as partner-led campaigns and events, I guess, Udam, Ali, and, you know, you guys all kind of met last week. Do you want to give an update on this?
52 00:11:09.880 ⇒ 00:11:11.160 Uttam Kumaran: Yeah, so…
53 00:11:11.960 ⇒ 00:11:19.789 Uttam Kumaran: Kind of, like, where we’re at is, one, I’m… Holly is engaged in, sort of, tons of partner activities, so basically I’m having her, and she’s presenting this
54 00:11:19.850 ⇒ 00:11:37.849 Uttam Kumaran: In about an hour and a half, which is, like, what is our partner, like, program? So every partner gets a run through a program. We talked about this in the past, it’s like, what are the minimum rituals that we need to run with every partner? How do we hit that really hard, keep momentum high, and drive towards the first activity?
55 00:11:37.850 ⇒ 00:11:44.109 Uttam Kumaran: The other thing I’m having her work on is, continuing to see, like, with the partners we’re working with.
56 00:11:44.110 ⇒ 00:11:59.300 Uttam Kumaran: how can we make it clear what an activation with us looks like, get budget from them to subsidize that, and then execute? So I think she… I think that team has everything they need, so I’m gonna continue to push,
57 00:11:59.340 ⇒ 00:12:13.879 Uttam Kumaran: that we get something going with Magaw, that we get something going with the vendors. I’m pretty confident. We had a great meeting last week where I outlined, sort of, our entire state of the world here for them, and I think we’re gonna get it going.
58 00:12:13.880 ⇒ 00:12:27.609 Uttam Kumaran: kind of a couple changes we’re making is, one, Holly can now come with me in terms of, like, the business side of any of these engagements, so she can help to negotiate contracts and sort of move this forward. I think the biggest thing I told her is, like.
59 00:12:27.950 ⇒ 00:12:36.589 Uttam Kumaran: we want to just get the program working for one person, and then expand, so she was… she basically, like, looked, she’s like, you guys have a lot of opportunity. I said.
60 00:12:36.740 ⇒ 00:12:44.169 Uttam Kumaran: our job has been to get as many conversations, but we need to track towards the OKR. And so I told her, like, you…
61 00:12:44.440 ⇒ 00:12:51.059 Uttam Kumaran: here’s, like… I get… basically, we’ve… we cut the partnership sheet into several more dimensions.
62 00:12:51.220 ⇒ 00:12:59.269 Uttam Kumaran: And I was like, it’s your job to pick a couple of these to… to run this with this quarter. So I feel… I feel confident we’re at least
63 00:12:59.640 ⇒ 00:13:01.020 Uttam Kumaran: do one event.
64 00:13:01.170 ⇒ 00:13:06.160 Uttam Kumaran: I think I’m gonna push to see, like, whether we can get Two of these going.
65 00:13:07.130 ⇒ 00:13:07.710 Robert Tseng: Okay.
66 00:13:08.670 ⇒ 00:13:10.900 Robert Tseng: Yeah, and then I guess.
67 00:13:10.970 ⇒ 00:13:14.319 Uttam Kumaran: I’m just… I mean, Hannah, since we’re talking about this topic.
68 00:13:14.500 ⇒ 00:13:23.839 Robert Tseng: So, I think… I don’t know where these fall under, but, like, we still have the corral thing, that’s supposed to be this month, like, is that…
69 00:13:24.210 ⇒ 00:13:37.029 Robert Tseng: Is that being considered? And then, also, I saw Amsham wants us to do the workshop. So, I think that… I mean, those… those two events just right there. So, yeah, I don’t… I don’t know if those are being, kind of.
70 00:13:37.290 ⇒ 00:13:42.169 Robert Tseng: managed between you and Holly as well, or kind of where… how that fits into this?
71 00:13:42.750 ⇒ 00:13:54.039 Hannah Wang: I mean, yeah, so with Corral, I’m gonna follow up with them, because I sent them the white paper last week, but they haven’t gone back, so I’ll also bring that up during the meeting.
72 00:13:54.320 ⇒ 00:14:06.560 Hannah Wang: Okay. Today with Holly, and then with Amtram, I did meet with David, and I gave him, like, a rundown, but I think at the time you weren’t able to make that meeting, so,
73 00:14:06.560 ⇒ 00:14:17.590 Hannah Wang: I just told them to maybe reach out to you, and you guys can kind of talk about workshop ideas, and then you can loop me in, and I can follow up with AmChan.
74 00:14:18.120 ⇒ 00:14:26.449 Robert Tseng: Okay, yeah, so there’s that, and then I also sent one more email. I’m not sure if I CC’d Hannah on it, but… PiTech, that one.
75 00:14:26.620 ⇒ 00:14:33.169 Robert Tseng: not high-tech, it’s called OneSource, Consulting. They’re… they’re like a gov agency, kind of,
76 00:14:33.750 ⇒ 00:14:42.110 Robert Tseng: I guess they’re kind of a client-slash-partner, but they’re interested in, like, us giving a workshop to their,
77 00:14:42.280 ⇒ 00:14:48.149 Robert Tseng: to their team as well. And I, I mean, I would bill for that one. I’m not gonna offer that one for free. So, I think that’s,
78 00:14:48.350 ⇒ 00:14:52.410 Robert Tseng: I guess… Maybe that’s not considered a partner, but
79 00:14:52.820 ⇒ 00:14:58.189 Robert Tseng: Anyway, that… because we were talking about workshops, that was another one that came back to mind that I don’t really see on here.
80 00:14:58.700 ⇒ 00:14:59.390 Uttam Kumaran: Okay.
81 00:14:59.390 ⇒ 00:15:00.010 Robert Tseng: Yeah.
82 00:15:00.300 ⇒ 00:15:01.079 Robert Tseng: It wasn’t.
83 00:15:01.080 ⇒ 00:15:04.289 Hannah Wang: looped into that, can you forward it to me or something?
84 00:15:04.680 ⇒ 00:15:05.850 Robert Tseng: Yeah.
85 00:15:06.390 ⇒ 00:15:07.880 Robert Tseng: Okay, I will.
86 00:15:09.400 ⇒ 00:15:10.939 Robert Tseng: Go back to this.
87 00:15:12.580 ⇒ 00:15:13.350 Uttam Kumaran: Cool.
88 00:15:17.270 ⇒ 00:15:18.690 Robert Tseng: Okay.
89 00:15:19.250 ⇒ 00:15:24.289 Robert Tseng: Yeah, and then I guess you guys will run through,
90 00:15:24.590 ⇒ 00:15:34.170 Robert Tseng: So, a couple other things with this, Jake is winding down in 2 weeks as well, so he’s built out some content for us, and then, I guess.
91 00:15:34.620 ⇒ 00:15:41.540 Robert Tseng: you know, I saw that we put out a couple more… Sales assets, so… Yeah, I just, like…
92 00:15:41.540 ⇒ 00:15:44.939 Uttam Kumaran: You know, how we’re tying this into, like.
93 00:15:44.940 ⇒ 00:15:48.750 Robert Tseng: how we’re tying our assets into capturing inbound leads, I think, is…
94 00:15:49.260 ⇒ 00:15:54.999 Robert Tseng: I don’t think there’s a clear owner on this. This, to me, is, like, middle of funnel stuff, like…
95 00:15:55.380 ⇒ 00:15:57.700 Robert Tseng: How are we getting…
96 00:15:58.420 ⇒ 00:16:06.689 Robert Tseng: you know, there’s different ways we can get in front of people. It’s either in the DMs, like in our second message, we’re sending these assets to people.
97 00:16:06.930 ⇒ 00:16:17.940 Robert Tseng: You know, it’s when we’re asked to be given referrals, or people are making intros for us, we’re sending these things with them. Obviously, with events, there’s a downloadable component to it.
98 00:16:18.170 ⇒ 00:16:28.309 Robert Tseng: So yeah, I think this KPI, I feel like, is at risk, because, like, I don’t really think there’s a clear owner of this. So, I think I would… I want to see some… some owner… I want to assign this to someone today.
99 00:16:28.850 ⇒ 00:16:40.979 Uttam Kumaran: Yeah, so for… so for Jake’s work, that’s what I’ve given to Holly, is like, we did this with all these vendors, and they have an opportunity to turn this into
100 00:16:41.310 ⇒ 00:16:48.140 Uttam Kumaran: the events. I think you’re right, though, is that there’s no active, like, beyond getting that in a blog, there’s not any further
101 00:16:48.450 ⇒ 00:16:49.680 Uttam Kumaran: Activation.
102 00:16:50.100 ⇒ 00:16:56.669 Uttam Kumaran: So, yeah, I would agree in that I’m not sure…
103 00:17:00.430 ⇒ 00:17:01.140 Robert Tseng: Okay.
104 00:17:01.270 ⇒ 00:17:08.780 Robert Tseng: Yeah, I mean, I… if I can… I’m… I… I’m just not gonna… I’m not gonna assign any… I’m not gonna assign myself to things yet, but…
105 00:17:09.010 ⇒ 00:17:13.160 Robert Tseng: To me, this is about, like, whoops!
106 00:17:14.920 ⇒ 00:17:15.869 Robert Tseng: Whoa.
107 00:17:17.880 ⇒ 00:17:22.210 Robert Tseng: I just… Seemed to have forgotten the hotkey. Okay.
108 00:17:27.000 ⇒ 00:17:28.859 Robert Tseng: Two cards, 2…
109 00:17:33.340 ⇒ 00:17:34.759 Uttam Kumaran: Not this one, right? The next one.
110 00:17:34.760 ⇒ 00:17:35.910 Robert Tseng: Yeah, that’s the next one.
111 00:17:35.910 ⇒ 00:17:36.540 Uttam Kumaran: Ollie.
112 00:17:40.220 ⇒ 00:17:45.020 Robert Tseng: Okay, so we’ll kind of just say that’s 4 for now.
113 00:17:45.480 ⇒ 00:17:51.060 Robert Tseng: Yeah, as far as attribution goes,
114 00:17:52.340 ⇒ 00:17:58.400 Robert Tseng: I don’t know if we’re tracking this still. Like, even when I’m looking at HubSpot.
