Transcript
WEBVTT
1
00:00:00.320 --> 00:00:04.160
There's a ton of noise out there. So how do you get decision makers
2
00:00:04.240 --> 00:00:09.310
to pay attention to your brand?
Start a podcast and invite your ideal clients
3
00:00:09.550 --> 00:00:19.390
to be guests on your show.
Learn more at sweetfish MEDIACOM. You're listening
4
00:00:19.429 --> 00:00:24.179
to be tob growth, a daily
podcast for B TOB leaders. We've interviewed
5
00:00:24.219 --> 00:00:27.859
names you've probably heard before, like
Gary vanner truck and Simon Senek, but
6
00:00:27.980 --> 00:00:32.259
you've probably never heard from the majority
of our guests. That's because the bulk
7
00:00:32.299 --> 00:00:36.810
of our interviews aren't with professional speakers
and authors. Most of our guests are
8
00:00:36.929 --> 00:00:41.729
in the trenches leading sales and marketing
teams. They're implementing strategy, they're experimenting
9
00:00:41.770 --> 00:00:45.729
with tactics. They're building the fastest
growing be tob companies in the world.
10
00:00:46.369 --> 00:00:49.850
My name is James Carberry. I'm
the founder of sweetfish media, a podcast
11
00:00:49.890 --> 00:00:53.119
agency for BB brands, and I'm
also one of the CO hosts of this
12
00:00:53.240 --> 00:00:57.520
show. When we're not interviewing sales
and marketing leaders, you'll hear stories from
13
00:00:57.520 --> 00:01:00.000
behind the scenes of our own business. Will share the ups and downs of
14
00:01:00.039 --> 00:01:04.349
our journey as we attempt to take
over the world. Just getting well,
15
00:01:04.989 --> 00:01:14.989
maybe let's get into the show.
Welcome back to be tob growth. I'm
16
00:01:15.030 --> 00:01:18.819
your host for today's episode, Logan
Lyles, with sweetfish media. I'm joined
17
00:01:18.859 --> 00:01:23.340
today by Camille Beattie, failure.
She is the vice president of sales over
18
00:01:23.500 --> 00:01:26.019
at Event Corps. Camille, how's
it going today? It's a beautiful sunny
19
00:01:26.019 --> 00:01:30.420
day in Seattle. Those sunny days
tend to happen a little bit more out
20
00:01:30.459 --> 00:01:34.890
here in Colorado than in Seattle,
from what I've told anyway. But Camille,
21
00:01:34.969 --> 00:01:38.010
I am glad that you're joining me
on a Sunday Day and hopefully it's
22
00:01:38.010 --> 00:01:42.090
sunny when our listeners are hearing this. We're going to be talking about using
23
00:01:42.290 --> 00:01:48.680
very customized, personalized communication across all
three sectors of your go to market team,
24
00:01:48.719 --> 00:01:53.200
from marketing to sales to customer success, in your case, delivery over
25
00:01:53.319 --> 00:01:55.840
at Event Corps. But before we
jump into that, I would love for
26
00:01:55.959 --> 00:01:59.000
you to share with listeners a little
bit about what you and the team are
27
00:01:59.079 --> 00:02:01.510
up to and your background a little
bit. Thank you so much, Logan.
28
00:02:01.989 --> 00:02:06.829
So my background is in sales.
I've been in some sort of sales
29
00:02:06.950 --> 00:02:09.789
roll for the last twenty eight years. The last ten of them I've been
30
00:02:10.270 --> 00:02:16.340
selling software of different iterations, both
custom and SAS so selling, selling and
31
00:02:16.460 --> 00:02:23.539
more selling. Event Court itself is
an organization. It's located in Seattle.
32
00:02:23.939 --> 00:02:30.650
We make custom event registration software,
which is a somewhat niche market. We
33
00:02:30.849 --> 00:02:36.169
especially try to work with people who
have complex or white glove events that require
34
00:02:36.250 --> 00:02:40.370
just a little bit more extra TLC
than a more traditional type of event.
