Meeting Title: GTMR Sales Team Transition Sync Date: 2026-04-22 Meeting participants: Miranda Wen, Rico Rejoso
WEBVTT
1 00:01:31.130 ⇒ 00:01:32.360 Rico Rejoso: Hey, Miranda.
2 00:01:32.500 ⇒ 00:01:33.710 Miranda Wen: recall…
3 00:01:34.740 ⇒ 00:01:35.720 Rico Rejoso: Hi.
4 00:01:35.950 ⇒ 00:01:38.450 Miranda Wen: Hi, how you doing? Yeah, I’m doing good.
5 00:01:40.090 ⇒ 00:01:42.060 Rico Rejoso: Good, I’m good, okay,
6 00:01:42.380 ⇒ 00:01:49.149 Rico Rejoso: I just want to set up this meeting, and want to make sure that you… I mean, since you’re transitioning to the GTMR sales team.
7 00:01:49.280 ⇒ 00:01:55.279 Rico Rejoso: I want to make sure that you have everything that you need. From Ed, as well.
8 00:01:56.090 ⇒ 00:01:59.349 Rico Rejoso: Though I don’t do much when it comes to…
9 00:01:59.640 ⇒ 00:02:03.010 Rico Rejoso: The sales team, all I do was help them with their campaigns.
10 00:02:03.160 ⇒ 00:02:03.510 Miranda Wen: It all has…
11 00:02:03.510 ⇒ 00:02:11.410 Rico Rejoso: So, take a look at HubSpot and organize some of the deals that we have there. Not sure if I’ll be much of a help to you.
12 00:02:14.430 ⇒ 00:02:25.590 Miranda Wen: Yeah, I think it would definitely help. And also, I just talked to Hannah, and she told me, like, you are setting up, like, a lot of, automations, HayRidge…
13 00:02:26.240 ⇒ 00:02:29.900 Miranda Wen: And there was another, another one for email.
14 00:02:30.490 ⇒ 00:02:31.330 Rico Rejoso: Yeah.
15 00:02:31.330 ⇒ 00:02:39.410 Miranda Wen: Yeah, yeah, yeah, yeah, I would love to see, like, how far the automation has gone, and how could you, like, set those things up as well.
16 00:02:40.130 ⇒ 00:02:44.099 Rico Rejoso: Yeah, sure, I can… Give you,
17 00:02:44.950 ⇒ 00:02:48.819 Rico Rejoso: Wait, one sec, let me just pull out those tools and share my screen.
18 00:02:50.290 ⇒ 00:02:50.680 Miranda Wen: Okay.
19 00:02:50.680 ⇒ 00:02:51.950 Rico Rejoso: One second.
20 00:02:51.950 ⇒ 00:02:52.940 Miranda Wen: Yeah, take your time.
21 00:02:57.370 ⇒ 00:03:03.980 Rico Rejoso: Actually, it’s not much, this is what I’ve, also learned from Or previous sales team members.
22 00:03:04.110 ⇒ 00:03:05.389 Rico Rejoso: As well.
23 00:03:05.660 ⇒ 00:03:15.320 Rico Rejoso: First, I start off by getting the list. So it’s either… before we have this process where they just send me the campaign brief that they did.
24 00:03:15.360 ⇒ 00:03:28.889 Rico Rejoso: through cursor, so we have a skill, and all… and everything is in the repo there. You can just help create a campaign brief. Once I have the campaign brief, I just, it has everything, the messaging.
25 00:03:28.950 ⇒ 00:03:30.790 Rico Rejoso: the filters…
26 00:03:30.900 ⇒ 00:03:43.129 Rico Rejoso: for the folks that we need to look out for in Sales Navigator. Once I got that, I usually, download the CSV file of those leads that comes from Sales Navigator, then put it to play.
27 00:03:43.590 ⇒ 00:03:45.769 Rico Rejoso: So I can enrich them and play.
28 00:03:46.220 ⇒ 00:03:54.050 Rico Rejoso: Then, after enriching, having all the information, such as email, contact number, LinkedIn profiles, stuff, I used.
29 00:03:54.050 ⇒ 00:03:56.950 Miranda Wen: Are you sharing a screen right now?
30 00:03:57.640 ⇒ 00:04:03.749 Rico Rejoso: Not yet. Actually, I don’t know what to… wait, let me just… would it be?
31 00:04:04.780 ⇒ 00:04:06.100 Rico Rejoso: Let me know if you’re seeing it.
32 00:04:06.870 ⇒ 00:04:08.649 Miranda Wen: Oh yeah, I’m seeing it right now, yeah.
33 00:04:11.810 ⇒ 00:04:12.410 Rico Rejoso: Okay.
34 00:04:13.040 ⇒ 00:04:17.340 Rico Rejoso: So, an example would be this one, what I mentioned.
35 00:04:18.300 ⇒ 00:04:24.759 Rico Rejoso: Not sure if you’re… I mean, you… are you aware of how we do searches on Sales Navigator?
36 00:04:24.940 ⇒ 00:04:26.960 Rico Rejoso: Filtering out leads there.
37 00:04:27.530 ⇒ 00:04:36.070 Rico Rejoso: Before, when we have Luke and Ryan, they… they’re the one who’s gathering those leads. I just take those leads and enrich them using Play.
38 00:04:36.170 ⇒ 00:04:38.959 Rico Rejoso: So what I… what I just need…
39 00:04:39.090 ⇒ 00:04:42.879 Rico Rejoso: to doing plays, just to make sure I have their, email.
40 00:04:43.560 ⇒ 00:04:49.830 Rico Rejoso: or LinkedIn profile, because those are what are needed when we put them in instantly our heritage.
