Meeting Title: GTM Lead Weekly Date: 2026-01-29 Meeting participants: Luke Scorziell, Robert Tseng
WEBVTT
1 00:05:38.250 ⇒ 00:05:40.660 Luke Scorziell: That is…
2 00:05:44.730 ⇒ 00:05:45.500 Luke Scorziell: Hitting the point.
3 00:06:20.690 ⇒ 00:06:30.820 Luke Scorziell: Is this something… That is very… that is very different to… that is very different to
4 00:06:32.650 ⇒ 00:06:34.880 Luke Scorziell: Like, what you’re looking to earn.
5 00:06:36.980 ⇒ 00:06:38.410 Luke Scorziell: Excuse me.
6 00:06:45.810 ⇒ 00:06:47.920 Luke Scorziell: Are you sure about what we’re saying?
7 00:06:48.030 ⇒ 00:07:01.630 Luke Scorziell: We need to… And he was, like…
8 00:07:02.380 ⇒ 00:07:11.010 Luke Scorziell: That was, hey, here’s the only thing, you know what, I’m going to send you something.
9 00:07:11.220 ⇒ 00:07:17.620 Luke Scorziell: I’m excited to see that, and he said, hey, but it was exciting.
10 00:07:17.970 ⇒ 00:07:20.080 Luke Scorziell: That’s totally possible you could do…
11 00:07:20.370 ⇒ 00:07:23.020 Luke Scorziell: You said, I think the other thing,
12 00:07:23.310 ⇒ 00:07:29.659 Luke Scorziell: Let’s see how that is, like, you got something good to share with you.
13 00:07:31.520 ⇒ 00:07:32.819 Luke Scorziell: Where we’re at right now.
14 00:07:33.130 ⇒ 00:07:39.339 Luke Scorziell: EXO, it’s either pure power low, pure power, what’s mine can be the whole five. Pure line can be…
15 00:07:39.530 ⇒ 00:07:40.850 Luke Scorziell: That’s a couple lines to you.
16 00:08:31.250 ⇒ 00:08:32.500 Luke Scorziell: We’ve been doing good, okay.
17 00:08:42.250 ⇒ 00:08:48.260 Luke Scorziell: Why is it wasted running this way and this profit coming down? I think it’s important that it’s perspective.
18 00:15:12.180 ⇒ 00:15:13.340 Luke Scorziell: Dr. Baker.
19 00:15:15.180 ⇒ 00:15:16.660 Luke Scorziell: I forgot to call you, period.
20 00:16:43.840 ⇒ 00:16:47.939 Luke Scorziell: We’ve logged in now.
21 00:17:22.450 ⇒ 00:17:22.885 Luke Scorziell: Beautiful.
22 00:17:32.930 ⇒ 00:17:34.450 Robert Tseng: Hey, it’s just you?
23 00:17:34.910 ⇒ 00:17:36.229 Luke Scorziell: Yeah, I think so.
24 00:17:36.470 ⇒ 00:17:37.230 Robert Tseng: What?
25 00:17:37.340 ⇒ 00:17:38.780 Robert Tseng: this holy…
26 00:17:39.060 ⇒ 00:17:45.410 Robert Tseng: This was inconvenient for me, and this was meant for Utah to be able to join. I had to be doing it.
27 00:17:46.270 ⇒ 00:17:48.280 Luke Scorziell: Oh, I mean, we can…
28 00:17:53.260 ⇒ 00:17:55.150 Luke Scorziell: I think he had RSVP’d now.
29 00:17:55.750 ⇒ 00:18:00.310 Robert Tseng: Oh, okay, well, I mean… I would…
30 00:18:01.440 ⇒ 00:18:05.910 Robert Tseng: I’m just… I’m okay with taking these calls, but, like.
31 00:18:06.730 ⇒ 00:18:13.570 Robert Tseng: Anyway, like, I just… I just thought we rescheduled for him, and he’s not here, so it’s just kind of strange to me.
32 00:18:15.540 ⇒ 00:18:16.920 Luke Scorziell: I can ask them.
33 00:18:20.020 ⇒ 00:18:25.050 Robert Tseng: I mean, it’s okay if you can’t join in. I know he’s covering a lot of stuff, on the engineering.
34 00:18:25.250 ⇒ 00:18:31.390 Robert Tseng: But I’m just not gonna be in… My commute at this time.
35 00:18:33.070 ⇒ 00:18:36.049 Luke Scorziell: Yeah. I mean, do you want to push and do another time? Or…
36 00:18:36.050 ⇒ 00:18:41.949 Robert Tseng: I mean, I’m… that’s pretty much it for today. I wouldn’t be able to talk until tomorrow.
37 00:18:43.600 ⇒ 00:18:46.790 Luke Scorziell: Okay, I mean, I can just run you through quickly, like, what I’ve…
38 00:18:47.030 ⇒ 00:18:49.960 Luke Scorziell: went up to, and put on the,
39 00:18:53.500 ⇒ 00:18:56.350 Luke Scorziell: the document, so…
40 00:18:56.400 ⇒ 00:18:57.740 Robert Tseng: I’m not sure.
41 00:19:15.280 ⇒ 00:19:21.250 Luke Scorziell: Okay, so, I mean… But,
42 00:19:22.000 ⇒ 00:19:29.869 Luke Scorziell: Yeah, I mean, I guess a few areas that I was gonna cover, I’ve kind of flushed out…
43 00:19:30.250 ⇒ 00:19:35.329 Luke Scorziell: Looks like… go-to-market hub that I think I’m just gonna use going forward for,
44 00:19:36.090 ⇒ 00:19:41.799 Luke Scorziell: like, it should help us measure everything, and then… and also just be, like, kind of a centralized place that I can work out of.
45 00:19:42.020 ⇒ 00:19:50.860 Luke Scorziell: So, like… My plan is to have, like, like, this is our meeting for this week,
46 00:19:51.230 ⇒ 00:19:58.710 Luke Scorziell: I can see, like, we shipped 2 campaigns this week, we did 6 pieces of content, we engaged with 37 people.
47 00:19:59.230 ⇒ 00:20:02.489 Luke Scorziell: I’m sending one proposal, so I can edit that, too, to…
48 00:20:02.690 ⇒ 00:20:08.310 Luke Scorziell: And then we can see, like, specifically what we shipped. And…
49 00:20:08.310 ⇒ 00:20:09.899 Robert Tseng: This only covers your activity?
50 00:20:10.370 ⇒ 00:20:11.140 Luke Scorziell: Yeah.
51 00:20:12.070 ⇒ 00:20:12.800 Robert Tseng: Okay.
52 00:20:12.910 ⇒ 00:20:18.860 Luke Scorziell: I’m… I’m working on… no, this covers, like, like, Ryan, if Ryan engages with people.
53 00:20:19.210 ⇒ 00:20:23.470 Luke Scorziell: It’ll… you just… we’ll tag them here, and then,
54 00:20:23.740 ⇒ 00:20:26.200 Luke Scorziell: I was talking with Hannah about it, too, and she’s…
55 00:20:27.140 ⇒ 00:20:33.740 Luke Scorziell: Pretty… like, wants to start using it for some of her stuff, so when we do, like, campaigns…
56 00:20:34.060 ⇒ 00:20:36.560 Luke Scorziell: We can just start them here.
57 00:20:36.950 ⇒ 00:20:45.690 Luke Scorziell: And then it’s… like, my plan is to, like, relate each campaign to a service.
58 00:20:45.980 ⇒ 00:20:48.789 Luke Scorziell: and an ICP,
59 00:20:49.320 ⇒ 00:20:52.650 Luke Scorziell: That we have, so I don’t know why the ICP’s not showing up here, but,
60 00:20:53.360 ⇒ 00:20:58.839 Luke Scorziell: And then that should, I’m also not sure.
61 00:20:58.840 ⇒ 00:21:01.659 Robert Tseng: I was like, those are what I get them all.
62 00:21:02.470 ⇒ 00:21:03.190 Luke Scorziell: Yeah.
63 00:21:09.520 ⇒ 00:21:18.500 Luke Scorziell: And then, like, I’m kind of assuming we can group different ICPs, and then the other cool thing about this is I’ll be able to see, like, add a roll-up to see
64 00:21:18.700 ⇒ 00:21:25.210 Luke Scorziell: how many messages we’ve sent to each ICP, and then meetings booked with ICPs, and, proposals sent.
65 00:21:25.480 ⇒ 00:21:30.759 Luke Scorziell: So it should give me, like, an idea of where we’re at, like, pretty live, at any given time.