35
00:02:40.889 --> 00:02:44.840
I love it. That's great context
because we're going to be talking about,
36
00:02:44.840 --> 00:02:47.199
you know, when you need to
deliver a custom experience, how do you
37
00:02:47.360 --> 00:02:53.080
customize your language, your messaging and
your communication between all of the functional roles
38
00:02:53.080 --> 00:02:57.960
that are going to be interacting with
prospects and with customers? And so I
39
00:02:58.080 --> 00:03:01.189
think folks listening to this, whether
they lead a sales, marketing or CS
40
00:03:01.349 --> 00:03:07.389
team, even if they're not in
custom event software, if they are selling
41
00:03:07.550 --> 00:03:10.389
something, custom software or service,
they're going to be things they'll be able
42
00:03:10.430 --> 00:03:15.419
to take from this. So let's
start with marketing, since they're usually the
43
00:03:15.620 --> 00:03:20.300
first function to whose communication is going
to reach the end user, and not
44
00:03:20.419 --> 00:03:23.539
even an end user, yet a
prospect. It seems like everyone we're talking
45
00:03:23.620 --> 00:03:29.129
to these days is at least trying
to start an account based pilot or in
46
00:03:29.289 --> 00:03:32.289
your case is more account based on
the whole, just to begin with.
47
00:03:32.490 --> 00:03:37.930
So tell us a little bit about
how you guys manage scale and personalization from
48
00:03:38.210 --> 00:03:44.159
that marketing communication standpoint. So we're
a small company and balancing the need to
49
00:03:44.240 --> 00:03:50.400
have a scalable outreach process with the
need to have something that's very personalized was
50
00:03:50.680 --> 00:03:53.080
something we took very seriously. So, of course, as with many people,
51
00:03:53.080 --> 00:04:00.629
were adopting the account based philosophy and
we work very hard to understand our
52
00:04:00.750 --> 00:04:04.469
prospects before we reach out to them, so all of the communication that's going
53
00:04:04.669 --> 00:04:10.219
to them has an element of the
personal included in it. For example,
54
00:04:10.659 --> 00:04:15.060
we have a prospect who really likes
cheese and it just so happens that we
55
00:04:15.220 --> 00:04:20.180
recently found an article about cheese.
So we were able to understand that person's
56
00:04:20.220 --> 00:04:25.170
perspective and their love of cheese through
Linkedin, which is so funny that you
57
00:04:25.250 --> 00:04:29.610
can learn things like that about someone
on Linkedin, and then we were able
58
00:04:29.649 --> 00:04:33.329
to craft an email that included both
the reflection of their love of cheese the
59
00:04:33.449 --> 00:04:38.529
article about cheese and then transition it
into hey, you know, here's a
60
00:04:38.569 --> 00:04:43.439
reason why we should get together and
talk, and that kind of not lengthy
61
00:04:43.839 --> 00:04:48.199
but very personalized communication is successful for
us. It allows us to have a
62
00:04:48.439 --> 00:04:54.509
more immediate personal connection with the prospect
then, say, a bulk email or
63
00:04:54.709 --> 00:04:59.230
or something that's very sort of scatter
shot. Yeah, absolutely. So,
64
00:04:59.670 --> 00:05:02.790
as you guys are looking at those
opportunities, who's kind of leading the charge
65
00:05:02.949 --> 00:05:09.660
in finding those personalization pieces? Is
it your BEDR SDR team doing research on
66
00:05:10.100 --> 00:05:13.540
primarily linked in, which I know
is kind of go to number one for
67
00:05:13.660 --> 00:05:15.899
most of us that are in BB. So we're not SASS. So we
68
00:05:15.939 --> 00:05:19.500
don't have a BEDR team at all. It's all done by the AE's.