41 00:04:51.880 ⇒ 00:05:00.789 Rico Rejoso: And also separate them by their full… by their first and last name, because in… I think they’re using that as a variable in instantly in APH.
42 00:05:01.790 ⇒ 00:05:09.300 Rico Rejoso: Okay, look, also FYI, I’m not knowledgeable when it comes to the GTM process, I just learned this.
43 00:05:09.540 ⇒ 00:05:13.100 Rico Rejoso: A month ago from those team members, right?
44 00:05:13.100 ⇒ 00:05:14.370 Miranda Wen: Hmm, personal, yeah.
45 00:05:14.370 ⇒ 00:05:15.300 Rico Rejoso: Yeah.
46 00:05:15.610 ⇒ 00:05:25.710 Rico Rejoso: I just pick it up from them, and I just did it. Put up an SOP on it, and just do the same process whenever I get a campaign from the sales team.
47 00:05:25.850 ⇒ 00:05:27.890 Rico Rejoso: Or a campaign brief from the sales team.
48 00:05:28.000 ⇒ 00:05:42.090 Rico Rejoso: So yeah, after I enrich them in Clay, download them as a CSV file, I go through either… depending, if we’re trying to reach out to them through LinkedIn, or through email, or both, then we can probably use both eReach and Instant.
49 00:05:42.230 ⇒ 00:05:44.589 Rico Rejoso: PRH is what I use for…
50 00:05:45.500 ⇒ 00:05:46.789 Miranda Wen: Thinking, right?
51 00:05:47.410 ⇒ 00:05:48.160 Rico Rejoso: messed up.
52 00:05:48.610 ⇒ 00:05:53.590 Rico Rejoso: A-Reach is what I use for… Linkedin.
53 00:05:54.540 ⇒ 00:05:57.149 Rico Rejoso: reaching out to them through LinkedIn, and…
54 00:05:58.090 ⇒ 00:06:05.120 Rico Rejoso: instant lease for email. By the way, I also provided or, added you to the group in OnePass.
55 00:06:05.220 ⇒ 00:06:10.680 Rico Rejoso: Well, one password for… The sales world, so it has every,
56 00:06:10.790 ⇒ 00:06:21.670 Rico Rejoso: every access that you should need, for you to perform on the GTM and sales team, with, and Robert’s access to LinkedIn, and also access to these, tools.
57 00:06:22.300 ⇒ 00:06:26.639 Rico Rejoso: He reached in instantly, and not sure if you should be creating an account, or we should invite you, but…
58 00:06:26.980 ⇒ 00:06:32.869 Rico Rejoso: for the long run, we’ve been using Utham and Robert’s account and logging into this tools. So it has everything there.
59 00:06:33.000 ⇒ 00:06:34.889 Miranda Wen: Oh, I see, I see, good to know.
60 00:06:35.850 ⇒ 00:06:36.460 Rico Rejoso: Okay.
61 00:06:36.480 ⇒ 00:06:37.470 Miranda Wen: Well, true.
62 00:06:38.090 ⇒ 00:06:43.690 Rico Rejoso: So I… Yeah, for each, not sure, have you used Teambridge before?
63 00:06:44.040 ⇒ 00:06:44.850 Rico Rejoso: You were…
64 00:06:45.220 ⇒ 00:06:52.619 Miranda Wen: No, I haven’t used, like, K-Rach before. I used, like, AllRidge I.O. before, but I think it looks kind of different, yeah.
65 00:06:53.580 ⇒ 00:07:02.319 Rico Rejoso: Yeah, okay. Not sure much of… I’m not also familiar with those tools, but in HRH, it’s just simply making sure that you have the lead list
66 00:07:03.050 ⇒ 00:07:13.679 Rico Rejoso: first set up here. Once you have the list, you can start with the campaign. So let’s say, for example, this one’s what I… this is the campaign that we had for the VixelCon event that
67 00:07:14.170 ⇒ 00:07:16.140 Rico Rejoso: we had last Monday.
68 00:07:17.430 ⇒ 00:07:21.250 Rico Rejoso: Then, you just have to, in setting up, or setting up the campaign.
69 00:07:21.900 ⇒ 00:07:26.589 Rico Rejoso: Let me try a different one, since this one is in process.
70 00:07:28.490 ⇒ 00:07:34.160 Rico Rejoso: You just have to select the lead list that you put into, Hey Rich, the one that you added here.
71 00:07:34.290 ⇒ 00:07:37.770 Rico Rejoso: Once you select them, you just have to select the message sequencing.
72 00:07:38.400 ⇒ 00:07:46.539 Rico Rejoso: So mostly, those are, like, LinkedIn or, leads that are… third-degree connections.
73 00:07:47.120 ⇒ 00:07:54.150 Rico Rejoso: Right? So, our first process will be to send them a… Connection note.
74 00:07:54.580 ⇒ 00:07:57.619 Rico Rejoso: Send a connect, connection note as well.
75 00:07:58.190 ⇒ 00:08:04.790 Rico Rejoso: Usually, we have, like, different sequences for different degrees of, of…
76 00:08:05.440 ⇒ 00:08:23.440 Rico Rejoso: what do you call this? Leads that we have. So, if not connected, or they’re not yet in touch with those folks, we set up a connection note. Here, if they are connected, we… they go directly to their first connection, second con… or first sequence of messaging, second sequence of messaging, but…
77 00:08:23.510 ⇒ 00:08:26.999 Rico Rejoso: For now, we’ve… most of the leads that we have are…
78 00:08:27.100 ⇒ 00:08:43.659 Rico Rejoso: We… I mean, Tom and Robert haven’t been connected to them yet, so it’s more like of a connection note first. And we just take care of the replies once they send out or they accept the connection requests in LinkedIn. Mostly, Tom and Robert are replying to them on their own.
