Meeting Title: Brainforge Sales Process Advisory Sync Date: 2026-05-06 Meeting participants: Ardi, Hannah Wang
WEBVTT
1 00:00:33.400 ⇒ 00:00:34.600 Ardi: Hey, Hannah!
2 00:00:37.620 ⇒ 00:00:39.319 Hannah Wang: Hey, how are you?
3 00:00:42.810 ⇒ 00:00:44.039 Hannah Wang: Can you hear me?
4 00:00:44.040 ⇒ 00:00:45.689 Ardi: Yeah, I can hear you, can you hear me?
5 00:00:45.880 ⇒ 00:00:46.950 Hannah Wang: Yes.
6 00:00:46.950 ⇒ 00:00:48.050 Ardi: How are you doing?
7 00:00:48.750 ⇒ 00:00:58.299 Hannah Wang: Not the best, so… so I have my camera off, so feel free to camera off if you want to save energy, that way.
8 00:00:58.300 ⇒ 00:01:00.550 Ardi: Sure, no worries.
9 00:01:00.950 ⇒ 00:01:04.919 Hannah Wang: Yeah, I’m just a little… Little sick.
10 00:01:04.920 ⇒ 00:01:08.429 Ardi: Still sick. Ugh, I’m sorry, hopefully it hasn’t been too rough.
11 00:01:08.650 ⇒ 00:01:18.220 Hannah Wang: That’s okay. I think… I just had a crazy weekend, and my body was like, alright, time to shut down. So, great.
12 00:01:20.090 ⇒ 00:01:24.730 Hannah Wang: Yeah, but, nice to meet you.
13 00:01:24.730 ⇒ 00:01:25.690 Ardi: Likewise.
14 00:01:25.690 ⇒ 00:01:28.999 Hannah Wang: Yeah, how’s it been at Brainforge so far?
15 00:01:29.000 ⇒ 00:01:44.760 Ardi: It’s good! So, it’s, so I’m only in as an advisory role, so, I feel like I’m still, always kind of looking outside in, but it’s been good so far, so just trying to learn as much as I can, trying to, you all move very fast, which is great to see.
16 00:01:45.180 ⇒ 00:01:51.969 Ardi: And I’ve been with, I’ve seen Brainforge from the moment Utam was, thinking about it.
17 00:01:51.970 ⇒ 00:01:52.799 Hannah Wang: No way.
18 00:01:52.800 ⇒ 00:01:59.360 Ardi: So, I’ve known about this, I’ve been very close to it, and so it’s cool to just, see how we can help out.
19 00:02:00.090 ⇒ 00:02:05.419 Hannah Wang: Did you… so you came… you came on because you knew Tom?
20 00:02:05.420 ⇒ 00:02:23.890 Ardi: Oh, yeah, yeah. Uten’s been… I mean, from day one, when he was building this, I heard about it, and then I think it’s just amazing to see you guys are now at a point where, you know, they’re looking to bring on, some salespeople, and trying to scale it out. I’m a… I’m a sales leader for, like, the last 12 years, so I’ve been building.
21 00:02:23.890 ⇒ 00:02:24.240 Hannah Wang: Hmm.
22 00:02:24.240 ⇒ 00:02:34.859 Ardi: at startups of various sizes, for the last decade or so. So, he’s just been picking my brain, and then, I think finally you guys reached a point where
23 00:02:35.020 ⇒ 00:02:41.130 Ardi: he was legit thinking of bringing on people, and I think a couple people didn’t work out, so I said, hey, hold on, let’s make sure…
24 00:02:41.260 ⇒ 00:02:49.230 Ardi: things are kind of built out, because the last thing you want to do is bring an AE on that, you know, is not set up to succeed.
25 00:02:49.510 ⇒ 00:02:55.910 Hannah Wang: Mmm. Yeah, I’ve been helping out with, like, the go-to-market team here and there throughout.
26 00:02:56.060 ⇒ 00:03:04.210 Hannah Wang: the past year. My official role, I mean, I’m… I work on the marketing team for design, officially, but I think.
27 00:03:04.210 ⇒ 00:03:04.840 Ardi: Okay.
28 00:03:04.840 ⇒ 00:03:16.690 Hannah Wang: just over the years… over the year, not years, I… I think they just needed help in the sales go-to-market sector of Brainforge, so I’ve seen…
29 00:03:17.090 ⇒ 00:03:19.009 Hannah Wang: I’ve seen a lot of the…
30 00:03:19.350 ⇒ 00:03:24.019 Hannah Wang: Yeah, people come and go, and what we Start to build, so…
31 00:03:24.160 ⇒ 00:03:28.909 Hannah Wang: Thankful for your advisory skills.
32 00:03:28.910 ⇒ 00:03:35.599 Ardi: We’ll see, we’ll see. We’ll see if it’s helpful, at all. From your… from your side, I’m curious, Hannah, what have you…
33 00:03:35.720 ⇒ 00:03:42.210 Ardi: What have you seen from this, like, obviously, I think it’s helpful, too, you’re not, like, directly in sales, but you have
34 00:03:43.010 ⇒ 00:03:47.529 Ardi: close eyes on it. What has been your take on it? Where are the gaps? What do you think?
35 00:03:47.530 ⇒ 00:03:48.650 Hannah Wang: Because…
36 00:03:48.650 ⇒ 00:03:54.049 Ardi: Mess, you know, messy, kind of… what do you think, if you had a magic wand, what would you fix on the sales side?
37 00:03:55.470 ⇒ 00:04:07.789 Hannah Wang: I think the main problem throughout the year has been that a lot of the knowledge is just in Utom and Robert’s head, and
38 00:04:07.790 ⇒ 00:04:16.500 Hannah Wang: they just have so much context and knowledge, because they’ve been, like, working in sales for… since the start of the company, so I think that’s just…
39 00:04:16.500 ⇒ 00:04:29.710 Hannah Wang: hard to transfer to people that we onboard and bring in. Like, even me, I’ve been, like, I’m not in… in the sales role in an official capacity, but…
40 00:04:30.290 ⇒ 00:04:46.590 Hannah Wang: I… I… like, ICP, like, all those keywords and stuff, like, even then, like, I hear about it here and there, but I just don’t have, like, all the context and knowledge that Robert and Utam have, and I know we tried to build out, like, a…
41 00:04:46.930 ⇒ 00:04:52.870 Hannah Wang: GPT, like, Robert Brain, GPT, like, Gutan Brain GPT type of thing, but…
42 00:04:52.870 ⇒ 00:04:53.510 Ardi: Hmm.
43 00:04:53.510 ⇒ 00:05:05.659 Hannah Wang: I mean, now that we have Cursor, maybe it’s a little bit different, because we have everything in the platform, but before, when all of our knowledge was spread out, and we were just using ChatGPT, like, it was just hard to…
44 00:05:06.240 ⇒ 00:05:07.220 Hannah Wang: have…
45 00:05:07.440 ⇒ 00:05:17.859 Hannah Wang: someone understand everything as comprehensively as Robert and Utam do, maybe that’s still the gap right now, and…
46 00:05:17.990 ⇒ 00:05:29.960 Hannah Wang: sure, I can ask Cursor, like, what’s our ICP, or what are our service lines, but I just have to keep the platform updated, and maybe it’s not updated all the time, so…
47 00:05:30.060 ⇒ 00:05:45.430 Hannah Wang: as you said, we move fast, and things change, and so I think the only people that really know what’s going on from a high level is still Robert and Utam, and that knowledge transfer is difficult.
48 00:05:45.600 ⇒ 00:05:47.590 Hannah Wang: So I think that kind of, like.