69
00:05:20.300 --> 00:05:26.050
The majority of our business starts with
referral, so we have a very large
70
00:05:26.129 --> 00:05:32.730
referral in bound lead network for relationships
and then we exponentiate off of referrals with
71
00:05:32.889 --> 00:05:39.839
introductions, and that is where we
get the connectivity between Hey, this person
72
00:05:40.160 --> 00:05:44.800
is introducing us to this person.
So it makes it relatively straightforward to identify
73
00:05:45.000 --> 00:05:49.470
targets. It's the after the target
is identified. It's that getting them to
74
00:05:49.589 --> 00:05:54.269
engage with US step. That has
always been a challenge and that's why we
75
00:05:54.389 --> 00:05:59.230
implemented this more focused approach to speaking
with or reaching out to people. Yeah,
76
00:05:59.389 --> 00:06:02.750
I love it. So as we
make that transition from the messaging that
77
00:06:03.029 --> 00:06:08.459
marketing is is helping with on the
front end you've got sales who are walking
78
00:06:08.740 --> 00:06:14.180
customers through a longer sales cycle and
a custom software type of environment. I
79
00:06:14.300 --> 00:06:18.290
imagine that in that sort of environment, again to the personalized approach, it's
80
00:06:18.370 --> 00:06:24.290
much less okay. You need to
know these three ticks of every demo and
81
00:06:24.610 --> 00:06:28.769
your sales people almost become pre customer, success or in your case, what
82
00:06:28.889 --> 00:06:33.519
you guys called delivery predelivery, because
they need to be asking questions not just
83
00:06:33.680 --> 00:06:39.000
to qualify the pain but to figure
out what is the delivery team going to
84
00:06:39.199 --> 00:06:42.759
deliver? Right? HMM, that's
exactly true. And in our industry there
85
00:06:42.800 --> 00:06:46.000
has to be some sort of compelling
reason to move forward. That's the most
86
00:06:46.120 --> 00:06:54.589
pivotal portion of US obtaining new business. So when we are beginning to enter
87
00:06:54.670 --> 00:07:00.430
into conversation beyond that pre sales type
of conversation, all of the behaviors that
88
00:07:00.579 --> 00:07:05.620
great sales people need to have are
still required. There're still good question asking,
89
00:07:05.660 --> 00:07:10.699
excellent listening, seeking to understand the
needs of the client and all those
90
00:07:10.819 --> 00:07:15.810
more traditional sales behaviors. It's the
application of those two our particular product and
91
00:07:15.889 --> 00:07:23.810
deliverable, that becomes more specific.
So we first seek to understand their organization.
92
00:07:24.250 --> 00:07:27.490
What are the goals of their organization
with the event that they're holding?
93
00:07:27.930 --> 00:07:31.160
Who is the audience? What is
the messaging that they want that audience to
94
00:07:31.279 --> 00:07:36.600
see when they are going through their
registration process to attend the event? What
95
00:07:36.759 --> 00:07:42.160
that means is that while we are
through our demonstrating in our selling trying to
96
00:07:42.240 --> 00:07:46.629
represent the value proposition of working with
both a custom software company and someone who's
97
00:07:46.670 --> 00:07:50.949
got a higher price point, we
also need to understand when we are delivering
98
00:07:51.110 --> 00:07:57.389
for them, what makes it custom. So to do that, throughout the
99
00:07:57.470 --> 00:08:03.100
entire sales process we continue to refine
and refine and refine the specifications and we
100
00:08:03.220 --> 00:08:09.620
also include delivery at a pretty early
point in the sales process. So we
101
00:08:09.740 --> 00:08:16.129
already know a lot about the client
from or the prospect from presales. We
102
00:08:16.329 --> 00:08:20.730
translate that into a deeper understanding of
their organizational purpose and the purpose of the
103
00:08:20.850 --> 00:08:26.089
event that they're holding, and then
we get an initial set of specifications and
104
00:08:26.290 --> 00:08:31.720
then we start to include the lead
project portfolio manager at Event Corps and she
105
00:08:31.200 --> 00:08:37.480
helps us go from a pretty good
landscape to a very detailed level of specification
106
00:08:37.519 --> 00:08:43.950
about what we need to build for
the client and that communication from pre sales
107
00:08:43.070 --> 00:08:48.029
to close deal is completely predicated on
how well we do a job gathering the
108
00:08:48.110 --> 00:08:56.659
specifications and understanding the client. Today's
growth story centers around exactly ASSASS company that
109
00:08:56.779 --> 00:09:01.220
helps enterprise companies with their incentive compensation. They'd work with search marketing agencies in
110
00:09:01.259 --> 00:09:07.460
the past, but they'd had issues
with transparency and Roy. They wanted to
111
00:09:07.580 --> 00:09:11.370
improve net new leads via their organic
and paid search channels, so they reached
112
00:09:11.409 --> 00:09:16.809
out to directive optimizing search engine market
share for exactly what was the top priority?