79 00:08:43.809 ⇒ 00:08:47.420 Rico Rejoso: Right, because there’s been an issue in… How, you know.
80 00:08:47.570 ⇒ 00:09:00.500 Rico Rejoso: how to make sure that the replies are more human-like version, not just a general reply that we send out to everyone, or to all folks, since those are, like, warm or hot leads that we got, or we’re setting up here in Hayridge.
81 00:09:00.720 ⇒ 00:09:09.329 Rico Rejoso: So usually, Utam and Robert just take care of the replies themselves, as our main goal is just to make sure we get connected, or they accept the connection request that we send out to those folks.
82 00:09:09.700 ⇒ 00:09:10.440 Rico Rejoso: Okay.
83 00:09:10.820 ⇒ 00:09:11.510 Miranda Wen: Yeah.
84 00:09:11.710 ⇒ 00:09:21.979 Rico Rejoso: Okay, now once we have the messaging request, I just choose what account are you gonna use it, or gonna send it to… send it with. It’s just depending on the campaign brief.
85 00:09:22.310 ⇒ 00:09:29.540 Rico Rejoso: it could either be UTEM or Robert’s account that we’re using, then afterwards, the schedule,
86 00:09:29.700 ⇒ 00:09:31.339 Rico Rejoso: No, it’s not showing, but…
87 00:09:31.720 ⇒ 00:09:46.160 Rico Rejoso: set up a schedule on what time should we start sending those messages, as if we can start today, or within what time frame should we start sending those messages to? Then after I set that up, everything, I just launched a campaign, and that’s it for HeyBridge.
88 00:09:48.110 ⇒ 00:09:53.480 Rico Rejoso: Not sure, maybe it’s the same process that you’re doing when it comes to the other tools that you’ve used.
89 00:09:53.820 ⇒ 00:09:56.259 Rico Rejoso: In reaching out to folks in LinkedIn.
90 00:09:56.830 ⇒ 00:10:02.599 Miranda Wen: Yeah, similar, just like the sequence, that page looks, kind of different.
91 00:10:02.910 ⇒ 00:10:08.880 Miranda Wen: Yeah, but I’m curious, like, like,
92 00:10:09.040 ⇒ 00:10:23.139 Miranda Wen: Robert briefly mentioned that he was just, like, hoping, like, this, deployment of campaigns to be faster, and also, like, it’s part of, like, my job description. Obviously, I will talk to him, like, in more details.
93 00:10:23.140 ⇒ 00:10:37.479 Miranda Wen: But I also, like, heard from Hannah, like, that Robert wants, like, to be everything, like, super fast, like, basically AI-generated messages, but they’re, like, personalizing now. So I’m curious, like, for Hey Rich right now, where… what are some, like.
94 00:10:37.590 ⇒ 00:10:42.540 Miranda Wen: database we connected with, like, I don’t know, from, like, their…
95 00:10:42.760 ⇒ 00:10:47.940 Miranda Wen: linking profile where their previous messages were Slack, like…
96 00:10:48.140 ⇒ 00:10:52.259 Miranda Wen: Where do you set that up, or is that something that’s set up?
97 00:10:53.420 ⇒ 00:10:55.430 Rico Rejoso: I mean, the messaging,
98 00:10:55.430 ⇒ 00:10:55.750 Miranda Wen: Yeah.
99 00:10:55.750 ⇒ 00:10:56.260 Rico Rejoso: Yeah, yeah.
100 00:10:56.260 ⇒ 00:11:05.929 Miranda Wen: Yeah, the nurturing part, like, what are some, like, database connected to? Or how to connect to the database on HayRidge?
101 00:11:06.900 ⇒ 00:11:24.710 Rico Rejoso: I’m not sure at all, I just do it the same way I did explain it to you, because I usually base it off the campaign brief that they sent out to me, and make sure that it follows through with them. But, yeah, as I told you, they sometimes…
102 00:11:25.010 ⇒ 00:11:34.120 Rico Rejoso: don’t want the messaging, especially the first touch message after the connection has been accepted, right, to be more… to be dull and, you know, AI.
103 00:11:34.310 ⇒ 00:11:43.450 Rico Rejoso: more… they want it to be more, you know, personal and human-like, so they tend to reply on their own. They just want us to… us, or me, to…
104 00:11:43.700 ⇒ 00:11:54.370 Rico Rejoso: make sure that, you know, we send out a connection request, and add a note for those folks, so once they accept it, they can start messaging it on their own. I think we haven’t done, like, you know.
105 00:11:54.580 ⇒ 00:11:59.739 Rico Rejoso: you know, 3… 2 or 3 message sequencing, and he reached her through LinkedIn.
106 00:11:59.920 ⇒ 00:12:01.730 Rico Rejoso: since,
107 00:12:01.860 ⇒ 00:12:06.130 Rico Rejoso: You know, as you mentioned, they want to make it more personal and more relatable to those folks.
108 00:12:06.560 ⇒ 00:12:08.580 Miranda Wen: Mmm, I see, I see, I see.
109 00:12:09.390 ⇒ 00:12:11.269 Miranda Wen: Yeah, makes sense, makes sense.
110 00:12:11.880 ⇒ 00:12:27.369 Rico Rejoso: Yeah, but I don’t know, if you can help set up a… yeah, our goal is to, like, have, like, 3 to 5. With the process that we’re doing right now, it’s basically doable, but yeah, the follow-through and the nurturing part is, I think, what’s the reason why we’re not…
111 00:12:27.370 ⇒ 00:12:33.319 Rico Rejoso: Or launching that many campaigns in a week, 3 to 5 campaigns in a week, because, you know.
112 00:12:33.720 ⇒ 00:12:36.949 Rico Rejoso: then Robert and Utam have to reply to those folks once.