49 00:05:47.590 ⇒ 00:06:08.550 Hannah Wang: ties into what I try to help out with on the go-to-market side, which is, like, nurturing leads. Like, I have a hard time doing that on behalf of Robert specifically, like, messaging people on his LinkedIn, because I just don’t know what to say, like, how to connect all these
50 00:06:08.580 ⇒ 00:06:20.820 Hannah Wang: leads to the services that we have, and, like, what white paper to send, or what case study to send, and how it’s relevant. Like, I… I just… I have a hard time doing that. So…
51 00:06:20.920 ⇒ 00:06:23.520 Hannah Wang: Yeah, hopefully that gives you, like, a better idea.
52 00:06:23.520 ⇒ 00:06:26.220 Ardi: insight, and honestly, it’s pretty…
53 00:06:26.580 ⇒ 00:06:33.980 Ardi: It’s pretty congruent with what I’ve been hearing. Anyone I get a chance to talk to, I’m kind of asked that question, because it gives me a lot of good…
54 00:06:34.000 ⇒ 00:06:48.629 Ardi: insight, and that’s… honestly, it’s been my experience so far, too, so it’s been very consistent. And it’s fine. I try to put myself in you guys’ shoes so I can really diagnose the issue, or the issues, but even me, I’m like.
55 00:06:48.690 ⇒ 00:07:05.659 Ardi: I’m trying to… I don’t even know how many customers you guys have, I don’t know what product’s being sold, and it’s, it’s a running theme, which, I can tell it’s frustrating, but the good news is, the problem is becoming more evident, which is good, which is.
56 00:07:05.660 ⇒ 00:07:06.070 Hannah Wang: means…
57 00:07:06.070 ⇒ 00:07:09.720 Ardi: You know, we can pa- pave a path out of it.
58 00:07:10.130 ⇒ 00:07:16.279 Hannah Wang: So how do, like, other companies deal with, I guess, that, like, knowledge transfer?
59 00:07:16.600 ⇒ 00:07:17.120 Ardi: Kind of. Yeah.
60 00:07:17.120 ⇒ 00:07:17.580 Hannah Wang: this year.
61 00:07:17.890 ⇒ 00:07:30.190 Ardi: A lot of stuff, I mean, I know they have Cursor now, and I need to probably play around with it. A lot of stuff has to, you know, live in things like Notion, where, you know, everything is very clear.
62 00:07:30.530 ⇒ 00:07:42.570 Ardi: Simplicity is the goal. Like, I’ll give you an example. For me, when I was onboarding, funny enough, I don’t know why they were onboarding me, but it was… I let it happen. I’m just proud of seeing where… how far it’s come, so I was kind of going through the motions, but…
63 00:07:42.570 ⇒ 00:07:43.320 Hannah Wang: Yeah.
64 00:07:43.320 ⇒ 00:07:45.860 Ardi: There is, like, 9 tools to download day 1.
65 00:07:45.860 ⇒ 00:07:47.130 Hannah Wang: I knew that.
66 00:07:47.130 ⇒ 00:08:05.230 Ardi: You know, they’re, and then HubSpot is not being used, even though you guys have it, right? So it’s used, but not really. Robert has everything in a spreadsheet that he loves. And then the service lines, I think they’re trying to become more clear, but, that theme, is not only internal.
67 00:08:05.230 ⇒ 00:08:11.989 Ardi: it also shows on the calls. I’ve only listened to, like, 2 calls with customers, with prospects.
68 00:08:12.080 ⇒ 00:08:25.340 Ardi: But those calls are… I don’t know where they’re headed. I don’t know what the next step is. I don’t know… the prospect is usually leading them, and the calls kind of end saying, thanks for your time, and it just… I don’t know where it’s going.
69 00:08:25.340 ⇒ 00:08:33.620 Ardi: Yeah. And you guys’ system, as of today, I did a CRM audit, it’s largely based on activity.
70 00:08:33.860 ⇒ 00:08:38.989 Ardi: Right? So, like, the organizations I’ve led and the sales orgs that I build.
71 00:08:38.990 ⇒ 00:08:54.290 Ardi: you know, for example, the opportunity pipeline needs to dictate where the buyers are at, right? That’s when you can dictate, okay, what are we struggling with? Oh, okay, we are, for example, anyone we talk to on an intro, only 60% already make it to a demo.
72 00:08:54.500 ⇒ 00:08:54.830 Hannah Wang: Okay.
73 00:08:54.830 ⇒ 00:09:11.420 Ardi: That’s a gap. Why? Why? What’s happening to the other 40%? Why don’t they get on the demo? Or, you know, I think I saw 53 different companies or deals that were just sitting, installed, like, no one’s touched them in 15 days. Okay, what’s going on with those? How often are they getting touched? You know,
74 00:09:11.620 ⇒ 00:09:21.909 Ardi: So, with orgs, typically, like, it’s not about knowledge, I think it’s simplifying it, to a point… my rule of thumb is, you know, if a fifth grader can’t understand it, it’s too complex.
75 00:09:22.930 ⇒ 00:09:28.749 Ardi: Right? And it should be, even for someone like me, like, I’m not in you guys’ world, like, I’ve never worked for, like, a data,
76 00:09:28.750 ⇒ 00:09:29.220 Hannah Wang: Agents.
77 00:09:29.220 ⇒ 00:09:47.239 Ardi: and you guys are, like, especially Utam and Robert, and the whole team is very technical, like, proficient. I’m not, right? But the problem is, when you bring in sales guys, they’re not either. Right. So if I can’t understand it, and you know, and I’m an idiot majority of the time, especially.
78 00:09:47.240 ⇒ 00:09:47.760 Hannah Wang: Beautiful.
79 00:09:47.760 ⇒ 00:10:01.029 Ardi: technical stuff, but that means it’s just hard for anyone to understand it, you know? And if I ask… I don’t know what, you know, I know the type of solutions that are provided, but if you’re trying to scale it, and you’re trying to hit up hundreds, thousands of people.
80 00:10:01.180 ⇒ 00:10:05.349 Ardi: Who are you hitting up? What is the problem you’re solving?
81 00:10:05.360 ⇒ 00:10:21.420 Ardi: Why should they pick you? And what’s the kind of sales process to that? Does it take two calls to do it? Does it take three? Why, you know? Some of those questions, I would love to, by the time I’m done working with you guys, hopefully in the next 60, 90 days.
82 00:10:21.420 ⇒ 00:10:26.209 Ardi: Someone, whether it’s you, Hannah, or someone else in the company, can answer those in just a few sentences.
83 00:10:26.210 ⇒ 00:10:26.780 Hannah Wang: Mmm.
84 00:10:26.780 ⇒ 00:10:42.399 Ardi: You know, they can be like, hey, yeah, this is… typically, we talk to e-commerce companies that are between Series A and B. Typically, we talk to, ideally the engineering and the product, ideally the owner signs off on it. Takes us about 20 days to close a deal from start to finish.
85 00:10:42.480 ⇒ 00:10:47.149 Ardi: Our closing rate is about 25%. Here’s the areas where we struggle.
86 00:10:47.770 ⇒ 00:11:00.819 Ardi: And so that’s what I’m trying to figure out. Right now, it’s still a clutter in my head. The same thing you described on your end, where you’re like, I don’t know where it’s at, I’m there too, or I gotta try to unlock it, sooner than later.
87 00:11:01.320 ⇒ 00:11:12.380 Hannah Wang: Yeah, I feel like the default answer, if we don’t know something, is ask cursor. So I literally… cursor is my best friend. I talk to it more than anyone else on pre-.
88 00:11:12.380 ⇒ 00:11:18.410 Ardi: That’s hilarious. I’m looking at Cursor now, I don’t… I haven’t really been on it, so I’m, like, on Overview…
89 00:11:19.370 ⇒ 00:11:25.210 Ardi: I don’t even know if it’s… do you just use it through Slack, or you’re using it on actual cursor?
90 00:11:25.620 ⇒ 00:11:28.880 Hannah Wang: I have the Cursor desktop app. Okay.