113
00:09:18.210 --> 00:09:22.289
Directed did this by improving search engine
visibility for target audiences at the bottom
114
00:09:22.330 --> 00:09:26.480
of the funnel. In order to
generate qualified leads. They focused on value
115
00:09:26.519 --> 00:09:33.879
driven content on relevant, winnable terms, landing page testing on PPC platforms and
116
00:09:33.000 --> 00:09:41.110
a laser focus on third party directory
optimization, specifically Cap Tera. Directive grew
117
00:09:41.309 --> 00:09:46.269
sales accepted lead volume by one hundred
percent, increased Cap Tera conversion volume by
118
00:09:46.389 --> 00:09:52.980
three hundred and thirty six percent and
boosted pre qualified clicks to Cap Tera by
119
00:09:52.139 --> 00:09:56.139
thirty nine percent. If you're looking
for results like this with your search engine
120
00:09:56.179 --> 00:10:01.820
marketing. There's a good chance directive
can help. Visit Directive consultingcom and get
121
00:10:01.820 --> 00:10:05.539
a free customized proposal. All right, let's get back to the show.
122
00:10:05.580 --> 00:10:13.049
HMM. I've heard John Barrows and
other sales leaders talk about this recently that
123
00:10:13.450 --> 00:10:16.809
you know. I think it was
from Jake Dunlap most recently as well.
124
00:10:16.250 --> 00:10:20.210
You don't have a closing problem,
you have a qualification problem. If you're
125
00:10:20.210 --> 00:10:24.200
not qualifying, well then then you're
not going to close. Well, those
126
00:10:24.240 --> 00:10:28.399
are going to be directly correlated and
I hear that in what you're saying here
127
00:10:28.440 --> 00:10:33.559
as well. Something that you mentioned
their Camille, about bringing your delivery team
128
00:10:33.960 --> 00:10:39.549
alongside your salespeople in the sales process
very early reminds me of something we talked
129
00:10:39.549 --> 00:10:45.029
about in a previous episode with Matt
Gingrick. Over at Bombora. They kind
130
00:10:45.029 --> 00:10:50.299
of flipped the the language around their
trials and turned them into pilot, which
131
00:10:50.419 --> 00:10:54.860
meant bringing customer success in along sale, alongside sales earlier. Tell us a
132
00:10:54.860 --> 00:10:58.299
little bit about how that dynamic works. We are maybe some of the potential
133
00:10:58.419 --> 00:11:03.220
pitfalls when it makes sense to have
those two functions tag team together earlier in
134
00:11:03.259 --> 00:11:07.649
the sales process, but the dynamic
can be interesting can be challenging if you
135
00:11:07.690 --> 00:11:11.009
don't set it up the right way. I'm assuming right that's very true.
