Transcript
WEBVTT
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Want to expand the reach of your
content, start a podcast, feature industry
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experts on your show and leverage the
influence and reach of your guests to grow
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your brand. Learn more at sweet
fish Mediacom. You're listening to be tob
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growth, a daily podcast for B
TOB leaders. We've interviewed names you've probably
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heard before, like Gary Vander truck
and Simon Senek, but you've probably never
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heard from the majority of our guests. That's because the bulk of our interviews
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aren't with professional speakers and authors.
Most of our guests are in the trenches
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leading sales and marketing teams. They're
implementing strategy, they're experimenting with tactics,
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they're building the fastest growing BTB companies
in the world. My name is James
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Carberry. I'm the founder of sweet
fish media, a podcast agency for BB
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brands, and I'm also one of
the CO hosts of this show. When
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we're not interviewing sales and marketing leaders, you'll hear stories from behind the scenes
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of our own business. Will share
the ups and downs of our journey as
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we attempt to take over the world. Just getting well, maybe let's get
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into the show. Welcome back to
BTB growth. I am your host for
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today's episode. Nikki Ivy, was
sweetish media guys. I've got with me
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today Carlo Roddy, who is the
director of marketing at APPs associates. Carla,
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how you doing today? I'll Nikki. Thank you. How are you?
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I am good. I'm so good. I'm glad to talk about this,
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this subject that that you're going to
illuminate for us, because it isn't
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one that I've got tackled on the
show yet. We're going to talk about
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marketing a managed service provider and you're
going to dig into what exactly that means
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here. Just to move but before
we do, Carla, I would love
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it if you would just give us
all a little bit of background on yourself
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and what you and the folks that
APPs associates are up to these days.
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Absolutely so, thank you so much
for having me today. We really appreciate
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it. As you said, I'm
Carl Rotti, on the director of marketing
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with APPS associate. We are a
man of service provider based out of Boston
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with deep expertise around Oracle applications and
cloud migration, excuse me, and we
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have a major differentiator with a breath
of service offfering. We are a oracle
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platinum partner, we are premier consulting
partner with Amazon Web Service and we really
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have to enable, you know,
customers journeys to the cloud, whether it
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be private, publicx APP or a
hybrid cloud. It's important stuff help them
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so focus their their journey to the
cloud. It sounds very, very mystical
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and certainly something I would know nothing
about, which is why we have folks
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like you here to de mystify it
for us all. But so, so
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do you get started and sort of
frame this? You guys have done some
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some research recently that you're going to
share some of the findings with. Firsts,
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talk about what? What were some
of the objectives of that? So
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really we were in the middle of
a brand refresh and our goals were to
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really increase brand awareness and get recognition, you know, among the IP decisionmakers,
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to establish some real thought leadership that
allowed for our company to enter really
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a clouded, crowded clouds conversation without
disrupting established partnerships, and to really,
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you know, touched our hypotheties through
research, to get survey results, to
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quantify and to educate our constituents.
Right, okay. And so did you
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go into it with, you know, things that you were maybe expecting to
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confirm or dispel and where the really
surprises initially in this research? So really
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we were out there to kind of
debunk some this through our conversations with our
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process and our customers. You know, we were hearing some of their pain
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first points and concerns about moving legacy
orable applications, which our mission critical and
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often customized, to the cloud,
whether it be, you know, issues
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around security or cost or feasibility or
licensing. And so we said, hey,
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you know what, we're hearing this
a lot out in the marketplace.
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LET Commissioner, survey and really,
you know, put it to the task
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find out what they're feeling. So
we reached out to three hundred what we
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call IPDM, which are it,
you know, decisionmakers using order of applications,
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about where they were in terms of
their move to their cloud and what
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their concerns might be. And,
you know, we did formal research around
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it and then compiled the data and
did the analysis and we're able to confirm,
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you know, some of our thoughts
and illuminate some others. Right,
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right. And so from start,
to launch what needed to happen to make
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sure that this was successful. So
really started, you know, with a
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kickoff meeting, kind of putting our
premise out there, what we thought we
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were seeing and what we wanted to
validate. And we had to get our
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key take olders together. We tested
our asset and we put those together.
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We looked at what kind of need
media the might be, what kind of
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earned media, what may resonate with
the audience. We connected with influencers,
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we connected with press to see if
there was an appetite for this so that
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really would be able to share the
message and to educate the public. You
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know, are projects about what was
available and what was out there. So
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there was, you know, a
lot, a lot of key planning,
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kind of working from the end goal
backwards, making sure you involve the right
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people along the way and putting the
process in place and how it it roll
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out. Yeah, and so how
did you guys get the word out about
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the research? And then, once
you lay that out, give us the
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good stuff, talk to us about
some of the the results that you saw.
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So really, as as you said, we want to be unlocked up,
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particularly with with ourselves, for to
make sure we were communicating consistent messages
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that we were actually testing the theories
that they were yearing out in the market
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place of the pain points from the
customer and getting real information that could choose
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help to inform our prospects and our
customers on the decision that they were making,
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that, you know, what some
of their concerns were, and then
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to have the sats behind it in
terms of what other people were seeing.
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So that was a very important piece
of the process as we went along.
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Then we commissioned our research for we
put our questions out there, collected our
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data, kind of felt what the
information was and really we came up with
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these five, you know, top
myths that we de bunked. Obviously getting
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that into a beautiful ebooks to put
together, promoting that on social, kind
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of amplifying the message S, as
we mentioned, Yep, engaging the media
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to discuss these points, talking with
our customers also to get their feedback and
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have some case studies and testimonials to
put out there, and then promotion,
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you know, paid paid social really
website visit and what we really founded that
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a resons that we introduced video and
went across all of our social platforms.