115 00:17:58.710 ⇒ 00:18:03.660 Robert Tseng: I can’t really quickly tell where all of these leads have come from. So…
116 00:18:04.010 ⇒ 00:18:04.700 Uttam Kumaran: Okay.
117 00:18:05.280 ⇒ 00:18:07.439 Uttam Kumaran: So we can put lead sources of property?
118 00:18:07.800 ⇒ 00:18:10.120 Robert Tseng: Yeah, putting a lead source as a property would be helpful.
119 00:18:10.470 ⇒ 00:18:11.060 Uttam Kumaran: Okay.
120 00:18:11.290 ⇒ 00:18:14.840 Robert Tseng: That’ll help us to be able to better understand, kind of, where our leads are coming in from.
121 00:18:15.230 ⇒ 00:18:16.020 Uttam Kumaran: Okay.
122 00:18:16.410 ⇒ 00:18:17.010 Robert Tseng: Yeah.
123 00:18:21.190 ⇒ 00:18:22.789 Uttam Kumaran: I’m gonna note that down.
124 00:18:23.140 ⇒ 00:18:23.710 Robert Tseng: Yep.
125 00:18:24.570 ⇒ 00:18:32.979 Robert Tseng: Cool. And then I think this one I also want to change up. So we were talking about, oh, content campaigns. I know we have a section where you guys are going to walk us through the campaigns, but…
126 00:18:33.220 ⇒ 00:18:44.219 Robert Tseng: I think Utam and I were talking… I think from a content side, and just, like, scheduling LinkedIn posts, we’re gonna hit pause on that. I think Utam and I will just…
127 00:18:44.600 ⇒ 00:18:50.389 Robert Tseng: Try to just push… we’ll push out one post a week from… on our own, from just our own, kind of.
128 00:18:50.440 ⇒ 00:19:06.140 Robert Tseng: we’ll just… we’ll just write posts the old school way. This doesn’t mean that… I mean, obviously, when we do event promotions and stuff like that, that kind of content will still come, but I guess, like, Ryan, I don’t think we need to, like, be pushing out, you know, 3 posts a week per account.
129 00:19:06.360 ⇒ 00:19:14.949 Robert Tseng: basically, you’re making 6 posts, out of, like, our brain dumps. I, I don’t… I don’t… I think we’re just… we’re just gonna pause that for now.
130 00:19:15.110 ⇒ 00:19:23.420 Robert Tseng: So… Yeah, I think, I’ll have to rewrite what this will look like, but…
131 00:19:23.810 ⇒ 00:19:30.659 Robert Tseng: I think this is gonna be more… so yeah, so that impacts content, and on the outbound side,
132 00:19:30.840 ⇒ 00:19:41.129 Robert Tseng: Yeah, obviously we’ve paused some things, like, we’re not really doing lookalikes right now. The event-based activations are great, like, we continue to get really high, connection rates from there.
133 00:19:41.130 ⇒ 00:19:44.399 Uttam Kumaran: Like, what if we just prioritize that? Like, just…
134 00:19:44.560 ⇒ 00:19:48.079 Uttam Kumaran: try… like, I’ll just try to push to get us into…
135 00:19:48.760 ⇒ 00:19:51.710 Uttam Kumaran: Trying to get one event for every…
136 00:19:52.080 ⇒ 00:20:00.509 Uttam Kumaran: month that’s us-owned, and then getting me and you to more events. That way, it just makes it really clear, and it… and that’s… that’s what we try to do.
137 00:20:01.320 ⇒ 00:20:21.180 Robert Tseng: Yeah, we could just do that. Yeah, even for events that we’re not going to, like, not all the ones that they’re working on, I’m… I’m going to, but still has just brought in a bunch of leads, so… which, that’s… that goes back to the middle of the funnel thing. We just kind of get the connection, and then the team doesn’t really know what to do from there. So, I think I need to help… help them there.
138 00:20:21.500 ⇒ 00:20:27.760 Robert Tseng: So, let’s just call it, oh… I’ll put that…
139 00:20:27.760 ⇒ 00:20:37.529 Uttam Kumaran: Because again, like, I’m thinking about what, you know, way back when you told me, like, okay, we need 60% to come through events, some amount through partnerships, I think, like.
140 00:20:37.990 ⇒ 00:20:45.660 Uttam Kumaran: I think we just focused there. I think the… where… yeah. And I also think, like, over time.
141 00:20:46.720 ⇒ 00:20:49.300 Uttam Kumaran: For us to hit the 3-post stuff, like.
142 00:20:49.610 ⇒ 00:21:01.590 Uttam Kumaran: I think it’s fine. I think we can just hit one post the way we used to do, and if I need images and stuff, like, we can… I can still get time from the team, but I would rather have Ryan’s time go to…
143 00:21:01.700 ⇒ 00:21:17.040 Uttam Kumaran: optimizing CRM, and then also continuing on just partnerships and events. So before we had… we had, like, kind of, like, referrals, lookalikes, partnerships, events, and content, so I think we can cut one.
144 00:21:17.230 ⇒ 00:21:20.509 Uttam Kumaran: And then we’ll just continue to slim and focus until we really
145 00:21:21.010 ⇒ 00:21:24.059 Uttam Kumaran: Get… get a win on… on… on a, on a channel.
146 00:21:26.430 ⇒ 00:21:30.149 Robert Tseng: Okay, so I think that, that looks pretty clear to me.
147 00:21:30.840 ⇒ 00:21:44.749 Robert Tseng: Yeah, I wouldn’t say that… yeah, so this is just from, like, a content perspective. If we are doing… I kind of feel like there’s a correlation between how much investment we’re putting into it, if, you know, it’ll show up in the content we’re pushing. So…
148 00:21:44.790 ⇒ 00:22:00.319 Robert Tseng: you know, 60% of our content should be around event-based stuff, and then 20% maybe from partnerships. We’re kind of reposting, resharing stuff from our partners, we’re kind of commenting on those things, and then 20% kind of personal content, just like the once-a-week kind of posts from our end.
149 00:22:00.320 ⇒ 00:22:04.269 Uttam Kumaran: We also are getting views on the site, so this is something that, like.
150 00:22:04.450 ⇒ 00:22:14.390 Uttam Kumaran: we are… we are hitting… like, I just got a message that we hit 1,000 clicks via Google search into our site last month, and so I think this is something that
151 00:22:14.610 ⇒ 00:22:19.569 Uttam Kumaran: The blogs and stuff are working, and that we’re getting eyes there, but we’re not converting.
152 00:22:19.670 ⇒ 00:22:28.619 Uttam Kumaran: So, I think something that, Ryan, you worked on is you worked on, like, how do we get the content via default into HubSpot? So that is something that we want to see
153 00:22:29.000 ⇒ 00:22:32.850 Uttam Kumaran: For a number… for that row 11, that’s what we want to see, is, like.
154 00:22:34.400 ⇒ 00:22:40.839 Uttam Kumaran: what was… Robert, you had, like, what was the… we had a KPI around 10 meetings per week, or what was the… Yep.
155 00:22:40.840 ⇒ 00:22:41.819 Robert Tseng: 10 meetings per week.
156 00:22:42.640 ⇒ 00:22:43.270 Uttam Kumaran: Okay.
157 00:22:43.390 ⇒ 00:22:44.420 Uttam Kumaran: Brooklyn Chinese.
158 00:22:44.420 ⇒ 00:22:45.300 Robert Tseng: Yeah.
159 00:22:45.520 ⇒ 00:22:47.599 Uttam Kumaran: So we basically want to see…
160 00:22:47.750 ⇒ 00:22:58.580 Uttam Kumaran: out of the four, we want to see a couple of them come from content downloads, which we were seeing one every week or so, but I just think it’s not clear. So, Ryan, what we can work on also together is, like.
161 00:22:58.720 ⇒ 00:23:01.280 Uttam Kumaran: Getting clarity in that dashboard about, like.
162 00:23:01.560 ⇒ 00:23:04.700 Uttam Kumaran: which OKR the leads are associated with.
163 00:23:04.910 ⇒ 00:23:09.069 Uttam Kumaran: So it’s clear which are coming from which content. Okay.
164 00:23:09.240 ⇒ 00:23:12.289 Uttam Kumaran: So understood. So we’ll have some movement on this by next week.
165 00:23:12.980 ⇒ 00:23:13.700 Robert Tseng: Okay.
166 00:23:13.700 ⇒ 00:23:14.570 Ryan Brosas: That’s not it.
167 00:23:16.110 ⇒ 00:23:22.080 Robert Tseng: I think I’m even gonna just… this is basically a copy of this, so I’m just gonna put… put back 10 meetings.
168 00:23:22.220 ⇒ 00:23:22.810 Robert Tseng: Per week.
169 00:23:22.810 ⇒ 00:23:23.320 Uttam Kumaran: Okay.
170 00:23:23.640 ⇒ 00:23:25.590 Robert Tseng: Yeah, just keep it.
171 00:23:25.590 ⇒ 00:23:27.550 Uttam Kumaran: I think so… I mean, that’s help… it’s helpful for me.
172 00:23:27.810 ⇒ 00:23:28.670 Robert Tseng: Yeah.
173 00:23:28.980 ⇒ 00:23:30.569 Robert Tseng: That’s what we gotta get to.
174 00:23:32.830 ⇒ 00:23:41.909 Robert Tseng: Okay, so I think that covers the changes here. From a sales perspective, partner source deal, I mean, yeah, I think that we’re…
175 00:23:42.470 ⇒ 00:23:43.250 Robert Tseng: We’re kinda…
176 00:23:43.250 ⇒ 00:23:48.630 Uttam Kumaran: Same thing. So, Joe, the John Booze is… I’m having a conversation with them next week. This came from McGaw.
177 00:23:48.790 ⇒ 00:23:50.139 Robert Tseng: Yeah, I saw that. Cool.
178 00:23:50.140 ⇒ 00:23:59.250 Uttam Kumaran: once Teleisma closes, I’m gonna push to try to get something, so… this is the other thing I told… I basically told Ollie, like, that’s… this is their objective.