66 00:21:31.090 ⇒ 00:21:31.990 Luke Scorziell: So.
67 00:21:32.210 ⇒ 00:21:35.180 Robert Tseng: Yeah, I just wanted to show you that, and then kind of see.
68 00:21:35.570 ⇒ 00:21:39.190 Luke Scorziell: Just how that could fit in with what we’re already doing.
69 00:21:39.340 ⇒ 00:21:42.009 Luke Scorziell: But I think I just want to build, like, these systems to kind of…
70 00:21:42.270 ⇒ 00:21:46.510 Luke Scorziell: when we get to the Monday call, like, no one’s surprised by the numbers that we’re seeing.
71 00:21:46.850 ⇒ 00:21:48.980 Luke Scorziell: Yeah.
72 00:21:50.920 ⇒ 00:22:00.110 Robert Tseng: Okay, I mean, yeah, I guess whatever works for you, but I’m still gonna run off the Google Sheet. I just… I just feel like everybody has their own system, and I’m not gonna click into everybody’s pages.
73 00:22:01.670 ⇒ 00:22:07.660 Luke Scorziell: Yeah, yeah, for sure. And my hope is to get, like, most of the team kind of leveraging this.
74 00:22:09.410 ⇒ 00:22:10.690 Luke Scorziell: So…
75 00:22:10.810 ⇒ 00:22:19.200 Luke Scorziell: Okay, and then, yeah, I mean, content volume is up, engagement’s up, like, awareness, the one post that we did on Tom’s account went… did pretty well.
76 00:22:19.200 ⇒ 00:22:23.629 Robert Tseng: One thing is, like, I sent you proposals today, so how does that get captured in your system?
77 00:22:26.720 ⇒ 00:22:33.050 Luke Scorziell: If we… So you… I don’t have that one’s like.
78 00:22:37.130 ⇒ 00:22:39.839 Luke Scorziell: Okay, so he’s on that client on site right now.
79 00:22:41.710 ⇒ 00:22:42.949 Luke Scorziell: Bye, Thomas.
80 00:22:45.080 ⇒ 00:22:48.360 Luke Scorziell: What were the two proposals that you sent? I can pull them up, too.
81 00:22:49.160 ⇒ 00:22:50.540 Robert Tseng: They’re in the sales channel.
82 00:22:50.750 ⇒ 00:22:52.979 Robert Tseng: View version and, and .
83 00:22:52.980 ⇒ 00:22:54.750 Luke Scorziell: Who else… Some…
84 00:22:54.750 ⇒ 00:22:56.340 Robert Tseng: Random engineering company.
85 00:22:58.920 ⇒ 00:23:06.459 Luke Scorziell: Version… And… a little more engineering.
86 00:23:14.190 ⇒ 00:23:17.940 Luke Scorziell: I was in a very heated conversation next day.
87 00:23:19.520 ⇒ 00:23:20.240 Robert Tseng: Good, I can barely.
88 00:23:20.240 ⇒ 00:23:20.860 Luke Scorziell: So then we would…
89 00:23:20.860 ⇒ 00:23:26.599 Robert Tseng: So, I mean, like, somebody has to put it into HubSpot, and so somebody’s doing that, and then you’re also adding it to your system?
90 00:23:27.610 ⇒ 00:23:28.889 Robert Tseng: I mean, I don’t know, it’s fine.
91 00:23:28.890 ⇒ 00:23:30.700 Luke Scorziell: Yeah, I mean, that part’s not…
92 00:23:32.280 ⇒ 00:23:35.829 Luke Scorziell: Yeah, it’s not like… I think if we…
93 00:23:36.480 ⇒ 00:23:39.099 Luke Scorziell: Like, it seemed like no one’s using HubSpot.
94 00:23:39.210 ⇒ 00:23:40.000 Luke Scorziell: I guess.
95 00:23:40.000 ⇒ 00:23:41.899 Robert Tseng: Well, I guess it’s like, well…
96 00:23:42.090 ⇒ 00:23:49.469 Robert Tseng: Okay. We moved from Notion to HubSpot. Notion will not be the source of truth for leads. Like, it’s just… it’s not gonna happen. We need… we need.
97 00:23:49.470 ⇒ 00:23:50.050 Luke Scorziell: Yeah. Integration.
98 00:23:50.050 ⇒ 00:23:54.949 Robert Tseng: with email and all that stuff, so it’s gonna end up in HubSpot anyway, so…
99 00:23:55.080 ⇒ 00:23:57.219 Robert Tseng: If you’re just gonna use HubSpot to log…
100 00:23:57.220 ⇒ 00:23:57.670 Luke Scorziell: the…
101 00:23:57.670 ⇒ 00:23:58.230 Robert Tseng: Okay.
102 00:24:00.330 ⇒ 00:24:07.939 Luke Scorziell: Is that we could use this as, like, until someone becomes a lead, so kind of, like, content. And then, like, even just through adding…
103 00:24:09.170 ⇒ 00:24:14.159 Luke Scorziell: Those two proposals, I don’t like Wi-Fi issues.
104 00:24:14.970 ⇒ 00:24:18.050 Luke Scorziell: So… Just drag this down.
105 00:24:18.350 ⇒ 00:24:19.740 Luke Scorziell: relationship.
106 00:24:21.260 ⇒ 00:24:24.609 Luke Scorziell: It should update in here. I think I’m having internet issues. Here we go, so…
107 00:24:25.110 ⇒ 00:24:29.220 Luke Scorziell: No, it shows recent proposals, so I don’t really have to put in more information than that.
108 00:24:29.410 ⇒ 00:24:32.649 Robert Tseng: Like, if we wanted to put in numbers, then I could also track.
109 00:24:33.030 ⇒ 00:24:39.130 Luke Scorziell: Like, how the amount of… like…
110 00:24:39.270 ⇒ 00:24:46.900 Luke Scorziell: yeah, just, like, the revenue that we would expect from each proposal, but, I mean, up to this point. And then this will allow me to track also, like, okay, if…
111 00:24:47.060 ⇒ 00:24:50.300 Luke Scorziell: If we sent 3 proposals based on, like, 1 campaign.
112 00:24:50.610 ⇒ 00:24:52.229 Luke Scorziell: And all of them are to the…
113 00:24:52.600 ⇒ 00:24:58.570 Luke Scorziell: CMO, and we’re simultaneously running 3 different campaigns, and I can kind of see, okay, this one is…
114 00:24:58.900 ⇒ 00:25:00.340 Luke Scorziell: Obviously doing better.
115 00:25:00.770 ⇒ 00:25:03.700 Luke Scorziell: And then we shut down the other one, so…
116 00:25:04.670 ⇒ 00:25:10.829 Luke Scorziell: I think it’s more of a visibility thing, I think, but I’m also, like, open to,
117 00:25:12.040 ⇒ 00:25:14.829 Luke Scorziell: learning more about, HubSpot and whatnot.
118 00:25:15.000 ⇒ 00:25:22.180 Luke Scorziell: So… or, like, using… obviously, I don’t want to switch up using HubSpot once… once we have someone in the pipeline. I think it’s just a full track.
119 00:25:28.070 ⇒ 00:25:31.550 Robert Tseng: So, yeah, sounds like this is uniquely just for
120 00:25:32.360 ⇒ 00:25:38.079 Robert Tseng: Helping you log stuff so that you can have it ready for the Monday call.
121 00:25:40.040 ⇒ 00:25:41.709 Luke Scorziell: Yeah, yeah, essentially.
122 00:25:42.090 ⇒ 00:25:47.380 Luke Scorziell: Okay. And then hopefully we’re gonna organize some more stuff, too, so…
123 00:25:47.670 ⇒ 00:25:54.830 Luke Scorziell: Yeah, and then I guess, the other thing is, like, that lead magnet. I know I sent you the quiz, and then you…
124 00:25:56.090 ⇒ 00:26:04.290 Luke Scorziell: Thought maybe it would be better to use as, like, like, doing kind of, like, Research time?
125 00:26:04.640 ⇒ 00:26:08.820 Luke Scorziell: stuff, or like, I guess in my mind, I was kind of thinking if we just put it on…
126 00:26:09.030 ⇒ 00:26:13.830 Luke Scorziell: our profiles, or had, like, maybe that more on your profile, and then I…
127 00:26:13.930 ⇒ 00:26:19.120 Luke Scorziell: But, like, an interesting lead magnet for UTOMS right now would be, like, are you a high agency?
128 00:26:20.020 ⇒ 00:26:26.749 Luke Scorziell: like, person, or I don’t know, just, like, some kind of, like, magnet around that post.