113 00:12:37.310 ⇒ 00:12:44.059 Rico Rejoso: The leads accepted the connection request, right? Which would be a burden to them, since they have to do it manually and one by one.
114 00:12:44.260 ⇒ 00:12:47.020 Miranda Wen: Yeah, yeah, yeah. I see.
115 00:12:47.380 ⇒ 00:12:48.090 Miranda Wen: Makes sense.
116 00:12:48.090 ⇒ 00:12:54.839 Rico Rejoso: I think, yeah, so I think that’s one flaw there that maybe you can help out with, with your experience.
117 00:12:56.020 ⇒ 00:12:59.739 Rico Rejoso: Yeah, so that’s average. Any question on this, too?
118 00:13:00.190 ⇒ 00:13:04.420 Miranda Wen: Yeah, no, I think… yeah, I think it’s, like, pretty clear to me right now.
119 00:13:05.010 ⇒ 00:13:10.560 Rico Rejoso: Okay. For instance, it’s the same thing, to be honest. You just set up a lead release first, and maybe…
120 00:13:10.900 ⇒ 00:13:17.550 Rico Rejoso: There’s… we usually do it directly, once we do… If we create a campaign.
121 00:13:17.670 ⇒ 00:13:22.900 Rico Rejoso: We just add the leads here, or just add the CSV file here that we got. By the way.
122 00:13:23.170 ⇒ 00:13:32.289 Rico Rejoso: all those CSV files that were… that I was pertaining to is all in the Marketing Hub. Not sure if you were given access to this, or if you’re aware of this.
123 00:13:32.670 ⇒ 00:13:34.520 Miranda Wen: Hannah just sent me this, yeah.
124 00:13:35.360 ⇒ 00:13:41.750 Rico Rejoso: So every event that we have here, we usually have the pre-event, during event, and the post-event.
125 00:13:41.990 ⇒ 00:13:43.589 Rico Rejoso: Lead list, right?
126 00:13:43.870 ⇒ 00:13:50.319 Rico Rejoso: So, let’s say, for example, 420 here, the Vexicon, these are… these are our,
127 00:13:50.760 ⇒ 00:13:53.910 Rico Rejoso: post-event. So, post-event is more like the
128 00:13:54.110 ⇒ 00:14:06.869 Rico Rejoso: total, leads that we come up with during the pre-event and during-event session, right? So, pre-event, they’re more likely those are leads that we are targeting based on the attendees.
129 00:14:07.050 ⇒ 00:14:14.479 Rico Rejoso: people that are intro… that have shown interest in the event. We gather them up, hit them up either through Hades or Instantly.
130 00:14:14.660 ⇒ 00:14:30.399 Rico Rejoso: And let’s see if we can, you know, have folks that we can meet on the event itself, and during event are those folks that we met up with, and list out their LinkedIn, and reach back to them after the event. And then post-event are, like, a compilation of both pre-events and during event feeds.
131 00:14:30.700 ⇒ 00:14:31.530 Rico Rejoso: Right?
132 00:14:31.530 ⇒ 00:14:32.419 Miranda Wen: This is…
133 00:14:32.570 ⇒ 00:14:50.510 Rico Rejoso: This is the, example of it. We have it here. Download as a CSV file and put it in instantly or hey reach. For the VixilCon event, we divided, since we got this many, and we want to reach out to them ASAP, we divided into two and set up a campaign, both under Tom and Robert’s account.
134 00:14:50.650 ⇒ 00:14:54.400 Rico Rejoso: to reach out to them through HeyReach, same with instantly.
135 00:14:54.800 ⇒ 00:14:55.300 Miranda Wen: Mmm.
136 00:14:55.590 ⇒ 00:15:01.579 Rico Rejoso: As you see, we have, like, Thug campaign here that’s one from Robert.
137 00:15:02.300 ⇒ 00:15:02.760 Miranda Wen: Yeah.
138 00:15:03.290 ⇒ 00:15:10.750 Rico Rejoso: Same thing here, once you put in the leads, you just have to add the message sequencing here.
139 00:15:11.050 ⇒ 00:15:13.940 Rico Rejoso: From first message, like, to the last message, depending.
140 00:15:14.220 ⇒ 00:15:24.960 Rico Rejoso: And the messaging sequence that you guys come up with and set up the schedule, then afterwards, it’s good. You can launch the campaign after you set the schedule and chose the account that you should send it to.
141 00:15:26.500 ⇒ 00:15:28.000 Miranda Wen: Gotcha, gotcha.
142 00:15:29.580 ⇒ 00:15:35.420 Rico Rejoso: Okay, and, this is one thing that I was working on yesterday.
143 00:15:36.190 ⇒ 00:15:37.750 Rico Rejoso: Was that Event Trapper?
144 00:15:39.910 ⇒ 00:15:43.139 Rico Rejoso: As I mentioned, there’s a pre-event, during event, and post-event.
145 00:15:43.890 ⇒ 00:15:51.970 Rico Rejoso: lead capturing that we’re doing. So, I was working on, template that we can use.
146 00:15:52.170 ⇒ 00:15:54.070 Rico Rejoso: For gathering those leads.
147 00:15:54.740 ⇒ 00:15:58.210 Rico Rejoso: As mentioned, Prevent is those that we have…
148 00:15:58.380 ⇒ 00:16:03.059 Rico Rejoso: Gathered, who are… who have shown interest, who are attending the event.
149 00:16:03.330 ⇒ 00:16:08.540 Rico Rejoso: during event, I was thinking of maybe doing this as a…
150 00:16:08.750 ⇒ 00:16:10.740 Rico Rejoso: They call it that. Google Form.