179 00:24:00.890 ⇒ 00:24:04.910 Uttam Kumaran: So, we have both co-marketing and we have co-selling arrangements.
180 00:24:04.910 ⇒ 00:24:06.840 Robert Tseng: Yep. So I’ve said push both of them.
181 00:24:07.060 ⇒ 00:24:13.519 Uttam Kumaran: So, that’s… again, like, I think we’re… we have a clearer path than we ever had on this.
182 00:24:15.240 ⇒ 00:24:15.850 Robert Tseng: Nice.
183 00:24:16.730 ⇒ 00:24:32.089 Robert Tseng: Okay, then the next piece of receiving at least 3 touches within 2 weeks. I think, Hannah, this is something we’re lightly touching on. I know you’ve been trying to be more active and trying to, like, run your messages by me in a
184 00:24:32.090 ⇒ 00:24:43.510 Robert Tseng: in the tracker, and just letting me know, like, hey, is this a way to respond to these LinkedIn messages? I think it’s good for us to give some async feedback here, but what I’m trying to work on, which is tied to the middle of funnel work.
185 00:24:43.680 ⇒ 00:24:56.500 Robert Tseng: This week is, you know, in these nurturing sequences, I give you guys 3, like, top-of-funnel playbooks that we are active, and I mean, I think we need to continue to execute these.
186 00:24:56.700 ⇒ 00:25:04.100 Robert Tseng: yeah, these are not super high volume. We also get a bunch of leads coming in from the event activation stuff that we’re just not really responding well to.
187 00:25:04.470 ⇒ 00:25:18.479 Robert Tseng: So, I just saw a message earlier today from the SoundCloud lady. She was just like, yeah, of course! Like, and like, I don’t know, like, so there’s just, like, more… there’s more, kind of, finessing that we need to do there, that in order to make sure that
188 00:25:18.630 ⇒ 00:25:23.759 Robert Tseng: well, I want to shoot that SoundCloud lady, like, over some docs about Brainforge, and be like.
189 00:25:23.870 ⇒ 00:25:32.400 Robert Tseng: Oh yeah, anyway, so, like, I think that’s… I think we’re… we’re just, like, not… we don’t really have a sequence for after… after the… the first message.
190 00:25:32.490 ⇒ 00:25:46.650 Robert Tseng: So I’m just gonna put that as lagging. Fails qualified lead to close one. I mean, it’s kind of hard to know. I would like to see this in the dashboard, actually, so maybe this is something to add to the reports dashboard.
191 00:25:47.060 ⇒ 00:25:51.739 Robert Tseng: I don’t know how we would be able to add this in here, in this view, but,
192 00:25:51.860 ⇒ 00:25:53.650 Robert Tseng: That’s something that we can add.
193 00:26:01.480 ⇒ 00:26:09.999 Robert Tseng: HubSpot dash… Yeah, booked meeting in 5 days. I think that’s… I think we’re doing that.
194 00:26:10.250 ⇒ 00:26:16.049 Robert Tseng: So I’m gonna put on track there. I think we’re doing much better at kind of following up immediately.
195 00:26:16.270 ⇒ 00:26:17.919 Robert Tseng: I think…
196 00:26:21.460 ⇒ 00:26:24.400 Robert Tseng: Yeah, okay, so that’s that. Proposal.
197 00:26:24.400 ⇒ 00:26:36.039 Uttam Kumaran: Basically, what I’m gonna do in the dashboard is have… is have a measure of, like, we’re gonna have the list of clients the last day we hit them, and then we’ll have a… we’ll have an indicator there for stale.
198 00:26:36.250 ⇒ 00:26:38.060 Uttam Kumaran: Basically, that we can look at.
199 00:26:38.510 ⇒ 00:26:40.989 Uttam Kumaran: So… Right. Yeah.
200 00:26:40.990 ⇒ 00:26:53.570 Robert Tseng: Yeah, this is also something I want to add to the dashboard, just like, you know, by the time, based on deal stage, sure, but, like, did we actually send a proposal to them within 2 days, you know, of, like.
201 00:26:53.710 ⇒ 00:27:06.540 Robert Tseng: Right after the discovery call. I don’t think we did this, so actually I’m gonna say it’s lagging. Like, I know Honey Stinger, for example, called on Monday, didn’t really send them a proposal until Friday, so, like, there were definitely things that got dropped.
202 00:27:06.640 ⇒ 00:27:19.919 Robert Tseng: along the way. So I still think that our ability to put out proposals is pretty slow, because the only ones that are making them are you and me, Utam, so it’s, like, I think this is just something we need to figure out how to do faster.
203 00:27:20.210 ⇒ 00:27:22.190 Robert Tseng: Yeah.
204 00:27:22.190 ⇒ 00:27:27.500 Uttam Kumaran: about that, like, because I feel like Hannah has done a good job on, like, getting into the format, but…
205 00:27:27.740 ⇒ 00:27:31.409 Uttam Kumaran: I guess, like, let’s maybe briefly talk through, like, what
206 00:27:31.820 ⇒ 00:27:34.229 Uttam Kumaran: what is slowing us down? Like, is it…
207 00:27:34.480 ⇒ 00:27:37.290 Uttam Kumaran: Yeah, I guess maybe you go, and then I can think about it.
208 00:27:37.290 ⇒ 00:27:46.959 Robert Tseng: Yeah, I mean, I feel like we have enough content out there, we’ve shared enough proposals. I guess I wasn’t leaning on Hannah to do it, I was, like, giving Justina the first shot, and I think she just…
209 00:27:47.220 ⇒ 00:27:56.269 Robert Tseng: was pretty off on both… both tries, for different… for different leads, so I just ended up redoing it myself. So, I don’t know, you know.
210 00:27:56.270 ⇒ 00:28:00.319 Uttam Kumaran: Yeah, Hannah, can you talk about this, like, the one we did today for,
211 00:28:00.720 ⇒ 00:28:06.139 Uttam Kumaran: for… for CTA, basically, my process is, like, I… I…
212 00:28:06.250 ⇒ 00:28:12.690 Uttam Kumaran: We’ll take all the transcripts and, like, anything they send me, shove it into an initial like…
213 00:28:13.220 ⇒ 00:28:24.089 Uttam Kumaran: sale… I have a sales project plan template, and then I get them to bite at that, and then as soon as that’s done, I ship that to Hannah, and then Hannah builds the Figma.
214 00:28:24.290 ⇒ 00:28:30.950 Uttam Kumaran: And… it’s been pretty chill for me. Like, I feel like I’ve only messed up if, like.
215 00:28:31.590 ⇒ 00:28:36.019 Uttam Kumaran: I forget. Like, it’s been really light on my… on my side, so…
216 00:28:36.020 ⇒ 00:28:41.670 Robert Tseng: Can you send me your sales project plan thing? Okay. Because I did tell…
217 00:28:42.560 ⇒ 00:28:47.519 Robert Tseng: Justine, at the time, I was like, you know, just use the trans… the transcript. I guess you just…
218 00:28:48.070 ⇒ 00:28:57.879 Robert Tseng: I don’t really know what she did with that. She probably just dropped it in a chat GPT and then pasted it into the Figma, and it… obviously, that… I don’t know, that just doesn’t… doesn’t get us anywhere close to it.
219 00:28:57.880 ⇒ 00:29:09.709 Uttam Kumaran: This is the thing, like, I… I am not gonna do anything stigma, because I’m gonna mess it up. So that, I… I can send to Hannah, but I know Hannah can knock that out pretty quick. So, but I think, for me, it’s making sure that she has, like.
220 00:29:10.220 ⇒ 00:29:13.009 Uttam Kumaran: As much variety of, like, the content.
221 00:29:13.250 ⇒ 00:29:13.780 Robert Tseng: Yeah.
222 00:29:13.780 ⇒ 00:29:20.200 Uttam Kumaran: So, I sent this in Notion. Basically, I have a project management template that is more sales-oriented.
223 00:29:20.420 ⇒ 00:29:20.750 Robert Tseng: Okay.
224 00:29:20.750 ⇒ 00:29:23.649 Uttam Kumaran: ideally, if, like, I basically… it’s just, like.
225 00:29:23.860 ⇒ 00:29:28.840 Uttam Kumaran: It just has a couple basics, like the executive summary, what our solution is.
226 00:29:29.380 ⇒ 00:29:46.880 Uttam Kumaran: I hit them with, like, kind of basic timeline, but what delivery team has told me is that, like, look, we’re not gonna get all those details, but I just want to get this over the line, and so I have them poke at that. They’re like, cool, this is good. I then sh- Hannah… I then ship that to… to Hannah, basically.
227 00:29:46.880 ⇒ 00:29:50.540 Robert Tseng: You have the delivery team look at it first before you go… before you give to Hannah?
228 00:29:51.000 ⇒ 00:29:51.590 Uttam Kumaran: now.
229 00:29:51.770 ⇒ 00:29:56.129 Uttam Kumaran: The delivery team doesn’t do anything until it closes, basically.
230 00:29:56.130 ⇒ 00:29:57.100 Robert Tseng: Okay.
231 00:29:57.100 ⇒ 00:30:04.700 Uttam Kumaran: I would say, like, I would like to get them more involved, but… I don’t know, I roughly…
232 00:30:04.830 ⇒ 00:30:06.849 Uttam Kumaran: I’m roughly able to scope these.
233 00:30:07.040 ⇒ 00:30:09.080 Uttam Kumaran: You know, pretty well.
234 00:30:10.780 ⇒ 00:30:11.450 Robert Tseng: Okay.
235 00:30:12.670 ⇒ 00:30:16.770 Robert Tseng: Cool, yeah, I mean, I’ll try that process. I’ll look at the notion that you sent me.
236 00:30:17.320 ⇒ 00:30:26.300 Robert Tseng: Okay, last thing I want to say before we hand off. So just as far as, like, picking up where Justina left off, so obviously, Ryan, your time on the content creation will probably drop.
237 00:30:26.410 ⇒ 00:30:31.800 Robert Tseng: But now it’s like, any of the nudges that we need on deals, like, I think we’re just… they’re gonna come your way.