136
00:11:11.049 --> 00:11:16.370
So I've been an event corper about
of about a year and when I started
137
00:11:16.490 --> 00:11:22.279
here a large portion of the sales
process included a massive demo download with a
138
00:11:22.519 --> 00:11:26.600
lot of very heavy detail and it
might take as long as an hour.
139
00:11:26.679 --> 00:11:31.919
So we made two pivots based on
what you just said. When we do
140
00:11:31.200 --> 00:11:35.470
demonstrations for people they're very targeted.
These are the things we know are important
141
00:11:35.470 --> 00:11:41.029
to the client from listening to them. We specifically focus on those three to
142
00:11:41.190 --> 00:11:45.110
five elements. So instead of here
is how you A to Z register,
143
00:11:45.750 --> 00:11:48.779
here's how we do the type of
edge of invitations you're looking for, here's
144
00:11:48.860 --> 00:11:54.419
how we handle payments and here's how
we do are reporting so that we are
145
00:11:54.460 --> 00:11:58.700
speaking to the things that are elementally
important to the client or prospect, as
146
00:11:58.860 --> 00:12:03.210
well as reinforcing we've heard what they
had to say. And then, when
147
00:12:03.250 --> 00:12:07.289
we include the delivery person, those
conversations sound like this. We understand you
148
00:12:07.409 --> 00:12:11.929
want to do fill in the blank
feature. How do you want that to
149
00:12:11.090 --> 00:12:15.409
look for your attendee when they go
through the registration process? And then we
150
00:12:15.490 --> 00:12:22.519
have them describe it and then our
specification or our project portfolio manager is able
151
00:12:22.639 --> 00:12:28.399
to describe how that would work at
a granular level. So we're taking listening
152
00:12:28.440 --> 00:12:31.549
to them, reflecting that we understood, listening again, reflecting to them that
153
00:12:31.629 --> 00:12:37.149
we understood, and then representing that
understanding in the proposal so that when they're
154
00:12:37.590 --> 00:12:41.029
signing that contract they are seeing things
that nothing is a surprise. They know
155
00:12:41.110 --> 00:12:46.940
exactly what they want to get and
having delivery involved in that conversation means that
156
00:12:46.059 --> 00:12:50.620
when it rolls through delivery we're more
likely to have a successful engagement with the
157
00:12:50.700 --> 00:12:54.340
client. Yeah, absolutely. You
know, in cases that are maybe a
158
00:12:54.379 --> 00:12:58.690
little bit higher volume sale not necessarily
quite as customized, you can do some
159
00:12:58.889 --> 00:13:03.409
things to get sales and customer success
or delivery on the same page. For
160
00:13:03.529 --> 00:13:07.730
instance, at sweetfish, here we
use CORUS DOT AI as a call recorder
161
00:13:07.970 --> 00:13:13.639
and call transcriber and I've found that
just hearing entire calls or snippets of calls
162
00:13:13.759 --> 00:13:18.639
with prospects that become customers with our
producer team, which is our equivalent of
163
00:13:18.720 --> 00:13:24.679
your delivery team, there's less that
is lost in translation. Right in having
164
00:13:24.759 --> 00:13:28.269
to shift those conversations over and explain
what was said and and what was the
165
00:13:28.350 --> 00:13:31.909
intent and those sorts of things.
You guys have the advantage of delivery being
166
00:13:31.950 --> 00:13:37.029
involved in those conversations earlier because you've
set it up that way. It's not
167
00:13:37.110 --> 00:13:39.149
like, Oh, you have that
advantage because it's just happens to be that
168
00:13:39.230 --> 00:13:43.299
way. But let's talk about delivery
in how they take it to the final
169
00:13:43.419 --> 00:13:50.179
step in the presentation and the actual
delivery and execution to still deliver on that
170
00:13:50.379 --> 00:13:54.539
custom communication that we've been talking about
all the way through the buyer journey here
171
00:13:54.580 --> 00:14:00.289
today. All right, so seventy
three percent of the Event Corps Organization is
172
00:14:00.450 --> 00:14:05.049
dedicated to delivery, which is,
in my opinion, a ridiculously high percentage.