91 00:11:29.020 ⇒ 00:11:34.799 Hannah Wang: If helpful, I can send you, like, a course that
92 00:11:34.800 ⇒ 00:11:50.610 Hannah Wang: B, our, learning and development, head kind of built out to set up Cursor, that might be helpful for you, so I can send that over after. I know Cursor was, like, so confusing when I first
93 00:11:50.640 ⇒ 00:11:57.960 Hannah Wang: opened it, I was like, this doesn’t look anything like ChatGPT. ChatGPT’s so straightforward, you just type a question.
94 00:11:57.960 ⇒ 00:12:03.050 Ardi: I think I finally went in on agents, but let me just share my screen, maybe I already have it.
95 00:12:03.780 ⇒ 00:12:04.740 Ardi: Let’s see…
96 00:12:05.170 ⇒ 00:12:12.999 Ardi: Oh, great. I got a new little Mac Mini, and I gotta… forget it. I’ll do it later, because I can’t… I gotta shut down Zoom, and then open my.
97 00:12:13.630 ⇒ 00:12:14.350 Hannah Wang: Settings.
98 00:12:14.350 ⇒ 00:12:21.180 Ardi: Yeah, let me see. No, that’s not letting me… One second.
99 00:12:21.440 ⇒ 00:12:22.210 Hannah Wang: All good.
100 00:12:27.230 ⇒ 00:12:32.440 Ardi: Yep, it’s gonna allow me to do it. Maybe it allows me to do it, let’s see. Oh, there we go.
101 00:12:34.580 ⇒ 00:12:36.150 Ardi: Chrome tab, okay.
102 00:12:37.000 ⇒ 00:12:38.420 Ardi: So is this it?
103 00:12:40.270 ⇒ 00:12:44.770 Hannah Wang: Is this Chrome, or…
104 00:12:44.770 ⇒ 00:12:46.019 Ardi: on Chrome, yeah.
105 00:12:46.020 ⇒ 00:12:53.750 Hannah Wang: On Chrome. Yeah, I think it looks a little different, but if you click New Agent on the top left.
106 00:12:54.910 ⇒ 00:12:55.389 Ardi: Yeah, I think.
107 00:12:55.390 ⇒ 00:13:03.440 Hannah Wang: Okay, yeah, and then you just, like, ask it a question. I don’t know if you have everything connected, necessarily, but let’s just see.
108 00:13:03.440 ⇒ 00:13:05.120 Ardi: It’s not even letting me select it.
109 00:13:05.120 ⇒ 00:13:09.410 Hannah Wang: Select repo, oh…
110 00:13:10.050 ⇒ 00:13:12.669 Ardi: Interesting. Okay, maybe just send me the thing.
111 00:13:12.670 ⇒ 00:13:17.509 Hannah Wang: Yeah, it might be a little bit easier on the desktop app.
112 00:13:17.510 ⇒ 00:13:17.890 Ardi: Okay.
113 00:13:17.890 ⇒ 00:13:31.470 Hannah Wang: But yeah, I’ll just send you that module, and then I think it should be clear enough, and if you have questions, you can message, Bryle, B, we call him B, but yeah, he’s super responsive.
114 00:13:31.540 ⇒ 00:13:38.549 Hannah Wang: But yeah, I… I totally agree with everything you’re saying, and hopefully, yeah, by the time you’re done with…
115 00:13:38.780 ⇒ 00:13:45.109 Hannah Wang: working with us, it’ll be a little bit more clear. I think we just have so much knowledge everywhere.
116 00:13:45.160 ⇒ 00:13:46.050 Ardi: Yes.
117 00:13:46.050 ⇒ 00:13:50.779 Hannah Wang: I know Cursor is good at aggregating all of that knowledge together, but…
118 00:13:51.190 ⇒ 00:14:00.140 Hannah Wang: I don’t know, sometimes it’s inaccurate, and a lot of the information still lives in people’s brains, which… yeah, I don’t…
119 00:14:00.140 ⇒ 00:14:16.239 Ardi: Okay, I know we have a little over 15 minutes left, so, in regards to what you’re setting up for, Robert, that’s the list of, like, thousand legal, law firms, is that…
120 00:14:16.240 ⇒ 00:14:22.170 Hannah Wang: So, yeah, I mean, I… so have you, like, talked to Miranda, like, yesterday or Monday?
121 00:14:22.170 ⇒ 00:14:30.220 Ardi: No, I haven’t talked to Miranda yet, but Robert told me what Miranda was tasked to do, so I’m aware of the project.
122 00:14:30.520 ⇒ 00:14:34.599 Hannah Wang: Yeah. So, I think it’s kind of…
123 00:14:34.880 ⇒ 00:14:40.540 Hannah Wang: Well, she’s, like, the PM for the go-to-market team, and she’s, like, trying to build out systems that
124 00:14:40.670 ⇒ 00:14:47.029 Hannah Wang: individual contributors like me can use. So, she’s in charge of, like, yeah, the legal…
125 00:14:47.030 ⇒ 00:15:01.590 Hannah Wang: like, a legal campaign, basically, and she… I think she got something set up. She was, like, building something on her own local machine, and then she, like, had that connected to HubSpot, and she, like, set up an automation, so she did…
126 00:15:01.590 ⇒ 00:15:13.180 Hannah Wang: set up, like, seek legal… I think she used your example, and just kind of tweaked it a little bit, so I…
127 00:15:13.420 ⇒ 00:15:26.750 Hannah Wang: So I watched her demo video this morning, so I kind of have a clearer picture of what she did, but I just wanted your input. So, what I’m tasked to do is basically reach out to,
128 00:15:26.750 ⇒ 00:15:36.870 Hannah Wang: I know HubSpot is, like, super messy. I also, like, I… I don’t know anything about HubSpot, but we… there’s, like, so many fields, and I’m sure the audit was, like.
129 00:15:36.910 ⇒ 00:15:40.879 Hannah Wang: Interesting. But basically,
130 00:15:40.930 ⇒ 00:15:52.679 Hannah Wang: Robert wants to hit up all of the agencies that we’ve been in contact with, so all the agency deals that we have, and depending on their deal stage, like.
131 00:15:52.750 ⇒ 00:15:55.570 Hannah Wang: Write a personalized
132 00:15:55.810 ⇒ 00:16:02.120 Hannah Wang: note, and then send a blurb. Okay, let me just share my Slack so it’s a little bit more.
133 00:16:02.120 ⇒ 00:16:02.750 Ardi: Yeah, yeah, yeah.
134 00:16:02.750 ⇒ 00:16:06.890 Hannah Wang: what the ask is. Let me see…
135 00:16:11.200 ⇒ 00:16:13.689 Hannah Wang: Share my whole screen.
136 00:16:14.220 ⇒ 00:16:32.960 Hannah Wang: So this is the ask over here on the right. It says, he just wants to follow up and blast… send out an email blast to all agency contacts. This is an example agency that he already sent an email to, but basically, like, he just wants to be top of mind for these agencies.
137 00:16:32.960 ⇒ 00:16:50.690 Hannah Wang: So he’s like, oh, add… make a more generic subject line, add a line of personalization, depending on what the lead is doing, and then add, like, a booking link at the end of this, but use this main body. And I think you’re… you… the example that you set up used this copy, basically.
138 00:16:50.690 ⇒ 00:16:57.179 Ardi: Yeah, I basically did, yeah. And when you say, like, the agency, that’s… how do you know on HubSpot which ones are agency…
139 00:16:57.180 ⇒ 00:17:03.069 Hannah Wang: Yeah, so that’s what I spent all of yesterday doing. Because we don’t, we don’t know, so…
140 00:17:03.070 ⇒ 00:17:03.780 Ardi: You don’t know.