129 00:26:27.850 ⇒ 00:26:34.150 Luke Scorziell: So that’s kind of, like, the one… maybe… spot that I’m…
130 00:26:34.330 ⇒ 00:26:38.120 Luke Scorziell: Yeah, it’s like a current problem I’m willing to solve before we did.
131 00:26:38.320 ⇒ 00:26:40.349 Luke Scorziell: Just getting a lead magnet up, and…
132 00:26:40.490 ⇒ 00:26:47.739 Luke Scorziell: Even if it’s, like, not perfect, just having something that we can, like, see that people are clicking through and giving us their information.
133 00:26:49.200 ⇒ 00:26:52.429 Robert Tseng: So wait, what… I don’t… I don’t really get where this… where this would live.
134 00:26:54.490 ⇒ 00:26:55.760 Robert Tseng: Yeah, I thought, I thought you were.
135 00:26:55.760 ⇒ 00:26:56.550 Luke Scorziell: They’re posting whatever.
136 00:26:56.550 ⇒ 00:26:58.840 Robert Tseng: Like a quiz post or whatever.
137 00:27:01.130 ⇒ 00:27:07.409 Luke Scorziell: I mean, we could do that, too. I think my initial thought was we could just have it on the, like, the featured section of your profile.
138 00:27:07.620 ⇒ 00:27:09.790 Luke Scorziell: What kind of…
139 00:27:09.790 ⇒ 00:27:11.300 Robert Tseng: So it’s a link that somebody clicked?
140 00:27:11.300 ⇒ 00:27:11.630 Luke Scorziell: Fair enough.
141 00:27:11.630 ⇒ 00:27:13.869 Robert Tseng: And then it’s a quiz they answer?
142 00:27:16.160 ⇒ 00:27:17.749 Luke Scorziell: Yes, yeah, that was my thought.
143 00:27:18.230 ⇒ 00:27:18.810 Robert Tseng: Okay.
144 00:27:19.530 ⇒ 00:27:22.560 Robert Tseng: Instead of the, like, booking link?
145 00:27:27.450 ⇒ 00:27:30.240 Luke Scorziell: Well, I guess maybe then I was… like, it seems like no one’s…
146 00:27:30.390 ⇒ 00:27:36.120 Luke Scorziell: going to the booking link, so I don’t know if, like, we just need to revamp that strategy, or what is,
147 00:27:36.600 ⇒ 00:27:42.440 Luke Scorziell: like, I guess we’re not really, like, it’s not like the link investor.
148 00:27:43.870 ⇒ 00:27:46.039 Luke Scorziell: Booking, but a lot of people are…
149 00:27:47.610 ⇒ 00:27:53.340 Luke Scorziell: Yeah, I guess I’m trying to figure out what the best conversion mechanism is toward,
150 00:27:54.330 ⇒ 00:28:03.040 Luke Scorziell: Like, that high… like, more expressing, like, a high-intention engagement than a… Just the viewers and stuff.
151 00:28:03.310 ⇒ 00:28:05.489 Luke Scorziell: So I think that’s, like, the drop-off that it…
152 00:28:05.790 ⇒ 00:28:10.409 Luke Scorziell: What is happening right now is that we’ve got content and engagement, more…
153 00:28:10.750 ⇒ 00:28:14.580 Luke Scorziell: We don’t have the lead magnet, and then… That’s kind of…
154 00:28:15.280 ⇒ 00:28:22.090 Luke Scorziell: blocking us, I think that or something else is blocking us from getting more, like, booking more calls.
155 00:28:23.800 ⇒ 00:28:34.899 Robert Tseng: I agree that the featured link, like, just, like, a cold stranger talking to me for 60 minutes is, like, a big ask. I think it should be, like, 15 minutes.
156 00:28:35.020 ⇒ 00:28:40.970 Robert Tseng: I think that swapping that out to be a quiz,
157 00:28:41.890 ⇒ 00:28:44.699 Robert Tseng: I don’t think would really change.
158 00:28:45.000 ⇒ 00:28:50.309 Robert Tseng: anything? Like, I guess it’s more of, like, a pre-qualification, like, if you click into the workshop.
159 00:28:50.870 ⇒ 00:28:54.529 Robert Tseng: menu view… I’m clicking through the workflow now.
160 00:28:56.710 ⇒ 00:29:03.480 Robert Tseng: I mean, I just think this is silly. Like, I would never book a one-hour call with somebody off of, like, LinkedIn.
161 00:29:04.740 ⇒ 00:29:06.830 Robert Tseng: So, I…
162 00:29:07.880 ⇒ 00:29:16.719 Robert Tseng: We’d probably just swap it out to a 15-minute call, and you can put the questions inside as, like, pre-call questions before somebody books, like…
163 00:29:17.050 ⇒ 00:29:19.779 Robert Tseng: If that’s kind of the,
164 00:29:20.760 ⇒ 00:29:26.529 Robert Tseng: like, yeah, I just… I don’t know, I don’t know… I agree that the 60-minute is a big…
165 00:29:26.970 ⇒ 00:29:37.270 Robert Tseng: it’s just way too… the bar is way too high. Like, I… that… yeah, like, I think it should be 15 minutes, and you could put your quiz questions in there. I think that’s what I’m trying to say.
166 00:29:38.280 ⇒ 00:29:39.010 Luke Scorziell: Okay.
167 00:29:39.500 ⇒ 00:29:44.329 Robert Tseng: Yeah. Like, I think just the quiz itself, like, what’s driving them to that, huh?
168 00:29:46.480 ⇒ 00:29:55.950 Luke Scorziell: Yeah, no, that makes sense, because the quiz could be, like, the answer prior to. I mean, initially what I was thinking, and I kind of built something out like this on Lovable, is…
169 00:29:56.240 ⇒ 00:30:01.460 Luke Scorziell: Not… I didn’t… I haven’t built it out for anything for Brainforge yet, but,
170 00:30:02.240 ⇒ 00:30:08.349 Luke Scorziell: Like, a quiz where they kind of, like, walk through it, answer questions, and then they get, like, a custom
171 00:30:08.480 ⇒ 00:30:10.580 Luke Scorziell: like, AI, like,
172 00:30:11.240 ⇒ 00:30:18.490 Luke Scorziell: like, a little game plan or something on, like, what are 3 next steps. I mean, obviously, the quiz that I sent over is much different than that.
173 00:30:18.700 ⇒ 00:30:22.960 Luke Scorziell: But if we had, like, some kind of, like, app that they could, like.
174 00:30:23.720 ⇒ 00:30:26.629 Luke Scorziell: Kinda used just to get, like, an idea of what they could do.
175 00:30:26.790 ⇒ 00:30:30.950 Luke Scorziell: That could be interesting, like, giving them, like, a custom, like.
176 00:30:33.620 ⇒ 00:30:40.050 Luke Scorziell: GPT, but then, like, that’s maybe more complicated. Like, it’d probably take a day or so to build on Lovable, but if…
177 00:30:40.330 ⇒ 00:30:42.069 Luke Scorziell: It’s like, that’s neat.
178 00:30:42.250 ⇒ 00:30:43.650 Luke Scorziell: more.
179 00:30:44.540 ⇒ 00:31:01.930 Robert Tseng: Yeah, I’m okay with taking our demos and basically, like, putting a, like, a download wall in front of it or whatever, or, like, some sort of email gate or something, like, I’m… but I… yeah, I don’t… I don’t think that we need to be building, like, things like that. I mean, I have a bunch of ideas for just, like.
180 00:31:02.320 ⇒ 00:31:07.509 Robert Tseng: free AI-powered audit tools on, like, various parts of their data stack, but, like, we just…
181 00:31:07.650 ⇒ 00:31:22.279 Robert Tseng: I think those are higher lift. It’s… like, I mean, we can… we can build a roadmap for those things, but, like, I just don’t think there’s anything that you could put out within, like, you know, a couple days.
182 00:31:25.720 ⇒ 00:31:28.330 Luke Scorziell: Yeah, fuhr.
183 00:31:28.870 ⇒ 00:31:34.369 Robert Tseng: like, if you go to Platform, and you go to demos, like.
184 00:31:34.950 ⇒ 00:31:38.790 Robert Tseng: And let’s say you were doing the contextual demo, like.
185 00:31:39.800 ⇒ 00:31:55.919 Robert Tseng: I think that could… you could have the AI team pretty much put that, like, a publicly available link and make it accessible. I mean, I wouldn’t really want to do that, because I don’t want to pay for the tokens necessarily, but, like, you know, you get my point, like, we can… they let the engineers build, like.