238 00:30:32.040 ⇒ 00:30:36.520 Robert Tseng: So… But, like, the in-progress stuff?
239 00:30:36.860 ⇒ 00:30:42.920 Robert Tseng: Yeah, so, you know, when… when we see stuff in sales, Slack,
240 00:30:44.620 ⇒ 00:31:03.539 Robert Tseng: I guess it’s not a good one, they just responded, but, like, my session tracker, I actually met with him, so, like, I have some context here, but if I’m like, hey, I want you to send a proposal to my session tracker, and then, like, I’ll drop you the drafted proposal, which I will, then I guess you can send the… then you would send the follow-up message there. So, I think, kind of…
241 00:31:03.980 ⇒ 00:31:07.040 Robert Tseng: We’ll probably be leaning on you to do these… do these follow-ups.
242 00:31:07.040 ⇒ 00:31:13.149 Uttam Kumaran: Yeah, Ryan, actually, probably what’s helpful is if you could literally just send this update that Justina was sending daily.
243 00:31:13.450 ⇒ 00:31:17.360 Uttam Kumaran: Which was, like, these are the deals that need follow-ups.
244 00:31:17.670 ⇒ 00:31:19.350 Uttam Kumaran: Those are really helpful.
245 00:31:19.930 ⇒ 00:31:21.070 Uttam Kumaran: And, like.
246 00:31:21.300 ⇒ 00:31:28.930 Uttam Kumaran: really, really great, because I usually… I look at this in the beginning of the day, I try to get as much done, but, like, when she sends them around, like.
247 00:31:28.930 ⇒ 00:31:29.270 Robert Tseng: Yeah.
248 00:31:29.270 ⇒ 00:31:31.520 Uttam Kumaran: 2PM or whatever, it’s actually very helpful.
249 00:31:31.680 ⇒ 00:31:32.690 Uttam Kumaran: So, like…
250 00:31:33.360 ⇒ 00:31:45.350 Uttam Kumaran: if you can take that on, that would be great. Yeah. Like, really, it’s just, like, I want to use HubSpot as much as possible to ping us that there are deals that are stale, and then additionally, once a day, if you can… if you can.
251 00:31:45.350 ⇒ 00:31:46.470 Ryan Brosas: Send…
252 00:31:46.470 ⇒ 00:31:50.039 Uttam Kumaran: hey, what are the next steps here? This needs proposal.
253 00:31:50.360 ⇒ 00:31:52.869 Uttam Kumaran: This is now stale, can you follow up with them?
254 00:31:53.550 ⇒ 00:31:58.979 Uttam Kumaran: That’s, like, for me, that’s the… I just need to get spammed, like, it’s… it’s so helpful for me.
255 00:32:00.420 ⇒ 00:32:05.600 Uttam Kumaran: And even Hannah, your updates have been helpful, too. Yeah, okay. Thanks, dude. That’d be great.
256 00:32:06.630 ⇒ 00:32:20.259 Robert Tseng: Cool. Okay, so yeah, so this daily update, and then also kind of the nudges on these… on the in-progress deals. So… and I will do my best to support the team, give more guidance on how we can… how we can better do, middle of funnel stuff, so once the lead actually comes through, like, what do we do with that?
257 00:32:20.380 ⇒ 00:32:23.130 Robert Tseng: So, that’s, how I will try to support the team.
258 00:32:23.600 ⇒ 00:32:26.340 Robert Tseng: Alright, I’ll turn it over to…
259 00:32:26.730 ⇒ 00:32:30.339 Robert Tseng: You guys, whoever’s gonna take over and share the rest.
260 00:32:33.330 ⇒ 00:32:38.319 Hannah Wang: I don’t know, Ryan, did you have anything? If not, we can talk about the campaigns.
261 00:32:38.580 ⇒ 00:32:45.090 Ryan Brosas: Okay, so… Let me check… Okay.
262 00:32:48.100 ⇒ 00:32:58.330 Ryan Brosas: Yeah, I think, the one that we… I, you already pinged me this, Robert, the, building a leadlist for e-comm.
263 00:32:59.420 ⇒ 00:33:03.819 Ryan Brosas: eCom, like, director of e-comm, so I’ve already made, like, a
264 00:33:03.970 ⇒ 00:33:08.210 Ryan Brosas: Three for this, and also, like, a, like, a lease.
265 00:33:08.420 ⇒ 00:33:13.790 Ryan Brosas: of, like, you sent, like, an example, which is, like, Dean Mark LaCroy.
266 00:33:13.850 ⇒ 00:33:23.489 Ryan Brosas: So I think, what you… we talked about last week, is targeting, more person, like this, or ICP Fit.
267 00:33:23.490 ⇒ 00:33:37.159 Ryan Brosas: So, yeah, I proceeded on doing this, well, proceeded on getting the lead list for this, so I already sent that, and I will, send that again on the PTM, sales channel.
268 00:33:38.470 ⇒ 00:33:44.659 Robert Tseng: Okay, yeah, I’m sorry, I don’t really remember what I said, so, whatever you said, I’ll wait for the message.
269 00:33:44.790 ⇒ 00:33:49.390 Ryan Brosas: Okay, so we’ll be… Finally.
270 00:33:55.120 ⇒ 00:33:59.630 Hannah Wang: Okay, is that everything, Ryan?
271 00:34:00.100 ⇒ 00:34:00.750 Ryan Brosas: Yeah.
272 00:34:02.160 ⇒ 00:34:04.490 Hannah Wang: Okay,
273 00:34:04.810 ⇒ 00:34:22.629 Hannah Wang: So, just a quick update on GigRadar. I think our renewal is scheduled for the 27th, but, yeah, I do feel like we’re getting more activity there. I haven’t looked at it in a little bit, but I’ll check after this meeting, and then kind of.
274 00:34:22.639 ⇒ 00:34:25.799 Uttam Kumaran: Yeah, I got 2 messages there I have to respond to.
275 00:34:26.110 ⇒ 00:34:26.880 Hannah Wang: Okay.
276 00:34:26.889 ⇒ 00:34:27.589 Robert Tseng: Great.
277 00:34:27.699 ⇒ 00:34:28.510 Uttam Kumaran: Yeah.
278 00:34:28.940 ⇒ 00:34:34.609 Hannah Wang: Cool. Yeah, so we… I think we lowered the… we got rid of the minimum,
279 00:34:35.460 ⇒ 00:34:39.920 Hannah Wang: thing last week. So maybe that’s why you’re getting more hits.
280 00:34:40.030 ⇒ 00:34:41.150 Hannah Wang: And then…
281 00:34:41.840 ⇒ 00:35:00.529 Hannah Wang: For the campaigns, I know, Adweek New York is starting today to the 9th. I’m still actively looking through LinkedIn and hitting up people, so I feel like that should still be the campaign for this week. And then, obviously, like, yeah, the middle of funnel stuff, I’ll try to
282 00:35:00.730 ⇒ 00:35:04.450 Hannah Wang: work with you, Robert, for the messaging on that, because we are getting a lot of
283 00:35:04.910 ⇒ 00:35:16.950 Hannah Wang: people connecting, and I just kind of don’t know what to do, so I’ll just keep kind of doing what I did last week for that. And then, for CX Circle.
284 00:35:17.220 ⇒ 00:35:21.429 Hannah Wang: I think this is where the hub… the SoundCloud lady came from, right? So.
285 00:35:21.430 ⇒ 00:35:21.940 Robert Tseng: Yep.
286 00:35:23.440 ⇒ 00:35:28.100 Hannah Wang: Yeah, I feel like we can move on from this one,
287 00:35:31.510 ⇒ 00:35:35.890 Hannah Wang: No, Down Clown Lady was someone else. Anyway,
288 00:35:37.460 ⇒ 00:35:49.470 Hannah Wang: Yeah, I… yeah, I feel like this is basically done. Like, there’s no more activity for this one, so I’m gonna… I will finish updating these metrics here, and, close it out, and then…
289 00:35:49.620 ⇒ 00:35:56.769 Hannah Wang: I know that… What was the third one we worked on last week? Do you remember, Ryan? I don’t.
290 00:35:57.560 ⇒ 00:36:01.859 Ryan Brosas: It’s more on CX Circle and Advert…
291 00:36:02.180 ⇒ 00:36:02.950 Robert Tseng: Let me…
292 00:36:02.950 ⇒ 00:36:07.709 Ryan Brosas: New York, and we didn’t, have, like, a, we didn’t…
293 00:36:07.930 ⇒ 00:36:11.369 Ryan Brosas: do the legal conference, was following that up.
294 00:36:12.610 ⇒ 00:36:14.159 Hannah Wang: Oh yeah, do we still want to do that?
295 00:36:15.170 ⇒ 00:36:16.080 Hannah Wang: This one.
296 00:36:19.860 ⇒ 00:36:20.650 Hannah Wang: Robert.
297 00:36:22.130 ⇒ 00:36:28.540 Robert Tseng: Yeah, I guess, I do have the list,
298 00:36:31.440 ⇒ 00:36:33.390 Robert Tseng: Yeah, I’ll just drop it in the channel.
299 00:36:36.730 ⇒ 00:36:39.340 Hannah Wang: Okay, so we can start this one.
300 00:36:39.960 ⇒ 00:36:41.740 Hannah Wang: This one’s done.
301 00:36:45.330 ⇒ 00:36:51.810 Hannah Wang: And then… we’re not doing lookalikes anymore, so yeah, we have room for one more,
302 00:36:52.110 ⇒ 00:36:56.410 Hannah Wang: I don’t think there’s, like, a conference coming up, not that I know of.
303 00:36:57.710 ⇒ 00:37:06.280 Hannah Wang: So… Maybe we can… Maybe we’ll start kicking off the work with
304 00:37:06.420 ⇒ 00:37:12.470 Hannah Wang: Contextual for, like, the co-marketing, co-selling thing with the playbook.