141 00:17:03.780 ⇒ 00:17:24.580 Hannah Wang: What I did was I had Rico run a clay automation. Basically, I exported all these deals. Some of the fields are filled in, some are not. Like, you see company… the associated company, some of them have it, some of them don’t, so I’m like, okay, that’s awesome. Things are missing, but basically, he enriched the
142 00:17:24.579 ⇒ 00:17:26.199 Hannah Wang: All of these…
143 00:17:26.200 ⇒ 00:17:48.160 Hannah Wang: company somehow, and then I think he, like, set a filter, like, is agency or not, and then it would give me yes or no. And I went through it yesterday, and I was like, this is… this is all inaccurate, so I basically just manually kind of went through all the ones that were marked yes, and then I did further research to see if it’s an agency or not. So, already, that was.
144 00:17:48.160 ⇒ 00:17:49.110 Ardi: As I catch you.
145 00:17:49.110 ⇒ 00:17:54.029 Hannah Wang: A bummer. And so… How long did the…
146 00:17:54.030 ⇒ 00:17:55.579 Ardi: Thank you, Hannah, to do.
147 00:17:57.420 ⇒ 00:17:59.190 Hannah Wang: 3-4 hours.
148 00:17:59.190 ⇒ 00:18:00.310 Ardi: That’s way too long.
149 00:18:00.310 ⇒ 00:18:08.750 Hannah Wang: Yeah, and I’m sure maybe, like, Clay missed some other deals. They might have marked it as no when they’re actually an agency, but I’m not gonna go through all.
150 00:18:08.750 ⇒ 00:18:14.199 Ardi: Do me a favor here, one thing you can do, maybe a quick filter, go on Advanced Filters.
151 00:18:14.200 ⇒ 00:18:14.730 Hannah Wang: Yep.
152 00:18:15.110 ⇒ 00:18:17.449 Ardi: And then, add filter, put deal stage.
153 00:18:19.820 ⇒ 00:18:22.920 Ardi: And then make, select is none of.
154 00:18:25.560 ⇒ 00:18:31.340 Ardi: And then, yeah, search. I would say, yeah, close one, you don’t want to obviously talk to customers.
155 00:18:31.540 ⇒ 00:18:32.420 Ardi: Right.
156 00:18:32.590 ⇒ 00:18:35.460 Ardi: I think it was there, basically won.
157 00:18:35.940 ⇒ 00:18:36.670 Hannah Wang: This one.
158 00:18:36.670 ⇒ 00:18:39.240 Ardi: Yeah. So, for example, I’m just curious…
159 00:18:40.660 ⇒ 00:18:44.069 Ardi: what that turns it into? 280? Okay, so you guys…
160 00:18:44.180 ⇒ 00:18:49.819 Ardi: I need to just figure it out. That’s assuming you have now 7… what is that? 70 customers?
161 00:18:50.650 ⇒ 00:18:54.219 Hannah Wang: But I feel like some of these have churned. Like, we won…
162 00:18:54.220 ⇒ 00:18:54.860 Ardi: The deer.
163 00:18:54.860 ⇒ 00:18:56.950 Hannah Wang: And then we churned. So, like, I…
164 00:18:56.950 ⇒ 00:18:58.499 Ardi: But you don’t know that either.
165 00:18:59.040 ⇒ 00:19:18.809 Hannah Wang: theoretically, I could use Cursor to maybe look it up, but yeah, I don’t… I just spent literally all of yesterday going through Robert and Utam’s email to verify, oh, were they customers or not? Like, where was the last e… what was the last email sent? Because I feel like not everything’s logged in HubSpot yet.
166 00:19:19.810 ⇒ 00:19:32.579 Hannah Wang: And I came down to literally only 8 agencies, and then I still need clarification, like, oh, this is archived. I was like, oh, do we want to send an email to an archive deal? Like…
167 00:19:32.780 ⇒ 00:19:40.370 Hannah Wang: that, like, some of these agencies turn into other deals, and I’m like, oh, is this, like, related to Sunstone? Like…
168 00:19:40.370 ⇒ 00:19:54.099 Hannah Wang: And then Lilo, like, I just dug through emails to see what the last email thread was, and it looked like it wasn’t on a good page, so I was like, oh, do we still want to send the email? So I feel like if I didn’t do my due diligence, like, I wouldn’t…
169 00:19:54.100 ⇒ 00:19:58.629 Hannah Wang: I would have just, like, added all of these to the list and just sent out
170 00:19:58.810 ⇒ 00:20:03.720 Hannah Wang: emails to all the leads related to this company. So I don’t know if…
171 00:20:03.910 ⇒ 00:20:09.279 Hannah Wang: yeah, it’s just… because I’m a perfectionist, like, I want to do a good job, I don’t want to, like, mess up.
172 00:20:09.630 ⇒ 00:20:26.960 Ardi: No, no, you’re doing it the right way, so let me tell you that the end state, because you’re doing… frankly, you’re doing too much, and you have no choice, I don’t blame you, the HubSpot is basically more noise than signal, but ideally, and this is great, by the way, I’m gonna… I’m gonna take this recording and have a convo with,
173 00:20:26.960 ⇒ 00:20:29.749 Ardi: Utam and them, because this is what I’ve been talking to them about, so…
174 00:20:29.750 ⇒ 00:20:30.110 Hannah Wang: So…
175 00:20:30.110 ⇒ 00:20:48.309 Ardi: The good news is I’m already talking to them about it, because you should be able to find that out. If the HubSpot’s good, for example, you have the deal type, agency, the stages are very clear. If someone’s churned, then they’re not in the, like… and just two filters should pull up a list for you.
176 00:20:48.440 ⇒ 00:21:03.380 Ardi: very quickly, and you build a sequence, you check them off, within 20 minutes, you have a whole sequence going, and you’ve entered all those, what Robert asked you, in 20 minutes, to do all of it. Find it, create it, send it, in less than an hour. So…
177 00:21:03.380 ⇒ 00:21:04.210 Hannah Wang: Yeah.
178 00:21:04.840 ⇒ 00:21:10.750 Hannah Wang: Yeah, like, I tried to look for emails, because I’m assuming some of the emails are logged, but, like…
179 00:21:11.010 ⇒ 00:21:12.560 Hannah Wang: I don’t know…
180 00:21:12.560 ⇒ 00:21:26.519 Ardi: problem, too, and correct me if I’m wrong, like, it’s been frustrating for me trying to find… because I do this advisory role for other companies, too, and, you know, one of the first things I do is I just go listen to sales calls. I can’t barely do that here, because you guys have your…
181 00:21:26.520 ⇒ 00:21:35.199 Ardi: Cool little Brainforge app, but there’s no integration with HubSpot, so when I go on Lilo Social, I can’t even see where the last call is, or see the recording of it on.
182 00:21:35.200 ⇒ 00:21:35.900 Hannah Wang: That’d be great.
183 00:21:35.900 ⇒ 00:21:36.700 Ardi: You know?
184 00:21:36.700 ⇒ 00:21:40.719 Hannah Wang: Yeah, you’re talking about this… this little thing here, right? Of the meeting?
185 00:21:40.720 ⇒ 00:21:41.880 Ardi: Lovely thing, yeah.
186 00:21:42.230 ⇒ 00:21:48.689 Hannah Wang: Yeah, I’m sure if you type Lilo… I don’t even know, like…
187 00:21:49.170 ⇒ 00:21:51.719 Ardi: Yeah, so are those all calls with Lilo?
188 00:21:52.540 ⇒ 00:21:54.099 Hannah Wang: I don’t think so.
189 00:21:54.100 ⇒ 00:21:54.490 Ardi: See, that…
190 00:21:54.490 ⇒ 00:21:57.299 Hannah Wang: I mentioned Lilo, but…
191 00:21:57.300 ⇒ 00:22:01.480 Ardi: Yeah, see, that’s… like, that right now, that is a black box.
192 00:22:01.970 ⇒ 00:22:02.780 Hannah Wang: Hmm.
193 00:22:02.780 ⇒ 00:22:05.850 Ardi: Right. Oh, there it is, Brain Forge confirmed. There’s one!
194 00:22:05.990 ⇒ 00:22:07.300 Ardi: 30 minutes thing.