186 00:31:55.920 ⇒ 00:31:56.250 Luke Scorziell: Yeah.
187 00:31:56.250 ⇒ 00:32:06.449 Robert Tseng: the, like, the go-to-market gimmicks, like, we can… you can be the PM, pretty much, and, like, telling them what to build, but, like, I do think the turnaround time isn’t, like, you can’t really just…
188 00:32:06.700 ⇒ 00:32:08.419 Robert Tseng: Create these things in, like, a day.
189 00:32:08.610 ⇒ 00:32:12.110 Robert Tseng: Yeah, so, and I, I mean, I…
190 00:32:12.110 ⇒ 00:32:12.950 Luke Scorziell: Yeah.
191 00:32:12.950 ⇒ 00:32:15.950 Robert Tseng: Yeah, so there… I think there’s… it’s probably…
192 00:32:16.420 ⇒ 00:32:20.619 Robert Tseng: I mean, yeah, I… if we… if you… if we want to do, like, a…
193 00:32:20.940 ⇒ 00:32:25.120 Robert Tseng: Session, just to just brainstorm what all of those different things are, like.
194 00:32:25.570 ⇒ 00:32:41.149 Robert Tseng: I would pretty much just take the first step of every service line that we do, and that becomes, like, a downloadable or an accessible, like, thing that people can get to. Like, I’m happy to give away that for free, like, I don’t… it doesn’t matter.
195 00:32:41.500 ⇒ 00:32:53.570 Robert Tseng: But, like, I… yeah, I think… but in order to drive traffic to that, you need to put it into a series where it’s… it’s, you know, talking about the value of a thing specific. I mean, I think,
196 00:32:54.470 ⇒ 00:32:55.200 Robert Tseng: I think…
197 00:32:56.020 ⇒ 00:33:04.040 Robert Tseng: there’s a few, people I follow that I think do this well. I’ve downloaded a bunch of stuff from them, so,
198 00:33:04.300 ⇒ 00:33:13.419 Robert Tseng: And I… every single time, I’m disappointed with what they get, but they always… they get my email every time, so I think there’s some tactics around this.
199 00:33:15.100 ⇒ 00:33:17.370 Luke Scorziell: Yeah, okay, I mean, that’s… that would be…
200 00:33:17.620 ⇒ 00:33:19.889 Luke Scorziell: Great, honestly, because I’m kind of like…
201 00:33:20.400 ⇒ 00:33:24.140 Robert Tseng: I’m just trying to figure out, like, minimum viable product, like, what is…
202 00:33:24.530 ⇒ 00:33:27.669 Luke Scorziell: The most interesting thing to put out,
203 00:33:27.830 ⇒ 00:33:32.989 Luke Scorziell: the people would click through, and I guess, like, part of it, too, depends on, like, who is…
204 00:33:34.660 ⇒ 00:33:41.680 Luke Scorziell: Who is viewing our, our profile, so I feel like the posts that went…
205 00:33:42.180 ⇒ 00:33:46.709 Luke Scorziell: that kind of blew up for Tom was more, like, people who are looking for jobs.
206 00:33:47.120 ⇒ 00:33:57.059 Robert Tseng: Yeah, I don’t… I mean, I consider that, yeah, not really leads, like, and I don’t really want to connect with both of those people. They’re mostly from, like, India, right? So,
207 00:33:58.120 ⇒ 00:34:02.879 Robert Tseng: But, yeah, it’s, like, good, good, like, visibility-wise, but yeah, I mean, there’s,
208 00:34:03.400 ⇒ 00:34:13.930 Robert Tseng: we have to… we have to mishmash these types of posts. Like, we know, like, a job posting is gonna get a lot of, like, attention, but it’s not gonna be anywhere near about, like, who we want to actually go after, and…
209 00:34:14.139 ⇒ 00:34:19.590 Robert Tseng: Multiple screen shares. I’m gonna take a screen share.
210 00:34:20.260 ⇒ 00:34:28.349 Robert Tseng: Hopefully this is working… Okay, so… there’s a lot going on here.
211 00:34:31.929 ⇒ 00:34:32.669 Luke Scorziell: Huh, cool.
212 00:34:36.130 ⇒ 00:34:37.110 Robert Tseng: So…
213 00:34:43.830 ⇒ 00:34:46.559 Robert Tseng: I think this is a great example of, like.
214 00:34:48.659 ⇒ 00:35:01.699 Robert Tseng: Jesse literally just has his, like, it’s like Orion on his team, pretty much just recording some random thing, right? This is like a… this is… this is me a lead magnet. Just some random 5-minute explanatory loom of, like, some…
215 00:35:01.700 ⇒ 00:35:08.939 Robert Tseng: AI workflow that we’re doing. I think what we have to do is a little bit more technical than what they do, but he just, like, gates it, and then people just, like.
216 00:35:09.140 ⇒ 00:35:15.959 Robert Tseng: comment, whatever, to go and… and, get… get access to it. So, I think this is an example of, like, a…
217 00:35:17.950 ⇒ 00:35:23.360 Robert Tseng: Like, the… what you get from it in order to… I mean…
218 00:35:24.140 ⇒ 00:35:25.440 Luke Scorziell: Yeah, I mean, that’s super cool.
219 00:35:25.670 ⇒ 00:35:29.809 Robert Tseng: Yeah, I’m assuming you’ve seen something like this, so I’m not gonna over-explain that.
220 00:35:30.350 ⇒ 00:35:31.020 Luke Scorziell: Yeah.
221 00:35:31.400 ⇒ 00:35:32.200 Robert Tseng: there’s…
222 00:35:32.200 ⇒ 00:35:33.640 Luke Scorziell: Other stuff…
223 00:35:34.510 ⇒ 00:35:42.689 Robert Tseng: That’s, like, Yeah, literally just a sign-up link to a landing page that’s just, like, pretty straightforward.
224 00:35:43.450 ⇒ 00:35:44.140 Robert Tseng: Fair.
225 00:35:45.840 ⇒ 00:35:46.960 Robert Tseng: Hmm.
226 00:35:52.860 ⇒ 00:36:00.280 Robert Tseng: Yeah, like, almost every other post, he has a CTA that, like, has… that calls for some, like, level of engagement.
227 00:36:02.550 ⇒ 00:36:04.540 Robert Tseng: This is just, like…
228 00:36:05.050 ⇒ 00:36:12.829 Robert Tseng: really short post, some random, like, guide, which is just some Notion page that, like, I’m sure if I just commented this.
229 00:36:13.850 ⇒ 00:36:14.770 Robert Tseng: Ow.
230 00:36:15.290 ⇒ 00:36:19.099 Robert Tseng: Maybe I’ve actually gotten some of this stuff before on LinkedIn.
231 00:36:25.220 ⇒ 00:36:26.189 Robert Tseng: Thank you, sir.
232 00:36:34.630 ⇒ 00:36:35.500 Robert Tseng: Oops.
233 00:36:37.710 ⇒ 00:36:39.840 Robert Tseng: Come on. Here, there we go.
234 00:36:40.420 ⇒ 00:36:43.420 Robert Tseng: Yeah, then it just goes to this theme.
235 00:36:45.000 ⇒ 00:36:46.909 Robert Tseng: Forces you to put an email.
236 00:36:50.800 ⇒ 00:36:56.349 Robert Tseng: And then it’s just, like, a very basic AI-generated Notion page.
237 00:37:00.060 ⇒ 00:37:00.600 Robert Tseng: Yeah.
238 00:37:02.430 ⇒ 00:37:02.970 Luke Scorziell: Yeah.
239 00:37:03.400 ⇒ 00:37:03.800 Luke Scorziell: You sounded.
240 00:37:03.800 ⇒ 00:37:13.710 Robert Tseng: Something like this, I feel like you could spin up very quickly. Like, you could, you could, you know, fire off, like… you could do this in a day, I’m sure. Like…
241 00:37:13.900 ⇒ 00:37:15.990 Robert Tseng: But yeah, I think that’s what.
242 00:37:15.990 ⇒ 00:37:18.950 Luke Scorziell: I could just take some of the BBC stuff, and like, yeah.
243 00:37:19.280 ⇒ 00:37:26.980 Luke Scorziell: Okay, yeah, I mean, that makes sense. I mean, we can have more, okay.
244 00:37:31.000 ⇒ 00:37:37.130 Luke Scorziell: Yeah, and then it’s just a little… it’s literally just gating it with, like, a… I think we can just do that on Ishen.
245 00:37:37.850 ⇒ 00:37:38.380 Robert Tseng: Yeah.