305 00:37:12.610 ⇒ 00:37:15.100 Hannah Wang: So maybe… or, actually…
306 00:37:16.080 ⇒ 00:37:23.460 Hannah Wang: Either that one or Corral, I feel like can be our third one for the week. How does that sound for everyone?
307 00:37:27.170 ⇒ 00:37:30.139 Robert Tseng: Yeah, I mean, whichever one is ready to move.
308 00:37:30.790 ⇒ 00:37:31.480 Hannah Wang: Yeah.
309 00:37:32.320 ⇒ 00:37:37.060 Hannah Wang: Okay, so I’ll follow up with Keral today, and…
310 00:37:37.060 ⇒ 00:37:38.850 Uttam Kumaran: Are… they’re sponsoring something?
311 00:37:39.670 ⇒ 00:37:42.870 Uttam Kumaran: No, we’re just doing a webinar. Oh, cool.
312 00:37:42.870 ⇒ 00:37:47.109 Hannah Wang: Yeah, and we have, like, a white paper that we want to co-brand with them.
313 00:37:47.240 ⇒ 00:37:49.530 Hannah Wang: They just didn’t respond to my…
314 00:37:49.530 ⇒ 00:37:51.790 Uttam Kumaran: Did we talk about that with Holly, too, later?
315 00:37:52.150 ⇒ 00:37:53.720 Hannah Wang: Yeah, yeah, I’ll bring it up.
316 00:37:53.920 ⇒ 00:37:57.899 Uttam Kumaran: And then my other question is for 8, 9, and 10, should we nix it from this spreadsheet?
317 00:37:59.380 ⇒ 00:38:01.970 Hannah Wang: Yeah, cause we already have the other one.
318 00:38:02.130 ⇒ 00:38:07.290 Hannah Wang: Yeah. Here, so I’ll try to track everything here. Yeah, I’ll get rid of that.
319 00:38:07.660 ⇒ 00:38:08.210 Uttam Kumaran: Okay.
320 00:38:09.740 ⇒ 00:38:10.790 Hannah Wang: Okay.
321 00:38:15.430 ⇒ 00:38:22.609 Hannah Wang: Okay, and then, yeah, partnerships, I’ll just… I’ll give an update after the meeting with Holly, and then…
322 00:38:23.330 ⇒ 00:38:24.599 Hannah Wang: We can go from there.
323 00:38:24.710 ⇒ 00:38:28.060 Hannah Wang: Anything else for…
324 00:38:28.550 ⇒ 00:38:33.590 Hannah Wang: Today, I don’t know, Robert, if you want to, like, meet with me to talk about
325 00:38:33.970 ⇒ 00:38:35.810 Hannah Wang: Middle of funnel messaging.
326 00:38:36.570 ⇒ 00:38:42.570 Robert Tseng: Yeah, I mean, that’s what I’m thinking about. I’m not… I didn’t really think about ideas for new campaigns these past few days, so…
327 00:38:42.710 ⇒ 00:38:43.770 Robert Tseng: Yeah.
328 00:38:44.530 ⇒ 00:38:51.879 Uttam Kumaran: Can you talk about the middle of funnel messaging? I mean, I just, like… this is where, like, I’m just trying to think about what my activities are, too.
329 00:38:53.520 ⇒ 00:38:56.009 Robert Tseng: Yeah, so, it’s like…
330 00:38:59.540 ⇒ 00:39:01.640 Hannah Wang: Here, I’ll just pull up an example.
331 00:39:01.640 ⇒ 00:39:02.700 Uttam Kumaran: Yeah, please.
332 00:39:03.540 ⇒ 00:39:05.789 Hannah Wang: What’s that lady’s name? Hope.
333 00:39:09.280 ⇒ 00:39:11.730 Hannah Wang: Is this one? I think it’s this one.
334 00:39:12.860 ⇒ 00:39:18.250 Hannah Wang: Yeah, so hope… She gave a talk…
335 00:39:19.310 ⇒ 00:39:24.400 Hannah Wang: something. I forgot what it was. Anyways…
336 00:39:24.400 ⇒ 00:39:26.870 Robert Tseng: Like, yeah, some, some conference.
337 00:39:27.710 ⇒ 00:39:31.059 Robert Tseng: she… I mean, there’s, like.
338 00:39:31.890 ⇒ 00:39:38.629 Robert Tseng: If you just scroll up, I mean, let me just break out, I’m not gonna go through the content. So, we hit her with an outbound sequence.
339 00:39:38.750 ⇒ 00:39:53.699 Robert Tseng: She connects. I didn’t actually talk to her, so we did a follow-up sequence anyway for those I didn’t end up talking to. Gives a positive response. I give a… just, like, I ask a question just to kind of give… I guess, some engagement. I mean, this was probably…
340 00:39:54.210 ⇒ 00:40:08.860 Robert Tseng: you know, she seemed open to answering questions. So, to me, it’s either, like, drive her towards a call, where we can just book her and be able to get… just kind of pick her brain. Like, there was another guy I talked to, his name is, is his name Scott, or something?
341 00:40:11.020 ⇒ 00:40:12.720 Robert Tseng: Yeah, that guy, Scott.
342 00:40:13.150 ⇒ 00:40:17.489 Robert Tseng: I ended up booking a call with him. So, like, I just went…
343 00:40:17.640 ⇒ 00:40:23.969 Robert Tseng: instead of… I skipped the formalities, and then I just… he was happy to swap notes, and we went straight to call, talked to him on Friday.
344 00:40:24.170 ⇒ 00:40:29.430 Robert Tseng: Great. I mean, there’s, like, some action items out of that. I mean, he’s a pretty well-connected dude.
345 00:40:29.560 ⇒ 00:40:32.980 Robert Tseng: Does a lot of writing on MarTech analytics.
346 00:40:32.980 ⇒ 00:40:36.519 Uttam Kumaran: What was the message before this one? Yeah, Anna? Okay.
347 00:40:37.070 ⇒ 00:40:37.970 Uttam Kumaran: Nice.
348 00:40:41.320 ⇒ 00:40:42.000 Uttam Kumaran: Yeah.
349 00:40:42.000 ⇒ 00:40:56.660 Robert Tseng: like, doesn’t have a services partner, who’s interested in passing, like, referrals to us, wants to book a time where we could do a scheduled interview, because he’s writing, like, a… he’s writing a new doc, and he wants us to kind of, like, contribute in some way. So, like.
350 00:40:56.950 ⇒ 00:41:14.019 Robert Tseng: I mean, yeah, like, I’m like, that’s great. That’s like a possible partner lead. It’s a very, like, very rep… like, kind of reputable dude. I want to have some sort of, like, outcome like that with every… with every person, even if it doesn’t end up being a sale. So, I think, like.
351 00:41:14.040 ⇒ 00:41:17.960 Robert Tseng: That’s where we… we tried two different sequences, one where we just…
352 00:41:18.100 ⇒ 00:41:27.179 Robert Tseng: drag the conversation out for longer, and, like, I don’t know, like, hope’s responsive, but at the end of the day, I just need to drive her to a call. So, like, that’s kind of…
353 00:41:27.700 ⇒ 00:41:30.180 Robert Tseng: You know, deciding, you know, what…
354 00:41:30.610 ⇒ 00:41:39.170 Robert Tseng: there’s, like, some details here, I don’t know what the message will be yet, but, like, that to me is the goal. Still just book… drive them to the meetings booked.
355 00:41:39.350 ⇒ 00:41:45.100 Robert Tseng: Then there’s other people who kind of responded well. There’s, like, the… the post-pilot dude,
356 00:41:47.860 ⇒ 00:41:50.810 Robert Tseng: Wait, not post-pilot. Is his name Matt?
357 00:41:52.190 ⇒ 00:41:54.390 Hannah Wang: -Oh. What?
358 00:41:56.230 ⇒ 00:41:56.990 Hannah Wang: Oh, mapping.
359 00:41:56.990 ⇒ 00:42:03.850 Robert Tseng: Bar, yeah. Dude gives me his number, and, like, I mean, he’s… we’ve been trying to, like… I tried to get him as a client before, whatever.
360 00:42:04.100 ⇒ 00:42:18.810 Robert Tseng: you know, it’s like, great, like, that’s a… I’m… I’m in. He invited me to some event at his office, or whatever, so I’m gonna go to that, do, like, I’m gonna give a talk about AI work that we do, whatever, with his team. I mean, we’ll see. So, like, that’s… that’s another, like.
361 00:42:18.840 ⇒ 00:42:22.479 Robert Tseng: positive response. So, that’s what I’m saying, it’s, like, not as, like.
362 00:42:22.480 ⇒ 00:42:39.059 Robert Tseng: prescriptive as, like, our top of funnel stuff, because we’re just, like, running automated sequences. At this point, we have to, like, have a little bit of flexibility, but generally, the structure is… is similar. Like, I mean, for this message with Megan, I would have… I would have dropped one of our sales assets on her. Like, this one.
363 00:42:39.060 ⇒ 00:42:39.690 Hannah Wang: Mmm.
364 00:42:39.690 ⇒ 00:42:43.520 Robert Tseng: This was a little bit too passive, so she didn’t respond. It was just like.
365 00:42:43.950 ⇒ 00:42:45.949 Robert Tseng: Wait, maybe I wrote this, I don’t remember, but .
366 00:42:45.950 ⇒ 00:42:46.580 Hannah Wang: did.
367 00:42:46.910 ⇒ 00:42:47.630 Robert Tseng: Okay.
368 00:42:47.920 ⇒ 00:42:48.830 Robert Tseng: Yeah, so, like…
369 00:42:48.830 ⇒ 00:42:57.699 Uttam Kumaran: No, but I guess, like, I want to pause here. Even… I think this is where, like, you have to break, sort of, like, what AI is doing, and, like, what…
370 00:42:58.030 ⇒ 00:43:04.889 Uttam Kumaran: think about how you would be sold to, Anna, like, if you got one of these, you would immediately be like, this is probably AI.
371 00:43:05.010 ⇒ 00:43:12.549 Uttam Kumaran: Right? And so that’s the thing I think you gotta just break and do the unorthodox thing, which is, like, how we operate, which is just, like.