151 00:16:10.850 ⇒ 00:16:17.100 Rico Rejoso: that Utham and Robert can access while they’re on the… I mean, since they’re on… since they’re on an event.
152 00:16:17.280 ⇒ 00:16:23.229 Rico Rejoso: They might not have access to all the resources that we have, and doing it in form might be quicker for them.
153 00:16:23.280 ⇒ 00:16:38.039 Rico Rejoso: just putting in the properties here in form, and again, just fill it out and submit it, and it will appear here. And the post-event, or just a combination of the pre-event and during event. So this is still a work in progress. I haven’t finished it yet, since there’s a lot of
154 00:16:38.670 ⇒ 00:16:55.690 Rico Rejoso: I was working on some, you know, auto… what do you call this? Auto-populating this from the event to enduring event, depending on the status, of this. I have an empty file, or markdown file, of this… of the plan here. I just haven’t sent it back yet.
155 00:16:55.760 ⇒ 00:17:00.300 Rico Rejoso: For checking, maybe you can help me out on this one. Not that proficient in spreadsheets.
156 00:17:00.860 ⇒ 00:17:07.199 Miranda Wen: Mmm, I see. Wait, but how do you, how do you have this, like…
157 00:17:07.369 ⇒ 00:17:13.840 Miranda Wen: Oh, the… I guess the lead list is just, like, the attendee list, and sometimes that kind of help with, like, generate the lead list, right?
158 00:17:14.210 ⇒ 00:17:29.890 Rico Rejoso: Yeah, so what we’re trying to come up with, because, it’s, like, total compilation of leads that we have from the pre-event and during event session, right? So, this one is auto-populated from the pre-event and during event, so…
159 00:17:30.020 ⇒ 00:17:37.080 Rico Rejoso: Depending on the status, like, let’s say this one, the outreach status here, if this one, if they either
160 00:17:37.460 ⇒ 00:17:53.350 Rico Rejoso: outreach to them, the folks replied, the meeting was confirmed, but if they’re disqualified or didn’t respond, they will not push through to the post-event lead list. So this is more like the finalized lead list that we can follow through after the event.
161 00:17:54.040 ⇒ 00:17:54.360 Miranda Wen: Thanks.
162 00:17:54.360 ⇒ 00:17:56.100 Rico Rejoso: I think it’s further nurture, you know.
163 00:17:56.590 ⇒ 00:17:59.780 Miranda Wen: And how does it be auto-populated?
164 00:18:00.330 ⇒ 00:18:02.779 Rico Rejoso: That’s the format I’ve been trying to work on.
165 00:18:02.780 ⇒ 00:18:07.239 Miranda Wen: Yeah, it would be a lot of work if you had to manually put everything in.
166 00:18:07.600 ⇒ 00:18:31.309 Rico Rejoso: Yeah, I started working on it, I was trying to use AI, because I can’t think of the formula myself already, but what I thought of is, depending on the status, if there are, like, for this one, if they confirm the meeting and they’ve shown interest, meaning that there are warm or hot leads, then we can push them through the post-event, or after the event, right? Now, the during event depends on their…
167 00:18:31.310 ⇒ 00:18:31.930 Rico Rejoso: Oh.
168 00:18:32.650 ⇒ 00:18:44.429 Rico Rejoso: Or was it? Interest level, here. If they are hot, warm, or nurture leads, they will auto-populate at a post-event, but if they’re not a fit, if during the event.
169 00:18:44.720 ⇒ 00:18:58.760 Rico Rejoso: Tom Roberts, say, for example, determined that after talking to them, that they’re not a fit, but they’ve met with them, they submitted a form, we could just change the interest level to not a fit, and they will not show here in the combination of leads from that event.
170 00:18:59.680 ⇒ 00:19:00.940 Miranda Wen: Mmm. So that’ll…
171 00:19:00.940 ⇒ 00:19:07.629 Rico Rejoso: That was what I was thinking when I was creating this one, but, you know, I can, you know, if you have a better idea on how we can further
172 00:19:07.880 ⇒ 00:19:22.820 Rico Rejoso: Because we’re gonna use this one to all events that we’re gonna… or that Robert and Utong will be joining. So, I won’t finalize this one this week, but if you have a better idea on how we can, you know, execute this one, I can let you take over this and just submit this one.
173 00:19:23.040 ⇒ 00:19:28.349 Rico Rejoso: As a PR, so you can, have all the documents or, files you need.
174 00:19:28.450 ⇒ 00:19:30.589 Rico Rejoso: To get started with this.
175 00:19:31.010 ⇒ 00:19:33.079 Miranda Wen: Mmm, I see, I see, I see.
176 00:19:33.740 ⇒ 00:19:34.420 Miranda Wen: Aw.
177 00:19:34.680 ⇒ 00:19:36.900 Miranda Wen: I wonder, like,
178 00:19:37.020 ⇒ 00:19:48.310 Miranda Wen: Yeah, I wonder, like, why do you want, like, an event leads tracker separate from the lead list? Why can’t we just, like, kind of expand on the lead list?
179 00:19:48.410 ⇒ 00:19:49.300 Miranda Wen: Leah.
180 00:19:49.820 ⇒ 00:19:53.600 Rico Rejoso: Do you mean, this marketing hub that we have already set up?
181 00:19:53.890 ⇒ 00:19:55.140 Miranda Wen: Yeah, yeah, yeah.
182 00:19:55.790 ⇒ 00:20:02.070 Rico Rejoso: Yeah, I guess this was more of an ask for me, they want to organize, or to see.
183 00:20:02.250 ⇒ 00:20:16.900 Rico Rejoso: where the leads came from, because with this, because usually we track all this… usually all the leads that we have here are pre-event lead leads, right? Yeah, yeah, yeah. They usually come up with during event leads.