246 00:37:38.380 ⇒ 00:37:39.210 Luke Scorziell: So…
247 00:37:40.160 ⇒ 00:37:40.490 Robert Tseng: But
248 00:37:40.870 ⇒ 00:37:52.869 Robert Tseng: he uses this link thing, because he probably is, like, tracking, like, kind of trying to learn everything about me, qualifying me with some, like, automated ICP thing, and then he decides if he wants to text me.
249 00:37:52.970 ⇒ 00:38:02.799 Robert Tseng: And then, one day, I got a… I got a text from Jesse, because I was a quote-unquote high ICT target. I don’t even know how he got my phone number, but he got my phone number, and he just texted me.
250 00:38:05.080 ⇒ 00:38:05.820 Robert Tseng: acts.
251 00:38:10.900 ⇒ 00:38:12.850 Robert Tseng: Yeah, and then…
252 00:38:14.070 ⇒ 00:38:24.099 Robert Tseng: Adrian is basically his, like, co-CEO or whatever, so she does the same thing. I mean, they have the same person running the same playbooks on both of their accounts.
253 00:38:25.050 ⇒ 00:38:25.690 Robert Tseng: Yeah.
254 00:38:25.690 ⇒ 00:38:26.290 Luke Scorziell: Yeah.
255 00:38:26.910 ⇒ 00:38:30.040 Robert Tseng: Yeah, he wants us to… Sure.
256 00:38:30.600 ⇒ 00:38:31.260 Robert Tseng: Bye.
257 00:38:32.030 ⇒ 00:38:32.980 Luke Scorziell: Okay.
258 00:38:33.290 ⇒ 00:38:33.980 Robert Tseng: Yeah.
259 00:38:33.980 ⇒ 00:38:37.569 Luke Scorziell: I mean, I can… that’s, like, my… this is my top…
260 00:38:38.440 ⇒ 00:38:41.189 Luke Scorziell: Kind of the top thing on my list, because once we get…
261 00:38:42.020 ⇒ 00:38:46.229 Luke Scorziell: Once we can start collecting that, and even launching the campaigns, it’s a little easier.
262 00:38:46.640 ⇒ 00:39:04.930 Robert Tseng: Yeah, so I don’t think we need to over-engineer it. Like, the graphics are obviously here are very simple, but, like, they’re just, like, every other post has, like, a CTA. That’s why they’re kind of getting… I mean, this is a 25 million business, supposedly.
263 00:39:06.380 ⇒ 00:39:16.860 Robert Tseng: I mean, it’s a different audience, but it is B2B sales, so it is somewhat similar to ours. There probably aren’t that many people who are hiring for this type of service, but it’s less niche than ours, so…
264 00:39:17.810 ⇒ 00:39:18.660 Luke Scorziell: Yeah.
265 00:39:18.830 ⇒ 00:39:34.330 Robert Tseng: Yeah. But anyway, like, I think that, you know, just… Charlie, you should just test stuff like this. Like, link to Looms, link to NotionDocs, like, we can worry about the demos, like, later on, if there’s more interest for it. We can have the… we can have the AI team build that.
266 00:39:35.870 ⇒ 00:39:36.820 Luke Scorziell: Pass.
267 00:39:37.500 ⇒ 00:39:42.209 Luke Scorziell: Yeah, alright, maybe I’ll… It’d be a good thing to just assign Ryan to,
268 00:39:44.070 ⇒ 00:39:49.189 Luke Scorziell: make me, like, a loom on some of the stuff I do.
269 00:39:55.150 ⇒ 00:39:56.629 Robert Tseng: Makes sense. Take care.
270 00:40:05.250 ⇒ 00:40:06.860 Robert Tseng: Yeah, and I would, I would try to…
271 00:40:07.720 ⇒ 00:40:09.449 Robert Tseng: I would direct,
272 00:40:09.870 ⇒ 00:40:26.649 Robert Tseng: like, put it on Hannah’s plate. Like, that’s… this is her… this is her thing. Like, her role has shifted to being… like, she’s purely measured off of engagement. So, if she’s not creating CTAs, and she’s not actually helping, like, with the staff, then, you know, I… I mean, if… basically, if… I mean, I… like…
273 00:40:27.100 ⇒ 00:40:31.590 Robert Tseng: Wait, so I don’t… I don’t think, like, you need to create… I mean, they…
274 00:40:32.260 ⇒ 00:40:40.729 Robert Tseng: links to assets, things like that, like, you can have them… them do it, but, like, you know, building… building the doc, or, like, kind of telling them what
275 00:40:40.800 ⇒ 00:40:56.690 Robert Tseng: yeah, you’re the quarterback here, and they’re executing the place. So, Hannah should be the one who’s creating these things. There is a design element to it, building the landing page, kind of getting you a standard format in Notion to be able to paste things into
276 00:40:56.770 ⇒ 00:41:04.950 Robert Tseng: If there’s, like, a Loom kind of, like… I mean, Loom is probably less, like, prescriptive, it’s just, like, whatever explanation video we can record.
277 00:41:05.110 ⇒ 00:41:06.720 Robert Tseng: But yeah, like, I…
278 00:41:07.320 ⇒ 00:41:14.329 Robert Tseng: That’s… I would not… I would not ask Ryan… like, I would not put it on Ryan to… to be the owner of Engagement.
279 00:41:16.590 ⇒ 00:41:17.270 Luke Scorziell: Okay.
280 00:41:17.270 ⇒ 00:41:21.589 Robert Tseng: So I’ll just define, then, what the idea is, basically, and kind of similar to how we do the.
281 00:41:21.630 ⇒ 00:41:28.079 Luke Scorziell: like, the decks and stuff, then I can just pass, basically, what I have along to Hannah.
282 00:41:28.310 ⇒ 00:41:34.769 Luke Scorziell: Yeah. Okay, yeah, I mean, this… okay, yeah, I think this gives me… so then I can just… I can even just build, like.
283 00:41:35.670 ⇒ 00:41:40.270 Luke Scorziell: I have probably AI give me a… my cursor give me a, like, dbt…
284 00:41:40.480 ⇒ 00:41:45.430 Luke Scorziell: Notion page, and an edge activation Notion page.
285 00:41:47.840 ⇒ 00:41:52.580 Luke Scorziell: And then we could just, like, use those on a couple posts and see how it works.
286 00:41:52.580 ⇒ 00:41:53.259 Robert Tseng: Yeah, it’s not with the.
287 00:41:53.260 ⇒ 00:41:58.280 Luke Scorziell: So, okay, no, that’s super helpful.
288 00:42:01.100 ⇒ 00:42:02.400 Luke Scorziell: And then…
289 00:42:02.400 ⇒ 00:42:03.140 Robert Tseng: That’s what I’m saying.
290 00:42:03.140 ⇒ 00:42:04.310 Luke Scorziell: Yeah, I guess on…
291 00:42:05.000 ⇒ 00:42:18.779 Luke Scorziell: Lee, did you have… like, I think the main pain point that I’m feeling that maybe is, like, why I was thinking about Lee is it seems like just the meetings that we’re booking is low, and so I know, like, that’s… like, we were kind of aiming for 10 a week.
292 00:42:18.880 ⇒ 00:42:26.939 Luke Scorziell: And right now, it’s been, like… I mean, I guess you and you, Tom, maybe are booking some of your own meetings, but as far as, like, from the go-to-market team, I’m…
293 00:42:27.130 ⇒ 00:42:33.599 Luke Scorziell: Like, I feel like we’re… Kind of underperforming there, which is,
294 00:42:34.090 ⇒ 00:42:41.240 Luke Scorziell: like, partially, I think, because we’re still, like, momentum is building, but I… yeah, I guess that’s… that’s another area that…
295 00:42:41.990 ⇒ 00:42:51.859 Robert Tseng: Yeah, my biggest concern is just, like, introducing another person for you to manage isn’t actually gonna speed anything up. Like, it’s just gonna… I mean, maybe he’s more competent than Rico in…
296 00:42:51.900 ⇒ 00:43:09.630 Robert Tseng: and Ryan, like, I don’t know, I’m not really in the day-to-day with… with them, like, I think you know their limits, so, like, if you… if you want to make a bet on that, like, that’s fine, like, I’m happy to… like, I think you just have to build the case, and the case is, right, the 10 to 30 day kind of, like, onboarding plan.