372 00:43:12.870 ⇒ 00:43:16.130 Uttam Kumaran: Send them something and, like, keep it short.
373 00:43:16.270 ⇒ 00:43:20.430 Uttam Kumaran: it doesn’t matter if the grammar’s right, but, like, I think…
374 00:43:20.500 ⇒ 00:43:38.850 Uttam Kumaran: the problem with over-relying on AI in the sales process is you’re gonna… you’re gonna get these things that don’t hit, and that’s the biggest thing, is either one, you’ll have to tweak your prompts to make it do that, or you should take this, start with this, and then cut 80% of it.
375 00:43:38.870 ⇒ 00:43:42.330 Uttam Kumaran: Right? Find a way to push an asset, find a way to, like.
376 00:43:42.430 ⇒ 00:43:45.559 Uttam Kumaran: make it short and sweet.
377 00:43:46.370 ⇒ 00:43:54.929 Uttam Kumaran: like, you know, find a way to, like, restructure the way this is, but, like, put yourself in their position. That’s the biggest thing. Like, that’s what I do.
378 00:43:56.560 ⇒ 00:43:58.179 Hannah Wang: So, like, what asset…
379 00:43:58.630 ⇒ 00:44:02.590 Robert Tseng: If I were to redo this one, like, it would have been, like,
380 00:44:03.480 ⇒ 00:44:20.670 Robert Tseng: Yeah, she wants to hear what’s up at Brainforge. Well, that’s just, like, a permission to just drop our stuff on her. Like, I would just send her a couple things, be like, oh, you know, Brainforge is a blah, we have, we have intro blurbs. In the intro intro blurb, we have a thing. We just send it to her, be like, and here’s our deck, we’d love to get some feedback. Like, what do you, what do you think?
381 00:44:20.780 ⇒ 00:44:29.349 Robert Tseng: And then, like, is this… is this, you know, are you doing something similar at, whatever, Loblaw or something?
382 00:44:29.480 ⇒ 00:44:39.470 Robert Tseng: But yeah, this gave her too many options. We asked her a question, we told her to keep the combo async, and then I offered to give her a call. Like, it’s just, like, it’s a little bit too much.
383 00:44:39.470 ⇒ 00:44:59.079 Uttam Kumaran: We are not… we are not happy to keep the convo async. But also, also, I think it’s… you’re totally right, it’s like, hear what’s up. We worked… you gotta name drop 3 or 4 clients. Here’s a deck, what do you think about it? Let me know if you’re… I… I’d love to chat on Free Friday if you got 15 minutes.
384 00:44:59.360 ⇒ 00:45:00.160 Uttam Kumaran: like…
385 00:45:00.410 ⇒ 00:45:20.180 Uttam Kumaran: I also… I also think part of what I do is I try to think about what Robert would do, which is be really aggressive, and so I tend… I tend to come across… and I’m reading this book right now, and it’s… I’ve, like, totally pinned you onto, like, what type of salesperson you are, but it’s… it’s helping me frame, which is just, like, be, like, very forward with, like.
386 00:45:20.300 ⇒ 00:45:29.589 Uttam Kumaran: Oh, yeah, we worked with X, whatever, you worked with some legal firm, but plug those guys. We just put this deck, we got… we’re starting to rip these workshops, and they’re crushing.
387 00:45:29.720 ⇒ 00:45:32.460 Uttam Kumaran: I would love to know what you think, like.
388 00:45:32.720 ⇒ 00:45:43.159 Uttam Kumaran: have a free Friday. You just, like, try a couple things. You basically just have to make it so they… they respond, or it’s… or they… or they ghost. There’s, like, no in-between, you know?
389 00:45:46.360 ⇒ 00:45:52.019 Uttam Kumaran: But… but it’s… but it’s tough. This is where, like, relying… you have to sort of get this… the nature.
390 00:45:52.130 ⇒ 00:45:57.530 Uttam Kumaran: first, before overlying on the AI. So the AI will give you this, like, sort of, like.
391 00:45:58.870 ⇒ 00:46:01.230 Uttam Kumaran: Meh, type… type thing.
392 00:46:01.970 ⇒ 00:46:11.359 Hannah Wang: Yeah, you know, I… I don’t want to use AI, but it’s like… yeah, okay, that was helpful, like, what you kind of… how you would have redone it was helpful.
393 00:46:11.360 ⇒ 00:46:20.629 Uttam Kumaran: Yeah, I mean… I mean, part of it is, like, you can tune the prompts, too, a little bit, like, based on this transcript and things like that, but that’s where, like, it’s really hard for me to… I think…
394 00:46:20.830 ⇒ 00:46:27.730 Uttam Kumaran: we could go and define every single scenario, but it’s just something that I think you have to just…
395 00:46:28.520 ⇒ 00:46:41.309 Uttam Kumaran: like, get a little bit, and I would say, guess what? You’re… you’re doing this on behalf of us, and you’re not gonna get on the call, so it’s actually very safe. I would try. Like, I would rather you just try and push more things than…
396 00:46:41.810 ⇒ 00:46:46.850 Uttam Kumaran: hitting people with the… with the generic, you know? Think about what would grab your attention.
397 00:46:49.580 ⇒ 00:46:50.310 Hannah Wang: Yes.
398 00:46:50.720 ⇒ 00:46:52.170 Hannah Wang: Joe? Yeah, go ahead.
399 00:46:52.460 ⇒ 00:47:08.470 Robert Tseng: Yeah, so I was gonna say… also, I mean, I will try to, like, map out these scenarios, because it’s still good to talk through them. Like, we… we walked through 3 different people. I did try the 3 different things with them, right? And, like… but as far as, like, the… the… we don’t have to keep pushing people, but I think we should…
400 00:47:08.470 ⇒ 00:47:14.650 Robert Tseng: you know, I think we should share 3 assets before we… before we check out. So, if it’s a link.
401 00:47:14.700 ⇒ 00:47:32.769 Robert Tseng: then it’s maybe a link, like, then it’s maybe a file to, like, our deck or our services, and then if we have, like, a… ideally, if we had a recorded Loom demo, or we had a recorded interview, some other, like, media asset that maybe they’re more prone to click into, like, those are, you know, that’s kind of…
402 00:47:32.770 ⇒ 00:47:38.479 Robert Tseng: that, to me, is how I think about middle funnel engagement. Like, we’re not gonna be able to prescribe what it looks like for every person.
403 00:47:38.480 ⇒ 00:47:56.370 Robert Tseng: But if we can… at least what we can control is, like, okay, we’re gonna build out sequences that make sure that everybody gets 3 assets, 3 different types of assets, not, like, 3 decks, or 3 PDFs from us, or whatever. And, I think that would… that would take us, you know, one step farther than where we are currently.
404 00:47:57.680 ⇒ 00:48:03.179 Robert Tseng: Yeah, but on the top of funnel side, I think we’re doing well. If you just scroll through, kind of, the past, like.
405 00:48:03.200 ⇒ 00:48:08.469 Robert Tseng: you know, 20… I mean, if I just look back the past week, like, this is since October 1st.
406 00:48:08.470 ⇒ 00:48:25.000 Robert Tseng: It’s not even been a week, and we’ve gotten, like, 20 leads, or whatever, whatever number that was we just went through. So, like, yeah, I think these event-based activations, like, we just… every… every person there that accepted needs to be… needs to be followed up with. And, I mean, I think there’s just…
407 00:48:25.060 ⇒ 00:48:28.620 Robert Tseng: Yeah, that’s the point of focusing on the middle of funnel.
408 00:48:30.350 ⇒ 00:48:37.900 Hannah Wang: So, like, how would you hit up someone like, Wait, let me think.
409 00:48:40.020 ⇒ 00:48:42.540 Robert Tseng: So, like… Yeah, just pick anybody.
410 00:48:42.540 ⇒ 00:48:51.660 Hannah Wang: So, like, this one, like, so, okay, like, I don’t want to just send them a rando message, so I usually go in, I look at what…
411 00:48:51.860 ⇒ 00:48:58.509 Hannah Wang: company who works at, like, Unapologetic Foods, and I try to think about anything that’s similar that we’ve, like, worked with.
412 00:48:58.710 ⇒ 00:49:03.689 Robert Tseng: Well, yeah, so for this one, I don’t need… there’s no pressure to kind of send it to him yet. The event hasn’t happened.
413 00:49:03.690 ⇒ 00:49:04.080 Hannah Wang: Right.
414 00:49:04.080 ⇒ 00:49:10.659 Robert Tseng: a seat, and I don’t even know if I’ll go to this event. So after the event, we’ll send him the sorry message that we did for the other one, like, sorry didn’t meet, or whatever.
415 00:49:11.380 ⇒ 00:49:14.330 Robert Tseng: And if he responds, then yeah, then we’re game. We can…
416 00:49:14.750 ⇒ 00:49:19.020 Robert Tseng: Sorry, blah blah blah, here’s Braveforged.ai, like, whatever.
417 00:49:19.500 ⇒ 00:49:24.280 Hannah Wang: Okay. So, like, for this one, right, like, CX circles over, so, like.
418 00:49:25.080 ⇒ 00:49:32.139 Hannah Wang: well, Mercedes-Benz is huge, so I’m like, I don’t even know, like, How… yeah, what do I…
419 00:49:32.570 ⇒ 00:49:40.939 Hannah Wang: Sorry I missed you, like, just… no, we already said that, so, like, yeah, like, I guess what’s… because I don’t want to send a message that is so.
420 00:49:40.940 ⇒ 00:49:43.689 Uttam Kumaran: No, no, this is a great example. This is a great example.
421 00:49:43.690 ⇒ 00:49:44.320 Hannah Wang: So, like…
422 00:49:44.320 ⇒ 00:49:46.250 Robert Tseng: I know, so the… yeah, go ahead.
423 00:49:47.900 ⇒ 00:49:55.019 Robert Tseng: Oh, no. Well, yeah, so I mean, I would just be like, I mean, in an ideal world, I would… I would be like.