173
00:14:05.049 --> 00:14:09.000
So we automatically include certain things in
any build that we're doing. So
174
00:14:09.120 --> 00:14:13.480
we always have a technical lead and
we always have a client focused lead.
175
00:14:13.960 --> 00:14:20.039
So the client always has someone advocating
for them internally as a human being,
176
00:14:20.440 --> 00:14:24.830
and then they also always have a
technical lead who understands the entire scope of
177
00:14:24.870 --> 00:14:30.549
their project and then manages the sub
technical delivery, like who's the web producer,
178
00:14:30.590 --> 00:14:35.269
who's the developer and so forth.
So instead of being oh great,
179
00:14:35.309 --> 00:14:39.179
I gave him the specifications. I
hope it comes out okay. What they're
180
00:14:39.179 --> 00:14:41.059
getting is, every step of the
way, here's what we're doing, and
181
00:14:41.220 --> 00:14:46.779
then we're very deliberate about our Qa
and our review process so that the client
182
00:14:46.820 --> 00:14:50.100
always feels involved. It's a buzzy
word to use. We focus on that
183
00:14:50.259 --> 00:14:56.090
collaboration between what the client wants and
what we can deliver, and it's great.
184
00:14:56.210 --> 00:15:00.610
Usually the client feels engaged and listened
to and then we're able to deliver
185
00:15:00.690 --> 00:15:07.200
something really fantastic. The pitfall is
that when that communication is not done well,
186
00:15:07.799 --> 00:15:11.200
the product isn't really what it needs
to be. The client feels unheard
187
00:15:11.240 --> 00:15:18.440
and attrition is a big problem with
any software company. So the better job
188
00:15:18.519 --> 00:15:22.590
we do understanding the client, the
lower our attrition rate. So that,
189
00:15:22.789 --> 00:15:26.710
I mean there's so many business reasons
to implement good listening and we've all heard
190
00:15:26.710 --> 00:15:31.590
about it since kindergarten that your ears
should be open more than your mouth.
191
00:15:31.509 --> 00:15:37.179
Yeah, absolutely. One of my
favorite Ted talks of all time is ten
192
00:15:37.259 --> 00:15:41.460
ways to have better conversations. I'm
blanking now on who gave that Ted talk,
193
00:15:41.620 --> 00:15:46.580
but she also wrote a book on
communication style. I'll find that and
194
00:15:46.620 --> 00:15:48.539
I'll put it in the show.
Notes after we're done here. But one
195
00:15:48.539 --> 00:15:54.809
of the things she said is forget
the the things like have interesting questions to
196
00:15:54.850 --> 00:15:58.009
ask, pretend like you're paying attention. And the crux was if you're paying
197
00:15:58.009 --> 00:16:02.730
attention, you won't need to make
it look like you're paying attention. So
198
00:16:02.850 --> 00:16:07.200
the more that we can train marketing, sales and customer success to actually pay
199
00:16:07.200 --> 00:16:11.559
attention and be good listeners, then
that personalized communication and everybody being on the
200
00:16:11.639 --> 00:16:15.919
same page is going to happen.
But if it doesn't start there, you
201
00:16:15.000 --> 00:16:21.149
can't document a conversation where the customer
was actually, you know, prompted to
202
00:16:21.230 --> 00:16:25.190
to give you the good information that
you need to deliver on if that didn't
203
00:16:25.190 --> 00:16:27.590
happen in the first place. So
before we focus on those handoffs, we
204
00:16:27.669 --> 00:16:33.299
have to train everyone to be good
listeners and that informs that personalized communication.