297 00:43:09.630 ⇒ 00:43:21.629 Robert Tseng: I need, like, to be able to say, like, within 2 weeks, do we keep them or fire them? Like, I think that’s what it is. We don’t have one month of runway for this person to just go and ramp. So,
298 00:43:21.630 ⇒ 00:43:35.060 Robert Tseng: Yeah, I mean, I’m already… end of the month is coming up, the numbers are not all shaken out, but I’m expecting go-to-market to have dipped by 20-30%, which means that I’m cutting… I already have, like, a list of, like, where I’m cutting expense.
299 00:43:35.240 ⇒ 00:43:46.250 Robert Tseng: I’m cutting… cutting Polly’s hours, I’m cutting… I’m cutting, like, I’m… there’s, like, this is… there’s an order of… of… of things. It’s, like, Polly, Ann, then,
300 00:43:46.730 ⇒ 00:43:55.709 Robert Tseng: I think, like, Shayshu’s probably on the block, because he’s part-time, so all the part-timers are pretty much, like, on the block. And then, you know, if we completely, like, tame.
301 00:43:55.710 ⇒ 00:43:56.030 Luke Scorziell: Yeah.
302 00:43:56.030 ⇒ 00:44:01.620 Robert Tseng: for whatever reason, by end of Q1, then Hannah’s… Hannah’s also done by end of Q1 as well, so…
303 00:44:01.620 ⇒ 00:44:03.099 Luke Scorziell: Okay, I’m there, let’s… that’s…
304 00:44:03.100 ⇒ 00:44:14.859 Robert Tseng: pretty much, like, how I will, like, kind of damage control, like, how much we’re doing on the go-to-market side, so I only want to keep things on that are working, and…
305 00:44:14.950 ⇒ 00:44:27.040 Robert Tseng: we can make bets, but we have to… we have to experiment and have a faster feedback loop. Otherwise, like, it’s… you know, there’s… we… I have to make… I have to make adjustments every month.
306 00:44:29.050 ⇒ 00:44:29.650 Luke Scorziell: Yeah.
307 00:44:30.060 ⇒ 00:44:30.650 Robert Tseng: Yeah.
308 00:44:30.650 ⇒ 00:44:34.129 Luke Scorziell: I mean, are you saying, like… like, for me then…
309 00:44:34.500 ⇒ 00:44:47.699 Luke Scorziell: like, I guess I have some ideas on how to get those, like, the booked calls up, and the meetings, and, like, speed things up, and I think, like, as I’m getting, like, more comfortable, or just more, like, kind of seeing things, so for me, it’s, like, sales campaign seems like.
310 00:44:47.700 ⇒ 00:44:48.470 Robert Tseng: Same thing.
311 00:44:49.150 ⇒ 00:44:52.150 Luke Scorziell: Maybe it would be an easy one. Obviously, we’re doing events.
312 00:44:55.210 ⇒ 00:45:03.309 Luke Scorziell: So the… but it’s… it’s, like, yeah, I guess I’m just wondering, like, where can we start finding those meetings so that…
313 00:45:03.460 ⇒ 00:45:04.500 Luke Scorziell: we’re not.
314 00:45:04.710 ⇒ 00:45:08.249 Luke Scorziell: I mean, obviously, we might end this month at that place where we’re…
315 00:45:08.440 ⇒ 00:45:12.319 Luke Scorziell: 20 or 30% down, but, like, how do we get to the end of the February?
316 00:45:12.660 ⇒ 00:45:14.140 Luke Scorziell: And not be in that spot.
317 00:45:15.010 ⇒ 00:45:37.220 Robert Tseng: Yeah, well, so, like, I mean, I’m basically spending time, and I’m… I mean, I’m shooting out proposals, I’m going back, I’m circling back with leads, I’m going into, like, on… on Upwork, I’m going to find… find, like, high… high-speed fits, like, just… just all manual things that, like, the team’s just not doing. So, I’m just kind of going back to what I did to build up… build up our pipeline. So, I mean, I…
318 00:45:37.220 ⇒ 00:45:39.690 Robert Tseng: I, I’m, I’m also, like…
319 00:45:39.810 ⇒ 00:45:50.400 Robert Tseng: I don’t know if I’m gonna give you a list of these things to do, but, like, I feel like you kind of just need to pick… pick a… pick a way, and just… and just… just… just, just find people there. Like, I…
320 00:45:50.650 ⇒ 00:45:55.910 Robert Tseng: Maybe I think I’ll… I… I… I’ll do… Perfect.
321 00:45:56.050 ⇒ 00:45:59.530 Robert Tseng: I’ll go through a couple things really quickly. So…
322 00:45:59.790 ⇒ 00:46:08.800 Robert Tseng: Yeah, I mean, HubSpot, I’m going, I’m looking at the circlebacks, like, I mean, I have the relationship there, so, like, it’s easier for me to do that, so I don’t think this is something you could actually do, but, like…
323 00:46:09.040 ⇒ 00:46:16.260 Robert Tseng: I mean, Rico gave me that circle box. I went and I followed through on that. There’s some people that we have from last quarter that I’m also following up with.
324 00:46:16.420 ⇒ 00:46:27.020 Robert Tseng: But yeah, I’m like, I built up my own pipeline from, like, you know, this past year, so I have… I have, like, deals to go back to. And then for other accounts, like, this is kind of…
325 00:46:27.710 ⇒ 00:46:32.630 Robert Tseng: thing, like, I, you know, saved on LinkedIn, I did update this yesterday, but…
326 00:46:33.050 ⇒ 00:46:40.430 Robert Tseng: you know, end of the day ritual, right? So, this person, she’s not a… she’s not a lead, but it’s actually a good…
327 00:46:40.570 ⇒ 00:46:44.539 Robert Tseng: good person that I want to put on a list, so…
328 00:46:45.490 ⇒ 00:46:54.120 Robert Tseng: of people to engage with. Glue, this is, like, some Christian software company, like, I want to put Glue on, like, our…
329 00:46:55.000 ⇒ 00:46:57.469 Robert Tseng: I have, like, a lead list here.
330 00:46:59.880 ⇒ 00:47:00.660 Robert Tseng: evidence.
331 00:47:03.560 ⇒ 00:47:04.429 Robert Tseng: I don’t like anything.
332 00:47:05.320 ⇒ 00:47:07.370 Robert Tseng: And hospitals.
333 00:47:08.100 ⇒ 00:47:21.920 Robert Tseng: Let me… Q1… Hmm… Something’s off here. Q2026… Good.
334 00:47:22.430 ⇒ 00:47:26.790 Robert Tseng: I’m not really sure where my lead list went,
335 00:47:28.270 ⇒ 00:47:33.309 Robert Tseng: Q1 2026. Why can I not see that here?
336 00:47:40.340 ⇒ 00:47:41.510 Robert Tseng: Great.
337 00:48:02.670 ⇒ 00:48:07.110 Robert Tseng: I mean, I frankly think you should just build your own list of people that you’re following.
338 00:48:09.050 ⇒ 00:48:13.209 Luke Scorziell: So, I guess in my mind, this… This seems like something I…
339 00:48:13.360 ⇒ 00:48:17.130 Luke Scorziell: theoretically could give to a league, but I wouldn’t…
340 00:48:18.440 ⇒ 00:48:24.800 Luke Scorziell: feel as comfortable giving it to Rico, or I mean, I… Yeah.
341 00:48:26.090 ⇒ 00:48:37.600 Robert Tseng: Well, my opinion is, like, unless you can do this yourself, like, why would you give it to Lee? I don’t think he will… if you haven’t developed the, kind of, like, the taste for it, like, how can you hand it off to someone?
342 00:48:38.550 ⇒ 00:48:39.520 Luke Scorziell: Yeah.
343 00:48:40.450 ⇒ 00:48:43.989 Luke Scorziell: So then, I mean, I can start making this a larger part of my day.
344 00:48:44.490 ⇒ 00:48:47.950 Luke Scorziell: now that we’ve got… I mean, this… like, Ryan and I have…
345 00:48:47.950 ⇒ 00:48:51.210 Robert Tseng: So, like, I mean, I know you built… Yeah, okay.
346 00:48:52.000 ⇒ 00:48:53.670 Luke Scorziell: Let’s start… yeah, we have a block.
347 00:48:53.820 ⇒ 00:48:56.919 Luke Scorziell: To start, like, sending messages and comments,
348 00:48:57.410 ⇒ 00:49:00.330 Luke Scorziell: We’re gonna do that every day at 2. I…
349 00:49:01.290 ⇒ 00:49:05.509 Luke Scorziell: Meeting with Joral at 3, I got a mistake on that.
350 00:49:06.060 ⇒ 00:49:06.760 Robert Tseng: Yep.