424 00:49:55.410 ⇒ 00:50:09.770 Robert Tseng: hey, like, blah blah blah, this was… I mean, if I had a post that I made on my takeaways, which I was kind of working on this with Ryan, I don’t think we ended up getting to a format that we liked, so maybe I need to go and ship that, post it, and then I would go back and send it and be like.
425 00:50:09.770 ⇒ 00:50:19.469 Robert Tseng: hey, like, I finally got around to getting my thoughts down on the CX Circle, whatever. These were my notes, just thought you’d be interested. And I would share that with her. Boom. That’s a piece of content.
426 00:50:19.470 ⇒ 00:50:19.850 Hannah Wang: Okay.
427 00:50:19.850 ⇒ 00:50:25.219 Robert Tseng: And then, like, yeah, that… I would send that to any… everybody else who got this message.
428 00:50:25.220 ⇒ 00:50:25.820 Hannah Wang: Okay.
429 00:50:26.060 ⇒ 00:50:41.400 Robert Tseng: Yeah, but obviously, if it’s a target, who’s, like, somebody that’s more in line with… I think I… they’re having the problem that we want. Like, yeah, you’re right, Mercedes-Benz is a little bit too big for us, and I don’t exactly know how we would get to them, but if it was somebody else, like.
430 00:50:41.990 ⇒ 00:50:48.879 Robert Tseng: Then I think I would have a… maybe I would break sequence a bit more, and go after… go after them in a different way.
431 00:50:51.580 ⇒ 00:50:53.930 Robert Tseng: We’re interviewing this. Yes.
432 00:50:53.930 ⇒ 00:50:56.619 Hannah Wang: Yeah, I… Yeah. I know, I figured.
433 00:50:57.270 ⇒ 00:50:58.370 Robert Tseng: Okay, yeah.
434 00:50:58.370 ⇒ 00:51:02.200 Hannah Wang: Okay, I, it’s just, I just gotta keep trying. I don’t know what else to say.
435 00:51:02.200 ⇒ 00:51:07.369 Robert Tseng: Yeah, yeah, no, I mean, we will… we can do this stuff together. I mean, yeah.
436 00:51:09.080 ⇒ 00:51:09.830 Hannah Wang: Because I, in my…
437 00:51:09.830 ⇒ 00:51:15.410 Uttam Kumaran: I mean, the other thing, too, is, like, you kind of just think about it, like, okay.
438 00:51:15.410 ⇒ 00:51:30.339 Uttam Kumaran: Mercedes, you could just literally Google… for example, I just took that screenshot, and I was like, tell me, like, customer data stuff that’s probably happening in Mercedes, and you just come up with something like, oh yeah, I saw, like, you guys are probably… there’s a lot of… you could just mention, like, oh, I saw the new…
439 00:51:30.370 ⇒ 00:51:35.070 Uttam Kumaran: For example, I went to the mall, and I saw they were doing, like, demos of the new, like, Q class or whatever.
440 00:51:35.070 ⇒ 00:51:35.640 Hannah Wang: Okay.
441 00:51:35.640 ⇒ 00:51:42.380 Uttam Kumaran: Oh yeah, saw that. I saw, like, there’s a bunch of Apple Play and connected car features. Is your team working on that? Really cool.
442 00:51:42.430 ⇒ 00:51:52.010 Uttam Kumaran: here’s a takeaway. Like, you just kind of hit… hit multiple things. The one thing I… this is where I work from, and my, like, mental thing is people love…
443 00:51:52.010 ⇒ 00:52:04.570 Uttam Kumaran: to hear about themselves and their work, that’s really, really, like, in a really great light. So when you tell someone, I love Mercedes-Benz, your cars are… the data stuff is super sick, I’m sure it’s a lot of interesting challenges.
444 00:52:04.570 ⇒ 00:52:19.799 Uttam Kumaran: people want to talk about that, because you’d be surprised, their friends, their family, nobody asks them, nobody cares. And so, the moment we do, my… my process is I typically ask, I’m like, I would love to hear about the challenges you’re facing, or it’s a super cool project.
445 00:52:19.800 ⇒ 00:52:26.060 Uttam Kumaran: And that’s… that’s the sort of things that I do. And then I try to pair it to show authority. So, because we don’t want to come across, like.
446 00:52:26.470 ⇒ 00:52:38.909 Uttam Kumaran: to… we want to come across both that, like, hey, we have some authority in this space, and we’re very interested in their work. Naturally, it leads to a couple conversations, and then they’re… all these people, you have to lead with the assumption that they have problems that we can solve.
447 00:52:39.020 ⇒ 00:52:41.150 Uttam Kumaran: There’s no company
448 00:52:41.280 ⇒ 00:52:48.729 Uttam Kumaran: that doesn’t have the problems that we can solve, so it’s ultimately getting them to the point where they can do that, or they can hop on a call to discuss further.
449 00:52:50.280 ⇒ 00:52:55.250 Hannah Wang: Yeah, I… I totally get that. I feel like it’s just…
450 00:52:55.370 ⇒ 00:53:04.769 Hannah Wang: I guess the… the biggest barrier for me is, like, I’m talking on your guys’ behalf. I know you said you don’t care, but, like, mentally, that’s still, like.
451 00:53:04.770 ⇒ 00:53:05.230 Uttam Kumaran: Totally.
452 00:53:05.230 ⇒ 00:53:18.740 Hannah Wang: I guess I don’t want to make a fool of myself by sending a silly message, and then it’s, like, not the right message. So I think that’s, like, the… I would be totally unashamed if it was just my… myself and my account, but, like, yeah, I think that’s where, like, the.
453 00:53:18.740 ⇒ 00:53:22.279 Uttam Kumaran: You’re not, don’t worry. One is, like, you’re just gonna have to break it.
454 00:53:22.280 ⇒ 00:53:24.010 Hannah Wang: You’re just going to break the mental.
455 00:53:24.010 ⇒ 00:53:37.289 Uttam Kumaran: And don’t worry, because we’re… we’ve sent some garbage, so I wouldn’t worry about… I wouldn’t worry about that. Think about… think about it this way. That one message that you send could be worth several hundred thousand dollars.
456 00:53:37.420 ⇒ 00:53:51.590 Uttam Kumaran: Right? So when you put it that way, shoot your shot. Right? The worst thing we can do is we can’t shoot our shot, or we completely air ball. At least hit the rim, hit the backboard, and a couple of those will go in, you know? That’s how I think about it.
457 00:53:52.200 ⇒ 00:54:07.419 Robert Tseng: Yeah, I mean, with our outbound campaigns, like, there have been some really cringey messages. Somebody used my account to hit somebody that I… the last conversation I had with them in real life was not pleasant, and it was like, hey, would you like to…
458 00:54:07.880 ⇒ 00:54:16.060 Robert Tseng: make an intro, and I’m like, I would never say that to this person, but whatever. They just look at it, ignore it, and move on. It’s just whatever.
459 00:54:17.490 ⇒ 00:54:24.619 Hannah Wang: Alright, yeah, that’s… that’s helpful. Like, the only context I’ve sent, like, collateral in is, like.
460 00:54:24.850 ⇒ 00:54:30.170 Hannah Wang: emails where you’re pitching. So, in my head, sending any asset is, like.
461 00:54:30.310 ⇒ 00:54:36.950 Hannah Wang: it’s too salesy. So, like, hearing that it’s not, I think, is… Helpful.
462 00:54:37.240 ⇒ 00:54:44.599 Hannah Wang: Because, yeah, because if I get, like, a case study or, like, a deck, I’d be like, are they just trying to sell me? So, like, that’s my mentality, but…
463 00:54:45.010 ⇒ 00:54:47.219 Hannah Wang: I don’t know, maybe it’s not the case.
464 00:54:50.670 ⇒ 00:54:51.200 Uttam Kumaran: Oh.
465 00:54:51.200 ⇒ 00:54:53.539 Robert Tseng: We can smooth the corners.
466 00:54:53.940 ⇒ 00:54:57.249 Uttam Kumaran: Yeah, yeah, yeah. I mean, I think, again, it’s, it’s, it’s… you…
467 00:54:57.490 ⇒ 00:55:06.269 Uttam Kumaran: Yeah, it’s… it’s tough. I mean, maybe we should read… we should all read the sales book next that I’m reading, because it’s helping me sort of put some words to our process, but…
468 00:55:06.690 ⇒ 00:55:25.749 Uttam Kumaran: part of it is just, like, we… we… and you also have to think about it authentically, like, we are here to solve their problems. Ultimately, we believe that if we get on a call with them, we can isolate some problems that we can solve, and we’ll deliver ROI. So, honestly, it’s asking them the question, it’s saying, like, hey, we want your feedback on some of the stuff we’re offering, we think it could be helpful.
469 00:55:25.790 ⇒ 00:55:28.339 Uttam Kumaran: You know?
470 00:55:28.640 ⇒ 00:55:34.360 Uttam Kumaran: But I think these types of… this type of feedback is really helpful to see how you’re thinking about it, and for us to give feedback, so…
471 00:55:34.360 ⇒ 00:55:35.790 Hannah Wang: Yeah, yeah.
472 00:55:35.940 ⇒ 00:55:39.760 Uttam Kumaran: Even if we want to spend part of this meeting on Mondays doing that, that would be great.
473 00:55:40.720 ⇒ 00:55:51.279 Hannah Wang: Yeah, because I feel like if you can train me, quote-unquote, like, I can help a lot, because, Robert, you have, like, so many messages, and if I can, like, handle that for you, that’d probably be helpful.
474 00:55:51.880 ⇒ 00:56:00.619 Hannah Wang: And it’s like, I genuinely do want to help these leads, so it’s not like I’m trying to sell them some scammy things, so, like, I don’t know, so…
475 00:56:00.760 ⇒ 00:56:02.940 Hannah Wang: Yeah, we can work on it more.
476 00:56:04.420 ⇒ 00:56:11.679 Hannah Wang: So I’ll just keep doing what I was doing before, asking for feedback and tweaking, and we’ll see where it goes.
477 00:56:12.070 ⇒ 00:56:13.410 Hannah Wang: With middle of funnel.
478 00:56:15.880 ⇒ 00:56:16.930 Hannah Wang: Okay.