184 00:20:17.020 ⇒ 00:20:23.980 Rico Rejoso: which they just reach out through using their phone and on LinkedIn, so we don’t record that one.
185 00:20:24.270 ⇒ 00:20:24.710 Miranda Wen: Oh my god.
186 00:20:24.710 ⇒ 00:20:36.970 Rico Rejoso: This is, like, more of a way to organize and see where the leads come from, right? So they can also come up with a more personal message. Let’s say, for example, they met someone during the event and submitted as a during event leads.
187 00:20:37.030 ⇒ 00:20:51.259 Rico Rejoso: And they came up here in the post-event, if they try to talk to them and try to see where these leads come from, they have more of, like, a history. Hey, we’ve talked to these folks before during the event, and they can be… they can create a more personal message in LinkedIn when it comes to it.
188 00:20:51.830 ⇒ 00:20:54.020 Miranda Wen: Mmm, I see, it makes sense.
189 00:20:54.570 ⇒ 00:20:58.430 Rico Rejoso: Yeah, so it’s more like a history and try to organize
190 00:20:58.610 ⇒ 00:21:07.099 Rico Rejoso: where the leads came from and stuff, right? So that’s, I think, the reason behind, the request of them here.
191 00:21:08.310 ⇒ 00:21:15.509 Miranda Wen: Gotcha, gotcha. Makes sense, makes sense. So this will be kind of like a feudal, the ones that we are actually gonna, like,
192 00:21:15.790 ⇒ 00:21:20.380 Miranda Wen: It’s, like, post… it’s like… this is during event or post-event?
193 00:21:20.950 ⇒ 00:21:22.579 Rico Rejoso: I’m sorry, what was that?
194 00:21:22.580 ⇒ 00:21:26.409 Miranda Wen: For this list, is this, like, during event or post-event?
195 00:21:26.810 ⇒ 00:21:29.480 Rico Rejoso: This is the post-event, this one is the joint event.
196 00:21:29.870 ⇒ 00:21:30.880 Miranda Wen: I see.
197 00:21:32.560 ⇒ 00:21:40.780 Rico Rejoso: So basically, they have the same first A to I column, the first 8 columns, it’s the same for all.
198 00:21:40.780 ⇒ 00:21:41.170 Miranda Wen: Right.
199 00:21:41.170 ⇒ 00:21:42.529 Rico Rejoso: Ring and post your right.
200 00:21:42.530 ⇒ 00:21:43.090 Miranda Wen: Just…
201 00:21:43.090 ⇒ 00:21:46.679 Rico Rejoso: Basically, all information that we need to gather from those leads.
202 00:21:46.810 ⇒ 00:21:51.780 Rico Rejoso: But the other properties here, moving forward, is, like, a different one.
203 00:21:52.560 ⇒ 00:21:54.190 Miranda Wen: Hmm, I see,
204 00:21:54.530 ⇒ 00:22:05.209 Rico Rejoso: Because this one is what we’re, what the GTM team would be focusing on after the event. Trying to nurture the leads that were finalized from the pre and post, during event.
205 00:22:05.500 ⇒ 00:22:11.189 Miranda Wen: Yeah. I guess, like, the… the key issue here for auto-populating is, like.
206 00:22:11.450 ⇒ 00:22:27.870 Miranda Wen: if I understand it correctly, it’s, like, really to evaluate, like, whether or not… whether or not it’s, like, a hall lead, and where… where do we get this data, and how do we, like… where do we put them on the category, in terms of, like, as you said, how warm neutral, or…
207 00:22:27.890 ⇒ 00:22:35.139 Miranda Wen: Yeah. Or how good of a fit they are, and some notes, and it’s, like, really weird doing…
208 00:22:35.420 ⇒ 00:22:38.490 Miranda Wen: Gather that info, and so… put out. Yeah.
209 00:22:38.570 ⇒ 00:22:51.659 Rico Rejoso: I think during the pre-event, it’s doable, since we have more time to, like, research, like, see them, we have the skill in Cursor that can also evaluate if the leads is, like, a good fit, or ICP fit for us. We have that in Cursor.
210 00:22:51.660 ⇒ 00:23:00.650 Rico Rejoso: we can check… we can do it using that or other tools that we have, but I think the problem was during the event. It’s more like a gut instinct from them if they see if it’s a good lead.
211 00:23:00.650 ⇒ 00:23:13.260 Rico Rejoso: If they see, like, the industry that they’re working on, or that they’re part of right now, it’s like a target industry that we’re trying to, you know, get clients from.
212 00:23:14.290 ⇒ 00:23:26.080 Rico Rejoso: And that must be a signal that’s a good lead, and if they’ve shown interest and wanted to talk more to Thelma Robert, then we can say that there could either be a hot or a warm lead, right?
213 00:23:26.360 ⇒ 00:23:31.340 Rico Rejoso: And I think that’s more of… they’re, Thomon Roberts.
214 00:23:31.490 ⇒ 00:23:34.759 Rico Rejoso: Judgment when it comes to the during-event lead list.
215 00:23:36.230 ⇒ 00:23:37.679 Miranda Wen: Got you, got you.
216 00:23:38.100 ⇒ 00:23:49.730 Rico Rejoso: And I was thinking if they were gonna… if we’re gonna do it, or gonna do it through Google Form, right, they also have to select what kind of lead, or the interest level of the leads, depending on the conversation with them.
217 00:23:50.010 ⇒ 00:23:58.010 Rico Rejoso: And… By that time, once it’s submitted here, this… everything here should already be, should be already populated.
218 00:23:58.130 ⇒ 00:24:00.530 Rico Rejoso: But you would fill me in Robert before you submit it.