205
00:16:33.539 --> 00:16:37.500
So that's what you've got me thinking
about. You can be also. Thank
206
00:16:37.539 --> 00:16:40.620
you so much for unpacking it that
way. Before we wrap up, I
207
00:16:40.740 --> 00:16:44.059
love to ask a lot of our
guests this question, since one of our
208
00:16:44.220 --> 00:16:47.490
core values here at sweet fish is
never stopped learning. I would love to
209
00:16:47.570 --> 00:16:52.090
hear either a personal or professional development
resource that you've been recommending maybe to colleagues,
210
00:16:52.210 --> 00:16:56.009
friends, anybody who will listen these
days. So I have kind of
211
00:16:56.169 --> 00:17:00.049
an older one that I feel is
very tried and true. It's the law
212
00:17:00.169 --> 00:17:06.359
anger competencies, which is a series
of leadership development competencies that help people grow.
213
00:17:07.200 --> 00:17:11.119
There's a pretty cool process for identifying
certain competencies that would be valuable to
214
00:17:11.160 --> 00:17:15.589
you to improve. An example of
a competency would be dealing with ambiguity,
215
00:17:15.630 --> 00:17:19.190
which is something that's very hard for
sales people. But the one that you
216
00:17:19.349 --> 00:17:23.910
made me think of today has to
do with authenticity, and that's part of
217
00:17:25.029 --> 00:17:30.180
the listening competency, is that listening
has to be something that you're authentically engaged
218
00:17:30.259 --> 00:17:33.740
in, because if you're not,
then you're not really listening. So I
219
00:17:33.940 --> 00:17:37.380
would recommend the lawnger competency these it's
a pretty cool tool, awesome, I
220
00:17:37.660 --> 00:17:41.619
love it. Camille will try to
link to that in the show notes as
221
00:17:41.700 --> 00:17:45.569
well. So thank you so much
for adding some value in helping us think
222
00:17:45.569 --> 00:17:49.210
about personalized communication across all go to
market functions, dropping some knowledge here with
223
00:17:49.250 --> 00:17:52.849
a great resource. If anybody listening
to this, Camille would like to ask
224
00:17:52.890 --> 00:17:57.450
any follow up questions? Maybe they're
an event marketer and they want to pick
225
00:17:57.529 --> 00:18:02.960
your brain about some best practices or
just follow up on this conversation to chat
226
00:18:03.079 --> 00:18:04.160
a little bit more. What's the
best way for them to reach out?
227
00:18:04.160 --> 00:18:07.519
Oh, I would be grateful for
anyone who is just to contact me.
228
00:18:08.039 --> 00:18:11.559
The best way to do that is
through Linkedin, like most of us,
229
00:18:11.559 --> 00:18:15.190
I'm sure, but I be grateful
for any conversation. I love to learn
230
00:18:15.190 --> 00:18:18.630
from other people to I love it. My linkedin network is one of my
231
00:18:18.789 --> 00:18:25.670
great sources of encouragement and definitely knowledge
as we continue to try to never stop
232
00:18:25.710 --> 00:18:27.380
learning here at sweet fish. So
thank you so much for being on the
233
00:18:27.420 --> 00:18:30.220
show today, Camille. I really
appreciate it. That was really great.
234
00:18:30.259 --> 00:18:33.380
Logan, thank you so much.
Have a great afternoon. Oh, I
235
00:18:33.420 --> 00:18:37.579
guess timing probably doesn't matter, but
have a great time. We totally get
236
00:18:37.619 --> 00:18:41.339
it. We publish a ton of
content on this podcast and it can be
237
00:18:41.450 --> 00:18:44.970
a lot to keep up with.
That's why we've started the B tob growth
238
00:18:45.130 --> 00:18:48.769
big three, a no fluff email
that boils down our three biggest takeaways from
239
00:18:48.769 --> 00:18:55.569
an entire week of episodes. Sign
up today at Sweet Fish Mediacom big three.
240
00:18:55.880 --> 00:18:59.240
That sweetish Mediacom Big Three