351 00:49:06.770 ⇒ 00:49:07.640 Luke Scorziell: Fairness.
352 00:49:09.470 ⇒ 00:49:19.600 Robert Tseng: Okay. Yeah, I mean, I would have, like, a second screen, I’d be using Cursor, I’d be qualifying, like, all these leads, I’d be asking it for messaging sequences, I’m going after all of these people.
353 00:49:20.100 ⇒ 00:49:35.299 Robert Tseng: I… like, this… this is really just what I do during class. Like, I’ll just sit here and I’ll start… I’ll start connecting with people and trying to reach out to them. That’s how I… that’s how I am sourcing… sourcing these gold. Then there’s mutual intros. Sometimes I’ll come across an account where I’m like, hey, actually.
354 00:49:35.720 ⇒ 00:49:51.120 Robert Tseng: have some… have a… have a connection to them, like, I should just ask them to make the intro. So, I mean, I don’t think everything has to be a cold message, but, like, I feel like you gotta have to… you have to, like, be manually going through these things so you can know what, like, paths you can… you can… you can take.
355 00:49:51.590 ⇒ 00:49:52.270 Luke Scorziell: Yeah.
356 00:49:54.610 ⇒ 00:49:56.050 Luke Scorziell: Okay. I mean, I guess…
357 00:49:56.050 ⇒ 00:49:56.560 Robert Tseng: Like, I…
358 00:49:56.560 ⇒ 00:49:58.750 Luke Scorziell: Building, then, maybe a list of my own leads.
359 00:49:59.170 ⇒ 00:50:03.879 Luke Scorziell: And then… and now, yeah, okay, I’ll just… yeah, I can make that a priority then.
360 00:50:04.800 ⇒ 00:50:20.649 Robert Tseng: Yeah, I mean, to me, it’s not just list building, just, like, go end-to-end with it. Like, exercise all of the different levers we have, right? You have the different playbooks now, you… you know the mutual intro, you know the cold DM, you have the… you have, like, the blurbs, you know how to go through… I mean, I don’t know if you do, but…
361 00:50:20.660 ⇒ 00:50:40.380 Robert Tseng: I, you know, some of these people, I’m finding them, like, this is through job posting, this is through a partner, this is through… this is through Upwork, these are through in real life events that I attended yesterday, this is through, like, a conversation that I had with YouVersion, so, like, I mean, there’s all this stuff that I’m, like, yeah, there’s all these
362 00:50:40.380 ⇒ 00:50:41.870 Robert Tseng: Different channels that are…
363 00:50:41.870 ⇒ 00:50:55.109 Robert Tseng: obviously not being captured in HubSpot, but, like, I’m… I mean, at this point, I’m just in execution mode. I’m not really… I’m just… I’m trying to force the numbers up, I’m not really caring about, like, the system behind it. Like, I just… I would rather us get…
364 00:50:55.360 ⇒ 00:51:00.870 Robert Tseng: get the numbers up, then, like, build the system. Like, I don’t really think we have a systems problem right now.
365 00:51:02.490 ⇒ 00:51:03.750 Luke Scorziell: Yeah, yeah.
366 00:51:04.000 ⇒ 00:51:08.540 Luke Scorziell: Okay.
367 00:51:09.330 ⇒ 00:51:10.600 Luke Scorziell: I think that’s… Yeah, so, I mean.
368 00:51:10.600 ⇒ 00:51:22.530 Robert Tseng: I probably spent, like, 2 hours and spent, like, and then spent, like, whatever, $60K worth of, like, proposals. So, like, I am doing what I can to push… to push the sales team’s numbers up, but, like, you know, I think…
369 00:51:22.610 ⇒ 00:51:39.200 Robert Tseng: I would rather you spend time doing that. You know, I know you’re managing the team, but you should just block off 2 hours a day and really just be going through these reps. Like, I think there’s just no other way around it. Like, you have to develop that, you have to develop that intuition.
370 00:51:41.160 ⇒ 00:51:41.790 Luke Scorziell: Bam.
371 00:51:47.400 ⇒ 00:51:47.940 Luke Scorziell: I do.
372 00:51:47.940 ⇒ 00:51:55.489 Robert Tseng: this 30-minute wrap-up at the end of the day, and then the next morning, I go and I hit all of them. The first thing I do in the morning, the people, everyone that I added, I’m just like…
373 00:51:55.760 ⇒ 00:52:02.800 Robert Tseng: I go to my engagement list, I’m looking around, I mean, today I didn’t do it, but, like, when I can, like, that’s… that’s…
374 00:52:03.450 ⇒ 00:52:13.580 Robert Tseng: you know, to me, whenever… I mean, anyway, so obviously I’m pulled in a lot of different directions, so… but in a more disciplined way, like, that’s how I would… that’s how I would do it.
375 00:52:14.630 ⇒ 00:52:15.270 Luke Scorziell: Okay.
376 00:52:15.480 ⇒ 00:52:21.050 Luke Scorziell: Yeah, I mean, I’ll, I will make my own version of this, and then I can start,
377 00:52:21.230 ⇒ 00:52:28.019 Luke Scorziell: just going end-to-end, and then, too, I mean, if people are, like, posting and stuff, I feel like probably commenting on posts.
378 00:52:28.390 ⇒ 00:52:30.150 Luke Scorziell: That is a good way to,
379 00:52:32.280 ⇒ 00:52:36.380 Luke Scorziell: Yeah, I could do that as well, so…
380 00:52:37.850 ⇒ 00:52:42.759 Luke Scorziell: Yeah, to get more… more visibility, so… Okay, well maybe this…
381 00:52:42.760 ⇒ 00:52:44.120 Robert Tseng: There are gonna be all these requests that are coming
382 00:52:44.530 ⇒ 00:52:59.010 Robert Tseng: you have to, like, triage them, like, meaning that you have to decide, is it actually going to happen this cycle? If not, then just, like, kind of table it, come back to it later. Like, there’s a certain execution motion that needs to happen every day. Like, yeah, you just have to protect.
383 00:52:59.010 ⇒ 00:52:59.360 Luke Scorziell: I did that.
384 00:52:59.360 ⇒ 00:53:02.070 Robert Tseng: We all have to do that.
385 00:53:04.180 ⇒ 00:53:09.950 Luke Scorziell: Yeah, okay. I mean, I think it’s, like, already with the, engagement that Ryan and I have done the last few days, it’s like.
386 00:53:10.780 ⇒ 00:53:13.199 Luke Scorziell: Boosted us quite a bit.
387 00:53:13.200 ⇒ 00:53:13.700 Robert Tseng: Yeah.
388 00:53:13.700 ⇒ 00:53:22.020 Luke Scorziell: So, and yeah, there was one guy that said he’s been following us pretty closely. So, I don’t know, I wonder if there’s, like, an opportunity even with him to.
389 00:53:23.830 ⇒ 00:53:34.120 Robert Tseng: Yeah, I know, I know who you’re talking about. I mean, he’s… yeah, he… that guy’s just a LinkedIn guy, he’s just all… he’s all over LinkedIn. So, I mean, he… yeah, Jimmy, Jimmy is, like.
390 00:53:34.450 ⇒ 00:53:40.230 Robert Tseng: we’ve talked to Jimmy before, like, I don’t think there’s anything for us to necessarily work with him on right now, but, like…
391 00:53:40.590 ⇒ 00:53:45.190 Luke Scorziell: Yeah, it’s… Okay.
392 00:53:45.650 ⇒ 00:53:53.089 Luke Scorziell: I was still yelling. Yeah, okay. I’ll,
393 00:53:56.770 ⇒ 00:53:58.960 Luke Scorziell: Do that, and then what is that other cell?
394 00:54:00.570 ⇒ 00:54:03.709 Luke Scorziell: Besides 2 napping more reps, walking through leads.
395 00:54:05.920 ⇒ 00:54:10.380 Luke Scorziell: Yeah, I guess, okay, I feel like, I mean, unless you have feedback performance,
396 00:54:11.050 ⇒ 00:54:13.600 Luke Scorziell: I think this, like, is pretty helpful in terms of
397 00:54:13.870 ⇒ 00:54:16.620 Luke Scorziell: Like, priorities for next steps, so lead magnet.
398 00:54:16.780 ⇒ 00:54:19.340 Luke Scorziell: Just getting a quick lead magnet out on Notion.
399 00:54:19.580 ⇒ 00:54:24.229 Luke Scorziell: And then… Starting to do my own manual follow-ups,
400 00:54:26.540 ⇒ 00:54:29.630 Luke Scorziell: Or manual, like, outreach to people.