195 00:22:07.300 ⇒ 00:22:15.889 Hannah Wang: even this, like, I feel like Lido, we’re not currently in a deal with them, so I’m not… maybe we are, I don’t know.
196 00:22:17.320 ⇒ 00:22:19.590 Hannah Wang: I have no idea. Yeah, no…
197 00:22:19.590 ⇒ 00:22:21.379 Ardi: Oh, no, I hear you. It’s okay.
198 00:22:21.380 ⇒ 00:22:22.300 Hannah Wang: Anyway…
199 00:22:22.340 ⇒ 00:22:27.979 Ardi: Talk to them about it later. Okay, so what do you, in the short term, while working with what we got, how can I help?
200 00:22:27.980 ⇒ 00:22:32.670 Hannah Wang: Yeah. So, I just wanted to see if…
201 00:22:32.870 ⇒ 00:22:44.119 Hannah Wang: Because you feel like a HubSpot wizard, so I’m going to kind of ask questions. Yeah. So, like, according to this.
202 00:22:44.250 ⇒ 00:22:50.510 Hannah Wang: Like, basically, I’m wondering how is it possible to, like, personalize each message.
203 00:22:50.510 ⇒ 00:23:04.309 Ardi: The only way… not really. So the only way you can is, like, through personalized tokens, so if you want to mention their company name, or any other kind of property that’s there, which, again, the HubSpot’s not clean, so I don’t know, it’s not reliable.
204 00:23:04.710 ⇒ 00:23:09.270 Ardi: But that’s the only way. So, with sequences, again, your best bet.
205 00:23:09.680 ⇒ 00:23:17.339 Ardi: is doing a dynamic one, like I set up, because you try to customize as much as you can to the persona, which in this case is agencies.
206 00:23:17.340 ⇒ 00:23:17.900 Hannah Wang: Right.
207 00:23:17.900 ⇒ 00:23:23.969 Ardi: And then the idea now is if they interact with it, as it shows on there, they, you know, they click on it once.
208 00:23:23.970 ⇒ 00:23:24.430 Hannah Wang: Right.
209 00:23:24.430 ⇒ 00:23:42.420 Ardi: Excuse me, or they open it twice, now it goes into a different part of the sequence, where now you can have, for example, the LinkedIn Connect task, whoever goes in there, now maybe within that Connect task, because it doesn’t do it automatically, you gotta go on LinkedIn and do it, is now from there, you can send a custom note.
210 00:23:42.540 ⇒ 00:23:58.669 Ardi: So, I would say, Hannah, like, I would think, like, just basically think of it as a funnel. Usually, whoever does have high… and you can, by the way, like, if you feel like it’s too busy, for example, like, if I add 100 people to a dynamic sequence, and…
211 00:23:58.670 ⇒ 00:24:13.639 Ardi: 85 people make it to the other side. To me, that’s a signal that it’s too easy. Like, maybe one op… like, one open and one click is maybe not enough, right? I mean, think of you, Hannah, how many emails do you open, and you’re, like, not really interested, right?
212 00:24:13.640 ⇒ 00:24:14.600 Hannah Wang: A lot, yeah.
213 00:24:14.600 ⇒ 00:24:30.359 Ardi: Yeah, right? So you might put two opens and one click, right? And so with that, you can say, okay, now, yes, I might get only 40 out of the 100, but okay, 40 for me to go through and connect with them on LinkedIn is doable, and it’ll take me, like, an hour maximum.
214 00:24:30.810 ⇒ 00:24:38.440 Hannah Wang: I see. So the automated ones are more generic, and if they funnel into the dynamic portion, those are more, like, manual.
215 00:24:38.440 ⇒ 00:24:57.610 Ardi: Yeah, and I would say, and I just… this is an example, so I would like, on the automated step, I like to put at least 4 to 5 emails, because I want to do whatever it takes to get them on the other side, and again, sometimes it depends on the personnel, depends on what I’m trying to, like, what my objective is.
216 00:24:57.610 ⇒ 00:25:09.819 Ardi: I vary the signal. So sometimes it’s just, hey, listen, I need to get in with this group, any type of signal, I want my sales guy to jump on it, so I might make it, like, one click, one open, you know, anything.
217 00:25:09.820 ⇒ 00:25:18.219 Ardi: Right, I’ll take. But then other ones were like, hey, listen, I want this to… I want the people who are legit interested, and so that might be two opens and two clicks.
218 00:25:18.220 ⇒ 00:25:36.570 Ardi: Okay, and if you make it 2 opens and two clicks, now you know whoever goes on that side, okay, now we know they’re, you know, they’re very interested, and we can now do very custom without burning, you know, someone out, in this case, you. So you’re not spending, like, 6 hours writing LinkedIn notes.
219 00:25:36.570 ⇒ 00:25:40.049 Hannah Wang: I see. And what does open and click mean, exactly?
220 00:25:40.050 ⇒ 00:25:53.400 Ardi: So, opening any of the emails. So if they open it, right now, the signal you have set up is if those emails, if they just engage with it, if they just open it once right now, it’ll send it to the other side. So I would say change that to minimum two opens.
221 00:25:54.200 ⇒ 00:26:11.040 Ardi: Alright? And then the clicks, I don’t even know if you’re gonna have a link in there. If you do, great. If not, totally understand. But even if they click on the email, like, signature, right? Or you can put, by the way, on HubSpot, you can put Robert’s meeting link in there.
222 00:26:11.240 ⇒ 00:26:12.390 Hannah Wang: Right, okay. Right.
223 00:26:12.390 ⇒ 00:26:17.710 Ardi: So you can’t put it in there so, hey, if they click it once, okay, that’s a really good signal. I want that moved away.
224 00:26:17.710 ⇒ 00:26:18.210 Hannah Wang: Okay.
225 00:26:18.330 ⇒ 00:26:19.160 Ardi: Right.
226 00:26:19.340 ⇒ 00:26:20.320 Hannah Wang: Gotcha.
227 00:26:20.380 ⇒ 00:26:21.690 Hannah Wang: Yeah, so this…
228 00:26:21.690 ⇒ 00:26:41.119 Hannah Wang: I know this looks a little different than what you set up, because Miranda kind of worked with it, but the way she, like… because I think Robert just wants it to be customized, like the email, which I… which you said is, like, kind of difficult, and which is why you brought up dynamic sequences, but I think the way that she did it was…
229 00:26:41.120 ⇒ 00:26:44.010 Hannah Wang: She added, like,
230 00:26:44.460 ⇒ 00:26:58.570 Hannah Wang: these, like, little fields, so, like, email 1, email 2, email 1, subject, email 1, body, and that’s associated with each contact. So if I go to… I think this person…
231 00:26:58.670 ⇒ 00:27:08.440 Hannah Wang: I think he has… Yeah, you can see, like, oh, email one body, email one subject, because…
232 00:27:08.990 ⇒ 00:27:17.150 Hannah Wang: Yeah, I think the personalization part is what I was stuck on, so I think that this was just Miranda’s workaround. Do you feel like this is, like, what.
233 00:27:17.150 ⇒ 00:27:28.079 Ardi: Yeah, if Miranda found a way around that, and she’s able to get this in there, and now correlate that back to the sequences, then great. And if you guys can do that, then more power to you, you know, that’s awesome.
234 00:27:28.080 ⇒ 00:27:35.259 Hannah Wang: Yeah. Okay. Yeah, I was, like, I was just think… racking my brain yesterday, like, how can I do that? But she kind of thought.
235 00:27:35.260 ⇒ 00:27:45.920 Ardi: Yeah, I mean, I don’t know how to do it to that specific detail that she did it, but if she figured it out, great. And then with the sequences, what I would do, Hannah, is I wouldn’t put all your eggs in one basket, meaning.
236 00:27:46.380 ⇒ 00:27:52.309 Ardi: I would set up 2 or 3, right? At least 2 or 3 different dynamic sequences. Excuse me.