219 00:24:03.080 ⇒ 00:24:11.409 Rico Rejoso: Right. So, I think there’s no problem here, as long as they do it themselves. So we’re gonna rely more on the folks to put in at the meeting, with them and Robert.
220 00:24:12.410 ⇒ 00:24:14.060 Miranda Wen: Hmm, I see.
221 00:24:14.620 ⇒ 00:24:15.170 Rico Rejoso: Yeah.
222 00:24:15.800 ⇒ 00:24:19.700 Rico Rejoso: Not sure, do you think it’s a good idea to have this as a Google Form, or such?
223 00:24:21.390 ⇒ 00:24:23.229 Miranda Wen: I feel like…
224 00:24:23.890 ⇒ 00:24:37.609 Miranda Wen: are, like, for example, during the event, are we expecting, like, Robert, Utem, they’re gonna manually, like, change it to, like, oh, this person, and take notes, or, like, change the, engagement type, or…
225 00:24:38.360 ⇒ 00:24:38.920 Miranda Wen: the lead.
226 00:24:39.980 ⇒ 00:24:40.720 Miranda Wen: Where?
227 00:24:40.720 ⇒ 00:24:53.659 Rico Rejoso: No, I guess it’s more like… I mean, based on my… based on what they’ve told us during the event on VixelCon, they have this QR… everyone has their QR code on their LinkedIn, right? And they just scan it.
228 00:24:53.690 ⇒ 00:25:04.089 Rico Rejoso: to connect with them, right? Once they scan it and they got the link, or let’s say the link of their profiles, they can just submit it using the form, using their phone.
229 00:25:04.140 ⇒ 00:25:06.680 Rico Rejoso: Which is more accessible. And if it’s…
230 00:25:06.890 ⇒ 00:25:16.249 Rico Rejoso: through a spreadsheet, it might not be that, you know, convenient for them to do so, but if it’s through a Google Form, and they just have to fill out all the details, which includes everything here.
231 00:25:16.400 ⇒ 00:25:22.970 Rico Rejoso: or let’s say, a part of some of, some of the details here, such as their URL,
232 00:25:23.380 ⇒ 00:25:29.559 Rico Rejoso: their email, if they get it, it’s an option, but more likely, their interest level. Like, those are…
233 00:25:30.270 ⇒ 00:25:34.380 Rico Rejoso: Hot or warm, or… What do you call this?
234 00:25:34.580 ⇒ 00:25:35.370 Rico Rejoso: Yeah.
235 00:25:35.500 ⇒ 00:25:43.600 Rico Rejoso: hot or warm leads that we can consider, then probably, once they show up here, we can just, you know.
236 00:25:44.350 ⇒ 00:25:47.270 Rico Rejoso: We can just fill it out… fill out the rest here afterwards.
237 00:25:47.660 ⇒ 00:25:51.140 Rico Rejoso: I was thinking more of the convenience of them using it during the event.
238 00:25:51.890 ⇒ 00:25:53.739 Miranda Wen: Mmm, I see.
239 00:25:54.700 ⇒ 00:26:13.100 Miranda Wen: I feel like… I feel that this is, like, definitely good for us to, like, track every lead, but I was just thinking maybe this, because it would be, like, a long list, as you say from the previous, like, hundreds of leads, and for them, it’s… it’s… a Google form might be, like, not the…
240 00:26:13.450 ⇒ 00:26:17.780 Miranda Wen: The most convenient for them, because it’s so… It’s like…
241 00:26:18.010 ⇒ 00:26:25.470 Miranda Wen: it’s… it’s long, first of all, and also, like, it’s, very much packed. I think maybe…
242 00:26:25.630 ⇒ 00:26:28.100 Miranda Wen: Which is my idea. Maybe we can have, like,
243 00:26:30.220 ⇒ 00:26:33.509 Miranda Wen: I don’t know, like, a bit of surface where they can…
244 00:26:33.690 ⇒ 00:26:41.930 Miranda Wen: type on an interest level, or conversation notes, and then this is, like, our backend surf… our backend, what we see.
245 00:26:42.360 ⇒ 00:26:48.039 Rico Rejoso: Yeah, yeah, definitely I mean, I’m not asking them to fill out everything here, just saying.
246 00:26:48.040 ⇒ 00:26:48.770 Miranda Wen: Yeah.
247 00:26:48.770 ⇒ 00:26:54.060 Rico Rejoso: the interest level, some notes that they have. Yeah.
248 00:26:54.060 ⇒ 00:26:55.350 Miranda Wen: Main ones, yeah.
249 00:26:55.350 ⇒ 00:27:02.040 Rico Rejoso: And the LinkedIn URL, because I think this one is the baseline for everything here, their LinkedIn URL.
250 00:27:03.340 ⇒ 00:27:05.940 Rico Rejoso: Yeah, I’ve…
251 00:27:05.940 ⇒ 00:27:10.310 Miranda Wen: Yeah, but I don’t think that this event leads tracker is, like, very much necessary.
252 00:27:10.870 ⇒ 00:27:22.890 Rico Rejoso: Yeah, so maybe… yeah, I got your idea on this one, if you can help out 5 licenses, and I haven’t… after yesterday, I wasn’t a… I didn’t… or I haven’t taken a look at this one today, yet.
253 00:27:23.750 ⇒ 00:27:36.740 Rico Rejoso: It’s kind of hard to think of the formula here. But yeah, I’m just letting you know this plan that we have here for tracking the leads. I’ll forward this to you and make sure that you have access to it afterwards.
254 00:27:36.740 ⇒ 00:27:38.459 Miranda Wen: Okay, okay, thank you so much.