401 00:54:30.350 ⇒ 00:54:35.600 Luke Scorziell: And then, I’m also wanting to kind of start, like, planning a little bit around campaigns.
402 00:54:35.820 ⇒ 00:54:38.169 Luke Scorziell: So, or I mean, events.
403 00:54:38.410 ⇒ 00:54:42.259 Luke Scorziell: And looking into that, but that’s probably, like, next week, so…
404 00:54:42.610 ⇒ 00:54:53.660 Robert Tseng: Yeah, I don’t need you to manually send it to, like, a bunch of people. I think if you could do, like, just a few a day, I think you would learn a lot from just doing that. Like, I only really have time to do… I mean, I did, like.
405 00:54:53.760 ⇒ 00:55:02.129 Robert Tseng: I, I, yeah, like, I… I did a few yesterday, today, and then took it, took it end-to-end, ended up getting a proposal out, like, I don’t know, there’s… like, I…
406 00:55:02.340 ⇒ 00:55:20.240 Robert Tseng: Yeah, you just need more reps doing end-to-end. You don’t need to overdo it. Like, the point is, ultimately, you have other responsibilities, you need to have CTAs, you need to activate the content that’s already being pushed out, but in order for you to develop, like, the comfort of talking to an ICP,
407 00:55:20.240 ⇒ 00:55:24.660 Robert Tseng: you do need to go end-to-end. So, like, there’s no getting around that.
408 00:55:24.820 ⇒ 00:55:25.540 Robert Tseng: Yeah.
409 00:55:26.500 ⇒ 00:55:27.040 Luke Scorziell: Yeah.
410 00:55:27.480 ⇒ 00:55:28.030 Luke Scorziell: I mean…
411 00:55:28.030 ⇒ 00:55:29.019 Robert Tseng: Like, I would like to sell them more.
412 00:55:29.020 ⇒ 00:55:30.759 Luke Scorziell: Initial message, too.
413 00:55:30.760 ⇒ 00:55:37.750 Robert Tseng: Contact to booking a call, and, like, you can even be on the call if you… if you’re able, if you… if you get to that point.
414 00:55:38.480 ⇒ 00:55:40.260 Luke Scorziell: Yeah. Okay.
415 00:55:45.780 ⇒ 00:55:50.240 Luke Scorziell: Okay, anything seconds.
416 00:55:50.420 ⇒ 00:55:53.129 Luke Scorziell: Like, yeah, that sounds good to me.
417 00:56:00.110 ⇒ 00:56:01.050 Luke Scorziell: So…
418 00:56:01.810 ⇒ 00:56:02.530 Robert Tseng: Who doesn’t.
419 00:56:02.600 ⇒ 00:56:04.429 Luke Scorziell: Yeah, I think that’s all I’ve got.
420 00:56:04.430 ⇒ 00:56:08.459 Robert Tseng: Unless, I mean, and with that, like, maybe just starting on, like.
421 00:56:09.170 ⇒ 00:56:14.170 Luke Scorziell: I mean, like, right now, I’m just thinking, like, just going through the various contextual,
422 00:56:14.800 ⇒ 00:56:17.439 Luke Scorziell: things. And then,
423 00:56:18.280 ⇒ 00:56:26.239 Luke Scorziell: like, services, I guess, that we’ve developed and reaching out to ICPs with any of those. Do you feel like that’s a pretty good place to just start with that?
424 00:56:26.490 ⇒ 00:56:28.590 Robert Tseng: Yeah, yeah.
425 00:56:28.820 ⇒ 00:56:30.819 Robert Tseng: I… yeah.
426 00:56:31.090 ⇒ 00:56:31.729 Luke Scorziell: Alright, E2A.
427 00:56:31.730 ⇒ 00:56:39.170 Robert Tseng: Whether it’s potential. I… I don’t have an opinion on that. Yeah, sorry, I have a meeting.
428 00:56:39.580 ⇒ 00:56:45.119 Robert Tseng: person that’s just walking… she’s walking over, so I’m not really… Cool. I guess, to just wrap up my thought is…
429 00:56:45.660 ⇒ 00:57:01.740 Robert Tseng: once again, I don’t have an opinion on contextual. I don’t know anybody in the insurance, so it’s kind of… my guess is as good as yours. I prefer to push on legal. There’s a couple other… and the other things that you mentioned… ETA, I think, is a… like, yeah, there’s maybe some more,
430 00:57:02.650 ⇒ 00:57:05.300 Robert Tseng: Yeah, it’s just… I think there’s just a little bit more.
431 00:57:05.470 ⇒ 00:57:18.870 Robert Tseng: like, I don’t know who you would send it to. If you… to me, each of those services, this is a different stage. Sometimes the lead definition is very clear, sometimes it’s not, and so…
432 00:57:18.960 ⇒ 00:57:33.420 Robert Tseng: In order for me to know, like, where to push, like, contextual, to me, is like starting from scratch. I don’t know anybody in that space. ETA, I know that I have people in my network that we could send it to. I’ve tried to give you people that you can talk to that are in that senior marketing
433 00:57:33.420 ⇒ 00:57:43.290 Robert Tseng: Level that you can… that you can learn from, and that helps you to better position how you message to people who are actually be buyers of that service, and to be able to change the language around that.
434 00:57:43.660 ⇒ 00:58:02.030 Robert Tseng: So I do think that’s a bit further ahead than contextual. And then for DBT, that’s probably the most mature, because it’s a very obvious buyer. Anybody that’s hiring for any analytics engineer is a recipient of a dbt audit. So, like, I think it’s a spectrum. So, you kind of have to just pick and choose, like, you know, there are some that you’re gonna be able, like.
435 00:58:02.150 ⇒ 00:58:16.320 Robert Tseng: to me, the approach in each of those services and all the other things that we do, is going to be different. Like, I’m not so, like, prescriptive about how you should go about each one, but it’s hard for me to answer that question because, like.
436 00:58:16.610 ⇒ 00:58:17.590 Robert Tseng: I…
437 00:58:17.940 ⇒ 00:58:37.559 Robert Tseng: I would say go for all of them. They’re all at different stages, but I just don’t know how… what that would look like for you, right? Like, I can just go down and have one… on one screen, job postings pulled up, hit up every single analytics engineer hiring post, and hit them with a DBT offer, or at least, like, some sequence to be able to get me connected to the right person.
438 00:58:37.560 ⇒ 00:58:47.360 Robert Tseng: It’s probably an engineering manager, or a head of data, or a senior data engineer. Like, those are all the personas that I would talk to and be like, hey, we could speed up dbt with.
439 00:58:47.570 ⇒ 00:59:06.009 Robert Tseng: for the marketing personas, like, there’s a little bit more research to do, because I have to go and find, like, organizations that are in the ICE. So, I mean, I feel like I’m, like, just saying a lot of things very quickly, and I don’t really know how much of that is really gonna land, so I feel like you should just… you should just test
440 00:59:06.010 ⇒ 00:59:09.930 Robert Tseng: Like, I mean, that’s… I’m just… that’s how I approach things, so…
441 00:59:09.950 ⇒ 00:59:19.030 Robert Tseng: Yeah, like, I recognize that we have a service, I have a level of understanding of the service, if I don’t know it well enough, I need to talk to more people. I’m not selling them, I’m just trying to learn about the market.
442 00:59:19.150 ⇒ 00:59:33.550 Robert Tseng: If I know the service and I know the ICP well enough, then I can actually start, like, having discovery calls with them. And if I know that it’s very well defined in the market, then yeah, it’s very obvious to just go off of market signals, using job postings, using how other competitors are talking about it.
443 00:59:33.600 ⇒ 00:59:46.030 Robert Tseng: borrowing, like, network effects from other people who are talking about that same specific service, and, you know, that… I think that’s probably the easiest one to go after, because there’s a lot of traffic around there already. So,
444 00:59:46.370 ⇒ 00:59:49.640 Robert Tseng: Yeah, I think that’s… that’s my… that’s my thought there.
445 00:59:50.460 ⇒ 00:59:56.500 Luke Scorziell: Cool. No, it’s… I wouldn’t care anything about it, so… You’re welcome, there you go.
446 00:59:56.770 ⇒ 00:59:59.899 Luke Scorziell: But I’ll, yeah, maybe I’ll work on the dbt one first.
447 00:59:59.960 ⇒ 01:00:01.360 Robert Tseng: Alright, thanks, bye.
448 01:00:02.380 ⇒ 01:00:03.270 Robert Tseng: Sweet.
449 01:00:03.270 ⇒ 01:00:04.010 Luke Scorziell: Alright, bye.