237 00:27:53.880 ⇒ 00:27:58.129 Ardi: I was gonna sneeze, but there I go. Weird. It’s always so weird. Okay.
238 00:27:58.520 ⇒ 00:28:14.889 Ardi: So I would set up 2 or 3, and by the way, you can mess with general, generic sequences, as well, which is more, you know, it’s not based on signal, it’s just more based on, here are the steps it’s gonna go through, no matter what.
239 00:28:14.890 ⇒ 00:28:29.969 Ardi: I see. And that’s a different A-B test. You guys, we’re at such an early stage that we don’t have any data as far as, like, what works, what doesn’t. Yeah. And you guys don’t have, like, you know, it’s not like you have two SDRs that are gonna hit the phones on these tomorrow, right?
240 00:28:29.970 ⇒ 00:28:37.160 Ardi: given it’s you and Miranda kind of working in tandem on this, I would use dynamic sequences, so you know the only, like.
241 00:28:37.280 ⇒ 00:28:51.890 Ardi: maybe manual email tasks or LinkedIns that you gotta do. To you, you wanna say, okay, I wanna… I don’t have that much time to sit for 10 hours and do that, so a dynamic sequence, make sure that it trims that down to only the highest engaged leads, right?
242 00:28:52.340 ⇒ 00:29:04.830 Ardi: That are doing that. And then you can… and then you can start to measure it, because what I love about sequences is the performance, is great on it, right? On the performance tab, you guys want to get to a point where you have 2 or 3 of these.
243 00:29:04.870 ⇒ 00:29:11.830 Ardi: And you be specific about what each sequence entails. So, hypothetically, like, one could be, hey, this sequence.
244 00:29:11.830 ⇒ 00:29:26.610 Ardi: I’m only going after, maybe the ICP, maybe these type of agencies, which I know is hard for you to do. The other side of it could be, hey, this is a sequence that I’m gonna have longer, customized email using Miranda’s.
245 00:29:26.670 ⇒ 00:29:36.550 Ardi: and I’m gonna have 4 emails, and I’m gonna have the signals to be LinkedIn-based, and no calls. Okay. My other sequence, I’m gonna have very short emails.
246 00:29:36.550 ⇒ 00:29:47.800 Ardi: I’m not gonna be as specific, I’m gonna maybe increase the level of engagement that I need for it to go on the other side, and maybe I have those, I just, like, I do one LinkedIn, and I try to call them.
247 00:29:47.880 ⇒ 00:29:48.800 Hannah Wang: Right.
248 00:29:48.840 ⇒ 00:30:02.450 Ardi: So, that experimentation, I think, for you guys right now is huge, because we gotta kind of throw everything at the wall and get some inclination, whether it’s through process of elimination, or through just something that pops off.
249 00:30:02.730 ⇒ 00:30:06.430 Ardi: in a sequence, that works. Like, I know the one Miranda set up.
250 00:30:06.750 ⇒ 00:30:09.350 Ardi: I think she put 14 contacts in it or something.
251 00:30:09.350 ⇒ 00:30:09.740 Hannah Wang: Yeah.
252 00:30:09.740 ⇒ 00:30:14.710 Ardi: Example. Okay, like, even this right now, like, takeaway enrolled by.
253 00:30:14.970 ⇒ 00:30:20.020 Ardi: There’s an X right there? Yeah. Okay. 14 enrolled, 6 opened… okay.
254 00:30:20.320 ⇒ 00:30:25.459 Ardi: she’s… that’s not… I mean, it’s very small, but you can start to see that, okay, the emails are not that bad. Scroll down.
255 00:30:27.720 ⇒ 00:30:38.479 Ardi: So, you can even see, okay, there’s a 42% open, that’s pretty good. Yeah. Right? On just one email. So, you can see that this is just 14, so imagine now hundreds and thousands.
256 00:30:38.480 ⇒ 00:30:38.950 Hannah Wang: Mmm.
257 00:30:38.950 ⇒ 00:30:46.299 Ardi: and you have 5 sequences going on, you don’t have… no one has to guess what’s working or not. You guys just go after the ones that are, right?
258 00:30:46.300 ⇒ 00:30:46.890 Hannah Wang: Hmm.
259 00:30:47.130 ⇒ 00:30:51.379 Ardi: Go, if you don’t mind, on, go back to the main sequence page.
260 00:30:51.620 ⇒ 00:30:52.160 Hannah Wang: Yeah.
261 00:30:53.470 ⇒ 00:31:01.900 Ardi: Just, on the upper left-hand side, go to Back to All Sequences, no worries, and then go on the upper right-hand side, Create Sequence.
262 00:31:03.790 ⇒ 00:31:06.040 Ardi: And then do start from scratch.
263 00:31:06.850 ⇒ 00:31:09.230 Ardi: And just put create a sequence.
264 00:31:09.490 ⇒ 00:31:11.079 Ardi: Just to show you an example.
265 00:31:11.520 ⇒ 00:31:19.079 Ardi: Okay, so here’s the one way I like generic sequences. So, if you do an automated email, click on the automated email.
266 00:31:19.610 ⇒ 00:31:27.589 Ardi: Whatever you pick, picked anything just for the sake of this combo. Okay. What’s great about this is, you see the Add A-B test?
267 00:31:27.590 ⇒ 00:31:28.260 Hannah Wang: Yeah.
268 00:31:28.260 ⇒ 00:31:30.079 Ardi: I love this with generic sequences.
269 00:31:30.080 ⇒ 00:31:30.430 Hannah Wang: so…
270 00:31:30.430 ⇒ 00:31:44.230 Ardi: like, what I’ll do with some of my sequences, like, I don’t know, I did one for a company, they’re going to an event, and they’re trying to set up meetings, right? Very simple. And so, we set up, like, 4 templates. They wanted to hit up, like, 2,000 people, it was a massive conference.
271 00:31:44.370 ⇒ 00:31:56.369 Ardi: And, you know, one weekend, like, it was like 2-3 emails, but the email performance of those A-B tests was great, because we’re like, okay, these 3 suck, this one is great, you know, and boom.
272 00:31:56.370 ⇒ 00:32:08.979 Ardi: And now we’re using that one template for another event, and that one is already hitting, like, amazing. So, that’s the… I don’t know why dynamic sequences don’t do that. It’s the one pitfall that makes no sense to me, but…
273 00:32:08.980 ⇒ 00:32:19.509 Ardi: that’s another thing, where for generic sequences, you could, do A-B tests on the automatic emails, and then you can dictate the next steps on it as well.
274 00:32:19.510 ⇒ 00:32:37.010 Ardi: just, you know, I would say don’t overthink of, like, well, how many days should I wait? Test it out. Maybe one sequence I test it two days between each email, and maybe I throw in a text in there, forget calls, right? I’ll text them in there. And so it’s just… it’s a heavy dose of experimentation, which…
275 00:32:37.390 ⇒ 00:32:47.099 Ardi: does… we’ll take some manual labor, obviously, the more you want to experiment, but I think anything you guys start doing with sequences.
276 00:32:47.220 ⇒ 00:33:02.290 Ardi: you start to get data on, like, what’s working and what’s not. And for Robert and Utam to start to see it, you know, async, and they don’t have to come and search for, like, where you guys are at at it, and you have to post it on Slack, you could be like, here’s the sequences we have.
277 00:33:02.290 ⇒ 00:33:02.800 Hannah Wang: Yeah.
278 00:33:02.800 ⇒ 00:33:05.659 Ardi: In this folder, go check them out, you know, whenever you want.
279 00:33:05.660 ⇒ 00:33:17.719 Hannah Wang: Yeah, I can imagine it’d be super helpful, like, if the HubSpot, like, all the fields and everything, like, if everything’s in HubSpot, I can imagine this is, like, gold, because, like…
280 00:33:17.940 ⇒ 00:33:31.700 Ardi: And this is a good way, and yeah, and this is a way for me to try to get Utam and Robert, because, you know, they’re pushing back, they don’t want to make this change, they think it’s too much work, but if you guys, like, work on sequences.