255 00:27:38.970 ⇒ 00:27:48.409 Rico Rejoso: Yeah, so those are the… some of the things that I’ve been using in HubSpot. What I was just doing is making sure that all the deals that we have
256 00:27:49.070 ⇒ 00:27:54.719 Rico Rejoso: Or that, you know, because I’m part of the legal team as well, so if they have a conversation…
257 00:27:54.720 ⇒ 00:27:55.260 Miranda Wen: Okay.
258 00:27:55.260 ⇒ 00:27:56.700 Rico Rejoso: The legal… the legal team.
259 00:27:56.870 ⇒ 00:27:57.330 Miranda Wen: Oh, wow.
260 00:27:57.330 ⇒ 00:28:09.949 Rico Rejoso: So if they have, like, conversation that they’re planning to, they’re in talks, or in the SOW or proposal stage for some of the leads here, I’ll also check in HubSpot if they… if they are…
261 00:28:10.080 ⇒ 00:28:14.340 Rico Rejoso: If they’re there. So you can track all the deals that came in.
262 00:28:14.490 ⇒ 00:28:22.950 Rico Rejoso: And everything, so that’s part of what I’m doing in HubSpot as well, but we haven’t really managed and cleaned up
263 00:28:23.150 ⇒ 00:28:24.390 Rico Rejoso: Host, but yes.
264 00:28:25.100 ⇒ 00:28:30.469 Miranda Wen: Oh, I see. Do you mind showing me what does, like, the HubSpot looks like right now?
265 00:28:49.180 ⇒ 00:28:51.450 Rico Rejoso: Yeah, so we got a bit of a naming convention here.
266 00:28:51.600 ⇒ 00:28:55.970 Rico Rejoso: Just to make sure… just to see what Monday came in through.
267 00:28:58.240 ⇒ 00:29:01.459 Rico Rejoso: And a bunch of filters. Here, and views.
268 00:29:01.590 ⇒ 00:29:03.379 Rico Rejoso: But I think they’re, like.
269 00:29:03.590 ⇒ 00:29:10.860 Rico Rejoso: Yeah, one thing was the naming convention, I was to help out on that one, but I believe HubSpot is also in cursor?
270 00:29:12.270 ⇒ 00:29:15.190 Rico Rejoso: which eFilm did fix yesterday.
271 00:29:15.930 ⇒ 00:29:24.359 Rico Rejoso: And can be accessed through Purser, so we can also create skills in person that can help us clean up HubSpot, and also maintain this one, so I think this is not a big issue.
272 00:29:25.670 ⇒ 00:29:36.010 Rico Rejoso: as long as we utilize all the automation tools that we have here. But yeah, that’s part of what I’m doing here, is just adding deals, and also
273 00:29:37.340 ⇒ 00:29:40.760 Rico Rejoso: Yeah, making sure some of it are updated, especially when we sign a contract.
274 00:29:40.940 ⇒ 00:29:42.560 Rico Rejoso: Suppose updates here.
275 00:29:43.540 ⇒ 00:29:45.619 Miranda Wen: I see, I see. Oh, okay.
276 00:29:46.250 ⇒ 00:29:52.470 Rico Rejoso: Yeah, so, that’s, I guess, everything that I do on the sales side.
277 00:29:52.800 ⇒ 00:29:55.289 Rico Rejoso: I just spend 10 hours every week on…
278 00:29:55.490 ⇒ 00:30:00.829 Rico Rejoso: for sales work. So, yeah, campaigns, HubSpot are some of the few that I’ve been working on.
279 00:30:01.570 ⇒ 00:30:13.540 Miranda Wen: Gotcha, gotcha. Cool. Yeah, that’s… I think that’s very helpful. I think I have, like, a lot of contacts. Right now, when… later today, I talk to, like, Robert, I think I can immediately kick off something today.
280 00:30:14.350 ⇒ 00:30:19.970 Rico Rejoso: Okay. Yeah, so, that said, any questions so far?
281 00:30:20.530 ⇒ 00:30:27.579 Miranda Wen: Yeah, I think you pretty much, like, answered all the questions I have. Yeah, I think that’s, like, very helpful.
282 00:30:28.000 ⇒ 00:30:28.909 Rico Rejoso: Okay, great.
283 00:30:29.080 ⇒ 00:30:43.980 Rico Rejoso: No worries, I’ll still be in the sales side, and also I have a bit of grasp of what they are doing here, though I’m not… I don’t have much experience when it comes to sales and marketing. Just let me know if you have any questions, if you need any access, or, just, you know, need help.
284 00:30:44.430 ⇒ 00:30:55.360 Rico Rejoso: to point you on where you should be when it comes to some tools that we have. We have a bunch of tools, by the way, for the sales and marketing side. So if you need help on that, just let me know, and I can help you out with the access and stuff.
285 00:30:55.760 ⇒ 00:31:01.979 Miranda Wen: Cool, cool, cool, thank you. Yeah, I will try this, after the con to see if I can access, like, all the…
286 00:31:02.140 ⇒ 00:31:04.730 Miranda Wen: tools I talked with you and Hannah today.
287 00:31:05.360 ⇒ 00:31:09.659 Rico Rejoso: Okay, that’s it for me, Miranda. If you don’t have any questions, I think we’re good. I’m gonna let you.
288 00:31:09.660 ⇒ 00:31:13.300 Miranda Wen: Yeah, yeah, thank you so much, Rico, thank you so much for your time.
289 00:31:13.720 ⇒ 00:31:15.870 Rico Rejoso: No worries, thank you so much, Miranda, you have a good day, okay?
290 00:31:15.870 ⇒ 00:31:17.929 Miranda Wen: Okay, you have a great day, too.
291 00:31:17.930 ⇒ 00:31:18.700 Rico Rejoso: Alright, Billy.
292 00:31:18.980 ⇒ 00:31:19.760 Miranda Wen: Bye.