479 00:56:17.250 ⇒ 00:56:18.280 Hannah Wang: Anything else?
480 00:56:24.920 ⇒ 00:56:26.660 Hannah Wang: Okay, that’s not.
481 00:56:27.550 ⇒ 00:56:29.799 Hannah Wang: Are we gonna end the meeting here.
482 00:56:30.060 ⇒ 00:56:34.089 Hannah Wang: All right, back to the drawing board for a sales quote.
483 00:56:34.090 ⇒ 00:56:34.690 Uttam Kumaran: Okay.
484 00:56:34.690 ⇒ 00:56:35.870 Hannah Wang: Yes, I don’t know.
485 00:56:35.870 ⇒ 00:56:41.330 Uttam Kumaran: No, I think we’re good. I think, Ryan, me and you will collaborate on getting HubSpot reporting, and then…
486 00:56:41.600 ⇒ 00:56:50.149 Uttam Kumaran: Ryan, basically, once we get HubSpot basics, we’ll start… me and you can start building some automations pretty easily on NNN. So, that’ll be the theme of this month.
487 00:56:51.770 ⇒ 00:57:07.429 Uttam Kumaran: And then, again, like, I also think, Hannah, what we’re asking is actually possible with AI, we just have to iterate a bit. Like, we have to take the things we just decided on and think about, like, okay, what is a… what is a nice AI-driven process for responding to middle-of-funnel follow-ups?
488 00:57:07.680 ⇒ 00:57:21.950 Uttam Kumaran: And this is where, like, I… you know, one thing I’m talking about is from someone like you who’s not coming from the sales background, plus AI, can you get towards us? And so, I think it’s helpful in your process to keep using AI, but just, I would say, consider going the distance and, like, adjusting the prompts.
489 00:57:21.980 ⇒ 00:57:33.039 Uttam Kumaran: Or thinking about a new… a new way, because that’s the… that’s the only way. Simply plugging into our existing follow-up writer, it’s not going to be good enough. So you have the ability to change that, but that’s something that we’ll work on this month.
490 00:57:33.230 ⇒ 00:57:38.270 Hannah Wang: Yeah, I didn’t even use that sales follow-up writer, because I didn’t want to sound salesy, so…
491 00:57:38.870 ⇒ 00:57:40.700 Hannah Wang: But, like, for the LinkedIn.
492 00:57:40.700 ⇒ 00:57:45.750 Uttam Kumaran: Yeah, but also what you’ll find is you’ll do what kind of, like, I did originally, you’ll say way too much.
493 00:57:45.750 ⇒ 00:57:46.490 Hannah Wang: Oh.
494 00:57:46.490 ⇒ 00:57:59.190 Uttam Kumaran: It’s a natural… this is what happens as you learn sales, is you just… you just realize it’s, like, a process of, like, cutting everything out, and just trying to, like, have a normal conversation, actually. But we’ll get there, we’ll get there.
495 00:58:00.770 ⇒ 00:58:10.730 Hannah Wang: Cool. Well, Robert, I don’t know why you pinged us, you can just talk about it here, but MixedPanel, I didn’t do anything. I don’t know if, Utam, you did anything.
496 00:58:10.730 ⇒ 00:58:12.599 Uttam Kumaran: with their partner? No,
497 00:58:13.840 ⇒ 00:58:17.339 Uttam Kumaran: I didn’t even remember. You said something about it, Robert, I didn’t even remember what.
498 00:58:17.340 ⇒ 00:58:18.430 Robert Tseng: Yeah, okay.
499 00:58:18.750 ⇒ 00:58:21.600 Uttam Kumaran: Okay, yeah, we didn’t even… we didn’t get back with them yet.
500 00:58:21.820 ⇒ 00:58:26.349 Uttam Kumaran: Although we are prioritizing a mixed panel and amplitude case study this week.
501 00:58:26.700 ⇒ 00:58:27.090 Robert Tseng: Okay.
502 00:58:27.090 ⇒ 00:58:31.060 Uttam Kumaran: Like, just focus on those tools, so we should have stuff to, like, regroup with them on.
503 00:58:33.280 ⇒ 00:58:40.349 Hannah Wang: Cool. And the last thing for Ritual, I know we talked about it last week with Minji and…
504 00:58:40.620 ⇒ 00:58:47.820 Hannah Wang: they, like, hired someone, and, like, I… because I know that they’d wanted to, like, onboard that person in September.
505 00:58:47.960 ⇒ 00:58:48.920 Robert Tseng: Should…
506 00:58:48.920 ⇒ 00:58:51.890 Hannah Wang: We do, like, the mutual intro playbook.
507 00:58:52.180 ⇒ 00:58:56.259 Hannah Wang: as, like, a second thing on top of what Jody’s doing, or, like.
508 00:58:56.580 ⇒ 00:59:00.459 Hannah Wang: Yeah, I don’t know. Because I know you wrote out a whole doc, Robert, for…
509 00:59:00.680 ⇒ 00:59:04.530 Hannah Wang: Ritual and your reasoning for… For starters.
510 00:59:04.530 ⇒ 00:59:21.759 Robert Tseng: Yeah, I think Ritual, we just paused, because, like, Tony said that they hired someone, or whatever, and we were gonna… they were gonna follow up in a month, so I didn’t… I didn’t really, like, try to help them on that. I mean, we… it should be thrown into a circle back, and we should go back to them, but I don’t… I don’t know when that’s… I don’t know when we scheduled to do that.
511 00:59:22.880 ⇒ 00:59:28.969 Hannah Wang: Okay, their new hire joined in September, so yeah, maybe… maybe a bit later, but okay, yeah.
512 00:59:30.590 ⇒ 00:59:31.580 Hannah Wang: Alright.
513 00:59:32.950 ⇒ 00:59:36.539 Uttam Kumaran: It looks like we’re gonna… we may get this CES deal, by the way.
514 00:59:37.710 ⇒ 00:59:38.430 Robert Tseng: Nice.
515 00:59:40.370 ⇒ 00:59:40.760 Hannah Wang: Yay.
516 00:59:40.760 ⇒ 00:59:41.700 Uttam Kumaran: Thanks, dude.
517 00:59:42.500 ⇒ 00:59:47.490 Uttam Kumaran: You’re like, nice.
518 00:59:47.740 ⇒ 00:59:49.149 Hannah Wang: So encouraging.
519 00:59:49.150 ⇒ 00:59:49.780 Robert Tseng: Huh.
520 00:59:49.780 ⇒ 00:59:54.860 Uttam Kumaran: So, I just got a couple of notes back, Anna, so I’ll… I have to read your…
521 00:59:55.050 ⇒ 00:59:58.419 Uttam Kumaran: what you wrote, and then I may make a couple adjustments, and I can send.
522 00:59:58.710 ⇒ 00:59:59.400 Hannah Wang: Okay.
523 01:00:00.010 ⇒ 01:00:00.760 Hannah Wang: Sweet.
524 01:00:01.410 ⇒ 01:00:04.330 Uttam Kumaran: They loved our proposal, approach, and style.
525 01:00:04.590 ⇒ 01:00:05.790 Uttam Kumaran: and budget.
526 01:00:06.950 ⇒ 01:00:10.869 Uttam Kumaran: And this is the first one where, dude, I did person-by-person budget for PM, they didn’t.
527 01:00:10.870 ⇒ 01:00:11.420 Robert Tseng: engineering.
528 01:00:11.420 ⇒ 01:00:12.500 Uttam Kumaran: vicious Architect.
529 01:00:12.650 ⇒ 01:00:13.760 Uttam Kumaran: Enterprise.
530 01:00:14.360 ⇒ 01:00:15.430 Uttam Kumaran: Enterprise.
531 01:00:16.180 ⇒ 01:00:16.840 Hannah Wang: Let’s go.
532 01:00:17.200 ⇒ 01:00:20.399 Hannah Wang: ways, CES and CTA, they’re part of the same…
533 01:00:20.400 ⇒ 01:00:22.430 Uttam Kumaran: CTAO and CES.
534 01:00:22.710 ⇒ 01:00:25.559 Hannah Wang: What’s with all these acronyms? So confusing, okay.
535 01:00:25.820 ⇒ 01:00:28.660 Uttam Kumaran: CES is a show that they run, basically.
536 01:00:28.660 ⇒ 01:00:32.480 Hannah Wang: Oh, okay. ICTA, to me, just sounds like call to action.
537 01:00:32.480 ⇒ 01:00:42.409 Uttam Kumaran: Dude, I’ve always wanted to go. Since I was a kid, I wanted to go to CES. I’m so, like, excited. I hope I can get to go if we work with them. It’s been January.
538 01:00:42.410 ⇒ 01:00:42.990 Hannah Wang: I am.
539 01:00:43.440 ⇒ 01:00:44.110 Robert Tseng: Oh!
540 01:00:45.430 ⇒ 01:00:47.250 Uttam Kumaran: Because this is a big robot year.
541 01:00:47.610 ⇒ 01:00:52.800 Uttam Kumaran: This is where all these AI robots… that’s usually the conference where you see, like, the walking robots and, like.
542 01:00:52.800 ⇒ 01:00:53.180 Robert Tseng: Yeah.
543 01:00:53.180 ⇒ 01:00:55.769 Uttam Kumaran: All kind of crazy consumer electronics shit.
544 01:00:56.200 ⇒ 01:01:03.560 Uttam Kumaran: And this is the AI year, so… that was half my sales call with them while I was just talking about robots the whole time.
545 01:01:08.870 ⇒ 01:01:09.950 Hannah Wang: Alright.
546 01:01:09.950 ⇒ 01:01:10.340 Uttam Kumaran: Cool.
547 01:01:10.340 ⇒ 01:01:12.460 Hannah Wang: Okay, we’ll talk on Slack, everyone.
548 01:01:12.580 ⇒ 01:01:13.179 Uttam Kumaran: Thank you, guys.
549 01:01:13.180 ⇒ 01:01:13.680 Hannah Wang: Thank you.
550 01:01:13.680 ⇒ 01:01:14.090 Robert Tseng: Bye.