281 00:33:31.700 ⇒ 00:33:48.030 Ardi: it’ll surface the problems that you’re nailing right now, right? Because you’re saying, Artie, like, the sequence will work, but shit is such a mess that… is it gonna work? And to answer your question, no, it won’t that well. But that’ll put pressure on them to be like, okay, hey, listen, we really need to fix this so these sequences become more clear.
282 00:33:48.200 ⇒ 00:34:02.360 Hannah Wang: One quick question. Do you know if, like, aliases work? Because I know one concern Robert had was, like, oh, if his main Brainforge email gets, like, marked as spam, that’s, like, pretty bad, or…
283 00:34:02.360 ⇒ 00:34:08.549 Ardi: Something like that. So, aliases, yes and no. So, I would say from the back-end side, he has a good point, and I talked to him about this yesterday.
284 00:34:08.550 ⇒ 00:34:09.150 Hannah Wang: Yeah.
285 00:34:09.159 ⇒ 00:34:13.249 Ardi: Even if you use aliases, it uses the same domain to send it, okay?
286 00:34:13.250 ⇒ 00:34:13.730 Hannah Wang: Good.
287 00:34:13.730 ⇒ 00:34:26.449 Ardi: So, if I were you guys, I would look into email warm-up tools, anything from mail reach to instantly, and to… if you really want to do it, I would say if you want to send 200 to 500,
288 00:34:26.570 ⇒ 00:34:45.950 Ardi: you should be good, especially if you space them out a little bit. But I would say, if you guys really want to run this the right way, and you want to make sure you’re protected there, you guys, at some point, sooner than later, have to invest in a tool, like, instantly, or won’t… there’s a million tools, and you can use AI to figure out what the best one, cheapest, is.
289 00:34:45.949 ⇒ 00:34:57.630 Ardi: Yeah. But that process includes setting up domains, you know, it could be trybrainforge.ai or whatever, and then you warm up those emails, right?
290 00:34:58.090 ⇒ 00:34:59.700 Ardi: And…
291 00:34:59.700 ⇒ 00:35:01.019 Hannah Wang: have instantly.
292 00:35:01.160 ⇒ 00:35:01.840 Ardi: Oh, you guys don’t.
293 00:35:01.840 ⇒ 00:35:11.490 Hannah Wang: how… I literally don’t know how to do this. Like, someone from… someone who was working here previously, like, was a genie at instantly, so I have no idea, like.
294 00:35:11.490 ⇒ 00:35:18.929 Ardi: Oh, I’m not a genius at it either. All I know is I’m just able to, they’re usually able to just create… I know they have other tools and stuff now for
295 00:35:19.390 ⇒ 00:35:25.040 Ardi: doing outbound, but, I know that they should have a portion for
296 00:35:25.040 ⇒ 00:35:43.900 Ardi: Like, just creating email inboxes. You guys basically need email infrastructure, so the backend of it. A lot of these tools are, like, I’ll send it to you in campaigns and all that. I think for instantly… I haven’t even seen them in, honestly, the past year or so, so a lot of this looks new to me. But they should have some back-end email tools.
297 00:35:44.020 ⇒ 00:35:46.630 Ardi: Inbox placement, maybe? You wanna look into that?
298 00:35:48.350 ⇒ 00:35:55.320 Ardi: Campaign test… I can… I can look up some tools if you guys have insulin, let me see.
299 00:35:56.220 ⇒ 00:36:00.789 Hannah Wang: Like, we do have a bunch of aliases, like, as you can see here, for Utong.
300 00:36:01.080 ⇒ 00:36:02.280 Ardi: Oh, that’s great!
301 00:36:02.280 ⇒ 00:36:03.580 Hannah Wang: So, if that…
302 00:36:03.580 ⇒ 00:36:16.489 Ardi: That’s all there, then it looks like accounts to use. Okay, those seem like they’re not even… those seem like they’re all, probably different account, and if they’re warmed up, then it’s just a matter of getting those emails in,
303 00:36:17.130 ⇒ 00:36:18.720 Ardi: HubSpot.
304 00:36:19.240 ⇒ 00:36:20.580 Ardi: Yeah, yeah.
305 00:36:20.710 ⇒ 00:36:21.430 Hannah Wang: Okay.
306 00:36:21.430 ⇒ 00:36:26.820 Ardi: Let me see… And I can do some work on the backend to see how to make that easy.
307 00:37:04.910 ⇒ 00:37:07.349 Ardi: Sorry, I’m just sharing something.
308 00:37:21.310 ⇒ 00:37:23.000 Ardi: Okay, come on…
309 00:37:50.010 ⇒ 00:37:51.140 Ardi: Okay.
310 00:37:51.490 ⇒ 00:38:00.459 Ardi: So it looks like through sequences specifically, like, if you guys wanna do, like, a thousand something, I think you just gotta do it through instantly.
311 00:38:00.570 ⇒ 00:38:07.960 Ardi: But I think HubSpot, if you’re doing, like, the… what I mentioned, like, 200, 500, you should be fine.
312 00:38:08.150 ⇒ 00:38:08.590 Hannah Wang: Okay.
313 00:38:08.590 ⇒ 00:38:13.230 Ardi: I was just looking at some HubSpot.
314 00:38:13.510 ⇒ 00:38:16.240 Ardi: Stuff here…
315 00:38:22.640 ⇒ 00:38:23.885 Ardi: Yeah…
316 00:38:44.760 ⇒ 00:38:52.449 Ardi: I think there’s a way, because I think you can choose the inbox or the domain that it’s sending from, and that way you can… it should be…
317 00:39:01.610 ⇒ 00:39:02.610 Ardi: Okay.
318 00:39:08.410 ⇒ 00:39:11.000 Ardi: Yeah, but I think the… hmm…
319 00:39:17.210 ⇒ 00:39:19.340 Ardi: Let me look into it more, Hannah.
320 00:39:19.340 ⇒ 00:39:19.950 Hannah Wang: Okay.
321 00:39:19.950 ⇒ 00:39:27.710 Ardi: Because it’s just email infrastructure shit, I mean, it’s just getting technical, because… Usually…
322 00:39:28.010 ⇒ 00:39:33.680 Ardi: Yeah, I think, like, I don’t know if you have to just log back in with different usernames in HubSpot to do that.
323 00:39:33.680 ⇒ 00:39:36.120 Hannah Wang: Oh, that’s annoying.
324 00:39:36.120 ⇒ 00:39:40.440 Ardi: But, if we can add just, like, I don’t know, 400, 500…
325 00:39:41.350 ⇒ 00:39:47.520 Ardi: Actually, multiple… yeah, you can have two to five inboxes per, like, user.
326 00:39:47.520 ⇒ 00:39:48.230 Hannah Wang: Okay.
327 00:39:48.570 ⇒ 00:39:54.040 Hannah Wang: Yeah, I know it’s Roberts, Utoms, and then…
328 00:39:54.180 ⇒ 00:39:58.440 Hannah Wang: I don’t even know where they added… where you add that, but.
329 00:40:00.610 ⇒ 00:40:04.500 Ardi: Okay. Yeah, so let me…
330 00:40:04.880 ⇒ 00:40:18.229 Ardi: Yeah, this is something I’ll make clear to Robert. I’ll post it on, the sales. The sequences, honestly, what it’s really going to be good for, majority of these are already deals that you guys have engaged in, then sequence
331 00:40:18.830 ⇒ 00:40:30.319 Ardi: they’re already in HubSpot, you’re already working with them, then I think for right now, don’t worry about the inbox side of it. Yeah. I would say don’t go, like, don’t add, you know, 1,200 in one day to them.
332 00:40:30.600 ⇒ 00:40:48.129 Ardi: try to space it out one. Try to, like, just do… let’s get up to, like, 500, right? And I would maybe space that out, like, 150 to one sequence, 150 to another one, and another one, and so on. Or even 200, you know? Yeah.