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You know, it worked out really
well. We really have a multi channel
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integrated marketing approach. Yes, what
it sounds like you doing all the things,
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which I think is necessary and UN
like you mentioned that, you guys
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were you debunked five major myths out
there. Talk about that for us.
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So really, you know, as
people have their like the Oracle applications on
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from it and they're looking to potentially
move into the clouds for scalability availability,
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there was concern on, you know, will it be a secure as if
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when I have it, you know, in my own house, so to
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speak. Well, I have any
issues with licensing as as I move,
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is there? Is there cause?
Is it more expensive? What happens after
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I get there? And you know, people definitely are interested in moving to
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the cloud for the innovation, for
the efficiency and just very interesting to see
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what percentages, you know, broke
down where and to validate some of our
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assumptions and and to see a couple
of, you know, additional points brought
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up. But I would say in
theory that really or in reality, what
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we found did support what we were
hearing out in the market place and positions
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us well to talk to conspects about
what others are seeing and then what their
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journey to the cloud could book like, right and in a way that's valuable.
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Whether folks work with you or not, it's really important to back and
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talk to folks on the show,
you're doing a great job of it,
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to talk about what they're doing to
contribute to the community in which they belong,
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because there's a difference, right,
between being lender that sells into and
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this is like a broken Recorpi of
folks listen to the show, but a
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it's true. You know, you're
either a vendor that sells into an industry
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or you're contributing member of that industry, and one of the ways to make
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yourself a contributing it, you know, member, is to do this kind
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of research that folks can use,
whether they're they're working with you or not.
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So I like this idea of going
in and tell them, folks,
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Hey, whether it's it's us who
are helping you through this journey or not,
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you probably need help and and here's
the here's where you where you can
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start with with debunking these these myths. So I really love that aspect of
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what of what you guys did and
the fact that you got these tangible results
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that really speak to the experience of
folks who are doing these jobs every day.
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So I'll give you a shot before
we move on to the next segment,
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to talk about any other findings beyond
those those miss debunked that you want
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to share with us, and then
just a little bit of advice that you
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wanted to offer to marketers who are
thinking about doing a similar project. Well,
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you know, I think whenever you
can position yourself as a subject matter
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expert who can educate, you know
your prospects on what is best for them,
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but also give them reference to what
other their peers are feeling to help
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either validate or or questions, you
know, some of the decisions that they
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could make. That, I think, is a key piece to really just
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the savaging the relationship and establishing trust, for sure, for sure, and
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so I love the way you laid
this out. Valuables of how can folks,
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you said you guys, put it
on in an Ebook? Is that
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just how worse folks go to find
that they want to dig deeper into what
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you guys so we do have it, you know, on our website at
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APPs Associatescom. There is promotion on
Linkedin, on twitter, we have you
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know, evolved the ebook into video, you know, kind of segmenting smaller
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etips to because sometimes it can be
a lot for, you know, someone
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to consume and maybe they want smaller
pieces and smaller tongues. So we took,
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you know, the points that resonates
the most. We created thirty second
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pieces to say hey, all right, this is the myth that I'm most
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concerned about. Check this out,
and that's the helpful and it's been getting
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traction, you know, retweeting really, as we said, way of opportunities
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to speak to the media, to
have our story told from a different point
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of view. All of that has
added to the amplification of the research itself.
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Love that. Love that. So
now that I have gotten the chance
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to pick your brain and see what
I could get out of it, it
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is time, Carla, for you
to tell us all about what you are
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putting in it. So tell us
about a learning resource that you engage with.
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It is in forming your approach.
This just got you excited these days.
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So you know, I love like
Tony Robins and and that Mel Robins,
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who's actually not if you don't relate
it, but your kindness about you
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know, how can I do think
better. How can I take a moment
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when I'm caught up and really say
what is best for the situation and just
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kind of step back and see how
I can do a better and also just
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hey, maybe you know sometimes when
you don't get it right the first time,
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there's the learning there that really adds
to that uha moment down the road.
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For sure I'm learning from Miss Steps. Is One of my favorite,
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one of my favorite resources or store
Um actually just came across in my it
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was suggested to me in my audible
library. Mel Robbins, is work it
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out, and so now I've now
that I've heard you say that, now
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I have to do it. I'll
have to read it. It's the sign
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versus will losing me for this.
Thank you. So here in that with
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us. I like it. It's
just sort of the you know, no
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nonsense, traditional self help stuff.
I mean this, that's that's really good.
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It is is like self improvement.
No apologies here. That's what I'm
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reading this. Listen, wonderful to
my ask that question. They going to
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give me something that's not that they
think no one's ever heard of or whatever.
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But I like how you keep it
real with me. I hear they
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do that out in Boston. So
thank you. Yeah, absolutely, see
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was six and then improve from there. That's exactly it. As exactly it.
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So, Carla, just like me, I know everybody listening has become
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a fast fan of yours and they
are going to want to know how to
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keep up with you. So let
us know how post you connect with you
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absolutely on twitter at APPs associate.
We're on linked in a APPs associates,
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and then, you know, directly
with me is Carla Dot Roddy at APPS
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Associatescom and I hope to hear from
you boom. Y'All reach out. Thank
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you so much. We'll have to
have you on again because I've took a
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look at you. Know your background, your experience and I'm sure I could
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ask you a million questions. I
just soak pissed up up and so to
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our listeners. But until then,
thanks again, Carlo. Will speak to
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you Sou likewise. Thank you so
much. We totally get it. We
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publish a ton of content on this
podcast and it can be a lot to
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keep up with. That's why we've
started the Bob Growth, big three and
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no fluff email. That boils down
our three biggest takeaways from an entire week
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of episodes. Sign up today at
Sweet Fish Mediacom big three. That sweet
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PHISH MEDIACOM Big Three