333 00:40:48.390 ⇒ 00:40:51.709 Ardi: So you should be fine, I think, for, like, that’s still a…
334 00:40:51.910 ⇒ 00:40:55.820 Ardi: a good chunk of, of leads, you know? Right.
335 00:40:56.110 ⇒ 00:40:57.979 Ardi: I don’t know, does that all make sense?
336 00:40:58.230 ⇒ 00:41:13.910 Hannah Wang: Yeah, I mean, we’ve been using Instantly in the past for email outbound, but I think moving over to HubSpot makes sense, especially if we want everything logged in HubSpot anyway, like, it just makes sense to do it, like, launch it from
337 00:41:13.910 ⇒ 00:41:19.310 Hannah Wang: From there. And I don’t think our lead lists have ever been that huge anyway.
338 00:41:19.480 ⇒ 00:41:22.509 Ardi: I just saw the legal list that was, like, 24,000.
339 00:41:22.510 ⇒ 00:41:26.550 Hannah Wang: Oh, that one is huge. That one is.
340 00:41:26.550 ⇒ 00:41:29.100 Ardi: That one you have to use instantly.
341 00:41:29.100 ⇒ 00:41:30.420 Hannah Wang: Yeah, okay.
342 00:41:31.340 ⇒ 00:41:33.620 Ardi: And I’ll make that,
343 00:41:33.930 ⇒ 00:41:40.909 Ardi: Yeah, I’ll make that clear. Okay, let me… let me work on this a little bit. I’ll put an update on sales, just so,
344 00:41:41.750 ⇒ 00:41:47.249 Ardi: You guys have the info? Do you think you have… where’s the gap right now for you in, like, launching some of these sequences?
345 00:41:47.950 ⇒ 00:41:55.350 Hannah Wang: I think everything makes sense. I guess it’s just a matter of, like, what…
346 00:41:55.460 ⇒ 00:41:58.189 Hannah Wang: to put… like, what Robert kind of wants…
347 00:41:58.270 ⇒ 00:42:10.299 Hannah Wang: in the sequences, like, how many emails, and like… I don’t know if that’s, like, up to me. Usually, I’m not the one deciding that. Like, it’s just usually been through instantly send, like, 3…
348 00:42:10.310 ⇒ 00:42:27.010 Hannah Wang: email touches, and then also launch a HeyReach outbound campaign with a connection request and, like, 3 touches there as well. That’s how we’ve been doing most of our campaigns, and if the list is small, then honestly, I just did it manually, because
349 00:42:27.050 ⇒ 00:42:34.609 Hannah Wang: I was like, I’m not gonna… I don’t know how to set up the automations, like, Rico knows how to do that. But… Okay. Yeah, I think…
350 00:42:34.620 ⇒ 00:42:48.689 Hannah Wang: it’s… I think it just depends on what Robert kind of wants for this particular campaign, and if… honestly, if our lead list is this tiny, like… or these are just the accounts, but I think it’s just, like, 10 or so leads, like…
351 00:42:48.690 ⇒ 00:42:52.960 Ardi: Does that make sense? Do you feel like that’s too small? Like, actual agencies that are in the system?
352 00:42:53.150 ⇒ 00:43:10.059 Hannah Wang: I mean, that hasn’t been our primary, like, focus for ICPs anyway, so I do think it makes sense, but yeah, that’s why I made this, like, campaign brief type of thing, because I’m like, I feel like I need Robert to review it first, because I’m not even sure, like…
353 00:43:10.060 ⇒ 00:43:15.350 Hannah Wang: Yeah, you can see I need clarification on, like, all of these ones, and then…
354 00:43:15.350 ⇒ 00:43:24.060 Hannah Wang: I just spent a ton of time digging through their emails, so I don’t even know if, like, the segment I built is correct based on these accounts, and…
355 00:43:24.390 ⇒ 00:43:28.120 Hannah Wang: Yeah, and I was just, like, working on messaging, which is also…
356 00:43:28.500 ⇒ 00:43:40.820 Hannah Wang: really hard for me. It takes me a long time. Like, the personalized message type of thing, based on, like, what the lead is up to, like, I just don’t really… I can’t, like…
357 00:43:40.820 ⇒ 00:43:50.090 Hannah Wang: this is the best I got, so… I think there’s a couple more hurdles for me to get through in terms of, like, approval before I launch any sequence, but… Okay. Yeah.
358 00:43:50.210 ⇒ 00:43:56.709 Hannah Wang: this was helpful, like, overall, just to give me, like, a better understanding of HubSpot and the power it has.
359 00:43:57.570 ⇒ 00:44:02.600 Ardi: Yeah, okay. No, this has been very helpful for me, too, so,
360 00:44:03.000 ⇒ 00:44:16.400 Ardi: with the messaging and the copy, I think, obviously, oh, yeah, with the… with the person. So you’re having to pers… right now, you’re personally kind of, like, looking up their intel or insights, or how are you getting any insight?
361 00:44:17.950 ⇒ 00:44:41.989 Hannah Wang: if they… well, I first go to their personal LinkedIn accounts, and if they make posts, I try to make something that sounds relevant, and then if they don’t post anything, I go on their company LinkedIn, and then I’m just, like… I just look for anything that I can, like, congratulate them on. So I was like, oh yeah, I saw that your agency was nominated for a Webby. They didn’t win, but, you know, I was like, okay, I’ll just put that…
362 00:44:42.060 ⇒ 00:44:44.709 Hannah Wang: And then for this one, like.
363 00:44:44.890 ⇒ 00:45:00.729 Hannah Wang: yeah, I saw a post on LinkedIn that they’ve been in the industry for 7 years, so I was like, oh, congrats on the 7 years! Yeah, so it’s just me, like, digging through each account, which I don’t know if most salespeople do, but this is what I’ve been doing, so…
364 00:45:00.730 ⇒ 00:45:08.130 Ardi: Yeah. No, that makes sense. Well, that’s on me. I’m gonna try to figure out how we can scale that, because that’s not scalable.
365 00:45:08.130 ⇒ 00:45:14.929 Hannah Wang: And I know you should talk to Miranda for that, because she built… if you look at her, demo video, I could, like…
366 00:45:15.010 ⇒ 00:45:33.559 Hannah Wang: tag you in it, like, you’ll see what she kind of built out, and she and Robert have been working together on… on it, so you can look at… it’s like a 5-minute video, and she would be a better person, because I’m not in charge of, like, building automations and stuff like that, I’m just more of, like, a executor.
367 00:45:33.560 ⇒ 00:45:37.480 Hannah Wang: Type role in the go-to-market side, so… Anyway…
368 00:45:37.480 ⇒ 00:45:42.039 Ardi: Yeah. No, that makes sense. If you can tag that, and if you can send me that cursor,
369 00:45:43.010 ⇒ 00:45:43.649 Ardi: Kind of…
370 00:45:44.180 ⇒ 00:45:45.359 Ardi: Part of it, that would be great.
371 00:45:45.360 ⇒ 00:45:45.960 Hannah Wang: Yeah.
372 00:45:47.070 ⇒ 00:45:49.849 Hannah Wang: Okay, cool, thank you so much, it’s…
373 00:45:50.260 ⇒ 00:45:58.599 Hannah Wang: helpful having someone kind of working on trying to solve our pain points on the sales side and go-to-market side, so I appreciate your help.
374 00:45:58.600 ⇒ 00:46:02.630 Ardi: Yeah, I got you guys. I’m gonna try to help as best I can.
375 00:46:02.630 ⇒ 00:46:03.890 Hannah Wang: Thank you.
376 00:46:03.890 ⇒ 00:46:05.110 Ardi: Feel better, okay?
377 00:46:05.110 ⇒ 00:46:07.000 Hannah Wang: Thank you, yeah, talk to you later.
378 00:46:07.000 ⇒ 00:46:08.079 Ardi: Talk to you soon. Bye.